The SCROLL of Phi Delta a for March,
methods of 1917-1918 were outmoded, for
they failed to teach the men the real
values of insurance. He decided upon a
new education. Show
the recruits the wisdom of providing insurance protection for those at home and
they, of their own volition, would apply
Drawing upon visual education techniques. Slater organized an illustrated
lecture and created an information pamphlet for presentation to the recruits.
In most instances the recruits' formal
introduction to National Service Life Insurance is through the distribution of
the illustrated pamphlet, "Facts of Life
Insurance." The booklet, written in the
popular "question-answer" style, presents, as the preface explains, ". nothing but the straight facts absolutely
Keel of the Insurance Division's educational program, however, is the instructive lecture delivered by Lieutenant
Slater, and attended by all recruits. A
spirited medley pf college and naval
songs preceding the lecture establishes
the mood for what is identified as the
"thirty most important minutes of the
recruits' Navy careers." Then, assisted
by humorous slide films and a sparkling
musical background. Slater sets forth the
story about government insurance in the
lingo a bluejacket understands best.
Midway in the lecture, a recruit is invited to come up front and do some of
the rate figuring for his fellow shipmates.
This audience participation stunt generally provokes spontaneous hilarity
among the recruits.
At no time, however, does Brother
Slater resort to spell-binding. Both he
and his superior officers. Rear Admiral
John Downes, U.S.N., Commandant of
the Ninth Naval District, and Captain
Robert R. M. Emmet, U.S.N., present
Commanding Officer of the Naval Training Station, are determined that applications shall be truly voluntary.
Immediately following the lecture,
members of the Insurance Division conduct a "question-answer" forum in which
the bluejackets' individual insurance
problems are clarified. Application
blanks are then distributed and better
than 99 per cent of the enthusiastic recruits voluntarily apply for an average
$9,100 government insurance policy.
These amazing figures were not
achieved by coercion or wishful thinking. They are the direct result of Slater's
True, there are several natural factors
quickly admitted to by this super
partly account for the
subscription to a staggering $65,000,000
weekly insurance coverage total.
1. The low-cost policy is offered by
the United States government, a feature which appeals to all sailors.
2. The recruits must attend, but not
necessarily listen to, the Insurance lecture.
These seeming advantages quickly disintegrate when considered in relationship with the following:
1. The great age to
the recruits makes it diffi(Contihued on page
CLARENCE PAUL SLATER, Illinois
His sales methods have sold f6},ooo,ooo worth
of irisurance to Na-oy Bluejackets. (Official U. S.