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The 1964 annual meeting in Cincinnati was the NALU's 75the convention. Attracting more than 3,200 agents and guests, it was held at the Netherlands Hilton during the week of September 20. For the first time closed-circuit TV was used to accommodate the overflow for the general convention and the National Council sessions. To emphasize the fact the Association was entering its seventy-fifth year, Kobel and his staff presented a dramatized version of the Association's history, drawing attention to important milestone and some of the major figures involved in the development of the NALU.

NALU trustee John H. Ward, III chairman of the membership committee, announced the total membership of 847 accredited delegates chose William H. Gatling of Norfolk, Virginia, to preside over the Association's diamond jubilee year. They also approved an amendment to insert the word "health" whenever appropriate in the constitution and bylaws. Merely intended to reflect increased interest in health insurance, the amendment did not imply any change in qualifications for membership in life underwrites associations or the basic objects of the NALU.

At the opening sessions, Smith announced that a new award, the National Sales Achievement Award, would be given for the first time based on business done in 1965. Its purpose was to honor, not so much the star producers such as those who qualified for the Million Dollar Round table, but agents who sold large numbers of small policies. These were often the agents who reached the smaller income market, introducing in many cases the benefits of life insurance to the masses of the population. It was time to recognize their role, Smith felt, in spreading the gospel of life insurance to the great majority of Americans, not just to financially astute clients who are able to buy large amounts of insurance. Eligibility requirements included having earned at least $10,000 and written at least seventy-five lives during the course of one year. "It is our opinion," said Smith, "that a man who is doing this well is making a major contribution to his clients, to his company and to his community, and he should receive recognition for his accomplishments."

The Cincinnati convention set off a succession of celebrations. On December 7, more than a hundred company presidents gather at the University Club in New York City to celebrate the NALU's seventy-fifth anniversary. Although the dinner was "a black tie affair," Life Association News reported the evening was relaxed and informal. "For the moment, nagging differences between field and home officers were forgotten as the company presidents entertained NALU's current officers and trustees, and 18 past presidents of the National Association." Chief host of the evening was Frederick H. Pierce, president of the General American Life. "It is with respect and adoration for the National Association of Life Underwriters and its contributions to our business," he said, "that the joint committee of field Relations of the American Life convention and the Life Insurance Association of America salutes NALU on its 75th anniversary and takes pleasure in sponsoring this evening to commemorate that lustrous milestone."

Charles Zimmerman, the principal speaker of the evening reviewed the NALU's accomplishments during its seventy-five years. Emphasizing the organization's uniqueness in business history, he noted how remarkably it had remained true to its founding principles and how fortunate it had been in leadership. Commenting on its adherence to professed goals Zimmerman said,

Year in, year out since 1890 NALU has been surprisingly successful in staying on course. It has not swerved from its basic founding principles. For example any attempts to become a militant, bargaining group have been resisted. Indeed, NALU has succeeded in walking a difficult tight rope. It has succeeded in maintaining an excellent relationship with the companies its members represent. In so doing, it has furthered the best interests of the membership, of the companies, and of the public.

NALU has been able to express its conviction without condemnation of other viewpoints. NALU has been able to achieve a high degree of cooperation without resorting to compulsion. NALU has been a strong exponent of good communications without a violation of confidences….

Today's life underwriter has broader horizons and better opportunities for success than did his predecessors because of the NALU.[xxviii]

On June 16, 1965 about two hundred life insurance officials, agents and NALU representatives joined to celebrate the diamond jubilee at the site of the original Parker House with a commemorative breakfast hosted by the Boston Association and the NALU. Former NALU president William Andrews, chairman of the 75th Anniversary Committee, acted as toastmaster, and Sumner Rodman of the Boston Association was a chief host. Rodman opened the breakfast by quoting form the acceptance speech of George Carpenter when he was elected the association's first president: "When those who come after us shall turn back to this day," Carpenter had predicted, "they will hold it in grateful remembrance that we too have been equal to the emergency of this day, and have done for life insurance what will be of the utmost important value in the future."

On behalf of the NALU, Andrews presented Rodman wit an inscribed plaque recognizing the Boston Association "for its noteworthy and lasting achievement as the oldest continuing local life underwriters association and its role in organizing NALU." Andrew Sherrard, manager of the Parker House, gave the NALU two cut glass goblets used at the 1890 banquet and a gavel which was carved from the wood of the Oak Room of the original Parker House where the NALU held its first convention. Carney Smith was the principal speaker. "We gather here this morning, " he said, "not only to commemorate the founding and first convention of NALU but to pay tribute to the untold numbers of men and women who gave leadership over the past 75 years to their professional organization."

By 1965 there were 92,231 members in the local associations. The NALU had seventy employees and it was becoming obvious to everyone that the F Street building was inadequate. Among the other actions taken by the board at its January meeting was approval for a new wing. "The board reached its conclusion," said Gatling, "after advice was secured from the independent real estate and financial sources as to the most economical means of supplying NALU with its reasonable space needs." Work began on the $324,000 addition in the fall. The four-story wing would add 10,000 square feet of office and meeting space.

The convention that year was held in St. Louis. Philip A Hoche of Orlando, Florida, served as president of the NALU for the 1965-66 term. Hoche, a general agent for Kansas City Life, entered life insurance in 1932 . A thirteen-time qualifier for the National Quality Award and a member of his company's top management clubs, he had served as chairman of several NALU committees, and was a trustee of LUTC.

Foreword by Alan Press, 1988-1989 NALU President

Preface by Jack E. Bobo, 1989 NALU Executive Vice President

Introduction

Acknowledgements

Chapter 1

Laying the Foundation—A Meeting at the Parker House

Leading Figures—Ransom, Carpenter, Blodgett and Plummer

Conditions Leading to the Foundation of the NALU

Rise of Modern Life Insurance and the General Agency System

Issues and Accomplishments of the First 15 Years

Chapter 2

In the Wake of the Armstrong Investigation