Presented to the
LIBRARIES of the
UNIVERSITY OF TORONTO
by

Larry Pfaff

-

I

\

'

I

Agents’ News

Vol. i Published by The Imperial Life Assurance Company of Canada, Toronto. No. i

TO IMPERIAL REPRESENTATIVES:

Believing- that our agents could be of considerable help to one another if
their ideas were interchanged, and also that this interchange of ideas would
help to increase our business, we are issuing a paper, of which this is the first
number. It is to be strictly an agents’ paper and will contain articles which are
for their personal consideration.

Do you ever find that you have almost closed a prospective applicant but
for lack of a final convincing argument cannot induce him to sign the appli-
cation ? Do you ever run against a “knotty point ” which a person you are
canvassing raises and which you are unable to answer in a convincing way ?
Do you find that some of your arguments are getting worn, aged, and too well-
known to be of striking emphasis in your canvass ? If so, you are losing
your hold on the insurance business and getting into a rut that will never lead
to success. Your arguments will take such a mechanical form that you will be
unable to convince your prospective applicant that he needs insurance; you will
find your old policy-holders drifting away from you for want of encouragement,
and finally your agency will deteriorate. Keep out of this rut at any cost !

We are publishing this paper to assist our agents to keep out of this
rut, and also that they may keep in touch with one another ; and to do this
successfully it must be run on the co-operative system, that is, each Imperial
representative must take a vital interest in it and send us articles for publica-
tion. A few lines, for example, on any of the following subjects are always of
interest :

(1) . Your strongest argument in closing a prospective applicant.

(2) . Provisions in other Company’s policies and strong points in the

Imperial’s policy.

(3) . Difficulties met with in competition with other companies.

(4) . Anecdotes in connection with canvassing.

(5) . Ways of collecting renewal premiums.

or on any other subject that you think will be of interest.

We trust that before the next issue of the paper we shall have the
pleasure of hearing from a large number of our representatives, so that it
may fulfil everything that is expected of it.

CAPITAL STOCK IN LIFE INSURANCE.

THE PRIME ESSENTIAL IN LIFE INSURANCE. ABSOLUTE SECURITY TO POLICY-HOLDERS.

(1) . That a Capital Stock in life insurance is considered most essential
is evidenced by the fact that 16 out of the 17 Canadian life companies have
a Capital Stock.

(2) . A Capital Stock to a life insurance company is like ballast to a
ship — both act as “ steadiers. ” In life insurance it secures what is most
essential to the success of any business or enterprise — continuous management.
Look at our great banking and loaning institutions, how uniformly successful
they have been, and this success is mainly the result of continuous and repre-
sentative management selected by the directors and shareholders who have
large financial interests. Were there no shareholders with large financial
interests at stake, who would care to see that the management was good,
sound and progressive ?

(3) . As Capital Stock is practically an admitted necessity in life insur-
ance, the larger (within limits) it is, the better for the policy-holders. It acts
as an “Additional Reserve Fund” for their benefit, affording them security
in proportion to its greatness. In cases of adversity, not only have the policy-
holders the accumulation of their own funds, such as the Ordinary Reserve and
Surplus Funds, to fall back upon, as in a Mutual Company, but in addition they
have the funds of the shareholders, this “Additional Reserve Fund.” In the
case of The Imperial Life, the “Additional Reserve Fund” amounts to $1,000,-
000 — $450,000 of which is paid up in cash and securely invested ; and $550,000
liable to be called upon. The entire paid-up Capital Stock of the 16 Canadian
Life Companies amounts to $1,976,678.64 ; The Imperial’s paid-up Capital is
therefore almost one-fourth of the whole, consequently the security afforded to
Imperial policy-holders in this connection is unparalleled in life insurance in
Canada. As life insurance is a system for the benefit of the widows and
ophans and for the assured himself in old age, it is impossible to make it too
secure, and therefore any feature which tends to make it more secure and more
permanent, such as a good substantial paid-up Capital, must be for the benefit
of the policy-holders.

(4) . It has been said that the shareholders in life insurance companies
receive an undue proportion of the profits. In the case of The Imperial, this
argument can never properly apply, for the Charter under which this Company
does business, and by which it is bound, states “the holders of participating

policies shall be entitled to share in that portion of the profits

to the extent of 90 per cent, thereof.” The holders of participating policies
therefore receiving 90 per cent, of their profits, strictly limits the shareholders’
portion to 10 per cent, thereof. Some have confused this to mean that the
shareholders are entitled by Charter to a dividend of 10 per cent, on the paid-up
Capital. This is entirely wrong. For example : if the participating* policies
earn $50,000 per year, the shareholders would not be entitled to more than
$5, ooo of this amount, or about 1 per cent, upon their paid-up Capital of
$45°>000, If these policies earned $100,000, the shareholders would not be
entitled to more than $10,000 of this amount, or about 2 per cent, upon the

paid-up Capital of $450,000. It will thus be seen that the greater The
Imperial’s dividend to shareholders from this source, the greater also must
be the policy-holders’ dividend.

(5) . Thus far The Imperial’s shareholders have received no dividend
whatever upon their stock, therefore the entire interest, amounting to about
$50,000, which has resulted from the Capital, has gone to strengthen the
financial position of the Company and its policy-holders. If the Capital had
been smaller, the interest income in respect thereof would have been less
beneficial to the Company, consequently the comparatively large amount of
The Imperial’s Capital has been a direct financial gain to the Company.

(6) . The total paid-up Capital Stock of all Canadian life companies
(Dec. 31st. 1899) was $1,976,678.64, and the total dividend paid to their share-
holders in the year 1899 amounted to $88,509.60, an amount less than 4^2 per
cent, on the paid-up Capital. This is a much smaller return than shareholders
would have derived on similar capital in almost any other financial business,
and is an evidence that life insurance companies’ shareholders are not receiving
the large dividends so often referred to. Inasmuch as the Capital itself earns
about 4 Yz per cent, it will be observed that, on the average, the policy-holders
in Canadian life companies, having a Capital Stock, are practically receiving the
additional security and benefit afforded by it at no cost whatever.

(7) . In addition to 16 out of the 17 Canadian life companies some of

the oldest and best of the British and United States companies have a
Capital Stock — -many of the under-mentioned British companies are well-known
by the Canadian public in connection with fire insurance and their names will
be quite familiar : —

UNITED STATES LIFE CO’S.

COMMENCED BUSINESS.

ASSETS.

Equitable

1859

$280,191,287

Metropolitan

1867

51,081,247

Prudential

1876

34,090,792

Travelers

1866

22,625,777

BRITISH COMPANIES.
Standard Life

1825

44,948,625

Liverpool, London & Globe

1836

26,103,550

North British & Mercantile

1809

52>535>°5°

Northern

1836

17^529.365

Prudential

1848

i58>476.735

Life Ass’n. of Scotland

1838

25,178,240

TO SUMMARIZE WE HAVE:

(1) . 16 out of 17 Canadian life companies have Capital Stock,

(2) . Capital Stock secures continuous and successful management,

(3) . Capital Stock forms an “ Additional Reserve Fund ” for the
security of policy-holders.

(4) . Participating policy-holders receive ninety per cent, of their profits;
shareholders only ten per cent.

(5) . Imperial' policy-holders have already materially benefited through
its Capital Stock.

(6) . Shareholders’ dividend averages only four and a half per cent.

(7) . The bestBritish and United States life companieshave aCapital Stock.

(8) . Inasmuch as the prime and most essential consideration in taking
out a policy of life insurance is the security afforded by the office, there can be
no possible doubt that the constitution of The Imperial contains essential
elements to make it stronger and more secure for policy-holders, than that of
any other Canadian life company.

NOTES.

Mr. George I. Riddell, B.A. (Toronto), was recently appointed Joint
City Agent of The Imperial, with Dr. Lowrey for Toronto and Counties of York
and Peel. Mr. Riddell’s previous record as Mathematical Teacher in Parkdale
Collegiate Institute and with the National Cash Register Company, augurs well
for his success with The Imperial.

Mr. D. N. Sinclair, formerly the Company’s agent in Aberarder, Ont.,
has just been appointed Manager of the Industrial Mortgage and Savings Com-
pany at Sarnia. While The Imperial regrets the partial loss of such a valuable
representative as Mr. Sinclair, it is pleased to know that he has been so highly
honored by those who know his worth. Mr. Sinclair will be able to act as
The Imperial’s representative in Sarnia, and made an excellent start in this by
sending us an application for $10,000 — annual premium $315.75 — and one for
$5,000 — annual premium $332.75 — from two of Sarnia’s most respected
citizens.

A

0

m

GO

\MP

LIFE

2

m

GO

NOTES

The Imperial has heretofore made a record for “ Cash premiums for
the year,” and desires to maintain it. This can be done if all Imperial repre-
sentatives will bear in mind our rule that all notes now taken for premiums be
made to mature not later than December 24th, 1900, and as much before that
date as possible. The Head Office can only make a “Cash premium record”
provided each agent is determined that its agency shall make a “ record.”

Mr. A. H. Fair, Provincial Manager for Nova Scotia at Halifax, is to be
congratulated upon having been successful recently in taking Hon. Senator
Mackeen’s application for $100,000. The form of contract selected was “The
Imperial Income Bond,” which gives the Senator’s family an annual income of
$2,500 for twenty years and $50,000 twenty years after the payment of the
first instalment. The annual premium was $4,756.95. This form of insurance,
details of which are set forth on pages 24 to 37 of the Manual, is most attrac-
tive, where the amount of insurance involved is $5,000 or over.

Agents’ News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. i

$4,000,000 IN 1901.

The aim of the Imperial for 1901 is Four Million Dollars of policies
issued.

To test the ability of the ever reliable Imperial Agency staff to
produce this amount, a joint letter signed by the Managing Director,
Secretary and Superintendent, was sent to each agent.

Replies are being received of a most encouraging character, and
before many days pass the far East and the far West will have been
heard from, and the grand aggregate of business expected to be written
by each agent will be known.

Four Million Dollars can be written in 1901 by the Imperial
Agency Staff, provided each member will do his best to-day and each
succeeding day of the year.

The way to write $4,000,000 in 1901 is to write $333,300 in
January, the same amount in February, and so on in each month of
this year.

The way to write $4,000,000 in 1901 is to commence to-day, and
keep at it, and keep at it until the entire work has been consummated.

TRY IT.

It is cosy to dream big things anywhere for that matter, but to do big
things requires something more than dreaming ; it requires the hardest
of hard work, and all the patience, perseverance and energy that is
possible for one to push the work forward with. And there never was
an age in the history of the world when there were such magnificent
opportunities for the worker as there are now. In fact the only possible
outcome hard work wisely and energetically directed and pressed can
have in this age is success. Try it. Prudential.

YOUR TALENT IS YOUR CALL.

The Rev. T. DeWitt Talmage has an article in the January issue
of Success from which we make this readable and instructive abstract :
“ All the great successes have been gained through opposition and
struggle. Charles Goodyear, the inventor, whose name is, now; a

synonym all the world over for fortune added to fortune, waded many
years chin-deep through the world’s scorn, was thrust into a debtor’s
prison, and came with his family to the verge of starvation, but con-
tinued his experiments with vulcanized rubber until he added more
than can be estimated to the world’s health and comfort, as well as to
his own advantage. Columbus, and John Fitch, and Stephenson and
Robert Bruce, and Cyrus W. Field and five hundred others were
illustrations of what grit and perseverance can do. “ Hard pounding,”
said the Duke of Wellington at Waterloo, “hard pounding, gentlemen ;
but we will see who can pound the longest.” Yes, my friends, that is
the secret — not flight from obstacles in the way, but “ who can pound
the longest.” The child had it right when, attempting to carry a ton
of coal, a shovelful at a time, from the sidewalk to the cellar, and some
one asked her, “ Do you expect to get all that coal in with that little
shovel?” and she replied, “Yes, sir, if I work long enough.” By the
help of God choose your calling and stick to it. The gadabouts are
failures for this life, to say nothing of the next.”

INSURANCE BETTER THAN A SAVINGS BANK.

It has often been demonstrated that a policy in The Imperial Life
is better than a Savings Bank. There are, however, some who are
sceptical of this. Let us put the matter to the test.

The premiums are taken from page i of the Supplement to the
Imperial’s Manual containing non-participating premiums, and the inter-
est factors from page 44 of the Manual itself, upon which is a Compound
Interest Table at various rates of interest.

At age 20. The Imperial’s rate for $1,000 is $15.65 per year. It
will take zzy2 years for a deposit of $15.65 made punctually and regularly
at the begining of each year to amount to $1,000 in a Savings Bank
reckoning 31 per cent. v compound interest, and 31 % years reckoning 4
per cent compound interest.

At age 25 The Imperial’s rate for $1,000 is $17.75.

At 3j%, depositing this amount annually in advance, it would take
31 years to save $1,000.

At 4% depositing this amount annually in advance, it would take
29k years to save $1,000.

At age 30 The Imperial’s rate for $1,000 is $20.50.

At 31%, depositing this amount annually in advance, it would take
28^ years to save $1,000.

At 4%, depositing this amount annually in advance, it would take
27 years to save $1,000.

At age 40 The Imperial’s rate for $1,000 is $28.15.

At 31%, depositing' this amount annually in advance, it would take
23 years to save $1,000.

At 4%, depositing this amount annually in advance, it would take
22 years to save $1,000.

Now the questions come ; —

1. How many persons make Savings Bank Deposits regularly and
punctually year in and year out ?

2. What guarantee has a person that he win live long enough to
make these deposits regularly and punctually for so many years?

3. Does not the Savings Bank simply return to you what you
have actually saved, while The Imperial Life that which you intended
to save ?

ANNUAL MEETING.

A special appeal is made for applications to be received before the
date of the Imperial’s Annual Meeting, February 6th.

It is our desire that we may greet our Directors with the statement
that up to the date of the meeting, our 1901 business is largely in excess
of that for 1900 as at the same date. A united, persistent and system-
atic effort all along the line and the result will be accomplished. Let us
celebrate the Imperial’s first month of the New Century by a good
increase in business over that of January, 1900, and secure at least not
less than our monthly quota, $333,000.

NOTES FROIT A VETERAN.

(Under this heading there will appear from time to time extracts from the remarks of
John Wright, one of the most practical and successful field men in life insurance.)

(1) In canvassing, the fewer tables you use the better. Get
thoroughly acquainted with all the usual ones, and learn to quote at
least Whole Life rates without referring to the manual. This will show
your clients that you have the business at your finger-ends.

(2) Insure your own life before you start. How can you ask any
one to join a company of which you are not a member ; or press any one
to discharge an obligation you have left undischarged ?

(3) Learn all you can about life insurance statistics, specially those
points which compare favorably with your own Company. Don’t run
down other offices, but be able to claim just merit for your own should
clients quote others as superior — “ Knowledge is power.”

(4) Especially learn to understand and appreciate everything about
your own office — its mode of procedure from the filling up of the appli-
cation till the policy is delivered — its assets, how invested — its different
forms of policies — who your Directors are — Surrender Values — non-
payment of renewal premiums, etc., etc. — in short, all that it should
interest you to know. Many a good application is lost through the
ignorance of the agent.

(5) Personal acquaintance with men is your stock-in-trade. By every
suitable means this should be extended. If at first you are in some
other line of business, try while talking to your customer about that, to
gently change the subject ; ask : “ Do you take any interest in Life
Insurance ? ” or (handing a Life prospectus) “ have you ever thought
of this ? ” A shrewd agent, whose heart is in the work, will never be at a
loss for people to call on. He will find out ways of getting at all classes,
and at the proper time.

(6) Experience proves that the mere distribution of prospectuses,
letter-writing, circulars, or even the glories of show-cards and brass
plates, are alike powerless to bring clients or influence business.

Come in contact with the living man ; talk through his eyes and ears right t<> his
heart ; you will convince him if you be patient and prud nt,

(7) . Make out a complete list of all your friends and acquaintances,
and set about the work of seeking and addressing them personally ;
perhaps sometimes sending in advance a card, leaflet, or prospectus.
Do not overlook nor neglect doubtful cases, for the most unlikely are
often the first to insure. Count no visit lost. Where it is not con-
venient for the party to give you a hearing at once, the interview had
better be deferred. There is no use pressing the matter upon a man’s
attention when his head is full of something else, or when he is in a
hurry, or in a bad humor. And however coldly received, or even

n:

m

ii

3>

O

§ 1

m

s 3

22

Z CO

SL “n Wt

m

0

£> >
!L 8

so CZ
ZXJ

2

0

m

m

€

CO

insulted, bear it good naturedly, and on the first suitable occasion
try again. By all means never allow yourself to be annoyed ; keep your
temper on all occasions, and at all times “ learn to labor and wait.”
Always endeavor to leave a good impression. It will be of value to
you at some future time.

(8) . If a pleasing impression is made on first opening the conver-
sation, a most important point isf gained. First impressions are so
powerful for or against us, that a little study of small matters of detail
as to time and manner will be well worth attention, and assist
materially in bringing about ultimate success.

(9) . Endeavor to get your Medical Examiners interested in your
work. Their professional knowledge and prestige will influence
applicants.

I

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 2

The following is the standing of

the various agencies for the month of

December :

mo) Brantford.

(1) Toronto.

Southampton.

(2) London.

(11) Brandon.

(3) Ottawa.

(12) Brockville.

(4) Vancouver.

(13) Sault Ste Marie.

(5) Halifax.

(14) Sudbury.

(6) Winnipeg.

(15) Collingwood.

(7) St- John-

Hastings.

(8) Hamilton.

Peterboro.

(9) Kingston.

(16) Bracebridge.
Durham.

We also give the standing of the
respect of new business :

various agencies for the year 1900 in

(1) Head Office.

(17) Midland.

(2) Halifax.

(18) Sudbury.

(3) Toronto.

(19) Durham.

(4) Ottawa.

(20) Belleville.

(5) Vancouver.

(21) Whitby.

(6) London.

(22) Collingwood.

(7) Winnipeg.

(23) Hastings.

(8) St. John.

(24) Dawson City.

(9) Kingston.

(25) Norwood.

(10) Brantford.

(26) Peterboro.

(11) Southampton.

(27) Gravenhurst.

(12) Brandon.

Bowmanville.

(13) Hamilton.

(28) Barrie.

(14) Montreal.

Bracebridge.

' (15) Brockville.

Owen Sound.

(16) Sault Ste. Marie.

Berlin.

We have not yet made an analysis of the business with reference to the
Prize Competition, but hope to be able to give the standing- of the agencies in
this respect in the next issue.

It was a very close race for first position for the year, if we leave to one
side the personal business secured by the Head Office officials, Halifax just
managed to get it by a very small margin. All honor to the young, energetic
and tactful provincial manager, Mr. A. H. Fair.

A HAGNIFICENT ADDITION.

The Imperial Life has through its unexcelled plans, its liberal policy con-
tract, its unequalled financial position, its careful yet progressive management,
attracted applicants for policies from the representatives of those in the most
important spheres of usefulness in the Dominion. It is quite safe to say that no
Company at the same age as The Imperial can present such a formidable list of
prominent policy-holders as The Imperial Life can now present ; it is also,
quite safe to say that few, if any, of our Home Companies, notwithstanding the
fact that they have been in the field for years, can even to-day present such a
representative and substantial list of heavy insurers as the agents of The Imperial
have the privilege of disclosing. The possession of such strong and genuine
endorsation from the brainiest, the shrewdest and most intelligent men of our
Dominion is the highest possible recommendation you can have of their thorough
appreciation of and complete satisfaction with the Company which you are privi-
leged in representing.

To what, however, has gone before there must be added another imposing
array comprising those from the far East as well as those from the far West,
to wit —

Rev. C. F. A. Hahn,

Clergyman,

Toronto, Ont. -

$5,000

J. C. Siemon,

Manufacturer,

Wiarton, Ont. -

5,000

H. A. Yuille,

Man’frs’ Agent,

Toronto, Ont.- -

10,000

Geo. Weston,

Wholesale Baker,

Toronto, Ont. - - -

100,000

W. F. Foster,

Trav. Salesman,

Toronto, Ont. -

5,000
- 5,000

W. T. Taylor,

Manufacturer,

Toronto, Ont. - - -

J. Y. Cole,

Broker,

Rossland, B.C. - - -

5,000

Chas. Mackenzie,

Merchant,

Sarnia, Ont. -

10,000

M. Mackenzie,

Merchant,

Sarnia, Ont. -

10,000

A. C. Pye,

Merchant Tailor,

Arnprior, Ont. - - -

5,000

W. Govan,

Farmer,

Indian Head, N.W.T. -

5> 000
- 5>000
10,000

Geo. S. Davidson,
H. L. Cole,

Merchant,

Indian Head, N.W.T. -
Kentville, N.S. - -

Dr. E. A. Hall,

Physician,

Newspaper Manager,

Victoria, B.C. - - -

10,000

C. A. Murton,

Hamilton, Ont. -

5,000

H. L. Stark,

Broker,

Toronto, Ont. - - -

10,000

J- C. Kelly,

Financial Agent,

Ottawa, Ont. -

12,000

C. A. Burns,

Merchant,

Toronto, Ont. -

5,000

R. M. Bertram,

Mechanical Engineer,

Toronto, Ont. -

- 5,000

J. W. Flavelle, Man,

. Dir. Wm. Davies Co.

Toronto, Ont. -

25,000

T. S. Hobbs,

Manufacturer,

Toronto, Ont. - - -

10,000

Geo. H. Squire,

Merchant,

Kingston, Ont. - - -

5,000

A. H. hair, Prov. Mgr. Imperial Life,

Halifax, N.S. - - -

10,000

H. W. J. Finch,

Civil Engineer,

Vancouver, B.C. - - -

5,000

Andrew Gunn,

Merchant,

Toronto, Ont. - - -

10,000

C. T. Stark,

Broker,

Toronto, Ont. -

5,000

5,000

W. C. Trotter,

Dentist,

Toronto, Ont. -

C. S. Meek,

Manufacturers’ Agent

Toronto, Ont. -

10,000

F. j. Coombs,

Accountant,

Toronto, Ont. -

5,000

J. A. Wilson,

Clerk,

St. John, N. B. - -

5,000

A. O. Bolte,

Merchant,

Toronto, Ont. - - - ■

■ 5>000

A. E. Kemp, M.P., Manufacturer, Toronto, Ont. - - - 50,000

Jas. Wood, Sec. The R. Simpson Co. Toronto, Ont. - - - - 5,000

J. B, Miller, Manufacturer, Toronto, Ont. - - - 5,000

A. Walker, Merchant, Indian Head, N.W.T. - 10,000

F. G. M. Reardon, Merchant, Halifax, N.S. - - - - 5,000

T. D. Neelands, Manufacturer, Chicago, 111. 6,000

E. C. Dingman, Inspector Imperial Life, London, Ont. - - - - 5,000

NOTES FROfl A VETERAN.

(Under this heading- there will appear from time to time extracts from the remarks of
John Wright, one of the most practical and successful field men in life insurance.)

1. Your own circle of friends and acquaintances will, of course, be the
first you will solicit.

2. So much depends on the first words spoken, that it will be an advan-
tage for an Agent to make a special study of the best way to open the interview.
All may not be gifted with the natural aptitude of St. Paul, of being “ all things
To all men,” but a little consideration of the matter will give an insight of how
best to work up the subject.

3. Give only one prospectus or leaflet away at each interview, and try to
get the person to promise to read it carefully. Short, concise, and pithy papers
will do most good.

4. Ascertain at the first interview with probable clients everything pos-
sible about their personal and family history. This may save you a lot of need-
less labor afterwards, for instance, if phthisis is in the family, every member is
liable to chest complaint, even to old age, so that if the applicant is in any point
weak, either in personal or family history, get him to propose on the Endow-
ment plan ; payable at as early an age as possible. He is thus more likely to be
accepted at ordinary rate than he would be on the usual Whole-Life Tables.
(Family history means ages and causes of death of parents, brothers, sisters, etc.)

5. Practice quoting rates of premium at per cent., as it gives you an
opportunity for illustration, as thus : “ Should any responsible person offer to
make over a property worth, say, $1,000, to your family, to be given them free
at your death, even though you die to-morrow, would you not cheerfully pay 3
per cent, interest on the value of the property as long as you lived ? ”

6. Keep to the usual tables. Don't confuse a man by putting too many
methods of insuring before him.

7. Try for large applications. The $5,000 man is intelligent, and pulls
out his cheque book. The $1,000 man is frequently suspicious, prejudiced, and

hard up.

8. Plan your day s work carefully , and go at it with a definite object in
view; see men and talk with them ; don't wander around expectmg something
to turn up, but go at a man and secure him ; in fact , be always at work, and
systematically.

9. Do not feel as if there were some periods of the day unsuitable for
making calls. Every hour from 6 a.m. to 10 p.m. can be utilized for canvass-
ing by knowing your customers’ habits and calling on each at the right time.
Remember, “ Time is money ” — so do not waste it.

$4,000,000 FOR 1901— $333,300 FOR FEBRUARY

The cards sent out to Imperial representatives, asking them to estimate
the amount of business they can do this year, have mostly been returned, and
our expectations have been more than realized. It is estimated 'that we can
write $4,739,000 (with some agents to hear from), a truly magnificent amount,
and, if realized, which, judging from the letters received will surely be done, the
Imperial will take a leading place at the end of 1901.

Remember that the surest way to secure your estimate is to send in a
monthly average, and we trust that in no month will the approved applications
be less than $333,300 — one-twelfth of the $4,000,000 we have determined to
write this year. . February is the shortest month in the whole year, therefore
to write $333,300 we will all have to work harder and more constantly than during
any other month. With a strong pull, a long pull, and a pull altogether, what
is desired will be accomplished.

JANUARY— FEBRUARY.

January hp.s gone, and as it closes each Imperial representative receives
the sharp reminder : “ Have I made January bear its proportionate share of the
year’s $4,000,000? ” If we have not, we must double up in February, as we
cannot allow it to pass until we have completed two-twelfths of our year’s
pledge.

YOUR BEST.

Having pledged ourselves to write $4,000,000 in 1901, the time has now
arrived for each one to begin and help redeem that pledge. This will not be
difficult to do, provided each one will do his best, and gentlemen, this is all we
are relying upon you to do.

Agents’

Vol. 2 Published by The Imperiaj Life Assurance Company of Canada, Toronto. No. 4

THE FIRST QUARTER OF 1901

Fellow-workers : —

It is within every Imperialist’s memory that we pledged ourselves to write $4,000,000 in
the year 1901 ; or $1,000,000 by March 31st, 1901, the end of the first quarter of the year ; and
you will further recollect that we concluded that the only way we could attain our high ambition
was to write an average amount of $333,300 each month.

Although January did not reach the $333,300, it was considerably ahead of January 1900,
and at the present writing February is more than double that of February 1900.

Adding January and February together, we are still below the $666,600 mark for the two
months. It therefore devolves upon every Imperialist in City, in Town, in Village, in Country,
to make a most determined effort for new business during the present month so that at the end
of our first quarter, our record will not fall short of the $1,000,000 which we have pledged our-
selves to secure.

It has been the specially expressed desire of the Executive of the Company that every
agent shall- have some amount at his credit when the business for the first quarter is reviewed
and therefore this month I bespeak that every Agent of the Company, local or otherwise, shall
see that there is some amount of new business opposite his name.

To accomplish what we have set out to do, and what we have pledged ourselves to do, we
must move all together with a mighty effort ; we must begin now, and with a will which is bound
to bring success ; we must energise now when the month of March is in its infancy ; when time
and tide and weather and opportunity all favor us; so that at its close we will be able to survey
the results accomplished with well earned satisfaction.

“Well begun is half done — badly begun is of course the reverse. Let each one of us therefore
look to it that our first quarter's start is the right sort of a start— a winning start — the good beginning
that insures a good ending . ”

Yours for success,

Managing Director.

1

“$1,000,000 FOR THE FIRST QUARTER, 1901— $4,000,000 FOR THE WHOLE YEAR."

“Personally I should like its to emphasize the incoming of the new century with “an
Imperial Record of §4,000,000 of policies issued, which would exceed our best year’s record,
and I firmly believe that if we determinedly set ourselves to accomplish this we will be
successful .” Managing Director, January 1st, 1901. ,

HIGHWAY TO SUCCESS.

By this time you will have started to use the blue card asking your
policy-holders for the names of any friends they may have who are thinking of
insuring. The great highway to success in field work is to have your policy-
holders so interested in your work that they will help you to obtain applicants.

A good argument to obtain this end is : There is a certain fixed expense
in connection with a life company, which is, of course, borne by the policy-
holders. The more policy-holders there are, the less will be the amount of this
expense per capita. Thus, a policy-holder, in helping to secure an applicant,
is reducing his share of the expenses, and consequently, the profits under his
policy will be increased.

A satisfied policy-holder is an advertisement that cannot be excelled, and
if you can impress him with the above idea, he should be the means of securing
for you at least one or two policies.

NOTES FROM A VETERAN.

(Under this heading there will appear from time to time extracts from the remarks of
John Wright, one of the most practical and successful field men in life insurance.)

1. Don’t do all the talking ; let your client speak his mind freely. You
must learn to know his special prejudices and objections. So let him talk.
Then answer his objections. Don’t hurry away from him.

2. Learn and know to feel that Life Insurance is adapted to everyone,
and impress all with this idea.

3. Never be without a prospectus and application form in your pocket.

4. Select from your list of calls each week those most likely to insure at
once, and try to send in at least two or three cases weekly.

5. Always go into a place of business as if you had come to confer , not
receive, a favor. Look a man straight in the face ; talk genially, yet thought-
fully and firmly, as knowing your subject and its importance — conviction begets
conviction.

6. Suggest a larger sum than you think the party will close for, as he is
apt to discharge his duty in this matter at the least possible cost. But, at the
same time, do not try to force a man to insure for a sum which you think his
means will prevent his keeping up, as such a policy is apt to lapse on its first
renewal.

7. Don’t pester a man till he is compelled to consider you a bore. You
can easily see if he is engaged or worried. But don’t merely smile and retire
without a single remark. Without annoying him, you might hand him a pros-
pectus, and ask him to read it carefully over when he has a little spare time.

8. Make it a rule to see your clients, if possible, once a week, however
short the interview. It keeps alive the interest.

9. When occasion arises, be intensely in earnest , and do not let the
slightest levity of tone be tolerated in your treatment of the subject of life insur-
ance ; at the same time show that you can see a joke. Do not be morose.

$1,000,000 FOR THE FIRST QUARTER OF 1901— $4,000,000 FOR THE YEAR.

“ $4.,ooo, 000 Imperial policies can be issued as the result of Imperial conquest, if
every Imperial man in the o^ice and out of the office toils awhile , endures a while, believes
always and never turns back. A strong will, a settled purpose, an invincible determination
can accomplish almost anything, and these qualities in every Imperial worker will unques-
tionably result in conquest and success." Managing Director, jfanuary, 1901.

10. Find out whether your client is married or single, and talk to him
accordingly. Let the married man feel that you think it will be unnecessary to
address persuasive arguments to him; he has just to sign his proposal, and
do so now . Tell the unmarried that they are just the people you want. They
can afford it now ; and will very likely make getting married the excuse for
putting it off.

11. A man advanced in life should be shown that so far as premiums are
concerned it is as broad as it is long. He pays more, but not for so many years.

12. Young men should begin at once, because it is cheap for them, and
encourages “thrift.”

13. Make it a rigid rule (with no exceptions) to speak to some new
person every day, if only twenty words, at the same time giving him a prospec-
tus ; you are sowing seed which, with attention, must produce good results.

14. Improve every opportunity, and make opportunity. Learn “to take
occasion by the hand.” If you take proper interest in your business this will
become natural to you, and at all times, in all places, and in every variety of
circumstances, a word will be spoken in furtherance of your business. Always
keep yourself well supplied with new illustrations in point ; they will arise in
your own experience.

LIFE INSURANCE FOR FARHERS.

We have had a pamphlet printed called “ Life Insurance for Farmers ”
which we shall be pleased to forward to any of our representatives on request.

- We firmly believe that the farming class are, as a whole, your best
clients for life insurance. They are without doubt most thrifty, and they are
the most persistent when once they take out a policy. Although they
often have good incomes, their outgo is nearly as large, and the amount
invested yearly in a life policy is to them so much saved.

This is a field that will stand careful cultivation, and will be most
remunerative to the agent, especially in renewal commissions.

FOOD FOR IITPERIALISTS.

Every Imperial worker can properly say in the light of the Company’s
magnificent Annual Report: “Bowing respectfully to the past, and rendering
justice to the present, we salute the future and true progress.”

In laying our plans for a magnificent wind-up for the first quarter’s busi-
ness, let us remember that “the nerve that never relaxes, the eye that never
blenches, the thought that never wanders — these are the masters of victory.”

“ Had a setback had you? Didn’t make out as well last week or last
month as you expected? Well, never mind ; you’ve got lots of opportunity to
try it again. Brand it in your brain and be encouraged thereby, that, as a great
worker says : “ Our greatest glory is not in the never failing, but in rising
every time we fail.” You have a whole month to enable you to round up a
magnificent quarter’s business.

$1,000,000 FOR THE FIRST QUARTER OF 1901— $4,000,000 FOR THE YEAR.

“ We heartily join with the Managing Director in striking the keynote_for $4,000,000,
and we agree to do everything in our power to help the field force to reach that goal by
December 31st, 1901.” Secretary and Superintendent , January, 1901.

NOTES.

We congratulate Mr. E. S. Miller, Provincial Manager at Montreal,
upon sending us in $52 ,000 of accepted and paid for business from Quebec
already. This is an excellent start, and we have every confidence that February
will not by any means be the largest month for Montreal Agency.

We were very pleased to receive this month applications from Mr. A.
M. Crofton, of Sydney, C.B., aggregating $12,000. Life Insurance as well as
other businesses, is “ booming ” in Cape Breton, and we expect Mr. Crotton
and'our other representatives there to send a good volume of business each month.

•

$1,000,000 FOR THE FIRST QUARTER OF 1901— $4,000,000 FOR THE YEAR.

bet i is now determine that January shall yield not less than one-twelfth of the amouvt,
$333-3°°> cnd that February and March shall do likewise, and soon for each month of year.

K.

A. McN. Shaw, Provincial Manager at St. John, writes : “ Will you
kindly send me some of your blank cards for estimated amount to be written.
I am trying to get a simple plan by which I can get my local men all over the
Province to promise me so much insurance per month and per annum, to enable
me to put up my complement, and I think this idea at least helps.”

We were gratified at receiving two applications from Mr. W. J.
French, our local agent at Glencoe, Ont. Mr. French has only lately started
to actively push the Imperial in his town, and these applications augur well for
his success in 1901. We are looking for at least two more applications from
him before the end of the first quarter.

$1,000,000 FOR THE FIRST QUARTER OF 1901— $4,000,000 FOR THE WHOLE YEAR.

“ We have the best Company, with the best policies and the best plans, and with the
aid and encouragement that we can give you from the Head Office , I know of no reason
why success should not crown your efforts."

I

Vol. a

\mperial

Agents News

Published by The Imperial Life Assurance Company of Canada, Toronto. No. 5

RESULT OF THE PRIZE COMPETITION FOR 1900.

It affords us pleasure to announce the names of the gentlemen who
succeeded in winning the various prizes which were offered by the Imperial
Life and its executive officers for competition during the past year. After
careful consideration the officers found that the competition had been so close
that in many cases the prizes had to be divided into two parts, and in some
cases into four parts. The names and addresses of the winners are as follows :

A. — Imperial Prize, $200 in Gold.

Mr. A. H. Fair, Provincial Manager for Nova Scotia, Halifax, N.S.

B. — Vice-President’s Prize, $150 in Gold.

Mr. J. S. Wallace, Provincial Manager for Manitoba, Winnipeg, Man.,
and Mr. J. W. W. Stewart, Provincial Manager for British
Columbia, Vancouver, B.C., equal.

C — Vice-President’s Prize, $125 in Gold.

Mr. H. M. Boddy, District Manager, Ottawa, Ont., and Mr. J. H.
Macabe, District Manager, Hamilton, Ont., equal.

D — Managing Director’s Prize, $100 in Gold.

Mr. Robert Hall, District Manager, Brandon, Man., and John
Cawley, District Agent, Brockville, Ont., equal.

E. — Secretary’s Prize, $100 in Gold.

Mr. A. McN. Shaw, Provincial Manager for NewBrunswick, St. John,N.B.
Mr. Geo. R. Hamilton, District Manager, London, Ont., Mr. J. B.
Cooke, District Manager, Kingston, Ont., and Mr. Wilbur E. Kerr,
District Manager, Brantford, Ont., equal.

F — Superintendent’s Prize, $100 in Gold.

After looking carefully into the work for the year, our Superintendent is
of the opinion that the efforts to secure this prize were so feeble
that he has decided not to give it as was originally intended, that is,
to the “ Provincial Manager or District manager who secured from
his field the largest amount of business through agents working
under commission contracts who were appointed during the year
1900.” A Provincial or District Manager has a double work to
perform ; (1) he must be the best agent in his field, and (2) he must

be an executive officer of no mean capacity and act as the Company’s
organizer in his field. Judging from the few good local agents who
were appointed during the year 1900 on commission contracts, our
Superintendent believes that the Provincial and District Managers act-
ing in their capacity as “agents ” did not give the “ organizers ” suffi-
cient time to do their part of the work. He has therefore decided
to give the prizes to special and local agents instead, and he finds
that Mr. C.F. Stewart, agent at Whitby, Ont. , Mr. F. S. Grise, agent
at Midland, Ont., Mr. J. F. Driscoll, agent at St. John, N.B., and
Mr. E. Winter, Agent at Leamington, Ont., are equal in this com-
petition.

NOTES ON THE COMPETITION.

MR. A. H. FAIR, winner of the Imperial Prize, connected himself with
the Company in January, 1898, and has made an excellent record since his first
month with the Company. He distanced all competitors in 1900 by (1) writing
the largest amount of personal business (2) securing the largest volume of
business from his district, and (3) securing the largest new premium income.

, MIR. J. S. WALLACE, of Winnipeg, wrote one of the first applications
for the Imperial, Policy No. 31. He has been a steady producer of business,
and does all the work connected with the agency in a clean and thorough man-
ner. We look upon Mr. Wallace as a fixture with the Imperial.

MR. J. W. W. STEWART connected himself with the Winnipeg branch
as 3, local agent, and although a very young man, made such a good record
dnrjing his first year that the Company promoted him to the important position
of Provincial Manager for British Columbia two years ago, and in that capacity
he has fully justified the wisdom of our choice.

MR. H. M. BODDY was with the Imperial before it commenced to write
business, and did signal service in getting out the literature and the first agent’s
manual. He was appointed to the position of District Manager at Ottawa in
November, 1897, and has done a steady personal business in addition to
selecting and keeping in the service of the Company a number of good producing
special and local agents.

MR. J. H. MACABE is a gentleman who seemed to be born for the busi-
ness. He has been connected with the Imperial since its commencement in
October, 1897, and has been one of the best producers of personal business — a
business which is above the average in quality and staying power. He was
appointed District Manager at Hamilton about two years ago, and has already
built up a splendid renewal interest for himself.

Mr. ROBERT HALL, District Manager at Brandon was appointed to
that position in 1898, and has done a large personal business for us. He has
also given us excellent service in connection with the loaning department, and
is known far and wide in his territory as a thorough Imperialite.

MR. GEO. R. HAMILTON has been connected with the Company since
January, 1898, first as Inspector, where he did excellent work in closing busi-
ness in connection with local and district agents. In September, 1899, Mr.
Hamilton was promoted to his present position, where he has proved himself to
be “the right man in the right place” and the Imperial’s Executive Officers have
every confidence that the London agency will be well looked after.

MR. A. McN. 8HAW has been connected with the Imperial only since
the beginning of 1900, and during that time he has shown himself to be a
gentleman of good executive ability, a good agency organizer, as well as a
personal producer of business. We believe that Mr. Shaw’s future with the
Imperial is fully assured, and that he will put the Province of New Brunswick
in the front rank of the Imperial’s agencies.

MR. J. B. COOKE, District Manager at Kingston, was among the first
producers of business for the Imperial, having connected himself with the
Company in October, 1897, and he has more than fulfilled the expectations of
the Company in the amount of business which he has secured from his limited
field, in which the competition is exceedingly keen, and not always of the fairest
or cleanest type.

MR. W. E. KERR is one of the most recent additions to the Imperial’s
able staff of “business getters,” having joined the ranks in March, 1900.
His year’s work in respect of new business has been very satisfactory, and we
feel that Mr. Kerr has a brilliant future before him in the Imperial, and is “ the
right man with the right Company.”

MR. JOHN CAWLEY, District Agent at Brockville, joined the Imperial
forces in May, 1900, and has already made a good record, which we feel he can
not only maintain but improve upon. John has two good points in his favor ;
he knows how to get his man to sign the application, and is not afraid to work.

MR. O. F. STEWART we look upon as one of the veterans. He took
the Imperial upon faith during its first month of existence, and has produced a
steady business ever since. He holds the unique record of not having a lapsed
policy in his district.

MR. J. F. DRISCOLL, as distinguished from Mr. Stewart, is the “boy
producer ” of the Imperial’s agency staff ; a boy as far as years are concerned,
but a man in the truest sense of the term in competition for business. Mr.
Driscoll has been with us for about three years, and has never disappointed us
when we have called upon him for business.

MR. F. S. GRISE of Midland, we believe, is another young man born for
the business. As local agent at Midland during 1900, his business was exceed-
ingly satisfactory, and we expect Mr. Grise to fill a much more important
position in the near future.

CAPTAIN ED. WINTER of Leamington, is connected with the London
Agency, and is one of Mr. Hamilton’s steadiest producers of business. He has
shown himself to be a “ stayer,” and we look upon his position with the Imperial
as assured.

A GOOD AIM.

Mr. J. S. Wallace, Provincial Manager at Winnipeg, Man., writes at
thecloseof February : “ Our business hereis about $5,000 in excess of business
written at the same time last year, and although nothing to boast about, still it
is a satisfaction to know that we are not going back , and I do not think there
should be any doubt but that we will double our March business as compared
with March of igood'

We have sent to each one of the Company’s policy-holders a copy, in
pamphlet form, of the best Annual Statement which the Imperial has had the
privilege to make to its policy-holders.

It will undoubtedly materially increase the confidence of the Company’s
old policy-holders in the Imperial and strengthen every agent’s hands in the pro-
curing of new business. The present is a magnificent opportunity to get some
ot your old policy-holders to increase their insurance, and to secure their aid in
suggesting the names of new applicants or giving you valuable introductions to
intending insurers. The Imperial’s great record fully warrants them in doing
this. The report without doubt is one of the best that has ever been placed in
our agents’ hands, and must prove a helpful factor in bringing up the March
business to the figures we are aiming at. As soon as all policy-holders are sup-
plied the Agency staff will receive the reports.

1 -
^ =30

2 ^

f 3»

l 1

C=

oo

>■

o

m

<

u

H

o

73

o

z

H

O

3

>

73

O

2

0

The following is the standing of
February : —

(1) Montreal, Que.

(2) Head Office.

(3) Gravenhurst, Ont.

(4) Halifax, N.S.

(5) Ottawa, Ont.

(6) St. John, N.B.

(7) Toronto, Ont.

(8) London, “

(9) Winnipeg, Man.

(10) Brantford, Ont.

various agencies for the month of

(n) Southampton, Ont.

Sudbury

(12) Kingston, Ont.

(13) Brandon, Man.

(14) Hamilton, Ont.

Midland, “

Collingwood, Ont.
Vancouver, B.C.

(15) Durham, Ont.

Brockville, Ont.

CONFIDENTIAL

Agents’ News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. • No. 6

THE SECOND QUARTER OF 1901.

To-day we begin the second quarter of 1901, and to write the
second million of our year’s business.

We are not able in this issue to advise how the first quarter has
turned out, but there is practically no doubt about the million dollar mark
being reached. We are very considerably ahead of the business of the
first three months of 1900, in fact each month’s business this year is
well ahead month for month as compared with last year. This is
exceedingly encouraging, and we see no reason whatever why this
record of increases should not be kept up during the next nine months,
and thus enable us to realize our aim of $4,000,000 for the year.

Have you secured the amount you promised for the first quarter
of 1901 ? If not, what are your prospects for business during the next
three months ? At the end of June we intend to make up a statement
of each agent’s business for the first half year, and from it approxi-
mate the amount we are likely to secure from each one during the last
half of the year. It depends entirely upon yourself what position your
agency occupies in that statement, and whether you redeem your
promise regarding the amount of new business.

Some of our representatives have already written the amount of
business they promised for the whole year ; some are keeping up their
average, but others, again, have not yet sent in anything. To which
class do you belong ? We are specially anxious to have each agent
send in something before the end of June, so that our Board will under-
stand that all are actively at work.

HINTS TO AGENTS.

When around among business men be active, show an air of
business, be prompt, positive, courteous, quick and ready, but always
gentlemanly whatever the provocation to other ways, always be polite,
and thank others for their attention and courteousness, though often
they show a different spirit. Thus you take the wind out of their sails,
and win the victory before they or you even are aware of it.

When you meet other agents or rival companies never let it
disturb you, take it as a matter of course. If they are demonstrative
take it alT in good part, stick to your own colors, have no confidences or

What have you done during the first quarter ?
What will you do during the second quarter?

friendships, keep a close mouth of what you are doing or going to do,
get what information you can from others as to the details of their
operations, but don’t tell yours. Be pleasant, agreeable, and wish
them success and keep friendship without companionship. Thus you
are master of the situation, and know your own business and keep it to
yourself and gain knowledge from others without compromising your-
self or them. — -J. S. Wallace , Manager , Winnipeg .

NOTES FROM A VETERAN.

(Under this heading there will appear from time to time extracts from the remarks of
John Wright, one of the most practical and successful field men in life insurance.)

You will come in contact with many men who never can decide to
insure. They are convinced, and all but ready to act ; but unless assisted,
they will never insure their lives. In such a case get out your proposal
form, and commence filling up by asking place and date of birth, & c.,
& c. An experienced agent remarks that “ you will find nineteen men
out of every twenty will allow you to decide for them that which they
would delay for months, or even years, if left to decide for themselves.”
Still with some men it would not be prudent to assume that they are
ready for such a step. You must therefore wait their time.

Sometimes it is wise to get at the man’s age by saying: — “ I sup-
pose you are about — .” (He will tell you.) Then put down on paper,
and hand to him, the annual premium for the full amount you judge he
should insure for.

Friends’ reports are a most favorable way of introducing the sub-
ject of insurance ; and the fact that a particular acquaintance has obtained
a Life Policy will often be sufficient inducement for a man, at least to
look into the subject of insurance. At the same time he will naturally
think well of the Company to which his friend has given the preference.
When practicable, get those you insure to go with you to their friends,
introducing you, and commending to them Life Insurance, and the office
you represent. This has great weight.

Don't confuse or embarrass a man with half a dozen plans of Insur-
ance. By a few questions you can easily learn what is best adapted to
his wants or inclinations ; then select your plan , and stick to it.

If he is a young man , and there is no one now depending upon
him, talk of an Endowment Policy.

If he has hard work to get along, give him the cheapest Insur-
ance for his money ; make his family secure ; under any circumstances
don’t urge him beyond his means as to premium ; give him an ordinary
Life Policy.

If you insure one out of ten of those thus urged, you will do well,
and have no reason to be discouraged ; and as to the remaining nine,
you may have started in their minds new ideas on the subject, and
some of them may eventually give you their applications. Therefore,
do not be disheartened by lack of immediate success.

$333,300 for April.

The pace is set. Can it be kept up ?

Q

U

O

o

PJ

C*

H

<

OP

u

o

J

<

5

CU

a.

g

UJ

E

H

to

oj

9

to

LU

C*

a

u

E

H

LL

O

to

to

W

£*

Q

O

<

lu

E

H

£

O

U

LL,

O

tu

H

O

CkT

H

X

UJ

® 55

O. a>

QC

— C/1

CQ a;
3 '—
= ©

CM

[ft

t>

O

LQ

00

CO.

co"

CM

lO

CO

00

CO

CD

| =
S «S

**“ CO

<*c

(S>

o

CO

CM

co"

05

05

® E

T 7

£ 3
© ”3

CM

LO

o E

3 ©

CO

CL

o ©

£ i

o

<6 =

o

o

CM

o

o

00

00

<p

i>

05

LQ

00

™ CM

00

o

CO

CD

CM

05

O

cm"

o

d CM
<* ^

§ ®
eq

O

l>

CM

l>

oq

i>

CM

go"

CO

co CM
oj ^

00 CM

tf °o

E LQ

o

o

•

CM
t>

S 2
co

o

o

LO

CM

CO

cm"

o

O

O

lO

CO

CO

pq

CM

r>

05

00 03 S

t- 92 05 O

g § 00 05

fS § 'o

.a|«

Ph 03 4->
rt o
V

*r‘l rrj ftT1

2 d Q

03 0:3 0

2 bjodi

o 2 .

2 a w
esc g

.t; <

S'-8! 1

0 ^ ftp v
d _h C ^
m CP Pn.Si

rj 5-h dft rx

ft CP 1,5 .ft
fi 8

9-S^s
. ^

o .
O

% i I

0 02 d - 1

<-H 03

+3 to^ w

^ d w 2

as £ ^ CP
ftp I d
75 | O ft

d £*•£ S

a « n

* g/So

3 g d d

S.o^S
g s 3-s

05 rt £

ftp .3 2 «
+> ^ +* 0

■S g73 ft
5 S <„ fi

qp rt p

|o I S
> ° 8 -3

O g O
o id 2 _

aS

03 2
•H JS ^

■+J Ph Cd r^

•i-H 0 H

sr.s

r-H H-) ~

O 5-h

.n nj o pj '
as

^ aJ ^ P,

ls|el

fi^ 5°
0-8 8.S

3 bj02

E

O

E

H

Z

w

Q

O

z

Pn

ftp

Cft

0

in

O

ri 0 O
0 > O

2 ^ =
^ o
^ 2 tp
bjoE-1 1 — {
fi rE

"o ^ rt'

s

CftftP
Mh’Xj CD

^ O ftp

<D 5P +e

xn S O

o a

CftPP 03
O +f -
fti JP
Ph JP

rv.

bJC

SP

•r-C

aj

t—H

0

<4-1

o

u

0

bjO

a

aj

'd

0

P xn ftp

fd 4_>

•% 3 >

£ § s

4“i ftp <D
o P -*-*

ftp d 0
O ° ftp
ft0^
0 d
d o .

B

aj 4-j 0
u w -ft*
P o^d

W O,

$P d

POP

s ®

0

aS

aS

+h ^ w

c j , i

0rP Cfi
in g "d

rj

o3

2 5P
rd ,rH

0 0
ftP IP

'd

d

oj

$3

aS m
$-i m
Vh 0

^ .2

P5 ft

?P

O

a

d

0

5P

Pft

ftp

P, u ^ P ,b
d d g dpp
W Cfi ftp ftp
fP d ^ o3

0 0 d
<4H PP ftp

oS

0
a

o

03

’ ^ 03 O rr-i

d £ dP ^

.SS ^H

5P bjOrrt
ptd ^ $

0

QP^ CP O

Qrg?d

"-S '.a

- CP ^

s «*

o
0

5-1 .T ,

Ph r-j

Ph

^ -S bjQ _j

> -g ^ O g

lla^g
ft ^ -y p p

^ 2 0 ^ <+H

d 03 rft 03 H

d ~

rt d £ 03

03

O o

2 d^S
0 d <Tp O

CP
oj

r] CD 0

2 >
2 cp

go- 5R 03 _

^ bJO ^ d 03

o d

■

* 1-4 IT) r— C

!> a g -fi
ap &

H o cs o
jS* ° CD JO

2 2 W 2

oj dH^

Ph o3

0 - 4J c3

1 ci c/^ rQ
^8 ^ fi

„gfi
o 2 ^

O 03 d

o

? 4& >

Ch rH

0 ch d
!h O H
d *+-• «+h

o ^ °

flj o W J (3

r-g a^^
3 p, 8 ' • a

oS t+_l ftP

oj

d

aS ftp 0

a ara

o
>
oj

+J 02 H

So 8

O rP O

. d

a|

g.-s

ftd kO Ch 0
^ 0 '

CP
0

0 ftD

> <D
oS ►>

oS

,2 o J

— ^ > p-§p

0

0

a^2

03

*2 to
• d xn d
o3 O oS t- .

PP

0

0 t>

- CP 0 d

2 2 ftp 2
ftP 4_> 03
f-rl Ph o d
2 to 03

oi’Sd

d d d
o o o

>-,^M ro „ ^

hr 2 ° ftp 2? c/J
Mfi g 0^2
5 4-> d d

°tpd „
03 O <d d

Oj 0

o o
•d d

6

aj

0 0
0 O

d d

5-4 5 0

Png g

, o3
oj ^ ?h
j rt d
rt J

. rt <S g
rt rt Ph rt .JP

We start the second quarter with a clean slate, and without a
deficit to make up. Be sure the slate is full on June 30th.

CANVASSING LITERATURE.

The following forms are in stock at Head Office, and will be
sent to any representative upon request.

Form No.

222 Improved Investment En-
dowment Policy (illustra-
tion).

223 Double Settlement 20 year
Endowment Policy '(illus-
tration).

224 Double Settlement 30 year
Endowment Policy (illus-
tration).

234 Double Settlement Endow-,
ment Policy (circular).

248 An Ideal Contract,

256 Life Insurance for Women,
258 Why?

260 Clergyman’s Insurance.

273 A Safe Investment.

Estimate Slips.

Assessment Literature.

THE RESERVE— WHAT IT IS.

There are two systems of insurance now in use. 1st. The assess-
ment system, which theoretically pays the claims of each year by
an assessment on its members equal to the claims.

2nd. The legal reserve system or level premium system, which
charges a level premium larger than the cost of carrying the policy in
earlier years and smaller than the cost of carrying it in later years.
This excess of earlier years invested by the company gradually
accumulates with its interest earnings a considerable fund called the
reserve, which makes good the deficit during the years when the cost
of carrying the insurance exceeds the premium charged. If the reserve
is figured to earn 3 J per cent, the reserve is said to be on a 3^ per cent,
basis.

The safety and advantage of the reserve is that it allows a level
premium to be charged and reduces the ultimate cost considerably by
accumulation of interest. If the cost of insurance was paid on the
basis of mortality for each year, that cost would be least during the
most productive years of life, but increasingly burdensome during the
later years to such a point that at age 75 or 80 it would be too burden-
some to carry, and the payments of other years would have yielded
nothing. It is on account of the reserve that cash values, loans, and

Form No.

20 An Object Lesson.

1 2 1 Business Cards.

163 Absolute Security.

206 Prominent Policy-holders.

207 Bad, Mighty Bad Business.

208 What Will Be Left.

209 Mortgages.

210 A Conversation.

21 1 A Widow’s Story.

212 Words to the Wealthy.

213 That Partner.

214 Renew or Lapse.

215 Shut Down.

219 Improved Investment En-

dowment Policy (circular).

220 Double Settlement Endow-

ment Policy (circular).

221 20 Payment Life Guaranteed

Option Policy (illustration).

$2,000,000 on June 30th.

What can you send towards it ?

paid-up insurance features exist, for the reserve supplies the means to pay
them. One might, in a homely way, compare the reserve to the earth
that is accumulated to grade the grounds round a house. It is collected
and deposited in order to bring the inclines and the depressions of one
side up to the established and necessary level of the other. — The Record.

HOW TO MAKE THE WORK RUN SMOOTHLY.

1. Those agents who are using the Daily Cash Reports, will
kindly note that a space has been provided for the policy number, the
due date of the premium and the due date of the premium note. It
will materially assist the Head Office if these spaces are filled in
carefully.

2. In some cases the copy of the local agent’s report has not
been sent with the Daily Cash Reports. Any remittance in this way
cannot be intelligently applied without full particulars.

3. It is suggested that the Daily Cash Reports be made out on
the typewriter. The V ancouver and Montreal offices have adopted this
plan, and it is a great improvement.

4. Nearly every day we have to return some note taken for a
premium, and which note has not been completely filled up. Some-
times the date is omitted — other times the amount of the note has not
been inserted. It would be well to read over these forms carefully
before sending them in.

5. For the benefit of those representatives who have just joined
the staff of The Imperial, it may be stated that an application is not
complete unless the following forms accompany it : —

(a) Friend’s Report, (c) Form No. 144.

( b ) Agent’s Report. ( d ) In the case of a female risk, Form No. 71.

Unless all of these forms accompany the application the issue of

the policy will be delayed.

THE WATCHWORD FOR 1901.

HOW TO REDEEM OUR PLEDGE— HOW TO BEAT THE i900 RECORD.

“ The watchword of the whole staff for the whole year is : Beat
Your Record. This is also the watchword for every individual worker.

The one and only way to fulfill it, as we have often urged, is for
every man to pull his pound, do his full share ; do it no matter what
any one else does ; do it regardless of whether your nearby neighbors,
Smith, Jones, Brown or Robinson do their stint or not.

You notice the sailor men pulling every man his pound, and the
result of course is that the sail goes up kiting to catch the breeze that
carries the good ship to the haven of success. That represents one way
of pulling one’s pound.

Do )^ou realize and appreciate the fact that it is easier to write
high-grade Imperial business— absolutely the only kind the Company
wants — to-day than it ever was before ? Let us cite a few striking
proofs.

On the strength of the results of the first quarter our aim should be
By how much can we exceed the $4,000,000?

There are more uninsured people to-day in the country than there
ever were before. In spite of the large number that are enrolled every
year in the ranks of the insured, people in our business are not keeping
up with the procession as regards increase of population. In other
words, the increase of population grows faster in proportion than our
increase of policy-holders.

Life insurance is vastly better known now and vastly more
popular than it was even a few years ago. People actually seek to be
insured now, a thing unheard of not long ago. Insurance has under-
gone something like a revolution, so that it is now recognized as a
splendid system of investment as well as of protection.

Last, but very far from least, the Imperial is greater and
stronger and more popular to-day than ever before, because not alone
of its splendid and thoroughly abreast-of-the-times policies, but of its
reputation for liberality and fair dealing.

So, gentlemen of the staff, there never was a better, more
propitious and in every way favorable time for every member of the
staff to pull his pound, produce his share of the business and beat his
record than now in the opening working period of the second Quarter.

Lay hold of the rope of success with a will and pull ALL
TOGETHER.”

FIRST MONTH OF SECOND QUARTER.

A careful enquiry has been made as to what other life insurance
companies have done thus far this year. The almost universal reply has
been that 1901 thus far, has been the best year for life insurance that
has been experienced for many years past.

Large gains are reported in new insurances, greater interest
manifested by the public in the investment element of life insurance ;
and the agents in nearly all fields are finding business more easy to
secure.

Everything points to 1901 being the banner year for life com-
panies in general, and, therefore, Imperial Life Agents must determine
to make it the great record year for The Imperial Life. Business con-
ditions were never so favorable, money is comparatively free, and a
more intelligent and considerate understanding of life insurance per-
vades the community.

That 1 go 1 shall he our banner year depends entirely upon the condition
that every Imperial Life Agent shall make it a banner year for his particular
agency ; without this we cannot possibly expect to accomplish extraordin-
ary results.

The magnificent financial position which the Imperial has attained
— a position unexcelled in Canadian life insurance — the unrivalled past
year’s business, as exemplified in its last Annual Statement, the liberal
and what by many has been characterized as the best and most
businesslike policy of insurance offered by any company are the con-

The second quarter should exceed the first quarter,
It rests with you to make it.

ditions which justify and embolden our representatives in pursuing- and
pushing a work which has for its ultimate end the fulfilment of a most
lofty and benevolent mission.

As individuals of the most efficent life insurance agency corps in
Canada, we go forth on the first month of our second quarter with
renewed energy, renewed vigor and renewed enthusiasm to accomplish
another $333,300 the monthly quota which we have all pledged ourselves
to secure.

NEW CANVASSING LITERATURE.

The circular, "An Ideal Policy,5' has been revised and re-printed.
A supply will be sent upon receipt of request therefor, but not other-
wise, as it has been found that in some instances supplies sent out
unrequested have not been utilized.

NOTES.

March has thrown down the gauntlet to April. So well it may,
for the business of March was, with three exceptions, the largest busi-
ness ever obtained by the Company in a single month.

Superintendent of Agencies Junkin is in the far East, and as a
result of his visit we shall undoubtedly receive some pretty good appli-
cations. His aim is to make April business even surpass that of March.

Ottawa will unquestionably take the lead in new business for
March. The Agency, under Manager Boddy, and his able lieutenants,
has made the best of a magnificent opportunity.

The officers at the Head Office are always keen after the appli-
cations. The aggregate amount of business secured personally by the
1st Vice-President, Managing Director and Secretary during March will
exceed $100,000 — and this all secured in spare time.

During the month of April there has been arranged for united
action on the part of all Imperial representatives to bring the new busi-
ness at its close up to the $1,3 50,000 mark. A long pull, a strong pull,
and a pull altogether, and the trick is done.

Tbe far East (Nova Scotia and New Brunswick) has made an
excellent showing in new business for the month of March. The
present month of April is the far West’s opportunity (Manitoba,
N.W.T., and British Columbia) and there is no doubt about these
sturdy Imperialist’s rising to the occasion.

April 30th closes one-third the year 1901. It also closes one-
third our opportunities for the year. It is also the period when one-
third of each agent’s year’s record should be made. How is it brother ?
If behind you can redeem yourself — you have a whole month to do it

You wrote $(,000,000 in the first quarter.
You can exceed it in the second.

in. Moreover, April is the very best working month of the year. Take
off your coat — determine that you shall present a clean slate at the
close of the month — and work with such enthusiasm and concentration
that you are bound to be successful.

No interest is charged by the Company on a note running for
two months, or less, when given for the first premium, but where a note
is for a longer period, interest is always payable. It is unfair to those
policy-holders who pay their premiums promptly not to charge interest
to those policy-holders who are allowed an extension of time. It is
essential that equity be observed amongst Imperial’s policy-holders.

One of the main reasons why the Company grants the privilege
of taking notes for two months without interest, is so as to secure the
amount of the premium more promptly than would otherwise be
the case.

=E

m

>

O

0

0

“U

m

— U

1 1 1
OO

2

>■

1 — C^l

H

-<

in

21 CO

0

“+5

O

S3

-n 'W0J[

m

3>

US

SU

a_

GO

GO

m

SB

C=

ID

5>

O

m

CO

as

The American Legion o-f Honor, now in rapid decline, once

boasted of a membership of 62,000 ; on June 30th, 1900, its total mem-
bership was 13,107. It has been compelled to resort to double assess-
ments and to reduce the maximum amount of death benefit to be paid
from $5,000 to $2,000. Such is the inevitable ending of assessment-
ism. — Rough Notes.

Mr. Robert Hall, District Agent at Brandon, Man. : “I am mail-
ing a lot of the reports to prospective applicants outside the city and
will personally distribute them in the city. It is a splendid report and
should result in some good business I

Mr. H. M. Botidy, our District Manager at Ottawa, has written
for a new policy register, advising us at the same time that his old one
has been filled up. We hope that this request will be repeated before
long from Mr. Boddy’s agency, and that it will become infectious in
respect to other agencies.

Agents’ News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 7

APRIL QUOTA— $350,000.

April has started with a rush and our representatives are nobly
responding to our appeal for business. You have caught the enthusiasm
prevailing at the Head Office, and enthusiasm is the sure road to success.

The first half of April this year has netted us a very considerable
increase over the whole of April last year. To say the least, this is
extremely encouraging and gives us every reason to believe that the
April quota will be reached. What we want is a larger volume of
business in the last half of April than we received during the first half.
Will you do it ?

April is an ideal month for working in. The weather is cool, but
at the same time the spring is in the air and everybody feels bright at
the departure of winter. There is no class of men that cannot be
approached at this time of the year, and the more people you interview
the more business will result. It is results that count, but results are
sure to follow when honest work is done.

Have you secured half the amount you promised for April ? If
you personally do not secure your .share of the $350,000 it throws so
much more work on our other representatives. A number of our agents
have their April quota well in hand already, and give promise of largely
exceeding it. We are counting upon each agent redeeming his promise,
and hope that you personally will not fail us in this.

INDIVIDUALITY.

This year the Imperial set out with the avowed object of endeavor-
ing to interest in its work and to share in its prosperity every local
agent whose name appears on the Company’s records. In other words,
we determined to “individualize as we have never done before, and see

NOW FOR APRIL, $350,000.00.

that every Imperial representative adds to the success of the Company
and participates more fully in the emoluments and honors that neces-
sarily await successful workers.”

Thus far this year we have met with some measure of success for
we have received many very excellent applications from agents who have
done little or no business for the Company in the past. It is difficult
to realize why each local agent cannot send at least one application each
month. He can, we know, if he determines that he will.

• The success of any agency results from the success of each individual
in that agency ; it is not a question of big force or small force, big
territory or small territory, but of individual productiveness.

The very key note of success is

“ INDIVIDUALITY.”

NOTES FROM A VETERAN.

(Under this heading there will appear from time to time extracts from the remarks of
John Wright, one of the most practical and successful field men in life insurance.)

The great secret of success is regular and systematic personal solici-
tation,, combined with indomitable persevera7ice. The agent should ever
remember that he has right on his side. That even when urging
people, as they think unduly, it is after all for their own benefit and
peace of mind.

Agents often distrust their ability to succeed in the business of
life insurance to such an extent that they will not devote their whole
time to it, and so they make small gains by other means. But the
lesson of experience is that all the tact, ability and energy at command
must be concentrated at this one work to make it a perfect success.

The essential thing is that the agent must be absorbed in his vocation .
The largest powers become weak when divided and dissipated among
many aims. Inferior powers are mighty when concentrated. It is very
seldom that a man does a number of different things well. Life agents
who have rolled up for themselves a splendid income have not made it
by carrying on other matters at the same time. They took up life
insurance as a business for life, and they prosecuted it with singleness of
aim , and an absolute concentration of their best faculties .

Be thoroughly acquainted with the history and present position of
your own Company. If to this you can add a pretty full knowledge of
the condition of other Companies, so much the better. The public
have but little knowledge of the details of the various offices ; know-
ledge on the agent’s part, and a confident tone in conveying it, pro-
vided, of course, it is done with accuracy and care, will be an immense
aid to business.

Leisure hours should be employed in ‘‘reading one’s self up” as

April is getting: on.

Have you done your share ?

to life insurance ; its origin, history, science, and other facts and valu-
able particulars. The perusal of insurance magazines will always be
found stimulating and rewarding. An agent should not appear a novice.
If he shows familiarity with the business it gives the public confidence in him .

THE SECOND QUARTER.

We are now well started in the second quarter of 1901, and the
topic which is of paramount importance to each is “ am I sure of secur-
ing my share of the $1,000,000 ? ”

We asked our representatives for $1,000,000 of business in the first
quarter, and they did it, but some did not send in as much business as
we expected, and some did not redeem the promise they made when
they signed the blue card stating the amount of business they would
secure each month. Are you one of those ? Have you redeemed your
promise thus far ? If not, do not neglect the grand opportunity April
affords you to make up your deficit.

Those of you who did not send in your quarter’s quota, have you
determined the reason of your non-success ? If not, do so. How can
you expect to win in the second quarter with the tactics that failed
you in the first quarter ?

The great highway to success is to average your work ; secure an
average amount of business each month, each week, each day if possible.
The surest way to redeem your promise for the quarter is to ‘redeem
part of it each day, and this should be your one object. Nothing suc-
ceeds like success, and present success is the surest forerunner of future
success. Your aim should be to redeem your promise each quarter,
and that aim should be so fixed and unswerving that success cannot be
thwarted by anything.

THE inPERJAL’S GREAT RECORD.

• During the the last three years the growth of the Imperial has been
truly remarkable, and we append a few percentages, taken from an
editorial which appeared in the Toronto Mail and Empire, evidencing
this fact.

Business in force
Premium income
Interest income
Assets

Policy reserves

INCREASED OVER 675

“ “ 850

“ “ 225

“ “ 200

“ “ I45O

per cent.

a a
11

u u
u u

The Second Quarter has begun well.
Be sure you keep it up.

HINTS FOR AGENTS.

A great many persons look, upon Life Insurance Agents as
“ Bores."

Overcome that impression. Do not intrude yourself upon a man
when you see he is busy.

Watch your opportunity to catch him alone or free ; you can
generally tell by his looks when he has an important matter on hand —
at such a time quietly say, I see you are busy, I will call again. You
will thus leave a good impression, and can call again, but never
let up , keep him on the string, in most cases you will succeed.

J. S. Wallace.

STANDING OF THE AGENCIES FOR MARCH.

1. Ottawa

2. Head Office

3. Halifax

4. St. John

5. Toronto

6. Kingston

7. Brandon

8. London
Montreal

9. Vancouver
Calgary

10. Collingwood

1 1 . Brockville
Brantford

12. Hamilton
Southampton
Sault Ste. Marie

13. Winnipeg
Durham
Berlin
Midland

CONFIDENTIAL

.

.

Agents’ News

£

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 8

MAY.

April has come and gone, and we can now look back on the first
month of the second quarter and view the results of our work.

At the present moment I am unable to advise you exactly as to
the amount of business written, but trust that we have secured the
$350,000, which we set out to write at the beginning of the month.

To-day we start on a new month, and it is for us to determine
what that month will yield. I can see no reason why May should
not give us at least as much as April, and if' you agree with me, our
aims shall be

“$350,000 for May.”

It may be interesting to you to know that up to date the average
monthly amount of business is in excess of our average monthly quota.
If you can keep this up to the end of the year, and we have no doubt
that you will, we will be well pleased, but remember you are just
keeping up the average. From the way the business came in during
March, we had hoped to be well ahead of our estimate for the first four
months of the year.

How will we stand at the end of the first six months of 1901 ?
We must end the half year with at least $2,000,000 of new policies
issued, and as much more as possible — but $2,000,000 is absolutely
indispensible. We are asking you for $350,000 towards this amount
during the month of May. Are we asking too much ?

In this number of the Agents’ News, Mr. Junkin has written a
letter to the Provincial and District Managers regarding their local
agents. We want our local agents to participate in the business of the
next two months as they have never done before. We want each one
to send in some business before the end of the half, and also want each
one to appear in the “ Honor Roll ” at the end of June. It depends
entirely upon each representative what position he occupies in this list,
but we will help you all we can if you desire it.

Let us all make a grand effort during the next two months, keep-
ing always in view,

FIRST HALF =. = $2,000,000.

REMEMBER YOUR MONTHLY QUOTA.

FILL UP THE RANKS.

To Provincial and District Managers , —

The writer has lately had occasion to witness the mobilization of
the Canadian Regiment of the Baden-Powell Police Force, and was very
much impressed with the similarity in the composition of a regiment and
what a well organized agency force of an active life company should be.

The Commanding Officer and his Staff correspond to the executive
officers of a Life Insurance Company at Head Office. The Captains
correspond to the Provincial and District Managers. The Lieutenants
and Sergeants correspond to the special and general agents with whom
the live Manager soon surrounds himself, and last, but not least, the
troopers or privates — 80 to a company — correspond to the local agents,
— the men who, if properly assisted and led into action by the Manager
and his special and general agents, can sweep aside all opposition and
produce the business.

What a farce it would be to send a regiment to Africa composed
of a Colonel, a Major, an Adjutant, a Paymaster, twelve Captains,
twenty-four Lieutenants, and a number of Sergeants!

What folly it would be to ask such a regiment to go into action
against a regiment with equally skilful Officers, who had each filled his
Company with 80 picked fighting men !

It speaks volumes for the Captains of the Imperial Life that
they, having to go Single handed into active service three and a half
years ago, have been able to hold their own against the trained Officers
with full companies of seasoned veterans of the old established compan-
ies. It has been an unequal warfare, but the Imperial Captains have
been equal to the occasion, and many of them have been mentioned at
Head Quarters for the distinguished services rendered.

But the point I wish to impress on you now is this — If you have
been able to get so much business alone, how much more could you do
when you surround yourself with your lieutenants, sergeants, corporals
and your 80 picked fighting men? Think it over — fill up the ranks, and
the results will astonish you.

Yours very truly,

MAY— $350,000.

NEVER PUT OFF TILL TO=MORROW, ETC.

On March 30th, 1901, a prominent merchant of Toronto applied,
through one of our representatives, for a policy in the Imperial Life.
His application was accepted, and a policy for $1,000 issued, the Com-
pany accepting his note for the first premium. A short time ago the
gentleman contracted pneumonia, an accidental disease which the most
healthy and robust person is liable to take, and on April 22nd, less than
one month from the date of his application, he died. Undoubtedly if he
had delayed a few days he would have been unable to secure a policy,
and his estate would have suffered accordingly.

STANDING OF THE AGENCIES FOR THE FIRST QUARTER OF 1901

1. Ottawa, Ont.

12. Brantford, Ont.

2. Head Office.

13. Southampton, Ont.

3. Halifax, N.S.

14, Hamilton, Ont.

4. St. John, N.B.

15. Brockville, Ont.

5. Montreal, Que.

16. Calgary, N.W.T.

6. Toronto, Ont.

Collingwood, Ont.

7. London, Ont.

17. Sudbury, Ont.

8. Kingston, Ont.

Peterboro, Ont.

Winnipeg, Man.

18. Durham, Ont.

9. Brandon, Man.

19. Belleville, Ont.

10. Gravenhurst, Ont.

20. Midland, Ont.

11. Vancouver, B.C.

21. Hastings, Ont

Ottawa takes the lead for the first quarter and Manager Boddy and
his men have reason to be proud of their achievement. It was a hard
race for supremacy, and only towards the end of March did Ottawa
draw ahead of the other agencies. Halifax is third and the extra effort
Mr. Fair and his men put forth at the end of March “cut some ice.”
They continued this good work during April with the result that they
will head the list for last month.

Who is going to lead at the end of June ? Ottawa has a good
lead, but a determined effort on the part of our other Managers would
give them a good standing. Let that effort be made, and at once, for
there is no time like the present.

THE DANGER OF DELAY.

Sims Reeves Was Not Insured. — An appeal is being issued
by the friends of the late Mr. Sims Reeves, the eminent vocalist, on
behalf of the young widow and infant child his decease has left totally
unprovided for. ’Tis a sorry plight for the lady to find herself in, and
what makes it more sad is that a prominent public character such as

SECOND QUARTER— $1,000,000.

the deceased, who enjoyed a working career of considerably greater length
than is granted to the vast majority of men, should have failed when in
the heyday of his prosperity, to make that provision for contingencies
which is so well afforded by life insurance. We have no doubt, like a good
many other people, the eminent vocalist was under the impression that
he could do better with his money than any assurance company.

HONOR ROLL FOR THE FIRST QUARTER OF 1901.

We append herewith the results of individual effort during the

first three months of 1901 :
H. M. Boddy, Dist. Manager

Ottawa, Ont.

AMOUNT

$109,500

RANK

PREMIUM

$4,317.60

RANK

I

J. E. McQuaig,

Special Agent

Ottawa, Ont.

94,250

2

3,693-97

2

A. S Wickware,

Agent

Smith’s Falls, Ont.

71,000

3

2,747.85

3

E. S. Miller,

Prov. Manager

Montreal, Que.

62,000

4

2,089.70

4

A. McN. Shaw,

Prov. Manager

St. John, N.B.

42.750

5

I 307.15

5

Capt.R.K. Barker, Inspector

Toronto, Ont.

27,000

6

962.20

9

H. H. Sinclair,

Agent

Renfrew, Ont.

26,500

7

1,007.20

7

J. B. Cooke,

Dist. Manager

Kingston, Ont.

22,500

8

889.25

10

Robert Hall,

Dist. Agent

Brandon, Man.

22,000

9

60447

19

J. F. Driscoll,

Special Agent

St. John, N.B.

19,750

10

780.65

1 1

Capt. C. E. Pye,

Agent

Halifax, N.S.

18,000

11

710.90

13

J. G Fancy,

Agent

Halifax, N.S.

16,000

12

616.90

17

A. H. Fair,

Prov. Manager

Halifax, N.S.

15,500

13

617.95

16

G. I. Riddell, B. A., City Agent

Toronto. Ont.

13,500

14

758.00

12

J. S. Wallace,

Prov. Manager

Winnipeg, Man.

13,000

15

1,174.40

6

J. P. W. Bill,

Agent

Halifax, N.S.

13,000

15

513.80

20

A. Hunt,

Agent

Bracebridge, Ont.

12,500

1 7

458.10

21

A. M. Crofton,

Agent

Sydney, N.S.

12,000

18

994.30

8

W. E. Kerr,

Agent

Toronto, Ont,

12,000

18

397.80

26

Capt. E. Winter,

Agent

Leamington, Ont.

12,000

18

637.75

15

D. F. Fisher,

Dist. Agent

Collingwood, Ont.

12,000

18

433.60

22

Dr. D. Lowrey,

City Agent

Toronto, Ont.

11,500

22

370.70

29

J. W. W. Stewart, Prov. Manager

Vancouver, B.C.

I 1,000

23

692.80

14

Rev. F. Hahn-Zumpt, Dist. Agent

Berlin, Ont.

I 1,000

23

396.30

27

Geo. R. Hamilton,

, Dist. Manager

London, Ont.

1 1,000

23

609.85

18

W. E. Hebb,

Agent

Halifax, N.S.

1 1,000

23

428.50

23

J. H. Macabe,

Dist. Agent

Hamilton, Ont.

10,000

27

380.85

28

J. T. Purdon,

Agent

Berwick, N.S.

9,000

28

280.75

3i

T. P. Morton,

Dist. Agent

Calgary N.W.T.

9,000

28

398.70

25

J. Cawley,

Dist. Agent

Brockville, Ont.

8,500

30

33I.30

30

Rev. J. Pearen,

Agent

Toronto, Ont.

8,000

3i

247.90

33

W. T. Hamer,

Dist. Agent

Gravenhurst, Ont.

7,500

32

221.00

34

Lt.-Col. Belcher,

Dist. Agent

Southampton, Ont

6,500

33

193.55

36

W. Lemont,

Agent

Fredericton, N.B.

6,000

34

421.25

24

W. G. Morrow,

Agent

Peterboro, Ont.

5,000

35

259.65

32

E. G. Sadler,

Dist. Agent

Sudbury, Ont.

5,000

35

20470

35

We want the Local Agents to show up well in May.

PARTNERSHIP INSURANCE.

A plan of insurance that has grown immensely in favor lately is
Partnership Insurance. The advantages of this system are innumerable
and appeal most directly to business men, and we have already issued
several good policies to this class. W e have published a small pamphlet in
this connection and will be pleased to forward you a supply upon request.

WHAT A LIFE INSURANCE POLICY DOES.

It constrains the policy-holder to save a part of his income each

year.

It puts his savings where they are subject to no risk.

It helps to lighten the burden of care in his business life.

It affords him something to lean on in a time of financial trouble.

It furnishes ready cash in the event of his death, and so protects
his estate from waste.

It furnishes him in his old age, or his family in case of his death,
just what they want in the time of their greatest need.

It gives him more benefits at less expense and in greater variety
than any other safe investment .—Advocate.

Progress depends upon what we are, rather than upon what we
may encounter. One man is stopped by a sapling lying across the
road ; another, passing that way, picks up the hindrance and converts it
into a help in crossing the brook just ahead. We are too apt to think
that our progress in a given case will depend solely upon the obstacles
we may run against. It is more likely to depend upon what runs
against the obstacles. — Exchange.

THE GREATEST BLESSING.

No person can deny the fact that life insurance is one of the
greatest blessings of this life. It is hard to realize how our forefathers,
or rather their families got along without it.

The daily press notes the departure of prominent citizens, as well
as of those in the humbler walks of life, and in a great many cases it is

added : “ He left an estate valued at- $- , mostly in life insurance.”

This is very often the case on the death of a person who has been
reputed wealthy, but whose estate, when it comes to be settled, is found
to be almost worthless. A man’s personality is very often the main-
stay of his • estate, and when he is gone his widow and family are
found to have “ only his life insurance.” More particularly is this the
case when the man is totally dependent upon his salary for a living,
and when his salary stops when he dies. Then, if he has been true to his
family, life insurance steps in, and they are comfortably provided for.

Are you redeeming1 your promise?

It means that the wisest business prudence dictates that what-
ever may be the results of personal effort and investment, a life insur-
ance policy is the safest and surest way to provide for one’s household.

NOTES FROM A VETERAN.

(Under this heading there will appear from time to time extracts from the remarks of
John Wright, one of the most practical and successful field men in life insurance.)

The great thing in persuading men to insure their lives is to use
that particular argument at the right moment which will gain the
object. Or, which is the same thing, to say what will carry conviction
and lead to immediate and conclusive action, and nothing more.

Some agents presume too little. Better take for granted that the
man you approach will insure. Better assume that he is ready.
Approach him thus : “ Here is something for your interest ; something
you want ; perhaps the best thing you ever met with.” Tell him what
it is, and act as if you expected him to close up.

Some agents talk too much. Never is a flood of words more out
of place than in urging life insurance.

Don't talk the man to death ! Let him have time to breathe, and
breathe yourself. Watch the motions of his countenance. Trace the
workings of his mind. Mark what pleases. If you have made a point
don’t zzzzmake it. Be cautious now in speaking. One indiscreet remark
just at this moment may be fatal to your purpose.

Some agents explain too minutely. They are too fearful — scrupu-
lous, shall we say — lest the man shall not see everything about the
whole subject. So they must argue and demonstrate until the man’s
mind is confused, or rendered indifferent. Aim to persuade, to move ,
rather than to convince. Very likely he already believes in insurance.
Address yourself to the one work of leading him to participate in its
benefits.

At a meeting of agents the question was once raised : “ What
plans do you find most popular ? ” One replied, “ I never ask ‘ what
plan do you prefer ? ’ I tell him what plan he wants , and go about insur-
ing him ! I get out the application form and ask for his full name, and
hold the pen ready to write it down ; and so carry the man right along
with me till the thing is completed ! ”

Many agents can get a man up to the stile who fail to lift him
over, and most agents’ success is largely in proportion to the power they
can exercise over their client at this critical period. It is generally
more difficult to revive an impression than to make it in the first instance,
therefore stick to the man whom you note to be wavering ; this is the junc-
ture at which a flood of talk is sometimes useful, but to be able to talk
thus freely when required, store the mind well- with insurance matter,
or your talk will become tame, unimpressive, and monotonous.

Feel self-assured and confident. You need not depreciate your

Who will lead the Honor Roll for May?

calling, as compared with any other business or profession whatever.
Merchants, lawyers, physicians, school-teachers, secretaries, and even
agents of benevolent societies are often doing less to scatter benefits
throughout the human family than are honest and efficient Life Agents.

To make others feel, we must first feel ourselves. Deep convic-
tion is contagious. It wins its way. It speaks in the eye, the look,
the tone. Other things being equal, a man’s force in impressing others
is in. the ratio of his own heart-force .

When a lady once asked Turner, the celebrated painter, what
his secret was, he replied, “I have no secret, madam, but hard work.”
This is a secret that many have never learned, and for this reason they
don’t succeed.

It is eminently true in Life Insurance work, that “ the hand of the
diligent maketh rich; ” whilst “idleness clothes a man in rags.”

There is no way of getting on well in a Life Agency short of
absolute hard work and the devotion of time to it. The Agent must be a
man not only to “ strike the iron while it is hot,” but as Cromwell said,
“ to make the iron hot by striking.”

The obstacles you may meet are only those which have been
encountered and overcome by others. Whatever others have done can
still be accomplished — why not by you ?

It is especially necessary that an Agent should understand all
about his own company. Its strong points should be appreciated and
kept prominent. We know agents who say very little on any other
subject, but come direct to the special advantages offered by their com-
pany, and they generally carry their case.

NOTES.

Mr, E. s. Miller, Provincial Manager, Montreal Que., has his eye
on the big applications. The other day we received from him an appli-
cation for $25,000, carrying with it a goodly sized premium. If Mr.
Miller keeps on at this rate, he will be near the top of the list at the end
of the year.

Halifax will undoubtedly lead in new business for April, as
applications have been coming in steadily from that agency. Mr. Fair
is getting his territory well organized, and on a permanent basis. His
men have been working well and they deserve first place.

St. John, N.B., is going to be well up in “The Standing of the
Agencies for April.” Mr. Shaw is getting his men well in line, and we
expect a steady volume of business from him during the rest of the year.

Mr. w. s, Saunders, Local Agent at Woodstock, N.B., sent in a
very acceptable addition to our April business- in the shape of a $10,000
application. We hope to hear from Mr. Saunders again before the end
of the quarter, with another goodly contribution to the $1,000,000.

May must be made a big1 month.

Mr. H. M Boddy, District Manager at Ottawa, has achieved the
double distinction of having his agency at the head of the list for the
quarter, and also of being the largest personal producer of business
during the same period. This is a feat to be proud of and we con-
gratulate Manager Boddy on his excellent showing. It would appear
to us that Mr. Boddy has thrown down the gauntlet to our other Pro-
vincial and District Managers for the second quarter. Are you going to
allow him to head the list again ?

Mr. McCuaig, of Ottawa, is a “ lightning special/' as his work
during the last three months would imply. W e expect great things
from him this year and do not think we will be disappointed. What
does Mr. McCuaig say ?

Mr. A. S. Wickware, of Smith’s Falls, has only lately joined the
staff of Imperial representatives, but has proved himself an old hand at
the business. $71,000 out of his district in three months is an excel-
lent showing. What are you going to do next quarter, Mr. Wickware?

Mr. E. s. Miller, of Montreal, only joined the Imperial on Febru-
ary 1 st, 1901, but he has done more in two months than a great many
have done in three. Look out, Messrs. Boddy, McCuaig and Wickware.

Two representatives who have secured business carrying with it
a relatively high premium are Messrs. Wallace and Crofton. Business
of this character is well worth securing, as the amount of premium
income is one of the main points from the Company’s as well as from
the agent’s view.

Agents’ News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 9

KEEP UP THE WORK.

We set out at the beginning of the second quarter to write
$1,000,000 and as two months of the three have passed, our records
should show $666,600 of new policies issued, two-thirds of the total
amount for the quarter.

We regret, however, that this amount of business has not been
received, and if we are to secure the $1,000,000 before June 30th, we
will have to make a determined effort during the remainder of the
quarter.

We have still the whole month of June left and during this
month the quarter’s quota can be secured if each Imperial representa-
tive will send in as his monthly quota, the amount that he promised at
the beginning of the year to secure each month. The success of our
effort will be measured by the success of each individual agent, and
if each agent does his share, we are sure to secure the amount we are
aiming at.

If one strand of a rope breaks it throws its share of the weight
upon the remaining strands. It is like this in our business. If one
agent fail to secure his quota, it will increase the work of the other
representatives to secure the $1,000,000 before June 30th. The work
must be evenly distributed, each agent doing his part, and then each
person’s share will be comparatively light.

We asked the Local Agents to take a specially active interest in
the May and June business, knowing that if they, being the back-bone
of our agency organization, will loyally back up the Provincial and
District Managers, we will surely succeed. While we have no doubt
they have been putting in some good work, the number of applications
we have received thus far has not been encouraging, but probably the
work of April and May will bear abundant fruit during the Mast month
of the quarter.

The sure road to success is conscientious work. It is the main
capital of a field worker, and the more of this capital he uses, the
greater will be his success. Nothing can baffle the determined worker;

First Half of i901-$2,000,000.

he is proof against all reverses, and any obstacles he may meet dis-
appear when brought in contact with his indomitable perseverance.

Provincial Managers, District Managers and Local Agents — let
us all join together during the month of June, bringing all our capital
into the contest, and with its help emerge victorious from the fray,
having secured the $1,000,000 of applications for the second quarter.

COMMISSIONER SCHOFIELD ON FRATERNALS.

In his annual report on Fraternal Societies, Commissioner Scho-
field, of Connecticut, says :

I am decidedly of the belief that the public is more and more
being brought to understand that this species of insurance is valuable
only in the line of affording temporary indemnity, and that it does not
answer the purpose of reliable whole life insurance.

“The experience of the past few years has shewn with the
greatest possible clearness that if these institutions continue their
present rate and system of assessments, making no provision as against
the time when there will be an increase in mortality, such as the reserve
in level premium insurance provides for, and the expense rate is to be
maintained as at present, they will pass out of existence and leave in
their trail a most unsightly wreck.

“ When one of these institutions has been required for any cause
to substantially increase its assessments, the practical effect has been
shewn to be that disintegration then sets in. The acquisition of new
members ceases, because no one wants to become a member of an
association whose assessment rate is on the increase. Members also
begin to retire and enter other associations where the rates are lower,
or embrace level premium insurance. The retiring members are as a
rule the best lives — the younger members, those in good health, and to
whom insurance is elsewhere available. The members remaining are
largely the impaired lives, those who contribute to an excessive mor-
tality. Assessments necessarily increase with great rapidity, and soon
the point is reached where insurance becomes so burdensome that it
cannot be longer continued ; then the days of the institution are easily
numbered.

“This situation can be guarded against only by providing a reserve,
or some fund, to meet the contingency of an increasing mortality. If
done, these associations may live, but if not done, death is inevitable.”

STRIKE WHILE THE IRON’S HOT.

“ Strike while the iron’s hot ” is one of those well-known axioms
which gives us much food for thought. It is akin to another well-
known axiom, “ Never put off till to-morrow what you can do to-day,”
and both remind us that the present is the time for action.

“What’s worth doing1 is worth doing well.” _

These axioms are particularly applicable to the life insurance
business. There is no time like the present for a person to take out a
policy ; if he delays, he has no guarantee that he will be able to get
one to-morrow, in fact he may have delayed too long already. By the
same reasoning there is no time like the present for an agent to approach
a man for an application.

Many an application has been lost through a day's delay. It
gives your opponents that much advantage over you, and often allows
them to close the prospect before you have interviewed him.

To-day a man may sign an application when it would be impos-
sible to get him to consider the matter to-morrow.

Look at the iron on the anvil, heated to a white heat, and ready
to be moulded to any shape. It becomes cold in a few minutes, and if
not worked at once the opportunity of the workman is gone forever.

How often do we allow opportunities to slip by, and afterwards,
looking at the chances we have had, bewail our “ hard luck.” A great
many people believe in “luck,” but upon examination it will be found
that it is always the result of an opportunity grasped at the right time.
“There is a tide in the affairs of men, which, taken at the flood, leads
on to fortune.” This has been turned to read “ There is a tide in the
affairs of men, not taken at the flood turns round and drowns them,”
and it is only too fearfully true.

Every person has an opportunity some time, and most have
many. Those who are rich have taken that opportunity by the hand
and walked along with it. To a life insurance solicitor this opportunity
is the present, and if it is not grasped at once, it is gone forever. Are
we going to let it pass? No, under no consideration. We have only
one more month within which to secure our quota for the first half of
1901. Let us embrace this grand opportunity while we can, and with
its help write the $2,000,000, the amount we decided to secure before
June 30th.

GOVERNMENT RETURNS FOR 1900.

Every Imperial Life Agent should have a copy of the Abstract
of Statements of Insurance Companies for 31st Dec., 1900. If anyone
has not, he should send a post card addressed to the “Superintendent
of Insurance, Ottawa,” requesting a copy. It is the only official docu-
ment issued, containing the annual returns for 1900 of the life insur-
ance companies. The agent should become familiar with the facts
and figures which specially apply to the Imperial, inasmuch as they in-
dicate the substantial and solid growth of the Company, and the
unparalleled financial basis of its operations.

Note the few following points.

Our opportunity— the present.

1. Page 36. Real Estate. The Imperial is not cumbered with
any “ Real Estate,” an asset which is considered the most unproduc-
tive and most unsatisfactory of all the assets of a life company. In
some instances the rents received are hardly sufficient to pay taxes and
repairs — to say nothing whatever of interest on the invested capital.
In one case -no less than twenty per cent of the total assets is locked
up in Real Estate ; in another over ten per cent ; in another over nine
per cent, etc.

2. Page 36. Agents’ Balances and Bills Receivable. This asset

represents in the main, personal indebtedness of Agents to the Companies.
It will be observed that the Imperial does not take credit for such
an asset, as it believes it is not a sufficient and tangible one. While
the Imperial follows this conservative and wise course, no less than 1 1
other companies do include Agents’ Balances as an asset. The assets
of the Imperial are free from padding, are clean, are all earning a good
rate of interest and every investment has been made with the utmost
care and conservatism, the security of the capital invested always being
considered of vastly more importance to policy-holders than the securing
of an outside interest rate.

3. Page 36. Total Assets of the Imperial, according to Govern-
ment returns, amount to $1,102,092 ; and although the Imperial is not
by any means the oldest life insurance company, there are no less than
10 Companies whose Total Assets are less than those of The Imperial.

4. Page 37. Basis of Reserve. There is no Company in
Canada, except The Imperial, which maintains the conservative
3^% basis of reserve in respect of all of its business, and at the same time
has a surplus over all liabilities and Capital Stock. It is true that two other
Companies have valued their policies upon a 3^% standard, but in
doing this, they shew an impairment in Capital. The reserves on a
31% basis are about 7% more than reserves on a 4% basis ; and about
14% more than reserves on a 4 \/ basis. The effect of a 3^-% reserve such
as the Imperial maintains in comparison with a 4\°/ reserve , is therefore to
increase policy-holders security to the extent of about 14%.

Of course all Companies have been compelled, by the Amend-
ment to the Insurance Act, to place all business written since Jan. 1st,
1900, on a 3^% basis, but none of the old Companies have yet placed their
entire business, or the business written for the many years prior to 1900 , upon
the same standard of excellence as the Imperial adopted from its commencement.

5. Page 37. Surplus of assets over liabilities on Imperial Life policy-
holders’ account amounts to $489,199.61 , and is only surpassed by 4 other
Companies out of a total of 17. The Imperial has always maintained that
the first and great consideration in life insurance is security to policy-
holders. In this The Imperial is unexcelled, and its agents are in the
enviable position of being able to offer to their prospective policy-
holders a security which is unequalled by that of any other company.

One-half of 1901 has almost gone. Have you secured one-half of
your promised business?

Let us test it by comparing the total assets with the total liabil-
ities of such representative Canadian Companies whose assets amount
to $500,000 and over. The companies will be referred to by number
rather than by name.

Liabilities on

Company.

Total Assets

Policy-holders’

account.

Percentage.

I

$22,648,204.08

$21,642,690.55

105

2

7,7 99.983-89

7,299,212.64

107

3

539,266.45

403,413.69

134

4

1,271,340.92

1,123,738.07

1 1 3

5

948,802.78

802,561.78

1 18

6

1,102,092.24

612,892 .63

180

7

1,005,110.32

927,984.76

108

8

2,279, 175-94

1,978,151-58

1 15

9

5,165,492.86

4,871,665.27

106

10

3,977,263.83

3,417,071.44

1 16

1 1

10,486,891.17

9,773,877-83

107

12

925,182.28

821,272.59

113

Total -

$58,148,806.76

$53,674,532.83

Average 108

No. 6 is The Imperial. —

Thus for every $100 of liabilities to policy-holders, The Imperial
has $180 of thoroughly sound and securely invested assets.

Now let us compare the average percentage of assets to liabilities
of all Canadian Life Companies with the percentage which applies to
The Imperial.

Liabilities on

Total Assets. Policy-holders Percentage.

Account.

All Canadian Companies $ 59,522,077 $54,477,642 109

Imperial Life 1,102,092 612,893 180

Apply another test and take the five oldest and largest Canadian
Companies in aggregate, and compare their total assets and liabilities on
policy-holders’ account, with the same items in The Imperial.

Liabilities on

Total Assets. Policy-holders’ Percentage.

Account.

Five Oldest Companies. . $50,077,836 $47,004,518 107

Imperial Life 1,102,092 612,893 180

No matter what way the test is applied, the same result follows ;
that security to policy-holders in the Imperial Life is first and para-
mount.

6. Page 32. Amount of Policies New and Taken up. This item
includes only policies which have been taken up in Canada in the year
1900, all policies in respect of which premiums have not been paid
within the year, are excluded. In the case of The Imperial the amount
is $2,956,000. Out of 1 7 companies only four reported a larger amount
taken up than The Imperial, and these 4 Companies are from 50 to 17

If not, you can, if you determine before June closes.

years older than The Imperial. Not one of the British Companies
came within $1,000,000 of the amount reported by The Imperial.

If we take 9 of the oldest Companies of Canada, not one of
which has been in business for a less period than 13 years, and
the oldest of which has been in the field for over 50 years, we will find
the average amount of New and Taken-up Canadian Business for 1900
to compare as follows.

New and Taken Up
Policies, 1900.

Average of the 9 oldest Canadian Companies $2,839,822

Imperial Life 2,956,000

A comparison of the average amount of New and Taken-up Can-
adian business in 1900 in respect of all the Companies in Canada,
Native, British and United States, will be interesting.

All Companies in Canada — (35) $1,7 30,319

All Canadian — (18) 2,062,741

All British — ( 8 ) 464,749

All United States — ( 9 ) 2,190,425

The Imperial 3,956,000

(Industrial figures are not included)

Thus it will be observed that The Imperial takes magnificent
rank amongst the Life Companies of Canadian the important item of
new business.

STANDING OF THE AGENCIES FOR APRIL.

1. Halifax, N.S.

11. Collingwood, Ont.

2. St. John, N.B.

12. Calgary, Alta.

3. Montreal, P.Q.

Toronto, “ K.”

4. Toronto, “ L.”

13. Whitby, Ont.

5. Ottawa, Ont.

Southampton, Ont.

6. London, Ont.

Norwood, Ont.

7. Vancouver, B.C.

Kingston, Ont.

Winnipeg, Man.

14. Durham, Ont.

8. Brockville, Ont.

Hamilton, Ont.

9. Brandon, Man.

Meaford, Ont.

0. Toronto, “ S.”

Peterboro, Ont.

Head Office.

Sudbury. Ont.

Toronto, “ M.”

AN ABSOLUTE ESSENTIAL TO SUCCESS.

A civil engineer once had finished a complicated railroad bridge,
and many speculated and doubted as to its strength. Mounting a huge
engine, he ordered it out upon the bridge, and crossed and re-crossed at
full speed. He thus gave proof of his faith in his own structure.

This is the very thing which every Imperial agent, who expects
to be successful, must do. What a sorry plight an agent must be in

Are you insured in The Imperial ? If not, why not?

when asked, — “ Are you insured in your own Company ? ” and begins
to apologise and explain why he is not. On the contrary, if he can say
“yes,” and can produce a policy for a substantial amount, it indicates
that he believes in what he is selling, that he has the utmost confid-
ence in his company.

A policy on your own life in your own Company, for a substantial
amount, is an absolute essential to your success , and is one of the best canvassing
documents you can possibly have.

HOW THE ASSESMENT SYSTEM IS DRIFTING IN CANADA.

According to Page 47 of the Abstract of Statements of Life
Insurance in Canada for the year ending December 31st, 1900, the total
amount of Certificates in force on the assessment plan at the close of
1899, was $129,805,877 and at the close of 1900, $128,034,000. That is
to say, notwithstanding that these assessment societies wrote $12,909,-
800 of new business in 1900, the total amount of their certificates
dropped off $1,771,877. In other words, the amount of certificates
cancelled in the year of 1900 amounted to $14,681,677. Although
these societies had $1,771,877 less insurance in force at the close of
1899, the death claims increased. For the one year they amounted to
$1,144,500, or $95,500 more than in the previous year. Well may it
be asked whither are these societies drifting — decreased business of
$1,144,500 — increased death claims of $95,500.

NOTES.

Mr. W. J. Murray and his son Mr. C. M. Murray have joined
the ranks of Imperial representatives as Managers for Central Ontario.
The Messrs. Murray have had a very extensive and successful experi-
ence in life insurance and there is no doubt but that they will write
their share of the $4,000,000 this year. We extend them a hearty wel-
come to our staff.

Mr. J. W. w. Stewart, Provincial Manager at Vancouver, B.C.
was successful in closing an application for $20,000 and another for
$10,000 a few days ago. Mr. Stewart is doing his share of the $1,000-
000 for the second quarter.

Halifax leads the agencies for April, winning out from St. John
by a small margin. Thus far a different agency has headed the list
each month. Which will be the first agency to duplicate its perform-
ance.

The appeal to our local agents is beginning to bear fruit.

Mr. J. B. Vantour, Agent at Campbellton, N.B., with Mr. Shaw’s
help, sent in several applications during the month of May, amounting
in all to $26,000.

A supreme effort during June and our aim will be accomplished.

Mr. Frank Dunn, newly appointed agent at Woodstock, N.B.,
was successful in closing three applications for $3,000. This is a good
beginning, and we feel that Mr. Dunn will be a winner in 1901.

Mr. D. N. Sinclair, Agent at Sarnia, Ont, received a visit from
Mr. Geo. R. Hamilton, the District Manager, the other day, and as a
result we received five applications for $5,000. Mr. Hamilton can always
depend upon Mr. Sinclair and Sarnia to give him some good business
when he goes there,

Mr. G. E. Foster, Agent at Newboro, sent in two applications for
$2,000 this week. We want some more from Mr. Foster before the end
of June.

o

o

>■

^ r—
-<

o

:u

sa

Q-

SO

3>

GO

GO

OO

3>

■sj

<

o

Two Nova Scotia Agents sent in some good business at the
beginning of this week. Mr. F. E. Dennison of Kentville, $4,000, and
Mr. J. T. Purdon of Plalifax, $3,500. Let the good work go on Messrs.
Purdon and Dennison.

A NEW PAMPHLET.

We are sending to each of our agents a supply of a new pamph-
let entitled “An Unexcelled Record," in the hope that it will materially
help them in their canvass for the month of June and bring us up to
the $2,000,060 notch. If any representative desires a further supply
he has only to write to the Head Office.

Agents’ News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. io

To Imperial Representatives :

To-day we start on tlie second half of 1901, and each Imperialite
must realize the necessity of having some definite object before him.
The aim of the whole staff is to write enough business this last half
year to bring our 1901 business up to the $4,000,000 mark. To do this
each one must have in view a definite object of his own. In the last
six months of 1900 nearly $2,000,000 of business was written, by each
representative taking a hand at it. What we would like you to do as
an Imperial representative is this : Make up a statement of your busi-

ness for the last half of 1900, and aim at making each month, during the
remainder of this year, show a decided, increase over the corresponding
month of last year. What has been done can at least be repeated, and
with a little more energy the additional applications you are aiming for
can be secured.

While we regret to have to advise you that we fell short of the
$2,000,000 for the first half of 1901, yet at the same time, it will be
encouraging to every field worker to know two facts, (1) that our busi-
ness .shows a very handsome increase over that for the first six months
of 1900, and that the same ratio of increase in the second half will
give us considerably more than the $4,000,000 for the year, and (2) That
in no previous similar six months has the company received such a large
volume of new business as it did in the first six months of 1901. These
two steps forward speak volumes for the industry of our agency staff,
and are the most substantial proof possible of the high estimation with
which the insuring public view the Imperial Life.

Now, having behind us the prestige of a magnificent six months’
business, let us each and all work and energize with all our might dur-
ing the last six months — the best period in the whole year — so that our
$4,000,000 will be unquestionably realized.

Yours very truly.

Managing Director.

A COMPARISON

The following tables show the length of time it took the leading
Canadian companies to reach the figures attained by the Imperial Life
at the end of 1900.

New Business

Canada Life

24 years

$8,309,111 00

Mutual Life of Canada

• 15 “ •••

■... 8,259,361 00

Sun Life

i4 “ ...

7.930.878 77

Temperance and General Life

12 “

7.984.359 00

Confederation Life

10 “

8,159,663 96

North American Life

8 “ ...

9,168,862 00

Great West Life

6 “

8,152,989 00

Manufacturers Life

6 “ ...

8,937,834 00

Federal Life

5 “

8,392,537 46

IMPERIAL LIFE

3i “ •••

9,226,350 00

Premium Income

Canada Life

24 years

$277,922 00

Mutual Life of Canada

17 “ ...

304.842 73

Sun Life

15 “

303.242 56

Temperance and General Life

13 “ ...

217,637 91

Federal Life

13 “

269,583 11

Confederation Life

12 “

3J3.577 83

North American Life

9 “

3i6>299 80

Manufacturers Life

7 “

277,673 61

Great West Life

7 “

301,704 12

IMPERIAL LIFE

Q JL

04

321,174 00

Interest Income

Canada Life — Not given.
Federal Life

16 years

$33,756 J9

Mutual Life of Canada

15 “ ...

33.032 12

Temperance and General Life

13 “

27,212 20

Sun Life

12 “

29,248 21

Confederation Life

8 “

28,776 61

North American Life

8 “ ...

35»303 63

Manufacturers Life

7 “

29,057 57

Great West Life

7 “ •••

32,253 81

IMPERIAL LIFE

3i “

. ... 36,272 74

Income from Interest and

Premiums

Canada Life — Not given.
Mutual Life of Canada

17 years

$356,104 80

Sun Life

15 “

355.864 36

Federal Life

14 “

347*103 33

Temperance and General Life

13 “ ...

244,850 11

Confederation Life

11 “

336,615 46

North American Life

8 “ ...

302,680 53

Manufacturers Life

7 “

296,731 18

Great West Life

7 “ •••

333*957 93

IMPERIAL LIFE

3i “

357,447 00

The remarkable success attained by the Imperial in the past is,
we confidently believe, only a shadow of that which will follow its
operations in the future.

Every Imperial agent will take a just pride in the truly magnifi-
cent and unique position which this company has taken in Canadian life
insurance.

GUARANTEED SECURITY POLICY.

Recognizing that the rates, values and provisions of many of our
life insurance companies’ policies are, practically, the same, The
Imperial Life has introduced a new form of contract known as the
“ Guaranteed Security Policy.” The features of this contract are so
valuable to the assured and beneficiary, that it is believed it will become
one of the most popular policies in Canada. Its terms and conditions
will be best appreciated by those who have already examined into the
merits of life insurance, and especially by the commercial and profes-
sional community. The policy will be issued on the 1 5 and 20 Pay-
ment Life Plans, and the 15 and 20 Year Endowment Plans. Some of
its important features are given in the following extracts taken from the
illustration blanks :

The “ Guaranteed Security Policy ” guarantees , after the payment
of ten annual premiums, the following valuable and important benefits,
as provided in the policy :

(a) The loan by the company, as they fall due, of all premiums

payable after the first ten annual premiums have been paid.

(b) If death occur after the tenth year, and before the completion

of the Accumulative Surplus Period, the payment, in addi-
tion to the full face value of the policy, of the aggregate
premiums payable after the tenth year, and up to the time
of death.

It will thus be seen that if, after paying premiums for ten years,
the holder prefers that the company shall advance the remaining
premiums payable, and he should die before the completion of the
Accumulative Surplus Period, the loan would be cancelled, and the full
face value of the policy secured to the beneficiary. If he should survive
the Accumulative Surplus Period, the loan may be continued, repaid,
or deducted from the value of the policy, according to the benefit
selected.

The Imperial Life’s representatives are placed in a position so
favored and so opportune that it is believed they need fear, practically,
no competitor and no opposition with this valuable and taking policy.
Undoubtedly it will strengthen your hands, make the company popular,
and bring you a very largely increased volume of business. Even our
present policy-holders will be interested in this contract, and we expect
to secure a number of good applications from them. So as to make it
extremely popular with this class, we have addressed a special com-
munication to each one and enclosed a pamphlet explaining it. After
the sowing of this excellent seed let every Imperial Life Agent —
harvester — gather in sheaves full of good applications. Who will be
the first to send in an application for a Guaranteed Security Policy ?

HONOR ROLL FOR MAY.

The following agents head the list for new business in their
respective classes :

Provincial and District Managers —

1. J. W. W. Stewart, Vancouver, B.C.

2. E. S. Miller, Montreal, Quebec.

3. Geo. R. Hamilton, London, Ont.

A. McN. Shaw, St. John, N.B.

4. W. J. Murray, Toronto, Ont.

District and Special Agents —

1 . W. E. Kerr, Toronto, Ont.

2. J. Cawley, Brockville, Ont.

3. J. F. Driscoll, St. John, N.B.

J. H. Macabe, Hamilton, Ont.

4. E. Winter, Leamington, Ont.

C. F. Stewart, Whitby, Ont.

Local Agents —

1. J. B. Van tour, Campbellton, N.B.

2. R. W. Day, Nelson, B.C.

3. J. T. Purdon, Berwick, N.S.

4. D. N. vSinclair, Sarnia, Ont.

5. G. E. Foster, Newboro, Ont.

F. E. Dennison, Kentville, N.S.

“ Honor to whom honor is due.” And now there is evidence
that Mr. J. w. w. Stewart, the Company’s Provincial Manager in the
far Western Province of British Columbia, is entitled to praise. He
stands at the head of the list for personal business secured by Pro-
vincial or District Managers during the month of May ; moreover, one
of his excellent local agents, Mr. R. W. Day, takes second position
amongst the local agents.

Mr. A. McN. Shaw’s Agency (St. John) takes a unique position
for business in the month of May. Mr. Shaw himself ranks third
amongst the Provincial and District Managers. His excellent assistant,
Mr. J. f. Driscoll, takes the same rank amongst the District and Special
agents, while Mr. J B. Vantour, one of his right-hand local workers,
takes first position amongst the Local agents. This is a record which
any Provincial Manager or District Manager might well feel proud of.
We wonder which Provincial or District Manager will be the first to
follow Mr. Shaw’s lead.

Mr. E. s. Miller, Montreal, Provincial Manager for the Province
of Quebec, is doing magnificent pioneer work in his Province, and has
well earned the second position amongst the Provincial and District
Managers.

Mr. Geo. R. Hamilton’s faithful and energetic work in May
enables him to take third place amongst the Provincial and District
Managers. He is going to make a big pull for first or second place
during the month of July.

Mr. w. J. Murray, although a new comer amongst us, enters the
Honor Roll in his first month’s experience of the Company. May his
name be often found there.

Mr. w. E. Kerr has always been a hard hitter, and as the result
of his combative qualities, he ranks first amongst the Districts and
Specials.

Mr. j. Cawley takes second place, and from reports we learn that
he is going to make a hard fight for first place in July.

Mr. J. H. Macabe is one of The Imperial’s old stand-bys, and
may always be depended upon for a most excellent quantity and quality
of business.

Mr. E. Winters and Mr. c. F. Stewart are workers all the time,
and, as a result, they have come out equal on the Honor Roll.

Messrs. Purdon, Sinclair, Foster and Dennison are to be specially
commended for appearing on this Honor Roll, and each of these gentle-
men we hope will take rank on it in each of the coming months in
this year.

RATE OF INTEREST.

The rate of interest earned on the invested funds of a life insur-
ance company is most important, from the standpoint of profits likely
to be earned for, and paid to policy-holders. The average rate of
interest earned by all Canadian companies in 1899 was 4.57%, while that
earned by all American companies was 4.69%. It is a significant fact
that in 1900 the average rate of interest earned by The Imperial Life
was higher than the average rate of interest earned by all Canadian
companies, and equally as high as that earned by all American com-
panies, but what is probably still more significant, is that the average
rate of interest at which The Imperial’s funds were invested in the year
1900 averaged 6.18 per cent., and, as the company is making invest-
ments this year equally as remunerative, it is believed that the rate of
interest on invested funds this year will be more than maintained, and
that, as a consequence, the average rate of interest earned on the total
funds of the company will be over 5 per cent. The comparatively high
rate of interest, combined with the great care exercised in the invest-
ment of the company’s funds, will, undoubtedly, make The Imperial
one of the most satisfactory companies in Canada, from the standpoint
of profits to policy-holders. This is a point that our agents should keep
prominently in view when canvassing.

GROWTH OF CANADIAN LIFE COMPANIES

Canadians are rapidly realizing the fact that Canadian companies
can do equally as well for them, if not better, than foreign companies.
During the past twenty-five years the life insurance business in Canada
has increased enormously, and while in 1875 the bulk of it went to
United States companies, the Government reports show that Canadian
companies have now completely taken the lead.

The following1 figures are taken from the Government Insurance

Report, 1875:

1875. CANADIAN. UNITED STATES.

Assets No return. No return.

Income $ 707,256 00 $ 1,551: ,835 00

New Business 5,077,601 00 8,041,894 00

Insurance in force... 21,957,296 00 43,596,361 00

Claims paid 151,512 00 349,225 00

In 1900 the Canadian companies far outclassed their United
States competitors. (Government Insurance Report, 1900).

1900. CANADIAN. UNITED STATES.

Assets $59,522,077 00 $27, 937*798 66

Income 13,358,600 89 5,217,601 64

New Business 38,602,589 00 26,980,858 00

Insurance in force 267,392,184 00 125,155,863 00

Claims paid ... 3,103,164 00 2,424,889 00

Note. — While in 1875, the “Income” and “Insurance in force”
of United States companies were twice those of Canadian companies,
the reverse applies in 1900.

In 1900 the United States companies are outclassed in every
department, while in 1875 the Canadian companies were outclassed in
every department. What the comparison will show 25 years hence is
impossible to say, but it is not improbable that all Canadians will then
have been fully persuaded from actual experience, that it is better to
patronize their own institutions, which keep and invest their monies
in their own country, rather than pass it over to foreign institutions
to help to build up a foreign nation at their expense.

STANDING OF THE AGENCIES FOR MAY

I .

Vancouver, B.C.

11. Collingwood, Ont.

2.

St. John, N.B.

Gravenhurst, Ont.

3-

London, Ont.

12. Kingston, Ont.

4-

Halifax, N.S.

Toronto, “R.”

5.

Montreal, Que.

13. Brandon, Man.

6.

Ottawa, Ont.

Winnipeg, Man.

7.

Brockville, Ont.

14. Calgary, N.W.T.

8.

Toronto, “K.”

Toronto, “S.”

9-

Central Ontario.

15. Durham, Ont.

Hamilton, Ont.

Sault Ste. Marie, Ont.

10.

Toronto, “L.”

Southampton, Ont.

Whitby, Ont.

Toronto, “M.”

Although the far West and far East are several thousand miles
apart yet in volume of business they are very close to one another.
What will the record be for July?

TWO NEW PAMPHLETS

No. i. Containing- extracts from editorial notices which appeared
in the leading papers of Canada reviewing the Company’s last Annual
Report. The Annual Statement was signalized by friends and com-
petitors as the best one that was ever submitted in the same period of
time.

No. 2. The Imperial Life has made a reputation and a record for
the prompt and business-like manner in which it pays its death claims.
The Executive of the Imperial believe that if a thing is to be done it
should be done promptly and well, and in this pamphlet there is the
best possible evidence obtainable that the Imperial has treated the
representatives of those who favored it with their business in the same
prompt, courteous and business-like manner that characterizes all its
dealings. Pamphlet No. 2 should be a business-getter for you and
should be used by every agent who desires to increase his business.

These two pamphlets may be obtained by applying to the Head

Office.

ADVERTISING

It is gratifying to observe that a considerable number of the
Company’s representatives are advertising in their local papers. Good
has been, and can be accomplished by advertising — in fact, there are
actual cases of business having been secured, and every agent who has
not tried advertising should commence it at once. Of course advertis-
ing will not bring applicants into your office, but it should be followed
up by an enthusiastic, energetic canvass. The cost of an advertisement
appearing at regular intervals represents but a small portion of an
agent’s commission.

All of the Company’s advertisements now contain the motto,
“ First and Paramount, Absolute Security to Policy-holders.” This
phrase is believed to be the strongest and most telling one used by any
life insurance company in Canada.

If you have not tried the plan of advertising, do so for the bal-
ance of this year, and watch the results.

NOTES FOR OUR WORKERS

“ Keep a bright face turned to the future. Forget yesterday,
whether you did well or poorly. Two processes are at work in nature
— growth and decay. Looking forward is growth. Looking backward
is decay.” — Insurance Press.

Be enthusiastic in your work. Lift your thermometer to the
boiling point. Heat performs miracles. It converts water into steam,
and steam has revolutionized the world. And in the same way it will,
if properly applied, convert a non-producer into a producer, and so help
to get your name on the Honor Roll, and change defeat into victory.

Don’t be a fool! The man who thinks out what he wants to do,
and then works , and works hard , will win, and no others do. or ever have,
or can. God will not have it so.” E. Hubbard.

THE MAN WORTH WHILE.

“ ’Tis easy enough to be pleasant
When life flows by like a song,

But the man worth while
Is the man with a smile
When everything goes dead wrong.”

— Ella Wheeler Wilcox.

IT PAYS TO RENEW

Mr. T. L. Black, of Sundridge, Ontario, took out policy No. 502
in the Imperial Life for $1,000 in February, 1898. In February, 1899,
he did not pay the premium, but in April he decided to apply for
revival. The Company accepted his application and took a note for the
premium maturing in October. Mr. Black’s policy again lapsed on
account of non-payment of this note, but on the strength of representa-
tions made by the Head Office, he again applied for re-instatement.
When the February, 1901, premium fell due Mr. Black tendered a note
in payment therefor, which was accepted, and was still current at the
time of his death. Unquestionably the continuance of this policy has
made a great difference to his widow and family, as we notice it was
the only insurance he carried.

CONFIDENTIAL

tv*.

Agents’ News

Voi. 2 Published by The Imperial Life Assurance Company of Canada, Toronto* No.

THE SUMMER CAMPAIGN

We are now in the midst of the Summer Campaign— a campaign
which, in some respects, is the hardest of the whole year.

The months of July and August are almost universally con-
sidered as holiday months, and even such a necessity as life insurance
is apt to be put to one side until some later time.

From one point of view, these summer months, or even the
whole quarter, (June to September) is the great testing period of the
perseverance of the field staff. Hot weather, holidays, etc., all combine
to make the agent’s lot a hard one. But isn’t that all the more reason
why we should put extra effort into our work ? The men who can defy
these obstacles — whose concentration of effort is all-powerful, whose
resolutions and will power are so strong that nothing can stay their
steady advance, the men who fight the harder the more obstacles they
run against ; these are the men who will succeed during the third
quarter.

Some agents are inclined to let their work flag during the summer
months, reasoning that when the fall comes they will make it up. This
is the greatest mistake an agent can make. An opportunity lost never
returns again, and there is business to be secured now that cannot be
secured at any future time.

Concentration of effort is what counts in field work, but it prob-
ably counts for more in the summer than during any other time. Keep
after your prospect until you have the application signed, the applicant
examined, and the cash or note in your possession. Concentrate your
whole efforts on that one person ; study up his case and ascertain exactly
what he needs ; and, if you go about it skilfully, you are bound to secure
his application.

What we are aiming at particularly is to make the “ Summer
Campaign ” the hottest in the Company’s history. We want to make a
record during these months several “ degrees ” higher than the record
of any previous summer months, and we know with your assistance
this can be brought about.

IT PAYS TO RENEW

We are continually receiving advice from our agents that persons
who held policies in the Imperial but who for some reason or other failed
to continue them, have since died. Another case, that of Mr. Robert R.
Hughes, Electrician, of Winnipeg, Man., has just come to our notice —
and it forcibly illustrates the wisdom of never allowing a policy to lapse

once it is taken out. Mr. Hughes was in good health when he took out
this policy. He paid two premiums on it, but when the third became
due, allowed the policy to lapse. He was attacked by some throat
trouble, which resulted in his death. Undoubtedly Mr. Hughes would
have been glad to have had his policy re-instated, but of course this was
impossible on account of his poor health.

GUARANTEED SECURITY POLICY

Enquiries have been made as to the rate of interest which the
Company proposes to charge in respect of the loan of the 1 1 th and sub-
sequent years’ premiums under this form of insurance. No rate of
interest has been stipulated in the contract, but it is provided that loans
shall be made in accordance with the terms of the loan agreement form
of the Company. The reason of this is that interest rates fluctuate, and
to stipulate a definite rate now might be to provide for an interest
charge that would be exorbitant when the time came for the loan to
be made. It is the intention that only the current rate of interest, as
charged by other first-class life insurance companies, shall apply when
loans under this form of insurance commence to be made. While to-day
6 per cent, or 51 per cent, might be proper rates to charge, ten years
from now 4^ per cent, or 5 per cent, might be the equitable rate.

INCREASE IN RATES

The statement that three Assessment and Fraternal Societies
operating in Canada — The Commercial Travellers Mutual Benefit
Society, the Knights of the Macabees, and the Knights of Pythias —
have increased, or are about to increase their rates, will probably open
the eyes of a large number of Canadians to the fallacies of the assess-
ment system of insurance. It has always been maintained by experts
that generally Society insurance rates were totally inadequate, and
apparently the societies mentioned have realized this.

HOW THE GUARANTEED SECURITY POLICY IS TAKING.

The Guaranteed Security Policy has become a great favorite.
Many appreciative letters have been received regarding it. Already a
goodly number of Guaranteed Security Policies have been issued, and
the indications are that it has materially strengthened our agents’ hands.

Some 300 enquiries were received from old policy-holders for
further particulars of the contract, and others are constantly coming in.
These enquiries were sent to the Company’s representatives, and most
excellent results have followed in many instances.

Mr. H. C. Sparling, District Agent, at Brantford, says ; “ It is in
my estimation a magnificent contract, and one that will sell well. You
may expect my allotment from me during July and August.”

Mr. J. S. Wallace, Provincial Manager, Winnipeg, Man., says :
“ I must confess that after comparing it with our ordinary plans and
the comparatively slight inciease in premium, that it is a peculiarly
attractive policy. I imagine that this particular policy should be a good
seller.”

Mr. Lreo. K. namiiton, District manager at nonuon, says : ±

congratulate you on the idea of this policy as I think it is an excellent
system and should be very beneficial to us coming out at this time of
the year. I hope to make good use of it myself and will encourage my
agents to do the same.”

KNIGHTS OF PYTHIAS IN TROUBLE

“To give up their Policies.” Chicago, July 12th. According to
the Record-Herald , twenty thousand members of the Endowment Rank
of the Knights of Pythias are expected to give up their policies and
abandon their insurance as a result of the proposed rise in the rates.
The rates will be increased on the average 53 per cent.

This is only another case in which inadequate rates, etc., have
resulted in disaster. The following appeared in a leading paper: —

“The situation in which the Endowment Rank of the Knights of
Pythias finds itself is the inevitable result of the assessment system of
insurance which seeks to pay the losses and matured obligations of each
year by an assessment on the members equal to the sum desired.

“This system, to discount the constant increase in ratio of
mortality at advanced ages, does not accumulate any adequate reserve,
and consequently no interest. It has proved fatal to every fraternal
order and association which uses it for purposes of insurance.

“The Endowment Rank of the Knights of Pythias finds itself
with a deficiency of $100,000; and the small accumulation of $350,000
they have on hand is invested in a hotel which brings in no interest.

“It is to be regretted, for the Knights of Pythias, like the Masons
and other fraternals of the same kind have accomplished an immense
amount of good and have done a work as friendly societies that no
purely insurance company undertakes or could possibly undertake.
Their legitimate sphere lies exclusively, however, in the field so well
filled by the English Friendly Societies providing sick and burial bene-
fits, old age assistance, and co-operative charitable work, and insurance
of any kind would best be left alone. If they undertake insurance
of any kind, they should drop the assessment system entirely, adopt the
Combined Mortality tables, accumulate a safe reserve and charge a fair
price. No half-way measures can do more than prolong their existence
h few years. The inevitable result of the assessment system, like any
other system which does business on the hand to mouth plan, is ruin.”

HONOR ROLL FOR JUNE

The following agents head the list for new personal business in
their respective classes :

Provincial and District Managers*.

(1) . E. S. Miller, Montreal, Que.

(2) . J. W. W. Stewart, Vancouver, B. C.

(3) . J. S. Wallace, Winnipeg, Man.

(4) . W. J. Murray, Toronto, Ont.

(5) . A. McN. Shaw, St. John, N. B.

District and Special Agents:

(1) . J. Cawley, Brockville, Ont.

(2) . J. E. Bill, Sydney, C. B.

(3) . D. F. Fisher, Owen Sound, Ont.

(4) . Geo. I. Riddell, Toronto, Ont.

(5) . A. S. Wickware, Smith’s Falls, Ont.

Local Agents :

(1) . R. F. Clarke, St. John, N. B.

(2) . B. H. Smith, Moncton, N. B.

(3) . J. Holland, Fredericton, N. B.

(4) . J. F. Kirkland, Bullion, B. C.

(5) . A. R. Martin, Kingston, Ont.

It will be observed that in the above every province, in which
the Company is operating, is well represented.

After a very close contest, Mr. E. S. Miller pulled ahead of
Mr. J. W. W. Stewart, by a very small margin. Messrs. Miller and
Stewart have thus far monopolized the head places. It will be very
interesting to observe the relative positions next month.

Mr. J. S. Wallace of Winnipeg takes third place amongst the
Provincial and District Managers. Mr. Wallace did some excellent
work in June and is well entitled to this place.

Mr. John Cawley again takes second place amongst the Dis-
trict and Specials. You nearly got first place John. Better luck next time.

Messrs. R. F. Clarke, H. B. Smith, and J. Holland of St.
John, N.B. agency, head the list of locals. Mr. Shaw himself also
appears amongst the Provincial Managers. Well done N.B. Three
places last month and four this is pretty good.

Mr. W. J. Murray still holds his position amongst the Pro-
vincial and District Managers. Mr. Murray is a worker all the time and
knows how to get the business.

Messrs. J. E. Bill, D. F. Fisher, G. I. Riddell and A. S.
Wickware have by hard and faithful work secured places amongst
the Districts and Specials, after a hard fight with last month’s holders.
There is an exceedingly close contest going on in this class, and next
month will probably see another decided change. Who will have a
place next month ?

Mr. J. F. Kirkland of Bullion, B.C., is one of Mr. J. W. W.
Stewart’s new appointees and bids fair to take a leading place' amongst
the locals. You should jump a couple of places this month Mr.
Kirkland.

Mr. A. R. Martin of Kingston has done the trick this month.
A little higher next month Mr. Martin.

SETTLEMENTS

When an application for assurance is taken, it is usual for the
agent to secure some settlement other than “payment on delivery of
policy ” for the first premium. It has been decided by the court that a
man cannot be compelled to pay the first premium under a policy
merely because he has agreed in the application to accept the policy
and pay the premium. A more definite obligation is needed. Some
agents are not sufficiently firm in insisting upon a definite settlement
when taking an application, and it is believed that this is the cause of

at least jo per cent, of “not taken ” policies. We cannot impress this point
too emphatically upon the members of the staff, as it is as much in
their interests as it is in the Company’s to secure a satisfactory
settlement when the application is taken in order that there may be no
question about the payment of the first annual premium.

If the premium is payable half-yearly then two notes should be
taken, the second for six months, without interest. If the agent treats
this matter with the applicant as one which is an essential he will be
able in almost every case to obtain a note, even if only for 5 or 10
days. It is a clincher, it prevents a man from changing his mind, it
prevents your man from being kidnapped by another agent.

ASSESSMENT SOCIETIES

From the Spectator of July 1 8th, 1901.

“ Last year witnessed a still further diminution in the number of
business organizations doing business on the assessment plan. Some
organizations failed; others were merged wdth apparejitly stronger organ-
izations, while a few were able to re-incorporate under old line laws and
are now pushing for business under a plan which their managers at one
time ridiculed as unnecessary and extravagant. New orginazations on

the assessment plan are almost unknown Fraternal orders

throughout the country are agitated over the question of accumulating
and maintaining a suitable reserve, and while some of the younger
orders have made some provision of this nature, the larger and older
concerns as a rule seem unable to do so. The result is inevitable;
increasing death losses will drive out the younger and healthier mem-
bers ; new blood will keep out, and the larger the order, the more disas-
trous will be the final crash

One large fraternal order has lost over fifty per cent, of its mem-
bership since 1890. Of the Companies that have been doing business
twenty-five years or more, the lapses were greater in 1900 than the new
certificates written, and while the membership shows a falling off of
thirty per cent, the death rate has increased over sixty per cent.”

POINTERS

As the Company communicates with the assured immediately On
the issuance of the policy, and at various times thereafter, it will greatly
facilitate the work at the Head Office if our agents will be particular to
fill in the application the exact and full address of the applicant.

When returning an unpaid receipt or note to the Head Office or
to the District Manager, form No. 232, Agent’s Report, should always
accompany it. The omission of it causes unnecessary correspondence.
If you have fiot a supply of the form we will be pleased to forward you
some upon request.

It is proposed from time to time to discuss in the Record the ad-
vantages of the many plans of insurance which Imperial representatives
are privileged to offer the Canadian Insuring Public. In this number
we treat with the 10 Payment 20 Year Endowment Policy, 20 Year
Accumulative Surplus Period.

STANDING OF THE AGENCIES FOR THE FIRST SIX
MONTHS OF 1901

(1) . Ottawa, Ont.

(2) . Halifax, N.S.

(3) . St. John, N.B.

(4) . Head Office

(5 ) . Montreal, Que.

(6) . Vancouver, B.C.

(7) . London, Ont.

(8) . Winnipeg, Man,

(9) . Toronto, “L"

(10) . Kingston, Ont.

(11) . Brockville, Ont.

(12) . Brandon, Man.

(13) . Toronto, “ K ”

(14) . Gravenhurst, Ont.

(15) .. Collingwood, Ont.

(16) . Toronto, “ S ”

(17) . Toronto, “ R ”

(18). Hamilton, Ont.

(i 9). Calgary, N.W.T.

(20) . Southampton, Ont.

(21) . Sudbury, Ont.

(22) . Durham, Ont.

(23) . Toronto, “M ”

(24) . Kingston, Ja.

(25) . Whitby, Ont.

(26) . Central Ontario

(27) . Peterboro’, Ont.

(28) . Sault Ste. Marie, Ont.

(29) . Belleville, Ont.

(30) . Midland, Ont.

Norwood, Ont.

(31) . Hastings, Ont.

(32) . Meaford, Ont.

Berlin, Ont.

10 PAYiTENT 20 YEAR ENDOWMENT.

Accumulative Surplus Period 20 Years.

The premium rates for this policy are found on page 40 of the
Manual, and the results at the end of 20 years, which are the same as
those for the ordinary 20 Year Endowment Policy, with Dividend
Period 20 Years, are found on page 18.

It is an investment contract in the highest sense of the term,
when investment is associated with life insurance, and there is pro-
bably no contract in the Manual having investment as its prominent
feature, which offers more attractive results.

It is especially adapted to persons between the ages of 16 and
50. The deposit per $1,000 runs from a little less than $1.50 per week,
or say $6.50 per month, to about $1.80 per week, or say $7.40 per
month, and consequently is within the range of a wide class of insur-
able persons.

On the basis of $1,000 the total deposits made in the 10 years
amount to from $775.50 to $895.00, while the results, partly guaranteed
and partly estimated, amount to from $1,392.00 to $1,490.00, or an
excess of from $617.00 to $595.00 over the total annual deposits.

But this is not all. During the 20 years the Company has carried
a risk of $1,000, and therefore, to obtain the true state of affairs there
must be considered the cost of the protection of $1,000 life insurance
for 20 years. Turning to page 48 of the Manual, we find “ the Death
Rate per 1,000” is given for each age. Take as an illustration the
case of a person aged 30, and examine the results as at the end of 20
years. Taking the whole period of 20 years, the average age for a
person entering at age 30, would be 40. The net death cost at this average
age (without any addition for expenses) is found to be $10.31 per year,
or $206.20 for the 20 years, and the net result would be, —

Total Deposit per $1,000 for io years $791 50

Deduct net cost of $1,000 life insurance for 20 years 206 20

Net amount of deposits after allowing for cost of 20

years’ life insurance 585 30

Results at End of 20 Years :

Guarantee $ 1 ,000

Estimated surplus 398

1,398 00

Excess over deposit after allowing for cost of carry-
ing the risk 8 1 2 70

From this estimated result it will be seen that after making
allowance for the cost of carrying the risk, the investor earns over 41
per cent, compound interest on his yearly deposits. If the cash is not
withdrawn, the assured has the option of taking paid-up insurance of
$2,660. This amount is $1,868.50 more than the amount of the gross
deposits or is $2,077.70 more than the amount of the net deposits after
$206.20 is allowed for the cost of the 20 years’ insurance.

Equally favorable results apply to other ages.

After three years if the policy be discontinued, the holder is
entitled to a paid-up policy for three-tenths of $1,000, or $300, such
amount being payable in cash to the assured himself at the end of the
endowment period, or to his representatives if his death shall occur
prior thereto. After four years the paid-up policy would be four-tenths
of $1,000, or $400 ; after five years five-tenth of $1,000, or $500, etc.

Cash Surrender Values and Loans may also be obtained after
three years.

After the payment of 7 years’ premiums the policy is self-support-
ing by virtue of the Automatic Nonforfeiture Privilege, No. 6 in the
policy. The Company will loan the remaining 3 premiums as they fall
due, and thus if the policy-holder is overtaken by adversity, the valuable
benefits are secured to the holder beyond all question, by his simply
paying interest on the premiums advanced by the Company.

In recommending this contract the following points will be found

useful.

1. Speak of it as an “ Investment Contract ,” as the element of life
insurance in it is small compared with that of investment ; instead of
using the word “ Premiums ” say “ Annual Deposits.”

2. The “ Investment Contract ,” unlike debentures or bonds, can be
purchased by 10 “ Annual Deposits .” The purchase mone}^ is not required
to be paid down in one sum, but its payment is conveniently spread
over 10 years, and the contract, therefore, is made accessible to nearly all.

3. The “Annual Deposits,” unlike those in some life insurance
policies, are to be made for 10 years only , a period of time for which
most people can look ahead ; moreover, for persons between the ages of
20 and 50 this deposit-making period would fall during the most pro-
ductive period of life.

4. It is adapted to bachelors who desire to secure a competency
for themselves in later years.

5. It appeals to a father who desires to provide a fund for his
son or daughter. For example — such a policy on the life of a son or
daughter aged 1 5 could be paid for by the father before the child

reached 25.

6. It is an excellent policy for women whether married or single ; it
performs the double function of a life insurance policy and a savings bank.

7. Do not overlook to point out that if death should take place in
the early years a very large amount over that paid in would accrue — for ex-
ample, if death took place in the first year the account would stand thus :

Amount of Insurance $1,000 00

Less Annual Deposit at age 30 79 15

Excess over Deposit $ 920 85

The policy, therefore, is superior to a- savings bank, in which
only the actual deposit and interest would be payable.

Examine this contract minutely ; the more you examine it the more
attractive will its features appear to you. The Company already has
many policy-holders insured under it, amongst whom may be mentioned :

Geo. Ira Mallory, Accountant, Brockville.Ont
David N. McIntyre, Farmer, Paisley, Ont.
Thos. Wm. Lester, Ins’ce Agent, Hamilton.
Frank H. Stark, Broker, Toronto, Ont.
Donald D. Mann, Contractor, Toronto, Ont.

Dr. E. A. Hall, Physician, Victoria, B.C.

Geo W. Kennedy, merchant, Vancouver, B C.
Howard S. Ross, Barrister, etc., Sydney, C.B.
Hugh Ross, Barrister, etc., Sydney, C.B.
Rich. Sanderson, Com. Traveller, Toronto.

O 3
O "0

3 5
~a E5

3>

o

S3

=3

Q_

SU

GO

GO

30

<

K>

>

c

p

VO

o

2

o

STANDING OF THE AGENCIES

1. Vancouver, B.C.

2. St. John, N.B.

3. Montreal, Que.
Halifax, N.S.

4. Winnipeg, Man.

5. Head Office.

6. Toronto, “ L.”

7. London, Ont.

8. Ottawa, Ont.

9. Brockville, Ont.

10. Toronto, “ M.”

Collingwood, Ont.

FOR THE MONTH OF JUNE.

11. Kingston, Ont.

12. Sudbury, Ont.

13. Toronto, “ R.”

14. Durham, Ont.

15. Calgary, N.W.T.
Toronto, “ K.”

16. Toronto, “ S.”

Sault Ste. Marie, Ont.
Hamilton, Ont.
Brandon, Man.

17. Norwood, Ont.
Gravenhurst, Ont.

CONFIDENTIAL

IMPERIAL

Agents News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 12

To Imperial Representatives:

The holiday season has passed and we are now entering into the best of
all the seasons from the agent’s standpoint — the Fall. To the agent the next
four months are worth the whole preceding eight months. In every line of
business there is increased activity. The farmers’ crops are either in or being
brought in — it is his harvest. The farmer has now more money to spend in
the stores — it is the tradesman’s harvest. Money is moving freely throughout
the country — *it is the life agent’s harvest. Everywhere the crop prospects are
most encouraging ; there is a strong feeling of confidence throughout the
country ; everybody is affected by the good times ; and everything points to a
rich harvest for the agent during the next four months.

Thus far this year the Imperial’s representatives have done good work. Itis
exceedingly gratifying to us to note that we are well ahead of our last year’s record.
We also note that thus far each month of 1901 shows a decided increase over the
same month of 1900. This steady increase speaks volumes for our field staff.

What are your prospects for September ? On looking up our records we
find that September, 1900, gave us $404,000 of new business. September,
1901, must show an increase over September, 1900, and thus keep our monthly
increase record unbroken. Can we do this ? It will be a comparatively easy
accomplishment if each Imperial representative will get right down to work and
do his best. If each agent shows an increase over his September, 1900, record
the trick is done. Is this too much to ask of you? We don’t think so and
are sure you don’t. Keep hammering away at it and never give up. The pre-
sent is your opportunity — be sure you don’t let it pass.

EXCELLENT BUSINESS

In going over a batch of business amounting to $370,000, at a recent
meeting of our Directors, the two following significant facts were brought out :

1. The average age of the applicants was 29 years.

2. The average amount of premium was slightly over $40.00 per $1,000.

These two important features indicate, in the first place, that the

Company is securing its business from the very best element, so far as
age is concerned, and every risk having been carefully examined, and
subsequently thoroughly revised by the Insurance Committee, is a sufficient
guarantee that only safely insurable lives are being admitted. In the second
place, where a Company is receiving premiums on the average rate of $40.00
per $1,000, it is an evidence that it is securing business from a class of
persons who are well able to carry insurance, and further, that the invest-
ment contracts of the Company are thoroughly appreciated. It has been
observed that in some companies the premiums run from $20.00 to $25.00 per
$1,000, which would indicate that a large proportion of the insurance is upon
cheap plans, such as Term and Whole Life. This is not the case with the
business of the Imperial.

CONVINCING CIRCUMSTANCES

That the Imperial Life is a popular Company with the insuring public of
Canada is abundantly evidenced by three circumstances, all of which occurred
in the closing days of July.

Circumstance No. 1. — The manager of one of the largest banking
institutions in Canada voluntarily enquired for particulars and rates in respect
of an insurance on his life. These were promptly furnished in person by an
officer of the Company, and the result was that he made application that day
for an insurance of $25,000. The name of one other company was mentioned
in the course of conversation, but it did not take more than ten minutes to
complete the transaction for the Imperial.

Circumstance No. 2. — The manager of one of the most representative
loan companies in Western Ontario wrote to an executive officer of the Com-
pany, stating that he had been contemplating for some time placing a $25,000
20-Year Endowment Policy on his life, and that he had decided to do it now,
and to favor the Imperial with the business. This, also, was considered a great
tribute to the management and excellency of the Imperial.

Circumstance No. 3. — A local agent — by profession a barrister — of one
of our oldest life insurance companies in Western Ontario, called at the Head
Office of the Imperial when in the City a few days ago, and stated that he
intended placing further insurance on his life — that he already carried a policy
in his own Company, but that in his opinion, he would like to have his other
insurance divided, and had selected the Imperial Life as the Company in which
he wished to place that additional insurance. The conclusion of the matter
was that he selected an Imperial 20-Year Endowment Policy — the application
was written up, and the party examined that afternoon.

These three cases, coming as they did, one after the other, and all culmi-
nating within a period of five days, are the best possible testimonies of
the magnificent place which the Imperial Life has taken with the insuring public
of this Dominion.

Officers, agents, medical examiners and all associated with the Company
are really proud of the standing, record and prospects of the Imperial.

HONOR ROLL FOR JULY

Provincial and District Managers:

1. J. W. W. Stewart, Vancouver, B.C.

2. A. McN. Shaw, St. John, N.B.

3. J. S. Wallace, Winnipeg, Man.

4. W. J. Murray, Toronto, Ont.

5. E. S. Miller, Montreal, Que.

District and Special Agents:

1. J. Cawley, Brockville, Ont.

2. J. E. McCuaig, Ottawa, Ont.

3. D. F. Fisher, Collingwood, Ont.

4. J. L. Mancini, Montreal, Que.

5. C. A. MacLeod, Halifax, N.S.

Local Agents:

1. A. B. Mackenzie, Rossland, B.C.

2. J. B. Vantour, Campbellton, N.B.

3. D. N. Sinclair", Sarnia, Ont.

4. Geo. E. Foster, Newboro, Ont.

5. T. C. Smith, Chatham, Ont.

Mr. Stewart of Vancouver has repeated the trick and again leads the Pro-
vincial and District Managers in new personal business. In addition to this his

agency leads for the month, and one of his local men, Mr. Mackenzie, of Ross-
land, leads the locals. Bravo ! Vancouver, you deserve first place.

Mr. Shaw, of St. John, takes second place amongst the Provincials, his
agency stands second for the month, and Mr. Vantour,, of Campbellton, is
second amongst the locals. St. John agency is always well in evidence.

Mr. Wallace, of Winnipeg, and Mr. Murray, of Toronto, are still
third and fourth on the roll. We expect to see them up a notch next month.

Mr. Cawley, of Brockville, again leads the Districts and Specials and
apparently is fixed there for a while. He wrote eleven applications in July, all
on the 20-payment Life plan. John knows what kind of business the Imperial
wants, and how and where to get it.

Mr. McCuaig, of Ottawa, is a worker and as a result holds down second
places Mr. Fisher of Collingwood, is still third.

Mr. Mackenzie, of Rossland, is a new agent, but he seems to know the
business. Keep it up, Mackenzie !

Mr. Vantour, of Campbellton, and Mr. Sinclair, of Sarnia, can
always be relied upon for some good business.

STANDING OF THE AGENCIES FOR JULY

1. Vancouver, B.C.

2. St. John, N.B.

3. Halifax, N.S.
Central Ontario.

4. Montreal, Que.

5. London, Ont.

6. Brockville, Ont.

7. Head Office

8. Ottawa, Ont.

9. Winnipeg, Man.

10. Collingwood, Ont.

11. Kingston, Ont.

12. Sault Ste. Marie, Ont.

13. Gravenhurst, Ont.
Toronto “ K. ”
Toronto “ L. ”
Toronto “ R. ”

14. Hamilton, Ont.
Durham, Ont.
Sudbury, Ont.

Toronto “ S.”

FIRST FOUR YEARS’ RECORD

^Figures taken from 4th Annual Statement of Companies showing result of between
3 and 4 years’ progress in each case.

COMPANY

Total Insurance
in force

Premium Income

Total Assets for
Policy-holders’
Protection

Imperial Life.

. . . . $9,226,350

$319,860

$1,102,092

Canada Life ........... . .

Not given

4L873

Confederation Life

2,641,708

89,809

162,283

Mutual Life of Canada . . . .

. . . . 701,000

i5.839

23H44

Manufacturers Life ,

6,830,525

148,886

35**74°

North American Life

3*87°, 3r4

i27,295

278,986

Sun Life

55.982

171,362

Dominion Life . . . .

.... 1, 120,896

3on9r

1 10, 176

Excelsior Life

I*7I5*92°

40, 9H

122,086

Federal Life

2,696,454

45,500

97*05°

Great West Life

5,071,150

122,598

238.87s

Northern Life . . , .

57.425

253.894

Royal Victoria Life

.... 2,1 16,880

86,419

272,487

AEtna Life (12th Year).

3,340,495

82,610

310,492

Equitable Life .

5,500,100

169,238

324*OI3

Mutual Life of N.Y

7.78s. 236

182,747

327.958

New York Life

144,44!

164,302

THE IMPERIAL LEADS

THE GUARANTEED SECURITY POLICY

The fact that out of fourteen applications received at the Head Office one
morning eight were for Guaranteed Security Policies is strong evidence that
the insuring public appreciate the many valuable features of this form of policy.
It is evidently a good business-getter for Imperial representatives.

During the first three weeks of August forty-two applications for
Guaranteed Security Policies were accepted and policies issued thereon.

THINK— DETERMINE— RESOLVE

To think we are able is almost to be so; to determine upon attainment is
frequently attainment itself. Thus earnest resolution has often seemed to have
about it almost a savor of omn ipotence. — Samuel Smiles .

— n

n :
m

o

O

o

~c

m

“O

m

03

z

3>

2

3>

1 — __ r

— i

-<

1 —

l cn

o

-n

m

O

SO

5>

SO

GO

CO

m

Q_

so

cz

03

u>

o

m

cn

hi

GAINING AND LOSING STRENGTH

“ Every evil to which we do not succumb is a benefactor. As the Sandwich
Islander believes that the strength and valor of an enemy he kills passes into him-
self, so we gain the strength of the temptation we resist — Emerson.

How true these words are when applied to our business. Every applica-
tion we have secured which we thought we could not get ; every policy which we
thought we have saved from lapsing by our timely attention when it was about
to lapse, makes us stronger, more hopeful, and more determined, and conse-
quently more successful in our work than we were before. We have, as
Emerson points out, gained strength by devouring our difficulties, just as we would
have lost our strength by letting them devour us.

GRAPPLE

I find nothing so singular iii life as this , that everything opposing appears
to lose its substance the moment one actually grapples with it. — Hawthorne.

Agents’ News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 13

Managing Director’s Office,

Toronto, September 30th, 1901.

To the Field Staff :

Gentlemen, — September has gone and we are now face to face with the
fact that three-quarters of the year have passed, and that three-quarters of
the year’s opportunities have gone.

The questions that now naturally arise are “ Have we secured three-
quarters of the $4,000,000 which we set out to write during 1901 ? ” and
“ Have we each one written three-quarters of the amount which we promised
to secure this year? ”

Now it is particularly meet that at the beginning of the last quarter we
should look the situation squarely in the face and size up the task which con-
fronts us. I regret to say that some of our agents have not been as successful
in redeeming their promises as we had anticipated, and as a result our business
for the first nine months is considerably short of the $3,000,000 mark. This
shortage means that we must write so much more business during the present
quarter if we are to accomplish our aim of $4,000,000.

The last quarter of the year has always yielded The Imperial a splendid
line of business. It has ever been a period of great activity on the part of our
field staff, and I therefore feel that in asking you for

$1,500,000 during the Last Quarter,
but especially
$500,000 during October,

I am placing no heavy burden on your shoulders.

There is no reason whatever why our fall campaign should not be the
crowning point of a splendid year’s work. We have the Company’s new
manual, wdth new and attractive policies, and containing materially increased
Guaranteed Values, which should form a solid basis for successful canvassing.
Those agents who attended the Convention have, we are sure, gained new ideas
and new methods of work, and, judging from letters lately received, they have
magnificent prospects for a splendid business during the remainder of the year.

I am counting on each Imperialite doing his share during the next three
months, and that you personally will not fail to send in your quota, and thus assist
us to emerge victorious from the year’s work with $4,000,000 of new business.

Trusting that a most brilliant success will reward your efforts, I am,

Yours very truly,

THREE POINTS RAISED AND ANSWERED.

The following questions were recently asked by an Imperial representa-
tive. The Company's representatives are invited to send their difficulties to
the News for solution.

1. Why is The Imperial credited on page LXXXVIII of the Government
Report with new business of only $2,917,200, whereas the Company' s Annual
Reports and Literature state that the policies issued in “ 1900 amounted to
$3,106,000."

Answer. — The figures given on the page referred to apply to “ Policies
new and Taken up.” Towards the close of the year there are many policies,
as all agents know, which have been issued, but which cannot be taken up and
paid for. On page 193 of the full Government Report, it will be seen that the
policies issued, &c., during the year amounted to $3,106,000.

2. Why is The Imperial credited on page LXXXVIII of the Government
Report with Total amount in Force as $7,436,433, whereas the Company's Annual
Report and Literature give the Total Amount in Force on December 31st, 1900,
as $9,226,330.

Answer. — The figures given on the page just referred to represent the
“ Net Amount in Force,” — that is, the gross amount less re-insurances. On
page 193 of the Government Report, it will be seen that the “ Policies in force
at date of statement ” amounted to $9,226,350.

3. Why is The Imperial Life's Government Deposit set down on page
CXIV of the last Government Report as “ Par Value $242,200," “ Accepted
vahie $ 229,390 f in the face of the Company' s advertised statement that its deposit
with the Government is $230,000 ?

Answer. — The “ Par Value ” of a security is, of course, different from
its “ Market or real Value.” For example, if a Company had on deposit with
the Government $230,000 of City of Toronto Debentures, running for 20 years,
and carrying interest at the rate of 5 per cent., the minimum price which that
Company could to-day secure these Debentures at in the open market is about
$261,464, and if the same Debentures were offered for sale to-day by that Com-
pany, it would receive for them about $261,464, on account of the correspond-
ing long time which they have to run, and the rate of interest which they carry,
notwithstanding their par or face value amounted to only $230,000. Hence
such a Company would be justified in saying that its deposits with the Govern-
ment amounted to $261,464 and not $230,000.

The “ Accepted Value,” it will be observed, is, in nearly every instance,
less than the “ Par Value,” and is the value placed upon the securities by the
Department. For example, take the $230,000 of Debentures referred to, the
Department would ignore the rate of interest which they carry, and the length
of time for which they are to run, and discount the par value by 10 per cent.,
making their accepted value $207,000, whereas their true value, or the amount
of cash which to-day could easily be obtained for them, is $261,464.

ASSESSMENT INSURANCE

The following interesting facts in regard to assessment insurance are
culled from a pamphlet entitled “The Dilemma of Fraternal Orders,” pub-
lished by the Spectator Company, New York.

1. At the present time there are 68 fraternal orders doing business
which were established over 10 years ago, and which have more than 1,000
certificates in force. Of these 68 orders, 23, or over 33 per cent., showed a
loss in membership during 1900, and 18, or 26 per cent., showed a gain of less
than 1,000.

2.

Progress of three leading orders :

New

Total

Death

Cost to

Year.

Members.

Membership.

Lapses.

per 1,000.

each Member.

American Legion of

Honor.

1883.

11,619

53,032

5,436

8.9

$29.88

1900.

236

11,160

5,397

40.8

87.41

Knights of Honor.

1883.

12,776

128,309

8,566

11.2

$22.51

1900.

3,125

59,932

8,272

28.1

54.31

Royal Arcanum.

1883.

9,126

47,744

1,113

6.9

$20.05

1900.

24,086

210,074

5,651

11.0

32.70

3.

Assets. — At the

end of 1900, 30

of the leading orders, organi;

more than 10 years ago, had insurance in force amounting to $3,399,735,433,
for which they hold assets amounting to $13,029,258, or an average of $3.84
for each $1,000 of insurance. This is plainly a very weak guarantee that the
death claims will be paid, as a very slight decrease in membership would wipe
out this small holding. When it is considered that for every $1,000 of insurance
the regular Canadian life companies hold $222.73 of assets, the financial
instability of the fraternal orders is strikingly shown.

HONOR ROLL FOR AUGUST.

Provincial and District Managers :

1. W. J. Murray, Toronto, Ont.

2. J. S. Wallace, Winnipeg, Manitoba.

3. Dr. D. Lowrey, Toronto, Ontario.

4. A. H. Fair, Halifax, N.S.

5. E. S. Miller, Montreal, Quebec.
District and Special Agents :

1. J. P. W. Bill, Halifax, N.S.

2. J. T. Purdon, Berwick, N.S.

3. J. F. Driscoll, St. John, N.B.

4. J. Cawley, Brockville, Ont.

5. J. E. Bill, Sydney, N.S.

Local Agents :

1. R. W. Day, Nelson, B.C.

2. N. R. Burrows, Bridgetown, N.S.

3. F. I. Davison, Windsor, N.S.

4. D. N. Sinclair, Sarnia, Ont.

5. H. B. Smith, Moncton, N.B.

1.

2.

3.

4.

5.

6.

7.

8.
9.

10.

11.

12.

STANDING OF THE AGENCIES FOR AUGUST.

Halifax, N.S.

St. John, N.B.
Vancouver, B.C.
Montreal, Que.
Central Ontario.
London, Ont.
Head Office.
Toronto “ L.”
Winnipeg, Man.
Ottawa, Ont.
Brockville, Ont.
Toronto “ K.”
Kingston.

13. Belleville, Ont.

14. Sudbury, Ont.

15. Toronto “ R.”

16. Toronto “B.”

Sault Ste. Marie, Ont.
Hamilton, Ont.
Gravenhurst, Ont.
Collingwood, Ont.

17. Brandon, Man.
Calgary, N.W.T.
Toronto “ H.”

18. Durham, Ont.

LOCAL ADVERTISING.

We append a clipping taken from the Leamington News , which Captain
Ed. Winter, our representative there, advises us was inserted without solicita-
tion.

Good Investment. — About a year ago, Captain Ed. Winter, agent for
Imperial Life, insured for $1,000 a young man named Alfred Gendron at Comber.
He was the only support of his mother, an aged person. Gendron died a week
ago Sunday of typhoid, and last Monday Mr. Winter went to Comber and
handed Mrs. Gendron $1,022.20, being the amount of the policy and profits.
Life insurance agents are sometimes looked on as a nuisance. In this case Mr.
Winter turned out to be a practical philanthropist, and his company are to be
commended for their prompt payment. Well done, Imperial Life. We have
known some American associations a little slow in paying death claims.

Imperial representatives should embrace every opportunity to have their
Company brought to the attention of the public by means of reading notices,
locals, &c. Have you tried it?

Mr. W. A. McCallum, our newly appointed District Agent at Port
Arthur, is trying it, with what result we shall be glad to hear.

RESERVES.

On page XCIII. of the 1900 Government Report on Life Insurance it is
shown that the Imperial Life is the only company which has the whole of its
business upon a 3£ per cent, reserve basis and at the same time has no impair-
ment of its capital.

The question has frequently been asked what is the difference between a
3^ per cent, reserve and a 4 per cent, reserve, and between a 3^ per cent,
reserve and a \\ per cent, reserve. Take the case of 5 policies all issued at
age 25, on the whole life plan for $10,000 each, and assume that the first has
been one year in force, the second has been three years in force, the third has
been five years in force, the fourth has been seven years in force, and the fifth
ten years in force.

The reserves according to the two standards would be :

% °f 4%

3)4% 4% Difference reserve

1st 1 year in force $ 91.70 $ 82.80 $ 8.90 10.8

2nd 3 “ “ 283.50 256.80 26.70 10.4

3rd 5 “ “ 481.90 437.60 44.30 10.1

4th 7 “ “ 687.50 626.00 61.50 9.8

5th 10 “ “ 1,016.80 930.30 86.50 9.3

Total $2,561.40 $2,333.50 $227.90 9.7

Thus it will be seen that a 3£ per cent, reserve on the average is 9.7 per
cent, more conservative a reserve than a 4 per cent, reserve ; in other words, a
company reserving on a 3-| per cent, standard is putting aside to the credit of its
policies a considerably larger proportion of each annual premium it receives
than is a company which is reserving on only a 4 per cent, standard.

Take again the case of the same five policies and compare the reserves
under them on a 3£ per cent, standard and a 4£ per cent, standard.

% of 4)4%

3)4% 4)4% Difference reserve

1st 1 year in force $ 91.70 $ 74.80 $ 16.90 22.6

2nd 3 “ “ 283.50 233.00 50.50 21.7

3rd 5 “ “ 481.90 398.10 83.80 21.5

4th 7 “ “ 687.50 570.80 116.70 20.4

5th 10 “ “ 1,016.80 851.90 164.90 19.4

Total $2,561.40 $2,128.60 432.80 20.3

It will be observed that the Company maintaining the 3-| per cent, reserve
on these policies places to the credit of policy reserves a greater sum on the
average by 20.3 per cent, than the company maintaining only a 4^- per
cent, reserve.

These figures will serve to illustrate the difference between the reserve
standards commonly used in Canada. Although all companies have to maintain
reserves on their new business since January , igoo , on a 3f per cent, standard,
nearly all the companies are still reserving their old business, which forms the
greater proportion of the whole, on a 4 per cent, or 4^ per cent, basis.
While the difference between a 3^ per cent, and a 4 per cent, reserve on the
policies referred to is 9.7 per cent, of the 4 per cent, reserve ; and the difference
in respect of the same policy between a 3£ per cent, reserve and a 4^ per cent,
reserve is 20.3 per cent, of the 4-J per cent, reserve, yet in some other classes of
policies the difference is not so great. Speaking however, generally, it may be
stated that on the average to find what a 4 per cent, valuation would amount to
if placed on a 3^ per cent, basis, it would be necessary to add to the 4 per cent,
valuation 7 per cent. ; thus if the reserves of a company amounted to say $5,000,-
000, and they were on a 4 percent, basis, it would be necessary to add 7 per cent,
of the amount or $350,000 to bring these reserves up to a 3£ per cent, standard.
Again, if the same company’s reserves were on a 4^ per cent, standard, it would
take 14 per cent, of the $5,000,000 or $700,000 to place the reserves on a 3J
per cent, standard. It will therefore be observed that changing from a 4 per
cent, or 4^ per cent, standard of reserves to a 3 \ per cent, standard requires a
considerable amount of money, and the question arises, where is this to come
from ? There is only one fund, and that is the surplus fund, or the fund from
which profits are paid to policy-holders, and as every company by virtue of the
recent amendment to the Insurance Act, is compelled to place the whole of its
business upon a 3-| per cent, basis during the next few years, it must be appar-
ent to all that those companies whose reserves are upon a per cent, or 4 per
cent, basis cannot expect to do so well for policy-holders by way of profits as
can those companies who have already successfully placed all their business
upon a 3f per cent, basis. In the case of several of our old companies, it will
be found that if they were to place the whole of their business to-day upon a 3 J
per cent, reserve standard, they would not have a dollar of surplus or a dollar
of profits to pay policy-holders.

These statements are not made with a view of disparaging our competi-
tors, but simply to show the unique position the Imperial is in, both in regard
to security to policy-holders — for the greater the reserve fund the greater is
policy-holders’ security — and also in regard to ability in the future to accumu-
late surplus, seeing that the Imperial’s reserves are all on a 3J per cent,
standard, and that it has no need to draw upon surplus funds as have those
companies whose reserves are on only a 4 per cent, or 4f per cent, standard.

INTEREST.

The Insurance and Finance Chronicle , Montreal, September 13th, 1901,
contains a table giving the rate of interest earned in 1900 by the life insurance
companies in Canada.

The average rate earned by

BritisliCompanies 4.03 per cent.

United States Companies 4.31 “ “

Canadian Companies 4.56 “ “

The Imperial Life... 4.57 “ “

No less than 15 of the life insurance companies reported, earned a lower
interest rate than did the Imperial Life.

One of the main elements in surplus earnings is the interest earned on
the reserve fund over and above that which it is supposed to earn. Take the
case of two companies earning 4^ per cent, on their funds, one company (A)
maintaining its reserves on a 3^ basis and the other company (B) maintaining
its reserves on a 4£ per cent, basis, and assume that the reserve fund of each
company amounts to $5,000,000. Company A, being on a per cent,
standard, has to have its reserve invested to yield at least 3£ per cent, but the
fact is that it has its reserve invested to yield 4^ per cent., or 1 per cent, more
than the calculated rate. The extra 1 per cent., or $50,000, is profit, and is one
of the elements which go to make surplus. Company B on the other hand,
having its reserves on a 4-J per cent, standard, has to have them invested to
yield at least 4! per cent. , which is just exactly the rate earned by it on its
investments, and consequently all the interest earnings of the company are
required to maintain the reserve fund. From the foregoing it will be seen that the
greater the difference between the rate of interest earned and the interest rate
at which the reserves are calculated, the greater will be the margin of interest
earnings available for surplus to policy-holders, and a company maintaining a
reserve upon a 3^ per cent, standard, compared with a company earning the same
average rate of interest on its invested funds but which maintains its reserves
on a 4 per cent, or 4-J per cent, standard, is in a vastly superior position to
earn profits for policy-holders.

MANUALS.

It will greatly oblige if those agents who have received manuals but not
returned a receipt for same, will do so at their earliest convenience. We will
also be obliged if they will return to us all old manuals in their possession, as
the values contained therein are obsolete. Prompt attention to these matters
will greatly facilitate the Head Office work in this connection, and do away
with the necessity of a personal request being made.

TERMINATIONS, &c.

On page XVII of the last Government Report on Insurance will be found
a table setting forth the terminations per each $1,000 of current risk. It is
believed that the business of Canadian life insurance companies in Canada is
better selected from an agent’s and medical examiner’s standpoint than the busi-
ness secured here by United States companies, and this is borne out by the
following figures, which show for each $1,000,000 at risk, the insurances termi-
nated naturally, that is, by death, maturity or expiry for the years 1896 to
1900.

Canadian British United States

Year Companies Companies Companies

1896 $13,160 $23,850 $26,970

1897 14,970 19,730 28,140

1898 13,470 21,440 26,030

1899 13,740 21,760 28,090

1900 13,800 23,460 25,690

It will be observed that the United States companies experienced almost
twice as heavy a termination rate as did the Canadian companies. It may be
stated by some that this is mainly due to the large number of Endowment poli-
cies maturing and term risks expiring, but on investigation it has been found
that the Canadian death rate of the United States companies is materially higher
than that of purely Canadian companies. For example, last year, 1900, the
death rate of Canadian companies was 8.72 per 1,000, while that of United
States companies in Canada was 11.47 per 1,000, or 32 per cent, greater.

Inasmuch as a favorable mortality materially aids the surplus earnings of a life
insurance company, it will be at once evident that our Canadian companies are
in a superior position to do better for their policy-holders in this connection than
are United States companies.

Again, take the policies terminated by surrender and lapse. The Gov-
ernment Report of 1900, page XVII., gives the amount terminated thus for
each $1,000 of iusurance at risk, and increasing these figures to determine
the amount for each $1,000,000 at risk we have :

Canadian United States

Year Companies Companies

1896 $74,530 $107,520

1897 70,460 99,100

1898 ; 63,580 81,140

1899 64,940 88,430

1900 59,290 96,200

It will be observed that in 1900 the United States companies experienced
a lapse and surrender rate 60 per cent, greater than that of the Canadian com-
panies.

The conclusions to be drawn from these figures are :

1. That Canadians generally appreciate the policies held by them in
their own native companies more thoroughly than they do those held by them
in United States companies.

2. That the business generally as secured by Canadian companies is
more permanent than, and of a superior character to that obtained by United
States companies.

ASSESSMENT LIFE INSURANCE IN 1900.

On page XXV. of the 1900 Government Report of Insurance there
appears the following statement :

“The business of life insurance upon the assessment plan has been
transacted by five companies .... The total amount of policies taken
in Canada during the year 1900 was $12,909,800 .... and the net

amount in force at the end of the year was $128,034,000, which is less than the
amount in force at the end of 1899 by $1,771,877.”

On page CVI. of the same report we find that these five institutions
spent $585,276.34 in general expenses during the year 1900. This is a most
astounding showing, and is abundant evidence that assessment insurance in
Canada is rapidly passing away — $585,276.00 expended — no gain made, but a
loss in business of $1,771,877.

Perhaps the one great regret is that those who have been insured, and
are now insured in these societies will not, on account of impaired health and
old age, be able to secure life insurance in a substantial company. Those who
are in good health, and have not become too old, should not hesitate to make
the break.

AGENTS* PHOTOGRAPH.

The photograph taken of the agents who attended the Convention is now
ready. It has turned out extremely satisfactory, and every Imperial representa-
tive should have a copy in his possession. We have arranged with the photo-
grapher to supply our agents at the rate of $1.15 per copy, and if those desiring
one will forward a remittance to the Secretary, the matter will have immediate
attention.

A NEW PAMPHLET.

The Company is issuing a new pamphlet entitled “A Few Facts,” which
points out concisely the main reasons of the Imperial’s unparalleled success,
and sets forth some facts which are of interest to every intending insurer. The
unique position occupied by the Imperial is forcibly shown, and every Imperial-
ite should have a supply of the circular for distribution. Your District Manager
or the Head Office will be pleased to forward you a supply upon request.

$500,000 FOR OCTOBER.

o

o

-U

3>

2

-<

o

o

SB

D>

GO

GO

d

ZJO

o

o

o

2

T]

O

m

2

H

>

NOTES.

Mr. W. J. Murray has finally come out on top and heads the Provin-
cial and District Managers for August. Mr. Murray has only been with the
Imperial for a short time, and he is to be congratulated upon his success.

Nova Scotia Agency seems to have “cornered ” the Honor Roll. Six
places out of fifteen is pretty good for Manager Fair.

Mr. R. W. Day, of Nelson, did a splendid business during August and
has rightly earned first place. His favorite amount for an application is $10,000,
and he secures quite a few of them too.

LAST QUARTER OF 1901, $1,500,000.

Agents’ News

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 14

THE OUTLOOK.

We are within close sight of December 31st — the final day of reckoning for
the year 1901 — and naturally therefore we begin to estimate what the results of
the first year of the new century shall be.

We aimed high, viz., $4,000,000, and the great question now is,
shall we attain thereto. The first eight months of the year yielded us mag-
nificent business — each month showing a substantial increase over the corre-
sponding month of 1900. The last two months’ operations, for some unaccount-
able cause, have not been as satisfactory as we would have desired ; the new
business, regrettably to say, in both months falling behind that for Sep-
tember and October, 1900. The net result therefore for 1901, at this writing, is
a slight increase over the total business written up to the close of October, 1900.
The increase is so slight that we hesitate to say whether it justifies the hope of
our being able to reach the coveted $4,000,000. Much, however, depends upon
November and December results — and so long as we have a chance, let us not
despair, but go into the race with the determination to do our very best.

Let us briefly consider the conditions which we find at hand, and from
them endeavor to ascertain if there is any reason why November and December
should not yield The Imperial the largest volume of new business which any two
months have yet secured to us.

1. In no period of the history of Canada has general prosperity abounded
as at the present time.

2. There are more important works under way, more men employed,
and higher wages paid now than there ever were before.

3. The harvest has uniformly been abundant, and prices of grain, cattle
and other farm products are ruling as high as farmers could possibly expect.

4. Our imports, and especially our exports are increasing to such an
extent as to indicate that our country is destined to be famous, not only for its
grain and cattle products, but also as one of the greatest trading countries of
the world.

5. There is a confidence in our banks, loaning and other financial institu-
tions, as well as in the general finance of the Dominion, which is perhaps
unparalleled.

6. Labor and capital are working together in peace and harmony —
there are no labor troubles, no strikes, and the workingman is .getting in his
salary a fair share of the profits of the business which he is helping to make
successful ; while the proprietors are conducting profitable and increasing enter-
prises.

In a word, everything is favorable in every section of our broad Domin-
ion for a magnificent two months’ campaign, and when this is the case, and
Imperial representatives have the best life insurance company to represent, and
have had placed in their hands the very best tools which it is possible to produce,
is there any reason why success should not be ours?

No reason can be given why it should not be, and we know at the Head
Office that it shall be ours. All we ask is that each Imperialite co-operate with
us, day in and day out until 31st of December — letting no obstacle block his
efforts, but giving to our work his very best efforts, his very best thoughts.

A COMPARISON.

How many men there are who reject the small things because they feel
that only the large are sufficient for their needs ; who shrug their shoulders
when urged to take a $1,000 policy of insurance, because even $20,000 would
hardly be sufficient, and they can’t afford that. There are many such, but there
are more who prefer to wait awhile ; who don’t want to be bothered by taking
out a driblet every little while, but will wait until they can do the whole thing
up at once.

Sometimes these men die before they are in a position to carry out their
plans. More often they find when they are in a position to carry them out that
physical conditions have made it impossible. And always the man who lives
and insures pays the price of delay by larger premiums or less insurance.

There were once two men — one who believed in building up his insurance
little by little, as he could afford to pay for it ; the other determined to wait until
he could buy all he needed in a single policy.

The first took

$2,500 at

age 25 ; cost per year -

-

-

- $53.25

2,500

“ 30; “ “ -

-

-

- 60.65

2,500

“ 35; “ “ -

-

-

- 69.90

2,500

“ 40; “ “

-

-

- 81.50

Total $10,000

“ .

-

-

$265.30

The second took $10,000 at age 40; cost $326.00 per year.

The first man has been insured for 15 years in a constantly increasing
insurance. He escaped the risk the second man ran of being rejected as an
uninsurable risk. His policies at age 40 have large loan, cash and paid-up values,
and his yearly premium from age 40 will be $60.70 less than the second man —
sufficient to purchase over $1,860 of additional insurance.

USING THE NAMES OF PATRONS.

In everything of this sort which is intended to influence the prospect by
stating to him what other persons have done, it must be remembered that
nobody likes to stand in the position of doing a thing just because others have
done it before him. We are all following the bell-wether, but none of us like
to confess it, even to ourselves.

The agent should study ways of presenting the names of his patrons or
the names of men who are insured in his company. It will be greatly to his
advantage if he can memorize and quote something which these men have said
about the company or as to what influenced them to insure. Such verbal quota-
tions will be found, ordinarily, to be better even than signed letters of commen-
dation, and certainly far better than a mere printed or copied list of names.

WALTER E. H. MASSEY.

Just as this issue goes to press, Mr. Massey’s death is announced. The
following reference to Mr. Massey, as contained in the Toronto World , gives
briefly some idea of his character.

A MODEL LIFE.

“Walter Massey was a young man of useful life. He was boyish in
appearance and way ; simple in attitude ; inspired with a high sense of duty
owed to those about him. He was working at something all the time, and with
a good end always in view. Only thirty-seven years of age he had spent at
least twelve of them in a strenuous effort to discharge the many duties he con-
ceived went with the privileges which his wealth, his position, his business, gave
him. He was of the rare and useful lot who find the wages that make the
wheels go round. But besides this he was an earnest Christian, a philanthropist,
a worker for the public good, a grower of two blades where only one was wont
to spring. He desired to see our farmers better farmers ; he strove to improve
the public health ; he lent a ready hand in many business propositions. If he
had a large income he spent it all in a public way rather than in any personal
direction. He wished to have all the concerns with which he was identified
model concerns, and to have his life a model life. This latter was his supreme
motive and this he achieved. He lived a model life, and all his fellow citizens
will accord him that chiefest honor.”

Mr. Massey was a firm believer in life insurance. The amount he carried
ran into the hundred thousands. He selected The Imperial as a company in
which to insure his life to the extent of $25,000. Of course a considerable part
of this was re-insured and the Imperial’s net loss will only be between $8,000
and $9,000.

Mr. Massey’s brother, Mr. Chester D. Massey, treasurer of The Massey-
Harris Company, is an honored Director of The Imperial Life.

25 PAYHENT LIFE— DIVIDEND PERIOD 20 YEARS.

The above form of policy has not often been written, but is bound to be
popular in future. It has the following amongst other features to commend it.

1. Premiums are comparatively low, running from $24.45 per $1000 at
age 20, to $33.85 at age 36. It is mid-way between the 20 Payment Life pre-
mium and the Whole Life premium.

2. The guarantee at the end of 20 years runs from $379.00 at age 20
to $505.00 at age 36.

3. The paid-up surrender values are proportional to the number of pre-
miums paid. Thus, after 3 years, the paid-up policy equals 3-25 or $120.00 ;
after 5 years the paid-up policy equals 5-25 or $200, etc.

4. The “ Total Cash Value ” (partly estimated) at the end of 20 years
runs from $582.00 at age 20 to $766.00 at age 36 — in all cases a substantial
increase over all premiums paid in, and 20 years insurance free.

5. The estimated paid-up policy purchased by the “ Total Cash Value ”
at end of 20 years, runs from $1,220.00 at age 20 to $1,211.00 at age 36. This,
if realized, not only makes the policy paid-up after 20 years, but paid-up for an
increase of over 20 per cent, over and above the original face value — notwith-
standing that only a 25 Payment Life premium has been paid.

For persons between the age of 20 and 36, this is a most admirable form
of contract ; and will be a seller if taken hold of in a strong and aggressive
manner by Imperial Life agents.

LOCAL ADVERTISING.

We have received a very interesting communication from Mr. W. A.
McCallum, District Agent at Port Arthur, from which the following extract is
taken : —

“ In reference to that mode of advertising- it is too soon for me to speak of any
results in the Imperial, yet when representing another company I found this to be
profitable advertising. While I do not expect unsolicited applications as a result, yet,
on one occasion, a $3,000 application with a $140 cash premium came to me in that way.
This was an exceptional case. I have been benefited in various other ways, some of
which are as follows : —

“1. Enquiries have been made as to rates and plans from the most unexpected
persons. Could any agent ask more ?

“2. Business secured in that way is the kind that is not allowed to lapse if it can
be avoided.

“ 3. It has sometimes kept rival agents from closing business until the prospec-
tive applicants have interviewed me, and our examining physician usually did the rest.

“4. It helps to preclude the remark so often made, and so humiliating to an
agent, ‘ I never heard of the Co.’

“5. By seeing the Company’s name appear frequently in print (by a judicious
and careful wording of the notices), a confidence is established in the minds of the
general public in the stability and up-to-dateness of the Company, which personal can-
vass often fails to do. This makes business easier closed.

“6. On one occasion when an inspector of a rival company was doing some
very vigorous canvassing with the general agent here, I thought it advisable to use a
little extra printer’s ink, with the result that, in a short time, the said inspector finally
lost his temper altogether, and admitted to a prospective applicant that he felt sure
that my locals in the paper had prevented him closing a lot of business. It is some-
times good work to even prevent the other fellow getting it, if it is honestly done.”

Every insurance representative who has tried local advertising will
endorse Mr. McCallum’s remarks. It is money well spent, and during Novem-
ber and December we hope that Imperial Life agents will utilize the printer’s
ink frequently and effectually. 2

The Company is running through the Toronto daily papers some first-
class reading notices, which might well be reproduced with the addition of the
agent’s name thereto.

HONOR ROLL FOR SEPTEMBER.

Provincial and District Managers :

1. Geo. R. Hamilton, London, Ont.

2. W. J. Murray, Toronto, Ont.

3. A. McN. Shaw, St. John, N.B.

4. Dr. D. Lowrey, Toronto, Ont.

5. J. S. Wallace, Winnipeg, Manitoba.

District and Special Agents :

1. John Cawley, Brockville, Ont.

2. J. H. Macabe, Hamilton, Ont.

3. F. G. Hearne, Toronto, Ont.

4. J. F. Driscoll, St. John, N.B.

5. H. T. Northgrave, Arthur, Ont.

Local Agents :

1. R. W. Day, Nelson, B.C.

2. A. S. Hood, Truro, N.S.

3. J. B. Vantour, Campbellton, N.B.

4. J. F. Hewitson, Port Arthur, Ont.

STANDING OF THE

AGENCIES FOR SEPTEMBER.

London, Ont.

10.

Hamilton, Ont.

Montreal, Que.

Toronto “ H.”

St. John, N.B.

11.

Arthur, Ont.

Vancouver, B.C.

12.

Toronto “ K.”

Halifax, N.S.

13.

Toronto “ B.”

Head Office.

14.

Kingston, Ont.

Central Ontario

Brantford, Ont.

Toronto “ L.”

15.

Durham, Ont.

Brockville, Ont.

16.

Collingwood, Ont.

Winnipeg, Man.

Sault Ste. Marie, Ont.

Ottawa, Ont.

Sudbury, Ont.

Port Arthur, Ont.

KEEP LOOKIN’ STRAIGHT AHEAD.

There’s a misty sort of pleasure
In a quiet backward glance
To the half-forgotten sorrows
Of the seasons that are sped,

But the world’s a-movin’ forward,

And your solitary chance
To acquire the things you’re after
Is in lookin’ straight ahead.

Don’t give up to sombre dreamin’

While the years are flyin’ fast ;

Better far by stern ambition
To be tyrannously led
Than to sit a-holdin’ inquests
On the failures of the past ;

Keep a-plannin’, then, and diggin’

And a-lookin’ straight ahead.

Half the melancholy persons
Who are sighin’ by the way
Would be findin’ life a pleasure
And a benefit instead,

If they'd give their whole attention
To the work in hand to-day —
fust a-diggiri and a-plannin ’

And a-lookin ’ straight ahead.

— Philadelphia Home Advocate.

AGENT’S REPORT.

It has been decided to discontinue the use of the Agent's Report (Form
3). This report is merely an extension of the declaration which the agent
makes when signing the application. Whenever an agent has any particular
facts to set forth in connection with an application, let it be embodied in form
144, or in a separate communication.

EXPENSES IN LIFE INSURANCE.

Attention has recently been directed to most unfair comparisons made by
agents of rival institutions in respect of the Company’s expense rate. A favorite,
but exceedingly unfair method is to compare the total expenses with the total
premium income . This is unfair and quite meaningless, inasmuch as an old

company’s premium income is made up chiefly of renewal premiums, in respect
of which there is either no renewal commission payable or but a comparatively
low percentage.

Bourne’s Insurance Directory, 1900 and 1901, has the following adapted
illustration.

“ It is very important in judging- of the expenses of an office to distinguish between
the greater cost per cent, of New Business and the smaller cost per cent, of Renewals. This
may be seen by an analogy.

“ If A give a cheque for $28 and obtain 20 gold dollars and 80 10 cent pieces, he pays
28 cents for each one of his 100 coins ; while if B gives a cheque for $19 and obtain 10 gold
dollars and 90 10 cent pieces, he gets 100 coins at an average cost of 19 cents ; but it would
not be a fair comparison to say that A paid a higher price for his coin than B. Now the ex-
pense ratio calculated on the Total Premiums is useful in many ways, but it is precisely equi-
valent to reckoning the average cost of the 100 coins of A and B without noticing whether
they were gold dollars or 10 cent pieces.

“ It is then necessary to sort the coins to obtain the appropriate expense ratios on
Renewals and New Premiums.”

A well recognized and partly reliable method is, that whereby, after allow-
ing expenses up to 10 per cent, to cover the Head Office and Agency charges
for treating and collecting with the renewal premiums, the whole of the balance
of the expense account is made a charge upon the first year’s premiums.

We find that taking the twelve representative Canadian companies, only
four obtained their new business at a lower cost than did the Imperial Life — and
that the cost to the other eight companies, some of which are 20 and 30 years
old, and should be able to have a lower expense rate than a company of the age
of the Imperial, was much in excess of the cost to the Imperial.

The aim of the management is to excel in the proper and economical
conduct of the Company’s business in order that policy-holders’ interests may be
best served.

KNOW WHAT YOU WANT AND GO STRAIGHT AFTER IT.

An agent should be built on the rifle plan, and not on the old-fashioned
“ spreading” shot-gun plan.

Directness is the most valuable element in all work .

The trouble with a large number of men in this world of ours is that they
never really know what they want, and consequently never do any actually hard,
earnest, persistent work, toward a definite end.

In no business in this indecision more certainly fatal than in soliciting
insurance. The agent who is all the time uncertain as to whether he wishes to
continue in the business or not , has already written “ failure ” for his goal.

So it is also in the soliciting itself. Know what you want. Let there be
no doubt in your own mind that you want this man to insure here and now, and
that you will be content with nothing less than that.

Do not be easily satisfied or mollified. Strive and energize for what you
know you want. All men respect the man who is direct and determined.

Of course this directness does not imply that you should say in so many
words that you are after the commission. That will be understood. But you |
may say that you are after the business. That will not be misunderstood.

s I

.

riORE “ CHAINS !”

(From the Equitable News.)

“ Noticing- that recent numbers of the News contain several interesting
accounts of chains of policies, I send one of my experiences, although I do not
expect to take the cake, being merely a Crum.

“ In 1890 I wrote a policy for $5,000 on the life of Mr. Abraham Boehm,
of New York city. This policy was the first one I ever wrote for the Society.
Mr. Boehm noticed my greenness and said, ‘ I see you are a beginner.’ When I
left home to shift for myself my father said, ‘Abe, all I can give you as a starter
is this motto, ‘ A bashful pig never grows fat ! Remember it.’

“ In my turn I remembered the motto, and applied it to Mr. Boehm’s
family, but nothing resulted until 1895, when I placed another policy for a
similar amount on his life, and again in 1896 he took out $7,000 more. In the
same year his son took a policy for $5,000. In 1898 his nephews took out three
policies, two for $5,000 and one for $2,500, and his business partner took out a
policy for $10,000.

“ In 1899 I wrote his brother for $5,000, and in 1900 wrote another
brother for the same amount. This year, 1901, I have placed two more policies
for $5,000 each on Mr. Boehm’s own life.

“ As you will notice, it has taken over ten years to place all these policies,
but I think it shows that where business is properly written other results are very
likely to come, and it seems to illustrate very clearly the value of having a
clientele who believe in you.” G. L. Crum.

PREniUM NOTES.

We are anxious that our Cash Premium Income for 1901 shall compare
favorably with that of other years. On this account we would ask that all notes
for premiums be taken so as to mature about December 20th, so that the pre-
mium may be reported in cash to the Head Office before the end of the year.
If each representative will keep this in mind, he- will materially help our 1901
Cash Premium Record.

TIME IS MONEY.

It would seem that nobody in all the world ought better to know or more
constantly to act upon the proposition that time is money, than the life insurance
agent, for he is continually seeking to get men to protect a value which con-
sists of “after-lifetime.” He is insuring “time” and expressing its value in
dollars, and ought to have the lesson brought home to him by his own argu-
ments that to waste time is to waste money.

Still among life insurance solicitors there are, at least, as many time-
wasters as in other professions or occupations ; and some competent judges
estimate that the proportion of time wasted by them is larger than in most
occupations.

What is the reason of this ? For, of course, it has a cause.

Mr. Geo. R. Hamilton has secured the coveted position of leader of the
Provincial and District Managers. His agency also leads for the month. A
large amount of Mr. Hamilton’s time is taken up with organizing his agency,
and the fact that he holds these two first places speaks volumes for his perse-
verance.

Mr. R. W. Day again heads the locals, and it looks as if they would
have pretty hard work in ousting him from that position. Mr. Day knows
where the business is and how to get it.

Messrs. W. J. Murray and John Cawley are two steady workers.
Their names have appeared on the Honor Roll every month.

Messrs. Hearne, Hood and Hewitson make their first appearance on
the Roll this month. Messrs. Hearne and Hewitson are two recent additions to
our field staff, and are making a decided success of their work.

Measure yourself with your equals, and learn from frequent competition
the place which nature has allotted to you ; make of it no mean battle, but
strive hard. — Sydney Smith .

Discontent is the want of self-reliance; it is the infirmity of will. — Emerson .

There is no place in this century for the lazy man. He will be pushed to
the wall. — Success.

The wide-awake, up-to-date business-getter plans with boldness, acts upon
his plans with energy and dispatch, and does not let anything shake his confi-
dence in the possibility of doing what he has determined to accomplish.

A life without a purpose is a languid, drifting thing. Every day we ought
to renew our purpose, saying to ourselves: “This day let us make a good
sound beginning, for what we have hitherto done is naught.” — Thomas A. Kempis.

When a prospective applicant does not seem to be impressed with the
reasons you give him for taking out insurance, it is sometimes a good plan to
get him to give you his so-called reasons for not insuring. Nine times out of
ten you will be able to show him that what he thought was a reason for not
insuring is but an added reason why he should carry insurance.

vN\PERIAt
A AGENTS’ NEWS ^

Vol. 2 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 15

THE FINAL EFFORT.

A long pull , a strong pull , and a pull altogether \ and our aim will be accomplished .

The passing of November brings forcibly before us the fact that we only have
31 days left in which to “ round up” our prospects for 1901. We are entering on
the last month of 1901, closing our business for the first year of the new century.

The December canvass depends, in a very large degree, on the work of the
previous eleven months. It is the culminating point of our efforts, and our December
success will be measured bv our representation of the Imperial during the past year.

Let us consider whi. t the outlook is for the closing month of 1901 to be unqualified
success. Each representative will have a long list of prospects that he has been care-
fully educating for the Imperial during the past eleven months ; in his memo book
he will have a large number of promises “to consider the matter before the end of
the year and in his mind’s eye he will have many people who, although not yet
approached, should be open for negotiations.

Now let us examine what we have to present to these people. We have a Com-
pany that makes policy holders’ security the paramount consideration, and that offers
unexcelled security to prospective applicants ; we have a most complete set of plans
of insurance, amongst which will be found policies to suit people in every position in
ife ; the Imperial’s policy contract is one of the most liberal issued consistent with
safety and equity, and to cap all this, its record — the greatest guarantee of the future
— has been unequalled in Canadian life insurance.

In the face of the above, is there any reason why each Imperial representative
should not be able to “roll in” the applications during December? All that it
needs is hard, persevering work ; but we know from past experience that every mem
ber of our agency staff is a worker. We ask, therefore, that you throw yourself right
into the campaign, working night and day, bringing to bear all your energies, and
giving to your prospective applicants such an intelligent presentation of the Imperial
Life and its policies, that success cannot fail to crown your efforts.

NOT THE IMPERIAL LIFE.

Recently, in the daily press, there appeared a notice of the amalgamation of
The Imperial Life Insurance Company, of London, England, with some other Brit-
ish Life Insurance Company. The similarity in the name, and the fact that the
newspapers did not explicitly state that all the Companies involved were of English
origin, has occasioned a few enquiries from the uninformed as to whether it was The
Imperial Life of Canada.

The last opportunity for 1901.

A PROMISING OUTLOOK.

The letters received in reply to our 2nd Vice President’s communication of
November 6th last, show that our representatives in nearly every part of the Dominion
take a most optimistic view of the result of our November and December business.
We append a few extracts from letters received : —

“ I will do my very best to comply with your request. I have $4,000 of the
amount in hand that you will receive at the Head Office in a few days. I would be
pleased if I could send you the whole amount this month, and will work to that
end.” — J L. Mowat , St. Thomas , Ont.

“I have your letter of November 6th, and hasten to reply. There can be no
possible reason why the million mark cannot be reached for November and Decem-
ber, and as for my share you can put me down for $25,000 for those two months. ?!
This is $10,000 more than you ask for, and if every man along the line does equally, ,
more than your forecast will be realized.” — H R. Gray , Montreal , Que.

“ Your favor to hand, and in reply would say that I will do what I can to secure
all the business possible during November and December.” — D. F. McKinley, Ridge- \
town , Ont.

" Present indications would, I think, justify me in saying that I will be able to
send you this amount before the close of the year. It may be that I will not be able
to close the half this month, but I think I can count on the whole by the end of
December.” — C. T. Sutherland, Meaford, Ont.

“ My attention has been given largely to land business, but I am responding to
your call, and will do all I can during November and December.”— D. Honeywell,:

Carman, Man.

“I have just written Mr. Wallace, promising him $ic,ooo in November and
December. $4,000 of this is already secured. Mr. Wallace intends spending a few
days with me this week and I believe we can secure the balance of the $10,000 this
month.” — H. V. Fieldhouse , Neepawa, Man.

“ I think you can safely count on us producing the $60,000 for November and
December.” — George R. Hamilton, London, Ont.

“ I feel by no means blue over the prospect of writing the amount you suggest
in your letter ($20,000). Already this month we have completed $6,000 of first-class
risks, with good prospects ahead (or an equal amount during the balance of the
month.” — A. S. Wickware, Smith's Falls, Ont.

** You can depend upon my hearty co-operation in this movement, and I think
you will not be disappointed in obtaining $100,000 from this branch by the end of
the year S. Wallace, Winnipeg, Man.

“ I beg to say that I am doing my level best, and will give you all in my power.”

— J . Cawley, Brockville , Ont.

“ I expect to be able to send you above $20,000 for the months of November
and December.” — J. L. Mancini, Montreal, One

II

“ I have enough prospects to accomplish *hat you ask myself, and will do my
best until December 31st.” — J. B. Cooke, Kingston, Ont.

“ I have some very good prospects, and expect to put up some good business.”
—A. McN Shaw , 5/. John, N. B.

“ I will be able to send you at least $10,000 this month.” — D. F, Fisher , Colling-
wood , Ont.

“ The thing is to do the best we can, and ‘ with a long pull, and a strong pull,
and a pull altogether,’ get the desired amount before December 31st.” — E . S. Miller ,
Montreal , Que.

“ I feel safe in saying that the amount which you have set down for our agency,
may be relied upon, and every possible effort will be put forth to get beyond that
figure as far as possible.” — J. IV. W Stewart, Vancouver , B. C.

“ I have my coat off now, and it looks as though I shall also have to roll up my
sleeves to come come out ahead.” — IV. A. McCallum , Port Arthur, Ont.

)■ ' - ' . ■ . . - . ;

“ DO YOUR BEST.’

The great majority of the men who fail in what they undertake do not fail be-
cause they lack ability but because they are not thorough* energetic and earnest
I enough to use the ability they possess. The man who^ does his very best is true to
himself and widely useful to the world.

PLAIN HINTS.

The following remarks are taken from a pamphlet entitled, “Plain Hints,” by
Mr. C. W. Picked

Get Acquainted by Getting Introductions from a Mutual Friend ,
or the Medical Examiner.

If no Examiner has yet been appointed, that should be attended to first of all.
Examiners are appointed from the Head Office. Suggestions from the agent are,
however, appropriate and welcome. Therefore, it will be in order for you to offer the
names of two or three regular physicians of good standing in the community. If you
do this, it is more than likely that a selection will be made from among the names
offered by you. A good examiner, acquainted with the merits of the Company, and
not afraid to mention them on proper occasions, will often be worth more to you than
a local helper.

Don’t use cards nor make your business known at the time of the introduction
if you can help it.

Avoid talking about your business in a noisy, boisterous way before crowds.

Consult the examiner, pick out a fey men and talk only with them.

You will waste your efforts if you go about handing your card to this one and
that one, thinking to run across a prospect.

Don’t try to get acquainted with everyone in town on your first visit there It
might pay you to postpone visiting a town never-before-canvassed, until you could get
the right kind of an introduction to the right kind of an examiner, or an influential
citizen of the place.

“ LAY YOUR BRICK*

Toronto’s new Million Dollar Hotel is in course of erection just across from the
Head Office, and the methodical way in which the army of men work together,
night and day , is very noticeable.

But suppose some man failed to do his part of the work at the right time; sup-
pose he “let up” for a short time, and a small part of his work was overlooked ? He
might consider it a very small matter, but it might be the means of bringing disaster
to the structure.

There is a great lesson in this for Imperialites. “The amount we are aiming
at” for 1901 is the building; you and we are the workers. If one representative or
one officer fail to do his part — no matter how small a part it is — it may be the cause
of our failure. In the same way that the architect is relyir g upon each worker to do
his part in the new building, so does the Imperial Life rely upon you to “lay your
brick” in our 1901 record. If no Imperial Life representative fail in the working out
of the details, we will have the best, most substantial, and most gratifying record
that we have ever been able to lay before our thousands of policy holders and your
numerous prospective applicants, who cannot but be attracted and influenced by it.
“ Lay Your Brick.'1 , - >

A gentleman, who has been closely in touch with insurance for some years, in
speaking recently of the future profit earning power of the Imperial Life said : —

“ 1 he conditions are all favorable: it is as near a certainty as a p?‘obability can be.1'

ANOTHER ASSESSMENT FAILURE.

“ One more unfortunate” of the assessment class has collapsed this month.
The “American Legion of Honor” has joined the majority, it has gone where policy-
holders cease from troubling and the weary officers are at rest. In 1890 it had
62,574 members. From that date there has been a rapid decline, a sort of “galloping
consumption ” by lapses and absence of new members. At closing up its members
numbered 8,618, the loss since 1890 having been 53,956. In ten years there were
69.200 lapses ; these took all the new members numbering 37,700 and thousands of
old ones. Members older than 50 years have had to pay $24.00 per month on a
$5,000 policy, and are liable to be called on for double this sum. — The Chronicle,
Montreal.

“The world has neither time nor place for the grumbling worrying man, but it
loves to listen to the cheerful, bright-faced winner ” There. is no man to whom this
applies more directly than to the life insurance canvasser.

MEDICAL FEES

Some of the Imperial representatives have been overlooking the fact that the
Le for medical examinations, where the amount of insurance is under $i,ooo, is $2.
The reason of this reduced fee will be apparent upon a moment’s consideration.

PROMINENT POLICY - HOLDERS

The following list contains the names of Canadians who have lately applied to
The Imperial for policies of $5,000 and over. This is £ magnificent supplement to

our published list, and is conclusive evidence of the increasing regard in which the
Company is held by the public :

John Jardine . . „ .

Prop, Sign Works

Victoria, B. C. ........ ...

A; Forrester

Chief of PoliceJ

Robson, B. C

H. W. Burritt

Rank Clerk

Toronto, Ont

G. F. Lanquedor ...

Broker

Outremont, Que

David Morrison

Merchant

Toronto, Ont

J. C. V. Beaudry

Merchant

Montreal, Que. . ..........

E. S. Miller

Montreal, Que . . ..........

Simon Metcalfe

Manufacturer ......

Hamilton, Ont

David Spencer

Victoria, B.C

C. A. Henderson

Promoter

Paris, Ont

Geo. M. Howard

Manufacturer

Sherbrooke, Que

A. McN. Shaw

Prov. Mgr. Imperial Life. . . .

St. John, N.B.

Dr. Geo. Musson

Physician

Chatham, Ont

R. A. C. McNally

Manufacturer

Rossland, B.C

William Pearson

Real Estate

Winnipeg, Man

Geo. H. vVatson ....... ....

Barrister

Toronto, Ont

John E. McCabe ..........

Merchant

Notre Dame, du Laus, Que. .

Edward D. Fraser

Broker

Toronto, Ont

Vicomte d’lvry

Gentleman

St. Agathe, des Monts, Que .

T. W. N. Hilliard

Mgr. Electric Co

Rossland, B. C

Michael Dwyer

Merchant

Halifax, N S.....

J. L. R. Gorman

Salesman

Belleville, Ont

William Dobie

Mgr. Chemical Works

Toronto, Ont

Jas. Sinclair

St. John, N B

Jas. Gorman

Traveller

Belleville, Ont

H. D. MacKenzie

Halifax, N.S

W. J. McWhinney

Barrister

Toronto, Ont

J. A. Russell

Bank Manager

Windsor, N.S

Dr. C. R. Murphy

Dentist

Windsor, N,S . . .

Rev. M. L. Gregg

Clergymen

Bath, N.B

R. C. Barwell

Farmer

Katepwa, N.W.T

Widmer Hawke.

Manufacturer

Toronto, Ont

F. G. Hearne

Special Agt. Imperial Life. . .

Toronto, Ont .

T. W. Publicover

Liveryman

Sydney, C.B ..............

T. S. McPherson

Merchant

Nelson, B.C

Thos. H. Wilson

Merchant

Nelson, B.C

E. J. Cusack

Prop. Spa Springs

Spa Springs, N.S

Mrs. E. A. Price

Lady

St. John, NB . . . .

D. A. Lochrie

Manufacturer

Toronto, Ont

H. T. Northgrave

Dist. Agt. Imperial Life . . .'.

Arthur, Ont

W. F. Odell

Drumnst

Truro, N.S

A. E. Wallace

Manager Loan Co

St. Thomas, Ont

J. E LaBadie

Broker

New York, N, Y

S. H. Janes ...

Broker

Toronto, Ont

Wm. McAdam

Photographer

Nelson, B.C

Geo. M. Phillips

Accruntant

Nelson, B.C ........

Geo. S. Henry

Farmer . .

East Toronto, Ont

J. 0. McCarthy

Supt. Imperial Life

Toronto, Ont

Henri Larin

Photographer _

Montreal, Que

M. T. A. LaBadie ....... . .

Notary Public.

Montreal, Que.

S. M. Johnson

Clerk

Nelson, B C - -

Dr. H. A. Bruce ...... ....

Physician

Toronto, Ont...

Jas. T. Smith

Railway Conductor , - - -

Toronto, Ont ..... ........

L. F. A. Doring ...... ......

Farmer

Clarence, N.S.

Dr. S. D. MacKenzie

Physician

Sarnia, Ont

C. R. B. R. Brown

Victoria, B.C

Jas. Kendry

Manufacturer

Peterboro, Ont

Dr. M. H. Haight . . . .•

Physician

New Durham, Ont.

J. K. Moffat

Manufacturer

Weston, Ont

E. S. Hassberger

Manufacturers’ Agent

Truro, N.S -

Dr. A. 8. Mnnrn

Physician

Vancouver, B.C

John H. Anderson

Financial Agent

Winnipeg, Man ...... ......

John Aird

Banker

Winnipeg, Man

A. McT. Campbell

Insurance Manager T .

Winnipeg, Man

H. H. Beck

Insurance Manager ..... . .

Winnipeg, Man ............

$10,000

5,000

5.000

8.000

5.000

10,000

5,oo9

5.000

25.000

5,000

5,000

5,000
5 000

10.000

5,000

10,000

5,000

10.000

5,000

20.000

5,000

5,000
5, coo

5,000

5,000

5,000

5,000

5,000
5, coo

5,000

5,000

10.000

5.000

5,000

10,000

10,000

10,000

5,000

10,000

5,000

5,000

25.000

5,000

10.000

10,000

10,000

5,000

5,000
5, coo

5,000

5,000

10.000

5,000

5,000

10,000

5,000

10,000

5,000

5,000

10,000

5,000

10, 000
5,°oo
10,000

5,000

HONOR ROLL FOR OCTOBER.

A— Provincial and District Managers :

Dr. D. Lowrey, Toronto, Ont.

2. W. J Murray, Toronto, Ont.

3. J. W. W. Stewart, Vancouver, B.C.

4. H. M. Boddy, Ottawa, Ont.

5. A. McN. Shaw, St. John, N.B.

B— District and Special Agents:

W. E. Kerr, Toronto, Ont.

J. L. Mancini, Montreal, Quebec.

H. T. Northgrave, Arthur, Ont.

A. S Wickware, Smith’s Falls, Ont.
J. H. Macabe, Toronto, Ont.

C — Local Agents ;

1

2

3

4

5

N. R. Burrows, Bridgetown, N.S.
F. I. Davison, Windsor, N.S.

M. Birkett, Ottawa, Ont.

H. V. Fieldhouse, Neepawa, Man.
J. F. Hewitson, Port Arthur, Ont.

Mr. J. T. Purdon, of Berwick, N.S., has turned up “trump” lately. He has
closed about $20,000 already this month and a recent letter from Mr. A. H. Fair,
Provincial Manager, states that we may expect $20,000 more before the end of
November. Can any other representative beat this ?

Dr. Lowrey moves up to first place on Honor Roll “A” this month. The
Doctor is a “hustler,” and when he gets down to work, the business has to come.

Mr. Murray again holds second place. He does good, steady work.

Messrs. Stewart and Boddy have ousted the holders of their respect ve posi-
tions last month. What about next month ?

Mr. Kerr again leads the Districts and Specials after an absence from the Roll
for some months. Mr. Macabe is the only one of last month’s list who again
secured a place.

Mr. Northgrave is a new Imperialite, but he evidently knows how to present
the Imperial in his district.

Messrs. Burrows and Davison, both of Halifax Agency, lead the Locals.
Mr. Fieldhouse makes his first appe ranee this month. We anticipate he will again
be found there next month.

Mr. J. S. Wallace, of Winnipeg, Man., has been very successful lately — two
tens and two fives in two weeks is pretty good work. Winnipeg’s agency is going to
give the others a good race for supremacy at the end of the year.

Mr. J. F. Hewitson, of Port Arthur, is again on the Honor Roll. He is a
worker all the time and we expect great things of him before the end of the year.

ESTIMATES vs. ACTUAL RESULTS.

An agent of a prominent United States company meeting an Imperial Life
representative recently in competition, referred in very strong terms to the use of
“ Estimates” in canvassing. “ Estimates” in his opinion were both alluring and dis-
honest, and he then proceeded to quote “Actual Results” of the last 20 or 30 years
as a safer guide to the intending insurer.

We have no hesitation whatever in saying that the estimates now being used to
illustrate policies by Imperial Life Representatives are a safer and much more reliable
guide to the future, than past results. The estimates in use have been recently com-
puted on a very conservative basis, in the light of present conditions. To be dis-
honest in canvassing is to make representations that the canvasser knows cannot be
fulfilled. Past results in United States companies are the results of an interest
earning from 1 to 3% higher than the rate now being realized together with an
expense rate much lower than that required by them to obtain and retain business
now. The influence of a lower interest earning power on surplus coupled with an
increasing expense ratio is very clearly shown by the following “Actual Results” of
four of the most prominent United States companies. Our desire is to prove our
position rather than to disparage any one competitor, and we therefore refer to the
companies as A, B, C, and D, (these are the companies referred to in the enclosed
sheet).

ACTUAL RESULTS.

Interest earned, Expense rate, and Surplus earned in 4 United States companies
operating in Canada.

Year.

Co. “A.”

Co. “ B.”

O

p

p

Co. “ D.”

Rate of
Interest
Earned.

Expen,
to each
$1,000
in Force

Surplus
Earned j
per 1
$1,000
in Force

Rate of
Interest
Earned.

Expen.
to each
$1,000
in Force

Surplus

Earned

per

$1,000
in Force

Rate of
Interest
Earned.

Expen.
to each
$1,000
in Force

Surplus
Earned
per
$1,000
in Force

1

Rate of
Interest
Earned.

*Expen.
to each
$1,000
in. Force

Surplus
Earned
per
$1,000
in Force

1876

6 03

7 70

12 90

6 13

4 06

13 91

5 98

7 49

14 22

7 06

6 37

12 51

1886

5 4*

8 32

10 41

5 33

8 OI

7 60

5 12

10 45

13 20

5 77

7 68

8 68

1896

4 44

8 88

5 56

4 69

II 90

5 7i

4 76

9 7o

5 81

5 64

8 80

4 25

1900

4 52

9 50

8 23

4 52

II 90

7 92

4 60

10 80

5 83

4 63

9 60

4 74

We desire to be fair in this comparison, and as we realize that it would be
possible for some. exceptional circumstance to reduce the surplus earnings in the
years referred to, we have found the totals for the two last fifteen year periods.

Go. A. Co. B. Co. C. Co. D.

Surplus earned per $1,000 insurance in force in 15
years, 1871-1885

178 98

181 16

21 1 93

M4 59

Surplus earned per $1,000 insurance in force in 15
years, 1886 1900 . . .

107 72

107 72

77 52

IOI 12

The Canadian companies are, and have been on the whole, very satisfactory to
their patrons, and in view of the above showing, they will continue to be satisfactory
as compared with the United States companies, upon whose agents will devolve the
task of showing what exceptional sources of profit they will have in the future to

offset the slump of recent years. The task will be a hard one; for, added to a lower-
ing interest on investments and increased expenses, is the fact, that to force business
they are giving very heavy surrender values and issuing a wide open policy in almost
every country of the world where they can find business, in such a manner as must
result in a very heavy mortality in the years to come. The careful canvasser and the
thoughtful insurer will not accept the past as any criterion for the future, and, as both
agents and insurers become acquainted with the past, present and future; the use of
“ Actual Results ” in canvassing will be discontinued.

The Imperial Life has no past to atone for ; its security is unquestioned, and its
volume of business satisfies the most ambitious. It is a Canadian institution, doing
business in Canada only, under the most approved and modern plans. Its results
will be satisfactory.

December is here — now make the best of it, and roll in the applications.

A SIGNIFICANT FACT.

The following table, compiled from the last Report of the Superintendent of In-
surance, gives the average amount of each policy (in force December 31st, 1900) in
the different life insurance companies operating in Canada ;

London Life $ 712

Excelsior Life 804

Metropolitan Life 987

Sun Life 1,120

Temperance and General 1,140

Northern Life 1,272

Dominion Life 1,296

Aitna Life 1,336

Royal Victoria 1,450

Mutual I.ife, Can 1 ,45 1

Confederation Life 1,456

Union Mutual Life 1,476

Great West Life 1,487

Federal Life 1,525

Manufacturers Life ^ 1 ,547

United States Life .... 1,650

London and Lancashire Life 1,669

National Life 1 686

Germania Life 1,852

New York Life 1,902

Standard Life i,923

Travelers 2,018

Provident Savings Life 2,063

Canada Life 2,067

Equitable Life 2,195

Mutual Life of N. Y 2,250

British Empire Life 2,253

IMPERIAL LIFE 2,574

Inasmuch as the expense in connection with a $2,000 policy is proportionately
less than in connection with a $1,000 policy, the enviable position of the Imperial
Life will be at once apparent.

The high average of the Imperial policies is also an evidence that its business is
done amongst the best class of people — people who are well able to carry a substantial
line of life insurance.

LIFE PREMIUM RATES.

“ The Bulletin

The following table gives the annual premiums with profits at age thirty-five, for
an insurance of $1,000, according to various plans of the life insurance companies
operating in Canada. The age thirty-five was selected as the majority of insurances
are applied for about that age :

Age 35. Annual Premium for Each $£,000 of Insurance.

Company.

Life

10 Pay’t
Life

15 B-O ’i
Life

20 Pay’t
Life

10 Years
Endow’t.

15 Years
Endow’t

20 Years
Endow’t.

British Empire Mutual.. A

Canada Life

Confederation Life

Uniform

Standard

Rates

Dominion Life

Federal Life

Imperial Life

27-95

58 20

43- 80

36.95

105.40

68-35

50 55

Manufacturers Life

North American Life ....

Royal Victoria Life

Sun L'fe

Temperance and General.. J

.Etna Life

,?7:93

58.11 '

48 83

36.96

103.13

67.18

49.89

Crown Life

27.90

55-20

40. 80

33 90

102.85

66.65

48.55

Continental Life

26.95

56 35

42 15

35.85

102.80

66,35

49-25

Equitable of New York ....

28.11

61.53

45-9»

38.34

107.70

70 50

52 47

Excelsior Life

27 45

57.70

’ 43,45

36.60

104.85

67.80

50 05

Great West Life .

26. 10

51.90

39.60

23-75

101.25

66.50

49 3o

Home Life. ■

26 87

5643

41-97

35.62

102 68

66.44

49 34

London and Lancashire. . . .

27 45

58 10

43.50

36.45

104.80

67 55

49-75

London Life ...

2790

58 20

43-85

36.95

105 40

68.35

50-55

Mutual Life of Canada

27.80

56.50

42 70

36.00

102 35

66 70

49.60

Mutual Life of New York . .

27.88

57-72

43-65

36.87

108.41

70-43

52.13

National Life

26.99

57 20

42.50

35.30

104.45

66.75

4865

New York Life

28. 1 1

61.53

45-91

38.34

107.70

70.50

52-47

Northern Life

26 80

56 95

42.75

36.05

104.70

67.80

5° 5o

People’s Life

27 25

55-40

4i 85

35.30

100 35

65 35

48.60

Provident Savings . ;

26 51

•53-04

40.52

34-57

105.52

68.17

49.86

Standard Life

2790

61 90

46.00

38.50

Not given.

69.00

51 80

Star Life

27.95

60 60

44-35

36.50

Not given.

69 12

51-49

United States Life

26.38

52.40

40.01

34.o8

105.53

67.85

49 79

Union Mutual

28.11

6i.53

45-91

38.34

107.70

70.50

52.47

There are wide variations in
te extremes, —

the rates,

as will be observed from a comparison

Plan,

Highest.

Lowest.

Difference per $1,000.

Whole Life

28.11

26. 10

2.01

10 Payment Life

61,90

51.90

10.00

15 Payment Life

46.00

39.60

6.40

20 Payment Life

3850

33-75

4-75

10 Year Endowment

108.41

ico 35

8 06

15 Year Endowment

70.50

65-35

5- 15

20 Year Endowment

52 47

48.55

3.92

Inasmuch as the above rates on the respective systems guarantee identical insur-
ance results, the large differences in cost is more remarkable, and calls for explana-
tion. It is not to be wondered that the “highest ” rates belong to American and
British companies, for these classes of offices, as a general rule, believe in doing

business at rates which are sufficiently adequate for the due and complete carrying
out of the contracts entered into “ There is much to be said in favor of this (doing
business at adequate rates), and we do not doubt that the intelligent public in life in-
surance, equally as it does in ordinary affairs, would rather pay a dollar or two more
for a good article which will stand the strain and stress it may be subjected to, than
pay a dollar or two under the legitimate price for an article which is ‘cheap’ but
doubtful.”

We have no hesitation in saying that the above table contains rates which are
thoroughly unwarranted in the light of present expense, and the maintenance of a 3^
per cent, reserve.

Loadings of 13 per cent, on a 10 Payment Life Premium.
16 yi “ V 15
19

15

20

<< <(

20 “ “

10 Year Endowment Premium.

1S

20

<4

are, undoubtedly, too small for with-profit insurances, and yet these are the percent-
ages of loading which apply to the lowest of the above rates. These percentages of
loading are not much too great for without-profit insurances, and the companies using
them for with-profit insurances will unquestionably find that it will be absolutely im-
possible to make satisfactory surplus returns to their members. The result will in-
evitably be that policyholders will become dissatisfied, and the reputation of the com-
panies suffer, and life insurance in general will be injured,

Young companies, in the endeavor to secure a foothold, very frequently resort to
the practice of cutting rates, or, in other words, of offering a lower rate than the ma-
jority of their competitors deem prudent and wise to sell their policies at. Experi-
ence has demonstrated over and over again that this is one of the worst plans that
could be adopted by them, for not only do these companies become a target for their
competitors, but they get the reputation of transacting an unsound business. More-
over, they are heaping up serious trouble for themselves for the future

A note of warning is needed here, and we hope that the companies whose rates
are lower than what sound life underwriting indicates they should be, will take kindly
to the facts which we have placed before them, and take steps to remedy their tariffs.

AN EXPLANATION.

The following extracts are taken from a recent issue of the Bulletin of
Toronto : —

“The last year or two has produced unusual activity in life insurance company
promotion, and the question immediately suggests itself, what is the probability of a
new life insurance company succeeding ? Let us examine the record of four of the
most recently formed companies reporting to Ottawa, and then it will be possible to
obtain some idea as to whether a new aspirant is likely to succeed or not.

The four companies in question were licensed or commenced business as
follows: July, 1896; September, 1897; June, 1899, and July, 1899, so that up to
the close of 1900 the institutions had been in operation as follows :

Company W 4 years and 6 months.

“ X 3 “ 4

“ Y 1 “ 7 “

“ Z i “ 6 “

If we combine the four periods and assume the aggregate time as applicable to

one institution, we would have io years and n months. What have all these com-
panies accomplished during that time ?

Combined Record 0/4 Life Insurance Companies.

Total new business in 1900 of the 4 companies

Total prpminm Tnrnrrip in 1900 “

227 227

Total Insurance in force, Dec., 1900 “ .

General Expenses in 1900 “ . .

8,057,235

195. 124

Total Assets “

930,739

Total Liabilities “

Total impairment of Capital “

1,058,095

127. 3^6

Total Paid-up Capital “

618,395

Expenses to Premium Income “ .

87%

Paid-up Capital impaired “

2 ! %

The new business of the four companies is no more than that which severd of
our life companies obtained individually ; and on the average is less than $1,100,000
for each of the four companies in question.

Notwithstanding that there were four distinct managements, four distinct sets of
agents and four distinct organizations, the amount in force is but $8,057,235, repre-
senting a gain on the average of less than $750,000 per year, while the aggregate
premium income, $227,227, shows an increase on the average at the rate of less than
$21,000 per annum.

The general expenses for the conduct of the business of the four companies for
a single year amounted to $195,124, or 87 per cent, of the four companies’ total
Cash Premium Income, which income includes renewal premiums as well as first
year. The expense rate is alarming, especially when it must be remembered that
death losses and policy reserves must also be provided for, and that the per centage
is based upon renewal premiums as well as first year’s premiums.

The assets in aggregate amount to $930,739, while the liabilities total no less
than $1,058,095, or $127,356 more than the assets. The total impairment is equal
to 21 per cent, of the aggregate paid-up capital, and in each one of the companies
there is a substantial impairment of its capital.”

Enquiry has been made as to whether the Imperial Life was one of the four
Companies referred to. The answer is “ No.” emphatically '* No”. Euclid’s ninth
axiom is “ The whole is greater than its part.” This self evident truth can no moro
be doubted than that the Imperial Life is greater in all essentials than the four
companies in question. The following figures as at December 30, 1900, testify to this :

1. Total Assets

2. Reserves for Policies and Annuities. .

3. Annual Premium Income

4. Interest Income

5. Net Surplus over alt Liabilities

6. Total Insurance in Force.

7. General Expenses

Imperial Life
Record Alone.
$1,102,092
597 488
314410
36,273
39 199
9,226 350
109,726

4 Life Companies
as Above.

$93°’ 739
432,856
227,227
22,849

Impairment of 127,356

8,057,235

195, 124

In addition to affording an opportunity to correct a wrong impression, Imperial
representatives will immediately recognise from the figures set forth the substantial
and steady progress which their company has made — a progress summed up in the
two words “ Unequalled and Unsurpassed.”

STANDING OF THE AGENCIES FOR OCTOBER.

1 — Head Office.

2 — Montreal, Que.

3 — Ottawa, Ont.

4 — Toronto, “ L.”

5 — Vancouver, B.C.
London, Ont.

6 — Toronto, “ K.”

7— St. John, N.B.
Arthur, Ont.

8— Halifax, N.S.
Winnipeg, Man.

9 — Central Ontario.
~ 10— Hamilton, Ont.

>

O

w

11 — Collingwood, Ont.
Toronto, “ H.”

12 — Kingston, Ont.

13 — Peterboro, Ont.
Brockville, Ont.

14 — Sault Ste. Marie, Ont
Port Arthur, Ont.

15 — Belleville, Ont.
Brandon, Man.
Durham, Ont.

St. Catharines, Ont.
Sudbury, Ont.
Toronto, “ B.”
Whitby, Ont.

“The Imperial Life” has already a record of which its officers and representa-
tives are justly proud. Shall its future be worthy of its first four years record? It
depends on your effort — the effort of each one of u-\ A chain is only as strong as
its weakest link. Which link am I ?

There are no representatives in Canada better equipped for the magnificent
December life insurance harvest than those of the Imperial Life. They have the
Company , the plans, the policies, and the enthusiastic perseverance which makes for
success.

The desire of the Executive is, that every representative, local or otherwise*
shall have some substantial interest in December’s business.

If you have any ability whatever to write life insurance —you cannot help but do .
it this month. Insurance is in the air — it is being sought after.

CONFIDENTIAL

\NVPERIAZ.

A AGENTS’ NEWS ^

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. i

HOW TO DO IT.

In speaking to one of the most successful life insurance agents
in the city of Ottawa, (not an Imperialite) last Monday, our conversa-
tion drifted to the subject of canvassing. He asked me if I had read
the pamphlet “Howto do it. Soliciting life insurance; for Solicitors,
by a Solicitor,” and upon replying in the negative he handed a copy of
it to me with the remark that he considered the advice contained in
it to be the best that he had ever read, and, moreover, that he attribu-
ted his success very largely to the practical doing of that which the
author shows proved to be the secret of his success. The agent re-
ferred to has been in life insurance for about thirty years— writes to-
day more life insurance than any other agent in that city— represents
a Canadian Company— devotes his time exclusively to the business
and lays particular stress upon system. First thing in the morning he
prepares a list of the persons he intends to see that day— second, maps
out his work— sticks closely to the programme— and always makes it
a point, in addition to seeing some 6 old prospects, to interview from
5 to 6 new prospects every day. He keeps a careful list with notes of
each case and follows each up as regularly as he takes his three meals
a day.

The truths set forth in the article which follows, have so fre-
quently led to success that they are commended to every Imperial re-
presentative to put into daily practice. A day’s trial will not do it, a
week’s trial will not do it— half heartedness will not do it— lack of en-
thusiasm or lack of confidence will not do it— but energetic, enthusi-
iastic persistence with a determination to do the right thing, must and

will do it. m „ _ ■

T. Bradshaw.

Straight Canvassing.

BY C. W. EAKELEY.

I am cracking an old chestnut, but it’s worth while.

It is thought that what I

1902— The Imperial’s Record Year.

have to say on this subject will interest a few and encourage others. I make a living

by soliciting life insurance and I make a living.

Experience taught the writer long ago that desultory and unsystematic work in
this business is a waste of what little energy is thus put forthr and is most unprofitable;
that standing around “ waiting for something to turn up,” does not turn in applica-
tions; that sitting in his office hoping that some one will come in, or waiting for
some one to give “ tips” is rather monotonous and unproductive.

There is more than one method of writing life insurance and securing business
for your Company, but to the large army of life insurance agents the principal avenue
open is to go out into the byways , and the streets and lanes of the city and sell the goods. ,
Introductions are valuable. A good social standing and club membership are an
advantage, but the rank and file, to the number of hundreds, and perhaps thousands,
are limited in these respects. The only way to get business and the only way to
exist at all is “ to get out and hustle .” The Home Office staff tells us that every little
while, and we mentally reply, “ Try it yourself.” This time , however , the writer is not
a Home Office Manager, but just a plain everyday agent who has learned a thing or two
by experience. So listen to what he has to say. It may do you good.

Life insurance is a matter of averages. Companies do their calculations and
conduct their business according to this general law. This fact began to grow on
me some years ago and I reasoned myself into the belief that there was an unknown
law of averages in straight canvassing. I made myself believe that if an agent would
start out each day and systematically canvass men as he could find them in their places
/of business, he would average well. I did not then have any data to go by. Mine
was an unworked “ theory.” I set to work and each day canvassed, taking a street
and finishing it before I left it, if it took me a week to do so. I entered offices,
climbed stairs, gained enough “prospects” and future “ appointments” in a week’s
time to keep me busy a month. I got many “No-thank-you’s,” and “Got-more-
than-I-can-carry,” politely thrown at me. I expected this and kept at it.

Some Experiences

One Thursday afternoon I selected a street and canvassed for about an hour.
Called on and interviewed twelve men, a longer or shorter time, all of whom said
“No,” till the last man astonished me by saying, “I will take a policy.” I had him
examined that afternoon. On Saturday I delivered the policy and collected the

premium. My “ net” commission was $60 , and I claim to have averaged $3.00 a call
on each one of the twelve men interviewed , even if he said “ JVo.”

Another day on another street I made ten calls. Everybody said “ No, thank
you.” I found four men killing time in the back office of a business house. I
introduced my subject and in less than two minutes one said, “ I’ll take a policy.”
It was “so sudden,” I feared it was a “jolly.” However. I pulled myself together,
wrote the application, and hid him examined that afternoon. At my suggestion he
paid his premium in full on the spot, got a “ binding receipt,” and my wofk was
done. My commission was $30, and I reckoned I had made $3 00 on each one of the
ten men I called on that afternoon , even if he said “ No 3

Another Case. — I was working on a certain street climbing stairs when I met a
gentleman on the top floor in a small back office, who was at the time a stranger to

Now for February!!!

me. He said, “I don’t want any insurance, but come around in about a year.4’
It seemed like a long time to wait , but I did not sit down in the office and wait for the
year to pass. I made a memorandum and kept on 11 hustling.” Twelve months from
that time I called and zvrote him for an Endowment. My net commission was $60, that
is, he had been paying me $5.00 per month for one year since the day I first called on
him. He didn’t realize it, but I did. He then said “ Come around a year from now
and 1 11 take another.” I called on time, or before, and my commission on the
second deal was $200 in cash, enough to pay half my rent for a year to come. That
isn’t all. The man is my friend, and whenever he wants insurance sends for me.
Not long ago he sent for me and I wrote him up again for the third time and my
commission was $125.

In February I called in an office where I was not acquainted. I asked for the
head man, whose name I had previously learned. I did no business with him, but
he gave me the name of another man in the office whom I approached. He said he
“didn’t need any insurance.” However, in less than 60 days I placed a $30,000
policy in his hands and the premium was paid in full. This led to another case in
the same concern, and later in the year I “placed” another $30,000 policy and
collected a $1,400 premium in full. All these men were strangers to me and with-
out introductions I secured them by straight canvassing methods.

These experiences gave me courage, and a few months later I approached a
total stranger whom I had studied up and “placed” $100,000 on him. I picked out
another quarter to canvass in. I selected a large concern, secured the names of the
heads of the same; sent in my card; got the cold shoulder ; wrote letters , but all was
vain. I hung around that place until one day I happened to pass through the hall when
the private office door was open. I e?itered and presented my case in a sentence. I was
bold. It “took” and a little later I wrote an application for $100,000 and “placed” it,

I don’t call it “luck” or anything else. I simply struck an “average.” The facts
in one case were my client was a growing and prosperous business man carrying large
discounts, and his bank suggested he carry a $100,000 policy as a protection to them.
Of course, I didn’t know this when I began canvassing in that quarter.

These cases could be multiplied, of strangers approached, who said, “I don’t
want any insurance, I have all I can carry,” etc.

It is a fact that a very large majority of men to be met in straight canvassing are
“approachable,” and of this large majority many, very many, will listen respectfully
to what you have to say, and are susceptible to argument and persuasion.

The writer naturally feels the satisfaction which follows successful effort, but in
narrating his experiences it is not done in the spirit of pride or self conceit. He

claims ho special talent ; no personal magnetism ; nothing but the result of hard work
systematically done. He is only an ordinary agent , and this paper is written with the
sole purpose of encouraging every other agent of ordinary or average ability, who has
no way of succeeding but by “straight canvassing.” What one man has done , another
may do.

Well does he remember the days (and they come now and again) when he has
started to go “somewhere” he didn’t know where. He has walked around a circle
and then gone around it again without calling on a single man. Has stood on a
corner and thought “Where shall I go next? Oh, if somebody would give him a

At Least One Application from Each Representative.

‘tip* or tell him where to go.” These things don’t come to the “average” agent. He

??iust systematize and plan his work and work his plan ”

Any man of average ability who will master the principles of life insurance which
are very simple, resolve to do systematic canvassing and take note of future u prospects”
and call on time , can make a good living , be “ his own boss,” and provide for his future
as well as for that of the widow and orphan. There are many uiscouragements and
disappointments in life insurance work, perhaps more than in any other business, but
the law of averages helps one over these difficulties. We lose cases we have worked up,
when another agent comes along after us and reaps what we have sown, but if one
keeps up this daily canvass he will also sometimes reap what a?iother sows and on the
average do well .

Notes.

1 . Believe in yourself.

2. Believe in your Company.

3. Believe in other people.

4. Keep yourself well groomed and well dressed. Look like a successful man,
talk and act like a successful man, even if you are for the time being on the '‘ragged
edge.” Men like to talk to and do business with a successful man. It will help you
immensely, to begin the day with the mental picture of how you would look and act
if you were really a success.

5. Take good care of your stomach and keep yourself well fed.

6. Tell the truth always about your own policy and the other fellow.

7. Pick out some one special policy which your Company issues and which you
can enthuse over, especially if it contains features that are in no other policy. Use
this to introduce the subject to the men you canvass, even it you have to afterwards
switch off on to some other form.

8. If you canvass and interview ten or a dozen men each day for a week you
will have enough “prospects” to keep you busy a month.

9. If you call on twenty new men daily, interview ten, get five “prospects,”
write one of the five in the course of a year you ought to put twenty-five new names
on your books, “place” not less than $100,000 of insurance, and have an income of
at least $2,000 to $5,000 a year.

Try It!!

THE ASSESSMENT AND OLD LINE PLANS EXEMPLIFIED.

There are many men who are attracted to the assessment fraternal plan of insur-
ance by its apparent cheapness in comparison with the old line plan. They are
willing to forego the security which accumulated funds on hand furnish, and accept a
contract whose cost is elastic, and can be raised from time to time to any amount by
the vote of a majority of the members of the fraternity or association. More than once
the older members of a fraternal order have been practically frozen out by the vote of
the younger and larger element, who knowing the older men had not paid sufficient
to carry the insurance, were unwilling to make up the deficiency of the older men by
the necessary increase of cost to themselves. It seems hard, but after all it was only
just.

The difference in cost between the assessment plan and the old-line plan is in

1902 has Begun Well— Keep it Up.

appearance only. The assessment plan makes the cost fall heavier and heavier upon
the older men as the mortality increases with age. The old-line plan charges a level
and certain premium at the beginning which never varies, a premium slightly greater
than the real cost of insurance in the earlier years, but less than the real cost after a
certain number of years, the deficiency of the latter period being made up by the
excess of premiums over the actual cost and the interest earned upon this excess
during the earlier years. The following will show the difference in the two plans at a
glance :

Assessment Plan : o O W' O Y O O O

Old Line Plan : O ' O L<> J O O O

The size of the zeros on the assessment line show the actual cost during the
period ; the bracketed zeros show the point where the actual cost under both plans is
the same ; and the advantage can then be easily seen of the old-line plan in charging
more than the actual cost during the earlier periods and accumulating the excess at
interest.

It should be borne in mind also that this interest ultimately amounts to a con-
siderable sum, and lowers the amount of the premium the insured would otherwise
have to pay.

It should also be borne in mind that this excess of cost and the interest it earns
has another advantage to the insured, for it gives the old-line policy, after three
annual payments have been made, a specific value in cash in case the insured has to
surrender it. It gives the policy a collateral value upon which he can secure a loan
from the company. It gives the policy a paid-up value whereby the insured, if com-
pelled to cease payment of premiums, still has insurance proportionate to what he has
paid. It also allows him to carry without further payments the full insurance for a
specified term of years.

A KNIGHT OF THE GRIP TO A YOUNG RECRUIT OF
THE IMPERIAL LIFE STAFF.

The following extract from a letter written by a commercial traveller and head
of a large furnishing establishment in Montreal, to a gentleman who has recently
joined the field staff of the Imperial, is worthy of reproduction in these columns.
For obvious reasons we do not give the names.

Calgary, N. W. T., Alberta Hotel, Dec., 1901.

My Dear :

I omitted yesterday in my hurry to give you a few encouraging remarks respect-
ing your business. In the first place, do not get discouraged. Keep a stiff upper
lip. People are never so interested in the seller as in what he has to sell. You have
a good company to work for (I have a policy in it myself ), and are selling the best
thing in insurance on earth. Show people that you are made of the right stuff.
There is a disposition to help the successful. The world admires a fighter, and you
have something to fight for. Study what you have to offer, and then the results will
follow by perseverance in your work, as day follows night. Tact is important. There
is competition in everything, and the “ cheap ” insurance you speak of ought to help
you. People can never buy good dollars for less than 100 cents, and the Imperial is
pure gold. Estimate self in commerce. It is not me, but the good thing I have to

Persistence Counts— It Brings Success.

sell, that brings the business. Urge the interests of your client and not your own.
Look prosperous and confident. Remember they who seek shall find, and the laborer
is wo thy of his line. You have no competition. Others may be good, but you are
too busy and interested to notice their presence Theirs may be worth whatever they
charge, but what you have is gold. Every time you mention a competitor you
advertise him. Do not belittle your competitors either. Be apparently indulgent,
magnanimous. Smile, look confident, but do not talk. What man has done, man
may do ; and in insurance business, ability, effort and study will win you success.
Good luck to you. Keep your mind on your work. Go in and win.

Yours very truly,

C.

STANDING OF THE AGENCIES FOR DECEMBER.

1— Head Office.

2 — Vancouver, B.C.

3 — London, Ont.

4 — Montreal, Que.

5 — St. John, N B.

6 — Winnipeg, Man.

7 — Ottawa, Ont.

8— Halifax, N.S.

g — Central Ontario,
io — Collingwood, Oat
n — Toronto, “ L.”

12 — Brockville, Ont.

13 — Kingston, Ont.

14 — Calgary, N. W.T.
Toronto, “ H.”

15 — Kingston, Ja.

16 — Toronto, “City.”

17 — Toronto, “ R,”

18— Arthur, Ont.

19 — Midland, Ont.

Port Arthur, Ont.
Sault Ste. Marie, Ont.

20— Durham, Ont.
Hamilton, Ont.

21 — Brantford, Ont.
Toronto, “B.”
Whitby, Ont.

22 — Belleville, Ont.
Brandon, Man.
Toronto, “ K.”

STANDING OF THE AGENCIES FOR 1901.

1 — Head Office.

2 — Montreal, Que.

3 — St. John, N.B.

4 — Vancouver, B.C.

5 — Halifax, N.S.

6 — London, Ont.

7 — Ottawa, Ont.

8 — Winnipeg, Man.

9 — Toronto, “ L.”

10 — Brockville, Ont.

11— Central Ontario.

12 — Kingston, Ont.

13 — Collingwood, Ont.

14 — Toronto “ K.”

15 — Brandon, Man.

16— Hamilton, Ont.

17 — Toronto, R,”

18 — Gravenhurst, Ont.

19— Calgary, N.W.T.

20 — Toronto, “ H.’’

21 — Toronto, “S.”

22— Arthur, Ont.

23— Toronto, “ City.”

24— Toronto, “ B.”

25 — Port Arthur, Ont.
Durham, Ont.

26 — Sudbury, Ont.

27 — Sault Ste. Marie, Ont.

28— Brantford, Ont.
Kingston, Ja.

29 — Southampton, Ont.

30 — Whitby, Ont.

31 — Belleville, Ont.

32— Toronto,

33 — Peterboro, Ont.

34— Midland, Ont.

35 — Norwood, Ont.

36 — Hastings, Ont.

37 — Berlin, Ont.

St. Catharines, Ont.

We are Counting on the Local Agents this Month.

THE NEW HONOR ROM.

Imperial Life representatives are always interested in one another’s success. This
is becoming more and more the case as the business becomes more important. In
order, therefore, to let the East know what the West is doing, it has been decided to
include hereafter in the Honor Roll a record of the business in respect of those repre-
sentatives who secure $5,000 or over, of accepted applications. The following details
will be observed : —

fl) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked:

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name
appeared in the honor roll up to date.

J. S. Wallace, Winnipeg, Man !

S. P. Saunders, Nassau, N.P<

W J. Murray, Toronto, Ont

Dr. D. Lowrey, Toronto, Ont

J. E. Bill, Sydney, C.B

J. A. Labelle, Joliette, Que

H. T. Northgrave, Arthur, Ont.

W. H. Seymour, Hamilton, Ont

J. E. McCuaig. Ottawa, Ont

A. S. Wickware, Ottawa, Ont

J. W. W. Stewart, Vancouver, B.C ....

Ed. Winter, Leamington, Ont

Robert Hall, Brandon, Man . . ■

H. B. Shaw, Indian Head, N.W.T

E. S. Miller, Montreal, Que

Rev. S. A. Dyke, Toronto, Ont

J. H. Macabe, Toronto, Ont

Rev. A. W. Ross, Portage La Prairie, Man.

Applications

Rank

Premiums

Rank

$20,000 ....

I ....

$532 25

.... I

11,500

2 ....

422 30

.... 2

11,000 ....

3 . ...

228 90

.... 12

9,000

4

237 25

.... II

9,000 ....

4

303 85

.... 5

8,500 —

6 ....

360 15

3

8,000

7 ....

303 05

.... 6

7,000 ....

8 ....

281 55

.... 8

7,000

8 ....

331 95

•v • 4

6,500

10 ....

269 80

.... 9

6.000 ....

11 ....

225 90

... . 13

6,000 ....

11 ....

j8o 35

•v *7

6,000 ....

11 ....

200 05

*S

6,000

11 ....

202 50

• • i4

5,000

'14

283 OO

... . 7

5,000

14

145 25

18

5,000

14

260 50

... - *0

5,000

14

196 70

.... 16

STANDING OF THE AGENCIES FOR JANUARY.

1— Winnipeg, Man.

2 — Montreal, Que.

3— Ottawa, Ont.

4 — Head Office.

5 — Vancouver, B.C.

6 — Central Ontario.

7 — London, Ont.

8— Halifax, N.S.

9 — Arthur, Ont.
Toronto, “ L.”

10 — Hamilton, Ont.

11 — Brandon, Man.

12 — Toronto, “ City.”

13 — Sault Ste. Marie, Ont.

14 — Kingston, Ont.
Toronto, “ H.”

15 — Gravenhurst, Ont.

16 — Brockville, Ont.
Toronto, “K.”

17 — Colling wood, Ont.
Midland, Ont.

Port Arthur, Ont.
Toronto, “ B.”

Who Will Lead The Honor Roll for February.

NOTES.

Mr. H. B. Shaw, of Indian Head, enjoys the distinction of being the only local
agent to secure a position on the January Honor Roll. Mr. Shaw is an excellent
worker, and secures a splendid class of business, and we congratulate him heartily
upon his success.

Mr. A. S. Wickware, formerly of Smith’s Falls, has, through the resignation of
Mr. H. M. Boddy, been promoted to the position of District Manager with head-
quarters at Ottawa. Mr. Wickware has fully earned his promotion and we all join in
wishing him every success in his new position. We look to see Ottawa take a lead-
ing place in 1902.

Winnipeg makes a good start for 1902. The Agency leads the “Standing of
the Agencies”; Mr. Wallace wrote the largest amount of personal business during the
month, and two of his locals Messrs. H. B. Shaw and B. P. Richardson, lead the
Honor Roll in that class. A record to be proud of, Mr. Wallace.

It is gratifying to be able to announce that January 1902 shows a magnificent in
crease over the same month of 1901 in the amount of new applications written. Ihe
Agency Staff has got right down to work, and when Imperial representatives do that
the business has to come. Is there any reason why February should not show a
good increase? Of course not, and a continuation of January’s good work will do it.

Vancouver leads the Agencies for December, and Mr. Stewart is to be con-
gratulated upon his strong ending of a magnificent year’s business. Vancouver
maintained a good average throughout the year.

By a very small margin Montreal leads the agencies for 1901, in the amount of
new business written and Mr. E. S. Miller, the Provincial Manager, is to be con-
gratulated uporv the shewing his agency made. To put his agency in the lead the
first year of his connection with the Company, is an admirable record, and it speaks
volumes for Mr. Miller’s energy that he has attained this distinction-

O

O

z

*1

HH

o

M

Z

H

>

F

x AGENTS’ NEWS ^

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 2

THE YEARS PROSPECTS.

We have recently been making enquiry by letter and otherwise, of the aim of
some of our Eastern Provincial and District Managers for 1902. The advices have
been most encouraging.

MR. A. H. FAIR, Provincial Manager at Halifax, is confident that Nova Scotia
will produce from $356,000 to $400,000, and from the energetic manner in which
business has been received from that field thus far this year, the figures given are likely
to be realized.

MR. A. McN. SHAW, Provincial Manager at St. John, N. B., has set his eye upon
$300,000. By the 31st of December we predict that this estimate will have been
more than fulfilled. He has capital prospects.

MR. E. S. MILLER, Provincial Manager at Montreal, says that Quebec must yield
half a million for 1962, and when Mr. Miller speaks, he does so in no light or un-
thoughtful way. An estimate from Mr. Miller can generally be banked upon like a
guarantee in an Imperial policy.

MR. A. S. WICKWARE, lately of Smith’s Falls, Ont, who by the way has taken
hold of the Ottawa District Agency, in a strong, business-like manner, names
$20,000 per month as the minimum. It would not be surprising if the “results”
proved what we hope will be the case with Imperial Life “ results,” substantially in
excess of estimate* and instead of $240,000 being the year’s record, it may not
fall far short of $300,000,

MR. J B. COOKE and MR. «£0HN CAWLEY have each pledged themselves that
Kingston and Brockville districts respectively shall contribute to the total not less
than $100,000. Remembering that the business obtained at these agencies in the
past, and that to be obtained in the future, has been and will be mostly personal

First quarter— $1,000,000.

business, these figures if realized will mean a lot of constant hard work. But they
are both strong men and generally succeed in anything they undertake.

Briefly, then, we have been led to believe that we can count upon receiving in
1902, from the territory east of Kingston, as follows :

Nova Sbotia (at least) $350,000

New Brunswick 300,000

Quebec 500,000

Ottawa 240,000

Kingston and Brockville 200,000

Total $1,590,000

Next month we shall indicate what the other portions of the field expect to
contribute to the year’s work.

A NEW PAMPHLET.

“ The Year’s Record — Five Years’ Record is the title of a small pamphlet just
issued. It gives in condensed form the results of the Company’s magnificent opera-
tions for 1901, and also the unequalled record for the past five years. It sets forth
a record unparalleled in the history of Canadian Life Insurance, and consequently
must prove valuable in popularizing the Company and emphasizing its strong
financial position. A further supply will be forwarded upon application to the Head
Office or to the District Agent.

BELIEVERS IN WHAT THEY RECOMMEND

The following list contains the names of “ Imperial Life Directors, Officers and
Representatives, carrying policies in it. No stionger evidence can be adduced of a
Director’s, an Officer’s or an Agent’s confidence in his own company than by insur-
ing in it. Those who are the most competent judges testify by their actions that the
best in life insurance is obtainable in The Imperial. In the revised list shortly to be
issued, it is believed that every insurable Imperialite’s name will appear.

A. E. Ames
A. E. Kemp
Wm, Mackenzie
Dr. F. R. Eccles
W. Y. Soper....

S. J. Moore

J- J- Kenny,

C. D. Massey . .

T. Bradshaw

F. G. Cox

J. O. McCarthy.

Director

.... Actuary

Managing Director
. Superintendent

.Toronto, Ont.
Toronto, Ont.
.Toronto, Ont.
.London, Ont.
.Ottawa, Ont.

. Toronto, Ont.
Toronto, Ont.
.Toronto, Ont.
.Toronto, Ont.
.Toronto, Ont.
.Toronto, Ont.

Have you a Policy in The Imperial ?

Pickett, J. IC Assistant Secretary Toronto, Ont.

Moore, G. C Assistant Actuary Toronto, Ont.

Ardagh, I. J Accountant Toronto, Ont.

Reburn, W. G. “ .Toronto, Ont.

Allgeier, F. G Representative. Sault Ste. Marie, Ont.

Almon, G. W. R “ Edmonton, Alta.

Bell, T “ Wingham, Ont.

Bennest, E. H .Brandon, Man.

Bill, J. E t “ Wolfville, N. S.

Bogart, F. C “ Napanee, Ont.

Bradshaw, R. A “ Slocan City, B.C.

Cawley, J “ Brockville, Ont.

Davidson, R. D “ . Bowmanville, Ont.

Davison, F. I “ Windsor. N. S.

Driscoll, G. F “ Ottawa, Ont.

Edwards, J “ Montreal, Que.

Elliott, A. B “ Advocate Harbor, N.S.

Elliott, W. J Norwich, Ont.

Fair, A. H “ Halifax, N.S.

Fieldhouse, H. V “ Neepawa, Man.

Foster, T. H “ Cannington, Ont.

Gall, W. C “ Toronto, Ont.

Gordon, R. E “ Areola, N. W. T.

Gould, W. W “ Wooler, Ont.

Gowler, A “ Toronto, Ont.

Graham, R. S “ Inverary, Ont.

Grise, F. S ... “ Midland, Ont.

Hall, Robert “ Brandon, Man.

Hamer, W. T “ Sault Ste. Marie, Ont.

Hamilton, Geo. R “ London, Ont.

Hardy, W. A G “ Belleville, Ont.

Harris, W “ Tilsonburg, Ont.

Hearne, F. G “ Toronto, Ont.

Hewitson. J. F “ . .Port Arthur, Ont

Huston, W. I “ Ayton, Ont.

Johnson, J “ Attwood, Ont,

Kerr, W. E u Toronto, Ont.

Kirvan, T “ .Toronto, Ont.

Lemont, W “ Fredericton, N.B.

Leslie, A. A “ Aylmer, Ont.

Lowrey, Dr. D. “ . .Toronto, Ont.

McCallum, W. A “ Port Arthur, Ont.

McCuaig, J. E “ ... .! Ottawa, Ont.

McLam, C. T “ Acton, Ont.

McRae, John <f .Van Anda, B.C.

Macabe, J. H “ Toronto, Ont.

Mackenzie, K. A “ Weston, Ont.

Miller, E. S “ Montreal, Que.

Miller, H. H “ Hanover, Ont.

It will help You in Your Canvass.

Miller, W. H . .
Mills, W. D..
Morrow, W. G
Mowat, J . . . .
Murray, C. M
Prevost, J. E
Pye, A. C
Purdon, J. T
Ross, Rev. A.

Salter, J. S

Schetky, G. L.
Shaw, A. McN
Shaw, H. B . .
Sinclair, D. N.

Smith, J

Smith, L. PI . .

Representative Boissevaine, Man.

“ Durham, Ont.

W

Smith, T. C

Spencer, Rev. J. C
Springer, F. B . .
Staples, H. F . . .
Stauf, E .........

Steeves, M. J ....

Stewart, J, W. W . .
Sutherland, C. T. .
Thomson, H . . . .
Tweedie, F. M ...
Vantour, ]. B . . . . .

Wallace, J. S

Wickware, A. S
Wilson, W. J

. Peterboro’, Qnt.

.Simcoe, Ont.

.Toronto, Ont.

.St. Jerome, Que.

. Arnprior, Ont.

.Berwick, N. S.

.Portage La Prairie, Man.
.Winnipeg, Man.
.Nanaimo, B.C.

. St. John, N.B.

. Indian Head, N. W. T.
.Sarnia, Ont.

.Selkirk, Man,
.Lunenburg, N. S.
.Chatham, Ont.

.Bella Coola, B.C.
.Vancouver, B.C-
. St. John, N.B.

. Dawson City, Y. T.
.Moncton, N.B.
.Vancouver, B.C.

Meaford, Ont.

. Strathroy, Ont.

. Chatham, N. B.
Campbellton, N.B.
Winnipeg, Man.

Ottawa, Ont.

Gananoque, Ont.

“ If thou canst not discern thy name amongst the privileged, make haste to
have this rectified before another sun goes down/5

STANDING OF THE AGENCIES FOR FEBRUARY

1 — Montreal, Que.

St. John, N.B.

2 — Halifax, N. S.

3 — London, Ont.

4 — Ottawa, Ont.

5 — Winnipeg, Man

6 — Head Office.

7 — Gravenhurst, Ont.

8 — Toronto, “ B.”

9 — Brandon, Man.
Brockville, Ont.

Vancouver, B. C.
Edmonton, N. W. T.
io —Toronto, “ L/5
Durham, Ont.
it — Kingston, Ont.
i2 — Sault Ste. Marie, Ont.
Toronto, “ R.”
Toronto, “ H.”

1 3 ^-Central Ontario.

14 — Hamilton, Ont.
Nassau, N. P.

15 — Belleville “City,” Ont.
Calgary, N. W. T.
Hanover, Ont.
Midland, Ont.

Port Arthur, Ont
Toronto, “ K.”
Toronto, “ City.”
Creemore, Ont.

Port Elgin, Ont.

1902— $4,000,000.

HONOR ROLL FOR FEBRUARY.

Applications.

Rank. Premiums.

Rank

JH. F. Staples, Fredericton, N. B

$16,000 ,

, . . . I

.... $821 80

.... I

\A McN. Shaw, St. John, N.B . .

16,000 .

... I

.... 821 80

.... I

A. H. Fair, Halifax, N. S...

15 5°° ■

... 2

632 65

... 2

Rev. A. W. Ross, Portage La Prairie, Man 10,000 .

3

329 25

.... 7

J. T. Purdon, Berwick, N. S

9,000 .

, . . . 4

.... 402 86

4

G. R. Hamilton, London, Ont

8,000 .

• •• 5

.... 474 80

.... 3

G. F. Driscoll, Ottawa, Ont .......

8,000

. . . . 5

.... 280 20

8

A. S. Wickware, Ottawa, Ont

7,000

. . . . 7

... 386 60

.... 6

Holland, Fredericton, N. B

6 000 .

... 8

.... 272 00

.... 9

AY. H. Bessey, Toronto, Ont

6,00c .

.. .. 8

144 85

... 14

E. Winter, Leamington, Ont

6,coo .

, . . . 8

402 55

.... 5

J. A. Labeile, Joliette, Que

6,coo .

, . . . 8

.... 197 85

.... 12

R. Hall, Brandon, Man

5,000 .

. . 12

251 75

10

J. Cawley, Brockville, Ont

5,000 .

... 12

.... 201 90

... 11

D. C. Sanderson, Gravenhurst, Ont

5,000 .

12

162 75

.... 13

There are 15 names on the February

“ Honor

Roll.”

Cannot March

produce

at least 20 stalwarts ?

THE MONTH’S WORK.

Montreal and St. John Agencies lead for February, with Halifax just $500 behind
them. This is an exceedingly close finish for the month and would indicate that the
Eastern Agencies have got right into the fight for “first place for 1902.” Winnipeg
in January, Montreal and St. John in February with Halifax a close second. Which
in March ?

•Mr. - H. F. Staples of Fredericton, N. B., one of Mr. A. McN. Shaw’s able lieutenants,
divides with him the honor of leading the Honor Roll for February, winning out from
Mr. Fair by a very small margin. We congratulate Mr. Staples and Mr. Shaw upon
their success. Who will lead for March ?

A most gratifying feature of this year’s work thus far is the uniform increase in
each agency’s business. It is not an exceptional “strike” in any one part of the
Dominion, but a general upward movement. The Directors consider this a most
promising feature of the 1902 campaign, a feature that unmistakably points to 1902
being a record year for the Imperial.

Mr. J. A. Labslle of Jiftiiette, Que., is a “hustler” in every sense of the word. He
started 1902 with $9,000 for January, and February yields him $6,000 more. It is
very gratifying to note his success, especially as he is a comparatively recent addition
to our staff.

Mr. Geo. F. Driscoll of Ottawa is another recently appointed representative who is
making a success of Imperial Life affairs. He enjoys the distinction of being the
leading local agent in the Honor Roll this month. Keep it up, Mr. Driscoll.

Mr. A. Duncan of Petrolea has recently been nominated agent for the Company
in that District and the value of the appointment is evidenced by the excellent class of

What is your aim for 1902 ?

business received from him during February, the first month of his connection. He
wrote four applications, three of which were for 15 Year Endowment Policies. VVe
predict a successful career for Mr. Duncan in the life insurance profession, and look
to see his name on the Honor Roll next month.

Rev. A. W. Ross of Portage La Prairie, Man., is getting after the business in earnest.
He wrote $7,000 in January and follows that up by $10,000 in February. Mr. Ross
has evidently got his eye on a high place on the Honor Roll and means to get it,
in which aim we wish every success.

Towards the end of 1901 Mr. D. C. Sanderson joined the Imperial's field staff
as a Local Agent. On the basis of his work in 1901 the Company felt warranted in
giving him chaage of Muskoka and Parry Sound Districts with headquarters at
Gravenhurst. His success thus far this year in a field hitherto very little worked for
the Imperial, would lead us to predict a splendid record for his Agency.

A PERSONAL MATTER.

What are you personally going to contribute to our 1902 business? Have you
made it your paramount object to reach a certain goal at December 31st 1902, by
determining to secure a definite amount each month ? The attainment of this object
will reflect credit not only upon yourself but upon the Company and its business in
your District. Last year was made our record year by each individual on the
Agency staff determining to write a certain amount of business each month, and
the same conditions at work in 1902 cannot fail to bring success to you, your clients
and your Company.

A FEW POINTERS.

The important features of the past year's business, and ihe Company’s history as
disclosed by our Annual Report, should be so thoroughly known, so thoroughly
appreciated and so indelibly impressed upon the mind, that they will form one of the
most valuable aids in an Agent’s canvass. A judicious use of the strong features of
the Imperial’s impregnable financial position, in argument, is of inestimable value.
Most men are proud of being associated with a sound, progressive financial institu-
tion ; so will a policy-holder with such a life insurance company.

Some Important Features.

No. 1. The Imperial’s reserves are over $80,000 greater than the reserves
according to the Government standard ; an evidence of the abundant security afforded
to policyholders.

No. 2. The placing of the Imperial’s reserves on a 3! per cent, standard was an
entirely voluntary step on the part of the management ; an evidence that policyholders’
security is the paramount consideration with the Directors.

No. 3. The Imperial’s net surplus to policyholders, calculating the reserves on
the Government standard, would be $132,928.00, or over i8i percent, of the reserves;
an evidence of careful management, and substantial profit earnings.

No. 4. The average rate of interest earned by the Company on its investments
during 1901 was 5 -39 per cent. The average rate, deduced from the last official

Keep up the Monthly Increase.

returns, for all Canadian companies was 4 56 per cent. ; of all U. S. companies in
Canada, 4'3i per cent. ; of all British companies in Canada, 4'o3 per cent. Only one
company earned a higher rate than the Imperial.

No. 5. The excess of interest earned (5 39 per cent.) over that at which the
Imperial’s reserves are caculated (3^ per cent.) is 1.89 per cent., being a larger sur-
plus interest earning than that of any other Canadian company, with one exception.

No. 6. The difference between the rate of interest earned, 5.39 per cent., and
that at which the reserves of the Company are calculated, 3^ per cent., being 1.89
per cent., forms a large annually increasing fund, amounting at present to more than
$22,000, which will be mainly available for surplus.

No. 7. The Imperial Life was the first Canadian Company to adopt the
3 y2 per cent, reserve in respect of its entire business.

No. 8. The Imperial Life is not in the position of most of the other Canadian
companies, which have to make up within the next few years the difference between
the 34 per cent, reserve, and the 4 per cent, or 4! per cent, reserve upon which their
old business is at present based. The large amount necessary to comply with the
legal requirements, can only come out of accumulated surpluses in bulk at one time,
or gradually out of future yearly earnings, the result being that in either case the
surplus returns to policy-holders would be seriously disturbed.

No. 9. In the year 1900 the amount of life insurance effected was considerably
more than four times that effected 25 years ago, an evidence of the growing popu-
larity of the system.

No. 10. The preference of Canadians to deal with Canadian Life Insurance
Companies rather than with foreign institutions, is founded on the just belief and ex-
perience that home companies can do equally as well for their poliey-holders as out-
side companies can do, if not better. This preference is shown in the following
figures, indicating the business transacted in 1876 and 1900 by the Canadian, British
and United States Companies :

Canadian Co.’s. British Co.’s. United States Co.’s.

1876 39.4% 12.1% 48.5%

*900 55 9% 5-4% 3&-7%

No. 11. The new business transacted in 1901 by the Imperial amounted to
$3,974,000, an evidence that the management is active, and the agency staff efficient.

No. 12. No less than $776,500 of applications were declined or not completed
at the close of 1901. This, combined with the fact that the death losses for 1901
have been less than were expected, is an evidence that much care has been exercised
in the selection of risks.

No. 13. That the funds, amounting to $1,339,804, have been carefully and
wisely invested is attested by the fact that the Company has never lost a dollar in an
investment, that there is no investment causing the least anxiety, and that the aver-
age rate of interest earned in 1901 was 5.39 per cent.

No. 14. That the business secured by the Company has been of a most satis-
factory character, is evidenced by the fact that the net addition to the total assurance
in force amounted to over $2,000,000, and that the total assurances existing on
December 31st, 1901, amounted to $11,236,700.

March Increase— 50 per cent.

No. 15. The progress and success of The Imperial is, perhaps, best illustrated
by the following table :

Reserves for

Period :

Insurance

Prem.

Interest

Total

Policies and

Dec. 31st.

in force.

Income.

Incqme.

Income.

Assets.

Annuities.

1897

# 1,185,725

# 32,399

#10,987

# 43,387

# 340,479

# 38.426

1898

4,169,125

117,887

12,464

130,352

677,061

180,761

1899

7,142,625

215,827

27,406

243,233

930,443

441,112

1900

9,226,350

315,724

36,272

351.996

1,102,092

597,488

1901

11,236,700

395 170

53,502

448,672

1,339,543

798,785

No, 16. 39 per cent, of the invested assets are in mortgages on real estate, which

have been selected with unusual care, and in no instance has a loan been made where
the value, as determined by a competent valuator, was not at least twice as great as
the loan. $411,730, or 36 per cent, of the Company’s funds are invested in bonds
and debentures — securities of the highest order, many of which if sold now would
realize a handsome profit over the amount entered in the Company’s books.

No. 17. Policyholders in the Imperial Life are, practically, in the same position
as members of a company dividing exclusively among the policyholders themselves

>

Q

Z

H

m

Z

M

3

W

the surplus arising out of their own assurances. Unlike, however, the members of
such a company (in which all the benefits — bonus additions to policies, temporary
or permanent reductions of premiums, surrender values, and even the sum assured
— depend for their ultimate realization on the successful workings of the company),
Imperial Life policyholders have the absolute guarantee of a substantial paid-up capital
that all such benefits when once contracted for can never be modified or withdrawn, !
but will be fulfilled in their entirety.

No. 18. The results of the past year, which makes the operations for 1901 the
most successful in the Imperial’s history, are exhibited in the following ;

1 — Total Assurances in force

2 — Total Assets

3 — Reserves on Policies and Annuities

4— Annual Premium Income

1900.

1901.

Increase.

%

#9,226,350

#11,236,700

#2,010.350

21.8

. 1,102,092

1,339,804

237,712

21.6

. 597,488

798,785

201,297

33.7

. 319,860

39o,170

75,310

23.5

’t 36,273

53,502

17,229

47.5

. 356,133

448,672

92,539

26.0

ill

AGENTS’ NEWS

S’

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 3

TO IMPERIAL LIFE REPRESENTATIVES.

Gentlemen

On behalf of the Company’s Executive, I tender you our hearty
congratulations upon the magnificent success which has attended your efforts
during the first quarter of 1902 just closed. Although we fall a trifle short of
the $1,000,000 aimed at for the three months, our business shows a splendid
increase over that for the same period of 1901- — over 25%. — an increase
that justifies us in taking a most promising view of our work for the balance
of the year. When we consider the relatively large business done during the
first quarter of 1901, this substantial increase cannot but be considered a
noteworthy achievement and must materially strengthen your hands in future
efforts.

To-day the flag drops for the second quarter of the year, a period when all
pursuits take on new hopes and higher aims, and when redoubled energy and
enthusiasm are the dominating characteristics. Is there any reason why the
second quarter should not show a good all round increase over the results of
the first quarter ? Our organization has been greatly strengthened since
January 1st ; new fields have been and are being opened up which have not
heretofore contributed any business; financial, industrial and agricultural
prosperity is a continued fact and the beneficial effects following the making
public of our last and best annual statement are beginning to be felt all over.
Moreover our plans of insurance and our form of policy contract, which have
no peer, continue to meet with strong public approbation, and, as a result,
still greater confidence is being exhibited in the Company and its sound
management.

In view of these conditions, April, May and June should not give us less
than $333,000 each or $1,000,000 for the second quarter. The factors which will
do more than any others to produce these iesuits are “ PERSONAL responsi-
bility AND PERSONAL EFFORT.”

Yours truly,

i

Secretary.

A BUSINESS OF OPPORTUNITIES.

“ Life Assurance is a business of boundless opportunities : it is a democratic busi-
ness. The smallest producer in the ranks may some day be the largest, or the manager
of the greatest agency, or an officer of his Company ; he may, if he displays more
ability, more energy, more get-there quality than the others who are working side by
side with him. What a man can accomplish in this business depends simply on
what he is able and willing to do to accomplish it. I hear someone say “Oh yes,
that’s all right, but how can T, a small man in a country town, ever hope to compete
with the big fellows in the cities ?” — and then ten to one he sits down and folds his
hands and thinks about his disadvantages. Let that man commit this to memory : —

“ The law of nature is : do the thing and you shall have the power ; but they
who do not the thing have not the power.”

It is only by doing, that you can do ; by producing that you can produce. Let the
man above referred to begin by assuring every assurable life in his town ; whenever
the time comes when he has really exhausted his field, or, what is more likely to be
the case when he has outgrown it then it will naturally follow that he will be removed
to wider opportunities. There is no lack of material to work upon ; the question is
simply to pick it out and do the work. There is no lack of room for advancement ;
the problem is simply to earn the right to advance. Men get ahead by pushing
ahead ; they are not coaxed to come to the front and receive as the reward of inaction
and indifference the high prizes of life.”

THE RIGHT SPIRIT.

“ I was very much pleased to know we had written such a nice business in
January and February, or at least had made such gains over last year, and I sincerely
trust that each month will show a similar gain. I would give a good deal to see The
Imperial turn the $4,000,000 mark of accepted business this year. I feel very con-
fident of Nova Scotia being able to give $400,000.” — A. H Fair , Provincial Afatiager,
Halifax, N. S.

This extract contains just exactly the sentiments which we hold concerning our
business for this year. We have advised Mr. Fair that if Nova Scotia will give us
$400,000 of accepted business this year — being one-tenth of the $4,000,000 referred
to — that all our other Provincial Managers and Agents will surely be able to give
us the other nine-tenths. What do the agents outside of Nova Scotia say to the
challenge?

AN EMINENT ACTUARYS CHALLENGE

Co?icemi?ig the Alleged Longevity of British Assessment Societies not Taken Up.

In The Chronicle of 15th November last, a letter appeared from Mr. David
Parks Fackier, the eminent New York Actuary, in which he offered to pay $r,ooo,
“to the first man who shall produce satisfactory proof, within three months, that,
friendly societies, as conducted in America prior to 1895, have existed in Great
Britain for over one hundred years prosperously and successfully.” Whoever was
desirous of accepting this challenge was required to put up $ioo to guarantee the
production of satisfactory proof within three months, which sum was to be placed in
the hands of Mr. W. Fitzgerald, Superintendent of Insurance, Ottawa, who was to be
Referee to decide the case, and to be also the custodian of Mr. Fackler’s challenge
deposit of $1,000.

No person having taken up the glove thrown down by Mr. David Parks Fackier,
in order to win the prize of $1,000, he has addressed to us the following letter :

New York, Feb. 15, 1902.

Editor Insurance and Finance Chronicle, Montreal, Canada :

Dear Sir, — When 1 sent that challenge for the assessment people to prove the correctness of the

assertion that there are assessment societies in England hundreds of years old, I noted in my diary for
this date, that the three months for taking up the challenge would expire to-day.

As no one has informed me of his intention to present proofs within the three further months
allowed for doing so, it seems clear that no assessment partisan has faith enough in the legend to put
$100 against my #1,000 ; therefore, the claim should henceforth be considered as utterly exploded.

I would state that I have not made the challenge as a partisan of what is called “regulai” in-
surance, for some of my most esteemed friends are connected with fraternal organizations, which, if
.scientifically conducted, are really nothing but mutual life insurance companies.

’ Yours very truly,

D. PARKS FACKLER, Consulting Actuary.

The legend or rather myth, respecting the antiquity of British assessment
societies sprang from some Westerner’s morbid imagination. Its proper place is in
a collection of tales like Jack and the Bean-stalk. — Finance Chronicle , Montt'eal.

THE THIRD CONVENTION.

Our representatives will by this time have received the notice of our 1902 Con-
vention, to be held some time during the month of September next, and the amount
of business which will entitle them to attend at the Company’s expense. Those who
attended the Convention last year probably still have recollections of a pleasant and
instructive outing, and we anticipate that the coming meeting will in every way over-
shadow its predecessor.

Just in this connection we would like to give our representatives a word of warn-
ing. li Do not leave a large balance of business to be secured during the last month.”
The surest plan is to put down a proportionate amount for each month, and aim to
secure at least that amount. The Head Office does not wish to be “ swamped” with
an extraordinary amount of business just before the Convention which, on account of
its volume, will excite suspicion as to its genuineness.

We particularly ask that you endeavor to keep up the monthly average, and have
April make as good a showing as August.

ADDITIONAL BELIEVERS.

Since the list of Imperialites insured with the Company was published last
month, we have received applications from the following representatives :

J. L. Mancini, Montreal, Que. R. E. Boisseau, Quebec, Que.

T. M. Grover, Regina, N. W. T. A. M. Crofton, Sydney, C. B.

N. D. Bell, Port Elgin, Ont. Geo. Walters, Pincher Creek, N. W. T.

A. J. B. McLachlan, MacLeod, N.W.T. J. B. Waddell, Carleton Place, Ont.

R. E Brett, Victoria, B. C. J. L. Webster, Ottawa, Ont.

W. M. Ewart, Merrickville, Ont. J. A. Labelle, Johette, Que.

There is room for equally as large an addition during April.

It would be a splendid evidence of Imperialites’ confidence in their Company if
it could be said that every agent who attended the 1902 Convention carried a policy
with it. This should be the case.

A VALUABLE circular.

The pamphlet “ An Ideal Policy” has been reprinted in a revised form. Many
Imperialites consider this one of their best canvassing documents, as it gives in a
concise and attractive form the strong features of the Company’s unexcelled position.
A card to your District Agent or to the Head Office will bring you a supply.

3

MOMENTUM IN MEN.

“ It is the man with the greatest amount of momentum in his nature that can best
lead, influence and direct others.

In physics, momentum is the power of overcoming resistance by reason of
motion, and is comprised of two elements — mass and velocity. The heavier the mass
a d the grea'er the velocity, the greater will be the momentum. However, a swift-
flying swallow has less momentum than a slow moving ferryboat, because of the
greater bulk of the latter ; and a small boat sailing briskly has less power to dis-
place than a large steamer moving at only one tenth the rate.

So it is with men. Some possess greater momentum than others. He who
couples character and ability with energy becomes an irresistible force in influencing
others in his way of thinking; and when in the pursuit of an object he carries every-
thing before him. But the incompetent man, who goes at things impetuously, with-
out the backing of strong mental and moral qualities, is easily blocked and dis-
couraged, or else is deflected from his purpose altogether when an obstacle gets in
his way.

LIST OF PROMINENT POLICYHOLDERS.

The Company will issue a revised edition of the pamphlet, “ Prominent Policy-
holders,” about April 15th. This intimation is given in order that you may have an
opportunity of closing up any “ large ” prospects you may have, in time to be in-
cluded in this, which is perhaps the most telling and convincing document ever placed
in the hands of a field man. All persons assured for $5,000 or more are entered in it.

If some of your old policyholders only carry $2,000 or $3,000 now, they can
be included by bringing their total insurance in The Imperial up to $5,000.

ANOTHER GOOD TALKING POINT.

Since the commencement of the Company the interest received from investments
has been more than sufficient to pay all death losses, — the excess is represented by
the substantial balance of $7 619.03. Considering that The Imperial has not the
large accumulated funds of the older institutions earning interest, the result is most grati-
fying to policyholders and representatives, inasmuch as it is a striking evidence of the
care taken in the selection of our lives, of the skilful manner in which our invest-
ments are handled and speaks well for profit returns to policyholders

THE APRIL HONOR ROLL.

In addition to the names which appear in the March Honor Roll we would especial-
ly like to see the following representatives secure places in the April Roll. They are all
capable of doing so and if hard work will assist them, their names should be found there

A. R. Martin.

J. E. McCuaig.

Jas. Mowat.

C. B. Munroe.

T. A. Thorburn.

J. T, Purdon.

J. B. Vantour.

Rev. A. W. Ross.

F. B. Springer.

N. D. Bell.

Rev. S. A. Dyke.
T. M. Grover.

G. A. Lane.

H. Thomson.

W. D. Mills.

A. Duncan.

J. F. Hewitson.
C. F. Stewart.

H. B. Shaw.

G. I. Riddell.

J. H. Macabe.

J. L. Mancini.

\V. H. Seymour.
E. Storey.

W. H. Bessey.

J. L. Mowat.

D. C. Sanderson.

4

THE HONOR ROLL.

Imperial Life representatives are always interested in one another’s success. This
is becoming more and more the case as the business becomes more important. In
order, therefore, to let the East know what the West is doing, it has been decided to
include hereafter in the Honor Roll a record of the business in respect of those repre-
sentatives who secure $5,000 or over, of accepted applications. The following details
will be observed : —

(1)

(2)

(3)

Joint business will be credited one-half to each of the two agents.

The agents will be ranked : •

(A) In regard to the amount of new insurance accepted in the month.

_(B) In regard to the total annual premiums thereon.

~ times the agent’s name

appeared in the honor roll up to date.

Policies

Rank

Premiums

Rank

E. W. Chandler Campbellton, N. B . .

$22,000 ....

I . . .

. $ 500 60

.... a

A. H. Fair, Halifax, N. S

19,000 ....

2 . . .

• 1,235 30

.... 1

E. S. Miller, Montreal, Que

19,000 ....

2 . . .

. 1,063 3°

.... 2

J. A. Labelle, Joliette, Que

18,500 ....

4 ...

604 45

.... 3

J. Holland, Fredericton, N. B

14,000 ....

5 •••

452 25

5

J. A. Leonard, Edmonton, Alta. . . . . .

11,000 ....

6 ...

265 90

.... 11

W. E. Kerr, Toronto, Ont

10.000

7 •••

3 77 85

.... 6

A. S. Wickware, Ottawa, Ont .......

7,500 ....

8 ...

307 75

.... 8

J. Cawley, Brockville, Ont..

7,000 ....

9 ...

297 65

9

G. Walters, Pincher’s Creek, N. W. T . .

7,000 ....

9 ...

133 20

.... 17

H. F. Staples, Fredericton, N. B

7;ooo ....

9 ...

284 20

.... 10

F. G. Allgeier, Sault Ste. Marie

7,000 ....

9 ..

260 80

.... 12

F. G. Hearne, Toronto. Ont

7,000 ....

9 ...

248 35

13

|. B. Cooke, Kingston, Ont

6,000 ....

14 ...

183 95

14

W A. McCallum, Port Arthur, Ont. ..

6,000 ....

14 ...

141 75

16

J. B. Primeau, Montreal, Que

5,000

16

150 25

.... 15

W. J. Marshall, Waterloo, Ont ......

5,000

16 . .

350 00

.... 7

STANDING OF THE

AGENCIES

FOR

MARCH.

1 — Montreal, Que.

2 —St. John, N. B.

3 — Head Office.

4 — Halifax, N. S.

5 — London, Ont.

6 — Ottawa, Ont.
Edmonton, Alta.

7 — Winnipeg, Man.

8— Toronto, “K.”

9 — Vancouver, B. C.

10 — Kingston, Ont.

11 — Brockville, Ont.
Pincher Creek, N.W.T.
Sault Ste Marie, Ont.
Toronto, “H.”

12 — Port Arthur, Ont.

*3 — Waterloo, Ont.

14 — Brandon, Man.

Nassau, N. P.

Port Elgin, Ont.
Regina, N. W. T.

St. Catharines, Ont
Toronto, “L.”
Victoria, B. C.

15 — Hamilton, Ont.

16 — Collingwood, Ont.
Durham, Ont.

17 — Calgary, N. W. T.
Gravenhurst, Ont.
MacLeod, N. W. T.
Toronto, “B.”
Toronto, “T.”

18 — Peterboro, Ont.
Toronto, “City.”
Toronto, “R.”

5

THE FOLLOWING LIST GIVES THE AGENTS WHOSE NAMES
HAVE APPEARED ON THE “HONOR ROLL” DURING
THE FIRST QUARTER.

A. S. Wickware, Ottawa, Ont . . 3 times

J. A. Labelle, Joliette, Que 3 ”

E. Winter, Leamington, Ont. .. . 2 ”

R. Hall, Brandon, Man 2 ”

E. S. Miller, Montreal, Que 2 ”

Rev. A. W. Ross, Portage La

Prairie, Man 2 ”

J. Cawley, Brockville, Ont.... 2 ”

H. F. Staples, Fredericton, N. B. 2 ”

A. H. Fair, Halifax, N. S 2 ”

Jas. Holland, Fredericton, N. B. 2 ”

}. S. Wallace, Winnipeg, Man. . 1 time

S. P. Saunders, Nassau, N. P . . 1 ”

W. J. Murray, Toronto, Ont . . . 1 "

Or. D. Lowrey, Toronto, Ont.. 1 ”

J. E. Bill, Wolfville, N. S 1 ”

W. H. Seymour, Hamilton, Ont. 1 ”

J. E. McCuaig, Ottawa, Ont. . . . 1 "

J. W. W. Stewart, Vancouver, B.C. 1 ”

H.B. Shaw, Indian Head,N. W.T. itime
Rev. S. A. Dyke, Toronto, Ont. 1 ”

J. H. Macabe, Toronto, Ont. . . 1 ”

A. McN. Shaw, St.John, N. B. . . 1 ’

J. T. Purdon, Berwick, N. S. . . . 1 ”

G. R Hamilton, London, Ont. . . 1 ”

G. F. Driscoll, Ottawa, Ont. .... 1 ”
W. H. Bessey, Toronto, Ont. ... 1 ”

D. C. Sanderson, Gravenhurst, O. . 1 n

E. W. Chandler, Campbellton, N.B. r ”

J. A. Leonard, Edmonton, Alta... 1 ”

W. E. Kerr, Toronto, Ont 1 M

G. Walters, Pincher Creek, N. W.T. 1 ”

F. G, Allgeier. Sault Ste Marie, O. 1 ’*

F. G. Hearne, Toronto, Ont.... 1 ”

J. B. Cooke, Kingston, Ont.... 1 ”
W. A. McCallum, Port Arthur, Ont 1 ”

J. B. Primeau, Montreal, Que. . 1 ”
W. J. Marshall, Waterloo, Ont.. 1 ”

HONOR ROLL FOR THE FIRST QUARTER

The following list contains the names of those representatives who personally
secured during the first quarter applications to the extent of $15,000 or over, which
were accepted by the Company : —

A. H. Fair, Halifax, N. S

$40,000

.... 1 ....

$2,091 65

1

J. A. Labelle, Joliette, Que

34.5°°

... 2 ... .

1,212 10 ....

3

E. S. Miller, Montreal, Que

27,000

.... 3 ....

1,421 90 ....

2

J. S. Wallace, Winnipeg, Man

26,000

. . . . 4 . . . .

796 70

7

H. F. Staples, Fredericton, N. B

24,000

.... 5 ....

L130 35 ••••

4

E. W. Chandler, Campbellton, N. B .

22,000

.... 6 ....

500 60 ....

14

A. S. Wickware, Ottawa, Ont

21,000

7 • • • •

988 35 ....

5

James Holland, Fredericton, N. B . . . .

20,000

.... 8 ....

725 15 ....

9

S, P. Saunders, Nassau, N. P

19,500

. . . . 9 ....

845 20 ....

6

Dr. D. Lowrey, Toronto, Ont

17,000

. . . . 10 ....

519 05 ....

13

L Cawley, Brockville, Ont

16,000

. . . . 11 ....

700 40 ....

10

[. A. Leonard, Edmonton, Alta

i6,oco

. . . . 11 ....

411 40

T5

Rev. A. W. Ross, Portage La Prairie, Man.

i5>5°°

. . . . 13 ....

543 45

12

R. Hall, Brandon, Man

15,000

14 ....

575 65

1 1

Ed. Winter, Leamington, Ont

15,000

14

768 80 ....

8

6

STANDING OF THE AGENCIES FOR THE FIRST QUARTER.

1 — Montreal, Que.

2 — St. John, N.B.

3 — Winnipeg, Man.

4 — Head Office.

5 — Halifax, N.S.

6 — Ottawa, Ont.

7 — London, Ont.

8 — Vancouver, B.C.

9 — Nassau, N.P.
to — Toronto, “ L.”

11 — Central Ontario.

12 — Brockville, Ont.
Edmonton, Alta.

13 — Brandon, Man.

14— Kingston, Ont.

Sault Ste. Marie, Ont.

15 — Hamilton, Ont.

16 — Toronto, “ H.”
Toronto, “ K ”

17 — Gravenhurst, Ont.

18 — Arthur, Ont.

Toronto, “ B.”

19 — Port Arthur, Ont
Toronto, City.”

20 — Durham, Ont
Pincher Creek, N.W.T.

21 — Port Elgin, Ont
Waterloo, Ont.

22 — Coilingwood, Ont.
Regina, N.W.T.

St. Catharines, Ont
Toronto, “ R.”
Victoria, B.C.

Whitby, Ont.

23 — Calgary, N.W.T.

24 — MacLeod, N.W.T.
Midland, Ont
Toronto, “ B.”

2 5 — Belleville, Ont
Creemore, Ont
Peterboro, Ont.

NOTES.

Mr. J. W W Stewart, Provincial Manager, Vancouver, B. C , advises that the aim
of the British Columbia Agency staff is $300,000 for 1902. Mr. Stewart and his
men have started out in the right spirit, by putting a definite goal in front of them.
We wish them every success in their undertaking.

Mr. J. S. Wallace, Provincial Manager, of Winnipeg, Man., is another manager who
bas “ put his shoulder to the wheel ” in earnest. He writes, “ Nothing short of
$325,000 will satisfy me this year.” Judging from his work during January, February
and March, there is every prospect of his aim being accomplished. Mr. Wallace
always “ means what he says,” and it remains to him to redeem his words during 1902.

Mr. A- H. Fair, Provinoial Manager, Halifax, N. S., leads the “ Honor Roll ” for
the first quarter by a goodly margin ; he has also secured second place for March.
Mr. Fair is a hard worker and when he has got his eye on a place he is pretty sure
to get it.

Mr. A. S. Wickware, District Manager at Ottawa, Ont., writes, “ I may say that
we have applications written for our full $60,000 for the three months and we hope
to exceed our anticipations.” Mr. Wickware is to be congratulated upon the success
which has attended his efforts during the first quarter. His name has appeared on
the “Honor Roll” every month, and his agency secured 6th place in the “ Standing
for the Quarter.” v T sj

'(F.l?'*'"' lYV'-' ^

Mr. Robert A. Starve, of Montreal, Que., is a recent addition to the staff of the
Imperial. He signalizes his connection by forwarding an application for $5,000 on
the 15 Year Endowment Guaranteed Security Plan with a premium of $438.50. This
is an excellent commencement and we anticipate that he will send us a good line of
business towards the $1,000,000 for the second quarter.

Mr. E. W. Chandler of Campbellton, N. B. is one of Mr. Shaw’s new men and the
results of his first month’s work is certainly encouraging. He writes “ I have taken
up the Imperial’s work for the next year and thrown up my other engagement. I
trust and firmly believe that the change will be a profitable one for myself and I hope
a satisfactory one to Mr. Shaw and the Company.” We feel no doubt on that point.

Mr. Jno. Cawley District Agent at Brockviile, Ont., writes in reply to our letter

inviting him to the Convention, “ I will agree to put in $50,000 as requested.” We
trust that a large majority of our agents can speak of their prospects in such a decided
manner.

Montreal Agency leads the agencies for the first quarter, with new policies
credited to it amounting to almost one quarter of its quota for the year. Mr. Miller
has aimed high for 1902, and his success thus far is all the more gratifying to the
Head Office officials.

<r>

mi'

■' I.1

>

0

M

x

to V*

E 3

in

z

w ^

3

m

I 2

O

St. John Aganey has exceeded its quota for the quarter by several thousand
dollars — an achievement upon which we heartily congratulate Mr. Shaw, the Pro
vincial Manager. It would appear that we may count upon Mr. Shaw largely ex-
ceeding his estimate of $300,000 for the year.

Mr. J; A. Lahefle, of Joliette, Que., is an Imperialite who deserves great credit for
his work thus far this year. His name has appeared each month on the “ Honor
Roll” and he has secured second place on the “Honor Roll” for the quarter.
During January, February and March he closed 32 apphcations.

Mr. J. L. Manciqi, the efficient Inspector of the French Department for the
Province of Quebec, has shown especial strength in organizing work. No little credit
is due to him for Mr. Labelle’s connection with the Imperial. During the month of
March Mr. Mancini has done very excellent work in the City of Quebec. His success
is undoubtedly due to his untiring, persistent and enthusiastic efforts ; he is always
planning for, and thinking and dreaming of the Imperial.

XNVPERUt

^XNv 8$HHKS$ * w/n^

A AGENTS’ NEWS ^

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 4

AN IDEA-A TRIAL-A SUCCESS.

One of our Provincial Managers, (Mr. J. S. Wallace, Winnipeg,) was one day
thinking over his business and his possible prospects for insurance, when an idea
occurred to him, which he immediately put into effect, as follows : —

“ A gentleman whom he kn jw, had recently secured a good position some hund-
reds of miles away. He filled out an application as far as he could for him, and
mailed it to him accompanied by a letter suggesting some extra insurance, and
explaining to him how he could go to the Medical Examiner, etc. The applica-
tion was returned to him completed, and the Imperial has issued the policy
for $5000.

“In a town fifty miles away was another gentleman who had already $2,000
of insurance in the Imperial and whose birthday was drawing near. He filled
out an application for $3,000 and mailed it to him, accompanying it by a let-
ter in which he pointed out the advantage of adding more insurance before his
birthday etc. The application was returned, completed, together with a
draft tor the amount of the premium.”

Again and again has the Manager referred to met with successs along this line,
and we heartily commend the method to the consideration of all our representatives.

A SUCCESSFUL METHOD.

One of the most novel and successful schemes of advertising was adopted by a
gentleman, a Mr. Rose, who intended opening out as a merchant in a town in West-
ern Ontario some years ago. About a month previous to going there he placarded
the fences, buildings, and gate posts for miles around with “ Rose is coming.” No
other announcement or explanation was made until he was ready to start, when his
former placards were covered with another “ Rose is here.” His business was a suc-
cess from the very beginning and he is to-day one of the most successful wholesale
and retail merchants in Ontario.

Parallel to this in Life Insurance, is the plan of making a list of prospects whom
it is intended to canvass. The first week mail a few blotters, the next week a leaflet
of literature, the next a memorandum book, or a folder explaining some particular

May— $420 000

1

policy. Then the agent proceeds to call upon his list, and finds that the Company
is not new to them. They have had the Company brought to their notice, and have
been thinking of insurance ; the ice has been broken, and the agent’s canvass is greatly
facilitated. One agent made a list of eighteen names, and after following the plan
outlined, called upon the eighteen, closing seven of them on the first interview. The
plan can be used to good purpose by all representatives, and especially by new agents,
and old agents in new fields. Try it.

SEEING THE LIGHT.

{From The Bulletin.)

The Canadian Fraternal Association held its Annual Meeting in Toronto on
April 24th, with about sixty delegates present. The Societies represented were : — j
Canadian Order Chosen Friends.

Catholic Mutual Benevolent Association.

Ancient Order United Workmen.

Catholic Order Foresters.

Canadian Order Odd Fellows.

Independent Order Foresters.

Knights of the Maccabees.

Canadian Order Home Circles.

Odd Fellows’ Relief Association.

Royal Arcanum.

Royal Templars.

Sons of England.

Some straight talk regarding the inadequacy of the rates charged by these
societies was indulged in by the President. He said in part : —

“ We admit practically that the tables of rates under which the
‘‘majority of us are doing business are insufficient, that our plans
“ are wrong, and that we are misleading our membership when
“ we tell them by inference if not by words that they are to receive
“ whole life protection. We do not want any more societies on a
“ wrong system but we want to go on and get in new members on
“ our old tables which we admit are faulty. It is a difficult matter
“ to change plans and systems which have been working for thirty
“ years, but honesty should compel us to have that which is wrong
“ made right. We can then appeal to the public with clean hands.

“ Are we not placing ourselves in a very ridiculous light, when many
“ of us with rates far below what are necessary, with an accumulation
“ of impaired risks on our hands which will have to be accounted for
“ during the next twenty years, continue to do wrong, and say that
“ we cannot now do otherwise ?”

Well-informed members of our Assessment Societies have for some time past been
fully aware of the fact that not only are the rates charged by these societies inadequate
to furnish whole life protection, but that the assessment system upon which they
operate is unsound. It is not often, however, that we get such a candid admission of
the fact in public as given above.

Did you ever know an intelligent, laborious man who was not

a victorious man ?

2

THE 1902 CONVENTION.

It is just two months since each representative started to secure the amount
necessary to entitle him to attend our 1932 convention at the Company’s expense,
and at the present time a short survey of what we have accomplished may be of
material assistance to us, and will show us just how we stand.

Some of our representatives are doing splendid work, — are keeping at it hammer
and tongs every day,— and the result of their efforts is certainly a magnificent tribute
to their intelligent representation of the Imperial Life. They have put before them
a definite aim, — they are leaving no stone unturned to keep up their monthly average,
and after two months’ work we feel that their attendance at the Convention is practi-
cally assured. Their work is becoming easier every day — success brings success — and
they have the enthusiastic interest in their work that can only result that way.

Others have up to this time, only met with mediocre success. Their efforts do
not appear to have sufficient concentration — they have not given themselves to the
accomplishment of a definite aim, — and as a result their work is spasmodic and with-
out system.

Definite and systematic effort combined with enthusiasm is the great secret of
success in life insurance field work. The man who says, “ I will do my best,” may
have the best of intentions, but he has nothing to guage himself by. Let him say

“ I will do $ of business this year” ; form his plans, and then set to work in

such an enthusiastic and indefatigable manner that all obstacles in his path will be
easily overcome.

Each one of us has an object before us. We all wish to attend the Convention
and the Company wishes to have us all there, and is there any reason why the entire
Imperial Staff should not come together next September ? There are still four months,
and a little extra effort on the part of those who have fallen behind will undoubtedly
bring them in the van again. Let us all bring to bear, during the next four months,
our very best talents and our greatest energy, so that our 1902 Convention will be the
best attended and most successful in the Company’s history.

RATE OF INTEREST EARNED BY UNITED STATES LIFE
INSURANCE COMPANIES DURING 1901 ON MEAN
AMOUNT OF INVESTED ASSETS.

( From The Spectator, New York.)

Aetna Life 4.34%

Equitable Life 4.08 ”

Germania Life 4.50 ”

Metropolitan Life. 4.21

Mutual Life 4.10 ”

New York Life 4 08 ”

Provident Savings Life. 4-4 *

Travelers . 4- 2 2

United States Life 4-82

It will be remembered that the average rate of interest earned by the Imperial
in 1901 was 5.39 per cent.

It isn’t what you are GOING TO do that tells, but what you DO do.

3

RE DAILY NOTE REPORT.

Some of our representatives are using the “ Daily Note Report ” form to send in
notes taken with new applications. As form No. 144 says, “which notes I enclose, J>
it is not necessary to use the Note Report form.

THOSE WHO NEED LIFE INSURANCE.

Those who have an income.

Those whose savings are small.

Those who have others to keep.

Those who have a business to protect.

Those who have large investments to make safely and profitably.

Those who wish to secure an income or estate for others or themselves.

Those who wish to provide for others, and have only a life interest in an estate.
Those who wish money available at a certain period for the education of children.
Those who can save a small sum annually through household or personal econo-
mies, in order to lay up for a rainy day.

Those who wish to be absolutely certain that they will not be without money
in the later years of life.

ADVERTISING.

Considerable advertising is being done, with good results, by Imperial Life
representatives on their own account. We will publish hereafter from time to time
sample advertisements, which, if inserted in their local papers, will undoubtedly assist
to popularize the Company. The two on the back page of this issue will be found
attractive, especially if they are placed next to reading matter. Advertising is a good
thing if done judiciously — spend a few dollars of your money and you will reap
hundreds.

THE PASSING AWAY OF ASSESSMENTISM.

Superintendent Wagner, in his advance report, states that eight years ago there
were 26 assessment associations doing business in the State of Missouri having
25,000 policies in force and representing $53,721,330 of insurance. Of this number
twelve have reorganized as level premium companies or re- insured, about 9
passed into the hands of receivers, three withdrew and only one of the 26 is still
doing business in Missouri. This one, with two that have been orgmized, constitute
the three assessment associations now doing business in Missouri. Mr. Wagner
says: “ Many of our citizens have lost their insurance protection on account of the
methods of business of these associations, and are now past the age limit or so
physically impaired that they cannot obtain insurance elsewhere. Viewing the
remains of so many wrecks, which have thus recently occurred, I am forced to the
conclusion that it would be a wise move on the part of the Legislature to repeal in
its entirety the assessment laws of this State, and thus prohibit the organization or
recognition of a class of business which has caused such a loss and disappointment
to many of the citizens of tnis State.” — Insurance and Fhiance Chronicle , Montreal.

Systematic effort wins the day.

HOW TO INTEREST AN APPLICANT.

Never mail a collection of literature to a possible applicant. It will surely go to
the waste-paper basket. One leaflet or item of literature will be read, and especially
if accompanied by a very brief letter, drawing attention to some particular feature.

REGARDING ENQUIRY CARD TO POLICY-HOLDERS.

We have heretofore forwarded our agents a supply of blue cards to be enclosed
with notices of premiums falling due asking for the names of persons who would likely
be interested in the Company’s plans. Our stock of this card is exhausted, and unless
our representatives find the form of material benefit, it is not our intention to order
a further supply. Let us have an expression of opinion from all in this connection.

THE GUARANTEED SECURITY POLICY.

It is a significant fact that a majority of oiir most successful representatives
secure their applications almost entirely on the Guaranteed Security Plan. Appar-
ently they find that its features are the most attractive to the assured and most
valuable in competition, and, consequently, make it their main “ stock in trade.”

There is a great deal to be said in favor of the “ one policy ” canvass, and
especially when such a contract as the Guaranteed Security Policy is put in the Agent’s
hands. The representatives who take a policy and “push it,” become so familiar
with it, — its clauses, benefits, privileges, etc., that they can meet every question satis-
factorily : all their thoughts are directed to this one policy and consequently it receives
a more intelligent representation. In nine cases out of ten the “one policy” man is
the one who meets with the greatest success.

STANDING OF THE AGENCIES FOR APRIL.

1 — Montreal, Que.

2 — Winnipeg, Man,

3— Head Office.

4 — Plalifax, N.S.

5 — London, Ont.

6 — St. John, N.B.

7 — Brockville, Ont.

8 — Ottawa, Ont.

9 — Vancouver, B.C.

10— Toronto, “City.”
j 1 — Victoria, B.C.

12— Kingston, Ont.

1 3 —Regina, N.W.T.

Nassau, N.P.

14 — Sault Ste Marie, Ont.
Toronto, “K ’
Toronto, “ L.”
Brandon. Man

15^-Hamilton, Ont.

16 — Port Elgin, Ont.
Whitby, Ont.

17 — Durham, Ont.

Port Arthur, Ont
Waterloo, Ont.

18 -Calgary, N.W.T.
Edmonton, N.W.T.
Gravenhurst, Ont.
Norwood, Ont.
Toronto, “ H.”
Toronto, “ T.”

19 — Port Hope, Ont.

St. Catharines, Ont.
Toronto, “ B.”
Toronto, “RT

Four months to the Convention.

5

THE HONOR ROLL FOR APRIL.

Imperial Life representatives are always interested in one another’s success. This
is becoming more and more the case as the business becomes more important. In
order, therefore, to let the East know what the West is doing, it has been decided to
include hereafter in the Honor Roll a record of the business in respect of those repre-
sentatives who secure $5,000 or over, of accepted applications. The following details
will be observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked :

(A) In regard to the amount of new insurance accepted in the month.

( B) In regard to the total annual premium thereon,

(3) Each month there will be a summary giving the number of times the agent’s name

has appeared in the honcr roll up to date.

Policies.

Rank.

Premiums

Rank.

No. of
times on
Honor Roll.

J. S. Wallace, Winnipeg, Man

£24,500

. . I . .

$864

35

. . I . .

2

J. A. Labelle, Jolliette, Que

16,500

2 , .

568

00

. . 2> . .

4

J. Cawley, Brockville, Ont

15.500

.. 3 ••

315

50

.. 9 ..

3

J. T. Purdon, Berwick, N.S

14,000

.. 4 ..

473

45

.. 3 ..

2

J. H. Macabe, Toronto, Ont

12,500

.. 5 ..

397

30

. . 5 . .

2

E. W. Chandler, Campbellton, N.B.
J. L. Mancini, Montreal, Que, ...

I 1,000

.. 6 ..

3 9

30

..II . .

2

10,000

.. 7 ..

377

25

.. 7 ..

1

R. E. Brett. Victoria, B. C

9,000

.. 8 ..

285

75

. 14 . .

i

A. S. Wickware, Ottawa, Ont

Rev. A. W. Ross, Portage La Prairie,
Man

8,500

.. 9 ..

39*S

40

.. 4 ..

4

7.5oo

..10

272

75

. . l6 . .

3 '

G. R. Hamilton, London, Ont

7,000

..11 . .

225

5°

,.l8 ..

2

H. R. Gray, Montreal, Que

7,000

..11

246

lS

..17 ..

1

S. P. Saunders, Nassau, N. P

7,000

..11 . .

31 3

35

. . IO . .

2

R. Hall, Brandon, Man

6,000

..14 ..

206

90

..19 ..

3

A. M. Crofton, Sydney, C. B

6,000

.. 14 . .

298

35

..13

1

E. S. Miller, Montreal, Que

6,000

..14 ..

3 4

75

. . 12

3

J. Boyer, Beauharnois, Que

6,000

..14 ..

39i

00

. . 6 . .

1

W. E. Kerr, Toronto, Ont

6,000

..14 ..

205

45

. . 20 . .

2

Dr. D. Lowrey, Toronto, Ont

6,000

. . 14 . .

281

80

..15 ..

2

J. H. McCarthy, Winnipeg, Man..

6,000

. . 14

J95

40

. . 21 . .

1

A. H. Fair, Halifax, N. S

Rev. S. A. Dyke, Toronto, Ont. . . .

5,000

. . 21

368

25

.. 8 ..

3

5,000

. . 21

158

65

23 ..

3

J. B. Cooke, Kingston, Ont . .

5,000

. . 21 . .

i37

60

..27 .

2

Ed. Winter, Leamington, Ont

5, ooo

. 21 . .

i53

35

..25 ..

3

W. A. Bignell, Quebec, Que

5,00°

. . 21

!56

5°

. .24 .

1

T. M. Grover, Regina, N. W. T

5,000

. . 21

83

40

..28 ..

1

F. G. Allgeier, Sault Ste. Marie, Ont.

5,000

. . 21

161

40

. . 22

2

H. F Staples, Fredericton, N. B . . . .

5,000

. . 21 . .

149

80

..26 ..

'j

O

HOW TO IMPRESS AN APPLICANT.

Don’t overload ycur prospect by trying to tell him all the good features of
your Company. One o. points clearly impressed upon him will produce results ;
the former will worry him.

First half of 1902-$2,000,000.

6

THE VALUE OF YOUR LIFE POLICY.

When a man takes out a policy of life insurance, he should hang on to it. It
should be the first investment made, and the last to be parted with. Why ? Because : —

1. It invariably costs more every year.

2. Its value invariably increases every year. )

3. Hard times does not affect it. ^

4. Government bonds can be bought any day. Insurance can be bought only
in good health.

5. Savings end with death. Insurance is made perfect with death. — The Record.

Mr. J. S. Wallace, Provincial Manager, Winnipeg, Man., has again succeeded in
securing the coveted position on the Honor Roll. In addition to this his agency
stands second for the month and two of his lieutenants Messrs. McCarthy and Ross
have secured good places on the Honor Roll. This is certainly a magnificent record
Mr. Wallace, and one well worthy of duplication.

Montreal leads the agencies for the third time this year. Writing on April 30th,
Mr. Miller, Provincial Manager, says : ‘‘ We have given you slightly more than 12
per cent, of the $482,000, having sent in applications for $63,000. We hope to do
equally as well in May.” His able representatives Messrs. Mancini, Labelle, Gray,
Boyer and Bignell successfully backed him up in his undertaking, and deserve great
credit for this splendid record.

Mr. J. 1. Mancini, Inspector, Montreal, Qua., our able organizer, has added to his
reputation by personally securing a splendid line of business during April. Mr. Jos.
Boyer of Beauharnois, Que., has also done splendid work during April. His policies
carry good premiums.

Mr. R. E. Brett, Manager for Vancouver Island, Victoria, B.C., is anew Imperialite
but an old hand at the business. He joined the ranks about the end of March and
since that time we have received $13,000 of personal business from him. We expect
great things from Victoria Agency this year.

Mr. John Cawley, District Aget|t, BrockviHe, Ont, secured an excellent line of
business during April He has secured one third of his quota of $100,000 for the
year. Keep it up Mr. Cawley.

Mr, A. M. Crofton, of Sydney, C.B., one of Mr- Fair’s local agents has secured
a good position on the Honor Roil. Mr. Crofton is a sf^ady producer for the Imperial.

Mr. Geo. R. Narcpiton, District Manager, London. Ont, is an indefatigable worker.
In a letter dated April 30th enclosing $13,000 of applications, he says : “This com-
pletes our quota and leaves us a margin. It is 12 o’clock now, and I have closed all
this since tea.” We regret that it arrived too late for April as such an effort as this
certainly deserves a better fate. It makes a good start for May, Mr. Hamilton.

Messrs. A. S. Wiokware as]d J. A., Labelle are the only two representatives who
have secured places on the Honor Roll every month. This is a record to be proud
of and we trust they will be able to keep it up.

Mere promises are of tlie same strength as pie crust ;
performance is what, talks.

7

IMPERIAL

LIFE

Assurance Company
of Canada j

First and Paramount— Absolute Security to Policy-Holders. ;

1

THE

YEAR'S RECORD.

Jan. 1, 1901.

Jan. 1, 1902.

Increase.

%

9

i.

Total Assurance in Force. .

$11,236,700

$2,010,350

21.8

2.

Total Assets

1,339,804

237,712

21.6

3-

Reserves for Policies & Annuities, 597.488

798,785

201,297

33-7

u

4-

Annual Premium Income .

395,170

75,310

23.5

5-

Annual Interest Income. . . .

36,273

5.3,502

17,229

47-5

2

6.

Total Annual Income

356,133

448,672

92,539

26 0

Agent’s Name and Address

3 M

5> «S

>

a

w

z

H

W

sm

Z

M

3

GO

*

&

E 3

w /?

I-

First and Paramount— Absolute Security to Policy-Holders.

IMPERIAL LIFE nf Canada ■ —

PJpHE Government De-
posit of the Imperial
Life is larger than that
of any other Canadian
life insurance company

rpHE Policy Contract
of the Imperial Life
is one of the most liberal
issued consistent with
safety and equity. ....

1

Agent’s Name and Address

VAPERU4 ,

AGENTS’ NEWS ^

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 5

THE LAST MONTH OF THE FIRST HALF OF 1902.

The arrival of the month of June brings before us a situation of affairs
which it is the bounden duty of every Imperialite to give his most careful
consideration. We have entered upon the last month of the first half of
1902, and it will shortly be decided whether or not our aim of $2,000,000 for
the first six months will be realized.

In this connection you have received Mr. Bradshaws letter setting forth
our exact position. While each month thus far this year shows a splendid
increase over the corresponding month of last year — an achievement of
which we are justly proud — we are not on a $4,000,000 basis for the year,
and will require to secure during the present month $496,000 of first-class
applications to accomplish our aim. This is a large amount, but when we
consider what there is at stake, we should not hesitate to throw ourselves into
the fight. No one likes to be defeated in any endeavor once undertaken, and
are Imperialites going to accept defeat in our campaign for the first half
of 1902 ?

There is still a month left in which to win the victory, and we ask all
loyal Imperialites to rally round the standard and carry it safely to the
$2,000,000 goal at the end of June. Strong, spontaneous and persistent
effort on the part of Imperial representatives from one end of the Dominion
to the other cannot fail to close successfully the campaign which we have
been waging.

June must yield $496,000.

THREE MORE UNFORTUNATE FRATERNALS.

The Masonic Mutual Benefit Association of New Haven, Conn., having failed,

some of its friends have issued a circular suggesting that the organization be kept up.
What prospect there is of redeeming the affair may be judged by the statement that
the funds amount to about $9,000 to pay claims of over $80,000, so the policy-
holders will get about 10 per cent, of their claims when the Association is wound up.

The Protected Knights of America, Miss., has suspended, and suit has been
entered against the officers.

Tly> Anvil, a fraternal society at Savannah, has collapsed. It has paid out, or had
claims for more than it ever received for premiums. Its office expenses were trifling.
Fun is being poked at the Anvil owing to the contrast between its fate and its
promises. A passage in one of its booklets reads : “ It protects all through life and
comes like the angel of mercy after death has taken you away; and then how reason-
able the premium and how easily it can be paid.” The “ reasonable premium ” has
taken the wings away from the “ angel of mercy ” so that it is now unable to fly. —
Insurance & Finance Chronicle , May , 1902.

na*j. JOOOQQGOae JO0F«-30C5OC300CO0e30C300GC3O0C3QG0Q-30G3CXX3GGe30e3OGeX3Q0O JGOOO£3GOOGOO >300QOGOOOGOGOC

We fully appreciate all the difficulties, discouragements, and
disappointments to be met in canvassing for life insurance, and
we know that competition is keen, and that questionable methods
have to be met, but it has been the intention and aim of The
Imperial Life to select and add to its field staff such men as can
succeed and write business not only when the sky is clear, but in
spite of all obstacles Our success in this will be evidenced by
the number of applications which you secure in June.

1

[3<J0000CO^GCX50C50C»€300C3G0£3G<;

A NEW FIELD FOR IMPERIAL REPRESENTATIVES.

Canada, in the d:ath of Dr. Grant, Principal of Queens University, Kingston,
Ontario, has lost one of her grandest and greatest sons. Queens University will
stand as a lasting monument to his memory — his loyality and laborious efforts on its
behalf. In his death he did not forget his university ; he provided by Life Insurance
a fund of not less than $30,000 which will be paid over for her benefit.

Principal Grant’s action appears to us as being a most wise and judicious one ;
one that many other noble minded men would do for institutions, such as churches,
hospitals, universities, schools,, etc., in which they are deeply interested.

A Policy paid up by 5, 10, 15. or 20, annual payments secures in an easy and
convenient method a guaranteed fund or endowment at the death of the donor. The
Policies of the Imperial Life, with or without profits are especially adapted for such
a purpose as they contain a provision that if desired the principal can be paid in
instalments instead of in one sum upon the death of the assured. This is a new field
for most Imperial Life Agents. A few have tried it with success.

System counts for nothing unless we have men who are
industrious and persevering

AN INTERESTING COMPILATION.

The following table, which is compiled from Page 167, Part 1st, of Meech’s
Tables, contains valuable lessons for intending insurers. It gives the actual experience
of every State in the U. S., in which a quarter of a million dollars or more were paid
in Death Claims by the thirty United States life insurance companies prior to com-
piling the statistics :

STATES, Etc.

Probable Loss.

Actual Loss.

Ratio ot Canadian
to American Loss
by States

Alabama

. . $ 1,204,521

$ 1,618,048

100 : 183

Arkansas . . .

295,413

508,119

235

California

2 489,469

2,414,340

*33

Connecticut

3,604,783

3,369,95!

129

District of Columbia . .

580,298

660,006

156

Florida ....

181,635

3°3,852

229

Georgia

95°,653

911,536

131

Illinois

7.320.753

6,365,344

T 19

Indiana

2,465,769

2,590,728

144

Iowa

1,659,034

I,255,512

SO4

Kansas

454,910

39i,47°

a 18

Kentucky

2,169,340

2,237,220

141

Louisiana

2,4°°,9I5

241

Maine

i,5ii,492

i*4

Maryland

2.573.67°

3, 3n, 815

*77

Massachusetts

1 1 >9 7 7 364

10,809.004

1 18

Michigan

2,371856

2 119,010

122

Minnesota

73538°

785,9°7

146

Mississippi . .

795.476

1,308,632

224

Missouri

4.336,484

4,810,720

252

New Hampshire

1,264,848

1,123,093

a 2 2

New Jersey

2,666.988

2.515.832

129

New York

22,271,323

21.059 726

1130

North Carolina

843,815

1 069 409

sc 74

Ohio

5,689 260

5 292,302

32 7

Pennsylvania

• • 1° 393 537

9.578003

126

Rhode Island

945. ,52

122

South Carolina

753060

864,635

^57

Tennessee

1,383648

2,262,121

22 3

Texas

778 7>3

!,358,972

24O

Vermont

723 75°

578,092

209

Virginia

673 35°

142

West Virginia .

3H.438

2,255,755

S II

Wisconsin

3009760

2,316,213

105

British America

1,425,150

1 033.812

2 00

Other Foreign

841,215

948,616

*55

In the above Canada is taken as the basis of comparison and is placed at 100.*
It will be observed that the percentage of Actual Loss was less in Canada than in any
of the 34 States named, that it was less than 45 per cent, of what it was in 6 of the
States, that it was less than 60 per cent, of what it was in 10 of the States, that it was
less than 70 per cent, ot what it was in 18 of the States, that it was less than 80 per
cent, of what it was in 26 of the States. The mortality in the whole 34 States was
on an average 55 per cent, in excess of that in Canada.

* Assuming: the same amount of insurance in force, the above table shows that the death loss in Alabama
was 83 per cent, greater than in Canada, etc.

He who wants to do a great deal at once will seldom do

anything at all.

3

ADVERTISING.

Imperial Life representatives are securing good results from discreet advertising.
A few dollars invested in this way will undoubtedly yield many by way of commission
on new business that will be attracted to you. Last month we gave two sample
advertisements which many of our representatives found attractive and effective.
This month we present others. As our representatives will be bending every effort
to assist in the $496,000 movement during June, we heartily recommend, as a
valuable aid, the judicious expenditure of a few dollar’s in printer’s ink. Try it.

gp0c30 DOOGGOOGOGOODDO 3OO00QQC500QeKiOOCX3e3QaOQ00Q0QQG0«3O0noe5O&jr*30OGOG6o&300OGG0G000C3O

WANTED -COMPLETED APPLICATIONS FOR JUNE.

S Prospects, promises and organization work all have a place in life
8 insurance, but during June we desire to hear of and see “completed
applications” only.

WILL YOU ATTEND?

This is now a pertinent question in connection with our 1902 Convention. Will
you be successful in securing sufficient new applications to entitle you to attend the
Convention at the Company’s expense ?.

One half the time for securing your allotment has passed. Have you secured
one half of that allotment ? This is the vital question for each Imperialite to con-
sider who wishes to be present at the gathering in September. Study carefully your
business for the past three months and find out your exact position.

While we have not as yet made up an exact statement of the business for the
Convention, we know that there are a few local representatives who have not as yet
secured a single dollar of their allotment and there are others whose contribution thus
far has been exceedingly small. Perhaps they have not realized the fact that there is
only three months left in which to make up their shortage.

jjj WILL YOU ATTEND ? jjj

Qqgogoogqgo-:

KjG€3G3G€3QG€3Q00GC30G0G0Ge300^

LIFE INSURANCE SOLICITING AS A BUSINESS.

I believe that any man of average ability, industry and strength of character can
attain, in the insurance business, an entirely satisfactory position in life. The calling
is one, above all others, that has the latchstring out for young men who are beginning
life without special advantages, who are entering the battle, not in automobiles or
carriages, or in pushcarts with relatives or friends behind, but afoot. As I have
indicated, they need not have money or a higher education. They need not sit in
offices waiting for business, while expenses are running on. They need not drift.
There is plenty for them to do. The older professions are undoubtedly over-
crowded. We are overburdened with lawyers, doctors, and clergymen. There are
not enough fees to go around, and an undue proportion suffer the pangs of failure.

In the other professions it is said there is plenty of room at the top. In Life
Insurance there is plenty of room at the bottom. —J. W. Alexander.

Have you decided upon your personal aim for June, and
the manner in which it will be accomplished?

4

EVERY MAN A PRODUCER EVERY MONTH.

In looking over our record of new business thus far this year, it is a noticeable
feature that a number of our local agents for two and three months at a time, do not
secure a single application. For long periods they are never heard from and the
Head Office wonders if they are still alive.

A majority of these men are engaged in some other line of business which
requires a great deal of their time and it cannot be expected that they would write
much life insurance, but we do not think it unreasonable to expect at least one
application from each such representative each month. An Imperial representative
is invariably an influential man in his locality and it would require very little effort
on his part to secure one application a month.

3£3QOQOO£3GOOOOOOQGOQGOOOO-

Is it too much to ask that every Imperialite

Lwill try to send in during the month of June, jjj
at least one application ? jjj

QSGQGGQQQQQGOOOQOOQQQQQOOijOOQQQGQQGQGQGQGGQQGGOGGGGGGti

This means united action and it is united action that wins every time.

r

An “Imperial" Book.

■\

You will receive with this number of the Agents’ News, a publication which
we have issued as a special aid to our representatives, setting forth, in a con-
venient form, a number of strong canvassing points in favor of the Imperial.

Read it carefully . » . Study it thoroughly . . . Memorize
what to you appear to be its best -features . . . Garry it
constants/ with you, arid, above all, be sure that you
understand every reference.

This book should be responsible for at least one or two extra applications
from you during June. It contains convincing arguments which should be
the means of closing some of your prospective applicants. We confidently
expect that the Imperial’s business in your district will be materially
increased by its aid.

FIRST AND PARAMOUNT— ABSOLUTE SECURITY TO POLICY-HOLDERS.

J

First six months of 1902— $2,000,000.

5

RATES OF UNITED STATES COMPANIES.

We have been asked on several occasions how the premiums of the United
States Companies compare with those of the Imperial Life.

For reference and future guidance we give below those for every fifth year of
age on some of the most popular forms of insurance.

15 Pay

20 Pay

10 Year
Endow-

15 Year
Endow-

20 Year
Endow-

Age. Company.

Life.

Life.

Lift.

ment.

ment.

ment.

21 — Imperial . .

I9.4O

33-3°

27-95

103*75

66.30

48.IO

New York
Equitable.

| 19.62

36. CO

29.84

IO5.84

68.40

50.07

Mutual . .

19 53

33-66

28.28

106 60

68.37

49-73

25 — Imperial . .

21 30

35-75

30.00

T°3-95

66.60

48.50

New York
Equitable .

'

1- 2I-49

33.35

31-83

106.22

68 82

5°-53

Mutual . .

21.34

35-99

30-25

106.96

6877

50 18

30 — Imperial . .

24 25

39 55

33-25

104.60

67.40

49.40

New York
Equitable

'

' 2438

41.78

34-76

106.84

69.51

5i-3i

Mutual . .

24.18

39-44

33-20

107.57

69 45

50.96

35 — Imperia' . .

27-95

43.80

36 95

105.40

68-35

5o-55

New York
Equitable

1

j- 28.11

45 9i

38-34

107.70

70.50

52-47

Mutual

27.88

43 65

36.87

108 41

70 43

52-T3

40 — Imperial . .

32.60

00

CO

-3-

41-35

106.35

69.65

52 25

New York
Equitable

33-01

50.92

42 79

108.96

72.00

54- 3 1

Mutual . .

32.76

48.83

41.46

109.66

71-93

53-98

45 — Imperial . .

3885

5500

46-95

108.10

71-85

55 °5

New York
Equitable

3955

57-16

48.52

1 10 94

74-44

57-32

Mutual . .

39-36

55-33

47.42

111.63

74.40

57-«3

50 — Imperial . .

47-05

62 55

54.10

1 10.70

75 3°

59 45

New York
Equitable

48.48

65 16

56-17

1 14 24

78-53

62.34

Mutual . .

48.39

63 72

55 38

114.97

78.55

62.15

55 — Imperial . .

58.10

72 15

63.65

H4-95

80.90

66.40

New York
Equitable

| 60.72

7566

66 69

1 19.64

85.21

7Q-51

Mutual . .

60.82

74-71

66.30

120.45

85 37

70.51

60 — Imperial . . .

73.20

84.90

121 95

89.8O

New York
Equitable .

1

\ 77-69

89.94

128.35

96 07

Mutual . . .

78.09

89.61

129.31

96.47

Stoutly affirm your ability to do what you undertake.
Affirmation strengthens your position.

6

PERSONAL APPEARANCE.

“ Yes”, said one of the Company’s most reliable Directors, “ he appears to be a
good business getter, but how much more he might secure, and how much more
presentable he would be if he would pay more attention to his personal attire and
appearance. Every time I meet him, I feel almost prompted to tell him to get a new
suit of clothes, a respectable hat and above all to get a clean shave. Personally, I
feel somewhat ashamed to introduce him to my friends as a representative of the
Company.”

The above is a true rendering of a statement made by one of the Imperial Life
Directors at iis last Board Meeting when reviewing the month’s work of the various
agents of the Company.

No representative of the Imperial Life can afford to go around with a dirty worn
out suit, or to have half an inch of a beard on his face, with finger nails dirty, or with
soiled linen. If he does, he cannot expect to succeed ; for a man who is careless of
his personal appearance cannot possibly secure the respect or attention of his clients,
no matter whether that client be rich or poor, old or young, well gotten-up or
otherwise. A farmer, mechanic, teamster or any other person whose daily work will
not admit of wearing Sunday clothes, prefers to do business with a man who has
the appearance of success and cleanliness than with one who is slovenly and untidy.

The commission on a $1,000 risk alone, will secure you more than enough to
buy a new suit — go and get it, and you will write many $1,000 risks as the result of
it. The commission on one risk will be sufficient to secure to you a shave for almost
every day in the year, — see to it that your beard is well trimmed and your face is
kept clean and you will find that you will receive a more attentive hearing, and be
welcomed back. The commission on one risk will secure you respectable head and
foot gear for several years — which in time, will bring you recognition from many who
have heretofore looked askance upon you. The commission on one risk will secure
to you clean collars, cuffs and shirts for at least a year, and these will bring you a
measure of self respect, and some assistance from those who feel diffident to giving you
a helping hand, while you refuse to do your part.

In meeting a client on behalf of the Imperial Life, you not only belittle yourself
but you lower the dignity and standing of the Company, if your personal appearance
and dress are not neat and respectable.

A NEW DIRECTOR.

At the last meeting of the Board of Directors, Mr. H. S. Holt, President, Sovereign
Bank of Canada and President, The Montreal Light, Heat and Power Co., etc., was
unanimously elected a Director of the Imperial Life.

While Mr. Holt is best known in Montreal, where he is looked upon as one of
the leading financiers, and where his influence will probably be of most service to the
Imperial, his reputation as a successful business man extends throughout Canada, and
Imperialites cannot fail to have their hands materially strengthened by the connection
of such a gentleman with the Company. His advent to our Board will give us the
benefit of a long experience in financial affairs. The Imperial Life is to be
congratulated upon Mr. Holt’s election.

l< Round up your prospects during June.

7

WHILE THE IRON IS HOT.

Experience says : —

Many a case is lost to an agent because he allows his prospect to grow cool
on the subject of life insurance after he has once warmed him up to it The easiest
time to obtain a man’s application is when he is enthused with the advantages and
benefits of assurance and fully (or even partially) convinced that it is something that
he needs, Like the heated iron he is then pliable, and can be induced to sign an
application ; while if permitted to cool off, he becomes stiff and less malleable, and
must again be heated before he will yield. Strike the iron while it is hot, and the
application and the premium will be the sparks which will fly off

ASSESSMENT INSURANCE.

Fraternal and assessment organizations are, in the main, begun with good in-
tentions and managed honestly, and their failure under such advantageous conditions
is the best proof of the imperfection and inadequacy of the system. They are alright
in their way, but their way is wrong. They mean well, but their good intentions often
end in grief.

The object ot fraternal orders and assessment associations is to enable men to
make provision for their families and to stir them to a fufilment of their obligations,
and no loftier purpose than this has any regular life insurance company. The
purpose is right. It is the plan that is wrong. Fraternalism is all the more difficult
to combat because of its manifest good faith and sincerity. The fair-minded life
insurance agent will admit this, and will not make the mistake of attacking the
principle instead of the system.

Not only is a bitter animosity and speech against assessmentism an injustice, but
it is poor business. Many agents, when they learn that a man whom they are can-
vassing is a member of some order, immediately break loose in a denunciation of
fraternal insurance in general and of that order in particular. They have chosen
possibly the worst course. That man, when he joined the order, had in view, apart
from the social benefits, the protection of his family, and probably did not take the
step without doing some thinking. Along comes an agent, and in plain, terse English
tells him practically that he is a blank fool. Now, the quickest way to a man’s heart
is not by calling him a fool. No man will throw up an assessment certificate by being
called names. He will more likely throw up his fist.

That man, in going into an order, has shown his recognition of his duty to his
family, and no regular agent could have done more. For that evidence of family
devotion he should be commended. He has done what every man should do only
he has not done it wisely.

Here is where the tactful agent wins. He compliments the man on his good

The sure road to success is conscientious work.

8

sense in making provision for his family, and then carefully and skilfully points out
to him what a pity it would be if his splendid intentions miscarried. This is the
place for statistics. The man must be shown by tactful reasoning that, while he acted
well according to the light he had, the light was poor. Having in view the protection of
his family, the man wants that protection to be sure, and will generally be open to
conviction by the agent who can use logic rather than abuse. — Insurance Press .

THE HONOR ROLL FOR MAY.

Imperial Life representatives are always interested in one another’s success. This
is becoming more and more the case as the business becomes more important. In
order, therefore, to let the East know what the West is doing, it has been decided to
include hereafter in the Honor Roll a record of the business in respect of those repre-
sentatives who secure $5,000 or over, of accepted applications. The following details
will be observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked :

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times

the s

agent's name

appeared in the honor roll up to date.

Application.

Rank.

Premiums.

Rank.

No. of
times on
Honor Roll

S. P. Saunders, Nassau, N.P

$15,000

. . I ..

$762

5° •

. I

3

J. H. Macabe, Toronto, Ont

. 11,000

. . 2 .

475

75 •

. 2

3

A. C. Champagne, Montreal, Que.

. 10,000

• 3 •

470

00 .

■ 3

1

T. B. Cooke, Kingston, Ont

8,000

• 4 ■

247

85 •

. 11

3

A. S. Wickare, Ottawa, Ont

. 8,000

.. 4 .

188

55 •

• 14

5

T. Holland, Fredericton, N.B

8,000

.. 4 .

280

35 •

• 9

3

Rev. A. W. Ross, Portage la Prairie,

Man 8,000

. . 4 .

312

00 .

• 5

4

J. Cawley, Brockville, Ont

- 7>5°°

.. 8 .

281

05 •

. 8

4

W. H. Seymour, Hamilton, Ont. .

7,000

.. 9 .

202

45 •

. 12

2

E. Storey, Ingersoll, Ont

. 7,000

• 9 ■

336

20 .

• 4

1

H. B. Shaw, Indian Head, N. W.T. 7,000

.. 9 .

259

10 .

. 10

2

A. H. Fair, Halifax, N. S. . ......

6,000

. . 12 .

283

50 •

• 7

4

J. T. Purdon, Berwick, N S

6,000

12 .

178

30 •

. 16

3

R. E. Boisseau, Quebec, Que. . . .

6,0 0

... 12 .

286

3d •

. 6

1

E. W. Chandler, Campbellton,N B

6,000

. . 12 .

169

55 •

. 18

3

J. S. Wallace, Winnipeg, Man ....

. 6,000

..12 .

r43

20 .

. 21

3

J. E. Bill, Port Hope, Ont

• 5>5co

, . 12 .

170

65 .

• i7

2

J B. Vantour, Campbellton, N. B.

• 5 5°°

..17 .

162

95 •

. 19

1

E. Winter, Leamington, Ont

, G. Mayrand, Montreal, Que

. 5,000

.17 .

• i8S

00 .

• 15

4

. 5,000

..19 .

158

30

. 20

1

1 A. McN. Shaw, St. John, N.B. . . .

. 5,000

•19 •

r93

65 •

• 13

. . 2

H. F. Staples.Fredericton, N.B. . . .

. 5,000

...19 .

84

5° •

. 22

4

A man s achievements will never rise higher than his confidence.

9

STANDING OF THE AGENCIES FOR MAY.

1. Montreal, Que.

2. St. John, N.B.

3. Winnipeg, Man.

4. Halifax, N.S.

12. Toronto, “ H. ’

13. Toronto, “ K.”

14. Victoria, B.C.

Regina, N.W.T.
15. Brandon, Man.

London, Ont.
5, Nassau, N.P.

6 Ottawa, Ont.

7. Head Office.

8. Kingston, Ont.

16. Brantford, Ont.

17. Durham, Ont.

Port Elgin, Ont.
Toronto, L.”

Toronto, “ City.”
9. Brockville, Ont.
10, Hamilton, Ont.

Edmonton, N.W.T.
Gravenhurst, Ont.
St. Catharines, Ont.
Toronto, “ B.”
Uxbridge, Ont.

Vancouver, B.C.
11. Port Hope, Ont.

COMMENDABLE ENTERPRISE.

Mr. C. E. Rainey of Uxbridge, joined the ranks of lmperialites last month and
judging from his work thus far he is likely to make a success of life insurance. He
believes in advertising upon favourable opportunities and we append a clipping from
a recent edition of the North Ontario Times.

“The Imperial Life through their agent, Mr. C. Ed. Rainey,
issued a splendid pocket election card, giving the names of
the late members with majorities at last election, and those of the
candidates in the field, with a blank space for recording returns. The
Imperial is up-to-date. Opinion may be divided as to which party it
would be better to entrust the future of the Province, but it is agreed
among men who have made a study of Life Insurance that the magni-
ficent record of the Imperial Life has been unequalled in Canadian
Life Insurance annals, mainly due to its Liberal Policy and Conserva-
tive Management.”

Some agents talk so fast and so long that the persons whom they address really
do not have an opportunity to think out anything.

A very little consideration will convince one that this is a mistake. The only
reasonable expectation that an agent can have that the “ prospect ” will insure arises
from the hope that he will think himself into doing it. The only ground for
expecting that the arguments of the agent will impel the “ prospect ” to action con-
sists in the expectation that these arguments will find lodgement in his mind and thus
cause him to act.

The agent is not fishing for suckers with a snare, but is fishing for trout with a
bait. The difference, of course, between soliciting and fishing is that the bait ought
to be all that it purports to be, and that the “ prospect ” will be benefited and not
injured by being caught.

Therefore, there is every reason to give your “ prospect ” an opportunity to
think. Yes, and to express his thoughts also. Unless you are a mind reader you

Can we depend upon each Imperialite for at least one application

during June ?

GIVE HIM A CHANCE TO THINK.

10

will, otherwise, fail to know how near you are to victory. It is safe to say that many
a time the agent talks the man into insuring and out again before his tongue quits
wagging.

There is one exception to this general rule of conduct, however, and that is when
the agent sees that the trend of his “prospect’s ” thought is towards dangerous pit-
falls. The agent cannot then talk too fast and long if it will have the effect of
bewildering the “prospect” causing him to lose that thread and to set forth upon
some other line of thought. These contingencies sometimes arise, but that is another
matter.

Ordinarily, however, the agent needs to let the man have time to think and to
speak his thought. By doing so the agent ascertains how effectual his arguments have
been and learns how to supplement them and follow them up. The prospect him-
self will in many cases think and talk himself into insuring if a tendency in that
direction has been created by the agent’s arguments.

It is the agent’s business to direct and not to suppress thought on the part of
his “ prospect.”

Montreal for the fourth consecutive time leads the agencies. Has Mr. Miller
secured a monopoly?

Mr. A. S. Wickware of Ottawa, has outdone Mr. Labelle and is now the only
Imperialite who has secured a place on the Honor Roll each month this year. This
is a merited distinction, and places Mr. Wickware in the front rank as a steady
personal producer

St. Catharines; Toronto “B”; Brandon ; Cravenhurst; Toronto “ L”; and Port Elgin
Agencies fell off very considerably during the month of May. We look for a con-
siderably larger business from them during the present month

Mr. S. P. Saunders of Nassau, N P., has succeeded in securing the leadership of
the Honor Roll for May and well merits this honor. Mr. Saunders secures a steady
business for the Imperial, and one which invariably carries with it a high premium rate.

Mr. J. H. Macabe of Toronto, “ City" did a splendid personal business last month,
as also did Messer. Cbampagene, of Montreal, and Cooke, of Kingston.

Mr. E. W. Chandler of Campbellton, N.B., has secured a position on the Honor Roll
each month since his connection with the Company — a record upon which we
heartily congratulate him.

Mr. Geo. R. Hamilton of London was extremely unfortunate this month in having a
$10,000 application declined, and another $10,000 case deferred. Mr. J. L. Mancini
has also had a $10,000 risk deferred.

J. B. Cooke, District Sianager at Kingston, Ont., was through an oversight omitted
from the list of Imperialites insured with the Company. Mr. Cooke is one of the
oldest Imperialites in the field and took out a policy shortly after his connection.
He carries $5,000 with the Company.

Mr. H. V. Fieldhouse of Neepawa, Man., by mistake was not given a position on the
April Honor Roll. Mr. Fieldhouse i£ doing a steady business of an excellent
character, which is much appreciated by the Head Office.

Mr. R. E. Brett of Victoria, B. C , writes at the end of May, that he has just secured
applications to bring his business for the month up to $7,500. We regret that these
did not come to hand in time to include in our May records, as they would entitle
Mr. Brett to a place on the Honor Roll.

An energetic; persistent canvass during- June, and our aim
will be accomplished.

cd

CD

09

—4

> >

m

Q <

s

rt

E5

Z _

&

H E

CO »T1

m

&3>

z w

cc

e=

w

s

CD

nr*

CO 'V

3

13

FIRST AND PARAMOUNT, ■ CONFIDENTIAL fi FIRST AND PARAMOUNT,

ABSOLUTE SECURITY TO POLICY-HOLDERS. D '■ ■ H ABSOI UTE SECURITY TO POLICY-HOLDERS.

A

\|APERIA4

AGENTS’ NEWS

$

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 6

ACTUAL RESULTS.

First 6 Months of 1902 Compared with the same

period of 1901.

1901.

1902.

Increase.

%

Applications received $1,543,000 .

. $2,009,904 .

. $466,904 . .

30

Policies issued and revived.. 1,403,500

. 1,875,904 .

. 472,404 ...

34

Cash received for premiums

and interest 175,086 .

242,195 .

67,109 ..

38

The above statement sets forth some of the results accomplished thus far this year
compared with those for the same period in 1901. Provided we maintain the same
percentage of increase, viz. — 34%, for the next six months of the year, our aim of
$4-, 000, 000 of policies issued, will have been realized.

There are four additional, significant features which are prominent in our past
half-year’s business.

(1) Each month of 1902 has shown a material increase in new business over the
corresponding month of 1901. This indicates that steady , successful and continuous
effort has been put forth, month by month.

(2) The average premium per each $1,000 of new insurance, in respect of the
last 6 months’ business, is over $40.00. This indicates that our business is of a high
order — very few cheap policies having been sold.

(3) The total policies terminated by lapse, surrender, death, etc., for the six
months of 1902, are less in amount than for the first 6 months of 1901, notwithstand-
ing that in the 1922 period we had over $2,000,000 more insurance in force. This
indicates persistency in our business and that our policy-holders are well satisfied.

(4) In no half year in the Company’s history have we secured such a large increase

Keep up the monthly increase.

1

in cash income from premiums and interest, and such a small termination ratio, as in
the first six months of 1902.

Imperial Life representatives have just reason to be proud of these magnificent
accomplishments, and the Executive Officers are deeply sensible of the untiring efforts
which have been so loyally put forth by every field worker in bringing them about.

What probrb’y is still more gratifying, is the (i extra quality” of the business-
This is abundantly evidenced in the high average premium of over $40.00 per
$1,000 of insurance, in the small termination rate and in the number of large policies
applied for.

All efforts, all energies, all hopes are now centered upon the closing half of the
year. There are two aims to be prominently kept before us in this period : —

1. The maintenance of the same rate of increase in new business.'

2. The same “extra quality” of business as was secured in the first six months.

If, in the last half of 1902, we are as earnest in our efforts, and as strong in our
desire to maintain Imperial prestige in the quantity, quality and character of our
business, as we have been in the first half of the year, the results on December 31st will
far surpass the most sanguine expectations of the most optimistic. T. B.

IS A MERE RESERVE SUFFICIENT?

(To the Editor of The Spectator.)

Your reference to the decision of the Ohio Insurance Department on page 262
of a recent issue of The Spectator, relative to the assessment societies, changing to a
legal reserve basis, does not touch the marrow of the problem. The real question, as
I see it, is not whether a Company may, or may not, carry on both the legal reserve
style and the assessment style in the one Corporation. Nor is it to the point to say
“thus far no abuses have been discovered in such transformations ” It takes time
to devolop some things in a practical manner, so that everybody may see them. But
is it not possible to forecast what must inevitably result, as to future mortality ex-
perience in the case of any large assessment society which has repeatedly increased
its assessment rates, and thus driven out most of its younger and better risks. It
appears to me that it requires no actuarial skill to understand that the dregs of such
a fraternal or assessment society will be sure to yield a future mortality experience
that no legal reserve was ever intended to provide for. My opinion as a life insur-
ance agent has been asked in a great many instances respecting the propriety of pay-
ing the increased assessment called for by various societies. In all cases I have
advised the party to determine his action by the state of his health or his age. If
young or middle-aged and able to get into a safe company to do so at once ; but if
in impaired health or over 60 or 65, even if in good health, to pay another levy or
two in order to see what comes of it — as to which, he or the society, outlasts the
other. No doubt similar advice has been given in many thousands of instances, and
that basis acted upon, anyway, advice or no advice.

Now let me quote for you the actual figures from the Bluebooks of the Domin-

Two months to the Convention.

2

ion of Canada, as to business in force here in December, 1896 and in 1901, by all
the assessment societies doing business in this country from abroad.

Total amount of certificates in force Dec. 31st, 1896 $44,579,899

Add new, put on in 1897 to 1901, inclusive 7,920,124

Total thus represented ..$52,500,023

Total in force Dec. 31st, 1901 ioj593>499

Total disappeared by death and lapse $41,906,524

Of that $41,906,524 only the comparatively small sum of $1,662,250 dropped out
under the heading of “net amount become claims/’ leaving the immense sum of
$40,244,274 as being due to want of confidence in the ability of the several societies
to carry out their undertakings in a satisfactory manner.

Now, will any person of common sense venture the opinion that the holders of
the remaining certificates (for $10,593,499) are likely to be as good lives for an in-
surance company to have on its books as if the figures were reversed. That is to
say, as if the $10,000,000 belonged to December 31st, 1896, and the $44,000,000 to
December 31st, 1901. And if the $10,000,000 now left on the books are the six
years’ screenings out of the $40,000,000 is it likely such screenings would pass as
good a medical examination if subjected thereto as an average $10,000,000 found on
the books of any ordinary life insurance company of about the same length of time
in business.

What think you, then, of the chances for prolonged existence of such a society
with $10,000,000 of such screenings holding on “like grim death?” Would an
ordinary legal reserve based upon age at entry and years in force be adequate to the
situation ? And if not, then is their not great risk to new entrants as to being
heavily assessed in lack of dividends or profits upon their with-profit policies to meet
the excessive mortality among the old members ?

It appears to me that this is a question worthy of consideration in an out-
spoken journal such as The Spectator just at the present time, when, as you say, “ the
best of the old assessment companies have come to recognize the fallacies of that
system.” In a matter of life insurance it is always well to look ahead as far as you
conveniently can. Even an ordinary woodchopper studies the leaning of his tree and
the effect of the wind upon its branches before he goes very far with his incisive
strokes. And after the chips begin to fly it would be a very venturesome lot of
crows that would continue nest-building in the top of that tree, be its branches ever
so stout and tall.

OMISSIONS FROM MAY HONOR ROLL.

In omitting the name of Mr. J. A. Labelle of Joliette, Que., from the May Honor
Roll, an injustice was done to him. Owing to a supply of a certain form of policy
running out, we were unable to issue policies under all the applications secured
by him. Mr. Labelle secured $6,500 in May which would have enabled him to rank
as 1 2th on the Honor Roll.

The name of Mr. J. P. Bill of Wolfville, N.S., was also inadvertently omitted from
the May Honor Roll. Mi. Bill secured acceptable applications during May for
$8,000 carrying annual premiums of $278.50. This record would have given him
a high place on the May Honor Roll.

While you dawdle with procrastination you will never secure success.

1

3

ANNUAL REPORTS.

There are still a few Annual Reports in stock at the Head Office. This report,
as our representatives have found, is an excellent canvassing document, and is one of
the best pamphlets to hand to a prospective applicant. We shall be pleased to for-
ward a supply of them, while they last, to any of our representatives who can use
them to advantage.

A PLAN WORTH CONSIDERING.

Mr. V. R. Schenck of New York who is probably unequalled as a personal
business producer by any other agent on this Continent, has a unique canvassing
document, which we represent herewith ; —

New York, April 5th, 1902.— Since February 1st. 1897, the
following persons were personally solicited unsuccessfully for

LIFE INSURANCE

by V.R. Schenck, and they have all joined the silent majority :

1.

T. T. Grosmith.

17.

F. O. Mathieson.

2.

Dr. W. H. Arrowsmith.

18.

Wm. A. Spier.

3.

Charles B. Thurston.

19.

Dr. Roy Inglis.

4.

Hon. Garret A. Hobart

20

Markham E. Staples.

5.

Dr. S Wellman Clark.

21

Isaac Roumaine.

6.

Col. J. S. Fleming.

22.

J. N. Bowden.

7.

Henry Kellars.

23.

Wm. T. Vidal.

8.

Dr. B. J. Perry.

24.

Flavell Mckee.

9.

Henry Brautigam.

25.

Hon. Wm. McKinley.

10.

Bernard M, Shanley.

26.

Wm. C. Wallace.

11.

Robert Dunlap.

27.

Richard V. Harnett.

12.

John E. Hulshizer, Sr.

28.

Arthur W. Soper.

13.

Roswell P. Flower.

29.

John J. Phillips, Jr.

14.

Benjamin G. Ackerman

30.

Dr. Edwin W. Pyle.

15.

Frank Jones.

31.

John H. Carnes.

16

Frank A. Wilkinson.

Out of upwards of $4,500,000 of insurance written and

over $550,000 premiums paid by V. R. Schenck to the Metro-
politan Life Insurance Company from March 1st, 1899, to date
not one loss as yet has occurred.

MORAL.

If you want to die, don’t insure;

If you want to live, give your application at once to

V. R. SCHENCK.

Although this document, as it shows on its face, was prepared solely for Mr
Schenck’s use, it cannot fail to be interesting, suggestive and helpful to every agent ir
the field of life insurauce. Every Imperiahte can make up a similar list drawn frorr
his own experience and from his own locality, and we cannot conceive of a mon
powerful canvassing document in the hands of an energetic man. Make out at one
such a list and paste it in your canvassing book.

An absolutely indispensable essential to success— belief inyourself.

4

THE LIFE AGENT WHO GETS THERE.

Let us consider a few of the strong points to be noted in the canvasser for life
insurance who is a large winner.

(1) His manner. It is serious. His countenance betokens a business of im-
portance. He is so impressed with a sense of the far-reaching consequences of the
work he has in hand that he moves about with an air of certainty.

(2) He is a full man: brimming full and running over is he with the idea that
he knows a short cut to riches, to the most effectual mode of saving money, and the
simplest and surest way to protect a home.

He gets himself full by reading. First of all he masters the details of the differ-
ent forms of policies his company offers, and he reads his company’s literature until
he knows it by heart. Not a line escapes him. And he reads what other companies
say of themselves, and interprets it all by what the company he serves has to say of it,
in the belief that those nearest the head office are the best critics and judges.

This man, too, reads books and pamphlets that bear on the work he has in hand.
He also reads such insurance papers as are worth reading. He gets full and he keeps
full, of that sort of lore that makes him steady on his legs when exposed to a fire
of questions ; so that he may give good answers out of an unexcited brain, in that
supreme moment when his candidate decides whether the amount of the application
shall be $10,000 or $50,000.

(3) He knows how to listen ; while, at the same time, deep down in the depth of
his subconsciousness, he is burnishing weapons of defense and attack. As a listener
he is a fair man, answering objections in a straightforward way, telling the truth. He
must tell the truth, because the able canvasser is self respecting and such a one hates
a liar. A liar of ability may get small business, but he never wins in a large way.

To listen well is something of an art. It requires patience. It is rewarded
occasionally by the candidate talking himself out : a state in which he feels ashamed
of his week defense, of his fallacies, so that he capitulates without delay.

(4) He does not wait for business to come his way. Neither does he place any

dependence upon some happy chance- He settles it from the start, that if he is to
have business he must get it. And he does not depend entirely on his legs. He
has eyes to see, and ears to hear. He studies up a hundred ways for securing inter-
views with insurable men. He strikes a trail in a morning paper, it may be, and

beards a cattle or copper potentiality out of the distant West, greatly to his own

personal enrichment.

He lets no chance go by to help a helpful man, thus placing him under obliga-
tion. He works his friends, judiciously, and through them his business grows. It
goes without saying that the winning canvasser does not loaf; he fills in all his time.
He finds something to do every working hour.

And there are ever so many things more that could be said of what goes toward
the make up of this marvelous man who builds the vast superstructure of life insurance.

TABLES OF MORTALITY.

The three tables of Mortality usually employed for calculating the premiums and
reserves of Canadian and United States Companies are the following:

1. Institute of Actuaries Healthy Males Table of Mortality > commonly known as the
Hm. Table . This table is the standard of the Canadian Government. The material upon

To start feeling in doubt is to court failure.

5

which the table is based was furnished to the Institute of Actuaries of Great Britain
by 20 British Offices, and arranged under the superintendence of a Committee of that
body. The number of lives entering into the experience was 130,243. Of these
74,698 were Existing (or alive and insured) at the time the experience was taken out ;
35,024 had Discontinued (or their insurance had lapsed, been surrendered, expired,
etc.) and 20,521 had Died. The total number of years of life was 1,190,140 and the
average duration of the policies was 9.13 years. The table was published in 1869.
It is employed by many of the British, Australian and Canadian Companies, and is
most highly regarded by the profession.

2. Actuaries or Combined Experience Table of Mortality , also known as the
“ Seventeeji Offices Table of Mortality." This table was published in 1841 and was deduced
from the experience of 17 British Life Assurance Companies. The total number 01
policies involved was 40,616, of which 25,462 were Existing at the date of observation,
11,226 had been Discontinued, and 3,928 had become claims by Death. The average
duration of each policy at the time of observation was only 5 x/2 years. The table
proved very popular in the United States, where it became the standard in nearly every
State. In England it was entirely superceded as an authority by the Institute of
Actuaries Hm. Table of Mortality.

3. America ?i Experience Table of Mortality. The table was constructed by

Sheppard Homans and published in 1868. It was founded upon an American ex-
perience of assured lives and the data, it is believed, was furnished chiefly by the
Mutual Life Insurance Company of New York. On that account it has been held
that the table is affected with the experience peculiar to that Company. The obser-
vation included about 68,oco lives. It is difficult to find out details of the formation
of the table. It is stated that the table covers in reality an experience of the Mutual
Life of New York from age 20 to age 74. The experience from age 20 down to age 10
and from age 74 up to age 95 was run out upon what the compiler calls “general
principles.”

A comparison of the reserves on the basis of 4% according to the three tables
will prove of interest.

Comparison of Reserves— $100,000 Insurance— Age 35 at Issue.

20 Year

At end of

Basis.

Life.

20 Pay’t Life.

Endow’t

I

[Institute of Actuaries, Hm., 4 per cent. .

$ 6,176

.. $ 9,912 ..

$ 17.211

5 yearsJ

Combined Experience, 4 per cent . .

6,134

9,879 ..

17,129

(American Experience, 4 per cent..

5.776

9,495 ..

17,088

I

[Institute of Actuaries, Hm., 4 per cent.

• >3,353

.. 21,905 ..

38,612

10 years-^

Combined Experience, 4 per cent . .

>3.341

21,918 . .

38.5X9

1

[American Experience, 4 per cent . .

12,626

.. 21,123 ..

38.469

I

[Institute of Actuaries, Hm., 4 per cent. .

21,288

.. 36,225 ..

65>4°5

15 years^l

Combined Experience, 4 per cent. .

21,430

.. 36,398 ..

65.372

1

[American Experience, 4 per cent . .

20,587

35.328 ..

65,418

|

[Institute of Actuaries, Hm., 4 per cent. .

29,972

.. 53,682 ..

100,000

20 years ^

Combined Experience, 4 per cent. .

3°’x35

53.931 ••

100,000

1

[American Experience, 4 per cent. .

29.475

.. 52,665 ..

100,000

Start the second half year well.

6

THE FOLLY OF LAPSING.

Most people hold on to an Imperial policy when they get it. The following letter
speaks for itself :

Winnipeg, Man., June nth, 1902.

T. Bradshaw, Esq.,

Toronto, Ont.

Dear Sir: —

re Policy No. 2207, Rev. E. B. Wood , of $1,000.00.

Mr. Wood insured with our Company on the 25th of May, 1900, and paid the
first yearly premium, but on his taking no notice of the advice from this office that
his June 1901 premium was due, the policy lapsed in July, 1901.

I immediately wrote Mr. Wood urgently advising him to take the necessary
steps to have his policy reinstated, but notwithstanding the fact that I wrote him two
letters in this connection he evidently did not desire to revive the policy.

About the 1st of June of this year while Mr. Wood was endeavoring to cross a
creek in the Alberta district he was most unfortunately drowned. The accident is
especially sad from the fact that Mr. Wood was to be married the following day.

This is another regrettable occurrence in connection with allowing one’s policy
to lapse.

Yours truly,

J. S. WALLACE, Provincial Manager.

The Imperial Canvassing Book.

It is the unanimous opinion of our best representatives
that the Imperial Canvassing Book is the most valuable
adjunct to the rate book that an Imperial representative can
have. Inasmuch as you would not think of interviewing a
prospective applicant without your manual, so should you '
always have the Canvassing Book handy for reference. Nothing
will impress your prospect so, if he has doubts on any point in
connection with the Imperial, as to be able to quote an explana-
tion from a book authorized and issued by the Company. Carry
it always with you, use it on every occasion, and success
cannot fail to reward your efforts.

Be Confident in yourself— Confidence wins.

i. ■ I--,.- „.l— IN. II II .111.1-

7

HOW TO MAKE THE WORK RUN SMOOTHLY.

Four Items To Remember.

1. Medical Examinations. It is a strict rule of the [Medical Department
that only the Company’s duly appointed Examiners shall be employed in the examin-
ation of applicants. Sometimes this rule is broken by an agent and no explanation
given why another doctor was employed.

Hereafter under no circumstances will an examination, made by a physician other
than the Company's duly appointed examiner, be acted upon unless accompanied by a
satisfactory explanation , and the doctor's credentials.

There are at times extenuating circumstances such as the illnes or absence of the
duly appointed examiner etc. In such cases if the agent will forward a satisfactory
explanation together with the credentials of the doctor employed, the matter will have
consideration.

2. Omissions. In connection with applications forwarded to the Head Office,
there are two things which cause a great deal of trouble.

(1) The failure to send in all the forms iti connection therewith .

It is essential that forms 2 (Friend’s Report) and 144 (Settlement Form) accom-
pany every application, and if the applicant be a woman, form 71 (Special Application
for Women) must also be completed and sent in.

(2) Incomplete answers to questions on the first page.

It is most desirable that the answers to the questions on the first page of the
application be carefully scrutinized before the application is forwarded to the Head
Office. An incorrect answer necessitates the completion of form 87 by the applicant.
This means annoyance to him, inconvenience to the agent, and trouble and unneces-
sary correspondence to the Head Office.

3. Monthly Reports. Some of our representatives persist in neglecting to return
their monthly reports on the 26th of each month notwithstanding that communications
have repeatedly been addressed to them, drawing their special attention to the delays.
If you are among the number you will kindly take notice that this is not an idle request,
but a most important one, which, when you neglect to comply therewith, seriously
hinders the work.

4. Renewing of Notes. The Company’s business has now grown to such
proportions that the renewing of notes must be discouraged to the fullest extent.
Imperial representatives will therefore please give the makers of notes to understand
that they must pay their notes in full promptly at maturity. Your hearty co-operation
to reduce the number of renewals will be appreciated.

THE 1902 CONVENTION.

Less than two months will see our successful representatives travelling towards
Toronto to attend the 1902 Convention, which will be held during the last week of
August. Those who will have secured their allotment will be receiving the reward
for their efforts and securing new material for their fall campaign. Will you secure
the amount of your allotment and be one of the favored ones to attend the Convention ?
We hope so, and hope to welcome, if not all, a large majority of our represeutatives.

The first half was a record-breaker. Now for the second half

8

THE HONOR ROLL FOR JUNE.

Imperial Life representatives are always interested in one another’s success. This
is becoming more and more the case as the business becomes more important. In
order, therefore, to let the East know what the West is doing, it has been decided to
include hereafter in the Honor Roll a record of the business in respect of those repre-
sentatives who secure $5,000 or over, of accepted applications. The following details
will be observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name
appeared in the honor roll up to date.

No. of
times on

Applications.

Rank.

Premiums.

Rank. Honor Roll.

A. H. Fair, Halifax, N.S

$23,000

. . I . .

$1,045 40

I . .

5

J. H. Macabe, Toronto, Ont

15, ooo

. . 2 . .

729 15

2 . .

4

Rev. A. W. Ross, Portage La Prairie,
Man

15,000

. . 2 . ,

6ll 70

.. 4 ..

5

J. L. Mancini, Montreal, Que

14,000

.. 4 .,

613 5°

.. 3 ..

2

G. R. Hamilton, London, Ont

10, coo

.. 5 ..

611 00

. . 5 . .

3

H. C. Bellew, Montreal, Que

10,000

.. 5 .,

337 00

.. 6 . .

1

E. Trudel, Quebec, Que

9,000

.. 7 ..

45

. . 10 . .

1

E. W. Chandler, Campbellton, N.B.

8,000

. 8 .

209 10

. . 14 ..

4

J. L Webster, Ottawa, Ont

7,000

.. 9 ..

280 80

.. 7 ..

1

J. L. Mowat, St. Thomas, Ont

7,000

.. 9 ...

*9° 55

.. 18 ..

1

J. P. Bill, Wolfville, N.S ....

6,500

..11

208 20

.. 15 ..

2

J. S. Wallace, Winnipeg, Man

6,500

..11 . .

246 40

. . 12

4

W. C. Gall, Toronto, Ont

6,000

..13 ..

190 00

• • 19

1

S. P. Saunders, Nassau, N.P.

6,000

..13 ..

278 05

.. 8 . .

4

A. S. Wickware, Ottawa. Ont

6,000

.13 ..

143 °5

. . 22

6

J. F. Driscoll, St. John, N B

6,000

..13 .,

201 00

. . 16 . .

1

F. G. Hearne, Toronto, Ont

6,000

..13 ..

183 5°

. . 20 . .

2

D. A. McNaughton, Finch, Ont

5.5°°

..18 ..

218 80

.. 13 ..

1

W. D. Mills, Durham, Ont ,

5,000

..19 ..

149 00

. . 21

1

J. Speers, Elmbank, Ont

5,000

..19 ..

196 50

.. 17 ..

1

G. Mayrand, Montreal, Que

5,000

..19 ..

246 45

. . 11 . .

2

J. D. Olivier, Montreal, Que

5,000

..19 ..

271 50

.. 9 ..

1

THE KING’S INSURANCE.

The press has stated that certain Canadian Life Insurance Companies have in-
sured the life of the King to the extent of $100,000. We are not certain as to the
exact amount, but it is a fact that three or four life insurance companies, whose Head
Offices are in the City of Toronto, did issue policies for large amounts on his
Majesty’s life.

The Imperial Life was asked on three different occasions to consider a risk of
$10,000 to $25,000, but after mature consideration, the Company declined to assume
it. Our reasons therefor were that this Company should never subject its

Will you secure your Convention allotment ?

9

existing policyholders to unusual risk by assuming an insurance respecting which it
had not absolute knowledge. The companies that accepted the risk did so without
a medical examination, and the Imperial Life was asked to do this. Again, the risk
partook somewhat of a speculative character, it not being entirely clear that the per-
sons who were to benefit by the insurance had a good and sufficient insurable
interest in his Majesty’s life.

The above statement is made as, from the reports that have gone abroad, it might
be inferred that this Company had some insurance on the King’s life.

STANDING OF THE AGENCIES FOR JUNE.

i — Montreal, Que.

2 — Head Office.

3 — Winnipeg, Man.

4 — Halifax, N. S.
London, Ont.

5 — Ottawa, Ont.

6— Sc. John, N.B.

7 — Toronto, “City.!5
Vancouver, B.C.

8 — Kingston, Ont.
Nassau, N. P.
Toronto, “H-”

9 — Durham, Ont.

Elmbank, Ont.

10 — Brockville, Ont.
Collingwood, Ont.
Port Elgin, On\

11 — Brandon, Man.

Sault Ste Marie, Ont.

12 —St Catharines, O it.
Toronto, “B.”
Toronto, “L. ’

13— Red Deer, N.W.T.

14— Calgary, N.W.T-
Gravenhurst, Ont.
Toronto, “K.”

S’POSE THE FISH DON’T BITE AT FUST.

S’pose the fish don’t bite at fust ;

What be you goin’ to dew ?

Chuck down your pole, throw out your bait,

And say your fishin’s threw ?

Uv course you hain’t; you’re goin’ to fish,

An’ fish, an’ fish, an’ wait
Until you’ve ketched your basket full,

An’ used up all your bait.

S’pose success don’t come at fust ;

What be you goin’ to dew ?

Throw up the sponge and kick yourself,

An’ go to feelin’ blue ?

Uv course you hain’t; you’ve got to fish,

An’ bait, an’ bait ag’in.

Bimeby success will bite your hook,

And you will pull'him in.

— Houston Post.

He who wills and works, wins.

10

IS YOUR FIELD OVERWORKED?

It sometimes happens that an agent not meeting with success, offers the excuse
that his ground is overworked. This excuse might be made by every life insurance
agent, but the successful life insurance man revels in locating in the place where life
insurance is active, where people are well insured, and, consequently, where life
insurance is fully appreciated. It is an established fact that persons who are already
insured are the most easy to approach for insurance, and that a man who is not
insured, but who is in a locality where insurance is prolific, is a most likely subject
for life insurance — he realizes that he is the exception, and he cannot give a very good
excuse why he should not insure, when he knows that all of his neighbors are insured.
The truth that the well tilled field yields more abundantly than the neglected waste is
equally as applicable to life insurance as it is to agricultural pursuit. It is not a
question as to whether the field is overworked, it is not a question as to whether the
times are propitious for life insurunce, but the fact is that the man who puts in hard,
persistent, steady efforts will bring out of his field— no matter where it is — a certain
average amount of business month by month which will satisfy his Company and
himself.

Mr. A. H. Fair, of Halifax, N. S., is the leader this month, having far outclassed
every other representative for the month of June. We congratulate Mr. Fair upon
his splendid success.

There are a number of new names on the Honor Roll this month and a number
of familiar names have been dropped. Perhaps they are harboring their efforts for July.

Montreal, as usual, leads the Agencies for June.

Mr. H. D. Bell, of Port Elgin, Ont., is a steady producer but so far has been un-
successful in securing a place on the Honor Roll. Three times he has been within
$1,000, and we trust that he will be able to make the break in July.

Mr. J. H. Macabe, of Toronto, and Rev. A. W. Ross, of Portage La Prairie, Man.,

have done excellent work during June. They are both steady producers, and can be
relied upon for a good line of business every month.

We regret to note that such familiar names as Messrs. Cawley, of Br.Jcl^ville; Kerr,
of Toronto ; Coolie and Martin, of Kingston ; Marshall, of Waterloo ; McCarthy, of Win-
nipeg ; Allgeier of SaultSte Marie ; and Winter, of Leamington, are missing from the
Honor Roll. It seems incomplete without the names of such valiant fighters.

Mr. J. L. Macini, of Montreal, keeps up his good record, as also does Mr. J. S.

Wallace, of Winnipeg.

1902- $4,000,000.

H

T T 17 VT Assurance Company
lulr ZLt of Canada

1897 FIVE YEARS’ RECORD. 1902.

1897. 1898. 1899. 1900. 1901.

I.

Assurance in Force . . .

#ii 185,725

14,169,125

$7,142,625

$9,226,350

$11,236,700

2.

Annual Premium Income

32,399

117,887

215,827

3*5.724

395.*70

3-

Annual Interest Income.

10,987

12,464

27,406

36,272

53,502

4-

Total Annual Income. .

43»387

130,352

24 3.233

35*.996

448,672

5-

Total Assets

340,479

677,061

930,443

1,102,092

1,339,804

6.

Reserves for Policies
and Annuities

38,426

180,761

441,112

597,488

798,785

First and Paramount— Absolute Security to Policy-Holders

Agents Name and Address

IMPERIAL

>

0

M

Z

H

CO

va

Z

M

3

CO

2

o

On

o

o

z

HH

G

ffl

Z

H

>

F

First and Paramount— Absolute Security to Policy-Holders.

IMPERIAL LIFE of Canada I

rpHE average rate of interest earned by the
IMPERIAL LIFE in 1901, on its invested
Assets, was 5.39 per eent.

Agents Name and Address.

AGENTS’ NEWS

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 7

One of the features which has largely contributed to the upbuild-
I ing of The Imperial Life, is the average high premium rate which its
policies carry. It is an established fact that those forms of insurance
which carry with them low premiums — such as term insurance, and non-
participating insurance, do not materially assist a Company in financial
strength or importance. It is, also, an established fact that the mortality
under Term policies and under Whole Life non-participating policies, is
in the early years, from 30% to 50% in excess of that under Investment par-
ticipating policies, such as Limited Payment Life and Endowment poli-
cies, with an accumulation period of 1 5 or 20 years. There is, undoubtedly,
a selection by the insured going on continuously. A person who believes he is
is not a first-class life will, naturally, select a cheap form of insurance — Term in-
surance or Whole Life non-participating insurance— whereas a person who
has confidence in his longevity will select a policy which will yield him re-
sults when he attains 50, 55, or 60 years of age, and one which will, also, en-
able him to cease the payment of premiums after a certain number of years,
the latter class will, undoubtedly, select a Limited Payment Life or En-
dowment Policy, with an accumulation period of 15 or 20 years. The agents
of The Imperial Life will be able to exercise a strong influence for the
stronger upbuilding of the Company, if they will endeavor to direct their ap-
plicant’s attention to these plans. There is another side to this matter, and
that is, that a person carrying a Term policy or a Whole Life non-par-
ticipating policy, not infrequently becomes dissatisfied with the same after
a certain number of years. He hears about some of his friends who have
received profits, and he wonders why he has not received them, or that his
friend’s policy is paid-up or matured, forgetting, of course, that he secured
his insurance at a lower rate than. his friend.

It has also been found, by actual experience, that where policies carry
with them a comparatively high rate of premium and the assured has a

PLANS OF INSURANCE.

The last opportunity before the Convention.

1

greater amount at stake, fewer lapses occur. The assured will put forth
a greater effort to retain the higher-premium policy ; moreover, he knows
that at the end of a certain period of time, the results will fully com-
pensate him for any sacrifices which he may make throughout the history of
contract. This feature of the case is important to the assured, the beneficiary
and the agent — important to the assured because there is an incentive for
him to continue the contract that he has entered upon ; to the benefici-
ary, who in nearly every instance is a member of his family, because the
contract of insurance is more likely to be maintained in force, and the benefits
of the policy therefore more securely assured to such beneficiary, and to the
agent for the reason that he will be interested in the policy by wav of renewal
commission for a much longer period of time, by virtue of the greater
persistence of the insurance.

Jn a word, therefore, let Imperial Life Agents do, as they have
heretofore been doing, and strongly recommend Investment Forms of Insur-
ance, and only accept an application on a Term plan or a non-participating
plan when absolutely forced to do so.

LIFE INSURANCE FOR YOUNG MEN.

At a recent meeting of the Board one of the Company’s most active Directors
called attention to the fact that there is a large field for life insurance amongst young
men — that is between the ages of 15 and 20. The following suggestions in this
connection were made.

1. It not infrequently happens that when a married man is approached regard-
ing life insurance, he answers that he has all the insurance that he wants or that he
cares to carry. Then it becomes at once desirable to suggest insurance for his
children, if he has any.

2. An insurance on the life of his son, although as young as 15, will im-
mediately appeal to him as being a most desirable contract, for the reasons : —

(a) That it can be secured at a lower rate now than it could when the son

grows up.

(b) That the father is able to pay for the insurance for some years until
his son is able to carry it without aid.

(c) That the father recognizes that it would prove a most effective means in
educating his son to save money instead of squandering it.

(d) If the insurance be on the limited payment or endowment plan, the
father or mother will have assisted in paying a goodly number of the total premiums
payable before the young man comes to maturity, and have given him a substantial
start in life.

3. A large number of the policy-holders of the Imperial Life have sons who
are just at the right age for insurance, and this suggestion opens up a large field
for many of our representatives who have not heretofore paid a great deal of attention
to it.

4. This suggestion will enable you to see* a large number of your old policy-
holders and thus possibly secure either additional insurance upon their own lives or on
the life of some member of their family or of one of their friends. Wealthy merchant?,
manufacturers, professional men and other classes in our cities, towns and country, in

Remember we never stand still.

2

many instances, would welcome the practical suggestion that an insurance should be
effected on the life of a son. We urge our representatives to investigate this new field
Fully and give it an earnest and energetic trial.

5. There is another featute in connection with this matter, and that is — that
every young man contemplates some day or other placing insurance on his life. It
;he agent of the Imperial Life presents the matter first to him he will undoubtedh
secure the best chance and having once secured the confidence of the parent and the
young man, it will be much easier to place an additional insurance on the young man's
life in later years than it would be afcer the young man had been canvassed for some
other company.

The Director of the Imperial Life who spoke of this adopted the plan of insuring
both his sons as they approached 15 or 16 years of age, and it was the practical
suggestion of the agent who broached the subject to him, that brought about the
completion of the two transactions in this particular case.

COMPETITIVE LITERATURE

The literature issued by another Company is always of interest as indicating the
special features which that Company regards as its strongest arguments in competition.
A study of another Company’s literature is also valuable from a field man’s point of
view in that it will indicate where that Company is most vulnerable, as compared
with our own, and what arguments can be best used by our representatives to prove
the superiority of the Imperial’s contracts. We would therefore ask our representa-
tives to forward us any literature of other Companies that they may come across from
time to time.

We would especially welcome the receipt of any comparisons which our agents
may come across in their canvass. It not infrequently happens that most
unfair and unscrupulous comparisons are circulated by competing offices, and when-
ever they are received we will endeavor to expose their fallacy.

ADVERTISING.

In advertising, as in most things, persistency is the main quality., which brings
success. Continuous advertising is the kind that pays and the only kind that pays.

Some people make the sweeping statement that they do not believe in advertising,
but if closely questioned, it will be found that their attempts in that line have been
very spasmodic. They have not tested the effects of persistent advertising and con-
sequently complete failure has resulted. One insertion of an advertisement will not
impress the public, neither will two, nor three, but constant regular publication will
bring yourself, your Company and the goods you have to sell into prominence.

Again, advertising to be effective must be original, well set up, and placed in a
prominent place in the paper— such as at the head of a column, next reading matter
and with a heavy border- — they must also be changed from time to time. In the last
three or four numbers of the Agent’s News and in the present one we have gone to
the trouble to prepare specimen advertisements.

Those of our representatives who have been advertising have already undoubtedly
derived substantial benefit, and to them and to those who have not yet commenced
we say, “do not fail to invest in the Printers Ink.”

We are always pushing forward or slipping backward.

3

MAINTAIN THE OLD BUSINESS.

One of the features which enables the Head Office to guage the success of an
agent, and the character of the business which he has placed upon its books, is the
way in which the business is renewed. There is nothing that will do a company or
an agent greater damage than the dropping out of policyholders after being insured
one, two or more years. No matter how small the amount the policyholder has paid
in premiums, no matter how large the surrender value which he may receive upon the
termination of his contract, if he is allowed to pass out, he still has the impression
that he has not received value for the monies which he has paid in, and, consequently,
be becomes a disgruntled person, and a standing advertisement against life insurance,
against the company he was insured in, and against the agent who insured him. The
Imperial Life’s lapse ratio has been remarkably small — a fact which attests to the
magnificent character of the business which has been placed upon its books, to the
high character of the men who originally sold the insurance, and to the great confidence
which Imperial policyholders entertain towards the management of its affairs. Not-
withstanding that our lapse rate has been low in comparison with that of other com-
panies. we cannot impress too strongly upon our representatives the far-reaching im-
portance to them and to us of watching the payment of renewal premiums
most closely, and to endeavor, in every instance possible, to secure an application for
revival from those who have been unfortunate enough to lapse an Imperial policy.
The policy of the Imperial Life is undoubtedly the fairest and best contract ever
granted by any Life Insurance company in Canada, and a person once holding such
a contract cannot possibly afford either for himself or for his family, to allow it to
lapse. In this connection, one insurance writer has put the following five questions : —

1st, — Where is the man who would not insure his life at once if he knew that he was
going to die within even so long a period as the next ten years ?

2nd. — Do you suppose a man ever died without insurance who did not wish that
he had it?

3pd. — Did you ever meet a man who, through some illness or accident, was in a
position where he could no longer get straight life insurance, who did not
bitterly regret that he had not taken it when he could have done so ?

4th. — Did you ever hear of a man dying, with his life well insured, who, realizing
that he was about to die, regretted that it was well insured ?

5th. — Did you ever meet a man who had carried investment insurance on his life
for ten, fifteen or twenty years, who, on maturing the policy, wished that it had
been for only half the amount ?

NEW POSTAL RATES.

Special attention is called to the new postal rates. The failure to sufficiently
prepay postage necessitates double payment at this end, and thus entails extra
expense and annoyance. The rates are as follows : —

Letters 2c. per ounce.

Newspapers ic. per 4 ounces.

Books ic. per 2 ounces.

Circulars ic. per 2 ounces.

Printed Matter ic. per 2 ounces.

The aetive agent is the winning one.

4

HOW TO CONVINCE.

Do you know what the trouble is with a great many agents who attempt to dis-
tribute the literature supplied by their Companies? They haven’t read it themselves
are not familiar with it, and cannot talk with any certainty or conviction.

It is not enough to leave the literature in the house ; it should be
properly marked at the paragraph you wish read, and it should b *
supplemented by a few convincing, but brief remarks of an explanatory
character, so that you may make sure that your prospect is going to
read and understand what you want him to.

By correct use, literature can be made very effectual, but in no way can
money and energy be more easily wasted. Use the literature you have intelligently
and carefully, yet liberally, and it will help you to results.

THE HONOR ROLL FOR JULY.

Imperial Life representatives are always interested in one another’s success. This
is becoming more and more the case as the business becomes more important. In
order, therefore, to let the East know what the West is doing, it has been decided to
include hereafter in the Honor Roll a record of the business in respect of those repre-
sentatives who secure $5,000 or over, of accepted applications. The following details
will be observed : — ■

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked ; —

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) E*ch month there will be a summary giving the number of times the agent’s name
appeared in the honor roll up to date.

No. of

Applications.

Rank.

Premiums.

Rank.

times on
Honor Roll-

J. A. Labelle, Joliette, Que

.$13,000

. . I . .

$442

00

.. 2

6

J. H. Macabe, Toronto, Ont .

. 12,000

. . 2 . .

355

40

.. 4 ..

5

E. W. Chandler, Campbellton, N. B .

. 10,500

•• 3 •

526

25

. . I . .

5

J. W. W. Stewart, Vancouver B. C..

. 10,000

... 4...

393

85

.. 3 ..

2

T. M. Grover, Regina, N. W. T

8,000

.. 5..

273

55

.. 8 ..

2

Rev. A. W. Ross, Portage La Prairie,
Man . ,

.. 5..

560

60

. . 10 . .

6

J. F. Discroll, St. John, N.3

Dr. D. Lowrey, Toronto, Ont

• 7,500

.. 7..

3l6

85

.. 5 ..

2

. 7,000

.. 8..

i95

65

..13 ..

3

H. V. Fieldhouse, Neepawa, Man

7,000

.. 8..

235

70

. . 11

1

J. I. Hill, Tilbury, Ont

. 6,000

. . 10 . .

*59

25

. . 16 . .

1

E. Poliquin, Montreal, Que ........

6,000

. . 10 . .

274

70

.. 7 ..

1

E. S. Miller, Montreal, Que

. 5,000

. . 12

270

75

... 9 ..

4

W. G. Morrow, Peterboro, Ont

• 5,oo0

. . 12 . .

279

25

.. 6 ..

1

W. Simper, Balgonie, N. W. T.

. 5,000

. , 12 . .

168

30

..15 ..

1

F. G. Hearne, Toronto, Ont

. 5,000

. . 12 . .

197

65

. . 12 . .

3

J. S. Wallace, Winnipeg, Man .......

. 5,000

. . 12 . .

179

70

..14 ••

5

July shows a good increase— Now for August.

5

STANDING OP THE AGENCIES FOR JULY.

1— Montreal, Que.

2— St. John, N.B.

3 — London, Ont.

4 — Winnipeg, Man.

5 — Head Office.

6 — Regina, N.W.T.

7— Vancouver, B.C

8— Toronto, “City."

9 — Ottawa, Ont.

10 — Kingston, Ont.

Collins Inlet, Ont.
. 1 1 — Halifax, N.S.

12 — Toronto, “ L.”

13 — Peterboro, Ont.
Toronto, “ H.”

14 — Plamilton, Ont

15 — Brockville, Ont.
Nassau, N.P.

St. Catharines, Ont.

16 — Collingwood, Ont.
Durham, Ont.

Port Elgin, Ont.

Port Hope, Ont.

Red Deer, Alta.

Sault Ste. Marie, Ont.

17 — Gravenhurst, Ont.
Picton, Ont.

18 — Elmbank, Ont.

Port Arthur, Ont.
Toronto, “B.”
Toronto, “ K.”
Victoria, B.C.

The 1902 Convention.

NEARER and yet nearer draw the days of our 1902 Convention
and at the Head Office we are beginning to surmise who the at-
tending representatives will be. We have had letters from a number
of our agents advising us that they will undoubtedly secure the balance
of their allotment by August 28th, and altogether the outlook for a suc-
cessful Convention is most promising.

Have you personally planned to attend, that is, will you secure the
amount of your allotment ? There is a month left and if your account
still shows a shortage, it behoves you to put forth an extra effort during
August We wish as large a number of our representatives to attend
as possible, but it must be distinctly understood that the Convention
will be on a strictly business basis. It will afford us much pleasure to
pay the expenses of such representatives as have earned it — but only
those.

If there is any way in which we can help you to secure your bal-
ance— if you have one — be sure and let us know immediately. We
will do everything in our power to aid you.

V.

J

Everything comes to him who works- not waits.

6

THE PURPOSE OP LIFE INSURANCE,

“ It was for the purpose of replacing to the family that amount of capital
equivalent to the productiveness of one’s labour, lost irrevocably by death, that life
insurance was instituted, and most nobly does it perform its mission. You stand
precisely in the same relation to your family that the house which shelters you does
to its owner. If your house is uninsured and is destroyed by fire, the loss all
tails upon you. If your life is uninsured when the ‘Grim Messenger’ calls for
you, the loss is all upon the family. Some one must take the risk , and it must be
either the Company or the family— you cannot take it. Which of the two are best
able to assume it, the family or the Company ? Upon which of the two will the loss
be least severe ? And upon whom do you prefer to leave the risk, upon your family
or upon the Company ? Upon the latter the loss would fall as lightly as the
‘ snowflake on the sod.’ Upon the family it may prove a greater burden than
they can bear/’

NOTES.

Mr. E. S. Miller and his assistants continue their splendid business-producing
work.

St. John Agency gave the leaders a close run for first place this month. Mr.
Shaw has now an excellent staff of assistants, and we look for great things from his
agency during the balance of the year.

Mr. E. W. Chandler, of Gampbellton, K. B.{ was the first Imperialite to secure
his full convention quota, which he did some time ago. Mr. J. H. Macabe, of
Toronto, has also secured his full quota, and we congratulate these two representatives
upon their splendid showing, both in this connection and upon securing high positions
on the July Honor Roll

Mr. J. A. Labeile, of Joliette, (Jue., signalizes his return to the Honor Roll by
securing first place. He did splendid work during July.

Regina Agency is rapidly coming to the front, and judging from advices received
from Mr. T. M. Grover, our Territorial Manager, his agency will take a still higher
place next month. He sent in an envelope containing applications for $8,000 on
August 1 st, and at this rate the other agents will have to “hustle” to keep their
places.

Mr. H. Y. Fieldhoisse, of Nespawa, Man., Mr. Wm. Sinper, of Balgorpe, N. W. T., and
Mr. J. I. Hill, of Tilbury, Ont„, are three local agents who did splendid work last month.

August wants completed applications —not prospects.

7

>

o

s m W

w

AGENTS’ NEWS

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 8

To-day sees the inauguration of our 1902 Fall Campaign. Let us consider, in a
few words, our aim for the last four months of the year.

Upto August 31st the completed applications amounted to $2,546,404 — an increase
of more than 33 per cent., the record for the first eight months of last year, and far in ad-
vance of the accepted business for the first eight months of any previous year. This
condition must be most gratifying to everyone connected with the Imperial Life.

As you are aware, our aim is to secure $4,000,000 of accepted applications in
1902. Having already obtained $2,546,404, there is a balance of $1,453,596 to be
secured, or $365,000 for each one of the four months. This monthly amount,
$365,000, is the goal which must be attained.

Our Provincial and District Managers, and other representatives carefully con-
sidered these figures, and unanimously concluded that they should be reached. Each
representative pledged himself to this.

There is, however, something further necessary to insure success than the
mere pledging, and that is, the redeeming of that pledge. From now until the 31st of
December, 1902, our agents will be constantly working for that redemption.

General business and agricultural conditions were never so good; our country has
been blessed with an abundant crop ; our industrial enterprises are humming ; money
appears to be abundant and everybody will now be ready to discuss the subject of life
insurance, which is so closely associated with a continuance of the prosperity which
has been so marked in Canada in recent years.

It only remains for each one of us, through the exercise of judicious and perse,
vering enterprise, to make our business for the balance of the year come up to the
standard which we have set as our aim. T. B.

THE FALL CAMPAIGN.

September, 1902.

Keep in mind the $4,000,000 mark.

1

AN INVESTMENT FOR YOUNG MEN. NO. 1.

There are many different classes of people in Canada and their wants in regard
to life insurance differ materially. One proposition will appeal more forcibly to a
certain class than it will to another, and by specializing our plans to suit their needs
we secure a much greater consideration of them, and consequently a larger volume ot
business.

The young men of our Dominion represent a large field for Imperial representatives
to work in. In a growing country like ours the young men are an important
factor, and the manner in which they start life is likely to be reflected not only in their
own futures but in the general welfare of the country.

It has been the belief of the Head Office that if our representatives were in a
position to present a specially attractive plan of investment insurance,
in a concise and convincing manner, it would enable them to materially increase their
business amongst the young men of Canada. We have, therefore, had special literature
prepared and special estimate slips printed for a series of ages, in order that our
representatives may be able to present the merits of the Young Man’s Investment
Policy No, i in an attractive manner, and in a short space of time. The pamphlet
sets forth strongly yet tersely some of the reasons why a young man who is saving
annually a part of his income should invest in one of these contracts, and the
many advantages which will accrue to him from them.

The Young Man’s Investment Policy No. i was thoroughly discussed at our
Convention, and it was the unanimous opinion of those present that it will un
doubtedly prove a strong and popular contract with young men.

Let us gather in the young men. If we insure them first we have a strong hold
upon them and their friends for future business; if we let them slip through our fingers
we immediately lose good business and there is a possibility that we may never
again be able to interest them in our Company ; we give our competitors, who are
searching for these desirable risks, an advantage which it will be almost impossible
for us to overcome.

ADVERTISING.

The number of our representatives who are advertising is continually increasing.
Imperialites who have not heretofore tried it are making a success of the plan, and
it is daily growing in favor.

One of our most progressive advertisers is Mr. T. M. Grover, of Regina, N. W,
T. He turns every opportunity to account, as the following clipping from the Regina
West will show :

“ Mr. Major Grover, Territorial Manager for the Imperial Life Assur-
ance Co., leaves next week forToronto to attend the annual convention of that
Company. Mr. Grover has, during his term of management, by his excep-
tional energy, done a large volume of business, so large indeed that we are
not surprised at the Company wishing his presence at so important a
meeting.”

We publish in this issue two more display advertisements for the guidance of our
agents. It is strongly recommended that such of our representatives as have not
tried the plan do so immediately. At our convention no less than three representa-
tives attributed the securing of applications directly to advertising.

August was a record-breaker. September?

2

INCREASE IN CASH PREMIUM INCOME $100,000?

It is our aim this year to increase our Cash Premium Income by $ioo,ooo. To
do this it will be essential that all of our representatives shall do their utmost to have
every premium paid in cash well in advance of the 31st of December. All notes
taken should be for as short a period as possible, and should, in any event, mature
well in advance of the 24th of December, in order that they may be collected and
reported seme days in advance of the 31st. By tact and good judgment our represen-
tatives can help the Company in this matter very materially, and as we are all
interested in making our financial statement for this year the best in the history of
the Company, we ask you to leave no stone unturned to accomplish the end above
referred to.

1 '

The August Business,

It is with feelings of great satisfaction that we are able to
advise our representatives that the accepted business for August, 1902,
eclipsed that of all previous Augusts by over $100,000, amounting in
all to $418,500. This is also the largest volume of business secured
during any one month of the present year. This splendid producing
power displayed by our agency staff in a month, generally acknowledged
to be the quietest month of the year for life insurance, is, we consider,
one of the most promising indications of the realization of —

$4,000,000 FOR 1902.

Can we Repeat this in September?

HOW ADVERTISING PAYS.

Extract from letter of Mr. S. P. Saunders , of Hamilton, Ber.

“ I am pleased to report to you that during the last ten days I have succeeded iu
securing applications totalling $24,500.

I am very much gratified and encouraged at the amount of business which I have
been able to secure in less than a fortnight, and am positively certain now of exceed-
ing the $50,000 limit that I told you I expected to write.

I attribute a good deal of it to the good effects of an advertisement which I
inserted in the two local papers since my arrival. I am mailing you one of the
papers. I am positive that this notice has had great weight as I have succeeded in
securing applications from men who have often been solicited by other agents but
never secured, and one man who had read the ad. came to look me up.”

Are you advertising?

3

THE 1902 CONVENTION.

The 1902 Convention is now a thing of the past; our successful representatives
have come and gone, and by this time they have settled down to the Fall Campaign.
The universal opinion of our representatives was that the third Convention was a
pronounced success and in every way superior to its predecessors.

One of the most striking features of the gathering was the confident manner in
which every one spoke about the realization of our $4,000,000 aim for 1902. There
seemed to be no doubt but that the desired end would be reached with a comfortable
margin over.

The Officers of the Company believe it can be realized, provided one
element is recognized by the field staff, viz: that each man will feel his
responsibility for his individual share of applications for the balance of the year.
Without the realization of this responsibility success must remain doubtful.

It is not too early to have definite results from those who attended our Conven-
tion, in the way of applications. Most of those present have already sent
in applications since they returned, and it is hoped that the general good of the
Convention will be reflected in the volume of business secured during the present month.
The many strong canvassing points which were brought out cannot fail to materially
assist Imperialites who attended in securing applications.

At the Head Office we look to the present month being the largest September
in the Company’s history. Is there any reason why it should not be ?

HUSTLE, OR RETIRE.

From this time forward the word to be passed along the insurance line is
“ hustle.” In every branch of insurance there is plenty of business to get, and
the plums will be captured by the live men who know how to “ hustle ” early
and late. Competition is now so lively that the man who sits down and waits
for business to come to him may as well put up his shutters and rgtire to a
sanitarium. He has no place in the insurance field. The life insurance
companies promise to roll up this year the largest volume of business ever
transacted in one year. Their •* hustlers” are abroad, and any man whose
life is uninsured is liable to hear from them. — Spectator.

THE EVIL OF OVER-ESTIMATING.

( The Bulletin.)

It is safe to say that in most companies, 90 to 95 per cent, of the policies granted
provide for the reserving of dividends for periods of 10, 15 or 20 years. In the com-
putation of estimated surplus, the greatest possible conservatism should apply ; the
period of time is sufficiently lengthy for material changes to take place in the elements
from which surplus arise. While the mortality may not vary, interest rates are con-
stantly fluctuating, and expenses to day are far from being what they were 10 years
ago, or will be 10 years hence.

The management which is to-day placing before the public conservative illustra-
tions of deferred surplus, estimates likely to be fulfilled when the reckoning time
arrives, is the one which will undoubtedly be regarded with public favor and confi-
dence. On the other hand, the company which is presenting fanciful illustrations

Start the Fall Campaign now and in earnest.

4

mpossible of fulfillment, is sowing the seed of disaster and courting condemnation.
Competent and reliable actuaries will almost be. a unit upon what constitutes a fair
estimate. The following table gives the estimated surplus at the end of 20 years, age
35 at entry, $io,ooa of insurance on the whole life, 20 payment life and 20 year
endowment plans for Canadian companies. The figures are authentic, having been
given us by the officials of the several companis interested. The table contains figures
which we have no hesitation whatever in saying, cannot and will not be realized : and
we cannot urge too strongly those companies whose estimates can only be described
as “fairy dreams” to call in their manuals, cut down their misleading “ estimates,”
and place in the hands of their representatives illustrations which can be defended
and which there is some hope of being realized.

Company.

Ordinary Life.

20 Pay’t Life

20 Yr. Endowment.

No. 1

$2,350

$2,700

$3,920

No. 2 ....

2,650

3>23°

3,85o

No- 3

2,840

3>5°°

4,650

No. 4 - • -

3T5°

2,860

4,4co

No. 5

2,770

3,640

5^40

No. 6

3>I7°

4,060

5,23o

No. 7

2,610

3»37o

4,920

No. 8

3.93°

5,37°

4.75°

No. 9 Imperial Life

2,380

2,720

3,460

No.io

1,940

2,43°

2,95°

No. 11

2,380

2,930

3-77o

N0.12

2,700

3,340

5430

No. 1 3

2,760

3,610

5,o6o

N0.14

3°3°

3>52°

5H40

N0.15

2,640

3, 210

4,390

No. 16 ,

3.630

4,170

5>37o

No. 17

1,960

2,480

3,72o

A comparison of the highest and lowest of these estimates will indicate the enor-
mous divergence in view as to what is considered a safe prediction of future surplus.
Comparisons of highest and lowest estimate of surplus at end of 20 years, $10,000,

age 35 at entry.

Highest . . . . *

Lowest

Ordinary Life.
$3,930
1,960

20 Pay’t Life.
$5,370
2,480

20 Yr. End’t.
$5.43°
3.46o

$1,970 $2,890 $1,970

Ordinary Life. 20 Pay’t Life. 20 Yr. End’t.

The highest estimate exceeds 0/ 0/ 0/

lowest by.. 101 /o l'T /° 57 /„

It is a significant fact that the companies whose estimates are the highest in this
last comparison, are the institutions that thus far have not paid, on account of their
age, a single dollar in profits to policy holders.

If any, these companies should be the ones most modest in predicting what the
surplus is likely to be 20 years hence.

Note. — The Imperial Life believes in illustratiojzs of surplus most likely,
to be fulfilled, consequently it points with pride to the fact that its estimated
surplus on all the above plans is less tha?i that of almost every other Company.

We want to greet our policy holders upon the maturity of their contracts with an
“ excess result ” rather than with an “ impaired result

Labour is the grand conqueror.

5

THE HONOR ROLL FOR AUGUST..

Imperial Life representatives are always interested in one another’s success. This
is becoming more and more the case as the business becomes more important. In
order, therefore, to let the East know what the West is doing, it has been decided to
include hereafter in the Honor Roll a record of the business in respect of those repre-
sentatives who secure $5,000 or over, of accepted applications. The following details
will be observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name
appeared in the honor roll up to date.

Applications.

Rank.

Premiums.

Rank. ]

No. of
times on
Honor Roll.

Rev. A. W. Ross, Portage La Prairie
Man

$22,000

. I . .

$842 05

. I

7

J. A. Labelle, Joliette, Que

. 2 . .

527 40

. . 2 . .

7

T. M. Grover, Regina, N.W.T

. 15,000

2 . .

392 45

.. 4 . .

3

A. J. Clark, Exeter, Ont

. 13,000 .

. 4 ..

409 15

.. 3 ..

1

J. H.McCarthy, Winnipeg, Man

. 11,000

• 5 ••

231 5°

..14 ..

2

A. S. Wickware, Ottawa, Ont

. 11,000

• 5 ••

172 50

...20 ...

7

H. C. Bellew, Montreal, Que

. 10,000

. 7 ..

208 75

..17 ..

2

J. E. McCuaig, Ottawa, Ont . .

. 8 ..

33° 3°

.. 6 ..

2

J. I. Hill, Tilbury, Ont

. 8 ..

3IQ 7o

. 7 ..

2

W. A. Gibson, Fredericton, N.B. . . . ;

.10

384 35

. . 5 • •

1

R. Hall, Brandon, Man

8,coo

.10

270 95

. . 12 . .

4

J. F. Driscoll, St. John, N.B

.10 . .

222 25

..15 ..

3

W. D. Mills, Durham, Ont

, . 7,500 .

.13 ..

3°3 45

.. 9 ..

2

J. L. Mancini, Quebec, Que

7,000

.14 ..

277 30

..11

3

J. W. W. Stewart, Vancouver, B.C. . . .

7,000

.14 ..

164 65

. . 22 . .

3

J. B. Cooke, Kingston, Ont

7,000

14 • •

139 90

..23 ..

4

J. Cawley, Brockville, Ont . . .

6, coo

.17 ..

306

.. 8 ..

5

Dr. D. Lowrey, Toronto, Ont. .......

.17 ..

236 60

..13 ..

4

H. F. Staples, Fredericton, N.B

6,000

.17 ..

176 35

..19 ..

5

W. D. Miller, Hedresford, N.W.T . . .

• 5.5°° •

.20

1 16 00

..24 ..

1

J. H. Macabe, Toronto, Ont

. 5,000 .

.21

289 25

. . 10

6

S. P. Saunders, Hamilton, Ber

5,000

.21

199 30

..18 ..

5

H. R. Gray, Montreal, Que

J. S. Wallace, Winnipeg, Man

. 5,000 .

.21 . .

226 50

.16

2

. 5,000 .

.21 . .

170 40

. . 21

6

THE DANGER OF

DELAY.

The regrettable results attending a few days delay in

taking out

a life policy are

often strikingly shewn, but not we believe in a more forcible manner than is stated
in the following letter. If Mr. Robinson had secured a policy at the last interview
with our representative, instead of putting him oft a few days, his estate would have
been augumented to the extent of $5,000. An incident of this character shews the
great risk a prospect incurs when he defers signing an application for a few days,
probably for some exceedingly trivial cause.

T. Bradshaw, Esq., Toronto, Ont. London, Ont., Sept. 9th, 1902.

Dear Sir : — I received a letter from Mr. Winter of Leamington, dated 5th inst.,
stating that he expected $5,000, 20 Pay. Life on Mr. Robinson of Kingsville, and he

Maintain the monthly increase.

6

expected to go to Kingsville on Monday to see him. 1 am in receipt of another
letter from him this morning dated the 7th, stating that Mr. Robinson was burnt to
death on Saturday night. I bad noticed it in the Globe, as probably you did also,
under the heading of Kingsville Fire. It is another illustration of the disastrous
results attending delay.”

Yours truly, Geo. R. Hamilton,

Manager Western Ontario

STANDING OF THE

1 — Head Office.

2 — Montreal, Que.

3 — Winnipeg, Man.

4 — London, Ont.

5— Regina, N.W.T.

6 -St. John, N.B.

7 — Ottawa, Ont.

8 — Vancouver, B. C.

9 — Kingston, Ont.

10 — Brandon, Man.

1 1 — -Durham, Ont.

1 2— -Brockville, Ont.

Halifax, N.S.

Toronto, “ L.”

13 — Hamilton, Ber.

AGENCIES FOR AUGUST.

Toronto, “City.”

14 — Collingwood, Ont.
St.Catharines,Ont.
Sault Ste. Marie, Ont.

15— Calgary, N.W.T.
Edmonton, Alta.

Owen Sound, Ont.
Picton, Ont.

Red Deer, Alta.
Toronto, “ H.”
Toronto, “ K ”
Victoria, B. C.

16— Gravenhurst, Ont.

17 — Port Hope, Ont.

NOTES.

It affords us great pleasure to record the name of Rev. A. W. Ross of Portage La
Prairie, Man., at the head of the Honor Roll for August. Although it is the seventh
time his name has appeared on the Honor Hoil it is the first time he has secured the
coveted place. Mr. Ross is one of our steadiest producers and there is something
seriously wrong when he is not on the Honor Roll.

Messrs. J. A. Labelle and A. S. Wicl^ware are both again on the Honor Roll
There is a lively fight going on for the greatest number of places during the year, in
which Rev. A. W. Ross has joined.

Mr. T. M. Grover of Regina, N.W.T., is forging ahead, his agency being fifth for
August. He has also personally secured third place on the Honor Roll and Mr. W.
D. Miller, one of his local agents has also secured a place. We expect great things
from Regina before the end of the year.

The Honor Roll has again grown to a respectable size this month. Why should
it not be larger in September ?

From the hopeful attitude of the different Provincial and District Managers, we
expect a healthy rivalry for the monthly leadership from now until the end of the year.

With such a tremendous crop in the West this year our Western Agencies should
be heard from frequently with applications.

If you are not at the head of the Honor Roll keep trying for the coveted position.
One man can’t be at the head forever. Get your turn.

Inspector Mancini reports the Imperial flag is flying now on the Citadel of old
Quebec and that with the assistance of his energetic workers he will make Quebec
one of the best flowers in the Imperial’s crown. There is no one better able to do
this than Monsieur Mancini.

Strive particularly tor “ cash settlements ” during the balance

of the year.

7

First and Paramount: Absolute Security to Policy-Holders.

inpcRWL Lire OF CflNdM —

investment for Young Men.

The Company has lately issued a special form of policy which is
particularly of interest to young men, combining, as it does, pro-
tection and investment. Full particulars will be furnished upon
application to

o

m

on

09

>

O

W

3

H

U)

Z

HEAD OFFICE

TORONTO, CANADA

First and Paramount:
Absolute Security to Policy-Holders.

Maintains the Largest Government Deposit of
any Canadian Life Insurance Company.

Agent’s Name and Address.

if l •: *

AGENTS’ NEWS

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 9

PERSONAL RESPONSIBILITY FOR 77 DAYS.

. As we approach the 31st of December, we are warned that the year’s
business may be marred by the lack of effort on the part of a single individual,
or made as the result of the earnest, conscientious work of that same individual.

One Million Two Hundred Thousand dollars of acceptable business has
to be obtained before the 3 1st of December to make the record of Four Million
Dollars for the year. This means Four Hundred Thousand Dollars for the
month of October and the same amount for each of the months of November
and December. If we leave out the fifteen Sundays and holidays in these
three months, there remain but seventy-seven days to accomplish this great
undertaking. If we make allowance for rejected business, it is essential that
we shall receive on each one of these seventy-seven days applications
for Twenty Thousand Dollars. Will we be able to do it?

I realize that there is not a single representative of the Imperial Life,
from the humblest local agent upward, who will not feel the thrill of satis-
faction and success if we come out victors — on the contrary, all will feel
deeply grieved if we fall short of our aim.

Twenty thousand dollars can be written daily by Imperial Life
representatives and officers from the Atlantic to the Pacific if each one of us
in the field, or in the office will realize his personal and individual responsibility and
determine to do his proper share of the obligation in these remaining
seventy-seven days. There is no doubt about success being secured if
personal responsibility and determination are recognized. There is a great tendency
on the part of prospective applicants and agents to put off until to-morrow
what should be done to-day. There is a great temptation to believe that
what should be done in this month of October can be done in the month of
November. Let us be frank with one another in this matter, and realize now,
that if we do not determine to do to-day some share of the Four hundred thousand
dollars required during the present month, we are not helping forward the
realization of the Four Million dollars for the year. What I ask you to do is to
labor to-day, to-morrow and each succeeding day of the seventy-seven days which we have
until the 31st of December, when what we have been aiming at, will surely be a^ accom-
plished fact. T. B.

I

SEPTEMBER’S SMALL INCREASE SHOULD SWELL
OCTOBER’S BUSINESS.

The monthly increase still keeps up, but we must confess that we were dis-
appointed at the small excess of last month over September of 1901, as compared
with the usual increase. Just what the matter was we have been unable to ascertain,
but as the production of the men who are at work amongst the farmers fell off very
markedly, we presume that it was on account of the impossibility to secure the
farmer’s attention owing to the abundant harvest which has just been reaped. If
that is so, the October business should boom, as the farmers will now have more
time to devote to the matter of life insurance, more money to invest in life insurance
and more desire to make plans to pay off the mortgage by means of an Imperial
Endowment policy — a matter which is of vital importance to them. We are particu.
larly looking to the farming districts this month, and trust that our representatives
will not disappoint us.

A GREAT HELP IN CANVASSING.

Since issuing form No. 277 “ Life Insurance for Farmers,” opr non-participating
rates have been reduced. In the top line of the third page the premium should be
$84 15 instead of $86.10, and in the sixth line from the foot of page 4 the same cor-
rection should be made. If you have any of this form on hand kindly have these
changes made. If you have none of these forms write for some. It is a splendid
canvassing document for the agent who is making a specialty of canvassing farmers

IMPERIALISM.

The successful canvassing of Dr. Geo. R. Parkin by our City representative, Dr.
D. Lowrey, is a veritable triumph, not only for Dr. Lowrey, but for the Imperial Life,
and it is with the greatest of pleasure that we add his name to our “List of Promi-
nent Policy-Holders.”

Probably a short sketch of the career of the gentleman who has so vigorously
stood up fcr “ Imperialism ” will be of interest to our staff. Canadians have reason
to be proud of Dr. Parkin. Born in Fredericton, N.B., some 56 years ago, his career
has been one long history of success. In 1895 he was called to the principalship of
Upper Canada College, an educational institution which has more than a national
fame. Since that time he has been prominently before the public on both sides of
the Atlantic, both in connection with the College and with the subject of “Imperial-
ism.” His studies and travels have carried him into many countries and his reputa-
tion extends through a large part of the English-speaking world.

Dr. Parkin has lately been brought into further prominence on account of his
appointment by the executors of the will of the late Cecil Rhodes, as the trustee for
the Rhodes’ scholarships in various parts of the world, and he is now visiting tt e
places to which the liberal bequests of that great Empire-builder are to extend.

It is particularly gratifying to know that it was not until after most careful en-
quiry of at least one of the largest and oldest Canadian Companies, that Dr. Parkin
decided to apply for a policy in the Imperial Life.

ADVERTISING.

There are many different systems of advertising, but heretofore we have been
confining ourselves to the publication of display advertisements. In this number we
give two reading notices which we believe will be found of use to such of our
agents as are conducting an advertising campaign. If these notices are judiciously
placed in a prominent place in the newspaper they cannot fail to attract attention and
bring good results.

2

THE LIFE OF A GREAT “ IMPERIALIST ” INSURED
BY THE “ IMPERIAL LIFE.”

The following “ Imperial” policy was issued upon an application secured by
Imperial ” representative, Dr. D. Lowrey, upon the life of Dr. Geo. R. Parkin, who
is probably the greatest exponent of ‘'Imperialism” in the Dominion of Canada: —

^fbe Imperial £ife Assurance (jompani/ of Gana<^a*

Incorporated by Special Act of the Dominion Parliament.

Head Office, Toronto, Canada.

Policy No. 8430. Sum Assured, $10,000.00

kfp, 57. Annual Premium, $1,063.50

ENDOWMENT

WITH GUARANTEED VALUES AND PRIVILEGES.

i© Payment, 15 Years’ Endowment. Accumulative Surplus Period, 15 years.

3>ttpertaf B-tfe i^Ueurctnce Compang of Ccrnaba, in consideration

of the application for this Policy, hereby made the basis of this contract and of the
annual premium of One Thousand a?id Sixty-three Dollars and Fifty Cents to be paid
in advance, and of the payment thereafter at its Head Office of a like sum on the
ijph day of September in every year until Ten full annual premiums shall have
been paid, or until the death of the assured should that event sooner occur, hereby
assures the life of

GEORGE ROBERT PARKIN, C.M.G., M.A., L.L.D.,

of Toronto , in the County of York, and Province of Ontario , and promises to pay at
its Head Office, to the said George Robert Parkin , on the Fifteenth day of September ,
A.D. 1917, or upon prior death of the assured to the executors, administrators or
assigns of the said assured, the sum of

TEN THOUSAND ~ DOLLARS,

upon the receipt and approval of the proofs of the survivance or of the death of the
said assured during the continuance of this contract, and of the age (if not previously
admitted), and upon the title of the person claiming the money being satisfactorily
shewn and upon the surrender of this Policy to the Company with a valid discharge
therefor.

This Policy Shall be indisputable after one year from its date of issue (except in
case of fraud) if premiums have been duly paid, the age of the assured has been correctly
stated, and the condition regarding Naval and Military service complied with.

The privileges and provisos printed and written by the Company on the other
side of this Policy and on the succeeding pages hereof are hereby made a part hereof
as fully as if the same were herein stated over the seal and signatures hereto affixed.

No provision of this Policy can be changed, waived or modified except by an
endorsement hereon, signed by the President, a Vice-President, Managing Director and
Secretary of the Company, or any two of them.

%n 33estimOtt# ®lhcrecf the President, a Vice-President, Man-
aging Director and Secretary of the said Company or any three of them,
have hereunto set their hands, and caused the seal of the said Company to
be hereunto affixed, in the City of Toronto, this Twenty fourth day of
September , one thousand nine hundred a7id Two.

O. Mowat, President.

F. G. Cox, Managing Director. T. Bradshaw, Secretary.

3

TWO EXAMPLES.

r'r-vrr

No. 1.

Port Elgin, Ont., Oct. 1st, 1902.

The Imperial Life Assurance Co., of Canada,

Toronto, Ont. ^

Gentlemen, —

Re Policy No. 7107 — John McQuarrie.

I regret to report that policyholder No. 7107 died suddenly
recently of appendicitis. Enclosed please find both his notes, (over-
due) as nothing has been paid on them.

At the time of making his application, his intentions were of
the best, but later he listened to the advice of some person who
told him not to continue.

It is to be regretted that he did so, as the family are really in
need of his insurance.

Yours truly,

N. D. BELL, District Agent.

No. 2.

Huntsville, Ont., Aug. 20th, 1902.

The Imperial Life Assurance Co., of Canada,

Toronto, Ont.

Gentlemen, —

I beg to thank you for cheque for $1,000 in full settlement of
claim under policy No. 6912 on the life of my late husband,
Thomas Rose.

When Mr. Rose took out a policy last February, he was in
the best of health, but in less than six months contracted typhoid <?
fever, which resulted in his death. This is another illustration of
the value of life insurance, and the loss which would have resulted 4
had there been any delay in taking out the policy.

Thanking you for the prompt and business-like manner in
which you have settled the claim. •?

I am, yours truly, x

Caroline Rose.

J

4

STANDING OF THE AGENCIES FOR SEPTEMBER.

• ' i — Montreal, Que.

* • 2 — — Head Office.

: 3— Halifax, N.S.
os. 4 — Ottawa, Ont.

'• 5— Hamilton. Bermuda.

6 — Vancouver, B. C.

I 7 — Toronto, “L.”

Winnipeg, Man.

8 — Regina, N. W. T.

9 — London, Ont.

10 — St. John, N.B.

11— —Brockville, Ont.

12 — Kingston, Ont.
Peterboro, Ont.

Sault Ste Marie, Ont.

13 — Toronto, “ H.”
Victoria, B.C.

14 — Port Elgin, Ont.

15 — Ingoldsby, Ont.

16 — Brandon, Man.
Colling wood, Ont.
Gravenhurst, Ont.
Hamilton, Ont.
Red Deer, N.W.T.

17 — Elmbank, Ont.
Owen Sound, Ont.
Picton, Ont
Whitby, Ont.

THE HONOR ROLL FOR SEPTEMBER.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed.:— 7

(r) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A.) In regard to the amount of new insurance accepted in the month.

[ (B) In regard to the total annual premiums thereon.

(3) Eich month there will be a summary giving the number of times the agent’s name

has appeared in the honor roll up to date.

Application.

Rank.

Premiums.

Rank.

No. of
times on
Honor Roll.

S. P. Saunders, Hamilton, Ber

$24,500

• . I .

.$I06l 40

. . 2 .

6

F. I. Davison, Windsor, N.S....

20,000

. . 2 .

• 332 5°

.. 4 ,

1

J. L. Mancini. Quebec. Que

15,000

3 •

740 OO

•• 3 •

< 5

Dr. D. Lowrey, Toronto, Ont

12,000

.. 4 .

. II78 90

. . 1 .

5

A. S. Wickware, Ottawa, Ont

7,000

•• 5

• 274 85

.. 6 .

, 8 '

W. A- Gibson, Fredericton, N. B . . . .

6,500

.. 6 .

. 314 20

• • 5 •

"2

J. T. Purdon, Wolfville. N.S

6,000

' 7 •

. 176 30

• 14 •

4

T. M. Grover, Regina, N.W.T

. 6,000

.. 7 .

202 05

.. 8 ...

- ■ 4

Rev. A. W. Ross, Portage La Prairie, Man

6,000

.. 7 .

- 198 85

. . 10 .

8

J. W. W. Stewart, Vancouver, B.C. . . .

5>5°°

. . 10 .

. 237 60

.. 7 .

4

Jno. Cawley, Brockville, Ont

5,000

..11 .

200 90

.. 9 .

6

G. Mayrand, Montreal, Que

5,000

. . 11 .

• 153 65

..15 .

3

A. C. Pye, Arnprior, Ont

, 5,000

. . TI .

187 10

. . 11 .

1

F. G. Allegier, Sault Ste Marie, Ont . .

. 5,000

..II .

. l86 20

. . 12 .

3

F. B. Springer, Vancouver, B C

5,000

. . II .

. 183 70

..13 .

1

HOW TO CANVASS THE FARMER

AND ASSIST

HIM

TO PAY OFF THE MORTGAGE.

With many a farmer the uppermost thought — the ever present thought — is how
to repay the mortgage on his farm. His efforts are all directed towards this end,
and in many cases his life is made miserable by the thought that he is not “ getting
ahead.”

5

The intelligent farmer has found that the easiest and most successful plan to
provide for his mortgage is to take out an Endowment policy in the Imperial Life.
At age 30, by payment of $43. 45 per annum for 20 years, he secures a document
which guarantees that at the end of 20 years that mortgage of $1,000 on his farm will
be lifted, with the additional guarantee that should he die any time during the 20
years the mortgage will be discharged, his family rendered comfortable and a home
secured to them, just the same as if the full 20 payments had been made.

Truly, it is only the foolish farmer who carries a mortgage without an Imperial
Endowment policy.

THE LAST QUARTER.

Still let the mind be bent, still plotting where,

And when and how the business may be done.” — Herbert

That is the motto for the last quarter. Those words of Herbert’s contain the
very thoughts that should occupy the mind of every Imperialite during the next three
months. Business — Applications — these are to be the very focus of our aims
during the last quarter of 1902.

To day we must each plan our work for the balance of the year, and determine
what methods we shall pursue in our canvass. In doing this let each one keep in
mind the paramount object to be accomplished — completed applications. Arrange
your campaign so that you will secure the greatest possible amount of completed
business during October, November and December.

The minimum amount of business to be secured during each of the remaining
months of the year is $400,000. October, November and December of last year
yielded on the average $325,000 each' and with the general prosperity, our larger
field staff, our greater prestige and financial strength, and another magnificient year’s
record to help us, who will think of defeat ?

But while we are to strain every effort to secure applications let us be sure it is
good business that we are closing. Our efforts must always be directed towards the
attainment of lasting results , and if the business is not of the first order our labors
will all be in vairn “ Quality” must not be lost tight of in *■ Quantity.”

Keep everlastingly at it ! Persistence will surely bring success, and the more
labor and attention you devote, the greater will be your personal gain and reward.

COLLECTION OF PREMIUMS.

Daily Cash Report System.

The daily cash report system for collections has been found to work admirably at
every agency where it has been introduced. The labor and time which it saves to the
agent is one of the factors which has greatly assisted in increasing and developing
new business. Instead of valuable time being taken up in going over a lengthy
report at the end of the month when all energie s should be devoted to the securing of
new business, all remittances and collections are disposed of the day they are received.
The Company intends to institute the system in the near future at all of its agencies. So
far as the Head Office is concerned, the system enables us to treat daily with the pay-
ment of premiums instead of waiting until the end of the month to do so. The work is
distributed over 30 days instead of being crowded into two or three at the close of the

6

month, which is always the busiest period in a financial business. Again, the daily
cash report system enables the Company to utilize its monies immediately, and thus
have them bear interest from the day they are paid by the policy-holder. This has
quite an appreciable effect upon interest earnings, in which item the “Imperial” takes
high rank and desires to continue to do so.

? ■ Hereafter in those agencies in which th? daily cash report system is not in opera-
tion, the agent will he asked to report twice a month , viz., on the ijth and 26th.

CASH PREMIUM INCOME FOR 1902.

In addition to aiming to write $4,000,000 of new business, we have, also, in
view the increasing of our cash premium income over that of 1901 by One Hundred
Thousand Dollars. Premiums were unusually well paid in cash in September. Fewer
notes were taken — more premiums than usual were paid in cash.

From now until the close of the year our representatives are specially asked
to endeavor to secure cash settlements rather than note settlements. If a cash set-
tlement is impracticable, then secure note settlement for as short a period as
possible. In no case should a note be taken to mature after the 20th of December,
for in that event the collection thereof and the inclusion of the proceeds in the year’s
business would be doubtful. It is, of course, against the Company’s rule to renew
a note — and renewal premiums should always be collected in cash.

The combined effort of all of the Company’s representatives to secure cash
payments for all premiums due in the last quarter of the year will, without doubt,
enable us to make the splendid increase aimed at — $ 100,000 .

NOTES'

Mr. S. P, Saunders of Hamilton, Bermuda, has again secured the premier
position on the Honor Roll. He did splendid work last month and his business
always carries with it a high premium rate. Mr Saunders has been doing some good
advertising lately, which has undoubtedly been of assistance to him.

Mr. F. I. Davison of Windsor, N. S., forwarded us a very acceptable envelope
lately, containing applications for, $20,000. Mr. Davison has been interested in
the Company since its inception and may be counted upon to turn up every
once in a while with some good business.

Dr. Lowrey of Toronto “L” secured an excellent policy last month on the life
of a prominent Torontonian for $10,000.00 15 Yr. Endowment by 10 payments with
a premium of $1,063.50. This is “ Imperial ’ business and the Doctor is to be
congratulated upon securing it.

The Quebec Agency also secured some “Imperial” business last month — two
applications for $15,000 20 year Endowment with premiums of $740.00. This is
the kind of business that we are after.

Messrs. F. B. Springer of Vancouver, B. Q., and A. C. Pye of Arnprior, OqtM are

two new comers on the Honor Roll this month. Now that you have secured a
position, gentlemen, see that you improve it each month.

Why is Montreal Agency allowed to secure first place each month ? What’s the
matter with Halifax, St. John, Winnipeg, Vancouver and London ?

Ottawa Aget\cy, in a month that was an “off” month for the other agencies in
general, managed to keep up its average. This speaks well for the energy of Mr.
Wickware and his assistants.

7

YOUNG MEN WANTED.

During the balance of the present year there are opportunities offered
to each young man in Canada to obtain a ‘ Young Man’s Investment
Policy ” from the Imperial Life Assurance Company of Canada. Life is’
uncertain, and with an increase in age there goes an increase in the probabil-,
ity of death, so that there should be no delay in taking advantage of these
opportunities as they present themselves. The security of the Imperial is
unquestioned, and the policy contract of the Company has always given
entire satisfaction. The pamphlet setting forth the particulars of this special
form of insurance is neat in form, and will prove of interest to anyone
fortunate enough to secure one. Copies of this pamphlet can be obtained
by writing to or calling upon (Agent’s name and address)

>

O

m

z

H

GO

z

3

GO

DO YOU WANT TO BUY A HOUSE?

Many a man is saving to buy a home for his family and is placing all
his spare money in the bank with this end in view. But does it ever occur
to such a man that if he were to die before the requisite amount were accum-
ulated, his hard-earned money would have to be taken out of the bank to
assist in the support of his family, and they would be as far from owning a
house as ever ? Suppose that instead of putting his money in the bank, he
used it to pay the premium on a 15 Year Endowment Policy in the Imperial
Life Assurance Company of Canada. If he died a week after taking out the
insurance his family would receive the full amount of the policy, and if he
survived the full fifteen years the maturing of the policy would furnish him
with funds suffcient to complete the purchase of his home at his leisure. Can
there be any comparison made between two such methods? Full particulars
furnished upon application to (Agent’s name and address)

8

<

V^PERIA4

AGENTS’ NEWS

£//>

Vol. 3 Published by The Imperial Life Assurance Company of Canada, Toronto. No. io

DAILY RESULTS FOR 51 DAYS.

November ist to December 31ST.

“ Make every day count, and if possible make some of them count
two. Better do this than let one go by, thinking you can make
it up in another.”

Are you one of those life insurance agents who is content to look at his results
month by month — who never considers his business and its progress until almost the
last day of the month ? Do you allow the first part of the month to slip by, thinking
that a little extra effort during the last days will make up for the opportunities lost at the
beginning ? If so, what hope can you have of success — what expectations of greater
things ?

Stop to consider this matter for a moment — to consider, especially, your business for
the month of October, 1902. Did you secure a single application ? One unproductive
month means 27 unproductive working days — just think of it — 27 days which have
realized zero. You have let the opportunities of 27 days pass without grasping a
single one. Or perhaps you secured one application, or perhaps two — but can you
consider those as adequate results for a whole month ?

The successful life insurance solicitor is the one who examines his progress every
day — who makes every day count for something. He plans his work at the beginning
of the day, not at 10 o’clock or n o’clock or at noon but at the earliest business hour,
and all his energies are devoted to the accomplishment of some definite result during
that same day. By his very concentration, his persistence, and his system,
he makes success sure. He allows no obstacle to daunt him — nothing to inter-
fere with that day’s programme laid out — no disappointment to wreck that day’s
work — nothing else to satisfy him but results.

During the months of November and December we have 51 working days
— 51 opportunities to secure applications. Will you let one of these
pass? Are you going to let things run until December 31st and then wonder why
you haven’t secured any business ? No ! No ! No ! On the contrary are you not
going to make every day count ? That means “ Make to-day count,” not to let to-day’s
opportunities pass, thinking you can grasp them to-morrow. Let to morrow look
after itself — you look after to-day.

I

PROMINENT POLICYHOLDERS.

It is but four months since we revised our “ List of Prominent Policyholders,” and
now we are able to publish a further list containing the names of over 50 persons who
have applied for assurances of $5,000 and over. That Imperial representatives are
able to secure such a large and representative number of policyholders in such a short
period of time, and in the quietest period of the year for life insurance, is a striking
evidence, not only of their magnificent producing power, but of their ability to attract
a splendid class of business. This list is also an unmistakable proof of the continued
confidence of the insuring public in the Imperial — a confidence which is daily in-
creasing, and consequently adding to the prestige and popularity of the Company.

Joseph H. LaChance. .

. Prop. Dominion Shoe Co . . .

. Quebec, Que..,

$ 5>°00

James A. Hughson. . . .

Physician

Delaware, Ont

5,000

Edgar 0. Smith

. Capt. S. S. Yarmouth

. Cape Island, N. S . .

5,000

Victor V. Rogers

. Insurance Agent

Ottawa, Ont. . . ...

5,000

Mrs. A. Charest. ....

. Montreal, Que

5. ooo

A. F. W. Butterworth . .

. Hardware Merchant

Ottawa, Ont

5 °°o

William C. Gall

. Imperial Life «, . . . .

. Toronto, Ont

5, ooo

Alex. MacKenzie

. Barrister

.Toronto, Ont

20,000

Wm. E. Rundle

. Sec’y National Trust Co

. Toronto, Ont

5,000

Wm. G. Morrow

. Manager Loan Co..

. Peterboro’, Ont. . . .

7,000

J. M. McKim

. Manager Publishing Co

.Toronto, Ont

5,000

Henry Hamil

. Farmer

. Mull, Ont

5,000

Kenneth C. Macdonald.

. Dentist

Grand Forks, B. C .

5,000

William E. Scully

.Agent, N. B. S. Railway . . .

. St. John, N. B . .

5,000

Walter D. Miller

. Agent, The Imperial Life . . .

. Regina, N. W. T. . .

5,000

Wm. T. White

. Mgr., National Trust Co

. Toronto, Ont

10,000

Alfred Wood

. Sec.-Treas., World Newspaper.

.Toronto, Ont

10,000

Geo. A. Kingston ....

. Barrister

Toronto, Ont

5,000

G. W Niedringhaus . . .

. Manufacturer

St. Louis, Mo

10,000

Douglas deL. Badham.

. Insurance Agent

Milestone, N. W. T.

5,000

Henry Bannister

Civil Engineer

.Toronto, Ont

5, ooo

Arthur C. Kemmis ....

. Barrister

. Pincher Creek, Alta..

5 000

Edgar J. MacCosham. .

, Capitalist

Ottawa, Ont

5,000

Joseph F. Demers

. Physician

. Quebec, Que

5, ooo

T. A. Low

Lumber Merchant

. Renfrew, Ont

10,000

Samuel J. Moore

. Mgr., Carter Crume Co

Toronto, Ont

50,000

Emile Lionais

Electrical Contractor ......

. Montreal, Que

10,000

A. T. Sbillington

. Physician

.Ottawa, Ont.

10,000

William J. Fair

. Insurance Agent

. Kingston, Ont,

5,000

Thomas A. Brady ....

.Commercial Traveller

Toronto, Ont

5,000

Dr. Geo. R. Parkin . . .

Trustee, Rhodes Scholarships .

Toronto, Ont

ic,ooo

George W. Tickell

. Furniture Buyer

Belleville, Ont

5,000

H. Y. Bishop.

. Stock Broker

. Boston, Mass

5, 000

W. H. Gates

. Broker and Promoter

. Windsor, N. S . . . .

5, 000

M. N. Davison

. Mgr. Boot and Shoe Co

. Windsor, N. S. ...

5,000

F. I. Davison

, Banker and Broker

Windsor, N. S....

5,000

Max 0. Klotz

. Physician ....

.Ottawa, Ont

5, 000

R. H. Hall

Student

. Peterboro’, Ont ....

10,000

Thomas R. Wright

. Clerk

.Toronto, Ont

5,co°

Edward Sullivan

Proprietor

.Toronto, Ont

ic,ooo

C. H. MacKinley

. Wholesale Stationery

Halifax, N. S

5.000

Chas. V. Massey

, Student

Toronto, Ont

10,000

Hon. Robt. K. Bishop.

. Merchant and Ship Owner... .

. St. Johns, Nfd ....

5,000

I

2

C. J. Lee

. Conductor, I. C. R

. . . Halifax, N. S

5,000

E. A. McBain.. . . . , .

. .Commercial Traveller

5,000

J. R. Lionais

. Contractor

5,000

F. H. Phippen .

. . Barrister

8,000

John G. Lewthwaite..

. , Farmer

. . . Sintaluta, N. W. T.

5,000

R. Walsh

. . Drover

5,000

H. G. W. Wilson . . . .

. . Barrister . .

6,000

T. M. Fraser

. . Merchant

5,000

J. L. Mancini

. . Dist. Mgr., Imperial Life. .

8,000

GOOD LOCAL AGENTS.

At our recent Convention we endeavored to impress upon our District and Pro-
vincial Managers the great importance of securing first class local agents, and urged
them to interest as local agents, in places where the Company is unrepresented,
the manager or accountant of a chartered or local bank. During the past six weeks
the Company has made no less than five appointments, as agents, of managers of
banks, and the success which these managers are meeting with makes it very evident
that we have not over-estimated the benefit of these appointments. We again
strongly urge our District and Provincial Managers to enlist the sympathies of local
bankers in the interests of the Imperial Life.

DEPOSITS OF CANADIAN LIFE INSURANCE COMPANIES.

Government Report , Page CIV.

Company. Par Value.

The Canada Life Assurance Company . $ 61,000

The Confederation Life Association „ . . . 84,500

The Continental Life Insurance Co 55,000

The Crown Life Insurance Co 55,000

The Dominion Life Assurance Co. 56,419

The Excelsior Life Insurance Co 54,°°°

The Federal Life Assurance Co. of Canada 74*788

The Great West Life x^ssurance Co . 56,000

The Home Life Association of Canada 58,000

The Imperial Life Assurance Co. of Canada 242 200

The London Life Insurance Co 60,000

The Manufacturers Life Insurance Co 213,464

The Mutual Life Assurance Co. of Canada 108,500

The National Life Assurance Co. of Canada 55.000

The North American Life Assurance Co. of Canada . * . . 59*722

The Northern Life Assurance Co. of Canada 56,000

The Royal-Victoria Life Insurance Co 160 733

The Sun Life Assurance Co. of Canada . 64,000

Note : — The par value only is given in the Superintendent’s Report. The
market value, or the amount which the Imperial’s securities deposited with the Govern-
ment could be sold for is $253,000.

The Government Deposit of the Imperial Life is greater than that
of any other Canadian Life Insurance Company.

3

I

Imperial Cife Assurance Company GanQda.

Incorporated by Special Act of the Dominion Parliament.

Head Office, Toronto, Canada.

Policy No. 8531. Sum Assured, $10,000.00

Age, 16. Annual Premium, $386.00

LIMITED PAYMENT ENDOWMENT WITH GUARANTEED
VALUES AND PRIVILEGES.

30 Years’ Endowment, 20 Annual Premiums. Accumulative Surplus Period, 20 Years.

£0e 3wperiaf @U0urance tompang cf Ccmdbci, in consideration

uf the application for this Policy, hereby made the basis of this contract, and of the
annual premium of Three Hundred and Eighty-Six Dollars to be paid in advance,
and of the payment thereafter at its Head Office of a like sum on the 1st day of
October in every year until Twenty full annual premiums shall have been paid, or
until the death of the assured should that event sooner occur, hereby assures the
life of

CHARLES VINCENT MASSEY,

of Toronto , in the County of Yorh, and Province of Ontario , and promises to pay
at its Head Office, to the said Charles Vincent Massey , on the First day of October ,
A.D. 1^32, or upon the prior death of the assured to his father , Chester Daniel
Massey , if living, otherwise to the executors, administrators or assigns of the said
assured, the sum of

TEN THOUSAND DOLLARS,

upon the receipt and approval of the proofs of the survivance or of the death of the
said assured during the continuance of this contract and of the age (if not previously
admitted), and upon the title of the person claiming the money being satisfactorily
shewn and upon the surrender of this Policy to the Company with a valid discharge
therefor.

This Policy shall be indisputable after one year from its date of issue, (except
in case of fraud) if premiums have been duly paid, the age of the assured has been
correctly stated, and the condition regarding Naval and Military service complied with.

The privileges and provisos printed and written by the Company on the
other side of this Policy and on the succeeding pages hereof are hereby made a part
hereof as fully as if the same were herein stated over the seal and signatures hereto
affixed.

No provision of this Policy can be changed, waived or modified except by an
endorsement hereon, signed by the President, a Vice-President, Managing Director and
Secretary of the Company, or any two of them.

%VL gjestimottu WkXiZXZ&f the President, a Vice-President,
Managing Director and Secretary of the said Company or any three of
them, have hereunto set their hands and caused the seal of the said Com-
pany to be hereunto affixed, in the City of Toronto, this Eleventh day of
October, one thousand nine hundred and Two .

O. Mow at, President.

F. G. Cox, Managing Director. T. Bradshaw, Secretary.

4

A GOOD POLICY.

We have much pleasure in presenting a fac-simile of a policy issued a few days
ago on the life of Mr. Charles V. Massey, son of our esteemed Director, Mr. Chester
D. Massey, the President of the Massey-Harris Company. Mr. C. D. Massey
is a firm believer in life insurance. He himself carries $20,000 in the Imperial Life, in
addition to large sums in other Companies. Mr. Massey is also a strong advocate of
young men placing insurance on their lives at the earliest time possible, and gives a
practical demonstration of his belief by encouraging and assisting his son in
obtaining this insurance. In our opinion great wisdom was exercised by Mr.
Massey in the selection of the Plan of Insurance. For a young man it is difficult to
suggest a more attractive contract than the 30 Year Endowment Policy
by 20 annual payments, with Accumulative Surplus Period of 20 years. There are
thousands of parents who would be willing to do as Mr. Massey has done for his son,
and assist their sons and daughters to commence life aright, by taking out a policy in
a strong, progressive company like the Imperial. This is a feature of life insurance
which has been, to some extent, over looked by the general life insurance companies,
but which Imperial representatives are in a strong position to canvass by means of
the above plan and the Young Man’s Investment Policy.

ADVERTISING.

Those of our representatives who have been considering the question of adver-
tising, but who have not yet taken any action, would do well to try it during the last
two months of the year. In November and December you are putting forth

every effort to secure new business, and if you have the aid of judicious
advertising to keep you and the Imperial before the public, it will make your work
so much easier. We give two more reading advertisements in this issue, and trust
they will be used by a large number of our representatives.

THE EFFECT OF GOOD INTEREST EARNINGS.

There was recently published in the “ Bulletin a table setting forth the rate of
interest earned by each of the Canadian life insurance companies during the year 1901.
These rates are now reproduced, and in addition thereto we add a most interesting and
instructive column, showing the effect which these various interest rates have upon money
running over a period of 20 years. Take the case of a person who pays an annual
premium of $100.00. A company which is earning on its invested funds 5 per
cent, should be able to do better for that policy holder in the way of profits, all other
things being equal, than a company which is earning only 3*4 per cent, or 4 per cent.
Interest earnings over and above the interest rate (3^ per cent.) at which the reserves
are calculated, are one of the most prolific sources of profits to a life insurance com-
pany. In 39 companies it has been found, from an analysis of the profits of the year
1901 that no less than 48 per cent, of the total surplus earned resulted from the
excess of interest realized over the interest required to maintain reserves. The table
now produced shows that $100 invested at the beginning of each year for 20
years at the rate earned by the Imperial Life last year, viz.. 5.39 per cent., will
amount to $3,631.96 at the end of that time, whereas, in the case of a company
earning 3.39 per cent., $100 paid annually would, at the end of twenty years, amount
to $2,891.05. If the rate of interest earned were but 3.91 per cent., the accumula-
tions at the end of twenty years would be $3,065.58, and so on.

This should be a splendid point for Imperial Life agents to bring before pro-

5

spective applicants, and makes another strong addition to the advantages which the
Imperial Life offers to prospective applicants.

Company.

Canada .........

Confederation ....

Continental

Crown

Dominion

Excelsior

Federal

Great West ......

Home

Imperial

London

Manufacturers
Mutual, of Canada

National

North American . .

Northern .

Royal Victoria. . .
Sun of Canada. . .

of Interest

Amount at end of 20 years
of $100 paid at beginning

led in 1901.

of each year.

4.64%

$ 3.33I-30

4*57

3-304-76

4.29

3,2-0.77

1.77

2,41693

5.02

3479-99

5-36

3,619.41

4 97

3,460.02

6 43

4,101.09

4.26

3 186.14

539

3,631 96

5.60

3,721.66

4.78

3.385-25

49?

3.440.19

3 39

2,891.05

4.61

3 31987

4.11

3.135 86

3 9i

3.065 58

5 12

3.522 3°

THE FOREIGN BUSINESS OF AMERICAN COMPANIES.

Connecticut Insurance Report.

“There are five American companies reporting here that continue to transact
business in foreign countries other than Canada.

* *************

“ Already the managers of these gigantic trust institutions are becoming alarmed
at their own enterprise. They invoke legislation limiting the amount of insurance to
be written by any one corporation in a single year. They endeavor to create a reform
in the inordinate commissions paid agents, and solicit the co-operation of conserva-
tive companies to aid them in accomplishing that result.

“ If the business were conducted in a conservative manner, and only reasonable
commissions paid agents, and a careful and judicious investment of assets were made,
the grand total of assets might not present such a wealth of figures, but the surplus
over liability account would not suffer in comparison. It may not be untimely to
suggest that in the interest of sound insurance laws, legislation will be required limit-
ing the transactions of American companies to the healthy portions of the American
continent, and at the most to those foreign countries where the law of mortality is
well established upon reliable data. The practice that now prevails of charging an
extra premium in such countries as can furnish no reliable mortality tables, in order
to meet the extra death rate, without incurring at the same time an additional reserve
to meet such additional liability, is not in accord with good insurance laws, nor is it
based upon correct insurance principles. The advantage to be derived to the home
policy-holder in an American company writing foreign business, and especially a
business conducted on the mutual principle, has not yet been satisfactorily pointed
out. An adverse experience in countries where a reliable mortality table is not extant
might seriously encroach upon the surplus, and by reducing dividends raise the cost
of the insurance. The presumption, to say the least, is not in favor of foreign busi-

6

ness. Finally, is not the North American continent a reasonable and safe field, in
territory, in mortality, experience and safe investment, for the display of the combined
enterprise of the American life insurance companies ?”

The following table gives the foreign business of the three largest American
Companies as at Dec. 31st, 1901 :

Equitable. Mutual. New York.

Amount of Insurance Amount of Insurance Amount of Insurance
in force. in force. in force.

Europe $ 172124,679 $ 167,884,166 $ 225,289,921

Asia. 6,884,267 763,318 9,952,652

Africa 15,488,952 9,768,733 4,683,247

Australasia 24,160,055 9>°59 357 11,774,492

South America 40 248,934 5,000 36,481,534

Central America 4,674^87 2,541,017

West Indies 7,896,478 791,171 6,274,006

Mexico 9,729,417 14,204,151 6819.327

Other countries & Islands. 5,043,616 232,216

$ 286.250,485 $ 202.475,896 $ 304,048,412

IMMEDIATE ANNUITIES.

This form of annuity steadily grows in favor, and becomes increasingly popular
with those who desire to secure a permanent and safe income for a capital sum paid.
Such an annuity is chiefly advantageous and attractive to a person who desires to
make the best possible provision for himself, and with a view to his own comfort
alone. They are, therefore, principally purchased by bachelors and spinsters ; or by
widows or widowers having no children ; or by parents whose children are settled in
life.

No better or safer provision can be made, especially by those somewhat ad-
vanced in years ; since a high rate of interest on the capital invested is obtained.

By means of this annuity an excellent provision may also be made for an old
servant, a relative or a friend.

The following are the rates yielded by an investment in an annuity in the
Imperial Life, at the ages named, the lives being male :

At

age 45

the investment

will

yield

cent •

»

” 5°

33

77

73

" 55

3'

37

77

' J • r

37

” 60

}}

73

73

>3

914 ”

>;

3'

” 65

73

73

77

”

7>

” 70

77

”

>7

”

- • 1283 ”

w

33

” 75

r>

V

37

31

15-86 ”

V

37

” 80

7)

77

37

73

T9-92 ”

77

For example : A man of 60 has managed to save $10,000, which he desires to

invest in the best and safest way. If Government stock, or railway shares be selected,
the interest might be roundly taken at 3 per cent, or 4 per cent-, which would yield
$300 and $400 respectively ; or some other investment might be made which would
yield, say, $500 a year. On the other hand, should he purchase an annuity from the
Imperial Life, he would secure an annual income of $914.00, about the prompt payment
of which he could feel absolutely certain. Or, if an aged female servant were to be
provided for, $2,000 at age 65, would secure a pension of $214 per annum.

7

STANDING OF THE AGENCIES FOR OCTOBER

i — Montreal, Que. 13 — Toronto, “ H ”

2 — Winnipeg, Man.

3 — London, Ont.

4 — Peterboro’, Ont,

5— Halifax, N. S.

6 — Newfoundland.

7 — Head Office.

St. John, N. B.

8 — West Indies.

9 — Ottawa, Ont.
Toronto, “ L ,;

10 — Toronto, “K”

11 — Brockville, Ont.
Kingston, Ont.

12 — Port Arthur, Ont.

14 — Hamilton, Ont.
Toronto, “ B ”

15 — Port Elgin, Ont.

16 — Vancouver, B. C.

17 — Durham, Ont.
Elmbank, Ont.

Picton, Ont.

St. Catharines, Ont.

18 — Collingwood, Ont.

Red Deer, Alta.
Regina, N. W. T.
Sault Ste. Marie, Ont.
Toronto, “ City.”
Whitby, Ont.

THE HONOR ROLL FOR OCTOBER.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name

has appeared in the honor roll up to date.

Applications.

Rank.

Premiums.

Rank.

No. of
times on
Honor Roll.

J. S. Wallace, Winnipeg, Man

$21,000 .

I

. .$736 4°

.. 4

7

H. P. Lindsay, Peterboro, Ont

J. A. Robinson, St. Johns, Nfd

20,000 .

2

•• 883 75

. . I

1

18,000 .

'J

3

.. 826 55

3

1

S. P. Saunders, Hamilton, Bermuda. .

I5’5°° •

• 4

. 702 80

•• 5

7

A. H. Fair, Halifax, N S

13 5°° •

- 5

. . 874 20

. . 2

6

Dr. D. Lowrey, Toronto, Ont

1 1,000 . .

, 6

.. 344 IO

•• 7

6

Rev. A. W. Ross, Portage la Prairie, Man.

. 1 1,000 .

. 6

•• 3l6 70

.. 8

9

T. L. Mancini, Quebec, Que

10,500 .

. 8

•• 334 90

.. 6

6

W. E. Kerr, Toronto, Ont ,

8,500

9

.. 249 40

. . 10

3

J. Cawley, Brockville, Ont

8,000 .

. 10

. . 310 00

.. 9

7

J. B, Cooke, Kingston, Ont

7,000 .

. 1 1

.. 267 65

• • 13

5

Geo. R. Hamilton, London, Ont

7,000 .

. 1 1

. . 270 10

..12

4

R. F. Clarke, St. John, N.B

7,oco .

. 1 1

. . 291 70

. . 10

1

W. A. McCallum, Port Arthur, Ont. . .

7,000 . .

, 1 1

. 124 50

. . 22

2

C. F. McTavish, London, Ont

6,250 ..

■ 1 5

.. 256 95

. . 14

1

J. Boyer, Beauharnois, Que

6,000 .

. 16

.. 287 50

..11

2

F. G. Hearne, Toronto, Ont..

6,000 ..

. 16

... 180 10

.. 17

4

J. F. Driscoll, St. John, N.B. .......

5,500 ..

. 18

.. 157 90

...20

4

W. H. Seymour, Hamilton, Ont

5,000 . ,

• 19

•• "57 85

. . 21

• 3

W. A. Bignell, Quebec, Que

5,000 . .

19

.. 174 25

..18

2

A. S. Wickware, Ottawa, Ont

5,000 ..

19

. . I 72 80

. . 19

9

W. H. Bessey, Toronto, Ont

5,000 . .

19

.. 193 OO

. . 16

2

s

AGENCY DIRECTOR.

This is an office recently created by the Imperial on account of the rapid exten-
sion of its business, and the opening up of new territory. Mr. Henry Sutherland,
late Managing Director of the Temperance and General Life Assurance Company,
was selected to fill this position, and in view of the splendid work which he accom-
plished for that Company, we feel that the Imperial Life has been fortunate in secur-
ing his services. Mr. Sutherland’s first work was the opening up of Newfoundland,
and the excellent results attending that work are referred to in another part of this
issue. We bespeak for Mr. Sutherland that kindly sympathy and co-operation which
has always characterized the work of the representatives of the Imperial Life.

INCREASE IN PREMIUM INCOME.

We congratulate our representatives upon the successful
manner in which collections of cash premiums in the month of
October were made. So satisfactory were the receipts that the
prospects are most encouraging for an increase of $100,000 over
the total for 1901. Much, however, depends upon the manner in
which premiums are collected in cash in the months of November
and December. We ask you to observe the following : —

(1) Where a note has to be taken for a first year’s premium,

arrange that it shall fall due not later than the 23rd of
December, thus permitting of its collection and receipt in
cash by the Head Office before the 31st December, 1902.

(2) Collect all renewal premiums in cash promptly

when due, not waiting until the last day of grace expires.
This can be accomplished by tact and foresight.

A strong effort, a combined effort and an earnest effort will
unquestionably bring the increase of $100,000 in cash premium
receipts, which will be a magnificent attainment.

THE GREAT EVIL.

When a man assures his life for the protection of his family, he does well. But
how often do men allow their policies to lapse “ temporarily ” and die without insur-
ance ! The records of every life company indicate that there are thousands of
them ; and the multitude of refined women who are seamstresses or boarding-house
keepers or saleswomen, and the multitude of cash girls and errand boys throughout
the country prove it.

9

THE OCTOBER BUSINESS.

Ten months steady increase is indeed a record to be proud of, and to-day we
are enableed to congratulate our field staff on the accomplishment of this highly grati-
fying achievement. The business of October 1902 shews an increase of over 41%
over that of October 1901, and the business thus far this year an increase of 30% —
figures which speak for themselves. This record of steady advancement will clearly
indicate the excellent progress which the Company has made thus far this year.

November and December of 1901 yielded us $768,000 of new applications, or
an average of $384,000. To reach our aim of $4,000,000 for 1902, November and
December will require to produce not less than $900,000 or an average of $450,000.
The securing of this amount will just give us $4,000,000 for the year.

This means that we have only to increase our November and December business
of last year by 17% to attain the desired end, and in the face of what our loyal
staff has done in October, there should be absolutely no difficulty in this. Steady
concentration of our energies, and indefatigable efforts, constantly directed to the
attainment of our aim, cannot fail to bring success.

Thou can’st not gather what thou dost not sow;
As thou dost plant the tree, so will it grow.

THERE IS AN ENDING AS WELL AS A BEGINNING
TO EVERY LIFE INSURANCE CONTRACT.

Every life insurance representative meets, from day to day, men who on maturing
policies are, or have been, sorely disappointed with the “ actual results ” as compared
with the “ estimates ” given them at the time of taking their policies. The Imperial
Life is determined that in its case this shall not be. It has refused, and will refuse to
allow any anxiety for current business to call into use any method or practice that
endangers in the slightest degree the future reputation and prestige of either the Com-
pany or its representatives. Generally speaking our representatives are young men
whom we expect to continue in their positions with the Company for years to come,
and who, a short time hence, will arrange settlements of the accumulation policies
now being sold. Our estimates now in use are based upon an interest rate
of 4 yl per cent., while the rate of interest earned in 1901 was 5.39 per cent., and
continues equally satisfactory this year. This is but one indication, and a strong one
at that, that on the maturity of their policies our patrons will be “ pleasantly sur-
prised ” rather than “ sorely disappointed.”

The uninsured are in no more peril than the insured, but their families are.

ANNUAL REPORTS.

We have still a few of the Company’s 1902 Annual Reports on hand, and shall
be pleased to forward any representative a supply upon request. It has proved to be
the strong canvassing document of the year.

Enthusiasm and anxiety are opposite conditions : earnest enthusiasm attracts
business ; over-anxiety causes loss of confidence and repels business. Be personally
anxious for business, but in your canvass be enthusiastic, and applications will result.

IO

NEWFOUNDLAND.

During the month of October the Imperial commenced active operations in the
Island of Newfoundland, and Mr. J. A. Robinson, formerly Colonial Secretary of the
Island was selected as the Company’s Manager.

The wisdom of this appointment is quite evident upon an inspection of the
“Standing of the Agencies for October.” During the first month of his connection,
Mr. Robinson has secured for his agency 6th place, and he, himself, has secured
3rd place on the Honor Roll. Mr. Robinson has started in with an enthusiasm
and energy that bids fair to bring him amongst the leaders in the near future, and we
anticipate that when 31st December, 1902, comes around the Imperial will have not
less than $50,000 of insurance in force there, with an annual premium revenue of
about $2,000. The invasion of Newfoundland by the Imperial may, we hope, assist
in bringing Newfoundland and Canada to closer relationship.

We extend to Mr. Robinson a hearty welcome to our field staff.

The ill consequences of one imprudent step will be felt in many an after step.

NOTES.

Montreal, after a close contest with Winnipeg, managed to secure first place in the
“ Standing for October.” Manager J. S. Wallace, of Winnipeg, is apparently putting
forth every effort, and we should not be surprised to see him move up a place next
month. London was not very far behind in the race, and Manager Geo. R. Hamilton
seems determined to have some hand in the matter before the end of the year.

Mr. J. S. Wallace, of Winnipeg, Man., is the leader for individual work for the
month, but only by a very narrow margin. The monthly contest for personal honor
has grown very keen of late, and this month it was not decided who would lead unti
the last day.

Although Mr. H. P. Lindsay’s first application for the Imperial was only secured
in September, 1902, he apparently must now be reckoned as one of our best pro-
ducers of new business. In addition it will be seen that his business carries a high
premium rate, a proof that he is a regular “ Imperial ” representative. A continua-
tion of this good work Mr. Lindsay, will certainly put you in the front rank.

Mr. C. F. McTavish is another recent addition to our field staff, having written his
first application during October. He is associated with the Western Ontario Branch
as special travelling representative, and Mr. Hamilton must certainly be congratulated
upon such a valuable acquisition.

To Dr. Lowrey and Mr. W. H. Bessey, belong the honor of securing Mr. Massey’s
application, (referred to elsewhere). More “Imperial” business for Dr. Lowrey.

Mr. S. P. Saunders continues his good work in the West Indies. $40,000 personal
business secured in the last two months is a record which it will be hard to beat.

“ They also serve who only stand and wait,” never applied to a life insurance
agent.

II

o o 8
* o Z S
^3 S'3

-rr ^5 op 'g.

^ p E-

‘R 3 S. a

a „ S- “

W r-T O

d cr p

p O fD 3

n § 3 a*

P D- "o p

3 p a g.

Cu »t 3

p HtH.

CL o

CL v

s °

fk p

r

g; cr

3 «-<

- > o

^ oT o
n m s
p 3 g
a *1 n
p p 3

I- 8 I.

J" 3 V

2“ CfQ C*> -r>

5 g - 3

3 £ a

m p P
3 -fctf

>S 2*%

|: s-8

^ a

a p
O ^ T3 ^
3 — O p

O 13 31 CTC
8f O <t>
g* 3 ^ -
8 -

s: g <3 ^

3 P O

CfQ < 3

O 3 “

O |YQ

B 3 c/3 !»

U> C. N

0 P gr °

^ 3 £ p

rt a p ^

1 •? £.**8

< l-d 3- S

S gtls

3 "O '"§•

g * v£2 ^

«-f P

Ud nS
O CL c P*
31 ro 3

O ~t 2 . —

V- CL r-r

- CL CD

~ cr >-s p
o p w

r* O ^
3* O O

S-|§

2. CTQ
^ 3 a
p 3 3
^ CL 2
3

O 35 ^

a P cr

p CT o

cr -> to ST

re " o P

^ g ^

g § » »

i."

| Sag

: b. § I

S“33

03 <!

2 I*

3 3^

3 °

t/s g
_-. P
O "<

i-t

-5 A>

3 p
re CL
3

° 3

•7*1 H)

c S

3 3

ar re

p 3

03 .T1"

re

3"

re h-3

8- S'-

3 o'

3 §

°* O

3' 3 S'

P 03

O ~

p s*

B.S

O *rt

p CL

5 P
° 3

cr

re -.
^ 3
re

P j-r

CL 3-.

CC cn

vs

3 *3

3

CL

re . .

3 «

ji i/i

o 3.
o <

vX ce

eg

cr

re

o

cr

o

— • *-i

S* 3

> &.
03 o
OT 2
c p

»i

P o

□ -►>

" n 3-

a o °

re O a-

3 3 c

•s"g s

3
vs

O ^

31 ft B °

3> B
S §

£*3

2 p

3 3

JQ T5

3*

s a

re

B re

3 3

• JZl*
3 jr-
cn re

ri- cl

re o
re re

P w

cl c
« 3

cr o

re

cr

*~<3

P

3

'C

o

3

3

cr

3

P

CL

<

P

3

r-r

P

crq

3

U)

p 3

3

P

CL 3

3

^ CL

B >

3 3

p

3

CL ^
w 3

P ^

P

^ §
£ ^

^ P
P 3
»1

CL P

N-# o

3 5*

rt> 3
*'

U 5-

p

3 a-1
p o

o <-f

S S o' 3

^ S a *

Ct W H-. W

S 3 w 3
5- § p*^

E 3- 3 3

H

>

h3

t>

tzj

O

>

H

H

g

t

a

§

w

>

o

as

H

CD

Z

M

k

W

<

o_

UJ

H

o

!»

52

O

<

O

o

z

*1

HH

d

m

z

H

M

>

r

p

o

P o '

a

CLV-

-c 1

o

3

T5

5

03

P1

3,

3*

2.

imm

3*

3

55-

cr

p

3

CL

P

3

3

e

p

CL

U i

3

yj

O

o’

cr

3

3*

3

o.

3

a

O

p

CL

r-»

3

O*

M

3

-i

03

3

3.

3

r-t

o

p'

3_

CL

o

o

3

13

3

03

03

3

on

crq'

3

3

1

cr

*5*

3

CL

P

03

3

'Zz

<-t

3

3

O

p

-feft

u

”0

3

3*

o'

cr

r-r

v;

3

O

3*

3

3

3

O

3

cr cr _

3 3 O

- cr* a- 3 S

p <-'■ ?r 3- b

J5. 3 ™ c

o' O ° 3' E

C^s 3 3

pT >£. o
crq O ^ 3
3 »-< r+ CL

3 ^ 3* 3

r, a 3 -o

“ 3 T3 2
3 ~ O B

p 2 cr. B*

3 S-43 S

fj « » rf

3 3 3.

CA

3

*♦> o
cr C5-
vs crq

>g(B

O „
-I o
CL 3

2*3

3* e

r -t

-c s?
o 3

S 3

< r-r

3 3

?-3

3

y*

■W §

K> 2

o

o sr

p 1

H

g- 1

cr

3

o

o

3

*o

p

3

'C

P

crq

3 n jp
§ § ^
P I *8
oS ..

3 a

** ° 5t

s;- ^ cr

w 3

-fee O

O P t— I
00 3 3

• rj P

^ a. ^

^ 'T 3

3 n

B 3 f-H
n p L.
3 n. i-k
g- rv

3 O >

^ 3^

^ » 2

3. crq
3 P

3 crq
3

^ O
O' B

O

P c

K>

Ln

*<

3

P

p

3 aq
CL 3

h

3 CJ.
3 3*

2- cr

o

3

P

R

3

P

3

p

3

P

crq

3

CL

u>

O

3

cl g:

o

°g 8 O
CTO B*
3^3
13 3

o w 2

p

3

3. Crq

C/3 P

sr b* o

e I. ^

C:. ^
^ 3

in

3

13

3 3

CL

O*

3

3 3-0

o o si

rt 3 CL
CT 3-
3 cr

as 3

p s <
o* ^ 8

S' O
3 O

3 ~

CL no

9 P 5

^*3 0
w* 3

SB,

3 3-rr
^r 3.

w

^ 3 ns

crq o

►— ( 3- C/3

3 3- V

3* ^

C/3 ^

r-f ^
*-f

3 s-

3 3

3 Crq

B* T3
3 p

3 H-.

r-f r-r

5 o

o 35

P
3
CL

C/3

° s

V< rr

3

0

P

»*

3

cr

P

03'

3>

3

P

"1

0

3

2

3

crq

►1

p

crq

03

3

cr

p

<

in

5*

0

crq

3

p

3

O'

3*

p

—1

P

*<

CL

3

3)

eg.

crq

3*

<’

r-r

3

3

O

g

55

o

^3

w

55

o

Q

Q

H

December 1st. ,1902.

To the Imperial Life Field Staff:-
Gentlemen; -

In entering the last month of 1902, the fact is
forcibly impressed upon us that we are face to face with the
last opportunity to realize our aim for 1902-.- "the writing
of $4,000,000 of new policies of assurance".

December 31st 1902, will mark an important era in
Imperial Life affairs — then it will be known whether the
earnest efforts of our staff have met with the success which
they so richly deserve.

At the beginning of 1902 $4, 000, 000 of new business
was thought possible , considering the Imperial's loyal and
determined representatives. Although still $000,000 short of
that amount, the comparatively large business secured during the
past 11 months — a business which has eclipsed that for a like
period in any previous year in the Imperial's history, and

greatly in excess of that for the whole of 1901 is abundant

evidence of the reasonableness of our aim, and of the ability
and determination of our agency staff.

But what about December's operations? Will success
crown our efforts? We think every Imperialite will join with
us in saying most emphatically "Yes". December 31st must see
the fulfilment of our aim, "must" w The die has been cast and
success must be attained. Success in reaching $4,000,000 this
year means greater success in 1903.

December is the harvest month for the life assurance
solicitor.. In it he reaps largely the results of his efforts
during the past eleven months. Determine to make your harvest
bountiful, as you surely can; toil unceasingly to garner it
safely, and leave nothing undone to secure completed applications
not prospects - in December. I know of nothing that will so*
certainly bring success as the striving for some definite result
during each one of these remaining 26 days.

Yours very truly.

Secretary

November's Business— December’s Aim

The monthly increase still keeps up, although it fell rather below the average
last month. November gave us $356 500 — a magnificent business, and one which
shews the splendid spirit in which our representatives are waging the campaign for the
$4,000,000. The business was well distributed from the Atlantic to tho Pacific,
which indicates that great enthusiasm permeates the whole agency staff.

Six Hundred Thousand ($600,000) dollars has been set as the aim for Decem-
ber. This looks a formidable amount for one month’s work, when taken in the
aggregate, but distributed over all our agencies, it looks really insignificant. It is
surprising what a small amount is needed from each agent, to bring success.

And why should not each one do his share? If each Imperialite could be
depended upon for $3,000, considerably more than $600,000 would be realized. Just
think of it ! The comparatively insignificant sum of $3,000 from each representative
would bring us considerably more than $4,000,000 for the year.

Is this too much to ask from each agent ? A majority of our agents will largely
exceed that amount, —many have promis- d many times $3 000 Let each one aim
as his prospects warrant, but don’t under any circumstance aim at less than $3,000.

The Necessity for a Reserve.

The necessity for a reserve in life assurance is dearly demonstrated by a study
of the experience of those regular life assurance companies which have ceased to
transact new business in Canada. On page XXII of the last “ Report of the
Superintendent of Insurance of the Dominion of Canada” is a table showing the
premium income of such companies from 1879 to rgor. Their total premium in-
come, in that period, 23 years, amounted to $5,796,445. The amount paid to policy-
holders by these companies during the same time was $8,995,721.. In other words, the
payments to policyholders represent 155% of the total premiums received. If these
companies were depending solely upon premiums, or, as the fraternal and assess-
ment societies designate them, “ calls,” how would it have been possible for them to have
fulfilled their contracts with their policyholders as they fell in. by death or maturity
of the endowment period ? These companies did not depend solely upon premiums,
but they drew upon the (i Reserve Fund ” which had been accumulated from
premiums and interest in previous years, for the very object of meeting claims when
the current premium income would be insufficient to do this

Permanency of Business
The Imperial Excels.

The following table, giving the percentage of lapsed and surrendered assurance
to new assurance, has been prepared from the last (Dec. 3rst, 1901) and the three
preceding “ Reports of the Superintendent of Insurance of the Dominion of Canada.”
The names of the Companies are omitted, as it. is not desired to give offence to any
company.

Inasmuch as lapses and surrenders do not arise out of any one year’s business,
but are mainly due to the business of the preceding four years, the average annual
amount of new business for the past four years is taken as one factor, and the total
lapses and surrenders for the year 1901 as the other. The percentage which the
second factor is of the first is shown in the last column.

For one Company the percentage was as high as 71%; in other Companies

The Last Opportunity

the rate ran as high as 69, 58 57. 55 per cent. The lowest rate, 20%, applied to the
business of The Imperial Lne. The rate next lowest after that of this Company
was 26.9%.

The main conditions which tend to make The Imperial Life’s business per-
sistent are ; —

(1) The Company’s strong financial standing, coupled with its able and influ-

ential Directoiate.

(2) Its popular and attractive Plans of Insurance.

(3) Its policy-holders are amongst the best class of people.

(4) The Company’s policies have been sold on their merit by agents who have

represented the Company faithfully.

(5) The careful and business-like manner in which the affairs of the Company

have been conducted.

Percentage of Lapses a id Surrenders for iqoi compared with Average

Company.

New Business for past 4 years.
Average Annual

Amount of New Amount of Lapses

Percentage of

Business for
1898 9, 1900-1.

and Surrenders
for 1901.

Lapses and Surrenders
to New Business.

Company No. 1 . . . ,
“ 2....

...... $3,842,216

$1,628,048

42.

. .... 3124365

1,085.456

35-

“ 41 3*- - •

»,oi4 465

559-255

55-

“ 4.-.-

— 755,629

237 837

32.

" 5 • •

1 °97, 562

537 680

49-

6 . . ,

...... 2,155,081

1 179 297

55 •

■ “ 7 •••

2,638,876

1.011,395

38.

41 8* . . .

...... 665.296

384.366

58-

Imperial Life.

.... 3,143,097

637,902

20.

Company No. to . . .

1 564 774

1,090,041

70.

“ TI...

...... 2 472 222

1,760 685

7*-

“ *4 12 . . .

1,290,712

27.

“• “ 13*..

...... 784 971

448 000

57-

“ “14...

1,780,103

44-

“ 15 •'

...... 823 414

482,373

59-

‘4 16 . .

814 321

36-250

44-

“ 414 17...

4 248.753

2,104,855

5°*

*These Companies have not been doing business for four years ; the average has been taken
for the number of years for which they have made returns.

Increase the Cash Premium Income $100,000.

In your anxiety to secure the greatest amount of new business possible in the
month of December, do not overlook the equally important matter of endeavoring
to collect in cash this month every amount due the Company, and of reporting the
same at the earliest date possib'e.

If each one will do his duty in the collection of premiums in cash, the $100,000
increase in premium income will unquestionably be realized ; on the other hand,
failure to out forth > our best efforts may nullify the result. It is not a question of
securing settlements for premiums, but it is a question of securing ca^h for premiums,
and also of securing the prompt payment of notes. An increase of $100,000 in cash
premium income will be a magnificent record, and one which will materially help you
and strengthen your hands for greater accomplishments in 1903.

Concentration is the Secret of Success

3

The Honor Roll for November.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

No. of
times on

Applications.

Rank.

Premiums.

Rank.

Honor Roll

Dr. D. Lowrey, Toronto, Ont

. $50,000 . .

I

$2,064 80

I

•• “7

J. A. Robinson, St. John’s, Nfd...

. 17,000

2 . .

779 65

• • 4 ;

,-:X 2

E. S. Miller, Montreal, Que

. 16,500 . .

3 .•

82 9 90

•• 3

• •* 5

J. D. Olivier, Montreal, Que . ......

. 16,000 . .

4 ••

1,109 20

2

2

E. W. Chandler, Campbellton, N. B .

. 12,750..

5 • •

496 4c

.. 6

.. 6

W. A, Gibson, Fredericton, N. B . . .

. 11 500 . .

6 ..

490 35

7

• • 3

A. McN. Shaw, St. John, N. B

. 1 1,000 . .

7 ••

518 20

•• 5

3

G. R. Hamilton, London Ont. . . . .

. 9500 ..

8 ..

433 35

• r 9

, 5

J. A. Labelle, Joliette, Que

. 9,250 ...

9 ••

3i7 85

. . 10

8

J. W. W. Stewart, Vancouver, B. C .

. 8 500 .

10 . .

285 35

v- *3

• • 5

J. Cawley, Brockville, Ont

8,000 . .

11

292 70

. ,i 12

.. 8

J. E. McCuaig, Ottawa, Ont

. 8,000 . .

11 . .

3° 2 25

... 11

•• 3

A. Steckle, Tavistock, Ont

. 7,500 ..

13 ••

440 20

. . 8

1

J. S Wallace, Winnipeg, Man

. 7,000 .

14 ..

219 80

.. iS

.. 8

J. L Mancini, Quebec, Que..,.

. 6,500 . .

i5 ••

248 65

17

7

J. F. Driscoll, St. John, N. B

6 250 . .

16 . .

185 45

.. 23

•• 5 : :

H. P. Lindsay, Peterboro’, Ont . . . .

6,000 . .

17 ..

178 50

. . 24

. . 2

F. G. Hearne, Toronto, Ont

6,000 . .

»7 ••

283 05

. 14

• • 5

Rev. A. W. Ross, Portage la Prairie, Man. 6 000 . .

I7 ••

214 20

.. 19

. . 10

W. H Seymour, Hamilton, Ont. . . .

. 5,000 .

20 . .

16 1 go>

. . 26

■ 4

W. G. Reburn, Toronto, Ont

. 5,000 .,

20 . .

125 20

.. 27

J. K. Pickett, Toronto, Ont

. 5 000 . .

20 . .

277 75

•• r5

1

E. Winter, Leamington, Ont

. 5,000 . .

20 . .

i92 95

. . 21

• • 5

N. D. Bell, Port E'gin, Ont

. 5.000 . .

20

207 15

20

. . 1

S. P. Saunders, Hamilton, Ber

. . 5 000 .

20 . .

188 60

. . 22

.. 8

W. E. Kerr, Toronto, Ont

. 5,00c . .

20 . •

260 10

. . i' 6"

• 4

W. C- Gall, Toronto, Ont

. 5,000 . .

20 . .

169 90

* 25

2

Advertising that Brings Applications.

That there is an art in advertising is univeisally admitted, but that there is an art
in following up advertising is not so well known. Some life agents advertise, and
then think that they have only to sit in their office and results will be thrust upon
them. It is needless to say that ninety-nine times out of a hundred they are dis-
appointed. Advertising will always pay, but its greatest results in the life assurance
business are only obtained by making a thorough personal canvass in conjunction
therewith. Then results are almost certain.

Some of our representatives have grasped this idea splendidly, and are reaping
excellent results. Messrs. S P. Saunders, of Hamilton, Bermuda ; J. A. Robinson,

Actions speak louder than words.

4

of St. John’s, Nfd.; and H. V, Fieldhouse, of Neepawa, Man., are all making advertising
pay, and pay well. They are investing a little money in “printers ink,” and reaping
an hundredfold.

Two more small display advertisements are given in this number of the “ News.”
If you have not as yet advertised, try it during December, and see if you cannot
attain the success some of our other representatives are reaping,

December Campaign.

System and concentration are absolutely essential to your success and to the
Imperial’s success this month. To assist you in systematizing your work you will
find accompanying the “Agents News” a sheet on which to enter the names of the “pros-
pects” whom you expect to close this month. Observe the following : —

1. Enter immediately the full particulars called for, relating to every person whom

you have the slightest prospect of closing this mouth.

2. Add to the list, every day, all other names as they occur to you.

3. Commence immediately a vigorous canvass of every prospect — scoring out those

whom you know confidently, will not insure in December ; also those whose
applications you do secure.

4 Keep on your list those persons whom you have hopes of securing in Decem-
ber,— toil unceasingly with them, using tact, discretion, judgment and
firmness.

5. Consult your list morning, noon and night. Lay out early on each one of the

26 mornings the names of a goodly number of persons whom you expect to
do business with that day.

6. Make definite appointments, and never leave a prospective applicant without

either securing his application or arranging for a definite date for a re-visit.

7. Be sure that December 31st sees your list entirely exhausted.

The Old Story.

The Progressive Fratermty, a Massachusetts assessment order, has ceased to
progress, and its fraternal element has turned out to be anything but brotherly. It is
in the hands of a receiver who has $3,000 of assets to pay $12,000 of liabilities. It
started with 500 members, but soon lost 400, who are “ left lamenting ” over cash
gone for nothing, not even the chance of a cocked hat and a sword, which some seem
to prefer to a good, sound, reliable life policy.

The Odd Fellows’ Mutual Benefit Association made application in the
Superior Court, New Haven, last week for the appointment of a receiver. The state-
ment recently issued by the Association shows that it owes $60,000 and has only
about $3,000 in the Treasury. The Association has been in existence since 1867^
The cause of the present condition is the drop in membership since January last from
2 500 to 785. — Ins. and Finance Chronicle .

The 1903 Calendar.

By this time Imperial Life representatives will have received the Company’s
1903 Calendar-— we trust you are pleased with the design.

The Calendar has been issued with a datal sheet for December, 1902, with the
object of enabling you to secure for it a good advertising position, but especially to
aid you in securing new business during this month. Some representa-
tives when they receive a supply of Calendars despatch them by mail. In doing
this, a valuable opportunity is lost for presenting the merits of the Imperial and

Nothing is impossible to industry except failure.

5

possibly securing the application. Hand the Calendar personally to your prospect ;
if possible select the best place in the establishment to hang it, and thus bring yourself
and the Imperial into close relationship with your prospective client.

In sending the Calendar out now, a distinct advantage is gained, inasmuch as it
will be in advance of those of your competitors, also of the great flood of Calendars
which will shortly follow. See that you secure to the fullest the great benefit of this
marked advantage — a Calendar now will be immensely more appreciated than cne
a month hence.

A Calendar has already been sent from Head Office to each Bank and its
Branches in Canada. VVeare of the opinion that there is no better or more influential
community to cultivate business with than our Bankers. Follow up the sending of
the Calendar by a personal call upon the Bank Manager and other members of the staff.

It is sincerely hoped that this Calendar will be of material assistance to you, not
only during the coming year, but m ire especially in aiding to secure the $4,000,000
before December 31st.

Standing: of the Ag'encies for November.

1 — Montreal, Que.

2— Toronto, “ L ’

3 — St. John, N. B.

4 — London. Ont.

5 — Head Office

6 — Newfoundland
7- Ottawa, Ont.

Winnipeg, Man.
S-^-Brockville, Ont.

Regina, N. W..T-
Vancouver, B. C
9 — Red Deer, Alta.

Peterboro’ O^t.

10 — Hamilton, Ont.

Kingston, Ont.

The Passing Away of Fraternal

West Indies
Toronto, “ H ”

11— Toronto, “ K ”

12 — Port Rlgin, Ont.

1 3 — Toronto, “ City ”

14 — Brandon, Man.
Calgary, N. W. T.
Durham, Ont.

Sault Ste. Marie, Ont.
Toronto, “ B ”

15 — Halifax, N. S.

Picton, Ont.

St. Catharines, Ont.

16 — Brampton, Ont.

And Assessment Assurance.

On page 27 of the “Report of the Superintendent of Insurance of the Dominion
of Canada/' a reference is made to “ Assessment Insurance.” In 1901 five of these
societies were operating in Canada : — Catholic Mutual Benefit, Commercial Travel-
lers’ Mutual Benefit, I. O. F., Woodmen of the World, and Mutual Reserve. In that
year the total “ new business ” of these institutions was $10,120,699, or $2,789,101
less than that for 1900. Not only was there a considerable falling off in “ new
business,’ but the most disastrous condition is recorded of the “terminated policies”
in 1901, having been greater than the entire “ new business ” of that year by $898,001.
In other words, the total terminated policies amounted to 108.5 per cent, of the
new business.

If no other result accrued than the depletion of “ business in force,” that within
certain limits might not be a serious factor, but as the good lives are the ones that
are passing out, and the old and defective lives are remaining, the conclu-
sion must inevitably be an abnormal death rate amongst the residue, accompanied by
a largely increased cost to those continuing. Such a state of affairs is ruinous, and
sound life underwriters have anticipated and frequently predicted it.

$600,000 ill December.

6

December s Aim.

Don’t be afraid to promise yourself that you will do a certain amount of business
in December— -and don’t be afraid to make the amount a generous one. A promise
made in good faith is a responsibility, and no man with any mettle in him ever failed
t a gain in proportion as responsibilities were placed upon him . The man who hesitates
to say boldly that he will do a thing, is the kind of man who has a shiver run down
his back when the bills begin to increase or when there is an additional mouth to
feed ; but the man who accepts responsibilities and rises to them is the one who
grows and prospers, and is equal to the occasion, with always a reserve force left to>
meet an emergency. Don’t be afraid of any amount of effort, for remember that
every man you assure, or even try to assure, helps to develop you into a more experi-
enced and able life assurance solicitor.

yotes.

Another victory for Montreal. Apparently we will soon have to grapple with the
“ trust” problem. However the only legislation we can enact at the present time for
the benefit of the other agencies is, “ put forth greater efforts.”

Dr. Lowrey has achieved great distinction this month. Not only does he head
the Honor Roll, but his personal business this month is more than double that of any
other representative for any month during 1902. This is truly a record to be proud
of and we extend to Dr. Lowrey our heartiest congratulations. A twenty-five, a ten,
a nine, a five, and a one is certainly a good month s work.

Mr. J. A. Robinson of St. J^hns, Nfd.v is doing splendid work, as evidenced by
his high position on the Honor Roll. Notwithstanding the fact that the Imperial was
entirely unknown in the island two montl s ago, he has been successful in securing
$35,000 personal business during that time.

Montreal agency has 4 places on the Honor Roll ; St. John 4 places and London
3 places ; — records which speak well for the organization work of the Managers at
those points.

Mr. A. Steckle of Tavistock, Ont., is a recent addition to Manager Geo. R. Hamil-
ton’s staff. His efforts are meeting with good success. His business is notable for
its high premium rate, which indicates that he is a thorough “ Imperialite.”

Twenty seven names on the Honor Roll this month, — a fact which shews that
our agency staff as a whole is getting in some good work. This list will un-

questionably be largely increased in December.

Mr. J. D. Olivier, of Montreal, Que., is doing a good business, and Mr. Miller is to be
congratulated upon securing the services of such a splendid business producer. In
addition to his excellent November business, he has started December by securing a
$10,000 application, and we look to see his name even higher on the Honor Roll
for this-- month.

Rev. A, W. Ross, of Portage la Prairie, Man., is the ‘-father of the Honor Roll.”
He has secured a position ten months out of the eleven— a record to be proud of
indeed, and we heartily congratulate Mr. Ross upon his magnificent accomplishment.

Mr. C. F. McTavisI], of London, Ont., is doing splendid work in assisting the local
agents of London agency. He is an indefatigable worker, and can always be de-
pended upon for a good line of business.

The Head Office Officials and Staff secured $30,000 last month, and prospects
point to a much larger business in December.

At least $3,000 from each agent in December

7

CD 9»

I 5

| 5

■< *“

CD

fio

CO

CO

CD

>

o

H

21

H

CO

Z

w

k

CO

%

w

A

3

v

t*r

1 i

''

First and Paramount— Absolute Security to Policyholders.

IMPERIAL LIFE TcllZl Company

m

When the waves of adversity threaten disaster,

B

you will be glad to have an IMPERIAL LIFE
policy. Apply for one now, so that you will be
sure to have it. To-morrow may be too late.

Agents Name and Address.

K

CONFIDENTIAL

vNVPERMt

c//>

AGENTS’ NEWS ^

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. i

To IMPERIAL LIFE Representatives :

“$5,000,000 FOR 1903.

Gentlemen. — You are now in possession of an advance copy of our
Annual Report as contained in the Toronto papers, and have had time to
analyze it and examine its various features. Undoubtedly the year 1902
was by far the most successful in the Company’s history, and, with us, you
will be proud of the magnificent results attending our combined efforts.

The progress made last year was most marked, but while every depart-
ment shews a splendid increase over the previous year, the amount of new
assurances issued shews one of the greatest gains. Starting out with a
definite aim at the beginning of the year, all energies were directed towards
its accomplishment, and it may be safely said that this was the most im-
portant factor in our success— the determination to reach a certain goal.

We have been in communication with our representatives regarding the
Imperial’s aim for 1903, and the prospects for business in each district. The
feeling ior the present year is most sanguine. It is the unanimous opinion
of our entire agency staff that we should aim at writing $5,000,000 in 1903.
While this is a large amount, we feel confident that if our representatives
back us up loyally, as they have done in the past, it is well within our reach.

It having been decided to aim at $5,000,000, each one should imme-
diately plan his campaign with that end in view. It will mean greater
efforts — greater concentration — greater persistency — than in 1902 ; but if the
great wave of enthusiasm at present felt throughout our field force counts
for anything, our men will undoubtedly bring all these qualities to bear in
the 1903 campaign.

Let us, then, make our motto, “$5,000000 for 1903,” and keep it con-
stantly before us, remembering, always, that the best way to accomplish that
aim is to secure $1,250,000 during the first quarter.

Yours truly,

Secretary.

December - January.

An increase of over 40% over the business of December, 1901, was the highly
gratifying result of last month’s operations— a result that has crowned a whole year’s
efforts with unqualified success. The most optimistic forecast could hardly have
shown such a grand total as $629,000 for the 31 days, but the splendid efforts of the
entire field staff made the seemingly impossible an accomplished fact. The Decem-
ber campaign was one of the greatest in the history of the Company.

January’s aim has been set as $416,000 — one-twelfth of the $5,000,000 it is pro'
posed to aim at for 1903, This should be a comparatively easy accomplishment-
An average of $100,000 a week will give it to us. Let every Imperialite put forth his
best efforts during this first month of the year in order that it may be shown by
actual results that “$5,000,000 for 1903” is well within our reach.

A Thought for the Beginning of 1903.

During the present year there will probably be one hundred thousand young men
attain the age of 21 years ; also, there will probably be fifty thousand men married
during the same time This means that during 1903 there will be at least one hun-
dred and fifty thousand men who will need to take out a life assurance policy.

What a grand opportunity for Imperial Representatives ! One hundred and fifty
thousand brand new prospects during the year. Who can say that the life assurance
solicitor’s work is not full of tremendous possibilities.

When a man reaches 21 years of age, (or before that in many cases) then is the
ideal time for him to take an Endowment Policy. Place before these men the parti-
culars of the “ Young Man’s Investment Policy,” and show them the many advan-
tages which will accrue to them through applying for one. Make them sign an appli-
cation ! Why there’s hardly a right minded man, 35 years of age, in Canada to day
who does not wish that he had been forced to take out an endowment policy when
he was 21 years old or before that — a time when a policy could have been secured at
low rates. By this time more than one-half the premiums would have been paid, and
more than one-half the endowment period passed.

And then there are the bridegrooms ! At no time in a man’s life will he listen
to you with greater consideration than just before or after his marriage. There is no
man who needs insurance more. Insurance with him is an absolute necessity.

How many prospects will this give you in your district ? Make out a list of the
young men whom you think are coming of age this year, or who are eligible for insur-
ance, and canvass them systematically. You will be well rewarded for your
work. Also, keep your eye open for the newly married men. Even if they don’t
take out a policy now, they will want one before long, and a little work now may bring
the application to you without further effort.

The Limited Payment Life Policy.

We have in course of preparation a new pamphlet (Form No. 303) on the
Limited Payment Life Policy, and particularly on the 20 Payment Life Policy.
This pamphlet sets forth in a clear and concise manner the many valuable features
of the Imperial’s Limited Payment Life Policy, and cannot fail to be of assistance
to you in your canvass ; it has been made especially attractive to this end.

If you can use a supply to advantage, write to the Head Office, or to your Dis-
trict Agent, and same will be gladly forwarded to you.

2

Honor Roll for December, 1902.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new insurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Erch month there will be a summary giving the number of times the agent’s name

has appeared on the honor roll up to date.

Applications.

Rank.

Premiums.

Rank.

No. of
times on
Honor Roll

J. S. Wallace, Winnipeg, Man

$34,5°°

. . I

$995*^5

••• 3

• • 9

S. P. Saunders, Hamilton, Bermudas

25.500

2

1192,15

2

• • 9

J. L. Mancini, Quebec, Que

20,000

3

779 75

. . 6

. . 8

A. McN. Shaw, St. John, N.B

19,500

4 ..

I449.85

r

4

W. A. Gibson, Fredericton, N.B ....

19,000

•5 ••

984-35

• ■ 4

• • 4

E. S Miller, Montreal, Que

18,000

. . 6 .

970-95

• 5

. 6

J. W. W. Stewart, Vancouver, B.C. . .

16,500

.. 7 ..

652.40

. . 8

. . 6

J. A. Labelle, Joliette, Que

16,000

. . 8 ..

577-75

. . 10

• • 9

H. C. Bellew, Montreal, Que

15,000

. 9 . .

620.95

• • 9

3

Rev. A. W. Ross, Port, la Prairie, Man

15,000

. . 9

555-95

. . ri

. . T I

A. S. Wickware, Ottawa, Ont

i3>5°°

.11

39825

. . 16

. IO

A. S. Hood, Halifax, N.S

E. Winter, Leamington, Ont

11,000

.12

435-75

■ 15

. . I

10,000

• 13

301.55

. 21

. . 6

J. D. Olivier, Montreal, Que

10,000

.. 13 ..

762 00

• • 7

• 3

W. G. Lawton, Montreal, Que

10 000 .

.13 ..

518 50

. . 12

1

J. H. Macabe, Toronto, Ont

10,000

.13

448.15

. . 14

• - 7

C. F. McTavish, London, Ont

9>25°

. 17

337-70

• 17

. . 2

Dr. D. Lowrey, Toronto, Ont

9,000 .

.18 ..

270. CO

25

. . 8

J. A. Robinson, St. Johns, Nfd

8 000

.19 ..

466.25

■ 13

•• 3

J. A. McKinnon, Red Deer, Alta

8,000

.19 ..

264.00

• 27

1

T. M. Grover, Regina, N.W.T

8,000 .

.19

28445

. . 24

• 5

F. B. Springer, Vancouver, B.C

8,000 .

. 19 ..

28485

... 23

2

H. V. Fieldhouse, Neepawa, Man.. . .

7,5°° •

.23 ..

230.35

.. 30

2

J. B. Cooke, Kingston, Ont

7,000 .

•24 ••

336-50

. 18

. . 6

E. W. Chandler, Campbellton, N.B. .

7,000 .

.24 ..

x 93* 7 5

• • 33

7

H. R. Gray, Montreal, Que

6,500 .

.26 ..

266.80

. . 26

• • 3

D. A. McNaughton, Finch, Ont

6,500 .

.26

300.25

. . 22

2

J. Speers, Brampton, Ont ....

6 000 .

.28 ..

240.25

.. 29

2

W. H. Seymour, Hamilton, Ont

6,000

.28

i65-95

■ • 34

-- 5

G. R. Hamilton, London, Ont

6,000

- 28 .

225.05

• 31

... 6

G. A. Lane, St. Catharines, Ont

6,000

.28 ..

318.50

. . 20

1

W. E. Kerr, Toronto, Ont ....

6,000

.28

2 16.60

. . 32

• • 5

C. W. R. Pearson, Yorkton, N.W.T. .
E. Storey, Ingersoll, Ont.

6,000 ,

28 .

245-05

. . 28

5>5°°

•34

162.60

• 35

. . 2

J Cawley, Brockville, Ont. .

H. P. Lindsay, Peterboro, Ont

5,000 .

•35 ••

T43 55

•• 36

.. 9

5,000 .

• 35 •

331-5°

19

•• 3

Memo Books.

We shall be pleased to forward to any of our agents, who can use them to advan-
tage, a supply of the Company’s Memo Books. If you think they will be an assist-
ance to you in your canvass, do not fail to notify the Head Office or your
District Agent.

3

Another Striking Illustration of

the Danger of Delay.

The following letter, received from
Winnipeg, Man., speaks for itself :

T. Bradshaw, Esq.,

Toronto, Ont. :

Mr. J. S. Wallace, Provincial Manager,
Winnipeg, Man., December 8th, 1902

“The Great Uncertainty of Life ”

Dear Sir, — The above truth has been brought very vividly before me this morn-
ing by the death of Mr. T. B. Baker, one of our most useful citizens. Friday even-
ing last he was full of life and apparently in the best of health, and spent a portion
of that evening enjoying a game of curling. Sunday morning he was in his coffin.

This is the gentleman about whom I have had correspondence with you in con-
nection with a $10,000 Continuous Annuity Policy, and only two weeks ago Mr.
Baker promised me that he would give me his application for $10,000 on the 24th
December, so that l could get it included in this year’s business.

This is another great warning “ Not to put off till to-morrow what you can do
to-day.”

Yours truly,

J. S. Wallace, Provincial Manager.

Standing of the Agencies for

1 — Head Office

2 — Mcntreal, Que.

3 — Winnipeg, Man.

4 -St. John, N. B.

5 - London, Ont.

6 — West Indies

7 — Ottawa, Ont.

8— Calgary, N. W. T.
Halifax, N. S.
Regina, N. W. T.

9 — Vancouver, B. C.

10 — Toronto, “City,”

1 1 — Newfoundland
Toronto, “ L.”

12 — Red Deer, Alta.

13 — Kingston, Ont

14 — Hamilton, Ont,

Advertising.

December.

15 — Brampton, Ont.

St. Catharines, Ont.
Toronto, “ K ”

16 -Brockville, Ont.

Peterboro’, Ont.

17 — Victoria, B. C.
t 8— Toronto, “B”

19 — Brandon, Man.

20 — Collingwood, Ont.
Port Arthur, Ont.

Port Elgin, Ont.

Sault Ste. Marie, Ont.
Toronto, “ H ”
Waterloo, Ont.

2 1 — Whitby, Ont.

22 — Durham, Ont.

In planning their 1903 campaign, our representatives should not lose sight of the
fact that a little money invested in “Printer’s Ink” will undoubtedly return them an
hundredfold. Experience has demonstrated this. Our representatives who under-
took advertising on their own account during 1902, were among the most successful
business producers.

The Head Office will advertise the Company’s Annual Statement in the news
papers at a number of the principal places throughout Canada, but it will be

4

• :

easily seen that it is impossible for us to do more than this. Our operations extend
over a large field, and the cost of a complete advertising campaign makes it prohibitory.

Advertising, carefully planned, and carefully followed up by the Agent himself,
be he a Local or District Agent, cannot fail to be a success. It brings him into touch
with practically all the people in his neighbourhood; it makes his business well known
and when he approaches a prospect, that prospect already knows something about the
Company he represents and can discuss the subject more intelligently.

In this edition of the News two advertisements are given which have been used
considerably by the Head Office. It is hoped that they will be found of use to a
large number of our agents.

Stop Yer Kickin'.

Stop yer kickin’ ’bout the times
Git a hustle on you ;

Skirmish ’round and grab the dimes
Ef the dollars shun you.

Croakin’ never bought a dress,

Growlin’ isn’t in it.

Fix your peepers on success,

Then go in to win it.

Times is gettin’ good agin —

Try to help them all you kin.

Don’t sit round with bangin’ lip,

That is sure to floor you ;

Try to git a better grip
On the work before you.

Put some ginger in your words
When you greet a neighbor.

Throw your troubles to the birds,

Git right down to labor,

And you’ll notice every day
Things is cornin’ right your way.

Stop yer kickin’, get a hold
Of the wheel and turn it ;

You kin never handle gold
’Less you try to earn it.

Brush the cobwebs from your eyes,

Stop your blam’d repinin’,

An’ you’ll notice that yer skies
Alius ’ll be shinin’.

If you hain’t the nerve to try,

Sneak away somewhere and die.

— From The Daily Astorian.

Mr. W. A. McCallum, District Agent, Port Arthur, Ont., suggests the above as
a motto for every Imperialite for 1903, believing that if it is adopted and adhered to
the $5,000,000 new business aimed at will be reported in good time before the end
of the year. He says, “I have had this pinned to the door casing of my office for
some time, and must confess that it has frequently encouraged me to press on when
disappointments have met me thick and fast.”

5

The Imperial Endowment Policy.

The Imperial Endowment Policy has always been a great favorite with the in-
suring public, and our representatives have always found it a good “ business getter.”
A new pamphlet (Form No. 394) will probably bring it into still greater favor,
as it presents in a strong manner the many still stronger points of the policy. A sup-
ply will gladly be forwarded upon application to your District Agent or to the Head
Office.

Standing: of the Agencies for 1902.

1 — Montreal, Que.

2 — Head Office

3 — St. John, N. B.

4 — Winnipeg, Man.

5— — London, Ont.

6 — Ottawa, Ont.

7— Halifax, N. S.

8 — Vancouver, B. C.

9 — West Indies

10 — Toronto, “ L ”

11 — Regina, N W. T.

12 — Kingston, Ont.

13 — Brockville, Ont.

14 — Toronto, “ City,”

15 — Hamilton, Ont.

16 — Toronto, “ H ”

1 7 — Newfoundland
r8 — Toronto, “ K l 11’

19 — Brandon, Man.
Peterboro’, Ont.

20 — Sault Ste. Marie, Ont.

21 — Durham, Ont.

Port Elgin, Ont.

22 — Calgary, N. W. T.

23— Victoria, B.. C.

24 — Toronto, “ B ”

25— Red Deer, Alta.

26 — St. Catharines, Ont.

27 — Port Arthur, Ont.
Edmonton, Alta.

28 — Gravenhurst, Ont.

29 — Collingwood, Ont.

30— Brampton, Ont.

31 — Whitby, Ont.

32 — Waterloo, Ont.

33— Port Hope, Ont.

34 — Picton, Ont.

35 — Pincher Creek, Alta.

36— Owen Sound, Ont.

37 — Ingoldsby, Ont.

38 — Midland, Ont.
MacLeod, N. W. T.

39 —Belleville, Ont.
Creemore, Ont.
Uxbridge, Ont.

Notes.

Mr. J. S, Wallace, Provincial Manager, Winnipeg, Man., is the victorious leader of
the Honor Roll this month, which distinction he well merits. Mr. Wallace has
brought Winnipeg agency well to the front this year, not only on accouut of the
volume of business secured, but more particularly on account of its quality.

Montreal leads the outside agencies again, and Manager E. S. Miller is to be con-
gratulated upon this excellent finish to a splendid year’s work. Montreal, as will be
seen from the standing of the agencies for the year, was also the largest contributor
to the $4,000,000, a record of which all the Company’s representatives in that dis-
trict may well be proud.

Mr. A. McN Shaw, of St John, N.B., Provincial Manager for New Brunswick,
made an excellent record during 1902, but December was probably his greatest suc-
cess. His agency secured 3rd place in the standing for the year and 4th place in the
standing f >r December. His personal business during December amounted to
$19,500, with an average annual premium of nearly $75.00 per thousand — real
Imperial business.

6

Mr. J W, W. Stewart, Provincial Manager, Vancouver, B. C., did splendid work in
December. His work covered Vancouver and Calgary agencies, and they both
occupy a good place in the standing for the month. Mr. Stewart has had a hard fight
in British Columbia during 1902, and great credit is due him for the results he has
accomplished.

Mr. S. P. Saunders, of Hamilton, Bermuda, our capable manager for the West
Indies, secured a splendid line of business during December. His business, as usual,
carried a high rate of premium. He also brings his agency into 9th place in the
“ standing for the year.”

A notable feature of the Honor Roll for December is the large personal business
secured by a number of our Provincial and District Managers.

Mr. H. S. Rosevear, of Port Hope, Ont., joined the Imperial’s field staff in the latte
part of December, as Manager for the Counties of Durham and Northumberland
We expect Port Hope agency to take a high place during 1903.

Mr. L. MacGowaq, of New Westminster, B. C.y is a new Imperialite who is doing
good work at the Coast. Some of his business was, unfortunately, deferred, or he
would have secured a good place on the Honor Roll for December.

Montreal secured seven places on the Honor Roll, Londoqand Winnipeg four each
and St. John three.

Messrs. <1*. L. Mancini, W. A. Gibson, J. A. Labelle and H. C. Bellew all did excellent
personal work during December. Large sized applications seems to be their strong
point.

A number of applications were received late on December 31st which
we were unable to include in the 1902 total on account of the books having been
closed. Messrs. W. H. Seymour, of Hamilton — A. S. Wickware, of Ottawa,— F. C. Allgeier,
of Sault Ste. Marie, — all sent in good lines of business which do not figure in the

1902 totals.

Mr. R. F. Clarke, of St. John, N.B., is one of Mr. Shaw’s hard workers who can be
relied upon for some good business each month. Although his name did not appear,
he was largely responsible for the securing of a good $10,000 application a short
time ago.

Mr. W. D. McVey, of Toronto, Ont., is a recent addition to our field staff, having
taken charge of the Counties of York and Simcoe at the beginning of the year. Mr.
McVey was previously Manager of Western and Northern Ontario for the Royal
Victoria, and his success with that Company, together with his experience in organiza-
tion work, leads us to believe that York Agency will be a large contributor to the

1903 business.

Mr. H. B. Andrews, of Toronto, started with the Imperial this month, and if his
first work is any indication of his future operations, we predict great success for him.

Mr. H. L. Grant, of Woodstock, N. B., also started with the Imperial this month.
We think that Mr. Shaw has secured a valuable ally, and expect great things of Mr.
Grant.

7

THE IMPERIAL LIFE ASSURANCE
COMPANY of Canada

First and Paramount— Absolute Security to Policyholders.

IMPERIAL LIFE ttaclnlZc——

There are only two concerns who can carry the risk on
your life. One is a life insurance company, and the
other is your family. Who is carrying your risk? If it’s your
family, why not transfer the risk to the Imperial Life?

Agent's Name and Address.

>

0

z

to

Z

m

3

to

2

o

n

First and Paramount— Absolute Security to Policyholders.

IMPERIAL LIFE of Canada

1903 — THE YEAR’S RECORD - 1903

Jan. 1st, 1902.

Jan. 1st, 1903.

Increase.

Per

Cent.

I. Assurances granted and revived $ 3.197-5CO

$ 4,127,642

* 930,M2

29 I

2. Total Assurances

11,236 700

14,037,444

2,800,744

24.9

3 Cash Premium Income

4. Cash Interest, dividends on in-

395,170

482,326

87,156

22.1

vestments

53,502

81,178

27.676

5i-7

5. Total Cash Income

448 672

563,504

114,832

256

6. Assets

i,3^9 804

1,660,393

320.589

23 9

7. Assurance and Annuity Reserves

798,785

1,102,531

303,746

38.0

Agents Name and Address.

CONFIDENTIAL

<

xNVPERI At

\V^

AGENTS’ NEWS

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 2

To Imperial Life Representatives :

Some Features of the 1903 Report.

There is no feature which will assist to make the representative of a life assur-
ance company more successful, than perfect confidence in his institution. If he enter-
tain the slightest doubt regarding the integrity of his office, or a lurking feeling that
it is not financially strong and able to carry out every obligation, or if his company’s
record is one of retrogression rather than one of steady and substantial progress, it is
an absolute impossibility for him to throw himself heartily, sincerely and earnestly
into his work, and to unreservedly advocate and recommend his company to the
people he is daily coming into contact with.

It is no mere make-belief with Imperial Life representatives that their Company
is sound financially, progressive, and worthy of the utmost confidence ; these
qualities are fully substantiated by the sworn reports to the Dominion Government

In order that our confidence in the Imperial may be re-enforced, and that we
may go forth well fortified to write the $5,000,000 in 1903, which we have pledged our-
selves to do, let us consider some of the features relating to the Imperial Life as dis-
closed in the Annual Report herewith : —

(1) New Policies Granted in 1902 — $/f)i 2J

(a) . In no previous year in the Imperial’s history has such a large amount of new
assurance been granted. The increase over the issue of 1901 was almost $1,000,000
($930,142) or 29%, and over the issue of 1899, the next best year, $410,142 or 11% .

(b) . In 1901, the last year for which we have official figures for all companies,
only two Canadian companies issued Canadian policies amounting to more than the
$4,127,642 of the Imperial Life, and one of these companies has been doing busi-
ness for upwards of 54 years, and the other for over 30 years. The exact figures are
given, not to disparage our competitors, but for the purpose of encouraging our
representatives :

1

Company.

No. of Years
in Business.

Canada Life . . 54

Sun Life 31

Mutual Life of Canada 31

Confederation Life . . 30

London Life 27

North American Life 20

Manufacturers Life 14

Federal Life ... 19

Dominion Life 12

Excelsior Life ... 11

Great West Life 9

Home Life 9

Northern Life 4

Royal Victoria Life 4

Continental Life 2

National Life of Canada 2

Crown Life 1

Amount of Policies
issued, revived and
increased in Can-
ada in 1901.

TC 84 859,060
... 5,190,965

4.075,237
... 2,840,413

765,741

. . . 4,022,442 i

3,870,764
... 2,385,769

840,200
1,036.717
... 3,203,760

965,810
1,199,975
1,123,405
1,068,666
1,400,755
221,500

The Imperial
Life on Dec.
31st, 1902, had
been in busi-
ness 5 years
and j months ,
and issued and
revived policies
in 1 902 amount-
ing to —
$4,127,642.

(c). The above figures not only speak eloquently of the great success attending
the efforts of our representatives, but they attest to the marked confidence of the pub-
lic in The Imperial Life. While we may properly congratulate ourselves upon our
magnificent attainments during 1902, let us not forget that the true and best way to
regard them is as a stepping stone to $5,000,000 for 1903 — as an incentive to push
on and make an increase, month for month, over the 1902 record. A monthly in-
crease of 25% will bring $5,000,000. Let us not be content with less than this.

(2) Total assurance in force Dec. 31st, 1902 —

(a). This is a gain of $2,800,744, or 25% over the business in force at the close
of 1901. The following are the gains in ‘‘assurance in force” of the various com-
panies according to the last official returns :

n Gain in assurance, Gain

Company. 1901 Qver 1900 per cent.

Canada Life 81*024,841 1.4

Confederation Life

Dominion Life

Excelsior Life

Federal Life ........

Great West Life .

Home Life

London Life

Manufacturers Life

Mutual Life of Canada

National Life of Canada . . . .

North American Life

Sun Life

823,347

2.6

542,292

14.0

434,505

11.0

882,496

7.2

1,570,030

13.3

166,597

7.0

393,066

6.4

731 432

3.1

2,163^905

7.4

762,404

4.3

1,592,090

6.4

1,456,894

4.3

The Imperial
Life gained for

o

the year ending
31st Dec,

1902 —
$2,600,744,
or 25%.

(b). This most favorable showing for The Imperial indicates that the business of
the Company has not been unduly “forced”; that it has been carefully selected, and

2

that the Company’s policy-holders are well satisfied, and maintain their contracts in
force. It is always well to remember that a satisfied policy-holder is a constant recom-
mendation for the Company and the Agent, while a “lapsed” or disgruntled
member is a menace to the business. Let us aim to have few “lapses” and “surren-
ders ” and no dissatisfied policy-holders.

(c). The Imperial Life has rolled up its $14,037,444 in 5 years and 3 months
The Government reports do not disclose that any other company, in the same period
of time, approached such results.

n Business in force when in existence

ompany. between 5 and 6 years.

Federal Life $8,392,537

M anufacturers Life 8 , 136, 989

Great West Life ........ 6,912,982

* Canada Life ... 6,404,437 (betw, 23 & 24 years)

North American Life 6,075 80-5

Confederation Life 4,004,089

’"Excelsior Life 2,664,121 (betw. 7& 8 years)

Sun Life 1,921,211

Mutual Life of Canada . . 1,813,292

Dominion Life 1,741,405

’"Home Life 1,559,630 (betw. 7& 8 years)

"^London Life 1,162,527 (betw. 11 & 12 years)

The Imperial Life
bad $5,900,455 more
assurance in force
than had the next
most progressive
company (in this fea-
ture), in the same
period of time.

* The figures for these companies between the 5th and 6th
years could not be secured, but they have been given for
the earliest periods obtainable.

(d). Another table, showing the period of time that it took other Home compan-
ies to equal the business of The Imperial, will prove of interest, and at the same time
will tend to show how thoroughly The Imperial has taken advantage of its
opportunities :

Company.

Period of time taken before
business in force amounted
to $14,000,000

While it took other
companies from // to
29 years to accumulate

Manufacturers Life

Between 11 — 12 years.

assurances in force of

North American Life

“ 12 — 13 “

Confederation Life

“ 14—15 “

$14,000,000, 1 he

Sun Life

“ 18—19 “

I mpenal Life obtain-

Mutual Life of Canada

“ 20 — 21 “

ed this amount in

Canada Life .

44 28 — 29 “

5% years.

None of the other 10 Canadian companies had at the close of 1901 assurance in
force equalling the $14,037,444 of The Imperial Life, although these 10 institutions
had been in existence from 1 to 37 years.

The Agents’ News.

With a special view to assist our representatives to increase their business 25%
over that of 1902, and to bring the grand total of the year’s business up to $5,000,000°
The Agents’ News will be published weekly, and in some of the succeeding issues
special features of the past year’s record will be taken up.

3

The Business for 1903.

The great mistake we are apt to make is to simply endeavor to live up to our
past record. This would mean standing still — marking time — in other words, stagna-
tion. “ Progress” must be our marching orders, and $5,000,000 for 1903 our goal —
a goal which can best be attained by each representative making a 25% gain over his
record for 1902. This cannot be done if it is not commenced now — in the early
months of 1903. If any representative thinks he can make up next month what he
should do this month, he is mistaken, and will surely fail. The only sure way to
increase your business during 1903 is to make each month show an increase. The
conditions throughout Canada at the opening of 1903 are even better than the mag-
nificent conditions which so auspiciously inaugurated our 1902 campaign. Let us.
therefore, set out to make our monthly increase while the good times are with us, and
at the close of 1903 I venture to assert that there will be few of our companies who
will rank before us with a new issue of $5,000,000.

—4

>

m

0

O

O _

M

s; 25

-0 =r>

Z

* r~

H

-in

1$^

CO

m

CD ■

» 3>

Z

g. cS

M

O

<

la

m

CO

to

The Annual Report.

The enclosed cloth bound copy of our 1903 Annual Report is for your private
use in canvassing, and has been issued in this form in order that it will stand the
rigours of the 1903 campaign. Carry it always with you and use it constantly — we
will be very glad to send you another copy when this is worn out.

We also enclose copy of the report issued for general distribution, and which, we
think you will agree with us, is in very attractive form. One of these has been sent
to each of the Company’s policy-holders, together with a special communication, copy
of which is enclosed herein, drawing attention to its important features, and a copy
has also been sent to the Manager of each Chartered Bank. One of the objects in
mailing this excellent report to all of our policy-holders and to the banks throughout
Canada is to assist you in securing additional applications for assurance, and each
policyholder and banker should be promptly interviewed with this end in view. It
should be the means of assisting you very materially in your February business. A
request to your District Manager, or to the Head Office will bring you a supply for
canvassing purposes.

^ \^PERLH /,

' AGENTS NEWS ^

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto, No. 3

“The Imperial Life’s Security to Policyholders.5’

There is no feature which will assist the solicitor so effectually in his endeavor
to sell a policy of life assurance, as his absolute knowledge that the contract he is
offering for sale is sound and profitable. It makes no matter how neatly the policy
may be dressed up, neither does it matter how many frills it may have ; unless there
is substance behind it, and unless the agent knows that, and that the institution he
represents is not only technically solvent according to Government standard, but
affords greater provision for the security of policyholders than the mere solvency test
required by the Insurance Act, he cannot be expected to unreservedly and unhesi-
tatingly recommend his Company and its policies to his customers.

A policy is almost one-half sold when the customer has implicit confidence in
the financial standing, and in the integrity of management of the Company which he
is being solicited for. These considerations explain to some degree, the success
which has attended the sales by Imperial Life representatives of its policies of assurance.

Let us examine some of the sources of security to policyholders, —

{ As in previous studies, any comparisons made herein, are only for the purpose of indicating "1
•1 confidentially to our representatives, the unequalled progress made by the Imperial Life, and j-
( not for competition purposes or to disparage our competitors. )

I -Paid-up Capital.

The paid-up Capital of the Imperial Life, for the security of policyholders,
is $450,000. This is a real tangible security, inasmuch as monies to that amount
were paid to the Company, and invested by it in securities which are held for policy-
holders’ protection. The Imperial Life had at its commencement a larger paid-up
Capital than that of any other Canadian Office, and there is no other Company
whose shareholders afford greater security to the assured than do those of the
Imperial Life.

2 — Unpaid Capital.

The uncalled-— but subscribed — Capital of the Imperial Life is $550,000, and
this, also, forms an important security to policyholders.

3.— Government Deposit.

The Dominion Government requires all , Life Companies to deposit $50,000.00
with it for the security of policyholders. The Imperial Life has voluntarily deposited
with the Government $250,000.00, which is the largest deposit made by any Cana-
dian life assurance company. The following table gives the amount of the deposit
made by each company

1

Government Deposits of Canadian Companies.

Company.

Deposit.

Company.

Deposit.

Canada Life

$61,000

Imperial Life

*$242,200

Confederation Life.. . .

84,500

London Life

60,000

Continental Life. .....

55,000

Manufacturers Life. .

213,464

Crown 1 .ife

55.000
56,419

54.000

Mutual Life. . .

108,500

55,000

Dominion Life

National Life

Excelsior Life

North American Life.

59,722

Federal Life

74,788

Northern Life

56,000

Great West Life

56 000

Royal Victoria Life..

i60,733

Home Life

58,000

Sun Life

64,000

The Government
Deposit of the
Imperial Life
is larger than that
of any other
Canadian Life
Assurance
Company.

* This is the par value of the securities deposited ; the market value is over $250,000.00.

4. — Reserves.

At the Imperial’s commencement it was determined to make policyholders’
security the first and paramount consideration, and it is doubtful if any mere effective
way could have been devised to do this, than maintaining the reserves on policies
of assurance and annuities on the unequalled strong basis inaugurated by the
Imperial Life. At the time the Imperial Life commenced business, nearly all the
companies maintained their reserves upon a 4^% or 4% interest basis, but the
interest basis then adopted by the Imperial Life was 34%. The following table
will shew at a glance how much more money is required to be reserved for policies
by a Company which bases its reserves upon a 34% interest basis, than one which
reserves upon a 4°/# or 4 Yj0 basis — $1,000,000 of assurance on the 20 payment life
system granted at age 35 has been taken as an illustration

Table Shewing Difference Between Reserves upon 4^, 4 and 3)4 per cent.

BASES — $1,000,000 OF ASSURANCE ISSUED AT AGE 35 ON 20 PAYMENT LlFE

System.

Age, 35. 20 Payment Life.

Reserves on $1,000,000. 1

End of
Year.

Reserve

Basis.

-

Reserve.

44%'

51,960

3

4

57,470

34

63,730

44%

89,910

5

4

99,120

i 34

109,540

44%

131.340

7

4

144,240

34

158 780

44%

200.710

10

4

219,050

34

239630

m

335.120

15

4

362,250

34

392,410

44%

501,660

20

4

536,820 !

34

576 660

This illustration proves that on
the average a Company reserving
upon a 3*4 % basis, maintains for
security of policyholders 17.5 %
more money than does a Company
reserving upon a 4 }4 % basis,
and 8.5 % more money than a
Company reserving upon a 4% basis.

! ; i./j ■ ;'!

Upon thfe greater proportion of the tittpeid£jirt business issued during the
two years, a yfo reserve has been1 maintained, in view o ( a 3*/, reserve having beery
guaranteed in its accumulative surplus policies. This still further strengthens politer'
holders' security. The Insurance Act allows the Life Companies in the meantime,
to maintain only a \\% reserve on all policies issued before ist: January, 1900— blit'
upon all policies issued after 1st January 190a, a 3! per cent, reserve must he held.1
Many of the Companies still maintain the relatively weak 4J per cent, reserve upon
their old business, and td illustrate what a vast difference siich a course,, if pursued ’ by
the Imperial, would make, it is only necessary to mention that our reserves for the
security of policyholders, would be $101,120 less than what they are and the net'
surplus, increased by that amount would then be $t 68 321.33.

Inasmuch as the Insurance Act provides that all the old business of the,
Companies has to be changed to and maintained/ upon a 4 per cent, interest basis by
1st January, 1910, and a 3^ per cent, interest basis by 1st January 1915, the large*
differences in reserves as illustrated by the preceding table Will have to be made*
good, and the only fund which at present appears available for this is “ surplus”
and the depletion of “ surplus” to make good deficiencies in reserves means decrease
in profits to policyholders. The Imperial Life, therefore, is m the unique position
of having been the first Company in Canada to place its entire policy reserves upon
the stringent 3 J per cent, interest basis — a basis which ultimately all companies will,
by Act, be compelled to measure up to — and of not being required to deplete its
“surplus fund” in 1910 and 1915, to make good the deficiency in the reserves
maintained on the less strict standards, which many of the other life offices will be
obliged to do.

The following table, the information in which has been taken from the last
Government report, gives the interest basis upon which the Companies existing at the
time the Imperial commenced business maintain the reserves at the present time
on their old assurances.

Company.

Interest Basis
of reserve on

old business.

Canada Life . . . ,

4

4| arid 3^
4X

The Imperial Life

Confederation Life:.

Conti Antal f ,iff> , ...

was the first Canadian

Dominion Life

1

Excelsior Life

44

Company to place

Federal Life

44

Great West Life.. .

2

4

its entire policy

Imperial Life.

34

4

London Life. .....

reserves upon a 3| %

Manufacturers Life .....

4*

4

Mutual Life of Canada..

interest ba&is.

North American Life

4| and 4'
; 4*

4*

44

Northern Life. . .

Ro al Victoria Life «... . . . .

Sun Life

2

Reserves for Deferred Mortality and
Immediate Payment of Death Claims.

Ins the early years of policies of assurance, if the lives have been carefully
selected, it is not expected that the actual deaths will come up to the deaths indicated
by the table upon which the premiums are based, and consequently, there is in every

3

Company doing a fair proportion of new business, what is known as “ deferred
mortality” — mortality which has not yet been experienced, but which is most
likely to be experienced sometime later. Notwithstanding this condition, no
Company in Canada (except the Imperial) makes provision for it. Again, in calcu-
lating premiums and reserves, the theory is that when a policy becomes a claim by
death, the payment of it will only be made at the end of the policy year.
For example, — if a $10,000 policy were taken out at the end of the month of February
in any year, and the assured died at the end of May, the $10,000, according to the
method by which the Companies calculate premiums and reserves should not be paid
until the end of the policy year in which the death occurs, viz. — the next February,
or 9 months after death. The practice, however, is to pay the claim immediately
upon death, and the effect of this in this particular case, is that the Company loses
9 months’ interest, at say, 3^ per cent.— $262.50. Many of the British Companies
realize the necessity of a special reserve for this condition, as also does the Imperial
Lite, although no other Canadian company does so. The amount which the
Imperial Life has specially reserved for Deferred Mortality and for immediate
payment of Death Claims, is $27,968.

>

O

M

Z

m

Z

m

k

GO

Let us summarize the security afforded to policyholders —

1— Paid up Capital $450,000

2 — Additional Subscribed Capital 550,000

3 — Ordinary Reserves computed on Govern-

ment basis 973,443

4 — Special Reserves maintained over Govern-

ment Standard 101.120

5_ Additional Special Reserves over Govern-
ment Standard for Deferred Mortality
and Immediate Payment of Death
Claims 27,968

6— Surplus over and above all liabilities,

including Reserves and Special Reserves 67,201

Total Security

$2,169,732

The Imperial Life
has $2,169,732 of
security to policy-
holders,— while its
liabilities to policy-
}~ holders, according to
Government stand-
ards are but $973,443
* — thus the gross sur-
plus on policyholders’
account is $1,196,289.

xflVPER IAC .

AGENTS NEWS

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 4

To Our Representatives :

TORONTO, February 16th, 1903.

“ $410,666 FOR EACH MONTH.”

The 1903 campaign was enthusiastically started in January, with the
result that the business for the month shewed the essential 25 % increase
over that of January 1902. Our representatives started work in earnest on
January 2nd, and made the month yield a larger business than any previous
January in the Company’s history.

This condition was pleasing — but not entirely satisfactory — for the
reason that we did not secure $416,666, or 1/ 1 2th of the $5,000,000, 1903
must produce. We thus start with a small deficit to be made up during
February. The ideal situation is to secure at least $416,666 each month, and
we must rise to these figures in order that we may not be unduly crowded
during the closing months of the year.

By this time you will have fully seized the strong points of the 1903
Report. The universal opinion expressed by the representatives thus far
heard from is, that it is a “ master canvassing document,” and that it will
render incalculable service in assisting to bring about $5,000,000 for 1933.
It is sincerely hoped that it will be instrumental in producing such a volume
of business this month (February) and next, that on the 31st March we will
be able to announce that we have obtained one quarter of the $5,000,000.

Let me specially direct your attention to the remarks of Hon. Sir
Mackenzie Bowell. He emphasizes the fact that we desire business of
GOOD QUALITY only, and which is likely to PROVE PERMANENT. Quality
with the Imperial is equally as important as quantity, and this feature must
always be kept prominently in view. T. B.

First Quarter, $1,250,000.

1

Honor Roll for January, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new assurance accepted in the month.

( B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

W. A. Gibson, Fredericton, N.B

Applications.

Rank.

Premiums.

Rank.

I

$601.85

I

2

48735

. . 4

13,500

• • 3

556-25

. . 2

• 4

416.90

•• 7

•• 5

518.20

• • 3

5

35865

. . 10

•• 7

396 5°

.. 8

.. 9, COO

. . 8

297 70

. . 12

.. 8

456.20

5

. . 10

229.70

.. 17

8,000

. . 10

389.40

•• 9

10

428.70

6

7,000

• • 13

23O.OO

.. 16

. . 7,000

• • 1 3

264.15

•• J3

. . 6,750

1 5

226.50

. . 18

.. 6,500

. . 16

I90 40

. . 22

. . 6250

.. 17

I92 60

. . 21

. . 6250

.. 17

225.85

. . 19

. . 19

l86 OO

•• 23

... 5.500

. . 20

248 35

. . 14

•• 5>5co

. . 20

355-6o

T 1

. . 22

2 I I. IO

. . 20

. . 5,000

. . 22

24I-75

• • 1 5

. 5,000

22

I73-65

. . 24

Our 1903 Aim.

The confident manner m which our representatives started the 1903 campaign
is evident from the aim which they have each set for the year. They, one and all,
aver that the outlook for business is most hopeful.

The City of Toronto should undoubtedly yield us $1,000,000 during 1903. We
are strongly represented in the City, and this amount should be secured.

Mr. E. S. Miller, of Montreal, aims at $1,000,000 for the Province of Quebec
during 1903. Mr. Miller’s splendid success during 1902 leads us to believe that he
will accomplish his aim.

Mr. A. McN. Shaw, of St. John, says that New Brunswick can be counted upon
for $480,000 this year. We feel confident that this will be secured.

Mr. J. S. Wallace, of Winnipeg, advises us that nothing less than $400,000 will
satisfy him this year.

2

Mr. George R. Hamilton, of London, has become responsible for $400,000
from Western Ontario.

Mr. A. S. Wickware, of Ottawa, has put $360,000 before him for 1903.

Mr. A. H. Fair, of Halifax, makes $350,000 the aim for Nova Scotia.

Mr. J. W. W. Stewart, of Vancouver, says the far West can be counted upon for
$360,000.

Dr. D. Lowrey, of Toronto, arms at $300,000 personal business this year. The
Doctor is capable of doing it.

The West Indies, under the capable management of Mr. S. P. Saunders, should
produce $250,000 towards the $5,000,000. Undoubtedly he will be successful in this.

Mr. John Cawley, of Brockville, is after $120,000.

Mr. J. B. Cooke, of Kingston, aims at $150,000.

Mr. W. H. Seymour, of Hamilton, promises $100,000.

Mr. H. P. Lindsay, of Peterboro’, looks for $100,000.

Mr. T. M. Grover, of Regina, says $100,000 — he means at least $200,000.

Mr. J. A. Rdbinson, of St. John’s, Newfoundland, aims for $90,000.

The balance of the Province of Ontario should produce $500,000. The advices
received from our agents clearly indicate that this is a conservative estimate.

It will thus be seen that the aggregate aim of our representatives is $6,060,000,
and in the face of this we have every confidence that the $5,000,000 for 1903 will
be fully realized.

Let us now EACH month cut off “ one-twelfth ” of our year’s aim. It is the
only sure way in which we will bring to pass that which we have pledged ourselves
to perform.

The first quarter of the year — 31st March— should record $1,250,000 Policies
Issued. Let each one of us turn the “ should ” into “ shall,” and our aim of
$5,000,000 for 1903 will surely be accomplished.

Standing of the Agencies for January 1903.

1 — Montreal, Que.

2 — London, Ont.

3 — St John, N. 3.

4 — Head Office.

5 — Hamilton, Ont.

6— Winnipeg, Man.

7 — Kingston, Ont.
Toronto, “ L.”

8— Toronto, “City.”

9— Halifax, N. S.

10— Ottawa, Ont.

11 — -West Indies.

1 2— Brockville, Ont.

13 — Sault Ste. Marie, Ont.
Vancouver, B. C.

14— Newfoundland.
Peterboro, Ont.

15 — Edmonton, Alta.
Toronto, “ A.”
Toronto, “ K.”

16— St. Catharines, Ont.

17— Brampton, Ont.

18 —Port Hope, Ont.

Regina, N. W. T.

19 — Brandon, Man.

Port Elgin, Ont.
Red Deer, Alta.
York, Ont.

20— Calgary, N. W. T.
Collingwood, Ont.
Durham, Ont.
Ingoldsby, Ont.

3

Thoughtful Opinions of the 1803 Report.

“ The report of the Annual Meeting of the Imperial Life Assurance Company
of Canada, shews that the Company has enjoyed a generous measure of prosperity
during the past year. The insurance effected has kept pace with the general expan-
sion of Canadian business, and in every feature the report presented by the Directors
shews substantial advancement.” — Toronto Globe.

“ One matter of vital importance to the welfare of a life company is the char-
acter of its investments, for upon their soundness, their earning capacity and per-
manent value wholly depends the skill of the Company to fulfil its contracts. In
regard to this, Mr. A. E. Ames, ist Vice-President, said at the Annual Meeting, ‘ I
am able to say unreservedly that there is not a single investment which is causing
the Directors the slightest anxiety.’ ” — Ins. and Finance Chronicle, Montreal.

>

Q

H

%

Z

H

W

E 3

« 3

Z

&

k

Ul

4s

O

O

2

*3

>— *

O

w

Z

H

>

r

Thoughtful Opinions of the 1903 Report,

“ The statement for 1902 of this Company exhibits a number of satisfactory
features. The first we mention is a decreased ratio of expense to income, and this
is a point to which sufficient importance does not appear to be attached by some
organizations.” — Monetary Times, Toronto.

“ The steady growth of the Company during the past five years is clearly set
forth in the Report. The figures tell the whole story, and with a Board of Directors
whose names are a guarantee of all that is honorable, and with a prestige which any
company might envy, the Imperial is entitled to a high rank in the life underwriting
world, which is fully granted by all who are familiar with insurance.” — Money and
Risks, Toronto.

X^PERU4 .

x AGENTS NEWS ^

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 5

The Harvest Time.

Seize the Magnificent Opportunity.

The marvelous growth of Canada and the increasing prosperity of its people, in
recent years, have been two of the most helpful factors in life assurance ; and what
perhaps is more encouraging and more inspiring to Imperial Life representatives
than anything else, is that we arc fairly well assured of a continuance of those condi-
tions which have contributed in such a material manner to our great national wealth
and prosperity.

Let us examine some of the conditions which tell the insurance worker that the
present is the harvest time — the time when his greatest energy and indefatigable labor
cannot help but be richly rewarded.

1. — Salaries of all employees were never higher than they are to-day.

2. — Canadian manufacturers have at no previous time found such a ready and
such a profitable market for their goods.

3. — Merchants have found trade conditions brisk and sound — a steady demand
for merchandise accompanied by improved margins of profits.

4. — Farmers have enjoyed a succession of good crops and the prices of all kinds
of agricultural products have been eminently satisfactory.

5. — Professional men have shared in the prosperity — their services are more fre-
quently sought and more highly paid for.

6. — Our railways are taxed to their utmost in handling freight-— their rolling
stock and employees being quite inadequate to cope with the congested situation.

7. — Our banks, financial and insurance corporations all report “ the best year
in their history.”

$200,000 this week.

Twelve years is but a short period in the lifetime of a nation, but it is a long
enough epoch to determine how that nation is moving. Canada has had a “growing
time,,, and to appreciate this, let us compare some national features as they were in
1890 (12 years ago) and as they exist to-day :

(a) . In 1890, the Dominion revenue was $40,000,000 ; now it is $58,000,000,
an increase of over 45%.

(b) . Our imports for home consumption then were $113,000,000; now they are
$203,000,000, an increase of over 78%.

(c) . Our domestic exports were then $85,000,000; now they aggregate $196,
000,000, an increase of over 130%.

(d) . The value of the productions of our principal minerals, (metallic), was
$4,600,000 ; now it is $43,000,000, an increase of 975%.

(e) . Our c^al production was 3 000,000 tons ; nowr it is 6,000,000 tons, an in-
crease of 100%.

(/). Manitoba’s crop yield was 25,000,000 bushels ; now it is 100 000,000
bushels, an increase of 300%.

(g). The N. W. Territories crop yield was 9,000,000 bushels ; now it is over
26 000,000 bushels, an increase of 189%.

(/i). Traffic through Canadian canals was 3,861,000 tons ; now it is 6 538,000
tons, an increase of 69%.

(/). The earnings of our steam railways then amounted to $47,000,000 ; now
they are $73,000,000, an increase of 55%.

(/). The deposits in chartered and savings banks then amounted to $205,000,000;
now they aggregate $513,000,000, an increase of 150%.

(, k ). The insurance in force in Canada then amounted to $248,424,567 ; now
it aggregates, approximately, $500,000,000, an increase of over 100%.

These figures and comparisons have been compiled to give you an idea of the
bigness of our country, the greatness of our enterprises, the tremendous development
going on, and the increasing and expanding field there is for the greatest of all neces-
sities— life assurance. There is not a hamlet, town or village in this broad Dominion
that has not contributed to the material prosperity referred to, and consequently there
is not a place, the inhabitants of which are not better able to afford the protection of
life assurance to themselves and their families, — a protection which no other system
yet devised has been able to su perfectly provide.

What I would like to impress upon each person associated with the Imperial
Life is that this is our harvest day ; that in the history of our country there never was
such a period as the present for the successful prosecution of our work ; that there
are hundreds and thousands of people who must have life assurance this year, and
that we are the favored ones who are privileged to point out to them where they can
get it in the best and most profitable Company. Knowing, as we do, that there' is
no Company that can give better results to policy-holders ; that can offer a fairer
policy contract ; that can present more sound and attractive plans than the Imperial,
we have everything in our favor to secure a goodly portion of the thousands of ap-
plications which will be written this year. — T. B.

Remember, Steady Monthly Increase.

February’s Business.

Although ahead of February, 1902, the business this month is not, thus far, on a
$5,000,000 basis. It is coming in with a reluctance which must be overcome. Let
each one of us put forth his very best efforts during this closing week, and make it
produce at least $200,000. We should be able to do this. We are able to do it if
each Imperialite will do some part.

New Appointments.

Mr. A. 5. Barton has been appointed special travelling representative, with head-
quarters at Toronto. His work will be the appointing of local agents in towns in
Ontario in which the Company is not at present represented, and co-operating with
them in the securing of new business. We expect Mr. Barton will be a large contri-
butor to the $5,000,000.

Mr. Geo. F. Graff has been appointed District Agent for the County of Waterloo,
and starts out as an Imperialite to-day. We expect to see his name on the Honor
Roll for March.

Mr. H. Brown, of Hamilton, has been appointed Special Agent to assist Mr. W.
H. Seymour in Hamilton Agency. We anticipate that he will turn out a real
Imperialite.

Mr. R. R. Woods has secured the appointment of Agent for Smith’s Falls, Ont,
and vicinity.

Mr. T. J. Ryan will look after the Imperial’s interests in Pembroke, Ont., and the
surrounding cduntry.

Mr. J. A. IV(cKmnon, of Red Deer, on account of his success, has been appointed
to the position of Special Agent for Alberta. With an enlarged field, we anticipate
that Mr. McKinnon will make a splendid record during 1903.

Ammunition.

This year our representatives not only have a large variety of ammunition to
choose trom, but ammunition of the very best quality. Are you making good use of
it? The Annual Report is universally considered an unexcelled canvassing cocu-
ment ; the year’s record has been published in attractive form ; other new and attrac-
tive pamphlets have been sent to you this year, and altogether you are supplied with
excellent canvassing material. Use it whenever and wherever you think it will do
good, and don’t be afraid to ask for more if you need it.

How about advertising ? This is a part of your armory which you cannot afford
to neglect. Two new advertisements are given this week. Give them a trial.

Don’t be afraid to tackle people about assurance. Tell them it’s the Imperial Life
Assurance Company of Canada you want them to join. Then they will listen to you.

!

One Application from You this Week,

THE IMPERIAL LIFE ASSURANCE
COMPANY of Canada

FIVE HUNDRED MILLION DOLLARS

is the amount of life assurance in force in Canada
to-day. Is a sufficient amount of this protecting your
family and insuring you a comfortable old age? If
not, you cannot do better than secure a policy in
The Imperial Life Assurance Company of Canada,
Head Office, Toronto

>

0

>>

*

H

o

Z

£

o

V.

H

W

%

w $

0

H

Cl

S

M j

3

W

» i

i ^ |

?

I Ln 1

ONE HUNDRED and THIRTY THOUSAND DOLLARS

is the excess of the reserves of The Imperial Life
Assurance Company of Canada, Head Office,
Toronto, over the amount required by the Dominion
Government. This is only one of the special features
of the unexcelled security afforded policy-holders by
this sterling Company

CONFIDENTIAL

AGENTS NEWS ^

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 6

Gentlemen, — You will remember that we set $1,250,000 as our aim for the
first quarter of 1903, and, this being the beginning of the last month of that quarter,

I wish to draw your attention to a few facts in connection with that aim.

You can readily understand our great desire to realize $1,250,000 during the first
quarter of the year. Having set out to secure $5,000,000 in 1903, we are extremelyf
anxious to make every quarter — yes, every month — contribute its proportionate share,
in order that it may not be necessary to bring undue pressure into our work at the
close of the year.

While January and February both shew substantial increases over the same
months of 1902, the results have not been altogether satisfactory. To speak frankly,
the business is not upon a $5,000,000 basis. January and February have not* 1
yielded $833 000.

We realize that $1,250,000 is a high aim for the first quarter of the year, but,
taking into account the unparalleled prosperous condition of the country, and the un-
excelled record which the Company has been able to present to the public, it is not
too high for The Imperial. An agency sfaff that wrote considerably over $1,250,000
in the last quarter of 1902, should be able to write that amount in the first quarter of
1903, especially when we consider that a large number of new appointments have
been made since the first of the year.

What can you, personally, do this month towards the accomplishment of the
$1,250,000 ? Have you set before you some definite amount to be secured by March
31st? We want your very best efforts during the next 30 days, and the more syste-
matic you make those efforts, the greater will be your success. Determine to accom-
plish something, no matter how small it may be — determine to give us some aid
towards the attainment of our aim.

Toronto, March 2nd, 1903.

To Imperial Representatives.

First Quarter, $1,250,000.

Yours very truly,

2nd Vice-President.

The Booming of Bigness.

The following article is culled from the Saturday Review , a literary magazine’
published in London, England, and contains some very interesting views in regard
to the large American companies. The writer, very properly, takes exception to the
practice of “ new business at any price,” and concludes that the best results, from a
policy-holder’s standpoint, will be secured in a properly conducted conservative and
progressive company, looking to the interests of its present members, rather than in
a company in which magnitude is the chief boast and the chief end to be attained.

“ American insurance papers are vastly entertaining when the opportunity pre'
sents itselt for booming bigness. This opportunity occurs regularly in the early days

of January, when with admirable promptitude the . Life Insurance Company

issues its annual report.

“ There are no ordinary dictionary words adequate to describe the sentiments of
an American editor when confronted with the colossal magnitude of the operations

of the Life. He tells us in superlative superlatives that the new business of

1902 exceeded so many hundred million dollars. Somehow this eulogy of mere mag-
nitude fails to create a favorable impression upon our mind. The Life is

indeed excellent inasmuch as it has persuaded so many people to acquire the benefits
of life assurance, but the reflection forces itself upon us that the assured could have
done so much better had they taken their policies with offices which consider merit
of more importance than magnitude.

“ In all these extravagant eulogies, and we have read several, there is no hint
that the expenditure is excessively high, there is no mention of the fact that the rate
of interest is steadily declining, no comparison of the mortality experienced with the
mortality provided for, no reference to the bonuses on policies being vastly less than
the estimates issued to induce people to take policies, no sort of a dim notion any-
where that merit is of any importance in connection with a life assurance policy.
There is bigness here, bigness there, and bigness everywhere. This item runs into
tens of millions of dollars ; that item reaches hundreds of millions of dollars, and
another feature runs into thousands of millions of dollars. To make matters more
impressive the total receipts and payments since the formation of the company are
carefully tabulated, with the idea that the reader, like the editor, may be fairly over-
come by the hugeness of the amounts.

“We cannot but admire the energy of the officials ; we cannot but recognize
their entire success in accomplishing the objects they set before themselves, and we
cannot but ask whether the ability and the energy displayed, could not be advan-
tageously directed into quite other channels. Accustomed as we are to see the best
offices striving to promote the welfare of their existing members, absolutely declining
to pay extravagant commission and to obtain new business at excessive cost, it is
quite impossible to avoid contrasting them with the American ideals of insurance
management.

“ The aim of the huge American offices seems to us to be a mistake. Let us
listen by all means to their cogent arguments in favor of assurance, and then let us
go quietly away and take our policy in some sound, strong, economical office that
will give chief consideration to the welfare of its members, and care little or nothing j
whether it is large or small, provided only that it produces the best possible results
for those who belong to it.”

Prominent Policyholders.

The following prominent policyholders for $5,000 and over have been added to our already long j
list since November 1st last. It is one of the strongest evidences of the confidence which the Im-
perial Life enjoys in the consideration of the Canadian public.

Name. Occupation.

F. H. Phippen Barrister

Richard Walsh Drover

J. G. Lewth waite Farmer

H. G. W. Wilson Agent, Imperial Life Indian

T. M. Fraser Merchant

J. L. Mancini District Manager .Imperial Life Quebec,

A. Borland Merchant Quebec,

W. G. Wilson Manager, U. S. Sales Book Co Chicago,

A. K. Butchart Broker Toronto, Ont.

VV. W. Lundy Gentleman .Toronto,

J . A. Lefebvre Clerk

J. H. Richards. Lumber Merchant Boiestown, N.B.

W. B. Russel Civil Engineer

C. F. Dawson Stationer

T. M. Morgan .... Cement Manufacturer Longue Pointe,

C. W. Walcot Broker

E. S. Senkler Barrister

J. A. McDonald Lumber Contractor

M. T. Lefebvre Agent

C. G. Graham Clerk

Henry Sutherland Agency Director, Imperial Life .... Toronto, Ont .

J. A Coulter President, Morrow Screw 0

H. W. Me Lean Barrister

Dr. D. R. Moore Physician

Adam E. Ratz Miller

R. J. Fleming .... ..... Assessment Commissioner .

E. K. Strathy Bank Manager

H. B. McBain Clerk

A. H. Rowley Bank Manager

D. B. M e Bean Grain Broker

L. A. Sullivan .Principal Toronto,

W. E. Foster Wholesale Merchant

H. S. Cowan Traveller

M. J. E. Drolet Real Estate Agent

H. F. G. Waugh Farmer and Mine Owner .

J. T. Lyons Druggist

C W. Schnare Mgr. Cream Sep. Co

F. J. Gallagher Prop. Freeman’s Restauran

J. H. Ross .Real Estate Broker Winnipeg,

R. S. Tyus Agent

A. E. Scott Insurance Agent" Quebec,

D. A. Wickware Agent, Imperial Life Birtle,

Hunter Cooper Broker

F. W. Baillie Gen’l Manager Metropolitan

F. T. Nicholls Gen’l Manager Can Gen. Electric. .

G. H. Brunet Chemist Quebec.

William Petersen Ship Owner Newcasl

J. Braithwaite Manufacturer Crysler,

James Oborne Gen.Supt.C.P.R. Atlantic Division. St. John, N.B 10,000

H. G. Matthews Broker .Montreal, Que 5,000

j! D^aupp°eQheimer; ! } Manufacturers Montreal, Que 5,000

J. G. Langton Bank Clerk Toronto, Ont 10,000

H. A. Gibson Mgr. Lumber Mills Marysville, N.B 5,000

E. Drolet Agent Parc Laval, Que 5,000

L. J. Abrahams Mining Engineer Bruce Mines, Ont 5,000

C. W. Jeffreys Artist Toronto, Ont 5,000

F. C. Stephenson Missionary Secretary Toronto, Ont 5,000

W. A. Gibson Dist. Mgr., Imperial Life Fredericton, N.B 6,000

H. C. Taylor Advocate ....... Edmonton, Alta 5,000

W. C. Northup Wholesale Merchant ..Halifax, N.S 5,000

C. H. Weddall Merchant . Fredericton, N.B .......... 5, COO

F. M. A. Lapierre Manufacturer .Montreal, Que 5,000

J. B. Pattullo Lawyer Dawson City, Y.T 10,000

Dr. C. J. Fagan Prov. Health Officer Victoria, B.C 5,000

Andrew Devine Contractor North Bay, Ont 10,000

M. A. Lemieux ........ .Barrister Quebec, Que 5,000

Address.

Amount.

. .Winnipeg, Man

..$ 5,000

. . Hastings, Ont

. . Sintaluta, Assa,.

..Indian Head, N.W.T

. . 6,000

. . New Glasgow, N.S

. . Quebec, Que

. 8,000

. . Quebec, Que . .

. . Chicago, 111

. . 10,000

..Toronto, Ont

..Toronto, Ont

. . M ontreal, Que

. . 5,000

, . .Boiestown, N.B.

. . 5,000

...North Bay, Ont

. . Montreal, Que

. . 5,000

, . . Longue Pointe, Que

. 5,000

. . . Quebec, Que . .

. 5,000

..North Bay, Ont

. . 5,000

. . . Campbellton, N.B

. . 10,000

,. .Montreal, Que

.. 10,000

. . Peterboro, Ont

. . 5,000

, . . Toronto, Ont

. . 5,000

. . . Ingersoll, Ont

Toronto, Ont

, . .Stanley, N.B

. . 5,000

. . . Tavistock, Ont

. . 5,000

. . . Toronto, Ont ......

. . . Medicine Hat, N. W. T

. . 5,000

. . . Toronto, Ont

...Kingston, Jamaica

. . . Winnipeg, Man

. . 5,000

. . . Toronto, Ont

. . 5,000

. . .St. John, N.B.

.. 10,000

...Toronto, Ont

. 5,000

. . . Parc Laval, Que

.. 10,000

...Douglas, N.B

. . .Montreal, Qne

. .Montreal, Que

. . 5,000

. . . Montreal, Que

, . 5,000

. .Winnipeg, Man

. . . Quebec, Que ,

. . . Toronto, Ont

. . 5,000

...Quebec, Que..

. . . Birtle, M an

. . Winnipeg, Man

.. 10,000

k.. Toronto, Ont., (additional)

. . 8,000

5. . . Toronto, Ont. , (additional)

.. 50,000

. . . Quebec. Que

. ...Newcastle-on-Tyne, Eng..

... 25,000

. . . Crysler, Ont

. . 5,000

Advertising Material.

There appears to be some misunderstanding in the minds of some of our repre-
sentatives regarding the Company’s present plan of distributing literature. Whenever
a new pamphlet is issued, a copy is sent to each representative with the request that
he will advise either the Head Office or the District Agent of the quantity he can use.
This means that no supply will be sent to the Provincial or District Manager unless
he sends to the Head Office for same, and that if a Local Agent wishes to secure a
supply, he must write to his District Manager. We are always glad to forward a re-
presentative all the supplies he can use ; this system has been adopted to facilitate
the work at the Head Office.

Evidence of Age Forms.

Will our representatives kindly destroy all Evidence of Age forms in their pos-
session in which the declaration is made by virtue of the “ Canada Evidence Act.”
This Act has been repealed and consequently the declarations are of no effect.

m

g §£
I “rS

-O 3C5

>

0

m

>>

%

z

h

w

E 3

2 5

z

W ttj

S

to

<V*

Employment of Unappointed Medical Examiners.

We would particularly draw the attention of our representatives to paragraphs Nos.
40 and 41 of the Manual of Rules and Instructions. If for any reason it is found neces-
sary to employ a physician who has not been appointed examiner by the Company,
Form 7 (Medical Examiner’s Credentials) must be completed in every case and for-
warded to the Head Office with the application, otherwise the application will be de-
ferred until this form is received.

Prospect Book.

Have you got your prospect book in working order ? The sooner you start the
system, the greater the benefit which will accrue to you this year. We count upon
it being of considerable help to you during the present month in the securing of the
$1,250,000 for the quarter. It, undoubtedly, should help you to increase your
business.

xflVPERU4
AGENTS NEWS

^//>

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 7

The Prospect Book.

The unanimous opinion of our representatives throughout Canada is that the
“ Prospect Book ” should be of the greatest help in making 1903 a $5,000,000 year.
The introduction of this book appears to have been at a very opportune time.

One of the Company’s Officers, visiting the Eastern agencies when the book
was introduced says that, without exception, the agents in those districts immediately
put the system in working order, and are already finding it of practical benefit.

Our Toronto representatives have the plan in full swing, and expect it to mater-
ially assist them in their March campaign for $160,000. One agent has already at
least one hundred names entered up under the different months.

At the beginning of the month you tore out the February sheet and started on
March. Did you find the March sheet pretty well filled to start with ? If so, has it
not been of great help to you to start the month with a good list of prospects right
at hand ? How could it fail to be ?

We look to the present month to demonstrate to us that the “ system ” is of sub
stantial, practical benefit to every Imperial field man. This test can only be complete
if every representative puts the system in perfect working order. Give it a fair trial
and we are sure that at the end of the month you will say that it is of inestimable ser-
vice to you, and has largely increased your business.

The Month’s Progress.

One-quarter of March has already passed, but we regret to say that the volume
of business received thus far has not been as large as we had hoped for. March
1902 yielded $352,500 and we count upon March 1903 to give us at least a 25% in-
crease, $440,000, in addition to making up the deficit of $160,000 in the January and
February business. Put renewed life into your work ; bring stronger and more persistent
effort into the campaign, and endeavor to increase your own business 25% over that
of last March. If every agent shews such an increase, the total business will un-
doubtedly shew the necessary increase.

I

Signs.

Every Imperialite should have one of the Company’s Enamelled Iron Signs dis-
played in a prominent place in his office so that every person who calls upon him
will know that he is the duly authorized agent of the Imperial Life. If you have not
a sign be sure and send in a request for one, and we will gladly forward it to you.

Honor Roll for February, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving
has appeared on the honor roll up to date.

the

number of times

the agent’s name

No of
times on

Applications.

Rank.

Premiums.

Rank.

Honor Roll

Dr. D. Lowrey, Toronto, Ont $28,000 ..

I

$1,119 90 .

I .

2

Messrs. Stauf & Pattullo, Dawson, Y.T.

18,500 ..

2

717 80 .

2 .

I

J. P. Beaudoin, Montreal, Que

15,000 ..

3

607 55 .

3 •

2

J. B. Cooke, Kingston, Ont

Rev, A. W. Ross, Portage La Prairie,

I 1,000 . .

4

570 60 .

. 4 .

I

Man

10,000 . .

5

379 40 •

• 5 •

2

J. H. Macabe, Toronto, Ont

7,5°° ••

6

199 10 .

• 9 •

2

C. F. McTavish, London, Ont

7,000 . .

7

233 35 •

7 •

2

J. Cawley, Brockviile, Ont

6,000 . .

8

300 20 .

6 .

2

E. S. Miller, Montreal, Que

6,000 . .

8

160 30 .

.. 14

I

J. L. Mancini, Quebec, Que

6,000 . .

8

183 05 .

.11.

I

J. W. W. Stewart, Vancouver, B. C. .

5,500 ...

11

166 45 .

• 13 •

2

N. D. Bell, Port Elgin, Ont

5, ooo . .

12

203 85

. 8

I

H. C. Bellew, Montreal, Que

5,000 . .

12

174 25 .

. 12 .

I

J. S. Wallace, Winnipeg, Man

5,oco . .

12

197 10 .

. 10 .

I

W. D. McVey, Toronto, Ont

Notes.

5,000 .

12

124 00 .

• •

I

Montreal leads the agencies for the second time this year. Mr. Miller is deter-
mined to keep this place for his agency.

Dr. D. Lowrey has lead the Honor Roll both months this year — this time by a
goodly margin. $43,000 personal business in two months is certainly a good record.

Mr. J. W. W, Stewart, of Vancouver, B. G., and his local agents have been doing
well lately. One week we received two envelopes from Vancouver containing appli-
cations for $27,500. Keep it up, Mr. Stewart.

Messrs. Stauf and Pattullo, of Dawson, Y. T., are doing excellent work for the
Imperial, and we expect them to be large contributors to the $5,000,000.

Mr. R. J. Blaney has been appointed District Agent for North Grey, with head-
quarters at Owen Sound.

Mr. D. H. Booth, of Guelph, Ont., has been appointed District Agent for Wellington
County.

Mr. «J. B. Cooke, of Kingston, Ont., had a successful month.

Mr. N. D. Bell, of Port Elgin, Ont., is putting in some good work.

3

The 1902 Business.

The following table, taken from the Bulletin, gives the result of the operations of
the different companies in Canada for the year 1902. It at once indicates the high
position which the Imperial Life has taken in the Canadian life insurance field :

Name of Company.

New Business
Issued and
Taken in
Canada in
1902.

Insurance in
force in

Canada Dec. 31,
1902.

Net Premium
Income
in Canada in
1902.

JEtna

$

1,039,700 00

$

16,482,435 00

$>

587,573 11

British Empire

•275,490 00

6,465,633 50

227,593 95

Canada

4,521,713 00

74,251,400 20

2,132,862 29

Confederation

3,294,253 00

34,251,731 00

1,124,776 00

Continental

1,170,128 00

2,704 467 00

78,184 61

Crown Life

1,058,500 00

1,280,000 00

38,027 69

Dominion Life

906,835 00

4,898,538 00

152,619 40

Excelsior

1,314,955 00

5,170,816 30

217,791 08

Federal Life

2,614,436 50

13,981,577 56

471,452 53

Oreat- W est

3 788,200 00

4,127,642 OO

15,279 557 00

14,037,444 OO

504,280 00

482,326 25

IMPERIAL LIFE

Lon. and Lancashire

998,500 00

9,320,800 00

313,472 41

London Life J Ordinary

669,575 00

2,978,012 00

90,734 00

\ Industrial

910,336 00

3,868,822 00

201,168 00

Manufacturers

3,631,095 00

26,036,351 00

851,861 03

Mutual Life of Canada .

4,214,000 00

34,467.420 00

1,111,897 41

National Life

1,528,331 00

3,425,897 00

126,695 21

North American

4,640,890 00

28,520,562 00
3,172,535 00

977,074 11

Northern Life

1,119,725 00

99,490 41

Royal Victoria

1,353,167 00

3,535,851 00

126,445 02

Sun Life

4,014,177 33

37,041,661 32

1,306,539 44

Union Mutual

898,527 00

6,418,163 12

198,519 27

United States .

377,500 00

1,815,035 00

59,759 02

Standing: of the Agencies for February.

1 — Montreal, Que.

2 — Vancouver, B. C.

3 — Toronto, “L”

4 — Head Office

5 — Winnipeg, Man.

6 — Kingston, Ont.

St. John, N. B.

7 — London, Ont.

8 — Ottawa, Ont.

9 — Toronto City.

10 — York, Ont.

11 — Brockviile, Ont.
Halifax, N. S.

12 — Port Elgin, Ont.

13 — Hamilton, Ont.

14 — Toronto “ A.”
Toronto “ K.”

15 — Peterboro, Ont.

16 —Newfoundland.

17 — Brandon, Man.

18 — Port Hope, Ont.

19 — Brampton, Ont.
Regina, N.W.T.

20 — Collingwood, Ont.
Creemore, Ont.
Durham, Ont.

St. Catharines, Ont.
Sault Ste. Marie, Ont.

The Future of Life Insurance is Backed
by the Nation’s Credit.

When it is said that this is the age of insurance, especially of life insurance, and
that the man who fails to take out insurance misses a good thing and deprives his
family of something it should have, we should endeavor to make the point as clear as
we can. We have seen that the life insurance companies are obligated to pay Five
Hundred Million Dollars to the people of Canada under policies now in force. That

3

is one way of putting it. Stated in another way, the people of Canada have agreed
to contribute and distribute among themselves, their heirs, administrators and assigns,
this sum of money, under certain conditions. The people (and compound interest)
must provide this money. Life insurance is merely the organization, the machinery,
the clearing house through which the exchanges are to be effected. The money must
be paid in before it can be paid out, and the paying in as well as the paying out —
simply to take care of the insurance now in force-will run for fifty years or longer.
Where in finance is there a greater organization, not to say a greater organized thrift,
than this ? For fifty years hence, and longer, millions of persons have arranged and
agreed that among their number, to the last survivor, the minimum of distress and
destitution shall be wrought by death ; and their number is so large that the future
of life insurance is practically backed by the credit of the nation. Can any intelligent
man fail to see the strength, usefulness and majesty of this great organization which
stands for human helpfulness? Can he say, “ I will have none of it”? If so he will
be like the freak navigator who declines passage on a trans- Atlantic steamship and
starts for the other side in a frail rowboat in which, unfortunately, his family is also
embarked. — Ins. and Finance Chronicle.

Insurance Business *as a Calling.

I presume that not more than one out of twenty-five men who enter the business
of life insurance paakes a really conspicuous success of the work. This seems a small
per cent, of success, and yet I presume that it is as great as in almost any other call-
ing, because perhaps no more than one man out of twenty-five who enters any of the
ordinary lines of commerce makes a really conspicuous success of his efforts. I think
it is absolutely safe to say that of half a dozen young men fresh from college entering
upon chosen avocations for life, assuming that each has equal ability, integrity, deter-
mination and industry — assuming that one enters the law, another becomes a physi-
cian, another a surgeon, one a manufacturer, another enters upon a mercantile career
and one adopts life insurance as his life calling— I believe it will prove to be true,
nine times out of ten, that if you will at the end of five years consider the relative
success which has been achieved by each and all of these gentlemen, you will find
that the man who entered the life insurance field has rapidly outdistanced all of the
others in the results accomplished, and that his future is riper with promise than is
the future of any one of the others. — Ins. and Finance Chronicle .

O

c

2

*1

O

H

2

H

>

r

AGENTS NEWS ^

Vol. 4 Published by The imperial Life Assurance Company of Canada, Toronto. No. 8

Automatic Non-Forfeiture Provision.

There is, perhaps, no provision in the policy contract of The Imperial Life
which confers more distinct and tangible benefits upon the assured than this provi-
sion. The provision briefly provides that the policy is automatically continued in
force by the Company so long as the cash surrender value of the policy is sufficient to
pay premiums, etc., thus safe guarding the policy from forfeitures and the policy-
holder and beneficiary from loss.

A frequent reason advanced for not taking out a policy is, the fear that it may
lapse through neglect or oversight. People hesitate to engage in a contract of assur-
ance which provides that in the event of non-payment of a premium on a specified
date the contract shall cease to be in force. Policies have been inadvertently allowed
to terminate through absence from home, sickness, change of residence, failure to re-
ceive notice of premiums, etc,, as well as through financial inability to pay premiums.

The Automatic Non-forfeiture provision in The Imperial Life’s contract, guaran-
tees absolutely the continuity of the policy, and consequently greatly enhances the
value of the contract to the assured and the beneficiaries ; moreover, it has prob-
ably been the means of rendering life assurance more popular in modern times than
any other policy provision. The experience of one company, the x^ustralian Mutual
Provident Society, for a period of 28 years (1873-1901) will illustrate some of its
marvellous benefits : —

1 — Total number of policies overdue and sustained under this

provision ..... 360,560

2 — Number of policies reinstated, that is — put upon original

basis and premiums advanced under the provision repaid 305,825

3 — Number of policies forfeited 21,965

4 — Number of policies surrendered ...... 7,203

5 — Number of policies become claims through death 2,582

6 — Number of policies matured 939 338,514

7 — Number of policies overdue and kept in force December

31st, 1901 22,046

Who can estimate the tremendous benefit of this provision to the families of the
2,582 policy-holders whose claims were paid, but would not, in all probability have been,

One of the Most Important Provisions in the
Imperial’s Policy Contract.

I

if this provision had not been in that company’s policy ? Who can determine the advant-
age which accrued to the company by the retention of 305,825 policies reinstated, the
forfeiture of which would probably have made the holders avowed enemies, airing
what they considered substantial grievances, and spreading discontent wherever their
complaints were heard ? These facts are worthy of being pondered over.

The benefits of the Automatic Non forfeiture provision in The Imperial Life’s
contract, are immediately appreciated by considering the following three illustrations :

Illustration I. — Policy granted on 10 Payment Life System at age 35 — after payment
of 5 years’ premiums in cash the Company will continue the contract
in force automatically by advancing the last 5 years’ premiums.

Illustration II. — Policy granted on the 15 Payment Life System, at age 35 — After
payment of 7 years’ premiums in cash the Company will continue the
contract in force automatically by advancing the last 8 years’ premiums.

Illustration III. — Policy granted on the 20 Payment Life System, at age 35 — After
payment of 10 years’ premiums in cash the Company will continue the con-
tract in force automatically by advancing the last 10 years’ premiums.

The Automatic No7i-forfeiture Provision contained in the Imperial Life’s contract
differs from that to be found in some other companies’ policies. Certain companies
make an interest charge of either 9% or 10% on the premiums advanced by the Com-
pany. The Imperial Life charges only 6^%, or from 25% to 3^% per annum less than
the companies referred to. It will be interesting to examine the effect of a 6£°/o
interest charge as compared with a io°/0 interest charge in three cases.

Case 1. — Policy on the Whole Life System, age 35, annual premium of $27.95 — if 7
years’ premiums have been paid, the Imperial will continue the policy in
force under the A.N.F. Provision for the next 5 years. Under the same
policy and conditions another company charging io°/c, would continue the
policy in force for only 4 years, or 1 year less than the Imperial Life would.

Case 2. -Policy on the 20 Payment Life System, age 35, annual premium $36.95 — i
7 years’ premiums have been paid, the Imperial will continue the policy
in force under the A.N.F. Provision for the next 7 years. Under the
same policy and conditions another company charging 10%, would con-
tinue the policy in force for only 6 years, or 1 year less than the Imperial
Life would.

Case 3. — Policy on the 20 Year Endowment System, age 35, annual premium $50.55
if 7 years’ premiums have been paid, the Imperial will continue the policy
in force under the A.N.F. Provision for the next n years. Under the
same policy and conditions another company charging 10%, would con-
tinue the policy in force for only 8 years, or 3 years less than the Imperial
Life would.

The difference in each of the three cases arises, of course, from the 10% charge
eating up the value in the policy more rapidly than the moderate 6^% rate of the Imperial.

This marked advantage in favor of the provision in the Imperial Life’s policy, is
one which has proved, and will continue to prove a strong canvas sing point, and
should, unquestionably, be the means of making the Company more popular, our
representatives’ work easier, and the benefits to policyholders more substantial.

There is another special feature which should not be overlooked, viz. — that
whenever the policyholder desires he can repay the amount advanced under the

2

A.N.F. privilege, or can convert it into a regular policy loan by signing the Company’s
regular loan agreement form, and secure a reduction in the rate of interest. When
the amount due the Company has been repaid, the policy is, of course, in exactly the
same position as it originally was, viz. — no lien or debt standing against it.

Success.

Success shall come to him who waits ;

But not to him of folded hands —

To him who hopes, but hesitates,

And simply by the roadside stands.

Success is won by effort strong ;

By unremitting, earnest stress.

The way it travels seems o’er-long ?

To haste its course, go meet Success !

Why waste the time, to drift and swing
And watch the careless billows roll,

Relying that some chance will bring
You somehow, some day, to your goal?

Far better that, sails spread the while
To catch the faintest favoring breeze,

You man the sweeps, and mile by mile
You still advance across the seas.

Go meet Success ! For not enough
That you should patience have, alone.

Up signal ! On ! Though fields be rough
’Tis those shall reap who first have sown.

Each day some little progress make ;

Lean not on trustful idleness,

Lest, ere it reaches you, it take
Another route, so meet Success !

— Edwin L. Sabin.

Life Office Reserves.

At the Institute of Actuaries, Staple Inn-hall, on Monday evening, Mr. George
King, F.I.A., read an exhaustive and interesting paper on the “ Comparative Reserves
of Life Assurance Companies, according to various tables of mortality at various rates
of interest. In the course of his paper the author brought out the interesting fact
that, as disclosed by the British offices’ experience, the average duration of the whole
life policy at age of entry 30 is as much as 23.9 years. For age 35 the average dura-
tion is 22.26 years and for 40 is 20.5 years. Mr. Manly, while taking part in the
discussion on the paper, said that he had found from the same data that the average
duration of a whole life policy increased during the first two or three years during-
which it was in force. In other words, a man is much less likely to abandon a policy
rfter he has paid two or three premiums than if he has paid only one premium. The
long average duration of policies, as shown by the new experience, was regarded by
the members of the institute as a deadly blow at the “assessment” system of life
assurance, of which much was heard a few years age. — Ins. and Finance Chronicle.

3

THE IMPERIAL LIFE ASSURANCE
COMPANY of Canada

is the amount deposited with the Dominion Govern-
ment for the protection of its policy-holders by The
Imperial Life Assurance Company of Canada, To-
ronto. This is the largest deposit made by any
Canadian life assurance company.

Agent’s Name and Address.

>

o

M

Z

HI

m

Z

a

3

w

2

o

oo

CAN YOU mm 0F_ A better way

to protect your dependents than by taking a policy
in The Imperial Life Assurance Company of Canada ?
It’s Guaranteed Security Policy is an ideal contract
and secures to the assured the maximum of benefits.
For full information, call upon or write to—

Agent’s Name and Address.

CONFIDENTIAL

X^PERM4

’ AGENTS NEWS ^

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 9

THE END OF THE FIRST QUARTER.

The Final Opportunity One Week of Persistent

to secure $1,250,00®. and Intelligent Effort.

Every day brings the first quarter nearer and nearer to
its elose, and at the Head Office we are anxiously watch-
ing the business of each agent to see whether his
efforts will meet with success.

There is only one week left in March to secure the
Balance of our Quota.

Do your plans and prospects indicate that you will be
successful in securing your share of the $1,250,000 ? If
not, what steps are you taking to remedy this defect ?

March Must Produce $800,000 of New Applications,

That was the amount we set out on March 1st to secure
during the month. Failure is not to be thought of.

Success must be ours !

If every Imperialite will get right down to work and do his very

mb— iiBa— mt * nut 1 iw. * jm rnjgaimMmmsammmaa^mMm^sammamammamawammmm

best to close as much business as possible during the coming week,

there is no reason why we should not exceed our quota.

A Firm Grip.

The accompanying cut illustrates very forcibly
what we have been trying to impress upon our
representatives ever since January ist, 1903, viz.,
that if you grip, with the strong jaws of “ perse-
verance ” and “concentration,” the nut of
“success” and apply the force of “hard work,”
nothing can stop you from accomplishing your
purpose, from securing a place on the Honor
Roll every month. If every Imperial represen-
tative, will, metaphorically, change himself into a
monkey-wrench during the last few days of the
first quarter and bring all his force to bear upon
the production of high-class applications, we will
undoubtedly make our business for the first three
months a record-breaker.

If You Try.

You can climb to the top of the loftiest hill,

You can make of yourself whatsoever you will,

If you try.

A faith you must have, rooted deep in your soul,
A purpose unshaken, a firm self control ;

Strive on without ceasing; you7ll reach to the goal

If you try.

— Exchange.

Little More.

The men that do what is set before them are good citizens. But the men that
win the prizes in this world are they that stop not at the end of their stint. It is the
Tittle more’ men do that weighs down the balance in their favor. The trouble is that
most men fail to grasp this important fact. They quit when the whistle blows, and
at the end of the year they wonder why they are no further up in the world than at
the beginning. The main satisfaction in life is the sense of achievement. — President
Eliot , of Harvard.

2

The Imperial s Net Surplus

Among the Imperiaiites.

2 J oT
9 > ^

Qj ^ Vh

3 S O
^

$ S-o

<D i->
s-i *+*

£ o °

g 8.2
<U <D cn
»- — ' ci

*3

bJO «
G £

c :

= :S 8 S

<u

2 9^

3 ■£ o

2 tn a
cS QJ "tw
o •— w
u c ja «t

asss

- w « 8,

- £

•c 9

<D g

CL o
£ w

c *-'

O <d
+3 _G
w <*, c4 c_i
O s-i “
Q G .

.a cn'O ^

h £

_Q

O 'V

— O <D

ps o >-.

r? . O

cS

43

O CL

4J £

3 CD
O

_o «

^ bjo*^

2 <d.£_o

3-C >

g ^ S a

£ -H <U

- euo
- 2 c

.2 3 •«=

c ^

3 cl'cs <u
'a, S £

s 8

rt

43 43 <d

S.Sh

t! >rt

ra y n

O <4

'S § t3
.£0-5

C/3

PS T3 £
<u

be «« 2
2 4» 2
•r cn Cu
:? <d *-
0^3

— ; cti <n

o-° ^

Wh • «— •

4-J <U

CD C x!

‘ CD

L_| H 43

IS 5 O

'O On C

o PS
O 43

CL

w 43
.33 u

* g

3 a,

V rQ

ou-2

s g

<L> C$

a J

2 w

^ CL

ri s*

K

c

o dT

Ss

£ >
cj ■"
'« »>

^ C1-
s*. n
o 3

43 <0
O 4J

CL <U
fi
to

.4 1/3
T3 2

rt.SJ

•3 £
£ &

8 £

. o

TS «

*B'o

CL bi

££

>— I ^

CSI

c

o

CL

3 <u
. 43

.« CL

rt to
43 <L>

s? >

S cu

CO

o

o

vd

rt 43
C stf
O 4)

■4 ^

’H

^ rt

'o ^
o (U

.2 S

« £
43 •"

oj ^

5 >,

£•4

«3

•4 s

> s

0» T3

to <U

C T3
O C
o <u
CL
H3 2

U

. „ h. w-l

M o 3
C ^ r?
O CL
£ 00 ^
w ^o5
<u 9;*-

4! «

*J N C
flWw

h-1

... <U
ki n.
<u e
> > £
<D £ ^

bio o .*

B CU c

33 4- *~
J3 «« '

3

Mr. A. H. Fair, of Halifax, N.S., is
getting in some splendid work this
month. His favorite application
seems to be $10,000.

Enthusiasm is something that can-
not be bought, because it is priceless.

Mr. J. L. Mancini, of Quebec, is
on the way to making March a banner
month. A good pull during the last
week, Air. Mancini.

Mr. S. P. Saunders sent in a very
acceptable envelope this month. He
won’t miss the Honor Roll.

The man who doesn’t get discour-
aged easily is the boss of the man
who does.

Mr. F. G. Allgeier, of Sault Ste.
Marie, should secure a place on the
Honor Roll this month.

Messrs. Staufand Pattullo, of Daw-
son, are continuing their good work.
They aim for at least $10,000 a month
for 1903. Their business has been
double their aim so far this year.

The easiest way to court failure is
not to strive for success.

" Mr. F. B. Springer, of Vancouver,
is closing good business this month.
Keep it up, Air. Springer.

The February Honor Roll con-
tained only fifteen names, and of those
only seven had appeared on the Honor
Roll in January. We want every repre-
sentative who secured a place in Feb-
ruary to do so again in March and in
addition the Honor Roll should be at
least twice as large. Look to it, Mr.
Imperialite, that your name appears
there, if at all possible.

A Strong- Pull This Week.

The following representatives are counted upon especially for a good line of
business during the present week, in order to bring their individual business for
March up to the average : —

J. P. Beaudoin, H. S. Rosevear,

R. R. Woods, H. P. Lindsay,

J. E. McCuaig, W. H Seymour,

J Cawley, G. A. Lane,

I. B. Cooke, E. Storey,

W. D. Mills, J. F. Perchard,

N. D Bell, W. H. Bessey,

J. H. Macabe, R. J. Blaney,

D. H Booth, W. J. Marshall,

L. Macgowan,

If you have not done your share towards ti e $600,000 for March see that the
last week is not allowed to pass unproductive.

E. W. Chandler,
H. L. Grant,

H. R. Gray,

A. Duncan,

E, Winter,

R. Hall,

W. E. Kerr,

A. I. Barton,

T. M. Grover,

W. A. McCallum,

o

35*

09

W

CD

pra

>

Q

M

Z

H

ffl

Z

*

W

O

o

>-*

O

H

Z

H

>

r

Earnestness.

As long as men continue indifferent they remain inferior. We must be in
earnest. To obtain wealth, honors, and the things most desirable in this world you
must be ever in earnest, or otherwise you wili remain one of the multitude. The
reason why so many die among the unknown is that they are never deeply in earnest
in any one thing. — Bishop Spalding.

Many people do not live in the present, but waste much of their best energies
in living in the past or in dreaming of the future. The man who would win must
allow the current of the times to run through his veins, and must keep step with the
march of progress. Unless this is done, there will be paralysis somewhere in his
nature.

“ There’s no time like the present time, the future is not ours ;

If you would make your life sublime, improve the present hours.”

\NVPERI44
v AGENTS NEWS *

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. io

Past, Present and Future.

The following paper, to be continued in future numbers, was read at the last
Agents’ Convention, and is considered worthy of insertion in the News.

The Imperial Life— Its Past, Present and Future.

1. — The Imperial Life, at its commencement, did not follow slavishly the condi-
tions which had existed in life assurance, but rather took pride in hewing out for
itself an “ Imperial Highway,” — a highway which some, less anxious for our success
than we were, predicted would not lead to victory. As you are aware, Kitchener,
when given command in South Africa said little, thought a great deal and executed
still more. He was quite unconcerned about the criticisms of French, American or
German experts. But having first investigated the situation, he laid down a plan of
campaign, he followed it out, and he won. This practically represents the position
of The Imperial Life to-day. We have won the initial fight, and now we are in the
position of Empire builders.

2. — -Although it had not been customary to have a large paid-up capital in Cana-
dian life assurance (possibly because promoters had found it difficult to obtain sub-
scribers) The Imperial Life believed that a comparatively large paid-up capital would
afford strong and tangible security to policy-holders; hence, The Imperial’s paid-up
capital at commencement was larger than that of any other Canadian life assurance
company. As illustrating the experience of capital stock in life assurance, it is inter-
esting to point out that four of the wealthiest and best life assurance companies in
the United States to-day have paid-up capitals of $2,000,000, $2,000,000, $1,750,000
and $1,000,000 respectively.

3. — Capital Subscribed. — Another unique feature of The Imperial Life was that
its capital was subscribed at a premium of 25%, thus removing the burden of initial
expense from policy-holders’ shoulders and placing it where it properly belonged,
upon those of the shareholders. No other company had ever done this . So confident
were those interested in The Imperial’s success, that the entire stock was subscribed
before three o’clock on the first day that the stock book was opened. This is in
marked contrast to the method of employing agents from the Atlantic to the Pacific,
upon salary, commission and expenses, to dispose of stock, and of resorting to
what has been very properly referred to as most questionable advertising methods to
obtain subscriptions. The strong manner in which the stock was subscribed im-
mediately inspired confidence in the Company, and did much to place it in a favor-
able light before the insuring public.

I

Average Rate of Interest Earned.

One of the main sources of' profits to a life assurance company is the interest
earned on reserves over the rate at which the reserves are maintained. The reserves
of The Imperial have been so based, that it is only necessary that they should be in-
vested to yield 3 %%■ All interest realized over and above that rate is profit. In
1903 the average rate of interest realized (including profit on sale of securities) by
The Imperial Life was 5. 92%, therefore the excess of interest earned over the reserve
rate of 3^% was 2.42%, This excess is perhaps not exceeded by more than 1 com-
pany. The reserve ot the Company on the 31st of December, 1902, was $1,102,531,
therefore, the profit or surplus in 1902 from interest on reserves was approximately
2.42% of $1,102,531, or $26,681.

The last published table of the average rate of interest earned by the different
life companies was contained in the Bulletin, and is as follows. The last column in
the table, which can be utilized as an exceedingly strong canvassing argument in favor
of The Imperial, is added. For an explanation of it, see page 5 of the Agents’ News
for November 1st, 1902.

Company.

Rate of Interest
Earned in 1901.

.Amount at end of 20 years
paid at beginning of each

Canada

— 4.64 %

$ 3,33 r-3°

Confederation .......

4.57

3 3°4-76

Continental

4.29

3,200 77

Crown . . .

1.77

2,416,93

Dominion

5.02

3 479 99

Excelsior

5.36

3,619.41

Federal

4-97

3.460.02

Great West

6 43

4,101.09

Heme ...

3,186.14

London

560

3,721.66

Manufacturers

4.78

3 385-25

Mutual, of Canada ....

4.92

3,440.19

National

3-39

2,891.05

North American

3 3r9<87

Northern

411

3135-86

Royal Victoria

.... 391

3.°65-38

Sun, of Canada

5.12

3'522-3°

Imperial for 1902. . . .

5.92

3,863.00

Income from Investments*.

Payments to Policy-Holders and Shareholders.

Some companies advertise that the “ interest income from investments is sufficient
to pay all death claims.” The Imperial Life is able to announce a more important
fact, viz. — that “ its income from investments since commencement, has paid all of
its death claims , endowment claims , surre?ider values , payments to annuitants and to
shareholders , and has left a surplus of $42,353. The following is the record :

Income from

All Payments to

Year.

Investments

Policy-holders
and Shareholders.

1897 '

10,987

1898

12,464

14,595

1899

27,406

9,123

1900

36,273

35,662

1901

53,502

45,541

1902

81,178

74,536

Total,

$221,810

2

» -

ier

nfc-

* T>
ga-

. as.
Had
nt-
n-
d-
it '

V©

he

of

was

MIS

on

rt-

f’

?-

or

>iy

the
hen
reat
th a
urgh
>v a
ides
(cost
ared
was
$10,-
•ere
of

rOV-

biU

SILAS E. HOIDCjE DEAD

SUCCUMBED AT GRACE HOSPITAL
TO INJURIES CAUSED BY FALL.-.

H@ Sasfcaieed Intents! Hurts Which Ke»
suited in His Demise Yes-
terday.

(Silas E3. ;Ho:&ge, of the firm of
HoUlge & Sons, builders, .diod at
Grace Hospital yesterday morning at
2 o'clock. On Tuesday last >Mr.
Hoidge fell a distance of thirty feet,
while working on a- .building near
West Toronto Junction, sustaining ictr
teranl injuries ' that were not at firit
considered dangerous. Deceased wa-s
27 years of age, and leaves & widow,
•but no Children. He was the fifth
son of the head the firm, Oohn
lioidge, and was highly respected
among his many acquaintances. He
lived at 380 Dupont -street. Appro-
priate reference was made to his
demise at the evening service at the
Walmer Road Baptist Church, at
which he was a regular attendant.
The funeral takes place to-morrow
afternoon.

N«

The

fn,

the

Ma

a

t

Pt

How the Automatic Non-
Forfeiture Provision
Saved a Policy.

The above is taken from The
Toronto News , of March 23rd,
1903. It has special interest for
representatives of The Imperial
Life. Mr. Hoidge made appli-
ca’ion for assurance to this Com-,
pany on the 27th January, 1899,
for a policy of $1 000 on the 20
Payment Life System, annual
premium of $36.75. He paid
in cash the annual premiums
which fell due on the 1st of
February, 1899, 1900 and 1901,
but failed to pay the premium
which fell due on 1st February,
1902. The Policy contained
The Imperial’s Automatic Non-
forfeiture Provision, which pro-
vides for the automatic main-
taining of the policy in force,
after three years’ premiums have
been paid, for such a period as
the surrender value will pay
premiums. The surrender value
was sufficient to pay the pre-
mium due 1st February, 1902,

andiconsequently, although the last premium had not been paid, the policy was main-
tained in full force and effect, and its benefits saved to the widow, the far-reaching
effect of which it will be difficult to determine. This is a striking example of

the practical benefit and working of The Imperial’s Automatic Non-forfeiture Provi-
sion, which was specially referred to in the Agents’ News for March 16th, 1903.

Restored Policies.

Recognizing that it is sometimes more difficult to revive a terminated policy than
it is to secure a new application, and that no little credit is due to successful effort in
re-instating policies which have terminated, we intend inserting monthly in the
Agents’ News an Honor Roll of Revivals. Let each Agent see to it that his agency
ranks high, not only as a business producer, but as a business retainer. Keep active-
ly in touch with those whose policies have lapsed, as well as with those whose policies
are in good standing.

January— 1903

Amt. of policy No of times on

Agency. revived. Rank. Premiums. Rank. Honor Roll.

Head Office.. 6,000 1 245.50 1 1

Winnipeg-.... 4,000 2 149 75 2 r

Port Elgin 2,000 3 63.15 3 1

Vancouver., 1,000 4 28.70 7 1

Halifax,., 1,000 4 33-25 6 1

Ottawa 1,000 4 42.60 4 1

Sault Ste. Marie .... 1,000 4 39 5° 5 1

3

O 3

zr
p n>

CD

— . CO

3 'O
ere p

* Qi

5 £
a. s-

a> ft

rt>

CL

C

3

Cl

P

-I

P

w

p

C/5

O

3

P

Cl

co

« C

cr o
o c
C p

■— CO
p. C/5

S' *

ft) £r

S D"

Q p

P

P L
3 ^

3

CL O

g cL

C/5

o 3

o cr

-=t P
ft) <5

3 n>
-• p

O C/5 " «-*■

O- S*OQ

H _ o
=T^o
P O g

3 S ,

33 £.

<2 < V

1 ra ft

P 3 C/5

■ — ‘ n> fT>
— . c/5 a

C/5 C/5 ,

3 P
3

33 CTO
CD 2

-< Qj

co

O

3 O

P ^
33 p
£*
n>

^ —

p o
Cl

<! ^
p g

5“. °

co C

S* S

* o

C 33

CD p

3 H 3

ri- 3- Ve-
<- o OJ
CD

CL 33 v
-1 CD

P CD 33

“ 3

o a _

§3 3.

p c £

U5 3 -•

2. a n>

“ ft w

P S»

C/)

P C/2

P

CL

~ ^

o °
^ O ?

: ? 1
rr v< 3

o <

2. % <
< —
p _* — •
CL $3

P ~

P

g- ^
£ 2
v 33
O p
VS p

m. £»

3-. 3

— ere

If W

C/5 X

ft cr
_- £>
3 H

cr c

P CL
<-i tr.
n

cT p‘

—t ——

p 9

CL 3

p 3

a g

p rr
p CT

JC" P

S’ CL
3 p

3 vs

P P
CL £L
P ..

P CT

cr p
o p

< 3

» *.
P

O' ^
-c p

3 a

C/5 P

r cl

p

Da®
§ 3 w

S5 p <_

§* 5 ’ p

bq D g

CL § 3 P

* & SS o
H | 3 >

cr p ore

L CL P

•8 "

P SC.

C/5 3^

p p

2 -
?T

p

CO

p

vs

P

<-*

P.

Ss

p

P

cr

P

O V

2 p

—t

o

co

P

vs

S p

c

CO

P

CO

CO CO

p

P

Cr

3

PT
3* P
^ d.

s. o

O

■-*>

5’

p

o*

P

V

O

3*

P

<-r

‘

a

p

CT-

3*

*-t

P

P

3- v

P

ft"

3

**

o

O g1

3*

CO

P

CO

,-h

ry P

CO

>

»-*•

ST“

3-

<-♦ ■-{

o

3“

P

3“

P

3*

3- O

rr

P

c~t

P

CO

P

P VS

w

<1

©*

©

&

©

©

0

Mj

>

a*

©

•*1

©

**s

B

w

1

>

Q

H

25

H

to

X

H

k

to

o

o

o

z

2

a

n

z

H

H-4

>

r

> -

D 0“

P L-
P P

*a

*©

C W5

g ^ 3

3 p P

X- 3 3
2

■S.'S TO

=-" §

C <

> S'
Pf =J

CD P g

•° s I

o C3 -•

3 ^4. O

w. cr co‘

3 3 2.

3: ere 3

5' w'*c^.

** P 3

n m ere

3* _

P VJ

P

^ P ^ 3

g - 2 3 p

S ? 7
S ^ I

P" P

> P

= 3

ere p

3 5'
3 "
cr 3
cr. o
P. c
g. p

II

p 3*

> ^

s. cr

?r

p

p

*o

o

3

in

^ I H
S » 5-

W5 3 c

3

P ^

33 ere
3’ 2.

3*

O

33

P

55* ^

3
P
P

s ^

3 O
3

ere

T3
?r p
3” w

3 C/5

S' 3*
P 3.

C/5 '

p cr.

3* o

p 3

CL c/5

3- 33
3 p

s *

P S3'
<3 3

P C/5

~ P

3)

_ OQ

cr c/5 3"

«-l ^ . r^-

o -

o

CL

c

>

p. cr
S' w

P «-r

*3 ™

§■§

g-|

rH. ere

3^ 2 .

2 'c
r o

3

>

- 3

r •- 33
33 p

a 3L

CD*
3" X
O 3‘

^ S*

^ ^ s*

3 S 3 X

^ P
3* 3*

VS CL
O P
C 'C
33 ^ —

P

C/5

co ?r
3 P
S p

g 33

a 33
vs

P

ere eg
o

S 3

p

“ 3

p w

P *a
c

P N

3 £L

C 3*

L 3

O O

sr o

p re

3 co

c/5 S3

pt &

— . p
3 v

S' <»

p ST*

-i o

co O

^ 3

o

p

K

o

CD

*0

\^YPERL44

\SV

AGENTS NEWS

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No.

A

1

A T this early date it is most gratifying to be able to announce
that the 2$°/o increase in the January and February business
has been more than maintained in March — the actual increase was
33 K%* The ^rst quarter of 1903 has yielded $1,073,000, compared
with $851,000 for the first quarter of 1902.

April, 1902, yceSded $393,000. To maintain the
essential 25% increase, April, 1903,
must yield ©500,000.

Now for an early start, a strong pull, and a garrison finish for APRIL.

The Imperial Life — Its Fast, Present and Future. ( Continued )

4 ■ — Government Deposit. The deposit required by the Dominion Government
before a license can be obtained to transact business, is $50,000. The Imperial Life
being desirous of strengthening its claims upon the public for a goodly share of their
business, decided to further strengthen the security afforded by a subscribed capital,
by making a deposit of $250,000, being five times that required by the Insurance Act
In this connection it will be interesting to note the deposits made by the different
Canadian life insurance companies as set forth in the last Government report.

Deposits of Canadian Life Insurance Companies.

(Government Report, 1902, Page CIV).

Company. Par value. Company. Par value

The Canada Life Assurance Co $6i,coo The Imperial Life Assurance Co. of Can., 242,200

The Confederation Life Ass’n 84,500 The London Life Insurance Co. . 60,000

The Continental Life Insurance Co 55,000 The Manufacturers Life Insurance Co 213,464

The Crown Life Insuian.ee Co .55 oco The Mutual Life Assurance Co. of Can. . 108,500

The Dominion Life Assutance Co 56,419 The National Life Assurance Co of Can.. 55,000

The Exctlsior Life Insurance Co 54, coo The North American Life Assurance Co. . 59,722

The Federal Life Assurance Co. of Can. 74,788 The Northern Life Assurance Co. of Can. 56,00©

The Great West Life Assurance Co 56,000 The Royal Victoria Life Insurance Co.... 160,733

The Home Life Association of Canada. . 58,000 The Sun Life Assurance Co. of Canada. . 64,000

(The par value only is given in the Government report. The market value,
or the value which The Imperial’s securities deposited with the Government could be
sold for is $253,000).

I

5* — Board of Directors. In the selection of a Board of Directors, the members
of the Company were actuated by two important considerations : —

1 . — That only those gentlemen would be eligible who had made a success

of their mercantile, professional or public life, and thus by virtue of that
success could secure to The Imperial some of the elements which tend
to make an institution successful. And —

2. — That the selection would be made with regard to the probable assis-

tance that would be rendered in the extension and furtherance of the
Company’s business. The result was the formation of the strongest
and most influential Life Insurance Board of Directors in Canada. The
present sound position of the Company is ample testimony to their
skill, their merit and their interest in the Company.

Facts and Figures.

The following information has been obtained from the Life Insurance Policy-
holders'1 Pocket Index , 1903, and shows how the splendid record made by The
Imperial in 1902 compares with the record made by the different Canadian and
British companies.

1. — “ The Total Gross Income ” from premiums and interest, etc., of The Imper-
ial in 1902 was $563,504 ; or if premiums paid to other companies for re-insurance be
deducted, the net income would be $490,455. Although there are 22 Canadian and
British companies reporting, this amount is exceeded by only one British and 8
Canadian offices. The increase in cash net income for The Imperial was $128 923,
which was exceeded by only 5 companies out of the aforesaid 22.

2. — ‘ Excess of Income over Disbursements ” in 1902 for The Imperial, $275,769
— this item for 1901 was $192,087. It will thus be seen that we have saved $83 682
more of our income in 1902 than we did in 1901. Of the 22 companies reporting,
only one British and 7 Canadian saved a greater amount of their income than did
The Imperial, and all of these eight companies are from 3 to 72 years older than The
Imperial. The Imperial is carefully husbanding its resources.

3. — “ Average A mount of Each Policy I For The Imperial this is $2. 137. This
is the largest average policy reported for 1902, and is an indication that Imperial Life
business is above the average quality.

4. — “ New Insurances ” for The Imperial Life in 1902 amounted to $4,127,642,
an amount exceeded by only 5 companies out of the 22 reporting, and 4 of these
secured a considerable proportion of their new business from foreign countries. This
is an evidence of the Company’s popularity and success.

5. — “Insurance in Force ” for The Imperial, $14,037.444 — an amount which is
exceeded by only 8 other companies — all of which were many years in the field be-
fore The Imperial. No other company, in five years and three months time, has been
able to show such an aggregate of insurance in force as $14,037,444.

6. — “ Insurance Gained in 1902.” Not taking re-insurances into account, the
amount of insurance in force gained by The Imperial in 1902 was $2,800,744. This
was exceeded by only 4 out of the 22 companies reporting. The increase given in
the Pocket Index is larger for the reason that the gross amount of insurance in force
is given in 1902 and the net amount in 1901.

7. — “ Gross Surf li/s to Policyholders .’’ The Imperial has always made security
to policyholders the paramount consideration. The surplus now amounts to $517,201,
an amount which is exceeded by only 2 British and 5 Canadian offices.

2

Premium Rates.

On January ist, 1900, after several conferences of the leading Canadian Life
Managers and Actuaries, uniform premium rates, considered appropriate for this
country, were adopted by most of the Canadian companies. Some of the Canadian
companies, and the United States companies (the rates of some of the U. S. compan-
ies are higher than the uniform rate) refused, for various reasons, to adopt these
rates, and continued to do business at a lower premium rate. It has always appeared
that the main object these companies had in view was to secure an advantage over
their competitors by selling insurance at this lower cost, — a competition, which to
say the least, is of an extremely cheap character.

Lately, two of the Canadian companies, which did not adopt the uniform rate,
have materially increased their rates, and a comparison between the uniform rate
adopted by The Imperial, and the present rates of the other companies is given. It
will be seen that there is now very little difference between them.

Life. 20 Payment Life. 20 Yr. Endowment

Age

Uniform

Great

West

Mutual
of Can.

Uniform

Great

West

Mutual
of Can.

Uniform

Great

West

Mutual
of Can .

21

I9.40

I 8.90

19.IO

2795

26.40

27-75

48.IO

46.90

47-75

25

21.30

20.80

21.00

30.00

28.50

29.80

48.50

47-30

48.15

30

24.25

23.70

24.05

33-25

3I-70

32-95

49.40

48.30

49.05

35

27.95

27.40

27,80

36 95

35-40

36.60

5°-55

49-5°

50.20

40

32.60

32-10

32.55

41-35

39 80

40.95

52-25

51.20

5i-85

45

38 85

38-30

38.80

46.95

45-40

46.45

55-05

54.10

54.60

5°

47-05

46.70

46.95

54.10

52.60

53 5°

59-45

58.40

58.95

55

58.IO

59-3°

57.80

6365

63 20

62.85

66.40

65.40

65-85

The following Canadian companies adopted the Uniform Rate :

Canada Life Federal Life Imperial Life

London Life Confederation Life Excelsior Life

North American Life Royal Victoria Life Manufacturers Life

Sun Life. Dominion Life.

Assessment Life Insurance.

At a meeting of the members of the Insurance Institute of Yorkshire, Mr. Philip
L. Newman, B.A., F.I.A. (Actuary, Yorkshire Insurance Company), delivered his
inaugural address, wrhich is reported in the Insurance Gazette.

Assessment insurance occupied a large portion of the address. The history of a
company which recently had changed its system to that of a “ legal reserve” was re-
viewed, as an example of the inevitable fate which must overtake the assessment
companies.

Three examples were given of assessment companies, of which the following

is a summary : —

1 — Numbers
Decreasing.

2 — Numbers
Stationary.

3 — Numbers
Increasing.

No. of members to

^93

1901

>893

1901

1893

1901

nearest 1,000,
Claim Rate per

123,000

56,000

22,000

23,000

82,000

622,000

1,000 insured,

I7-I5

33-3°

8.44

14.10

4.92

4.90

Showing that in order to keep the rate of assessment down, the membership
must grow at the rate of about 25 per cent, per annum. If this was impossible, the
rate went up ; the members left in increasing numbers, and then the end was near.
The rates of assessment above age 60, which are never printed by any society, were
! shown to run up to impossible figures .—Insurance and Finance Chronicle.

New Schedule of Rates Inadequate.

The Grand Lodge, A.O.U.W. of Ontario, met in Toronto in March and adopted *
a new scale of rates instead of the group plan now in force.

New Rates per $1,000 Insurance.

ie of Joining.

Monthly Rates.

Yearly Rates.

18

6o

7.20

25

•74

8.88

3o

.84

10.08

35 '

1. 01

12.12

40

IX3

45

1.30

15 60

The above rates which are to go in force on July ist next are only a small in-
crease on the old rates, and are still grossly inadequate. It is evident that the
Society is merely prolonging the fatal day by making a slight modification of the pre-
sent rates. The Society is in a very critical condition. — Economist.

mi

C3

m

>

0

m

>>

z

m

r

*n

Z

W

A?

*

GO

*

H

o

w

o

X

H

O

VO

O

OJ

£

o

IQ
O
Z

2

5

M

Z

H

>

r

Restored Policies.

In the last issue of the Agents’ News the January “Honor Roll” of Revivals
appeared. Below will be found the names of the successful Agencies for February,
and in the next issue of the News the results for March will appear.

While Prevention is better than Cure , it is a good thing to be cured ! Strive to
cure your policy-holders of the Lapse habit.

February -1903

Agency.

Amt. of policy
revived.

Rank.

Premiums.

Rank.

No of times on
Honor Roll.

St. John

. . . 20,000

1

58l-50

I

1

Winnipeg

2,000

2

59.20

2

2

London

. . 1,000

3

32.7°

3

I

Head Office

. . .. 1,000

3

32-10

4

2

Sault Ste. Marie. .

, . . . 1,000

3

32.ro

4

2

Kingston

. . . . 1,000

3

29.20

6

1

xNVPERM/,

v AGENTS NEWS ^

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 12

$500,000 FOR APRIL.

Determination Concentration

Are all that is necessary to enable you to
secure your share of April’s quota. Bring
all these qualities into the battle and
make them yield success.

Perseverance Hard Work.

The Imperial Life— Its Past, Present and Future. ( Continued )

6 — Plans of Assurance. No concern, no matter how well organized, could suc-
ceed unless the goods which it offered for sale were satisfactory. Realizing this, it
was the aim of those in charge to formulate plans which would be sound and attrac-
tive. To succeed, a company must be well managed, energetically managed and
prudently managed, and it must have attractive and sou?id plans of assurance. That
the plans of assurance of The Imperial Life have proved to be entirely satisfactory, is
borne out by the unequalled volume of new business continually secured, the small
lapse and surrender rate experienced, and the increasing premium income. Those in
charge recognized that plans requiring small premiums attract, on the average, a
poorer class of risks than plans requiring large premiums — poorer by producing a
high rate of mortality, and a high rate of discontinuance. If The Imperial had not
sought business from those well able to carry assurance, and advocated investment
plans of assurance, conditions would have been materially less favorable to-day than
what they are.

Akin to sound and attractive plans is the underlying essential in life assurance of
securing an adequate premium rate. Criticisms have been levelled against this Company
by our agents and others, that in comparison with other companies’ rates, those of this
Company were too high. We maintained that for the superior protection and special
guarantees afforded, together with the liberal, yet equitable, policy contract, our rates
were only reasonable and fair. It was suggested that we should make our rates lower
than those of the active competing companies, as many of the new companies had

I

done, in order to obtain a foothold in the face of keen competition. The Imperial
did not do this ; it kept its rates a little higher, if anything, than those of most com-
panies, and as a result, attracted a good class of business. Without doubt our policy-
holders will benefit by that action.

7 —Policy Co7it?‘act. To round out the working features of the Company it was
important to have, in addition to attractive plans and adequate rates, a proper policy
contract. The Imperial’s policy contract has received many designations, the “ ideal
policy contract,” the “ model policy contract,” but what, perhaps, will indicate more
thoroughly than anything else the character of our contract, is the fact, that it has
been copied practically verbatim by at least two life assurance companies and very
closely by a third. The contract was framed with a due regard to the rights and
equities cf policyholders on the one hand, and the safety of the Company as a whole
on the other.

Honor Roll for March, 1903

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

(1) Joint business will be credited one-half to each cf the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new assurance accepted in the mcnth.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name

has appeared on the honor roll up to date.

Applications.

Rank.

Premiums.

Rank.

No of
times on
Honor Roll

A. H. Fair, Halifax, N.S

59,000

I

3>°3°*35

I

2

Messrs. Stauf & Pattullo, Dawson, Y.T . .

37,000

2

1,898 75

3

2

S. P. Saunders, West Indies

. 28.000

3

I>74I-3°

4

2

Dr. D, Lowrey, Toronto, Ont

, 27,000

4

1,077.20

5

3

J. L Mancini, Quebec, Que

20,000

5

770.25

6

2

R. E. Brett, Victoria, B.C

, 17,000

6

59°-95

7

I

F. B. Springer, Vancouver, B.C...

13,000

7

462.60

9

2

W. C. Gall, Toronto, Ont

, 12,000

8

528.60

8

I

J. F. Gauvreau, Montreal, Que

1 1,000

9

3°9-IQ

18

I

A. S. Wickware, Ottawa, Ont

10,000

10

399

12

I

J. P. Beaudoin, Montreal, Que

9.75°

1 1

405.90

1 1

3

J. W. W. Stewart, Vancouver, B.C.

9,5°°

i 2

434.60

10

3

Rev. A. W. Ross, Portage La Prairie, Man

. 9,000

X3

284.30

20

3

J. Cawley, Brockville, Ont

9,000

13

384.40

13

3

W. A. Gibson, Fredericton, N.B .

8,000

X5

334 65

16

2

E. Winter, Leamington, Ont

7,000

16

368.10

x4

1

C F. McTavish, London, Ont

6,500

17

236.85

21

3

F. Johnson, Montreal, Que

6 500

17

343-6o

x5

1

J. A. Robinson, St. Johns, Nfd

6,000

19

3I4-7°

17

2

J. H. Mncabe, Toronto, Ont

, 5,000

20

2>39x-95

2

3

WAD. McVey, Toronto, Ont

5,000

20

219.65

22

2

W. A. Bignell, Quebec, Que

Notes.

5,000

20

3^4-75

x9

1

Congratulations, Mr. Fair, upon your splendid March business. $59,000 personal
business in one month is a record to be proud of.

Messrs. Stauf and Pattullo, of Dawson, have got 'down to work in earnest, and

that work is yielding excellent results.

Mr. S. P. Saunders, of the West Indies, is producing good business with a high
Diemium rate. In a recent letter, March 25th, he states : “I am pleased to report
:hat my visit to Antigua has met with magnificent success. I have already exceeded
[>40,000 and before I leave on the 28th inst, I hope to run up the total to $50,000.”

Mr. J, H. Macabe, of Toronto, Oqt. f secured some good single premium policies
ast month. He has some excellent business under way.

Wire Imperialites secured over $10,000 personal business last month, with an
iggregate of $223,000 — a truly magnificent showing.

The City of ibroqto produced applications for $160,000, as promised, but some of
:he policies have not yet been issued.

Montreal Agency leads for March, and consequently for the first quarter Manager
E. S. Miller is laying a solid foundation lor the attainment of his aim of $1,000,000
[or the year.

Vancouver Agency was a large contributor to the March total, and Manager
Stewart is to be congratulated.

Mr. F. B. Springer, of Vancouver, is producing splendid results.

Mr. J. L Mancirp is a hard worker. Not only does he secure a large personal
business, but Quebec City, under his management, is a large contributor to
Montreal totals.

Kingston Agency has produced for the first quarter of 1903, 40% more business
than for the same quarter of 1902.

During April we are expecting Manager Wallace’s agency to make a good record.

Manager A. S. Wickware, of Ottawa, secured a nice personal business last month.

Mr. Ceo. R. Hamilton, Manager for Western Ontario, says he is determined that Lon-
don shall have a higher place in the “ Standing for April.”

Restored Policies.

Honor Rolls for revivals brought about in January and February appeared in the
Agents’ News. Their publication has aroused much interest among Imperial Agents
and the results for March are now given.

One or two of our representatives are making records in securing the revival of
terminated policies. The Company attaches great importance to the retention of old
business, and in some respects the restoration of a terminated policy is more to be
desired than the securing of a new application.

March— 1903

Amt. of policies

No of times on

Agency.

revived.

Rank. Premiums.

Rank.

Honor Roll.

Winnipeg

I

291.20

I

3

Head Office . . .

2

224.65

2

3

Toronto “ L ” .

3,000

3

57-30

4

I

London

4

85.60

3

2

Belleville

5

45.20

5

1

Whitby

5

35-6°

6

I

Kingston

5

29.00

7

2

St. John ......

5

18.25

8

2

Mr. Wallace’s

Agency heads the

Revival’s

Honor

Roll for

March ; Mr.

Stewart, of Whitby, secured the revival of
period of two years.

a policy which has been terminated for a

3

Standing of the Agencies for March.

1. Montreal, Que. ;

2. Halifax, N.S.

3. Vancouver, B.C.

4. Head Office.

5. West Indies.

6. Toronto, “ L.”

7. London, Ont.

8. Ottawa, Ont.

9. Victoria, B.C.

10. Winnipeg, Man.

St. John, N.B.

11. Brockville, Ont.

12. Kingston, Ont*

13. Regina, N.W.T.

14. Toronto, “ City.”

15. Newfoundland.

16. York, Ont.

17. Port Hope, Ont.

Sault Ste Marie, Ont.

18. Hamilton, Ont.

19. Toronto, “A.”

Toronto, “ K.”

20. Brampton, Ont.
Peterboro, Ont.

St. Catharines, Ont.
Toronto, “B.”

21. Brandon, Man.
Collingwood, Ont.
Creemore, Ont.
Ingoldsby, Ont.
Port Elgin, Ont.

ret

2K

O

m

>

o

z

H

m

%

3

m

Standing of the Agencies for the First Quarter.

1. Montreal, Que.

2. Vancouver, B.C.

3. Head Office.

4. Halifax, N.S.

5. Toronto, “ L.”

6. London, Ont.

7. St. John, N.B.

8. Winnipeg, Man.

9. Ottawa, Ont.

10. Kingston, Ont.

1 v. West Indies.

12. Hamilton, Ont.

13. Toronto, “City.”

14. Brockville, Ont.

15. Victoria, B.C.

16. Newfoundland.

17. York, Ont.

j8. Sault Ste Marie, Ont.
Peterboro, Ont.

19. Toronto, “ K.”

20. Regina, N.W.T.

Toronto, “A.”

21. Port Arthur, Ont.

22. Brampton, Ont.
Port Elgin, Ont.

23. St. Catharines, Ont.

24. Brandon, Man.

25. Collingwood, Ont.

26. Durham, Ont.
Creemore, Ont.
Ingoldsby, Ont.

XHVPERL44

AGENT5 NEWS ^

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 13

Strike Hard.

Probably every Imperialite has
some time or other practically tested
his strength like the man in the ac-
companying illustration. He has felt
the pride and pleasure of “ ringing the
bell” when others have failed — an ex-
hilaration in the successful result of a
great effort.

This illustration eKactly indicates
the position of The Imperial to-day,
with the exception that instead of one
man, every Imperialite is putting his
strength into the mallet which is send-
ing the indicator up. We have under-
taken to put $5,000,000 weight into our
blows — to ring a gong that no other
Canadian company has ever rung.

Will we be successful ? That de-
pends upon how hard a blow we
strike each month, each week, each
day. It depends upon how united,
how concentrated and how constant
our effort is. Every application means
a blow, and every blow sends the in-
dicator nearer to the gong.

A weighty blow was struck in March, but the indicator did not quite reach the
quarter mark. To be exact we are $177,000 short of the amount that we should
have registered on the 31st March last. Let every Imperialite grasp the mallet with
both hands this month and put such strength and concentration into his blows
that the $500,000 aimed at for April will be recorded by the 30th inst.

I

The Imperial Life -Its Past, Present and Future. ( Continued )

8 — Bases of Reserves. The last item, which will be referred to as relating to our
past and which has materially added to our prestige, strength and success, is the re-
serves maintained to meet the policies of assurance, as they mature by death, or by
completion of the endowment or accumulative surplus period. The question of the
maintenance of proper reserves in life assurance is one which is not very generally
understood, and one which is not sufficiently appreciated in the light of the tremen-
dous obligations which life assurance companies undertake. When this Company
made its first report to the Government, not a single company was reserving upon a
3^% interest basis ; the majority of them reserved upon a 4%°/ interest basis.

I need not tell you that the lower the rate of interest employed in calculating
reserves, the greater will the reserves amount to. Believing that unquestionable se-
curity was the supreme consideration in life assurance, the Company determined to
calculate and maintain all of its policy reserves upon a 3^% interest basis ; notwith-
standing that the Insurance Act permitted that a 4 j4% interest rate could be employed.
The employment of the 3 %/ rate instead of a 4)4% rate made the policyholders’
security from 12% to 14% greater. Since The Imperial adopted the 3^% rate, and
perhaps influenced by its judicious and safe action, the Canadian Government has
amended the Insurance Act so that all companies are now compelled to value their
new assurance contracts issued on and after January 1st, 1900, upon a 3j4°/ interest
basis. The amendment also requires that all of their old policies issued prior to
January 1st, 1900, shall be valued upon a 4°/, interest basis not later than 1st Jan-
uary, 1910, and upon a 3 interest basis not later than 1st January, 1915. The
wisdom of The Imperial’s action in 1897, in commencing to value its policies on a
3/^7. interest basis, is strikingly shown when the requirements of the Act just re-
ferred to are considered. Those companies which are upon a less favorable reserve
basis than The Imperial’s standard will be compelled to deplete their “ surplus ac-
count,” in order to bring their reserves up to the higher standard, and this, of course,,
means a re adjustment, on a less favorable basis, of dividends to policyholders.

2

Life Assurance in Canada in 1902.

(See page 32 of Abstract of Government Reports )

The following table is extracted from the official returns of life assurance com-
panies in Canada to the Dominion Government — the only change being that the
companies are ranked according to volume of business secured. The Imperial’s en-
tire new business for 1902 was $4,127,642, but from this amount the Government
requires that the amount ot policies re-insured and policies u not taken ” shall be
deducted.

Company. Amount. Rank.

Canada 4,521,713

Mutual of Canada 4,181,040

IMPERIAL 3,928,124

Sun 3>793 §29

North American 3,714,384

Manufacturers . 3,631,095

Confederation 3,236,603

Great West 3,098,450

Federal 2,614,437

National ii4°5»535

Excelsior 1,266,408

Royal Victoria 1,228,000

Home 1,216,303

Continental 1,170,128

Crown 1,156,000

Northern *1035,387

Dominion 896,835

London 676,180

Union 81,400

1

2

3

4

5

6

7

8

9

TO
I I
12

*3

14

*5

16

*7

18

*9

I

Five Millions of New Assurances this year will Undoubtedly
put us in First Place. Are you Doing: your Share ?

1

Unceasing Effort.

It pays to make an unceasing effort to do a regular business. The life assur-
ance man is his own employer, yet many assurance men work less faithfully for them-
selves than they would work for some one employing them. While it is a fact that
even with the most regular, systematic work some months will exceed others, your
aim should be month by month to do a certain amount of business, and certainly to
put forth the same effort every month, except duringthe vacation that the hard working
assurance man needs each year. An agent who shows a record of $20,000 of busi-
ness one month and $2,000 the next and $24,000 the next, and perhaps nothing the
fourth, is not doing the systematic, regular work that perhaps he would do were he
working for some one else. This is all wrong. Many of our most successful agents
make an effort each month to surpass the record of the preceding month, and by so
doing are far more likely to succeed than if they did net make such an effort.

Don’t Talk Life Assurance — Write Applications.

3

Notes.

Mr. A. N. Reid has joined the field staff as District Agent for the Counties of
Hastings and Prince Edward, with headquarters at Belleville. Mr. Reid is an old
Imperialite, having represented the Company at London, Ont., some four years ago,
and it is with pleasure that we welcome him back again. Belleville agency will soon
be heard from.

Mr. D. H. Booth, of CueSph, Ont,, is getting his agency on a good producing basis.

Mr. T. M, Scott, of Calgary, N.W.T., joined The Imperial’s ranks on April ist as
Special Agent for Mr. J. W. W. Stewart,

o

CO

GO

>

O

m

z

H

W

Z

3

m

E 3

m ft

ft

o

o

z

2

3

z

H

>

r

Mr. Ceo. R. Hamilton, of London, Ont., writes : “ I have succeeded in securing ano-
ther Bank Manager as representative, and hope to get some good business through his
influence in the near future.” Mr. Hamilton has a number of Bank Managers work-
ing for him with almost uniform success. We have several times tried to impress
upon our district representatives the advisibility of securing Bank Managers as local
agents, and take this opportunity of again bringing the matter to their attention.

Mr. A. H. Fair, of Halifax, has associated with the Nova Scotia staff Mr. J. C
Gass, of Shubenacadia, F. A. Verge, of Halifax, and Mr. Geo. R. Smith, of London
derry. These gentlemen are accorded a hearty welcome.

Mr. H. A. Raney, of Kingston, a recent addition to The Imperial’s staff, ii
proving himself a veteran producer.

N[APER/44 .

x AGENTS NEWS ^

Ycl. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. i.

Hon. Sir Oliver Mowat, K C., LL P , G.C.M.G

Lieute7iant-Governor of Ontario.

President, The Imperial Life Assurance Company of Canada.

Upon the ist Vice-President, Mr. A. E. Ames, announcing, at a Meeting of
the Board of Directors, held on the 20th April, the death of the Company’s
President, the following resolution was unanimously adopted :

Moved by Hon. S. C. Wood, seconded by Mr. A. E. Kemp, M.P.

“That it is with feelings of sincere regret and sorrow that the Board receives
the announcement of the death of the Hon. Sir Oliver Mowat, who, since the
organization of the Company, has been its President.

“ Sir Oliver took a deep and an earnest interest in the Company’s welfare,
and when not prevented by state duties or illness, was present at its meetings.
His kindly and courteous manner greatly endeared him to his colleagues ;
his excellent advice and sagacious counsel were always pregnant with that
which was in the Company’s best interests, while the high esteem and regard
commanded throughout the Dominion, by his uprightness of character and
faithfulness to trust, proved a tower of strength to the institution over which
he presided.”

SIR OLIVER MOWAT, K.C., LL D., G.C.M.G.

In the death of Sir Oliver Mowat, Canada has lost one of her noblest and best
citizens, Ontario her grandest statesman, and the Imperial Life its greatly honored
and revered president.

Sketch of His Career.

Sir Oliver was born in Kingston, Ontario, 22nd July, 1820. He came of Scotch
Presbyterian stock, being one of the Mowats of Bucholie, Caithness-shire, the owners
and restorers of the ancient Viking Castle in Scotland. His father, John Mowat,
was one of Wellington’s veterans in the Peninsular War, and came to Canada in 1816.
Sir Oliver was educated at the old Kingston Grammar School, and was a schoolmate
of the late Sir John A. Macdonald. He entered Mr. Macdonald’s office and commenced
to study law in 1837, remaining there four years ; completed his studies in
Toronto and was called to the bar in 1841 at 21 years of age; practiced for a short
time in Kingston, then followed his profession in Toronto. In 1846 he married Jane,
second daughter of the late John Ewart of Toronto. Mr. Mowat was regarded as the
leader of the Chancery Bar, many of the cases which he argued being still quoted as
authorities on subjects of equity jurisprudence. In 1856 he was made a Queen’s
Counsel, and shortly afterwards became a Bencher of the Law Society. From 1856
to 1859 he served on a special committee to consolidate the public general statutes of
Canada and Upper Canada respectively, and later was appointed a Commissioner for
the consolidation of the Statutes of Ontario. In 1857 he was elected an alderman
of the City of Toronto, and the following year was returned as Member of Parliament
for South Ontario, and continued to represent that constituency until 1864. On the
defeat of the. Macdonald-Cartier Government in 1858, he entered the new Cabinet
formed by Messrs. Brown and Dorion, as Provincial Secretary. In 1863 he became
Postmaster General in the Sandfield Macdonald Administration, while in the follow
ing year he was one of those chosen to enter the Coalition Government of Sir E. P.
Ti^phe, as one of the representatives of the Liberal Party of Upper Canada, his
associates being Hon. Geo. Brown and Hon. Wm. Macdougall. This was for the
purpose of bringing on the union of the Provinces of British North America. He was
known as one of the Fathers of Confederation, having been a member of the Union
Conference in Quebec in 1864, and having materially assisted in the preparation of the
constitution under which Canada is now governed.

In 1864 he became a Vice-Chancellor of Ontario; in 1872 he was called from
the Bench by the then Lieutenant-Governor, to succeed Hon. Edward Blake as
Premier of Ontario, occupying at the same time the offices of Attorney-General, and
President of the Council. He continuously held the Premiership until 1896, — 24
years, — the longest continuous term of office as Premier ever accorded to any public
man by the people of any province, colony or division of the British Empire.

One of Sir Oliver’s greatest battles was to maintain the integrity of Provincial
rights. To do this he had to combat Sir John A. Macdonald, who, although he ac-
cepted confederation readily enough, once that was accomplished his efforts were
turned toward denuding the Provinces of their powers and vesting them in the cen-
tral Government. Appeals in this connection were taken to the Privy Council, where
the contention of the Province was successively upheld in the following well-known
cases : — the insurance case, the escheats case, rivers and streams case, liquor license
case, boundary award, Indian titles case and the fisheries question.

in 1896 he left provincial politics, and greatly assisted Sir Wilfred Laurier in
carrying the Dominion elections. In the Laurier Government he was appointed
Minister of Justice. The following year, 1897, he was appointed Lieutenant-Governor
of Ontario, Honorary President of the Canadian Bar Association, and President of
The Imperial Life Assurance Company of Canada.

2

Sir Oliver has held many positions of honor and trust, and received numerous
recognitions of his fidelity and worth. He was President of the Canadian Institute of
the Evangelical Alliance of Ontario ; Vice-President of the Upper Canada Bible
Society. In 1872 Queens conferred the degree of LL.D. upon him and in 1899
Toronto University did likewise. He was Presiding Officer of the Quebec Inter-
Provincial Conference in 1887 : in 1893 Chairman of the Ottawa Reform Convention.
In 1892 the late Queen created him a Knight Commander of the most distinguished
Order of St. Michael and St. George; in 1897 he was promoted to be a Knight Grand
Cross of the same Order.

Some Tributes to Sir Oliver,

Sir Wilfred Lanrier.

“Brown had conceived the idea of Confederation; Macdonald had brought
it to effect; but Mowat had given it its character. * * * He had had a remarkably
successful careeer. Like Wellington, he had seldom met reverse and never lost a
battle.”

Hon. _ G W. Ross.

“And lastly, I shall say of this distinguished statesman that he was con-
spicuous to those who knew him intimately as a man of exceeding great
strength of character. Under that mild exterior there was the force of a giant. That
soft and gentle grip of the hand at times was a grip of steel. That smile, scarcely
ever absent, sometimes covered a resolute heart, filled, always filled, when required, with
determination and courage. He could ridicule without malice, as we know; he could
argue without resentment. There was no phase of character which he could not
represent in its best form. His patience under trial was far above the ordinary, and
above all, and over all, there was that conscious devotion to duty which never forsook
him, whether it was in dealing with private legislation, or whether it was when leading
his followers. The party has lost a great leader, the country has lost a great man.
While the history of this country is read, while the institutions of our country are
being studied in the formative character, there is no doubt in my mind that the work
which he did and the place which he filled will for many years to come be considered
as one of the most important places filled by any Canadian. His strength was in his
sincerity. As it was said of Sir Galahad : “ His strength was as the strength of ten,

because his heart was pure.”

R. L. Borden, M.P.

“ His success had been the greater because he had left behind him an honor-
able name, absolutely unstained.”

Chancellor Boyd.

“ He was first in point of noble character and genuine personal worth He
had profound conviction of truth, in its deepest and highest aspects, and
by virtue of these his course was shaped. * * * He did his duty thoroughly, he
served his country faithfully, and he leaves the record of an upright life.”

Judge Winchester.

“Sir Oliver was an able and a loveable man, and held the confidence
of the people more than any public man the country has yet produced.
* * * He was always a zealous, conscientious worker, and his life is an example to
every young man of to-day.”

Chief Justice Moss.

“We knew him as a lawyer and a judge, and his judgments still remain to help
his brothers of the benches, the lawyer and the student, while the result of his lifes
work is in itself a tribute to his memory.”

3

Mr. Justice Britton.

“A man of scholarly attainments, a faithful friend, a Christian gentleman; Canada
mourns the loss by his removal, but Canada is much richer and better by his life,
and especially by his having been granted a life full of years and in full possession
of all his faculties.’'

Judge Hodgins.

“He was always straightforward and fair-minded, and I have known him when he
was a politician and I was a politician, to refuse a policy he felt that would not be in
the public interests, and therefore in the propositions that he brought forward I felt
all the stronger confidence in his leadership, as he was during the whole time of my
service in parliament my leader.”

Principal Caven.

“ All knew that he was conscientious and faithful in the discharge of duty, and
that he would not do injustice either to those who acted with him or to those whose
party allegiance was different from his. His sense of right he must consult first of
all, and by this must he be guided. In this determination to do what he deemed
right he will ever be ranked with such men as Robert Baldwin and Alexander
Mackenzie.”

Chief Justice Sir Elzer Taschereau,
of the Supreme Court of Canada.

“He was a model in private, as in public life. Not a blemish will be found in his
long career by those whose duty it will be to transmit the history of it to posterity.”

The News, Toronto.

“A remarkable career has closed in the death of Sir Oliver Mowat. For nearly
half a century he had a conspicuous place in the public life of the country. In its
unbroken success his career has no parallel in British history. He had an intimate
acquaintance with the details of every question discussed, and every measure sub-
mitted to the Assembly, and was seldom forced to retreat from any position he had
once deliberately occupied.”

The Star, Toronto.

“The great secret of Sir Oliver Mowat’s success was his efficiency. He was a hard
worker, careful and cautious, and he treated every man he met with the utmost
consideration.”

The Mail and Empire, Toronto.

“Loyal to the core, cautious and conservative in his administration, convincing on
the platform and honorable in all walks of life, Sir Oliver was a forceful and attractive
leader. His work speaks for him, and he leaves us, to be numbered among the great
men Canada has known.”

The Globe, Toronto.

“But greater than his services to law reform, more important than his contribution
to legislation, more enduring than his achievements in constitutional government, the
life and example of Sir Oliver Mowat have been a power making for the elevation and
the clarifying of political morality. Mr. Mowat had a quenchless enthusiasm, an in-
tegrity of character nothing could corrupt, and a capacity for service no task
could appal.”

4

X^VPERI44

v AGENTS NEWS ^

Vcl. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 15

THE MAY CAMPAIGN.

* • ■

$500,000 FOR MAY.

Every Imperialite is counted upon to do his very best to
make May a $500,000 month.

April was an “off” month with our agency force. Perhaps the advent of
Spring spread a listlessness over our representatives — robbed them of some of
the energy that was so markedly evident during March, In any event, April
business showed a decided “falling off” compared with previous months
this year.

While this was extremely disappointing, we feel that there is nothing to
be gained in “crying over spilt milk.” If April did not show up well, the
only remedy is to make it up in May.

In many respects, the May, 1903, campaign should be one of the great-
est of the whole year. The agricultural outlook is excellent ; business is even
more flourishing than anticipated, and everything points to a realization of
the expected continuation of the “ good times.”

Be sure that you reap your share. Don’t sit down and hope for the best.
Get out and hustle. Make success come to you. It is bound to come
through hard and conscientious work.

Don’t sit down and dream about what you are going to do, but get out
and approach any business man in your community who is respectable ;
get his attention, get an audience, and then go in and get his application,

V- ■ .-7- ■ ==J

Life Assurance in Canada in 1902.

Assets of Canadian Life Assurance Companies.

(i Government Repoi't^ ipoj, page j6).

The following table, deduced from the Abstract of Government Reports for the
year 1902, gives the percentage of assets of each company invested in the different
classes of securities : —

Company.

Real

Estate

Loans

on

Real

Estate

Loans

on

Colla-

terals

Policy

Loans

Stocks,

Bonds

and

Debentures

Cash

Agents’

Balanc’s

Due

and

Accrued

Interest

Outsta’d’g

and

Deferred

Premiums.

Other

Assets

Canada

6.17

14 06

9.9I

II.56

53-34

I.65

None

I.24

2.0 7

None

Confederation . ,

16.45

39- 89

i. or

IO.93

25 64

I.36

None

I.56

298

.18

Continental

None

J2.96

None

.04

57-34

I5-36

.92

•77

8-33

4 28

Crown

None

None

None

None

55-96

l6.2I

9 7i

None

16.44

1.68

Dominion

None

64.91

None

3.16

24 43

.58

•15

2-34

4.29

.14

Excelsior

2 62

69. 29

•05

5 *2

9-43

i-73

1. 00

1.62

7 42

1 72

Federal

3-87

40.41

2.78

14.19

22.60

6.62

.36

r.25

7-53

•39

Great West

None

77.14

.06

5-39

7-32

•43

•32

2.21

6.64

•47

Home ,

22.70

8. 12

•33

35- 16

13 9i

6.88

2. 16

5 3<

4 82

•57

Imperial

None

29.09

.26

1.62

51 77

6.05

None

.99

9.64

.68

London

•43

77.40

.90

4.67

1 1. 00

•25

None

2.69

2.28

.38

Manufacturers

1.05

22 c6

5.85

7.46

55.28

1.72

•13

i-35

4.90

.20

Mutual, of Canada..

1.02

46. *9

. 1 1

1 1.04

35-55

-45

003

1.847

3-49

None

National

None

None

None

.62

7i 45

8.38

3-45

•37

15 24

• 49

North American

8.07

2 1. 36

7.02

6.26

50.62

1 78

None

.76

3-97

.16

Northern

None

33-17

None

.60

44 68

4.06

4.87

-73

10 50.

1.39

Royal Victoria

None

None

21. c6

1.46

56.92

5-76

2 89

.27

10 29

1-35

Sun

8 89

21.99

1.26

8.04

53-71

1.89

None

1 49

2 44

•29

Union

None

None

4-74

.08

50 36

23.35

5.69

.86

•96

13 96

Average for all

6.77

26.69

4.89

9-58

45- 1 1

1 91

• 1 2

1.42

3-29

.22

Companies

A study of this table in conjunction with the 1st Vice-President’s rema
regarding The Imperial’s assets contained in the last Annual Report, will be of
terest. Note particularly the following :

1 — The Imperial owns no “Real Estate” acquired by foreclosure of mortgage
or otherwise. It is an asset that a life company endeavors to avoid, inasmuch
as the return is usually very small.

2 — “ Loans on Real Estate ;’ is an asset looked upon with great favor when a
good margin of security is held. The Imperial has loaned on the average
only 36% of the value of the properties mortgaged.

3— “ Loans on Collaterals” and “ Loans on Policies.” The security held com-
prises Bank Stocks and the Company’s policies, the total value of which is
over 250% of the amount loaned.

4 — “ Stocks, Bonds and Debentures,” composed mainly of Government and
Municipal bonds and debentures and Bank stocks, is a class of asset which
is generally admitted to be one of the best, so far as security is concerned. In
the case of The Imperial the market value of this asset is considerably greater
than the value at which it is held. It will be noted that over one-half the
Imperial’s funds are thus invested.

2

5 — “Cash on Hand and in Banks,”— an unquestionable asset.

6 — “Agents’ Balances” — an asset which has been rigorously excluded from the
Imperial’s balance sheet. This asset is universally admitted to be of a very
doubtful character.

7 — “Interest and Rents due and accrued.” It will he noted in the ist Vice-
President’s remarks that a large part of the interest due was paid shortly after
the close of the year, leaving the amount outstanding less than of one per
cent, of the Company’s assets. The smallness of this amount is one of the
strongest evidences of the sterling character of The Imperial’s assets.

At the last Annual Meeting, Mr. Ames said : “ In concluding this review of
assets, I am able to say, unreservedly, that there is not a single investment which is
•causing the Directors the slightest anxiety.”'

The average rate of interest earned by The Imperial in 1902 was 5.92%.
Probably this was not exceeded by more than one life company — Canadian,
British or. American. Absolute security first, with due regard for profitable
return, has always been the policy of the management.

The Imperial Life— Its Past, Present and Future ( Continued )

9. Present — The steps taken to securely and thoroughly establish the Company,
viz., Substantial Capital; Influential Directorate; Largest Government Deposit; Strong
Reserves ; Attractive Plans ; Adequate Premiums ; and a Proper Policy Contract,
could hardly have failed to meet with material success. The foundations laid so
well, so deep and so strong, were worthy of a noble edifice. That the structure thus
far reared has been, in some measures at least, in keeping with the ideal, is evidenced
by the results accomplished and reported at successive intervals to your Directors
and to the Government, as follows : —

Year.
Jan. 1st.

Gross

Premium

Income.

Interest
Income, etc.,
from

Investments

Total

Income.

Reserves.

Assets.

Total Assurance
in Force.

1899

$169,288

$12,464

$181,752

$180,761

$677,062

$4,169,125

I9OO

3r7>758

24.9W6

342,664

434,112

93°’443

7,142,625

1901

31:9, 86°

36,273

356,133

597,4S8

i ,102,092

9, 226, 35°

1902

395’T7°

53’5°2

448,672

798,785

1,344.128

11,236,700

1903

482.326

81,178

563’5°4

1,102,531

T, 660, 777

14,037,444

The foundation work was undoubtedly skilfully and ably planned and
laid, but with equal skill and care has the edifice continued to be erected, and to no
one more than to you, gentlemen, faithful, loyal and persevering builders, and to
many who are not with us to-day — is credit due for the results accomplished. In this
connection it is gratifying to note that the new business for the first three months of
1903 shows an increase of 2 5% over the business for the first three months of last
year and the increase in the other departments has been proportionate. If this rate
of increase is maintained, 1903 will be by far the most successful year in the history
of the Company.

3

Large Insurances.

Two million dollars is now the insurance value placed upon the life of L. Rod
man Wanamaker, son of that merchant prince, John Wanamaker. This makes him
probably the most heavily insured man in the world, barring King Edward VII. Mr,
Wanamaker, Sr., is close behind with $1,500,000 and John M. Mack has $1,250,000
of which $1,000,000 was recently placed. — Insurance Press .

A Good Policy.

Mr. A. McH. Shaw, Provincial Manager at St. John, N.B. was successful in securing,
with some assistance from Mr. W. A. Gibson, of Fredericton, a $40,000 application
during April on the life of a prominent lumber merchant in New Brunswick. This
is the kind of business that builds up an agency. Congratulations, Mr. Shaw, upon
securing the largest application for the month.

m

>

o

w

z

H

C0

2

H

k

CO

H

o

5c

O

Z

H

O

5*

>

•<

vO

o

2

c

o

o

z

o

z

H

>

r

Restored Policies.

It is most gratifying to the Company, and must be to the Agent, to have a ter-
minated policy revived, and we are pleased to record below the success of our
representatives for April.

Unremitting observation and study of the reasons for and causes of lapses in your
territory, should furnish you with ammunition which, properly used, will ultimate-
ly bring success to your efforts to keep down your lapse ratio.

See that your name appears among the successful agents for May.

April— 1903.

Amt. of Policies No of times on

Agency. Revived. Rank. Premiums. Rank. Honor Roll.

Winnipeg 9,000 1 274.90 1 4

Vancouver 6,000 2 197.50 2 2

Ottawa 3,000 3 99 45 3 2

London 3,000 3 88 65 4 3

Brighton ... 1,000 5 29.60 5 1

St. John. 1,000 5 29.45 6 3

Head Office 1 ooo 5 2/3 qo 7 4

\N\PERI44

^\\v ©sn-i®©

x AGENTS NEWS ^

Vcl. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 16

It is my confident belief that nothing will tend so much to make May yield
$500,000 as combined effort — steady, persistent, concentrated effort— on the
part of every Imperialite. If every representative of the Company will make a
conscientious strike during May, I can see no reason why $500,000 should
not be ours. — T. B.

Hard Strikers for April, 19 0 3.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

(1) Joint business will be credited one -half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

No of
times on

Applications.

Rank.

Premiums. Rank. Honor !

A. MeN. Shaw, St. John, N. B . .

I

L773 35 1

2

S. P. Saunders, West Indies

2

1,242.85 2

3

J. P. Beaudoin, Montreal, Que. . .

3

1,045-70 3

4

A. H. Fair, Halifax, N.S

4

759.80 4

3

J. S. Wallace, Winnipeg, Man . . .

5

386.55 7

2

Messrs. Stauf & Pattullo, Dawson, Y.T. 10,000

6

410.75 6

3

J. Cawley, Brockville, Ont

7

2 10.25 IO

4

H. P. Lindsay, Peterboro, Ont . . .

7

201.40 II

2

J. H. Macabe, Toronto, Ont. . . .

7

422.40 5

4

Rev. A. W. Ross, Portage La Prairie, Man., 7,000

7

294.40 8

4

H. S. Rosevear, Port Hope, Ont

11

169.85 14

1

H. L. Grant, Woodstock, N B. . .

1 1

170.05 13

1

H. B. Andrews, Toronto, Ont

• 5>5°°

13

132.20 16

2

A. S. Hood, Halifax, N.S

5'5°°

13

195.90 12

1

J. F. Gauvreau, Quebec, Que

5>ooo

i5

142 00 15

2

D. H. Booth, Guelph, Ont

i5

227-35 9

1

Standing of the Agencies for April, 1903.

1 — St. John, N.B.

Toronto, “ City.’1

>

Newfoundland.

2 — Montreal, Que. 9-

-Kingston, Ont.

Port Elgin, Ont.

3 — West Indies. 10—

-Port Hope, Ont.

Toronto, “ K

Halifax, N.S.

Brighton, Ont.

Toronto, “ L.”

4 — Vancouver, B.C. 11 —

-Regina, N.W.T.

York, Ont.

5 — Winnipeg, Man.

Toronto, “ A.”

15 — Brandon, Man.

6 — London, Ont. 12—

-St. Catharines, Ont.

Hamilton, Ont.

Peterboro, Ont.

Guelph, Ont.

Waterloo, Ont.

Head Office. 1 3—

-Victoria, B.C.

16 — Durham, Ont.

7 — Ottawa, Ont. 14—

-Belleville, Ont.

Toronto, “ B. 7

8 — Brockville, Ont. Collingwood, Ont.

The Imperial Life— Its Past, Present and Future ( Continued )

10 — Results . Comparisons are, of course, out of place when used for the pur-
pose of belittling a competitor, but when employed for the purpose of instruction
they are useful. They are now introduced for the latter purpose only.

The following table gives the time in its history when each of the following six
companies, being the oldest and largest, had the following items equal to The
Imperiars figures as at 31st Dec., 1902. They are referred to by number in order
that no offence may be given.

2

ilni )JA : , A ' t ' '■

Premium Assets Assurance

Income. in force.

Number

I.

between years

3°~

-31

(not available)

29—30

tt

2.

u

J5-

— 16

14 — 15

14— 15

«(

3-

((

21-

—22

19 — 20

20 — 21

(«

4-

cc

II-

—12

i I — 12

1 1 — 12

<(

5-

f(

13-

-14

1 I— 12

12 — 13

u

6.

a

18-

-19

17—18

18 — 19

Comparisons have been instituted with 6 companies only; there are several others the
Imperial’s senior according to age, but not according to results.

In considering these figures we must not overlook the fact that conditions years
ago were entirely different from what they are to-day; but taking this into consideration,
it is perhaps very doubtful, even if the conditions had then been what they are now,
whether any one of the companies named would have exceeded The Imperial’s record.
Perhaps this may appear a remarkable statement to make, but let us see what basis
there is for it. The Imperial issued its first policy in October, 1897, and at the close
of 1902 had been in existence 5 years and 3 months. Shortly before The Imperial
commenced, two other life assurance companies were established, and since that
date three other life companies have come into the field, as follows :

Company No. 1,

commenced

9 months before

The Imperial.

“ No. 2,

<1

i month “

<<

No. 3,

(<

1 year and 9 months after

<(

“ No. 4,

u

2 years and 1 month .

<(

“ No. 5,

it

3 years and 1 1 months “

<«

Lqt us mass the results of these five companies, and compare them with the results
of The Imperial’s operations :

THE IMPERIAL.

FIVE COMPANIES.

1 — One management ; one organization ;
one expense of management.

Five managements ; five organizations ;
five expenses of management.

2 — Period of existence at end of 1902 —
5 years and 3 months.

Total period of existence at end of 1902
— 19 years and 5 months.

3 — Premium income in 1902 — $482,326.

Total premium income in 1902, $468 841

4 — Interest income in tqo2-^-$7i,952.

Total interest income in 1902 — $24,-263.

5 — Amount of assurance in force at end
of 1902, $14,037,444.

Total amount of assurance in force at end
of 1902, $14,118,750.

6 — Assets at end of 1902 — $1,660,777.

Total assets at end of 1902, $1,203,581.

7 — Policy reserves at end of 1902 —
$1,102,531.

Total policy reserves at end of 1902 —
$753>4i6.

8— Net surplus at end of 1902, including
special reserve for suspended mortal-
i‘y. $95,553-

Total impairment of capital at end of
1902, $305,248.

,3

Sparks

St. sJohn Agency managed to make the running too fast for Montreal during
April, and ousted that agency from the leadership for the first time this year. The
results of Mr. Shaw’s personal efforts were largely responsible for this, as he also leads
the Honor Roll by a goodly margin.

Mr. S. P. Saunders, of the West indies, had a good April. He paid a visit to the
Head Office this week, and says that prospects for business were never better.

Only Sixteen Names on the Honor Roll this month. What is the matter ?

m

CD

x»

SO

S3.

(M

C/>

CD

>

o

M

Z

H

to

Z

w

k

to

« 3
£

O

O

z

*1

o

Pi

z

H

1-4

>

r

Mr. R. W. Day, our local representative at Nelson, has taken charge of northern
Alberta for the Company, with headquarters at Edmonton. Mr. Day has secured
some large policies for The Imperial in the past, and we expect that he will make a
decided success of our work at Edmonton.

Mr. J. C. Gass, of Shubenacadia, N.S., is proving himself a regular Imperialite. We
anticipate a high position on the Honor Roll for May, Mr. Gass.

Mr. Horaco Mansell has taken up our work at Ottawa, and if his first results are
any indication, Mr. Wickware has secured a valuable lieutenant.

x^PERI44

mm

*•//>

AGENTS NEWS

Vcl. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 17

STRIKE TOGETHER

The May business thus far shows an increase over the business for the same period of
May, 1902 — not a very great increase — but still the applications are coming in fairly
well. Representatives whom we did not hear from at all during April have taken a strong
hand in the May campaign and Imperialites ail over the field have realized that

S T R I K E " T Q G E T" H b“"r

is a motto for success. ^ In making $500,000 our aim for May, we felt there was every
prospect for success. A number of our representatives had indicated a most hopeful out-
look— many of our veteran producers met with reverses in April and consequently they
could, in our opinion, be relied upon to make up the deficiency in May, and in taking

STRIKE T O G E T~"H E ~~R

for the watchword, it was felt that every Imperialite would “ buckle on his armour” and
go forth determined to have some share in the campaign. ^ Have you personally,
taken a hand in the May campaign ? Have you struck the indicator this month ?
We count upon you, Mr. Imperialite, to take your share of the work during
the present month, as undoubtedly the greatest results will be obtained if we

STRIKE ’TOGE T”~H E R

I

The Imperial Life— Its Past, Present and Future. ( Continued)

ii — The Future. Just a word about the future. With such a past and such
attainments, the future of The Imperial Life is not only assured, but the Company
gives promise of being one of the great financial institutions of Canada. With all the
prospective and real advantages before us, and with the experience of what has been
accomplished under favorable conditions by life insurance institutions, coupled with
an earnest determination on the part of each person associated with the Company to
make The Imperial Life, not simply one of the Canadian companies, but THE LIFE
ASSURANCE COMPANY OF CANADA, I know of no reason why you and I
may not be here to see this an accomplished fact. This is what we confidently be-
lieve the future has in store for us — let us make it our goal.

Possessed Fortunes— Died Penniless.

A report from New York states that Col. Asa Philip Stanford, who died during
the past week, died penniless and in want. Col. Stanford was a brother of the late
multi-millionaire, Leland Stanford, of California, who left him at his death a legacy
of $100,000 — $80,000 of which was used to pay old debts. He is survived by a
widow.

Col. Stanford was at one time president of the Central Pacific Railroad, and has
made and lost several fortunes during his career. During old age — being 82 years
old when he died — he was reduced to poverty and felt bitterly the hardships of the
^ack of provision for such a time.

What a lesson for the life insurance solicitor ! Had this man been persuaded,
or been possessor of the sense of duty which warns a man to provide in the days of
plenty for future emergencies, how much better and happier his declining years would
have been spent! Men suddenly becoming possessors of a great amount of wealth
are apt to picture their future pathway as being strewn with roses, not stopping to re-
alize that it is much easier to fritter a fortune away than it is to accumulate one.

The purchase of an annuity would insure a permanent income for life and there-
by ward off the possibility of want in old age. A short term endowment would have
afforded a bright spot in the closing days of the life referred to, whilst a paid-up
policy would have proved a boon to the widow, who is probably now left in destitute
circumstances.

There is no use, however, in dwelling upon this particular case. There are hun-
dreds and thousands to-day following the same pathway, a larger number on a
smaller scale. There is a risk attached to every life. Some one carries it. If it is
not insured, then the wife and children are carrying the risk of the bread winner, and
some day, sooner or later, may be called upon to make good that which he failed to
do. No doubt if he could but look upon the picture at such a time, his face
would blush with shame at the indignities and hardships which he had subjected his
family to all through selfishness and indifference.

Such occurrences should, we think, spur the life underwriter on to greater efforts
and achievements, inasmuch as there could be nothing nobler or more praiseworthy
than saving a man from falling into such an awful position. — Insurance World.

2

Prominent Policyholders.

We are pleased to give in this issue of the News a further list of prominent
policyholders who have taken out policies since the date of our last publication*
March 2nd, 1903. The length of the list; the representative names contained there-
in ; and the size of the policies indicate both the high regard of the Canadian public
for The Imperial Life, and the splendid producing power of Imperial representatives.

Allan R. Macdonnell

Roch Lanctot

John F. Uren .

Thomas J. Walsh

Louis J. Belleau

Hon. Walter H. Montague

Alfred E. Smith ....

Charles C. Cbataway

M. J. G. d’Aigneaux

Alexander G. Hesslein . . .

Robert Gass

Arthur Simard

Frank L. Patten

Lawrence A. Cannon

John S> Willison

Alexander McNeil

Richard Roediger

Percy E. McMillan

John Delcommun ........

F. G. Hildige-Johnson

Stephen R. Mendes

Geo. S. Martin

Rev. James A. Macdonald , .
Clarence C. Farquharson. . .

Meier M. L^eiser

Richard V. Winch

Frederick G. Soper

Ralph H. Torrey

Aubrey D Smith .........

Cyril B. Smith

Henley C. R. Edwards

George Mather

Percy A. Crump . .

Joseph T. Donohue. ......

Joseph T. Dew

Alexander E. Wheeler )

George Wheeler j

John R. McConnell

Frank J. Hemen

Alcide Gourdeau

Herve N. Gourdeau

M. M. H. Boucher .

Alfred C. Pye

Hogard B. Bristol

L. J. Codere J

F. X. E. Codere [ ..

J. Mass6 )

, Contractor Montreal, Que $10,000

Merchant St. Constant, Que... 5,000

Physician Toronto, Ont 5,000

.Merchant ... .Halifax, N.S 6,000-

, Merchant Quebee, Que 10,000

Toronto, Ont . . 10,000,

Dry Goods Merchant . .Halifax, N.S io,oco

Director of Surveys. . .Dawson, Y.T 10,000

Manager, Fur Co Quebec, Que . 10,000

Halifax, N.S 5,000

Lumber Merchant . . Shubenacadia, N.S. . 10,000

Student Quebec, Que ... .... 5,000

, Manufacturer Hebron, N.S 5, 000

. Barrister Quebec, Que 10,000

.Editor, Toronto News, Toronto, Ont 6,000

. Barrister Halifax, N.S. . io,oco

. Newspaper Manager.. .Dawson, Y.T. 6,000

.Commercial Traveller.. Toronto, Ont 5,000

. Mine Owner Dawson, Y T , 5,000

.Gentleman Victoria, B.C 10,000

.Merchant St. Johns. Antigua... 10,000

. Dental Surgeon Toronto Junction . . . 5,000

. Editor Toronto Globe . Toronto, Ont 10,000

, Accountant Savanna-la-Mar, Ja . . 5,000

.Merchant Victoria, B.C 5,000

Financier. Vancouver, B.C 5, 000

Traveller Toronto, Ont 5,000

Stenographer Dawson, Y.T 5,000

.Student. .Londonderry, N.S. . 5,000

. Clerk Londonderry, N.S. . . 5.000

. Real Estate Agent .... Winnipeg, Man 5,000

. Grain Merchant Peterboro, Ont 5,000

. Banker Winnipeg, Man ..... 5,000

. Dry-Goods Merchant.. Quebec, Que , 5,000

.Mechanical Engineer . .St. Johns, Antigua. . . 5,000

Merchants Toronto, Ont

Lumber Merchant... .Marysville, N.B.

5,000

. 40,000

Newspaper Manager .. Dawson, Y.T 5,000

Manufacturer Quebec, Que 10,000

Manufacturer. . . Quebec, Que 10,000

Merchant Montreal, Que 5,000

Agent, Imperial Life . ..Arnprior, Ont 5,000

Merchant. Picton, Ont 5,000

Merchants Sherbrooke, Que .... 25,000

0

THE IMPERIAL LIFE ASSURANCE
COMPANY of Canada

ONE MINUTE TAKEN IN SIGNING AN APPLICATION

for a life assurance policy may save your family from a
whole life time of want and misery. If you take out an
Imperial Endowment Policy in The Imperial Life Assurance
Company of Canada it will, in addition, provide for your
old age. Full particulars furnished upon application to

J. B. COOKE, District Manager, Kingston, Ont.

>

0

m

z

H

03

S 3

2 u

Z

k

GO

MSI

INVESTING IN AN IMPERIAL INCOME BOND

is like buying a Government bond on easy payments —
only better — for an Imperial Income Bond not only pro-
vides for the future if you live, but affords immediate
protection to your family if you die. For full particulars

write to The Imperial Life Assurance Company of Canada.

J. S. WALLACE, Provincial Manager, Winnipeg, Man.

CONFIDENTIAL

\NVPERI44 ,

^\S v //:a>

x AQENT5 NEWS ^

Vcl. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 18

Faith in their own Structure.

An Absolute Essential to Success.

The following list contains 145 names of Imperial Directors, Officers and Repre-
sentatives who carry policies with the Company. They have proved by their own
actions that they have unbounded faith in their own structure.

While the list is an extremely representative one, there are a number of insurable
Imperialites whose names do not appear. This should be rectified immediately and,
in an amended list to be published shortly, it is expected that every insurable

Imperialites name will appear.

One Imperialite was asked the other day how much insurance he carried with
the Company himself. He was obliged to confess that he “hadn’t got around to
taking any, but intended to take a large policy before long.” Could that man reason-
ably expect others to insure at his solicitation, could he expect to show them the folly
of procrastination, when his own actions were diametrically opposed to his reasoning?

A. E. Ames President ....

F. G. Cox Vice-President . .

T. Bradshaw Vice-President . .

A. E. Kemp Director

Wm. Mackenzie “

Dr. F. R. Eccles “

S. J. Moore “

W. Y. Soper “

J. J. Kenny “

C. D. Massey “

J. O. McCarthy Superintendent . .

H. Sutherland Agency Director.

J. K. Pickett Assistant Secretary

G. 0.. Moore Assistant Actuary .

I

.Toronto, Ont
.Toronto, Ont.
. Toronto, Ont.
.Toronto, Ont
.Toronto, Ont.
. London, Ont.
.Toronto, Ont
. Ottawa, Ont
.Toronto, Ont.
Toronto, Ont.
.Toronto, Ont.
.Toronto, Ont
.Toronto, Ont.
. Toronto, Ont

W. G. Reburn .......

H. W. McLean, B.A . . .

u

J. B. Hall

4 (

W. C. Gall

<(

Allgeier, F. G

Andrews, H. B

(<

Armstrong, W. C

<(

Babb, T. C

44

Badham, D. deL

Baker, R. H . . . , ,

<.

Beaudoin, J. P

<<

Bellew, H. C

u

Benson, W. J

t(

Bignell, W. A

(C

Bogart, F. C

44

Boisseau, R. E

44

Bowles, F. H. A

44

Brown, A. A

44

Brown, H . . . .

41

Bradshaw, R. A

44

Cochrane, Miss M. F. .

44

Courtice, L. T

44

Cooper, S. C

44

Chandler, E. W

44

Cawley, T

“

Curry, J. M . . .

44

Amherst, N.S.

Cooke, J. B

<(

Carling, j. P . . .

K

Darrell, R

a

Depocas, E

14

Davidson, R. D

44

Davison, F. I

44

Euteneier, H

44

Ewart, W. M

u

Elliott, A. B

((

Edwards, J

((

Fieldhouse, H. V

44

Flatt, S. F

i4

Fair, A. H

iC

Halifax, N.S.

Foster, T. H . .

u

Galbraith, S

it

Gerow, J. L.

4 4

Gowler, A .... .

“

Gibson, G. H. D

“

German, VV. J

44

Grover, T. M

44

Grant, H. L

44

Gibson, W. A

44

Fredericton, N.B.

Gould, W. W.

“

Grise, F. S . .

((

Gray, R. M

44

Gass, J. C

44

Graham, R. S

“

Gillen, T. A

. . “

2

Hockley, R ... Representative

Hall, E. R. B

Honeywell, D

Hamer, T. A

Hedley, H

Hanington, C. L

Hall, R

Huston, W. I k<

Hood. A. S

Hamilton, Geo. R

Jonas, C. M **

Johnson, E

Jackson, J. A l-

Kerr, W. E

Keough, T. H.

Luxton, N. K

Lowrey, Dr. D

Lasalle, W “

McLam, C. T

McNaughton, D.A “

McCuaig, }. E “

McCallum, W. A tC

McRae, J. “

Morgan, H. H “

Marshall, L. J. B

Mackenzie, K. A “

Mansell, H

Marrow, W. G **

Mann, J “

Marrs, Dr. W. H

Morrison, M. V “

Macabe, J. H “

Macgowan, L “

Morton, E. T “

Mair, J

Mills, W. D

Miller, H. H

Martin, A. R

Miller, ES

Mancini, J. L “

Noble, T. J .

Olivier, J. D

Pattullo, T. D. u

Pearson, C. W. R *•

Pye, A, C . . . .

Parker, C. E “

Primeau, J. B “

Ross, Rev. A. W . •“

Richardson, W, I u

Rainey, C. E ... “

Stewart, J. W. W “

Stauf, E .......

Stephens, W. C ... - - w

Edmonton, Alta.

Solsgirth, Man.

Carman, Man.

Aurora, Ont.

Carievale, Assa.

Dorchester, N.B.

Brandon, Man.

. . Ayton, Ont.

Halifax, N.S.

London, Ont.

Lucea, Ja.

Montreal, Que.

Gananoque, Ont

Toronto, Ont.

............ Toronto, Ont

Banff, Alta.

Toronto, Ont

Joliette, Que.

Acton, Ont

. Pinch, Ont

Ottawa, Ont.

Port Arthur, Ont.

Van Anda, B.C.

Wetaskiwin, Alta.

Miniota, Man.

..... . Weston, Ont.

Ottawa, Ont.

Peterboro, Ont.

Baltimore, Ont.

Port Elgin, Ont

Areola, Assa.

............ Toronto, Out.

Vancouver, B.C.

Campbellford, Ont

Collingwood, Ont

Durham, Ont.

Hanover, Ont.

. . . Kingston, Ont

Montreal, Que.

..... Quebec, Que.

Prince Albert, N.W.T .

Montreal, Que.

Dawson, Y. T.

Yorkton, N.W.T.

Arnprior, Ont.

.Stirling, Ont

Ste. Eustache, Que.

... .Portage la Prairie, Man.

.... Carnduff, Assa.

Kingston, Ont.

Vancouver, B.C.

Dawson, Y.T.

. ... ... . Basseterre, St Kitts.

3

Smith, J Representative Selkirk, Man.

Stewart, A. D “ Ottawa, Ont.

Stinson, A. N “ Manor, Assa.

Shaw, A. McN “ St. John, N.B.

Staples, H. F “ Fredericton, N.B.

Springer, F, B, . “ Vancouver, B.C.

Speers, J “ Brampton, Ont.

Sutherland, C. T “ Meaford, Ont.

Seamen, W. D . “ • . Holstein, Ont.

Seymour, W. H “ Hamilton, Ont.

Sinclair, D. N “ Sarnia, Ont.

Tinning, G. R . . . . < “ . Medicine Hat, Alta.

m

CD

CD

Q.

09

©5>

CD

>

O

Z

to

Z

k

to

M **

s ^

to V

w to

&

'g

o

oe

Thomson. H

Wallace, C. A

Wickware, D. A

Wallace, J. S

Wilson, W. J

Williamson, T. P

Waddell, J. B -

Wickware, A. S

Walton, J. M . . . .

Watt, A....,

Wilson, H. G

West, W. B

Winder, W. T * ..... .

Representative ....... .... Strathroy, Ont.

“ Montego Bay, Ja.

• “ Birtle, Man.

“ Winnipeg, Man.

** ............ Gananoque, Ont,

•* Markham, Ont.

“ Carleton Place, Ont.

“ ............ Ottawa, Ont.

“ ............ Peterboro, Ont.

“ Shelburne, Ont.

“ Indian Head, N.W.T.

“ Wellesley, Ont.

M ............ Lyons, Ont.

CONFIDENTIAL

\NVPERM4 .

■ AGENTS NEWS ^

Vcl 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 19

STRIKE CONSTANTLY.

The Battle Cry for the Last Month of the First Half of 1903.

Imperialites all over the field took up the battle cry oflast
month, “ Strike Together,” and made a splendid success of the
month’s work. Through united effort on the part of our represen-
tatives, the May business shows a substantial increase over that of
May, 1902.

Starting to-day on the June campaign — the last campaign for
the first half of the year — it is forcibly brought to our attention that
June will have to be an exceedingly successful month to make our
business for the first six months of 1903 show the necessary 25%
increase over that for the first six months of 1902. To speak
plainly, the amount required is, in round numbers, $650,000, and
the vital question is, “ What is the best method by which this can
be most surely accomplished ? ”

We think that you will agree with all that constant effort —
steady, unceasing effort — put forth by each Imperialite on every one
of June’s 26 working days is the surest way to accomplish our aim
and win the first part of the 1903 battle. We ask, therefore, that each
Imperialite will put the force of dogged determination into his
blows, and “Strike Constantly” during every one of June’s 26
working days. The man who keeps pegging away is the man who
always wins.

1

The Character of the Agent in the Field.

Paper read at the 1902 Convention by Mr, S. Miller ,

Provincial Manager , Montreal, Qye.

I believe the calling of the Life Assurance Agent to be a thoroughly honorable
one, and well worthy, in every sense, of men possessed of the very highest order of
character and intellect. The sole protection to thousands of homes to-day is the
life assurance policy. It means fireside and food, education and clothing, when the
brain that now plans and the hand that now executes can no longer provide. It makes
of the uncertainties of a business life a fortune solid and sure to the family, and serves
the business as well. And the prime worker in all this is the agent. Deeply im-
pressed with a sense of the dignity of his work, he interviews, explains, reasons, en-
treats, and forces his convictions on the minds of others, and so builds up the mighty
structure we call life assurance.

It must be conceded that the character and reputation of a company's agents in
the field decide, to a very large extent, the character and reputation of the company
itself ; and the fact that the agent, like the brook that feeds the river, is the source
from which the company derives its life, is too often forgotten.

Taking it for granted that you are well aware that the character of the
agent is not always what it should be, I will not weary you with a description of what
he is, but will give you a few brief suggestions as to what, in my opinion, he
should be.

First, I would say that the agent Should be above all an honest man, a man who
not only tells the truth, but who tells the ivhole truth. I do not want to preach mor-
ality, but I venture to say that a large percentage of the lapses in life assurance are
due to the dishonesty of the agent in the field. He has too often told the applicant
anything he could make him believe in order to get his application, and later on the
assured finds that he has been fooled and he curses the company, while the agent is
contentedly browsing in the next field — out of reach. An agent is not necessar-
ily valuable because he places a large volume of business on the books.' As a ru'e
the business secured by “ plungers ” fades away when the second premium comes due,
either as a result of rebating or misrepresentation. Unquestionably the men who are
the most valuable to a company are those who do business of quality, even if only a
moderate amount. The agent who can compliment a man, who has taken out a policy
in a rival company, on the wisdom of his choice, who, when a rival company has a
just death claim, will assure the beneficiary that the company is good and will cer-
tainly pay, but who at the same time keeps his own company to the front, is the,
agent of real worth to the company that employs him.

Don’t stoop to sharp practice in insuring a man. Explain everything fully srl
that there can be no misunderstanding. Tell the truth just as it is in the case of youi
own company and every other. Be upright, and your reputation for faithfulness anc!
reliability will become established and your business will grow in your hands.

( To be continued )

“If you wish success in life make perseverance your bosom friend, experience you I
wise councillor, caution your elder brother and hope your guardian angel.”

2

The End of the First Half.

A Whole Month Brimful of Opportunities.

JANUARY.

FEBRUARY.

MARCH.

S. M. T. W. T. F. S.

S. M. T. W. T. F. S.

S. M. T. W. T. F. S.

12 3

1 9 3 1 5 6 7

1 2 3 1 5 6 7

a n a 7 a o in

8 9 1ft 11 12 13 11

8 0 10 11 12 13 14

11 1 0 1 Q 1 A 1ft 1 ft 17

15 16 17 18 If) 20 21

15 16 17 18 10 20 21

i± ±T2 3 TT7 ±T7 in

iq in on oi oo oq o a

22 23 21 25 26 27 28

2‘> 23 21 25 26 27 28

lO — dry — zSy — zsrfc XrXi sard zjt*
OK Oft 07 OQ OO QA Q1

cl£> ZJXf 3.x: XIX} 3 yj XJ 1

xta Xlxf =rx Xtx} Xrvf xr-% 30

29 30 31

j-rO — 2TO 2=r t 30 Oxf rr±

APRIL.

MAY.

JUNE.

S. M. T. W. T. F. S.

S. M. T. W. T. F. S.

S. M. T. W. T. F. S.

i o o 4

1 o

1 9 Q /I 'ft ft

i zJ 0 rt
r n n o a m 11

JL

q a s a 7 ft o

I a a 4 O O

7 8 9 10 11 12 13
14 15 16 17 18 19 20
21 22 23 24 25 26 27
28 29 30

O 0 f a If JLU J-i.

-i o -10 -t a icr if? i h i o

O nfc tJ \J 1 O %/

1-A 11 IQ.. IQ 1 A Ip; Ifi

Id 14 Id -LO JL i JLO
in on o-i oo oq 04 os;

IU II 13 ID ITT ID lO

1-7 1ft 10 20 21 22 2.3

iy Zj{) XJ± ZJ-t 3l)

Of? OC7 OO OO OO

11 TO ID av ai XiXi 2jX>

_2 4 95 9ft 07 QQ OQ 30

lit; jSi — 2o dif oU

gj ZJl} 3 1 Zj*y DV

“Make every one of June’s 26 working days show something accomplished — some
definite advance towards the desired goal."

Be Strong.

The man who fails is the man who quails
When he sees Dame Trouble appear,

And foolishly frets and weakly lets
Her lead him around by the ear.

The man who wins kicks fate on the shins
Whenever she gets in his way —

Flings woe from the track and never turns back
To hear what she has to say. — S. E. Kiser.

The Guaranteed Security Endowment Policy.

The pamphlet issued last week, explanatory of the Guaranteed Security Endow-
ment Policy, illustrates one of the most attractive policy contracts issued by the
Imperial. The cardinal and unique features exemplified are strong canvassing argu-
ments in its favor and a judicious use of the form cannot fail to result in good business.

•The great advantage of this policy over the ordinary Endowment Polipy is
^strikingly shown on page (8) of the pamphlet. It will be seen that in the event of death
■during the Accumulative Surplus Period, the return to the beneficiary is always large-
ly in excess <pf the premiums paid,: whereas under an ordinary Endowment Policy the
[return, in the event of death towards the end of the Accumulative Surplus Period^ is
ivery little, if any, in excess of the premiums paid.

This .pplicy also contains, in addition to all the liberal provisions which have
<made The Imperial’s contract so popular, other very valuable guarantees, and the
■terms of settlement at the end of the Accumulative Surplus Period will be found
^exceedingly advantageous to the assured.

We feel that an intelligent representation of this policy cannot fail to result in
^good business, and look to receive a large number of applications therefor, during
Ithe present month.

I

THE GUARANTEED 8EOURITY ENDOWMENT POLICY

of The Imperial Life Assurance Company of Canadj, is fully ex-
plained in a pamphlet just issued by the Company. Its many unique
guarantees make it one of the most valuable contracts issued.

E. S. MILLER, Provincial Manager, Montreal, Que.

>

0

M

%

<

fk

s

Z

50

O

Z

H

CD

£ 3
2

O

>— t

C

Z

P3

Z

w to

£

M

$

U>

3

CO

as

o

VO

Z

o

M

Z

H

M

>

r

A REMUNERATIVE AND SAFE INVESTMENT

combined with life assurance, is the Guaranteed Security Endow-
ment Policy issued by The Imperial Life Assurance Company of
Canada. Pamphlet giving full particulars will be mailed on request.

A. McN. SHAW, Provincial Manager, St. John, N. B.

^pERUt / .

N AGENTS NEWS ^

Voi. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 20

Governmental Supervision of Life Insurance in Canada

Life Insurance Companies chartered by the Dominion Parliament, are
governed in the conduct of their business by “The Insurance Act,” known as
“ Chapter 124, Revised Statutes of Canada, 1886,” and by the amendments
thereto made in 1888, 1894, 1895 and 1899. The Act has been carefully drawn,
with a view of protecting policyholders, and in this respect is, perhaps, one of
the most beneficial pieces of legislation that has ever been placed on the
Statute Books. The failure of a single Canadian Life Assurance Company has
yet to be recorded, and the reason for this is undoubtedly the careful and
thorough Governmental supervision maintained by virtue of the Act and its
amendments.

Provisions for Protection of Policyholders.

Charters to life companies are now only granted by the Dominion Parlia-
ment after their provisions have been carefully considered by the Banking and
Commerce Committee, and passed through the various parliamentary stages.
The clauses are severely scrutinized, and all those objectionable from the
policyholders’ standpoint are either excluded or amended. It is now impossible
for any life company to commence operations without provision for a
substantial paid-up capital. The Imperial Life, in its endeavour to make the
security of policyholders paramount, provided for a paid-up capital of
$450,000, all of which stands for the protection of policyholders.

Government Deposit.

Again, before a company can commence operations, the insurance law
requires that a deposit of at least $50,000 shall be made with the Finance
Minister, for the protection ot policy-holders, and as a guarantee of good faith.

As it is well-known throughout Canada, the largest deposit made by any
Canadian Life Insurance Company is that of the Imperial Life, which is
$250,000. The Directors were influenced to take this course by virtue of their
belief that policy-holders’ security should, under all considerations, be
paramount.

Annual Sworn Statements.

The Insurance Act of the Dominion also wisely provides for sworn state-
ments to be made by two of the Executive Officers of each Company at the
close of each year’s business. These statements are of the most minute and
searching character, embracing all items of receipts and expenditures, full
details of all investments made, an analysis of the liabilities of the Company, of
the policies in force, claims paid, etc., etc. They are most inquisitorial, and
probe into all the ramifications of a company’s affairs. They are published each
year, and can be obtained by any one upon application to the Superintendent
of Insurance at Ottawa. These statements are official, authentic and final.
This provision in the Act must give those interested in life assurance the
greatest satisfaction, and policy-holders a feeling of unquestionable security.

Life Companies Investment Powers Limited by Act of Parliament.

The charters of all Life Insurance Companies and the amended Insurance
Act strictly limit the Directors in the choice of securities ; in other words, the
Directors of a Canadian life Insurance company can only invest in those
specially selected securities which Parliament has stamped with its approval,
and which, in its wisdom and experience, it deems to be appropriate for the
investment of such sacred trust monies as the funds of life assurance
companies.

Personal Examination by Superintendent and Actuary of Insur-
ance Department.

But what probably affords the greatest possible protection to policyholders
is the annual, personal examination of the affairs of every Canadian Life
Assurance Company, by the Superintendent of Insurance and the Actuary of
the Insurance Department — who have been called the watch-dogs of Canadian
life assurance — an examination which in some cases entails a considerable
time. In order that some idea of the searching and drastic character of this
investigation may be known, a brief explanation is given, in so far as it
relates to the Imperial Life, and in addition it may prove interesting to append
the statements contained in the report of the Directors of the Company, in
order that the fullest light may be thrown upon the character of its assets.

2

Receipts and Expenditures.

The source of all receipts and the payment out of all monies are carefully
gone into, checked with the official sworn returns made, in order to see that all
items of monies received by the Company, and all items of money paid out by
the Company are included. This wholesome check by the Government
officials must necessarily constitute a proper working basis.

NOTES ON THE METHOD ADOPTED
BY GOVERNMENT OFFICIALS IN
THEIR ANNUAL INVESTIGATION.

NOTES FROM THE IMPERIAL LIFE’S
LAST ANNUAL REPORT.

(1) Government Inscribed Stock— $47,000.00.

$25,000 of this Stock is held by the
Dominion Government and the other $25,000
by the Newfoundland Government for deposit
purposes. The Company is required to
exhibit to the examining- Government officials
the certificates of these two Governments for
the securities.

Being a Government security, its sound-
ness is unquestionable. The par value of the
stock is $50,000, but in view of the compara-
tively low rate of interest usual in all Govern-
ment securities, it is carried at only $47,000.

(2) Bonds and Debentures— $563,625.76.

All the Bonds and Debentures of the
Company, excepting those deposited at Ottawa
as part of the Company’s Government
deposit, are deposited in the vaults of the
National Trust Company. Each one of the
parcels of securities represented by the
above amount had to be exhibited, and was
carefully scrutinized and examined by the
Government officials to see that they had
been validly issued, properly executed, etc.,
and that they were of the character which
might be legally purchased. A detailed list
of these securities is published in the Govern-
ment Report, which anyone can obtain.

This item is composed of Municipal,
Railway, Telephone and Loan Companies’
debentures. Some of these debentures are
repayable in annual instalments ; others are
not repayable for a period of from 10 to 30
years. They have all been purchased on
favorable terms. The average yield rate of
interest is 4.33%. In several instances the
security was bought, and is carried on the
books of the Company, at an amount con-
siderably below what the security could be
sold for on the market to-day.

(3) Banks and Other Stocks— $248,757.08.

The Government Superintendent of In-
surance, in his official examination, demands
the production of the scrip for all the indi-
vidual stocks owned ; he examines these to
see that the shares are properly vested in the
Company as at the date of the statement,
and that they are such as Government per-
mits the Company to buy. The cost, market
value, and par value of each security has to
be set down in the sworn annual returns.
These are all checked.

The asset is chiefly composed of invest-
ments made by the Company in Bank Stocks,
no less than $228,433.65 being invested in
this way, In view of the real prosperity of
our Banking Institutions, your Directors
believe that the investment of a fair propor-
tion of the Company’s funds in such shares
will yield satisfactory interest returns, with
prospects of the securities increasing in value.
At no time have such securities stood so
favorably in the estimation of the investing
public as to-day — a condition due to the un-
doubted strength of Canadian Banks and
their excellent earning power.

3

(4) Mortgage Loans— $483,100.62,

A register containing the particulars
of each mortgage loan has to be pre-
pared by the Company at the end of each
year and forms part of the sworn report.
Each item in this register is then carefully
checked over by the Superintendent of Insur-
ance, with the original mortgage papers, at
the time of examination, at the Company’s
Head Office. Any mortgage in arrears is
closely scrutinized, the valuation of the pro-
perties is carefully compared with amount
loaned, the title is examined, and the fire
insurance policies are checked.

The bulk of these loans is on farm pro-
perties in Manitoba. The total appraised
value of the mortgaged properties is $1,340,-
917, the amount loaned thereon being slightly
less than 36% of the appraised value. Loans
in the West have been made only on improved
farms in well settled districts. The average
rate of interest borne by Western loans is
6.29% ; by other mortgage loans, made in
Ontario, etc., 4.90%; the average rate in
respect of all mortgage loans is 6.10%. The
interest due and unpaid at the close of 1902
under this asset was $5,317.60. During the
first few days of this year $2,760 of this
amount has been paid, leaving the unpaid
due interest at this date only $2,557. The
Company’s loaning department in the West
is most efficient and continues to give satis-
faction.

(5) Loans on Policies and Policies Purchased— $27,517.48.

A schedule containing the particulars of
each policy loan is kept for the examination
of the Superintendent of Insurance, embrac-
ing the policy number, the amount of each
individual loan, the rate of interest wrhich
the loan carries, the arrears of interest, if
any, also the reserve value of the policy.
Each policy loan should always be less than
the reserve held by the Company as its
liability under the policy, and this important
fact is carefully kept in mind by the Govern-
ment Official in his examination.

(6) Loans on Stocks— $4,375.00.

A schedule giving details of each loan is
prepared for the Government, and the ex-
amining official requires to be shown the
stock certificate in each case. He examines
into the market value of the stocks and com-
pares it with the amounts loaned, to see that
the Company has got ample security. He
also scrutinizes each stock loaned upon to
determine whether if comes within the
selected class of securities.

(7) Cash in Banks $100,113.37.

A schedule giving the details of the
amounts held on deposit in all of the Banks
has to be given, and the Bank books have to
be produced as evidence that the Company
has the various amounts to its credit. The
Company can only deposit money in char-
tered Banks in Canada.

This asset is chiefly represented by loans
made to the Company’s policyholders, and
at this point I desire to say that it will always
afford the officers much satisfaction to make
loans of this nature, as provided by the
policies. The reserves under the policies
assigned to the Company as security, amount
to $69,899.

The security for this asset is Bank
shares, the market value of which was
$4,941. The loans are repayable on call,
and carry 6% interest.

This represents the balance standing at
the Company’s credit in Banks on 31st De-
cember. It is not necessary to maintain
uninvested such a large balance as this, but
towards the close of the year a compara-
tively heavy loan was repaid, hence the
amount. Since the beginning of the year a
large proportion of the cash in Banks has
been satisfactorily invested at a good rate of
interest.

4

(8) Cash at Head Office and Other Offices— $383.84.

The Cash Book is examined by the This amount requires no comment.

Government Officials, and the slips are pro-
duced shewing- how each day’s balance of
cash on hand is made up. It is the custom
of The Imperial Life to require its Cashier to
make a specific memorandum of the nature
of each night’s balance of cash on hand, i.e.,
specifying the cheques, bills, silver, etc.

(9) Outstanding1 and Deferred Premiums $160,034.09,

Each deferred and outstanding premium
is carefully listed according to policy number,
and then checked over, to see that all policies
are in force, that the amounts have been
correctly marshalled, etc. The Government
Official makes a searching examination of
this asset.

Outstanding premiums arise out of
amounts payable under policies in any year,
but which had not been paid at the close of
that year. Deferred premiums represent
semi-annual and quarterly instalments of
premiums which do not happen to fall due
within the policy year. They are properly
taken credit for by all life assurance com-
panies, in view of the fact that the reserves
on their policies are maintained as a liability
on the assumption that the full annual
premiums are paid. In connection with
outstanding premiums it is proper to point
out that the Company allows its policy-
holders one month’s grace within which to
pay renewal premiums, and the great pro-
portion of the total amount outstanding is
due to premiums falling due in December,
but by virtue of the month’s grace not pay-
able until the following January..

(10) Interest Due and Accrued, etc.— $25,486.03.

Every item of interest, due or accrued,
has to be first furnished to the Government
by a sworn statement, which statement con-
tains the security out of which interest arises.
For example — the accrued interest on each
mortgage loan is set down, on each debenture,
on each policy loan, etc.; including of course
the time for which the interest has accrued,
the rate of interest the security carries, and
the individual amount of the securities. The
work involved in this connection alone is very
extensive and exhausting. The Examining
Official goes over in detail all of the items
which go to make up the total of this asset.

The amount of interest due on the 31st
December was $5,695.13. This has since
been reduced to $2,935, which latter amount
is less than % of one per cent, of the total
invested assets of the Company. The
smallness of this amount is another evidence
of the excellent character of the Company’s
investments.

Policy of Directors.

It has been the policy of the Directors to invest the Company’s funds in
several classes of securities rather than in one or two particular kinds. They
believe that better results will ultimately accrue from such a course. The
following table sets forth the amount and the proportion borne to the whole, of
the different classes of assets :

5

1. Government Securities

2. Bonds and Debentures...-

3. Banks and other Stocks

4. Mortgages on Real Estate

5. Loans on Policies and Policies purchased . . .

6. Loans on Stocks

7. Cash in Banks and Offices ... .......

8. Outstanding and Deferred Premiums

9. Interest accrued and due on Investments, etc.

$ 47,000.00 2.8

563,625.76 33.9

248,757-08 15.0

483,100.62 29.1

27>5i7-48 1.7

100,497.21 6.1

160,034.09 9.6

25,486.03 T.5

4.375- 00

$1,660,393.27 100.

In concluding this review of assets it can be stated, unreservedly, that
there is not a single investment which is causing the Directors the slightest
anxiety.

A True Exhibit.

Absolute security is the first and fundamental element in sound life
assurance — a true exhibit of the financial position as it really is, not as it might
be wished or hoped to be, in course of time, under favouring circumstances.
This has ever been a characteristic of The Imperial Life Assurance Company
of Canada, and to this is due the prominent and important position that this
Company occupies in the eyes of the public.

The Audit and Auditors.

To the many safe-guards of the stability of The Imperial Life must be
added the by no means least important one — that of the audit of the accounts.
This is in the hands of two skilled professional accountants, who are indepen-
dent of shareholders, policy-holders, and officials, and who have the freest
access to all the office books, records and securities. This audit is continuous,
month by month, and takes cognizance of all cash transactions, investments,
receipts, payments, banking accounts, and book-keeping entries. It sees that
all revenue — premiums, interest etc. — which ought to come in are duly charged,
and that all payments are authorized and sufficiently vouched. It includes an
examination in detail of all the securities. With specially trained accountants
and improved and more reliable methods of accounting, the audit of a life
assurance office is a serious and laborious affair, which is not accomplished in
a perfunctory or superficial manner. It is comprehensive, detailed and accurate,
something a great deal more than a mere checking of summations and
inspecting of vouchers. As the Medical Officer is a sort of insurance police to
keep the bad risks off the registers, so is the auditor a sort of financial
detective to keep bad entries off the books The law of this free and inde-
pendent country assumes every man innocent until he is proved guilty. The

6

converse holds, one might almost say, in the case of an auditor, whose habit of
mind is apt to cause him to suspect everybody of being guilty of bad account-
ing, if of nothing worse, until the contrary is proved to demonstration.

Security to Policy-holders.

The following table briefly summarizes the security afforded Imperial Life
policy-holders : —

1 — Paid-up Capital.

$450,000 ^

2 — Additional Subscribed Capital 550,000

3 — Ordinary Reserves computed on Govern-

ment basis 973,443

4 — Special Reserves maintained over Govern-

ment Standard 101,120

5 — Additional Special Reserves over Govern-

ment Standard for deferred Mortality
and Immediate Payment of Death
Claims 27,000

—Surplus over and above all liabilities,

including- Reserves and Special Reserves 67,201

Total Security $2,169,732

The IMPERIAL LIFE
has $2,169,732 of
security to policy-
holders,—while its
liabilities to policy
holders according to
Government stand-
ards are $973,443
—thus the gross sur-
pluson policy-holders’
account is $1,196,289.

The June Business.

During the first week of June applications were received for over
$100,000 of new insurances. While this is not one-quarter of our aim for the
month, it makes a splendid beginning and augurs well, we believe, for the
successful termination of the six month’s campaign.

June 15th should see new policies issued for $325,000 — one-half of the
month’s quota, in order that our aim may be surely accomplished. Let every
Imperialite put forth his best endeavors to send in at least one application
during the present week, and success will undoubtedly be ours.

Some Imperialites have already sent in enough business to give them a
high place on the June Honor Roll. We would like to see the Honor Roll the
largest this year. Lay your plans so that you will not fail to secure a
place.

7

THE IMPERIAL LIFE ASSURANCE
COMPANY OF CANADA

w

>

0

w

<

4-

hJ

0

JO

%

E S

0

z

H

0

c*

m

u

Z

m

as

w <9

00

w

Ay

vO

o

w

GO

2:

p

to

0

i

CONFIDENTIAL

\NVPERIA4 .

x AGENT5 NEWS ^

Vcl. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 21

STRIKE CONSTANTLY.

Remember the $850,000 Mark for June.

The first six months of 1902 yielded $1,876,000. A 25% increase
on this, brings the amount which the first six months of 1903
should yield up to $2 345,000. The amount issued to May 30th is
$i,7ic,ooo, which leaves a balance of $635,000 to be secured in June.
We count upon every Imperialite to put forth his very best efforts
to bring the campaign for the first half to a successful conclusion.

The Character of the Agent in the Field.— Continued.

In the second place I think you will agree that the agent should be an intelligent
man ; not only intelligent in a general way, but that he should have a thorough
knowledge of the business in hand. Men will spend years in acquiring the know-
ledge that enables them to go out as Lawyers, Doctors and Clergymen, but many of
those who take up life assurance do so without giving the matter five hours of careful
thought and study ; they go out expecting to make a success of it the first week, and
if they fail to do so they become discouraged and conclude that there is no money in
a life assurance agency, or that they are not cut out for it. You do not expect a man
in any other vocation to enter upon his duties without some preparation for his work,
but after a man has made a failure of everything else in life he turns to selling life
assurance and imposes upon a generous public by trying to make them understand
something he does not understand himself ; thus the company he represents is worse
than not represented at all because its reputation is compromised.

Then I believe it is necessary that the agent should be an industrious man, pos-
sessing unlimited perseverance. A man must proceed with zeal and hard work to get
business. Life assurance business must be made, built up, it never comes to a man.
It is brought about by hard knocks and repeated efforts, and an agent must never be
discouraged. That is the rock upon which nine out of ten who commence the busi-
ness are wrecked. If the prospects are blue keep a stiff upper lip, keep pegging a-
way, and the clouds will lift, oftimes when you least expect it, and success will follow.
When you need rest take it, but don’t loaf in the places of business men — it destroys
your influence and injures you in various other ways.

The man who keeps peggin' away.

Mid the toil an7 the strife of our everyday life.
With its doubts an7 its hopes an7 its fears,

In the battle for bread that is wolfishly fought,
Amid selfishness, sorrow an7 tears,

It isn't the chap
That don’t care a rap
Who makes success venture his way ;

But the man who will keep
At the top of the heap
Is the man who keeps peggin7 away.

In the race for life’s prize that ahead of you lies.
Don’t you ever get weak in the knees ;

If some chap makes a spurt an’ ahead of you goes,
Don’t aimlessly stroll at your ease ;

Keep a stiff upper lip
Strike a fast steady clip
You’ll win if you’ve courage to stay,

For the man who earns fame
In life’s uneven game
Is the man who keeps peggin’ away.

JE. A. Brininstool,

2

SUPPLEMENT

<

\fAPERI44

AGENTS NEWS

l//>

Vol. 4 Published by The Imperial Life Assurance Company of Canada, Toronto. No. 21

THE JUNE HONOR ROLL.

The Last Month of the Half Year

The Executive Officers have been going over the list of representatives, and
giving careful consideration to the business that should be received from each one
during June. They are strongly of the opinion that the following should, with-
out fail, secure a place on the June Honor Roll :

A. H. Fair

A. S. Hood

J. C. Gass

A. M. Crofton

F. A. Verge

A. McN. Shaw

E W Chandler

W. A. Gibson

H. L. Grant

J Holland

H. F. Staples

E. S. Miller

H. R. Gray

J. B Primeau

J. L Mancini

J. D. Kennedy

H. C. Thomas

J. P. Beaudoin

J. A. Labelle

F. E. Roy

W. N. Leblond

F. Sicotte

J. E. Beauregard

A. C. Champagne

R. E. Boisseau

G. Bruce Paton

A. S. Wickware

G. H. D. Gibson

J. E. McCuaig

D. A. McNaughton

J. Cawley

|. B. Cooke

H. A. Raney

H S. Rosevear

L. P. Flagler

J. F. Cryderman

J. F. Anderson

A. N. Reid

F. C. Bogart

C. F. Stewart

H. B Andrews

W, E Kerr

J. H. Macabe

W. D. McVey

Dr. D. Lowrey

W. H. Seymour

H. Brown

G. A. Lane

Geo. R. Hamilton

C. F. McTavish

A. Duncan

E. Winter

J. I. Hill

H. Thomson

N. D. Bell

W. D. Mills

D. H. Booth

Geo. F. Graff

J. F. Morris

J. Mair

F. G. Allgeier

W. A. McCallum

J. S. Wallace

H. V. Fieldhouse

Rev. A. W. Ross

C W. R. Pearson

R Hall

T. M. Grover

W. Simper

R W. Day

T. M. Scott

W. C. Armstrong

L Macgowan

J. W. W. Stewart

F. B. Springer

R. E Brett

J. Speers

J. A. Robinson

3. P. Saunders

W. H. Bessey

F. S. Grise.

Every Imperialite is doing his very best during the present month — that is cer-
tain. It is believed that the “best” of the above agents is at least $5,000, and in
most cases much more. The question this month is not “ Will I be on the Honor
Roll?” but, “What rank will I take on the Honor Roll?”

■

.

*

Honor Roll for May, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules will be
observed : —

Joint business will be credited one-half to each of the two agents.

The agents will be ranked : —

(A) In regard to the amount of new assurance accepted in the month.

( B) In regard to the total annual premiums thereon.

Eich month there will be a summary giving the number of times the agent’s name

(0

(2)

(3)

has appeared on the honor roll up to date.

Applications.

Rank.

Premiums.

Rank.

No of
times on
Honor Roll

J. D. Kennedy, Sherbrooke, Que.

I

2,086.20

I

I

J. P. Beaudoin, Montreal, Que, . .

2

931 2 3 4 5 * 7 8 9-3°

2

5

J. C. Gass, Shubenacadia, N.S. . . .

3

425-45

9

1

J. L. Mancini, Quebec, Que

4

780.15

3

3

Rev. A. W. Ross, Portage La Prairie,

Man. 12,000

5

47*-°5

8

5

A. S. Wickware, Ottawa, Ont

6

627.30

6

2

R. E. Boisseau, Quebec, Que ....

6

670.75

4

r

A. N. Reid, Belleville, Ont

A. C. Champagne, Montreal, Que. ,

8

482.35

7

1

8

656.15

5

1

J. W. W. Stewart, Vancouver, B.C,
J. B. Cooke, Kingston, Ont

10

281.45

7 2

4

10

387-55

1 O

2

H. A. Raney, Kingston, Ont

12

260 90

*3

r

J. H. Macabe, Toronto, Ont

!3

159.00

17

5

T. M. Grover, Regina, Assa

— 5,500

14

200.55

14

1

W. PI. Seymour, Hamilton, Ont. . ,

r5

I54-30

18

2

J. E. McCuaig, Ottawa, Ont ......

5»°00

15

344 25

1 1

1

H. L. Grant, Woodstock, N.B

5.000

15

197.60

16

2

J. S. Wallace, Winnipeg, Man 5,000

Standing of the Agencies for May.

15

199-5°

15

3

1 — Montreal, Que.

2 — Head Office Agency.

3 — Ottawa, Ont.

4— St. John, N.B.
Winnipeg, Man.

5 — Kingston, Ont.

6 -Halifax, N.S.

7 — Vancouver, B.C.

8 — London, Ont.

9 — Belleville, Ont.

:o — Regina, N.W.T.

11 — Brighton, Ont.

12 — Hamilton, Ont.

1 3 —Newfoundland.

14 — Port Elgin, Ont.

1 5 — West Indies.

16— Port Hope, Ont.

Sault Ste. Marie, Ont,

17 — Brandon, Man.
Peterboro, Ont.

Port Arthur, Ont.

Time— Our Most Valuable Possession.

Remember, that during the next two weeks ‘Hime’’ is the Imperialite’s most
valuable possession. Make every minute count — show some result — in order that
the six months’ campaign may be crowned with success. He who wastes June’s time
is a spendthrift of the worst order.

3

New Forms.

Samples of Forms Nos. 413 and 415 are enclosed with this issue. A supply
will be gladly mailed upon request.

Montreal gets back to the leadership again this month, having secured by far the
largest business of any agency during May. It will also be noted that Montreal
agents secured five places on the Honor Roll, including the first two — a splendid
showing indeed.

Mr. J. D. Kennedy, of Sherbrooke, Que., managed to win out from Mr. J. P.
Beaudoin, of Montreal, by a slight margin, and leads the May Honor Roll. We con-
gratulate both Mr. Kennedy and Mr. Beaudoin upon their splendid month’s work.

>

O

M

z

H

W

z

?

m

<

H

o

o

z

G

z

o

o

o

M

o

o

z

(■H

o

H

Z

H

H- t
>
r

Nothing is impossible to him who wills.

Eight new names on the Honor Roll this month, while only three have been abl<
to secure a place every month this year.

A large number of applications came to hand on the first day of June — too late t<
include in the May totals, and probably a number of representatives will be disap
pointed at not securing a place on the May Honor Roll. This business, however
has given them a splendid start for June and we look to see the June Honor Rol
the largest this year. Who will be on ?

Genius is the art of accomplishing in spite of difficulties and of overcoming th<
impossible.

\N\PERI44 .

c//v

x AGENTS NEWS ^

Vcl. 4— No. 22. Published by The Imperial Life Assurance Co. of Can. (22—6—03)

The New Executive.

The Directors of The Imperial Life at their meeting held on the 15th inst.,
elected as their President, Hon. Sir Mackenzie Bowell, and Hon. S. C. Wood, as a
Vice-President. Both of these gentlemen have been prominent in public life, and
have enjoyed to a most unusual extent the confidence of the people of this country.

The Hon. Sir Mackenzie Bowell’s record is one which any public man may well
feel proud of. Starting at the lowest rung of the ladder, as a printer’s apprentice, he
climbed step by step, now as School Trustee, again as a representative of an Agricul-
tural Association, as a newspaper man. a soldier, a member of parliament, and Cabinet
Minister, until ultimately, he reached the highest pinnacle which any public man in
Canada can attain to, viz., the Premiership of this country Sir Mackenzie’s success
is, no doubt, due to his intelligent perseverance, his earnest and consistent attitude on
all matters, vital or otherwise, and a sincere desire to promote the interests of his
adopted country.

The Hon. Mr. Wood was a colleague in public life, of the Company’s greatly
esteemed and honored first President, Sir Oliver Mowat. He was one of Sir Olivers
Ministers in the Ontario Cabinet for eight years, and has many of the char-
acteristics of that upright and able statesman. Mr. Wood’s vast experience in finan-
cial affairs was recognized when he was made Treasurer of the Province of Ontario,
which office he filled with great acceptance and profit to the people of this Province.
He is a man of sterling integrity, excellent business judgment, and keen financial
perception, and will undoubtedly aid materially in the successful upbuilding of
The Imperial Life.

Policyholders, representatives and all associated with The Imperial Life are
to be sincerely congratulated in having Sir Mackenzie Bowell and the Hon. Mr.
Wood so closely identified with its interests.

“ I will ” is worth a shipload of “ I’ll try,” “ I hope to,” or “ I expect to.”
The man who says “ I will,” and backs his words with indomitability of pur-
pose— he’ll be no straggler, to be looked for in the lists of “Lost, stolen or
strayed away.” You’ll always find such a man somewhere well up in front

The Golden Opportunity.

How many of us really realize that in
eight short days the campaign for the
first half of 1903 will be closed forever?
In this short time, “success” or
“ failure ” will be branded on the result
of our work for the past six months.

These coming eight days are the
“golden opportunity” of the whole
campaign. In them, it is within our
power to crown our efforts with un-
qualified success — to reach the highest pinnacle of our hopes. To-
day, everything is possible — our achievements are only governed
by our determination.

The time of every one of these eight days must be used to the
very best advantage — every hour, every minute, must yield some
result. A minute lost is a minute gone forever, and nothing can
recompense us for a minute wasted at this crucial time.

Keep June’s motto, “Strike Constantly,” before you all the
time, and Strike, Strike, Strike, during every minute of the day.

What some Representatives are Accomplishing.

1. One of our Montreal representatives lately secured a good application regard-
ing which Le Moniteur du Conunerce S3ys : —

“The Imperial Life Assurance Company of Canada has just closed what is be-
lieved to be the largest policy ever written in the Eastern Districts. The assured are
the three partners of Codere, Sons & Co., the Sherbrooke iron merchants, so well
known and esteemed. The policy provides for the payment of $25,000 to the firm at
the end of fifteen years, or at the death of any one of its members before the expira-
tion of that time This form of assurance is becoming more and more popular among
large business houses as a protection against the withdrawal of capital occasioned by
the death of a partner. We must congratulate the “Imperial,” as well as Messrs.
Codere, Sons and Co., on this transaction which well indicates the progress, in our
province, of this trustworthy Company.”

2. Mr. A. H. Fair, of Halifax, secured a $25,000 applioation from a wealthy
Nova Scotian. This was an additional application, the Company having issued a
policy on his life some time ago.

3. Mr. E. S. Miller, Provincial Manager, of Montreal, forwarded $60,500 of ap-
plications on one day last week. It is only proper, however, to state that one of the
applications ($30,000) is still being considered by the Insurance Committee.

4. Mr. T. M. Grover, of Regina, visited Mr. Euteneier, his local agent at Kronan

a few days ago, with the following result : “ We were successful in closing up

$19,000 in four days.”

Imperialites all over the field are putting forth their best efforts to close the
half year’s campaign in a strong manner, and the above will indicate the success
attending some.

2

Hon. Sir Mackenzie Bowell.

President pf The Imperial Life Assurance Co. of Canada.

Hon. Sir Mackenzie Bowell is a native of Suffolkshire, England. Coming to
Canada in 1833 he was apprenticed shortly afterwards to the printing business in the
office of the “Belleville Intelligencer,” of which newspaper he became, in after years,
editor and proprietor. He was elected Chairman of the Board of School Trustees,
Belleville, became Vice-President of the Ontario Agricultural and Arts Association,,
and President of the Ontario Press Association.

He entered the V. M. service as ensign in the Belleville Rifle Company, 1857,
and was stationed with the corps of observation sent to the western frontier of On-
tario during the American Civil War, 1864. Subsequently, he was on special service
at Prescott, on the St. Lawrence, at the time of the first Fenian raid. Promoted
Major of the 49th Battalion, February. 1867, he attained the rank of Lt. Col. Febru-
ary, 1872, and retired from the force with that rank, March, 1874.

At the first general election, after Confederation, for the House of Commons, he
was returned for North Hastings, and continued its representative in the Commons
for an unbroken period of 25 years, being then called to the Senate. As a private
member, he sat on the Select Committee of the Commons, appointed to enquire into
the causes of the difficulties in the North-West Territories, 1869-1870.

On the return of the Conservatives to power, 1878, he entered Sir John
Macdonald’s Cabinet as Minister of Customs, occupying that office for 13 years.
During that period the “ National Policy ” was developed, and it fell to his lot to
carry the new system into operation. Under Sir John Abbott he was Minister of
Militia, and under Sir John Thompson he was Minister of Trade and Commerce. On
the demise of the last named statesman, December, 1894, Mr. Bowell became Premier
of Canada, the highest office in Canadian public life. As Minister of Trade and Com-
merce he went on a trade mission to Australia, 1893. One of the results of his jour-
ney was the Colonial Conference that assembled in Ottawa, June, 1894, over whose
deliberations he presided. He was appointed a K.C.M.G , January 1st, 1895, shortly
after becoming Prime Minister. Subsequent to nis retirement from office, he served
as a delegate to England, touching the Australian Cable scheme. He was elected
leader of the Senate, August 25th, 1896. In religious faith he is a Methodist.

Hon S. C. Wood.

Vice-President of The Imperial Life Assurance Co. of Canada.

Honorable Samuel Casey Wood is a Canadian, having been born at Bath, in the
County of Lennox, Ont. Educated at his native place, he became a School Teacher,
and subsequently engaged in mercantile life. He filled various municipal offices, in-
cluding that of Township Clerk, Mariposa, and County Clerk and County Treasurer
for the County of Victoria. He was also Chairman of the High School Board, Lind-
say, Ont., and a member of the Council of Public Instruction.

Returned to the Ontario Legislature in 1871, he sat there until 1883, holding
office under Sir Oliver Mowat successively as Provincial Secretary and Registrar, as
Commissioner of Agriculture, and as Provincial Treasurer. He was Chairman of the
Ontario Agricultural Commission, 1881.

He is a Director of the Western (Fire) Assurance Company, of the British
America (Fire) Assurance Company, and of the Canada Accident Assurance Com-
pany, and Vice-President of the Toronto General Trusts Corporation. Politically, he
is a Liberal, and in religion, Anglican.

3

Restored Policies.

The revivals for May were not as large as we had looked for. We must, when
striking together for new business, also strike with a sure aim to retain it.

The first half of 1903 is nearing to a close — let the last month’s “Record of
Revivals” be a record breaker.

MAY— 1903.

Amt. of policies
revived.

Head Office

St. John

5,000

Brandon

Brockville

Ottawa

.... 1,000

Sault Ste. Marie

Rank.

Premiums.

Rank.

No. of times c
Honor Roll.

I

$216.00

I

5

2

162.75

3

4

3

167.00

2

1

4

64.25

4

1

5

40 20

5

3

5

30.60

6

3

Strike While the Iron is Hot.

Many a policy is bought solely because it is regarded as a good investment, but
usually life assurance is taken by the head of the family to perpetuate his earning
capacity for the benefit of his family. It is the best there is in a man that impels him
to buy a life policy, and it is during his first interview with the agent that his impulse is
strongest in that direction. It is during the first interview that the arguments of the
agent have the greatest weight, when his personality counts for most, when the pros-
pective applicant is most receptive, and when the agent will have the best chance to
convert his good intentions into hard cash, payable to his wife and babies after he
is gone.

It is important that you should prepare yourself thoroughly for this first interview ,
so as to make it, if possible, not only your first, but your last, instead of preliminary to
a series of visits, each taking up time and leaving you further and further away from
the closing point.

Don’t go at a man blindly; better spend a day looking up information concern-
ing one man than to blunder on a dozen you know nothing of. Then, when you talk,
do it intelligently ; it will fit the case exactly, and right then is your time to get the

application signed .

Writing the application at the first interview is, with most agents, the exception;
it should be the rule.

Agents are too easily put off. One man says : “ Your talk is the best I have

ever heard. 1 like you and the plan suits me, but I want to think it over. Can t you
call to-morrow ? ” “Why, certainly,” says the agent, and lets his opportunity slip.
Instead of exercising a little tact and keeping on, he goes to his office and studies
about what he will buy with his commissions.

The next day he returns and finds his man cold ; the generous impulse has spent
itself ; he is his normal, selfish self, and the agent, having wasted his most effective
shots, has ten times as much work to do as he would have had the day before.

We should do less soliciting and more closing. We should have no long list of
“ prospects.” Let us| either assure the lives of the men whose names are on our
lists or draw a line .through them.

4

vNVPERMt

'■fV>

v AQENT5 NEWS ^

Yci 4-^No. 23. Published by The imperial Life Assurance Go. of Gan. (29—6—03)

THE SECOND HALF OF 1903.

When the figures for the past six months are published, they will show
that we have just completed the most successful first half year in the
Company’s history. The accepted applications will aggregate ever $2,000,000
— a substantial increase over those for the same period of any previous year.
$500,000 is the amount required during each one of the following
six rnonths to attain our aim of $5,000,000 for 1903. Can we secure
it? Undoubtedly, if every Imperialite will so determine. Every month
must yield its proportion. Let us start out to-day, determined to

MAKE JULY YIELD 85 00,00 0.

The Character of the Agent in the Field. — Concluded.

A necessary part of the foundation of success in life assurance i§ Tad . It is not
so much education or fluent conversation that wins in life assurance. Too much talk
has ruined many a prospect. The agent who lets the applicant do the talking and
who, when the proper time comes, speaks the fitting word, is often the most success-
ful. The ideal agent will always be polite, courteous and dignified. He wifi present
his points in a few well chosen words and watch their effect. The agent yrho is pa-
tient, polite and tactfql is the agent who succeeds.

It goes without saying that an agent should be a man of good habits The day
has gone by when a man who is careless in his habits can succeed in business, and
that is particularly true where the nature of the business brings one in personal con-
tact with the men from whom he solicits and expects to obtain patronage. An agent
should be particular about his personal appearance, never overdressed or flashily
dressed, but always cleanly, neatly and well dressed.

In closing, I may say that while the character of the agent in the field is not al-
ways what it should be, the history of The Imperial Life, and the esteem in which it
is held throughout the Dominion, and its low lapse rate would indicate that the
character of its agents has been and is above the average. If all the efficient men
now in its service and all who come to it in the next five or ten years could be re-
tained, such an army of defenders would insure a measure of success that would place
it beyond comparison and beyond the reach of competition.

A Business Policy.

In the last issue of the News, we drew attention to a large partnership insurance
which had lately been issued upon an application received through the Montreal
Agency. In this issue we give a fac si??iile of the policy, and recommend our repre-
sentatives to give it more than a passing thought.

This policy is issued upon the lives of three merchants, the members of a firm,
and provides for the payment of $25,000 to the firm at the end of 15 years, or upon
the first death amongst the assured lives. The firm is thus protected against financial
loss through the death of any one partner, and should they all survive the 15 years, a
substantial addition to their capital becomes available.

Partnership insurance is increasing in popularity every day, and, realizing this,
some of our agents are devoting no little time to the cultivation of the field. Its many
advantages to a firm are very apparent, and can be most convincingly expressed. It
provides against the withdrawal of capital occasioned by the death of a member of a
firm ; it provides a reserve fund (loan value) that can be drawn upon should necessity
arise ; strengthens the credit of a firm as nothing else can ; in fact it is the most ac-
comodating asset a firm can hold.

Imperialites all over the field will do well to keep this form of insurance in mind
and present it on every possible occasion.

Assessment Insurance.

( From the Bulletin Chart )

The following table, deduced from the Bulleti?i Assessment Chart , gives the new
business and lapses for 1902 of a number of the leading Assessment Societies :

Percentage of

New Business.

Lapses.

Lapses of

New Business.

Ancient Order of Foresters

. . $111,581

$77, 582

70-

A. 0. U. W

. . 4,072,000

2,933.000

72.

C. 0. Foresters

7,736,000

2,246,875

29.

Can. Ord. of Oddfellows

355.45°

277,55°

64

Chosen Friends ....

i,437>°°°

57-

Commercial Trav. Mut. Benefit . .

34,000

541,000

I39I-

Home Circles

•• L655.500

625,500

38-

Independent Order of Foresters. .

• • 24,509,500

13,220,000

54-

Maccabees

. . 75,074,000

28,705,000

38-

Knights of Pythias

Oddfellows’ Relief Assoc’n

. . 13,910.500

10,042.000

72.

•• 1,707,75°

396.75°

23.

Orange Grand Lodge

323,000

45-

Royal Arcanum

14,342-5°°

29

Royal Templars

425,000

104.

Woodmen of the World ........

725,000

51-

The Life Insurance Man.

Mr. Geo. R. Hamilton, of London, sends the following contribution to the
News regarding the life insurance man :

Life insurance men remind us ;

We can make our wives sublime,

And departing leave behind us ;

Widows worthy of our time.

We can give them such a send off,

On the life insurance plan ;

Then when our departure ends off,

They can scoop some other man.

2

Uhe Imperial HMe JUsurance (Eompartj) of Canada

Policy No. 10,112. Sum Assured $25,000

Ages 43, 41, 50. Annual Premium $1,968.40

15 YEARS NON-PARTICIPATING JOINT ENDOWMENT.

THE IMPERIAL LIFE ASSURANCE COMPANY OF CANADA, in consideration of the
application for this Policy, hereby made the basis of this contract, and of the annual
premium of One Thousand Nine Hundred and Sixty Eight 40/100 Dollars to be paid
in advance, and of the payment thereafter at its Head Office of a like sum on the 1st
day of May in every year until Fifteen full annual premiums shall have been paid, or
until the death of any one of the assured, should that event sooner occur, hereby as-
sures the lives of —

LOUIS JOSEPH C0DERE, FRANCOIS XAVIER C0DERE and JOSEPH MASSE,

of Sherbrooke , in the County of Sherbrooke , and Province of Quebec , and promises to
pay at its Head Office, to Codere , Son 6° Co., of Sherbrooke, Que., on the First day
of May, A.D. 1918 , or upon the prior death of any one of the assured to
Codere, Son 6° Co., the sum of

TWENTY-FIVE THOUSAND DOLLARS,

upon the receipt and approval of the proofs of the survivance of all or of the death of
any one of the said assured during the continuance of this contract, and of the age
(if not previously admitted), of each of the assured, and upon the title of the person
claiming the money being satisfactorily shewn and upon the surrender of this Policy
to the Company with a valid discharge therefor.

THIS POLICY SHALL be indisputable after one year from its date of issue (except
in case of fraud) if premiums have been duly paid, the age of each of the assured has
been correctly stated, and the condition regarding Naval and Military service
complied with.

THE PRIVILEGES AND PROVISOS printed and written by the Company on the other
side of this Policy and on the succeeding pages hereof are hereby made a part hereof
as fully as if the same were herein stated over the seal and signatures hereto affixed.

NO PROVISION OF THIS POLICY can be changed, waived or modified except by an
endorsement hereon, signed by the President, a Vice-President, Managing Director
and Secretary of the Company, or any two of them.

IN TESTIMONY WHEREOF the President, a Vice-President, Manag-
ing Director and Secretary of the said Company or any three of them,
have hereunto set their hands and caused the seal of the said Com-
pany to be hereunto affixed in the City of Toronto, this Fourteenth
day of May, one thousand nine hundred and Three

3

Always Upward.

Have you Bead int the daiLy press regarding the fluctuations that have recently
occurred in the market value of all investment stocks ? The average value is from
twelve to fifteen per cent, less to day than it was a year ago. An Imperial life or en-
dowment policy would possess a greater value to-day than a year ago. It will
be greater nwtxfc year than it is to-day. Life assurance costs more every year it is post-
poned. Its value increases every year it is held.

Mr. R. R. Carvin has been appointed District Agent of the Company at Smith’s
Falls, working in connection with the Ottawa agency. The Rideau Record has the
following to say regarding the appointment :

“ Mr. A. S. Wicfeware, of Ottawa, the manager of The Imperial Life Assurance
Company for Eastern Ontario, has» been in town for a few days on business for his
Company. Yesterday he appointed Mr. R. R. Garvin agent for The Imperial in this
district. If it is any satisfaction to the great Imperial Life Assurance Company, we
may assure it that the appointment has the heartiest approval of the Record. Mr.
Garvin is the very kind ot man that ought to be in the insurance business — a candid,
conscientious, capable man, a man of good address and good repute. He has been
engaged in one form of insurance work, that of organizer for the Canadian Order of
Foresters and so knows just how to take a life in the easiest and most approved way.
He will have the work here that Mr Wickware formerly had, and if he keeps the pace
set him by that most successful of insurance agents, it may not be long until he fol-
lows him into larger fields. Here’s success to both of them and to the Imperial Life.”

We recommend this method of starting new representatives to our Provincial and
District Managers, as it immediately gives the agent a standing in the community,
and makes his business known.

Letter to Policyholders.

Following our usual custom at this time of the year, the enclosed letter has been
mailed, to each one of the Company’s policyholders, together with a copy of Farm No.
420, “ Government Supervision of Life Assurance.”

It is confidently believed that, if our communication is closely and judiciously
followed up by a personal interview, Imperial representatives will secure some excel-
lent business, and the Company’s prestige will be materially increased. As a large
number of applicants to The Imperial already hold policies in other companies, it is
quite natural to assume that a number of Imperial policyholders apply for assurance
to other companies when they could easily be persuaded to increase their assurance
in The Imperial. Let us make a special campaign amongst our present policy-
holders, and endeavor to see as many of them in July as possible, and many dupli-
cate applications will unquestionably result.

A Challenge.

Mr. E. S. MiHer Writes :

Montreal, Que.. June 15th, 1903.

T. Bradshaw, , Esq , Secretary.

Dear Sir, — I notice by the supplement to the Agents’ News, No. 21, that this
very young branch is complimented by the expressed opinion of the Executive re-
garding no less than fifteen “ eligibles ” for the June “ Honor Roll.”

While we can hardly hope to fulfill your sanguine expectations (which aggregate
2*1. i ?/ of the total names) we will, nevertheless, issue a challenge to any other
branch of the Company to beat us in percentage proportion of “ arrivals ” to the
total of the “ Honor Roll.” Yours to the finish,

E. S. Miller, Provincial Manager.

We wrote Mr. Miller, asking him to make his challenge apply to the July Honor
Roll, to which he has agreed. Montreal Agency, therefore, challenges the other agencies
for the greatest number of names on the July Honor Roll. Who will take this up?

(j ovi T <i'

AGENTS NEWS

Vcl. 4 — No. 24. Published by The Imperial Life Assurance Co. of Can. (6 — 7—03)

1^ THE SUMMER CAMPAIGN. ^

July and August Two Good Canvassing Months.

There seems to be a feeling prevalent amongst life assurance
solicitors that the summer months are “ dog days” and consequent-
ly the business of a majority of the companies shews a decided
falling off during July and August. Why this feeling is so preva-
lent it is hard to understand, as it is a condition caused entirely
by the agents themselves.

The summer months of 1902 yielded us a very satisfactory business
— almost three-quarters of a million. July and August 1902 were not
“dog days” with Imperialites, — in fact it was just the opposite
with a large number.

The Summer Campaign this year should yield one million dollars,
$500,000 for each month. There is no reason why we should not be
. successful, if every Imperialite will put his heart into the work. Let
us reap while others are resting and our harvest will be all the larger
and all the easier to garner.

Rothschild s Rules of Success.

The following rules of success of Baron Rothschild are taken from Mr. T. S.
Knowlson’s Art of Success :

A ttend carefully to the details of your business.

B e prompt in all things.

C onsider well, then decide positively.

D are to do right ; fear to do wrong.

E ndure trials patiently.

F ight life’s battles bravely, manfully.

G o not into the society of the vicious.

H old integrity sacred.

I njure not another’s reputation or business.

J oin hands only with the virtuous.

K eep your mind from evil thoughts.

L ie not for any consideration.

M ake few acquaintances.

N ever try to appear what you are not.

O bserve good manners.

P ay your debts promptly
Q uestion not the veracity of a friend.

R espect the counsel of your parents.

S acrifice money rather than principle.

T ouch not, taste not, handle not, intoxicating drinks.

U se your leisure time for improvement.

’X tend to every one a kindly salutation.

Y ield not to discouragement.

Z ealously labor for the right, and success is certain.

Keep on Fighting.

If things seem a little blue,

Keep on fighting;

Stay it out and see it through —

Keep on fighting.

Do not give up in despair,

There will be a chance somewhere ;

Skies to-morrow will be fair —

Keep on fighting.

Is the struggle hard and long ?

Keep on fighting.

Face the music and be strong —

Keep on fighting.

Show you’re game and proud of it ;

That you’re not the sort to quit ;

That you have old-fashioned grit —

Keep on fighting.

-A Progressive Spirit.

Mr. J. A. Robinson, Manager for Newfoundland, is one of our progressive Man-
agers, eager to grasp every opportunity that presents itself. The Methodist Confer-
ence met at St. John recently and he has mailed a strong circular to each member,
setting forth the many valuable advantages of an Imperial policy. Good luck to you <
in this venture, Mr. Robinson.

Tackle the First Man You Meet.

Skill born of experience has taught some assurance solicitors to know, the
moment they meet a man, whether or not it will be possible to interest him in the sub-
ject of life assurance. With Coleridge’s Ancient Mariner they can say :

I pass, like night, from land to land;

I have strange power of speech ;

- The moment that his face I see,

I know the man that must hear me :

To him my tale I teach.

But as not all canvassers have the ability to take a man’s measure at first sight,
an excellent rule to adopt is that recently given by a well known life assurance man,
which is : “Tackle the first man you meet.”

Of course, common sense must be used in following out this advice. If the first
man the Agent meets happens to be hurrying to catch a train, it would certainly be
"“rubbing the cat the wrong way” to tackle him then and there. That’s not the idea.
It simply means that instead of soliciting assurance only from persons to whom he bears
a letter of introduction or with whom he has an appointment, the Agent should look
upon every man he meets as a prospective applicant, and endeavor, before parting
from him, to learn whether he can secure his application. If he is already assured, he
may be in the market for additional assurance; at any rate, it will do no harm to
tackle him for it.

If you have not tried this plan you will do well to put it into effect. Many
Imperialites make a decided success of it. Why not you? .

Selection of Risks.

It is the aim of the Imperial’s Executive to accept every proposal for assurance
presented, either for the plan of assurance sought, or if that is impossible, on account
of a defect in the life or family history, upon some modified system which will safe-
guard the other members and the interests of the Company, in the light of the
deficiencies found to exist.

It is realized that it is exceedingly difficult to induce an applicant to agree to a
modification of the original terms of assurance, and therefore, such a course is only sug-
gested after the Executive has given the case most exhaustive and careful consideration.

These remarks are made in view of a communication recently received criticising
the Company for refusing to accept an applicant of the age of 40 on the Whole Life
System, who was considerably over the standard weight, and whose family history
shewed an apoplectic tendency. The experience of life companies with persons of this
type is that they do not live out their expectancy. In order, therefore, to protect the
Company, a 15 Year Endowment Policy was proposed, which would terminate the Com-
pany’s risk on the life at the age of 55. If the Company ignore past experience all the
other members of the Company must suffer — that is to say, their insurance must be
more costly, for a heavier mortality would result, and a consequent diminution in
profits take place.

Another communication, from a Provincial Manager, will indicate the great cau-
tion required in acting upon applications. The applicant in this case had an attack
of pleurisy some two years previous to the time of making the proposal. The experi-
ence of pleuritics is that at least 5o°/0 of them ultimately die from lung disease, and
a large proportion pass away shortly after the attack. The Company would only accept
this life with a lien of one half the policy, reducible in equal annual amounts during
the succeeding ten years. The letter referred to advised that the applicant died a
few weeks ago from pneumonia. He had refused to accept the modified form
of policy, and consequently the Company was freed from loss, but the particular
point to be emphasized in this case is that the suspicion of lung disease developing
shortly after the attack of pleurisy proved to be an actuality, thus justifying the
Company’s action.

The Same Oiq Story-

Procrastinators will do well to consider the following lines :

At thirty man suspects himself a fool,

Knows it at forty and reforms his plan;

At fifty chides his infamous delay,

Pushes his prudent purposes to resolve in all the magnanimity of thought,
Resolves, then re-resolves, then dies the same.

First, Quality, then Quantity.

The Officers of the Imperial Life are desirous of receiving the largest amount of
new business possible, yet no application should be sought unless there is a moral
certainty that at least the first annual premium will be paid in cash. Unpaid-for
business creates an undesirable and unhealthy temporary inflation. It leaves a
markedly bad impression with the Officers of the Company concerning the agent
responsible for it, and further, it enables competitors to make capital at our expense,
of the consequent unsatisfactory disclosures in the Company’s sworn report to the
Government; moreover, much valuable time and money are lost, not only to the
agent but to the Company. If an agent doubt the ability of a prospective applicant
to pay at least his first annual premium, it is time and money wasted to pursue the
case further — it is his bounden duty to immediately seek other prospects of a more
satisfactory and inviting character. The agent’s valuable time is wasted, the Company
put to the expense of medical examination fee, cost of carrying the risk, cost of
making the many entries in its records, cost of correspondence, etc. A note taken
from an applicant who is “ doubtful pay,” wastes the time of the agent in endeavoring
to collect it and prevents him from throwing his energies into the securing of new
business and the developing and uplifting of his agency.

Let us put down briefly the effect of an uncollectible note:

j Agent’s time in securing the application lost.

2 Some good prospect probably lost.

3 Cost of medical fee lost.

4 Cost of Head Office considering the case lost.

5 Cost of Head Office writing the policy lost.

6 Cost of Head Office making entry in records lost.

7 Cost of Company carrying risk during the currency of note lost.

8 Agent’s time lost in trying to collect note, which might have been employed
in securing a good application.

9 Head Office’s time lost in trying to collect note.

io A undesirable inflation of the Company’s business.

n A high termination rate in Government Report, out of which competitors can
make capital.

12 An unenviable and undesirable record for the agent.

The agents of the Imperial Life, speaking generally, have been fortunate in their
selection of applicants. It is, however, regrettable that this cannot be said of all.

The Imperial Life wants all the good paying business its representatives can
obtain. It does not, however, desire a single risk in respect of which at least the first
annual premium will not be promptly paid when due. It should be the imperative
duty of every Imperial Life agent to first determine, when canvassing a prospect for
assurance, if he is well able to pay the first annual premium. If not, the canvass
should be judiciously brought to a close.

\NVPERMt
x AGENTS NEWS ^

Vcl. 4— No. 25. Published by The Imperial Life Assurance Co. of Can. (13—7 — 03)

Canada’s Prosperity Means
The Imperial Life's Prosperity.

Never before in the history of Canada has the outlook been brighter or more
hopeful. Every condition in every Province emphasizes this view; Statesmen, Bankers,
Merchants, Manufacturers and Agriculturists speak in glowing terms of what has been
accomplished, and of the possibilities in store. Bank circulation is increasing at the
rate of over $1,000,000 per month, which is an infallible indication of the activity of
the business of production. Bank deposits are being added to at the rate of over
$3,000,000 per month — a substantial proof that the savings and resources of our
people are greatly increasing.

The Canadian fiscal year, which ended on the 30th of June, shews a foreign trade
aggregating approximately over $450,000,000 of money, or $35,000,000 greater than
the total for 1902, and nearly double the total for 1896 — a positive assurance of the
continuance of business prosperity and activity.

The crop area has been very largely increased this year. The latest reports state
that the total acreage under cultivation in Manitoba and the North West Territories,
is about 4,700,000 — an increase of over 640,000 acres compared with 1902, — with a
probable grain yield of 150,000,000 bushels, or an increase of 21,000,000 over that of
1902. From present indications not only will the crop in the West be the largest and
most profitable that has ever been reaped, but the same remarks can be made in
respect of the crop in every portion of Canada.

Manufacturers are taxed to their utmost to meet the demand for their goods. At
no previous period has such a ready and profitable market existed. Salaries of em-
ployees have never been so high; they have never had as much surplus wealth as they
have to day.

Tremendous railway undertakings by Government and private capital have been
announced, and are proposed to be pushed forward with great rapidity ; moreover the
statement has been made, that everything used in connection with the construction
and equipment of this great national undertaking is to be manufactured and pur-
chased in this country, if at all possible. This, in itself, means an assured activity in
laboring and manufacturing circles for at least the next five years, and the spending
of many millions of money in this country amongst all classes. The work being
national and trans-continental in its character, the beneficient effects will be shared by
every community throughout Canada. What does all this mean to the Imperial Life
and its representatives ?

I

During this great Nation building period, and during this time of magnificent
extension and great commercial activity, it behoves each representative of the Imperial
Life to see to it as he has never done before that The Imperial Life’s interests shall
not lag, that this well founded, aggressive and enterprising Company shall share
fully in these “growing times.” How can this be accomplished ?

At no period in the history of The Imperial Life have times been so propitious for
its representatives. Today is their harvest time, and if they will put into their work
that ordinary labor, intelligence and preseverance which others are putting into
their work, they and the Imperial Life must prosper as the nation is doing.

We look forward to the last six months of the year yielding us a larger volume of
business than any similar six months in our history. With each one determined to do
his best the success which we anticipate between now and the 31st of December will
be an accomplished fact.

The Month’s Business.

For the six months ending the 30th June, 1902, we issued $1,853 904 of
assurances. For the same six months of 1903 we issued $2,099,600 — an
increase for the first six months of 1903 of $245,696, or about 12^ %. The
Directors and Officers of the Imperial Life consider this a very satisfactory progress
and take this opportunity of thanking the field staff for their strong and successful
efforts. While we had aimed at securing a larger volume of business, yet it must not be
overlooked that the greater part of the year’s business is done in the last six months.
We lack $400,000 of the $2,500,000 which we had aimed at obtaining by the 30th
June. This is not such a large amount but that it could be made up during the
coming months, and we feel confident that it will be the aim, the desire and the
earnest effort of every Imperialite to have this done. The month of July has
generally been a good month for life insurance with the Imperial Life. Last July we
obtained $277,000 of new business. This July, after due careful consideration, we
believe should net us $500,000. With the magnificent staff, the splendid
outlook, and the unexcelled standing of The Imperial Life, this should easily
be accomplished. Let us all — Head Office staff. Provincial Managers, District
Managers and Agents — take advantage of the conditions present and, using our very
best endeavors, make the month of July without doubt a $500,000 month. This can
surely be done by persistent effort on your part in securing names “on the dotted line”
at the foot of the application form.

$3,950 Life Insurance— $50 Personal Effects.

The enclosed clipping from the Toronto Star of July 8th, 1903, is one of the
strongest arguments in favor of life assurance that we have ever come across.

He Left $4,000.

“Florence Amelia Tattersall of this city petitioned for administration in the
Surrogate Court this morning of the estate of her late husband, Richard Brooke
Tattersall, who died intestate on April 22.

Deceased left an estate valued at $4,000.50, of which money secured by life
insurance amounts to $3,950.50 and clothing and personal effects to $50.”

How would Mrs. Tattersall have been able to have struggled along during the
balance of her lifetime on “personal effects of $50.” Those who would only leave
“ $50 of personal effects” should be immediately introduced to an Imperial Life
policy.

2

The Folly of Lapsing.

re Policy No. 8852, E. Carpentier.

The following letter from our Territorial Manager, Mr. T. M. Grover explains
itself :

Regina, July 3rd, 1903.

Gentlemen: —

I beg to report the death of Mr. Eustache Carpentier of Manor, Assa. His
policy lapsed on April 3rd, 1903, on account of non-payment of second note.

The most pathetic circumstance in this connnection is the fact that during my
recent visit to Candruff, Mr W. I. Richardson, our Local Manager, and myself, drove
out and tried to effect a settlement with Mr. Carpentier. He was unable to meet the
amount, and told me he would pay the note on the first of August. I remember dis-
tinctly remarking to Mr. Carpentier “that he was assuming the risk of some unforseen
accident or occurence in life from the date the policy lapsed until he effected its
restoration.” It appears the unexpected has transpired much sooner that he expected.
Mr. Richardson’s telegram simply states “Eustache Carpentier dropped dead. What
can we do about his insurance. Answer at Manor.” I have written for full
particulars and will advise you at a later date. This is only one example out of
hundreds that are daily occuring, of the uncertainty of life.

Yours truly,

T. M. Grover, Territorial Manager.

It is our great regret that Mr. Carpentier failed to apply for the restoration of his
policy when solicited to do so. Of course, we could not, in justice to our policy-
holders, recognize any liability.

NOTES.

We congratulate !V|r. A. H. Fair upon leading the Honor Roll for the second time
this year. Mr. Fair can always be counted upon for a splendid personal business.

Mr, J P. Beaudoin and Rev. A, W. Ross are the only two Imperialites who have
been on the Honor Roll every month of the first half. Who will make this record
for the last half of 1903?

Messrs. W. Simper of Balgonie, and H. Euteqeier of Kronan, both did splendid work
for Mr. Grover last month. They each assisted in securing $9,000 of business, the
equivalent of $4 500 of personal business, which, unfortunately, was just below the
limit of the Honor Roll.

The Inevitable.

It looks on the face of the returns as if the fraternals have seen their best days.
In 1902 the regulars issued 1,121,237 policies, the fraternals 8,491,596; the regulars
issued insurance amounting to $1,853,768,539. the fraternals $1,022,380,457; the regu-
lars closed the year with 4,361,044 policies, the fraternals with 4,332,973; the regulars
had insurance in force footing up $9,088,723,885, the fraternals $6,374,471,930. The
regulars gained $902,099,141 in insurance in force and the fraternals $471,805,099 in
1902 over 1901. The fraternals are not holding their own. As a whole they are no
doubt honestly and economically managed but their rates are not up to a loss paying
standard and they are inevitably falling behind. — Insurance Topics.

3

Honor Roll for June, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business will be credited one-half to each of the two agents.

(2) The agents will be ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there will be a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

No of
limes on

Applications.

Rank.

Premiums.

Rank.

Honor Roll

A. H. Fair, Halifax, N.S

41,000

I

1,663.15

I

4

J. P. Beaudoin, Montreal, Que

27,000

2

1,130.25

2

6

R. W. Day, Edmonton, Alta . .

21,000

3

674.25

4

1

S. P. Saunders, West Indies

20,000

4

841.20

3

4

E. S. Miller, Montreal, Que

20,000

4

671.50

5

2

A. S. Wickware, Ottawa, Ont

18,000

6

611.50

7

3

J. A. Labelle, Joliette, Que

16,250

7

666.40

6

2

Rev. A. W. Ross, Portage La Prairie, Man.

12,000

8

428.20

9

6

W. H. Seymour, Hamilton, Ont

1 1,000

9

387-55

10

3

T. M. Grover, Regina, N.W.T

11,000

9

436 20

8

2

J. W. W. Stewart, Vancouver, B.C

10,000

1 1

366.35

1 1

5

J. B. Cooke, Kingston, Ont.

8,000

12

327-55

12

3

W. A. Gibson, Fredericton, N.B

8 oco

12

285.30

13

3

T. Beaudry, St. Jean de Matha, Que. . . .

6,75°

14

242.80

16

1

H. V. Fieldhouse, Neepawa, Man

6,000

i5

i1 2 3 4 5 6 7 87-35

21

1

Geo. R. Hamilton, London, Ont

5>5°°

16

274 3°

14

1

H. B. Andrews, Toronto, Ont

5-5°°

16

220.05

J9

3

J. C. Gass, Shubenacadia, N S

5 °°°

18

I76-45

20

2

A. Le Ray, Montreal, Que

5,000

18

236.50

18

1

N. D. Bell, Port Elgin, Ont

5,000

18

164.90

22

2

J. S. Wallace, Winnipeg, Man

5, ooo

18

245-5°

*5

4

A Duncan, Petrolea, Ont

5,°co

18

238-95

17

1

J. F. Gauvreau, Quebec, Que

5,000

18

131-5°

23

3

Contributions.

Some representative of the Company in Montreal makes a suggestion as to what
should not be contained in the “ Agents News.” As the writer has not disclosed his
name, the Editor takes this opportunity of asking that he will be good enough to
suggest ivhat should be inserted in the “ Agents News ” from time to time, and to sub-
mit contributions that he thinks will be of assistance to the field staff. Not only
is this remark intended for our anonymous correspondent, but the Editor would be
pleased to receive suitable contributions from any reader at all times.

Standing: of the Agencies for June.

1 — Montreal, Que.

2— Halifax, N.S.

3 — Vancouver, B C.

4 — Ottawa, Ont.

5 — St. John, N.B.
Winnipeg, Man.

6 — Head Office Agency.

7 — Regina, N.W.T.
West Indies.

8 — London, Ont.

9 — Hamilton, Ont.

10 — Kingston, Ont.

11 — Port Elgin, Ont.

12 — Brighton, Ont.

1 3 — Newfoundland.

14 — Belleville, Ont.

Port Hope, Ont.

St. Catharines, Ont.

15 — Brockville, Ont.

Sault Ste. Marie, Ont.

<

\N\PERL44

AGENTS NEWS

£//>

Vcl. 4 — No. 26. Published by The imperial Life Assurance Co. of Can. (20 — 7 — 03)

The July Business is Falling* Behind*

The business for the first half of July, 1903, is not as large as that for the

first half of July, 1902.

There seems to be an unaccount- Some days we only receive

able listlessness in our agency three or four applications at

force this month. the Head Office.

What is the Reason for the Shrinkage this Month?

Not once before this year have two weeks’ efforts yielded such small re-
sults as have been accomplished during the first half of July, and we are, to
say the least, astonished at the small business being received from some
agents. Agencies that have been in the habit of sending in $10,000 of appli-
cations at a time, are only sending in $1,000 or $2,000, and other agencies
that have always sent in a steady line of applications have not yet been heard
from. What is the reason for this ? What has caused the general non-pro-
ductiveness in our Agency Staff?

We have still practically two weeks left in July in which to make a suc-
cess of the month’s business. What will we do during these 14 days ? Are
we going to work along in the same way as during the past two weeks, or are
we going to get right down to work and make results come ? What are you
personally going to do? Each agent must determine what he will accomplish,
but let us each remember that upon our individual efforts, the success or
non-success of the July campaign depends.

I

A Gilt-Edge Investment

The Income Bond Issued by The Imperial Life.

Everything Guaranteed.

Age 30. 20-Year Endowment Income Bond. Twenty Instalments,
Amount, $10,000. Annual deposit, $333.00.

At age 50 you will receive an income of $500 annually for 20 years, or this in-
come will be paid to your wife or estate for 20 years in case of your prior death. At
the maturity of your bond (age 50) the Company guarantees to pay cash for it if de-
sired, $7,660.00.

If you live to make all the payments, you will have paid the Company $6,660,
and the Company guarantees to pay you $500 annually for twenty years ($10,000 in
all), or $7,660 cash in one payment. This policy guarantees liberal cash, loan and
paid-up values after the third year.

At the end of the 5th year you can obtain a paid-up Bond for $2,500.

At the end of the 6th year you can obtain a paid-up Bond for $3,000.

At the end of the 8th year you can obtain a paid-up Bond for $4,000.

At the end of the nth year you can obtain a paid-up Bond for $5,500.

At the end of the 14th year you can obtain a paid-up Bond for $7,000.

At the end of the 17th year you can obtain a paid-up Bond for $8,500.

At the end of the 19th year you can obtain a paid-up Bond for $9,500.

Rate at age 28, $331.50

Rate at age 38, $343-00

“ 32> 335 °°

“ 40, 34 7.- 00

“ “ 34, 337-oo

it

“ 42, 352.50

“ “ 36, 339 5°

it

“ 44, 359-00

See pages 199 and 205 of Manual of Rates.

This is a splendid Special Contract to push during July and August.

Your Best Only is Required,

If you are “ not equal ” to $100,000 per annum, don’t quit ; $10, coo or $20,000
will make a record for you. That kind of business makes up the bulk of the
entire field.

Sure and Steady Wins the Race.

The steady flow of business done by an agent is the business that counts. The
tortoise got there while the hare was resting from his hard pushing.

Personal Responsibility.

Things will come out all right if you do your share toward making them head
that way. Otherwise not.

To-Day, To-Day— There is no To-Morrow

Now is the accepted time. Now is the day for applications. Hustle, to-day.

2

Death Claims Recently Paid.

dJ k-j O M vONO lO'J-CiMOO N rh NO M ON ON N N O 00 *0 m ir>

« sg* i i i i i i i i i i i i t i i i ii i i n

■^-rJ-NO<NOfONT}-cONMOrf^-T+lTf-MOwOcO

oo

CD

CD

£

t— »

<d

X

H

X

a

T)

x

rt

CD

73

4-»

c

CD

CD

CD

H

4-»

<Si

O

£

CD

X

■4~>

U~,

C

j-»

tn

cvs

tn

00

c

’5

o

W CO VO Tl- HVO M o-t^ Onno no
Tt“ r- CO N N co fO co O co Q\ O

tn ro tj-oo Tt- rooo w

CO VO O UOOIO N On O
00 Oc H On A" CO Os 8 CO On On oo 6 VO m M A- N 4- CM vr> CO
O oo -*f vo O uoco Tf 00 ONOO VO CO o O' CO VO o M oo ON
W CO co On On On m Tf o OO On j>. O 00 On OnoO tJ- vo

VO

N

n

73 X

S

w y «

§ 3 .2

•g

§ § «
v. O r>

CD *•“

C £
3 "3

O — .

£ u

<1

O oo rt- Tf NO Oc On O to ^ Tt ^ vO N'O «N NO t'- M ON c O

CO N m o. M NO NO N ON CO O 0n'O CO O' ^ N
MdoodoNMOONNodo’^CN^OMOo
On h in fOC"t O iO N w o O ro "vt" O O
mmco m On n to m cm moon

^ O On

io n in n 4 4

CO rj- ON NO M CO

M M M

ro

OOOO^OOOOOO^OOOroOOOOOO
OOOOOOOt^oOOOONOOOOOOOONOOO
OOOOO^O^O^OOvoOONOOOOOOOOON voco

H H N H H M N M N hT m" M* H H H CO

m-

c n o *

£ pq :

JJs

o <«
cvs c

*51

cu -s

*-> tn

tn «

x a

s°.

CD

>-^X

2 §

tn W

O £
^ u

a

O <D

<u&
bfl

% g « • c 75 O ~

g S .a> -g * ■ -

O ft ji y C

W OJ

=*, S~ ^ ^ ^

c a G l“"1 X,w a rr

r c^OOO cO1 xO

U . £

« =o

c c

c o

<D

X

s'8ij22S2JS-SoS^oS.S,3

CD c3
C | —

s° _

° ra o

OS 1/3

O O

a

o 53

-- _ . c ^

^ SWo^

s 3“6 ^

C X

<D r

i-i

CD

y «

CD n

X ccJ 53
X to p
O C
O O

c .

CD .
00 .
< D

Vh

a 5

D tJ

o S

XI ^ S

« «a S >3

§:s

O C/3

O 5^

9 x

<D 4-1

§ g

.So

_j 5— i
qj

PQCJPihhJ^S^PhO^Pu^

CD *-
/-> CD
CftX

2 I
si
i «

PU

. M

^“g5.

_;u : ;<
Ah

3^

S 11 B CO ^ S

73 w S S 72 ’53 73 ^
C/3 h-^PM pin P-i CJ H C/3 Q

O)

c g

4-J C

: o £ : : : u ^

r n 'D h- » . • . ^ m

a°0

if 2.1 c - =" = « S'

i-ScSI-S-S 1 lo^

o w
§c5

tf°. g

rt D -U

x CUP
cX g
cvS cs

p=t5§S*3oxSogS»32Soort2‘5‘3««

m

<&-

m

VO

M

VO

CO

tc

m-

ro

M

00^

oo

CO

4^

o

o

Ph

■J— »

c

CD

C/3

c

H-l

■CH*

73

73

ccS

73

CD

CD

j-»

C

ccj

H

CVS

Z3

O

The time for which the above policies had been in force is as follows :

73

CD

CD d

JD m
tn 0“

a **

.2

*c
o

H

CD O

<D

X <D

^ l

X g

& S

cvS

5 had been in force less than i year • 2 had been in force between 1 and 2
years 3 5 had been in force between 2 and 3 years ; 3 had been in force between 3
and 4 years ; 7 had been in force between 4 and 5 years. The average duration of
the policies was 2 years and 8 months.

In only one case did the beneficiary receive* less than twice the amount paid
by the assured ; in one case the amount paid by the Company was no less than 35
times the amount paid by the assured. Truly, life assurance was a remunerative in-
vestment for the estates of these men.

3

The Cheerful Spirit

Is there a life insurance man canvassing anywhere who hasn’t run up against a
case of the blues at one time or another in his field experience ? I think not. We
often talk about the most essential requisite for life insurance success, and there are
varied opinions as to whether it be tact, enthusiasm, persistency, or what not ; but it
seems to me that a great deal of a man’s success depends upon his enthusiasm and
spirits.

No man can accomplish very much in this world who is out of sorts and out of
harmony with lite and his surroundings ; who is grumpy ; who goes about his work
in a half hearted way, and mopes. Do you ever get blue after, perhaps, canvassing
for some time and having repeated cases in which your prospect turns you down? Do
you ever begin to wonder whether there is anything in the life insurance business after
all ; whether you are suited to it ; whether everybody is not insured, etc, ?

One of the greatest requisites in life insurance is to have, to cultivate — for it can
be cultivated — an enthusiastic and cheerful spirit, a spirit that rebounds like a rubber
ball when it goes against anything hard ; that takes with a smile the hard knocks of
the world ; that is able to throw off temporary discouragements. Cultivate that sort
of a spirit, and even if all the prospects you have banked on to close in July should
fail, you can still say, cheerfully : “ Never mind — there are just as good fish in the
sea,” and keep at it pluckily along that line !

There is nothing, positively nothing, to be gained by getting blue, becoming
discouraged, or believing that you are a predestined hoodoo !

Be cheery. Be optimistic. Be hopeful.

Standing of the Agencies for First Half of 1903.

I.

Montreal, Que.

n.

Regina, N.W.T.

20.

Sault Ste. Marie, Ont.

2.

Head Office Agency.

12.

Hamilton, Ont.

21.

Belleville, Ont.

3-

Vancouver, B.C.

Brockville, Ont.

22.

St. Catharines, Ont.

4*

Halifax, N S.

14.

Peterboro, Ont.

23*

Brandon, Man.

5*

St. John, N.B.

T5*

Newfoundland.

24.

Guelph, Ont.

6.

Winnipeg, Man.

16.

Port Elgin, Ont.

25-

Durham, Ont.

7*

London, Ont.

i7-

Victoria, B.C.

26.

Ingoldsby, Ont.

8.

Ottawa, Ont.

18.

Port Hope, Ont.

Waterloo, Ont.

9-

io.

West Indies.
Kingston, Ont.

T9*

Brighton, Ont.

27.

Port Arthur, Ont.

Restored Policies.

The work of revivals still goes on, but all our representatives have not yet grasped
the importance cf it. The Company is desirous of seeing each one of its representa-
tives as much interested in the revival of terminated policies as in the securing of new
business. The retention of old business does not even take second place to the se-
curing of new applications. Let us join hands and make a record for July.

Agency.

Amt. of Policies
Revived.

Rank.

Prems.

Rank.

No. of times on
Honor Roll.

Head Office..

1

$1,005.85

I

6

Vancouver . .

2

306.00

2

3

Kingston ....

. . . . 2,000

3

73*65

3

3

Ottawa

3

72.40

4

4

Winnipeg. ..

3

66.25

5

5

St. John

6

31.40

6

5

Montreal ....

6

29.05

7

4

AGENTS NEWS

Vcl. 4— No. 27. Published by The imperial Life Assurance Co. of Can, (27 — 7—03)

Advertising.

The attached reading notices have been inserted in three Toronto papers — one in
each — and have elicited a number of enquiries. It is recommended that our repre-
sentatives insert one of them in their local paper. If the replies received are followed
up closely, some good business will undoubtedly result. Do not insert the advertise-
ment in any paper more than once, as that would turn it from a “news item” into an
ordinary advertisement.

To one who is considering making application for a life assurance policy, the
pamphlet, “ Government Supervision of Life Assurance in Canada,” issued by the
Imperial Life, will be especially interesting, as indicating the many safeguards em-
ployed by the Dominion Government for the protection of policyholders. It also sets
forth the unexcelled security behind the guarantees contained in Imperial Life poli-
cies. A copy may be obtained by addressing

Agent, The Imperial Life Assurance Company of Canada.

Every person who contemplates applying for a life assurance policy is deeply
concerned in the security of his investment. For the benefit of intending applicants,
The Imperial Life has printed a short treatise on “ Government Supervision of Life
Assurance in Canada,” which sets forth the many safeguards employed by the Dom-
inion Government for the protection of policyholders. A copy may be had by ad-
dressing Agent, The Imperial Life Assurance

Company of Canada.

“ Government Supervision of Life Assurance in Canada,” is the title of an inter-
esting pamphlet published by The Imperial Life. It sets forth the many safeguards
employed by the Dominion Government for the protection of policyholders, and inci-
dentally gives a few particulars regarding the security behind the guarantees contained
in Imperial Life policies. It is of paramount interest to anyone who contemplates

applying for a life policy, and a copy may be had by addressing

Agent, The Imperial Life Assurance Company of Canada.

An Interesting Subject.

Of Paramount Importance.

Government Supervision.

A Young Man’s Assurance.

It is a noteworthy fact that young men in Canada are availing themselves of the
advantages of life assurance to a much greater extent than a few years ago — a fact
that is bound to count greatly in tavor of sound social and economic conditions in
Canada in the future. As an illustration of this, we cite the following case :

In March, 1898, Mr. W. A. Black, of Halifax, then 20 years old, took out a 15
year Endowment policy in The Imperial for $5,000, annual premium $377.25. That
Mr. Black has been well satisfied with his investment is evidenced by the fact that he
has lately applied for, and received from, The Imperial a 20 payment Life, Guaran-
teed Security Policy for $25,000, annual premium $768.75, a copy of which is
herewith given.

Let us consider briefly, some of the many valuable features of this policy :

(1) The premiums are strictly limited to 20 years- — the most productive period of
life— with the proviso that if death takes place within that time, premium payments cease.

(2) In the event of Mr. Black’s death at any time during the first ten years of the
policy, there will be payable to his estate, $25,000.

(3) In the event of Mr. Black’s death during the last 10 years there will be pay-
able, in addition to the $25,000, all premiums paid after the 10th premium. Thus,
if death occurred during the 19th year, the transaction would stand :

Face of policy $25,000.00

Last 9 premiums 6,918.75

Total amount payable $3 1 ,9 18. 7 5

(4) If Mr. Black lives to the end of the 20 years, he will have paid to the Com-
pany $15,375.00. He will then have the choice of any one of the following options :
Continue Original Policy, no further premiums to be paid, and

^ Receive the Accumulated Surplus in cash, estimated at $ 5,650

and continue original policy, fully paid-up and still participating in surplus. . . 25,000

Receive the Accumulated Surplus in paid-up life assurance (bonus addition),

estimated at 10,775

QY b and continue original policy, fully paid-up and still participating in surplus. . . . *5,000

Total Life Assurance (fully paid-up^ 35 »775

(Subject to satisfactory evidence of eligibility for life assurance).

Oy. ^ Receive the Accumulated Surplus in an Annual Income for life, estimated at. . . 375

and continue original policy, fully paid-up and still participating in surplus. .. 25,000

or Discontinue Original Policy, and

Receive in cash the entire Reserve, guaranteed 12,925

d and the Accumulated Surplus, estimated at 5,650

“ Total Cash Value ” 18,575

gy g Receive the “ Total Cash Value ” in an Annual Income for life, partly

estimated 1,200

These options will be available when he is 45 years of age — a time when probably a
man can use capital to the best advantage.

(5) The policy provides for Cash, Loan or Paid-up Values at any time after three
annual premiums have been paid. The policy is thus a tangible asset that Mr. Black
can realize upon should necessity arise.

(6) After 10 annual premiums are paid, Mr. Black can allow the last 10 annual
premiums to stand as a loan against the policy, and by virtue of paragraph (3) above,
the full face value of the policy will be secured to his estate, should death take place
before the end of the 20 years. The policy, therefore, cannot possibly lapse after 10
annual premiums have been paid.

(7) There is no restriction upon Mr. Black regarding residence or travel.

(8) The policy provides for a month’s grace in the payment of premiums during
which time it is in full force and effect.

2

^he imperial |C tfe JUsttrancr Compang of (ffanaba

Policy No. 10,250. Sum Assured $25,000.

Age 25. Annual Premium $768.75,

GUARANTEED SECURITY POLICY.

20 Annual Premiums. Accumulative Surplus Period 20 Years.

THE IMPERIAL LIFE ASSURANCE COMPANY OF CANADA, in consideration of the
application for this Policy, hereby made the basis of this contract, and of the annual
premium of Seven Hundred and Sixty-Eight 75/100 Dollars to be paid in advance,
and of the payment thereafter at its Head Office of a like sum on the 1st day of June
in every year until Twenty full annual premiums shall have been paid, or until the
death of the assured should that event sooner occur, hereby assures the life of —

WALTER ALLAN BLACK,

of Halifax , in the County of Halifax , and Province of Nova Scotia , and promises to
pay at its Head Office, to the executors, administrators or assigns of the said assured,
the sum of

TWENTY-FIVE THOUSAND DOLLARS.

upon the receipt and approval of the proofs of the death of the said assured during
the continuance of this contract, and of the age (if not previously admitted), and upon
the title of the person claiming the money being satisfactorily shown, and upon the
surrender of this Policy to the Company with a valid discharge therefor.

The Company agrees during the currency of this Policy, provided there is no
other lien or indebtedness hereunder and that the first ten years’ premiums have been
duly paid to the Company in cash, to lend the holder hereof, if desired, in the terms
of its loan agreement form, the remaining premiums under the policy, when and as
each of such premiums shall become due.

The Company further agrees that if this policy shall become a claim by death
occuring after the policy has been ten years in force and before the date of the
completion of the Accumulative Surplus Period, as set forth on the opposite page
hereof, in addition to paying the principal sum assured as provided herein, to return
all premiums of the eleventh and subsequent years, which have been paid hereon in
cash, and to cancel all loans of such premiums (exclusive of interest unpaid or
accrued) made upon the policy by virtue of the privilege contained in the preceding
paragraph.

THIS POLICY SHALL be indisputable after one year from its date of issue (except
in case of fraud) if premiums have been duly paid, the age of the assured has been
correctly stated, and the condition regarding Naval and Military service complied with.

THE PRIVILEGES AND PROVISOS printed and written by the Company on the
other side of this Policy and on the succeeding pages hereof are hereby made a part
hereof as fully as if the same were herein stated over the seal and signatures hereto

affixed.

NO PROVISION 6F THIS POLICY can be changed, waived or modified except by
an endorsement hereon, signed by the President, a Vice-President, Managing Director
and Secretary of the Company, or any two of them

IN TESTIMONY WHEREOF the President, a Vice-President, Manag-
ing Director and Secretary of the said Company, or any three of them,
have hereunto set their hands and caused the seal of the said Company
to be hereunto affixed, in the City of Toronto.

3

Life Insurance— Its Value.

It is a curious thing that life assurance agents or canvassers have often much trou-
ble in getting young men, or even middle-aged men, to perceive the value of a life policy
or policies, whether as a means of thrift, through being stimulated to work and save to
keep up payments, or whether as an investment, a safe place to put savings in order
to get the benefit of them when older. Some assurance solicitors are able, occasion-
ally to get a young and perhaps ambitious fellow to see that he would do well to hus-
band his small but growing salary. But almost any agent can do better than this — he
can get and pour into the mind of his intending applicant for assurance the testimony
of people who are already assured.

“ I wish now I had made it double.” A contemporary cites a communication received
from a pleased policyholder on the satisfactory maturing of a twenty-year endowment
policy, thus: “My little investment has brought me nearly four per cent, on my invest-
ment besides life insurance for nothing for twenty years. I wish now I had made it dou-
ble the amount, for one cannot get back the time he lives nor the money he wastes.”

Po tides never fluctuate , but increase in value . As an older instance of al-
most exactly the same sort from an older insurant, the Toledo “Bee” tells a story of
what an elderly and rich man of that city confided to the writer. Said he : “I work-
ed like a slave until I was forty-five years old to make a fortune, and have had to
watch it like a policeman ever since to save it. My life assurance policies have really
given me the least trouble of all my possessions. They have never fluctuated,
but have steadily increased in value, have called for no watching on my part, and are
worth more year by year. I took out the first ones in a half doubting way as to their
ever being much good, except possibly to my family in case of early death. But I was
young then. I have taken a good deal since as a protection to them and an invest-
ment for myself in order that I may have at least one line of securities that wouldn’t
keep me awake at night, nor my eye on the market reports by day. I suppose you
would call me a pretty heavily assured man man were I to tell you what I carry, but
had I my life to live over I would cheerfully saddle myself with double the amount
early in the game.”

Life Assurance versus Savings Bank. A happy characterization of the sums of
money paid in the shape of premiums on life assurance policies is made by the Argus,
which calls them “enforced savings.” That is to say enforced spontaneously and vol-
untarily by man upon himself. The value of such a habit of self-denial and regularity
is very great, often keeping a man from needless and therefore wasteful spending. As
the day approaches for renewal payment of premium, the feeling is “I owe so many
dollars and cents on my life policies,” not ; “Now I am going to deposit so much in
the savings bank.” Comparisons are sometimes made between the latter useful insti-
tutions and life policies, but where, asks the Argus, “is the man who would keep up
year in and year out for, say, a couple of decades, the habit of placing a fixed sum in
the savings bank with the same regularity he would use in paying his life assurance
premiums ? Even if he did, and the chances are a thousand to one against it, it is
still a fair subject for discussion as to whether or not he would be the gainer,”

Life assurance conduces to frugal and thrifty habits. There is no economic or so-
ciological force equal to life assurance in its results to the individual family, to society,
and to the state. This principle is laid down and forcibly argued by L. G. Fouse, in the
Underwriter’s Review. It conduces, he contends, to frugal and thrifty habits essen-
tial in home building. “The periodical payment of life assurance premiums, which
must be made or some sort of a penalty suffered, has frequently caused the indifferent
or even improvident to form frugal and thrifty habits. Life assurance for protection is
an unselfish act, intended to prevent dependents from becoming a public charge,
which is a feature of good citizenship, and is essential in home building. The build-
ing of a home is more than mere bricks and mortar. It means the disposition and
ability to provide. Death may cut off such provision, but life assurance steps in, in
such event, to capitalize the home builder’s expected labor of the future.” So let the
assurance agent labor to get the young, sanguine, pleasure-loving man to consider his
way, and make provision during his years of able-bodied earning for the sere and
yellow leaf time, which comes to all of us if we live.

AGENTS NEWS

Vcl. 4— No. 28. Published by The Imperial Life Assurance Co. of Can. (3 — 8 — 03)

To Imperial Representatives:

Gentlemen : —

Our esteemed Vice-President and Actuary, Mr. Bradshaw, left last week for
a trip through the Western Agencies, and will be away from the Home Office until
September 1st.

It has occured to our Executive Committee that it would be a fitting tribute to
Mr. Bradshaw, and a token of the appreciation in which we all hold him, if we could
greet him on his return with the news that the business for August 1903 had over-
topped the $418,500 for August 1902 — the largest previous August in the Company’s
history.

I recognize that this is a large undertaking for a summer month, but having
accomplished such a splendid month’s business last year, I see no reason why we
should not do so again, when we have this special object in view. I know of nothing
that would please Mr. Bradshaw more than this substantial token of our interest in
the Imperial’s welfare, especially if I could say to him that every member of our
Agency staff had taken some share therein.

If you are with me in this undertaking, let me ask that Every Impsrialite put forth
the very best efforts of which he is capable, in order that each one may have some
share in the grand total which we will accomplish.

Trusting that the prospects of Every Imperlalite warrant him in promising at least
one application during August, I am,

Yours very truly,

Managing Director.

I

5 Per Cent. Income Bonds

Income Bond Policies were devised for certain contingencies. These contingen-
cies present themselves to every man at times ; they jump up to face him in the form
of questions that destroy pleasant thoughts, because, like the furies, they sit at the
curtain and peer in : “Has my wife sufficient experience and knowledge to manage

the estate I should leave her and my children ? What if she should trust some reck-
less friend, or some sharper should swindle her and the children out of the property I
have labored to provide for them, or she should make unwise investments which
shrewd business men do not altogether avoid ? Or suppose she should marry a sec-
ond time, would my children become dependent on another ? Are my children cer-
tain of an education and a fair start in life ?

These are very familiar questions, but when they run up against a Principal and
Income Bond they shake their tails like little devils and go and play in someone
else’s back yard.

A policy of insurance which can summarily dispose of questions so natural as
these is a power in the hands of an earnest solicitor. Notice how it covers every weak
point with the shield of its protection :

i st. It provides a certain income for a certain number of years.

2nd. It provides a cash sum at the end of the income period equal to the sum
of the income payments.

3rd. The cash sum can be changed to a life annuity.

4th. No marked depreciation can delay or decrease the stated income.

5th. No untrustworthy friend, no schemer, no carelessness, can wipe it out or
diminish it.

6th. The cash sum, when the income has educated the children, will give them
a start in life and business.

7th- A man can provide against his own old age with the same certainty as in
the case of his family.

8th. The Imperial Life Assurajice Company of Canada— Annually Examined by
the Dominion Government — is your trustee, and charges no commission for carrying
out your purpose.

Ordinary Life, Limited Payment, or Endowment forms spread its possibilities to
meet the wishes and conveniences of every individual.

The policy answers the natural questions in the mind of every man.

A pplication Forms.

Will such of our representatives as have a large supply of application forms on
hand kindly return some of them to the Home Office. We will be issuing a new form
about September 1st, and in the mean time the stock at Home Office is rather low.

Mr. H. McSween has lately joined Manager Geo. R. Hamilton’s staff, and will
look after the Company’s interests in Leamington, Ont., and vicinity. We extend to
him a hearty welcome to our agency staff.

a

Copy .

Brockville, July 24th, 1903.

John Cawley, Esq., District Manager ,

The Imperial Life Ass’ce Co’y of Canada,

Brockville, Ontario.

Dear Sir : —

I beg to acknowledge the receipt of your Company’s cheque for $500,
the amount of the first instalment payable under policy No. 1274, on the life
of my late husband, William Brace. I thank you, and through you the Com-
pany, for arranging a settlement of the claim without any unnecessary delay.

This policy was taken out by Mr. Brace more for an investment than
for protection. He had paid to the Company on his policy five premiums
totalling $1,422.50, while I receive from the Company the full face value of
the policy, $5,000. The same amount invested in a savings bank would have
merely been returned to me with interest. A comparison of the two results
speaks volumes for the advantages afforded by life insurance.

Yours very truly,

(Signed) ADELIA BRACE.

Mr. S. R. Stewart has been appointed District Agent for the Counties of Brant
and Norfolk. Mr. Stewart has had a successful experience in life assurance work,
and we expect him to bring Brantford Agency well to the front.

Have you inserted one of the reading notices, referred to in the last News, in
your local paper yet ? Try it — it will bring good results.

Advertising as an Agent’s Aid.

Advertising can never take the place of persistent soliciting, but you will find
that a few dollars spent with the local paper, is one of your best investments. You
need not expect that, through reading your advertisement, anyone will walk in and ap-
ply for a policy, but an advertisement will keep your name and the name of the Com-
pany— and these form a strong team — before the people among whom you expect to
do business. You will thus be known to your prospective applicants even before
getting a formal introduction to them, and you will be better able to canvas them
through the practice gained in selecting matter for your advertisements.

Again, the printed word seems to carry an authority peculiar to itself. We all
have a little in common with the Chinaman, who, it is said, believes that a statement
would not be put in the enduring form of print if it were not true. And so your ad-
vertisement week after week not only reaches a larger number of people than you
alone could, but it speaks to them with the authority of the printed page.

If a little printers ink is used during August, not only will it greatly assist you in
the special August campaign which has been inaugurated, but it will yield good re-
sults during the balance of the year. Start in at once and let the people see that you are
a live, progressive agent, representing a live, progressive Company. The Home Office
is always pleased to suggest the kind of advertisement suitable to your district, and
publishes special advertisements in the Agents’ News from time to time.

Mr. A. H. Fair, of Halifax, did seme good work in July. Five applications for
$20,000, personal business, were received from him in one day.

3

44 I’m Going to. Anyway/*

When you’ve set your head to do it,

When your judgment says you’re right.

When your conscience gives its sanction,

Then pitch in with all your might.

Don’t let anything prevent you,

Though the odds seem big and strong ;

Every obstacle must vanish
As the swift days roll along —

If you set your jaw and say :

44 Well, I’m going to, anyway 1 n

What’s this life that we are living
But a mighty hurdle race ?

Every obstacle encountered

Makes you quicken up your pace
Till, with mighty bound triumphant,

You come safely to the goal
You had toiled for, you had longed for,

In the center of your soul —

When you set your jaw to say :

“ Well, I’m going to, anyway ! *

The Flexibility of Life Assurance.

Do you recognize, at its true value, the flexibility of the life assurance policy
of today? Do you realize how the contract adapts itself to the varying state of the
assurer’s circumstances at any time ?

For example, suppose that twenty years ago a young man was unmarried and
was drawing a good salary. He found it hard to save money, and therefore, took out
a Twenty-Year Endowment to compel him to economize, and for the specific purpose
of providing for his own mature years. But since then he has married, and now his
policy is about to mature. He finds that his wife and children need the protection
of life assurance more than he needs the cash value of his policy. He is still in good
health and can take a paid-up policy for a much larger sum, payable to his family at
his death. Now, this policy was taken out with quite a different idea in mind, but
the assured’s circumstances have changed, and, instead of taking the cash, he pro-
tects his wife and children, and has no fear for their future.

Again, a man may have taken out a life policy for the protection of his family.
During the twenty years that have passed his children have become self-supporting,
and he and his wife, at advanced ages, are now living alone. This policy was taken
out for the protection of the family, but such protection is no longer necessary. This
man, therefore, uses the Cash Value of his policy to buy an Annuity that will support
both himself and his wife for the remainder of their lives.

These examples of how an assurance policy taken out for one purpose may be
needed for another at the end of a period of years, might be continued indefinitely.
The above two examples, however, will suffice to demonstrate that life assurance in
The Imperial is now written so that if a man’s circumstances are different at the ma-
turity of the contract, to what, at the outset, he expected they would be, the policy
adapts itself to suit his altered conditions. The policy is given perfect flexibility, and
can be used to accomplish any desired end, even if it be diametrically opposed to the
original purpose for which the assurance was taken.

4

XPJVPERU4

vv^

agents" news

'■$

Vcl. 4— No. 29. Published by The Imperial Life Assurance Co. of Can. (10 — 8—03)

THE AUGUST BUSINESS.

— — T~ ' —

The August business has started well, and promises, at the pre-
sent rate, to make up a very acceptable total. Our representatives
all over the field have enthusiastically fallen in with the idea of a
Special August Campaign, and are “ putting their shoulders to the
wheel ” in earnest.

It is the intention to hand to Mr. Bradshaw on his return, an
“ Honor Roll ” containing the name of every Imperialite who contri-
buted to the August business. We are very anxious that this list
shall be as long as possible, believing that the larger the number of
agents contributing to the business, the more acceptable it will be
to him.

Every Imperialite, therefore, is counted upon to take a
part in the August Campaign and help make it the decided
success which we look for.

1

Honor Roll for July, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed

(1) Joint business i« credited one-half to each of the two agents.

(2) The agents ase ranked : —

(A) In regard to the amount of new assurance accepted in the month.

( B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

No of

Applications. Rank. Premiums.

times on

Rank. Honor Roll

R. W. Day, Edmonton, Alta. .

A. H. Fair, Halifax, N.S

T. M. Grover, Regina, Assa. . .
J. C. Gass, Shubenacadia, N.S. .
A. N. Reid, Belleville, Ont. . . .

S. P. Saunders, West Indies . .

J. Cawley, Brockville, Ont

Geo. R. Hamilton, London, Ont
C. F. McTavish, London, Ont.
F. B. Springer, Vancouver, B.C
J. S Wallace, Winnipeg, Man.

F. A. Verge, Halifax, NS

W. H. Seymour, Hamilton, Ont
W. D. McVey, Toronto, Ont.. .

F. E. Roy, Levis, Oue

W. A. Gibson, Fredericton, N.B
H. L. Grant, Woodstock, N.B.

13,000

1

56875

2

2

12,000

2

585.80

1

5

10,500

3

430.55

3

3

8,500

4

267.90

8

3

8.250

5

35460

5

2

8, coo

6

421.00

4

5

7,000

7

231.10

10

5

7,000

7

29745

6

2

7,000

7

271 20

7

4

6,000

10

20475

15

3

5,500

1 1

205:60

14

5

5,000

12

221.75

12

1

5,000

12

225 50

1 1

4

5,000

12

210 15

13

4

5,000

12

235.25

9

1

5,000

12

196.30

16

4

5,000

12

172.60

17

3

Standing of the Agencies for July.

1 — Head Office Agency.

2 — Montreal, Que.

3— Halifax, N.S.

4 — Vancouver, B.C.

5 — Regina, Assa.

6 — London, Ont.
Ottawa, Ont.

8— St. John, N.B.

9— Belleville, Ont.

10 — Winnipeg, Man.

11 — Brockville, Ont.
Hamilton, Ont.

West Indies.

14 — Brandon, Man.

Kingston, Ont.

1 6 — Brighton, Ont.
Newfoundland.

Port Elgin, Ont.

19 — Charlottetown, P. E. I.

20 — Peterboro, Ont.

Durham, Ont.

Sault Ste. Marie, Ont.
New Hamburg, Ont.

Underpaid Postage.

A large number of envelopes are received from our agents with insuffi-
cient postage prepaid. As this necessitates a double payment at this end,
it will oblige if care will be taken to see that all letters are sufficiently
stamped before mailing.

2

NOTES.

Mr. R. W. Day, of Edmonton, is to be congratulated upon climbing from third
place in June to first place in the July Honor Roll. $13,000 is a good per-
sonal business for a summer month.

The Man with a pull depends upon others to help him — the man witft push
helps himself.

Mr. T. M. Grover, of Regina, put in a good July business.

Halifax has three names on the Honor Roll this month. Messrs. Gass
and Verge are successfully seconding Manager Fair’s efforts.

Enthusiasm is the precursor of accomplishment.

The August Honor Roll should be the largest this year. Which agency is
going to capture the most places ?

Success is largely the result of diplomacy.

Certainty is the Great Ally.

Life assurance aims to furnish a reasonable compensation for the earn-
ing power which death destroys. It is the only means that has been devised
to accomplish this purpose with certainty. Savings banks artd investments
have each their own field ; careful economy and care of health are great
helpers to financial success ; but uncertainty marches along the road step by
step with thdm. The great power of life assurance makes an ally of cer-
tainty , masters the uncertain , and reaches the aimed at goal.

Sown Ground vs. Unbroken Sod.

We frequently hear the complaint made by agents, “ We cannot get any
business in this town because it is so thoroughly worked.” This is all non-
sense. It is true that competition is active in almost every town in this coun-
try. The man who is looking for a town where there are no assurance
agents, and where men are simply waiting for him, will have a long and
fruitless search. Of course competition is active, but no more so in life as-
surance than in any other legitimate business. It is much easier to raise a
crop where the ground has been thoroughly plowed, and where the seed will
have a chance to take root, than to sow the seed on the unbroken sod and
expect a crop. A farmer who sits on the fence and sighs will never have
any returns, but if he gets oft the fence and cultivates the ground intelligent-
ly and properly, he will raise a crop just in proportion as he cultivates and
stimulates. It is much easier to talk assurance in a town where the subject
has been thoroughly discussed, tha& to talk it to a man who has never heard
of assurance and knows nothing about plans, etc.

Over and above all, the Imperial presents new and attractive policy
forms differing in almost every important essential from those offered by
other companies. The Imperial stands practically alone in the assurance world,
combining more good features in their policies than any other company. So
instead of tilting back in your office chair and drawing a sigh of discourage-
ment, take your rate book and go out and cultivate! cultivate! cultivate !

You will find, while your competitors have planted and your competi-
tors have watered, you will get the increase, or a pcrtion of it.

3

Decline of the Modern Woodmen of America.

The following tables, compiled by the Economist , from Government In
surance Reports, show the decline of the Modern Woodmen of America :

i — Decrease in

New Insurance.

Year.

New Insurance.

Decrease.

1900

$226,295,000

IQOl

186,401,000

$29,894,000

1902

144 743,000

51,558,000

2 — Decrease in

Gain in Insurance in Force.

Year.

Amount in Force.

Increase.

Per cent.

1900

$ 965,153,500

$178,342,500

22.6

I9OI

1,097419,500

132,266,000

137

1902

I,l6l,285,000

63,865,500

5.8

3 — Assessment

inadequate to provide for future claims.

Year.

Assessments.

Claims paid.

Per cent.

1898

$2,567,654

$ 2,407,600

93-7

1900

4,368,714

4.179 364

95.6

1902

5,689,194

5,592,883

98.3

What Prospects are there in Life
Assurance for Young Men ?

What prospects are there in life assurance for young men ? I tell you
that for the young man who has not grasped the great ideas of life, life as-
surance holds out no greater inducements than any other method of making
a living. He may, in its employ, make sufficient to keep body and soul to-
gether as he might do at many other occupations. But success will not come
to him unasked, either in assurance or elsewhere.

But if he is the sort of man who believes the world was made for him to
conquer, and who feels the heat of battle waxing hot within him, the life
companies are waiting for him with outstretched arms. They hold out prizes
unsurpassed by any other walk of life. Riches and Honor, the two Meccas
of modern ambition, both stand with open gates, waiting to shelter him in
their most luxurious nooks. The opportunities, of the life assurance solicitor
are bounded only by his determination and persistence in his work.

No other business gives chances for quicker promotion, because no other
business is increasing its proportions so quickly. New positions are being
constantly created. So great indeed, is the demand in this business for
young, energetic men — men who can undertake the great things in life —
that the supply is never half sufficient. The fact is, life assurance offers
greater opportunities to the young man, with or without capital, than almost
any other modern business, but it demands exactly the same qualifications
for success as any other line of legitimate undertaking.

Terminations.

When the Termination Department sends you notice of a lapsed policy
which is a possible re-instatement, look up the man and get in personal
touch with him. We will do the letter writing ; it is for you to get your
hand on him. Five minutes personal conversation will fix things up and se-
cure results, when half a dozen letters would accomplish nothing. Don’t let

us hear “ I have written Mr ” any more. We want you to see him, not

write him. Of course there are exceptions, but in the cities and towns where
there are agents, letter- writing can be dispensed with.

4

AGENTS NEWS

Vcl. 4— No- 30. Published by The Imperial Life Assurance Co. of Can. (17 — 8—03)

ENTHUSIASM.

In all our undertakings, in all our plans, and in all our battles
of life, there is one quality which stands above all others as a requi-
site to success. It is enthusiasm, and, without it, we are like sailing
ships without wind — engines without steam. It is the motive power
which impels us to greater efforts, and directs us into new and un-
explored channels.

Who can measure the possibilities within the reach of the en-
thusiastic man^-the opportunities within his grasp ? There is no
limit to them, and, with a sound project upon which to found his
efforts, success is an absolutely sure result.

Every letter (and there are many of them) received thus far from
our representatives, indicates the spontaneous enthusiasm aroused by
the Special August Campaign. One and all, they have started in to
make a success of it, and August 31st will undoubtedly close a splen-
did month’s business. See to it, that you have some share in that

4* ; V.' ' ■ v . .. f - r

business. Bring your enthusiasm to bear in the work, and you will
be surprised at the results.

1

The Continuous Income Bond.

By a Continuous Income Bond a person can leave on his death a defi-
nite income to his estate for 20 years, guaranteed, and as long thereafter as
the beneficiary under the bond survives. It is the ideal contract of protec-
tion, inasmuch as it not only protects dependents in the event of the death
of the holder, but it further protects that protection by guaranteeing that a
definite income shall be paid to the beneficiary as long as he or she survives.

Thus, if a man has a wife and young children dependent upon him he
can, by taking out a Continuous Income Bond, and making his wife the
beneficiary, provide : #

1 — That a certain fixed income shall be paid to his estate for 20 years,
which will provide for his wife and children until the children are able to
look after themselves, and

2 — That the same income shall continue to be paid to his wife, if alive
at the end of the 20 years, until her death.

As the capital is looked after by The Imperial Life, the assured need
have no fear that his estate shall be impoverished after his death, through
poor management, bad investments, or dishonest actions. Absolute security
is one of The Imperial's strongest points.

Continuous Income Bonds are entitled to share in the profits of the
Company, if the holder is alive at the end of the Accumulative Surplus
Period. Thus, in addition to protection of dependents, it will prove a valu-
able investment for the holder, yielding him a good return on his outlay.

The following illustration will clearly set forth the many valuable fea-
tures of the bond : —

Amount of Bond, $10,000. Age of holder, 30 ; age of Beneficiary, 27.

Yearly Deposit, $376.00 for 20 years, reducible to $332 50 if Beneficiary
die before the holder. Accumulative Surplus Period, 20 years.

Amounts Payable and Guaranteed in the event of the holder's death
prior to expiration of 20 years.

Guaranteed — Immediately upon the death of the holder $650.00 is
paid, and the same amount each year thereafter during the entire
lifetime of the Beneficiary. Should the Beneficiary die before 20 of
these payments are made, the balance of such 20 payments will be
made as they fall due to the person entitled to receive them.

Should the Beneficiary die before the holder, 20 annual payments of
$650.00 each (or $13,000 in all) shall be made as they fall due, the
first being payable immediately upon the death of the holder.

Options available at end of Accumulative Surplus Period, being 20 years
from the date of the original contract, if the holder be then alive.

(1) Total Cash Value, applicable on surrender of Bond :

Composed! (a) Reserve, Guaranteed, - $ 5»^°

of J (, b ) Accumulated Surplus, Estimated - 2,470 (

“Total Cash Value” (payable in one sum) $ 8,130
Or (2) Paid-up Life Assurance :

(a) Original Bond (still participating in surplus) 10,000
Composed [ (£) Additional amount (payable in one sum) pur-
of chased by Accumulated Surplus (estimated

and subject to satisfactory evidence of good
health), - 4 33?

Total Paid-up Assurance - $14 33c

Or (3) Life Annuity, applicable on surrender of Bond, and belong

the equivalent of the “Total Cash Value” (partially estim’td) $580
Or (4) Withdraw the Accumulated Surplus in Cash (referred1 to in 1 b) and
continue original Bond fully paid-up and participating in future
surplus.

Or (5) Purchase, with Accumulated Surplus, a Life Annuity, and continue
original Bond, fully paid-up and participating in future surplus.

The commuted value of the 20 instalments of $650 each, is $10,000.

The Bond may be surrendered any time after three years for a Cash or

Paid-up Value, as

follows :

Cash Value .

Paid-up Assurance.

At end

of 3rd year,

$ 400

$1,500

n

5th “

790

2,500

10th “

2,150

5,000

«

15th “

3,900

7,500

A loan may be obtained on the Bond any time after three years.

There are no restrictions on the holder regarding residence and travel.

One month’s grace is allowed in the making of deposits, during which
time tne Bond is in full force and effect.

The above facts will indicate that this Bond is an ideal protection for
dependents, especially if they are not in a position to look after a large sum
of money, such as is payable under an ordinary life policy, to advantage.

In all vocations of life, there are two keys to success — a principle and a method. Honesty, the
principle ; thoroughness, the method.

Assessmentism in Canada.

Ihe year 1885 practically marks the beginning of assessmentism in
Canada, the Insurance Act being revised so as to provide for the licensing of
assessment corporations, two of which availed themselves of the privilege
during the year. At the end of the year 1901 there were in existence in
Canada four only out of the twelve associations which, at one time or other,
had been licensed, the others having disappeared, either by dissolution or by
re-insuring their risks in some other company, when they were fast approach-
ing that state in which they would be unable to fulfill their contracts. From
an examination of the history of the four corporations operating at the pre-
sent time in Canada, it appears that either the cost or the membership, or
both, has to increase to keep them afloat ; also, the less rapidly the one in-
creases the more rapidly must the other. Very little reasoning will show
where these conditions lead to. — Insurance Record \

It is possible that a man may be a very successful agent although he may never read an
asurance journal from one year’s end to another ; but the men at the top of the ladder find that it
pays them to read everything bearing upon their business.

Irrational Reasoning.

There is nothing so unreasonable as that which people call their reason.
This fact appears very clearly in the arguments which men offer for not tak-
ing insurance on their lives, or for letting it drop when they have taken it.
The very reasons which they offer against the insurance are often the best
reasons in its favor.

A man says : — “ I am embarassed in my circumstances. My property
is mortgaged. When I get my debts paid I will take insurance.” But sup-
pose you die in the midst of this embarrassment ? Where will your wife and
children stand ? Can they manage a debt and a mortgage ? In case of your

3

death would not your mortgage and other complications that would follow
sweep everything away, and leave your family homeless and without resource?

Another says : — “ I am in excellent health ; I have a good prosp'ect for
long life ; 1 am in no need of life insurance.” Why does he not reflect that
only people in good health can obtain such insurance ? If his health fails
to-morrow, there will be no chance for him. Life companies do not take
invalids.

Another says : — “ I can use my money to better advantage.” If this be
true, and if you are a skillful business man, you need a reserve to protect
your gains. No good general puts all his forces into a battle at once. He
holds part of them for an emergency. Business life is a battle. The man
who ventures all and keeps no reserve against disaster, is not a good busi-
ness man. — Exchange.

You cannot succeed as a life assurance solicitor unless you are enthusiastic In your work.
Discontent in business forebodes failure. The successful man of to-day is the one who has his heart
in his work.

You Can’t Insure Too Soon.

Taking out a life assurance policy early in life is like crossing a river
near its source. The cost of assurance is then lowest and the river narrow-
est. As the size of the river rapidly increases as it flows on, so does the cost
of securing life assurance, as the age of the applicant increases. The longer
a man waits, the larger the premium he must pay. The amount invested
annually in a 20-payment life policy at age twenty will not pay for an or-
dinary life policy at age 35.

We all start out in life with the same opportunities, so far as life assur-
ance is concerned, only we all don’t start across the river at the same time.
The final result is the same, no matter when we start, but the cost increases
with every year of delay.

Then again, some people delay in starting until it is too late— that is,
they find they can’t secure a policy at any cost.

The safest, surest and most economical time to start across the river is
NOW. Don’t delay a moment longer— you may have delayed too long
already. ___

Energy — concentrated energy— is the one power that can be traced in all great successes.

4

XNVPERU4 .

®%s«m

% AGENTS NEWS

Vcl. 4 —No. 31. Published by The imperial Life Assurance Co. of Can. (24—8 — 03)

THE LAST WEEK.

Seven More Days in the Special August Campaign.

Did you ever consider what great results could be accomplished
by one week of earnest effort ? Did you ever think what golden
opportunities seven days embrace? If not, give the matter a few
moments thought.

Seven days hold unbounded opportunities for a hard worker.
In them, he can accomplish wonders if he plans his work thoughtfully
and goes at it enthusiastically. He should plan his campaign at the
beginning of each day, determining to attain a certain end, and not
consider his day’s work finished until that end is accomplished.

Many agents are so aimless in their work that they can never
hope to make a success of it. They have no system — no aim— -no
definite object in view, and consequently, they have no standard by
which to guage themselves. Their efforts are not concentrated on
the attainment of a definite aim, and their work lacks harmony.

Systematize your work — concentrate your energies upon the ac-
complishment of some definite result during each one of the next
seven days. It will bring applications.

1

A Satisfied Policyholder is Your Best Advertisement.

The following unsolicited letter was received at the office a few days
ago, and speaks well for Mr. W. M. Lawrence’s method of canvassing.

Green River, Aug. nth, 1903.

Sec. Imperial Life Assurance Co.

Dear Sir, —

I received from your representative my policy and am
well pleased with it. I should have written this letter
some days ago but somehow neglected it. Wishing the
Imperial Life Assurance Co. every success.

I am, yours very truly.

A. M. Ellis,

Green River, Ont.

Another case has also recently come to our attention. Mr. T. M.
Grover, of Regina, writes under, date of July 15th.

“A great many Agents “land” their man and often leave the impression
with the applicant that he or she has been “rushed to a decision” before
a sufficient amount of thinking and consideration has taken place. You will
notice, by the applications, that on July nth I took Mr. Melville’s
application for $2,000 — 20 Pay Life, G. S. P. and drove to Lumsden and had
him examined that day. To-day Mr. Melville came into the office and told
me he would act on my suggestion and give me another thousand on the 20
Year Endowment, G. S. P. plan and pay me cash, which he did. In other
words, he was so pleased that he wanted more.”

We believe that Imperial policyholders are well satisfied both with their
policies and with the Company, and this satisfaction has, in no small degree,
contributed to the splendid success of the Company’s operations.

Many men of experience have frankly confessed, in looking back over their lives, that many of
the things they dreaded most in starting out in early manhood, and which loomed up before them as
almost insuperable obstacles, were seen, when once passed, to have been only delusions. Knowing
this to be a fact, we must conquer this fear of unrealities and trample under foot these ghosts of our
creation. A great deal of unnecessary worry will be prevented, and our progress through life will
certainly be pleasanter.

Energy.

Energy enables a man to force his way through irksome drudgery and
dry details, and carries him onward and upward in every station in life. It
accomplishes more than genius, with not one-half the disappointment and
peril. It is not eminent talent that is required to insure success in any pur-
suit, so much as purpose — not merely the power to achieve, but the will to
labor energetically and perseveringly.

Accident does very little toward the production of any great result in
life. Though sometimes what is called “a happy hit” may be made by a bold
venture, the old and common highway of steady industry and application is
the only safe road to travel.

One Way of Looking at it.

Attention has recently been called by the Insurance Papers to a case
where a man paid a life insurance company $225,000 for a life annuity and
died within five months. His heirs are now suing the company for the re-
turn of the money on the ground that the deceased was mentally unfit to
transact business at the time he purchased the annuity.

It does seem a great hardship for a man to pay out a large sum for
a life annuity and then die soon. Just think of a man paying out $50,000,
$25,000, or even $10,000 for an annuity to support himself and his family and
then die the first year, leaving his family unprovided for.

And yet every man who dies uninsured does just this thing ! His life is
the lump sum, in value, that produces the annuity in the form of personal
earnings, and when he dies the annuity stops. The situation of a large num-
ber of men is just that — they are rich in life probabilities, and they must
risk the future welfare of their dependents simply because they wish to en-
joy the full amount of the annuity. What they need to do is to hedge
against the possible loss of this annuity to their family by using a part of it
to purchase a life assurance policy which will provide for its continuance
after their death.

Persistent; methodical and well-directed circularising with the same kind of personal solicita-
tion, aided by brief and clear digests of your best policies, little entering wedges that interest and
create curiosity to know more. Our illustrations must be carefully prepared and neatly written, and
as clear and simple as possible. Keep a record of calls by days. No one should think of starting out
for the day without a list of names or a certain definite territory to canvass, and a record should be
kept of all calls and all important data. This kind of a system steadies a man and makes him ac-
countable to himself. Without it, he fritters away the time guessing.

The Changing Horizon.

Most things in this world remain the same. It is our opinions in regard
to them that change.

This is one of the strongest reasons why a man should take out life in-
surance early in life and keep it throughout. It may be objected that the
point of view may possibly change from favor to disfavor as regards insur-
ance as much as toward anything else. It is of course, possible, but the
chances are a thousand to one against it; for insurance in itself faces so many
ways and supplies so many needs that a diminished value in one direction
is made up by its increased value in another.

The great argument for taking insurance early, whether you see an act-
ual value present or prospective, lies in the fact that once in possession it
cannot be taken away. Postponed, a change of health may place it outside
your reach, no matter how great your need, and every twelvemonth post-
ponement increases its cost. Take it early, hold it steadfast, no matter whe-
ther the circumstances change or not. Circumstances often repeat themsel-
ves in the course of a lifetime. Most aspects are temporary, and unexpect-
ed conditions rise up continually. Many a man takes the narrow view, mis-
taking a fleeting aspect for the thing itself. It is the wise man who under-
stands that the line of the horizon is constantly changing, and that a man
may follow it all the days of his life and find some new thing every day.

3

Restored Policies July 1903.

Agency.

Amt. of
Policy Revived.

Rank.

Premiums.

Rank.

No. of times
on Honor Roll.

Head Office,

$9,500

I

$331-70

I

7

Winnipeg,

6,000

2

172.00

2

6

Regina,

5,000

3

73.00

4

1

Brockville,

3,000

4

97.50

3

2

Brandon,

1,000

5

38.60

5

2

Montreal,

1,000

5

35 80

6

2

Ottawa,

1,000

5

28.60

7

5

Vancouver,

1,000

5

28.60

8

4

The honest man, the industrious man, the man with character, who believes that what he
must do is all that concerns him ; who does not lack the strength nor yet the will to concentrate aDd
act ; the man with contagious enthusiasm, the genius of his own sincerity ; the man who rises super-
ior to all discouragements; the man who encircles himself with a golden ring through which no con-
tagious evil from others can come to him is the man who succeeds in life insurance.

Multum in Parvo.

Don’t be ashamed to take a small policy if it is all you can afford to pay
for. It is much preferable to taking a larger policy than you can afford to
keep up.

Life insurance was never meant to be an investment which, in case of
death, would yield your family an income equal to your salary or any large
proportion of it. Indeed, we doubt whether any conservative company
would be willing to insure a man to such an extent if it knew the circum-
stances.

Life insurance was devised and finds its proper purpose in protecting the
family from poverty or acute distress. In short, its object should be to pro-
vide the necessities of life, not the luxuries, to help the children to an
education, not to affluence.

Too much insurance often becomes ultimately equal to no insurance, for
what you cannot pay for you are apt to drop entirely, forgetting that the
value of every good gift lies in the golden mean.

Insurance should be the result of wise economies, not the denial of use-
ful comforts and recreations.

Ordinary insurance costs but little when paid for in annual payments
during life, and the younger the age at which a man insures the smaller the
premium. A policy for $1,000 at age 25 costs only 21.30 a year. At age 30
it costs $24 25 a year. At age 35, $27.95 a year; etc.

It should be considered also that the policy, after the third annual
premium is paid, has a distinct stipulated cash value, increasing in amount
after each yearly premium, and provides options to meet any probable change
of circumstances.

There are few men so poor as to be unable to secure a few thousands of
insurance at the above rates.

Before putting off to-day’s duties, consider whether to-morrow will find you willing to do two
days’ work. For to-morrow will bring its own work — work which the weak man will worry over
and put off till another to-morrow, but which will once more call forth the honest effort of the
man of purpose.

4

\NVPERI44

Vsv

AGENTS NEWS

Vcl. 4 — No. 32. Published by The imperial Life Assurance Co. of Can. (31 — 8 — 03)

THE FALL CAMPAIGN.

The Best Four Months of the Year.

To Imperial Life Representatives :

September 1st finds Canada even more prosperous than it was a year
ago. Manufacturers are enlarging their premises to meet the growing home
and foreign demand for their merchandise, and their employees are reaping
the benefit in increased wages. Agricultural conditions — the barometer of a
country’s material progress — were never better. Floating debts are being
paid off ; mortgages are being discharged ; all farm produce is at a maximum
price and the country is dotted with new and improved buildings. Good
weather conditions, expanding markets with modern transportation facilities
and the establishment of a system of mixed scientific farming have resulted
in the happy conditions of the present day.

This being our country’s condition, it remains for you, gentlemen, to
press home to the merchant, the agriculturist and the professional man the
place of life assurance in the continuance of the present “ good tames.” To
the wage-earner endeavoring to pay for a home, to the husband wishing to
protect his wife or insure his children an education, or to the man of means
seeking an investment which will guarantee him comfort all his days, it is for
you to present the advantages of an Imperial polic};.

The fall campaign of 1902 was a great success— see to it that an ad-
vance worthy of Imperialites is made in the fall campaign of 1903. Aim
high ; plan intelligently and conscientiously to carry out your aim ; STRIKE
Together. T. B.

If you are satisfied with just sufficient business to live upon
you will never have a bank account.

i

Advertising-.

Other things being equal, a man will take out an assurance policy in the
company, the name of which has most impressed him as that of a well-
known, strong institution. In regard to the name of a reputable company
familiarity breeds not contempt but confidence. Are you making your com-
pany’s name familiar to your prospects ? Try the advertisements given on
page 4. Others have found advertising profitable ; why not you ?

What jsl BusmejJS^Man Says
About Life Insurance.

The Hon. John Wanamaker, in a recent address, gave utterance to a
number of very clever things, but not the least so were his five reasons for
insuring his life.

He said : “ Soon after I came into business, such was my interest in life
insurance, and belief itf its wisdom, that one of the first reckless things that
I did was to make a Christmas present of a $1,000 policy paid for a year to
every man in my employ. I thought that that was a good investment.

I have been so often asked about my own insurance that I am going to
gratify a curiosity that some of you may have expressed, perhaps, in regard
to it. I had no thought whatever of becoming the largest life insurer, if that
is true, as has been sometimes said of me.

I have never started out to do any large thing, but I have been a great
hand to work hard at everything I took hold of.

I do not own a share in nor have I official connection with any insur-
ance company in the world.

I did not know until after it had been done that the amount was larger
than any other.

There is not any man that I would not sooner see have a larger line,
and I will promptly yield the place to any of you or your friends.

It was the influence of one man who thought about it, and I was the man.

I simply worked out five conclusions as the result of my own thinking,
without any moving cause except my own judgment.

First — That at that time I knew I was insurable, and I could not be
certain of immunity from accident or ill-health, and it might be that at some
future time I would not be insurable. That was the first step to the build-
ing of sixty-two policies.

SECOND — That Life Insurance was one of the best forms of investment,
because from the moment it was made it was good for all it cost and carried
with it a guarantee that there was protection in that investment that I could
not get in any other.

Third — That Life Insurance in the long run was a saving fund, that
not only saved, but took average care of my deposits and took me in part-
nership into possible profits, that not infrequently returned* principal and
interest and profit.

FOURTH — That Life Insurance regarded from the standpoint of quick
determination, was more profitable than any other investment I could make.

Fifth — That it enabled a man to give away all he wished during his
lifetime and still make such an estate as he cared to leave.”

Nine times out of ten your “reasons” for not insuring your life are exactly the reasons why
you should.

Outlook In the West.

During the last four months of the year the far West intends to make a
record worthy of the traditions of that magnificent country. It is learned
that we may expect from the

Manitoba Agency -----
Brandon

Regina

Calgary

Edmonton

Vancouver

Victoria

$240,000

$160,000

30.000

60.000

40.000

- 50,000
1 20,000

- 30,000
$ 490,000

Total

Messrs. Wallace, Ross and Fieldhouse, at the Manitoba Agency, are de-
termined that the “ Imperial ” will benefit very materially from the excellent
conditions present in the Prairie Province this fall. Mr. Hall, of Brandon, and
his assistants, are laying plans for a strong canvass and have some very excel-
lent prospects in view. Mr. Grover, at Regina, is full of energyanddetermination
that his agency will be heard from frequently. Messrs. Scott and Armstrong,
at Calgary, are pushing forward the interests of the “ Imperial ” with much
earnestness and vigor. Mr. Day, at Edmonton, with the assistance of Mr.
Williams, has a magnificent field, and if hard work will bring success, success
will be theirs. Messrs. Stewart, Springer and Richardson, of Vancouver, are
constantly at it, and have commenced to produce “ fall business ” in real
earnest. Mr. Brett, of Victoria, has inaugurated the fall campaign by send-
ing a $10,000 risk, with promise of several other good ones.

Are you “thinking; of getting insured?” Good. Do it. That’s better. Do it to-day.
That is the best. “ Do it now.”

Motor Power-— Will You jjiajpply It ?

The ist of September is the turning date of the year for life assurance.
In the month of September, and in each of the following three months, on
the average, almost twice as much new business is written as in any of the
other months of the year. The summer is then practically over, the fall has
set in, and how the year is going to turn out, from a financial point of view,
with the farmer and the business man, is well known. This period has been
anxiously awaited by Imperialites, in view of the many promises “booked”
for this time. Go carefully over your “ prospect book,” and your memoranda,
make out a fresh list of your September prospects, and commence the first
day of the month with the determination that no man shall escape you.
Keep the “ prospect” to his promise, drive home the absolute necessity of life
assurance, the merits of the favorable provisions of the Imperial Life policy
contract, the unexcelled systems of assurance offered by the Imperial. Every
day between now and the close of the year should register an application
completed or approaching completion. Let not the sun descend upon some
unfinished work. Your competitors are active, alert and ambitious, and in
order to win out from them, it will behoove you to be more active, more
alert and more ambitious than they are.

The machinery for magnificent results during the next few months is in
perfect working order— all that is required is for you to supply the motor
power . Without this, nothing can be accomplished. With it, there is no
limit to completed applications. T. B.

3

IMPERIAL LIFE ASSURANCE COMPANY OF CANADA

TO-MORROW ? Higher premiums, possibility of
poorer health making you a less desirable risk ; less ability
to pay premiums ; endowment policy later in maturing ;
danger of leaving your dependents unprovided for.

Agent’s Name and Address.

The Prospect Book.

At the beginning of the year you decided that the “ Prospect Book ”
would be of great value to you. Are you still making it count in securing
applications ? Is it alive and working ? If not, take it in hand immediate-
ly ; get it up-to-date and make every possible use of it in the fall campaign.
As a life assurance solicitor, you cannot afford any method that savors of the
slip-shod or haphazard. The “ Prospect Book ” was introduced to aid you
in keeping, your work on that systematic basis without which much of your
effort is wasted.

From such of our representatives as have consistently used the “ Pros-
pect Book/' we would like to know to what extent you have found it of
value. Can you suggest anything that would make the book of greater value
in your work ?

That “ mortgage which prevents you from insuring your life ” will be foreclosed if you die un-
insured. If insured it can be taken care of, and the home maintained. Did that ever occur to you ?

4

\flVPERJ44 ,

.<xSv

v AGENTS NEWS ^

Vcl. 4— No. 33. Published by The Imperial Life Assurance Co. of Can. (7 — 9—03)

A - - Sk

SEPTEMBER IS GOING!

Almost one week of September is gone. Look around among
the people you know and see how many of them realize this fact.
With some of them it is really September jth, 1903 ; others are just
waking up to the fact that September is here ; the remainder are
somewhere back in the middle of August thinking what cool summer
weather this is. To which class do you belong ? Do completed ap-
plications and live working plans show you to be right up-to-date or
are you among the irresolute laggards doing anywhere from a half
day’s work a day to nothing at all ?

Remember that these are the harvest days for the life assurance
solicitor ; not only have the majority of men more money on hand
now, but money is more freely spent between now and Christmas
than after the 1st of the year. Throughout the fall the merchant and
the buyer are looking forward to Christmas ; it is for you to show the
man with money to spend that in no other way can he insure his fam-
ily a merrier Christmas than by giving you an application for a policy
in The Imperial Life. These are important days for you — will you
rise to meet the demands which they make upon you ?

Then, again, these are the days in which you can ward off the
regrets of September 30th for a mis-spent month and the regrets of
December 31st for lack of energy and enthusiasm in the Fall Cam-
paign. Do not wait till the end of the year to make good resolutions.

In the case of everyone, but more particularly in yours, September
7th, 1903, is an infinitely better time to make and carry into effect
good resolutions than is January 1st, 1904. If you have not already
started on the Fall Campaign in good earnest, strike your gait at
once ; you have not a day to lose.

--- — -=zw

1

The Personal Element in

Did it ever occ
place when^ou charge <2*rc
to make god© in soliciting

Success.

mres'Taxner

applications for life assurance KJP
say to youg^^K^^^l^l^ore ready t^sijft*
persuaded t(S^4fe policy. Eyery C

ing up yo

must f^yrn^^tp

tl§e blame in the wrong
uf&elf w>th your failure
surance^J* Bjerhaps, to-
k^rpe and
i^ha^en
t recognize

not

wai

Of co&fcsfe i&m

up, in so siz-
ed failure ar-

gues lack of fitness for y o ur,^Qr k — _w e JiQpu - that , vxm . da-notu-f e e 1 compelled

(E°„r„

)fd'?VtlhatT-but,:ir -opt* yoR-jn^ dil

success and Failure is just the difference between yourself as

yoursej

iff|rpp^e.„ between
; you ouglit to. be

Xnd~yburself as you are. People anti- circumstances will be practically the
■samo^to h e

do business in your territory? — You must make yourself ‘| he

the other fellow’s sh >es
Are you so iw ell

view.

right man
right man.” Find
and consider your _ ^

acquainted with thle gooefs which you offer for sale that you can talk of tl|ifcm
without hesitancy and with pleasure ? Do you realize that you are making a
b$sth®&s p^p0si^(jn“Dth&t;(^4)U/ f do you ; ip-

isfn&^Uitlg H nflajsfo i^OmPhf rrf3?7 B Wef^e^lft^ ! sJb c<j< cd

ofsdb yt>U t t m § $ef £1# H ^ a*k ;| :he

\tf6hktfdse gha£g^8iQ§?|2 btej^oJSwljP dirfe&d&* HDfrfiWt oiver

t&ti dAJU8esio|jfailbra at' M&ofdrM*<¥fc; #i^mfybh^eTf9Vbr bnB anoilfidilq

dfid b mod stariwvfiB nntob ebtfiggfif frhdoaoTn adi snorriB uo\( sib

Is there any 2;ood reason why you cannot jjg fi jjlow g\fib

“ Work unweariedly and never lose your courage. Have an abiding ffajith

L

>ur
>ve

jijs/vc v<,^„ v fwww le

in every useful occupation. Do not undervalue material success,,; hut deter-
mine to be more rather than to have more. The foundat^^cEgffly ideal
su^p*^^

yoHcK^piatat^nnfei t&fi hi E3 ^ fchk&oItteY • Tls 2 k P isrnom b yli

-Jjov Ijiw — UQvibl avfib iRBttoqmi dib saodT .sHJ Ishoqml adT ni
Thev Polly of {od1 fo-iAvl 8bn Bmsb aril Jnom oi sen

A good many people say, in reference to life assurance, “To-monow
wiHid&p kwr^next WFekiwiihdo,”^^? ‘^e^&f $h%Ts& f¥rros? take or t a

pIsiieysigoiTii^t 6 etc ml i rmti oil 1 assured# af^©6d'idde^'i<l¥i^sV' cofdfirdnd a ble

r e «j>iu t i b n; Ibtul! litnis rro$d 1 b to i Jfem ©mb eQ§ * thnt ^o^?j§ltl8a1&fe£
tbiefidfitame, i^gRDod many>dthbl- bhfiaQ^hBiw4ikw Iftnfttft H&^an

nouridilhjeE , pJrfegnay ghfo l ywdft o(] the1 r<9p un$ty< W%s^n r^de? ^ ^Ybu ar ^ a
gpodf rewind’ bfeldvday94any cfomp&ny7^&td b^lid^d^otiWbeLg^df^^ac^-"
y^U^arButt tomaoiirow/ybb m^y^ fe et uu ih^hable.? f Yob* th^nb^td\ferfSken
sdmftiynsefis^e^aitid^Kb^hicif^u^ d*eb^ni 1 ftWS J6?hifig teeT(r&hk>
the assured. Procrastination may rObY^c^ di^>ehd^t^v^f^P'friea^S1(bf iro-
vision, of sustenance and support. Again, life assurance gets more expert
the longer you put it off. How often have we heard.men-in .middle life gby.

pt

by

of

l

2

premium I have to pay now, and would be receiving the amount assure<
stead of having to find the premiums/’ The oldeg you become, the hig
the pr,e| to (r&4t. iTe^R^J^r. ©MM'WL©d^ave spj

did advice when he said, “ Young men should begin early and get qui
their premiums as sooidtolpbssiMei aaadjcraatolmn earnest endeavor be)
they assume the burdens of a family to save every sixpence, so that tj
might4^4»Qom^^if^ defei

surance till a man’s hair is becoming grey, as in an assurance office a
has to pay.efeAfe^re^fihaarr^hd ai Jadi IIb saidmoD asbiloq 231

The earlier in life you begin your premiums the better. You never
heard any man say he regretted having assured, and you may be certain
you take the dutiful step you will not have any regrets. You will feel, on!
other hand, that a weight y°ur min<3 ; you will exj

ience a feeling of independence, of satisfaction, and of relief. You will

the

ler

>re

ret

Ice

ive

verse circumstances may be expressed in these words from Sir Walter Scott :
— “ When the hour ot trouble comes to the mindjCtistfie^*^^^, 'the

hour of death comes, that comes to high and low^WelTTt™^
i-mm maist

t' e&tihud to I9»*ro fi Ji sdsm uo^ Jfirit

send sdt goiagfiq 1 o 3dY[cIo 9.dt -44lw---yl.qoiia Jon — ryfib does oam nsi 10 Jdgb

.oDnsiuaTfe'^f1 =ws1 diSc^w>«>«t

Iliw aidtad jbsrnnnoisb avsd troy rioirlw jIIbJ b Jud
noU^oilacLsJioos b soul a yrsaM .zaaniaqd fo gnhuD32 sdi Josjdo aJi 10I svad

edj yd ylqraia Jaol assd sad

ns fri now rmd afid den £ vnsm bus ,noid2Jsl aeafrniB ,bs:ft£3d
uoy 11 JtfcULsysibd I bstBqsiqdbw bns bamha-Iisw .obaBiaudinapB. ni

I .a Tm® dainoJfrGdliw Jaffa aasnigud lo oraulpv b podmaJapS Ip sboId srij* r

Wnatis the difference between saving a few buckets of water in case of

fire and securing an interest in a powerful engine ?
xcmn TWttd&ffeK1 ttWffieat in the

garret, in caseJ6H^ffiff fef™ gfedtef lo

ofthe.

Pfj'MWPr^fc-

imself ofa magnificent system, snd
the moment he does the human wishes less helpless ; he is a part of a bei^ gn
orgai^«*jsj^aIt^olv|fi«cfl||©®f tjjft H»fl>U»Sfc>3 W«t It carnot
drive the wolf from the door ; happily in this country industry can do that ;
nor cfW« tMjstfbifi^a&'Warig^B affllflfet ^iftPItie mother's

neck^ffii?f<^e ^wi11 gptfswfts^i^ghfftMfpfaii w

I suppose that a life policy represents as nothing else can represent, (f)'U-
galitys an d'3f3aselfi&h n ©sS ipgpc&fectiqqUti^as&ooqab gniJasJo'iq lot

It is documentary altruism. It is a deposit, against which nothing
dove eSS^oraw nodBDuba sdJ toi bntn & §n?VB2 b

It is the planting of a tree, which, grow as it may magically in a ni
you shall never see, but when your arms are paralyzed it shall come into sight
with its leaves spread prote®®iitog%5f andn tefrosgkyou love shall gather under it,
-^afe frem- th burn and from t he-wind-B4hat-chUh — The Siatemmt.

but

>ht.

* 3

“ Heart to Heart Talk/'

As a means to producing the greatest possible results let me suggest
that you make it a matter of business to have “ Heart to heart talks ” with
eight or ten men each day, — not simply with the object of passing the time
of day or making a few desultory remarks on the subject of life assurance,
but a talk which you have determined, before approaching your subject, will
have for its object the securing of business. Many a time a good application
has been lost simply by the interviewer having made his approach in a half-
hearted, aimless fashion, and many a risk has been won by meeting your man
in an enthusiastic, well-primed and well-prepared manner. I believe that if you
will undertake this proposal and live up to it, you will have acquired, before
the close of September, a volume of business that will astonish you. — T. B.

“ There is no limit to your power to make a mark in the world. Do not join the great army
of insignificant people who merely exist, are buried, and everybody is glad of it.”

4

v?JVPERU4 ,

8$BHS8$

x AGENTS NEWS ^

Vcl. 4— No. 34. Published by The Imperial Life Assurance Go. of Can. (14 — 9 — 03)

ONE HALF OF SEPTEMBER GONE.

How are you getting along with your September Campaign ? The first
half of the month is just closing and this is a very pertinent enquiry.

On September 1st we were well ahead of our record for the first eight
months of 1902, although the August business showed a slight deficit.
Last August our agents were endeavoring to qualify for the September Con-
vention, which accounted for the large business done during that month.
The applications are now coming in steadily and we have every expectation
that each month during the balance of the year will show a substantial in-
crease over the corresponding month of 1902.

September, 1902, gave us $261,500, the Convention having seriously in-
terfered with the month’s business. September, 1903, should, consequently,
show a large increase over this amount, — in fact we do not see any reason
why we should not cross the $400,000 mark.

The prospects for the Fall Campaign were never brighter and the first
month should reflect this condition of affairs.

Let us pull together and make September a $400,000 month— a
fitting opening to the Fall Campaign.

I

Honor Roll for August, 1903.

The Honor Roll record* the monthly new business of those representatives
who secure acceptable applications for $5, coo and over. The following rules are
observed

(*)' Joint business i« credited one-half to each of the two agents.

The agents ase ranked

(A) In regard to the amount of new assurance accepted in the month.

(B) In regapd to the total annual premium* thetefon.

has appeared on the honor roll up to date.

jiving the
Applications.

. 1 8,000

number

Rank.

1

of tinjffes:

Premiums.

881 10

the agent’s name

No ot
times on

Rank. Honor Roll

i 3

. 16,000

2

62O.9O

2

0

■ 13.000

3

362.50

10

2

. 12,000

4

521.30

4

6

.12,000

4

32O.4O

1 1

2

rr,ooo

6

57S-95-

3

4

. 1 1, coo

6

449.70

5

3

. 1 1,000

6

434 35’

6

1

. 10,000

9

428.10

7

3

. 8,000

10

4I8.4O

8

1

. 8,000

10

281.45

13

4

. 8,000

10

255 40

15

2

. 7,000

13

307.25

12

4

. 7,000

13

256.60

14

6

1. 7,000

13

243.55

16

7

. 6,000

i<5

38275

9

2

. 6000

16

213.10

17

5

6,000

16

172 45

18

6

. 5.000

>9

1 62; 50

19

. 4

'• 5000

19

159.00

20

J

Restored Polieies— August, 1903

We have very much pleasure in recording the re-instatement of a policy
for $5,000 in the Winnipeg Agency this month, the settlement of back pre-
miums being $829.80. This was splendid work inasmuch as the policy has
been lapsed since 1899,

We would like to see such results as this accomplished at a few more of
bur agencies. It can be done ! Who will be the next man to make a show-
ing ?

Agency.

Amt. of Policies
Revived.

Rank.

Premiums.

Rank.

No. of times on
Honor- Roll.

H*ead Office,

$8,500

1

$398.45

2

8

Vancouver,

6,000

2'

25075

3

5

Winnipeg,

5,000

3

829.80

1

7

Montreal,

1,000

4

51.50

4

3

St. John

1,000

4

3S-8o

5

. 6

Regina,

1000

4

3015

6

y

London,

1,000

4

218.05

7

4

2

Standing: of the Agencies for August.

1— -Montreal, Que.

2— Vancouver, B.C.

3 — Head Office Agency.

4 — Halifax, N.S.

5— Ottawa, Ont.

6— St. John, N.B.

7 — Winnipeg, Man.

8 — London, Ont.

9 — Regina, N.W.T.

10— Charlottetown, P. E. I.

11 — Hamilton, Ont.

12 — Brantford, Ont.
Brighton, Ont.
Kingston, Ont.

1 5 — Newfoundland.

St. Catharines, Ont.

17 — Belleville, Ont.

18 — Brockville, Ont.

Procrastination riot only steals time ; it is worse thari a tbief — -it is a murderer, killing decision,
poisoning ambition and destroying possibilities.

Prince Edward Island.

Mr. S. P. Saunders has recently paid a visit tb* Prince Ed ward Island
and opened up business for the Company. He has secured the services of
Mr. A. A. Bartlett, of Charlottetown, as Provincial Manager, and he
started active operations for the Company on September iafc We believe
that we have secured a very capable representative in Mr. Bartlett, and Mr.
Saunders assures us that we will undoubtedly receivef a splendid business
from him. We look forward to Charlottetown Agency taking a high place
in the “ Standing of the Agencies ” in the near future;

Don’t be excusing yourself tor some defect that it is in your power to eliminate. Go to work
and eliminate it. Don’t be seeking the praise of others for what you are doing Be your own rhost
heartless critic and deserve your own praise. Work for your own sake. Not only for the material
advancement and emoluments that follow intelligent work hi life assurance, but for the development
of your own self, the growth of your own understanding and capabilities.

Montreal Agency did splendid work in the special August Campaign, lead-
ing the agencies in the amount of new business issued. Manager E. S<
Miller also leads the Honor Roll for the month,

Vancouver Agency was only $1,500 behind Montreal in- the amount of busi-
ness issued for August, and Manager J. W. W. Stewart is to be congratulated
upon the splendid showing of his agency as well as upon his personal
achievements. Vancouver also secured the largest number of places (5) up-
on the Honor Roll.

Messrs. W. E. Kerr and W. If. Bessey, two of our Toronto representatives, are
to be congratulated upon their splendid August business.

Mr. P. F. Richardson is a recent a^qiuisitiom to MrvJ. W. W. Stewart’s staff,
and his initial month’s work is a strong indkatibn of his future success, W e
extend a hearty welcome to him.

3

Keep Up Your Life Policy

When you have once taken out a life assurance policy in a reliable old-
line company, don’t change it for any policy in any other company. Any
actuary or agent who has your real interest at heart will give you the same
advice. Why ?

Because the premiums on policies in all old-line companies are based on
the same statistics, and a policy increases in value with each premium paid.
No company can, to its well-being, return you the whole reserve and accumu-
lated interest on the reserve. This means a direct pecuniary loss to you in
actual cash.

Again. The new policy for which you throw down the old one must be
based on your advanced age. Every year’s increase in age means an increase
in premiums. Therefore you pay more for the new than for the old.

It is evident, then, that you lose at both ends, drawing out less than the
real value of your policy and paying more for the new policy than for the
one you dropped.

There are agents who will advise you to drop your policy and take an-
other, notwithstanding the above facts, simply because they have a pecuniary
interest in inducing you to do so. It isn’t your interests they are so anxious
to enhance, but their own. This sort of business is known among insurance
men as “ twisting.”

Again. Don’t, after having carried a policy in your company fon some
years, change it for another kind of policy, even in your old company. <# A
rolling stone gathers no moss.” We know that circumstances and conditions
change in the life of every man, and the policy you took out many years ago
may not exactly meet the new conditions of living as well as it met the old
conditions ; but are you sure that the present conditions are going to con-
tinue for the rest of your life ? Does it not occur to you that, as the old
changed, the present may also go through the same evolution ? Does it not
happen very often that the first becomes the last again ? If you endeavored
to meet each yearly change of circumstances, to satisfy each new idea, you
would be swinging unstably in a circle, with nothing gained and risk of some
loss.

If you really need something different in the way of assurance, consider
it carefully and take a new policy. If you can afford it, you cannot have too
much assurance ; but the ability to comfortably pay for what you carry is an
essential requisite if assurance is to accomplish its best results.

The simpler the form of assurance the better suited it is for a lifetime.
The complex and many-sided forms may fit complex circumstances. For
most men, at all times, the most adaptable and the best-wearing is the
simplest.

THE AUGUST BUSINESS.

Although the August business did not come up to that of August, 1902,
it amounted to the substantial sum of $319,500, a splendid total fora sum-
mer month, and we were much pleased to be able to present such a repre-
sentative month’s business to Mr. Bradshaw upon his return from the west.
Not only was it a very satisfactory total, but the number of agents contribu-
ting applications was a large and extremely representative one. Looking at
it from every point of view, the August business was very satisfactory.

4

vN\PERUt

x AGENTS NEWS ^

Vcl. 4— No. 35. Published by The Imperial Life Assurance Go. of Gan. (21—9—03)

TAKE A BROADER VIEW.

Does it ever seem to you that it is almost impossible to arouse interest
in life assurance among the people in your territory ? If so you become dis-
couraged, and discouragement, yielded to, takes the life out of your efforts.

If you are ever tempted to think that life assurance is something foreign
to the affairs of the people that you meet, you are the victim of a narrow
view.

Look beyond the village or city in which you are working. Recall the
great activities of the world and the important position which life assurance
takes among them. In Canada alone there is in force over $500,000,000 of
life assurance and the business is growing at a rate which is unparalleled in
the industrial or financial world. Each year an increasing number of people
attain the age at which life assurauce receives considerable thought.

Consider the many ends which life assurance now serves and its attrac-
tive plans and conditions as compared with the assurance of years gone by.
Life assurance — the great modern method of saving — is founded upon sound
principles and built with elements of permanence. Therefore get into your
being, too deeply for discouragement to ever drive it out, the truth that, no
matter whether you write it or not, the business will be written. Then re-
call your advantage in representing a company of the Imperial’s standing
and resolve to get your share of the business. Press the claims of life assur-
ance as strongly as the tradesman or professional man enforces upon the
people the claims of his work, and you will find that life assurance is of vital
interest to the community.

1

The Value of Compulsory Saving.

Life assurance not only gives a man’s savings a very high value, but al-
so enables him to save a greater part of his income— and with less inconven-
ience, as a definite amount is required at definite times— than he..cou*d save
by an$r other system. This it does by making saving compulsory.

Take as an example, two men, each resolving to set aside once a year a
certain, sum out of his income-. One places ..his money., in-a bank, and for a
time all goes well but asuthe* years pass the tenddney is not only to cease
putting aside the^ amount each year but also to draw upon the sum already
accumulated. The other takes out a policy of life assurance because he re-
alizes that he will need something to hold him to his resolve when the need
for saving does not impress itself upon* him as it. does now. He rriay feel,
even when applying for :the .policy, that he would like to use the amount of
the premium in other ways, but he sacrifices his whims in order to obtain the
full benefit of steady, persistent saving. Unquestionably the latter will ac-
complish by far the greater -results.

Saving by means' of a life assurance policy has the advantage of positive
accomplishment. Other investments may or may not “ turn out well,” but
life assurance absolutely guarantees that the full amount of the policy will be
paid to the assured. or to the beneficiary; Nothing can affect the value of a
life assurance policy — it is the safest investment a man can make.

Again, the knowledge that his wish to protect his dependents or provide
for his own old age* will thus be accomplished without the shadow of a doubt
is, to the assured, a strong incentive to save In other methods of saving,
maximum results cannot be guaranteed and consequently there is a half-
heartedness which often results in the accomplishment of little or nothing
at all.

In a word, life assurance not only holds a man to the accomplishment of
a cherished aim but also gives him the aid of the highest possible incentive.

When a man dies it is always found that his life assuiance policies are superior to every other
kind of evidence ot wealth that he may leave;

Why Some Life Insurance Agents
Make Progress Slowly.

“ The vacillating, hesitating agent, the agent who permits his weakness
or cowardice to .prevent :him from ^calling on people and tactfully and forci-
bly proclaiming his business, never makes a success. Ninety-seven per cent
of agents, at some time in their careers, have started out to interview pros-
pects, persons whom they knew to be in every respect eligible, and yet, with-
out any plausible excuse or valid reason, they have walked by, and failed to
call. Other agents have called and, for lack of nerve, ‘ talked shop.’ Ninety-
seven percent of these 'same agents would fight you in a minute if you call-
ed them cowards ; if you openly stated that they lacked the backbone or the
nerve to .call on men and present one of the most important matters in
existence.

“1 have been in the business for over fifteen years. I frankly admit
that, during the first year of my experience, I permitted this same weakness

2

to beat me out of many a dollar in; commissions. It took me? some time to
thoroughly realize that I was. engaged in one of the most philanthropic pro-
fessions in the world. As soon as I thoroughly converted myself to the reav:
sons why people should carry life insurance, and also convinced myself that
I was not doing my duty if I failed to* present all the truth; this timidity and
fear were things of the past. Consequently; I more than quadrupled my p*o-
fks thereafter.

“ You who have been afflicted in this way do, thoroughly realize; 4 am
sure, that you are not cowards, and that you in no way should be ashamed
your vocation, or of your company. You can overcome. this- weakness.

“ I will guarantee that there is hardly a man in. your community who *
will refuse to take time to listen to you, and if you vigor©usly-~yes, right off
the bat— present your u case, nine times out of ten you can secure bis
application.”*— H. C.

A good agent was never born fill! grown.'

Stop worrying because your life is not insured. Insure it.

Assessmentism

The following table; which was part of a paper read by one of the Vice-
Presidents ofthe Society of Actuaries hv Australia, is specially directed to
show the incorrectness of the assumption of those who promote assessment
societies, that the average life of an assurance policy does not exceed ten
pears. The table shows the expectations of life and the ages of policies un-
der the new table of mortality of the British life offices :

Central Age

Expectation of Life

Average Duration

at Entry.

in years

Policies in years.

20

43

.... 24

2*

39

25

30

... .. 35

24

35

3i

22

40

28

. . . 21

45

24

19

50

21

17

55

18 .. .

15

60

H

12

65

10

These figures show that although the expectation of life of k person aged
20 years is over 40 years; the average duration of the policies taken out at
that age would be only 24 years, because of the discontinuances. But the
average duration of the policies at all ages would exceed 20 years; not ten
ye ars; as the assessment officials alleged as the groundwork 'of their claim to
charge low rates and make profits on the discontinuances without surrender
values. Following are the comments made on this table by Mr. R. P.
Hardy, F.I.A., one of the most eminent British Actuaries, and by the Herald,
of Sydney, Australia :

“ The importance of this table should not be overlooked, especially >in ’
the United States, Canada and Australia, where they are cursed with an ag-

3

gressive assessmentism in its most pretentious and specious shape. The fact
that there is a centre of gravity to be found in the groupings of assurance
companies and of life-averaging associations corresponding to the outside
social aggregations had been scientifically employed in this table. But the
interested persons that ran these assessment concerns had continued wilfully
to misuse the principle, to the great damage of the uninstructed portions of
society. Such a table as that given, confirming the experience shown in
1877, should assist those who were fighting the battle of right against th ose
subtle powers which relied upon ignorance, and hasten the inevitable end.
Only a little patience need be exercised, for as sure as fate, with its silent
but ever advancing step, that contemptible travesty of the great scheme of
life assurance was doomed to perish under the light afforded by such tables
as those given by Mr. King.” ¥ Together with, we may add, the numerous
failures one after the other of these societies which represent perhaps the
most operative reason for the discontinuance of the system. Mr. Hardy and
the British Actuaries generally may be assured that if assessmentism does
not get beyond the present stage in Australia the curse is but a light one —
much about the same as a matter of fact as in England. The risk is that in
so many cases the word assessmentism is kept in the background, and its ex-
istence absolutely denied, except in a small corner of the policy, where even-
tually it will have to do duty according to all actuarial experiences among
the longer lived members of the society, as well as among others who may
happen to be bound up with them at the critical period.”

Whether your lot lies in city or country, you will find human nature the same the wide world
over. Prospects in the country take assurance for the very same reasons and are open to the very
same arguments as city people. If you’re looking, really looking, for business, it doesn’t make a bit
of difference where you are ; it’s there !

A Woman’s Life Assurance Estate.

The following clipping is taken from the Toronto Globe of Sept. 10th :

“ Application has been made for ad-
ministration of the estate of the late
Miss Edith Curzon. The estate is
valued at $3,131, including $3,000 life
insurance.”

There is a lesson in this for every young woman who is earning her own
living, and is dependent upon her own efforts for future provision, or who
has any one dependent upon her for support. Miss Curzon had probably ta-
ken the assurance as a desirable medium for saving money and, through its
agency, was creating a valuable estate for her old age. However, this was
not to be, and if anybody was dependent upon her, they will have reason to
think well of her wisdom and foresignt.

The Imperial Life issues policies to women upon exactly the same
terms, conditions and rates as to men. A 20 year Endowment policy is the
safest and best investment a young woman can make. It will give her no
worry and it gives her savings the highest possible value. It at once pro-
vides for her dependents, and for her own future.

4

A

x^PERU4 ,

*//>

AGENTS NEWS

Ycl. 4 — No. 36. Published by The imperial Life Assurance Co. of Car?. (28 — 9 — 03)

THE LAST QUARTER OF 1903.

October Heqmremenfc, $400,000.

Having just entered upon the last quarter of the year, the eyes of the
Executive of the Imperial Life are now directed toward results as they will
appear on the 31st of December.

The volume of business which we require for October, the tenth month
of the year, is $400,000, and in order that we may secure it we ask ;

1. That every representative cf the Company — Provincial and District
Manager, Agent and Sub-Agent — shall personally do his utmost to secure
the largest amount of individual business possible. Considerable attention
in the previous months of the year having been paid to organization the
securing of new Agents, etc., it will not be necessary for special attention to
be directed in this channel. “Completed applications” is the motto for
October for me and all. Only let the office be used as a means to the writ-
ing up of new applications. Morning, noon and night let every one be on
the warpath in the highways and by-ways, securing names on “the dotted
line.”

2. That you examine carefully, critically and minutely your record for
the past nine months; and ask yourself if you are satisfied. If you write ap-
plications only at the same rate the last three months as you have done
in the previous nine months, will you consider your twelve months" record
satisfactory ? Every representative who has fallen short of his ideal has the
opportunity, even yet, to make his year s record a magnificent success. In 99
cases out of a hundred it rests entirely with the agent. Determination^
energy and enthusiasm backed up with pluck and resolution and one of the
best Companies in the Dominion to represent, are the elements which will
brings laurels to your banner.

1

Security and Profit.

The three elements which produce profits in a life assurance company
are : —

(1) The earning of a high rate of interest.

The rate of interest earned in 1902 was higher than that of any other Company with but
a single exception.

(2) Economy in management.

No other Company of the same age has experienced such a low rate of expense.

(3) Favorable rate of mortality.

The mortality of the Imperial since its commencement has been very materially lower
than the average of other Canadian Companies.

There is no Company of which we have knowledge that has made as
satisfactory a record in these three features, in the same period of time, as
the Imperial Life — consequently Imperial Life policies not only possess the
characteristics of ‘‘absolute security,” but also that of being “ good surplus
earners

Field Notes and Pointers for Beginners.”

The wish has been expressed that we should publish, in the Agent’s
News, “Field Notes andPointers for Beginners,” by Hamilton Cooke. In
compliance with this wish, Mr. Cooke’s valuable booklet has been adapted
for the use of Imperial Life agents, and will be published in the Agents
News.

“Field Notes and Pointers” is a compilation of a few, only, of the very
many arguments that can be formulated to show the importance of Life
Assurance and the great good it is accomplishing.

MOTTO.

Make every disappointment and failure a spur to greater effort.

“Field Notes and Pointers” is not intended as a scientific treatise on life
insurance ; it is notes and pointers for beginners. Its principal object is to
furnish inexperienced agents who are desirous of making money from the
start, with a few arguments, as it were, a key to the situation. To be
successful, couch them in your own language — change them to suit the
occasion — add to them from time to time as you progress in your work.
There are no fixed rules or arguments covering all cases. Energy , tact> ana
enthusiasm are essential factors, and these qualities, comhitied with intelligent,
systematic work, guarantee success. No person will make a grand success
of any business unless he has a liking for the work ; therefore, to succeed, you
must create within yourself a liking for the work — an appetite for the busi-
ness. Fill your heart and soul full of the great benefits extended to the
widow, the orphan, and the old and infirm through its medium. Tobecouu
interested and enthused in the work, you must be conversant with the grea

2

good it is accomplishing. You must also have unlimited confidence in the
Company and its ability to fulfill its contracts, and satisfy yourself that it is
doing a noble and beneficent work. To secure this information and
enthusiasm, carefully study the detailed Annual Report, which clearly sets
forth the amount of cash the Imperial Life paid last year to the widows and
orphans, in death-claims, etc., the total assurance in force ; and the amount of
assets now held as security for the payment of claims. You will have to draw
on your imagination to realize fully the good which the money paid annually
bv the Imperial Life really accomplishes.

Money— what is it for ? While it is not always used to advantage, un-
doubtedly the great desire to secure it is the good it renders the makers or
their dependents. It is a matter of history that the money paid in premiums
to old -line life insurance companies returns three-fold more blessings and
profit than money invested in any other manner.

THE ACCUMULATION POLICY.

The next point is to thoroughly familiarize yourself with the conditions of
the Accumulation Policy, and post yourself as to its salability, and just what
it guarantees to do. You will find that through its medium the insured, by
depositing a portion of his income annually with the Imperial Life, can im-
mediately create and place to the credit of his family or estate a cash capital
of from one thousand dollars up, under a guarantee that it will be available
immediately in event of his premature death, and that the Company will
pay to him a cash fund for his own use at the expiration of the Accumulation
period of the policy.

After informing yourself as to to the Company's magnitude and the
good work it is accomplishing, and duly considering the salability of the
goods and the possibilities in the business, the next step is to select from the
rate boo^ and familiarize yourself with some one plan of insurance. With
pencil and paper make practical illustrations, showing the annual cost, the
guaranteed cash value in event of death, extended or paid-up values if
payment of premiums is discontinued, the amount of money the insured can
borrow on the policy, and the settlements at the expiration. Figure on
different amounts at different ages until you understand every detail.

Imperial Life Agents’ Opportunity.

The closing down of the great works at Sault Ste. Marie — although on-
ly temporary we believe — has created anxiety throughout Canada and has
brought forcibly to the investors, and to the public generally, the risk atten-
dant upon such investments. The decline during the last few months in
stocks generally has caused many men serious loss, and has shaken the
confidence of the public in such investments. Not in years has the field
been so clear as it now is for selling life insurance as an investment, and
every insurance man should seize the present opportunity to reap a harvest.
They should go back to the men ot means whom they have canvassed and
press upon them that life insurance policies do not fluctuate in value : that
an investment policy is “ absolutely safe,” and that the returns upon it are
greater, everything considered, than most other “absolutely safe" invest-
ments. For years the canvasser has been maintaining the advisability of
investment policies : that other investments, although seeming to offer

greater returns, are not so sure ; are liable to depreciation and loss of earn-
ings, if not of principal. The last few months have proven true the can-
vassers’ argument. Now is his time to be active as never before. He
should not be dreaming when success is awaiting him. He should strike !
strike now ! strike while the iron is hot ! He should not be deluded with
the idea that nearly all men of means have been losing money recently, and
are not in a position to insure. A few men have lost — the great mass of men
have not. The happenings of the last few months will prove a boon to the
agent who is alert to seize the present opportunity. Let the watchword be
“ Life Insurance as an Investment.”

Talk Up, Not Down.

It has been the experience of many a field man that he tried to sell too
small a policy. Don't make that mistake. In the first place, acquaint your-
self beforehand in every possible way with the personal and family circum-
stances, the little financial and other ins and outs, of your prospect. Do it by
inquiring of his neighbors, friends or business associates. You can’t know what
may be running in his mind, and a man is often much better fixed financially
than we dream of, or than he will admit. Then again, perhaps he’s never had
insurance arguments brought to his mind in the best and most forcible way.

The chagrin of one such experience ought to prevent one from ever again
talking too small a policy.

Don’t do it ! If you must err, err on the top side! Talk a bigger
amount than you think your man can carry. Strike high. He deposits so
little each year, so much of the amount comes back to him or to his estate,
that he is a mighty poor kind of man who would be selfish or stingy when it
comes to protecting his loved ones.

It is much easier to come down than to go up, and you stand the chance
of finding that the bigger insurance amount will strike your prospect quite as
favorably as the smaller.

There are several reasons for this. We are all human. A man feels
flattered that you think he is able to carry a good bit of insurance. It
pleases him to feel that you have a favorable impression of his importance. He
hates to deceive you. And certainly flattery so beneficial in its far-reaching
results is legitimate and most advisable.

The great secret of success lies iQ never allowing your energies to stagnate.

Application Forma.

Will such of our representatives as have a good supply of application
forms on hand kindly return some of them to the Home Office. We are
preparing a new application form to be ready very shortly and in the mean
time the stock at Home Office is quite low.

Life Assurance for Farmers

Enclosed with this issue of the Agents News is a new form, “Life As-
surance for Farmers.” Please read it thoroughly and advise the Home
Office or your District Manager the quantity you will require. In ordering
please refer to form No. 277.

4

XNVPERI44

rAV'4 ^/Av

AGENTS NEWS ^

Ycl. 4 — No. 37. Published by The Imperial Life Assurance Co. of Can. (5 — 10 — 03)

DO IT NOW.

The Executive of the Imperial Life has commenced in earnest its fall
campaign for applications. Every agent has had a task presented to him,
which if he determines he can perform. The amount of business which the
Imperial has asked each agent to secure is well within his capabilities. It
rests entirely with each representative whether he will come up to our
standard of him or not.

“ Oo It Now,” is the motto hung under every clock in one of our big
factories, and that idea pervades every person associated with the industry.
The employees have been benefitted, the industry has been benefitted until
employees and factory have justly gained a valuable reputation for prompt-
ness, thoroughness and efficiency.

Do it now is an appropriate motto for Imperialites for October. Let it
be burnt in upon our minds and upon our hearts, so that each day’s effort
will be reinforced and made doubly efficient. Do it now. Canvass that pros-
pect now, not to-morrow, not this afternoon — now. Now is the time. Set
before you to-day’s task and do it to-day. Do it now will save you time.
Do it now will bring you applications in the first week of this fall campaign.
Don’t delay until to-morrow, until next week, or until within a few days of
the end of the month. Now is the time — the best time and the only time to
do effective life assurance canvassing and to accomplish the volume of busi-
ness which you have been asked to secure this month.

Half of life’s sad omissions, half of its regrets would be saved, if we did the
things the moment we are reminded of them.

'

I

I

“Field Notes and Pointers for Beginners.”— (Continued.)

Ready for Business.

As soon as you have familiarized yourself with the Company’s report,
and just what an accumulation policy guarantees to do, and are prepared to
show what a policy will cost per annum, the cash value in event of death,
paid-up or extended insurance values, the loan values and the settlements at
the expiration, and are thoroughly familiar with the policy, especially the
settlements, you are ready for business.

A Profession.

Life Insurance is as much a profession as law or medicine. It takes
time and study to become proficient. It has this advantage — you can take
up the work and make money from the start, while it requires years of study,
and -money, to equip yourself for law or medicine. There is no limit to
opportunities offered to an energetic, enthusiastic and persistent insurance
solicitor. The principal factor is work. Systematize your work, and use your
brains as well as your legs.

Imperial Life.

In all your illustrations, avoid as much as possible using the expressions
“ I will,” “ We will,” “ The Company will,” or “ The Company is.” Say,
“The Imperial Life will do so-and-so,” “The Imperial Life is so-and-so,” and
“ The Imperial Life holds — ■/* Let every one you come in contact with know
that you are an Imperial Life mar].

i. Why Men Should Insure.

To protect their families and estates in event of death, and to create a
cash fund for their own use in old age, — is the foundation upon which to
build all arguments and illustrations. How can they do it ? The simple
tact that the Imperial Life has over $14,000,000 of insurance in force, and
that it is regulated by law, makes satisfactory reports to the Dominion
Government, and is patronized by prominent moneyed men, as a rule, settles
this question.

Based on Duration of Life and Compound Interest.

Mortality tables show how many people out of a multitude will die each
year ; consequently it is a very simple matter to tell how much to collect from
each to create a cash fund to pay the policies of those who die. The collect-
ing of the expense fund is a simple problem. Any ordinary mathematician
can tell how much money it will require to be placed at a stipulated rate of
interest each year, for fifteen or twenty years, to create a fund of a stipulated
amount. The annual premium collected on Accumulation policies provides
for each of the separate items — death claims, expenses, and the cash or paid-up
value of policies of survivors who have kept their policies in force until the
expiration of the Accumulation period.

Wfyile there is nothing more uncertain than the life of an individual, there is
nothing much more certain than the average length of life of a multitude of
people. An actuary of a life insurance company can tell almost as accurately
January 1st how many people will die among a multitude of insurable risks,
as he can tell December 31st how many have died during the year.

Mortality tables indicate that the number of deaths per 1,000 in one

The joy of duty promptly done is worth all that it costs.

2

year at age 25, will be about 8 ; at age 35, about 9 ; at age 45, about 1 1 ; at
age 50, about 14 ; at age 55, about 18 ; at age 60, about 27.

As a Rule, Man is a Money-Maker.

In other words, he is a valuable piece of property. If a man makes
$100, $500, $1,000 or $5,000 a year, his family or estate loses, in event of his
premature death, the amount that he would have earned, in excess of personal
expenses, if he had lived. The following annuity table illustrates how much
insurance a man should carry in order to capitalize his money-earning ability
and protect his family from a total loss, in event of premature death.

Present Value, according to Annuity Table, at 6 per cent., of a Life
Producing $1,000 Yearly, over and above Personal Expenses.

Age.

Value
Per $1,000
Net Earnings.

Age.

Value
Per $1,000
Net Earnings.

Age

Value
Per $1,000
Net Earnings.

20.

• •• $13,932

35- -

. . $12,870

50. .

. . $10,640

21 .

... 13.885

36..

.. 12,765

51. .

■ • 10436

22 .

• 13.834

37- •

-- 12,655

52..

10,226

23-

... 13.781

38..

12,540

53--

10,009

24.

■ ■■ 13.725

39- •

12,418

54- -

• • 9,786

25-

... 1 3,666

40. .

.. 12,291

55- ■

• • 9,556

26.

• • • 13.604

4i- •

-- 12,157

56. .

9,321

27-

••• 13538

42. -

12,017

57--

9,08 1

28.

... 13469

43--

.. 11,870

58..

. . 8,836

29.

• •• 13.396

44. .

II,7l6

59--

8,586

30.

■ • • 13.320

45- •

•• n,555

60. .

8,332

SI-

... 13.239

46..

.. 11.386

61 . .

• • 8,074

32.

••• I3.'54

47- -

11,211

62 . .

• • 7.813

33-

• ■ • 13.064

48..

1 1,028

63..

■ • 7,549

34-

12 969

49- •

. . 10,838

64. .

■ • 7,283

The above table proves that a man 35 years old, earning $1,000 per
annum, is worth, as a money-maker, $12,870 to his family or estate. If he
earns $5,000 per annum, he is worth $60,000, and should carry that amount
of insurance ; and if you get him to figuring on above lines, he will certainly
invest from $350 to $1,500 of his income in our Accumulation policy.

A Method that Gets Business.

Mr. E. S. Miller, the Provincial Manager for the Province of Quebec, has
adopted the principle of forwarding to each one of his agents a weekly letter
on some points likely to be of assistance to them in the better representation
of The Imperial Life, and in the securing of an increased volume of business,
especially during the last three months of this year. From the last com-
munication, we take the following three paragraphs. They contain sugges-
tions and germs of truth which will be of good service to Imperial workers :

“ Only two Canadian Companies did more new business last year than
The Imperial, both of them over 30 years old. In view of their older organiza-
tion and larger number of agents, this proves that The Imperial representatives
are getting more business each than those of any other Company and either

Fully one-half the obligations we think of but do not fulfil at once, are among the
things that might have been done immediately.

3

that they are better men or they have an easier company to work
FOR. Perhaps a little of both.”

“ Do you use the list of prominent policy-holders as much as you should ?
Perhaps you have not a copy. If so write for one at once. We hope to have
one especially for the Province of Quebec before very long.5'

“ I would like to impress upon you that this is the time to concentrate
your efforts on your immediate surroundings. Let the other fellows wander
all over the country while you stay with the section where business can be
got, and work it right out if possible.”

Are Insurance Companies Litigioma ?

If consideration is given to the enormous number of policies issued by
life assurance companies, as well as to the openings there are for disputes,
and the opportunities afforded for fraud, it is a matter for surprise that so few
law suits arise between claimants and companies. As each life company is
the trustee for its policyholders, its manifest duty is to protect their interests
from being to any extent injured by claims being paid which are not strictly
due, in justice and equity. Owing to the unfortunate habit into which juries
have fallen of giving verdicts against insurance companies, more out of sym-
pathy with claimants than regard to the merits of their claim, the conditions
of policies have been made as free as possible from such ambiguities of ex-
pression as leave an opening for misapprehension. Eut, it is a practical im-
possibility to frame an agreement between two parties, which it is absolutely
impossible to interpret in only one sense. How nearly this desideratum has
been attained is, however, manifest by the rarity of insurance disputes that
have to be decided in Court.

The following shows the amount paid for claims by the life insurance
companies in Canada, in a series of years, and the amount of those resisted
with the proportion they severally bear to each other :

Life Insurance Companies.

Year

Claims Paid.

Resisted Claims.

Percentage

$

$

Resisted.

1902

7,062,360

11:991

0 169

1901

• 6,845,941

44,050

0-643

1900

• 6429,323

26,860

0417

1899

• 5.650,739

29,250

0-518

1898

. 4,912,1 19

7,500

o-i 50

1897

. 5.087,932

9992

0196

1896

• 4.707,157

24.399

0-517

Totals .

.$40,695,571

$154,042

0346

The total paid for claims of all kinds in the last seven years, was
$40,695,571, and the total amount of the claims resisted in these seven years,
was only $154,042. For each of the years 1896 to 1902, the life companies
paid claims to the extent, in an average of $5,813,650 per annum, and the
claims resisted amounted to a yearly average of only $22,006. The above
facts demonstrate that there is no reasonable ground for regarding the life
insurance companies in Canada as litigious, or unduly disposed to dispute
claims. — Insurance and Finance Chronicle.

Is there any task undone for which the present moment affords a fitting opportunity ?

4

\NVPERMt
AGENTS NEWS ^

Vcl. 4 — No. 38. Published by The Imperial Life Assurance Co. of Can. (12 — 10 — 03)

ONE-THIRD OF OCTOBER GONE.

Have You Accomplished One-Third of Your Quota ?

That “ Do IT NOW ” is a motto which appeals to the determination of
Imperialites, is evidenced by the fact that several of our representatives, who
have usually been satisfied with writing an occasional application, have sent
in a much greater amount of business since the first of the month. They
have been living up to the motto, “ Do IT NOW.”

One-third of October is gone — have you secured one-third of the busi-
ness which the Executive consider you capable of writing in October ? You
have if you kept before yourself each day the motto, “ Do IT NOW.”

If you have found that to “Do IT NOW ” means to secure an ever-in-
creasing volume of business, keep up the good work and go as far as possible
beyond the amount which you are expected to write in October.

If you have not yet accomplished one- third of the task set before you at
the first of the month, Do IT NOW. Don’t trust to being able to make up
the lack at the end of the month. Get up-to-date and you will find that it is
easier to keep up-to-date than to lag behind a certain distance — it requires
less energy to shape iron if you strike when it is hot.

Do IT NOW because now is the only time of which you are sure. Do
IT NOW because conditions were never better and your work will therefore
receive the highest rewards. Do IT NOW because future as well as pre-
sent success depends very largely on your ability to do the proper thing at
the proper time. Do IT NOW. T. B.

1

“ Field Notes and Pointers for Beginners.”— (Continued.)

Can you Look into the Future

and guarantee that you will live twenty years, and that you will make and
profitably and securely invest $ico, or $300, or $500 per annum? If yes,
you don’t need any insurance.

The first is impossible ; the second very doubtful, especially when you
take into consideration that only five per cent, of business men succeed in
making, saving and accumulating wealth during a period of twenty years.
Mortality tables show that of men at the average insuring age (35) twenty-
one per cent., or twenty-one persons out of each hundred, will die during a
period of twenty years. Commercial reports show that eighty per cent, of
those living will be poor ; fifteen per cent, will about hold their own, while
only five per cent., or five persons out of each hundred, will get rich. Which
class will you be in ?

Between Life and Death.

In this race between Life and Death, Death is sure to win. If a man
lives to attain a certain age, his mind and body become dwarfed and incapa-
citated for business, and his money-producing ability is at an end. He is then
dependent on what he has saved, or on charity, for support in old age.

Compound interest is a great factor in making up the component parts
of wealth for the necessities of old age. Its relative effects at simple and
compound interest may be seen in the following table, which sets forth the
number of years required for money to double itself — an important factor in
old-line life insurance :

Rate per cent.

At simple interest

At compound interest

per annum.

it will double

it will double

2

In 50 years.

. . . . In 35 years

2^2 ....

n 40 11

3 ....

. . „ 3 M

— 23J .t

3*A • • • •

. . M 28 II

. . . . .1 20^ .1

4 ....

. . II 25 M • •

17# "

4# ....

.1 22^ 11

" 1S3/i »

5 ....

11 20 11

. . . . ti 1434 11

6 ....

. . 11 l634 " • •

7 ....

11 14^ ..

. . . . .. 103^ »

8 ....

. . II 12^5 M . .

. . . . 11 9 11

9 ....

II I I .1

. . . . 11 8 11

10 ....

II IO .1

. ... H 7% „

At the rate of interest the Imperial Life is now earning, its over
$1,660,000 of assets will double in less than thirteen years.

The above table and the following prove that it is not what we make, but
what we save, that creates a cash fund for the protection of our estates and
families, in event of death, and our own use in old age :

The saving of $1.25 per day for twenty-nine years at 4 per cent, com-
pound interest creates a cash capital of $25,000. At six per cent, compound
interest, the saving of 88 cents per day will accomplish the same result. To
lay away and compound at 4 per cent. $1.51 per day for 34 years, creates a
capital of $40,000. At 6 per cent., a saving of $1.00 per day will accomplish
the same results. The saving of $1.75 per day lor 39 years, at 4 per cent,
compound interest, creates a capital of $60,000.

Uncertainties Certain.

The Accumulation policy makes uncertainties certain. It guarantees so
much ready cash for the protection of your family, in event of your prema-
ture death, and a cash capital for your own use in old age. You win if you
die, and you certainly win if you live.

He Owes it to Them.

If it is the duty of the husband and father to provide a home, the neces-
sities of life and an education for his family while he lives (where he can do
so), it certainly is an obligation that he owes them to create, by life insur-
ance, a cash fund to assist them in event of his premature death, especially
so when he can secure a policy that furnishes him a cash fund for his own
use in old age.

Death by Carelessness.

If the husband or father is killed by the carelessness of a railroad com-
pany or any other corporation, the law compels it, in the way of damages, to
pay his heirs a certain per cent, of what he would have earned during his ex-
pectancy. If the law extends that protection and benefit to a man’s family,
he, certainly, should be man enough to carry some life insurance (when he
can secure it), to protect them against a total loss of his money-producing
ability in event of his premature death from causes against which they have
no recourse. Whom would your wife bring suit against to recover your
money value in event of your death from fever ?

Ungrateful and Selfish.

The merchant who buys goods on time without an abundance of outside
capital, is compelled to carry fire insurance to protect his creditors in event
ot fire A man who will extend that benefit to his creditors and won’t carry
some life insurance for the protection of his family (when he can secure it), is
ungrateful and selfish.

A cash fund to pay burial expenses, debts, etc., and complete the educa-
tion of your children, in event of your death, or furnish a cash capital for
your own use in old age, is what the Accumulation policy of the Imperial
Life guarantees.

Restored Policies.

Agency.

Amt. of

policies revived.

Rank.

Premiums.

Rank.

No of times on
Honor Roll.

Head Office,

$I3,500

I

$43445

I

9

Halifax,

3,000

2

163-95

2

2

Ottawa,

1,000

3

42.30

3

6

Brandon,

1 ,000

3

38.60

4

3

Hamilton,

I ,ooo

3

34.60

5

1

Port Arthur,

1.000

3

30.20

6

1

London,

1,000

3

25.20

7

5

The number of restored policies for September is not as great as we
would wish, and' we would again impress upon you, that a policy revived is
as valuable to the Company as a new application ; it will also be more valu-
able to yourself, inasmuch as the holder of a lapsed policy will very seldom
aid you, but rather discourage others from taking insurance.

We look for a large representative showing on our October Honor Roll.
Will your agency appear ?

3

Honor Roll for September, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business i6 credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

No of

J. H. Macabe, Toronto, Ont

Applications.

23,500

Rank.

T

X

Premiums.

83310

Rank.

T

times ob
Honor Rc

6

E. S. Miller, Montreal, Que

16,000

2

69I.60

2

4

W. A. Gibson, Fredericton, N.B

10,000

3

563.60

3

5

J. P. Beaudoin, Montreal, Que

10,000 .

3

388.30

5

7

F. A. Verge, Halifax, N.S

9,000

5

296.95

7

3

J. C. Gass, Shubenacadie, N.S

8,000

6

271.30

10

5

A. McN. Shaw, St. John, N.B

7,500

7

441.60

4

3

Dr. D. Lowrey, Toronto, Ont

7,500

7

306.35

6

5

J. S. Wallace, Winnipeg, Man

7,000

9

212,30

12

7

F. B. Springer, Vancouver, B.C

7,000

9

207.05

14

5

Rev. A. W.Ross, Portage La Prairie, Man.

6,500

1 1

26395

9

8

J. Cawley, Brockville, Ont

6,500

1 1

192.10

15

6

B. P. Sweeny, Yarmouth, N.S

6tooo

13

288 05

8

1

W. E. Kerr, Toronto, Ont

6000

13

21 1.60

13

3

H. B. Andrews, Toronto, Ont

6,000

13

177.95

16

4

B. W. Robertson, St. John, N.B

6,000

13

167.75

L* * 3 4 5 6 7 8 9 10

1

J. A. Labelle, Joliette, Que

5,500

17

I47.OO

19

4

H. F. Staples, Fredericton, N.B

5,000

18

257.OO

1 1

1

R. R. Garvin, Smith’s Falls, Ont

5,000

18

I 59.20

18

1

Standing- of the Agencies for September, 1903.

1 . . Head Office Agency.

2 . . Montreal, Oue.

3. .St John, N^B.

4. . Halifax, N.S.

5 . .Winnipeg, Man.

6. . London, Ont.

Vancouver, B.C.

8. . Ottawa, Ont.

9. . Brockville, Ont.

10. . Kingston, Ont.

11.. Hamilton, Ont.

12 . . West Indies.

1 3.. 5.. Catharines, Ont.
14. . Brighton, Ont.

15 . . Brantford, Ont.

Port Arthur, Ont.
Regina, Assa.

18. . Belleville, Ont.

Port Elgin, Ont.

Head Office Agency leads, in the standing of the agencies, for the second
time this year. Montreal, however, is a close second.

Congratulations, Mr. Macable, on leading the Honor Roll for September.
$23,500 is an excellent personal business for one month.

Mr. W. A. Gibson and Mr. F. A. Verge have secured a position near the top
of the Honor Roll for September.

Several names, which we are accustomed to see on the Honor Roll, are
absent this month. See to it, gentlemen, that your business for the month
entitles you to a good position on the Honor Roll for October.

4

AGENTS NEWS

Vcl. 4— No. 39. Published by Tha Imperial Life Assurance Co. of Can. (19—10—03)

During the next two weeks every person who is a thorough Imperialite
at heart — who is anxious to make a record for the Company during Octo-
ber, as well as for himself— has an opportunity to fulfil his desire down to the
smallest particular. No matter what reverses you may have been experien-
cing lately — no matter what hard luck you have been working under — you
have to-day an opportunity to make the October business a success.

Hard work — intelligent, hard work — systematic, intelligent, hard work —
that is what will yield results during the next two weeks. Nothing can with-
stand it — honest hard work is sure to bring success.

What have you done during the present month ? Are you satisfied with
it ? If so, pitch right in, determined to duplicate that achievement before
October closes. If you have held up your record thus far, your plans will
surely indicate that the last two weeks of the month will not fall behind. But
if you are not satisfied, are you taking steps to make up your present defi-
ciency. Undoubtedly you are, and have decided exactly what must be ac-
complished during the next two weeks.

To-day is your golden opportunity. Start right in, determined that it
will yield some substantial result, and start each one of the following eleven
working days in the same way. Determination and hard work will make
success — see if they don’t.

TWO FULL WEEKS— 12 WORKING DAYS— LEFT IN OCTOBER.

A splendid opportunity for
every Imperialite to make
a record for the month.

A steady and enthusiastic
campaign will undoubted-
ly yield large results.

1

“Field Notes and Pointers for Beginners.*— (Continued.)

Only Three Reasons.

There are practically only three reasons why all men who are interested
in their families, and their own comfort in old age, do not carry some old-line
insurance. I. The principal reason is that they do not thoroughly under-
stand its value and benefit. 2. Physical disability. 3. Financial inability.

Suppose the Government should say to you, “ There is a piece of land worth
$2,000. If you are under 35 years of age, we will sell it to you for $2,000,
payable in twenty equal annual instalments. You cannot occupy or use the
land, but we won’t charge you interest on deferred payments, and we will pay
the taxes. In the event of your death any time during the twenty years,
we guarantee to cancel the balance due, and execute a warranty deed to your
wife ; or, if she prefers, we will pay her $2,000 in cash ” ; and suppose the
Government should further guarantee that if you live to the expiration of the
period and complete the payments, it would give you a warranty deed to the
land and pay you in cash the interest earned by the money you have paid
during the period, less taxes and expense of looking after the land. (For
farmers).

Suppose the Government

should propose to sell you a $2,000 bond payable in twenty equal annual in-
stalments, with a guarantee if you die any time during the period to cancel
the balance of the purchase price and pay the face of the bond at once, in
cash, to your family ; or, if you live and complete payments, to pay you the
amount in cash. (For bankers).

Suppose Your Banker

should propose to place $2,000 to the credit of your family — issue them a
pass-book to that effect, guaranteeing to let them check out the amount in
event of your death any time during the next twenty years, provided you
would deposit $100 every year with them ; with a further guarantee that if
you live to the expiration of the period they will allow you to check out your
money and your ratio of the bank’s earnings, or to give you a stipulated
amount of stock, if you prefer it. (For business men).

While neither the Government nor your bank could judiciously make a
proposition on the above basis to any one person, if they were in the busi-
ness and extending such propositions to thousands of people, they could
readily do so.

If the Government or banker would not issue such a contract to anyone
person, on account of the possibility of his dying, can you afford to make
your family take chances on losing the benefit of such a contract, when you
can secure a 20-Year Accumulation policy of the Imperial Life — an institu-
tion with over $1,660,000 of assets ? (Illustrate policy after each argument).
A Great Big Savings Bank.

Practically speaking, the Imperial Life is a great big savings bank, with
over $1,660,000 of deposits. The man paying the premium on a $1,000 pol-
icy receives identically the same rate of interest on money invested as the
man (of the same age) who pays the premium on a policy of $100,000. In
other words, if the man carrying the $1,000 policy dies, his policy is paid in
full, the same as the $100,000 policy ; if the man carrying the $1,000 policy
lives, he is guaranteed identically the same results, in proportion to the pre-
miums paid, and receives the same ratio of dividends. It is not expense — it

2

is protection and investment ; it is not monopoly, because you cannot
squeeze out the small policyholder, nor in any manner deprive him of his
rights.

One Thousand Put to Death.

Suppose the Government should issue an order to put one thousand peo-
ple of this country to death during the next week ; the name of every man to
be written on a card and placed in a large cylinder, well shaken, and to be
drawn out by a blind-folded person, and the persons whose names appeared
on the first thousand cards to be put to death. For fear your name might
be among those drawn, don’t you think you would insure at once ? Death
has issued orders for some of the people of this community. Do you know
you won’t be among them ?

Banished for Twenty Years.

Suppose the Government were to issue a decree to banish you from your
family for twenty years, and not allow you to communicate with them in any
manner — the order to take effect to-day — right now. What would you give
for a few days or weeks to arrange ),Tour business and instruct your family
how to carry out your plans ? Your family could not take charge of and
manage your business, without loss, unless they had some ready cash. Death
will, sooner or later, issue an order banishing you for all time. He may not
give you a moment’s notice to fix up your business ; consequently, don’t you
think you had better insure at once f Don’t let your family take chances on
losing your total money-producing ability, in addition to your managerial
ability.

Under Bond.

Would you place yourself under bond, mortgage your property to secure
it, to pay $4, coo to the family of the healthiest man you could select in event
of his death any time during the next twenty years, provided he would pay
you $200 a year ? You certainly would not take such chances on any one
man. He might die. The question is, is the other fellow any more likely to
die than you are ? If not, and you would not take chances, yon certainly are
not going to let your family take chances on losing the value of such a con-
tract when you can secure it of the Imperial Life, a Company whose record
has not been equalled in the history of life assurance in Canada, etc.

October Honor Roll.

It requires only $5,000 of accepted applications to secure a place on the
Honor Roll for the month.

Are there not thirty- five Imperialites who are strong enough, determined
enough and sufficiently anxious to succeed, to obtain $5,000 of accepted
applications this month and thereby secure a place on the Honor Roll for
October ?

Sizing Up Your Prospect.

One of the great factors in the success of any salesman is his habit of
sizing up his customers ; he knows in each case which points to emphasize
and which will not help in the sale of his goods. He realizes that the man-
ner in which he solicits the trade of one man would be quite out of place
with another and governs himself accordingly.

3

Perhaps in no other business is the ability to quickly and accurately
“ size up” a man of greater importance than in soliciting applications for life
assurance. “ First impressions are lasting” and surely you will make a much
better impression upon your prospect if you can discover, as soon as you en-
ter into conversation with him, some of his chief characteristics The care-
less man must be led to see the folly of putting- off, of living without any set-
tled purpose, but in the case of the far seeing man your object should be to
show him how well life assurance fits in with his purposes and carries out
his wishes.

Again, almost every man prides himself on some one phase of his char-
acter. Your strongest arguments will be such as appeal to this element of
character upon which your prospect lays such emphasis. For instance, you
should show the man that never asks credit that in neglecting to insure his
life he is forcing his family to give him credit for the protection which in the
event of his death in the near future they would never receive. Or after
agreeing with another man that it “ doesn’t pay to worry about the future,”
get him to agree with you that carrying an Imperial Life policy is the best
way to avoid worry.

Fit your arguments to your prospect. Endeavor to appeal to his strong-
est characteristic. An intelligent comprehension of your prospect’s traits is
the open road to success.

DO IT NOW.

An Actual Instance.— How Four Good Applications Were Lost.

One of the Imperial’s highly successful and respected District Managers
advised us a few days ago that one of his Sub-Agents had four prospects
[relatives or intimate friends], whom the Sub-Agent knew that no other com-
pany could secure but the Imperial, as they had definitely promised. The
Sub-Agent kept putting off going to the town a short distance off to write
the applications as he believed that that could be done any time. The Dis-
trict Agent called on the Sub-Agent for business and it was arranged that
the District Agent should run down the line and close these four prospects.
Upon calling at the first town imagine his chagrin and annoyance when he
was informed that the New York Life agent had, a week before, secured the
three applications for $1,000 each on the 20- Year Endowment System. His
discomfort, however, was further increased upon meeting the fourth prospect,
who advised him that the agent of the Royal — a new English company here
— had secured his application for $1,000 on the same system. In all four
cases the parties acknowledged that they would have been glad to have given
the Imperial the business, but that the agents of the New York Life and
Royal had made a good strong canvass, stuck to their guns, pressed home
the necessity of life insurance and the danger of delay, with the result
mentioned.

These are actual facts — four good applications lost — premiums amount-
ing to $200 as well as a good-sized commission. It simply goes to illustrate
what we have been endeavoring to press home to our agents week in and
week out, that in many instances the fruit is ripe, is ready to be picked, and
that the first life man who comes around is the one who will secure the prize.
The motto, “ Do IT now,” put in practice will bring you many an applica-
tion and many a dollar in commission. The failure to “DO IT NOW” will lose
you business as well as good dollars. T. B.

4

XtftPERMt

x AQENT5 NEWS ^

Vcl. 4 — No. 40. Published by The Imperial Life Assurance Co. of Can. (26—10—03)

ONE WEEK’S ACCOMPLISHMENT.

All through the year, and especially since the opening of the Fall
Campaign, the aim of the Home Office has been to have you bring your
best efforts to bear on the work in your territory. The thought which
we have constantly kept before you is that intelligent hard work always
results in success.

Have you, in reading the communications from the Home Office,
fallen into the habit of thinking that this success is not for you — that
your powers are not sufficient to bring you the rewards such as others
are obtaining ? Do thoughts of the task set before you for accomplish-
ment by the end of the year weaken your efforts ? If so, we would like
you to show to the Home Office and to yourself what you can accom-
plish by going about the work of this last week in October in the way
which has brought success to others.

Let this last week of October be an experiment to determine what
you can accomplish by believing that success is for you as well as for
the others. Concentrate your thoughts and attention on this one week.
Convince yourself that you are capable of a good week’s business, and
your work will be much more convincing to your prospects. Believe in
yourself, and others will show you the consideration that is always given
to men who have faith in themselves and their work. The business is to
be had if you will but believe in yourself and put forth your best efforts.
Try it for one week.

1

“Field Notes and Pointers for Beginners.”— (Continued.)

I Can Beat It.

If you have a guarantee on life for twenty years and know that you will
invest as much money at interest as an Imperial Life policy costs, and can
get gilt-edge security — yes, you can beat it. If you had a guarantee that you
would live, do you know’ that you would not make some mistake — haven’t
you made a good many in the past ?

Cast about and see how many old men you know who have led indus-
trious lives, sober lives, and who to-day are not worth enough to keep them
comfortably a year.

Lost Forever.

If one of your children should fall heir to a business block or building
that produced an annual rental income of $1,000. and you were appointed
guardian, wrould you insure the property to protect your child against a total
loss of property and income, in event of fire? (Business men always answer
in the affirmative. Courts, in many instances, have issued orders compelling
guardians to insure property belonging to minor orphans).

Suppose you make $1000 a year. On a money-making basis, which
could your child best afford to lose — you or the building bringing an income
of $1,000 a year? In other words, if you would insure the property to pro-
tect your child against a total loss in event of fire, can you afford to let your
child take chances of losing your income in event of your death ? As a busi-
ness proposition, if it is a good principle to insure property, isn’t it bad judg-
ment not to insure your life ? If you lost every dollar’s worth of property
you possess, your family would have a splendid capital left in you that would
provide home, bread and education. Property can be replaced, but when
death cuts off your income, it is lost forever.

In Time of Prosperity.

Through life insurance a man can secure an estate to his family, in
event of death, beyond the reach of grasping creditors, the proceeds of which
are not attachable for debts. At the same time, under an Endowment
policy, he can create a cash fund to assist himself in old age.

Old Age.

To make provision for old age is a duty every man owes himself. As at
least ninety per cent, of the profits from all sources received by the Imperial
Life are divided among policyholders, every policyholder should be interest-
ed in increasing the Company’s business. Moneyed men of our country have
their lives insured all the way from ten thousand to two hundred thousand
dollars. If men of wealth, sagacity and prudence and foresight find it a good
thing to insure heavily, how much more necessary it is for men of moderate
wealth and income to insure, when it can be done at a very small annual
outlay.

Life insurance takes the place of brains, skill and muscle when they are
destroyed. It supports home, fosters industries, educates and clothes youths.
It now distributes annually over one hundred and sixty million dollars among
widows and orphans. In order to encourage life insurance the British Gov-

ernment exempts from taxation one-sixth of a man’s income— if used for life
insurance. This has been done in order to reduce the actual expense of tak-
ing care of the poor, and it has reduced it many million dollars.

Prudence and self denial are essential factors for success and comfort.
Life insurance stimulates and encourages these habits.

An Absconder

Every man who is in debt, or who does not own a home, should carry
enough life insurance to pay his indebtedness or buy a home in event of his
death. A man v^ho dies in debt, without life insurance, and the burden of
debt falls on friends, is practicaly an absconder.

Would You Miss It?

Suppose one of your clerks should accidentally lose one dollar a day out
of your business. Would you miss it ? Would it materially affect your busi-
ness ? Take out that amount yourself and deposit it with the Imperial Life.
If you die, there is ten thousand dollars for your wife ; and if you live, the
difference between what you might have made the money earn and what the
Company returns you has been more than offset by the protection fur-
nished you.

As the husband is a bread-winner, he should carry the life insurance.

Do It Now.

You will notice on the desks of many successful business men, and others
who have an inclination to be successful, the above words, “Do it Nowr,” and
most of them are endeavoring to live up to the motto. It is an excellent sug-
gestion to one who is in the habit of always putting off until to-morrow.

In addition to the terse little sentence, “ Do it Now,” might be added
another phrase, which, from its various applications, has become more or less
slang, but is business just the same and applies to many employees, and that
is, “ Get busy ! ”

There should be a time for everything, work, play, study, rest, whatever
it may be. Get at it at once and finish it thoroughly ; then to the next thing,
without wasting time between. Make a programme every night for the fol-
lowing day and live up to it as completely as possible. It will astonish you
to see the vast amount of work that can be accomplished. Remember the
old song on “The Water Mill,” “The mill will never grind with the water that
has passed.” The minutes that are wasted we can never have again. -Business.

What Is Your Color ?

Are you a new recruit in the life assurance business ? Do you feel that
your knowledg of life assurance is not such as will bring you success ? In
fact, are you a “ green man ? ”

3

Do you feel as if everything was conspiring to defeat you ? Are you
down in the dumps ? Are you almost giving up ? Are you a “blue man ?”

Is everything prospering with you ? Has experience taught you to
make the best of things ? Do you always rise after defeat ? Are you a
“ brown man ? ”

Every agent is a “ green man ” some time in his life. The most success-
ful agent was once a “ green man.” Perhaps you are a “ green man ” now.
If so, to what color are you going to change ? If you change to a “ blue
man ” you are doomed. No “ blue man ” ever made a success of life assur-
ance ; it is an utter impossibility. To be successful in life assurance field
work, you must be in the best of spirits. No matter how “ blue ” the outlook
may be, always be optimistic. Never despair. There is a bright lining in
the clouds some place and, if you determine, you will find it. Make up your
mind not to become a “ blue man ” — a pessimist — and you will surely be-
come a “ brown man.”

The heights by great men reached and kept
Were not attained by sudden flight ;

But they, while their companions slept,

Were toiling upward in the night. — Longfellow .

Saved Through Endowment Insurance.

In 1885 (being a young pastor and wife, with three small children) we
determined to save money for a home. Alter careful thought we settled
upon endowment insurance. This for three reasons: (1) It was possible
saving because payments of premiums
could be made small to suit our purse,
either in quarterly, semi-annual or
yearly instalments ; (2) it was profit-
able saving [aside from the exact
amount laid up a small interest accru-
ing] because by paying in less than
$ioco we could on a twenty-year policy
take out with profits about $1350 ; (3)
it was protective saving because it
was insurance, and if death should
come the wife would receive the
whole amount at once.

We took out two policies of
$1000 each, one lor twenty years and
one for fifteen years, and at first paid the

premiums quarterly. We then changed to semi-annual payments, and later
to annual payments as it grew easier to meet them. This habit
of regular saving for insurance premiums we found grew and extended to
other things, and having opened an account at the savings bank we soon had
$1000 on deposit, and in 1895 were ready to begin to build a home. — Ladies
Home Journal.

ENDOWMENT INSURANCE
STARTED THIS

4

\NVPERU4 .

AGENTS NEWS

Vcl. 4— No. 41. Published by The Imperial Life Assurance Co. of Can. (2—11 — 03)

Toronto, Noveiiiber 2nd, 1903.

To Imperial Representatives:

Gentlemen : — Following our invariable custom of endeavoring to keep the
Imperial in the foremost position in Canadian life assurance, and of placing you in
an impregnable position from a competitive standpoint, I have pleasure in advising
you that we have entirely revised our policy contract, simplifying and broadening its
always liberal provisions, so that now it can be unquestionably stated of our new policy
that it is the “most modern policy contract"’ yet devised.

I enclose you herein :

1. Sample policy on the 20 Payment Life Guaranteed Security System,

2. Copy of the new application form.

3. Copy of new pamphlet “ An Ideal Policy.”

4. Book of “extended insurance” benefits embraced in the new policy.

5. Advertising card (under separate cover) regarding the new policy, which
is to be placed in a prominent position in your office.

After a careful study of these documents and of the following pages, you will
readily agree that you have a contract to present to the public without a peer in the
Canadian life assurance world. Its wonderful simplicity and extreme liberality, com-
bined with the Imperial’s unquestionable security, give it an undoubted prestige
over all other policies. It is the life assurance policy contract of Canada,

Never before have you had such an opportunity to overcome all competition.
Never before have your hands been so strengthened for the securing of new applica-
tions. Be sure you make the most of it during the next two months. November and
December must be record breakers. You have the material to make them so. Will
you do it ?

Yours very truly,

&

1

Secretary.

The Most Modern Gontraet Yet Devised.

For many years past the aim of the principal life assurance companies, influenced
and supported by the weight of public approval, has been to simplify their policies,
sweeping away all “ conditions'' of the contract not proven by experience to be
absolutely necessary and amplifying and extending its "privileges."

In this respect the new policy contract of The Imperial Life stands pre-eminent.
It is absolutely free from ambiguity. Every figure contained in the policy is
guaranteed. The wording is clear and straightforward; and though a child could
understand it, the subtlest legal ingenuity would be unable to distort its meaning.

The numerous and comprehensive privileges contained in this new contract will
be best understood if we deal with them one by one. For reference a sample policy
is enclosed.

[1] hidisputability. The policy after one year from its date of issue cannot be
challenged in respect to any error or omission in the original proposal unless the
same be of a wilful or fraudulent nature.

(T) K, l '

[2] Grace. One month’s grace is allowed for payment of renewal premiums.

<3^ A

[3] Revival . Any lapsed policy may be revived within a year of its termination
on production of satisfactory evidence of health and payment of arrears with interest.

[4] Surrender Values. After three or more years’ premiums have been paid the
policy may be surrendered either for its cash value or f r a paid-up policy. Both the
cash values and the paid up values are definitely set forth in the policy and guaranteed
by the Company.

[5] Loan Values. Loans are granted under policies on which three or more
years' premiums have been paid, and the loan agreement form will be prepared by the
Company without trouble or expense to the assured.

[6] Extended Insurance. After three or more years’ premiums have been paid
the policy may be converted into a non-participating paid-up term policy of the same
amount for a specified period. The contract definitely sets forth and guarantees the
exact number of years and months for which extended term assurance will be granted.
For example take the case of a person aged 35, who has paid 10 premiums on a 20
Payment Life policy, and who finds himself unable to pay further premiums, but is
reluctant to lose the protection of assurance. The Company would grant in such a
case a paid-up term policy for the original amount assured extending over 17 years
and 7 months.

[7] Automatic Non- Forfeiture After three or more premiums have been paid
the policy will be automatically continued in force as long as the cash surrender value
is sufficient to pay the premiums. Hence it follows that no policy having a surrender
value sufficient to co?itinue it in force ca?i ever be forfeited by omission to pay the
premiums. Moreover the indebtedness so incurred may be paid off at any time the
assured desires.

\

\

[g] Instalment Privileges . Two important instalment privileges are contav -a
in the contract, by which, when the policy matures the sum assured may be payable

[0] In from 5 to 30 equal annual instalments. For example : should the
beneficiary wish the policy paid in 20 annual instalments, the amount
of each instalment would be $65 20 for every $1,000 net proceeds of
of the policy — $1304 in all.

[£] In the form of a guaranteed annuity for 20 years, and to continue there-
after during the remainder of the life of the beneficiary. For
example ; if the age of the beneficiary, when the policy becomes a
claim, is 45, an annuity of $49 80 per annum for each $1,000 net
proceeds of the policy may be taken, which will continue for 20 years
certain, and as long thereafter as the beneficiary survives.

[9] Options and Benefits. In all policies with an accumulative surplus period
the valuable options and benefits available at the end of the period are set forth in
full in the policy.

The privileges referred to above are inserted in all the principal contracts issued
by the Imperial. Taken as a whole, they comprise the most liberal and modern
policy offered by any Canadian life assurance company. They afford the policy-
holder every assistance in paying his premiums, and every facility for keeping his
policy in force. Moreover the guarantees contained in an “ Imperial’' policy are
backed up by unquestionable security. The aim of the Company since its incorpora-
tion has been to make Absolute Security to Policyholders’’ its “ First and Para-
mount ” consideration. The following facts and figures show the Imperial’s strength :

[1] It has a subscribed capital of $1,000,000 of which $450,000 is paid up.

[2] Its deposit with the Dominion Government is 8250,000: larger than that
of any other Canadian life company and five times as large as that required by law.

[3] Its Assets amounted at December 31st, 1902, to over $1,660,000. Every
investment will stand the closest scrutiny.

[4] Its Reserve Fund amounted at December 31st, 1902, to $1,102,531, which
was approximately $129,088 larger than that required by the Government.

The Company whose contract contains the strongest, safest and most attractive
guarantees is the Company which meets the favor of the public. In his search for
these conditions no Canadian needs to look beyond The Imperial Life Assurance
Company of Canada.

The New Application Form.

Every representative of the Company is being supplied with five new application
forms. Kindly return all the old forms you may have on hand. Please remember
that it is impossible to issue the new policy contract form when the proposal is taken
on an old application form. How many proposals on the new application form will
you send in this month ? Who will be the first to have one of the new policy con-
j tracts granted on the basis Of the new application form ?

The New Circular. ^ An Ideal Policy.”

Write to your District Manager for a supply of this circular. He will have a
good stock on hand.

3

The Sample Policy.

It is believed that the enclosed sample policy will be one of your strongest can-
vassing documents during the balance of the year, as you can show your prospect
exactly what form of contract be will receive. Use it on every occasion, and it is
certain to bring applications.

Extended Term Assurance.

This is a privilege inserted in the Imperial’s policy contract for the first time. It
cannot fail to be a strong argument in selling Imperial policies. Study the provision
relating to it in the policy, as wed as the explanation contained on the first page of
the booklet and master all its details in order that you may present it in a strong
and convincing manner.

A dvertising Card.

Place this card in a prominent position in your office. Call the attention of
those who visit your office to what it contains — especially bring it to the notice of
hesitating prospects. It should be of great assistance to you, and we shall be glad to
hear of direct results accruing therefrom.

Instalment Policies.

Hereafter the Company will not grant Instalment policies as the new contract
makes every policy an Instalment one if the assured so desires. Our representatives
will therefore consider as cancelled pages 199 to 205 inclusive of the complete manual.

Signing the New Application.

It will be noticed that the applicant is the only person required to sign the new
application, the signature of the beneficiary having been dispensed with.

Your Own Policy.

The sample policy is undoubtedly a good canvassing policy, but how much more
impressive an actual policy on your own life would be as a canvassing document. If
you have not already an Imperial policy, apply for one during the present month, in
order that your hands may be further strengthened for the December campaign.

The Life Assurance Field.

At the Annual Banquet of the Insurance Institute in Toronto a few days ago,
Hon. Mr. Justice Britton, in moving the toast of “ Life Assurance,” brought forward
some very interesting figures. He said that in round numbers, the number of Cana-
dians, out of a population of 5.500,000, who carry life insurance policies is 450,000.
The accepted average of adult males to population is one to five, so that there are in
Canada to-day 1,100, coo people who should carry a life insurance policy — or, in other
words, the life insurance field in Canada has not yet been half exploited. In the face
of these figures, is there any reason wffiy you should not make a splendid success of
your work during the balance of the year ? The material is there for you to work on,
and it all depends upon yourself as to what your harvest shall be. If you go to work
intelligently and determined to win, success will be yours— it cannot fail to be. If
you go at it half-heartedly, you cannot expect to win. Pitch right in and show to
your fellow workers that you have the qualities that make for success.

4

A

\NVPERI44 ,

AGENTS NEWS

Vcl. 4— No. 42. Published by The Imperial Life Assurance Co. of Can. (9— 11—03:}

THE NEW POLICY CONTRACT.

Having had an opportunity to study the Imperial’s new policy, what your
opinion of it ? What position have you conceded to it, as compared with the policy
contracts of other companies ? I am sure you have decided that it is “ par
excellence,” and taking this for granted, I wish to refer to its effect upon the Fall
Campaign.

At the Head Office, we deem it to be the strongest canvassing document ever
placed in your hands — in fact a contract which has no peer. In its “ simplicity,
liberality and security,” it is unsurpassed, and, consequently, it should be the key
note of the Imperial’s Fall Campaign. It should be used not only in our competition
arguments, but in the arguments put forth to induce a prospect to sign the “ dotted
line.” Never be afraid to produce your sample policy — it cannot be beaten. Get
enthusiastic over it, and convince yourself that it is the “ ideal policy.” You will
then be able to bring your prospect to that belief too, no matter what arguments are
used by rival agents.

In the light of this new addition to our canvassing material, it now behoves us
to re-consider our aim for the balance of the year. We should aim higher in the
proportion that we consider our prospects brighter, and it is felt that this new policy
contract will materially increase that aim. “One million dollars for November and
December ” should be a comparatively easy accomplishment under the present cir-
cumstances. I kuow of no reason why it should not be. I therefore, gentlemen of
the Imperial staff, give you the aim,

$500,000 for November,

in the confident belief that you will be well able to achieve it. Let every Imperialite
from Halifax to Vancouver, and from the West Indies to Edmonton, determine to
have some part in the $500,000 of November business, and it will surely be accom-
plished. T*

Field Notes and Pointers for Beginners,— (Continued.)

In Germany.

Compulsory insurance among the working class with small income, is in
force. Part of the premium is provided by the employer ; the other portion
by the employee. The State compels insurance in order to prevent poverty
and consequent taxation.

Pays the Mortgage.

A fire insurance policy pays the mortgage on your house in event of fire.
If you owe your family anything that you expect to pay them in the future,
insure your life to pay the mortgage in event of premature death.

Saved His Life.

A distinguished minister says a life insurance policy saved his life.
Death seemed inevitable. His distress of mind at leaving his family without
a competency was suddenly relieved by the remembrance of a life insurance
policy he held, and from that moment recovery commenced, which was com-
plete, and he gives life insurance the credit for it.

The Only Reason.

When we take into consideration that nearly all of our useful inventions
were ignored by a majority of the people of the country when they
were first proposed, we are not surprised at some people objecting to life
insurance. Such men as Clay, Calhoun and Webster ignored Morse’s idea
(telegraphy) for years. The lords and law-makers of England ignored the
introduction of the locomotive for years. A majority of people laughed at
the possibility of ever making a success of the steamboat, the cotton-gin,
the printing press, the reaper, the thresher, the sewing-machine, the electric
light, power and telephone. Why did they do this ? Not because they were
fools ; simply because they had not investigated the propositions, and lack
of investigation is the reason why men who are uninsured do not carry life
insurance.

The road to hell is said to be paved with good intentions, and the
man who is “ going to take some insurance after awhile ” is just laying down
cobblestones on that road. Knowing that “ insurance is a good thing,”
doesn’t bring in one cent to your family at your death, nor one dollar to you
if you live to grow old. “ Faith without works is dead,” and knowledge
without action “ isn’t worth shucks.” The time has passed when intelligent
men question the value and necessity of life insurance, and there are in every
neighborhood living illustrations, in the shape of widows and children fight-
ing for existence, whose lives would have been far different if the husband
and father had been wise, prudent and LOVING enough NOT to leave the
future of his family to CHANCE.

Advertising.

What could be a more profitable source of advertising than the new
policy contract ? That is the way we look at it, and intend to do everything
in our power to give it the widest publicity. The following reading notices
have already appeared in the Toronto papers, and it is thought that their in-
sertion in your local paper would help you considerably :

2

A New Poliey Contract.

Following its well known policy of keeping the company in the foremost position in
Canadian life assurance, the Imperial Life Assurance Company of Canada has just
revised its always liberal policy contract, with the result that its new form is unexcelled
as regards simplicity, liberality and security — the three prime requisites of an ideal life
assurance policy. Full particulars are embodied in a pamphlet, which may be obtained
by addressing Geo. R. Hamilton, Manager Western Ontario, London, Ont.

A New Policy Contract.

It is, of course, the aim of every person applying for life assurance, to secure the
most modern and liberal contract in the market, consistent with due safety. In this
connection intending insurers will do well to examine the new policy contract of the
Imperial Life Assurance Company of Canada — a contract in which simplicity, liberality,
and security are the distinctive characteristics. Apply to A. McN. Shaw, Provincial
Manager, St. John, N. B., for pamphlet, “An Ideal Policy,” giving full particulars.

A New Policy Contract.

The Imperial Life Assurance Company of Canada announces that it has entirely
revised its always liberal policy contract, and is now in a position to issue a life policy
unexcelled in the simplicity and liberality of its provisions. The company will be pleased
to forward explanatory pamphlet upon application to J. W. W. Stewart, Provincial
Manager, Vancouver, B.C.

Have you got the advertising card hung up in a prominent place ?
Could you use another ? If so, write for it.

A Few Thoughts.

Resolve to be somebody, and push and hustle until you get there ; then
decide to go one more. Nothing can step you — you can be anything you
make up your mind to.

Fortune may find a pot, but your own industry must make it boil.

The man who does not trust himself cannot expect other people to
trust him.

Next to cash, a man’s best asset is confidence.

It costs more to lose than it does to win.

No man can do more than his best, but a good many men can do more
than what they think is their best.

Results Guaranteed.

Pick out certain men to assure each day and then assure them. See
them for the purpose and with the intention of assuring them, not of telling
them what you know about lile assurance.

That is the formula for growth in this business. That course, diligently
persisted in, will teach you, in three months, something of the marvels we
would accomplish if you — you — understood your own capabilities and the
possibilities of the greatest business on earth. I recommend it as unfailing if
faithfully followed, and earnestly appeal to you to try it for November and
December, and to try it with the idea that you are going to like it and to
make it prove true. If you do that, I will say to you right now that you will
have twice as good an opinion of yourself at the end of that time as you have
now ; and isn’t that worth trying for ?

Mr. S. P. Saunders writes under date, October 30th, 1903, as follows : —
u I am pleased to be able to report that I have secured, during the fourteen
days that I have been operating here, applications that total $16,500. I also
have many others in sight, which I hope to capture during the few weeks
longer that I shall remain.”

3

Supply Order Blank.

Perhaps you are not fully equipped for the rigours of the Fall Campaign,
and an additional supply of forms would be of material assistance to you.
If so, fill up the enclosed blank and forward it either to your District Agent
or to the Head Office, when it will have immediate attention. We have a
good supply of “Annual Reports’’ and “The Year’s Record ’^on hand,
which should be used before December 31st. Also if there is any point upon
which you would like information, do not fail to let us know. We are
anxious to help you in every way.

Circularizing.

Undoubtedly a circular letter, if properly prepared and followed up, is
a valuable business getter. Mr. E. S. Miller, Provincial Manager, Montreal,
Que., writes : —

“ I enclose you herewith copy of a letter I am sending out to one hun-
dred business men. Each letter will be a personal letter, and copied in the
letter book, so that it will have no appearance of being a circular letter, and
a stamped envelope will be enclosed with each one for reply. About a week
after these go out we will send a few blotters or a circular to each one.”

His circular reads as follows : —

Dear Sir : — As you are a busy man, we presume you do not care to
have any of your time wasted by life insurance agents who may call upon
you at their convenience. At the same time life insurance is a question in
which every business man is interested, and we take the liberty of asking if it
would be agreeable to have us call upon you at a time and place to suit your
convenience. We would like the opportunity of taking the matter up with
you as a business proposition

Appreciating the value of your time, we do not propose to enter into
the details of the question here, or to discuss the merits of our Company.
Moreover the standing of the Imperial and its unparalleled record are, we
believe, too well known to the business public to require comment.

Trusting to have the favor of an early reply, I am,

Yours truly,

E. S. Miller, Provincial Manager.

Some of our representatives are hardly in a position to undertake this
work personally. We shall, therefore, be only too pleased to co-operate with
them in this direction, by sending out a circular for them (of their prepara-
tion), if they will guarantee to follow it up in such a manner that the best
possible results will accrue therefrom. Mr. R. W. Day, of Edmonton, is try-
ing it— he furnishes the copy for the letter (subject to our approval), and the
list of names, and we send the letter out — and expect it to result in some
good business. Think it over and see if we cannot help you, remembering,
however, that it is not the circular letter that brings results, but the manner
in which it is followed up.

Underpaid Postage.

We would again draw attention to the fact that if the postage on a letter
is not sufficiently prepaid, it necessitates a double payment at this office. We
are continually receiving letters from our representatives insufficiently pre-
paid, and it will oblige if, in future, care is taken to see that the proper post-
age is affixed before mailing.

4

c \fAPERU4
AGENTS NEWS

£//>

Vcl. 4 — No. 43. Published by The Imperial Life Assurance Co. of Can. (16 — n— 03)

SIMPLICITY, LIBERALITY & SECURITY.

Has it yet occurred to you what a wealth of meaning there is in the three
words, “ Simplicity, Liberality and Security,” when applied to the Imperial’s
new policy contract? If not, you have failed to understand and grasp the
salient points of the sample policy sent to you. Let us consider these for a
moment.

Simplicity . Look at the first page of the policy, and —

Note I — The simple language employed — a child can understand it.

There are no technical terms involved ; there are no ambigu-
ous words to explain.

Note 2 — The simple arrangement of the contract from the standpoint of
the policyholder and from that of the Company.

Note 3 — The simple divisions of the contract as contained on the first
page — I. There is the assuring of the life. II. The promise to
pay. III. The consideration. IV. The incorporation of the
privileges on the succeeding pages, and finally V. The signing
and sealing of the contract.

In competition, you will find that in conciseness of form and in absence
of technicalities the Imperial’s new contract is peerless.

Liberality. Turn now to the second and third pages.

Note 1 — Indisputability after one year.

Note 2 — Grace of one month for the payment of premiums, during which
period policy is in full force and effect.

Note 3 — Provision for revival within 13 months.

Note 4 — Increasing Cash Surrender Values applicable after three years.

Note 5 — Increasing Loan Values applicable after three years.

Note 6 — Increasing Paid-up Values applicable after three years.

Note 7 — Extended Term Insurance applicable after three years and in-
creasing in value the longer the policy is continued.

Note 8 — Automatic Non-Forfeiture Privilege applicable after three
years, and increasing in value the longer the policy is continued.

Note 9 — Special instalment privilege providing for proceeds of policy
being payable in from 2 to 30 instalments.

1

Note io — Special continuous annual instalment privilege for an income
during the life of the beneficiary, or for 20 years at least.

Note 11 — From 3 to 6 attractive methods of treating with surplus
benefits.

In comparison, it will be found that the Imperial policy must be accorded
the premier position for liberality.

Security . The security at the back of an Imperial policy is unquestion-
able and ample.

Note 1 — The substantial subscribed capital of $1,000,000, and paid-up
capital of $450,000, all for the benefit of policyholders.

Note 2 — Government deposit of $250,000, the largest of any Canadian
company, all for the benefit of policyholders.

Note 3 — Imperial’s reserves based on 3^2%, all for the benefit of policy-
holders. The Imperial was the pioneer Company to place its
reserves upon this strong, conservative and stringent basis.

Note 4 — For every $100 of liabilities to policyholders the Imperial holds
$147 of assets. This is strength impregnable and beyond com-
parison.

The foregoing constitute the real and substantial prestige which Imper-
ial representatives have over all competitors. They place us in a unique
position, and make us unusually strong and practically unassailable. The
question arises, however — to what advantage are wre going to turn these
magnificent privileges ? Applicants do not hunt up the best company, nor
look out for the best policy contract. They usually take the best proposition
that is presented to them. Our superiority is nullified it Imperialites do not
advertise it broadly, intelligently and perseveringly, and unless they follow
up this advertising by securing the business. The way to advertise the
Imperial’s contract is by personal canvass ; it is the most effectual way of ad-
vertising so as to secure results — by that I mean applications. T. B.

How the Imperial s Death Claims are Paid.

Kingston, November 4th, 1903.

J. B. COOKE, Esq, District Manager,

The Imperial Life Assurance Company of Canada,

Kingston, Ont.

Dear Sir,— I thank you for your Company’s $1,000 cheque in payment
of the policy on the life of my late husband, and beg to express my apprecia-
tion of the facilities afforded me by the Company for the completion of the
papers necessary to prove my claim, and for the fact that their cheque was
issued to me the same day as the completed papers were received by them.

Yours sincerely,

Alice Wilson.

Notes on the New Application Form.

Age next birthday. Enquiry has been made as to the reason why the
question — “ Age next birthday ? ” is not contained in the new application
blank. The reason is that in the old application form a great many discre-
pancies occured between the date of birth and the age next birthday, and;

2

SUPPLEMENT

\fAPERL44

®®M®® W/n.

x AGENTS NEWS ^

Vcl. 4— No. 43. Published by The Imperial Life Assurance Co. of Can. (16— n — 03)

November Honor Roll.

An effort has been inaugurated to make the November Honor Roll his-
toric in the annals of “ Imperialism,” both in regard to the number of names
that are to appear on it and also the amount to be credited to each name.
The Officer who has started the ball rolling gives warning that he will be
much disappointed if the following names, among others, do not adorn it :

J. F Anderson

W. A. Gibson

A. C. Pye

H. B, Andrews

T. M. Grover

C. W. R. Pearson

W. C. Armstrong

J. C. Gass

A. N. Reid

J. P. Beaudoin

H. L. Grant

Rev. A. W. Ross

N. D. Bell

J. Holland

J. A. Robinson

A. A. Bartlett

Geo. R. Hamilton

H. A. Raney

W. H. Bessey

R. Hall

C. F. Stewart

F. C. Bogart

C. L. Hanington

W. H. Seymour

R. E. Boisseau

W. E. Kerr

S. P. Saunders

D. H. Booth

J. A. Labelle

R. Stevenson

H. Brown

Lane & Cavers

H. F. Staples

J. Cawley

Dr. D. Lowrey

T. M. Scott

A. C. Champagne

J. H. Macabe

J. W. W. Stewart

E. W. Chandler

J. E. McCuaig

J. Speers

J. B. Cooke

W. D. McVey

A. McN. Shaw

A. M. Crofton

C. F. McTavish

W. Simper

R. W. Day

W. D. Mills

F, B. Springer

A. Duncan

J. F. Morris

D. N. Sinclair

A. H. Fair

W. A. McCallum

B. P. Sweeney

T. S. Farnham

F. A. Moore

S. R. Stewart

H. V. Fieldhouse

G. A. Macpherson

H. C. Thomas

L. P. Flagler

H. McSween

W. R. Theal

H. E. Fraser

E. S. Miller

F. A. Verge

H. R. Gray

J, Mair

J. S. Wallace

G. H. D. Gibson
R. R. Garvin

J. J. O’Neill

A. S. Wickware.

The suggestion is a worthy one and we feel sure will be taken hold of.

it was to avoid these discrepancies that the question, “ Age next birthday ? ”
was omitted in the new form. All premiums for assurance are calculated as
at age next birthday. In this connection attention is specially called to para-
graph 5, page 2 of the Manual of “Rules and Instructions to Agents.”

Insurable interest. Attention has been directed to the purport of ques-
tion 4 (d) page I in the new application form. It will not be necessary to
answer this question where the beneficiary is the wife, children, or mother of
the applicant. In every other Case it should be answered. An important re-
ference to the subject of insurable interest is contained in paragraph 74, page
23 of the “Rules and Instructions to Agents.” Every agent should read
this paragraph.

Honor Roll for October, 1903.

of those representatives
The following rules are

No of
times on

The Honor Roll records the monthly new business
who secure acceptable applications for $5,000 and over,
observed

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

J. C. Gass, Shubenacadie, N.S

A. C. Champagne, Montreal, Que

J. H. Macabe, Toronto, Ont

J. P. Beaudoin, Montreal, Que

Dr. D. Lowrey, Toronto, Ont

A. S. Wickware, Ottawa, Ont

R. W. Day, Edmonton, Alta

W. A. Gibson, Fredericton, N.B

J. B. Cooke, Kingston, Ont

H. B. Andrews, Toronto, Ont

H. L. Grant, Woodstock, N.B.

Messrs. Lane & Cavers, St. Catharines..

J. Cawley, Brockville, Ont

Rev. A. W. Ross, Portage La Prairie, Man.

R. R. Garvin, Smith’s Falls, Ont. . .

W. R. Theal, St. John, N.B

W. D. McVey, Toronto, Ont

W. H. Bessey, Toronto, Ont

1 — Head Office Agency.

2 — Montreal, Que.

3— St. John, N.B.

4 — Ottawa, Ont.

5 — Vancouver, B.C.

6 — Halifax, N.S.

7 — London, Ont.

8 — Winnipeg, Man.
Kingston, Ont.

10 — St. Catharines, Ont.

Applications. Rank.

Premiums.

Rank.

Honor Roll

13,000

1

559 55

2

6

12.000

2

841.40

I

3

10,500

3

350.00

5

7

I OOOO

4

437-35

3

8

10,000

4

400.50

4

6

10,000

4

200.25

14

3

9000

7

312.40

7

4

7,500

8

268.80

9

6

7,500

8

24235

11

4

7,500

8

179.70

16

5

7 000

1 1

263.20

10

4

. 6,500

12

27005

8

i

6,000

13

330.00

6

7

. 6,000

13

180.35

15

9

6,000

13

158.75

18

2

5,500

16

205.60

13

1

5,250

1 7

161.80

17

5

5,000

18

212.10

12

2

\ 1903.
11 —

13 —

14 — 1

Brockville, Ont.
Regina, N.W.T.
Hamilton, Ont.
Charlottetown, P. E.

I.

1 5— Newfoundland.

1 6 — Brantford, Ont.
West Indies.

18 — Brighton, Ont.
Durham, Ont.
Port Elgin, Ont.

3

Opinions of “ Producers,” regarding the
“New Policy Contract ”

Probably the final judgment on the New Policy Contract rests with the
men who sell it. That the judgment has been favorable is evident from the
following :

Mr. E. S. Miller, Provincial Manager, Montreal, Que. “ I am de-
lighted with the new policy and the new circular accompanying it. These,
like everything else issued by the Imperial, are up-to-date, and cannot help
but be of great assistance to the agents The brevity of the first page of the
policy is a striking feature, and the extended insurance clause puts the agent
in a position where he can meet competition from whatever source it may
come. Imperial agents, however, have never had much to fear from the com-
petition of other companies.”

Mr. J. S. Wallace, Provincial Manager, Winnipeg, Man. “ I consider
it to be an excellent contract, being simple and free from technical terms and
it will be a good policy to sell.”

Mr. T. M. Grover, Territorial Manager, Regina, N.W.T. “ The con-
tract is so clear that it will be an extremely valuable canvassing document.”

Mr. J. Cawley, District Manager, Brockville, Ont. “ I must say that
it is truly an ideal policy, the wording is so clear and concise and free from
all technicalities.”

Mr. Geo. R. Hamilton, Manager, Western Ontario, London, Ont. “ I
like the features of the new policy very much and also the new applica-
tion forms. I think there are some questions on the application forms which
are very pertinent and will be beneficial to the Company.”

NOTES.

Mr. J. C. Cass, of Shubenacadie, N.S., has our heartiest congratulations upon
his October success. Mr. Gass has secured a place on the Honor Roll every
month since he joined the Imperial staff, and the fact that he has at last se-
cured the premier position is a proof of his persevering qualities.

Mr. A. C. Champagne, of Montreal, Que., is noted for the high average pre-
mium which his business carries, but we think he has eclipsed all previous
records this month. An average of $70 per thousand is certainly “ Imperial ”
business.

Head Office Agency secured five places on the Honor Roll. St. John comes
next with three.

The October business showed an increase over October, 1902, but it was not
very large. We want November’s increase to be large.

Mr. R. R. Garvin, of Smith’s Falls, is putting in good work. A higher place
on the Honor Roll is due him.

Mr. R. W. Day, of Edmonton, Alta., writes : — “ I am greatly pleased with our
new policy, and am better pleased to be able to inform you that it had not
been in my possession twenty minutes before I had closed an application.”
So far as we can ascertain this is the record. We noticed in a batch of busi-
ness received from Mr. Day last week that he secured seven applications be-
tween October 27th and October 31st. Well done, Mr. Day. This is cer-
tainly a practical demonstration of what hard work will accomplish.

4

<

\^PERM4

AGENTS NEWS

Vcl. 4— No. 44. Published by The Imperial Life Assurance Co. of Can. (23—11—03)

The New Policy Contract.

Get out and sell the new policy ! Advertise the fact that you have the
best policy in the market to-day, and you will find lots of buyers. The
public want the best they can get for their money. Your work is to convince
them that you have the best in life assurance, and that will not be hard.
Enter into every competition with the confidence of success born of the
knowledge that you cannot be defeated. Your position is impregnable if you
use it properly, but even the best goods cannot be sold, if the public do not
know you have them, and if you do not intelligently indicate their merits.
We have done everything we can think of to help you make the November
and December campaign a success. It’s now up to you.

The November Business.

The business manages to keep ahead of last November, but not enough
to bring the $500,000 in sight. We should be issuing nearly twice as many
policies as we are. What is the cause of this deficiency ? But, whatever the
cause, it must be remedied. We count upon every staunch Imperialite to do
his share towards making the last week of November a splendid success.

The November Honor Roll.

There is no royal road to success. No Imperialite ever secured a place
on the Honor Roll without working hard for it. On the other hand, no Im-
perialite who puts in a month’s hard, conscientious work will fail to secure a
place. Last November the Honor Roll contained twenty-seven names.
This month it must be larger. The list we published last week contained
seventy-six names. Will any be left at the post ?

1

Another Claim Paid Within 24 Hours.

George R. Hamilton, Esq., District Manager,

The Imperial Life Assurance Company,

London, Ontario.

Dear Sir : — I beg to thank you for the prompt payment of the claim
under your policy No. 3180 on the life of my late son, Percy, who was drown-
ed in Lake Rosseau, Muskoka, the cheque having been issued by the Com-
pany the same day as the forms notifying them of the proper claimant had
been received. Yours very truly,

J. Hespeler.

The Automatic Non-Forfeiture Provision.

Perhaps some representatives have not noticed the increased liberality
of the Automatic Non-Forfeiture Provision, contained in the new policy, as
compared with that in the old contract If not, they have overlooked a very
important point.

Under this provision in the old contract, the policy was kept in force so
long as the balance to the credit of the policy was sufficient to pay the
premium that was due, but if it was under that amount, the policy lapsed.
The provision in the new contract provides that the policy will be kept in force
so long as there is an amount standing at the credit of the policy, no matter
how small. If the amount is less than the premium due, the policy will be
kept in force for such fraction of the premium term as the amount bears to
the premium.

This is a point which should not be overlooked. The policy of no other
company in Canada contains such a liberal automatic non- forteiture provision
as this, consequently it can alwaj s be brought up in competition. It is one
of the many points in which the new policy contract is without a peer in
Canadian life assurance.

The Advertising Card.

Mr. T. M. Grover, Regina, N.W.T., writes about the advertising card : —
“ It is the best worded and strongest advertisement the Imperial Life has
ever issued to my knowledge. It has so impressed me that I am getting six
printed, with my name and address on the bottom, to hang up in the
hotels, etc.”

We still have a few on hand, and as long as they last, our representa-
tives are welcome to them. Write for them.

Mr J. F. Anderson, Local Agent at Norwood, Ont., is pleased
with the new policy, we are sure. We had not heard from him for some
months previously but within two weeks after receiving the new policy con-
tract he closed three applications. Weil done, Mr. Anderson. This is a
splendid example for our other local representatives.

What About Your Prospect Book ? Now is the time that it will
stand you in good stead if you have been using it properly during the year.
Do the sheets for November and December show a full list ? Now is the
time to make that list give applications.

A Story in Four Chapters,

I.

Winnipeg, Man., August 14, 1903.

Harry Day, Esq., Edraus, Man.

Dear Sir, — I beg to notify you that your premium of $31.25, under
policy No. 8078, fell due on the 15th -of July, and the month’s grace will
expire to-morrow. Kindly remit to this office on or before that date, and
oblige. Yours truly,

J. S. Wallace, Prov. Mgr.

II.

Winnipeg, Man., August 18, 1903. •

Harry Day, Esq., Edraus, Man.

Dear Sir, — Re your policy No. 8078 — Premium in connection with this
policy fell due on the 15th of July, and the month’s grace allowed by the
Company expired on the 15th inst. In order that the policy may be put in
force, we enclose you a form which kindly fill out and return to us along
with the premium, viz., $31.25, and we will give the matter our prompt at-
tention. Kindly let us have this form by first mail if possible.

Yours truly, J. S. Wallace, Prov. Mgr.

III.

Winnipeg, Man., Sept. 8, 1903.

Harry Day, Esq., Edraus, Man.

Dear Sir, — The premium on your policy No. 8078 fell due on the 15th
of July, and the month’s grace expired on the 15th of August, but the premium
has not yet been paid by you. Kindly let me know if it is your intention to
re instate this policy, and if so, I will send you out the necessary papers to
enable you to do so.

I might say that if it is not convenient for you to pay the premium just
now, we will accept your note for a couple of months. On account of your
having paid one full year’s premium, it would be a foolish thing for you to
let this policy go by default.

I will be very pleased to hear from you.

Yours tiuly, J. S. Wallace, Prov. Mgr.

IV.

Winnipeg, Man., Nov. 2, 1903.

T. Bradshaw. Esq., Toronto, Ont.

Dear Sir, —

Re Policy No. 8078, Harry Day.

This policy lapsed for non-payment of the July 1903 premium. I would
inform you that this party died a few days ago at the Carberry Hospital. I
might say that we wrote a number of letters to Mr. Day advising him to re-
instate his policy, but the gentleman in question did not do so. He went
to the hospital about three weeks ago, suffering from typhoid fever, and has
since died. Yours truly, J. S. Wallace, Prov. Mgr.

3

More Opinions of “Producers* Regarding the New Policy Contract.

Mr. A. H. Fair, Provincial Manager, Halifax, N.S.

“ I consider it an ideal one in every respect. It is certainly a very clean
sheet.’’

Mr. J. A. Robinson, Manager for Newfoundland, St. Johns, NTd.

“The new policy form may well be called “Ideal.” We may with
justifiable pride refer to it as the most modern contract yet devised.”

Mr. A. N. Reid, District Manager, Belleville, Ont.

“ The extended insurance feature added in the new policy makes it to my
mind the most liberal contract ever offered by any insurance company.”

Mr. J. W. W. Stewart, Provincial Manager, Vancouver, B.C.

“ Permit me to express my personal appreciation of the new policy
which you have placed in our hands. The addition of the Automatic feature,
Continuous Instalment, and Extended Term Insurance makes it possible
for us to compete with anything in the market. I feel confident that this will
very materially strengthen our hands in the West as I am sure will be the
case at every other Agency.”

Success.

“ The secret of success is constancy of purpose.”

“ The price of success is eternal activity.”

“ The road to success is honest work.”

Messrs. Gass of Shubenacadie and Day of Edmonton seem to
be the leaders thus far, and are having a close race for first place on the
Honor Roll. The race is not won until the last day.

Watch the Cash Premium Income.

We count upon our representatives using their best endeavors to secure
the payment of premiums in cash before the end of the year wherever it is at
all possible, so that the Company’s Cash Premium Income in the Annual
Report may show up well. This is a matter in which the agent is all-power-
ful, and if he does not secure a satisfactory result at his agency, it will have
its effect upon the grand total. Kindly keep this point in view during the
next five weeks.

Field Notes and Pointers for Beginners— Continued.

Stick to Your Text.

Do not take issue on every little objection raised. If you do, you fur-
nish material for argument, and get further away from the subject. Overlook
them, stick to your text, and you will soon have your man so interested that
he will forget his objections and sign an application.

Post yourse.f as you proceed. Commence by trying to close up business
the first day. If you wait until you are thoroughly posted, you will never
commence.

Your Capital.

Your time is your capital ; consequently ascertain that a man is finan-
cially and physically eligible before interviewing him. You can ascertain his
financial condition through local banks or business men ; you can ascertain
his physical condition from examiner, family physician, or the applicant.
Time is lost when spent on men who are not eligible.

4

<

AGENTS NEWS

Vcl. 4— No. 45. Published by The Imperial Life Assurance Go. of Gan. (30 — n— 03)

Toronto, November 30th, 1903.

Imperial Life Representatives,

Gentlemen : — December is again upon us, and the importance of its
advent from an Imperial standpoint, cannot be overestimated. We are on
the eve of a remarkable epoch in Imperial Life affairs.

In reviewing the past eleven month’s work I cannot but be impressed by
the steady and wonderful progress which we have made. I cannot give you
details at this moment, but in the most interesting branch of the work from
your point of view — the new business — 1903's record thus far is ahead of that
for the same period of any previous year in the Company's history.

Old Imperialites, particularly, will appreciate this most gratifying state-
ment at its full worth, as they are experienced in our previous records, and
those who have not been through the past strenuous campaigns have prob-
ably heard of the stirring times in the “ good old days of old.”

But what we are vitally concerned in at the present time, is the Decem-
ber campaign We are now launching into the last month ot 1903 — and it is
our aim to cap the year’s splendid operations with a still more splendid crown.
Am I not right in this ? It is the aim of every staunch Imperialite to say of
the December business : “We have made a vaster record than has been.”

This will be a big undertaking. Last December yielded $633,000 of
accepted business— with one exception the largest single month’s business in
the Company’s history. But that will not discourage true Imperialites. Past
successes are the surest stepping stones to future triumphs, and I feel sure
that December has a splendid victory in store for us if we determine to make
that victory ours.

Let us, each one, start out on Tuesday morning, December 1st, enthusi-
astic in our aim, and determined to make December 1903 a record breaker
and I feel absolutely certain that the desired end will be more than accom-
plished.

Yours very truly,

1

Secretary.

Promptness Always.

The Imperial Life Assurance Company of Canada,

Toronto, Canada.

Gentlemen : I beg to acknowledge with thanks the receipt of your

cheque for $100000, in full settlement of claim arising in connection with
your policy No. 3191 on the life of my late son, William Douglas Muir. I
feel that I owe it to you to express my appreciation of the promptness with
which this claim was paid. On August 17th I handed in proofs of claim at
your office, and on the following day your cheque was delivered to me. For
their courtesy and prompt and business-like methods I can heartily recom-
mend the “ Imperial” to the insuring public.

Yours very truly,

James R. Muir.

This policy was taken out in December 1899, and called for an annual
premium of $26 35. If Mr. Muir had deposited the premiums paid, in a
savings bank, his estate would have received $113.60; by depositing them
with the Imperial, his estate has received $i;ooo.oo — a difference of $886.40
in favor of the life policy.

Tho Extended Assurance Provision.

The introduction of this provision into the Imperial’s policy contract, is
probably the most radical change that has ever been made in that document
and it undoubtedly will, in future, be one of the strongest competition argu-
ments in favor of the Imperial’s policy.

The explanation contained in the pamphlet of rates is readily under-
stood, but have you really grasped the wonderful liberality of the provision ?
Take for example a 20 year Endowment policy issued at age 25. After pay-
ing premiums for 10 years (total amount paid $485.00) the assured finds that
he is unable to continue the policy but he is very anxious to retain the assur-
ance. By taking advantage of the Extended Assurance Provision his policy
will be kept in force for the balance of the Endowment term, 10 years, with-
out any further payment, and at the end of that time the Company guaran-
tees to pay him $443 in cash — nearly as much as he paid in originally. He
will thus have had 20 years assurance of $1000 at practically no cost what-
ever.

Again, take the case of a person age 25 applying for a 20 payment life
policy, who after paying 10 premiums ($300 in all) finds that he cannot con-
tinue payments but wishes to continue the assurance. By taking advantage
of the Extended Assurance provision, he can have the policy continued with’'
out any further cost, for 22 years and 2 months. He would thus be insured
for $1000 from age 25 until age 57 — 32 years — for a total cost of $300 — an
average of about $p.oo per annum.

As an example take your own age on two or three different systems of
assurance and see how advantageously the provision works out.

An exhaustive study of the pamphlet will repay every agent, as a fa
miliarity with the many canvassing points covered by the Extended Assur-
ance Provision will be of inestimable assistance in canvassing.

2

Prominent Policyholders.

The following list of policies recently granted on the lives of prominent Canadians
will indicate the ever increasing confidence in which the Imperial Life is held by the
insuring public. It is a canvassing argument of no little value and should be a strong
weapon in the December campaign.

Thos. Birkett. Hardware Merchar

Espere K. Malouf Merchant

Leon O. Hooper. . Real Estate Agent.

^Walter A. Black Shipping Clerk . . .

Dr. Albert A. Nicholls. . . Physician

Charles J. Peter Merchant

Harry M. Williams Real Estate Agent.

Joseph G. Rainnie.
John C. O’Mullin . ,
Roch Lanctot

Barrister,
Trader.. .

etc .

John J. McBain ....

James F. Reid

Emanuel R Cox

Samuel A. McMurtry ,

* Louis F. Heyd Barrister

Frederick K. Harris Student

Ernest V. Bodwell, K.C. . Barrister

Harry W. Sutcliffe Gentleman

John H. Jewell Financier. .

Arthur H. Scott Commission Merchant ....

Alex McM. Thurrott .... Merchant

Jas. F. Van Buskirk General Dealer

Edwin Zeva Mgr Medicine Co

Frederick C. Palmer General Merchant . -

Robert T. Johnson Draughtsman and Engineer

Edouard D. Marceau . . . Tea Merchant

Tas. A. Crocket.... Cashier.

Vincent A. Russill Merchant...

Harry W. Brick. . Drug Merchant

George W. Upham Lumber Merchant

Louis N. Fortier Tobacco Merchant.

*Thos. J. Clark Manufacturer

Jas. F. Gillies Lumberman

Kenneth B. Mackenzie. . . Clerk

Jas. E. Durand . Bank Secretary

Joseph Labelle Farmer ..

*Chas. E. Frosst. ..... .Mfr of Pharmac

. Ottawa, Ont

$10,000

. Montreal, Que . . . .

10,000

. Edmonton, Alta . . .

5,000

, Halifax, N.S

25,000

. Edmonton, Alta. . »

5,000

. Vancouver, B.C . . .

5,000

, Edmonton, Alta . . .

5,000

. Quebec, Que

5, ooo

. Montreal, Que

15,000

. Montreal, Que. . . , ,

10,000

. Halifax, N.S

5,000

Halifax, N.S

10,000

. St. Constant, Que. .

5,000

. Ottawa, Ont

10,000

. Levis, Que

5, ooo

, Peterboro, Ont ....

10,000

. St. Louis, U.S.A. . .

5,000

. Hazelton, B.C

5-000

. Montreal, Que ....

10,000

. Vancouver, B.C . . ..

10,000

.Toronto, Ont

5,000

.Toronto, Ont

5,000

.Victoria, B.C

10,000

. Coutlie, B.C

5,000

.Toronto, Ont

10,000

. Montreal, Que ....

5,000

. Newcastle Bridge, N.B 5,000

. Fredericton, N.B. . .

5,000

Shelton, Conn, U.S.A

. 5,000

. Dorchester, N.B . . .

5,000

, New York, N.Y. . . ,

8,000

. Montreal, Que ....

10,000

. Fredericton, N.B . .

5, ooo

.Toronto, Ont

5, ooo

.Toronto, Ont

10,000

. Woodstock, N.B. . .

6,000

. Montreal, Que

5,000

Toronto, Ont

20,000

.Ottawa, Ont

5, ooo

.New Liskard, Ont.

10,000

Sarnia, Ont

10,000

, Ottawa, Ont

5.000

Vancouver, B C . . .

10,000

Ste. Therese, Que .

5,000

Montreal, Que,...

10,000

Additional Assurance.

3

The New Policy.

Mr. J. W. W. Stewart, Provincial Manager, Vancouver, B. C. says :

With the excellent policy which is now taking the place of the old one
we need not fear any competition. I have compared this policy with the
latest issued by any other Company, and so far, we take the lead. We must,,
however, expect other companies to follow very closely, hence the importance
of rounding up any one we meet. This new policy gives us an excellent
opportunity to interview afresh, and with increased powers, those with whom
we have previously been unsuccessful.

Field Notes and Pointers for Beginners— Continued.

2.— Meeting Objections.

“ In sixty days come around and I’ll give you my application.”

“ Why will you insure in sixty days from now ? Isn’t it because you
want to create a cash fund for the protection of your family, in event of your
death, and because you think it is a good thing ? Well, if it is a good thing
in sixty days, how about right now ? Look into the future and ask yourself if
you will be alive sixty days from now, or in a position to get insurance. My
dear sir, if your family needs protection sixty days from to-day, they certainly
need it right now, and you can’t afford to make them take chances. Better
fix it up at once — make uncertainties certain, by signing an application, pay-
ing the premium, and being examined immediately.

A Cry of Victory.

Take up the work, brother, knowing that nine out of every ten people
to whom you endeavor to sell a policy will offer you some excuse. “ Don’t
believe in life insurance,” “ Got all the insurance I want,” “ Can beat the
results,” “ Wife objects to it,” “Contrary to the teachings of the Scripture,”
“ Let the kids rustle for themselves,” “ Monopoly.” “ Charge too much,” etc.,
are stock excuses that the hustling life insurance man hears repeatedly. Do
they affect him ? Does he say, “All right. Good bye ?” Not if he is a
good life insurance man. He approaches his man knowing that he is going
to offer some excuse, but he goes determined to overcome all excuses and
turn them into a cry of victory.

Argument Book.

The most successful solicitors are those who carry what is termed an
argument book,” in which they make note of every objection raised, and,
at their leisure, prepare an argument to offset it. They go over, revise and
add to them as their experience and judgment dictate.

“ Morally Wrong ”

If it is morally wrong to carry life insurance for the protection and benefit
of loved ones after your death, how about providing buildings, clothing, etc.,
while you live, to protect them from the inclemencies of the weather ? How
about saving money and leaving it to them when you die ?

The December campaign must be the crowning success of the year’s
work. See that you do your share.

4

\NVPERI44 .

x AGENTS NEWS ^

Vcl. 4 — No. 46. Published by The Imperial Life Assurance Co. of Can. (7 — 12—03)

THE GREAT CAMPAIGN.

To make the December campaign a crowning victory, it
must be a united campaign, that is to say, every Imperial
representative must take some active part therein. It must be
spontaneous throughout Canada — every city, town and village
in which the Company is represented must yield its quota.

We look upon the Local Agent as the great and irresisti-
ble force in this Campaign. He is the man who must come to
the front and make December’s victory certain. Without his
enthusiastic response, the task will be too great — but — if every
Local Agent will rise to . the occasion and send in some contribu-
tion to the December business it will be a sweeping victory.

T. B.

The Instalment Provision.

The Instalment Provision in the Imperial’s new policy is another strik-
ing feature of that document which makes it “par excellence” from the
standpoint of the assured. That its terms are the most liberal and extensive
inserted in any policy contract issued in Canada to-day, will be readily ga-
thered from a perusal of the provision itself, which is briefly summed up as
follows : —

When the policy matures, the sum assured may be received

[а] In any number from five to thirty equal annual instalments, or

[б] In the form of a guaranteed annuity for 20 years and to con-

tinue thereafter during the remainder of the life of the
beneficiary.

The amounts of the instalments and of the annuity are definitely
set forth and guaranteed in the policy.

Unquestionably this provision is a splendid argument in favor of life as-
surance generally, and especially in favor of the Imperial policy. By it a
man can definitely guarantee that the beneficiary will receive a stated annual
income either during entire lifetime or for a certain number of years. It often
happens that a large amount of life assurance left to a widow or young child-
ren is wasted through the inexperience of the legatees, or the injudicious or
improper acts of executors, and all the forethought of the protector is brought
to naught. This can be definitely provided against under the Imperial policy.
The Company invests the money and pays the income at stated intervals.
The capital is thus absolutely safe and the beneficiary can rely upon receiv-
ing the income with absolute regularity.

A case has recently come to our notice in which a man died leaving
$25,000 in life assurance to his widow. She immediately became “rich.’
rented a large house in a prominent locality and lavishly furnished it. She
had not the faintest idea as to the value of money and within a year the en-
tire amount had been wasted, through her inexperience. What an argument
in favor of instalment assurance. Had it been an Imperial policy, the as-
sured could have provided that his wife, if say, age 44, would receive an ann-
uity of $[,245 00 per annum for 20 years certain, and thereafter, as long as
she survived — an ample sum to give her all the necessities and a number of
the luxuries of life.

The Instalment Privilege under Endowment Policies. Under the Imper-
ial Endowment Policy the benefits of the Instalment Provision may be re-
ceived by the assured if he survives the Endowment Period, and the policy
tells just what will be received either in a life annuity, or an annuity for a
certain number of years. For example, if the assured desires to take his
$10,000 endowment in 20 annual instalments he would receive $65200 ann-
ually for 20 years. If he decided to take advantage of the Continuous In-
stalment Privilege and he were, say, 50 years of age when the Endowment
matured, he would receive an instalment of $527.50 for 20 years certain, and
thereafter as long as he survived. Is not this a good talking feature ?

Do not lose sight of the Instalment Provision in canvassing. It may
often be the deciding argument in closing a hesitating prospect. Bring it
into full play in December and make it yield results.

Fac-Simile of the Incomparable Policy .

We have forwarded you a sample facsimile of the 20 Payment Life,
Guaranteed Security Policy. This will undoubtedly be of substantial assist-
ance to you in your December canvass — as the contract has been generally
admitted as being incomparable. A supply will be gladly forwarded upon
application to your District Agent, or to the Head Office.

It is a reproduction by photographic process of the Imperial’s contract,
and in handing it to a prospective applicant you can tell him that it is an
exact copy of what he will receive. Be sure to sufficiently emphasize
this point .

This document is not for general distribution, but more for your per-
sonal use. If you leave it with a prospect , it gives you a good ex use to
call upon him again for its return , consequently it will be to your advantage
to keep track of every copy which you leave behind.

Honor Roll for November, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

No of
times on

J. S. Wallace, Winnipeg, Man

Applications.

15 OOO

Rank.

I

Premiums.

579 70

Rank.

I

Honor Roll
8

J. C. Gass, Shubenacadie, N S

15,000

1

477-40

3

7

J. W. W. Stewart, Vancouver, B.C

13 OOO

3

309.90

11

7

E. S. Miller, Montreal, Que

12 OOO

4

460 70

4

5

Rev. A. W. Ross, Portage La Prairie, Man.

11,000

5

380.85

8

10

j. A. Labelle, Joliette, Oue

10,000

6

45420

5

5

R. W. Day, Edmonton, Alta

10,000

6

418.10

6

5

D. Lowrey, Toronto, Ont

9.500

8

408.35

7

7

F. B. Springer, Vancouver, B.C

8,000

9

483.20

2

6

T. M. Grover, Regina, Assa

8,000

9

264.45

14

5

F. A. Verge, Halifax, N.S

7,500

11

290.00

12

4

J. B. Cooke, Kingston, Ont

7,000

12

249.40

15

5

C. F. McTavish, London, Ont

6,500

13

218.25

18

5 '

G. Holland, Vancouver, B.C

6,000

14

330.00

10

1

S. P. Saunders, West Indies

5.5oo

15

233.60

17

7

H. L. Grant, Woodstock, N.B

5>5°o

15

186 30

19

5

W. A. Gibson, Fredericton, N.B. ......

5,500

15

345 75

9

7

A. A. Bartlett, Charlottetown, P.E.I. . .

5,000

18

274.00

13

1

H. C. Thomas, Montreal, Que

5,000

18

235-25

16

1

W. D. McVey, Toronto, Ont.

5,000

18

180.80

20

6

A. McN. Shaw, St. John, N.B.

5,000

18

174.60

21

4

J. F. Anderson, Norwood, Ont. .......

5,000

18

147-95

22

1

Standing of the Agencies for November.

i — Montreal. 7 — Ottawa.

2 — Vancouver. London

3 — Head Office Ag’cy. 9 — Regina.

4 — Winnipeg. 10— Kingston.

5 — Halifax. 11 — West Indies.

6— St. John. 12— Norwood.

14 — St. Catharines,

1 5 — Newfoundland.
Brandon.

17 — Hamilton.

18— Brighton.

Brockville.

Charlottetown.

NOTES.

Messrs. J. S. Wallace and J. C. Cass are tendered our congratulations upon
leading the November Honor Roll. This is the second time in succession
for Mr. Gass and if he can repeat his success in December, he will have ac-
complished a feat unique in Imperial Life annals.

Montreal wins out in the standing of the Agencies by a small margin. It
will be a close race for December.

Winnipeg agency secured a good month’s business. On November 1st
Manager Wallace promised $40,000 and sent in $44,000. An application for
$13,000 was received from him on the evening of the 30th, too late to be in-
cluded in November. Well done, Winnipeg.

Mr. J. F. Anderson, of Norwood, Ont., had a very successful month. His suc-
cess shows what can be accomplished in a small district by steady work.
There is lots of business to be secured by the local man, if he will only get
out after it.

Mr. F. B. Springer, of Vancouver, B.C., has just completed his most successful
month’s work. On the evening of November 30th another $5,000 applica-
tion was received from him which we regret we could not include in Novem-
ber. It would have given him first place in new premiums. Congratula-
tions, Mr. Springer.

Mr. A. A. Bartlett, of Charlottetown, P.F I., makes his first appearance on the
Honor Roll. Welcome, Mr. Bartlett — may you never be a stranger.

Mr. Robert Hall, of Brandon, Man., is another Imperialite who sent in an ap-
plication on the 30th ult., too late to be included. It would have given him
a place on the Honor Roll.

Mr. G Holland, of Vancouver, B.G., joined the Imperial staff on November
4th, and promptly secures a place on the Honor Roll. The leaders will have
to watch themselves.

Only 22 of the 76 responded to our request regarding the November Honor
Roll, less than 30 per cent. What about December ? Last December
brought forward 36 stalwarts. Can’t we beat that ?

Have You, Mr. Imperialite, District, Special or Local, compared the standing
of your agency in November with its standing in October, and if so, what
does it show ? Are you satisfied with your position? If so be sure you
maintain it — if not, get right down to work and assist to secure a better
position in December.

Mr. C. L. Hanington, of Dorchester, N.B., assisted in securing $9,000 of Imper-
ial business in November, calling for an average premium of $68.80 per
$i,ooo. We regret that this did not entitle him to a place on the Honor Roll.

. \NVPER IAI t

AGENTS NEWS ^

Vcl. 4 — No. 47. Published by The Imperial Life Assurance Co. of Can. (14 — 12 — 03)

PERSONAL CANVASS.

1 wish to ask you a question Mr. Imperialite. How long
is it since we received an application frofn you ?

Pretty long in some cases. I have just been looking over
a complete list of our representatives and regret to have to say
that I had forgotten some of the names entirely. I haven’t
seen their names on an application form for weeks — yes,
months in some cases.

Now we are, to-day, right in the midst of the greatest
campaign of the year. Life assurance is easier to write and
more life assurance is written in December than in any other
month. Why shouldn’t you secure your share ?

It just means an enthusiastic “ personal canvass” on your
part to close some good applications during the next two
weeks. The business is all around you waiting to be written —
it is being written by other agents — but you should and can
get a good share of it by taking a little trouble.

A “ personal canvass” of your immediate neighborhood
will surprise you in the number of good applications it will
develop. Try it during the next two weeks, and send us
the results. T. B.

Imperial Promptness and Courtesy.

Halipwx, N. S., Oct. 1 6th, 1903.

A. H. Fair, Esq.,

Provincial Manager,

The Imperial Life Assurance Co.,

Halifax, N. S.

Dear Sir, — We are instructed by Mrs. Hart to say, in returning the
receipt to you that she wishes to express her appreciation of the promptness
with which you have settled the policy for $10,000, upon the life of her late
husband.

The promptness with which your Toronto office examines claims is
highly commendable, and we wish ourselves to express our appreciation of
your courtesy in assisting to perfect the proofs.

We are,

Yours truly,

Drysdale & McInnes.

This policy was taken out in January 1900 on the 15 payment life plan
and called for an annual premium of $438. The total premiums paid in,
compounded at bank interest amounted to $1,875. Thus the excess received
over and above the premiums paid with interest, amounted to $8,125. Truly
life assurance was a valuable investment for Mr. Hart’s estate.

Surplus Distribution to Policyholders.

It is with much satisfaction that the Directors of the Imperial Life
announce that they have been able at this early period in its history to de-
clare profits to its policyholders. Policies were first issued by the Imperial
towards the close of 1897, and the first five years of these policies and of
those issued during the whole year of 1898 were completed towards the close
of 1902 and during the present year.

The dividends which have been declared will compare most favorably
with the first dividends declared by any other Canadian Life Office. Of all
the life companies which have commenced business during the past ten years,
the Imperial is the only one which has declared profits to policyholders.
This in itself is a convincing argument of the soundness and wisdom of its
management.

The system adopted by the Imperial in the allocation of surplus has re-
ceived the highest actuarial approval in Great Britain, Australia, etc., and is,
in the opinion of some of the most reputable actuaries, the most equitable
that has yet been devised. Each policy is credited with the excess interest
on its reserve over and above the interest rate at which the reserve is

calculated ; and the balance of the surplus is distributed in proportion to the \
loading. It is assumed that no policy earns surplus in its first three years —
a condition which approximates to the actual facts in consequence of the
cost associated with the procurement of new business. As the reserve in the
early years of a policy is comparatively small, and as it is assumed in the
first quinquennial history of a policy that profits are only earned for the last
two years, the profits for the first five years of a policy will be comparatively
light. As the reserve, however, increases, and as during the next quinquen-
nial period the policy will be earning surplus for each one of the five years
therein, it is expected that the profits at the end of each succeeding quin-
quennial period will be substantially increased. This is as it should be.

Recent Death Claims — A Striking Illustration of the Advantages of Life

The following is a list of the death claims recently paid by The Imperial : —

Jl*

s >

■Q o

St- a
.2 2~
g gjo

S S 5
£ 3m

TO

I

On

I

00

1

TO

1

TO"

I

0

1

0

O

CO

TO"

1

1

I

0

1

7

TO

00

|

O

1

TO"

1

1

CO

1

in

1

O

CO

1

TO"

i

TO

1

TO

1

m

x/i

1

TO"

1

CO

}

in

CO

m

O

O

O

O

m

O

O

O

O

0

m

in

O

0

in

O

in

O

5

TO

TO

O

TO

On

q

VO

0

TO

CO

CO

q

TO

P

p

!>.

CO

in

ON

P

6

TO-

p

TO"

O

CO

VO

VO

in

VO

TO

n

OO

On 00

TO

On

CO

M

M

0

!>.

TO

TO

ON

7f

3nCO

00

r-

TO"

On 00

CO

0s

00

VO

On

m

►—

00

CO

V=t-

O

O

O

m

0

O

O

0

0

«n

in

O

O

in

0

rj-

O

O

00

CO

ONi

00

ON

0

ON

CO

On 00

TO

vo

q

Os

TO

TO

TO"

d

00

CON

vd

06

in

ON

CO

CO

CO

in

CO

r^«

to

30

00

O

TO

0

vo

00

00

ON 00
CO M

TO

m

On 00^

§3

O rf

S

OOTO"OmOOO
OOCOOvOOOO
o O On O on O lO o

o o

o o

o o

m

OOr^OOO
O O VO o o o

O o O'! m m o

^ M TO TO o'

_ • to ^ c
• H •— * fc to

c

_G

g O 5!

,«r& " o >

. j> o .p- to - ps H < p e >>

5 8 gla 1.2 g § j» ~ 8

-STO^poiscOfU' — > G O rp o cs c

c *5'

OS

m

VO

O'

ON

NO

VO

o

tlfl

<

>>,73 v

o c

<u ^

•5 .S

<73 TO c

e-° 8

to to n

bo'
p 73

m

VO .G
ON £

VO ^

O cs U
o

52 a

<*-■ 4-B

.CO

O CU rg

C.5:?

p <u w

g s £

S ^ t3

TO c
<L> <0
m a> o
« .o x:

53 o *

.S TO CO

5?s

~ o «

'S^o

£ TO B

73 ■£ to

(U 73

c o

o o

S ^

TO g

OJ •

o O •=

l^g

o ^
a * 73
2 G TO

G3 ! x:

0.^0-

2 TO

s xs

§*
slr°

£ 3 o
0.8 fl

< 1:3 <y
£ OJ-Q
C X! _

2 O *

HCfl

n i

S3 a
TO TO

u

a

TO

o

„ <o
§•5
» <■> 2
S3 3 „

CX!-^

o

XL XL

■Is

•ss

73

c

to ii

2 u

TO X3
a> *->

c J

>» TO 1—1

ll,Q S3

TO -B CO J_ .P

-*-* rr>

5 c

^ c u ^

3-^33 S

o X n

“1°

OO 4--'

<u n

o ^ 73

■S 3 s --

E71 ~

g

>%

TO PS

fi

o x:

a> ^

<u

U4

(V C u

o

Lh

g s £

•s |-§

g J

3 >

<D to

xl a

c -f
2^ ^ &
oug 0

, s m

^ T3 -r;

<u

ii 73

o <5

73 w to
• — i— to
^ 4J TO

a

j-> 3 w <u CO

TO X!
di >

q :

o
. C3
co TO
^ H
TO P

o

3 G

o G

o a

Cu TO

o <u

G JG

o *-

4-» CO

>> 2
o a>

2 >\d)
a.) CG

QJ

>

z %

to co
TO TO
U £

<L>

8 « o

§--S

*-* li- P
t- ° C
M sy G

C 73

o <u

«

<D

o *->

^ § 2

oW

0)

2^

2 o

c JSr* g r|,£ c

TO -

^ m CP

rH _ , HH 4-4

^ <W
G to
* TO -V. TO

np

g co G
gHH -

u <y

G3 -

<u

G _ ^

O XL >-,.-3

A Safe investment.

The enclosed new phamplet “ A Safe Investment” is a revised edition
of the pamphlet “ Investment,” of which you have a supply. The new
pamphlet contains some very excellent arguments in favor of life assur-
ance, and a supply can be secured either by addressing your District Agent
or the Head Office. Will some be of assistance to you in the December
campaign ?

Field Notes and Pointers for Beginners— Continued.

“BLOOD MONEY.”

No ; life insurance money is bread money — money to pay debts and
protect what you may have accumulated ; money to complete the education
of your children. It is not blood money. It is what you would have earned
had you lived.

NOT AN EXPENSE.

Since organization, the regular life companies have returned to policy
holders, or their heirs, and now hold in trust, several million dollars more
than they ever received in premiums. In other words, the interest earnings,
profits on investments, etc., in addition to paying all expenses of manage-
ment, have earned the policyholders a profit on their money.

“ I WILL TAKE CHANCES.”

You can’t take the chances. It is your family that will be the loser
when your income is cut off. The slight inconvenience or trouble to which
you might be put in paying the premium is nothing in comparison to the in-
convenience and loss your family would sustain in event of your death
without insurance. Merchants and bankers prefer to extend credit to a man
who carries a good line of life insurance. If you are a money-maker, you
should be insured.”

“I WANT TO PAY MY DEBTS AND GET A HOME FIRST.”

“ Do you know that you will live to accomplish it ? A policy guaran-
tees to do both, in event of your death. If you live, it may take you longer
to accomplish it ; but the satisfaction of making uncertainties certain, will
more than compensate you for that.”

Your Wife’s Salary

What is your wife’s salary ? Do not think the question absurd ; we
only ask it to emphasize the fact that wives do not get salaries ; they just
work for their board and clothes. They don’t lay up anything for times of
sickness or old age. Their husbands are supposed to do that, seeing all the
earnings of the wives are used in the care and support of the family.

Well, now, it’s a pretty mean man who will let that go on from year to year
and not make any provision for her in case of his sudden taking off, isn’t it ?
To be sure, the law gives the wife a definite portion of her husband’s estate
in case of his death ; but suppose he leaves no estate ? There’s the rub. Busi-
ness risks, bad investments, hard times, luxury — these may leave her nothing.
Life Assurance provides the one definite, sure, and easily obtained provision
for the wife. And she deserves something definite and sure — doesn’t she?
Got it?

\NVPERU4 ,

v AGENTS NEWS ^

Vcl. 4 — No. 48. Published by The Imperial Life Assurance Go. of Can. (21 — 12—03)

5% Investment Bond.

We are pleased to give in this issue a copy of a Bond just issued to the Honorable Cecil
Edwardes, of Vancouver, the application for which was secured by Mr. F. B. Springer.

As an investment, this Bond is unexcelled. When the Hon. Mr Edwardes reaches the age of
42, he is entitled to receive :

1 — A $10,000 Bond, payable in gold in 20 years, and bearing interest at 5% per year, and

2 — The Accumulated Surplus, payable in one sum, estimated at $3,120.

Mr. Edwardes will thus draw an annuity of $500 per annum until age 62, when the $r 0,000 Bond
matures and is payable in gold. Should Mr. Edwardes die before reaching age 42, all premiums cease
and there immediately becomes payable to his wife or estate, an annual income of $500 for 20 years,
and at the end of 20 years from his death, the Band of $10,000 also becomes payable in gold.

An examination of the many valuable features of this Bond will prove interesting.

Amount of Bond, $10,000.00. Age 27. Secured by Annual Deposit of $828.50 for 15 years.
Accumulative Surplus Period, 15 years.

Amounts payable and Guaranteed in the event of the purchaser’s death prior to

the expiration of 15 years.

$500.00, being 5% interest on the face value of the Bond of $10,000,

continuing for 20 years. Total. . ... $io,oco

GUARANTEED. And in addition the face value of the Bond one year after the receipt of

the last instalment of interest .... $io,oco

Total amount payable and guaranteed $20,000

Options available at end of Accumulative Surplus Period, being 15 years from the

date of the original contract, if purchaser be then alive.

(1) $500.00, or 5% interest on the face value of the Bond of $10,000,

continuing for 20 years. Total $10,000

GUARANTEED. And in addition the face value of the Bond, payable one year after the

receipt of the last instalment of interest $10,000

Accumulated Surplus, Estimated $ 3,120

Total $23,120

Or (2) TOTAL CASH VALUE, applicable on surrender of contract :

COMPOSED ( (a) Reserve, Guaranteed $12,380

of ( \b) Accumulated Surplus, Estimated $ 3,120

“ Total Cash Value,” payable in one sum $15,500

Or (3) PAID-UP LIFE ASSURANCE (payable in one sum), applicable on

surrender of contract, and being the equivalent of the “ Total Cash
Value” (subject to satisfactory evidence of good health, and par-
tially estimated) $3* ,350

Or (4) LIFE ANNUITY, applicable on surrender of contract, and being the

equivalent of the “ Total Cash Value ” (partially estimated) ...... $ 970

The following table gives the different values of the Bond should it be terminated during its first 15 year*.

AFTER POLICY
HAS BEEN IN

CASH

SURREN-

PAID-
UP I

EXTENDED TERM
ASSURANCE AND PURE
ENDOWMENT

_____

AFTER POLICY
HAS BEEN IN

!

CASH

SURREN-

PAID-

UP

EXTENDED TERM
ASSURANCE AND PURE
ENDOWMENT

FORCE AND
PREMIUMS
PAID FOR

DER

VALUE

POLICY

PERIOD OF
TERM

ASSURANCE

l a'mt. of

j PURE

' e.vd’t.

FORCE AND
PREMIUMS
PAID FOR

DER

VALUE

POLICY

PERIOD OF
TERM

ASSURANCE

I am’t of

PURE

I bnd't.

3 full years

1250

2480

Years

12

310

9 full years

6170

7430

Years

6

6990

4 .< <<

1*20

3300

11

1250

10 “

7380

8250

5

7860

5 “ “

2660

4130

10

2540

11 “

8290

9080

4

S690

6 “ “

3450

4050

’9

3660

12 “ “

9250

9900

3

9480

7 “ “

4360

5780

8

4870

13 “

10*40

10730

2

10280

8 “ “

; 5370

6600

7

6120

14 “

11290

11550

1

11020

15 “

Accumulative

.Surplus Period Expires.

Note. — “Loan Values” are 94 percent, of the respective “Cash Surrender Values.”

An examination of the excellent investment features of this Bond will immediately suggest to you that there is
someone in your district who should purchase one. I venture to state that at least one of the?e Bonds could be
placed in every Imperialite’s territory if he would tackle the right man. Who is he? That is what you must decide.
And then pitch in and place the Bond this month.

%,ht Imperial fCtfe Jlssmmncc Company of Canada

HEREBY ASSURES THE LIFE OF

HUMBER

11535

HONORABLE CECIL EDWARDES,

of Vancouver , British Columbia , hereinafter called the
“assured/' and if the assured dies before the first day of
December , igiS , while this policy is in force, agrees to issue
a Bond for Ten Thousand Dollars , upon the receipt and

$10,000

5% BOMB

approval of proofs of the death and age of the assured, the
Bond to mature at the expiration of twenty years from its
date of issue and to bear interest at the rate of five per cent.,

AGE

27

payable annually in advance until it matures, the Bond and
the twenty annual instalments of interest to be payable to
the wife of the assured , Marie Louise Lucienne Juliette
Edwardes , if living , otherwise in equal shares to the surviving
children of the said assured.

YEARLY
PREMIUM
$828.50
FOR 15 YEARS

Or the Company agrees to issue a Bond for the above
mentioned amount to the assured, if alive, on the first day of
December , igib, and provided that this policy is then in force
and that proof of the assured’s age shall have been received
and approved by the Company, such Bond to mature at the
expiration of twenty years from its date of issue and to bear
interest at a rate of five per cent, payable annually in advance
until it matures.

15 YEARS
ENDOWMENT

This policy is granted in consideration of the application
herefor, which application is hereby made a part of this con-
tract, and of the yearly premium of Eight Hundred and

SURPLUS

PERIOD

15 YEARS

Twenty -eight 50/ ICO Dollars to be paid in advance and of the
payment of a like sum thereafter on the first day of December
in every year until the premiums for fifteen full years
shall have been paid, or until the prior death of the assured.

The privileges and provisions contained on the second
and third pages hereof are hereby made a part of this policy.

IN WITNESS WHEREOF The Imperial Life Assurance Company
of Canada has caused these presents to be sealed with its corporate seal,
and signed by the proper officers in that behalf at its Head Office^
Toronto, Canada, this twelfth day of December nineteen hundred and three .

Appreciation.

i Davies Ave., Toronto,

Nov. 30th, 1903.

The Imperial Life Assurance Co. of Canada,

Gentlemen, — Having received a cheque from your Company for Twenty
Five Hundred Dollars on the Insurance Policy of my late husband Samuel
S. Smith, I beg to tender my most sincere thanks for your kind and willing
recognition (after having been duly notified) of this claim.

I have frequently heard my husband speak in the highest terms of your
Company, with some of whose members I believe he had a personal acquaint-
ance.

Again thanking you for your very prompt payment of this policy, I
remain-, Very truly yours,

Rose N. Smith.

P. S. — I feel that I owe Mr. McCarthy (your Superintendent) an apology
for not having expressed my thanks more fully when I received the cheque,
but the death of my husband was such a severe shock to me that I fear I
have been somewhat negligent of my duties. I trust that he will kindly
accept this as a plea for my lack of courtesy.

R. N. S.

NOTES.

Mr. F. B. Springer of Vancouver, B. C. is making December count. We have
already referred to a $10,000, 15 year Endowment, 5% Investment Bond,
received the other day. Another $5,000, 15 Year Endowment has also been
received. Congratulations, Mr. Springer.

Mr. J. A. Robinson of St. Jolins, Nfd. is one of our progressive Managers. He
recently issued a special circular letter to women pointing out the advantages
of life assurance, and particularly, of the Imperial’s contract. We hope his
venture proves successful.

Mr. Geo. R. Hamilton of London is running a series of short reading notices
in the daily papers this month. He is on the war path in earnest.

An invariably cheerful manner is the life agent’s great asset. His work
brings him into contact with all sorts and conditions ot people who largely
judge him by the impression he leaves with them. Thousands of people who
never amount to much could do the work of giants if they could only con-
quer their moods. The agent who is master of himself is master of his
business.

Mr. J. F, Anderson of Norwood, Or\t. will be on the Honor Roll this month.
The grass is not growing under his feet.

Cultivate self help. Do not seek nor like to be dependent upon others
for what you can yourself supply.

Mr. J. W. W Stewart, Provincial Manager, Vancouver, B. C. writes as follows : —
Amongst other efforts to close business this month I have sent out a letter to
each of our policyholders who have lapsed, calling attention to the new policy.

I have already had one favorable reply. W. H. Browne of this city has applied
for $1000 extra assurance on the new plan.”

Skill to do comes by doing ; knowledge comes by eyes always open and
working hands ; and there is no knowledge that is not power.

\NVPERUt ,

A AGENTS NEWS ^

Vcl. 4— No. 49. Published by The Imperial Life Assurance Co. of Can. (28—12—03)

The last four days of 1902
yielded $230,000 of accept-
ed business. We want the
same amount during the
next four days. Are Im-
perialites equal to it?

Remember that the business
will be closed promptly on
the 31st inst. Applications
therefore must be forwarded
immediately to count in 1903.

WHICH IS MORE URGENT?

Fire Assurance.

Important? You fully realize it.
You would not allow your house to
remain uninsured over night.

Your house may never burn. Com-
paratively few buildings ever do.

If your house does burn, your
property is destroyed, but you can still
provide for your loved ones. Your in-
come remains unaffected, your earning
capacity unimpaired.

If your house is not insured at all,
or for an insufficient amount,

YOU

Carry the Risk.

Your friend has had his home in-
sured these 30 years, and has had no
fire. He has been fortunate in that,
though he has nothing now to show
for the money paid out.

A Good Idea.

Life Assurance.

Important? Oh yes, you intend to
insure after a while when “a little better
able to do so.”

You will surely die. AH men do.
You are more likely to die within a
week or a year, than your house is to
burn.

Death destroys at once and irrevo-
cably, in whole or in part the income
that provided for the daily wants of
those you love, the income that was
counted on to feed and clothe and
educate your children.

If your life is not insured at all, or
for an insufficient amount,

Your Wife and Babies
Carry the Risk.

Your friend has had his life insured
these 30 years and is now an old man.
He is fortunate in having lived, and he
has something now to show for the
money paid out. The policy’s cash
value affords a comfortable support
for his own declining years.

WHICH IS MORE URGENT?

Mr. J. W. W. Stewart is awakening considerable interest in the new
policy contract amongst his lapsed policyholders. The following follow-up
letter has elicited some response :

“ Dear Sir —

On the 24th nit., I wrote you respecting our new Ideal Policy,
which is receiving such favorable comment in every part of Canada.

I do not wish to worry you on this subject, but it should be of great
importance to you in view of its attractive features. Will you kind-
ly think the matter over and let me know by return mail, one way
or the other, as to replacing the old one with the new, and greatly
oblige.”

Annual Meeting.

The Annual Meeting of the Company will be held at the Head Office
on January 6th, 1904.

Heretofore it has been the practice of the Company to send out the re-
sults of the year’s work on December 31st. This, however, has not been
found entirely satisfactory, and the first notice of the 1903 record will be
given in the News of the 4th prox.

A Wise Provision.

Many a farmer is struggling along with a load of debt on his farm,
but by dint of hard work he is able to make both ends meet

But what would happen in the event of his death ? Would his wife
be able to keep up the struggle for existence and perhaps bring up a
young family ? Would her weak shoulders be able to support the load
that he had found none too light ?

Everything may run smoothly as long as he lives, but — life is
uncertain.

Again, what will happen if he lives ? Is a definite provision being ;
made for the re-payment of the loan, or will it always be a drain upon
his resources ?

A great deal could be said in favor of taking out a life assurance
policy as an ideal method of providing for the repayment of a mortgage
loan, but the following case sets forth the advantages in a nut shell :

(1) — On January 30th, 1900, Mr. D. G. MacIntyre, of Souris, Mani-
toba, mortgaged his farm for $1,000. At the same time he took out a
life policy in The Imperial Life Assurance Company of Canada, for
$1,000, in favor of his wife, to provide for the mortgage on the matur-
ity of the policy, or in the event of his prior death.

(8)— Mr. MacIntyre died on July 17th, 1903 — 3% years after
the above transaction — and under ordinary circumstances his widow
would have inherited a heavily mortgaged farm. But not so in this
case. Through Mr. MacIntyre’s forethought in taking out a life policy,
his widow inherits a property entirely free from debt, the life assurance
offsetting the loan. Wasn’t that a wise provision ? Mr. MacIntyre was
a shrewd business man.

(3) — Every farmer who carries a mortgage endeavors to reduce it
every year, but, usually, his savings are irregular and insignificant in
size. Not so, however, if he carries a life policy. Mr. MacIntyre’s
policy called for an annual premium of $43.30. Had he deposited this
amount with a savings bank each year instead of with The Imperial
Life, his savings would have been worth on the date of his death,
$188.90. As he deposited them with The Imperial Life, they were worth
$1,000 — $8 1 1. 10 more than the bank value.

(4) — Suppose Mr. MacIntyre had lived 20 years. In that time he
would have paid in premiums $866.00. His policy would have matured
and he would receive in cash :

The reserve, guaranteed - - $ 71500

The surplus, estimated - - - $ 337.00

Total - - $1052.00

which would more than cancel the mortgage.

An Imperial Life Policy definitely guarantees to pay off your mort-
gage, no matter whether you live or die. Do you want such a guarantee?

Are you aware of the many
investment and protective ad-
vantages of an Endowment
Policy in the Imperial Life
Assurance Company of Can-
ada? An Imperial Endow-
ment policy will provide for
your dependents in the event
of your death during the
Endowment period ; if you
survive that period, it will
provide for your old age.
Write to A. McN. Shaw,
Provincial Manager, St.
John, N.B., for pamphlet,
“An Imperial Endowment
Policy.’’

3:&i i ■ ' ■ . . ■ . : o . h m ' i&ms

_ &3j 7__. '_..

araEte a^nsqrnc- > si ;

Slit 1 [1

* rj! h

IS v,%- SI m ^ ■ *

& .«* ag&& aM
f jk&& 3&<sc* s

AGENTS NEWS

__ a : ■ .v- I t S :

Vol. 5— No. i. Published by The Imperial Life Assurance Company of Canada (4—1—04)

iJKUQyM

ttsf s.d.j ml s®«K5®l t%sn®ssii

, 3 jasc . a 1 ■ rw- : - -s 7' •:> 1 -f

jyBA'-.LT^ m3 a 1 tmfi I

tIoo- sit. Head Office, December 3 1 st, 1903.

TNx*i#msa| 4 rial j , . k) & ash i&tiseb s&f Ek y-isq of rosnbdb

7(9 7/2^ Representatives of

•L5§‘-W-'

Sbe imperial Xifc assurance Co. of Gan : —

tg&q? m as Esb7aq »5^sq.m,o'J sr;lt ^lolkv ol &sA£Qi^ms STS'-sr Vo ■iiso:

Gentlemen :— Jnno year since the Imperial Life commenced business has

greater material progress been made than in. 1903. The year’s record is one
in which every Imperialite will take the greatest pride, for it may be truthfully
said that all in ttye Company have assisted in bringing about the magnificent
results to be recorded, results which have never been equalled in the history of
Canadian life assurance. By the unrivalled system in vogue at the Head
Office in all departments — Agency, Accountancy, Investment, Actuarial, Policy,
Inspection — a detailed and complete statement of the entire affairs of the

07 DSiE-BS'l:,''?! -070 2 .'1*0 p'ti 3I&2 O-^v; StSTi 6efi.- . ' i “ . 3 / -

Imperial Life was available this evening. It is unique in Canadian life .assur-
ance for any Company to be able to advise its representatives so promptly at
The close" of the year’s business the full details which follow— in ' fact it is

, : •< an v n art? ■■■ (Jt Bq be?*: ■ : . ,

known to have been the practice or some companies— it may be so still —

to keep open their books for some days after the close of the year to include
business of the following year so as to swell the volume of new business. While
the imperial might very easily have increased its new business two or three
hundred thousand dollars in this way, it has been deemed more desirable to
include only business of the year and thus be able to report the year’s business
at its close, instead of one or two weeks thereafter.

:tL~.S"{ AidlT ■■ -P -yl \ :,:v ■■■■■::;■ *o,; A :: O: - ;f r-i.r, - -

What are the results of the year’s labors ?

1. New Business. The applications received totalled $4,450,000, while the

policies actually issued and revived amounted to $4,044,113, a volume of
new business which has been exceeded only once in the Company’s entire
history, and which has never been equalled by any other Canadian life
company at the same period of its existence.

2. Assurance in Force. The amount of all the policies now in force is

$15,407,658, a gain in the year of over $2,000,000. This also is a
record which has 00 parallel in Canadian life assurance. (See note below.)

3. Premium Income. The premiums received in cash show the handsome

gain of $84,708, while the total premium income for the year reached
the sum of $567,034.

4. Interest Income. The cash interest income for the year 1903 amounted

to $84,632, and surpassed that of 1902 by no less than $12,680.
A significant feature of the year is that the cash interest income not only
was sufficient to pay all the death claims of the year, but left a surplus of
$36-5°3-

5. Reserve for Policies. The same conservative Table of Mortality and

rate of interest were employed in valuing the Company’s policies as in past
years. The reserve fund now reaches $1,428,637, being $326,106
greater than at the close of 1902.

•. • ' ■ . , gj

6. Assets. The Company’s assets have all been carefully selected — and may

be termed absolutely gilt-edged. They now total $2,014,268, or
$353,875 more than they did a year ago.

7. Rate of Interest. In 1902 the average rate of interest earned was 5.92%,

or, if the special item of $9,226, profit on sale of certain securities be
excluded, the rate was 5.22%. This year this latter rate has increased to

v . ■’ V 'S rv.7’ • * ' •' ’ L * 0 . v.

8. Death Rate. The death rate continues to keep low, the figures for 1903

being j/3 of one per cent, of the mean amount of assurance at risk.

•

The foregoing facts go to prove that 1903 has been The Imperial Life’s
banner year, and they are strong evidences of the confidence reposed in the
Company by the insuring public, and of the unwearying efforts of Imperial Life
representatives all over the field.

Note. — Heretofore in our Annual Reports the assurance in force has been given in gross —
that is to say, a $10,000 insurance by 20 annual instalments has been returned as
$10,000, whereas the commuted or actual assurance was only $7,660. This year
we report the commuted value only. The gross Value of the assurance in force
would amount to $16,009,506.

A STUDY IN LIFE ASSURANCE

-38 g-

C

O O
cn u
ju a

CV 4)

J’V3

1 =

Q. (fl

a P

1 3

c

£

a> >>

£- &

^ .£

T3

. 0)

:■ R.S

b/) r;

cd .«

«2 u
X <u

..^ 03 .

- |

2 .S

X' 73

'

4-> d

T3 X

£ x

ial.

a>

73 o>

5

rs

cd 1 s
: £ -S

£

* o

7) u

0 *8

1 I

co -:S

a) £

*5 ti

O C/3

tS «*

A,<£

H— * Gx

O X

UJ Cd

03 0)

•5

c %

^§:

>, TJ
*$ ' 01

o .2

Or C
cd

s s-

«C. §

73 Q

‘ X ^ g

(H C X

.2

% *

rv CL

S _. E

« •= S

-C 03 i

^ o-,.7.

I - <§.
=•

^ 5 m

73 Rs X

£ s s

C ^ o

^ <L> c

■Ol C

e

co -£

©

03 '

" X

■5 -M

.. . 73

X X
+-* +h
a G
o a

£ E

©3

C ©3
cd c

- ' 1 cd

73 „

•§..,§ 1
f'f 3

*d M cd

2 - <u

_ oo -

cri -.
-ON O
CO ■ Q3

^O iT" 2} ‘i-

CTN cu ON cu 03

00 ^ 00 xj, X3

“ S “ £ E

»' • ,- ! S

G r> , G q Q*

3 03 3 2 V

1 — > CO ; 1 — > X & .

O.

CL

03

(2

G-

cd

.:Cu ■ ■

£ ’n -•

Q , o .
u i c-s

03

73 j_,

03 cu

X X

O

°. 03

71 %
71 Q
03

.£ bjo

73 -

cd <g

2 73
73

T5 £

03 -

t g

2 x

03

1-1 03

G X'
cd' .tJ _
: ^
G

O T3

u g

cd

03 a,

Vi_ ■

o

j2 3

o

g cd

2 X
„cd ^
<*->

03

73

e <33

^ 03
73 d

..3

03

X

-t-f 73.. :

03

£ ’| :'

O o.

j-

^ £

73 O

£ cj

2 : 03 ■ '■

:r >

' tc-

2 ^

3 ^

fi ^

5 £
O Jg

73

,a>

X X!

hJ
<

S x 5

cl, cd w

2 £ s

« r,

M G -H

'? 2

O o

2 o

T3

T3

X

T3

T3

X

u.

X

4->

73 J

_

03 ■

03

03

03

03 ■

+->

cd'

-- •■

a

u

03

03

03

03

71

2d

03

d

03

G

03

G

03

03

O

03

>

4-,

o •

.3:

£

£

£

E

£

G

03

'Sc

ro

£

£

£

£

r*

c

03

>

X

■*->

a;

X

O

0-3

o

o

o

o

o

d

03

4->

03

03

03

03

u.

Xi

CM

c n

•o

^2 -

cd

4->

o

73

o

6

6

_ o'

■ O'

6

oT

73'

3^

73 ;

’cd

bjo

d

; cd

*t3‘

G

&

2;

G

rT

03

O

03

C

03

>,

>%

>>

0)

"3

o

0^

c

c

G

£

G

O-t

03

d

X

1-1

cd

r *s

cd

cd

cd

o

,0

o 6

U'. U U CJ .u

o , cd

os s-o -m oq co

T-H

. «1 71
CO 3

CO

30

00

£ U

o $

sasss

rH rH

«?

•Hi

€ 7} g

30

€«■

00

CO

•

HCOHlOO

30

CM

rti4-M>xr-

CO

03

c-oi c oa oq

30

co

CO CO 1-H oq

ICO,

O

' . £' |

-<«■

x

C<T

.. .

ffr

i

I>

CO

to

Ol CO r- rH 3-0
05 CO o co »o

oq <cq.o co o

00

CO

00

o

tT,05;"l> od X
t- co oo oq ^

CO

CQ

CL S'

30

r/

H(MHH

t—

Cm

.0/3-

-4-H

.

€6-

03

01

00

30

cd .

r- — i r- h- o

oq

CO

? 0>

CO CO 05 IC o
CO 05^00 ■'to

CO

©

I>

; C .5 :3

. 3C0C0 3.0 <S

cf

©

^HMOOO

©

73 C
71 .3-
O

r-H^lO -+< i^-pq

©

CO TO C^oTX '
&■

rH

to

O

•■'■ ^ r

s

I i

CO

CO

03 h-i

oq co o t- co

00

co

u

. Cl g -

§;S2^B

s

c

cd |— 1

od

©

30

O X - -

rH

CO

u C-

«* «v:

:., . .. \t

€6-

CM

to 03

> :i • •

oq rfi oo oo co

CO CO CO CO c—

, io- co 30 ^ eo

rH

2S

00

CO

2 8

© o 30 30 oq"

•Hi

w

C G

t-H rH

,C0

oo

HH —(

€0-

.

g

3

CO

S 03

■ £ £ : •

OO-^HO

SiSSg

1

©^

©

> 8
'73 g

■ -50 d

H H H ' ’

*rh

30

9

60-

• '6 - ■'

'

td

Cfi

c/5

-G

jd

•H

#

,11

■ £

1 o
£

o

s

-

‘co oq’ x

©

rH

CO

30 71 ■'
03 rH '

© ^ ^ ^ ^ -

; ©

<4- CO

o .

G c c c »
cd

G

cd

75

©

-a g

cn

L ^ v.

73

L

>H

, *C Q

, - OJ - „ |

cd - ■* - “
1)

■ ^/.v

cd

0)

pr.

CO

2h

© 30 CO CO rH

©

pH

rH

cd

'

,

*£J

6

f -n r..s

3

CD

a

CJ

rH oq CO ^ 30

o

g

H

Note 1. That these 5 Companies have had the advantage of 5 separate and
independent managements, the influence of 5 Boards of Directors, and
the power of 5 sets of Agents or field workers, contrasted with the single

organization of the Imperial Life<

03 ! i I tr. rf, 5 2 5. ^

{sa ' a. jr i °-

y* ; £* ! q a* I-J 30 rr \ \ \ Kb u zu £ 5. d*

^ '* ! t ; % u 7s J* 3 : t

Note 2. That the combined, period for which these 5 Companies have been

operating is 19 years and to months, or more than three times the period

j 1

<3 !

Co !

for which the Imperial Life has been operating.

- 1 m*

77 u

< o

C~ o
O c

NoteS. The Gross, Premium Income of : the 5 Companies amounted to
$464,264, while that of the Imperial Life : was $567,034, being $102,770

or 22 per cent, greater.

QJl

<X*

! S3

H; tv ' o

to

f !<*

s - kj

‘ fj, ; c <fc>* (X) £Z \ -VJ 'P CT V' 2. j O 3 I 25*

Note 4. The Interest Income of the fivfe Companies amounted to $34,544*3

that of. the Imperial was $84,632 being-. $50*088 or 145 per cen&

' ‘ AS : ■ ~ ^ S. A - t

greater.

o.

. x

; W*s

05

>

Note 5. The Gross Premium Income land Interest Income of the

Cii

Ci’j

Companies amounted to $498,808 ; that of the Imperial Life
$651,666 being $152,85$ o£ 34 p£r cenL greater.

8.3 t

C cv
U

.. W - X -

- s ^

e o

Er

ad ^

Note 6. The total Gross Insurance imTofceAn the five Companies }am6un fed
to $14,069,632 ; that in thel Imperial Life .was $15,407,6^8, being
$ 1, 338, 026, j or over 9 per genC greatef, 3 8', To

... ■ - — ~~ - * ,4 H .. ,2 w **“* it

i>

Note* 7. The total Policy Reserves of the five Companies amounted to

$753,418 4 those of the Imperial LiiL were $1 >428,637, being $675,219

\3 & ... u o o o 0 S tr K- * e

! r

c o e

3 l' q

3 3 3

o

y c

..J ;>

0 D

cr i e j 5; 1 *.< i** o o e o w 21, ^ s ■■■• e

: ' c*- ' .. 1 cl ^ * O <. C C V r-. d

Note 8. The total Assets of the 5 Companies amounted to $i ,2o|

those of the Imperial Life were $2,014,26.8, being $810,683
per cent. greaf^L i <j> h ^ ■; k iS S S. >

203 ,585 ;
or 67

V)

rw o .

ip /r> 0

s

C; ^3 § ST

CJ? ’ s

Note 9

• •■‘t/ I ^

to

u> ?r
q. •

<<

a 2 « n
k 5» b n
,.u ba -n kj

. The Gross Surplus ter Policyholders in the 5, Companies amounted
$438,531 ; that iofThe Imperial Life Was $5414314, being $102,783
' or 23 per qent. grejatigr.'" ^ g . 7

\^PER144 ,

AGENT5 NEWS

Vcl. ^ — No. #>. Published by The Imperial Life Assurance Co. of Can. (15— 1—04)

To Imperial Representatives.

1904 s Aim— “Beat Onr Best Record.”

Gentlemen, —

A magnificent December business, rivalling that of any previous
month of 1903, enabled us to close the year with a splendid record, as
you have been advised ; and you, as well as all associated with the
Imperial, must feel highly gratified at the grand statement presented at
the Annual Meeting.

By this time you will have grasped the salient features of the re-
port, and will appreciate the great strides made during the past twelve
months. The year 1903 will be marked by Imperialites as “one more
solid addition to our unparalleled record.”

1903 has passed and 1904 is with us. While there is a pleasure and
satisfaction to dwell upon past achievements, duty and progress demand
that we shall only use them as stepping stones to something greater
and better. Experiences of 1903 will assist us in determining those
features which hindered our reaching higher things — which hindered us
in writing more business in our respective fields — in failing to secure
some of the “choice goods” which our competitors captured.

Every condition points to 1904 being a record year in every depart-
ment of activity in Canada, and as history goes to prove that life assur-
ance prospers just as a nation bounds forward, should not we in 1904
aim at “ beating our best record ? ”

As in some former years, our Directors have also decided this year
to ask each representative to indicate what business we may look for-
ward to receiving from him during the year. Kindly remember that
1904’s aim to “ beat our best record ” can only be accomplished by
each individual beating his own past record \ This in some instances
may be difficult to do ; in most cases I have no hesitation in saying
that it can be done.

Kindly complete and forward the enclosed card by first mail.

Yours very truly,

Vice-President.

Honor Roll for December, 1903.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

' (A) In regard to the amount of new assurance accepted in the month.
(B) In regard to the total annual remiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll up to date.

F. B. Springer, Vancouver, B.C

J. H. Macabe, Toronto, Ont. .

S. P. Saunders, West Indies

A. S. Wickware, Ottawa, Ont

A. C. Champagne, Montreal, Que

J. S. Wallace, Winnipeg, Man

W. E. Kerr, Toronto, Ont

Rev. A. W. Ross, Portage La Prairie, Man.

J. B. Cooke, Kingston, Ont

J. C. Gass, Shubenacadie, N.S

R. W. Day, Edmonton, Alta

W. H. Seymour, Hamilton, Ont

Dr. D. Lowrey, Toronto, Ont

T. M. Grover, Regina, N.W.T

J. W. W. Stewart, Vancouver, BC

J. A. Labelle, Joliette, Que

Lane & Cavers, St. Catharines, Ont. . .

J. F. Anderson, Norwood, Ont

C. L. Hanington, Dorchester, N.B

F. A. Verge, Halifax, N.S

W. G. Morrow, Peterboro, Ont

W. D. McVey, Toronto, Ont

J. Cawley, Brockville, Ont

J. A. Robinson, St. Johns, Nfd

W. G. Reburn. Toronto, Ont

C. F. McTavish, J_ondon, Ont

Robert Hall, Brandon, Man

J. J. O’Neill, Hamilton, Ont

B. Bouchard, Quebec, Que

D. N. Sinclair, Sarnia, Ont

G. R. Hamilton, London, Ont

J. B. Primeau, St. Eustache, Que

No. of
times on

Applications.

Rank.

Premiums.

Rank.

Honor Roll

33000

I

1598.65

I

7

20,500

2

893-35

3

8

19,200

3

900.35

2

8

i8;ooo

4

855.00

4

4

18,000

4

754-25

5

4

18,000

4

35420

15

9

17,500

7

5I975

7

4

1 5,000

8

507.60

9

1 1

1 3 .000

9

441-35

13

6

12,000

10

566.25

6

8

1 1,000

1 1

482.20

10

6

1 1 .000

1 1

448.82

12

6

10000

13

451.40

1 1

8

9,500

14

354-10

16

6

9.000

15

400.95

14

8

8,500

16

343-20

18

6

8,000

17

303.80

20

2

8,000

17

232.30

23

2

7,500

19

519.20

8

1

7,500

19

196.60

27

5

7.000

21

345 70

17

1

7,000

21

320.45

19

7

7,000

21

221.70

26

8

7,000

21

194.70

28

3

7,000

2)

193.00

29

1

6poo

26

268.55

22

6

6,000

26

222 40

24

1

6,000

26

222.35

25

1

6.000

26

115 75

3i

1

6,000

26

1 15.10

32

1

5,000

31

28740

21

2

5,000

31

182.50

30

1

The Man who Butts in First

Look out for opportunity, and when it comes rush in ;

Don’t wait because you fear you may not have the strength to win ;
There may be others who could do your task with far more skill
Than you can do it — never mind — go at it with a will ;

They cut but little figure who remain in doubt immersed,

The world gives all the credit to the man who butts in first. — Exchange.

A Tribute to our Representatives.

At the Annual Meeting of the Company on January 6th, 1904, a vote of thanks
to the Company's representatives which was unanimously carried, was moved by Mr.
E. T. Malone, K.C., the Company’s solicitor. He said : —

“I desire to compliment the Field Staff of the. Company on their splendid work
during the past year. By persistent and organized efforts they were successful in
securing applications totalling $4,450,000, while policies were issued for $4,044,113;
of assurance. This record of policies issued has been exceeded but once in the
history of the Company, namely in 1902, and then only by the small sum of $83,529,
The record of 1901 was exceeded by no less than $846,613. It is unnecessary to
quote further figures to show the efficiency of the Company’s field force. From
Provincial Manager to Local Agent, every man has dond his utmost to forward the best
interests of the Company, and the Directors congratulate themselves on the fact that
they are being assisted by such a capable band of associates. With the same efficient
representatives, a still more satisfactory record 101*1904 is assured. In their effort to
secure new business our agents have not lost sight of the fact that it is business of a
permanent character which the Company desires, and the business written by the
Company’s representatives has been, on the whole, of the best quality. Business of
this nature can best be secured where the field staff is a permanent one, and it is a
happy and fortunate circumstance that we have a band of loyal and enthusiastic re-
presentatives— second to none.”

The Directors and Officers, all appreciate the strong efforts put forth by our re-
presentatives all over the field resulting in the splendid 1903 record.

Standing of the Agencies for December.

1 — Head Office Agency.

2 — Montreal, Oue.

3 — Vancouver, B.C.

4 — Winnipeg, Man.

5 — Ottawa, Ont.

6 — Halifax, N.S.

7 — Hamilton, Ont.

8 — London, Ont.

9 — West Indies.

10— St. John, N.B.

11 — Regina, N. W. T.

Imperial Investments.

12 — Kingston, Ont.

13 — St. Catharines, Ont.
Norwood, Ont.

15 — Brockville, Ont.
Newfoundland.
Peterboro, Ont.

18 — Brandon, Man.

19 — Brantford, Ont.

20 — Belleville, Ont.

21 — Charlottetown, P. E. I.
Brighton, Ont.

Attention has been directed to statements made by the representatives of
some rival companies, that this Company had suffered some disadvantage in its
investment in the Stock of the Metropolitan Bank. The statement is absolutely
untrue. This Company did hold a considerable quantity of the Stock of the
Metropolitan Bank, purchased at 200, but some months ago it was sold at 209,
or an increase of $9.00 on every $100 share. This price not only returned the
Company the whole amount invested, but, in addition, $9,000, which netted
5% interest on the entire investment.

What Does it Cost ?

Thousands of men ask that question about life assurance when
you interest them or when they are inquisitive. Then you want
to come right back at them, slap dash, quick as a wink. Ask them if it costs
a man to save money ; to start a bank account ; to deposit $25, $50 or $100
or some other amount each year in a savings bank. Is that an expense ?
Could you count that in any sense “ cost ?” Why, no ? Bank deposits are
an asset. And yet, compared with life assurance money, the bank gives back
to a mans family or his estate at death only the cash he has on deposit plus
whatever accumulation the deposit has earned in interest. While if the
deposits had been with the Imperial Life in one of its accumulation policies,
the money that would at once fly at death to the family or estate of a policy-
holder would make the bank earnings appear like a pitiful asset in com-
parison.

“ Cost” of an accumulation* policy with the Imperiul Life? Never!
Don’t think of it or speak of it as cost. When a man banks with the Imperial
Life he receives as security a protection and investment accumulation policy
that begins to make money for him right from the start. That is the modern

idea of life assurance.

NOTES.

We are very pleased to record the name of Mr. F, B. Springer at the head of
the December Honor Roll. Mr. Springer not only secured a large volume of
business, but a very high average premium rate in addition, — two of the most
essential adjuncts to the building up of a successful agency. He has been con-
nected with the Imperial since May, 1901, and has steadily mounted the ladder
of success. A noteworthy feature of Mr. Springer’s business, and one which we
believe has very largely contributed to his success, is the fact that he never
allows a rebate.

Thirty-two names on the Honor Roll from all over the field. The Decem-
ber campaign was a splendid combined effort on the part of nearly every
Imperiaiite.

Amongst the long list of names we are particularly gratified to note Messrs

Anderson, Haningtot], Morrow, Hall, G’Neiil and Sinclair.

Head Office Agency leads for December by a comfortable margin.

Mr. J. B. Cooke, of Kingston, Ont., was successful in securing a $1,000 annuity
during December. We would like our representatives to keep this department
of the business more to the front.

A New Pamphlet.

The enclosed is a sample of a new pamphlet — A Wise Provision — Form No.
438. Your District Manager or the Home Office will gladly forward you a
supply upon request.

“ Beat Your Best Record.

xN\PERlAt

C/Av

x AGENTS NEWS ^

Vcl. 5— No. 3. Published by The Imperial Life Assurance Co, of Can. (1 — 2—04)

To Imperial Representatives in Canada:

RE 1904 CONVENTION.

Gentlemen: -

It has always been our aim to strengthen the
ties, both between the Home Office and the agency
staff, and also between the individual agents,
believing that only by this means can a permanent
and enthusiastic Field Staff be maintained. We
are all interested in each other’s achievements,
and want to know “How the other half lives.”

With this end in view we have decided to hold
a Convention during August next, of which you have
been advised, and which I sincerely trust you will
be able to attend. You have particulars of the
proposed trip, and will agree that the conditions
unier which you are invited are not at all oner-
ous. You are simply asked to secure a certain
amount of paid for business , --an amount well
within your reach — before July 31st next.

It behooves each of us to arrange our plans at
once, so that there will be no failure on July
31st. If you secure your monthly quota during the
early months, you will undoubtedly succeed, but
“DON’ T DELAY.” MAKE FEBRUARY YIELD ITS PROPOR-
TIONATE SHARE, AND YOU WILL HAVE A GOOD START.

Trusting that I shall have the pleasure of
meeting every Imperialite next August, and with
best wishes for your success, I am,

Yours very truly,

Vice-President .

Don’t Lapse.

The following letter, which explains itself, is another ot the many striking
illustrations of the folly of lapsing :

Kingston, January 12/04.

The Imperial Life Assce., Co.,

Toronto, Ont.

4 Cent lemen

Re Pol. 2804 — Squire — Lapsed.

1 enclose herewith a statement issued last February, in order to nave
Mr. Squire re-instated. I might say that I did my best to have him re-
instated in the fall, 1902. At that time he was in good health, and
promised to take up his insurance again in a short time. In January 1903
he was obliged to go to the Hospital for treatment, through an accident
caused by skating, which terminated fatally, and he died a few months
afterwards.

I just happened to find this statement in clearing up my desk.

Yours very truly,

J. B. Cooke.

Dist. Manager.

The Habit of Doing One’s Best.

This habit of always doing one’s best enters into the very marrow of one’s heart
and character ; it affects one’s bearing, one’s self-possession. The man who does
everything to a finish has a feeling of serenity ; he is not easily thrown off his balance ;
he has nothing to fear, and he can look the world in the face because he feels con-
scious that he has not put shoddy into anything, that he has had nothing to do with
shams, and that he has always done his level best. The sense of efficiency, of being
master of one’s craft, of being equal to any emergency, the consciousness of possess-
ing the ability to do with superiority whatever one undertakes, will give soul satis-
faction which a half-hearted, slipshod worker never knows.

When a man feels throbbing within him the power to do what he undertakes as
well as it can possibly be done, and all of his faculties say “ Amen” to what he is
doing; and give their unqualified approval to his efforts — this is happiness, this is
success. This buoyant sense of power spurs the faculties to their fullest develop-
ment. It unfolds the mental, the moral and the physical forces, and this very growth,
the consciousness of an expanding mentality, and of a broadening horizon, gives an
added satisfaction beyond the power of words to describe. It is a realization' of
nobility, the divinity of the mind. — Success.

Mew Brunswick Competition.

During the closing months of 1903, Mr. A. McN. Shaw, our Provincial
Manager for New Brunswick, conducted a ‘‘New Brunswick Competition,” the prize
for which was a trip to the St. Louis Exposition. We heartily congratulate Mr. 0. L.
Hanington of Dorchester, N.B., upon his success in winning the Competition, and
trust that he will enjoy his trip to the fullest. Mr. Hanington is Local Agent of
the Company for his town, and has demonstrated his ability as a life underwriter.

The Year’s Record.

A copy of the above pamphlet is enclosed with every letter that leaves the Head
Office, except letters to Agents. We believe that this is an excellent means of keep-
ing the Imperial constantly before the public, and strongly recommend our repre-
sentatives to adopt the plan. A good supply of the form will be forwarded you upon
request.

Head Office Correspondence.

The Company’s correspondence has become so heavy that it is found necessary
to change the filing system at the Head Office. The numerical filing system has
been adopted. To effect a smooth working of it, the Company’s representatives are
asked to comply with the following simple conditions when addressing communica-
tions to the Head Office.

(1) Write upon one subject only in each letter. If it be necessary to refer to two
or three policies, or two or three subjects, please write a separate letter about
each.

(2) Please refer , at the head oj each communication , to subject matter thereof.

Commence the letter as follows : “Re Policy No. 6570 — John Jones,” or ** Re Local

Agent, Henry Hunter,” or “ Re Advertising Globe Printing Company,” or “Re
Supplies.”

It is suggested that where stenographers are employed they be shown a copy of
this, and become familiar with the requirements, so as to assist the dictator by point-
ing out the omission of the subject, policy number, etc., should it not be referred to.

Supplies.

Are you fully equipped for the February campaign ? Supplies will be gladly
forwarded you on receipt of request. There are a number of the 1903, “Prospect
Books” on hand which can be readily adapted to 1904 requirements. Write for
one if you can use it.

What Business will you Contribute during 1904?

A few representatives have not yet returned the yellow business card enclosed
with the last Agents News. It will greatly oblige if all these cards be sent in by
return mail.

Advertising.

In planning your 1904 campaign, have you given careful consideration to the
matter of advertising ? It will pay you to do so.

Advertising is the motive power of business, and this is just as true in regard to
life assurance as to any trade. The public must know what you have to sell before
they can become purchasers, and how can the public, as a whole, be better reached
than by advertising ?

Many Imperialites are undertaking considerable advertising on their own
account and undoubtedly they find it pays. Why shouldn’t it ? The key-note of
every successful advertising campaign is the quality of the article advertised and
Imperialites have the best in the market to offer.

And then what an advantage it is, when you don’t have to introduce the Imperial
to your prospect. If he knows of the Company before you broach the subject, what
a tremendous assistance it is to you. The ice is already broken — you have a foot-
hold on his consideration before you really start your canvass.

Think this over. Weigh the pros and cons carefully and you will undoubtedly
come to one conclusion — “ An advertising campaign will pay me.”

Canvass Your Policyholders.

Have you started an active canvass of your policyholders ? If not, keep it in
view during February. It is a field, which, if properly worked, will yield handsome
results.

Business Cards.

Could you use a supply of the enclosed business cards, with your name on, to
advantage ? They are a good canvassing document and can be obtained by writing
to your District Manager or the Home Office.

FEBRUARY.

How many Imperialites realize that we have
already entered the second month of 1904? — that
one — twelfth of the year is a matter of history?
Judging from the January business of some of the
agencies, several representatives are hardly started
on 1904.

January was not a banner month but after the
grand finish of 1903, a slight re action was expected.
However, the 1903 details are now all closed up,
and everybody’s mind is fully occupied with 1904.

Imperial Representatives start the February
campaign in a unique position. The Company’s
magnificent Annual Report for 1904, the first 1904
report to be issued by any Canadian Company, is
in the hands of every policyholder, and the
Manager of every Chartered Bank in Canada has
received a copy. This means that the Report is
scattered broadcast over the entire field. In ad-
dition to this, the Company’s new literature has
been placed in our Agents’ hands, and altogether
Imperialites are equipped for a strong campaign,
as no other life agents in Canada are equipped
to-day.

This in itself is a strong position to occupy,
but, when the Company’s record is taken into
account, the position becomes impregnable. Every-
body interested in the Imperial has had an
opportunity of judging the year’s operations for
themselves, and it is positive that that judgment has
been favorable.

We cannot over-estimate the tremendous lever
that this position gives us in our canvass for
applications. Imperialites are practically a year
ahead of every other Company, and, at that, with a
record unexcelled in Canadian life assurance.
Shouldn’t that bring business ? Of course it should
— and will if you put the necessary vim and
enthusiasm into your work. Start out to-day with
the full determination to win, and during February
you will surely “beat your best record.”

vN\PERiAt

x AGENTS NEWS ^

Vcl. 5— No. 4. Published by The Imperial Life Assurance Co. of Can. (15—2—^)

The 1904 Convention.

The following are a few extracts from letters received in reply
to our invitation to the 1904 Convention.

Mr. A. S. Wickware, District Manager, Ottawa, Ont.

“1 can assure you I appreciate the very generous proposition
contained in it. Our agents, whom I have seen, are very
enthusiastic over the work, and we anticipate a large representation
from this district.”

Mr. J. S. Wallace, Provincial Manager, Winnipeg, Man.

“I am sure that the proposed trip will be one of great interest,
and that the offer which the Company has made to each agent will
be very much appreciated.”

Mr Geo. R. Hamilton, Manager, Western Ontario, London, Ont.

“I think that the idea is an excellent one and intend working it
up very actively with our staff. 1 want to make it as general as
possible and give every one a chance to increase their business.”

Mr. R. H. Baker, Agent, Ingoldsby, Ont.

“I will do my utmost not only to have enough business but
some to spare.”

Our different Managers advise us that their representatives are
enthusiastic over the idea, and everything points to a most success-
ful gathering. We want every Imperialite to be present if possible,
but that depends upon each individual. Will you be there ?

What the Press Says

The manner in which the Imperial’s 1904 Report has been received by the
Financial and Daily papers throughout Canada, will undoubtedly be of interest to
Imperialites. The following extracts from editorials and notices which have appeared,
indicate that the favorable criticism has been unanimous, and one and all are agreed
that the past wonderful progress of the Imperial has been sustained in every way.
Toronto Globe :

Promptly at the opening of the new year, this progressive and well managed
institution presents a complete exhibit of its affairs to its policyholders, and if the re-
ports of other financial institutions which may appear later, will show as substantial
advancement in those essentials which make for permanence and solidity, 1903 must
have proved a highly successful year for them.

Monetary Times :

Another year of successful business stands to the credit of this Company. Look-
ing at the comparative table, which gives the totals of income, assets, reserves, etc.,

for the past seven years, their steady growth is striking The statement is a

creditable one, and the promptness with which it was prepared after the close of the
year, speaks well for the methods of the Company.

Halifax Herald : ■ »

A point of great importance which is brought out in this report, is the “security
to policyholders5’ — a point which cannot have too careful consideration. Not content
with maintaining the stringent 3^% reserve required by the Dominion Government
on new business, the Imperial maintains reserves upon both its old and its new busi-
ness upon that basis, and in addition has provided a special reserve of nearly $40,000
for suspended mortality.

London Free Press :

The review of the Company’s assets by the Vice-President, sets forth in greater
detail than is ordinarily done at annual meetings, the complete investments of the
Company, and it will be especially gratifying to all interested in the Imperial Life to
know that the Company is not encumbered with one dollar of real estate ; that it has
no foreclosures on hand or contemplated ; that it has not a single doubtful invest-
ment on its books ; and further, that the average rate of interest realized in 1903,
compared with that in 1902, increased from 5.22% to 5.29%.

Toronto Telegram :

It is a pleasure to see such progress in connection with one of our Canadian
institutions, and we congratulate the Imperial upon its management, which, to judge
from results, must be most efficient.

The Economist:

The Imperial Life has had a record which is unique in life insurance in this
country. Companies have started that have done a large amount of business for one
or two years and then subsided, but the record of the Imperial has been one of steady
continuous progress, each year marking a steady advance upon the previous year’s
record.

Hamilto?i Herald:

These results attest to the efficiency in management and the substantial growth
of the company. A feature specially referred to by the President, the Hon. Sir
Mackenzie Bowell, is the strong reserves maintained for the security of pohcyh lders.
He pointed out that the Imperial was the first Company to adopt the 3^% interest
standard in its valuations and from the report it is shown that if the reserves had
been based on the less conservative government standard, the surplus to policyholders
would have been $134,580 greater.

Winnipeg Commercial :

It must be gratifying to policyholders and to all interested in this Company in
any way, to note the steady upward progress which is shown by this report to have
taken place.

Toronto Mail:

At the Annual Meeting yesterday of the Imperial Life Assurance Company of
Canada, it was clearly demonstrated that the building up of a splendid institution is
going forward with great rapidity. The Company is one that has ever found favor
with the public by reason of its careful management and the fact that security to
policyholders is its first consideration.

Vancouver Province :

The report of this Company indicates that it has been favored with still another
most satisfactory year, substantial progress having been made in every particular.

Winnipeg Free Press :

The Imperial still continues to provide exceptional security to policyholders, as
will be seen from the fact that, after having set aside a reserve fund $134,580 in
excess of the requirements cf the Dominion Government, they are able to shew a
gross surplus on policyholders’ account of $541,340.

NOTES.

We congratulate Dr. Lowrey upon leading the January Honor Roll. This makes
a good start for the year, Doctor.

Messrs. A. H. Reid and W. G. Morrow both did splendid personal work during
January.

Mr. Geo. H. Jones joined the Imperial ranks in December. We look upon him
as being a permanent member of the Honor Roll.

We are pleased to welcome the following gentlemen to the field staff :

Mr. T. W. Glenwright, - - - - Winnipeg, Man.

Mr. R. S. Raby, ------ Toronto, Ont.

Mr. R. E. Verge, ------ Halifax, N. S.

Mr. T. T. Puilan, ----- Deloraine, Man.

Mr. H. A Bourne, ----- New Westminster, B.C.

Mr. J. C. Baker, ----- Halifax, N.S.

Mr. Thos. Clarke, ----- Halifax, N.S.

Mr. J. G. Gass, of Shubenacadie, N.S., with whose success all readers of the
News are familiar, has been promoted to the position of “ Superintendent of Agents
for Nova Scotia.” We extend our congratulations to Mr. Gass and wish him a pros-
perous 1904 in his new position.

Head Office Agency Competition
— — — ■— ■—

Mr. J. O, McCarthy presented prizes to the Head Office Agency for com-
petition during the last three months of 1903, consisting of two trips to the St. Louis
Exposition. Mr. T. J. Macabe was successful in winning the first prize and Mr. W.
E. Kerr the second prize and we congratulate these gentlemen upon their success.

Honor Roll for January, 1904.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll to date.

Dr. D. Lowrey, Toronto, Ont

A. N. Reid, Belleville, Ont

E S. Miller, Montreal, Que

W. G. Morrow, Peterboro, Ont . . .
W. A. Gibson, Fredericton, N.B. .
F. B. Springer, Vancouver, B.C. . .

A. H. Fair, Halifax, N.S

J. P. Beaudoin, Montreal, Que

Geo. H. Jones, Toronto, Ont. . . .
C. L. Hanington, Dorchester, N.B

Applications. Rank.

14,5°° 1

12.000 2

10.000 3

8.000 4

7.000 5

6.000 6

5.000 7

5,000 7

5,000 7

5,000 7

Premiums. Rank.

39635 3

405.20 2

495-00 T

387-95 4

266 80 5

202 65 7

208.15 6
18300 8

124.60 9

9685 IO

Standing of the Agencies for Janaary.

1 — Head Office Agency.

2 — Montreal, Que.

3— Halifax, N.S

4 — St. John, N.B
Vancouver, B.C.

6 — Belleville, Ont.

7 — Ottawa, Ont.

8 — Peterboro, Ont.

9 — Winnipeg, Man.

10— London, Ont.

11 — Brockville, Ont.

Regina, Assa.

1 3 —Brantford, Ont.
Kingston, Ont.

West Indies.

16— Brandon, Man.

17 — Brighton, Ont.
Hamilton, Ont.
Norwood, Ont.

Port Elgin, Ont.

St. Catharines, Ont.

Promptness and Courtesy Appreciated.

— 11 1111— > wBmmmmmmmmmm n 1 1 — — mmmmmmmmmm—mmmmmmmmmmmmmmm

Kingston, Feb. 6th, 1904.

J. B. Cooke, Esq., District Manager,

The Imperial Life Assurance Co., Toronto, Ont.
a r Sir : —

Allow me to express to you and the officers of your Company, my sincere
thanks for cheque of $1,000 handed me this day in payment of the Company’s policy
on the life of my late son, Charles William Wormwith. I greatly appreciate the
promptness with which the settlement of the policy has been made ; also, the
courtesy which has characterized all your dealings with me, and the fact that their
cheque was issued to me the same day as the papers wrere completed by them.

I will take pleasure in recommending your Company to my friends, or any person
needing assurance.

Yours sincerely,

Annie Wormwith.

xflVPERlAt

Hi®

AGENTS NEWS

&

VcL 5 — No. 5. Published by The Imperial Life Assurance Go. of Gan. (1 — 3—04)

Investments.

The character of a company’s investments is undoubtedly one of the
most important features to be considered in determining its financial strength.

The following statements regarding the investments of the Imperial Life
Assurance Company of Canada indicate the high standard maintained by the
Company in the selection of its securities

(1) No asset on the Company’s books is worth less than the amount

represented in the Balance Sheet.

(2) The Imperial Life holds no real estate — an asset which is generally

reported as unsatisfactory.

(3) The bonds and debentures, bank and other stocks are first class.

(4) The loans on bonds, etc., are well secured.

(5) The loans on real estate have been carefully placed with ample

margins of security, less than 50% of an independent expert
valuation having been loaned.

The following table recapitulates the Imperial's assets, and sets forth the

percentage of each class to the total : —

1. Government Securities . $ 47000.0© 2.3%

2. Bonds and Debentures 662,717.43 3* 1 2 3 4 5-9/i

3. Bank and other Stocks 69,797.08 3-5 h

4. Mortgages on Real Estate. . . . 558,118.99 27 7%

5. Loans on Policies, etc 52,044.55 2.6^/

6. Loans on Bonds and Stocks.. 251,450.00 12.5%

7. Cash in Banks. 145,054.39 7-2%

8. Outstanding and Deferred

Premiums 199992.36 9-9%

9. Interest accrued and due on

Investments, etc 28,118.63 1.4%

$2,01429343 ICO. %

When it is also considered that notwithstanding the sterling quality of
the Imperial’s assets, the average rate of interest earned in 1903 was 5*29/qi
the favorable position of the Company from a policyholder’s standpoint, will
be appreciated. The Imperial Life Assurance Company of Canada ranks
second to none in the excellence of its investments and the consequent
unexcelled security to policyholders.

Imperial Promptness.

J. W. W. Stewart, Esq., Provincial Manager.

The Imperial Life Assurance Company,

Vaucouver, B.C.

Dear Sir : —

I have to thank you for cheque for $2500 00, received by me in payment of my
late son’s policy No. 2914.

In acknowledging payment of the policy, it gives me pleasure to testify to the
promptness with which the papers comprising proofs of claim were passed upon by
the Company and their cheque issued. I also desire to speak of the courtesy which
characterized all your and the Company’s dealings with me in the preparation of the
proofs, and which, I am sure, equally characterized all dealings with my late soa,
<£uy Macgowan.

Yours very truly,

A. H. B. Macgowan.

dlieer TJpl

Mighty few things are as bad as they look.

There’s a way out.

Somehow or other the average is generally good.

The country has its ups and downs. Business is better some years than others.
But if everything was easy there would be no excitement in the game.

The weather is bound to get ashamed of itself sometime. The trains will be
running on time soon. Things will right themselves.

If it required no brains, no nerve, no energy, no work, there would be no glory
in achievement.

What everybody can do nobody wants to do.

If a million dollars of business were easy to get there would be less incentive to
strenuity.

Difficulties are the best stimulant. ’Trouble is a tonic.

The troublesome trouble is the small one.

If things went at once to everlasting smash, the worry would soon be over, and
we could start afresh.

It’s the small every-hour nagging things that irritate.

It’s the fear of what may happen that makes gray hair and wrinkles.

It’s the trouble that never comes that causes loss of sleep.

* * *

*

Getting through the day’s work is a good deal like crossing the corner of King
and Yorge Streets at 6 p.m. If you stop to look at the traffic you will conclude that
crossing is impossible, but make the start and keep moving and you get across some-
how. You have to side-step the electric cars and give way to whatever is heavier
than you are, but you get there.

Many a Monday morning begins with a sigh and a shudder, and a deep seated
wonder as to how in blazes we are going to get through the week. But never mind,
we do get through, and there’s no use in worrying.

Cheer up — and work.

You can’t beat cheerfulness and work.

Trouble seldom cripples a man — worry always does.

And most of the trouble we worry about never happens.

' Anyway, trouble or no trouble, worry or no worry, there’s work to be done, and
work wins — you can’t beat it.

Cheer up and hustle.

Enquiries from Policyholders.

A considerable number of post cards sent out to the policyholders with the
Annual Report have been returned and sent to the agents who secured the original
application. We are particularly pleased to note that Mr. A. S. Wsckware, District
Manager at Ottawa, has been successful in securing two applications upon which
policies have been issued, and expects a third shortly. If followed up properly these
cards should result m good business. What have our other agents done ?

Toronto Agents Gather.

On Monday, February 22nd, Mr. McCarthy gave an informal luncheon at
McConkey’s to his Toronto field staff at which some fourteen members were present.
After full justice had been done to an excellent repast there was an interesting dis-
cussion 00 Imperial matters, and difficulties in canvassing, competition, etc., were
taken up. Mr. McCarthy gave an interesting and instructive talk, pointing out
methods of analysing the Annual Reports of different companies. He held, and we
think quite correctly, that each field worker should spend a short time analysing the
Annual Reports of different companies as they appear in the press so that he may
fully realize the fact — a fact that we have always endeavored to impress you with —
that the Imperial is the “ Best "Company,” and also that he may clearly understand
the position of his competitors.

The 19Q4 Convention.

A few more extracts from letters received :

Mr. J. W. W. Stewart, Provincial Manager, Vancouver, B.C.

“I am very much pleased with this Convention idea which has been so
satisfactorily developed by you and I am sure it will be very helpful to those
participating.’

"Mr. J. Cawley, District Manager, Brockville, Ont.

“So far as the town of Brockville is concerned, during this expensive season, in-
surance is completely out of the question. However I hope to fill my quota just the
same in order to be at the meeting together of the faithful and partake in that very
generous outing tendered by the Imperial to all who merit.”

Messrs. Lane & Cavers, District Agents, St. Catharines, Ont.

“We are making strenuous efforts to have the representation from the St.
Catharines District one of the best in Canada. The plan has aroused great

enthusiasm among our local agents, and nearly all of them have expressed their
determination to take in the trip if hard work will enable them to do it.”

Mr. J. B. Cooke, District Manager, Kingston, Ont.

“I think the Officers of the Company have made a very generous proposition,
both to the District Managers and the Agents. I feel confident that the Kingston
District will be welt represented, and will do my utmost to assist our field staff in
obtaining the allotment asked for.”

Mr. B. P. Richardson, Agent, Grenfell, Assa.

“I thank you very much for this invitation. I shall endeavor most earnestly to
fulfil my part of the condition so that I may have the pleasure of meeting the repre-
sentatives of the Imperial Life on this occasion.”

Every day sees the receipt of enthusiastic letters regarding the Convention.
The whole field staff is apparently determined to take part, which it is sincerely
hoped will be the case. Remember that the surest way to secure an invitation is to
‘send in an average amount of business each month so that there will not be an
undue rush at the end.

More Extracts from the Press.

1 or onto Star:

That the Imperial Life Assurance Company of Canada has added another
successful year to its record is evident from a perusal of the Directors’ Report, and
policyholders and all connected with the Company cannot fail to be gratified at the
results achieved and the prompt manner in which they have been published.

Hamilton Spectator :

In the report under consideration, there appears a comparative statement shew-
ing in connection with the more important items, the progress of the Company since
1897. The strong and steady, as opposed to spasmodic, growth which is seen to have
taken place in the case of each of these items, cannot be but gratifying to all con-
nected with the Company, and should tend to strengthen the confidence which is
placed in it by the public.

Charlottetown Guardian :

The report of this Company shews that during the past year it has again been
successful in securing new assurances of over $4,000,000, besides indicating a sub-
stantial growth in every other direction. The total assurances in force on December
31st, 1903, amounted to $15,407,658 (commuted value) while the Company’s reserves
for the security of policyholders now total $1,428,637, an amount which exceeds that
required by the Government by $134,580.

1 he Bulletiti :

It is a record of which the management and field force may well be proud. It is
one, too, which, we think, it will be exceedingly difficult if not impossible to duplicate
in this country for some time to come. The management, agents and policyholders
have reason for gratification in the large measure of success which the Imperial Life
has already achieved, and in the promise of still greater success which the future holds
out for the company.

Notes.

ftHr. S. P. Saunders is actively at work in the West Indies and we are pleased to
record the appointment of the following representatives in his field :

B. C. Frith, District Agent for Turks Islands, Grand Turk.

C. S. Pitcher, District Agent for Barbadoes, Bridgetown.

J. Cox Fillan, District Agent for Dominica, Roseau.

J. F. Hutson, Agent, Bridgetown.

We extend a hearty welcome to these gentlemen and trust that they will prove
successful Imperialites

We are also pleased to welcome the following gentlemen to our Canadian field
staff:—

J. J. Gardiner, Smiths Falls, Ont.

G. H. Gillespie, Kingston, Ont.

D. W. Gemmill, Sault Ste Marie, Ont.

Messrs. G. A. Macpherson of Smithville, Ont., and W. M. Rowat of Winchester,
Ont., who have heretofore represented the Company as local agents will now devote
their entire time to Imperial affairs and have been promoted to the position of Special
Agent. We wish them the best of success in their new field.

Vcl. 5— No. 6. Published by The Imperial Life Assurance Co. of Can. (15 — 3 — 04)

The average rate of interest earned by a Company on its investments
plays a most important part in the surplus returns to policyholders, as the
excess rate of interest earned over and above the rate at which the policy
reserves are maintained is one of the most fruitful sources of profit.

During 1903, the average rate of interest earned by The Imperial Life
Assurance Company of Canada was 5.29% — a rate which compares most
favorably with that of any other life assurance company. The Imperial’s
entire policy reserves have been based upon a 2%% interest rate, thus the
excess of interest earned by the Imperial over the rate upon which its policy
reserves are based is no less than 1.79%, The Imperial’s policy reserves
amount to $1,428,637 and the surplus interest earnings alone therefore reach-
ed the comparatively large amount of $25,573. It is questioned if any other
life assurance company has as large an excess interest rate as that of the
Imperial Life, and consequently, if any other company will be able to show
comparatively as large an amount of surplus earnings for policyholders from
this source.

During 1902, the last year for which official figures are available, the
average rate of interest earned by the life companies as compiled by the
Finance Chronicle of Montreal was as follows : —

It will be observed that not only was the Imperial’s average rate of
interest greater in 1902 than the average of Canadian, British and United
States Companies, but in 1903 the Imperial improved upon its own favorable
rate of 1902.

Considered in conjunction with the sterling character of the Company’s
investments the above facts indicate that surplus returns to Imperial policy-
holders will be eminently satisfactory,

Interest.

Canadian Companies.

British Companies in Canada

United States Companies in Canada
The Imperial Life in 1902

The 1904 Convention.

The enthusiasm in connection with the 1904 Convention still grows and we are
daily adding additional names to the list of gentlemen who wish to qualify. Our
District Managers have found the idea of great assistance in perfecting their organi-
zation, and the list of invitations now numbers over 300. Everything points to the
gathering proving a splendid success.

Messrs. A. S. Hood, of Halifax, N.S., and J. B. Waddell, of Carlton Place, Ont.,
are the first Imperialites to secure their full quota and we commend their wisdom in
making sure of an invitation so early in the campaign. Who will be the next to
qualify ?

How are you getting along with your quota ? A number of Imperialites did not
make January and February yield their proportionate amounts. If you are in this
position, be sure and see that March makes up the deficiency.

Policies from the Post Cards.

Mr. A. H. Fair, Provincial Manager, Halifax, N. S.

“So far Mr. Gass has sent you an application from Mr. Lyman Clarke who
filled in one of these cards. I think this was a splendid idea and considerable
business should result from same, even if not immediately ”

Mr. J. S. Wallace, Provincial Manager, Winnipeg, Manitoba.

“ I might say that these post cards have had our very best attention. We have
been successful in securing one application through the medium of these cards.”

Mr. L P. Flagler, District Agent, Brighton, Ont., has been successful in securing
one application and expects another very shortly.

Follow up the post cards that were sent to you with the greatest persistency.
They will undoubtedly result in good business.

Who will Lead the Agencies for March

Mr. McCarthy says that Head Office Agency will be No. 1 for March. We
think Halifax should have a turn. However, Head Office Agency is out for first
place and is determined to get it. What do you say to this, Montreal ?

tan ding of the Agencies for January.

t — Montreal, Que.

2 — Halifax, N.S.

3 — Head Office Agency.

4 — Ottawa, Out.

5 — Winnipeg, Man.

6 — St. John, N.B.

Vancouver, B.C.

8 —Newfoundland.

Peterboro, Ont.

10 — West Indies.

■New Appointments.

The following gentlemen have recently joined the ranks of Imperialites : —

R. Mytton, Hamilton, Ont.

W. H. Harper, Norwood, Ont.

T. D. Morrison, D’Escousse, N. S.

We hone that they will all be present at the 1904 Convention.

t i — London, Ont.

12 — Brandon, Man.
Kingston, Oat.
Regina, Assa.

15 — Belleville, Ont.
Brantford, Ont.
Brighton, Ont.
Charlottetown, P.E.I.
19 — Durham, Ont.

The Danger of Delay.

It is not often that the danger of delay in applying for life assurance is so
strikingly indicated as in a case that has just come to our notice.

On December nth, 1903, Mr. F. B. Springer, of Vancouver, secured an appli-
cation for $10,000 from Mr. D. M. Blackwood, it being intended that the policy
should be payable to his wife. Mr. Blackwood was a strong healthy-looking man
with a good family history and no trouble whatever was anticipated with the medical
examination. The Company’s examiner, while not noting any definite defect, was
not altogether satisfied with the applicant’s heart, and stated that he could not con-
scientiously recommend the risk just then. We are advised under date of February
29th that Mr. Blackwood dropped dead on the street a few days previously.

Undoubtedly Mr. Blackwood could have secured the insurance a short time
ago, as his health was not markedly impaired when he was examined, about two
months previous to his death. Delay, however, robbed his widow of $10,000. Mr.
Blackwood’s intentions were of the best — but !

•

Honor Roll for February.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
1ms appeared on the honor roll to date.

No. of Times

A. Fraser, Quebec, Que.

Applications.

16,000

Rank.

I

Premiums.

701.05

Rank.

I

on Honor Roll.
I

J. P. Beaudoin, Montreal, Que

15,000

2

696.25

2

2

Dr. D. Lowrey, Toronto, Ont

12,000

3

499.10

4

2

T. C. Gass, Shubenacadie, N.S

12,000

3

395 5°

6

I

A. S. Hood, Halifax, NS...

I 1,000

5

623-55

3

I

Labelle & Co., Joliette, Que

8,750

6

264.80

9

I

J. A. Robinson, St. Johns, Nfld. . . .

8,000

7

47o-3o

5

I

W. G. Morrow, Peterboro, Ont ....

8 000

7

307.30

7

2

A. H. Fair, Halifax, N.S ,.... ....

7>5°°

9

221.25

n

2

S. P. Saunders, West Indies

7,000

10

282.50

8

I

R, E Verge, Halifax, N.S

7 000

10

206.60

13

I

J. J. Gardiner, Smith’s Falls, Ont. ,

6,000

12

254 5°

10

I

J. C. Baker, Halifax, N.S ........

5>5°°

T3

210.25

12

I

R. W. Day, Edmonton, Alta . . ......

5,000

14

197-75

14

I

C. F. McTavish, London, Ont....

5,000

14

188 35

i5

I

W. M. Rowat, Winchester, Ont

5,000

14

172.20

16

I

J. S. Wallace, Winnipeg, Man....

5,000

14

170.35

17

I

J. W. Glen wright, Winnipeg, Man . .

5,000

14

162.40

18

I

H. L. Grant, Woodstock, N.B . . . .

5,000

14

158 20

19

I

A. S. Wickware, Ottawa, Ont

5,000

14

I44.85

20

I

G. H. Jones, Toronto, Ont

5,000

14

T24.5O

21

2

A New Pamphlet.

A supply of the enclosed new form “ Investments” No. 442, can be secured
upon application to the Head Office or to your District Manager. It should be a
;good canvassing document.

Notes.

Montreal, Halifax and Head Office Agencies, the leaders for January, still occupy
the first three places, but in a little different order. Ottawa has jumped from seventh
place to fourth and Winnipeg from ninth place to fifth.

What is the matter with St. John and Vancouver. They should be higher.

We congratulate Mr. A. Fraser upon leading the Honor Roll for the first time.
He did a splendid February business, as also did Mr. J. P Beaudoin who gave him a
close race.

It is with pleasure that we note Mr. Glenwripht's name on the Honor Roll for.
the first time — also Messrs. J. 0. Balder, J. J. Cardiner, R. E. Verge and W. M. Rowat.

Halifax Agency holds five places on the Honor Roll. Well done Halifax,
m ake it six next month.

Mr. R. W. Day holds up the Vancouver agency all alone on the Honor Roll.

This is not right.

•

Mr. F C. Bogart of Napanee, says : “ I am selecting one hundred of the best

citizens of Napanee, and want to send them some literature in advance. Kindly send
me the enclosed.5’ We shall watch with interest the result of Mr. Bogart’s campaign
Would a similar campaign pay you ?

Business Men— Wise and Foolish.

A man who owns house, goods, or store and carries no fire insurance is a pretty
poor business man — you would be inclined to call him by a harsher term. Why ?
Because he exposes his property to injury or total destruction and rejects the oppor-
tunity of compensation which lies easily and cheaply to his hand. Penny-wise and.
pound-foolish.

Have you insured your property within some approach to its value? We mean
not so much the house or the store, but your greater property, that which has produced
all the property you did not inherit, is supporting your family, and creating, let us
hope, more property every year. We mean your ability to labor and the time to labor.
These are the most valuable properties a man can possess and unfortunately they are
more exposed to loss, impairment by injury or old age than property by fire, while,
their ultimate total destruction by death is not a matter of risk as in fire insurance but,
an absolute certainty.

The means to meet this impairment through accident, sickness or old age, or the,
destruction by death, lies as easily and cheaply to your hand as the fire insurance did
to the man whose house or store was destroyed uninsured. If his course was foolish)
in the minor matters of property which time and labor might restore, how much
greater is the folly of leaving uninsured or insufficiently insured the ability and the
time which, impaired by old age or destroyed by death, cannot be regained.

When Gresk Meets Greek.

‘ I was taken in last night,” said the first footpad.

“Get pinched?” asked the second.- .

“No,” is the scornful answer. “Think I don’t know the cops better than that?
It was this way : I held up a guy and took his leather and ticker away from him, and

first thing I knew he was talking about how dangerous my work was, and how I ought
to provide for the future, and blow me if he didn’t get me to sign an application for
life insurance and give him ail the money I had collected during the evening as a first
payment on the policy !” — “Judge.”

MftPERIA*.

x AGENTS NEWS ^

Vcl. 5 — No. 7. Published by The imperial Life Assurance Co. of Can. (1 — 4 — 04)

Will You Attend ?

Of course you will.

We mean the 1904 Convention.

You will make a great mistake if you don’t.

The more the merrier! and the more benefit it will be to each of us.

Do you know it’s going to be almost entirely a pleasure trip — to let
Imperialites become better acquainted with each other, and talk over their
difficulties.

No long business sessions—not a bit of it.

Everybody is going to enjoy themselves to the utmost. *

Have you secured one half your quota yet ?

Remember that one-half the time will have passed this month. It hardly
seems possible, but its true.

Probably you hadn’t thought of it in that light.

Were you allowing things to slip along without making any great effort
to qualify at present, but counting upon making it all up at the last moment ?

Don’t make any mistake like that. You’ll never join us this August
if you make such poor plans as that.

The sooner you secure your allotment the better. % Its easier to secure
it now than two months hence.

Be wise !

Always Appreciation For Promptness.

Quebec, March ioth, 1904.

The Imperial Life Assce. Co. of Canada.

Dear Sir : — We have to thank you for the very prompt payment of our
claim of one thousand dollars under policy No. 7744 on the life of our late
brother, A. P. Jacobs, who died 14th February. The total cost of this insur-
ance in premiums has been only $57.10. We have been put to no trouble in
proving our claim and our treatment by the Company and its representatives
has been in every way most satisfactory. We thank you and wish you
the unqualified success that such treatment of claimants deserves.

Yours truly,

Anna Jacobs,

A Policyholder’s Opinion. Emelie Jacobs.

Mr. J. B. Cooke, District Manager, Kingston, Ont., sends us the follow-
ing letter which he has just received. It shows which way the wind blows :

J. B. Cooke, Esq.,

Kingston, Ontario.

My dear Friend :

Received some time ago a report of the Imperial Life, and the report of
the Vice-President (Mr. Wood) was especially interesting; l think such in-
formation given to the. policyholders and the general public should materially
increase the amount written in 1904 A. D.

The Imperial has made a good showing, and I do not pay my premium
this year so reluctantly as I did last year ; I see what is being done with the
premiums and surplus, and think at the end of twenty years my policy will
be worth all the company guaranteed, and thesurpius more than the estimate.
If I were going to take any more insurance I would not hesitate to take the
Imperial Life. Yours truly,

(Dr) B. B. Bridge.

Foreign Companies.

Mr. E. S. Miller, Provincial Manager, Montreal, referring to foreign
companies in his weekly letter to his agents says :

“In your work it is well to believe thoroughly in the Company you
represent and the following additional facts may help you. jst. There is
no American Company doing business in Canada whose ieserves are upon
as stringent a basis as those of the Imperial. This means that no American
Company affords the same security as does the “ Imperial.” Don’t be misled
by mere size. It is just as likely to be an evidence of weakness as of
strength. 2nd. No American Company earns as large an average rate of
interest as does the Imperia1. This means that the profit earning capacity
of the k‘ Imperial” is greater than that of the American Companies. Again
don’t be misled by the figures of “ Actual Results” quoted by certain Com-
panies. They are results of policies absolutely devoid of liberality and
current during a period when the Companies were earning a higher rate of
interest and when their expenses were for the most part lower.

The man who insures to-day has no part or lot in the millions that are
flaunted before his eyes as a bait. The accumulations of reserve and surplus
are solely the property of the existing policyholders, and his interest is
entirely in the future and not in the past.”

Mr. j. S. Wallace, Provincial Manager, Winnipeg, Manitoba, advises us
of the death of Mr. S. J. McLeod. Mr. McLeod at one time held Policy No.
1918 with the Imperial for $2,000 but a short time ago surrendered it for its
cash value. His death was very sudden as he was in his office the same
week as he died. Moral ; don’t surrender an Imperial policy.

Prominent Polieyholders.

November 30th was the last date on which we published our list of pro-
minent policyholders. Since then — in three months — the following names
have been added to the list.

Imperial prestige is strong — and this is the proof of it. Use it that way.
Shew your prospect the faith prominent Canadians have in the Imperial.
They can’t shew any greater trust than by carrying an Imperial policy, — and
they do so.

Robert Fisher

Judah Sudmin

William C. Trenholm.

Francis D. Shallow

Geo. W. Seymour

Chas. W. Jeffreys

Elbert N. Soper

Hon. Cecil Edwardes . . ,

Clarence M. Marpole

Chas. H. Ackerman

John H. Andersen

Wm. A. Denton

Robert I. Towers

W m. H. Barry

Robert C. Donald

Hon. Edward M. Jackman

Jos. B. Tyrrell

Wm. ITarty, jr

J >hn J. Nickson ....

Wm. T. Pember

Peter Rutherford

Thos. Bradshaw

Wm A. Lingham

Gaspard Lecornpte

Philip J. Lahee

Geo. Kelly

Walter F. Evans

Jonas W. Griswold

David Sanson

Henry B. Stairs .... ...

Tohn Leamon

Joseph Lafrance \ . .

Ernestine Lafrance.. . . /

John Standfield

Syrett Norfolk

Andrew Devine

Jno. L. Galloway

Clarence S. Pitcher

Oscar Daigneault

Edwin Dickie ....

) oseph N. Brisson . . \ .

Anna Brisson J

Guadias M. Fortier.)

Mde. B. Fortier /

Donald G. Simpson

Dr. Frederick Deane ....

Samuel Harris

Walter W. Lailey

Daniel C. Woods

.Farmer Winnipeg, Man

Merchant Tailor Vancouver, B.C

Fish Merchant Port Elgin, N.B

Newspaper Proprietor Montreal, Que.

Mgr. Henry Doyle & Co. . .Vancouver, B.C

.Artist Toronto, Ont

.Imperial Bank Ottawa, Ont

.Broker Vancouver, B.C

Coal Merchant Vancouver, B.C

Student Peterboro Co

.Financial Agent Winnipeg, Man

.Buyer, Jno. Macdonald Toronto, Ont

Lawyer Sarnia, Ont

.Student Niagara Falls, Ont. ...

Barrister, etc Toronto, Ont

Minister of Finance St. John’s, Nfld

.Mining Engineer Dawson, Yukon

.Student Kingston, Ont

Contractor Vancouver, B.C

Merchant Toronto, Ont

. Advertising Manager Toronto, Ont

. Vice-Pres. Imperial Life. .. .Toronto, Ont

.Importer Sidney, Australia

.Plumber and Roofer Montreal, Que

.Electrical Contractor Montreal, Que

. Book Seller Toronto, Ont

.Music Dealer Vancouver, B.C

.Civil Engineer Belleville, Ont

.Lumber Merchant Boiestown, N.B

.Barrister Halifax, N.S

Bookseller St. John’s Nfld

.Master Plumber Montreal, Que

Woollen Manufacturer Truro, N.S

.Blacksmith Haileybury, Ont

.Contractor . . North Bay, Ont

.Book-keeper Toronto, Ont

.Gen. Merchant Bridgetown, B.W. I. ...

.Student Ste. Cunegonae, P.Q. .

Gen. Merchant Upper Stewiacke, N.S,

.Jeweller Montreal, Que

Agent, Imperial Life Quebec, Quebec

, Civil Engineer Bridgetown, B.W.I...

Surgeon ....... Bridgetown, B. W. I . . .

, Lithographer Toronto, Ont

. McMaster University ..... .Toronto, Ont

.Grocer Halifax, N.S

$5,000

5,000

5,000

5,000

5,000

5,000

5,000

10.000
5,000
5,000

13.000
5, coo
5,000

5,OGO

5,000

5,000

5,000

5,000

5,000

5,000

5,000

5,000

5,000

■ 5, coo

10.000
10,000

5,000
, 5,000
5,000
5,000
5,000
5,000

. 10,000
5,000
5,000
5,000
• 5, coo
5,000
. 5,000
. 5,000

5,000

, 5,000
. 5,000
5,000

■ 5 ,000
, 5.000

Security— What it Does.

What is the most important and fundamental thing in determining the
value of a Life Insurance contract ?

The financial strength to make it good — there can be no argument over
that point.

A company may have the best of intentions, it may sell the most open con-
tract, it may treat every claimant liberally, but unless the security behind its
contracts is ample for all emergencies there is a diseased spot in the body
which threatens to make every other point valueless. And it is strange, too,
when you come to think of it, that this, clearly the most important and
necessary feature in the contract, is the gratuitous part of it, and that a con-
tract which possesses this security to its maximum, costs the purchaser no
more than one which possesses it least.

The possession of great security is not lacking in the more indirect re-
sults ; it exerts a strong but subtle influence upon the minds of the officers
of a company which possesses it, and undoubtedly broadens their inter-
pretation of policy provisions to the advantage of policyholders. It is this
factor that makes the interpretation of terms even more important than the
terms themselves, and that interpretation cannot fail to be influenced by the
resources of the Company. It is these two factors, the unequalled financial
strength of the Company and its influence upon the interpretation and
adjustment of claims, that makes the policies of The Imperial the best in the
market.

Mr, J. W. W. Stewart, Provincial Manager, Vancouver, has recently
written to each teacher in his district indicating the many advantages of the
Imperial from a fieldworker’s standpoint, and stating that we are always
ready to negotiate for agency positions. Every opportunity to increase the
organization should be taken advantage of and we think Mr. Stewart will
find this a successful method.

Mr. G. A. Lane, District Manager, St. Catharines, in enclosing an appli-
cation for a io Year Endowment says :

“ This man is taking this means of saving $100.00 a year. He is a good
man, has saved money and is getting $50.00 per month out of which he is
saving $20.00 every month. We found him halting between the “ Mutual” j
and “ Excelsior,” and had no difficulty in showing hint that the Imperial was
the Company . The question of security was of chief importance. I may say
that the other Companies offered Mr. Howse a large rebate , while we secured a
settlement for the full premium .”

This is the right class of business.

New Appointments.

The following new appintments have been made lately : —

J. Humphries, Cobden, Ont. J. L. Haggen, St. Thomas, Ont.

J. H. Laughton, Park Hill, Ont. T. McLennan, Belmont, Man.

R. G. Nesbitt, Midland, Ont. A. J. Algate, Toronto, Ont.

We welcome all of these gentlemen to our staff and hope to see their
names appear on the honor roll from time to time. The first thing an agent
of the Imperial Life should do is to make application for an Imperial
policy. Imperial goods can then be sold from experience. * A word to the
wise, etc.

v AGENTS NEWS

Vcl. 5— No. 8. Published by The imperial Life Assurance Co. of Can. (15—4—04)

Actual Mortality 53% of Expected Mortality.

An Exceedingly Strong Canvassing Point.

Life assurance policies are based upon a certain average rate of
mortality, deduced from the actual experience of a large number of life
assurance companies extending over many years. The mortality table
thus framed is known as a Standard Table of Mortality. It is customary
for life assurance companies to compare their actual mortality experienced
each year with the expected according to this standard table. The
actual mortality will never be the same as that set forth in the standard
table — there will always be some difference between the actual mortality
experienced and the expected mortality. This difference will be a profit or
loss according as the mortality actually experietned is less or greater than
the mortality expected by the standard table upon which the premium rates
have been based.

During the past six years of the Imperial’s history, ending 31st
December, 1903, the total expected mortality amounted to $354,118, while
the actual death losses were $189,550, being $164,768 less than, or but
53% of the expected.

By a careful selection of its risks, the Imperial Life has saved its policy-
holders $164,768 in six years, and by a continuation of this judicious
selection Imperial policyholders will be saved many thousands of dollars
in the future.

Not only is this a strong point for you to present to intending policy-
holders, as an indication of prudent management, but is it not also a
strong point to present as an argument in favor of insuring in the Imperial
Life, where 90% of all profits on participating policies go to the pob'cy •
holder ?

^VPERIAL

OS

The Advantages of the Automatic Non forfeiture Provision

Midland, Ontario, March 25th, 1904.

T. Bradshaw, Esq., Vice-President,

The Imperial Life Assurance Co., Toronto,

Dear Sir :

I thank you for the cheque for $1,000 in settlement of my late son’s policy, and
your very liberal treatment of the claim.

I may say that I now fully realize the liberality of an Imperial policy. As you
are aware, my son did not pay the April 1st, 1903 premium when it was due. Under
ordinary circumstances the policy would have lapsed, but by virtue of the liberal
non-forfeiture provi ion contained in Imperial policies, it was continued in force. In
September last my son took ill, and when he tendered the overdue premium to the
Company in January he was unable to pass a medical examination. This, however,
he found was not necessary as the policy had been kept in force by the Company
advancing the premiums under the Automatic Non Forfeiture provision without
request or application.

Thanking you for your promptness and courtesy in the matter, the cheque
having been received immediately on completion of the papers, I am,

Yours very truly,

(Signed) Jane I. Dobson.

A Talking Point.

Mr. Geo. R. Hamilton, Manager Western Ontario, London, in his April letter
to his assistants, brings out a good talking point :

“ I wish to call your special attention to one veiy strong point about an Imperial
20 Payment Life Policy that you may have possibly overlooked.

You are frequently met by the statement that a man wants the money himself
at the end of 20 years, and must have an Endowment, but when you quote an En-
dowment rate the objection is raised that the premium is too high.

Now the 20 Payment Life Policy has an advantage that the 20 year Endowment
has not.

If a man is insured on a 20 year Endowment, and alive at the end of 20 years,
but say in poor health, he must cash his Endowment, — no other choice open except
the annuity. The main reason why a man would want to cash a policy himself would
be that he needed the money. If he insured at 25 years of age on a 20 Payment Life
he can have at age 45 $226.00 in cash profits, and instead of taking an additional sum
of $5 1 7.00 and quitting he can borrow 94% of that amount or $487.00 which would
give him altogether $713.00 cash, and he would still have a paid up policy of $1,000,
payable at death, earning profits for the balance of his life but with a loan against it
of $487.00.

Total cash withdrawn as above ----- $7I3 00

Total premiums paid ------- 600.00

Balance over amount paid ------ $113 00

and still a paid up policy of $1,000, with a loan of only $487.00 against it.
Have you shown it that vyay ? Look it up in your Manual.”

2

The Inevitable Result.

One of the Officers of The Imperial Life Assurance Company of Canada received
a few days ago, papers in connection with a policy taken out with one of the assess-
ment societies of Ontario, subsequently taken over by another assessment society.
The original certificate had been issued at the age of 58, and provided for calls of
$4.68 per month for $2,000 of assurance. A call is now being made upon the member
at the rate of $200 per annum. The member now is aged 75, he is unable to pay the
increasing amount of the assessments, and being too old to secure assurance, he is
unable to make any provision whatever for those dependent upon him. This is an
illustration of the many cases which exist, and another evidence of the weakness of the
assessment system of life assurance.

Mutuality a Farce.

Experience has demonstrated fully that mutuality in life assurance is simply a
name to conjure with. So far are the members or policyholders from real control of
the company that they are only lifeless figures on the life assurance chess board, to be
moved at the will of the players — the self-constituted officials at the home office.
With most companies the theory of control by the policyholders is kept in the fore-
ground, and as it is clearly impracticable for many of them to vote in person at the
annual meetings they are afforded the privilege of voting by proxy. By a carefully
planned arrangement, however, the men who are “ in the saddle” at the home office
have shrewdly managed for years past to prosecute a general proxy hunt, through the
dependent agents in the field, who are generally rewarded for securing large batches
of proxies in blank, often adroitly unlimited as to time, and which are held by two or
three officials in sufficient number to control every election. Thus under the forms
of law the “ purely mutual” companies have become the closest kind of close corpora-
tions. As a matter of accomplished fact the unorganized body of policyholders are,
and have come to know that they are, as powerless to institute reforms or to change
administrations as are the lay figures on the chess board to move themselves.

— Insurance Post.

Use a Sample Policy.

The Vice-President of one of our life companies struck a keynote, and one
which particularly applies to lmperialites, when he advised agents to go after business
with a sample policy in their pocket. A salesman in any other line would make a
sorry spectacle trying to show up the advantage of a certain line of goods without
any samples. How many times have men on the road been compelled to sit in a
hotel because a sample trunk went astray ? The prospective buyer likes to see the
goods ; even the most expensive catalogues proving unsatisfactory. This being true
of other lines, why not of assurance ? By all means talk from the policy. Even if
you have to go away without an application, your prospect knows that the good
arguments you have advanced are based on the contract itself. Perhaps while tracing
out one clause after another, he may become sufficiently interested to look on with
you. He may not buy, but having seen the contract he is in a position to recommend
you and your company to others. Carry a sample and use it. Better still, let it be
a policy on your own life for a snug sum.

Policyholders’ Pocket Index.

If you can use one of these publications, giving the statements of the Canadian
companies for the year 1903, to advantage, write to your District Manager for a copy.
It shews the Imperial in a particularly strong light, and will be of inestimable service
to you in competition.

3

A Tip.

Sometimes. in his caavassing an agent encounters a man who says that
he is too busy to sign an application but expects to take a policy some day.
Here is one way to reach such a man.

Have an application filled out in advance.

Did that ever occur to you ? How, you ask, are you to do it.

Well, you know the man’s name. Put it down on the application.

Then you know his business address. Get that down. His residence
you can learn from the directory. Enter that also.

If you have been adroit in your preliminary canvass, you have already
discovered his date of birth. Write that in the application and also his age.

Then you know his occupation. Fill that in.

Then you should have a fair idea of the amount and kind of policy
the prospect has been considering. Put those items in. What is left ?

Little, except the signature and name of the beneficiary.

With all the preliminaries out of the way you can close that case in a
half minute.

So when you are confronted with the “too busy” excuse, you can remark
to your prospect that you knew that he was a busy man, and you have plan-
ned to save his time. Then whip out the application and tell him all there is
to do is to sign and designate a beneficiary. That course will appeal to many
men. They cannot but admire your ingenuity and enterprise. It will make
them think that you know their business and that you are a good man to
handle their business. Again, this scheme will catch a man unprepared and
unable to make a resistance. xAnd while at such a disadvantage he will be
Uiore likely to sign than after a stubborn argument.

The scheme works. It has been tried repeatedly and often succeeds.

To use it properly, get all the essential facts relating to the application
during your preliminary canvass. Draw up the application in the office.
Then on your next visit concentrate on the signature.

Good Business.

Mr. A. S. Wick ware, District Manager, Ottawa, Ont., writes : —

“There is one feature about our first quarter’s business this year, and that is,
that in going over the policies I do not see that we have one policy issued this year
that will not be paid for.”

We congratulate Mr. Wickware upon this splendid showing. If every agency of
the Company reached this standard, what a pleasure the life assurance business
would be.

The Imperial Spirit.

Mr. C. A. Armstrong of Truro, N.S., joined the Imperial ranks on March ist.
That he will prove a successful Imperialite is evident not only from the results of his
first month’s work, which gave him third place on the Honor Roll, but more particu-
larly on account of the enthusiastic spirit in which he is working. He writes under
date of April 4th as follows • —

“The prospects for business this month are good and I hope to be able to for-
ward a number of applications. I find the Imperial Life a splendid Company to
work for. The name appears to be familiar to a great many people and the fact that
it is a Canadian Company makes one feel that he has something to offer the public.”

4

Honor Roll for March.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll since the beginning of the year.

No. of Times

S. P. Saunders, West Indies

Applications.
= $42,000

Rank.

I

Premiums.

1949.20

Rank.

I

on Honor Roll.
2

J, H. Macabe, Toronto, Ont

18.000

2

650 90

3

T

C. A. Armstrong, Truro, N.S.

15,000

3

678.95

2

1

J. C. Gass, Shubenacadie, N.S .....

• u,5°°

4

403-25

6

2

J. A. Labelle, Joliette, Que

10,000

5

282 40

*5

2

A. H. Fair, Halifax, N.S

9,000

6

436.80

4

3

E. S. Miller, Montreal, Que

W. H. Bessey, Toronto, Ont

9,000

6

302.90

J3

2

9,000

6

286.95

14

1

J. P. Beaudoin, Montreal, Que

. 8,500

9

335-05

9

3

W. H. Seymour, Hamilton, Ont

7>5°°

10

368.45

8

1

J. B. Waddell, Carleton Place, Ont

7>5°°

10

3t8-7°

10

1

R. W. Day, Edmonton, Alta

7,000

12

412.30

5

2

J. B. Cooke, Kingston, Ont

7,000

12

378.70

7

1

G. M. Fortier, Quebec, Que ,

. 6,500

14

304-85

1 1

1

C. Constantineau, Quebec, Que. ........

J. J. Gardiner, Smith’s Falls, Ont

6,500

14

304-85

11

1

6 500

14

224.00

17

2

N. Booker, Aylmer, Ont ...

6,000

17

214-05

18

1

J. S. Wallace, Winnipeg.

6,000

W

196.70

19

2

C. A. Crysdale, Vancouver, B.C

. 6,000

17

170.25

22

1

W. A. Gibson, Fredericton, N.B ...... .

5>5°°

20

240.40

16

2

A. E. Liddell, Montreal, Que.

5, ooo

21

184.20

20

1

J. C. Baker, Halifax, N.S

5,000

21

176.15

21

2

H. A. Bourne, New Westminster, B.C. .

5, ooo

21

168.50

23

1

S. R. Stewart, Brantford, Ont ..........

5, ooo

21

I57-3°

24

1

W. E. Kerr, Toronto, Ont

5, ooo

21

132.60

25

1

Standing of the Agencies for March.

1.

Montreal, Que.

12. Brantford, Ont.

2.

Head Office Agency.

Regina, Assa.

3*

Halifax, N.S.

14. Brockville, Ont.

4-

West Indies.

15. Newfoundland.

5-

Ottawa, Ont.

St. Catharines, Ont.

6.

Vancouver, B.C.

17. Belleville, Ont.

7-

Kingston, Ont.

Durham, Ont.

London, Ont.

Norwood, Ont.

9-

Hamilton, Ont,

20. Brighton, Ont.

10.

St. John, N.B.

Ingoldsby, Ont.

w.

Winnipeg, Man.

Peterboro, Ont.
Sault Ste. Marie, Oi

5

Terminations.

Mr. J. W. W. Stewart, Provincial Manager, Vancouver, B. C., writes : —

“ I have introduced a ‘f follow up” system in connection with the terminations.
It is on the “tickler” plan and I feel sure that it will be beneficial. Outside termina-
tions will be looked after by correspondence, and the city ones will be visited in
person.”

The overdue premiums cannot be too carefully looked after. Every representa-
tive should keep this in view and have some system whereby they can be intelli-
gently followed up. The Executive always considers the permanency of the business
as one of the most important points in reviewing the business of an agency.

A Hint to Imperialites.

.RUSSIA : “No fair! I wasn’t ready.”

Don’t wait until the last minute to secure your Convention quota, but “ sail
right in ” now, and qualify. If you don’t you will find that somebody else has
been too quick for you, and the business has gone. The one that “gets there
first ” is the one that wins every time.

New Appointments.

The following new appointments have been recently made :

W. j. Gard, Parrsboro, N.S.

A. M. Mahaffy, Bracebridge, Ont.

C. A. Crysdale, Vancouver, B.C.

A. D. Oddy, Castries, St. Lucia, B.W.I.

The organization of the Imperial is continually growing, and we heartily welcome
these new members to our ranks.

6

Notes.

To Mr. S. P. Saunders belongs the distinction of having produced during March
the largest personal business secured by any Imperialite during any one month of
this year. Congratulations, Mr. Saunders.

Montreal Agency has six places on the Honor Roll ; Halifax four places ; Head
Office Agency and Vancouver three each.

Notwithstanding the determined effort put forth by Head Office Agency,
Montreal won first place for March after a close campaign. Montreal also leads for
the first quarter. Well done, Mr. Miller. The three leaders for March have
monopolized these places so far this year. Isn’t there another agency capable of
travelling in this company ? What is the matter ?

The Man to Hit.

When an agent from a distance
Has the daring and the nerve,
Without asking your assistance,

To invade your rich preserve ;

When he places big insurance
On some folks on whom you call,

And you feel ’tis past endurance,

Should you hit him ? Not at all.

Where you’ve left the door wide open
He has merely scrambled through ;
Where you said, “There’s no use hopin’.”
He’s found treasure, good and new ;
He has shown you business written

Where you thought none could be writ,
So, my friend, if you want hittin’,

’Tis yourself that you should hit.

Standing of the Agencies for

1 — Montreal, Que.

2 — Head Office Agency.

3— Halifax, N.S.

4 — Ottawa, Ont.

5 — West Indies.

6 — Vancouver, B.C.

7 — St. John, N.B.

8 — Winnipeg, Man.

9 — London, Ont.

io — Kingston, Ont.
n — Peterboro, Ont.

12 — Belleville, Ont.

13 — Regina, N.W.T.

the First Quarter.

14 — Hamilton, Ont.

15 — Newfoundland.

16— Brantford, Ont.

17 — Brockville, Ont.

18 — Brandon, Man.

19 — Durham, Ont.

St. Catharines, Ont.
21— Charlottetown, P.E I.

Norwood, Ont.

23 — Ingoldsby, Ont.

Port Elgin, Ont.

Sault Ste. Marie, Ont.

7

Don t.

The following “ Don’ts” are taken from a book entitled “ Some Life Insurance
Dont’s,” by Mr. J. C. McCleery, of London, Eng., and we think they are well worth
re-printing : —

Do?i't approach a man when he’s completing a big contract or is at family prayers.
There is a time for everything, and a proposal form thrown with confetti on a man’s
wedding morn, is apt to make the bride uncomfortable.

Dorit be disappointed if you don’t succeed at the first time of asking. Your
present wife didn’t say “ Yes” when you first proposed. She did, did she ? Ask her
now and you’ll find I’m right.

Dorit “ nag” your client. He is probably a married man and you have no right
to do another person out of a job.

Dorit be alarmed if your client interposes arguments and raises objections.
That is the time to rejoice with exceeding great joy. Like the money lender he
is taking some interest in the business.

Dorit let your man off with the favorite plea that he’ll do without assurance and
take the risk. He is not taking the risk; it is his wife and family who are taking it,
and wives would not be so stubbornly antagonistic to life assurance if they only
realized that fact.

Don't let him take out a policy in an assessment office. Two people, at least,
will regret it if he does — himself and his widow.

Dorit tell a man he may die next year. He may dislike generalities and may
press for more detailed information which you might be unable to give.

Dorit biing out your best arguments at the start. Soup invariably precedes
the joint.

Dorit be afraid to call upon a man a second, third, fourth, aye even unto seventy
times seven. You don’t pack up your fishing tackle if the fish don’t respond to the
first cast, do you ?

Dorit let a man think you are canvassing him for motives of pure philanthropy
Some men think all other men liars. Your client may be among the “some.’1

Dorit quibble with a man over the place and date of his birth. He was there,
you were not.

Dorit rely on prospectuses. In many case, they are about as useful as the map
of England, if you wanted to go from Berlin to St. Petersburg.

Dorit trouble about the awkwardness of the hour at which a client may wish to
see you. If he is in bed, all the better. He can’t get out.

Dorit forget to know where to draw the line. You can talk a man into assur-
ance and talk him out again. Know when to stop.

Don't forget that the moment you assure a man you have made a capitalist of
him. Weigh him before and after be receives his policy, and note the difference.

Dorit imagine that there are only three “professions” — divinity, law and medicine.
There is a fourth of equal importance to any of the three. The professor of divinity
may prepare a man for heaven; the professor of the law is pretty sure to send him
elsewhere; the professor ot medicine may postpone a journey to either locality, but
the life assurance solicitor prepares him for whatever may happen.

Dorit lie to long — in bed I mean. But when you button-hole a client at, say io
a.m., don’t open the conversation with words to the effect that the early bird catches
the worm. He may object to being. likened to a crawler.

Dorit talk nonsense, but don’t be lead away by the suggestion that silence is
golden. It is not. Silence is copper. It is the man who can talk — and knows when
to stop — who gathers in the shekels.

8

Vol. 5, No. 9. Published by the Imperial Life Assurance Companyof Canada

tasssasz

United States Companies.

The aggressive policy adopted by some of the United
States companies in Canada is resulting in a large number
of Canadians placing their assurance in these companies
directly in opposition to their own best interests.

The only reason for this, if it can be called a reason,
is the persistent and enthusiastic canvass maintained by
the representatives of these companies. If the merits of
the Canadian companies were properly presented to each
one of these applicants, there is not the slightest doubt
but that they would take “ Canadian ” policies. But if
they do not know the greater value of “ Canadian ” poli-
cies, they cannot be blamed for securing an inferior article.

In order to place Imperial representatives in a position
to demonstrate the marked advantages of an “ Imperial ”
policy, the most liberal policy issued by any Canadian
company, the information contained in the following pages
is given. Used in connection with the enclosed circular,
“ Canadian versus Foreign,” it cannot fail to be convincing
evidence of this superiority, and it will be your own fault
if any “ United States ” policies are issued hereafter in
your district.

Interest Rates.

The Insurance Press of New York has just published the interest rates of the
United States life insurance companies for the year 1903, taken by that paper from
the official report of the Connecticut Insurance Department. For the Companies
doing business in Canada these rates are as follows : —

%

Aetna Life ... ... 424

Travelers Life 4.27

Equitable Life 3.70

Metropolitan Life 3.98

Mutual Life of New York 3 96

New York Life 417

Provident Savings Life 4.05

Union Mutual Life 3 81

United States Life 4.69

Average for all Companies 4.09

The average rate earned by the Imperial Life in 1903 was 5.29%. It will thus
be seen that the Imperial rate is .60 points in excess of that of the highest rate of any
of the above United States Companies; 1.59 points in excess of the lowest rate earned
by these Companies, and 1.20 points in excess of the average rate earned. This
is a most important point for agents of the Imperial Life to know and to fully realize

The Imperial's Guaranteed Security Policy.

This policy is generally regarded as the par excellence in life assurance. There is
no contract extant to-day which grants as many privileges to the assured as this favorite
contract. Imperial Life agents feel that they nave a magnificent selling article in
the Guaranteed Security Policy, and in competition, it generally carries the day.

There is one feature about it which has, perhaps, not been fully realized by
Imperialites, and that is, for about the same premium that would be paid to one of
the large United States Companies for an ordinary 15 or 20 Payment Life, or a 15
or 20 year Endowment Policy this modern, advantageous Guaranteed Security policy
of the Imperial Life can be secured. Below we give the ordinary rates of the New
York Life, Mutual Life of New York, and the Equitable Life, and contrast these with
the rates charged by the Imperial for its Guaranteed Security policy, with all its
accompanying advantages and liberal features over the ordinary policy of the com-
panies mentioned.

Age.

Mutual Life.

New York Life.

Equitable Life.

Imperial Life
G. S.

20

33-66

36.00

36.00

32.95

25

35-99

38.35

38.35

36-05

30

39-44

41.78

41.78

39-90

35

43 65

45 91

45-91

44-35

40

48 83

50.92

50.92

49.60

45

55-33

57-i6

57- 1 6

56 20

5°

63.72

65. r6

65 16

64.40

55

74-7i

75 66

75.66

75.OO

20

28.28

20 PAYMENT LIFE.
29.84

29.84

28.05

25

3°-25

3I-83

3i83

30-75

30

33-20

34-76

34-76

34-25

35

36.87

38.34

38-34

38-35

40

41.46

42.79

42.79

43 45

45

47.42

48.52

48.52

50.35

50

55-38

56.17

S6i7

59-40

55

66.30

66.69

66.69

72.15

15 YEAR endowment.

Age.

Mutual Life.

New York Life.

20

68.37

68.40

25

68.77

68.82

30

69 45

69 51

35

7°-43

70.50

40

7i-93

72 OO

45

74.40

74-44

5°

78 55

78.53

55

85-37

85.21

Equitable Life.
68.40
68.82
69.51
70.5°
72.00
74-44
78.53
85 21

Imperial Life
G. S.

66.70

67-15

68.05

69 15

70.70
73-35
77-45
84.00

20

49-73

25

50.18

.30

50.96

35

5213

40

53-98

45

57-03

5o

62.15

55

70.51

2 0 YEAR ENDOWMENT.

50.07
5°-53
5i-3i
5 2 *47
54-3 1
57-32
62.34

7°-5r

5007

49.00

50-53

49.70

5i-3i

5085

52-47

52-5°

54-31

54.90

57-32

58 95

62.34

65-!5

70.51

75-IQ

The ordinary policies of the United States Companies mentioned do not
guarantee the return of all premiums paid after the icth year if death should occur
within the Accumulative Surplus period ; neither do they guarantee to advance as a
loan all premiums payable after the 10th year and cancel such loan if death take place
within the Accumulative Surplus period.

Foreign Business of United States Companies.

The Connecticut Insurance Report for 1903 contains the figures of the foreign
business of the New York Life, Equitable Life and Mutual Life of New York, and the
questions which these figures naturally suggest are, — what risk do these companies run
from international differences which are continually springing up ? from the danger of
transacting business so far away from the Head Office ? and from the loss resulting
from an increased mortality, which a great deal of the foreign business of these com-
panies must be subjected to? Nearly all of the foreign countries in which these com-
panies operate require large deposits, and the placing of important funds in the hands
of foreign Governments and foreign representatives. The question naturally arises
— is this a safe method of conducting life assurance ? Is it a method in the interest
of home policyholders ? Is it a method which is calculated to strengthen or weaken
the security of policyholders in this country ? The following figures indicate the
extent of the foreign business of these institutions, and as this class of business keeps
growing, it may not be many years before the foreign business exceeds that of the
home business. Such a condition would present some very interesting problems.

Foreign Business in Force.

Company Amount % of total.

Equitable $3I5-925»572 23 05

Mutual 254,494,390 17.61

New York 409,635,830 23.47

Foreign Claims paid.

Company Amount

Equitable 8,776,246

Mutual 2904,227

New York 6,755,419

% of total
47.91

1 5*33
40.07

The Effect of Interest Earnings.

An illustration of the effect of a good average rate of interest, compared
with a comparatively low rate, can be obtained from the following. Assuming that
the annual premium paid is $100, the following table will give the amount of this
premium accumulated for a surplus period of 20 years at the various rates of interest
earned by the different companies mentioned : —

Company.

Rate of
Interest.

°/

Amount to which $100 per
annum will accumulate in
20 years.

$

3182.50

Aetna Life

/ 0

4 24

Travelers Life

4-27

3I93-4o

Equitable Life

3-7o

2993 60

Metropolitan Life

398

3o89-95

Mutual Life of New York

3 96

3082.90

New York Life.

4-17

3I57-3°

Provident Savings Life

4 05

3II4-55

Union Mutual Life

381

3°3r*00

United States Life

4-69

335°-35

Imperial Life

5.29

3590.00

As policyholders are now very largely concerned with profits, it will easily
be gathered from the foregoing what a superior advantage the Imperial Life has over
the other companies named for earning surplus for policyholders from interest alone.

Effect of Interest on Surplus Earnings.

The rate of interest earned by United States life assurance companies in Canada has
already been referred to. It is important that our agents should understand clearly the
effect that a good rate of interest earned has upon surplus earnings. One of the impor-
tant elements of profit to a life assurance company is the excess of interest earned on the
reserve jund over the rate at which the reserves are calculated. By way of illustration,
let us assume a “ Reserve Fund” of $2,000,000. The following table will show the
annual surplus earnings from interest on such an amount of reserves : —

vr r rr Rate of Interest

Excess Int. Rate over

Annual Amt. of surplus

i>auic ui pauy.

earned.

Reserve Rate of 3>£%.

earned by excess Interest.

^Etna Life

%

4.24

%

•74

$

14,800

Travelers Life

4.27

•77

15,400

Equitable Life

3-7°

.20

4,000

Metropolitan Life

3-98

.48

9,600

Mutual Life of New York

3 96

.46

9,200

New York Life

4.17

.67

13,400

Provident Savings Life . . .

4-05

•55

11,000

Union Mutual Life

3.81

•31

6,200

United States Life

4.69

1. 19

23,800

Imperial Life

5.29

1.79

35,800

The last column is, of

course, obtained by taking the

excess rate of interest

as shown above on the $2,000,000 of assumed reserves. If the reserves amount to
more, then the advantage would be all the greater. Here again is a strong

point in favor of the Imperial.

m

^^8SS

A,

Vol. 5, No. 10. Published by the Imperial Life Ass’ce 0o5y of Canada. (15-5-04)

Tliem Convention

We received a letter from one of our local representatives the other
day, from which we quote the following extract :

“ It (the Convention) most certainly is a great stimulant to an
agent who, like myself, has never had an opportunity to see a little of
the outside world, but I pity the agent who, like myself, sees how im-
possible it is to do the required amount of work in the given time.”

Now, how many Imperialites look at the matter in this light ? It
certainly was a surprise to us to find an Imperialite who has given up
hope at this stage of the campaign. With three months left in which
to qualify, this Imperialite has “thrown up the sponge” and decided it
is no use trying.

There is not a single representative in the whole Dominion who
will secure his quota if that is all the spirit he has. No man could make
a success of any business on these principles, much less a success of
life assurance, which requires a constant perseverance, found only in
men of indomitable will. Cast your mind back over your own career,
and look at the times when you achieved success at the last moment —
after you had given up all hope, but, with a real “Scotch” stubborn-
ness, were fighting to the end. Success only comes to those who are
determined to succeed — a half-hearted spirit never yet won the
fight.

Let us ask every Imperialite to consider his own position for a
moment, Some have already completed their quota ; others are on the
eve of doing so ; but, again, there are others who have not made that
steady progress towards the desired goal which we had expected. What
is your position? Do you feel “down and out?” Ascertain just what
amount you have to secure by July 31st. There are still 10 weeks left,
and if you carefully plan your campaign to make each week count, won-
ders will be accomplished. You will be surprised how much easier it
will be to accomplish your quota, if you go at it systematically.

And, finally, having decided definitely that you are to accompany
us next August, keep your determination always before you, remember-
ing that it is the constant effort that gives the greatest result. There
is not an Imperial Representative but can complete his allotment if he
so determines.

3

Leaders of the Honor Roll for 1901.

January

February

March

April

- Dr. D. Lowrey, Toronto, Ont.

- A. Fraser, Quebec, Que.

- S. P. Saunders, West Indies.

- Rev. A. W. Ross, Portage La Prairie, Man.
Who will lead for May ?

Guelph Agency.

We have pleasure in recording the appointment of Mr. Jos. Lawson as District
Manager of the above agency, embracing the counties of Bruce, Grey, Wellington,
Waterloo and Peel with headquarters at Guelph. Mr. Lawson is an experienced
insurance underwriter, having been previously District Manager of the Great West
Life at Ottawa, and will undoubtedly prove a valuable acquisition to our field force.
We extend to him a hearty welcome.

Port Hope Agency.

We have also pleasure in welcoming back to the Imperial, Mr. J. T. Purdon.
Mr. Purdon was connected with the field staff about two years ago, as most Imperial-
ites will remember, but left us to take up other work. However, his enthusiasm for
the Imperial was too strong, and he has come back to take charge of the Counties of
Durham and Northumberland, averring that the Imperial is the “ Only Company. ’

“ Good-luck, Mr. Purdon.”

Peterboro Agency.

Another appointment we are pleased to record is that of Mr. H. B. McBain of
Peterboro. He will not disturb Mr. Morrow’s agency, but will look more particularly after
the outside points Mr. McBain is a novice at life assurance, but that will not handi-
cap him long as he is determined to make a success of the agency.

A Good Plan.

Mr. J. W. W. Stewart, Provincial Manager, Vancouver, B.C , writes :

“The City of Vancouver was never better acquainted with the Imperial Life than
to day. We have never been more vigorous in our canvass and while the outlook is
exceedingly hopeful, yet, it is very hard to get the business closed up at once. We,
however, realize that good results will follow the earnest efforts which have been put
forth. We have been holding a meeting of our City Agents each morning, from 8 to
9, for the past week, so that the new agents may become better acquainted with the (
Company and with life assurance matters in general. These meetings have been very '
helpful to us all.”

Energetic.

Clarke. — Why didn’t Buzzer succeed as an insurance solicitor ?

Dearborn. — Too energetic. He would talk his clients into such a weak condition
that they were invariably rejected by the doctor. — Chicago Newsr

Half a Dozen Don’ts for Imperial Workers.

1. Don’t talk of too many policies. Size up your prospect, his business and
his income, and, unless he has stated a preference for a certain kind of contract, use
your own judgment as to the policy he needs, and “ sail in.”

2. Don’t be put off with “ I’ll think it over and let you know in a couple of
weeks.” The chances are that at the end of that time you would be as far from
securing the application as you were when your first interview ended. A very little
push will sometimes suffice to send a stone over a cliff, and a few more forceful words
at a time you feel like giving up a case may secure the signature on the dotted line.

3. Don’t forget it is easier to come down than go up — coming down from
$10,000 and securing an application for $5,000 is easier than starting at $1,000 and
going up.

4. Don’t forget that there are lapses on your books and that a number of them
have come about through carelessness. Get after the delinquents. The Company
is desirous of considering revivals and keeping down the lapses.

5. Don’t overlook the fact that it pays to make friends of your policyholders.
New channels for prospects can be opened up through them.

6. DON’T FORGET THAT THE COMPANY WANTS BUSINESS,
AND SO DO YOU.

Honor Roll for April.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business is oredited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll since the beginning of the year.

No. of Times

Applications. Rank. Premiums. Rank, on Honor Roll.

Rev. A. W. Ross, Portage La Prairie, Man..

T. W. Patterson, Montreal, Que

J. C. Baker, Halifax, N.S

J. B. Cooke, Kingston, Ont

J. W. W. Stewart, Vancouver, B.C

J. K. Pickett, Toronto, Ont

R. R. Garvin, Smith’s Falls, Ont

H. B. Andrews, Toronto, Ont

A. McN. Shaw, St. John, N.B

VV. G. Reburn, Toronto, Ont

F. B. Springer, Vancouver, B.C

G. H. Gillespie, Kingston, Ont

J. W. Glenwright, Winnipeg, Man

J. S. Wallace, Winnipeg, Man

R. E. Verge. Halifax, N.S

G. Vittie, Granby, Que

A. E. Liddell, Montreal, Que

J. J. Gardiner, Smith’s Falls, Ont

J. C. Gass, Shubenacadie, N.S

W. M. Rowat, Winchester, Ont

C. A. Armstrong, Truro, N.S

W. D. Mills, Durham, Ont . .

W. E. Kerr, Toronto, Ont

19,000

1

654.90

2

1

15,000

2

768.25

1

1

9>* 1 2 3 * * * * * *5°

3

324.10

5

3

8,500

4

399 05

3

2

7,oco

5

37IO°

4

1

7,000

5

287.85

8

1

7,000

5

259.00

9

1

7,000

5

169.75

21

1

6,500

9

323.10

6

2

6,500

9

200.30

T5

1

6,000

1 1

240.85

1 1

2

6,000

11

239.00

12

1

6,000

11

203.55

14

2

6,000

11

198.40

16

3

6,000

11

19325

19

2

6,000

1 1

188.20

20

1

i7

194-75

17

2

5-500

i7

194 50

18

3

5-5oo

17

163.40

22

3

5,000

20

3I9-9°

7

2

5,000

20

249.30

10

2

5,000

20

205.80

i3

1

5,000

20

127.25

23

2

From the Canadian Government Blue Book.

This is the title of a pamphlet issued by the Sun Life Assurance Company of Canada, comparing the 1903 records of the
different life companies. Inasmuch as it will probably be largely circulated throughout Canada and used against the Imperial in com-
petition we reproduce it herewith for the information of our representatives, as, if properly considered, it shews the splendid progress
made by our own company— a progress of which we may all be justly proud.

U)

w -U.t

1 a o s' <3

lO *0 GO tO p-l CO CO 05 <"0 IC5 l© p-1 urs I"- <— 1
f^roTtifnl'.COOO'HiOrtHOcOfNOJW

U r- — V'W s. — t-< /vA

< 05 tft t-p i

1 CO — 1 r- 05 tH rr\ I^OOGOpHIOi— <pHi_>ct3v<<ju w
! 05 t-. pH 00 JD^ 00 tC^OO O O C5 pH CO TT1 p* 00

! CO co" cf pH" of W « (N » N ^ o" N « 1

iriffliflin O CO

—! CO

>»

IN

00 00 00 00 00 00 00 00 00 05 05 05

OlOOO-HWHOO

© to s co o o 10 (q

co co c© pH <m 1 — 1 o 'f 00 O co

i-nOTHHCCOMC^MWO
CDOOI>tOI>©iOiOI>^ OO^t©^
“t-Cof co

J w 10 ■ ~ 1 i.

ffiffi(SHi>ONN'!li®O0-ONO^©^OC5

OKOOvOOiMCOtOCO lO^GO

tO p|f pjf plT CO*' rtT rjT to of r-T I— r pH* ph* i-T pH t— I lO 1— 1

«= CO

a

° C/J <D
M §

g g

III

0

©

>

©

O CO

s§

.)H ^ Sh

g C* 5
g d *
g« (g ©

So 2

O N

° rS |

O «H g

d © S

® Qmj

JS © d

* h d

• M 5^ ©

iJ eg -M

©.2 .3

2 3 g

, fl s,
©OS

0 *« 09

w P*

nn

© ©

d -d

S*

g 3

CQ ©

«w {j
o ^

CO

L

u. * d

O « 3

-5? a
c «

3 t/>
0.2 «<
E.2*-1
Co’S

D-i cd

3>_s

rt "S,

C«2

§ Eg

^Is*

td £i

« s

l>HHO(Nt35(MNiC<l^|>C5C3iCC^CllTji
~~ - K»0010005T^t-05®10W'-'0(M

o o

UW L- og uu l[J (J 05 ^4 C— 03 OU 10 ^ OJ I.N i— < 05 to

>OlCr-iNi5l(NiOp<Ot~OOOWOO^M >0 00

05J>.COrOcOOOC5r,5PHGOIrpl005lO — _

05<M»T.>0^WZjNKLCCmO-itli!N
rH CO © N © t-» Cp^COCOOSCOpHCOCO^Ch
QO CO rn -pH N _T gf ~

CM

lOOWtOOOOINO

J -- 00 CO

co

&7-

t© 05 GO
O CO CO
CM i— i CO

03 05

05 CO

r-p pH

t^ei*«o i>V

CO CM ^ pH 05
HH t'- tr- 05

njT cT pf co co"

o«Mto
pH t© t-- CO
O CO ^ CO CO

O 00 -HI(M
<N I— ^ pH CO
t© <N o CO 00
K5 pj? 00 of _r .

CO

cooOpHOI-h©pHCO©C©
QHHCCOMINOCOO
I>©l>©©lOI^<M coo
ci'd'oo'coof h n cq'©' H

OOl— lO^ONtO^OC!

iOQOO^OON»ONt-

C© 05 l©
i-H CM O
05 05 CO

! SO
pH (M

pH uo

CM »0 05 co >0

P pM -^1.

to Ttl

CO 05 CO hH l

CM

pH 00 i— I CM 05 CO Ht* 05
OCO-+I00 05(MCO'+'00
CONO—iphcOpHOiO

^ ^ >!

Sr2«S?S22S<35'^,,,^'3’-HOTh'H<ioojx^'ctico
Sr^i?SSS'22zJ',^'^0<Ncra<NCOOl'p05HHCO
C5 000^01>0(M10CO
co" etl" cm" Tjn" no" co" co" -+"

O N S S lo -

S 'vi SS 2s ^ rr' 05 CO PH 5,TiCdinoo(NHO
®i CO ^ ^ 00 00 CM CO 05 05 05 05_

tr 5! S Sc" p t - «s o" — r t."<n"o co co <m co"

SgSSgggSSSSg'1'0-1'^

Z" «

05

l> co

05 CO

to" to"

00 ( p

05^05

CO co"

OC505'#-^tfOI>.«-HT^pH-HQOOrp-CMcC'
t>cococOrH~«iOOpHiO'pftiOCO'cfiNr^pH
OWI>»05 ^ 05 o OO rH Tt^o OOOOI>

7X 12 12 ^ <m" . of go" 05 co" of to" pp" pH* t}T of I
coeoo5oopHc*«coo5pHQO'^coeoco^tp»

O^tO COI>l>,lOCC(NHHHHrtHH
pf pH* pf r-T H'i

5* Q

^ C5
05 00
■^1 05

CO CO pH 1> pH C0O5CCC5CCt^Tt-COpJitM
OOCO~ip-COOOCMCO.CC>Or^OCOOOtHrH
C5 -<5C OC CC^r^tN. t-^LO pH © I 00 (N CO rH pH

’ of cd* of ^ cd* co" co of oo" ocf of oo o co

tQ h 05 CO CO “• CO Ol OO pH OJ N H pH O CO

N Ol h pi to 05 pHCOpHphhhphhh

ph" pH ph" ph" ^

type to better show our strong position.

Do It Now !

2 S-" r.o

X CD <L>

4-1 C^ G
ti ' c3 ■
2 w ft

■s « a
n 2. °
8 ^

~ G O
rO <D >

<g £ 3

143 « ea

ago
x 2 n

+■» X

.2 » o

m

-S iJ fS

- o

>-» -I-*
c3

W) T3 xt ^

c

c3

oj _ _

g c3 IS SP,

CJ xi

G

G

g"X

§ 2 a

O . . r-

c3

C X
C3 •*-»

o

t/3

X
g "’O

G r- <u

AH 53

w a §
>J^

T| G fl

s

rt w O
G °
CJ (U CJ

t£s

> w O
cj 4-i

8 ^ tx
cj trt <-i

rt r-r-H

j-» (L) TZJ
W) O w

ON O U £

^ is o o

Cft c3 X

oo

ft G
O O

QJ co

B °

•S cu

13 x -S

cij X 00

a,

0 <u x

■8:1
2 C/2
G n

CJ TJ

g jj.vD

G .2 cj X

0 1 ■£

o CJ

X

^ 2 G X

~ C c3

CJ

co

CJ ^

> >>

G
c3

G x
<U X

to +-»

CJ

Jx J_J

D-i p

CJ x

G

O —

hO
G
O

2
c3

CJ

u

CJ x
G > Cft

§, CJ X

" C/5 x-i

2 CJ X

O co
O CS p

S *

to
CJ

^ _>
*3? 15 ^

° X <*>

o x

CJ _
£ x

Cft X

.9 CO
2 a

*- ;
oc a

CO

S SH

CJ X
CJ •
X *o
n ^
*"• oj
° S'w

CJ

CO

O .

a. w

CO

^ O >*

CJ G- X

f 8 §

O s-j
i— OJ

i a

I® 2 s

CJ X X

x x — .g

.2 co CJ

CJ

CJJ C CJ
CJ

OJ

G .2 X

CJ

ccS

o x

6
G
O

CJ

CJ
£

vur * :

4-J >-w 03 ^

b£) G

X Mc A
~ ...

O ci
■* ° CJ

§ § 2 ° .S
15 o cft^-x

+-» G g

M 3 5^2
.2 cj

G cj cj cs d
2 X X CJ ^
^ ^ 2 a G

•2 o

'S -H (U ^ 4->
:> j-.

<L>

S-oH

a x

$ *-

ts s - s

S o CO G
C (J 'H 04

a t25 15

O x 2
O- 03 §

CU

X G CCS

« " 3 &

s §*•§

^S5

H “J ft G
M P CJ

CJ ^ O X

X X CJ 03
*-» cj o f
pH. — i CJ

*J X G O
G & § 'g U

^ 5 ^
cx^ a

G O «
— CftrQ

CJ CJ CJ

g y

CJ

CJ cJ

X CO

O CJ

a, >

S 2

i— i X

CO CCS
•-* CJ
CJ
CJ

X t-l

H s

CJ CJ

°2'gx

»» H O

SSg.

^ to ^
:2 ^X

aS

X

6

G

'a.

>_

G

co

>-•

G

o

CJ

CJ

oj

"H.

x

CJ

X

X

J-l

o

o

CJ

QJ

X

4-1

Ch

X

CJ

X

c3

2

8.2

-fe ^4-

> o

§.2

cu »n

G Cu
8 cj
X S
o

CJ CJ

>>

a

Cj

a,

2

o

CJ

}H

CJ

X

o

>%

X

G CJ
2 X
G -4 — >
’-1 o3
O X
co

13 2

co X
— G
°

r—\ *tj

X

a

CJ

^4

x

G

o

3_

a

OJ

X

a cj
§ c

to G
C3 C3

CJ G

G

to

S rt

> ,i>
cj Gd

CJ "2

> a

c3 _c3
X *rg
co c3
cj a

> c3

a .2

tn w

2 S
2 S

15 cj

*c ^
S ^

Cft •*■»

S W)

i-H a
o

2

c3

When you’ve got a job to do,.

Do it now !

If it’s one you wish was through,

Do it now !

If you’re sure the job’s your own,

Don’t hem and haw and groan —

Do it now !

Don’t put off a bit of work,

Do it now !

It doesn’t pay to shirk,

Do it now !

If you want to fill a place,

And be useful to the race,

Just get up and take a brace,

Do it now !

Don’t linger by the way,

Do it now !

You’ll lose if you delay,

Do it now !

If the other fellows wait,

Or postpone until it’s late,

You hit up a faster gait —

Do it now !

NOTES.

Mr. Ross makes his first appearance on the
Honor Roll this year with a flourish. This
is to let all Imperialites know that he is “ still
doing business at the old stand ” and intends
to live up to his past records.

Winnipeg Agency has broken the monopoly
of the “ triple alliance” for the first time this
year. Congratulations, Mr. Wallace ; see that
you at least hold the place.

Ottawa Agency works along in its own steady
way and it is our opinion that Manager Wick-
ware knows just how much business he will
put in during the month. He has associated
with him a splendid field staff, amongst whom
Messrs. Gardiner, Garvin, Rowat and Humph-
ries stand out conspicuously. If Ottawa
happens to be lower than 5th on the “ Stand-
ing ” it is not allowed to occur twice.

Four places to Halifax and Head Office
Agency this month ; Winnipeg, Montreal
and Ottawa each have three.

Messrs. Raider, Wallaces Gardiner and Case
have each been on the Honor Roll three
times this year. Who will be the “ stayers ?■*

Busineas-liko Dealings.

J. H. Macabe, Esq.,

City Agent, The Imperial Life,
Toronto.

Hamilton, Ont.,

April 19th, 1904.

Dear Sir, — I have to thank you for your promptness in settling the claim under
policy No. 2386 on the life of my late sister, the cheque having been forwarded to me
the same afternoon that the papers were completed. Such business-like dealings can-
not fail to add to the prestige of the Imperial, and I will take pleasure in recom-
mending your Company to any interested person.

Again thanking you for your oourtesy in assisting me to complete the papers, I am

Yours truly,

Menta W. Beatty.

Standing of the Agencies for

1. Montreal, Que.

2. Head Office Agency.

3. Winnipeg, Man.

4. Halifax, N.S.

5. Ottawa, Ont.

6. Vancouver, B.C.

7. Kingston, Ont.

8. St. John, N.B.

9. London, Ont.

10. Hamilton, Ont.

April.

11. Durham, Ont.

12. West Indies.

13. St. Catharines, Ont.

14. Brockville, Ont.
Charlottetown, P.E.I.
Port Arthur, Ont.

17. Brantford, Ont.
Peterboro, Ont.
Regina, N.W.T.

The Mutual System.

The facility with which proxy rights ean be obtained and retained in the mutual
system of life insurance, has now come to be recognized as fraught with great danger.
In theory, the idea of all members of the company having a voice in its management
is most attractive ; in practice it falls very far short of the actual truth.

Of course it is impossible for the members of a company to constantly meet in
order to supervise its affairs. To obviate this difficulty a Board of Trustees is chosen,
who are supposed to keep a watchful care of the policyholders’ interests ; but trus-
tees are only human, and it is not strange that the interests of the policyholders in
the abstract are sometimes made subservient to the interests of the individual. The
fact is indisputable that the mutual system presents certain advantages to the manage-
ment not possible under any other yet devised.

The managers of a company can become more autocratic than the Czar himself,
and the policyholders are powerless. Theoretically all they have to do is to revoke
their proxies and exercise their voting privileges. Practically they can do nothing of
the sort. With the membership of a company spread all over the world, practical co-
operation is impossible. They can only protest individually, while the manage-
ment, secure in the possession of a majority of proxies, laugh at the threats hurled
against them, and remain firmly entrenched in their positions, from which only the
insurance department, backed by the attorney-general and the courts, can dislodge
them. — Wall Street Daily News .

Net Surplus to Policyholders.

<D Q

cn G <13

M « I.

G ° &

CS <H_, fC

8 ° T3

cn* 8

S6-2

S.fl =

03

o

’£ 04

* 3

.*2 TO
0) <U

•£ d

o

G O

Oh 00

a a

o

o

\Jj C/3
d d

3 _T’£
d _d

cn

d

CJ

03

G

C 03 .2

* r“* ^-4

+-* (U

cn o.

C3 <U
Oh TO 03

ii5

o u-

U 5

V3 O
03

li§

£ P^

Oh Vh

a

9 c n

_ C3
T) 3 ^
03

oo 03 -

3 X! G'

*- ^ £

iJ.2 1

H «-S
.sag

Q *-

«« ^
03 03

d .*
03 ’S

•S G
a 3

•-H QJ

03 G
CJ -m

a ^

03 O

>h-h

& -

3
-a o

03

H^5

i~i

03

G

CO Cl

CO

.3 d

0X3 TO

OS

tn c

’ d

o a

*03 >rH

m 8

3

03 cn

■S’S

d crs
O-T0

S c

o 5

U cn

50

CD

O

lO

i>

I>

rH

«•

o2

"3 g

® £
<3 _

Ph-tS

3 >»
-g ^

C3 4J

.3 *
£» O
e3 Sh

r& PH

-U

GO ™
0)

CD §
+3 G

a

ts

•hKM o
CO £

T5

a 2

c3 Q

tH o

«>>
a 2
o 33
Ph o

a Ph

m a

.tJ 02

+3
03 .©

6 5

*-“• o

ZD

o

05

cq

CSJ

lO

i— i

ce-

a

o

Ph

a

05 i— i
03 03

> 44)

u a

s s
g a

o

M Lh

pH

•PH

-d <*
03 „

-g 43

CO ^

o 2

'a

o o

•2 -a .a

03 Q,
P*n3

S 'o
>-<g

TiJ

CO

L ©
QJ Ph
oo a

p- g

ZS yn

.g

o a

CO 5

^ £

i ft

„ 03

a

3C 03

CO Q<$

'g >^.s

« &
• ■ pd

H<N =

« g -
g^.2

^*§1

CC Qx ^

® « fi

® M 2
03 u a
« oa

!h «+-. Ph

iS ^ a

•3 us OQ

*5 to 2 .2 ^

s ja a

Mm ^ rt
3 03 53 Oh

2 ts a

03 03

3-h pH Vh

S 03

H-> 'O

c 2

03 ^ 03
00 b0'~*

03

C

c^J

Oh-

S^'is
o o w

C c

^ 53

<a

cu^p

o

bJO 3 ^ =■

c ^ pO a

*P — ^ HH

•S .a ^ a;

eg cO i-| i n

| esa

’<3 'c5 2 55
2 Sf ^

03 «" *- • S ^

3 2 ° §

« > G & o

o ^ ^ 0 0a

8 ^ ■§ ° 03

03 tn -O

^■5 o 3-

c« 03

t* ^

O *->

a,

B c
•- o c

j_i p c0

CL-r

W3 ^

Oh

*1 2

>» o 3

c 5

in •-' O

<U pG

3 «_

.2 30 3 rt

2 O "^H

3 u <U
O cn 3h
G 03 3

Sgh

tn

>-H

03

3

o . _

pG 3 <a nj

^ cr c 2
.9 C G •S
^ 3 .2 G
&, . g .ti

^ 3

•§ ^
8^
M Is

03 -C
03

03

O G

3

C tj <H_|

cO ctS O
Oh Cl, ^

sag

o o OS

B « °

G G.^03 03 <u

saas^

G^ c 2-h-

G cj O h"(

h-, G —3 >

a *J 3

G 13 ^ ra

r-s

“ gu -

C ^ 03 tn

.. 5_, nj

03 a <a >-
b cs

G

03

5-

C3

03

Dh

Oh

cS

o

G

O

G

» 2 ^
£*5.2
2-2 o

Qj jj Oh
03 M “

bo —

JiH

ctj cn *h-i

-^p-jo

3 e-5

| s g

T3 cn £

O G

cn

S*-T3

13 *

3

CJ1

W

o
S

03

a
o

03

G | ap

cn

°S§

c h_t
03 03 cn

2ffi 8

O <u

s ^

g b

TO
' G
d

03

L.

Ph c

„ o

x-
Gj
TO
C
d
X
03

03

03 O

u G

03 ^

<tj tn

« cn

o ”

O TO

03

cn
C

.2 *

on

cn 03

o> ac

cn y_,
co

O OT

Oh ^

^.S

d
b/j w
03 G
tn G
rn tn— i

03 * T', *d

cn o
03 " HH

'I a

Oh C

s *

8 2

cn _

CJ £ £

g3 Oh .

Oh L X

“ G G
03 cn

^ " 'S

Vh

a 03 a

d _o CO

c ,VH G • ,

d ^ «»

IS

•G 03
^ G

03

TO

G

cn ou ^
03 c l^>

Oh c
Oh. a
rt 03

c 8
°* 8
03

CJ ^ '^'S G

w 03 .ta ip

b£) « ^ es

2 -S m ”

G S « 03 §
" g^gto
g JC ^ r< >

>tH^= ^

>*

G

d

Oh

2

.. o

go
2 g

G

d

cn

rn rrj

H-> vx*

J 2

o

U*

-O "M

d

03

03 g*

g a

.2 G

U ^

G <H_,

2 °
Oh

.b 5:3

*03 o

a a

TO

G <13
O G
d

.*9 o

d >
Oh

03

G 03

G

^ bJD

g .a

.2 ts

G 03

> ;

TO

p-d cn G

*§ s

2 rt

&G
03 O
G G

§ .2

03 TO

8 <13

Oh h->

G *->

» <u

2 c/2 *3 -2

03 G G

d <G

G

o oi a ip

X )H fl G

03

G ^

‘S .2

G ^

'S 2

d O

d J-

4-* <13

Is

2 t-H
d _

03 03
TO °

>,.S2 .

O w tj
• p-h cn G

O rt *o
Oh 03 Qh

cn G 9
d d C

G £ 5

U 13 OT

3 > M

g .a c

cn ■’_!
d <+;

G

G O g

M 03 3

^ £

G O

'G Lh

^ Oh

Life Assurance Explained.

. Iveb^n an ‘msureOk m i M, IJrcicUjet
. what far Par4 _ , _ } .

Sure new vv Inn I d.of ijj hdve SOtmi'brnCj to live on

Notes.

Kingston Agency worked in earnest last month, judging from results. Manager
Cooke and Mr. G. H. Gillespie are to be congratulated upon their success.

Mr. S. P. Saunders sends an appropriate West Indian proverb : —

“Ebery day fishin’ day, but no ebery day catchy fish.”

While you can’t be successful every day, you have to work every day to be successful.

Mr. W. M. Rowat ranks 7th on the Honor Roll in new premiums for the month,
his premiums averaging about $64 00 per thousand. This is a splendid record.

Seed time in the country these days. Premiums for life assurance are the seeds
which will insure an abundant harvest when most needed.

Mr. T. W. Patterson, of Montreal, secured a good line of business during April.
We hope May will prove as successful.

Mr. W. D. Mills is another representative whose name we are pleased to see on
the April Honor Roll.

Mr. H. B. Andrews is a staunch Imperialite and does a splendid class of business.
He joined the Imperial in January 1903, and every renewal premium on his business
thus far this year has been paid. Congratulations.

Vol. 5, No. 1 1. Published by the Imperial Life Ass ce Co y of Canada. (1-6-04)

The 1904 Convention.

The keenness with which Imperialites are “going after”
their quota is evident from the fact that two more have al-
ready secured their allotments. They are Messrs. W. G.
Morrow of Peterborough, Ont.,and J. C. Gass of Shubenacadie,
N.S., and we heartily congratulate these gentlemen upon their
early success. Many other quotas show promise of early com-
pletion and every day makes the success of the Convention
more assured.

Only two months left! How many of our representa-
tives fully realize this ? There is only two-sevenths of the
time left in which to complete your quota.

Many of our representatives have kept up their average
splendidly during the five months, but others have run behind
and there is consequently a comparatively large deficit in a
number of cases to be made up during the next few months.

If you are one of those who have “run behind,” what
steps are you taking to “make good” during June and July ?
It will need steady, persistent work on your part to complete
your quota within the time, and if you do not start “right at
once” success is doubtful. By great concentration during the
next eight weeks success can be achieved — but not other-
wise. Determine to make each day count and there is not
the slightest doubt but that you will be with us next August.

A Few Facts.

(1) — The Imperial Life has made a record unequalled in the history
of Canadian life assurance.

(2) — While the Imperial was the 15th Canadian company transacting
business when it started, it has made so rapid progress that it has passed
over one-half of its competitors, and now occupies a place amongst the large
Canadian companies.

(3) — The Imperial Life has taken for its motto, “First and Paramount —
Absolute Security to Policyholders,” believing that security is the most im-
portant consideration of a life company. The fact that it maintains
probably the strongest reserves of any Canadian life company is an evidence
of the unquestionable security afforded policyholders.

(4) — According to the Government basis of reserve, the Iln penal's Net
Surplus to policyholders (exclusive of capital) amounts to $225,918, or 17.6%
of the reserve. The surplus of no other Canadian company, at the same
period of its existence, amounted to as much as 25% of this amount.

(5) — The policy reserves of the Imperial are all upon a and 3%
interest basis, with additional special reserves for suspended mortality
and the immediate payment of death claims. The Imperial is not in the
unenviable position of a large number of Canadian companies which will
have to set large amounts aside out of surplus during the next few years to
bring their reserves up to the Government standard (3j^%).

(6) — The mortality actually experienced by the Imperial Life since its
commencement has been only 53% of the expected mortality. This is an
evidence of the careful selection of its risks and the consequent increased
profits which may be expected under Imperial policies.

(7) — The Imperial has a subscribed capital of $1,000,000 and a paid-up
capital of $450,000. This is a substantial guarantee that all policy contracts
will be carried out in their entirety.

(8) — The average rate of interest earned by the Imperial in 1903 was
5.29^. This is considerably higher than the average earned by the Cana-
dian, British or American companies, and inasmuch as “interest earnings” is
one of the important sources of profit of a life company, it indicates that the
profits paid under Imperial policies will be entirely satisfactory.

(9) — The assets of the ImperiaM^ife are of the highest order and will

bear the closest scrutiny. They are classified as follows :

Government Securities 2.3 %

Bonds and Debentures 32.9

Bank and other Stocks 3.5

Mortgages on Real Estate 27.7

Loans on Policies - 2.6

Loans on Bonds and Stocks 12.5

Cash in Banks .... 7.2

Outstanding and Deferred Premiums 9 9

Interest Accrued and Due on Investments, <^:c. . . 1.4

100 .

While the Imperial’s funds have been placed to yield a high rate of interest,
it will at once be seen that only absolutely safe investments have been made.

(xo) — The interest income of the Imperial since the commencement has
not only been sufficient to pay all death claims and payments to policy-
holders, but has left a surplus of $100,000 besides.

(n) — Five other life companies commenced business either shortly be-
fore or shortly after the Imperial. It is a noteworthy fact that the aggregate
results of the operations of these five companies do not equal the Imperials
record in any particular. Also, the Imperial has a Net Surplus to Policy-
holders of over $90,000, while these five companies show an aggregate de-
ficit of $365,843. This is one of the strongest evidences of the unparalleled
record made by the Imperial.

(12) — The Imperial issues a policy contract that, in the liberality of its
provisions and absolute security to the assured, is unexcelled by the policy
contract of any other life assurance company.

(13) — The expenses of placing the Imperial’s first $16,000,000 of assurance
in force on its books have been very materially lower than the expenses
incurred by any other Canadian life company in securing the same busi-
ness— an evidence of prudent and conservative management.

(14) — At the same period of its existence, the business of no other
Canadian company approached the business of the Imperial by millions of
dollars — an evidence of a very progressive management.

(15) — The Imperial has a larger percentage of assets to liabilities than
any other Canadian life company whose capital is not impaired.

(16) — The Imperial has not sacrificed true business principles to secure a
large amount of assurance, but has been content with doing all the business
it could at a reasonable cost. This is one of the main reasons of its unparal-
leled progress.

(17) — The Imperial’s Guaranteed Security Policy is a policy peculiar to
the Company, and is an ideal contract from the policyholder’s standpoint.
It has been termed “A Policy of Guarantees.”

(18) — Thirty per cent, of the policies issued by the Imperial during 1903
were on Endowment plans — an indication that Canadians recognize the
Imperial as a safe and remunerative depository for their savings.

(19) — The Government Deposit of the Imperial Life for the security of
policyholders is larger than that of any other Canadian life assurance company.

(20) — The policy reserves held by the- Imperial Life for the security of
policyholders are $134,578 greater than the amount required by the Domin-
ion Government.

(21) — The Imperial Life is the only Canadian company organized during
the past 10 years that has paid profits to policyholders.

(22) — According to charter, 90% of the profits from participating
policies belong to the holders thereof. Imperial policyholders have all the
advantages of a mutual and stock company combined.

(23) — The Imperial Life has issued, so far as we know, the largest policy
ever issued in Canada— one for $200,000.

(24) — The Imperial has received the largest single premium ever paid in
Canada — a cheque for $100,000.

(25) — The Imperial Life pays all claims under its policies the same day
that the completed proofs are received from the claimant.

(26) — Viewed from every point the Imperial Life Assurance Company
of Canada is “The Ideal Canadian Company.”

Importance of First Impressions
In Soliciting-

A young man came into my office one morning recently and upon reach-
ing my desk, I looked up and said, “Good morning.” He simply smiled
“Good morning" in return, but he did it in such a way and his general mien
was such that a kindly feeling was aroused in me toward him at once. He
withdrew from under his coat a book and laid it on the desk. I opened it,
turned over a few pages mechanically, asked two or three questions and pre-
sently inquired, “ What is your proposition ? ” He answered, “ The book is
one dollar.” “ Put me down for one.” He filled out the order, I signed it
and he was gone. The transaction took but a few minutes.

Another salesman came in the same afternoon selling rubber bands. He
had samples arranged in a case, and, holding them up to view, said in a
phonographic sort of way, “ Do you want any rubber bands ? We make a
specialty of filling office orders.” I said, “No.” He turned and went out.

This may seem to be parading purely personal matters unnecessarily,
but these incidents serve to illustrate most forcibly three important points
which I desire to make and impress, and I feel that this is one case where
the end justifies the means.

The first point is that, in cases where there is no competition, the suc-
cess of the salesman depends not nearly so much on what he has to sell as
on the way he has of selling it. This principle is quite generally accepted,
but there are some who do not seem to have grasped it — those who are con-
tinually blaming their company, territory, “hard times,” anything except
themselves — because they are not doing a good business.

The second point is that people often act upon impulses actuated by in-
fluences from without, rather than upon their own deliberate judgment.

These two points seem to be well established from the fact that one man
sold something for which there was at least no need , while another failed to
sell that for which there was need (the office was in need of a supply of rub-
ber bands of a certain size). Furthermore, both were strangers and each had
an equal opportunity. If the book man had been selling rubber bands and
vice \ versa , rubber bands would have been bought instead of the book — no
doubt of it.

The force of the general application of an individual case is due to the
fact that, although there are practically as many phases of human nature as
there are people, nevertheless, the average individual but reflects the average,
or main, characteristics of the rest.

The third point is the lesson which the above teaches, viz. : That it is

most important for each solicitor to study the impressions which he makes
upon people. Those who work among busy men especially will find it al-
most necessary to create an interest at the start, or they will be unable to
hold attention long enough to have a satisfactory interview. If one finds
that his present manner and methods do not get those whom he meets en
rapport with him, he should change his ways and keep on changing and per-
fecting them until he is able to ingratiate himself almost immediately, and
simultaneously place his prospective patrons in a receptive mood. Just a
word in accomplishing this. The first step is to remove as far as possible,
anything which would be apt to create an adverse impression at first, because
if antipathy is created a barrier is built up which must be. cleared away be-
fore any real progress can be made. — J. J. Dkvney.

Left

Six

Weeks

Only

Thirty-six working days
in which to qualify for our splendid trip.

It is going to be the best
outing we have ever had.

You will be more than
sorry if you miss it.

Mr. H. Thomson of Strathroy, Ont.,
is the latest Imperialite to secure his
quota. Many others will qualify
within the next week or two — will
you be one of them ?

We would like to see a large number of represent-
atives qualify during the present month. Many of them
can do so with a little effort, and it will save a great deal of
rush at the end.

Remember that the business must be
received at the home office by July Jist,
count in this competition !

Liberal Treatment.

Toronto, May i6th, 1904.
The Imperial Life Assurance Company, Toronto.

Gentlemen : — I beg to acknowledge the receipt of cheque for $1,000 received
from your Mr. Macabe in full of claim under Policy No. 576 on the life of my late
son, Albert E. Macdonald.

My son had been a member of your Company since 1898, and I have often heard
him speak of your liberal treatment of your policyholders, and know that he was
accorded the greatest assistance in keeping the policy in force. The Company
advanced him a loan on his policy and just before his death, had accepted a note for
the premium due, which note was still current.

I have also to thank you for your promptness in settling the claim and the
trouble you have taken in the matter.

Yours truly,

Mary Eleanor Macdonald.

Standing of the Agencies for Ma y.

1. Head Office Agency.

13-

R.egina, Assa.

2. Vancouver, B. C.

14.

Brandon, Man.

3. Winnipeg, Man.

15-

Peterboro County, Ont.

4. Ottawa, Ont.

16.

Brantford, Ont.

5. Halifax, N. S.

Peterboro City, Ont.

6. London, Ont.

18.

Belleville, Ont.

7. Montreal, Que.

19.

West Indies.

8. Brockville, Ont.

20.

Newfoundland.

Guelph, Ont.

St. Catharines, Ont.

Hamilton, Ont.

22.

Charlottetown, P. E. I.

St. Johns, N. B.
12. Kingston, Ont.

Port Arthur, Ont.

Notes.

Congratulations, Mr. Day, upon your May business. Eighteen thousand is a
good month’s work.

Messrs. Cass, Wallace and Gardiner have the most places to their credit this year.

Head Office Agency was given a close race for leadership by Vancouver. Both
ageucies did particularly good work, as well as Winnipeg and Ottawa. What is the
matter with Montreal ?

Mr. C. A. Crysdale is proving himself a thorough Imperialite. His high average
premium is a good sign.

Winnipeg, Halifax and Ottawa each have three places on the Honor Roll. This is
a particularly good record lor Winnipeg, as Manager Wallace has only two men beside
himself devoting their whole time to our work and all secured places.

Cuelph Agency secured eighth place the first month, which gives Manager Lawson
a good start. A little higher next month, Mr. Lawson. Mr. Mills of Durham backed
him up loyally last month.

c

<d

CD

CD

>

a

JC

rf

<D

6X3

a

’ft

o

Time
In force.

no

O

Scooooi^i^Cj^oocjocN

aWO^rAiOfixocceieirtio

Sh

>

Tjc

CCJ

oooocoooomooio

»o

©

O cc ao w >o o ^ ifl o 03 »o o

03

s2

rfc d *o cm" o — - -4 1-1 d <?i go

t'--

Stq

€/5-o 0303C>iO'^i0t^-tcc0C0t-

QOrtiaOOil»roQC»C3l>OOTic

3^

Q

so

of

NO(M^NOCOODOCOI>CO
10 O l> ffl o « 05 >fl CO (M
WiH r-t CM O f-H MHM

CQOOOQOOOt^OOr-c

iooooooo^^joo

03 OOOOOOOOOSOCO

* r4~ r-T -T o' r-T

G?

SjSO
oTd

° §>5 - .o g

°o

rt G

ai'ttsA '-'.BO

„r- © O' - O

6-^(2 «"

q

O q
O

o Jj e
© M

•S c

If

q 5 .5 S4 ® S *2

So^£> <yte J§j

oT2 o

q “a
HoU o
3-S^^ 5 “

H i

__ o

gcH

6c

60

3 -

u p* «8

3PS s

"3 o

|-s

^ » s

'dJ ^ - <5 j* © o © m

fS^-gln*-

^HQq©OSc3oo

QpQOOQa^gHHM

* o 6

<0 ksH

- r~ C3

60 fl • c3 £ a

°3 5 5^,0 ® .d <ri o

w I^^^WpcotdjB

s u ^ p <i p=i w hs* 3 <i

s s

o £

03 -3

CM

o

w

.2

C

£

c3

>»

60

c3

a

i*

o

•D

w

*

2 i, “ c

aalS

£

o <u

fcja £

O C) <0 o'
d -CS N G

£ . ^ 0
<*- u_, w

so o o

.id d ~ c

iff!

<2 2 „ ..

s£«S

<D > 5

5jJ-s -

■3-5 S3

-G < -C

2 &0 o

rt 3 . °

o ■*-»

<u t; »-< >s

j-i r< O G
CJ *£ W5 3

K J“

O O QJ
-G CJ rQ

CD * «*- C

U u O ^

f -s 8 a
ss-g-S a

o «
X} d 2 *3

oSSs

<D- O s

a 9

r-q . _ (D >

► a>^

D rC ' ' i!

3yO^

i C " a

i rt tS

I <D <D ^
wf £d XJ

3 5 333 ti

« s * o
"So S4 o «

3T3 g G-
O « 6 o
-G V2 id o

to

** (U 3

V)
CO

c3

C J-
rt O

r* >-

o

s

> .S S 5

- id °

Cd to ^
w <D rt

Cfl

C/2

<1> C _ O

6X3 CD 'd
6X3 CD <d O

s£ h o

“ >,-S o

J£ 'X. & m
% j? tr

O w

O i- O 13x3

> CX _C > — *

S <D ■*■* °

■S*flg.s

^ s c <D ^

Jc ~ «* -d —

^ CD *->

r-H W2 •« J. CD

r . - tn *; h

5 § w> a,

§ a

O^o

a o
<d a

CD o
J=) ^

^ o
c ~
° o

•g. «

X

o

.o' .§

*o

a. a-.

id ’w

d3

'o rt

r-*

- g
x;-2

1c T3
"S o
^ o

6X3

TD c

CD .d

>~i

33 ^
rt rt
S CD

j_> (D
CD

C/3

.O i-i
6)

d3 2
O
C/2 >d
-G

±3 o

o o

a ^

VO <D

r/5

a **

o

<D
<D 733

a-g

o ^

a 'd

CO 04

C3

^ a

ll

O 8
CD S3

« 3
G co
O •-

^ id

rt d;

£ hJ

dJ .

<D O

•S io?%
o rtr9
c 2 5

ii!g

a ^

> CO
•> CO

«1.S

<D
c -G
CD d3
D* .

CD O

CD © 3
_ C °

2 CoS
CD ^

c o
0^3 0

Si'S
g ^ s

rid g «

aod

rn

CJ CJ 2
2 CD 33
'eo CD 2

T3 co

^2 c

i- cs it

g .-§

“ o§

Sc S-

•« =--o

^ id
0^0

^.es t
6X3 5
o C 3
CD-- C3
CL,^

G iS <D
CO C7

>iO

»H C"*

c

CD 0.2

•g'S-H

O CD CD
C3- n
CD ^

d3

CS n— ^
O O G «S

S.2|«

-G ’Vi U

CD

5 d3 »o

CD >M
-G rt

o
G

52

S c o e

2 ° o §

*£*o

G^ . 8

o -SC

§* t? .’So ,?8

id ■« G

cn <D Jg

„ - 5 <

a ^ 'd id

Q.« °-t
O k/ h-H

S'J J is

s “ « |

o 5 « S
$co|

^ ^ la

o 2 .5

o x r\ ^

■£ c o a

O 3

g ““

a.-£

13 £ S

jr .a G

-J-J w C/3

co

Reeent Appointments.

The following gentlemen have recently joined the ranks of Imperialites. We
extend to them a hearty welcome and hope that they will all be successful in the
work :

A. A. Stewart, St. Thomas, Ont.

W. H. Brocklebank, Walkerton, Ont.
C. M. Turner, Calgary, Alta.

C. A. Clarke, Eureka, N.S.

W. Mi Brown, Stratford, Ont.

J. L. Lackner, Chesley, Ont.

D. McFarlane, Oak Lake, Man.

A. Embury, Brampton, Ont.

A. A. Olmstead, Sidney, Man.

Geo. P. Downey, Vancouver, B. C.
F. T. Watt, Guelph, Ont.

L. Morris, Summerside, P. E. I.

D. Kitchen, Souris, Man.

C. Blackstock, Regina, Assa.

Leaders of the Honor Roll for 1901.

January. — Dr. D. Lowrey, Toronto, Ont.

February. — A. Fraser, Quebec, Que.

March — S. P. Saunders, West Indies.

April. — Rev. A. W. Ross, Portage la Prairie, Man.
May. — R. W. Day, Edmonton, Alta.

Honor Roll for May.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules are
observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll since the beginning of the year.

No. of Times

R. W. Day, Edmonton, Alta

Applications.

Rank.

I

Premiums.

65O.OO

Rank.

2

on Honor Roll.

3

Rev. A. W. Ross, Portage la Prairie,

Man. 14,000

2

389.40

7

2

J. C. Gass, Shubenacadie, N.S

12,500

3

386.70

8

4

C. A. Crysdale, Vancouver, B.C. . . .

4

704.90

1

2

J. Cawley, Brockville, Ont

5

55 1 30

3

1

G. R. Hamilton, London, Ont

5

459-00

4

1

H. Thomson, Strathroy, Ont

7

438.0°

5

1

A. S. Wickware, Ottawa, Ont

8

435 9°

6

2

Dr. D- Lowrey, Toronto, Ont

8

377-95

9

3

W. H. Seymour, Hamilton, Ont...

7-5°°

10

367 15

10

2

j. E. McCuaig, Ottawa, Ont

1 1

238-85

12

1

J. S. Wallace, Winnipeg, Man

6,500

12

261.10

1 1

4

R. E. Verge, Halifax, N.S

5.5°°

r3

166.90

18

3

R. Hall, Brandon, Man.

14

234-75

13

1

C. A. Armstrong, Truro, N.S

5>°°°

14

232.20

H

3

T. M. Grover, Regina, Assa

14

200.40

15

1

J. J. Gardiner, Smiths Falls, Ont. . .

5>°°°

14

1 82.90

16

4

W. D. Mills, Durham, Ont

5>°°°

14

169.00

i7

2

H. B. Andrews, Toronto, Ont

14

164-30

l9

2

W. H. Bessey, Toronto, Ont

14

163.50

20

2

J. W. Glenwright, Winnipeg, Man.

5»°°°

14

159.10

21

3

J. B. Cooke, Kingston, Ont

14

127.40

22

3

One Month More!

How about that Convention quota ! Is it nearly
completed ? If not, what are you going to do during
July ? The time is short and we must make the most
of it.

Be a victor in the fight ! There is no reason why
you shouldn’t. Make one of the army of conquerors
. next month and enjoy a well earned holiday.

Time is our great enemy this month. The
question is : “ How can we do two month’s work in
one month?” No matter whether it represents one,
two or three month’s work, every Imperialite can
secure his quota if he will get down to work in
earnest. Will you ? ;

Let us make July a grand triumph
from the Atlantic to the Pacific

i ' - -

Visitors

We were very pleased to receive a visit from two of our representatives
last month — Mr. J. C. Gass, of Shubenacadie, N. S., and Hon. F. M. Menendez,
of Nassau, Bahamas.

Comparative and Competitive Literature

Will our representatives kindly forward to the Head Office any Pamphlets,
Books, etc. , containing- comparisons, etc. , which they come across in their canvass,
in order that we may have an .opportunity of answering them in so far as they
relate to the Imperial ? Your compliance with this request will be very much
appreciated.

“There are very few others I would care to work ■For”

In a recent communication received from Mr. J. W. Glenwright, City
Agent, Winnipeg, he says “ The Imperial Life stands high in the estimation
of financial men and although it is the only insurance company for which I have
ever worked, it appears to me that there are very few others I would care to
work for after the Imperial.”

Death Claims -y. ...

From October, 1897 to December, 1903, is not a very long time, only six
years and three months, but during that time a company, even with all its
“ lives ” recently examined can have quite a number of death claims.

During this period the Imperial Life paid out nearly $200,000 to 102
beneficiaries under policies matured by death. The premiums received under
these policies with bank interest amounted to $28,555.69 so that the transactions
stand thus :

Amount paid to beneficiaries - $I95>I39 r9

Premiums paid, accumulated with bank interest - - 28>555 69

Difference, being amount received over and above the

amount which would have been received had the

premiums been deposited in a savings bank - $166,583 50

The benefits of life assurance to the individual are incalculable. Here
are one hundred and two bread winners who lived on the average only two years and
one month after securing their assurance. They were then in perfect health and
apparently would be spared for many years to minister to the wants of their
families. That, however, was not to be, but the system of protection known as
life assurance steps in and provides for their wives and children.

A Lesson for Procrastinators

The following communication has just been received from Mr. H. B.
Andrews, Inspector of the Head Office Agency, and has reference to the recent
lamented accident which befell the four young men residents of Collingwood,
Ontario, on June 12th :

Mr. T. Bradshaw June 15th, 1904

Vice-Pres. The Imperial Life, Toronto
Dear Sir : —

You will no doubt have noticed the account of four young men being
drowned at Collingwood.

Kindly note that one of these men, Mr. Andrews , allowed his policy to lapse
in this Company a short while ago. Mr. Mussen and his father promised Mr.
Douglas and myself an application this summer. Mr. Stephens , whom I saw in
Barrie last Friday, promised me an application on my next visit.

Yours very truly,

H. B. Andrews

There is a moral in this and Imperial Life agents should not fail to point
it out. -•

An Interesting Table

The following table shows the amount of life assurance which $19.00 (the
life premium at age 20) will purchase at the different ages.

Age

Amount of Assurance

20

$1,000 00

21

979 00

22

95 1 00

2 3

936 00

24

916 00

25

892 00

26

870 00

27

848 00

28

826 00

29

805 00

30

784 00

31

763 00

32

742 00

33

721 00

34

701 00

35

680 00

36

660 00

37

640 00

38

621 00

39

601 00

40

583 00

4i

564 00

42

545 00

43

526 00

44

5°7 00

45

489 00

46

471 00

47

454 00

48

437 00

49

420 00

50

404 00

5i

388 00

52

373 00

53

357 00

54

342 00

55

327 00

56

313 00

57

299 00

58

285 00

59

272 00

60

260 00

The cost of a new life policy becomes very much greater as a person’s
age increases. The premium paid by a person 20 years old is only sufficient to
purchase about three-fourths of that assurance ten years later, and ten years after
that the amount is not much more than half.

Added to this increased cost, is the danger of being unable to pass a
medical examination at a later date. Many a person has deferred applying for
a policy a short time, only to find that he has put it off too long. He then
realizes that life assurance is cheap at almost any price, but impossible
to obtain.

Not only is a person making a mistake from a financial standpoint when
he puts a life agent off with an excuse, but he is possibly “ turning down ” life
assurance for ever. One man says : “ I can’t afford it.” Can he afford to be
without it? Another says : “I don’t need it just now.” There are very, very
few men who don’t need a life policy, but even so, a man never knows when he
will need one, and need it badly. Suppose he then found that he had delayed
too long.

An Endowment Fund

5 '^:1I Jr;.-; • -jm

1 ■> Every father 'wishes to- plkce-his son^ih the strongest possible position to

start the stem battle of life. He knows the'-diffittultJes- to’ be^rtto'tfnteTed^ tKe
trials to be endured, and what a good start means to him.

A splendid plan, adopted by many people, is the following : —

i i

The father takes out an Endowment Policy on his i own life to mature
when his son reached, say 21 years of age. A definite amount is thus placed
aside each year and jwill be payable to the son on his 2i^t birthday. Should
the father die before the maturity of the policy, its full f^ice value will at once
be payable. The sdn is therefore positively guaranteed : — t

! i j

1. If his father live die . will receive an education and a capital with
which to start his lifje’s work.

2. If his father die, he will still be assured of a good education which
he might otherwise jiot obtain.

Can you think of a better way to give your son a start in life ?

A FABLE

There was a very learned rhan
Who had a foolish wish ;

He set a mouse-trap on a bank
In hopes of catching fish.

He then went home and all day long
He sat around the house ;

With rod and reel and wriggling worm,

He tried to catch a mouse.

The moral of his enterprise
The whole of life will match ;

You always should adapt your bait
To what you want to catch.

Do it To-morrow

“ Knock ” the other companies and the other companies’ agents
to-morrow. If you present all the merits of the Imperial you will have no need —
nor time — to present the weak points of other companies.

If you feel like making a mental list of the reasons why you are not
suited for life assurance soliciting, do it to-morrow. It will require a great many
to-days to work out your possibilities as an agent.

Complain of the over-worked condition of your territory to-morrow. It
will take you all of to-day to look after people that need assurance and would
apply for a policy if they were properly canvassed.

If you are tempted to think that your Convention allotment is beyond
your powers, do it to-morrow. Honest effort to-day will assure your taking the
August trip with the other successful Imperialites.

Your Convention quota can
be completed during the next
few days if you will determine
to do so. Shew that you are
a successful life underwriter
by joining in the August trip.

^

Quotas are being completed
every day, and undoubtedly it
will be by far the most sue-

: cessfui Convention we have

ever held. A word to the wise

I is sufficient.

Insurance Illegalities.

The Glittering “ Special Contract” Scheme Again Discussed — Credu-
lous Victims— How they are Caught — Character of Insurance.

A little investigation has developed a few more facts regarding the
“ special contract ” or “ the advisory board scheme ” of insurance. It appears
to be no more or less than the result of a desire for rapid growth. Not
content to grow slowly they sugar-coat their propositions with special induce-
ments of various kinds. The plan submitted recently in Winnipeg by the Iowa
State Life seems to be the favorite one.

The managers who adopt the “board” scheme look upon the expense
fund as their personal perquisites, rather than as a necessary provision for the
legitimate expense of management. Accordingly they profess a readiness to
share the fund with a stated number of favored members who are to constitute
a pretended “ advisory board.”

THE MODUS OPERANDI.

The prospective “board” member is attacked at the most vulnerable
point of the average man — his personal vanity. He is approached as “a
representative citizen” or as a “prominent man” whose name will attract
many others, and whom the company is extremely desirous to secure for the
sake of his “influence.” A prominent insurance journal of the United States
thus speaks of these tricksters: “Commonly the agent brings a personal
letter from some high official connected with the home office, which is intended
to persuade him that the company really does place a high value upon his
connection with the enterprise. This puts him in a proper frame of mind to
absorb the fairy tales and moonshine that are lavishly dealt out to him, the
wonderful new business the company is about to write, the marvellous gains to
accrue from lapses, the rapid accumulation of reserves and surplus, until he
can no longer doubt the golden harvest that awaits the fortunate members of
the “board.” He signs an application for a big policy, pays a big premium
in cash, and settles back happy in the thought that at last he is “ on the
inside ” of something.

ABSURD ESTIMATES.

As might be expected the estimated profits given out with such contracts
are wild and extravagant to the point of absurdity. They vary considerably
with the different companies according to the imaginative powers of the expert
mathematical prestidigitators who manipulate the figures. The following is an
example :

ESTIMATED PROFITS ON A SPECIAL CONTRACT, 20-PAYMENT LIFE POLICY OF $2,500, YEARLY PREMIUM OF $81.90.

Net Excess over

Year. Dividend. Premium. Premium.

i st $81 90

2nd $ 9 16 72 74

3rd 14 06 67 84

4th . . 20 OO 6l 90

5th ...v... .. 27 60 54 30

6th 38 09 43 81

7th 49 07 32 83

8th 68 29 13 61

9th 85 66 $ 3 76

10th 11211 30 21

2

For the succeeding ten years the dividend is estimated at $112.11 each
year, and the excess each year over the premium is therefore $30. 21.

It will be seen that according to the foregoing estimate a 20-payment life
policy becomes self-sustainingf and yields an income besides, in the ninth year.

A GET-RICH-QUICK SCHEME,

As we have already pointed out, it is a matter of astonishment that so
many are the victims of such transparent impossibilities or rather transparent
improbabilities of the companies doing business at such increasing ratio as
would net for the “board” such a handsome profit. In no line of business
has a simpler get-rich-quick scheme been propounded. A feature of the
contract which should be specially noted is that it specifically requires the board
member to maintain a stated amount of insurance in force, either on his own
life or on the life of someone else. On the other hand the company is not
required as part of the contract to guarantee that the business of the company
will increase or guarantee anything else. The board member has a policy of
insurance only, at a rate higher than that of our Canadian companies. The
solicitors may promise a great deal, but of this anyone proposing to take out
insurance should be very careful. The State Life of Indiana has this condition
in its twenty-payment life option policy : “I agree that no statement, promise
or information, made or given by the person soliciting or taking this application,
shall be binding on the company unless such statements, promises or informa-
tion be reduced to writing and presented to the officers of the company at the
home office.”

The increasing profits of the special contract are attributed partly to the
increasing insurance in force, but largely to the lapsing of the members of the
board, thus leaving fewer to share in the distribution ; for it is generally
agreed that new members are not to be substituted for those that drop out.
According to the estimates used, even after the policy becomes self-sustaining,
the lapsing of board members goes merrily on, notwithstanding in order to
lapse, the member must not only abandon a policy which no longer costs any-
thing, but must refuse to receive money when offered to him. It is really
remarkable that the absurdity of this proposition does not at once occur to the
board member.

THE REAL OBJECT.

The sole purpose of the special contract is to induce the holder thereof to
apply for a policy. The pretended requirement of certain services to be
performed is a sham and a pretense. As we have already pointed out, this
method of writing insurance is contrary to state law generally, and will, upon
further investigation, it is hoped, be found contrary to Canadian law. The
agents of a company offering this special contract locally to a prospective
insurer, a little more credulous than the average man, explained to him that the
attorney-general of one of the states had officially condemned the scheme, but
had himself accepted one of the contracts and his son had also. The average
man, with a view to making provision for his family, will look for a company of
undoubted character. But one which quotes, on its own behalf, a public officer
traitorous to his own state, would immediately inspire distrust. Nor is it any
wonder that such company will not be responsible for the words of its appointed
agents, as provided in their policy, when they were guilty of using such
treachery to catch business. And would it not be fair to ask what kind of men
are they who would be influenced by such an argument as that of an attorney-
general acting in contravention of the law of his own state ?

3

CHARACTER OF INSURANCE.

The placing- of insurance should be done with the same care as the
selection of a trustee or executor. In doing this those in whom the greatest
confidence is reposed — whose characters commend themselves as being beyond
doubt — are selected. They are charged with the administration of your
possessions and often with the upbringing and education of your offspring.
For this purpose naturally you desire the best men you know to act for you in
your final absence. Insurance is in many respects similar to such trusteeship.
By it you provide for your family, and you should therefore be just as careful in
selecting an insurance company, to whom your money is entrusted, as in the
selection of your executor. Its methods should be as regular and as free from
deception and chicanery as the conduct of the man you would select as your
executor. Insurance is not something to gamble with ; it is an investment by
which a responsible man secures to those dependent upon him reasonable
immunity from want in case of his decease. If he lives to ripe years his
insurance policy will only yield to his beneficiaries the principal and interest
that the same amount of money would have realized if carefully and securely
invested. Insurance that promises more than this is not reliable, and the
sugar-coated promises of putting you “ on the inside ” at the expense of some-
one else, is an insurance proposition that an honest man would not entertain.
A company that offers a dishonest proposition, a proposition that benefits a few
of its policy-holders at the expense of the majority, would not scruple to offer
a dishonest settlement of a claim. Such settlement would probably benefit the
“board.”

Pennsylvania Condemns Advisory Boards and ** Special Contracts,”

The Attorney-General of Pennsylvania quotes the decision of the Michigan
Supreme Court, and in his letter to Insurance Commissioner Durham, says :

“ J have examined the copies of the yearly renewal contracts, the special
adviser's contract, and the application for appointment as special adviser, which
you sent me, and I have considered in connection therewith the act of May 7th,
1889 (P.L. 1 16), and the amendments thereto, approved July 2nd, 1895 (P.L.
430). I am of opinion that the contracts referred to are in substantial violation
of the above acts, because they discriminate in favor of individuals, between
insurants of the same class and equal expectations of life, in the amount or
payment of premium or rates charged for policies, and special favors, benefits,
considerations and inducements not specified in the policy contract of insurance.
The inequality of the terms and conditions of the contracts, so coupled with
policies of insurance, is quite apparent, and in my judgment is improper
under the law.

“ Severe penalties are prescribed for violations of the act. The company,
as well as its agent or agents, or any person violating the foregoing provision
of the law, shall be guilty of a misdemeanor and upon conviction shall be
sentenced to pay a fine of $500 on each and every violation, where the amount
of insurance is $25,000 or less, and for every additional $25,000 insurance or
less there shall be an additional penalty of $500, and the offender or offenders
so convicted shall thereupon be disqualified from acting as life insurance agents
for the period of three years thereafter.

“ The Attorney-General concludes by denying the right of the foregoing
contract to be classed as bona fide contracts of agency, as there is no specified
commission and no selection by reason of special knowledge or fitness. They

4

are, he affirms, certificates which, for vague considerations, in effect reduces
the cost of their holders’ own insurance and places all other insurance under a
disadvantage.”

Form of Application Used by One Company,

The State Life Insurance Company, of Indianapolis, Indiana, U. S.A.

DEPARTMENT OF INFORMATION AND INSPECTION.

Membership Appointment.

In consideration of the stipulations and agreements In the application of

........for appointment as a member of the Department of

Information and Inspection of the State Life Insurance Compariy, Which appli-
cation is made a part hereof, the State Life Insurance Company hereby appoints

a member of said Department, and hereby agrees to the following

articles in relation to such appointment :

Article t. On January ist of each year, during the continuance of this
contract, the Company shall compute the number of thousands of insurance in
force written during ten years from and after January ist, 1904, in the
Dominion of Canada, upon which there have been paid, during the preceding
year, one full annual premium, two semi-annual or four qilarter-annual
premiums.

Article 2. The said State Life Insurance Company hereby agrees, on the
dates aforesaid, to credit said member with such a sum of money designated
herein as one share, as shall be obtained by dividing the total sum of one dollar
for each one thousand dollars of insurance in force as above by the total
number of shares then remaining in force. The amount so Credited to said
member shall each year, on the anniversary of the date of this contract, be paid
to him by said State Life Insurance Company, subject to agreement of said
member in his application herefor, said payments being his compensation for
his services as such member, and for no other consideration. If the full
number of 300 shares should not be issued, the amount paid shall be such pro-
portion of one dollar of the number of shares issued bears to three hundred.

Article 3. The total number of shares issued in the Dominion of Canada
shall not exceed 300, and no lapses will be re-issued to a new member. Any
member agreeing in his application to perform the services required, for a half
share, shall be credited with a half share and compensated accordingly. This
appointment is for one share.

In witness whereof, &c. Signed, Andrew M. Sweeney, President.

W. S. Wytir, Secretary.

Achievements of Imperial Life’s Head Office Staff,

Many honors have of late been coming the way of those engaged in the
Head Office of the Imperial Life. Mr. E. R. Paterson, B.A., of our staff, has
been chosen by the Senate of the University of Toronto, as its first representa-
tive in connection with the Rhodes Scholarship. Mr. Paterson is a young man
of sterling character and excellent educational qualifications. The eyes of every
Canadian will be turned upon Mr. Paterson as he goes forward to the notable
educational halls of the Old Land, and none with greater interest than those
who have learned to esteem him in the Imperial. The only regret we have is
that we lose the services of one of our brightest and most promising men.

5

A cable just received from London, England, brings the welcome news
that L. K. File, B.A., D. Matheson, J. G. Parker, B.A., and C. H. Armstrong,

B.A. , have successfully passed the first examination of the Institute of
Actuaries of Great Britain. All of these gentlemen are valued assistants in the
Imperial’s Actuarial Department. May each one be equally as successful in
future Actuarial examinations. Mr. Parker having taken the gold medal in his
final year at Toronto University, has been offered a Fellowship in that
institution, and while we regret that we are to lose, so soon, such a brilliant
and promising young man, he will carry with him our very best wishes for a
prosperous future.

Several other members of the office staff of the Imperial Life have dis-
tinguished themselves this year at the recent examinations of the Toronto
Insurance Institute. The following were successful in some of the subjects of
the first year examinations : A. W. Adams, H. W. Nosworthy, H. T. Roesler,
J. O. Gallow. The Toronto Insurance Institute is doing excellent work for the
young men in the various Life Insurance Companies, and there is no doubt
whatever but that their future progress will be materially improved, both
financially and otherwise, by qualifying themselves for these examinations, and
by endeavoring to take as high a stand in them as possible.

Finally, but not least, the announcement has just been made that Messrs.
E. W. Davis, W. G. Reburn and S. J. Mackie, also of the Imperial Life Head
Office staff, have been successful in their examinations of the Institute of
Chartered Accountants, a very important examination and one which requires
much hard work and constant study to secure a pass.

It will thus be seen that the Imperial Life office is endeavoring to train up
in the very best possible way, an efficient, intelligent staff, so as to cope with
the important duties which are now falling upon them, and which will hereafter
fall upon them. The success which these young men have met with as the
result of weeks and months of constant study and hard work, will undoubtedly
prove a great incentive to others in the office to follow on and upward. Not
only have these young men improved themselves mentally, but they are
qualifying themselves for important positions which will from time to time be
open to them.

New Appointments.

The following representatives have recently been appointed : —

W. J. Douglas, Collingwood, Ont. G. Murdock, Murray River, P. E.I.

H. L. Douglas, Burk’s Falls, Ont. W. W. Jenkins, Georgetown, P.E.I.

T. J. Walrond, Woodstock, Ont. J. W. Collins, Grand Forks, B.C.

C. E. Kilborn, Winnipeg, Man. O’Brien & Muir, Wetaskiwin, N. W.T.

O. IL MacMicking, Wiarton, Ont. A. V. Bax, Toronto, Ont.

J. W. Ney, Bracebridge, Ont. N. C. Porter, Rocanville, Assa.

M. M. Schurter, Chepstowe, Ont. A. Emmett, Brantford, Ont.

D. L. Lee, Lumsden, Assa.

A hearty welcome is extended to these gentlemen.

It sometimes happens that a Provincial or District Manager appoints an
agent to assist him, but for various reasons does not complete a contract with
him according to our rules, and secure a bond. In publishing the above list
we can only take notice of those appointments that have conformed to our
rules and have been confirmed by the Board.

6

Honor Roll for June.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 arid over. The following rules
are observed - ‘

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked

(A) In regard to the amount of iiew assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the honor roll since the beginning of the year.

No. of Times

s. Rank. Premiums. Rank.

Rev. A. W. Ross, Portage la Prairie, Man. 18,000

F. B. Springer, Vancouver, B.C 15,000

J. H. Macabe, Toronto

R. A. E. Aitkin, Lake Megantic, Que

T. M. Grover, Regina, Assa

W. D. Mills, Durham, Ont 8,500

J. S. Wallace, Winnipeg,

J. Cawley, Brockville, Ont 8,000

H. B. Andrews, Toronto 7,500

Dr. D. Lowrey

C. A. Armstrong, Truro, N.S 7,000

J. E. McCuaig, Ottawa, Ont 7,000

G. R. Hamilton, London, Ont 6,750

J. P. Beaudoin, Montreal, Que 6,000

A. C. Champagne, Montreal, Que . .

G. P. Downey, Vancouver, B.C. . . .

W. H. Seymour, Hamilton, Ont 6,000

W. E. Kerr, Toronto 6,000

A. A. Bartlett, Charlottetown, P.E. I. .

A. E. Liddell, Montreal, Que

G. H. Gillespie, Kingston, Ont

C. A. Crysdale, Vancouver, B.C

H. B. McBain, Peterboro, Ont

J. J. Gardiner, Smith’s Falls, Ont. . .

R. R. Garvin, Smith’s Falls, Ont 5,000

J. C. Gass, Shubenacadie, N.S 5,000

Col. A. Fraser, Quebec, Que
N. D. Bell, Port Elgin, Ont. .

J. P. Belanger, Sherbrooke, Que 5,000

Applications.

Rank.

Premiums.

Rank.

on Honor Roll.

1. 18,000

I

543*io

2

3

. 15,000

2

525*55

4

3

• i4>5°°

3

530.20

3

2

. 12,000

4

809.85

1

1

. 10,500

5

385*10

5

2

• 8,500

6

295*5o

7

3

. 8,000

7

295.60

6

5

. 8,000

7

240.00

15

2

• 7.5°°

9

223.00

16

3

. 7,000

10

271. 10

1 1

4

. 7,000

10

243.90

13

4

, 7,000

10

219.00

!7

2

• 6,750

J3

241.20

14

2

. 6,000

J4

288.20

8

4

. 6,000

14

288. 20

8

1

. 6,000

14

212.95

l9

1

. 6,000

14

173*55

22

3

14

i45*5o

28

3

• 5>5oo

19

213*25

18

1

• 5>5°°

!9

194*75

20

3

. 5,000

*9

1 66. 90

23

2

• 5> 000

22

272.30

10

3

. 5,000

22

258.70

12

1

• 5>°°°

22

178.65

21

5

• 5>000

22

166. 20

24

2

• 5>°°°

22

I55-I5

26

5

• 5> 000

22

160.75

25

2

• 5»°°°

22

153*00

27

1

• 5>°°°

22

145*45

29

1

Standing of the Agencies for June.

1. Head Office Agency.
Montreal, Que.

3. Winnipeg, Man.

4. Vancouver, B.C.

5. Ottawa, Ont.

6. Halifax, N.S.

7. Guelph, Ont.

8. Regina, Assa.

9. London, Ont.

10. St. John, N.B.

11. Kingston, Ont.

12. Brockville, Ont.

13. Hamilton, Ont. * -

14. Charlottetown, P.E.I.

15. Brantford, Ont.
Peterboro County, Ont.

17. Brandon, Man.

Port Hope, Ont.

19. Belleville, Ont.

Port Arthur, Ont.

St. Catharines, Ont.
West Indies.

7

A Few Facts.

The above is the title of a new pamphlet, of which a copy is enclosed. It
is thought that, setting- forth, as it does, the strong features of the Imperial in
a concise form, it should be a very valuable canvassing- document. Write to
your District Manag-er or the Home Office for a supply.

Leaders of the Honor Roll for 1904.

January Dr. D. Lowrey, Toronto, Ont. $14,500

February A. Fraser, Quebec, Que. 16,000

March S. P. Saunders, West Indies. 42,000

April Rev. A. W. Ross, Portage la Prairie, Man. 19,000

May R. W. Day, Edmonton, Alta. 18,000

June Rev. A. W. Ross, Portage la Prairie, Man. 18,000

An Abused Privilege.

It has come to our notice that a representative of another company is
regularly supplied with the “Agents News” by one of our agents. As you
will readily understand, this is a very confidential document, and for the private
use of our representatives only. We devote considerable time and money to
its publication, and send it to all our representatives for the sole purpose of
keeping them thoroughly up-to-date on life assurance matters, and are, to say
the least, surprised that our confidence should be abused by an Imperialite. We
trust that this will not occur again.

Notes.

We congratulate Rev. A. W. ROSS upon leading the Honor Roll for the
second time this year. Personal business is his strong point.

Head Office Agency and Montreal share the leadership this month, with
Winnipeg a close third.

June Honor Roll is the largest this year. We would like to see it larger
for July. There are a number of new names on the Honor Roll this month,
among them many new agents.

Montreal has six places on the Honor Roll this month ; Head Office
Agency four ; Vancouver and Ottawa three each.

Mr. F. B. Springer, Of Vancouver, closed the half year splendidly.
Congratulations, Mr. Springer.

Mr. R. A. Aitkin’s business is the right kind. An average premium of
over $65 per $1,000 indicates this.

It will be noticed that Messrs. Wallace, Gardiner and Gass are still all
in the race. It is hard to say who will have the most places to his credit at the
end of the year, especially as there are a number of representatives following
just close behind.

Ottawa always holds fifth place. Manager Wickware knows how to
produce the business every month.

Mr. J. B. Cooke, the Company’s District Manager at Kingston, Ont., is
taking a well earned holiday, having left for England last week. Mr. Cooke
has represented the Imperial since it started to do business, and has made a
splendid record for his agency. We wish him a pleasant voyage, and hope he
will come back with renewed vigor to make a still better record.

8

I

easp^

Published by the Imperial Life Assurance Co’y of Canada

THE 1904 CONVENTION

^UGUST is Convention month. On August
9th our Central Canada representatives leave
Toronto for a week’s trip to Montreal. On August
16th our Eastern representatives meet at Charlotte-
town, P.E.I., for an outing. On August 24th our
Western representatives meet at Banff. Those
agents who do not qualify for the 1 904 Convention
will lose a great opportunity, not only to enjoy a
pleasant trip, but to meet their brother field workers.
By special request the time in which to qualify has
been extended a few days. Will this enable you
to secure your allotment?

The First Interview.

Solicitors for life assurance frequently make the mistake of going- at a man
too easily at the first interview. There are few men who will not concede that
life assurance is not only desirable, but absolutely necessary to the well-being
of themselves and their families. With that much conceded, therefore, why
give them a chance to defer making an application. An unproductive interview
one day makes it all the harder for the next meeting, as meantime the party is
thinking up arguments to postpone action and is preparing a line of objections
for the agent to answer, all of which consumes time and gives opportunity to
again put off the vital act on the plea of wanting more time to consider the
subject. The agent on his first interview should go right to the point— the
point being the kind and amount of policy needed. Don’t stop and talk of the
benefits of life assurance, they are well enough known. Don’t talk other
companies, they have agents of their own. Don’t talk your own company, for
if you had not faith in it you would not represent it. Talk on just the policy
that man needs for his own particular case, and if you know your business you
will have posted yourself beforehand on his means and prospects. Give him no
loophole for argument and you will not be put off with excuses and a request to
call another day. Let him see that you thoroughly understand what life assur-
ance has to fit his requirements, and the application will in most cases be
promptly forthcoming.

The Folly of Lapsing.

We recently received the following letter ;

Stirling, June 14th, 1904.

To the Manager,

The Imperial Life Assurance Company,

Toronto, Ont.

Dear Sir,

I have been requested by Mrs. Eleanor Lanktree to notify you of the
death of her son William Spencer Lanktree, who was insured under Policy No.
1838, and who was drowned in Rink Rapids, Yukon Territory, last week.
Please send claim papers which will be duly executed as soon as possible. An
early reply will oblige.

Yours &c.,

W. S. Martin.

Mr. Lanktree insured his life with the Imperial in January, 1899, under
Policy No. 1838. The premiums were not paid, and every effort was made to
have him continue the policy in force. Letter after letter was despatched to
him, but no notice was taken thereof. A circumstance of this character is
regrettable, and tends to emphasize the great importance of continuing a
policy once taken out in a first-class company. What a difference $1,000
would have made to the mother of this young man, the failure to be benefitted
by it only being occasioned, apparently, by indifference.

First and Paramount— Absolute Security to Policyholders.

“ Imperial Security” is one of the Imperialite’s best talking points
in canvassing. It has been built up year by year upon a solid foun-
dation until now it is unequalled by that of any other company.
Security being one of the most important, if not the most important
essentials of a sound life company, Imperialites have an unanswer-
able argument in favor of Imperial policies.

That the security afforded Imperial policyholders is unquestion-
able is evidenced by the following :

(1) Capital — One Million Dollars.

(2) Government Deposit — The Government Deposit of the
Imperial Life is larger than that of any other Canadian life assurance
company.

(3) Reserves — The Imperial Life maintains its entire policy
reserves upon a 3^% and 3% interest basis, and in addition holds
special reserves for suspended mortality, and the immediate pay-
ment of death claims. It was the first company in Canada to
place its entire policy reserves upon a 3/4%. basis.

(4) Assets — The Imperial’s investments are all of the highest
order and will bear the closest scrutiny.

The following table briefly summarizes this security :

Paid up Capital -
Additional Subscribed Capital -
Ordinary Reserves, according- to Govern-
ment Standard -

Special Reserves maintained to conform
to Company’s Standard -
Additional Special Reserves maintained for
Suspended Mortality and the immedi-
ate payment of Death Claims -
Balance of Undivided Profits

$ 450,000.00
550,000.00

1,294,058.00

96,825.00

37,754.00

91,339.68

$2,519,976.68

For every $1.00 of liabilities to policyholders according to the
Government Standard, the Imperial Life holds nearly $2.00 of
assets. Its surplus to policyholders according to this standard is
$1,225,918.68.

Remember always, that “Imperial Security” is absolute. No
question can possibly be raised against it. “As safe as the
Imperial"” is a conclusive comparison.

Aggressiveness.

To be successful in competition requires a thorough knowledge of the
subject in question, and usually the best informed man wins, but even with
this many people fail because they do not handle their argument properly. The
“ manner of argument ” has much to do with success.

In life assurance competition the aggressive man always wins. He prac-
tically dictates the trend of the argument, and consequently starts off with a
tremendous advantage. His competitor is immediately placed on the defensive,
a position which, under the circumstances, can be occupied successfully by very
few people.

Be aggressive ! Do not habitually attack other companies when can-
vassing, as that will only lead to distrust on the part of your prospect, but
when opposition is encountered, throw yourself into the fight at once.
Convince your prospect of the Imperial’s superiority first. If you are placed
on the defensive your work will be much harder.

The Life Policy’s Mission.

Lives of great men all remind us.

We can hustle like the deuce,

And, departing, leave behind us,

Ducats, for our widow’s use.

Life is real, life is earnest,

And if we are well insured,

The stern sorrows of our parting,

May much better be endured.

It Pays to Shew Appreciation.

A bright life agent who secured some good business through the influence
of one of his customers, recently wrote the following letter of acknowledgment.
It was a graceful act on the part of the agent, and it was pleasing to the person
who had freely allowed the agent the use of his name.

Dear Mr.— I take pleasure in reporting to you that I have written two

policies recently — largely through the influence of your good name. Mr.

N has taken a nice policy ; and Mr. H in R’s office — your very

warm recommendation secured his business to me.

Your letter in our booklet means quite a lot to me, and I again thank you
for it, and express my willingness to reciprocate in any way in my power.

With best regards, I remain, yours truly.

This agent, since he wrote the above letter of acknowledgment, has had
the pleasure of “ reciprocating,” by writing another policy for a good amount
for the recipient of the letter, who sent his application unsolicited.

Imperialites will be pleased to hear that the business for July,
1904, was more than twice as much as that for July, i9°3> an<^ the
slight deficiency in our 1904 business as compared with i9°3> has
been practically made up. July was nearly a half-million month.

Just here, we wish to drop our Field Staff a hint. A competi-
tion has been planned for the balance of the year, dating from
August 1st. Full particulars will be given in the next number
of the “News”; but don’t wait for that. The allotments will
be pretty high, so everybody had better get to work right at once.

Nineteen hundred and four is going to be a banner year for the
Imperial. Everything points that way. We want every Imperialite
to do his share during the next five months by sending in good
applications.

Keep Your Mind Vitalized.

What you put into the business is yourself. All you need to do is to
direct that self properly. Your thoughts are the directing power. Therefore,
keep your mind vitalized with systematic and orderly thoughts. It would be
silly to say that you could sit down and think of success, and have it come to
you without doing anything to make it materialize, but it is demonstrably true
that the condition and quality of your thoughts manifest themselves in your
actions. If you let them run wild without effort to control them, you will soon
find them wandering everywhere, in all directions, and arriving nowhere in par-
ticular. And the work you do will shew very plainly this slack management.
You can just as well direct your thoughts in the proper channel and keep them
under control.

Put success into your thoughts and the thoug'ht of success into your work,
and success will be worked out in a material and orderly manner. There is
nothing mysterious about it or unbelievable. It is merely the old principle, as
old as the world, that like produces like. If yoiTare* all right your business
will be all right. First make up your mind what you want. You must have
an aim or you reap aimlessness. Keep your thoughts on what you want and
intend to get. Put the intention of doing* things into your work this month,
and see how much more you find done at the end than last month, for instance,
when you only feebly thought you would like to do them.

Standing* of the Agencies for July.

I.

Head Office Agency.

ii.

2.

Montreal, Que.

I 2.

3-

Winnipeg, Man.

l3‘

4-

Vancouver, B.C.

5-

Ottawa, Ont.

I5-

6.

Halifax, N.S.

7-

St. John, N.B.

l7-

8.

London, Ont.

1 8.

9*

Hamilton, Ont.

19.

IO.

Regina, Assa.

20.

Guelph, .Qnt.

Kingston, Ont.
Brockville, Ont.

St. Catharines, Ont.
Peterboro County, Ont.
Port Hope, Ont.
Brantford, Ont.
Charlottetown, P. E.I.
Newfoundland.

Peterboro City, Ont.

New Appointments.

The following gentlemen have recently signed contracts :

C. Elvins, London, Ont.

W. Littler, Aurora, Ont.

J. B. Kaiser, Toronto, Ont.

C. E. Kilborn, Winnipeg, Man.
T. J. Walrond, Woodstock, Ont.
S. Holland, Toronto, Ont.

W. J. Shortt, Toronto, Ont.

T. A. Kirvan, Toronto, Ont.
A. E. Scanlon, Bradford, Ont.
J. M. Lacey, Toronto, Ont.

J. Purvis, Holyrood, Ont.

R. J. Corson, Markham, Ont.
J. H. Price, Nicola Lake, B.C.

A hearty welcome is extended to these new Imperialites.

Mr. L. P. Flagler, of Brighton, is back with the Imperial again, after an
absence of two or three months working for another company. He decided
that the Imperial is alright.

Honor Roll for July, 190 4,

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll since the beginning of the year.

No. of Times

Applications. Rank. Premiums. Rank, on Honor Roll.

Dr. D. Lowrey, Toronto, Out

•• 35>5°°

1

1.543-3°

2

5

j. S. Wallace, Winnipeg, Man

. . 31,000

2

999-55

3

6

W. H. Seymour, Hamilton, Ont. . .

. . 18,000

3

1.657.05

1

4

J. A. Labelle, Joliette, Que

. . 18,000

3

563-05

4

3

C. M. Turner, Calgary, Alta

. . 14,000

5

482.85

9

1

J. P. Beaudoin, Montreal, Que

. . 1 2,000

6

554-7°

5

5

J. W. Ney, Bracebridge, Ont

. . 12,000

6

491. IO

8

1

Rev. A. W. Ross, Portage la Prairie

. . 12,000

6

452-85

10

4

W. A. Gibson, Fredericton, N.B. . .

. . 11,000

9

546.80

6

3

A. C. Champagne, Montreal, Que . .

. . 11 ,000

9

5°6-35

7

2

J. E. McCuaig, Ottawa, Ont

. . 10,000

1 1

387-05

1 1

3

C. L. Hanington, Dorchester, N.B

9,000

12

284. 10

15

2

R. W. Day, Edmonton, Alta

8,000

13

3°3-55

J3

4

G. H. Gillespie, Kingston, Ont ....

8,000

13

238.35

21

3

T. M. Grover, Regina, Assa

7,000

!5

322- 15

12

3

A. Duncan, Petrolia, Ont

7,000

r5

277.40

16

1

j. Cawley, Brockville, Ont

7,000

256.25

18

3

J. C. Gass, Sliubenacadie, N.S

7,000

15

213.20

22

6

G. R. Hamilton, London, Ont

. . 6,500

19

270. 10

17

3

W. D. Mills, Durham, Ont

. . 6,500

19

201.25

25

4

C. A. Armstrong, Truro, N.S

6,000

21

298.20

14

5

H. M. Willox, Niagara Falls, Ont.

6,000

21

247.00

20

1

J. W. W. Stewart, Vancouver, B.C

6,000

21

207.85

23

2

H. B. McBain, Peterboro’, Ont

6,000

21

200. 80

26

2

E. S. Miller, Montreal, Que .

. . 5,500

25

201.55

24

3

J. j. Gardiner, Smiths Falls, Ont . .

. . 5,500

25

160.00

30

6

W. G. Reburn, Toronto, Ont

. . 5,000

27

250.25

19

2

F. B. Soringer, Vancouver, B.C. . . .

5,000

27

198. 10

27

4

}. L. Bellemer, Montreal, Que. . . .

. . 5,000

27

164.00

28

1

R. R. Garvin, Smiths Falls, Ont..

. . 5,000

27

162.80

29

3

J. R. Jackson, Vancouver, B.C

s,ooo

27

157.00

31

1

H. B. Andrews, Toronto, Ont

. . 5,000

27

154.80

32

4

-S. R. Stewart, Brantford, Ont

. . 5,000

27

15^95

33

2

J. C. Baker, Halifax, N.S

27

129.25

34

4

Leaders of the Honor Roll for 1904,

January Dr. D. Lowrey, Toronto, Ont.

$14,500

February A. Fraser, Montreal, Que.

16,000

March S. P. Saunders, West Indies.

42,000

April Rev. A. W. Ross,

Portage la Prairie, Man.

19,000

May R. W. Dav, Edmonton, Alta.

18,000

June Rev. A. W. Ross,

Portage la Prairie, Man.

18,000

July Dr. D. Lowrey, Toronto, Ont.

35>5°°

Notes.

Everybody did so well during- July that it seems hardly fair to mention
particular names, but the records of Dr. Lowrey, Mr. J. S. Wallace, and
Mr. W. H. Seymour stand head and shoulders above the rest. These
gentlemen deserve our heartiest congratulations, and they have them.

July Honor Roll is the largest for eighteen months, and beats June, pre-
viously the largest this year, by five places.

Montreal and Vancouver each have five places this month ; Head Office
Agency, four ; Halifax and Ottawa, three each.

Head Office Agency leads by a good margin this month ; Montreal leads
well for second place, but the fight for third place was very close, Winnipeg
winning by only $3,000.

Did you ever stop to think that many an unsuccessful agent spends as
much time at the work as the agent whose name is usually on the Honor Roll ?
The difference in results is the difference in the quality of the work. The suc-
cessful agent first learns what he can, from general sources, about his
prospective applicant and then secures the signature after as few interviews as
possible. The energ}^ which some agents expend in a hap-hazard, profitless
canvass of a great many men would, if properly directed in canvassing a few
men, result in applications. Put business methods into your canvass, and your
methods will bring you the business.

How many Imperialites can do this Mr. J. W. Ney, of Bracebridge,
Ontario, writes on August 1st, “ Being the first day of the month, I went out
to-day determined to write one person, and I wrote three. I never ask a man
to promise me. 1 write him instead.” We prophesy a successful future in life
assurance for Mr. Ney.

New Forms.

The attention of Imperialites is particularly directed to our method of
sending out new literature. A sample copy is sent to each agent, and he is
instructed to write to his District Manager if he wishes a supply, otherwise
they will not be sent to him. We are only too glad to supply you with all the
literature you can use, but inasmuch as one pamphlet will appeal to an agent
more than another, we have found this plan to be the most satisfactory.
If at First You Don’t Succeed.

The things that can’t be done are growing fewer. Not so many years ago
mile-a-minute trains were impossible. Now they are common, and we are)
confidently awaiting transportation at 200 miles an hour. If telegraphic
messages can be sent across the world without wires, what is impossible ?
If Mr. Tesla had said “ It can’t be done,” he never would have done it. He
never would have tried. Once upon a time a man wrote to his friend : “I’m
in a hole, and you’ve just got to help me out or I’m stuck.” The friend
replied : “ Sorry I can't help, but if you’re in a hole you can’t get out of, I’m
coming to see the hole — it must be a wonder.” Oh, yes. He got out. But
according to all theory and reason he should not have been able to do it. It
was one of the things that couldn’t be done, and if he believed it couldn’t — he
wouldn’t. If a thing looks as if it can’t be done — look again. Try.

Voi. 5, No. 17 Published by the Imperial Life Assurance Co’y of Canada

September,, 1904.

September 1st marks the beginning of a great activity in
Imperial ranks — the first shot of the Fall Campaign, — and through-
out the whole Dominion Imperialites will be contemplating the
propects of success. We have already gone into this very carefully
at the Home Office, and it is our belief that the prospects for a
record “ Fall Campaign ” were never before so bright.

It has been suggested, and we think very opportunely, that in
order to start this Campaign in a strong and aggressive manner, the
September record of each agency should be made the best of any
month this year. Acting upon this, communication has been opened
with our different Provincial and District Managers, with the object
of achieving the desired result. At the end of the month a list of
the successful ag'encies will be published in the Agents News.

Every representative of the SmperaaS Life is therefore
asked t© take some share in the September Campaign
so that his agency wiil toe amongst the s^ecessfaB at the
end of the month.

Canadian Money withdrawn for Foreign Investments.

In reference to the discussion which has recently taken place in the
Montreal Witness respecting- the investments of life assurance companies, and
the practice of United States life assurance companies in investing their funds,
the following- statement setting- forth the United States securities which United
States companies have deposited at Ottawa, or have placed in the hands of
Canadian trustees for the purpose of the reserve under their Canadian policies,
has been taken from the Dominion Government Report on Insurance, issued for
1903. One of the most important points touched upon in the discussion is the
practice of United States life companies taking- the funds of their Canadian
policyholders and investing- them in United States securities, thus utilizing the
money of Canadians for the purpose of building up and extending the cities,
enterprises and industries of the United States. Canada can ill afford this, and
inasmuch as all that is best in life assurance can be obtained from Canadian life
companies, is it not a poor business policy for Canadians to build up the institu-
tions of a foreign country to the detriment of our own?

NEW YORK LIFE INSURANCE COMPANY.

Market Value.

Commonwealth of Massachusetts, 1939 $ 818,300.00

West Shore R. R. 4% bonds, 2361 799,200.00

Chicago & Northwestern, general gold bonds, 3%% of 1987 . . . 1,040,000.00

Union Pacific Ry. and L.G., 1st, 4’s, 1947 618,000.00

Chicago, Mil. & St. Paul, general, 3^’s, 1989 660,000.00

Commonwealth of Massachusetts, 1939. 661,500.00

$4>597>000*00

EQUITABLE LIFE ASSURANCE SOCIETY.

Market Value.

U.S. bonds, 4%. $ 520,125.00

Mercantile Trust Stock 5,778,000.00

St. Paul, Minn. & Manitoba, 4)4% stock 551,250.00

$6,849,375.00

MUTUAL LIFE ASSURANCE COMPANY OF NEW YORK.

Market Value.

Guaranty Trust Company of New York, stock $1,800,000.00

United States Mortgage & Trust Company, New York, stock. . 1,200,000.00

National Bank of Commerce, stock 300,000.00

$3,30°,000. 00

Connecticut Mutual Life Insurance Company has a reserve fund under its
Canadian policies amounting- to $773,653. It has invested in Canadian
securities, $111,500.

The Northwestern Mutual Life Assurance Co. has deposited $135,333.33
with the Receiver-General, made up of United States bonds.

The Phoenix Mutual Life Assurance Company has a reserve fund under its
Canadian policies amounting- to $275,000. It has invested $134,947.60 in
Canadian securities.

Life Assurance Collateral.

The enclosed pamphlet entitled “ Life Assurance Collateral ” has been sent
to the manag-er of every bank in Canada, with a letter to the effect that we will
be pleased to enter into arrangements with him to furnish such life assurance
collateral as he may require. It contains some splendid arguments in favor of
“business” assurance, and will, we expect, prove a valuable canvassing docu-
ment. Will you kindly follow this campaig'n up by interviewing as many
bankers in your district as possible, and endeavor to secure their influence for
the benefit of the Imperial. It is hoped that this will prove of material assis-
tance to you in increasing the Company’s business at your ag'ency.

The Employment of Medical Examiners.

The rules summarized below are given in full in the Company’s
“ Rules and Instructions to Agents,” Sections 39-46. It frequently happens
that the issuance of a policy is needlessly delayed on account of the negligence
of the agent in observing these rules, in fact, probably more applications are
deferred for this than for any other cause. The agents of the Imperial Life
should be alert to the advantages of promptness in delivering their policies
and absolutely the only method of insuring such promptness is by following
implicitly the following instructions

(1) . If possible, the Company’s appointed Examiner must always be

employed.

(2) . If the Company’s Examiner is sick, away from home, etc., so that it

is necessary to employ another .examiner, the Agent should (a) have
the Doctor fill out form 7 and forward same along- with application,
and (&) write a letter to Head Office explaining why it was im-
possible to employ the regular examiner.

(3) . Where the Company has no appointed examiner, have form 7 completed

by the Doctor whom you have chosen and forward same along with
application.

The American Legion of Honor in the hands of a Receiver.

The Massachusetts Supreme Court has appointed Attorney Henry A.
Wyman receiver of the Supreme Council of the American Legion of Honor.
Attorney-General Parker asked for the receivership at the instance of insurance
Commissioner Cutting, on the ground that the condition of the concern was
such as to render its continuance in business hazardous to the public.

The receivership was not opposed by the corporation, as for some time it
has been apparent to the supreme council that the corporation could not
continue much longer, owing to the drop in membership in recent years.

It was incorporated in 1879, and in 1890 it reached high water mark with
a total membership of 62,574. On December 31, 1903, its roll had decreased
to 4049, and at the present time it is estimated by the officers of the corporation
that the total membership does not exceed 3400.

Some time ago the death benefits were reduced from a maximum of $5,000
to $2,000. This met with great opposition in all parts of the country, notably
in Texas, where suits for damages because of the reduction were upheld.
Besides these suits many suits for death benefits have been brought, and the
corporation has been compelled to deposit surety bonds to the amount of
$82,454 for judgments in appeal cases in other States.

On June 23, suits amounting in the aggregate to $237,000 were pending
against the company, and it made a requisition upon the Insurance Com-
missioner to take $111,000 from its emergency fund. Before approving this,
Commissioner Cutting ordered the company to submit a supplementary report
of its assets and liabilities. From that report it was seen that the liabilities
exceeded the assets by $10,000. Later on the Commissioner was informed by
the officers of the Company that suits had been brought against it amounting to
$300,000.

The receivership for the American Legion of Honor marks the downfall of
what was once the most prosperous of the fraternal organizations. In its
efforts to furnish “ cheap insurance ” thousands of persons have been victimized
and are now left without insurance. Its downfall is attributable to the utter
fallacy of the plan on which it attempted to do business.

What the Widow Received.

A very common obstacle met with in canvassing, and one which it is hard to
understand, is the objection of the wife to life assurance. One would think that,
being for her benefit, she would be its strongest supporter, but the fact remains
that applications which would otherwise be secured are lost on this account.
The enclosed pamphlet has been issued to assist Imperialites on this point, and
a supply will be promptly forwarded upon application to your District Manag*er.

Voi. 5, No. 18 Published by ihe imperial Life Assurance Co’y of Canada (15-9-04)

BEAT YOUR BEST RECORD,

In every profession, in every business, and in every
undertaking- in life, aggressiveness is the ruling spirit
which assures success. The men who are always striving
for something better, something greater than they have
yet accomplished, are the ones who will in future years be
pointed to as “Captains of Industry.” You can’t stand
still in this world — it is either progress or retrogression.

September was set aside as a month in which each
agency should “ beat its best record.” This, of course, can
only be accomplished by each agent beating his own best
record, and if one man in an agency cannot rise to the
occasion, it makes the work of the others so much harder.

How many Imperialites are beating their best record
this month? Some are — many are — but again there are
others who at the present rate will fall far short of the
desired amount. Imperialities whom we counted upon for
a large number of applications during September have
not yet met our expectations.

There is still one-half of the month left for business.
Much can be accomplished in that time if “the spirit is
willing.” Let us Slave an aggressive and enthusi-
astic campaign in every agency for the balance
of the month, so that September wiBS “beat our
best records”

‘Notes.

Montreal Agency comes out strong on the August Honor Roll with five
places, including the first two, and also leads in the “ Standing.” Messrs.
Beaudoin and Champagne are to be congratulated upon their success.

Messrs. Gass and Gardiner are the “ Fathers of the Honor Roll” now,
each with seven times to his credit. This is a splendid record and one which is
worth maintaining to the end of the year.

Mr. C. A. Crysdale, of Vancouver, B.C. is a successful Imperalite.
His business always carries a high premium rate.

A Conservative Business View.

The form of contract whereby, on the policy becoming due, the proceeds
are to be paid in a specified number of instalments, instead of in a lump sum,
especially appeals to many conservative men. The ordinary beneficiary has
little knowledge of business affairs and the care and management of estates,
and for this reason, this form of contract relieves a beneficiary of a good deal of
care and anxiety — and ensures the annual payment of a fixed amount. It also
avoids the risk and expense involved in the appointment of a trustee.

Suicide Hazard as a Lafe Underwriting Problem.

We believe that American Life underwriters have had enough experience
within the past year or two to convince them that they are confronted with a
new and serious hazard, namely, the disposition of men of large affairs, when
confronted by business disaster, to commit suicide for the benefit of their
creditors and families.

The most recent incident, and to us the most striking, is the suicide of R.
H. Plant, of Macon, Ga. , a banker. Mr. Plant had at one time a substantial
income and lived in “splendid style.” He was a director and stockholder in
many enterprises, and became deeply involved in financial obligations which he
could not meet. At the time of his death his liabilites amounted to $2,243,000, his
assets to $1,399, 000, a deficit of $844,000. He had a life insurance of $1,018,000,
on which he was paying premiums aggregating annually about $45,000.

Faced with financial failure if he lived, Mr. Plant determined to take his
life, the insurance which he would realize as a consequence being sufficient to
cover the deficit, and at the same time provide a comfortable fortune Tor his
family. Almost one-half of the insurance, $503,000, was carried by a single
company, the New York Life.

None of the policies issued by the New York Life contained a suicide
clause, but were free from all restrictions. But, in our opinion, the issuance
by the New York Life of a contract without the suicide clause, and the wide
advertisement of the fact, has done more to direct the attention of business
men, weighed down with financial responsibilities, to the use of life insurance
as a means by which their honor, if not their lives, can be saved, than any other
single factor in the situation. — -Journal of Insurance Economics.

o

Leaders of the Honor Roll for 1904.

J anuary

Dr. D. Lowrey, Toronto, Ont.

$14,500

February

A. Fraser, Montreal, Que.

16,000

March

S. P. Saunders, West Indies.

42,000

April

Rev. A. W. Ross, Portage la Prairie, Man.

19,000

May

R. W. Day, Edmonton, Alta.

18,000

June

Rev. A. W. Ross, Portage la Prairie, Man.

18,000

July

Dr. D. Lowrey, Toronto, Ont.

35.500

August

rj. P. Beaudoin, Montreal, Que.

16,500

\A. C. Champagne, Montreal, Que.

16,500

Honor Roll for August.

The Honor Roll records the monthly new business of the representatives
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name
has appeared on the honor roll since the beginning of the year.

No. of Times

J. P. Beaudoin, Montreal, Que

Applications.
. . 16,500

Rank.

I

Premiums.

882.OO

Rank.

2

on Honor Roll.
6

A. C. Champagne, Montreal, Que . .

. . 16,500

I

882.00

2

3

Rev. A. W. Ross, Portage la Prairie

. . 16,000

3

548.05

4

5

W. A. Gibson, Fredericton, N.B.

. . 14,000

4

980. 20

I

4

J. W. Ney, Bracebridge, Ont

. . II , 000

5

397-25

7

2

T. M. Grover, Regina, Assa

. . 10,500

6

434-45

5

4

J. C. Gass, Shubenaeadie, N.S

. . 10,500

6

365-25

8

7

T. C. Babb, Sydney, Man

8

29J-55

12

1

H. R. Gray, Montreal, Que

. . 8,500

9

332-15

10

1

J. H. Laughton, Park Hill, Ont

. . 8,500

9

298.95

1 1

1

W. G. Morrow, Peterboro, Ont. . . .

8,000

1 1

275.00

*5

3

C. A. Crysdale, Vancouver, B. C. . .

7,000

1 2

423- 10

6

4

J. A. Labelle, Joliette, Que. .

7,000

12

276.90

14

4

J. W. Glenwright, Winnipeg, Man..

7,000

12

253.40

16

4

T. J. Macabe, Toronto

7,000

12

212.05

18

1

W. H. Seymour, Hamilton, Ont. . .

7,000

12

i98-25

*9

5

C. M. Turner, Calgary, Alta

6,000

17

282. 10

*3

2

Dr. D. Lowrey, Toronto, Ont

6,000

1 7

246.75

i7

6

J. E. McCuaig, Ottawa, Ont

6,000

17

*93-75

20

4

A. E. Liddell, Montreal, Que

6,000

i7

182.95

21

4

W. G. Reburn, Toronto, Ont

. . 5,000

21

359-25

9

3

J. j. Gardiner, Smiths Falls, Ont . .

. . 5,000

21

171.00

22

7

G. H. Gillespie, Kingston, Ont . . . .

. . 5,000

21

168.45

23

4

3

Standing* of the Agencies for August.

I.

Montreal, Que.

10.

Guelph, Ont.

2.

Head Office Agency.

11.

Hamilton, Ont.

3-

Winnipeg, Man.

12.

Peterboro City, Ont.

4-

Vancouver, B.C.

!3*

Kingston, Ont.

5-

Halifax, N.S.

14.

Brockville, Ont.

6.

Ottawa, Ont.

i5-

Port Hope, Ont.

7-

London, Ont.

16.

Charlottetown, P.E.I.

8.

St. John, N.B.

i7-

St. Catharines, Ont.

9-

Regina, Assa.

<*

THE OTHER FELLOW’S JOB.

There’s a craze among- us mortals that is cruel hard to name,
Whereso’er you find a human you will find the case the same;

You may seek among- the worst of men or seek among- the best.

And you’ll find that every person is precisely like the rest ;

Each believes that his real calling is along some other line
Than the one at which he’s working — Take for instance, yours and mine ;
From the meanest “ me-too ’’ .creature to the leader of the mob,

There’s a universal craving for “the other fellow’s job,”

There are millions of positions in the busy world to-day,

Each a drudge to him who holds it but to him who doesn’t, play ;
Every farmer’s broken-hearted that in youth he missed his call,
While that same unhappy farmer is the envy of us all.

Any task you care to mention seems a vastly better lot
Than the one especial something which you happen to have got.
There’s but one sure way to smother Envy’s heartache and her sob ;
Keep too busy at your own to want “the other fellow’s job.”

September’s Business.

The September business to date is ahead of the business for the first half
of last September. This is a very gratifying feature, especially as the business
for the past few months has shown a steady increase over last year. The 1904
business will undoubtedly make a record, and we want every agency to make a
record at the same time. Keep this before you for the balance of 1904.

Life Assurance Collateral.

Nearly every day we are receiving a number of replies to our circular letter
to Bank Managers, pointing out the value of Life Assurance Collateral. They
indicate that a large field has been opened up for the Imperial in this direction,
which only requires a careful and persistent canvass to make it yield splendid
results. If every Imperialite will keep in close touch with the Bank Managers
in his territory he will undoubtedly be able to largely increase his business
during the balance of the year.

4

mm.

THE FINAL CAMPAIGN

Is to be a Daily Campaign

THREE MONTHS — OR 13 WEEKS, OR 79 WORKING DAYS

upon that month ot the year wnicn me ueiu man as unc ui me

three greatest business producing months in the calendar. October
has always produced a very large volume of business. It is the month
when the field man pushes forward with renewed energy, with
invincible strength, and with the determination to secure the volume
which he has pledged himself to obtain. Every Imperialite knows
that the business is to be had, and he, therefore, plans his daily
campaign with the one aim of reaching his goal.

Let us not overlook the fact that our work from now until the
31st December, 1904, must be accomplished day by day. It would
be folly yea madness, to attempt a week’s work in a day, a month’s

The New Canvassing1 Book

By concurrent mail I send you a copy of the new Canvassing Book, just
received from the binders. In doing so I invite your special attention to the
introductory remarks contained on page 2, and to the concluding remarks con-
tained on page 84.

Knowledge, backed up with enthusiasm in the cause of the Imperial Life,
are the two greatest powers to success and achievement. I ask your earnest
and careful attention to each article contained in this book ; do not merely read
them but get to know them . Let them become part of your assurance

knowledge ; let them become part of your daily talk and conversation. If you
do so, you will find strength added to strength in the presentation of all that is
best in life assurance.

This canvassing book is intended to be a suitable mate to your Manual.
Just as you find it absolutely essential to carry your Manual, so should you
carry your canvassing book. It has been especially brought out at this time of
the year to give you a helping hand in the great Final campaign which is now
being waged.

Go at your work day in and day out with method and determination ;
utilize this highly ingenious tool which we have provided you with ; back up
you knowledge with enthusiasm, and results must follow. T. B.

Have You Secured Three-fourths of Your Quota?

“ I suppose you are particularly busy hustling business at the close of the
year?” was the enquiry directed at one of the most successful life agents last
December.

“ Not particularly so,” was the reply. “ I never wait until the close of the
year to make up my quota. It’s up !”

The Golden Opportunity

There are still three months or thirteen weeks or 79 working days in
which to make up for mis-spent or mis-directed energies during the earlier
days of 1904. Those who start now and try with determination to make it
worth while will find themselves on “Easy Street ” yet. Instead of excuses
for not being up they will receive congratulations, and experience the inward
satisfaction that is the best reward of all.

Mr. S. P. Saunders, the Imperial’s successful Manager for the British
West Indies, has just left for his regular field ; he is accompanied this time by
Mr. S. j. Mackie, of the Home Office staff. These gentlemen may be counted
upon to keep the Imperial and its record prominently before the people of one
of the Imperial’s ever-enlarging fields.

Enquiry and Instruction

Under this heading will appear answers to enquiries from Imperial Life Agents respecting field work,
competition, etc. Also instruction respecting the Company’s practice in dealing with matters of general interest to
its policyholders, agents, office assistants, etc.

1. Letter Writing5. In a business letter you should talk business.
You should get right at the matter in mind, and express your thoughts briefly
and clearly. You should observe the laws of courtesy, and assume in your
correspondence the possession of intelligence and of good intention, if the
letter should concern matters controversial. Never put into writing the
moment’s displeasure, or hasty words which must be read in “ cold blood ” at
a distance from the place and the moment. One cannot write well about a
subject of which he is ignorant — either in or out of business. Hence it is
that we should get posted concerning all sides of a matter which we have to
enter into by correspondence.

Positive statements entirely within the facts, couched in polite terms, with-
out exaggeration of either dignity or its opposite, are in proper taste.
Probably the most noticeably bad thing about a bad letter is its bad appearance.
Always observe extreme neatness in writing. It pays to re-write a dozen
times, if necessary, to secure a clean appearance. A verbose man writes a
long rambling letter, while the modest, thoughtful man will be brief and
always within bounds in his statements.

2. Notes should mature prior to 25th December. From now until
the close of the year, when it is found necessary to take notes for premiums,
the due date of such notes should not be later than the 25th December. The
Head Office is desirous of making 1904 a record year in cash premium income.
This can only be done by each agent strictly following out the suggestion
now made.

3. Short Dated Notes versus Long5 Dated Notes. The experience
of the Imperial Life founded on a record of seven years, has abundantly proven
that notes taken for a short period are more generally paid and more promptly
met than notes taken for a long period. Apart from the actual experience of
this Company, it stands to reason that the foregoing result would follow. It is
always in the interest of the agent as well as in that of the Company, that if a
note is to be taken for a premium, it should be for as short a period as possible.
The wise agent learns and profits by experience.

4. Renewing* of Notes Absolutely Discontinued. Hereafter the fol-

lowing rule No. 25, which will be found on page 6 of the Manual of Rules and
Instructions for the guidance of Agents of the Imperial Life, will be enforced
in every instance. Our representatives are therefore warned that under no
circumstances whatever will a renewal note be entertained or accepted. The
rule referred to is : The Company will not entertain a proposal for

the renewal of a note, and the Agent must impress upon the
applicant (or policyholder) clearly and unmistakably that a note
signed by him must be paid promptly at maturity.

Advertising.

Imperialites who are planning to get their full share of the business to be
written during October, November and December — the harvest months in life
assurance — should not overlook the part which advertising can play in their
success. The last three months of the year not only produce the largest amount
of business, but also give the greatest returns for advertising. Perhaps the
chief value of life assurance advertising is that it keeps the company’s name
before the public. Each Imperialite can get from advertising the additional ad-
vantage of keeping his own name before the people whom he is canvassing.

For almost a year the Home Office has made at specialty of short reading
notices. These have caused much favorable comment, and several other assur-
ance companies have followed the Imperial’s lead. This form of advertising
has two great advantages. A reading notice can be inserted oftener for the same
cost than the larger display advertisement. The reading notice being short
stands more chance of being read every time than a larger advertisement does.
Imperialites working outside of the larger cities can conduct a strong advertis-
ing campaign at small cost by inserting a reading notice in each issue of the
local paper.

Some Imperialites who are convinced of the value of such a campaign may
raise the objection that it takes time to properly conduct it. The Home Office
will gladly supply suitable copy for any Imperialite, and as enough copy for a
month or more can be given to the paper at once, the time necessary to make
first arrangements with the paper is all that is required.

Find out the cost of a fall advertising campaign in your local paper and
then decide whether it would not be well to have your name and the Company’s
name before your prospects till the end of the year. The following are samples
of the reading notices which are keeping the Imperial and its representatives
before the insuring public :

THE IMPERIAL LIFE.

Your home is insured against fire, which may never harm it. Is ycrnr
earning power, which is sure to cease, protected by an Imperial Life policy?
A. S. WICKWARE, District Manager, 58 Sparks St., Ottawa, Ont.

THE IMPERIAL LIFE.

The motto of the Imperial Life is “ First and paramount — absolute
security to policyholders.” On this principle as a basis, the Imperial Life
has built a record unequalled in Canadian life assurance. Apply to J:. W. W.
Stewart, Provincial Manager, Vancouver, B.C.

THE IMPERIAL LIFE

An Imperial policy contract permits the payment of the premiums when
you can best spare them, and pays the full value of the policy when your need,
or that of your dependents, is greatest. Write to J. S. WALLACE, Pro-
vincial Manager, Winnipeg, Man.

THE OCTOBER HONOR ROLL.

September’s business closed well ahead of the business for Sep-
tember, 1903. October promises to be a “ Banner Month,” and
consequently the October Honor Roll will be larg'e and places will be
keenly contested. The Executive wants to see nothing- but the Honor
Roll on pag"e three of the Agents News for November 15th. To
accomplish this will require the best efforts of all Imperialites.

With reference to the Honor Roll, Imperialites may be divided
into three classes. First come those who almost every month “secure
acceptable applications ” for an amount well above the minimum —
$5,000. With these representatives the question is not “Can I get
on the Honor Roll?” but, “ How close to first place can I come?”
To these our word is, « Make the October race tor position
keener than ever before.” Next come a great many representa-
tives who are not quite sure of their ability to write the necessary
$5,000 of business ; sometimes their names are on the Roll, oftener
they are not. To all of these we would say, « Make sure of* a place
in October among the other successful ones. A little more
effort will make you sure of a place about which you are now only
hopeful.” Lastly come those who consider that, for them, getting
on the Honor Roll is simply an impossibility. For these our advice is,
« Make the effort of your life to close at least $5,000 busi-
ness in October. Keep before you the idea that you are
going to secure a place on the October Honor Roil and
B work faithfully towards that end.”

T. B.

Standing1 of the Agencies for September.

I.

Head Office Agency.

13. Charlottetown, P. E. I,

2.

Montreal, Que.

14. Port Hope, Ont.

3-

London, Ont.

15. Kingston, Ont.

4-

Vancouver, B.C.

Brandon, Man.

5-

Central Nova Scotia.

17. West Indies.

Ottawa, Ont.

18. Belleville, Ont.

7-

St. John, N.B.

Brockville, Ont.

8.

Regina, N.W.T.

Hamilton, Ont.

9-

Halifax, N.S.

21. Brantford, Ont.

10.

Winnipeg, Man.

Peterboro City.

11.

Peterboro County.

23. Brighton, Ont.

12.

Guelph, Ont.

Leaders

of the Honor Roll for 1904.

January .

$I4>5°°

February

A. Fraser, Montreal, Que

16,000

March . . .

S. P. Saunders, West Indies

42,000

April ....

.Rev. A. W. Ross, Portage la Prairie,

Man

19,000

May

18,000

June

Man

18,000

July ....

35>5°°

August . .

J. P. Beaudoin, Montreal, Que

16,500

A. C. Champagne, Montreal, Que. . . .

16,500

Septembei

r J. H. Macabe, Toronto, Ont

i5>°°°

Renewal of Notes.

The action of the Head Office in strictly enforcing- Rule No. 25, on page 6
of the Manual of Rules and Instructions to Agents has been received,
generally, with approval by Imperialites, as most of them have realized that
the adherence to the rule is as much in their interests as in that of the
Company. Their time is saved, fewer details are necessary and commissions
are more promptly realized. The Head Office has found it necessary to return
in some instances renewal notes which have been taken since intimation that
Rule No. 25 referred to would be strictly enforced. The cases, however, are
comparatively few, and it is hoped that hereafter no occasion will be given to
take similar action. We thank our representatives for the hearty and spon-
taneous manner in which they have caught the spirit of the Head Office
suggestion, and for the very general compliance therewith.

The attention of Imperialites is specially directed to Rule No. 36, page 9
of the Manual of Rules and Instructions to Agents, which reads as follows: — -
“ An Agent has no authority to allow a receipt for a premium not settled
within the month’s grace, or a premium note not paid at its due date, to pass
out of his possession (except to return it to Head Office) without the consent
of the Company. Under no circumstances may this regulation be violated.”
This rule, we have found, has sometimes not been strictly followed, but
now that attention has been directed to it, it will be expected that it will be
strictly carried out.

Nat. Tel. N? 254 Ashton-under-Lyne.

Wai nv/ right. Son & C?
Chartered Accountants, Land Surveyors.
Estate a Insurance Agents a Valuers.

LETTERS TO BE ADDRESSED

IG STREET,

MANCHESTER

<33.

ask* CS~t* Ctg (^y

/*

CUyT.cc c/o*.

y Syazg

Sk

/ O'*. <Tyrg>

S

&rfiV

t&3v.J

e&rrTs J&t' ~y. .r.. r O^CTrC^^xrrvo Trlz. /£<%/ <[/ <docH^—

yty, ^ g^OO S^GLCt ^dfc^y ~£r O C^dC^Y *yr\ g^kcYCtf '

y> cuyy^ qgacC ~~l ST /4w gSkcY 3&s ^zAe^t&cS yAccY (&aAv ySer^O^y^^^

^ do^^Y-cc^g Qub*coCcns\J "g/A* gkkggoYcg'? c^c/ cg3is

<yyz^ stOTZlLcSi/ ■</jXA'

4 ^gcut-yie. cC ctr sSSng~

U ''ft'
c&ucv cjtbyyy >

‘^3>^erC<rC/0*-Cr<{f.

<2/^e> "rtf' ~Yg*3a(es<s <s^v y&trAxY/

-Oust, ^cs^ySy^tr^&estre; SAastd/gg y^u MJc

'TmS tAkgg /CAorUyyxg cO^^gxC-C^ygy x/ S^cL

rr^SyxzsLr '?*ZV oCc*cC gAk ^cdegccc/ <Accg d^cY y^e.&y 0 ^AdSAyySl

'fcu^ty ^ U^S CUrY^eYy gZUv gk> t£s May <CC< eJ/ck&rd’rvoit-G
^^us-cbo go g)as<gLzr c/ ^kk/c*c*gStrcC ts

yfcKssv ^ s&ggu'o aft

4«jte7^ ^ 7

*y'~c^*Si r*y<hrc &YY ^<Au-cxi£^-<f g -^sccggS' ggctS jycm ddit
'^yco^ctr ^vo-trvt, g&0*g grfcuw SicSg y5c

-coY/A 'wexY og dny rgz^r&j&eso.

75

The above unsolicited letter has been received at the Head Office and we
take pleasure in bringing it to the attention ot the field staff. This is given as
a supplement in order that our representatives who will wish to carry it in their
instruction books may not need to cut into their copy of the News.

Imperialites will at once recognize the value of this supplement as canvas-
sing material. The greatest merit that any institution can claim is that it gives
satisfaction to those who have dealings with it. The above letter goes to show
that the Imperial’s method of doing business, and also the standing of the Com-
pany, are appreciated by the insuring public.

Notes.

Head Office Agency has again taken the lead in the standing of the
Ag'encies. Montreal made a close run and again has five places on the Honor
Roll to its credit.

Messrs. Gass and Gardiner Still keep up the race for the greatest number
of times on the Honor Roll. There promises to be an exciting finish.

Mr. J. H. Macabe has begun a strong fall campaign by leading the
September Honor Roll. It is interesting to recall that the leadership of the
September, 1903, Honor Roll, also went to Mr. Macabe.

Honor Roll for September.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The ag'ents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of Times

Applications.

Rank.

Premiums.

Rank.

on Honor Roil.

j. H. Macabe, Toronto

. 15,000

I

437.4O

n

6

3

Dr. D. Lowrey, Toronto

. 9,500

2

369.40

7

7

J. C. Gass, Shubenacadie, N.S

9,000

3

3*7-65

9

8

C. M. Turner, Calgary, Alta

9,000

3

33*-4°

8

3

j. P. Beaudoin, Montreal, Oue

• 8,500

5

553- 10

1

7

A. C. Champagne, Montreal, Que. . . .

• 8,500

5

553- 10

1

4

T. M. Grover, Regina, Assa

• 8,500

5

371-25

6

5

H. L. Grant, Woodstock, N.B

• 8,500

5

304-55

10

2

D. N. Sinclair, Sarnia, Ont

8,000

9

382. 35

5

1

J. C. Baker, Halifax, N.S

. 7,500

10

222. 10

*4

5

IT. B. McBain, Peterboro, Ont

7,000

1 1

284.60

1 1

3

R. E. Verge, Halifax, N.S

. 6,500

12

208.05

16

4

C. Elvins, London, Ont

. 6,500

12

244.95

*3

1

Col. A. Fraser, Montreal, Que

6,000

!4

43 z- 5°

4

3

Labelle & Co. , Joliette, Que

6,000

I4

209.65

*5

5

J. W. Glenwright, Winnipeg, Man. . .

6,000

J4

190. 20

18

5

J. W. Ney, Bracebridge, Ont

• 5>5°°

T7

247.60

12

3

J. E. McCuaig, Ottawa, Ont

• 5>5°°

17

141.60

24

5

A. A. Bartlett, Charlottetown, P. E.I.

. 5,000

l9

1 9 1 . 00

*7

2

j. B. Belanger, Sherbrooke, Que. . . .

• 5>000

19

I45-9°

23

2

J. J. Gardiner, Smith’s Falls, Ont. . .

• 5>°°°

19

i63-95

19

8

J. W. W. Stewart, Vancouver, B.C. .

• 5»000

l9

160.50

20

3

F. B. Springer, Vancouver, B.C

• 5>000

19

I59-5°

21

5

R. R. Garvin, Smith’s Falls, Ont. . . .

. 5,000

J9

I55-5°

22

4

The New Canvassing Book.

The number of expressions of satisfaction which we have received from
our representatives regarding this work lead us to believe that it will prove,
perhaps, the greatest canvassing aid that has ever been put in the hands of
Imperialites. The work has been compiled with very great care, much trouble,
and no little expense ; its main object has been to give to Imperialites an
encyclopaedia of information concerning the Company, its contracts, its plans,
and life assurance in general, that will enable them to go forward bravely,
courageously, without fear of competition or any other circumstance.
Imperialites, however, must catch the spirit of the matter contained in it, and
utilize it with all the enthusiasm and all the power that they can sum up. The
Canvassing Book should always find a place in. the inside coat pocket next the
Manual, and be freely utilized in canvassing and in competition. We are
hoping to see some effects from it in the October business.

Our Manager for New Brunswick writes as follows concerning the new
canvassing book —

St. John, N.B., Oct. 4th, ’04.

T. Bradshaw, Esq.,

Sec’y Imperial Life Ass’ce Co.,

Toronto, Ont.

Re CANVASSING BOOK.

Dear Sir, — I want to thank you heartily for the canvassing book just
received. This cannot fail to be a source of great strength to every canvasser
in the field, no matter what his knowledge of life insurance may be, or how
long he has been in the business, and the Imperial Life is certainly to be
congratulated on the showing it is able to make in the columns of the Govern-
ment blue-book in comparison with the other companies.

The statement on page seven showing the net surplus in the seventh
report is one of the most effectual weapons in the hands of Imperial workers,
and I want to say that I personally appreciate the book very much.

Yours very truly,

A. McN. Shaw,

Provincial Manager.

Thrift is a virtue, not a habit. A thrifty person is the one who
subordinates the idea of saving to that of becoming independent. Saving for
the sake of saving tends to penuriousness. Directed to worthy ends it
becomes thrift.

It is a truism that “ interest money consumes the debtor.” In life insur-
ance it is made to work for you and compound itself as in the Saving's Bank.
It makes the “life insurance dollar the most effective dollar.” If you want,
therefore, to make your dollar “spend well,” buy a policy of life insurance in
the Imperial Life — the greatest safeguard against life’s rainy days.

5, No. 21

NOVEMBER DECEMBER

INDIVIDUAL RECORDS WILL MAKE A RECORD FOR THE

COMPANY.

The last two months of the year are acknowledged to
be the best for the life assurance solicitor, and everything
points to a succeesful Imperial campaign in November
and December, 1904.

Each of the 300 Imper'salites is counted upon to make
a record for himself so that December 31st may find the
Imperial well up in the front rank of Canadian companies.
Let us keep this thought before us for the rest of the
year— individual records wSil make a record for the Com-
pany.

Never before have there been so many reasons in
favor of Imperial policies, and never before has the Com-
pany numbered such a strong and united field-staff. All
that is required is hard, intelligent work, all along the
line. Put your best efforts into the work for November
and December and your success, which will also be the
success of the Company, is certain. T. B.

Prompt and Satisfactory Settlement.

Parkhill, Oct. 1 8th, 1904.

T. Bradshaw, Esq.,

Sec'y Imperial Life Assurance Co. , Toronto :

Dear Sir, — I am in receipt to-day, through your Agent, Mr. J. H.
Laughton, of Parkhill, of your check in settlement of claim of $1,000 under
Policy 12,863, on the life °f my fete son, Simon Cameron. To show how
uncertain is life, I may say that my son only took out this policy in June of
this year, being then in perfect health and with every prospect of living the
full term of the policy, twenty years. But in the railway accident at Eastwood
last month, he unfortunately lost his life.

This is certainly a striking example of the advisability of securing while in
good health a policy of life insurance in a progressive Company like the
Imperial Life, besides being one of the best ways for young men to invest their
earnings.

I also wish to thank you for the promptness with which you have settled
the claim, the check having practically been received by first mail after proofs
of death were forwarded to the head office, and for the exceeding kindness of
your agent, Mr. J. H. Laughton, who looked after every detail in connection
with our very severe affliction.

Yours truly, .

Maggie Cameron.

The man who says, “I will not insure my life — I will take chances on
living’,” is simply gambling. The term of life is not computable, for there is
no law of mortality which governs the life of a single individual. The com-
bining of a large number of lives brings regularity of duration, with respect to
the whole, out of irregularity with respect to the individual, and that is all
it does.

Assessment Insurance.

Slowly, but surely, the business of assessment assurance goes down to
extinction here. Readers of The Chronicle will be conversant with the recent
details of the undoing here of the Mutual Reserve Life, late the Mutual Reserve
Fund. Another step is taken this week with the energetic H. S. Foster
behind it. A representative body of policyholders has been formed, and a very
bellicose circular has been issued to all get-at-able present and past policy-
holders of the association.

Prominently outstanding is the advice that no further premiums should be
paid to the association under any circumstances. Details of the* sensational
evidence before the House of Lords are given. For example, Mr. Stone,
comptroller of the Company here, admitted, under cross-examination : First,
that policyholders were under unlimited liability, not only to the amount of their
maximum at attained age, but to any extent required by the mortality claims,
and that this was the ground of the special calls already made since January,

2

1901 ; and, second, that notwithstanding- this a so-called “ lien ” had been
created by an alteration of the by-laws in New York on all policies, on the
ground of insufficient premiums in the past, and that the lien had the effect of
largely reducing the amount payable under the policy in the event of death ; so
that on a policy, for example, of $5,000, the company contends that only about
$3,500 is payable.

The circular further points out that policyholders who have been deceived
by the “tricky document” of the Company are entitled to a return of their
premiums with interest and a revision of their contracts. Even those who have
been driven out of the association by the raising of their premiums, and by
special calls (coupled as they were with threats of forfeiture), are equally entitled
to recover the moneys paid by them under misrepresentation as to the nature of
the policy they would receive.

The committee have engaged the services of a legal firm and holds itself
ready to help all past and present holders of policies who may desire its aid. In
this way, the work which was begun by another committee four years ago, will
be rounded off. What the Mutual Reserve can do is hard to see; the officials
here will say nothing. — London , England, Correspondent of the Chronicle .

The Danger of Procrastination.

Mr. Jno. C. Gass, Manager Central Nova Scotia, writes as follows in con-
nection with premium on Policy No. 13648, carried by Mr. M. A. Swan:

In remitting Mr. Swan writes, “Mr. Canfield, whom you had seen when
here, and whom you had interested in insurance, and who promised
me that he would shortly take out a policy, accidentally shot himself
fatally some days ago. I was counting on writing him up the first time
you came.

“ But one more striking illustration of the value of insurance; he leaves,
if my memory serves me, an aged father and mother.”

Opinions of our Representatives Regarding the New Canvassing1
Book.

Mr. R. W. Day, Edmonton, Alta, writes:

“ I must thank you for book re “ Our Company,” received this morning,
which I was truly glad to receive, as I believe it to be one of the best mediums
ever brought out by our Company.”

Mr. J. W. W. Stewart, Vancouver, B.C. , writes:

“ Permit me to thank you for compiling this little Imperial Encyclopaedia.
It is truly a well filled magazine of Imperial canvassing ammunition, and
is bound to effect splendid results. Many of our principal representatives have
expressed their appreciation of it.”

Mr. E. D. Benjamin, Brookfield, N.S., writes:

“ Your new Canvassing Book just received this morning. It is the very
thing I have been wanting to get hold of so as to study the Imperial Life.
Thank you very much for same.”

3

The Plant Suicide.

When banker R. H. Plant committed suicide, in order that the life insur-
ance companies, which carried more than a million dollars on his life, might pay
his debts and care for his dependents, he was hailed as a hero by many news-
papers, and his cowardly and dishonorable act was quite generally applauded by
his friends and acquaintances. And yet every dollar of this money must ultimately
come out of the pockets of the widows and orphans of other men. To defraud
a life insurance company is the meanest and most despicable form of robbery.
But the companies are not altogether blameless. An incontestable life insurance
policy is an invitation to suicide and, as such, is not only against public policy,
but is an injustice to honest policyholders.— Insurance Record .

Why Young Men Should Insure.

In concluding an article contributed to the Saturday Evening Post, of New
York, Mr. James H. Hyde, Vice-President of the Equitable Life, after recom-
mending a twenty year endowment policy, summarizes his views on “ Life
Assurance as an Investment- for Young Men,” as follows: —

My opinion is that a young man should take life assurance at the earliest
possible time; that he should take as much as he can conveniently pay for, and
should increase it as his income increases. For these opinions I offer the
following reasons: —

Because this investment inculcates habits of thrift in the investor.

Because the young man, who makes it places himself under a voluntary
compulsion to lay something by every year.

Because there is nothing safer than a conservatively managed life assurance
company founded on scientific principles; there can be no “run” upon such a
company during times of financial disturbance.

Because the chances are that some day he w'ill marry and need the
assurance to protect the future of his family; he will be wise it he obtains it
while he is known to be an acceptable risk.

Because it will increase his self-respect and self-confidence; it will
strengthen his reputation also, for business men will judge youthful character
by such a token of thrift.

Because, an endowment policy, at any time after it is three years old, will
furnish to the extent of its value the very best collateral for any security that
may be desired.

Because (and this is the paramount reason) life assurance is the only way
in which a comparatively large estate can be immediately created by the pay-
ment of a small amount of money. It protects all that a young man has that
is valuable, in the same way that fire insurance protects a building. The
chances are ninety-nine out of one hundred that the building will never burn.
The chances are one hundred out of one hundred that such a life insurance
policy as I have recommended will be paid within twenty years. The payment
will be due either by the completion of the endowment period, or previously, by
death.

4

f

, ,, [ 1 , ,,

mmmp*

m

Voi. 5, No. 22 Published by the Imperial Life Assurance Go’y of Canada (15-11-04)

NOVEMBER IS THE TO-DAY

And December the to-morrow of the live life
underwriter. It is the last breathing space of the
year. Now does the wise man go in and put
forth his mightiest efforts to close his old prospects
and create new ones. Next month the spirit of
the holidays will be in the air. Affairs in general
will be in a state of uncertainty. In December,
business men feel an inclination to defer new in-
vestments until after January 1st, as it will be only
a week or two until their annual statements and
those of others are forthcoming, and they can judge
accurately of their resources. Make therefore every
NOVEMBER day count in the great fight which
every Imperialite is waging.

True Imperialism.

We are much pleased to present to Imperialites the address prepared by
Mr. G. H. Gillespie, of Kingston, on the occasion of the Company’s recent
convention held in Montreal. Mr. Gillespie has proved himself a true
Imperialite, an earnest worker, and enthusiastic :

Fellow workers in the great philanthropic field of life insurance, as I stand
before you in this convention I am both pleased and grieved.

I am pleased to think that one so young in the ranks of insurance workers
should be selected to occupy such a prominent and desirable position. I am a
mere novice in the work in which some of you have grown old and wise as well
as expert. Six brief months is the sum and total of my insurance experience.

I am not yet old enough to be known outside of my own circumscribed locality.
Yet, in the five brief months that I have been working under the magnificent
management of the Imperial Life I have done what every young man should
do in every vocation of life. I have “done my best,” and in that humble
though persistent effort I have added about $30,000 to the amount of insurance
issued by our Company. I have taken a position on the honor roll which I do
not expect to surrender without a desperate struggle, and he who seeks to rob
me of it must work and persevere. For you must remember I have Scotch
blood in me, and we Scotchmen have taken a very tenacious hold of that British
maxim, “What we have we hold.” So for one so young among you to be
selected to read a paper or deliver an address is an honor I appreciate, and a
consummation that fills my heart with pleasure.

Yet I am displeased when I look around me and see so many able and
stalwart insurance workers and veterans from whom a selection could have
been made, that would have resulted in something far more profitable than 1
can give you. Some one of greater experience might have been selected.
For after all we must get our profitable practical business lessons from “the
man of experience.”

In life insurance, theories are mere bubbles, and philosophies are elusive
fancies that we dare not chase. If we would be successful we must follow the
lead of the man of insurance experience. I would be delighted to-day to sit in
silence at the feet of some Gamaliel of insurance and learn of him such lessons
as would make me a satisfaction to myself, and an honor to the Imperial Life.

In my insurance experience 1 have been fortunate in securing a good
preceptor. I am serving my apprenticeship under a veteran in the ranks of
Imperial Life agents, Mr. J. B. Cooke of Kingston, Ont. A few months ago I
went into the Company’s office in Kingston under this splendid manager as
green as it was possible for a man to be regarding insurance. Mr. Cooke has
taught me much, and I appreciate the lessons and esteem the teacher.

Undoubtedly you are anticipating from me some facts and data regarding
the work of the district in which I am located, and as this will be easier for me
as well as in keeping with the modesty that should characterize such a junior
servant as myself, I shall take pleasure in giving you a brief outline of our

9

district work. Our district office is located at Kingston, a city beautifully and
delightfully situated at the foot of the great chain of lakes, and at the gateway
of the great sweeping St. Lawrence. Whilst our office does not confine itself
absolutely to the city yet our principal business is done there. We have con-
siderable competition and opposition in insurance. Many of the larger American
companies, such as the New York, Equitable, Metropolitan, Union and Mutual,
have energetic agencies here. And all the smaller fry are so well represented
by local insurance talent that a stranger would think the city was made up
largely of insurance agents. Yet with the solidly established conservatism of
Kingston and the surrounding country constituting our working territory, and
all the opposition that comes from competitive forces, we have over $500,000
worth of good business in force. I say “good business,” and I mean it,
gentlemen. This is the kind of business we do and intend doing, and when we
cannot do g*ood business we intend to “fold our tents like the Arabs and
silently steal away ” to some more desirable part of the insurance world.
Since the 1st of January, 1904, we have written over $60,000 worth of
business and anticipate doubling that amount in the next five months. We

are able to do business in the face of every opposition and despite every

obstacle, because:

First. We start out determined to secure business. We never wait

for things to turn up; we go out and turn them up. Activity is life ;

inactivity means commercial death. We are not trusting too much to the
future, but taking* advantage of the eternal present. Opportunities once lost
are lost forever. We permit neither opportunities nor privileges to pass by.
We try to strike when the iron is hot.

Second. We are able to do business because people have confidence in our
Company. Every policyholder becomes an advertiser. Many people have
been bitten by the bad dog of unreliable insurance and they are now seeking a
reliable Company. Our policies are as good as Bank of England notes and our
Company is a veritable Gibraltar of defence to all who do business with its
management. We are working on a sound, safe, reliable and economical basis,
and our methods will bear the strong light of day or the inquisitorial gaze and
inspection of the expert.

Third. Gentlemen, we do business in our district because we have no stain
on our good name, no blot on our official escutcheon, and no skeletons in our
office closet. We have kept a clean slate. We have dealt fairly and squarely
with all men. We have had no friends to favor us and no enemies to fight.
We have paid our obligations promptly and ungrudgingly, and we stand among
all competitors and say, the Imperial Life in Kingston is clean and honest and
none will dare contradict or deny. A confidence born of experience is an asset
the possession of which we should all seek to acquire and when once it is
acquired let no temptation, however great, rob us of the priceless gem. And
now, gentlemen, I shall draw my speech to a close. I shall not trespass further
upon your generosity. This convention has been an inspiration to me and has

3

settled and sealed my present, and future life definitely. I shall consecrate more
than ever my time and energies to the duties that devolve upon me as an agent
of the Company so that I may at all times merit the declaration, “Well done,
good and faithful servant.” May we all live to enjoy many such conventions as
this ; such gatherings do us immense good. They enable the single man to find
his way into new fields and behold new faces and forms upon which his hungry
eyes may feast for a few brief days.

I trust our deliberations at this convention will be so conducted and enjoyed
that we shall all say as we break up and separate for our different homes, “It
was good for us to be here.”

The R. H. Plant Suicide.

In The Spectator of last week comment was made on the suicide of R. H.
Plant, of Macon, Ga. , whose financial affairs having become involved, com-
mitted suicide for the protection of his creditors, his life being insured for
$1,000,000. It was there stated that as a matter of public policy the com-
panies should refuse to pay the policies on the ground that the suicide was
committed with a fraudulent purpose. The Policyholder , of Manchester,
England, says :

We are surprised that so well conducted a paper as The Morning Leader
should attach the heading “American Chivalry” to the following announce-
ment : “Mr. Robert H. Plant, owner of a private bank and President of the
First National Bank, Macon, Ga. , has committed suicide in order that his
creditors might be paid in full out of his life assurance.” Many papers seem
to think there is something noble about the action of a man who commits
suicide so that his representatives may collect the money for which his life was
assured. But are these papers prepared to commend a man for committing
arson in order that he may defraud a fire insurance office? Yet the action of
the suicide is just as much a fraud as that of the man who sets fire to his
property. It is not our habit to criticise the offices for making their contracts
liberal and free from restrictions, but we certainly think that in many instances
suicide ought to void a policy in justice to the other members of the community,
and the offices have gone a step too far in eliminating' the suicide clause. Only
so, recently as last November a man went on three separate occasions to an
office and offered to assure his life on condition that the suicide clause was
deleted from the contract. The Company refused, but two other offices,
priding themselves upon the freedom of their contracts from stipulations of the
kind to which he objected, accepted the risk for ^4,000. Eight weeks ago he
took his life. Was this an act of chivalry, or was it thieving'?

First-Class Honors.

We congratulate Mr. Saunders upon taking first position, not only in
regard to amount, but also in respect of premiums, on the Honor Roll. Mr.
Saunders’ name will no doubt be seen on the Honor Roll very frequently

hereafter.

4

ACTIONS SPEAK LOUDER THAN WORDS.

Hamilton, Bermuda,

October 29th, 1904.

T. Bradshaw, Esq., Secretary ,

Imperial Life Assurance Co. of Canada,

Toronto.

Re Policy No. 7682— Outerbridge.

Dear Sir, — Immediately on the receipt of your letter of the 20th covering
cheque for $1,000 in settlement of the above claim, I communicated with the
Executrix and the Executor to the estate of the deceased.

This afternoon I received their receipt in full discharge of the claim, and
at once effected a settlement. The transaction is spoken of as the most
prompt settlement of an insurance claim, occasioned by death, which
has ever been made in Bermuda. I am pleased over the fact that the
Imperial has established the record.

I now enclose the discharge form, policy, receipt for the last premium, and
a letter of acknowledgment from Mrs Outerbridge.

I intend to have Mrs. Outerbridg'e’s letter published in the two newspapers
published in Bermuda.

Yours very truly,

(Sgd.) S. P. Saunders,

Manager for the West Indies.

Somerset, Bermuda, Oct. 28, 1904.

Mr. S. P. Saunders, Mgr.,

Imperial Life Assurance Co. of Canada,

Hamilton, Bermuda.

Dear Sir, — The Company’s cheque for $1,000 in payment of my late
husband’s policy was received by me to-day. I thank you for the cheque and
for the promptness with which it was issued, and which I greatly appreciate.

I will also take this opportunity of making some acknowledgment of the
kind assistance rendered me in the completion of the various papers to procure
settlement of the policy. The Company’s treatment throughout has, in fact,
been most courteous, and leaves nothing' to be desired. The Company is to be
highly commended for its businesslike dealings, and for the consideration
which, judging by my own case, it shows for its clients.

Yours very trul)r,

(Sgd.) Mrs. F. H. Outerbridge.

Enquiry and Instruction.

Under this heading’ will appear answers to enquiries from Imperial Life Agents respecting- field work,
competition, etc. Also instruction respecting the Company’s practice in dealing with matters of general interest to
its policyholders, agents, office assistants, etc.

5. Re Change of Address.

It will aid the Head Office very materially in keeping' its records up to date
if our representatives will keep us advised of each policy-holder’s change of
address, when notice of such change is received at the agency. Head Office
sends to policy-holders at stated periods the annual report and other literature ;
consequently it is essential that the correct address of polic}f-holders be known.

5

6. Re Daily Cash Reports.

The Company’s representatives using- the Daily Cash Report System for
reporting collections will please take notice that hereafter their signature
must be affixed to the Reports in writing, either personally or by the cashier
signing the representative’s name per his or her initials. The signing of the
Reports on the typewriter or by rubber stamps will not be accepted. It is not
necessary to write a letter enclosing each Daily Cash Report. The Report if
properly completed is self-explanatory.

7. Promptness in Answering1 Letters.

The laws of business and of courtesy alike demand that letters from Head
Office should have prompt attention. Nothing is more unbusinesslike than the
habit of procrastination, and certainly there is nothing more discourteous than
the custom of calmly disregarding letter after letter from the Home Office.
We are glad to testify that in the case of the majority of our representatives,
every business letter is honored with a reply by an early mail ; but we cannot
ignore the fact that there are certain Imperialites who, to the repeated com-
munications from Head Office, oppose an unbroken stillness like the silence of
the grave. The Golden Rule of business correspondence is “AnsweP evepy
letter within 24 hours.”

8. Quote Correct Policy Number.

Delay and oftentimes confusion is caused by stating in correspondence the
incorrect number of a policy. The Company’s representative or his
stenographer, as the case may be, should always be sure in correspondence to
quote the right policy number. This intimation should be brought to the
attention of the Company’s assistants and stenographers at Branch offices.

9. Rule 34, page 8, of Manual.

Attention is drawn to section “34” on page “8” of the Manual of
Rules and Instructions. Outstanding premiums have reached such proportions
that it is found essential to insist upon this rule being strictly carried out.
Some inconvenience may result in adjusting ourselves to this requirement, but
the result will be more beneficial because of the prompt payment of premiums,
which must naturally follow.

10. Rule re Correspondence.

Some of our representatives are not aware of the Company’s rule regarding*
correspondence. It is simple and easily complied with. Each letter written to
Home Office shall contain reference to one policy only , or to one subject only.
When more than one policy, or more than one subject is referred to in a
letter, it necessitates a duplicate of the letter being made at the Home Office
for filing purposes. When these rules are violated the agent may expect
that some of the matters referred to in his correspondence will be overlooked,
because his communications will not find their way to the different departments
in the Home Office.

6

Audit Department.

The Company’s business having assumed increased proportions, it has been
found necessary to create a special audit and checking department in the Home
Office. The representatives will from time to time receive communications from
this Department, and they are asked to furnish as full information as possible
on the question asked, and to give their usual prompt and courteous attention
to such communications. At some agencies the collection of premiums has not
been reported aspromptly as called for by the Company’s rules, thus necessitating
inconvenience to the Home Office and to the agency. Our representatives will be
asked to strictly carry out hereafter the instructions set forth at the top of the
Daily Cash Report. For example, the Audit Department will no doubt ask for
explanations when the date of payment is given as several days previous to the
date of the report. To anticipate this enquiry the reasons for the delay in
reporting any premiums when the delay is unavoidable, should be set forth on
he back of the Daily Cash Report, under the heading “ Remarks.”

New Appointments.

The following gentlemen have recently joined the field staff, and give
promise of becoming true Imperialites :

A. S. Allan, Guelph, Ont., T. S. Reed, Lucknow, Ont. ,

R. A. Douglas, Powassen, Ont., Israel Taylor, London, Ont.,

W. F. Galloway & Son, Ingersoll, Ont., W. S. Pickup, Millbrook, Ont.,

A. F. Gormley, Finch, Ont., F. R. Gass, Tatamagouche, N. S.,

L. P. Leslie, Lanark, Ont., R. C. Duncan, Petrolia, Ont.,

W. P. Roberts, Summerland, B.C., T. G. King, Renfrew, Ont. ,

W. F. Rundle, Port Perry, Ont.

New Entrants.

Three new names appear on the Honor Roll this month : J. B. Primeau,
Miss E. M. Forest, Montreal; and W. A. McCallum, Port Arthur. We
especially congratulate Miss Forest, who is the Company’s assistant in its
Montreal office,- in having secured a $5,000 risk. We have often thought that
our assistants in our branch offices might not only get honor and glory for
themselves by seeing their names in print on the Honor Roll, but likewise
increase their income by making themselves active in the securing of new
business. A little bit of encouragement from the Provincial and District Man-
agers would, no doubt, work wonders in this connection. Who will be next ?

An Enviable Record.

It is with very great pleasure we cong'ratulate Messrs. Gass and Gardiner
for their continuous and magnificent record in having secured sufficient
business of good quality to place them on the Honor Roll for each month this
year. This will make the ninth time that these gentlemen’s names have
appeared. Their example is well worthy of emulation.

A Peterbopo’ Record.

The name of Mr. McBain, of Peterboro, has appeared on the Honor Roll
each month since his connection with the Company. Mr. McBain commenced
business for the Imperial in July, and his name has appeared on the Honor Roll
for July, August, September and October. Mr. McBain’s record for the future
will be well worth watching.

Leaders oi me Honor won xor iyu4.

January Dr. D. Lowrey, Toronto, Ont. $14,500

February ... .A. Fraser, Montreal, Que 16,000

March S. P. Saunders, West Indies 42,000

April Rev. A. W. Ross, Portage la Prairie, Man 19,000

May R. W. Day, Edmonton, Alta 18,000

June Rev. A. W. Ross, Portage la Prairie, Man 18,000

July ... .Dr. D. Lowrey, Toronto, Ont 35,500

August J. P. Beaudoin, Montreal, Que ... 16,500

A. C. Champagne, Montreal, Que 16,

September. . . .J. H. Macabe, Toronto, Ont 1

October .

. S. P. Saunders 1

5,000
1 >5°°

Honor Roll for October,

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of Times

Applications.

Rank.

Premiums.

Rank, on Honor Roll

S. P. Saunders, West Indies

I 1 ,500

I

546.20

I

3

Dr. D. Lowrey, Toronto, Ont

10,000

2

267.OO

6

8

A. W. Ross, Portage la Prairie, Man . .

8,000

3

380.80

2

6

J. C. Baker, Halifax, N.S

8,000

/-»

0

247.80

9

6

G. H. Gillespie, Kingston, Ont

7>5°°

5

248.95

8

5

J. W. Ney, Bracebridge, Ont

7,000

6

335-45

O

4

A. E. Liddell, Montreal, Que

7,000

6

295- 25

4

5

Labelle & Co., Joliette, Que

7,000

6

I95-35

13

6

F. B. Springer, Vancouver, B.C

6,500

9

213.40

10

6

J. C. Gass, Shubenacadie, N.S

6,500

9

21 1.25

12

9

J. B. Primeau, Montreal, Que

6,000

1 1

261.15

7

1

A. McN. Shaw, St. John, N.B

6,000

1 1

162.60

18

3

Miss E. M. Forrest, Montreal, Que...

5,000

13

290.50

5

1

C. A. Armstrong, Truro, N.S

5,000

J3

212.25

1 1

5

R. W. Day, Edmonton, Alta

5,000

13

174.00

l4

5

J. J. Gardiner, Smith’s Falls, Ont. . . .

5,000

*3

171.20

15

9

C. A. Crysdale, Vancouver, B.C

5,000

T3

163.40

16

5

H. B. McBain, Peterboro, Ont

5,000

l3

163.00

17

4

W. A. McCallum, Port Arthur, Ont. .

5,000

J3

92.50

l9

Standing of Agencies for October.

1. Montreal 9. Kingston

17. Regina

2. Head Office Agency 10. St. John

Guelph

2, Vancouver 11. Hamilton

19. Petrolia

4. Halifax 12. Peterboro’ County

20. Stratford

5. West Indies Port Arthur

Peterboro’

City

6. Central Nova Scotia 14. London

Brantford

7. Winnipeg 15. Port Hope

Brockville

Ottawa 16. Charlottetown

24. Brighton

The number of names on the Honor Roll according to Provinces, is as follows:

Ontario 6

Nova Scotia. . . .... 3

Manitoba 1

North-West Territories .... 1
What will November be?

Quebec

British Columbia
New Brunswick
West Indies . . . .

Voi. s, No. 23 Published by the Imperial Life Assurance Co'y of Canada

Imperial Life Representatives

Yours very truly

Secretary .

Gentlemen, — In entering- upon the last month of our fall
campaign, which is also the last opportunity to round out a
strong year’s record, we wish you to be sufficiently impressed
with the power of individual effort. A good record in every
agency will result in a Company record to which, through all
next year, every Imperialite will point with pride. But what we
do must be done quickly. December is crowded with great
possibilities for every representative, but hard energetic work is
necessary. This final campaign asks for the best effort of every
Imperialite, for strong hearty service on the part of everyone
connected with the Company. This is the last lap in the race, —
the spurt which comes at the end of every year ; individual
staying power is on trial during December.

In connection with this final campaign we expect the
December Honor Roll to establish a record. Every agency is
counted on to “beat its best record” as regards number of
places on the Honor Roll. Positions on it will be keenly con-
tested, and a place on this list of hard workers should be the aim
of every representative. Let us aim high, plan our individual
campaigns accordingly, and the resulting Honor Roll will be
highly gratifying.

Fop the record of our Company, for a greater Agency
record, and for an individual record, let each Imperialite
put his best work into this final opportunity of the year.

Important Intimation Concerning Payment of Premiums.

From time to time the attention of Head Office is drawn to instances
where an agent, no doubt w'ith the best of intentions, has accepted settlement
of a note after its maturity, or payment of a premium after the expiration of the
one month’s grace, without first obtaining the consent of Head Office to such
acceptance. This, every agent is aware, is entirely out of accordance with the
Company’s rules, so that a few words of warning in this connection may not
be out of place.

The Company’s attitude with regard to the payment of notes and

premiums is clearly set forth in the Manual of Rules and Instructions for the

Guidance of Ag'ents, with which each agent is supplied. (In case any agent
has either lost or mislaid his Manual a copy will be supplied on request). The
paragraphs bearing on this subject are : —

“ Par. 3^> P age 9; par. 77, page 32; par. 78, page 32;

par. 79, page 32; par. 82, page 33; par. 83, page 34.”

From these it is made very clear that an agent has no authority whatever
to accept payment of a note, either in cash or by renewal note, after its
maturity, nor payment of a premium after the expiration of the month’s grace,
without first obtaining the written consent of Head Office. In the case of
policies, where the non-payment of the note, or premium in question, causes
the policy to lapse, the agent must, in every case, first secure from the assured
his application for the reinstatement of the policy upon form “ 340” or form
“ 25,” as the case may be, and must not accept settlement of such note or
premium until Head Office has notified him that the application for reinstatement
has been approved, and that the settlement tendered may be accepted.

Where, by the operation of the Automatic Non-Forfeiture Provision, the
policy does not lapse owing to the non-payment of the note or premium in
question, the agent must first obtain the consent of Head Office before
accepting any settlement tendered ; as it is not intended that the agent shall
take upon himself the responsibility of deciding whether or not the Automatic
Non-forfeiture Provision prevents the lapse of a policy. This responsibility
must be assumed only by Head Office.

It must be distinctly understood by the agent that if he acts contrary to
the rule of the Company as above set forth, he does so upon his own personal
responsibility, and he and his surety shall be held liable by the Company for
any loss which may be sustained as a result of such action on his part.

Cases have arisen in the history of the Company where the breaking of
this rule by the agent has placed it in a most serious predicament, involving
litigation and the good name of the Company. The fact that in ninety-nine
cases out of a hundred nothing serious results from an irregularity of this
nature is not a sufficient excuse for the remaining case where serious results
have been experienced. If these rules were not necessary they would not be
made, and when once made they are expected to be strictly adhered to.

2

it may appear to the agent that by refusing to accept settlement of a riote
or premium when tendered without first obtaining the consent of Head Office,
business might be lost, as the policyholder might in the meantime have altered
his decision to continue his policy. This difficulty may very easily be overcome
by accepting the settlement when tendered, giving in return a receipt in the
following form, and sending forthwith full advice of what has been done to the
Head Office.

“ Received this day of 190 .. , frohi

the sum of dollars, in connection with Policy No in the

Imperial Life Assurance Company of Canada on account of the

(note or premium), which fell due on the day of

the said sum to be held by the undersigned as the agent of the payor until
application at the payor’s request may be made to the Company to accept the
same. No liability is incurred by the said Company or by the undersigned
in the meantime.”

Election Score Cards.

We have been very much flattered by the genefous recognition by prac-
tically all of our representatives, and by the officers and agents of other life
assurance companies, of the Election Score Cards which we prepared for the
recent Dominion Elections. The following two references are given simply as'
samples of the manner in which these Score Cards were regarded and received':
“ I have to thank you very heartily for this bright advertisement. We
have never had anything take so well. We all distributed them personally
amongst the business people in their offices, and we received very many
pleasant comments from both sides. I find that quite a number of public
enthusiasts are keeping theirs as a record until the next election, so that the
little document is a standing advertisement.”

The second reference which we quote is froirt the officer of one of our
most prominent and largest life insurance companies : —

“The man who invented that Election Card of yours deserves an increase
in salary.”

We are hoping that our agents have taken full advantage of this splendid
advertisement, and that, as the result, they are reaping applications’ right along*.

Worthy of Emulation.

Mr, J. W. W. Stewart, Provincial Manager for British Columbia, has
issued a personal letter, to his representatives, from which we take the following
i extract : —

7 “So as to stimulate our esteemed representatives for the greatest
! November and December campaign we have ever had, I am personally making
the following inducement, open to all. I will give to our fifeld force one

3

hundred dollars worth of the newest and most up-to-date sectional office fittings
manufactured, upon the following conditions:—

i. All of the accepted and paid-for business written by each agent will be
recorded, and when the total of all the agents is ascertained, the total of such
business will equal one hundred dollars worth of these office fittings, and each
successful agent will receive, pro rata , the amount equivalent to his total of
such paid-for business. For example. Should the grand total equal $100,000,
this would be equal to $100 worth of office fittings. The agent who writes
$10,000 would be entitled to ten dollars’ worth; $12,000 would be worth twelve
dollars worth of office fittings.”

We shall be very much interested to know each western representative’s
interest in this fund. Mr. Stewart is an earnest, energetic, and sincere
Imperialite. He always has the Company’s interests at heart, and this is only
another indication of his personal desire to have his field produce a large
volume of new business.

Appointment of Agents.

In the appointment of an agent one of the essentials is to secure the
interest of the proposed representative in the Company to such an extent that
he, himself, will immediately become a policyholder. A practical illustration of
this was made by Mr. R. C. Duncan, the District Manager at Petrolea, in the
appointment of Mr. Robt. Tait, of Alvinston. Mr. Tait not only becomes
one of the Company’s valued local representatives, but also a policyholder.
No Imperialite can successfully represent his Company unless he himself is a
policyholder.

New Appointments.

The following gentlemen have recently joined the Company’s field staff'. A
hearty welcome is extended to these new Imperialites:

Frederick J. Marshall, Orangeville, Ont.

Jno. A. Westman, Milverton, Ont.

Chas. F. Stewart, Milverton, Ont.

R. H. Robinson, Orillia, Ont.

Jno. R. Jackson, Vancouver, B.C.

Messrs. Heller & Gilchrist, Port Elgin, Ont.

Paul Dumoret & Co., Port of Spain, Trinidad.

Harry Fowler, Port of Spain, Trinidad.

Edwin Stone, Sangre Grande, Trinidad.

Kenneth Skinner, Port of Spain, Trinidad. #

Andrew MacLeod, Woodstock, Ont.

Robt. Tait, Alvinston, Ont.

W. F. Galloway & Son, Ingersoll, Ont.

W. J. Luckham, Petrolia, Ont.

4

An Unfair Comparison.

While the Imperial avoids the publication of statements comparing its
business with that of other companies, it is compelled in self-defence to draw
attention to the table given below. This table has been scattered broadcast, and
was given the title, “ From the Dominion Government Blue Books — Five Years
Growth of the Canadian Business of Canadian Life Companies.” We are by no
m$ans ashamed of the Imperial’s standing, but on the contrary are quite proud
of it. For the Imperial to stand third in a list of the fourteen largest Canadian
companies is an achievement to which Imperial representatives will point with
pride and satisfaction. However, in order to show that the comparisons made
are unfair, it is only necessary to consider, (a) that several of the companies
named do not confine their operations almost altogether to Canada, as is the
case with the Imperial, ( b ) the number of years each company has been
established as given in the column which we have added, (c) the greater
number of years during which several of these companies did business gave
them a well organized field staff before the Imperial entered the field : —

Canadian Companies — Canadian Business.

Name of Company

Net amount in force
in Canada,
December 31st, 1898

Net amount in force
in Canada,
December 31st, 1903

Gain in Net Amount
in force in Canada
during 5 years,
1899-1903

Age in years
at Dec. 31st,
1903

1. Mutual Life of Canada.

$23,585>676-

$37> I2°>925*

$x3,535>249-

33

2. Sun

30,404,962.

40,409,728.

10,004,766.

32

3. Imperial

3,769,1 25.

1 3,523,526.

9,754,401.

6

4. Great West

8,261,877.

x7,856,639-

9,594,762.

1 1

5. North American

20,219,383.

28,887,807.

8,668,424.

22

6. Canada

67>383>667-

75,862,148.

8,478>48x-

S6

7. Manufacturers

19,693,184.

27,746,612.

8,053,428.

16

8. Confederation

29>3°2>3°6*

35, 752,853.

6 450,547-

32

9. Federal

10,683,566.

x4,575,73°-

3,892,164.

21

to. Royal-Victoria

887,577-

3,797,670.

2,910,093.

6

11. Excelsior

3,043,963.

5,821,029.

2,777,066.

13

12. Northern

839,95°-

3. 495,759-

2,655,809.

7

13. London

5,210,519.

7,466,628.

2,256,109.

29

14. Dominion

2,923,881.

5»I23,597-

2,i99,7t6.

x4

N.B. — Companies not doing business in 1898 are omitted from the above list.

She Brought Him to Time.

A life agent who made many fruitless appointments with a prospect, as a
last resort sought the wife, and laid the matter before her. There were two
daughters to educate, and there was a good, even luxurious home, but the
husband was improvident and a spendthrift. The agent was well aware of all
the facts, and he made the most of his advantage. The wife saw the force of
his arguments, and it was not long before he wrote a good policy on the life of
the husband. Woman’s influence is invincible when employed in a righteous
cause.

S

Lawyers, Good Life Insurance Customers.

One life agent, known to the writer, makes quite a specialty of soliciting
from lawyers. His theory is that successful lawyers nearly all live up to, or
nearly so, their income. Consequently, knowing the value of life insurance,
they protect their families with large policies. This particular agent has mail)
splendid letters in commendation of the contracts issued by his company — all
unsolicited — which he makes good use of in his field work.

The Man who Succeeds.

In common with every other undertaking, life insurance possesses rich
possibilities of failure. Nine times out of ten, the man who makes a success
in the life insurance business, is the man who puts into it a large share of his
personal magnetism and enthusiasm. He may be a general agent or manager,
but his interest in the success of his agents never fails. He is a pleasant man
to deal with, and he bubbles over with pleasure when his agency is “ high-
line ” among the agencies of his company. The pulse of success is ambition.
It beats steadily and regularly— not high at one time and low at another.

A Methodical Agent.

One of the best and most successful life insurance ag'ents in Boston makes it
a part of his business to watch the marriage columns in the daily papers. Taking
the name of the young man who has had the temerity to assume an extra risk,
he looks up his address, finds out all he can about him, his habits, income,
position in life, etc., and then calls upon him and points out to him the
advisability of protecting his wife and prospective family with a generous
amount of life insurance. The agent finds this system profitable.

When Your Company is Misrepresented.

It is discouraging to a solicitor who has been working faithfully on a
prospect, and thinks he has got him to the point of signing the application, to
find that some rival agent has been traducing his company for the purpose of
capturing the prospect himself. A good way to win back his confidence is to
say to him : “The man who told you these things is a falsifier, but if he can
prove his assertions, of course you are bound to believe him. Next time you
see him ask him to put in writing the things he has said, and sign his name to
them. If he is honest in his statements, he will have no objection to put them
in writing ; if he refuses to do so, you will know that he is lying to you/’ If
the traducer falls into this trap, his signed statement will undoubtedly secure
his dismissal from the company that employs him ; if he declines to sign his

6

name to the statements, your prospect will refuse to believe him, and will have
more confidence than ever in you. Competition is a good thing in all lines of
business, but the man who tries to discredit a competitor indicates that he has
little confidence in the goods he is trying to sell. The companies have
declared against this policy of detraction, and will, no doubt, punish any one
proven to be guilty of it.

A Ibife Insurance Argument.

A strong argument for life insurance is found in the scanty record of those
who have been able to save out of their earnings enough to make provision for
their bereaved families. There are multitudes of men to whom this is
impossible, as their income is all required for the decent maintenance of their
household, or, the margin for saving is too narrow to allow of a fund being
accumulated out of it. Then, there are all manner of misfortunes to which
men are liable, which drain away any savings that have been laid aside. Yet
the great bulk of such persons could pay the premium on a life policy by
exercising special economies. In relation to this, the “Insurance Monitor”
narrates that : “A g'entleman who was lately visiting a statistician employed in
the Census Bureau at Washington, was complaining that he had little or
nothing to show for the money he had earned during the course of a lifetime.
Through mismanagement of his affairs and unfortunate investments it had
nearly all been lost.

“ Do you know,” said the statistician, “how many of the men in this
country succeed in saving any large part of the money that they have earned ?
In the Eastern Middle States only about 2 p.c. , in New England 3 p.c. , and in
the West about 4 p.c.” Such is the slender record of ultimate business success
in this country. More than 95 per cent, of those whose earning powers or
money-making- abilities promise to place their families above want die poor in
this land of exceptional opportunities.

Could there be a stronger argument for the need of life insurance ? It is
almost the only investment which is not subject to the mistakes of the
investor. ” — Finance Chronicle.

As one stone upon another makes the substantial edifice, so will one
application each day make an ag-ent’s sound record.

The best in life insurance is none too g'ood, and the failure of poor life
insurance organizations points directly to the safety of the sound exponents of
the system.

/

fe

H

a

H

o

>H

fa

fa

o

Q

<

H

H

SC

H

fa

O

h

Q

55

Q

M

S3

0

H

ffi

H

ft

O

fa

CQ

S5

O

H

d

O

0

H

PC

Q

55

<Jj

(f)

w

p

IX

*

2 6

.£

_5^

bo

41

41

: bE

rt4

.2

2

*35

wU

bo 0

2

2

41

0

c

rt

13

7

bo

•r a)

2-

7

<4-

•C

2 3

. G
O

2

‘I

.

c5

rt bo

u

0

7

X

.-b'

g .5

^ rt
iO 41

x o

3 I

£ 41

rt JO

tT >-»
5; cl

= 5 13

a rt
v. <u ®
O Cfl

w 41
.5
5 55

0 2

8 SP

s

<4-

o

t'2

o J8

it g*

a 5

« rJ

.m

•3 b

•a 1 1 5

3 . P J2 X

u -a w g 41

bp £ 41 - «

o 2 jo - £

§ § to V ^

7!

7

U

2

.2

rt

41

s

7

7

-a

rt

41

_S

*8

3

rt

bo

rtl

p

.5

“

41

x

JO

41 •"

o

3 O -

U ;3 * 5f
a ^ -S .£

3 41

bo -S

bo a

3 41

•3 JZ V

o

2 <d

bO

bo

7

41

4)

41

£ rt

.53

.£

3

4->

w' c

rt

41

O

G2 O

2

2

>

c

H ^

41

To

3

41

33 C

o

" y
•5 2

Q

0

O

£

0

-a

41

"O

41

b3

U

3

1 — >

41

a

£

.O

0

3

O

cn

53

as tc

.ers v
time.

Tt

c

rt

S

•-

T

c

0

.43

rt

Q

4

2

.7

4J

rt

41

.bp

dT

41

7

£

7

01

-1 0

j£

<2

t/j

V

u

41

4->

rt4

U

O

13

7

7

rt

41

:o the

3

0

O

4->

T3

41

T3

41

4G

3

O

T3

3

rt

upon

O

O

rt

i"

G

O

y

V.

0

7

0)

C/D

£

-a ^
'35 <<;

■33 3

rt o
a)

V- _

41 •£
-? <0

rt a

O

aJ
>

.41

Tl x-s

3 o

4)

:s S

s?f

1

ja _ o G « «>

t/3 J_) o <n — s-

4}

~ fc

•I *1 &

£ S p

O o S

* g

O D-

v~,

S' CD

71 ■*-*

C 4-»

o a

*5 ~

22 <i>
3 .2
b a 3
a) cr
« a>

a! _

bo <*>
pr o

8 s “1 ! 8 1

5 S •£ * “ £ g

_ 3 «1> C o «

^ _ 3
u p

j

u

G

2

7

2

nee as
e caret
ness ^

4G

<2

2

O

O

bp

x

.2

G

O

C

Q

2

.5

rt

3

41

rt -b '55

0

—

p

for

bO

01

41

3 3 J
7 ”3

.2

S o

d £
2>J

^ £

,, 0)

rt S

£ 8 § «
.« c- ‘

it: «
rt «

rt

2 fe

> o

7

41
U -G
4) 'M
JO V«

a o

rtiEG

b o

CL, t+4

K 2 O
O 33
•*J tfl
<D ^ J3

5 bo g
^ .5 o
rf s

I ^si *

8,'S “ a

6 -5 ® g

0 {; J

1 1 1 i

'•5 £ ii J

^ 5 g o

41 « «

> £ 5

^ S 4> ^

X j; y X

E ^ S b<
.2 = 0
8 : m i

g S'* *

5 a .s g

£ its P

‘ c4

% *3
3 <D

2
5 J3

o V
CO

„ . c 2

o : Xs3

- *- , <n a _.

XD-r ^ a ^ e l-'
C (D

2 71

X 0)

-rt w

2 o

c u
y= a,

§ % i

£ p

£ U 3 ^ !2 O 1
-° x j5 a M j-
- :-s g o ^2 p w

§ I as 5 S - J8

^ ^ o ^

g * xi r r s

eo bo _, u « .5

_>:<« 3 ^3 X 3- '- <D

o

(D

•a t; «

o n w G3

a

o

U «U

b '6 ai

bo O -

i l o

3 <D to

u

H

£

g '53

•g J3

7;

2

-G

b

*7

2

rt

O'

wt]

IS

CQ

i

41

01

CO

w n

D g

H <u
^ u
bo iS

G O
« «
x -5

sl-s;

*J O fi

*s -s

c c 5 71

§ o J3 -a

^ " bo o

*0 rt

| .§ 2 8

.0 33

S ja H -g

o £

g 42

8 ^ 5 e£

VN O C ^ -*-'

£ ^ o ^ 71

8 T3 U g «

2 w ? S >, 5

o a 3 c 1.

41 rv , 11

8- : X ^ -a

s i «

C 71

P CJ •-

X 2f^=

<u o

P o

'in ♦;

bo
.* '-5

rt' «

•a ^

4) _c

° bo

4) C
95 •-

*3 —

•- O

rt -3
> >r
u ?

o b

7;

4)

2£ .2
•"r "rt

** D
7) o g

■3 ^

¥ s |

Jrt u

8 3

JO J
T3 ^ P

4) i_

> « 5£

2 rt °

S' o* bo

8* 41 .5

•*-> 7) b
o o =

G O 3

E J

O 3

O _ «

41 rt ,

£ 3 «

71

£ «»
o j-

43 ll

.73 *0

*>> s

c/T

u

g rt

rt u

0

O- 41

*c

£ 2

<u

0 0

0

^ G

£

0 rt 3

2-5 S

1 ! §
71 2 to
b 7 G

4, 41- rt

JD U b

S£ "
41 3 2

E 31 _

rt
bb
rt

0 u o i)

» f -2 “

(J O J 4l

.£ U 41 ?

|^S

■s « it

1 Sj j

G ^ 3 £

rt Q. «

JG ^

*J 13

0

rt

4)

G3 °
2 2.
^ <D

a -S

8 !E

3 a

41 ^
u ^
cd w

xl

« rt

o

o rt

41 41

T3 K
41 3

'rt c
3 41

.• G

>»

C c
rt —

E o

6 .2

51 tfi
2 1
<+. 41

O 7

2 S

.. •*-

< rt

JS 2 w

d 2

^ 10

CD

CJ y rj<

t- GO 05

2 ^
rt4 y
7

Q

I.

O

o o

rt 2

ll 8

4) rt

0 £ 3
8 £ 5

0

41

£

u ci

*o

G

.33 G3

*j 3
7 C
41 41

41 4) U 41

l ^ t

HNCO^ ^0

8

BRADSHAW, Secretary.

ibbk|bb|||

Voi. 5, No. 24 Published by the Imperial Life Assurance Go'y of Canada (15-12-04)

$600,000 OF NEW BUSINESS

This is the aim of the Imperial Life for December 1904.
The whole field force, the staff at Home Office, the staff at each
branch office and the men that turn in an occasional application
through our regular representatives, all have this accomplish-
ment in view.

As each representative is aware, individual effort all along the
line made a November total of which Imperialites are justly
proud. Individual effort can give us $600,000 of new business
in December.

We have the prestige of a Company record unequalled in
Canadian life assurance, and a policy contract second to none.
It needs but Imperial work with Imperial enthusiasm to roll up a
splendid list of new policyholders before the end of the year.

Let everyone to whom the Imperial’s success means anything
put his best work into these last fourteen days of golden oppor-
tunity. Make certain at once of all the “ sure” prospects.
Meantime keep working with the hesitating, and with those that
have been putting you off. Let us each use every endeavor to
close at least one of our “doubtful” prospects. December
should make a record for every Imperialite. Remember our aim
for the month, and let us not forget that, in but little over two
weeks, our record and the record of the Company for 1904 will
have been made. T. B.

December Roll of Honor.

There were twenty-two names on the November 03 Honor Roll, and thirty-
five on the Roll for November, ’04. In December, ’03, thirty-two repre-
sentatives qualified for the Honor Roll ; therefore, at the November rate of
increase we may expect well over fifty of our representatives to secure this
month the necessary $5,000 or over of acceptable business. The December
Honor Roll should number at least fifty names, and it will go well over fifty if
we keep up the pace. It is confidently expected that the Roll for this month
will be noteworthy on account of the large number of local representatives on
it. From every indication “individual effort” in every agency will make the
December Roll the largest on record, and also thoroughly representative. We
are pleased to note that some fifteen Imperialites have already made sure of a
place on it.

A Policy Retained is a Policy Gained.

In the business of life insurance, one of the most desirable objects to
attain is a small percentage of Terminations. The Imperial Life has had a
favorable experience in this respect, and from present indications, we will, this
year, beat our own best record. To this end, we solicit the heartiest co-
operation of our agents with the Termination Department towards reviving
the largest possible amount of lapsed and not taken business during this, the
last month in the year. The business of an Agency, large or small, can not
be said to be satisfactory where there is a large number of terminations, and
while the agents’ chief aim should be a large amount of new business, The
Imperial Life attaches great importance to the retention of its old business
In some respects the restoration of a terminated policy is more to be desired
than the securing of a new application. Do not allow a man to lapse his
policy without, if at all possible, seeing him personally. Make as much effort
to persuade him to continue his policy as you would to get a new application.
The Head Office will be glad to furnish information regarding any concessions
which may be made towards helping a policyholder to keep his policy in force.
Keep in close touch with your present policyholders. They are your best
advertisements.

Interest Earnings of Life Companies.

The enclosed chart, showing the average interest earnings of Canadian,
British and American life assurance companies, is of special value to Imperial
representatives. A glance at this chart shows one very strong reason for
placing assurance with Canadian companies rather than with British or Ameri-
can companies. Then again, the rate of interest earned by the Imperial — 5.29
— is so far above the average rate of all Canadian companies that the advantage
to Imperial policyholders is at once apparent.

Standing of Agencies fop December.

1. Head Office Agency

9. Halifax

Port Hope

2. Vancouver

London

Winnipeg

3. Montreal

11. Central Nova Scotia

19. Stratford

4. West Indies

12. Petrolia

20. Sarnia

5. St. John

Peterboro’ County

21. Guelph

Ottawa

Brandon

22. Hagersville

7. Regina

Charlottetown

23. Brantford

8. Kingston

16. Hamilton

Brighton

“ ECONOMIST ” INTEREST CHART

AVERAGE RATES OF INTEREST EARNED BY LIFE COMPANIES DOING BUSINESS IN CANADA. 1888-1903.

- (Reprinted from The Economist, Toronto, Canada.)

The above Chart shows in a striking way the advantage of insuring in a Canadian Company.

Interest Chart.

With this issue an interesting chart is sent, showing graphically the rate
of interest earned by British, American and Canadian Life Companies from
1888 to 1903. It will be observed that the average rate now earned by
the two former classes of companies is 4.3% ; that the average rate earned
by Canadian life companies is 4*8%, •while Imperialites •will remember that the
average rate earned by the Imperial Life was no less than 5.29%, or nearly
one whole per cent, more than that earned by American and British companies,
and almost one-half of one per cent, more than the average rate earned by
Canadian companies. Interest earnings over and above interest required to
maintain Reserves are an important factor in the profits of a life insurance
company — in fact probably this element is the most productive in this respect.
The Imperial Life Reserves are based upon 3^%, hence it will be observed that
there is a margin of no less than 1.79%, say 1^% between the average rate
earned by the Imperial Life and that at which its Reserves are calculated. The
effect of a high rate of interest is probably more readily appreciated by con-
sidering the accumulation of a premium of say $100 for a period of 20 years.

At the rate earned by American and British companies (4.3%) this

amounts to $3,204

At 4.8%, the rate earned by Canadian companies, this amounts to. 3,393

At the rate earned by the Imperial Life (5.29%) this amounts to. . 3,590

Agents will immediately realize how important therefore, from a surplus
earning standpoint, is the earning of a high rate of interest.

Method of Handling1 Procrastinators.

“ I have found it helpful in trying to get a prospect to decide, to produce
the application and suggest an amount larger than he will take so as to get
him to talk freely. For instance suggest a $5,000 policy to a $2,000 prospect.
He is quick to say he can’t take that much. Then suggest $4,000, and again
he can’t begin to do that. Then leaving the amount, inquire the name of the
beneficiary, and at the same time show what it will mean to that person in case
of his death, and write, filling up the blanks. Before he knows it he signs for
a $3,000 or $2,500 application.” — A. B. Williams .

Knocking at the Poop of Opportunity.

“ ‘ Opportunity,’ so the saying goes, ‘ knocks at a man’s door but once,
and then goes away for ever.’ Whether or not this is one of those sayings
that live by toleration rather than merit, in either case it does not prevent a
man knocking at Opportunity’s door just as often as he pleases. And who has
a better chance to exercise this great privilege than the salesman of life
contracts ? Opportunity may knock at a man’s door but once, but the man
who is so formal as not to return the call more than once Is as good as a
‘ dead one ’ in life insurance. He must call and keep on calling. The sales-
man who constantly seeks opportunities persistently and properly, will surely
find his reward, for the law of average guarantees that results will come in
proportion to the amount of energy intelligently expended.”

Wisdom of Aggressive Competition.

“ The aggressive solicitor plans his mode of attack, and is therefore
prepared for battle along lines already mapped out. He is then in a position to
direct its course. The agent who is on the defensive must meet his arguments
as they are produced, and he is thus at the disadvantage of not knowing what
is coming- next. The agent who assumes the aggressive is in a position, if
rightly used, to create a very favorable impression on his prospect, because he
can conduct the canvass along lines most favorable to his company.

Contracts for Christmas Gifts.

“ Christmas gifts are usually a problem and, not infrequently the nearer
the recipient, the more difficult the selection. Simple remembrances can be
bought without much difficulty, but when it comes to the larger gifts, those
supposed to express the best thought and affection of a life, perplexity
frequently intervenes. What will best express wise thought in a Christmas
gift, and at the same time be a continuing reminder of the affection that
prompted it? This is not a list of possible Christmas gifts— far from it. It is
simply a suggestion that salesmen might not infrequently sell a contract as a
gift. Take the child, for which nothing is too good. What is better than a
contract maturing at a time when the money may be sorely needed to secure a
proper start in life ? Or, for an older child, to provide a fund against a day
when work may not be possible. There are a multitude of ways in which a
policy may be the best sort of Christmas gift. Its suggestion may help to close
a contract which has been wavering in the balance. It may open the way for
an additional present, which will be willingly made, and has not been here-
tofore, because it has not been thought of. Let the salesman keep Christ-
mas in mind.”

Quick Action is December’s Spirit.

“Gray December, last of the year, with its eager, hurrying throng is
here ! This is no month for long winded arguments ; it is the time for action.
Life insurance men who have never known what nervous activity meant will
catch it from the very air, from the people they elbow on the street. Shoppers
are everywhere. Store-keepers are rushed, and an insistent activity pervades
all forms of industry.

December is not the month for dawdling, but for action. Canvass inj#
quick, snappy way; see old prospects and urge them with your brightest
argument to close without delay ; push new prospects for signature on the first
interview, and get yourself into the spirit of the holiday season.

Mingle with the street throng, let it enthuse you, then away to work !
Put the dishonored rebater to shame by matching your skill against his sordid
offerings, and win out because you are right and know you are right.

Where you sell life contracts you will make happier homes and your own
will be brighter, these Yuletide days, from having made good use of you r
talents.”

jqoiq

All Over the Field.

First place on the Honor Roll goes again to West Indies. Messrs*
Dumoret & Co. have but lately joined the ranks of Imperialites.

Mr. Cullen is to be congratulated upon the splendid single premium policy
which ranks him first in regard to premiums.

Messrs. Gass and Gardiner are still keeping up the pace. It will be inter-
esting to note how far up these gentlemen’s names appear on the December
Honor Roll.

We particularly congratulate Messrs. Stewart, Taylor, Crysdale, Bartlett
and Robinson on the splendid result of their efforts in November.

New Appointments.

The following gentlemen have recently joined the field-staff, and give
promise of becoming true Imperialites : —

J. W. Heiserman, Chesley, Ont. J. Shanley, Toronto, Ont.

J. M. Coyle, Courtright, Ont. J. W. Seymour, Hagersville, Ont.

What Life Insurance Does.

Life insurance throws a mantle of protection over the cradle of the
fatherless babe, and enwraps the mother with the cloak of hope.

It wipes out the mortgage, satisfies the butcher, cleans up with the grocer
and erases the score of the coal dealer.

It floods the desert of the desolate future that meets the gaze of the
stricken widow with the sunlight of courage and hope.

It induces thrift and checks improvidence ; builds homes instead of hovels;
gives bread instead of crusts, provides clothes instead of rags.

It closes the lane to the poor house, and leads to the mansion of prosperity
beyond.

It educates boys to be men, girls to be women, and both to be the tender
guardians of widowhood.

It rears the greatest monument a prudent man can leave to perpetuate his
memory, a well-provided, well-providing son.

It satisfies the conscience, eases the mind, banishes worry, sustains the
burdens of manhood, and gives old age a chair of comfort and contentment.

Endowment life insurance assures a competency for the evening of life,
with peace and independence for one’s declining days.

— Metropolitan Leaflet.

Leaders of the Honor Roil for 1904.

January . Dr. D. Lowrey, Toronto, Ont.

February ... .A. Fraser, Montreal, Que

March S. P. Saunders, West Indies

April .Rev. A. W. Ross, Portage la Prairie, Man,

May R. W. Day, Edmonton, Alta

June Rev. A. W. Ross, Portage la Prairie, Man

July Dr. D. Lowrey, Toronto, Ont

August.. J. P. Beaudoin, Montreal, Que

A. C. Champagne, Montreal, Que .......

September. . . .J. H. Macabe, Toronto, Ont

October S. P. Saunders, West Indies

November. . . . P. Dumoret & Co., Trinidad

$14,5°°

16.000

42.000

19.000

18.000

18.000
35^500
16,500
16,500

15.000

1L500

i7,5°o

Honor Roll for November.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the
appeared on the Honor Roll since the beginning of the year.

Applications. Rank. Premiums.

agent’s name has

No. of Times
Rank, on Honor Roll

P. Dumoret & Co., Trinidad

I7)5°°

1

9i6-5°

2

1

J. W. W. Stewart, Vancouver, B.C..

16,500

2

46 1 . 80

6

4

Labelle & Co., Montreal, Que

i3>5°°

3

457.80

8

7

T. M. Grover, Regina, N.W.T

13,000

4

609.05

4

6

C. M. Turner, Calgary, N.W.T

11,000

5

45°-25

9

4

S. P. Saunders, West Indies

I0,500

6

462.05

7

4

Israel Taylor, London, Ont

10,500

6

378.15

10

1

A. McN. Shaw, St. John, N.B

10,000

8

734-50

3

4

Dr. D. Lowrey, Toronto, Ont

10,000

8

348-35

J3

9

C. A. Crysdale, Vancouver, B.C

9,000

10

535-90

5

6

McDermid & McHardy, Nelson, B.C.

9,000

10

385.00

1 1

1

A. D. Oddy, Castries, St. Lucia

9,000

10

360.65

12

1

R. W. Day, Edmonton, Alta

8,500

*3

272.40

i7

6

R. Hall, Brandon, Man

8,000

14

245-5°

20

2

A. A. Bartlett, Charlottetown, P.E.I..

8,000

14

243-55

21

3

R. H. Robinson, Orillia, Ont

8,000

14

202.50

25

1

J. B. Cooke, Kingston, Ont

7,200

17

232.30

22

4

J. W. Ney, Bracebridge, Ont

7,000

18

324-65

*5

5

W. H. Seymour, Hamilton, Ont

7,000

18

325-35

H

6

J. C. Gass, Shubenacadie, N.S

7,000

18

218.30

24

10

J. T. Purdon, Port Hope, Ont

6,000

21

269.35

18

1

H. B. Andrews, Stratford, Ont

6,000

21

149.30

33

5

R. C. Duncan, Petrolia, Ont

5 >500

23

250. 10

19

1

H. R. Gray & Co., Montreal, Que. . .

5»5°°

23

168.35

28

2

T. M. Cullen, Huntsville, Ont

5,000

25 3

,142.00

1

1

F. B. Springer, Vancouver, B.C

5, ooo

25

278.00

16

7

W. M. Rowat, Winchester, Ont

5, ooo

25

227.70

23

3

G. H. Gillespie, Kingston, Ont

5,000

25

1 98-75

26

6

A. W. Ross, Winnipeg, Man

J. J. Gardiner, Smith’s Falls, Ont. . . .

5,000

25

183.85

27

7

5,000

25

166.45

29

10

J. H. Macabe, Toronto, Ont

5,000

25

165.90

3°

4

H. B. McBain, Peterboro, Ont

5,000

25

161.85

31

5

E. S. Miller, Montreal, Que

5, ooo

25

I57-Io

32

4

A. H. Fair, Halifax, N.S

5, ooo

25

1 39-75

34

4

D. N. Sinclair, Sarnia, Ont

5,000

25

104.25

35

2

The number of names on the Honor Roll according to Provinces, is as

follows : —

British Columbia 4

Manitoba 2

New Brunswick 1

Nova Scotia ... .... 2

North-West Territories .... 3

Ontario 16

Prince Edward Island 1

Quebec 3

West Indies 3

I

t

\

To Imperial Representatives : —

It is the unanimous opinion of our representatives that our
aim for 1905 should be $5,000,000 of policies issued. Each
Imperialite is thus practically making- it his aim to increase his
individual production of new business 25%. The Executive
officers feel confident that this is a g-oal well within the reach of
each Imperialite, and will do everything they possibly can to
assist in attaining it.

Now our immediate aim for the Month of January is
$417,000, and we feel that individual effort on the part of each
Imperialite will result in success — a splendid success. For the
life assurance man the month of January has more prospects,
opportunities, probably than any other period. There are a
number of prospects who promised that the contract would be
closed at the beginning of the year. Some whose business year
closed 31st December were so busy it was difficult to approach
them then, but now, they having completed a successful year’s
business, will welcome the suggestion of a life insurance policy as
one of their first investments for the new year.

Individual effort and enthusiasm ensure success. Let each
Imperialite assume his own responsibility and take his share of
the load. Let each one keep before him the aim for the year,
viz., an increase in his individual business of 25%. Then the
GOAL is won.

With best wishes that 1905 will be your best year, I am

Yours truly,

“An Attempt to Mislead.

“It is the aim of the Manufacturers Life Insurance Company to conduct its
business in a fair and honorable manner and in every way to add to the splendid
reputation which the Company already has.

“It is not the practice of the Company to attack another company or to
issue any literature or advertising- which would reflect to the discredit of
another company. When the Company is attacked by another company,
however, it is sometimes necessary to say a word or two in defence. This is
our reason for drawing- attention to the following- advertisement which appeared
in the Toronto Globe on the 3rd December, 1904.

“The advertisement is entitled : —

MODERN LIFE ASSURANCE.

“ ‘That life insurance companies have wasted thousands of dollars throug-h
lack of experience in conducting the business is apparent to every well-informed
man. With crude tables of mortality and inadequate rates to guide them there
is no wonder that their losses have footed up a considerable sum, but there is
no reason for a repetition of these mistakes in the future, because the Dominion
Government has quite wisely enacted certain requirements which are bound to
accomplish a great deal of good. Fortunately the Sovereign Life began
business after the publication of the new British Mortality Tables and can,
therefore, steer clear of the earlier mistakes. These tables are the most
accurate in existence, embracing calculations from the records of sixty-six life
offices upon upwards of one million of insured lives, whereas the Institute of
Actuaries Hm. Mortality Table in use by other companies was compiled forty
years ago from the experience of twenty life offices upon one hundred and fifty
thousand lives.’

“This advertisement is evidently written to lead the public to suppose that
the Canadian Life Companies have lost ‘thousands of dollars’ through using
‘crude tables of mortality and inadequate rates.’ As a matter of fact the
Carlisle Table of Mortality was published in the year 1816, and since that date
the companies have had a table which would be safer for a young company to
use than the new tables referred to in the advertisement ; for the Carlisle Table
produces higher premiums than the tables now in use.

“The Sovereign Life claims that the tables on which they base their
premiums are the “ most accurate in existence.” It would be more correct to say
that they represent the later experience of the British Companies ; and, although
the data from which the new tables are derived is much more extensive, it is
well recognized that the data used in compiling the Hm. Table is sufficiently
extensive to give true averages.

“The vicious character of the whole advertisement will be seen at a glance,
when it is stated that the Hm. Table, which the Sovereign Life attempt to
discredit, produces higher net preminms than the table on which their premiums
are said to be based.

“This sort of advertising is very short sighted, for the average man is apt
to infer that a Company which endeavors to mislead the public as a whole, will
also be liable to mislead the individual insurer. — Agents' News.”

Form 476.

We call special attention to this form (476) because we are confident
results will follow from the more g-eneral use of it. The form was prepared
believing that it would be of assistance to our representatives in securing- new
prospects. It should be sent to the policyholder with each notice of
premium or premium note falling due. We judge, from the quantity used, that
a number of our representatives do not take advantage of this opportunity to
increase their prospects. It is a great benefit to an agent to have
names of probable insurers brought to his notice, and no doubt many of our
policyholders will be willing to assist you, at least to the extent of filling out
this form, if tactful attention be drawn to it. We have had many evidences
that policyholders may be of valuable assistance in extending the business of
the Company. An instance may be noted which occurred at the Head Office in
December last. A young man, who insured with us some three years ago,
was asked for the name of a friend who might insure and he mentioned his
younger brother. In canvassing the younger brother attention was drawn to
the advantage of securing assurance early in life, with the result that our
policyholder increased his assurance to $2,000, and his brother took a policy of
$1,000. $2,000 of new assurance was thus secured for the Company as a result

of “asking- for prospects.”

If you have not a supply on hand, kindly ask for some.

Prompt and Satisfactory Settlement.

The following letter, received at Head Office, will be of interest to
Imperialites :

T. Bradshaw , Esq.,

Secy Imperial Life Ass. Co.,
Toronto.

Fredericton, N.B., December 7th, 1904.

Dear Sir, — Your Provincial Manager, Mr. A. McN. Shaw has to-day
handed me cheque for $5,000 in full settlement of claim under policies Nos.
4685 and 4686 on the life of my late brother, Martin Lemont.

When my brother applied to your Company for these policies at age forty-
eight in the spring of 1901 he was in perfect health, and coming of a family
who had all lived to be very old he was naturally looking forward to a long life
of usefulness and business activity ; and insured in consideration of the invest-
ment, and with a view to the final disposition of his estate.

In less than three years he contracted typhoid fever, which after a
protracted illness resulted in his death.

I have always considered a life policy in a good company the best
investment a man can make, and shall take pleasure in recommending the
Imperial Life, in which my two sons are now insured, for liberal and business-
like treatment.

Thanking you for your promptness in the settlement of this claim, your
cheque having been issued the day following the receipt of the completed
claim papers.

I am yours very trufy,

William Lemont.

Re Correspondence.

Hereafter each envelope containing- mail sent from the Head Office of the
Company will be initialed by the clerk enclosing the mail matter in the envelope.
The letters enclosed in the large envelopes will also be initialled by the mailing
clerk. The Company’s representatives are requested to return the envelopes
with the mail matter which has has been incorrectly enclosed. If there be a
shortage in the prepayment of postage the envelope should also be returned.
The object is to place upon the proper clerk in the Head Office the blame for
enclosing letters incorrectly and for not sufficiently prepaying the postage.
Representatives are also requested, whenever possible, to weigh the letters,
upon which the Post Office Department claims more postage, before paying
the shortage. The greatest possible care is being exercised at the Head
Office, to sufficiently prepay postage, and it is sometimes thought that the
Post Office Department may be in error. If so they should bear the blame
for any incorrect overcharge demands.

An Agent, An Applicant -Square Dealing*, Tact, Success.

A man starts out as a lawyer, hangs up his shingle, and gets a client.
His sole thought is to get the biggest fee he can out of his client. He handles
his whole case with this one aim in view. He wins the case, but the chances
are he fails to win the friendship, the confidence of the client. The client
concludes his business with him, never goes near him again, and never
recommends him. The man wronders why he doesn’t succeed ; complains that
there are too many lawyers in the profession ; after a time takes down his
shingle and hires out as a clerk in a grocery store.

Another man starts out on his business career as a lawyer, hangs out his
shingle, and gets a client. He bends every effort to please, to satisfy, to win
the confidence of this first client. His every thought and aim are in this
direction. He does not “figure” much on what his fee is going to be. He
knows that, purely from a commercial standpoint, the value to him of this first
client is not so much in the money he is going to make out of him, as in the
other clients he is going to get through the good-will of this first one.

The man who fails in our profession fails nine times out of ten for the
same reason as did the lawyer whose sole thought was to get the biggest fee
he could out of his first client — who handled his case with this one aim in
view. You may insure your man in this way, but you will fail to win his
confidence, and he is of no further value to you.

YOUR FIRST CLIENT IS YOUR GREATEST CAPITAL.

If you go at him to sell him the policy that you knowr is best adapted to
his needs, irrespective of the commission there is in it for you — if you insure
him in such a way that he feels you have done him a favor and not that he has
done you a favor— if, when you have concluded your business with him, you
yourself are conscious of the fact that you have worked in his interests and not
solely in your own, that you have done by him as you would have some one do
by you, then you are in a position to continue your acquaintance with this man,
to meet him always on terms of business equality, to ask him to put you in
touch with his friends, to say a good word for you whenever and wherever he
can ; and he will do it, too, freely and gladly.

When you have insured a half dozen men in this way — if you have
handled each of them with tact and have let them know that you regard them
as your friends, you are bound to succeed in the profession of life insurance
canvassing.

Published by the Imperial Life Assurance Co’y of Canada (16-1-05)

The Imperial Record.

Much interest has been taken by those engaged in life assurance
in Canada in the record of the Imperial Life — for the reason that the
record is a unique one — no other company having ever secured tne
volume of business, made the substantial growth, or been able to
make the security to policyholders so strong in the same period of
time as the Imperial Life has. The Imperial adopted as its motto,
and has ever lived up to it, “First and Paramount, Absolute
Security to Policyholders. ” As some of our representatives were not
with the Imperial in its early days, the table on the last page of this
issue will prove interesting to them, and at the same time indicate
the steady substantial growth in eveiy feature which make for
permanency and prosperity.

For our 1905 Record we have adopted

®55OQ0s0©O

policies issued. Can we accomplish this ? The question has been
asked Imperialites from the Atlantic to the Pacific, and the almost
universal reply is “Yes.” The Executive Officers likewise join in the
reply, but with a reservation, viz., that each month shall produce its
proportionate share of the total. If January yields 1/1 2th of the
$5,000,000 or $417,000, and the other early months of the year
likewise, there can be no doubt as to the final outcome. Our aim,
therefore, now is

©417,000 for January.

It can easily be secured if each one will take a
representative has a number of good cases held over
Year. Now let us gather them in.

hand in. Every
for the New
T.B.

Honor Roll fop December.

The Honor Roll records the monthly new business of those representatives
who secure acceptable applications for $5,000 and over. The following* rules
are observed : —

(1) , Joint business is credited one-half to each of the two agerlts.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there ijs ia summary giving the number of times the agent’s name has
appeared on the Hdnor Roll since the beginning of the year.

C. A. Armstrong, Truro, N.S

J. A. Labelle, Joliette, Que.

Dr. D. Lowrey, Toronto . . .

A. C. Belle Isle, Montreal, Que. . . . .

J. P. Beaudoin, Montreal, Que

A. C. Champagne, Montreal, Que. . .

J. C. Gass, Halifax, N.S

W. H. Seymour, Hamilton, Ont

McDermid & Me Hardy, Nelson, B.C.

S. P. Saunders, West Indies

C. A. Crysdale, Vancouver, B.C

J. W. W. Stewart, Vancouver, B.C..

A. W. Ross, Winnipeg, Man

C. M. Turner, Calgary, Alta

J. J. Gardiner, Smith’s Falls, Ont. . . .

A. E. Liddell, Montreal, Que

W. A. Gibson, St. John, N.B

J. H. Macabe, Toronto, Ont

H. R. Gray & Co., Montreal, Que. . .
J. E. McCuaig, Ottawa, Ont

H. B. Andrews, Stratford, Ont

W. E. Kerr, Toronto, Ont

R. A. E. Aitken, Lake Megantic, Que.
R. R. Garvin, Smith’s Falls, Ont. . . .

J. B. Cooke, Kingston, Ont

W. G. Morrow, Peterboro’, Ont

J. P. Belanger, Montreal, Que

I. Taylor, London, Ont

PI. B. McBain, Peterboro’, Ont

T. M. Grover, Regina, Assa

R. E. Verge, New Glasgow, N.S. . . .

J. W. Glenwright, Winnipeg, Man. .

W. M. Rowat, Winchester, Ont

J. K. Pickett, Toronto, Ont .

P. Dumoret & Co., Port of Spain,

B.W.I

A. S. Wickware, Ottawa, Ont

C. W. R. Pearson, Yorkton, Assa. . .

F. B. Springer, Vancouver, B.C

W. A. McCallum, Port Arthur, Ont. .

R. H. Robinson, Orillia, Ont

J. H. Black

R. W. Day, Edmonton, Alta

No. of Times

Applications.

Rank.

Premiums.

Rank.

on Honor Roll

44,000

I 2

,849.00

I

6

34,000

2 I

,i°3-65

3

8

32,000

3 i

,378.80

2

10

22,000

4

718.25

9

1

20,000

5

882. 20

5

8

20,000

5

882. 20

5

5

20,000

5

615.10

10

1 1

l8,000

8

9°8-35

4

7

16,500

9

747-25

8

2

15,000

10

858-55

7

5

I5>°°°

10

608. 20

1 1

7

14,000

1 2

548.40

14

5

14,000

1 2

483.60

17.

8

I3,000

x4

488.80

x5

5

13,000

*4

448.25

18

1 1

12,500

16

424.70

20

6

12,000

X7

587.IO

12

5

12,000

l7

1 84. 40

39

5

1 1 j5°°

x9

436-55

*9

3

I I ,000

20

564.00

13

6

10,500

21

486.30

16

6

10,000

22

3*6- *5

26

4

9>5°°

23

37°- 33

24

2

9,000

24

322.40

25

5

9,000

24

3!2.o5

28

5

9,000

24

262.60

31

4

9,000

24

248-35

33

3

8,500

28

281.60

3°

2

8,000

29

404.05

21

6

8,000

29

3i3-65

27

7

8,000

29

219.25

36

5

7,000

32

231.5°

34

6

6,500

33

303.90

29

4

6,000

34

397-3°

22

2

6,000

34

387.4°

23

2

6,000

36

187.00

38

3

5,000

37

260.00

32

1

5,000

37

224.80

35

8

5,000

37

193.00

37

2

5, ooo

37

180. 10

40

2

5,000

37

176.75

4i

1

5,000

37

42

7

f

2

Leaders of the Honor Roll for 1904,

January . .Dr. D. Lowrey, Toronto, Qnt

February A. Fraser, Montreal, Que .

March S. P. Saunders, West Indies

April Rev. A. W. Ross, Portage la Prairie, Man. .

May . . R. W. Day, Edmonton, Alta

June Rev. A. W. Ross, Portage la Prairie, Man

July. .... Dr. D. .Lowrey, Toronto, Ont

August J. P. Beaudoin, Montreal, Que

A. C. Champagne, Montreal, Que

September J. H. Macabe, Toronto, Ont

October . S. P. Saunders, West Indies. ...

November P. Dumoret & Co., Trinidad . . .

December. . . . .C. A. Armstrong, Truro, N.S

$14,500

16.000

42.000

19.000

18.000

18.000

3555°o

16,500

16.500

15.000

11.500

17.500

44.000

The December Honor Roll.

It will be remembered that we asked for 50 names for the December
Honor Roll. We would like to have seen, that number, but 84% is a pretty
good realization of an estimate. The December Honor Roll contains no less
than 42 names, the amounts ranging as high as $44,000, and the minimum
$5,000. It is a notable list — the largest in the history of the Company — it is
well worth the careful perusal of every Imperialite, and it will be scanned with
much eagerness and interest.

We congratulate Mr. Armstrong-, of Truro, N.S., in taking first place
both in premiums and amount. $44,000 of insurance in one month, with
premiums of $2,849 is a notable record, but what is even more notable than
this is the fact that over $2,800 of the first year premiums were paid in cash.

Another notable Nova Scotian who takes a prominent place on the Honor
Roll, is Mr. J. C. Gass. He secured $20,000 of insurance, with a premium
income of $615.10. Mr. Gass has something still more remarkable to his
credit, viz., — that he has appeared on every month’s Honor Roll since he
commenced in February of 1904.

Mr. Gardiner, of Smith’s Falls, is another Imperialite who has been able
to maintain the same record. Here are magnificent examples of what can be
accomplished by earnest, persevering- effort.

Dr. D. Lowrey, of Toronto, takes second place on the Honor Roll for
premiums for the month, $1,378.80. His name has appeared ten times on the
Honor Roll during 1904.

Some names have appeared on the Honor Roll for the first time. We
welcome these gentlemen to the ranks, and hope that each succeeding month
will likewise see their names, —

J. H. Black, C. W. R. Pearson, and A. C. Belle Isle.

3

What Can toe Accomplished.

The Executive Officers asked for $600,000 of new business in December.
The total policies issued reached the magnificent sum of $691,360. No less
than 42 agents secured amounts ranging’ from $5,000 to $44,000, while a large
number of local representatives obtained from $1,000 to $5,000 each. Every
member of the field staff* appeared determined to have some share in the final
month’s work, and that determination was the feature which made the
Imperial’s 1904 business greater than that of any previous year in its history.
We had as our 1904 motto “ To beat our best record and we succeeded in
doing so.

Standing of the Agencies for December.

1. Montreal

10.

St. John

18.

Guelph

2. Head Office Agency

1 1.

Stratford

Port Hope

3. Vancouver

Kingston

Hagersville

4. Ottawa

id-

Regina

Petrolia

5. Halifax

14.

Peterboro’ City

22.

Brockville

6. Winnipeg

!5-

London

Brantford

7. Central Nova Scotia

16.

Peterboro’ County

24.

Charlottetown

8. West Indies

9. Hamilton

i7-

Port Arthur

25-

Sarnia

1904 Results

The year 1904 was the best ever experienced by the Imperial. In it we

“Beat our Best Record.”

Here are some of the figures and

a comparison

with those of 1903:

I9°3

1904

Increase

Applications received.

. . $ 4,450,000.00

$ 4,580,000.00

$ 130,000.00

New Policies issued

. . . 4,044,897.00

4,205,642.00

160,745.00

Net Cash Premium Income

493.781.37

597,418.87

103,637.50

Cash Interest Income

83,385.17

79,466. 38

16,081.21

Total Cash Income

577,166.54

696,885.25

1 19,718.71

Total Assets - . . -

. . . 2,013,888.47

2,404,940.57

341,052.10

Reserve for Policies

, . . 1,428,637.00

1 ,768,706.00

340,069.00

Surplus on Policyholders’

ac-

count .

540,934.72

579.847-77

38,9i3-°5

Insurance in force ... . < . .

. ... 15,408,442.00

17,672,050.00

2,263,608.00

Paid Policyholders and Bene-

ficiaries

7°> 7-37*45

83,829.05

!3,091.60

This is a magnificent record to ask prospective policyholders to share in,
and is well worth exhibiting.

4

Imperial Changes.

PROVINCE OF QUEBEC.

1. Mr. A. MeN. Shaw, who has successfully filled the position of
Provincial Manager for New Brunswick, with headquarters at St. John, for a
number of years, has been appointed Provincial Manager for the Province of
Quebec, at Montreal. The selection of Mr. Shaw for the important office was
made on the basis of his general agency record. Mr. Shaw is a gentleman
who has rendered faithful and efficient service to Imperial Life interests, and
it is expected that the bigger field over which he will have charge will feel the
effect of his strong personality.

PROVINCE OF NEW BRUNSWICK.

2. Mr. Wm. A. Gibson, Inspector of Agencies at Fredericton, has been
appointed Provincial Manager for New Brunswick, with headquarters at St.
John. Mr. Gibson has a unique record for securing applications for large
amounts, with substantial premiums, and in refusing to rebate. Mr. Gibson at
one time was a star agent for the New York Life, but now believes that there
is nothing so good as Imperialism . The business record made by Mr. Gibson
during his association with the Imperial, as well as his excellent character, and
his thorough grasp of life insurance field work, are the features which appealed
to the Directors in looking around for a successor to Mr. Shaw.

Promotion by Merit.

It will be observed that the Imperial Life has followed its usual practices
in connection with filling important vacancies, by appointing thereto tried and
trusted men from its own staff. Merit, and merit alone, has been the basis of
selection, the Directors believing that this principle must govern the manage-
ment of every successful and well conducted business.

The Car© of Old Business.

The year 1904 was a particularly favorable one for The Imperial Life
regarding lapsed, not taken and surrendered policies. We wish to make 1905
a record year in this respect, and this can only be attained by united effort.
To this end let every Imperialite in aiming for an increase of 25% in new
business also aim to decrease his terminations for the year at least 25%, It is
obvious that it is much easier to induce a person to revive a lapsed policy than
to secure a new policyholder. If a policy in your Agency is lapsed, Ascertain
the reason and remove any misunderstanding. A large percentage of lapses
occur through carelessness on the part of the assured, or inattention by the
Agent. Bear in mind that “ prevention is better than cure in the matter of
lapses.” Be most careful in writing applications to secure definite and satis-
factory settlement, so that none of your policies may have to be returned “ not
taken.” Do not forget personal interviews bring best results. The Head
Office will gladly assist you in the revival of lapsed policies. We ask the most
strenuous effort of each Imperialite towards a decrease in terminations for 1905.
Majf we count on YOU ?

•5

Imperial Efforts— Imperial Results.

We quote an extract from an Imperialite’s letter received at the Head
Office this week : —

“ I drove out this week in Yew weather. Nailed a 20-Year Endowment
on Tuesday, and Wednesday I walked five miles out in the country. The
weather was fierce, eight below zero. I met my prospect on the road ; he
informed me that he had lost a horse which had cost him $150, by death a few
days before, and that he could not think of taking on insurance. I realized
that I had something to get over and pitched into him. It took me one hour
and fifteen minutes to close him on a 20-Payment Life, Guaranteed Security
Policy, and when he signed the application my fountain pen had frozen up.”

Yours very truly,

R. H. Robinson.

Every Imperialite can now Qualify.

One of the aims which the Executive officers of the Imperial Life think
every earnest Imperialite should have, is the securing of a place on each
month’s Honor Roll. In order that this may be accomplished we purpose
having two Honor Rolls each month. One of these will be for those repre-
sentatives who are devoting their entire time and attention to the Company’s
interests, the minimum amount required to secure a position on this Roll being
$5,000, joint business counting one-half. The second Honor Roll will be for
those who do not devote their entire time and attention to the Company’s
interests, and the qualification for a position on this Honor Roll will be the
securing of a minimum amount of $3,000 personal business, joint business
counting as one-half.

By this division it is believed that it is possible for every agent of the
Company, no matter whether he be giving his entire time and attention to our
interests or not, to secure a position on each month’s Honor Roll. It is
proposed further to make it interesting for those who qualify regularly, that is
each month for the Honor Roll, the details of which, however, have not yet
been fully elaborated. Let us, however, just say at the present time that it will
be to the interest of every representative of the Imperial Life, no matter
whether he is only devoting part of his time or otherwise to its interests, to
secure a position each month on the Honor Roll.

As the number of times which an agent’s name will appear on the Honor
Roll will be a material factor in the contest, let us especially point out to you
the necessity of qualifying for the January Honor Roll.

6

* • • Cv

Imperial Promptness,

Strathroy, January 7th, 1905.

I. Taylor, Esq., Manager,

Imperial Life Assurance Company of Canada,

London, Ont.

Dear Sir, — I am indebted to the Company for the extreme promptness with
which they have placed in my hands their cheque for $1,000 in payment of my
late husband’s policy No. 7164. The cheque must have been issued immedi-
ately upon the receipt of the claim papers, as these were sent in to the Company
only yesterday.

This prompt dealing with the matter, and the facilities furnished to me in
the proving of my claim, are greatly appreciated.

If any opportunities present themselves, it will give me pleasure to speak
of the Company’s fair and considerate treatment of both my late husband and
myself to any person I know of who is thinking of taking out an insurance.

Yours very truly,

MRS. CLINTON SMITH.

7

AN SMPERSAL RECORD-ONE WHICH HAS NEVER BEEN EQUALLED.

o w

•z- u
< &
« o

C/3

£ S

H W

C/3 .

W C/3

JO .

»o

00

%

to

N

vo

0

1/3

CO

CO

r.

CD

CO

30

CM

M

. ^
tO

CO

.... £

03

CO

-v‘

o'

CO

••

r>..

CM

CO

o

tO

<£

00

<N

<N

no

On

i

CO

o-

ci

03

J>.

<N

r^.

VO

o

CO

cT

r-*

O

0

tF

ej-

co

cf

NO

NO

I>

00

CO

CO

oo

TH

o

CO

GO

•n

I>

£

CO

oo

CO

00

TT

IO

CO

CO

V

i ^

03

iO

00

ON

cf

o

oo"

(N

rf

&

vO

O

Cv

eg'

QO

On

00

CN

Cv

OO

o

03

S'

GO

00

o

o

-t-

tO

■ef"

ffi

VO

cd

0

CJ

03

tO

c/3 , ,
«- w
o S

J O

*0

\o

CJ

to

M

N

lO

c«

■4“

o

CO

ON

<N

C4

CO

CO

a y

CO

C3

cf'

hS

Cl

NO

00

o

t>i

H

to

o-

o

M

30

o

00

30

o

C4

03

to

i-O

1-0

1—1

<q

CO

oT

to

tO

00

00

oo"

00

00

0

to

CO

i>

ON

*r

o

rf

Ol

CO

w

s

o

•o

o

ci

CO

30

s

S

rC

vo

vo

Ov

CO

oo

GO

oo"

o

co

<D

C4

T“«

CO

!>

o

£

IO

CJ

co

0

ON

/-V

CO

co

O

O)

<N

O

ON

1904: 597,418.87 j 99,466.38 | 696,885.25 | 1,768,706 | 2,404,940.57 i 17,672,050

Another $417,000 Month.

From present indications, the business of January will come up
to the volume which we asked for, namely $417,000, being- at the
rate of $5,000,000 a year. If we are as successful in the closing-
days of the month as we have been in the early part of the month,
the $417,000 will be secured.

By the time this reaches you we will have entered upon our
February campaign, and in order to assist you in your efforts, we
have mailed to each Imperial policyholder a copy of our “Best
Annual Report,” a report which indicates magnificent progress and
substantial growth.

Let us suggest as one of the features of the February campaign,
that you interview forthwith as many of the present policyholders as
you possibly can in the expectation of increasing their insurance.
This we feel can now be most advantageously done in the light of
the excellent statement which our policyholders have received.

February is a short month, but with the Imperial’s unsurpassed
record, known to you and to our policyholders through our Annual
Statement, we confidently believe that Imperialites will be able to
do in the 28 days of February what they have done in the
31 days of January.

A Tribute to Imperial’s Reppasentatives.

Mr. E. T. Malone, K. C., in proposing a vote of thanks (at the Company’s
Annual Meeting held on the 19th January, , 1905) to the provincial and district
managers, inspectors and other representatives of the Company said :

The results exhibited in the report presented to-day have, as we have
been told, no equal in the history of Canadian life assurance. This statement,
however, does not fully convey what has been accomplished. In order to best
realize our achievements we must consider them in the light of the operations
of institutions similar to our own ; in doing this I desire it to be distinctly under-
stood that I do not disparage in the slightest degree the excellent results of our
competitors, with all of whom we are on the most friendly terms.

Immediately prior to the Imperial, two other life assurance companies
commenced business and since the Imperial’s advent five other life companies
have appeared on the scene. If we treat all these seven companies as one
organization and combine their, results up to the close of 1903, the latest period
for which we have official figures, on comparing their total results with those
of the Imperial Life, as at the close of 1904, we have the following :

Combined Imperial

Companies. Life.

Period of existence

Assets

Net reserves

Premium and interest income

Total deficit

Net surplus

27 years.

$I,73I ,°s9
1, 1 18,272
691,290
367,086

7% years.
$2,404,941
1,768,706
696,885

1 29,848

The total general assurance in force of the seven companies amounted to
$18,118,883, or but $446,833 in excess of the Imperial’s total of $17,672,050.

Considering with the foregoing facts that these seven companies have had
the benefit of seven different boards of directors, seven sets of management,
and seven agency organizations, we can begin to realize not only the
phenomenal progress of the Imperial, but also the solid and substantial financial
basis upon which the business has been conducted. And now let me ask, to
whom is this present status of the Imperial Life due? Who have been the
builders of this Imperial structure ? Without doubt the agency staff of the
company. These results were only possible as the outcome of the increasing
labors, the intelligent representation and the unfailing loyalty of an earnest
corps of field workers. The Imperial Life may well feel proud of its repre-
sentatives from the Atlantic to the Pacific, for they have accomplished what no
other agency force has been able to do in the same period of time. It, there-
fore, affords me great pleasure to move this vote of thanks to provincial and
district managers, inspectors and agents of the Imperial Life.

Benefits of Cash Payments.

Some Imperialites invariably get all or part cash in settlement of the first
year’s premium wfith each application. These are the men whose business
sticks, whose accounts show no “ not taken ” policies, and who occupy now,
or are fast approaching, the highest and best paying positions in the Company.

Others apparently attach no importance to the matter of cash settlements,
their only ambition being- to write a large amount of business, in settlement for
which they -rarely get any cash, and in many cases take notes which are
uncollectable. These are the men whose accounts show a large percentage of
“ lapsed” and “ not taken ” business, who never reach any prominence in the
business, and usually make a total failure of their work.

To which class do YOU belong? If to the first, and you have the ability
to write a sufficient amount of business your future is very bright, but if to the
latter, unless you change your mode of doing* business, your failure is
inevitable.

“ Not taken ” policies account for a large percentage of terminations * and,
therefore, most Companies insist upon cash settlement in every case before
delivery of the policy. The Imperial Life, however, in order to assist the
agents, is willing to accepts short date notes covering any portion of the first
year’s -premium, for which it is impossible to get cash with the application. If
the agents of other companies can write all their business- on a cash basis,
Imperialites should be able to get at least part cash with each application. Do
not abuse the leniency of the Imperial Life, in this matter and thus give the
Company cause to withdraw the privilege of taking notes. Be most zealous in
securing satisfactory settlements hereafter. Your business' will then be less
troublesome, and the Company’s terminations will be materially reduced.

Western Canada.

The Directors of the Imperial Life, realizing the importance of the West
as an insurance field, have decided to strengthen the Company’s org*anization
there,- and to do everything in their power to increase the volume of business.
The West in recent years has developed more rapidly than any other part of
Canada, and those life companies that intend to be progressive, and to keep
up with the advances which are taking place, must effectively rearrange ' their
organization. Having this view in mind, the Directors of the Imperial Life have
appointed Mr. J. W. W. Stewart, Western Superintendent of' Agencies, with
headquarters at Winnipeg. Mr. Stewart’s jurisdiction will extend from Port
Arthur in the East, to the Coast, and in his position we ask the hearty and
sympathetic co-operation of all of the representatives of the Company in that
field. There will, of course, be no change whatever in the present organization,
with the exception that in the Territories and British Columbia three or four of
the ag-encies will report direct to Head Office, instead of to Vancouver. Mr.
Stewart’s marked ability in organizing, and his excellent knowledge of the
country, well fits him for this position.

Province 'of Mova Scotia.

"'(«) Mr. J. C. Crass, of Shubenacadie, N.S., who held the position of
Manager for Central Nova Scotia has been promoted to the position of Pro-
vincial Manager for. that Province at Halifax. Mr. j. C. Gass, whose name is
never absent from the Plonor Roll, has proved himself one of the best personal
producers of life insurance in the Lower Provinces. His business is of a
satisfactary nature, and generally of an even character from, month to

month. Mr. Gass is a gentleman of character, and one in whom the Directors
of the Imperial repose the utmost confidence.

(£) Mr. C. A. Armstrong, the Imperial’s representative at Truro, has been
appointed Inspector of Agencies for Nova Scotia, a position which his past
experience as a banker, and his more recent experience as a successful life
insurance producer, eminently fits him for. Mr. Armstrong’s business has been
obtained from a good class of men, has been well paid for, and is of the
character which greatly assists in the upbuilding of an agency. The
appointment is one which the Imperial Directors believe will assist in materially
strengthening its agency organization in Nova Scotia.

(c) Mr. A. H. Fair has associated himself with an important financial
institution in Nova Scotia, and has been appointed Managing Director
of it. Although The Imperial will not have Mr. Fair’s entire time
and attention as in the past, he will co-operate with the new management,
and his name will no doubt be frequently seen on the Company’s Honor Roll.

The Imperial Life desires to place on record its appreciation of the
services rendered by Mr. Fair in the conduct of its business in Nova Scotia.
Mr. Fair was one of the first representatives appointed by the Directors, and
has continued in the Company’s service for seven years. During that period
he has been instrumental to a very large degree in building up the magnificent
business which the Company enjoys in his Province. Every one associated
with the Imperial wishes Mr. Fair success in his new enterprise.

Re Interest on Premium Notes.

It would appear that a few of the Company’s representatives do not
appreciate the matter of collecting interest on premium notes. The premiums
on the Company’s policies are made up on the assumption that the premium
shall be paid annually in advance. When therefore there is a delay in the
payment of premiums, it must necessarily follow that a loss shall occur unless
interest is charged for the delay. It must not be overlooked that this is
a peculiarity of the insurance business, and that it differs materially in this
respect from the giving of a note in settlement of almost any other account.

The charging of interest on a note is following the principle of charging a
higher premium when the premium is paid semi-annually or quarterly. As
there is no difficulty in securing the higher premium under such cases, it would
appear that there should be no greater difficulty in securing the payment of
interest on a note. Representatives are apt to look at this matter from the
standpoint of the individual and not from the Company’s point of view. When
it is remembered that there are hundreds of notes, aggregating thousands of
dollars, the loss to the Company would be considerable if interest were not
charged.

The following is the Company’s rule respecting interest on notes: —

“ No interest is charged by the Company on a note running for two
“ months, or less, from the issue date of the policy, when given for the
“ first premium ,” but where a note is for a longer period, interest is
“ always payable for the full time of the note. Interest will be charged
“ on all notes given for renewal premiums.”

A few of the Company’s representatives have taken the liberty of altering
the Company’s authorized note form by striking out all, or a portion, of the
conditions printed thereon. This is strictly in violation of the Company’s rule,
and those few agents who are doing this will kindly accept this intimation to
refrain from doing so in the future.

If i*.

IMW

■ vi 2

WSEBEWag&m,

&

H ^,!lm

ivl fffWl

rt 1 \Sxi W% Wjf mi vJI

m^^cEsmB^smsk

Vol. 6, No. 4

Published by the Imperial Life iterance Oo’y of Canada

(15-2-05)

THE HONOR MOLL

The success of a representative in the field is largely
determined by his position on the Honor Roll from month to
month. The test is not a severe one: all that is required to
qualify is the securing of $5,000 of personal business each
month. There is not an active representative of the Imperial
Life, who is devoting his time day in and day out to its service,
but who can and should secure this amount of business. It is
the minimum amount which such a representative should obtain.
Although all months do not yield the same amount of business,
yet it is believed that no month should yield less than $5,000 of
personal business, while other months will run from two to five
times this amount.

Those representatives who do not devote their entire time
to Imperial Life business should not secure less than $3,000 of
business in any one month. This amount could be obtained by
every local agent if he determined to “put himself to it,” and
every Provincial and District Manager should see to it that each
month the members of his local staff have secured enough
business to obtain a place on Honor Roll B.

It is not the business which is secured in the last two or
three months of the year that makes the year’s record ; it is
the business which is secured day in and day out, week in and
week out, month in and month out ; it is the agent who takes
his position regularly each month on the Honor Roll that at the
close of the year can look back with satisfaction at his past
record, and with no vain regrets for not having accomplished
what he should have done.

Seek the Best Business,

It is quite evident from the difference in the ratio of lapsed and not taken
policies in our various agencies, as shown by the Head Office records, that
some Imperialites are not retaining their business as they should. In the
majority of cases of terminated policies the cause can be traced directly to the
agent. Sometimes it is owing to lack of sufficient attention to the collection of
renewal premiums, but in most cases the cause lies in the securing of the
application, either through insufficient explanation of the policy contract, the
taking of worthless notes in settlement, or the writing of an undesirable class
of people. The latter is perhaps the greatest evil, and we would strongly
urge our agents to direct their energies towards insuring the better element in
their community. This class of business will prove much more permanent,
more profitable to the agent, and more satisfactory to the Company. Every
agent will necessarily have a certain number of policies unavoidably lapse, but
these must not be allowed to reach abnormal proportions. This will not be if
your agency is properly managed. There is no excuse for a large percentage
of not taken policies, as the chief cause for this is lack of care in securing
satisfactory settlement with the application. In practically every case all or a
portion of the first premium can, by a little tact on the part of the agent, be
secured in cash, and this will almost invariably ensure the placing of the policy
when issued. While the Company, in order to assist the Field Staff, is willing
to accept short date notes, these must not be taken in any case where there is
any doubt as to their being paid at maturity. If this privilege continues to be
abused by the agents taking notes which are worthless, the Company will be
compelled to withdraw the concession. The permanent success of an agent
depends upon his writing a permanent class of business. In the conduct of
your agency, therefore, systematically look after the collection of renewal
premiums, earnestly endeavor to secure cash settlement with each application,
do not take, on behalf of the Company, notes which you would hesitate to
accept personally, and do not waste your energies canvassing for business
which is not likely to remain on the books. Thus will you win favor with the
Company, and your policyholders.

$40,000— 15- Year Endowment— Premium, $2,716.00.

It is our purpose in future to devote a portion of each issue of the “Agents’
News ” to the description of some one of the policies for large amounts which
the Company is constantly being called upon to issue. This new feature, we
trust, will have a two-fold advantage. In the first place, it will furnish to our
representatives, for their own encouragement and for use in canvassing,
convincing proof of the confidence which prominent business and professional
men have in the Imperial’s prosperity and strength. And, secondly, it will be
an instructive study to examine, in some detail, the contracts which attract
prudent and successful men in all the walks of life.

One of the large policies which helped to swell the Imperial’s total at the
end of last year was that of Mr. Frank Stanfield, the well known woollen

2

WINNIPEG, Man.

manufacturer, of Truro, N.S. Mr. Stanfield had been carrying- $5,000 with the
Imperial Life since 1899, and last December he was induced, by the efforts of
our representative, Mr, C. A. Armstrong, to take out an additional $40,000.
Both policies are on the 15-Year Endowment Plan.

Mr. Stanfield’s latest policy is written at age 33, annual premium,
$2,716. If he dies within fifteen years, the beneficiary receives $40,000. If he
survives fifteen years he may choose

Cash.

* Reserve, Guaran-
teed $40,000

Surplus, Estimated. 10,240

$50,240

(That is, $1.23 in cash for
every $1.00 invested, in addi-
tion to $40,000 insurance pro-
tection for 15 years).

Paid-up Insurance.

A Paid-up Policy for
$91,120.

(That is, $2.23 of paid-up
insurance for every $1.00 in-
vested, and in addition the
protection of $40,000 insur-
ance for 15 years).

Life Income.

A Life Annuity of
$3,440.

If it is desired to express these results in dollars and cents, the following
is probably as fair a method as can be adopted. The cheapest annual cost at
which $40,000 insurance could be obtained is the 15- Year Term Rate, which is
$572.00 at age 33. Therefore, at the very lowest computation,

The 15 years insurance is worth (15 times $572) $ 8,580

Add the “ Total Cash Value ” as above 50,240

Total value of benefit received 58,820

Compare this with premiums paid (15 times $2,716) .... 40,740

Value in excess of amount paid ... $18,080

N.B. — This is almost exactly 4^4% compound interest on the money

INVESTED OR OVER 5% AT SIMPLE INTEREST.

A matter of the utmost importance in the eyes of men who take insurance
for business purposes is the size of the Cash Surrender Values. In this
respect, the 15-Year Endowment excels almost every other policy. For
instance, the Cash Surrender Value after five years, endorsed in the policy
now under consideration, is $8,520. Accordingly, if Mr. Stanfield withdrew at

the end of 10 years, the account would stand : —

Premiums paid (10 times $2,716) $27,160

Cash Surrender Value 23,720

Cost of $40,000 insurance for 10 years $3,440

This is at the rate of $8.60 per annum for each $1,000. Note, that if a

10-Year Term Policy had been taken out for $40,000 at the annual premium
corresponding to age 33 ($548), the cost of the 10 years’ insurance would
have been $5,480, as compared with only $3,440 under a 15-Year Endowment.

3

It appears, therefore, that in insurance as in everything else, the maxim
holds that “ The Best is the Cheapest.” In the long' run an Endowment costs
far less than the cheapest form of Term policy. If the insurer cannot afford to
pay the price for an Endowment, he must be content with a cheaper plan ; but
if he has the money to invest, we know of no investment which combines so
many desirable features as a 15-Year Endowment.

The Cost of Delay.

Calgary, 31st January, 1905.

</t .

“ I have to report the death of Mr. G. M. Gordon, holder of Policy

10,887 which occurred on Saturday last, the 28th inst. , as the result of an

operation for appendicitis.

His policy, as your records will show, is in a lapsed condition. A note
was taken at two months for his last half yearly premium of $18.30, due 1st
Sept., 1904, which note became due on the 4th Nov., 1904, and has not been
paid.

I may add that I made every possible effort to have the deceased pay this

premium, calling on him at least a half dozen times for this purpose. About

ten days previous to his death, meeting him on the street, I spoke seriously to
him about the matter, and the importance of his paying the premium and
putting his policy in good standing, at which time he promised to do so at an (
early date.

(Sgd.) C. M. Turner,

Inspector. ”

Prompt and Satisfactory Settlement.

Bothwell, Ont.,

22nd January, 1905.

Dear Sir, — Your Inspector, Mr. A. W. Ross, has to-day handed me your
Company’s cheque for $500 to cover full claim under Policy No. 12457 on the
life of my son, George Smith.

We took out the insurance only last April, and no idea of his dying ever
entered our minds, but unfortunately that dread trouble, appendicitis, seized
him, and in a few days he was dead.

I must thank your Company for the most prompt and satisfactory manner
in which they have paid this claim ; the cheque for the claim was issued
immediately the claim papers were received at Toronto.

You can depend I shall always recommend my friends to go to the
Imperial Life when they want to insure their lives. Thanking Mr. Ross and
your Company for promptness in settling the claim, I am,

Yours very truly,

Agnes J. Smith.

4

J. S. Wallace, Winnipeg, Provincial Manager for Manitoba.

One of the first representatives to connect himself with the Imperial Life
was Mr. James Stoddart Wallace, his association dating- back to September
15th, 1897. He entered the Company’s service as City Agent, and has been
promoted successively to Inspector, Joint Manager and Provincial Manager,
which latter office he now enjoys with much credit to the Company and
himself.

Mr. Wallace is a comparatively young* man, having been born in Paisley,
Lanark, Scotland, on the 13th day of September, 1865. He has the grit of the
Scotchman, and all the optimism of the westerner — a combination which in no
small measure accounts for his success with the Imperial. Mr. Wallace is not
only an excellent personal producer of life assurance, but has the faculty of
selecting and surrounding himself with able lieutenants. An important feature
of Mr. Wallace’s business is, that it exhibits a lower termination rate than
that of any other of the Company’s representatives. The author of this
sketch, whose picture accompanies it, has set out this year to produce from his
agency $500,000, and those who know his energy and stick-to-it-iveness will
not hesitate to believe that he will be successful.

New Appointments.

The following gentlemen have recently joined the field staff, and give
promise of becoming true Imperialites : —

W. A. Morgan, Winnipeg, Man.

G. S. Mohr, Headley, B.C.

J. T. McGeary, Toronto, Ont.

R. W. Vanderwater, Toronto, Ont

J. S. Hoath, Toronto, Ont.

Mr. H. LeRoy Shaw, son of Mr. A. McN. Shaw, has been appointed
Secretary-Treasurer of Montreal Office. Mr. Shaw has had active experience
in the banking business, which will stand him in good stead in his new
appointment.

Standing1 of the Agencies for January, 1905.

1. Head Office Agency

10. London

19.

Peterborough Co.

2. West Indies

Guelph

20.

Edmonton

3. Ottawa

12. Brockville

Regina

Montreal

Kingston

22.

Port Arthur

5. Winnipeg

14. St. John

Newfoundland

6. Vancouver

15. Nelson

Brantford

7. Calgary

16. Hamilton

25.

Sarnia

Halifax

Port Hope

Brandon

9. Stratford

Petrolia

J. J. Jacques, Paisley, Ont.

R. H. Vair, Norwich, Ont.

J. L. Haggan, St. Thomas, Ont.

S. A. Conklin, Westport, Ont.

5

Honor Roil “A” for January.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name ha A
appeared on the Honor Roll since the beginning of the year.

Applications. Rank Premiums. Rank.

Dr. D. Lowrey, Toronto

C. M. Turner, Calgary, Alta

J. W. Ney, Bridgetown, Barbadoes

F. B. Springer, Vancouver, B.C

J. S. Wallace, Winnipeg, Man

A. C. Belle Isle, Montreal, Que

H. B. Andrews, Stratford, Ont

A. W. Ross, Winnipeg, Man

C. A. Crysdale, Vancouver, B.C

J. C. Gass, Halifax, N.S

C. A. Armstrong, Truro, N.S

J. H. Macabe, Toronto, Ont

J. T. McGeary, Toronto

W. A. Gibson, St. John, N.B

J. O. McCarthy, Toronto

W. H. Seymour, Hamilton, Ont

C. F. Stewart, Whitby, Ont

Israel Taylor, London, Ont

J. B. Cooke, Kingston, Ont

R. H. Robinson, Orillia, Ont

R. C. Duncan, Petrolia, Ont

R. R. Garvin, Smith’s Falls, Ont

Honor Roll “B” for January.

58>5°°

1

2,i47-I5

1

17,000

2

606. 00

3

12,500

3

629.85

2

12,000

4

420.80

4

1 1,000

5

362.90

5

10,500

6

322-35

6

9,000

7

318.80

7

9,000

7

279.80

10

7,000

9

280. 20

9

7,000

9

274.40

1 1

7,000

9

162.30

20

6,000

12

250.20

12

6,000

12

237.30

13

6,000

12

216.50

14

5>5°°

i46-30

21

5, ooo

16

295-85

8

5, ooo

16

*94- 25

!5

5, ooo

16

I9°-35

16

5, ooo

16

188.40

i7

5, ooo

16

179-75

18

5,000

16

164.30

19

5, ooo

16

126.80

22

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

Applications.

Rank.

Premiums.

Rank.

J. B. Waddell, Carleton Place, Ont. . .

. 20,000

I

1,050.00

I

P. Dumoret & Co. , Port of Spain

16,000

2

996.85

2

W. G. Reburn, Toronto

. 16,000

2

523-I5

3

McDermid & McHardy, Nelson, B.C. .

7,000

4

326.80

4

J. J. Jacques, Paisley, Ont

3,000

5

85-75

5

8

Notes.

Head Office Agency takes first rank in “ Standing of the Agencies ” for
January, also first on Honor Roll “A.” Mr. McCarthy states that every
effort will be made by his staff to hold these two positions each month this
year. This is a pretty large contract.

Mr. J. W. Ney sent a good contribution to the January business from the
West Indies, ranking second on Honor Roll “A” in regard to premiums.

Messrs. Springer and Crysdale made a splendid record for January,
viz., $19,000. When these gentlemen join forces in February and succeeding
months they will make the running for first place on the Honor Roll
rather hard.

Mr. J. C. GaSS is again on the Honor Roll. It will be remembered that
Mr. Gass and Mr. Gardiner last year held the record for number of times on
the Honor Roll during the year.

Mr. J. B. Waddell is to be congratulated on the splendid volume of
business secured by him during January. Although Mr. Waddell ranks in
Honor Roll “B” it will be noticed that he could this month take a good
position on “A.”

Mr. W. G. Reburn makes a splendid showing for January. He states
that he will make a record on Honor Roll “ B” this year. Mr. Reburn believes
in keeping in close touch with his policyholders, and his experience in
January shows the wisdom of this practice, for no less than $14,000 of the
$16,000 secured by him, was additional assurance taken by present policy-
holders.

What the Men at the Gun ThinR About the 1904 Annual Report.

Mr. W. M. Lawrence, Lindsay , Ont.:

“Just received to-day Annual Report. I am pleased with it.”

Mr. H. B. McBain , Peterboro , Ont.:

“ I am in receipt of a copy of the Annual Report of the Company for the
year ending 1904. This is very satisfactory.”

Mr. J. S. Wallace , Winnipeg, Man. :

“T am in receipt of our Annual Report, which I have read very carefully,
and must congratulate the Company on its magnificent showing for the year
1904. When we realize that the Imperial Life has more than achieved, during

years, the results and efforts of seven separate companies who started
business on or about the same period as ourselves, it is the means of making
one proud of being connected with such a progressive institution.”

7

Mr. Israel Taylor , London, Ont.:

“ The Annual Statement for 1904, just received, is certainly one in which
the Company and policyholders alike may well take pride, and will no doubt be a
source of great satisfaction to the Company’s representatives, and an inspiration
to greater efforts to make the year 1905 more successful than even the past
year has been.

Mr. S. R. Stewart, Brantford, Ont.:

“ Our Annual Report for 1904 received, and I have perused same with a"7,
great deal of pleasure, showing as it does marked advancements in all parts
that go to make a successful life company for the public to insure in.”

r

Mr. W. J. French , Glencoe:

“ I may say that the Annual Report now before me is very satisfactory in
every particular. Pages 5 and 10 showing the progress and growth of the
Company are worthy of note.”

Mr. John Cawley, Brockville :

“ I received a copy of the Annual Report for 1904. It must be gratifying
indeed to the ‘ Imperial ’ policyholders to be identified with such a progressive
and up-to-date life assurance company, showing such a marked increase in all
its different branches, without a parallel in the history of life assurance.”

Mr. W. H. Seymour, Hamilton:

“Personally, I am particularly pleased with the large addition to the
surplus account, and the continued high rate of interest earned by the
Company. A few more reports will insure a measure of success that will place
us beyond the reach of competition.”

Mr. W. D. Marshall, Port Robinson:

“ Annual Report received O.K., and am pleased to see progress made in
past year, and I think it will not be very long till the Imperial Life will head
the list of insurance companies.”

Mr. R. R. Garvin , Smith's Falls:

“ It is with very great pleasure and satisfaction that I note the progress
made during the year, and especially so knowing I had a part in the work,
small as it may have been. With such a magnificent record for 1904 to refer
to we should be able to close business easier.”

8

FOR AGENTS9 USE ONLY.

$1,250,000 OUR AIM FOR FIRST QUARTER

In view of the large volume of business written during
January and February this year, we feel confident that we can
make the month of

March a Five Hundred Thousand Dollar Month,

and thus make the first quarter realize its share of the five
million for the year 1905. Our experience has been that during
the last month of the year the representatives in the field make
a special effort for business, and usually the volume of applica-
tions received doubles that of any other month of the year.
Now, as March is the last month of the first quarter, we would
ask that each Imperialite bend every energy to make this a
record month. This can be accomplished without a doubt if
each Imperialite bears his share in striving to reach our aim.
We know from experience in the past what splendid results
attend individual effort. Let us, therefore, reap the benefit of
this former experience and each one contribute his fair share.

Some of our representatives, overlooking the fact that
February was a short month, found that when the 28th day
came they had not completed the business which they expected.
Now March gives to them an excellent opportunity to retrieve
themselves; it is a long month, and those who were “caught
napping ” in February should develop applications in each one
of the days in March.

in making March a record month for new business we
also desire that the Honor Rolls shall be record ones. We
have missed the names of some of our representatives from the
Honor Roll, who should have no difficulty in securing a place.
We want their names to appear there this month.

** The First Seven Years’ Histo py.”

The following figures indicate the progress made, the financial strength
attained, and the profit-earning power of each Company after being seven full

years in business.

Net Surplus.

Company.

Insurance in force.

Total Assets.

^Beingf surplus above
all liabilities to policy-

holders and Capital.

Imperial

. . $17,672,050

$2,404,940

$129,848

Federal

10,829,837

168,195

-19, 521

Great West

10,263,259

723,189

123,109

Manufacturers’

9,555,3°°

821,321

5°, 316

North American

6.974.39°

542,319

54,896

Confederation

5,465,859

456,839

75,026

Royal Victoria (6 years) .

3,924,770

398,642

-108,056

Northern

3,586,160

4°4,412

-56,077

Sun . . . .

3.374.683

336,396

19,867

Excelsior

2,803,621

250,114

443

Dominion

2.397.977

245,690

12, 148

Canada Life

2,349,608

217,758

Not obtainable

Mutual Life of Canada. . .

1,699,301

1 10,209

23.387

Peoples’

1,247,651

58,728

-45.712

The position of the Imperial Life as above indicated in regard to “Net
Surplus ” is so far ahead of all competitors that it might be thought that it is
or must be stated in the most advantageous way possible. Such is not the
case. The Imperial Life has provided special reserves, or reserves in excess of
the Government requirement, to the extent of $117,315. If the reserves were
computed on the Government Standard instead of the higher basis adopted by
the Company, the surplus would be increased by $117,315, and would amount
to $247,163.

John Christie Gass, Halifax, Provi ncial Manager for N ova Scotia.

Mr. Gass is one of the Company’s most recently appointed Provincial
Managers, his field of operations being the Province of Nova Scotia, with
headquarters at Halifax. Mr. Gass has succeeded to the splendid business
vacated by Mr. A. H. Fair, who placed the Imperial Life’s name favorably and
strongly before the people of the Province by the Sea during the past seven
years. Mr. Gass is a Nova Scotian by birth, having been born in Shubenacadie
on the 17th day of December, 1861. He commenced his business career with
the Imperial Life on the 1st day of April, 1903, ever since which time he has
been an earnest advocate of Imperialism, and a successful producer of
Imperial business. There is, perhaps, no more loyal member of the Imperial
Life staff than Mr. Gass ; moreover, he has proved himself an indomitable
worker. He made a record for himself in 1904 by being on the Honor Roll
every month excepting one. Mr. Gass is a man of sterling character, of strong

►

2

JOHN C- GASS

PROVINCIAL MANAGER

Slmpmal Hxfe Aaauranre Ola. af Olattaba

HALIFAX, N.S.

personality, full of enthusiasm and possessing- excellent tact and judgment in
working with the members of his field staff. He has succeeded to a very
excellent position, his field having great possibilities, and without doubt good
reports will be received from him from time to time.

The Necessity fop Correct Answers,

The attention of the Company’s representatives is called to the importance
of correct answers being given' to questions “5,” “8,” “9” and “10” on
page “ 1 ” of the application. A great many mistakes are being made in
answering these questions, which necessitate sending with the policy, form
“87” to amend the application. Oftentimes these forms are overlooked, and
the policies are delivered before having the forms signed. Then is occasioned
the writing of a great number of letters before the forms can be secured. Some
complain of these forms being a nuisance, and that they sometimes interfere
with the placing of the policy, while, on the other hand, the Head Office
becomes very wearied in writing for them.

All of this trouble may be obviated by the exercise of a little more care on
the part of the representatives in filling up the application. To assist the repre-
sentative we give a few examples of how to obtain correct answers to the above
questions. Consider first, section “B” of question “5” on page “1” of the
application. To find the year in which the applicant was born, subtract from
the year in which his next birthday will occur, the number of years old the ap-
plicant is at his next birthday. For instance — an applicant states he will be 23
years of age on the 28th of January, 1906. To ascertain the correct year of
birth subtract 23 from 1906. This will give 1883, or in other words the applicant
was born on the 28th of January, 1883. If it is desired that the policy should be
dated back as provided in rule “6” on page “2” of the Manual of Instructions,
subtract his age last birthday from the year in which his ]ast birthday occurred.
For example, the above applicant states he was 22 his last birthday; subtract 22
years from 1905. This will give 1883. In other words, the applicant was born
on the 28th of January, 1883.

Another instance — the applicant states he will be 31 years of age his next
birthday, and that his birthday is on the 25th of June. Subtract his age next
birthday, namely 31, from the present year, 1905. This will give 1874, or in
other words, he was born on the 25th of June, 1874.

The importance of intimating the correct year of birth will be appreciated
when the answer to question 10 (b) is required. The premium as stated in
answer to question 10 (b) must be the premium at the age as indicated by the
answer to question 5 (b). For instance, if an applicant states he will be 21 his
next birthday, which birthday we will assume is the 28th of March, it will be
apparent from the foregoing paragraph that he was born on the 28th day of
March, 1884. The premium at age 21, under the 20 Payment Life System, for
instance, is $27.95. That is, the year of birth, 1884, gives the age 21, and the

3

premium should be $27.95. however, the year of birth is stated to be 1883,
and the premium in answer to 10 (b) is stated to be the premium at age 21,
confusion at once arises, and the Head Office are unable to determine accurately
the correct age. In such cases the Head Office assumes that the year of birth
has been incorrectly stated, and the policy is written at the age as indicated by
the premium set down in answer to question 10 (b).

To obtain the proper answer to question 9, sections “b” and “c,” copy the
heading of the page in the Manual on which the premium rate is found. This
is a very simple matter, for the heading is printed in distinct type and the
answer to question 9 (c) must be apparent when quoting to the applicant the
values of the policy at the end of the Accumulative Surplus Period. There can
be no excuse for an incorrect answer to this question.

Representatives are earnestly urged to become thoroughly familiar with the
manner of ascertaining the age and the year of birth and to practice copying the
name of the system of assurance as stated in the Manual of Rates when giving
the answer to section “b” and “c” of question “9.”

The importance of having the answers to the questions in the application
correctly given will upon reflection be apparent. The application is the agree-
ment between the company and the assured, upon which agreement the Company
issues its contract to pay a large sum of money. In case of a dispute at law,
the Company’s position may be very seriously prejudiced if its contract is not
issued in strict accordance with the agreement (that is the application) between
the assured and the Company. It is well known that the technicalities arising
in process of law are very numerous, and are considered very important,
particularly in life insurance law.

Bank vs. Assurance.

In these modern times the man is seldom met who will not admit the value
of life assurance. The antipathy to assurance that once existed has passed
away, and is now classed with the anti-machinery cry and other benighted
prejudices. But the life assurance agent still occasionally meets men who,
while they admit the value of life assurance as a protection, claim that they
could invest their money to better advantage in a bank.

Mr. T. H. Percival, of Merrickville, Ont. , one of the most successful
manufacturers of the Province, evidently thinks otherwise. He has carried
$5,000 in the Imperial Life since 1902, and on 15th January last he gave his
application to the Imperial’s representative, Mr. J. B. Waddell, for another
$20,000.

The new policy is on the 20 Year Endowment, Guaranteed Security plan
(age 35) and calls for an annual premium of $1,050. The following statement
is the best evidence as to whether Mr. Percival is doing wisely in taking his
money out of the bank. The figures given below may easily be verified by
reference to the Imperial’s rate book.

4

(1)

(2)

(3)

(4)

(5)

(6)

Number of

Amt. of prems.

Amt. paid by Com-
pany in event of
death.

Difference between

Prems. paid with

Difference between

prems. paid.

paid.

2 and 3.

3i% comp. int.

3 and 5.

2 . . . .

. . 2,100

20,000

17,900

2,211

17,789

5

• • 5^50

20,000

14,750

5,828

14^72

8. . . .

. . 8,400

20,000

I 1,600

9>837

10,163

11....

• -11.55°

21,050

9.5°°

14,282

6,768

14

. . 14,700

24,200

9.5°°

19,21 I

4,989

17. . . .

• • i7.850

27.35°

9.5°°

24,675

2,675

19

. . 19,950

29.45°

9.5°°

28,644

806

20. . . .

..21, 000

3°.5°°

9.5°°

3°,732

-232

N.B. — Every Figure in the Above Statement is Guaranteed.

If Mr. Percival survives the 20 years he receives :

Reserve, Guaranteed $20,000

Surplus, estimated 6,920

Total Cash Value 26,920

Add value of 20 years Insurance Protection of from $20,000 to $30,500

(based on 20 Year Term Rate for average amount $25,250). . . . 8,282

Total Value of Benefit received 35,202

Compare with amount of premiums paid with 3^2% compound interest. 30,732

Value over and above a 3J% investment 14,470

The significance of the above statement is too obvious to require comment.
No matter whether the assured survives the endowment period or not, the
results given by the insurance policy are superior to those derived by depositing
the premiums in a bank.

A New Publication.

We send you with this issue of the Agents' News a new publication entitled
“ A Few Suggestions to Assist Our Representatives in Retaining Business. ’ 5 The
object of the “ Canvassing Book” with which every agent is, or should be,
familiar, is to assist in getting- business ; but business, once received, must be
retained in order to prove profitable to the policy-holder, to the agent, and to
the Company. It has, therefore, been thought desirable to supplement the
“ Canvassing Book ” by the brochure now placed in your hands ; the one to be
carried in the pocket for use in the field, the other to be hung up by your desk
for use in the office.

It is the aim of the Company to attain during the present year the leading
place among Canadian Companies, as far as a low percentage of “ lapsed ” and
“ not taken ” policies is concerned. To attain this end it is necessary that the
Reinstatement Department at Head Office be given loyal support. While Head
Office may in a number of cases prove of very valuable assistance in arranging
for the collection of an overdue note, or for the revival of a lapsed policy, yet
for obvious reasons the agent himself must be relied upon to do the bulk of the

5

work. Head Office will keep each agent constantly reminded of the terminated
cases in his agency which require attention, and if the agent will heartily co-
operate by giving each case, where possible, his personal consideration, we feel
confident that at the end of 1905 we will be able to congratulate ourselves upon
having made a larger gain in insurance in force than we have in any previous
year. Our motto this year should be kept ever before us.

“ What we have we'll hold . ”

The Penalty ofLapsing.

The following letter was recently received by the Company from Mr. J. C.
Gass, Provincial Manager at Halifax. It should prove a warning to those who
have allowed their policies to lapse, and should draw one’s attention very
forcibly to the uncertainty of life. We trust this item may prove of interest to
those who are endeavoring to bring about the revival of terminated policies.

Mr. T. Bradshaw ,

Secretary I?nperial Life Assurance Co. ,
Toronto, Ont.

Shubenacadie, N.S.

Re Policy No. 11269, John A. McDonald.

Dear Sir, — As you are aware this policy has lapsed because of non-
payment of premium due November 1st, 1903.

I have to inform you of the death of Mr. McDonald, which occurred on
the night of the 4th inst. He and a companion were walking the railway
track when they were overtaken by a train, and Mr. McDonald was terribly \
mangled.

Mr. McDonald had been repeatedly written to in respect to his premium,
and had promised to pay on the 9th of April last, and although reminded
several times of his standing, had failed to reinstate himself.

Yours truly,

Jno. C. Gass.

Mew Appointments.

The Imperial Life continues to attract first-class men to its agency staff. ^
The following have been recent appointments : —

H. & S. Cooper, Mangrove Bay, B.W. I.

G. W. Jarrell, Kingston, Ont.

Thos. Male, Listowel, Ont.
Alex. Campbell, London, Ont.
T. Magwood, Stratford, Ont.

6

What the Men at the Gun Think: about the 1904 Annual Report.

Mr. G. W. Gemmill :

“ I am sure your Annual Report for 1904 must be very gratifying- to both
your representatives and policy-holders ; it shows from start to finish how
clearly you live up to the Company’s motto, ‘ First and paramount absolute
security to policy-holders.’ ”

Mr. W. H. Harper:

“ I think every policy-holder in the Imperial Life should be proud to have
a policy in such a Company. The Annual Report must be as satisfactory to the
management as to the policy-holders. It is certainly an exceedingly gratifying
report to present.”

Mr. H. Thomson:

“ I think the Annual Report for 1904, sent out by the Imperial Life, is an
excellent one, showing a steady increase in each year’s business which certainly
predicts a great future for the Company.”

Mr. vS. A. Conklin:

“ I received the Report for 1904 recently, and wish to say that it by far
exceeds my expectations, not only in the volume of business written, wThich I
consider enormous for a Company of the Imperial’s age, but also in every other
feature which tends toward the upbuilding of a first-class Life Insurance
Company.”

Mr. Jos. W. Heiserman :

“ I am more than pleased with the Annual Report. I have several other
companies’ reports, but none to equal the Imperial Life’s.”

Mr. F. A . Perry :

“ I might say that the Annual Report is very satisfactory indeed, both from
my view as an agent and a policy-holder, and consider that where it receives
careful perusal from intending insurers, it will be beneficial in assisting us to
get new business.”

Mr. R. H. Robinson :

“ I beg to say that the excellent Report of the past year is one which all
Imperialites should feel proud of, and should be of great value to the field staff
to start out with renewed vigor to meet all competitions and obtain still greater
results for 1905.”

Mr. J. B. Cooke :

‘ ‘ I notice in looking over the last Annual Report that in every feature it
shews substantial advancement. Every Imperialite can properly say, in the
light of the Company’s magnificent Annual Report, bowing respectfully to the
past and rendering justice to the present, we salute the future and progress.”

7

Mr. G. H. Gillespie :

“ I am in receipt of the Annual Report setting- forth very concisely the
standing of the Company, and the progress made last year, which is indeed
most gratifying, being entirely in keeping with this great Canada of ours.”

Mr. R . A. Reville :

“ As a policjr-holder in your Company I must congratulate you on your
splendid shewing for the year. As a policy-holder in many other companies,
your splendid average rate of interest especially appeals to me.”

Mr. D. N. Sinclair:

“ I have the honor to acknowledge the receipt of a copy of your last Annual
Report and am pleased to note the phenomenal growth of the Imperial Life,
which must be satisfactory alike to policy-holders and shareholders of the Com-
pany. The character of the assets is such as to inspire confidence in the manage-
ment, and the interest earned on your investments will enable policy-holders to
look confidently to a realization of the ‘ estimated surplus ’ on their policies.”

Mr. T. M. Grover :

“ When we consider the Imperial Life issued its first policy in October,
1897, and glance at its wonderful development to-day, every Imperialite should
feel proud of our Company.”

Mr. A. W. Ross :

“The Annual Report is to me an inspiring, concise, and very helpful
resum6 of the past year’s work and present understanding of the Company’s
business. The facts contained in it will be of very special aid in this year’s
work.”

Mr. IV. A. Gibson :

“ When one realizes the steady growth and wonderful success the Imperial
Life has had, and especially the last year’s record, it encourages us in the field,
and the statement, such as on page 10, showing the increase in the business
year by year, is one of the best canvassers I use, and Home Office is to be
congratulated that such a good showing can be put in the hands of its repre-
sentatives.”

Mr. R. H. Baker :

“ I am highly pleased with your Annual Report and believe that it will be a
valuable acquisition to the agency staff, and will increase the existing confidence
of the public all over Canada.”

Mr. J. C. Gass :

“ I have before me the Company’s Report for 1904, and in perusal of the
same one cannot but be struck with the continued progress made. The splendid
record exhibited in each phase of the statement, and the substantial basis upon
which the business has been conducted, is certainly a matter of satisfaction to
the policyholders, as it must be to the Company’s Directorate, through whose
careful administration such results could only be obtainable.”

8

FOR AGENTS’ USE ONLY.

N

In fifteen more days one-fourth
of 1905 will have passed. In fifteen
more days each Imperialite s record
for the first quarter of 1905 will
have been made. What will that
record be? ] The answer to this
question will materially depend
upon applications closed between
now and the 31st instant. It is the
Imperial’s aim to have a record for
new business for the 1st quarter of
1905, surpassing all previous 1st
quarter year records.

The aim can be made a reality
by Imperial Life workers.

The Sweetness of the Other Fellow’s Grass.

We laugh at the mule which imagines that the grass in his neighbor’s
pasture, though it is a part of the same field, is so much sweeter than that in
his own. Yet we find the same trait, which prompts the lower animal to
trespass, just as strongly marked in the higher animal — man. Children exhibit
it without restraint. They get tired of their own toys, their own surroundings,
and think if they could only have what belongs to their companions how
much happier they would be. How quickly a baby will drop whatever he is
playing with to seize that which he sees another child has.

We men and women are only grown-up children. A tendency to under-
value what we have and to magnify what others have seems to be an element
of our nature. Most of us look at our own possessions, our own surroundings,
and our own condition through the big end of the telescope. They look small
and mean compared with those of our neighbors, which we look at through the
other end of the glass. The grass in the adjoining pasture is so tempting ; it
looks so luscious and juicy, so much sweeter and tenderer than that in our own,
and we look over the fence with longing, discontented eyes.

Everywhere we find people who are dissatisfied with their lot, who think
they would be happy if they could only get somewhere else, into some other
occupation. They see only the thorns in their own vocations, the roses in those
of others. The shopgirl would be an actress ; the cook would change places
with her mistress; the butler with his master. The lawyer would be a doctor;

2

the doctor, a lawyer. The farmer bemoans his hard lot, and longs to exchange
his life of drudgery for the career of the merchant or the manufacturer. The
country boy leans on his plow handle and looks towards the city with hungry
eyes. If he could only be free from the slavery of the farm, he thinks, wear
good clothes, get hold of a yardstick and stand behind a counter ! Happiness,
opportunity, fortune — everything, — lies yonder. Around him misery, toil,
poverty, — nothing desirable. The city youth, behind a counter, or sitting on a
high office stool, rails at fate for confining him to the limits of brick walls and
the dreary details of merchandise, — buying and selling, — or figuring up
accounts. Oh, if he could only go to sea and travel to distant countries,
become a captain in the navy, or skipper or owner of a merchant vessel ! Life
would be worth something then. But now

How much energy has been lost ; how many lives have been spoiled by this
fruitless longing for other fields, other opportunities out of reach. What is the
use of sighing, or dreaming of what you would do if you were in somebody
else’s place ? What is the use of trying to reach into your neighbor’s pasture
when you do not know what bitterness may lie at the root of it, hidden from
your sight ; when you have never tried to develop or to call out the sweetness
and juiciness which reside in your own ?

Do not try to be somebody else. Do not dream of great, far-away oppor-
tunities ; do the best you can where you are. Open your petals of power and
beauty and fling out the fragrance of your life in the place that has been
assigned to you. If you find yourself bound within a narrow sphere by aged
parents, or crippled dependent brothers or sisters, or weighed down by a
mortgage on the home, do not say, “ What is the use of wasting my life in this
limited environment ? ” Some of the grandest characters in all history have
blossomed and borne magnificent fruit in just such limited fields as you now
think yourself in. The potency, the virtue of the opportunity is in the man
who can see and use it.

New Appointments.

The Imperial Life continues to attract first-class men to its agency staff.
The following are recent appointments : —

W. B. Cooke, Morrisburg, Ont. Rev. H. Roger, Levis, Que.

S. P. W. Cooke, Southampton, Ont. D. Roberts, Montreal, Que.

A. C. McBride, Linwood, Ont. R. G. S. Blais, Causapscal, Que.

J. C. Choquette, Montreal, Que. J. E. Mayers, Bridgetown, Barbadoes

G. N. Walsh, Tilsonburg, Ont.

"The Ordinary Life Contract— A $25,000 Illustration.

Policy No. 14,521 bears the name of Mr. Robert John Fleming, recently
made famous as the man chosen by the Toronto Street Railway Co. to restore
order and efficiency to the street railway service, in return for a salary stated to
be $10,000 a year. Mr. Fleming was twice Mayor of Toronto, has held the
office of Assessment Commissioner for several years, and, long prior to his

3

appointment as Manager of the Street Railway Co., has been regarded as one
of the most capable and sagacious business men in Toronto. The fact that he,
with his wide knowledge of financial and commercial affairs, should have
chosen the Imperial Life as depositary of premiums amounting to over $1,100
per annum, speaks volumes for the confidence with which this Company is
regarded in business circles.

Mr. Fleming’s policy (the application for which wks secured by Dr. D.
Lowrey, one of the Imperial’s veteran representatives) is for $25,000 on the

Ordinary Life Plan, annual premium $1176.25 (age 50). If he survives
twenty years, he may continue his policy at the same rate of premium, and take
the accumulated surplus either

(a) In cash, estimated $ 9,700

(b) In paid-up insurance, estimated 12,475

(c) As a life annuity, estimated 1,275

The annual premium under the policy being only $1,176.25, the surplus at
the end of twenty years, if taken in the form of a life annuity, would be
sufficient to pay all the remaining premiums, and about $100 per annum in
addition. It should be remembered, moreover, that at the end of every five
years succeeding the A. S. Period, further surplus will be allotted to the policy.

As is well known, in Great Britain, the Ordinary Life policy still prepon-
derates to an overwhelming extent over all other forms of assurance. In 1904,
over 88% of the business written was on this plan, as compared with less than
%3% on limited payment life plans. In this country, the Ordinary Life has
been largely superseded by the limited payment life and endowment plans, but
nevertheless it possesses certain advantages over all others, especially for
entrants at advanced ages. A man who has passed age 45 is obliged to pay a
large premium if he takes out a limited payment life, or endowment policy. If
he takes a term policy, he may outlive the term, and all his premiums will thus
be lost to him. By taking an Ordinary Life policy he obtains his insurance at a
reasonable cost, the premiums invested are sure to be returned sooner or later
to his estate, and — as we have seen in the foregoing illustration — the surplus at
the end of twenty years may be applied to wipe out the remaining premiums,
thus making the policy virtually a 20-Pa}unent Life.

Systematic Perseverance.

Time, knowledge of insurance in general, and your company and its policy
contracts in particular, aggressiveness and systematic perseverance, are the
principal qualities essential to success in the profession of life assurance. If I
were to name any one quality as more important than others I would call it
systematic perseverance. Would you ride on a railroad train if the company
running it was managed in an unsystematic way? Would you deal with a bank,"
trust company or mercantile establishment which showed a lack of system ?
Is it a pleasure for you to come in contact with any person whose existence,
business or social life, is along haphazard lines ?

In a life assurance company, system must be thoroughly employed and
persevered in from top to bottom. The president must be systematic and

4

JOHN H. MACABE

CITY AGENT

internal Htfe Aaaurattr? (Co. of (Canada

TORONTO, ONT.

persevering in grappling with great problems of finance and executive work ;
the secretary must be systematic and accurate in the handling of funds and the
keeping of the many diverse and sundry accounts ; the policy department, the
medical department, all must have a perfect system in transacting their work.
Be this not done, the confusion would be something startling.

But above and beyond all others is thorough systematic perseverance
necessary in the agency department. It is from the labors of this department
that the company secures its new blood ; from it are derived the sinews of war
necessary to upbuild and carry on a campaign. The superintendent and his
^assistants must deal with their men along stated lines, business must be
transacted in a businesslike manner, and above all, the agent in the field — the
man behind the guns — must operate, solicit consistently and in a systematic,
persevering manner.

The pathway to success in life assurance is strewn with battered wrecks of
thousands who have tried and failed. Two-thirds of these failures can be
traced directly to lack of system and perseverance.

The purchaser of life assurance rarely takes the initiative in buying it.
You, Mr. Ag-ent, you have to take your goods to him. By demonstrating to
him the merit of your company and its policies you make him your friend and
patron.

The successful ag-ent is the one who always has someone to see — and then
sees him. The man who gets up in the mornings and wonders who he will see
that day — who goes to the office, reads his mail, writes a few “ hot air ” letters,
talks big policies to his manager, and then notices it is lunch time — that man is
doomed to failure from the start. Often his principal thought is the world owes
him a living, and life assurance companies were made to help him supply it. If
by the grace of God and good luck he does write a policy in the morning, he
lays off for the rest of the week.

He has a spasm, and sooner or later the after effects become apparent, and
he drifts to some other office or out of the business entirely, hurling mal-
edictions on the company which refused to be bled longer. He is as much a
curse to assurance as a shyster lawyer or a quack doctor is to law or medicine.
Companies are gradually drawing their lines so that this parasite cannot exist.

Take a look at a different sort of man. The keen, alert, active, intelligent,
systematic, persevering chap, who realizes the dignity of his profession. At
8.30 he is bathed, shaved, dressed, has breakfasted, and runs into the office just
a few minutes to attend to whatever mail there may be and to bid his manager
a cheery good morning. He is chuck full of energy, ability and the determin-
ation to apply it. He has jotted down the names of at least ten prospects he is
to see that day.

No hesitance on his part when he reaches the office. Straight as an arrow
in its flight, he goes to his first man, and in a few minutes he is deep in the
subject. If he writes him, he collects the premium, puts the application and
papers in his pocket and then dashes on to the next one, and so on until even-
ing, and just before the office closes he runs in with the result of his work, and
immediately plans for the ensuing day. No hard luck stories to pour into the

5

ear of the manager ; no excuses to offer if the day has been unprolific. Full
well does he realize the force of Irving’s expression, “ Little minds are tamed
and subdued by misfortune; but great minds rise above it.” His is a “great
mind,” and you watch this youngster rise in his profession. He makes
friends of his prospects, and through their influence writes policies upon
many of their friends. Look ahead ten years and see him occupying a com-
manding position, handling territory, controlling men, and earning a constantly
increasing competency. He is clean, active, alert, upright, loyal and intelligent,
but above and beyond all, he is persevering. He never has to blush for his
company or his policy contracts, because he talks the truth when he sells a man,
and his rapidly increasing circle of friends brings him all the business he can
handle. Be one of him , be a worker — not an idler, be an actualist — not an
idealist , be anything but a knocker or a pipe-dreamer , be systematic and persever-
ing and marked success is yours.

Applications.

To relieve the branch offices of some correspondence we intimate that it is
not necessary to write a letter with each application for assurance sent to the
Home Office. Include them in one letter, under the heading “ re Applica-
tions.” This also applies to the return of vouchers from the Medical
Examiners. These may be included in one letter headed “ re Medical
Examiners.” Further, it is not necessary or desirable that a letter be written
enclosing the Cash Reports. These Reports speak for themselves.

John Henry Macabe.

Mr. J. H. Macabe, who forms the subject of our present sketch, was born in
Hamilton, Ontario, on the 15th day of July, 1855.

He associated himself with the Imperial Life at its commencement, the
first application secured by him bearing date the nth of October, 1897. Since
then he has never allowed a month to pass without adding to the Company’s
business.

Mr. Macabe’s business has been unique in respect to its evenness in
amount, and also in regard to its quality. He is one of those representatives
who believes in constant daily effort ; who may be said to be everlastingly
at it. The success which has followed his methods is abundantly evidenced in
the magnificent total of business which stands to his credit in the books of the
Company to-day ; in the remarkable manner in which that business has been
renewed, and not least, in the large renewal income which he now enjoys. Mr.
Macabe only goes after business which he knows is likely to remain permanently
on the books of the Company, and, as a result, there are few terminations
marked against him. His name is rarely absent from the Honor Roll, and in
many months it is well up to the top.

Mr. Macabe has only two other hobbies outside of the Imperial Life — his
family and masonry, both excusable. He is a consistent and persistent
advocate of the Imperial Life, a thorough believer in its plans, its methods, and
its future, and his chief ambition from time to time is to swell its monthly
volume of business.

Mr. Macabe is a gentleman of sterling and upright character, fair in
competition, considerate and ever ready to assist a brother Imperialite
when meeting the enemy. He is held in the highest esteem by the Officers of
the Imperial Life, and everyone who knows “Mac” with his six feet two,
wishes him long life and increased prosperity.

6

Honor Roll “A” for February.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

Applications.

Rank

Premiums.

Rank.

on Honor Roll

J. W. Ney, West Indies

20,500

I

1,217.40

I

2

Dr. D. Lowrey, Toronto

18,000

2

570-05

2

2

C. M. Turner, Calgary, Alta

i3>5°°

3

44O. OO

5

2

W. E. Kerr, Toronto •

13,000

4

545-60

3

I

A. H. Fair, Toronto

10,000

5

51 1-5°

4

I

Jno. Cawley, Brockville, Ont

8,500

6

41 1-5°

6

I

R. Hall, Brandon, Man

8,000

7

302.40

10

I

J. W. Seymour, St. Catharines, Ont..

7,000

8

342.25

7

I

A. S. Wickware, Ottawa, Ont

7,000

8

339-40

8

I

H. S. Lowndes, Shawville, Que

6,000

10

320.70

9

I

J. C. Gass, Halifax, N.S

6,000

10

253- r5

1 1

2

C. A. Crysdale, Vancouver, B.C

6,000

10

230.80

12

2

G. W. Jarrell, Kingston, Ont

6,000

10

r99-25

r5

I

A. C. Belle Isle, Montreal, Que

6,000

10

181.25

18

2

C. A. Armstrong, Truro, N.S

5, ooo

J5

228.05

r3

2

J. C. Baker, Halifax, N.S

5,000

!5

219.30

J4

I

A. W. Ross, Winnipeg, Man

5,000

!5

*93- 1 5

16

2

Israel Taylor, London, Ont

5,000

LS

l82-35

i7

2

F. B. Springer, Vancouver, B.C

5, ooo

169. IO

*9

2

Honor Roll “ B ” for February.

■ — — — — —

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Applications. Rank. Premiums. Rank, on

Honor

W. G.

Morrow, Peterboro’,

Ont. . . . 8,000

1

406. 90 1

I

J. E. Mayers, Bridgetown, Barbadoes. 6,500

2

394.20 2

I

McDermid & McHardy, Nelson, B.C. 5,500

3

258.15 4

2

E. Stone, Trinidad, B.W.I.. ,

5> 000

4

276.00 3

I

W. H.

Bessey, Toronto. . . .

3>5o°

5

120.80 5

I

W. G.

Reburn, Toronto. . . .

■ 3>°°°

6

95.20 6

2

Standing1 of the Agencies fop February, 1905.

1 .

Head Office Agency

10. Kingston

Petrolia

2.

West Indies

11. Peterboro’ City

St. John

3-

Montreal

London

21

. Sarnia

4-

Halifax

Brandon

Peterborough Co.

5-

Ottawa

14. St. Catharines

Newfoundland

6.

Calgary

15. Nelson

Brantford

7-

Vancouver

16. Stratford

25-

, Edmonton

8.

Winnipeg

17. Port Hope

Port Arthur

9-

Brockville

18. Guelph

7

New Literature.

We are enclosing- with this issue, copies of pamphlets recently printed,
which we hope will be of service to our representatives in their canvass. We
shall be glad upon request, on Form 107, to forward a supply of these to those of
our representatives who can use them to advantage. Note the numbers of
these forms :

Guaranteed Security, No. 407.

Endowment Policy, No. 394.

Limited Payment Life, No. 393.

What Does it Mean? No. 200. ^

Limited Payment Life Guaranteed Security, No. 544.

Notes.

Head Office Agency rank first in “Standing of Agencies” for February.

It will be remembered that Mr. McCarthy promised an effort to hold first place
each month this year. They seem to be “making good” so far. What about
the month of March?

The West Indies contributed a splendid volume of business for February.
Mr. Saunders and his assistants are to be congratulated on the success
achieved in this field. West Indies have been “runners up” for first place in
“Standing of Agencies” for past two months.

Mr. Ney takes first place on Honor Roll “A” both as regards volume of
business and amount of premiums. He also held 2nd place, in respect of
premiums, for January. This is a splendid showing.

What the Men at the Gun Think About the Annual Report.

Mr. J. C. Baker , Halifax , N.S. :

“As a canvasser of several years’ experience, I unhesitatingly say that
with this Company’s last Annual Report and Guaranteed Security Contract, an
agent requires no better equipment for securing business.”

Mr. R. W. Day , Edmonton, Alta. :

“ As one of your Western representatives allow me to congratulate you on
the very excellent showing as to our Company’s progress and stability, so
conclusively proved in the last Annual Report.”

Mr. C. A. Crysdale, Vancouver , B.C. :

“ After examination of our last Annual Report one cannot but feel proud
to be on the staff of a Company whose record is unparallelled in the history of
Canadian life assurance.”

C. A. Armstrong, Truro , N.S. :

“I have received the Annual Report for 1904, and it is pleasing to note the
splendid progress made by the Imperial during the year just closed. The steady
growth of the Company is clearly shown on pages 5 and 10, and the facts
contained therein stand as an inspiration to the representatives of the Imperial
Life to make the year 1905 even more successful.”

8

FOR AGENTS5 USE ONLY.

April Another $400,000 Month.

To-day we begin the first month of the second quarter of 1905,
and we again remind our representatives that our aim for this
month is

Four Hundred and Seventeen Thousand Dollars

We are unable in this issue to announce the results of our efforts
for the first quarter, but there is practically no doubt that we have
reached our aim, each month this year showing a decided gain over
that of 1904.

In order to secure 85,000,000 for the year 1905 we are depend-
ing on a 25% increase in the personal business of each one
of our representatives. Some of our representatives have not
succeeded in making the 25% gain. Some have been disappointed in
the results of their efforts on account of the bad weather interfering
with their canvass. Those who have suffered in this way will, now
that the fine weather has set in, have an opportunity of catching
up. To those who have not succeeded in closing sufficient business
to show a 25% gain we would say: Start this quarter with the
determination to succeed and you will achieve success.

We are particularly anxious that the month of April will yield
its quota. We ask for YOUR hearty co-operation to this end. Do
not leave YOUR best efforts to the end of the month, or the end of
the quarter.

DO IT NOW

Advantages of Team Work in Soliciting Assurance.

Team work, under favorable conditions, can be made profitable in many
ways. Oft-times men working together will produce more business in a given
time than these same two would working independently.

And the least of the benefits to be derived from team work is the lesson
that each salesman will learn from the other. A poor closer will gain strength
from his more gifted associate, and the good closer will learn to secure good
interviews with prospects from the man who finds himself weak at the closing.

A case of team work came under my observation in the winter of 1901-
1902. I sent a young man of some ability as a closer through the farming
regions, and instructed him to secure the services of one or two influential
farmers. Although unknown in the community that man wrote and paid for
$250,000 of most excellent business in four months. I have seen the same line
of work followed during the last few months with excellent results, and am
convinced that team work by men selected for qualities that lead them to
operate harmoniously, will produce excellent results.

Team work is a developer of men. I recall a young man who reported the
business in his district at a stand-still from lack of prospects, and feeling a
personal interest in his success, I placed an enthusiastic worker in the field with
him. In the succeeding three months more business was written by that team
than the young man had produced in three years, and he is now a regular
producer. That was a salesman made by team work.

While it has the appearance of a waste of time to put two men doing the
work one is supposed to accomplish, yet there are other important points to be
considered. Writing life assurance is more or less a psychological problem, the
accomplishment of which is often due to the preponderance of mental force.
When two minds are concentrated upon one, the likelihood ot enforcing action
is considerably increased.

Furthermore, there is a saying that the “ looker-on sees the most of the
game.” Written of other things, this is especially true of team work in life
assurance. While one salesman is talking the other is watching the prospect,
observing his expression as the various arguments are presented. He notes
what was repelled and what was accepted. If his associate has omitted an
important argument, the second salesman is ready to take the lead in the
discussion, and, with the energy and inspiration received from the preliminary
study, is well fitted to conclude a successful canvass.

These are the main reasons that make team canvassing successful. It
might be noted also that the call of two men upon a prospect has a flattering
quality that few may withstand successfully, granted average conditions to
otherwise obtain.

I am a believer in team work :

(1) As a developer of men.

(2) As an effective business producer.

E. R. Ward.

2

Wanted : Courage,

That ancient jibe about the life insurance agent’s “ nerve ” or “ adamantine
cheek ” has little to rest upon ; in fact, the one thing in which the average
agent is most lacking is that very little quality of courage — moral courage,
which the irreverent denominate “nerve.” He may tell his story well, the
prospective applicant may be interested, and yet the agent is afraid to ask him
to sign on the dotted line. If he. does ask him, it is in a hesitating, timid way,
as though the request is something to be ashamed of. As one agent puts it, he
/“ feels as though he were asking for a loan.”

What folly this is ! Don’t forget that you are conferring a benefit as well
as receiving one. You are putting your man in the way of getting a good
thing. It is a straight business proposition. At most he can only refuse you,
and he is less likely to refuse if you ask him boldly, confidently, with a firm
“ sign right here, please,” as though it were a matter of course, than if you
timidly suggest that it would be a great accommodation if he would close up
the matter at once. — Points.

Don’t Overlook Existing Policyholders.

It has been repeatedly stated that the best class of prospects for agents to
work upon are those who are already insured, and the experience of this
Company bears out the truth of the claim. A man who has once taken out a
policy of life assurance speedily learns to recognize its benefits and advantages,
not only in the sense of security it gives him, but in the habits of saving which
it inculcates in him in order to meet the premiums as they become due. The
careful agent will, therefore, keep close watch on all whom he insures, so as to
be able to take advantage of every improvement in the assured’s financial
condition, which will warrant the taking out of additional insurance. This is
particularly necessary in the case of young men becoming insured. As a rule,
a young man can only take out a limited amount of insurance, because his
income is comparatively small, and he is perhaps not sufficiently convinced of
its need, owing to the fact that he has no one immediately dependent upon him.
But as his income increases, and he assumes additional personal responsibilities,
by marriage, or business connections, further insurance becomes imperative,
and if the agent has made a personal friend of him, as he should have done,
little persuasion is necessary to induce him to steadily increase his line. The
agent’s duty is to sell his customer all the insurance he can reasonably pay for
at one time, and to increase the amount from time to time, but never to over-
load the insured, and thus cause him to suffer loss by reason of having to give
some of it up.

The lowest amount of insurance a man should carry is that sum which will
provide an annual income equal to the present scale of living expenses of those
dependent on him.

3

Prompt and Satisfactory Settlement.

D. N. Sinclair , Esq. ,

Imperial Life Assurance Co.,

Sarnia, Ont.

Forest, Ont.,

2 1 st March, 1905.

My Dear Sir, — My thanks are due your Company for the prompt and
satisfactory settlement of Policy No. 4122, held by my late son.

Immediate action must have been taken by the Company in passing upon
the claim, as the cheque in payment of it has apparently been issued on the
day that the papers to prove the claim would have been received. Such prompt
payment may often mean much to a claimant, and I can strongly commend
your Company to those who may be considering the taking out of life
insurance.

Yours truly,

H. J. Pettypiece.

Another Instance.

Here is another instance where neglect to apply for the revival of a lapsed
policy, when given the opportunity to do so, deprived a mother of the benefit of
assurance which she very much needed, The copy of Mr. Wickware’s letter,
which appears below is self-explanatory.

Ottawa, Feb. 13th, 1905.

T. Bradshaw, Esq., F.I.A., Secretary,

Toronto.

re Policy No. 12885, G. J. Cummings, lapsed.

Dear Sir, —

I have your favor of the 3rd inst. , re above policy. When in Cornwall last
week I called on Mrs. Cummings, who said that her son left home early in the
New Year for his school, in the best of health, and she did not know of his
illness, which was very sudden, until only a day prior to his death. I enclose you
the correpondence that passed between us in regard to his unpaid note and the
reviving of his policy. There is no doubt Mr. Cummings would have secured a
certificate from a doctor, as suggested in my letter to him of December 10th,
1904, but by neglecting to do so he has deprived his mother of funds which she
is very much in need of at the present time. I showed her the letters, and she
does not in any way hold the Imperial responsible for any neglect.

I am sorry that this has turned out as it has, for a claim to be paid in
Cornwall now would have been beneficial to us on account of Mr. Gardiner just
locating there.

Yours very truly,

(Signed) A. S. Wickware,

District Manager.

4

JOSEPH B. COOKE

DISTRICT MANAGER

^Imperial ABBarattre (Hu. uf (£attada

KINGSTON, ONT.

The Business that Stays is the Business that Pays.

We desire our representatives in the field to continually keep before them
the fact that the Imperial Life are counting- on the heartiest co-operation of
each member of the field staff towards a decided decrease in Terminations this
year. To this end, therefore., be most zealous in the collection of all renewal
premiums. Do not let the days of grace expire on any premium due in your
agency without personally making- every possible effort to collect it. “Not
Taken” policies, which account ' for a larg-e percentage of our terminations,
-fan be almost entirely eliminated from your agency by care on your part in
soliciting applications from those only who are likely to continue their policies ;
by securing at least some cash with each application, and by refusing to accept
notes, the payment of which is at all doubtful. Large policies are usually
more easily retained, owing to the fact that only the better element can afford
to carry large amounts of assurance. No company can offer greater induce-
ments to the “ Well-to-do ” than The Imperial Life. Do you fully realize this
fact ? Are you getting your share of the large policies in your district, or are
you devoting your entire time to that class of people who are able to carry only
small policies, while your competitors are writing the larger amounts and,
consequently, making more money with less effort? It will be to your advantage
to reduce your Terminations for 1905.

The Agency Force an Asset.

In an address before Life Underwriters’ Association, of Massachusetts, the
President, Mr. J. H. Holcombe, dwelt upon the agency force of a life company
as being one of its assets. The point is sound enough, just as it is correct to
estimate the healthy constitution of a man amongst “his” assets. The
trouble is that assets of this class are inconvertible into cash or anything of
cash value. Mr. Holcombe said, as reported in The Standard'. “A company to
perform its best service, must have a corps of agents who shall go about, and
having educated the public as to the functions of life assurance, explain to
them not only what the institution can do for them, but what his own
particular company can perform. The agent’s work is one of education, and is
one in which, while he is earning his own living, he is doing a service to his
fellow men, and he is not only doing this, but he is also benefitting the policy-
holders of his own company by adding to their number, broadening the basis of

(their business, and aiding in that growth which will bring better returns to all
concerned. The best results are produced by a corps of agents who are not
_*only harmonious among themselves, but between whom and the home office
there exists the most cordial feelings of confidence and friendship. A corps of
j this kind is necessarily a matter of growth. It takes years, and the expenditure
of much money to establish a thoroughly efficient and harmonious body of
agents, but when this is done, the results will justify the time, labor and
expense.”

8

I

To Get an Interview.

An excellent way to secure an entre , especially with young- men, is to
procure from a bank a supply of new cents and mail them to prospects with a
neatly typewritten letter something- like the following :

“ Permit me to hand you herewith a grain of Fortune Seed ! There is an
old saying to the effect that if we take care of the cents, the dollars will take
care of themselves. That is true, indeed ; therefore, the cent may well be
called a Seed of Fortune. But any kind of seed to fructify properly must be
planted in fertile ground. I have a particularly good piece of planting ground
for sale, and trust that you may find it convenient to examine a sample which I
shall personally present to you within the next few days.’’

By following up these letters with personal calls canvassers will find in
many cases that the novelty of the proposition has made a favorable impression
on the recipient of the “fortune seed.” The simile can be carried further,
and the prospect gradually worked down to serious thoughts of insuring. The
plan of interesting young men will be found especially good at the beginning of
the year when resolutions are being made.

New Literature.

New editions of “An Investment for Young Men,” Form No. 362,
and Imperial Life Memo. Books, have just been issued, and copies
of each are enclosed with this issue of the “Agents’ News.” We also
enclose a copy of a new leaflet entitled “The Key-Note,” Form No. 300,
which you will observe is for use only in connection with lapsed policies. Note
the numbers of these new publications, and advise us in the usual way, on
Form No. 107, the number of each you can use to advantage.

The Company’s literature distributed judiciously and followed up with care
will increase materially the business of the energetic Imperialite.

Joseph Bacon Cooke, Kingston, District Manager for the Counties of
Frontenae, Lennox and Addington.

Mr. Cooke was one of the first to associate himself with the Imperial
Life, his contract being dated on the 2nd of November, 1897, or about one
month after the Company began to write business. Mr. Cooke was born in the
township of Loborough, in the county of Frontenae, on the 26th of August,
1861, and has been located at Kingston ever since his connection with the
Company. He is comparatively a young man in the counting- of years, but is
a tried veteran in the work of life assurance. He is endowed with courage,
hopefulness and intelligence, is sincere, earnest and industrious. These
qualifications have enabled him to make a success of the Company’s
business in his territory, notwithstanding that it is probably one of the

6

hardest fields in Canada. Mr. Cooke is noted for his affable manner and
diplomatic ways. He has scores of friends, and is held in high esteem in his
community. For a number of years he was an alderman of the city of

Kingston. Mr. Cooke has determined to make this a banner year for his
agency. Judging* from the results of his efforts during the last three months
we feel that his success in achieving the aim set before him is assured.

Re Form Letters,

Letters recently received from our agents in regard to the new publication
“ A Few Suggestions,” show that some representatives believe the form letters
given therein are to be printed and supplied from Head Office. This, however,
is not the case, the intention being that in using these letters every effort
should be made to conceal the fact that they are form letters. This can only be
accomplished by copying whichever letter is desired from the booklet in
every case. While this will mean some labor, we trust our agents will not let
this deter them from using the letters in all cases where it is impossible to
interview the delinquent policyholder personally.

We wish here to point out that none of these letters should be sent out, in
the case of a policy upon which three or more year’s premiums have been paid,
without first consulting Head Office. The policy may have been prevented
from lapsing by the Automatic Non-Forfeiture Provision, in which case it would
be very unwise to write to the policyholder one of these form letters, which
implies a lapsed condition of the policy. If the policy has not been prevented
from lapsing by the Automatic Non-Forfeiture Provision, Head Office shall so
advise the agent, which advice shall constitute permission to make use of the
series of letters. It goes without saying, that these letters should not be used
indiscriminately.

Nothing* Better than a Life Poliey.

An agent for a prominent life company recently stated that the hardest
proposition with which he was called upon to deal was the man, usually a
shrewd money-maker, whose argument was always that he thought he could
invest his money to better advantage than in life assurance.

Asked how he usually handled such a case, the agent said that he tried to
show such a prospect, first, wherein the net profit derived from a good policy
averaged fully as great as the average net income from many other investments
known as safe investments, especially the usual investment in rentable
residential property when expenses for repairs, assurance and so on are
deducted ; and, in the case of an investment in a life assurance policy, there is
absolutely no risk involved.

Secondly, this agent tries to show that property is always subject to depre-
ciation. Houses may burn, industrial enterprises may fail, and income from
other investments may be swept away. A substantial life policy is a protection
against such disaster.

7

Third, if the prospect referred to is in the first stages of accumulating
property, it is explained to him that by a “stroke of the pen,” as it were, and
by the payment of a few dollars annually, he can create an estate equal to that
resulting from the savings of a life-time, enabling the holder to go on
amassing other property, unhampered by anxiety ; for, if he fails in the latter,
he is protected by his policy, which represents an estate more quickly
convertible into money than any other kind of property.

Nothing’ Speculative.

The unsafe speculative feature is entirely eliminated in a life insurance
policy, because the contract is based on principles that the experience of years
has demonstrated to be sound and enduring.

Modern life insurance provides a way of escape from the dangers of
trustees or guardians, who sometimes prove to be incompetent or dishonest.

Government bonds, railroad and like securities must be paid for in one sum,
on delivery. A life insurance policy is paid for in easy and convenient
instalments, covering selected periods or during life, at the option of v the
purchaser.

What the Men at the Gun Think About the Annual Report.

C. M. Turner , Calgary, Alta.:

“The results of the Company’s business as shown by the Annual Report
for the year 1905, should prove a source of genuine gratification to the
Management, a source of strength to the field staff, and satisfaction to the
policyholders. ”

Mr. A. A. Bartlett, Charlottetown, P.E.I.

“ Where all is in such an extremely satisfactory condition as the 1905
Annual Report sets forth, it is hard to particularize on any one part, of the
Imperial’s progress, but it would seem to me that the most wonderful statement
of the Report is that portion on page 15, wherein is contained a comparison of
results between the Imperial on one hand, and the combined seven life
companies, two of which commenced business immediately prior to the
Imperial, and five of which started since. It is simply marvellous.”

J. A. Robinson, St. Johns, Nfld. :

“ I have read the Annual Report fwith much pleasure, and am greatly
pleased with the marked advance all along the line.”

8

FOR AGENTS’ USE ONLY.

FIRST QUARTER SHOWS 25 per cent. INCREASE.
NOW FOR THE SECOND QUARTER.

It is with much satisfaction we are able to announce that
through the earnest and enthusiastic efforts of our representatives
we closed the first quarter of 1905 with Policies issued of $273,000
in excess of those granted in the first quarter of 1904.

In many parts of Canada we realize that the winter has been
an extremely severe one, and that the labors of our representatives
have been seriously interfered with thereby. The magnificent result
accomplished is all the more gratifying in view of this handicap,
and redounds to the credit of those who have labored in season and
out of season to bring it about.

You will recollect that at the beginning of this year we started
with the aim of $5,000,000 for 1905, or about $800,000 more than
was obtained in 1904. At the rate we are going it would appear
that our aim is in a fair way of becoming an actuality.

During the current quarter— first of April to the 30th of June—
we find that we secured in 1904 an average of $320,000 per month.
In order to keep up the 25% increase we will require to aim at
obtaining in each of the months of April, May and June $400,000,
which can be done if each one of our representatives aims at
increasing his 1904 results by 25%. The Directors and Executive
Officers of the Company ask, therefore, that the good work which
has commenced be kept up, and that all hands assist in contributing
to reach the goal.

Insurance for Professional Men.

The large policies selected for special notice in the Agents’ News, have
hitherto been those taken out by business men. As this class is usually in a
better position to afford large premiums, and possibly because those in it
appreciate the advantages of insurance more fully than their professional
brethern, it is only natural that business men should constitute a majority of
those carrying policies for large amounts in any Company. But while it is not
often that professional men take out such large policies as those described in
recent numbers of the Agents’ News, there is nevertheless abundant evidence
that the Imperial Life enjoys the confidence of this (as of every other) class of
workers. Out of several policies for equal or greater amounts, recently issued
to prominent members of professions, we have chosen the following as being
best suited for the purposes of this article.

Policy Number 14,910. Amount, $10,000.

20-Year Endowment

Age 37.

20- Year
A.S.P.

Premium, $51 1.50.

Thomas Leonard Walker, M.A., PhD.,
Professor of Mineralogy,

Toronto University.

The following are several, among others, of the options open to Prof.
Walker, if he survives the Accumulative Surplus Period: —

1. Receive the Accumulated Surplus in cash, estimated at $3,500, and the
amount of the policy

(«) In Cash, $10,000, or;

(b) As an annuity of $652 per annum for 20 years certain (the total
payments aggregating $13,040) ; or ;

(c) As an annuity of $566.50 per annum for 20 years certain, and as
much longer as he may live. (See Continuous Instalment Option on page
2 of policy.)

2. Receive the Total Cash Value (i.e.y $13,500).

(«) As an annuity of $880 per annum for 20 years certain (the total
payments aggregating $17,600); or

( b ) As an annuity of $764.75 per annum for 20 years certain and as
much longer as he may live ; or

(c) As a life annuity of $1,130. The expectations of life at age 57
being 16 years, the amount received under this option would be, on the
average, 16 x $1 , 130 = $18,080.

N.B. — All the above are in addition to 20 Years’ Insurance Protection of
$10,000.

In the above illustrations, we have purposely emphasized the annuity
options. Agents frequently neglect to point out the advantages that attach to

2

these options, especially in the case of endowment policies. Usually one of
the principal objects of insuring on an endowment plan is to provide for old
age ; the very fact of choosing an endowment in preference to a life policy
would indicate this, and therefore, the definite and unfailing provision that may
be secured under one of the annuity options should appeal very strongly.

Owing to the character of the work in which they are engaged, professional
men have usually very limited opportunities for picking up good investments.
Men in business, of course, have frequent chances offered to them of acquiring
investments which may be expected to yield an income after retirement from
active life. But workers in the professions, not being in close touch with the
business world, generally have to be content with investments of an inferior
class, yielding a low rate of interest. If absolute security is demanded
the interest earned is small and a large sum must be invested to yield
even a moderate income. On the other hand, many professional men, in their
anxiety to obtain a large return on their money, have embarked in hazardous
enterprises and lost the savings of years.

Life insurance is the one form of investment that is open to every class of
investors, both experienced and inexperienced. Any person, even if he be not
completely au fait in financial matters can invest in an endowment policy with-
out experiencing the slightest qualm as to the safety of his capital. There is no
worry involved in looking after the investment — a point that should appeal
strongly to professional men whose time and thought are so severely taxed
by their ordinary duties. Insurance protection is afforded during the wage-
earning period of life, and at the maturity of the endowment, the annuity
options provide for a retiring allowance.

To sum up : — there may be other forms of investment that are superior in
certain respects to insurance, but we believe that no other investment can be
found that combines in itself not only one but all of the following advantages :

1. Unequivocal security for capital invested.

2. A satisfactory return on the investment.

3. Immunity from loss by death.

4. Provision for old age.

5. Absence of worry in looking after the investment.

Actual Accomplishment.

“ The Imperial” has in seven years and three months placed on its books
$17,672,050 of insurance, and has accumulated assets of $2,404,941.
During this time it has paid in dividends to policyholders and shareholders
$85,114, and at the same time put by Reserves of $1,768,706, an amount which
is $117,316 in excess of the Government standard. After having placed this
large volume of business in force, paid out the dividends referred to, and
provided reserves so far in excess of the legal requirements, the Imperial has a
net surplus over and above all liabilities including capital stock, of $129,847.
This is a record which has no parallel in Canadian life assurance.

3

Comparative and Competitive Literature.

At a meeting- of the Canadian Life Insurance Officers’ Association, the
following report of a Committee which had been appointed to consider the
question of competitive literature, was adopted, and this Company, together
with the undermentioned companies, has agreed to be guided thereby. Our
representatives are asked to study carefully the understanding arrived at, and
to assist the officers of this Company in strictly adhering to it : —

“ In the opinion of your Committee, the stamp of disapproval should be
placed upon competitive literature, comparisons and criticism, and to this end
it is strongly recommended that : —

(a) The companies members of your Association, and their representatives
abstain from the general publication and circulation of competitive and
comparative literature.

(i b ) That the companies shall not permit their representatives to publish
directly or indirectly, or to circulate any literature or advertisements referring in
any way by name, number or otherwise, to any life assurance company member
of this Association.

(c) That all such literature, advertisements and publications now in the
possession of companies or their representatives be immediately recalled and
destroyed.

(d) That the companies and their representatives shall do everything in
their power to discourage hostile and improper criticisms or attacks of any kind
in the insurance or public press upon any company member of this Association.”

The names of the offices agreeing to the above report are : — -

Pelican & British Empire Life Office.

Canada Life Assurance Company.

Confederation Life Association.

Continental Life Insurance Company.

Dominion Life Assurance Company.

Excelsior Life Insurance Company.

Federal Life Assurance Company.

Great West Life Assurance Company.

Imperial Life Assurance Company.

London Life Assurance Company.

London & Lancashire Life Assurance Company.

Manufacturers’ Life Assurance Company.

National Life Assurance Company.

North American Life Assurance Company.

Northern Life Insurance Company.

Royal Victoria Life Insurance Company.

Standard Life Assurance Company.

The Two Great Problems.

The securing of new business is one of the greatest problems of life
assurance, but its retention is of equally great importance. To a certain
extent lapses are natural and unavoidable, but the percentage of terminated
business will be larger or smaller according (i) to the character of the busi-
ness secured, (2) to the efforts put forth by the field staff in the care of old
business and the collection of renewal premiums. It is a well known fact that,
speaking generally, the expenses connected with the placing of new business

4

WILBUR El- KERR

■ SPECIAL AGENT

3fntpmal Assurance (Jin. nf (Canada

TORONTO, ONT.

(

on a Company’s books, together with the first year mortality cost, amount to
more than the premium paid, and consequently, every policy which lapses
immediately after the first year, means a direct loss to the Company. It will be
readily seen, therefore, that any considerable amount of business, lapsing after
only one year’s premium has been paid will tend to materially decrease the sur-
plus earnings. This fact, together with a desire to pay satisfactory dividends
to policyholders, explains the reason for the strong efforts of the Imperial Life
to maintain a low lapse ratio. These views will also determine every Imperalite
who has his own and the Company’s interests at heart to give careful personal
attention to the collection of renewal premiums, and thereby retain the largest
possible amount of old business. It is worth the trouble.

Of late a number of third year premium receipts have been returned
unpaid. Surely this would not have been the case if the policyholder had been
seen and the same persuasion exercised to secure settlement of premium as was
made to secure the application originally.

The Head Office will always be glad to render every possible assistance to
its representatives in securing the reinstatement of terminated business.

Mr. Wilbur E. Kerr, Special Agent, Toronto, Ont.

It is now some five years since the subject of this sketch, who is connected
with the Head Office agency in the City of Toronto, wrote his first application
for the Imperial Life. It was for a policy of $3,000, 20 Payment Life System,
Annual Premium $124.05 ; this policy is still to-day on the books of the Com-
pany, and the subject of it, we understand, hearty and well, likely to live out
the Accumulative Surplus Period of 20 years. These particulars are mentioned
because this first application is typical of the permanent character of the
business which Mr. Kerr has been successful in securing for the Imperial Life.
It was only a few days ago that he placed with us an application for $10,000
on the life of a lady physician of Toronto, annual premium $459.50, which
contract we hope to illustrate and refer more particularly to in a coming
number of the News.

Mr. Kerr is still a young man, having been born on the 21st of January,
i860, at St. Lin, Quebec. Although he is not very tall, yet he makes up for
that in his weight, standing 5 ft. 8 in. and weighing 215 lbs. He is not only
the embodiment of health, but, as some one has remarked, an excellent type
of Imperialistic strength, activity and success. Mr. Kerr is an indefatigable
worker, looks keenly after his policyholders, never has any trouble or misunder-
standing with them, and is the type of agent who gives great delight and satis-
faction to the Head Office. He has the faculty of cleaning up his business in
a way which does not admit of any loose ends, misunderstandings or subse-
quent adjustments ; everything is clearly defined and understood at the time
the application is taken, with the result that satisfaction is given to the assured
and the Company. Mr. Kerr’s record thus far this year appears to indicate that
1905 will be his banner year.

Mr. J. Q. McCarthy.

It is with regret that the officers of the Imperial Life part with the services
of Mr. J. O. McCarthy, who has been associated with the Company for almost
four years. Mr. McCarthy has been appointed Manager for Ontario of the
Great West Life Assurance Company, and in his new position we wish him
every success.

Mr. McCarthy during his association with us, was always anxious and
desirous of promoting the interests of the Imperial Life. He rendered efficient

5

and loyal services to its interests, and was ever ready to give assistance to any
agent who appealed to him.

The following resolution was passed by the Executive Committee at its
recent meeting : —

Resolved, that in accepting the resignation of Mr. J. O. McCarthy
as Manager of the Head Office Agency, this Committee place on
record its appreciation of his past services, and assure him of the
Company’s best wishes for his future success.

Honor Roll “A” for March.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

Applications.

Rank

Premiums.

Rank.

on Honor Roll

A. H. Fair, Toronto

25,000

I

399- 25

3

2

A. W. Ross, Winnipeg, Man

1 3 > 000

2

329.20

5

3

Dr. D. Lowrey, Toronto

12,000

3

460. 20

2

3

J. W. Ney, Bridgetown, West Indies.

IO>75°

4

632. 10

1

3

A. C. Belle Isle, Montreal, Que

10,500

5

302. 20

7

3

J. H. Macabe, Toronto, Ont

9,000

6.

358-3o

4

2

R. W. Vanderwater, Toronto, Ont . .

8,000

7

243-75

10

1

J. C. Gass, Halifax, N.S.

7>5°°

8

3I3-°5

6

3

Israel Taylor, London, Ont

7>5°°

8

258.20

9

3

G. H. Gillespie, Kingston, Ont

7 > 5°°

8

243-45

1 1

1

J. C. Baker, Halifax, N.S

7,000

1 1

276.15

8

2

H. B. Andrews, Stratford, Ont

6,500

12

21 1. 00

1 2

2

J. T. Purdon, Port Hope, Ont

6,000

13

I99-5°

*3

1

R. H. Robinson, Orillia, Ont

6,000

13

187. 20

J4

2

Jno. Cawley, Brockville, Ont

5, ooo

15

185.90

15

2

J. B. Cooke, Kingston, Ont

5,000

15

i74-85

16

2

C. A. Crysdale, Vancouver, B.C

5, ooo

1S

i7o-75

17

3

J. J. Gardiner, Cornwall, Ont

5, ooo

1 5

170.05

18

1

F. B. Springer, Vancouver, B.C

5, ooo

15

I49-°5

19

3

S. A. Conklin, Westport, Ont

5,000

15

I45-05

20

1

J. O. McCarthy, Toronto, Ont

5, ooo

J5

5I-5°

21

2

Eight of the above names have appeared

on

the Honor

Roll

for every

month thus far this year ; eight more have appeared for two out of the three
months, while the remaining five make their appearance for the first time.

The aim should be to appear on every month's Ho?ior Roll.

0

Honor Roll “R” for March.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Applications.

Rank.

Premiums.

Rank.

on Honor

P. Dumoret & Co., Trinidad

23,000

I

1,781.40

I

2

D. N. Sinclair, Sarnia, Ont

9>5°°

2

362.35

0

O

I

McDermid & McHardy, Nelson, B.C.

6,000

3

27I.9O

5

3

P. P. Pickering, San Fernando,
Trinidad : . . . .

6,000

3

239-65

7

1

J. Ortis, Trinidad, West Indies

5, ooo

5

364.40

2

1

C. W. R. Pearson, Yorkton, N.W.T.

5, ooo

5

260. OO

6

1

R. E. Brett, Victoria, B.C

5, ooo

5

160.60

1 1

1

R. A. Squires, St. John’s, Nfld. .....

4.5°°

8

185.IO

9

1

W. A. Rolston, Princes Town,
Trinidad

4,000

9

280. 50

4

1

J. E. Mayers, Bridgetown, B.W. I . . . .

3^750

10

:93-95

8

2

J. F. Ross, Halifax, N.S

3.5oo

1 1

183. 20

10

1

R. LeDuc, Quebec, Que

3.5oo

1 1

134-85

1 2

1

W. G. Reburn, Toronto, Ont..

3.00°

J3

107.90

l3

3

S. H. Scripture, Colborne, Ont.

3.00°

13

102.65

T4

1

C. A. Bourne, Vancouver, B.C

3,000

r3

97.20

1S

1

Standing of the Agencies for

March,

1905,

1. Head Office Agency

10. Brockville

19. Peterborough Co.

2. West Indies

1 1. Port Hope

Calgary

3. Montreal

12. Stratford

St. Catharines

4. Halifax

13. Sarnia

22. Petrolia

5. Vancouver

14. Nelson, B.C.

Charlottetown, P.E.I

6. Winnipeg

15. Newfoundland

Hamilton

7. Ottawa

16. St. John, N.B.

25. Peterboro’ City

8. Kingston

17. Edmonton

Regina

9. London

Guelph

Recent Appointments.

The Imperial Life continues to attract first-class men to its agency staff.
The following- are recent appointments : —

G. E. Sterling, Plattsville, Ont. R. A. Stewart, New Glasgow, N.S.

G. Tessier, St. Alphonse, Que. T. Beaudry, St. Jean de Matha, Que.

C. L. A. Cameron, Vegreville, Alta. Willis Sheets, Farran’s Point, Ont.

Printing and Advertising.

The “Agents’ News” contains from time to time articles of interest to
the field representative relating to the progress of the Imperial Life. Sometimes
it is found necessary in making such statements, to lay beside them the results
accomplished by other life assurance companies. It appears almost impossible
to indicate the position of the Imperial without doing this; at the same time, it
has always been the aim of the Imperial, when making any such comparisons,
to point out that they are not made with the idea of belittling or disparaging
its competitors, but simply for the purpose qf indicating to our representatives
in the field how successful their efforts have been. The “ Agent’s News ” is
strictly a private publication for the agents of the Imperial Life. Nothing
contained in it must be published in the press, nor made the basis of circulars

7

for general distribution. All advertisements and all printed circulars are
supplied by the Home Office, and no agent is authorized to insert any advertise-
ment or to print any circular without first receiving authority from the Home
Office to do so. These rules have been generally well understood by all our
representatives, but it appears necessary to reiterate them at this time, in
view of the increased number of agents we have, in view of the extensive
distances which some of these agents are from Home Office, and also in view of
some misunderstandings which have recently arisen directly in this connection.

Imperial Aim— Prompt and Satisfactory Settlement.

Montreal, Que., April 3rd, 1905.

Imperial Life Assurance Co., Toronto.

Gentlemen, — I am to-day in receipt of cheque No. 1889 for $1,000 through
your Manager Mr. A. McN. Shaw, in payment of claim under policy No.
12693 on my late husband Arsene Lemieux.

My husband was insured in May, 1904, and while in the best of health and
following the occupation of farming and in no way exposing himself to any
extra risk, he took ill and died March, 1905, having paid only one premium of
$34.00 on this Policy. I am, therefore, naturally a very strong believer in every
man so protecting his family with life insurance, this $1,000 being a great
blessing to me.

I want to thank you very heartily for your prompt settlement of this claim,
the cheque having been issued as soon as the completed claim papers were
received at your Head Office, and appreciate the assistance and promptness of
your Montreal agency who sent a representative, Lt.-Col. A. Fraser, to
my house to settle this claim.

Regina Blain Lemieux.

Canvass Present Policyholders.

The Imperial Life has always prided itself upon the large number of policy-
holders who hold two, three, four, five and even six Imperial policies, taken out
at different periods of time. Such a condition is clearly the result of increased
satisfaction with the Company. There is probably no better illustration to
present to a prospective applicant than this feature.

The following letter is suggested as one likely to attract considerable new
business if addressed to present policyholders, and we would strongly recom-
mend our agents to go carefully over their registers and select such policyholders
who they believe can carry further insurance, and communicate with them: —

“ Dear Sir, — You will doubtless increase your line of life insurance this
year, as many others are doing. Now if you are satisfied with the treatment
you have received at the hands of the Imperial, we desire to make you more
satisfied by placing another policy on your life. Our experience is that our policy-
holders are our best customers. Many persons are now carrying a number of
policies in the Company, some as many as six, all taken out at different periods
of time. Let us submit one of our improved plans to your consideration.

Please indicate on the enclosed card the amount and plan you think would
interest you. Yours truly,

We have prepared the enclosed special card, Form 476#, to accompany
each letter, supply of which will be sent to our representatives upon request.
The letter should be carefully written, and accompanying it and the card there
should be an addressed return envelope, with one selected piece of literature.

This plan has been tested and has brought new business. If
systematically and enthusiastically taken hold of it should bring business to
.every Imperialite — tpy it.

8

FOR AGENTS’ USE ONLY,

Published by the Imperial bite Assurance Co’y of Gsnada

THE HOMOU ROLL

The question has been raised, “Is it possible for every repre-
sentative of the Imperial Life, who is devoting his entire time and

attention to its interests, to secure a place each month on the Honor

oil?” There surely can only be one answer to this question
Yes, certainly yes.”

During the average month there are 26 working days. A minimum of
$5,000 new assurances represents but $1,000 on the average each 5 days.
Assuming that each application is for $1,000, that would mean the closing of one
application each 5 days ; but as the average amount of each application is
$1,500, a record of $5,000 during 26 working days is about at the rate of one
application each 7 or 8 days. What Imperial representative is there who, if
persistent, methodical and in earnest, cannot make such a. record. The question
was raised owing to the non-appearance from time to time of the names of
certain Imperialites on the Honor Roll.

The Executive are of the opinion that it should be the aim of every
Imperialite to secure at least a minimum of $5,000 business each month, and
thus obtain a place on the Honor Roll ; but not only this, they are further of the
opinion that it should be the aim of every Imperialite to seek to reach a position
well up towards the top of it. If the aim were an unreasonable one if the
conditions were beyond the ordinary life insurance man, excuses might be in
order ; but the amount has been placed at such a reasonable figure that it is not
beyond the attainment of any representative of the Imperial Life who devotes
his working days to faithful earnest effort.

Failure to accomplish what the Executive believe is reasonable and proper
on the part of any Imperialite should be the occasion of serious questionings in
his own mind as to whether he is putting into the work his best efforts, or
whether his methods do not need changing.

Life Assurance for Women.

This branch of the Company’s business has been growing- year by year,
and has now assumed important dimensions. Most of the policies issued are
to single women, usually wage-earners. The endowment plans appear to be
the most popular with this class of insurers, although the policy illustrated in
to-day’s article is on the 20-Payment Life, Guaranteed Security plan.

It is perhaps worth while pointing out to the Company’s representatives
that there exists a large and ever-increasing field for insurance on the lives of
women. Women hold many remunerative positions in the business and
professional world as nurses, stenographers, clerks, salesladies, office assistants,
school-teachers, music-teachers, artists, doctors, etc., etc. Very often they
have persons dependent upon them, e.g. , widows with minor children, young
women supporting aged parents, etc. In all such cases there exist good and
sufficient reasons for taking out life assurance. Women frequently possess
means of their own, and would welcome the suggestion to place their money in
an investment at once so safe and so profitable as an endowment assurance.
There are also many single women to whom an annuity in a reliable assurance
company would appeal very strongly as a desirable method of providing a
retiring allowance. These and many others afford a legitimate field for the life
assurance canvasser, especially when the latter represents a company like the
Imperial, which accepts healthy female and male risks on the same terms
(subject of course to the restrictions dealt with in sections 71-73 of- the Manual
of Rules and Instructions to Agents).

The following is the policy that suggested the subject of this article : —

Policy Number 14928. Amount, $10,000.

Annual Premium, $459.50.

20- Pay men! Life, Guaranteed Security

Miss Jennie Gray, M.D.,

Toronto.

Dr. Gray is one of the most successful lady practitioners in Toronto, and
Mr. W. E. Kerr, the agent, is to be congratulated on securing this application.

IF THE ASSURED DEES during- the first 20 years the Company

guarantees to pay as follows : —

In event of Death of
Assured after paying
Premiums for

Sum of all
Premiums paid by
the Assured.

Amount Guaranteed
to be paid by
the Company.

Gain to Assured’s
Estate.

1 year

$ 459-5°

$10,000.00

$9,540.50

2 years

9I9.OO

10,000.00

9,081 .00

3 “

i,378-5°

10,000.00

8,621 . 50

4 “

1,838.00

10,000.00

8, 162 . 00

5 “

2,297.50

10,000.00

7,702.5°

6 “

2,757.00

10,000.00

7,243.00

7 “

3,216.50

10,000.00

6>783-5°

8 “

3,676.00

10,000.00

6,324.00

9 “

4>I35-5°

10,000.00

5,864.50

10 “

4>595-°°

10,000.00

5,405.00

11 “

5>°54- 5°

IO, 459-5°

5,405.00

12 “

5>5I4-°°

10,919.00

5,405.00

r3 “

5,973-5°

1 G378- 5°

5,405.00

14 “

6,433.00

1 1,838.00

5,405.00

15 “

6,892.50

12,297.00

5,405.00

16 “

7,352 3-°°

12,757.00

5,405.00

17 “

7, 811 -5°

13,216.50

5,405.00

18 “

8,271 .00

13,676.00

5,405.00

!9 “

8,73°- 5°

I4,I35-5°

5,405.00

20 “

9,190.00

14,595.00

5,405.00

IF THE ASSURED SURVIVES 20 YEARS the pre-

miums cease absolutely, and the accumulated surplus may be taken, either

(1) 111 Cash, estimated at $3,190 — being a return of over 34% of the
premiums paid ; or

(2) In Paid-up Assurance, estimated at $4,580, making the total
paid-up assurance $14,580 ; or

(3) As a Life Annuity of $310. According to this option the trans-
action becomes equivalent to an investment of $10,000, bearing interest at the
rate of 3.1 % per annum during the life of the assured, and the whole invest-
ment to be returned immediately at her death. In other words, in considera-
tion of 20 annual payments aggregating $9,190, the Company guarantees to
pay, in event of death, at least $5,405 more than the amount invested ; and, if
assured survives 20 years, the Company estimate to pay interest slightly in
excess of bank rate and guarantee the return of the whole $10,000 at death.

N.B. — It should be remembered that if any one of the above options is
chosen the insurance does not cease, although the premiums do ; and that, at
the end of every 5 years during the subsequent life of the assured, further
surplus will be allotted to the policy.

If the assured decides to surrender the policy at the end of 20 years, the
Company will pay

(4) The Total Cash Value, consisting' of—

(1 a ) Reserve, g-uaranteed . $6,940

( b ) Surplus, estimated 3,190

Total Cash Value $10,130

That is, the assured receives back all the money invested; $940 besides ; and,
in addition, 20 years’ assurance protection.

(5) Life Annuity of $990 (i.e., in return for 20 payments of $459.50).

Recent Appointments,

The Imperial Life continues to attract first-class men to its agency staff.
The following are recent appointments : —

W. P. Despard, Oshawa, Ont. J. E. Bedal, Coplestone, Ont.

S. E. Bacon, Oakville, Ont. D. F. McKinley, Ridgetown, Ont.

M. S. Conklin, Toronto, Ont. J. G. Robertson, Calgary, N.W.T.

P. P. Pickering, San Fernando, Trinidad W. A. Dusty, Windsor, Ont.

W. A. Rolston, Princess Town, “ H. Precious, Guelph, Ont.

F. H. Cooper, Walkerville, Ont. G. W. and V. A. Smith, St. George’s,

Grenada

“The First Seven Years' History.”

The following figures indicate the progress made, the financial strength
attained, and the profit-earning power of each Company after being between
seven and eight years in business : —

Net Surplus.

Company.

Insurance in force.

Total Assets.

Being surplus above
all liabilities to policy-
holder:? and Capital

Imperial

$17,672,050

$2,404,940

$129,848

Federal

10,829,837

168,195

-19,521

Great West

10,263,259

723<i89

23,109

Manufacturers’

9,555,3°°

821 ,321

5°, 3 10

North American

6,974,39°

542, 3r9

54,896

Confederation

5,465,859

456,839

75,026

Royal Victoria (6 years) . . .

3,924,77°

398,642

108,056

Northern

3,586,160

404,4 12

-56,077

Sun

3,374,683

336,396

19,867

Excelsior

2,803,621

250,114

443

Dominion

2,397,977

245,690

1 2, 148

Canada Life

2,349,608

217,758

Not obtainable

Miitual Life of Canada

1,699,301

1 10,209

23,387

Peoples’

1,247,651

58,728

~45»71 2

The position of the Imperial Life as above indicated in regard to “Net
Surplus ” is so far ahead of all competitors that it might be thought that it is
or must be stated in the most advantageous way possible. Such is not the
case. The Imperial Life has provided special reserves, or reserves in excess of
the Government requirement, to the extent of $117,315. If the reserves were
computed on the Government Standard instead of the higher basis adopted by
the Company, the surplus would be increased by $117,315, and would amount
to $247,163.

The above was published in No. 5, Vol. 6, of Agents’ News, but con-
tained an error in respect to the figures of the Great West.

It is well known that the Imperial does not indulge in comparisons lor the
sake of belittling or disparaging its competitors. The figures are given here
simply to illustrate to Imperial agents the growth and progress of the Imperial.
They are not intended and must not be used for any other purpose.

FOR AGENTS’ USE ONLY.

Voi. 6, No. io Published by the Imperial Life Assurance Co’y of Canada (15-5-05)

m

LOCAL AGENTS

The functions of a local agent are threefold. (1) To represent
the Company generally; (2) to secure a fair share of new business,
and (3) to collect renewal premiums.

Some of the Imperial’s local agents have overlooked the first two
functions, and have simply contented themselves by the collection of
renewal premiums, the remitting of them to Head Office, and
receiving a commission therefor. In common with other life com-
panies, the Imperial Life feels it incumbent to intimate to its local
representatives that, in order to retain this Company’s agency, it
is essential that a fair amount of new business shall be secured
each month. Other life companies are receiving* new business
from practically all parts of Canada, from small agencies as well
as from large agencies, and in order that the Imperial may not be
outdone, it becomes essential that each one of its local representa-
tives shall be a.lert and aggressive in the securing of new business.
The opportunity, therefore, is taken of intimating that from and
after this date, it is expected that each local agent is to secure at
least some business each month. We feel that this is not an
unreasonable request, and it is only in the fulfilment of the terms
of their agreements. Should this suggestion be not complied
with our local agents must not feel hurt if they are asked to make
way for some other representative who it is believed will be able to
fulfil the conditions of the Company’s wishes, efther by a suggestion
from the Home Office, or by a suggestion from the Provincial or
District Manager in charge of the territory.

Term Assurance

Amount, $30,000. Ann. Premium, $334.50.

Plan

10- Year Term
Charles A. Henderson,

Promoter,

New York

Term policies are not so popular as life and endowment policies, for
several reasons :

(1) They carry no surrender values.

(2) The assurance ceases absolutely at the end of the term. Most men
desire the protection for a longer period.

(3) The money invested is never returned except in the event of the
assured’s death during- the term.

However, term policies have their uses; else you may be sure they would
not be quoted in the Imperial’s Rate Book. An alert agent will sometimes
place a term policy with a business man, manufacturer, etc., who would have
nothing to do with a more expensive plan. Its very cheapness attracts him.
He does not regard the transaction as a loss if he lives to the end of the term,
for he has had the assurance protection in return for his premiums. And he
has the satisfaction of knowing that his assurance is being obtained at the
lowest present cost, leaving him to use the balance of his income for other
purposes. The Imperial has very few Term policies on its books. Those that
have been issued have been for large amounts, rarely under $5,000.

Term policies are very frequently taken out for business purposes. Circum-
stances sometimes arise in business where the death of a partner, a manager,
a capitalist, etc., would result very disastrously. It then becomes of supreme
importance, in the interests of the business, to have a life policy effected on
the person in question. The necessity fpr the assurance may no longer exist in,
say, ten years time. The policy that naturally suggests itself is, therefore, a
10-Year Term. Besides, in a growing business which demands the investment
of every available dollar, there is a considerable saving effected by the selection
of a Term policy. For instance :

Annual premium of $334.50, as compared with :

(a) An

annual premium

of $

529*5°

on the Ord. Life, Non-Participating Plan.

(b)

i ( u

4 4

655-50

“ “ “ Participating “ ^

M

( ( 1 1

4 4

756.00

“ 20 Pay Life, Non-Participating “

W

( i ( (

4 4

9

918.00

“ “ “ Participating “

M

a ( t

4 4

1 >459*5°

“ 20 Year Endow. Participating “

(/)

“

4 4

2,002.50

< 1 T r < < < < < ( < <

2

A Good Example.

The following is an extract from a letter recently received from one of the
Imperial Life’s District Managers, whose Agency, needless to say, makes a
most creditable showing in the way of a low lapse ratio : —

“I am much pleased at the outcome, as they are living in a very fine
settlement, and the good will of the family will certainly be of advantage to the
Imperial Life in that neighborhood. This is the second old policy I have had

the pleasure of putting in shape in E during the last month. I might say

that I take as much pleasure in reviving an old policy as securing a new one, as
lapsed policies mean dissatisfied policyholders, and naturally these are of no
.^benefit to any Company.”

This is the spirit that counts in the building of a profitable Agency. Good
business is not only lapse-proof but profitable both to the Agent and the
Company. Poor business is expensive and unsatisfactory in every case. An
indispensable condition of your success is a solid foundation, and the only
solid foundation is quality. Business to pay must stay. Therefore make your
work pay by writing only persistent business.

Get Acquainted.

The right introduction in any community will open the way for a nice
business. There is danger, however, in becoming acquainted with too many
men. You may run across some who are helping other agents and arouse
their opposition. Besides, too large an acquaintance is apt to cause you to
scatter your efforts. Remember that acquaintance should grow* like the oak
and not the mushroom. What you desire to do is to establish yourself
favorably in the minds and hearts of the best citizens in the community where
you expect to do your work as a solicitor. An introduction from a prominent
citizen, either in the place of business or social circle, followed up with a
friendly call, a warm grasp of the hand, while maintaining a dignified yet
genial bearing, will surely open the way to a business engagement with
promise of success.

If no examiner has yet been appointed, attend to it first of all. Examiners
are appointed by the Home Office. Suggestions from the agents, howTever, are
appropriate and welcome. The Chief Medical Referee will be pleased to have
you offer the names of two or three regular physicians of good standing in the
community where you expect to do your work. From these names it is more
than likely that he will make a selection and forward you necessary appointment

8 blank for the physician to execute. When you interview the physician about
his appointment, endeavor to secure his application for a policy of insurance in
the company. A good examiner, familiar with the merits of the company

and not afraid to mention them on proper occasions, will be worth a

••

; great deal to you. Never offer him any remuneration for assisting you in the
securing of business beyond his regular examination fee. This will be sufficient
i to stimulate him to keep the company in mind 'and speak of it to his friends if
he finds that you are getting the business.

3

Recent Appointments.

The Imperial Life still continues to attract first-class men to its agency
staff. The following are recent appointments :

C. H. F. Roy, Chambly Basin, Que.
H. B. Thompson, Truro, N.S.

J. Balantyne, Brussels, Ont.

L. J. Michaud, Fraserville, Que.

C. B. Calderwood, Atherley, Ont.
J. Stirton, Ingersoll, Ont.

J. A. Lillie, Guelph, Ont.

C. S. Bridgman, Aylmer, Ont.

J. A. Benjamin, Fort Marie, Jamaica.

F. Laliberte, Montreal, Que.

G. H. McKay, Morden, Man.

J. G. Robinson, Markham, Ont.

A. E. Walker, Esterhazy, Assa.

E. J. H. Morse, Bridgetown, N.S.

H. P, Wilson, Montreal, Que.

Prompt and Satisfactory Settlement.

Toronto, May 5th, 1905.

Imperial Life Assurance Co.,

Toronto.

Dear Sir, — I have to thank you for your cheque of $2,014.37, handed to
me to-day in payment of Policy No. 967, taken out in the Imperial Life by my
late husband. It gives me great pleasure to state that the cheque was issued
most promptly, and that every consideration and attention has been shown me
by the Company in the preparation of the papers to prove my claim.
The Company’s treatment of me throughout has been, in fact, all that
could be desired, and will enable me to always speak of the Company in the
highest terms.

Again thanking you for placing me in possession of the proceeds of the
policy without any delay, and for your many courtesies, I am,

Yours very truly,

Rosa Harris.

Life Assurance a Necessity.

One of the strongest arguments an agent can use against procrastination
in taking a life insurance policy is that illustrating the uncertainty of life as
evidenced by the numerous policies which become claims before they have been
in force a single year. No company can say positively when a risk is accepted
that the insured will live to pay a second premium, but only that the probabili-
ties are in favor of his doing so. We know that of a given number of persons
at a certain age so many will die within the year, but the life insurance company
does not know, at age thirty-five for instance, whether the latest entrant at
that age will die in the year, or whether it shall be a long-time policyholder of
that age. In either event the company is prepared to pay the claim, because
the plan takes note of the probabilities of life and death for a large enough
body of persons to form an average. It is the uncertainty of the duration ofw^
life in individual cases which makes life insurance absolutely necessary for the
protection of a man’s family or business interests. Confidence in one’s health
and strength, with perhaps an hereditary tendency to long life, may induce
some men to believe they have no need for insurance, but every such claim is

4

specious, and the agent will have little difficulty in citing instances of persons
with prospects of long life equally as good who have passed away. Life
insurance is a necessity to every man for the protection it affords in case of an
early death, and if the life is prolonged there is nothing lost by the transaction
in the end.

Honor Roll “A” fop April.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

J. W. Ney, West Indies ..........

Applications.
.. 31,500

Rank

I

Premiums.

L95 I‘I5

Rank.

I

on Honor Roll

4

Dr. D. Lowrey, Toronto

22,000

2

1,068.75

2

4

A. W. Ross, Winnipeg, Man

19,000

3

590.00

4

4

J. H. Macabe, Toronto

• I3>5°°

4

36i-°5

7

3

F. B. Springer, Vancouver, B.C.

11,000

5

537-95

5

4

Israel Taylor, London, Ont

10,250

6

344-05

8

4

W. H. Seymour, Hamilton, Ont...

10,000

7

683.00

3

2

J. S. Wallace, Winnipeg, Man

9,500

8

39'-85.

6

2

A. C. Belle Isle, Chicoutimi, Que..

8,000

9

232. IO

1 2

4

H. B. McBain, Peterboro’, Ont. . . .

7,000

10

323-55

9

1

W. E. Kerr, Toronto

7,000

10

264.95

11

2

J. B. Cooke, Kingston, Ont

7,000

10

231.20

J3

3

J. C. Baker, Halifax, N.S

6,000

13

219.80

r4

3

R. W. Day, Edmonton, Alta

6,000

13

209.15

I5

1

F. Laliberte, Montreal, Que

6,000

13

1 2 1 . 60

20

1

S. P. Saunders, Kingston, Ja

5>75°

16

286. 10

10

1

H. S. Lowndes, Montreal, Que. . . .

5, ooo

!7

201.80

16

1

J. J. Gardiner, Cornwall, Ont . . . .

5,°oo

17

!95-5°

i7

2

R. C. Duncan, Petrolea, Ont

5,000

17

182.60

18

2

C. M. Turner, Calgary, Alta

5, ooo

17

144.25

19

n

0

Honor Roll “B” for April.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

C. A. Bourne, New Westminster, B.C.

Applications.

6,500

Rank.

I

Premiums.

212.00

Rank.

I

on Honor Roll
2

Messrs. Manton & Hart, Kingston, Ja.

4,000

2

208. 80

2

I

J. E. Mayers, Bridgetown, Barbadoes.

4,000

2

I74-9°

3

3.

R. E. Brett, Victoria, B.C . .

4,000

2

132.40

5

2

Bishop & Redden, Tyvan, Assa

3 >500

5

134-75

4

1

H. T. Roesler, Head Office, Toronto.

3, 000

6

110.95

6

1

P. Dumoret & Co., Trinidad, B.W. I.

3, 000

6

94-05

7

3

Mr. J. W. Ney leads Honor Roll “A” for April. This is the second
time this year that Mr. Ney has secured first place, both in regard to volume
of business and amount of premiums.

Dp, D. Lowrey is making 1905 a record year for new business. His
name is found in first or second place each month.

Mr. A. W. ROSS, of Winnipeg, keeps near the top each month. The west
is well represented this month on the Honor Roll.

Mp. J. C. Gass and Mp. C. A. Cpysdale have missed fire this month.
This is noticeable, as these gentlemen hold records as steady ‘‘ shots.”

Mr. H. T. Roesler, of Head Office, has made good for place on Honor Roll
“ B ” this month. Mr. Roesler has written some good business during the
past year, and should keep his place on the Roll.

Messrs McDermid & McHardy are missed from the Roll this month for
the first time this year — reason please ?

Leaders of Honor Roll “A” for 1905,

January Dr. D. Lowrey, Toronto, Ont

February J. W. Ney, West Indies

March A. H. Fair, Toronto

April J. W. Ney, West Indies

Leaders of Honor Roll “ B ” for 1905,

January J. B. Waddell, Carleton Place, Ont $20,000

February W. G. Morrow, Peterboro’ 8,000

March P. Dumoret & Co., Port of Spain, Trinidad. . . 23,000

April C. A. Bourne, Vancouver, B.C 6,500

Standing of the Agencies for April, 1905.

I.

Head Office Agency

11. Hamilton

20.

Port Hope

2.

West Indies

12. Peterboro’ Co.

21.

St. Catharines

3-

Winnipeg

13. Edmonton

22.

Peterboro’ City

4-

Vancouver

14. St. John

Charlottetown, P.E.I

Montreal

15. Petrolea

24.

Newfoundland

6.

Regina

Calgary

Brantford

7-

Halifax

17. Windsor

Sault Ste Marie

8.

London

Guelph

Brockville

9-

Ottawa

Stratford

Belleville

Kingston

Re Endorsing of Notes.

In complying with rule “24” on page “6” of the Manual of^
Instructions, some of the Company’s representatives have endorsed notes given
by minors. This is not satisfactory to the Company, and in future representa-
tives will kindly discontinue this practice. It has been found that in asking the
Company’s representatives to pay the notes which they have endorsed, they

^5^)5°°
20,500
25,000
3 1 > 5°°

6

have felt that the Company has dealt harshly with them in insisting upon the
fulfilment of the obligation. The Company on its part, and in justice to its
policyholders must insist upon the payment of such notes. The way out of the
difficulty which presents itself in this manner is for the representatives to cease
endorsing notes.

Re Guarantee Bonds.

At a recent meeting of the Board of Directors it was decided to place
Guarantee Bonds covering our representatives with The United States Fidelity
and Guarantee Company. A special arrangement has been made with this
'Guarantee Company to issue blanket bond covering each of our representa-
tives, at the rate of 6oc. per $100. In view of this arrangement we shall be
glad if our Provincial and District Managers when making contract where
personal bond is not submitted, will have application form filled out on
the form of The United States Fidelity and Guarantee Company, and forward
to this office.

How the Imperial Stands in Manitoba.

We have received from our esteemed Provincial Manager, Mr. J. S.
Wallace, in Winnipeg, a statement showing the gross premium income of the
various companies operating in Manitoba in 1904. We understand that this
information is obtained from a Provincial Government Report.

Although the Imperial has been operating in Manitoba for but a period of
seven years and three months, it stands 8th on the list of some 26 companies
occupying that field. Much credit is due to Mr. Wallace for the excellent stand
which the Imperial Life has taken. Mr. Wallace has his eye upon even a
higher position. We know that he is ambitious, and that he will not be
content until the Imperial is very close to the topi: —

1st.
2nd
3rd
4th
5th
6th
7th
8th
9th
10th
Jnth
1 2 th
13th
14th
15 th

Position of Companies as to Gross Premium Income for 1904.

.Confederation Life $144,526.10

. New York Life . . 142,595.85

. Great- West Life 136,413.90

.Canada Life 120,947.41

. Mutual of Canada 101,136.34

.Federal Life 62,029.31

.North American Life 55,284.20

•Imperial Life 53>259*32

.Sun Life 49,366.46

.Mutual of New York. ... 43,077.81

. Manufacturers’ Life 41,941.91

. Mutual Reserve 37,292.17

•Equitable.. 3 '.5.5 ■•73

. Excelsior 30,900.00

.London & Lancashire 29,876.32

7

1 6th Home Life

1 7th Metropolitan

1 8th London Life

19th Standard Life

20th yEtna Life

2 1 st Royal-Victoria

22nd Continental

23rd Northern Life

24th Toronto Life

25th Pelican & Brit. Empire

26th . Peoples Life

27th \ National Life

28th Dominion Life

29,322.49
26,724.96
25,720.40
22,463.72
i7,923-86
1 4*399-25
14,097.66
13,278.34

8.585- 97

8.585- 10

4,973- 3°

4,700.00

3,680.29

Another Reason— How to Prevent Lapses.

It very often happens in connection with the work of the Reinstatement
Department at Head Office that in reply to letters sent out to policyholders who
have allowed their policies to lapse, letters are received which give to us an
insight into the cause of lapse. In a great many cases it is found that the lapse
of the policy is brought about by a change in the financial position of the
assured which renders the payment of further premiums impossible ; this the
agent is powerless to prevent. Not infrequently, however, the cause of lapse
can be traced directly or indirectly to a misunderstanding of the policy by the
assured, too often resulting from a faulty representation of the policy by the
agent. Instances might be cited where an applicant has been induced to apply
for a 20-Payment Life Policy while all the time under the mistaken impression
that he was securing a 20-Year Endowment Policy. This impression might
have been created in various ways, but the fact that it was created is evidence
of a failure upon the part of the agent to explain the conditions of the policy to
the applicant with sufficient clearness and thoroughness. Not everyone is
possessed of a clear understanding of even the elementary principles of
insurance, and in many cases a great deal of explanation will be necessary to
give the applicant a clear understanding of the transaction. A policyholder, to
be satisfied, must thoroughly understand his contract, and a policyholder to be
permanent must be a satisfied policyholder ; and thus is seen the important
bearing which the method of securing business has upon the lapse ratio.

The use, or rather the misuse of estimates, is another stumbling block in
the way of a satisfactory understanding of the contract by the applicant. Too
often it is found that the estimates of the Company have come to be looked
upon by the applicant as guarantees ; and when he fails to find such guarantees
in his policy he very often becomes dissatisfied and perhaps drops the policy.

The proper time to prevent the lapse of a policy is (if we may be allowed
to sayW before the policy is issued, and, bearing this in mind, let every
Imperiaiite see to it that every policy he sells is clearly understood and appre-
ciated by its purchaser.

8

FOR AGENTS’ USE ONLY.

Voi. 6, No. 12 Published by Ihe Imperial Life Assurance Co’y of Canada (15-6-05)

“Quality”— An Absolute Essential to Success

The Imperial has always been noted for the high quality which
characterizes its business, but the following facts in regard to our
record for the first five months of 1905 will probably be a surprise
to even the most optimistic Imperialites. Our business of this
year is unrivalled in this respect in the history of the Company.

Firstly, let us shortly review the past record of the Imperial in
regard to the character of its business. The Sun Life has recently
issued a comparison of the results of each Company for 1904. We
reprint part of it here, with a few additions, simply in order that
the true position of the Imperial may be shown. Only companies
with $10,000,000 of assurance in force are considered :

Amount of policies

Increase in as-

new and taken

surance in force

Percentage

up in Canada

in Canada

of increase.

in 1904.

in 1904.

Sun

. $6,719,789

$4,270,989

64

Mutual , .

4,789,506

2,885,419

60

Imperial

. 3,851,366

2,136,858

55

Manufacturers . .

3>379>6qi

1,872,163

55

Great West . . . .

5>io3>4j3

2,616, 161

51

Confederation . .

4,245.797

2,170,027

51

North American.

4,420,857

2,174,14!

49

Canada

5,443,992

2, 197,002

40

Federal

2,874,565

1,073,616

37

Amount of policies

Increase in as-

new and taken

surance in force

Percentage.

up in Canada,

in Canada,

of increase

1898-1904.

1898-1904.

Imperial

... $23,984,445

$14,751,659

62

Mutual

29,908,544

i8,579> 466

62

Great West

.... 23,036,216

13,679,81 8

59

Sun

31,091,168

16,384,565

53

North American

27>586,572

12,566,985

46

Manufacturers

11,809,833

45

Confederation

23>55L626

9>983>87°

42

Canada

3°j232>733

1 1 »927>5I3

39

Federal

16,754,000

5,166,258

3i

From the above figures you will see that the Imperial held at the close of

1904 a leading position in regard to the quality of its business — a position
which reflects, more than any other, the unexcelled progress made by the
Company during the past few years. This has been accomplished in spite of
the fact that all the other companies had a large business and a complete
organization throughout Canada, whereas the Imperial started without either.

Referring now to this year’s record, you are already aware that the
new assurances issued to May 31st show the magnificent increase of 30%
over those of 1904. At the same time the terminations for that period show
a decrease of 20%, so the net gain in assurance in force thus far
this year shows an increase of 1 20%, or more than double, as com-
pared with the increase for the first five months of 1904. The net
increase in assurance in force to May 31st is over $1,000,000.

That this is an achievement to be justly proud of will be granted by our
strongest competitors, and to you, gentlemen of the field staff, belongs the
honor of its accomplishment. “Quality” is stamped on your applications.
You are building up a 1905 record which will stand unique in the history of
the Imperial Life.

Now just a word regarding the future. We count upon every Imperialite
keeping “ quality ” before him in his canvass. “ The business that stays is the
business that pays,” and your individual records will be judged, not only by
the amount of business you secure, but just as much, by its quality. “ Retain
your old business ” and thus contribute your share to the Imperial’s grand

1905 record.

New Appointments.

H orace Collin, Montreal, Que.

B. A. Hooper, Georgetown, Ont.
Thos. J. Mason, Port Perry, Ont.
H. Henville, St. Lucia, B.W.I.
Geo. Johnston, Goderich, Ont.

A. J. Garner, Stratford, Ont.

J. F. Best, Winnipeg, Man.

G. Chevrefils, Montreal, Que.

W. Uglow, Montreal, Que.

F. B. Howarth, Calgary, Alta.

G. M. Hallowell, Schomberg, Ont.
R. L. Hoar, Edmonton, N.W.T.

J. G. Robertson, Gladstone, Man.

C. A. Bourne, New Westminster, B.C.
W. H. W. Daly, Winnipeg, Man.
Geo. Leyes, Carlsruhe, Ont.

C. B. Pitblado, Winnipeg, Man.

J. E. Nield, Edmonton, Alta.

F. R. Crooks, Halifax, N.S.

T. Monette, St. Hyacinthe, Que.

R. M. Hopkinson, Saskatoon, N.W.T.
J. Gabel, Listowel, Ont.

L. A. McTavish, Tavistock, Ont.

G. W. Slaughter, Stratford, Ont.

STRATFORD, ONT.

Honor Roll “A” for May,

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

W. H. Seymour, Hamilton, Ont. . . .

Applications.

27,000

Rank

I

Premiums.

770.50

Rank.

2

on Honor Roll

3

Dr. D. Lowrey, Toronto, Ont. . . . , .

26,000

2

511.80

5

5

J. H. Macabe, Toronto, Ont

18,500

3

806.95

4

J. S. Wallace, Winnipeg, Man

I5,000

4

162.4O

16

3

A. W. Ross, Portage la Prairie, Man.

12,500

5

5r5-35

4

5

C. M. Turner, Calgary, Alta

10,000

6

352'9o

8

4

H. B. Andrews, Stratford, Ont

9>5°°

7

300.65

1 1

3

J. W. Ney, West Indies

8,500

8

5r5-9°

3

5

A. Audy, Grand Mere, Quebec....

8,000

9

363.60

7

1

F. B. Springer, Vancouver, B.C

8,000

9

307.00

10

5

C. A. Crysdale, Vancouver, B.C

7,000

1 1

384-95

6

4

W. A. Dusty, Windsor, Ont

7,000

1 1

275.20

1 2

1

I. Taylor, London, Ont

6,500

r3

217.70

14

5

J. T. McGeary, Toronto, Ont

6,000

14

220.30

13

2

W. G. Moore, Vancouver, B.C

5>5°°

i5

316.00

9

z

J. W. Seymour, St. Catharines, Ont.

5, ooo

16

177-05

*5

2

G. Chevrefils, Montreal, Que

5,000

16

1 58.00

17

1

B. R. Magnan, Montreal, Que

5, ooo

16

18

1

Honor Roll “B” for May.

This Honor Roll records the monthly new business of those representatives

who do not devote their entire time

and attention to the Company’s interests,

and who secure acceptable applications for $3,000 and

Applications. Rank.

P. Dumoret & Co., Trinidad, B.W.I. 8,500 1

over.

Premiums.

400.35

Rank.

I

No. of times
on Honor Roll

5

S. Galbraith, Antigua, B.W.I

6,500

2

397.90

2

1

W. H. Bessey, Toronto, Ont

5>5°°

3

1 IO-55

6

2

J. A. Benjamin, Jamaica, B.W.I. . . . .

455°o

4

234.60

3

1

Messrs. Manton & Hart, Jamaica,
B.W.I.

4,000

5

195.90

4

2-

W. C. Stephens, St. Kitts, B.W.I. . .

3,000

6

167.30

5

I

Standing' of the Agencies for May.

i. Montreal, Que.

1 1.

Calgary, Alta.

21. Petrolea, Ont.

2. West Indies

3. Winnipeg, Man.

i3-

Ottawa, Ont.
Stratford, Ont.

Regina, Assa.

23. Charlottetown, P.E.I.

Home Office

14.

Windsor, Ont.

24. Brandon, Man.

5. Hamilton, Ont.

15-

St. John, N.B.

Brighton, Ont.

6. Toronto “L”

16.

Kingston, Ont.

Edmonton, Alta.

7. Vancouver, B.C.

17-

Brockville, Ont.

27. Shelburne, Ont.

8. Toronto “City”

9. Halifax, N.S.

10. London, Ont.

Guelph, Ont.

Orillia, Ont.

St. Catharines, Ont.

Nelson, B.C.
Port Hope, Ont.

Herbert Blake Andrews, District Manager, Stratford, Ont.

It is with much pleasure we present a likeness of our esteemed Stratford
representative, with a few notes relating- to him.

Mr. Andrews is a native of Morrisburg-, Ontario, having- been born there
on the 5th of January, 1862 ; the son of a Methodist minister — a religious
body which has always been prominent in the religious, moral and social
upbuilding of our Dominion. Mr. Andrews in early life went to the North-
West, where he remained for some twelve years, in the employ of the Hudson
Bay Company. On returning from the West he associated himself with the
Imperial Life, since which time he has continuously been active in its service —
first with the Head Office agency, and subsequently as District Manager of
the Stratford branch, which embraces the counties of Huron, Perth and Oxford.

Mr. Andrews has been a successful producer of new business — business of
a character which paid himself and the Company. He has the happy faculty
of making very clear to the prospective insurer the terms of the contract, and
when once the prospect is convinced, there is no further trouble or room for
doubt or misunderstanding. His policies are well taken up and well renewed,
and are of the character which go to build up a permanent and successful
agency. So successful were Mr. Andrews’ efforts at the Head Office agency
that in looking for a Manager for the Stratford district the Company imme-
diately selected Mr. Andrews for the position. Mr. Andrews has made
excellent progress in organizing the territory, and has surrounded himself with
a good class of local agents. He is a firm believer in Imperialism, and has the
faculty of impressing upon his prospects and his agents the truth, that there is
no company which surpasses The Imperial.

In stature, like many other Imperial Life men, Mr. Andrews is “ repre-
sentative,” standing 6 feet high and weighing 210 lbs., broad-chested, broad-
minded, kindly in nature, a warm friend, earnest and sincere, Mr. Andrews
makes an ideal Imperialite.

Notes.

Mr. Seymour, of Hamilton, and Mr. Macabe, of Toronto, are two
Imperialites who “ know how.” We congratulate them upon leading Honor
Roll “A” this month- — Mr. Seymour in business and Mr. Macabe in premiums.

West Indies made a good record for May. Mr. Dumoret has been on
the Honor Roll every month this year, and leads for the second time — a
splendid record. All our representatives in that field are working hard, and
rapidly establishing the Imperial in the premier position.

Dr. Lowray is holding up his end this year. A monthly average of
$27,000 personal business is an achievement to be proud of. Well done,
Doctor.

Six Imperialites have been on the Honor Roll every month this year.

Leaders of Honor Roll “A” for 1905.

January Dr. D. Lowrey, Toronto, Ont. .

February J. W. Ney, West Indies

March A. H. Fair, Toronto

April J. W. Ney, West Indies

May W. H. Seymour, Hamilton, Ont

Leaders of Honor Roll “B” for 1905.

$58,500

20,500

25.000

3 1 ooc*

27.00 D

January J. B. Waddell, Carleton Place, Ont

February W. G. Morrow, Peterboro’, Ont

March P. Dumoret & Co., Port of Spain, Trinidad . . .

April C. A. Bourne, Vancouver, B.C

May P. Dumoret & Co., Port of Spain, Trinidad. . . .

$20,000

8,000

23,000

6.500

8.500

FOR AGENTS5 USE OISSLY.

■jt sal

Voi. 6, No. 13 Published by the Imperial Life Assurance Co’y of Canada

(1-7-05)

THE LAST HALF

You have already been advised of the splendid results achieved
during the first five months of this year ; we are now pleased to be
able to say that the June business will maintain that magnificent
record. We will close the first half with about $2,200,000 new
business issued, an increase of over 25% as compared with the same
period of 1904. When in addition to the large volume of our business,
we also consider its excellent quality, the figures cannot fail to be
highly gratifying to all concerned. Thus far we have attained our
aim for 1905.

The last half of 1904 yielded $2,443,672 of new policies issued
— an average of over $400,000 per month— so that to maintain our
record, and reach the desired goal, the campaign for the balance of
the year must be planned to produce $3,000,000 of good business.
This may seem a large amount, but from our knowledge of the
general prosperity throughout the country ; the promise of a
bountiful harvest ; and lastly but not least, the marked enthusiasm
of our representatives, we feel confident it will be exceeded.

Each Imperialite already has his aim for the balance of
the year — the completion of his Convention quota. How is
yours coming along ? Remember that a proportionate
amount each month is the surest road to success. Make
July yield its share.

Imperial Business.

We produce herewith a list of prominent policyholders who have joined the
Imperial this year. This list will be an indication to you that we are getting
our large 1905 business from the best class of people — people who will keep
their policies in force.

Upon glancing at the names of the agents who have secured these policies,
you will see that a few of our representatives apparently make a specialty of
large business. If it were not for the work of such Imperialites as Dr. Lowrey,
Messrs. Paul Dumoret and F. B. Springer our list of prominent policyholders
would be very small indeed. These three gentlemen secured one-half of the
policies mentioned. r

Of course the large bulk of the business of every company is made up of
$1,000 and $2,000 policies, but it is our conclusion that there are many more
Imperialites who could write “ large ” business if they would go after it.
The people who can carry these policies — the manufacturers, merchants and
professional men — are all doing well, and prospects for the future were never
so bright. Why can’t you get some of their applications ?

Think this matter over carefully, Mr. Imperialite. What opportunity does
your district afford for development along this line ? There are a good many
men right near you who can take $5,000 or more. See them at once and close
a few of them this month.

PROMINENT POLICYHOLDERS.

Name.

1 Occupation.

Address.

Agent.

F. de Matas. . ....

Planter

Trinidad, B.W.I. . .

P. Dumoret & Co. .

T. C. Robinette . . .
W. H. K. Magee. .

Barrister

Toronto, Ont .

W. G. Rphnrn.

Journalist

Toronto, Ont

Dr. Lowrey

C. E. Whit law .

Accountant

Stanley, B.C

Toronto, Ont. .

F. B. Springer ...
Dr. Lowney. . .

G. W. Boake

G. E. Hill

Merchant

Dentist

Toronto, Ont

Dr. Lowrey

C. Schlichter

Student

Toronto, Ont

Dr. Lowrrey

R. C. Lowrey....

Student

Toronto, Ont

Dr. Lowrey

T. H. Percival . . . .

Manufacturer

Merrickville, Ont. .

J. B. Waddell

E. R. Wood

Man. Dir. Central
Can. L. & S. Co. ..

Toronto, Ont

Dr. Lowrey

J. B. Warnock ....

Manufacturer

Galt, Ont

C. F. Stewart....

G. M. Wright . . . .

Insp. Loan Co....

Toronto, Ont

H. B. Andrew's...

P. E. Hambly .

Treas. Loan Co. . .

Toronto, Ont

W. G. Reburn

E. H. Grubbe. ....

Accountant

Vancouver, B.C...

F. B. Springer ....

W. J. Johnston. . . .
MissS.L. Kernahan
J. F. Gillies

Farmer. .

Kenton, Man ....

R. Hall ..."

Student

Trinidad, B.W.I. . .
Haileybiiry

P. Dumoret & Co..
Dr. Lowrey

Dr. K. G. Deane . .
T. L. Walker . .

Physician

Professor . .

Barbados, B.W.I..
Toronto, Ont

J. W. Nev

W. P. Cohoe . .

Professor ....

Toronto, Ont

Dr. Lowrey

W. G. Morrow ....

Mgr. Loan Co

Peterboro’, Ont . . .

W. G. Morrow. . . .

Dr. J. Gray

Physician . . .

Toronto, Ont

W. E. Kerr

J. S. McKinnon . . .
J. P. Rodriguez . . .

Merchant

Toronto, Ont. .....

Venezuelan Consul.

Trinidad, B.W.I. . .

P. Dumoret & Co. .

N. D. Lewis

Manufacturer

Toronto, Ont

R. W. Vanderwater

C. Allard

1 Planter

Trinidad, B.W.I. . .
Trinidad, B.W.I. . .

P. Dumoret & Co..

Dr. C.M.S. Farnum

Physician

P. Dumoret & Co..

B. L. McKellar. . . .

Merchant

Sarnia, Ont

D. N. Sinclair

Amount.

$ 5,000

7.000

5.000

5,000

5,000

5,000

5,000

5,000

20,000

20.000

5.000

6.000

10.000

5.000

5,000

5,000

5,000

5,000

10,000

5,000

5,000

10,000

5,000

5,000

5.000

7.000

5.000
5, ooo

*

CALGARY, ALTA.

PO LI C Y HO L D E R S— Contin ued.

Name.

Occupation.

Address.

Agent,

Amount.

Rev. C. L. Ball . . .

J. j. Smith

A. G. Peacey

A. M. Dymond ....
J. B. Thompson . . .

H. Langlois

G. K. Quarrington.

R. McLeod

C. L. Wisner

Clergyman

Merchant

Manufacturer

Lawyer

Merchant ... ....

Merchant

Traveller

Contractor

Asst. Mgr. Massey-

Halifax, N.S

Yorkton, N.W.T..

Toronto, Ont

Toronto, Ont

Toronto, Ont

Toronto, Ont

Toronto, Ont

Vancouver, B.C. . .

J. C. Gass

C. W. R. Pearson..

Dr. LoWrey

Dr. Lowrey

Dr. Lowrey

Dr. Lowrey

F. B. Spring*er . . . .

5,00°

5,000

10,000

5>°°o

6.000

5.000
5,000
5, 000

J. J. Setter

G. H. Smith

P. E. Dumoret. . . .

L. R. Mitchell

Dr. T. C. Orford. .

A. R. Magnan

C. A. Henderson . .
J Deleon

M. H. Frost

L. N. O. Demers . .
W. A. Denton • • • j
T. A. Mitchell . . . >
L. Duncan J

Harris Co

Farmer

Sec. Canada Perm.

Loan Co

Merchant

Planter

Physician

Merchant

Promoter

Planter

Manufacturer

Lawyer

Merchants

Toronto, Ont

High Bluff, Man. . .

Toronto, Ont

Trinidad, B.W.I. . .
Grenada, B.W.I. . .
Grenada, B.W.I.. .
St. Hyacinthe, Que.
New York, N.Y. . .
Trinidad, B.W.I...

Cleveland, O

Montreal, Que

Toronto,. Ont

Dr. Lowrey

A. W. Ross

J. H. Macabe

P. Dumoret & Co..

J. W. Ney

J. W. Ney

B. R. Magnan

P. Dumoret & Co..
W. H. Seymour.. . .
G. Chevrefils

J. H. Macabe

5,000
5, 000

10,000
5, 000
5, 000
5,000
5,000

30.000
5, ooo
5, ooo
5,000

10.000

Dr. G. A. Winters.
J. R. Jamieson ....
Dr. F. W. Marlow.
Dr. C. E. Treble. .
W. A. MacLennan.
J. H. Anderson ....
W. J. Hodgson.. . .

R. L. Dudley

H. L. Frost

H. T. Keating

A. S. Simons

L. D. Gervais

W. J. McMillan. . . .
E. A. McCullough.

A. C. Ford

H. W. Riggs

Physician

Merchant

Surgeon

Physician

Mfrs. Agent

Financial Broker. .

Mgr. Loan Co

Dentist

Manufacturer

Physician

Merchant

Planter

Merchant

Physician

Traveller

Physician

Toronto, Ont. . .
Hamilton, Ont
Toronto, Ont. . .
Toronto, Ont. . .
Vancouver, B.C
Winnipeg, Man.
Toronto, Ont. . .
North Bay, Ont
Hamilton, Ont.
Montreal, Que.
Quebec, Que. . .
Trinidad, B.W.I
Vancouver, B.C
Toronto, Ont . . .

Truro, N.S

Vancouver, B.C

Dr. Lowrey

W. H. Seymour... .

Dr. Lowrey

Dr. Lowrey

F. B. Springer ....

J. S. Wallace

H. B. Andrews ....

Dr. Lowrey

W. H. Seymour....

W. Uglow

F. Laliberte

P. Dumoret & Co..

F. B. Springer

Dr. Lowrey

C. A. Armstrong. .
F. B. Springer ....

5, ooo
5, ooo
5,000

10.000
5,000

15.000
5,000
5,000

10.000
5, ooo
5,000
5, ooo
5,000
5,000
5,000
5,000

Charles M. Turner, District Manager, Calgary, Alta.

Just a year ago, or to be exact, on June 1st, 1904, Mr. Turner, whose
picture we have pleasure in producing, decided to connect himself with the
Imperial. He was then Manager of the Telephone Company, at Grand Forks,
B.C., which position he had held for a number of years, but after consideration
he saw the possibilities in life assurance, especially in connection with the
Imperial, and moved to Calgary to take charge of our interests in that district.

Mr. Turner is a native of Ontario, having been born in Elgin County,
on October 26th, 1862, but his experience has been “Western.” He left
his home for Manitoba and the West when 20 years of age and has grown up
with that part of the country, so to speak. Like most other people Mr.
Turner believes in a great future for that part of our Dominion.

The success which has attended Mr. Turner’s efforts during the past 12
months has been marked, and we join with him in prophesying a splendid future

for the Company in his district. His indomitable energy and perseverance are
rapidly pushing- the Imperial to the front there, and he has our best wishes
in his efforts to make Calgary ag-ency a leader. One has only to glance at
his picture to see that if sterling integrity, determination and hard work will
bring success, that success is already assured.

An Imperial Record,

Mr. W. H. Seymour, of Hamilton, Ont., is not our largest producer of new
business, but he has what we consider as good a record to boast of. He
started to work in March, 1904, and the following table shows the “quality”
of his business for the year :

Policies Issued.

Paid for.

Returned.

March

$ 7,000

April

4,000

4,000

May

10,000

10,000

June

6,000

6,000

July

18,000

18,000

August ......

7,000

7,000

September

2,000

2,000

October

3>000

2,000

$1,000

November

7,000

7,000

December

18,000

18,000

$82,000

$8l,000

$1,000

many Imperialites '

vill equal this in

1905?

Prompt Settlement As Usual.

Halifax, N.S., May 13th, 1905.

The Imperial Life Assurance Co. of Canada, Toronto , Ont.

Gentlemen, — In acknowledging receipt of your cheque in full settlement
of my claim under Policy No. 8843, issued by your Company on the life of my
son, Jas. P. McNeill, I desire to express my appreciation of your kindness and
courtesy in connection with the prompt settlement which has been arrived at.

I shall have much pleasure in recommending your Company whenever an
opportunity presents itself.

Yours very truly,

Johannah McDonald.

New Appointments.

We are pleased to report that the following gentlemen have joined the
field staff : —

S. J. L’Ecuyer, St. Jean, Que. Edward Dillane, Newmarket, Ont.

L. J. R. Richardson, Wiarton, Ont. J. S. Armitage, Kincardine, Ont.

J. J. Reid, Smiths Falls, Ont. G. F. Coy, Regina, N.W.T.

N. St. Julien, Rigaud, Que. J. E. M. Campbell, St. Jean, Que.

Jones — Well Jack, old man, wouldn’t it be nice if we could live our lives
over again ?

Brown — I guess not. I’ve got a 20 year Endowment maturing next month.

FOR AGENTS3 USE ONLY

MORTALITY

We have shown in recent numbers of the News that the
“quality” of our business, in so far as lapses are concerned, is
unexcelled by any Canadian company, but that is not the only point
regarding which we can boast of a unique record. “ Quality” in
mortality is just as important, and in that respect the Imperial’s
record is just as striking.

You will remember that up to 1903 the proportion of actual
mortality to expected mortality was 53%, a figure which was every-
where considered to be a wonderful achievement. At the close of
1904 this low percentage was further reduced to 49%, which at once
stamps our business as unexcelled in this regard.

It is impossible to make an absolutely fair comparison of the
position of the different companies in this respect, but the following
figures are partly taken from the Sun Life comparative pamphlet,
only presented in a different form. Companies with over $10,000,000
assurance in force are considered :

Premium Income. Death Claims. Percentage.

Imperial $591,151 $58,227 10

Great West 654,837 98,073 15

Manufacturers 1,421,347 216,420 15

Mutual * .... 1,368,695 220,304 16

North American 1,236,710 253,460 21

Sun 3,535,846 755,187 21

Federal 530,523 137,715 26

Confederation. 1,228,585 360,190 29

Canada 3,011,182 1,331,777 44 •

Looking at it from every point of view the “quality” of our
business is unexcelled. Xmperialites have every reason to be proud
of our unique record. See that you have some part in our grand
1905 achievement, and particularly that July yields its share.

Promptness an Absolute Necessity.

The following- letter was recently received at the Head Office of the
Company, from Mr. Shaw, Provincial Manager for Quebec. It speaks for itself:

Re A. Pare, No. 14146.

T. Bradshaw , Esq., Secretary.

Dear Sir, — This man applied to the Imperial Life on the 30th November
for $5,000, and policy was issued for that amount. On the 3rd of March he
came to the office and told me that on account of his wife’s serious illness and
it being his first year in business he could not see his way clear to carry the
$5,000. Believing his representations to be correct (as I afterwards found
they were), T agreed to reduce the assurance to $1,000. His neglect to pay his
note due 6th May puts him in the position of having no claim on the Company
whatever. • •'•’’

* j He was kifled by a street car on the 22nd inst. This is another illustration
v of the impior.tanjce.jQfl .policyholders, attending promptly to their _ payments.

if?

Yours truly,

A. McN. Shaw,

Provincial Manager.

i ..‘i T;he‘ ciVciLiriisfancesrQf ■ Mri Pare’s death were very sad, and the fact that he.

* h ad ' ajjb lj| »^||cy to lapse serves but to accentuate the .unfortunate position

■ j 1 n <■ family are left. The following ..is an extract from a

• •Montreal’ pap££,.f64atfte to the accident:

‘ Anthithe ‘Pare,' grocer, 622 St. Antoine Street, was the man who met

death crushed between a post at the edge of the sidewalk and an

electric car , off the Montreal Street Railway Company, at the corner of St.
Catharine and Harbor Streets, on Monday evening. The deceased was on his
way to the Great Northern Station, corner of St. Catharine and Moreau Streets
to take a train for St. Julien, where his wife and child had been for the past
eight days. Pare had just alighted from a St. Catharine Street car and was
standing on the corner waiting to transfer to a Maisonneuve car, when the rear
truck of the east bound car was thrown towards the sidewalk, and Pare was
pinned between the iron post and the car.”

Mr. Pare was no doubt in the very best of health, and thought he could
revive his policy at any time. The few days of delay proved in his case to be
very costly. The story of this tragedy is farther evidence of the awful
uncertainty of life, and goes to show how all-important it is to guard against
the lapse of one’s insurance.

We trust our representatives will be able to utilize this instance to
advantage in their efforts to reinstate lapsed policies.

Our record of revivals for the first half of this year is very satisfactory,
but in order to make a good showing for the year, our record for the remaining
half must be equally as satisfactory. This end can be attained only by giving
to each case careful individual attention, and by persistently keeping after
each policyholder in arrears until a decisive result has been attained.

2

An “ Imperial’’ Proposition.

We have from time to time given particulars of a few large policies recently
issued by the Imperial, showing the options available to the assured under each
one and the advantages in their favor. In the last issue of the “News” we
gave a list of representative policies issued since the beginning of the year.
You will have seen from these that the Imperial attracts the best class of busi-
ness, a fact which is undisputed and which is largely due to its unexcelled posi-
tion, attested to by the following’ facts :

1 . Security.

(a) The Imperial has a capital of $1,000,000, which is the maximum amount
subscribed for in any Canadian company.

(£) The Imperial has deposited with the Canadian Government a larger
amount than any other Canadian life assurance company — $250,000.

(c) The Imperial maintains a reserve fund calculated upon the most string-
ent basis employed in Canadian life assurance. It was the first com-
pany in Canada to place its entire reserves upon a 3 interest basis.

(d) The Imperial holds a larger amount of cash surplus to policyholders in
proportion to its liabilities than any other Canadian life company whose
capital is not impaired.

(1 e ) The Imperial’s Reserve Fund for the security of policyholders is over
IO% greater than the Government requirements.

2. Profits.

(a) The Imperial during 1904 added to its surplus fund for future division
amongst its policyholders, a larger amount than in any previous year
in the Company’s history.

(b) The Imperial earned during 1904 an average rate of interest of 5.42%
— being the highest rate ever earned by the Company. With possibly
one exception this is the highest rate of interest earned by any Can-
adian company.

(c) The Imperial’s mortality since the commencement has been less than
half the mortality provided for in its rates, a saving which is and will
be distributed amongst policyholders in the shape of increased profits.

(d) The Imperial’s expenses of management in proportion to its increase in
business, compare very favorably with the expenses of any other Can-
adian company. The expenses incident to the placing’ of the first
$17,000,000 on its books have been materially less than the expenses of
any other Canadian company during the same period.

(e) The Imperial’s charter guarantees that 90% of the profits under partici-
pating policies belong to the holders thereof.

(f) The Imperial, on account of its stringent reserve basis, will not require,
as will most of the Canadian companies, to set large amounts aside out

3

of surplus, during the next few years, to bring its reserves up to the
Government standard, thus decreasing their profits to policyholders.

{g-) The Imperial is the only company out of seven established during the
past ten years that has paid profits to policyholders.

3. Policy Contract.

(a) The Imperial issues policies on all approved plans of assurance. Its
contract is the most liberal issued in Canada consistent with safety and
equity.

(b) The Imperial’s Guaranteed Security Policy is “ Ideal ” in every respect.

4. Progress.

(a) The Imperial’s business exceeds by millions of dollars, the business
of every other Canadian company at the same period of its existence.

(b) The Imperial commenced business seven years ago, and seven other
companies commenced business either shortly before or after. It is a
noteworthy fact that the combined aggregate results of these seven com-
panies do not equal the Imperial’s record in any important particular.

(c) The Imperial was the 15th company to commence business in Canada.
Its rapid progress has carried it ahead of more than one-half of these
competitors in actual size, notwithstanding that it has been a much
shorter time in business.

(d) The Imperial has issued, so far as it is known, the largest policy ever
issued in Canada — one for $200,000.

The above are a few facts which show the reason why the Im-
perial is making; such a splendid record this year. Imperialites are
in an unexcelled strong; position to secure the very best class of
business — the kind that pays. Energetic and intelligent canvassing
is all that is required on your part. See to it that you have your
share of “Imperial” business in our successful 1905 record.

Israel Taylor, District Manager, London, Ont.

The subject of our sketch this week is a comparatively new Imperialite,
but he has given proof that he possesses all the qualities necessary to make a
“ leader” in our business. It is men of Mr. Taylor’s stamp that are bringing
the Imperial into the leading position in Canadian life assurance.

Mr. Taylor was born in Husthwaite, England, on June 19th, 1859, but
came to Canada when but 13 years of age. LTp to the year 1903 he was en-
gaged in the shoe business, and was for a number of years secretary of the
Williams Shoe Company. He then spent a year in Western Canada, but re-
turned to Ontario and took the management of our London agency in Novem-
ber, 1904.

There are two facts about Mr. Taylor’s record that are worthy of mention.
He has occupied a high place on the Honor Roll each month since his connec-

4

LONDON, ONT.

(

tion with the Company and not a single policy has been returned for cancel-
lation. These two points stamp him as a true Imperialite in every sense of the
word.

Mr. Taylor is a frank, genial gentleman of prepossessing appearance, and
one who makes friends quickly. Notwithstanding that he went to London eight
months ago an almost entire stranger, he is now the Superintendent of the
largest Methodist Sunday School in the city, and holds numerous other offices.
A true friend, a hard worker, and a loyal Imperialite — Mr. Taylor has our best
wishes for an even greater success than he has already achieved.

Another Imperial Record.

The business of Ottawa agency has always been noted for its “ quality,”
as the following record for 1904 will show. Great credit is due to Manager
Wickware and his able lieutenants, Messrs. McCuaig, Gardiner, Garvin and
Rowat, for this excellent year’s business. Ottawa’s “ net gain ” in assurance in
force for 1904 was over $200,000, and 1905 is going to show up just as well : —

Policies Issued.

Taken.

Returned.

January

$ 9,000

$ 9,000

February

21,000

19,000

$2,000

March

25,500

23*5°°

2,000

April

27,500

24,500

3,000

May

28,000

27,000

1,000

June

27,000

23,000

4,000

July

31,000

26,000

5,000

August

22,000

19,000

3, 000

September

16,500

I3>5°°

3, ooo

October

10,000

10,000

.... * .

November ......

14,000

12,000

2,000

December

46,500

4,000

$282,000

$253,000

29,000

In addition to this, it is only right to say that on $17,000, or considerably
over half of the $29,000 returned, the first half-yearly premium was paid,
which reimbursed the Company for the expense incurred.

We recommend this record to the careful consideration of all our
Provincial and District Managers.

New Appointments.

We are pleased to report the following appointments :

N. Giraldeau, St. Lazier de Vaudreuil, Que. G. P. Dobson, Southampton, Ont.

J. W. Raitt, Lachute, Que.

W. C. Mackenzie, New Glasgow, N.S.
T. j. Mason, Port Perry, Ont.

A. Audv, Grandmere, Que.

O. W. Hodgkinson, Brandon, Man.
J. T. E. Blanchette, Lorette, Que.
T. A. Williams, Davidson, Assa.
E. H. Grose, Carberry, Man.

5

Keep Everlastingly at it.

During- the first half of 1905 the increase in assurances in force on the
books of the Imperial Life has been most gratifying. Not only has the Com-
pany written more new assurances during that period than during the same
period in any previous year in its history, but we have also made a substantial
reduction in terminations. We must, however, still further reduce our percent-
age of “ lapsed ” and “ not taken ” business this year. This object can only be
attained by each representative of the Company making a determined effort to
revive every lapsed policy in his agency before the end of the present year. In
your district, Mr. Imperialite, there is room for good work along- this line and
it is “ up to you ” to prove that you are a success in retaining business.

Some time ago we placed in your hands a pamphlet entitled “ A Few Sug-
gestions,” containing a series of form letters to be used in writing to delinquent
policyholders. These have proved valuable to those agents who are using them
systematically. Have you utilized these letters ? And with what result ? We
look to you to interview PERSONALLY, if possible, every delinquent in your
district, and to use these letters in any case where it is not possible to see the
policyholder yourself. You have also been supplied with several attractive leaf-
lets outlining the folly of permitting an Imperial Life policy to lapse. These,
too, if used judiciously, will materially assist you in securing the revival of
lapsed policies.

Will YOU not do your utmost during the remaining six months of this
year to decrease the “ lapsed ” and “ not taken ” business ?

“The business that Stays is the business that Pays.”

Standing of the Agencies for June.

I .

Montreal, Que.

1 2.

Calgary, Alta.

23. Brantford, Ont.

2.

Winnipeg, Man.

London, Ont.

Port Hope, Ont.

3-

West Indies.

Toronto “ L ”

25. Peterboro’ County.

4-

Ottawa, Ont.

J5-

Guelph, Ont.

Port Perry, Ont.

5-

Vancouver, B.C.

Head Office.

27. Bracebridge, Ont.

6.

Halifax, N.S.

Kingston, Ont.

Brighton, Ont.

7-

St. John, N.B.

18.

Brockville, Ont.

Edmonton, Alta.

8.

Stratford, Ont.

19.

Regina, Assa.

Newfoundland.

9*

Toronto City.

20.

Windsor, Ont.

Peterboro’ City.

[O.

St. Catharines, Ont.

2 1 .

Hamilton, Ont.

Sault Ste. Marie,

[ 1 .

Orillia, Ont.

22.

Toronto “ K ”

6

Honor Roll “A” for June,

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times.

Applications:.

!, Rank

Premiums.

Rank.

•op,Ppn<>r. Roll

A. W. Ross, Portage la Prairie, Man.

$ i 5 , OQP '

v.

'.$665140

. . 2 •

J. J. Gardiner, Cornwall, Ont

I 1,000

,*376.00

4

H. B. Andrews, Stratford, Ont. ....

lT,od^

8

W. A. Gibson, St. John, N.B

10^ 500

[\ 3.6^40

6

J. H. Macabe, Toronto, Ont

10,^ 00 ’

, 4o

V35&39

.7 .

.... l

J. W. Seymour, St. Catharines, Ont.

10,000 ‘

,1 6ia

Vii 1

.

A. Audy, Montreal, Que

9,000 t

h J-,: '

• 320.00

M 9

F. B. Springer, Vancouver, B.C. . . v .

8,000

; 8- V

4-40,30

3

A. S. Wickware, Ottawa, Ont. .... -

8,000

C3ro:9°

1 1

J. C. Gass, Halifax, N.S.

8,000;

- 8

: 269.20

1 2

l }t

Dr. D. Lowrey, Toronto, Ont

8,000

8:/'

256:00

13

V /';•

H. L. Shaw, Montreal, Que

8,000

8

237*4°

18

r"

C. M. Turner, Calgary, Alta

7,000

13

207.05

2 1

. . ;5/i

H. L. Grant, Woodstock, N.B

6,500

14

252-25

r4

1 ■ -

F. Laliberte, Montreal, Que

6,000

I5

372-95

5

2

W. G. Moore, Vancouver, B.C

6,000

316.40

10

2

J. F. Best, Brandon, Man

6,000

T5

242.80

16

'i

J. S. Wallace, Wirinipeg, Man

6,000

1S

237.60

i7

4

I. Taylor, London, Ont

6,000

i.5

236.3°

l9

6

A. C. Belle Isle, Montreal, Que

6,000

1S

I72-3°

26

5

W. Uglow, Montreal, Que

5 >500

21

211.80

20

r

N. St. Julien, Montreal, Que

5>5°°

21

150.10

28

1

S. P. Saunders, West Indies

5,000

23

249.70

T5

2

W. A. Dusty, Windsor, Ont

5, ooo

23

201.90

22

2

W. H. W. Daly, Winnipeg, Man. . .

5, ooo

23

184.25

23

1

R. H. Robinson, Orillia, Ont

5,000

23

I75°5

24

3

C. A. Armstrong, Truro, N.S

5, ooo

23

173. °o

25

3

J. B. Cooke, Kingston, Ont .

5,000

23

i63-35

27

4

7

Honor Roll “B” for June.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

J. A. Benjamin, Jamaica

P. Dumoret & Co., Trinidad

H. Poulin, St. Martin Beauce, Que...

J. McGeer, Vancouver, B.C

E. W. Bateman, Winnipeg-, Man... .
J. E. Mayers, Barbados

E. E. Stubbs, Regina, Assa.

F. Nobert, St. Genevieve, Que

N. M. Lindsay, Manotick, Ont

C. A. Bourne, Vancouver, B.C

No. of times

Applications.

Rank.

Premiums.

Rank.

on Honor Roll

$10,000

I

$547.86

I

2

8,500

2

412.70

2

6

6,000

3

i53-6°

5

I

5,000

4

2 49* 75

3

I

4,000

5

146.90

6

I

3»5°°

6

185. 20

4

4

3, ooo

7

•35-85

7

1

3, ooo

7

106.10

8

1

3,000

7

96-55

9

1

3,000

7

88.40

10

3

Leadersof Honor Roll “A” for 1905.

January. Dr. D. Lowrey, Toronto, Ont

February J. W. Ney* West Indies. .

March. A. H. Fair, Toronto, Ont

April J. W. Ney, West Indies

May W. H. Seymour, Hamilton, Ont

June A. W. Ross, Portage la Prairie, Man

headers of Honor Roll “ B " for 1905.

$58,5°°

20,500

25.000

3 1 > 5°°

27.000

15.000

January J. B. Waddell, Carleton Place, Ont

February... W. G. Morrow, Peterboro’, Ont..

March . P. Dumoret & Co., Trinidad

April C. A. Bourne, Vancouver, B.C...

May P. Dumoret & Co., Trinidad

June J* A. Benjamin, Jamaica

$20,000

8,000

23.000

6.500

8.500

10.000

Notes.

A good Honor Roll this month, and a longer one than last June. No
agent made a large record — the business came in very steadily from all over the
country.

Mr. J. W. Seymour secured a splendid application in June — $5,000,
1 5-vear Endowment, single, premium. Congratulations, Mr. Seymour.

The Trinidad, Jamaica and Barbados agencies are doing well these days.

The June business was practically $400,000. How is your record for July
progressing ?

We would like to see a longer list of names on Honor Roll “ B ” this
month.

Five agents have been on the Honor Roll every month — four more every
month but one.

Messrs. Gardiner and Andrews are doing good work in their districts.

8

FOR AGENTS’ USE ONLY

EXPENSES AND DEATH CLAIMS

COMPARED WITH

PREMIUM INCOME

“ Expenses and Death Claims ” are the two and the only two disbursements
of a life company which affect the profits paid to policyholders. At the same
time, they are the two items of expenditure that are greatly dependent upon the

policy of the management.

It is, of course, impossible to make a fair comparison of the companies in
this connection. Such comparison will naturally shew the younger company to
disadvantage on account of its small proportion of renewal premium income,
under which there is very little expense, notwithstanding that this item is

partially offset by the lower death rate in the younger company. On this
account, the position of the Imperial in the appended table will be particularly

gratifying to our

representatives.

All Canadian companies with $10,000,000

assurance| in force

are considered :
Premium Income.

Death Claims
and Expenses.

Percentage.

Age of
Company.

Mutual

. $1,368,696

$520,218

38

34

Manufacturers ....

1,421,348

611,066

43

17

Imperial

591,152

286,332

48

7

Great West

654,837

319,951

49

12

Sun

3,535,847

1,854,159

52

33

North American..

1,236,710

648,867

53

23

Confederation . . . .

1,228,586

691,592

308,722

56

33

Federal . .

530,524

58

22

Canada

3,011,182

2,253,378

75

57

Upon examination of the Imperial’s record since the beginning we find that
our percentage shews large reductions year by year as follows :

Expenses and

1898,

1901

1904

Premium Income.

Death Claims.

Percentage.

$153,547

$110,103

72

301,107

160,390

53

591,152

286,332

48

Imperialites will gather from this, the solid and substantial pro-
gress that is being made by the Imperial— a progress that has never been
equalled in the history of Canadian life assurance. More than this, the
Company’s 1905 record is proving by far the most successful in our
history. Are you doing your share towards the achievement of our aim —
35,000,000 for 1905?

J

f

GOVERNMENT SUPERVISION

The ever-increasing- portion of the Canadian public’s money yearly
invested in life assurance and the enormous proportions now assumed by the
funds held by the various Canadian life assurance companies to the credit of
their policyholders, makes most natural an enquiry into the provisions that
have been made to secure the safety of such sacred trust moneys and the
proper conduct of the business in all its departments. The following- outline of
Governmental Supervision in Canada will give those interested some idea of
the careful superintendency of the Federal Authorities : —

Life Assurance Companies chartered by the Dominion Parliament, are
g-overned by “The Insurance Act,” known as “Chapter 124, Revised
Statutes of Canada, 1886,” and by the amendments thereto, made in 1888,
1894, 1895 and 1899. The Act has been carefully drawn, with a view to
protecting policyholders, and in this respect is, perhaps, one of the most
beneficial pieces of legislation that has ever been placed on the Statute
Books. The failure of a single Canadian life assurance company has
yet to be recorded, and the reason for this is undoubtedly the careful and
thorough Governmental supervision maintained by virtue of the Act and its
^amendments.

Protection for Policyholders at Incorporation*

1. CHARTER. Charters to life companies are now granted by the Domin-
ion Parliament only after their provisions have been carefully reviewed by
the Banking and Commerce Committee, and passed through the various par-
liamentary stages. The clauses are carefully scrutinized, and all those objec-
tionable from the policyholders’ standpoint are either excluded or amended.

2. PAID-UP CAPITAL. It is now impossible for any life company to
commence operations without provision for a substantial paid-up capital.
The Imperial Life, in its endeavor to make the security of policyholders
unquestionable, provided for a subscribed capital of $1,000,000 and a paid-up
capital of $450,000, all of which stands for the protection of policyholders.

3. GOVERNMENT DEPOSITS. Again, before a company can commence
operations, the insurance law requires that a deposit of at least $50,000
shall be made with the Finance Minister for the protection of policyholders,
and as a guarantee of good faith. As is well known throughout Canada the
largest deposit made by any Canadian life assurance company is that of
the Imperial Life, which is $250,000. The Directors were influenced to take
this course by virtue of their belief that policyholders’ security* should, under
all circumstances, be the paramount consideration.

Sworn Annual Statements.

The Insurance Act of the Dominion also wisely provides for sworn state-
ments to be made by two of the Executive Officers of the Company at the
close of each'year’s business. These statements are of the most minute and
searching character, embracing all items of receipts and expenditures, full
details of all investments made, an analysis of the liabilities of the Company, ot
the policies in force, claims paid, etc., etc. They are most inquisitorial, and
probe into all the ramifications of the Company’s affairs. They are published
each year, and can be obtained by anyone upon application to the Superintendent

2

of Insurance at Ottawa. These statements are official, authentic and final.
This provision in the Act must give those interested in life assurance the
greatest satisfaction, and policyholders a feeling of unquestionable security.

Companies investment Powers Limited.

The charters of all life assurance companies and the amended Insurance
Act strictly limit the directors in the choice of securities for investment ; in
other words, the directors of a Canadian life assurance company can invest
in only those specially selected securities which Parliament, in its wisdom
and experience, deems to be appropriate for the investment of such sacred
trust monies as the funds of life assurance companies, and has stamped
with its approval. The following is the clause in the Insurance Act relating to
investments : —

50. Any life insurance company which derives its corporate powers, or any
of them, from an Act of the Parliament of Canada, or which is within the
legislative power of the Parliament of Canada, may invest its funds, or any
portion thereof in the purchase of : —

(a) The debentures, bonds, stocks, or other securities of Canada, or of
any Province of Canada, or of any Municipal or Public School Corporation of
Canada ; or,

(b) The debentures, bonds, stocks, or other securities of any building
society, loan or investment company, trust company, waterworks company,
water power company, gas company, navigation company, street railway com-
pany (by whatever power the railway is operated), electric light or power com-
pany, heat and light company, rolling stock company, bridge construction
company, harbor trust company or commission, telegraph, telephone or cable
company, dock company, fire insurance company, or the debentures or bonds
of any steam railway company which has earned and paid regular dividends
upon its ordinary, preferred or guaranteed stocks for the two years next pre-
ceding the purchase of such bonds or debentures, every such society, commis-
sion or company being incorporated in Canada, or the stock of any chartered
bank in Canada ; or

(c) Life, endowment or other policies or contracts issued by the Company
or by any other life insurance company; or

(d) The public consols, stocks, bonds, debentures or other securities of
the United Kingdom, or of any colony or dependency thereof, or of the United
States or of any state thereof ; or,

( e ) Ground rents and mortgages on real estate in any Province of Canada ;
or,

(/) Any securities accepted by the Treasury Board as deposits from insur-
ance companies under this Act.

Examination by Superintendent and Actuary o-f the Government.

But what probably affords the greatest protection to policyholders is the
annual, personal examination of the affairs of every Canadian life assurance
company, by the Superintendent of Insurance and the Actuary of the Insurance
Department — who have been called the watch-dogs of Canadian life assurance
— an examination which in some cases entails a considerable time. In order
that some idea of the searching character of this investigation may be known,
an outline of the methods adopted by the Government officials in their annual
examination of the Imperial Life is here given.

3

1. ASSETS. The following- remarks will give some idea of the minute
investigation made into the Company’s Assets, and in further explanation and
for the purpose of throwing the fullest light upon their character, some general
notes are adjoined.

PROCEDURE OF THE EXAMINATION. j GENERAL NOTES.

(1) Government Inscribed Stock— $47,000.00.

$25,000 of this Stock is held by the
Dominion Government and $25,000 by the
Newfoundland Government for deposit pur-
poses. The Company is required to exhibit
to the examining- officials the certificates of
these Governments for the securities.

Being a Government security, its sound-
ness is unquestionable. The par value of the
stock is $50,000, but in view of the compara-
tively low rate of interest usual in all Govern-
ment securities, it is carried at only $47,000.

(2) Bonds and Debentures— $646,289.62.

All the Bonds and Debentures, except-
ing those deposited with the Government are
deposited in the vaults of the National Trust
Company. Each one of the parcels of secur-
ities represented by the above amount has to
be exhibited, and is carefully scrutinized and
examined by the Government officials to see
that they have been validly issued, properly
executed, etc., and that they are of the
character which may be legally purchased.
A detailed list is published in the Government
Report, which anyone can obtain.

(3) Bank and other Stocks— $70,937.08.

The Government Superintendent of In-
surance, in his official examination, demands
the production of the scrip for each individual
stock owned ; he examines these to see that
the shares are properly vested in the Company
as at the date of the statement, and that they
are such as the Government permits the
Company to own. The cost, market value,
and par value of each security has to be set
down in the sworn annual returns. These
are all checked.

This item is composed of Municipal,
Railway, Telephone and Loan Companies’
debentures. Some of these debentures are
repayable in annual instalments ; others are
not repayable for a period of from 10 to 30
years. They have all been purchased on
favorable terms. The average rate of interest
yielded is 4.40%. In several instances the
security wTas bought, and is carried on the
books of the Company, at an amount con-
siderably below what the security could be
sold for on the market to-day.

The asset is chiefly, composed of invest-
ments made by the Company in Bank Stocks,
no less than $50,613.65 being invested in this
way. In view of the real prosperity of our
Banking Institutions, your Directors believe
that this investment will yield satisfactory
interest returns.

(4) Mortgage Loans— $803,863.89.

A register containing the particulars of
each mortgage loan has to be prepared by
the Company at the end of each year and
forms part of the sworn report. Each item
in this register is then carefully checked over
by the Superintendent of Insurance, with the
original mortgage papers, at the time of
examination, at the Company’s Head Office.
The valuation of the properties is carefully
compared with amount loaned, the title is
examined, the fire insurance policies are
checked, and any mortgage in arrears is
closely scrutinized.

The bulk of these loans is on farm pro-
perties in Manitoba. The total appraised
value of the mortgaged properties is $1,839,-
863, the amount loaned thereon being con-
siderably under 50% of the valuation. Loans
in the West have been made only on improved
farms in well settled districts. The average
rate of interest earned in respect of mortgage
loans is 6.10%., The interest due and unpaid
at the close of 1904 under this asset was
$4,791.66 ; at this date it is only $1,207.97.

(5) Loans on Policies and Policies Purchased— $96,436.35.

A schedule containing the particulars of
each policy loan is kept for the examination
of the Superintendent of Insurance, embrac-
ing the policy number, the amount of each
individual loan, the rate of interest which the
loan carries, the arrears of interest, if any,
also the reserve value of the policy.

This asset is chiefly represented by loans
made to the Company’s policyholders, and
we desire to say that it will always afford the
officers much satisfaction to make loans of
this nature, as provided by the policies. The
reserves under the policies assigned to the
Company as security, amount to $231,367.00.

4

(6) Loans on Bonds and Stocks— $283,000.00

A schedule giving details of each loan is
prepared for the Government, and the ex-
amining official requires to be shown the
stock certificate in each case. He examines
into the market value of the stocks and com-
pares it with the amounts loaned, to see that
the Company has ample security.

(7) Cash in Banks— $200,196.27

A schedue giving the details of the
amounts held on deposit in all the Banks has
to be given, and the Bank Books have to be
produced as evidence that the Company has
the various amounts to its credit. The Com-
pany can deposit money only in chartered
Banks in Canada.

The security for this asset is bonds and
shares, the market value of which is con-
siderably more than the. amount loaned. The
loans yield an average rate of interest of

5.15%.

This represents the balance standing at
the Company’s credit in Banks on 31st Decem-
ber. It is not necessary to maintain unin-
vested such a large balance as this, but
towards the close of the year a comparatively
heavy loan was repaid, hence the amount.

(8) Cash at Head Office and Other* Offices— $7,209.72

The Cash Book is examined by the This amount requires no comment. It

Government Officials, and the slips are pro- represents the cash receipts after the close of

duced shewing how each day’s balance of the banks on the last day of the year,
cash on hand is made up.

(9) Outstanding and Deferred Premiums- $217,567.21

Outstanding premiums arise out of
amounts payable under policies in any year,
but which had not been paid at the close of
that year. Deferred premiums represent
semi-annual and quarterly instalments of
premiums which do not happen to fall due
within the policy year. They are properly
taken credit for by all life assurance com-
panies, in view of the fact that the reserves-
on the policies are maintained as a liability
on the assumption that the full annual pre-
miums are paid. In connection with out-
standing premiums it is proper to point out
that the Company allows its policyholders;
one month’s grace within which to pay re-
newal premiums, and the great proportion of
the total amount outstanding is due to pre-
miums falling due in December, but by virtue
of the month’s grace not payable until the
following January.

- .-'10) Interest Due and Accrued, etc.— $32,440.43

Every item of interest, due or accrued,
has to be furnished to the Government in a
sworn statement, containing the following
information ; the investment out of which the
interest arises, the time for which the interest
has accrued, and the rate of interest wdiich
the security carries.

It has been the policy of the Directors to invest the Company’s funds in
several classes of securities rather than in one or two particular kinds. They
believe that better results will ultimately accrue from such a course. The
following- table sets forth the amount and the proportion borne to the whole, of"
the different classes of assets :

The amount of interest due on the 31st
December was $5,959.42. This has since
been reduced to $1,501.83. The smallness
of this amount is another evidence of the
excellent character of the Company’s invest-
ments.

Each deferred and outstanding premium
is carefully listed according to policy number,
and then checked over, to see that all policies
are in force, that the amounts have been
correctly marshalled, etc. The Government
Officials make a searching examination of this
asset.

5

2.

3-

4-

5-
6.

7-

8.

Government Securities

Bonds and Debentures

Banks and other Stocks

Mortgages on Real Estate ........

Loans on Policies and Policies purcffi

Loans on Bonds and Stocks

Cash in Banks and Offices

Outstanding- and Deferred Premiums

1.96

26.84

— 70,937.08

2-95

33-43

1. .. 96,436.3s

‘ 4.01

11.77

. . . . 207,405.99

8.62

. ... 217,567.21

9-°5

etc. 32,440.43

i-37

$2,404,940.57

100.

In concluding this review of assets it can be stated, unreservedly, that there
is not a single investment which is causing the Directors the slightest anxiety.

2. LIABILITIES. Each liability of the Company also undergoes a searching
examination by the Government officials, to see that full provision has been
made for it.

Comparatively the whole of a life company’s liability is composed of the
reserves held by the Company to the credit of its policies. The basis of this
reserve is fixed by the Insurance Act, and each year the Government Actuary
makes an investigation into the amount of reserve shown in the statement of
the Company’s liabilities, to make certain that the requirements of the Act
have been met. Also, once in every five years an entirely independent
valuation of the Company’s liability from this source, according to the Govern-
ment standard, is made by the Government Actuary.

The reserves held by the Imperial Life have always considerably exceeded
the requirements of the Act. An additional security is thus afforded policy-
holders, arising from the Company having adopted from its commencement in
the valuation of its policies, the conservative interest rate of 3^4%. It was
the first Company in Canada to adopt so low a rate. In addition to this the
Imperial’s reserves since 1901 have been increased, in the case of participating
policies, so as to provide at the end of the Accumulative Surplus Period for a
guarantee of the 3% reserve. Naturally this has accumulated a reserve fund
largely in excess of the present Government requirements, which stands for
additional security to policyholders.

3. RECEIPTS AND EXPENDITURES. The source of all receipts and the
payment out of all monies are carefully gone into, checked with the official
sworn returns made, in order to see that all items of monies received by the
Company, and all items of money paid out by the Company are included. This
wholesome check by the Government officials must necessarily constitute a
proper working basis.

The Audit and Auditors.

To the many safe-guards Qf the stability of The Imperial Life must be
added the by no means least important one — that of the audit of the accounts.
This is in the hands of two skilled professional accountants, who are indepen-
dent of shareholders, policyholders and officials, and who have the freest
access to all the office books, records and securities. This audit is continuous,
month by month, and takps cognizance of all cash transactions, investments,
receipts, payments, banking accounts and book-keeping entries. It sees that
all revenue — premiums, interest, etc. — which ought to come in are duly charged,
and that all payments are authorized and sufficiently vouched. It includes an
examination in detail of all the securities. With specially trained accountants

0

PORTAGE LA PRAIRIE, MAN.

and improved and more reliable methods of accounting-, the audit of a life
assurance office is a serious and laborious affair, which is not accomplished in
a perfunctory or superficial manner. It is comprehensive, detailed and accurate,
something- a great deal more than a mere checking of summations and
inspecting of vouchers. As the Medical Officer is a sort of insurance police to
keep the bad risks off the registers, so is the auditor a sort of financial
detective to keep bad entries off the books. The law of this free and inde-
pendent country assumes every man innocent until he is proved guilty. The
converse holds, one might almost say, in the case of an auditor, whose habit of
mind is apt to cause him to suspect everybody of being guilty of bad account-
ing, if of nothing worse, until the contrary is proved to demonstration.

Security to Policyholders.

Absolute security is the first and fundamental element in sound life
assurance, and has ever been a characteristic of The Imperial Life Assurance
Company of Canada.

The following table briefly summarizes the security afforded Imperial Life
policyholders : —

1 — Paid-up Capital $ 450,000

2 — Additional Subscribed Capital 550,000

3 — Ordinary Reserves computed on Govern-

ment basis. 1,651,391

4 — Special Reserves maintained over Govern-

ment Standard 117,315

5— Surplus over and above all liabilities, in-

cluding-Reserves and Special Reserves 129,847

Total Security $2,898,553 j

The IMPERIAL LIFE has
$2,898,553 of security
to policyholders,—
while its liabilities to
policyholders accord-
ing to Government
standards are $1,651,391
—thus the gross surplus
on policyholders’ ac-
count is $1,247,162.

The true extent of the security afforded policyholders is exhibited by a
statement of the Company’s financial position as it really is — not by what it is
hoped it might be in the course of time, under favorable circumstances.

Appreciation.

The Imperial Life Assurance Co., Toronto , Ont.

Gentlemen, — I wish to take this opportunity of thanking you for the
promptness and consideration shown me in connection with my recent claim of
$i,ooo on the life of my husband. Your Provincial Manager, Mr. J. C. Gass,,
has shown me every courtesy, and has been most helpful to me in connection
with the completion of claim papers, and the securing* of the cheque. I will
"take pleasure in recommending your Company whenever the opportunity offers.

' Yours very truly,

7

Annabella Miller.

Andrew W. Ross, Inspector, Portage la Prairie, Man.

There is an old saying “wherever you go you find a Scotchman.” We
cannot venture any opinion regarding the truth of this statement, but we do
know that shortly after we commenced business in Manitoba we found a
Scotchman there who has proved a staunch Imperialite.

Mr. Ross was born in Aberdeenshire, Scotland, in the early ’^o’s, but has
lived most of his life in Canada. He wrote his first policy for the Imperial in
July, 1898 — exactly seven years ago — and since that time has been steadily
engaged in pushing the Imperial to the front rank in Manitoba. His success
in 1904, when his accepted and paid for business amounted to nearly $125,000,
is an evidence of what he has accomplished in regard to both “ quality” and
“quantity.” Mr. Ross is always on the Honor Roll, and frequently in the
leading position. This year he is making a record for himself and will
undoubtedly secure his share of the $5,000,000.

A man of tremendous enthusiasm and tireless energy, Mr. Ross is a
representative upon whom we count for a goodly number of applications each
month, and we are never disappointed. Strong in his determination, and large
in his ideas for the future, we feel certain that at the end of another eight
years, Mr. Ross’ record will have far surpassed his present position.

Mr. J. H. Macabe’s Record.

Another Imperialite to make a splendid record for “ quality” during 1904
was Mr. J. H. Macabe. His business has always been noted in this respect,
and it gives us much pleasure to reproduce the figures :

Issued.

Paid for.

Returned.

January

$ 1,000

$ 1,000

February

1 ,000

March

18,000

18,000

April

1 ,000

1,000

May

4,000

June

17,000

July

4,000

August

7,000

6,000

1,000

September

15, ooo

November

....... 7,000

7,000

December

12,000

$89,000

$86,000

$3,000

On this showing, it is
the best personal records

no wonder that Mr
in the Company.

Macabe

has built^upjone

8

FOR AGENTS5 USE ONLY

THE OUTLOOK

Never in the history of Canada has the outlook been so fair
and so promising.

The same message is received from the far Eastern Provinces,
as well as from those in the West.

The farmer, wherever he may be in this broad Dominion is
“King,” and when he is in that position everyone is happy and
prosperous.

Such a condition may be said to be somewhat rare. It is not
unusual for one, two, or even three of our Provinces to experience
like conditions, but this year, wherever you may go, whomever you
may speak to, the one universal fact stands out prominently—
“Canada is experiencing good times.”

What does this mean to each Imperialite ? Does it not imply
that now, to-day, is the time for intense activity, that now is the
time to present as never before the inestimable benefits of life
assurance ?

The harvest time of the life assurance representative is here
—his fruit is ripe and waiting to be garnered. Every one wants
life assurance— no man dare face the future without it— it is your
privilege to supply this want, and now is the golden opportunity.

What will your harvest be?

Appointments with Prospect.

When you make an appointment make a Written record of it, and be sure
to keep it. If something- prevents the prospect from keeping- it you have the
right to claim another. Never forget an engagement. If you have reason to
believe that a man is not sincere in making an appointment and has but little
intention of keeping his engagement with you, it is sometimes a wise plan to
go a little early, or call him by telephone if possible, and ask him if he cannot
dhange the appointment to another hour. If he consents it will fix the new
time more firmly in his mind. If he refuses, it will establish the date of the
first engagement so thoroughly that he will not forget it. Most business and
professional men are honorable and will keep their appointments. When you
ask a man for an opportunity to present your Company’s plans, ask him for
only fifteen or twenty minutes of his time. If you get nicely interested in the
subject and he allows you to overrun the time you need have no hesitancy in
doing so. Time enough for you to get nervous when he does. If a prospect
repeatedly fails to keep an appointment with you, it only serves to place him
under greater obligations, and thereby increases your chances of getting a
policy. The wise and tactful solicitor will insist upon the appointment whether
his man wants any insurance or not. He will trust to the first interview to
determine his line of work. It will not be difficult after he has kept the first
appointment to secure another one, unless you go too far in your first talk.
Don’t strike twelve the first interview. Always remember life underwriting is
an art — and art is a matter of growth.

A good rule is to talk with four men every day on insuring their lives.
'Sfour field is not bounded by country lines, but consists of the number of men
you have interested in the policy. If you act on the above suggestion you will
soon have a large territory. Emphasis should be put on the word TALK. I
mean exactly what I say. Do something more than just to see men and ask
them if they don’t want to insure.

A man says, “ I don’t want any insurance, and to give you an appointment
would be a waste of time.” Say in reply, that you know his time is valuable, j
and while he may not want insurance then he may later on, or some friend may |
ask him about the Company, and you want him to be able to give an intelligent
opinion. Give your prospect some conception of the magnitude of the
business, its influence upon society, its growth, etc. Be versatile enough to
talk on other matters when you discover the prospect is interested in them.
Be ready with anecdote and illustration to clinch your arguments.

Once more, let me emphasize, talk with four men every working day the
year round and you will be the busiest man in the Province. “ Nothing is denied
to well-directed effort.”

2

Selection of Applicants.

In the last number of the Agents’ News attention was drawn to the very
light mortality experienced by The Imperial Life during the first eight years of
its history. Let no one imagine that this favorable record is due to chance.
On the contrary, it is merely the natural and inevitable result of a careful and
painstaking process of selection on the part of the Company’s Insurance
Committee. A uniformly high Standard has been kept in view, and every
^ application, whether for $1,000 or $50,000, that did not measure up to that
standard has been invariably declined or liened. If, therefore, the Company’s
death losses have been light, the result must not be attributed to chance. We
have merely reaped as we have sown, and the successful outcome is an unmis-
takable testimony to the accurate and unbiased judgment of the Insurance
Committee.

One fact we cannot help realizing, for it is often brought to our attention.
The decisions of the Head Office are frequently disappointing to the agent.
He may have spent time and pains in securing an application from a man who
presents the appearance of a good risk, but, for some reason or other, is
either rejected or liened by the Insurance Committee. Under these circum-
stances the agent would not be human who did not feel more or less
discouraged. However, he may always rest assured that the decision of the
Committee was not given except after careful consideration, and the Company
in all cases (except where a rejection is based upon confidential information)
tries to explain fully to the agent the reasons which influenced its action.

Moreover, there is a ray of consolation for the agent, even in such adverse
circumstances. There is no true Imperialite who would not prefer to have a
risk declined if it is substandard rather than that it should be accepted to the
Company’s detriment. When an application of his is declined, it should be
proof positive to him that the Company is looking after the interests of the
policyholders in a most practical manner. The president of a great life
company has said, “A half-million dollars in the death claims for one year in
one of the largest companies may be saved by the application of wisely directed
attention with far greater ease than one hundred thousand dollars can be saved
in expenses.” Now, we showed in a recent number of the Agents’ News that
the death claims of the Company during the past eight years have been only
49% of those that might have been expected according to the standard tables
of mortality among medically examined lives. Agents can readily understand,
therefore, that this careful selection of risks will make itself felt in the surplus
earnings of the Imperial Life — nay, we believe it has already done so. This is
a strong canvassing argument, and the agent will be able to use it with
particular force if he has already had personal experience of the strictness of
the Company’s medical standards, and can give illustratioas from his personal

3

knowledge. One thing is certain — every first-class risk will recognize that it
is to his advantage to insure in a Company which does not admit impaired lives
on the same terms as good ones.

There is another observation which properly is included within the scope of
this article. The Head Office earnestly requests the co-operation of the field
staff in reducing the number of declined applications. Do not imagine that
all the selection is made by the Insurance Committee. Every Risk forwarded
to the Head Office should be a selected one, for it is “approved and
recommended ” by the agent, and we look to the agent to recommend none
that are unsuitable.

Of course, an agent is not expected to exhibit the trained judgment of a
physician in choosing a risk. He cannot detect a heart murmur or albuminuria.
But he is expected to subject an application to a general scrutiny, and, in
particular, there are two things to be guarded against, viz.: — (i) Intemperate
habits, (2) Unfavorable family history. These are probably the most frequent
causes of rejection, and in a large number of cases a medical examination
would be unnecessary, if the agent would make a few enquiries before writing
the application. We suggest that every agent read carefully Sections 56-70 of
the Manual, which deal with this subject.

Reference was made above to the importance of ascertaining whether an
applicant’s habits are temperate. At the risk of repetition, we would like to
emphasize this point still further. It is evident that, except in a very few
cases, it is impossible for the Insurance Committee to see an applicant per-
sonally. They must depend entirely on the recommendation of the medical
examiner and the recommendation of the agent. The medical examiner may
be depended upon to detect any flaw in the subject’s physical condition, but
in many cases he is not acquainted with the applicant, and therefore knows
nothing of his habits. Accordingly, the Insurance Committee, in this regard,
confides almost wholly in the agent. If the agent violates that confidence and
recommends men for insurance before previously ascertaining that their habits
are temperate and regular, then the utmost vigilance and care on the part
of the Head Office will not suffice to prevent an undesirable risk occasion-
ally slipping through.

As will be seen from the subjoined table, some of the agencies have an
extraordinarily good record in respect of declined applications. Others, again,
are not so good. But on the whole, we think the Company may be congratu-
lated on the excellent character (medically speaking) of the applications that it
receives.

The Imperial Life has had, during the last eight years, a most favorable
mortality experience, which we believe has never been paralleled. Gentlemen
of the Field Staff, the Company looks to you to maintain the record.

4

DECLINED JANUARY TO JUNE (Inclusive) 1905.

Agency.

Applications

Declined.

Policies

Issued.

Percentage.

Montreal

• • • • 30

]95

I5-4

B. W. I

27

184

14.7

Stratford

4

37

10.8

Head Office

T5

163

9.2

Calgary

3

36

8-3

Winnipeg

7

96

7-3

Halifax

6

87

6.9

Hamilton

1

16

6. 2

Ottawa

5

87

5*7

London ....

2

63

3* 1

St. John

1

36

2.8

Kingston

5°

2.0

Brockville .

0

38

0.0

Vancouver

0

87

0.0

. B. — No agency is

included in above

statement that

issued less

$40,000 during the six months.

Assets to Liabilities.

The following statement was received by us a few days ago : —

ASSETS TO LIABILITIES.

Assets.

Liability to
Policyholders.

Amount of assets
for each $100 of
liability to
Policyholders.

Canada

$29,064,599

$26,698,173

$108.86

Confederation

10,352,122

9,641,626

IO7.37

Dominion

953.851

770,790

I23.74

(a) Excelsior

840.352

756.210

IH-13

Federal

#

2,148,733

L 962, 935

IO9.47

Great-West

2,557.983

2,017,290

126.80

(6) Imperial

2,406,480

1,825,092

I3I-85

London

1.643,183

1.542,693

I06.5I

Manufacturers

6,112,344

5.340,475

114-45

Mutual of Canada. .

8,220,536

7.488,457

IIO.37

North American ....

6,231,000

5,699,736

IO9.9O

Sun Life

17.851.760

i6.329.795

IO9.32

(a) The Head Office building of the Excelsior included in above assets is
valued and entered in assets for $10,542 more than a year ago.

(b) The Imperial has a paid-up capital of $450,000. If its capital was the
same as the Great-West its amount of assets for each $100 of liability to
policyholders would be only $120.89.

5

The following

companies have an

impairment

of capital : — -

Surplus of Assets
over Liabilities
excluding Capital.

Capital

Stock

Paid.

Amount of
impairment
of Capital.

Percentage

of

Capital gone.

Northern

$i73.756

$213,850

$ 40,094

CO

Royal Victoria

.... 69, 162

200,000

1 30,838

65-4

(£) National .

34.977

100,889

65, 912

65-3

Crown

I2>995

106,229

93>234

87.7

Central

3L923

52> 100

20,177

38.7

Continental . . .

102,460

I7I j333

68,873

40.1

(c)‘ Peoples . . .

35.815

50,000

to

00

4*

28.3

(£) The National bought a Head Office Building during 1904, and value it
on their own returns for $29,500 more than cost. Deducting this their impair-
ment would be $95,412.

(c) A certain liability on account of debenture stock is not included.

The Home Life show a net surplus of $68,012, which is accounted for by
their adding $85,000 to the value of their Head Office Building during 1904.

It is not difficult to determine the Company in whose interest it was
prepared. It is reproduced here in order that our representatives may be
informed concerning the special item specially referred to in the case of the
Imperial Life. The Imperial capital was made large in order that security to
policyholders might be the first and paramount consideration. Therefore the
very point to which attention has been directed is one which agents instead of
apologising for, have always emphasized, and to it very largely is due the
success and prestige of The Imperial.

Leaders of Honor Roll “A” for 1905.

January Dr. D. Lowrey, Toronto, Ont

February. ..... .J. W. Ney, West Indies

March A. H. Fair, Toronto, Ont

April J. W. Ney, West Indies

May W. H. Seymour, Hamilton, Ont. . . .

June A. W. Ross, Portage la Prairie, Man

July J. C. Gass, Halifax, N.S

Leaders of Honor Roll “ B ” for 1905.

January J. B. Waddell, Carleton Place, Ont $20,000

February W. G. Morrow, Peterboro’, Ont 8,000

March P. Dumoret & Co., Trinidad 23,000

April C. A. Bourne, Vancouver, B.C 6,500

May P. Dumoret & Co., Trinidad 8,500

June J. A. Benjamin, Jamaica 10,000

July Manton & Hart, Jamaica 9,500

$58,5°°
20,500
* 25,000

3 1 > 5°°

27.000

15.000

23.000

6

Honor Roll “A” for July,

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

J. C. Gass, Halifax, N.S

Applications.

$23,000

Rank

I

Premiums.

$508. IO

Rank.

4

on Honor Roll
6

S. F. Flatt, Fort William, Ont

18,500

2

603.25

1

1

F. B. Spring-er, Vancouver, B.C

I5>°°°

3

569.40

2

7

A. W. Ross, Portage la Prairie, Man.

14,000

4

565-40

3

7

C. M. Turner, Calgary, Alta

13,000

5

4I7*5°

5

6

N. A. St. Julien, Montreal, Que

13,000

5

396*45

6

2

J. H. Macabe, Toronto, Ont

10,000

7

387*25

7

6

J. J. Gardiner, Cornwall, Ont.

10,000

7

354*5°

9

4

J. T. Purdon, Port Hope, Ont

10,000

7

333* IO

IO

2

W. H. Seymour, Hamilton, Ont

10,000

7

302.80

T3

4

A. C. Belle Isle, Campbellton, N.B. .

10,000

7

256. IO

l9

6

J. E. McCuaig, Ottawa, Ont

9,000

12

3°°*35

r4

1

Israel Taylor, London, Ont

8,500

l3

3r3*45

12

7

Dr. D. Lowrey, Toronto, Ont.

8,500

!3

284.75

16

7

J. B. Cooke, Kingston, Ont

A 250

297.5°

i5

5

J. P. Beaudoin, Montreal, Que. ....

8,000

16

357*35

8

1

F. R. Crooks, Halifax, N.S

8,000

16

263.40

18

1

J. F. Best, Brandon, Man

7>5°°

18

33°.25

1 1

2

C. V. Calderwood, Atherley, Ont. . .

6,000

r9

204.40

20

1

J. A. R. Beaudoin, St. Chrysostome, Q..

6,000

19

i8°*45

22

1

W. H. W. Daly, Winnipeg, Man. . .

5>5°°

21

166. IO

24

2

A. Audy, Grand Mere, Que

5,000

22

273.80

i7

3

H. B. McBain, Peterboro’, Ont

5, ooo

22

201.30

21

2

R. R. Garvin, Smith’s Falls, Ont. . . .

5, ooo

22

178.40

23

2

H. B. Andrews, Stratrord, Ont

5, ooo

22

140.90

25

5

Robt. Hall, Brandon, Man

5, ooo

22

1 1 2.00

26

2

7

Honor Roll “B” for July.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Manton & Hart, Kingston, Jamaica. .

Applications.

9>5°°

Rank.

I

Premiums.

422.85

Rank.

I

on Honor Roll

3

N. M. Lindsay, Manotick, Ont

6,000

2

I92-25

2

2

L. J. Michaud, Riviere Du Loop. . . .

4,000

3

112.65

5

1

E. E. Stubbs, Regina, Assa

3,000

4

129.15

3

2

L. Morris, Summerside, P.E. I

3,000

4

115.40

4

1

H. S. Sanderson, Pinkerton, Ont. . . .

3, ooo

4

95. 10

6

1

Standing of the Agencies for July, 1905.

Montreal

Port Hope

Ottawa

J3-

London

Winnipeg

Guelph

Halifax

Orillia

Port Arthur

16.

Toronto L.

Vancouver

i7-

Stratford

West Indies

18.

Peterboro’

Calgary

Brandon

Hamilton

20.

Regina

Kingston

St. Cathari

Toronto City

Brantford

23. Port Perry
Bracebridge
Newfoundland
Charlottetown, P.E. I.
Toronto K.
Edmonton

nty 29. Belleville
30. Windsor

St. John, N.B.

Brockville

Petrolia

Notes.

“ Believe me when I tell you that thrift of time will repay you in after life
with a usury of profit beyond your most sanguine dreams, and that waste of it
will make you dwindle alike in intellectual and moral stature beyond your
darkest reckoning. ” — Gladstone .

“Failure is in a sense the highway to success, inasmuch as every
discovery of what is false leads us to seek earnestly after what is true, and
every fresh experience points out some form of error which we shall afterwards
carefully avoid.” — Keats.

8

FOR AGENTS’ USE OiV&LY

m«3 a

i. 6, No. x7 Published by the Imperial Lite Assurance Oo’y of Canada

nan

Home Office, September ist, 1905

The Imperial’s Fall Campaign Commences

To-day starts the Imperial’s fall campaign. Never did it com-
mence under more favorable auspices. Practically every condition
in country, city, town or village is prosperous. There are no croakers;
every one appears to be doing well, every one to be prospering.

The Canadian Life Companies have benefitted by the times—
business is good, and the prospects are bright.

In entering therefore, on the fall campaign Imperial represent-
atives do so under most favorable circumstances. Your competitors
realize this and to-day they are energizing and putting more steam
into their work than they ever did. Imperial Life representatives
must lead— not follow.

In times of prosperity life assurance is equally as essential as in
periods of depression— death unfortunately is no respeetor of the seasons.
Fortunately in prosperous times the community is more able to pro-
vide life assurance, and this is where your great present advantage
comes in. It is the imperative duty of every man— none excepted—
to provide for his dependents— and it is your privilege to drive the
fact home to each individual until he has made this effort, signed
the application and been examined.

A short time hence— very short time— Imperial representatives
will meet together in these offices in Convention. The conditions of
invitation to this gathering have been made known to all, and it now
rests with each individual Imperialite to determine whether he will be
here. Let us give you a September motto— not simply to read— but to
realize

“ During September I will obtain applications for Imperial Life
policies, in amount, for not less than One Fourth of the balance of
my Convention quota.”

This realized, your chances of winning out will be greatly advanced,

SUCCESS BEGETS SUCCESS — APPLICATIONS BEGET APPLICATIONS.

What a High Government Official Says.

The 50th Annual Report of the Insurance Commissioner of the State of
Massachusetts, just issued, contains some drastic strictures, based upon actual
experience, on Fraternal and Assessment Insurance. The Commissioner of
Insurance, Hon. F. L. Cutting-, says : —

“There are those who have charged the insurance department with
hostility to insurance by assessments, because it has, since the advent in this
Commonwealth of this form of protection, expressed its deep-seated conviction
that, sooner or later, trouble would come to every organization attempting to
do an insurance business on inadequate rates. Commissioner Tarbox was
especially insistent. In a report to the Legislature he said that ‘ The late
survivors — for such associations cannot be eternal — ^vill find their temporary
insurance costly, and their families will derive no benefit.” He complained that
such a corporation could get its charter, then go before the public and repre-
sent that it was acting under the strict laws of Massachusetts, when the chief
jurisdiction the insurance department had over it was to call for statements. It
was in relation to them that he repeated the memorable remark of a former
commissioner that, ‘ The State should either supervise, or else not seem to,’ a
truism that ought to be burned into the mind of every person who makes
insurance laws or administers them.

It is inevitable that the rate of insurance just adequate to pay the cost
for current age will be inadequate for the same person ten years, or five years,
or even one year later. It is a fact that cannot be rubbed out, that twice as
many men will die at age fifty as at age twenty-five, and five times as many at
age sixty-five as at age thirty. Group 10,000 men at seventy together, requir-
ing each to contribute his proportion of the aggregate amount required to pay
to the heirs of each decedent during the year the sum of $1,000, and it
would be found that the sum required from each would be nine times as much
as though the group had been composed of men twenty years of age. This is
only another way of saying that the liability of death increases as age
advances, and as long as that is the fact, a sum which suffices to meet the cost
of insurance for age forty is not sufficient for age fifty. It has taken a good
many funerals to convince some men of this fact, and others are not even now
convinced. They have seen fraternal orders start on a given rate and become
apparently prosperous, — at any rate, succeed in building up within a few years
a large membership, and meet their death claims as they have accrued, without
any serious burden being put upon the members, and they argue that the
experience of these first years will continue, and charge that those who tell
them that it cannot are enemies of this form of insurance. The fraternal does
not exist, nor, in view of the inexorable law of nature, will it or any other kind
of insurance company ever exist, which can continue to pay death claims
indefinitely if it merely collects the cost of insurance for age of entry.

Take the experience in this Commonwealth. Hardly a year goes by with-
out an illustration of the truth above stated. Last year the American Legion
of Honor, once having a membership of upwards of 60,000, went into the pit.
It found it impossible, as its members advanced in age, to collect sufficient
money to pay the claims as they accrued. As assessments increased the best
risks dropped out, leaving a membership of such poor physical condition that
a progressively higher death rate ensued, which required an increasing number
of assessments until finally two a month was the regular thing.

2

This whole subject of fraternal insurance cost is broug'ht freshly to the
public mind by the violent ag'itation now in evidence over the attempt of the
Royal Arcanum, another Massachusetts corporation, to make a change in its
rates. This great order, with a magnificent membership of upwards of
300,000, was chartered in 1877. It has paid already in benefits upwards of
$94,000,000. It has lodges in nearly every State in the Union. Many able
men are connected with it, and it is an undisputed fact that its business has
been conducted at a minimum of expense. But this order, like others, less
strong and illustrious, was started on an inadequate basis of rates for furnishing
whole life insurance, which its members seemed to think they were getting. In
1898 a partial remedy was applied by the adoption of the by-law increasing the
amount to be collected from each member. There was no scientific adjustment
of rates, however, according to age. This, together with the great increase in
membership, resulted for a few years in producing a larger income than the
outgo. Last year, however, the outgo overtook the income, and the claims
incurred exceeded the collections to meet them by about $300,000. The officers
of the order, in common with all other intelligent people who had given the
subject any thought, had foreseen that this would take place. A grave
responsibility was upon them. Should they sit with folded hands and see the
institution gradually decline, as others under similar circumstances had done
before ? They did not so look upon their duty. Two years ago they began
to investigate and collect facts. Then they formulated what seemed to them
the best plans for the perpetuation of the order, and reported those plans to the
meeting of the supreme body in May last. They were adopted almost unani-
mously, to take effect upon new members July 1st next, and upon old members
on October 1st.

This department has no duty as to approval of the new rates, and does
not express any opinion as to whether the options presented are the best which
could be devised. The commissioner does desire, however, in these comments,
to make it evident that he believes in the necessity of a change, and that the
governing body was in duty bound to take some action, which action, it goes
without saying, should not repeat the mistakes of the past.

The promulgation of the plan was followed by a great uproar, because the
members were put upon the rate at attained age, thus requiring the older ones
to pay for their insurance themselves, instead of having younger members pay
a part of it for them. They seem to think that the fact that they have been
receiving something for less than cost in the past is a reason why they should
have it on the same terms in the future, and that it is the duty of somebody
else to pay the deficiency, forgetting, apparently, that it is not fair to burden the
young man, just beginning his business career, and at the same time seeking
to protect his family, with the insurance cost of the old men, many of them
with abundant means, while the certificates of many others are being carried
as a speculation.

The report of the committee of the order to the supreme body shows the
inequity of the old rates. It appears therefrom that in 1904 the amount of
assessments paid by those members under fifty years of age, was, in round
numbers, $7,000,000 ; the amount paid by those over fifty was $700,000. The
amount paid on account of deaths by the order in the former class was
$3,000,000; in the latter $4,500,000. In other words, had those above fifty
years of age been in a class by themselves, it would have cost them seven
times as much to pay their losses, while it would have cost the other class less
than one-half as much , This is not equity, and no business founded on such
a system can long endure.”

Lapses.

In this issue we desire to refer to the Imperial’s record of lapsed policies.
Lapses arise through the failure of a policy holder to continue to pay premiums.
It may be the second half-yearly premium, or the second yearly premium. After
a policy has been in force for three full years it is entitled to a surrender value,
and therefore our lapses do not include policies under which three full annual
premiums have been paid. If an agent can secure the continuance of a policy-
holder for three years it is most likely that he will be able to secure his
continuance throughout the balance of the term of the policy ; therefore, it
becomes of prime importance that the first three years’ history of a policy should
be carefully and guardedly looked after, and every effort made for the continu-
ance of the policy therein.

An analysis of the lapses of the Imperial Life discloses some very interesting
and important features, features from which Imperial representatives can secure
much valuable information, and from which, also, they can be assisted in their
life’s work : —

(1) It is found that lapses most frequently occur where the premiums are
made payable quarterly ; and again, more frequently where premiums are made
payable half-yearly than when made payable yearly. This would naturally be
expected, for in the case of a premium payable quarterly there are four chances
in the year for the policy to lapse, compared with only one where premiums
are made payable annually, and in the case of the half-yearly premium there
are two opportunities to default in the payment of premiums compared with one
where premiums are made payable annually. Another reason is, that your
opponent, regretable to say, is offered a great many more chances to disturb
your policy holders where premiums are made payable several times during the
year than when made payable once.

(2) It is also found that lapses occur more frequently in policies of $500
and $1000 than in policies for larger amounts. This would indicate that when-
ever our agents solicit a comparatively poor class of business, lapses are bound
to predominate. It should, therefore, be the aim of the agent to seek the best
class of business in the community, and to make the application as large as
possible. A person who has taken a substantial amount of insurance and has
paid a substantial premium, hesitates to forfeit what he has paid in ; it will be
his aim to continue the payment of the premium in order that the substantial
benefits of the policy may be secured.

A company with a large lapse ratio is one which has, as a rule, a poor class
of agents, a number of dissatisfied policyholders, and a weak organization. A
lapsed policyholder is a standing advertisement against the Company in his
community. He feels that, having paid some money into the Company, he has
failed to receive value for it, and, consequently, bears the Company and the
agent a grudge ; moreover, the agent in the case of a lapsed policyholder loses
the influence of one who might have been used as a friend to suggest new
insurers.

We append hereto the record for the year 1904 of the various agencies

4

in respect of lapses. We ask our Managers and Agents to carefully study this
table and to personally drink in the lesson it teaches.

As in many other features, it is the desire of the Executive that the Imperial
shall excell in a low termination rate. The prestige of the Company is marred
by a high lapse rate — it is more difficult to secure new business with such a
condition, and the fair names of the Company and the Agent are lightly
regarded when the facts are known.

Statement Showing Ratio of “ Lapsed” Business to Policies Issued
According to Agencies for Year 1904.

Agency

Issued

Lapsed

Ratio

St. John

$I32.75°

$89,721

67.58

London

i3°>75o

64,250

49- 1 3

Port Hope

1 1 , 5°°

42-59

Brockville . .

46,000

19,000

4I*3°

Edmonton

69,500

25.594

36.79

Brighton ,

11,000

4,000

36.36

Montreal

774.756

270,509

34- 9 1

Vancouver

239,500

68,800

32.93

Regina

102,000

29,830

29. 24

Belleville

22,000

6,190

28.13

Newfoundland

i4>5°°

4,000

27.58

Kingston

27,766

27-03

Head Office

643,000

136,238

21.18

Re-Insurance

121,500

25,000

20.57

Stratford

56,000

8.750

15.62

Guelph

79,000

12,000

15. 18

Ottawa

281,000

42,500

x5* 12

West Indies

18,000

I4-I3

Winnipeg

280,000

38-738

x3-83

Halifax

360,500

48.5°°

:3-45

Brandon

25,000

3,000

12.00

Peterboro Co

46,000

3»4X5

7.42

Petrolea

36,250

2,250

6.38

Hamilton

104,000

5.750

5.52

Nelson

36,000

1,500

4. 16

St. Catharines

25,500

1,000

3.92

Calgary

48,500

1,000

2.08

Thj^Mj^t^Costly insurance.

Second Vice-President Perkins, of the New York Life, argues thus against
assessment insurance: “Will an assessment policy have any value in ten,

fifteen or twenty years ? No sir ! Can you ever borrow money against an
assessment policy ? Not a penny ! Will an assessment concern guarantee that
its rates won’t increase ? Never ! They admit, in fact, that the rates must
increase. They have increased recently in one assessment concern to such a
point that many people will be driven out, after having paid for many years.
Imagine the great hardships, the great injustice done the insured and their
families. The only reason people take assessment or fraternal insurance is
because they imagine it is cheap. How absurd. How incorrect. As a matter
of fact it is terribly expensive, the most costly insurance a man could buy.”

B

New Departments.

It affords much pleasure to announce that the Directors have created two
new departments at the Home Office, and that two of the senior members of its
staff have been appointed to take charge of them.

The Policy Department will deal specially with

{a) Policy Terminations, Not Takens, Lapses, Surrenders.

(b) Loans on policies, including automatic non-forfeiture loans.

(c) Checking of policies before being sent out.

(d) Revival of lapsed policies.

The Directors have selected Mr. John B. Hall, A.I.A., as the chief of
this department, and his official designation will be “ Secretary Policy
Department.” Mr. Hall associated himself with the Imperial in January,
1900. He is an undergraduate of Toronto University, and an Associate by
examination of the Institute of Actuaries of Great Britain. In the conduct of
the duties heretofore assigned to Mr. Hall he has proved himself to be
thorough, painstaking and most solicitous of the welfare of the Imperial.

The Inspection and Literature Department will treat with

(a) The inspection of applications prior to coming before the Insurance
Committee, and the dealing with them in all features prior to their
acceptance or declination ;

(£) The conduct of correspondence relating to deferred, conditioned and
rejected applications ;

(c) The preparation and printing of forms and supplies ;

(d) Advertising, &c.

For this office the Directors have appointed Mr. J. Miles Langstaff, A.I.A. ,
and his official designation will be “ Secretary Inspection Department,” or
“ Secretary Literature Department,” according as the matter dealt with comes
under the one or the other branch. Mr. Langstaff became a member of the

Home Office Staff in March, 1901. He is also an undergraduate of Toronto

University and an Associate by examination of the Institute of Actuaries of
Great Britain. The despatch, correctness and care exhibited by Mr. Langstaff
in everything entrusted to him are indications of his fitness for the position.

We bespeak for these officers the same unfailing courtesy, assistance and
loyalty as Imperial representatives have so very generally accorded to the
officers of the Company in the past. It can be unhesitatingly said that the
endeavor of Messrs. Hall and Langstaff will be to do everything in their
power to promote the interests of the Field Staff consistent with the aims and
objects of the Company.

The Daily Cash Reports,

One or two of our branch offices have failed to send in daily the Cash
Reports. They have assumed that it will be satisfactory if these are sent in
once a week or three times a month. NOW this is not satisfactory. The
Report is a daily one, and this is one of its most advantageous features from

6

the Home Office standpoint. May we reiterate why this is an advantage ?
There are hundreds of premiums being reported on, each day. The staff at
Home Office handle these easily when the reports are received daily ; but when
one or two of our largest agencies or several smaller ones hold their reports for
a week or more and then send them in, it is like a snow slide which obstructs
the steady and regular movement of this train of reports. We have to call for
assistance from other departments to “dig us out.” This causes inconvenience
to two or three departments,, until the work is caught up. There is also the
other very important feature, namely, that the Home Office is able to deal intel-
ligently and promptly with enquiries concerning policies when we are daily
advised as to the payment of premiums.

No Matter How Small the Collections, Send in the
Cash Reports Daily.

Re Postage, Exchange, Etc.

Clause No. 7 of the Agents contract form reads as follows : —

“ The Company shall pay the necessary expenses for medical examinations
and expressage on documents sent by it to the agent, and shall furnish to the
agent a reasonable supply of blanks and circulars for the agency, blit Shall

not be liable to pay any other charge than is herein stated, A

number of our representatives are charging the Company with postage,
exchange, telephone, and other sundry items which the Company should not
pay. So far as any one agency is concerned these only amount to a small
amount annually, but the aggregate charged by the various agencies is large.
Hitherto, we have refrained from calling attention to the matter, but these items
have now reached such large proportions that we are forced to call a halt and
ask that in future no charges be made to the Company, other than those called
for by the contract.

Fortune’s Tide,

There is a tide in the affairs of men
Which, taken at the flood, leads on to fortune ;

Omitted, all the voyage of their life
Is bound in shallows and in miseries.

So the immortal poet wrote,

And so all time doth show ;

If carelessly we onward float,

We’re sure to come to woe,

Whereas if we the main chance seize
Which comes but once nor waits,

We’ll spend old age in blissful ease,

• Or, dying, leave estates.

Will. Shakespeare’s hint no doubt applies
To each Imperialite,

Occasions seized as they arise
Lead on to fortunes bright ;

Rejected, all the voyage of life
Is bound in shoals and rocks ;

Fierce storms o’erwhelm the trusting wife —

Dame Fortune grimly mocks.

7

“A Word to the Wise is Sufficient.”

A careful analysis of our terminations for the first half of the present year
reveals the fact that while a large decrease has been made in “ lapses,” the
“not takens ” show no appreciable reduction. “Not taken” business
consists of those policies which in consequence of our not being able to collect
any money on account of the first premium, have to be written off the
Company’s books as cancelled. The Head Office can render valuable assistance
by correspondence and otherwise towards reducing the number of lapses, but
not so in the case of “not takens.” Consequently it rests entirely with the
field staff whether our ratio of “not takens” will be larger or smaller this
year than in 1904.

From Head Office it looks as if some of our agents are not exercising
good business foresight in the taking of notes, otherwise so many of these
would not prove uncollectable. In your case, Mr. Imperialite, do you
earnestly strive in every ease to secure cash settlement of the
premium with the application ? Or are you so anxious for business that
you ignore the more important factor, viz. : quality, and at the first interview,
unwisely make the best proposition you are authorized to in the way of time
for payment.

If your prospect is thoroughly convinced that he needs the policy he will
manage to pay at least part of the premium in cash if you ask it. If he is not
so convinced you may rest assured the policy will not remain long on the

books. Can you consider yourself a loyal representative of the
Imperial Life if you send to the Company in settlement of a premium a
note you would hesitate to accept on your own account ? The continued
abuse of the privilege of taking notes may result in its being withdrawn.

There are still four months in this year. Four months of golden
opportunities for those who have made bad records in the way of “lapses”
and “ not takens ” to redeem themselves. Four months in which those who
have made good records to still further improve these records. Do not

procrastinate, Mr. Imperialite. See that delinquent to-day, and
secure his application for revival. Be enthusiastic in endeavoring to
retain your business. It pays.

The Amending Form, No. 87.

There has been considerable improvement in the securing of these forms.
Our last remarks on the subject contained on page 3 of the March, 1905,
issue of The News have been taken well to heart by our representatives.
There are one or two agencies, however, which seem still to lack a due appre-
ciation of the “necessity for correct answers.” There are also some new
ngents who may not have seen the News referred to above. Any such may
secure a copy on making application to the Home Office.

There is only one way, we believe, to keep down to a minimum the trouble-
some but necessary form 87. That is, to continually educate those repre-
sentatives who fail in filling out the applications correctly. When an agent
receives, with a policy, a form 87 for signature, he should examine it and
compare the correct answer as shown on the form with the incorrect answer
given in the application. A manager should point out to his local agent where
the mistake was made, and show the difference between the correct and
incorrect answer. This is “educating” the agent. It will not entirely do
away with the form 87, but it will go a long way towards reducing the number
of them.

8

FOR AGENTS’ USE ONLY

wm

I 1

:ciaE

Voi. 6, No. 19 Published by the Imperial Life Assurance Go’y of Canada

( 1-10-05^

“ Tis ai\ ISI Wind tkat Blows Nobody Good.”

The insurance agent who has the good fortune to represent a Canadian
Company in Canada should find it easy at the present time to prove the truth of
the above dictum. The recent disclosures of abuses that have long been rife
among the giant United States companies are now on everybody’s lips. These
revelations— far from weakening the hands of the Canadian Life Offices — will
result in a stimulus to the business of the native companies.

Several of the United States Life Companies have evidently been mis-
managed and betrayed. Their policyholders (many Canadians among them)
have been deceived. What is responsible for such a state of affairs ?
Briefly, there are two causes.

FIRST. _ A BADLY PLANNED SYSTEM OF STATE SUPER-
VISION which has permitted these companies to pursue the even (?) tenor of
their way for years without a thorough investigation. When an investigation
was at last ordered, abuses were found. THESE ABUSES COULD NEVER
HAVE EXISTED if the United States companies had been obliged to
submit to an ANNUAL INSPECTION BY A COMPETENT AND
HONEST GOVERNMENT OFFICIAL, AS ALL CANADIAN COM-
PANIES MUST DO.

SECOND. An insane hunger for BUSINESS AT ALMOST ANY
PRICE. The great Life Companies of the United States have each amassed
an unwieldy pile of accumulated wealth which, from its very vastness and the
multiplicity of the interests involved, enhances a thousandfold the difficulties
and the perils of management. The Canadian Life Offices, With their vigorous,
steady and healthy growth, have little to fear from the financial dyspepsia
which several American companies have acquired, largely on account of their
inordinate appetite for business.

During the last few months there has been a general weakening of public
confidence in American Life Companies. For many years in the past, these
Companies have been diverting a steady stream of Canadian business across the
line. There are many indications that the tide has now turned, and the next
decade will probably witness a gradual ebb in the operations in Canada of
American Companies. If this forecast be correct the scope of Canadian com-
panies will be proportionately extended. Imperialites ! The opportunity
is yours. Are you alert ?

Seven Points

Which Imperial Agents can touch upon when asked the question, “ Is a
Mutual Company better than a Stock Company ?”

First. Of the twenty-one Canadian companies reporting to the Govern-
ment at the close of 1904, twenty were Stock companies. If this fact means
anything at all, it surely can be taken as indicating that the Capital Stock
system is the more popular.

Second. Mutuality in theory is the most perfect system that can be
devised. Mutuality in practice is, we regret to say, largely a farce. Owing to
the proxy system, the votes of the vast majority of the policyholders are in the
hands of a small clique of directors.

Third. The directors of a Mutual company are policyholders, but beyond
that they are not directly interested in securing a good management for the
Company. On the other hand, the Directors of a Stock company (besides
being usually policyholders) are always shareholders, and therefore feel a very
direct and personal interest in prompting the welfare of the Company that pays
dividends on their stock.

Fourth. The importance of having a strong board of directors at the
head of a life insurance company can hardly be over-estimated. Without such
a directorate, the policyholders have no guarantee that the affairs of their
Company will be economically administered, its funds well invested, or its risks
carefully selected. The annual inspection of the Canadian Government guar-
antees the policyholder against a dishonest management, but it is no safeguard
against inefficiency on the part of the Company’s officers. The advantage of a
policyholder in a Stock Company is evident, for the directors, being nearly
always business men of the highest standing, well versed in financial affairs,
and with a lively interest in the well-being of the Company, may be depended
upon to see that the management is absolutely efficient.

Fifth. The shareholders of a Stock Company do not , as is sometimes
insinuated, participate in the profits to the disadvantage of policyholders. On
the contrary, the policyholder is more than recouped for the dividend he allows
the shareholders by the increased profits due to a greater economy, a higher
interest rate, a lower death rate, etc.

Sixth. The Policyholder of the Imperial Life has an additional guarantee
that he will not be obliged to pay too much to the shareholders for the supervi-
sion and protection which they provide. The Imperial was incorporated and
obtained a Charter by Special Act of Parliament, which provided that the share-
holders should not receive more than 10% of the profits arising from participating
policies. This must not be interpreted to mean that the shareholders receive a
10% dividend. For example, if the participating policies in any year earned
$50,000, the shareholders would receive $5,000 ; which, on a paid-up Capital
of $450,000, amounts to only about 1%.

Seventh and most important. In a Stock Company the whole capital
stock forms an additional fund for the security of policyholders. As security is
undoubtedly th $ first requisite , we are therefore not going too far when we say
that a Stock Company furnishes better insurance (in the literal sense of the word

“insurance”) than does a Mutual Company. To take an example. The
Imperial Life (see last annual report) has a surplus on policyholders’ account of
$579,848. Of this sum $450,000 is paid-up capital, leaving- a net surplus of
$129,848. As the Imperial’s authorized capital is $1,000,000, there is $550,000
of its capital still in the pockets of the shareholders, and this sum could be
called for in any emergency. The Imperial’s total resources, over and above all
liability to policyholders, are therefore :

Net Surplus $ 129,848

Paid-up Capital 450,000

Uncalled for Capital 550,000

Total resources over all liability to policyholders .... $1,129,848

Now, if the Imperial had been a Mutual company, its resources over and
above all liability to policyholders would have been only $129,848. So that, as
a matter of fact, the Imperial’s authorized capital means just $1,000,000
additional security to Imperial policyholders.

A Word to the Wise, etc.

Do the field staff realize the importance, in their own interests , of getting
after the large applications? How many of our representatives are alive to the
fact that one $10,000 application will yield them just as much commission, just
as high a place on the Honor Roll, as ten $1,000 risks, to say nothing of the
saving in time and trouble.

We venture to assert that as a rule (every rule is proved by the exceptions)
if a man has two prospects, one for $10,000 and the other for $1,000, he will
find the $10,000 application the easier of the two to close. This is not a mere
opinion, but the experience of most veteran agents. The reason is probably as
follows :

The man who applies for a small policy is not wealthy ; consequently, he
grudges the investment of even a few dollars in insurance. He is often
uneducated and must have everything explained to him in detail, over and over
again. He is not familiar with the idea of insurance, and is therefore more or
less suspicious. On the other hand, the large insurer is wealthy and does not
quibble over a difference of a few dollars. He is well posted in business mat-
ters and has no difficulty in following the agent’s explanations. In short, the
higher the insurance solicitor goes in search for prospects, the more sympa-
thetic, intelligent and courteous will be the hearing that he will receive.

Indeed, it seems impossible to dispute the propsition that the big applica-
tions are the ones that the canvasser should pursue. The point, however, that
most agents will be inclined to raise is, “ But, I don’t know where to get the
big applications.” Oh, yes you do ! There is not an agency in Canada that
does not include dozens of wealthy men, nine-tenths of whom have only a fractio7i
of the insurance that they should carry. Manufacturers, bankers, merchants,
business men of all sorts, professional men, wealthy farmers, government offi-
cials, get after them all. Sit down and write a list of all the rich men you know.

Call on your local M.P. (he is earning* enough this year to afford some more
insurance). Don’t blush or grow pale when shown into the presence of a great
man. No matter how big a personage he may be, in insurance matters you are
the teacher and he the learner. It will pay you best to appear cool and
confident.

And, in conclusion, don’t forget that one wealthy policy-holder will bring
you others. Many an agent owes his success to having made good use of his
first big application, in securing introductions, influence, etc. That is a point
worth remembering. Meanwhile, let each Imperialite determine that during the
coming fall campaign, he will secure at least one application which in compari-
son with his former achievements may be called “ big.”

r:

How Directors of Mutual Companies are Elected.

The actuary of the Connecticut Mutual gave evidence as to the mode of
electing directors by a mutual insurance company.

He admitted that forty or fifty persons who voted at the last election were
mostly employees or agents of the company.

“ How many policy-holders have you ? ”

“ About 50,000.”

“ How many are entitled to vote at your elections ? ”

“ I should say about 40,000.”

This was brought out to be the course followed by other mutual companies,
the number of whose policy-holders and their distribution over such a wide area
rendered it a physical impossibility for them to personally attend meetings.

This evidence has made a mild sensation, but the position is so obvious a
necessity that no person who considers for a moment what are the conditions
of a mutual company can be surprised at the elections being in the hands of the
directors. Policy-holders, living all over this continent or in Europe, could not
be brought together except by a miracle. Even those living at a moderate dis-
tance from the head office, even the great majority in the same city^, do not
attend the annual meetings, and in regard to proxies, how are persons at a dis-
tance to know enough to give an intelligent vote on affairs discussed at a com-
pany’s meetings ? They naturally trust the local agent, and what proxies are
used represent the agents, not the policy-holders.

— From The Chronicle.

Non-Participating’ Rates.

There will be in the hands of the Company’s agents by the receipt of this
issue of the Agents’ News, a pamphlet containing the Company's new annual
premium rates for non-participating assurances. In respect to these new rates,
it may be stated that an increase in the rates for non-participating assurances
is almost general throughout Canada and the United States. The rates now
being adopted by the Company are in most cases slightly in excess of the
Company’s former rates, but are not higher than the new non-participating
rates of the leading Canadian and United States life assurance companies ; also
they are less on the average than the non-participating of British companies.
As was advised in the letter which accompanied the pamphlet, the rates
will go into effect on October 1st, 1905. From that date no non-participating
assurance on any of the systems included in the pamphlet will be issued at
other than the new rates.

FOR AGENTS1 USE ONLY

PROBABLY YOU HAVE NOTICED THAT

successful men are usually systematic men. More than that, syste-
matic men are usually successful. This is true in almost every
business, and especially true in life insurance canvassing.

There is no other business or profession which is so apt to
generate idleness as that of the agent. The agent is his own
master; he has no fixed hours of work; his time is his own. Unless
he is a man of unusual force and energy of character, there is a
great temptation before him to fall into loose habits of work.

The remedy against this insidious tendency can be summed up
in one little sentence. “ Have a system.” Map out your time.
Determine at the beginning of each day what men you will inter-
view, and let nothing less important than the securing of an
application cause you to deviate from your programme. It will be
a hard thing to do. It will call for much self-denial and will-power
on your part. But in the end you will have your reward. For the
results of your diligent and methodical work will appear not
merely in the shape of largely increased commissions, but in the
greater power and efficiency that you will have acquired in your
chosen profession.

Be systematic. In urging this advice, we are simply repeating
what is the unanimous counsel of practically every agent who has
made a success of the work. We advocate no particular system.
Seleet the one that best suits your own circumstances.

ANY SYSTEM! WILL WORK IF THE AGENT DOES

>

United Effort.

It is now the middle of October, only two and one-half months remaining
before the close of the year, and we are brought face to face with the fact that
the total terminations for the first nine months of 1905 practically equal those
for the first nine months of 1904. This is not what we have aimed at. For
the year 1904 our ratio of terminations did not compare very favorably with
that of some of our fellow Canadian companies, and we had hoped during the
present year to materially improve our comparative standing. So far the total
terminations show no reduction in the amount, and lapses and not takens a
reduction of only $45,000, so that our efforts for the balance of the year must
be productive of an increasing number of revivals if our end is to be attained.

During the beginning of the present month there was sent to each Pro-
vincial Manager and District Manager a statement of those policies in his
agency which have lapsed or are in arrears, and to which his attention is thus
directed. The objects of these statements which are sent out from H.O.
periodically is two-fold. In the first place they are intended to form a
reminder to the agent that the policies appearing on the statement are in an
unsatisfactory condition, and he is expected to take note of each individual
case, and put forth every effort in his power to place such policy in a more
satisfactory position. In the second place it is intended that upon these
statements the agent shall report to the Company just what attention he is
giving to these different cases, what his opinion of them is, and in what way
Head Office might prove of assistance to him in this work. One of the most
important branches of the work of the Policy Department at Head Office is the
looking after of these lapsed policies, and this department is always ready and
willing to do everything* in its power to render to the agent whatever assistance
he desires. As a rule the reinstatement of a lapsed policy can be much more
easily and much more satisfactorily arranged for by the agent through a
personal interview, and the Policy Department have therefore refrained from
entering into direct communication with the policyholder unless requested to
do so, or unless the agent finds it impossible to arrange an interview, or
to get in touch with the delinquent by correspondence. Numerous instances
there are, however, where a letter from Head Office has had a most beneficial
effect ; and where such a letter is considered advisable by the agent, he has only
to make the request to have it granted.

Nothing, however, can take the place of a personal interview. In this
personal interview be just as persistent, just as persuasive, and just as enthusi-
astic as if you were canvassing for a new application. The same arguments
should hold good in either case, and in the case of the lapsed policyholder the
fact that he has already paid a premium or paid part of a premium as the case
may be, the benefits of which he does not want to lose, should make it much
easier to secure his application for revival than to influence a new prospect to
sign an application. We ask that between now and the close of the year each
of our representatives, provincial managers, district agents and sub-agents
make it their duty to put themselves in touch with those of their clients who
have fallen from grace, and put forth every effort possible to bring them back

2

into the fold. The effort will not be lost whatever may be the result in the
matter of revivals. We want all our policyholders, whether their policies are
in force or lapsed, to be thoroughly satisfied with the treatment they have
been accorded by the Company, and what better advertisement can be had than
a satisfied policyholder ? Through him the way is opened to new business, and
new business of the right quality. Let each one do his share, and the results
will show in the annual report at the close of the year. Let our aim be to
place the Imperial at the head of the list in so far as a low termination ratio
is concerned.

May our watchword be —

A Policy Saved is a Policy Gained,

The 10-Payment Life Plan.

This is a policy that shows up very favorably and might possibly be more
frequently quoted by our representatives in their canvassing. The premium
averages about the same as a 20-Year Endowment.

Take as an illustration of the 10-Payment Life Plan, a $10,000 policy
taken out at age 30, annual premium $526, A. S. Period 20 years. We may
draw up a schedule of the first 20 years as follows :

Should death

The assured

occur after

would have

The Com-

Gain to

paying- prem-

paid in

pany would

the Assured’s

iums for

premiums

pay

Estate.

i year

$ 526

$10,000

$9*474

2 “

L052

10,000

8,948

3

i»578

10,000

8,422

4

2,104

10,000

7,896

.5 “

■ • 2,630

10,000

7*37®

6 “

3T56

10,000

6,844

7 “

3*682

10,000

6,318

8 “

4,208

10,000

5*792

9 “

4*734

10,000

5,266

10 ' “

5*260

10,000

4,740

12 “

5*26o

10,000

4*74°

J5 “

5*26o

10,000

4*740

20 “

5*260

10,000

4*74°

Note concerning the above : —

1. That every figure is guaranteed.

2. That if the policyholder dies within twenty years, the beneficiary
receives at least $4,740 more than the assured has paid in premiums.

Now as regards the options at the end of the Accumulative Surplus Period.
The most important are probably the following : —

Option 1. Discontinue the policy and draw the total cash value con-

sisting of

(a) Reserve, guaranteed.: $5,660

(b) Surplus, estimated 2,470

Total Cash Value $8,130

Compared with total premiums paid 5,260

Gain to the Assured $2,870

(In addition to $10,000 insurance protection for twenty years.)

3

Or, in other words, the policyholder draws out $8,130 (partly estimated),
in place of $5,260 invested ; which is a return of $1.54 for every $1 invested ;
besides having- enjoyed $10,000 insurance protection for twenty years.

It is worth while noting- that the Guaranteed Reserve alone ($5,660)
exceeds the amount of the premiums ($5,260) ; so that, leaving- surplus out of
account, the assured is guaranteed a profit on his investment.

This option may be viewed from another standpoint. The assured
receives, as we have seen, $10,000 insurance protection for twenty years. The

cheapest cost of this insurance is the 20 Year Term Rate (see page 192 of
Manual), which is $135.50 per annum. So that

20 Years Insurance Protection is worth $2,710

Add Total Cash Value (as above, partly estimated). . 8,130

Total Value of Benefit received by Assured $10,840

Compared with total premiums paid 5*260

Option 2. Continue the original policy and receive the surplus in cash,
estimated at $2,470 ; which is a return of 47% of all premiums paid. The
original policy of $10,000 would require no further payment of premiums,
and would continue to share every five years in the profits of the Company.
Suppose the assured continued his policy under this option until he reached the
age of 70 and then decided to drop it.

Now, the Cash Surrender Value, or Reserve at the end of 40 years on a 10
Payment Life Policy taken out at age 30 is evidently the same as the Reserve
at the end of 20 years on a 10-Payment Life Policy taken out at age 50.
For in each case it is the reserve on a paid-up policy at age 70. By referring
to the Manual, it will be seen that the reserve at the end of 20 years on a
$10,000 policy taken out at the age of 50 is $7,770. The policyholder on
reaching age 70 could therefore surrender his policy for

The Guaranteed Reserve $7,770

Add the Estimated Surplus (received 20 years before) 2,470

Total received by assured in cash $10,240

Compared with premiums paid 5,260

Gain to the assured $4,980

Here we are taking no account of further payments of surplus, although
there would be no fewer than four of these payments between the conclusion of
the A. S. Period and the final surrender of the policy. Also, we are leaving
out of our calculations the 40 years insurance protection which the assured has
received. We may estimate it, as before, on the basis ot the 20-Year Term
rate at age 30, although this is much too low a value. However, even on this
moderate assumption, the 40 years insurance protection of $10,000 is worth
forty times $135.50 or $5,420.

Option 3. The assured may continue the original policy for $10,000, fully
paid up and still participating in surplus and take his profits (subject to con-
tinued good health) in paid-up life insurance estimated at $4,330. This gives
the assured $14,330 of paid-up life insurance at a cost of only $5,260.

4

Changes in Address.

Notices and letters to our policyholders are being- returned to us by the
Postal authorities uncalled for. The Company, throug-h its notices, endeavours
to impress upon policyholders the importance of advising- us of any change in
address, but frequently they omit to do this. This omission often results in the
policies lapsing. We believe that every Imperialite realizes the importance of
knowing the correct address of our policyholders, and we therefore urge every
representative to make it his business to keep in close touch with the policy-
holders, and to advise us immediately on learning of a change in the address of
anyone assured in the Company. We believe every agent will think of some
such cases when reading this article. Do you not ? If you do know of one
or more cases take a minute to write us a line to that effect before you forget.
Don’t wait. Do it now.

Brains and Good Morals.

Some men are mental heavy-weights but weak in their moral make-up ;
some are moral heavy-weights but not so strong in intellectual ability. Brains
and good morals are both essential for business success, but the man with
sound morals and a good share of brains will overcome, in a long distance
contest, the man of great intellectual weight and deficient morals. The latter’s
mental equipment is handicapped by the constant caution put upon himself,
not to make a mistake or to appear inconsistent, or to reveal his moral delin-
quencies. While the moral man, although not brilliantly intellectual, has
always a clear conscience, is never fretted about being inconsistent, can attack
his object in a straightforward way, and is sure to win on the home stretch.

Our Company Paper.

The writer was recently glancing over a file of the back numbers of the
Agents’ News, when his attention was arrested by the following article, which
appeared in the very first number, published ist November, 1900, just five
years ago :

“ Believing that our agents could be of considerable help to one another if
their ideas were exchanged, and also that this interchange of ideas would help
to increase our business, we are issuing a paper, of which this is the first
number. It is to be strictly an agents’ paper, and will contain articles which
are for their personal consideration.

“ Do you ever find that you have almost closed a prospective applicant, but
for lack of a final convincing argument cannot induce him to sign the appli-
j cation? Do you ever run against a ‘ knotty point,’ which a person you are
t canvassing raises, and which you are unable to answer in a convincing way ?
Do you find that some of your arguments are getting worn, aged, and too well
known to be of striking emphasis in your canvass ? If so, you are losing
1 your hold on the insurance business and getting into a rut that will never lead
I to success. Your arguments will take such a mechanical form that you will be
unable to convince your prospective applicant that he needs insurance ; you

5

will find your old policyholders drifting away from you for want of encourage-
ment, and finally your agency will deteriorate. Keep out of this rut at
any cost !

“ We are publishing this paper to assist our agents to keep out of this rut,
and also that they may keep in touch with one another; and to do this success-
fully it must be run on the co-operative system , that is , each Imperial representa-
tive must take a vital interest in it and send us articles for publication. A few
lines , for example , on any of the following subjects are always of interest : —

( 1 ) Your strongest argument in closing a prospective applicant.

(2) Provisions in other Company' s policies and strong points in the

Imperial' s policy.

(3) Difficulties met with in competition with other companies .

(4) Anecdotes in connection with canvassing.

(5) Ways of collecting renewal premiums or on any other subject that you

think will be interesting."

The question naturally suggested by a perusal of the above extract is this,
“ Has our Company paper fulfilled all the objects that were primarily intended ?”
•Read again the italicized lines. The original intention was evidently to have
the agents co-operate to a larger extent than has since been the case.

Now it is surely possible for us to make this paper what it was intended to
be — not merely the official mouthpiece of the Head Office — but a medium for
the free interchange of ideas among Imperialites all over Canada. We believe
that if the Company’s representatives in the field will lend us their hearty
assistance, the Agents’ News during the remaining months of this year may
be made more interesting and helpful than ever before. For instance, if you
have a good argument that has been of assistance in canvassing, don’t keep it
to yourself ; it may be valuable to others. If you have a prospect who has
proved a puzzler to you, let us know about him; we may be able to help you
by suggesting a line of procedure. In short, any ideas on insurance matters,
any suggestions, anything bearing directly or indirectly upon the profession in
which we are all engaged, will be gladly welcomed. If there is not space in
the News, you may be sure of receiving a personal letter. Or, if we find that
our Company paper is too small, it can easily be enlarged.

Address all communications to the Editor Agents’ News, care of the
Head Office.

Notes and Comments.

The finish in the September race was a neck-and-neck affair, the first two
positions on Honor Roll “ A ” being held by a $500 margin only.

Dr. Lowrey and Messrs. Springer and Taylor hold the record for
the first nine months of 1905. Close on the heels of the leaders is!
Mr. J. C. Gass, who missed a month somehow, but is not out of the race
yet by any means.

Mr. Wickware is to be congratulated on the standing of the Ottawa
Agency. The whole staff deserve credit for their enthusiastic efforts, and
among others Mr. Reid ($9,000 ! Good work, Mr. Reid !), and Messrs. Garvin,
McCuaig and Lindsay are worthy of special mention.

6

Leaders of Honor Roll i6 A” for 1905,

January Dr. D. Lowrey, Toronto, Out

February. J. W. Ney, West Indies

March A. H. Fair, Toronto, Out

April J. W. Ney, West Indies .

May W. H. Seymour, Hamilton, Ont

June .... .A. W. Ross, Portage la Prairie, Man

July J. C. Gass, Halifax, N.S

August F. B. Springer, Vancouver, B.C

September . F. M. Slade, Quebec, Que

Leaders of Honor Roll “ B ” for 1905.

$58,50°

20,500

25.000
3H5oo

27.000

15.000

23.000

13.000
13,000

January J. B. Waddell, Carleton Place, Ont. $20,000

February W. G. Morrow, Peterboro’, Ont 8,000

March P. Dumoret & Co., Trinidad 23,000

April C. A. Bourne, Vancouver, B.C 6,500

May P. Dumoret & Co., Trinidad 8,500

June J- A. Benjamin, Jamaica 10,000

July. Manton & Hart, Jamaica 9,500

August W. G. Reburn, Toronto 10,000

September P. Dumoret & Co., Trinidad 8,500

Honor Roll “A” for September.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

Applications.

Rank

Premiums.

Rank.

on Honor Roll

F. M. Slade, Quebec, Que

. 13,000

I

65O.5O

I

I

F. B. Springer, Vancouver, B.C. . . .

. 12,500

2

489.70

2

9

C. M. Turner, Calg-ary, Alta

12,000

3

361.55

4

7

John Cawlev, Brockville, Ont

11,000

4

487.50

3

3

S. F. Flatt, Fort William, Ont

10,000

5

326.35

5

3

Dr. D. Lowrey, Toronto, Ont.

9,000

6

307.9O

7

9

J. J. Reid, Smiths Falls, Ont

9,000

6

264.15

9

1

Israel Ta)dor, London, Ont

8,850

8

306.75

8

9

G. H. Gillespie, Kingston, Ont . . . .

8,000

9

203. IO

14

2

J. C. Gass, Halifax, N.S

7,000

10

3I5-I5

6

8

J. S. Wallace, Winnipeg, Man

7,000

10

203. 20

13

6

J. W. Ney, Bracebridge, Ont

6,500

1 2

254-95

10

7

R. R. Garvin, Smiths Falls, Ont . . .

6,000

I3

214.60

1 1

4

H. B. McBain, Peterboro’, Ont . . . .

6,000

J3

206. 80

12

3

J. E. McCuaig, Ottawa, Ont

6,000

I3

1 8 1 . 80

16

3

N. A. St. Julien, Montreal, Que. . . .

6,000

13

170.80

i7

4

H. L. Shaw, Montreal, Oue

6,000

*3

T93-35

T5

2

R. Hall, Brandon, Man

5,000

18

168.05

18

4

H. S. Lowndes, Shawville, Que.. . .

5, ooo

18

i59.50

19

3

W. H. W. Daly, Winnipeg, Man. .

5, ooo

18

149-55

20

3

7

Honor Roll “B ” fop September.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

P. Dumoret & Co., Trinidad, B.W.I.

Applications.

$8,500

Rank.

I

Premiums.

$53i-65

Rank.

I

No. of times
on Honor Roll

7

J. K. Pickett, Toronto, Ont

6,000

2

169.20

4

1

N. M. Lindsay, Manotick, Ont

5, OOO

3

170.40

3

3

R. W. Day, Edmonton, Alta

4,000

4

196.30

2

2

T. C. Babb, Sidney, Man

3>5°°

5

81 .30

9

1

J. E. Mayers, Barbadoes, B.W.I ....

3, ooo

6

iSy.io

5

5

L. Morris, Summerside, P. E.I

3,000

6

106.90

6

2

A. McCannel, Burgoyne, Ont

3,000

6

89-35

7

1

Standing of the Agencies for September, 1905.

1. Montreal

Kingston

Port Hope

2. Ottawa

14. Head Office

25-

Stratford

3. Winnipeg

15. Orillia

26.

St. Catharines

4. Vancouver

16. Bracebridge

Windsor

Calgary

17. Edmonton

Belleville

6. Halifax

Peterboro’ County

Toronto City

7. West Indies

19. St. John

3°*

Nelson

8. Brockville

Brandon

Hamilton

9. London

21. Charlottetown, p.e.i.

Sarnia

10. Fort William

22. Newfoundland

33-

Brantford

11. Guelph

Regina

Toronto (K)

12. Toronto (L)

A Fatal Delay.

COX — At 176 St. Patrick Street, Fred. A.
Cox, husband of Laura M. Phillips, and second son
of H. J. Cox, sr., aged 28 years.

The above notice appeared in the Toronto papers a few days ago.
Deceased we regret to say was a delinquent policyholder of this Company. In
January, 1903, he applied for and was granted a 25-Payment Life Policy, No.
9399, for $2,000. Before the first premium was all paid he reduced the policy
to $1,000. The 1904 premium was never paid. He was in the meantime
married and had removed to Chicago. Letter after letter, the last only a few
weeks ago, was written to him from the Head Office of the Company urging
upon him the folly of allowing his policy to remain in default. The penalty
alas will have to be borne by his afflicted widow. This is but another of the
many instances proving the uncertainty of life, and the danger of remaining
even a day uncovered by an adequate, amount of life assurance.

8

FOR AOE^TS3 USE ONLY

ggaaiag

LI¥E IT DOWN

LIVE IT BOWPJ

We are informed by some of our representatives in the field that the recent
disclosures of abuses among American Life Companies, by their reflex influence,
are having a depressing effect upon the operations of Canadian companies in
certain districts. Our own Company, up to the present, does not appear to have
suffered seriously. In fact, each successive day sees us more and more in
advance of last year’s record. Nevertheless, there can be no doubt that certain
forces are at work whose deliberate purpose is to represent some of the
Canadian life companies as bogged in the same mire with the U.S. companies.

Unfortunately, no definite or straightforward charges of mismanagement or
dishonesty have been made against any of the Canadian life companies. We
say unfortunately , because if such charges were made openly, the Com-
panies would have a chance to meet them. As it is, the agents in the field
have to encounter vague suspicions, which are harder to be met than open
accusations.

Our field force can do good service both to themselves and to the public, by
taking every opportunity of dispelling such suspicions, pointing out the wide
diversity between the methods of Canadian and U.S. companies, the superiority
of the Canadian system of government supervision, and consequently, the
impossibility of similar irregularities developing among the life companies on
this side of the border.

The present agitation will soon simmer down. The life insurance business
is founded on so firm a basis, the principles underlying it are so altruistic and
noble in their origin, it has become so important a factor in the world’s
economy that illnatured criticism and slander cannot have any permanent
effect. And as for the baseless insinuations and whispers that are being circu-
lated at present, the most effective and dignified way to deal with ail that is to

Voi. 6, No. 21 Published by the Imperial Lite Assurance Co’y of Canada

wmmmmwmmwmmmwmwwmwsmmmamm

A Voice from the West.

In our last issue, the wish was expressed that the field staff should take a
livelier interest in the Agents’ News, and assist the editor in his efforts to
make it an agent’s paper by submitting- difficulties, canvassing arguments,
new ideas, etc., for publication. The first of our representatives to respond to
that appeal is Mr. J. S. Wallace, Provincial Manager for Manitoba, who
writes as follows :

“ One, if not the strongest, argument to use, in my opinion, is to point out
the very many instances where parties intended to insure later on. But,
unfortunately, death claimed them before they COUld make up their minds
to sign the application and receive their policies. Cases of this kind are
brought home to every insurance agent very frequently.

“ As I write I have just been informed that a friend of mine died suddenly
last night, who, not later than two weeks ago, was in my office and promised
to give me an application before the end of the year. This is only one instance
of many similar cases that is brought before me.

“ It is not only that death may ensue before the good intention is consum-
mated, but in many instances serious illness or accident may unfortunately
occur that might debar one from enjoying the protection such as The Imperial
Life can supply. And my advice to all agents is to press home to prospective
insurers the great importance of insuring when in good health, and not waiting
till calamity overtakes them and thereby debars them the happy thought of
leaving their dependents amply provided for.”

[Mr. Wallace’s argument re the importance of insuring NOW is echoed by a certain
prominent physician, whose words I have now before me. He says :

“ I would strongly urge young men commencing in life to insure early, while they are in
enjoyment of good health and sound constitution, for if they delay too long they may be
attacked by some ailment which will debar them from being accepted by any insurance
society of repute.” — Ed. Agents’ News.]

“An Inspiring’ Example.”

Under the heading “An Inspiring Example,” Office and Field makes the
following timely remarks regarding the present situation in the life insurance
world : —

It has been well said that no other financial system could have withstood
the wild assault of foes without and traitors within, as life insurance in the
United States has succeeded in doing. Never, even in the time of the wildest
misrepresentation or most patent wrong-doing, has there been a suggestion
either that the system had failed or that the great companies representing that
system were now, or could in future become, so weak or so corrupt that they
could not meet in full any demand that could justly be made upon them. This
continuance of perfect confidence at a time when reckless sensationalists are
doing their utmost to produce a panic, is a silent testimony to the soundness
and greatness of life insurance. This is no time for any man representing a
life insurance company to assume an attitude of apology or defence, because of
the errors or shortcomings of any of the men who hold, or have held, high

place in the life insurance world. On the contrary, it is a time to boast that
the very blemishes we see, small though they be, only bring out more clearly
the strength, the perfection of the life insurance system as a whole.

Canadian life agents have an inspiring example in their brethren on the
other side of the international boundary line. It is in the United States that
the present exposure of bad practice is made ; it is by the field force in that
country that the work of overcoming the difficulties due to folly and treachery
on the part of the managers must be done. If we should note amongst these
men signs of discouragement, or of mutiny ag*ainst officers responsible for
present difficulties, it would be no more than we might expect.

As a matter of fact, there seems to be no tendency to waste time and
energy over unavailing post-mortems upon the corpses of defunct errors. On
the contrary, all seem to brace themselves with a determination to overcome
all difficulties and to astonish the world with their gains of the present year.
With the optimism which should characterize every field man they seem deter-
mined to make the very obstacles that have been thrown in their way a means
of improving the road. They find that people are discussing insurance now
more than ever. This means that interviews on the subject of insurance are
more easily to be had ; and your true field man always feels that if he can only
get the attention of the prospeet, he will take his chance of the result.

-x- * * * * *

When the agents in the United States, in spite of all difficulties, can go
on with determination and enthusiasm to realize greater things than ever, the
Canadian field force, with their special advantages, should astonish the country
and themselves with the splendid showing of the latter part of 1905. We too
have a prosperous and intelligent people ; we too have the most modern
inducements that life insurance has to offer ; we too have openings and oppor-
tunities for men who show themselves capable of faithful and successful work.
And we have no exposure of wrong-doing among the great men in the

business. There is not a word to show that any single dollar of money
taken on account of insurance in Canada has been misappropriated
Or misapplied. With the opportunities that are offered, and with the
example of their brethren to the south of the line for their inspiration, the
Canadian field force can, and will, achieve magnificently between now and the
close of the year.

Assessment and Fraternal Insurance.

Imperial agents are continually coming across men who are insured (?) in
assessment societies and will not admit that this kind of insurance is not just as
safe and satisfactory as the legal reserve companies can furnish. The agent
may unfold his “ Assessment Chart ” and point to the many failures among
assessment concerns. He may show that their present rates are utterly
inadequate and may emphasize the fact that they possess the power to raise
these rates at any time. All in vain ! An Ethiopian may change his skin, and
the leopard his spots, but convince a strong “ lodge ” man of the fallacies of
assessmentism ? Never !

Now, a quick witted canvasser will recognize in a twinkling the uselessness
of an argument along the above lines ; for, in many cases, the longer a prospect
argues, the more stubbornly does he cling to his original position. A better
procedure is as follows : —

Agent : You think then that your society insurance is safe enough and that

you are getting it at pretty nearly cost price ?

Prospect : Think so ? Certainly, sure of it, know it, absolutely convinced,

not a shade of doubt, etc., etc., etc., etc.

Agent: Well then, listen to this. You are 30 years old, and pay $1.14

per month to the I.O.F., or $13.68 per year not counting extra dues . Now, if
you dropped your insurance at the end of say 20 years, would the Society pay
you anything?

Prospect : Why, — er — er — no, I don’t suppose it would.

Agent : Of course it wouldn’t. Well our premium on the Ordinary Life

plan is $24.25 ; that is, $10.57 more than the I.O.F. charges. In 20 years, the
difference would amount to 20 times $10.57 or $211.40.

Prospect: Certainly. Just what I was telling you. Your Company charges

just about twice as much as it ought. Now our Society furnishes insurance
at cost price.

Agent: Well, just hold on a bit. You were saying a moment ago, that

your Society would’nt pay anything if you dropped out after 20 years. Isn’t
that right? Now the Imperial Life guarantees $286 if you discontinue at the
end of 20 years, which added to the estimated surplus of $213 gives the total
cash value, viz : — $499. So the transaction really amounts to this. You pay
the same price for your insurance as the I.O.F charges. But, in addition, you
invest a further $211.40 which amounts in 20 years to $499. In other words
you realize a gain of $287.60 or 136% on your investment of $21 1.40.

This is a very strong argument, and not the least commendable feature is
that it does not necessitate running down the Society. The agent does not get
involved in a wordy dispute as to the merits or otherwise of society insurance in
general and thus avoids wounding his client’s sensibilities.

It is evident that the 20 Payment Life or 20 Year Endowment or any other
plan may be substituted in the above argument for Ordinary Life.

Next l

We are looking forward to receiving from our agents during the next fort-
night a large number of communications for insertion in the Agent’s News.
Mr. J. S. Wallace has set the ball rolling and his article in to-day’s issue is
completely apropos. Who will follow in his footsteps ?

And this applies to Life Insurance,

“ But if any provide not for his own, and specially for those of his own
house, he hath denied the faith, and is worse than an infidel.” — 1st. Timothy,

Chap. V, Verse 8.

FOR AGENTS5 USE ONLY

ctmaasaatdxijuuiiwiinm

ess p

mtm

The last valuation of the Imperial Life showed
that in the seven years of its existence the death
losses had been only 49% of those that were to
be expected according* to standard tables of
mortality. The comparison of expense rates that
appears in this issue proves also that very few,
even of the older companies, have added to

their insurance in force at so low a cost as the
Imperial Life, IMPERIALITES ! DON’T FAIL
TO GRASP THESE FACTS.

Vol. 6, No. 22

Published by the Imperial Life Assurance Co’y of Canada

(is-n-05)

A COMPARATIVELY young Company such as
the Imperial Life has one important adP
vantage over its older competitors in the fact
that its death rate for many years remains very
low, on account of the majority of its risks being
select lives. When a new company— in addition
to showing a low death rate— ean compare fav-
orably with other companies in the economy of
its management, then you have a combination
which eannot be beaten.

Interest Earned -Character of Investments,

The following- statement of the interest earnings of Companies operating
in Canada is taken from The Chronicle , of Montreal. We reprint also the
introductory remarks made by The Chronicle, which are deserving of careful
perusal : —

“ We have repeatedl) protested against the ambition being indulged in to show
an exceptionally high rate of interest earnings. The rate of interest as a general rule
varies inversely with the quality of the security. Recent events show the paramount
necessity of regarding the assets of a life assurance company as trust funds of the
most sacred character. This should never be lost sight of in investing these funds.

Investments involving contingent liabilities that may cause a sacrifice of some
portion of the principal, or of the interest during a certain period, should never be
made with the funds of a life assurance Company. To speculate with trust funds is
a breach of trust.

The utmost care should be taken in advancing money on real estate in new districts
whose future is uncertain. There are districts in Canada, w'liich, in their early days,
were most promising, but where houses have now no value and land is of only nominal
value. The mortgages on such properties became a dead loss, but have value as
warnings to injudicious investors looking for high rates of interest.”

RATE OF INTEREST.

Company.

1901

1902

1903

1904

Home

3-94

4.29

3-75

00

q\

d

Crown

3-04

3*°4

3. 10

Union

3-Si

3.18

National

3-35

3.76-

3-87

3.80

Pelican and British Empire

3-93

3-92

4-95

3-84

London & Lancashire

3-94

4-05

4.08

3-9°

Royal Victoria

3-94

3.68

4.07

3-92

Standard

4-23

4.09

4* 1 4

4. 26

New York

4-39

4-43

4.29

Equitable

4-24

4-i9

4.08

4-30

Mutual of N. Y

4-09

4-05

4-32

4-3i

JE tna

4-25

4.41

4-35

Metropolitan

4-^5

4-34

4-54

4-45

Continental

6.27

4-3°

4-43

4-51

Canada

4-47

4.46

4-52

4-53

Sun

4-72

4.87

4.87

4.67

North American

4-45

4-65

4-91

4.69

Sovereign

....

4-74

Manufacturers

4-77

5-°5

4.81

4.81

Confederation

4-56

4-59

4-73

4.81

Travelers

4-72

4.89

4-85

4-97

Mutual of Canada

4-93

5.00

5.02

5.08

Federal

4-94

4.90

4.86

5. 20

Imperial

5.24

5.22

5.22

5.26

Dominion

5-°2

5- 14

5.22

5-54

Northern

4- 11

4-73

4-63

5-56

London

5-59

5.68

5.60

5.62

Excelsior

• S-36

6. 10

5-97

6.43

Provident Savings

4-35

6.15

6.87

6.46

Great West

6.80

6.86

6.60

7.01

2

The rate earned by the Imperial Life, while not the largest, is very satis-
factory ; especially satisfactory when we take into account the high character of
the Company’s investments. The first aim of the Investment Committee has
been to secure investments whose safety should be absolutely above suspicion.
No loan has been considered and no security has been purchased, unless the
Committee was completely satisfied as to the safety of the capital invested. A
point worth noting is that during the last four years the rate of interest earned
bv the Imperial Life has remained almost uniform. If its investments had been
of a speculative nature, the fact would almost certainly have been revealed by
the fluctuations in the Company’s interest rate.

Can You Sell an Annuity?

Of course it is nothing new to say the rate of interest is falling. That has
been observed and remarked upon by everybody during the last dozen years.
Very few first-class mortgages can be obtained to yield more than 5% . The
best bank stocks are being sold at a price to allow of not more than 4% to 4^%
return. The insurance companies have gradually lowered their reserve basis
from 4^% to 4%, from 4% to 3^%, and the day may not be far off when a 3%
reserve standard will be the rule.

Now, Attention Please ! Are the Imperial agents aware that their rate-
books contain particulars of an investment which yields an annual return in
some cases as high as 15 and 20 per cent, on the capital invested ? If you never
knew this before, turn to pages 193 to 196 of your Manual. The table on page
194, for instance, shows that $1,000 invested in the purchase of an Annuity
Bond, will yield to a purchaser aged 74 an annual income for life of $151.80 ;

i.e. 15.18% on the money invested. An investment of $10,000 at the same age
will yield an income of $1,518 a year for life. Similarly at other ages.

Reflect what this means. It means that if a man aged 74 last birthday
paid $10,000 for a life annuity, in 10 years his investment would have earned
$15,180; in 15 years it would have earned $22,770, or more than double the
amount invested. The annuitant would only have to live a little over six years
to get back the sum paid for the annuity.

The Annuity Bond form of investment is especially adapted :

1. To those who desire to make a sure and certain yearly provision for
a dependent ; e.g. a father, or a mother, a sister, an invalid relative. No more
substantial testimony of affection could be afforded than the providing' by such
means for old age, or for supplementing a small income.

2. Where provision is made by will for an annual payment to relatives
or others during life by the purchase of an Annuity Bond for the stipulated
annual sum, the executors or trustees are thus freed from much trouble, and are
able to discharge more easily the important duties of their office. Thus, instead
of being under the necessity of scanning the whole range of the investment
field, in search of a safe and suitable investment, they have an opportunity of
attaining the desired end on far more profitable terms in an absolutely safe
manner.

3. To old people who have no relations or friends to whom their money
might be left, an annuity in a conservative life company should appeal very
strongly. No other investment can possibly be secured to yield them so com-
fortable a return.

3

In conclusion, we are of the opinion that almost any of our agents are
acquainted with persons who have the money to invest, and who might very
easily be induced to invest it in the manner indicated above. In many cases,
the suggestion of an Annuity Bond, once its nature was thoroughly explained,
and understood, would prove very acceptable.

Re Form 144.

Form 144 is the agent’s report that accompanies each application. In some
cases this form is filled out very hurriedly, and where the names of two or more
agents appear on the application, it is often difficult for Head Office to know
who should be credited on the Honor Roll.

Our rule in such cases is to regard the application as joint business and
credit each agent equally. If the agents interested in any particular application
wish another arrangement to be followed, for instance, if only one agent is to
receive credit on the Honor Roll, kindly state so clearly and unmistakably.

Another point. The commission which a sub-agent receives on an applica-
tion must be definitely stated on form 144, as the Agency Department at Head
Office are guided by this form in making out their statements.

Further it should be understood that the percentage of commission
mentioned on form 144 will be rigidly adhered to ; consequently, care should be
taken that there is no mistake in filling out the form.

Life Insurance I Interesting Figures.

In a recent issue of the Montreal Star, there appeared an article under the
above heading*. This article is reputed to be the result of an interview with Mr.
William McCaw, of Montreal, by a Star representative. In order to clearly
point out the iniquitous nature of this article, which looks very much like a
paid-for advertisement, we reprint the article in question.

“ Mr. William McCaw, the insurance man, had something to say to a Star
representative, when he was approached, respecting the report from Ottawa that, at
next session of Parliament, some sort of enquiry would be made into the operation of
insurance companies in Canada. “I take it,” said Mr. McCaw, “that the expenses
of operating these companies might form a good basis for enquiry. Why some com-
panies expend over 50% of their receipts as against 20% or less on the part of others,
would, I think, stand some probing in the interest of the policyholders. I have been
looking into this matter rather carefully ; I have gone to the Official Government
record in the blue books issued from Ottawa. The result has been somewhat aston-
ishing. It establishes that the cost of insurance in the United States, in the majority
of cases, is much less than in Canada. However, I do not want to draw comparisons
on my own authority. Let the figures speak for themselves. They are official.”

Mr. McCaw then handed to a Star representative a compilation from the record
above named.

(Here follows a table of ratios of total expenses to total income of all the
Canadian Life Companies for the year ending December 31st, 1904. These ratios
range from 17.38 to 77.59 percent. The average of the twenty Canadian companies
is stated by Mr. McCaw to be 37.27 per cent.)

“That” said Mr. McCaw “is the Canadian record; and I claim that it is
exceedingly interesting,” especially as Mr. McCaw explained, when contrasted with
the records of the American institutions, as follows :

(Then follows the table of ratio of total expenses to total income ot the twelve
American companies doing business in Canada, which is said to be obtained from the
report to the Insurance Department. Since, however, the American companies only
report their Canadian business to the Canadian Department, the figures of the total
business of these companies must be obtained from one of the American insurance
reports. Mr. McCaw states that the average of the twelve American Companies is
26.48 per cent.)

4

Now, in the first place, the ratio of total expenses to premium income is
not a fair basis for comparing1 the cost of management of any two companies.
It is well known that it costs a much larger percentage of the yearly premium
to secure new business than to pay for the collection of premiums on renewal
business. For this reason, a young company having a very large proportion
of new business as compared with its total business, must necessarily have a
larger ratio of expenses to premium income than an old company having a
large volume of old business, and, consequently, a smaller proportion of new
business.

When, in place of the ratio of total expenses to premium income, we take
the ratio of total expenses to total income, the unfairness is still more
apparent. The total income includes the interest income as well as the
premium income, and the interest income is collected at comparatively no
expense. The interest income constitutes a considerable portion of the total
income of an old company having large accumulation of assets, whereas, the
interest income forms a very small portion of the total income ot a young
company. For this reason, the ratio of total expenses to total income is about
as unfair a method of comparing the expenses of the various companies as
could well be devised.

Mr. McCaw states that the average of the twenty Canadian companies is
37.27 per cent. , and that the average of the twelve American companies is
26.48. In arriving at the averages, Mr. McCaw has added up the various
rates for each company and divided by the total number of companies. Mr.
McCaw must have forgotten the arithmetic which he learned as a school boy, or
he would know that taking the average of averages is absolutely wrong. To
find the average rate for the twenty Canadian companies, Mr. McCaw should
have taken the total expenses and divided this item by the total income of all
Canadian companies.

The result would have shown an average expense rate of 26.58 per cent.
In the same way, the correct average for the twelve American companies is
22.67. Correct averages, therefore, show a difference of less than four per
cent, instead of nearly eleven per cent.

It will also be noticed that Mr. McCaw has taken all the Canadian com-
panies, including young companies, one of which shows as high a ratio as 77
per cent., whereas he has taken only twelve American companies, which have
naturally become well established in the United States before starting to do
business in Canada.

To sum up, Mr. McCaw has used a ratio which takes no account of the
difference in size and age of the various companies ; he takes all the Canadian
companies and compares them with a few well established American companies ;
he uses an absolutely incorrect method of getting the average of the Canadian
and American companies ; and by these absolutely incorrect methods he inti-
mates that the expense rates of the Canadian companies are very much higher
than those of the American companies. If it were possible to obtain sufficient
data as to the exact business of the various companies that Mr. McCaw men-
tions and to make allowance for the relative volumes of old and new business,
IT WOULD PROBABLY BE FOUND THAT THE EXPENSE RATE OF THE CANADIAN COM-
PANIES WOULD BE CONSIDERABLY LESS THAN THAT OF THE AMERICAN COMPANIES.

{From an article published by the Manufacturers Life.)

5

Expenses of Life Companies.

The foregoing article, which is a reprint of a folder issued by the Manufac-
turers’ Life, exposes very clearly the fruitlessness of attempts to show that the
Canadian companies are conducted at a greater expense than American
companies. We have prepared the following statement, based on the Gov-
ernment Blue Books, which will be interesting reading for Imperial agents.
The statement includes the representative Home Companies, and the two most
active British offices in Canada.

Column (i) shows the total expenses of management for the years 1902,
1903 and 1904. Column (2) gives the total renewal premiums received during
the same three years.

We have assumed that the cost of collecting these renewal premiums, and
all other expense connected therewith is 10% ; so that by deducting 10% of
column (2) from column (1) we obtain the expenses in connection with new
business as shown in column (3). Column (4) shows the gain in insurance in
force between 1st January, 1902, and 31st December, 1904, Accordingly, by
dividing column (3) by column (4), we get the average cost of each $1,000
increase in insurance in force during the three years.

It will be observed that the Imperial stands well up on the list, which is
a proof that its rapid expansion has not been secured at an
excessive cost. The companies in the statement which show a lower
expense ratio than the Imperial have without exception been in operation for a
much longer time. In the matter of expense the older companies might be
expected to have an advantage over the younger ones, because the former,
being more firmly established and well organized, should be able to secure
new business much more cheaply. The fact that the Imperial leads so many
old established companies in the above table, in spite of their advantage in
age, speaks well for the economy of its management.

Company

Date of
Incorpor-
poration.

(1)

Expenses of
Management
during 1902,
1903 and 1904

(2)

Total Re-
newal Premiums
collected during
1902, 1903
and 1904.

(3)

Cost of new
business
during 1902,
1903 and 1904.

T (4> •

Increase in

insurance in

force between

1st Jan., 1902,

and 31st Dec.,

1904.

(5)

Average
cost of
each

$1,000 in-
crease in
insurance
in force.

Mutual of Canada . . .

1809

$ 831,781

$ 3,193,784

$ 512,403

$ 8,763,939

58.5

Great West Life ....

1891

616,890

1,321,691

484,721

7,188,896

67.4

Imperial Life

1896

617,768

1,254,457

492,322

7,146,002

68.9

Manufacturers Life

1887

1,120,686

2,943,680

826,318

10,514,777

78.6

Sun Life of Canada. .

1805

2,886,067

7,351,403

2,150,927

22,715,730

94.7

Dominion Life

1889

161,915

388,251

123,090

1,229,011

100.2

Confederation Life . .

1871

952,872

3,169,382

635,934

6,190,612

102.7

Standard Life

1822

454,718

2,138,052*

240,913

2,236,942

107.7

North American Life.

1879

1,073,977

2,818,321

792,145

7,279,259

108.8

Canada Life

1849

2,710,254

7,212,705

1,988,983

17,855,815

111.4

Federal Life

1874

500,293

1,197,257*

380,567

2,989,136

127.3

London & Lancashire

1862

214,199

896,251*

124,574

663,410

187.8

t Since the Blue Books do not divide the premium income of this Company into “first year premiums” and “renewal
premiums,” the assumption was made that the first year premiums averaged $32.50 per $1,000 of paid for busi-
ness. This method gives a close approximation.

6

Honor Roll “A” for October.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

Dr. D. Lowrey, Toronto, Ont

A. McN. Shaw, Montreal, Que .

A. C. Champagne & Co., Montreal.
J. J. Gardiner, Cornwall, Ont. ......

F. B. Springer, Vancouver, B.C. . : . .

J. S. Wallace, Winnipeg, Man

J. P. Beaudoin, Montreal, Que

J. W. Ney, Bracebridge, Ont

J. B. Cooke, Kingston, Ont...

J. F. Best, Brandon, Man

I. Taylor, London, Ont

J. C. Gass, Halifax, N.S

A. LeRay, Montreal, Que

W. M. Rowat, Ottawa, Ont

H. B. Andrews, Stratford, Ont

G. H. Gillespie, Kingston, Ont

Col. A. Fraser, Montreal, Que

A. W. Ross, Portage la Prairie

Jos. St. Julien, Rigaud, Que

A. C. Belle isle, Campbellton, N.B. .
R. H. Robinson, Orillia, Ont

Honor Roll “ B ” for October.

H. McKerracher, Guelph, Ont

D. A. McMillan, Finch, Ont

J. E. Mayers, Bridgetown, Barbados.

W. H. Bessey, Toronto, Ont

C. R. McIntosh, Acton, Ont

Applications.

Rank

Premiums.

Rank.

No. of times
on Honor Roll

26,500

I

1021. IO

I

IO

18,500

2

819. 20

2

2

i5»5°°

3

584.40

3

I

12,500

4

412.20

5

6

10,000

5

442. IO

4

10

10,000

5

333-50

8

7

9>5°°

7

341.90

6

3

9,000

8

339-4°

7

8

9,000

8

238.00

1 1

6

8,000

10

288.50

9

4

8,000

10

267-S5

10

10

7>5°°

12

214.85

J3

9

6,000

1 3

201.70

T4

1

6,000

*3

I 16.60

22

1

5 >500

21 5- 75

12

7

5.000

16

182.80

L5

3

5,000

16

•74-85

16

1

5,000

16

174.70

17

8

5,000

16

163.60

18

1

5,000

16

148.25

19

7

5.000

16

I43-9°

20

5

8,000

1

279-75

1

1

5,000

2

148.00

3

1

4,000

3

254- 10

2

6

4,000

3

146.00

4

3

3,000

5

92. TO

5

1

Leaders of Honor Roll “A” for 1905.

January Dr. D. Lowrey, Toronto, Ont

February J. W. Ney, West Indies

March A. H. Fair, Toronto, Ont

April J. W. Ney, West Indies

May W. H. Seymour, Hamilton, Ont

June A. W. Ross, Portage la Prairie, Man

July J. C. Gass, Halifax, N.S

August F. B. Springer, Vancouver, B.C

September F. M. Slade, Quebec, Que

October.. Dr. D. Lowre)^, Toronto, Ont

$58,500

20.500

25.000

3H5°°

27.000

15.000

23.000

13.000
13,000

26.500

7

Leaders of Honor Roll “ B ” for 1905.

January. . J. B. Waddell, Carleton Place, Out.

February W. G. Morrow, Peterboro’, Ont. . . .

March P. Dumoret & Co., Trinidad.

April C. A. Bourne, Vancouver, B.C

May P. Dumoret & Co., Trinidad

June J- A. Benjamin, Jamaica

July .Manton & Hart, Jamaica

August W. G. Reburn, Toronto

September P. Dumoret & Co., Trinidad

October H. McKerracher, Guelph, Ont

$20,000

8,000

23.000

6.500

8.500

10.000

9>5°°

10,000

8,500

8,000

Standing of Agencies, October, 1905.

I.

Montreal

London 19.

St. Catharines

2.

Winnipeg

1 1.

Bracebridge 20.

Victoria

3-

Ottawa

12.

Stratford

Brockville

4-

Toronto

13-

Orillia

Belleville

5-

Halifax

14.

West Indies

Newfoundland

6.

Kingston

*5-

Calgary 24.

Edmonton

7-

Guelph

16.

Toronto K.

Hamilton

8.

Vancouver

Charlottetown, P.E.I.

Port Hope

9-

Head Office

St. John, N.B.

Pointed Paragraphs.

When an agent has no hope in himself, there is no hope for him.

An upright agent is more than likely to do a downright good business.

Yes life is full of risks — good ones, too. Don’t miss getting your share of
them during the next six weeks.

If you know how to begin with a man, good. If you know where to stop,
better. If when you stop you have his application, best.

The agent who continually advertises his business by personal effort will
find that such advertising pays.

The agent who does things is always the man who gets things.

It is said that everyone has a hobby. Every successful life agent surely has

one.

Wait not for “ luck.” If you do, you will die a waiter and not a life
insurance agent,

Do your hardest and most disagreeable tasks first. Then as you near the
end of the day things will go easier.

Make an unconscious but effective agent of every man you insure. It can
be done and it will pay.

8

FOR AGENTS1 USE ONLY

ONCE MORE

we seize the opportunity of emphasizing a fact, old as the everlasting
hills, obvious as the ABC, and yet, alas, how seldom realized. That
fact is simply this, “ WORK COUNTS.”

That idea has been given expression in this paper times without
number. No doubt, some of our representatives are heartily sick of
having the same old sentiment thrown at them over and over again.
Some of them probably wish that we would forget it. Well we will

forget it just as soon as we are thoroughly satisfied that every

Imperialite realizes the truth of this trite old maxim, and intends to
live up to it.

Until that happy day arrives, we have no intention of allowing
any agent to lose sight of a fact so intimately connected with his own
success. In every department of human activity, the word is true,
that “ WORK COUNTS.” Consciously or unconsciously, every
Imperialite is a living example of the truth of the saying. Some of
our representatives exemplify it in a manner highly satisfactory both
to themselves and us. The steady stream of applications flowing
Head-Offiee-ward is proof positive of their belief in the efficacy of
hard work. Other Imperialites furnish a negative proof of the
maxim’s truth. They evidently believe that work does NOT count,
and the marvellous consistency with which they live up to that belief
has been frequently remarked upon by the Head Office.

Imperialites ! Be workers ! In no other way can you make a
living in life insurance or any other honest business; in no other
way can you expect to gain recognition for whatever ability you
possess. You will advance in your earning capacity, in the confidence
of the Company, in your own self-respect, just in proportion to
your realization of the maxim that

WORK COUNTS.

Another Argument Pro Stock Companies.

Section 14 of the Imperial’s Charter of Incorporation stipulates as follows : —

“The Directors may, from time to time, set apart such portion of the net
profits as they shall deem safe and proper for distribution as dividends or
bonuses to shareholders and holders of participating policies, ascertaining the
part thereof which has been derived from participating policies, and dis-
tinguishing such parts from the profits derived from other sources ; and the

holders of participating policies shall be entitled to share in that
portion of the profits so set apart, which has been so distinguished
as having been derived from participating policies, to the extent of
not less than ninety per cent, thereof.” In other words the shareholders
are entitled to not more than 10 per cent, of the profits under participating
policies.

We have frequently in these columns discussed the question of stock life
insurance companies, and pointed out the advantages enjoyed by policyholders
of these companies, such as : —

(a) Continuity of Management.

(£) Greater Security.

(c) Economical Administration.

(d) Prudent Investment of Funds.

But, the above excerpt from the by-laws of the Company suggests another
advantage pertaining to Imperial policyholders. Briefly stated, that advantage
consists in the fact that the profits to shareholders are made to depend
upon the profits to policyholders. If the profits earned by participating
policies are large, then the shareholders (being entitled to 10 per cent, of such
profits) will receive a larger dividend on their invested capital. On the other
hand, if the profits paid to policyholders are small then the dividends to share-
holders must be proportionately diminished. In short, it must always be to the
interest of Imperial shareholders to make the policyholders’ profits as large as
possible.

This is a strong argument, and can often be used to silence ignorant and
superficial critics who inveigh against stock companies on the ground that they
discriminate against the policyholders in apportioning their surplus.

Beneficiary— where More than One is Named in Application.

Where applications have been received in which the assurance is directed
to be made payable to more than one beneficiary, it has been found that in
many cases the answers to various parts of question No. 4, page 1, of the
application, were inadequate. Probably the most common failing is that
question 4 (/) is answered simply by the word “yes.” The question so
answered, while it makes clear that the applicant desires the assurance payable
to his executors, administrators or assigns, in event of the death of all the
beneficiaries named, leaves in doubt the disposition of a deceased beneficiary’s
share, should one or more of the beneficiaries, but not all, die. In order that
the question maybe comprehensively answered, it is necessary that the answer
should plainly indicate to whom the share of any beneficiary who predeceases

2

the assured will be payable. This will generally be either to the surviving
beneficiaries, or to the executors, administrators or assigns of the applicant.

In answering question 4 (a) the proportion of the assurance to be payable
to each beneficiary named should be stated ; also in answering question 4 (f)
the proportion to each surviving beneficiary if on the death of any beneficiary
such deceased beneficiary’s share goes to the survivors of them.

It is most important that the persons who benefit by the policy should be
those the applicant intended should benefit, and that the extent and manner of
their benefits should be as was intended by the applicant. In order that this
may be effected, and that the application need not be deferred for further
information agents are asked to make certain that the answers to the questions
relating to the beneficiary are in all cases such as will enable the Head Office
to get a clear conception of the applicant’s wishes.

Re Canvassing Literature.

We find that there is still on hand at the Head Office a large supply ot
certain pamphlets, &c. , which should be used up before the close of the year.
If these are left over until next year they will be out of date and, consequently,
useless. If any of the following supplies can be of service to you during the
remainder of November and December, kindly write at once and say how many
you require : —

(1) We have a large number of Annual Reports still on hand. The
Annual Report is one of the best canvassing documents at an Imperial Agent’s
command ; some conservative companies rely upon it almost wholly, and
furnish no other canvassing literature to their agents.

(2) We have on hand some useful leaflets on Assessment Insurance e.g.
“The Dilemma of the Fraternal Orders,” “ Counterfeit Life Insurance,” etc.
Now is the time to use these.

(3) We enclose with this issue a copy of the folder “ 1905, The Most
Prosperous Year in the Company’s History,” which is a brief, but striking
statement of the Company’s splendid progress since its inception. This folder
also should be used up before the end of the year.

(4) We are sending to our principal representatives supplies of two new
folders, “Read, Mark, Learn, etc.,” and “At this Season of the Year.”

The former is a collection of newspaper clippings which, of course, go out of
date very rapidly. The latter is a Christmas pamphlet, and should be used
between now and 25th December.

Concentration.

Mr. Gladstone, when once asked to what he attributed his marvellous
[ success in so many departments of work, replied “ Concentration.”

What is Concentration ?

Did you ever, on a day when the sun’s strength was scarcely sufficient to
warm your cheek, take a magnifying glass in your hand, and by its aid focus
the sun’s rays upon a piece of wood until it burst into flame ? That is an
example of Concentration. The sun’s beams contained just as much warmth
before you produced the glass as after. But at first its heat was diffused ;
afterwards it was concentrated.

3

Did you ever, on a day when all your faculties were restless and
wandering, sit down at your desk and vainly try to do some work, baffled in all
your endeavors to control your aimlessly flitting thoughts, and unable to bend
your energies to any purpose, until at last by virtue of a great resolve you
fixed your mind upon your task, and found it easy? That was a
victory won by concentration. Your mind was just as strong, your thoughts
just as active, when you first sat down, as afterwards. But your energies
required to be centred on one thing, instead of fluttering without aim from
one object to another.

Concentration wins the day in all the avenues of life. None can stand
before the concentrated man. He forgets all except the aim immediately
before him, and centres all his mind upon that and that alone. “ One
thing at a time, and that thing with all my might! ” is his motto. He throws
himself with all his mind into each task that he undertakes. No wonder that
other men who lack this power of concentration, this fixity of purpose, are
outdistanced by the concentrated man.

Concentration wins the day in all the departments of the world’s busi-
ness— life insurance as well as the rest. The agent who will cultivate this
faculty of Concentration cannot fail of success. You will approach a client,
your whole mind bent upon securing the application which you want — and will
gain your purpose invariably, unless the other man’s will is very much the
stronger ; and even then you will triumph if the client does not oppose his will
to yours.

Cultivate this power, then, on every possible occasion. It is a hard thing
to do, to subordinate all minor considerations to the one aim immediately before
your eyes, to curb your wandering faculties when they find it irksome to be
controlled. But, because it is hard, for that very reason it is worth seeking
after. It is so hard to attain that the ordinary man never attains it. So much
the greater will your triumph be, if you secure that which is the secret of all
success — the power of Concentration.

The Agent’s Duty Re Lapsed Contracts.

“ We all realize that each policy that lapses has to be replaced by a live one if the Com-
pany is to show increase in its business, and we all know the great difference in cost to the
Company between placing a new policy and reviving* a lapsed one.

Reviving of a lapsed policy requires very often just as much consistent work on the part
of the agent as writing a party for the first time. When a policy-holder fails to renew his
second, third, or fourth premium, the conscientious agent should immediately ascertain why
he has not,, and if the party is not satisfied with his original contract, then it is the agent’s duty
to do everything in his power to overcome the dissatisfaction; which, generally speaking*, can
only be done by a personal interview*, and if the agent can make clear to the lapsed policy-
holder that the contract is exactly what he made application for, and can satisfy him, then you
will find that that client will not again knowingly allow his policy to lapse, but will stay and
pay, and more, will be a living advertisement to the agent and to the Company.”

The above quotation from a letter of Mr. J. S. Wallace, our Winnipeg
Manager, is worthv of the careful attention of every Imperialite. The agent who
in truly loyal to his Company will, as Mr. Wallace points out, feel that
his duty requires him to take just as much pains in retaining business on the
Company’s books as in writing new business. We know that some agents do
not look at the matter in that light. They argue that it is not in their interest
to spend time in reviving lapsed contracts when they might be earning a higher
rate of commission by writing new business. Such agents are making a big
mistake, and they will discover their mistake some day when the Company needs
a District Manager in their territory, and the}’ find themselves passed over in
favour of some other agent who has taken pains to keep his business in
force.

4

FOR AGENTS’ USE ONLY

HALF of your opportunities for December, 1905, have already
been marked off the calendar, but there still remain two
weeks— fourteen working days —in which to crown the achieve-
ments of the year. The indications are that the record of 1905 will
be the best in the Company’s history— a record that will strengthen
your hands immensely during 1906. All that is necessary now is a
determined, united effort during the remainder of the year. We
issue to you, therefore, our final appeal to throw every ounce of
weight and energy into the campaign during the next two weeks.
From to-day until the close of the year our watchword is:

“NOW OR NEVER”

Re the Agent Without a Policy,

There are some of our representatives who do not carry a policy in the
Imperial Life. Worse still, there are some of our representatives who carry
no insurance at all. What a strange and marvellous paradox ! What an
unrivalled example of glorious inconsistency ! Practical agents — whose chief
occupation in life is to convince men of the absolute necessity of insurance
protection — see nothing incongruous in themselves remaining uninsured.
Imaginative agents — who are accustomed to draw vivid word pictures of the
dangers that beset the uninsured individual — face these very perils themselves
heroically and without a quiver. Conscientious agents — who would shudder
at the very thought of misrepresenting a policy — feel no qualms at com-
mitting the great misrepresentation of palming themselves off as ardent
believers in the benign principle of life insurance.

Much has been said and printed — yea, much has been said which could not
be printed — concerning the nerve of the insurance agent. But verily the half
has not been told. In our estimation, as an example of colossal nerve and
monumental cheek, there is nothing to rival the plain, unassuming A.W.P.
He daily faces fearful odds. He invades all classes of society, assails all
conditions of men. He knows he is handicapped in the battle for business, but
that does not affect his courage for a moment. Even when an antagonist
detects the weak spot in his armour and asks that dreaded question, — “ Are
you insured yourself?” — even at such a critical moment the A.W.P. does not
blench ; he evades the query as deftly as he can, and returns to the charge
undismayed. He probably realizes that further effort on his part will be
unavailing, but he bravely conceals his knowledge of the fact. Even though
the struggle was hopelessly against him from the moment when that chance
shot pierced his armor, yet the A.W.P. refuses to be beaten. All honour to
his tenacity and perseverance, even if we cannot admire the wisdom of his
tactics. If the Agent Without a Policy wins so many battles in spite of the
heavy handicap against him, what might he not hope to accomplish if he had
that fatal hole in his armor patched up ?

Our advice to every A.W.P. in the ranks of the Imperial Life is to equip
himseif with an Imperial Policy. It is an excellent weapon of attack, besides
being unequalled as a defence. An ounce of example is worth a pound of
exhortation. If you can produce your own policy from an inside pocket and
point to the last renewal receipt duly countersigned, you have there an
argument worth an hour of argumentation and wheedling. Take a policy
NOW, before the end of the year. Help to swell the Company’s business and
your own. Prove that you have confidence in the Company you represent.
Then, you won’t be always quaking in your boots for fear some prospect may
hurl the question at you — “Are you insured yourself?”

2

An Ingenious Argument,

As an example of the address and ingenuity displayed by some of our
representatives, we reproduce the following letter received a few days ago from
one of our District Managers :

Stratford, Ont., Nov. 27th, 1905.

Mr. T. Bradshaw , F.I.A. ,

Secretary and Actuary Imperial Life,

Toronto , Ont.

Re Policy No. 510 (J. Johnson).

Dear Sir,—

Replying- to your favor in reference to the additional assurance secured from Mr.
Johnson, I beg to say that when Mr. Johnson applied to me for a loan on the above policy I
assured him at once that the Company would be pleased to accommodate him with the
amount he required, but pointed out to him that by taking the loan he was reducing his
protection by the amount of the loan, and after some further conversation on this point I
advised him to make application for an extra $1,000 of insurance, and make the loan large
enough to pay the premium on the extra insurance, pointing out to him particularly that he
was not only getting the accommodation he required, but was increasing his insurance by
$775, instead of decreasing it.

Faithfully yours,

“ H. B. Andrews,'’

District Manager.

No Shrinkage in this Asset.

It is a matter of common knowledge that when a man dies and his executors
begin to wind up his affairs, there must nearly always be an allowance made in
their calculations for the inevitable shrinkage in the assets of the estate. A
man’s accounts may show him to be worth $10,000 at his decease ; but what
with bad debts, fluctuations in stocks, shrinkage in real estate, delays and
expenses of collection, etc., the ultimate amount of the estate may dwindle to
50% of its book value.

There is one asset, however, which is always collectable, may be turned
into cash without delay, involves no lawyers’ fees and is always at par. That
asset is a life insurance policy. The following letter is a good illustration of
the promptness with which the Imperial Life pays its claims :

Indian Head, Nov. 2nd, 1905.

./. 5. Wallace, Esq.,

Provincial Manager,

Imperial Life Assurance Co.,

Winnipeg.

Dear Sir, —

Allow me to thank you for your Company's cheque for $5000 handed to me in full settle-
ment of claim of policy, under which my husband was insured.

I appreciate very much the prompt payment of the cheque, the same having been issued
by your Company on the same day as the claim papers were received by the Head
Office.

Yours truly,

Jessie Todd.

3

Partnership Insurance.

“There is nothing new in “partnership insurance” — most companies issue joint-life
policies, or some special form of contract, to provide against the contingency of the death
of a partner in a firm. Yet it is an astonishing fact that the small amount of business
transacted under this head proves that the number of agents who follow up the possibilities
of the scheme is very small indeed. We have only met one agent who made this
class of insurance his specialty, and the results he obtained by working it
intelligently were so large as to induce us to endeavour to impress upon our
readers its possibilities as a factor to increase their incomes.

“ Let us examine the position of an ordinary business firm, comprising for the sake of
argument, say, two partners, each having an equal share in a capital of .£20,000. The firm
is, perhaps, newly established, and progressing fast, when, quite unexpectedly, one of the
partners dies. In what position does the surviving partner find himself? He is quickly
called upon to settle, in some form or other, with the deceased partner’s executors for his
half share of the business, worth, without taking into any account the increased value of the
good will, the sum of £10,000.

“If the surviving partner pays out this amount in cash he will probably cripple the
business to such an extent that its future prosperity and progress will be greatly hampered.
He could, of course, raise money by mortgaging the business, but this is always unsatis-
factory, and likely to interfere with the firm’s credit. In any case, the death of a partner in
a firm is almost certain to cause grave monetary inconvenience, and in some instances we
have known it to result in the absolute financial ruin of a previously flourishing concern.

Suppose, however, that while in possession of health and strength, these partners have
had sufficient wisdom and forethought to protect themselves against any such contingencies
by taking advantage of one or other of the many schemes issued by the different insurance
companies. Instead of having to face difficulties or contract expensive mortgages, the
insurance money falls in and quietly settles the whole difficulty. The surviving partner
finds himself in possession of the whole business, with its assets intact, and is in a position
to continue the firm’s career of progress and prosperity.

“*Asto the kind of insurance to take, much must depend upon the individual circum-
stances of each case. Where cheapness is a consideration, a joint-life policy might be the
best. Other firms desirous of making a good investment, while giving themselves insurance
protection, might take a more expensive class of insurance — say, endowment.

“The premium should, of course, be paid from the assets of the firm, and where two
separate policies are taken, each partner should name the other partner as beneficiary.

“We recommend the agents to study this matter carefully, to Write a VigOFOUS letter
to every suitable firm they know, pointing out these facts, and follow it up with
an equally forcible personal interview. Those that do will not, w'e are convinced,
find themselves without remuneration for their work by this time next year.’’

The above quotation is borrowed from an English booklet, “ Hints to
Agents, by an Insurance Specialist.” We commend the subject to the careful
consideration of all our representatives, especially those residing in cities and
large towns. An alert city agent has opportunities in this direction that are
simply boundless ; all that is necessary is hard, systematic work along the
lines suggested in the closing paragraph of the preceding article.

4

Re New Literature.

Readers of this issue will find enclosed copies of several recently printed
forms. We shall be pleased to forward supplies of these to any agent who so
requests. Write for only SO many as you can use, and when the supplies
arrive keep them clean and neat. The forms referred to are —

ist. Folder, giving Table of Premium Rates on the principal With-
j Profit Plans.

2nd. Form No. 464, “ Policy Number 5460.”

3rd. Form No. 505, “ Some Puzzlers.”

Most of our agents are having forwarded to them copies of the
“ Proceedings of the Insurance Institute of Toronto, 1904-5.” There are
some articles in this volume deserving of careful reading. We direct attention
in particular to the paper on page 89 by Mr. Papps, “ The Analysis of Life
Office Accounts,” and that on page 157, “ Life Assurance Advertising,” by Mr.
McMaster. In the latter paper the most important reading for a field worker
is on pages 164 and 165 under the headings, “Company Literature” and
“ Its Use.” While we are on the subject of Company Literature there are
two or three points that might well be emphasized :

First: Never “swamp” a man with literature. Send him only a few
well chosen pamphlets at a time. Note the italics. Agents have been known
to mail a prospect a miscellaneous collection of cards, folders, leaflets, etc.,
embracing every subject in the insurance realm from “ Young Man’s Invest-
ment Policy ” to “ Of Interest to Women.” Select your canvassing literature
carefully, having due regard to the age, sex, financial standing etc., of the
prospect. Don’t confuse a prospect with different plans of insurance ; for
example, by sending an estimate slip on the 20-Payment Life Plan along with
the Company’s pamphlet on the “ Guaranteed Security Endowment Policy.”

Second : If there are particular sentences or paragraphs that you desire
the prospect to read with extra care mark them neatly with red ink or blue
pencil.

Third : Remember that not one application in 10,000 is closed solely
by the use of canvassing literature. You must follow up your letters by a
> personal interview. If you fail in this some other agent will happen along and
reap the harvest where you have sown the seed.

Fourth : Whatever you do, don’t order a large supply of any pamphlet
from Head Office, and then neglect to make any use of it.

6

Kfew Appointments.

The following is a list of the recruits who have recently joined the ranks of
the Imperial Life. May these gentlemen share the success already experienced

by most of our other representatives — a
who is willing to contribute by solid,
interests of a good Company : —

H. E. O’Dell, Farnham, Que.

Thos. Capell, Windsor, Ont.

David Thompson, St. Catharines, Ont.
R. F. Blair, Winchester, Ont.

B. M. Andrade, Spanish Town, Jamaica
E. Knechtel, Stratford, Ont.

J. Francis, Cannington, Ont.

J. Watson, Elora, Ont.

Honor Roll “ A” for November.

success that awaits every Imperialite
honest, persevering’ work to the

H. McKerracher, Paisley, Ont.

W. Grieve, Stratford, Ont.

E. H, Williams, Winnipeg, Man.

W. Goodger, Woodstock, Ont.

S. H Christie, Bracebridge, Ont.

E. W. Williams, Brandon, Man.

J. F. Gilmour, Ottawa, Ont.

G. W. Ryckman, Didsbury, Alta.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

Applications.

Rank

Premiums.

Rank.

on Honor Rolj

Beaudoin & Champagne, Montreal..

$19,000

I

$690.05

I

2

James Coxford, Pembroke, Ont

15, OOO

2

604.25

2

I

S. F. Flatt, Fort William, Ont.

14,500

3

556-65

4

4

W. A. Gibson, St.John, N.B

13,000

4

378.4O

8

3

A. W. Ross, Winnipeg, Man

I 1 , 5OO

5

45 1 • 00

6

9

C. A. Crysdale, Winnipeg, Man

11,50°

5

37i-3o

9

6

Robert Hall, Brandon, Man

1 1 ,000

7

320.00

1 1

5

W. M. Rowat, Ottawa, Ont

10,000

8

574-70

<■>

0

2

J. A. Benjamin, Pt. Maria, Jamaica..

10,000

8

49I-7°

5

1

A. McN. Shaw, Montreal, P.Q

10,000

8

4i3-5o

7

3

C. M. Turner, Calgary, Alta

9’5°°

1 1

356-45

10

8

J. F. Best, Brandon, Man

8,250

1 2

254.40

17

5

0

J. C. Gass, Halifax, N.S

J. H. Macabe, Toronto, Ont

F. B. McRae, Charlottetown, P. E.I.

Dr. D. Lowrey, Toronto, Ont

A. C. Belle Isle, Campbellton, N.B.
Joseph St. Julien, Rigaud, Que.. . .
W. G. Moore, Vancouver, B.C. .

J. F. Gilmour, Ottawa, Ont

bA. A. Bartlett, Charlottetown. P.E.I

F. B. Springer, Vancouver, B.C. . .

Israel Taylor, London, Ont

J. B. Cooke, Kingston, Ont... ....

G. B. Wolhaupter, Wolfville, N.S. .
J. W. Mercer, Bay Roberts, Nfld. . .

John Cawley, Brockville, Ont

N. St. Julien, Rigaud, Que

J. J. Gardiner, Cornwall, Ont. ....
W. H. W. Daly, Winnipeg, Man. .

8,000

*3

285.45

13

10

8,000

13

268.45

15

8

7,5°°

!5

198.25

19

1

7,000

16

292-55

12

1 1

7,000

16

162.30

26

8

6,500

18

192.45

20

2

6,000

19

281.70

14

3

6,000

19

259.90

16

1

6,000

!9

216.60

18

1

6,000

19

157.10

27

1 1

5,000

23

191.90

21

1 1

5,000

23

184.90

22

7

5,000

23

180.25

23

1

5, ooo

23

176.70

24

1

5,000

23

165.80

25

4

5, ooo

23

I53-5°

28

5

5,000

23

152.10

29

7

5,000

23

138.60

30

4

Honor Roll “ B ” fop November.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Applications.

Rank.

Premiums.

Rank.

on Honor Roll

H. McKerracher, Paisley, Ont

$12,000

I

$375-35

2

2

Manton & Hart, Kingston, Jamaica..

11,000

2

939.0°

I

4

J. E. Mayers, Bridgetown, Barbadoes

i 5,000

3

2O4.4O

3

7

J. McGeer, Vancouver, B.C

5, OOO

3

118.25

5

2

L. A. E. Webb, Brandon, Man

4>25o

5

I27.4O

4

1

A. Gowler, Grenfell, Sask

4,000

6

I 17.80

6

1

J. K. Pickett, Toronto, Ont

3, 000

7

114.70

7

2

W. G. Reburn, Toronto, Ont..

3,000

7

I 13. 20

8

5

J. Watson, Elora, Ont

3,000

7

IO5.80

9

1

E. H. Grose, Carberry, Man

3, ooo

7

89.90

10

2

W. D. Mills, Durham, Ont . .

3, ooo

7

83-05

1 1

1

Leaders of Honor Roll “ A ” for 1905.

January Dr. D. Lowrey,

Toronto,

Ont . .

. .$58,500

February J. W. Ney, West

Indies .

. . 20,500

March.. A. H. Fair, Toronto, Ont.

. 25,000

7

April J. W. Ney, West Indies

May W. H. Seymour, Hamilton, Ont

June , A. W. Ross, Portage la Prairie, Man

July J. C. Gass, Halifax, N.S

August F. B. Springer, Vancouver, B.C

September F. M. Slade, Quebec, Que

October Dr. D. Lowrey, Toronto, Ont

November Beaudoin & Champagne, Montreal, P.Q....

Leaders of Honor Roll “ B ” for 1905.

January J. B. Waddell, Carleton Place, Ont.

February W. G. Morrow, Peterboro’, Ont. . . .

March P. Dumoret & Co., Trinidad

April C. A. Bourne, Vancouver, B.C

May P. Dumoret & Co., Trinidad

June J- A. Benjamin, Jamaica

July. Manton & Hart, Jamaica

August W. G. Reburn, Toronto, Ont

September P. Dumoret & Co., Trinidad

October H. McKerracher, Paisley, Ont

November H. McKerracher, Paisley, Ont

3G5°°

. 27,000
. 15,000

23.000
. 13,000

13.000
. 26,500

. 19,000 ,

$20,000
8,000
. 23,000

6.500

8.500
10,000

. 9,500

. 10,000
• 8,500

8,000
. 12,000

Standing* of Agencies, December, 1905.

I.

Montreal 12.

Calgary

23-

Edmonton

2.

Ottawa

Newfoundland

Port Hope

3-

Winnipeg

Brandon

Hamilton

4-

West Indies 15.

Toronto City

Home Office

5-

Guelph

Orillia

27.

Toronto K.

6.

Vancouver 17.

Toronto L.

28.

Victoria

7-

Head Office

Stratford

29.

Peterboro’ County

8.

Halifax 19.

St. Catharines

Bracebridge

9-

St. John

London

Belleville

10.

Ft. William

Kingston

Regina

1 1.

Charlottetown, P. E.I.

Brockville

8

FOR AGENTS5 USE ONLY

ss

Published by the Imperial Life Assurance Co’y of Canada

THE NEW YEAR

With to-day begins the New Year, Nineteen
Hundred and Six. Make it a New Year in the
literal sense of the words. No matter what for-
tune was yours in 1905, resolve now to do
better in 1906. Resolve to write more new
business, to write better business, to allow
fewer lapses, to aeeomplish more revivals than
ever before.

Above all, resolve to work harder this year
than last. Some of you did good work in 1905,
and we are aware of that fact and appreciate
it. But yet there is room for improvement.
The hardest worker in the Imperial’s ranks
will be the first to admit that he did not do as
mueh as he might have done. Let all of us
make the same admission frankly. We ac-
complished mueh in 1905, we will aeeomplish
more in 1908, and the way to aeeomplish more
is by persevering, undaunted, resolute work.

A Prudent Provision.

November 27th, 1905.

Mr. T. Bradshaw,

Secretary,

The Imperial Life.

Dear Sir, — It is with reg-ret that I inform you that I have been notified of the death,
from typhoid fever, of Thomas V. Davis, insured in our Company under Policy No. 1022 1.

I was advised that the death occurred at the Toronto General Hospital on Saturday, the,
25th inst. , at 4 p.m.

I might add that Mr. Davis being* the support of 'a widowed mother, became alive to the
fact that he should carry insurance for her benefit, and without any solicitation on my part,
requested me to call on him, which I did and secured his application. I mention this fact, as
it is a rare occurrence that a young man of this age attaches sufficient importance to life
insurance to seek it.

Yours very truly,

W. E. Kerr,

Special Agent.

[On the above $1,000 policy, only 6 half-yearly premiums of $14.85 each
had been paid when policy became a claim. This, surely, was money well
spent.]

“ Prompt and Business-iiRe.”

Toronto, 13th December, 1905.

John H. Macabe, Esq.,

Agent Imperial Life of Canada,

Toronto.

Dear Sir, — Please accept my sincere thanks for the cheque handed to me for $1,000, |
the assurance on my late son, Joseph P. Callaghan, under Policy No. 4526.

Within 24 hours of the filing of the Claim papers the Cheque was paid. The,
promptness and business-like principles of your Company must recommend it strong-ly to the
public, and place it in the foremost ranks of Companies doing* Assurance business in this,
country. I wish your Company every success.

Yours truly,

T. F. Callaghan.

Re Advertising*.

The attention of our representatives is directed to the following rules
upon the above subject —

(1) Agents must not contract for or authorize the insertion of the Com-
pany’s advertisement in any newspaper., magazine, directory, catalogue or
other advertising medium, unless so authorized by one of the Company’s
officers. See Section 1 of Agent’s Contract, which stipulates that “ the agent
shall have no authority on behalf of the Company to incur any. liability or debt.”

(2) The copy for every advertisement or reading notice must be furnished
by the Head Office, or submitted to the Head Office for approval before
insertion. Agents are expressly prohibited from supplying advertising copy to
newspapers, etc., unless previously approved by an officer of the Company.
(See Section 86 of Manual of Rules and Instructions.)

(3) A copy of every advertisement, reading notice, etc., containing the
Company’s name, when printed, must be forwarded to Head Office.

Some Large Policies.

T'he closing weeks of the old year were rendered noteworthy by the
receipt of an unusual number of large applications, a synopsis of which may
be interesting to our representatives.

in the last issue of the Agents’ News we printed an article on “ Partner-
ship Insurance.” As if to emphasize the possibilities that exist in this branch
of the business, we received soon'after an application for $25,000, on the lives
of Messrs. E. V. Tillson and G. W. Tillson, millers of Tillsonburg, Ontario.
The plan was Ordinary Joint Life, without profits, and it is worth remarking
that we received Cash Settlement for the first premium of $1,157.50.

About the same time Mr. J. S. Wallace sent us from the Winnipeg Office
a $75,000 application on the life of Mr. Daniel Hamilton, of Neepawa, Man.,
carrying a premium of $2,028.75. This too was on the Ordinary Life Non-
Participating. Again the settlement was Cash.

A few days after, Mr. W. H. Seymour, District Manager at Hamilton,
dropped into the Home Office and produced from an inside pocket applications
for $60,000. Of this $50,000 was on the life of Mr. George Glendinning,
Mine-owner, of Cobalt, Ontario, Plan 20-Payment Life, with profits, annual
premium $1,627.50.

No more striking tribute could be paid to the standing of this Company
than the fact that wealthy and successful business men like the above should
place their assurance with the Imperial Life in preference to a score of other
strong and progressive life assurance companies.

A Change in the Horn® Office Staff.

It is with regret that we announce the severance by Mr. J. B. Hall, A. I. A. v
of his connection with this Company. Mr. Hall has been with the Imperial
Life for six years past, doing valuable service, first with the Actuarial Depart-
ment, and for the last two years as Head of the Policy Department. He now
leaves the Imperial to accept an important position with the Dominion Life,
Waterloo. The knowledge of life assurance in all its phases, practical and
theoretical, gained by Mr Hall during his association with our Company,
renders him well qualified to discharge the responsible duties that he is now
undertaking, and we predict for him a most successful career. He leaves the
Imperial Life, accompanied by the good wishes of every member of the staff.

Newly Appointed Agents.

A. W. Parker, Toronto, Ont.

E. P. Holms, Calgary, Alta.

W. J. Ritchie, Vancouver, B.C.

A. N. Stinson, Cayley, Alta.

Robt. Peirce, Brantford, Ont.

W. j. Southern, Fredericton, N.B.

Head Office, December 30th, 1905.

Realizing- that our representatives will be desirous of knowing the results
of the year’s operations, at the earliest possible moment, we have made up to
this evening the approximate following statement and comparisons : —

1904. 1905.

Increase.

Applications received

New Policies issued

Net Cash Premium Income

Cash Interest Income

Total Cash Income.

Total Assets

Insurance in Force

Paid Policyholders and Beneficiaries. . . .

$ 4,580,000.00

4,205,642.00
597,418.87
' 79,466.38

696,885.25
2,404,940.57

17,672,050.00
83,829.05

$ 5,042,649.00

4,536,229.00

680.798.00

123.655.00

804.453.00
2,828,534.43

19,673,414.00

112,431.47

$ 462,649.00

330,587.00
83,379.33
44,121.62
107,500.75
423,593.86

2,001,364.00
28 402.42

The results justify us in congratulating most heartily our field staff as
being perhaps the best associated with any life company. Such magnificent
achievements could not have been accomplished if it had not been that practi-
cally every Imperialite was determined to make 1905 the Imperial’s Record Year.

New business exceeding $4,500,000 ; total assets surpassing $2,828,000 j
aggregate assurance in force of $19,673,414 ; net premium income, $680,798,
at the close of a period of eight years and three months, is a record unequalled
by any other life office in Canada.

Below you will find our record, year by year, since our commencement.
It is an unbroken record of success and one which redounds to the credit of an
earnest and loyal field corps.

AN IMPERIAL RECORD — ONE WHICH HAS NEVER BEEN EQUALLED.

DEC.

31st

NET PREMIUM
INCOME

INTEREST,

DIVIDENDS,

ETC.

TOTAL CASH
INCOME

ASSETS

INSURANCE
IN FORCE

1897.

$32,059.83

$ 5,356.26

$ 37,416.09

$ 338,247.89

$ 1,185,725

1898.

154,946.77

12,464.11

167,410.88

677,061.71

4,169,125

1899.

296,617.08

24,906.12

321,523.20

930,443.28

7,134,625

1900.

258,883.40

35,968.64

294,852.04

1,102,092.24

9,226,350

1901.

308,030.25

52,150.70

360,180.95

1,344,127.61

10,524,731

1902.

409,277.13

71,952.01

481,229.14

1,660,777.19

13,384,119

1903.

493,781.37

83,385.17

577,166.54

2,013,888.47

15,408,442

1904.

597,418.87

99,468.38

696,885.25

2,404,940.57

17,672,050

1905.

680,798.00

123,655.00

804,386.00

2,828,534.43

19,673,414

May the Imperial’s Future Record Even Exeel that

of the Present.

FOR AGENTS5 USE ONLY

JANUARY, 190©,

is half spent. Two weeks have

already elapsed, two weeks more
remain. Is this first month in the
New Year going to be a worthy be-
ginning; of your 1906 record ? In
other words, have you begun work
for 1906, or are you going to wait a
while before getting to work? If you
will take our advice, you will begin
right now— at the very outset of the
year — and make each month count.
You know the old proverb,

WELL BEGUN IS HALF DONE

The Constant Aim

of every loyal life agent, from year to year, should be not only to increase the
amount of new business written but to improve the quality of the new business
as well. In 1906, we hope to see a volume of insurance written by our agents
which will eclipse — in amount if you can do it — but especially in quality, the
record of any previous year. We want new business, and lots of it, for the
interests of every policyholder demand that the Company shall be progressive
and not stagnant. But more important than lots of business is good business.

First of all, the business should be good from a medical standpoint. There
is no use canvassing a man for insurance when you know that he has been
declined by another Company, or that his family history is poor, or that he is
40% overweight or underweight. The Imperial Life does not want that kind
of risks and the agent who writes the business, knowing that it is poor, is liable
to be charged with the medical fee, besides having wasted his time and efforts
on a man who is uninsurable. There are plenty of healthy men in the world,
and Canada has more than her share of them. Canvass the good lives and
leave the others alone.

Second. The Imperial Life wants business that is good financially. When
writing an application, get Cash Settlement if possible. It will be more satis-
factory to the Company and to yourself. If you can’t get cash settlement in
full, secure part cash. A policy is ten times more likely to remain in force if
something has been paid on it. Don’t be too willing to accept a note. The
settlement in most cases depends largely on the agent, and if the agent holds
out for a cash payment, the chances are that he will get it. An applicant who
can’t pay anything on his policy at delivery, is more than likely to never pay
anything on it.

Third. If you want to write a good line of business, you must canvass
among the right class of prospects. Try to insure the “ big ” men in your dis-
trict, the- wealthy men, the influential men, the men who are well thought of in
the community. Don’t waste time chasing after every Tom, Dick and Harry
if you have a fighting chance to secure an application from a bigger man. The
latter, if you- can close him, will pay his premiums and keep up his policy and
prove a source of strength to yourself and the Imperial ; while Tom will pro-
bably refuse to pay his note, and Dick will lapse at the first convenient oppor-
tunity, and Harry, who can’t understand the policy, will say you misrepresented
it. The experience of almost every successful agent has been that it pays to
canvass the best class of prospects.

Inspection of Insurance,

We have sent to our agents throughout Canada, a supply of a leaflet
bearing the above heading, which should prove a very serviceable canvassing
document. This leaflet is a reprint of a special report recently made by Mr.
Fitzgerald, Superintendent of Insurance, to the Minister of Finance, and gives
a very clear idea of the methods which are followed by the Insurance Depart-

2

ment in scrutinizing1 and checking the reports of the different Insurance
companies. The person who takes the trouble to read carefully Mr.
Fitzgerald’s letter can hardly fail to be convinced that the annual Government
inspection, which all Canadian Life Companies are required to undergo, is a
thorough and reliable test of solvency and honest management.

If you are mailing this leaflet to prospects, there is one section of the
report of the Superintendent of Insurance which is well worth marking with
blue pencil, as it states in a, nutshell the object which a good Insurance
Inspection Department should aim at, and which our Canadian Department
claims to have realized. The paragraph in question is found at the foot of
page 7, and reads as follows : —

“ In view of the large number of companies (no) to be visited in a limited
space of time, and the large number of items to be checked, it is not contended
that every error has been corrected, nor every irregularity found out. This
would be an impossibility, even if a much larger staff than our own was
employed in making the examinations. We do contend, however, that no
error or irregularity of any magnitude or consequence has been over-
looked, and certainly none that has in any way affected the solvency of
any company coming under the supervision of this department.”

“Whatsoever a Man Soweth, that Shall He also Reap.”

Sow a thought— Reap an act,

Sow an act — Reap a habit,

Sow a habit — Reap a character,

Sow a character — Reap a destiny.
*******

Sow an interview — Reap an app. ,

Sow an app. — Reap a policy,

Sow a policy — Reap a commission,

Sow a commission — Reap an income.

Get New Applications from Old Policy Holders.

One of the biggest fields of work for our agents, now that the Company’s
insurance in force has mounted up to nearly $20,000,000. , lies among our present
policy-holders. These are men and women who know the value of life insur-
ance, else they would not have taken it out in the first place. They know the
Company’s record and are satisfied with the treatment they have received from
it, otherwise they would not be keeping up their policies. You may assume
that they are good risks ; if otherwise they would never have been accepted by
the Imperial Life. In the case of any policy-holder entered in your register,
you know his age, his occupation, his residence, whether married or not, what
plan of insurance he prefers — in short, you know everything about him neces-
sary for making a canvas. At least one good opportunity offers itself every
-year when he comes to pay the premium on his old policy. Life insurance will
be naturally in his thoughts on such an occasion ; why not nail him for another
application ?

Of course he will say that he carries insurance already, but don’t let that

3

stag‘g‘er you ; you knew that before he told you. If it is true that practically
every man needs insurance, it is equally true that 90% of those who carry in-
surance don’t carry enough. Men earning, say $2000 a year, half of which is
needed to support their family, often think (or pretend to think) that $5000 is a
lot of insurance for them to carry. What utter nonsense ! $5000 invested at 5%
will only yield $250 per year in place of the $1000 which is needed. Or, $5000
at 5% will yield an income of $401.22 per year for 20 years only. And if $5000
is little enough insurance protection, what about the multitudes of men who
carry only a paltry $1000? How far will $1000 go towards replacing the loss
of a wage-earner? These are questions that men ought to face, and it is the
life agent’s business to see that men do face them. Try some of the above
arguments on the policy-holders who figure in your agency register, and see
whether you cannot induce them to do business with the Imperial Life on a
larger scale.

Contributed by the Imperial’s Poet Laureate.

My friend have you heard of the town of Yawn,

On the banks of the River Slow,

Where blooms the Waitawhile flower fair,

Where the Sometime or other scents the air,

And the soft Goeasys grow ?

It lies in the valley of Whatstheuse,

In the Province of Letherslide ;

That tired feeling is native there,

It’s the home of the listless Idontcare,

Where the Putitoffs abide.

The Putitoffs smile when asked to insure,

And say they will do it to-morrow,

And so they delay from day unto day,

Till death cycles up and takes them away,

And their families beg, steal or borrow.

Life Insurance as a Profess ion .

“ I believe that any man of average ability, industry and strength of character can
attain in the insurance business an eminently satisfactory position in life. The calling is one,
above all others, that has the latchstring out for young' men who are beginning life without
special advantages, who are entering the battle — not in automobiles or carriages, or in push-
carts with relatives or friends behind — but afoot.”

The words quoted above were uttered by a man of wide experience in life
insurance, and they are true. The life agent has a business which, in many
ways, is unique in the splendid opportunities that it affords for men of ability
and perseverance. It demands no special training, no long and costly college
course. It requires no capital except industry and honesty. Most other

4

professions are overcrowded, but the life companies have always room for
agents who are willing to work. The life insurance canvasser has no wires to
pull, no combines to fight — his success depends absolutely and only on himself.
Of him it is true, if it is true of any man, that he is the “ architect of his own
fortunes. ”

Compare the position of a man entering upon the life insurance field with
that of a doctor or a lawyer who has just started to practice his profession. The
professional man has paid out a small fortune in fees, besides having spent six
or seven of the best years of his life in studying for his profession. He is now
qualified to earn money for himself, but must look forward to an uphill fig'ht
for many years yet, before he can hope to obtain any considerable return for the
time and money spent upon his education. In a word, he must wait for
clients to come to him — the insurance agent goes after his clients.

And what can be said of the life agent’s field of work ? It is simply
boundless. Lord Strathcona , recently prophesied that, at the close of the
present century, Canada will possess a population of 80 millions, twice as large
as that of Great Britain and Ireland. The Hon. G. W. Ross predicts that a
not far distant census will record a population of 20 millions. Mr. Byron E.
Walker avers that Canada is bound to become the industrial store-house of
the world. These are daring prophecies, but their fulfillment will appear
neither impossible nor improbable to the person who reflects how richly this
country is endowed with fisheries, timber, coal, agricultural products and
water powers. The next 20 years will undoubtedly see great progress made
in the building up of a wealthy and populous Canadian nation, and the life
agents who are on the spot during that period will reap the harvest.

Not only is the field widening from year to year on account of the increase
in population, but also by reason of the gradual education of public sentiment
in favour of life insurance. There are probably some thousands of men in this
Dominion who have never yielded to the persuasive eloquence of the life
insurance canvasser, but their number is steadily diminishing. The day is
1 coming when a life policy will be regarded as indispensable — not optional ;
when every man with a family to protect or a business to secure will consider
life insurance just as necessary as boots or collar-buttons ; when people will
meet their premiums as a matter of course, just as they pay their butcher bills
i and grocer bills. That day has not arrived yet, but it is steadily approaching.

I Life insurance is becoming popular. Any veteran agent will tell you that the
public take a far deeper and more intelligent interest in insurance than they
did twenty years ago. Public appreciation of life insurance has grown
during the past, why should it not continue to grow ?

Finally, our whole argument in one sentence is simply this : life insurance
field work offers great opportunities for the men engaged in it ; no business
will participate to a greater extent in the future prosperity of this country ; in
no other calling is there a brighter outlook for men who are willing to
work and persevere.

5

Honor Roll “ A” for December

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

J. S. Wallace, Winnipeg, Man

W. H. Seymour, Hamilton, Ont . . . .
Beaudoin & Champagne, Montreal..

W. Uglow, Montreal, Que

C. M. Turner, Calgary, Alta

Robert Hall, Brandon, Man

W. E. Kerr, Toronto, Ont

J. H. Macabe, Toronto, Ont

C. A. Crysdale, Winnipeg, Man

J. C. Gass, Halifax, N.S

Dr. D. Lowrey, Toronto, Ont

A. W. Ross, Portage la Prairie ....

H. B. Andrews, Stratford, Ont

F. B. Springer, Vancouver, B.C

S. F. Flatt, Fort William, Ont.

John Cawley, Brockville, Ont

Israel Taylor, London, Ont

J. E. McCuaig, Ottawa, Ont

J. F. Best, Brandon, Man

F. B. McRae, Charlottetown, P. E.I..

E. Knechtel, Stratford, Ont

W. H. W. Daly, Winnipeg, Man. . .
H. B. McBain, Peterboro, Ont ...

W. A. Gibson, St. John, N.B

A. Barnes, Bay Roberts, Nfld

Honor Roll “ B ” for December.

No. of times

Applications. Rank Premiums. Rank, on Honor Roll
$80,000

61 .000

23.000
20,000
I 8,500

16,000

16,000

15’5°°

I4»5°°

I3>5°°

1 1 ,000

1 1 .000

10.000

9>5°°

9.000

8,500

8.500

8.000

7.000

7.000

6.500

6.000

6.000

5>5°°

5.000

j

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Applications. Rank. Premiums. Rank, on Honor Roll

R. E. Brett, Victoria, B.C $8,500 1 $196.30 1 3

0

I

$2,192.75

1

8

2

2,063.00

2

5

3

LI4I-35

3

3

4

839-50

4

2

5

726.95

5

9

6

526-35

8

6

6

475-05

9

3

8

634-25

6

9

9

419.85

12

7

10

628.95

7

11

1 1

428.00

10

12

1 1

420.70

1 1

9

J3

261.70

17

8

14

353-50

13

12

r5

268. 20

16

5

16

286. 70

r5

5

16

254- 25

18

12

18

3I5-3°

J4

4

!9

253-4o

*9

6

19

179.40

24

2

21

J79-95

23

1

22

240.70

20

5

22

i98-5°

22

4

24

237-35

21

4

25

i58-5°

25

1

Leaders of Honor Roll “ A ” for 1905.

January Dr. D. Lowrey, Toronto, Ont

February J. W. Ney, West Indies

March A. H. Fair, Toronto, Ont

April J. W. Ney, West Indies

May W. H. Seymour, Hamilton, Ont

June. A. W. Ross, Portage la Prairie, Man

July J. C. Gass, Halifax, N.S

August F. B. Springer, Vancouver, B.C

September F. M. Slade, Quebec, Que

October Dr. D. Lowrey, Toronto, Ont

November Beaudoin & Champagne, Montreal, P. Q

December J. S. Wallace, Winnipeg, Man

$58,500

20.500

25.000

3H500

27.000

15.000

23.000

i3j°°°

13.000

26.500

19.000

80.000

Leaders of Honor Roll “ B ” for 1905.

January J. B. Waddell, Carleton Place, Ont.

February W. G. Morrow, Peterboro’, Ont. . . .

March P. Dumoret & Co., Trinidad.

April C. A. Bourne, Vancouver, B.C

May P. Dumoret & Co., Trinidad

June J- A. Benjamin, Jamaica

July Manton & Hart, Jamaica

August W. G. Reburn, Toronto, Ont

September P. Dumoret & Co., Trinidad

October H. McKerracher, Paisley, Ont

November H. McKerracher, Paisley, Ont

December R. E. Brett, Victoria, B.C..

$20,000

8,000

23.000

6.500

8.500

10.000

9>5°°

10.000
8,500
8,000

12.000
8,500

Standing of Agencies, December, 1905.

I .

Winnipeg

12.

Toronto City

Peterboro’ County

2.

Hamilton

13*

West Indies

23-

Guelph

3-

Montreal

T4-

Toronto L.

24.

Orillia

4-

Head Office

Newfoundland

25«

Kingston

5-

Ottawa

Ft. William

St. Catharines

6.

Stratford

17*

Victoria

27.

Edmonton

7-

Calgary

18.

Brockville

Belleville

8.

Halifax

London

Home Office

9*

Vancouver

20.

Charlottetown

3°*

Port Hope

10.

Brandon
Toronto K.

21.

St. John

Regina

Re the Honor Roll.

Take off your hats to Messrs. Lowrey, Springer and Taylor. All three
completed 1905 without missing the Honor Roll in any month. And they were
usually well up on the list too.

Mr. R. E. Brett is in a class by himself this month.

7

This is the first time, since the Honor Roll was started, that any agent has
been on the Roll twelve months in any single year. In 1902, Mr. A. W. Ross,
of Portage la Prairie had 11 times to his credit, Mr. A. S. Wickware, of
Ottawa, next with 10 appearances. In 1903 Mr. Ross again scored 11 times,
Mr. J. S. Wallace, of Winnipeg, second with 9. In 1904, Mr. J. C. Gass, of
Halifax and Mr. J. J. Gardiner (then at Smith’s Falls) both attained the Honor
Roll 11 times, Dr. Lowrey closely following with 10 appearances. Last year
we had three representatives who scored every month. May the number be
larger in 1906 !

Mr. J. C. Gass very nearly did the trick in 1905. This is the second time
that he has been almost successful. We expect him to win on the third
attempt, which according to the proverb is always lucky.

Honor Roll “B” might have been larger this month. It might also
have been smaller, as the Optimist on the Head Office staff remarked.

Pointed Paragraphs

When Alexander sighed for more worlds to conquer, he had no idea of the
life insurance business.

The agent who is ever looking for a soft snap will be apt to come across
many a hard spot and may fall upon one.

It is only in novels that men achieve fame and fortune in a day. In real
life they must work hard and long for either of them.

Think before you act-— always. But don’t think too long' before you
act — ever.

If you haven’t sufficient confidence in your own ability to branch out after
business, do you expect other people are going to confide in you ?

C.O.D. “ Cash on Death,” that is what a good life insurance policy
always was, is, and always will prove to be.

Some agents waste half their wind in blowing a spark into flame and the
other half in blowing it out.

The word “agent” is derived from a Latin word, which means to act,
to stir, to hustle, and yet one sees men holding' down office chairs every day
who think they are agents.

When you hear that an insurance agent is “lucky,” you may be certain
that he is an industrious and zealous hustler.

Beware of lapses — lapses linguae especially. Such are often impossible to
reinstate.

Adversity is a great educator, true enough,
family to be educated that way is inhuman.

8

But the man who leaves his

'ZmsEBsamazz

Published by ihe Imperial Life Assurance Co’y of Canada

A WONDERFUL RECORD

FOR AGENTS’ USE ONLY

It must be understood that these comparisons are
not published with a view to belittling our competitors.
In making the comparisons contained in this number
our object is simply to draw attention to the unpar-
alleled success of the Imperial Life— a success whose
magnitude can hardly be realized, unless illustrated
by some such method as thattgwhich [we have
adopted.

In this number of the Agents News we print several |
comparisons which will be of interest to our repre-
sentatives as showing the extraordinary progress
which the Imperial Life has made during the eight
years of its history. We have divided the different
Canadian Life Companies into three classes. 1st. Those
that are older than the Imperial Life, and which carry
more than $20,000,000 of business on their books;
2nd. Those that are older than the Imperial Life, but
have not yet reached the $20,000,000 mark; 3rd. Those
companies which like the Imperial Life have come into
existence during the last ten years.

A Wonderful Record.

(i) Only seven Canadian Companies have more than $20,000,000 of
insurance in force. All of these were in business years before the Imperial
appeared upon the scene. In spite of the fact that the number of Canadian
Companies in the field has almost doubled during- the last ten years, and in
spite of the increased competition resulting therefrom, the Imperial Life has
nevertheless reached the $20,000,000 mark in far shorter time than any other
Canadian Company.

Company.

Commenced

Business.

Government r
Report for
Year.

Insurance in
Force at that
Date.

Time required
to write
Approximately
$20,000,000.

Canada Life

Aug. 1847

1879

$19,061 ,000

Years.

32

Mos.

4

Confederation

Oct. 1871

1890

19,312,000

J9

2

Great West

Aug. 1892

I9°3

18,024,000

I I

4

Mutual of Canada

In 1870

i895

19,312,000

25

North American

Jan. 1881

1897

18,946,000

16

1 1

Sun Life

May 1871

1891

*9>437>ooo

20

7

*Manufacturers • • • \

*Temp. & General./

Aug. 1877
Apr. 1886

1897 f
1897 \

19, 128,000

22

0

Total for 7 Companies ....

133,220,000

i37

4

Average for each Company.

i9,°3i,428

19

7

Imperial Life

Oct. 1897

1905

19,673,000

8

2

*These are now one Company, and we have therefore bracketed them together in the
above statement. At December 31st, 1897, their amounts of insurance in force were
respectively $11,867,000 and $7,261,000.

(2) These Companies are all older than the Imperial Life, but they have
been overtaken and passed by this Company, as the following figures will
show. The official returns of these Companies for 1905 are not yet available,
so we have been obliged to make use of the figures given in the Government
Blue Book, as at 31st Dec., 1904 : —

Company.

Commenced

business.

Government
Report lor
Year.

Insurance in
Force at
that Date.

Duration at 1
31st Dec., 1904.

Dominion Life

July

1889

I9°4

$ 5,654,000

Years.

15

Mos.

5

Excelsior Life

Oct.

1890

I9°4

7,643,000

14

2 3

Federal Life

June

1882

T9°4

16,048,000

22

6 ]

Home Life

May

1892

I9°4

3,949,000

12

7

London Life

July

1874

*9°4

8,223,000

3°

5

Northern Life

July

1896

I9°4

4, 1 23,000

8

5

Royal Victoria

Sept.

1897

I9°4

4,204,000

7

/>

3

Imperial Life

Oet.

1897

1904

17,672,000

7

2

(3) During the last ten years, seven Companies besides the Imperial
have entered the Canadian life assurance field. It is a remarkable

2

fact that their combined results do not equal the record of the Imperial Life in
any one of the items mentioned in the statement below.

Company.

Commenced

Business.

In Busines.

Assets.

Reserves.

Interest

Income.

SURPLUS

Deficit!

At Dec. 31)04..
National Life . .

June 1899.

Yrs.

5

Mos.

6

$34I>I34

$320,389

$10,041

87,631!

Crown Life ....

Sept. 1901 .

3

4

165,085

i5i,627

2,789

93,234t

Continental Life

Nov. 1899.

5

2

379.056

269,342

12,402

68,873-j-

Sovereign Life.

Mar. 1903.

1

10

245.650

77,326

5>8i7

4,716*

Union Life ....

July 1902.

2

6

164,844

53>°7 5

3,°47

4,610*

Northern Life . .

July 1896.

8

6

485,083

31 U326

20,323

4°,°93t

Royal Victoria .

Sept. 1897 .

7

4

444-437

368,474

*4>244

1 30,837 1

Total

34

2

$2,225,289

31, 551, 559^

$68,663

41 L342t

At Dec. 31)05.

Imperial Life. .

Get. 1897

8

2

2,828,534

2,064,099

123,655

188,431*

* t The figures marked (*) denote Net Surplus over all liabilities. The figures marked
(t) denote a deficit or impairment of capital. It will be noticed that only two of the seven
companies besides the Imperial show a net surplus, while their aggregate impairment of
capital amounts to $41 1,342. The Imperial Life has never had a deficit, and its surplus at
31st Dec., 1905, was the largest in its history.

“Did Not Think Much of Insurance as an Investment.”

Hamilton, Jan. 16th, 1906.

T, Bradshaw , Esq., Secy The Imperial Life.

Re Policy No. 6280-D. W. Gunn.

You will ’remember that about two months ago the assured demanded the cash
surrender value under the above policy, and a cheque was issued for the amount. It is with
regret that I have learned that he died very suddenly with typhoid fever at St. Thomas
during the Xmas holidays. This policy was taken out in October of 1901, and with difficulty
I secured the payment of premiums due in 1903 and 1904, as the assured informed me that he
did not think much of insurance as an investment. When he advised me recently of his
intention of taking the cash surrender, I was hopeful of again securing the premium in view
of past experience, but unfortunately he was determined about the surrender this time,
although I wrote him several letters. His untimely death is particularly sad from the fact
that he leaves a widow and babe. This is another evidence of the uncertainty of life, and
illustrates how important it is to continue one’s insurance.

Yours very truly,

W. H. Seymour.

District Manager.

New Application Forms.

It has been decided to divide the application form into two parts — Part 1
relating- to the statements made by the applicant, arid Part 2, relating to the
medical examination.

Hereafter kindly follow out the instructions now given : —

(1) As soon as application for assurance has been made, and the

applicant has signed Part 1, forward that Part immediately, direct to the

3

Head Office of the Company, or to the District or Provincial Manager,
according as agents have been accustomed to transact their business
direct with Head Office, or through District or Provincial Managers.

(2) Following the signing of the application, the agent will imme-
diately communicate with the examining physician, making an appointment
for the examination of the applicant, and leaving with the doctor a copy
of Part 2, if the doctor has not a blank in his possession. The examining
physician will, as soon as he has completed Part 2, despatch the same
direct to the Head Office of the Company. The Company’s examiners
have been instructed that their reports are, in every case, to be regarded as
confidential, and must under no circumstances pass through the agent’s
hands, or the hands of any other person.

(3) In the case of female applicants, it will no longer be necessary to
fill out Supplementary Form 71 as formerly. Instead, the agent must
complete “ Part 1, continued,” on the back of the application form, and
have applicant sign the same.

(4) Destroy all of the old forms of application immediately on receipt
of the supply of the new form, which is being forwarded to you. We
have also supplied our examiners with copies of Part 2, and envelopes
addressed to the Company in order that they may mail Part 2 direct to
the Head Office.

Kindly give the Head Office your assistance in carrying out the new order
of things, which has for its object an improvement in the medical selection of
applicants.

Name six good reasons for insuring one’s life. Ans. — “A wife and five
children. ”

Private Friends’ Reports.

Some of our agents make good use of Private Friends’ Reports — others
don’t. Some agents use them to secure introductions, to advertise themselves
and their business ; other agents regards friends’ reports as simply a waste of
postage.

First . When you are filling out an application and come to question 7,
don’t write down the first name that comes to the applicant’s mind. Stop a
moment and explain to your client that he would be doing you a favour by
naming as references two persons who not only know him intimately, but who
also need insurance, could pay for it, and might perhaps be influenced by his
example. In ninety-nine cases out of a hundred, your client will be quite
willing to assist you in this indirect way, and will often take considerable pains
in counting over his list of acquaintances in order to select two who might be
willing to consider an insurance proposition.

Second . Usually the applicant will have no objections to giving you
information regarding the friends whom he names as references. In such case,
be sure to make enquiries regarding

(a) Age.

(£) Financial standing.

(c) General health.

(d) Any previous insurance ?

(e) Married or not?

4

Third. Don’t mail the friends’ report to the friend. Call yourself and
have it filled out. You have written Mr. A’s application ; Mr. A has referred

you to Mr. B for friend’s report ; you are anxious to have the transaction
completed as soon as possible, and to save time have yourself called on Mr. B.
with the form *to be filled up by him — what could be more natural ? The
subject of insurance being- already uppermost, what more natural than that you
should ask Mr. B. whether he carries any himself, etc. ?

Fourth. With the information previously obtained from A regarding B’s
age, financial standing, etc., you ought to be able to decide beforehand upon
the plan and amount which should be canvassed. That is always an important
matter. An agent’s chances are increased fourfold if he can, without beating
about the bush, go straight to the point and lay before his prospect at the
outset the very proposition that is most likely to interest him.

JoEr 'Lastly, This method, if zealously followed up, will furnish the agent with
an endless chain of prospects and secure him all the introductions he desires in
the easiest and most natural manner possible. It enables him to make the
most of his successes ; to make one application the means of securing
another. It affords him a good opportunity of approaching his prospects
tactfully and intelligently instead of blundering upon them blindfold — a mistake
that has spoiled the chances of many an agent. Try this system and see how
it works. Many Imperialites have been employing it with success for years.

“Grateful forT the Advice.”

Israel Taylor, District Manager ,

Imperial Life Assurance Co., London.

London, January 16th, 1906.

Dear Sir, — I wish to acknowledge [with many thanks the receipt of your Company’s
| cheque for one thousand dollars in full payment of policy on the life of my son, Charles, who
died in Battleford hospital of typhoid fever on the 4th inst., at the early age of 22 years.

I am especially grateful for your advice to him only last July to take this insurance,
ij never thinking that so soon afterwards his mother would receive such a substantial benefit on
account of his death.

I also appreciate very much the prompt settlement of claim, the check being received
within two days after claim papers were completed by me.

Sincerely yours,

Susan Thompson.

)

s

e

IS

A

>0

el

A Good Contract to Canvass.

We carry a policy on our books, taken out in 1902 by a certain young
man, premium at age 20. He has agreed to pay us in premiums, if he lives,
$1,471.50. Injreturn the Company furnishes him insurance protection up to
age 60, when it|guarantees a Cash Surrender Value of $2,019. That is, the
assured has a guarantee of $547.50 more than he pays in premiums, to say
nothing of 40^years insurance protection absolutely free.

No, this is not an endowment policy. It is just an ordinary 15-Payment
Life contract — exactly similar to numbers of other policies that we carry on
our books — exactly the same policy that we are willing to issue to any person
who can pay his premium and pass a satisfactory medical examination.

5

The annual premium at age 20 for $3,600 on the 15-Payment Life Plan is
$98.10 ; aggregate premiums in 15 years $1,471.50.

At the end of 15 years the Guaranteed Cash Surrender value is $1,290.*

20

22

25

30

35

40

45

^o

i,4i3-

1,464-*

I,551-*

1,698.*

1,857-*

2,019.*

2,178.*

2,33!-*

etc.

etc.

After the 15th year, the assured has no more premiums to pay, but he
continues to enjoy full protection of the policy which goes on increasing in
value from year to year. Whenever he desires to discontinue the policy, he can
do so by simply withdrawing the Cash Surrender Value. There are also the
surplus earnings to be taken into account. For instance, if the Accumulative
Surplus Period were 20 years, the assured would receive the first payment of
surplus, estimated at $615, at the end of 20 years ; and every five years there-
after he would receive an additional allotment of profits.

Suppose the assured continues his policy until age 60, and then decides to
surrender it. His account with the Company will stand as follows :

$3,000 Insurance Protection for 40 years, worth . , . . .$2,100.00
-(This may be roughly based on the 10-year term rate "at
average age 40).

Surplus at end of 20 years, estimated 615.00

(without considering further payments of surplus made every
five years after completion of A.S.P.)

Cash Surrender Value at end of 40 years, guaranteed. . 2,019.00

Total Value of Benefit received .$4,734.00

Compared with total premiums paid 1,471.50

Gain to the Assured 3,262.50

No one will deny that the above policy makes a remarkably good showing.
Equally good results may be obtained on almost any 15 or 20-Pavment Life
policy, while the 5 and 10 Payment plans show up even better. The illustration
given above suggests one of the strongest arguments in favor of a Limited
Payment Life Policy — its remarkable flexibility. An endowment matures at a
specified age — agreed upon 20, 25 or 30 years previously. It cannot be
continued beyond that age, except by a special medical examination. On the
other hand a Limited Payment Life policy may be continued as long as the
assured desires — no further premiums to pay after the first 10, 15 or 20 years,
as the case may be — the policy increasing in value each successive year —
additional payments of surplus every five years after the expiry of the A.S.
Period — and may finally be converted into an endowment at whatever age the
assured may select by simply withdrawing the Cash Surrender Value.

*See rate-book, pages 21-27, for explanation of the manner in which these cash surrender values are
calculated. For instance, the value at the end of 22 years of a 15-Payment Life policy taken out at age 20 is
obviously the same as the value of a paid-up life policy at age 42, and therefore the same as the value at theend of
20 years of a 15-Pavment Life policy taken out at age 22 ; that is $488 per M., or $1,464 per $3,GC0 policy. Similarly
the value at theend of 40 years of a $3,000 policy taken out at age 20 is the same as the value at the end of 20 years
of a $3,000 policy taken out at age 40, i.e. $2,019.

6

Big Things for 1906.

The Secretary wrote a few days ago to the Company’s principal
representatives all over the Dominion urging them to make an effort to have
their names appear on the Honor Roll every month during the coming year.
The replies received thus far are exceedingly encouraging and glow with a
confidence and hopefulness that augur well for 1906. We reproduce below a
few typical extracts from some of these letters

W. J. Southern , Fredericton , N.B. :

“ I do not consider the request of the Company from each representative

too high, and I trust to do even better than that. I have my work and

districts mapped out, and it will be my endeavor to appear on the Honor Roll
each month.”

Richard Marshall, Toronto :

“ It will be my aim for 1906 to have my name appear on the Honor Roll

twelve times I feel confident it will be there at least nine times, as

prospects never seemed better in my experience in the insurance business.”

H. B. Andrews , District Manager, Stratford, Ont.

Replying to your favor of the 15th regarding my aim for 1906, I beg to
state that since the beginning of the year I have been thinking that with my
much improved organization I would be able to secure from this district at
least $150,000 of accepted business.

H. B. McBain, District Manager, Peterboro .

“ Shall put forth my best efforts during the year to obtain acceptable

applications for an amount of $5,000 each month As your

representative, and also as a policyholder of the Imperial Life, I am very much
pleased with the showing of the Imperial Life for 1905.”

John C. Gass, Provincial Manager, Halifax :

“Am in hopes that my name shall appear on the Honor Roll each
succeeding month. I am of the same opinion that it is not only well but
necessary to have an aim, and our aim from this quarter is to excell or surpass
any previous effort.

E. Knechtel, Stratford, Ont . .■

“ It is my aim to secure the necessary applications so as to have my name
appear on the Honor Roll every month, and I will do my best to have it there.”

Israel Taylor, District Manager, London :

“ As I was fortunate enough to be on the Honor Roll each month during
1905, I certainly do not intend to go back on that record, as I consider it only
a very moderate request on the part of the Company, which it should be the
aim of every Imperialite to accomplish at least. You may rest assured that I
am doing what I can to advance the interests of the Company every month of
the year, and have the pleasure of feeling that I am not considered a “ bore ”
in- the community in which I live.”

Charles V. Calderwood , Atherley, Ont.

“ I think, with the outlook that is before us, I will be able to place
! $60,000 of business with the Imperial Life in 1906.

: J. F. Best, District Agent, Brandon, Man. :

“ Any Imperial agent should complete the amount which you mention in

7

your letter if he is an insurance man at all. Am hoping to do a little more
than that anyway, and feel sure I can do it.”

Joseph Lawson, District Manager, Guelph, Ont. :

“ I quite agree with you that it should be the object of every

representative of the Imperial Life to have an aim before him. I

should, on the ground that I cover, be able to secure at least $150,000.”

C. A. Crysdale , Winnipeg, Man.:

“ My pace has been set at $4,000 a week for 1906, and while some weeks
may be short, I expect to send in $200,000 good business before January 1st,
1907. Have secured $14,000 so far this month, some of which has been
forwarded, and the remainder will go forward this week.”

R. E. Brett , Victoria, B.C.:

“ I feel safe in saying that the outlook here is better than it has been for
the past few years, and the business I was able to produce in December is, I
think, an evidence of that fact.”

Agents’ Work Appreciated

44 On motion of Mr. Baird, seconded by Mr. Moore, it was resolved
that the thanks of the meeting be unanimously tendered to the Pro-
vincial Managers, Inspectors and Agents of the Company, for their
efficient service for the year 1905.”

The above quotation extracted from the minutes of the Company’s annual
meeting is here reproduced by special request for the purpose of laying stress
upon the fact that the labors of our representatives are recognized and appreci-
ated by the Directors and Officers of the Company. It would be difficult to find
another life assurance company in Canada that can boast so loyal and able a
band of field workers as the Imperial Life. Our Company has had an unparel-
lelled career ; its growth and expansions have never been rivalled by any
Canadian Life Company in an equal period of time ; for all this, the credit must
be mainly attributed to the field staff.

The Head Office recognizes also that the life agent’s path is not always
strewn with roses. If it is true that life insurance soliciting offers magnificent
opportunities for men of ability and character, it is equally true that there are
many difficulties and real discouragements that life agents have frequently to
encounter. Perhaps there was never a time when that fact was more painfully
evident to some of our agents than during the last year. The disclosures that
took place in 1905 of gross abuses in the monster U.S. Life Companies, had the
natural effect of arousing among Canadians a feeling of distrust in regard to the
Canadian Companies as well. The home companies were made to suffer for
the sins of their competitors across the line, and many a Canadian agent has
been disappointed in the hope of landing a good risk, by the scare editorials
of some of our daily papers.

In spite of all. these false alarms, in spite of an agitation which completely
demoralized the insurance business in the United States and temporarily upSet
the calculations of the Canadian companies, the representatives of the Imperial
Life not only equalled the record of the previous twelve months, but actually
made 1905 the banner year in the Company’s history. That is an achievement
of which the Imperial Life is justly proud, and the thanks of every shareholder
and policyholder of the Company are due to the field workers whose faithful and
loyal efforts were responsible for such a result.

8

FOR AGENTS’ USE ONLY

Published by the Imperial Lite Assurance Co’y of Canada

AIM AT THE BULL’S-EYE

EVERY MONTH

Aim at the Bull’s Eye.

At the rifle ranges when a marksman is shooting, he does not aim at the
target. That seems a very odd statement to make, but it is true. A good shot
never aims at the target ; he aims at the bulPs-eye. His object is not simply to
plant a bullet somewhere inside of the big circle. The bull’s eye is what he is
aiming at, and he pulls no trigger until he has his sights in a line with that little
spot in the centre of the ring. All the other circles fade out of the perspective
of his mind’s eye, and the one little spot looms up alone in his vision.

Two things are evident. The first is that the marksman is ten times more
likely to hit the target if he aims at the bull’s-eye. The second is that he is
ten thousand times more likely to hit the bull’s-eye, if he aims at the
bull’s-eye.

NOW— Every lmperialite wants to hit the target, that is, he wants to write I
business. And what we are trying to emphasize is the importance of
aiming definitely at the bull's-eye , i.e. the Honor Roll, instead of blazing away
at random. Too many agents lack an aim. They make up their minds in a
general kind of way to write some business each month, but if they would
definitely aim at making the Honor Roll, their records would be far better.
And when we speak of an agent aiming at the Honor Roll, we don’t mean
aiming in a hopeless kind of way as a short-sighted man would fire at a 600-
yard target. Aiming is a difficult matter. It requires perseverance, and
patience and pains before the rifleman gets a good aim at the mark. And in
the same way, no agent can be said to have aimed at the Honor Roll unless he
has made a hopeful, deliberate, persevering effort to write his $5,000 in four
weeks. The man who starts out by saying “ I can't" is very likely to end by
saying “ I didn't." If a man declares bravely and soberly “/ will," the chances
are that before long people will be saying of him, “ He did."

Where there’s a wil! there’s a way.

A Few Facts.

(1). The record of the Imperial Life has never been equalled in the history
of Canadian life assurance.

(2). The Imperial Life was the 14th Canadian company to enter the life
assurance field. In eight years and three months, it has overtaken and passed
seven of its competitors, so that there are now only seven Canadian companies
that have as large an amount of assurance in force. Theirjages range from four-
teen to fifty-nine years.

(3). During the last ten years, the Imperial Life and seven other life assur-
ance companies have been incorporated. Two of them are older than the
Imperial Life. The following is a comparison of the Imperial’s standing as
at 31st December, 1905, with the combined records of the seven other companies
(using the latest figures available, viz.: 31st December, 1904.)

Imperial Life

In business 8 years, 3 months

Total Assets $2,828,534

Total Reserves 2,064,099

Interest Income 123,655

Net surplus over all liabilities 188,431

Impairment of Capital None

7 Companies combined
34 years, 2 months
$2,225,289

L55L559
68,663
None
41 1 >342

2

(4) . The Imperial Life is the only company organized during- the last ten
years that has paid profits to policyholders.

(5) . According to the Act of Parliament which authorized the incorpora-
tion of the Imperial Life, ninety per cent, of the profits from participating
policies belong to the policyholders. The Imperial thus combines the strength
of a Stock Company with the liberality of a Mutual Company.

(6) . Since ten per cent, of the profits from participating policies belong
to the shareholders, it is manifestly to the interest of the shareholders to make
the profits on participating policies as large as possible. They will naturally
do all in their power to promote economy, prudent investment of funds, care-
ful selection of risks, etc. Under a charter such as the Imperial’s, the share-
holders are the best guardians of the policyholders’ interests.

(7) . Economy of management increases policyholders’ profits. The
Imperial Life has placed the first $20,000,000 of business on its books at a
lower cost than any other Canadian life assurance company.

(8) . A low death rate increases policyholders’ profits. It is to the interest
of every healthy individual to insure in a company that accepts only first-class
lives. That the risks on the books of the Imperial Life have been carefully

j selected is evidenced by the fact that the Company’s death loss during the last
eight years has been only 50.2% of that which was to be expected accord-
ing to standard tables of mortality.

(9) . The Imperial Life issues “the ideal policy.” It provides liberal
Cash Surrender Values, Paid-up Assurance, Loan Values, Extended Term
Assurance, one month’s grace without interest, Automatic Non-Forfeiture,
Instalment Privileges, etc.

(10) . According to the last available record, the average rate of
interest earned by Canadian Life Companies is 4.80%; by British Companies,

5 4. 1 1 % ; by American Companies, 4.35%. The Imperial’s rate in 1905 was
15.52% — an increase over any previous year.

(11) . The interest earnings of the Imperial Life since its inception have
amounted to over half-a-million dollars — a sum sufficient to cover all death
claims, all matured endowments, all payments to annuitants, and leave besides
a margin of over $80,000.

(12) . The Imperial Life bases its reserves on a 3%z% interest rate. As
■ the rate actually realized was over 5/4%, the approximate surplus earned during

1 905 from this source alone amounted to over 2% of the reserves.

The Reserves at 31st December, 1904, were $1,768,706

The Reserves at 31st December, 1905, were 2,064,099

$3,832,805

Average Reserve held during 1905 1,916,402

2% interest on above average reserve, being excess

interest surplus earned during 1905 $38,328

(13). The Imperial Life was the first Canadian life assurance company to
place its reserves on a 3/4% interest basis.

3

(14) - Other companies must set aside large amounts out of surplus during

the next few years in order to bring their reserves up to the Government
Standard (3 %%)• It will no doubt be difficult for these companies

to do this without diminishing policyholders’ profits. The Imperial Life has
always maintained a 3^4% reserve, and consequently has no problems of this
nature to wrestle with.

(15) . The funds of the Imperial Life are all invested in securities handled
and scrutinized by the Canadian Government Insurance Department. Most of
its assets are invested in first mortgages on real estate in the Canadian North-
West — an excellent class of investment — yielding a high rate of interest
and backed up by unquestionable security. The Company’s advances on
real estate aie always well considered and at 31st December, 1905, amounted
to 40% of the appraised value of the property.

(16.) The reserves of the Imperial Life are approximately $152,000 in
excess of Government requirements.

(17). The net surplus of the Imperial Life is $188,431.00. Added to the
paid-up capital of $450,000.00, this makes a total surplus on policyholders
account of $638,431,00.

(18.) The total security available for policyholders protection may be

summarized as follows :

Reserves (Government Standard) $1,912,099

Special Reserves . 152,000

Net Surplus 188,431

Paid-up Capital 450,000

Additional Subscribed Capital 550,000

Total Security for Policyholders’ Protection. . $3,252,530

(19) . The Imperial Life therefore affords to its policyholders security to the
extent of $3,252,530, whereas its liability to policyholders according to legal
standards is only $1,912,099. In other words the company provides security
of over $170 for every $100 of liability to policyholders.

(20) . The motto of the Imperial Life: — “First and Paramount, Absolute
Security to Policyholders.”

“Firmer Belief than Ever in Life Insurance.”

582 Huron St., Toronto, Feb. 5th, 1900.

F. G. Cox , Esq. , Managing Director,

Imperial Life Assurance Co., Toronto.

Dear Sir, — I beg; to acknowledge with sincere thanks receipt of your company’s
cheque in full payment of my claim under Policy No. 6543, on the life of my late husband,
Allan Steckle. This policy was taken out about four years ago, and the total amount of the
premiums paid thereon was only $162.75. In future I will have a firmer belief than ever in
the benefits of life insurance, and will take pleasure in recommending the Imperial Life
whenever an opportunity offers.

Thanking you for the courtesy and promptitude shown by your Company in meeting this
claim, I am,

Yours sincerely,

4

Maude E. Steckle.

From the Canadian Government Blue Books.

The Imperial Life is just publishing its 9th Annual Report (being for 8
years and 3 months). Let us compare its position with the standing of the
other Canadian Companies at the same stage in their histories.

Standing of Canadian Companies at date of their 9TH Annual Report

Company

Commenced
Business in

Report for
Year

Total

Income

Insurance in
Force

Assets

Reserves

SURPLUS ‘

Deficit §

Reserve

Basis

Canada Life . . .

1847

1877t

$674,604

$16,413,043

$2,957,837

$2,537,305

$157,638*

m & 5%

Sun Life

1871

1879

123,973

3,632,783

397,777

292,050

27,234*

44%

Great-West ....

1892

1900

402,330

11,845,569

948,803

780,770

46,241*

4%

Mutual Life ....

1870

1878

59,278

1,885,312

142,619

110,721

29,150*

4%

North American

1881

1889

291,741

9,068,862

816,710

677,370

71,365*

4|%

Confederation . .

1871

1879

183,675

6,051,732

564,451

394,225

106,361*

44%

Manufacturers. .

1887

1895

363,695

10,645,021

1,012,560

794,618

67,120*

44%

Dominion

1889

1897

82,207

2,649,873

292,610

209,139

17,278*

44% & 4%

Excelsior

1890

1898

116,940

3,183,963

282,623

220,901

5,546*

44% & 4%

Federal

1882

1890

245,565

11,026,587

207,762

123,661

2,721§

44%

Home Life

1892

1900

250,821

2,382,600

285,306

176,685

22,506 §

34%

London Life ...

1874

1885:

35,180

1,162,527

156,161

117,247

3,583*

44%

Imperial Life.

1897

1905

804,453

19,672,664

2,828,533

2,064,099

188,431*

34%

t This is the 31st Annual Report. The figures for earlier j'ears are not available.

I This is the 12th Annual Report. The figures for earlier j’ears are not available.

* The figures marked (*) denote Net Surplus over all liabilities.

§ The figures marked (§) denote a deficit or impairment of Capital.

Note that almost without exception, the above Companies at the date of
9th annual report based their reserves on a far less stringent basis than the
Imperial Life. If their reserves had been based on a 3^% interest rate, their
liabilities would have been much larger and their surplus would have been cor-
respondingly decreased or — in many cases — converted into a deficit. If the
Imperial Life calculated its reserves according to the Government Standard,
its reserves would be about $152,000 less than at present, and its net surplus,
in consequence, would be $152,000 larger. The Imperial Life has, therefore,
according to legal standards, a Net Surplus of approximately $340,431.
($152,000 plus $188,431).

Oup Policy Contract.

Do our representatives lay enough emphasis, when canvassing, on the
strong points of our policy contract? It is now over two years since the new
form of policy was introduced. At that time our agents everywhere were
enthusiastic in their expressions of approval. The question is whether in the
intervening two years some of our representatives have not lost sight of the
“ Ideal Policy ” to a large extent, and whether they are making full use of what
is one of the most powerful canvassing arguments at their command.

There are only one or two companies in Canada whose policies can
compare with those of the Imperial Life in the two cardinal features of
Liberality and Simplicity. No Company issues a policy superior to it. The
majority of companies cannot compete with it for a moment. For instance,
the Imperial’s policy is indisputable after one year, except in case of fraud.

5

Some companies have no “ indisputability ” clause, and many others do not
give the clause effect till after two years. The Imperial allows one month's
grace without interest ; many companies charge interest, and one company gives
no grace at all except on special policies. The Imperial’s policy imposes no
restrictions on residence or occupation, and allows military service in defence of
Canada without extra premium. The policies of some compauies are voided by
certain changes of occupation or residence, and military service is forbidden
except subject to a special extra premium. The Imperial’s contract provides
for both Extended Insurance and Automatic Non- Forfeiture privileges ; many
companies’ policies omit one or both of these provisions. The Instalment
Privileges of the Imperial’s policy do not appear in the contracts of many
Companies. We could cite other examples of the all-round superiority of the
Imperial’s policy, but the above will suffice to show that Imperiaiites have here
an argument in their favor, which can almost always be employed with good
effect. It behooves the representatives of this Company to make themselves
thoroughly familiar with their policy contract, and it is almost equally
important that they should familiarize themselves with the policies of other
companies, taking note of their weak and also their strong points.

Another thing — the Head Office is always willing to furnish sample
policies to agents who will make a reasonable use of them. It is frequently an
advantage to be able to show a prospect a sample policy on the same plan as
that for which you are canvassing him. A veteran agent gives this as one of
the lessons learned from a long experience, “ Always show the policy . ” If
you need a couple of sample policies to carry around with you, write to the
Head Office, stating the plan, age and amount for which you wish the samples
to be made out.

Pointed Paragraphs.

The man who does things makes mistakes, but he never makes the biggest
mistake of all — doing nothing.

The laborer who works to get higher is the laborer who is worthy of his

hire.

When you think your are tired, go to work. It will rest you.

When an agent coaxes back into the fold a man who has lapsed, it is a
very re-assuring sign.

Hope you have the grip — on business. If you have, call a physician — to
examine your applicants — and keep him busy.

The agent who recently boasted that he had refused a $25,000 application
probablv prevaricated. But there are plenty of agents who never accepted a
$25,000 application, and probably never will.

Have no fear of getting “writers’ cramp” from filling in applications.
Take all the risks you can.

The agent who, when he has a chance at a prospect, occupies his moments
talking anything but business is an elaborate waster of time.

If you are called a crank because you believe in life insurance, it is simply
another proof that a crank is generally a very intelligent man upon some favorite
topic.

Uneasy lies the agent’s head who fears his prospect’s frown.

6

If you have clues as to the whereabouts of an uninsured man, you are a
poor detective if you don’t follow them up.

Be cheery in your manner when among- men. Long faces make long delays
in closing applications. You cannot kindle much of a fire with a chunk of ice.

It is not necessary for you to speak at the top of your voice because you
speak from the bottom of your heart.

A Cause for Anxiety.

Nip — My wife worried all last week for fear I should die.

Tuck — Were you very sick ?

Nip — No, but my life insurance policy ran out, and it was several days
before I got it renewed.

Honor Roil “A” fop January.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

Applications.

Rank

Premiums.

Rank.

Dr. D. Lowrey, Toronto, Ont

$33>5°°

I $

1,041.70

I

J. A. Robinson, St. Johns, Nfid

25,000

2

859-50

2

C. M. Turner, Calgary, Alta

23,000

3

7°4-25

3

W. E. Kerr, Toronto, Ont

4

460. SO

6

W. H. Seymour, Hamilton, Ont

12,000

4

37^85

7

C. A. Crysdale, Winnipeg, Man

12,000

4

35°- 10

9

H. B. McBain, Peterboro’, Ont

. . . . 1 1,000

7

497.90

5

Beaudoin & Champagne, Montreal

8,000

8

375-°°

8

A. W. Ross, Winnipeg, Man

8,000

8

29°-35

1 1

G. H. Gillespie, Kingston, Ont

. . , . . 6,500

10

171.85

18

I. Taylor, London, Ont

6,000

1 1

216.65

J5

J. F. Best, Brandon, Man

6,000

1 1

186. 20

!7

H. L. Grant, Woodstock, N.B

5>co°

T3

53T-75

4

Robert Hall, Brandon, Man

5,000

!3

293- 5°

10

J. A. Benjamin, Jamaica, B.W.I

5>°°°

!3

269.80

12

J. J. Gardiner, Cornwall, Ont

5>°°°

!3

233-85

*3

A. LeRay, Montreal, Que

5»°°°

13

217.00

14

J. C. Gass, Halifax, N.S

!3

1 98-55

16

A. W. Parker, Toronto, Ont

5,000

I3

167.60

!9

R. R. Garvin, Smith’s Falls, Ont

5> 000

J3

i53-25

20

F. B. Springer, Vancouver, B.C

5>000

L3

133.60

21

J. E. McCuaig, Ottawa, Ont

5>000

*3

98-75

22

7

Honor Roll “ B ” for January.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

Applications. Rank. Premiums. Rank.

R. E. Brett, Victoria, B.C $7,500 1 $272.65 1

R. W. Day, Edmonton, Alta 5,000 2 176.80 2

H. V. Fieldhouse, Neepawa, Man 3,500 3 74-55 3

Standing’ of the Agencies for January, 19Q8.

1. Toronto L.

2. Winnipeg

3. Newfoundland

4. Montreal

5. Calgary

6. Ottawa

7. St. John

8. Toronto K

9. Hamilton

10. Peterboro' County

1 1. Head Office

12. Halifax

13. Orillia

14. Victoria

15. Kingston

16. Vancouver

17. Jamaica

18. London

19. Stratford

20. Brandon

21. Trinidad

22. Edmonton

23. Grenada

24. Toronto City

25. Hagersville

26. Regina

27. Petrolea

28. Charlottetown

29. Guelph

30. Nelson

Re the Honor Roll.

Dp. Lowrey again “goes up head.” January is apparently the Doctor’s
lucky month. He was the leader on the Honor Roll in January, 1903, in
January, 1904, in January, 1905, and now January, 1906.

The “ Big Three,” Lowrey, Springer and Taylor, who made the Honor
Roll twelve times in 1905, are again to the fore.

Mr. C. M. Turner, of Calgary, is beginning the year in good style. We
expect to see him do big things this year.

Newfoundland sent in some excellent business in January, and as a conse-
quence Mr. J. A. Robinson’s name stands second on the list.

We are pleased to see Mr. J. A. Benjamin’s name on the Honor Roll
again. Mr. Benjamin has been having a run of “ hard luck ” of late, in con-
sequence of the Insurance Committee being unable to see eye to eye with him
in several cases. However, “ it’s a long lane that knows no turning,” and we
hope that Mr. Benjamin’s luck has now changed permanently for the better.

Twenty-two names on Honor Roll “A” for January. How many of
these same names are going to appear in February and March, and each
succeeding month of the year? We venture to say, from our knowledge of
the records of these twenty-two men, that there is not one of them who should
not make the Honor Roll every month. You are all able to do it, gentlemen.
Will you do it ?

Wanted

An errand boy’s position by a youth whose father took out a policy to pro-
vide for his son’s education, but allowed it to lapse and died without insurance.

8

FOR AGENTS’ USE ONLY Supplementary Number

PROMINENT POLICYHOLDERS

This special issue of the Agents’ News has been printed
with the object of furnishing our representatives with a
list of some of the principal policyholders of the Imperial
Life. For the sake of brevity we have included in our list
only those persons who carry $5,000 or upwards with the
Company. Accordingly, it has been necessary to omit the
names of many persons whose prominence in the business
and professional world would justify us in ranking them
among our “prominent policyholders,” but who carry less
than $5,000 with this Company.

The list is nevertheless a representative one, well cal-
culated to give satisfaction to every agent and policyholder
of the Company. It contains the names of leading men in
every walk of life— manufacturers, clergymen, merchants,
farmers, professional men and politicians. There are repre-
sentatives from every district in which the Company does
business. The fact that the Imperial Life, commencing
business in October, 1897, should in so short a space of
time have attracted to its ranks so many persons of promi-
nence, speaks volumes for the confidence which is universally
reposed in this Company and its future.

List of Prominent Policyholders,

Name

Abrahams, L. J .
Ackerman, C. H.

Acton, J

Adamson, Ed. . . .
Ahearn, Thos. . .

Allan, J. R

Ames, A. E

Anderson, H. B . .
Anderson, J. H. .

Archer, D

Ashbourne, W. . .

Austin, W

Aylen, W. W

Baillargeon, J. B

Baillie, F. W

Bain, E. A. M

Baker, T. W

Balfour, H. J

Ball, C. L

Bannister, H

Barber, R. R

Barclay, L. T . . . .
Barras, J. D. E. . .

Barron, H. W

Barry, W. H

Bartlett, C. C....

Barwell, R. C

Bauer, A

Baumfelder, W. . .
Beardmore, W. D.
Beattie, John

Beck, H. H

Bell, Thomas

Bell, Wm. C

Belleau, L. J

Bennest, F. C

Benson, E. D

Bertram, H

Bertram, M

Bertram, R. M...
Billings, W. H....

Bird, Jos. E

Birkett, Thomas .

Bishop, H. Y

Bishopric, A

Bissett, E. H

Bixel, A. W

Black, H. W

Black, W. A

Blackburn, H. M.
Blackstock, T. G..

Blair, A. G

Blair, W. J

Blatchly, H. J

Blight, W. A

Boak, G. E

Boake, G. W

Boddy, H. M. ...
Bodwell, E. V....

Boeckh, E. C

Bolte, A. O

Booker, N. J. A . .

Occupation Residence Amount

• Mining Engineer London, Eng $5,000

.Student Peterborough, Ont. ... 5,000

.Publisher Toronto, Ont 10,000

• Govt. Grain Inspector Toronto, Ont 5,000

.Pres. Ottawa Elec. Ry. Co.. Ottawa, Ont 30,000

.Advertising Solicitor Hamilton, Ont 5,000

.Banker and Broker Toronto, Ont 50,000

.Physician Toronto, Ont 5,000

.Financial Agent Winnipeg, Man 40,000

Physician Port Perry, Ont 5,000

.General Merchant Twillingate, Nfld 30,000

.Salesman Haileybury, Ont. 5,000

Physician .St. Andrew’s East, Q. 5,000

Que 5,000

Ont 15,000

Man 5,000

Ont 10,000

.Master Carter Montreal.

.Broker Toronto,

.Commercial Traveller Brandon,

. Lumber Merchant London,

.Broker Hamilton, Ont 10,000

.Clergyman Halifax, N.S 5,000

.Civil Engineer Toronto, Ont 5,000

.Manager Georgetown, Ont 5,000

.Barrister at Law Whitby, Ont 5/000

.Dentist Levis, Que 5,000

.Liquor Merchant Toronto, Ont 5,000

.Student Niagara Falls, Oht. .. 5,000

.Agent Montreal, Que 10,000

.Farmer Chilliwack, B.C 5,000

.Manufacturer Waterloo, Ont 5,000

.Student Dresden, Germany 5,000

.Wholesale Merchant Toronto, Ont 10,000

.Wholesale Merchant Montreal, Que 5,000

.Mgr. Manitoba Assce. Co. .. Winnipeg, Man 5,000

• Furniture Manufacturer Wingham, Ont 10,000

.Commercial Traveller Toronto, Ont 5.000

.Merchant Levis, Que 14,000

.Barrister Hamiota, Man 5,000

.Building Contractor Calgary, Alta 5,000

.Manufacturer Dundas. Ont 5,000

. Pres. Lumber Co Toronto, Ont 5,000

.Mechanical Engineer Toronto, Ont 5,000

.Clerk Vancouver, B.C 5,000

.Barrister Vancouver, B.C 5,000

.Hardware Merchant Ottawa, Ont 10,000

.Stock Broker Boston, Mass 5,000

.Boot and Shoe Merchant Cincinnati, Ohio 5,000

.Life Insurance Agent Toronto, Ont 5,000

Student Strathroy. Ont 5,000

.Dentist Sydney, N.S 5,000

Shipping Clerk Halifax, N.S 35,000

Mgr. Sun Insurance Co Toronto, Ont 10,000

Barrister Toronto, Ont 10,000

Barrister St. John, N.B 10,000

Civil Engineer New Liskeard, Out. ...10,000

Merchant Toronto, Ont 5,000

Vocalist Toronto,

Merchant Halifax,

Lumber Merchant Toronto,

Insurance Agent Toronto,

Barrister Victoria,

Manufacturer Toronto,

Merchant Toronto,

Bank Manager Aylmer,

Ont 5,000

N.S 5,000

Ont 7,000

Ont 10,000

B.C 10,000

Ont 5,000

Ont 5,000

Ont 5,000

2

List of Prominent Policyholders— Continued.

Name

Bond, Mrs. K. W

Bostock, H

Bothwell, W

Boucher, M. H

Boudrias, J. O

Boulton, F. C. M

Bourke, H. W. L

Bowie, R. A

Bowles, Geo

Boyer, L. A

Bradshaw, T

Bradshaw, Wm

Brady, T. A

Braithwaite, Jno

Breckenridge, Mrs. I.
Breckenridge, W. C..

Brewster, W. S

Briard, Joseph

Brick, H. W

Brisson, Jos. N

Britton, R. H

Brooke, H. J

Briown, E. O

Brown, James

Brown, T. A

Bruce, Dr. H. A

Brunet, G. H

Bull, Alfred E

Burke, G. H

Burns, C. A

Burns, P

Burritt, G. L

Butchart, A. K

Butcher, W. H ,.

Cadieux, A

Cain, James

Cairncross, J. A

Cameron, A. G

Campbell, Alex

Campbell, Arch., M.P.

Campbell, A. M

Campbell, W. J

Cannon, L. A

Carpenter, A. E

Carr, C. E. A

Carriere, L. A

Carriere, V. F

Carter, H. J

Ceperley, H. T

Champagne, J. C

Chandler, C. H

Chapman, Thos

Charbonneau, J. A . . .

Charest, Mrs. A

Hughes, C. A

Charles, A. H

Chataway, C. C

Clark, Mrs. F. L

Clark, T. J

Clark, A. R

Clarke, E. A. S

Clarke, F. G

Clift, T. B...

Occupation Residence Amount

.Widow Kingston, Ont 5,000

.Capitalist Ducks, B.C 5,000

.Lumber Merchant Lachine, Que 5,000

.Iron Manufacturer Montreal, Que 5,000

.Merchant Montreal, Que 7,500

.Stock Broker Toronto, Ont 5,000

. Mining Engineer Bangkok, Siam 7,500

.Physician Brockville, Ont 5,000

.Mgr. Union Bank of Can Winnipeg, Man 5,000

.Gentleman Montreal, Que 7,000

.Secretary Imperial Life Toronto, Ont 10,000

.Merchant Toronto, Ont 10,000

.Commercial Traveller Toronto, Ont 5,000

.Manufacturer Crysler, Ont 5,000

.Housewife Hamilton, Out 5,000

.Mgr. Norton Mfg. Co Hamilton, Ont 10,000

.Barrister Brantford, Ont 5,000

.Master Plumber Montreal, Que. 5,000

.Wholesale Drug Merchant. .. Toronto, Ont 10,000

.Jeweller .Montreal, Que 5,000

.Clerk Gananoque, Ont 5,000

.Paper Box Manufacturer Toronto, Ont 5,000

.Barrister Charlottetown, P.E.I. . 5,000

.Lumberman Acton, Ont 5,000

.Manufacturer Toronto, Ont 5,000

.Physician and Surgeon Toronto, Ont 10,000

.Chemist Quebec, Que. 10,000

.Barrister Vancouver, B.C 5,000

.Mine Owner Vancouver, B.C 10,000

.Hotel Prop, and Ice Mcht ...Toronto, Ont 5,000

.Cattle Dealer Vancouver, B.C. ...... 8,000

Can. Rand Drill Co Halifax, N.S 5,000

.Broker ...Toronto, Ont 10,000

.Merchant Calgary, Alta 5,000

.Master Plumber Montreal, Que 10,000

.General Merchant Huntsville, Ont 5,000

.Druggist London, Ont 8,>000

.Agent | Ottawa, Ont 5,000

.Patent Office Ottawa, Ont 7,000

.Merchant Miller Toronto Junction, Ont. 10,000

.Insurance Agent Winnipeg, Man 15,000

.Iron and Steel Mfr Ottawa, Ont 5,000

.Lawyer Quebec, Que 5,000

.Stock Broker Hamilton, Ont 8,<000

.London St. Ry Helena, Montana 10,000

.Contractor Montreal, Que 5,000

.Contractor Montreal, Que 5,000

.Wool Merchant Toronto, Ont 5,000

Insurance Agent Vancouver, B.C 5,000

.Grocer Montreal, Que 25,000

.Hardware Merchant Charlottetown, P.E.I. . 6,000

.Butcher Toronto Junction, Ont. 5,000

.Dentist Lanark, Ont 6,000

.Lady Montreal, Que 5,000

.Manager Montreal, Que 5,000

.Manager Montreal, Que 5,000

.Director of Surveys Dawson, Yukon 10,000

. Lady Toronto, Ont 25,000

■ Manufacturer Toronto, Ont 12,000

■ Manufacturer Toronto, Ont. 5,000

■ President Steel Co New York, U.S.A. ...10,000

■ Manufacturer Toronto, Ont 5,000

Broker & Comm. Agent St. John’s, Nfld 10,000

List of Prominent Policyholders— Continued,

Name

Occupation

Residence Amount

Codere, F. X. E..

Codere, L J

Cohoe, W. P

Colbeck, F. C

Cold well, G. R....
Colson, Fred. . . .
Connell, C. H. N.

Coombs, F. J

Coryell, L. J

Cossitt, C. S

Coultard, W. L. . .

Coulter, J. A

Courteney, J. D...
Courtney, R. M. . .

Cowan, H. S

Cowan, John

Cox, E. R

Cox, F. G

Cox, Hon. Geo. A

Cox, H. C

Cragg, F. J

Crawford, W. M.,

Crisp, R. I

Crockett, J. A

Crockett, J. H

Crone, W. S

Cronyn, H. B

Cross, R. L

Crotty, T. H

Crump, P. A

Cruttenden, Thos.

Crysdale, C. A

Cullen, E. K

Cumming, W. G...

.Hardware Merchant Sherbrooke, Que. .....25,000

.Hardware Merchant Sherbrooke, Que 25,000

.Prof. Chemistry Toronto, Ont 5,000

.Head Master, High School .. Toronto Junction, Ont. 5,000

.Barrister Brandon, Man 5,000

.Sec. of State Dept Ottawa, Ont 5,000

.Civil Engineer Lethbridge, Alta 5,000

.Clerk Toronto, Ont 5,000

.Seed Merchant Oshawa, Ont 5,000

• Manufacturer Brockville, Ont 102,000

.Physician Vancouver, B.C 5,000

.Manufacturer Ingersoll, Ont 7,000

.Physician Ottawa, Ont. 5,000

.Insurance Agent Ottawa, Ont 10,000

.Traveller Toronto, Ont 5,000

.Lawyer Sarnia, Ont 10,000

.Telegraph Operator Hazelton, B.C 5,000

• Man. Dir. Imperial Life Toronto, Ont 10,000

Financier Toronto, Ont 92,000

.Insurance Manager Toronto, Ont 20,000

.Hardware Merchant Halifax, N.S

General Merchant Indian Head, Sask.

Commission Agent Winnipeg, Man. . . .

.Cashier ....; Fredericton, N.B. . .

.Editor Fredericton, N.B.. .

, Traveller Toronto, Ont.

, Barrister London, Ont

Passenger Conductor Winnipeg, Man

Real Estate Broker Winnipeg, Man

Banker Winnipeg, Man. . . .

Druggist Toronto, Ont.

Life Insurance Agent Winnipeg, Man. . .

Physician Toronto, Ont

Dale, C. F

D’ Artois, H

Davey, J. N

Davidson, Alex

Davidson, P. M

Davidson, W. E

Davison, F. I

Davison, Dr. John L. .

Davison, M. M

Dawson, C. F

Dean, M. B

Deane, F. G. W

Deleon, Joseph

Delius, E. A

De Matas, F

Demers, L. N. O

Denton, W. A ........ .

Deom, A

Derbyshire, D

Descarries, J. A

Desnoyers, T

Deverell, T. G

Dew, J T

d’Homergue, J. B

Dickie, Ed

Digby, W. W

Dillabough, W. G

Dion, Joseph

...Supt. Liability Insurance . . . Westmount, Que 5,000

...United Shoe Machine Co Quebec, Que 5,000

. . . Mgr. Toronto Gen. Trusts . . Ottawa, Ont 5,000

...Physician Toronto, Ont. 12,500

...Advocate Montreal, Que 5,000

. . . Travelling Salesman Toronto, Ont. 5,000

...Insurance Agent Windsor, N.S 7,000

...Physician Toronto, Ont 10,000

...Clerk Windsor, N.S 7,000

...Stationer Montreal, Que 5,000

...Physician Fort William, Ont 5,000

...Physician and Surgeon Bridgetown, B.W.I. ... 6,000

...Planter Blanchisseuse, B.W.I. . 5,000

. . . Manufacturer’s Agent Winnipeg, Man 5,000

...Planter St. Joseph, B.W.I. ... 5,000

...Lawyer Montreal, Que 5,000

...Wholesale Dry Goods Mcht .. Toronto, Ont 15,000

...Book and Stationery Store. . Montreal, Que 5,000

...Produce Merchant Brockville, Ont 5,000

..Advocate Lachine, Que 10,000

..Sash and Door Mfr St. Maisonneuve, Que.. 5,000

..Contractor and Builder Whitby, Ont 5,000

..Mechanical Engineer St. John’s, B.W.I 5,000

..Felt Manufacturer Alleghany, U.S.A 5,000

..General Merchant Upper Stewiacke, N.S.. 5,000

..Sales Agent Toronto, Ont 5,000

..Tailor Hamilton, Ont 5,000

..Tinsmith Lake Megantic, Que. . 5,000

4

List of Prominent Policyholders— Continued.

Occupation
Mgr. Gillett Chem.
Civil Engineer

Name

Dobie, W

Dodd, H. M

Doherty, W. K Broker

Domville, James Mgr. Mining Cc

Donald, R. C Barrister and S

Donkin, H. F Civil Engineer .

Doring, L. F. A Farmer ....

Doupe, P. B Painter

Driscoll, J. M Ship Owner

Driscoll, T Restaurant Kee]

Drummond, W. H Physician

Drynan, J. W Merchant

Dudley, R. L Dental Surgeon

Duffus, Wm. S Supt. Consumer

Dumont, Joseph Butcher and Gr<

Dumont, Sylva Butcher and Gr<

Dumoret, P. E Merchant

Duncan, L Wholesale Dry

Dunlop, D. A Barrister

DuTremblay, P. R Barrister

Dwyer, E. J Salesman

Dwyer, M Wholesale Mercl

Dymond, A. M Law Clerk

Eagen, N. B Mgr. Manufacturing Co.

Eccles, F. R Physician

Edward, James Agent

Ellis, P. W Wholesale Merchant

Enright, F. T Advocate

Eustache, Miss B Scholar .

Evans, W. F Music De

Farnum, C. M. S Physician

Farquharson, W. O Student

Fieldhouse, H. V Barrister at Law

Fierheller, Geo Physician

Finch, H. J. W Civil Engineer

Findlay, D Stove Manufacturer . .

Findlay, W. A. H Circ. Mgr. “The News’

Firstbrook, John Manufacturer

Flatt, S. F Mcht and Ins. Agent.

Flavelle, J. W Mgr. Wm. Davies Co. .

Flavelle, W. M Merchant

Fleming, R. J Mgr. Toronto Street Ry.

Folger, B. W., Jr Steam Boat Manager ...

Folger, B. W Banker

Fortier, L. N.
Foster, G. L.
Foster, W. E .
Foster, Wr. F .

Fraser, A Lumber Merchant .

Fraser, E. D Banker and Broker

Freeman, R. P Student

Residence

Amount

. . Toronto, Ont

. .. 5,000

. . Cornwall, Ont

. .. 5,000

. . Toronto, Ont. ......

. .. 5,000

. . Rothesay, N.B. . . . . .

...10,000

. . Toronto, Ont

. .. 5,000

..Little Glace Bay, N.S. 5,000

..Clarence, N.S

. .. 5,000

. . Peterborough, Ont. .

.. 5,000

..St. John, N.B

.. 5,000

..St. John, N.B

.. 6,000

. . Montreal, Que

.. 5,000

. . Toronto, Ont

. .10,000

..North Bay, Ont

.. 5,000

..Halifax, N.S

.. 6,000

..Montreal, Que

.. 5,000

. . Montreal, Que

. . Santa Cruz;, B.W.I. .

.. 5,000

. . Toronto, Ont

. . Mattawa, Ont

...Montreal, Que

..10,000

..Halifax, N.S

.. 5,000

..Halifax, N.S

.. 5,000

. . Toronto Ont

. . 5,000

. . Toronto, Ont

..20,000

. . London, Ont

. Lachine, Que

..10,000

. . Rockland, Ont. .....

. . 5,000

. Winnipeg, Man

.. 5,000

. Toronto, Ont

..12,500

..Toronto, Ont

..12,500

. Port Arthur, Ont. . . .

. . 5,000

. Montreal, Que

. .10,000

. Port- of - Spain, B.W.I.

. 5,000

.Vancouver, B.C

.. 5,000

• Victoria, B.C

. . 5,000

.Halifax, N.S

..20,000

..Port-of-Spain, B.W.I.

. 5,000

. Edmonton, Alta

.. 5,000

.Neepawa, Man

.. 5,000

. Toronto, Ont

. . 5,000

. Vancouver, B.C

,. 5,000

. Carleton Place, Ont. .

. 6,000

. Windsor, Ont

. 8,000

.Toronto, Ont

. Toronto, Chit

.10,000

. Fort William, Ont. . .

. 8,000

.Lindsay, Ont

. Toronto

125,000

. Lindsay, Ont

.Toronto, Ont

• Kingston, Ont

. 5,000

. Kingston, Ont

.10,000

.Truro, N.S.

. 5,000

• Montreal, Que

. 5,000

• Halifax, N.S

. 5,000

• St. John, N.B

.10,000

. Toronto, Ont

. 5,000

. Toronto, Ont

. 5,000

. Cabano, Que

.10,000

. Toronto, Ont

.10,000

.Halifax, N.S

. 5,000

. Hamilton, Ont.

.15,000

List of Prominent Policyholders— Continued.

Name

Frost, J. G

Frost, M. H....
Fudger, H. H...

Fuller, T. H

Fuller, W. J

Fullerton, H. M

Occupation

Paint Manufacturer .

Manufacturer

Merchant

Student

Civil Engineer

Commercial Traveller

Residence Amount

Niagara Falls, U.S.A... 5,000

Cleveland, Ohio 5,000

Toronto, Ont 60,000

Leamington, Ont 5,000

Leamington, Ont 5,000

Nelson, B.C 5,000

Gage, J. W

Galloway, G. A

Galloway, Wm. .

Ganong, G. W

Gass, J. C

Gass, Robert . . . .

Gervais, L. D

Gibson, Thos

Gibson, W. A..

Giles, W. T

Gillies, J. F

Glendinning, G. .

Gokool, N. M

Gooderham, G. H.
Goodwyn, G. F...

Gordon, Wm

Gordon, W. H

Gouinlock, G. W. .
Gould, H. J. ,

Gourlay, R. S

Go van, W

Graham, C. G

Graham, G. M

Grand, James . . . .

Grant, W. M

Gray, G. H

Gray, Dr. Jennie,

Green, W. L

Gregory, C. Y

Gregory, J. A

Grey, J. R

Griffin, E. C

Grobb, F

Grubbe, E. H

Gundy, Samuel B.
Gunn, Andrew . . .

Gunn, John A

Gwillim, J. C

Gentleman Hamilton, Ont 5,000

Mgr. P. W. Ellis Co Toronto, Ont 5,000

Merchant Gladstone, Man 5,000

Confectioner * St. Stephen, N.B 10,000

Prov. Mgr. Imperial Life. .. Halifax. N.S 5,000

Lumber Merchant Schubenacadie, N.S. ..10,000

Planter La Victoria Est. B.W.I. 5,000

Physician Ottawa, Ont 10,000

Insurance Manager St. John, N.B 12,000

Accountant Toronto, Ont 10,000

Hotel Keeper Haileybury, Ont 5,000

Mine Owner Cobalt, Ont 50,000

.Student Trinidad, B.W.I 5,000

Distiller Toronto, Ont 10,000

Watchmaker and Jeweller. .Arnprior, Ont 5,000

Dry Goods Chatham, Ont 11,000

Merchant Belleville, Ont 7,000

Architect Toronto, Ont 8,000

Special Off. Can. Customs. .. Chicago, 111 6,000

Merchant Toronto, Ont 5,000

Farmer Indian Head, Sask. ... 5,000

Clerk Peterborough, Ont 5,000

Purchasing Agent North Sydney, C.B. ... 5,000

Stationer Toronto, Ont 5,000

Commercial Traveller Toronto, Ont 5,000

Hotel Proprietor Hamilton, Ont 5,000

• Physician Toronto, Ont 10,000

Mgr. Amer. Bank Note Co. .New York, U.S.A. ...10.000

Hotel Proprietor Winnipeg, Man 5,000

Lumber Merchant St. John, N.B 6,000

Hardware Business Dawson, Yukon 5,000

Mech. Engineer West Newton, Mass. . 5,000

Mgr. Massey Harris Wks. .. Brantford, Ont 5,000

Asst. Accountant Vancouver, B.C 7,000

Methodist Book Room Toronto, Ont 5,000

Provision Merchant Toronto, Ont 30,000

Merchant Toronto, Ont 10,000

Civil Servant Kingston, Ont 5,000

Hagerman, F. S. P

Hall, A. L

Hall, R. H

Hall, Robert

Hal ton, H. R

Hambly, P. E

Hamer, W. T

Hamilton, D

Hamilton, H. J

Hammill, J. H

Hanington, C. L

Hanna, A. E

Hanna, J. E

Hanna, Hon. W. J

Hanson, Wm

Hardy, E. J

Hardy, W. A. G

Harris, Miss A

Manufacturer’s Agent

Farmer

Student

Insurance Inspector .

. . Belleville, Ont. . . .
. . Griswold, Man. . . .
. . Peterborough, Ont.
. . Brandon, Man. . . .

Architect Fort William, Ont.

Treas. Loan Company Toronto, Ont

Banker Gravenhurst, Ont.

Cattle Dealer Neepawa, Man. ...

Physician Toronto, Ont

Mgr. Coal and Wood Office. Toronto, Ont

Barrister Dorchester, N.B. .

Physician Perth, Ont

Physician Ottawa, Ont

Provincial Sec. of Ontario .. Sarnia, Ont

Broker Montreal, Que. . . .

Plumber Montreal, Que. . . .

Insurance Agent Belleville, Ont. . . .

Home Duties Toronto, Ont.

5.000

5.000

10,000

5.000
5,000

11.500

5,000

75.000
5,000

5.000

6.000

5,000

15.000
5,000
5,000
5,000
5,000
5,000

6

List of Prominent Policyholders— Continued.

Name Occupation Residence Amount

Harris, F. K Student Toronto, Ont 5,000

Harris, J. W Sanitary Engineer . . Montreal, Que 10,000

Harris, Samuel Lithographer Toronto, Ont 5,000

Harris, Dr. W. H Physician Toronto, Ont 5,000

Hart, Dr. E. C Physician Victoria, B.C 5,000

Hart, W. D Bank Manager Kingston, Ont 10,000

Harty, Wm Student Kingston, Ont 5,000

Harvey, Chas Civil Engineer Indian Head, Sask. ... 5,000

Hawke, W Vice-Pres. O’Keefe Brewery Toronto, Ont 10,000

Haworth, F. B Accountant Calgary, Alta 5,000

Heintzman, J. G Manufacturer Toronto, Ont 7,000

Hemen, F. J Newspaper Manager Dawson, Yukon 5,000

HenderSon, C. A Promoter New York, U.S.A. ...35,000

Henderson, J. R Manufacturer Halifax, N.S 5,000

Henry, G. S Farmer Lansing, Omt 5,000

Hesslein, A. G Hotel Proprietor Halifax, N.S 5,000

Hesslein, L. J Hotel Proprietor Halifax, N.S 5,000

Hibbard, A. L Produce Dealer Montreal, Que. 6,000

Hicks, E. A Manufacturer Bridgetown, N.S 5,000

Hill, B. J Printer and Publisher Toronto, Ont 5,000

Hill, G. E Dentist Toronto, Ont 5,000

Hill, J. B Dry Good's Merchant Calgary, Alta 5,000

Hill, W. J Contractor Deer Park, Ont 5,000

Hobbs, T. S Manufacturer Toronto, Ont 10,000

Hodgson, W. J Mgr. Acme L. & Sav. Co. ... Toronto, Ont 5,000

Hogg, D. N. C .Private Secretary Montreal, Que 5,000

Hollinrake, H. J Dry Goods Merchant Ingersoll, Ont 7,000

Hollinrake, T. A Manufacturer Toronto, Ont 10,000

Home, R. H Farmer Oakville, Man 5,000

Horne, T. W Manufacturer Toronto, Ont 8,000

Housser, J. H Manufacturer Toronto, Ont 10,000

Houston, W. K Brady-Houston Pckg. Co. ..Victoria, B.C 5,000

Howard, F. R Gentleman Midland, Ont 5,000

Howard, G. M Manufacturer Sherbrooke, Que 5,000

Hughson, Dr. J. A Physician Deleware, Ont. 5,000

Hurlburt, F. H Manager Toronto, Ont 5,000

Hutcheson, J. E Financial Manager Montreal, Que 5,000

Hutchison, Dr. J. N Physician Winnipeg, Man 5,000

Hyslop, Wm., Jr Merchant Toronto, Ont 10,000

Inglis, Wm Manufacturer Toronto, Ont 5,000

Irving, G. T Wholesale Merchant Toronto, Otit 5,000

Jackman, Hon. E. M Minister of Finance and Cus.

J ackman, H. B Commercial Traveller

Jackson, A. J Manager Loan Co

Jameson, Mrs. A. E Housewife

Jameson, J. A Engineer and Contractor ...

Jamieson, J. R Manufacturer

Jarvis, E. A Broker

Jeffers, Dr. Ed Physician

Jefferys, Chas. W Artist

Jewell, J. H Promoter and Financier

Johnson, A. E Accountant

Johnson, Robert T Draughtsman

Johnson, Thomas Barrister, Crown Attorney .

Johnston, Wm. J Farmer

Jones, A. M Civil Engineer

Junkin, J. F Mgr. Manufacturers’ Life ..

Junkin, R Asst. Mgr. Manuf’rs’ Life..

Junor, Wm China Merchant

St. Johns, Nfld 5,000

Toronto, Ont 5,000

Toronto, Ont 5,000

Winnipeg, Man 5,000

Montreal, Que 25,000

Hamilton, Ont 10,000

Toronto, Ont 5,000

Parrsboro, N.S 5,000

Toronto, Ont 5,000

Toronto, Ont 15.000

Winnipeg, Man 5,000

New York, U.S.A 8,000

Bracebridge, Ont 5,000

Kenton, Man 5,000

Carberry, Man 5,000

Toronto, Ont 10,000

Toronto, Ont 10,000

Toronto, Ont 9,000

Kane, W. L Dry Goods Merchant

Kaye, Alex Mining Engineer ...

....Halifax, N.S.

. , , , Thurlo'W, B.C.

10,000

5.00Q

List of Prominent Policyholders — Continued.

Name

Keating, Dr. H. T.
Keenleyside, E. W. . .

Keith, Alex

Keith, N

Kelly, B. E

Kemerer, R. E

Kemp, A. E., M. P.

Kenny, J. J

Kent, H. W

Kemahan, Miss S. L.

Kerr, C. W

Kerr, J. H. S

Kerr, J. S

Kerr, Robt

Kerr, W. E.

Kidd, Andrew

Kilburn, John

Kilgore, S. F

Kilgour, Robert

King, J. W

King, P. W. W.

King, W. Y

Kingsmill, W

Kirkpatrick, A. T.
Klotz, Dr. Max O. ..
Kupperheimer, J. D.

Occupation

Residence

Amount

Physician

. . Montreal, Que

Life Assurance Manager .

. .Vancouver, B.C. . .

.... 5,000

Furniture Manufacturer . .

...Halifax, N.S

.... 5,000

Contractor

...Winnipeg, Man. ..

....10,000

Student

. . . Bridgenorth, Ont. .

.... 5,000

Broker

. . . Toronto, Ont

.... 5,000

Manufacturer

. . . Toronto, Ont

... .37,500

Insurance Manager

■ . . Mimico, Ont

.... 5,000

Manager Telephone Co. . . .

. . . Vancouver, B.C. , .

.... 5,000

Student

, . . Trinidad, B.W.I. . .

.... 5,000

Barrister

.... 5,000

Accountant

6 000

Commercial Traveller

. . . Cleveland, Ohio . . .

..!. 5^000

Traveller

10,000

Agent Imperial Life

, Farmer

.... 5,000

Lumberman

....10,000

Broker

....10,000

, Manufacturer

.... 5,000

■ Manufacturer

. Accountant

.... 5,000

, Bookkeeper

■ Bank Manager

.... 5,000

. Barrister

. Physician and Surgeon .

. . . Ottawa, Ont

■ Manufacturer

.... 5,000

Labelle, Jos Farmer Ste. Therese, Que. ... 5

Lachance, J. H Prop. Dominion Shoe Co. . . Quebec, Que 5

Lafrance, Jos Master Plumber Montreal, Que 5

Lahee, P. J. F Electrical Contractor Montreal, Que 10,

Lailey, W. W Student Toronto, Ont 5

Laishley, L. C Tor. June. Gasoline En. Co. Toronto, Ont 5

Lanctot, R Farmer and Merchant St. Constant, Que. ...10,

Langdon, S. P Supt. Gutta Percha Co. . . . Toronto, Ont 5

Langford, A. L Teacher, Victoria University Toronto, Ont 5

Langlois, C Provision Merchant Montreal, Que 25

Langlois, G. G. A Baker Montreal, Que 5

Langlois, H Wholesale Merchant Toronto, Ont 5

Langton, J. G Bank Clerk Toronto, Ont 10,

Languedoc, G. F. E. de G Agent and Broker Outremont, Que 8

Latreille, A Stone Contractor Montreal, Que 5

Latreille, O Stone Contractor Montreal, Que 5

Laurin, Jos. A Broker Montreal, Que 5

Laurence, H. G Student Cheticamp, N.S 10

Laurence, James Commercial Traveller Toronto, Ont 5

Leahong, T. J General Merchant Kingston, Jamaica 5

Leamon, John Bookseller St. John’s, Nfld 5

Lee, Alfred Flour Mill Manager Ottawa, Ont 5

Lee, H. O Grocer Vancouver, B.C 5

Lefebvre, J. A Clerk

■ Manufacturer Montreal, Que.

, Wholesale Merchant Victoria, B.C.

Montreal, Que 5

... 5
... 5

Lefebvre, O

Leiser, M. M

Lennard, H Manufacturer Dundas, Ont. 5

Lennox, H. I. S Barrister Barrie, Ont 5

Leonard, J. J Farmer and Timber Merch.Park Hill, Ont 5

Lepage, A Grocer St. Louis, Que 5

Leslie, A. A Bank Manager Aylmer, Ont 5

Letellier, L. E Wholesale Grocer Quebec, Que 5

Lewis, J. H Hardware Merchant Smith’s Falls, Ont. ... 5,

Lewis, N. D Tin Plate Manufacturer . . .Morrisburg, Ont 5

Lewthwaite, J. G Farmer Sintaluta, N.W.T 5,

XJnscott, T. S Publisher and Clergyman . . Brantford, Ont 5,

8

,000

,000

,000

,000

000

000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

List of Prominent Policyholders— Continued.

Name

Livingston, C. . .
Lockerby, D. W.
Lockrie, D. A.
Longwell, G. A.

Lorie, S

Lottridge, M. G. .
Loudon, J. S.
Loughrin, John .
Love, A. R. . . . .
Loveridge, M. W.
Lovett, H. A.

Low, T. A

Lowndes, C. B.
Lowrey, Dr. D. .
Lowrey, R. C. . .

Lucas, R. A

Lumbers, J H. .
Lyons, J. T

Occupation

Residence

Amount

Clothing Merchant

.Kingston, O’nt. ..

5,000

Manufacturer

, Montreal, Que. . .

15,000

Manufacturer

, Toronto, Ont. . . .

10,000

Mine Broker

, Cobalt, Ont

10,000

Manufacturing Jeweller

.Toronto, Ont

35,000

Wholesale Liquor Merchant,

. Hamilton, Ont. . .

5,000

Asst. Mgr. Standard Bank ,

, Toronto, Ont

Registrar

.Mattawa, Ont. —

5,000

Accountant

. Winnipeg, Man. .

Hydraulic Engineer

.Victoria, B.C

5,000

Barrister- at- Law

.Truro, N.S

Lumber Merchant

. Renfrew, Ont. . . .

10,000

Bookkeeper

. Toronto, Ont. . . .

5,000

Physician and Life Ass’ce.

. Toronto, Ont. . . .

17,500

Medical Student

. Toronto, Ont

5,000

, Merchant

. Hamilton, Ont. . .

7,500

Commercial Traveller

.Toronto, Ont

5,000

Druggist

.Montreal, Que. . .

10,000

McAllister, C. B.

McBain, H. B

McBain, J. J

McBean, D. B

McCabe, J. E

McCabe, P. J

McCarthy, J. O

MoLellan, J. H

McClung, J. E

McComb, J. H

McOonkey, E. G. E.
McConnell, J. H
McCulloch, E. A.
McDermott, D. J.
McDiarmid, A. R.

McDonald, Alex

McDougall, A. J.

Macfarlane, A

McGill, H. W

McGrail, J. A

McKee, J. A.

McKee, R. J

McKellar, B. L.
McKim, J. M. .
McKimm, G. F.

McKinnon, J. S

McLean, H. W .

McLeod!, R

McLuckie, J. M.
McMaster, A. C.
McMillan, L. M.
McMillan, W. J. ...
McMullen, F. A.
McMurray, A. T . .
McMurtry, S. A. .

I McNally, H. H. ...

; McNally, R. A. C.

I McNeil, Alex

McPhillips, A. E.

McRae, F. B

McTaggart, J. L. .
McWhinney, W. J.

j Macabe, J. H

i Macdonald, J. A. .
Macdonald, J. C. .

.Miller Ashburnham, Ont 6

.Insurance Agent Peterboro, Ont 5

.Grain Dealer Peterboro, Ont 15

.Grain Broker Winnipeg, Man 5

.Merchant N’tre Dame du Laus, Q. 5

. Student N’tre Dame du Laus, Q. 5

. Life Insurance Manager . . . Toronto, Ont 7

. Commercial Traveller Peterboro, Ont 5

.Manufacturers’ Agent Toronto, Ont 7

.Paper Manufacturer Montreal, Que 13;

.Confectioner Toronto, Ont 10

.Physician Toronto, Ont 5

.Physician Toronto, Ont 5

.Boot and Shoe Merchant ..Kingston, Ont 8

.Lumber Merchant Brandon, Man 11

.Hotel Keeper Winchester, Ont 5

.Contractor Cornwall, Ont 5

. Prop. Macfarlane House . . . Toronto, Ont 5

• Mail Clerk, G.T.R Southampton, Ont 5

.Manufacturer Acton, Ont 10

. Pres. & Mgr. Dodds Med. Co. Toronto, Ont 5

.V.-P. Dodds Medicine Co. .. Toronto, Ont 5

. Boot and Shoe Merchant . . Sarnia, Ont 5

.Manager Pub. Co London, Eng 5

.Publisher Smith’s Falls, Ont. .. 5

. Merchant . . Toronto, Ont. 25

.Barrister Calgary, Alta 5

Contractor Vancouver, B.C 5

Contractor Vancouver, B.C. 6

, Barrister Toronto, Ont 5

Banker Montreal, Que 5

Wholesale Grocer Vancouver, B.C 5

Lumber Merchant South Maitland, N.S. .. 8

■ Dentist Fredericton, N.B 5

Treasurer Milling Co Montreal, Que 10

Physician and Surgeon Fredericton, N.B 10:

, Mgr. J. Cooper Mfg. Co. ..Montreal, Que 10.

■ Barrister Halifax, N.S 10

.Barrister Victoria, B.C 5

.Insurance Agent Charlottetown, P.E.I. .. 5

Hardware Merchant Vancouver, B.C 5

.Barrister Toronto, Ont 5

.Insurance Agent Toronto, Ont 9

.Editor Toronto Globe Toronto, Ont 10

.Physician Westville, N.S. ....... 5

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

000

000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

000

,000

,000

,000

,000

,000

,000

,000

,000

,000

,000

List of Prominent Policyholders — Continued.

Name

Macdonald, K. C

Macdonnell, A. J

Macdonell, A. R

MacGowan, Jr., J. C. .

Mackay, John

MacKay, Mrs. M. M. .
MacKeen, Hon. D.

MacKenzie, A

MacKenzie, C

MacKenzie, H

MacKenzie, H. D ....

MacKenzie, K. B

MacKenzie, M

Mackenzie, S. D

MacKenzie, Wm

Mackie, A. T

Mackie, S. J

MacKinlay, C. H

Maclennan, W A

MacMurchy, A

Macpherson, D. M.

Madden, J. T

Mader, A. I

Magee, C

Magee, W. H. K

Mainwaring, A. E.

Malcolm, A. G

Mallory, G. I

Malone, A. L

Malone, E. T

Malone, F. T

Mann, D. D

Marceau, E. D

Marceau, F. X

Marceau, J. H. Y

Marchessault, L. Y. S.

Marlow, Hr. F. W

Marpole, C. M

Marshal, N. G. L

Martin, J. J

Mason, Dr. E. G

Masse, Jos

Massey, C. V

Massey, C. D

Matthews, H. G

Matthews, I. G

Mayes, G. S

Meek, C. S

Mendes, S. R

Mercier, Dr. A. F

Metcalfe, H. D

Metcalfe, W. E

Mill, D. W

Millington, E. H

Mills. J. S

Milner, B. Z

Mitchell, E. C

Mitchell, F. J

Mitchell, L. R

Moffatt, A. B

Moffatt, J. K

Montague, W. H

Monteith, S. N

Montgomery, W. S.

Occupation Residence

Dentist Vernon, B.C. . . .

Physician and Surgeon Winnipeg, Man.

Contractor Montreal, Que.

Amount
. . 5,000
. .10,000
..10,000

Manufacturer Montreal, Que 5,000

Accountant Toronto, Ont 5,000

Housewife Madoc, Ont 6,250

Capitalist Halifax, N.S 60,000

Barrister Toronto, Ont 20,000

Hardware Merchant Sarnia, Ont 10,000

Insurance Agent Vancouver, B.C 7,000

Commission Merchant Halifax, N.S 6,000

Clerk Sarnia, Ont 10,000

Hardware Merchant Sarnia, Ont 10.000

Physician Winnipeg, Man 10,000

Contractor Toronto, Ont 25,000

......Lumber Merchant Pembroke, Ont 5,000

Insurance Manager Toronto, Ont 5,000

Wholesale Stationery Halifax, N.S 5,000

Manufacturers’ Agent Vancouver, B.C 5,000

Barrister Toronto, Ont 12,000

Manufacturer Lancaster, Ont 10,000

Provision Merchant Toronto, Ont 5.000

Physician Halifax, N.S 5.000

Real Estate Ottawa, Ont.# 5.000

Journalist and Author Toronto, Ont 10,000

Proprietor Meat Market ...Nanaimo, B.C 5,000

Gordon MacKay & Co Toronto, Ont 5,000

Accountant Brockville, Ont 5,000

Barrister Toronto, Ont 10,000

Barrister Toronto, Ont 8,000

Student Toronto, Ont 5,000

Contractor Toronto, Ont 25,000

Wholesale Merchant Montreal, Que 15,000

Hardware Store Megantic, Que 5,000

Hardware Store Megantic, Que. 5,000

General Merchant West Shefford, Que.... 5.000

Surgeon Toronto, Ont 5.000

.-.Coal Merchant Vancouver, B.C 5,000

Coal Merchant Toronto, Ont 5,000

Grocer Montreal. Que 5.000

Physician and Surgeon Calgary, Alta 10,000

Hardware Merchant Sherbrooke, Que 25,000

Student Toronto. Ont 10,000

Manufacturer Toronto. Ont 20.000

Broker Montreal. Que 5,000

Lecturer, McMaster Univer. Toronto, Ont 5.000

Contractor St. John W.. N.B 5.000

Agent Toronto, Ont 10,000

General Merchant St John’s Antigua.BWI.10, 000

Physician Montreal. Que 5.000

Grain Exporter Montreal. Que 25,000

Physician Ptge. la Prairie, Man. 5.000

Land Surveyor Maria, Que 7,500

M. C. R. Telegraph Supt.. .Detroit, Mich 5,000

Life Insurance Agent Toronto, Ont 5.000

Physician Toronto. Ont 5,000

Chemist and Optician Kingston. Ont 7,000

General Store Merchant ...Old Bridgeport. N.S... 5,0^0

Planter St George’s. Gren.,BWI 5,000

Manufacturer Weston, Ont 5,000

Manufacturer Weston, Ont 5,000

Insurance Agent Winnipeg, Man 12,500

Farmer Stratford, Ont 5,000

Lumber and Fish MerchantDalhousie, N.B 10,000

10

List of Prominent Policyholders— Continued.

Name

Monypenny, T. F.

Moore, C. M

Moore, D. R

Moore, G B

Moore, S. H

Moore, S. J

Moore, Jr., S. J. .

Morden, J. A

Morgan, T. M.
Morin, Jr., Jos. H.

Morin, J. T

Morissette, G

Morley, F. G

Morrisey, T L.

Morrison, A

Morrison, D

Morrison, M. A.
Morrison, R. H.
Morrow, W. G.

Mosher, H. E

Moshier, D. D

Moss, S

Mowat, Fred

Munroe, G. P

Munroe, W. A.

Murray, J. A

Murray, Dr. L. M.
Musson, Dr. G.

Occupation Residence Amount

Manufacturer Toronto, Ont 5,000

Lumber Merchant Woodstock, N.B. 5,000

Physician and Surgeon Stanley, N.B 10.000

Lumber Merchant Woodstock. N.B 5,000

Commercial Traveller Toronto, Ont 5,000

Mgr. Carter-Crume Oo Toronto. Ont 150,000

Clerk Toronto, Ont 5,000

Undertaker Toronto, Ont 5,000

Cement , Manufacturer Long Point, Que 10,000

Clerk Toronto, Ont 5,000

Lumber Merchant Montreal, Que 5,000

Merchant Tailor Quebec, Que 5,000

Broker Toronto, Ont. 5,000

Insurance Manager *. . Montreal, Que 5,000

Barrister-at-Law New Westminster, B.C. 5,000

Merchant Toronto, Ont 6,000

Dentist Peterboro, Ont 5,000

Commercial Traveller London, Ont 10,000

Manager Loan Company ...Peterboro, Ont 12,000

Bank Manager Berwick, N.S 15,000

Public School Inspector Sarnia, Ont 10,000

Buyer, Departmental Store . Toronto, Ont 5,000

Sheriff York County Toronto, Ont 10,000

Dairyman Winnipeg, Man 10,000

Dairyman Winnipeg, Man 10,000

Merchant Toronto, Ont 5,000

Physician Truro, N.S 5,000

Physician Chatham, Ont 5,000

Napier, R. M

Neelands, T. D

Neilson, M

Neville, J. A

New, H

Newlands, A. F

Nicholls, F. T

Nicholson, John

Nickson, J. J

Niedringhaus, G. W.

Nordheimer, A

Norfolk, S

Nor they, J. P

Northey, T. E

Northup, W. C

Notman, R. L

Nourse, C. G. K. ..

Acct., Bank of Montreal . . .

Manufacturer

Civil Engineer

Merchant

Mfr. Sewer Pipes

Teacher

Gen. Mgr. Can. Gen. Elec. Co.

Photographer

Contractor

Manufacturer

Piano Mfr. and Merchant . .

Blacksmith

Manufacturer

Student

Wholesale Merchant

Manager and Manufacturer.
Bank Manager

Regina, Sask 5,000

Chicago, 111 6,000

St. John, N.B 13,000

Halifax, N.S 5,000

Hamilton, Ont 8,500

Buffalo, N.Y 10,000

Toronto, Ont 185,000

London, Ont 10,000

Vancouver, B.C 5,000

St. Louis, U.S.A 10,000

Toronto, Ont 5,000

Haileybury, Ont 5,000

Toronto, Ont. 35,000

New York, N.Y 5,000

Halifax, N.S 5,000

Flint, Mich 10,000

White Horse, Yukon . . 5,000

Oborne, J Gen. Supt. E. Div. C.P.R. . . Westmount, Que 20,000

Odell, W. F Druggist Truro, N.S 8,000

O’Mullin, J. C Barrister Halifax, N.S 10.000

O’rford, Dr. T. C Physician St. Georges, Gren.,BWI. 5,000

| Paddack, B. F Supt. of McKinnon Dash Co. St. Catharines, Ont. .. 5,000

(Page, T. J Physician Toronto, Ont 7,000

Palmer, F. C ..General Merchant Dorchester N.B 5,000

Palmer, Dr. G. H Medical Doctor Dorchester, N.B 5,000

Palmer, John Manufacturer Fredericton, N.B 20,000

! Palmer, J. J Pres. Toronto Type Foundry Toronto. Ont 5,000

I Parker, W. L .Lumber Contractor Buckingham, Que 5,000

j; Parkin, G. R Educationalist Toronto, Ont 10,000

; Parkin, S. G Lumber Merchant Lindsay, Ont 10,000

Paterson, T. F Lumberman Vancouver, B.C 5,000

| Pattillo, T. M Clerk Truro, N.S 5,000

Pattullo, J. B .Lawyer Dawson, Y.T 10,000

11

List of Prominent Policyholders — Continued.

Name

Pattullo, T. D.
Payzant, H. Y.

Peacey, A. G

Pearce, H. R

Pearce, T. E. ...
Pearson, Wm. . . .
Pearson, W. H. .

Peebles, J. D

Pellatt, Sir H. M.
Pember, W. T. . .
Pentecost, A. L. .
Percival, T. H. ...
Perfect, Dr. A. H.

Peter, C. J

Phippen, P. H.
Pickett, J. K. ...
Pitcher, C. S. ...
Poison, N. C., Jr
Ponton, J. D. ...

Porte, T. J

Porter, Dr. G. D.

Porter, J. S

Poussette, A. P. .
Poussette, H. R.

Powell, H. H

Powell, T. P

Price, Mrs. E. A.

Pugsley, John

Pye, A. C

Occupation Residence Amount

Asst. Gold Commissioner ...Dawson, Y.T 7,000

Student Falmouth, N.S 5,000

Manufacturer Toronto, Ont. 10,000

Student Marmora, Ont 5,000

Traveller Strathroy, Ont 10,000

Real Estate Winnipeg, Man 5,000

Supt. Gas Company Toronto, Ont. 10.000

Merchant Stanley, B.C 5,000

Stock Broker Toronto, Ont 20,000

Merchant Toronto, Ont 5,000

Merchant Hamilton, Ont 5,000

Manufacturer Merrickville, Ont 25,000

Physician Toronto Junction, Ont. 5,000

... .^. Manager Vancouver, B.C 5,000

Barrister Winnipeg, Man 7,000

Asst. Sec. Imperial Life ...Toronto, Ont 8,000

General Merchant Bridgetown, Barbados. 5,000

Student Kingston, Ont 6,000

Bookkeeper Bocas del Toro, Pan.. 5,000

Jeweller Winnipeg, Man 5,000

Physician Toronto, Ont 5,000

Manager Provision Store ...Toronto, Ont 10,000

Lawyer Peterboro, Ont 5,000

Captain S. A. Constabulary Sarnia, Ont 5,000

Plumber Woodstock, Ont 5,000

Planter Spanish Town, Jamaica 5,000

Lady St. John, N.B 5,000

Merchant Toronto, Ont 12,000

Merchant Tailor ..Arnprior, Ont 10,000

Rabe, Wm

Rae, Wm

Rainnie, J. G

Rankin, A. D

Ratz, A. E

Rayment, A. P.

Reardon, F

Redington, John .

Reid, C. M

Reid, J. F

Renfrew, A. E.

Rennie, G. S

Rhodes, E. N.

Rice, O. F

Richards, D

Richards, J. H.
Richardson, G. H.
Richardson, W. . .
Rickard, W. H. . .
Riggs, Dr. H. W.
Robinette, T. C. .

Robins, W

Roche, D

Rodriguez, J. P.

Roediger, R

Rogers, A. S

Rogers, C. K. ...

Rogers, F. J

Rogers, H. E. R.
Rogers, H. G. ...

Rogers, J. B

Rogers, W. A.

Ross, A. M. S.

.Farmer Alexander, Man 8,000

.Architect Toronto, Ont 5,000

.Insurance Agent Halifax, N.S 5,000

.Merchant Brandon, Man 5,000

.Miller Tavistock, Ont 5,000

.Rancher Edmonton, Alta 5,000

.Paint and' Glass Merchant ..Halifax, N.S 5,000

.Mine Manager Cobalt, Ont 5,000

.Merchant Belleville, Ont 5,000

.Commission Merchant St. Louis, 111 5,000

Merchant Toronto, Ont 5,000

Physician Hamilton, Ont 5,000

Student at Law Amherst, N.S 10,000

Bank Manager Toronto, Ont 15.000

Lumberman and Mill OwnerCampbellton, N.B 5,000

Lumber Merchant Boiestown, N.B 5,000

Civil Engineer Ottawa, Ont 5,000

Dentist Vancouver, B.C 5,000

Farmer Indian Head, Sask. . . . 5,000

Physician Vancouver, B.C 5,000

Barrister Toronto, Ont 7,000

Sec. Hiram Walker & Sons. Walkerville, Ont. ...

Merchant Newmarket, Ont

Venezuelan Consul Port of Spain, B.W.I.

Newspaper Manager Dawson, Yukon Ter.

Manager Elias Rogers Co. . Hamilton, Ont

Dry Goods

Real Estate Dealer

Deer Park, Ont.

5,000

Winnipeg, Man 5,000

Clerk, Wholesale Hardware. St. John, N.B 5,000

Hardware Clerk Toronto, Ont 7,500

Merchant Brooklyn, N.Y 60,000

Clerk and Student Portage la Prairie, Man 5,000

12

List of Prominent Policyholders— Continued.

Name

Ross, A. W.

Ross, H

Ross, J. H

Ross, J. K. M.

Ross, J. M

Rounsefell, F. W.
Rowan, W. R.

Rowell, N. W

Rowley, A. H

Rumpel, G

Rumpel, O. E

Rundle, W. E.

Russel, R. K

Russell, F. R. M. .

Russell, J. A

Russell, J. A

Russill, V. A

Rutherford, W. A.

Ryan, M. P

Ryckman, E. B

Ryker, E. G

Rymal, G. F. . . . .

Ryrie, H

Ryrie, James

Occupation

Insurance Agent

. Barrister

, Stock Broker

Child

, Salesman

■ Insurance Agent

Commercial Traveller ....

Barrister

Bank Manager

Manufacturer

Manufacturer

Secy. National Trust Co.

Civil Engineer

Barrister

Bank Manager

Barrister

Crockery Merchant

Commission Merchant

Provision Dealer

.Barrister

Broker

Canvasser and Solicitor . .

Jeweller

Jeweller

Residence Amount

■ Winnipeg, Man 6,000

, Sydney, N.S 5,000

■ Toronto, Ont 6,000

Montreal, Que 5,000

Portage la Prairie, Man. 5,000

■ Vancouver, B.C 10,000

Winnipeg, Man 5,000

Toronto, Ont 5,000

Kingston, Jamaica ... 5,000

Berlin, Ont 10,000

■ Berlin, Ont 10,000

Toronto, Ont 5,000

Pembroke, Ont 5,000

Vancouver, B.C 5,000

Windsor, N.S 5,000

Vancouver, B.C 11,000

Toronto, Ont 5,000

Toronto, Ont 5,000

Toronto, Ont 5.000

Toronto, Ont 20,000

Montreal, Que 10,000

Calgary, Alta 5,000

Toronto, Ont 5,000

Toronto, Ont 10^000

Salter, G. L

Sands, W. W

Sansom, D

Saunders, B. D. .

Saunders, E

Savage, R. L

Savarin, J. E

Scarlett, E

Schetky, G. L. ...

Schlichter, C

Schnare, C. W. . . .
Schooley, F. T.

Scott, A. H

Scott, C. N

Seaton, D. T

Setter, J. J

Seymour, W. H.

Sharpe, C. A

Shaw, A. McN. ..

Shaw, H. B

Sheridan, A

Shields, A. S

Shurly, R. F. ...
Shuttleworth, J. M.

Simard, J

Simons, A. T. ...

Simpson, D. G

Simpson, D. B.
Simpson, H. H.

Sims, H. J

Sims, P. H. ...
Simpson, F. C. .
Sinclair, D. J.
Sinclair, D. N.
Smale, F. J. ...
Smillie, N. C. .
Smith, A. E. ...

. Secy. National Trust Winnipeg, Man 5,000

• Physician Kingston, Ont 5,000

.Lumber Merchant Boiestown, N.B 5,000

• Bank Manager North Toronto, Ont. . 5,000

. Manufacturing Jeweller Toronto, Ont . .35,000

. Commercial Agent Montreal, Que 5,000

. Book and Stationery Store . Montreal, Que 5,000

. Druggist Oak Lake, Man 7,000

.Insurance Agent Nanaimo, B.C 5,000

.Medical Student Toronto, Ont 5,000

. Manuf. Cream Separators ..Montreal, Que 5,000

.Soap Manufacturer Vancouver, B.C 5,000

. Commission Merchant Montreal, Que 5,000

.Student Listowel, Out 5^000

. Clerk in Civil Service Kingston, Jamaica . . . 5,000

. Farmer High Bluff, Man 5Z000

. Insurance Manager Hamilton, Ont 5,000

. Glass Merchant Montreal, Que 5,000

. Manager, Imperial Life Montreal, Que 5,000

. Manager, Union Bank Indian Head, Ass. . . . 5,000

.Cattle Dealer Toronto, Ont 5,000

.Salesman Haileybury, Ont 5,000

. Twine Manufacturer Toronto, Ont 5,000

.President of Bow Park Co. . .Brantford, Ont. ......10,000

. Merchant and' Agent St. Jean, Que 5,280

. Wholesale Merchant Quebec, Que 5,000

.Civil Engineer Bridgetown, B.W.I. ... 5,000

.Solicitor Bowmanville, Ont. ... 7,500

.Farmer Brandon, Man 6,000

.Hatter and Furrier Ottawa, Ont 5,000

. Insurance Secretary Toronto, Ont. 5,000

•Wholesale Druggist Halifax, N.S 5,000

. Physician Woodstock, Ont 5,000

.Insurance Agent Sarnia, Ont 10,000

.Chemist Toronto, Ont 5,000

. Medical Doctor Montreal, Que 6,000

.Wholesale Dry Goods Halifax, N.S 10,000

13

List of Prominent Policyholders — Continued.

Name

Smith. G. H

Smith, J. J

Smith, J. M

Soper, E. N

Soper, F. G

Soper, W. Y

Southam, G. H. ..

Southam, R

Southam, W. J. . .
Sparrow, J. M.

Speight, T. H

Spencer, D

Spencer, J. D

Sprague, D. E.

Springer, F. B

Squires, R. A.

Stairs, H. B

Stanfield, F

Stanfield, John . . . .

Stanyon, H

Stark, C. T

Stark, H. L

Stauf, E. A. H.

Steacy, E. T

Stein, W. T

Stephen, A

Stevens, T. N.
Stewart, A. D.
Stewart, D. R.
Stewart, J. W. W.
Strachan, W. C. .
Stratford, J. E. H.
Strathy, E. K. ...
Stratton, J. R. ...

Sudman, J

Sullivan, E

Sumner, W. C. . .
Sutcliffe, H. W. .
Sutherland, W. J.
Swayze, W. A.
Sylvester, G. P.
Symington, T

Occupation

Residence

Amount

Ont 10,000

Sask 14,000

Ont 7,000

Ont 5,000

Ont 5,000

Ont 10,000

Ont 5,000

Ont 5,000

.Secretary Canada Permanent Toronto,

. Manuf. and Grain Merchant Yorkt on,

. Controller, Toronto Ry. Co. Toronto,

. Imperial Bank Ottawa,

. Traveller Toronto,

. Electrical Engineer Ottawa,

. Student Toronto,

. Printer and Publisher Toronto,

Bookkeeper Hamilton, Ont 5,000

Manufacturer Toronto, Ont 10,000

, Manufacturer Markham, Ont 5,000

Merchant Victoria, B.C 25,000

.Manager Halifax, N.S 20,000

Lumber Manufacturer Winnipeg, Man ..10,000

, Prov. Mgr. Imperial Life. .. Vancouver, B.C 6,000

. Solicitor and Notary St. John's, Nfld 5,000

Ter.

. .. 5,000
. . .45,000
. ..10,000
. .. 8,000
. .. 5,000
. . .10,000

5.000

10,000'

6.000
5,000
5,000
5,000
5,000

Barrister Halifax, N.S. ..

....Woollen Manufacturer Truro, N.S. ...

.... Woollen Manufacturer Truro, N.S. . . .

.... Manufacturer Toronto, Ont. . .

.... Broker Toronto, Ont. .

.... Broker Toronto, Ont. . .

. . . . Real Estate and Mining Bkr. Dawson, Yukon

.... Dry Goods Merchant Kingston, Ont.

Chartered Accountant Vancouver, Bl.C

. . . . Mayor of Halifax Halifax, N.S.

Accountant Toronto, Ont.

.... Physician Fort William, Ont.

.... China Merchant New Glasgow, N.S.

Sup. of Agencies, Imp. Life Winnipeg. Man 10.000

....Mgr. Wm. Strachan Co. ...Montreal, Que 10,000

....Manufacturer Brantford, Ont 5,000

. . . . Bank Manager Medicine Hat, Sask. . 5,000

....Publisher Peterboro, Ont 5,000

Merchant Tailor Vancouver, B.C 5,000

Hotel Keeper Toronto, Ont 10,000

....Merchant and Miller Truro, N.S 5,000

. . . . Gentleman Coutlie, B.C 5,000

. . . . Grocer Winnipeg, Man 5,000

Gentleman Hagersville. Ont 5,000

....Physician Toronto, Ont 5,000

....Merchant Sarnia, Ont 5,000

Tait, Joseph

Tanner, W. C. A. ...

Tassie, W. O

Taylor, H. A

Tees, J. A

Teskey, R. W

Thomas, F. T

Thomas, F. M

Thomas, W. D

Thompson, J. B

Thomson, A

Thomson, M. P. .....

Thurrott, A. M

Tillson, E. V

Tillson, G. W

Tobey, C. W

Tobey, W. M

Tomlinson, T. R. ...
Torrance, W. B

. Registrar Surrogate Court . .

. Cigar Manufacturer

.Mgr. Casualty Ins’ce Co

. Merchant

Real Estate Broker

. Mgr. Bradstreets Co

. Accountant

. Hotel Manager

. Accountant

. Commission Merchant

. Furniture Manufacturer . . .
. Book Seller and Stat. Mcht.

. Merchant

. Miller

. Miller

. Tanner

. Civil Service and Sur. Dpt.

. Farmer

. Banker

Toronto, Ont 5,000

London, Ont 5,000

Winnipeg, Man 5,000

Toronto, Ont 5,000

Vancouver. B.C 10,000

Toronto, Ont 5,000

Fredericton, N.B 5,000

Toronto, Ont 6,000

Toronto, Ont 5,000

Toronto, Ont 6.000

Hamilton. Ont '5,000

Vancouver, B.C 5,000

Newcastle Bridge, N.B. 5,000

Tillsonburg, Ont 25,000

Tillsonburg. Omt 25,000

Collingwood, Ont 5,000

Ottawa, Ont 5,000

Meanskiniobt, B.C. ... 5,000
Montreal, Que 5,000

14

List of Prominent Policyholders— Continued.

Name

Torrey, R. H

Towers, R. I

Treble, C. E

Trenholm, W. C. ...

Treuffet, J

Trickey, John

Turner, C. M

Tyrrell, J. B

Tyus, R. S

Umphray, G. H

Uren, Dr. J. F.

Van Buskirk, J. F. .
Van Houten, W. J. .

Vanzant, F. N

Verity, R. H

Verity, W. J

Villani, A. M

Vipond, A. E

Vipond, C. W

Wadsworth, J. A. J.

Walcot, C. W.

Walker, A

Walker, B. E

Walker, F. H

Walker, F

Walker, J. H

Walker, T. L

Walsh, R

Walsh, T. J

Ward, E. J

Warnock, J. B

Watson, G. H

Watson, R

Webb, T. H

Webster, L. C

Weddall, C. H

Weikel, C. B

Wendling, A

Werry, T. W

West, J. M

West, W. N

West, T

Weston, George

Wheeler, A. E

Wheeler, G

Wheeler-Bennett, J.,

White, L

White, W. T

Whitlaw, C. E

Whitney, H. M

Wickins, Dr. A. E.
Wickware, A. S.

Wiley, J. M

Willison, J. S

Wilson, E. M

Wilson, G. I

Wilson, H. G. W. .

Wilson, R

Wilson, Dr. T

Occupation

, Physician

. Agent

General

Mgr. Atlantic Soap Co.

Agent

Broker and Insurance Agent

Hardware Merchant

Bank Manager

Distiller

Grocery Merchant

Distiller

Prof., Toronto University ..

, Drover

. Painting and Decorat. Mcht

. Capitalist

. Manufacturer

. Barrister

.Minister Public Works

. Secy. Man. Trusts Co

. Coal Merchant

. Merchant

. Singing Teacher

. Hotel Keeper

. Civil Service Astronomer . ,

. Safe Manufacturer

. Safe Manufacturer

. Safe Manufacturer

. Wholesale Baker

. Merchant

. Merchant

. Produce Agent

.Prop. Cafe and Restaurant.

. Mgr. National Trust Co. . .

. Clerk

. Merchant

. Physician

.Insurance Manager

. Wholesale and Retail Drug
.Editor “The News”..

. Typewriter Dealer . . .

. Merchant

. Barrister-at-Law

. Clerk of Works

. Physician

Residence

Amount

Dawson, Y.T

. . 5,000

'arnia, Ont

..10,000

ronto, Ont

Port Elgin, Ont

. . 5,000

Walsh. Sask

. . 5,000

Montreal, Que

. . 7,000

Calgary, Alta

. . 5,000

Ottawa, Ont

. . 8,000

Toronto, Ont

. . 5,000

Chicago, 111

. . 6,000

Toronto, Ont

. . 5,000

Fredericton, N.B.

.. 5,000

Vancouver, B.C

. . 5,000

Toronto, Ont

. .10,000

Toronto, Ont

..10,000

Brantford, Ont

.. 5,000

L’Annonciation, Que.

.10,000

, Montreal, Que

..10,000

Montreal, Que

..10,000

. Ottawa, Ont

t Quebec, Que

, Indian Head’, Sask.

. .10.000

. Toronto, Ont

. .20,000

. Detroit, Mich

. .25,000

. Norwich, Ont

.. 5,000

. Walkerville, Ont. . . .

. .25,000

. Toronto, Ont

. .10,000

. Hastings, Ont

.. 5,000

. Halifax, N.S

.. 6,000

. Kentville, N.S

. .10,000

. Galt, Ont

.. 5,000

. Toronto. Ont

. .15,000

Portage la Pra’ie, Man. 10,000

. Winnipeg, Man

.. 5,000

. Quebec, Que

. Fredericton, N.B. . . .

, .. 5,000

. Troy, N.Y

.. 5,000

. Brockville, Ont

, .. 5,000

. Ottawa, Ont

, .. 5,000

. Toronto, Ont t .

. . .10,000

. Toronto, Ont

, .. 5,000

. Toronto, Ont

. .. 5,000

. Toronto, Ont

, .100,000

. Toronto, Ont

. .. 5,000

. Toronto, Ont

. .. 5,000

. Keston, Kent, Eng.

.100,000

. St. John, N.B

... 5,000

. Toronto, Ont

...10.000

. Caribou, B.C

. .. 5,000

Boston Mass

. . .25,000

.Hamilton, Ont

. .. 5,000

. Ottawa, Ont

. .. 5,000

Fredericton, N.B. . .

. .. 5,000

. Toronto, Ont

. .. 6,000

. Montreal, Que

. .. 5,000

. Vancouver, B.C. . . .

. .. 5,000

Indian Head, Sask.

.. 6,000

. Winnipeg, Man. . . .

.. .10,000

. Vancouver, B.C. . . .

. .. 5,000

15

List of Prominent Policyholders— Continued.

Name

Wilson, W. G

Winch, R. V

Winters, Dr. G. A.
Wisner, C. E.
Witton, H. B. ...

Wood, Alfred

Wood, E. R

Wood, G. D

Wood, G. H

Wood, James

Wood, S. C., Jr. . .

Woods, D. C

Woods, J. W

Wright, G. M

Wright, R. C

Wright, T. R

Wyatt, H. F

Yates, H. B

Occupation Residence Amount

Mgr. U. S. Sales Book Co. ..New York. N.Y 10,000

Proprietor Cannery Vancouver, B.C 7,000

Physician Toronto, Ont 5,000

Bookkeeper Toronto, Ont 10,000

Mgr. Tuckett Tobacco Fac’y Hamilton, Ont 5,000

Sec.-Treas. “The World” ..Toronto, Ont 20,000

Manager, Loan Co Toronto, Ont 20,000

Hardware Merchant Winnipeg, Man 5,000

Bond Broker Toronto, Ont 5,000

Sec. Robert Simpson Co. . . Toronto,

Barrister Toronto,

Grocer Halifax,

Merchant Toronto,

Inspector, Acme Loan Co. . . Toronto,

Bank Manager New Glasgow, N.S. . . . 5,000

Office Clerk Toronto, Ont 5,000

Stock Broker and Fin. AgentToronto, Ont 5,000

Physician Montreal, Que 5,000

Ont 10,000

Ont 5,000

N.S 5,000

Ont 25,000

Ont 8,000

16

FOR AGENTS5 USE ONLY

Published by the Imperial Life Assurance Co’y of Canada

OUR ANNUAL REPORT

The Company’s report for the year ending the 31st of December,
1905, will soon be published, and a supply will then be sent to every
agent of the Imperial Life.

It is probable that no Canadian or American Life Company has ever
before published such a full, complete and straightforward statement of
its affairs. There has been a feeling that the annual reports of life
companies in the past have not given as full information as to the
character of their investments, the sources of their income, and the
details of their expenditure as might be desired. In deference to that
feeling, the Imperial Life has this year given the above information in
minutest detail, even furnishing a list of every real estate mortgage,
every stock and every security held by this Company as an asset.
The whole report is a splendid canvassing document, and we want
our agents to make the best possible use of it.

Prominent Policy Holders.

Along- with this issue of the Agents’ News is enclosed a Special Number
containing- a list of policyholders, who carry $5,000 and upwards with the
Company. It is unnecessary to point out that such a list should prove of very
great assistance to our representatives in canvassing. When approaching a
man who is unacquainted with this Company and its record, there is nothing
that is more likely to inspire your prospect with confidence in the Imperial Life
than to show him the long list of prominent men who have already demon-
strated their faith in the Company’s future. It is a good plan for the agent to
go over the list carefully, ticking off the names that are known to him and
known in his neighborhood. Then when a prospect commences to turn over
the pages, the names which have been thus marked will naturally attract his
attention. We have a fairly large supply of these lists on hand, and if any
agent feels that he can use more of them, he has only to write a line to the
Head Office.

Prepare Your Arguments.

The life insurance canvasser cannot prepare his arguments too carefully.
Let them be well thought out, well expressed, well illustrated. Ponder over
the best methods of introducing them, developing them and emphasizing them.
It may even pay you to elaborate upon several ways of expressing the same
argument, for there are many men whose minds are so constituted that the full
force of your reasoning does not strike them until it has been repeated more
than once. Classify your arguments. Have them marshalled in well-ordered
array within the recesses of your brain, ready for service when the time of
action arrives.

Know your best arguments and rely upon them. This does not mean that
you are always to employ the same arguments. All men are not alike. When
you approach a prospect, you must use the reasoning that you think is best
adapted to his particular circumstances. But in the main you must depend
principally on the “ old reliable ” arguments that have served you so often
before. They are the veterans and must bear the brunt of the fighting. If
you meet with a reverse, use one of the old brigade to cover your retreat. If
there is an attack to be pushed home, there are no others upon which you can
so well rely.

We give on the opposite page some of the arguments that every agent should
be master of . Note the italics. An agent may combine a thorough knowledge of his
subject with the volubility of a gramophone, and yet fail to impress a prospect
with his arguments. He is not master of his arguments unless he can make the
prospect feel them as well as understand them. A mere acquiescence is no*
enough. The reasoning must be so emphasized and dwelt upon that the
prospect will have a vivid realization of its truth and applicability to his own
circumstances. The agent has not mastered the argument unless he can
do thi$.

2

REASONS FOR INSURING YOUR LIFE.

1. Because it will provide for your family after your death.

2. Because it may mean an education to your children.

3. Because it will provide a competence for your support in old age.

4. Because it is almost the only absolutely safe investment.

5. Because it is one of the besf ways of encouraging thrift and economy,

6. Because it gives you a chance to live up to your income.

7. Because it takes away the worry and anxiety from life.

8. Because you can get it cheaper now if you insure without delay.

9. Because you are in good health. Ill health would debar you from

insurance.

10. Because if you do not insure, your money will probably be used in

ways not nearly so profitable.

11. Because in the future you may have some one dependent on you, and

will then need insurance. Secure it now when it is cheaper and
you can better afford it.

12. Because you will be handicapped in the race of life unless you take

advantage, as others have done, of this means of averting anxiety
and worry.

13. Because by a single stroke of the pen you can contract for an endow-

ment policy and thus at once add to your estate a sum which other-
wise would require long years of saving.

14. Because life insurance is an investment which does not require any

attention whatever between the premium due-dates. The Company
looks after it for you.

15. Because it will protect your business.

16. Because it affords the most convenient way of disposing of your

estate after death. No lawyers will grow rich at your expense if
your will consists of life insurance policies.

17. Because it is not an expense but a saving.

18. Because it is an asset which is not affected by hard times or fluctuations

of the markets.

19. Because it may mean to your family all the difference between poverty

and riches — between drudgery and ease.

20. Because the shrewdest and most successful men in Canada, the United

States and Great Britain, and the world over, have signified their
appreciation of life insurance by taking out policies on their own
lives for large amounts.

Look not mournfully upon the past,
It comes not back again. Wisely
Improve the present, it is thine.

Go forth to meet the shadowy future
Without fear and with a manly heart.

3

A Timely Warning’.

A London man who slept in a barn when the thermometer registered 15
degrees below zero was arrested, charged with insanity. There are a number
of fresh air fiends in this office who may take warning from this.

Agents have no Authority to Alter Policies and Receipts.

Several instances have recently been brought to the notice of the Head
Office, where representatives of the Company have assumed the responsibility
of making slight alterations in policies or premium receipts. The alterations
may appear to be unimportant and trivial, such as changing a misspelt proper
name or correcting an obvious error in the amount of a premium, but we desire
to point out that agents have no power to make alterations of any kind in
any of the documents relating to the contract between the Company and the
assured. We direct the attention of our representatives to the provision on
the second page of the policy contract, which reads as follows :

“This policy, embracing everything contained on pages 1, 2, and 3 hereof,
and the application herefor taken together constitute the entire contract with the
Company, which cannot be varied except by writing hereon signed at the
Head Office by two of the Executive officers. Any interlineations,
additions or alterations must be attested by two of the said
officers.” See also Section 88 of Rules and Instructions to Agents, where it
is stated that “ The Agent has no authority on behalf of the Company to . . .
make, alter, or discharge any contract ”

The proper course, when an error is discovered, is to return the documents
in which the error occurs to Head Office. This involves some delay, but it is
the only safe plan.

Re New Banking Arrangements.

Attention is drawn to a change in the banking arrangements connected
with the Daily Cash Reports. Heretofore, the money deposited in connection
with these reports has been withdrawn from the outside points and placed to
the credit of the Company in banks in Toronto. All accounts have formerly
been paid either by cheque on the banks in Toronto, or by means of express
money orders. Arrangements have now been made to pay accounts, wherever
possible, by cheques drawn on the Company’s bank accounts at the different
agencies. We believe two advantages will result :

First. Some prestige arising from the fact that the Company has a current
bank account at the different agencies.

Second. It should reduce the exchange charges considerably.

There are, no doubt, some villages and towns adjacent to the centres
where the Company has a bank account, whose residents do their banking
business at these centres. It is desired that our representatives send us the
names of these places that we may pay any accounts due to those residing in
these villages or towns by cheque on the bank account where the branch office
is located.

Representatives will kindly note that the monthly bank statement will no
longer be required. Arrangements are made whereby the Company will
secure from each bank a certificate showing the balance to the credit of the
Company at the end of each month.

4

FOR AGENTS3 USE ONLY

Vol. 7, No. 7

Published by ihe Imperial Life Assurance Co’y of Canada

(15-3-06)

DON’T LET UP

A commission to investigate the condition of- life
insurance in Canada has at length been appointed,
and no one should welcome that event more than the
life companies and their representatives in the field.
In place of vague rumours and reckless charges we are
now going to have FACTS. Nothing could be more in
the true interests of the Canadian Life Companies than
to have a thorough examination of all their affairs
and methods.

The last six months have been a trying time for all
life insurance agents. They have had to encounter that
difficult** which is the least easy for an agent to
surmount — suspicion. In the face of these and other
difficulties, the Imperial’s representatives have done
magnificent work. Our counsel to them at the present
time is to continue as they have done in the past. Don’t
be discouraged. DON’T LET UP. It may be many
months before the commission completes its task.
That means many months more of difficulty and dis-
couragement for life agents. Nevertheless refuse to
be disheartened. Keep plodding away. SVIen need life
insurance, and always will need it. Opportunities are
ever with you if you will but seize them.

A Half-Truth.

A Toronto newspaper recently made the discovery (?) that the Imperial Life
has paid out more money in dividends to shareholders than in profits to policy-
holders, and straightway gave prominence to this information in its columns.
We have no desire to deny the statement. It is a fact that the shareholders of
this Company have received in dividends more than the policyholders have
received in profits. The statement of the newspaper in question was the
truth — but only half the truth. As a great poet has said,

“ A lie that is half a truth, is the blackest of lies,

For a lie that is all a lie may be met with and fought outright,

But a lie that is half a truth is a harder matter to fight.”

The unfairness of that article will be seen clearly in the light of the
following facts :

First. The writer of the article omitted to state that whereas the stock
dividends represent all the payments that the shareholders have ever received,
on the other hand the policyholders receive from the Company not only profits
on participating policies but also other payments, such as death claims,
matured endowments, etc. The following is a statement of the comparative
amounts received by the shareholders and policyholders each year since the
Company’s inception :

Payments to Payments to

Year. Shareholders. Policyholders.

1897 None None

1898 None $14,595

1899 None 9, 1 23

1900 ... None 35,662

1901 None 45.541

1902 $27,000 52,036

I9°3 27,000 7°>737

1904 27,000 83,829

1 9° 5 27,000 112,431

Totals $108,000 $423,954

So that the policyholders of the Company have in reality received nearly
four times the amount that has been paid to shareholders, and with each
succeeding year the payments to policyholders are rapidly increasing.

Second. The article ignored the fact that the vast majority of the
Company’s policies are on some one or other of the Accumulative Surplus or
Deferred Dividend plans. The only policyholders who have yet received
profits on their policies are the comparatively significant number who insured
on the 5-Year Distribution plan during the years 1897 to 1900. As the
Imperial Life started business only in 1897, there will be no profits due under
Deferred Dividend Policies until 1907. According to the contracts, the Company
has no power to pay profits under Deferred Dividend policies until the end of
the Dividend Period selected by the policyholders themselves. If more
Imperial policyholders, at the date of making application, had requested to
have profits paid quinquennially, then the Company’s payments of profits

2

would naturally have been larger during the last nine years. But as every
agent knows, applicants usually apply for a 15 or 20 Year Accumulative
Surplus Period, which is likely to give better returns than a shorter A. S.
Period.

Third . We give in Table A the amounts of Capital Stock and Premiums
on Capital Stock that have been paid in to the Company by its shareholders,
wit-h the dates of such payments. Column (5) shows the amount of the
compound interest to 1st January, 1906, on these payments, the rates of
interest used in the calculations being the same as the average rates actually
realized by the Company. Table B shows the amounts paid as dividends to
shareholders. These payments have also been accumulated at compound
interest (the same rates of interest being used as before), and column (3) gives
the amount of such payments with interest to 1st January, 1906.

Table A — Interest on Shareholders’ Capital.

(1)

Date.

(2)

Capital Paid.

(3)

Premium on
Capital.

(4)

Total amount
paid by
Shareholders.

(5)

Interest at rate earned
by Company to 1 st
Jan., 1906, on amount
contributed by
Shareholders.

15th July, 1897

$250,000.00

$62,500.00

$312,500.00

$^4, 298.75

1 5th Oct. , 1898 ....

2,070.00

5I7-50

2,587-5°

1 , 106.01

15th Nov. , 1898 ....

95,300.00

23,825.00

1 19> 1 25-°°

50,429.90

15th Dec., 1898. . . .

102,630.00

25>657*5°

128,287.50

53.783- 12

Totals

$450,000.00

$1 1 2,500.00

$562,500.00

$259,617.78

Table B — Dividends to Shareholders.

(l)

Date of payment.

(2)

Amount of
Dividend paid.

(3)

Total amount of Dividend,
with Compound Interest,
to 1st January, 1906.

1st April, 1902

$6,750.00

$8,228.42

i st July, 1902

6,75°.°°

8,121.52

1st Oct., 1902

6,750.00

8,016.00

1st Jan. , 1903

6,750.0°

7,91 1.86

1st April, 1903

6,750.00

7,809.08

1st July, 1903

6,750.00

7,707.62

1st Oct. , 1903

6,75°-oo

7,607.48

1st Jan. , 1904

6,750.00

7,5o8-65

1st April, 1904

6,750.00

7,410.22

1st July, 1904

6,750.00

7,31s*08

1st Oct., 1904

6,75°-°°

7,217.21

1st Jan., 1905

6,750.00

7, 122.60

1st April, 1905

6,750.00

7,°27-57

1st July, 1905

6,750.00

6,933. 80

1st Oct., 1905

6,750.00

6,841.2 8

1st Jan. , 1906

6,750.00

6,75°*°°

$108,000.00

$119,526.39

3

As will be seen from the foregoing- statement, the Shareholders of the
Imperial Life have put into the Company $562,500. The interest earned by
the Company upon this sum during the last nine years has amounted to
$259,617.78. The dividends paid to shareholders have, on the other hand,
amounted only to $108,000.00, or including compound interest, $119,526.39.
This proves conclusively that the shareholders of the Imperial Life — far from
receiving an unduly large share of the Company’s profits — have hitherto been
allotted as dividends less than one-half the interest actually earned by
their invested capital. The policyholders have not only received the benefit
of the capital already paid in — which has proved an important factor in the
upbuilding of the Company — but they have had the advantage of the security
afforded by the $550,000 additional unpaid capital which was subscribed by the
shareholders, and for which they are liable at the Company’s call.

A Useful Suggestion.

Mr. T. Bradshaw , F.I.A.,

Secretary and Actuary Imperial Life ,

Toronto, Ont. March 2nd, 1906.

Dear Sir, — I have been thinking- several times of advising you of a plan I have adopted
which has been very helpful to me. Instead of the Canvassing Book, which is now out of
date, I have taken a blank book, the convenient size for inside pocket, into which I paste any
items, which have appeared in the Agents’ News, such as, standing of our own company^
articles on reserves, particulars of our charter, and comparisons with other companies. I
always use this in my canvas, and find it very helpful and far ahead of any typewritten or
other written memo. I could have. In this way I can arrange the arguments just as I need
them, so that I can conveniently use them and have them always with me.

Yours very truly,

H. B. Andrews.

Dwell on Your Strong Points.

You have almost always noticed in canvassing a “prospect” that there
are certain features of the proposition which you have to offer that particularly
impress him. They may not be the features that you consider the most
attractive. They may be points which you did not expect to count for much.
Nevertheless the fact remains that some of your arguments, from the
“ prospect’s” standpoint, are more forcible than others, — and your aim must
be to discover what particular arguments these are that impress your client
most. You can generally tell when an argument has struck home. Some-
times by a word of assent, a comment, a pertinent question even, your man will
show that he is impressed and interested. Make a mental note of the fact then
and there. Remember which of your arguments it was that apparently
appealed to him, and work that arguvient for all it is worth. Do not allow
yourself to be sidetracked by entering into discussions or explanations of minor
features of the policy, but keep harping on your strong points.

Just here many an agent blunders. He gets his client interested, he has
an opportunity of ascertaining which of his arguments the client is most
impressed by, he feels that he is gaining ground, and yet — he fails to close the

4

business. Why ? In nine cases out of ten, simply because, instead of sticking
to his strong points and “ rubbing them in,” he allows the discussion to
wander off along other lines. Then the newly-awakened interest of the
prospect dies away, and when the agent attempts to recover the lost ground,
he finds himself unable to do so.

Occasionally a “ prospect” will put forward an objection that is hard to
meet. For instance he may say that his money will be “tied up” if he
placed it in insurance. There are several ways in which you may combat this
argument, but the chances are that your purposes will be best served by
harking back to your strong points. There you are sure of your ground, and
so long as you stay there, you have the “prospect” at your mercy.

Re the Annual Reports.

These reports have now been published, and every policyholder of the
Imperial Life has received a copy. A supply of the Reports has also been
forwarded to each of our# District Managers and District Agents, to be
distributed by them among our local representatives. Each Manager and
District Agent has also received a supply of envelopes, specially made for the
purpose of mailing the Reports. Further supplies of either envelopes or
reports will be forwarded upon request, but kindly do not ask for more than
you can use. We presume that our representatives are aware that an Annual
Report, when enclosed in an unsealed envelope, with the flap folded in, can be
mailed for a cent to any address in Canada.

List of Prominent Policyholders.

We counted on sending out the enclosed lists along with the last issue of
the Agents’ News, but it was afterwards decided to hold them over and
forward them along with this number.

The Canvassing Book.

The Imperial’s canvassing book contains a mine of information regarding
the Company which you represent. To get the full advantage of it, you
should read it over frequently, and make yourself a complete master of its
contents. Any agent who has the information contained in this book at his
finger ends ought to be able to win a victory for the Imperial Life anywhere
and against any odds. The facts and figures given are incontrovertible and
unassailable. If you can only transfer those facts from yourself to your
prospects, there is nothing that can prevent you from writing applications.

In a recent number of the Agents’ News, we directed the attention of our
representatives to the importance of emphasizing the liberality and simplicity of
the Company’s policy contract. The canvassing book (pages 36-48) gives an
^excellent summary of the strong points of the Imperial’s policy.

As mentioned by Mr. H. B. Andrews in his letter which appears in this
issue, some of the original fig'ures given in the canvassing book are now out of

5

date. The Agents’ News has published from time to time new tables to take
the place of those given in the canvassing book. By following Mr. Andrew’s
plan of cutting out such articles and pasting them- in a pocket scrap-book an
agent is enabled to keep his canvassing book up to date. It is probable that
within a few weeks a supplementary number of this paper will be issued
containing a summary of the most striking comparisons that have appeared in
the Agents’ News during the last six months, and also supplying the latest
available figures to take the place of those given in the canvassing book.

Honor Roll “ A” for February.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name lias
appeared on the Honor Roll since the beginning of the year.

No. of times

C. A. Crysdale, Winnipeg, Man. . . .

Applications.

$21,500

Rank

I

Premiums.

$689.95

Rank.

2

on Honor Roll.
2

J. A. Robinson, St. Johns, Nfld

17,000

2

636.60

3

2

J. W. Ney, Port of Spain, Trinidad.

16,750

3

773-55

1

I

J. F. Gilmour, Ottawa, Ont

13,000

4

326.05

6

I

J. C. Gass, Halifax, N.S

12,000

5

260.60

9

2

I. Taylor, London, Ont

10,000

6

336-75

4

2

Dr. D. Lowrey, Toronto, Ont

9,000

7

335-85

5

2

J. F. Best, Brandon, Man

9,000

7

282. 10

8

2

H. B. Andrews, Stratford, Ont

8,000

9

284.00

7

I

F. B. Springer, Vancouver, B.C .. .

7>5°°

10

205.40

1 1

2

J. J. Gardiner, Cornwall, Ont

6,000

1 1

211.55

TO

2

A. W. Ross, Winnipeg, Man

5, ooo

1 2

^4.65

12

2

J. B. Cooke, Kingston, Ont

5,000

12

194-35

13

I

N. A. St. Julien, Rigaud, Que,

5, ooo

12

142.05

!4

I

Honor Roll “ B ” for February.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

P. P. Pickering, Jamaica, B.W. I ... .

Applications.

$8,500

Rank.

Premiums.

$528. IO

Rank.

I

on Honor Roll
I

Manton and Hart, Jamaica, B.W. I. .

5, OOO

2

288.9O

3

I

P. Dumoret & Co., Trinidad, B.W.I.

4>* 1 2 35°

3

336.85

2

1

C. E. Pye, Halifax, N.S

3, ooo

4

163.IO

4

I

W. H. Bessey, Toronto, Ont

3,000

4

80.25

5

I

6

Standing1 of Agencies, February, 1906.

I.

Winnipeg

10.

Jamaica

19.

Brandon

2.

Trinidad, B.W.I.

1 1.

Stratford

Victoria

3-

Ottawa

1 2.

Kingston

2 1 .

Sarnia

4-

Head Office

T3-

Guelph

Petrolia

5-

Montreal

*4-

Fort William

Edmonton

6.

Newfoundland

Brockville

24.

Hagersville

7-

Halifax

Orillia

25-

Brantford

8.

9-

London

Vancouver

x7-

Calgary
St. John

Charlottetown

Notes and Comments.

Mr. C. A. Crysdale has been doing excellent work the last few weeks
and deserves his position at the head of the list. Incidentally, he played a
prominent part in placing Winnipeg on the top rung of the ladder.

Don’t permit a prospect to excuse himself from insuring until the
investigation is finished. Royal Commissions are proverbially slow and your
man may be dead in the meantime.

Mr. J. A. Robinson’S work during the last two months is worthy of
remark. Since the first of the year he has written $42,000 of good business.

Mr. J. W. Ney stands first in amount of premiums, and third in amount
of applications. This represents a hard month’s work, and we congratulate
Mr. Ney on his excellent results.

The very fact that life insurance is being investigated is one of the
strongest reasons for insuring now. If the Canadian life companies have been
honestly conducted, well and good. If otherwise, the needful reforms are
sure to be made. In either case, the future of life insurance from a policy-
holders standpoint was never so safe or so certain as at the present time.

West Indies captured the first three places on Honor Roll “B.” Mp.
Pickeping, especially, did good work in February.

Twenty-two names on Honor Roll “ A ” in January. Fourteen names on
Honor Roll “A” in February. What happened to the other eight ?

“ The heights by great men reached and kept,

Were not attained by sudden flight,

But they, while their companions slept,

Were toiling upward in the nig'ht.”

Hints to the Uninsured.

Even the most anxious for business will not insure your house if it smells
of smoke, and none insure the lives of sick men. The insurance office is open
for those who are well enough to get there, and smart enough to get there in
itime.

Men in their graves are there to stay. There is no return from the dead to
correct mistakes or to do a little more for the family. Insurance must be
attended to in life.

7

Putting- off insurance is like waiting for a rising river to run by. The
longer you wait, the smaller becomes the opportunity to cross.

You cannot always keep secret the neglect of life insurance. It generally
comes out when a man is mean to his family.

“ Having to die to win ” is one of the mouldy objections to life insurance.
It is neither funny nor fair. You must die, and why not win ?

A dead man works a long time after death, if insured ; for thus his family
receives the wages he did not live to earn.

Will your widow dress as well as your wife does ? j

You will be gone a long time when you go for good, and the family will
require three meals daily just the same as now.

The one who killed the goose that laid the golden egg was no more foolish
than she who persuades her husband to avoid or abandon life insurance for her
benefit.

Suppose you were the wife and she the husband, and you knew what thin
ice he was skating on, wouldn’t you advise and insist on insurance ?

Glance at the glass and learn if you can look yourself squarely in the eye.
If you have a family but no insurance, we think you will not like the reflection.

When protection is bliss it is folly to be uninsured.

One of the worst of the sins of omission is the failure to take out life
insurance.

If it is hard work, as you claim, for you to support your family, do you
imagine it will be any easier for them to take care of themselves without you?

If your will is in the shape of a policy in the Imperial Life, no lawyers will
increase their bank accounts at the expense of your estate.

All single men should remain such so long as they are uninsured. The
man who will not insure for the benefit of his wife, doesn’t deserve to have one.

Some men fail to insure on account of poor health — and others on
account of pure meanness.

The man nowadays who leaves his family with nothing is hardly worthy of
forgiveness, and will be disagreeably remembered. “ A stain on the reputation
is a stain forever ; it may be forgiven, but it is never forgotten.”

When you insure your life for the protection of your family after you have
passed the Great Divide, you are guilty of a noble act. Don’t be afraid to
plead to the indictment.

The widow who will offer to return the money because it was a mistake
for her late husband to insure his life has never been heard of. And it is quite
safe to predict that she never will.

You will graduate from the school of experience if you die uninsured, but -
your family will have to pay for your tuition.

He Never Does It.

Why is the man who “ is going to insure ” like the man who “ can drink
or leave it alone ? ”

8

FOR AGENTS5 USE ONLY

iwuiPPim ii w 'ii'ium ■ tm ^msmaasam

. I

S^sis

HI

Vol. 7, No.

Published by the imperial Life Assurance Co’y of Canada

(1-4-06)

JUST A FEW WORDS

To our representatives about the insurance commission now in session.
Enough progress has already been made by the commission to render
it evident that the life companies are going to be subjected to a most
thorough test. The minutest details of their operations are required
to be made public. Every transaction entered into during the past
fifteen years will be disclosed. It is probable that no other business
has ever, in the history of this or any other country, been required to
undergo so searching- or inquisitorial a scrutiny.

It will be evident to all that the information now being- made
public affords abundant opportunity for misrepresentation and distor-
tion of facts. Certain newspapers are taking full advantage of this
opportunity and apparently are doing their best, by fair means or foul,
to bring disrepute upon the life companies of this country. In the last
issue of the Agents’ News we exposed a glaring instance of misrepre-
sentation which had as its object the discrediting of our own Company.

Even more dangerous than the irresponsible statements of news-
papers of that ilk is the widespread ignorance that prevails upon life
insurance topics, often among those who are particularly well-informed
on other subjects. Some ot the best-meaning and presumably most
intelligent journalists in the country have penned paragraphs during
the last few months that are positively ridiculous owing to their evident
ignorance of the most elementary rudiments of the life insurance busi-
ness. Before writing upon any other question, these men would prob-
ably take some pains to secure a little information upon the subject ;

but in these latter days anybody deems himself competent to expound the
principles and practice of life insurance in all its complexities and give pointers
to men who have spent their lives in studying the business. Verily a little
knowledge is a dangerous thing, and the truth of the maxim was never less
in question than at the present time.

At this juncture a great responsibility rests upon all life insurance agents.
The commission is composed of careful and experienced business men, who
will not act until they have the facts, and who can distinguish facts from
fiction. But with the general public the case is different. They secure only
imperfect reports of the proceedings of the commission, and are often at a loss
to interpret the significance of the evidence that they read. The Canadian Life ;
Insurance Companies look *to their agents throughout Canada to prevent the j
public from being stampeded by so-called “ revelations,” “ disclosures,”.

“ sensational developments,” according to the newspaper jargon with which
we are now so familiar. When the smoke clears away and “ the shouting and
the tumult dies,” we fancy that very much of the excitement will prove to have
originated in the fertile imaginations of a few bright newspaper reporters.

Ratio of Assets to Liabilities.

The following statement shows the ratio of Assets to Liabilities to Policy-
holders in the case of the principal Canadian Companies as given in the latest
Government Blue Book.^Only Companies having upwards of $5,000,000 of
insurance in force are included :

Company

Total Liability
to

Policyholders

Total Assets

Ratio of Assets
to Liability to
Policyholders

Canada

$26,408,650

$29,064,599

I . IO

Confederation

9»5I9>733

IO>352, 1 23

I.09

Dominion

746>553

95 3 $5 2

1.28

Federal

^894,792

2U48,773

I* 13

Great West

1,977,612

2,557*983

I .29

Imperial

1,768,706

2,406,481

1.36

London

1,498,079

1,643,184

1. 10

Manufacturers

5»255>°77

6,112,345

1. 16

Mutual

7 >355» 1 7 2

8,220,530

1 . 12

North American . . .

5 0 58*76 1

6,231,000

1. 1 2

Sun Life

t5>985>97°

17,851,761

1. 1 2

It will be observed that in this statement the Imperial Life easily
leads. If the Liability to Policyholders had been computed according to Gov-
ernment standards instead of on the more stringent basis adopted by the
Imperial Life, it would be found that this Company holds $146 of securely
invested assets for every $100 of liability to policyholders. It will be understood
that this comparison is not made with any intent to disparage our competitors,
but simply to show the unexcelled security of the Imperial’s position.

From the Montreal “Witness.”

The yellow press of Canada has begun a similar compaign to that which
was pursued by the yellow press of the United States all through the course of
the insurance investigation there. Everything done by the insurance
companies, no matter how innocent, ordinary or necessary, was distorted and
misrepresented as extraordinary and evil by the United States yellow journals,
especially in their headings and editorially, and a tew of the Canadian news-

EXPLANATIONS AND CORRECTIONS

Re Imperial Life

IN CONNECTION WITH

Royal Commission on Life Insurance

DURING the sitting's of the Royal Commission on Life Insurance
now in progress the affairs of every life office will come under
critical review, and will be made public through the press. Unfortu-
nately, the reports of the newspapers are not always correct. Moreover,
at the best, they give only a partial report without explanation. It will be
our endeavor to take the earliest opportunity to acquaint our representatives
with the facts, to point out errors and to give all necessary explanations.

Re Agents’ Balances.

One of the Toronto papers published the following regarding the Imperial Life :

“ An item of $g,gi2, representing losses on agents' advances , was covered by writing up
stocks."

The facts, as given on page 225 of the Government Blue Book for 1904, are as follows:
First : The Company wrote off from its assets during 1904 agents’ advances amounting
to $9,512. This was done in order to avoid counting the $9,512 among the Company’s
assets. Most of the other Canadian companies take credit in their annual statements for
agents’ ledger balances as an asset (see page civ of Blue Book for 1904), and the fact
that the Imperial Life does not do this is simply a proof of its conservatism.

Second: The Company took credit in the same report for “ ledger value of bonds
written up, $3,738.07.” Between this item' and the other of “ Agents’ Advances written
off, $9,512,” there existed not the slightest connection whatever.

“Not Taken” Policies.

The evidence relating to this subject was incorrectly reported by some newspapers
and misunderstood by nearly all of them, as the following extracts will show : —

From the Toronto World: —

“ Recently Mr. Blackadar reported that some companies return as new business
actually paid for those policies for the first premiums on which the insured had merely
given promissory notes instead of cash — a frequent device of ag-ents desperately anxious
to get commissions, whether the business “materializes in cash, or not.”

“ The North American Life and the Imperial Life each report $600,000 worth of new
policies not paid for. In the following year these policies are shown as terminated.”

From the 7'oronto News : —

“ Mr. Blackadar’s testimony that at least two of the larger companies have resorted
to the practice of unduly swelling their returns of new business obtained does not conduce
to confidence in insurance statistics. In these cases the annual statements of policies
issued were made to include those for which notes, instead of cash premiums, were

accepted. When the notes tailed to he met at maturity these policies had to be written off
to the extent of hundreds of thousands of dollars. The companies accused of this practice
are amongst the most prosperous of all those doing business in Canada, and they there-
fore have all the less excuse for resorting to this method of inflation.”

In the printed blanks sent out by the Insurance Department to all Canadian Life
offices the following question is asked :

Number of new policies reported during the year as taken?

It has been the practice of this Company, and we understood it was the practice of
all other offices, to answer the question literally. We included all policies issued and
taken in respect of which the first premiums had been paid in cash or by note. An
Imperial policy is in force when delivered and note or cash received for first premium ;
consequently the return made by us and other Companies 'was in accordance with the
facts. If the blanks had asked for “new policies reported during the year as taken
and paid in cash ” the information would have been duly furnished. As will be seen from
the following transcript of the evidence, the returns made by the Imperial Life to the
Insurance Department were similar to those of other Companies :

“Q. Now, the next matter I am going* to ask you about is a matter which is dealt with
in a report of yours which is stamped the 14th February of this year. It is headed
“Items in return.” To what company does that relate, or what companies? A. It will
relate to all the companies practically. It does not relate to any particular company ; only
two special companies are mentioned.

Q. The two special companies being the Imperial and North American ? A. These
had happened to come under my own view just previously to my writing the memo.

Q. What treatment is given in respect of these policies marked “taken,” where a
note has been taken and no cash passed ? What treatment is made in the Company's
books and in the return ? A. Where a note has been taken and no casli ?

Q. Yes? A. It is entered in the return under outstanding premiums in the assets.

Q. That is, taken in as an asset under the head “ Outstanding premiums”? A. Yes.

Q. Then when the note matures and is not paid, what entry is made in the books
about that? A. There would be a reversed entry.

Q. That would be written off? A. It would be written off the premium account.

Q. Is there any treatment of the reserve in respect of these suspended policies? A.
They are treated as if the premium had been paid and there is full reserve, and from that
it is carried into the liability.” ,

Government Deposit.

Owing to what may have been a typog'raphical error, the Toronto World recently
gave prominence on its front page to this statement : —

“ The Imperial Life asked to [reduce its deposit by $750,000. Mr. Fitzgerald had no
alternative but to submit .”

A couple of days later the paper in question inserted a four-line correction at the foot
of a column as follows :

‘ ‘ In Thursday's World a paragraph beginning ‘ The Imperial Life' should have read
‘ If the Imperial had asked to reduce its deposit, etc.' "

The fact is that the Imperial Life never asked for the release of such deposit.

The following is a transcript of the evidence before the Royal Commission : —

Q. Then let us consider the Canadian companies and their deposit of $50,000 for the
present. A company pays in $200,000 or $300,000, where $50,000 is required under the
Act, and then the Company makes application to you to repay to it a portion or all of the
excess that has taken place? A. It has occurred.

Q. In a large amount such as $100,000 or $200,000? A. No, I do not think so.

Q. What is the largest amount that you now remember has been returned to a
company? A. Well, I would scarcely like to speak from memory. Say a Company having a
large deposit as the Imperial here has, three or four times as much, I do not think there
would be any hesitation to pay that Company it if it really urged it, the additional
$25,000. They have a deposit of $225,000 ; I would not have any hesitation in surren-
dering the additional $25,000. They would still have four times as much as they are
required to have.

Q. Supposing they asked for $156,000 out of that? A. I do not think I would have
any alternative but to let them have it. I would do it very reluctantly.

Q. Has any such amount ever been asked? A. I think not. 1 think 1 am quite safe
in saying there has not been.

Metropolitan Bank Stock.

The following statement recently appeared in the Toronto World :

“ The Imperial Life has loaned $270,000, secured only by $100,000 par value of
Metropolitan Bank Stock.”

The following correction appeared later in the same paper :

“ In the report of Wednesday’s proceedings before the Insurance Commission ,
telegraphed from Ottawa , it was stated that the Imperial Life had loaned $170,000 on
Metropolitan Bank Stock, the par value of which was $100,000. While this is literally
true, the market value of the Metropolitan Bank Stock, on which the loan was guaranteed,
is $200,000. We are very glad thus to enlarge the telegraph report

The fact is that a loan of $170,000 was made on the security of Metropolitan Bank
Stock, the market value of which at the date of the above report was $200,000, or $30,000
in excess of the amount loaned by the Company. It may also be mentioned that the loan was
what is termed a Call Loan, that is repayable at the call of the Company or at the pleasure
of the borrowers. Acting upon their right the borrowers repaid some short time ago the
full amount of the loan with interest. At the present time the market value of the security
is over $200,000, but the Company is not now interested in it.

Dominion Coal Stock and Dominion Iron and Steel Bonds.

There had been expectations that the investment powers of life offices, as contained in
the Insurance Act, would be revised and that the above securities as well as others would
be included in such revision. Representations had been made to Government and con-
ferences held with the Hon. Minister of Finance and the Superintendent of Insurance on
the subject. The Company anticipated the revision referred to and bought securities of
the above companies. When it was realized that enlarged powers would not likely be
granted, the Company disposed of both of these two securities, the market price of which
in the meantime had declined, resulting in $10,684.23 less being obtained for them than
their purchase price. When the Superintendent of Insurance intimated by letter 10th March,
1904, that, in his opinion, the securities purchased did not come within the Investment
Clause of the Act, and that the Directors were personally liable for the loss mentioned,
the following* letter was immediately written to the Superintendent :

March 12th, 1904.

| W. Fitzgerald, Esq., M.A.,

Superintendent of Insurance, Ottawa, Ont.

Dear Sir, — I have your esteemed favor of the 10th inst., in reference to an official
examination of the affairs of this Company. In reply, I beg to say that the matter will
receive early and careful consideration.

Yours very truly,

T. Bradshaw,

Secretary.

Some short time later, after the amount had been received by the Company, the
following- intimation thereof was addressed to the Superintendent :

June 20th, 1904.

William Fitzgerald, Esq. M.A.,

Superijitendent oj Insurance, Ottawa, Ont.

Dear Sir, — Referring to your communication of the 10th of March, 1904, I beg to
say that the amount, $10,684.23 has been received by this Company.

Yours very truly,

T. Bradshaw,

Secretary.

In the conduct of a somewhat extensive business, errors of judgment, no matter how
good the motives may be, will occasionally creep in. In the particular matter under review,
it is realized that the excuse that the Company did not lose a dollar is not a complete
answer or vindication, but there is considerable satisfaction in knowing that financially the
policyholders did not suffer any loss whatever.

As will be observed from the detailed statement of assets published in the Company’s
last annual report, the investments of the Company are all strictly within the terms of the
Investment Clause of the Insurance Act.

papers are following- their example. The normal fact that an insurance
company estimated its securities as of different values at different times,
“ wrote them off,” “ wrote them up,” and “ wrote them down,” is placarded
all over these papers as if it were a monstrous proceeding, the very extreme
of wickedness ; whereas, every bank, every financial and commercial institu-
tion, is doing the same thing all the time. All investments in bonds and
stocks have a liquid quality, and rise and fall according to their condition and
the state of the market, and must be set down as of different present market
value almost every time a balance sheet is made out. Every bank has among
its collateral many securities of uncertain value with which it does not
encumber its books until their value is established, and when any shade of
uncertainty attaches to any it is, if the bank can afford it, removed from the
active list. No public bank or private business should be brought under
popular condemnation by such licensed detraction as this. This is done under
pretence of defending the public’s interest at the very time when these are
being wilfully injured.

Talk One Plan.

The ag'ent who confuses his customer by a lengthy explanation of half a
dozen plans is not likely to secure an application. If he is lucky enough to do
so, the chances are that the customer has not a very clear conception of the
contract he has chosen, and when the agent comes to deliver the policy, he may
be confronted with the declaration, “This isn’t the policy you described to
me.” The poor man has probably been so confused by the agent’s talk, that
he has jumbled together in his mind the features of two or three different
policies.

If possible secure beforehand such information about the age, circum-
stances, etc., of your prospect as will enable you to fix upon some particular
plan in advance. Having once fixed upon that plan, do not obscure your
arguments by dragging any other policy into the discussion. The agent who
offers only one plan is never confused in his own mind as to what he shall talk
about. Not being confused in his own mind, he does not confuse his prospects.
This is an important point.

Perhaps more sales of insurance have been spoiled by putting the
prospective customer in doubt as to what policy he shall choose, than by all
other blunders agents have made. Indecision of any kind is fatal to action.
Indecision ruins the agent’s chances. He should endeavour to make it as easy
as possible for his prospect to decide. Therefore, talk only one plan.

The Security of Life Insurance.

A life insurance company is safer than a bank. Why? For this reason.
The cause that has produced most bank failures has not been insolvency. In
the majority of cases, the bank, if given time to realize upon its assets, could
have paid its creditors in full. But there came a panic, a run upon the bank,
the bank had its money tied up in investments of various kinds, and was
unable to meet its obligations at once. From the nature of its liabilities, a life
insurance company has evidently no cause to fear a sudden accumulation of
claims, such as has proved fatal to many a bank. Its death losses come one at a
time, periodically, gradually — even regularly. It can take advantage of desirable
*■ investments, such as municipal debentures, that require twenty, thirty and even
forty years to mature, and that guarantee the investor a good rate of interest
during all that period. It can guage with sufficient exactness the amounts that
will require to be paid out in death claims for many months and even years in
advance. The most wide-reaching panic, the most serious periods of financial
stress bear less heavily on a life insurance company than on any other of the
financial institutions of modern times.

A life insurance company is safer than a fire insurance company. After the
great Toronto fire in 1904, some of the strongest fire insurance companies were
so disastrously affected that their shareholders were called upon to subscribe
many hundreds of thousands of dollars additional stock. The “ conflagration
hazard ” is the great bugaboo of the fire insurance companies. By no possible
chance could a life insurance company incur such a loss as that which almost
overwhelmed some of the fire companies in 1904. Can anyone imagine such a
contingency as, for instance, all the inhabitants of a whole county being
carried off by death in a single week ? Such a thing is incredible. The illus-
tration will give a good idea of the security of the foundation upon which the
life insurance business rests as compared with fire insurance.

No legal reserve life insurance company has ever failed from the
first beginnings of the business in Canada. Can the same be said of
banks, of loan companies, of trust companies, of fire insurance companies, Or
Of any other business under the sun ? A great British financier, Prof.
De Morgan has said, “ There is no financial institution whose security
approaches even remotely to that of a well-conducted life insurance company.”

The Annual Report.

Our representatives evidently are realizing the importance of the Report
as a canvassing document. We are constantly receiving from agents and
policyholders letters expressing appreciation of the frank and full statement of
the Company’s investments contained in the Report. At this particular crisis
when agents are finding it difficult to stem the tide of misrepresentation and
criticism, the Annual Report cannot fail to give invaluable assistance. It
contains plain, straightforward, unvarnished statements of FACTS — and facts
(when given a chance) will easily outweigh any number of columns of scare
headlines and garbled newspaper reports.

We reproduce below a few typical letters received at this office: —

Mr. J. B. Cooke , Albert City, Iowa.

Kingston , Out.

Mv Dear Friend, — I am enclosing U.S. Ex. Money Order No. Y396579 made payable
at Kingston for my premium on policy No. 3556 which is due April 1, 1906.

We received from the head office the Annual Report for 1905 last night, and after
examining it think it should inspire confidence in the Company. We believe a complete
statement of where all the money of the Company is invested is opportune, considering the
scandals of the “ Big Three ” of New York in using the policyholders money to gamble on the
stock exchange.

Yours very truly, B. B. Bridge.

F. G. Cox, Mgr., Helena, Montana, March 16, 1906.

The Imperial Life Assurance Co.,

T 01 onto, Out.

Dear Mr. Cox,- I am this morning in receipt of the Annual Report of the Imperial
Life for 1905 and think you are to be congratulated on the good showing made.

Yours very truly, C. E. A. Carr.

Mr. Carr was the General Manager of the London Street Railway Co., and is now con-
nected with important Street Railway interests in Montana.

T. Bradshaw, Esq., St. John, N.B., March 15, 1906.

Sec y, Imperial Life , Toronto, Oft.

Dear Sir, — We have received the Annual Report for 1905, and I wish to express my
appreciation to Head Office for placing in our hands such a valuable and interesting report.

The President’s and Vice-President’s remarks are both interesting and instructive, and
should be of great benefit to the field staff and Company generally, and the public will, I
believe, appreciate the full statement of the Company’s investments.

Yours very truly, W. A. Gibson,

Provincial Manager.

FOR AGENTS5 USE ONLY

OPPORTUNITY.

“ They do me wrong who say I come no more,
When once I knock and fail to find you in ;
For every day I stand outside your door,

And bid you wake, and ride to fight and win.

“Wail not for precious chances passed away,
Weep not for golden ages on the wane !
Each night I burn the records of the day ;

At sunrise every soul is born again.’

:

Ordinary Life.

As a rule, the Ordinary Life is not a good plan upon which to canvass
young men. The premiums are low, it is true, but a young man in good health
is not often favorably impressed by a plan which requires payment of premiums
throughout life, perhaps for 50 or 60 years. Applicants of this class are more
strongly attracted by the limited payment plans, under which the assured has a
guarantee that he will be called upon to pay only a definite number of
premiums, even if he should live to be 100.

Nevertheless there are exceptions to every rule, and where a young man
wishes to obtain insurance at the lowest possible cost, it is sometime^
advisable for the agent to talk the Ordinary Life Plan. For example, at age
twenty the annual premium for $1,000 is $19. This is very cheap insurance,
and it will be seen that the assured must live to pay at least 53 premiums
before his payments exceed the face value of the policy. But we are taking
no account of the surplus earned by the policy, which, if taken in cash would
form a large percentage of the premiums paid ; or if taken in paid-up insur-
ance would, in 53 years, probably increase the policy to more than double its !
original amount ; or if taken as a life annuity and applied in reduction of
premiums would, in time, more than suffice to wipe out the remaining premiums
on the policy.

Or if the assured decides to discontinue his policy at the end of twenty
years, he may :

1. Take the total cash value of his policy, consisting of

(«) Full Reserve, Guaranteed $211.00

(b) Surplus, estimated 178.00

Total Cash Value $389.00

Compared with 20 premiums paid of $19 each . . 380.00

Gain to the Assured 9.00

That is to say, the assured withdraws a little more than the premiums
he has paid, and, therefore, has had twenty years insurance protection for
nothing. Also — a thing that is an important consideration for many men —
during these twenty years he has been paying the very minimum cost ($19 per
annum) for his life insurance.

2. Surrender his original policy for a paid-up policy of (partly estimated),
$815. That is, in return for twenty payments of $19 each, aggregating $380,
the assured has had $1 ,000 insurance protection for twenty years, and finally
receives an absolutely paid-up policy for $815. Evidence of health does not_
require to be furnished in order to take advantage of this option because the
paid-up insurance is less than the original amount of the policy.

For entrants at advanced ages, say over 50, the Ordinary Life plan is

2

usually the best ; because on most other plans, the premiums would be so high
as to be virtually prohibitive. Thus at age 50

the premium on the Ordinary Life plan is.

— $47.05

“ “ 10-Payment Life plan is . . . .

.... 81.35

i5 “ “ “ •••■

62-55

“ “ 20 “ “ “ . . . .

.... 54.10

25 “

49-95

“ “ 15 Year Endowment

75-30

“ “ 20 “ “

• • • • 59-45

25 “ “

52.70

While even a 20 Year Term costs

37-05

Let us examine the results of the Ordinary Life plan, age at entry 50, at
the end of the A.S. Period of 20 years. Assume that the assured elects to
continue the policy by payment of further premiums of $47.05 per annum.

He may draw his surplus

(a) In cash, estimated $388.00

(being equal to 41% of total premiums paid).

(£) In Paid-up Insurance, estimated $499.00

(increasing amount of policy to $1,499. This option is subject
to satisfactory evidence of health).

(c) As an annual income for life, estimated $ 51.00

Note especially the last option. The assured, according to this option,
continues his policy for $1,000 at the same premium as before, viz., $47.05.
He takes his surplus in the form of an annual income for life of $51. The
surplus taken in this way, is therefore sufficient to cover all the remaining
premiums under the policy ; and the assured, instead of paying out an annual
premium, finds himself henceforth in receipt of an annual payment of about
$4. The policy, therefore, really amounts to a 20-Payment Life. It should be
remembered also that the policy still continues to participate in surplus every
five years. This policy may be considered a remarkably good investment,
when we take into account the heavy increase in the rate of mortality above
age 50.

It may be noted, in passing, that the Ordinary Life plan still reigns
supreme in Great Britain as THE policy above all others. The great bulk of
the insurance taken out there is on this plan, the common practice being to
apply the surplus in purchasing bonus additions to the sum assured. A policy
taken out with a good Company at an early age has been known to increase by
the addition of bonuses to three times its original amount.

How to Meet Objections.

A clever agent is prepared for objections, and usually has arguments at his
command by which the most common objections to insurance can be met.
Nevertheless, it does not follow that it is always wisest to employ these

arguments. In fact, in many cases, it is better to evade an objection. Many
men do not like being worsted in an argument. Very often the more
vigorously you combat an objection, the more tenaciously your prospect clings
to his position.

But in the majority of cases, objections are nothing more than excuses.
They are an evidence that your prospect feels the force of your reasoning, and
is now grasping desperately for defences. It means that he has found his
original position to be untenable and is now seeking new cover. In nine cases
out of ten, you have your man at your mercy if you can prevent him from
drawing a red herring across the track. ^

Therefore, your plan is not so much to remove the objection that he
interposes, as to augment the attractiveness of the insurance by all proper
means. If his desire is whetted to such a degree that he feels he really must
have the insurance, he will have it in spite of all his objections.

Objections are like the brakes on the wheels of a wagon. They are valid
and potent so long only as the traction has not been increased enough to drag
the wagon ahead anyhow. Thus there are two ways to get the wagon ahead,
one by removing the brakes, and the other by increasing the traction.

If one could remove the objections without letting up on the attractiveness
of the insurance which constitutes the motive force, it would be well to devote
time to it. The trouble is that generally the inclination to insure dies away
while the agent is wasting his time on objections which were excuses and not
really reasons.

Re Employment of Medical Examiners.

This matter has been dealt with at various times in the Agents’ News, and
the Medical Department has done its best to have the Company’s rules on this
subject thoroughly understood by all our representatives. Nevertheless, from
the frequency with which the rules are violated, it would appear that there are
still some of the Company’s agents who either have not a true understanding
of the Company’s requirements, or else do not grasp the full importance of the
regulations that have been laid down.

Let it be stated at the outset, most emphatically, that these rules
regarding the employment of medical examiners have not been instituted owing
to any whim or caprice of the Medical Department. If any of our repre-
sentatives think so, they are laboring under a big delusion. The only object of
the Medical Department is to safeguard the Company’s interests, and the rules
that the Department has laid down are the result of many years’ experience of
this and other companies.

It goes without saying that it is a matter of paramount importance to a
life company to be able to rely implicitly upon its examiners. In spite of our
every effort, losses have occurred in the past, which in some cases were
directly traceable to the work of incompetent medical examiners. It cannot be

4

doubted that these losses would have been larger and more numerous if the
ihedical department had not been exceptionally careful in the selection of its
examiners.

One of the fundamental rules is that the agent has no power to appoint an
examiner. Neither has the applicant the right to choose his own examiner.
The appointment of examiners is the prerogative solely of the Medical Referee.
He has information at his disposal, which — as a rule — enables him to exclude
doctors who may be lacking in character or ability. Sometimes he may have
good reasons for avoiding a physician, who so far as the agent can judge,
^appears to be a perfectly reliable man. The Medical Referee carries on his
shoulders the heavy responsibility of accepting or rejecting every month
applications involving hundreds of thousands of dollars. It is only fair that
he should have an absolutely free hand in deciding what physicians are or are
not acceptable as medical examiners.

The rules given below contain in a nutshell the gist of the whole matter.
Kindly read, mark, learn and inwardly digest. Surely there is nothing here
that is not simple, fair, reasonable and easy to follow. If our representatives
will keep these instructions in mind, there will be no delays for credentials or
explanations, no compulsory re-examinations, no complaints from our Medical
Examiners.

'in order to avoid delayI

Agents should observe strictly the following instructions
when employing Medical Examiners :

(1) . The Company’s appointed Examiner must always be employed ,

unless in the cases mentioned in (2) or (3) below.

(2) . If the Company’s Examiner is sick, away from home, etc., so that

it is necessary to employ another Examiner, the Agent should ( a )
have the Doctor fill out form 7 and forward same along with
application , and (b) write a letter to Head Office explaining why
it was impossible to employ the regular Examiner.

(3) . Where the Company has no appointed Examiner, have form 7 com-

pleted by the Doctor whom you have chosen, and forward same
| along with application.

New Appointments.

The following list contains the names of some unusually promising
recruits who have recently joined the Imperial’s ranks.

, T. E. Freeman, Vancouver, B.C. W. H. Whiston, Halifax, N.S.

J. King, New Westminster, B.C. R. R. Houghton, Belmont, Man.

R. D. Martin, Carberry, Man. T. C. Silverthorn, Bowsman, Man.

5

F. A. Vandrick, Cargill, Out.

A. McLennan, Walkerton, Ont.

R. Morrison, Toronto, Ont.

M. Evvald, Preston, Ont.

W. Marleau, Ste-Justine de Newton,

Que.

L. E. Hambly, Toronto, Ont.

K. D. McLeod, Vankleek Hill, Ont.

R. N. Blair, Tiverton, Ont.

A. O. Oxley, Springhill, N.S.

Honor Roll “ A” for March.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

Applications.

Rank

Premiums.

Rank.

on Honor Roll.

Beaudoin & Champagne, Montreal.

• Il4»500

I

$7 00.

2

2

J. W. Ney, Trinidad, B.W.I

12,000

2

826.05

I

2

J. A. Benjamin, Jamaica, B.W.I. . .

8,000

3

45°- 3°

3

2

J. S. Wallace, Winnipeg, Man. . . .

8,000

0

191. 10

J3

I

H. B. Andrews, Stratford, Ont. . . .

7 > 5°°

5

248.50

5

2

I. Taylor, London, Ont

7>5°°

5

235-35

6

3

Dr. D. Lowrey, Toronto, Ont

7,000

7

226. 15

7

3

R. H. Robinson, Orillia, Ont

7,000

7

217-45

8

1

N. A. St. Julien, Rigaud, Que,

7,000

7

210.20

9

2

R. Hall, Brandon, Man

7,000

7

210. 10

10

2

W. E. Kerr, Toronto, Ont

6,000

1 1

198. 10

1 1

2

J. B. Cooke, Kingston, Ont

5,000

1 2

3I9-I5

4

_ 2

S. F. Flatt, Fort William, Ont. . . .

5, ooo

1 2

i96-5°

1 2

1

A. W. Ross, Winnipeg, Man

5,000

1 2

170.95

14

3 r~

W. H. Seymour, Hamilton, Ont. . .

5, ooo

1 2

170.30

15

2

J. C. Gass, Halifax, N.S

5, ooo

12

169.65

16

3

J. J. Gardiner, Cornwall, Ont

5,000

1 2

i47-3o

17

3

C. A. Crysdale, Winnipeg, Man . .

5,000

1 2

1 45 -6°

18

3

E. O. Cooper, Wawanesa, Man.

T. F. McGregor, Strassburg, Sask.
A. B. McKenzie, Rossland, B.C.
Donald Campbell, Durham, Ont.

W. J. McNaught, Gilbert Plains,
Man.

Robt. Ferguson, Brandon, Man.
Geo. W. Hastings, Winnipeg, Man.
C. S. Marshall, Windsor, Ont.

6

Honor Roll “ B ” for March.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

Applications.

Rank.

Premiums.

Rank.

No. of times
on Honor Roll

P. P. Pickering, Trinidad, B.W. I . . . .

$14,000

I

$995-6s

I

2

Manton and Hart, Jamaica, B.W. I. .

12,75°

2

688.00

2

2

L. J. R. Richardson, Wiarton, Ont..

9,000

3

3U.40

3

3

J. McGeer, Vancouver, B.C

7,000

4

i59-6o

6

1

H. V. Fieldhouse, Neepawa, Man. ..

5, ooo

5

295.60

4

1

Sfjugh McKerracher, Paisley, Ont. . .

4>5°°

6

140.85

7

L

P. Dumoret & Co., Trinidad, B.W.I.

3,000

7

187. 20

5

2

R. A. Squires, Newfoundland

Standing1 of Agencies, March,

3, ooo

1906.

7

118.35

8

I

I.

Montreal

11. London

20.

Calgary

2.

Head Office

12. Stratford

Peterboro’ County

3-

Trinidad

13. Kingston

Sarnia

4-

Winnipeg

14. Orillia

Port Hope

5-

Jamaica

Brandon

25-

Bermuda

6.

Guelph

16. Fort William

26.

Antigua

7-

Ottawa

Hamilton

Grenada

8.

Halifax

18. St. John

Barbadoes

9-

Vancouver

Hagersville

Charlottetown

10.

Newfoundland

Brockville

Leaders of Honor Roll

“A” in 1906.

January Dr. D. Lowrey, Toronto, Ont...

February C. A. Crysdale, Winnipeg, Man

March Beaudoin & Champagne, Montreal, Q

ue

Leaders of Honor Roll

“ B ” in 1906.

January R. E. Brett, Victoria, B.C

February P. P. Pickering-, Jamaica, B.W. I

March P. P. Pickering-, Jamaica, B.W. I,

Re the Honor Roll.

The West Indian Agencies have made a good showing again. They
captured two of the best places on Honor Roll “ A,” and first, second and
seventh places on Honor Roll “ B.”

Mr. J. J. Gardiner, we are pleased to observe, has had his name in print
every month so far. He has a good chance of beating his 1904 record, when
fie made the Honor Roll 1 1 times.

Honor Roll “ B ” had a good month in March. The totals of the first
three “ B’s ” actually exceeded the totals of the corresponding “ A’s.” The
regulars will have to “ buck up.”

7

The names of Messrs. J. S. Wallace, R. H. Robinson and S. F. Flatt

appear on the Honor Roll again for the first time this year. Welcome back.

Guelph is well represented on Honor Roll “ B ” by Messrs. Richardson
and McKerracher. District Manager Joseph Lawson has a keen eye for
good men.

There are seven of our representatives who have made the Honor Roll
every month up to date. They are

Dr. David LoW REY,

L. J. R. R|chardson,

JohR C. Gass, 4

J. J. Gardner,

Israel Taylor,

C. A. CRysdale,

A. W. RosS-

Pointed Paragraphs.

It beats the Dutch how some truly bright men will wait for an agent to
tire them out before they wall act in the matter of life insurance. They might
have their money ticking away at compound interest instead of at the risk of
their business.

Fail not to look after the little details of your business. They all count.
The day of small things is not to be despised. Even an elephant will concen-
trate his mind upon a peanut.

There are six working days in every week, it is true. The best one is
this one.

Astronomers tell us that in 3,000,000 years the sun will have burnt out,
the solar system will be in darkness, and all life will be frozen to death.
Moral : Make hay while the sun shines.

A tip to tired and lazy agents : — Take a day off occasionally and do
something.

At last a slower thing than a messenger boy has been found. It is the life
agent who canvasses about one man a week, and then wonders why he can’t
make the Honor Roll.

Yes, “ hope beats eternal in the human breast,” and well for us that it is
so. But mere hopefulness never landed an application.

Can a life insurance agent be called a business man ? That depends on
whether he keeps busy or not.

How to insure success : — Do the thing you ought to do at the time it
should be done, whether you “ feel just like it ” or not.

If at times you are feeling blue
Start out for business — and get it too.

The above may not be good poetry, but it is good sense.

8

FOR AGENTS’ USE OMLY

Published by the Imperial Life Assurance Co’y of Canada

A HEW POLICY

Throughout Canada life insurance agents at this time are finding
a demand for non-participating policies.

The demand for guarantees is a marked feature of the present
situation. The Ordinary non-participating contracts meet this requirement
to a certain extent, hut they have their drawbacks. The Cash Surrender
Values on non-participating contracts are necessarily much lower than
in the case of participating plans. The returns under the best “non-par”
policies are not equal to those obtainable under the participating system.
Above all, the public, having become accustomed to dividends, miss this
feature in the non-participating^plans.

The Guaranteed Dividend Plan, described in this number, has been
devised to meet the present demands of the public and the consequent
requirements of our agents. As the name implies, this system provides for a
Guaranteed Dividend. It is a policy of guarantees. Every option is a
Guaranteed Option, so that a man who takes out a policy on one of the
Guaranteed Dividend plans knows in advance exactly what he is going to
receive if he lives twenty, twenty-five or thirty years as the case may be.

The agents of the Imperial Life, with this plan in their hands, will
have an immense advantage over their competitors in the field. It is
confidently believed that the Guaranteed Dividend policy, if intelligently
and energetically pushed, will win immediate popularity. We hope to see
the results right from the very outset. Write and tell us what success you
have in placing it before the public.

The Guaranteed Dividend Plans.

For the purpose of more thoroughly explaining these plans, and also with
the object of pointing out a few of the best features of the new Guaranteed
Dividend contracts from a canvasser’s standpoint, we give below two
illustrations.

First, take the case of a Twenty-Payment Life Guaranteed Dividend
policy for $10,000, age 20, annual premium $274. If the assured dies during
the first ten years, the Companj' guarantees to pay the full face value of the
policy, $10,000. If the assured dies between the tenth and twentieth years,
the Company guarantees to return 50% of all premiums paid after the tenth,
in addition to the face value of the policy. For example, — suppose the death
of the assured took place in the nineteenth year, the Company would pay, —

(a) Full face value of policy $10,000

(b) A guaranteed dividend equal to 50% of all

premiums paid after the tenth 1,233

Total $11,233

The following table shows the amounts that the Company guarantees to
pay if death occurs in any year from the first to the twentieth, in comparison
with the total premiums paid by the assured : —

If death occurs after
paying premiums
for

The Company
guarantees
to pay

Total amount of
premiums paid by
the assured.

Gain to the
assured's
estate.

i year

$10,000

$ 274

$9,726

2 years

10,000

548

9,452

3years

10,000

822

9,178

4 years

10,000

1,096

8,904

5 years

10,000

1,370

8,630

6 years

10,000

1,644

8,356

7 years

10,000

1,918

8,082

8 yeais

1 0, 000

2,192

7,808

9 years

10,000

2,466

7,534

10 years

10,000

2,740

7,260

1 1 years

10,137

3»OI4

7,123

12 years

10,274

3, 288

6,986

1 3 years

10,41 1

3-562

6,849

14 years

10,548

3,836

6, 7 1 2

15 years

10,685

4, 1 10

6,575

16 years

10,822

4,384

6,438

17 years

10,959

4,658

6.301

18 years

1 1,096

4,932

6,164

19 years

1 1,233

5,206

6,027

20 years

11,370

5,480

5,890

It appears from the above schedule that, no matter when the assured’s
death occurs, the Company guarantees to return at least $5,890 more than the
premiums paid.

Now if the assured survives the Guaranteed Dividend Period of twenty
years he may select any one of the four following options : —

SURRENDER ORIGINAL POLICY and

i — Receive in Cash the “Total C&sh Value,” consisting of —

(a) Reserve, guaranteed $4,220

(b) Guaranteed Dividend equal to 50% of last

ten premiums paid G37°

Total Cash Value $5,59°

Compared with twenty premiums paid of

$274 each 5*48°

Gain to the assured $ no

2

The assured has therefore had $10,000 insurance protection for twenty
years free, and receives in addition $110 more than he has paid in.

OR

2 — Receive the “ Total Cash Value” in paid-up life insurance, guaranteed,
$13,260. That is, the assured receives over $2.41 of paid-up life insurance for
every $1 invested, to say nothing of having already enjoyed $10,000 insurance
protection for twenty years.

This option is subject to satisfactory evidence of health.

OR

3. — Receive the “ Total Cash Value ” as an annual income for life,
guaranteed, $330. That is, the assured, after having enjoyed $10,000 insurance
protection for twenty years, finally receives a life annuity of $330 in return for
twenty payments of $274 each.

or CONTINUE ORIGINAL POLICY, no further premiums to be paid, and

4 — Receive in cash a guaranteed payment of $1,370. That is, a return of
exactly 25% of all premiums paid. The assured has therefore received
$10,000 insurance protection for twenty years, and finally purchased a paid-up
policy for $10,000 at a net cost of only $4,110.

With reference to this last option note the following :

The annual premium at age 20 for a $10,000 non-participating policy
on the ordinary Twenty-Payment Life Plan, as issued by most companies,
would be $233 ; this is the non-participating rate given in your manual, and is
the rate charged by practically all Canadian companies. The total cost in
twenty years would therefore be $4,660, as compared with only $4,110 on the
Guaranteed Dividend Plan. Moreover, the ordinary non-participating contract
provides for only $10,000 insurance during the twenty years, whereas the
Guaranteed Dividend Plan guarantees a cash dividend, in addition to the
$10,000, if the assured dies between the tenth and twentieth years.

Take next an illustration of a $10,000 Guaranteed Dividend policy,
Twenty-five Year Endowment system, age 20, annual premium $370.

If the assured dies during* the first fifteen years, the Company guarantees
to pay the full face value of the policy, $10,000. If the assured dies during
the last ten years of the policy, that is, between the fifteenth and twenty-fifth
years, the Company guarantees to return 50% of all premiums paid after the
fifteenth, in addition to the face value of the policy.

For example, suppose the death of the assured took place in the eighteenth
year, the Company would pay ;

v (a) Full face value of policy $10,000

(£) A guaranteed dividend of 50% of the 16th, 17th

and 18th premiums 555

$10,555

The following table shows the amounts that the Company guarantees to
pay if death occurs in any year from the first to the twenty-fifth, in comparison
with the total amounts paid by the assured.

3

If death occurs after
paying premiums
for

The Company
guarantees
to pay

Total amount of
premiums paid by
the assured.

Gain to the
assured’s
estate.

i year

$10,000

$ 370

$9,630

2 years

10,000

740

9,260

3years

10,000

1,110

8,890

4 years ....

10,000

1,480

8,520

5 years

10,000

1,850

8,150

6 years .

10,000

2,220

7,780

7 years

10,000

2,59°

7.4IQ

8 years

10,000

2,960

7,040

9 years

1 0,0G0

3>33°

6,670

10 years

10,000

3)700

6,300

1 1 years

10,000

4,070

5,930

12 years

10,000

4,440 .

5,560

13 years

10,000

4,810

5,' 90

14 years

10,000

5,180

4,820

isyears

10,000

5)55°

4,45o

16 years

10,185

5)92°

4,205

17 years

10,370

6,290

4,080

1 8 years

IO»555

6,660

3,895

19 years

10,740

7»o3o

3,7io

20 years

10,925

7,400

3,525

21 years

1 1 , 1 10

7.77°

3,340

22 vears

1 J,295

8,140

3, 1 55

23 years

11,480

8,510

2,970

24 years

1 1,665

8,880

2,785

25 vears

11,850

9.25o

2,600

It will be observed from the above schedule that no matter in what year
the assured’s death may occur, he is certain of a clear margin of at least
$2,600 between the amount guaranteed by the Company and the amount paid
in premiums.

If the assured survives the Guaranteed Dividend Period of twenty-five
years, he surrenders his policy, and has the choice of any one of the four

following options :

1 — Receive the “ Total Cash Value,” consisting of :

(a) Reserve guaranteed $10,000

(&) A Guaranteed Dividend equal to 50% of the last ten premiums paid. . 1,850

“ Total Cash Value ” $1 1,850

Compared with twenty-five premiums paid of $370 each 9,250

Gain to the assured $ 2,600

The assured, therefore, receives $2,600 over and above all premiums paid,
in addition to having had the $10,000 insurance protection for twenty-five
years, absolutely free.

2 — Receive the “Total Cash Value ” in paid-up life assurance, guar-
anteed, $25,280. That is, the assured enjoys $10,000 insurance protection for 25
years, and finally receives $2.73 of paid-up insurance for every $1 invested.

3 — Receive the “Total Cash Value” as an annual income for life,
guaranteed, $770. In other words, for twenty-five annual payments of $370
each, the assured receives $10,000 insurance protection for twenty-five years,
and a life annuity of $770.

4 — Use the “Total Cash Value” to purchase a paid-up life policy for *
$10,000, together with a Guaranteed Cash Payment of $7,160. The total
premiums paid by the assured aggregate $9,250. Therefore, the net cost of the
paid-up policy of $10,000 is only $2,090.

In other words, the Company guarantees to pay the assured :

(a) $7,160, if living, at the end of twenty-five years.

(b) $ 10,000 , at his death, whenever that occurs.

Total $17,160, as compared with only $9,250, paid in premiums.

4

[l

T he Imperial Life

Assurance Company of Canada

Head Office, Toronto, Canada

Guaranteed Dividend
Policy

May 1st, 1906

Guaranteed Dividend Policy

THE rates and guarantees are here given
for six plans on the above system, viz : —
>: Twenty, Twenty-five and Thirty Payment
I Life ; and Twenty, Twenty-five and Thirty
:| Year Endowment.

j The Guaranteed Dividend contract differs
fj from the ordinary non-participating contract
! in two important particulars : —

(1). During the last ten years of the Guar-
anteed Dividend Period, the policy provides
for an annually increasing Guaranteed Divi-
dend ; so that if the death of the assured takes
place during the last ten years, a Guaranteed
Cash Dividend will be payable in addition to
; the face value of the policy.

(2). At the end of the Guaranteed Divi-
dend Period the assured may surrender the
policy and withdraw in cash the entire 3^%
reserve, and in addition a Guaranteed Divi-
dend equal to 50% of all premiums paid during
the last ten years.

The distinctive features of the six plans
are as follows : —

Twenty Payment Life, G.D., and Twenty
Year Endowment, G.D.

If the assured dies between the tenth and
| twentieth years, the Company returns the face
| value of the policy ; and in addition 50% of all
premiums paid since the tenth.

If the assured survives twenty years, the
total cash value is equal to the entire reserve ;
and in addition 50% of all premiums paid dur-
j ing the last ten years.

3

Twenty-Five Payment Life, G.D., and ^
Twenty-Five Year Endowment, G.D.

If the assured dies between the fifteenth
and twenty-fifth years, the Company returns
the face value of the policy ; and in addition
50% of all premiums paid since the fifteenth.

If the assured survives twenty-five years,
the total cash value is equal to the entire •
reserve ; and in addition 50% of all premiums
paid during the last ten years.

Thirty Payment Life, G.D., and Thirty
Year Endowment, G.D.

If the assured dies between the twentieth
and thirtieth years, the Company returns the
face value of the policy ; and in addition, 50%
of all premiums paid since the twentieth.

If the assured survives thirty years, the
total cash value is equal to the entire reserve ;
and, in addition, 50% of all premiums paid dur-
ing the last ten years.

Under the twenty, twenty-five or thirty
Payment Life Plans, the options at the end of
the Guaranteed Dividend Period are as follows :

Discontinue Original Policy, and

1. Receive in cash the “Total Cash Value ”
given in column 6, consisting of,

{a) The entire reserve, and ( b ) the guar-
anteed dividend equal to 50% of last ten
annual premiums, or

2. Receive the “ Total Cash Value” in non-
participating paid-up life assurance for the
amount given in column 7. This option is
subject to satisfactory evidence of health, or

3. Receive the “ Total Cash Value” as an
annual income for life of the amount given
in column 8, or

4

^ 1. Continue Original Policy, no further
premiums to be paid, and receive in cash
itl the guaranteed dividend given in column 9,
ns being equal to 50% of the last ten annual
on premiums.

j Under the twenty, twenty-five or thirty
year Endowment Plans, the options at the end
of the Guaranteed Dividend Period are as
follows :

Discontinue Original Policy, and

1. Receive in cash the “Total Cash Value”
given in column 6, consisting of,

(a) The entire reserve, and ( b ) the guar-
anteed dividend equal to 50% of the last
ten annual premiums, or

2. Receive the “ Total Cash Value” in non-
participating paid-up life assurance, for the
amount given in column 7. This option is
subject to satisfactory evidence of health, or

3. Receive the “Total Cash Value” as an
annual income for life of the amount given

| in column 8, or

4. Use the “ Total Cash Value” to purchase a
paid-up life policy for the same amount as
the original policy ; and withdraw in cash
the amount given in column 9.

It is important to remember that all the
figures relating to Guaranteed Dividend con-
tracts are Guaranteed. The amounts of
cash, paid-up assurance, annuities, etc., in-
serted in the following pages are not estimates ,
but guarantees ; and the policies issued on this
system will set forth and guarantee the figures
just as they are given in this pamphlet.

5

GUARANTEED DIVIDEND POLICY

20 Payment Life. Guaranteed Dividend Period 20 Years.

Age

Premiums

Cash Value

Or use Total Cash
Value to Purchase

Or

Receive
Paid-up
Life Ins.
of $1000
and Cas!

An-

nual

Semi-

An-

nual

lies’ rve
Guar-
anteed

Div’nd

Guar-

anteed

Total

Paid-up
Life In-
surance

Or Life
An-
nuity

(l)

(2)

(3)

(4)

(5)

(e)

(7)

(a)

(9)

20

$27.40

$14.00

$422

$137

$559

$1323

$33

$137

21

27.80

14.20

431

139

570

1323

35

139

22

28.40

14.50

440

142

582

1323

36

142

23

29.00

14.80

449

145

594

1323

37

145

24

29.60

15.10

459

148

607

1323

39

148

25

30.20

15.40

469

151

620

1323

40

151

26

30.80

15.75

479

154

633

1323

42

154

27

31.60

16.15

489

158

647

1323

44

158

28

32.20

16.45

499

161

660

1323

45

161

29

33.00

16.85

510

165

675

1324

47

165

30

33.80

17.25

520

169

689

1324

49

169

31

34.40

17.55

531

172

703

1324

51

172

32

35.20

17.95

542

176

718

1325

54

176

33

36.00

18.40

553

180

733

1325

56

180

34

36.80

18.80

564

184

748

1326

59

184

35

37.80

19.30

576

189

765

1329

62

189

36

38.60

19.70

587

193

780

1329

65

193

37

39.60

20.20

599

198

797

1331

68

198

38

40.40

20.60

610

202

812

1331

71

202

39

41.40

21.15

622

207

829

1333

75

207

40

42.40

21.65

634

212

846

1335

79

212

41

43.60

22.25

645

218

863

1337

83

218

42

44.60

22.75

657

223

880

1340

87

223

43

45.80

23.40

668

229

897

1342

92

229

44

47.20

24.10

680

236

916

1348

97

236

45

48.40

24.70

691

242

933

1350

102

242

46

49.80

25.40

702

249

951

1354

108

249

47

51.20

26.15

714

256

970

1359

114

256

48

52.60

26.85

725

263

988

1363

121

263

49

54.20

27.65

736

271

1007

1368

128

271

50

55.80

28.50

747

279

1026

1373

136

279

51

57.40

29.30

759

287

1046

1379

145

287

52

59.20

30.20

769

296

1065

1384

154

296

53

61.20

31.25

780

306

1086

1393

164

306

54

63.20

32.25

790

316

1106

1401

175

316

55

65.20

33.25

799

326

1125

1408

186

326

6

GUARANTEED DIVIDEND POLICY

25 Payment Life. Guaranteed Dividend Period 25 Years.

Age

Premiums

Cash Value

Or use Total Cash
Value to Purchase

Or

Receive
Paid-up
Life Ins.
of $1000
and Cash

An-

nual

Semi-

An-

nual

Res’rve

Guar-

anteed

Div’ud

Guar-

anteed

Total

Paid-up
Life In-
surance

Or Life
An-
nuity

(l)

(2)

(3)

(4)

(5)

(e)

(7)

(8)

(9)

20

$22.10

$11.45

$469

$112

$581

$1239

$38

$112

21

23.00

11.75

479

115

594

1239

39

115

22

23.40

11.95

489

117

606

1239

41

117

23

23.80

12.15

499

119

618

1239

42

119

24

24.40

12.45

510

122

632

1239

44

122

25

24.80

12.65

520

124

644

1239

46

124

26

25.40

12.95

531

127

658

1239

48

127

27

26.00

13.30

542

130

672

1240

50

130

28

26.60

13.60

553

133

686

1240

53

133

29

27.20

13.90

564

136

700

1241

55

136

30

27.80

14.20

576

139

715

1242

58

139

31

28.60

14.60

587

143

730

1243

60

143

32

29.20

14.90

599

146

745

1244

63

146

33

29.80

15.20

610

149

759

1244

66

149

34

30.60

15.65

622

153

775

1246

70

153

35

31.40

16.05

634

157

791

1248

73

157

36

82.20

16.45

645

161

806

1249

77

161

37

33.00

16.85

657

165

822

1251

81

165

38

33.80

17.25

668

169

837

1252

86

169

39

34.60

17.65

680

173

853

1255

90

173

40

35.60

18.20

691

178

869

1258

95

178

41

36.40

18.60

702

182

884

1259

100

182

42

37.40

19.10

714

187

901

1263

106

187

43

38.60

19.70

725

193

918

1267

113

193

44

39.60

20.20

736

198

934

1269

119

198

45

40.80

20.85

747

204

951

1272

126

204

46

42.20

21.55

759

211

970

1279

134

211

47

43.40

22.15

769

217

986

1282

143

217

48

44.80

22.85

780

224

1004

1287

152

224

49

46.20

23.60

790

231

1021

1293

161

231

50

'

47.80

24.40

799

239

1038

1299

172

239

7

GUARANTEED DIVIDEND POLICY

30 Payment Life. Guaranteed Dividend Period 30 Years.

Ago

Premiums

Cash Value

Or use Total Cash
Value to Purchase

Or

Receive
Paid-up
Life Ins.
of $1000
and Cash

An-

nual

Semi-

An-

nual

Res’rve

Guar-

anteed

Div’nd

Guar-

anteed

Total

Paid-up
Life In-
surance

Or Life
An-
nuity

(l)

(2)

(a)

(4)

(5)

(6)

(7)

(a)

(9)

20

$19.80

$10.10

$520

$ 99

$619

$1190

$44

$ 99

21

20.20

10.30

531

101

632

1190

48

101

22

20.00

10.55

542

103

645

1190

48

103

23

21.00

10.75

553

105

658

1190

51

105

24

21.40

10.95

564

107

671

1190

53

107

25

21.80

11.15

576

109

685

1190

55

109

26

22.40

11.45

587

112

699

1191

58

112

27

22.80

11.65

599

114

713

1191

61

114

28

23.40

11.95

610

117

727

1191

64

117

29

24.00

12.25

622

120

742

1193

67

120

30

24.60

12.55

634

123

757

1195

70

123

31

25.20

12.85

645

126

771

1195

74

126

32

25.80

13.20

657

129

786

1197

78

129

33

26.40

13.50

668

132

800

1197

82

132

34

27.00

13.80

680

135

815

1199

86

135

35

27.80

14.20

691

139

830

1201

91

139

36

28.40

14.50

702

142

844

1202

96

142

37

29.20

14.80

714

146

860

1205

101

146

38

30.00

15.30

725

150

875

1207

107

150

39

30.80

15.75

736

154

890

1209

113

154 |

40

31.80

16.25

747

159

906

1212

120

159 :

41

32.60

16.65

759

163

922

1216

128

163

42

33.60

17.15

769

168

937

1218

135

168

43

34.60

17.65

780

173

953

1222

144

173

44

35.80

18.30

790

179

969

1227

153

179

45

37.00

18.90

799

185

984

1232

163

■

185

8

GUARANTEED DIVIDEND POLICY

20-Year Endowment. Guaranteed Dividend Period 20 Years.

Age

Premiums

Cash Value

Or use Total Cash
Value to Purchase

Or

Receive
Paid-up
Life Ins.
of $1000
and Cash

An-

nual

Somi-

An-

nu:il

Res’rve

Guar-

anteed

Div’nd

Guar-

anteed

Total

Paid-up
Life In-
surance

Or Life
An-
nuity

(l)

(2)

(3)

(4)

5)

(e)

(7)

(a)

(9)

20

$51.40

$26.25

$1000

$257

$1257

$2981

$ 75

$835

21

51.40

26.25

1000

257

1257

2920

76

826

22

51.60

26.35

1000

258

1258

2861

78

818

23

51.60

26.35

1000

258

1258

2800

79

809

24

51.80

26.45

1000

259

1259

2743

80

800

25

52.00

26.55

1000

260

1260

2687

82

791

26

52.00

26.55

1000

260

1260

2631

83

781

27

52.20

26.65

1000

261

1261

2578

85

772

28

52.40

26.75

1000

262

1262

2528

87

763

29

52.60

26.85

1000

263

1263

2478

89

753

30

52.80

26.95

1000

264

1264

2430

91

744

31

53.00

27.05

1000

265

1265

2382

93

734

32

53.20

27.15

1000

266

1266

2336

95

724

33

53.60

27.35

1000

268

1268

2293

97

715

34

53.80

27.45

1000

269

1269

2249

100

705

35

54.00

27.55

1000

270

1270

2206

102

694

36

54.40

27.75

1000

272

1272

2166

105

685

37

54.60

27.85

1000

273

1273

2126

108

674

38

55.00

28.05

1000

275

1275

2089

112

665

39

55.40

28.25

1000

277

1277

2053

115

655

40

55.80

28.50

1000

279

1279

2019

119

645

41

56.20

28.70

1000

281

1281

1985

123

636

42

56.60

28.90

1000

283

1283

1953

127

626

43

57.20

29.20

1000

286

1286

1924

131

61&

44

57.80

29.50

1000

289

1289

1896

136

609

45

58.60

29.90

1000

293

1293

1871

142

602

46

59.40

30.30

1000

297

1297

1847

147

595

47

60.20

30.70

1000

301

1301

1823

153

587

48

61.00

31.15

1000

305

1305

1801

160

580

49

61.80

31.55

1000

309

1309

1778

167

573

50

62.80

32.05

1000

314

1314

1758

175

567

51

64.00

32.65

1000

320

1S20

1740

183

561

52

65.20

33.25

1000

326

1326

1723

192

557

53

66.60

34.00

1000

333

1333

1709

201

553

54

68.00

34.70

1000

340

1340

1697

212

550

55

69.60

35.50

1000

348

1348

1687

223

549

9

GUARANTEED DIVIDEND POLICY

25-Year Endowment. Guaranteed Dividend Period 25 Years.

Age

Premiums

Cash Value

Or use Total Cash
Value to Purchase

Or

Receivi
Paid-u)
Life Ins
of $100'
and Cas

An-

nua!

Semi-

An-

nual

Res’rve

Guar-

anteed

Div’nd

Guar-

anteed

Total

Paid-up
Life In-
surance

Or Life
An-
nuity

(l)

(a)

(3)

(4)

(5)

(6)

(7)

(8)

(9)

20

$37.00

$18.90

$1000

$185

$1185

$2528

$77

$716

21

37.00

18.90

1000

185

1185

2474

78

706

22

37.20

19.00

1000

186

1186

2425

80

697

23

37.20

19.00

1000

186

1186

2377

82

687

24

37.40

19.10

1000

187

1187

2329

83

677

25

37.60

19.20

1000

188

1188

2284

85

668;

26

37.80

19.30

1000

189

1189

2239

87

658

27

38.00

19.40

1000

190

1190

2196

89

648|

28

38.20

19.50

1000

191

1191

2154

91

638

29

38.40

19.60

1000

192

1192

2112

94

628|

30

38.60

19.70

1000

193

1193

2072

96

617

31

38.80

19.80

1000

194

1194

2034

99

607

32

30.20

20.00

1000

196

1196

1998

102

597

33

39.40

20.10

1000

197

1197

1961

105

587

34

39.80

20.30

1000

199

1199

1928

108

577

35

40.00

20.40

1000

200

1200

1894

111

56€

36

40.40

20.60

1000

202

1202

1863

115

557

37

40.80

20.85

1000

204

1204

1833

119

547

38

41.20

21.05

1000

206

1206

1804

123

521

39

41.60

21.25

1000

208

1208

1777

128

521

40

42.00

21.45

1000

210

1210

1751

133

511

41

42.60

21.75

1000

213

1213

1727

138

511

42

43.20

22.05

1000

216

1216

1704

143

501

43

44.00

22.45

1000

220

1220

1683

150

49;

44

44.60

22.75

1000

223

1223

1661

156

48:

45

45.40

23.15

1000

227

1227

1642

163

m

46

46.10

23.70

1000

232

1232

1624

171

47:

47

47.20

24.10

1000

236

1236

1606

179

46'

43

48.20

24.60

1000

241

1241

1591

188

46:

49

49.40

25.20

1000

247

1247

1579

197

45'

50

50.40

25.70

1000

252

1252

1567

207

45:

GUARANTEED DIVIDEND POLICY

0-Year Endowment, Guaranteed Dividend Period 30 Years.

j; Premiums

Cash Value

Or use Total Cash
Value to Purchase

Or

Receive
Paid-up
Life Ins.
of $1000
and Casli

An-

nual

Semi-

An-

nual

Res’rve

Guar-

anteed

Div’nd

Guar-

anteed

Total

Paid-up
Life In-
surance

Or Life
An-
nuity

(2)

(s)

(4)

(5)

(e)

(7)

(a)

(9)

$28.80

$14.70

$1000

$144

$1144

$2197

$82

$624

28.80

14.70

1000

144

1144

2155

84

613

29.00

14.80

1000

145

1145

2113

86

603

129.00

14.80

1000

145

1145

2070

88

592

29.20

14.90

1000

146

1146

2031

90

582

29.40

15.00

1000

147

1147

1992

93

571

I 29.60

15.10

1000

148

1148

1955

95

561

29.80

15.20

1000

149

1149

1919

98

550

30.20

15.40

1000

151

1151

1886

101

541

30.40

15.50

1000

152

1152

1852

104

530

30.60

15.65

1000

153

1153

1820

107

519

31.00

15.85

1000

155

1155

1790

111

510

31.20

15.95

1000

156

1156

1760

114

499

31.60

16.15

1000

158

1158

1733

118

490

| 32.00

16.35

1000

160

1160

1707

123

480

; 32.40

16.55

1000

162

1162

1682

127

471

! 32.80

16.75

1000

164

1164

1657

132

462

i 33.20

16.95

1000

166

1168

1634

138

452

33.80

17.25

1000

169

1169

1613

143

444

34.20

17.45

1000

171

1171

1591

149

435

34.80

17.75

1000

174

1174

1571

156

427

35.40

18.05

1000

177

1177

1552

163

418

36.20

18.50

1000

181

1181

1535

171

412

37.00

18.90

1000

185

1185

1520

179

405

37.80

19.30

1000

189

1189

1506

188

399

38.80

[

19.80

1000

194

1194

1494

198

395

11

FOR AGENTS1 USE JONLY

" Master of human destinies am I;

Fame, love and fortune on my footsteps wait.
Cities and fields I walk ; 1 penetrate

Deserts and seas remote, and passing by

Hovel and mart and palace, soon or late
I knock unbidden once at every gate.

If sleeping, wake ; if fasting, rise before
1 turn away. It is the hour of fate.

And they who follow me reach every state
Mortals desire, and conquer every foe
Save death. But those who doubt or hesitate,
Condemned to failure, penury and woe.
Seek me in vain, and uselessly implore,

1 answer not and I return no more.”

Important Notice re Manuals.

We have recently learned that representatives of other Companies have in
several cases secured possession of the Imperial’s rate book, in some manner
unknown.

It is distinctly stated on the title page of each manual that “ this book is
the property of the Imperial Life Assurance Company of Canada, and is loaned
to the agent for his private and sole use while agent of the Company, subject to
recall at the Company’s pleasure.”

Moreover each agent on receiving his manual signs a receipt in which he
agrees to regard the book as the Company’s property, loaned to him “in
confidence strictly and solely for my own exclusive use,” and promises “ that I
will not lend the said book or part with its possession in any way.”

The Company’s rate-books have been prepared at considerable expense,
and as a result of an immense outlay of careful and painstaking work. It
would probabl}' suprise some of our representatives if they knew how many
hours of involved and intricate calculations have been expended in computing
the various figures relating to premium rates, surplus estimates, guaranteed
reserves, etc. It is not desired that representatives of other companies should
be permitted to appropriate for their own advantage the results of our own
labours, especially as the information thus obtained regarding the Imperial’s
rates, estimates, etc., is frequently employed in a very unfair manner in
competition with the Company’s agents.

Let it be clearly understood, that when an agent of the Imperial Life is
entrusted with a manual he is to regard the book and the information contained
therein as strictly confidential, and on no account is he to allow such book to
pass into the possession of any other person. Should it come to the Company’s
knowledge that any of its representatives have been violating this most
fundamental and necessary rule, the officers are likely to take a very serious
view of such a grave breach of trust.

The Guaranteed Dividend Policy.

The field force have taken hold of the new policy with a will, and already
the applications are piling up for policies on the new system. Mr. G. H.
Gillespie, of Kingston, was the first Imperialite to succeed in imbuing a
prospect with a just and accurate appreciation of the many advantages of the
new contract. The application was for $2,000 on the 20-Payment Life,
Guaranteed Dividend System, and the man who thus proved his capacity for
“ knowing a good thing when he sees it” was Mr. B. H. Williams, of Garden
City, Ontario. Apparently it did not take our energetic representative long ta
persuade Mr. Williams that this was the policy for him, as Mr. Gillespie only
received particulars of the new plan on the 4th inst., and we received the
application and medical examination complete on the following morning. Two
days later Mr. Gillespie mailed us another application on the same plan — in fact
all the applications received thus far on the new system have been 20-Payment
Life, evidently proving that this is destined to become the banner policy.

2

The Guaranteed Dividend Policy is the Policy of the hour. A policy of
guarantees offered to the public at a time when guarantees are in demand,
presented by a Company that affords unexcelled security for the fulfilment of
its guarantees, with premiums carrying the minimum loading consistent with
safety — that is the Guaranteed Dividend Policy in a nutshell. The Company is
confident that this contract will meet the requirements of the hour. By means
of it you can secure applications that you could not possibly otherwise write.
With this Policy in your hands, you have a great advantage over all your
competitors. Don’t fail to make the most of that advantage.

Here are a few points to emphasize in connection with the new Guaran-
teed Dividend Contract :

First, and foremost. It is a policy of guarantees.

Second. The loading on these premiums is as low as safety will allow.

Third. It is a policy of guarantees.

Fourth. The net cost of a policy on this system (annually increasing
dividend feature included) is less than the net cost of an ordinary non-
participating policy.

Fifth. It is a policy of guarantees.

Sixth. The Cash Surrender Values are far higher than in the case of the
ordinary non-participating policies.

Seventh. It is a policy of guarantees.

Eighth. It contains the same liberal provisions regarding days of grace,
automatic non-forfeiture, paid-up insurance, term insurance, etc., as the
Company’s ordinary contracts.

Ninth. It is a policy of guarantees.

Tenth. No other company or society anywhere issues this policy.
It is unique.

Eleventh. Last, but not least, it is a policy of guarantees.

Don’t forget to emphasize this feature. It will bear repeating.

“ IT IS A POLICY OF GUARANTEES.”

Recent Death Claims.

We give below a complete list of the death claims paid by the Company
up to date in 1906. The schedule includes a statement of the number and
amount of premiums paid by the assured, and the amount returned by the
Company at death. It will be seen that the total premiums under these
policies aggregated $3,238.35 ; whereas, the amount paid by the Company was
$12,240.50, — nearly four times as much.

It only needs a simple statement of this kind to show the immense
- benefits conferred by life insurance as an institution. At a time when life
insurance companies are being attacked and slandered in the most outrageous
manner, denounced as plunderers and grafters, held up to the public view as
guilty of breaches of trust, it is worth while calling attention to the fact that in
the midst of all this turmoil and confusion, these same “ grasping corpor-
ations ” are going quietly on with their business, living up to their contracts
; and paying their death claims promptly and honorably. The yellow press

3

continues to inveigh against insurance companies and their officials with
its usual intelligence, sincerity and disinterested motives ; it is the fashion to
picture the Companies as licensed extortioners, and the policyholders as their
innocent and unresisting victims ; but the thousands of families that have
benefitted by life insurance know and can testify from their own experience
whether the Companies are the greedy cormorants that they are usually
represented to be.

The list of death claims is as follows :

Excess of

Name. Occupation and

No. of

Total

Amount

Amount Paid by

Address.

death.

Years

Premiums

Paid by

Company over

Paid.

Paid.

Company.

Amount Paid

by Assured.

Charles A. Thompson,

)

Divinity Student, h

Peritonitis

1

$ 29.05

$1000.00

$ 970.95

London,

Ont. J

Harry S. Ward,

Electric Operator,

Electric shock. .

1

31.90

1000.00

968.10

Goldstream,

B.C.J

Allan Steckle,

)

Pernicious 4

Anaemia J

Bank Manager,

Stratford,

1

Ont.J

5

162.75

966.80

804.05

Arthur Davey,

1

Barrister,

I

f

Typhoid Fever.

7

335.65

976.05

040.40

Dawson,

Y.T. J

Arthur Davey,

)

Barrister,

1

\

Typhoid Fever.

3

300.90

2000.00

1699.10

Dawson,

Y.T. J

Fred. G. M. Bryant,

)

Student,

Shellniouth,

1

Man./

Heart failure. . .

4

109 80

1000.00

890.20

Harry A. Caspar,

1

Clerk,

Toronto,

Diabetes. . .

3

75.00

1000.00

925.00

Ont. /

Samuel L. Toy,

1

Stationer,

1

Paralysis

7

1626.10

2883.65

1257.55

Toronto,

Ont.J

Rev. B. B. Smith,

Clergyman,

Kingston, Ont.J

Cerebral 1

Hemhorrhage/

8

567.20

1414.00

846.80

$3238.35

$12240.50

$9002.15

Success.

Every right-minded person desires the attainment of Success, although
the ideals may vastly differ.

Success follows the accomplishment of some purpose or plan well and
truly performed, and is not necessarily measured by a monetary guage. Too
often, I fear, we regard the defeat and tearing down of our competitors as
Success. Alas, our ideal at times is wrong. The way to achieve Success is

to deserve it.

Those who have good health and a good character (in a broad sense)
already possess the two great foundation stones which are absolutely essential.

It is reached by a wide, definite plan, conscientiously worked out, and is
invariably accompanied by real old-fashioned hard work, which, if supplemented

4

by some of the following- characteristics, will result in the successful
accomplishment of great undertakings. We should always bear in mind that
small successes always precede the greater ones. I fear we too often overlook
the importance of first doing the little things well. Permit me to submit an
acrostic which I have worked out, the perusal of which has many times proved
helpful. These qualities, which may be regarded as so many sun’s rays
passing through the Sun-Glass called Concentration will be deflected to the
burning point of Success, the .quality of which will largely depend on the
quality of the original Determination.

This will apply to the Business, Professional, Mechanical, Social,
Religious, or Political world.

D-iligence

E-arnestness

T-ruthfulness

E-nthusiasm

R-ectitude

M-anliness

I-NTELLIGENCE

N-eatness

A-lertness

T-actfulness

I-NITIATIVENESS
O-PTIMISM

N-on-procrastination

The above article, for which we are indebted to Mr. J. W. W. Stewart, Superintendent
of Western Agencies, is not very long, but it contains a whole lot of wisdom. Read it over
half a dozen times — it will convey new meaning to you each time. Then go and act upon it. —
Ed. Agents’ News.

Re The Honor Roll.

The list of names on the Honor Roll this month is short, but that is no
reflection on the work of the field staff during April. These are trying times
for insurance solicitors, and it is not their fault that business comes so slowly.
Fortunately present conditions cannot long endure. An improvement is sure
to be witnessed in a few weeks or a few months at most. In the meantime,
we are confident that the new Guaranteed Dividend Policy will be the means of
securing for our agents many applications which could not otherwise be
written.

B

“ Will Use their Influence for the Imperial Life.

The following- unsolicited testimonial was received some weeks ago, but
lack of space has hitherto prevented its publication in the Agents’ News :

Toronto, February 23rd, 1906.

Mr. G. Cecil Moore , City.

Dear Sir, — My wife and myself wish to thank you, and through you the Imperial Life
Assurance Co. of Canada, for the very prompt manner in which they settled the death claim
of our beloved son, the late Harry A. Caspar. The claim was settled in full within one day
after the papers were received by you. Everybody who heard of it, and they were many, and
who knew that Harry had an insurance on his life, were more than surprised and pleased to
hear of the very prompt settlement of the claim. We have, indeed, every reason to be
grateful to you for the action you have taken all through the proceedings, and w'ish to express
our highest appreciation for your kindness to us in this our heavy bereavement. Be assured,
dear sir, that we shall use all our influence to gain customers for your Company, for we know
that anyone insuring in the Imperial Life has the very best security which can be given to
anyone that his claim will be promptly settled.

Very respectfully yours,

Geo. M. Caspar,

107 Palmerston Ave., City.

Reasons for Not Assuring Your Life.

1. If you are sure you cannot die, there is no use providing for a con-
tingency when there can be none.

2. If you expect to get insurance for nothing, Don’t Assure.

3. If you know that you are too careless and indifferent to keep up your
insurance, Don’t Assure.

4. If you need your money for tobacco and whiskey and get your
support from your family, Don’t Assure.

5. If you prefer useless luxuries for yourself, to reasonable provision for
your family, Don’t Assure.

6. If you are too selfish to wish any comfort to others, because you
cannot enjoy it yourself, Don’t Assure.

7. If you feel good over the idea that your children may be dependent
on the cold charities of the world after your death, Don’t Assure.

8. If you are happy over the idea of going to heaven while you are
contemplating the probability of your family going to the poor-house,
Don’t Assure.

9. If you have no respect for yourself and no regard for your family,
Don’t Assure, but spend your money to get rid of your life, for it is not worth
living.

But before you exterminate yourself work out the following problem : Put
down in figures the year in which you were born ; to this add three ; then add
your age, at your next birthday, provided it comes before January 1st, 1907,

0

otherwise your age at last birthday; multiply by 1,000 ; from this deduct
611,193; substitute for the figures the corresponding letters of the alphabet,
O for o, A for 1, B for 2, C for 3, etc. The result will give you a name by
which you are probably known. — Insurance and Finance Chronicle.

Newly Appointed Agents.

Thos. Carlaw, Arthur, Ont. J. B. Weir, Stratford, Ont.

J. H. Jamieson, Calgary, Alta. George Parker, North Salem, N.S.

F. P. Mader, Mahone, N.S.

Honor Roll “A” for April.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two ag-ents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

J. F. Best, Brandon, Man

Applications.
. $14,000

Rank

I

Premiums.

$439*45

Rank.

2

on Honor Roll.

3

A. W. Ross, Winnipeg, Man

. 13,000

2

454*85

I

4

C. A. Crysdale, Winnipeg, Man . . .

12,000

n

6

354 *°°

3

4

J. S. Wallace, Winnipeg, Man. . . .

10,000

4

281.90

6

2

H. B. Andrews, Stratford, Ont. . . .

9,000

. 5

299. 10

5

3

C. M. Turner, Calgary, Alta

8,000

6

270.00

7

2

W. H. Seymour, Hamilton, Ont. . .

8,000

6

228.40

8

3

J. A. Benjamin, Jamaica, B.W. I. . ,

6,000

8

3 1 1 . 60

4

3

S. P. Saunders, Bermuda, B.W. I..

5, ooo

9

177.30

9

1

Robt. Hall, Brandon, Man

5, ooo

9

168. 50

10

2

Israel Taylor, London, Ont

5, ooo

9

159*35

11

4

W. A. Gibson, St. John, N.B

5, ooo

9

■54-65

1 2

1

7

Honor Roll “ B ” for April.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

J. McGeer, Vancouver, B.C

Applications.

$6,000

Rank.

I

Premium^.

$178.50

Rank.

2

on Honor Roll
2

V. A. Smith, Grenada, B.W. I . . .

3>5°°

2

1 8 1 . 90

I

I

J. Coxford, Pembroke, Ont

3>5°°

2

I23.60

3

I

H. McKerracher, Paisley, Ont. . .

3,000

4

121.50

4

2

W. G. Reburn, Toronto, Ont

3,000

4

65.90

5

I

Leaders of Honor Roll “A” in 1906.

January Dr. D. Lowrey, Toronto, Ont

February C. A. Crysdale, Winnipeg-, Man

March Beaudoin & Champagne, Montreal, Que

April J. F. Best, Brandon, Man

Leaders of Honor Roll “ B ” in 1906.

January R. E. Brett, Victoria, B.C. .

February P. P. Pickering, Jamaica, B.W. I

March P. P. Pickering, Jamaica, B.W. I

April J. McGeer, Vancouver, B.C

Standing of Agencies,

April, 1906.

1 .

Winnipeg

10.

St. John, N. B.

Grenada, B. W . I.

2.

Montreal

1 1.

Guelph

20.

Newfoundland

3-

Head Office

Halifax, N.S.

Port Hope

4-

Stratford

T3-

Kingston

22.

Charlottetown

5-

Vancouver

J4-

Bermuda, B.W. I.

23-

Regina

6.

Jamaica

Brandon

Orillia

Ottawa

London

25-

Sarnia

Calgary

!7-

Brockville

Barbadoes

Hamilton

18.

Trinidad

Peterboro’ County

He Carried No Life Insurance.

The following story about a man who carries no insurance for the pro-
tection of his wife and family has been going the rounds. This man awoke
one night to find his wife sobbing quietly, and asked her, “What is the
matter?” “ I have just had an unpleasant dream,” she replied. “ I dreamed
that I was down town and saw a store which advertised ‘ Husbands for Sale.’
1 went in and there were husbands of all kinds on exhibition. Some were
tagged $5,000, some $2,000, some $1,000, and some in the hundreds.” “ Did
you see any that looked like me?” asked her husband. “ Yes, and they were
done up in bunches like radishes, and marked thirty cents.”

8

471 (5m-5-06) 1448

o

*o p
O x

o’

•< U

E ?

cd p

4*

ST 3

~ • crq

o 3
- cd
c. Q.

° c
"O 5

P "1

3 g

~ cd

CD «

a p r

c 3 -
2. cT

3 X5

orq P >

1— I c

o 3

p p
x_

3 y

p ^

- — x

Vj 3

CL O

cr a
cd o

p CD

O

0

1 cd ^

3 3 ^

^ •-»

‘S * »

P' «> $

P O 3

O

?T p
O 3

cd o
< £
p, rt-

cd cd
.o

^ cd

£ 3

cd g.
X3 3.

O 3

s-^

v: X5

T3 ^ ^
^ ^0 v*

CD 63

3

c i p g

>X
3. w
a o

3 ^

'a c

CD

z

CL

r*

3.

CD

CD

X*

3*

CD

3

3

O

Tl

Cl

O*

3

X

P

3

CD

3

CD

P

CD

3

P

3“

?

CL

3 %■

P x cd
^ c re

3* 2 ^
<* 3 -
2 O
^3 2 n
cd — .

3. mR,
c '“'
°* =r *-3

r+ CD p

=f p 0

ol-

§ 3 3'

I a °

p 3 p

3 n> a

V! x 3*

°s 8

p 2.
p ^

» =r

D- ">
^

3 tL
o 3
p* a
O- n

2.°^ o
*d

cd

2 cd P "2

'3-32

CL -•
CD 3

? 3

3 crq

CD 3-

S--3

— ft)

o 3

O 3
X

> r

x

.. o

50 3
<3 >o

p 2-
p o'

re n>

«- o
a to

p P

8. 8

< "C

3- CD

< 63

/T, f*"

2- 5
P cl
_ cd

o °>

a. O

o §

p p

3D 2-
X O

re f^

T5 a

3 CD

HP’-

1 1 l

C ^2. O
h U 3 3

s a £.3

C 3 •

W JO "

Z O M

P -s *

cd p

< c

C/3 i-q

c P

C 3.

“s X3

a £

<' 3’

a. crq

2 t
a* r>

3 c c- 3

3 ^

§ S

►s* P 9 3'

■3* p

P c.

crq

02 “*
s 3 ?

>0 «3 n>

> -.

z 3 »

H 3

O o

W 3 3

03 O 7

X3 3
O O

OK} C.

P "p

3 5’

3- c/q

o

o

P o
o

3

ft! (4

« M

ft)

3 S'

£

?T ?
» p

i1 S-

o 5*

a “3

5’

a

o 3

5 'p
a re

■BE

o' r
v; 3;

• ft

H p

3* 03

0

1 ^
o- 1

? I

^ vc

-, cr a)
£ S* *

i o' s,

03 n (-►

<K g*

C. C ft>

“ 63

* I I

s I s

» » §9.

a 1 2
re

S O

- p < B*

3 CL

3 3 (5

^ » g

, — - 3

O J33 3

k le c,
3 & o

63 0! 3

a cfq re*

^ c _

> g.

crq -*•

o o

P £L
X3 —
T3 -a
3t p
O "t

p cr.
cr. o
O c

3 p

V)

2 03

2 g.

O- =?
_ P

O 2
3? ?•

2 ft>
X3

o o

o 2

3.

03

o crq

• 0

O „

<; o
SL o-

C 3*

8 g

o

r

P o

^ 3

— crq
5* p
f® a*
2 o
Cl C

3 ~0

< ^

£ |

0 to

U)

^ 5'

p <2

& g

1 S:

^ Cfq

| o

3 P

< ^
». 'Q

P X3

f® 3

V-

p H

0) 51 3*

oh

S S’ 3

03 -o
P c o
03 re -s
- w p*

03 —

8 | S

2 o5 »

3 03

O »S
^ c
ST P

» 3

o

3

° %
-*> cr

2 o

3. 0J g =r

M ^
x 3
ST f®

fD -

g. s.

0 ft)
CL -1

3* ^ O^

03 ’ ^

S>Sf
*4 g

hri 2 ^

M 3 ^

< 3. O

0 c o

0 3 3

1 03 1

T3 Cfq 3-

ll 1

' ?!
r* ft)

o

CD fD
P 6?

P

re 2

a

5

SL 0

*^5

<’

<

>— ft

crq

CL ^
C Z

ol

51

5". rT1

C/5 *1

H

c

p

CD $D

C/5 3

CD

3

CD

n

"T3 ^

3*

“S

p

0 2

a

0

O-

“XI

rr\

Is

0

CL fD
CD* O

cl nr

C fD
2.H3
c«! st

•v- 3*

O n
p o
35

CD -•
O rr
P CD
P P

» <

3- re
h a

2 o

CL 3

T3

£ §

^ s*

V! J*

CD O

2 V

< CD
O
P
c

CD C
CD "1
Q, CD

0) ►— t

CL

CD

3

o. a

3
3
a rD

a p

0;

CD -r
03 re
X3
3* C
P CD

'O

CD

3 «'
3'

3 p1
55 -5

to ^

o 3-

-o p

3 3-

p CD

& ?
- • 3
2 ~o

re

CL 03

3 a

CL C
"t

y 3‘

2 crq
3' z.

Cl r;

CD

O

o
3

X *0

O <T
c cr.

p c

|o

CD r*
CD 3“
CL CD

re u.
CL

p

o crq

CL P
CD< 3*

— ' X

FOR AGENTS1 USE ONLY

“ That which we are, we are ;

One equal temper of heroic hearts,

Made weak by time and fate, but strong- in will,

To strive, to seek, to find, and not to yield.” — Tennyson.

“They can conquer who believe they can.” — Virgil

The surest way not to fail is to determine to succeed.”

— Sheridan.

“The heights by great men reached and kept
Were not attained by sudden flight,

But they, while their companions slept,

Were toiling upwards in the night.”— Longfellow.

“A greater name;

The list of glory boasts not. Toil and pain,
Famine, and hostile elements, and hosts
Embattled failed to check him in his course.
Not to be wearied, not to be deterred,

Not to be overcome.

And wealth, and power and fame were his rewards,”

— Southey.

An Appreciation,

T. Bradshaw , Esq. , Winnipeg, May 26th, 1906.

Toronto , Ont.

Dear Sir; —

Respecting the Guaranteed Dividend Policy.

The phrase “A Unique Contract” very aptly applies to this new production.
To the person who desires a positive and definite contract, the Imperial is surely
in a position to meet every requirement. The liberality of the Imperial policies/
combined wiih the absolute guarantee features, the return of premiums in the
event of death during the last io years, the substantial cash surrender, loan,
paid up insurance, and extended term insurance values, accompanied by the
Non-forfeiture provision, also taking into consideration the stability of the
Company which offers so definite a proposition, enables the Company’s Repre-
sentatives to meet such demand for an insurance policy without any element of
uncertainty so far as the estimated profits are concerned.

Yours truly,

Jnu. W. W. Stewart,

Slept, of Western Agencies.

The Guaranteed Dividend Policy.

The printing of the policy forms for the new Guaranteed Dividend contract
was attended with considerable delay In order to place the plan in the hands
of our agents at the earliest possible moment, the tables of rates, the illustration
blanks, etc., were rushed forward to the exclusion of everything else, and, as a
result, a large number of applications on the Guaranteed Dividend system were
received before the policy forms were ready. However, we can now announce
that the policy forms have been completed, and henceforth we are prepared to
handle Guaranteed Dividend applications at the rate of one hundred a day.

There is abundant evidence that the new plan is fulfilling the purposes for
which it was devised. Imperialites are finding that they are able to secure
applications -on this plan from clients who will not consider any proposition
short of an actual guarantee. A good many people reading newspaper accounts
of the failure of certain Companies to realize estimates recklessly made twenty
or thirty years ago, lose faith in estimates altogether, and refuse to consider
even figures based on careful and conservative calculations. When an Imper-
ialite meets a person of this description, he need not attempt to argue with
him as to the reliability of estimates — that would be fruitless in most cases.
He need not present one of the ordinary non-participating plans as an alternafc
tive — a very bare and unattractive alternative. Instead, he can present the
Guaranteed Dividend Policy, which exactly meets the requirements of the case,
and in point of liberality compares favorably with any plan issued by this or
any other Company.

One of the strongest points in connection with the Guaranteed Dividend

2

policies is the liberality of the Cash Surrender and other Guaranteed Values.
The following table shows : —

(1) The Cash Surrender Values from the third to the twentieth year at
age 35 under the 20 Payment Life Guaranteed Dividend Policy.

(2) The Cash Surrender Values at age 35 under the Imperial’s ordinary
20 Payment Life Participating Policy.

(3) The Cash Surrender Values at age 35 under the 20 Payment Life
Participating Policy of Company A which gives the highest guarantees of any
company operating in Canada.

(4) The Cash Surrender Values at age 35 under the 20 Payment Life
Non-participating Policy of Company B, which is one of the strongest American
companies with which Imperialites have to compete.

Cash Surrender Values — Age 35 — Amount $10,000

Year

Imperial Life

Company A

Company B

20 Pay. Life
Guar. Dividend
Prem. $378.00

20 Pay. Life
Participating
Prem. $369.50

20 Pay. Life
Participating
Prem. $381.50

20 Pay. Life
N on-participating
Prem. $298.70

3

$ 580

$ 450

$ 480

$ 360

4

850

650

750

570

5

1150

880

1020

790

6

1500

1140

1310

990

7

1890

1430

1610

1220

8

2320

1760

1920

1460

9

2660

2010

2240

1720

10

3180

2400

2560

1970

11

3560

2680

2890

2230

12

3960

2980

3220

2520

13

4370

3280

3560

2810

14

4790

3600

3900

3120

15

5220

4260

4270

3450

16

5670

4620

4650

17

6140

4990

5060

18

6620

5370

5480

....

19

7130

5770

5940

20

7650

6190

6400

5370

As will be seen from the above comparison, the Guaranteed Dividend plan
excels all the others in the liberality of its guarantees. Let our agents, there-
fore, in their canvass, lay special stress upon this feature. In competition, the
policy with the generous guarantees must inevitably win the day. With the
new policy in your hand, you can face competition from whatever source it
comes.

I The Guaranteed Dividend Policy is a policy of guarantees—
and big guarantees at that.

As Usual— Prompt and Satisfactory Settlement.

10 Long Street, St. John’s, Antigua, 4th May, 1906.

Mr. 5. Galbraith ,

Agent Imperial Life Assurance Co.

Dear Sir, — Will you kindly convey to the Imperial Life Assurance Co. my thanks for the
cheque for $750 which they have sent me, being the amount of policy my late husband held in

3

the Imperial Life. I must also thank you for the trouble you have had in the matter, and for
inducing- him to insure his life in such a generous Company, which has paid the policy in full,
although the premium was nearly due when my husband died.

Yours faithfully,

J. A. Coull.

159 Hollis Street,

Halifax, N.S., May, 25th, 1906.

T. Bradshaw , Esq. ,

Secy Imperial Life Assurance Co., Toronto.

Dear Sir, — In acknowledging the receipt of the Company’s cheque for $1000, covering
the claim under Policy No. 1799, upon the life of my late husband, I desire to express my
appreciation of the promptness with which the case has been met, and the assistance given me
by J. C. Gass, Provincial Manager, in completing papers, etc. It was assuredly a wise
undertaking on the part of my late husband, the taking on of this insurance, and this further
demonstrates the wisdom of making provision for the welfare of those who are dependent upon
us. I can cheerfully recommend your Company to any who may be thinking of taking on
this protection.

Yours truly,

Sabina Norman.

P. S. — I also have pleasure in stating, that my husband held policies in two other
Companies, and that the Imperial was the first to settle their claim.

A Clincher.

“ Life insurance,” said the man who was disposed to argue, “is nothing
but a game of chance. It’s based on averages and probabilities. There isn’t
an element of certainty in it, from first to last.”

“ Oh yes, there is.”

“Just name it, will you ? If you can, I’ll take out a policy.”

“The certainty is that the man that’s insured will die some day,” said the
life insurance agent, taking a blank application out of his pocket. “ What
amount do you want to carry ? ”

A Few Nuts for the Uninsured to Crack.

“ I can carry my own insurance and get along without the companies.”

Certainly ! And you can go into the woods and chop and hew the material
to build your house, and get along without saw-mills — but you don’t.

And when your business calls you from Des Moines to Chicago, you could
walk, and get along without the railroads — but you don’t.

And when you want to write to a friend in California you could carry or send
the letter to him overland, and thus get along without the United States mails ^

And you could spade up your field, and get along without the plow.

You might also flail out your grain, and get along without the thresher.

And you could wear the skins of animals for clothing and get along without
the looms.

And you could remain single and get along without your wife — and you
ought to do it if yeu won’t protect her with an insurance policy.

— Prudential Weekly Record.

4

FOR AGENTS5 USE ONLY

Be stirring as the time; be fire with fire ;

Threaten ihe threatener and outface the brow
Of bragging horror ; so shall inferior eyes.

That borrow their behaviours from the great.

Grow great by your example, and put on
The dauntless spirit of resolution.

—Shakespeare.

If nothing more than purpose is thy power
Thy purpose firm is equal to the deed :

Who does the best his circumstance allows.

Does well, acts nobly : Angels could no more.

— Young.

The greatest gift the hero leaves his race
Is to have been a hero. Say we fail 1
We feed the high traditions of the world
And leave our spirit in our children s breasts.

—George Eliot.

Assessment Insurance.

We give below a table based on figures taken from the Bulletin Assessment
Chart for 1906. Two or three outstanding features are worthy of attention.

Company.

Lapsed.

Taken.

Percentage
of Lapsed
to Taken.

Assets per
$1000 of
Insurance.

Annual
Premium
(age 35)

Ancient Order United Workmen . .

$7,440,000

$ 497,500

1,495.48

$10.94

$16.80

Canadian Order of Foresters

1,232,320

6,754,060

18.25

33.46

10.20

Canadian Order of Oddfellows. . . .

316,150

687,250

46.00

21.87

9.36

Catholic Order of Foresters

5,918,500

10,289,000

57 52

9.35

11.64

Catholic Mutual Benefit Association.

820,000

1,425,000

57.54

9.35

13.20

Chosen Friends

1,351,870

2,861,750

47.24

21.31

9.12

Commercial Travellers

88,000

138,500

63.51

31.34

15.00

Canadian Order of Home Circles. .

802,000

1,326,000

60.48

11.59

8.04

Independent Order of Foresters. . .

15,766,712

23,719,250

66.47

36.43

16. 56'

Maccabees

65,037,362

30,362,250

214.20

13.42

17.40

Knights of Pythias

8,765,500

17,652,500

49.66

12.30

17.40

Oddfellows

515,000

2,488,500

20,70

18.03

10 50

Orange -Grand Lodge

527,000

977,000

53.94

1.27

9.36

’Royal Arcanum

138,877,500

35,812,000

387.80

6.49

9 96

Royal Templars

538,150

784,500

68.60

13.23

12.00

Sons of England

108,000

271,750

39.74

11.94

10.92

Sons of Scotland .

443,500

492,252

90.10

36.66

15.00

Woodmen of the World

954,000

1,556,000

61.31

13.68

9.72

LAPSES. The amounts of insurance taken and lapsed respectively in
1905 are given for the principal assessment concerns. The thought that strikes
the reader at once is the exceedingly high proportion of lapses in the case of
nearly all the societies. Herein lies one of the essential weaknesses of the
whole system of assessment insurance — its instability. A society may be one
day apparently prosperous and flourishing, the next day a sudden panic may
take place and strip the society of half its membership. Witness the cases of
three of the most important societies, the Workmen, Maccabees and the Royal
Arcanum, whose lapse rates in 1905 were respectively 1495%, 214% and 387%.*

Nor can the societies claim that they make any money from lapses. The
premiums charged are usually insufficient to pay even the cost of current
insurance, so that a lapsed policy leaves nothing in the treasury. Moreover,
the lapse rate has a direct and important influence on the death rate of a
society. Take the case of the Royal Arcanum for example. In 1906, 73,005
persons carrying insurance amounting* to $138,877,500 left the society. The
great majority of these withdrawals were, undoubtedly, young and healthy
persons, who refused to pay the recent increase in rates, and most of whom are
probably by this time insured elsewhere. But what about the other members
who did not lapse — who kept up their insurance in spite of the increased rates?
Without a doubt, the majority of these remaining members are persons whose
ill health or advanced age prevents them from obtaining insurance elsewhere.
The best risks have left the society, the “ screenings ” remain. We leave it to
the common sense of the reader to say what effect this “ adverse selection ”
will have upon the death rate of the society.

ASSETS. Every one of the societies given in the above table is older

2

than the Imperial Life, and consequently is subject to a higher death rate than
this Company. Every one of these societies charges a lower scale of rates
than the Imperial, and therefore, has a proportionately smaller premium income
from which to meet the death losses of the future. From both the above facts,
it might reasonably be argued that these societies should have on hand a larger
sum than the Imperial from which to pay future death losses. What are the
facts? The societies show assets of from $1.27 to $36.66 per $1,000 of
insurance in force ; while the Imperial Life has assets amounting to over
$160.00 for every $1,000 policy on its books.

RATES. The table shows the annual rates charged by these societies.
For these small amounts, the societies undertake to provide $1,000 of life
insurance, and — in some cases — sickness benefits as well. At least one of the
societies requires no medical examination. We have no hesitation in saying
that these rates are in every case inadequate, and in most cases utterly inade-
quate. The net annual premium for a whole life assurance of $ 1,000 at age 35,
assuming 4 per cent, interest and medically examined lives , but making no
provision for expenses , is $ 18.84 > which is over 8 per cent, higher than the highest
of the rates given in the above table.

The scores upon scores of these societies that have failed not only in
Canada but also in the United States and in Great Britain should be conclusive
proof of the fallacy of the j^hole system of assessmentism. Contrast this
wfith the fact that in Canada there has never been a failure of a legal reserve
life insurance company.

Within a short time the Workmen, the Maccabees and the Royal Arcanum
have all increased their rates to the figures given in the table. A few years
ago any member of these societies would have scoffed at the idea that their
premiums were too low. Query,-— are their rates high enough yet ?

Take the case of the Royal Templars, whose official organ, The Royal
Templar , was wont to boast regarding the strength of the Order and the
sufficiency of its rates. . The income of this society is only one-sixth of that of
the Imperial, and its assets are not quite one-twenty- sixth of the Imperial’s,
yet it has been paying* out in death claims every month a larger sum than the
Imperial Life. The officers of the Society have evidently become alarmed,
since a few weeks ago they issued instructions for an increase in rates (the
second or third increase since the Society’s organization 22 years ago). During
1906 we may expect to see a big secession from the ranks of this Society.
Watch the 1907 Bulletin Assessment Chart for the results consequent upon this
latest increase in rates.

And a remarkable fact is that there are other societies with even lower
rates. The Canadian Order of Home Circles, for example, charges only $8.04
for $1,000 insurance at age 35. According to this, a man aged 35 would have
to live and pay premiums for 125 years [i.e. he would have to attain age 160)
before his payments equalled the face value of his policy ! ! !

“ But,” some one objects, “ we must allow for compound interest.” As a
matter of fact, these societies get very little benefit from compound interest,

3

since their annual income is very seldom much in excess of their annual
disbursements. Often it is less. For instance, the Order of Home Circles
paid out during the last two years $536,673, while its total income during that
time, premiums, interest and all, was only $566,020. Not much chance here
for compound interest. The interest receipts of the Royal Templars, we
imagine, must have been smaller still, since their total income in 1905 was only
$134,170, while they paid out for death losses and other expenses $145,853.

However, enough for the present regarding assessment insurance. The
entire system is so enshrouded in delusions and fallacies and twisted mathe-
matics that it would need several volumes to lay the whole subject bare.

“ Prompt Payment of Claims”

Shellmouth, Man., May 8th, 1906.

Mr. J. S. Wallace ,

Manager Imperial Life Assurance Co.,

Winnipeg , Man.

Re Policy No. 7411, F. G. Bryant, deceased.

Dear Sir, — Respecting' my claim under the above policy for $1,000 on the life of my
son, F. G. M. Bryant, which policy was taken out in 1902, I must sincerely thank you for the
very prompt manner in which your Company has issued cheque in my favor for the sum
insured, the cheque being received by me the day following that on which I sent you the
discharge form complete. I feel quite sure that such prompt payment of claims should be a
good advertisement, and should be the means of securing#iore business around our country.

Again thanking you for your promptness.

Yours sincerely,

Jessie Bryant.

No Lack of Nerve.

Some time ago we published the true story of a man who received a
matured endowment of $150, the paid-up value of a policy lapsed many years
before, and supposed by the assured to be valueless. The Company spent
several years and much effort in locating the man — after the policy matured.
He was surprised to get the money, but instead of being grateful, sued the
Company for interest on the money from the time after the policy matured
until the Company found him.

The Coast Review now prints a story that matches this :

The Continental Life and Investment recently paid a considerable claim to
the widow of a San Francisco policyholder. The agent tendered her a check
for the amount of her husband’s policy, expecting a few appreciative words.

She looked at the check thoughtfully and then asked: “ Is this all I get?”

The amazed agent replied : “ That is the face of the policy, madam ; and
you know your husband had not been insured long.”

“ That’s just it,” cooly replied the widow. “ My husband paid you for a
year’s insurance and he died in three months. You see, he got so little insur-
ance for his money. It seems to me you ought to pay back three-quarters of
the premium.

The agent lives to tell the tale. — The Life Insurance Independent.

4

Re Annual Reports.

We still have on hand a large number of these reports. Our agents were
supplied with these in limited numbers three or four months ago, and if they
have been distributing them as widely and systematically as we hoped, further
supplies should soon be required in some agencies. If any of our repre-
sentatives are already out of the reports, we would like them to write imme-
diately for some more. The Head Office furnishes special envelopes for use in
mailing the reports.

As stated more than once before in the Agents’ News, the Imperial’s
Annual Report for last year is one of the best canvassing documents that any
agent could desire. Without disparaging any of the other companies in the
field, we may say that there is many an agent, representing a rival company,
who looks with envy upon the record of the Imperial Life, and no doubt often
tries to figure up how many more applications he might secure if his Company
could put forward as favorable a showing. We say emphatically that the
Imperial Life has had a magnificent record, and that its standing at 31st
December, 1905, was better, stronger and more prosperous than ever before in
its history. Our agents are aware of that. But do they realize it? Do they
advertise it? Are you, Mr. Agent, distributing the Company’s annual
statement all over Canada, letting- people know that the Imperial Life is a
successful, aggressive, prosperous Company, and that you are proud of its
record, and that you are its representative in your district ? Are you doing
this ? If not, you ought to be ashamed of yourself, and had better, at your
earliest convenience, seek out the smallest and slowest company operating- in
Canada and apply for a sub-agency. Such a position will just suit you.

The Guaranteed Dividend Policy.

We are sending to all our representatives sample policies on their own lives
written at age thirty on the 20 Payment Life, Guaranteed Dividend Plan,
amount $5,000.

There are many indications that this is going to prove the “banner policy”
for the next few months. The 20 Payment I.ife is always a popular plan,
and when offered in combination with the manifold attractions of the Guaranteed
Dividend contract, it should meet with a steady sale. Remember that in the
present state of life insurance in Canada Guarantees will win every time.
There is no excuse for the Imperialite who, when he has the “policy of guaran-
tees” in his pocket, allows other companies to get away with the business.

We investigated the strong- points of this policy pretty thoroughly in
'Agents’ News, Vol. VII. number 10.

Here is an attractive feature of the contract that we have not before dealt

with.

The annual premium for a $5,000 policy' at age thirty is $169.00. Multiply
this by 20 and we get the total amount paid in premiums, $3,380. The
guaranteed dividend payable at the end of 20 years is $845, making the
net cost of the $5,000 policy just $2,535. The person holding the policy

8

remains insured as long as he lives and the beneficiary ultimately receives
$5,000 in return for payments aggregating only $2,535.

The beauty of this policy is that it may be surrendered and thus virtually
converted into an endowment, at any time that the assured may select. If the
assured desires to surrender it at the end of the Guaranteed Dividend Period
of 20 years, he may do so. If he prefers to continue it for, say ten years longer,
the insurance for the additional ten years costs him nothing, and the longer he
holds his policy the more valuable it becomes.

Suppose the assured continues his policy for twenty years after the comple-
tion of the Guaranteed Dividend Period and finally surrenders it on attaining
age 70, he receives :

(a) Guaranteed Dividend at end twenty years $ 845

(b) Guaranteed Cash Surrender Value at age 70 ... 3,735

Total $4,580

He has paid twenty premiums of $169 each 3,380

Gain to the assured $1,200

(in addition to $5,000 insurance protection for 40 years).

The assured, therefore, receives good interest on his money, besides having
enjoyed the insurance absolutely free.

Note. — It is important that the agent should understand how to obtain the Cash Sur-
render values applicable to these Guaranteed Dividend policies after the completion of the
Guaranteed Dividend Period. A Guaranteed Dividend policy is fully paid-up at the comple-
tion of the Guaranteed Dividend Period : Thus under the 20 Payment Life, G. D. system —

The value at the end of 21 years of a $1,000 policy taken out at age 26 —
Is the same as —

The value at the end of 27 years of a $1,000 policy taken out at age 20 —
°r,

The value at the end of 23 years of a $1,000 policy taken out at age 2f.

Each of them being equal to $-lS9, which is —

The reserve at the end of 20 years (column 4) given opposite age 27.

System in Business.

Under the above heading, we will print in the next two or three issues of
the Agents’ News, an address given by Mr. E. A. Woods, Manager of the
Equitable Life in Pittsburg, Pa., which is given in the Insurance Press and con-
taines so many valuable suggestions that it should prove of great assistance to
Imperialites. Mr. Wood begins as follows : —

“ What would modern banking or any branch of modern business be with-,
out system ? Cannot life insurance agents in general, and you in particular,
gain something by using more system in conducting your business ? Are not
the successful life insurance men you know, especially those who stay success-
ful, those who are systematic ? Does random work in life insurance or in any
other business pay in the long run ? We have heard much of the crimes of the
System.” Is there not something to be said on the crime of having no
system ? ” n

6

“ Mr. A. S. Herenden once went into a furniture factory in Michigan and
insured eleven people that morning, all of whom were examined and settled on
binding receipts. In how many cases do we systematically work one establish-
ment or one field for all the business there is, without the waste of time in-
volved in insuring one man in one building, or even one town, and then instead
of using the influence created by this case to advantage, spend time and money
in hunting up another prospect in some entirely different building, business or
field ? Do we get the good out of the ‘ endless chain ’ idea that we might by
applying it in the life insurance business? Do we see that the influence of
every policyholder is used to the utmost, and that he is made as much of a
centre from which to work for future business as possible ? ”

“ If an applicant is rejected, do we try to place that insurance on some one
else, his wife, child, or some other relative instead of giving up the case ? ”

“ Where the cause of the rejection or postponement is temporary, do we
keep a record of the case and see that as soon as the applicant is insurable,
even if years hence, we get the insurance instead of some other agent? ”

“ Do we see ail our policyholders or communicate with them only once or
twice a year ? How many of our policyholders do we find out to our mortifica-
cation some months or years afterwards have bought insurance in other
companies because we have not followed the cases up ? It always pays to com-
municate with or call upon an applicant about the time his age changes and
again about the time of his birthday. He will appreciate it and we will
generally secure his influence on others if no further business from him.”

“ Do we mail our policyholders and our prospects interesting material or
information adapted especially to them? It will strengthen many a policy-
holder weak in the faith and it will make a strong tie between ourselves and our
policyholders.

( To be continued in the next number. )

Re the Honor Roll.

May was a pretty successful month for the Imperial Life. Several of our
representatives contributed business that was creditable to themselves and
acceptable to us. The new Guaranteed Dividend contract helped to swell the
totals for the month.

Taylor, Ross and Crysdale still hold the record for the greatest number of
appearances on Honor Roll “A.” All three of these gentlemen are “ stayers.”
They work steadily, consistently and energetically all the time.

Messers Turner, Best, Ney and Lawson are also to be congratulated on
their standing for May. Mr. J. W. Ney has returned from the West Indies and
is back in Bracebridge again. No matter where he is, he gets the business.

Messrs. Westman, Southern and Mercer are new names on the Honor
Roll. They all did good work last month.

Congratulations to Mr. Robinson on his $50,000 application.

Honor Roll “A” for May.

This Honor Roll records the monthly new business of those representatives
| who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon.

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

7

J. A. Robinson, St. John’s, Nfld....

C. M. Turner, Calgary, Alta

J. F. Best, Brandon, Man

Israel Taylor, London, Ont

J. W. Ney, Bracebridge, Ont

Jos. Lawson, Guelph, Ont

A. W. Ross, Winnipeg, Man

S. P. Saunders, Hamilton, Bermuda

F. B. Springer, Vancouver, B.C. . . .

S. F. Flatt, Fort William, Ont

G. H. Gillespie, Kingston, Ont

H. B. Andrews, Stratford, Ont

J. C. Gass, Halifax, N. S

J. A. Westman, Regina, Sask

W. J. Southern, St. John, N. B. . . .

J. W. Mercer, Bay Roberts, Nfld. . .

J. B. Cooke, Kingston, Ont

C. A. Crysdale, Winnipeg, Man ....

Honor Roll “ B ” for May.

No. of times

Applications.

Rank

Premiums.

Rank.

on Honor Roll.

$50,000

I

$2,015.00

I

3

15,000

2

465 i5

3

3

I 2,000

3

355-7°

6

4

11,500

4

406.9O

4

5

10,000

5

544.40

2

3

10,000

5

387-I5

5

1

9>5°°

7

282.50

9

5

9,000

8

302.30

7

2

8,000

9

284.OO

8

■ 2

7,000

10

248.70

10

2

7,000

10

2o6.75

1 1

2

7,000

10

195.10

*3

4

6,000

l3

2O7.5O

1 2

4

6,000

l3

i84-35

16

1

5>5°°

x5

I9°-55

r4

1

5,000

16

185.50

l5

1

5, ooo

16

165. 10

17

3

5, ooo

16

I46.80

18

5

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Applications. Rank. Premiums. Rank, on Honor Roll

J. McGeer, Vancouver, B.C $5,000

C. Elvins, Toronto, Ont 5,000

W. Dansereau, Montreal, Que 4,500

C. F. Dale, Montreal, Que 3,000

1 $234. 10

1 ^-s0

3 98.85

4 95-8°

1

2

3

4

3

i

1

1

Leaders of Honor Roll “A” in 1906.

January Dr. D. Lowrey, Toronto, Ont

February C. A. Crysdale, Winnipeg, Man

March Beaudoin & Champagne, Montreal, Que .

April J. F. Best, Brandon, Man

May J. A. Robinson, St. John’s, Newfoundland

Leaders of Honor Roll “B” in 1906.

January R. E. Brett, Victoria, B.C. ...

February P. P. Pickering, Jamaica, B.W.I

March P. P. Pickering, Jamaica, B.W.I

April J. McGeer, Vancouver, B.C

May J. McGeer, Vancouver, B.C

Standing of Agencies, May, 1906.

1. Newfoundland

10. Grenada

18. Orillia

2. Winnipeg

Bermuda

19. Trinidad

3. Montreal

12. Halifax

20. Hagersville

4. Head Office

Ottawa

21. Jamaica

5. Vancouver

Stratford

22. Brandon

Calgary

15. Fort William

Belleville

7. Guelph

16. St. John

24. Charlottetown

Kingston

17. Regina

Brockville

9. London

8

FOR AGENTS’ USE ONLY

THE ROYAL COMMISSION

Most of oup agents are probably aware that the
investigation of the Imperial Life by the
Royal Commission was concluded last month. A
fairly full and tolerably accurate summary of
the proceedings appeared in most of the daily
newspapers, and as those of our representatives
who have followed the evidence know, nothing
was disclosed that affects in the slightest degree
the stable and prosperous condition of the Com-
pany. In this and succeeding issues of the
Agents’ News we direct attention to a number
of points which developed during the course of
the investigation and which are well worthy of
more careful consideration than they received
in the daily press.

Don’t Let Him Say ^No.”

An agent can usually judge pretty accurately by the trend of the conversa-
tion whether he is carrying the prospect along with him in his argument or not.
If the prospect is being convinced — well and good. The agent has only to
await the psychological moment for producing the application form and securing
the signature. But if the agent finds that he is fighting a losing battle, if he
perceives that the prospect for some reason or other is holding back, then it is
wise to avoid forcing a decision too soon. If the agent presses the point at
this stage of the argument it is ten to one that the prospect says “No.”
When the prospect has thus declared definitely against the proposition, th^
agent is in a far worse predicament than before. In the earlier part of the con-
versation, the agent’s task was to get the prospect to viake up his mind (in
favor of the proposition.) But now that the prospect has committed himself
against the proposition, the agent must endeavor to induce him to change his
mind — which is a far more difficult undertaking.

Don’t let your client say “ no.” If you see that he is inclined to say “no”'
don’t give him a chance. Remove the pressure, go back to the beginning again
and try some new line of argument. You may even repeat the same arguments-
again if you think your prospect has not grasped them fully. So long as your
man does not make up his mind against your proposition, you have a first-rate
chance. He may interpose objections, excuses, — but these are only indications
that he is weighing and considering your arguments ; they are proofs that his
mind is not made up and that he feels the force of your reasoning. Far better
to bide your time, better even to arrange for another interview some other day®
than to allow your man to put on record a decision which is not in your favor;

Pocket Memo-Books.

These are one of the best advertisements the Imperial Life has ever pro-
duced. The demand for memo-books grows greater year by year. Our new
supply is now to hand and orders from our representatives will be filled as
received. Kindly remember, however, that these memo-books are not for
wholesale distribution. They are intended to advertise the Company, but are
too expensive an advertising medium to be thrown around broadcast. Give
them to prospects and policyholders, etc., but not to persons who are unlikely
to be interested in insurance.

System in Business— Second Article — ( Continued from last number i)

“Do we keep records of data that will help us to get insurance later?
How many times are we told by a prospect that he has a policy that will become
paid-up or due some time hence and then he will talk to us? Do we keep records
of these facts? They will be invaluable to us later on. An advantage that the’
‘stayer’ has over the ‘quitter’ is that this information can be of use to him,
and is lost to the quitter.

“ Do we notice when our policyholders have additional children, congratu-
lating them either personally or by letter and suggesting suitable provision for
the new child, which the father upon such an occasion is generally very willing

2

to consider? Many parents make it a rule to increase their insurance with
every increase in their family.

“ Do we see that the growing- children of our policyholders, as they be-
come insurable or go into business, are insured, utilizing- with the parents the
experience which we have gained, often at considerable expense, and by which
they can profit ?

“Do we keep records of the calls made upon applicants, the plans shown
them, the objections they made, and the points that seemed to make a favorable
impression on them? Even years hence this data will be invaluable. The
very record of the number of call's you have made can often be used to induce
a prospective applicant to act by showing- him how systematically you have
been following him up, and causing- him to realize how long- he has been
cieciding-.

“Do we keep ourselves plentifully supplied with prospects from all sources,
considering our friends, our acquaintances and the people in our community
with a view to whether, if they died, they would leave an ample amount of
assurance for their families? Do we watch the newspapers for notices of births,
engagements, marriages, real estate purchases, and purchase-money mortgages
placed; notices of prosperity, of partnerships and other business changes, with
a view to seeing where life insurance is needed?

( To be continued next number ).

Proceeding’s of the Royal Commission— Mortality.

Q. “You have said that is partly due to the high rate of interest your
Company earns ?*”

A. “ Yes, and to the careful selection of lives.’.’

Q. “ Or has it been good fortune ?”

A. “ No, I think it is due to the careful selection of lives ”

Q. “ There is a gain on mortality, and what has the gain been in your
Company ?”

A. “ Our mortality has been about 52 per cent, of the HM Select.”

Q. “ That is a very low rate ?”

A. “Yes.”

The above excerpt is from the official report of the evidence before the
Commission. We add a few words in explanation of the technical terms used
above.

Life assurance premiums are based upon a certain average rate of
mortality, deduced from the actual experience of a large number of life
assurance companies extending over many years. The mortality table thus
framed is known as a standard table of mortality. It is customary for life
assurance companies to compare their actual mortality experienced each year
with the expected according to this standard table. The actual mortality
will never be the same as that set forth in the standard table — there will always
be some difference between the actual mortality experienced and the expected
mortality. This difference will be a profit or loss according as the mortality
actually experienced is less or greater than the mortality expected by the
standard table upon which the premium rates have been based.

During the first eight years and three months of the Imperial’s history
ending 31st December, 1905, the total expected mortality according to the Hm
Select Table amounted to $627,695, while the actual death losses were $323,866,
being $303,829 less than or but 52% of the expected.

By a careful selection of its risks, the Imperial Life has saved its policy-
holders $303,829 in eight years, and by a continuation of this judicious selec-
tion Imperial policyholders will be saved thousands of dollars in the future.

In this connection, it is interesting to note the opinion expressed by a

3

recognized authority upon the subject. Referring to the selection of risks, he
says: — “This side of the management of a life insurance company is of the

first importance A half million dollars in the death claims for one

year in one of the largest companies may be saved by the application of wisely
directed attention with far greater ease than one hundred thousand dollars can
be saved in expenses.”

In presenting the Directors’ Report at the last annual meeting, the Presi-
dent drew attention to the fact that since the Company’s inception in 1897, the
death losses have actually been less than the cash interest receipts during the
same period (see page 10 of Annual Report, bottom of page.)

Prominent Policyholders.

We have on hand a large supply of these lists of prominent policyholders^
They are a good advertisement for the Company if properly utilized. Now is
the time to make use of them, while the list is practically complete and up-to-date.

From the Montreal Herald.

“ There may be such a thing as speaking too soon, but up-to-date it looks as
though Canadian life insurance men were not crooked enough to be interesting.”

Important Notice,

As our agents are aware, the application form was recently divided into
two parts, with the object of ensuring the privacy of the medical examiners’
report. With the same object in view, a further step has now been taken. In
future, the Inspection Department at the Head Office, when notifying agents
regarding declined or liened applications will not give the reasons for the
Insurance Committee’s unfavorable action.

It is felt that this new method will be much fairer to the Company’s medi-
cal examiners, and that it should, on the whole, be satisfactory to our agents.

We do not need to say that every application will, in the future, as hereto-
fore, be given the fairest and most impartial consideration. The Insurance
Committee never acts upon a risk until it has full information regarding the
case ; and, consequently, when an agent is notified that one of his applications
has been declined or liened, he may rest assured that the company has done
its best for him, and that the decision of the Insurance Committee, as com-
municated to him, is the most favorable possible under the circumstances.

The Guaranteed Dividend Policy.

Mr. J. W. Ney, of Bracebridge has only recently returned from the West
Indies, where the G. D. contract is not in effect, and consequently, until a few
days ago had not an opportunity of examining the new policy. When he
received a sample, it did not take him long to arrive at an opinion which he
expressed in the following succinct form :

Bracebridge, Ont. , June 22nd, 1906.

T. Bradshaw, Esq.

“ Re New G. D. Policy. Its a very fine contract and should be a great
success.” Yours truly,

J. W. Ney.

“Prompt and Satisfactory.”

Crosspoint, N.B., June 21st, 1906.

T. Bradshaw, Esq.,

Secv. The Imperial Life Assurance Co., Toronto.

Dear S — _

We appreciate the prompt and satisfactory way in which your Company
have settled the claim $4,000011 the life of my father, William S. Murray, who
was insured under policy No. s7^s. Respectfully yours,

Mike E. Murray.

4

FOR AGENTS5 USE OSMLY

GET BUSY

MOW that the Insurance Commission’s work is completed, so far as
^ ^ the Imperial Life is concerned, the work of our representatives in the
field should be much smoother and easier. The present position of the
Imperial has been proved to be absolutely sound. If any of our agents
have, during the last few months, found their efforts retarded by the general
feeling of suspicion which for a time was evinced towards ail the life
companies, they now have no longer any such obstacle to encounter The
Imperial Life and most of the other companies have been examined in the
most thorough and searching manner, and the result of the investigations
so far has been a bitter disappointment to those who hoped for sensational
disclosures of dishonesty, etc. As the funny man of the Montreal Herald
says, it appears as though Canadian life insurance men “are not crooked
enough to be interesting.” Such a state of affairs may be eminently
unsatisfactory to scandal-mongers and their tribe, but it is a cause of
congratulation to ail those who have the financial and insurance interests
of the country at heart. The past months have been discouraging so far
as field workers are concerned. The worst is now past, and if our agents
will redouble their efforts during the remainder of the year, they can easily
recover the ground they have lost during -the early months of 1906.

Proceedings of Royal Commission— {Continued) -Investments.

“ Mr. Tilley : Q. — Mr. Blake asks me to ask you for a statement of
the losses and profits, the net result of losses and profits on your investments.

A. — The Imperial Life has during- the past eight years, apart

from loans to policyholders made, as evidenced by the returns of this Com-
mission, ‘call loans’ amounting to over a million and a half of money, it has
purchased securities of over a million and a half, it has sold securities of
about three-quarters of a million, and it has made mortgage loans of over one
million and a half.

“Mr. Blake: Q. — What is the total of that? A. — The total of those
figures is about five millions of money. What has been the net result of all
these transactions ? The actual cash losses made in respect of them amounted

to .$4,124, the actual cash profits realized over and above interest

amounted to $34,846; the average rate of interest carried has varied from 4.01%
in 1897 to 4.68% in 1900, 5.37% in 1902, 5.52% in 1905, or an average between
1897 and 1905 of 5.15%. On December 1st, 1905, our total assets according
to the Company’s own statement amounted to $2,828,000 invested*, as I said
this morning 45 per cent, in mortgages, 4 per cent, in loans on policies, 1 per
cent in stocks, about 8 per cent, loans on collaterals, 24 per cent, in bonds and
debentures, 1 per cent, in other assets, 7 per cent, in outstanding premiums, 1
per cent, in interest, and about between 6 and 7 per cent, in cash on hand. .Our
assets in our own valuation amount to $2,828,000, while in the report to the
Government, as called for, they amounted to $2,840,000; that is to say, we have
taken a more conservative view than the Government has by some $12,000.”

The above extract from the official evidence speaks for itself and is, in fact,
a remarkable tribute to the careful and prudent management of The Imperial
Life. It shows : —

1. That in eight years, $5,094,838 was handled by the Investment
Department; the actual cash losses in all that time being only $4,124.26, that
is, about one-fourteenth of one per cent, on the aggregate amounts invested.

2. That the gains (exclusive of interest) realized during the same period
exceeded the losses more than eight fold, or by $30,722.

3. That the rate of interest has increased steadily from 4% in 1898 to a
little over 5^% in 1905.

*The percentages given are approximate and differ very slightly from those carefully
compiled and set forth in the Annual Report.

First and Paramount “Absolute Security to Policyholders and
Absolute Fairness.

The charter of the Imperial Life provides that after any policyholder shall
have paid “ three or more annual premiums thereon and shall fail to pay any
further premium, or shall desire to surrender the policy, the premiums paid
shall not be forfeited,” but he shall be entitled to a paid-up and commuted
policy or a cash payment “ provided he shall demand such paid-up and com-
muted policy or such cash payment while the original policy is in force, or
within six months after his failure, to pay a premium thereon. ”

The above section in the Imperial’s charter led to the following discussion
before the Royal Commission :

Q. — “Do you have regard to this 6 months’ period during which he must
apply ? A. — No.

2

Q. — Have you ever credited such profits (cash surrender value) to him, or
dealt with him in that way after the six months had expired ? A. — Yes.

Q. — -Voluntarily? A. — Yes, there is no case in the Company’s experience
where the policy has been three years in force and is entitled to a surrender
value, that that policyholder has not been paid the amount of his cash
surrender value, or if we are unable to locate him, that that amount has not
been passed to his credit in our books.

Q. — What 1 am asking you does not suggest that we have any complaint;
I may say that we have no complaint? A. — No, but I think that practice

varies from the practice in some of the companies, that is why I wish to
emphasize it.”

The provision requiring the withdrawing policyholder to demand his
surrender value within a specified period is found in the charters or policy
contracts of most companies. Some companies have been known to adhere
strictly to this rule and refuse to pay the cash surrender value to a policyholder
who had neglected to apply for it in time. It is another proof of the liberal
and fair treatment which the Imperial Life accords to its policyholders, that
this Company has never refused to grant a surrender value on the ground that
it was not applied for within the period stipulated. More than that, it is the
invariable practice of the Imperial Life, under its Automatic Non-Forfeiture
Provision to voluntarily advance the amount of the Cash Surrender Value
when a premium is unpaid.

The aim of the Imperial Life has been always to treat its policyholders
fairly and generously, and that is the reason why the examining counsel was
able to say with reference to this Company.

“What I am asking you does not suggest that we have any complaint.
I may say that we have no complaint . ”

System in Business— Third Article— (Continued from last number.)

Do we watch our Renewable Term policies, if any, and change them, as
soon as opportunity offers, to a more profitable form?

Do we keep a record ourselves of our own efforts? Our principal asset is
our time. Our principal object of bookkeeping is to inform ourselves of our
exact condition. When our principal asset is time, do we keep any systematic
record of whether this is wisely or unwisely expended? It pays a merchant to
go over his books and see at the end of the year just where money was wasted
or could have been more effectively expended, and it pays an insurance man to
have some record of the work he has done and his method of work, that he can
determine whether any profitable changes can be made.

Do we systematically plan out each day’s business, starting from home in
the morning with a definite idea of the work we intend to accomplish that day
and with our minds upon it, or do we wait until we should be actively at work
before we plan where we shall go and upon whom we shall call that day? A
few days ago one of our best agents voluntarily suggested making a report to
the office each night of the work he had done, for the purpose not only of
making a record of it but of coercing himself into more systematic work. For
weeks, he had done little business. In eight days following up this method he
wrote $63,000 of business. The easiest person for a man to deceive is himself,
and many an insurance man deludes himself with the idea that he is working
when as a matter of fact, a record of his work would not stand his own analysis.
Years ago Mr. Hyde asked the head of a department to make up a report of his
department. When another officer reminded Mr. Hyde that he already knew

3

what he was asking his department head to figure up, Mr. Hyde said: yes, but
I want HIM to know it.

Do we systematically call upon policyholders and make every effort to
cement our hold upon them? Do we feel that it is generally our fault if we lose
the influence of a customer once secured, just as an attorney or a physician
expects not only to hold but extend his practice by keeping clients and patients

already secured ?

When a man dies uninsured, do we at once ascertain with what relatives,
acquaintances or friends such a regretable fact can be used to prevent their
repetition of the same mistake ?

Do we keep clippings from the newspapers — items about men prominently
before the public who in so many cases had big incomes but whose estates
figure up very little ; notices about one time wealthy men or their families
reduced to poverty; of aged people many of whom made good incomes during
their productive years, but laid nothing by for old age; of men and women left
estates who through poor business ability or mismanagement of others have
lost it ; many other items that would be particularly valuable locally where the
party lived and was known ? We can hardly pick up a daily paper without
finding some striking illustration of the value of systematically laying by for old
age; of the beauty of taking care of those dependent upon us through form of
income policy, etc.

Imperial Life Signs.

A consignment of enamelled metal signs which was ordered some weeks
ago has now been received from England. District and provincial managers
are asked to send in a list of the branch offices where these signs are needed.

All Died Within One Year.

We give on the opposite page a list of the claims which this Company has paid
upon policies all of which were in force less than one year. Taking that list of
death claims as our text we might preach quite a sermon, but we shall be content
with emphasizing a couple of points which are suggested naturally from a
perusal of the list.

Note the obvious disproportion between the amounts paid out by the
Company and the amounts paid in by the assured. The persons whose names
appear in the list paid premiums amounting to only $4,670.65 ; their heirs received
in return a total of $96,500.00. Actual examples like this illustrate in a striking
manner the benefits of life insurance. In comparing a life policy with any other
investment, it must be remembered that the policy guarantees to the holder from
the outset a return many times in excess of the annual premium.

There is surely a warning here for those who would procrastinate in the
matter of insuring their lives. Every one of the persons named in the list, if
he had delayed for twelve months longer would have died without insurance.
Every one of these persons, at the time of taking out the insurance, was in
perfect health, so far as medical science could determine. The uncertainty of
life and the importance of securing life insurance in time are the lessons which
obviously follow from a perusal of this list. Note the predominance of acute
diseases, such as fever, pneumonia, etc ; also, the large number of accidental
| deaths.

4

NAME

ADDRESS

Age at
Death

W. J. Robinson . . .

Kingston, Ont. . .

39

P. A. Dickinson . . .

Brantford, Ont. . .

40

J. Maxwell

Halifax, N.S

36

G C Miller

New York

43

Toronto, Ont

45

H. T. Tinning ....

“ “ ....

31

W. P. Brown

“ “ ....

53

M. Geldert

L. Stewiacke,N.S.

32

J. J. Brandon ...

P. la Prairie, Man.

20

D. P. Thomas ....

Aberarder, Ont. . .

24

L. E. Baker

Yarmouth, N.S. . .

69

J. W. L. Wurtele .

Ottawa, Ont

45

Albert Beattie

Toronto, Ont

27

Wesley Haines. . . .

“ “ ....

21

Jas. Symington. . . .

Sarnia, Ont

55

Peter Bertrand ....

Michipicoten, Ont.

32

Toronto, Ont

26

Edwin Mullins ....

Hillsboro, N.B. . .

24

Thos. J. Kean . . .

Gamebridge, Ont.

22

N. McL. Hill

Michie, Man

20

T. L. Patton

St. John, N. B, . . .

36

E. L. Bond

Montreal, Que. . .

51

J. H. Cameron . .

Waverley, N.S. . .

22

A. H. Fryer

Vancouver, B.C.

39

Caleb Brown ......

20

P. F. B. Tabb

Sherbrooke, Que.

20

John Gillies

Moncton, N.B.

56

A. H. Balcom

Liverpool, N.S. . .

29

G. A. Bentley ....

Smith’s Falls, Ont.

39

Thomas Rose

Huntsville, Ont. . .

36

J. J. McConnell . . .

Neepawa, Man. . .

29

George E. Muir . .

Montreal, Que. . .

38

C. W. Walker ....

Kingston, Ont. . . .

34

John Finnigan

Allenford, Ont. . . .

24

Frank Morris

Caughnawaga, Q.

28

Almira Theoret . . . .

Montreal, Que. . .

27

T. A. Wilson

Lumsden, Sask. .

24

A. M. Adamson . . .

Winnipeg, Man. . .

21

J. T. Scott

Toronto, Ont. ....

33

Simon Cameron. . .

22

A. McNevin

Bracebridge, Ont.

35

George Smith . . . .

Alexandria, Man..

13

D. J. Seifert

Milverton, Ont. . .

23

R. A. Drolet

Montreal, Que. . .

25

Arsene Lemieux. . .

St. Jean, Que

30

Fong Get

Vancouver, B.C..

26

Kingsley Walton .

Maisonneuve,Que.

24

A. A. Blanchard . .

Montreal, Que. . .

22

A. T. Wilson

Fredericton, N.B.

22

A. B. C. Duvall .

Quebec, Que

60

C. G. Coull

St. John’s, B.W.I.

42

W. Cochrane . . .

Colborne, Ont . . . .

35

C. A. Thompson . .

London, Ont. . . . .

22

H. S. Ward

Coldstream, B.C..

28

E. Y. Mitchell. . . .

Winnipeg, Man. .

29

J. A. S. Warwick . .

Cornwall, Ont . . . .

24

Cause of Death

Amount

of

Policy

Premiums

Paid

Difference

Pneumonia

$3,000

$111.10

$2,888.90

Heart Disease . . .

1 000

26.45

973.55

“ “

1,000

14.45

985.55

Pneumonia

5,000

82.90

4,917.10

Drowned

5,000

220.50

4,779.50

Typhoid Fever . . .

2,000

57.70

1,942.30

Meningitis

2,000

91.40

1,908.60

Neglected Grippe

1,000

29.55

970.45

Typhoid Fever . .

1,000

47.75

952.25

1,000

27.45

972.55

Heart Disease . . .

7,000

866.60

6,133.40

Meningitis .

2,000

550.30

1,449.70

Enteric Fever ...

1,000

21.05

978.95

“ “ ....

1,000

18.80

981.20

Heart Disease . . .

2,000

116.20

1,883.80

Typhoid Fever , .

1,000

41.40

958.60

Pneumonia

1,000

31.20

968.80

Enteric Fever ....

1,000

39.45

960.55

“ “ ....

1,000

38.40

961.60

Enteric Fever. . . .

1,000

37.95

962.05

Pneumonia

1,500

66.90

1433.10

Burned to Death,.

5,000

92.00

4908.00

Acute Dysentery .

2,000

76.80

1923.20

Heart Disease....

1,000

48.70

951.30

“ “ . . .

2,500

109.75

2390.25

Dysentery

1,000

38.40

961.60

Pneumonia

1,000

37.45

962.55

Acute Myelitis ....

500

30.40

469.60

Laryngitis

1,000

33.90

966.10

Killed Accident. . .

1,000

45.40

954.60

Typhoid Fever .

1,000

25.40

974.60

Appendicitis

1,000

39.70

960.30

Accident

3,000

91.80

2908.20

Typhoid Fever .

500

13.55

486.45

Diphtheria

500

10.40

489.60

Accident

1,000

49.00

951.00

Septicaemia

1,000

52.70

947.30

Typhoid Fever

1,000

30.15

969.85

Asphyxiation

2,000

57.20

1942.80

Typhoid Fever . .

5,000

191.75

4808.25

Railroad Accident

1,000

54.20

945.80

Pneumonia

1,000

38.35

961.65

Septic Infection .

1 ,000

29.60

970.40

Septicaemia

1,000

30.20

969.80

Pneumonia

2,000

65.20

1934.80

Oedema of Lungs.

1,000

34.00

966.00

Hodgkins Disease

1,000

50.60

949.40

Drowning

1 ,000

30.80

969.20

<<

1,500

44.60

1455.40

*.<

2,000

56.80

1943.20

Cancer

5,000

366.00

4634.00

Heart Trouble..# .

HO

59 50

690.50

Typhoid Fever .

750

38.70

711.30

Peritonitis

1,000

29.05

970.95

Electric Shock.. . .

1,000

31.90

968.10

Drowning

2,000

68.40

1931.60

Appendicitis ......

1,000

30.80

969.20

$96,500

$4,670.65

$91,829.35

6

More Death Claims Promptly and Satisfactorily Settled.

Grand Manan, N.B., June 28th, 1906.

The Imperial Life Assurance Co.,

Toronto , Ont.

Gentlemen, — Please accept my thanks for the prompt and satisfactory way you
settled the claim of policy in your Company held by my son Dwight Moody Wooster.

for Mrs. Julia Wooster,

J. W. Wooster.

T. Bradshaw , Esq., Halifax, N.S., June 18th, 1906.

Sec y The Imperial Life Assurance Co.,

Toronto , Ont.

Dear Sir, — I am in receipt of your cheque for $1,000 covering the claim under policy
No. 13480, upon the life of my late husband J. A. Gibbons. I desire to thank you for the
liberal treatment accorded me by your Company, also its representatives here.

It will certainly be a pleasure for me to speak of your Company to my friends, and I
shall cheerfully recommend the Imperial Life as a most satisfactory Company with which to
do business.

Yours very truly,

Sabina A. Gibbons.

f. C. Gass, Esq., June 19th, 1906.

Pro. Mgr., Imperial Life Assurance Co.,

Halifax , N.S.

Dear Sir, — Having been brought in touch with the late Mr. J. A. Gibbons, as his
pastor, and having considerable knowledge as to his relationship with the Imperial Life Co.,
I am led to express my appreciation of the action of your Company in their dealing with the
case. I am aware of the fact that a cheque for the claim has been promptly forwarded. The
fact that only two payments were made on this policy makes the readiness of the Company to
meet the claim all the more commendable, and goes to show that the Imperial Life is worthy
of the greatest confidence and success.

Wishing you and your Company success, I am,

Yours truly,

M. A. McKinnon.

Honor Roll “A” for June, 1906.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following- rules
are observed

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon

(3) Each month there is a 'summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

Applications. Rank Premiums. Rank, on Honor Roll.

Dr. D. Lowrey, Toronto $16,000 1 $1,005.25 1 3

A. W. Ross, Winnipeg-, Man 16,000 1 529.85 3 6

C. M. Turner, Calgary, Alta 13,500 3 424.40 4 4

F. B. Springer, Vancouver. R.C . . . 12,500 4 787.50 2 3

6

C. A. Crysdale, Winnipeg, Man

. . . . 7,000

5

281.55

5

6

H. B. Andrews, Stratford, Ont.

. . . . 6,500

6

>98-75

9

5

J. C. Gass, Halifax, N. S

. . . . 6,000

7

237.10

6

5

}. E. McCuaig, Ottawa, Ont.. . .

. . . . 6.000

7

21 5.OO

7

2

Israel Taylor, London, Ont ....

. . . . 6,000

7

208.80

8

5

R. H. Robinson, Orillia, Ont. . .

. . . . 6,000

7

187.90

10

2

A. McN. Shaw, Montreal, Que.

Honor Roll “ B ” for June,

5.000

1906.

1 1

I 18.OO

1 1

1

This Honor Roll records the

monthly new business of those

representatives

who do not devote their entire time and attention to
and who secure acceptable applications for $3,000 and

the Company’s
over.

interests,

No. of times

Applications.

Rank.

Premiums.

Rank.

on Honor Roll

J. K. Picket, Toronto, Ont

I

$232.50

I

I

C. F. Dale, Montreal, Que. . . . .

Leaders of Honor Roll “A’!

' in 1906.

2

I25.OO

2

2

January Dr. D. Lovvrey, Toronto, Ont $33>5°o

February C. A. Crysdale, Winnipeg', Man 21,500

March Beaudoin & Champagne, Montreal, Que 14,500

April J. F. Best, Brandon, Man 14,000

May J. A. Robinson, St. John’s, Newfoundland 50,000

June Dr. D. Lowrey, Toronto, Ont 16,000

Leaders of Honor Roll “ B ” in 1906.

January R. E. Brett, Victoria, B.C.

February P. P. Pickering-, Jamaica, B.W.I

March P. P. Pickering, Jamaica, B.W.I

April J. McGeer, Vancouver, B.C . . .

May J. McGeer, Vancouver, B.C. . . .

June J. K. Pickett, Toronto, Ont

Standing of Agencies, June, 1906.

1. Winnipeg

2. Montreal

3. Head Office

4. Vancouver

5. Ottawa

6. Calgary

7. Stratford

8. St. John

9. Grenada

10. Orillia

1 1 . Kingston

12. Halifax
London

14. Guelph

15. Belleville

16. Jamaica

Barbadoes
Trinidad
Brockville
20. Edmonton
Bermuda
Newfoundland
Hagersville

$7,50°

8,500

14,000

6.000
5, ooo

5.000

Re the Honor Roll.

Messrs. Ross and Crysdale are the only members of the field staff who
have made the Honor Roll every month since the beginning of the year. That
would be an achievement at any time, and is especially creditable when one
considers the disadvantages with which all life insurance men have had to cope
during the last 6 months.

Close on the heels of the leaders come Andrews, Gass and Taylor. These
three have likewise done g'ood work and have only missed one month since the
beginning of the year.

We give on the next page a list of the business closed during the first six
months by those agents who have written over $10,000 during the period.

7

73

o

o

o

O

o

©

©

©

©

©

©

©

©

©

©

©

© <

5

o

o

o

o

kO

o

©

©

©

©

©

©

©

©

©

©

©

kO

o

iO

kO

o

©

kO

©

©^

©^

©.

©^

©^

kO

©^

©q

CO

kO

03

co

05

of

CO

©"

t-

co"

ko"

o"

ko"

•^h

H

b-

CO

CO

kO

-f

co

co

Ol

Ol

Ol

Ol

Ol

Ol

o

o

o

o

o

©

©

©

©

©

©

0

©

w

o

o

o

o

o

o

©

©

©

©

©

©

©

©

z,

CD

k-O

CD

cq

ia

kO

©^

©

©_

lO

©

©^

©

©

D

co"

co"

b—

CO

co

-d

©

©"

©

of

©"

co"

r-T

co"

’ 1

r— 1

r-H

o

o

0

0

o

o

©

©

©

©

©

© © ©

© -

>

o

o

o

o

o

o

©

©

©

©

©

©

©

© © 1

o

q

cq

lO

o

©^

©

©

©

©^

©^

©^

kO

©^

©q

kef

o'

of

cT

of

,— r

id

©"

oo"

eo"

r-T

r-H

id

r-H

’ 1

— «

o

o

o

o

o

©

©

©

©

©

©

©

©

©

©

o

o

o

o

o

©

©

© ©

©

©

©

©

©

©

2

o

o

o

o

o

©

©

©

©

©

©_

©

©

©_

©

Cu

GO

Ol

co

CO

rjk

o

©

co

1 — 1

oo"

o

Ol

co"

r— 1

,— 1

,—l

ooooooooooo

ooooooooooo

O 10^0 O O O^O^O^O ©^krq
N O C5 oT O ^ <N O

o o o
o o o
kO o o

o o o

o o o

kO o o

MhtJ r-H

o o

HNIMIOQONIOHIM

o o
o o
O 10

o o
o o
o o

lO CM kO CM

CO 10 '

oooooooooo

oooooooooo

OOOOOOiOkOkOO
I- of id ko" of cd id of I’-' id

ooooooooooooo o
ooooooooooooo o

OOOOOkOOOOOOOkO o
id iO OO ©~ go" of id ia — T of id d T 01

oooooooooooo

OOOOkOOOOOOOO

OkOkOOl^OOOOOkO^O

of CO I-H id cd of o' i"f 00 of id d

Ol r-H 1—1 r-H r-H

oooooooo

oooooooo

OOkOOOOOO

o o
o o
o o

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

rH

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

©

kO

©

©

©

kO

©

©

©

kO

©

©

©

©

©

©

©

©

©

©

kO

©

©

©

kO

<

CO

CO

Ol

00

CO

©

kO

Oi

o

kO

Ol

Ol

lq

©

kO

r-H

CO

kO

kO

r-H

CO

Ol

>— 1

Ol

1

>— 1

’— 1

o

o"

o

Vi

o

H

c3 .2

S -r

bjos u

03

Cl, a

c

u

► c ^

u to

^ p c
o •

-I s

of *
bjo*^
0) © _
b/)*n c

JO o
t; « T3
„ o y c

<u Dh 2 2

~ -QQ «

73 ^

l/l c -
n '■o -m

■,3 « w

OS 5^ <u
^ CO

Q U U < dd

tJ -C

c a
o 5
J 5
U IS

° o

h <

2Q _
a> O

o -o
o —

1 5

il

73 *P JD

2 c

03 rS^lV

o ^ K

CQ

o §

C-S j
o - C
*2 h/)Q

£ .2- o

c hO

x -2 5

d& O
3 H

2 « u

>, k-

3?o <u
c/3 ^*1

. in .

- - c
c c a

2 2 S

73 73

bjo bjo ©

.2 .2 o
fcdtf’g

© c

73 CJ

rn ri ^

~ ~ TO : J

G 0) u M
•- m M

E &“

a - «

<X1
db c*

„ a>
a) T3
>■/ c
O 3

o rt
CJ C/3

CO d

dc/3

3 o

°E

-C 2

Or 00

§ g
o ^

•S

c o

O

73

^ *r

Ckj tJ

J JS

rT .
-C 1-1-1
Cl •

<u [i,
73

q= ra

in

in

C c

<D O

U 73

fe.*2
< <

o

2 °
O* o

'H 5

<U a
Jo Oh

!i

-CO

u

co

c c

o £

, u
cc ‘C
> 0)
0 T3

o &

b^

Oi 3
o O
C/3

< s'

oico^koot-coaso

kO CO

00 05 O

1- 00
Ol Ol

8

FOR AGENTS3 USE ONLY

Voi. 7, No. 16 Published by the Imperial Life Assurance Go’y oi Canada

NOT ONE COMPLAINT!

“ What I am asking you does not suggest that we
have any complaint. I may say that we have no
complaint.” (Mr. Tilley to Mr. Bradshaw before Royal Commission).

The above remark made by the examining counsel of the Royal Com-
mission constitutes a splendid compliment to the fairness and justice of the
Imperial’s management. As is well known, the Commissioners received
many complaints from policyholders of some of the other companies —
complaints regarding policies misrepresented, surplus returns overestimated,
unfair treatment, etc. Some of these complaints were imaginary, some
were real. But among the eighteen thousand persons who are or have been
policyholders of the Imperial Life there was not one single voice of

dissatisfaction or complaint, not one grievance to be aired ,
not even a breath of insinuation against the fairness
and honesty of the ImperiaVs dealings with its policy-
holders. We do not exaggerate in the slightest degree when we say
that the statement quoted above reflects the highest credit not only upon
the Company itself but on every person that represents it. Only those who
have had actual experience in dealing with the public can understand
how difficult it is to satisfy the whims and caprices, the hobbies and
idiosyncracies of the many with whom a large insurance company comes
into touch. The aim of the Imperial Life has been to give everybody
“a square deal,” and Mr. Tilley himself has testified bow well the
Company has succeeded in its object.

My Agent.

Who urged me to assure my life,

To make provision for my wife,

To fit her for life’s fiercest strife ?

My agent.

Who taught me thrift, to save my pence,

And free my mind from dire suspense,

By saving much, at small expense?

My agent.

Re the Honor Roll.

In the last issue of the Agents’ News we state4 that Mr. Israel Taylor,
of London, had only missed one month from the Honor Roll this year ; this is
a mistake. Mr. Taylor has not missed at all, his name having been on the
Honor Roll for each month this year.

Proceeding’s of Royal Commission Distribution of

Surplus.

Q. — “ Would you tell me, precisely, how you go about the declaring of
profits?” A. — At the end of any year the total additional surplus available
for distribution is found from the Company’s statement, and *io per cent, of
this amount is written into shareholders account, and the remaining 90 per
cent, of the additional surplus is divided amongst the policies. We keep an
individual account with each policy on a card of this character.”

There appears on next page a facsimile of the card referred to, which is in use
by the Actuarial Department of the Company. So far as is known The Imperial
Life is the only Canadian Company employing the individual card system. W'e
believe it to be the most equitable and scientific method of apportioning
surplus on participating policies. Each individual policy, as stated above, is
assigned a surplus card, upon which a record is kept of the surplus accruing
to that particular policy from different sources. Among the sources from
which surplus is accumulated are

(a) Interest on outstanding surplus already at credit of the policy.

(b) Interest on the reserve.

(c) Surplus from loading.

(rt') Surplus of policies terminated by death, surrender, etc. It is
scarcely necessary to point out that it is of the utmost importance to the
policyholders of a company that the surplus should be allocated in a correct
and equitable manner. The evidence before the Commission showed that some
companies have been in the habit of employing crude and unscientific methods
in the distribution of surplus, and in many cases inequalities and injustice have
no doubt resulted. The system in force in the Actuarial Department of the
Imperial Life has been highly commended for its fairness, and evidently made
a deep impression upon the Commission, judging from the attention that was
paid to it.

c2

Policy No.

Age

Date of issue

System

20 Years

Loading

|

Surplus Period

|

Net amount

Name

Premium

Payable

Agency

Gross Amount

Terminated

Changed

Remarks

0

Year

4

5

6

7

8

9

10

11

12

13

14

Int. on O. Surplus

Ex. Int. Surplus

Load Surplus

Ter. Surplus

—

Total for Year

Total for Period

1

Year

15

16

17

j

18

19

20

21

22

23

24

25

Int. on O. Surplus

—

Ex. Int. Surplus

Load Surplus

- —

Ter. Surplus

Total for Year

•

—

Total for Period

Life Insurance — PROTECTION and Investment, not INVEST-
MENT and Protection.

There is some reason for believing- that too much stress is laid by agents
generally upon the investment feature of life insurance.

In the former days, before the advantages of life insurance were so
widely known and appreciated as is the case to-day, agents used the invest-
ment argument with great success. In fact, it may be said that the enormous
growth of life insurance during the last twenty-five years has been in a large
measure due to the fact that thousands of persons insured their lives, not so
much for the purpose of protecting their families as to secure a profitable
investment for themselves. Many a man has been attracted by the opportunity
‘of investing his money to advantage, who would have turned a deaf ear to
every argument for insuring his life as a measure of protection for his family.
And, indeed, in times gone by, life insurance was a very profitable investment.
In the days when premiums were based on a 4/^% or 5% table, and when the
companies were earning 7% or 8% on their accumulations, it is not to be
wondered at that agents found it easiest to sell life insurance by emphasizing*
its investment features.

8

But conditions have changed in at least two important respects. In the
first place, as everybody knows, the rate of interest has fallen, and the life
companies must now base their computations on a lower rate — which means
higher premiums. Not only are premiums higher, but profits are smaller.
Thus it has come about, through no fault of the companies, that life insurance
can no longer be regarded as the exceedingly profitable investment it once was.
It is a good investment still — safe and fairly remunerative. But there is no
disguising the fact that the very large returns which endowment policies once
yielded are a thing of the past.

In the second place, the benefits of life insurance are recognized amT
appreciated nowadays to an extent that was unknown not many years ago.
And the more familiar the public becomes with the idea of life insurance, the
more widely, it is safe to say, will the fact be realized that protection and not
investme?it is the fundamental principle underlying all insurance. We venture
to predict that the future will see a vast preponderance of the whole life and
limited payment life (the protection plans) over the endowment (the investment
plans). One of the causes which indirectly contributed towards the present
disturbance in life insurance was the belief in the minds of the public that life
insurance premiums could be considerably reduced. Those who understand
the principles of the business know that this is not correct, for the present
downward tendency of interest rates renders it impossible to reduce rates
materially without running counter to the unalterable laws of mortality upon
which the premiums are based. But this belief, though fallacious, is note-
worthy, inasmuch as it indicates the trend of popular opinion in favor of the
lower premium plans of life insurance in preference to the higher premium
endowment plans. In the days to come the ordinary life and limited payment
life plans will find the readiest sale, for they afford the maximum of protection
at the lowest cost.

The life agent who hopes to succeed must watch the signs of the times
carefully. Much can always be accomplished by humoring the popular whim.
Imperial agents have already taken advantage of the demand for guarantees,
as witness the success of the Guaranteed Dividend contract. They can now
get the start of their competitors by being the first to realize that the public
have at length come to understand that the true object and function of life
insurance is to furnish protection. In the future men will not usually insure
for investment, but that they may

Protect their families,

Provide for the education of their children,

Be able to live up to their incomes without fear of catastrophe,

Be freed from worry as to the future.

Notice that we are not saying that in future life insurance will be valueless1
as an investment. Nor are we trying to teach that endowments will ever be
entirely superseded. Some men will always prefer this form of policy ; and
the longer endowments especially afford an unexcelled means of providing
against old age. But the general tendency we believe will be towards the life
plans, and the sooner our representatives grasp this fact, the more successful
they will be in meeting the requirements of their clients.

4

FOR AGENTS5 USE ONLY

Vol. 7, No. 17 Published by the Imperial Life Assurance Oo’y of Canada

This number is important, as it contains
the results of an exhaustive examination into
the expense rates of practically all the British
and Canadian companies. It will pay every
Imperialite to read carefully the article
headed “ Expenses.” The Imperial Life, in
spite of the stress of competition which it has
had to encounter from the very commence-
ment of its career, has obtained its new
insurance economically and at a reasonable
cost. This fact becomes still more remarkable
when it is considered that no Canadian com-
pany has ever written such a large volume of
business in the same time.

As we have been wont to boast: 64 The

record of the Imperial Life has never been
equalled in the history of Canadian Life
insurance;” and this unrivalled record has
been achieved without sacrificing* economy or
any other of the true interests of the Com-
pany or its Policy holders.

Wishes He Had More.

An elderly rich man observed to the writer recently: “I worked like a

slave until I was forty-five years old to make a fortune, and have had to watch
it like a policeman ever since to save it. My life insurance policies have really
given me the least trouble of all my possessions. They have never fluctuated,
but have steadily increased in value, have called for no watching on my part,
and are worth more every year. I took the first ones in a half doubting way as
to their ever being much good, except possibly to my family in case of early
death. But I was young then. I have taken a good deal since as a protection
to them and an investment for myself, in order that I might have at least one^
line of securities that wouldn’t keep me awake at night, nor my eye on the
market reports by day. I suppose you would call me a pretty heavily insured
man were I to tell you what 1 carry. But had I my life to live over, I would
cheerfully saddle myself with double the amount early in the game.” — Exchange.

“There are some men,” said the pessimist, “ whom good fortune seems to
follow always.”

“ I think you are wrong,” replied the optimist. “ If you were to examine
into the matter you’d find it invariably meets them.”

Expenses.

In considering the question of expenses in life assurance, certain features
should be taken into account : «.

(i) The ag’e Of the office. All old established office, on account of its
prestige, its accumulated funds, its agency connections, its large clientele, its
established reputation, etc., should be able to secure business at a lower cost
than a comparatively new company., An old office has also the advantage in
this connection of years of experience and continuous management. These
are important factors in any line of business. These views are borne out by
the experience of the British life offices. We have divided 75 British life
offices into six groups according to age, and find that the percentage of
premium income absorbed in expenses is as follows : —

Average of 7

companies over

100 years old

I2-57%

24

“ betwee

n 75 and 100 years old. .

>3-67%

25

“ “

75 and 5° “ “ • •

!5-44%

“ H

i i < <

50 and 25 “ “ . .

22-59%

“ 4

< c a

25 and 15 “ “ . .

24-4i%

“ 1

company “

15 and 10 “ “ . .

76.21%

It will be noticed that there is a gradual progression in the expense rate
as the age of the company declines. This is also borne out in the experience
of Canadian life offices, as indicated by the following : The net premium

income (excluding consideration for annuities) is compared with the total -
general expenses (less 5% for annuity commission).

Average of 4 companies between 34 and 58 years old . . 27.20%

“ 2 “ “ 23 and 24 “ “ .. 30.77%

“ 5 “ “ *3 ^ 18 “ “ . . 35* IO%

6 “ “ 9 to 4, “ “ • • 49*°4%

Imperial, 8% years, 37.19%.

2

(2) The volume of new business compared with the old business

is also a most important factor in considering- a life company’s expense rate.
Take, for example, the case of a new life office securing- in its first year new
premiums of $100,000, and expending- $70,000. The ratio of expense to
premium income would be 70%, a rate which, without explanation, would be
regarded as excessive. As a matter of fact, it is questionable if any company
— Canadian, British or American— is securing its new business at such a low
rate as this. Take the same company in its second year, and suppose it
■^secures the same amount of new premiums, $ipo,ooo, and at the same
expense rate, 70% of the new premiums, and that 80% of the policies secured
in the first year are renewed, producing, say, $80,000 of renewal premiums,
and that the expense in connection therewith is at the rate of 7/4% or $6,000.
We would then have in the second year a total premium income of $100,000
from first year premiums, and $80,000 renewal premiums, with total expense
of $76,000, producing- a rate of expense of 42%. This rate, without explan-
ation, would also be regarded as high ; but, as a matter of fact, considering
the circumstances, it is a low rate.

In contrast to the new company, let us turn our attention to an established
company that has renewal premiums from old policies gf $1,000,000, and from
new policies of $100,000, and whose expenses amount to $200,000 — that is,
$100,000 due to the care of the old business, and $100,000 due to the procure-
ment of new business. This total expense of $200,000 would produce a rate
of expense on the total premium income of $1,100,000 or 18% — an expense
rate which in contrast with that of the new company, and without explanation,
would be reg'arded as satisfactory. It does not require much analysis to
observe that the old established office is conducting its business at a much
higher rate of expense than the newly established office ; the old established
office is paying for its new business 100%, and for its old business 10%,
whereas the new office is only paying 75% for its new business, and 7/4% for
its old business.

In judging, therefore, of the expenses of an office it is most important to
distinguish between the greater cost per cent, of new business, and the smaller
cost per cent, of old business.

This view is also borne out by the experience of British offices. The
following is a statement setting forth the rate per cent, of expenses to
premium income, according to the proportion of new premiums to old
premiums : —

Twenty-three companies, whose new premiums were 10%, or over, of
total premiums ; had an average expense rate 16.5%.

Thirty-seven companies, whose new premiums were over 5%, but less
than 10% of total premiums ; had an average expense rate 13.75%.

Seven companies, whose new premiums were under 5% of total
premiums ; had an average expense rate 10.9%.

(3) Referring especially to the expenses of the Imperial Life,

account must be taken of the feature mentioned, viz., the volume of new

a

business transacted. Inasmuch as the Company at the close of 1905 had
been in existence for eight years and three months only, the whole of its
business may be regarded as recently obtained, and, therefore, subject to the
expenses incident to such business in all life offices. The only way in which
the expense rate of the Company can be determined, in order to find out
whether it is being conducted economically or otherwise, is to take the business
year by year as a whole. There is given below a careful analysis of the
business of our other Canadian life companies in the similar initial period of
their history, in order to test how the expense rate of the Imperial Life com-~
pares therewith. It must be remembered in considering this comparison, that
30 and 35 years ago, when some of these companies were established, the
expenses of securing new business were about one-half of what they are
to-day, and that the expenses of living was materially less than it is now.

Notwithstanding these conditions, we find that of the companies organized
in Canada during the last thirty-five years, only four secured their business at
a more favorable expense rate than the Imperial Life. All four of the com-
panies in question were organized more than twenty-three years ago, when
competition was less severe and expenses much smaller. The following table
shows the ratio (1) of total expenses to premium and interest income, and (2)
of expenses of management to premium income. The expenses of management
were obtained by taking the total expenses less investment expenses, which
were assumed to be y&°/Q of net ledger assets. The figures were based on the
nine years business, where the Company had been in operation for that length
of time.

table 1.

Percentage Total Expenses of Premium and
Interest Income during first nine years.

Rank.

Company.

Com-

menced

business.

Per-

centage.

I

Confederation

1871

27.6%

3

North American. . .

1881

32.7

2

Sun Life

1871

33- 1

4

Imperial

1897

33.3

5

Dominion

1889

34-7

6

Mutual ....

1870

35*°

7

F ederal . . .

1882

35-8

8

Great West

1892

40-3

9

Manufacturers ....

1887

41.7

10

Home

1892

5o-5

r 1

Excelsior

1890

52-7

12

Northern

1896

53- 6

13

Royal Victoria....

1897

56-3

H

National

i899

58.5

1 S

Continental

1899

64.3

16

London

1874

65.1

i7

Crown

1901

94.0

18

Sovereign

1903

103.7

19

Union

1902

196.4

TABLE II.

Percentage Expenses of Management of Premium
Income during first nine years.

Rank.

Company.

Com-

menced

business.

Per-

centage.

I

Confederation

1871

3*-4%

2

North American. . .

1881

36.I

3

Mutual

1870

37* 0

4

Federal

1882

37-3

5

Imperial

1897

38.0

6

Sun Life

1871

38.5

7

Dominion

1889

42.4

8

Great West

1892

44.1

9

Manufacturers

1887

45-i

10

Home

1892

50.9

1 1

Excelsior

1890

57-5

1 2

Northern

1896

61. 1

13

National

1899

61.7

H

Royal Victoria ....

1897

61.9

LS

Continental

i899

69.6

16

London

1874

. 81.4

*7

Crown

1901

97.9

18

Sovereign

1903

112.5

19

Union

1902

| 203.8

4

Standing of Agencies, July, 1908.

1. Montreal

2. Winnipeg

3. Head Office

4. West Indies

5. Ottawa
Regina
Stratford

8. Edmonton

Calgary
10. Guelph
London
12. Kingston
Orillia

14. Halifax

15. Bracebridge
Hagersville

Fort William
St. John

19. Vancouver

20. Windsor
Brandon

22. Brockville

23. Charlottetown

Honor Roll “A” for July, 1906.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed: —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. of times

Dr. D. Lowrey, Toronto, Ont. . . .

Applications.
. . $15,000

Rank

Premiums.

$607.75

Rank.

I

on Honor Roll.

4

H. B. Andrews, Stratford, Ont. . .

.. 11,500

2

335-3°

3

6

C. A. Crysdale, Winnipeg, Man . .

9,000

3

320.45

4

6

J. A. Westman, Regina, Sask.. . .

9,000

3

286.85

5

2

J. W. Ney, West Indies

8,500

5

54* I-45

2

4

J. S. Wallace, Winnipeg, Man.. . .

8,000

6

260.35

6

3

A. LeRoy, Montreal, Que .

7

257.60

7

2

C. D. Rogers, Edmonton, Alta.. . .

6,000

8

*97-55

8

1

C. M. Turner, Calgary, Alta . . . .

6,000

8

i84-95

1 1

5

J. F. Best, Brandon, Man

5.500

10

188.30

10

5

A. Audy, Montreal, Que.

5,000

1 1

I9°-°5

9

1

I. Taylor, London, Ont . . . .

5,000

1 1

168.95

12

6

A. McN. Shaw, Montreal, Que. . . .

5,000

1 1

io9*25

*3

2

Honor Roll “ B ” fop July, 1906.

This Honor Roll records the monthly new business of those representatives
i who do not devote their entire time and attention to the Company’s interests,

1 and who secure acceptable applications for $3,000 and over.

No. of times

Applications. Rank. Premiums. Rank, on Honor Roll

H. Poulin, Montreal $3,000 1 $135.40 1 1

6

Leaders of Honor Roll “A” in 1906.

January Dr. D. Lowrey, Toronto, Ont

February C. A. Crysdale, Winnipeg-, Man

March Beaudoin & Champagne, Montreal, Que . .

April J. F. Best, Brandon, Man . .

May J. A. Robinson, St. John’s, Newfoundland,

June Dr. D. Lowrey, Toronto, Ont

July Dr. D. Lowrey, Toronto, Ont

Leaders of Honor Roll “ B ” in 1906.

January R. E. Brett, Victoria, B.C

February P. P. Pickering-, Trinidad, B. W. I .

March P. P. Pickering, Trididad, B.W. I

April J. McGeer, Vancouver, B.C

May J. McGeer, Vancouver, B.C

June J. K. Pickett, Toronto, Ont

July H. Poulin, Montreal, Que

$33>5°°

21,500

I4>5°°

14.000

50.000

16.000

15.000 ,

$7,500

8,500

14,000

6.000

5.000
5, ooo

3.000

“Nine men out o’ ten,” said Uncle Eben, “honestly thinks deir misfortunes
is owing to luck an’ deir successes to personal smatness.”

Creditors, like wolves, may sweep down upon a man’s property and
swallow it up, but if he has a life insurance policy he has a fortified castle into
which he can retreat with perfect safety.

He who stands still, stands in the way of his own success.

“ He says he has so many business troubles they keep him awake nights.”
“Yes, but they don’t keep him awake during business hours, and that’s his
principal trouble.”

Hard work is the only cure for hard luck. Society is made up of the
working class and the shirking class, and it is not necessary to say which of
these two is prosperous and happy.

The self-made man is often so busy boasting of his handiwork after it
reaches a certain stage that he has no time to finish the job.

Don’t be out when Fortune calls at your door — unless you should happen
to be out canvassing. v. ,

A good question to ask a man : What part of your income are you willing
to set aside to make sure that your family shall not lose the whole of it?

Capitalists insure their capital. The man who has no capital but his
hands and brain needs insurance more than the rich man.

Everything except cheaper insurance comes to him who waits.

6

FOR AGENTS1 USE ONLY

\

What men want is not talent, it is purpose ; in other words,
not the power to achieve, but will to labor. I believe that labor
judiciously and continuously applied becomes genius. — Bulwer.

Hard workers are usually honest; industry lifts them above
temptation.— Bovee.

The great high-road of human welfare lies along the old
highway of steadfast well-doing; and they who are the most
persistent, and work in the truest spirit will invariably be the most
successful; success treads on the heels of every right effort.
— S. Smiles.

Sloth makes all things difficult, but industry all easy; and he
that rises late must trot all day, and shall scarce overtake his
business at night ; while laziness travels so slowly that poverty soon
overtakes him. — Franklin.

Energy will do anything that can be done in this world ; and
no talents, no circumstances, no opportunities will make a two-
legged animal a man without it. — Goethe.

Personally Delivering the Policy.

Few Thing's Offer More Promise of Profit than Sticking- Close to Your
Satisfied Policy-holders.

“ I find it necessary to give personal attention to to the delivery of
policies.”

The speaker has had many years of practical service as a general agent
and is a personal producer of recognized ability. His remarks should therefore
carry weight.

“ It has been my experience that agents are inclined to neglect their
policyholders as soon as the application is filed and examinations completed,
leaving the delivering of policy to some office attache, or send it out by mail.
I try to have my policyholders understand that I have a personal interest in
their particular case and that my interest does not cease when they give me
their application. The delivery of the policy is an important feature of the
agent’s business and much of his future success may depend upon the methods
used. If a prospect has been particularly hard to close, he will usually ap-
preciate your further evidence of appreciation in his patronage, by personally
delivering the policy you worked so hard to get him to take. I usually try to
make such visits productive of future good on the line that a satisfied customer
is the best advertisement. When I make the delivery I endeavor to get the
conversation directed toward the possibilities of soliciting and incidentally bring
up the subject of help from present policyholders, and in the majority of cases
I am usually rewarded by securing the name of some friend who is a subject for
insurance, and in all cases secure the promise of co-operation and assistance.”

“ Every solicitor appreciates the value of the use of the name of some friend,
especially if that particular friend is sufficiently interested in your work to ‘ say
a good word. ’

“ I keep a record of all my policyholders and make it a rule to make a
friendly call on every one at least once a year — not so much for the purpose of
increasing their particular policy, although this point is never lost sight of. but
to call to their mind their friendly promise to ‘help me out.’ My plan has
worked successfully.” — Life Insurance Educator.

Instalment Privileges.

There is a clause in the Imperial’s policy contract which, we fear, is seldom
read, and yet it is an important clause and adds not a little to the liberality
which is characteristic of the Imperial’s policies. We refer to the clause
headed “ Payment by Instalments” which we reproduce below :

Payment by Instalments. — While this policy is in force and not assigned the assured
may elect to have the net proceeds of this policy payable in instalments according to either
plan (a) or (6) following, the first instalment being payable under the conditions and at the
time provided herein for payment of the sum assured, and the remaining instalments annually
thereafter. At any time before this policy matures a new election may be made in lieu of one
previously made and in the absence of a prior election the beneficiary may elect when sub-
mitting proofs of claim. Election or revocation of an election can be made only by filing a
written notice at the Company’s head office.

2

Plan (a)— In a Limited Number of Equal Annual Instalments not exceeding- thirty as per
the table immediately following, which table is based upon one thousand dollars
as the net proceeds and applies ‘ pro rata’ to this policy.

30 annual

instalments of $49.50

aggregating $1485.00,

or

25 “

“ “ 55-75

1393-75.

or

20 “

“ “ 65.20

1304.00,

or

15 “

“ 81.30

12*19.50,

or

10 “

“ “ 113.80

“ 1138.00,

or

5 “

“ “ 211.90

1059.50

Plan (b) -In Continuous Annual Instalments, without apportionment, to continue for 20
years and so long- thereafter as the beneficiary shall live, depending as to amount
upon the age last birthday of the beneficiary at the maturity of this policy as per
the table immediately following, which table is based upon one thousand dollars
as the net proceeds and applies ‘ pro rata’ to this policy. This plan is not available
if there is more than one beneficiary.

Age of
Benefici-
ary.

Amount

of

Instalment

Age of
Benefici-
ary.

Amount

of

Instalment

Age of
Benefici-
ary.

Amount

of

Instalment.

Age of
Benefici-
ary.

Amount

of

Instalment.

20

39-95

34

44.60

48

5I-5°

62

60.25

21

40.25

35

45.OO

49

52.10

63

60.75

22

40.50

36

45-40

50

52-75

64

6l. 20

23

40.80

37

45- 85

51

53-35

65

6l .60

24

41. 10

38

46.30

52

54.00

66

62.OO

25

41.40

39

46.75

53

54-65

67

62.3O

26

41.70

40

47.20

54

55-3°

68

62.60

27

42.05

41

47.70

55

56.00

69

62.85

28

42-35

42

48. 20

56

56.65

70

63.OO

29

42.70

43

48.70

57

57-3o

7i

63. 20

3°

43-05

44

49-25

58

57-9°

72

63-3°

31

43-45

45

49.80

59

58.55

73

63.40

32

43.80

46

5°-35

60

59-15

33

44.20

47

50.90

61

59-7o

There are two plans mentioned here. The first provides for a definite
number of annual instalments. For instance, a $10,000 policy, instead of being
made payable in a lump sum, could be paid in 20 instalments of $652.00 each,
aggregating $13,040. The second plan provides for a guaranteed annuity dur-
the life of the beneficiary or for 20 years certain. For example, suppose the
sum assured under a policy for $10,000 were made payable to the assured’s
mother, aged 70 at the time of his death. The Company would make her (see
tablle) an annual payment of $630 during her life, and if she died after receiving
on y 5 of the payments, the remaining 15 payments would be made to the
assured’s estate.

These provisions are especially important in the case of policies for large
amounts, as they supply a means of providing a comfortable income to the
beneficiary. One of the arguments most frequently used in favor of instalment
‘policies is that they relieve the beneficiary (who is frequently inexperienced in
business matters) of the responsibility involved in investing and caring tor such
a large sum of money. The insurance company assumes all responsibility and
its payments are made promptly every year on the date stipulated.

It should be remarked that many companies do not issue instalment
policies unless specially applied for. The Imperial’s policy contract makes
every policy an instalment policy at the option of the holder.

a

Keep the Pluck Up.

A man may lose much, and yet lose little, or in losing little, he may lose
all. Our friend, Mr. Kyrle Bellew, very ably voiced this thought, when in
“ Raffles ” he says, “ Money lost, little lost — honor lost, much lost — pluck lost,
all lost.” The above maxim is not applicable exclusively to the cracksman,
but may also be applied to every tailor.

Many a tailor feels that all is lost when his bank account is but a hollow
reminder of what it*once was, and in the midst of his discouragements allows
himself to go “down and out.” Nothing could be a greater injustice to the
man, and such a condition is by no means necessary if he keeps on hand a good
supply of pluck.

Honor lost is surely a deplorable condition. The man without honor is an'-'
eyesore to the community that knows him, but it is a trite old adage that it is
“ never to late to mend,” and the man who strives to regain lost honor will find
plenty of helping hands ready to lift him out ot the pit, providing he shows an
earnest, sincere ambition to place his feet once more on the walks of honorable
people.

Without pluck what would any of us amount to ? What a sickly ap-
pearance the man minus pluck puts up. We each feel sorry for him in a way,
but it is on every man’s lips to suggest, “ Go take a mental bracer.” To mean
well, but not have the pluck to carry out one’s intentions is a dubious ac-
complishment. The fellow who has the pluck to be dishonest commands more
of our admiration — if understood to convey a different meaning from com-
mendation— than the man who lacks the grit to act with strength of character
either for good or bad.

With pluck the lost money may be recovered and honor reclaimed. In
short, pluck is absolutely necessary, to the man who has any ambition to make
his mark in the world, and the time at which he needs the most pluck is when
he feels his supply running lowest. From Mr. H.B. Andrews for the Agents News.

Re Payment of Medical Fees.

We would like to impress upon the Company’s representatives the ad-
mirable opportunity that the payment of an account offers to secure an interview
with a prospective applicant. By way of encouragement along this line, the
Head Office have adopted the system of paying all medical fees on, or about,
the 15th of each month, irrespective as to whether the Doctor’s account has
been rendered or not. The Company believes that in doing this it will bring
the Imperial more prominently before its Medical Examiners and will impress
upon them the advantage of doing business with an up-to-date Company. We
are hoping that our representatives will take full advantage of this opportunity
to present the sterling merits of the Imperial’s exceptionally liberal and at-
tractive plans.

Appreciation.

T. Bradshaw, Esq., F.I.A., Secretary, Toronto.

Dear Sir :-I am in receipt of the Agent’s News, of the 15th inst. , and havegone
very carefully over the item bearing upon expenses. I wish to personally thank
you for the clear statement of facts contained therein. Personally I’consideC“
this article one of the very best that has ever appeared in the News. The facts
are so plainly stated, and without sophism. I would like to have a few extra
copies of this number which I will use with discretion, for as previously stated,
the article is so good that I wish to use it to the best advantage possible.

Yours very truly,

A. S. Wickware, District Manager .

4

FOR AGENTS3 USE ONLY

91

With the last day of September, we left
the third quarter of 1906 behind us, and
. now enter upon the homestretch in earnest.
October, November and December are
usually the best three months of the year.
Make; sure that they are so in 1906. Enter
on this final effort of the year with energy,
determination and perseverance. Do a lot
of thinking* during the next three months,
and follow up your thinking with well
directed action. Plan your campaign^
compile lists of your prospects, and map
out your time completely. See that not a
day: — yes, not a moment — is lost. Then at
the end of the year, as you look back on
three months of honest, earnest work you
will have a feeling of satisfaction in your
mind and gladness in your heart— and
money in your pocket too.

This Article is Good— Read it Carefully.

The following is extracted from an article in Ad Sense for July, 1906.
The writer probably did not have life insurance canvassing particularly in mind
when he penned these paragraphs, but his remarks apply to the life insur-
ance business none the less : —

“The man who truly observes finds something of value in every circum-
stance connected with his efforts in salesmanship, and files it away in his
memory for future use.

But how few, in fact, make a practice of analyzing their observations add
classifying them under their proper headings.

If we were so constituted, that each experience would teach us something,
it would require but a short period of practice to place us in a leading position
in our professions — but we do not and it is our misfortune that we do not.

After each effort in salesmanship, a salesman might perhaps take up the
matter of analysis as follows :

Was my own mind in a state of freedom from anxieties? Was my bodily condition
good, my head clear, my personality at its best? If not, why not?

Did I approach my customer gracefully? Was my tone of voice properly keyed? Did
I present anything which would be repellant to him in my personal appearance?

Did I choose an appropriate hour ? Did I feel confident and forceful ? Did I give
proper consideration to the probable mental state of my customer?

Was his positive, NO, accepted too readily? Was I sufficiently tactful? Did I forget
to do or say the very things which my experience has taught me to be effective?

Did I make an earnest effort to draw his attention away from the thoughts which were
affecting him unfavorably, before presenting my own proposition ?

Was I too abrupt in my presentation?

What were his objections? Did I know how to respond to them? Or was there some-
thing for me to learn ? Did I know my proposition — my merchandise ?

Did I look upon an objecting' customer as an ignoramus and an obstinate fool, or did I
view him as the object of my art, as one whose adverse state of mind it is my duty to alter?

Did I give way to passion and thereby lose control of myself? If 1 did not exhibit
annoyance, did I feel it within and thereby lose power?

What did I fail to do ? Or, what did I do to cause failure?

Each salesman should write for himself a list of questions as above or
better and after every attempt to sell, or before, read them over and either
analyze, or prepare, as the case may be. In a very short time he will gain so
much power that he will wonder at his previous ineffectiveness.

The actual power of every salesman is ten times greater than he believes
it to be. It is needed only that he learn the things which retard its growth,
and it may be believed that the obstructions are little things. So insignificant
do they seem to the careless observer that he ignores them utterly. v-a

Once a salesman grasps the idea that it is probably the little things in
application which are injuriously affecting his success, and not the general or
greater ideas, his conditions will improve immediately. He will never discover
them, however, so long as his search is confined to the larger prospect.

As salesmen, we frequently fail to follow up an advantage gained by an

2

apt argument. We fail because we are not observant of effects. A salesman
should be continually on the alert for a responsive expression in his hearer. It
may be a word, a look, a nod, or a gesture, but whatever it may be it indicates
the psychological moment for the climax. If we overlook it, our hold weakens
with every word which draws the thought away from the point. If we observe
it, all our strength should be thrown to the point which marked our hearer’s
hesitation. ”

Supplies.

There is still a large number of Annual Reports on the shelves at Head
Office. During the next three months we want our representatives to make
use of all of these, if possible, so that when the end of the year comes it may
not be necessary to throw any away.

Form 398 “ A Record of Success,” and the pamphlet entitled “A List of
Prominent Policyholders ” are other examples of canvassing literature that
must be used now or else it will go out of date. Along with this number of
the Agents’ News we are enclosing copies of the pamphlets, “ The Dilemma
of Fraternal Orders” and “The Soundness of Canadian Life Insurance.”
Further copies will be sent to those desiring them.

The Agent and His Chair.

The greatest obstacle in the way of the agent’s success is the strong
attachment he has for his chair. The successful agent is up and doing while
his lackadaisical brother has his body wrapped around a chair, arid his feet
elevated to such an uncertain height that geometricians would say his body
forms an angle of 45 degrees.

Usually he is very fond of his pipe or cigar, and as he watches the smoke
circle its way out of sight he plans for the development of some gigantic
enterprise, incapable of accomplishment, while his competitor is hustling or
returning to his office with some choice application hanging from his belt,
scalped from the clients of the chair-worshipper.

He can discuss surety situations with the eloquence of a Philadelphia
lawyer, and can diagnose the ailments of our business like a Vermont M.D.,
but when it comes to a hard day’s work he is as shy as the ordinary debutante.
— The Metropolitan.

Simplicity or Verbosity.

“ If I were to give you an orange,” said a prominent judge, “ I would
simply say, ‘ I give you the orange.’ But should the transfer be intrusted to a
lawyer to put in writing, he would adopt this form :

“ ‘ I hereby give, grant and convey to you all my interest, right, title, and
advantage of and in said orange, together with its rind, skin, juice, and pits,
and all rights and advantages therein, with full power to bite, suck, or other-

3

wise eat the same or give away with or without rind, skin, juice, pulp, or pits,
anything hereinbefore or in any other deed or deeds, instruments of any kind
or nature whatsoever to the contrary in any wise notwithstanding.’ ”

The above story reminds one of the policy contracts of some companies,
which are so verbose that any ordinary man would require an hour simply
to read them through, and so involved that a clever lawyer could easily suggest
half a dozen interpretations of some of the most important clauses. The
Imperial’s policy is simple, direct, straightforward. The phraseology was
purposely made as concise and free from technicalities as possible, in ordaf
that any man of average intelligence might be able to read his policy and
understand it. The Imperial’s is a “policy of Simplicity, Liberality and
Security.”

Quotations Read, Mark, Learn and Inwardly Digest,

It is an undoubted truth, that the less one has to do the less time one finds
to do it in. One yawns, one procrastinates, one can do it when one will, and
therefore, one seldom does it at all ; whereas those who have a great deal of
business, must (to use a vulgar expression) buckle to it ; and then they always
find time enough to do it in. — Chesterfield .

The greatest results in life are usually attained by simple means and the
exercise of ordinary qualities. These may for the most part be summed in
these two — common sense and perseverance. — Feltham.

If you want to succeed in the world you must make your own opportunities
as you go on. The man who waits for some seventh wave to toss him on dry
land will find that the seventh wave is a long time in coming. You can commit
no greater folly than to sit by the roadside until some one comes along and
invites you to ride with him to wealth or influence. — John B. Gough.

Prepare yourself for the great world, as the athletes used to do for their
exercises ; oil your mind and your manners, to give them the necessary supple-
ness and flexibility ; strength alone will not do, as young people are too apt to
think. — Chesterfield.

It never occurs to fools that merit and good fortune are closely united. —
Goethe.

Every man is a volume, if you know how to read him. — Channing.

A man must choose between the pleasures of success and the pleasures of
idleness. He can not have both. The idle man is never successful. —
Theodore Roosevelt. ^

As long as men continue indifferent they remain inferior. We must be in
earnest. To obtain wealth, honors, and the things most desirable in this
world you must be ever in earnest, or otherwise you will remain one of the
multitude. The reason why so many die among the unknown is that they are
never deeply in earnest in any one thing. — -Bishop Spalding.

4

THE DILEMMA

OF

FRATERNAL ORDERS

Increasing Cost and Loss of Members
Demand Radical Changes in
the System

1906

The Spectator Company
135 William Street,

New York

Copyright, 1906, by The Spectator Company, New York

THE DILEMMA OF FRATERNAL ORDERS.

From The Spectator, New York, August 16, 1906.

Fraternal orders during the past decade have been brought face to
face with the very unsatisfactory task of readjusting their rates in
order to meet their obligations. This has been decidedly distasteful
to a majority of the managers, as it has compelled them to virtually
admit that they have been deceiving their members from the beginning
by claiming that life insurance could be furnished at low rates, and
that there was no need to accumulate reserves. Now they find that
had reserves been accumulated from the beginning, there would have
been no need to revise the rates and thereby force out thousands of
members who had paid regularly for many years. The whole system
of fraternal insurance started with a misconception of the function of
the premium charged by legal reserve companies, and even now the
managers, or most of them, are loathe to admit that a reserve is not
only a wise provision but an absolute necessity in the case of any
company pretending to furnish life insurance. The plan of the
fraternal orders is beautifully simple in theory, but absolutely im-
possible in practice. Any corporation which insures a man at age
twenty-one at a rate which merely provides for the cost of the
insurance at that age, and carries him along year after year at the
same rate, must inevitably fail. It is true that for awhile the ac-
cession of new blood may keep down the death rate so that the order
is apparently safe, but sooner or later the extra cost of carrying the
older members is bound to absorb the savings effected on the younger
members, and then arises the necessity for extra assessments. The
effect of making extra assessments has been plainly evident in the case
of scores of fraternals. There is first the protest on the part of the
members, more particularly the younger ones, then the healthy lives
desert, leaving the older members in a worse position than before,
for with a decreasing membership the death claims increase faster
than the assessments can be collected for them, until finally the only
refuge is in the hands of a receiver.

For several years after the impracticability of the fraternal plan
became apparent to the managers, the only steps taken for relief were
in the form of additional assessments, it being argued that the heavy
death rate was only temporary, and that by renewed efforts on the
part of every member further additions might be made to the mem-
bership sufficient to bring down the death rate again. This plan did
not work very long, as the members objected to the increasing number
of extra assessments, especially as many of them were able to obtain
the same amount of insurance in other orders at lower rates. It,
therefore, became necessary for the ^orders to revise their rates en-
tirely, so as to make the older members pay a larger share of the
mortuary cost, while new members were to be brought into the order
on the plea that the rate then charged, larger than the original rates,
was sufficient to carry them without any further increase in after
years. Such orders as adopted this plan found that it worked well

2

Table I. — Thirty-Six Leading Fraternal

&:2.3

S3

I*

f^\0 so so co
r^oo o 0"0
oq snoqoq co

PI CO o M ^t

« O

co co Cl

i- 10 « \0
00" I OCT rf

PI 1 \0
00

in §

S'Zu

ifl <D <L>

<u Qfd
K o »-*

cS’HO

10 10 O H

CO H CO 01 0S

Ovt O ^ O

o c
SO
H

cot^ O'OOO
Os M o O'
« -t qsq qs

CO P-~ H H Os
CO I o h
« T 00

00

«« 10
c — c^

• 5 O U

O

jO 4) in

’S’d «
dub

O O hi p| co
c< so CO Os scf-
q 10 O ^t
so" o' st U O

*" OS OSOO H
O Os N Os

h 10 O O 00
SO Os O st O
O NIOO'C'

Os

St

o

Osh “N
w os co H -t-

00 O 00 O

">— * *J V

dd d (Hi *!~!

Jill

<5S«g

'a; , •

s*

w

10 sosO co sQ
1C OlC* Os N
stoo oo_so -t

HO H* pf CO
>0 H t O'

CO CO PI t

00 COO M H

co <N O h Os
SO _p lOOO 10

3 .

o o

PI Os CO COOO
PI Cl "t O O
sq^ m o co so
coco 00 co

CO CO H "t
C'' t-»

so Tf 10 SO so
SO O so so SO
co CO H St CO

O c5 .
*§•§§

U Sh)

pq

a

f*

2*

«

'O ci O 'O lo
O ONi- 10

10 o ^ ^ <N

ro cT hT rf

IO LO CO

O On ro

h 10OO ^t

NNVOW o
On CN CN IO O
On <N cs

H I o

00

NOsO 0>t
Os so O sO co
O h r^. sosO

b t «so t

SO SO N N H

Cl PI Cl

sO NO fOt
00 00 O SO 00
O co O so so

t ri

hH

£

S7*

00 00 so Os

O co so O Os

t->- •t-oo 00 oq
co ds cC! t-C

00 CO so M H

nnhoo

00 -St so so 00

(ON--N t C^
H so t'.SO SO

00 00” cT co
00 r-~

+£

o

!3*a

<0

13

Hi

Os CsOO so H
t^CO 00 h so

co co ^tsq^sq

COOO*' 0~ -t
H lOtOsH

h stcxj

COO'D Nt

0 r- O stoo

00 so OS SOSO
Os co "tso*"
O' Cl 00 CO
PI I Os

SO

COOO S 00
sO 00 Os M r)-

TJ ■ • ^ O

o ■ M Os
>■ • • CO H

■g : : n s

U • . V -H

, . • • nQ Oj

J H <U
-t—> J{

5 O oso’g

6 S'

g 2

sssj 83
&&s*S
IgiSa

- -g o

O ct

SO

y o S
£££

Td O

df?

•3 .

w h

8sg **>

H i-0 U

hot: •
co 5 g so o
, H 0) O OS

fc.S g
-g Aq H rt
g I w p rt

o I O’”03
U^U mO

<u m u 2J'y

fiJS-sll

ftn P 3 Jb
•H o ^ O H

r^H (is (J <D

2? 8 o O
g 3, g W T)

pfl n-' ct3 (]_>
O rH fa1^ to
C.S ci [J Q,

£ «g g ^

^3 o

_4a i .

O g l2 ^

OS^^ so
^P.S OS

o -S ^ S m

- ■ o

o

•SgctO

o

8.-S
q a

pJS(-l

H H ^ +j n

<U I_| H <0

fe

n,w +j

W r« S W

<u o £2 2 o

+-> cj <u d u

d co

03 c/5 <D O

13 > rt > >

Q<U<<

3

JAfter deducting cash liabilities. §The foregoing costs do not include “quarterly dues” payable for lodge expenses, ranging from $3 to $6 per member per
annum and which would increase the cost on an average about 25 cents monthly. Except for a per capita tax of 50 cents to $1 included, the “expenses” following
in Table II. do not include these “quarterly dues” (A. O. U. W. Table).

Table I. — Continued.

Knights of
Maccabees of
the World.

Port Huron,
M,Vh

*0 00 00 0 h h V)N n ^ in

in'O hi n rj- o-oo O O m to

o ni» o_ h^ ^ t ^ t 'l ci

<o in'O >o d\ O' oo rno pT o . ? ? h

<30 to to Ph co to O' Cl ph ° M h

oo «'2'c?q>°o. « 1 h

rf ‘u-> hm h

Ph
CO

Knights

of

Honor.

St. Louis,
Mo.

to to 0) to O' 'OO'Ohi^

'0» nmo n tf o*o io 3-

vO 00^ O C£ Ph H^ o C1 to ts vO

to civ h“ m" O' cT 0 0 0 *0 r? I h~°2

Ph Cl 3" Cl ^ tJ-l'O H OVH H

°2 1 T*" 1 OJ 3- h-<L ^

Cl CM J to c-O^O CO

* -J- <3

Knights .
of

Columbus.

New Haven,
Conn.

O' O *" to 00 to m o O h

3- O ci O °0 NO O co O' <M

N. o. H. o. t h. o. ^ ^ q.

ci CO to 'cT -f oo" OO rf h" co S' m h>'®

oo CO H O O' 'tx « ...

CO to CO <N Tt- Tio ph h O h

M H O H CO Hi

to

Knights and
Ladies of
Security.

Topeka,

Kan.

0"0 ttNO co t — o O' 3- pi

■3-00 CO00 VO 00 O O H 3- CO

O N- H <N <M O vO O •'t H Cl

ci <o' h -f 00~ rC vo" pf cf O n t-T 2

O N H 00 CO H to , o °. °. .

00 uo to m T„ 00 h to O

O W H

VO

Knights
and Ladies
of Honor.

Indianapolis,

Ind.

VO O to 00 to 00 O O 00 00 VO

vO tj-vo O 00 N o N *0 h

noo_ Tt «« ov pj^ n;

n cood" o ^oo" cdvo*' 4 h o' IP 2! * CjT

HOOttOvH 00 < vo M T . T

00 to CO ^ -*t ION3 N

1-1 H H -3- H H H

00

Improved
Order of
Heptasophs.

Baltimore,

Md.

3-vO N00 lo vo NO ooo O'

CO to "Pi 0*0 O' O' O 3- N 3-

V) 3 N O' O' O' M3 to N lO r}-

00 o“ O*'oo'' ovoo" to CO o' ihvJwV M~VS'

N VO O\00 CO vo 1 to . . ~

co N H vo ^ vq_ H O' O' to

H H UO H H H

o

Golden
Cross,
United
Order
of the

Knoxville,

Tenn.

vO O co O co PI 00 O 3 N m

O tO'O ■vtco O' O' to O N PI

'OPIHPICO to H Cl to PI H

vo ttiood'oo"' cT oo" I * pT h. S' S'

to O' co to m!pi . . . .

00 n- CO h vo^ co CON o

o >1 Cl Cl

Cl

Free Sons
of

Israel.

New York.

00 O H O vo ICO O NOi o

vO O N Ov to 'OhO'3-i-1 O

IOO Nio3 00 1 O Cl Cl O

H Tt rC cC lA o" ' to ^ S-'® H

r- 10 3 3- O h vo . T . T

00 Cl Cl W Cl co O' to

H h o ci ci pi

M

Fraternal

Mystic

Circle.

Philadelphia,

Pa.

■3-vOtoOvO (OH NlOd- Ph

NO cp m <o O O' h to (O Ov

co to Ph to Cl^ tOVO O H Tj- Cl

to PhVcT pH Ph to if to 5? s « ^

00 3- H COCO H CO ... .

OOCICIM 00^ O' pH Cl CO

M 00 H H M

co m

u a

V •*

-2 T3

.£ Si

S o

I S'

ogi

2s £ S

P 'd

% cs-S w
<u .a _ m

J|ll|

ft M A g

nils

U .S O a, ^

y t) S

p to
XJ o
o. O'

O' <U ^
H.O h

-££

"S g _

S.S s s

f Tn.s

4) I <U

a •-

,Q

S,

VH h

U1

. bD%

a 5.5 2

S'"

o-~ S tJ

?u O <->

Z£ w-d

2 r£3 (U
H b -M CO
S 3 tj d
«J 2 « rt

5qp

,Q O
d o
to w b •

to

:q.s a

°,rt2 <S c

O' Vh (V) *r< .2

M ^ _£ .y

S g * <3 8

8 l‘a<-

ed

«} O
M o
o u ■£

8^ a

° s

<u

rt o

be cd bo be

*2 2 ,0 2 2

cd o i n o ii

v > cd > >

P<U<<

*— Disbursements exceed income, f— Liabilities exceed assets. tAfter deducting cash liabilities. §Th,e foregoing costs do not include “quarterly dues”
payable for lodge expenses, ranging from $3 to $6 per member per annum and which would increase the cost on an average about 25 cents monthly. Except for
a per capita tax of 50 cents to $1 included, the “expenses” following in Table II. do not include these “quarterly dues” (A. O. U. W. Table).

Table I. — Continued.

National

Union.

"• : . s';.

Toledo, O.

00 O so Os co O CO O H

O >omo« MinO'Oi-i oo

« « OJ OJ o, co o, f'.'O w

A h" co o" co t? h" Tt »o iA g cT 2.

00 O sor^oo SO 1 O <N O so Tt

00 t0."10 I H. A oo' Os *4

M N CO H co H1

co

Modern
Woodmen of
America.

Rock Island,
111.

nhooo o moo r^oo m

o so O M M <000 O 00 CO 00

• Os 00^ 00^ so CO SO

£? AhoI Cpso" CO cT so co Os w-. 2) h" ,2

52 IOH (Ji Hicsf co *?H. ^ 0

M **•+ O CO so

C^sO Ci A" w

0

N

Loyal Mystic
Legion of
America.

Hastings,

Neb.

t}- so MOh h no soco CO

r-»r^Hioco Os N O Tt h 00

• co O 1000 00 os Tt so n 0

g ^ 1 g H~ H"?

H J so Os 00 M-

* 00

Loyal

Association.

_

Jersey City,
N. J.

OO so co OsOO N COO st h w

00 O SO COSO N co O 00 so Os

• 00^ Os SOSO co H -d-

$ O 2) 2 % £ so^sOMW

M M H H « H « H «

CO H <N CS M

Ladies of
the Modern
Maccabees.

Ann Arbor,
Mich.

lost SONN Os SO O CO Tt 00

. H n NOO sOmiocom -st

O OsOO H lO Cl Os (N O ■st'O 00

(S' P cT ol CO o' 00” co rf s. E

H 00 OSN StH t^lOs .. .

rr2‘v3H H_ sOsowsO

O
SO

Ladies
of the
Maccabees.

Port Huron,
Mich.

so 00 Tt- co M CO OsOO 00 SO O

00 O <N O O H Os sO M d- 00

CS spso M t^oO hso -stOO H M

<» -srod" soocf sf+cT M wv2vn 0

M NlOO H H N CO H ...

t^r^-stso^ h e-. r^so co 00

H SO H

Os

Ladies

Catholic

Benevolent

Association.

Erie,

Pa.

O Cnso sosO COOG h N co

HSOw-d-u-j Tt Os O co co 00

. N N ttt ew SONIC 00

§x P cP u: CO cA dl+so"' cT H mIo O

(Xc^stOsOs 00 CO . rT'°. O

M 00 so CN so Tt OQ o^xo h

Os H

Knights of
the Modern
Maccabees.

Port Huron,
Mich.

CN O) 00 IN loroo N CO Cl

Cl cooo Tt N OOOC^O 10

CO 00 O »OlO Cl H O 00 00 Cl

g z&ivs efs v »«»"*

H H 1 tN Cl co Os

MM IO M

Tf

Knights

of

Pythias

(Endowment

Rank).

Chicago,

111.

00 SO cooo so Nd- O tOOs SO

Tt O O Os Os ici 10 O Os Tt sO

. MOOOtN 00 sO SON CO so

£; so" 00" 0 6 Tt tP so" so m h c? 2 H~ i2

* MOOOO H r^_LO . . .

H °0 Tt Tt <N + <N HSON so

MM M M d M M

X) o

a 2s

H

gsg ^

M a «

£-a
B &

B S^G-g

co C3 cd

W rj-H ]0

.S _ ^

r/) Tl & M

«t3 P $ 32

ro s a tA o

, ^ D O ON

fc.S £ <*H

T

S3

d""

to

g

c« m D “ d

s g a 5 «

P ^ 8 o <u

43

a

cu
u

Q w o.S «

ft*, g d'+3

■d O rt U h

•g^u « «

OJ
43

, a

O <U

Os£~ so
H £ d O
P -00 O'

SO £d M

o — 1 T3
O' (-1 Tj

w^iL
•s a 3

l).ti wO

..+ 0-00

Jl|il

So^pp

.3 a

'-8

g S

2 n n

o u a o

fc S d

p^+j ^ O -i_>

w w G «

<u o 5 o

-£> O (U ttf o

cd co

»H o CO O (U

. be «s bo be

^ cd cd cd

j3 <u m o o

<u > cd > >

P<U<<

5

* — Disbursements exceed income. tAfter deducting cash liabilities. §The foregoing costs do not include “quarterly dues” payable for lodge expenses, ranging
from $3 to $6 per member per annum and which would increase the cost on an average about 25 cents monthly. Except for a per capita tax of 50 cents to $1
included, the “expenses” following in Table II. do not include these “quarterly dues” (A. O. U. W. Table).

Table I. — Continued.

Totals,

Thirty-six

Orders.

coo O' Tt M
pi coO l'' M
O oo VO 00 VO

M CO •'too" VO

NO 1 H00

pivq qoo^ ■t
pC pf oo" oo"

VO VO CO

H O P- OO
O' fi 0"0 •f

•t o_ t q co
'O" o" o CO pf
2 ^ vo co O
'0~ + '0 ^
CO x^

o

to

Pi

o

CO'O t'O

Tt H Pi w' Tf

0"0 0 H

Woodmen
of the
World
(Sov.
Camp).

d

8s

O'

00

co On 00 vO x^
O 00 On O

On 0^ co co ro
XT) cood CO xC
00 x^. X^OO NO
o NN On
CO cT Cl

MOO O'OO
0"t O H t

vo co ti O O'

t N IN N N
pi co O' PC

M -J_ VO

O'

CO

CO

'O'O to»
O' o oo ^ co

PI M o 00

Womens
Catholic
Order of
Foresters.

a

d ;
u •—*
2
(J

O'

00

O vo m pi\0
rdN O' h >0
\0 VO PivO vo
P-Coo" vovo" vo"
00 o -too

't -t M

00 M O CO M
O VO o CO 00

<q pi q. co

pc Tt CN h“

-t 4_ vo
^ °°
o"

vo

o

vo

O' pi O oo
10*0 O' ^ o

O' O vo O

Sons

of

Benjamin.

i

o

PH

&

£

xA

X^

00

•t O Ci 'O 00
•O vo <N CN CO
PiOO O' Tt CO

rC >t voocf h
O VO (N O'

"M

O' vo O VO Pi
VO O' O PI 1

vq^ _j_ q co O'
d o

M pi

co

"t

-t

00 'O pi vo
00 O Pi vo

vo O t fO

Shield

of

Honor.

<V

o .

13

d

pq

Vo

00

00

cOOvOO-t-
VO vo CN CN vo
O' q 1>.001'0
't cT 't

NtJ-N C^

too tco
00 VO O ■'t'O
Nt 0_ h q
0 M O M

M 1 00

1 q
d

NO

Cl

N H O' CO
o LO to X^

ci co xn

Royal

League.

o

tc

d — ;
u

IS

V

<o

00

00

CO 00 vo O >1
VO O' O CO ■'t
<n_ co cq'O^

CO vo co P) 't
CCNNC1

VO -t H O'

O O O M
d 00 O to M
xn d O ci w
xC d" d\ d*^

ncT

xn

xn

co co O NO

to Cl to ^00

On O co On

Cl co

Royal

Arcanum.

§ &
I*

x^

x^.

00

vO co 00 •0-00

vO m O'OO
VO +O0 Tf'O^
T? m" eT CO cf
O' PI PI fO P)

<0 « vo
oo"oo" pT

vO M O vo o
vooo O M 00
pi m q H N
Tp o" oo CO O'
vo VO W VO
M I q

s>

O5

M 't M Pi
VO O' O' CO

m oo O' CO

Protected

Home

Circle.

i*

CO

VO

oo

00

co On O co nO
vO O ^ CN NO
d rf h to io

o hT o" to o

On Cl CO X>^ m
CO Tf H 00

Cl NO 0 On w
On xn xn tJ- nO
CONO^ <N^ Tt Tt
x^ h' d^ O0

lO 1 co
• W
T?

xn

vo

-t

O vo O' 0
O' O' M co

PivO vo Pi

Pilgrim
Fathers,
United
Order of.

8 .

S M

P

)-i

o.

pi

00

co O CO f PI
vO O vO co O'
O' CO CD O'

co 't O 0 i-i

O' O' O PC
vo tr m w

M Pi O VO Tp

C O' O O' O'

VO 1 vo M O'

CN 1 pC

M O'

VO

pi

M

OO

O

co Pi ■f Pi

O M H M- -rj-

1000 H

H co M

New
England
Order of
Protection.

0* xn
O tn
tn cd

o§

PQ^

pi

00

00

VO O ClOO N

N OO H PI

q 0.00, q O'
O' covo" Pi <t
\Q i vovO
vO 'O 1

O TfO tO\
m On O m
co 00 conO

hT cT M

^ J. N

Cl

NO

x^

On xn xn
On X^ O O

00 NO M

(X
' w
Q
P4
O
Pm
O

w

<

£

T3 O
ft?

co w
U C

4) •-

'V

S £2

4>

-Q (

,fi L ■

>00 U -H

s

S3

<U ^ - u

S 2'^P’S
a -.S »

C *-> rn

--o u ™

4> $ 4)

cS ci a ti
t? » W 43 g
rt t/j <U J3 c

UIS2

sdlsz

6

V
xn

t/1 _-l „
>

>

d .:

43 ^

H i

<u I <u
o '-'' o

Q W O

Mo*4-1

o
43

S VO 0

4) O O'

£ S'"

•0 a

Q.S

ioC

0-2 <8
O' 1_ m • —

xn

bc£2

•2 a

o

o

o

4=£

'o

S3

U I O o «

■aj§||

Io3p^

b&g§&

P.+J O

4, 8f2 6 8

£ U xn 4) <d

o > xa > >
Q<U<<

*— Disbursements exceed income. JAfter deducting cash liabilities. §The foregoing costs do not include “quarterly dues” payable for lodge expenses, ranging
from $3 to $6 per member per annum and which would increase the cost on an average about 25 cents monthly. Except for a per capita tax of 50 cents to $1
included, the “expenses” following in Table II. do not mclude these “quarterly dues” (A. O. U. W. Table).

for a time, and even enabled them to accumulate some sort of a
reserve, but eventually the reserve was encroached upon by the death
claims once more exceeding the assessments, and the old problem
again confronted them.

It will be judged from the foregoing that the fraternals have been
working all along by a rule of thumb, and have steadily avoided the
teachings of experience as exemplified by the careers of old-line com-
panies, evidently working in the hope that some special miracle would
be interposed for their special benefit and the laws of mortality be
suspended. From the establishment of the very first fraternal order
the fallacies of the system have been pointed out by men who knew
that only failure could result in the long run, and that while many

Table II. — Progress oe Four Leading Orders.

Knights of Honor.

Year.

Mortuary-

Assess-

ments.

Claims

Paid.

Members
Admit-
ted in
Year.

Members
at End
of Year.

Deaths

Occur-

riug.

Lapses.

Death Rate
Per 1000
Members.

Average Cost
to Each
Member.

$

$

$

1905....

2,729,665

2,741,885

2,769

40,126

1.561

10,257

34 9

61.14

1904....

2,869,304

2,892,637

3.481

49.175

1,679

4,233

33-3

56.94

1903... .

2,981,283

2.986,549

4.292

51.606

I 670

4,596

3i-7

56.67

1902

3,082,152

3,066,482

4.093

53.580

1.637

4,649 ,

29 9

56 35

1901

3,216,217

3,227.089

2,854

55.773

1,706

5.307

29.4

55-40

1900

3,442,662

3.433.887

3.125

59.932

1,784

8,272

28.1

54-31

1899....

3.594.979

3.515.033

4.389

66,863

2,120

17,662

28.4

48 22

1898

3,988,194

3,901,286

7.489

82.256

1,887

13.025

21.9

46 40

1897....

3.894.532

3,918,264

10,571

89,679

2,233

15.292

24.0

41.82

1896

4,261,084

4,155,004

8.358

96,633

2,137

24,800

20 2

40 23

1895....

4.058.331

3.944.233

8,836

115,212

2,067

11,342

17 6

34-54

1894....

3.844.550

3.845.117

9.I5I

119.785

1,972

10,748

16.4

31-61

1893....

4,020,074

4,017,486

9.321

123,354

2,062

10,978

165

32.11

1892

4.279.401

4,283,392

8,297

127,073

2,051

11,672

15-8

32 -97

1891. . . .

4,209,046

4,207,500

11,282

132,499

2,081

II. 914

15-5

31-43

1890

3,483,982

3,482,000

12,062

135.212

1,946

6,657

14.6

26.10

1889

3.415.555

3,421,033

12,552

I3I-753

1,740

4.476

13 5

26.56

1888....

3,198,137

3,210,656

11,025

125,417

1,696

6,824

13 7

25-75

1887....

3.178.435

3.175,400

’8, 861

122,912

1,607

10,511

12.9

25-52

1886....

3,080,919

3,080,600

8,803

126 169

1,510

6,619

12.0

24 49

1885....

2,999,060

3.079,000

8,982

125.495

1,487

10,601

II 7

23 61

1884

2,709,562

2,634,251

10,640

128,601

1,426

8,922

11. 1

21.09

1883....

2,856,617

3,028,000

12 776

128.309

1,427

8,566

IT. 2

22.51

Royal Arcanum.

1905....

8,094,566

8,021,413

22.678

254.756

3.225

69,780

n-5

28.94

1904....

7,868,396

8,155,469

35 980

305.083

3,i75

10,811

10 8

26.75

1903....

7,505,893

7.320,551

39 58i

283.089

2,815

7,999

10.5

27.94

1902 ....

7,140,665

6,899,869

33,216

254,322

2,546

7,480

105

29 43

1901

6,860,988

6.595,105

3L055

231,132

2,375

7,622

10.8

31 10

1900

6,604,709

6,277,069

24,086

210,074

2,229

5,651

11. 0

32.70

1899....

6,491,620

6,083,452

12,913

193,868

2,094

6,135

10.9

33-90

1898

5,7i9,oi5

5,279.243

9.039

189,184

1,898

13,062

9.9

29.77

1897....

5,405,774

5,210,824

13,299

195. 105

1,812

6,643

9.4

28.05

1896

4,882,548

5,002,674

22,452

190,261

1. 73i

4,520

95

26.80

1895....

4,204,008

4,197,446

20,454

174,060

1.527

4,174

9.2

25.22

1894....

4,190,030

3,959,600

16,975

159,307

1,344

4,750

8.7

27.23

1893....

3.693,916

3,770,750

16,086

148,426

1,296

3-553

9.1

25 87

1892

3.432,834

3 401.750

17,293

137,189

1,141

3.729

8-7

26. 18

1891

3,129,420

3,096,250

17 089

124,766

1.009

2,680

8.5

26.50

1890

2,803,060

2,717,302

16,802

111,366

947

2,482

9.0

26.77

1889

2,158.310

2,146,526

13-3^7

97-993

750

1,599

8.1

23.33

1888....

2,120 609

2,024,700

10,789

86,935

690

2,335

8-3

25 53

1887... .

!. 933 °33

1,940,500

10,847

79.I7I

636

1,863

8-5

25 73

1886

1,543-829

1,512,000

12.010

70,823

522

1,622

7-9

23-43

1885....

1,263,846

1,260,500

9,217

60,957

430

1,641

7-5

22 02

1884....

1,053,103

1,042,500

7.973

53,8h

380

1)526

7-5

20.73

1883....

879,911

906,000

9,126

47.744

303

1,113

6.9

20.05

7

Table II. — Continued .

Knights of the Maccabees of the World.

Year.

Mortuary

Assess-

mants.

Claims

.Paid.

Members
Admit-
ted in
Year.

Members
at End
of Year.

Deaths

Occur-

ring.

Lapses.

D»ath Rate
per 1000
Members.

1 Average Cost
to Each
1 Member.

$

$

$

1905....

4,266,679

3,106,372

39.141

298,891

2,402

60,224

7 7

13- 74

1904... .

4,512,184

3,470,966

50,369

322,376

2,265

67,032

6.8

13.60

1903....

4.IS9.399

3.055,454

88,505

34C 304

2,108

30,657

6.7

13.27

1902

3.598.146

2,609,006

70,780

285,564

1,723

23,792

6 6

13.68

1901 . . .

2,960,439

2,175,168

56,787

240.299

1,492

18,828

6.7

13-33

1900

2,543.441

1.950,538

51,285

203,832

1,250

16,692

6.2

12.69

1899....

2,082,080

1,701,019

54,293

197,132

1,088

18,325

6.0

n-59

1898

1,751,688

1.270.353

40,690

162,252

788

16,313

5 2

11.64

1897. . •

MI5.738

1.135,338

35,952

138,663

696

15,360

5 4

11. 00

1896. . .

1,256,897

952,875

32,046

118,767

568

14,580

5-i

n-93

1895...

1.021,254

817,070

37,895

101,869

494

12,152

5-5

11 45

1894...

799,684

694,795

29,661

76,620

376

9,134

58

12-33

1893....

641,334

502,933

21,956

53 222

318

6,693

7.0

14.03

1892. . . .

367.458

313,846

17.942

38,277

187

2,654

6.1

11 95

1891

266,043

246,306

6,405

23,176

133

6.6

13.27

1890. . . .

214.035

175,300

3.808

16,904

92

508

6.0

13-99

1889. . . •

130,200

134,000

4.525

13,696

69

531

5-9

11. 11

1888... .

84,783

77,200

4-433

9.771

37

561

4-7

10.80

1887....

46,837

43.00°

2,456

5.936

23

287

4-7

9.64

1886...

34,408

34,100

1,992

3.790

17

312

5-7

11.62

thousands of persons might be benefited in the meantime, there would
be an even greater number left destitute of protection at a time when
it was needed the most. To the credit of many of the fraternal man-
agers it may be said now, however, that more progress is being made
toward a proper and scientific conduct of the business, at least so far
as new members are concerned. There is still manifest a disinclina-
tion to disturb the old members by making them pay the full cost of
their insurance, and consequently the younger members are in many
instances paying more than they have a right to.

In the case of every fraternal that has readjusted its rates there
have been numerous desertions, and it is doubtful whether the full
effect of these desertions has been allowed for in the increased rates.
It is a safe assertion to make that three-fourths of the members who
leave a fraternal order on account of increased rates are good in-
surable lives, capable of obtaining insurance in other organizations,
for the man who realizes that he cannot get other insurance will
bend every effort to meet the increased rates in the hope that the
order may last long enough to pay his claim and thus give his estate
some return for the money he has paid in during many years.

Last year there were several orders in the throes of rate readjust-
ment, and their statements at the close of the year showed that the
old story of less new business and increased lapses had been repeated.
The Ancient Order of United Workmen, which is the oldest fraternal
order in the country, showed a loss in membership of 23,570, while the
Royal Arcanum, which was particularly prominent last year in the
way of troubles, lost 50,282 members. Taking the orders as a whole
the year 1905 showed a little improvement over the previous year,
which was the poorest in nearly a decade, but the orders are finding it
increasingly difficult to add very largely to their membership, while
the number that can scarcely hold their own is steadily increasing.

The series of fables presented herewith form a statistical analysis
of the leading fraternal orders of the United States for the year 1905,

8

Tabde II. — Continued.

Ancient Order of United Workmen,

« n ij

ggSjS
« t: is 8

> o o v
<2^2

HmiflH n

vb m co cb co ci ci ci cb o’

<N0101<NNWN<N0I0<

-ee-

o on oo ovoo tv ox in

Death Rate
per 1000
Risks.

OVOO Thrt-QoNVO NVONOOIOHO'MNO'tNNNCO •
m ov ov oo o m co cooo H t>(00'0 noo mo\ •

4 cb ci h n h b m c o 6 6 o* o d\ 6 dv dv cdco oo to !

HHHHHHHHHWMHHH HI

^ .

“ ^ %

oo vj-ovo h 't to vo moo ■vt-m-tf-ovHvo ovm ovcomm •
O OVOVO Cl N O d N^HCO NtO mvo vo m o to ^ H •
VO N N vtf- m COOO co too ovo CO m N VO N to Cl rj-m'T •

§.

t X
< oH
Z

H cb to O' N b- rn b CO n" OVVO o' N b H d\vo" tovo" o" to ;
h tomcoN O to m -vj-vo rt- m n ovv o tj- n o oo vo m co .
COCO-'tTt-'st-Ti-COCOCOCOCOCOCON N N N N M HI M H

C/5

2 6
a y

cocomO n o n n o ovO'wmmNoo omoH mvj-m
n ovhi hi <n Nmo ovcrvo tototommmovO hi o h m
oo co o m '4-vo owo ovo co co to m co m o h coh conh

i£

dvcbcoHi to to o o to O' b h" oo’ oo" vo’ hi ci moo" vo" to cb m
ov n n m n hi owo ■vj-vo mvtw o to m co hi ovtom-i-co

N CO^-TrThTi-COCOCOCOCOCOCOCON N N N HI IH HI HI HI

o'"

In id

Nmo to tovo oo to to O' to o tomovH coo ^vo vo n m
m« 'ttoco owo to n moo o n co co co ovoo o *o ov h n
m co vf O' moo mvo rrvo n Tam tj-oo n coh cocovfH

1

VO

00

M v

a i

O' o’ o" on" h cb m m hT noo" b to cb tooo" vo* to b cb to m 1
cooo vomovNHimHiMO tooo to ov n ovovn o to to O' i

rf O OvtON O' w r}-Tl-iH <qvq Ov Tj-vO_ HtNNOlNCOH

; v|

O H

Hi

oo dv o' o’ o" dv dvoo" oo" oo" to torn' vo" m m b- b- cb cb ci n" n"

m HI H H

vO

vo

I m

in

w

to O OVHI N to T*- Hi CONOO N 00 m HI Tj-00 HI to OVOO vo 00

to n h tj-vo oo owo O' ov rt- O' ^ h m tooo o « o cooo to

to 'T qv m n o_ qv n qoo_ O' m to mcq vo_ qv cooo_ O' ci o

m
00
! to

a

V

P.

X

W

o' <d cb <d O' hi' n ib co h co" hT m n m moo' HTcbi-Tvo tob-
OO Tt- h O' H O' co 1 r. moo VO O VO 00 VO hi tovO O O'VO

vo to Ovoo oo oo torn vo'OmmmvrtotomtoaNNHh

m-

oo"

CO

ci

1

rs

vo mH n m ov vr i\ vt- N ovoo m h oo N moo to tooo vo to
hovnhnoioh corn coo to e-i oo m O oo oo ovrnw -vr
vo mm^t-Noo mrt-ov tooo oo h omnioo o Nm-vfH o

00

ON

Ph

(/.

V

cb mvo" o' cb o’ m O* h dv cbvo" dv m to ci cn m cb n vo' o’ hi"
m O ^vo to co co tovo to hi m h o vo ij-oo m n- moo co I
tocoooo Tj-O COtOtO'TCOHid-O CO to H Ov't-OvmH O

0
1 (N

o

tooo o" dv dv dvoo" to to to to tovo’ vo’ m b- b- cb cb n" n" n ci

DO

— v

mH o N N o vt-moco mvt-co Ovoo vo n oo oo oo ovov
■3- co cooo h co mo h tooo to O m cooo co moo ■^-oo owo
O oo n vftoto'ct-H o -^-oo ov ict- tj- n cqvo_ qi h c» mvo_ oo_

o.

VO

m

s S

°j

omb-b-mmcoH b-o'oo" b-i-i to h to m ib o’ to w o’m
oo m owo Tt tooo ooocoov-t-mm-THdtOTi-NOavH i
oo n 'tH toovommNoovqovmtoHmdtoNoo con

00

CM

00

oo" dv n h o' dv dvoo' oo’ oo" to tovo' vo" m m b- b- cb cb n" n" n

H H H

oo

DO

'+t

h m ovoo h rj-vo uiN to t^ m to
lOHoo ino <ofowo\N^-ioo
O' O CO VO moo lOO'O'O'OMOtNNH N O' On moo Tj-00

H rj- co O VO Ovoo mooovo NfOO lO'tH'O mvo O co N
vo o to o h to o o n ovcom ooo n n-oo vo m moo ov co
m -sj-oi h oo o coNomcOH t)-o co H, owf omn o

co CO N Cl N N

comcO'tHvoco o + “<« ov o m-^-o Ovoo corn n ov o

OOdNHCT'HCxNOCQHOv Tj-vo vOIOHOOOhmh
■ ‘ -- " -- — — ~ ~ “ OHiONvOOHto-^

vo -vj- o-oo n oo qv m o mmvO_vo_
vo" O* vo" mtjilO'tlOOH N to tivo VO~ CO CO Ov
. _ - - - - — -'■ah ~ ■ ■ -"’O'

H VO CO

OO Ov N O' O. O VO COVO N N O H NtJ-OCO to N O' 00
vo to o O' ovoo to to vo vo mmm^--TcococoN n n m h
m h

rnvKON

o o o o _ _ _ _ _

O' O' O' O' O' O' oo oooooooooooooooooooooooooooooooo

WI_,M|-IMMHHI-IHHMH(MHHHHIHMHHH

9

and indicate very clearly the difficulties under which a number of them
labor. In Table I. there is shown the principal items of the statements
of thirty-six of the leading fraternal orders of the country, each of
which is at least ten years old, and has more than 5000 certificates in
force. The totals show that the new members admitted numbered
485.521, but the aggregate gain in membership was but 50,070, or
slightly over ten per cent. The terminations by death were 33,660, a
very slight increase over the previous year, while no less than 402,346
members were enrolled in the lapse column. More than one-third of
the orders reported a loss in membership during the year ranging from
ten to 50,282, while the gains shown are from twenty-three to 52,885.
The total membership at the close of the year was 3,606,491, ostensibly
representing $5,076,502,493 of insurance. There was an actual falling
off in the aggregate amount of insurance in force of $89,000,000.

Inasmuch as these orders have obligated themselves to pay over five
billion dollars in benefits under their certificates, there should be a
considerable volume of funds on hand, but the statements disclose
that after providing for all cash liabilities there is on hand but
$38,818,874 wherewith to meet the enormous amounts of insurance
benefits promised. Nearly one-fourth of that amount is held by one
order, and the average sum held for each member is but $10.76. Only
six orders hold over $20 of cash assets per capita, while ten have
less than $5 per capita. The death rate for the year was 9.4 per
thousand members, the same figure as for the preceding year, while
the average death cost per $1000 was $11.46, the expenses of manage-
ment not being considered in these figures of cost.

Table III. — Orders Showing Gain in Membership in 1905.

Name of Order.

Commenced

Business.

Certificates
in Force
Jan. 1, 1905

Certificates
Written
in 1905.

Certificates
in Force
Jan. 1, 1906

Gain

in

Year.

Modern Woodmen of America..

1883

660,952

96,010

713,837

52,885

National Protective Legion

1890

97,709

55,026

136,677

38,968

Woodmen of the World

1890

237.252

67,307

274,592

37,340

Royal Neighbors of America . .

1895

84,538

16,209

97,347

12,809

Locomotive Engineers

1884

106,080

15,358

116,892

10,812

Brith Abraham, Ind. Order. . . .

1887

77,699

14,634

87,086

9,387

Ben Hur, Supreme Tribe

1894

79,564

17,897

88,138

8,574

Ladies of Modern Maccabees . .

1886

62,754

13,267

70,969

8,215

Woodmen Circle

1895

24,939

13,546

32,841

7,902

K’ts and Ladies of Security ....

1892

48,386

17,260

56,083

7,697

Foresters, Supreme Court

1881

225,876

29,091

233,293

7,4i7

Knights and Ladies of Honor.. .

1877

76,109

18,675

83,088

6,979

Knights of Pythias, End Rank..

1877

68,203

13,301

74,857

6,654

Knights of Columbus

1882

43,3*4

8,088

49-475

6,161

Ancient Order of Gleaners

1894

40,041

8,594

46,064

6,023

Polish National Alliance

1881

38,578

7,480

43,385

4,807

Womens Cath. Or. Foresters. . .

1891

43,246

6,566

47,998

4,752

$ociete des Artisans

1877

23,020

5,377

26,946

3,926

Canadian Or. Foresters, H’hC’t

1879

56,438

6,806

60,241

3,803

Catholic Order Foresters

1883

1 14,266

10,443

1 18,061

3,795

Improved Order, Heptasophs . .

1878

62,299

8,965

65,996

3,697

Cath. Womens Ben. Legion. . . .

1895

14,001

3,769

17,097

3,096

New Eng. Or. Mut. Protection .

1887

38,416

4,927

4U3IO

2,894

Woodmen of the World '

1890

93,846

11,100

96,464'

2,6:8

Amer. Funeral Benefit Ass’n

1895

18,307

5,539

20,8861

2,579

Royal League

1883

25,244

4,641

27,524

2,280

United Order Foresters

1893

9,567

3,9o6

11,6591

2,092

Mass. Cath. Order Foresters . . .

1879

20,938

2,446,

22,812

i,874

10

Table III. — Continued.

Orders Showing Gain in Membership in 1905.

Name of Order.

Commenced

Business.

1

Certificates
in Force
Jan. 1, 1905

Certificates
Written
in 1905.

Certificates
in Force
Jan. 1, 1906

Gain

in

Year.

Columbian Knights

1895

11,296

55»736

4,374

I3,056

1,760

Protected Home Circle

1886

10,566

57,392

1,656

American Guild

1890

. 24,324

9,834

25,904

1,580

Danish Brotherhood of Amer.. .

1882

12,358

2,374

I3,9°4

1,546

North American Union

1895

12,484

3,223

13,87!

!,387

Cath. K’ts & Ladies of Amer. . .

1890

8,42 5

1,875

9,712

1,287

American Ins. Union

1894

10,318

n,505

1,187

Grand Fraternity

1885

10,277

3U4I

11,384

i,io7

United Artisans

1894

9.751

2,130

3,609

10,670

919

German Beneficial Union

1892

11,669

12,586

9r7

Free Sons of Judah

1890

7,665

1,873

8,407

742

Ladies of Maccabees of World .

1892

123,414

18,802

124,113

699

Degree of Honor, A. O. U. W.. .

1892

2,734

847

3,429

695

Fraternal Mystic Circle

1884

13,812

5,260

863

14,503

691

Capitol Life Association

1894

3,772

4,453

681

American Benefit Society

189.3

5, 101

1,406

5,778

677

Scottish Clans

1878

8,722

1,380

9,387

665

K’ts and Ladies of Columbia. . .

1895

6,323

3,°8i

2,762

6,955

632

Polish Ass’n of America

1895

339

3,705

624

Woodmen of the World...

1893

9,8i9

1,705

10,438

619

Brotherhood of America

1856

19,498

3,i84

20,027

6,438

529

A. O. H. Life Ins. Fund

1884

6,012

1,027

426

Artisans Order, Mut. Protec . . .

1873

8,57i

749

8,995

424

Catholic Mut. Benefit Ass’n. . . .

1880

19,333

1,323

i9,75o

4i7

Ahawas Israel, Ind. Order

1890

14 926

2,342

15,342

416

Order of Mutual Protection. . . .

1878

8, 068

1,261

8,4x0

5,308

342

Independent Western Star Or. .
Bohemian Slavonian Knights

1895

4,979

U5°7

329

and Ladies :

1893

2,734

6,381

4i3

3,052

3l8

Western Catholic Union

1877

592

6,692

3 11

Cath. Relief & Ben. Ass’n

1893

8,228

765

8,512

284

Catholic Knights of Ohio

1891

6,813

6iS

7,089

276

Low German Gd. Lodge

1888

6,850

681

7,o8o

230

Knights of the Loyal Guard. . . .

1895

5,°29

808

5,235

206

Ladies Cath. Benevolent Ass’n .

1890

89,75°

3,456

89,943

193

Royal Templars of Temp’ance .

1884

6,798

892

6,984

186

Loyal Association

1889

7,239

668

7,372

133

Foresters of America

1893

I,9I9

5,668

321

2,042

123

Knights of Father Mathew

1881

1,094

5,789

121

Sons of Benjamin

1883

20,564

U338

20,659

95

Independent Or. Mutual Aid. .

1878

2,185

499

2,253

68

Sparta, Order of

1879

4,697

214

4,744

47

Christian Burden Bearers

1885

2,020

89

2,061

2,582

41

Legion of the Red Cross

1885

2,549

322

33

U. S. Letter CarriersM.B. Ass’n. .

1891

5,244

360

5,267

57,638

23

Catholic Mut. Benefit Ass’n. . . .

1876

57,6i5

3,426

23

Sons of St. George

1890

2,022

2,823

177

2,042

2,830

20

Ind. Scandinavian Workmen. . .

1893

454

7

Totals (75 orders)

• 3,i7i,i78

591,168

3,466,906

■ 295,728

The second table brings up to date particulars regarding the four
orders which have been among the most active propagators of the
fraternal idea, and it is worthy of remark that in 1905 every one of
the four showed a falling off in membership, a higher death rate and
increased mortuary cost to the members. In the case of one order the
members have been dropping away for the past fifteen years, until
there is now less than one-third the membership reported at the be-
ginning of that period. The increasing death rate and consequent high
cost would seem to indicate that the end of this order is in sight.

11

Table III. — Continued.

Orders Showing Loss in Membership in 1905.

Name of Order.

Commenced |
Business.

Certificates
in Force
Jan. 1, 1905

Certificates
Written
in 1905.

Certificates
in Force
Jan. 1, 1906

Loss

in

Year.

National Provident Uuion

1883

4,076

778

4,074

2

Free Sons of Israel, Ind. Order .

1871

io,875

456

10,865

10

Select Knights and Ladies

1881

4,202

79°

4,182

20

K’ts of St. John and Malta

1883

2,663

181

2,627

36

Fraternal Censer

1895

2,408

821

2,334

74

Pilgrim Fathers

1879

19,698

1,194

19,601

97

Benai Brith, Ind. Order

Golden Cross, United Order . . .

1878

1876

2,419

18,590

2,283

2,244

18,392

*75

198

Geg. Muter Ges. Germania. . . .

1888

4,439

31 4

4,217

222

Workmens Benefit Ass’n

1893

6,203

556

5,845

358

Legion of Honor

1879

3,468

192

3,120

348

Loyal Mystic Legion of Amer . .

1893

6,718

83 1

6,291

427

Iowa Legion of Honor

1879

4»321

424

3,823

498

Fraternal Aid Association

1890

29,026

4,363

28,485

54i

Home Circle

1879

2,7*3

44

2,097

616

Order of Pendo

1894

6,160

2,313

5,041

i,ii9

Catholic Knights of America . . .

1879

18,659

508

17,355

L 304

Catholic Benevolent Legion. . . .

1881

22,246

255

I9,97I

2,275

Shield of Honor

1875

13,237

654

10,784

2,453

Knights of the Mod. Maccabees

1881

120,308

12,572

116,205

4,103

National Union

1881

65,372

4,025

61,019

4,353

A. O. U. W., Mass. (Ind. Jur.).

1879

44,140

542

39, “7

5,023

Knights of Honor

1873

49, *75

2,769

40,126

56,522

9,049

Court of Honor

1895

68,365

7,886

h,843

Knights of the Maccabees of
the World

1883

322,376

39>I4I

298,891

23,485

A. O. U. W. (Sup. Lodge)

1868

323,393

17,661

299,823

23,570

Royal Arcanum

1877

305,o83

22,678

254,756

50,327

Totals (27 orders)

Grand Totals (102 orders). . .

1,480,333

4,651,511

124,231

7U,399

U337,8o7

4,804,713

142,526

*153,202

* Net gain.

more especially so as it has not enough funds in hand to meet even
current liabilities.

In the third table there is shown the growth or decline of 102 fra-
ternal orders in membership during 1905, which table affords a striking
indication of the importance of the subject of fraternal insurance to
millions of the inhabitants of the United States. This list embraces
orders over ten years of age, the smallest of which has more than
1000 certificates in force. The totals show that during 1905 these
orders took in 715,399 members, and at the close of the year their
certificates covered 4,804.713 persons, the gain in that item being
153,202. Gains amounting to 295,728 were shown by seventy-five
orders, while twenty-seven others show a loss of 142,526. Five orders
show gains in excess of 10,000 each, the largest order rivaling even the
leading old -line companies. The interests of the nearly 5,000,000 mem-
bers who have confided their insurance protection to these orders are
certainly worthy the most careful consideration.

In Table IV. there is presented the death rate for a series of years
of thirty leading orders, based on the mean number of certificates
in force. Twenty years are included in the tabulation, and a study of
the figures will show that many of the orders are in a very precarious
condition. The variations in the showing for the year 1905 are most
marked, the lowest ratio being 5.5, while the highest is 34.9. Only

12

Table IV. — Death Rate in Fraternal Orders per iooo Mean Certificates in Force 1886-1905.

\0 O h H o U1N ^ ^ r-00 Cq Cl O'
d" d" to d"00 to H o 10 •+

rOiOH w io O' to O 0"00 t^OO
IO Cl Cl 000 O 10NH NO'O'

•sq^3Q
jo loqtnnjq;

r^\0 O 01 O d- to d h 01 O' GO t". h 00

>t M 10 h ■ 10 po 't OC to co O oovO O'

to IO d 00 OnNO^ H 01 to n POION

d h w w

oitQ o O' 00 o d to to O' tovo 00 d

0 no 00 O'O 0) to 00 O' d cq 00 00 no

'too O0 Cq d N H

Cl co CO

•9DIOJ UI
S3;-B3yijj33

jo joqiunjq
UT23p\[

00 O' o- ■cr 1000 O h to 00 I>CMOO O

O O O d M0 00 to C^. On O ct^O'O'COco

no h o vo h_ to h^oo^ d d n^oa to cono^ to

H~ H 00" f^NO d- d O 00 M -t H O' NO d H

H<MHlOHCOMHH no Nt Nt

CO H d

co fn to ON NO NO CO ON ON O' O' ct 10
d to On w ON toNO to d NO h 00 to CO
NONtON hnOOO NNO to On CO O
OOO N« O
H M 00 NO
■ CO H NO

*F06I

On O. CO 00 CO Cl Cl 00
O On co co 00 O- O On

0 « C"t

to IN H H

t^00 CO d
NO no co cq

to 00 NO lOO''t^*OH cooo NO O O'

•C06I

On d d NO NO (N to
ci 00 O o t^NO

cq On On <n
to no O O’

On to O' On O NO to h On O
O' 0 NO 00 ONtOC"0 O 00 t-~

•2061

CO ONO Cl Ot^Nt-co
h 00 ON H C^nO Cl 00

o H to 00
't'O O no

CO d O', h

O' cq

NO <N OnC^O h Onh t^O im^c^NO
no NO d O' O tooo H tONO On00 00

1061

o NO 00 00

cq K On h

cq cq to
. t'-cQ oo

O d w
to co cq

O NcM
On O' i

cq O' cm to O' to co toco O On
d d O' COCO h CM Ch O On On

•0061

!>• co dCO 00
o t^NO 00 *h

CO f" H H
CO co H O

cq cq f-'NO 0"0 nO o-oo on
NO NO ■St d ON00 00 On h NO

O to to o-

hnO MJ

•6681

COM lO
H LOGO

X^ x>. H Q\ CQ

o X^vo 00 On

x>*gc i n x>*
H COOO cq

X^ M CO

^ x^oo o

OC'-o ^ ^ ^ ^ ^ ’

vO ioio O On O 00 Oni

On 1^00 00
O On tr.

’8681

co OnOO

H co t-~

co O 00 O to
On tooo NO

MC Nt CO O 00 O' to
HOONWlOf^MO

Cl ^ LO Cl 00 Mf^COH o
to to O 00 NO cm O

O' h to d
O' C'' OnOO

1681

00 O' i
O h ■

W 00 NO H
o NO to t~» O

IN O' CO h Onh O O
On OnOO nO conO d h

d to d co On d

U)tr, 't H d

OttN O
O' 0"0

d00 H Tj

0"0 OnOO

‘9681

U-J O' ON
O co d

cq d to to O
O t" to NO NO

Cl H l/iPONt « N ON
O CIOO O NfNO O O

H NO 00 H tNNO tO00 O' tO
to 1C) Nt o oo NtOOOO O' NO

S68T

o NO oo Cl to
o N to NO to

no cq coco to no
O' O 00 O' cooO r-

tOtOH O' Cq 00 Onh co O
to d to O 00 dMO h On nO

toco NO O'
On IOOO d

cq ci cq 00
0"0 00 On

1681

d- cooo no

cq cq c

i cq oo C

i to o to d d"

GO cq cq On no On to On to C

) fH.\o CO ON

IO .
II .
II .
IO .

to d- cq OnOO d- <N ci nO h

to U

HOC

) 0,00 iooo Tf t-

' o

•8681

h iovO cq

00 oo c^oo no On ON CN

I On to O

O ONNO

00 00 d- to o c

) h OnOO ci

O co tooo

tod’d’OOO'O O co 0"0 cq

IO

Ch o o N O' to CO H

1681

N NO d- cq

nO d"O0 ch ci no

• Tt X^»

00 0

H

CO

CO NO

On

X^

oc

O co Tt* o

H H H M

ifliflti h ooo h cq

to co

NO

to

Cl NO

00

00

cq

‘1681

ro ^ IO

■ 0

i co cq n

On h

to to

NO

o

H H

CO

IO

c

1

On co co C

H H M

NO

1 to cq H NO

O co

to d1

NO

NO

ionO

00

00

cq

‘0681

co w O

00

M _ Tt

H

nO co

o

cq

On cq

d-

o

X'»

o ci d- o

i-

O On

On

t}- cq

NO

to

0"0

00

On

x^

•6881

o d-oo oo

00

CO ON

O'

IO H

On

X^

cq to

cq

W

O' H H 00

IO ■
7 ■

vO

co cq

to

CO

to NO

00

, ‘8881

NO NO COOO

CO co

o

C"

to

H •

cq

co

Os O IOOO

H H

h On

On

co d-

E :

A"

1881

cq d- h d-

• cq

O' NO.

*>■

H

Tt * •

00

to

Cn On co

• to

00

cq c^o

CO

•9881

00 00 tONO

O to

Tt*

NO

On

00 Onh N

H

cq d-

to

CO

NO

X^

■UOIJBZIU'BSjO
jo aVcrT

Onh n O' tt) h iohnO OnOO N N o N n
NO 00 -Ch. N-GO 00 00 N N t-~ t-~ N-CO CO N
ooooooooooooooooooooooooootxioooo

co h COOO H C-~ t^-00 ONNO NCOH N

oo co co r^oo q^oo cnoo t^oo oo N-
ooooooooooooooocoooocooocooo

ci »>< 6 kJ • ; i !

Ph h? ^ ^ • • Ctj

.9

S i>> 3 - o ah

^ oi-1h g oft • <
^S-hwIhH^ ■ 1

SmOTJ3S

of eT U £ CO'S S T fe W
^■2 TO o Ah >H ^ «§

^ i < «S • o I a £ 'S a

oij S o „ “ Cl “

b o -2 m o gh o

^ o u o u 2 ^ gUrj

P O O O o M hW O o

S

Hta dd ta o 2 2 o o

<! U U U U Ph Ph A O W

S s
A d
d o

So

> O u

l-T M ^ °

•5^8?.gHs

• Hj dtj 0)

; O ^Ph

: S n-p.

w o
o o -4

pq tg H

A O -

m aj; o

bJ3
ctj

o .

u d
o

j_i d d

8°.S

°PKg1S«-g

T) fa. <-HH *■ ' • U

o !> o t/ljjfl] u

a d ^ a ;

i— i fcuo>— I o o d

o o o

9 2 ^ ^

<D " ^ ' ^ "

o

. d

^ £ 2 gj d .9

^ P « d o C

o o

o

JT . [H O ^ U

» gSo’S S o 8*1

SlSc-SS'-S"

^ 2 S’S-i fe S-5.S S 8-g

^ fe-g

D « hn “ o

50*

bD bUL

_2dn-(Ct3ddOr'qj<

A Si 2 SWH 2J

d .d .d .d .d .d u
-H^ o M1 bD bp.bP'bp O

u P S'S 3 S n u,u h.-Hg o o'n

13

Table V.— Annual Cost per $1000 and Average Age of Members.

VO Tj-

N VO to

tO •'t'O VO to Ov OWO 0\ to « K

*o

*o

t 2 I . 6o

§46.02 ■
42 . 84

32.40

§46 . 80

41 .28

22 .20
35-4°
32.04

24.00

00 0

VO O
t^OO

' VOO

• 00 • •
• d

0 t 000 *t - OOOONOOOMOVOOOOPI

0 0

O

^ 0 0 0

0 00 (N -^-00 • -u- 0 00 00 VO tN ^ OVOO tovo M

N O

CN CXO

CN VO tj-oo

o

iO

0 *n CO 00 CO * CO d 10 d Tf rf SO lOTt H (N M

0 00

0 w

^•00 VO Os

CO H H CO CO * CS M CQ d CO^CO^N H d d CO CQ d

CO CN

d m d m

<

Ov N vf O VOOO O

tS Ov Tf- N VO tO

Ov OvOO m 00 00 H 00 VO 00 K OMO O <0 to VO t^wvO Ov O 00 VOM Ov N

00 00 t^-00 VO VO OvOO to Tj-vo O O O W <0 vo O vO 00 owoto O' 00 h

t^vO to OH 00

to O' O' O' O <N (M 00 vo f^00 to w 00 VO O O Ov Ov

3 |-g

o

25 80

N 00 00 N O' O O V'' vovO

M O' t^vQ Ov O' OvOO

M (M 0 N N

N M W N N tN

N CH N N

*

d

*1

v*

^ c.

2

yd 2^

g s

0) fH

PQ

_ o

rt to

G U w

enc
*E5b g —
<u Bud
«

+JtH 1)

d 003

_ >£ §

O <u bfl.3

d

d £
.20
a

P d'

<D *

^ T3

iO

S &<
SSS

O c/a

K(D
<D

O d
w o
to o
OJ Ct3

£<

1*3

<D ^

<D <D

a a
<<

trt rt cti O

uouu

3 % 2
dig

^ C/3 rn
d <u 4=
2. nj

0*0 S

W Pd Ah

o J <j

'g o^h-1

^uK^^o. Q|

O O cd O ^

d^

Is

£«

^tfj_to_to«_to o
O 3 jd 3 jd 3 <8 o
bj MMMM bfl^5 ^3

g-s d'S dd^ O

dC

•2-oJ §

5§|1W

_ "3:Ah -a

« rg - &
d W S t3
.2 te'C 3
3 S

££ Ah Ah

u d o

Bl

<U O Ah

-d w

'o'd'd

O

O-S'd

• <D

212

§3 || o o
^ .SP o Jd d d

gvlvlll!

14

Rate increase each year. t Age 49. t Rate at age 60, $30. § Age 54. || Age 44

twelve orders show a ratio of less than ten in the thousand, while
no less than eight exceed twenty in the thousand. The figures for
1905 are presented in detail, thereby affording a guide to the relative
size of the several orders, as well as the figures upon which the per-
centages are based. It will be observed that magnitude of member-
ship does not protect the orders from an increasing death rate, and
many of them are in such a condition as to make their protracted con-
tinuance in business a source of alarm.

The millions upon millions of dollars distributed by fraternal orders
in the past thirty years and more have unquestionably been productive
of much good, but in order that the good work may be continued
without jeopardy it is necessary that radical measures be taken to
make every member pay the full cost of his insurance. In Table V.
it will be noticed that there is a wide variation in the scale of charges
for the same benefits, many orders still charging an insufficient amount.
Adequate rates is the only method of preserving many of these orders,
and they cannot afford to hesitate much longer before making the
change.

the

^PECTATOH
LOM PANT

INSURANCE PUBLISHER
NEW YORK.

THE SOUNDNESS
OF CANADIAN
LIFE INSURANCE

Entered According to the Act of the Parliament of Canada
in the Year One ThousandINine Hundred and Srx
{by W. B. Campbell, in the Office of^the
Minister of Agriculture

WHAT LEADERS SAY

Expressions of Opinion on the Subject of Life Insuranoe by
Prominent Canadians

(Reprinted from Office and Field, Toronto, July 12, 1906)

IT would be a poor compliment, indeed, to the intelligence of the people of Canada,
or to their just regard for their own interest, to say that there has been no disturb-
ance of public opinion in view of the investigation into life insurance now being car-
ried on by the Royal Commission, and the lively discussion that preceded and that
accompanies that investigation. But it is safe to say that if any other part of our eco-
nomic or financial system were so wantonly attacked and so closely inquired into as
is the case with Canadian life insurance to-day, the result would be, not a disturbance
but a panic. But anyone who will take the trouble to inquire can easily learn that
the people at large feel no hesitation about trusting the life insurance companies.
Their long record of solvency and fair dealing cannot be blotted out of the public
memory by the attacks of sensation-mongers, on the one side, or the efforts of the
law makers to find a true basis for new laws, on the other.

Office and Field has proven this public sentiment to its own satisfaction by
asking the opinions of leading men in every part of the Dominion, and herewith are
given the statements, by letter or interview, of many of these gentlemen. In not one sin-
gle case was any former believer in life insurance found who did not as heartily as
ever endorse the principle and wish well to the institution. Only one gentleman
declined to be quoted, and he for fear his words might be misunderstood as either
endorsing more than he cared to endorse, or as finding fault with things which he did
not disapprove. We commend the expressions of opinion here given to the consider-
ation of all in any way interested in insurance.

Though the list of those quoted might have been indefinitely extended, still, the
labor of collecting even so many endorsations as are here given, is much greater than it
would appear to be. Many gentlemen were quite willing to write contributions for this
symposium, but were so kind about it that we hesitated to seem to urge the neces-
sity for promptness. The letters of some of these gentlemen have been received too
late to be included, and others will probably arrive by later mails.

So far as possible we have avoided including in our list of contributors those
connected in any way with life insurance. But men prominently engaged in com-
mercial or public life could not be excluded for an incidental connection with some in-
surance company. If we were to exclude all who are connected in any way with life
insurance, we should be compelled to disregard some whose opinions will be read
with interest. The very fact that so many of our prominent men take a personal
interest in life insurance affairs, is proof of the soundness of the institution, for every
one of these men has pledged his reputation, if not his fortune — and, possibly a share
of that as well — to the soundness of the institution. -r

3

The strong endorsements given in the interviews and letters produced ring with no
uncertain sound, and may be taken as reflecting the general opinion.

Sir Wilfrid Laurier, G.C.M.G., Prime Minister of Canada, Endorses the Companies
and the Royal Commission

Sir Wilfrid Laurier, as head of the Government, is responsible for the appointment of
the Royal Commission on Life Insurance ; as head of the administration, the praise for a good
new law, or the blame for a bad one, will ultimately come to him. He has not been asked
to express his opinion upon the present situation, as he may be supposed to be awaiting the
report of the commissioners. It is notable, however, that he has publicly declared his con-
fidence in Canadian life insurance. His words are taken from a public address in the House
of Commons on March 12, 1906, in defence of the action of his Government in appointing
the Royal Commission, and also the choice of commissioners:

“Let me say, first of all, that, if we have appointed that commission, it is not because I
believe that such wrongdoing has taken place here as in the State of New York. I believe
the Canadian companies are unimpeachable; I believe they are honest, and that the investiga-
tion will show it. But, sir, the insurance companies should be like the wife of Caesar, they
should be above suspicion. There is no doubt that there exists in the public mind a certain
hesitancy, a certain disposition to believe that things are not quite all right in insurance. .

. . . . I have every reason to believe that, with the strong character of the commission

which we have appointed, the inquiry will be thorough and the light of a complete investiga-
tion will be thrown upon the operations of the insurance companies. And that is what we
want. We want to have the light thrown upon these matters. If there are offenders who
should be exposed, or if, on the other hand, as I believe, the administration of the companies
is thorough and honest, the truth, whatever it may be, should be known.”

Mr. R. L. Borden, M.P., Leader of the Opposition in the House of Commons:
Interviewed, Mr. Borden said :

“ All classes in Canada rely more or less on life insurance as a provision for those dependent
upon them. That anything should be radically wrong in our system of insurance or its
administration would be little short of a national calamity. The recent investigation in
the United States led us to expect a disclosure of abuses or irregularities in Canada. These
have been made apparent in some instances, but nothing has been discovered which would
unduly alarm any policyholder, or lead him to abandon his interest in any policy by
which he has made provision for his family. The report of the present commission is
promised for the next session of Parliament. It will be the immediate business of Parlia-
ment at that session to take the report into consideration, and to apply such remedies by
means of legislation and supervision as will prevent the future occurrence of the abuses
and irregularities which shall then have been exposed.”

Sir Charles Hibbert Tupper, K.C.M.G., says Life Insurance is a Particularly
Desirable Investment

Tupper & Griffin, Barristers, Solicitors, etc.,

Vancouver, B.C., June 8, ’06.

I write at your suggestion to indicate the view I take of life insurance both as a matter of
security and from the point of view of investment.

Life insurance is a particularly desirable investment from the point of view of a pro-
fessional man, as in most cases his business absorbs his attention, leaving him compar-
atively little time to look properly into personal investments of a more complicated
nature. Considered as a security for one’s family, I regard it as particularly valuable for
people who are receiving a salary or have only a limited income from any source.
There is no other method by which a small annual payment will provide with so much
certainty such a large amount for persons dependent upon the policyholder.

Yours truly,

Charles Hibbert Tupper.

a

Hon. Senator Watson Not Worrying About Results

Hon. Senator Robert Watson, Portage la Prairie, Man., interviewed, said:

“I have always carried life insurance, and am keeping my policies in force and not
worrying about the results.”

Asked as to the investment and results of his policies, Mr. Watson said: “I take

insurance for protection rather than for investment returns. In that, I think, I am
like most people. I have had returns from my policies and I suppose they are what they
ought to have been. But, even if there were no such returns, so long as life insurance was
as solid as that which I believe the regular companies carrying on business in Canada
are offering, I would stick to it for the protection it gives.”

Honorable, the Leader of the Opposition in the Senate, says the Investigation
Will Make Companies Stronger Than Ever

Hon. Senator Lougheed, Calgary, leader of the Opposition in the Senate, interviewed

said:

‘ ‘ I have not read anything in the course of the present investigation that should cause
one who has taken out policies of life insurance in an established company to have any ap-
prehension as to their payment. Disappointment may arise as to the anticipated profits,
as most invariably is the case, but this is quite distinguishable from the fixed amount
stipulated by the contract to be paid.

“The present investigation of the life insurance companies is just such an investiga-
tion as is made at times into the conduct of other lines of financial business in which
the public have a substantial interest and over which the Government exercises the
right of inspection.

“ The effect of this must be to remedy abuses that may exist and make the business
stronger than ever.”

Ex-Mayor Cooke of Ottawa says no Mixing of Insurance with Politics in Canada

Fred. Cooke, ex-mayor of Ottawa, and Canadian correspondent of the London
Times :

“The investigation before the Armstrong Committee proved a connection between
some of the life insurance companies and one political party in the United States. This
seemed to me such an outrageous thing that I wrote to the president of one company in
which I am a policyholder protesting against money partly contributed from outside the
United States being devoted to the political affairs of that country. I believe it is not even
suggested that any money of Canadian companies has been devoted to political campaign
funds. Any other abuse that may exist, as for instance, too high an expense rate, or
anything of that kind, is an evil within the business itself, and can easily be dealt with.
The results of the present investigation must be to strengthen and improve our life insur-
ance system.”

Forceful Words From One of Canada’s Leading Divines

Parsonage St. James Methodist Church,

205 Mance Street,

Montreal, June 21, 1906.

In reply to your favor of 19th inst., I may say that I am a firm believer in the prin-
ciples of life insurance properly applied. I know of no method to-day by which men, whose
income is a salary, can. better provide for old age or against the privations which often
follow the. removal by death of the bread-winner of the home than by a carefully^selected
insurance policy taken out at an early age. It combines provision for all emergencies
with a safe and profitable investment of a small amount every year. I hold it to be a duty
imposed upon every true man to make provision for his family, and I know of no better plan
by which such provision can be made than in this way. I have always advocated this
amongst my friends, and practised it myself. Methods are so numerous and the whole sys-
tem so varied, that a plan may be selected to suit every case. He is guilty of neglect who

5

fails to secure himself against loss when the opportunity of doing so is always at hand. The
determination of the Government to see that the protection offered is genuine, is one that
commends itself to every thoughtful mind. ‘‘Wild cat speculations” in stocks and “haste
to get rich” investments have no place in a system that proposes to protect the homes of
this country. A well-regulated insurance company doing business carefully and honestly,
making no promises that are not kept, and holding out only those inducements which can
be realized, is an institution worthy of a place amongst those which make for the prosperity
of the nation and the welfare of the individual.

W. R. Young.

A Serious Public Calamity if Life Insurance Could Not be Depended Upon

J. G. O’Donoghue, Toronto, Counsel for the Trades and Labor Congress of Canada,
interviewed, said:

“Life insurance is being more and more resorted to by workingmen for the protection
of those dependent upon them in case of their own removal by death. If life insurance
could not be depended upon to give results, it would be a serious public calamity. A
great deal of indignation has been expressed by working people because it has been proven
before the New York investigating committee that some of the companies had used
their funds to contribute to a political party. That is an abuse that cannot be tolerated.
It seems to have been proven, however, that the American companies are financially
sound, and, presumably, the Canadian investigation will result in an equally good showing
for the companies carrying on business in Canada.”

A Leading Business Man in Montreal a Firm Believer

Montreal Transportation Company, Limited,

Grain and General Forwarders,

J. A. Cuttle, Managing Director,

Montreal, Que., June 21, 1906

I am a firm believer in the necessity of life insurance for all classes, except possibly for
the very wealthy. But the public should be protected by thorough Government inspection,
and a law passed that will safeguard the nature of investments made with the money be-
longing to the policyholders, and I feel sure that the recent investigation made by the Gov-
ernments both here and in the United States, will tend to awaken sufficient interest to pre-
vent a repetition of the reckless expenditure which has heretofore too largely prevailed.

J. A. Cuttle.

A Prominent Banker’s Views
The Sovereign Bank op Canada.

Office of the 2nd Vice-President and General Manager.

Montreal, June 20, 1906.

Referring to your enquiry regarding the general subject of life insurance, I beg to state
that in my opinion — with the exception of a few abnormally wealthy individuals — every
man should carry a certain amount of life insurance. It affords protection to his family, as
well as to his business, and is a source of satisfaction to himself.

There are two things that I have long believed every man should have. First, a sav-
ings bank account, and secondly, a life insurance policy. The man who has both of these,
even to a moderate extent, can fearlessly look the world in the face.

D. M. Stewart.

From One of Nova Scotia’s Best

Rhodes, Curry & Co., Limited,

N. Curry, President,

Amherst, Nova Scotia, June 26, 1906.

Referring to life insurance investigations that have lately been held in Canada and the
United States, it seems a great pity that these very necessary house cleanings in life insur-
ance cannot take place without scaring so many of the policyholders, and the worst of it is,

6

that those who have dropped their insurance, need it much more than those who hold on.
The well-informed man knows that while there have been some large irregularities in the
management of some of the American companies, and some small departures from strictly
correct management in some of the Canadian companies, that practically all the companies
are adding steadily to their assets, and are in a vastly better position than they were ten
years ago. And now that the companies that were extravagant are being placed on an
economical basis, life insurance must surely be a better and safer investment than ever be-
fore. I believe that life insurance is the safest and the surest way that a man can provide
for the future of his family, and I would strongly advise any who have allowed policies in
regular life companies to lapse, to at once take steps to have their insurance put in force
again. And it seems to me that the managements of the insurance companies, being largely
responsible for the scare, should reinstate all old policyholders upon payment of past due
premiums.

Nathaniel Curry.

President of Board of Trade of Ottawa a Believer in Insurance of Every Kind.

Life Insurance in Canada Stronger than Ever Before

Mr. Dennis Murphy, President of the Ottawa Board of Trade, President of the Ottawa
Transportation Company:

Interviewed, Mr. Murphy said: “Believe in life insurance? Yes, and in every other
kind of insurance. Without the protection that insurance affords, business would be im-
possible. I have always carried as much life insurance as I could afford to pay for, and
have seen nothing concerning the companies carrying on business in Canada that would
cause me to change my plans. No man of sound business judgment, who could use life insur-
ance before the present investigation, would think of doing without it now that the investi-
gation is taking place. Defects in the working of the system may have been shown, but
those defects can be corrected, and it is in order to correct them that the investigation has
been held. Life insurance in Canada is stronger to-day than it has ever been before.”

Strong Endorsation From One of Canada’s Leading Wholesale Merchants

Toronto, July 9, 1906.

I consider it the duty of every business man to protect his business and his family by
adequate life insurance in an A1 company, the best company he can get. We all insure against
fire, which may never occur. Why should we, therefore, neglect to insure against some-
thing that is bound to fall to the lot of us all? I consider life insurance in an A1 company
the best security a business man can have, and a security which should not be delayed a
moment if he is able to obtain it.

J. Macdonald.

Hon. Senator McMullen says the Laws of Canada Carefully Guard the Rights of

Policyholders

Interviewed, Hon. Mr. McMullen said: “No system or institution of our modem life
enables the ordinary man to provide protection for those that are dependent upon him as
certainly and as easily as does life insurance. It would be a pity, it would be a national
disaster, if any considerable number of our people failed to keep themselves protected be-
cause of the present excitement with regard to this subject. As to the investigation into
the management of life companies in Canada, that was made necessary by the revelation
in the United States of the methods followed by some companies there in handling the funds
entrusted to them by their policyholders. I am glad that the investigation has taken place.
It assures the continued stability of the companies carrying on business in Canada and shows
that the laws of our country carefully guard the rights of the policyholders. There has not
been in fifty years in Canada a case of a stock life insurance company failing to meet its obli-
gations. This is a splendid record. The keen competition of recent years among life com-
panies has led to the adoption of rebates on first premiums as a means of securing business.
This is not a sound system, and, even though rebates have been paid out of accumulated

7

profits, it would be much better if the law provided against the continuance of this system.
It might be well, also, in the interest of the policyholders, that a strict audit of each com-
pany’s business should be made by government officials, all audits and annual statements
to be under oath. The investments of the companies should be confined to annual revenue-
earning securities — speculative securities of every kind being barred. At least, this should
be the case with regard to the companies’ reserves. They might be allowed greater latitude
with their surplus funds. In any case, the directors should not be allowed to invest the
money of the company in stocks in which they are personally interested.”

“ Every Man Should Carry Life Insurance,” says President McNaught
The American Watch Case Co. oe Toronto, Limited,

Toronto, June 13, 1906.

In reply to your inquiry as to my views on life insurance, I may say very briefly that in
my opinion life insurance is something which every man should carry. In fact I would
regard it as criminal for a married man, who is not absolutely independent of fortune, to be
without adequate life insurance.

I would also venture the opinion that the primary necessity in life insurance, is absolute
security. Cheapness is only a secondary consideration, and a few dollars more or less should
never be allowed to stand in the way when security is in question. No man can afford, nor
would he desire, to leave the future of his loved ones dependent upon the problematical or
speculative success of any insurance company.

In regard to the amount of insurance which one should carry, it must depend entirely
upon his circumstances in life. As a general rule, however, I would say that every married
man should endeavor to carry enough insurance to ensure his wife and family occupying,
as nearly as possible, the same position as during his life-time, even if he has to sacrifice some
comforts to do so.

W. K. McNaught.

A Prominent Halifax Merchant says Young Man’s First Duty is to
Buy Endowment Life Insurance

H. W. WentzEEL & Co., Wholesale Grocers and Tea Importers, Barrington:

Halifax, N.S., June 8, 1906.

From observations extending over many years, I have come to the conclusion that about
the first duty for a young man is to buy as much endowment life insurance as he can carry,
for I have seen two different kinds of calamities befall many people who might have had
insurance and yet failed to carry any. First, I have seen young men squander their money
and then in a time of need have nothing to fall back upon ; and, secondly, I have seen depend-
ent ones left destitute because the bread-winner was not thoughtful enough to provide them
the protection which life insurance affords. Protection, of course, is the chief purpose of
insurance, and every young man should think enough of and for those who may now or later
be dependent upon him, to secure enough to make the battle of life less stern should he be
called upon to leave them. This, I think, is so self-evident that it needs no elaboration.
But the beauty of endowment insurance is that it not only provides protection, but, in a good
company, is an investment as well. From my own experience of such insurance, 1 should
say that the insurant gets, first, protection to the amount of the face of his policy, and then
the sum he has paid in during the endowment period plus a sum equal to the interest on
that amount at something more than the bank rate. So endowment life insurance
not only provides adequate protection, but is a sort of compulsory saving system — a man
can’t help saving money when he invests in such policies. To my mind, insurance accom-
plishes a great deal when it makes young men thrifty, for thrift seems to be one of the hardest
lessons young men have to learn. I am aware that some will say, that they can make more
out of their money than by investing it in this way. I admit that shrewd young men can
probably do so, but I emphasize the word “shrewd,” because I find there are very few to
whom this adjective can be applied. And, anyway, even the shrewd young man should have
‘■’ome endowment insurance, for he will be sure of that, and when he has enough, then he can

8

consider whether he will engage in legitimate speculations with whatever other surplus he
may have. If I were starting life over again with the knowledge that experience has taught
me, I would buy more endowment insurance than I have had.# And now I would advise every
young man to carry as much endowment insurance as his circumstances permit, and even'
if he thinks he can, after he has a certain amount, do better in some legitimate speculations,
I would advise him to try more insurance instead, for insurance in reliable companies is a
sure thing, and outside of it shrewdness often fails .

Howard W. Wentzell.

No Uncertain Words From the Bench

County Judge’s Chambers,

Brantford, June 12, 1906.

Life insurance for a man of moderate means brings more peace to the soul than
any other form of investments. There is always present the feeling that you have protected
the family as far as you could afford in case of death, and now, under systems in vogue,
if you live an income is getting ready for your old age.

Keeping up your insurance gives you more happiness in spending the balance of your
income, because you feel you have first done your duty.

A. D. Hardy.

Far Away Yukon Testifies

Alfred Thompson, M.D., M.P., Yukon Territory, Dawson City, interviewed, said:

“As a result of the investigations in the United States and Canada into the methods of
carrying on the business of the large life insurance companies, there seems to be a panicky
feeling among policyholders as to the future of life insurance and the value of their present
policies. This has led, in a number of instances, to lapse of policies through non-payment
of premiums. I think this is unwise and unwarranted. I am heavily insured in one United
States company, and less so in one Canadian company. Both of these companies have been
under the limelight, but I am still going to pay my premiums. I may not get as much profit
on my investment as they wanted me to think I would, but I have not the slightest doubt
that I shall get a fair return on my money — they are both endowment policies — and be well
insured all the time. I am satisfied that the bona fide companies have enough assets to
settle all claims, and that the recent investigations, instead of weakening these assets, will
make them stronger, for from now on I expect to see the business better administered.

Alfred Thompson.”

Secretary Stewart a Firm Believer

Canadian Manufacturers’ Association,

Toronto, June 4, 1906.

I quite endorse your effort to stimulate the development of life insurance on correct
principles and on an absolutely sound basis. Life insurance is much too serious and import-
ant in all its relationships to human affairs to warrant any uncertainty of its efficacy or
reliability. It is equally as important that no lack of confidence should be shown by the
average policyholder, arising from the enquiries now being conducted by the Royal Com-
mission, that would result in the discontinuance of a single policy.

J. F. M. Stewart,

Secretary Canadian Manufacturers’ Assn.

Life Insurance a Necessity to All Classes
Dale & Co.,

Montreal, July 3, 1906.

In my opinion life insurance is a necessity to all classes. The working classes
need it. It is all very well to say that they find it hard enough to get along without
any extra expense, but how much harder would the family find it should the bread-
winner be removed by death, and no life insurance to fall back upon. It is needed by
the middle classes, as by the payment of the first premium an estate is created of a mag-
nitude that could not be accomplished by a man of moderate means in any other way

It has been well said that the man of moderate means finds it harder to get along in this
world than the laboring classes or the wealthy, as it is absolutely necessary for him to keep
up a good appearance. A small portion of his income should enable him to provide for
his family through a life insurance policy in case of his death, and leave the balance of
his income for him to live on.

The comparatively wealthy man is probably the hardest to convince that life insurance
is a necessity. He can, no doubt, invest his money in enterprises that will bring larger
returns than life insurance if he lives, but who knows how long he will live, and a small
portion of his money invested in life insurance would give a larger return than any other
investment to his family in case of his death and would give a very fair return in the event of
his living until the maturity of his policy.

Life insurance stimulates thrift, as the assured knows he has to pay a certain amount
at a certain time and in probably ninety-eight out of a hundred cases the indebtedness is
met. I carry all the life insurance possible at the present time, and have every intention of
increasing it as time goes on, and can heartily endorse it to all.

Walter L. Dart.

A Chief Superintendent of Education Endorses Full Stability of Companies

Education Office,

Fredericton, N.B., June 12, 1906.

I have followed with care the proceedings of the Commission recently appointed to in-
quire into the management of Canadian insurance companies. None of the evidence that
I have seen has revealed any irregularity of a character to cause reasonable anxiety as to the
stability of the companies whose affairs have been under review.

Managers may have in a few instances erred in judgment in regard to certain investments,
but there is no evidence of intentional dishonesty on the part of directors or managers, and
no serious loss has resulted from bad investments. It would be unwise for policyholders
to allow their policies to lapse because of apprehension as to the financial soundness of the
companies.

J. R. Inch,

Chief Supt. of Education for New Brunswick.

A Well-Known Crown Official Recommends Life Insurance

County Crown Attorney’s Office,

Brantford, June 12, 1906.

My view in regard to life insurance is that a policy in any of the leading life insurance
companies of Canada will prove a very good investment for any young man desiring to
invest surplus funds, in addition to the fact that a life risk is carried in the meantime.

The annual payment is usually easily made, and if any self-denial is caused it usually
proves good discipline for the insurer.

I have no hesitation in recommending life insurance.

A. J. Wilkes.

Mr. Blue a Firm Believer in the Utility and Economy of Life Insurance

Archibald Blue, Chief Officer of the Census and Statistics Office of Canada:

Mr. Blue, interviewed, said: “You ask if I believe in life insurance? Surely I do, and
my only regret is that at my time of life I am not carrying more. I have been reading the
reports of the Government Commission, and in my judgment nothing has been brought out
yet to alter my opinion on the utility and economy of life insurance. No doubt mistakes
have been made, some of them due to carelessness and some to i gnorance. But nothing has
yet been elicited by the Commission to show a serious condition. Wherever mistakes have
been made, they can be mended, and, no doubt, the investigation will have that result.
There was a time in our own country and in the United States, thirty or forty years ago,
when the business was recklessly carried cm — when insurance companies were making so

10

much money that they were careless how they invested it, and many of them went to the
wall. I recall a number of instances where men had been carrying policies thirty to fifty
years, only to find, in extreme old agb,‘ that their companies had become bankrupt and that
all their hopes of leaving a few thousands for widow or children had vanished in air. In
practically every case those were American companies, and their failure taught our Parlia-
ment a wholesale lesson in trying to make life insurance secure.”

The Only Means by Which Protection Can be Secured for Dependents

Mr. George; S. May, M.L.A., of George May & Sons, Wholesale Leather Dealers,

Ottawa, Ont.:

Interviewed, Mr. May said: “1 have always been a strong believer in life insurance.
It is the only means by which protection can be assured for dependents so far as a very large
class of our people is concerned. Even if some better system could be invented, it would
require many years to bring that system to perfection and make it as widely known as life
insurance is known to-day. Errors or shortcomings in the management of life insurance
companies are matters for study by the law makers with a view to improving the laws on this
subject, and not a reason why any man should give up a policy he now holds or refrain from
taking a policy which is offered to him on fair terms. I have no doubt, that, as a result of
the investigation and the changes in the law which will be made as a result of it, our life
insurance companies will be stronger, more vigorous and more successful than ever.”

Protects the Family From Want

The St. Croix Soap Manf’g. Co.,

St. Stephen, N.B., June 5, 1906.

Limited payment premium plan, with annuity payments of sum insured when policy
becomes a claim, seem to me makes the ideal protection insurance. This method of paying
to the beneficiary insures the investment of the money which is a strong protection to the
receiver, and thus carries out the theory of life insurance to protect from want the family.

J. E. Ganong.

“The People of Canada Not Blinded,” says a Leading Peterboro Lawyer
R. F. McWileiams, B.A., LL.B., Barrister and Solicitor,

Peterborough, Ont., June 25, 1906.

I have no hesitation in saying that I regard life insurance as a necessity. It affords a
reserve of safety and protection which ought to be the first consideration before any man
engages in business ventures the success of which is, in almost every case, not wholly in his own
control. I am glad to see that the attacks on the methods of many of the companies have not
blinded the people of Canada to the value of insurance nor stopped the progress of the Cana-
dian companies.

R. F. McWilliams.

A Policy of Life , Insurance Should Issue with Every Marriage Certificate

J. Hugh Peattie, Manufacturers Agent,

Montreal, June 28, 1906.

How one’s opinions change! A little over twenty years ago, when a party began to talk
to me about life insurance, I would not listen even long enough to find out what company
he represented. But when I got into business and found how essential to one’s success at
times fire insurance was, and how necessary in many respects towards business credit, I
began to think how foolish it was to act in such a set way, and to wonder if it would not
be well to get a little insurance on my life, in case of my going into partnership with a young
lady. When I got this far it did not take me long to make inquiry as to a good company,
then I asked the agent to be sent around, and took out a policy which, 1 am glad to say,
became a “paid-up policy” last year. Since then, as opportunity opened up, 1 have taken
out policies as I thought I could meet the payments, for I have felt if I could not spare a

11

little of what money I am able to make for this purpose, if I were carried off, what would
my wife and family do?

I might say that I am so much impressed with the benefits of life insurance to feel that
1 would like to see a law enacted, so that when one went to get a marriage license, or to
get “called in church,” that he had to show his insurance policy as a proof that he intended to
not only take care of his wife while living, but that he had made provision for at least a small
amount for immediate wants should he be called away suddenly.

Many a person has been helped, by having a paid-up policy when he required a little
money to carry some effort through to success.

One might possibly save and invest in profitable ways, but how often they turn out the
other way, and if one has a premium to meet there is generally provision made for it. To sum
up, I do some travelling, not so much as I did years ago, but when on the train I think I sleep
much better and rest more quietly, knowing that if an accident happens and it is my last trip,
I have both life and accident insurance that will not leave those I leave behind without some
assistance to help them bear the burdens of life. Trusting this may encourage some one to
insure.

J. Hugh Peattie.

Forceful Words from a Roman Catholic Clergyman

St. Peter’s Church (R. C.)

572 Bloor St. West,

Toronto, June 28, 1906.

My attitude towards life insurance is just what it was, namely, I am convinced that
it is one of the most necessary and laudable of our modern institutions. A life insurance
policy is to my mind a policy of industry and sobriety; hence I am always glad when I hear
that a young man of my flock holds such a policy, in these days, when there are so many
attractions (and I am speaking only of those of an innocent character) each offering special
inducements for the spending of money. I regard life insurance as the brake which keeps
men from travelling at too fast a pace, and averts disaster at the close of the journey. To
say that life insurance is as important to society as the air brake to a train, is not to my mind
an exaggeration.

Anent the recent investigation, one point which I regard as of the utmost importance
has not, as far as I can see, received due prominence from the press. Illegal transactions
have been uncovered. But in some cases, at least, these transactions were the result of nar-
row laws — laws unduly restricting freedom of investment — laws passed ere our present com-
mercial expansion was dreamed of. It is anything but fair to dwell on some features of
the recent investigation and to leave considerations such as I have mentioned altogether
out of sight.

I trust that the upshot of the examination now going on will be a comprehensive and
generous measure of legislation which will clear the air and leave life insurance all the stronger
because of the few dead twigs which have been swept away.

L. Minehan.

A Prominent Montreal Physician says, “Heirs Receive Insurance Money at Once,

and in Cash ”

Westmount, June, 1906.

There is one feature of life insurance that has greatly impressed itself on my mind, and
which ought to be remembered by those who have the responsibility of a family to protect,
viz.: That on the death of the bread-winner, the heirs receive the insurance money “at once
and in cash.” This is an important factor, when the chief support of the family is taken
away. Medical men often see the advantage of this feature of investing the savings of the
household. Many families are comfortable and prosperous, while the father lives, because
through his personality his business is a profitable one. When he dies the business is fre-
quently worth very little, and this little cannot be turned into cash to advantage. This
fact should be remembered by the multitude. J. A. Hutchinson, M.D.

12

Prominent Brantford Citizen Insured for Over Thirty-five Years

The Beaver Oil and Gas Co., Limited,

Brantford, June 12, 1906.

Have been insured in different companies for over thirty-five years, and firmly believe
that life insurance in good solid companies is one of the best investments that anyone can
procure. Believe that every young man should have his life insured for some amount, as
life is very uncertain, and history shows that the amount of money paid by insurance com-
panies to those who are left behind has been a great benefit to them and to the world.

Edward L. Goold.

No System on Earth Devised to Offer Better Protection and Provision

Lucas & Sims,

Montreal, June 28, 1906.

I do not believe that any svstem on this earth has been devised to better protect the
individual or to benefit and provide for the bereaved on the death of their bread winner,
than that of life insurance. About nine years ago, I obtained from one of the leading Can-
adian companies, policy for $2,000. After considering the subject, I decided that insur-
ance policies on my life were the best provision I could make, under all circumstances, for the
support of my family in case of my death. I then secured another policy for $3,000, and
subsequently another for $5,000 on the 15-year endowment plan. Furthermore, so thoroughly
was I impressed with the benefits of life insurance, that I had my three sons insured for
$1,000 each.

Although born in England, I am now a Canadian, and have every confidence in Canadian
insurance companies. They are doing good service to the public and the latter should recog-
nize the same.

A. T. Lucas.

Insurance Now Placed on a High Standing in Confidence of Canadian Public

G. W. Hall, Physician, Surgeon, Etc.,

Little Britain, Que., June 16, 1906.

The manifold blessings accruing to society and individuals from life insurance, are ap-
parent every day. The result has been that the realm of mere conjecture has been removed,
and insurance is now placed on a high standing in the confidence of the Canadian public.

Personally, I have every confidence in life insurance, not only as a protection to our
families but as a good sound investment, so much so that I have placed a number of thou-
sands on my life.

I would strongly advise everybody of a sound constitution to place some insurance on
his life as a family protection, and as a thoroughly sound investment.

G. W. Hall.

[Short But to the Point

Treasurer’s Office,

Brantford, June 12, 1906.

To Whom it May Concern:

I am a strong believer in life insurance, and my experience from an investment stand-
point has been satisfactory.

Arthur K. Bunnell.

Outspoken Testimony of Prominent Divine

Montreal, June 27, 1906.

I have been asked — as one altogether outside the ranks of those engaged in the life in-
surance business — to write a few words of personal commendation, endorsing life insurance
generally.

I have in the course of my ministry come in contact with good, earnest people who object
to the whole plan of such insurance — who have scruples of conscience against the idea of

13

attempting to take the future of their dear ones into their own hands, and thus demonstrat-
ing a want of real faith and trust in divine Providence. It is not difficult to prove to such
people that the logical outcome of this position strikes a blow at the whole validity of own-
ership of property or money, and their transmission from one generation to another — surely
an act recognized and approved in Holy Writ.

Apart altogether from its “protection” (a very important part of it) — a life insurance
policy is about the best and safest “investment” which the average man can make.

Many sad cases of real want and abject poverty — arising from failure to provide just
such needed provision, which have come under my own observation — have led me to speak,
and, as in this case without any invitation from yourself, to write earnestly in the interest of
insurance. Especially do I urge action upon the minds of young men who are just enter-
ing into the responsibility of family life.

Much has appeared in the press about the dishonesty of life insurance administration,
and many have had their confidence upset by this. While a certain proportion of these
reports may be true, almost entirely in the case of foreign companies, I feel every satisfaction
as a Canadian in saying, that, in my opinion, anyone contemplating insurance, can with
confidence place their investments with any of the larger Canadian companies and be sure
of receiving honest treatment.

If this testimony, freely given, should be of help to any who are seriously considering
the question of providing for the future comfort of their dear ones, I shall feel amply repaid.

Frank Charters,

Rector of St. Simon's Church.

An Able Physician Thinks Business of Companies Will Increase

Lindsay, June 26, ’06.

There is no reason why the companies doing life insurance in Canada should not increase
the amount of new business in 1906 over that for previous years.

The recent investigations in United States companies and Canadian companies give
the policyholders of Canadian companies a security and confidence in the reliability of
our Canadian companies, and a further assurance of a wakeful Government supervision.

I have as much confidence in a Canadian life insurance company as I have in a Canadian
chartered bank, and I unhesitatingly give both my patronage.

F. Blanchard, M.D.

A Member of the Press a Firm Believer in Insurance and the Staunchness of Insurance

Companies

The Peterborough Examiner,

Peterborough, Ont., June 28, 1906.

I have a very firm belief in the wisdom and advantages of life assurance. I regard it as
the best practicable way for persons especially of moderate means of providing for a man’s
family or dependents, when his contribution to their maintenance is withdrawn by death.
So far as Canadian assurance companies are concerned, and in the light of recent investiga-
tions, it is a safe investment; it compels the practice of thrift and saving. No other form of
saving money can compare in the way of safety, and giving a feeling of certainty in the event
of death, with that which is practically compelled by life assurance.

F. R. YokomE.

Helpful, Inspiring Words From a Leading Merchant Down by the Sea

E. K. Spinney, Hardware and Iron Merchant,

Yarmouth, N.S., June 12, 1906.

“ A good deal of attention has been given the past few months in the public press to the
unfortunate conditions surrounding some of the larger life insurance companies of the United
States. It is well that the widest publicity be given to the irregular methods employed by
the management of these companies, and it is imperatively necessary that the legislative

14

bodies of each and every country should enact and enforce laws which will give to the policy-
holders full and ample protection.

“ Many a business man has been assisted over financial difficulties by the existence of a
life insurance policy, which his bankers are always willing to accept as good and sufficient
collateral for temporary loans.

“ The comfortable and happy homes of the departed husband and father, whose recogni -
tion of his responsibilities prompted him to avail himself of the protection extended by life
insurance companies, are the best monuments that could be raised in their honor, and no
stronger argument could be brought forward to establish the virtue of life insurance."

E. K. Spinney.

Editor of the Vancouver World Speaks

Hon. C. W. Higgins, editor of The World, Vancouver, B.C., ex-speaker of the British
Columbia Legislature, and a literary man of eminence, author of “The Mystic Spring," and
“The Passing of a Race," is among those whose letters on the subject of life insurance were
received too late for use in our Anniversary Number. The statement of Hon. Mr. Higgins
is so particularly strong and convincing that it is given here in full :

^ In reply to your inquiry as to my opinion of life insurance I beg to say that I have always
been a great believer in the principles of life insurance, and with the flight of years my con-
victions have been deepened. Indeed, I can hardly see how modern civilization could be
maintained with the science of life insurance eliminated. Primarily, as protection is a neces-
sity to all men, nothing can take its place. I have personally known many instances where
bread-winners, having insured their lives, left policies which, when realized, were sufficient in
amount to maintain their wives and children in comfort, sometimes in luxury, for the re-
mainder of their days. There are hundreds of instances in this province which might be
cited as examples. An insurance policy in a good reliable life company is the best conceiv-
able method for providing for one’s family. It is preferable to a savings bank because the
profits are larger and the security is as good. As an investment, life insurance has been a
Godsend to multitudes of people the world round. I fully endorse the statement made by
a British Columbia judge some time since, that “in my opinion life insurance has done more
for the human family in the last fifty years than any other science or invention "

I wish all honorable men who are engaged in the great work of life insurance every success

D. W. Higgins.

15

Published by W. B. Campbell
Insurance Publisher
Toronto

FOR AGENTS5 USE ONLY

Published by the Imperial Life Assurance Co’y of Canada

ssT©-ivi©rr©w

Procrastination, Irresolution, Languidness, Weakness of
Character : these are the milestones on the broad road that
leads over the precipice of failure called “To-morrow.”

How many Imperialites ean honestly say that the word
“ to-morrow ” has not interfered with their lives ? A thing which
has no real existence; a day which you may never see, is
“to-morrow.” Yet how often you wait for that day which will
never be here!

You should begin some new work, and you think you will
begin it— “ To-morrow.”

You ought to canvass a certain person for insurance, and you
think you will do so “To morrow.”

“To-morrow” is the soft lounge on which the weak human

will lies down to rest.

Scores of Imperialites say everyday, “I mean to work
harder and write more business. I will begin ‘to-morrow.’”

There is no need to spin out into words an analysis of the
world-wide “thief of time.”

Take this for your motto: “I shall not think of to-morrow,
for to-morrow may never come. My only possession is to-day, and
I will do all I ean in it. I shall be found at work 6 To-day.’ ”

Wrapped up in the word “To-morrow” is to be found the
cause of most failures. The man who acts on the principle of
“ Do it now ” will reach his desired goal long before the man
who habitually defers until “To-morrow” shall have started.

Imperialites— Use the present for its full worth, for “To-
morrow” will steal your time and rob you of success.

Be Alert— Get Busy— Do it Now.

Selection of Life Risks and How Agents May Help.

In “ The Life Insurance Educator,” there appeared recently a very
valuable article under the above heading- by Dr. F. L. B. Jenney, Medical
Director of the Federal Life Insurance Company of the United States.
Believing that his paper should prove of interest and assistance to our repre-
sentatives, we propose reproducing it in the next two or three numbers of the
Agents News. The article begins as follows :

“ It is the Medical Director’s aim to make a just and proper selection ;
and to this end he calls to his aid all possible assistance, whether from agent,
examiner, actuary or inspector. No case is turned down except after mature
deliberation. Notwithstanding the care shown in the selection of risks, life
companies have experienced an unreasonably high death rate during the first
two policy years, particularly from tuberculosis or consumption. The Mutual
Life compiled its mortality record from 1843 to 1898, inclusive, and found that
among young lives, aged 25 to 30 years, who died of tuberculosis, 30 per cent,
died during the first two policy years. In spite of the careful Home Office
selection, companies find that their loss from tuberculosis equals, or even
exceeds, the percentage of loss in the general population. Tuberculosis costs the
“ Old Line ” companies alone at least $9,000,000 annually, and this tremendous
loss is for the greater part absolutely unnecessary, and due to the admission of
persons already infected. In a general way 10 per cent, of all losses that are
paid are on policies that have been in force less than one year.

It has always been my opinion that the greater part of the selection of
the risks should be made by the agent, and that only probably insurable risks
should be taken before the examiner. Of course, fine-looking subjects are now
and then rejected because of some physical impairment, but such cases are
comparatively few in number.

To assist agents in selection of suitable risks, I desire to place before
them a few facts and ideas that I think will be found useful.

These suggestions I have divided into occupation, height and weight,
reputation, habits, general appearance, the gait, personal history, family
history and previous rejections.

OCCUPATION : The rules laid down in the rate book should be carefully
studied and followed. No “ prohibited risks” should be written until the case
has been submitted to the Home Office, with full particulars regarding the
risk, and permission received to have the prospect examined. Prospects engaged
in hazardous occupations should only be written in accordance with the*'
instructions as laid down in the rate book.

In stating an applicant’s occupation in the application, I request that you
use only definite and explicit terms, such, as will give the exact nature of the
occupation. General terms, such as Merchant, Salesman, Manufacturer,
Clerk, etc., should be avoided. If an applicant is engaged in the liquor traffic,

2

he should be made to state whether wholesale or retail, and whether or not
there is a bar on the premises, and whether he tends bar, even if only
occasionally. This is also true of restaurant, cafe and hotel proprietors.
Very recently we received an application which stated that the subject for
the insurance runs a restaurant. The inspection developed the fact that he is
a saloonkeeper, and that the only restaurant attached to the place is a free
lunch counter. This application- was taken for a Five Year Convertible Term
and Life Policy, and the agent was advised to secure an application for a Ten
or Fifteen Year Endowment Policy, or the medical expense would be charged
to him.

Inquiry should also be made as to whether or not the applicant intends
changing his occupation, or intends travelling or residing outside the temperate
zone, and information should be given the company.

HEIGHT AND WEIGHT: Permission must be obtained from the com-

pany before an applicant is examined who exceeds the limit of weight allowed
to a man of his height and age. This also applies to any applicant weighing
225 pounds or more, irrespective of his height.

Generally speaking, if a man be thickset, hard, muscular, and big boned,
his personal and family history above suspicion, his habits temperate and his
digestion good, his waist measurement less than that of his chest, he may
safely be allowed a margin of from 20 per cent, to 25 per cent, above the
standard weight. Anything more should call for special rating or endowment
policies.

Dr. George R. Shepard, of the Connecticut Mutual; Dr. J. W. Fisher, of
the Northwestern Mutual, and Dr. O. H. Rogers, of the New York, working
independently and deriving their information from three different sources, found
a mortality in overweights of 40 per cent, in excess of standard or select lives.
Each one of these companies has been endeavoring to pick out only the best
of the overweights, and each one has met with just about the same success.
Dr. Rogers, in his paper, concluded “ that any company that accepts risks on
lives 25 per cent, or more overweight, is going to have a high mortality among
those lives, and such mortality will occur whether those overweights are
insured on life tables or on endowment tables, and in spite of the care shown
in their selection.”

Dr. Shepard stated that light weights were poor risks for the following
reasons :

1. They are abnormal, and die short of their expectation.

2. They are prone to develop tuberculosis and nervous diseases.

3. They are frequently underfed and overworked, and are frequently of a
very nervous temperament, and so wear out more quickly than men of ordinary

build.

3

Overweights are poor risks, because —

1. They are abnormal.

2. They are prone to develop heart and kidney disease, apoplexy and
premature hardening of the blood vessels.

3. They are peculiarly liable to diabetes and rheumatism.

4. They ’take insufficient exercise and eat heartily, as a rule, and
frequently are intemperate in the use of stimulants, particularly of malt liquors.

5. They succumb easily to accidents and surgical operations.

It would thus appear that at the present time this class of lives is
regarded with more dread than ever before, and that in the case of heavy-
weights, particularly, future ratings will be less liberal than those of the past.”

The Future of Uife Insurance in Canada.

“ While the fact is, I believe, not very generally recognized, it still in my
judgment is true, not only that the business of life insurance has in the
past year received a larger amount of advertising and publicity than has ever
before been accorded to any other business, but that the result of this
advertising, injurious and disturbing as it may have been at the moment,
will prove ultimately most beneficial. Taken as a whole, and notwith-
standing the distortion of facts which has taken place, and the fallacy and
unsoundness of the views expressed and the remedies suggested by so-called
reformers, who are perhaps well-meaning, but entirely incompetent through
lack of knowledge of the business to contribute anything of value, the truth is
that to-day the people of the United States have a clearer idea of the merits
and value of life insurance than they ever before possessed. The better
they understand this business, and the more convinced they become of the
secure basis upon which it is conducted, the easier it will be, after pending
readjustments have taken place and the excitement of the present has died
down, for the trained insurance salesman to meet large success in his chosen
vocation.

“ One of the most significant results of the events of the past year has
been the demonstration to everyone of the absolute stability and security of
old line insurance. There is no other business in the land which could have
withstood assaults such as those directed at life insurance during the past
year, and come out of them with its strength unimpaired.”

These words form part of an address delivered before the Boston Under-
writers Association. While addressed originally to United States agents,
they apply with equal force to the situation now existing in Canada. Without
doubt the ultimate result of the present agitation will be beneficial. When
affairs return to their normal condition, life insurance is likely to be better
conducted, more widely appreciated, more clearly understood and more truly
popular than ever in the past.

4

The present is not the only crisis which the institution of life insurance
has met and weathered safely. About thirty years ago the life companies in
the United States encountered a period of financial stress which resulted in the
failure of a larg'e number of companies. The following extract from the
Insurance Monitor of February, 1878, gives a vivid description of the
situation : —

•

“ For more than two years the press of the whole country has rung with the stories of
life insurance failures. A war more relentless and cruel in its effects has seldom been waged
against any commercial interest ; nor seemingly with greater cause. Public confidence in
the business has everywhere been shaken to its depths. Courts, officials and legislators have
been driven by the prevailing sentiment into an organized crusade against it, and this
ill-starred movement has entailed a greater loss than all the previous company failures that
have ever taken place in the history of American life insurance. The greatest danger to
life insurance just now is not depreciated securities nor excessive expenditure, nor fraudulent
management ; it is blind legislation, official interference and loss of public confidence. The
policy-holders’ worst enemies are their professed friends, who lend aid in denouncing, without
knowledge or discrimination, the maladministration of the business.”

The crisis described above was more serious than the present one, inas-
much as the very solvency of the companies was then called in question, and
public confidence in the security of life insurance was badly shaken. During
the worst of the present troubles, no one has even ventured to insinuate a
doubt regarding the safety of life insurance. The agents of thirty years ago
had a far more difficult task in restoring public confidence than confronts the
life insurance agents in Canada to-day. The leading companies of the
Dominion, after a searching examination, have been shown to be capably and
honestly conducted. The defects by which the business has been previously
handicapped, and among which rebating stands conspicuous, will undoubtedly
be removed. What is needed now by the life companies and their agents is
continued faith, hope, optimism, and a redoubling- of their efforts to bring the
public to a true appreciation of the benefits of life insurance.

Prompt Settlement.

Halifax, N.S., Aug. 17th, 1906.

J. C. Gass , Esq. ,

Prov. Manager Imperial Life Assurance Co. ,

Halifax , N.S.

Dear Sir, — I am to-day in receipt of the Company’s cheque for $1,000, being the
amount of Policy held in your Company on the life of my late son, Dr. D. G. Campbell, for
which I am obliged, and in acknowledging same, I wish to thank you for the promptness
shown in this case, cheque having been issued from the Head Office immediately on receipt
of claim papers. It shall always be my pleasure to speak a good word for the Imperial
when the opportunity offers.

8

Yours very truly,

D. A. Campbell.

Re the Honor Roll.

The West Indian agencies are well to the fore this month, Jamaica having
captured first place on both Honor Rolls. Mr. J. A. Benjamin did particularly
well. His “total premiums” exceeded those of any three other workers.

The District and Provincial Managers put their shoulders to the wheel in
earnest last month. Messrs. Wallace, Andrews, Shaw, Taylor, Springer,
Gass, Turner, Cooke, Manton and Hart all figured prominently in September’s
business.

Neither Mr. Crysdale nor Mr. Israel Taylor has missed a month in 1906
so far.

Honor Roll “A” for September, 1906.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

J. A. Benjamin, Jamaica, B.W.l . . . .

J. S. Wallace, Winnipeg, Man

Dr. D. Lowrey, Toronto, Ont

A. W. Ross, Winnipeg, Man.

S. F. Flatt, Fort William, Ont

H. B. Andrews, Stratford, Ont

A. McN. Shaw, Montreal, Que

J. W. Ney, West Indies

C. A. Crysdale, Winnipeg, Man . . . .

Israel Taylor, London., Ont

W. E. Kerr, Toronto, Ont

F. B. Springer, Vancouver, B.C. . . .

J. C. Gass, Halifax, N.S

C. M. Turner, Calgary, Alta

J. B. Cooke, Kingston, Ont

No. of times

Applications.

Rank

Premiums.

Rank.

on Honor Roll.

$16,500

I

$9I4-35

I

4

12,000

2

378.60

2

5

10,000

3

268.45

3

7

7,000

4

223.4O

4

8

6,000

5

213-55

6

3

6,000

5

183.00

9

7

6,000

5

162.00

1 1

4

5>5°°

8

213-45

7

5

5.500

8

179.20

10

9

5.5oo

8

i55-oo

13

9

5,000

11

214.95

5

2

5.000

1 1

197-75

8

5

5,000

1 1

159-45

1 2

6

5.00°

1 1

■51-85

14

7

5,000

1 1

61.00

15

4

Honor Roll “ B ” for September, 1906.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Applications. Rank. Premiums. Rank, on Honor Roll

Manton & Hart, Jamaica, B.W.I. . . $9,500 1 $529.50 1 3

J. E. Mayers, Bridgetown, Barbados. 3,000 2 172.30 2 2

D. Pattullo, Dawson City, Yukon. . . 3,000 3 67.20 3 1

Leaders of Honor Roll “A” in 1906.

January Dr. D. Lowrey, Toronto, Ont

February C. A. Crysdale, Winnipeg-, Man

March .Beaudoin & Champagne, Montreal, Que . .

April J. F. Best, Brandon, Man

May J. A. Robinson, St. John’s, Newfoundland,

June Dr. D. Lowrey, Toronto, Ont..

July Dr. D. Lowrey, Toronto, Ont

August C. M. Turner, Calgary, Alta

September J. A. Benjamin, Jamaica, B.W.I

$33>5°°

21.500

I4>5°°

14.000

50.000

16.000

I5,°°°

29.000

16.500

Leaders of Honor Roll “ B ” in 1906.

January R. E. Brett, Victoria, B.C.

February P. P. Pickering, Trinidad, B.W.I

March P. P. Pickering, Trididad, B.W.I

April J. McGeer, Vancouver, B.C

May J. McGeer, Vancouver, B.C

June J. K. Pickett, Toronto, Ont.

July H. Poulin, Montreal, Que

August J. E. Mayers, Bridg'etown, Barbados

September Manton & Hart, Jamaica, B.W.I. . .

$7>5°°

8,500

14,000

6.000

5.000
5, ooo

3. 000

8.00

9>5°°

Standing of Agencies, September, 19Q6.

1 . West Indies

2. Head Office

3. Winnipeg

4. Montreal

5. Vancouver

6. Fort William

7. St. John
Calgary

Kingston
10. Edmonton
Ottawa
Stratford

13. Halifax

14. Regina
Belleville

16. London

17. Sault Ste. Marie
Orillia
Bracebridge
H agersville
Brockville
22. Newfoundland
Charlottetown

7

Pointed Paragraphs.

“ By the streets of by and by one arrives at the house of never.’’ —
Cervantes.

Procrastination is the thief of time; year after year it steals till all are
fled, and to the mercies of a moment leaves the vast concerns of an eternal
state. At thirty, man suspects himself a fool ; knows it at forty, and reforms
his plan ; at fifty chides his infamous delay, pushes his prudent purpose tci
resolve!; in all the magnanimity of thought, resolves and re-resolves, then dies
- the same. — Young.

“ Man is not the creature of circumstances. Circumstances are the
creatures of men ."—Disraeli.

“ Dress has a moral effect upon the conduct of mankind. Let any gentle-
man find himself with dirty boots, old surtout, soiled neckcloth and a general
negligence of dress, and he will in all probability find a corresponding
disposition in negligence of address.” — Sir J. Barrington.

“ How,” said one to Sir Walter Raleigh, of whom it was said he “ could
toil terribly,” — “ how do you accomplish so much, and in so short a time?”
“ When 1 have anything to do, I go and do it,” was the reply.”

“ The most trifling' actions that affect a man’s credit are to be regarded.
The sound of your hammer at five in the morning, or nine at nig'ht, heard by a
creditor, makes him easier six months longer ; but if he sees you at a billiard
table, or hears your voice at a tavern when you should be at work, he sends
for his money the next day.” — Franklin.

“ Agents who ask a man to take insurance never get the application, but
the solicitor who presents life insurance not as one who would seek a favor, but
as a strictly business proposition, submitted b}7 one business man to another,
and points out clearly and convincingly the need for and the benefits thereof,
secures the signature to the dotted line.” — Life Insurance Educator.

“ Talent is the capacity of doing anything that depends on application and
industry ; it is a voluntary power while genius is involuntary.” — Hazlitt.

“ There is but one good fortune to the earnest man. This is opportunity ;
and sooner or later opportunity will come to him who can make use of it.” —
David Starr Jordan.

“ 1 hold it truth with one who sings
To one clear harp in divers tones,

That men may rise on stepping-stones,

Of their dead selves to higher things.”

8

— Tennyson.

FOR AGENTS9 USE ONLY

Voi. 7, No. 22 Published by the Imperial Life Assurance Co’y of Canada

(i-ir-06)

NOVEMBER and DECEMBER

are almost invariably the best months of the year from the
life insurance agent’s standpoint. Farmers are selling their
grain, the Christmas trade is at its busiest, money is circula-
ting freely. Anybody who ever has money to spend has it
now. Those who have not money to spend at this season
never have it. Therefore take advantage of this busy, happy
period of the year and see that at least a fair share of
your clients’ surplus cash is invested in life insurance.

The old-timers are already alert. During the past
few weeks we have noticed that several of the veterans of
the Field Staff have been increasing their contributions.
They have been through it all a dozen times before. They
know well the value of a little extra spurt at this time of
the year, and never fail to take advantage of increased
opportunities for business-getting. What we want is that
all our Field Staff should do likewise. We want every repre-
sentative, whether in the busy city or the scattered farm-
ing community ; whether manager or local agent ; in
Canada, Newfoundland or the West Indies, to enter upon
this final campaign with a vim and determination and
perseverance that will carry everything before it, and roll
up a big total to the credit of The Imperial Life at the
close of 1906.

‘Selection Of Risks.” Second Article.

REPUTATION : Refrain from writing- any subject that does not bear a
good reputation for honesty and integrity in his community, as no company
cares to insure subjects that do not lead clean, moral lives.

HABITS: As you all probably know, it is the custom of this and all
other conservative companies to inspect each and every applicant, particularly
as to his past and present health record, and as to his habits in the use of
liquor. The inspection reports as received are often at variance with the
information as given in the examination. It frequently has happened that atr
applicant has stated positively to our Examiner that he does not and never has
used liquor to excess, and the inspection has developed the fact that he goes on
frequent sprees, drinks all he can stand every day, or has taken a “ cure.”

Trial applications should be forwarded to the Home Office for consideration
on all persons who have at some time used alcoholic liquors or narcotic and
pernicious drugs to excess, or have taken the “ Keeley ” or other liquor cure.

While we do not ask you to spend an unreasonable amount of time in the
investigation of your prospect, still we do expect you to be reasonably sure
that he is temperate and free from vicious habits.

[This article is a continuation of the paper commenced in the last number of the Agents’ News. It was
written by Dr. F. L B. Jenney, Medical Director of the Federal Life Insurance Company of the United States, for
the Insurance Educator. We reproduce it here because it contains much valuable advice and information, which
will prove of practical assistance to those agents who take the trouble to study it.]

Another Example of the Folly of Lapsing.

Montreal, Que., Oct. 26th, 1906.

T. Bradshaw , Esq. , Secretary :

Re 14605. E. R. S. Annett.

Dekr Sir, — This policy was written by Mr. Lowndes in Jan., 1905, with the premium
payable semi-annually. He paid the first year all right, and then let it go. We tried in
every way to get him to keep the policy, and got Mr. Lowndes to go and see him and have a
talk over it. All the efforts were of no avail, however. Now one of our doctors tells me
that he is suffering with tuberculosis of the throat, which has appeared suddenly, and that
the chances are he will live only a very short time. He has a wife and one child.

Yours very truly,

A. McN. Shaw,

Provincial Manager.

The Ordinary Life Policy.

There is a demand for cheap insurance just now. If the Insurance
Investigation has had any result at all, it has been to discourage the high^
premium plan. The growing tendency of applicants for insurance to select
non-participating contracts and other cheap forms of insurance has been very
noticeable, especially during the last six months.

Non-participating contracts are all right in certain cases ; for instance,
where a man is taking out insurance for business purposes and chooses a term
policy or Ordinary Life Non-participating. Such a policy is usually chosen

2

WANTED: A BIG EFFORT IN

deliberately on account of the very low annual cost. Another form of insur-
ance would yield better results in the long- run, but that consideration in this
particular instance is subordinate to the desire to secure the largest amount of
insurance possible for a given premium.

As a general thing, participating contracts have been found more
satisfactory to the assured than the non-participating ; and we would,
therefore, suggest that in cases where a client evinces a desire for some cheap
form of policy the Ordinary Life plan be submitted in preference to a non-
participating plan. For one thing, the premium is lower than the premium
under most non-participating policies, and it may be stated, as a general
principle, that in almost any good Company a “ with profit” policy will give
the best results and prove the most satisfactory in the end. The following
shows the rate of premium at age 30 under the Ordinary Life “ with profits ”
plan as compared with other common forms of insurance : — -

Ordinary Life Participating $24 25

20 Payment Life “ 33 25

25 Payment Life “ 29 65

20 Yr. Endowment “ 49 4°

25 Yr. Endowment “ 39 95

30 Yr. Endowment “ 33 5°

Ordinary Life Non-Participating . . $19 75
20 Payment Life “ 27 85

25 Payment Life “ 24 65

20 Yr. Endowment .. 43 75

25 Yr. Endowment “ 34 30

30* Yr. Endowment “ 28 40

In Great Britain the Ordinary Life Policy reigns supreme. At the end of
1905, over 52% of the total insurance in force was on the Ordinary Life “ with
profits ” plan. The method usually followed there is to take the surplus as a
bonus addition to the sum assured. In this way, although the premium
remains constant throughout life, the amount of the policy keeps steadily
growing. The following returns of a few well known companies will give
a good idea of the results yielded under this system. The figures are the latest
published : —

PLAN, ORDINARY LIFE, ORIGINAL AMOUNT $1,000, AGE AT ENTRY 30.

Company.

Amount of policy
increased by

Average rate of
interest earned

bonuses at end
of 40 years.

during last
valuation period.

Atlas

3- 77%

Equity & Law

L929

3.81%

Friends Provident

L751

4-oo%

Law Union & Crown

1,822

3-98%

Legal & General

1,877

4-”%

Scottish Widows’

1,868

3-9i%

Average

$1,828

3-93%

That is, $1,828 is the average sum to which a policy originally for $1,000
has increased by the accumulation of bonuses during 40 years. Suppose the
assured under one of these policies desired to surrender his contract at the end
of 40 years. He would then be 70 years of age and would have paid 40
premiums of say $24.25 (The Imperial’s rate) ; altogether $970. The cash
surrender value on the basis of the Hm. 3% reserve would be : —

(a) Cash value of original policy of $1,000 $633 00

(b) Cash value of bonus addition of $828 paid-up insurance 643 00

Total $1,276 00

That is, the assured has had insurance protection for 40 years at lowest rates,
the insurance gradually increasing from $1,000 to $1,828, and in the end the
surrender value exceeds the total premiums paid.

3

EMBER

AND

DECEMBER

It should be remembered that the bonus additions quoted above are results
actually realized by British Companies, and that some of the companies have
made returns to their policyholders much superior to those given. The
premiums charged by those companies are approximately the same as the
premiums charged by the Canadian companies, while it will be observed that
the rate of interest earned was on the average only 3.93%.

Instead of taking the surplus as a bonus addition to the sum assured, it
might be drawn in cash or applied in reduction of premiums. If the latter
method is followed the premiums gradually become less and less and finally
disappear altogether. In this case the contract really amounts to a Limited
Payment Life policy.

There is another aspect that is worth noting. From the policyholder’s
standpoint the amount for which he is insured is equal in any year to the
difference between the amount of the policy and the premiums he has paid.
For instance, if a man has a $1,000 policy, under which he has paid $100 in
premiums, he has really re-insured the Company to the extent of $100, and the
net amount of indemnity which his family stands to realize, if his death occurs
in that year, is $1,000 minus $100, or $900. On this basis the amount of net
insurance afforded by the Ordinary Life policy is for many years in excess of
that obtainable under other policies ; thus, at age 30 : —

DIFFERENCE BETWEEN AMOUNT OF POLICY AND TOTAL PREMIUMS PAID.

Ord. Life.

10 Pay Life.

20 Pay Life.

15 Yr. End.

20 Yr. End.

25 Yr. End.

Premium . . .

$24 25

$52 60

$33 25

$67 40

$49 40

$39 95

1 year ... .

$975 75

$947 40

$966 75

$93 2 60

$950 60

$960 05

3 years . .

927 25

842 20

9°° 2 5

797 80

851 80

880 15

5 years ....

878 75

737 00

833 75

663 00

753 00

800 25

7 years ...

830 25

631 80

767 25

528 20

654 20

72° 35

jO years ...

757 5°

474 00

667 50

326 00

506 00

600 50

1 5 years

2o years ....

636 25
5*5 00

474 00
474 00

5or 25
335 00

2 59 00
12 00

400 75
201 00

The objection most frequently urged against the Ordinary Life plan is
that, according to the terms of the contract, the premiums are to continue
during the life of the assured. That is naturally a drawback in the eyes of
many people. But, on the other hand, in a good company the surplus returns
should always be sufficiently large to overcome this objection. Take for
instance the case of the policy considered above, which has been increased by
bonuses to $1,828 (of this $828 is fully paid up, .the other $1,000 is the original
policy). On the Hm. 3% basis this policy could be surrendered, if desired, for
a fully paid-up policy consisting of

(«) The paid-up value of the original policy $815 00

(1 b ) The bonus addition 828 00

Total paid up policy $1,643 00

The assured would thus be enabled to cease paying premiums and still be
insured for $1,643, in return for an investment in premiums of $970.

FOR AGENTS* USE ONLY

OS8|22ap|

W “

Hi

Voi. 7, No. 23 Published by the Imperial Life Assurance Co’y of Canada

(15-1 r-o6N

Thirty -Nine Days More

With to-day, the fifteenth of the month, we reach the middle of Novem-
ber, and there remain now only thirty-nine working- days before the end of
the year. Thirteen more days in November, twenty-six in December ; only
thirty-nine days in all. But by honest and persevering- effort on the part of
every ag-ent, these thirty-nine remaining days can be made the most pro-
ductive of the whole year. For frequently it happens that when a man
realizes that his time is limited, he will go forth and achieve results which he
would never have accomplished had the time at his disposal been less brief.

Men seldom comprehend the full value of the passing hours, until some
emergency arises which awakes them to an appreciation of that priceless
asset, “Time.” Priceless indeed to those who realize its worth, but valueless
to those who prize it lightly ; one of the few gifts bestowed in equal portions
on all mankind, and like all other free gifts of Providence, regarded with
carelessness by the multitude. Only those few who rightly estimate its worth
and use it to the full can say how much the wise investment of this one asset,
“Time,” will yield. What makes the difference between one man and
another, between the wealthy and the poor, between the prosperous and the
unfortunate, between the leaders and the led ? Out of all the host of
reasons and excuses which men advance, there stands forth one
explanation which more than any other affords the key to the successes and
failures of life— “ These prized their time and used it, those neglected
theirs.” Time, diligently, and constantly employed, will more than
compensate for all defects of education, opportunity or even ability ; while
the most brilliant talents assisted by every favorable circumstance will not
avail to lift a man beyond mediocrity if time is lightly thrown away. The
oft-quoted words of Gladstone are worthy of being repeated once more,
“Believe me when I tell you that the thrift of time will repay you in after life
with a usury of profit above your most sanguine dreams ; and that the waste
of it will make you dwindle alike in intellectual and moral stature beyond
your darkest reckoning.”

The Life Insurance Investigation Is Over.

Yes, the Life Insurance Investigation is over. And what has been the
result? The Commission’s report is not yet published, but the evidence has all
been taken, and the public are in a position to judge for themselves without
waiting tor the official verdict.

Six months ago, when the Royal Commission was commencing its sittings,
there were those who did not hesitate to declare their belief that an examination
of the Canadian companies would prove them to be guilty of the worst sins of
the New York companies. For months before the Commission was appointed,
a portion of the daily press conducted a systematic campaign* of vilification
and detraction against the various life insurance institutions. The outcome of
the governmental enquiry must have been a grievous disappointment to these
amiably disposed journals, for, with two or at most three exceptions, the insur-
ance companies were shown to have been so honestly and efficiently conducted
that it was impossible, in a searching examination extending back over fifteen
years, to discover serious flaws in their management.

Of what other class of business could the same be said? Is there any
public or private business concern of any magnitude which could endure an
equally inquisitional examination, involving every book-keeping entry, every
asset and liability during fifteen years, every dollar received or expended
during that time, and in the end emerge with as clean a sheet as that shown by
the great institutions of life insurance in Canada. With the few exceptions
mentioned before (and these do not include the Imperial Life) there was not a
tittle of evidence to justify the charges of dishonesty, wasteful extravagance,
etc., that had been circulated prior to the investigation.

So far as the Imperial Life is concerned, the effect of the investigation was
to establish conclusively the Company’s claims to absolute security, fair and
liberal treatment of policyholders, and honesty, efficiency and economy of
management. We have already drawn attention in the Agents’ News to
certain portions of the official evidence which were particularly gratifying to
Imperialites. We will attempt to summarize below some of these points
which have been dealt with more fully in other numbers.

1. The statement of the Company’s affairs as presented by the last
balance-sheet proved to be absolutely correct, every asset being found intact
and every liability fully provided for. See last Annual Report, where the Pre-
sident, in his address, gives a detailed statement of the Company’s assets.

2. The actual mortality experienced by the Imperial Life since its
inception has been only 52% of the expected mortality according to standard
life tables. The favorable effect of this circumstance on the Company’s surplus-
earning power is self-evident. (See Agents’ News, vii, 14.)

3. The Imperial Life since its inception has invested approximately five
million dollars in various investments. The average rate of interest realized was
4% in 1897, and has now increased to over 5}^%. The actual cash losses during
the eight years were only $4,124.26 or about one-fourteenth of one per cent, of
the aggregate amounts invested. The gains (excluding interest) during the

2

same period exceeded the losses more than eight-fold, or by $30,722. (See
Agents’ News, vii, 15) .

4. From statements prepared for the Commissioners it was shown that of
all the life insurance companies organized during the last 35 years, only four
secured their business for the first eight years at so low a cost as the Imperial
Life. All four of the companies in question were organized more than 23 years
ago, when competition was less severe, and expenses were much lower. (See
Agents’ News, vii, 17.)

5. As an instance of the fair and conscientious treatment meted out to
the Company’s policyholders might be cited the elaborate and careful method
of surplus distribution followed by the Imperial Life, a separate account being
kept of the surplus pertaining to each policy and the sources from which it is
derived. (See Agents’ News, vii, 16.)

6. Finally, as a supreme proof of the results of the motto adopted by the
Imperial Life at the outset, and since steadfastly adhered to, we may refer to
the voluntary statement made before the Commission by the junior prosecuting
counsel to the effect that not one complaint had been received from a single
Imperial policyholder. (See Agents’ News, vii, 16.)

“ Selection of Risks.” Third Article (Concluded).

GENERAL APPEARANCE : In considering this question, your attention
is directed to a few points regarding the applicant’s physique and general
make-up, that may be of considerable use to you : —

1. Does the age as given correspond to his appearance? If not,
question him closely, to determine whether he has stated his age correctly.

2. Observe him closely to see whether he is robust, erect, well
formed, and of healthful aspect, or whether there are evidences of early
decay, or premature baldness and gray hair, early decay of the teeth,
wrinkled forehead, careworn expression and stooping shoulders. If any
such condition is observed, he should be questioned regarding past and
present illnesses, etc.

3. Does he show evidence of injury, or any deformity ?

4. Is his breath indicative of the alcohol habit?

5. Is his skin thin, is he pale and has he flushed cheeks, thin features
and losing in weight? If so, it is a sign of tuberculosis, and he should
be closely questioned and his physician consulted before his application
is taken.

6. If his skin is waxy or sodden, he probably is suffering from some
form of Bright’s disease, and the same course should be pursued as in the
foregoing.

7. Dilated capillaries, or blood vessels in the skin, particularly of the
face, indicate alcoholism, gout or diabetes, and due care should be
observed before the Company is put to the expense of an examination.

8

8. Eruptions, or sores on the skin, and defects in the cartilage of the
nose indicate a possibility of syphilis, and in such cases this disease must
be excluded before the examination is made.

9. Deformities of the spine or limbs should be noted, and if existing,
the case should be first submitted to the Home Office for consideration.

10. Distorted hand, fingers and fe^t, due to rheumatism and gout,
should also be reported to the office, as also blindness or deafness.

11. Enlarged glands in the neck may be caused by syphilis, tuber-
culosis or severe anaemia, and their presence should cause you to refrain
from writing the application.

PERSONAL HISTORY : Some time during your talk with a prospect,
and before you have devoted much of your time to him, you should question
him as to previous illnesses. The special diseases to be brought out are fits or
convulsions, syphilis, chronic hoarseness or cough, spitting of blood, heart or
kidney disease, or albumin or sugar in the urine. The admission of any of
these conditions should prompt you to further inquiry, and if anything of
importance is developed, full information should be sent to the Home Office,
and advice received before examination is ordered.

FAMILY HISTORY : In the application is a question relating to insanity
and consumption in the family, which was placed there to put you on your
guard, in order that you may avoid writing prospects with bad family histories.

In your rate book, you will observe that the following cases should be
submitted to the Home Office on a trial application before an examination is
ordered.

1. Persons ten pounds or more under standard weight, whose family
history shows consumption.

2. Persons who have lost one parent, or two or more brothers or
sisters from consumption, unless applicant is over thirty-five years of age, and
resembles other parent or side of the family. Persons with a family history
showing two or more cases of cancer, gout, rheumatism, insanity, epilepsy,
apoplexy, or other hereditary or constitutional disease.

PREVIOUS REJECTIONS : If your applicant at any time has been
rejected or postponed, or has been issued a policy different from that applied
for, you should question him closely as to the cause thereof. If the failure to
secure the policy as applied for occurred within the past three or four years, full
particulars regarding the case should be submitted to the Home Office for
consideration. If your prospect admits rejection, question him closely as to
the cause thereof, and if he is unable to throw sufficient light on the subject, '
find out, if you can, by whom he was examined, and consult that physician, as
he may be able to give you valuable information.

[This article is a continuation of the paper commenced a month ago in the Agents' News. It was written
by Dr. F. L. B. Jenney, Medical Director of the Federal Life Insurance Company of the United States for the
Insurance Educator. We reproduce it here because it contains much valuable advice and information, which wil •
prove of practical assistance to those agents who take the trouble to stndy it.]

4

The Life Insurance Agent and His Work.

“ The life insurance agent is an educator. His mission is not entirely merce-
nary, as is too often represented. That he is working for himself is true. No occu-
pation is entirely without a tincture of self-interest. It must be so, for it would
lose its zest, be shorn of ambition, motive, if some portion of selfishness did
not enter into it. Yet, incidental to the fact that he is endeavoring to earn his
daily bread, is the other fact that in so doing he is educating his fellow-men in
directions which are helpful, not alone to the individual, but to the community
at large. A life agent conscientiously pursuing his calling in any community
cannot help being more or less successful, and if he succeeds in so impressing
a half-dozen, or a score, of individuals that they accept the truths of life
insurance, he has not only helped them to a broader light in economics, but has
also through them and their ever-widening influences wrought a noble work
upon the community in which they live and move. To one who remembers the
business of a half century ago, its difficulties and discouragements on account
of the dense ignorance of the average man upon the subject of life indemnity,
and who now sees the comparatively easy manner in which men are approached
and made to grasp the first and underlying principles of the science, it is
impossible to doubt that a great work of an educational nature has been
wrought upon the public mind by the persistent, tactful contact of the life
solicitor.” — Hartford Life Bulletin.

The Opinion of an Outside Critic.

“ It is gratifying, albeit it but fulfils our own confident expectation, that the
official inquiry into the doings of the Canadian insurance companies has
resulted in the virtual acquittal of them from all imputation or suspicion of
dishonest dealing, extravagant or reckless administration, and, in short of

anything like ‘grafting.’ The grosser evils disclosed in the course of

the American inquiry have gained practically no foothold among the Canadian
companies. Excessive salaries, such as were paid by the large American
companies to their chief officials, together with only slightly smaller salaries to
the numerous relatives of those officials, are unknown in Canada. Nor can it
be said that directors of Canadian insurance companies have used their
positions for their personal aggrandisement or to enhance their private
fortunes.” — Insurance fournal , London , England.

Pointed Paragraphs.

The royal road to success in the life insurance business is along the high-
way of persistent industry. Don’t wait to catch a ride either. The walking
is good.

The ravens fed Elijah, but they will not feed you unless you rake in the
commissions.

Business will not go without pushing. Even a wheelbarrow knows that
much and practices it.

Study your business thoroughly ; don’t just skim it over. A wise man
has said : “ Just remember that when God wants to make an oak He takes ioo
years or more, but when he wants a squash He takes six months or less.”

6

Don't be too positive in argument, for you may need a way of retreat.
“ Dogmatism is puppyism come to full growth.”

The agent who sticks is the one who seldom gets stuck.

Generally an agent fails because he lacks application(s).

It’s a wonder more agents are not asked by their prospects how much they
are personally insured for and in what companies. If they were, many of
them would be cornered. How is it in your case ?

To-day will be yesterday to-morrow. Put off nothing in the way of
business that you can close to-day.

Some men are born lazy, others achieve laziness — without effort — but no
life insurance agent has laziness thrust upon him. There is work in plenty.

Make every day a “ moving day.” You will. feel better and have more in
your pocket.

“ Victory belongs to the most persevering.” — Napoleon.

‘‘Habit is either the best of servants or the worst of masters.” — Emmons.

“ Who learns and learns,

But acts not what he knows,

Is one who plows and plows,

But never sows.”

How He Failed to Make a Sale.

He wasn’t neat in his appearance.

He lacked dignity in his bearing.

He used no tact in introducing himself.

He was late in keeping his appointment.

He had a conceited and arrogant manner

He did not believe in his own proposition.

He disgusted his prospect with gross flattery.

He didn’t know the fine points of his own goods.

He offended the prospect by undue familiarity.

He made a bitter attack upon his competitor’s goods.

He openly ridiculed his prospect’s ideas and methods.

He had made no preliminary study of the prospect’s case.

He relied on bluff instead of solid argument based on facts.

He got lost in a forest of details, but couldn’t stick to essentials.

He had been out with the boys the night before and showed the effects.

He talked too much ; he gave his prospect no chance to explain his needs
and position.

He couldn’t answer questions and objections intelligently, concisely and
convincingly.

He had tried to close his prospect before he had worked him up to a point
of conviction.

He lost his nerve because the prospect presented such an unyielding front,
forgetting that battles are won by hard rallies at the finish.

He didn’t know his business when he made the approach ; didn’t talk
clean-cut business after he got in ; didn’t make it his business to fight all
the way through, and didn’t do business before he left.

6

Honor Roll “A” for October, 1906.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed: —

(1) Joint business is credited one-half to each of the two agents.

(2) The agents are ranked : —

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beginning of the year.

No. ot times

C. M. Turner, Calgary, Alta

Applications.

$28,000

Rank

I

Premiums.

$579-45

Rank.

I

on Honor Roll
8

J. A. Westman, Regina, Sask

12,000

2

416.80

2

3

Dr. D. Lowrey, Toronto, Ont

I 1 ,000

3

366.7O

3

8

A. W. Ross, Winnipeg, Man

10,000

4

284.80

4

9

J. H. Macabe, Toronto, Ont

7,000

5

262. 15

5

1

F. B. Springer, Vancouver, B.C. . .

7,000

5

256.55

6

6

C. A. Crysdale, Winnipeg, Man ....

6,000

7

234.00

7

10

F. B. McRae, Charlottetown, P. E.I.

6,000

7

161.05

9

1

Harry Proctor, Toronto, Ont

5,000

9

193.00

8

1

J. C. Gass, Halifax, N.S.

5,000

9

l53- 10

10

7

J. S. Wallace, Winnipeg, Man.. . . .

5, 000

9

I35-25

1 1

6

Honor Roll “B” for October, 1906.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

Applications. Rank. Premiums. Rank.

R. E. Brett, Victoria, B.C $11,000 1 $491.50 1

J. Coxford, Pembroke, Ont 7,000 2 199.80 2

J. E. Mayers, Bridgetown, Barbados. 3,000 3 195.00 3

C. L. Hanington, Dorchester, N.S. . 3,000 3 117.90 4

No. of times
on Honor Roll

Leaders of Honor Roll “ A ” in 1806,

January Dr. D. Lowrey, Toronto, Ont $33, 500

February C. A. Crysdale, Winnipeg, Man 21,500

March Beaudoin & Champagne, Montreal, Que 14,500

April J. F. Best, Brandon, Man 14,000

May J. A. Robinson, St. John’s, Newfoundland 50,000

June Dr. D. Lowrey, Toronto, Ont 16,000

July Dr. D. Lowrey, Toronto, Ont 15,000

August C. M. Turner, Calgary, Alta 29,000

September. J. A. Benjamin, Jamaica, B.W.1 16,500

October C. M. Turner, Calgary, Alta 28,000

7

Leaders of Honor Roll “ B ” In 1900.

January R. E. Brett, Victoria, B.C.

February P. P. Pickering, Trinidad, B.W. I. . .

March P. P. Pickering, Trinidad, B.W.I. . .

April J. McGeer, Vancouver, B.C

May J. McGeer, Vancouver, B.C

June J. K. Pickett, Toronto, Ont

July H. Poulin, Montreal, Que

August J. E. Mayers, Bridgetown, Barbados

September Manton & Hart, Jamaica, B.W.I. . .

October R. E. Brett, Victoria, B.C

$7,5°°

8,500

14.000

6.000

5.000

5.000
3, ooo

8.000

9>5°°

1 1 .000

Standing1 of Agencies, October, 1906.

1. Head Office

2. Calgary

3. Winnipeg

4. Vancouver

5. Ottawa

6. Montreal

Regina

8. St. John

9. West Indies

10. Halifax

Charlottetown, P. E. I.

12. Edmonton

13. Orillia

14. Kingston

15. Guelph

16. Stratford

17. Peterboro’ County
Newfoundland

Re the Honor Roll.

Was your name on the Honor Roll last month? If not, why not?

Mr. Cpysdale is now the only representative who has attained the Honor
Roll each month during 1906. Mr. Crysdale deserves a great deal of credit
for his achievement, and we are counting on him to maintain his record to the
end of the year.

The name of Mf. Israel TaylOP, District Manager at London, Ont., is
absent from the Honor Roll, for the first time, we believe, since he joined the
Company. We regret to announce that Mr. Tavlor is at present suffering
from a severe attack of typhoid. His many friends will unite in hoping for his

speedy recovery.

Will your name be on the Honor Roll this month? If not, why not?

Mr. C. M. Turner again leads Honor Roll “A” by a goodly margin.
He was also leader in August, besides having been near the top on other

occasions.

Mr. J. A. Westman is a good man in the West all right (no pun

intended).

Mr. Harry Proctor makes his first appearance on the Honor Roll this
manth. Unless we are greatly mistaken, he is there to stay.

Mr. R. E. Brett’s contribution included a neat $10,000, which was very
acceptable. We have always had a strong partiality for these $10,000 applica-
tions. Wish more of the field staff shared our tastes !

Now that you have finished reading the Agents’ News, go out and close
that application.

8

FOR AGENTS’ USE ONLY

i

I

Voi. 7, No. 24 Published by the Imperial Life Assurance Co’y of Canada

DO IT NOW

There is an inherent tendency in all men
to postpone work whenever possible, parti-
cularly if the work happens to be unusually
hard or disagreeable. We are all prone to
select the easy task for performance first,
in preference to the difficult one. And when
this occurs more than once, and when the
difficult or disagreeable duty has been
several times postponed, we are sometimes
brought face to face with the fact that the
process of procrastination has been too
often repeated, and that we have missed a
valuable opportunity.

The simple and obvious remedy is given
at the head of the last paragraph. “Do it
Now.” Get rid of that “streak of laziness”
which sometimes handicaps you even as it
handicaps nearly every man. Tone up your
moral fibre by doing some things that you
should do but don’t like to do. If there are
several things to be done, and one of them
particularly hard or uncongenial, select that
one first. Do the hard things first and do
them noyr.

HTis the Secret of Success.

THE TYRANNY OF FEAR.

“ Fear, more than anything else, stands in the way of personal success. If
we could rise above our fears there is scarcely anything which we could not
accomplish. We fear many things, — public opinion, our own incapacity, the
effect of certain acts upon our interests and relations with other people. We
fear to do things which are unusual because they may set us apart from the
rest of the world. It is this fear which holds us back from real success.
Courage is absolutely essential to those who would achieve results ; not
physical courage, but moral bravery which enables a man to strike out for
himself in face of all opposition, to stand for the confidence and conviction
which are within him, even though he has the support only of his own faith.
If we can but conquer fear the fight for success is virtually won.”

Team Work.

There are two principal parts to a canvas for life insurance. One is
in finding prospects and opening up the subject, the other is closing them.
Unquestionably most men are more proficient in one of these directions than
in the other. Since this is so and each is indispensable, it naturally follows
that if two men, one having the ability to do the initial work and the other the
knack of closing, would work together, it would result in a most efficient kind
of team work. Each would then have the opportunity to devote his whole
time to getting results in the direction in which he is most effective.

Most of the big producers work on this plan, and there is no apparent
reason why a modification of their methods cannot be adopted by others with
equally good results in proportion to ability. Many of the large closers of
business spend little or no time in doing preliminary work, they employ salaried
men to locate persons who have the proper qualifications to take life insurance.
It is also a helper’s duty to acquire as much information regarding them as
possible. This is properly tabulated and furnished to the employer together
with an actual date in many cases for an interview. The expert “ autograph
collector” is thus able to spend practically all of his time in closing up cases.

Any salesman who feels that he is particularly strong in one of these,
features of the work and weak in the other will no doubt find it most advan-
tageous to look for and co-operate with another representative of his company
whose ability runs in the opposite direction. If the combination is wise, and
it is found that they can work harmoniously the chances are that it will result
in increased returns for both. Some cases will be found in which they can
interview prospects together, and in many others the man who does the initial
work will get the necessary information and make a date for his co-worker.*
The direct results would probably not only be increased as a result of each
doing the work in which he was most proficient, but they would likely be still
further augmented on account of each being able to give the other suggestions
as to the best procedure.

2

In practice the plan has proved feasable, but all such arrangements must
be carefully scrutinized before they are adopted. Each member of the “ team ”
must pull his weight. There are many lazy solicitors who would like to fasten
themselves to an energetic team mate, and this is the great danger to be
avoided. When the team mates, however, are both experts in their particular
fields there can be no doubt of the superiority of the co-operative canvass.
— Life Insurance Educator .

Words from the Sages.

“ Good habits are the best magistrates. Like flakes of snow that fall
imperceptibly upon the earth the seemingly unimportant events of life succeed
one another. As the snow-flakes gather, so our habits are formed. No single
flake that is added to the pile produces a sensible change. No single action
creates, however it may exhibit a man’s character. But as the tempest hurls
the avalanche down the mountain and overwhelms the inhabitant and his habi-
tation, so passion, acting on the elements of mischief which pernicious habits
have brought together, may overthrow the edifice of truth and virtue.” —
Bentham.

“ Used with due abstinence, hope acts as a healthful tonic ; intemperately
indulged, as an enervating opiate. The visions of future triumph, which at
first animate exertion, if dwelt upon too intently, will usurp the place of stern
reality ; and noble objects will be contemplated, not for their own inherent
worth, but on account of the day dreams they engender. Thus hope, aided by
imagination, makes one man a hero, another a somnambulist, and the third a
lunatic, and all enthusiasts.” — Stephen.

Prominent Policyholders.

The following is a list of prominent policyholders who have recently
joined the ranks of the Imperial Life. Men of all professions are among
them, lawyers, manufacturers, merchants, farmers, financiers, ranchers — and
still they come.

Name. Address. Occupation. Amount .

W. A. Churton Vancouver, B.C .Accountant $ 5>000

J. C. Thomson Calgary, Alta Rancher 5,000

S. Fischel , . . ...Montreal, Que Tobacco Merchant...., 5>000

F. W. Clark Calgary, Alta .Farmer 5,000

D. M. McConkey Toronto, Ont Real Estate Broker.,... 5>000

H. Grant. New Liskeard, Ont Railway Contractor 5>000

J. Grand. .... .Toronto, Ont .....Stationer 5>°°°

W. O. Tassie Winnipeg, Man .Manager • • • • • 5>000

H. H. Abbott ... .... .Calgary, Alta .Freight Agent 5»' 000

S. D. Stewart. . . . .'. . .Cobalt, Ont . .Mining Engineer 5,000

E. Clayton Vancouver, B.C ... .Merchant 10,000

J. W. Pyke. ..... . . . . . Montreal, Que .Iron & Steel Merchant. 10,000

A. Devine North Bay, Ont ....Contractor 5>000

J. C. Grosch.V. . . .Milverton, Ont Secretary Treasurer . 5,000

F. M. Slade Montreal, Que .Supt. Accident Co.. 5>°°°

A. W. Shiels.. . . . . Catalla, Alaska Accountant 10,000

Prominent Policyholders— Continued.

Name. Address.

B. E. Johnston Stratford, Ont

D. Roberts Montreal, Que

A. Reid Winnipeg. Man

C. T. Bullen Chicago, 111

D. J. Dewar.. Calgary, Alta

J. S. A. Whealy Toronto, Ont.

C. T. Harvison Hamilton, Ont

J. W. Elliott “ “

A. A. Dick .Calgary, Alta

E. L. Mitchell Barbados, B.W.I

A. R. Geen Vancouver, B. C

H. B. Wills Toronto, Ont . ,

C. V. Bergh Winnipeg, Man

A. Bennett Calgary, Alta

S. A. McMurtry Montreal, Que

S. H. C. Martin Gananoque, Ont

H. R. Harrison Montreal, Que..

D. McCallum Fort William, Ont

G. D. Rice Pense, Sask

A. F. Low Seattle, Wash

K. M. Pringle Jamaica, B.W.I

C. F. Bullen ... Chicago, 111

J. S. Trench Jamaica, B.W.I

W. J. Evans New Liskeard, Ont. .. .

G. Hamilton Neepawa, Man.

J. M. Pringle Jamaica, B.W.I

J. M. Wessel Regina, Sask

W. L. Mackie Pembroke, Ont

J. S. Kane Seattle, U.S.A

M. McNaughton Calgary, Alta

M. MacGregor Toronto, Ont

F. C. W. Lowes Calgary, Alta

W. C. Charters Toronto, Ont

D. R. Ker Victoria, B.C

W. J. Kent Bathurst, N.B

F. J. Green Calgary, Alta

S. S. Ritchie, Jr .... . .New Liskeard, Ont. . .

F. J. Fisher “ “ “ ...

S. D. Eplett . ... “ “ “ ...

R. K. Russell Pembroke, Ont

G. McA. Boyack Trinidad, B.W.I

A. R. Ibbotson. ... ..Beresford, Man

A. J. Ralston.. Toronto, Ont

J. O. Sampson Montreal, Que.

G. F. Cane Vancouver, B.C

E. G. E. Ffolkes Toronto Junction, Ont..

C. A. Morris Westwood, Man ......

W. A. Lethwaite Winnipeg, Man .......

A. A. A. L. Debuc . .. “ “

Occupation. Amount .

. .Mgr. Benson Johnston Co 5,000

. . .Mgr. Can. Typewriter Co 5,000

. .Prov. Mgr. Royal Victoria Life. . 5,000

, . .Insurance Manager 5, 000

. . . Real Estate Agent 5,000

. . .Tea Merchant 6,000

. .. “ “ 6,000

. .. “ “ 6,00c-

. . .Real Estate 10,000

. . . Merchant 5,000

, . . Accountant 5,000

..Broker 10,000

. . Electrician 8, 000

. . .Real Estate Broker 5,000

. .Treasurer Ogilvie Flour Mills Co. 6,000

. . . Bank Clerk 5,000

...Manufacturer 10,000

. .Contracting Plumber 5,ooo

...Farmer 5,000

...Merchant 5, 000

, . . Planter 5,000

. . .Insurance Manager 5,000

...Planter 5,000

. . .Implement Agent 5,000

. . .Cattle Buyer 10,000

...Planter 5,000

. . . Real Estate Dealer 5, 000

...Clerk 5,000

. . . Merchant Tailor 5,000

...Gentleman 20,000

. . .City Mgr. Erie R. R 7,000

. . , Real Estate Agent 5,000

. . .Builder and Contractor 5,000

. . . Pres, of Milling Co 10,000

..Merchant 5,000

...Grocer 10,000

. . .Farmer & Contractor 7,000

. . . Mine Owner 5,000

...Hardware Mercharif 5,000

. . .Civil Engineer 5,000

. . . Manager Estate 5,000

...Farmer 5, 000

. . . Mgr. Assurance Co . . . . 5, 000

. . . Fur Dresser 5,000

. .Barrister 5,000

...Manufacturer 10,000

; . . Photographer 5,000

; : . Real Estate Broker 5,000

. . Barrister 5,000

4

FOR AGENTS* USE ONLY

ym

vim

t£M\

ilK

si mm

Voi. 7, No. 25 Published by the Imperial Life Assurance Co’y of Canada

THE HOME OFFICE*

15th December, 1906.

To the Company's Representatives : —

In the two weeks that remain between to-day and
the close of 1906 the best results of the year should be
accomplished . The time is short , but it is long enough
if every man will only put his shoulder to the wheel and
do his share . Success depends on united effort . Let no
one think that because his contribution is small it is not
worth while. Every little helps. If each man among the
Imperial's 300 representatives would write only $1,000
extra in December , it would put December $300,000 in
advance of previous months. Let that be the aim of
every Imperialite — to make December exceed his best
previous month by at least $1,000. You can do it if
you try.

To each and every member of the Imperial's staff I
wish a merry Christmas and a happy New Year .

&

Secretary

Proceedings of Toronto Insurance Institute.

Along with this number of the Agents’ News we are sending to most of
our representatives in Canada a copy of the Proceedings of The Insurance
Institute of Toronto for the Session 1905-1906.

There are several articles in this volume that are worthy of attention. To
those of our representatives who have ever given any attention to accounting,
the paper on page 44 dealing with “A System of Life Insurance Book-
Keeping and Office Records ” will prove of interest, as showing the advanced
stage which the science of Head Office accounts has reached. The paper in
question was written by a member of the staff of the North American Life,
but the system described is practically identical with that employed in the Head
Office of our own Company.

On page 148 is given the now well known paper on “Investments of
Canadian Life Offices,” by T. Bradshaw, F.I.A., which most of our repre-
sentatives have already had an opportunity of perusing in pamphlet form.
Another feature of the proceedings which will be of special interest to
Imperialites is the article on “The Past, Present and Future of Life Insur-
ance,” (page 193), written by Mr. L. K. File, B.A. , A.I.A., head of the Policy
Department of the Imperial Life This paper was awarded the prize offered
by the Insurance Institute for the best essay upon the above mentioned
subject. It is well worth a careful perusal, and although several very technical
subjects are touched upon, it is so written that none of our agents should
experience any difficulty in following it throughout.

“ Security.”

When a sensible man insures his life (as all sensible men do) his utmost
care is exercised in the selection of a Company that is safe. Security is the
prime requisite. A company that is not safe violates the first and fundamental
principle of insurance, for it does not insure. Therefore, the man who is wise
seeks, first and foremost, a company on which he can rely.

Guard against the error of supposing that a company is strong, simply
because it is big. Mere “ bigness ” counts for nothing. It is just as likely to
be a source of weakness as of strength. You have often seen an overgrown,
weak-kneed giant whose languid carriage and shambling gait showed unmis-
takably that his growth had outstripped his strength. In the same way, some
insurance companies, in their eagerness to attain colossal dimensions, have
disregarded other considerations of far greater importance. They may be
bigger than their competitors, but nevertheless inferior in financial strength and
profit-earning power.

For instance, if there be two business concerns ; one with 10,000 share-
holders, $12,000,000 assets and $10,000,000 liabilities; the other with 1,000
shareholders, $1,500,000 assets, and $1,000,000 liabilities ; it is not difficult to
see that the second company is in a stronger and more prosperous condition
than the first, although the first is larger.

2

The largest company, therefore, is not always the strongest. On the
other hand, it is usually wisest not to insure in a very small company. A very
small company is more apt to be adversely affected by sudden fluctuations of
mortality, losses on investments, etc., than its larger rivals. Moreover if a
company is very small, it usually points to obtuseness, lack of energy, or some
other fault on the part of its managers.

The question naturally arises, then, What are the best tests of strength in
a life insurance company ? We shall endeavor to suggest several.

TEST ONE. The Dominion Government exercises a supervision over
the affairs of life insurance companies, and has fixed a minimum standard
of reserve, to which every life company is obliged to conform or else be
declared insolvent. The funds of a strong company should easily suffice to
maintain this reserve on policies and annuities which is required by law. The
Imperial Life, not only maintains this reserve, but has voluntarily set aside an
additional reserve , which at the last valuation amounted to approximately
$i 52,000.

TEST TWO. A strong life insurance company should be able to set apart
the Government Reserve without impairing its capital. There are many com-
panies that are not equal to this test. A young life insurance company, unless
exceedingly well managed, can scarcely hope to meet the first few years of its
existence without impairing its capital to some extent. That is to say, if the
business written is not able to pay for itself, the company is obliged to
encroach on its paid-up capital. It is a remarkable fact that the Imperial Life
is the only company out of the fourteen companies incorporated in Canada
during the last 24 years, that has never had an impairment of capital. Not only
has the Imperial Life never had an impairment of capital, but at its last
valuation (although maintaining its reserves on an unusually stringent basis)
it was able to keep its capital intact and show a net surplus over and above all
liabilities of $188,431. 1 1.

TEST THREE. If a large portion of a company’s capital has not been
paid up, this adds greatly to the company’s strength, for it constitutes a
guarantee fund which could be drawn upon if necessity arose. The Imperial
Life has a subscribed capital of $1,000,000, of which $450,000 is paid up.
This leaves $550,000 additional for which the shareholders are liable, and that
amount could be called for in case of emergency. It does not cost the policy-
holders anything, and at the same time adds greatly to their security. The
total funds available for the policyholders’ protection may be summarized as

follows :

Reserve (Government Standard) $1,912,099

Additional reserve 152,000

Paid-up capital. . ; . 45°>000

Net surplus 188,431

Uncalled capital 55°>000

Total protection for policyholders

3

$3,252.53°

The Imperial Life, therefore, affords to its policyholders security to the extent
of $3,252,530 ; whereas its liability to policyholders, according to Government
standards, is only $1,912,099. In other words, the Company provides security
of over $170 for every $100 of liability to policyholders.

TEST FOUR. A strong company should be able to show from year to
year, in all departments, not a spasmodic, but a steady progress. The table
given below proves that the Imperial Life fulfils this criterion also.

Dec. 31st.

Net

Premium

Income.

Interest,

Dividends,

etc.

Total

Cash

Income.

Reserves.

Assets.

Assurance

in

Force.

1897

$ 32,060

$ 5,356

$ 37,416

$ 38,426

$ 336,248

$ 1,185,725

1898

154,947

12,464

167,411

180,761

677,062

4,169,125

1899

296,617

24,906

321,523

434,112

930,443

7,134,625

1900 .......

258,883

35,969

294,852

597,488

1,102,092

9,226,350

1901

308,030

52,151

360,181

798,785

1,344,128

10,524,731

1902

409,277

71,952

481,229

1,102,531

1,660,777

18,384,119

1903

493,781

83,385

577,167

1,428,637

2,013,888

15,408,442

1904

597,419

99,466

696,885

1,768,706

2,404,941

17,672,050

1905

680,798

119,237

800,035

2,064,099

2,828,534

19,672,664

TEST FIVE. A strong company should show signs of careful scrutiny in
the selection of risks. This is most important, because laxity in this regard
will soon make itself felt in increased death losses. A company that finds
difficulty in securing new insurance will often be tempted to accept doubtful
risks rather than lose the business. On the other hand, a strong company will
not be exposed to the same temptation to entertain questionable risks, because
if it declines one application, it is able without difficulty to secure others. As
a proof that the Imperial Life has kept aloof from unreasonable anxiety to
obtain business at any price, we may mention the fact that this Company, on
the average, declines about one out of every ten proposals submitted to it. As
a result of this firm and moderate policy, the death claims since the Company’s
inception have been only 50.2% of those that were to be expected according to
standard tables of mortality.

TEST SIX. A company that is extravagantly managed can never be
strong. The Imperial Life has always regarded economy of administration as
of prime importance, and much of its success is no doubt due to that fact.
For instance, in the last insurance year (1905), the Company after meeting all
expenses, including death claims, cash surrender values, cash dividends to
policyholders, etc., was able to add to its funds more than 52% of its total
income for the year.

There are other tests that might be mentioned, but the most important of
them are included in the above category. Judged by every standard, the
Imperial Life possesses manifestly all the characteristics of a strong, safe
company. It’s motto has been from the outset, “ First and Paramount,
Absolute Security to Policyholders.”

4

This is the Right Way to Talk.

Edmonton, Alta., Nov. 9th, 1906.

The Imperial Life , Toronto.

Re Application D. N. M.

Gentlemen, — Your favor of 2nd inst. to hand", and I regret very much that you could
not accept this party. I will have to hustle this month and get some good business, which I
trust will more than cover this loss.

Yours sincerely,

C. D. Rogers.

The above letter was written by Mr. Rogers, our Edmonton representative,
in reply to a communication from Head Office informing him that the Insurance
Committee had decided to decline the application referred to. The application
was, on the face of it, a good one, and involved an annual premium of some
$200. We have not the slightest doubt that the rejection of this risk was a
severe disappointment to Mr. Rogers, and very naturally so. But instead of
getting out of temper or wrangling with the Medical Department, Mr. Rogers
sat down and wrote the above very manly and sensible letter- — then went out
and hustled for business. We are pleased to be able to say that he got it too,
and in spite of his previous hard luck he missed the Honor Roll only by a very
narrow margin.

If at First You Don’t Succeed.

The things that can’t be done are growing fewer. Not so many years ago
mile-a-minute trains were impossible. Now they are common, and we are con-
fidently awaiting transportation at 200 miles an hour. If telegraphic messages
can be sent across the world without wires, what is impossible ? If Mr. Tesla
had said, Ki It can’t be done,” he never would have done it. He never would
have tried. Once upon a time a man wrote to his friend : “ I’m in the hole,
and you’ve just got to help me out or I'm stuck.” The friend replied : “ Sorry
I can’t help, but if you’re in a hole that you can’t get out of, I’m coming to see
the hole— it must be a wonder.” Oh, yes. He got out. But according to all
theory and reason he should not have been able to do it. It was one of the
things that couldn’t be done, and if he believed it couldn’t — he wouldn’t. If a
thing looks as if it can’t be done — look again. Try. — Four-Track News.

Quotations— Read These and Then Act on Them,

“ Do you wish to become rich ? You may become so if you desire it in no
half-way, but thoroughly. Do you wish to master any science or accomplish-
ment ?— Give yourself to it and it lies beneath your feet. This world is given
as the prize for the man in earnest ; and that which is true of this world, is
truer still of the world to come.” — F. W. Robertson.

“ We all have two educations — one from others, and another, and the most
valuable, which we give ourselves. It is this last which fixes our grade in
society, and eventually our actual condition in this life, and the color of our

8

fate hereafter. All the professors and teachers in the world would not make
you a wise or good man, without your own co-operation ; and if such you are
determined to be, the want of them will not prevail.” — -John Randolph.

“ Do not put off until to-morrow that which can be done and requires to
be done to-day. Without an adherence to this rule business will never be done
in an easy manner, but will always be in arrear.” — George Washington.

“ Each succeeding day is the scholar of that which went before it.” —
Publius Syrius.

“From the errors of others, a wise man corrects his own.” — Publius
Syrius.

“ Idleness is the bane of body and mind, the nurse of naughtiness, the
chief author of all mischief, one of the seven deadly sins, the cushion upon
which the devil chiefly reposes, and a great cause not only of melancholy, but
of many other diseases ; for the mind is naturally active, and if it be not
occupied about some honest business, it rushes into mischief or sinks into
melancholy. ” — Burton.

“ What men want is not talent ; it is purpose ; in other words not the
power to achieve, but the will to labor.” — Bulwer.

“ Sloth makes all things difficult, but industry makes all things easy.” —
Franklin.

“ No man properly occupied was ever miserable.” — Z. E. Landon.

“ The one prudence in life is concentration ; the one evil is dissipation.” —
Emerson.

“ The weakest living creature, by concentrating his powers on a single
object, can accomplish something. The strongest, by dispensing his over
many, may fail to accomplish anything. The drop, by continually falling,
bores its passage through the hardest rock. The hasty torrent rushes over it
with hideous uproar and leaves no trace behind.” — Carlyle.

“ For want of self-restraint many men are engaged all their lives in
fighting with difficulties of their own making, and rendering success impossible
by their own cross-grained ungentleness ; whilst others, it may be much less
gifted, make their way and achieve success by simple patience, equanimity and
self-control. — Smiles.

“ A life insurance policy is a will which requires no lawyer to make, and
which no lawyer can break.” — Mrs. P. B. Harvey.

“ Great talents, such as honor, virtue, learning, and parts are above the
generality of the world, who neither possess them themselves, nor judge of
them rightly in others ; but all people are judges of the lesser talents, such as
civility, affability, and an obliging, agreeable address and manner, because they
feel the good effects of them, as making society easy and pleasing.” —
Chesterjield.

“ Show us the man who never makes a mistake, and we will show a man
who never makes anything. The capacity for occasional blundering is

6

inseparable from the capacity to bring- things to pass. The only men who are
past the danger of making mistakes are the men who are asleep at Green-
wood.”— H. L. Way land.

Re the Honor Roll.

Dp. LoWPey again claims first place by a goodly margin. His $1,338
of premiums stands out well in the premiums column. Mp. C. M. TllPneP is
a good second with a round $20,000 of business. Two $10,000 applications
were his contributions for the month. We do like these $10,000 applications.

Mp. W. G. Reburn, of the Head Office staff, achieved a long-cherished
ambition when he “ went up head” on Honor Roll “ B.” Unfortunately this
month there was nobody to compete with him, so he had it all his own way.
He had a very neat 10-Year Endowment for $10,000.

Mp. Flatt, of Fort William, sent in some very good business in November.

MesSPS. Wallace and Ross are Winnipeg’s delegates to the Honor Roll
this time. What happened to Mp. Crysdale ?

Reid, of Smith’s Falls, and McDepmid & McHapdy, of Nelson, B.C.,
are names that used to figure pretty frequently on Honor Rolls of other years.
This year they were absent for the first ten months, only to bob up serenely in
November. We welcome the wanderers back to the fold.

Honor Roll “A” for November, 1906.

This Honor Roll records the monthly new business of those representatives
who devote their entire time and attention to the Company’s interests, and
who secure acceptable applications for $5,000 and over. The following rules
are observed : —

(1) Joint business is credited one-half to each of the two ag-ents.

(2) The agents are ranked : — ,

(A) In regard to the amount of new assurance accepted in the month.

(B) In regard to the total annual premiums thereon

(3) Each month there is a summary giving the number of times the agent’s name has
appeared on the Honor Roll since the beg'inning of the year.

No. of times

Dr. D. Lowrey, Toronto,* Ont . .

Applications.

$30,500

Rank.

I

Premiums.

$J >338*45

Rank.

I

on Honor Roll.

9

C. M. Turner, Calgary, Alta . .

.... 20,000

2

432.20

2

9

S. F. Flatt, Fort William, Ont .

I 1 ,500

3

37 f. 6°

4

4

J. B. Cooke, Kingston, Ont . . . .

.... 11,000

4

33^45

5

5

W. A. Gibson, St. John, N.B . . .

.... 9,000

5

394.90

3

2

J. S. Wallace, Winnipeg, Man..

6

249.40

7

7

H. L. Grant, Woodstock, N.B. .

.... 7,000

7

227.15

8

2

A. W. Ross, Winnipeg, Man. . .

.... 7,000

7

204.15

9

10

J. A. Benjamin, Port Maria, Jamaica. 6,000

9

326-95

6

5

J. A. Westman, Regina, Sask .

5>°°°

10

171.85

10

4

McDermid & McHardy, Nelson,

B.C. 5,000

10

151.00

1 1

1

J. J. Reid, Smith’s Falls, Ont. .

5,000

10

136.45

12

1

7

Honor Roll 44 B ” for November, 1906.

This Honor Roll records the monthly new business of those representatives
who do not devote their entire time and attention to the Company’s interests,
and who secure acceptable applications for $3,000 and over.

No. of times

Applications. Rank. Premiums. Rank. on Honor Roll

W. G. Reburn, Toronto, Ont $13,000 1 $1,150.65 1 2

Leaders of Honor Roll “A” in 1906.

January Dr. D. Lowrey, Toronto, Ont

February C. A. Crysdale, Winnipeg, Man

March Beaudoin & Champagne, Montreal, Que . .

April J. F. Best, Brandon, Man

May J. A. Robinson, St. John’s, Newfoundland,

June Dr. D. Lowrey, Toronto, Ont

July Dr. D. Lowrey, Toronto, Ont

August C. M. Turner, Calgary, Alta

September. J. A. Benjamin, Jamaica, B.W.I

October C. M. Turner, Calgary, Alta

November Dr. D. Lowrey, Toronto, Ont

$33>5°°-

21.500

x4,5 00

14.000

50.000

16.000

15.000

29.000

16.500

28.000
3°>5°°

Leaders of Honor Roll 44 B ” in 1906.

January R. E. Brett, Victoria, B.C

February P. P. Pickering, Trinidad, B.W.I

March P. P. Pickering, Trinidad, B.W.I

April J. McGeer, Vancouver, B.C

May J. McGeer, Vancouver, B.C

June J. K. Pickett, Toronto, Ont

July H. 'Poulin, Montreal, Que

August J. E. Mayers, Bridgetown, Barbados

September Manton & Hart, Jamaica, B.W.I

October R. E. Brett, Victoria, B.C

November W. G. Reburn, Toronto, Ont

$7,500

8,500

14.000

6.000

5. 000
5, ooo

3. 000

8.000

9»5°°

1 1.000

13.000

Standing of Agencies, November, 1906.

1. Toronto “L”

2. Calgary

3. Head Office

4. Winnipeg

5. Montreal

6. St. John

7. Kingston

8. Fort William

9. West Indies

10. Ottawa

11. Orillia

12. Brandon

13. Regina
Nelson

15. Guelph
Edmonton
Bracebridge
Vancouver

Halifax

20. Toronto “ K ”

21. Charlottetown

22. Stratford

23. Toronto City
London
Hagersville
Sarnia
Belleville

8

1

THE IMPERIAL LIFE AGENTS NEWS

Index to Volumes I-VII (inclusive)

Note. — Owingf to the miscellaneous character of the subjects treated in the Agents News, considerable difficulty
has been experienced in suitably indexing- .the various articles. Very often the title at the head of a paragraph
conveys a very inadequate idea of the real subject-matter of the article. Hence, in many cases, articles have
not been indexed according to their original heading, but rather with respect to the subject treated.

Absolute Essential to Success — Vol. II, No. 9.

Achievements of Imperial Head Office Staff — -Vol. V, No. 14.
Acknowledgments of Death Claim Settlements — Vol. IV, Nos. 28, 43, 44,
45, 47, 48; Vol. V, Nos. 4, 5, 7, 10, 12, 20, 21, 22; Vol. VI, Nos. 1, 2,
4, 7, 8, 10, 13, 15, 24; Vol. VII, Nos. 1, 3, 4, 11, 12, 13, 14, 15, 21.
Acrostic — Rothschild’s Rules of Success — Vol. IV, No. 24.

Actual Accomplishments — Vol. VI, No. 8.

Actual Results— Vol. II, No. 15 ; Vol. Ill, Nos. 3, 8 ; Vol. V, No. 13.
Address— Change of— Vol. V, No. 22 ; Vol. VI, No. 20.

Advantages of Team Work— Vol. VI, No. 7; Vol. VII, No. 24.
Advertising— Vol. II, Nos. 10, 13, 14; Vol. Ill, Nos. 4, 5, 6, 7, 8, 9, 10, 11;

Vol. IV, Nos. 1, 5, 10, 27, 28, 32, 42 ; Vol. V, Nos. 3, 19 ; Vol. VII, No. 1.
Advertising Literature — Vol. II, Nos. 4, 6, 9, 10, 13 ; Vol. Ill, Nos. 2, 3, 4, 6, 7,
9, 10; Vol. IV, Nos. 1, 2, 5, 6, 19, 36, 41, 42, 44, 47 ; Vol. V, Nos. 2, 14,
17, 18; Vol. VI, Nos. 5, 6, 7, 23, 24; Vol. VII, Nos. 2, 20.
Advertisements — Sample — Vol. Ill, Nos. 4, 5, 6, 7, 8, 9, 10, 11; Vol. IV,
Nos. 1, 5, 8, 17, 19, 27, 32, 33, 49; Vol. V, No. 19.

Advisory Boards — Vol. V, No. 14.

Agency Appointment and Changes — -Vol. Ill, No. 10; Vol. IV, Nos. 5, 23,
Agency Appointments and Changes — Vol. Ill, No. 10; Vol. IV, Nos. 5, 23,
3, 4, 5, 6, 8, 9, 10, 12, 13, 14, 24; Vol. VII, Nos. 1, 9, 11.

Agency Force an Asset — Vol. VI, No. 7.

Agency Notes and Comments — -Vol. I, Nos. 1, 3, 4; Vol. II, Nos. 3, 4, 5,
6, 8, 9, 10, 11, 13, 14, 15 ; Vol. Ill, Nos. 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11 ;
Vol. IV, Nos. 1, 4, 7, 9, 12, 13, 15, 16, 21, 22, 24, 25, 28, 29, 34, 38, 43, 46,
48; Vol. V, Nos. 2, 4, 6, 8, 10, 12, 13, 14, 16, 18, 20, 22, 23, 24; Vol. VI,
2, 4, 6, 10, 12, 13, 14, 15, 16, 20; Vol. VII, Nos. 2, 4, 7, 9, 13, 15, 23, 25.
Agency Organization — Vol. II, No. 8; Vol. V, No. 23.

Agent and his Chair — Vol. VII, No. 20.

Agent and his Work — Vol. VII, No. 23.

Agents Competitions and Conventions — Vol. I, No. 3; Vol. II, No. 5, 13;
Vol. Ill, Nos. 3, 4, 5, 6, 7, 8 ; Vol. V, Nos. 3, 4, 5, 6, 7, 10, 11, 12,

13, 14, 15.

Agents Have no Authority to Alter Policies or Receipts — Vol. VII, No. 6.
Agents’ News — Articles re — Vol. I, No. 1; Vol. IV, Nos. 2, 25; Vol. V, No.

14; Vol. VI, Nos. 20, 21.

Agent Who Gets There — Vol. Ill, No. 6.

Agents Without a Policy — Vol. VI, No. 24.

Aggressive Competition — Wisdom of — Vol. V, No. 24.

Agressiveness — Vol. V, No. 15.

Are Insurance Companies Litigious?- — Vol. IV, No. 37.

American Companies — Vol. Ill, Nos. 4, 5, 10; Vol. V, No. 9; Vol. VI, Nos.

19, 21.

II.

Annual Meeting — Yol. II, No. 1; Yol. IY, No. 49.

Annual Report — Yol. Ill, Nos. 2, 6; Yol. IY, Nos. 2, 4; Yol. Y, Nos. 1, 4,
5, 7; Yol. VI, Nos. 4, 5, 6, 7 ; Yol. VII, Nos. 6, 7, 8, 13.

Annuities— Yol. Ill, No. 10; Yol. VI, No. 22.

Applicants— Yol. Ill, No. 4; Yol. YI, No. 16.

Application Forms— Yol. IY, Nos. 28, 36, 41, 43 ; Yol. YI, Nos. 5, 6 ; Yol.
VII, Nos. 3, 14.

Applications for $10,000 and Over — New Rule — Vol. VII, No. 19.
Appreciation — It Pays to Show — Yol. Y, No. 15.

Appointment of Agents — Yol. V, No. 23.

Appointment With Prospect — Yol. YI, No. 16.

Assessment and Fraternal Insurance — Yol. I, No. 4; Yol. II, Nos. 6, 9, 11,
13, 15 ; Yol. Ill, Nos. 1, 3, 4, 5, 6, 11 ; Yol. IY, Nos. 11, 23, 25, 29, 30,
35 ; Yol. Y, Nos. 8, 17, 21 ; Yol. YI, Nos. 11, 1 1, 21 ; Yol. VII, Nos. 9,
13, 20 sup.

Assets— Yol. II, No. 12; Yol. IY, Nos. 15, 20; Yol. YI, Nos. 5, 9, 16; Yol.
VII, Nos. 4, 8.

Audit Department — Yol. Y, No. 22.

Automatic Non-Forfeiture Provision — Yol. IY, Nos. 8, 10, 41, 44; Yol. V,
No. 8.

Banking Arrangements — Yol. VII, No. 6.

Banking, Life Insurance vs. — Yol. I, No. 2; Yol. II, No. 1; Yol. YI, No. 5.
Believers in What They Recommend — Yol. Ill, Nos. 2, 3; Yol. IV, No. 18.
Beneficiary — Vol. YI, No. 23.

Booming of Bigness — Yol. IY, No. 6.

Brains and Good Morals — Yol. VI. No. 20.

Bulletin Assessment Chart — Yol. YI, No. 11.

Business Cards — Yol. Y, No. 3.

Business of Canadian Companies — Yol. I, No. 3; Yol. II, Nos. 10, 12; Yol.
IY, No. 7, 13, 15; Yol. Y, No. 10, 22; Yol. YI, Nos. 5, 9, 15, 16; Yol.
VII, Nos. 3, 4, 8, 17.

Business Men, Wise and Foolish — Vol. Y, No. 6.

Business Policy, A — Yol. IY, No. 23.

Calendars— Yol. Ill, No. 11.

Canada’s Prosper^ — Yol. IY, No. 25.

Canadian Life Companies — Yol. I, No. 3; Vol. II, Nos. 10, 12; Yol. Ill, No.
10; Vol. IY, Nos. 7, 11, 13, 15; Yol. V, Nos. 10, 22; Yol. VI, Nos. 5,

9, 15, 16; Yol. VII, Nos. 3, 4, 8, 17, 20 sup.

Canadian Money for Foreign Investments — Yol. Y, No. 17.

Canvassing Book, Vol. Ill, Nos. 5, 6 ; Yol. Y, Nos. 19, 20, 21 ; Yol. VII, No. 7.
Canvass Your Policyholders — Yol. V, No. 3; Vol. YI, Nos. 7, 8; Yol. VII,

No. 2.

Capital Stock— Yol. I, No. 1 ; Yol. IY, No. 3 ; Yol. YI, Nos. 19, 23.

Cards — Business — Yol. V, No. 3.

Care of Old Business — Yol. I, No. 4; Yol. Ill, Nos. 7, 8: Yol. Y, No. 24;

Yol. YI, Nos. 2, 4, 5, 7, 8, 10, 14, 20, 23.

Cash Premium Income — Yol. I. No. 1; Yol. II, No. 14; Yol. Ill Nos. 8, 9,

10, 11 ; Yol. IY, No. 44.

Certainty is the Great Ally — Yol. IY, No. 29.

Challenge from Montreal Agency — Vol. IV, No. 23.

Change of Address— Yol. Y, No.‘ 22; Yol. VI, No. 20.

III.

Changing Horizon, The — Yol. IY, No. 31.

Character of the Agent in the Field — Yol. IY, Nos. 19, 21, 23.

Charitable Bequests, Means of Providing— Yol. Ill, No. 5 ; Yol. YII, No. 19.
Cheerful Spirit, The — Yol. IY, No. 26.

Cheer Up— Yol. Y, No. 5.

Collection of Premiums— Yol. I, No. 4; Yol. Ill, No. 9; Yol. Y, No. 23; Yol.
YI, Nos. 7, 8.

Commissions — Future Life Insurance — Yol. YII, No. 19.

Comparative Articles— Yol. I, Nos. 3, 11; Yol. II, Nos. 10, 12, 14, 15; Yol.
Ill, Nos. 4, 8, 10, 11; Yol. IY, Nos. 7, 10, 11, 13, 15; Yol. Y, Nos.
1, 9, 10, 13, 23; Yol. YI, Nos. 5, 9, 10, 12, 14 15, 16, 19, 22; Yol. YII,
Nos. 3, 4, 8, 17.

Competitions and Conventions — Agents’ — Yol. I, No. 3; Yol. II, Nos. 5, 13;
Yol. Ill, Nos. 3, 4, 5, 6, 7, 8; Yol. Y, Nos. 3, 4, 5, 6, 7, 10, 11, 12, 13.

14, 15.

Competitive Literature — Yol. Ill, No. 7 ; Yol. Y, No. 13; Yol. YI, Nos. 8, 12.
Compulsory Saving — Yol. IY, No. 35.

Concentration— Yol. Ill, No. 11 ; Yol. IY, No. 9 ; Yol. YI, No. 23 ; Yol. YII,
No. 11.

Consult Examiners or Policyholders — Yol. YII, No. 11.

Contracts for Christmas Gifts — Yol. Y, No. 24.

Correct Answers — Necessity for — Yol. YI, No. 5.

Correspondence— Yol. Y, Nos. 3, 19, 22; Yol. YI, No. 1.

Courage — Yol. YI, No. 7.

Daily Cash Reports— Yol. II, No. 6; Yol. Ill, No. 9; Yol. Y, No. 22; Yol.
YI, No. 17.

Daily Note Report — Yol. Ill, No. 4.

Danger of Delay— Yol. I, No. 4; Yol. II, Nos. 6, 8; Yol. Ill, No. 8; Yol.

IY, Nos. 1, 30; Yol. Y, Nos. 6, 21; Yol. YI, Nos. 4, 10, 20, 21.

Death Claims, Acknowledgement of Settlement — Yol. IY, Nos. 28, 43, 44,
45, 47, 48 : Yol. Y, Nos. 4, 5, 7, 10, 12, 20, 21, 22 ; Yol. YI, Nos. 1, 2, 4,

7, 8, 10, 13, 15, 24; Yol. YII, Nos. 1, 3, 4, 11, 12, 13, 14, 15, 21.

Death Claims Paid— Yol. IY, Nos. 26, 47; Yol. Y, Nos. 12, 13; Yol. YII,
Nos. 11, 15.

Delivery of Policies — Yol. YII, No. 18.

Deposits of Canadian Life Companies — Yol. Ill, No. 10; Yol. IY, Nos. 3, 11.
Directors, How Elected in Mutual Companies — Yol. YI, No. 19.

Directors — Imperial Life— Yol. II, No. 3; Yol. Ill, No. 5; Yol. IY, No. 22.
Disclosures re American Companies — Yol. YI, Nos. 19, 21.

Do It Now— Yol. IY, Nos. 37, 38, 39, 40; Yol. Y, No. 10; Yol. YII, Nos, 21,
24.

Do It To-Morrow — Yol. Y, No. 13.

Don’ts for Imperialities — Yol. Y, Nos. 8, 10; Yol. YII, No. 14.

Do Your Best — Yol. II, No. 15.

Dwell on Your Strong Points — Yol. YII, No. 7.

Earnestness — Yol. IY, No. 9.

Election Score Cards — Yol. Y, No. 22.

Employment of Medical Examiners — Yol. Ill, No. 6; Yol. IY, No. 6; Yol. Y,
No. 17 ; Yol. YII. No. 9.

Enamelled Signs — Yol. IY, No. 7 ; Yol. YII, No. 15.

Endorsing of Notes — Yol. YI, No. 10.

IV.

Endowment Fund, An — Vol. V, No. 13.

Energy — Yol. IV, No. 31.

Enquiries from Policyholders — Yol. Y, No. 5.

Enquiry and Instruction — Vol. Ill, No. 6 ; Yol. V, Nos. 19, 22.

Enquiry Card to Policyholders — Yol. Ill, No. 4.

Enthusiasm — Yol. I, No. 4; Yol. IV, No. 30.

Estimates vs. Actual Results — Yol. II, No. 15; Yol. Ill, No. 8.

Every Man a Producer Every Month — Yol. Ill, No. 5.

Evidence of Age Forms — Yol. IY, Nos. 6, 10.

Evil of Over-Estimating — Yol. Ill, Nos. 8, 10.

Excerpts and Quotations — Yol. II, Nos. 1, 10, 12; Yol. IY, Nos. 9, 16; Yol.

Y, No. 10 ; Yol. YI, No. 21 ; Yol. VII, Nos. 18, 20, 24, 25.

Exchange, Postage, Etc. — Yol. VI, No. 17.

Executive Committee — Yol. IY, No. 22.

Expenses— Yol. II, No. 14; Yol. YI, Nos. 15, 22; Yol. VII, Nos. 17, 18.
Explanation re New Companies — Yol. II, No. 15; Yol. YI, No. 22.
Extended Term Assurance — Yol. IY, Nos. 41, 45.

Facts and Figures — -Yol. IY, No. 11.

Farmers — How to Canvass — Yol. Ill, No. 9.

Fearless Worker, The — Yol. I, No. 2.

Few Facts, A— Yol. Ill, No. 2; Yol. Y, Nos. 11, 14; Yol. YI, No. 14; Yol.
VII, No. 4.

Field Notes and Pointers for Beginners — Yol. IY, Nos. 36, 37, 38, 39, 40,
42, 44, 45, 47,

Fire Insurance — Life Insurance vs. — Yol. I, No. 4; Vol. IY, No. 49.

Firm Grip, A— Yol. IY, No. 9.

First Impression in Soliciting — Yol. Y, No. 11.

First Interview’- — Yol. Y, No. 15 ; Yol. YI, No. 7.

Flexibility of Life Insurance — Yol. IY, No. 28.

Folly of Lapsing—" Yol! II, Nos. 10, 11: Yol. Ill, Nos. 6, 9, 10; Yol. IV,
Nos. 25, 34, 44; Yol. Y, Nos. 3, 13. 15; Yol. YI, Nos. 1. 4, 5, 7, 14, 20:
Yol. VII, Nos. 3, 4, 22.

Folly of Procrastination— Yol. IY, Nos. 24, 33; Yol. Y, Nos. 13, 21; Yol
YI, Nos. 10, 21.

Foreign Business of American Cos. — Yol. III. No. 10: Yol. Y, No. 9.

Foreign Companies — Yol. Ill, Nos. 4, 5, 10; Yol. Y, Nos. 7, 9; Vol. YI, Nos
19, 21.

Foreign Investments, Canadian Money for — Yol. Y, No. 17.

Form Letters — Yol. VI, No. 17.

Forms, Articles re — Yol. II, Nos. 6, 14; Yol. Ill, No. 4; Yol. IV, Nos. 6.
10, 28, 36, 41, 42, 43; Yol. Y, No. 16; Yol. YI, Nos. 1, 6, 17, 22; Yol.
VII, Nos. 3, 14.

Fraternal and Assessment Insurance — Yol. I, No. 4; Yol. II, Nos. 6, 9, 11,
13, 15 ; Yol. Ill, Nos. 1, 3, 4, 5, 6, 11 ; Yol. IV, Nos. 11, 23, 25, 29, 30
35 ; Yol. Y, Nos. 8, 17, 21 ; Vol. YI, Nos. 1, 17, 21 ; Yol. VII, Nos. 9, 13;
20 sup.

Future Life Insurance Commissions — Yol. VII, No. 19.

Future of Life Insurance in Canada — Yol. IY. No. 7 ; Yol. VII, No. 21.

Gathering of Toronto Agents — Yol. V, No. 5.

Get Acquainted— Yol. YI, No. 10.

Give Him a Chance to Think — Yol. Ill, No. 5.

V,

Good Article — Yol. VII, No. 20.

Good Business— Vol. II, No. 12 ; Vol. V, No. 8.

Governmental Supervision of Life Insurance — Vol. IV, Nos. 20, 23; Vol.

VI, Nos. 15, 19-sup. ; Vol. VII, No. 2.

Government Deposits — -Vol. Ill, No. 10; Vol. IV, Nos, 3, 11.

Government Returns — Vol. II, Nos. 9, 13.

Greatest Blessing, The — Vol. II, No. 8.

Growth of Canadian Life Companies — -Vol. II, No. 10; Vol. V, No. 10.
Guarantee Bonds — Vol. VI, No. 10.

Guaranteed Dividend Policy — Vol. VII, Nos. 10, 11, 12, 13, 14.

Guaranteed Security Policy— Vol. II, Nos. 10, 11, 12; Vol. Ill, No. 4; Vol
IV, No. 19 ; Vol. V, No. 9.

Habit of Doing One’s Best — Vol. V, No. 3.

Hard Work— Vol. II, No. 1 ; Vol. IV, No. 9 ; Vol. VI, No. 23 ; Vol. VII, No. 1.
Head Office Correspondence — Vol. V, Nos. 3, 22; Vol. VI, No. 1.

Head Office Rules and Regulations — Vol. V, No. 23.

Heart to Heart Talk — Vol. IV, No. 33.

Hints to Agents— Vol. II, Nos. 6, 7, 9, 10, 11, 14, 15 ; Vol. Ill, Nos. 1, 4, 5,
6, 7, 11 ; Vol. IV, Nos. 22, 24, 26, 35, 36, 37, 39, 40, 42 ; Vol. V, Nos. 8,
13, 15, 23, 24; Vol. VI, Nos. 1, 7, 1(1, 11, 19, 21, 22, 24; Vol. VII, Nos.
6, 7, 8, 9, 14, 20, 25.

Honor Roll— Vol. II, Nos. 8, 10, 11, 12, 13, 14, 15; Vol. Ill, Nos. 1, 2, 3,
4, 5, 6, 7, 8, 9, 10, 11; Vol. IV, Nos. 1, 4, 7, 12, 16, 21, 25, 29, 34, 38,
39, 43, 44, 46; Vol. V, Nos. 2, 4, 6, 8, 9, 10, 12, 14, 16, 18, 20. 22, 24;
Vol. VI, Nos. 2, 4, 6, 8, 9, 10, 11, 12,; 14, 16, 18, 20, 22, 24; Vol. VII,
Nos. 2, 4, 7, 9, 11, 13, 15, 16, 17, 19, 21, 23, 25.

Honor Roll— Restored Policies— Vol. IV, Nos. 10, 11, 12, 15, 22, 26, 31, 34, 38,
How Four Good Applications Were Lost — Vol. IV, No. 39.

How He Failed to Make a Sale— Vol. VII, No. 23.

How the Imperial Stands in Manitoba — Vol. VI, No. 10.

How to Do It— Vol. Ill, No. 1.

How to Meet Objections — Vol. VII, No. 9.

Hustle or Retire — Vol. Ill, No. 8.

“If at First You Don’t Succeed”— Vol. V, No. 16; Vol. VII, No. 25.
Illustrations— Vol. Ill, No. 1; Vol. IV, Nos. 9, 13, 16, 19, 21, 22, 30, 40, 48;

Vol. V, Nos. 8, 10, 24; Vol. VI, Nos. 6, 24; Vol. VII, Nos. 4, 11, 16.
Immediate Annuities — Vol. Ill, No. 10
Imperialism— Vol. Ill, No. 9 ; Vol. V, No. 22.

Imperialities Insured With the Company — Vol. Ill, Nos. 2, 3; Vol. IV,
No. 18.

Imperial Life Agents Opportunity — Vol. IV, No. 36.

Imperial Life — Its Past, Present and Future — Vol. IV, Nos. 10, 11, 12, 13.
15, 16, 17.

Imperial Life’s Popularity — Vol. II, No. 12.

Imperial Life’s Record — Vol. II, Nos. 6, 7, 9, 12; Vol. V, Nos. 1, 10; Vol.
VI, Nos. 2, 8 ; Vol. VII, Nos. 1, 3.

Imperial’s Representatives — A Tribute to- — Vol. V, No. 2; Vol. VI, No. 3;
' Vol. VII, No. 3.

Income Bond — Vol. IV, Nos. 26, 28, 30, 48.

Income from Investments — Vol. Ill, No. 3; Vol. IV, Nos. 10, 15; Vol. VI.
No. 22.

Individuality — Vol. II, No. 7.

VI.

Ingenious Argument, An — Vol. VI, No. 24.

Instalment Policies and Provisions — Yol. IY, Nos. 41, 46; Vol. Y, No. 18;
Yol. VII, No. 18.

Insurance Business as a Calling — Yol. III. Nos. 3, 5; Yol. IY, Nos. 7, 30;

Yol. Y, Nos. 2, 3; Yol. VII, No. 2.

Insurance Companies — Are They Litigious? — Yol. IY, No. 37.

Insurance for Professional Men — Yol. YI, No. 8.

Insurance Illegalities — Vol. Y, No. 14.

Insurance Institute of Toronto — Yol. VII, No. 25.

Insurance Investigation — Yol. YI, Nos. 19, 21; Yol. VII, Nos. 7, 8, 14, 15,
16, 23.

Insurance vs. Banking — Yol. I, No. 2; Yol. II, No. 1; Yol. YI, No. 5.
Interest— Yol. II, Nos 10, 13; Yol. Ill, Nos. 3, 4, 10; Yol. IY, Nos. 10, 15;

Yol. Y, Nos. 6, 9, 24; Yol. YI, No. 22.

Interest on Notes — Yol. II, No. 6; Yol. YI, No. 3.

Interviews with Prospects — Vol. Y, No. 15; Yol. YI, No. 7.

Investment for Young Men — Yol. Ill, Nos. 7, 8; Yol. Y, No. 21.
Investments— Yol. Y, Nos. 2, 5; Yol. YI, No. 22; Yoh VII, No. 15.
Irrational Reasoning — Yol. IY, No. 30
Is Your Field Overworked? — Yol. Ill, No. 6.

It Pays to Renew — Vol. II, Nos. 10, 11.

It Pays to Show Appreciation — Yol. Y, No. 15.

Keep the Pluck Up — Yol. VII, No. 18.

Keep Your Mind Vitalized — Yol. Y, No. 16.

King Edward’s Insurance — Yol. Ill, No. 6.

Knight of the Grip to a Young Imperialite — Yol. Ill, No. 1.

Knocking at the Door of Opportunity— Yol. Y, No. 24.

Know What You Want and Go Straight After It — Yol. II, No. 14.

Lapsing— The Folly of— Yol. II, Nos. 10, 11: Vol. Ill, Nos. 6, 9, 10; Yol.
IY, Nos. 25, 34, 44; Yol. Y, Nos. 3, 13, 15; Yol. VI, Nos. 1, 4, 5, 7, 14.
20 : Yol. VII. Nos. 3, 4, 22.

Large Assurances — Yol. IY, No. 15; Yol. YI, No. 19; Yol. VII, No. 1.
Lawyers Good Life Insurance Customers — Yol. Y, No. 23.

Lay Your Brick — Yol. II, No. 15.

Letter to Policjdiolders — Y ol. IY, Nos. 23, 49.

Letter Writing — Yol. Y, No. 19.

Life Agent Who Gets There — Yol. Ill, No. 6.

Life Assurance Field — Yol. IY, No. 41.

Life Assurance, $3950 — Personal Effects, $50 — Vol. IV, No. 25.

Life Assurance Argument, A — Yol. Y, No. 23; Yol. YI, Nos, 7, 21.

Life Assurance — As an Investment — Yol. IV, No. 36; Yol. VII, No. 3.
Life Assurance — As a Profession — Yol. Ill, Nos. 3, 5; Yol. IV, Nos. 7, 30;
Yol. VII, No. 2.

Life Assurance — A Necessity — Yol. YI, No. 10.

Life Assurance — A Study in — Yol. V, No. 1.

“Life Assurance Dont’s” — Yol. Y, Nos. 8, 10.

Life Assurance for Women — Yol. YI, No. 9.

Life Assurance for Young Men — Yol. III. Nos. 7, 8.

Life Assurance — Interesting Figures — Yol. IY, No. 30; Yol. Y, No. 13; Yol.
VI, No. 22.

Life Assurance — Its Flexibility — Yol. IY, No. 28.

Life Assurance — Its Value — Yol. Ill, No. 4; Yol. IV, Nos. 23, 27

VII.

Life Assurance — Protection and Investment — Vol. VII, No. 16.

Life Assurance — The Future of — Vol. IV, No. 7 ; Vol. VII, No. 21.

Life Assurance' — The Purpose of — Vol. Ill, No. 7; Vol. IV, No. 29.

Life Assurance — The Security of — Vol. VII, No. 8.

Life Assurance vs. Fire Insurance — Vol. I, No. 4; Vol. IV, No. 49.

Life Assurance — What It Does — Vol. II, No. 8; Vol. IV, No. 24.

Local Agents — Vol. Ill, No. 10; Vol. V, No. 23; Vol. VI, No. 10.

Maintain the Old Business— Vol. I, No. 4 ; Vol. Ill, Nos. 7, 8 ; Vol. V, No.

24; Vol. VI, Nos. 2, 4, 5, 7, 8, 10, 20, 23.

Manitoba — How the Imperial Stands in — Vol. VI, No. 10.

Manuals— Vol. II, No. 13 ; Vol. VII, No. 11.

Man Who Succeeds, The — Vol. V, No. 23.

Medical Examiners — Vol. Ill, No. 6; Vol. IV, No. 6; Vol. V, No. 17 ; Vol.
VII, No. 9.

Medical Fees— Vol. II, No. 15 ; Vol. VII, Nos. 18, 19.

Memo Books— Vol. IV, No. 1 ; Vol. VII, No 14
Methodical Agent, A — Vol. V, No. 23.

Method of Handling Procrastinators — Vol. V, No. 24.

Method of Sending Out New Forms — Vol. V, No. 16.

Method that Gets Business — Vol. IV, No. 37.

Misleading Advertisements — Vol. V, No. 10; Vol. VI, Nos. 1, 12, 22.
Momentum in Men — Vol. Ill, No. 3.

Monthly Reports — Vol. Ill, No. 6.

Montreal Agency, Challenge from — Vol. IV, No. 23.

More “Chains”— Vol. II, No. 14.

Mortality— Vol. Ill, Nos. 5, 6; Vol. V, Nos. 3, 8; Vol. VI, Nos. 14, 15, 22;
Vol. VII, No. 14.

Multum in Parvo — Vol. IV, No. 31.

Mutual System— Vol. V, Nos. 8, 10 ; Vol. VI, Nos. 19, 23.

Necessity for Correct Answers — -Vol. VI, No. 5.

Never Hesitate — Vol. I, No. 2.

“Never Put Off Till To-morrow”— Vol. II, No. 8.

New Business — Vol. I, No. 3; Vol. II, Nos. 1, 2, 4, 6, 7, 8, 9, 10, 11, 12, 13,
14, 15; Vol. Ill, Nos. 3, 5, 6, 8, 9. 10, 11; Vol. IV, Nos. 1, 2, 4, 5, 6, 7,
9, 11, 12, 13, 15, 16, 17, 19, 20, 21, 22, 23, 24, 25, 26, 28, 29, 31, 32, 33,
34, 36, 39, 40, 42, 44, 45, 46, 47, 48, 49; Vol. V, Nos. 2, 3, 16, 17, 18,
19, 20, 21, 22, 23, 24; Vol. VI, Nos. 1, 2, 3, 5, 6, 7, 8, 9, 11, 13, 17, 18,
24; Vol. VII, Nos. 1, 2, 4, 20, 22, 23, 25.

New Companies— Vol. II, No. 15 ; Vol. VI, No. 22.

New Departments — Vol. V, No. 22; Vol. VI, No. 17.

New Executive — Vol. IV, No. 22.

New Field for Imperial Representatives — Vol. Ill, No. 5.

Newfoundland — Vol. Ill, No. 10; Vol. IV, No. 24.

No Lack of Nerve— Vol. VII, No. 13.

Non-Participating Rates — Vol. VI, No. 19.

Notes From a Veteran — Vol. II, Nos. 1, 2, 3, 4, 6, 7, 8.

Notes — Premium — Vol. II, Nos. 6, 14; Vol. Ill, No. 6; Vol. V, Nos. 19, 20,
23 ; Vol. VI, Nos. 2, 3, 10, 17 ; Vol. VII, No. 2.

Nothing Better Than a Life Policy — Vol. VI, No. 7.

Nothing Speculative — Vol. VI, No. 7.

Not the Imperial Life — Vol. II, No. 15.

Nova Scotia— Vol. VI, No. 3.

VIII.

Old Business — Care of, Vol. I, No. 4; Yol. Ill, Nos. 7, 8; Yol. Y, No. 24;

Yol. VI, Nos, 2, 4, 5, 7, 8, 10, 14, 20, 23.

One Way of Looking at It — Yol. IY, No. 31.

Opportunity— Yol. Ill, No. 3 ; Yol. IV, No. 36 ; Yol. Y, No. 24.
Organization of Agencies — Yol. II, No. 8.

Outlook for Business— Yol. II, Nos. 14, 15 ; Yol. Ill, Nos. 2, 3 ; Yol. IY, No.

32; Yol. YI, No. 16; Yol. VII, No. 3.

Outstanding Premiums — Yol. Y, No. 22.

Partnership Insurance — Yol. II, No. 8; Yol. YI, No. 24.

Perseverance— Yol. II, No. 4; Yol. YI, Nos. 6, 9; Yol. VII, No. 12.
Personal Appearance — Yol. Ill, No. 5.

Personal Element in Success — Yol. IY, No. 33.

Personalities :

A. W. Adams— Yol. Y, No. 14.

H. B. Andrews— Yol. YI, No. 12.

C. H. Armstrong — Yol. Y, No. 14.

A. A. Bartlett— Yol. IY, No. 34.

W. A. Black— Vol. IV, No. 27.

PI. M. Boddy— Yol. II, No. 5.

Hon. Sir Mackenzie Bowell — Yol. IY, No. 22.

John Cawley— Yol. II, No. 5.

L. J., F. X. & J. M. Codere— Yol. IY, No. 23.

J. B. Cooke— Yol. II, No. 5; Yol. YI, No. 7.

E. W. Davis— Yol. Y, No. 14.

J. F. Driscoll— Yol. II, No. 5.

Hon. Cecil Edwards— Yol. IY, No. 48.

A. H. Fair— Yol. I, No. 1 ; Yol. II, No 5 ; Yol. YI, No. 3.

L. K. File— Yol. Y, No. 14.

R. J. Fleming— Yol. VI, No. 6.

Miss E. M. Forrest — Yol. Y, No. 22.

J. 0. Gallow— Yol. Y, No. 14.

R. R. Garvin— Yol. IY, No. 23
J. J. Gardiner— Yol. Y, No. 22.

J. C. Gass— Yol. Y, Nos. 4, 22 ; Yol. YI, Nos. 3, 5.

W. A. Gibson— Yol. YI, Nos. 2, 11.

F. S. Grise— Yol. II, No. 5

J. B. Hall— Vol. YI, No. 17; Yol. VII, No. 1
Robert Hall— Yol. II, No. 5.

G. R. Hamilton — Yol. II, No. 5.

H. S. Holt— Yol. Ill, No. 5.

W E. Kerr— Yol. I, No. 2; Vol. II, No. 5; Yol. YI, No. 8.

J. M. Langstaff— Yol. YI, No. 17.

J. H. Macabe— Yol. II, No. 5 ; Yol. YI, Nos. 6, 15.

S. J. Mackie— Yol. Y, Nos. 14, 19.

C. Y. Massey— Yol. Ill, No. 10.

W. H. E. Massey— Yol. II, No. 14.

D. Matheson — Yol. Y, No. 14.

Hon. Sir Oliver Mowat — Vol. IY, No. 14.

H. B. McBain — Yol. Y, No. 22.

W. A. McCallum — Yol. Y, No. 22.

J. O. McCarthy— Vol. YI, No. 8.

H. W. Noswortby — Yol. Y, No. 14.

IX.

J. G. Parker— Yol. V, No. 14.

Dr. Geo. R. Parkin— Yol. Ill, No. 9.

E. R. Paterson — Yol. Y, No. 14.

J. B. Primeau — Yol. Y, No. 22.

C. E. Rainey — Yol. Ill, No. 5.

W. G. Rebnrn — Yol. Y, No. 14; Yol. YI, No. 4.

H. T. Roesler— Yol. Y, No. 14; Yol. YI, No. 10.

A. AY. Ross— Yol. YI, No. 15
AY IP. Seymour — Yol. YI, No. 13.

A. McN. Shaw— Yol. II, No. 5 ; Yol. IY, No. 15 ; Yol. YI, No. 2.

Frank Stanfield— Yol. YI, No. 4.

C. F. Stewart— Yol. II, No. 5.

J. AY. AY. Stewart— Yol. II, No. 5: Yol. YI, No. 3.

J. Sutherland— Yol. Ill, No. 10
Israel Taylor — Yol YI, No. 14.

C. M. Turner— Yol. YI, No. 13.

J. S. AYallace— Yol. II, No 5 ; Yol. YI, No. 4.

Capt. Ed. AYinter— Yol. II, No. 5.

Hon. S. C. AYood— Yol. IY, No. 22.

Personal Matter, A— Yol. Ill, No. 2; Yol. IY, No. 47.

Personal Responsibility— Yol. Ill, No. 9 ; Yol. IY, No. 26.

Poems :

“A Fable” — Yol. Y, No. 13.

“Be Strong”— Yol. IY, No. 19.

Contributed by the Imperial’s Poet Laureate — Yol. YI I, No. 2.

“Do It Now”— Yol. V, No. 10.

“Fortune’s Tide”— Yol. YI, No. 17.

“If You Try”— Yol. IY, No. 9.

“I’m Going to Anyway”— Yol. IV, No. 28.

“Jus’ Keep on Keepin’ On”— Yol. IY, No. 10.

“ Keep- A-Going ”—A7ol. YII, No. 19.

“Keep Lookin’ Straight Ahead” — Yol. II, No. 14.

“Keep on Fighting” — Yol. IY, No. 24.

“My Agent”— Yol. YII, No. 16.

“Opportunity” — Yol. YII. Nos. 9, 11.

“S’pose the Fish Don’t Bite at Furst” — Yol. Ill, No. 6.

“Stop yer Kickin’ ”— Yol. IY, No. 1.

“Success”— Yol. IY, No. 8.

“The Life Insurance Man”— Yol. IY, No. 23.

“The Life Policy’s Mission Yol. Y. No. 15.

“The Man to Hit”— Yol. Y, No. 8.

“The Man Who Butts in First”— Yol. Y, No. 2.

“The Man Who Keeps Pegging Away” — Yol. IY, No. 21.

“The Man Worth While”— Yol. II, No. 10.

“The Other Fellow’s Job”— Yol. Y, No. 18.

“Whatsoever a Man Soweth” — Yol. YII, No. 2.

Plans of Insurance— Yol. II, Nos. 11, 14; Yol. Ill, No. 7; Yol. IY, Nos. 30,
48; Yol. AH, Nos. 4, 5, 6, 8. 9, 10, 20, 22; Yol. YII, Nos. 3, 9, 22.
Pointed Paragraphs — Vol. AH, No. 22 ; Yol. YII, Nos. 2, 4, 9, 17, 21, 23.
Policy Contract — A7ol. IA7, Nos. 41, 42, 43, 44, 45, 46 ; Vol. VI, No. 14 ; A7ol.
YII, Nos. 4, 9.

Policies from Post Cards— Vol. Y, No. 6.

Policyholders — Canvass Your— Vol. A7, No. 3 , Yol. VI, Nos. 7, 8; Vol. AHI,
No. 2.

X.

Policyholders’ Pocket Index — Vol. V, No. 8.

Policy Provisions — Vol. I, No. 3; Vol. IV, Nos. 8, 41, 43, 44, 45; Vol. VII,
No. 18.

Popularity of Imperial Life — Vol. II, No. 12.

Portraits :

H. B. Andrews— Vol. VI, No. 12.

J. B. Cooke, Vol. VI, No. 7.

J. C. Gass— Vol. VI, No. 5.

W. A. Gibson— Vol. VI, No. 11.

W. E. Kerr— Vol. VI, No. 8.

J. II. Macabe— Vol. VI, No. 6.

Hon. Sir Oliver Mowat — Vol. IV, No. 14.

A. W. Ross— Vol. VI, No. 15.

I. Taylor— Vol. VI, No. 14.

C. M. Turner— Vol. VI, No. 13.

J. S. Wallace— Vol. VI, No. 4.

Postage— Vol. Ill, No. 7; Vol. IV. Nos. 29, 42; Vol. VI, No. 17.

Possessed Fortunes — Died Penniless — Vol. IV, No. 17.

Premium Income— Vol. I, No. 1; Vol. II, Nos. 10, 12; Vol. Ill, Nos. 8, 9,
10, 11; Vol. IV, Nos. 7, 15, 44; Vol. VI, Nos. 14, 15.

Premium Notes— Vol. II, Nos. 6, 14; Vol. Ill, No. 6; Vol. V, Nos. 19, 20,
23; Vol. VI, Nos. 2, 3, 10, 17; Vol. VII. No. 2.

Premium Rates— Vol. II, No. 15; Vol. Ill, No. 5; Vol. IV, No. 11; Vol. V,
No. 9 ; Vol. VI, No. 19.

Premiums — Collection of — Vol. I, No. 4; Vol. Ill, No. 9; Vol. V, No. 23;
Vol. VI, Nos. 7, 8.

Premium Settlements— Vol . II, No. 11 ; Vol. V; No. 23 ; Vol. VI, Nos. 2, 3, 17.
Prepare Your Arguments — Vol. VII, No. 6.

Prince Edward Island— Vol. IV, No. 34.

Prizes — Competition — Vol. I, No. 3; Vol. II, No. 5.

Proceedings of Insurance Institute — Vol. VII, No. 25.

Proceedings of Royal Commission — Vol. VII, Nos. 7y 8, 14, 15, 16, 23.
Procrastination— Vol. IV, Nos. 24, 33; Vol. V, Nos. 13, 21; Vol. VI, Nos.
10, 21.

Profit— Security and— Vol. IV. No. 36; Vol. VI, No. 14.

Professional Men — Insurance for — Vol. VI, No. 8.

Prominent Policyholders — Vol. I, No. 2; Vol. II. Nos. 2, 15; Vol. Ill, Nos.
3, 10 ; Vol. IV, Nos. 6, 17, 45 ; Vol. V, No. 7 ; Vol. VI, No. 13 ; Vol. VII,
Nos. 5, 6, 14, 24.

Promotion— Vol. I, No. 2 ; Vol. VI. No. 2.

Prospect Book — Vol. IV, Nos. 6, 7, 32.

Quality First — Vol. IV, Nos. 4, 24; Vol. VI, Nos. 4, 7, 10, 12, 14, 18; Vol.
VII, No. 2.

Queen’s University — Vol. Ill, No. 5.

Question of Salaries — Vol. VII, No. 19.

Quotations and Excerpts— Vol . II, Nos. 10, 12; Vol. IV. Nos. 9, 16; Vol. VI,
No. 21 ; Vol. VII, Nos. 18, 20, 24, 25.

Rate of Interest— Vol. II, Nos. 10. 13; Vol. Ill, No. 3; Vol. IV, No. 10.

Real Estate Activity — Vol. VII, No. 19.

Reasons for Insuring — Vol. II, Nos. 6. 8; Vol. IV, Nos. 30. 31, 33. 47; Vol.

V, Nos. 13, 23; Vol. VII, Nos. 6, 7, 11, 12, 17, 19.

Renewal Premiums — Vol. I. No. 4; Vol. Ill, No. 9; Vol. V, No. 23; Vol. VI.
Nos. 7, 8.

XI.

Representatives— Tribute to— Yol. Y, No. 2 ; Yol. YI, No. 3 ; Yol. VII, No. 3.
Reserves— Yol. II, Nos. 6, 13; Yol. Ill, Nos. 6, 11 ; Yol. IV, Nos. 3, 8, 15;
Yol. VII, No. 4.

Resolution — Yol. VII, Nos. 13, 19.

Responsibility — Yol. Ill, No. 9; Yol. IY, No. 26.

Restored Policies Honor Roll— Yol. IY, Nos. 10, 11, 12, 15, 22, 26, 31, 34, 38.
Result of Year’s Operations— Yol. Y, No. 1; Yol. VI, No. 2; Yol. VII, No. 1.
Results Under a 20- Year Endowment1 — Yol. II, No. 3.

Risks, Selection of— Yol. IV, No. 24; Yol. YI, No. 16; Yol. VII, Nos. 21,
22, 23.

Rothschild’s Rules of Success — Acrostic — Yol. IY, No. 24.

Royal Commission Proceedings — Yol. VII, Nos. 7, 8, 14, 15, 16, 23.

Rules and Regulations for Head Office — Yol. Y, No. 23.

Rules re Applications, $10,000 and Over — Yol. VII, No. 19.

Salaries— The Question of— Yol. VII, No. 19.

Sample Policy— Yol. IY, Nos. 41, 46; Yol. Y, No. 8.

Satisfied Policyholders— Yol. II, No. 4; Yol. IY, No. 31.

Saved Through Endowment Insurance — Yol. IY, No. 40.

Savings Bank — Insurance Better Than — Yol. I, No. 2; Yol. II, No. 1; Yol.
YI, No. 5.

Scale of Medical Fees— Yol. VII, No. 19.

Score Cards — Election — Yol. Y, No. 23.

Security— Yol. IY, Nos. 3, 36 ; Yol. Y, Nos. 7, 15 ; Yol. YI, Nos. 14, 15 ; Yol.
VII, Nos. 8, 15, 25.

Selection of Risks— Yol. IY, No. 24; Yol. YI, No. 16; Yol. VII, Nos. 21,
22, 23.

Settlement for Premiums — Yol. II, No. 11; Yol. Y, No. 23; Yol. YI, Nos.
2 3 17

Shall I Save My Money or Invest It in a Life Policy — Yol. IY, No. 33.

She Brought Him to Time- — Yol. Y, No. 23.

Signing the New Application — Yol. IY, No. 41.

Signs— Imperial Life Enamelled— Yol. IV, No. 7; Yol. VII, No. 15.
Simplicity or Verbosity — Yol. VII, No. 20.

Some Life Insurance “Dont’s” — Yol. Y, No. 8.

Soundness of Canadian Life Insurance — Yol. VII, No. 20-sup.

Sown Ground vs. Unbroken Sod — Yol. IY, No. 29.

Special Contracts — Yol. Y, No. 14.

Square Dealing, Tact, Success — Yol. YI, No. 1.

Standing of the Agencies — Yol. I, Nos. 2, 4; Vol. II, Nos. 2, 3, 5, 7, 8, 9,
10, 11, 12, 13, 14, 15; Yol. Ill, Nos. 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11; Yol.

IV, Nos. 1, 4, 7, 12, 16, 21, 25, 26, 29, 34, 38, 43. 46; Yol. Y, Nos.

2, 4, 6, 8, 10, 12, 14, 16, 18, 20, 22, 24; Yol. YI, Nos. 2, 4, 6, 8, 10,

12, 14, 16, 18, 20, 22, 24; Yol. VII, Nos. 2, 4, 7, 9, 11, 13, 15, 17, 19,

21, 23, 25.

Story in Four Chapters — Yol. IY, No. 44.

* ‘ Strike While the Iron’s Hot”— Yol. II, No. 9; Yol. Ill, No. 5; Yol. IY,
No. 22.

Study in Life Insurance — Yol. V, No. 1.

Success— Yol. II, Nos. 1, 4, 9 ; Yol. IY, Nos. 9, 33, 44; Yol. YI, No. 1; Yol.
VII, No. 11.

Suicide Hazard— Yol. Y, Nos. 18, 21, 22.

Supplies— Yol. Y, No. 3; Yol. VII, No. 20.

Surplus— Yol. IY, Nos. 9, 47; Yol. Y, Nos. 9, 10; Yol. YI, Nos. 5, 9, 16; Yol.
VII, Nos. 4, 16.

XII.

“Sweetness of the Other Fellow’s Grass” — Vol. YI, No. 6.

System— Yol. Ill, Nos. 1, 11; Yol. VI, Nos. 6, 13, 14, 15, 20.

Tables of Mortality — Yol. Ill, No. 6.

Tackle the First Man You Meet— Yol. IY, No. 24.

Talking Point, A— Yol. Y, No. 8.

Talk One Plan— Yol. VII, No. 8.

Talk Up, Not Down— Yol. IY, No. 36.

Team Work, Advantages of— Yol. YI, No. 7 ; Yol. VII, No. 24.
Terminations— Yol. I, No. 4; Yol. II, No. 13; Yol. Ill, No. 11; Yol. IY, Nos.
29, 49 ; Yol. Y, Nos. 8, 24 ; Yol. YI, Nos. 2, 3, 4, 5, 7, 8, 10, 11, 12, 14,
17 18 20 23

This Article is Good— Yol. VII, No. 20.

This is the Right Way to Talk — Yol. VII, No. 25.

Those Who Need Life Insurance — Yol. Ill, No. 4.

Three Points Raised and Answered — Yol. II, No. 13.

Time is Money- — Yol. II, No. 14.

To-Morrow — Yol. VII, No. 21.

Toronto Agents Gather — Yol. Y, No. 5.

Tribute to Our Representatives — Yol. V, No. 2; Yol. YI, No. 3; Yol. VII,
No. 3.

“True Imperialism”— Yol. Y, No. 22.

Tyranny of Fear, The — Yol. VII, No. 24.

Underpaid Postage — Vol. IY, Nos. 29, 42.

Unfair Comparison — Yol. Y, No. 23.

United States Companies — Yol. Ill, Nos. 4, 5, 10; Yol. Y, No. 9; Yol. YI,
Nos. 19, 21.

United States Insurance Investigation — Yol. VI, Nos. 19, 21.

Value of Compulsory Saving — Yol. IY, No. 35.

Value of Life Insurance — Yol. IV, Nos. 2, 7, 23; Yol. Ill, No. 4.

Wanamaker on Life Insurance — Yol. IY, No. 32.

Western Canada — Yol. YI, No. 3.

West Indies Appointments — Vol. Y, No. 5.

West, Outlook in the — Yol. IY, No. 32.

What Does It Cost— Yol. Y, No. 2.

When Greek Meets Greek — Yol. Y, No. 6.

When Your Company is Misrepresented — Vol. Y, No. 23.

Why Some Agents Make Progress Slowly — Vol. IY, No. 35.

Why Young Men Should Insure — Yol. V, No. 21.

Wisdom of Agressive Competition — Yol. Y, No. 24.

Wise and Foolish Business Men — Yol. Y, No. 6.

Wise Provision, A— Vol. IY, No. 49; Vol. VII, No. 1.

Wishes He Had More— Yol. VII, No. 17.

Woman’s Life Assurance Estate, A — Yol. IY, No. 35.

Women, Life Assurance for — Yol. YI, No. 9.

Work Counts— Yol. II, No. 1; Yol. IY, No. 9; Yol. YI, No. 23; Yol. VII,
No. 1.

Worthy of Emulation — Yol. V, No. 23.

Young Man’s Assurance, A — Yol. IY, No. 27.

Young Men, Life Insurance for — Yol. Ill, Nos. 7, 8; Vol. V, No. 21.

Your Talent is Your Call — Vol. II, No. 1.

Your Wife’s Salary — Yol. IV, No. 47.