cers. As a result. I have today the privilege of announcing. first. a new and complete rate book which will be superior in make-up and arrangement to the rate hook of auj- other company. I used the word "superior" confidently, because we started out to find out what kind of a rate book Mutual Benefit agents wanted. We called in a special committee to discuss the matter. \\ e commandeered the services of Harry Jones, of the Mathematical I)eparhnent, an officer of the Compan\. who knows agents and their problems and who bel iev es that the sales force should have what it wants--so long as it doesn't tamper with the figures. Just to prove to any Doubting Thomases that this rate book is really going to be produced. the Mathematical Department has rushed some sample pages through the printer- and has these samples here for distribution today. If you are not highly enthusiastic about the form and appearance, I shall be greatly disappointed.

I am happy to announce, in the second place. that the Company is producing a sales or canvassing book, a pocket-sized affair. containing rates and y alues on the more popular plans of insurance figures which you now work out for yourselves or secure from others. \\ ith this book in your pocket. you can leave y our rate book in your desk and refer to it only when you need information on some special plan.

You men in the field have been saying that the market for life insurancc among women is growing; that the Mutual Benefit doesn't have in its policy kit a contract which enables you to get your share of this business. A -our Convention Commit-tee put this matter up to the Company. The Company accepted its point of view, and I am also privileged to announce a special Retirement Endowment contract which your Convention Committee assures us is exactly what you need. The Mathematical Department has very kindly rushed through some rate sheets which will be handed to you when you leave this room. The date on which the new contract may be sold

vsill shortly be announced. As soon as possible, the Agency Department will furnish your agencies with special sales material to be used in connection with this new contract.

I have heard a great deal about disability- insurance in recent months. Before I came to the Mutual Benefit. I knew that the Company was showing a profit on its disability business   a condition somewhat different
from the results in other companies. Consequently I was somewhat surprised to discover what a small volume of disability coverage you were selling. \ ith the only good disabil-

ity contract on the market   why so

little sales activity?   The Conven-
tion Committee brought this question

up for discussion.   Did the Corn-
party cant more disability business?

Answer   not anxious, but killing.
Would the Company consider doing something to stimulate more disability business? Yes. Therefore. I am able to announce today that. beginning almost immediately, the Company will pay full commissions on its supplementary contract.

Now there is always a –but." Obviously- this cannot be done without increasing the premium rates some-what. But, when you examine the new rates. which will be handed to you at the door. you will he surprised and pleased to discover how moderate these increases are.

Careful selling, and still more careful underwriting. are essential if the Company is to continue to show a favorable experience on disability. I need hardly tell you that impetus to disability sales which should come with the offering of commissions. the Company proposes to be properly cautious in its underwriting. As a result of past experience, it has arrived at some conclusions which will be incorporated in its underwriting practices before the new rates go into effect. I hope T needn't urge you to be sensible itt your selling of disability coverage- being as sure as you can be of an applicants accept-ability before you mention the supplementary_ contract. You don't need to he told that the Company does not propose to lose one cent on its dis

ability contracts.

You have shown pleasing enthusiasm for these new tools, for the new set-up on disability. The next step is for you to put your enthusiasm to work and show your approval by the results you secure.

I call on you to give us results   
in more and better business, and to make your efforts count during the remainder of this year. A few minutes ago I told you that the future

looked brighter   with a distinctly
rosy hue. I believe that. But I want

that future to begin next week   the
day you men get back on the job. In the future. I promise you, I shall not have much to say about new business—volume—because I'm going to he interested primarily in the man-power which produces business. But right now—and for the rest of this year—I-nt going to lte hot about new business all the time. We need it. The Mutual Benefit is one of the few large companies which has not commenced to gain business itt force. For the first quarter we had a slight gain. In April we lost that gain. With time out for the convention this month. May isn't likely to make up the loss. lye been saying to your General Agents that the Company slogan for the year should be a gain of business in force. To you I say: let's write more business: let's trite a lot more business: let's write a hell of a lot more business.

I say that to you because T know you can do it if you want to! There isn't a sales organization in the life insurance business which has the selling power, the productive capacity, of our field force. Fm not saying

that to flatter   I'm making a state-

ment of fact   based on wide observ-
ance and some actual figures. The men who qualified for the convention have an average length of service of over thirteen years. You had to be good to qualify. You have the experience, you have a Company to he proud of. whose position is bet-

ter than for Nears   and you have
some new tools to add to as good a kit as anyone needs.

Are you going to do something about it? I'm sure you will.

FOR JUNE, 1936   13