I. A. A. Record — March, 1934 



17 



Country Life Round-Up 

 Inspires 400 Attending 



Decatur Scene of Most Enthusiastic Meeting 



in Country Life History 



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IF ACTIONS and words mean any- 

 thing, the 400 Country Life In- 

 surance Company agents who 

 crammed the banquet room of De- 

 catur's Orland Hotel February 22-23 

 for their Annual Round-Up, are out 

 to smother last year's record breaking 

 year with an avalanche of new busi- 

 ness, new Farm Bureau members and 

 closer knit co-operation with all 

 phases of Farm Bureau activities. 



Starting with Dave Mieher, who 

 opened the two day session, those at- 

 tending were given no opportunity to 

 doze. New ideas and methods dear to 

 the heart of life insurance people flew 

 thick and fast and in infinite variety 

 holding everyone's interest at the 

 highest pitch. Led by L. A. Williams, 

 who delivered the manager's address, 

 all speakers called upon Country Life 

 agents to stick close to the funda- 

 mental ideas of life insurance and to 

 keep their eyes on the broad picture 

 of unselfish co-operation with all the 

 phases of Farm Bureau work, for in so 

 doing they placed themselves in a bet- 

 ter position to act as "counsellors of 



protection." ;:; vr i^; V ' ;. v: 



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Shoulder To Shoulder ^ - 



"Be so anxious to work shoulder to 

 shoulder with all branches of Farm 

 Bureau work," said L. A. Williams, 

 "that when people think of buying a 

 policy they can think of no one but you. 

 When you talk to a prospect, talk the 

 oil company too. When there is a 

 drive for new Farm Bureau members, 

 offer your services and then go out 

 and get more members than anyone 

 ^Ise. If a man thinks you know your 

 life insurance he will trust your 

 judgment in the marketing of his 

 products through the Farm Bureau 

 set-ups. Sell yourself to your com- 

 munity, to your county Farm Bureau, 

 and the people with whom you come 

 in contact, through unselfish work and 

 devotion in the cause of Agriculture, 

 And you'll build Country Life into the 

 greatest life insurance company in 

 Illinois." . 



In the afternoon of the first day, 

 Walter Cluff, well known Kansas City 

 ivriter and sales educator on life in- 

 :surance, addressed the gathering. He 



stressed the importance of sticking to 

 the fundamentals of life insurance and 

 the necessity for proper use of the 

 talents and time bestowed on every 

 man. He gave as his equation for re- 

 sults in selling life insurance "Ability 

 and Capacity plus Education and 

 Training plus Skill and Efficiency plus 

 Time equals Results." He called 

 "Time — the raw material out of which 

 all things are made." "Life insurance 

 men are made — not born," said Mr. 

 Cluff, "and the skill of a life insur- 

 ance man comes from the intelligent 

 use of time, and the number of at- 

 tempts to sell, the Frequency of them 

 and the Regularity." 



Headlining the banquet session in 

 the evening of February 22, was 

 Donald Kirkpatrick, general counsel 

 of the I. A. A., who delivered a stir- 

 ring address on the "Possibilities and 

 Outlook for 1934." Pointing out how 

 one man. Napoleon of France, placed 

 an indelible mark on Europe that is 

 still felt today, in contrast to the in- 

 fluence George Washington has had 

 on the Western Hemisphere, Mr. Kirk- 

 patrick drew the comparison between 

 these two great men and another, 

 Eliza Wright, who is the father of 

 legal reserve life insurance in Amer- 

 ica. Labeled the "Widow and orphans 

 lobbyist," Eliza Wright labored for 

 years to place life insurance on an 

 ethical plane. His influence is still 

 felt said Mr. Kirkpatrick and his un- 

 selfish labors for the general good of 

 all people should be an inspiration to 

 every life insurance man. Sketching 

 out the development of Country Life 

 along the principles as set forth by 

 Eliza Wright, and pointing out the 

 path Country Life will follow for the 

 coming year, Mr. Kirkpatrick closed 

 with an appeal to all to, "take new 

 courage, renew your faith, strengthen 

 your knowledge of what you have to 

 sell, get the fire and zeal of a mission- 

 ary, the will and zeal of a crusader 

 — and you will not only help and bring 

 the main Agricultural program to 

 fruition, but you will be helping your- 

 self as well." : ■-.■■■..■■■; -.-■^^■,,. -^vy^-y 



v; A. E. Richardson, manager of Illi- 

 nois Agricultural Mutual Ins. Co., 

 furnished the laughter of the banquet 



when he told in whimsical fashion the 

 "Importance of Life Insurance from a 

 Policyholder's Standpoint." His ob- 

 servations on life insurance salesmen 

 who had tried to sell him a policy, 

 and his attitude toward life insurance • 

 as a result of their efforts brought 

 gales of laughter from the banquet- . 

 ers. 



The genial, bald Dr. J. E. Boland I 

 admonished the "boys" about trying J 

 to guess weights and heights at a 

 glance. He took up the various points 

 and information necessary in the ap- = 

 plication to enable the medical depart- 

 ment to make a quick, accurate esti- v 

 mate of risk. During the morning ; 

 session, February 23, V. Vaniman, di- ■ 

 rector of insurance service for the I. 

 A. A., gave the salient points about: 

 corn loan insurance. This talk was to 

 have been made by Donald Kirkpat- > 

 rick who was unable to attend. "Re- 

 tail Credit Reports" were discussed by 

 W. J. Bradley of the Retail Credit Co., 

 Chicago, who stressed the need for 

 mor detailed information on the pros- 

 pect when submitting the application. 



Talks were given about various ; 

 angles of life insurance work by Dave 

 Mieher, C. C. Ramler, B. E. Mosier, . 

 field representatives, as well as by a 

 number of general agents of several 

 counties. Howard Reeder, County 

 life actuary, gave an interesting re- 

 sume of the duties of his department 

 as well as answering many questions 

 from the floor regarding the makeup 

 of various Country Life policies. J" 



The sessions were not without songs 

 and gaiety furnished by Harvey Mc- : 

 Naughtoi), Special agent of Peoria 

 County, and Miss Julia Beoletto of 

 Bethany, Illinois. ■•'•;:/ 



Following the morning meeting 

 February 23, there were questions 

 from the floor until adjournment at 

 1 P. M. 



Peoria Milk Meeting 



Approximately 250 organized milk 

 producers in the Peoria region at- 

 tended the annual meeting of the Il- 

 linois Milk Producers Association in 

 the Pere Marquette Hotel, Peoria, 

 Feb. 20. Talks were made by Archie 

 McPhedran, president of the Missis- 

 sippi Valley Milk Producers, and A. 

 M. Krahl of the Pure Milk Associa- 

 tion, Chicago. : ■ " 



All present officers and diireictors 

 were re-elected, reports Manager Wil- 

 fred Shaw. A motion was passed 

 permitting directors to deduct an ad- 

 ditional one to two cents per cwt. on 

 all members' milk to be used in pay- 

 ing solicitors for securing new 

 business for the Producers' Dairy. 



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