Page Fourteen 



THE I. A. A. RECORD 



Like Country Life's 



Correspondence Course 



Mr. L. A. Williams^ 

 Country Life Insurance Co., 

 Chicago, Illinois. 



I am glad of this opportunity to express my 

 appreciation for the fine correspondence course. 

 I am sure that to me these lessons have been 

 both educational and inspirational. They have 

 been instrumental in increasing my ability as 

 an insurance salesman. 



After a careful study of these lessons, we 

 lose the idea of just going out to sell a $10,000 

 policy. We learn to explain what this policy 

 will do for the insured and his faiiily. We sell 

 the needs and the benefits of the policy instead 

 of the policy itself. 



G. O. CHENOWETH. 

 General Agent, McDonough Coimiy. 



In regards to the correspondence course, I can 

 iincerely say that it is indispensable to any per- 

 son going out to sell insurance. 



Also, I believe that any agent goin^ out to 

 sell Country Life Insurance should be compelled 

 to take the course. 



In soliciting farm peop!e I believe they are 

 the smallest insured, poorest informed people on 

 Life Insurance in the world. In some cases they 

 have a policy — but do not know what kind. 



Therefore, the agent, through your corres- 

 pondence course, has a knowledge of different 

 types of policies and insurance and i'i able to 

 explain to his prospect the advantai^es and dis- 

 advantages of different types of insurance. 



With best regards and hoping for the 5 0,000,000 

 at an early date, I am 



JOHN W. KOHL, 

 Christian County, 



I consider the correspondence course, which 

 you have given each agent the opportunity to 

 take, very valuable. Most of us selling Country 

 Life Ins'urance are new in the life insurance 

 game, and for that reason I consider your plan 

 of making this course a combination of sales 

 hints and general information of life insurance, 

 with emphasis placed on Country Life Insurance, 

 just what the agent needs to prepare him to 

 talk Country Life intelligently. 



After completing the course I feel more 

 capable of talking and selling Country Life 

 Insurance, and I believe that I can work much 

 more effectively as a result of the information 

 furnished by this course. 



D. C. MIEHER, 

 Macoupin County. 



I certainly a,ipreciated thi'^ correspondence 

 course because I think it is the best way in 

 teaching the agents to sell insurance. It teaches 

 them confidence, helps bring out the fine points 

 of this insurance, and it showed me the better 

 way in making arrangements for settlement. 

 WALTER FRICKE, 

 Montgomery County. 



Your correspondence course was very valu- 

 able. My knowledge approaching a prospect is 

 much wider and have learned much valuable 

 information regarding life insurance and its 

 value. Anyone that has taken this course and 

 studied it carefully, I feel, could consider them- 

 selves competent to sell life insurance. 

 Yours trulv, 



AUGUST KUNKEL, 

 Marshall-Putnam County. 



The correspondence course has given me a 

 much more thorough understanding of the 

 .Country Life Insurance biuiness. I am able to 

 meet my prospects and answer more intelligently 

 questions concerning life insurance. 

 I thank you for the course. 



CHARLOTTE CUNNINGHAM, 



Lawrence County. 



E. J. Oelze 



E. J. Oelze of Decatur began his 

 duties as manager of the Egyptian 

 Seed Growers' 

 Exchange at 

 Flora on July 1. 



Mr. Oelze was 

 born on a Rich- 

 land county, Illi- 

 nois farm. H<; his 

 had wide experi- 

 ence in farming, 

 served four years 

 :is a live stock, 

 shipping associa- 

 tion manager, and 

 prior to his ap- 

 pointment w.is employed for several 

 \cars by Funk Bros. Seed Company 

 of Bloomington. He has bjcn ac- 

 tive in Farm Bu'cau work and as- 

 sisted in the organization of several 

 county farm supph' companies in 

 Illinois. 



i\lr. Oelze is well qualified for his 

 new position with the Red Top 

 Growers. 



E. J. Oelze 



19th District at Decatur 



GRAIN marketing was the princi- 

 pal topic for discussion at an I. 

 A. A. meeting in the 19tli*congressional 

 district held at Decatur on June 27. 

 C. J. Gross, director 

 for the district on 

 the I. A. A. board. 

 presided. Between 45 

 and 5 delegates 

 from Moultrie, Coles, 

 Douglas, thampaign, 

 Piatt, De^X^itt, hU- 

 con .;nd Shelby coun- 

 ties attended. 



Harrison Fahrn- 

 kopf, director of 



C. J. Gross 1 _■ 



grain marketing, ex- 

 plained the plan of the Illinois Grain 

 Corporation and efforts being made to 

 develop an effective co-operative grain 

 marketing service for the state. Mr. 

 Fahrnkopf stated that 30 farmers' ele- 

 vators already have made application 

 for membership in the Illinois Grain 

 Corporation. These elevators control 

 between 6,000,000 and 7,000,000 bu. 

 of grain annually. 



Live stock marketing and a discus- 

 sion of I. A. A. policies occupied most 

 of the afternoon program. 



The correspondence course was very interest- 

 ing and instructive. It brought out some real 

 facts in regard to salesmanship, gave us more 

 information about Country Life, what a life 

 insurance policy really is and its value to both 

 policyholder and beneficiary. 



E. D. TIMKE, 

 Dupage County. 



-Of' ^ 



Insurance 



WITH the largest year's quota of 

 life insurance of any county in 

 the state, McLean county had twenty- 

 four agents actively in the field on 

 Insurance Day, and brought in a most 

 s.uisfactory total for the day. McLean 

 county will easily make the year's quota 

 now by August 1. General Agent 

 Hcdgcock proved himself a real general 

 in the co-operative spirit he was able 

 to generate, and the county as well as 

 the general agent and sub-agents are 

 to be congratulated on their success. 



Country Life was received with en- 

 thusiasm on June 26 when 16 Macon 

 county solicitors wrote nearly half a 

 year's quota on Insurance Day. The 

 pageant at night showed outstanding 

 talent, and was the result of remark- 

 able effort on the part of Mrs. Glenn 

 Ash, wife of the general agent. The 

 pageant told the story of agriculture's 

 progress in the United States, and im- 

 pressed the audience with the power of 

 organized action by modern farmers. 

 The manager of Country Life talked 

 to a most responsive audience, and a 

 fine spirit was shown toward all Farm 

 Bureau enterprises by the members 

 present. 



Glenn Ash, general agent of Macon 

 county for Country Life, is a real suc- 

 cess and a fine leader in the county. 

 Four hundred p)eople attended the night 

 meeting. 



Country Life News ;• 



CO-OPERATIVE action, particular- 

 ly in marketing farm products, 

 was strongly urged as a way to improve 

 the farm income by L. A. Williams, 

 manager of Country Life Insurance 

 Company before 300 Farm Bureau 

 members at a banquet in Decatur on 

 June 26. i .^ ^ : 



Mr. Williams discussed the co-opera- 

 tive grain marketing program in Illinois 

 and urged his listeners to get control of 

 the merchandising end of their busi- 

 ness as other successful industries have 

 done. He pointed out the ineffective- 

 ness of a voluntary plan of grain mar- 

 keting which left the way open for 

 scattering farmers' products among a 

 host of commission firms so as to de- 

 feat the goal of organized centralized 

 selling. 



George T. Swaim of Watseka, former 

 farm adviser in Ford county, has been 

 engaged to take charge of seed corn 

 storage and testing work in Marshall 

 and Putnam counties by the Marshall- 

 Putnam Farm Bureau. 



