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Ti CAPITAL CITY INSURANCTZ COMPANY
Written by:
Edited by:
Miss Grace :licCune
Area 6 Athena
Ara. ,-,arah H. iall
Area 6 Athens
and
John N. Booth
Field aupervisor
Federal Writers' Project
Areas 6 and 7
Auguste, Georgia
July 10, 1959
April 14, li•39
June £0, 19
July 7, 1939
J.H. Robertson (Negro)
Samaritan Building
West Washington Street
Athens, Georgia
Manager, Atlanta Life
Insurance Company
THE CAPITAL 1TY IN AICE COMPANY
The young Negress, who sat at er desk in the
reception roam of the Capital City Life Insurance Company's
local office, was industriously thumbing through a sheaf of
papers when I entered. She stocd up et once when she saw me,
and when I expressed a desire to talk with the manager of the
office, he said, "Just have a seat, and see if Lie is
busy."
.its she left me to open a door marked "PRIVATE" I
noticed her straightened nalr, combed back from ter very black
face and arranged in a smooth coil on the back of ter head. Her
neatly fitted frock was mede on the tailored lines of appropriate
office costuming for women.
he returned pro ptly, saying, "Mr. Smith will see you
now." led the way, and on entering the small private office I
sow a young Negro man dressed in an impeccably tailored and fresh-
ly pressed dark blue business suit. "I'm Sem Smith," he greeted
me, standing beside his desk, "What can 1 do for you"
he leuFqed when asked him to relate some of his ex-
ams an insurance man. "v,e
penances end problems in his occupation
do have a good many problems," he admitLed, "and our experiences
might fill a good many books. Llut first, won't you rave a seat':"
Be saw that I was comfortably seated before a table, then began
his story.
"Maybe you'd better start asking me questions, for I
don't know just whet it is
at telling things anyway,"
"Then tell me
you rant, and then, I'm not very good
he suggested.
about your early life," I replied.
"Well," he said, "I was born ilallftmiWksim4.a small
town in south Georgia, in 1906. The folks down there may not
consider it so *mall they even have a daily paper there but
after spending so many years in Atlanta and Athens, and visiting
other larger cities, I came to realize that I ea from a small
town. My father worked at sawmills and consequently was away
from home much of the time, for when one lot of timber was out the
sawmill had to be moved to another tract.
"One of my earliest reoollectione is my determination
to earn money. I wanted to have my own money and to be independent.
I hardly know just how old I was when I began work as a bootblack.
It's really surprising how many nickels and dimes a small boy can
earn blacking shoes. During my grammar school days I was on the
lookout for any little aorta by which I could earn money between
school hours. After finishing grammar school in Moultrie, I began
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high school studies at Amerious Institute in Americus, Georgia,
but after one school year tilers I went to Morehouse College, in
Atlanta, were I completed high school studies, and I remained
there until I graduated from college. About twenty percent of
.the students at Morehouse did part-time work to earn some of
taeir expenses. I was one of that group, and I also began the
fell term every year with quite a tidy sum saved from wages and
tips paid me at summer resorts during tno vacation period. I
waited on tables, did bellboy service, or 'most anything that
came to hand at summer hotels.
"When I finished college my plans were already
definite. I wanted to go in the insurance business, for I could
think of no other field that offered as promising opportunities
to a young man of ay race.
"I didn't step out of college into a high salaried
executive job. My first work WII6 the humblest that this business
has to offer. I was an agent's helper. That means I made the
rounds with the agent to keep up with the literature that was
distributed for advertising and selling insurance. I wasn't al-
lowed to do any collecting and neither could 1 try to sell any
was
insurance until I/promoted to the job of assistant agent. Even
than I was given long and careful training by the agent before I
was permitted to discuss any matter of collection or selling with
a policyholder or a sales prospect. It takes someone who is
plenty interested in insurance to stick through the long
training period that begins with the lowest chore of our work
and takes in every detail of our routine just as rapidly as the
learner can attain the degree of efficiency required of our agents.
"I can tell you it wee hard on me during my first ex-
perienoe in trying to keep up the quota required of all agents
and their assistants. There were days when it seemed impossible
to make even a small increase in the volume of sales and collections.
I wo ild have given up then but I very well knew it wes only by
means of bring'ng in more business than the other agents that I
could hope for promotion, and I was firmly determined to get it.
The agent with me knew I was doing my very best and that I wanted,
more than anything else in the world, to make good at insurance
work, so he did everything in his power to encourage and assist
me. It was his kindness and understanding that enabled me to
successfully pass through the trying -eriod of training.
"When dark came, the other agents would call it a day
and they would go out for en evening of pleasure and frolicking
around at dances and shows, but I worked right on. That was my
time for contacting those of our people who couldn't be reached in
the daytime because of their jobs. It was this night work that
enabled -re to pile up a higher total of insurance sold than the
others in my alstria, and eight years a; -o it won me my place as
manager.
5
"Now we have a regular training school for young
men of twenty-one and over who want to enter the insuranoe
business. We take twenty or thirty of them and start training
the group. They don't have to have college education for this
work, for we teach them according to our own ideas. Do you
know that some of the best executives in the insurance business
are nen that never finished hie school, and some of the top-
notchers never even finished grammar sohool? Education is a
great thing, but that old school of experience beats 'em all, be-
cause that's where you have to work for yourself. That's one
school that will mike you put out all there is in you.
"We start our agents off with small salaries, plus
a commission on all business above a certain quota. That's an
incentive to work, for they realize that the amount of their
earnings depends on their own efforts and resourcefulness, and
they usually dig in and get the business. After an agent is
appointed and his territory assigned he becomes responsible for
the business in that definite area; not for just one type of
policy but for all the different kinds of insurance that we
write. All the special problems that arise in that particular
territory and believe me there are plenty of problems claming
up all the time in any territory the agent is expected to
settle by himself as far as possible. It seems as if a week never
passes that some policyholder doesn't let a policy lapse for
one reason or another. The
close touch with his policyh
to let no insurance lapse is
in sure line for promotion.
than the new business,
like giving up.
"Of course
agent who can keep in sufficiently
lders to be able to prrsuade them
considered exceedingly good and is
Sometimes the lapses will total more
and that's when we get discouraged and feel
we investigate
every risk as well as we
can before we write tht insurance, and then do more investigating
before we pay any claim that appears to be in the least doubtful,
but even at that we do get caupht sometimes. Things aren't al-
ww.fs as they appear on the surface end its not possible to ac-
curately judge the physical condition by casual inspection of
outward appearances. People Who went to collect on sick benefit
claims will swear to anything that they think they can get by
with. When they went to get a policy written, they'll swear they
have never had to see a dootor, at least !int for the last 5 or
10 years, when all the time they're just planning to cash in on
SOMA disease already present in their bodies and. which they may
be ablc to conceal from us long enough to get the insurance
written end in effect. We've learned that there are almost as
many mpeculators es there are honest people. This is especially
so on the sick and accident policies. Some of our policies carry
sick benefits that run as ligh as twenty-five dollars a week,
and persons have tried to collect as soon as the policy was in
force. Then again we have had some that have carried these
policies for years, and have never put in for the first claim.
"I'll never forget the time when a woman who held
one of our sick and accident policies, paying $5 a week in the
event she was confined to bed, tried to swindle us. We paid the
first week's claim without hesitancy after I had personally visited
the home and found her in bed apparently very ill. When the claim
for a second week come in I made my formal visit of investigation
at an hour when she did not expect me. Suspecting there there
was some reason for the excessive delay in permitting me to enter
the home, and noticing that the cover pulled up closely about her
nook on that sweltering July day was probably to conceal the fact
that ene had gotten into bed fully dressed, I remained by the bed-
side administering simple remedies and sympathizing with the
patient until the limit of her endurance was reached. That was
after I had awkwardly mixed up quantities of freshly ironed clothes
with piles of unironed .erments and nad apparently acsoidently,
dropped them on the floor and trampled on them, as I directed a
neighbor woman to apply hot water bsttles to the feet of the
patient and mustard plasters to her chest. She rose up out of
bed, fully clothed, even to her shoes, and said she did not want
that $5 a week if she had to gl through all that to get it.
"But you know I don't believe she ever did suepeot
anything other than that I was just extremely solicitous about
her. That story spread through the district and it gave me a
good reputation for looking after the sick peo;le who held in-
surance with me. If anyone else in that district ever tried to
swindle me on a sick benefit claim 1 nevc,r did find it out.
"Now don't get be idea that we're reluctant about
paying just claims. 'NE, very readily ray all just and honest
claims, but because of the great number of speculators who are
at
always ready to teke any and every advantage of us, we must/all
times be very careful in our investigationsof actress
"The worst feature of it all is that these speculators
so,netimes find doctors low enough to help them in their efforts to
swindle lire insurance companies. However, I'm happy to say that
this doesn't happen very ,.)ften. e always learn when these eases
do show up, that the policyholder hes promised to divide the bene-
fits with the doctor whon, and if, the claim is paid. I don't
think they ever gain by this practice in the long run, for if they
win once they Invariably keep on trying to work the same gag, and
sooner or later it sakes a lot of trouble for them, if not a jail
term."
"re all your insranoe payments weekly?" I asked.
"In town, yes; or that is, most of it is paid by the
week in town. It can be paid by the mrnth by special arrange-
ment. Out in comtunities where we don't keep an agent all the
time, we send a representative once a month to make collections,
and those clients are usually very prompt, for they know that if
they don't have the money ready for him, they'll either have to
buy a stamp and money order to mail it in or let the policy laps.
before the agent calls again. It's counted a serious matter to
risk loss of money by letting insurance lapse.
"Perhaps our greatest collection problem in rural
communities lies in the frequency with which our policyholders
move from one farm to an-ther, and we've never been able to make
them understand the importance of notifying us wnenever they plan
to move. Some of them move about so much. They will stay proba-
bly a year on one farm and then get dissatisfied for some reason.
Usually they think they haven't been treated right, didn't get
enough pay, or the people they rented from didn't advence then
enough during the year to get by with their bills until the crop
was sold. Sometimes it's the illness or death of the main bread-
winner in a family that's the reason for the move, but they scarcely
ever stay in one place over a year or two at the most, for they're
always thinking they can do better at some other place.
"Sometimes they move into a county where they're not
knows, and it's 3 problem to locate them then. l've known it to take
10
several nonths to locate one policyholder. They juet don't
cooperate with the agent. After all that work in locating them,
when we ask, 'May didn't you let us knwhare you had moved?'
we get this answer, 'I just never thought about it.'" He laughed
and continued, "But you know that's about the truth of the matter,
they just don't think; that's one great fault of my people they
don't stop to think.
"I don't know if you know this or not, but one of the
greatest mistakes our people lake is when they let a policy lapse,
they'll sometimes just drop that one and teke out a new policy
with another egent. I've known this to ha!)pen many times, and
I've occasionally known them to die before the new policy is in
force. If they had only kept the old policy in effect by keeping
it paid up they would have received its value. It's hard to make
them understand this. Of course, if they just move from one town
to another it's very easy to transfer them to the agent in that
town if they notify us, hut the point is, they seldom do this.
"Itople with high incomes don't need insurance like
those who work on slall, uncertain selaries. I really don't know
just what my people would do in some emergencies without their
insurance, for it's one thing on which they can depend. Take the
washwomen, cooks, maids, and all the others that work for two
end three dollars a week. ghat do they have to depend on? Their
11.
earnings are not even enough for the necessities of living,
and if sickness should come they couldn't (3et a doctor to come
unless he knew he would get his money, and it's the same in case
of death. They'd have to lay out until enough money was raised
to pay burial expenses. But if they nave a good insurance policy
ti2ey can get the doctor to come, and if they should pass out the
doctor, as well as the undertaker, would get his money. Yes, a
good policy is something they can depend on, and if they can pos-
sibly get the money to keep it in force, they won't knowingly
let it lapse.
"Another f,ature of insurance which nas brought up
many questions and caused some lawsuits is the minor child bene-
ficiary. Of course we can't turn the money over to a child, and
sure as the world when the uncles end aunts of the beneficiary
learn that it nes money coming from insurance, they all fall out
about who is to be the guardian. 4'-ach one of them will went the
child as long as they expect it to receive money. In moat of
these instances we have turned the money over to a court, whose
duty it less to appoint a :.Lifirdian for the child and its money.
Now we refuse to write policies that name children as beneficiaries
unless the policyholder specifies a guardian in the application
for the policy.
12
"As to the matter of production, we divide the
business area into districts, and in each district we set up a
local offioe in some central town. A manager is appointed to
take oherge of the business of the district and to handle the
affairs of the looal office. The personnel of the local office
includes manager, assistant manager, cashier, clerk, inspectors,
supervisors, and agents. Lech supervisor has from four to six
agents working under him. Lech agent has a quota to make, and
this quote must al, over and above his lapses.
"For instance, it's worked out this way: if you're
collecting on 250 policies and you lapse four, that would mean a
lapse of $1 a week, and for every dollar lapsed you have to write
$1.25 in new business to keep up your quota. That makes it very
much to the interest of the agent not to permit policies to lapse,
and how they do work to keep up their quotas and to exceed them:
They know that'll count more on their records and will bring pro-
motion quicker than anything else can.
"Then too, the agents are supposed to make so many
calls each day. The required number t calls is rated aocording
to the size of territory and the amount of business done in that
territory. While we understand that not every prospect called on
will take out insurance, we do expect our agents to land at least
three out of every ten they call on. Each agent has his prospect
book, end in this is kept the names of ell the people he cells on,
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the date of each call, and a notice. of when he expects to see
each prospect again. Sometimes it takes weeks for the agent to
make just one trip to each of his prospects, but whether they
rent him or not, he hunts them up and calls regularly, just as
a matter of persistence. Do you know that in the end these
regular calls usually win out for the agent?
*Our larger towns are divided into what we call zones,
and each agent hat his own zone to work. Their work is so care-
fully outlined and systematized tha they run on schedule time,
just like postmen. Met schedule is important to the prospect
as well as to the agent, for they know just what time the agent
is due to arrive for his money.
"From time to time the campany puts on contests, and
the prizes are, as a rule, nice trips. For instance, a winner of
one of our latest contests got a trip to California, and another
won a trip to tne tiorld's Fair in New York. There were many other
smaller prizes in the contest that were well worth working for.
These contests make agents feel like putting out their best ef-
forts to win those fine prizes, and the efforts of the agent com-
pose the lifeblood of the organization, not only of our o*n, but
of any business organization.
*Few people on the outside realize tne valuable ser-
vices we render to mortic!ens. You know the collection end of their
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business is bound to be difficult, for they are compelled to
bury the deceased even if they never get anything for their
services and merchandise. As a usual thing people are inclined
to request expensive funerals for their relatives, whetter they
can pay the bills or not. We encourage the proprietors of under-
taking establishments to oell us as soon as they are notified of a
death, so that we can let them know whether or not the deceased
has insurance with us. Most of the otter insurance companies
extend the same courtesies.
When they know in advance how much cash will be
available, the morticians are enabled to make a more sensible
deal with the family. They can show only what they know can be
paid for.
"It's en established fact that unless they get at
least a substantial pert of the cost before the interment, it will
be difficult for them to collect at all. After they have rendered
services to the best of their ability, furnished burial robes and
casket, and used their hearse, automobiles and other equipment,
there is little that they can do toward collection after the body
is under the ground. They bad better get a claim on what insurance
exists before they even start to work on the corpse.
"We don't have very muoh time for recreation, and
there's very little in that way to do here, but our agents usually
go in for whatever amusements are popular in tneir territories, for
15
a
it's/good policy to mix with the looal people. That helps busi-
ness. We don't have any bell teams mnong our workers as is
customary in many other organizations, but that's because we don't
know all the time where we will be located. We do try to cooperate
with each other in anything that comas up, and in that way we do
really help each other in many ways.
"Personally, I have very little time for recreation.
I do enjoy swimming and billiards, also a good game of tennis in
the late afternoons, and I think we all like a good picture show.
I visit all the churches very often and attend their different
entertainments,for, as I told you, I consider it a good policy
to mix with people. Though I'm a Baptist myself, our policyholders
belong to different churches, and it makes them feel better to know
that we went to be with them.
"I married an Alabama girl soon after I came here to
work as a manager. I have no children, and just a short time ago
it really seems ages I lost my wife. Since Lae passed away I'm
left without any family. I get lonesome, for we were so happy,
but I know that I'll have to go on some way and I'm trying to take
it as she would have me to. I'm glad I stay so busy that I don't
have time to brood and worry so much.
'IThere are so many problems of our people, and many
have tried to find their solutions. The white folks are working
16
on these things now, and I hope and believe that at some time
in the near future there will be better understanding between
the races. The South is the home of the Negro, and our people
are beginning to realize it more and more in every way. Of
course some of them, in feet a great many, have gone North and
have made a success of their work at the better salaries paid
there, but after all, that doesn't mean so much, for it takes
all they can make to live up there.
"Housing conditions can be blamed for many of the
problems of my race. Our agents have found that these conditions
are worse in small towns and rural areas than in the more thickly
settled sections. Rain comes in through leaky roofs and they
can't keep the cold out. Continued exposure in *old, wet, and un-
sanitary living quarters brings a notable increase in pulmonary
disorders. Pnauicnia flourishes in areas mere these conditions
prevail. In fact, the majority of our sick claims are based on
this disease. As a general thing there is a trend toward improve-
ment of housing conditions throughout the section of the country
that I frequent. Our people are beginning to take advantage of
the plans offered by various Government bureaux for financing
improvement of houses. Marked improvement in rural areas is coming
from the aid and encouragement now given tenant farmers toward
purchase of farms and building of farm homes.
"Our company sponsors lectures and assemblies for
17
teaching improvement of health by means of diet. We began this
several years ago when an amazing number of sick benefit claims,
based on varying degrees of prostration accompanied by a peculiar
roughening of the skin, came in from a section in South Georgia.
we investigated and found this malady to be pellagra. Our workers
in that territory Concentrated their efforts on convincing the
sufferers of the benefits to be gained by properly varied diet
to such an extent that we think more cures were effected by the
change of food habits than by medicines. By means of the county
agents, nursing projects, and other facilities the Government has
done splendid service in teaching the essentimls of proper diet to
the people of your race and mine.
"It would probably be hard for you to believe whet we
found to be the main obstacle in our efforts to help pellagra
victims in the area leve just mentioned," he remarked.
"Go ahead and tell about it," I urged. "It should be
known,"
"Well," he continued, apparently unaware that he had
lowered his voice until I had to lean forward to catch the words
that followed, win this section almost every landlord would forbid
the tenant to plant a garden fdr his own use saying, 'I want you
to put all of your time on your crop, so I'll plant a garden big
enough to feed every family on this plantation. You plant your
crop on every foot of land I've rented you.' So the tenant had
no garden, no potato patch, no watermelon patch, no chickens, and
18
no hogs or cows. Sure enough the landlord would plant a grand
garden, but everything the tenant used fron it was charged to his
account at a price that enabled the landlord to make an excellent
profit and it usually left the tenant In debt to his landlord
at the end of the year if he used anything from that garden. So
the poor tenant learned to do without vegetables, milk, and fresh
meets. Be lived chiefly on cornbread, syrup, and fetbaok, and
consequently became susceptible to pellagra. Some of our people
in certain sections still find themselves hampered by restrictions
like that, and so they keep moving from place to place. They're
trying to get away from such things.
"Most of us can remember the time when people of my
race had few opportunities for higher education. Now we have
excellent high schools and colleges, as well as much improved
facilities for grade school education. If young people of my
race went to be educated, Vlore is nothing to prevent them from
going ahead and getting whatever training they desire.
"I'm proud or these educational institutions, for they
have been the .aeans of giving us better repsration for our work.
liven the cooks need to know how to read and write, and the SUMO
knowledge enables the maid to answer your telephone more intelligent-
ly and take down the ssages that cores for you in your absenoe.
Nureemaids give better service in the care of your children when
they are trained for their work. In fact, there Is no line of work
no matter how humble the service that cannot be improved by even
19
a little education.
"The relationship between our people and the white
folks in the South is on a sounder basis t:ian in the North. I
know that many thoughtless things have been done by our people,
and some of them have been terrible in their effects on the
harmony of the raoes. These things have made hardships for the
rest of us. We are working in cooperation with the good waits
people to prevent such things from recurring, and it will all be
straightened out eventually. It takes lots of timet solve
problems eoncerning the human race, and much more time to work
out those solutions sufficiently to see improvement.
"Only the Negroes *to vii* means can lake money and
progress in the North. The ones that have nothing can't get along.
I know many who couldn't live in the North. Eventually they'll
all want to cone back to the South where the majority of them were
born. The South is tLeir home. Here they ,!sve their own friends,
relatives, churches, end schools. If they can just learn to get
ahead, then they'll be on the road tn greater advantages.
"I know many that sold their farms and moved to the
North because they thought they couldn't make a go of it on the
farm. They didn't know how t do muoh of anything except to raise
ootton and corn. Now there's no excuse for the farmer not to make
a good living if he's willing to wort. The Government :,as all these
form projects end agents to teach them what to plant and how to
20
cultivate the ground to the best advantage. They are learning
money
that cotton is not the reliable/Crop they once thought it was.
They know there are many other crops that will bring in more
mnney, without the work and risk A* one -crop farming.
"They are getA.ng along better, having mc,re to eat end
wear then ever before on the farms. The Government has really
been a blessing to the farmers, yet many of them can't, or rather
just won't, admit it. It isn't just teaching them to till the
soil that counts. The agents are shwin, them how they can make
mnney raising cattle for tte market as well as for their own use.
In this way they no longer have t- depend on one crop for cash,
and that keeps them from getting discouraged so easily.
"What political party do I belong to''" An honestly
puzzled expression came over his face that was quickly followed
by another expansive smile, as he cnnfessed, "I don't know. I was
reared in a family of Republicans without knowing very much more
about thst party than the story that TratOdent Lincoln was a member
of it and that he became a martyr soon after he signed the document
that sealed our emancipation. It seemed natural to us that there
was no better way for Negroes to pay tribute to tne -Ian who gave
us our freedom then to vote his way, and there was no other party
thet seemed as much interested in our welfare as the Republicans
did. Since the present Mr. Roosevelt was first elected his re-
markable achievements have made me do some serious thinking. I'm
reluctant to vote *gains% the old party, but I cannot ignore
the foot that my people have had more consideration from the
present administration than from any in the past. Please don't
ask how I'll vote in 1940. really don't know. I admire our
President,* he said in conclusion.
*You've probably hoard of our Mr. ilenley, the remark-
able man who founded our company,* he queried, looking up at a
large framed photograph.
*Everyone has herd of him, and I can very will
remember seeing him for I pissed his barber shop in Atlanta almost
every day, about thirty yeere ago," I replied, "but I'd like to
hear his story from you."
*Well," Smith continued, *he was born s slave, in
Monroe County, Georgia. After freedom came he went to Atlanta
and started to work for a barber. That he made a success of his
work is shown by the large business he built up. His best
customers were among his white friends. Before 1900 his barber
shop had mnre than 110 chairs in it, and that shop is still going
today long after his death. A list of his patrons would sound like
a roll mill of Atlanta's most prominent and important business men.
It may be that his daily contact with successful business men had
something to do with his own suecess. his ambition to do something
to enable the members ,)f our race to prepare for the financial
arises so often brought about by sickness, accidents, and by death,
led him to organise his first little accident and sick benefit
company. WS probable that the purity and unselfishness of
his motives in starting his insurance business were factors
that led Providence to permit it to prosper so that in 1905
he was able to buy out several other companies, organize a greet
business, and put up a $5,000 cash bond in accordance with a
law enacted that year by the tate Legislature for the rrotection
of inskAranee beneficiaries, lieior to that time there had been
severtol small compenies doing business in accident and sick benefit
insurance that carried destb benefits of from twenty to thirty
dollars, and not one of these little organizations was eble to
raise the Gash bond. Mr. Henley's purchase .)f these ssall companies
and merging them with his original insurance business was the
beginning of the ;:apital City Insurance Company, and our hose
offices are still in Atlanta.
"Our little mutual company, that before the merger
in 1905 paid sick benefits of from two to three dolars a week,
has grown and Improved until we have lore than 300,000 policy-
holders, and we're now one of the largest Insurance organizations
among our people, write any kind of insurance now, from sick,
accident, straight life, and oeid.up, to endowment. In feet, this
is an industrial as well as an ordinary life insurance oompany,
and we're more than proud of our business.
*Our records show that in 1139 we paid out more than
$600,000 to our paid -up policyholders and to beneficiaries in
24
know of that brings the worker in sueh close contact with the
great mass of our rates as does insurance, and through it we are
able to heve insight into the most personal problems. While a
child is still very youn.', some insuranoe men in going to be taere
to sea about writing a policy on its life, an ineurance win will
investigate practically every oondition that affects the health
end welfare of his policyholder thrlughout Ala life, and when he
has Ced the insurance man comas oround again to llake settlement.
iverytning that the insurance man does to improve health conditions
and to take care of his policyholder is actually an economy in the
narrowest sense, for in that way he is lessening the payments of
sickness end death claims, but I till maintain that our Mr.
Henley founded this usines for the purpose of helping the
people of his race.
"I'm hoping that you'll find f.:t least a cart of the
inforiLation I've 4ven you usable. lf in the 1%iture there are
questions that ariee in regard to our race, I hope that you'll
let us try to you compile the informaLion needed."