"They met at stated times, broke bread together, and became mutually helpful."

—Henry Worthington Smith

THERE HAD BEEN CLOUDS over Boston earlier that morning. Aboard the J. Putnam Bradlee, moored at Eastern Avenue wharf, crewmen scurried about readying the steamer for the day. A boat pulled up alongside with a load of clams to be taken on board. A dairy wagon came clattering down the wharf. Soon more wagons arrived, laden with poultry, beef, fresh vegetables and fruit. The steamer absorbed it all. Colonel Hedges and some life insurance men had arranged with the city to have the boat for the afternoon. Over a hundred of these gentlemen from the insurance business would have to be served both lunch and dinner.

Without a doubt, June 18, 1890, was an especially profitable day for Boston's caterers, even in that age of extravagant hospitality. On that day when America's life insurance agents gathered in Boston to create The National Association of Life Underwriters, many looked out on the world and saw only prosperity and progress. Queen Victoria still resided at Windsor, and Benjamin Harrison occupied the White House. It was an expansive era that had witnessed unprecedented economic growth, remarkable scientific and technical advances and miraculous strides in transportation. Privileges and luxuries hitherto reserved for the few were being extended to a burgeoning middle class. In one generation standards of living had risen enormously. Among other amenities, the Victorians enjoyed a well-provisioned table. Dining was one activity they took seriously. The nation's life insurance agents were no exception. Like most gentlemen of business, they expected a wide assortment of dishes and generous portions. Boston would not disappoint them.

A Meeting at the Parker House
By nine o'clock the sky began to clear. The unusual number of carriages pulling up to the Parker House Hotel, discharging a steady stream of passengers, must have attracted the notice of Bostonians passing along Tremont Street. "The office and lobby of the Parker House presented an animated scene Wednesday morning," the reporter of the convention began. Groups of men conversing excitedly, he went on, stood about renewing old acquaintances and forming new ones

Dressed in somber tones, de rigueur for prosperous businessmen of the period, their stiff collars and cuffs immaculately white, nearly all wore well-trimmed moustaches, and many retained full beards. The prominence of gray and white hair among these bewhiskered gentlemen betrayed their years, too. Not a few were, in fact, veterans of Union campaigns during the Civil War. Frequently during the sessions they would address one another with the titles "major" or "colonel," reminiscent of their old ranks.*

Coming primarily from the Eastern portion of the country, the seventy delegates represented practically all the major life insurance companies of the United States. Typically, they ranked among the more successful and respected members of the industry's field force. They were also the most progressive. This accounts for their eagerness to see the ranks of their business composed solely of capable, well-disposed persons of character and intelligence. From the record of their deliberations, it is clear that they cherished high aspirations for improving the agent's lot and stature.

Many who took an active part in the two days' proceedings continued to play prominent roles in the affairs of the NALU during its formative years. Among the Bostonians were George N. Carpenter, general agent for the Massachusetts Mutual Life, and Benjamin S. Calef, manager for the New York Life. Philadelphia was represented by I. Layton Register, financial agent of the Equitable life, Joseph Ashbrook, manager for the Provident Life and Trust, Henry C. Lippincott, manager for agencies of the Penn Mutual, and Everett H. Plummer, general agent for the Berkshire Life. From New York City came Tilden Blodgett, manager for the Equitable, and William Ratcliffe, Jr., general agent for the New England Mutual. Others such as William G. Justice and E.A. Spencer of Buffalo, Caleb E. Tillinghast of Cleveland, Henry P. Goddard of Baltimore and Charles H. Ferguson of Chicago would also prove capable leaders and staunch supporters of the new organization.

"At ten o'clock, the hour set for the convention, the delegates began to wend their way up stairs," the report continues, "and were soon assembled in room 12 in the second story. There was present a generous sprinkling of the members at large of the Boston Association, and a full contingent of reporters of the local daily press."

Owing to the number of preliminaries—details such as registering delegates and seating arrangements—it wasn't until 10:45 that Tilden Blodgett, as chairman, called the meeting to order. Deliberations progressed with remarkable efficiency. As one writer observed, the meeting was a model of organization and parliamentary procedure. They settled on a name for their organization, agreed on its fundamental aims, adopted a constitution and elected the officers who would direct its affairs for the coming year. George Carpenter of Boston was chosen as president. Adjourning at 1:30, everyone proceeded to the city docks where they boarded the J. Putnam Bradlee for their excursion down the bay.

By this time a lively breeze was whipping across the harbor. Reinforced by other Bostonians, the party had swelled to one hundred five. On board they enjoyed a hearty luncheon of New England clams and chowder. Stopping at Fort Warren, the delegation was given a tour of the fortress, "and for the delectation of the visitors a gun with a new patent carriage was given an experimental discharge." As the steamer headed to port, the party sat down to a huge supper where "all the delicacies of the season were present." After dinner, "toasts were drunk to all worthies." So concludes the official report of the first day in the life of the NALU.[i]

The day's events, so obviously well-orchestrated, could have resulted from the thoughtful planning of people well experienced in launching organizations of this kind. To undertake the project with any hope of success they had to be confident of a fairly widespread support from the nation's leading agents. For everyone engaged in the planning process it meant a commitment of time and money. Considering how easily ambitious undertakings involving independent-minded businessmen of varied temperaments and regional biases can misfire, it also required considerable courage and diplomacy.

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

A Royal Commission Investigates Life Insurance Operations in Canada

A Period of Growth and Visibility for the NALU Under Strong Leadership

The NALU Plays a Leading Role in Insurance Education

The NALU During World War I

Chapter 3

The Post-War Decade

The NALU's Extension of Activity

The Agents Move for Recognition

Chapter 4

The Depression and Aftermath

Annual Conventions and Midyear Meetings

The NALU Celebrates Its 50th Anniversary

Chapter 5

The Agents Earn Their Wings

World War II

The NALU Joins the Industry in Legislative Battles

The NALU Establishes the National Quality Award

Chapter 6

Controversies and Schisms (1946-1956)

The Foundation of LUTC

The Nola Patterson Affair

GAMC Formally Organized

Chapter 7

The NALU Goes to Washington

Dispute Over Minimum Deposit Insurance Plans

GAMC Stages First LAMP Meeting

The NALU Celebrates Its Diamond Jubilee Year

The NALU Increases Political Activity

U.S. Senate Antitrust and Monopoly Subcommittee Investigate Life Insurance

The NALU Responds to Consumerist Activism

Chapter 8

The NALU Reaches the Century Mark

FTC Releases a Study Critical of the Insurance Industry

Formation of the Women Life Underwriters Conference

Drop in Local Membership

The NALU Issues Statements on AIDS

The NALU Combats a New Wave of Attacks

The NALU Celebrates a Century of Service

Open Book

Book Marks

* Of the 70 delegates, the oldest was 66-year-old Michael Early, general agent for the Berkshire Life at Detroit; the youngest was 28-year-old Arthur B. Abernathy of New York, a manager for the Equitable. Those claiming the longest terms of service were Bostonians Charles Holden (Washington Life) and James T. Phelps (National Life). Both had been in the business for 33 years.

[i] Proceedings of the First Convention and Organization of the National Association of Life Underwriters, Boston, Mass. 1890, p.33 Hereafter the verbatim reports of the annual NALU conventions are referred to as Proceedings, with the year indicated.

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