Business: Unfit Underwriters

"Is not the public's chief criticism of life insurance today, if not the only one, aimed at our methods of distributing our product?"

At the 48th annual convention of the National Association of Life Underwriters in Denver last week delegates generally agreed that this rhetorical question by Vice President Alexander E. Patterson of The Penn Mutual Life Insurance Co. struck at the heart of insurance's chief current problem. Major tenet of modern life underwriting is counsel and service to the insured—no high-pressure methods such as some salesmen use to sell anybody anything for a...

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