or beginners; and I have no doubt- that the principal Agents of the Comany would gladly incur the expense of a large number of copies for suplying their Canvassers with it, were itbrought to-their notice."
The following is from  the BANKING  AND  INSURANCE' CHRONICLE,
Chicago:
"On every page of this work is information of which no Life Insurance agent or solicitor should be ignorant if he expects to succeed in his
calling. Indeed, we have never seen set forth with such clearness the reasons why some men do not succeed in the getting of Life Insurance policies. Dr. Fish takes that high standard for the moral dignities of the
profession of Life Assurance to which it is fully entitled, and in all 6f the
sixty-four rules for' Beginning,'' Managing,' and' Enlarging' the business, as well as'Arguments in urging -Assurance,' and'How to meet
Objections,' he gives methods for the guidance of the agent and the solicitor,
which are ennobling alike to the profession and the practitioner."
An effective General Agent writes; "I have perused every section of the
Agent's Manual with much interest.  It not only meets my views of what
a Life Insurance Agent should be, and do, but it certainly is a work very
much needed among the' Profession.' In my judgment Companies would
do good service to their cause by putting a copy into the hands of every
agent they commission."
Another writes: "It is indeed invaluable."
Another'writes: "So full, apt, and forcible are the numerous hints,
arguments, and suggestions, with the different items of information, contained in the Agent's Manual of Life Assurance, that if one will but read
and put in practice what is here furnished, he cannot fail of success."
Another experienced General Agent writes: "Every word is true and
fitting.  Had I read this book four years ago, it would nowz  have
been worth to mie a thousand dollars."                     [OVER.




RATES BY THE FIFTY COPIES.
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EXCIAUIV L' FOR AGENTS.
THE
# GENT'S 7 ANUAL
CF.f!
BY THE AUlTHOR OF "; THE AMERICAN MANUAI OF LIFE ASSURANCE,' AND
PRIZE ESSAYS "PRIMITIVE PTETY REVIVED," "THE CREAT
INQUIRY ANSWERED," "DON'T SWEAR," AND
" THE HOUR FOR ACTION."
Copyright secured in America and -England.
JUTUAL FIFE JNSURANCE }O. OF  EW  YORK,
No.  144  BROADWAY.




EXCCIfUIV'L~R AGENTS.
THE
# GENT'S 7 ANUAL
CF
BY THE AUITHOR OF "; THE AMERICAN MANUAL OF LIFE ASSURANCE,' AND
PRIZE ESSAYS " PRI~ITIVE  PTETY REVIYTED," "THE CREAT
INQUIRY ANSWERED, "  DON'T SWEAR.," AND
" THE HOUR FOR ACTION."
Copyright secured in America and -England.
JUTUAL FIFE JNSURANCE }O. OF  EW TYORK,
No. 1 44 BROADWAY.




"Among the honorable workers in the civilized world, to whom
the public as well as the assured will die indebted, we give faithful
and successful Life Assurance Agents a high place."
ELIZUR WRIGHT.
That some of the tears of the widow may b3 wiped away, and
some of the cries of the fatherless be hushed."








PREFATORY NOTE.
VERY science has its corresponding
art. Life Assurance is a Science; but
it is also an Art.  The theory is one
thing; the practice is quite another. And the
latter is not a matter of less importance than the
foriner.
As a consequence, active and intelligent
AGENTS are essential to the prosperity of a Life
Company. It is not enough to establish agencies. Those filling them are to be instructed




4                  PREFACE.
and stimulated into full-grown and efficient
men.
Every successful and rising Assurance office
has devoted a considerable part of its attention
to the matter of agencies. Where this has been
deemed of trifling moment, little has been accomplished.
A Life Agency may fairly be called a Pr-ofessionr. And hence an agent should have,
besides a general education, a sort of jn'0fe8s-,siobal education,-which, by common consent
is demanded in the practice of law, medicine
and the like. Other things being equal, the
more familiar one is with his profession, the more
thoroughly furnished is he for his work.
The public is fast becoming enlightened on
the subject of Life Assurance. Inquisitive minds




PREFACE.               5
now push their investigations beyond the advertisements, circulars, &c., of the Life Companies,
and ask for other information. Hence, a higher
grade of intelligence and capacity on the part of
agents is requisite; —just as the general education of the masses necessitates a more thorough
education of the teachers. They must broaden
the horizon of their knowledge, and be prepared
to speak intelligently of what they recommend. In a word, they must show that they
are masters of their profession. For how can
a novice instructS? And how can an agent
bring to bear a controlling influence upon a
man who is competent to be his teacher in the
very things belonging to his occupation?
A work like that here submitted was therefore needed. Its aim is one and simple;namely, to help Life Assurance Agents. It puts
1*




6                 PREFACE.
into their hands just the facts they want to possess; gives them something to think about;
furnishes a multitude of hints and suggestions;
magnifies their work and places it on a higher
level; raises their courage; kindles enthusiasm;
and imparts force, readiness, and effectiveness
in their high and beneficent calling.
The author takes occasion to acknowledge
his indebtedness to the Hon. Winm. Barnes, Insurance Commissioner for the State of New
York, Mr. J. G. Batterson, President of the
Travelers' Insurance Company, Hartford, Conn.,
Mr. Lewis C. Lawton, Assistant Actuary of the
Mutual Life Insurance of New York, and other
gentlemen, whose statistical and other publications, and whose kind assistance, have given increased value to this work.




CONTENTS.,
PAGE,
THE SIGNIFICATION OF TERMS......1........
II.
THE LITERATURE OF LIFE ASSURANCE.........15
IIIT
THE HISTORY OF LIFE ASSURANCE.............. 19
IV
THE NAMES, OFFICERS, ETC., OF EXISTING CO'S.. 25
THE SCIENCE OF LIFE ASSURANCE............... 31
THE PRACTICE ELUCIDATED.
THE PRACTICE ELUCIDATED......................37




PAGE,
THE MORAL ASPECT OF LIFE OPERATIONS..  43
V-IIITT
THE QUALITIES OF A GOOD AGENT.............. 47
1. He appreciates his work......................    47
2, He is moved by high impulses............. 49
3. His heart is enlisted..........................    51
4. He is active and industrious..................52
5. He is courageous and determined............54
6. He has tact and discrimination............... 56
7. He speaks the, truth.................... 58
8. He has a good reputation..................... 61
9. He is agreeable in manners...............   62
10. He is devoted to his calling.................. 64
11. His interest is in one Company...............    65
12. He is careful in selecting risks............... 64
BEGINNING  THE  BUSINESS..................67
1. Personal canvass at the outset................ 67
2. A policy on his own life...................... 68
3. Familiarity with Life Assurance............... 69
4. Posted as to his own Company................ 70
5. His Medical Examiner....................... 70




vii.
PAGE.
6. Acquaintances registered and visited,..... -... 71
7,  Making new acquaintances................72
8,  Getting names for reference................. 73
9,  Treatment of other Agents...............   74
X.
MANAGING  THE BUSINESS......................... 75
1.  Method in everything......................... 75
2. Relations to the Home Office.................76
3,  Satisfied with terms........................... 77
4, Prompt delivery of Policies.................. 78
5.  Renewals and rejections.......................78
6,  Helping the Hesitating.......................79
7. Filling out applications....................... 79
8.  Resign if doing nothing.....................80
XI.
ENLARGING  THE BUSINESS.................... 81
1. Widening one's own field...................... 81
2. Striking for large Policies.....................  82
3, Depending on "Machinery,"..                        83
4.  Editorial notices.........................84
5,  The use of Reports, Office-books, &c........... 84
6,. The influence of Ministers.. ----.-...... 85




viii.
PAGE.
7. Sunday-School Teachers....................... 8
8. Turning to advantage deaths of assured....... 86
9. Same of the deaths of unassured............ 87
10. New attention to canvassing.................. 87
11. The motive of patronage...................... 88
12. Never without blank applications.............88
13. Recommending new Agents................... 89
14. Operating through "bosses" and employees. 89
15. Visiting the "intimate friend,"................... 90
16. Convincing the Wives......................... 90
17. Looking after the newly married.               91
18. Making each assured a helper................ 92
19. Applying to those already assured............92
ARGUMENTS IN URGING ASSURANCE.......93
1. Scripture and duty............................ 94
2, Immediate provision..........................95
3. It is found here..                            95
4. The only method known... 95
5. Uncertainty of life                            96
6. Posibility of sickness......................... 96
7. Family affection...............................97
8. A social obligation........................... 97




ix.
PAGE.
9. Its beneficence....................  98
10. A means of self-protection................... 98
11. Variety of uses..............................  99
12. A good investment........................... 100
13. Increases credit........................... 101
14. Personal Advantages.................. lo1
15. Joy to the Household................. 102
16. A dictate of prudence....................... 102
17. Final appeal................................. 103
HOW  TO MEET OBJECTIONS.......................    115
1. Indebtedness.......................... 105
2. Well off. lo
2.  W el l    of......................................   106
3. Religious scruples........................... 106
4. Fears as to safety........................... 107
5. Expensiveness.............................. 108
6. Making money................ 108
7. Assuring one's self.................. 109
8. The Savings Bank................... l  109
9. Using funds in business...........1.......... 110
10. No family ties......................  11
11, Inahlhty to continue........................ 111
12. Some other time............... 111




PAGE.
CONVENIENT  TABLES..*................... 113
1. Interest and Discount..................... 113
2. Compound Interest No. 1.................. 114
3. Compound Interest No. 2.................... 116
4. Description of Standard Mortality Tables.... 120
5. Breslau Table.................... 124
6. London Table    -..................... 125
7. Swedish Table............................. 126
8. French Table                                  127
9. Northampton Table........................ 128
10. Carlisle Table.............................. 129
11. Equitable Table............................. 130
12.   Belgian  Table....................  131
13. Combined Experienc3 Table..    132
14. English Table No. 1....................   133
15. English Table No. 2........................ 134
16. English Table No. 3.......................   135
17. Height and Weight........................ 13G
18. Short Rule of Expectation.................. 137
19. Discount Table.-....................... 138
20. Comparative Mortality Table, I..             139
21. Comparative Mortality Table, II..             140
22, Comparative Mortality Table, mI............   141
IXV.
ORIGIN  AND  BUSINESS OF OOMPANIES.........142




~gent s ~anual.








THE SIGNIFICATION OF TERMS.
v T?~  CTUARY --    n  law, this word was
originally used to designate a clerk, or
registrar, in courts of civil jurisdiction.   Webster defines an actuary
as "'the  manager of a joint-stock
company, particularly of an insurance
company;-in  America, chiefly applied to the manager of a life insurance company."  A  better definition  is, one enttSC   B gaged  in what are termed contingent, or
accidental calculations and estimates.
Annuity-Is  an  annual payment; or, a
yearly income charged on the person or company granting it.




12              SIGNIFICATION OF TERMS.
Assets —Constitute the entire property of all kinds belonging to a person or an association.
Assurance, or Insurance-Is a contract for the payment
of a sum of money on occasion of a certain event, as loss,,
or death.  In England, and, to an increasing extent, in
America, assurance is used in life operations, and insurance in those of fire.  The distinction, as made by Mr.
Babbage, is this: Assurance is a contract dependent oT
the duration of life, which must either wholly happen or
wholly fail.  Insurance is a contract relating to any other
uncertain event, which may partly happen orpartly fail.
Quite generally, however, the words interchange.  Life
Assurance may be defined to be a plan by which any
sum of money may be secured at death, whenever that
may take place, or be received at any given age of the
blfe assured if the life continue.
Bonus- Is an extra dividend to the shareholders of a company, out of accumulated profits.
Dividend-Is the share of profits, or surplus, belonging to
each partner or proprietor.
Loading-Is a sum added to a previous amount to make
its sufficiency doubly sure
Policy-Is a ticket, warrant, or written contract for money
in a public fund or society.
Premium-Is the sum paid for insurance or indemnity. By




SIGNIFICATION OF TERMS.            13
Single Premium is meant a sum of money paid down,
and in consideration of which, without any further payment, the sum assured will be guaranteed to be paid at
any given age, or at the death of the assurer. By Annual
Premium is meant a sum of money to be paid yearly until
the death of the party, or for a limited number of years,
as may be agreed upon.
Reserve. —This is the difference between the present value
of the sum assured and the present value of the net
future premiums.  It is that sum for which the Policy to,
which it belongs could be transferred to and reassured
by another company.
Reversion-Is the sum payable at death, or at any future
period.  It may be secured by the payment of a single
or of an annual premium.
Reversionary Addition.-That sum which is added to a
Policy for the Cash Dividend at the single payment rate.
The amount so added is payable with the original policy.
Scrip-Is a certificate of stock, or of a share of joint property.
Void-Means empty, null, having no binding force. All
Life Assurance Companies have certain conditions, restrictions, or rules, the violation of which hazards or
destroys the policy.  These restrictions relate to travel
or residence in other countries; the payment of pre



14           SIGNIFICATION OF TERMS.
miums when due, &c. If these regulations are disregarded,
or if the party assured dies by the hands of justice, or in
an attempt to violate the law of any country where he
may reside or happen to be, or in consequence of a duel,
or by reason of intemperance from the use of intoxicating liquors, or by his own hand; or if the annual premium be not paid in the manner prescribed, the policy is
in most of these cases, either in whole or in part, forfeited.




LITERATURE OF LIFE ASSURANCE.
OR the most part those who have written upon the subject of Life Assurance,
have done so with the purpose either
of developing its laws and foundation'-' s~~principles, or of exhibiting its calcula-?:~- i~    tions. Hence their writings are chiefly
abstract and  scientific.  English  authorship is the principal field of the Literature
of Life Asssurance.  America has yet to
produce its first decidedly great work on this
-  subject.  The publications enumerated, present
$   a pretty complete catalogue of all works of any
importance on the Assurance of human life that
have ever been written.




16         LITERATURE OF LIFE ASSURANCE.
Griffith Davies on Annuities.
F. Bailey on Annuities.
Richard Price on Annuities (2 vols.)
Quetelet on the Theory of Probabilities.
An Essay on Probabilities, by A. De Morgan.
Sang's Essay on Life Assurance.
Sang's Valuation of Life Contingencies.
Jones on Annuities and Reversionary Payments (2 vols.)
The Sixth and Twelfth Reports of the Registrar-General
of England.
Pocock's Chronological List of Books on the Doctrine of
Chances.
The Insurance Guide and Hand-book, 2d ed.; useful.
Charles Babbage's Tables of Logarithms.
Joshua Milne on Annuities.
E. Baylis on the Arithmetic of Annuities.
Robertson on Life Assurance.
William Morgan on Life Assurance.
Alfred Burt on Life Assurance.
Edward Hully on Life Assurance.
Hoyle on Life Assurance.
Park on Life Assurance.
Neison on Vital Statistics.
Ansell on Vital Statistics.
Ellison on Life Insurance.
Dowdeswell on Life Insurance.
Millar on Life Insurance.
E. J. Farren on Life Insurance.
A. Scratchley on Life Assurance Societies.




LITERATURE OF LIFE ASSURANCE.           17'Thackeray on Life Assurance.
James (J. H.) on Life Assurance.
The Handbook of Life Assurance, by C. B. Norton.
The Vade Mecum, by J. Baxter Langley, M. R. S. C.
The American Manual of Life Assurance, by Henry C. Fish,
D. D., Newark, N. J.'The American Life Assurance Magazine (Quarterly), by G.
E. Currie, 153 Broadway (seven bound volumes).'The Insurance Monitor, by T. Jones, Jr., 14 & 16 Wallst.,
No Y1 (monthly, and back numbers).'The Wall Street Underwriter, by Grierson & Ecclesine, 18
Wall st. (Life and Fire), monthly.
Insurance Reports (New York and Mass.), bound volumes.
Journal of the Actuaries; monthly, London.
Francis Corbeaux on Laws of Vitality, &c.
Law of Fire and Life Insurance, Geo. D. B. Beaumont.
Assurance Premiums, by Winm. Orchard.
Life Assurance Manual, by P. A. Eagle.
Farr's New Life Tables. Quarto, 1864.
An Appeal for Life Insurance, by G. E. Currie, N. Y.
Annals, Anecdotes, etc., of Life Assurance, by J. Francis.'The Law of Life Assurance, by Charles John Bunyan.
Fifteen Years' Experience in a Mutual Life Insurance
Company, by S. Homans, New York.
What is Life Assurance? by Jenkin Jones.
The Medical Selection of Lives, by Wmin. Brinton.
Medical Estimate of Life, by S. H. Ward.
Hutton's Mathematical Tables.
George Cardwell: a Life Insurance Tale, by N. D. Morgan.




s8         LITERATURE OF LIFE ASSURANCE.
Marshall's Tables of Value of Annuities.
Hodgson's Observations on Duration of Life.
Why Should I Insure my Life? by H. R. Sharman.
Practical Life Tables, by Alex. McKean.
Price's Observations on Reversionary Payments.
Commission Profits of Life Assurance, by S. Brown.
Treatise on Life Annuities, by F. Blayney.
New and General Notation of Life Contingencies, by Hardy.
Peter Gray's Tables of Life Contingencies.
W. E. Hillman's Tables of Life Policies.
David Jones on Value of Annuities.
B. H. Todd's Life Insurance Investigation Tables.
W. T. Thompson's Actuarial Tables.
William Wood's Conversion Tables.
Popular Tables, by Charles M. Willich.
Medical Examinations for Life Insurance, by J. Adams.
Allen, Chicago, Ill.
Banking and Insurance Chronicle, Chicago, Ill.
Chisholm's Commutation Tables (2 vols.)




THE HISTORY AND PRESENT POSITION OF LIFE ASSURANCE.
ga OUIBT hangs over the actual origin of
the idea and the practice of insurance.
In the year 1435 a Spanish writer issued
a challenge to the world, claiming for
Barcelona the honor of being the birthplace of this practice.  The claim was
met by the Italians, who quoted the.
rates of insurance on shipments from  London to Pisa and Bruges as early as 1400. It
was also ascertained by a chronicle of King
Ferdinand that the contract of reciprocal insurance was known in Portugal as early as 1375.
Many other writers allude to the practice of indemnifying ship-owners and merchants against losses by the'
elements, or by enemies, at a much earlier date.




20 HISTORY AND PRESENT POSITION OF LIFE ASSURANCE.
The invention of the principle of insurance has generally
been accorded to the Romans, from the fact that the writings of Livy, Suetonius, Cicero, and Sallust mention stipulations of indemnity to contractors during the second Punic
War, and a like surety granted by Claudius for delivery of
grain during a time of great scarcity, as also the security
claimed by Cicero for the carriage and safe delivery of the
spoils of war gained by the victories in Silesia.  The first
English statute appears in the time of Ellzabeth, 16o01, but
it designates the system as of " tyme out of mynde, and a
usage amongste merchants. " The question of priority must
therefore be accorded to marine insurance, and the invention to the Italians.
LIFE Assurance, also, dates far back in the annals of the
past.  It is common for writers on this subject to assign its
origin to the beginning of the eighteenth century; making
its existence hitherto to have been about one hundred and
fifty years.  But it has certainly existed twice that length
of time.  Indeed, we find traces of the theory of probabilities, (which underlies life assurance,) as far back as the time
of Pliny, and even Plato, preceding the Christian era.  It
is also certain that some four hundred years after Christ, a
table was actually in existence by which annuities could be
valued.
But that Life Assurance was absolutely practiced as early




HISTORY AND PRESENT POSITION OF LIFE ASSURANCE.  21
as above stated, i. e. in the sixteenth century, is put beyond
question by the contents of a volume in the French language called the GUIDON (guide, standard), whose author is
unknown, but which must have been written some three
hundred years since.  In this ancient document the writer
speaks of "insurance made by some nations upon the life
of men, in case of their decease upon a voyage, to pay certain sums to their heirs or creditors."  Hence it appears
that in his day "some nations" practiced life assurance.
How much earlier we do not know.
From an old English work on Usury, printed in 1584,
we learn that a particular feature of life assurance-endowments for children-supposed to be a very modern idea, was
known and substantially practiced then (nearly three hundred years ago). The writer speaks of money being invested in a "Companie," which company agrees "that
whosoever lendeth such a summe of money, and hath a childe
of one yeere, shall have for his childe, if the same childe
doo live till he be full fifteene years of age, 500 li. (pounds)
*of money."
We also find historical traces of the practice of assuring
lives in Germany, of an equally early date.
The first scheme of importance, however, and which may
be regarded as the foundation of the modern system of life
contingencies, was the system of Tontines, invented




22  HISTORY AND PRESENT POSITION OF LIFE ASSURANCE.
by Lorenzo Tontie, or Tontine, a Neapolitan, in
1653.
The first public office for assuring lives which we are able
to identify, originated with a clergyman of Middletown,Lancashire, England, named William Assheton, D. D., in the
year 1698.  His object was the benefit of the widows of
clergymen and others, and for settling jointures and annuities. It went into operation under the name of "The
Mercer's Company," in London.  In 1700 another society
was instituted called the "Society of Insurance of Widows
and Orphans."
In the year 1706, the " Amicable Society of London " was
founded; but it made this fundamental error, that the rates
of premium were uniform for all ages assured; nor was any
fixed amount guaranteed in case of death.  Hence very
little was done.  In 1721 the "Royal Exehange," and
" London Assurance" Companies were formed.  But it was
not until 1780 that the business of Life Assurance may be
said to have fairly begun.  In that year the " Equitable
Society " (which eighteen years before had obtained a charter with the greatest difficulty, and had so far met with
little success, so great was the ignorance prevailing upon the
whole subject) adopted the Northampton tables as the basis
of its calculations; its actuary or manager being William
Morgan, who was aided by the advice of his uncle, Dr.




HISTORY AND PRESENT POSITION OF LIFE ASSURANCE.  23
Richard Price, a celebrated writer upon the principles of
Life Assurance.
Life Assurance was introduced into this country before
the war of the Revolution.  It was effected by a few Episcopalian clergymen who formed a society in 1769, called
"The Protestant Episcopal Association for the Benefit of
Widows and Children of Clergymen of the Commonwealth
of Pennsylvania." The first public Assurance Company
was the Pennsylvania, established in 1812, still flourishing.
The Massachusetts Hospital Life Insurance Company seems
to have been the next formed, in the year i818.  The
New York Life Insurance and Trust Company was chartered in 1830, and the New England Mutual Life Insurance
Company of Boston in 1844. But little attention, however,
was paid to the subject-in this country prior to 1843, at
which time the Mutual Life of New York and several other
companies went into successful operation.
At the present time there are in Great Britain nearly two
hundred such companies; and the amount there assured
upon life is estimated at Lz 25,000,000.
In the United States there are about seventy Life Companies, receiving an annual income of nearly $5o,ooo,ooo.
But little short of four hundred thousand lives are now assured, covering risks amounting to about $s,ooo,ooo,ooo.
These are striking proofs of the popularity of Life Assur



24 HISTORY AND PRESENT POSITION OF LIFE ASSURANCE.
ance. During each year, more than siex millions of dollars are paid by the Life Companies in the United States
to the families or representatives of the assured; mainly
to widows and orphans.
The number of policies now issued, yearly, by all the
Companies in the United States, is not far from 2o,0ooo.
And the business is constantly and rapidly increasing.
A few words may be added on the stability of Life Assurance.  It is too much to say that Life Companies have
never failed.  In England, up to the time of Richard
Price (I780), assurance of life had been little better than
a gambling operation. And much later, has there been
great unfairness in business of this description; which, happily, is not true at present.  A very few Companies doing
life business in this country, have by mismanagement gone
down; but the cause has been the union of other business
with that of life. Not a single Company confining itself to its
legitimate work has failed, nor is the thing conceivable, for
there is scarcely room for contingencies, The experience of
the commercial world can point to no such permanency as
is seen in Life Companies, nor does any class of institutions
compare with them for uniformity, safety, and reliability.




LIFE ASSURANCE COMPANIES.,,E have spared no pains to be able to
 ,.,    present here a full and complete list.,'     of the several Life offices in the
United States.  Such a list, it is believed, is found in no other publica-,   tion. For reference, andecorrespondence,
it will be of great convenience, besides
the  satisfaction  that one feels in being
"posted."  We arrange them in alphabet-,  ical order.
Of the officers, it will be understood that the
one first named is President, and the next, Seeretary.
2




/26           LIFE ASSURANCE COMPANIES.
}ETNA.........Hartford, Conn.
E. A. Bulkeley, T. O. Enders.
AMERICAN MUTUAL.......New Haven, Conn.
Benj. Silliman, Benj. Noyes.
AMERICAN LIFE AND TRUST... Philadelphia.
A. Whilidin, J. S. Wilson.
AMERICAN POPULAR.........New York city.
V. M. Rice, J. Pierpont, Jr.
ATLANTIC MUTUAL......... Albany, N. Y.
R. H. Pruyn, L. B. Smith.
BALTIMORE.............. Baltimore, Md.
J. I. Donaldson.
BERKSHIRE............. Pittsfield, Mass.
T. F. Plunket, B. Chickering.
BRITISH GENERAL........ New York city.
Branch office.
BROOKLYN............. Brooklyn, N. Y.
C. W. Bouck, R. H. Harding.
CINCINNATI MUTUAL.......Cincinnati, Ohio.
C. G. Megrue, G. F. Reynolds.
CHARTER OAK.............Hartford, Conn.
J. C. WValkley, S. H. White.
CONNECTICUT GENERAL.....Hartford, Conn.
E. W. Parsons, T. W. Russell.
CONNECTICUT MUTUAL.....Hartford, Conn.
Guy R. Phelps, W. S. Olmsted.
CONTINENTAL OF N. Y.......New York city.
Justus Lawrence, J. P. Rogers.
CONTINENTAL OF HARTFORD..Hartford, Conn.
J. S. Rice, S. E. Elmore.




LIFE ASSURANCE COMPANIES.           27'COVENANT MUTUAL......... St. Louis, Mo.
G. B. Allen.
ECONOMICAL MUTUAL.......  Providence, R. I.
S. S. Bucklin, W. Y. Potter.
EMPIRE MUTUAL...............Chicago. Ill.
EQUITABLE............. New York city.
William C. Alexander, James W. Alexander.
EXCELSIOR.........    *   New York city.
Samuel T. Howard, Sidney Ward.
GERMANIA...........New York city.
H. Wesendonck, F. Schwendler.
GIRARD ANNUITY & TRUST. Philadelphia.
T. Ridgway.
GLOBE MUTUAL............ New York city.
Pliny Freeman, H. C. Freeman.
GREAT SOUTHERN & WESTERN.New Orleans, La.
Gen. Longstreet.
GREAT WESTERN........ New York city.
R. Bage, E. Dwight Kendall.
GUARDIAN...............New York city.
W. H. Peckham, H. V. Gahagan.
HAHNEMANN........... Cleveland, Ohio.
H. M. Chapin, A. S. Mills.
HOM...................Brooklyn.
W. S. Griffith, G. C. Ripley.
HOSPITAL...........Boston, Mass.
Moses Hale, Sec.
JOHN HANCOCK........... Boston, Mass.
G. P. Sanger, G. B. Ager.




28            LIFE ASSURANCE COMPANIES.
KENTUCKY MUTUAL........Cincinnati, Ohio.
J. C. Beck, A. C. Dunlap,
KNICKERBOCKER............New York city.
E. Lyman, G. F. Sniffer*
LIFE & ACCIDENT.........Hartford, Conn.
T. J. Vail, William S. Manning,
LIVERP'L & LOND. GLOBE F. & L. New York city, branch.
A. C. Pell, Agent.
MANHATTAN........New York city.
Henry Stokes, J. L. Halsey..
MASSACHUSETTS MUTUAL..... Springfield, Mass.
Caleb Price, F. B. Bacon.
MINERS' LIFE & TRUST Co... Pottsville, Pa.
Jacob Huntzing.er, Alfred Huntzinger,
MUTUAL OF N. Y...........New York city.
F. S. Winston, Isaac Abbatt, John M. Stuart,
MUTUAL OF CHICAGO........ Chicago, Ill.
Merril Ladd, C. B. Holmes.
MUTUAL BENEFIT.......... Newark, N. J.
L. C. Grover, E. A. Strong,
NATIONAL OF VERMONT..... Montpelier, Vt.
J. Y. Dewey.
NATIONAL...............    New York city.
E. A. Jones, John A. Mortimore.
NATIONAL LIFE & HEALTH.... Kalamazoo, Mich.
S. P. Sheldon, G. W. Snyder.,
NATIONAL TRAVELERS'.......New York city.
James R. Dow, J. H. Taylor.
NEW ENGLAND MUTUAL...... Boston, Mass.
B. F. Stevens, J. M. Gibbons.




LIFE ASSURANCE COMPANIES.           20
NEW JERSEY MUTUAL........ Newark, N. J.
J. P. Bradley, William M. Simpson.
NEW YORK.............New York city.
Morris Franklin, W. H. Beers.
NEW YORK STATE MUTUAL... Syracuse, N. Y.
John Peck, G. P. Gardner.
NEW YORK LIFE & TRUST.... New York city.
David Thompson, P. R. Kearney.
NORTH AMERICA.    v...... New York city.
N. D. Morgan, J. W. Merrill.
NORTH-WESTERN MUTUAL.... Milwaukee, Wis.
S. S. Dagget, A. W. Kellog.
OHIO.................... Cincinnati, Ohio.
Augustus Isham.
PENN MUTUAL.......... Philadelphia.
James Traquair, H. S. Stephens.
PENNSYLVANIA........Philadelphia.
Charles Dutilh, Pres't.
PHILADELPHIA FIRE & LIFE.... Philadelphia, Pa.
R. P. King, F. Blackburn,
PHCENIX MUTUAL......  Hartford, Conn.
E. Fessenden, J. F. Burns.
PROVIDENT LIFE & TRUST.... Philadelphia, Pa.
S. R. Shipley, Pres't.
PROVIDENT LIFE & INVESTMENT Chicago, Ill.
Ira Y. Munn, C. Holland.
ROYAL F. & L.............New York city, branch.
A. B. McDonald, Agent.




30             LIFE ASSURANCE COMPANIES.
SECURITY LIFE & ANNUITY...New York city.
R. L. Case, I. H. Allen,
SOUTHERN................ Memphis, Tenn.
G. W. McCarn, J. B. Doddso
STATE MUTUAL........... Worcester, Mass.
Isaac Davis, C. Harris.
ST. LOUIS MUTUAL........St. Louis, Mo.
D. A. January, W. T. Selby
TRAVELLERS' (LIFE AND ACCIDENT)... Hartford, Conn.
J. G. Batterson, R. Dennis.
UNIVERSAL............... New York city.
William Walkcr, 1. H. Bewley.
UNION MUTUAL OF MAINE.... Augusta, Me.
H. Crocker, W. H. Hollister
UNITED STATES......... New York city.
J. B. Collins, Jno. Eadie.
WASHINGTON..............New York city.
Cyrus Curtiss,W. A. Brewer, Jr.
WESTERN............... Cincinnati, Ohio.
WIDOWS' & ORPHANS' BENEFIT..New York city.
Charles H. Raymond, H. B. Robinson.
WORLD MUTUAL........... New York city.
George L. Willard, C. W. Plyer.
@a It is proper to state that a few of the above Companies are doing no nezw
business, but merely taking care of obligations already assumed.




THE SCIENCE OF LIFE ASSURANCE.
0 M E  grand  foundation  principle
lies at the base of every science. This
we know to be true of theology, medicine, jurisprudence, political economy
and the like.
Now, what is the fundamental principle of Life Assurance, as a Science?
It is this:-the LAW OF AVERAGE..)o_~ ~~   We will make this plain.
By the word law (as law of nature, law of
~,:/~'~ gravitation, and the like) is meant, the regular
method by which certain effects follow  certain
-')    conditions, or causes.  When we have  ascertained how, or in what manner, or in what relative pro



32          THE SCIENCE OF LIFE ASSURANCE.
portion, certain effects follow certain causes, then we say
we have found out the law regulating such and such
things: as when observing men determined the laws regulating electricity, the tides, steam, trade, falling bodies,
and the like.
Now, is there a law regulating the rate of mortality, or
the falling of human lives in the aggregate? We should suppose so, beforehand, since nothing seems left to chance.
Every thing appears to be governed, controlled, regulated:
only sometimes the law, or rule, respecting the occurrence
is too hidden to be detected.  It is generally agreed that
what we call chance is merely direction not v.Understood.
"All nature is but art unknown to thee,
All chance direction which thou canst not see."
Just how many and what kinds of accidents (as they are
called) and crimes, even, will occur among a given population during a year, for instance, can be determined with
certainty beforehand.  Just how many letters will be mailed
undirected (from haste or carelessness in correspondents)
out of any large number of letters, can be known beforehand, on the ground that what has occurred will recur.
Again, it is demonstrated that just such a relative number
of white and black balls, in a given number of drawings,
will be taken from an urn where they are mixed promiscuously.   This has been found out by actual experiment.




THE SCIENCE OF LIFE ASSURANCE.          33
Or, throw into the air some thousand times a number of pennies, say fifteen hundred.  It can be reckoned beforehand
just how many " heads " and how many " tails," in the whole
number of throwings, will be up or down. Nothing would
be more uncertain than whether it wou'd be "head" or
Cc tail" in one throwing of one penny; but the average in
many throwings of many pennies can be got at exactly.
We should expect, then, that there would be a law regulating the falling of human lives, so that we could average
them, or get the proportion of them;-so many out of such.a number falling in a given time.
And this we find to be the case.  The duration cf any
one life cannot, of coutse, be known; but that of a multitude of lives is easily ascertained.  Or, to change the expression, nothing is more uncertain than the duration of
individual life: nothing is more certain than the average
continuance of life.  In the same age and same country the
rate of mortality from pestilence, war, &c., &c., may vary;
but even these variations are doubtless governed by fixed
laws; and looking at all periods and all countries, the variation does not exist.
The facts proving these statements have been brought to
light by the study of statistics. For upwards of 200 years,
tables have been kept in different parts of the world, to a
greater or less extent, showing the births and deaths of indi2*




34          THE SCIENCE OF LIFE ASSURANCE.
viduals. These are generally called tables of mortality;.
and upon these the duration of life has been calculated with
almost unerring accuracy.
By these it is ascertained, for instance, that if we take
lo,ooo persons in the prime of life, 1,200 will die the first
ten years; 1,500 the next ten; 1,700 the next ten; and so
on till all have passed away. 10,00ooo persons at the age of
25 years will attain the age of 6z years on an average; at
the age of 35, 65 years; at the age of 45, 68; at the age
of 55, 71.  The average age at death of all born, is about
33 years.  Or we may say that any 1,ooo persons in ordinary health at the age of 25 will yet live to average about
37A years each; at the age of 30, about 341; and at the:
age of 35, just 31 years each; and so on.
Now, calculations having reference to money values may
clearly be made upon any circumstances sure to recur. Having, then, before us, the probability of death in each year of
age, we have only to charge each individual that sum which
is the aggregate of the present values of the cost of insurance
for each successive year of life, and we have what may be
termed the cost of assurance. If one lives longer than those
assured with him, he helps those who die early: if he dies
early, they help him.  In this way a perfect average is secured, which, being based on accurate and sufficient life,
tables, is just as reliable as the equilibrium of the planets.




THE SCIENCE OF LIFE ASSURANCE.         35
The deficient payments,f those who die early are compensated for by the additional payments of those who live.
longer.  Of course, to the actual cost of assurance, there
must be added office and other expenses, use of capital,
a surplusage for security, etc., and all these put together
make up what are called the rates of assurance, rendering
it safe to issue policies at these charges, whether for the
whole term of life, or for a certain period, on the endowment plan.
The following, from the pen of an unknown writer, is a
pretty lucid statement of the theory and practice of Life
Assurance:
All Insurance is but the taking upon many the risk of one,
so that if he loses what he insures they collectively shall
make it good to him.  If they be a thousand, his loss divided among so many hurts nobody; while if it had fallen
upon one only it would have ruined him. Say, for example,
that one thousand persons, at the age of thirty, assure each
other for life to the amount of $1,ooo each, and that each
pays for this protection a yearly premium of $23.6o.  The
collective premium will make $23,600. The casualties the
first year will be probably eight, so that instead of the society having to pay back the whole $23,600 which they have
received, they would have to pay back but $8,ooo. This




36          THE SCIENCE OF LIFE ASSURANCE.
will leave, with accrued interest at four per cent., $16,544
on their hands to meet subsequent losses, and this fund with
future premiums, as fast as received, will be put out at in-'
terest. The next year sees the business renewed in favor
of nine hundred and ninety-two survivors, of whom a like
number will die during the second year, say eight persons.
To the heirs of each of these again is paid $1,ooo, collectively $8,ooo. The third year sees nine hundred and eightyfour survivors whose premiums bring in $23,222.  Once
more, an increased number of these, or nine, die during the
third year, and $9,ooo is paid to their representatives. The
fourth and each following year proceed in like manner until
about the sixty-fifth year they will in nearly every case all
have died, and a thousand times $i,ooo will have been paid
them; that is $1,ooo,ooo.
To the INDIVIDUAL, then, Life Assurance holds out PROTECTION; and to the CAPITALIST, the profit of taking those
chances of life and death which the individual must not run,
and can fairly pay to have lifted from his shoulders; as is the
case when one takes advantage of fire or marine insurance.




THE PRACTICE ELUCIDATED.
I,3>;:.-~?'   jEDUCING  to practice the theory as
explained in the foregoing  chapter,
there are a few points that may require
further elucidation..~~    ~;  - The wor/,ing plans of companies dif-'~'~ ~      ~  fer.  While all are based upon the same
\; "   fundamental principles, they are organized
upon different systems, and vary in the con-.: v;~ ditions adopted, and in the detail and application of benefits.  Thus, there are jointstock companies, strictly so called, in which a
~,~'  capital is furnished as security to the assured, by
individuals who receive all the profit or surplus
premiums of the business, as a remuneration for the risk and




38'THE PRACTICE ELUCIDATED.
use of their capital.  And the mixed, or part proprietary
company and part mutual, having also a joint-stock guarantee capital, but allowing a portion of the profits, or all the
profits, to policy-holders, after deducting legal interest upon
the guarantee capital.  And the purely mutual companies,
in which all the surplus, or profits of the business, belongs
to the policy-holders in proportion to the premium they
pay.  There are also companies in which the payments of
policy-holders are wholly in cash, and others where partial
payment is made in notes.
The matter of profits, dividends, &c., may also require
some explanation.  If there was but one invariable rate of
mortality from which we could determine the exact number
of assured persons who would die at each age; if the rate
of interest never fluctuated, and it could be precisely determined per policy what the expenses of management would
be, the rate of premium  deduced therefrom  would be, as
we have previously stated, the exact value of the sum assured.  But as it is impossible to obtain an absolutely accurate rate of mortality, and also to prevent the admission of
some bad lives, and as the interest of money is constantly
varying, it is absolutely necessary, for the security of the
assured, to be certain that the premiums charged are sufficiintly high to cover the risks incurred.  Hence, the rates
are expected to be somewhat higher than will eventually




THE PRACTICE ELUCIDATED.               39
prove to have  been necessary.  Here is an income or
source of profit.
To this must be added several other sources of revenue.
In calculating interest the rates are ASSUMED at 3 per cent.
in England, and in this country at 4 per cent.; while a
company, in fact, receives 6 or 7 per cent., often more.
This is done by judicious investments, or loaning on good
terms.  These investments, of course, are drawing interest, which interest is again reloaned, making an investment at compound interest. These interests are an accumulation to the benefit of the company; which, in a few years,
in a successful one, whose expenses are proportionate to their
business,, amounts to a large sum.  Again, in order to cover
expenses and still further to provide against all contingencies, the companies universally add to the rates obtained by
calculation from correct tables of mortality, a loading of
from zo to 40 per cent. This is usually found more than
is necessary, and forms another source of profit. Moreover,
the lives which are assured are much better than the aver,
age of lives upon which the tables of mortality are based,
the average expectancy being increased by the judicious
selections made by the office; this consequently results in
a profit.  A profitis also acquired by the lapse, or loss, of
policies from non-payment, and by the purchase of policies,




40             THE PRACTICE ELUCIDATED.
as the company always reserve a sufficient amount to indeminfy them for the risk already incurred.
In these several ways, and others incidental to the business, it happens that all companies managed with prudence,
accumulate a larger amount of funds than is necessary to
provide for future losses.
The adequacy of the premiums charged is tested by a
" valuation " of the income and liabilities of the Society,
which the offices make at certain periods, and if it results
that they have a surplus after putting by sufficient to meet
every probable claim upon them, they then distribute their
profits. All profits in purely stock companies are divided
among the stockholders; while in mutual and mixed companies they are distributed among the life members in an
equitable proportion.  In the distribution of surplus funds
periods of three or five years have usually been preferred to
shorter ones; because the rate of mortality is generally
supposed to be more uniform among a large number of persons, and extending over a long period. Many companies
in England, for this reason, make their dividends only once
in seven or ten years.  In some companies, however, both
in England and America, the dividends are declared annually. The funds returned to the assured are generally disposed of as each may prefer; either to reduce the annual




THE PRACTICE ELUCIDATED.              4_1
premium, or to the purchase of additional assurance without
farther charge for premium (adding the dividend to the
policy), or to abate the amount of future premiums, the sum
assured remaining the same.
A few words may be in place as to the lapse or surrender ofpolicies.  It is sometimes complained by those wish.
ing from any cause to withdraw from a company, that they
do not get the full value of their policies.
Professor De Morgan observes on this, " Among the
sources from which the offices draw profit, are lapsed policies. But what they receive by the lapse of the policy is not all profit; but only that portion by which
the premium for the whole life exceeds the premium
for a temporary assurance. Every premium which is paid
by an assurer contains the consideration given for the chance
of his dying in each and every subsequent year.  If, then,
he remain a member of the office and stand the risk of death
during a certain number of years, all such part of his premiums as was consumed for the risk of those years become
due to the office and was taken by the office as compensation for the risks, and cannot, therefore, be said to fall to
them as profit upon the lapse of the policy. Two indivduals, A and B, go to the office on the same day, and assure
their lives for the same sum, A upon his whole life, and B




THE PRACTICE ELUCIDATED.
for seven years.  A pays, say ~1o of premium, and B ~7.
At the end of seven years A allows his policy to lapse just
at the time when B's policy expires by its own construction.
What does the office gain by the lapse? Evidently, the temporary annuity of ~3 by which the two premiums differ.
The ~7 paid by A out of ~0o is not more than sufficient
to pay his share of the claims which arose during the years
which he continued in the office; the remaining ~3 was a
reserve for future years, which becomes profit to the office
on his declining to stand the risks of these years."
This would seem to be sufficiently plain.  The principle
of assurance is, that the claims of those who die early are
tid. by tbe cQttattLt. toQs of those who live long; therefore,
if the whole of the premiums were returned to parties surrendering their policies, it might become impossible for an
office to fulfill its engagements.




THE MORAL ASPECT OF LIFE
OPERATIONS.
O  view could be more incorrect than
"G" d " " that LIFE transactions are simply like
other insurance transactions. They are
of a far higher and more sacred character. They differ in these important respects.
7 2~     ~          Other kinds of insurance, for instance,'~   pertain to property  merely.   A  fire or
marine insurance company deals simply with
(~,/j~.~-' material objects-assumes risks upon houses,
ships, merchandise.   And then, again, its transactions are with one party.  They begin and
terminate with the insured.




44      THE MORAL ASPECT OF LIFE OPERATIONS.
Not so with a Lijfe Company.  Here the operations
touch human existence. They relate to its fall or continuance.  That for which one will'"give all that he hath " is
the matter bargained about. A man may speculate in pro>perty, but how abhorrent the idea of speculating in human
life! A man may barter and banter where mere goods are
concerned; but what a degradation to bring life operations
down to this low level! A man may think lightly and
speak flippantly of the destruction of barns and merchandise;'
but of the end of earthly existence he is expected to entertain a degree of seriousness.
Then, too, the Life office has to do with other parties
than the assured.  It is virtually acting for widows and orphans.  It assumes to be their almoner and protector.  A
husband and father entrusts to it what is expected to mature'
only at his death.  If there be fraud or unfairness, it is at:
once against the dead atd the living.  The wrong takes
place when the party originally dealt with cannot set up a
defense for the innocents; since he is no more one among
them.  And those for whom  he toiled, and planned, and
sacrificed, are now deprived at once of their just rights, and
of the fruits of his efforts.  Their sustenance is taken from
before their mouths. The table is bare, where love, in anticipation, spread a bounteous repast.  The guardians of the
now defenseless ones have become their despoilers.  How




THE MORAL ASPECT OF LIFE OPERATIONS.      45
zould there be a grosser wrong-a more aggravated wickedness?
Viewed in this light, how high the obligations which a
Lifec office assumes! How sacred its trusts! And, consequently, how honorable and how elevated should be its
aims and operations!
Now, an agent is expected to be the exponent of this
moral dignity which ought to invest transactions in life.
He is the representative of these transactions.  Men form
their ideas, not only of his particular Company, but of Life
Assurance itself, from himt.  Any act of an Agent which is
not honorable has a direct tendency to dishonor himself
and all his fellow-laborers.  And not only this, it brings
odium upon the whole institution.  It poisons the system
of Life Assurance, and works so much towards its ruin.
For these reasons, a Life Agent ought to be the very
highest style of a man.  What a fire, or marine, or banking or other agent may be, is nothing to him.  He is to be
much more than is expected of others.  There is to be in
him more of conscience; more of genuine goodness; more
of the powers of honest persuasion; more of the capacity
to appreciate and to use those motives which appeal to the
higher and finer sensibilities.
And we earnestly maintain that Life Assurance will never
realize its best capabilities, until it is practically elevated to
the high moral position here assigned to it.




46     THE MORAL ASPECT OF LIFE OPERATIONS.
In the following chapter, the aim has been to analyze and
set in order, and to inculcate the principal elements which
constitute a permanently effective agency.




THE QUALITIES OF A GOOD AGENT.
1  4E  APPRECIATES JIIS  JJORK.
~%-~.~~: ~ NE can generally form a pretty accurate
/~ God           opinion of a Life Company by an ac-' quaintance with its agents.  The good
agent understands and appreciates this
>. _  fact, and also that men will judge of the.fA) Go~?'~whole system of Life Assurance by him.
/chSax  Accepting  an  appointment, therefore, he
-!Fi~_'~    feels his responsibility.  He has high ideas
of his work.  He looks upon it as benefiting
the party assured, by giving to him quiet of mind;
bT inducing habits of economy, sobriety, and fore9'aV    thought; by setting before him  an honorable




48         THE QUALITIES OF A GOOD AGENT.
motive to action and enterprise, and by leading him to the
discharge of a sacred duty.
He considers that his efforts are helping to rid the community of poverty and its frequent attendants-vice and
crime.  And also that he is strengthening the sinews of social life by every policy he obtains.  And what is more,
that he is befriending the poor and needy; wiping sorrow
from eyes dimmed with tears, and deserving the tribute of
gratitude awarded to one of old: "When the ear heard
me then it blessed me, and when the eye saw me it gave
witness to me; because I delivered the poor that cried, and
the fatherless, and him  that had none to help him.  The
blessing of him that was ready to perish came upon me,
and I caused the widow's heart to sing for joy."
An eminent minister once said:' Were I to leave the
ministry, I should take an agency for Life Assurance; for Il
consider that it, next to direct religious efforts, is doing
most to benefit society."  And a very high authority-the
Hon. ELIZUR WRIGHT, late Insurance Commissioner of Massachusetts-says: "Among the honorable workers in the
civilized world, to whom the public as well as the assured
will die indebted, we give faithful and successful Life
Assurance Agents a highplace; and no field that we know
of is more inviting to an ambition that would devote the




THE QUALITIES OF A GOOD AGENT.          49
best of talent to the benefit of society at large, and individ-:uals in particular."
To have such a conception of the value and dignity of an;agent's vocation, is an important point gained.  In such a
case, where the motives of worldly policy are pleasantly
mingled with higher moral considerations, and all these
blend together in the beautiful philosophy which constitutes
the chief charm of Life Assurance, the business of an agency
will be both agreeable and successful.  But without this
appreciation of his work, how can an agent expect to succeed? How can he have faith in it, and impart to others
confidence and interest in it? If he does not appreciate its
benefits, how can he forcibly place them before others?
As a first thing, then, let an agent endeavor to rise up to:a just estimate of the value and the moral grandeur of his
undertaking.  (See also, on this, page 43, etc.)
2.   SE IS /OVED  BY  JIGH  JMPULSES.
WRITER  observes that some agents walk about
like apprentices to an undertaker, proclaiming in.sepulchral tones the uncertainty of life, &c., and they
never succeed; while some of the jolliest fellows in existence are very successful agents, because they carry sound
3




50         THE QUALITIES OF A GOOD AGENT.
and well-balanced minds, with a love of their fellow man,.
and can appreciate and feel the motives that will sway those
with whom they come in contact.
We have seen men acting as agents, who seemed to feel
that they were doing a mean sort of work, and needed to
beg pardon of all creation for being about such work —for
being alive, we had almost said, —whereas, they may
well hold up their heads, and go out to their task animated,
by the very highest motives of philanthropy and moral
obligation.
One should look upon his business in the light already
presented, as a great public benefit, and feel that it does not
detract from his being a promoter of the general good of
mankind because he gets a livint by?is labor.  He who
does the state a service while at the same time earning an
honest livelihood, is deserving of double honor, first because
he promotes the public weal, and next because he secures
his dependents against want.
Let a Life Agent, then, feel self-assured and confident.
He need not depreciate his calling, as compared with any
other business or profession whatever.  Merchants, lawyers, physicians, school-teachers, secretaries and agents of
benevolent societies even, are often doing less to scatter
benefits throughout the human family, than are honest and
efficient Life Agents. Far be it from them to feel that they




THE QUALITIES OF A GOOD AGENT.           51(
are palming off something that is not worth what is paid as
an equivalent, and infinitely more too.  If not now, some
time, blessings will be pronounced upon them.
j3. fIS   EART IS ENLISTED.
F a celebrated living actress, whose powers are worthy
of a better cause, it has been written"We listening weep; but every burning drop
Flows from thy heart, ere falling from our eyes."
To make others feel, we must first ourselves feel.  Deep,
conviction is contagious.  It wins its way.  It speaks in the
eye, the looks, the tone.  Other things being equal, a
man's force in impressing others is in the ratio of his own
heart-force.  Says Goethe:
"Persuasion, friend, comes not by toil or art;
Hard study never made the matter clearer;'Tis the live fountain int the speaker's heart
Sends forth the streams that melt the ravished hearer.
Would you, then, touch the heart, the only method knowrn
My worthy friend, is first to have one of your own."
All this applies well to a Life agent.  If he loves hi,
work; if he puts his heart under it, look out for results 
To do much, he must be full of it. A Secretary once




5 2        THE QUALITIES OF A GOOD AGENT.
wrote to a newly-appointed agent: " Your very boots must
creak the name of your Company!" It reminded us of the
advice of Dr. J. W. Alexander to a ministering brother, as
to having his heart enlisted in sermonizing: " Live for your
sermon. Live in your sermon. Get some starling to cry-' Sermon! sermon!'"
No class of men ever propagated a great interest, and
carried it through to victory, who did not first wed it, and
wholly cast in their lot with it for better or for worse.
All effective agents have "Life Assurance on the brain."
They spring to their task with an elastic and buoyant spirit.
Write it down as a rule, that no man ever does much who
is not enthusiastic in his profession or business —who does
not think his enterprise, whatever it be, the greates., or at
least one of the greatest, and most important in the world.
Only then are his energies untiring.  Only then does the
fire in his own soul kindle upon the souls of others.
4. JE IS ACTIVE AND INDUSTRIOUS.
W 5, /HEN a lady once asked Turner, the celebrated
English painter, what his secret was, he replied:
" I have no secret, madam, but hard work"  This i, a secret that many have never learned, and from thih cause




THE QUALITIES OF A GOOD AGENT.           53
they don't succeed. Labor is the genius that changes the
world from  ugliness to beauty, and the greates. curse to
one of the greatest blessing.
It is eminently true in Life Assurance, that "the hand
of the diligent maketh rich:" while "idleness clotheth a
man in rags."
There is no way of getting on well in a Life agency,
short of absolutely 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.' " Pet  et peu," —little by little-is
a motto to be hung up in the agents' office.  Or this:' Only work wins."
Luther was once asked how he found time to translate
the Bible. His reply was, "' I did a little every day." And
Beethoven, when fifty-two years of age, wrote to his friend
Wegeler, " My maxim has always been nulla dies sine linea
-(no day without a line), and if I allow my muse to slumber, it is only that she may awake with fresh vigor."
A Life agent accepting such sentiments is on the road to
success.




54         THE QUALITIES OF A GOOD AGENT.
5. JE IS FOURAGEOUS AND PETER_
MINED,
NE  should not accept a Life-agency until he has
made up his'mind to succeed.  It has its difficulties
and discouragements.  But you must remember that a man
can hardly be expected to jump into any splendid business
at once.  Very few agents are as successful as they could
desire at the outset.  One of the most efficient agents in
the country worked diligently for six weeks before he took
his first risk; bat he said,   I am  bound to succeed."
During the next three months his commissions were over
twelve hundred dollars.
" The wise and active conquer difficulties
By daring to attempt them; sloth and folly
Shiver and sink at sights of toil and hazard,
And make the impossibility they fear."
The old Crusaders used to say, "Faint heart never won
fair lady." Another adage in everybody's mouth declares
that "Fortune favors the brave."
That famous educator, Miss Mary Lyon, of South Hadley, Mass., used to say to her pupils, "If you commence
teaching and do not succeed, teach till yoa do succeed."
If the agent gets sorely disappointed in cases where he




THE QUALITIES OF A GOOD AGENT.           55
was confident, let him nevertheless remember the lines in
the Loves of the Angels 
"Hope's precious pearl in sorrow's cup
Unmelted at the bottom lay,
To shine again when, all drunk up,
The bitterness should pass away."
A newly-appointed agent once said, when finding it
hard to get a start, and to make both ends meet in living,
"'I will share a dry cracker with my wife sooner than
give it up!"  We scarcely need add that he had a permanent success.
Here one may well write over his office-door General
Grant's famous dispatch, " I will fight it on this line," etc.
or the couplet of Sir Walter Scott:
"Come one, come all-this rock shall fly
From its firm base as soon as I."
Never, in a solitary case, have we known an agent to
complain of a lack of business, if he patiently b ent at it
with full faith that
" In the bright vocabulary of youth
There's no such word as FAIL!




5 6       THE QUALITIES OF A GOOD AGENT.
6. fE HAS TACT AND PISCRIMINATION.
T    HE great thing in assuring men is to use that particular argument at the right moment which will gain.
the object.  Or, which is the same thing, to say just what
will carry conviction and lead to immediate and conclusive
action-and nothing more.  Of some men in urging assurance it may be said,
"    _  His zeal
None seconded, as out of season judged,
Or singular, or rash."
Some agents presume too little.  Better take for granted
that the man you approach will assure.  Better assume that
he is ready.  Approach him saying, " 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 the matter at once.
Some agents talle too much.  Never is a flood of words
more out of place than in urging Life Assurance.  Don't
talk the man to death! Let him have time to breathe, and
breathe yourself. Watch the motions of the countenance.
Trace the workings of the mind.  Mark what pleases.
If you have made a point, don't unmake it. Now be
cautious in speaking!  One indiscreet remark just at this
moment may be fatal to your purpose.




THE QUALITIES OF A GOOD AGENT.           57
Some agents explain too minutely. They are too fearful-scrupulous, 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 believes in assurance
now. Address yourself to the one work of leading him on
into it.
At a meeting of solicitors the question was once raised:
" What tables do you find most popular?" One replied:
" I never ask'what table do you prefer?' I tell him what
table he wants, and go about assuring him! I get out
the application, and ask for his full name, and hold the
pen to write it down; and so carry the man right along
with me till the thing is completed!"
Oftentimes a bold move of this kind is most successful.
In other cases things must proceed with greater deliberation. At any rate, don't commit the man if there is
danger of a refusal.  Don't hear it, if given; but leave
the matter for some other time.
Let an agent, in these and other particulars, study human
nature, and acquire tact and discrimination.  If thoughtful
and attentive, he will be sure to acquire it, and much
more readily than he may imagine.




THE QUALITIES OF A GOOD AGENT.
7. jJE }SPEAKS THE TRUTH.
" First in the glories of thy front
Let the crown-jewel TRUTH be found."
R    EQUESTING  of an officer in a Life Company to
name a subject for an article to agents, he said,
"Write on this: How to get alofng without lying." And
he added, "Agents will lie!-they tell anything that suits
their purpose-and this gives a bad name to the whole
business." Certainly this is far from being true of all
agents, but it is true of too many.
It is high time that Life Agents set their faces against
this practice of deception.  They may rest assured that
here, as everywhere, "honesty is the best policy."
"A man of sense will artifice disdain,
As men of wealth may venture to go plain."
In the end misrepresentations are pretty sure to be visited
upon the offender's own head; so that
"They that act unjustly
Are the worst rebels to themselves."
And how abhorrent the idea of trifling with the confidence of men, and so misleading and deceiving them that
they shall hereafter say: " He is dishonest; I would not
believe him under oath;" as one was lately heard to say of




THIS QJALITIES OF A GOOD AGENT.       59
an agent who had told him what proved to be untrue in
respect to his premiums znd dividends.
Benjamin Franklin is often quoted as authority for the
value of Life Assurance, and very properly so.  But Franklin said, " Let honesty be as the breath of thy soul."
8. jJE HAS A FOOD jEPUTATION.
F an agent's veracity men ought not only to be able
to affirm,
C"    -  WV-That he says
You may believe, and pawn your soul upon it;"'but they ought to be able to compliment him throughout
as a thoroughly honest and true man.
The remark has been made by somebody, concerning
writers, that " it makes all the difference in the world who
is behind the pen." If we know that a writer or speaker
is tricky, scheming, hypocritical, or corrupt, we refuse to
be influenced by him.  On the other hand, it is remarkable what weight the words of a man of character have.
All this is equally true in business success.  And hence
the reputation of an agent in the community should be
unequivocally good.  It will be found a ehief element of
strength. Let him aim to be an honor to the Company he
represents remembering that it will be judged of by him,




60         rHE QUALITIES OF A GOOD AGENT.
and that he should do nothing to derogate from its good
name, or from the reputation of Life Assurance in general.
Let him be strictly temperate, and in all respects so bear
himself that even his opponents will be compelled to say,
" I've scanned the actions of his daily life
With all the industrious malice of a foe,
And nothing meets mine eyes but deeds of honor."
9. JE IS jGREEABLE IN )IANNERS.
T        REATING  everybody in a respectful way, is one
of the surest means of getting on in the world.  It
costs but little, and is worth a great deal. A buffoon,
"Fit for the mountains and the barbarous caves,
Where manners ne'er were preached,"
is out of place in a Life Agency.  Coarseness, vulgarity,
looseness of conversation, repulsive manners-all this is disgraceful, and a serious drawback upon success.
So honorable and beneficent is the vocation of a Life
Agent, that we instinctively demand in him a correspondence
to the portraiture,
" Tho' modest, on his unembarrassed brow
Nature had written' GENTLEMAN.'"
We'demand that he shall be
" -For courtesy, behavior, language,
And every fair demeanor, an example."




THE QUALITIES OF A GOOD AGENT.          61
The pen-picture of a quaint writer, sketching the true
gentleman, is worthy of the study of a Life Agent:
" He is above a low thing.  He cannot stoop to a mean
fraud.  He invades no secret in the keeping of another.
He betrays no secrets confided to his own keeping.  He
never struts in borrowed plumage.  He never takes selfish
advantage of one's mistakes. He uses no ignoble weapons in
controversy.  He never stabs in the dark.  He is ashamed
of inuendoes.  He is not one thing to a man's face, and
another behind his back.  He may be trusted out of sight
-- near the thinnest partition-anywhere   He buys no
offices, he sells none, he intrigues for none.  He would
rather fail of his rights than win them through dishonor.
He will eat honest bread.  He tramples on no sensitive
feeling.  He insults no man.  If he have rebuke for
another he is straightforward, open, manly.  He cannoU
descend to scurrility.  In short, whatever he judges honorable he practices toward every man." To such gentlemanly
bearings as this, large tolerance will be yielded, even under
the most persistent urgency.




62        TH-E QUALITIES OF A GOOD AGENT.
10. fE IS DEVOTED TO HIS FALLING.
IVE MEN are nowhere more needed than in Assurance Agencies. They are a necessity in a community, and probably always will be, because men will not
spontaneously go into Assurance.  Instruction, persuasion, reminding them of an imperative duty, is essential.
Here is room for the perpetual play of an agent's best
powers. Unless he stir up men, a great obligation is passed
by unnoticed. There is no adequate substitute for activity
among assurance agents. The public is practically incapable of performing its duties without the continual urgency
of individuals whose interest it is to importune men to do
themselves justice.  And it is surprising how much a few
energetic minds-one energetic mind, even-may do towards informing and exciting the public on this subject.
Agents often distrust their ability to succeed in the business of Life assurance to such an extent as will warrant
them in devoting their whole time to it, and so they make
small gains by other means.  But the lesson of experience
is, that in order to succeed, all the tact, ability, and energy
must be concentrated on this one work.
The essential thing is that the agent be absorbed in hiv
vocation.  The largest powers become weak when divided




THE QUALITIES OF A GOOD AGENT.           63
and dissipated among many aims.  Inferior powers are
mighty when concentrated.  It is very seldom that a man
does different things well.  Life agents who have rolled up
for themselves a splendid income, have not done it by carrying on other matters at the same time.   They took up
Life Assurance as a business for life; and they prosecuted
it with singleness of aim, and an absolute concentration
of their best.,faculties.
1  frfIS  JNTEREST   IS  IN   PNE   FOMPANY.
U    NLESS  it is specially understood  at the  time
an  agent receives his appointment that he has
liberty to solicit applications for other companies, it is expected that he will work exclusively for the company
appointiiyg him. The reason is plain. No agent can do
full justice to any one company when he is equally interested in advocating the claims of one or two more.  He
should have His preferences in order to make others have
theirs.  And the loose, scattering way of offering one thing
or another with equal recommendation, is injurious to all




64         THE QUALITIES OF A GOOD AGENT.
parties.  A high authority remarks, that "however it may
appear to a novice in the business, it is the uniform testimony of agents who have had large experience in Life Assurance, that it is far best to bring all the ability and enthusiasm one can command to the advocacy of the claims of
a single company."
12. 9AREFUL IN AELECTING  RISKS.
IT cannot be too deeply impressed upon the mind of
an agent, that poor risks are a damage both to himself
and to the company.  The officers watch the losses as
closely as they do the business of the agent.  Some men secure a large number of policies, and at the same time are
careless as to the selection of the risks; and the result is that
the ratio of the losses through that agent exceed that of the
average ratio of the company's risks; and so in the end
he is dismissed in digrace, and loses the benefit of his labors,
and also his position as a life agent; while those who have
done a much smaller business, and done it carefully, are
strengthened in the confidence of the company, and permanently retained. One loss in your new field may more than
counterbalance the profits of your agency for a year  In
every way show to the Company that they can rely upon
your judgment.




BEG-INNING THE BUSINESS.
i. PERSONAL )ANVASS AT THE
UTSET.
a _   EFORE one can become a successful
manager of a Life Agency, he must have
o,5_~    ~,    _  had actual twork inc getting applicatiros. This is beginning at the bottom.
G      o d ~i~~ ~   Nothing can compensate for the lack of
this lesson at the feet of that best teacher,
17i    EXPERIENCE.
A beginner in the business must therefore;? begin here.  He will in this way learn more
~,J;in a few days than he would in weeks of theorizing.  Let him take right hold of canvassing,
without stopping for anything.  Let him try his




68             BEGINNING THE BUSINESS.
hand at it, and learn how to use his tools by using themf,
If you are timid, doubtful, strike out!'' Tender-handed stroke the nettle,
And it stings you for your pains;
Grasp it like a man of mettle,
And it soft as silk remains."
And remember the saying of a French author: " It is
the first step that costs."  That is the difficult one.  Take
that; take it rightly, and half the trouble in starting business,
is got along with.
2. / POLICY ON HIS PWN   IFE.
A     CIVIL engineer once had finished a complicated
railroad bridge, when many speculated and doubted
as to its strength. Mounting a huge engine, he ordered it
out upon the bridge, and crossed and recrossed at full
speed.  He thus gave proof of his faith in his own structure.
A Life agent is expected to do likewise.  If asked "Areyou assured in this Company?" it would be a sorry answer
if obliged to say " no!" But if he can say "yes," it willi
act as an inducement to others.  And all the better if he'
can say " I have a large policy;" naming a heavy amount.
It should be added, that your taking a policy on your
own life is evidence to the Company of sincere earnestness:
in accepting an agency.




BEGINNING THE BUSINESS.             69
It is also an excellent habit to carry your policy, (as well
as a list of large policyholders and the sums they are assured
for,) in your pocket, and show it on suitable occasions,
pointing out its provisions and advantages.
3. JtAMILIARITY   /ITH  RIFE  SSURANCE.
LEISURE hours should now be employed in "reading one's self up" as to Life Assurance:-its origin,
history, science, and a thousand other facts and particulars.
Reports of'Commissioners' are valuable.  A  monthly
Assurance journal will be found stimulating and rewarding.
An agent should not be a novice.  If he shows familiarity
with his business it gives other persons confidence in the
Company he represents.  Then, too, one perfectly familiar
with his business, and the relations which exist between
the assurer and assured, has the power to enforce the
advantages of the whole, system of Life Assurance to the
conviction of his friends in a manner at once agreeable and
pertinent.  It requires no great power of persuasion to
induce people of ordinary prudence to insure their property
against destruction by fire or water, but it does require
some power of persuasion, and appropriateness of illustration, to induce one to take a life policy.




70              BEGINNING THE BUSINESS.
Hence, if one would be master of his business, he must
be a round-about, full, broad-minded, and ready man.
4. JOSTED AS TO HIS FIOMPANY.
IT is especially necessary that an agent understand all
about the Company he represents.  Its strong points
should be appreciated, and kept prominent.  We know
agents who say very little, but come right to the special
advantages offered by their Company, and generally carry
their case.
Where objection is made that in this or that particular
some other company surpasses yours in advantages, the agent
must be able to give facts.  Hence, he should know, and
be ready to produce whatever considerations will relieve
the apparent difficulty or objection.  From this it will be
seen how important it is to be thoroughly posted on the
comparative merits of his own and other companies.
5.  iS jAEDICAL  XAMINER
HERE the agent has the selection of his medical
examiner, one of undoubted skill and soundness,ofjudgment should first of all be sought. If to this be added




BEGINNING THE BUSINESS.            71
agreeable manners, and a pleasant way of approaching and
handling men, rather than a brusque, cold, repulsive way,
as is sometimes the case, it will be a valuable qualification;
for the bearing of the medical examiner has a great deal
to do with making it pleasant for applicants.
The agent should also, if possible, induce the physician
to take a policy in the office employing him.  And where
this is not possible, he should use every endeavor to interest
the examiner in the success of the agency, and secure
his influence and co-operation.  In many cases, the consulting physician will give the agent a list of his patrons,
and his card as an introduction.  It is a great point gained
if the doctor be thus enlisted as your helper.
Get the medical examination made at once after obtaining each proposal.  See that your doctor attends to it without delay.
6. ]CQUAINTANCES )EGISTERED AND
YISITED.
OON as a start is thus obtained, the agent should
make out a complete list of all his friends and
acquaintances, and set about the work of seeing and addressing them personally' —perhaps sometimes sending, in




72              BEGINNING THE BUSINESS.
advance, a card, circular, or office-book.  He should not
overlook or neglect doubtful cases, for the most unlikely
are often the first to assure. He should count no visit lost.
Where it is not convenient for the party to give you a
hearing now, the interview had better be deferred. There
is no use in 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 bad humor.  There may be persistence without giving offense, or provoking a rebuff. And however
coldly received, or even insulted, bear it, and when it comes
around right, try it again. By all means, never allow yourself to be annoyed; keep your temper on all occasions, and
at all times "learn to labor and to wait." Always endeavor
to leave a good impression.  It will be of value to you at
some future time.
7. )jAAKING  JEW   CQPUAINTANCES.
PERSONAL acquaintance with men is your great
stock in trade.   By every suitable  means this
should be extended.  If starting business in a city or village where you are not generally acquainted, it will be well
to turn to the banks, public societies, companies, and associations of Various kinds, as found advertised or registered




BEGINNING THE BUSINESS.            73
in the fly-leaves of the Directory, and thus ascertain the
leading men of the place.  Make out a list of those you
do not know, and seek means and opportunities of favorable
introductions to them.  In time, you may approach almost
every one of them.  It is an advantage, also, to belong to
literary and other societies.
8. 9ETTING JAMES FOR JEFERENCE.
A   BOARD of local references can in most cases be
A   readily obtained.  But it is of great importance to
secure the best known and most respectable citizens.  You
can frankly state to such that it would be an advantage to
have the use of their names, and that you would like to be
able to say they are assured in your company.  This will
be a motive that you can use in soliciting them to take a
policy. Those to whom you refer should, if possible, be
policy-holders in the company.  In very rare cases (of
highly distinguished persons) this rule may be departed
from.
But, whether holding policies in the company, or not,
those to whom you refer should be carefully informed of
he peculiarities of the company, and enlisted in its behalf.
4




74             BEGINNING THE BUSINESS.
To gain this point in respect to a particular individual is
often worth any amount of effort.
9. TREATMENT OF OTHER /GENTS.
HERE can be no reason why agents of different
companies residing in the same town should not, as a.
rule, be on good terms with each other.  At any rate there
should be no discourtesy between them, and all attempts to
procure business by depreciation of other agents and companies will generally be to the detractor's disadvantage.
Excepting where the unworthiness of a company, or its
agent, is notorious, insinuations as to its being in "a dangerous condition," and its officers being "unworthy to be
trusted," and the like, prove an injury to Life Assurance
generally, and, to say the least, are of doubtful temporary
advantage.  It is generally sufficient to show the exct-1~n-,res of your own company.




MANAGING THE BUSINESS.. RDER AND  ETHOD IN LVERYTHING.
ET the agent keep in mind that "order
is heaven's first law."  In the office:
there should be " a place for everything?   and everything in its place."  A slovenly appearance in the office is indica-, tive of careless habits generally.
H ij~  l(]~    An agent's books should be systematized
and well posted, so that he can turn to any
point in a moment.  Every possible fact
should there be properly recorded; such as his' accounts with the company, and with each policyholder, and the residence, &c., &c., of the latter.




76              MANAGING THE BUSINESS.
And it is very desirable to devote a particular part of
each day, regularly, to canvassing.  Without this one
mnay do business; with it, he must do it.
2. 7ELATIONS TO THE JOME pFFICE.
EVERY good agent will feel a pleasure in acquiescing
with the Company's rules and regulations respecting
agencies.  He will be prompt and regular in all reports and
remittances.  He will be frank and honorable, eschewing
all double-dealing, secret negotiations with other companies while he is supposed to be acting in good faith for his
own, and the like. He will write to the President, or General Agent, confidentially, and show in every way that
he has the company's interest at heart.  Whatever affects
the company's standing or success, he considers as affecting
him.  He feels closely identified with it, and therefore
works for it with a zest.  If the least misunderstanding
arises, he is quick to have it explained and made right. At
the same time, if there be any points connected with the
business that he does not clearly comprehend-such, for
instance, as the various methods of assurance offered, the
mode of dividing profits, etc., he does not remain in doubt,.but writes at once for information.




MANAGING THE BUSINESS.              77.
3.,SATISFIED  WITH  7ERMS.
S OME agents are given to perpetual uneasiness as to
terms, and better chances, etc.  But it should not be
forgotten, that what is for the agent's interest is for the
company's interest; and that therefore it is to be presumed
that, a company will deal liberally with its agents.  What.
ever is reasonable will be pretty sure to be granted.
And an agent may settle this in his mind: that what.
ever he is worth he will in the end fetch.  If he proves
himself worthy of a better chance, he will be sure to get it,
The thing for him to do, then, is to show that he can da
Life business. This is the only thing he need concern
himself about at the outset.  He only asks a foothold-a
chance to demonstrate that he has capacity for this work.
If it is in him it will be sure to come out; and he will soon
find his level and get as good a position somewhere as he
deserves.  Two lines in Addison's Cato may well be
remembered:
"'Tis not in mortals to command auccess;
But we'll do more, Sempronius-we'll deserve it!"




78             MANAGING THE BUSINESS.
4. )ROMPT  DELIVERY OF  POLICIES.
THE delivery of policies should be made as soon as
possible after they come into the hands of an agent.
Delay may bring a change of mind on the part of an applicant.  A large proportion of returned policies would have
been taken if agents had promptly and personally attended
to their business.
5. J.ENEWALS AND REJECTIONS.'WT XHEN a payment is to be made upon a policy, it, ~ affords an opportunity for the agent to congratulate
the assured upon his good investment; to inquire if he does
not wish to increase the amount, and if he cannot name
some of his friends who might desire to take out policies.
Where a party is rejected from want of sufficiently good
health, it is well to ease over the disappointment as far as
possible; to advise that he see the medical examiner some
other time; and to express the hope that he will yet be able
to forward a good application.




MANAGING THE BUSINESS.             79
6. JELPING THE JESITATING.
YOU will come in contact with many men who never
can decide to assure.  They are convinced, and all
but ready to act. But unless helped, they will never "cross
the Rubicon." In such a case, get out your forms of pro,
posal, ask for pen and ink, (or, better still, carry a portable
ink-stand with you,) and commence filling up the form by
asking the full name, etc., etc. An experienced agent remarks
that you will find that nineteen men out of twenty will
allow you to decide for them that which they would delay
for months, or even years, if left to decide it for themselves.
At the same time, with some men it will not do thus to
assume that they are ready.  You must wait their motion.
7. RILLING OUT APPLICATIONS.
READ carefully the directions printed on the margins
of the application, or elsewhere, as to particulars,
and write out the applications with extreme care, as this
application is the basis of a contract upon which possibly
widows and orphans may depend for their all. You have
no right to peril it by haste or carelessness; or to subject
the Company and yourself to delays and annoyances from
the same cause.




80              MANAGING THE BUSINESS.
In filling out the application, write replies to every question distinctly.  Insert the full Christian name, both of the
applicant and of the person whose life is to be assured.
The signatures must always be the full Christian
names. All incomplete and incorrect applications will be
returned to you.
8.;.ESIGN  IF POING  JOTHING.
C    OMPLAINTS are often made by companies, that
agents who do little or nothing do not throw up
their commissions.  It is but fair that an appointee either
discharge the duties of his office, or vacate it in favor of
another.  Otherwise, important ground will be unoccupied,
and the company will suffer harm from the impression which
men get that it is doing no business.
A dead agency is worse than none. When a live man
subsequently takes hold of it, he finds its antecedents a
serious obstacle.  He had a thousand times rather begin
anew.
The moment, then, that the agent becomes satisfied that
he cannot successfully fill the place, he should signify it
to the Company.




ENLARGING THE BUSINESS.
1. WIDENING PNE'S  YIELD.
PON  hearing a minister complain that
K   his "'field was too narrow," a brother
replied, " Then why don't you enlarge
it?"  Better advice could not have
~    > been had.  The same counsel might'  with profit be given to  many  a man
occupying a Life agency which he deems
A "too contracted." On that same field some
other man might be reaping a splendid har3   vest.
It is all a mistake (we speak as a general rule)
to imagine that nothing can be done in a given
place because there are "too many companies
4*




82              ENLARGING THE BUSINESS.
operating there," or' the people are pretty much all assured," or there is " too little money in circulation;" or
something like it.  In one sense, the more companies the
better.  The mind of the community will likely be stirred
up to the matter of assurance, which is an important consideration.
The more people kAnow of this subject the more they will
like it. Life Assurance will one day be as common as fire
insurance; and you may just as well think of exhausting or
overdoing the one as the other.  We had rather go into a
community where there are a dozen companies, than where
an agent had never been, and Life Assurance was wholly a
new thing.  In fine, no matter what the character of the
field is, well directed effort will produce satisfactory results.
It is not so much the field as the man.
2.  STRIKING FOR,_ LARGE jOLICIES.
M         ANY  agents err in not aiming high enough when
soliciting policies. It is usually well to name a large
sum, even if it be rejected. It will help to expand one's
ideas, and secure him for a respectable amount.
And again, it is a great mistake to pass by the rich, and
be always working at men with small means.  "Nothing




ENLARGING THE BUSINESS.            8 3
venture, nothing have."  Try that man of independent
means. Don't be afraid! If you secure him, it will make up
for many failures.  Remember that one policy of ten
thousand dollars is worth ten policies of a thousand dollars.
Besides this, it gives standing to your company to iden-,tify with it those who are in affluent circumstances.
3. DpEPENDING ON,,MACHINERY."
IT is a trite remark of some one, that "the best way
to do a thing is to do it!" While some men are getting
ready to work, and " operating " their machinery, others
will step in and accomplish the same thing without anybody's knowing it.  An English writer says: "there are
two kinds of agents. Some of them mean well, yet they
-think they must have a very large amount of stationery, and
plates on their doors, and boards on houses, and large bills
to stick about the town, and they are constantly asking for
something of this kind.  On the other hand, there is
another class of agents who do little of this sort of thing.
They remind us very much of the owners of two barges
which got aground near London Bridge. One of them got:a large number of horses, and brought all their strength to'bear upon one of the barges, and tore it to pieces; the




84              ENLARGING THE BUSINESS.
other watched for the tide, and when it rose seized the:
opportunity, and took it safely, with sails and helm, into
harbor.  Now, what we want agents to do is to seize opportunities, seek for them, and when they find them, not to
make a great noise, but do the work right up." While one
agent may be puffing his office in every newspaper in his
neighborhood from year to year, the working agent is
steadily and noiselessly accumulating a large business.
4. jDITORIAL   jOTICES.
ND yet we would by no means despise helps and
auxiliaries in getting business.  One of these is local
(and if possible editoral) notices in the papers.  It is very
rare that this cannot be brought about; if not directly, then
through the influence of other parties.  One good editorial
notice is worth a year's advertisement in the business columns. By all means induce the editor to take a policy, if
the thing is possible, so that he can say " We are assured
in this Company."
5. JSE OF PFFICE- OOKS ETC.
JUDICIOUS distributions of these is desirable.
If the Company is wholly unknown in the community, show-cards, circulars, office-books, annual state —




ENLARGING THE BUSINESS.              8 5
ments, &c., may be freely given away.  In many cases,
however, in getting an application, no reading matter will
be serviceable.  We know agents who, as a rule, just take
the tables of the Company in their hands and go out and
get business-very rarely using any other printed matter.
But where one will "think about it," it is wise to give him
something to read, especially if it explains and enforces the
assurance of life.  So far as documents of any kind are really
effective, they are a cheap investment.  And they should
be put into the hands of those already assured, as well as
the unassured.  This will increase their confidence, and in
many cases they will show them to their friends.
6. NFLUENCE OF THE  AINISTERIk
IFE agents should cultivate the acquaintance of the
clergy, and by every suitable means endeavor to
secure their influence.  In most cases a minister will give a
note of introduction, or a general letter commendatory of
the agent and his Company.  Often, too, a pastor will furnish a list of the members of his parish most likely to assure.
It is of great importance to effect an assurance upon the
minister's life.  Where he is unable, or disinclined, some
one of his parishioners may be induced to take up the mat



286            ENLARGING THE BUSINESS.
ter and raise the premium, and make a present to the pastor
of a policy. Suggest this to some one of the members.
7.,SUNDAY- CHOOL TEACHERS
BECOMING associated with the Sunday-school will
not only extend one's usefulness in general, but enhance his success as an agent. It gives him a standing in
the community, introduces him to young men of enterprise
and growing influence, and identifies him with the congregation and its leader.
8. pROFITING BY PEATHS OF ASSURED.
HERE a life falls in the community with  an
assurance upon it, especially if it is of great advantage to the surviving members of the family, particulars
may be profitably obtained, and the circumstances commented upon.  Perhaps the relatives and friends may be
induced to assure.




ENLARGING THE BUSINESS.            87
9. }AME OF THE JJNASSURED.
VERY few communities do not furnish examples
where a life policy upon the deceased parent would
have been a God-send to the afflicted household.  It is not
only proper to refer to such cases, but an agent is derelict
in duty if he does not interpret and apply such providences
as a warning against the neglect of Life Assurance. Sudden
deaths give especial point to such appeals.
10.  EW  ATTENTION TO fANVASSING.
17HE memorandum  book may now be profitably refilled with names of friends, and names of those
whose acquaintance may be cultivated.  It is ever to be
borne in mind, that personal canvass is the one sure clue
to a growing success.  All other means put together will
not amount to so much as the single matter of intelligent
activity. Indeed, unless backed by activity they are of no
avail. That which pays, and pays with compound interest,
is the direct grapple of the agent's mind upon the zndividual minds of the community.




88             ENLARGING THE BUSINESS.
Write this down as an axiom:'ASSURANCE WILL NOT
COME INTO MY OFFICE; I MUST GO OUT AND INVITE IT IN 
I MUST, I WILL, SOLICIT, SOLICIT, SOLICIT! "
11. THE   OTIVE OF P)ATRONAGE.
SHREWD  agent will make every business relation
tell upon his assurance business. The merchant, the
mechanic, the banker, the physician, the grocer, the tailor,
the printer, may reasonably be solicited to take a policy on
the consideration of your patronage. If approached in a
delicate way, no man will think the less of you for suggesting this. It is a fair business transaction.
12. JEVER WITHOUT BLANK APPLICATIONS.
T HE  hunter does not go into the woods and fields
without ammunition. Neither should the Life agent
cross the threshold of his office without being in a condition to " produce the documents," in case they are wanted.
The neglect of this simple precaution has lost many an




ENLARGING THE BUSINESS.             89
agent more than one application. While going for the gun
the game fled! Be always ready to say, " Well, let us fix
it right up now!   Ihere's no time like the present!"
13. JECOMMENDING JEW  AGENTS.
IT is expected of an agent to keep an eye out for stirring business-men, adapted to a Life agency, who might
like to change their occupation. These he will recommend
to the Home Office for appointment, in case they are wanted
either in his own or some other field.  If he meets with
agents of other companies who desire to dissolve their present connection, it is proper to mention it; but it is not honorable to try to induce them to change companies.
14., PERATING THROUGH  j OSSES,
ETC.
IN large business or manufacturing establishments, it is
important to get the good-will of the principal head
(and assure him if possible), and so obtain favorable access
to those in his employ.  Very often, also, the superintendent or foreman of a concern is a more useful friend than




90             ENLARGING THE BUSINESS.
even the principal. Or one of the clerks or common workmen may, by proper influences, become of very great advantage in introducing the agent to his associates in the
shop or the warehouse.
15.  SOLICITING  THE  Ji NTIMATE
YRIEND."
T       HIS  is a most favorable way of introducing the subject of assurance; and the fact that a particular
acquaintance has obtained a life policy, will often be a sufficient inducement for him at least to look into the subject of
assurance.  At the same time, he will naturally think well
of the company to which his friend has given the preference.  When practicable, get those about to be assured to
go with you to their friends, introducing you, and commending to them Life Assurance, and the company you
represent.  This has great weight.
16.  CONVINCING   THE   "JIVES.
OFTENTIMES women are less favorable to Life Assurance than men. Many a wife absolutely opposes
the husband's getting a policy.  And others are indifferent




ENLARGING THF BUSINESS.             91
to it, and, at least, do not press the matter till it is accomplished. It will be well to remind such wives that multitudes of their number are suffering to-day from this indifference, or opposition, or, perhaps,.foolish superstition;
that multitudes will be sorry for it but once, and that is,
always.  At the same time, urge the tender motive of
love to their children.
17. LOOKING AFTER THE JEWLY/AARRIED.
W     E  lately heard a sensible newly-married husband
say, that from the time of his marriage until he
placed an endowment life-policy of $5,0oo in his desk, he
had not drawn a free breath.  He felt how totally destitute his wife would be, in case of his death; and he saw
no way of meeting his obligation to provide for her support.
(which he had solemnly pledged himself to do), except by
means of Life Assurance.  When this was effected, he felt
easy. Using such an- example, an agent, calling on the newly-married, may also suggest how admirable a present to ar
bride a handsome life-policy would be.  It will be well to
precede the call by sending documents, showing the impera



9 2             ENLARGING THE BUSINESS.
tive duty of every married man to assure.  Make the acquaintance of those about to marry, before the consummation of the event; this will render your chance a better one.
18. JAAKING JACH  ASSURED A
J ELPE_
TF he be wise in enlarging his business, an agent will be
particular to enlist in his interest, so far as he can,
erery one who takes a policy. In some cases, a slight compensation may ensure effort in this direction. But in other
cases the offer of this would have a contrary effect.  Here
is room for wisdom and good sense.  But it is highly desirable that an agent have numerous influences around him
silently operating to his advantage.
19. APPLYING TO THOSE ALREADY
fSSURED.
W        ITH some agents it is enough to find that one is already assured.  How much better to congratulate
him, and ask, "Would you not like to increase the
amount?" and if for life, propose an endowment policy.




ARGUMENTS IN URGING ASSURANCE.
{<-'~   -     RECISELY  the motive to be urged in
a given case, cannot, of course, with, q-~ C   certainty, be specified.  Each agent
must choose and use his own special
argument.  We know agents who very
seldom use more than one, e. g., that
of an investment. Others make the endowment feature a specialty.  A wise agent will
1 soon see which motive is most effective, and
in the main use that.  Business arguments will,
as a rule, effect far more than sentimental arguments. The argument that tells may, in many individual instances, be a very weak one in itself, but if it an



94 -       ARGUMENTS IN URGING ASSURANCE.
swers the purpose, it is everything.  The illustration used
may be homely, but if it effects its object it is superior toc
the most elegant metaphor.  Confine yourself to a few
strong points, and always present them in words so clear
that any one can understand them.
We enumerate a variety of considerations, all of which
are fair and legitimate motives in urging to action.
1. SCRIPTURE AND PUTY.
S CRIPTURE declares, " If any man provide not for his
own, especially those of his own house, he hath denied
the faith and is worse than an infidel." And this provision
obviously should be made to extend (as it may by Life Assurance), beyond the possible fall of the parent's own life.
It is not enough to feed his household daily while living.
So far as he can do it, he is bound to see that a table is
spread for them when he may no more sit beside it.  Just
then may they most need this provision.
2. JMMEDIATE jROVISION.
PROVISION for one's dependents should, obviously,
be immediate.   The old-fashioned slow way of
"laying up something for a rainy day," has proved itself




ARGUMENTS IN URGING ASSURANCE.          95
(alas, too often), wholly defective. Death does not wait
for these slow accumulations.   Not one in ten thousand,
in the old way, lays by a competence for his family.
3. JT IS SOUND tERE.
LIFE assurance is an immediate provision. It secures
a fortune instantly.  The moment a policy is made
out and executed, that moment the family is secure against
the worst of ills. You may die the next hour, but a fund
beyond all question will come to their relief.
4. THE PNLY,/ETHOD J~NOWN.
A       SSURANCE of life is the only immediate provision.
In this respect it stands alone. Prof. E. WRIGHT,
of Massachusetts, truly remarks that "LIFE ASSURANCE
possesses EXCLUSIVELY the power of creating AT ONCE an
adequate provision against the destitution of dependents in
case of death."  Therefore, no other mode of accumulation is equal to this.




96          ARGUMENTS IN URGING ASSURANCE.
5. JJNCERTAINTY OF RIFE.
T    HE  risk from the uncertainty of life may be urged.
Refer to  examples, and  to  the  statistics  of
sudden deaths. Urge that one knows this —must admit it;
and should act on it. Put the case thus: "The chance of
your dying within the year is two per cent., while the chance
that your dwelling will burn within the year is less than a
quarter of one per cent. There are, therefore, EIGHT CHANCES
THAT YOU WILL DIE WITHIN A WEEK to ONE THAT YOUR HOUSE
WILL BURN within the same time; yet you will hasten on the
wings of the wind to insure the latter, and fold your arms
with perfect indifference to the former i"
6. fOSsIBILITY  OF  SICKNESS.
M        /[ENTION  the possibility of sickness, making it impossible to get a policy.  Specify cases. Urge immediate action lest it be lamented when it is too late.
"When the cold shiver runs through the frame, and the
fevered tongue, and the short cough appear, it is TOO LATE
to rush to the assurance office and offer yourself for examination!"




ARGUMENTS IN URGING ASSURANCE.         97
7. FJAMILY /FFECTION7
A        FFECTION to one's family is a strong motive. Find
out particulars as to the wife, or children, and appeal
to the wish to please them and do them good. You may often
appeal on the ground of love for a dear child. The Jfather's
heart is tender, though the man be made of stone. The appeal may run thus:
" Would you not at this moment make sure a patrimony
to your wife, or child, if you could? The instrument is
within your reach! It is a LIFE-POLICY! "
8.J     } OCIAL  PBLIGATION.
T is a political and social duty to assure.  Refer to its
influence upon social life; the solidity it imparts
to all institutions; and the protection it affords to industry and labor. Besides this, no person has a right to expose his family to the necessity of public support.  It is a
wrong to the public. By this means, too, one can be in
a condition to have his debts paid, which he is solemnly
bound to do.
5




98         ARGUMENTS IN URGING ASSURANCE.
9.  JTS  jENEFICENCE.
H       ERE is a way to do good. - Allude to the relief it
pours so abundantly upon the bereaved and suffering,
and to the countless benefits it scatters along the pathway of
human life. Show that by this means pauperism and its frequent consequence, crime, are greatly lessened; and that
genteel pauperism (the most cruel form in which the evil
appears), can be entirely removed.
10. J  JEANS OF }ELF-jROTECTION.
IFE Assurance has two features:  beneficence and
self-protection.  As to the latter, it is found in an
endowment policy: by which one secures a certain sum to
be paid to himself at a given age, if he live to that age, or
if he die earlier, to be paid when he dies, to his heirs.  In
this way provision is made for a time when one's energies
fail, and he may need money rather than be called upon to
pay it out, as on a life-policy.   Said an old merchant
who failed in 1861: "Had I taken an endowment policy




ARGUME4Y'S5 IN URGING ASSURANCE.         99
thirty years ago I should not have felt the premiums from
year to year, and I should have saved something to support
me in my old age, which I could do in no other way."
Urge that hundreds of our best business men are now
practically showing their appreciation of this form of life as-:surance.
11. JARIETY  OF  JSES.,,T HE uses and advantages of a life-policy may be pre,
sented as a motive.  The case may be put thus:
"How convenient for an honest young man, for instance,
to turn over a life-policy as security for money which he
loans, and which he is sure to pay back IF.HE LIVES.  Creditors can assure the lives of their debtors, as a security for
their claims. A man with incumbrances upon his property
may assure to the amount of them, to secure their ready
payment at the expiration of his term policy, or at his de-,cease. A young man may raise money to complete his education, or to buy a stock of goods, or tools, or a farm, by
assuring his life and assigning the policy as contingent security:" and the like.




100        ARGUMENTS IN URGING ASSURANCE.
12. I   OOD INVESTMENT.
ERY few investments are as profitable as this. Show
that many wealthy men are going into Life Assurance
merely because it is a good operation  They say, " It is the
best investment we can make: for in fact it combines
the advantages of a Life Assurance, a Savings' Bank, and a
safe Investment." Some of them are carrying policies for
$25,000o, $50,000, $100,ooo; and  one man is known
to be assured  to  the  amount of $z5o,ooo.   These
are among our shrewdest business-men.  Show, also, how
many a valuable business has been sacrificed by the inability
of a widow to wait until a fair price could be obtained,
owing to ready money being required. If a merchant, show
how valuable a policy becomes at a time'of pressure as collateral security.  And how, in a long lifetime, it becomes
an investment paying a reasonable percentage for capital.
And, also, how he can provide for his old age and for
his family at the same time, by taking an endowment policy.  If he is a member of' a firm, point out the value of a
provision paid from the business funds on the first of two
or three lives, thus securing a safe portion for the widow
of the first deceased partner without crippling the concezn for those wao shall be the survivors.




ARGUMENTS IN URGING ASSURANCE.          10O
13. JNCREASES FREDIT.
IT increases one's credit and adds to his business reputation. Reputation is money; and it is a mark of foresight, large-mindedness, and economy to assure.  A merchant once advertised for a clerk. Out of two hundred applicants for the place, he was influenced in favor of a particular one by the young man's statement that he had kept
a life-policy in force for five years.
14. JERSONAL jDVANTAGE.
SHOWY that it develops the amiable and generous traits
of character; accustoms a man to think for others;
induces habits of industry, economy, and accumulation;
and, by relieving the mind from anxiety and over-exertion,
promotes health and longevity. And then, what a comfort
in " the last of earth."   How soothing and sustaining the
reflection that an ample life-policy will insure the bereaved
family against want.  Well has a high authority remarked,
that, if we gauge the suffering of one manly heart, for that:
single hour when the films of death are curtaining his loved
ones out of sight unprovided for, and remember how many




102        ARGUMENTS IN URGING ASSURANCE.
such agonies Life Assurance has prevented, putting happy
and hopeful farewells in their stead, after prolonging life,
perhaps, by lightening care, we shall be ready to justify the
companies in any necessary expense.
15. OY TO THE JOUSEHOLD.
EXPLAIN how the whole family feels the sweet influence
of Life Assurance. The daughter will not have to be
kept from school to sew for a living.  The son can get an
education, or be set up in business. And even the group of
little ones are more blithesome because papa has had recourse to the philosopher's stone that creates a capital in an
instant. The wife rejoices in the calm reflection that God
has opened to her and the children an effectual door of relief in case their natural protector and support is snatched:away. And the husband feels that a load is off his mind.
He is a new man. He has done his duty and has a right to
trust God and be at peace.
16. /  pICTATE OF   R,UDENCE.
SIMPLE prudence demands it.  Doubtless one reason
why mortality is regulated by a law, is, that we might
provide against some of the worst calamities attending it.




ARGUMENTS IN URGING ASSURANCE.        103
It is simply wicked to disregard such provisions; just as if
sewerage, disinfective agencies, vaccination, lightning-rods,
&c., were not used to prevent fevers, cholera, small-pox
and destruction by lightning. It were neglecting a providential means of security.  So here.  And the time is sure to
come, if it is not here already, when a man will be deemed
just as imprudent to leave his life unassured as to neglect insuring his property. And just as severe censure will be visited in either case.
17.  INAL APPEAL.
W        HEN you have convinced the judgment, gather up
all your powers to move the will. Grapple on to
the manr.  Throw your soul into his soul, your will into his
will. Kindly, but firmly, make him answer to his own conscience such questions as these:
CC HAVE I DONE MY DUTY TO MY FAMILY? Have I done it
to the FULL EXTENT OF MY PRESENT ABILITY? If I were to die
to-night, would those who are dear to me be safe from the
pangs of want? Would my children have a; comfortable
home and means of education? Would my wife be independent of the cold charities of the world?  Would my
estate pay my debts and leave a competency to my family?




104        ARGUMENTS IN URGING ASSURANCE.
If not, must I not obtain a life-policy before I sleep, and so
substitute the CERTAINTY of a SNUG PATRIMONY for the UNCERTAINTY of the continuance of my life?"
J     If you assure 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.  Therefbre do not
be disheartened by lack of immediate success.




HOW TO MEET OBJECTIONS.
F an objection is not started, do not
make reference to it. Never anticipate
difficulties by bringing them  forward
yourself; but be ready at every point
fairly to meet them when presented  We
can only hint how this may be done, in
a number of cases.
1. INDEBTEDNESS.
HEN  indebtedness is urged as an objection, show its fallacy, e. g., thus: " If you
die with debts unpaid, where will your family be?
c*




Io06          HOW TO MEET OBJECTIONS.
If ycu assure and die, your creditors may be paid at once.
Did you ever hear the assignee of a bankrupt blame him
for spending money for a LIFE ASSURANCE POLICY? Never."
2.        A-EL[L  9FF.
I F one says he is well off, show that the rich often become
poor.  Mention cases that the man has known.  Also
urge that at his death the family would need cash in hand.
Thus:  " It might take twelve, eighteen, or twenty-four
months for your executors to settle up your estate.  Were
you to die now, would they have enough READY CASH left
them to live in the style they now live in, and meet the extra expenses incident to your decease?   You think not.
Then procure a generous life-policy, which would be IMMEDIATELY CONVERTIBLE INTO MONEY."
3. fJELIGIOUS  SCRUPLES.
SOMETIMES religious scruples exist. Show that religion does not forbid, but enjoins, prudence. Allude
to the practice offire insurance.  Or, put the case thus:
" Who is most likely to worry about the fate of his wife
and children-a man with a few thousands of dollars laid up
for them, or one who has made no provision for them?"




HOW TO MEET OBJECTIONS.             107
Rev. Dr. Cumming, of London, says:  " The assurance
of life is one of the most christian things that I know; for
what is it? It is taking the load that would crush one family, and spreading it over twenty thousand families; so that
a mere drop lights upon each, instead of the overwhelming
torrent failing upon one.  It seems to me a beautiful illustration of bearing one another's burdens.  And, therefore,
let every young man entering upon life, every head of a family, whether high or low, set his house in order so far as to
assure his life."
4. JEARS AS TO jSAFETY.
W    HERE  doubt exists as to the safety of Assurance,
show that Life companies have stood secure; that
they cannot, if properly managed, fail; and that such companies thrive even upon the ruins of other financial concerns:
for, by the mishaps of others, money is increased in value,
and it is in money that these institutions deal.
Add, also, that in times of convulsions men rush into
Life Assurance, thereby increasing the business of such institutions, and making it profitable. (See, also, page 24. )




i 08          HOW TO MEET OBJECTIONS.
5. ]XPENSIVENESS.
IF its expensiveness is talked of, show that it is not an expense, but an accumulation. It is neither more nor less
than an absolutely sure investment of whatever you can, by
a well-considered economy, spare, in order to procure, upon
the best terms, a sufficiency to support your family, or
your own old age when it has grown helpless.  But at any
rate how little does it cost!  Ten cents a day amounts in
one year to thirty-six dollars and fifty cents.  This sum
would secure a life-policy for a man aged twenty-three in
the sum'of $z,ooo; and if he should live to a good age the
amount to be paid yearly, if anything, would be very small,
or the amount and value of the policy would be largely increased.  And add, "Will you not use up your income
anyhow? so that what you put in here is so much gained."
6. JAAKING  VMONEY EAST.
W          HEN  one urges that he is vigorous and making
money, insist that from the superfluity of the present he should provide for the possible imbecility and scarcity
of the future; as Joseph directed Pharaoh to lay up from
the seven years of plenty against the seven years of famine.




HOW TO MEET OBJECTIONS.             log109
7.  ASSURING PNE'S PELF.
F one says, " I can assure myself by taking the risk as
cheaply as a company can do it for me," show that his
may not be an average life as to duration; that the rate of
mortality is only certain with respect to a large number of
persons.
8, THE  SAVINGS )ANK.
W HEN  the objection is that it is better to deposit
small moneys in the savings bank, meet it thus:
Even if you live, it were better to put them into a LifePolicy. Suppose a person to deposit $i,ooo with a Mutual
Life Assurance Company on the accumulative principle
(that is, to purchase a fixed policy payable at death), and
$1,ooo with a good and reponsible Savings Bank. Mark
the result running through the twenty-five intervening years
of a person's life, from 25 to 50, as shown in this Table:
HIIS HEIRS WILL RECEIVE FROM
If he die at
the age of   Tile Savings Bank,   The Assurance Compsgy,
30..  $1,280....   $3,425
35   ~ ~    1,639   ~  ~  ~    3,665
40...   2,097.          3,886
45  ~ ~      2,685   ~  ~  ~    4,087
50...   3,437.  *.   5,273




110           HOW TO MEET OBJECTIONS.
If, then, with equal security to the depositor, Life
Assurance on the Accumulative principle pays a much
larger sum to thefamily than would be paid by the accumulations of a Savings Bank, ought not this mode of investment to be preferred?
9. JJSING FUNDS IN BUSINESS.
DOES the objector assume that he can better use his
money in his business? Put the case thus: "Suppose your profits to be twenty-five per cent., or even double
that:-no matter what your prosperity.  Here is a trifling
periodical payment which covers an enormous risk. It covers the risk of your dying in the interim. Can your business
do this, or anything approaching it? Suppose, to take the
strongest case, you put $50 in your business, and at the
year's end it is likely to become $250. Yet, even then you
had better put your fifty dollars in an Assurance company;
for, should you die before the year's end, you would thereby have secured $2,ooo for your family. If you live, so
much the better; thank God, and go on again, not forgetting to pay another premium in due time, lest during
another year you should not be so fortunate."




HOW TO MEET OBJECTIONS.            1 1
10. PO FAMILY  TIES.
ALTHOUGH one has no family, and may not have
one, show that money may be needed in advanced
age, and so explain an endowment or an annuity policy.
Also, that some relative may be benefited by a policy; or
that in this way he might like to will something to a benevolent or educational institution.
11. JNABILITY   TO  SC2ONTINUE.
W    HERE one fears he cannot continue payments, and
so may lose all that is put in, reply, " Have you
not had the value of your money in the risk, as in a fire-policy?" And better, "Non-forfeiture prevents the possibility
of losing what is put in:" (and so explain this beautiful arrangement.)
12. SOME PTHEP_ TIME.
HEN one says, " I will think of it," it is well to remind him that procrastination is not only " the thief
of time," but the murderer of opportunity: that many a
family is doomed to want from a similar delay of but a day




112            HOW TO MEET OBJECTIONS.
or an hour; (refer to examples in AMERICAN MANUAL  OF
LIFE ASSURANCE:) that a man was lately found dead with
a blank application in his pocket, which he intended to
fill out " to-morrow: "  that this is a matter of the
first importance, and one usually attends to important
things first: that he would not leave his house, store, barn,
or shop uninsured a day: and, finally, that to-morrow he
may not be assurable, from possible indisposition, accident,
or death.  Therefore,
" Shun delays; they breed remorse;
Take thy time while time is lent thee.
Creeping snails have weakest force;
Fly their fault, lest thou repent thee.
Good is best when soonest wrought,
Lingering labors come to nought."
[UF    For answers to other objections (and these more
fully), see AMERICAN MANUAL OF LIFE ASSURANCE.
If one will not be persuaded to assure, try to find
where the sticking-point is, and remove the difficulty by
arguing the case out clearly; then, urge to immediate action.




CONVENIENT TABLES.
SIMPLE INTEREST TABLE,
ihowing the Interest at 7 per cent., for one year, payable in advance, on any Sum
from One Dollar to One Hundred Dollars.
Dol.    Int. i Dol.  lnt.   Dol.  Int.    Dol.   Int.    Dol.   Int.
I  $. 07    $21   $I.38  $4I    $2.69    $6i   $4.00    $8    $5.3I
2.I 3    22    0.44    42    2751   62    4.06 o6       82    5.37
3.20      3    1.51    43    2.82       63  i 4.3        83    5.44
4.26     2 i4    0.57    44    2.88     64    4.09      84    5.50
5    *33 3    25    0.64    45    2.95      65    4;26       85    5.57
6.39     Z6    0.70    46    3.oI       66    4.32      86    5.63
7.46      27    I.77    47    3.08     67    4.39       87    5.70
8.52      28    I.83    48    3.04       68    4.45      88    5.76
9.29     29    1.901  49    3.2 I       69    4.52      89    5.83
10.65  30.97    50    3.28          70    4.59       90    5.90
I 1 72  I  31    2.03    5          3.34     71    4.65       9I    5.96
I 2.79    32    2.Io 1  52    3.4I       72    4.72       92    6.03
I3.85     33         2.6    53    3.47   73    4.79       93    6.09
I4.92i  34    2.23    54    3.54          74    4.85      94    6.i6
I5.98     35    2.29    55  1 3.60        75    4.9I      95    6.22
i6   I.05     36    2. 36    56    3.67      76    4.98       96    6.29
I7   0.0I      37    2.42    57    3.73       77    5.04      97    6.35
I8 i. I8      38    2.49    58    3.80        78    5.11      98    6.42
I9   I.24     39    2.55    59    3.86        79    5.I7      99    6.48
20    0.31    40    2.62    60    3.93       80    5.24   o00       6.56
COMPOUND INTEREST TABLES-(over.)
Table I on the following pages shows the result of Compound Interest on the Deposit of One Dollar, for any number of years not exceding Ioo, at various rates.
Table II shows the result of compounding an annual payment of One Dollar at the
beginning of each year, for a term of years not exceeding Ioo. By the use of this
Table one can ascertain what a given annual premium paid for any number of successive years will amount to at say six per cent. Multiply the annual psemium by
the sum opposite the number of years, under 6 per cent., in Table I; this will give
the desired result. The same rule applies in relation to Endowment Premiums. To
ascertain what rate of interest has been realized by the payment in full of an annual
premium for a term of years, divide the total amount of Policy with additions by the
annual premium. Then find, in Table II, the number corresponding nearest to the
quotient, in the line opposite the number of years the premiums have been paid.
The rate of interest at the head of the column containing such number will express
approximately the rate realized on the investment. By the combined use of Tables
I and II, Results of Five, Ten, or Fifteen Payment Policies may be calculated for
any term of years.




1. COMPOUND INTEREST.
Showing the Amount of $I improved at Compound Interest, for any number of years
not exceeding Ioo.
Years.   4 per Ct. 4|  per Cr.  5 per Ct.   6 per Ct.   7 per Ct.   8 per Ct..l-.._.......___
I     1.040000    1.045000    1.050000    I.o6oooo   1.070000    1.o8oo000
2     I.08i6oo    0.092025   1.102500   I 1.123600    1.144900    I. I66400
3     1.124864    1.141166    1.157625    1.19106    I.225043    1.259712
4      1. I69859    I.192519    1.215506   1.262477    I.3I0796    1:'360489
5      1.2I6653   I.246I82   1.276282   1.338226   1.402552   1.469328
6    1.265319   0.302260    1.340096    1.4185I9   0.500730   1.586874
7      1.315932   2.360862    1.40700    I.503630   1.605781    1.7I3824
8      I.368569    1.422IOI    I.477455   1.593848    I.718186    1.850930
9      1.423312   1.486095    I.550328    1.689479    0.838459   1.999005
ao      1.480244    1.552969    1.628895   1.790843   I.967151   2.158925
II     I.539454    i.622853   1.7I0339   1.898299   2.104852   2.33I639
12      I.60I032    I.69588I   1.795856   2.0oi296    2.252192    2.5I8170
13      I.665074    1.772196    1.885649   2.132928    2.4c9845    2 7I9624
04      0.73I676    1.851945   1-979932   2.260904   2.578534   2.937194
IS      1.800944   0.935282   2.078928   2.396558   2.759032    3.-72I69
16      1.87298I   2.022370   2.182875   2.540352   2.952164    3.425943
17      1.94790I   2.113377   2.2920I8   2.692773   3.158815   3.700018
18     2.025807   2.208479   2.406619   2.854339   3.379932   3.996020
I9      2.106849   2.307860   2.526950   3.025600    3.6i6528   4.315701
20      2.19II23    2.411714   2.653298    3.207135    3.869684   4.66,957
21     2.278768   2.520241   2.785963   3.399564   4.140562    5.033834
22     2.369919   2.633652   2.92526I   3.603537   4.430402   5.436540
23     2.4647i6   2.752i66    3.071524    3.819750   4-740530   5.871464
24     2.563303   2.876014   3.225I00    4 048935    5.o72367   6.34118I
25     2.665836    3.005434   3.386355   4.290871    5.427433    6.848475
26      2.772470    3.I40679    3.555673   4.549481   5-807353    7.396353
27     2.883369   3.282010    3.733456   4.822346   6.213868   7.98806i
28      2.998703    3.429700   3.920129   5.111687   6.648838   8.627o06
29      3.11865I   3.584036   4.116136    5-4I8388    7. II4257   9.317275
30     3.243398   3.7453I8   4.32I942   5.743491   7.6I2255  i0.062657
31     3.373133   3.913857   4.538039   6.o88Ioi   8.I45II3  I0.867669
32     3.508059   4.08998I   4.764941   6-453387   8.7I527I  11.737083
33      3.648381   4.274030   5.003089   6.840590   9-325340  12.676050
34     3.7943I6   4.466362   5.253348   7 251025   9-9780I4   I3.69o034
35     3.946089   4.667348   5.5160o5   7.686087  I0.67658I  14.785344
36     4.I03933   4.877378   5.79I8I6   8.147252  11.423942  15.968I72
37     4.268090   5.096860   6.081407   8'636o87   I2.223618  17.245626
38     4.4388I3   5.326219   6.385477   9.154252   I3.079271  i8.625276
39     4.6I6366   5.565899   6.704751   9-703507   13.994820  20.115298
40      4.80Io21   5.816365   7.039989  IO.2857I8  I4.974458  21.724522
4I     4.99306I   6.078IoI   7.39I988   I0.902861   I6.022670  23.462483
42      5.192784   6.351615   7-761588   11.557033   I7.I44257  25.339482
43      5.400495   6.637438   8.149667   12.250455  I8.344355  27.366640
44      5.6165i5    6.936i23   8.557150   12.985482   9.628460  29.555972
45      5.841176   7.248248   8.985008  13.76461I   21.oo2452  31.920449
46     6.074823   7.574420   9.434258  14.590487  22.472623   34.474085
47     6.3178I6   7.915268   9.905971  15.465917  24.045707  37. 232012
48     6.570528   8.271456  10.40I270   I6.393872  25.728907  40.2I0573
49     6.833349   8.6436701   0.921333  17.377504  27 529930  43.4274I9
50     7.106683   9.032636   11.467400   I8.420154  29.457025   46.90o613




COMPOUND INTEREST, I.-(CONTINUED.)
Showing the Amount of $I improved at Compound Interest, for any number of years not exceeding Ioo.
Years.   4 per Ct.  4/2 per Ct.   5 per Ct.    6 per Ct. i 7 per Ct.    8 per Ct.'5I     7.39095I    9.439105   I2.040770   19.525364   3I.5190I7   50.653742
52   |  7.686589    9.863865 1  2.6428c8   20.696885   33.725348   54.706041
53      7.994052   I0.307739  0I3.274949   2I.938698    36.086I22    59.082524
54      8.313814   Io.771587   13.938696   23.255020   38.6I2I5I   63.809g26
55      8.646367    I.256308   14.63563I   24.650322   41.31500I   68.913856
56       8.992222   11.762842   I5.367412   26.I2934I   44.207052   74.426965
57      9.351910   I2.292170   16.I35783   27.697101   47-30I545   80.38II22
58      9.725987   12.8453I8   i6.942572   29.358927   50.6I2653    86.8II6Iz'59     0o. I5026   I3.423357   17.789701   3I.I20463   54-I55539   93.756540
60     IO.519627   14.027408   I8.679186    32-98769I   57-946427  I101257064
61      10.940413   I4.658641   I9.6I3145   34.966952   62.002677  109.357629
62      II.378029    5.318280   20.593802   37.064969   66.342864  II8.Io6239
63. x1.833150   I6.oo7603   2I.623493    39.288868   70-986865  127.554738
64      I2.306476   16.727945   22.704667   41-646200   75.955945  I37.759117
65      I2.798735   07.480702   23-839901   44.I44972   81.27286I  148.779847
66      I3.310685   I8.267334   25.031896   46.793670   86.961962  160.682234
67      I3.8431I2   19.089364   26.283490   49.601290   93-049299  173.536813
68     14-396836'9.948385   27.597665   52-577368   99.562750  187.419758
69     I4.9727I10   20.846063   28.977548   55.732010  i06.532142  202.413339
70     15*57I6I8   2I.784I36   30.426426   59-075930    I3.989392  2I8.606406
7  I6.194483   22.764422   31.947747   62.620486  I 2.968650  236-094918
72      I6.842262   23.788821   33.545134   66.377415  I30.506455  254.982512
73      17.515953   24.859318   45.222391   70-360378  139.641907  275.381113
74     I8.2I6591   25.977987   36.983510   74.582001  I49.416840   297.411602'75     18.945255   27-.46996   38.832686   79.o05692I  159.8760I9  321.204530
*76 ~   I9.703065   28. 3686 I   40.774320   83.800336  171.067341  346.900892
77      20.49II87   29.645199   42.813036   88.828356  I83.042054  374.652964
78     21.310835   30-979233   44.953688   94.I58058  I95.854998  404.62520I'79     22. I63268-   32 373298   47.201372   99.807541  209.564848  436.9952I7
80     23.049799   33.830096   49.56I441  I05.795993  224.234388  47I.954834
8I     23.97179I   35-352451   52.039513   I12. 43753  239.930795  509.711221:82     24.930663   36.94331I   54.641489  118.872378  256.725950  55Q.488II9
83     25.927889   38.605760   57.373563  I26.004721  274.696767  594.527i68
84      26.965005   40.3430I9   60.242241  133.565004  293.925541  642.o89342
85     28.043605   42.158455   63-254353  141.578904  314.500328  693.456489
86     29. I65349   44.055586   96.41707I  150.073639  336.51535I  748.933008
87      30.331963   46.038087   69.737925  I59.o78057   360.071426  808.847649
88     31.545242   48.I098o0   73.224821  I68.622740  385.276426  873.55546I
89      32.807051   50.274742   76.886062   78.740I05  4I12.245776  943.439897
90   i 34.119333    52-537105   80.730365  189.464511  441.102980  ioI8.9I5o9
91     35.484107   54.90I275   84.766883  200.832382  471.980I88   I00o.42830
92     36.903471   57.371832   89.005227  212.882325  505.oI8802  I188.46256
93     38.3796Io   59-953565   93.455489  225.655264  540.370118  1283.53956
94     39-914794   62.651475   98. 28g263  239. 194580  578. 96026  1386.22273
95     41. 5I386   65.470792  103 034676  253.546Z55  6I8.669748  1497.12055
96     43.71841   68.46977   o8. I8641o  268.759030  66I.976630  1616.890o9
97     44 898715   71.495741  113.595731  284.884572  708.3I4994   1746.24141
98     46.694664   74.7 3050  1I9.2755I7  301.977646  757.897044  I885.9407z
99     48.562450   78.075137  125.239293   320.096305  8 0.949837  2036.81598
oo00    50.504948   81.588518  131.501258  339.302084  867.716326  2I99.76126




COMPOUND INTEREST, II.
The amount of $I per annum in any number of Years.
Years.     4 per Cent.     42 perCent.       5 per Cent.      6 per Cent.
6!
I         I.000000         1. 000000        I.000000         1.000000
2         2.040000         2. 045000        2. 050000        2. 060000
3         3.121600         3.137025         3.152500         3.183600
4         4.246464         4.278191         4.310125         4.374616
5         5.416323         5.470710         5.525631         5.637093
6         6.632975         6.7I6892         6.801913         6.975319
7         7.898294         8.019152         8.142008         8.393838
8         9.214226         9.380014oo       9-54919          9.897468
9         10.582795       10.802114        11.026564        11.491316
IO        12.006107        12.288209        12.577893        13.I80795
II        13.486351        13.841179      I 14.206787        I4.971643
12        15.0258o5        15.464032        I5.917127        I6.869941
13        16.626838        I7.159913        17.712983        18.882138
14        18.2919gI        18.932109        g9.598632        21.015066
15        20.023588        20.784054        21.578564        23.275970
i6        21.824531        22.719337        23.657492        25.672528
17        23.697512        24.741707        25.840366        28.212880
18        25.645413        26.855084        28.I32385        30.905653
19        27.671229        29.063562        30.539004        33.759992
20        29.778079        31.371423        33.065954        36-785591
21        31.969202        33-783137        35.719252        39-992727
22        34-247970        36.303378        38.505214        43.392290
23        36.617889        38.937030        41.430475        46.995828
24        39.082604        41.689196        44.501999        50.815577
25        41.645908        44.565210        47.727099        54.864512
26        44.311745        47.570645        51.113454        59.156383
27        47.084214        5o.711324        54.66g926        63.705766
28        49.967583        53-993333        58-402583        68.528112
29        52.966286        57.423033        62.322712        73.639798
30    i   56.084938        6I.007070        66.438848        79-058186
31        59.328335        64-752388        70.760790        84.801677
32        62.701469        68.666245        75.298829        90.889778
33        66.209527        72.756226   1         80.o63771   97.343165
34        69.857909        77.030256        85.066959       104.184755
35        73.652225        81.496618        90.320307       III.434780
36        77-.598314       86.163966        95-836323       II9.120867
37        81.702246        91.o4I344        o01.628139      I27.268I19
38        85.970336        96.138205       I07.709546       I35.904206
39        90.409150       101.464424       114.cx95023      145.058458
40        95.025516       107.o030323      I20.799774       I54-76I966
41        99.826536       112.846688       127.839763       165.047684
42        104.819598      118.924789       I35.23175I       I75-950545
43       O110.012382      I25.276404       I42.993339       I87.507577
44       115.412877       I31.913842       151.143006       I99.758032
45        121.029392      I38.849965       159.700156       212.743514
46       i26.870568       146.0982i4   I  168.685164        2a26.508125
47        I32.945390      I53.672633       178.119422       241.098612
48        139. 263206     I61.587902       I88.o025393      256.564529
49        145.833734      169.859357       199.426663       272-958401
50       i52.667084       I78.503028       209.347996       290.335905




COMPOUND INTEREST, II.-(CONTINUED.)
The amount of $I per annum in any number of Years.
Years.     4 per Cent.       per  Cent. 4      per Cent. 5     per Cent.
4_2                 per Cent..  per
51       159.773767       187.535665       220.8I5395       308.756059
52       167.164718       196.974769       232.856165       328.281422
53       174.851306       206.838634       245.498974       348.978308
54       182.845359       217.I46373       258.773922       370.917006
55       191.159173       227.917959       272.7I26I8       394.172027
56       199.805540       239.174268       287.348249       418.822348
57       208.797762       250.937110       302.715662       444.95I689
58       218.I49672       263.229280       318.85I445       472.648790
59       227.875659       276.074597       335.794017       502.007718
60       237.990685       289.497954       353.5837I8       533.128181
6I       248.510313       303.525362       372.262904       566.II5872
62       259.450725       318.I84003       391.876049       60I.o82824
63       270.828754       333.502283       412.469851       638.147793
64       282.661904       349.509886       434.093344       677.436661
65       294.968381       366.237831       456.7980II       7I9.082861
66       307.767116       383.718533       480.637912       763.227832
67       321.074800       401.985867       505.669807       81o.021502
68       334.920912       421.075231       531.953298       859.622792
69       349-317749       441.023617       559.550963       912.200160
70       364.290459       461.869680       588.528511       967.932170
71       379.862077       483.653815       618.954936      1027.008100
72       396.956560       506.418237       650.902683      1089.628586
73       412.898823       530.207057       684.447817      I156.006301
74       430.414776       555.066375       719.670208      I226.366679
75       448.631367       581.044362       756.653718      1300.948680
76        467.57662I       608.191358       795.486404      1380.00oo56oI
77       487.279686       636.559969       836.260725      1463.805937
78       507.77C874       666.z20568       879.o073761     I552.634293
79       529.081708       697.I84401       924.027449      I646.792350
80       551.244977       729.557699       971.22882I      I746.59989I
81       574.294776       763.387795      I020.790262      1852.395885
82       598.266567       798.740246      1072.829775      i964.539638
83       623.197230       835.683557      II27-47I264      2083.412o16
84       649.125119       874.289317      1184.844827      2209.416737
85       676.090124       914.632336      1245.0o87069     2342.981741
86       704.133728       956.79079I     i308.341422       2484.560646
87       733.299078     Iooo 846377       I374-758493      2634.634285
88       763.63104I      I046.884464      I444.496418      2793.712342
89       795.176282      1094.994265      I517.721239      2962.335082
9~       827.983334      1145.269007      I594.607301      3141.075I87
91       862.102667      1197.806II2      I675.337666      3330.539698
92       897.586774      1252.707387      I760. I04549     3531.372080
93       934.490245      I3Io.0792I9      I849.109777      3744.254405
94       972.869854      1370.032784      I942.565265      3969.909669
95      1012.784649      1432.684259      2040.693529      4209.104250
96      I054.296035      I498.15505I      2143.728205      4462.650505
97       1097.467876     I566.572028      2251.914615      4731.409535
98      I142.36659I      I638.0o67770     2365.510346      5oI6.294Io7
99      1189.061255      1712.7808I9      2484.785864      53I8.271753
Ioo       1237.623705    1790.855956   | 26Io.025I57       5638.368059




COMPOUND INTEREST, II.-(CONTINUED.)
The amount of $I per annum in any number of years.
Years.     7 per Cent.      8 per Cent.     9 per Cent.  i an per Cent.
I     1   I.000000         7.000000         1.000000.   1.000000
2    I    2.070000         2.080000         2.090000          2.100000
3         3.249oo00        3.246400         3.2781oo          3.310000
4         4-439943         4.506112         4.573129          4.641000
5         5.750739         5.866601         5.9847II          6.1051oo
6         7.I53291         7.335929         7.523335          7.715610
7         8.654czI         8.922803         9.200435          9.487171
8         o0.259803       10.636628        II.028474         11.435888
9         11.977989       I2.487558        I3.o0o036         I3.579477
I         I13.816448       14.486562        I5.192930         I5.937425
1I I       5.783599        I6.645487        17.560293         I8.531167
12        17.888451        18.977126        20.1 40720        21.384284
13        20.140643        21.495297        22.953385         24.522712
14        22.550488        24.214920        26.019189         17.974983
35        25.129022        27.152114        29.360916         31.772482
16        27.888054        30.324283        33.003399         35.949730
17        30.840217        33.750226        36.973705         40.544703
I8        33-999033        37-450244        41.301338         45-599I73
19        37-378965        41.446263        46.018458         51.15909O
20        40.995492        45.761964        51.160o20         57.274999
21        44.865177        50.422921        56.764530         64.002499
22        49.005739        55.456755        62.873338         71.402749
23        53.436141        60.893296        69.531939         79-543024
24         58.176671       66.764759        76.789813         88.497327
25        63.249038        73.105940        84.700896         98.347059
26        68.676470        79-954415        93.323977        1O9.181765
27        74.483823        87.350768       102.723135        121.099942
28        80.697691        95.338830       112.968217        134.209936
29        87.346529       103.965936       124.I35356        148.630930
30        94.460786       113.2832II       I36.307539        164.494023
31       102.073041       I23.345868       I49.575217        181.943425
32       110.218154       I34.213537       I64.036987        201. I37767
33       118.933425       145.950620       179.800315        222.251544
34       z28.258765       I58.626670       I96.982344        245.476699
35       138.236878       172.316804       215.710755        271.o024368
36       I48.913460       187.102148       236.124723        299.126805
37        60o.337402      203.070320       258.375948        330.039486
38       172.56I020       220.315945       282.629783        364.043434
39       I85.64o0292      238.941221       309.066463        401.447778
40        I99.635112       259.056519       337.882445        442.292556
41        214.609570       280.781040       369.291865        487.851811
42        230.632240       304.243523       403.528133        537.636992
43       247.776496        329.583005      440.845665         592.400692
44       266.12085I        356.949646      481.521775        652.64076I
45       285.749311        386.505617       525.858734        718.904837
46       306.751763       418.426067       574.186021         791.795321
47       329.224386       452.900152       626.862762        871I974853
48       353.270093       490.132164       684.280411        960.172338
49       378.999000       530-342737       746.865648        1057. 89572
50       406.528929       573.770156       815.083556       1163.908529




COMPOUND INTEREST, II.-(CONTINUED.)
The amount of $I per annum in any number of years.
Years.      7 per Cent.     8 per Cent.       per Cent.    Io per Cent.
Years.    7 per Cent.       8 per Cent.       perCent.                _
51       435.985955       620.671769       889.44o07o       1281.299382
52       467.504971       671.325510  I   970.490773        14I0.429320
53       501.230319       76.031551       I058.834943       1552.472252
54       537.3I6442  i   785.II4075       1155.130088       1708.719477
55       575.928593       848.923201      1260.091796       I880.591425
56       617.243594       917.837058      1374.500057       2069.650567
57       66I.450646       992.264022      1499.205063       2277.615624
58       708.752191      1072.645144      1635.133518       2506.377186
59       759.364844      II59.456755     1I783.295535       2758.014905
60       813.520383      1253.213296      I944.792I33       3034.8I6395
61       871.466810      I354.470360      2120.823425       3339.298035
62       933.469487      1463.827988      2312.697533       3674.227838
63       999.8I235I      1581.934227      2521.8403II       4042.650622
64       1070.799216     I709-488966      2749.805939       4447.915685
65       1146;755I6I     1847.248083  j  2998.288474        4893.707253,66      I22S.o028022      996.027929      3269.134436      5384.077978
67       1314.989983      2156.710164      3564.356535      5923.485776
68      I408.039282      2330.246977      3886.148624       6516.834354
69       1507.602032     2517.666735.    4236.90200o        7169.517789
70       I6I4.I34174     2720o.o080074    4619.223180       7887.469568
71      1I728.I23566      2938.686480     5035.953266       8677.216525
72      I850.0922I6      3174.781398      5490.189060       9545-938177
73      I980.598671      3429.763910      5985.306075      I0501.531995
74      2120.240578       3705.145023     6524.983622      I1552.685195
75      2269.657419      4002.556624      7II3.232148      12708.953714
76       2429.533438     4323.76II54      7754.423041      13980.849085
77      2600.600779      4670.662047      8453.321115      15379.933994
78       2783.642833      5045.315011II   9215.I200IS      16918.927393
79   |  2979.497831       5449.940211    10045.480817   I86II.820133
80       3I89.06268C     5886.935428    10950-574090       20474.002146
8I      3413.297067      6358.890263    11937.I25758       22522.402360
82       3653.227862     6868.601484    13012.467077       24775.642596
83       3909.953812     7419.089602    14184.589114       27254.206856
84      4184.650579      80I3.6I6770    15462.202134       29980.627542
85       4478.576120      8655.706II2    16854.800326      32979.690296
86      4793.076448      9349.162601     18372.732355      36278.659326
87       5129.591799    10098.095609    20027.278267       39907.525258
88      5489.663225    10906.943258    21830.733311        43899.277784
89       5874.939651    11780.498718    23796.499309       48290.205562
90      6287. 185427    12723.938616    25939.184247       53120. 226119
91       6728.288407    13742.853705    28274.710829       58433.248730
92      7200.268595    14843.282002    30826.434804        64277.573603
93       7705.287397    I6031.744562    33595.273936       70706.330964
94       8245.657515    173I5.284127    36619.848590      77777.964060
95      8823.853541   18701.506857    399I6.634964         85556.760466
96      9442.523288     20198.627405    4351.132110       941I3.436513
97      10104.499919    218I5.517598    47427.044000    103525.780164
98      10812.814913    23561.759006    51696.477960    113879.358I80
9~      11570.711957    25447.699726    56350.160977    125268.293998
1oo     12381.661794    27484.515704    61422.675465       137796.123398




120
STANDARD MORTALITY TABLES.
DESCRIPTION.*
No. 1.-HALLEY'S BRESLAU TABLE.
This Table was deduced by the celebrated Astronomer
EDMUND HALLEY, from a series of life registers kept by Dr.
NEUMANN in the city of Breslau in Silesia during the years
I687-91, and was the first Life Table which had any pretensions to accuracy.  It was, however, regarded as inapplicable to English lives, and has, consequently, never been
used by English companies. By arranging the numbers in
the second column of this Table, Dr. HALLEY, all unconsciously, laid the foundation of the science of life contingencies.
NO. 2.-PRICE's LONDON TABLE.
This Table was arranged by Dr. RICHARD PRICE from
the bills of mortality recorded in London during the years
1759-1768.  It gives a high rate of mortality, and has not
been used in the business of Life Assurance.
No. 3.-PRICE's SWEDISH TABLE.
This was the first National Life Table ever made, and
was composed by the eminent Statistician Dr. RICHARD
PRICE, from  data obtained by M. WARGENTIN, of Stockholm, from seven different enumerations of the whole population of the Kingdom  of Sweden, each repeated at the
* For the purpose of securing absolute accuracy, the tables which follow (with the
descriptive matter) are those carefully collated and published in the Insurance
Reports of the State of New York.




121
end of three years, viz., in 1757, 1760, 1763, 1766, 1769,
1772, and 1775.  It is commended for its general accuracy,
but, owing apparently to national preferences, has not been
used in England.
No. 4. —DEPARCIEUX's FRENCH TABLE.
This Table was calculated by M. DEPARCIEUX from the
lists kept of the nominees of the Tontines of Paris and
from the records of the deaths of Parisian annuitants from
1696 to 1742.  It has been well approved as giving a near
approximation to the expectation of assured lives.
The results of M. DEPARCIEUX'S calculations were afterward verified by comparison with the mortuary registers
of several religious houses of both sexes in France.
This Table is referred to by FRANCIS BAILY in his Treatise upon the Doctrine of Annuities and Assurances (p.
14), published in 1813, as particularly fitted to form a
proper basis for determining the value of annuities.
No. 5.-PRICE's NORTHAMPTON TABLE.
This Table was formed by Dr. RICHARD PRICE from registers kept in the Parish of All-Saints in the town of
Northampton, England, during the years 1735 to 1780.
Although exceedingly unjust in giving a too high rate of
mortality, particularly for the younger and middle ages, it
was the first Life Table brought into use as a basis for the
computation of Life premiums, having been adopted by the
EQ.ITABLE on its establishment in the year 1762.  The
Northampton Table long continued in much favor with
the companies, as insuring an abundantly safe rate of premium; so much so, indeed, as to secure a higer profit, with



122
out loading, than is obtained under many other Tables evenr
with the addition of a loading of 2o or 30 per cent. This
Table is still used by a majority of the old Life Offices in
England as the basis for their rates of premium.  In making valuations, however, the results are generally checked
by calculations on the Carlisle or some other modern
Table.
No. 6.-MILNE'S CARLISLE TABLE.
This Table was formed by the eminent Actuary JOSHUA
MILNE, from the observations of Dr. HEYSHAM on the mor —
tality of Carlisle, England, for the years 1778-87. Though.
somewhat defective in graduation, it is far more satisfactory
than the Northampton Table in its approach to accuracy;
for which reason it is extensively used in England and
very generally in this country.
No. 7. —DAVIEs's EQUITABLE TABLE.
Constructed by the distinguished Actuary GRIFFITH DA —
VIES, of London, and revised by Mr. MORGAN in 1834,
This was the first Table based upon the records of assured
lives, being the experience of the Equitable Society from its
foundation in 1762 to 1829.
No. 8.-ACTUARIES' OR COMBINED EXPERIENCE TABLE.
This Table is based upon the recorded experience of
seventeen Life Companies in England, and was deduced
from 62,537 assurances, under the superintendence of a
committee of accomplished actuaries. The Table was published by Actuary JENKIN JONES in 1843, and furnishes a
very accurate graduation of assured lives.




123
No. 9. —QUETELET's BELGIAN TABLE.
This Table was compiled and published in 1856 by the
distinguished philosopher ADOLPHE QUETELET, of Brussels,
It shows a higher rate of mortality than the English Tables.
In the form here presented, the Table gives the combined
decrement and expectation of male and female lives.
No. 10.-FARR'S ENGLISH TABLE NO. 1.
For this very accurate Table the public are indebted to,
the philanthrophic and praiseworthy efforts of the indefatigable physician WILLIAM FARR, of London. It was compiled from the entire census returns of lives and deaths at
all ages, in the realm of England, during the year 1841, and
published in the Sixth Report of the Registrar-General.
No. 1 1 -FARR'S ENGLISH TABLE No. 2.
This was calculated by Dr. WILLIAM FARR, subsequently
to his Table No. 1, froin the deaths throughout the whole
of England dusing the seven years 1838-44.  From these
data the calculations were made according to a plan recommended by Professor DE MORGAN and Mr. GRIFFITH
DAVIES.
No. 1 z.-FARR's ENGLISH TABLE NO. 3.
The rate of mortality deduced from this. Table is higher
than is given by the Carlisle Table or by either of the two
former English Life Tables of the author. It is more regular in its graduation than the Carlisle Table, while at the
same time its rate approximates more nearly that assigned
to American life.




124
I. BRESLAU TABLE (EDMUND HALLEY).
Age. Living.  Dying.  Expectation.  Age.  Living.  Dying.  Expectation.
I     ooo000   145        33.22        46      387      10        19.05
2      855      57        37.77        47      377      I0        18.55
3     798       38        39.43        48      367      Io        18.04
4      760      z8   1   40.38         49      357      II         17.53
5     732      z22        40.90        50      346      II        17.07
6      710      i8        41.16        51      335       II       I6.6i
7     692       Iz        41.22        52      324      II         I6.I6
8     680      o1         40.94        53      313      II        15.71
9      670       9        40.54        54      302       10        I5.26
10,  66i        8        40.08        55      292      10        14.77
II      653       7        39.57        56      28z2      0         14.27
12     646        6        38.99        57      272    I0           13.79
13     640        6        38.35        58      262       I0       12.91
14     634        6        37.71        59      252      10         I2.79
15      628       6        37.07        60      242       10        12.30
I6  i  6zz        6        36.42        6I      232       10        11.77
17     6i6        6        35.77        6z      222      10          I.32
I8     6io        6        35.12        63      212      10         10.83
19     604        6        3.46         64      202       0         10o.24
20      598       6        33.80        65      19Z       10         9.86
21      592       6   1   33.14         66      18z       10         9.37
22      586       7        32.49        67      172       10         8.89
23      579       6        31.85        68      i6z2      I          8.40
24      573       6        31.29        69      152       10         7.93
25      567       7        30.51        70      142       II         7.43
26      560       7        29.87        7I      131       II         7.03
27      553       7        29. 26       72      120      I          6.64
28      546       7        28.63        73      I09    I   6.25
29      539       8        27.99        74       98       I0         5.89
30      531       8        27.41        75       88      I0          5.51
31      523       8        26.82        76       78      Io          5.15
32      515       8        26.23        77       68       I0         4.84;3      507       8        25.64        78       58       9         4.59
34     499        9        25.04        79       49       8         4.34
35     49C        9        24.50        80       41       7         4.08
36     481        9        24.15        81       34       6          3.80
37     472        9        23.60        82       28       5          3.54
38     463        9        23.26        83       23       4          3.I9
39     454        9        22.72        84       19       4         2.76
40      445       9        22.16        85       I5       4          2.37
41      436       9        21.6I       86       11        3         2.05
42      427      I0        21.o6        87        8       3          1.63
43      417       O   i   20.55         88        5       2          o.8o
44      407      10        20.04        89        3       2         0.33
45      397      10        19.53        90        I        I        0.00
-~~~~~~~~~~~~ o-o




125
II. LONDON TABLE (RICHARD PRICE).
Age.  Living.  Dying.  Expectation.  Age.  Living.  Dying.  Expectation.
o     I518      486        17.90         46      262     1  0
I     1032      200                     47       252        I 0
2      832        85                     48      242         9
3      747        59                 I  49       233         9
4      688        42                     50      224         9        15.84
5      646       23        35.28          51     215         9
6      623        20                     52      206             I 8
7      603        14                     53      198         8
8      589        12                     54      190         7
9      577        I0o                    55      I83         7        13.9
10      567         9       34.91           5     176         7
I  558   57                                        69         7
12      5459                              58      i62         7
13      541         7                  1 59       155         8
14      534         6                     6o    147           8.69
I5      528         6       33.32         6i      139         7
I6      5Z2                 3 7           62      132         7
17      515         7                     63      125         7
I8      508  7                            64  1   18  1       7
19      501         7                     65       II         7        9.69
20      49  7               29.37         66      104         7
2I      487  1      8                     67       97         7
22      479         8  1                  68       90         7
23      471         8                     69       8j         7
24      463         8                     70       76         6         8.00
25      455         8       26.66         71  i   70          6
26      447         8                     72       64         6
27      439         8                     73       58         5
28      431         9                     74       53         5
29  i  422          9                     75  1   48          5         6.27
30  |  413          9       24.11         76       43         5
31      404         9                     77        38        5
32      395         9                     78       33         4
33      386         9                     79       29         4
3       377  1    9                       8        25         3        4.86
35      368         9       21.76         81       22         3
36      359  r      9                     8Z       I 9  
37        50        9                     83       i6         3
38      341         9                     84       13         2
39      332        1 0                    8        ]5   II    2         3.04
40      322        I0       19.50         86        9         2
41      31Z        1                     877       7         2
42  302  Io                     888         5  
43      292        I0                     89        4         1
44      282        10                     90  3 
45      272        10        17.63




126
III. SWEDISH TABLE (RICHARD PRICE).
Age.  Living.  Dying.  Expectation.  Age. Living.  Dying.  Expectation.
0    10000     2195       34.42        49     3924       78        19.09
I    7805       509       42.95        50     3846       85       18.46
2    7296       344       44.92        51     376I       87       17.87
3    6952       245       46.11        52     3674       9~       17.29
4     6707      143       46.78        53     3584       90        I6.70
5    6564       122z      46.79        54     3494       91       16.12
6    6442       I05       46.66        55     3403       91        I 5.53
7    6337        87       46-43        56     3312       92        14.95
8    6250        73       46.07        57     3220       95        14.37
9     6177!   62        45.6I        58     3125       95        1379
10    6ii5        54       45.7         59     3030       oo       I13.21
II    6o6i        45       44.38        60     2930, o8          z1.63
12  I  o6         42       432 470      6      2822      114      1I2.12
13    5974        38       43.01        6z     2708      118        I.62
14    5936        37       42-33        63     2590      II8         1.11
I5     5899       37       4.64         64     2472  j  118    l06e
I6     5862       40       40.92        65     2354  1 I8           0. IO
17     5822       40       40 19        66     2236       18        9.62
18.5782       42       39-47        67     2118      121        9.15
19     5740       43       38 74        68    1'997      I24        8.67
20     5697       47       38.02        69     1873      I24        8.20o
21     5650       47       37 33        70     1749      127        7.72
22     5603       48       36.64        71  I622         133        7.32
23     5555       48       35.96        72     1489      I35        6.89
Z4' 5507!   50         35.27        73     I354      140        6.53
25     5457       50       34-58        74     124       130        6.23
26     5407       52  33.9I             75      084      121        5.91
27     5355       54       33.23        76      963      I15        5.59
28     5301       55       32.56        77      848      105        5.28
29     5246       55       31.88        78      743       95        4.96
30     5191       59       31.21        79      648       90        4.6I
3I     5132  I   60        30.57        80      558       90        4.28
5072            62        29.94        SI      468        4        4.01
33     5oo  63             29.30        82      384       75        3.80
4     4947        63       28.67       83      309       65        3.57
35    4884        59       28.03        84      244       55        3.39
36    4825!   58         27.31        85      189       45        3.23
37    4767        58       26.68        86      144       3 5       3.09
38    4709        58       26.oi        87      109 58    27        2.92
39    465I        60       25.33        88       82       20        2.71
40     4591       65       24.66        89       62       I  2.43
41     4526      73       24.05        90       47  14             2.05
42     4453       78       23.44        91       33       12        1.71
43     4375       78       22.83        92       21       IO        I.40
44    4297     78          22.22        93       II        6  1    1.2
45     4219       76       2.6         94        5  1     3        1.0
46     4143       74       20.98  95              2        1        I.00
47     4069       72  20.35  95                              i      0.00
48  1 3997        73         9.72      97         O. _ _ _ _......o




127
IV. FRENCH TABLE (M. DEPARCIEUX).
Age.  Living.  Dying.  Expectation.  Age.  Living.  Dying.  Expectation.
13 Io000        30        47.71        49      590       9        21.07
970      22        48.17        50      581    1I          20.38
5     948       18        48.27        51      571   xI           I9.73
6      930    I5          48.20  52            56o      It        19.II
7      915       I3       47.98    1  53       549      II        18.48
8      902      12        47.66        54      538      I2        17.85
9      890     Io         47 30        55      526      12        17.25
Io     880        8        46.83        56      514      I 12      16.64
ii      872       6        46.26        57      502      13         6.oz02
z 2    866        6        45.58        58      489      I3        15.44
13     860        6        44.89        59      476      13        I4.84
14      854       6        44.20        60      463      13        14.25
15      848       6        43.51        6I      450      13        13.65
16     842        7        42.82        62      437      14        13.04
17      835       7        42.17        63      423      14        12.43
I8      8Z8       7        41.52        64      409      14        11.86
19      821       7        40.87        65      395      I5  I1.26
20      814       8        40.22    1  66       380     i6          10.69
zI      So6       8        39.62        67      364      I7        IO.14
22      798       8        3900         68      347      I8         9.6I
2 3     790       8        38.40        69      3 29      9         9. II
24      782       8        37.78    1  70       310      I9         8.64
25      774       8        37 I7        71      291      20         8.17
26      766       8        36.55        72      271      20         7.73
27      758       8        35 93        73      25I      20         7.31
28      750       8        3 35 30    |  74     23I      20         6.90
29      742       8        34.69        75      211      I9         6.50
30      734       8        34.06        76      192      I9         6.1o
3I     726        8        33.29        77      I73      19         5.71
32      718       8        32.80        78      154      18         5.36
33     710        8        32.16     i 79       136      18         5.00
34      701       8        31.52        80      118      17         4.69
35     694        8        30.88        81      II  1 6             4.39
36     686        8        30.23        82       85      14         4.01
37     678        7        29.58        83       71      12         3.84
38      671       7        28.89        84       59      II         3.52
39      664       7        28.18        85       48      1o         3.21
40      657       7        27.48.       86       38       9         2.92
41      650       7        26.77        87       29       7         2.67
42      643       7        26.o6        88       22       6         2.36
43      636       7        25.34        89       i6       5         2.o6
44,  629        7        24.62        9~       11       4          1.77
45      6z62Z     7        23.89        91        7       3          1.50
46      6I5       8        23.15        92        4       2          1.25
47      607       8        22.45        93        2       I          1.00
48      599 i    9         21.74        94          I      I         o.oo00




128
V. NORTHAMPTON TABLE (RICHARD PRICE).
Age.  Living.  Dying.  Expectation.   Age.  Living.  Dying.  Expectation.
AgE                                     Age.  Living.
o    I11650    3000        25.I8        49     2936        79       I8.49
I     8650     I367        32.74        50     2857        8i       17.99
2     7283      502        37.79        51    2776        82       I7.50
3    678I       335        39.55        52     2694        82       17.02
4     6446       I97  1   40.58         53     261.        82       I6 54
5     6249      184        40.84        54     2530        82       I6.o06
6     6065       140       41.07        55     2448         82          58
7  i 5925  1          II   4I.03        56     2366        82       15.10
8     5815       80        40. 79       57     2284         82      I4 63
9  1 5735,    60!   40.36             58     2202        82       I4.I5
Io     5675       52        39.78        59     2I20        82       13.68
II     5623       50        39.I4        60     2038        82     13 2I
I2     5573       50        38.49        6I     1956                 I 82  12.75
I3  j 5523        50        37.83        62     1874         8I     I02.28
04     5473       50        37.I7        63     I793        8I       II 8i
I5     5423       50        36.51        64        I72      80   1    II.35
I6     5373       53        35.85        65      632        80       Io. 88
I7  1 5320        58        35.20        66     I552        80       10.42
i8     5262       63        34.58        67     I472  i    80         9.96
I9     5199       67        33 99        68     I392        80        959
20     5132       72        33.43        69     1312        80        9.05
20I   5 o6)       75        32.90    K  70      I232        8.60
22     4985       75        32. 39       7 1    1152        80        8 17
23     4910       75        31.88      - 72    0Io72        80         774
24  i 4835         75       3I.36    i  73      992        80         7 33
25     4760       75        30.85        74      9I2        80        6.92
26     4685                 3 75    30- 33  75   832        80        6.54
27     46Io        75       29.82        76      752        77        6.i8
28  1 4535        75        29.30        77      675        73        5.83
29     4460       75        28.79        78      602o       68        5.48
30  i 4385        75        28.27        79!  534         65        5.II
31 0   43 1        75       27.76        80      469        63        4.75
32     4235       75        27.24        81      406        60        4.41
33     4I60       75        26.72        82      346        57        4.09
34     4085       75        26.20        83      289        55        3.80
35  4010          75        25.68        84      234        48        3.58
36     3935       75        25. 6        85       I86       41        3.37
37     3860   2   75        24.64        86      I45        34         3.19
38     3785        75       24.I2        87      III        28        3.0O
39     37Io   1   75        23.60        88       83        2  2.86
40     3635       76        23.08        89       62        I6       z2.66
41     3569        77       22.56        90       46         2  1    2.4I
42     3482       78        22.04        91        34       IO        2.09
43     3404       78        21.54        92       24         8. I 75
44     3326!   78         2I.03        93        I6        7  i     I.37
45     3248        78       20.52        94  i    9          5.05
46     3170       78        20.02        95        4         3        0.75
47     3092       78        Ig9.         96         I  |              0.50
48     3014  j   78  1      I9.00 




129
VI. CARLISLE TABLE (JOSHUA MILNE).
Age.  Living. Dying.  Expectation.  Age.  Living.  Dying.  Expectation,
0    o 1oo0000  I539       38.72I       53    421I        68        I8.972
I    846i    68z          44.674       54     4143        70        18.275
2    7779      505       47. 546       55  1 4073        73        17.580
3    7274       276       49.81I2      56      4000       76        16. 892
4     6998      201        50.757       57     3924       82         6.209
6797      i2i        51. 244      58     3842       93        15.545
6676       82        51.163       59     3749      io6        14.918
7     6594  |     8       50.793        60     3643      122          4.337
8     6536       43        50.240       6i     352I    i26          13.817
9     6493       33       49.569        62     3395  1I27           13.311
Ir   6460         29       48.820        63     3268      I25        12.809
II     6431       3I1       48.038       64     3143      125        12.299
I2     6400       32       47.268        65  31 oi8       I24        11.787
I 3    6368       33       46.503        66     2894      I23        II.27I
14     6335       35       45.742        67     2771      I23        10o.749
15     6300       39       44.994.68          2648      123        I0.225
16     261        42       44.271        69      2525     124         9 699
17    6219        43       43 567        70     240I       24         9.I47
I8       676      43       42.866        7I    2277        134        8.646
19     6133       43       42. 63        72     2143    146           8.156
20     6090       43       41.458        73     1977       I56        7.715
2I    6047        42        40.749       74     I84I       i66        7.327
22     6005       42        40.030       75     1675       i60        7.003
23     5963       42        39 309       76     1515    156           6.690
24     5921       42        38.584       77     1359       146        6.401
25     5879       43        37.856, 78      I213       I32        6. II
26     5836       43        37.13I       79     I08I       128        5.796
27     5793       45        36-403       80      953       iI6         5.5o7
28     5748       50        35.684      81      837       112        5.201
29  5698          56        34 993       82      725       102        4.928
30     5642       57        34. 336      83      623       94         4.652
31     5585       57       33. 681    84         529       84         4.390
32     5528       56       33 023'1 85        445       78         4.125
33    5472        55       32.356        86      367       71         3.895
34     5417       55       31.679        87      296       64         3.709
35     5362       55       30.999        88      232       51         3. 395
36     507        56       30o.315       89    i18         39         3.467
37     5251       57       29.633       90       I42       37        3.282
38     5194       58       28.953       91       I05 s     30         3.262
39     5136       6I       28.274       92  i   75         21         3.367
40     5075       66       27.608        93       54       14         3.481
41     5009       69       26.965        94       40        10        3.525
42     4940       71        26-335       95       30        7         3.533
43     4869       71       25.712        96       23        5         3.457
44     4798       7I       25.085.  97         18        4         3.278
45     4727       70        24.454       98       14         3        3.07I
46     4657       69        23.814       99       11        2         2.773
47     4588       67        23.165       00        9        2         2.278
48     4521       63        22.500       01        7        2         1.786
49  / 4458  j   6I          21.8II    Io02         5        2         1.300
50 c  4397!   59         21. 07        o103     3        2        0.833
5I    4338        62       20.387      I04         I        I        0.500
52     4276       65  1   19.676




130
VII. EQUITABLE TABLE (GRIFFITH DAVIES).
Age.  Living.  Dying.  Expectation.   Age.  Living.  Dying.  Expectation,
IO     2844      II        48.83    i  54       1785      41        I8.43
nI     2833      II        48.02        55   1744         42        17.85
I2     2822      I2        47.20        56      17c2      43        17.28
13     28Io      12        46.40        57      1659      44        16.71
14     2798      13        45.60        58      I65  45             6.5
1g     2785      14        44.8I1       59      1570      46        15.60
I6    2771       I5        44.04        60     I524       46        I5.o6
I7     2756      i6        43.27        6i      1478      46        14.51
I8     2740      17        42.52        62     I432       47        1396
19     2723      I8        41.78        63      1385      48        13.42
20     2705      IS        41.06    1  64  1 1337         49      12.85
21     2687      I8        40 33        65     I88        50         2. 35
22     2669      I9        39.60        66      1238      5I        II.83
23     2650      I9         38.88       67      1187      52        II.32
24     2631      20         38.16       68      1135      53   1           Io.8z
25     261I      20         37 44       69      I082      54        10.32
26     2591      21         36. 73       70     I028      54         9.84
27     2570      22         36.02oz      71      974  1  55          9.36
28     2548      23         35 33 3      72      99       55         8.88
29     2525      24         34.65       73       864      56         8.42
30     2501      24         33.98       74       808  1  56          7.97
31 I    2477     25         33.30    K  75  1  752        55         7.52
32     2452      26         32.64       76       697      55         7.o8
33    2426       26         31.98        77      642      54         6.64
34     2400      26         31.32       78  j   588       54         6.20
35    2374       27        30.66        79       534      54         5.78
36     2347      27        30.01        80       480      54         5. 38
37    2320       28        29.35        8i       426      53         5.00
38     2292      28        28.70        82       373      52         4.63
39     2264      28        28.05        83       321      50         4.30
40     2236      28        27.40        84       271      47         4.00
41     2208      28        26.74        85  i  224        43   1      3 73
42     zI 80     28        26.07        86       I8       38          3.50
43     21 52     29        25.40        87       143      32          3.31
44     2123      30        24.75        88       III      26          3.11
45     2093      30        24.10        89  t   85        20         2.91
46     2063      30        23.44      1 90        65      I6         2.65
47  j 2033       31        22.78        91        49      I3         2.36
48     2002      32        22.12    K  92         36      II         2.03
49     I970  i  33         21i47        93        25       9         1.70
50     1937      35        20.83        94       i6        7         1.31
51     19 I02    37        20. 20       95        9        5         I.05
52    I865       39        19-59        96        4        3         0. 75
53    I826       4I  I9.00  97   t                         I         o.5o




131
VIII. COMBINED EXPERIENCE TABLE (JENKIN
JONES).
Age.  Living.  Dying.  Expectation.  Age. o Living. Dying.  Expectation.
1O    100000     676  I    48.36        55  163469  i375           I6.86
II    99324      674       47.68        56    62094   I436         16.22
I2    98650    672         47.01        57    60658    I497        I5.59
I3    97978      671       46.33        58     59161    I56I       14.97
14    97307      671       45.64        59     57600 1627          14.37
15    *96636    671        4495  60 o          55973    1698       13.77
I6    95965      672       44.27        6      54275    1770       13.18
17    95293      673       43.58        62  1 52505 1 1844         I2.6I
8  94620         675       42.88        63     5661   I917         12.05
19    93945      677       42. I19      64     48744   1990        II.51
20    93268      680       41I49        65  1 46754   2061          10.97
21! 92588      683       40 79        66     44693    2128      1o.46
22    91905     686        40.09        67     42565    2191        9.96
23     91219    690        39 39        68     40374    2246         9.47
24    90529      694       38.68        69     3828   2291           9.00
25     89835     698       37.98        70      35837   2327         8.54
26     89137    703        37.27        7 1   33510   2351           8.10
27     88434:   708        36.56   1   72      31159   2362         7.67
28     87726     714       35 86    i  73      28797   2358         7.26
z9     87012     720       3 35.15      74     26439    2339        6.86.30    86292     727       34. 43        75    24Ioo    2303         6.48
31     S5565     734       33.72        76    21797    2249         6. II
32  1 84831    742         33.01        77     19548   2179         5.76
33     84089     750       32. 30       78     17369    2092        5.42
34  8i 3339      758       3 1.58      79     15277    1987        5.09
35  j 82581      767       30.87        80     13290    i866        4.78
36    81814      776       30. I5        8I    11424    1730        4.48
37     8038      785       29.44        82      9694    1582        4.18
38    80253      795       28.72        83      8112    1427        3.90
39     79458     805       28. 00       84      6685   I268         3.63.40    78653     815        27.28    1  85       5417    11          3. 36.41    77838      826       26.56        86      4306    958         3.10.42    77012  839           25.84        87      3348     8I1        2.84
43     76173     857       25.12        88      2537    673          2.59
44  i 75316      881       24.40        89      I864     545          2.35
45     74435    909        23.69        90     I1319    427         2.II
46     73526     944       22.97        9        892     322         1.89
-47    72582      981       22.27        92        570    23I        1.67
48     71601    I02I       2I1.56       93       339'55          1 47
49     10580   IO63        20.87        94  1    84       95     i         28
50    69517    IIo8        20.I8        95        89      52        I. 12
5I    68409    II56        I9.50        96        37      24        0. 99
52    67253   12o7         18.8z        97  i      3       9        0.89
53    66046   I26I         I8.16!  98          4       3        0.75
54    64785,  I316         17.50        99  i      I       I        0. 50




132
IX. BELGIAN TABLE (ADOLPHE QUETELET).
Age.  Living.  Dying.  Expectation.   Age.  Living.  Dying. Expectation.
0     1000      149        38.I8        5       409       8.I9.9
I      851       56       43.78         51      401       8           8.97
2      795       31       45.82         52      393       8         18.35
3      764         9      46.64  5 3               85     8         17.70
4      745       1 5      46.85         54      377       8          7. o6
5      730       10       46.77         55      369       8         16.42
6      720        9       46.44         56      36I       8         I5.77
7      71         8       46.oz  57             353       8         I5.12
8      703        6       45.5I         58      345       8         I4.45
9      697        6       44.93         59      337       9         13.80
10      69I        5       44.28        60       328      Io         13.16
II      686        4       43.60        6I       318      II         I2.56
12      68z        3       42.95         62      307      I2          I.97
13      679        3       42.04         63      295      12         II43
14      676        3       41.2Z        64       283      13         10.92
I5      673        3       40.40         65      270       13        10.43
i6      670        4        39.58        66      257      14          9.93
17      666        5        38.8I  67            243      14          9.47
i8      66i        8        38.Io        68      229      14          9.04
19      653        8        37-57        69      215      I5          8.60
20      645        8        37.06        70      200       15         7.91
2z      637        9        36. 5        71      185       I5         7.83
22      628        8        36.01        72      170       I6         7.57
23      620        8        35-49        73      154       I5         7.IS
24      6i2        7        34.92        74      I39       15         6.89
25      605        7        34-32        75      124       13         6.69
26      598        7        33.72        76      III       12         6.42
27      591        7        33.11        77       99       II         6.I4
28      584        6        32.50        78       88       Io         5.86
29      578        7        31.85        79       78       10         5.54
30      571        7        31. 24       80       68       9          5.29
31      564        8        30.62        81       59       8          5.01
32      556        8        29.87        82       51       8          4. 7
33      548        8        29 49        83       43       7          4.5I
34      540        8        28.91        84       36       6          4.22
35      532        8        28.34        85       30        5         3.97
36      524        8        27.74        86       25        5         3.74
37      Si6        8        27.19        87       20       4          3.45
38      508        8        26.60        88       i6       4          3.29
39      500        9        26.03        89       12        3         3.09
40      491         8       25.47        90        9        3         3.II
41      483         8       24.91        91         6       I         3.12
42      475         8       24.27     1 92          5       I         2.89
43      467         8       23.72       1 93       4        I         2.5'
44      459         8       23.I3        94         3       I         2.1I
45      451         8       22.53        95         2       0         1.90
46      443         9       21.93        96         2       I         1.71
47      434        9        21.37        97         I       0      1.50
48      425        8        20.79        98         I       I         o.8
49      417        8        20.20        99         o0




133
X. ENGLISH TABLE No. I (WILLIAM FARR).
Age.  Living.  Dyinng.  Expectation.   Age.  Living.  Dying.  Expectation.
0    IOOOO     I463        4. I7        51     4586        75       I9.83
I     8536      526       47 I7         52     45II        76.I9.I7
2     80oo      z7I        49-17        53     4434        76       I8.5o
3     7739      185       49 92      1 54'    4358         78       17.83
4     7553       133       50.o8        55     4279        84       17.I7
5     7420      104        50.00        56     4194        90~      I6.5o
6     7315       83        49-75        57     4103        96       15.83
7  1 732         67           z 49.25   58     4007       IOI       I5.I7
8     7164       56        48-75        59     3906       106       I4.58
9     7108       46        48.08        60     37994   II2    I400
Io     706I       39        47.42        6      3687       117       1342
Ii   7022  36  1   46.75                 62     3569       I23       I2.83
I2     6985       35        46. oo       63       3446     128     12.25
13     6950       41        45.I7        64     3318        I33     11.75
14     6909       46        44-42        65     3185       138       11.17
I5     6862       49        43 65        66     3046       142       o0.67
I6     6813       50        43.00        67     2904       147       IO.I7
17     6762       51        42.34        68     2759       I50        9.67
I8     6710       52        41.67        69     2606       I53        9.25
19     6658       52        4I.00oo      70     2453       I56        8.75
20     6605'   53         40.- 34      71     2297       157        8.34
z1     6552       54        39.67        72     2139       158        7.92
22     6497       55        39.00        73     I981       158        7.50
z23     6442      56        38.34        74     I823       I56         7.oS
24     6385       56        37.67        75     i666       I54        6.75
25     6329       57        37.00        76     I512       I5I        6.42
z6     6271       58        36.34        77     1360       146        6.oo
27     6213      59        35.67        78     1214       140         5.67
28     6154       60        35.00        79     1073    I 134         5 5-34
Z9     6094       60o       34. 34       8o      939    126           5.08
30     6033       6i        33.67        81      813       117        4.75
3I     5971       62        33.00        82      696       Io8        4.50
32     5909       63        32.34        8       588        98        4.25
33     5845        63       3167         84      490        87        4.00
34     5782       64        31.08        85      42  77               3.75
35     5717       65        30.42        86      324        67        3 50
36     565I       66        29.75        87      257        57        3-34
37     5585       66       29.08         88      zo20       4         3.08
38     5518       67       28.42         89      152        38        292
39     5451       68        27.75        90      I4         32        2.75
40     5382       69        27.17         91      8         24        2.58
41     53I3  i   69         26.50 So     92         S        8        2.42
42     5243       70        25.83        93       40      1  3        2.34
43     5173       71        25.17        94       27  F    Io         2.I7
44     5102       71        24.50        95       17         6        2.08
45     5030       72        23.83        96        II        5         1.20
46     4957       73        23.17     i 97         6         2        I.i6
47     4884       73        2 2.50       98        4         2        1.00
48     4811       74        21.83        99        2  |      I        O.75
49     4736       74        2I.7        100         I   0.00
50~  4662         75        20o.58     IOI         0......Io i_




134
XI. ENGLISH TABLE No. 2 (WILLIAM FARR).
Age.  Living.  Dying,  Expectation.   Age.  Living.  Dying.  Expectation.
0    5126235 817331        40.36        515   2147180   47003       I6.66
I   43089o04  281493       46.95        56    ZIoo0177   48530      i6.oz
2   4027411I I45352        49.20        57    2o5I6471 5192I        15-39
3    3382059   95786       50.03        58    I999726'  55033       I4.77
4    37862731  69451       50.28        59    1944693   57914       I4.18
5    3716822'  50073       50.21        60    I886779  60599        13.60
6    3666749   36653       49.89        6     Sz26180o  63119       13.03
7    3630096.  3I331       49-39        62    I76306   65497        12.48
8    3598765!  26047       48.81        63    I697564   67744       II.94
9    3572718   22976       48.I6        64    1629820   6 185I      II.42
aO    3549742   I9260       47-47        65    1559959   71841       I0.90
II    35304821  16926       46-73        66   I1488118   73663   I0.4I
I2    3513556!  I6658       45-95        67    I414455   75302        9.92
I3    34968881  I6496       45.I7, 68    1339153   76718         9.45
I4    3480392  I19061       44.38        69    1262435  77871         9.00
15    346133I1  17203       43.62        70    II84564   78709 i      8.55
I6    3444I28'  19532       42.84        7     11 05855  79182        8.13
17    3424596   22674       42.08        72   Ioz6673  79234          7 72
i8    3401922   25802       41.35        73     947439   78817        7.32
19    33761201  26861       40.67        74     8568622   77884       6.94
20    33492591  27125       39-99        75     790738.  76400        6.57
21    33221341  27380       39.3I        76     714338  74342         6.22
22    3294754,  27629       38.63        77     639996,  71704        5.89
23    32671251  27879       37.96        73     568292: 68499         5.57
24    32392461  28128       37.28        79     499793i 64759         5.26
25! 32IIII8!  28383       36.6o        So     435034  60540        4.97
26     382735  28647        35.92        Si     374494! 55914         4.70
27    31540881  28924       35.24        82     3185801  50979        4.44
28    3125164   29215       34.57        83     267601i  45839        4.I9
29    30959491 29525        33.89        84  i 2217621 40614          3.96
30    30664241  29856       33.21        85     181148; 35425         3.74
31    3036568   30208       32.53        86     1457231 30387         3.53
32    3006360   30585       31.85        87   1 II5336   256II        3 33
33   2975775   30990        3I.I7     j 88       89725i 2II86         3.14
34   2944785   3I420        30.50        89      68539  I7184         2.97
35   2913365   31886        29.82        90      513551  13652        2.80
36    288I4791  32379       29. I5       91      37703i io6II         2.65
37   2849100o  32905        28.47                2709      8060       2.50
38    28I6195  33464        27.80        93      I9032.  5977         2.36
39    27827311  34053       27.I3        94      13055    4321        2.23
40    27486781  34678       26.46        95       8734    3043        2.1
4I   2714000   35334 |   25.79           96        5691    2oS3      2.00
42    2678666   36024       25.I2     1 97         3608    1386       1.89
43    2642642j  36743       24.46        98       22221    894        1.79
44    26058991 37495        23.79        99        13 28    559       1.69
45    25684041  38272       23.I3        o00        769     338
46    2530132   39077       22.48       101        431      I98
47    2491055   39908       21.82       102        233      III
48    2451147  40759        21.17    1 I03         I22       6
49    2410388   4I629       20.52       Io04        6I       31
50    23687591 42514         I9.87    Io05         30,      I6
5I   2326245[ 43412         19.22       io6          I4,      8
52    22828331  44315       18.58       I7,  61       3
53    22385181  45219       I7.94       108           3!      2
54   2193Z99_ 46II9         17.30      l Io9         I        I 




XII. FARR'S ENGLISH  TABLE No. 3.-MALES.*
Age.  Living.  Dying.  Expectation.   Age. Living.  Dying.  Expectation.
0    51745   83719         39.91    i  55    209539    5144         16.45
I    428o26   27521       46.65         56   204395    528I         I5.86
2   400505   14215        48.83         57    199114    5428        I5.26
3    386290 i 9213        49.6I         58    193686    5584        14.68
4  i 377077    6719        49. 8I       59    I88Ioz    5752        14.10
5    370358    5033       49.71         60    182350    5929        13.53
6    363325    3953        49-39        6I    176421    6II8        I2.96
7    361372    3310       48.92         62    I70303    6314        12.41
8    358062    2734       48-37         63    1639S9    65I5        II.87
9    355328    2297        47-74        64    157474    6720  11.34
10, 55303I    I983        47-05        65    150754    6921       Io.82
II    351048    1776       46.31         66    143833    7II5  1   10.32
12    34927Z    I 666      45 54    1  67    I36718    7297           9.83
13     47606    1637       44.76         68    I2942I   7458          8.36
I4    345969    I679       43-97         69    IZI963    7593         8.90o
I5    344290  1 781        43.IS         70   I114370    7695  1    8.45
I6    342509    I928       42.40,  71    I06675    7756           8.03
17    340581   2112        41.64, 72      98919    7770         7.62
IS    338469    2320       40.90         73     91149    7733         7.22
I9    336149    2541       40.7    11 74        834I6    7639         6.8S
20    333608    2764        39.48        75     75777    7483         6.49
21    330844    2801        38.S0        76     68294    7268         6.15
22  1328043    2836         38. I3       77     61026   6990          5. 8
23    325207    2868        37.46        78     5403(    6655         5 5I
24    322339    2897        36.79        79     4738I   6266          5 2I
25    319442    2926        36.12       o80     4II5    5832          4.93
26   316516    2954         35.44 8I            35283    536I         4.66
27    313562    298I        34.77    I  82      29922    4862         4.41
28    310581    3009        34. T        83  1 25060    4349  i    4.17
29    307572    3038        33 43        84     207II    3834         3.95
30    304534    306S        32.76     I 85      16877    3328         3 73
3 I    301466    3ICO     32.09    I  86       13549    2840         3 53
32    23 366    3134       3I 42        87     10709    2384         3 34
33    -5-32  3171          30-74         88      8325    I965         3.I6
34    29206I i 3211         30.07        89      6360    1590         3 00
35    288850    3254       29.40         90      4770    Iz260o       2.84
36    285596    3300        28.73        9I      3510     979         2.69
37    282296    3 3352     28.o6         92  1  2531      744         2.55
38    278944    3406       27.39         93      1787      553        2.41
39    275538    3465       26.72         94      I234     401         2.29
40    272073    3529        26.06        95       833      285        2.17
41    268544    3596        25.39        96       548      I96        2.06
42    264948    3668  i   54-73          97       352      132        1.95
43    26i280    3746        24.07        98       220       86        1.85
44    257534 1 3826  1   23.4I    1  99           I34       55        1.76
45    253708    3912        22.76      i100        79       33  |.68
46    249796    400I        22. II      10 IOI     46       21
47    245795   4~95         21.46       102        25       II
48    241700oo  4192       2zo.S        103        14        7
49    237508    4292        20.17       I04         7        3
50  1 233216    4395        19.54          1        4        2
51    228821    4626       18.90    I   6           2        I
52    254195    4758       1 8.28       107          I
53   219437    4885         17.67       108         0       0
54    214552    5013     1 I7.o6        I09
~ Dr. Farr's English Life, Males, No. 3, has recently been adopted by the
Legislature of New York as the basis of annual valuations of life policies by
the New York Insurance Department-interest assumed at 5 per cent.




TABLE OF HEIGHT AND WEIGH T.*
The following table shows what the best authorities regard as the most desirable Proportion of the Height of Individuals to their
Weight.
HEIGHT.                                                                                                                                                WEIGHT.
Ft.  In.                                                                                                                                                  Lbs.
5    1...........................................I Z                                       0.....120
5      2................................................................................. I25
5      3.................................................................................30
5    4..................................................................................35
5      6......................................................................     43
5 7..  1I40
5      7...................................................................4........                                                              548
5.1................,                                                                                                                                 48
5    9...................................................................................55
5 Io................................................................................... I6o
5 II........ I65
6    oo....................................................................................70
* Compiled by Minturn Post, M. D., and Isaac L. Kip, M. D., Medical Examiners to the Mutual Life Insurance Company of
New York, from observations upon the proper proportions of height and weight among American lives. This differs slightly from
the English standards. It is substantially the same as those adopted by most of the American companies. Of course it is not expected
that this proportion be adhered to in taking risks. It is only considered as the most desirable proportion.




SHORT RULE FO R EXPECTATION.
It may be convenient to know the expectation of litfe when one cannot have access to the tables. Either of the following simple
rules, though only an approximate estimate, will give a result sufficiently accurate for ordinary purposes:
From 14 to 25 inclusive deduct the age from 100; half the balance is the Expectation.
"   26 " 30               "          "       98         C.
" 31 " 40.       L " 96 "
"41 " 50.       "       92         C              ".
51 "60                              C.. 90                           C 
Or deduct the age of the party, whatever it may be, from 80, and two-thirds of the difference is the Expectation.




DISCOUNT TABLE.*
Present Value of One Dollar, due at the end of any number of Years not
exceeding Ioo.
End                                      End
of  4 per Cent. 5 per Cent. 6 per Cent.   of  4 per Cent. 5 per Cent. 6 per Cent.
Year. )                                  Year.
I.961538.952381.943396  9  5I. 35301.083051  i.051215.2 924556.907029.889996     52.130097.079096.048316
3.888996.863838.839619        53.125093.075330.0o4S582
4.854804.822702.792094      54.120282.07I743  1.043001
5.821927.783526.747258      55.II5656.o68326.o40567
6.790315.746215.70496I       56     I.I207.65073..038271
7.759918.7Io68I.665057       57     IO0930.061974.036IO5
8.730690.676839.627412       58.102817.059023.03406I
9.702587.644609.591898      59.098863.056212.032133
Io.675564.613913.588395       60.095060    o053536.030314
I.64958I.584679.526788      6I.           o09404.050986.0o28598
12.624597.556837    496969        62.087889.o048558.o26980
I3.600574.53032I.468839  1  63.o84508.o46246.025453
I4    *577475.5r5o68  1.442301      64.081258.o044044.024012
15.555265.481017.4I7265      65.078I33    04I946.o22653
I6.533908.458112    393646      66.075128    o039949  1.021370
17.513373.436297.371364        67.072238.o38047.o2oi6I
I8.493628.415521.350344       68.0o69460.036235.o19020
19.474642.395734     330513  1  69.066788.o34509.018943
20.456387.376889.311805       70.064219.o32866.01oi6927
21. 438834.35894.58942  294155  71.o6749.31301.oi5969
22.421955.341850.277505        72.059374.029811.oi5065
23.405726.325571,261797  1  73.05709I.028391.014213
24.390121.310o068   246979      74.o54895. o7039.01340o8
25,.375II7  1.295303     232999      75.o52784.025752.012649
26  |.36689.28124I.219810         76.050754.o24525.011933
27.346817.267848'.207368    77.048801.023353.oI258
z8.333477.255094.195630, 78.046924.022245.oio62o
29.320651.242946    1I84557      79.o045120.02II86.OIoo09
30.308319.231377.174110      80.043384.020177.009452
31.296460.220359. I64255  8.04716.19216.008917
32.285058.209866.154957   j 82.040111.08301.008412
33.274094.I99873.146186     83.038569.017430.007936
34.263552.I90355.137912! 84.o37085.oI6600.oo7487
35.253415.I81290.I30O5     85.o35659.015809.007063
36.243669  lI72657.I2274I         86.o034287.OI056  i oo666;
37.234297.i64436. II5793  87.o32969.oi014339.oo6286
38.225285.I56605    1.o9239  1  88.o37o..01oi3657.00oo593o
39.216621.I49I48.103056       89.030481.OI3006.oo5595
40  1.208289.142046.097222     9.o29309.012387.005278
41.200278.I35282  1.091719      91.028182.011797.004979
42.I92575.28840.086527       92.o027098.011235.004697
43.8568.22704.081630          93.o026o56.010700.0oo443
44.178046.ii686i.077009       94.025053.010191.004181
45.171198.II297.072650o    95.024090.009705.oo3944
46.1I64614.105997.068538      96.023I63.009243.00372I
47.158283.100949.o64658       97.o22272.008803.0035IO
i8.152195.096142.o6o09 98 98.26.oo8384.003312
49.146341.091564.057546      99     020592.o007985.003124
50.1*407  I.o8704.054288      00oo.019800.007604.002947
* This Table shows the present value of future payments of One Dollar for any
number of years to Ioo, and will prove useful both to the student of the science
and to the solicitor.




COMPARATIVE MORTALITY TABLE-I.
Showing how many Persons will survive each Year out of the number starting in
the Year of life indicated by the several Tables.
Dr. Farr's             Adjusted           Dr. Farr's             Adjusted
English   Actuaries, Experiece            English   A          Experience
Life.                  of       Age.    Lite.                     of
Male No.3..            Mut. Life.*       Male No.3.             Mut. Life.*
0    511,745                             55    209,539     63,469      65,z208
I    428,o26                            56    204,395      62,094      64,122
2    4o0,505                             57    I99,114     60,658      62,991
3    386,290                             58    I93,686     59,I6I      6i,8o6
4    377,o077                            59    188, 02      57,600     60,559
5    370,358                            6o    182,350      55,973      59,24Z
6    365,325                             6     176,421      54,275     57,843
7    361,372               6z    170,303                   52,505      56,3 58
8    358,o6z                             63    i63,989      50,661     54,780
9    355,328                             64    I57,474      48,744     53,105
10    353,031   I00,000    100,000       65    I50,754      46,754     51,331
t1   351,048      99,324      99,259      66    I43,833     44,693      49,453
12    349,372     98,650      98,520      67    136,7I8     42,565      47,475
13    347,606     97,978      97,782     68    I29,421      40,374      45,393
14    345,969     97,307     97,045      69    121,963      38,128      43,200
5    344,290     96,636      96,309      70    I I4,370     35,837     40,896
16    342,509     95,965      95,574      71    106,675     33,510      38,469
17    340,581     95,293      94,840      72     98,919      31,159     35,930
8    3 38,469     94,620      94,1 I07    73     9I,149      28,797     33,307
19    336,149     93,945      93,375     74      83,416     26,439      30,577
20    333,608     93,268      92,644      75     75,777  1  24,100
21    330,844     92,588      91,912      76     68,294     21,797
22    328,043     91,905      91,180      77     6i,o26      19,548
23    325,207     91.219      90,447      78     54,036      17,369
24    322,339     90,529      89,714      79     47,381      15,277     17,669
25    319,442     89,835      88,980      80     41,115     I3,290
26    316,516     89,137      88,245    8i       35,283      11,424
27    313,562     88,434      87,510  1     29,922           9,694
28    310,581     87,726      86,774     83      25,060      8,1.
29    307,572     87,012      86,037     84      20o,7II     6,685       7,732
30    304,534     86,292     85,299  8|          16,877      5,417
3I    301,466     55,565     84,56I      86      I3,549      4,306......
32    298,366     84,83I     83,822      87      10,709      3,348 
33    295,232     84,089      83,083  1  88       8,325      2,537  1
34    292,o61     83,339     82,343      89       6,360    1,864         2,156
35    288,850     82,58      81,603      90       4 770,39 
36    285,596     81,814     S0,863      91       3,510        892......
37    282,296     81,038      80,123     92       2,531        570......
3S    278,944     80,253     79,385  1  93        1,787        339
39    275,538     79,458      78,649     94       1,234         184        21 3
40    272,073     78,653      77,917     95         833          89......
41    268,544     77,838      77,19I1    96         548          37
42    264,948     77,012      76,470      97        352          13
43    261,280     76,173      75,753      98        220           4
44    257,534     75,3I6      75,034      99        134           I          I
45    253,708     74,435      74,305    100          79           0          0
46    249,796     73,526      73,555   1 01          46
47    245,795     72,582      72,771    o02          25
48    241,700     71,601      71,947    103          I4
49    237,508     70,580     71,080    104            7
50    233,216     69,517      70,172  105             4
51    228,821     68,409      69,231    io6           2
52    224,195     67,253      68,265    107           1
53    219,437     66,046      67,275    108           o
54    214,552     64,785      6,257  1
* This does not by any means give the exact mortality experienced by the Mutual Life Insurance Company.




COMPARATIVE MORTALITY TABLE-II. *
Showing the number expected to die out of i,ooo persons entering each year, according to three English and one American Experience Tables; also, in the
fifth column, the number actually dying, as proven by the Massachusetts Commissioners' observations among insurea lives during seven years —1859 to I865.
Mutual Life. Massachusetts
Age.       No.           Carlisle.    Actuaries.      General      Experience.
Experience.    7 years.
2;         9.20           73I 7.77    1    8.26                       7.o0
z6         9.38           7.36          7.88           8.33           6.69
27         9.55           7.76          8.00           8.41           6.59
28         9.74           8.69          8.13           8.49           6.74
29         9.93           9-82          8.2            8.57           6.8o
30       IC.I3           10.10          8.42   8.66           7.42
31        I0.34       ]0.20             8.57           8.74           8.01
32        10.56          10.13          8.74           8.82           6.76
33        1o.8o0          0.05          8.91           8.91           6.o5
34        II.o05         10.15          909            8.99           8.14
35        11.33          10.25          9.28           9.07           7.43
36        II.62          10.55          9.48           9.15           6.34
37,    I.94           Io.85          9.68           9.2           6.56
38        12.29          ii. 6          9.90           9.27           8.12
39        I2.65          II.87         16.13           9.3            8.51
40        13.06          13.05          10.36          9.32           8.68
41        13.48          13.77          Io.6i          9.34           7.83
42        13.94          14.37          10.89          9.38           8.40
43        14.44          14.58          I1.25          9.49           7-09
44        14.97          14-79'          I.69          9.72           9.49
45        15.54          14.80          12.2I         10.10           8.53
46        I6.I5          14.8I          12.83         Io.66           9.74
47;      6.I8    14.60          13.51         II.33           9.19
48        17.49          13.93          14.25         I2.05          10.2Z
49        18.23          I3.68 0         5.o6         12.77           9.59
50;9.02          I3.41          15.93         13.41           9.73
51        20.42          14.29         16.89          13.95          IO.I4
52        21.45          15.20          17-94         14.51         Io.63
53        22.51          16.I4          19.09         15.13          13.13
54        23.64          I6.89         20.31          15.83          14.34
55        24.85          17-92         2I.66          I6.66          12.07
56       z26.17          19.00         23.12          17.64          13-30
57        27.63          20.89         24.67          I8.8S          16.46
53        29.25          24.2C         26.38          20.17          17.04
59        31.05          28.27         28 24          21.75          19.77
6o        33.05          33-48          30-33         23.6I          20.95
6I        35.29          35.78          32.6I         25.68          20.79
62        37.77          37-40          35.12         28.00          18.92
63        40.53          38.25          37.83         30 57          27.48
64        43.60          39.77         40.82          33.40          25-55
65        46.98          41.o08        44.08          36.59          35-13
(,6       50.71          42.50         47.6I          40.00          30.07
67        54.83          44-38          5I.47         43.86          40.15
68        59-33          46-45          55.63         48. 3          42.65
69        64.25          49.10         6o.08          53 33          33-05
70        69.62          51.64         64.93          59.35          68.oo
99    1       1 1000.00         1 I000.00    1 0006. 00
* As it will be interesting and instructive still farther to show the results of observations upon AMERICAN lives, in comparisca with other calculations made in
England, we append two other Comparative Mortality Tables.




141
COMPARATIVE MORTALITY TABLE-II1.
showing the number of deaths in the year following each year of age from
twenty-five to seventy inclusive, out of one thousand persons living at
each of such ages, according to the experience of the three several Tables
of mortality known as the Carlisle, the Actuaries' or Combined Ex.
perience, and the English Life, compared with Mutual Benefit
Tables.
aGos       AE   Deaths in next y'r Deaths in next year Deaths in next year Deats in next year
Lvin,    A     MG.   Mutual Benefit.  Carlisle.  Actuaries'.    English Life.
000    25          4.24          7. 3I         7.77          9. 20
00ooo    26       10. 29         7.36          7.88          9.38
00o     2 7        9.91          7.76          8. 00oo       9.;
ooo    28          8.42          8.69          8.13          9.14
Ioo0    29         8-.32         9.82          8.27          9.93
1ooo    30         6.98         10. I0         8.4Z         10. 13
1000    3 L        8.z8         0o. 20         8.57         10. 34
ioo     32         9.80         10.  3         8.74         Io. 56,ooo    33         8. 8         10.05          8.91         10.80
ooo     31         9.71         10.15          9.09         I1.0r
1ooo    35         752          10.2O5         9.28         11.33
1000    36         8.69         10.55          9.48         11.62
000ooo    7        9.74         Io. 85         9.68         11.94
o000    38         8.91         I. 6           9.90         1. 29
1ooo    39         10.21        II.87          10. 13       12.65
100ooo  40         7.58         13.05         I0. 36        I3.o6
1000    41        I2.01         13.77         io.6I         13.48
oo000      2        8.24         I4. 37       I0.89         13.94
I000    43        12.03         I4.58         11.25         14.44
1000    44        11.38         I4.79         11.69         14.97
000    45         10. II        I4.80         I2. 21        15.54
Iooo    46         8.33         14.81    I 12.83             6. I5
1000    47        I2.63         14.60         13.51         I6.8o'ooo    48        I2.6o         I3.93        I14.25         17.49
Iooo    49        11.J3         13.68         I5.o6         I8.23
1000    50        16.30         13.41         15.93         I9.02
oo000    51       14.09         1429           6.89         20. 42
I000    5         11.25         15.20         17.94         21.45
I000    53         9.50         16. 14        19.09         22. 51
1000    54        I5.27         16.89         20.31         23.64
1000    55        12.95         17.92         21.66         24.85
1000    5 6       20.69         19.00         23.12         26.17
ooo000    5 7     21. 76        20. 89        24.67         27.63
1000    o8t       19.58         24.20         26. 38        29.25
1ooo    5 9       21. 13        28.27         28.24         31.05
1ooo    60        26.67         33.48         30.33         33.05
1000    6 1       28.24         35.78         32.61         35.29
ooo0    62        26.03         37.40         35.12         37-77
0ooo    63        17.76         38.25         37-83         40.53
1ooo    64        I7.59         39-77         40. 8         43. 6
00ooo   65         6. 55        4I.08         44.08         46.98
1oo0     66       40.98         42.50         47.61         50.7I
Iooo    (7        34.31         44.38         51.47         54.83
Iooo    68        53.89         46.45         55.63         59.33
rWoo    69        23.08         49.10         60.o08        64.25
booo    7 )       26.78         51.64         64.93         69.6z._.                




ORIGIN AND BUSINESS OF COMPANIES,
IN    EW  POIGCIETS, (ist line)  TOTAL  INCOMEE, (zd line) AND  TOTAL  ASSETS, (3d line)
COMPILED FROM ORIGINAL SOURCES EXPRESSLY FOR THIS WORK.
FROM 1843 TO 1866.
1843.            IS44.            1S45.           1846.            1847.            1848.
Mutual of New York................ 476 13                                                                                                   04.........  I,466  92505
{  476  1686i6,5        8     $55%298 56    $758,473 14.............              343             459              435              46I              413 3
New England Mutual..............................                $25,697 00        49,112 00        72,209 00        94,I47 00       I06,936 00       1..............       $I8,626 oo        63,369 00       104,313 00       I70,339 0oo     223,995 00......................... 693                 2,3 6            1,847            1,406
Mutual Benefit.........................................                           264,661 3I       308,923 7I       345,810 51...........................................         98,724   51    444,314   82     673,362   96............................              449              632              796            1,821
New York Life...........................................      22,688 64        48,012 05        73,626 93        49,624 26......................................................................... II4,437 58............................               530              439              538              376
State Mutual......................................       6,703 26        30,653 67        49,220 50          39,244 I6.............................:   66,703 26           97,356 93       146,577 43       176,853 59,.....................892                                            2,751:on1necticut Mutual...............,.*                              t...................i * - - - - - - - -----   i1  - -— | —-------- 58,416  00  187,142 00.............................................. -...........  92,6I2   0o   I84,959   00




I    1,546            2,259            1,783            g902o             547
Union Mutual.................               Organized.        $182,895 23    $173,169  c9    $177,310 39    $182,758 8I    $169,903 II..............            408              539      1,I6l              575              422
United States.......................                             31,651 00        51,417 00        90,457 00       I00,802 oo       I03,424 00.............  7,980 00  I42,551 00  178,o63 00   206,2II  00      238,684 00
953             964              626              6i 
Manhattan..........................                          Organized.  1       71,5I5 17        97,922 48       98,I49 48       148,332 38.............       I40,773 97       I96,863 5I      246,532 13       319,721 93.............              384             28I              184              272              I80
National, Vermont.................                  I4,2I6 4x        20,080 6I        24,813 12        31,999 75       32,558 28
8,645 62 I6,177 I7              28,087 75        44,741 54        62,027 84
Charter Oak........................' Organized......54,750 29                                                     986  33        9529. tn.........................................................  1
~tna...... 1.. Oraie.................................... olEtnaitl — r*-a —. —.*d..............                         Organized..............                            335              513              923
Pheenix Mutual.....................  K.............   Organized                                     9,762 60        23,723 43       34. 676 41'..........                   112.       92             455
Berkshire........................................   Organized.       4,312 3,20  36        2.8 44  39
t Total for the five years, 1843 to 1847 inclusive.  $ This includes Guarantee Capital.




ORIGIN AND BUSINESS OF COMPANIES-CONTINUED.
1S19.           1850.            18531.         852.                   1853.        4.
312            223             202
Massachusetts Mutual..................................    Organized.        $,532 22        $I2,696 06      $7,326 37
(......I.......10.................... |* $0Io5,o031 45    $I08,397 20   $II6,704 79
393             276
Knickerbocker........................................       23,839   6      39,04 84.......................................    I27,152     IO   14,070    74
1,755          1,363             978           I,060          1,260           I,568
Mutual of New York..........................o.  $471,I89 39    $530,906 38    $544,60I I6  688,123 46    776,227 6i      780,798 7
$1,000,439 6Z  $1,280,088 46  $I,592,655    2,018,775 6I   2,444,684 8I   2,734,485 31           F
England Mutual.557           335             343/           488             502             453
New England Mutual................            30,220 00     T45,668 00      146,197 00o    167,992 00      190,812 00      220,780 00
258,673 0oo    344,6II oo      433,4I6 oo      539,30I oo    T649,380 00      629,827 00
I, 509 ~       747             499             496            512             463
Mutual Benefit......................       498,0I18 2I     538,36I 55      526,679 50      551,839 40     574,277 40      597,144 27
935,944 96   1,192,44I 66   1,38I,OO8 64   I,559,092 12   1,774,005 46   2,033,859 47
I,069          1,755           1,329           I,260            639             485
New York Life......................         I29,82I  36     275,809 47      321,782 72      356,242 47      384,558 40     367,357 65
164,368 88     320,58I 27      354,755 24      456,75I 00     636,678 92      814,044 95
315            I89             275             36I             227            141
State Mutual........................t        60,572 17       5I,275 51       60,573 17       59,828 oo      69,064 96       50,272 44
1I94,426 91    212,863 92      186,I48 29      197,503 88     228,982 9I1    250,63I 3I
4,243'          5,589          2,699           1,320            935             939
Connecticut Mutual..................        42,225 00o    693,905 co        742,816 oo      741,72 00     737,178 oo0    769,068 00
469,803 o~o     9I8,4o6 oc,  I,35I,036 00   1,701,673 00o  I,980,170 00   2,154,489 00




1855.          1856.   I                   I    1856..  5.       59.    1   1860o
1  g,698           2z,o04I,863           I,728          1,72I           1,701
Mutual of New York.................        $88,916 35 $1,045,235 17     166,732 97  $I,305,604 70  $1,445,95I 97  $1,539,575 75
$3,178,034 28  $3,787,945 76  $4,488,043 99  $5,188,933 42  $6,0o3,855 20  $6,989,856 74
(            5 I6            666             532             826          1,007           I,388
New England Mutual................          249,104 00      299,390 oo      330,568 oo     417,844 oo      467,508 00      580,805 00
768,984 00     964,418 00  I1,44,856 00:I,395,622 00   1,342,856 oo0  1,706,700 00
446            473             587             9I3           1,366           1,435
Mutual Benefit...................... 626,31S 35            645,366 27      695,017 99     759,853 36      876,817 53      977,067 74
z,230,005 47   2,484,5I2 IS   2,743,325 73   3,00I,920 91   3,400,582 39   3,812,558 50
474             706            711             626             887           I,024
New York Life......................         378,I86 14      408,223 27    474,191 32        495,76I 20     564,384 22      608,639 45
902,062 70   1,509,008 65   1,19,545 59    1,402,966 25   1,595,901 56   I,767,133 24 
134            177             256             175            192             I98
State Mutual........................         62,985 05       63,786 70       69,877 56       69,009 21      75,38I 6I       84,008 21
280,760 33     320,867 40      393,573 59      437,580 67      477,6I9 29     529,735 63
692            587             565             930           1,254          1,725
Connecticut Mutual..................        766,963 00      776,418 00      802,804 00      853,665 00     946,822 oo   I,077,138 00
2,271,837 00   2,473,037 00   2,706,765 00   3,000,523 00   3,370,001 00   3,889,411 00
Union Mutual.......................                376             34I             236             363            526             505
7Union Mutual.8 39,7 57       151,756 33      155,799 68      i65,I70 73     178,248 12
* These include the Capital (guarantee) of $Ioo,ooo.    t Only the net income is given in years up to I859.: Including surplus distributed in I853,'58,'63, and'66.




ORIGIN AND BUSINESS OF COMPANIES-CONTINUED.
1j 85.       I 856.             1857.          1858.            1859.          1860.
j             5041          1,277           1,004             814             808           1,039
United States...................... $I23,835 oo. $I5o,926 00    $I84,899 OC    $I96,22I co    $ 207,00o6 co    $241,274 00
$283,13I 00o   $34I,324 oo    $420,483 00    $497,290 00   $ 576,664 00    $701,482 00
4541            682             750             844           1,025             949
Manhattan..........................          194,030 280      29,531 83      317,0o5 88       324,811 76      35I,701 78'    472,368 62
380,566 67     498,534 96       606,509 27      708,684 76      87I,o08 07   1,039,820 96
154             326             299             176             255             281
National, Vermont..................    32,867 29              43,237 30        50,393 I4       54,532 92       61,772 90       77,395 I8
75,156 58      100,032 I4      I22,915 27      I55,994 20      195,758 57      228,I64 76
Charter Oak........................         I27,277 00       136,197 991    139,866 24        205,810 92      260,157 2I      277,I66 12..................................................?~tna.1:11:~~:....277'~:....1 } 9)';  4.....................................................................................
Phcenix Mutual.....................           44,160 28        50,373 96       58,815 48       59,332 6o       58,946 I2       57,999 21
n.............
2651            334             274             148             212             324
Berkshire..................               33,740 9       43,083 77        50,456 815      47,275 57       54,373 67       65,756 30
339            409              388             384;       822             890
Massachusetts Mutual............              29,683 01       43,802 91        56,446 431      71,570 55;    II4,828 87       I52,280 97
I26,233 85      Io0,475 05      184,202 10o    220,960 3I1    271,298 12        343,313 42




I6o                   I174                     167J                    253                     319                     357
nickerbocker.....................                                    37753  05              42,1 39  56             42,987                  50,252  42              772 72  31              78,1 99  78
i  150,2.62  95         171,3T2   71            188,3o9  76            2zc9,341  60             233,oz7  87            z63,508  20zo
N o rt h e st e r... I.......................:                 Organized.;
Northwestern...................................                                                           Organized..*277                    609
Equitable                                                                                                                                                               64........................  0 26,444   ool  76,070  00........................... *........................  120,772  0oo  6z,6I8  00
(............................, *-' —      147                     383
Guardin....................................... i...72..                        14 1,z73o8.............................. 1............. 13,736 08                                                        31,590  1o...................................................... 137115 71    142,586 42
W  ashington.........................................................................................                         I86
Washington...............-.................................28,298  6o..............                                                                                                    141,279   58 
t447
157,878  co
Genrman~ia................_...........                                                                                         1.94,545 4,72
* Five months.                  t Eight months,




ORIGIN AND BUSINESS OF COMPANIES-CONTINUED.
1861.           1862.    1   1863.              J 1864.         1865.            1866.
1,221i         I1,833           2,842           4,2I6           8,600          15,258
Mutual of New York.................    $1,593,732 14  $1,755,285 5I  $2,091,30o  62  $z2,849,866 Co0  $3,853,o6S 80  $6,217,035 88
$7,39,,98 $x4~I2~24 85 $17639296 97
8$7"39,768  i2  $8,9I8.J67 95 $io0,02og,264 Sl $11II790414 68 $14,II2,249 85 $          47639 296 97'oi             1,I364          1,607          Ix750           2z399            4,649
New England Mutual................         634,707 00      737,363 oo       814,222 00   1,10I  316  o   1,318,271 oo00  *,873406o6oo
2z,043904 00oo   2,372z946 o00 * 2,798,239 00oo   2,651,II6 00   3,362,986 8ol *4,508,876 oo
8941          I,740           3,5II           7,092           6,819           7,193
Mutual Benefit......................         950,638 20   1,104,955 59   1,528,791 44   2,486,706 56    3,50z2839 00   4,034,355 39
4,109,353 45   4,439,231 77   5,285,736 oo00   6,774,867 6o   9,049,539 60  II,627,984 73
1,201I 3,302                    4,675           4,905           5,138           7,296 
New York Life......................          6i2,549 80      894,280 99   1,162z,19  I9   1,729,811 I7   2,342,065 40   3,088,804 47
2,004,857 53   2,586,246 07   2,705,666 74    3,741,078 48   5,018S449 06   7,0o09o,092 25
129             I91             239             304             304..............
State Mutual........................          87,928 82       91,6oz02 64    Io5,668 64        30,035 13      129,436 58..............
57I,038 20      593,797 I7      639,525 08      7II,472 29      669,399 08.............
I, 156         2,285           5,672           8,8 1          10,063          14,1 38
Connecticut Mutual..................       1,117,500 00   1,345,477 00[  1,809,713 00   2,938,562 00   4,1I74,245 00  t5,339,535 00
4,358,009 00   5,008,849 00   6,030,544 00   7,918,896 oo  10,104,209 oo0  13,316,275 00
436             3341          1,030           1,834           2,593           3,228
Union Mutual......................           I79,827 46       80,840 14      246,319 I8       398,720 6i      394,042 81   I,77,833 00......................I.......      852,088 41    1,094,609 43   11530,877 I7   2,188,429 20
710            665i,o085          1,315           1,320           1,958
United States.......................        237,754 00      257,079 oo      314,470 00      424,682 oc      540,578 0co     73,060 co00'  804,852 00   876,0o67  ol  1,052,01I 00oo   1,304,828 00   1,600oo39 00   2,005,702 09




812          x1,461           1,664           2,140           2,555           3,717
Manhattan...........................   493,549 03             539,567 36     752,40I 38      973,534 02   1,281,597 21   I,7Io,635 00
1,174,800 40   1,350,467 28   I,548,849 22   1,991,225 23   2,619,190 80   3,525,877 oo
128             170             248             468             46I             450
National, Vermont...................          68,36I 13       79,943 49       88,348 54       II5,832 47      I39,118 55      I63,094 02
254,706 88      292,549 07      348,591 69      405,034 91      439,127 48      524,928 42
1- Charter..a.........................                                                  92I                                             834
*-.                                              230,167 38               9             921           2,245           4,946             834
Charter Oak...................              23                              247,888 54      447,591 33       571,978 80   1,742,844 00...........................       657,387 29      948,215 81   I,482,70I 84   2,580,049 00
j  589          804          1,822            4,577           8,815          14,189
JEtna..,,,.,,.,,. 4. 78,533 67   94,878 07  199,952 40  980,755 52  I,686,8I3 6I  3,521,930 80
28,263 65      3Io,492 04      43I,236 02      881,578 72   2,o36,823 05   4,40I,833 86
426     604             9I8           2,297           4,302..........
Phnix Mutual.......................    59,453 83             74,300 77       I18,820 58     I83,o05  89 3779706 39              848 607.(..........................     353,993 94      472,355 I5      819,284 71   1,457,3I4 00
237            I149            107             308             388             589
Berkshire.....                      70,220 48        75,24 66       92,850 54       135,7I0 65      I40,400 24      273,203 00..............  317,545 54..............   390,004 41  506,014 46      677,898 00
82I             603             771           1,388           2,478           3,107
Massachusetts Mutual............... i    I83,684 79          200,362 97      246,532 02      346,25I SI       536,331 07      761,776 81
(  440,581 08   475,094 58      604,898 41      742,990 98   1,111,910 62   1,597,565 43
(  306           55             886,249           2,447           5,422
Knickerbocker..........      t t          s 72,500 74         92,624 19      158,I46,53      229,709 89      293,253  49     953,982 00
(  272,481 72   291,695 92      394,309 831    547,56  56       853,709 I0   1,579,145 00
Including surplus distributed in I853,'58,'63, and'66.  t For eleven months only, to 31st December.    $ December 3Ji.




ORIGIN AND BUSINESS OF COMPANIES-CONTINUED.
1861.          1S62.           1863.          1S64.           1865.           1S66.
(  678       1,230           i,60o          2,844           3,268           7,245
Equitable...........................       0Io3,429 oo   $181,378 00      30o8,o60 oo    $579,079 oo    $971,505 co0  2,069,070 00
$210,636 oo   $332,298 0oo    $584,714 00  $1,017,977 oo $ x,648,486 oc  $3,o77,788 00
Gad         257            688           1,048          I,900           2,804           2,I92
Guardian...........................         41,322 05       6I,821 35      II7.291 39     265,532 62     413,305 53      582,61o 37
I63,I51 90     184,234 63     210,266 44      335,817 17      513,818 13     737,413 66
225            362             512            919           1,306           1,838
Washington.........................         45,543 89       71,493 93     101,456 I5      187,718 07     260,646 93      359,528 63
I56,299 85     200,722 55     267,462 79      369,567 51      530,097 36     727,129 99      C
[            903            778           2,182           2,2891         2,o69             798
Home..............................          88,200oo       137,236 00     259,609 oo      393,708 ool    493,021 00      746,434 00
199,478 00o    277,305 00     418,329 00      627,910 00o    890,029 00      453,95I 00
284            722           2,382           3,071          4,623          5,007
Germania........................            39,571 98       58,326 43      I37,I34 72     250,374 o8     442,521 70      743,746 29
202,471 69     260,885 43      335,342 13      500,411 49     800,230 39   1,240,299 65'..............            211           1,888          1,403           2,I34          3,328
Security..........................                        23,423 00oo    80,538 00       49,411 00      323,827 00     603,65I oo..............     122,857 00      160,092 00     249,831 00      425,027 oo     757,398 00................                       I,040           1,236          2,368           3,790
North America.................................    Organized.        125,474 07      229,671 I8      649,579 84   1,303,566 6I.60,853 12     285,142 05      706,742 63   1,539,019 26




................          140                      531                      596                      715
John  Hancock..........,...........................    Organized...........................................    $286,o67  0
Organized.                                                                        $286,067 00,.,..,~........... a               o...........I.  $1I5,257 54    $207,515 42    $318,650 42    $524,506 00..........................................,039  2,763           3,o051
Globe  Mutual.............................1...............: 2 2       133,965  13             417,737  29               672,429  07.......................................            2I8,384  27              469,009  I2              789,248  6z............................................                          I05                   1 093                    1,582
0o5                   1,9o 3                   1,582
W idows and Orphans............................................................                                   I7,259        I9       107,138      7~ 248,957  00...........................................               231,538  76              306,814  oI              530,839  oo.............. I..................         *                        72                      525                   I)524
Ws.............                       72                          525 0,524
Continental (Conn.)..........................................................                                          6,039  99              6I,499   74    1         95,6I   9  50.......................................................................            490,013  59...   -.......................................                                          I7                     482                      706
National(N. Y.)...............................          96,70   78               58,8        63.........................11.............................                                        182,309  32              206,707 47
272                     807                    0,207..........................................                                     60,738  10              218,091  I8              404,411  52
(...............................................                                           656                  1,555
Universal........................................0.......................................                                                      71,694  90             227,836  45................I...........................................                                         243,360  41              315,904  22
Connecticut General.......................................... * 568    43                                               65524    83............................................................. 1I2,447  56                                                      543,424  86
Continental  (N.  Y.).3.......................................................................  238,092  00..From.cto r I           3..............t............................1..............                           73,299  00
* From October I, i865, to December 3I, I866.  t Commenced business October l, I865.  tt8 months.




ORIGIN AND BUSINESS OF COMPANIES-CONTINUED.
1S61.                  1862.                    1S63.                 1I64.                    186 5.                 1t S66.
Great Western......................8,83  00
$55,539 oo...................................................................          $55,539        00
American  Popular.........................                                                                                                                                              50,829  00..................................................................                                                    I49,676 00
Atlantic Mutual.....................                        I                                                                                                                                7, 96       5
New..................-............................ 48,I50   72...............1.......................................                     I75    *  8 57
752
New  York  State.............................................                 8,     5..........   I................................................................                                15     6 I 6,I2 
Provident(Phila..... ----—.........................55765    5
*857
New  Jersey  Mutual......................................                                                                                                   Organized.                        577  92.......... sice.....t.   8..............             166,1742  95..528
Provident (Phila.)...................                                                                                                                                                        82,53. 70............................             205,528  31
~ Total since organization.    1 Incorporated third month 22d, x865.  Commenced business seventh month, x865,




NOTES
To the foregoing Records of the Business of Companies.
NOTE i.-Where the word 1" organized," in the totals above, does not appear, the organization took place during the year under
which the figures first occur.
NOTE z.-From the impossibility of getting statistics, no companies are embraced in the foregoing which are not doing business in
New York or Massachusetts.  This is the only full tabular statement that has ever been compiled; and, like all the book, it is copyrighted.
These tables are a study, and, in many respects, are valuable and suggestive. As will be seen, they have cost not a little of labor and
careful painstaking.








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