From the Archives: How a 19th century agent newsletter shaped our modern agency system.

The 1890s were an important decade in the evolution of New York Life as a company. As New York Life’s footprint expanded and our army of agents continued to grow far beyond the borders of New York City, executives in headquarters determined the time was right to implement a more rigorous system of standardization and organization throughout the company’s operations — including how our agents conducted business. And what better way to educate our far-flung agent force than through the printed word.

This is where George Perkins comes in. In 1892, after his success as a director in New York Life’s Western Division, he was promoted to oversee agency affairs in the Home Office. He and newly appointed New York Life President John McCall saw eye-to-eye on creating a new “Branch Office” system to bring greater efficiency to our operations. The concept was first implemented in Colorado in 1887 with great success, and in 1892, McCall and Perkins brought the system companywide.

A mirror into our evolving field force

While working in the Western Division, Perkins published “The Western Bulletin,” a newsletter for agents there that included positive news about the company and a summary of important statements, among other items. He saw the impact of the newsletter in terms of boosting morale and creating a greater sense of unity. So, when the Branch Office system was rolled out enterprisewide just a few years later, he saw fit to expand “The Western Bulletin” along with it, and so was born “The Weekly Bulletin.”

The first “Weekly Bulletin” was published Sept. 3, 1892, and included company news, information about new insurance products, and sales tips. It also provided information on the standardization of field operations and was instrumental in disseminating details about incentive programs.

The professionalization of the company’s sales force brought about by Perkins and supported by “The Weekly Bulletin” would usher in New York Life’s modern agency system. It was a source of company pride and helped to advance New York Life agents’ reputations as well-trained and ethical professionals. “The Weekly Bulletin” was the company’s primary means of communicating with agents for over 30 years until it was retired in January 1933, to be succeeded by the “NYLIC Review” which included a combination of companywide news and educational features that had begun with “The Weekly Bulletin.”