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Postmaster: Please Send Form 3579 to: SUPREME LODGE, SPJST, P. 0. Box 100, Temple, Texas 76501 USPS — 658480 VOLUME 71 — NUMBER 1 JANUARY 5, 1983
President's Annual New Year's Message and Report Dear Members: Now that the Christmas and New Year's Holidays are past, we certainly hope that all of you had a pleasant and enjoyable holiday season -- and particularly, enjoyed the company of your family and loved ones, together with good health. It has been traditional that the president bring you this report at this time each year, in addition to other reports that he renders periodically to the membership in the Vestnik. I will touch on a number of various items in this report. Yo may want to keep this issue for reference on the items covered. Insurance And Membership Growth. Vice President Gebala's practice of reporting insurance sales now includes the amount of insurance actually issued or placed on the books. ($17,395,750.00 as of 15 December 1982). This gives a truer picture of the gains, rather than just giving the amount of applications received, and the members have a more accurate picture of what our gains in insurance actually are. (Net figures in insurance gains will be reported to you in March of 1983.) While we continue to issue fewer certificates, the net increase in insurance continues to rise. The size of our average policy also continues to increase. All of these gains can be attributed to the hard and diligent work on the part of our sales representatives. For that we are grateful. This has been said many times but there are some things that need to be repeated until they become firmly fixed in a person's mind. If there is any resentment toward a sales representative earning a commission on insurance sales, that resentment is definitely misplaced and unwarranted. Everything that we have in the SPJST, and I repeat EVERYTHING, stems from and is the result of insurance sales. If we didn't have sales of insurance nothing else would happen in the SPJST. We wouldn't have all the other things that are derived from it — social/fraternal benefits, youth program, premium refunds to lodges, premium refunds to members, lodge building loans, and on and on. In the local lodge specifically, you should consider that the more insurance sales in your lodge the larger the 8% refund will be at
Nick A. `torrid President SPJST the end of the year, and from that refund comes a number of benefits, mostly monetary, because the local lodge is free to do with this fund what they wish. Think for a moment if you didn't have it. These funds, used to pay officers' salaries and other expenditures, would have to come from somewhere else within the lodge. When a sales representative signs up a new member it is of direct benefit to the local lodge, and indirect benefit to the entire SPJST structure. As a matter of fact, every single member of a lodge should take it upon himself and assist, in any way possible, a sales represen tative to secure new members. And should that present a problem, you always have the option of becoming a sales representative yourself and earning the commission on the sale, but 'whichever you choose to do, remember it is for the good of your lodge and the Society. Moreover, what commission is paid is more than earned because sales do not come automatically or easy. A sales representative sometimes has to make several calls on a client before he makes the sale. Those repeat calls cost the representative money and chances are, some or most of the sales commission is pretty well wiped out by the expenses incurred in getting the insurance contract. True, not every prospect is that hard to sell, but over the long run and on the average it is a timeconsuming task — but a noble one. It
has been said that there should be a plaque or monument erected at each local lodge in recognition of the sales representatives because they are frequently the unsung heroes (resented or not) of our Society. Consider these facts very carefully before you express resentment at a sales representative "earning so much commission" on his sales. The issuance of larger policies is because our newer members are buying larger policies to replace the policies owned by the older members in smaller amounts. This .2nn be attributed in large part, we feel, to the prevailing feeling on the part of the newer members who look upon the SPJST as a business and their prime insuror, rather than as a source of social activity. And, in view of the current unstable economic picture, we believe that our purchasers of insurance have become more discriminating and are looking for solid insurance underwriting, just as a person chooses his banking institution on the basis of being stable and solid. The SPJST's solvency has been consistently high for many years, and this tends to strengthen business confidence in us. That solvency has remained consistently much higher than the national average of commercial stock companies. Insurance Sales And Incentives. At this time last year we told you about a special sales campaign that ran through the first ten months of this year. A number of sales representatives were winners of trips to the Caribbean, Mexico, and Las Vegas. Because of the increasing and keener competition in the insurance industry, the Supreme Lodge, at the suggestion of Vice President Gebala, approved an additional sales incentive program for the year The top ten producers for 1982 will be given Special Recognition Awards. These prizes or awards have been on display at the Home Office during most of the year and consist of a color console TV, microwave ovens, and cash prizes ranging from $100 to $400. The top producer will have the privilege of choosing his prize first, the second producer will choose second, and so on, until all ten have been awarded their gifts. Secondly, the top thirty producers, which will also include the top ten, will have a weekend
holiday at the Mayan Dude Ranch in Bandera. The buses will depart Temple on Friday, March 11th, and return on Sunday, March 13th, 1983. This will be an all expense-paid trip by the Supreme Lodge and will include spouses or guests because we subscribe to the premise that the spouse of the sales representative is as much a part of this effort as the sales representative. Thirdly, the Incentive Club which ran from January 1st through December 31st, 1982 consists of a cash bonus for those qualifying. The details of all these incentives and awards and who will qualify has been made known and available to all those concerned during the year. If we are to compete in the Insurance Field we must constantly reappraise our program, our product, and our incentives to those who produce. These three elements are probably basic to most enterprises and businesses in this country and wi in the insurance business are no exception. In being as generous in our incentives as possible we feel we are combining fraternalism and recognition along with production. Sales efforts and production, as has been stated many times, are the lifeblood of the SPJST and we should never lose sight of that. I'm afraid that sometimes some people do and they need to be reminded of this from time to time. Number Of Lodges. With Lodge No. 12 Dubina no longer in existence (-1), Lodges 40 and 50 merging into one lodge (-1), and Lodge 134 Crowell disbanding (-1) (see below), this leaves us with a total of 125 lodges and nearly 57,000 certificates in force. New Lodges Chartered. There were no new lodges organized or chartered in 1982, although there are some pending at this time. Lodges Disbanded Or Merged. Lodge No. 12 Dubina with 4 certificates voted to transfer to Lodge No 8 in Weimar. They were officially accepted in a meeting of December 12th, so that Lodge 12 Dubina is no more. On November 10th, Lodges 40 Hillje and 50 El Campo were officially merged with the new designation, El Campo-Hillje No. 40. The newly-merged lodge has well (Continued on Page 3)