• N. T. FUHLRODT, speaking on section A, said that recruiting and development of a field force is one of the big problems of all companies, the cost of which is measured not only by the level of commissions paid, but by the morale and turnover rate of agents.   
• • A successful company must maintain a proper balance between the agent's compensation, policyholder's cost, and the company's profit.
  • Overstressing term insurance, he said, results in inadequate income to the agent in spite of high volume of sales, poor persistency, and, if such insurance is not properly sold and understood, loss of future business to the agent. 

1953 - SOA - Agency Problems--Resulting From Special Policies, Society of Actuaries - 3p