s^w s iF^sia I'y^i 3^ rr c^^j "S^ki r^ iS. /tvX W^j ^ ^s^i The Knowles & Holtman Co. Cincinnati, Ohio. The Real Estate Broker's Cyclopedia. A Compilation of Selling- Plans, Advertising Phrases, Practical Methods, General Information A Collection of Suggestions, Arguments, Contract Forms, Building Specifications and Land Meas- urements. Also Short Talks on Renting, Insurance, Contracts, Banking, Partnership, Sub-Divisions, Advertising and Selling. Including Hints and Helps on How to Draw Leases, Mortgages, Liens, Options and Contracts. Authentic, Comprehensive, Up-to-Date. Compiled and Edited By EDWIN GILPIN ORR CINCINNATI 19n ^^€ Copyright 1911: By EDWIN GILPIN ORR. Introduction. In the publication of a Real Estate Cyclopedia there were two questions to be decided : 1. Is there a real need for a Real Estate reference work? 2. Is there an existing demand for such a Cyclopedia? Upon investigation, we learned that text books, and particularly works of reference, have previously been com- piled and published exclusively for the Architect, Builder, Carpenter, Civil Engineer, Accountant, Lawyer. Physician, and for nearly every trade and profession. You may ask WHY? Because it is a REAL BUSINEvSS necessity. It is a well estabHshed fact, that the BIGGEST, BI.TS- lEST business men in all other lines greatly depend upon authoritative reference books for the most practical, up-to- date information upon modern business methods. What special reference work heretofore had the Real Estate Broker? So far as the author is aware, ABSOLUTELY NONE! It is evident that the Real Estate Broker, however successful, can never master all the various methods of his profession solely through his own personal experience. Therefore, The very fact that he must depend 'greatly upon the discoveries and developments of both his predecessors and contemporaries is conclusive evidence. First, that there is a REAL NECESSITY for a Real Estate reference work. Secondly, that there is also a REAL DEMAND for a strictly authoritative, comprehensive and up-to-date text book. It is self-evident that the most valuable book must always be the book that gives the most useful information. The distinguishing feature of this particular book is its practical usefulness to the Real Estate Broker. 271852 No encyclopedia has ever been produced by a single individual, as all great reference works are, of necessity, the composite production of many trained minds. Consequently, This compilation, though embodying many of the author's original views and observations, makes no claim whatever to sole originality, but, is just EXACTLY what the name implies, "A REAL ESTATE CLEARING HOUSE." A CLEARING HOUSE of Practical Ideas,, Systematic Methods, Real Estate Diction, and such specific information as is needed daily in the office of every Real Estate Broker. WHY? Because Real Estate Brokers do not all think alike. For that reason, this book, by a thousand different authors, is sure to benefit not only these authors themselves, but also the many THOUSANDS of other Real Estate Brokers. This Cyclopedia contains nearly ten thousand general and special Phrases and Headlines suitable for advertising every class of property. This book also supplies practical tables, special contract forms, land measurements, building specifications and tech- nical words, including many new ideas and successful methods of closing Real Estate Deals. THE REAL EvSTATE BROKER'S CYCLOPEDIA facilitates the study of Real Estate Selling, as does no other single publication. It also affords a liberal education in personal salesman- ship and classified advertising, as every problem in the selling of property has been CAREFULLY studied and COR- RECTLY solved. While it is not the purpose of this book to develop full- fledged Real Estate experts nor to replace practical experience, this volume, nevertheless, contains the fullest experience and brightest ideas of all past and present authorities. The author sincerely and heartily commends THE REAL ESTATE BROKER'S CYCLOPEDIA to the serious attention of all thoughtful, practical and progressive Real Estate Dealers. March, 1911. ^dusiuJi^^ Contents. A SUBJECT Chapter. Page ADVERTISING {Short Talks) Ill 163 ADVERTISING (Classified) XXX 580 ADVERTISING PHRASES (How to use them) 42 ADVERTISING PHRASES {Nearly ten thousand} I 43 ADVERTISING {Hints and Helps) XXIV 458 ADVERTISEMENTS {Real Estate) ...., VIII 238 ADAGES {Wit, humor, and Business Suggestions) V 199 APPELLATIONS {Nicknames of Cities, States, etc.) XXVIII 541 B BANKING VI 214 BONDS. .' XXI 410 BUILDING AND LOAN ASSOCIATIONS XXXII 595 BUILDING SPECIFICATIONS IX 251 BUSINESS {Real Estate) . II 128 c ■ CENSUS 1910 {Principal Cities and Countries) XXVII 527 CLASSIFIED ADVERTISING XXX 580 CONTRACTS {Forms etc.) VII 222 COMMISSIONS {Real Estate) XV 341 COPYRIGHT LAWS XXII 426 CONSTITUTION XXXIV 620 CURRENCIES. ... XXVI 506 D DEEDS. XX 387 E EXEMPTION LAWS {Different States) XXII 435 F FACTS AND FIGURES {Practical Information) XXIX 564 H HIGHWAYS {Specifications for Construction). : . . XIX 373 HOLIDAYS {Legal) XXII 447 I INTEREST {Laws, Rules, Rapid Calculation) XXII 426 INSURANCE. XIII 320 SUBJECT. Chapter Page LAND MEASUREMENTS XXVI 506 LETTER WRITING X 282 LETTERS {How to Write) XI 288 LEASES XVII 352 LIENS. XX 387 M MACADAMIZED ROAD {Specifications) XIX 373 MEASURES {Tables, etc.) XIV 329 MEASUREMENTS {Practical) XXVI 509 MONEY XXVI 506 MORTGAGES XX 387 N. NOIES {Forms).. . . . .■ ' XXI 410 O OPTIONS {Real Estate) XXI 419 P PARTNER.SHIP XXIII 450 POSTAL INFORMATION XXII 439 POWER OF ATTORNEY XXI 416 PROMOTION XXIII 453 PROPERTY XVI 347 R REAL ESTATE XXXIII 604 REAL ESlAl E {BUSINESS) II 128 S SALESMANSHIP IV 185 SELLING {Hints and Helps) XXIV 458 SELLING PHRASES {Nearly Ten Thousand) I 43 SPECIFICATIONS {Building) IX 251 STOCKS XXIII 450 SUB-DIVISIONS {Selling) XXV 500 T TABLES {Weights and Measures) XIV 329 TEXAS HEADLINES XXXI 591 1 HINGS WORTH KNOWING {For Real Estate Salesmen) XXVIII 532 W WEIGHTS XIV 329 WORDS {Used in Real Estate Business and their meaning XII 296 WORDS {Used in Building and Construction and their meaning) . . . XVIII 356 WORDS {Used in Architecture) 34 WORDS {Commonly used in Business and their meaning 36 WORDS {Single Word Suggestions) 33 WORDS {How to use them in Advertising) . 169 WORDS {Law and Legal Terms) 615 Chapter Index. CHAPTER I. Advertising and Selling Phrases. Page 1 — Country Homes 43 2 — Investment Property 48 3 — Farms — Land 54 4 — Suburban Property 66 5 — Central Business Property 71 6 — High Grade Homes 75 7 — Suburban Lots 78 Page 8— General Real Estate 83 9— Saving 97 10— Rent Payers 106 11 — Selling Department 113 12 — Renting and Leasing 117 la— New Business 118 14 — Headlines and "Catch Phrases" . 120 CHAPTER II. The Real Estate Business. Page 1 — How to Begin the Real Estate Brokerage Business 128 2— How to List Property 135 3 — How to Secure an Exclusive Con- tract 139 4 — How to Secure Buyers 140 5— How to Start a Real Estate Sale. 141 6 — How to "Follow up" a Real Estate Sale 142 7— How to Close a Real Estate vSale. 143 Page 8 — General vSuggestions on How to Sell Real Estate 144 9 — How to Describe and Sell Subur- ban Property 146 10 — How to Describe and Sell Farm Property 147 1 1 — How to Describe Land in the South, Southwest and West.. . 148 12 — How to Make the Real Estate Business a Success 149 CHAPTER III. Advertising. Page 1— What is Advertising? 163 2 — What is an Advertisement? 168 3 — Words, and How to Use them in Advertising 169 4— How to Write Good Copy 171 Page 5 — How to Advertise 174 6 — How to Save Money in Buying Advertising Space 178 7 — How to make Advertising Pay . . 179 8 — ^Technical Terms in Advertising. 181 CHAPTER IV. Salesmanship. Page 1 — What is Salesmanship 185 2— The Philosophy of Selling (How to Sell) 186 Page 3 — Qualifications of a Salesman .... 189 4 — How to Become a Successful Real Estate Salesman 191 10 THE REAL ESTATE CHAPTER V. Business Getting Suggestions, (Page 199) CHAPTER VI. Banking. Page 1 — Introduction 214 2 — How to Open an Account 214 3— How to Make a Deposit Ticket . . 215 4— What is Interest? 215 5 — How to Make an Endorsement. . 216 6— How to Draw Checks 216 ,7 — The Importance of Presenting Checks for Payment as Soon as Possible 217 8— What is a Certified Check? 217 9— What is "Exchange" 218 10— How to Make Collections 218 Page 11— Lost Paper, Lost Checks, What to Do 218 12 — How to Secure a Loan 219 13 — What is a Certificate of Deposit . 219 14 — What is an Overdraft 219 15 — The Importance of Identification. 219 16 — What is a Promissory Note. . .. 220 17 — What is a Note 220 18 — What is an Investment 220 19 — What is Discount? 221 20 — What is Speculation? 221 CHAPTER VII. Contracts and Contract Forms. Page 1— What is a Contract? 222 2— What is a Proposition? 222 3 — What is an Acceptance? 223 4 — Five Necessary Elements in Every Contract 223 5 — What is the Meaning of "Perform- ance?" 223 6 — What is the Meaning of "Specific Performance?" 223 7 — What is the Meaning of "Place of Performance?" 224 8 — Methods of Making Contracts . . . 224 9 — What is a Contract of Sale? 224 10 — What Constitutes a Sale? 224 11 — Three Essentials Necessary to a Valid Sale 224 Page 12 — How to Draw a Contract for the Sale of Real Estate 224 13 — Sub-division Sale Contract (form) 229 14 — Exclusive Listing Contract for the Sale of Real Estate, (form) 230 15 — Buyer and Seller's Agreement for the Sale of Real Estate, (form) 231 16 — Advantages of an Exclusive Sell- ing Contract between Seller and Broker 232 17 — Sale Contract Adopted by the Cincinnati Real Estate Ex- change, (form) 233 18 — Building Contract and Specifi- cations Three-story Brick Resi- dence 234 19— Contract for the Sale of Real Estate 236 CHAPTER VIII. Real EvState Advertisements. Page 1 — Original Thought is Not a Crime. . 238 2 — A Gentleman's Suburban Home. 239- 3 — Advice to Farmers 259 4 — Where to Build a Home 239 Page 5 — A Suburban Home 240 6— What Your Wife Will Say 241 7 — A Rent Payer 49 Years 241 8 — How Money Grows 242 BROKER'S C Y CLOP ED I A 11 CHAPTER Vlll^Continued. Page 9— How a Dollar Bill Will Grow ... 243 10— Plaintiff's Testimony 244 1 1 — One Hundred Reasons 246 12 — Real Estate Phobia vs. Real Estate Mania 247 Page 1 3 — A-Young-Man-Afraid-of-an- In- vestment 248 1 4 — Ten-room Residence 249 15 — A Stucco Residence 250 16— Just One Home 250 17 — Own a Home 250 CHAPTER IX. Specifications. Page Page 1 How to Prepare Building Specifi- 5 — How to Prepare Specifications cations and Contract for a Two for Street, Sidewalk and Sewer Story Frame Residence. Improvements. Sub-divisions. (Form) 251 ,^^ 1, „ .,,. o a (Form) 267 2 — How to Prepare Buildmg Specifi- ^ ^ cations for a Four Room 6— How to Prepare a Bid, Contract Bungalow. (Form) 254 and Specifications, Grading, 3— How to Prepare Building Specifi- Curb and Gutter, Crossings, cations for a Two and a half Cement Paving, Stone Paving Story Frame Residence. • j d • i t> • /n-4. ^ ^ , .^-o and Brick Paving. (City . (Fo"n) ^'^^ Form) 274 4 — How to Prepare Building Specifi- ^ ' cations for a Three Room 7— How to Prepare a Fidelity Bond. Cottage. (Form) 261 (Form) 279 CHAPTER X. Letter Writing. Page 1 — Selection of Material very Im- portant 282 2 — When to Answer a Letter. ...... 282 3 — How to Conduct Friendly Cor- respondence 282 4 — There Should be Five Parts to Every Letter 283 . 5 — Where to Place the Heading of a Letter. 283 Page . 283 6 — Position of the Address .... 7 — Where to Begin the Body of a Letter 284 8 — Where and How to Express Com- plimentary Close 284 9— Don'ts in Letter Writing 286 10 — General Suggestions on How to Write a Good Letter 285 CHAPTER XL Letters. Page 1— What is a Letter? 288 2 — What is a Business Letter? 288 3 — How to Write the "Right Kind" of a Letter 288 4 — How to Write a Business Letter. 289 5_How to Write a Sales Letter. 290 Page 6 — How to Write a Collection Letter. 291 7 — How to Write a Complaint Letter 291 8 — How to Write a Letter of "Ap- plication" 291 12 T HE REAL ESTATE CHAPTER XI— Continued. Page 9— How to Write a Letter of "Rec- commendation" 291 10 — How to Write a Letter of "Apology" 292 11— How to Write a Letter of "Ad- vice" 292 12— How to Write a Letter of "Con- dolence." 293 Page 13 — How to Write a Letter Request- ing a "Favor" 293 14 — How to Write a Letter of "Con- gratulation" 293 15 — How to Write a Letter of "Intro- duction" 294 16 — "Don'ts" in Writing Business Letters 295 CHAPTER XII. Words and Phrases Used in the Real Estate Business and Their Meaning. (Page 296) CHAPTER XIII. Insurance. Page 1— What is Insurance? 320 2 — What is Fire Insurance? 320 3— What is Life Insurance . 320 4 — How Premiums are Graded 321 5— Effect of Concealment 321 6— Form of Policies 321 7— Payment 322 8— Suicide 322 9— Notice of Death 322 10 — What is Casualty Insurance? . . . 322 11 — What is Accident Insurance?. . . . 322 12— What is Fidelity Insurance? .... 322 13— What is Credit Insurance? 323 14— What is Title Insurance? 323 Page 15 — What is Plate Glass Insurance?. 323 16 — What is Elevator Insurance?. ... 323 17 — What is Steam Boiler Insur- ance? 323 18 — What is Marine Insurance? 323 19— Effect of Fraud 324 20— Warranty 324 21— Losses 324 22 — Hints on Soliciting Fire Insur- ance 324 23 — Advertising Phrases for Selling Fire Insurance 327 ■ 24 — A Fire Insurance Advertisement, "NEVER OUT" 328 CHAPTER XIV. Tables — Weights — Mea.sures. Page 1 — Avoirdupois 329 329 330 330 330 330 330 330 331 2 — Apothecarie's 3 — Ale or Beer 4 — Cisterns (capacity) 5 — Circular 6 — Copying 7 — Cubic or Solid 8 — Drawing Paper 9— Dry 10— Folded Sheets 331 U— Fluid 331 12— Land (In General Use) 331 Page 13— Linear 331 14 — Miscellaneous 331 15 — Paint (amounts required for given surface) 331 16— Paper. 332 17— Roof Elevations 332 18— Square 332 19 — Shoemaker's 332 20— Surveyor's 332 21— Size of Sheets 332 22— Troy 333 23— Unity 333 BROKER'S CYCLOPEDIA 13 CHAPTER XIV— Continued. Page 24— Wine or Liquid 333 25 — Information for Contractors (Ce- ment and Concrete Work) .... 334 26— How to Estimate Fields and Lots. 334 27 — Weights of Cement, Concrete, etc 335 28- — Weight and Comparative Fuel Value of Wood 335 Page 29 — Table of Areas of Circles in Inches. 336 30 — Approximate Cost of Pipe Lay- ing 337 31 — Table of Inches Reduced to Deci- mals of a Foot 338 32 — Table for Reducing Perches to Feet 339 33— Spikes, Nails and Tacks 339-340 CHAPTER XV. Commissions for Selling Real Estate. 1- Page -Schedule of Rates East and Mid- dle West 341 2— Private Sales (Vacant) 341 3 — Farm Property 341 4 — Auction Sales — Improved Prop- erty 341 5 — Auction Sales — Outside City Lim- its 342 6 — Exchange of Property 342 7 — Leasing Property Perpetually. . . 342 8 — Leasing Property with Privilege of Purchasing 342 9 — Selling Leasehold Property .... 342 10 — Renting and Leasing Property . . 342 Page 11— Sale of Ground Rents 343 12 — Brokers and Auctioneers 343 13— Regulations as to Private Sales . . 343 14 — Regulations as to Agents and Management of Property 344 15 — Appraisement Charges 344 16 — New York Auction Fees 344 17 — Salesroom Fees 344 18 — Legal Sales Fees 344 19— Auction Sales 344 20 — Exchange Fees 345 21— Buyer and Seller 345 22 — Agent acting for both Parties . . . 346 23 — Important Decision in Favor of Real Estate Brokers 346 CHAPTER XVI. Property. Page 1— What is Property? 347 2— What is Real Property? 347 3 — What is Corporeal Real Prop- erty? 347 4 — What is Incorporeal Real Prop- erty? 347 5— What is Personal Real Property ?. 348 6— What is Land? 348 7 — What does Tenements Heredita- ments include? 348 8— Fixture— What is a Fixture?.. . . 348 9— What is Ownership? 349 Page 10— What is a Remainder? 349 11 — What is a Reversion? 349 12— What is an Estate? 350 13— What is an Estate for Years?.. . . 350 14 — What is an Estate Inheritance? . . 350 15— What is an Estate at Will? 350 16— What is an Estate for Life?. . ... 350 17 — What is an Appurtenance? 351 18^What is Community Property?. . 351 19— What is Courtesy? 351 20— What is a Dower? 351 21— What is a Title? 351 22— Lost Property. 351 14 T HE REAL EST A TE CHAPTER XVII. Leases. Page 1— What is a Lease? 352 2 — Two Kinds of Leases (oral and written) 352 3— Term 352 4 — Covenants are Either Expressed or Implied, and Why 353 5— ^Landlord's and Tenant's Rights and Liabilities under a Lease . 353 6 — When Can a Lease be Assigned or Sub-let 353 7— How to Evict 354 Page 8 — Inside Repairs 354 9 — ^When to Record a Lease ....... 354 10 — When Notice to Vacate is Unne- cessary 355 11 — How to Cancel a Lease under Seal 355 12— What Every Lease Should Con- tain 355 13— Back Rent 355 14 — Landlord's Neglect and Counter- claim for Damages 355 CHAPTER XVIII. Words and Phrases Used in Building and Construction and Their Meaning. (Page 356) CHAPTER XIX. Highways — Specifications for a Macadamized Road. Page 1 — Sealed Proposals 373 2 — Instructions to Bidders 374 3 — Specifications 375 4 — Macadam 377 Page .5 — General Requirements 379 6 — Approximate Estimate 382 7— Bid 382 8 — Contract 383 9 — Contractor's Bond 385 CHAPTER XX. Deeds — Mortgages — Liens. Page DEEDS. 1— What is a Deed? 387 2 — The Essential Requisites Required 387 a— The Orderly Parts 387 4 — How Many Kinds 388 5 — How to Prepare Deeds and Mort- gages 356 6 — Deed Executed by an Attorney in Fact 389 7 — Requirements of a Valid Deed . . 390 8 — Acknowledgement of Deeds 391 MORTGAOF^. 1 — What is a Mortgage? 393 2 — Why a Mortgage should be Re- corded 393 3 — Why a Mortgage cannot be Paid Off Before Due 393 4 — What are the Rights of a Second Mortgage? 394 Page 5 — Chattel Mortgage. (Form) 394 6 — Assignment of a Mortgage by an Indorsement thereon 395 7 — Assignment of a Mortgage (Short form) 395 8 — Cancellation of Mortgage to be Indorsed on Mortgage 396 9 — Cancellation of Mortgage to be Indorsed on the Records 396 10 — Statutory Provisions of Chattel Mortgages in the Different States and Territories 396 LIENS. 1 — What is a Lien? 407 2 — Items of value concerning Liens. 407 3 — How to acquire a Mechanics Lien 407 4 — Mechanic's Lien (Short form), . . 408 BRO KER'S CYCLOPEDIA 15 Notes — Bonds CHAPTER XXi: -Power of Attorney Bill of Sale, Etc. -Options- Page NOTES. 1 — What is a Promissory Note?. . . . 410 2 — Promissory Note Negotiable .... 412 •3— Bankable Note 412 4 — Joint and Several Note 413 5 — Note not Negotiable 413 6 — Note with Interest from Date. . .. 413 7 — Note Payable on Demand 413 8 — ^Note Bearing Legal Interest from Maturity • 413 9 — Note with Surety 414 10 — Note Payable in Specific Ar- ticles 414 11— Due Bill 414 12 — Note with Collateral Security . . . 414 13 — Judgment Note 415 BONDS. 1— What is a Bond? 415 2 — Bond for Pajmient of Money with or without Penalty. ... 415 3 — Bond for Payment of Money. ... 416 POWER OF ATTORNEY. 1 — What is a Power of Attorney?. .. 416 2 — General Form of Power of Attor- ney 417 3 — Power of Attorney to Sell Real Estate 417 Page 4 — Power of Attorney to Lease Real Estate 418 5 — Power of Attorney to Sell Chat- tels 418 OPTIONS. 1 — Real Estate Option 419 MISCELLANEOUS. 1 — Contract to be Signed by an Auctioneer ; 420 2 — Contract to be Signed by Pur- chaser 420 3— Bill of Sale 420 4 — -Notice to Leave the Premises. . . 421 5— A Letter of Credit 421 6 — Order for Merchandise 421 7 — Order for Money 421 8 — Endorsement Waiving Protest. . . 421 9— Proxy 422 10— What is a Receipt? 422 11— What is Arbitration? 422 12— What is an Affidavit? 423 13— Form of Affidavit 424 14 — Assignment of an Account 424 15 — Assignment of a Debt 424 16 — Assignment without Recourse. . . 425 17 — Assignment with Guarantee of Payment 425 Interest Rules- Copyright Laws- CHAPTER XXII. -Rapid Calculation — Interest Laws — -Exemption Laws — Postal Information Legal Holidays. Page INTEREST RULES. 1— What is Interest? 426 2 — Short Cut Rules for Computing Interest 427 3 — How Money Grows at Interest . . 427 4 — Lightning Method for Calculating Interest 428 5 — Banker's Method for Calculating Interest 428 6 — Time at which Money Doubles at Interest • • 429 ' RAPID CALCULATION. I — Lightning Method of Multipli- cation 429 Page 2 — Lightning Method of Division. . . 429 INTEREST LAWS 430 COPYRIGHT LAWS 432 EXEMPTION LAWS 43!^ POSTAL INFORMATION. 1— How to Direct and Mail Letters . . 439 2 — Avoid Thin Envelopes 440 3 — Regisfer Valuable Matter 440 4 — The Convenience of Letter Boxes 440 5 — The Uses of Mailing Boxes 441 6— Affix Stamp Firmly 441 7 — What Postage May be Paid with . 441 16 THE REAL ESTATE CHAPTER XXII— Continued. Page 8 — Penalty for Evasion of Payment of Postage 441 9 — General Suggestions 441 10— Rates of Postage. 443 11 — Circulars Defined 444 12 — Postmasters May Remove Wrap- pers of Packages 444 13— Unmailable Matter 444 Page 14 — Weighing Packages 445 15 — Special Delivery 445 16 — Letters Opened through Mistake. 446 17 — Withdrawal of Letters from Mail- ing Post Office 446 18 — Withdrawal by Sender after Dis- patch 446 19 — Letter Carriers 447 LEGAL HOLIDAYS. 447 CHAPTER XXIII, Partnership — Promotion- Page -Stocks. PARTNERSHIP 1 — What is Partnership? 450 2 — Kinds of Partnership 450 3— Kinds of Partners 450 4 — How to Form a Partnership .... 451 5 — How Soon is Partnership in Force? 451 6 — Use of Name in Partnership .... 451 7 — Sueing Partners 451 8 — ^How to Dissolve a Partnership. . 451 9 — Notice to be Given 452 10 — Authority of Partners 452 11 — Liability of Partners 452 12 — Individual Debts of Partners.. . . 452 13 — Liability of a New Partner 452 14 — Sale of Partner's Interest 452 15 — Special Suggestions. . 452 Page PROMOTION. 1 — The Art of Promotion 453 2 — Duties of a Promoter 453 3 — Where the Promoter Usually Lives 454 4 — Old Line Promoters 454 5 — How a Promoter Gets His Pay. . 454 STOCKS. 1— What is Capital Stock? 455 2— What is Unissued Stock? 455 3 — What is Issued and Outstanding Stock? 455 4— What is Full Paid Stock? 455 5 — What is Treasury Stock? 455 6 — What is Common Stock? 456 7— What is Preferred Stock? 456 9— What is Watered Stock? 457 9— What is a Certificate of Stock?. . 457 10— What is Subscription to Stock?.. 457 CHAPTER XXIV. Selling. Hints — Helps — Headlines Page 1— Hints for the Real Estate Sales- man 458 (a) Give your Best 459 (b) Service 459 (c) Down on His Luck 460 (d) Lead, Don't Follow 461 (e) Make the Right Impression , . . 461 (f) Be Prepared 462 (h) Building Homes. . 464 (i) Why it Pays to be a Real Estate Specialist 466 (j) Mistakes 467 Page (k) Dig up Your Hidden Ability. . 468 (1) Sparks just off the Rail 468 2— HELPS ON HOW TO BUILD A BIGGER BUSINESS 470 (a) Keep Your Own Counsel 470 (b) You Make Your Own Oppor- tunity 471 (c) He CAN who THINKS he can . 471 (d) You are Just What You Think, not what You Think You are 471 (e) Successful Men Go in Herds. . . 472 (f) Concentration 472 BRO KER' S CYCLOPEDIA 17 CHAPTER XXIV— Continued, Page (g) Never say "DIE" 472 (h) Expect Better Things 472 (i) Demand Forgetfulness 473 (j) Fear Creates Worry 473 (k) Avoid the Thoughts of Trouble. 474 (1) Integrity 474 (m) Opportunity 474 (n) Perseverance 475 (o) Pluck...* 475 (p) vSelf-Reliance 475 (q) Courage 477 (r) Industry 477 (s) Honesty 477 (t) Cheerfulness 478 (u) Every Real Estate Broker Can Succeed if He Thinks He Can. 479 (v) The Difference between Man- Power and Horse-Power. . . . 481 (w) How to vSave Money 482 (x) How to Determine the Value of Office Buildings 486 (y) Qualifications of an Appraiser. . 486 (z) Why Corner Lots are Worth More than Inside Lots 486 (aa) The First Real Estate Deal in the United States 486 (bb) Agent Representing l)oth Buyer and Seller 487 (cc) Immediate Notice should be Given the Insurer 487 (dd) Invention Contracts Must be in Writing 487 (ee) Attractive Office Fixtures an Asset . . > 487 (ff) Who is the most Successful Agent? 487 (gg) Sale of "Good Will" 487 (hh) Sales at Auction 487 (ii) Preparing a Booklet 487 (jj) (kk) (H) Page How Contracts Must be Per- formed 488 Consent of Insurance Compan- ies .Should be Obtained 488 What a Tenant May Carry Away 488 (mm) How Contracts are Construed . 488 (nn) The Amount of Commission that Can be Collected in an Exchange 488 The Object of Recording a Deed Why a Real Estate Agent Should Always Give a Re- ceipt A Bad Title does not Prevent Collecting Your Commission. What Makes Real Estate Values 489 How to Buy Real Estate 490 ADVERTISING PHRASES AND HEAD LINES FOR THE SOUTH AND SOUTHWEST ... 490 The Inexorable Law of Supply and Demand 491 Photographs Tell The Story. . . 491 Buy Seed Corn Instead of Full Grown 492 There's a Reason Why 493 Why Pay Rent ? 493 Mother Earth 494 Facts 495 (oo) (PP) (qq) (rr) (ss) 3 (a) (b) (c) (d) (e) (0 (g) 488 489 489 4— MISCELLANEOUS 495 (a) A Real Estate Collector's Code. 495 (b) The Real Estate Alphabet 496 (c) Rules Real Estate Brokers Can Use 497 (d) A Business-Getting Decalogue: 497 (e) Own the Soil Beneath your Feet (A Poem.) 499 CHAPTER XXV. Selling Sub Divisions. Page 1 — How to Sell Sub-Division Prop- erty 500 2 — List of Successful Sale Names ... 501 Page 3^ — Appropriate Names for Sub- Di- visions and Allotments 502 4 — Sales Record. (Form.) 505 5 — Office Record. (Form.) ,'50.'j 18 THE REAL ESTATE CHAPTER XXVI . Money — Currencies — Practical Measurements. Page MONEY AND CURRENCIES.. 1— What is Money? 506 . 2— What is Coin? 506 3 — United States Money 507 4 — English Money 508 5 — French Money 509 6 — German Money 509 PRACTICAL MEASUREMENTS. 1 — Lumber, Boards, Timber, etc. . . 509 2 — Masonry and Paving 510 3 — Capacity of Bins, Cisterns, etc . 511 4 — Plastering, Painting, Kalso- mining 512 5 — Papering 512 6— Carpeting 513 7 — Specific Gravity 513 LAND MEASURE, ETC. ETC. 1 — What is Measure 514 2— Measures are of Seven Kinds. ... 515 3— What is a Table of Measure? . . . 515 4 — United States Standard Sets of Weights and Measures 515 5 — English Standards 515 6 — English Standard of Extension. . . 516 7 — English Standard of Capacity. . . 516 8— English Standard of Weights. ... 516 9 — English Measures 516 10 — Measures of Extension 516 11 — Measures of Capacity 516 Page 12 — United States Measures 517 13 — Long or Linear Measure 517 14— Surveyors' Long Measure 518 15 — Square Measiu-e. • 518 16 — What Square Measure is Used for ,... 519 17 — Metric Square Measure 519 18 — Metric Land Measure 519 19 — Surveyors' Square Measure 519 20 — United States Land Measure. . . . 520 21 — French Land Measiu"e 520 22 — Spanish Land Measure 521 23 — Cubic Measure 521 24 — Metric Cubic Measure 522 25— Metric Wood Measure 522 26— What is Capacity? 522 27— Metric Capacity 522 28— Long Ton Table 523 29^Table of Avoirdupois Pounds in Bushels 523 30— Metric Weight 523 31 — How to Measure Corn in the Crib 524 32 — How to Estimate the Weight of Hay in a Stack 524 33— Measure of Time 524 34 — How the Calendar Year is Di- vided 524 35^Leap Year and the Cause 525 CHAPTER XXVII. 1910 Census. Page 1 — Census of United States, Porto Rico, Hawaii, Phillipines, Guam, Samoa and Canal Zone. 527 2 — Census Table with Comparisons. . 528 3— Cities of over 500,000 Inhab- itants , 529 Page 4— Population of Cities from 100,000 to 500,000 529 5— Net Debt per Capita. 530 6 — The Difference Between the Pur- chasing Power of an Acre 1899 and 1909 530 7 — Four Year's Record of Agri- cultural Wealth 531 BRO KER: S CY CLOPEDI A 19 CHAPTER XXVIII. Things Worth Knowing. Page 1— What Not to Say, and What to Say 532 2 — Nicknames of Cities, States, Ap- pellations, etc 541 3— Good Will vs. Ill Will. : . .... 552 4r— Keep on Talking 552 5 — Things to Remember when Building, a Home 553 Page & — Good Advertising Copy 553 7— A Few Things a Real Estate Broker Should Know 555 8 — Quotations from Successful Busi- ness Men 557 9 — California Headlines 559 10— Headlines (All Sorts) 560 1 1 — General Property Restrictions . . . 561 12 — Receivership 562 CHAPTER XXIX. Facts and Figures. (Miscellaneous.) Page 1 — The Average Velocities of Various Bodies 564 2— Table of the Principal Alloys. . . . 564 3 — How to Mix Printing Inks and Paints 565 . 4 — Durability of Different Woods. . 565 5 — Time in which Money Doubles . . 566 6— A Dollar Saved, a Dollar Earned . 567 7— Value of Metals 567 8 — Value of Metals as Conductors . . . 568 9 — Tenacity of Metals 568 10 — Fluid Density of Metals 568 11— Weight of Eggs .568 12 — Percentage of Alcohol in Various Liquors 569 13 — Quantity of Seeds Required per Acre 569 14r— Wood for Fuel 569 15 — Weight of Hay and Straw 570 16— Weight of Wool 570 17 — Boxes of Different Measure .... 570 18— Expectation of Life (Table) . . . . 571 19 — Origin of Vegetables 571 Page 20 — The Longest Rivers in the World 572 21— Amount of Oil in Seeds 573 22— Age and Growth of Trees 573 23 — Number of Miles to New York from the Principal Cities in the United States 574 24 — Number of Miles from New York by Water to the Principal Cities of the World 576 2.5 — Number of Brick required to Con- struct any Building 577 26 — Number of Hills in an Acre of Ground 577 27 — How to Estimate Rammed Con- crete 578 28 — Number of Trees to the Acre ... 578 29 — Distances for Planting Fruit Trees 579 30 — Comparative Yield of Various Grains, Vegetables and Fruits. 579 31— How to Tell the Speed of a Train. 579 32 — How to Measuse the Height of a Tree 579 CHAPTER XXX. Classified Advertising. (Page 580) CHAPTER XXXI. Texas Headlines. (Page 591) 20 THEREAL ESTATE CHAPTER XXXII. Building and Loan Associations. Page 1— Object and Plan 595 2 — Opening an Account 596 3— Certificate of Stock 597 4 — Dividend Periods 597 5— Fines 597 6— Withdrawal 597 7— Transfer of Stock 598 Page 599 599 600 600 ..... 601 13— Small Loans 601 14 — New Idea in Mortgages 602 8 — Certificate of Deposit . 9 — ^How Loans are Made , 10 — The Property , 1 1 — The Borrower 12— Title CHAPTER XXXIII. Real Estate. Page 1— Classification 604 2 — Rights and Restrictions 604 3— Water 604 4r-Ice 605 5 — Products 605 6— Fixtures 605 7 — Physical Attachment 606 8— Use of Fixtures 606 9 — Relation to Property 607 10— Support 608 11— Easements 608 Pag 12— Building Laws 608 13 — Excavations 609 14 — Fire Escapes 609 15— Unsafe Buildings 610 16 — Participating Mortagages 610 17 — Buying and Selling 610 18 — Showing Property 611 19 — Leasing 612 20 — -Appraising 612 21— Valuation .' 613 22 — General Suggestions 613 CHAPTER XXXIV. Constitution of the United States. Page 1— Preamble 620 2 — Legislative Powers 620 3 — House of Representatives 620 4 — Qualifications of Representatives 620 5 — Apportionment of Represen- tatives 620 6— Vacancies, How Filled 620 7 — Officers, how Appointed 621 8— Senate •. . 621 9 — Classification of Senators 621 10 — Qualification of Senators 621 11 — President of the Senate 621 12 — Senate a Court for Trial of Im- peachments 621 13 — Judgment in Case of Conviction. 621 14 — Elections of Senators and Rep- resentatives 622 15 — Meeting of Congress 622 16 — Organization of Congress 622 17 — Rule of Proceeding 622 18 — Journals of Each House 622 Page 19 — Adjournment of Congress 622 20 — Pay and Privilege of Members. . . 622 21— other Offices Prohibited 622 22— Revenue Bills 623 23 — How Bills become Laws. . , 623 24 — Approval and Veto Powers of the President 623 25 — Powers Vested in Congress 623 26 — Immigrants, How Admitted .... 624 27 — Habeas Corpus 624 28— Attainder 624 29— Direct Taxes 625 30 — Regulations Regarding Customs Duties 625 31 — Moneys, How Drawn 625 32— Titles of NobiHty Prohibited 625 33— Powers of States Defined 625 34 — Executive Power, in Whom Vest- ed 625 35— Electors 626 36 — Proceedings of Electors 626 JiRO KER' S CY CLOPEDIA 21 CHAPTER XXXIV— Continued. Page 37 — Proceedings of the House of Representatives 626 3S— Time of Choosing Electors 626 39— Qualifications of the President. . . 626 40 — Provision in Case of His Disa- bility 626 41— Salary of the President 627 42— Oath of the President 627 43— Duties of the President. . . . 627 44 — May Make Treaties, Appoint Am- bassadors, Judges, etc 627 45 — May Fill Vacancies 627 46 — May Make Recommendations to and Convene Congress 628 47 — How Officers May be Removed . . 628 48 — Judicial Power, How Invested . . 628 49— To What Case it Extends 628 50 — Jurisdiction of the Supreme Court 628 51 — Rules Respecting Trials 628 52— Treason Defined 629 53 — How Punished 629 54 — Rights of States and Records 629 55 — Privilege of Citizens 629 56 — Executive Requisitions 629 57 — Laws Regulating Service or Labor 629 58 — New States, How Formed and Ad- mitted 629 59 — Power of Congress Over Public Lands 629 Page 60 — Republican Government Guaran- teed 630 61 — Constititution, How Amended . . 630 62 — Validity of Debts Recognized . . . 630 63 — Supreme Law of the Land De- fined 630 64 — Oath, of Whom Required, and What 630 65 — Ratification of the Constitution . 631 66 — Religion and Free Speech 631 67 — Right to Bear Arms 631 68— Soldiers in Time of Peace 631 69— Right of Search 631 70 — Capital Crimes and Arrest There- for 631 71— Right to Speedy Trial 631 72— Trial by Jury 632 73 — Excessive Bail 632 74 — Enumeration of Rights 632 75— Reserved Rights of States 632 76 — Judicial Power 632 77 — Electors in Presidential Elections, 632 78 — Vice President 633 79 - Slavery Prohibited 633 80— Protection of All Citizens 633 81 — Apportionment of Representa- tives 633 82— Rebellion Against the United States 634 83— The Public Debt 634 84— Right of Suffrage 634 85 — Ratification of the Constitution. . 635 86 — Ratification of the Amendments . 635 22 THE REAL EST A T E Subject Index. Page A Abbreviations (used in business) .... 40 Abstract (definition) 488 Acceptance (contract),. 223 Accident insurance 322 Acknowledgement of deeds 391 Accumulative power of 6% 485 Adages 199 Advantages of an exclusive contract. 232 Avoirdupois weight (table) 329 j Avoirdupois table (of pounds in bushels) 523 i ADVERTISING. ^ Classified (how to write) 580 ; Copy (how to prepare) 583 Definition 167-586 : Does it pay 166 ' Dont's 167 : How to advertise 174 How to buy space 178 : How to interest farmers 65 How to make it pay 179 How to use words 169 How to write copy 171 Mediums to use 149-585 New definition 586 . Newspaper 585 Object to be accomplished 174 Poster 166 Real estate 167 Right kind 32-166 | Right way 587 Short talks 163 Street car copy 585 Talk on copy . 171 Technical terms 181 Three ways to make it pay 180 Three objects to be accom- plished 174 Two kinds 165 Which medium pays best 585 Wrong way 587 ADVERTISEMENTS. Advice to farmers 239 Backbone 587 Definition 168 Fire Insurance ("never out") . . . 328 Page ADVERTlSEMENTvS—Continued. Four questions 168 Gentleman's home 239 How divided 168 How to prepare 590 How to write copy 590 How a dollar bill will grow 243 One hundred reasoris 246 Own a home 250 Plaintiff's testimony 244 Real estate 238 Rent payer 49 years 241 Residence (10 room) 249 Real estate mania 247 Real estate phobia 247 Real estate talk 242 Suburban home 240 Stucco residence • 250 What will your wife say 241 Where to build a home 239 Which kind of a man are you .... 108 Wishbone 587 Young-man-afraid -of-an -in vest- ment 248 ADVERTISING PHRASES. Central business property 71 Country homes 43 Farms 54 Fire insurance 327 General real estate 83 Headlines 83-120-560-490-559 High grade homes 75 How to use phrases,. 42 Investment property 48 Lands 54 New business 118 Real estate 43 Saving 97 Saving (table 20 cents to $2.00) . 100 Saving has been the saving of many a man 101 Saving (when to take first step) . . 100 Rent payers 105 Renting and leasing 117 South and Southwest 490 Suburban lots 78 BRO KER\S CYCLOPEDIA 23 Page ADVERTISING PHRASES— Con. Suburban property 66 Suburban ideal 70 Affidavit 423 Affidavit (form) 424 Agreements (see contracts) 222 Agricultural wealth of crops, United States 531 Ale or beer measure (table) 330 Alphabet (real estate) 496 Alcohol (various liquors) 569 Alloys(table) 564 Apothecary's weight (table) 329 Appraiser (qualification) 486 Arbitrary signs (used in business) ... 40 Arbitration 422 Area of circle in inches (table) 336 ASSIGNMENTS. Account 424 Debt 424 Guarantee 425 Lease 353 Mortgage 393 Recourse (without) 425 Assessable valuation New York City, 1911 505 Associations (building and loan) 595 Authority of partners 452 Auctions 420 AUCTIONEERS. Contract 420 Commissions 341 Fees 344 B Banking. 214^ Bankable note 412 Banker's method (calculating interest) 428 Bad title 351 Bid (form) 274 Bill of sale (form) 420 Bins, cisterns, etc 511 Board measure. 509 Bond (form) 415 Bond (payment of money) 416 Bonds (definition) 415 Booklet (how to prepare) 487 Boxes (capacity different dimensions). 570 Brick (number required to construct a building) 577 Brick paving (specifications) ........ 278 Brick work 511 Page BROKERS. Four steps to success. 161 General Suggestions 613 Real estate 555 Specialists 466 Successward 162 Things he should know 555 Three things to know 154 To be successful should be 157 What the broker must do 162 What it takes to establish the Real estate business success- ward 162 Who can win 198 Who can't win 198 Why he should work 134 Why he succeeds 161 Building and loan associations 595 Building contract (form) 234 Building homes (hints) 464-553 Building operations (United States).. 281 Building restrictions 561 Bungalow (building specifications) . . . 254 Business getting decalogue 497 Business letter (successful) 290 Business letter (don'ts) 295 Business letter (when to answer) .... 282 Business letter (how to write) 289 Business (real estate) 128 BUILDING AND LOAN ASSO- CIATIONS. Borrower 600 Certificate of stock 597 Certificate of deposit 599 Dividend periods 597 Foreclosure 603 How loans are made 599 New ideas in mortgages 602 Number in United States 595 Object and plan - 595 Opening an account 596 Property 600 Small loans 601 Title 601 Transfer of stock 598 Withdrawal 597 C. Cancellation of mortgages (form) .... 396 Calculation (rapid) . .- 429 Capacity of cisterns (table) 330 Capital stock 455 Capitol (Washington, D. C.) 372 Card index (listing real estate) 137 24 THE REAL ESTATE Page Carpeting 513 Casualty insurance 322 Catch phrases 120-127 Cement paving (specifications) 277 Cement plaster (how to mix) ....... 334 Cement weights 335 Central business property (advertising phrases) 71 CENSUS. Cities over 500,000 529 Cities from 100,000 to 500,000. . . 529 Cost of counting (1910) 527 ' General summary 527 i Net debt per capita 530 \ Table with comparisons 528 [ Certificate of deposit 219 i Certificate of stock 457 Certified check 217 Chattel property (list sold on com- mission) 138 Chattel mortgage (form) 394 Checks (certified) 217 Circular measure (table) 330 Circles (area in inches) 336 Cisterns, bins, etc. (capacity) 511 Cistern measure (table) 330 Classified ad vertising 580 Code (collector's) 495 Coin 506 Collateral note (form) 414 Collection letters (how to write) 291 COMMLSSIONS. Agent acting for both parties . . . 346 Appraisement charges 344 Auction sales (improved prop- erty) 341 Auction sales (buyer and seller) . 345 Bad title 489 Cincinnati real estate exchange . . 341 Exchange deals 342-488 Farm property 341 Important decision 346 Leasing property perpetually . . . 342 Leasing property with privilege of purchase 342 Leasehold property 342 Legal sales fees 345 Loans and ground rent 343 Private sales 341 Real estate (generally) 341 Regulations as to private sales . . 343 Regulations as to agents and management of property . . . 344 Renting and Leasing 342 Page COMMISSIONS— Continued . Unimproved property 342 When earned 489 Common stock 456 Community property 351 Complaint letters 291 Compound interest 485 Concrete weights 335 Concrete (how to estimate) . . •• 578 Contract of sale (definition) 224 Contractors (general information) . . . 334 CONTRACTS. Acceptance 223 Auctioneer's 420 Building (form) 234 Cincinnati real estate exchange . . 233 Exclusive (listing property) 230 Exclusive (how to secure) 139 Exclusive (its advantages) 232 General (listing property) ...... 233 How construed 488 How to prepare 224 How to be performed 488 Invention 487 Methods of making 224 Necessary elements 223 Partnership 531 Performance 223 Place of performance . 224 Purchaser's at auction 420 Real estate 236 Selling real estate 231 Specific performance 223 Street paving 275 Sub-division sale 229 Contents fields and lots (table) 334 COPY. Advertising (how to write) . . 171-553 Change daily 174 Learning to write 173 Street car cards. . .' 585 Two kinds 172 Writing 173 Copying measure (table) 330 Copyright laws 432 Corn in crib (how to measure) 524 Comer lots (why more valuable) .... 486. Corporations 340 Corporeal property 347 Cottage (building specifications) 261 ' Country homes (advertising phrases) 43 Credit insurance 323 ! Crossings (specifications) 276 BROKER'S CY CLOP EDI A 25 Page Cubic measure (table) 330 I Curb and gutter (specifications). .... 277 D DEEDS. Acknowledgement 391 ; Attorney in fact 389 Essential requisites 387 How to prepare 388 Object of recording 488 Orderly parts 387 Requirements of a valid deed. . . 390 Description of property 145 Discount 221 Dissolution of partnership 451 Distance from New York to principal cities in the United States 574 Distance from New York to principal cities of the world 576 Distance at sea level at which ob- jects can be seen 425 Division (lightning method) 429 Dollar saved — dollar earned (table) . . 567 Don'ts in business letters 295 "Don't Get Blue" (poem) 114 Dower 351 Drawing paper (sizes) 330 Dry measure (table) 331-517 Due bill 414 E Elevator insurance 323 Endorsement waiving protest 421 Endorsement of checks 216 English money (table) 508 ESTATES. Courtesy 351 Life 350 Inheritance 350 Will 350 Years.. 350 Eviction 354 Exchange 218 Exemption laws 435 Expectation of life (table) 571 F Facts and figures 564 FARMS. Advice to farmers 239 Advertising phrases 54 Assets 1910 61 Description (how) 147 Page FARMS— Continued How to make farm paint 563 Number in United States 61 Products 1910 61 Wealth 1910 6l Fidelity bond (form) 279 Fidelity insurance 322 Fields (divided into lots) 334 Finder of lost property 351 FIRE INSURANCE. Advertising phrases 327 Advertisement 328 Definition 320 How to solicit 324 Fixtures (use of) 606 Fixture 348 Fluid density of metals 568 Fluid measure (table) 331 Folded sheets (table) 331 French money (table) 509 French land measure 520 Full-paid stock 455 Gauging. 512 German money (table) 509 Good will (sale of) 487 Grading (specifications) 276 Grains (yield per acre) 579 Grape fruit (yield) . 594 H Hay (how to weigh) 524 Hay and straw (weights and table) . . 570 Headlines (Advertising phrases) 120 Headlines (for Texas) 591 Hereditaments (tenements, lands) . . . 348 High grade homes (suggestions 77 Highways (building specifications) . . 373 Hills (number in one acre of ground . .*^77 Hints on selling 459-479 Holidays (legal) 447 Holidays (national and special) .... 449 Homes (hints on building) 464 Homes where to build 239 Home buyer's Rules Ill How a dollar grows 99 How a dollar bill will grow (adv).. 243 How growth in population effects values 91 How money grows (advertisement) . . 242 How money grows at interest 427 How much have you paid in rent (table) . Ill 26 THE REAL ESTATE Page How to prepare a contract 224 How to get rent payers interested in a home of their own 105 How to list property 135 How to secure an exclusive selling contract 139 How to secure buyers 140 How to start a real estate sale 141 How to "follow up" a real estate sale 142 How to close a real estate sale 143 How to describe and sell farms 147 How to describe and sell suburban ! property 146 I How to describe land in the South and | Southwest 148 i How to make the real estate business i a success 149 How to save money 482 I How to talk real estate 115 i How to use words in advertising 169 j How to write good copy 171 i How to advertise 174 | How to save money in buying adver- tising space .^ 178 How to make advertising pay 179 w to become a successful real estate salesman 191 How to mix paints ^ 565 How to buy real estate 490 How to sell sub-divisions 500 How to prepare tints 565 How to secure buyers 140 How to sell real estate 144 How to mix printing inks 565 How to estimate rammed concrete . . 578 How to tell the speed of a train 579 How to measure the height of a tree. 579 How to advertise farms 65 How to advertise real estate to a far- mer 65 How to describe a high grade home. . 77 How to determine the value of office buildings 486 How to make a good farm paint .... 563 I "111 will" vs. "good will." 552 Indentification (banking) 219 Inches (reduced to decimals of a foot) 338 Incorporeal property 347 Increment (ground value 73 Indorsement waiving protest 421 Inks (how to mix) 565 Page INSURANCE. Accident 322 Casualty 322 Companies consent 488 Credit 323 Definition 321 Elevator 323 Fidelity 322 Fire 320 Fire (how to solicit) 324 Fire (advertising phrases) 327 Form of poUcies (life) 321 Fraud 324 Investment 50-72-75 Life 320 Losses 324 Marine 323 Notice to insurer 487 Notice of death 322 Plate glass 323 Premiums (life) 321 Steam boiler 323 Title 323 Warranty 324 INTEREST. Banker's method 428 Definition 215 How to compute 426 Laws of United States 430 Lightning method 428 Rules for computing 427 Invention (contracts) 487 Investments 220 Investment (advertising phrases) .... 48 Issued stock 455 J- Joint and several note 413 Judgment note 415 K Kalsomining 512 L LAND. Advertising phrases 54 French measure 520 How to describe 148 Measurements 520 Ownership 64 Spanish measure 521 United States measure. 520 BROKER' S CY CLOP ED I A Page LAND MEASURES. French 520 Spanish 521 Square 332 Texas. 237 United States 520 Landlord's neglect (lease) 355 LAWS. Copyright 432 Exemption 435 Interest 430 Words and Phrases Leap year 552 LEASES. Assignment 353 Back rent 355 Covenants (expressed and im- plied) 353 Definition 352 Eviction 354 Inside repairs 354 Landlord's neglect 355 Liabilities 353 Recording 354 Repairs 354 •Rights 353 Sub-letting 353 Under seal 355 What every lease should con- tain 355 Legal holidays 447 LETTERS. Advisory 292 Apology 292 Application 291 Business . 288-290 Collection 291 Complaint 291 Condolence 293 Congratulation 293 Credit 421 Definition 288 Favor 293 Introduction 294 Right kind 288 Sales 290 LETTER WRITING. Definition 288 Don'ts ; 286 Hints 285 Suggestions 285 Liens (how to acquire) 407 Lien (mechanics) 408 Page Life (expectation of, table) 571 Life insurance 320 Lightning method (calculating in- terest) 428 Linear measure (table) 331 Listing contract (form) 230 Listing property 135 List of property sold on commission. . . 138 Loan associations 600 Long measure (table) 517 Long ton table 523 Log measure 510 Lost checks 218 Lost property (finder) 351 Lots corner (why more valuable) .... 486 Lots, number in an ace 334 Lumber measure 509 M Macadamized road (specification) . . . 373 Marine insurance 323 Masonry and paving 510 Maxims (business) .- . . . 199 Maxims (worth heeding) 409 MEASURES AND TABLES. Ale or beer , 3^ Bins, etc 512 Board 509 Capacity 516 Circular 330 Cistern 330 Cubic 330-521 Dry 331 English 516 English standards 515 French land 520 Kinds 515 Land (United vStates) 322-520 Linear 331 Liquid 333 Logs 510 Lumber 509 Miscellaneous. . , 331 Paint 331 Perches to feet 339 Shoemakers 332 Spanish land 521 Square 332-518 Surveyors 332 Timber 509 Troy 333 Unity 333 28 THE REAL ESTATE Page MEASURES AND TABLES— Con. Wine 333 Measurements (practical) 509 Mechanic's lien 408 Merchandise (order for) 421 METALS. Conductors 568 Density 568 Tenacity 568 Value 567 METRIC MEASURES. Capacity 522 Cubic. 522 Land . 519 Square 519 Weights 523 MONEY. Definition 506 English '. 508 French 509 German 509 How it grows 427 How to save 482 Time at which it doubles 429-566 United States 507 MORTGAGES. Assignment 395 Cancellation 396 Chattel (form) 394 Definition 393 Foreclosure 603 How to prepare 388 New idea 602 Participating 610 Payment 393 Recording 393 Rights of second 393 Statutory provisions 396 Multiplication (lightning method) . . . 429 N. Nails (weights and table) 339 Negotiable note 413 NEW BUSINESS. Advertising phrases. 1 18 How to get 118 Nicknames (cities, states, etc) 541 NOTES. Bankable 412 Collateral 414 Definition 220 Joint and several 413 Judgment 415 Page NOTES— Continued. Negotiable 413 Payable on demand 413 Promissory 412-420 Specific 414 Surety 414 Notice to leave the premises 421 O Office fixtures 487 Office rules 497 Options (real estate) 419 Order for merchandise 421 Order for money 421 Outstanding stock 455 Overdrafts 219 Ownership (property) 349 Own the Soil Beneath Your Feet (poem) 499 P Paint (how to make farm paint) .... 563 Paint (how to estimate) 331 Painting 512 Paints (how to mix) 565 Paper (table) 332 Papering 512 PARTNERSHIP. Agreement (form) 531 Authority of partners 452 Debts (individual) 452 Definition 450 Dissolution 451 Formation 451 In force 451 Liability of partners 452 Sale of partners' interest 452 Sueing a partner 451 Use of name 451 Paving and masonry 510 Personal property 348 Pipe laying (cost, etc.) 337 Plate glass insurance 323 Plaster (cement) 334 Plastering 512 POEMS. 'Don't Get Blue" 114 "Own the Soil Beneath Your Feet 499 "Remember" 162 "The Way to Win" 198 Population of the earth 498 Postal information 439 Poster advertising 166 BROKER'S CYCLOPEDIA 29 Page POWER OF ATTORNEY. Definition and form 416 To sell real estate (form) 417 To lease real estate (form) ...... 418 To sell chattels (form) 418 Preferred stock 456 Premises (notice to leave) 421 Premiums (insurance) 321 Promotion 453 Promissory note 220-410 Proposition 222 PROPERTY. Card index for listing 137 Corporeal' 347 . Definition 347 Description (how to describe) . . . 145 How to list 135 Incorporeal 347 Listing 135 Personal 348 Photographs (important) 161 Real 347 Restrictions (general building). . . 561 Showing 611 Products of the South and South- west 594 Protest (endorsement waived) 421 Proxy 422 Purchasing power of an acre of ground 530 Q Quotations from successful men.. . . 557 R Rapid calculation 429 REAL ESTATE. Advertising 163-167 Advertising phrases 105 Advertisements 238 Agent (representing buyer and seller 487 Appraising Broker (why he succeeds) 161 Broker (why unsuccessful) 158 Brokers 177 Building laws 608 Business 127-149 Buying 610 Card index for listing 137 Code (building) 608 Contract (how to prepare) 224 Contract for selling 236 Page REAL ESTATE— Continued. Classification 604 Easements 608 Excavations 609 Facts 495 First deal in the United States. . 486 Fire escapes 609 Ground value increment 73 How to describe 77-145 Leasing List sold on commission 138 Mania 247 Option 419 Phobia 247 Remainder 349 Reversion 349 Rights and restrictions Rules (office) 497 Salesman (valuable suggestions) . 150 Salesman (why successful) 191 Selling 113-510 Seven questions 93 Showing property 611 Specialists 466 Talk (advertisement) 115-242 Unit ownership . 73 Unsafe buildings 610 Valuation 613 Values .- 91 489 What to talk about in selling .... 115 What makes values 489 Real property (list sold on com- mission) 138 Receipts 422 Recording deeds 389 Recording mortgages 393 Renting and leasing (advertising phrases) 117-118 Renters (amount rent paid) Ill Rent payer 49 years (advertisement). 241 Rent payers (advertising phrases). . . 105 Residence (building specifications) . . . 251 Rivers (longest in the world) Roof elevations 332 Rules for home buyers Ill Rules in interest 427 REAL ESTATE BROKERS. Four steps to success 161 General suggestions 613 Specialists 466 Things they should know 555 Three things to know 154 Three ways to secure buyers. . . . 463 To be successful should be 157 w THE REAL EST A TE Page REAL ESTATE BROKERS— Con. ■ What the broker must do 162 What it takes to establish the real estate business suc- cessward 162 Who can win 198 Who can't win 198 Why they should work 134 Why they succeed 161 Salary (President of United States). . 221 SALE (real estate) How to start 141 How to "follow up" 142 How to close 143 vSale contract (form) 236 Sales at auction 487 Sales.letter ., 290 Sales names (sub-divisions) 501 vSale of partner's interest 452 Salesmanship 185 SALESMAN. Best (who is the) 191 Enthusiasm 190 How to become successful 191 Hints and helps 458 Keep on talking 552 Qualifications 189 Successful (and why) 191 Untrained 188 Saving money (5 to 30 years) 485 Seeds (per acre) 573 SELLING. Advertising phrases 43-113 Contract 233 Definition 186 Hints (business getting) 459-479 Phrases 43 Showing property 611 Three progressive steps 187 Sewer (specifications) 270 Shoemakers' (measure, table) 332 Short talks (advertising) 163 Sidewalk (specifications) 270 Solid measure (table) 330 Space (advertising) 178 Specialist (real estate) 466 SPECIFICATIONS. Brick paving 278 Bungalow 254 Cement f>aving 277 Cottage 261 Crossings 276 Page S PECI FIC ATI ONS— Continued . Curb and Gutter 277 Forms 251 Grading. 276 Highways 373 Residence (2 -story) , 258 Sidewalk 267 Street 267 Spanish land measure (table) 521 Speculation 221 Spikes (weights, tables, etc.) 340 Square measure (table) 332 Steam boiler insurance 323 STOCKS. Capital 455 Certificate 457 Common 456 Definition 455 Full paid 455 Issued 455 Outstanding 455 Preferred 456 Subscription 457 Treasury 455 Watered 457 Straw (weights and table) • 570 SUB-DIVISIONS. Appropriate names 502 How to sell . 500 Sale contract 229 Sales names 501 Suburban homes (advertisement). . . . 239 Suburban lots (advertising phrases).. 78 Sueing partners 451 Tables (weights and measures) . . . 329-340 Tables (rent payers) Ill Tacks (weights, tables, etc.) 340 Technical terms (in advertising) .... 181 Tenacity of metals 568 Tenant 488 Tenements (lands, hereditaments) . . . 348 Texas headlines 591 Timber measure. . •. 509 Time at which money doubles at interest 429 Time (measure and table) 524 Time (calendar year) 524 Tints (how to prepare) 565 TITLES. Bad 351 Doubtful 351 BROKER' S CY CLOP ED I A 31 Page Marketable 351 Perfect 351 Title insurance 323 Treasury stock 455 TREES. Age and growth 573 Distance for planting 579 How to measure height 579 Number to plant per acre 578 U Unissued stock 455 United States money (table) 507 Unity Measure (Table) 333 Unit ownership 73 V VEGETABLES. Origin 571 Yield per acre 579 Velocity of various bodies 564 W Page Weights and measures 329 What to say 532 What not to say 532 Wine measure (table) 333 Wit, humor, etc 199 Wood (value and weights) 335 Wool (weights) 570 WORDS. Advertising (how to use) 169 Architecture (used in) . . . .' 34 Building(used in) 356 Business (used in) 36 Construction (used in) 356 How to use in advertising 169 Law and legal (meaning) 615 Real estate business (used in) . . . 296 Single suggestions 33 Use and power of 170 World's progress and dates 295 Y You have dreamed of a home of your own 93 32 THE REAL ESTATE The Right Kind of Advertising. Good advertising is the outcome and result of expert, adroit, skill- ful, specialized knowledge and experience. Good advertising is a science. Good advertising is the "right kind" of advertising, and the "right kind" of advertising is the kind of advertising that pays. The "right kind" of advertising brings results. The "right kind" of advertising builds cities. The "right kind" of advertising locates factories, interests capital, and puts into motion the wheels of the successful manufacturing world The "right kind" of advertising produces activity in the commer- cial world. The "right kind" of advertising attracts, arouses an interest, and creates a desire to invest. The "right kind" of advertising convinces, clinches, and makes every real estate deal easily closed. The "right kind" of advertising will sell anything that has real value. If you are interested in large real estate operations, or if you are a large real estate holder, and want to dispose of your property, it's the "right kind" of advertising that you want. It's the "right kind" of advertising you need; it's the "right kind" of advertising you should secure, and it's the "right kind" of advertising you should know how to produce. If you are interested in building, selling, promoting or developing unimproved suburban real estate, it's the "right kind" of advertising that interests you. It's the 'right kind" of advertising you need, and it's the "right kind" of advertising you want. In no line of business is there a greater need for original, unique, attractive, aggressive, strong, forceful, interesting, convincing and wisely planned advertising than in the selling of REAL ESTATE. The Real Estate Broker's Cyclopedia is an "Advertising Compend" on the "right kind" of advertising and "good copy" (display and class- ified). BROKER'S CYCLOPEDIA 33 Single Word Suggestions in Selling Real Estate. Acreage. Artistically. Advantages. Attractive. Admirably. Adapted. Bath. Buildings. Beautiful. Birch. Billiard Room. Broad. Blooming Flowers. Built-in China Cabinets. Comfort. Cozy. Cellar. Construction. Churches. Charming. Cash. Cunning. China Closets. Conveniently. Conceptions. Chimneys. Community. Description. Don't pay rent. Dingy. Drives. Delightful. Decorated. Dining room. Dinnervvare closet. Den. Dense foliage. Design. Density Belt. Depreciate. Exclusive. Exquisite. Electrical. Enamel. For investment. For a home. Frontage. Floor space. Facilities. Fertility. Fruit. Facts. Figures. Faultless restrictions. Fixtures. Furnace. File. Fruit room. Features. Fascinating. Freedom. Farms. Gas water-heater. Gravity coal chute. Garage. Garden of Appetency. Grandeur. Heat. Hard wood. Independence. Inspect. Investigate. Interior. Investing. Interest. Instantaneous. Kitchen. Location. Lot. Lawn. Lovely. Laitndry Trays. Library. Linen Chute. Lawns. Lavatory. Manufacturing. Monthly. 34 THE REAL EST AT g Mortgages. Mahogany. Maids room. Masterly. Nobby. Own your own home. Open plumbing. Oak-Beam Ceiling. Profitable. Porches. Power. Prospects. Pasturage. Picturesque. Payments. Pleasing. Pretty. Purest water. Pantry. Pine. Rooms modern. Railroads. Rate. Roads. Residential. Radiation. Rustic Foot Bridge. Restful place. Secure. Safe. Size-Sewerage. Sunshine. vShade. Shipping. vSafe-guarded. Springs. School. Special Adaptation. Strictly. Stands Pre-eminent. Saving. vSuburb of natural beauty. Saving money is better than making it. Stucco. Solarium. Spacious. Steeples. Shaded Brook. Shown by appointment. Sleeping Porch. Transportation. Title. Timber. Terms. Tinted walls. Trunk Room. Tasty. Un-excelled. Ventilated. Verandas. Velvety. View. Vestibule. Water. Walks. Wood. Weekly. Window seats. Wooded dale. Yearly. " Undeveloped. Words Used in Architecture and their Meaning. BAL'US-TRADE, n. A row of balusters topped by a rail, serving as an enclosure. BAT-TI.E-MENT, n. A notched or indented parapet. BAY-WIN-DOW, n. A window forming a bay or recess in the room and projecting out- ward in different forms. BOU-DOIR (BOO-DWOR,) h. A lady's private room. CAN-O-PY, n. A covering over the head. CEIL-ING, n. The upper in- BROKER'S CYCLOPEDIA 35 terior surface of an apartment. CLOS-ET, n. A small, close room. COR-NICE, n. Any molded projection which finishes the part to which it is affixed. COR-RI-DOR, n. A gallery or passage way. CU-PO-LA, n. A dome-like vault on the top of an edifice. • DOM-I-CILE, n. An abode or permanent residence. DOR-MI-TO-RY, n. Sleeping quarters or a bedroom. EX-TE-RI-OR, n. The outside part. GA-BLE, n. The vertical tri- angular end of a house. GAL-LER-Y, n. A long and narrow corridor. GOTH-IC, a. A style of archi- tecture with high and sharply pointed arches, etc. IN-TE-RI-OR, n. The inside part. KITCH-EN,.n. A cook room. LAUN-DRY, n. The place where clothes are washed. LAV-A-TO-RY, n. A place for washing. MOR-TISE, n. A cavity cut into a piece of timber to receive the end of another piece cut to fit it. NICHE (NICH,) n. A shell- like recess in a wall for a statue, bust, or other erect ornament. NURS-ER-Y, n. A room in the house, appropriated to the care of children. OB-SERV-A-TORY, n. A place from which a view may be commanded. 0-RI-EL, n. A large bay or recessed window pojecting out- ward. PA-LA-TIAL, a. Magnificent; like a palace. PAN-TRY, n. A room where provisions are kept. PAR-TI-TION, n. That which ■divides or separates; an interior wall one dividing one part of a house from another. .PA-VIL-ION, n. A kind of building or. turret under a single roof. . • PI-AZ-ZA, n. A portico or covered walk supported by arches or columns. PI-LAS-TER, n. A square column, usually set in a wall, and projecting only a fourth or fifth of its diameter. POR-TI-CO. n. A covered space, enclosed by columns at the front of a building. RO-TUN-DA,n. A round build- ing. SCUL-LER-Y. n. A place where culinary utensils are kept. STEE-PLE, n. A tower or turret of a church, ending in a point. STRUC-TURE, n. A building of any kind. TAB-ER-NA-CLE, n. A slight- ly built or temporary dwelling. TUR-RET, n. A little tower. VEvS-Tl-BULE, n. A small hall from which doors open into other apartments in the house. VE-RAN-DA, n. A kind of open portico, formed by extending a sloping roof beyond the main dwelling. 36 THE REAL ESTATE Words Commonly Used in Business and Their Meaning. AC-CEPT-ANCE, n. Bill of exchange, when accepted. AC-CRED-IT, V. t. To give confidence or trust to. AC-CRUE, V. i. To increase; to agument. AC-CU-MU-LATE, v. t. To collect or bring together. AD-VER-TIvSE-MENT, n. A public notice. AD-VIS- A-BLE, a. Prudent. A-MAN-U-EN-SIS, n. One who writes what another dictates, or copies what another has written. A-MASS, V. t. To accumulate. AS-SIGN-EE, n. One to whom an assignment is made. BANK-RUPT-CY, n. The state of being insolvent. BAR-GAIN, n. A gainful or satisfactory transaction. BAR-TER, V. t. To exchange. BO-NAN-ZA, n. Any success- ful venture. BOND, n. The writing by which a person binds himself to pay a certain sum of money by a given date, under certain condi- tions. BUL-IvE-TIN, n. Official report. BUL-LION. n. Uncoined silver or gold. BUSI-NESS (BIZ-NES,) n. Employment; occupation. BUS-TLE, n. Great stir. BUSY-Y (BIZ-Y,) a. Em- ployed; engaged. CAP-I-TAL-IST, n. A man who has capital or stock in trade ; usually a man of large property. CAR-GO, n. Load; freight. CASH-IER, n. One who has charge of money. CHAR-AC-TER, n.. Quality of mind; individuality. CHARGE-A-BLE, a. Capable of being charged. CHEAT, V. t. To defraud. CHECK, n. An order for money on a bank, payable on sight. CIvEAR-ING HOUSE, n. The place where the business of clear- ing is carried on. CLER-IC-AL, a. Relating to a clerk or copyist. COF-FER, n. A chest or trunk in which money is kept. COIN, n. A piece of metal on which certain characters are stamp- ed, making it legally current as money. COL-LAT-ER-AL, n. Security given in addition to promise. COM-BI-NA-TION, n. As- sociation; alliance. COM-MERCE, n. The ex- change of merchandise on a large scale between different countries or places. COM-MER-CIAL, a. Relating to trade. COM-MIS-SION, n. Allow- ance made to an agent for trans- acting business. COM-MIT-TEE, n. Persons' specially appointed to manage any" business. COMP-A-NY, n. A corporation ; a firm. COM-PEN-SATE, V. t. To remunerate. COM-PE-TENT, a. Answering all requirements; capable. COM-PE-TI-TION, n. Com- mon strife for the same object. B R,0 K E R ' S CYCLOPEDIA 37 COM-PU-TA-TION, n. Reck- oning. CON-SIGN-EE, (-si-nee.) n. A person to who goods are deliver- ed in trust. CON-SIGN-OR, n. One who consigns. CO-OP-ER-ATK, V. i. To con- cur in action. CO-PART-NER-SHIP. n. A joint interest in any matter. COR-PO-RA-TION, n. A body politic, allowed by law to a as an individual. COUN-TER-FEIT, n. A like- ness; an imposter; an imitation. COU-PON, n. An interest certificate attached to a bond. CRE-DEN -TIALS, n. pi. That which gives a credit. CRED-IT-OR, n. One who credits or trusts. CUR-REN-CY, n. That which is given or taken as representing value. CUS-TOM-HOUSE, n. The house where duties are paid. DAM-AGE, n. Injury, loss of value. DEAL-ER, n. One who deals or trades. DEBT-OR, n. One who owes another. DEF-AL-CA-TOR, n. One who embezzles money left in his care. DE-FAULT-ER, n. One who fails to account for public money left in his care. DE-FI-CIEN-CY, n. Inade- quacy ; imperfection. DE-FRAY, V. t. To pay or discharge. DE-PRE-CI-ATE (-SHI-ATE,) V. i. To fall in value. DIS-BURSE, V. t. To pay out. DIS-CREP-AN-CY, n. Vari- ance; inconsistency. DIS-HON-EST, a. Faithless; fraudulent. DRAW-EE, n. One on whom an order or bill of exchange is drawn. DRAW-ER, n. One who draws a bill of exchange. EL-E-VA-TOR, n A. mechan- ical contrivance for lifting persons or freight to an upper floor. EM-BEZ-ZLE, V. t. To ap- propriate by breach of trust. EM-IS-SA-RY, n. A person sent on a private mission. EM-PLOY-EE, n. One who is employed. EM-PO-RI-UM, n. Center of an extensive trade. EN-TER-PRLSE, n. An un- dertaking. ES-TAB-LISH, V. t. To found. EX-ACT-NESS, n. Accuracy; precision. EX-CHANGE, V. t. To give and take; to swap. EX-PENSE, n. Outlay; cost. EX-PORT, n. A commodity sent abroad. FI-NANCE, (-NANS,) n. Rev- enue; income. FIN-AN-CIER, n. One who is skilled in money matters. FIRM, n.* Partnership. FivUC-TU-ATE, V. i. To be wavering or unsteady. FOR-EIGN, a. Not native; re- mote. FOR-FEIT, V. t. To lose the right to, by some misdeed, fault or offense. FOR-GER-Y, n. Producing an imitation, to deceive or defraud. 38 THE REAL ESTATE PRAUD-U-LENT, a. Contain- ing fraud. FREIGHT, n. Cargo. GRAN-TEE. n. One to whom a grant is made. GRAN-TOR, n. One by whom a grant is made. GUAR-AN-TEE, v. t. To make sure; to warrant. • HON-EST-Y, n. Trustiness; integrity, I M- PORT, V. t. To bring from abroad. IN- AC-CUR- A-CY, n. Mistake; error. IN-COM-PE-TENT, a. Inca- pable; unfit. IN-COR-RECT, a. Inaccurate; Faulty. IN-CREASE, V. t. To extend; To spread. IN-DEBT-ED, a. Under obli- gation. IN-DEM-NI-FY, v. t. To make good. IN-DEN-TURE, n. A mutual agreement in writing. IN-DOR-vSEE, n. The person to whom a note or bill is indorsed or assigned by indorsement. IN-DORS-ER, n. The person who indorses. IN'DUS-TRI-OUS, a. Diligent in business or study. IN-vSOL-VEN-CY, n. Without means to discharge debts. IN-TEG-RI-TY, n. Honesty. IN-VEN-TO-RY, n. A list or account of goods and chattels. INVEST-MENT, n. Laying out of money in property of a permanent nature. IN-VOICE, V. t. To insert in a priced list. JOB-BER, n. One who buys goods from importers and sells to retailers. JOINT-LY, adv. Together. LES-SEE, n. One to whom a lease is given. LU-CRE, n. Gain in money or goods. MAM-MON, n. Riches; wealth. MAR-GIN, n. Difference be- tween the cost and selling price of an article. MA-TU-RI-TY, n. Arrival of the time fixed for payment. MER-CAN-TILE, a. Buying and selling of commodities. MER-CE-NA-RY, a. Governed by greediness of gain. MER-CHAN-DISE. n. The objects of commerce. METH-OD, n. A regular way of doing anything. MET-RO-POI.-I-TAN, a. Be- longing to a metropolis. MIL-LI-NER-Y, n. Articles sold by a milliner. MIL-LION-AIRE, n. One whose wealth is counted by mil- lions. MIS-CEL-LA-NE-OUS, a. Con- sisting of several kinds. MO-NOP-O-LIST, n. One who takes the whole of anything. NE-GO-TI-A-BLE (-GO-SHI,) a. Transferable by endorsement to another person. NICK-EL, n. A coin; a greyish white metal, very ductile and malleable. OP-ER-A-TION, n. Mode of action. OP-ER-A-TOR, n. One who produces an effect. OP-U-LENCE, n. Wealth, af- fluence. PAR-CEL, n. A small package. BROKER'S CYCLOPEDIA 39 PAY-ER, n. One who pays. PE-CU-NI-OUS, a. Full of money. PEN-SION, n. An annual al- lowance given .from the public treasury. PER-SUADE (-SWAD,) v. t. To influence by argument. PE-TI-TION, n. A request, an entreaty. PLEDGE, V. t. To give as security. ^ POL-I-CY, n. System of management; stratagem. POS-SES-SION, n. Ownership; having in one's power. PRE-MI-UM, n. A prize to be won by competition; something given for the loan of money. PROM-IS-SO-RY, a. * Contain- ing a promise of something to be done. PRO-POR-TION, n. Sym- metrical distribution. PRO-PO-SI-TION, n. Offer of terms. PRO-PRI-E-TOR, n. An owner PROS-PER-OUS, a. Success- ful. PUNCT-U-AL, a. Adhering to the exact time of an appointment. PUR-CHAS-A-BLE, a. Cap- able of being bought. I QUAL-I-FIED, a. Fitted by accomplishments. RAS-GAL-I-TY, n. Base fraud. REA-SON-A-BLE, a. Within due limits; just. RE-BATE, V. t. To deduct from. RE-CEIPT (-SEET,) n. Ac- knowledgement of payment. RE-CEIV-ER, n. One who. receives or takes. REC-OM-MEND, v.t. To put in a favorable light before anyone. REC-OM-PENSE, n. Reward; compensation. REC-TI-FY. V. t. To make right. RErDEEM A-BLE. a. Subject to repurchase; payable. REF-ER-EE, n. One to whom a thing is referred. RE-LI-A-BLE, a. Trust- worthy. RE-MIT-TANCE, n. The sum or thing remitted. RE-MU-NER-A-TION, n. An equivalent given for service. RE-SOURCE, n. Funds; de- pendence. RE-SPEC-TIVE-LY, adv. Re- lating to each. RE-SPON-SI-BLE. a. Ac- countable. RES-TI-TU-TION, n. Making good a loss or injury. SEC-RE-TA-RY, n. One em- ployed to write letters, etc., and transact other business. SAL-A-BLE, a. In good de- mand. SAL-A-RY, n. The amount agreed upon, to be paid for one's services. SALES-MAN, n. One who sells anything. SCHED-ULE, (Sked-yul,) n. A document, list, or catalogue. SCHEME, n. A design; a project. SE-CU-RI-TY, n. One who becomes surety for another. SEIZ-A-BLE, a. Liable to be taken. SHIL-LING, n. An English coin equal to twelve pence. SHIP-MENT, n. Goods that are shipped. SHREWD-LY (SHRUD-LY,) adv . With good guess ; sagaciously. 4# THE REAL ESTATE SHRINK-AGE, n. Reduction in bulk or dimensions of anything vSOL-VENT, a. Able to pay all just debts. vSTEW-ARI), (STU-), n. An officer of a boat, church, or college. STI-PEND, n. vSettled pay for services. STIP-U-LATE, V. i. To settle terms. STOCK, n. Money invested in business. SUC-CESS-FUL, a. Prosper- ous; fortunate. SURE-TY (SHUR-,) n. A bondsman. SWIN-DLER, n. A cheat. TAX-A-TION, n. A system of raising revenue. TES-TI-MO-NI-AL, n. A writing which testifies in favor of one's good conduct. TON-NAGE, n. The whole Amount of shipping estimated by tons. TRAF-FIC, n. Commerce; trade. TRANS-AC-TION, n. Perfor- mance of any business. TRIB-UTE, n. A personal contribution made in token of services rendered. UN-FOR-TU-NATE, a. Un- lucky. UN-PROF-IT-ABLE, a. Use- less; not profitable. VA-CAN-CY, n. A place or post to be filled. VAL-U-A-BLE, a. Having value. VAL-UE, n. Rate or estimated worth. WARE-HOUSE, n. A store house for goods. WAR-RANT, V. t. To indem- nify against loss. WEALTH-Y, a. Rich. Abbreviations and Arbitrary Signs Used In Business. A. or Am America; American. Al First class. Acct. or acct Account. Acct. Cur Account Current. Acct. Sales Account of Sales. Adv. or adv Advertisement. Agt Agent. A. M Forenoon ; Master of Arts. Amt. . . .^ Amount. App Appendix. Asst Assistant. Atty. Attorney. Av. or Ave Avenue. Bal Balance. B. B Bill Book. bbl Barrel. Bdl... Bundle. Bk Bank. bkts '. Baskets. B-L Bill of Lading. Bid Building. Bot Bought. B-S Bill of Sale. bu Bushel. bx Box. c Cent. Cash Cashier. C. B Cash Book. Chgs Charges. Ck Check. Co Company ; County. C. O. D Collect on Delivery. Coll Collection; collector. Cr Creditor : credit. cwt Hundredweight. BROKER'S C Y, CL O P EDI A 41 da Day ; days. Dept Department. Dft Draft. Disc Discount. do The same. doz Dozen. Dr Debtor; doctor. Dray Drayage. E. & O. E Errors and Omissions excepted. ea Each. e. g For example. Esq Esquire, etc. or &c And so forth. Ex Express; example. Exch Exchange. fig Figure ; figures. F. O. B. or f. o. b . Free on board. Fol Folio. Frt Freight. ft Foot; feet. gal Gallon. gr Grain. gro Gross. hhd Hogshead. hand Hundred. I. B Invoice Book, i. e That is. in Inch; inches. Ins Insurance. inst Instant; the present month. Int Interest. Inv Invoice; Inventory. J Journal. Jr. or jr Junior. kg Keg. lb. or lb Pound. L. B Letter Book. L-C Letter of credit. Led Ledger. L. F Ledger folio. Ltd Limited. M Thousand. Mdse Merchandise. Mem Memorandum. Messrs Gentlemen; Sirs. mfg Manufacturing. min Minute. Mme Madam. mo Month. M, O. D Mailorder Department, Mr Mister, Mrs Mistress. MS Manuscript. MSS Manuscripts. Mtg Mortgage. N. A North America. N, B Take Notice. No. or no Number. N, P Notary Public. O. K All correct, Oz, or oz Ounce. P- Page. Payt. or payt Payment. pc Piece. pes Pieces. Pd Paid. per cent By the hundred. pk Peck. pkg Package. P. M Postmaster; afternoon. P. O Post Office. pp Pages. pr , . .Pair. Pres. or Pt President prox Proximo ; of the next month. pt Pint. P. S Postscript. qr Quire; quarter. qt Quart. Reed Received. Reg Registered. Retd Returned. Rev Reverend. R. R • .. .Railroad. Ry Railway. S. B Sales Book. Sec Secretary. Shipt Shipment. sq. ft Square feet. Sr. Senior. St Street; saint. Str Steamer. Sunds Sundries. Supt Superintendent. Tr Transpose. Treas Treasurer. ult..- Ultimo; of the last month. U. S. M United States Mail via By way of, viz Namely ; to wit. vol Volume. vs. or V Against. W-B Way Bill. wk Week. wt Weight, Yd. or yd Yard. 42 THE REAL ESTATE How To Use Advertising Phrases. You are interested in the "RIGHT KIND" of adver- tising because it pays. The Real Estate Broker who advertises every day in the year and uses the "RIGHT KIND" of copy is sure to succeeed. Oft-times you are at your wits-end to know what to say in your advertising copy that will attract attention, arouse an interest, create a desire and compel action. Good copy is the soul of the "RIGHT KIND" of adver- tising. The "RIGHT KIND" of advertising is the foundation of Business-Getting. A good advertisement requires an attractive headline. A good advertisement requires copy that will interest the reader, convince and compel him to act. You have no doubt written advertisements and discovered that some of them didn't bring results. WHY? Did the thought ever occur to you that it might be the fault of the copy? No doubt, you have often wished for a supply of new IDEAS, unique words, terse sentences, new advertising phrases, catchy headlines and new SelHng Suggestions, from which to build your advertisement with copy that would bring results. The advertising phrases contained in this volume are not to be used verbatim, unless they fit the subject to be advertised. The STUDY of these phrases will suggest new ideas, new words, new sentences, new phrases and new headHnes. ' The STUDY of these phrases will suggest a new and different way of expressing your thoughts in building an advertisement. Never be guilty of running the same copy in an adver- tisement day after day. CHANGE YOUR COPY DAILY. Tell your story every day. But don't use the words to-day that you used yesterday. . Change 'em. If you missed the Bull's Eye yesterday take a different aim to-day. If you can't hit the mark from one angle (words) try another. (Words.) Words carefully selected, properly grouped, and right- fully wielded, have the power to accompHsh what you desire. WORDS ARE POWERFUL. But you must know how to wield them. BROKER'S C Y C LO P E D I A 43 CHAPTER I. Advertising and Selling Phrases used in Selling Real Estate. 1. Country homes. 2. Investment property. a. The perfect investment. b. Investing. c. Two points to consider. 3. Farms — land. a. Farm wealth of United States. 1910. b. What it means to own land. c. How to advertise real estate to a farmer. 4. Suburban property. a. Seven facts. 6. Central Business Property. a. The best real estate investment. b. Ground value increment. c. What is unit ownership. d. • Illustration of unit ownership. e. Increase in value. f. Investment insurance. 6. High grade homes. 7. Suburban lots. General Real Estate. a. A Home of your Own. b. How growth effects values. c. Seven important questions. Saving, j a. Take your first step now. b. Savings have been the saving of many 10. Rent Payers. a. The man of tomorrow. b. Which kind of a man are you. c. How much have you paid. d. Rules for home buyers. 11. Selling Department. a. Don't get Blue (Poem ) D. Real Estate Talk. 12. Renting and Leasing. a. Renting phrases. 13. New business. 14. Headlines and "Catch Phrases' I. Country Homes Now is a good titne to do a little looking around. Do you want country enjoy- ments? Do you want trees? Do you want flowers? Do you want gardens? No use going elsewhere. Permanent light and pure air on all sides. Refinement assured. Enjoy life like a rich man. The property we are offering you is not only exceptional but remarkable. 44 THE REAL ESTATE We say this earnestly. We say this emphatically. Live where you can raise your own plums. IJve where you can raise your own prunes. Live where you can raise your own pears. Live where you can raise your own apples. Live where you can raise your own peaches. Live where you can raise your own cherries. Live where you can have a cow. Live where you can have chick- ens. Live where you can have a pig or two. Live where you can raise your own peas. Live where you can raise your own cabbage. Live where you can raise your own radishes. Live where you can raise your own lettuce. Live where you can raise your own onions. Live where you can raise your own carrots. Live where you can raise your own beets. Live where you can raise your own corn and potatoes. Live where you can .have your own strawberry patch. Live where you can raise your own raspberries. Live where you can raise your own blackberries. Live where you can raise your own gooseberries. Live where you can raise your own currants. Live where you can raise your own rhubarb. Nature has applied her master hand. Man has put on the finishing I touches. i This property is covered with shade trees. It occupies one of the highest knolls around the city. Watch the sun rise from under : your own roof. Go out today. Think. Use common sense. Examine our property. Positively you'll never have this chance again. It's this year or never — at pre- ' sent prices and on such easy terms. The greatest offer of this century. Extensive house building now going on. Unexcelled. Exclusive. Stands Pre-eminent. I Safe-guarded. ! Faultless. Unrivaled. I Unequaled. i - Unparalleled. Not only exceptional but re- ; markable. Profitable. Entirely different. - Every sale makes a friend. Terms to suit everybody. Nothing like our terms any- j where. Prices will suit you. Property for a cozy home. Property for investment. Every buyer satisfied. Every buyer a booster. Liberal discount to cash buyers. Nothing misrepresented. BROKER'S CYCLOPEDIA 45 No better values offered any- where. Refinement assured. Now or never sale going on. The overwhelming residential ad- vantages cannot be exaggerated. It's now or never at present prices. And don't you forget it. Paste that in your hat. No better way. Rapid transit development has only begun. Warm kindly sunshine. Perpetual beauty assured. Air pure and bracing. Away from the noise. Attractive surroundings. Charming views. picturesque scenery. Free from the conglomerate smells of the city. No assessments. No interest to pay. The chance of your lifetime. This is your opportunity. The proof is there staring you in the face. Visit this wonderful property today. vSee it for yourself. You have seen the rest. Now see the best. Pure water. Churches. Schools. Stores. Growing population. Large demand for houses. Luxurious shade. Bungalow homes on Bungalow Avenue. Distinctively individual bunga- lows. Beautifully furnished in antique mission. Conveniently planned. Get the Southeast breeze first before it is contaminated with the smoke, dust, dirt and fog of the city. Best and most promising spot. A development that means de- sirability, healthfulness. Unsightly and unsanitary tene- ments are unknown here. Surrounded by attractive and tasty residences. Fronting on handsomely im- proved streets. Here's your life time oppor- tunity. How to miss the city tax grab- ber. Buy beyond the city line. Entirely different. Discriminating people seek high ground. Own an elevated home-site. Building your home on the hill, insures longevity and robust health. Not lots but acres. Buy a home at the country side. Transit facilities of the greatest importance. There is always a chance for advances. A perfectly arranged and beauti- fully laid out suburb. Building restrictions not too severe. Every suburban advantage. Every metropolitan improve- ment. The Country Suburb. A place that instantly attracts. A place that instantly satisfies. A place that its individuality gives it irresistible beauty and charm. A place without a rival. A place in a class by itself . 46 THE REAL ESTATE A place where you can revel in the golden sunshine. vSo far, there has not been a dissenting voice about the beauty and value of our property. Wealth and culture ever demand homes such as we sell. Magnificient views add untold wealth to handsome home-sites. The latest invention in Real Estate luxury. If you look you'll be interested. You get the improvements now, not after while. The ground is all high, dry and beautifully wooded. Don't let anything keep you from attending this sale. Every lot has exquisite views with hills in the background. Any person with artistic sense and an eye for the beautiful will appreciate the wonderful advant- ages. Our property has received the blessings of nature most abundant- ly. The physical characteristics are so varied that we can suit require- ments of judgment and discrimina- tion. This is the most appealing op- portunity ever presented to a home loving people, and an interest growing city. Don't lose an hour's leisure until you've been out and actually seen this peerless suburb. Aglow with its health-giving breezes and scenic beauty. A magnificient place to live. Absolute facts show a record of unrivaled development. In the country you preserve your identity. In the country you retain your personality. In the country every field is a landscape. In the country every flower is a thought. In the country you keep your rosy cheeks. Close to the breast of nature. Live at the countryside, enjoy nature's gift to those who find de- light in lawns, gardens, flowers, foliage, pure air and freedom. Beautiful trees. See them. Macadam streets. Full width. Wide, cement sidewalks. See them. Expensive curbing. There also. Sewers. Gas. Water. Electricity. Our receipted bills will prove. The three essentials to a con- tented life are: Convenience. Health. Recreation. A bungalow means comfort and easy housekeeping. In the country is the idea of home. In the country you see the rising and setting sun. In the country you become ac- quainted with the stars and the clouds. In the country the constella- tions are your friends. In the country you listen to the rythmic sighing of the winds. In the country you are thrilled by the resurrection called "Spring." BROKER'S CYCLOPEDIA 47 In the country you are saddened by the Autumn. WHY THIS PROPERTY SELLS RAPIDLY: L Because of it's beautiful view and location. 2. Because having its high ele- vation, you have the full benefit of the pure air, not purged with the smoke of the down-town or closer additions. 3. Because you have quiet at- mosphere in which to rest the tired nerves after the worries and trials of the busy day in the city. 4. Because of the reasonable prices and easy terms by which you can purchase a desirable lot in this remarkable addition. 5. Because no houses can be built for less than $2,000. You will be confident of a select neighborhood. 6. Because only Caucasians can locate in this addition. 7. Were the State Capital to locate in the addition on the east, your property would increase in value several times. 8. Because the access to the car line, and the 12-minute service. 9. Because the purchaser is not burdened with a grading tax on the lots. 10. Because of the paved streets, perfect drainage, water, sewer and gas connections. The quiet dignity of is the result of twenty (20) years careful development. Does the location of your home concern you? You gain a great advantage by seizing this opportunity. Gems of elegance. Qems of excellence. Gems of value. Grasp the opportunity when it presents itself as it does here. Gaze upon the gigantic, Aroma- tic cedars. Take a stroll down the moss- grown paths mingled with the light of the moon, with the camp fire's glow with the scent and the song of the Sea. Buying suburban realty is now being done under a systematic movement. Buy a home where you have native forest shade trees. Buy a home at the Country Side. The greatest of suburban proper- ties. Unequaled throughout the en- tire world for impressive grandeur and gorgeous setting of landscape.- A beautiful verdant park. Contoured and platted to please the artist's eye. Sheltered nooks. Wooded knolls. Winding drives. Sightly terraces. Magnificient panoramic views of the entire city. \% Snow crowned mountain peaks tower majestically in the distance. Nature has been extremely gra- cious Contoured drives. Shade* trees and roses. Cluster lights. Every lot a lawn. Hard surface paving. Parking strips. Incomparable natural beauty. Scenery rivals that of Switzer- land. Grand old trees. Nature was extremely kind in its first preparation of our property. 48 THE REAL ESTATE Vigorous natural shrubbery. Grassy slopes. Beautiful winding ravines. Bounding brooks. vSparkling water. See and be convinced. Unexcelled for shade. The day of the starch-shirt is over. The day of the overdressed formality is ostracized. The day of the nerve-racking pocketbook emptiness is gone. The day of the high-priced sum- mer resort is annihilated. Buy a bungalow site on the lake front and spend your summer vacation where it's healthful, fasci- nating and inexpensive. Enjoy the bracing out-door life. Enjoy the best nature affords. Live where the air is clear. Live where the air is crisp. Live where the air is purified in the bright sunlight. Live where the air is exhilarat- ing.. Live where the air is health- laden. Live where you can fill your lungs with ozone. Live where the altitude sets the heart to working vigorously. Live where there is no sluggish circulation. "Live at the foot hills between the city and the sea." There is something in every person that calls for Woods. Meadows. Cool waters. Broad comfortable porches. Live where you can get rest and relaxation. Live where your wife and babies are away from the glare, blare and the dust. Live where they will grow up strong and rosy. Live where you can get away from business cares for a little while each day. Live where the cool winds will blow the cobwebs off your brain. Live where the healing touch of Mother Nature will soothe the weariness and drive the aches out of your body. Live out in the quiet. Live where you can have shade. Live where you can have cool- ness. Live where you have an oppor- tunity for all kinds of outdoor life and exercise. There is a steady trend to the country. Mechanics keep moving to cities of smaller population. Clerks keep moving to cities of smaller population. 2. Investment Property. Make your money work for you. Don't bury it in a safe deposit box. Don't tie your money in an old rag or napkin. Don't hide your money in a pair of old socks. Don't waste its's usefulness. Buy before prices go higher. You will save money, buy now. Our reasons are resistless. Bonds and stocks are uncertain. Daily events prove that stocks are unreliable. We extend a special invitation to investors. BROKER'S CYCLOPEDIA 49 Money grows but the rapidity of it's growth depends upon where you plant it. Idleness of money is deplorable. No money comes as easy as interest money. Let your money work for you. Investigate. Invest right now. Your money will be safe. Plant your money where values never fail. Values are increasing enormous- ly. . Invest your money today. Beautiful location, and increas- ing values make your investment a great opportimity. Real Estate cannot burn up. An earthquake cannot destroy it. It cannot be blown away by a cyclone. Nobody can run off with it. It is as firm and lasting as the earth itself of which it is a part. If ordinary intelligence is used there is absolutely no risk. Financial storms are always above ground. Financial storms rarely affect real estate. For investment never buy where conditions are complete, buy only where there is a future. Financial flurries simply blow the dust off. Real Estate is the steadiest thing on earth. You can't water real estate values Big investors have made for- tunes. When population doubles real estate values quadruple. The increase in real estate values moves ahead as steadily as the days and the months. Never slips back. Take your first step now. Good real estate is a live asset. Good real estate is the only genuinely safe investment. Be your own Board of Directors and Official Staff. Are you drawing interest on your surplus money? Regrets don't bring money back to you w^hen it has burned up or when you have fooled it away. Plant your Dollars where they will earn more Dollars. Invest your dollars where your investment is sure to double- in value. Circulate your money. Invest it. Get proof before you invest. Put your idle dollars to work. Facts speak louder than words. Your investment is bound to double. Located where values are in- creasing fastest. The biggest profits come to those who don't wait. But those who look. Act and act quickly. Values are greater than the prices asked. You can buy as an investment and realize a profit. Plant your money and watch it grow. Plant a dollar and reap four. The proposition is safe. The proposition is sane. The proposition is sound. Banks loan money on real estate. The working man puts his money in the bank. The investment is absolutely safe. Values bound to rise. 50 THE REAL ESTATE A big money-maker. A sound money-maker. A money-maker from it's incep- tion. Buy where your investment will grow in value each day. Values must and will increase 100 percent. Time tells the tale. The future of this property is assured. The price will sell this property. This is what you want. Are you interested? The cheapest close-in, high grade property ih the City. Buy promptly. No man is too busy to investi- gate. This opportunity will never come again. You are deciding a very im- portant question. The question of finance. The question of wealth. And a question of moral and physical development. That means insurance for you when you invest through us. Look back ten years. Real Estate does not abscond. Real Estate does provide for old age. Real Estate pays good interest. Real Estate means secure money. Ever hear of a bank paying 7 percent to 12 percent? Hardly. Real Estate with careful man- agement will pay more than any bank. We can supply the real estate. Can you supply the manage- ment? If you can't we can. Your income would be larger if the principal were invested in Real Estate. We have property on our lists paying 7 percent and more. Invest your savings in property that can "SHOW YOU." Conservative investors all know that it pays to invest in Real Estate. Money in your pocket is a TEMPTATION to spend money. The best investment on Earth is the Earth itself. Thousands of small investors have made money by investing their savings in real estate on easy payments. Make your money work as hard as you work yourself. Laziness in money is just as wicked as laziness in men. The SUREST WAY to save money is to save your savings safely. The SUREST WAY to save your savings safely is to invest your savings in real estate. Real Estate investments are safe. Real Estate investments are without risk. Put your idle money to work. a. The Perfect Investment. Must be safe. Reasonably profitable. Free from task. It is a well known fact that nothing is more safe and secure, during either good or BAD TIMES, than Real Estate. Money invested in Real Estate cannot be manipulated by a Board of Directors. BROKER'S CYCLOPEDIA 51 Real Estate is the last to feel the effect of favorable or unfavor- able conditions. Ownership of real estate is sig- nificance of power. Such an opportunity will never come again. No better values offered any- where. The people who are reaping large profits today, invested in real estate 2.0 years ago. They did not wait. They did not linger. They acted promptly. You can do likewise today. Dont' wait until prices are ad- vanced. Just the location for quick pro- fit. Good investments build fortunes. Ownership of good real estate yields immense profits. Nothing short of a great con- vulsion of nature can destroy Real Estate. Invest where values are sure to double. Whether you pay for a home or not keep your eyes open for opportunities for profitable invest- ment. Put your money in the ground. Plant your hard earned dollars where they'll grow. Give your dollars a chance to grow. Don't lock them up in a big safe deposit vault. Don't pay $14.00 for a $3.00 Bedstead. A lot at the North Pole would be a poor investment. Attention business men. Buy real estate which is bound to increase in value. Never hawked around the street corners. To let your money lie idle is poor business. Strike out for yourself. Every man wants his wealth to increase. Why do you work and let your money loaf? There is one way to make money without any risk. Use your 'Foolish Money." Are you interested in big divi dends? Big profits in the future demand immediate action in the present. Start a home site that is un- paralleled. Start an investment that is unequaled. Make your fortune as million- aires made theirs. What is suburban today may be business highways tomorrow. An investment account is an in- centive to thrift. An investment account is an enemy to idleness and wasteful- ness. Money invested is the only thing that keeps you from the wars of penury. When you are sixty-five will you be able to live on the income of your investments? Today only five men out of every hundred can live on their incomes at the age of sixty. Something more than hard work is required to insure financial suc- cess. Real Estate is the peer of all investments. Why invest in a dividend de- stroyer, (Mining Stock) ? 52 THE REAL ESTATE Why invest in a monster that eats up profits with an appetite that is never satisfied. The keen investor always invests in real estate. Do not be content with your dollars behind bronzed grilles and walls of steel. Few there are who realize the earning power of money, judicious- ly invested in Real Estate. Get busy. Stay busy. Invest your savings in good real estate. Don't believe the "Say so" of anybody. Decide for yourself before you invest. Your keen sense of real estate values will tell you to invest. Speculative propositions should be avoided. Every dollar we invite you to invest will be a working dollar, WORKING for YOU. Your money in the bank is working for the bank. Your money invested in real estate works for you. Put your money in the ground. In every other business capital may vanish in a day, but in real estate there are no such contingen- cies. The greater portion of Savings Bank deposits are loaned upon Real Estate. It is a very poor investment in real estate that does not earn more than 6 percent for its owner. Dimes invested in Real Estate will soon grow into dollars. Are you among the profit makers? When you have worked hard for your money invest it in Real Estate. Invest today. Reap your dividends tomorrow. Cash counts. Do you want to make money? Solid as a rock. b. Investing. Control your own investments. The man who works hard for his money is certainly entitled to all that his money can earn, and MONEY can do a great deal when properly invested. There are thousands of people who are educated to believe that 4 percent is all that they DARE receive and they are made to feel that any investment that offers more than 4 percent is a GAMBLE, and that it is a risk too great to be taken. Invest your savings in property that can "SHOW YOU." Start your money to work. Are you drawing interest on your surplus money? If not, invest it in real estate. When your money is invested, you won't spend it and it can't burn or be STOLEN. It is then absolutely safe. Regrets don't bring money back to you when it is burned up or you have fooled it away. It takes WORK to do this. How much better than three is FOUR. FOUR is 33 1-3 percent more than THREE. Now then, as to investment. The investment that pays you 300 percent is 75 times better than the investment that pays you 4 percent. BROKER'S CYCLOPEDIA 53. The thing to do is to save your money and invest it where the principal is sure to double or treble in value and you will make no mistake. Invest where profits are certain. Conservative investors all know that it pays to invest in Real Estate. There never was a time when investments in Real Estate were considered risky. A BANK ROLL is not at all necessary to make an investment in Real Estate. Invest your money where it will grow. Put your money to work and make it do something for yourself. The first principles of invest- ment are : Buy property where the property must increase in value and buy where it is to the interest of the SELLER to have that property grow in value. The first thing to do before making an investment in Real Estate is to determine where the people want to live then buy before they reach there. Never follow the crowd. Buy Real Estate where there is a FUTURE. You will always find it more profitable. Saving alone will not make you rich but saving and investing will. The one absolute safe invest- ment is Real Estate. An investment in Real Estate is as good as the best and BETTER than the REST., Delays pay no dividends. Safe investments do. Hot weather does not effect the earning power of your savings when invested in Real Estate. c. Two Points For You to Consider. When you choose an investment for your savings, there are two very important points for you to consider : (1) Is it a safe investment? (2) Is it a profitable invest- ment? The more important of the two is safety. The best investment on earth, is the Earth itself. It cannot be burned, stolen or destroyed. Financial storms rarely affect real estate. When you invest your money in Real Estate, you invest in some- thing which you can stand on and call your own. Railroad Bonds are not RAIL- ROADS. Real Estate Mortgages are not City Office Buildings. Real Estate First Mortgage Bonds are not city or suburban lots. Plant your money in Real Estate and nature will do the rest. When money is working OVER- TIME the price of money goes up (grows) and stocks down. Make your money do something worth while. Real Estate Investments are safe. Real Estate Investments are without risk. Put your idle money to work. Get in at the start. 54 THE REAL ESTATE The Money Kings of the world grew from investing in Real Estate where skyscrapers now stand. Make your dollars do your drudg- ery. 3. Farms— Lands. Our proposition is very plain. Our proposition will make you money. No strings tied to our proposi- tion. Money is a great thing to have — but health is a thousand times better. There's always a reason. Grasping opportunities or let- ting them pass by. You control your own destiny. What's the use of waiting? A few advantages. We want you to see our property. Visit the property yourself. Every wage-earner should be interested in our proposition. Where can you beat it? You cannot make a mistake. Nothing like this advertised any where. You don't have to buy. See if we are right. That's the way the Astors made their money. The rich nearly always invest their earnings in Real Estate. Behold! How beautiful. This is your chance. Act now. Great values. Low prices. Easy terms. The soil is waiting for you to dig it out. Garden spot of the earth. We don't know of any place in the United States where a man can accomplish so much in so short a time. The man who is struggling to keep his nose out of the sea of debt, is the man who should invest in land. Your chance is a golden one, if you have knowledge. Residents of small cities are the best buyers of farm lands. "Penny Savers." "Dollar Losers." There is an advantage of 339 days of sunshine each year on top of the Hill, up on this farm. From the beginning of time, there flourished and died here mil- lions of forests of yellow pine, which through the ages have enriched the soil. Cultivation is continuous. The crop-clock never runs down. Vegetation flourishes every month in the year. The soft air of the pines. We're not alone in this opinion. Just stop and calculate. Plain facts for the plain farmer. Read our iron-clad money in bank guarantee. Don't say that you can't pay it, because I think you can. You can do it with one-dozen laying hens. You can do it with one single acre of garden land. You can do it with one crop of sweet-potatoes. You can do it with a single acre of cotton. I want you to come. Cool and crisp instead of being cold. BROKER'S CYCLOPEDIA 66 Light and balmy instead of being hot. We can't hardly die in this community. The way to get a farm is to get it. The way to have a farm is to have it. You will never have anything if you put it ofiF. Tomorrow never arrives. There isn't going to be any to- morrow. Our summers and winters are delightfully mild. If thete is a paradise, here is the spot. Your opportunity is measured by your ambition. We will make you independent. We will treble your income. Success awaits you. Success is assured. The soil is deep. The soil is rich. The soil is particularly adapted to raising high grade fruits and vegetables. Our property is healthful. Our property is prosperous. Our property is productive. When a man buys broad, fertile acres he owns something. He owns something he can live off as well as on. Deal with certainties. Never deal with prospects (Min- ing Stocks). Money grows better out-doors. Feast your eyes on the brilliant coloring of the trees. Drink in the pure winey air. Over the Ozarks, out of the North. Up where winter hangs over Spring. Down in Southland where Sum- mer is never late. A happy home because the climate is right. Take the next train to the sun- lighted rose gardens. Get away from the atmosphere of the North. The land where the roses bloom in December. The land of the Pomegranate The land of the magnolia. . All these make your home site charming. Would a return of Ten Dollars for One interest you? Save 10 percent of your weekly earnings. Climate adaptability. Buy real estate that will grow in value. Real Estate that will grow in value is better than 10 percent bonds. Acres and SI, 000 harvests. Not only a strong statement but a strong fact. A single fact outweighs a thous- and opinions. Absolute values. Actual advantages. A chance for you. Buy now — don't wait. Cash is King. Double duty of dollars. Digging for dollars is the game. Prices attractive and irresist- ible. Gratified and satisfied. Great value for little money. Unlimited natural resources. Don't speculate. Make a safe Investment. Now get busy. Stupendous fortune in minerals. Uniformity of climate. 56 THE REAL ESTATE A rapid and healthy growth. Bracing sea breezes. Garden soil as black as midnight. House ready to move in. Water ready to turn on. Sand waiting for the plow. Our proposition is safe, sane and sure. A heart to heart talk with thoughtful parents. Unusual and exceptional loca- tion. A dollar doubling opportunity. We court the strictest investiga- tion. Just the spot. The one you've been waiting for. The place to raise healthy chil- dren. The investment of the hour. No where on the American Continent is there a more promis- ing investment. We stand back of every state- ment. Get our illustrated booklet- warm from the press. In the land of heart's delight. We spend unseen thousands. A magical growth. The dawn of a new opportunity. The road to Profits. A new era has arrived. Grasp the momentous facts and the tremendous figures. Buy cheap land near dear land. The "Hay Seed" years are a thing of the past. The Farmer now has money in the Bank. New conditions are permanent. Supply of land is fixed. Population ever increasing. Agriculture, is the barometer of trade. Farmers dominate in wealth, brain and brawn. Crops succeed — nation rejoices. Human progress, economic evo- lution, increase in gold output is the cause of the new situation. Follow the road that insures largest profit in shortest time. It'll do you good to get down to Mother Earth. Get a bit of. land. Soil your hands. Go barefoot in the dirt. Work until you sweat. In the year 1909 the world pro- duced $450,000,000 of gold, 4 times the amount of the annual average 1860-90. Such facts are becoming the lauded aristrocracy. Don't be misled. A booklet of Facts. Seeing is believing. Now is the right time. Prices to suit any purse. Terms the easiest. . Privilege to anticipate deferred payments with a liberal discount. Be prompt. Land is level. Ready for the plow. The liveliest agricultural district in the United States. Commands a variety of Land-, scape view. Every prospect comes with a definite purpose in mind. The magic of the pure air will smooth your cares and worries. Investigate and be convinced. Big things Doing and bigger things Brewing. You'll forever regret this op- portunity. You cannot lose. BROKER'S CYCLOPEDIA We have astonished the citizens of Every tract is all soil. • No rock. No gravel. All under cultivation. We advise )'oa to buy. Not lots — but acres. Beautifully wooded. Just a little down. Just a little monthly. The soil is d fortune within itself. Six feet of rich black loam. Unsurpassed for garden pur poses. An opportunity for independ- ence. More resources than any three towns in the state. The Land of Sheltering Palms. By the Shimmering Seas. Reason from a climate stand- point. Never in the history of the world. For the sake of your future welfare. Your own Father never gave you better advice. Straight talk to the working man. Rich alluvial soil. Where you can raise enormous crops. Future greatness inevitable. Has a sanitary and very health- ful location. The future promises more than the past has yielded. The rising tide of industrial activities assure increased Real Estate values. The rapid trend of high class development points with unerring certainity to the brilliant future of our property. The place with a future. Highest known demonstrated yield. Independence for life if you act now. The land of never failing crops. Handsome profits in the past. Far greater profits in the future. A home by the vSea is a blessing to any man and his household. ■ The Venice of America. Good spots are becoming scarce. The candle is burning low. "The Lord has been good to Texas." A restful place where you'll want to linger. In this age "Time is Money." Whispered wisdom from whisk- ered wise Guys. Young men, now is the time to lay a foundation for wealth and independence. The stamp of excellence. No stronger argument needed. No better proof wanted. Snug fortunes will be made by early buyers. All doubt and discussion set at rest. Get in ahead of the rush. Land will never be cheaper. The good lands are going rapidly. Trade a life of toil for a home and independence. To be made free men. What will you be in ten years? Why not be independent? Own a small truck farm. The cream of Farm propositions. "Put money in thy purse," easily done if you buy real estate. "Make your money make money for you." Easily done if you invest in Real Estate. 58 THE REAL ESTATE Not a particle of risk or an element of chance. The size of the earth never increases. The number of people on the earth always increasing. Do something. Buy something. Build something. Do some reasoning yourself. Out-door attractiveness. Salubrious climate. Ozone-laden breezes. A children's paradise. Nature's Play Ground. Assuming unconfined freedom of Real Home Life. The location is perfect. Why not be a ' Producer?" Every dollar you invest will be an "earning dollar." America's Valley of the Nile. New Riverside. "The spot of real living." The beautiful lay of the land. Always seek ideal conditions. We don't ask you to take chances. Our property must be seen to be appreciated. "In the valley of Success." Buy "Yorba Linda" Real Es- tate. The man who does not try to acquire Real Estate is either a Millionaire or a fool. This great land sale has never been equaled. A coward never owned his own home. You can be independent on five acres of land. Nature has done her utmost to make this the garden spot of the world. Close to the best markets. It's a business proposition pure and simple. You can start upon such a ridiculously small amount of money. Our proposition is a veritable wonder. You'll be surprised and grati- fied. The investment is permanent and profitable. The proof is unassailable. Oblige us by a' frank statement of your decision. The leading city in point of growth, prosperity, natural re- sources and population. You can get great and lasting advantages for yourself by getting in on the advance sale. Some have doubled and quad- rupled their original investment. Facts from the City Hall re-, cords. "On the bank of the Shadowy St. Joe." There is no time like the present. We are not asking you to take our word for it. We want you to see. We are positive our property will appeal to you strongly. Buy land devoted to intensified farming and gardening. The cultivation of fruit will in- vite canneries. The immense timber possibili- ties will attract saw mills, box factories, planing mills and capital. Already has a population of Ten Thousand well-contented, up- to-the-minute people. Tremendous growth creates de- mand. Not the speculative, get-rich- kind. BROKER'S CYCLOPEDIA Buy the substantial investment always. There is a new era dawning. A money maker from the day you get it. Large productions with safety. When public opinion all runs one way, public opinion is pretty apt to be right. No matter when you plant, or where you plant money, it will grow and yield more seed, and it is I always safe planted in real estate. We cannot write or print one half the facts. It is a pleasure to show you our property. The least that you can do is to let us send you our booklet. Don't lay down this paper until you've read every word. Don't rest content 'till you've heard the whole grand story. Don't rest till you realize that its yours to refuse or accept this grand proposition. An unparralleled investment for outside capital. vSwept by the ocean breezes. One home in your hand and all your own is worth two thousand in your Landlord's hand. Handy to get to. No hills to climb. Only the price of three cigars a day. A fine colony of cultured people. This land is rapidly growing more valuable. The most astounding real estate proposition ever made. We make this prediction ba.sed •n the wonderful growth of the surrounding community. Buy now and let the other fellow i pay you a profit when he wakes up. The call of the soil demands consideration. Your interests. demand a person- al investigation. See the "beauty spot of crea- tion." A veritable gold mine that does not "punch out." 'Tis the keynote of prosperity. Today against the future. Guard against realty pitfalls. Turn your footsteps into the "road to success." Every purchaser gets full value for every dollar invested. Discriminating people are taking advantage of this chance of a life time. Food for thought. Stop, think and be conservati\e. Is life worth living? Yes! The fields are lovlier than the paved streets. The forests are more pleasing than the walls of brick. The oaks and elms are more poetic than the steeples and chim- neys. Just the place to raise chickens. Be thrifty. Come to your senses, follow the path where success is assured. Railroads build cities. What is your money doing? Money on hand is worth what- ever you can buy with it. Money in bank is worth 4 percent Money wisely invested is worth whatever it earns. Buy where others are buying to live and you are safe. We have the best gardeners in the U. S. We'll sell you land in a sunny clime where men with less ability than you have are making several m THE RE A L ES T A TE times as much money, and living an independent life. The terras of purchase are easy. A fortune in fruit. Enormous increase certain. Some say "Yes." Some say "No." It's sales that moves the wheels of business. We want conservative, long, level headed men to investigate our proposition. Choose land near a good market. The surroundings are a positive guarantee of its future. Your turn for a smile from fortune. Enter the gateway to health. Commanding the city and the sunset Sea. The plain unvarnished truth. The sun shines on no better investment. Embrace this opportunity. Any time is a good but NOW is the best. Let me hammer this one fact into your mind. JUST AS GOOD AS U. S. GOLD. The greatest fruit and dairy country on the Continent. The richest farming country in the world. Investigate our unique and gen- erous plan. The man with the Big Bank Roll. Here's to the fellow who acts right now. As people are informed they understand. As they are influenced they act. Stop dreaming of castles in Spain, buy a real home in the land of GOLDEN SKIES. Hitch your energy up to a farm. Make your energy work for you. "In the shadow of the foot hills." Think just how to get the great- ness of our proposition. "Behold we will show you a beautiful land." "Prepare for the rainy days." Be ready for any emergency. Money invested in real estate knows no eight hour law. Money invested in real estate will work for you twenty-four hours every day. "The land of sunshine and early fruit." Impelled by force of circum- stances we place this chance before you. The earth will never grow any larger, yet millions of souls are added to its population every year. Nothing grows into money so fast as real estate. Advertising falls far short in depicting these beauties. Unequal ed opportunities are now placed before you. Wellspring of rich values. Worth is never overlooked. Excel this if you can. Yes ! Here are values unmatch- able. If you want to live for less money and live better, it will pay you to investigate. Turn your back on the old way. Take the road which leads to permanent prosperity and happi- ness. Land has the habit of staying "Put." Buy a piece of land big enough to be useful. BROKER'S CYCLOPEDIA 61 On January 1, 1910, the farmer's assets were double those 10 years ago. On January 1, 1910, his debts much less. On January 1, 1910, the value of the farm output for 1900 was enormously greater than the pre- vious year and worth 75 percent more than 10 years ago. On January 1, 1910, there were one million more farms than 10 years previous. The 20th century idea is co- operation. a. Farm Wealth of the United States January 1, 1910. Farm assets $35,000,000,000 Farm products 9,600,000,000 Number of farms 6,74 1.000 Our booklet contains convincing evidence. There are two million farmers in the United States who are renters. Emancipate yourself from your landlord to-day. The spot where you'll live longer. Land is not always a farm. The explanation is easy. Hear the resounding echo! This opportunity is worthy of cheerful consideration. Your golden opportunity. The land of opportunity. The greatest producing soil known to mankind. You can't duplicate it in any part of the Country. You had better make your selec- tion early. Here is a proposition that should interest you decidedly. The Real Estate earthquake. Natural lay of the land. Character of neighborhood. Location is the chief factor in advancing values. Location is more important than improvements. Location is more important than car service. Location is everything. The view is matchless. Nothing to equal it can be pointed out in the entire United States. The greatest investment snaps the world has ever offered. Where wheat grows, money grows. Think what it means. Grab on to this chance. A town with a remarkable future. The shortest route to wealth is through the soil. Show me where you can do better. Unsurpassed for soil. Back to nature. Values of dirt on the increase! We are not asking you to put your faith in land. We are not asking you to put your faith in future increase in value. A great money-making certainty. Absolutely frostless. The garden spot of the world. The land of sunshine. The land of plenty. Where you can raise two to three crops on the same ground in the same year. Where vegetables can be market- ed during the winter months. Where semi-tropical fruits can be sold during the winter months. Where the finest figs in the world are grown. THE REAL ESTATE Where com, cotton, oats and sugar cane are staple crops. Where figs commence to bear in the second year. Where oranges yield $1,000 per acre. Where you can raise strawberries for the early Northern markets. Where you can raise watermelons for the early Northern markets. Where you can raise onions for the early Northern markets. Where you can raise tomatoes for the early Northern markets. Where you can raise asparagus for the early Northern markets. Where you can raise cauliflower for the early Northern markets. The natural home of the planter. The natural home of the farmer. The natural home of the dairy- man. The natural home of the truck grower. The natural home of the fruit grower. Ivand is the basis of all wealth. Land is not like a mine worked out and quit. Land is not like an oilfield that will go dry. Land is not like stocks that can be manipulated. Land is not like stocks that can be destroyed. Land is not like a Bank that can break. Land is not like a Life Insurance that you must die to cash it. Buy land in the rain belt. Buy land in the true crop country. Buy land close to market, Buy land that is rich and productive. Buy land that is extremely fertile. Buy land that has a rich black sandy loam. Buy land that has hog-wallow soil. Buy land where there is no rock or gravel to impede the progress of cultivation. Buy land where there are good roads,. Buy land where there are good neighbors. Buy land where there are good schools. Buy land that is ready for the plow. Buy land where you can cut hay twice a year. Buy land where the rain makes sure crops yearly. Buy land where it will enhance in value. No better example of eflficiehcy. No matter what the weather is. Realize your dream. Development is in the air every- where. It is known as the "Poor man's paradise." On the level. Get next to a "sewed up" proposition. Where you can hear the coin jingle. An east end "Lay out" the "Best ever." Get some oats box information. It will not require much long green. Go out any day in the year and pick green things for the table. Expertly cared for. Back to the farm. There's money in luxuries. Worth looking at. Why chill and freeze? "Land of the Sky." BROKERS CYCLOPEDIA 68 Don't wait until some other day. If you do you'll pay more money. Shake the landlord. Don't pay (in rent) for the house you stay in and still not own a shingle of the roof. A home for the close buyer. Rare bargain in a new bungalow. Name your terms. It's not necessary to move a thousand miles away to find a good investment unless you want too. Sit at home and fatten your bank account. Independence with the aid of nature. We show you the way. Opportunity beckoning. Prices command attention. Fertile acres. The road to Independence. You can have an income from acres first year. There is but one more new country. The last of the untraveled reg- ions of fertility. The noisy advance of progress can almost be heard. Push forward to the land of richness. The geographical and stratgetic commercial centre. Its advantages are many. . Greatly favored by nature. Crops grown without much trouble. Climate perfect. No extremes. Not the beginning of a town. But the beginning of a city. You simply can't lose money. You can double your money. Most wonderfully beautifully and grandly located. The neglected opportunity never returns. Don't wait too long before de- ciding. The place where living is really ideal. Surrounded by desirable things only. Don't plod. Don't plunge. But make money. It's an unqestioned fact. You'll find your opportunity in the new west. Don't worry about your boys. It won't take much to give them a start in the new west. There is no better in the world. Beats gold mines all to pieces. The future of America lies in the new west. It has the resources. Let us show you actual condi- tions. Here's an opportunity to better your conditions. Here's an opportunity to make your money bring bigger results. The garden spot of chance. Land of opportunity and prom- ise. This God-favored country. The finest and most tempered climate in the world. Land of flowers and sunshine. Regardless of other claims made and inducements ofi'ered, we make the unqualified statement backed by facts. Our land cannot be surpassed in any respect. The .surest crop district we ex- tend to you an invitation to in- vestigate a truly worthy proposi- tion within the city's shadow. An appeal to your reason. 64 THE REAL ESTATE Buy land in the center of a vast rich agricultural country. Buy where natural resources excel. Buy where citizenship excels in energy. Buy where citizenship excels in enterprise. As the city grows real estate values grow. If you- ever expect to have your share of this world's goods you must do your own thinking. Reason for yourself. Do something. Buy something. Build something. Invest in land. Buying land wisely is not specu- lation. It's an investment. If you speculate you depend upon luck. If you invest in land you depend upon: Facts. Reason and Common sense. ,The "Last West" is now on the market. The rich rolling hills. Picturesque. Interesting. Ideal fruit district. Why? The physical and chemical con- dition of the soil. The clear days. The sunshiny days. The C09I nights. Produces a fine quality. Produces long keeping. Surface of the soil deep. Surface of the soil rich. Surface of the soil black loam. Basaltic formation. Contains plenty of humas. Free from stone. Free from gravel. Enough sand to make cultiva- tion easy. Subsoil is sandy clay. Retentive of moisture. Contour of the land is provided with — : Good soil. Good air drainage. The richness of the soil. Its friability. Its retentiveness makes it adapt- ed to the growing of small fruits and vegetables. There is only a limited number of acres of land. There is no limit to the number of people as time goes on. Those who own land are inde- pendent. Those who have not land are dependent on those who have. Now (1911) there are about Three Million acres of land devoted to agriculture. There are about one hundred and twenty million acres more that can be put under cultivation. b. What it Means to Own Land. Land is the basis of all wealth. The desire for the ownership of land is implanted deep in every hum^n breast. Individuals are actuated in their desire for land by personal motives. Under existing social conditions it is the duty of every man to ac- quire title to a plot of land. Land ownership is an almost certain safeguard against adversity. Hard times, sickness and old age may come, but he who owns his home is certain, at least, of a port in which to ride out the gale BROKER'S CYCLOPEDIA 65 or end his days peacefully in this sailors' ".snug harbor." Fortunate, indeed, is that man, or woman, whose ownership of land includes both a home and a living, or means of support. Such land ownership carries with it not only a place of abode but also food, raiment and the com- forts of life. As a heritage for one's family it is better than life insurance or a bank account. In short, it does what a farm should do. ADVERTISING FARMS. c. How to Advertise Real Estate to a Farmer. Make each advertisement a short lesson. Make each advertisement a sim- ple lesson. Make each advertisement a wholesome lesson. Make each advertisement a strong lesson. . Make each advertisement a con- vincing lesson. The real function, of advertising to a farmer is educational. Make your copy easily under- stood. Don't crowd your whole story in one lesson of one advertisement. Fifty-two short advertisements for fifty-two weeks are better than fifty- two short "ads" in a four page "ad." Don't buy a four column space for a four inch single column "ad." Just buy enough space to tell your story frankly. Just buy enough space to tell your story straightforward. Just buy enough space to tell your story attractively. Use short arguments. Use short paragraphs. Use the smallest words possible. But don't sacrifice strength or forceful copy. Avoid all technical terfiis. Make your language plain. Make your language simple. Mfeke your language expressive of real facts. Cut out all the frills. Just tell the truth in the same language you would use if really talking to the farmer. Be absolutely truthful. Avoid even the slightest exag- geration. Avoid even the slightest sus- picion of a false statement. Farmers have been cheated fre- quently. Farmers are over suspicious. Give them facts in terms which tend to develop confidence. Use true illustrations. The picture must be real. Let the text meet the farmer on the farmers level. Let the illustration meet the farmer on the farmers level. Avoid all gaudy effects. Avoid all fancy borders. Stick to plain, well set, business- like and easily read effects. Don't chop your copy up in squares. Don't chop your copy up in oblongs. Don't chop your copy up in circles. Don't stretch your sentences all across the page in small type. Give the farmer information. 66 THE REAL ESTATE Give the price always. Avoid all technical terms. Write your copy for the man that is going to read it. Write your copy for the man who is going to buy. Don't use extraordinary terms. Get a paragraph in each '"ad" that will prompt the reader to ask a question. Asking a question means farther information. Don't advertise to the farmer the size of your office. Don't advertise to the farmer the size of the office building. The farmer is interested only in what is of real assistance to him in making and saving money. Stand on the merits of the prop- erty you are advertising. Never refer to a competitor in your advertising. Farmers don't like mud slinging. Every time you refer to your competitor you throw discredit upon yourself. Buyers are suspicious. Every word you say against your competitor makes the buyer that much more suspicious of you. 4. Suburban Property. A progressive home-living dis- trict. No other spot so inviting. Don't hesitate. A most desirable place to live. Think the matter over. The prices will never be lower. Grasp the opportunity. Future of property protected. Prices may go up any day. Safety of investment. Give your children a chance in the suburbs. Get away from the noise. Get away from the fog. Get away from the hot, sultry winds. Get away from the tenement districts. Go up where the cool breezes blow. Think it over and consult your wife. Sale now going on. Get ahead of the crowd. Go "out tomorrow afternoon. Escape the germs. Seeing is believing. Wise restrictions insure the ideal developments of your property. The all important topic is, where shall we purchase a home? Don't confuse our properties with the cheap suburban schemes which will soon flood the papers. Don't invest a dollar until you inspect our properties and get our prices. Sleep above the level of the city. Visit this magnificent property today. See it for yourself. Act as your own judgment dic- tates. Go and see the rest. Then see the best. We now rest our case. The placid place to live. A real estate boom. Come in with us at the start. Listen to nobody. Act on your own judgment. Be your own Judge. Be your own Jury. Time is slipping away. Tomorrow never comes. Get out of the filth, grime, smoke and dust of the city. BROKER'S CYCLOPEDIA 67 Your health — your children's health demands it. A perpetual endowment of breathing space. A superb system of public schools "JUST NEAR ENOUGH." "JUST FAR ENOUGH." To merely exist in town or just live in the suburbs. Live where the children can ran. Live where the children can play to their heart's content. Live where the children can be out in the open. Live where you can always have a drink of pure sparkling water. The best place for your family. Best of citizens for neighbors. Fine homes adjacent. Location beautiful. City street car service and trans- fers. Wide streets. Wide cement sidewalks. Shade trees. Storm and sanitary sewers. Lots nicely graded. High and dry. No factories. No smoke. No noise. Necessary restrictions. This property is of unusual merit. Lots are slightly rolling. The suburb is delightful. Has a wonderful future. No buildings placed close to street lines. Pleasant surroundings. Lots selling rapidly. No other suburb as attractive. No other property so inviting. No other property so interesting. No other property so low in price. No other property sold on such easy terms. No other property with as many natural advantages. No other property affords such unrestrained freedom from the undesirable features of unrestrict- ed and unimproved property. Accessibility unequaled. Property restricted. Highly improved. Correctly priced. Terms are inviting. Title is perfect. Broad streets and avenues. Streets graded and macadam- ized. There now. Shade trees planted. No taxes for three years. Building restrictions. No unsightly buildings. Natural drainage. Improvements free to purchaser. There now. Surroundings, light, sunshine and pure air. Low prices. Easy terms. No fogs. No dirt. Values are there now. Values are sure to double. Strictly one price. Sunshine always. Cool breezes when needed. Natural beauty and attractive- ness. No charge for deed. Title free and perfect. A home lover's Eden. No floods. Located where values are in- creasing the fastest. Select your home where living will be a constant joy. 68 THE REAL ESTATE These facts give you but a meager idea of the eager pulsating, full-blooded growth of this wonder- full suburb. Real estate in this suburb is as active as merchandise. The demand for suburban homes in preference to city residences is constantly increasing. Get out of your stuffy apart- ment. Live above the fog line. Live above the noise line. Live above the dust line. Live above the smoke line. Embodying, comfort, beauty and convenience. No city loaded fumes. Buy a semi-bungalow. Provides every essential for con- venient living. It'll be a short swift sale. A tremendous inducement. Live where your children are safe-guarded. The true "suburb Beautiful." Superb views, unequaled drain- age and sewerage. It is unnatural to live and force your children to grow up in a crowded city. The steady flow of city dwellers suburbanward is Irresistible. Pure water and quiet surround- ings are natural and conducive to good health. Peace of mind is worth some- thing. The suburb without an equal. 365 days of Golden Sunshine every year. A picture of Irresistible beauty and charm. The vari-colored autumn foliage compels unstinted admiration. This distinctive suburb is singu- larly fortunate in both location and environment. This suburb presents attractions and advantages which appeal to the discriminating. Just now is the most opportune time to visit our suburb. Splendid villa sites amid beauti- ful forest trees. Nature has been truly lavish in her devotions. Out where the air is pure and clear. Hill properties pay largest pro- fits. Every lot an acre and every acre a corner. Do you long for the country? Do you long for the sunshine? Do you long for the blue sky? Do you long for the pure air? Do you long for the invigorating breezes. Do you long for the song birds and the vigorous health that goes with out-of-door life? Certainly you do. Then come to where you can have a home of your own. A real home. Where you can inhale the fra- grance of the roses growing in your own flower beds. All the pleasure of country life and within a short ride of your down-town office. Can your fancy call to your mind a more attractive picture than a home in ? Could any place be more desir- able for a home? Lots, safe as Government Bonds. A home in better still. Come today. BROKER'S CYCLOPEDIA 69 No other high-class residential suburb is so accessible to the busi- ness and social centre of . It is less than fifteen minutes ride from Seventh and Main streets; one car to all points and a car every minutes. WE INVITE COMPARISON. With any and all other sections as to real values and advantages. Buy now and reap the great benefits which will come with the completion of the vast improve- ment projects now being worked out. FREE SEWER SERVICE TO HOME BUILDERS. Granolithic sidewalks, tele- phones, electric lights and other utilities are here now. You don't have to wait years or generations for them to come. PRICES LOWEST. TERMS TO SUIT. Let us show you over this suburb- an residence park. The home of Mrs. Tidy Wife. Opens its Golden Doors of op- portunity to you. In consequence of its location, elevation and easy access to the city, big advances is a certainty and the wise investor will reap great profits. Sewerage. Sidewalks. Shade trees. Stores. Churches. Schools. Homes. Water. Pure air. Best of trolley service. And only minutes from Read every line of this adver- tisement carefully. Think for yourself. Make Mother Earth your Sav- ings Bank. You worked for your earnings. Let them now work for you. This property is your chance. You know where your money is and what it is doing when invested here. OWN A HOME. Where you can enjoy all the comforts the country affords. And go to and from work each day without losing valuable time. ARE YOU TIRED? Of the rush and bustle of city life? Tired of the noise and worry. Any person can write an adver- tisement like this, but no person can show you property like ours. All the advertising in the world won't make a piece of property a good piece of property. Read our unmatchable proposi- tion. Our property is worthy of your most serious consideration. Where nature has beautified more than hands could. We stand on the lot we sell. You pay just what you think the lot is worth.. Your price positively goes. Large rivers run through large cities. Large street car lines run through the main streets of large cities. The time to buy real estate is 70 THE REAL ESTATE when the future is before it, not behind it. The possibiHty of — — is beyond the comprehension of any man now Hving. Be a free man. The Winning Suburb is found on the bluffs commanding superb views of the winding river, the rolHng country and the stately city. It is . A fortune is being spent in per- fecting this comparable section, making it a fitting community of gentleman's country homes where the beauties of nature and health- ful outdoor life are supplemented by the comforts and conveniences of the city. Suburban properties will be in greater demand this season than ever before. As grows the city, so grows the suburbs. There's only one sure way to get rich, and that is to buy suburban real estate and hold it until it becomes inside property. The greatest fortunes in the country have been made in invest- ing in suburban real estate. "Best" seems a tame adjective to qualify these offerings. The trees and rich grass on every lot is a rest cure for tired people, and a play ground for children. Live where there are no dangers of unhealthy seepage. Allow us to introduce you to the "Homesite Beautiful." Our property is building up as though by magic. All of our customers have solved the secret of success. Its extreme elevation makes it beautiful. We offer the man of moderate means a genuine opportunity to own the home he lives in. Our property has character behind it. Away from the city, but not too far away. We believe that once familiar with the beauty of our property and its superiority over all ad- jacent property, you will become as enthusiastic over it as we are. Increase in population produces increase and the building of real estate. A SUBURBAN IDEAL. You know who's guarding your money when it is invested in real estate. Buy a country home at the city's gates. You cannot in Justice to your wife and children, give up an opportunity like this You are keeping your family from refined environment and luxury. This proposition represents an opportunity that will never come again. You as a business man of today after a trying day in the turmoil of business, demand a restful change when night comes. Your wife and your darling children tucked away in a crowded apartment, or in a- home on a narrow, dusty, dirty street, are not only unhappy and tmhealthy, but forfeit entirely that sense of home on which rests family life. Buy a home where city and BROKER'S CYCLOPEDIA 71 country have lost their dividing lines. Buy a home where the attrac- tions of both city and country abound. Buy a home where a match and a scratch will start the gas range. Buy a home where the cement walk keeps you out of the mud. Buy a home where rapid transit annihilates space between all parts of the city. Buy a home in the suburb and live in the "Glorious Open." The place there's no doubt about. Home sites of merit. Buy property where city schools are combined with country life. Why not invest your money in a home-site that is kept in apple pie order, which enhances the value of your property? Why not invest your money in a homesite where you can obtain liberal discounts? Why not buy a home where the greatest majority of the homes are owned by the people who live in them? a. Seven Facts. These record breaking sales are the result of seven facts. (1) Ideal location. (2) Distance from center of city. (3) Only available high grounds (4) Rapid transit. (5) Building restrictions. (6) Splendid improvements all free to every purchaser. (7) Moderate prices and Con- venient terms. We are asking you to put your faith in what we have done and what we will do to make our ad- dition the most beautiful and the most advantageous home-site pro- position within 30 miles of our city. Get out of the smoke laden air. An opportunity you can't dodge. Home ownership is the thing for every man. 5. Central Business Property. Nothing better from all view points. Our prices will appeal to you. Buy "Close-in" property. Buying Real Estate is just like putting your money in Gold Bonds. The close proximity gives you immediate car transportation. Act upon advance knowledge. Our property will feel the pulse of progress first. Consider all the exigencies that may arise. Calculate carefully the forces. The close-in addition. Your profits grow whilst you sleep. All deeds prohibit the building of shacks. Safe and sane restrictions. Call a halt. No strap-hanging. No over crowding. Seats for all. No cinders. The knocker for ten (10) years has been telling you that close-in property was too high, yet in spite of the knocker prices have gone higher and higher. You have missed opportunity after opportunity. Money invested in close-in real estate will earn from 50 to 100 percent. Buy real estate where trolley strikes and snow storms do not effect. The close-in addition. 72 THE REAL ESTATE The near-in addition. Values already established. Buy where the real city will be built. WHY NOT, INDEED? Why not buy a home in the most delightful section of the city? Why not make your home in the choicest part of the city? Why not invest your money where increased values are in- sured ? Why not buy a home where the improvements are best that money can buy? Why not invest your money and build where you will have adequate fire protection? Why not invest and build where the transportation facilities are safe and the service unparalleled? Close in business property is a cinch. Close-in business property is the safest. Close-in business property is the most profitable. The value of close-in business property remains as steady as a rock. Close-in business property makes profits for the investor which ex- ceed those of a gold mine. In the shadow of the capital. a. The Best Real Etate Invests ment. A GOOD INVESTMENT is Real Estate. A permanently good investment is: 1. Perfect security of the prin- cipal. 2. Constant growth of the prin- cipal. 3. Absolute certainty of income. 4. Constant increase of income. 5 Ownership of tangible pro- perty free of mortgage. 6. Having convertibility. 7. Having availability. 8. Responsible management. 9. Efficient management. Increase in population is the crea- tor of wealth. Close-in property increases in value more rapidly than any other. Close-in-central business proper- ty is necessarily used by the entire population of the city. As the population increases the use increases. As the use increases the revenue increases. As the revenue increases the value increases. Central business property en- hancement in value is persistent. Central business property en- hancement in value follows year after year without effort to the owner. Central business property en- hancement in value exceeds all others. Because it is more universally used than any other public utility. The National Banks of the United States have nearly two hundred million dollars of their capital invested permanently in central business property. The Life Insurance Companies have over four hundred million dollars of their policy holder's money (your money) invested in central business property. The Savings Banks of the United States have many million dollars of their depositors, money invested in Central Business Property. Conservative Investors invest in Central Business Property. BROKER'S CYCLOPEDIA 73 Successful capitalists are owners of Central Business Property. Railroad Companies buy and own the office buildings they use, so as to pay to themselves the ever increasing rent. The income from Central Busi- ness Property is but one thing: RENT. The expense of Central Business Property is simply: Taxes. Insurance Janitor service. Heating. Lighting and Water. Its easy to figure the net income. Central Business Property has for one hundred years, produced more wealth and paid larger re- turns than any other Real Estate Investment. b. Ground Value Increment. Rent tax. Ground-value-increment. Ground- value-increment is a fortune builder. Invest your money in close-in property and fortune is assured. Owners of Central Business Pro- perty collect the rent. The merchants and office people spend their lives paying rent. Central Business Property draws its rent-tax from the entire popula- tion of the city and country sur- rounding. Tenants are the real rent col- lectors. The people at large are the real "rent payers." Central Business Property is al- most free from competition. Dismiss from your mind the idea that a large amount of money is necessary to start an investment. Start small, if you wish. But start. Start by all means, c. What is Unit Ownership ? Unit ownership gives each in- vestor a separate ownership. Uiiit ownership gives each in- vestor independent ownership. Unit ownership gives each in- vestor ownership in a specific property that is always free of incumbrance. In a specific property that pro- duces regular earnings. In a specific property that pro- duces an increase in value. In a specific property that the owner can use as collateral. In a specific property that the owner can hold. In a specific property that the owner can sell. Unit ownership gives the in- vestor full knowledge of the invest- ment before he invests. Unit ownership gives the investor full knowledge of his investment at frequent intervals. Unit ownership enables the in- vestor to place his investments permanently. Unit ownership enables the in- vestor to place his investments free from care and trouble of management during his lifetime. Unit ownership enables the in- vestor to place his investments in a form that is ideal as a provision for his family. Unit ownership never impairs an investor's principal. Unit ownership never impairs an investor's earnines. 74 THE REAL E ST A T E Unit ownership never impairs an investor's increase in value. Unit ownership means that every investor has an investment. Which is always in a specific central business property. Which is always free from in- cumbrance. Which protects his principal from impairment. Which gives him full earnings on his investment. Which gives him full knowledge of his investment at all times. Which grows year after year. Which survives him as a heritage for his children. d. Illustration of Unit Ownership. Cost of building $500,000.00. Ownership divided into 500 equal units by trust deed. Sold to Investors. Transferred to them. By certified conveyances. By registered conveyances. Each investor holds one or more, officially recorded and certified units of ownership in a specific property free and clear from all encumbrance. When the investor wishes to sell or transfer his ownership of units he can do so. Without trouble. Without expense. Without delay. By simply assigning his certified conveyance. The purchaser of one unit is the owner of one-five hundredth of the property. Which the owner can transfer and sell just as independently as he would the entire property. The investor can transfer. The investor can borrow money on it. The investor can devise it by will. The rights of all unit owners in the property are definitely fixed by the recorded deed and can never be changed. The deed of trust specifies ex- actly how the Trustee Company shall manage it and accoimt to the unit owners. Being absolute owner of a unit: The investor can sell. Earnings of the property are distributed as follows: 1st Pay all taxes. Pay insurance. Pay repairs. Pay ordinary operating ex- penses. 2nd Pay to the Unit Owners quarterly dividends up to $50.00 per unit per year. 3d Unit owners are to receive surplus dividends two-thirds of all surplus earnings and profits of the property. 4th The remaining one-third of surplus goes to the Trustee com- pany as compensation for services. The plan insures efficient man- agement because the Investors Earnings are preferred. The Company's compensation is deferred and wholly contingent, consisting of one- third of the sur- plus profit. e. Increase in Value. As property earnings increase, so unit earnings increase. As property grows in value, so its units grow in value. BROKER'S CYCLOPEDIA 75 The longer an investor holds his units, the larger his dividends. The unit owner is really a pro- perty owner. Gets his share of the increase in earnings. Gets his share of the increase in value. Just as any other property owner does. The increase in value is the "hidden profit." The increase in value of central business property in substantial cities is just as sure as "death and taxes." The growth in population makes it a certainty. The concentration of business makes it an absolute certainty. Large property gives better re- sults than small property. More economy in constfuction cost. More economy in space for halls. More economy in space for stairways. More economy in space for elevators. More economy in lighting. More economy in ventilating. More economy in operation. More economy in management. Yields better rates of rental. Unit ownership amounts in fact, to investment insurance. f. Investment Insurance. Assures the highest possible aver- age: In safety of principal. In efficiency of management. In amount of earnings. In regularity of earnings. In continuous growth in value. A unit property can never be mortgaged. A unit owner can never be as- sessed. A unit owner can never be taxed. Unit ownership represents a spe- cific interest in the rent-income of a particular property. Unit ownership represents a specific interest in the sale proceeds of a particular property. Assurance assures only when financial responsibihty backs it up. Title insurance is important. Title insurance gives tone to your proposition. Title insurance gives class to your proposition. 6 High Grade Homes. City conveniences are a reality, not mere dreams. POINTS ABOUT HALL AND STAIRWAY THAT SHOULD NOT BE OVERLOOKED IN THE PURCHASE OF A HOME. The hall is the most difficult part 6f a ■ home to arrange or design properly. The hall is essentially a passage way. The hall is the place in which people are to be met. The hall is not the proper place for conversation and sociability. The hall should not be a sitting room. The hall should be an infallible indicator of the entire house of the family. As the hall— so the householder. The hall indicates generosity or meanness. The hall indicates hospitality or inhospitality. The hall indicates good taste or bad taste. 76 THE REAL ESTATE Never make a store room of a hall. The hall indicates cultivated or reverse. The hall indicates individual or commonplace. The hall reflects the character of the family residing therein. The Ideal Front Door should be heavy, broad, solid and thick. The front door is a bulwark as well as, an entrance. The stairway should be well back from the front door. . The stairway should be wide. Standardized constructions. A virgin for the discriminating home seeker. It pays to buy the best. The best is none too good for your home. A residence of unequaled merit. A superb location. Rich in natural beauty. Refinement and security of your investment. You could not wish for better surroundings. Prices based on real intrinsic value. For you, your wife, your chil- dren. See this Premier Suburb. Buy a home where quietude reigns supreme. Buy a home where the spicy breath from the trees may per- meate every nook and cranny of your home. Buy a comfortable home, sur- rounded by a comfortable lawn and the beautiful things of nature that make life worth while. Exclusive advantages that give supremacy. Homes of quality. Investigate thoroughly. Investigate critically. Every home possesses an added value. Owing to the beauty of sur- rounding homes. Build a home beneath the branches of those old stately trees, whose embrageous shade is so inviting, enticing, refreshing and healthful. ' ' Up-to-the-minute -high -grade - homes." "Up -to -the minute-neighbor- hood." ' ' Up-to-the-minute-people. ' ' No triflers desired. No snap-hunters wanted. No tourists welcome. Pure cream can be bought for the price of skimmed milk — But today only. Buy where the sidewalks are reinforced. (Concreteology) , The Embryo Beauty Spot. Not "How cheap" but, "How Good." Keep on the lookout for maca- dam-mockery. A panacea of mud-macadam of course. Houses of distinction our speci- alty. Our property is rapidly becoming an aristocratic center. Buy a home where the archi- tecture is typical of the early Amercian period. Buy a home that is built to be inherited by generations to come. Buy a home that combines grace and picturesque qualities of the olden time with modern conveni- ence. BROKER'S CYCLOPEDIA 77 •Buy a home where so arranged that every alternate group pre- sents a different conception of the Colonial type. Buy a Home where the front side and back lawns assure plenty of sunshine and pure air. Pure air and sunshine is the chief essential of a wholesome home Buy a Home where the side and rear walls are in harmony with the front. Buy a Home where no one point in construction has been cheapened. Buy a Home where the door- ways are broad and spacious. Buy a Home where the stairway is a delight to look upon. Buy a Home where the dominant colors of the Home are old ivory and mahogany. Buy a Home where the whole effect is charming. Buy a Home where a living- room is introduced instead of the usual formal parlor. Buy a Home where old-fashioned glass doors have been placed be- tween dining-room and living- room. Buy a Home with a kitchen designed with masterly concep- tions of convenience. Buy a Home where proper ventilation has had careful study. Buy a Home with two bath rooms perfectly equipped as a modem toilet can be. Buy a Home with a store room containing a cedar chest. ' Buy a Home with electricity throughout. Buy a Home with hard wood floors. Suggestions that can be used describing a high grade home. Admirably situated. Easy house-keeping homes. Women are the home-makers. Why women like these houses. Why they appeal to women of good sense and refinement. No space is wasted. No dark corners. These houses are bright. These houses are cheerful. High elevation. Select neighborhood. Easily accessible. Every modern improvement. Every modern convenience. Especially designed for all com- forts. Must be seen to be appreciated. Beautiful twin houses. Something new. Semi-detached. Oak trim. Tile roof. Exquisite finish. The -easily -kept -in -order -house. Every imaginable improvement. Parquet floors. Showers. Burglar proof doors. Console mantels. Unparalleled in beauty. Unexcelled in magnificence and splendor. Unapproached for unique, yet convenient arrangement. CONSIDER ALI, THESE FEATURES (9 room house). Two tiled bath rooms with shower. Hot water heat. Electric lights. Gas lights. Hardwood trim throughout. 78 THE REAL ESTATE Gas logs. Open area in front. Open area in back. Extra large closets. Servants toilet. Vacuum cleaner attachment. Laundry tubs. Long sash windows in the cellar. Mirror doors. Good yard to alley. Reception hall. vSanitary wall covering kitchen. Large well-lighted cellar. Absolutely unique. Designed to meet the require- ments of those who seek the best and most convenient homes. A type of architecture that bespeaks eloquence. A type of architecture that bespeaks refinement. Construction beyond criticism. Large crystal chandeliers. Intercommunicating telephone. Every detail has been accorded the same painstaking care and scrupulous attention that is be- stowed on the city's most palatial residences. A house worthy of note. A house that cannot be equaled at the price. Every year adds to it's beauty. Every day adds to it's value. This residence contains 10 rooms. Two bath rooms. Inlaid hardwood floors. Beautiful entry hall. Living room 18x35. Library. Dining room. Built-in china closets. Breakfast room. Kitchen. 5 Bed rooms. Spacious halls. Billiard hall. Lockers. Electric light. Storage rooms. Sun porch. Basement concrete. Laundry complete. Servants bath. Servants toilet. 4 servants rooms. Surroundings all that could be desired. 7. Suburban Lots. Lots never sold for less. They are sold so you can buy. Choose now. Settle later. Courteous treatment to all. Lovers of nature will buy them for their beauty. Our lots are for men of modest means. A car load of good cheer goes with every lot free. Special concessions to cash cus- tomers, as cash is the axle grease of business. We give a square deal for a round dollar. Prices too small to even cast a shadow. You don't need to come to our subdivision first, but don't buy until you see our property. The kind we sell are the best to buy. High, beautiful and magnificent views. All objectionable features elimi- nated. Every visitor marvels. Every buyer is delighted. Not a bad lot in our entire sub- division. Title absolutely perfect. BROKER'S CYCLOPEDIA 79 Don't let our offer wait over a minute. Common sense and reasonable restrictions prevail. Notice the high-class improve- ments. Don't delay. You will be agreeably surprised. You can't possibly lose. You are sure to win. No better values offered any- where. Most attractive lots on the market. Put your money where it will do the most good. Get in on the ground floor before prices advance. Restricted property. Salesmen on property every day. One price to all. Improvements entirely without cost to the purchaser. Superior transportation facili- ties. Act at once. See the property for yourself. The choicest property ever offer- ed for the money. You cannot match our prices anywhere. Do not confuse our property with other property 20 miles away. Easily and quickly reached. Sure to build up rapidly. Put $5.00 in your pocket and come out tomorrow afternoon. Whoever sees it loves it dearly. Don't miss the opportunity. You are not importuned to buy. vSimply see for yourself. The property has been well introduced. We bought these lots. We will sell them. We've got what you want. You've got what we want. We have plenty of lots now. Others will have them later. Come out and look at them any way. We know they will satisfy you. The lots are worth the price always. Try one or two for satisfaction. Come and get a lot before they are all sold. Reasons. No crowding of houses. Plenty of grass and trees. A community of live up-to-date young people. In-door and out-door advantages combined. The prices are prizes. A rare opportunity for the right man. A financial panic may wipe out a bank or industrial enterprise, but it can't possible destroy a city lot. If a man's lot across the street advances in value your lot ad- vances in value also. Transportation doesn't create. Population. It only locates it. Transportation locates centers. Convenience of location. Healthfulness. Pure air. Pure water. Good drainage. Pleasant surroundings. Good neighbors. ' Good streets. Good sidewalks. Shade trees. Churches. Schools. Stores. Easy terms. Discount for cash. 80 THE RE A L ESTATE Easy payments. Increase in value. Growth of population. General prosperity of the vicinity Natural beauty and attractive- ness. Nearness of recreation places and parks. Best lots are being picked up rapidly. Growth of values. Buy before and not after further improvements are made. Extensive house building going on now. Only a small sum needed to secure a lot. The lots are large-sized. No saloons in neighborhood. This sale will go down in Real Estate history without parallel or precedent. Take a car ride tomorrow. Now is the time to purchase a home site to build upon. No such chance to get a home of your own has ever before been presented to you. Get ahead of the crowd. Elegant entrance. Broad avenues. Granolithic curbing. Parked centers and grass plots. Shrubbery that blooms, planted on corners of streets. Terraced lots. Public playground for the chil- dren. Beautiful parks. Gas. Electric light. City water. Sanitary sewers Storm sewers. No taxes until your lot is paid for. No unsightly outbuildings. No stables on corner lots. No front fences. Improvements all free to the purchaser. Prices uniform. Corner lots $50.00 higher than inside lots. All weeds on vacant lots kept down until 19 — . Parks will contain swings for the children. Parks will contain rustic benches and cozy corners. Parks will contain broad stretches of green sward, under the grand old oak trees. Easy terms. One price to all. Liberal discount for cash. Strictly residential property. No bad lots. High places graded. Low places filled. Values bound to enhance. Natural beauty and attractive- ness. No buildings placed close to street line. Lots selling rapidly. Such an opportunity may never come again. Air pure and bracing. Away from the noise. Improvements all made without cost to purchaser (you). Free from the conglomerate smells of the city. No assessments. The chance of your life. Today only is yours. See this marvelous development. You can't buy a lot yesterday. It is surely remarkable. Delays pay no interest. BROKER'S CYCLOPEDIA 81 Look our proposition straight in the face. You must get your eyes on this remarkable development in order to appreciate what a great op- portunity is being offered you. First the pendulum swung north, today the pendulum is swinging back. A little down and a little each month and it's yours forever. The place to live. The place to buy. The plain truth and a square deal. Every promise fulfilled to the last dot. Rigid restrictions. The time. The place. The price. Settled at last. The banner allotment. Five minutes from five points. If it rains today. Come tomorrow. Come Monday. We decided on three days sale and a rain check. A lot sale of pocketbook interest. If you can afford to make a pur- chase, see our property today. If you can not afford to make a purchase, forget it. Just for a flyer. Jot it down. Buy a lot for 10 percent of your weekly earnings. Fifty cents a week, that's easy. Buy a lot for your boy. 600 buyers now. Want 600 more. No bad lots. The crowd that follows gets the skimmed milk. Buy before prices go higher. Our reasons are resistless. Choose now. Settle later. Courteous treatment to all. Don't wait a single day. All objectionable features elimi- nated. Every buyer is delighted. The prices are low. Nothing misrepresented. Most attractive lots on the market. Salesmen on the property every day. Refinement assured. Improvements made entirely without cost to purchaser. Prices will suit you. Terms to suit everybody. Nothing like this anywhere. Easily and quickly reached. Every sale makes a friend. Don't take what's left. Get the cream. Priority in selection means dol- lars to you. Optimists and pessimists can be shown. You'll not be talked to death. We anticipate the early oppor- tunity of showing you. Enjoy a little outing at our ex- pense. No taxes or interest to pay. No payments while sick. Terms are not difficult. Money, labor, brains and en- gineering skill are now being lav- ished to develop this marvelous and mammoth addition. All free to the home builder. You'll have nothing to wait for. Have you been there? 82 THE REAL E S T A T-E Have you talked to any one who has? The 10 percent of your salary plan. We don't claim to sell the best lots in the world, but the best lots at the price. Every one wants lots that lie .high, smooth, slightly rolling. Every lot has a charming view. You'll never buy as cheap again. We want home builders. We don't want speculators. "The suburb Beautiful." The quiet dignity of our property is the result of 20 years careful development. All night car service to our property. We'll expect you next Saturday afternoon. "Buy on the fringe and wait." The wise investor will attend this sale. Two weeks old and half sold. Listen to our short story of facts. Dividend producing and value increasing. Think it over seriously. Act wisely. Elaborately laid off. "Houses of merit" on lots worth owning." This sale has eclipsed all records, due entirely to the merits of the property. Buy a protected home site. We have 300 home sites to be sold before 19 — . This means freedom for 300 people — 300 rent payers. IvOts sold like hot cakes last week. "At the top of the Hill." A money-making subdivision. Dame Fortune knocks at your door and shouts. The price of every lot within reach of a modest purse. High. Dry. Smokeless. The number of lots limited. The time is next Saturday after- noon. They won't last all afternoon. Be on the grounds at one o'clock. The new foundation for a home is a good Building lot. Why not begin on that home foundation now. Join our regular Saturday ex- cursion. Inspect this incomparable prop- erty. Watch for opening date. Wait for opening date. Imposing entrance. Restrictions that protect. Living is worth while when you know how to live. No interest. No taxes. No landlord. The health of any section is safe-guarded by a perfect sewer system. Every lot level. Pick out your lot and bring us the tag. Improvements are being pushed and lots are selling fast. One ($1.00) dollar starts your account and interest allowed. We have the best architects. You can have your own architect. You can have your own builder. We will finish the proposition to suit your convenience. Destiny has decreed the growth of northward. BROKER'S CYCLOPEDIA 83 Destiny has marked out a bril- liant future for our subdivision. J. Gould's statement of building up by this means : "Don't wait for the best. Because you will never find it. Look for something that ap- pears well. And then invest quickly. Don't wait to see if it pans out. You will have to pay the premium and will have lost the big advance in values. You must make money on your own judgment, rather than on demonstrated facts." Our property is practically . a virgin field for investment. Little by little are your pay- ments made. Liberal inducements to prompt purchasers. Verify these statements. You will be interested by our credit inducements. An investment of five ($5.00) dollars a month means the founda- tion of your future success. No frowning walls will ever rise above our property to shut put your sunlight and pure air. The millionaire cannot get any better air or purer water, or better health than the POOR MAN at Bring your lunch. Coffee served free. Buy a pair of lots, make a small payment down — agree to make monthly payments, if you die before the lots are paid for, we will present a Warranty Deed to your lieirs without further payments. Either buy or forget it. The peer of all shore resorts. Go out and see this marvelous development. Go out and see this mammoth subdivision. Every lot has perfect natural drainage. Better act quickly before some one else does. Brisk business must inevitably follow this ad. Busy people like our prompt business methods. Be sensible and now is a time to exercise your sense. Business can never stay away from such great values. Be on hand tomorrow and see what little money can do. It is wonderful what a loud noise a dollar makes these days. Cash speaks with a tongue so eloquent that when it speaks all other orators take a back seat. The quick . sale of 400 lots is simply an expression of the pub- lic's confidence in our property. 8. General Real Estate. (SUGGESTIONS AND HEAD- LINES.) We appreciate your liberal pat- ronage. Bring your friends with you. Send for booklet of facts. Large demand for houses. Money in bank or real estate. Which? Put up "For Sale" signs. You may find a tenant or buyer some day. Put your property on our list. We have hundreds just ready to move or buy. We close deals promptly. Nearly everybody who passes a renting or selling sign is NOT interested. 84 THE REAL ESTATE If property can be mortgaged, we can mortgage it. Buy property where the property must increase in value and buy where it is to the interest of the SELLER to have that property grow in value. The first thing to do before making an investment in real estate is to determine where the people want to live then buy before they reach there. For investment in Real Estate never buy where conditions are complete. Buy real estate where there is a FUTURE. You will always find it more profitable. Saving alone will not make you rich but saving and investing will. The one absolutely safe invest- ment is real estate. Real Estate cannot be burned, stolen or destroyed. Financial storms rarely effect real estate. Invest in something which you can stand on and call your own. Railroad bonds are not Rail- roads. Real estate mortgages are not city office buildings. Real Estate First Mortgage Bonds are not city or suburban lots. When money is working over- time the price of money goes up (grows) and stocks down. Money well invested. Values that convince. Opinions cannot change facts. Enjoy the splendid view. A home or just a place to stay. Money talks. Growth is like water. It goes along the line of least resistance. Buy where it is for the interest of the seller to have the property grow. Buy and hold. Be master of your own invest- ment. A solid foundation for the future. Words are far too inadequate. Your satisfaction is our success. Trade your landlord for a home of your own. A sale for you. How money grows. ■ Spent money never returns. Paying rent. Man works. Woman saves. A fine start for boys and girls. A mammoth subdivision. A marvelous development. What does this all mean? Go within the next 24 hours. What we predicted. LAST CALL! What we have done. "Magnum Opus" ends. A GLORIOUS FINALE. "Magnum Bonum" done. A golden opportunity. Your dollars will double. Seize the occasion. A quick sale. The sure way. Keep in mind. Values sure to double. Values can't help but double. Values are going to double. That is a foregone conclusion. Two sources from which to draw. Your last chance. Don't forget. No interest. No interest to pay. BRO K ER' S CYCLOPEDIA 85 No taxes to pay. No assessments to pay. No grading to pay for. No cement sidewalk to lay or pay for. No shade trees to plant. Cash discount. $1.00 a week, "That's Surely Easy." POSITIVELY. PREMIUMS. Stop buying gasoline for your landlord. Delays pay no dividends. Bring your neighbor with you. Go ! See for yourself. Safe as Government Bonds. Savings create WEALTH. Sit on a front porch of your own. Sale NOW going on. Sit by your own fire side. Save your savings safely. Money grows night and day. Put your savings to work. One dollar down "That's all." Buy today. Pay later. Pure air. Pure water. Lots of sunshine. Good drainage. Shade trees. Cement sidewalks. Good neighbors. Good churches. Good schools. Good stores. High and dry. Low prices. Easy payments. Macadam streets. Guaranteed title free. No taxes for three years. Growing population. Values are sure to double. New car lines. Large demand for houses. Extensive house building going on. More money. More money has been coined by wise investments in real estate than any other organization. Far better than bonds. Real Estate is a far better in- vestment than United States Gov- ernment Bonds or British Consuls, because it not only yields double the income, but the principal itself keeps on augmenting in value with successive years. Real Estate investments can safely bid defiance to all rascals and defaulters. The most successful men in the country will tell you that the way to make money honestly, surely and safely is via the Real Estate Route. It is the basis of all values. From it all wealth has come and on it all wealth remains and all capital utilized. To live in a home of your own is real independence. It elevates your standing in the community when you own your own home. You who think that only the rich can afford to own their own homes are mistaken. It's really just as easy to own your own home as it is to pay rent. By owping your own home you become your own landlord. You can, if you will. Your dollars will double. Foresight means "Save and In- vest your Savings in Real Estate." Hindsight means "Don't save and die poor as "jobs' Turkey." 86 THE REAL ESTATE Can a home be entirely sweet, if it has rent receipts for a founda- tion? Buy on the fringe and wait. Railroad securities are manipu- lated and fluctuate with the wind. Buy either Real Estate or Real Estate Mortgages and consider them your best asset. Do as the Astor's did. "Buy on the fringe and wait." Great fortunes will be made during the next ten years. One good wise investment is worth a life time of labor. The possession of ready money means unhappiness. The possession of good Real Estate growing every day in value means happiness, contentment, and a joy forever. STOP. Think and be conservative. The man with an eye for profits. What you do, do today, as to- morrow never comes. DOLLARS. Not the DOLLARS YOU GET But the DOLLARS YOU HOLD That eases Life's BURDENS When you are OLD. Buy Real Estate. Whether you want it for a home or an investment, you can do nothing wiser. If you own good Real Estate you can afford to laugh at financial panics and hard times. The more of it you own the less terror a period of industrial de- pression will have for you. Ownership of good Real Estate gives you a sense of security that no other investment can. It may also give you immense profits. Nothing short of a great con- vulsion of nature can destroy Real Estate, but there are a thous- and and one agencies which tend to increase it's value. Own your own home. The effort and self-denial neces- sary in paying for your own home will make you a stronger man. When you own it you will be a better husband, a better father and a better citizen. But in saving for a home it is not necessary or wise to neglect other opportunities for profitable investment. Make money in other Real Es- tate, for instance, and you can pay for your home all the sooner. Buy Real Estate .wisely. You don't have to have a Bank Roll to own a home of your own. Individual millionaires either buy Real Estate or Real Estate Mort- gages and consider them their best asset. GO! vSEE! INSPECT! INVESTIGATE! Happy and contented is the man who sits on a front porch of his own and lives under his own roof. When you buy Real Estate buy it in the trend of the city's surest and most rapid growth. 90 percent of the successful men in the United States have laid the foundations of their fortunes by Real Estate investments. A safe sound investment. The wife and the home. BROKER'S CYCLOPEDIA 87 Wife and home man's greatest blessing. We can't help you get a good wife. But we can help you, get a good home. People of reasonable means. City business and suburban peacefulness make a happy combi- nation. Secure your location now. Get out of the old rut. A bit of nature. No room for doubt. May we prove every assertion by showing you the property. What you shall be tomorrow depends upon what you do today. The opportunity bell is now ringing. Firmly imbedded upon a sound and well established commercial basis. Your investigation will sub- stantiate every claim we make. If requested, a descriptive book- let will be sent you. Note the character of improve- ments. Cheap propositions are poor in- vestments. A home is the "Measuring Line" of a man's business. Buy a home that is compatible with your position and in harmony with your profession. The home that sells quickly is the home that incorporates features that the man and wife might over- look and not think about. Your interest is ours. Will you investigate? Our personal reputation behind each contract. Our Great Free Home Offer. Buying real estate is no gamble. Get the home building spirit. We are dete: mined to give ■ he biggest value for the least m'oney. A magnificent home at a sur- prisingly low price. In no other city are Real Estate values so high. Ten fat years have canceled mortgages by the square mile. Aren't you tired of pouring your money into a HOLE with a land- lord at the other end ? Real Estate cannot be blown away by a cyclone. Population makes Real Estate values. Real Estate is the steadiest thing on earth. Real Estate values can't be watered. • A deed for one lot can't be made over into a deed for 20 lots. A financial panic can't possibly destroy a city lot. As your neighbor's lot across the street increases in value your lot advances iti value also. Real Estate is the source of all wealth. Real Estate is the BACKBONE of all safe investments. Real Estate values add up higher than big dividends. A Real Estate investment is as SAFE as a Government Bond. SAFER than National Banks. Values in Real Estate about any great growing city will never come to a STOP until the popula- tion of tliat city comes to a FULL STOP. When population doubles, Real Estate values quadruple. Your deed to a piece of Real Estate cannot be destroyed by a panic. 88 THE REAL ESTATE Our booklet tells the fascinating story in full. Ownership of Real Estate makes good Business Ballast. Ownership of Real Estate stiffens the vertabrae. Ownership of a home sweetens the love of wife and children. Ownership of home enables you to look trouble square in the eye. You're not a free man if you don't own Real Estate. The average house renter pays for his home every eight years and the landlord still owns it. To live in a "Home that is all your Own" is real independence. Every rent payer helps the landlord on to wealth and himself on to poverty at the same time. The goal of every rent payer's ambition should be a home of his own." Real Estate is the basis of all wealth. Real Estate investments build fortunes. Living under your own roof makes you independent. Sitting on a front porch of your own gives you enjoyment. Warming your feet on the fender of your own fireside brings com- fort. Ownership of. Real Estate cre- ates a feeling of personal independ- ence. It is folly to pay rent. Don't pay rent any longer un- less you have money to burn. A "Home of your Own" and the fight is half won. Paying rent destroys independ- ence. Paying rent ruins the incentive to improve property. The Home Owner is an Optimtist. The solidity of Real Estate values is the wonder of the Real Estate world. The heights of any city eventual- ly becomes it's best residence district. The homes in the lowlands soon give way to the march of railroads and commercialism. Count the number of years that you have paid rent and you will see that you might have owned your own Home. vSit down and give us a chance to tell you our story. Sit right down now. Not tomorrow. Tomorrow ruined Napoleon. Today. Now. This minute. A pen full of ink. A postal card. A minutes time may bring you a fortune. Isn't it worth while? We are most careful of details. Make your own comparisons. Feast of facts. Our motto is to tell you how to save and invest your money. The most spectacular land slide in prices of Real Estate ever re- corded. Nothing like it was ever heard of before in Real Estate history. Almost confuses the mind. Makes you almost dizzy to think of it. It makes us mighty proud. Come out early and avoid dis- appointment. Our sole aim is to build the best home regardless of price. In building a home. BROKER'S CYCLOPEDIA 89 Quality of material is the first thing insisted upon. You'll be tremendously im pressed by investigating at once. It's easy enough to Buy a home if you know how. Real Estate evidence that proves something. Doubters may question our judg- ment. There is no better class of people anywhere. What more can you ask? Every month's delay means an- other month's rent. A logical place for your Home. Real homes for Real people. Houses going up. Property values constantly in- creasing. The wise man invests in Real Estate. Back on the job. Our proposition bears the Sea of Approval. Our proposition is a Winner. Have you the foresight to take the advantage of this opportunity? Will be glad to show you this property, any day and any hour convenient to you. The wise investor searches for real bargains in Real Estate. Startling but true. All uncertainties eliminated. Uniformity in appearance. Let us explain our "Rent Money" Home Building Plan. Excellent educational advant- ages. Covered with stately trees. Watch for future announce- ments. All sorts of wealth takes wings except Real Estate. Money invested in Mother Earth can't depreciate. Every married man living should strive to own a home. Chase your dollars into good Real Estate. Own a little piece of earth. You made a mistake last season. The coming home spot. Buying Real Estate is a sub- stantial satisfaction. Advance sale at initial prices. Restricted property gives per- manent values. "Wake Up" says opportunity. One good investment is better than a lifetime of saving. Go thou and do likewise. A pessimistic attitude is bound to keep you poor. There is no safer investment than active growing Real Estate. Facts that are convincing. Opinions are not always facts. Opinions never change facts. Facts can change opinions. Have you decided. The comfort of having money is exceedingly increased if you know that it is safely invested. Some properties fight shy of the searchlight. The value of an opportunity lies in its acceptance. Our property meets the demand of cultured and refined people. Here's some news you'll be glad to hear. We will select a lot for you, on honor. Values rise only were building is in progress. We do the work. You make the money. Rapid transit creates and multi- plies Real Estate values. 90 THE REAL ESTATE Startling profits insured. Read the Real Estate barometer intelligently. You can profit greatly by getting all the facts. Do not waste this opportunity. Get in on the "Pioneer Basis." We make no claims beyond its merits. The doorway of opportunity. Invest your dollars where the values will always be above par. We show property by automo- bile. Come with us and get a square deal. Time and only a little time too, will be required to prove the truth of this statement. The property that never stops growing in value. No other investment has so many possibilities. Prices surprisingly low. Terms unusually reasonable. None so wonderfully profitable. A fortune awaits you. Business builders. Fortune finders. Realty-mania (a craze for Real Estate.) Realty-phobia (a fear of Real Estate). Realty-mania is neither sound, safe, sane or healthy. Realty-phobia destroys confi- dence. Our sales have been simply stupendous. Buy property on the dustless side of the street. Special Mid-week Sale. Every living person spends SOME money uselessly. The usual courtesy extended to Real Estate Agents. The time to buy Real Estate, or anything else, is when you find some one who wants to sell. You pay the money back like rent. You not only become your own landlord, butyou gro\V independent. There is a time to cease planning. There is a time to act. Act NOW — means profit here- after. We have a quarter of a million dollars to help people build homes. We don't build homes to sell. We lend the money to you so that you can plan a home accord- ing to your own ideas, and save the speculators profits. Bring your plans. Select the lot you like best. Make a reasonable payment. We'll furnish the cash to build your home. You employ your own con- tractor, we do the financing. The most discriminating buyer can find what he wants in the elegant building sites offered in our restricted district. Our property can be carefully inspected under all weather condi- tions. Decidedly different. Vastly superior. Thoroughly built. Splendidly arranged. Rapidly improving. An evidence of growth. Don't squander your dough. Consider nothing but results. There is but one form of invest- ment which makes large returns, an absolute certainty and that is Real Estate. The men who get rich in every BROKER'S CYCLOPEDIA 91 city are the men who buy Real Estate and hold it. If you want your money to make money and make it quick, invest in Real Estate. Successful Real Estate invest- ment is not speculation. Invest your money in Real Estate where improvements are done for you quicker than promised This is an age of nerves and city life is responsible for it. Victory perches upon our ban- ner. Valuable inducements for your consideration. Winning prices. Buying Real' Estate is more profitable than the money-sharks five percent a month. An investment in Real Estate is the royal road to wealth. Make up your mind to invest in Real Estate. Make up your mind to do as all successful Real Estate investors do. Make up your mind to put your money where it is safe. Make up your mind to put your money where it is sure. Make up your mind to put your money where it will earn more money. Make up your mind to put your money where there will be no saloons. Make up your mind to buy a home where there are no undesir- able surroundings. Make up your mind to buy a home where there will be no shacks. a. A Home of Your Own. The only solution for the tene- ment evil is to get away from the .congested districts. Get away from the center of disease, vice, poverty and crime. The pillars of any community are the "Home Owners." Effects are never without cause. The people of are beginning to realize that fresh air, pure water, the glorious sunshine, cool breezes, good health, and a spot of natural earth upon which to tread, is more valuable and more important than breathing the nau- seous gases of the down-town congested districts. The time to get out of the con- gested districts is JUST NOW. The time is rapidly approaching when you will be pushed out. Greater —and — must make room for the rapidly increas- ing manufacturing and growing industries. Such opportunities as are now being presented to the wage-earn- ers, home seekers and investors at , (The "Home Savings Bank" Home Sites) will NEVER be offered again. The heights of any city eventual- ly become it's best residence dis- trict. The homes in the lowlands soon give way to the march of railroads and commercialism. b. How Growth Affects Values. As population grows the value of Real Estate must increase. The man who buys a well located lot and erects a home thereon, not only saves his rent, but, without additional effort on his part, is worth more money every day that dawns, every week that ends, and every year that comes. 92 THE REAL ESTATE He can't help adding to his estate. His neighbors build and the population increases. The city grows and becomes a greater business and manufactur- ing center, and all those tend to enrich the Home Owner. Don't be a Rent-Payer any longer. Take off the ball and chain, give your wife and child a home they can call their own. Don't wait another moment. Any person who is able to pay rent is able to own a home of their own. Every person is treated alike. Rent depletes your earnings, enlarges and fattens the landlords purse. With your rent of today buy your home of tomorrow. Don't go all your life spending rent on a temporary dwelling. Which do you prefer a landlord and a loaned home, or land and your own home? See the place so much talked about. Where is the money you invested in rent last year? Trade your landlord for a home of your own. Does your landlord weigh heavy on your mind? There is only one thing as sure as death, and that is taxes and the rent collector, if you live in a loaned home. Don't dig into your purse every month for rent money. Owe yourself money. You can pay a debt if you must. Why not be in debt to yourself? Select your home and then settle down. The man who neglects to pro- vide a home for his wife and family usually has a loyal, loving, devoted wife, who takes in washing. The man who blazes the way is on the ground first. The path of home ownership leads from our office to the door of thousands of appreciative, happy families. c. Seven Important Questions. . Before investing in a home of your own or before buying any kind of Real Estate, ask the fol- lowing questions, viz: 1. Is the property well located. 2. Is it accessible? 3. Is it properly restricted? 4. Is it highly improved? 5. Is it correctly priced? 6. Are the terms inviting? 7' Is the title perfect? Apply business judgment to your purchase of a home. Buy Real Estate with a magical growth. Investing in Real Estate is just like sowing dimes and reaping dollars. Money begets money. Money makes all things possible. Money gives you the greater for good in this world. Remember — The wise man alone saves his money, and invests. Ex-President Roosevelt says : "Every person who invests in well selected Real Estate in a growing section of a prosperous community, adopts the surest and safest method of becoming independent, for Real Estate is the basis of all wealth." BROKER'S CYCLOPEDIA 93 "No investment on earth is so safe, so sure, so certain, to enrich its owner as undeveloped realty. I always advise my young friends to place their savings in realty near some growing town. There is no such savings bank anywhere." Andrew Carnegie says: "The wise young man or wage earner of today invests his money in Real Estate." A residential city. An educational center. Many a man has been poor all his life because he was a "Doubting Thomas." "Every man has the desire to be well off, but few have the effective desire of accumulation." (John Stewart Mills.) Get your pencil and some paper and figure up how much rent you have paid since you were married. Change your environment if you do not see independence ahead. Money invested in Real Estate is absolutely safe. One price on all property — that is the owner's price. When buying from us you deal direct with the owner. Houses and lots in all parts of the city at lowest prices. A square deal to all — no inflating in values. Look us up when ready to buy or rent. No trouble to show property. Come in and let us show you around the city. A few small farms close to town for sale. Suitable for raising chickens, fruits and truck. Farms in all parts of the county from $25.00 per acre up. One that should instantly appeal to every man of a family. It has been predicted that in 1950 the United States will have a population of 200,000,000 people (Two Hundred MilHon). We have told you about it's wealth. We have told you about it's phenomenal and unchecked growth A lost opportunity is often like the year — it never returns. Our proposition appeals to con- servative people of moderate means. Houses alone cannot grow in value. Locations can and do. Location is the foundation of all home values. Distance. Direction. Prices unmatchable. Its near. Its high. Its dry. Its beautiful. Its cheap. Its ideal. d. You Have Dreamed of a New Home of Your Own. A home with a screened porch. A home with a vestibule. A home with a recess for the refrigerator. A home with electric lights. A home with hardwood floors. A home with windows in the closets. A home with a man's size bath tub. A home with a furnace. A home with a cheerful grate. A home with a roomy lot. 94 THE REAL ESTATE A home with a nice clipped lawn. A home with some flower beds. A home with a few good, old forest trees. A home with a nice little garden. Now is the time to make your dream come true. See our property today. A lot is one thing. A home site is another. We sell home sites. Use your good judgment and estimate the future by the past. There is nothing to lessen divi- dends on this gold edge investment. Population forces values up. Newcomers can find exclusive home environments. We apologize for the weather man's performance to date. Mr. Home Builder, suppose we get acquainted. A few fortunes have been made and are still being accumulated through judicious investment in suburban real estate. Remember we are not offering mansions in the skies, but good substantial real estate, strictly on its merit. Pay your money and take your choice. Live where you can enjoy living. Buy a two-family house, the one for a home and the other for an income. Start on the royal road to for- tune. By buying now you act with wisdom. Be wise and grasp this given opportunity. THINK WHAT THIS MEANS. The future of this grand resi- dential section is assured. The opportunity is irresistible. Certainly you can build, save money, land will do the rest. You can't accumulate a com- petence on labor alone. A wise man will not hoard his savings in a stocking. Speculation eliminated. Exceptional profits assured. Bankers and financiers pro- nounce our plan the newest and most valuable thought of this generation. The reason WHY! There is always a reason WHY. There is a reason why you should buy Real Estate. Real Estate is a part of the Earth itself. The size of the earth never increases. The number of people do. Need for Real Estate is always increasing. Increase in population make values. Increase in population makes the price. No increase in supply. Increase in demand. Look about you and see who has made the big money. Look about you and see what the;^ made it out of. Discriminating buyers are pick- ing up these properties. Far-sighted investors are busy. The views are superb. The drainage excelled. Mere words are inadequate in the description. The attractions of the country are combined with the luxuries of the city. The combination is charming. BROKER'S CYCLOPEDIA 95 The approach to our property is ideal. Other homes are built and build- ing. The view of mountain, valley and city enticing. The air pure and invigorating. The sunshine glorious and per- petual. A home that can be made a bower of beauty. The heart of every good man and woman yearns for a home. "A dollar wisely invested is more than a dollar saved." The very name is indicative of its charming location. The name suggests a veritable park. The location commands a mag- nificent view of the city, mountain, valley, lake reaching to the very horizon. Symmetrical shade trees lining its broad avenues. Green swards surround its beau- tiful bungalows. Its cottages are neat and tastily designed. Fragrant flowers blossoming in its door yard. Happy families gathered in its parlors. Soft, sweet music fills the air with matchless melody. A place filled with hallowed influences. It suggests home, in its fullest and sweetest significance. It means the genial companion- ship of friends and neighbors. The community is cultured. The community is intelligent. The transportation problem has been solved. "One good investment is worth a life time of toil." Offers the best natural advan- tages. Seldom does it occur. If you see the property you'll buy. It cannot fail to impress you. Lay the foundation of success today. ' This investment is within your means. In the heart of extensive develop- ment, and improvement. The truth under oath. What others can do you can do as well and even better. The soil is rich and will produce prolifically all garden truck and fruit. "The City lies Below." Safety should be determined. Then profits. Safety is ascertained by the character of assets. Real Estate bought right, with permanent improvements, is as good as gold. Unmatchable bargains. Money is the moving power of the universe. Men toil. Men scheme. Men wear their lives away to get money. But to invest it wisely is the hardest proposition of all. One way to make money. One sure way to make money. Come to our city. Bring your family here. Concentrate your energy here. Choice residence property our specialty. Get a grip on life. Leave your finger prints. Show others you have been there. 96 THE REAL ESTATE Get in on the ground floor. Every lot a lawn. It's really a cinch. Extraordinary chance. No such chance again. Safe, sure and rapid. Rare opportunity. Grounds cannot be excelled. Only years and great wealth can duplicate this. Choice revenue producing property. Weigh the statement of facts. Get the bearings of your own personal future fortune. Investigate first then invest. The first purchase of Real Es- tate is the first step to indepen- dence and fortune. Don't live in a flat and go crazy. Passed the stage of doubt. No possibility of depreciation. A home site of exceptional beauty and merit. A revelation to particular home- seekers and careful investors. Your own judgment will tell you that it is the richest, the safest, the surest residential realty that was ever your good fortune to face. Land is what increases in value. When you buy a lot buy a big one. "Homes of quality." Choose wisely. Buy on easy payments. While completing your payments your property may double or quadruple in value. Prices will never be lower. The man who owns land is a King. Transportation locates centers. Buy at the center or at the circumference. If you buy at the center buy as close as possible to the unloading area. If you buy at the circumference select the point from which you can reach the unloading area the most quickly and the most com- fortably. Increase in Real Estate values moves ahead as steadily as the days and the months. Never slips back. Never records a lean year. • Always shows a balance on the right side. There are ten thousand oppor- tunities to buy Real Estate for investment. No power under heaven can keep the natural increase in value down to ordinary 6 percent interest. No savings bank can come within rifle shot of paying the same profits. Put this paragraph in your hat and think it over. Who dare say that realty values will not increase? Money judiciously invested in land is just as safe as money de- posited in a savings bank. Money invested in Real Estate grows. Savings Bank earnings are a picayune in comparison. Give your money a chance. We invite the most rigid in- spection. We urge you by all means to do so. The most wonderful soil in all the world. Quick money crops for the owner. Not years from now but today. Buy land. Better than life insurance. BROKER'S CYCLOPEDIA 97 Enjoy continuous profits. Events are moving fast. Far sighted investors realize an imminent boom. A quiet demand has swept away acres of the property. History repeats. So instantly convincing. Make your rent buy your home. Fertile in field and forest yet wild and virgin. Luxuriant with nutritious vege- tation. Richest black loam ever culti- vated. Sheltered from eastern blasts. A good investment. A safe investment. A lucrative investment. A country that will grow beyond the dreams of the most optimistic. Mark it now and mark it well. An extraordinary selling event. Terms better than reasonable. Isn't the time about ripe to throw off the landlord's yoke and the ever prompt rent collector? Many entirely new features not found in any other houses. Largest houses ever built for the money. Semi-suburban sunlight houses. Parquetry flooring. Art glass mullioned windows. Another phenomenal seller. An opportunity you'll never get again. For a unique home see Look what a little money will do for you. The centre of attraction in new homes. Best value ever offered. Little money required. The airlite house is new. Ask for the airlite house. An airlite house is one that has neither a side yard or an area way. You get our genuine iron-clad money-back guarantee. See for yourself and compare. Close-in property. Never before has opportunity knocked at your door so earnestly. October opens the famous Fall season. Its accessibility to large cities. The absence of over-severe weather. Healthy out-door sports. Indoor diversions. Picturesque homes for particular people. The best proposition ever offered home buyers. Every idea in modern con- struction has been introduced. Every luxury known to archi- tects and builders of handsome houses is there to be seen. 9. Saving. Your nest egg will grow like a weed if you plant the seed. The seeds are the pennies, the nickles and the dimes that you plant in Real Estate that builds your fortune. Economy means independence. Economy is the daughter of prudence. Economy is the mother of Lib- erty. Add a little each day. The man who puts something away each pay day is the kind of a man that amounts- to something. We can save your pennies. Every little bit added to what you've got makes a little bit more. Get on the highway to "Inde- pendence" today. 98 THE REAL ESTATE Start the boy right. How many five-cent pieces do you waste foolishly? Teach your boy to make money. Teach your boy to save money. Teach your -boy to invest money. Protect your children by en- couraging them to save. The self-made millionaire began by saving. The young man of today can do the same. Put the brakes on your inclina- tion to spend money. Every dollar you save is a step nearer to independence. "If your aim is in the right direction you will cultivate the habit of saving. "Start now to save and learn more." Begin to save something more tangible. Without saving you can't be- come rich, with saving you need not be poor. Save and begin to save just now. The habit of putting away money systematically, regularly and religi- ously has a double value. Spent money will not start you in business. Spent money will not pay your debts. Spent money will not buy you a home. Money in your pocket is easily and quickly spent. Dollars pile up rapidly after you start saving. Money makes money. Save as you go. Live within your means. No young man can succeed in life who spends all he earns. Spending money is a mania. The average man will work like a cart horse for his money and waste it like a washerwoman scat- ters suds. If you squander your money naturally you have to borrow or starve. Be master of your own means, that which you earn by the sweat of your brow, and invest it to advantage, where every cent coimts. Lay the foundation for future wealth. Make real estate your Savings Bank. Start to save and keep ever- lastingly at it. Which amount shall it be? Figure it out for yourself. The saving habit establishes credit. Credit creates capital. Capital and credit are always good friends to the hustler. Take good care of what you spend. He who labors six days in the week for a living should make an effort to save part of his earnings. The habit of setting aside a regular amount each week or each month, from your salary is the ideal method of saving money and making money. Habits grow. The habit of saving a little every pay-day is one that should be cultivated by every wage-earner. Make up your mind that yoii can save money without missing it. Put aside all you can. Save your nickles and your dimes and you'll lay the founda- tion of a fortune. It's not what you earn, it's what you save that makes you rich. BROKER'S CYCLOPEDIA 99 Don't be afraid to make a small beginning. Spent money will neither start you in business, pay your debts, nor buy you a home. Spent money never returns. Provide for the rainy day. All big things are the result of an accumulation and gathering of small things. If so, make up your mind to begin to save money. Savings create wealth. Five cents saved every day will amount to $182.50 in 10 years. If planted where it will earn 4 percent interest it will GROW to the sum of $222.56 in 10 years. Ten cents a day saved and planted where it will earn 4 percent interest in 10 years will amount to $445.36. Fifteen cents a day $668.18. Twenty cents a day, principal and interest, amounts to $890.99. Twenty-five cents a day means $1113.75 saved in 10 years. Enough to buy the best HOME- SITE at OVERLOOK HEIGHTS, (The "Home Savings Bank" Home Sites) and pay spot cash for it. SAVING is what makes money grow. Thirty cents a day saved for 10 years and planted where it will earn 4 percent amounts to $1336.- 59. Forty cents a day will yield $1782.16. Fifty cents a day set aside in the same manner will grow to the snug sum of $2227.73 in 10 years or 120 months. HOW A DOLLAR GROWS. One dollar at 4 percent interest for 20 years amounts to $2.19. One dollar a year for 20 years amounts to $30.97. Simply a case of compound interest. Begin by the week and see how rapidly money grows. One dollar a week saved and planted where it will earn 4 per- cent interest will in 20 years, amount to $1555. 70. The dollar a week idea. Suppose yoa had saved one fourth of your salary for the last 5 years. Suppose yod had saved one third of your salary for the last 10 years. How many men foolishly spend $1.00 a day every day of their lives. If you plant $1.00 a day at 4 percent interest for 10 years it will roll up to $4455.74. Prosperity brings contentment. Children should save. Early habits mould future char- acters. There are 313 working days in a year. Now if each working day you save small sums (from 20 cents to $2.00) and deposit the money weekly in (The "Home Savings Bank" Home Sites) at the end of five years you will have to your credit, the sums indicated in the table following, saved and invested in good real estate (which no doubt, will be worth double the sum invested). 100 THE REAL ESTATE Daily Amt. Interest Total Saving Deposited Earned Amt. $0.20 $313.00 $29.33 $342 . 33 .25 391.25 36.66 427.91 .30 469.50 44.00 513.50 .40 636.00 •58.66 684.66 .50 782.50 73.33 855.83 .75 1173.75 110.00 1283.75 l.CO 1565.00 146.56 1711.66 1.25 1956.25 183.33 2049.58 2.00 3130.00 293.33 3423.33 Had you begun five years ago to save the small amounts which you have been spending foolishly all these years, you would today be able to own a home of your own. a. Take Your First Step Now. Not one man in 1,000 ever gets a start in life unless he inherits it, outside the beaten path of regular and systematic saving. Saving is the one safe, sure way of getting on your feet. Saving will open the way to better things. It is better to sacrifice a little now than to want much later. Put your savings to work. Make your money work as hard as you work yourself. Millions of dollars in this country of ours are tied up in napkins and buried in "Savings Banks." Laziness in money is just as wicked as laziness in men. "Savings Banks" cannot afford to change their rates. No good reason. As long as depositors are satis- . fied with a lazy 3 percent or 4 per- cent. One way to have money is to save it. The sure way to save money is to save your savings safely. The surest way to save your savings safely is to invest your savings in Real Estate, (the "Home Savings Bank" Home Sites). Saving money establishes the habit of thrift, economy, discipline and a general understanding of "business principles essential to your success in life. $412.00 is the average savings account in the United States. Your backbone will become stronger when you get the savings habit. The man who spends $400.00 a year recklessly, is throwing away 4 percent interest on Ten Thousand Dollars ($10,000.00). Rainbow chasing is an unsatis- factory job The man who can save a portion of his earnings each pay-day, always has friends. The man who saves his money regularly always has money and makes his own opportunities. The only sure road to indepen^ dence is to save a portion of your income each week. Put your savings to work. Make them do something for yourself. The habit of saving is the founda- tion of fortunes. The richest man in the world saved part of his salary when he was getting $25.00 a month. If a young man will begin at the age of twenty and lay away 26 cents every working day, investing it at 4 percent compound interest, he will have $32,000 when he is 70 years old. 20 cents a day is not an unusual expenditure for cigars, yet in 50 years it will amount to over $20,000. It's the dollar saved and to your credit that counts. BROKER'S CYCLOPEDIA 101 Five years from today you will either have less money or more money. Hundreds of wage earners are saving money. Thousands could if they would. If you have not inherited money, saving is the only way to get it. Never spend all you make. Don't hide your savings. Never spend your money before you have made it. Savings is the foundation of wealth. Money makes money. If you never start yx)U will never get anywhere. Make your money work for you. Don't let it lay idle. The quick thinker gets ahead. Teach your children to save. Teach your children to invest their savings safely. b. Saving has Been the Sav= ing of Many a Man. Put your savings to work in Real Estate, (the "Home vSavings Bank" Home Sites) where they can't burn up and where you can't throw them away. The secret of success is a problem very difficult for most people to solve. Lay aside a portion of your earnings each week, and invest them where they will be perfectly safe, where they will treble in value and the problem is solved. There are 1453 Savings Banks in the United States, containing at present $3,660,553,945.00. Of this 98.4 percent are in 14 states. A penny held close to the eye will obscure a chest of Gold 10 feet away. Some people hoard their pennies while the golden opportuntiy slips by unnoticed. Small weekly savings invested wisely, not recklessly are the step- ping stones to Fortune and In- dependence. Do you save one-tenth (1-10) of your salary? You could if you would. System is another word for persistent habit. How much did you save last year? Don't fool with prospects. Don't take anyone's guess. Insist on facts. Learn to use your own judgment. Safety goes before profit. Money saved is money made. Make Mother Earth your Sav- ings Bank. You've worked for your earnings, now let them work for you. Saving is governed by science. The man who has self-control enough to learn the science of saving needs less self-control to practice it. Some people are thrifty by nature. No matter how little they make they save something. Wishes never go as far as DOLLARS. It's DOLLARS that count, not resolutions. Formation is better than re- formation. Begin today. 102 THE REAL ESTATE Don't wait for your salary to be raised, begin to save now. The clerk of today who saves, is the proprietor of tomorrow. A man's SAVINGS is one thing he should make work hard. Three and four percent is not enough when with just as good security you can get more. "MONEY BEGETS MONEY." "TO EARN MORE." "LEARN MORE." "START NOW TO SAVE AND LEARN MORE." "A WISH-BONE cannot be substituted for a BACK-BONE. If you wish to have a Savings account you must have Back-bone enough to start it. There is no storm, rain or snow, that changes the condition of a Savings Account. A local rain does not soak in as does a steady rainfall. Neither does a single DOLLAR go as far as steady and systematic saving. The home of a Saving Man is usually a Happy One. When you deposit your savings in a Savings Bank each $100 de- posited earns $4.00 in a year. Principal remains the same. Each $100 you invest in Real Estate (The "Home Savings Bank Home Sites) is sure to double in value. Thousands of small investors have made money by investing their savings in Real Estate on easy payments. Big investors have made for- tunes. Thrift is a mighty good target to aim at. A home of your own. The gift of thrift is the best gift. Plant your money. Put your money to work. The average man's tobacco bill invested judiciously, would yield a fortune in 20 years. Nobody should be above saving. No beginning is too small. Always safeguard your surplus funds. A little sermon on economy. Make your money earn your interest before it is spent. Save and invest when the op- portunity comes. 90 percent of successful men attribute their success to forming the habits of economy. It's hard to save the first One Hundred Dollars Economy means thrift. Thrift means prosperity. Prosperity means independence. Economy is a habit. Just look around you and see how the nickles, dimes and quar- ters are squandered. Money is a mighty good thing to have. Enough money is the question. Enough money for a future competency. A splendid alternative for com- petition and struggle. Is your money making you a living or are you just living to make money. Money is easily spent. The art of earning money is the art of saving money. The art of earning money is the art of spending money. Some people are poor earners. Some people are good earners Some people are poor savers Some people are good savers. BROKER'S CYCLOPEDIA 103 Some people are good earners, good savers and good spenders. The secret of spending money is to spend money that will make more money. , Grinding economy is poor spend- ing. Judicious economy is judicious spending. The three great success proposi- tions in the field of money making, namely: First, learn to earn. Second, learn to save. Third, learn to spend. Learn to spend your money to advantage. Continue saving until it becomes a fixed habit. Saving is largely a habit. A family of savers know content. The dollars you have spent earn no income. The Dollars you have saved are stepping stones to success. Money saved brightens the fu- ture. The saving habit leads to success in business. Teach your children the bene- fits of economy. Teach your children the benefits of industry. Teach your children the benefits of thrift. vSave your money and it's your own. Money gives you power. The lack of money condemns you to the servitude of others. Don't hoard — give and grow. Economy teaches self-restraint. Penuriousness is as disgusting as lavishness is disastrous. Thrift must be cultivated. It requires industry to make money. It requires strength of character to save money. Saving your money induces habits of frugality. Saving your money strengthens your character. Saving your money teaches pru- dence. Saving your money is the foun- dation of all fortunes. > The art of getting rich is saving your money. The goal of every earnest am- bitious man or woman should be financial independence. Money unlocks the door of opportunities. Money saves you from penury and its wars. The clerk who spends his salary as soon as earned, will always be a clerk. The clerk who saves a part of his salary, and invests it in Real Estate will some day live in a home of his own. Money puts the wheels of indus- try in motion. "Little and often fills the purse." He that is without money is without a good friend. He that is without money is without means. He that is without money is without content. Money in a home of your own is your best friend. Save a dollar a day for 20 years and you'll have $12,000. Industry is a magnet to dr^w all good things. Poverty is the foundation of misery, cares, woes and degreda- tion. 104 THE REAL ESTATE Saving and investing is a step- ping stone to the heights of a man's ambition. Every man should look forward to the time when he can retire with a competence. Carve your way to eminence by saving and investing in Real Es- i tate. You can work better when you \ go home in the evening to a home all your own, you can sleep better in a home of your own. Learn the habits of industry, economy and prudence and you are bound to be successful. Riches gather many friends; but if a man be poor all his days he is miserable. Misfortune is sure to follow the man who spends all his n^oney. The man who spends all his money must always work under a Boss. The man who spends all his money attributes his lack of suc- cess to bad luck. The man who spends all his money can do nothing worth while. The man who spends all his money cannot give his children the opportunity to lead a better life than his own. The man who spends all his money is doomed to failure. Saving is an art. The art of saving can be acquired. The man who earns $10.00 a day and spends it is not as well off as the man who earns $1.00 a day and saves 25 cents daily. The $10.00 a day man is on the road to poverty. The $1.00 a day man is on the road to prosperity. Economy does not mean miserli- ness. Economy is the line between "too much" and "not enough." Industry produces the money, and rewards your efforts in every field of endeavor. The man who speculates gener- ally takes the side track. The man who travels on the road of speculation (side track) is always complaining. The speculator can't sleep well. The accomodations are poor. The "Ponies" on the track. Too many stops to "Water the stock." The man who saves his money and invests it in Real Estate is not the man who gets laid off. Give your boy a start in life. Give your boy the right start. Teach your boy to save and economize. Your boy will appreciate the "Right Start" in life much more than if you were to leave him a fortune. Buy a lot for your boy, make the first payment, then help him make the monthly payments, send him down town with the Pass-Book to make the monthly payments — watch his countenance beam with appreciation. Don't go on all your life spending money for which you get no per- manent return. Save the small amounts. "If you would be wealthy, think of saving more than of getting." "If you know how to spend less than you get you then know the secret of getting wealth." There is nothing new about saving money, neither is thiere any- BROKER'S CYCLOPEDIA 105 thing new about making your savings work for you. Save something now and after awhile it will save you. Real Estate is a real investment. Real Estate is a sound invest- ment. Real Estate is a solid investment. Real Estate is a conservative investment. Real Estate is a profit-yielding investment. The golden age of opportunity has not departed. The opportunity of today is greater than ever before. Saving is safe and reasonable. Its better to have money and not need it than to need money and not have it. Avoid debt. A cloud of debt will darken any pleasure. Debt is a heavy handicap in the race of life. The future holds rosy hopes for the man who is out of debt. A man who is always a little behind can never be rich. In debt. In danger. A man with a dollar ahead is a capitalist. The income from past savings is a joy to contemplate. Hard to get— the first $1,000. Easy to get— the second $1,000. The dollar you have spent earns no income. Pleasures bought on credit haunt the future. -The dollars you save are stepping stones to success. Money saved brightens the fu- ture. Self-denial is soon forgotten. 10. Rent Payers. "HOW TO INTEREST RENT- PAYERS IN A HOME OF THEIR OWN." (Can be used for Headlines.) Stop that eternal rent bill. Where's the money you wasted in rent? Do you want a home-site? Do you want to quit renting? Do you want desirable neigh' bors? Do you want city advantages? No rent to pay. No landlord to care about. Rent is the landlord's graft. He gets it honestly but easily. Do you pay rent? Take your pencil and paper and count the number of years you have been supporting a landlord. Estimate the number of dollars you have paid in rent. The $300 you spent last year in rent would buy a lot. Isn't it time to begin saving for a home? Don't take our word for it, come out and see for yourself. Paying rent, keeps the masses of the people poor. Paying rent destroys indepen- dencCj, Paying rent ruins the incentive to improve property. You can't be a cipher and own your home. The home-owner is a unit and an optimist. Choose wisely. Some sections are much better than others. It's certainly an uphill job to carry the burden of rent. 106 THE REAL ESTATE Warm your feet on the fender of your own fireside. The quick thinker gets ahead. Every family should own a home. Buy for your children's benefit. Get ahead of the masses. Own a house to live in, don't just rent a house to stay in. Twelve months at twenty-five dollars a month amounts to $300.00. 10 years at $300.00 a year amounts to $3,000.00. Who owns the home you have paid for? To live in a home that is all yours is real independence. . It's surely pleasant to know that you have a comfortable home" when you have grown old and unable to work, and it's a duty toward your family. You who think that only the rich can afford to own their own homes, are clinging to a mistaken idea. Dismiss the thought from your mind at once that you must have a Bank floll in order to start a home of your own. Free from your landlord's domi- nation. Be your own landlord. Why not invest your rent in a home of your own? It's the beginning of a true and independent living. Delays never yet paid a dollar. Get out of this old rut. • I Make yourself influential, 'v 1 The average house renter pays \m his house every 8 years, and tne landlord still owns it. The money you pay out each month as rent is a loss to you. Try our plan. We can put you on the highway to a home of your own. We can put you on the road to save the money you are now squandering in rent. Cut out the rent paying proposi- tion. Pay rent to yourself for a change. Draw your own lesson. Owning your own home suggests industry. Owning your own home suggests economy. Which will you do? Spend all and work always Or, Place a little in Mother Earth. Don't be a spendthrift. Don't waste your earnings each month. Don't buy too extravagant. Learn the lesson of thrift by investing in real estate. The benefit of owning your home can hardly be exaggerated. You worked for your money. Now, let your money work for you. Don't be a plodder all your life. Your hands are tied. If you're stacking up rent re- ceipts, Stop it! Own your own home and untie the knot. Cut the rent knot. Invest in a home of your own. Look next Sunday. Act next Monday. Pay Of move is the landlord's slogan. Sit under your own grape vine. Eat figs plucked from your own fig tree. BROKER'S CYCLOPEDIA 107 Put your feet under a dining- room table in a home of your own. Make a start for yourself. Go out and see. If you have to sneak away from your famly — do it. If you have to set the alarm clock one hour ahead — do it. If you have to take your family with you— so much the better — do it. But see our property at once. Don't rest until you take one peep. We'll rest our case on your de- cision. Just a little effort on your part will secure you a home. Think it over and get busy. Our terms are especially at- tractive. Greatest chance in a lifetime. You will never harvest if you never sow. He who hesitates is lost. You cannot go wrong, The prices are low. The terms are easy. Get out of the rut. Buy something. Buy a piece of good Real Estate. Go in debt if necessary. Take a days outing at our ex- , pense. It won't cost you a penny. You can fill your system with ozone. You will biiy if you look. Get a bigger building lot. Raise your own vegetables. Raise your own chickens. Are you willing to put your time against ours. Can you believe your own eyes? Are you open to conviction? Most interesting. A delightful ride. Every year you continue to pay rent means just 12 more rent re- ceipts which are worthless. Own a home to live in. Don't just rent a house to stay in. No doubt. No uncertainty. A grasping monoply. Taxes are low. Water pressure high. Pay your rent to yourself. Neglected opportunity is dis- astrous to profits and happiness. What's the best difinition of "Home?" "I own it!" THE MAN OF TODAY. The man of today is the man who secures the good things of life. The man of today is the man of Pluck. The man of today is the coming man. The man of today is the man of the hour. The man of today does things. The man of today travels ahead of the band wagon. The man of today buys a home site. The man of today makes his first payment today. The man of today is the man who rents to the man of tomorrow. a. The Man of Tomorrow. The man of tomorrow is a Rent Payer. The family of the man of to- morrow looks forward to hardship and uncertainty. The man of tomorrow is the man who travels with the crowd, 15 miles behind the procession. 108 THE REAL ESTATE The man of tomorrow is the indefinite man. The man of tomorrow is the man who beUeves in luck. The man of tomorrow is the man who pays rent to the man of today. b. Which Kind of a Man Are You? A today man or a tomorrow man? If a tommorrow man, it's not too late to start and become a today man. No matter if you only have a few dollars. Plant 'em today, then watch 'em grow. You can learn how easy it is by consulting us. We have home lots. A rented house is a FAKE home. "It's mine" makes a REAL home. Your children, as they grow older, will realize this. For their sake examine our lots and their gradual paying plan. Where is the money you have been earning all these years. What you spent is in rent, and somebody else put it in Real Estate. Why don't you bay a home of your own. Why let the other fellow save what you earn? Do you want to own a home? It's easier than you would think. We have property that can be mortgaged for almost as much as the purchase price. Then your only rent is the interest on the mortgage. Come here. Then the necessity of going "there" will be removed. Non-winners live in flats. Does your landlord weigh on your mind? Do you want a home site? Do you want desirable neigh- bors? Do you want city advantages? Do you want country enjoy- ments? Do you want trees, flowers and gardens? Our plan is absolutely new. Which will you have in 10 years from now? A bundle of worthless rent receipts, Or a home of your own? You can stop paying rent if you will. Renters we urge you to investi- gate. Successful men own their own homes. Paying rent indicates shiftless- ness. ^ Living in a home of your own is a splendid definition for success. Success does not necessarily mean fame or wealth. There are successful clerks. There are successful laborers. There are successful carpenters. Why pay tribute to the haughty landlord? Owning your home brings a contentment that nothing else in the world can give. Your own home means safety, security and satisfaction. Your own home is like a rock that shields you against financial adversity. A home of your own kindles Just Pride. A Home of your own is the BROKER'S CYCLOPEDIA 109 foundation of your family happi- ness. Your children grow to love a real home and all your own. Your wife rejoices. ' Your wife beautifies and adorns her own home. Owning a home of your own gives your wife position in society. Only an ounce of judgment required to start. No nerve required. You are the architect of your own fortune. Never go into a drug store to buy real estate. Buy a home at "rent rates." What have you to show for paying rent? A stock of worthless rent re- ceipts and a fat landlord. Decide while the other fellow thinks. Execute while the other fellow decides. The first step is always the most important. Name your own terms. Some people value their money after it's gone. When you buy real estate buy it on your ov/n judgment. Don't listen to your friends, they may have "Keen Kutter Goods" of their own to sharpen. The man who waits pays the penalty. The man who foresees secures the premium. You owe it to yourself to investi- gate. Riches seldom come to those who continue to work for others. Be your own Boss. You can buy a home just as easy as you can pay rent. If you are a Rent-Payer, you are a slave. If a home owner — a free man. The only free man living is the Home Owner. Young man decide today which you shall be. A slave or a Home Owner. Many a man awaits the op- portunity, while his wife takes in washing. Live at Home. Don't stay in a rented house. Count your rent receipts then you'll buy. Why hesitate? Why delay? Why doubt? Why stand idly by? Why miss another great op- portunity? Don't live in a hired house. Figure it out with yourself. Every renter should and can own a Home of his Own. To be a renter is fundamentally wrong. Increase in Home Owners means an increase in the value of every home. Join the "No Worry Club." Let the "Renter" worry. There is a struggle now going on between renter and landlord. Scores of people are deserting the ranks of the renters and joining the hosts of the Home Owners. Why not work for yourself. Every good citizen should be his own landlord. We will help you achieve a home of your own. Take a sane view of the rent- paying situation. You are tired working for wages. no THE REAL ESTATE You can hardly keep body and soul together. You have ambition to enjoy the profits of your labor. You have thought of going into business for yourself. You are ambitious to better your conditions. You want to establish yourself in a paying business. You want to place yourself in line for future independence. You know that everything that is worth doing is worth doing now. You know that putting off until tomorrow has cost many a man a fortune. You know that doing it today is the secret of success. Begin today to buy a home of your own. Be a free man. Stop paying rent to the other fellow. 17 cents a day buys a home. You can't have complete do- mestic happiness unless you own a home of your own. You will never get a home of your own unless you make a start. By putting things off you be- come a slave. Slaves are everlastingly dump- ing rent into the landlord's pocket. Paying rent is like putting money in a slot machine out of order. Are you paying rent into a rental house slot machine that's . out of order? If you are, stop it. Buy a home of your own. The man who stays poor is the man who doesn't have faith in himself, nor the city, nor the fu- ture. The man who stays poor and does not allow his wife and chil- dren to enjoy the comforts of life is the man who pays rent. The man who stays poor and is not able to take life easy in his old days, is the man who pays rent. If sleeping, wake. If feasting, rise. Before I turn this opportunity away. The hour of fate is before you. If you work with your hands, pay rent and expect to save money, you'll be easily disappointed. If sickness comes who is going to pay the Doctor's Bill? Start a little cozy home of your own. Plant a dollar and grow a home. Why sell all your energy to your Boss. Grip strong, a chance like this before it slips along. Are you wishing for a home of your own? A home that possesses revenue is better than money in the bank. Did you ever turn down an opportunity? "Be in the swim," and stretch your dollars to their limits. Youth is the time to make life plans. You should improve this op- portunity. Dreaming of a home. Make your dream a Reality. How sweet it is to dream of a home of your own. Make your start NOW. Do you want to own a home of your own? BROKER'S CYCLOPEDIA 111 e. How Much Have You Paid. The following shows the amount of money you will pay out in rent in a period of ten to twenty- live years, with interest at 6 percent. These figures ought to OPEN the EYES of every rent Payer. At $10 Per Month— 10 years $1,581.68 15 years 2,793.10 20 years 4,414.25 25 years 6,583.72 At $20 Per Month— 10 years $3,163.56 15 years..' 5,586.18 20 years 8,828.56 25 years 13,167.43 At 325 Per Month — 10 years $3,940.20 15 years 6,983.73 20 years 11,035.65 25 years 16,459.23 At $30 Per Month— 10 years.... .$4,745.09 15 years 8,378.27 20 years 13,242.78 25 years 19,751.14 The preceding statement is sure- ly convincing evidence that it pays to "Own a Home of your Own." d. A Few Rules for Home Buyers. When you accept an invitation to go out and see a new addition or subdivision to your city, pre- pare the following questions, and in a kind and courteous manner ask the salesman, on the ground who shows you the property, to answer them and answer them correctly, viz: Do you make the streets? Do you grade them? Do you put down cement side- walks ? Do you put in cement curbing? Do you plant shade trees? Do you plant shrubbery? Do you park the streets? Do you terrace the front of each lot? Do you have gas? Do you have electricity? Do you put in storm sewers? Do you have city water? Do you pay the taxes while the payments are being made on my lot? How wide are the streets? How about cheap houses? Any fences allowed in front? Any stables allowed on corner lots? Any unsightly outbuildings al- lowed? Do you have a public play- ground? Do you keep down the weeds on all vacant lots, and for how many years ? Do you allow a . home to be erected at a cost of less than $2500.- 00? Is the drainage perf^t? Is it natural? Are all the improvepients free to the purchaser? After making note of the sales- man's answers then come and see one of our salesmen and ask him the same questions. We will then abide by your decision. Think it over. See the rest, and then^ see the best. Life is too short to try to wake some of the easy contented SUN- 112 THE REAL ESTATE BATH Rent Payers out of their sleep. Some Rent- Payers have three meals a day, a place to sleep and that's all they want. We want the fellow who is looking for more than his bread and butter. We want the fellow who is never satisfied with his present success. We want a fellow who is trying to get ahead in the world. We want the fellow who is tired of paying rent. We want the fellow who wants a "Home of His Own." "A home of your own makes a man human." Get the "Home of Your Own Idea." Ordinarily when a man is sick or out of employment, or some other misfortune overtakes him, his landlord expects him to pay his rent just the same. There is no guess work about our plan as it is a practical, safe, business proposition and has been carefully figured out, being put into successful operation. You cannot own a home by simply wishing for it. You cannot enjoy the pleasure of living in a home of your own by simply longing for it. The man who rents a house year after year for ten years pays for it. The man who rents a house for ten years presents to his landlord the price of the house. Your rent money will make you independent if you will let it. You're not a free man if you don't own Real Estate. RENT MONEY. You never see it again. The same money paid as EAvSY installments on the right kind of a HOME OF YOUR OWN, is in reality money put back into your POCKET. The average house-renter pays for his home every ten years and the landlord still owns it. Rent receipts are POOR invest- ments. Anybody can pay rent, but it takes energy, economy, and de- termination to own a "Home of Your Own." He who thinks that only the rich can afford to own a "Home of His Own" is clinging to a MISTAKEN idea. Every Rent-Payer helps the landlord on to wealth and himself on to poverty at the same timiC. The goal of every rent payer's ambition should be a "Home of His Own." Living under your own roof makes you independent. Sitting on a front porch of ycur own gives you Ciijoyment. Warming your feet on the fender of your own fireside brings COM- FORT. It is folly to pay rent. Don't pay rent any longer imless you have money to burn. The money you spend if cut in two would buy you a nice home in 10 years. A "Home of Your Own" and the fight is half won. Paying rent destroys indepen- dence. Paying rent ruins the incentive to improve property. The Home Owner is an Optimist. The Rent-Payer is usually a Pessimist. BROKER'S CYCLOPEDIA 113 Have you and your wife ever talked the matter over to see if you could not SOMEHOW buy a home? Count the number of years that you have paid rent and you will see that you might have owned a home of your own. Aren't you tired of pouring your money into a hole with a landlord at the other end? Tell your landlord you are tired dancing to his "Ragtime Music" — "Rufus Rastus, Johnson Brown, what you goin' to do when the "Rent Man" comes 'round. Think it over. Think it over seriously. How many years have you paid rent? Buy on the installment plan within your means; it will pay you. "A man may, if he knows not how to save as he gets, keep his nose, all his life, to the grindstone and die not worth a groat at last." Join the Thrift family. The Thrift family in America is founded on the philosophy of Benjamin Franklin. "The art of getting riches con- sists very much in thrift." Mr. Rent Payer: Make up your mind to become a Home Owner. Make up your mind to become a Real Estate Owner. Make up your mind to become an investor. Make up your mind to become a Builder. Make up your mind to make the attempt. Make the attempt within the next 24 hours. Don't wait. Don't waste valuable time think- ing the matter over. It's almost impossible to frame up any reasonable excuse for being a Rent Payer. If you had invested your savings in Real Estate, you wouldn't have spent it. Are you satisfied with what you have to show for last year's work? A small amoimt of cash starts you. Make your husbands earn the money. Dollars not resolutions. Are you satisfying you'rself with pretense ? Why wear your life away work- ing for others? Why not become your own Master. You'll never be rich by mere saving. Carry the key to your own home. Buy where life is real and pro- fits sure. The Renters earn the money. The landlord buys more Real Estate. The landlord gets the increase in value. The Renter gets a bunch of rent receipts. The Renter ends where he be- gan. 11. For Selling Department. The time to do things is NOW. Wishes never go as far as dollars. It's dollars that count, not resolutions. Formation is better than re- formation. Unadulterated Nerve is some- times needed. 114 THE REAL ESTATE Desire made strong enough changes decision to action. He who knows not, and knows not that he knows not, is simple. He who knows not, and knows that he knows not, is a fool. He who knows, and knows not he knows, is asleep. He who knows and knows that he knows is wise. Where there's no coal, there are no marvelous deposits of coal. Don't be too anxious to work your pick and shovel. Save your muscle. Start your brain. An hour's planning may save you a month's performing. Plan how little digging you will have to do in order to get the best results. Pick out the easiest spot in which to dig. Maybe you won't have to use the pick and shovel at all. If you are only going to set out some cabbage plants, it is well to have that point settled definitely. Then dig just deep enough to properly set the plants so they will take root. Save your muscle for the weed- ing that must be done in order to give the cabbage plants the full benefit of the soil. If you are going to dig for gold get that point settled definitely. Then figure out the probabihty of the amount of digging you've got to do before you strike the vein you are in search of. Then work your pick and shovel honestly, persistently and profit- ably. Make each swing of the pick count. Make every shovel full of' dirt tossed aside that much nearer the goal and the gold. There's possibility that the vein may be too deep. That it will require too much use of pick and shovel and muscle. That when you do get down to the pay streak you won't have the strength left to get it out. Then you'd be in just the same position as if you hadn't struck it at all — plus the effort. The fellow who commences to dig first, who digs away for a- day a week or a month before he has really made up his mind whether he is going to put in cabbage plants or take out gold, always gets the results he is entitled to. DON'T GET BLUE. {Read on a Rainy Day.) When troubles pile up thick and fast. And all your sky seems overcast. With clouds of darkest hue, When everything is going wrong And life's pathway seems rough and long, Just wear a smile and sing a song, And DON'T GET BLUE. BROKER'S CYCLOPEDIA 115 When fortune turns her frowning face, And sets a long and weary pace, When friendships prove untrue. When Hope lies dead within your breast. And blank despair your only guest. Just whistle while you do your best, And DON'T GET BLUE. Your troubles soon will flee away. The clouds will pass, a brighter day, Will faith and hope renew. The dismal, downward way will rise. And lead you through life's Paradise, Where fortune smiles from sunlit skies; So look beyond with hopeful eyes. And DON'T CxET BLUE. You will never accomplish much by standing around on one foot knocking. Get in the game and work for some one who will do better. Every selling organization needs loyalty. Every selling organization needs renown. Every selling organization needs advertising. Every selling organization needs industry. Every selling organization needs non-quitters. Every selling organization needs enthusiasm. Don't try to mix business and tommyrot. The subjects of King Booze are all slaves. The smooth talker has suspicious listeners. c. Real Estate Talk. A Real Estate Salesman should be bubbling over with interesting facts when trying to convince and persuade his client to think as he, •thinks. Have the following real estate talking points on the tip of your tongue, and use as your best judgment suggests. TALK ABOUT: Talk about location. Talk about convenience. Talk about healthfulness. Talk Talk Talk Talk ings. Talk ties. Talk Talk Talk Talk Talk Talk Talk about pure air. about good water, about good drainage, about pleasant surround- about transportation facili- about good neighbors, about good climate, about cheapness of living, about public improvements, about water, about gas. about electric light. 116 THE REAL ESTATE Talk about sewers. Talk about pavements. Talk about sidewalks. Talk about parks. Talk about boulevards. Talk about wide streets. Talk about shade trees. Talk about churches. Talk about schools. Talk about art galleries. Talk about libraries. Talk about museums. Talk about stores. Talk about hotels. Talk about low price. Talk about easy terms. Talk about discount for cash. Talk about installment payments. Talk about increase in value. Talk about growth of population. Talk about new industries. Talk about new railroads. Talk about new trolley lines. Talk about general prosperity. Talk about natural beauty. Talk about attractiveness. Talk about nearness of recreation places. Talk about industries. Talk about wages paid. Talk about value of products. Talk about shipping facilities. Talk about good home place. Talk about the best being sel- ected first. Talk about the last opportunity. Talk about free mail delivery. Talk about growth of value in last year. Talk about actual examples. Talk about photographs. Talk about low taxes. Talk about no taxes for three years. Talk about no interest on de- ferred payments. Talk about no charge for deed. Talk about free and perfect title. Talk about title guaranteed. Talk about "Buy now." Talk about buy before further improvements are made. big demand for Talk about houses. Talk about extensive building now going, on. Talk about building restrictions. Talk about buying for childrens benefit. Talk about buying intelligently. Talk about buying real estate on easy payment plan compels econ- omy. Gives an object in life. Something to work for. Talk about grasping opportuni- ties. Talk about scenic attractions. Talk about free railroad tickets. Talk about free automobile trip. Talk about public improvements now in progress. Talk about private improve- ments now in progress. Talk about well known persons buying. Talk about future of property being protected. Talk about prices will be ad- vanced. Talk about safety of investment. Talk about combining rural and city advantages. Talk about police protection. , Talk about fire protection.. Talk about heighth above sea level. Talk about nearness to large cities. Talk about increase in assessed valuation. BROKER'S CYCLOPEDIA 117 Talk about sending maps of property on request. Talk about landscape gardening. Talk about low railroad fare. Talk about rent pays for home. Talk about certificate of title furnished. Talk about the unearned in- crement. Talk about the importance of doing it now. Talk about laying the founda- tion of a for time. Talk about only a small sum needed. Talk about balance in 40 pay- ments. Talk about large sized lots. Talk about a live asset. Talk about the non-forfeiture clause.' Talk about the getting ahead of the masses. Talk about the assessor's figures. Talk about how to make Real Estate your savings bank. Talk about the comparison of prices with similarly located prop- erty. Talk about the social life of the neighborhood. Talk about the fact that the foundation of all Real Estate value is utility. Talk about the diiference of living and staying. Talk about the advantages of a home of your own. (Living). Talk about the disadvantages of renting a house. (Staying). 12. Renting and Leasing. Do it now, moving time will soon be here. Send for our "Rent and Sales List," changed daily. "Every kind of real estate in every part of town." Renting houses isn't as easy as you would think. We think it's .so important that we handle it as a separate depart- ment. That facilitates matters for you. "Too many cooks spoil the broth." And too many agents trying to rent the same property often spoil the renting. Our renting department does nothing but rent. It will save you time and trouble. One Department that does noth- ing but rent. Think what that means to you. The worry you save. The tiresome trips. The uncertainty. You can't realize how much it does mean until you've applied for a space through us. Our advertisement may rent your property. Placing your property on our lists is quite sure to. Don't walk the streets looking for "House to let" signs. Come to us. Our renting department will give you a list. . Properties are listed with us in all neighborhoods. Rents vary accordingly. Factory property vacant a year? Why? Because no suitable tenant comies near your "To Let" sign. Boys use "To Let" signs for targets. 118 THE REAL ESTATE Few real buyers or renters waste time reading signs. They come to us, because we have the largest Renting, Selling and Investing list in town. Every day your house remains unrented is sure loss of money. Thousands of renters prevent that by seeing us. If the house is on our list your "For Rent" sign comes down quickly. Every kind of Real Estate in every part of town. Is your property being eaten up in taxes? Don't let it be vacant. Don't put a 5 cent sign on it and expect a $100 renter. We rent it quickly because we have a larger list. We've every kind of real estate in all parts of town. Going away? Let us attend to your property if you are. We collect rents. We secure tenants. Property placed in our hands remains a good investment. You first go to one part of town, Then to another. That's one way of trying to rent a house. Come here first. That's the way you will rent one. Want to change your address? See us first. It's little trouble to inspect houses the way we show them. Call and learn how. Moving is an awful bother. Looking for the place to move to is a great one. Our special department for rent- ing saves you the trouble. It may save you money as well. See us first. If property can be rented, we can rent it. Why do we do so much renting? Ask our tenants. Ask our landlords. They'll give you the answer. a. Rentmg Phrases. Exclusive housekeeping apart- ments. Every known comfort. Every known convenience. Highest standard service. Refined patronage. Imposing and substantially con- structed. Ideally located. Select residential section. Building finished and arranged with all the completeness of equip- ment and perfection of detail necessary to modern apartments. Vacuum cleaning. Basement laundry. Separate quarters for servants. All chambers finished in white and mahogany. Modern house-keeping apart- ments. A model. Combines the ideal features of: Elegance, Refinement. Convenient location. Moderate rentals. Beautiful. Spacious. Porch front. Semi-detached. Art glass mullioned windows. 15. New Business. We are Sellers and Satisfiers. BROKER'S CYCLOPEDIA 119 We do things. Our promptness is our pride. We want our friends as our customers. We are in the business to sell. W^e make quick sales at small profits. Every promise is kept. Nothing misrepresented. We want your good will. We are working for your good will. We always succeed. We buy carefully. We sell cheaply. We keep our promises. There are Real Estate sales and Real Estate "Sells." We know Real Estate values around \ . When you want to buy, consult us. Otherwise you might get sold. If property can be sold we sell it. If it can be rented we can rent it. If it can be mortgaged w^e can mortgage it. If you're interested in Real Estate you'll be interested in us. A mistake in surveying or a complicated title might have meant a law suit. We're exceedingly careful about such things. Our varied experience has taught us to be. Have you property for sale or rent? Put it in our hands. It should be soon off yours. Our large list insures quick transactions. See us first about Real Estate. Our lists are large and our patrons many. Our "To Let" and "To Be vSold" list is very complete. We get the real news of the Real Estate field. If your property were on our list it would have come before a great many investors. We have hundreds just ready to move or buy. We close deals promptly. No charges until you are bene- fited. Everybody who sees our lists of properties "For Sale" or "For Rent" is a renter or a buyer. And nearly every renter or buyer in town does see it. No dull season with us.. We have satisfied others. We can please you. Success don't come from the "Old Way" of selling Real Estate. The success of our Company is due to careful and conservative methods. Our credit is built upon things we do. Our method closes sales. "If its salable, we sell it." Those to whom we sell, sell for us. We have a perfect right to blow our own horn. We have a just right to shout about the property we are selling. We make Sales. Why? Because we make accurate state- ments and our representatives are responsible. We turn Real Estate into Cash. 120 THE REAL ESTATE Everybody speaks well for our business methods. Every chance customers becomes a constant customer. Great satisfaction is expressed by our customers. Watch the people who promise you one thing and give you another. Watch the people who have made you promises in months gone by, and failed to live up to their agreement. A man's word should be as good as a government bond. Impressions count in business and we are making many impres- sions. Advertising by us is reliable advertising. Houses for sale on terms the same as rent. If property can be sold, we can sell it. You need to do no guessing. There is no argument in favor of our services so strong as our re- cord. Our methods sell property quickly. Our methods sell property ad- vantageously. Our methods sell property with- out delay. Our method ssecure good tenants. Our methods collect rents promptly. Our methods manage properties faithfully. Our methods manage properties profitably. Our methods manage proper- / ties successfully. No transaction too small. No transaction too large. We want your good will. Don't wait until you have busi- ness. Come in and get acquainted. Don't lose time. Home like isn't it? Real Estate in all its branches If you wish to buy. If you wish to sell. If you wish to auction. If you wish to lease. If you wish to rent. If you wi.sh to borrow. See . It's our business to sell Real Estate. It's our business to save you money. It's our business to rent your empty house. It's our business to find you a responsible tenant. It's our business to collect rents. It's our business to sell insur- ance. It's our business to sell vacant lots. It's our business to sell farms. It's our business to sell land. AT ALL TIMES: There are people who want to buy There are people who want so sell. It's our business to bring buyer and seller together. You'll save time. You'll save money. Come in. Let's talk it over. Get the "Home of your Own Habit." Our office is a "Real Estate Clearing House." 14. Headlines and Catch Phrases. For Reai, Estate .\nd Invest- ments. (Suggestions). BROKER'S CYCLOPEDIA 121 Nearing the end. 'Pause." Imagination rules the world. Money talks. Give your money a chance. Pass judgment yourself. Are you prepared? Why hesitate? We have hit the bull's eye. Watch this space. Best in the West. Open an account with us. Are you on the fence? The way to economy. Economy, theeasychairofoldage- You will agree. Newly-wed couples! Attention! Chilly wintry blasts. Don't be a tin-type. Then and now. Select your investment. Set your savings to work. It will take care of you now. It will take care of yourself and family later on. We tell you why you should buy Real Estate. We tell you why you should buy Real Estate from us. We tell you why you should buy Real Estate in our City. Your opportunity. You can't get away. Does saving money interest you? As easy as play. Enthusiasm runs wild. We don't like to do it, but we mast! Control your own investments. Start your money to work. FOUR is 33 1-3 percent more than THREE. Invest where profits are certain. Invest your money where it will grow. Delays pay no dividends. Safe investments do. The quick thinker gets ahead. Don't fool with prospects. Don't take anyone's guess. Insist on facts. Learn to use your own judgment. Safety goes before profit. Money saved is money made. Make Mother Earth your Sav- ings Bank. • Saving is governed by science. Wishes never go as far as dollars. It's dollars that count,' not resolutions. Formation is better than re- formation. Begin today. Money begets money. Of Savings come Having. To earn more, learn more. A WISH-BONE cannot be sub- stituted for a BACK-BONE. The home of a Saving Man is usually a Happy one. Big investors have made for- tunes. Children should save. Early habits mould future char- acters. There are 318 working days in a year. TAKE YOUR FIRST STEP NOW. Put your Savings to work. Never spend all you make. Don't hide your Savings. Saving is the foundation of wealth. If you never start you will never get anywhere. A beautiful home spot. Stop buying gasoline for your landlord. Get ahead of the crowd. What do we advise? Seven questions answered. 122 THE REAL ESTATE Facts and figures. Money begets money. Money makes all things possible. Making facts out of figures. Is'nt it wonderful? A safe investment. Figure it up. A Home of your own. Sit by your own Fireside. No " Keep-off -the-grass" signs. Sit on a porch of your own. Home Builders. A good investment. Our guarantee protects you. We prove everything we say. You are the judge. We run all the risk. You are the jury. Look to the East. Good car service adds tremend- ously. The lay of the ground is most important. No exaggeration of statements. Lest you forget. Just to remind you. Startling facts convincingly stat- ed. If you can't save a nickle, save a penny. Get the whole story. There was never a similar offer. The envied homes. Which would you choose? Begin at the Beginning. Do it today. Tomorrow, today will be yester- day. Here's evidence enough to con- vince any Jury. Get a chunck of earth and get it now. Don't be short sighted. This advertisement is to start you thinking. Are your neighbors rent payers? Great Scott ! Mr. Rent Payer. A word to the investor. A word to the renter. Significant words from authori- tative source. Peerless in location. ^ A country home at the city's gates. We'er putting on the finishing touches. A swell location. It rained a Million Dollars last Friday. Undeniable forceful facts. Minute details have been thor- oughly carried out. Magnitude of our offerings im- presses everybody. i Many will hasten to respond to this advertisement. Nearly everybody will come. News of extreme importance. Obligation to buy never comes with a visit. Opportunities nothing short of remarkable. Oversights are committed by those who fail to come. Pleasing prices. Prices pulsating with economy. Prices that sweep aside all op- position. Pluck— not luck — built this business. Plucky doings that you will surely appreciate. Prices that tell with conviction their own story. Pleasure is evident on the part of many patrons. Keep the ball rolling. Keen readers need not to be told again. BROKER'S CYCLOPEDIA 123 Knowing readers fully appreciate this statement. "Knowledge is power." Be armed for the great battle of life. Late comers get poorest pickings. Lively selling must follow this announcement. Legitimate business methods have their effect. Less profits mean biggger values, such as these. Lavish values are fascinating features of this sale. Long time credits to suit every family exchequer. Languid business now receives a "special sale" tonic. Lubricating the machinery of business with "Special Sale" oil. Marvelous values. Meditate upon the importance of the following. Match these values if you can. They are great. Make up your mind to embrace this opportunity. Enterprise everywhere evident. Excellent money - making chances. Every visitor becomes a cus- tomer. Everybody who reads should profit thereby. Evidences of consideration for your interest. Either you or somebody else will get this value. Frigid facts. Forcible figures. Figures do not lie. Facts worth knowing. Fascinating features. Figure what you can save. Fame came in the wake of worth. Follow the crowd and you will come to us. Good values. Give a thought to this oppor- tunity. Great buying chances now pre- sented. Think. Think what your opinion is. Think just how to get the great- ness of our proposition. Sentiment is business. Some day you'll be sorry. Jingling of money saved. Just in the nick of time comes this offering. Judgment can well be exercised by buying now. Jump at this chance. The opportunity of the year. Hints worth remembering. Heaping returns for money in- vested. Irresistible prices. Interesting offerings. Interested purchasers should not delay. Impressive array of forcible facts and figures. The big success of the season. You want to make money don't you? Ideal sites for homes. Buying real estate is surer than July wheat. Buying real estate is better than railroad bonds. See the glorious property. Suggestions worth reading; for live ones only. Ownership of Real Estate signi- fies POWER. "Values shake hands with satis- faction." Amazing opportunities. 124 THE RE A L ESTATE Will you take advantage of this chance? Let your mind penetrate the future. Irrigation is King. Every artistic innovation. To the lovers of country life. Savings Bank earnings limited to 4 percent. Real Estate earnings unlimited. "The heart of the district." Think of the difference. A straight tip. A wheat growing country. Wheat is King. It's wheat now. To the people who know "what is what." Absolutely unequaled elsewhere. A handsome residential develop- ment. What we do we must do to-day. A few clinching arguments. "Near to nature's heart." A pure delight to nature's lovers. A healthful place. A convenient place. Let it be deeply and everlast- ingly burned on your mind. Let me hammer this in. A pig in a poke. My corner. Watch which way the cat will jump. Hill and dale, forest, field and stream. Doesn't all this sound attractive? It stands alone — head and shoulders above all. An entire sale of building lots. The elements beaten. Just far enough out to be con- venient. Just far enough out to get the good country air. Just far enough out for a home. Just far enough out for an in- vestment. Right prices to right people. The right restriction in the right place. This property is increasing itself. Isn't this delightful. Gratify your ambition to own a suburban home. A home of your own design. An unparalelled proposition. Nature's play-ground. Something new. Something different. Something worth while. Something, somewhere, someone, notime, nowhere, none. "In the rough." Here is a proposition. A blue-grass idea. A purchasing chance that few will miss. An opportunity worth taking advantage of. A splendid opportunity is now placed before you. Announcements like these never go by unnoticed. Attend to what we say and learn to your advantage. Active buying is bound to follow this announcement. Consider well, then decide right- ly- Can you resist this great tempta- tion? Can you meet or match these values? Come, consider, criticise and compare. Cunning readers will be quick purchasers. Criticism is welcome by us from everybody. Clip this out or make a money saving memo. BROKER'S CYCLOPEDIA 125 Care was exercised in writing these statements. Careful readers will respond to these suggestions. Candid statements that leave lasting impressions. Clear statements make our ad- vertising interesting. Competitors watch our ads with absorbing interest. Did you ever see such an op- portunity? Do you wi.sh the best at the least cost? During this sale money will be mighty. Decision is necessary for time is limited. Decide quickly for the oppor- tunity will soon go. Don't you think this advertise- ment worth reading? Thinking it over won't do this time Talking about it won't do it this time. It's action and quick action on your part. The price is below real value. First payment is small. The weekly payments are easy. You become a land owner at once. Your investment is sure to double. You're buying property without a flaw. You are buying property un- rivaled as to location. You are buying property with improvements without an imper- fection. You are buying property at a price without a parallel. Enthusiasm reigns Supreme. Let it be deeply and everlast- ingly burned on your memory. You can be a Home Owner. You can be a Builder. You can be a Real Estate Owner. You can be an Investor. It's surely an opportunity. It's an opportunity that will never come again. Going fast : You'll have to hurry. The opportunity of a generation. There is no asset so good as dependable realty, ^Dollars invested in Real Estate is better than money in the bank. The die is cast. Keep posted. Send a postal. We'll gladly post you. Our prices are right. We can prove our assertions. Slash go prices. Consult your good wife before buying a home. The Home Getter. Carefully designed. Exquisitely finished. Hardwood trim. Beamed ceilings. Steam heated. Tiled bath rooms. Exposed plumbing. Decorated to suit purchasers. Sunny rooms. Wide porches. The Bank may break. The factory burn. A breath may burst the bubble share. Money invested in Real Estate is sure and safe. Savings go. Stocks melt. Banks fail. No slavery to time tables. Put on your hat and come now. Unheard-of-prices. 126 THE REAL ESTATE Unprecedented demand. Tremendous favor accorded. When you have a little land. The deed within your hand, it cannot disappear or melt you know. New routes assured. Transit facilities. Rent receipts don't buy any- thing. Payments suspended if sick or out of employment. Best on the market — bar none. By all means come today. Where can you make money any quicker ? Every beneficial restriction. Every modern improvement. Take out your pencil and figure. Go into the smallest details. You can't find it's equal for real value. The level headed man is the man who provides for the future. Many other good things to show you when you visit our property. Incontrovertible facts. Unaltered facts. Boiled down facts. Reason, analyze and act. Don't go elsewhere, get less and pay more. Think of its significance. Investigation plays a powerful part. These are powerful facts. This is a home-site opportunity. This is a money-making oppor- tunity. A clean, quiet, sanitary home spot. No one doubts. Cash talks with us this week. Opportunity calls you. You owe it to yourself. You owe it to your children. Go and see this property today. Insurance is a good thing. We insure you and your invest- ment for nothing. Pause : Stop. , Something or nothing. Which? 15 cents a day saved on the one hand. Or Everything spent on the other hand. I want this "ad" to catch the eye of jjst one man. I want this "ad" to rivet the attention of just one man. I want this "ad" to appeal to the best judgment of just one man. Just one big, broad-guaged busi- ness man. When conversation lags, talk about Real Estate. If its testimony you want, we've barrels of it to loan on Real Estate. A hundred milHon dollars made last year in Real Estate. What portion of this hundred million did you make? We give you an opportunity to plan your own home. We give you an opportunity to superintend its construction. We give you an opportunity to know what kind of material is used. The home building feature makes our property desirable. The unsurpassed location makes our property more desirable. The unrivaled car service makes our property most desirable. "DOLLARS FOR DIMES." There is something doing. Teach yourself how to save. Economy Carnival. BROKER'S CYCLOPEDIA 127 Catch Phrases. "Up Where the Sun Shines." "Up above the Smoky Smoke." "Out beyond the Smoky Smoke. ' ' "TJie Scenic Addition." "The Addition Beautiful." "South's Greatest Highway." "Minnesota's Beauty Spot." "The Homeland on the Hill." "The Home of "Home Sweet Home" Homes." "The Heart of the Rain Belt." "The Heart of the Highlands." "Up Where the Cool Breezes Blow." "Lady of the Uake." "The Wonderful City." "The Suburb De-IyUxe." "On the Foot Hills between the City and the Sea." "The Park Beautiful." "Nearest the Hub." "Cream of the Spokane Valley." "Just Near Enough." "Just Far Enough." "The Addition with character." "The Investment of the Hour." 'The Premier Suburb." "The Wonder Town." "The Balcony of San Antonio." "The Prettiest View in all Spokane." "The Gem of the West." "The Placid Place." "The Creme-de-la-Creme." "The true suburb Beautiful." "In the Valley of Success." "On the Columbia." "The Country Suburb." "The Suburb Beautiful." $5.00 down, "That's all." $5.00 a month, "That's Easy." "The Home Builders Addition." "Scenic Addition with Soil." "The Queen Addition." "The College Suburb." "On the Banks of the Shadowy St. Joe." "The Land of Golden Skies." "Vernon the Beautiful." "In the Forest Dale." "Not Lots but Acres." "Pride of the New Southwest." "The Heart of the West." "Swept by ocean breezes." "Swept by lake breezes." "A home of one's own." "Makes a man Human." "Its the Soil." "At the Top O' the Hill." "The Land of Opportunity." "The Gateway." "In the Heart of the District." "The Land of Continuous Spring. "In the Land of June." 128 THE REAL ESTATE CHAPTER II. The Real Estate Business Money Making, Business -Getting and Business-Building Suggestions for Real Estate Brokers and Real Estate Salesmen. 1 — How to begin the Real Estate Brokerage Business. 2. — How to list Property. 3 — How to secure an Exclusive Con- tract. 4 — How to secure Buyers. 5 — How to Start a Real Estate Sale. 6 — How to "Follow up" a Real Estate Sale. 1. How to Begin the Real Estate Brokerage Business. While brains, energy, system, initiative are good qualities to have. Horse Sense is the prime quality needed by the beginner in the Real Estate Business. Education and personality are essential qualities. Every Real Estate Broker should know the grammar of the English language. Start at the bottom. Work hard. Study much. Climb step by step. Make up your mind to go to the top. Absorb information. A Real Estate Broker is just what he makes himself. Get in the game. If no chance is in sight look for one. 7 — How to close a Real Estate Sale. 8 — How to sell Real Estate. 9 — How to describe and sell Suburban Property. 10 — How to describe and sell Farm Property. 11 — How to describe land in the South, Southwest and West. 12 — How to make the Real Estate Business a success. You will always be paid in pro- portion to your ability to produce results. 20 years ago there was only one way to learn the Real Estate Business. It was a long and weary road to travel. The Real Estate Business has passed out of the — "Hit or Miss," "Take your chance" period. It is no longer a game of fortune. Its a definite science. The Real Estate Business Has positive laws. Has known exceptions. Has formulated principles. Has common sense rules. Has a mapped out course. Has a definite system for going after business. And Has a definite campaign of action. Brains in the Real Estate Busi- ness is capital. BROKER'S CYCLOPEDIA 129 Capital means cash. By increasing your capital you increase your cash. Your brain, whatever its capa- city, is your capital. By increasing its power through instruction, you increase your capi- talization. By increasing your capitaliza- tion you increase your results. Have you neglected increasing your capitalization? The actual capitalization of a Real Estate Broker is the Brain. If you suddenly come into pos- session of cash it depends upon your brain capitalizatioxi to keep that cash. If you have no cash it depends absolutely on your brain capitali- zation when, where, and how (|uickly you can get the cash you need and must have. There's no capital safer than brain capital. There's no capital surer than Brain capital. There is no royal road in the Real Estate Business. Every step in the Real Estate Business requires close attention and reflection. The Real Estate Business is honorable. The Real Estate Business is dignified. Every Real Estate Broker should maintain in all his transactions, a strict adherence to sound princi- ples of morality and justice. Every Real Estate Broker should have the ability to restrain his ap- petite, his tongue and his temper. Every Real Estate Broker should be master of himself. A Real Estate Broker who can- not govern himself, cannot govern others. Every Real Estate Broker should be honest. Should be polite. Should be persevering. Should be economical. And Should be energetic. Never practice deceit and trick- ery. You'll lose eventually, as sure as you do. Politeness costs nothing and accomplishes much. Every Real Estate Broker should cultivate a charm of manner and all those personalities that will attract people to him. Every Real Estate Broker should be self-reliant. Believe and go forward. Doubt and distrust are negative forces. Every Real Estate Broker should rely on his own judgment. Be a live wire. You can do best that which you like best. Learn to save. Learn to be thrifty. It will fortify your self-reliance. The thrifty Real Estate Broker is always prepared for tomorrow. Every Real Estate Broker should make it a point to accumulate capital. You should enter the Real Es- tate Business with the full expecta- tion of continuing in it. Every Real Estate Broker should have courage to carry on his work in spite of obstacles and disap- pointments, if he expects to be successful. 130 THE REAL ESTATE If you wish to finally stand at the summit of the Real Estate profession, you'll have to tread the stony road of experience with courage and perseverance. A beginner in the Real Estate Business can begin with pnly a small desk and secure space in an office at a cost not exceeding $5.00 or $10.00 per month. , The size of the desk isno |iinit to the amount of business that can be transacted over it. If you conclude to furnish and equip an office of your own, your furniture and furnishings should be in keeping with the character of the office and be pleasant and harmonious in eflfect. A Real Estate Broker who can't afford a stenographer in the begin- ning should learn to operate a machine himself. , Your stationery should be of good quality, and artistically print- ed. vSome Brokers list their property in a Blank Book, but the Card System is the most convenient. (See forms). A sign over your door that you sell Real Estate never brings a rush of Business, you must advertise. Advertise in the newspapers. Advertise daily; two lines every day is better than 50 lines once a week. Advertise by distributing cir- culars. Cards, posters, souvenirs, etc., etc. Secure inquiries through adver- tising in the daily papers. Follow up these inquiries by writing letters and calling on prospective buyers. Don't over do things. Don't use 'big words. Sometimes a "Blind ad" brings good results. To be a successful Real Estate Broker you must be pre-eminently "a salesinan. Never argue with a prospect. Never try to induce your client to buy undesirable property. Never buy property yourself from your client, knowing you have it already resold to another at an advance. Do strictly a Brokerage business on a Brokerage basis, and on Brokerage principles. If you want to speculate get out of the Brokerage Business and go to speculating^ Buying and Sell- ing. Never try to coerce Buyers. Never give your estimate off hand, as to the value of a certain piece of property when you don't know its actual worth. Save your reputation. Never attempt to crowd your client into making a sale. Impress upon your client's mind that the time to sell is when you have a buyer. There are always other proper- ties on the market. If possible never let your Buyer have an opportunity to think about the deal over night. Never take sides with either Buyer or Seller when both are present. Let them adjust any differences that may arise when closing a deal. B RO K E R ' S CYCLOPEDIA 131 Every Buyer will some day Buy. Every Seller will some day Sell. Keep a list of your Buyers. Keep a list of your Sellers. Always stay near your customer when you go out to show property. Pass his objections unnoticed. Don't allow, if possible, your customer to talk to the neighbors or tenants. Make suggestions to your cus- tomer along the Hues of comfort. Show him how it will pay. Why it will pay if he makes the purchase in question. Never grow impatient. If your customer desires to have the property examined by a Buil- der or Architect, arrange for the examination and impress upon the Buyer that you are looking after his interests. Get a deposit from your Buyer as speedily as possible. You are never sure of a sale until the contract of sale is signed and a deposit received. Never contradict your customer. If your customer is pleased with a property that you don't think well of, acquiesce in his judgment. Don't try to list too many properties. Get an exclusive sale contract by all means. Confine your efforts to a few first-class properties. Get a reputation that you sell, can sell and do sell. Never allow the owner to quote one price and you another. Never cut your commission. If your Business Wagon pushes hard, grease the axles with adver- tising. Make people want what you have to sell. To do it, ADVERTISE. Fair Treatment. Treat your customer after you sell to him just as well as you did before. Be fair. Aim to sell satisfaction. Be courteous. Use tact. A Real Estate Broker who car- ries on his business without ad- vertising is like a man sitting in a street car, winking at a pretty girl through a pair of green goggles. He may know what he is doing but nobody else does. Always tell your hard luck story to the fat policeman on the corner. Put confidence in your own judgment. Let common sense rule — it pays. Confidence is the basis of all business transactions. It isn't \yhat you can do in a minute, but what you can do in a day that counts. Persevering industry might be termed good luck. , Poor management, bad luck. Industry is the king-pin of suc- cess. Selling is the advertising of what you have to sell. When a Real Estate Salesman knows his man he can sell to him. Persistence is what makes a Real Estate Salesman smile when the word "no"is flung in his face. Real Estate Salesmen are not born. Real Estate Salesmen are de- veloped. The greatest bane to selling Rea Estate is fear. 132 THE REAL ESTATE Fear cannot live in the presence of the successful Real Estate sales- man's smile, his confidence and his knowledge of his business. Never have any fear of bidding for business on a national basis instead of local. One kind of a Real Estate hust- ler might be described as a man who keeps his arms, legs and probably his mouth going at a great rate. He is worth a dollar a day. If you don't want a thing to happen don't think about it. Every Real Estate Broker makes some mistakes. The wise Real Estate Broker studies his mistakes, profits by them, and stays in the game. The Real Estate Salesman who wants to win must put on a good front. People judge the stranger first by his front. Brokers who deal in country realty should be heavy adver- tisers. You may be poor today, but you can be rich tomorrow. Always heed the advice of suc- cessful men. Every Real Estate Broker should have ability to recognize oppor- tunities and courage to take ad- vantage of them. Never wait on your "Ship" coming in, go out after it and make it come in. Keeping at it everlastingly wins. The chief reason that you are not successful is the fact that you are not persistent. No good Real Estate Salesman ever grew rich all at once. Willing workers work wonders. Unsuccessful Real Estate Sales- men call their own carelessness and inactivity fate. The optimistic Real Estate Bro- ker is always cheerful. The pessimistic Real Estate Broker is nothing more than a walking grouch, dead and doesn't know it. Suppose everybody was satisfied to sit down and wait for something to turn up, where would you be? Why man you'd starve. It has been said that the first requisite of success in selling Real Estate is to have the common courage of starting to do the thing attempted. Persistency wears away all ob- jections in the prospect's mind But a good Real Estate Sales- man has a more important requi- site hi the shape of determination. Persistency and Determination go hand in hand, and will usually round up the hardest prospect. A good Real Estate Salesman never cries over spilt milk. Instead he goes and milks an- other cow. Many a Real Estate sale is lost through the lack of courage. Every Real Estate salesman needs a good supply of courage. Cultivate courage. Cultivate it daily. A good Real Estate Salesman keeps on hand a supply of Persistency. Determination. Courage. Enthusiasm. And The combination spells results. BROKER'S CYCLOPEDIA 13:j Every Real Estate Salesman should divide his work into three parts. 1— Have a SCHEME for the month: 2 — Have a PLAN for the week. 3— And ACTION for the day. A good Real Estate Salesman should attract favorable attention, awaken interest, create desire, in- spire confidence and influence his prospect to act^buy. Knowledge comes through ex- perience. Get Real Estate experience of all kinds. The more you face the more you can face. If you owe a bill and its impossi- ble to pay it when due just face it. It'll pay you. But wait till the time comes. Become a giant of courage. Be a giant of strength. One of the essentials in making a Real Estate Sale is "Holding On." The secret of success in Real Estate vSalesmanship is : ENTHUSIASM 1 part. ENERGY, 2 parts. PERSEVERANCE, 3 parts. FAITH, 7 parts. The Real Estate Salesman who wins is the Salesman who believes he will win. GRIT makes the Real Estate Salesman. LAY HOLD. HANG ON. HUMP. You can't learn success in the Real Estate Business from a book. You can't bay success in the Real Estate Business in a store. "Can" is a good pass word to success. "Will" is another good one. Call on yourself for help. Excel in what you do. . Sincerity is a good aid. Enthusiasm a twin brother. Self-reliance the most important factor. The bed-rock upon which to found your Real Estate Business is "A Square Deal." Conduct your business on the highest plane. Make every transaction stand the test of honesty. Let every statement ring true. Look into the future with a determination that brings success. When a man prepares the plans to build a new house, (a home of his own) he gets intensely inter- ested in it. He thinks of it by day. He dreams of it at night. You are in the Real Estate Brokerage Business. You'll have to be your own architect. You'll have to be your own carpenter. Put your whole being into your business. BUILD. Make a first-class job of it. Start with a foundation of train- ing. Finish with the cap-stone of results. Enthusiasts rule the world. A good Real Estate Salesman makes his proposition clear and concise. Earnestness creates confidence. Avoid extravagant claims. 134 THE REAL ESTATE Successfdl Real Estate Sales- manship requires a thorough knowledge of the property which you are trying to sell. You can't know too much about the property you are going to sell. It's the "Come again" client that pays. No satisfaction. No returns. In closing a sale make satis- faction part of the contract. Learn to sell satisfaction. See that nothing occurs to spoil the sale after the contract of sale is signed up, imtil the deed is delivered and the deal closed. Discourtesy has spoiled many a big Real Estate Sale, consequently a big commission. Every Real Estate Salesman should paste the following motto in his hat: Three "DV DIG. DETERMINE. DELIVER. Learn to dig. Live to determine. Hold to your purpose. Get the result. ("Deliver the Goods.") Study how to introduce yourself. Study how to make your points. Study how to get your prospects attention. Study how to bring out his objections and meet them. Salesmanship is simply influenc- ing the minds of others. Salesmanship is simply making your prospect think as you think. You can't begin at the top of the Real Estate Business, nor can you go from bottom to top at one jump. You've got to keep jumping. Continued success in the Real Estate Business comes from not trying to cheat or fool the people. Happiness comes from service. Profit comes from service. Two Important Factors in Every Sale. 1. You can't start a Real Es- tate Sale without giving some proof of the merits of the property offer- ed. 2. You can't close a Real Es- tate Sale unless you remove the resistance of its purchase, please and satisfy the buyer. Success in the Real Estate Busi- ness is due usually to persistence, determination and ambition. A Real Estate Broker who never starts anything never finishes any- thing. Why a Real Estate Broker Should Work. Work keeps the body healthy. Work keeps the mind steady. When you get blue work. Tackle impossibilities. If you lose, work harder. If you haven't any definite work find it quick. Work, but keep out of the rut. Do things differently from the average. Better to wear out than rust out, Pay no attention to what any- body may say, if you feel your ideas are good ones. Use your Brains. Take no stock in old fogy me- thods. Be original, but work. Work is a great joy. Do things that you like best. BROKER'S CYCLOPEDIA 135 Work is man's greatest blessing. Do something. It's better to be criticized than be forgotten. You can't catch yesterday. Today is the time to do things. No person will willingly buy Real Estate from a grouchy Sales- man. Every Real Estate Broker can be successful if he can put his faith in hard work, and stick to- a-tive-ness. No Real Estate Broker can do great things without overcoming opposition. Measure your success by the day. Every day is either a Success or a Failure. Do all you can each day. Do it without fear. Do it without worry. Do it without haste. What you can do you ought to do. Untiring application will bring you success. Do the best you can in every- thing that you attempt to do. Every time you lose a sale try and find out how it happened. Find out the reason. Study out an answer. Make your proposition so at- tractive that your prospect will buy in spite of objections. There is no easy road to success. A trained Real Estate salesman will make his work tell. It's not always what you say. It's how you say it that con- vinces. There is somebody, somewhere in this big country whom your proposition will interest. Turn your seconds into pennies. Turn your minutes into dimes. Turn your hours into dollars. Give money value to every tick. Never wait on other people to get ahead of you. Keep your eyes open for op- portunities. Keep your ears open for op- portunities. Look well into everything that looks good. Act promptly with decision. It's better to be partly right in practice than perfectly right in theory. Action that is 60 percent right is better than inaction that is 100 percent perfect. Don't think too long without action. Do it now. How to List Property. (Use regular listing form) Get the following data: Town or city. Name of street. Number of street. 136 THE REAL ESTATE Side of street. Corner or how far from corner. How far from street cars. Size of lot-filled ground. Depth. Width. Size of house, barn, etc. How many stories. Size of rooms. How many rooms. W. C. Bath. Cellar. Laundry. Tubs stationary. Mantels. Fire Place. Porches and size. Screens. Storm doors. Range. How many entrances. Furnace. Steam Heat. Hot water heat. Electric Light. Call Bells. How many Closets. Window Seats. Sleeping Porch. Servants room. When built. How furnished. Color painted. Building taxed. Land taxed. Sewered. Street paved. Any encumbrance. Mortgage. Rate. Time to run. Insurance on building (amount) . Rented. If so, how long. Rent per month. Water tax. Will trade. Sale Price. Lowest price. Terms. Name of owner. Address of owner. Exclusive Agent. Commission for vSelling. Key at. Cozy corner. Den. Dinner-ware closets. Built-in-China Closets. Get any other data that the property or surroundings may sug- gest. You can't know too much about the property yoa are going to sell as prospects ask, and have the right to ask as many questions as they wish in order to become interested enough even to go and look at the property, and if suited to invest "their all." BROKER'S CYCLOPEDIA 137 Card Index for Listing Real Estate. LOCAT»ON Price $ BUILOINQ Story Addition Terms Rooms, mt fl 23 3d Rent Condition Finish Lot Alley Pavinq SroEWAiK Curb and Gutter Sewfr LiQHT in St. LiQHT IN House B«TH Closet LAUNQRy B'S'M't Cell»r Water H^AT B»RN Sign , Mtq. $ Due Tnt < Taxes $ Remarks Owner or Ag^. Card Index for Listing Property. < tia Stuut Town OO CifT " Su.E Pwca S STO«t O.- Kc^t Built of | Fuushco m Na Of Rooms W c Bath Clj-UJ* To Rmt Oati. T.M MoxTo R.TE Whw Bixlt Imt So F.T or Umo Lot Fromt Bloq Lot De*»tm Bloo SewiA How LxAsco HCLO BT Now Uamo Watir Gas ELtCT LtQHT f.«t PuACt Mamtlls SCT TUM L*UMOfcr F«uiT Tkum PiMCH SC«E£NS SroRu House Rahol No or STOfUU Sue OF Si '™"~ TiMW Bloo. Taxfo Land T*xto Wiu. Tiuot Stasia OTHfcR Scooa OiSTMCC fhow Cam FURNACC Hot Wareit Stlam HL*r CL^VAroii No- or Emtiuhccs OwMU) e* AooRtst Oak Ke..r SuStMCM Rccuvco 'nOM Othcr Aoents CCMMIMtON RuURKt 138 THE REAL ESTATE A Partial List of Chattel and Real Property, Which a Real Estate Broker Usually Sells on Commission. 1 Art Store. 2 Amusement Park. 3 Antique Furniture Store. 4 Book Store. 5 Bakery. 6 Bazaar. 7 Butter and Egg Store. 8 Bargain Store. 9 Builder's Supplies. , 10 Clothing Store. 1 1 Candy Store. 12 Curtain Parlor. 13 Candy Factory. 14 Confectionery. 15 Coffee and Tea Store. 16 Cafe. 17 China Store. 18 Department Store. 19 Dry Goods. 20 . Drug Store. 21 Elevator. 22 Five and Ten Cent Store. 23 Furniture vStore. 24 Furnishing Store (Ladies'.) 25 Furnishing Store (Men's). 26 Furnishing Store (House). 27 Feed Store. 28 Foundry. 29 Flouring Mill. 30 Grocery Store. 31 General Store. 32 Gun Store. 33 Hat Store. 34 Hardware Store. 35 Harness Store. 36 Hotel. 37 Inventions. 38 Ice Cream Parlor. 39 Investments. 40 Implement Store. 41 Jewelry Store. 42 Livery Barn. 43 Millinery Store. 44 Music Store. 45 Notion Store. 46 Newspaper Route. 47 Newspaper Stand. 48 Office Supplies. 49 Planing Mill. 50 Printing Plant. 51 Partner. 52 Patents. 53 Picture Store. 54 Photograph Gallery. 55 Rubber Goods. 56 Racket Store. 57 Restaurant. 58 Rooming House. 59 Shoe Store. 60 Sporting Goods Store. 61 Stove and Tinware. 62 Stationery Store. 63 Sanitarium. 64 Saw Mill. 65 Skating Rink. 66 Undertaking. 67 Variety Store. 68 Acreage. 69 Coal Land. 70 Country Home. 71 Chicken Farm. 71 Coal Mines. 73 City Residence. 74 Dairy Farm. 75 Factory Sites. 76 Garden Farms. 77 Plantations. 78 Stock Farm. 79 Summer Residence. 80 Tobacco Farm. 81 Truck Farm. When listing get an exclusive selling contract. When selling never cut your commission. BROKER'S CYCLOPEDIA 139 3 How to Secure an Exclusive Contract. Better to have the exclusive sale of six (6) or eight (8), properties than to be working on fifty (50) different properties that every Broker in town has for sale. Ask the property owner the following questions : Why do you want me to spend my own money advertising your property, and give some other Broker the commission? Why do you ask me to do some- thing you wouldn't do yourself? Why do all the big, -reliable Brokerage concerns demand an Exclusive Contract? Why is it that all big Real Estate owners have Exclusive Agents? ■ Why is it that all big buyers of Real Estate prefer dealing through Exclusive Selling Agents? Impress upon the owner's mind that if you undertake to sell his property that you will advertise it judiciously and continuously until it is sold, or until you are fully satisfied that he has priced it wrong, or it is unsalable property. After you have established the fact that you can do things and do as you promise to do, you'll have no trouble getting an Exclusive . Contract. Never go from door to door soliciting property to list and sell. Never take property to sell from an owner who says "Oh, 1 might sell if I get my price," unless you have a buyer for the property before hand. There are hundreds of people who have property to sell and want to sell and will sell at the right price. When you get a piece of property to sell, stick to it until you sell it. Every piece of property you sell will bring you two or three more pieces to sell. Every seller always has a friend or two who wants to sell. Make good with each Seller. Make good with each Buyer. You'll soon have more business than you can attend to. The writer knows a firm who won't take any property to sell under a years Exclusive Contract. Follow the suggestions contained in this volume on "Advertising and Selling," and you'll have no trouble getting an Exclusive Con- tract. . ', . Get an Exclusive Contract. When listing a piece of pr9pcrty, Be firm. State your plan. " .^^.. Give your reasons why you want an Exclusive Contract. Be dignified. Don't be over anxious. They'll come back. The second call is always the best. In the meantime they may have given two (2) or three (3) other Brokers a chance and all failed. Then, if you . made the right impression the first time, you are sure of their business, and on your own terms. If you offered to take it for six months the first time make it nine months the second call. 140 THE REAL ESTATE Listing a piece of property should be done on the same principle as Selling and Advertising. Look up the "Advertising Sug- gestions" on New Business. Advertise in such a way that you attract their attention to call and see you. Then arouse an interest in them to give you their property to sell. Create a desire that will make them want to give you a trial. Convince them that you can do as much as any other Agent will do, and that you promise them that even if you don't sell their property, that they will be fully satisfied that you made the proper effort. That you will satisfy them that you had given their property youi personal attention. If you do this, and you fail to sell their property, when the con- tract expires they'll renew it. Get the confidence of your client. Get it first. Keep it always. Never guarantee a sale. Always guarantee your effort. Make no promises you can't fulfill. Establish the reputation of being an "Advertiser." Establish the fact that you can sell, Will sell. And do Sell. Establish the fact that you surprise your prospective buyers instead of disappointing them in the description of the property you offer for sale. Establish the fact of being prompt. Never break an engagement. Keep your appointments to the minute. Be slow to promise. Be quick to execute. And a pleasure to accommodate. Remember somebody, some- where wants what you have to sell. 4 How to Secure Buyers. Real Estate Brokers have two classes of customers. TWO CLAvSSES. 1. Customers who want to sell or lease. 2. Customers who want to buy or rent. Some Real Estate Brokers get their list of prospects from those who have written or called at their office, inquiring for some one to handle their property. Keep your eye on new buildings. Keep your eye on newspaper announcements. Keep in touch with all your acquaintances. Keep tab on Real Estate trans- fers through the daily papers and legal records. Keep your eye on all vacant houses. Keep your eye on all vacant store rooms and old buildings. Get the owners names. File alphabetically. Read all the Real Estate adver- tisements. Be friendly with every Broker in town. Send each Broker a neat and correct description of one or two of your most desirable properties. They'll appreciate it and often send you a client (a purchaser). BROKER'S CYCLOPEDIA 141 If another Broker sends you a purchaser, don't fail to be prompt in sending him his share of the commission. He'll repeat, if you are prompt. ADVERTISING is the source from which you'll secure most of your Buyers. Advertise in the newspapers every day, if but a two line "ad." 5 How to Start a Real Estate Sale. Do not jump at it. Approach your customer quietly and courteously. Give some thought to it. In selling Real Estate the Sales- man usually has no trouble to secure the attention of his prospect. That is brought about through advertising. Therefore the first step is easy. Now then, the second step is for the Salesman to arouse an interest in the particular piece of property which he has for sale. The third step is to inspire and create a desire on the part of your prospect, to own or possess that particular property. And fourth, to bring about action (closing the sale.) A SALE IS THE DESIRED END. In your description of the property to be sold. FIRST. Describe relative location. Describe exact location. Describe size of lot. Describe size of buildings. Name direct price. Name comparative price. Name gross income. Name the expenses — water, in- surance, taxes. Describe its future accessibility, improvements of adjacent property and general growth in that particu- lar direction. SECOND. If your customer is BUYING FOR A HOME. Describe exposure. Describe construction. Describe surroundings, cars, schools, churches, stores, neighbor- hood. IF FOR INVESTMENT. Describe its durability. Describe its Fire Protection. Describe its net returns. Describe its future value, A great deal depends upon the method used in presenting your proposition. Open your interview by asking questions in order to find out exactly what your client wants. Find out, in a diplomatic man- ner, whether he has enough cash to negotiate a purchase. Be careful in your questions not to give a suspicion of too much curiosity. As soon as you have found out, or nearly as you can, the kind of property your client wants, and the location, and whether he can pay for it, then see if you have anything pn your list to meet his requirements. Never try to force upon your client a piece of property unsuit- able to his requirements. If you haven't got what he wants make an endeavor to find it for him, either by advertising or per- sonal solicitation. 142 THE REAL ESTATE Study your client and ascertain his wants. Find out exactly what your client wants then get it for him. Don't confuse your client by showing him too many properties. Name the property which seems nearest to iilling your client's requirements. Select the one you know to- ward which your client is most favorably disposed. If your client is uncertain in his own mind as to what he does really want, then you should study the needs and peculiarities of your clients wants and help solve the problem for him. If your client wishes to "purchase Real Estate for investment 'pur- poses alone, you liave many, many talking points with which to arouse an interest. Security is the first considera- tion. The biggest possible returns in income ,consistent with absolute safety, is the second consideration. Never lose sig*ht of the feature of security. Increasing value may be argued. Building up of the neighbor- hood improvements. Class of buildings being con- structed. New streets. Public improvements contem- plated. Projected transportation lines. If your client is buying for a home, show the saving of rent. The comforts of owning a home of his own. The independence of being a Home Owner and hundreds ' (if other suggestions which can be found in another chapter "in this work. (See index) 6 How to "Follow Up" a Sale. Every Real Estate Broker should have an accurate and continuous system of following up prospects. After having a fair sized list of property to sell and rent, begin advertising— run a three or four line classified "ad", change the wording e^ch insertion. Never run the same "ad" twice in succession. Write letters. Make personal calls. Follow up your letters. Follow up your personal calls. Follow up your advertising. They will either call personally or make inquiry by mail. Such inquiries should be care- fully and systematically ♦followed up. Follow up each prospect per- sistently until you make the deal or you have a reason to drop it. KEEP A RECORD. Keep a record of each advertise- ment you insert on each particular property. Keep a record of. the circular matter you send out on each property. Keep a record of your letters sent out. . Keep a record of their replies. Keep a record of your personal calls. Keep dates of all interviews. Keep a record of all conversa- tions. BROKER'S CYCLOPEDIA 143 By keeping a complete record of all letters, conversations and inter- views between yourself and your prospects places you in position to talk more intelligently when you come to close the deal. Advertise the property judicious- ly. Treat every inquiry as though a purchaser. Follow up each inquiry care- fully. Have a long list of good points worked out in your mind. First step in a Real Estate Sale is confidence. Second step is the customer's Good Will. Get your customer interested. Create a desire in his mind to want what you have to sell. Convince him that he needs what you have to sell. Make him think as you think.- Note down all the good selling points you possibly can, about the property you are trying to sell. Don't make any statement that will create doubt in the customer's mind. Get his confidence. Keep it. Even if you lose the sale. Remember he has friends and he'll always recommend the Real Estate Broker in whom he has the most confidence. Personality plays a very im- portant part. Get close to your client. Impress him with your integrity. Show him you have his interests at heart. Don't waste time on people when you question their sincerity. 7 How to Close, Get a Deposit. Examine Title, Final Papers. The Closing of a Real Estate Sale depends largely upon your knowledge of Salesmanship, de- pendent upon personality, energy and familiarity with the strong Selling features connected with the subject of Selling Real Estate. Keep good arguments in reserve. Hold back a few good points for closing. Hold back one or two strong arguments. Try hard to land your man with- out using your reserve. Before giving up entirely try a SPECIAL DELIVERY letter. It very often has a good and clinching effect. Close the sale satisfactory to both Buyer and Seller. Draw your own contract. (See form) . Prepare the deed yourself. Pre- pare it correctly. Close the whole transaction in your own office. Handle the money yourself. Deduct your commission. Pay balance over to Seller. Give him receipt for your com- mission. Get receipt from him for amount of money you paid him. Keep a record of each sale you make. Keep a book exclusively for closing deals. Take a full page, or two, if necessary, and show exact settle- ment of each sale you close. If there's interest to compute, show the figures. 144 THE REAL ESTATE Names, date and the exact figures in each transaction. Put them down in black on white. You'll be surprised how con- venient it will be for future refer- ence. Don't burden your memory with details. Keep memoranda of every busi- ness transaction, write 'em down. File for future reference. Don't forget to transfer Insur- ance. Don't forget the Tax receipts. Don't forget to have abstract down to date of closing sale. The last act before closing a deal should be to take a glance at the records and see if anything has been filed since last examination. Last word to Seller, "Glad you are pleased, and believe you are satisfied." "When ready to buy again would be glad to serve you." Last word to buyer, "Glad you bought the property, believe you are pleased and if you ever want to sell, 1 sincerely hope to get your business." After you close the sale do not leave your customer to his own devices. Call upon him and see that he is satisfied. See that the repairs he asked for are done for him. Make him a satisfied customer. 8. How to Sell Real Estate. Before trying to sell a piece of Real Estate to a man, sell it to yourself. . THINK OF ITS VALUE. REALIZE ITS VALUE. BURN ITS VALUE ON YOUR MIND. ENUMERATE ITS GOOD QUALITIES. THINK OF THE MONEY IT WILL MAKE FOR THE BUYER. MAKE HIM BELIEVE THAT HE NEEDS IT. MAKE HIM BELIEVE THAT HE MUST HAVE IT. Make him believe that you are helping him to increase his profits. Make him believe that you are doing him a great favor. Say • all these things over to yourself. Think them in your heart. Make yourself believe all these things first. Then "when you have sold the property to yourself, you believe in your own proposition, heart and soul. Remember it takes solar-plexus punches to sell Real Estate to some people. Nothing great was ever done without enthusiasm. It will take you a long time to explain what you don't know. Never stop studying your propo- sition. Always know all the objections that can be raised against your proposition. Raise always a good answer to each objection. Selling Real Estate is like playing base ball. The Salesman is the batter, and the Prospect is the pitcher. The Prospect will strike you out if he knows how. BROKER'S CYCLOPEDIA 145 No Real Estate man ever made a three base hit, who was afraid of the pitcher. Very few sales are gotten up in such a hurry that a day or two cannot be given to the considera- tion of such points as special cuts to be made, special spaces to be contracted for, special notices to be written up and strong business bringing advertising prepared. The secret is this : Get ahead of competition and stay ahead. Get so far ahead of your neigh- bor in advertising methods, that you may look upon that, once dreaded foe, competition, with a sardonic smile and a feeling of content and triumph. Importance of Correct and Truthful Description of Properties. There is very likely to be a question in the mind of some owners and prospective purchasers, as to what constitutes correct and not overdrawn descriptions of property otiered for sale or exchange. Truthful. and correct descriptions should consist of statements the owner would personally make to his best friend. Truthful and correct descriptions should consist of statements which do not need to be justified to one's conscience. Truthful and correct descriptions should consist of statements, as will never result in an agent's, or prospective buyer's disappointment. Aim to underestimate, and the frailties of nature — the inborn tendency of human beings to exaggerate — will swing the balance back to where, at least, nearly full justice is done to the property described. As a matter of business policy it is desirable that the prospective buyer find your property better than the description, and goes away agreeably surprised and very much pleased, ready to tell his friends, and always will be a profitable client thereafter. Be careful how you describe your property. If it's hilly, don't say it is level. If the fences are poor don't say they are in good condition. If it's poor land, don't say it is the best in the world. If your farm is twelve miles from the nearest town, don't say six. If mortgage bears 7 percent, don't say 5 percent. If there are three or four mortgages on your property, say so. If you have owned the farm nine months, don't say five years." Thousands of deals are lost every year from overdravm and incorrect descriptions; not only that, but thousands of customers are lost forever. When giving a description of your property, be able to back it up to the letter when your agent shows the property. There is nothing in this world that helps to close and clinch a deal so quickly as to please and surprise your prospective purchaser by show- ing him exactly the picture you painted in his mind, before going to see the property. A farm a store, a home that is truthfully and correctly described, is half sold when listed with a Real Estate Broker who will follow the foregoing suggestions. 146 THE REAL ESTATE 9. How to Describe And Sell Suburban Property. The average man wants two things when investing in Real Estate. 1. A profitable place for the investment of his savings. 2. A pleasant and conveniently located home. Suburban property fulfills both desires. Base your selling talk on these two points. 1. Desirability of the property as an investment proposition. 2. Desirability of the property as a residence location. Convince your customer that his home is conveniently within reach of the business district. In your most hopeful moments you have pictured yourself the owner of a cozy home on the banks of the beautiful Ohio. Orchard trees all around you, a garden at the back, and cooling breezes at all times throughout the day and throughout the night. But every time you allow your- self to dream of the possibility, the vision vanishes at the thought of how you would pay for it. In your dreams you said to yourself, "Some day, perhaps, but not now." But by a happy chain of fortun- ate circvunstances, our Company has wrought a revolution in subur- ban property prices, and the home you hoped to own some day is ready for you now, at a price that you can afford to pay. To put it in the fewest possible words, is a triumph of big buying. Nature has made it a cozy nest for several hundred happy homes. If our property had been intended for the precise purpose for which it is now being applied, the con- ditions could not have been more ideal from one end of the macad- amized boulevard to the other. The eye rests upon and is rested by beautiful groves of large maple trees, elms, oaks with just a gentle undulation to the ground to keep the property from being monoton- ously level. Down at the end (^f the macada- mized boulevard, flanked on either side by cement sidewalks, is a beautiful rounded hill which runs right down to one of the finest bathing beaches in this part of the world. Looking across the level your eye first lights on the beautiful mountain side, and it sees nothing up or down but what is restful and pleasing. The roar of the city is hushed and the smoke from its factories dissipated. The air is clear, fresh and invigorating. You are actually in the country with all that that term implies, and still right in front of two street car lines, which will hustle you down to the heart of the city in seventeen minutes. Now don't allow yourself to sleep and wait as long as you like. These are not mere generalities, but undeniable facts. Come to our office and let us get together in the "Money lan- guage." Don't wait a day. Every hour counts. BROKER'S CYCLOPEDIA 147 (See Advertising and Selling; Phrases for Suburban Property.) 10. How to Describe And Sell Farm Property. THERE ARE TWO CLASSES OF FARM BUYERS. 1. Town or City people who wish to buy a farm either to move on themselves or to place a tenant on so they can secure the benefit of its products. 2. Farmers who wish to acquire additional property to cultivate, or who wish, for some particular reason to change their location. The city prospect must be reach- ed through advertising in the daily papers. (Sunday issue) . The former must be reached through advertising in the country newspapers, not only his own local paper but throughout different counties and states. If you want to build up a per- manent business among farmers give them a square deal. HOW TO DESCRIBE A FARM. Send a photograph to your prospect showing the country in full verdure. Send a photograph showing the cattle in the fields. Send a photograph showing the horses standing knee-deep in the grass. Send a photograph showing re- presentative seeding and harvest- ing scenes. Send a photograph showing sub- stantial farmhouses and out build- ings. Send a photograph showing a few of the best residences in the nearest town. Send a photograph to your "^^ prospective buyer showing an out- ing scene illustrative of the re- creation side of life in that particu- lar section. It's just such accessories that turn the scale of decision. Impress upon your prospective purchaser that drudgery is not essential to success in living on a farm. Always keep the idea before your Farm Buyer that he is going among bright, happy people. Take great pains in your corres- pondence with farmers. Learn to know your people in the distance by studying those around you. Give the population of nearest ,; town. ../^ Give the population of Coynty Seat. . ., / ^ . Give the distance to County Seat. , - Give the general character and proportionate nationality of the people. Give facts about local industries. Compare the property being . offered with other property recent- ly sold and paying their purchasers a good income. . • - Nature of crops, describe in detail. Give authoritive data regarding every crop that can be grown in the neighborhood. Give average yield of crops. Give comparison of profits on basis of the value of the land. Tell your prospect all about the ^ educational advantages. Tell your prospect all about the marketing facilities. 148 THE REAL ESTATE Tell your prospect all about the climate. Tell your prospect all about the rainfall. Tell your prospect all about the prices of land generally. Tell your prospect all about the reasons why values are advancing. Tell your prospect all about the least amount of money needed to make a start. Tell your prospect all about the amount of land required for pro- fitable farming. Tell your prospect all about the prices of commodities. Tell your prospect all about the prices of stock. Tell your prospect all about the prices of Farm Labor. Always take the initiative in the transaction. Show your prospect how a new- comer can succeed. Tell your prospect the reasons for selling. Name the price. Name the terms. And. Above all give a truthful and correct description. Describe improvements correct- HOUSE, if its old, say so. BARN, if no good, say so. OUTBUILDINGS, if none, say so. FENeRS, if poor, don't say they are good. WATER, if only one well, don't say water in every field. Selling a farm at long distance. Everything depends upon the Real Estate Salesman. If you finally persuade a pros- pect to come 200 miles to see a farm you have for sale, and he finds everything as you repre- sented, it don't take long to close the sale. If you disappoint him you not only lose that sale but the next farm you advertise that man will pay no attention to it. He'll tell others too. (See Selling Phrases for Farms.) 1 1 . How to Describe Land in the South, South=west and West. No pen can adequately describe. No brush delineate. No human tongue recount. A capacious field for activity. Many new and unexploited paths. Recreation for the Traveler. Sights for the tourist. Homes for the Homeseeker. Health for the invalid. Sport for the sportsman. Sentiment for the poet. Inspiration for the artist. Wonders for the scientist. Prospects for the prospector. Wealth for the Inventor. A sky that rivals that of Italy. Scenery which vies with that of Switzerland. Soil which emulates that of the Delta of the Nile. Climate unsurpassed. Mountains ribbed with veins of precious metal. Good health abounds. Good cheer. Good fellowship. The fullest enjoyment, of liberty and the pursuit of happiness. Pure air. Good water. Golden sunshine. (See Selling Phrases for Lands.) BROKER'S CYCLOPEDIA 149 12. How to Make the Real Estate Business a Success. A REAL ESTATE BROKER WHO DOES THINGS might be described as the man who thinks. A Real Estate Broker who does things might be described as the man who plans, concentrates his mind on the thing he wills to be done until he has thought his way through to the end, then he directs the plan to be carried out. A Real Estate Broker who does things is a Salesman. Is a good salesman, And A successful salesman. The Real Estate Broker who does things keeps his engagements, And Keeps his promises. The Real Estate Broker who does things advertises. Advertises continuously. Advertises in the Newspapers. Advertises in the vStreet Cars. Advertises on Bill Boards. Advertises with Bill Posters. Advertises with Electricity. Advertises with Booklets. Advertises with Leaflets. Advertises with Circulars. Advertises with Personal letters. And Advertises with "Follow Up" letters. The Real Estate Broker who does things makes personal calls. Makes friends. Makes customers. Makes sales. ^ And Makes money. The Real Estate Broker who does things pays his help good wages. And. Pays his salesmen liberal com- missions. The Real Estate Broker who does things stays out of politics. Stays out of saloons. And Stays out of litigation. ''The Real Estate Broker who does things is ' ftiendly with his competitor. And, Friendly with everybody. The Real Estate Broker who does things has his life insured. Has a few enemies, And Jealous competitors. The Real Estate Broker who does things don't go to the races, And Don't gamble. The Real Estate Broker who does things always secures an Exclusive Sale Contract. The Real Estate Broker who does things always gives value received. The Real Estate Broker who does things, never promises any- thing he can't deliver. The Real Estate Broker who does things is polite. Is truthful. Is courteous. Is punctual. Is energetic. Is ambitous. Is courageous. . Is persevering. Is aggressive. Is progressive. And Is a church member. 150 THE REAL ESTATE The Real Estate Broker who does things works hard, j ■ Plays hard, And Sleeps hard. The Real Estate Broker who does things forgets the past, And Lives in the present. The Real Estate Broker who does things, has a plan, And .. Works that plan. The *Real Estate Broker who does things makes mistakes. And Profits by them. The Real Estate Broker who does things, saves'. The Real Estate Broker who does things is economical. Is judicious. And Is unselfish; The Real Estate Broker who does things keeps a Bank account. And Invests his savings in Real Estate. The Real Estate Broker who does things, takes a day now and then for recreation. The Real Estate Broker who does things, is strictly temperate. And Strictly honest. The Real Estate Broker who does things knows his business from A to Z, and minds his own business. VALUABLE SUGGESTIONS FOR ANY REAL ESTATE SALESMAN. The wish-bone is alright but you cannot substitute it for a back- bone. Don't satisfy yourself with pre- tense, hopes or wishes. Get the confidence of your client. The rest is easy. "FamiUarity breeds blindness." The secret to success is a pro- blem very difficult for most people to solve. If you want to know the value of money — go try to borrow some. Get married. Make your wife your Backer. Own your own home. Take care of your property. Be honest. Invest your savings. Practice the Golden Rule. Save the pennies. Never borrow. ' Don't gamble. . ;. ■ Leave liquor and tobacco alone. Don't endorse notes. Seize opportunities. Keep out of lawsuits. Take care of your health. Live the simple life. Work as hard to save as to make. Trust in God and keep busy. The Real Estate Broker who is always complaining that business is dull and not what it used to be, is the Broker who doesn't adver- tise or believe in advertising. He is dead and doesn't know it. The successful selling of Real Estate rests on the foundation of confidence. Destroy confidence and you de- stroy Business. Confidence creates Business. Confidence makes your pros- pective buyer think as you think. Every Real Estate Salesman should have faith. BROKER'S CYCLOPEDIA 151 Every Real Estate Salesman should have Enthusiasm. Every Real Estate Salesman should have honesty. Every Real Estate Salesman should have industry. Every Real Estate Salesman should have ability. Every Real Estate Salesman should have initiative tact. Every Real Estate Salesman should have sincerity. Every Real Estate Salesman should have open-mindedness and knowledge of his own particular line of the Real Estate Business. Mr. Real Estate Broker, if you must take a drink never do so until after your days business is over. A Real Estate Broker who is not honest is a fool. Knowledge of the Real Estate Business means great Power. Ask a successful Real Estate Broker why he succeeds. He will always answer "I defy any man to ask me a question about my business that I cannot answer." That is the secret. You can always tell whether a Real Estate Broker is sincere or not by his talk. ^ Young man be sincere. Throw sincere thoughts and your Buyer will catch sincere thoughts. If you throw insincere thoughts, how can your Buyer catch sincere thoughts. If you throw a glass tumbler at a man you can't expect him to catch a wash basin. Be sincere in all your statements. Sincerity wins. Never jolly your prospect. Friends criticise. Enemies jolly. Be open-minded. Always be willing to take sug- gestions. The "Know-It-AU" stands on slippery places. Be an enthusiast. What is enthusiasm? It's the steam that makes the Pot boil over. Enthusiasm makes you almost irresistible. Enthusiasm is what makes a man boil over for his Business. To be courteous is to be polite at heart. To be courteous is to think of the feelings of the other fellow. Mind your own business, and put others in mind of it. To get what you want, make others want what you've got. When you get things going keep your head. Simply talk. Be sincere. Make your words ring true. Do things. Do them right. Get ahead. Get there. Save money. Invest it. Make it grow. Don't be caught napping. It's now or never. It's up to you. Power flows to the man who knows how. Do first what the other broker does last. A satisfied customer proves to be a permanent customer. Sell property that is proof against criticism. 152 THE REAL ESTATE It's only a notion that dull seasons must occur in the Real Estate Business. Real Estate can be sold every day in the year. Be alive. Don't be a dead one. Don't let past disappointment mar your hopes for the future. Despondency is the paralysis of incentive. The loss of hope is the surest passport to failure. Don't let past defeat diminish your efforts toward providing for future contingencies. The man of sterling worth is he who succeeds by unceasing per- severance. The successful man is he who profits by the experience of hard knocks. The pleasure in life, is to win out. Many men have wish-bones where their back-bones ought to be. Don't be a wisher of wishes. Don't be a dreamer of dreams. Wishing alone never got any- body anything. Be a doer of deeds. . Wish for something, then jump in the air, crack your heels and start something. Wish for a beautiful home. Wish for financial independence. Wish for long life. Wish for good health. Wish for many good friends. Save $10, $15, $20 a month and put yourself on "Easy Street." Let Progress be your watch- word. V^igilance in business is the price of success. The word vigilance inspires at- tention and respect. The word vigilance suggests ac- tion. The word vigilance spells "BUSI- NESS." Eternal vigilance is the price of salvation. "Imitation is the sincerest form of flattery." Intention is good but accomplish- ment is better. One of the hardest tasks in the world is to make people think. The success of the Real Estate Broker is due to the study or work he puts in his business. Whatsoever you desire of good is yours. You have but to stretch forth your hand and take it. Learn that the consciousness of dominant power within you is the possession of all things attainable. Have no fear of any sort or shape, for fear is an adjunct of the minus-entity. If you have skill, apply it. The world must profit by it, and therefore, you. Make a daily and -nightly com- panion of your plus-entity. Remember, philosophy is an argument. The world, which is your property, is an accumulation of facts. Go therefore, and do that which is within you to do. Take no heed of gestures, which would beckon you aside. Ask of no man permission to perform. The minus-entity grants them. Fortune waits upon every foot- step you take. BROKER'S CYCLOPEDIA 153 Seize her, blind her, hold her, for she is yours; she belongs to you. Start out now, with these ad- monitions in your mind. Stretch out your hands, and grasp the plus, which maybe, you have never made use of; save in grave emergencies. Life is an emergency most grave. Your plus-entity is beside you now. Cleanse your brain, and strength- en your will. It will take possession. It waits upon you. Start to-day. Start now upon this new journey. Be always on your guard. Whichever entity controls you, the other hovers at your side. Beware lest the evil enter, ever for a moment. Enthusiasm will bring good re- sults. Promptness will gain trade. Politeness will attract attention. Faithfulness will be appreciated. Cool -mindedness will avoid trouble. Intelligence will be respected. Honesty will be respected. Tenacity will make you firm. Energy will bring you success. Cheerfulness will make good spirit. Youth, health, willing hands and an hoj3.est heart is sufficient capital for any man to start with. Study your mistakes. Study them carefully. Study mistakes of others. Study how to avoid them. Don't make the same error twice. Profit from experience. Achieve success through failure. Success comes from hard work. Success comes from frugality. vSuccess comes from the utility of experience. Success comes from safe, shrewd investments. Many times the reading of a book has made the man who read it a fortune. Be your own counselor. Be your own legal advisor. Be your own secret partner. Be your own Silent Salesman. Many times a single Selling Phrase has changed the Buyers mind from "NO to YES." If your competitor talks about you put him on your payroll. Never mind what he says so long as he talks. Every successful Real Estate Broker has some special plan to follow. There's no money in kicking about hard times. Don't be afraid to appear at your best all the time. Don't try to be a jack-of-all- trades. ^ Try to master your own. Look your afi"airs over occasion- ally with the eye of an outsider. Treat the man with a subscrip- tion paper decently. He doesn't like his job. Don't look for a fortune in any one deal. Your health is more to you than a fortune. The good books you don't read won't help you any. Even if you do know it all, keep something to yourself. You've made some enemies. Get them back on your side. It's easier to do business with a man who feels comfortable. 154 THE REAL ESTATE Every man you meet can tell you something worth knowing. The morning is the best time of day to work. THREE THINGS EVERY REAL ESTATE BROKER SHOULD NEVER FORGET. 1. TO KNOW YOURSELF. 2. TO KNOW YOUR BUSI- NESS. 3. TO KNOW THE OTHER FELLOW. You'll make a conspicuous suc- cess if you practice the above. Seek and keep the company of live men. Your unparalleled reputation should stand behind your state- ments, each and every word. Follow thought with action. Start something, though small. All things are possible to the Real Estate man who has ambition and persistence. Start and stick to the main line and you'll reach your destination. The main line has two tracks both lead in the same dii ection, to a station called Independence. Use vim and vigor and victory is yours. Stop scheming and dreaming and start into DO. Don't envy the Broker who masters you. Find out the method of your competitor and do it too. The fighter who is fearless will always get through. Planning for the future guaran- tees prosperity later on. A smile, its worth a million dollars, and doesn't cost a cent. The successful Real Estate Brok- er pushes for more business in busy seasons, and in dull seasons still pursues. Don't worry over trifles. Keep agoin'. Keep a-puUin'. ^ You are not a Real Estate Broker if you don't know more today than you did yesterday. Nobody knows what he can do until he tries. Failure is the price of careless- ness. Everything comes to him who hustles while he waits. Promise little and do much. Stand by your convictions. The fortunate Real Estate Brok- er is the Broker who sees — who grasps. To do anything you must make a start. Easy victories are mostly cheap. Deal justly. Trade on broad principles. Don't be jealous of your com- petitor. Cultivate a warm feeling toward all your competitors. A sweet gracious personality is better than a bank account. Keep sweet and saw wood. The only Real Estate Broker who never makes a mistake is the one who NEVER does ANY- THING. Don't get cold feet. Its sales that move the wheels of business. The Real Estate Business will not run itself, you must push it along. Success in the Real Estate Busi- ness is like climbing a hickory nut tree, you must always reach for a grip higher up. BROKER'S CYCLOPEDIA 155 Perseverance laid the Atlantic Cable. Every Real Estate Broker should keep the following printed in big letters on his desk, where he can see it every morning, namely, HARD WORK, PERSISTENCE, and GRIP. Don't be an automaton. Study the methods of other successful Real Estate Brokers. The Real Estate Broker who stands still never gets anywhere. A few maxims which will not hurt any Real Estate Broker's practice, viz: Keep happy. Drink at least three quarts of water a day — between meals. Sleep eight hours out of twenty- four every day. Breathe plenty of fresh air. Take plenty of exercise. Take cold baths. Wear few clothes. Never wear a heavy overcoat. Take long walks. Play baseball. Don't permit old age. Don't drink alcoholic bever- ages. Smoke with moderation if you must smoke. Get the right start. It's just as easy to start to get business on Thursday afternoon as it is on Friday morning. Time is capital. Every day wasted is throwing away commissions. Remember the Japs. The day Russia declared war, the Japs began to fight. Don't sit around the office every morning waiting for some person to come in to do business with. The Real Estate Broker who waits for things to turn iip often tarns himself up in the poor-house. Nothing is going to throw itself in your way, unless you go out and start it yourself. The grass on the hillside in the distance always looks greenest, but when you get to the hillside the color turns out to be about the same shade of dull green as the hill from which you left. It isn't the business that gets the commission, its the Broker. Some Brokers can do more business with deskroom than others with an elaborate office equip- ment. Pearls of precious value don't float on top of the water. It takes belief, earnestness, en- thusiasm and warm hearted per- sonality to sell Real Estate. Be original. Start a six months advertising campaign. Advertise, but do it judiciously. Go into the Real Estate Business properly equipped, and you will soon become one of the prosperous and prominent men in your com- munity. Remember the word "NO" doesn't always mean "NO" to Buyers. Stick to your prospect until he says "YES." It's the continuous pounding that puts the deals through. A great many Real Estate Sales- men move on the principle of old Methusala. Some Real Estate Salesmen never move out of a walk. When a Real Estate Broker goes to his office in the morning. 156 THE REAL ESTATE he should immediately go to work. Reading the newspapers every morning in the office don't make sales. "Up to the minute" Real Estate Brokers never sit in their office chairs with their heels on top of the desk. Its the little things that count. The successful Real Estate Brok- er regards every minute of time as part of his capital. No Real Estate Broker makes a success until he learns the value of time. Genius is inspiration. An up-to-date farmer does not expect for his land to yield a bountiful harvest without cultiva- ting it. Weeds are the only crop that grow of themselves. If a Real Estate Man expects big results he should get into his field of work at sun up and stay there until sun set. Some Real Estate Salesmen are like a switch engine in a freight yard. They never get out on to the main line. Consequently get no where. Every successful Real Estate Broker should think out a plan for every day's work before he turns on the steam. Every Real Estate Broker should invest in a genial laugh three or four times daily. Good humor is more powerful than anger. To be a good Real Estate Sales- man you should have good health. Every time a Real Estate Broker takes a drop of alcohol he puts a mortgage on his success. A jag occasionally costs several big commissions. A successful Real Estate Broker is a business man. A business man is a man who does business. A successful Real Estate Broker is a man who gets results. Luke-warm water won't make an engine run. A Real Estate Broker who gets anything is the Broker who goes after his object. Don't be a lump of dough. Fortunes in Real Estate have been made, and are being made by others. Why not by you? Something attempted, something done. You cannot be successful in anything these days if you attempt it in a half-hearted way. The Real Estate Broker who attempts to run his business with- out advertising, is like the man who attempted to teach his horse to live without eating; just as the horse got used to it he up and died. The Real Estate Broker who goes after business with a one time advertising campaign, is like a man who takes a hunting trip with one cartridge. Know your business before you attempt to talk it. Waste no time on dead ones. The successful Real Estate Brok- er is always cheerful. The successful Real Estate Broker has a trained mind. Has a trained will. Has trained feelings. And Trained action. BROKER'S CYCLOPEDIA 157 The successful Real Estate Brok- er is brief. Is persistent And Is always wiser today than he was yesterday. The successful Real Estate Brok- er is systematic. Is optimistic. Is prompt. Is thorough in his work. Is courteous. Is honest. Is. one who never whines. Is never a quitter. Is full of pluck. Is always industrious. And Doesn't condescend to penuri- ousness. EVERY REAL ESTATE BROKER TO BE SUCCESSFUL SHOULD BE: 1. Cheerful. 2. Energetic. 3. Tenacious. 4. Honest. 5. Intelligent. 6. Cool-headed. 7. Faithful. 8. Polite. 9. Prompt. 10. Enthusiastic. 11. Persevering. 12. Courageous. 13. Systematic. 14. Optimistic. 15. Thorough. 16. Trained. 17. Brief. 18. Persistent. 19. Courteous. 20. Industrious. 21. Dignified. THREE THINGS TO REMEM- BER IN MAKING A SALE: 1. Think. 2. Study. 3. Work. Some Real Estate Men are dead long before they are buried. A Real Estate Salesman without nerve is like a jelly-fish. The world loves a Real Estate Broker who is a fighter. The world hates a Real Estate Broker who is a quitter. FOUR THINGS EVERY REAL ESTATE BROKER MUST EX- PECT. 1. Indifference. 2. Prejudice. 3. Objection. 4. Strenuous opposition THREE QUESTIONS. EVERY REAL ESTATE SALESMAN WHO FAILS • TO MAKE A SALE SHOULD ASK HIMSELF THREE QUESTIONS. 1 Is it the fault of the prop- erty? 2. Is it the fault of the pro- spective Buyer? 3. Is it the fault of the Sales- man? Nine Hundred and ninety-nine times out of every thousand the correct answers to the first two questions will be "NO", and to the third, "YES." EVERY REAL ESTATE BROKER SHOULD ASH HIM- SELF TWO QUESTIONS. 1. Am I a hustler? 2. Am I a man who does things? DAILY REMINDERS. Have an object in view. Be cheerful. Be systematic. Don't be miserly. 158 THE REAL ESTATE Give a square deal. Mind your own business. THE UNSUCCESSFUL REAL ESTATE BROKER. The unsuccessful Real Estate Broker has a cold head and a cold heart. The unsuccessful Real Estate Broker is the Broker who is satis- fied with things as they are, and never makes them any better. The unsuccessful Real Estate Broker usually is an over-anxious salesman. The unsuccessful Real Estate Broker often is a know-it-all sales- man. The unsuccessful Real Estate Broker sometimes is a quick- tempered Salesman. The unsuccessful Real Estate Broker occasionally is a sky rocket Salesman. The unsuccessful Real Estate Broker is the man who sits down and waits for business to come to him. The successful Real Estate Brok- er never cries over his mistakes. Never thinks of failure. Never worries over trifles. Never misrepresents. And Never shirks his duty. OPPORTUNITY. The successful Real Estate Brok- er makes his own opportunities. Thousands of opportunities are lost just because the salesman fails to act. The lack of opportunity is the excuse only of the weak minded salesman. The life of every Real Estate Broker is full of opportunities. Every newspaper Real Estate advertisement is an opportunity. Every client is an opportunity. Every customer is an opportun- ity. Every business transaction is an opportunity. It's the idle, indolent Real Es- tate Broker who is always com- plaining. Keep your eyes open and you'll discover opportunities. Keep your ears open and you'll discover opportunities. An opportunity will only make you ridiculous unless you are prepared for it. Don't wait for your opportunity. Make it yourself. Educate yourself to be master of what you undertake. Educate yourself to be master of your line. Give common sense the right of way. The interrogation of the Real Estate business is what you can do and not what you know. Put your brains in your business. Put energy in your business. Broaden your business with origi- nal methods. Extend your business by enter- prise. Extend your business by in- dustry. Learn everything that is to be known about the Real Estate business. Concentrate your faculties upon your business. Get to the bottom of your busi- ness. Nothing is small which con- cerns your own business. BROKER'S CYCLOPEDIA 159 Never bother yourself about what you can't help. Never bother yourself about circumstances that you did not decree. The young man going into the Real Estate business should: 1st Get something to sell. 2nd Keep his own counsel. 3rd Be observing. 4th Be faithful. 5th Make your client think that he would be lost in a fog without you. 6th Be polite. 7th Close application. 8th Integrity. 9th Attention to details. 10th Judicious advertising. Go-at-a-tive-ness is the first re- quisite of success in the Real Estate business. Stick-to-a-tive-ness is the second requisite to make the Real Estate business a success. Don't wait for bigger deals. Don't wait for bigger commis- sions. Make the deal at hand big or little. Put originality of method into it. Be more prompt than your competitor. Be more energetic than your competitor. Be more thorough than your competitor. Be more polite than your com- petitor. Study your business. Devise new methods of opera- tion. Educate your hand to be grace- ful, steady and strong. Educate your eye to be alert, discriminating and microscopic. Educate your heart to be tender, sympathetic and true. Educate your memory to be accurate. Educate your memory to be retentive. Educate your memory to be comprehensive. Give your business your mind. Give your business your heart. Give your business your soul. Give your business your body. Then stick to it. Don't try to be a lawyer and a Real Estate Broker. One business supremely, is the demand of the hour. It's not the amount of work done. It's the amount of work intelli- gently done. Grasp circumstances and turn them into opportunities. Turn honest defeats into telling victories. Concentrate your energy. Specialize your energy. Scatteration is the curse of any business. What can you do. Is the question of today. Indecision is a disease. Procrastination is the forerunner of indecision. Do instantly whatever is to be done. Take your recreation after busi- ness hours. Get the habit of early rising. Late rising is one of the first signs of family degeneracy. Eight hours sleep is enough for any Real Estate Salesman. 160 T H E RE A L ESTATE Punctuality is the soul of busi- ness. Punctuality is said to be the politeness of Kings. Promptness is the mother of confidence. Promptness is the mother of credit. The punctual man can be count- ed on as keeping his word. Better find one of your own faults than ten of your competitors. "Common sense bows to the inevitable, and makes use of it." Tact is the open eye. Tact is the quick ear. Tact is the judging taste. Tact is the keen smell. Tact is the lively touch. Tact is the surmounter of all difficulties. Tact is the remover of all obstacles. Tact is a national trait. Tact is a child of necessity. Every Salesman stamps his own value upon himself, and shouldn't expect to pass for more. Self-confidence indicates reserve power. It's safe to trust those who can trust themselves. TRAINING IS EVERYTHING. The peach was once a bitter almond. The Cauliflower is cabbage with a college education. KEEP A STIFF UPPER LIP. A brave man faces defeat in- trepidly. A brave man faces defeat with a stiff upper lip. Headlong retreat is a shameful confession. A brave man defies adversity. A brave man baffles adversity. If things have gone astray bury them. Let the dead past bury its dead. Blot out all bitterness of its memory. Face today's battle with hope. Face today's battle with a reso- lute will. Face today's battle with a stiff upper lip. You'll win. Prefer simplicity. Abhor shame. It isn't always the biggest steam- boat in the biggest lake that makes the biggest noise. You are as good as you think you are. But you have to prove it. The Salesman who brings in the shekels is the only Salesman sure of his job. Some Salesmen think big thoughts and then stop. THE HUNT FOR BUYERS. The Real Estate Brokerage Busi- ness CENTERS in the search for buyers. Any number of people can be FOUND who wish to sell. But the main object of the Real Estate Salesman is to secure a way of CONNECTING with "parties of the second part." Every Broker has his own method. From an abstract view-point, all the methods are the same. They are based primarily on ADVERTISING. Putting up a sign on the property is ONE kind of advertising. Usually the LEAST effective kind a Broker can use. BROKER'S CYCLOPEDIA 161 The card in the window is ANOTHER variety (obsolete). Telling half a dozen other Brok- ers what you have for sale is still another (hardly ever productive). Would if gone after earnestly. Would if Brokers would co-operate. The wise, progressive Real ins- tate Broker realizes and knows it is necessary to REACH OUT. Reach out into a broader field. He knows he must GO after them. He knows also that the only successful way is by advertising. Advertise every day in the year. Buy newspaper space. Buy it daily. Fill that space with words and phrases that will TALK. Fill that space with words and phrases that will PULL. Fill that space with words and phrases that will SELL. If you are selling farms. Secure photographs. Get cuts made. Use folders. Use circulars. Use "follow up" letters. But use the newspaper daily (If but two lines a day.) Get a PHOTOGRAPH (if possi- ble) of every piece of property you take for sale. NEVER SAY CAN'T. You never can tell till you try. What is impossible for one Real Estate Broker is easy for another. Everything is possible to the man who knows how. TACT. Tact is the act of keeping quiet at the right time. Tact is the act of being agreeable with yourself. THERE ARE FOUR STEPS TO SUCCESS. 1. Decide what you are going to do. 2. Start immediately doing it. 3. Stick to it if it takes 24 hours a day. 4. Finish it if it takes a life time. SOME REAL ESTATE BROK- ERS: Are brilliant. Know a great deal. Are well educated. BUT They lack sand. They lack staying power. They can't stand by a proposi- tion through thick and thin, to the end. They lack Bull-dog-grit. They lack the clinging ability. They work well when things go smoothly. They are fair weather sailors. They are terrified in a storm. They are paralized in an emer- gency. Hang on until you triumph or die, is the motto of a Bull-dog. A good motto for Real Estate Brokers also. The largest business assets any Real Estate Broker can have are satisfied clients. WHY HE SUCCEEDS. A Real Estate Broker succeeds not because he advertises BUT Because he lives it. Because he eats it. Because he dreams it. Because he builds air castles about it. The Real Estate Broker who 162 THE REAL ESTATE never built an air castle never builds castles of any kind. Watch the rut. A business that does'nt move up, moves down. Keep out of the rut. As soon as a Real Estate Broker gets into a rut, the spiders begin spinning cobwebs before his door. A Real Estate Sg,lesman does business and sells property on the same plane on which he thinks. If a Real Estate Broker thinks of the Real Estate Business as a small business, he will certainly do a small business. Think. Think hard. Think big business. Do big business. Don't allow your gray matter to become hardened and difficult to cultivate. Raise a crop of new ideas every year. Sow service. Sow excellence. Sow honor. Sow progress. TO BE SUCCESSFUL. Your mind should be unfettered. Your mind should be imagina- tive. Your mind should be creative. Exchange ideas. Relax occasionally. Secure a change of thought. Do things. WHAT IT TAKES. It takes brains. It takes pluck. It takes foresight. It takes perseverance. It takes capital. To establish a Real Estate Busi- ness and keep it moving success- ward. , WHAT YOU MUST DO. Advertise judicipuly. Advertise continuously. BRAIN POWER. Brain power wins. This is the age of brains. Brain power is not inherited. Brain power is acquired. Every Real Estate Broker is the builder of his own career. PLOD. Plod is the history of the wage earner who never aspires to rise above wages. REMEVIBER. Remember this, in after years, Tho* man and grief be kin. If you put your heart in what you do, You're simply bound to win. BROKER'S CYCLOPEDIA 163 CHAPTER III. Advertising Suggestions. 1 — What is advertising 2 — What is an advertisement? 3 — Words and how to use them in advertising. 4 — How to write good copy. I What is Advertising? The object of advertising is to turn people's minds tow^ard buying what the advertiser has to sell. Advertising is one element of vSalesmanship. Advertising implies contract by- proxy. Advertising is the brain of selling. Advertising is an invitation. Advertising is the soul of busi- ness. Advertising is only common sense put in print. Advertising creates business. Advertising gets people in the notion of buying. Advertising spurs the people on after they have purchased property. Advertising is a trade. Advertising is an art. Advertising is a science. Advertising is the greatest crea- tive business force in the world. Advertising should be treated as a science. Advertising should be studied as a science. Advertising should be practiced as a science. Advertising is to business w^hat electricity is to a big city, Light and Power. 5 — How to advertise. 6 — How to save money in buying ad- vertising space. 7 — How to make advertising pay. 8 — Technical terms in advertising. Advertising makes things clear. Advertising is an irresistible force. Advertising makes things go. Advertising sends old fogy meth- ods to the scrap-heap. Advertising has revolutionized business. Advertising is a Salesman that is ^always at work. Advertising never wearies a cus- tomer. Advertising calls on the same man until convinced. Advertising never annoys a cus- tomer with insistence. Advertising wastes no tim.e. Advertising wastes no words. Advertising can always gain an audience. Advertising can always get a hearing. Advertising has free access to big libraries. Advertising marches past the .secretary into the main office. Advertising goes to the homie if turned down at the office - Advertising never gets the door slammed in its face. Advertising travels to the most remote country. Advertising travels to the most humble village. 164 THE REAL ESTATE Advertising should be a live wire but must be properl}^ safe guarded. Advertising can do lots of evil. Advertising can do lots of good. WHAT GOOD ADVERTISING WILL DO? Good advertising helps Salesmen. Good advertising sells Real Es- tate. Good advertising saves expense. Good advertising creates riew business. Good advertising enlarges old business. Good advertising revives dull business. Good advertising rescues lost business. Good advertising saves many a failing business. Good advertising secures buyers* for any business. Good advertising brightens back- ward business. Good advertising catches circula- ting coin. Good advertising is good talk. Good advertising is honest. Good advertising is frank. Good advertising convinces. Good advertising must be sincere. Good advertising must be truthful Good advertising must be straight-f orvi^ard . Good advertising is teaching the people to believe in you, and in what you have to sell. It is good advertising for a Salesman to study voice modula- tion. It is good advertising for a Salesman to control his temper. Good advertising is Salesman- ship multiplied. Goo4 advertising might be term- ed Salesmanship. Good advertising is read with as much interest as news. Good advertising inspires thought. Good advertising will create prompt buying. Good advertising will inspire action. • Advertising is selling and selling is advertising. Th€ permanent results of ad- vertising rest upon the satisfaction of your customer. Good advertising should be con- scientiously planned. Advertising to the Real Estate Business is what steam is to a locomotive. It's impossible to build up a big Real Estate Business without ad- vertising. MEDIUMS IN WHICH TO AD- VERTISE. Newspapers. Street Cars. BilLBoards. Bill Posters. Booklets. Leaflets. Circulars. Follow up letters. Program advertising is throwing money in the river. Office calendars are good if you print the ©ne that'll stay up on the wall one year. Blotter advertising is poor for Real Estate. Don't do any kind of advertising unless you do it continuously. If you can't advertise in all the mediums, don't fail to stick to the Newspapers. BROKER'S CYCLOPEDIA 165 TWO KINDvS OF ADVERTIS- ING. There are two sorts of adver- tising. The negative. And the positive. The lirst is lifeless, flat and re- pels interest. The latter is direct. The latter is interesting and sparkling with bright twists and clever thoughts. All advertising is good because it is better than no advertising at all, (of course -there are varying degrees of goodness). You can use advertising to ex- cess as you can whiskey. Advertising should be bought and used wisely. Advertising is the training of your business. Advertising keeps your business healthy. Advertising tones up the liver of your business. Advertising strengthens the bi- ceps of your business. Advertising steadies the heart of your business. Advertising keeps the nerves of your business in order. Advertising is one of the most powerful forces that marks human progress. Advertising is a process of Sales- manship. The advertising man should study his readers with great con- sideration. Advertising, in a sense, may be defined as the influence of mind over mind. Therefore, the psychological ele- ment in advertising is a most important one. Get the ideas right from facts regarding the pen. Then get the ideas right from fancies conjured regarding the pen. See that these ideas make a distinct, positive and pleasant im- pression. Advertising gives the public knowledge about you and your business. Advertising unconsciously cre- ates confidence. Advertising is the Great Builder of Confidence. Persistent and continuous ad- vertising will bring success any time. The best advertising is the naked truth. If opportunity don't knock at your door, advertise for.it. The purpose of Real Estate Ad- vertising is not merely to sell one property but to sell more property. Make friends, build up a trade. If you haven't a good business, advertise and get one. If you have a good business, advertise and keep it. Confidence follows the stayer. Never undertake to prove what nobody doubts. If you can't find a good way to advertise your business, make one. When you speak of advertising you speak of anything connected with your business that makes an impression upon the public. When you have something to sell, tell the people about it. Telling is selling. Telling is advertising. Advertising should be to your business what bone dust is to poor land. 166 THE REAL ESTATE Your object in advertising should be to make the public understand what you have to sell. POvSTER ADVERTISING: A poor poster is an abomina- tion. Get the best or none. It costs just as much to post a bad poster as a good one. Don't expect a poster to carry a detailed story. The poster should be judged from a distance. Posters are read from a distance. Have your posters made by a poster artist. Posters should be made to be perfectly clear and readable 40 feet away. A picture. An argument. A catch phrase is enough for a poster. Have a good poster. Have a trade mark if possible. Constant repetition of a trade mark is what makes the trade mark valuable. Keep your trade mark before the public day after day. Week after week. Month after month. Year after year. In newspapers, street cars, bill boards and posters ELECTRICITY. Electrical advertising is in its infancy. One good well-designed electri- cal sign board, placed where it can be seen and read by the masses at night, is invaluable. Seventy percent of a newspaper advertisement is credited to at- tention. Advertising is the real main- spring of business. Advertising (the right kind) welds the buyer to the Seller. Advertising (the right kind) is an automatic welding device. The process of welding involves intense heat and heavy hammering with the use of welding flux (bo- rax). (Salemanship.) DOES ADVERTISING PAY? If it did not, do you think that one billion (1,000,000,000) dollars, would be spent in it every year? A billion dollars annually. Try' to grasp what that means. Then you will get some idea of the exten to fmodern advertising. Good advertising pays. Judicious advertising pays. Continuous advertising pays. If you have but one hundred dollars to spend in advertising. Take one hundred days to spend it. At the rate of $1.00 a day. It'll bring better results. THE RIGHT KIND OF AD- VERTISING. The right kind of advertising is simply telling the people the things which they want to know. The right kind of advertising is simple. The right kind of advertising is mighty. The right kind of advertising is profitable. Just what to say to draw cus- tomers is the whole secret of ad- vertising. Advertising is the foundation upon which every successful and prosperous Real Estate Business must be established. BROKER'S CYCLOPEDIA 167 Don't load your advertising gun with only one kind of powder. Don't shoot at birds when your gun is loaded for duck. Get the breath of individual life into your advertisements. Advertising is no longer a busi- ness luxury. Advertising is a sane certain business-getting force. Advertising is useful to the Salesman. Advertising is profitable to the Real Estate Broker. Advertising reaches buyers that can't be reached by two-legged- solicitors. Advertising changes opinion. Advertising alters minds. Advertising creates demand. Advertising opens pocket-books. DON'TS IN ADVERTISING. Don't use long words. Don't use technical words. Don't use more than two faces of type. Don't use all cap headlines. Continuous advertising is the only propelling forces that gains the confidence and influence of the buying public. Continuous advertising creates demand. If business slackens, don't stop advertising, cutting off advertising does not reduce the expense ac- count. Don't waste good space on generalities. Tell the people what you have to sell. Tell the people the truth. Tell them something that will be to their advantage. Tell them what they need. Tell them they should act now. There is only one man who should not advertise. The man who can't make good his "ad." Advertising is far reaching. Advertising is influential in de- termining plans. Advertising is influential in de- termining policies. Advertising is influential in de- termining profits. Study and practice is what makes good advertising. Keep pace with the progress of the art. Good ideas are development of other ideas. A suggestion starts a train of thought. A suggestion travels over a new mental road. Somewhere on that mental road you'll stop and pick up the idea you've been looking for. REAL EvSTATE ADVERTIS- ING: Isn't grammar. Isn't a picture. Isn't position at top of the page. BUT. Real Estate Advertising. Is the art of making cold type talk. Is the art of making the proper telepathic connection between you and the Reader. Unique advertising pays. Forceful advertising pays. Comprehensive advertising pays. Advertising tells the value. Advertising does not create value- Advertising must be believable, Or it will not pull. SOMETHING TO BE vSOLD. The message. The messenger. 168 THE REAL ESTATE In Salesmanship the Salesman carries the message. In advertising the medium takes the place of the Salesman. The copy is what he says. 2. What is an Advertisement. What is an advertisement? Reputation is an advertisement. Honesty is an advertisement. Correspondence is an advertise- ment. Catalogues are advertisements. Circulars are advertisements. Neatness is an advertisement. Promptness is an advertisement. Thoroughness is an advertise- ment. Conversation is an advertise- ment. Your statement in the news- paper is an advertisement. Your Salesmen are advertise- ments. It has been said that the reader of a newspaper does not see the first insertion of any ordinary advertisement. The second insertion he sees but doesn't read. The third insertion he reads. The fourth insertion he looks at the price. The fifth insertion he speaks to his wife about it. The sixth insertion he is ready to purchase. The seventh insertion he closes the sale. Its a better advertisement to under estimate than over estimate. Every advertisement should be thought out and written. Every advertisement should con- tain direct statements. Every advertisement should con- tain clear arguments. Every advertisement should con- tain information. Every advertisem.ent should con- tain information that will save trouble. Every advertisement should con- tain information that will save time. Every advertisement should con- tain information that will save money. FOUR QUESTIONS. Before beginning to write an advertisement answer the follow- ing questions, viz : 1 — What class of prospective purchasers am I trying to influ- ence? (Men or women? City peo- ple or country people, or both? Well-to-do, poor, or middle class etc.) 2 — What are the tastes, needs, and manner of reasoning of these three kinds of people? What will probably be their objections to buying, and how may these objections be overcome? 3 — In what medium is the ad- vertisement to appear? (News- paper, Magazine, Street Car, Bill Board, etc.) 4 — What is the size of the ad- vertisement? Width? Depth? EVERY ADVERTISEMENT SHOULD BE DIVIDED INTO FOUR (4) PARTS: 1 — Description. 2 — Explanation. 3 — Argument. 4 — Persuasion. LOGICAL POINTS. There are four logical steps to be followed in preparing an ad- vertisement. BROKER'S CYCLOPEDIA 169 First, secure attention. Second, arouse an interest. Third, instill conviction. Fourth, stimulate the reader into action. A good advertisement of 50 words should make the reader think a thousand words. A good advertisement is just long enough to make its point. A good advertisement is just long enough to inspire action. A good advertisement is always interesting. A good advertisement is written to SELL. PUT LIFE IN YOUR AD- VERTISEMENTS. Nine out of ten Real Estate Advertisements are dead as Egyp- tian mummies. Nine out of ten Real Estate Advertisements are : Beautifully decorated. Twined around with fine linen. Draped and boxed ready for burial. Nine out of ten Real Estate Advertisements : Have no eyes. Have no nose. Have no mouth. Can't speak. Neither can they see. Faces either made out of putty or beautiful marble. No throbbing pulse. 3. Words And How to Use Them in Advertising. Words are powerful, although but the expression of ideas. The shortest words are the best. The briefest sentences are the best. The "ad" writer finds that a clean-cut, distinct impression is best conveyed by short words and short sentences. Study, absorb, think out new ideas by all means. Words are but the vehicles of ideas, types are the vehicles of words and ideas are the prime and prime- val requisites of advertisements. IDEAS. Ideas may consist of: First, simply facts connected with business. Second, facts connected with business, together with outside thoughts. Third, outside thoughts, i.e., thoughts having but an indirect bearing upon the business. ' All are valuable. Probably the least valuable are the latter, as in the hurry and stress of today's progress, people have little or no time to consider non-essentials. The growth of ideas is a marvel- ous matter. How some ideas arise in the human mind is an impenetrable mystery. Ideas expand. All human progress is based upon two factors: Ideas and the communication of ideas. Ideas. Communication of ideas. Multiplication of ideas. Every Real Estate Broker needs the ideas of other Real Estate Brokers. Every advertising counselor needs the ideas of other adver-- tising counselors. The impressions come, grow stronger and burst into full life. 170 THE REAL ESTATE Which of the five senses received the impression? When was the impression re- ceived? How long did the thought lie dormant, awaiting the silent, yet powerful mental call, to arouse it into fullest expression? Possibly the suggestion origin- ally came from generations back, received only at birth. It may be that the mind received the impression during childhood. The expression was pigeon-holed with thousands of other impres- sions stored away in brain cells, and never used until memory reaches out and resurrects them in response toademand by the entire mentality. IDEAS COME FROM ALL SOURCES. Pick up a newspaper and the brain receives a score or more ideas, evanescent 'tis true but sufficiently tableted upon the mem- ory to jump into instant signifi- cance when the mind calls. Pick up a book and presently the author's ideas are tincturing the reader's mind. ■ Come in contact with other people, particularly forceful people and you are at once inoculated with their suggestions. Words rightfully chosen, right- fully grouped, have the power to accomplish what you desire. WORDS ARE THINGS. Words are things. Employ men who can wield them. Studying other men's ideas makes more of your own. Words can make sales. Words can break sales. Words can build up a business. Words can tear down a business. Words can bring fortune. Worde can bring ruin. Words can bring happiness. Words can bring grief. Words can bring worry. Words can bring serenity. Words in advertising copy are more important than the adver- tising space. Words control the mind. Words suggest. Words hypnotize. Words change beliefs. Words change creeds. Words can plunge nations into bloody conflicts. All in all words are powerful. Words can be described as: Notes. Sentences. Bars. Paragraphs. Melodies. Words create mind impressions. Words as with sunbeams the more condensed they are the deeper they burn. THE POWER OF WORDS. The power of words is what the Salesman says. The power of voice is how the vSalesman says what he says. The power of Pantomine is the picture formed by the physical expression in face and body as it accompanies what he says. Ideas, combined with presenta- tion produce salesmanship. Proper words make people think. The selling secret is simply the choice and combination of words. Advertising can change the opin- ions of alife time in twentv minutes. BROKER'S CYCLOPEDIA 171 4. How to Write Good Copy. ADVERTISING TALK. Back up your catch line with good argument. Back up your arguments with facts. Attracting attention don't al- ways attract trade. Merit wins. Never try to get blood' out of a turnip. Make your "ad" stick out where it can't be missed. Talk to the public in your ad- vertisements just as you would talk to a client in your office. Make your advertisement at- tractive. Make your advertisement defi- nite. Make your advertisement inter- esting. Make your advertisement pleas- ing. Make your advertisement sug- gestive. Make your advertisement con- vincing. Make your advertisement order- ly- Never fuss over your advertising copy. Make your advertisement na- tural. The result is bound to be poor if you do. Good advertising copy is talking to the reader the same as you . would talk to him in your office. Good copy should be attractive. Good copy should be readable. Good copy should have plenty of space. Good copy should contain per- sonality. Good copy should be new. Good copy should be pleasing. Good copy should be convincing. Good copy should be extremely brief. Good copy should consist of a few words only. Good copy always says some- thing. Good copy strikes the mind as well as the eye. Good copy educates. Good copy consists mainly in telling the truth about what you have to sell in simple words and sentences. Good copy gives information. A good advertisement should attract favorable attention, awaken interest, create desire, inspire con- fidence and influence the reader to buy. It dosen't matter how cleverly yoiir "ad" may be written, you cannot expect the fullest measure unless there is a plan behind it. Never make a statement in your advertisement you can't live up to. Don't make a statement in an advertisement, even if true, unless it sounds true. A complete advertisement to be most effective, should attract favor- able attention, awaken interest, create desire, carr}'- conviction. Inspire confidence and influence the reader to buy. Attracting favorable attention and awakening interest are ac- complished by appropriate head- ings, attractive, informing illustra- tions, arid good typographical dis- play. Creating desire is accomplished 172 THE REAL ESTATE by appealing to the senses of sight, hearing, taste, smell and touch. If I (the "ad" writer) were one of these prospective customers, what would interest, influence and convince me? (The "ad" writer). Would ,llu;trations strengthen the copy. If so, what style and size of illustration should be used? Shall price be presented? In heading or near the end of the advertisement? Is it best to try to have the ad- vertisement complete the sale, or must this be left to a salesman or to a catalogue, booklet, etc.? If the advertisement is to com- plete the sale what is the strongest closing point? Is the copy clear? Is the copy concise? Is the copy complete? Is the copy truthful? Is the copy interesting? Is the copy logical? Is the copy convincing? Is the copy grammatical? Is the copy properly spelled? Is the copy properly punctu- ated :> Is the copy properly paragraph- ed? Creating desire is accomplished by appealing to the senses of sight, hearing, taste, smell and touch, as well as, to the desires, needs sentiments, emotions and preju- dices of the reader. To carry conviction, the adver- tisement should appeal to the reader's reason, should show by logical information and argument why he should buy. To carry conviction, the adver- tisement sh-uld answer the ob- jections in his mind as to the necessity or desirability of the article or service. Confidence is inspired by an earnest style and the avoidance of extravagant claims. It is advisable to make a sug- gestion near the end of the adver- tisement that will cause the reader to act. ^ Put confidence, sureness, inter- i est, conviction, and information, and then see if you don't have good and effective copy. You don't have to be a college graduate to write good advertising copy. Any advertivsing copy that gets results is "good copy." The most scholarly copy is not always "good copy." Put sincerity into your copy. Put enthusiasm into your copy. The strongest weapon for the advertiser is original and forcible copy. Copy that will obtain results is good copy. Copy that will create business is good copy. Copy that will beat down all obstacles between you and success is good copy. It is on copy that your campaign succeeds or fails. TWO KINDS OF COPY. Good copy. Bad copy. Good advertising copy is copy that is good enough to sell Real Estate. Copy that sells pays. Paying copy is good copy. Make your copy clear. Study the class of people to BROKER'S CYCLOPEDIA 173 whom your advertisement is in- tended for. You can say things that will shoot directly over their heads. Say things that will hit the mark. Say things that will meet the customers age. Say things that will meet the customers sex. Say things that will meet the customers intelligence. • Don't say the same thing to every class. Don't give every person the same dose. What will cure one person Often will kill another. People are different. Your copy should be different. Use words of one syallable. Use words that are apt. Use words that have plenty of real life. Don't use words that are sus- ceptible of double meaning. Don't use fancy "figures of speech." Don't use high sounding words. Don't use words of a doubtful meaning. . In beginning your copy say something in the first two or three lines to hold the readers attention. Say something that will make . the reader think as you think. Say something that will create a desire to learn more about your proposition. Talk to your reader sensibly as man to man. Write facts— not fancies. Write sense — not nonsense. Put argument in your copy. Prove each point. Give a reason. Search every cell of your brain. Pull at your mind. Tug at your mind. Gouge at your mind. For something to say about Your business that the other Fellow has left unsaid. Hurl out lumps of truth. Big lumps. Huge lumps. Solid lumps. Stir up interest but be truthful. Avoid stirring up doubt. Be moderate. Hold back. Keep on this side of the line. Give more than you promise. Find out who you are talking to. Don't make your copy too stiff. Don't make your copy too digni- fied. Don't make your copy too deadly. The idea of advertising is to at- tract. The idea of advertising is to tempt. The idea of advertising is to create a desire in the readers mind to come and see you. Advertise every day. IN WRITING COPY: Learn what not to say, as well as what to say. Its easy to be smart in adver- tising. Its not easy to be sane in ad- vertising. Smart advertising is expensive. Sane advertising is profitable. GOOD COPY. Good copy must contain the truth. Good copy must create confi- dence. 174 THE REAL ESTATE To create confidence use simple words. Make your copy attractive to the reader. Tell your story in dead earnest, what you think. Know what you are trying to accomplish. If you can't tell the truth don't advertise. CHANGE OF COPY. Change your copy every day. Handing the public the same copy every day is like a hotel that serves the same food xmtil it is all gone. Its the message that counts. 5. How to Advertise. Advertise forcibly. Advertise directly. Advertise pointedly. Advertise with cuts if possible. Arouse an interest. Create a desire. Do not be too terse. Hew to the line of truth. Use forcible words. Eliminate. Condense. Tell your proposition simply. Tell it plainly. Tell it briefly. Write as if you were talking. Talk in the language of your readers. Never juggle with truth in your advertising. Photographs tell the story quick- er than type. Illustrations and type make a winning combination. Never engage in spurt adver- tising. Keep on the lookout always for new ideas, new ways and new methods. Spasmodic advertising will dis- appoint you in the end. Fill your advertisements full of ideas. Advertise for results. Artistic advertising may be ad- mired for its beauty, but seldom brings satisfactory results. Advertising is a broad subject. THREE OBJECTS TO BE AC- COMPLISHED IN ADVERTIS- ING. 1 — Get your name before the Public. 2 — Tell them what you are selling. 3 — Sell v/hat you offer for sale. Advertising is a straightforward business proposition from begin- ning to end. No chance. No luck. Intention should be honest. Speak frankly. Make your advertisement con- vincing. Make it short. Make it comprehensive. Don't exaggerate. Don't use senseless words. Inspire confidence. Leave a little unsaid. Explain the merits of your property. Your advertisements should at- tract attention. Your advertisement should have certain striking features to hold the eye, to create an interest. If you use cuts or illustrations make them talk. In advertising Real Estate, when convinced that your selling story BROKER'S CYCLOPEDIA 175 is right, don't make the mistake of trying to claim everything. 1 — Have a good story. 2— Tell it well. 3— Tell it in different ways. 4 — Persevere in telling it. 5 — Where there's a reason it always pay^ to advertise. Two things to remember when you start to write an advertise- ment. 1— To know how to begin. 2 — To know where to stop. There is danger in saying too much. There is danger in not saying enough. Make your point then stop. Never tell it all. Leave something for the Sales- man to say. Facts is what the prospective btiyer wants to know. Tell those facts in the clearest, briefest way possible. If you don't advertise nobody will know that you are doing business, and it won't be long before you'll know it yourself. Never say more in your adver- tisement than is SAYABLE. Get an idea. Make that idea readable. Make it interesting. Then you'll have a good adver- tisement. Don't let some one do your , advertising who doesn't have the time to give it careful thought. You will waste most of your ' money if you do. Many Real Estate Brokers place advertising last in the list of duties. Advertising should be the first. For because if you don't get business, there will be no duties to perform. Don't do things simply because your competitor does them. Do your own thinking. Back your own judgment. Measure the business you are going after. A Real Estate Broker cannot give diamonds away in return for dollar commission accoimts. A Real Estate Broker should not use buck shot on a sparrow, nor bird shot on a bear. Millions of dollars are wasted by Real Estate Brokers on the foolish idea that they must do a certain amoimt of advertising, sim- ply because some other Broker does the same thing. No Real Estate man, however conservative, can deny that he believes in publicity. Real Estate advertising like all other advertising, should be done with a reason. You should carefully and sys- tematically plan for every dollar you spend in advertising, so that the best possible results be ob- tained. If more thought were given by the Real Estate Broker to his ad- vertising, there would be more dividends declared at the end of each year. Every Real Estate Broker should have some form of Trade Mark on all- his printed matter, and in all his advertisements. It might be a peculiar form of type for your name. It might be a Catch Phrase. A Trade Mark impresses. Use the pronoun "YOU" as much as possible. 176 THE REAL ESTATE Every Real Estate Broker should get near to the masses. Take them into your confidence. Converse with them in a per- sonal way. Don't make speeches. Don't sermonize. Familiarize the public with your location. Try to get them to call at least once and see where and how you do business. Never exaggerate. Never make questionable state- ments. Don't look for immediate results on all 3'^our advertising. Some of it will bring quick re- turns. Most of it will not. Don't charge all of one years advertising appropriation to one year's new business. If you do, you will become dis- couraged. Never refer to a competitor in your advertisement. Never refer to a competitor in your talk. If you do, say something good about him. Never border on controversy. Avoid political issues. Avoid religious issues. Don't arouse prejudice. Be original. Be catchy. Be interesting. Steer clear of sarcasm. Never violate the principle of common sense. Make your "ad" talk. Make your "ad" sell. Space filling is not alwa^^s adver- tising. Literary gems are poor adver- tisements. The time is coming that every Real Estate Broker who doesn't advertise must get out of business. Your headlines should be full of meaning. Don't advertise too much. Don't advertise too little. Don't put too much matter in too little sfDace. Don't put too little matter in too much space. Too much is better than too little, but just enough is the best. It's not the big space. It's how to fill it. It's how to use it. Retain every word necessary. Eliminate every word unneces- sary. Don't be abrupt. Never allow your name to ap- pear twice in a single advertise- ment. Don't advertise your name for sale. Interest the reader in your property. They'll find where you are locat- ed. Change your "ad" daily. Every proposition to be sold by advertising must be its own argu- ment, as the amount of money to be used in advertising its sale. There is danger of loss in spend- ing too little. There is danger of loss in spend- ing too much. The Real Estate Broker who advertises daily, year in and year out will build a greater reputation than the Broker who only adver- tises occasionally. Make your "ad" say something. BROKER'S CYCLOPEDIA 177 Don't make your statements so strong that the Public will doubt your honesty. Don't make your statement so weak that the Public will doubt your confidence. Say exactly what you feel your proposition will justify. Say something new every day. Make your "ad" strong in its honesty. Talk quality instead of cheap- ness. Make your space stand out. Clarify. Ideas should be expressed with force, yet with grace.- Know your subject. You can tell your story in a thousand different ways, and tell it truthfully each time. Use different words. Use different sentences. Use different phrases. Shoot at different angles. If you can't hit your mark from one angle, try another. You'll finally hit the Bull's eye (your commission ; . Let your first aim in preparing an advertisement be to catch the eye. Then say something that will hold the attention of the reader, and don't forget to finish up by saying something that will pro- duce action. Remember advertising is not literature. Advertising is the literature of business. If bad grammar will get you more buyers, why use bad gram- mar. A good advertisement can't be slapped together in a few minutes. Real Estate Broker's don't give advertising enough thought. Real Estate Brokers don't give enough attention or thought to the kind of copy they use. Many Real Estate Brokers write their copy while the advertising solicitor waits. That's burning up your money. Think what a good pulling "ad" means. Take an hour. Take two hours. Take a day. Prepare your "ad" make your copy pull. If that "ad" which you spent a full day to prepare brings you one Buyer you have been well paid. REAL ESTATE BROKERS WAKE UP. Take more time to prepare your advertising. Give your advertising depart- ment more thought. Don't advertise but once a week. A four line "ad" every day is better than a hundred line "ad" once a week. Never allow the same "ad" to appear twice in succession. Write a different "ad" each day. If you are advertising in three or four different newspapers in the same city, write a different "ad". for each paper. Put personality in your "ad." Preserve your individuality. Stick to the truth. Avoid uncertainties. Maintain uniformity in appear- ance. Use simple words. Study tasteful display. Write from the viewpoint of the reader. 178 THE REAL ESTATE Do not detract from the ine/it of others. Use illustrations when practi- cable. Adapt yonr text to the medium used. Make your newspaper "ads" brief. Make your newspaper "ads" newsy. Make your circulars complete and descriptive. Make your booklets interesting. Put into your copy attention — compelling power. Put into your copy desire — creat- ing power. Put into your copy sales — pro- ducing power. Put into your copy sales — build- ing power. Make your advertisement a pro- fit-bringer. Remember local sales are im- possible without newspaper adver- tising. Remember hundreds of millions of dollars are wasted each year in advertising. These millions would not all be wasted if spent on newspaper advertising. Newspapers are not perfect. They are human. Use newspapers always. Newspapers will do all any maga- zine can do— oft-times more. If you want to stay in business, stay in the advertising field. No matter how much business you are doing, keep up the energy (advertising) that made it. Ygu might as well cut off your legs because you are running well in a foot race, as to cut off your advertising because your business is too good. The only man who doesn't need to advertise is the man who has retired from business. Every catch phrase shoiild carry with it an important idea of why to buy. A" catch phrase should not be merely an eye-catcher. Every catch phrase should make a Brain impression. Get the idea past the eye. Fix the idea on the Brain. ECONOMY. Economy in advertising is im- portant. An advertisement is economical only when it produces maximum results. The test of advertising is 'SALES." Getting people to look at the property is half the battle. An advertisement which exag- gerates is dangerous. Type to be effective must sink into the brain. Tell your story enticingly. 6 How to Save Money in Buying Advertising Space. Write your advertisement two or three days before you want it inserted in the newspaper. For illustration say you want to prepare an "ad" for next Sunday's paper. ' BEGIN THURSDAY. Write just as though you were talking. Write in accordance to the many suggestions contained in this chap- ter. Use simple words but make them talk. BROKER'S CYCLOPEDIA 179 Read it over and over. Eliminate every word unneces- sary. Retain every word necessary. FRIDAY READ IT AGAIN. Eliminate every word unneces- sary. Retain every word necessary. SATURDAY READ IT AGAIN. Eliminate every word unneces- sary. Retain every word necessary. By following the above sug- gestions you will not only save money in buying space, but you'll have an advertisement that will — Attract attention. Arouse an interest. Create a desire. You'll have an "ad" that will pull. You will have an "ad" that will bring you inquiries. Then, its up to you and your salesman to close the deal and collect your commission. Advertising space properly used is the cheapest commodity offered today. Advertising space improperly used is the dearest commodity offered today. There are no "cut and dried" rules for using advertising space. Look well to the words which you use in filling advertising space. 7 How to Make Advertising Pay. Inspire confidence in the general buying Public. Reinforce confidence by fair deal- ing with your clients at ail time's. FIRST STEP. The first step in gaining the con- fidence and good will of the buying public is advertising. Use sio:n boards. on your Don't say too much sign boards — be brief. Always leave something for the Salesman to say. Blotter advertising is poor for Real Estate. Calendar advertising is still poor- er for Real Estate. Use the daily Newspaper. Use the Street Cars, if your proposition is big enough. Your advertising must be full of pulling power. The morning paper is the best. The business man reads the morning paper for facts. The business man reads the evening paper for recreation. Display advertising brings the best results. Classified advertising is good. Use the Sunday paper always. Don't state too many facts in your advertisement. Always leave an opening for the reader to come to the Real Estate Broker's office and make "Inquiry." THE INQUIRY. The inquiry is the first step to retain him. Try not only to make friends but to keep friends. Keep your name in the news- papers daily-^if but a two line "ad" keep it there every day in the year. ' Change your "ad" every day. The truth can be told in more ways than one. Advertise in the right mediums and you'll be sure to find Buyers. Persistent "follow-up" is the secret of advertising. Advertise in Country Newspaper.'; if you wish to sell your farm quickly. 180 THE REAL ESTATE The day you don't advertise your competitor who does is earn- ing doUars you should have. THREE WAYS TO MAKE AD- VERTISING PAY. 1 — Keep at it. 2— Keep at it. 3 — Keep at it. Make your headline tell the story. Make your advertising sell. If you have a good business, advertise it and keep it. If.not, advertise it and get it. One cent postage never was known to pay in Real Estate Ad- vertising. A well-dressed advertisement, like a well-dressed person com- mands attention by sheer force of appearance alone. Other things being equal, the well-displayed advertisement has an immense a^dvantage over the other sort. vSuccessful advertising requires a thorough knowledge of the prop- erty, the people and the condition of trade. Advertising to be successful must be continuous. To expect a single advertisement to pay, is as foolish as to expect to grow fat on the effect of one dinner. Single -insertion advertising NEVER pays. Select clever headlines. Select pointed headlines. Set forth strong arguments. Set forth clear arguments. Set forth satisfactory details. The closest relationship in the world is the relationship between Selling and Advertising. The great selling force now is the combination of Advertising and Selling. It takes Brains to create good advertising and it requires nerve to pull the trigger. Never use big words in your advertisements. Convince your Buyer. Make your Buyer understand your proposition. Dress your advertisement just as you would dress a Salesman. Make the first three lines of your advertisement so interesting that your reader is anxious to read the rest. Advertise first, then theorize. Advertising should never take a day off. Sweet are the uses of advertising. No day without an advertise- ment. The path to the purse is publi- city. Don't let the Public guess. Tell them. Advertise today. Sell tomorrow. No man buys what he never heard of. Trust in Providence. Trust in printer's ink. Poor advertisements are better than none. Advertising that costs nothing is worth it. If you are ashamed of your business, keep it dark. There is nothing so "lucky" as advertising. • Plant your advertisements that sales may grow. . The best advertising is the cheapest in the end. You know what is advertised and so do others. BROKER'S CYCLOPEDIA 181 If you don't advertise your busi- ness the sheriff may. Fishing without bait is business without advertising. Never put off till tomorrow the advertising, of today. Every advertisement hits some- body. Some advertisements hit every- body. You can speak to friends but advertise to strangers. The Real Estate Broker \^o doesn't advertise ought to chum with a mummy. Succes.sful advertising is more than addition, it is multiplication. The greatest advertisers do not advertise, over and over simply for amusement. The chain of thought which you advertising is what counts. Even the newspaper which has the least power to sell, usually makes the loudest shout about it's circulation. Good advertising comes from hammering away at the same crowd. There are no clouded specula- tions about the power of advertis- ing. There is nothing vague about the power of advertising. A man doesn't need to have extraordinary nerve to advertise. You do not have to be over- crowded with optimism to be satisfied with the results of adver- tising. If you have something to sell, advertise it and sell it. One huge splash of publicity is soon lost sight of, but the con- stant use of even small advertising finally ripples its way into the attention of thousands of homes. In and out advertising catches some of the buyers some of the time. Many times a single Selling Phrase has changed the Buyers mind from "NO" to "YES." Too much advertising is better than not enough. 8 Technical Terms in Adver= tising. ADVERTISING— Advertising is influencing the minds of the people. It is making others think as you desire. It means utilizing all those forces which produce impressions and crystalize opinions. ADVERTISING AGENCY— An organization of men competent to select suitable advertising media, buy space, write advertisements, create ideas for illustrations, pre- pare and forward copy to publisher, see that same is correctly executed, collect from the advertiser, pay the publisher and cooperate vvith the advertiser in conceiving, developing and perfecting those collateral forms of advertising effort which are necessary to make a campaign fully successful. The advertising agency's ser- vices cost the advertiser nothing as they are paid by the publisher in the commission, or lower price which is secured by the agency. (Mahin). AGATE— 5^ point type. The standard for measuring advertis- ing. Fourteen lines set solid make ons-inch. Note — While it is true that there are 14 lines of agate type to the inch, you will notice that 5^ point type, the type that has re- placed agate, is 77 points for each 14 lines; 14 lines agate are always 182 T HE RE AL ESTATE charged for one inch, the adver- tiser getting the advantage. ANTIQUE —A face of type much used in advertising; it is a little heavier than Roman, and has the cross-ending stroke slightly promi- nent. ASCENDING LETTERS— Let- ters reaching upwards: b, d, f, h, k, 1. t. ARTIST^ — Artists are engaged to design illustration for adver- tisements. They are usually paid by the hour. AUTHOR'S CORRECTIONS— The changes or corrections the author makes in the proofs. When there are many of these the paper usually charges for making them. The printer is responsible only for incorrect spelling, punctuation, and typographical errors. AUTHOR'S PROOF. The proof 3ent to the writer. BAD COPY— Manuscript diffi- cult to read. All copy should be written very carefully, proper names, technical terms, etc., es- pecially. BASTARD TITLE— A short, secondary title, preceding the gen- eral title of a work. BASTARD TYPE -A type with its face larger or smaller than its body, as, a 10 point face on a 11 point body, or vice-versa. Also used to designate a type made on other than the point system. BI-WEEKLY— A paper issued every two weeks. B. W.— Bi-weekly. . BI-MONTHLY.— Issued every two months. B. M.— Bi-monthly. BLACK FACE— Any type with a full black face. BLANK LINE— The space be- tween two paragraphs, the depth of a line of type in which the type is set. BODY — The metal which sup- ports the face of the type. Caps TYPE— The type used for reading matter in newspapers, peri- odicals and books. BOOKLET— A small book or pamphlet having paper covers. BOOK PAPER— The general term given to paper of various sizes, quality and finish to dis- tinguish it from commoner grades used for newspapers. The standard size of a sheet of book paper is 25 x 38 inches. Half sheets are 19 x 25 inches. BOLD FACE— A style of type resembling Roman, but having shaded strokes much heavier. Al- so called "fall face." BORDER— Plain or ornamental lines around any style of printed matter. BRASS RULES— Strips of brass, type high, printing straight, paral- lel or waved lines or borders. A rule is often inverted to print a heavier line. BREAK LINE— A short line at the end of a paragraph. CATALOGUE— A book or book- let containing descriptions and prices of goods. CAPS--Capital letters. CAPTION— The, title of an il- lustration appearing above, below or at the side of it. CASE — The drawer that holds the type. CHASE— The metal frame in BROKER'S CYCLOPEDIA 183 which the page or pages of type are locked, ready for the press. CATCH LINE— A bold display line intended to catch the eye. CLEAN PROOF— A proof con- taining very few errors. CLOSE MATTER— Type set closely together with few para- graphs, and with neither break lines nor leads. COLUMN WIDTH— The ordi- nary newspaper column is two and one-sixth inches wide, the magazine column two and five-eigths inches. Columns may be of any width the publisher fancies, but the ones given are standard. COMPOSING STICK— The me- chanical contrivance in which type is set. COMPOSITION— The setting of type into words and sentences, and arranging them into lines. COPY — The printer's term for all manuscripts. CUT-IN-LETTER— The initial letter larger than the body type, sometimes plain, sometimes fancy, used at the beginning of an article or chapter. CUT — The printer's term for all engravings. D— Daily. DASH— A line, plain or orna- mental, between type lines. DEAD MATTER— Type matter that is not to be used. DEvSCENDING LETTERS— Those that run downwards, as g, j.p. q.y- DISPLAY— Words set in larger type, than, or separate from, the surrounding matter by spaces or I ules. DISTRIBUTION — Replacing type that has been set up into its proper place in the case. DOUBLE COLUMN— Matter set across, or in the space of two col- ums. DOUBLE LEADED— Type matter with two leads between the lines. DUMMY— A lay-out of an ad- vertisement, or job, showing the exact size, general appearance and make-up, as it is intended to be when printed. DUODECIMO— Half a sheet of book paper (19x25 inches), folded into twelve leaves or twenty-four pages, makes a book called duo- decimo. 18 mo, 18 leaves, 36 pages; 24 mo. 24 leaves, 48 pages. E. D. — Every day. E. I. — Every Issue. ELECTRO— An electrotype. ELECTROTYPE— A duplicate of an engraving, or type matter made into a solid body. The sur- face of an electrotpye is of copper. EM — The square of the type body, called "em" on the supposi- tion that the body of the letter "m" in Roman type is square. E. M. — Every month. ■ E. O. D. — Every other day. E. O. I. — Every other issue. E. O. M. — Every other month. E. O. W. — Every other week. EVEN PAGE— The even num- bered pages of a book, such as 2, 4, 6, 8, 10, 12, etc. FANCY LETTERS— Type faces that' are not plain and simple in style. FORM LETTERS— These are really circulars, used by adver- tisers to answer the purpose of letters used most frequently in a "follow-up" system. 184 THE REAL ESTATE FOREIGN ADVERTISING— An advertisement from a city other than the one in which the paper is published. Usually applied to all mail order and general advertising. FLAT RATE— A set price per inch or line for each insertion, no matter how many times it appears or how much space is used. FOLIO— Half sheet of book paper (19x25 inches) folded into two leaves or four pages, makes a book called Folio. Also applied to running number of pages in a book. FOLLOW COPY— When "fol- low copy" is written on the copy it means that the typographical style of the copy must be followed closely. FOOT-NOTE— Printed matter at the bottom of the page, usually set in small type, preceded by a reference mark, corresponding with a similar mark in the text. FORM — A page or number of pages locked in the chase, ready for the press. FOUL PROOF— A proof con- taining many errors. FULL POSITION— A position at top of column, or next, after reading matter in a broken column. F. F.— Full face (see Bold Face) . GALLEY PROOF— The first proof, before the matter is paged or arranged. GET IN — Set words close to- gether. GOTHIC— A perfectly cleaa-cut type face, without points, or shad- ing, and with all the lines of the same thickness. It may be heavy or light-faced. There are many styles of Gothic, as Gothic Extended, Gothic Con- densed, Lining Gothic, etc. Go- thic is a face much used in setting advertisement.'. GUARDS— Slugs type-high, used to protect the edges of the type in stereotyping and electro- typing. HEADING— The headline of an advertisement. HANGING INDENTION— The first line of the paragraph begin- ning flush with the column rule, and the foUowiag lines set two "ems" or more to the right,, allow- ing a white space, or indention, on the left. HALF SHEET— A half sheet of "news" paper is usually the size of one page of a newspaper. HALF-TONE— An engraving made by photographing a photo- graphic print or wash drawing, through a fine screen upon a copper plate which is afterwards treated to an acid bath, which eats away the surface of the plate unneces- sary to reproduce the picture. HALF-TITLE— The title of a book or pamphlet, placed at the upper portion of first page. INSERT— Pages bound in with the regular pages of a book, cata- logue or magazine. IMPOSING— Arranging the composed type for the form. INDP:NTI0N— The space to the left of a line at the beginning of a paragraph. All the white space around an advertisement, between the border and solid "type matter. IMPRINT— The publisher's or printer's name and address on a job or printing or book. BROKER'S CYCLOPEDIA 185 CHAPTER IV. Salesmanship Suggestions. 1 — What is Salesmanship? 2— The Philosophy of Selling (How to Sell?) 1. What is Salesmanship. Salesmanship is a bigger word than advertising. Salesmanship is essentially an appeal to the mind of a prospec- tive buyer. The first step in salesmanship is confidence. Salesmanship is the oldest pro- fession in existence. Stick to the facts. Before driving a nail get your eye on the nail. You can't make a customer understand your proposition unless you know something about it yourself. ~ Never try to tell a customer something you don't know yourself. Always study your prospect be- fore you call on him. Find out what kind of a man your prospect is before you put your proposition up to him. Success in salesmanship is the product of being fore-warned, free- knowledge and preparation. UNLIMITED. The field for good Real Estate Salesmanship is tremendous and unlimited. Salesmanship and advertising have practically the same object. 2 — Qualifications of a Salesman. 4 — How to become a successful Real Estate Salesman. Salesmanship embraces the whole of advertising. The object of salesmanship is to sell. It is good salesmanship for a salesman to dress neatly. It is good salesmanship for a salesman to have patience. Salesmanship implies personal contact. Success in salesmanship calls for a constant struggle upward. There is no top to salesmanship. KNOWLEDGE OF vSALES- MANvSHIP. TWO KINDS: L — Knowledge acquired from books and schools. 2. — Knowledge acquired from actual experience and observation. The knowledge of salesmanship acquired from books and schools is necessary, but only when sup- plemented by actual experience. Such knowledge can be intel- ligently utilized. In any event a salesman cannot study too much or analyze too thoroughly. Inspiring confidence is vital in Salesmanship. Every sentence the Salesman utters should ring true. The business of the world is built on Salesmanship. 186 THE REAL ESTATE Every Salesman is a Business Builder. Salesmanship requires tireless ef- fort. Salesmanship requires acquired skill. Salesmanship requires intellec- tual strength. Salesmanship consists of what you are. Salesmanship consists of what you do. Salesmanship consists of how well you do it. The science of Salesmanship involves the exercise of the positive qualities of the body, mind and soul. Successful Salesmanship is the product of positive qualities. Salesmanship is a professsion. Salesmanship is also a game. Salesmanship is making the mind of others agree with your mind. A sale always takes place in the mind first. The same broad principle in Salesmanship applies in selling a roll of barb wire, as in selling a piece of Real Estate. The permanent results of Sales- manship depend upon the satis- faction of the customer. The greatest faculty in Sales- manship is the power to persuade others. The welding flux in Salesman- ship is the satisfaction handed out by the Salesman. Sell satisfaction. The Salesman who sell satis- faction is a Business Builder. CONCENTRATION. The ability to concentrate energy is the prerogative of higher intelli- gence. The lower the intelligence the less ability to concentrate. Scattered effort will not pro- duce results like well directed con- trolled energy. Don't choose the line of least resistance, Get on the hard line of direct concentrated effort. The skilled Salesman concen- trates his efforts backed by knowl- edge. The skilled Salesman is like a skilled boxer — does not strike tmtil he sees an opening. Effort backed by ignorance is disorderly, scattered, hits at ran- dom and achieves nothing. Effort backed by knowledge is concentrated and applied at the point and in the manner that gives maximum results with the minimum expenditure of energy. Loss of energy means loss of profit. 2. The Philosophy of Selling (How to Sell). There are no precise rules. Many things are learned by ex- perience. The principle underlying all selling is the same. The art of selling is the art of interesting. Selling requires the proper entry, lead, approach or introduction. Selling requires the proper proof of facts. Selling requires convincing clos- ing points. In selling it is absolutely es- sential to be genuine. Selling requires self-respect. Success in selling means that the BROKER'S CYCLOPEDIA 1S7 buyer must be satisfied, not the property sold. Selling 'requires fairness. Selling controls production and distribution. Selling is the body of business. Drive your points home with faith. Clinch your arguments with faith . Don't allow your faith to weaken. Successful selling depends upon the Salesman's ability to lead. Leaders are finders. Successful selling is the power to persuade. Persuade your prospect to Buy that the seller may make a profit. It's not Selling to Sell at a loss. It's not Selling to trade Dollars. Confidence created in the mind of the buyer makes Selling easy. THERE ARE THREE PRO- GRESSIVE STEPS IN SELLING: 1 — Getting the proper hearing. 2 — Creating a real desire. 3 — Inspiring action and closing the sale. Get your Prospects name. Address him pleasantly by name. Look him square in the eye. Don't stare. There is power in the human eye. Don't cringe or be over-humble. Be respectful. Be self-respecting. Be patient. Be persevering. Be considerate. . Study cheerfulness. Desire must precede demand. Desire is not spontaneous. You must create desire. It's your business to arouse an interest. It's vour business to be earnest. Don't hurry. Keep cool. Be concise. Don't be afraid to talk. Talk to the point. Be exceedingly respectful. Be polite. Don't weary your prospect. Don't talk price too much. Keep your temper invariably. Be frank and courteous. Keep your own counsel. Competition in the Real Estate Business is war, and advertising is the ammunition. When you and your customer get down to a point of taking op- posite sides the sale is gone. Attention properly sustained changes into interest. Show your prospect how it will pay him to buy. The sale always takes place in the mind of the buyer before he says "YES" to the Salesm.an. The first point to be gained in approaching your prospect is to look like a gentleman. Act like a man. And. Make your prospect listen to you. Second : Disarm his mind, at the start of the impression that you are tryi ng to force him into buying something he doesn't want. Third: Insist that it is a matter of such importance that he positively ought to investigate and judge for himself. Show your prospect how he can save money and you'll sell him sure. Get the wife interested as quick- 188 THE REAL ESTATE ly as you can when selling Real Estate, if for a home. Please the wife and you usually please the husband and the sale is closed. Many a vSalesman loses the sale before he has spoken the first dozen words to his prospective customer. First, last and foremost be gen- uine. ^Timidity 'shows that you don't understand your business as a Real Estate Salesman. UNTRAINED. Untrained Salesmen are always timid. Fear is written all over the face of an untrained salesman. Fear comes from being ignorant of what you are trying so sell. Lack of experience in selling creates fear. A satisfied customer is the best advertisement on earth. The successful Salesman never asks favors from his prospect. The successful down-to-the-min- ute Salesman never has anything to apologize for. When approaching your pro- spect for the first time hold your head straight above your shoulders. Never carry your head to the right or to the left. A strong Salesman never tilts his head. The smile that won't come off is very essential in selling Real Estate. SMILE! Practice the smile on your fami- Practice the smile on your friends. Practice the smile on your mir- ror. Practice the smile everywhere. Learn to live that smile. Learn to be known by the "smale that won't come olT." Learn to be a bearer of sunshine. Many Real Estate Sales have been closed where the Salesman went in with the words, "Good morning! I just came in to bring you a little sunshine." That smile will make you friends. That smile will get you cus- tomers. That smile will sell Real Estate. After you have learned to smile the next thing is to learn how to say "Good morning!" After having mastered "Good mornfng" then learn to' say, "I'm glad to see you." Call your prospect by name always. Say, "I'm glad to see you," with all the snap in your nature. Make the word "Glad" sound like sweet music. And mean it. Mean it to your heart's core. A Real Estate Salesman who is often tempted to tell his prospect to go to the Devil, will never bea successful Real Estate, Salesman or any other kind of a Business man. Don't lose your nerve. Untrained vSalesmen lose their temper. Unexperienced Salesmen lose their nerve. Keep your eye peeled, and your ears wide open. Always stand, if possible, when trying to make a sale. Remember every person is to be approached in a different way. BROKER'S CYCLOPEDIA 189 Knowledge of human nature is just as essential as knowledge of your business. Look your prospect straight in the eye when you are talking to him. Observe your prospect every minute. Human nature is a book, learn to read it. Never try to cross the finish line until you have made the start. There is only one way to do anything, keep at it until it is finished. To arouse a prospect get over on his side of the fence as soon as you can. Be prudent when good chances come your way. Anger is worse than poison. We are all judged by our worst work. Booze butts in where angels fear to tread. Hell is not as pleasant as the road to it. You always get nothing for nothing. ■ Think of others as if you were the others. Waste no time in saying what you don't know. Be bigger than your troubles. Ahyay g do the thing you ar e afr aid to do . All Salesmen should work on a commission basis rather than on salaries. Never let yourself be drawn into argument. Avoid religion and politics. Its your business to sell, not convert. 3. Qualifications of a Sales= man. A GOOD SALESMAN. A good salesman is business-like in his utterances. Is devoid of frills. Is devoid of foibles. Is devoid of fakerism. A good salesman gives his cus- tomer the impression that he knows what he is talking about. ^ Every good salesman uses four (4) weapons: , 1— Truth. 2 — Character. . 3 — Magnetism. 4 — Knowledge. The good salesman talks directly to the point. The good salesman will waste no time in non-essentials. A good salesman never says too little. Never says too much. Never stops over. A good salesman is always inter- esting and business-like in his remarks. Is natural in his utterances. Is not spontaneous in his utter- ances. A good salesman studies his prospects and their activities. A good salesman always has at } his command a diversified fund of general information. A good salesman wears neat clothes. A good salesman never dresses loud or in a careless manner. A good salesman is always able to view things in more ways than one. A good salesman is quick. Is firm. 190 THE REAL ESTATE Is ready. Is good tempered. Is never easily offended. A good salesman never excites jealousy. A good salesman never provokes rivalry. A good salesman is a keen observer. A good salesman is constantly on the alert. Is a diligent student of human nature. A good salesman has power of imagination. A good salesman will not wear soiled linen. Will not wear a dusty hat. Will not wear a shabby hat. Will not wear loud shoes. Will not wear unpolished shoes. Will not wear shoes run down at the heel. Will not wear ill-fitting clothes. A good salesman knows that a wrong word will destroy an im- pression. A good salesman thinks. A good salesman makes other people think. A good salesman can take pos- session of the other fellow's mind and discover the real objection which blocks the sale. A good salesman uses words to adjust the objection. A good salesman understands his work. Mere smartness don't make a good salesman. Shrewdness don't make a good salesman. Mere superior trickery don't make a good salesman. Mere flattery don't make a good salesman. Mere cajolery don't make a good- salesman. Mere gift of gab don't make a good salesman. • Mereundue influence don't make a good salesman. Mere "putting it over" don't make a good salesman. Neither can you combine any two of them and make a good salesman. Pleasing personality is one of the ingredients. Knowledge of human nature another. Knowledge of what you are selling another. Common business sense still an- other. Keep your eye on the finish. What is Enthusiasm? j ENTHUSIASM IS THE STEAM I THAT MAKES THE POT BOIL : OVER. A VALUABLE ASSET FOR EVERY SALESMAN. ' Every salesman should cultivate enthusiasm. Enthusiasm helps your asso- i ciates. i Enthusiasm helps yourself. Enthusiasm encourages you to think. Enthusiasm makes you a firm believer in the property you are selling. Enthusiasm is the greatest in- vention of the world. Enthusiasm keeps you living in amounts of five figures, while your income is in the four (4) figure column. The cultivation of enthusiasm should go with the cultivation of good judgment. BROKER'S CYCLOPEDIA 191 Judgment and enthusiasm are success twins. Judgment and enthusiasm will make your life's hill climb easy. Enthusiasm makes a salesman all interest in his work. Enthusiasm forbids half-hearted devotion to your work. Enthusiasm compels you to de- vote all your energy to accomplish the thing you set out to do. Enthusiasm creates "the smile that won't come off." Tact is one of the most import- ant qualifications of a salesman. Enthusiasm is contagious. See if you can't catch it. Enthusiasm is manufactured or made up from : Faith. Courage. Hopefulness. Earnestness. Devotion. Fervor. Intensity. Vehemence. Ardor. Eagerness. Ecstacy. Excitement. Frenz3^ Inspiration. Passion. Rapture. Warmth. Zeal. Boil daily, mix equally, use hourly and you'll have enthusiasm that will sell anything. THE BEST SALESMAN. The best Salesman is the Sales- man who can tell the most truth. The best Salesman don't try to tell everything in a single sentence. The best Salesman knows it's very dangerous to make sentence^ too long. The Past-master is the Salesman who makes good his promises. The best Salesman stops talking when all is said. The best Salesman tells it as it is, not as it will sound best. The best Salesman is always industrious. The best Salesman is always busy. The best Salesman never lingers to talk it over after the sale is closed. The best Salesman wears a suit of grit and perseverance. The best Salesman is the best posted. The best Salesman wins. 4. How to BecomeaSuccess= ful Real Estate Salesman. A successful Real Estate Sales- man will never dress in a loud manner. A successful Real Estate Sales- man must be honest to the core. A successful Real Estate Sales- man never exaggerates. Never drops his nerve. A successful Real Estate Sales- man keeps still. A successful Real Estate Sales- man is cordial. Is never familiar. A successful Real Estate Sales- man gets close to his prospects heart without touching them physi- cally, either on the shoulder or any other part of the body. The successful Real Estate Sales- man is always dignified and earnest. The successful Real Estate Sales- man never tries to make a sale through "Pull." X 192 THE REAL ESTATE The successful Real Estate Sales- man never tries to make a sale to his prospect because he is a second cousin of the second vice-president of his firm. The successful Real Estate Sales- man stands squarely on his own feet and talks straight from the shoulder. The successful Real Estate Sales- man always tries to figure out to his prospect, how he can save the buyer money. The successful Real Estate Sales- man calls his prospect by name pronouncing it correctly upon the first interview. The successful Real Estate Sales- man makes a skillful approach. The successful Real Estate Sales- man wins from his prospect, due confidence. The successful Real Estate Sales- man wins confidence from his prospect in what he has to sell. The successful Real Estate Sales- man demonstrates with tact. The successfiil Real Estate Sales- man creates a desire. The successful Real Estate Sales- man compels action. The successful Real Estate Sales- man closes at the right moment. The successful Real Estate Sales- man shows the prospect he cannot lose and proves it. Shows his prospect that he takes no chance. The successful Real Estate Sales- man proves it to him. The successful Real Estate Sales- man talks to his customer about his afTairs. The successful Real Estate Sales- man gets the pronoun "YOU" into his talk as quickly as possible. The successful Real Estate vSales- man never takes a defensive atti- tude. Never asks or expects a prospect to understand in 30 minutes, what has taken him months to learn. Never talks as if he were to prove to his prospect that he wasn't a liar. The successful Real Estate Sales- man when he says a thing, he states it as an undeniable fact. The successful Real Estate Sales- man learns to size his prospect. Learns his prospect's peculiari- ties. Learns his prospect's mood. The successful Real Estate vSales- man banks on facts to fetch his man. The successfal Real Estate Sales- man makes them clear as glass. Makes them few. Makes them strong. The successful Real Estate Sales- man never tries to drive his pros- pect. The successful Real Estate Sales- man always tries to lead his pros- pect. The successful Real Estate Sales- man looks into the eyes of his prospect, steadily and frequently. The successful Real Estate Sales- man bewares of the prospect who smiles and nods and never buys. The successful Real Estate Sales- man treats every office caller as a prospect. The successful Real Estate Sales- man casts aside all attempts at being a clever talker. The successful Real Estate vSales man is always natural. Is always sincere. BROKER'S CYCLOPEDIA 193 The successhil Real Estate Sales- man gets admissions from his prospect in the preliminary skirm- ish. The successful Real Estate Sales- man knows when to close. The successful Real Estate Sales- man learns when the proper times comes to close the deal. A successful Real Estate Sales- man never talks to a prospect v/ho is not listening attentively. Never pounds the desk or shakes his finger at his prospect. Never hollers at his prospect as if it would take the place of com- mon sense. Never talks excitedly under the nose of his prospect. Never compels a prospect to do loud or fast talking. A successful Real Estate Sales- man makes his prospect believe that he has something to say and is going to say it quickly. A successful Real Estate Sales- man never antagonizes his pros- pect. Never interrupts his prospect when he is talking. A successful Real Estate Sales- man makes his prospect feel that he is honest with him from start to finish. Makes his prospect feel that he has come to talk business. Makes his prospect feel that he is a gentleman in every .sense of the word. The successful Real Estate Sales- man never makes a long preamble. The successful Real Estate Sales- man when asked a direct question answers it directly. The successful Real Estate Sales- man makes his appointments defin- ite. The successful Real Estate Sales- man believes in Progress. The successful Real Estate Sales- man is not a slave to precedent. Is not a slave to prejudice. Is patient. Is prompt. The successful Real Estate Sales- man says today. The successful Real Estate Sales- man never neglects his business. Never waits for things to come his way. The successful Real Estate Sales- man takes hold of things and turns them the way they ought to be. The successful Real Estate Sales- man never wonders what is going to happen. The successful Real Estate Sales- man proceeds to create those events and circumstances favorable to his purpose. The successful Real Estate Sales- man searches for new ideas. The successful Real Estate Sales- man uses practical methods. Uses his brains to influence brains. The successful Real Estate Sales- man draws 90 percent of commis- sion on what he knows, and the remaining 10 percent for what he does. The successful Real Estate Sales- man don'-t do things in the same old way. The successful Real Estate Sales- man is modern. Is down-to-the-minute. The successful Real Estate Sales- man locates the "Nigger in the wood pile." 194 THE REAL ESTATE The successful Real Estate Sales- man regards his work seriously. The successful Real Estate Sales- man is always seeking instruction. Is an educated enthusiast. Is alwa3^s a clean-cut gentleman. The successful Real Estate Sales- man has no time for idle words. The successful Real Estate Sales- man never indulges in useless sentences. Never is guilty of light remarks. The successful Real Estate Sales- man despatches his business with courtesy. The successful Real Estate Sales- man backs up his selling talk with arguments. The successful Real Estate Sales- man uses words which put new ideas in his prospects mind, favor- able to closing the sale quickly. The successful Real Estate Sales- man draws big commissions. The successful Real Estate Sales- man is shrewd. The successful Real Estate Sales- man has a persevering hustle. The successful Real Estate Sales- man in moments of discourage- ment hears a whisper "never lie down." The successful Real Estate Sales- man when exhausted, hears a voice "Don't give up, I'll pull you out." The successful Real Estate Sales- man depends solely upon his own skill and energy. The successful Real Estate Sales- man has faith in his own ability to sell. The successful Real Estate Sales- man never complains about his surroundings. The successful Real Estate Sales- man has faith in what he is selling. The successful Real Estate Sales- man when hunting for diamonds begins in his own back yard. The successful Real Estate Sales- man discovers and applies his own powers. The successful Real Estate Sales- man stands what comes. The successful Real Estate Sales- man won't give in. The successful Real Estate Sales- man says "NO" to discourage- ment. The successful Real Estate Sales- man never knocks. The successful Real Estate Sales- man goes out and digs up business. The successful Real Estate Sales- man shows what he is by what he does. The successful Real Estate Sales- man considers his work a pleasure. The successful Real Estate Sales- man considers his work a privilege. The successful Real Estate Sales- man is a Salesman all over and through and through. The successful Real Estate Sales- man stimulates desire. The successful Real Estate Sales- man knows how to talk. Knows what to talk about. The successful Real Estate Sales- man always keeps a stock of un- used power in reserve for closing. The successful Real Estate Sales- man believes himself what he tries to make his prospect believe. The successful Real Estate Sales- man fights the hardest when on his back. The successful Real Estate Sales- man uses all the energies of his hand. Uses all the energies of his eye. BROKER'S CYCLOPEDIA 195 Uses all the energies of his tongue. Uses all the energies of his heart. UvSes all the energies of his brain. The successful Real Estate Sales- man sticks to his business, that's why it sticks to him. The successful Real Estate Sales- man practices the rule of the stick- to-ative-ness. The successful Real Estate Sales- man thinks more about his work than he does about himself. The successful Real Estate Sales- man is not a self-worshipper. The successful Real Estate Sales- man has learned that selling talk and foolishness do not mix well. The successful Real Estate Sales- man is brim-full of knowledge of what he is selling. The successful Real Estate Sales- man u.ses good judgment. The successful Real Estate Sales- man's steam gauge registers 120 degrees enthusiasm. The successful Real Estate Sales- man keeps posted. The successful Real Estate Sales- man loads his gun with buck shot selling talk. The .successful Real Estate Sales- man takes careful aim. The successful Real Estate Sales- man trains the sight on closing the sale. The successful Real Estate Sales- man fires and hits the Bull's Eye. The successful Real Estate Sales- man aims where he hits. The successful Real Estate Sales- man hits where he aims. The successful Real Estate Sales- man is a game salesman. The successful Real Estate Sales- man is never afraid of his competi- tor. The successful Real Estate Sales- man never mixes HIMSELF with what he is trying to sell. The successful Real Estate Sales- man forgets self. The successful Real Estate Sales- man thinks of the Real Estate Business only. The successful Real Estate Sales- man watches his temper. Watches his tongue. Watches his disposition. Watches within. Watches without. The successful Real Estate Sales- man is vigilant. Is not easily surprised. The successful Real Estate Sales- man never fights back. Never kicks back. Never talks back. The successful Real Estate Sales- man keeps himself under control. Keeps away from the danger line. The successful Real Estate Sales- man uses his head to make his plans. Uses his head to carry them cut. The successful Real Estate Sales- man never neglects the promptings of his heart. The successful Real Estate Sales- man combines head action with heart action. The successful Real Estate Sales- man never insists upon keeping HIMSELF before his prospect. The successful Real Estate Sales- man knows that the prospect is not interested in him. Knows too, he is not interested in his prospect. 196 THE REAL ESTATE The successful Real Estate Sales- man begins as soon as possible by talking about his prospects situa- tion. The successful Real Estate Sales- man demonstrates deep interest in his client. The successful Real Estate Sales- man has a voice of cheeriness. Has a voice of gentleness. The successful Real Estate Sales- man cultivates the hand-shake of sympathy. Cultivates the hand-shake of whole-souled genuineness. The successful Real Estate Sales- man never becomes antiquated in his selling methods. The successful Real Estate Sales- man is progressive. Is aggressive. The successful Real Estate Sales- man marches forward with the times. The successful Real Estate Sales- man is a Booster. Is a "Business-Getter." Is always composed but aggres- sive. Is keen and dignified. Is self-poised and genial. Is a "Wear-weller." Is an "Up-and-inner." The successful Real Estate Sales- man has educated enthusiasm. Has unswerving fidelity of pur- pose. Has persistent determination to win. Has a thorough knowledge of what he is selling. The successful Real Estate Sales- man is a hard worker. The successful Real Estate Sales- man combines work with brains. Combines work with diplomacy. Combines work with optimism. The successful Real Estate Sales- man wins from the start. The successful Real Estate Sales- man keeps everlastingly winning. The successful Real Estate Sales- man never becomes impatient. The successful Real Estate Sales- man keeps his viens filled full of faith. The successful Real Estate Sales- man thinks thoughts that count. The successful Real Estate Sales- man thinks them. The successful Real Estate Sales- man acts them. The successful Real Estate Sales- man trains himself. The successful Real Estate Sales- man keeps himself in constant training. The successful Real Estate Sales- man declares to himself "I can." Declares to himself "I will." The successful Real Estate Sales- man thinks right. The successfiil Real Estate Sales- man does right. The successful Real Estate Sales- man has no fear of opposition. The successful Real Estate Sales- man is watchful. Is always optimistic. The successful Real Estate Sales- man only sees the winning side. The successful Real Estate Sales- man keeps his brain active. The successful Real Estate Sales- man leads a strenuous life. The successful Real Estate Sales- man continually fights for bigger and better results. The successful Real Estate Sales- man sets his goal-post far out in the field of endeavor. BROKER'S CYCLOPEDIA 197 The successful Real Estate Sales- man knows no rest. The successful Real Estate Sales- man is willing to sweat blood until he closes the sale he starts after. The successful Real Estate Sales- man spurns the habit of indiffer- ence. The successful Real Estate Sales- man avoids the habit of fault- finding. The successful Real Estate Sales- man never criticises his superiors. The successful Real Estate Sales- man has no use for the order of '^The Sons of Rest." The successful Real Estate Sales- man cultivates confidence in the value of new ideas. The successful Real Estate Sales- man never skimps his work. The successful Real Estate Sales- man has no dull months. . The successful Real Estate Sales- man believes in doing his duty every day. The successful Real Estate Sales- man believes in doing his duty faithfully. The successful Real Estate Sales- man has a singleness of purpose. The successful Real Estate Sales- man promises little and does much. The successful Real Estate Sales-" man believes that hard work sel- dom kills. The successful Real Estate Sales- man thinks deeply. That no one can rise in his pro- fession who slights his work. The successful Real Estate Sales- man speaks concisely. Possesses execution. And Avoids all unnecessary action. The successful Real Estate Brok- er does his work not only well, but completely. The successful Real Estate Brok- er wears a smile. And Never knows what he can do until he tries. The successful Real Estate Brok- er works hard, plays hard. And Knows that working hard comes first. The successful Real Estate Brok- er keeps his head cool, his feet warm, and his mind busy. The successful Real Estate Brok- er plans his work ahead, and then he sticks to it rain or shine. The successful Real Estate Brok- er does his today's work in the morning, and his tomorrow's work in the afternoon. The successful Real Estate Brok- er pays his bills promptly. The successful Real Estate Brok- er believes that ease is the road to disease. Real Estate vSalesmen earn more as they learn more. The best Real Estate Salesman can learn from the good Real Estate Salesman. No one Salesman can know it all. No Real Estate Salesman can afford to bury his head on his desk and remain content with his own personal knowledge of the Real Estate Business. Get new ideas. Get the ideas of other Real Estate Brokers. Get vSUggestions from other Real Estate Salesmen. Get information. Don't be afraid to ask questions. 198 THE REAL ESTATE REAL ESTATE BROKERS WHO CAN'T WIN. The high-sighted Salesman. The back-boneless Salesman. The "only" honest Salesman. The spendthrift Salesman. The suspicious vSalesman. The conceited Salesman. The modern Shylock Salesjnau. The narrow-guage Salesman. The unfortunate Salesman. The foolish Salesman. REAL ESTATE BROKERS WHO WIN. The Salesman who believes in the stuff he is handing out. The Salesman who believes in his clients. The Salesman who believes in his ability. The Salesman who believes in l)oostinor. The Salesman who believes he gets what he goes after. The salesman who believes in doing things today. The Salesman who believes in faith. The Salesman who believes in courtesy. The Salesman who believes in kindness. The Salesman who believes in generosity. The Salesman who believes in good cheer. The Salesman who believes in friendship. The Salesman who believes in honest competition. The Salesman who believes there is something to do somewhere, and he is always ready to do it. The Way To Win. Say 'T will!" and stick to it — That's the only way to do it. Don't build up a while and then — Tear the whole thing down again. Fix the goal you wish to gain, Then go at it heart and brain. And, though clouds shut out the blue, Do not dim your purpose true with your sighing. Stand erect, and like a man Know "they can who think they can," Keep a-trying. BROKER'S CYCLOPEDIA 199 CHAPTER V. Business Getting Suggestions, Adages, Maxims, Wit, Humor, Etc. Egotism is an aljDhabet of one letter. Philosophy avails a woman noth- ing when she feels there is a mouse in the room. "We let other people do our thinking for us, and then we com- plain of the results." "ANGER is the worst leak in a man's self-respect." The pessimist anticipates the worst, but the optimist makes the best of it. The most difficult ups and downs of this life are keeping expenses down and appearances up. Two sets of writers possess genius; those who think and those who cause others to think. I look at what I have not, and think myself unhappy; others look at what I have, and think me happy. Nothing worth having comes to us unless we make an effort to get it. That which deceives us and does us harm, also undeceives us and does us good. A fine quotation is a diamond on the finger of a man of wit, and a pebble in the hand of a fool. "Some people take a rest as if they were taking something that didn't belong to them." "WAIT AWHILE" is a very serious menace to progress. "WAIT AWHILE" has defeated many a good intention. "WAIT AWHILE" has caused innumerable hardships. "WAIT AWHILE" works mis- chief. Opportunity passes behind the man who waits for it. The man who looks for trouble is the man who finds it. The Big Chief in the lodge is rarely Big Chief in business too. The man with a grouch has a long, hard road to travel. The man on the firing line sees the tactics that lead to victory. Ready money is one of the neces- sities of personal liberty. There is always a woman at the beginning of our greatest things. "I would rather have my little piece of pie every day I live, than wait until I am old so my teeth won't chew it." (F. Hopkinson vSmith.) Some men look for work and are afraid they will find it. Some men are like dogs, pet them on the head and they will put their feet in your lap. Happiness is a buy-product of industry. Foresight leads to fortune. "There's no such motto as good enough." "Better still," is the motto of the hustler. 200 THE REAL ESTATE No bill looks as big when you contract it as when you pay it. The value of money isn't taught by the handling of it, but by the earning of it. There is no such thing as luck. — Phil Armour. "There are three faithful friends: AN OLD WIFE. AN OLD DOG. AND READY MONEY." A man's life is what he makes it. | "Cheerfulness is the daughter of } employment. I have known a man to come home in high spirits from a funeral, merely because he had had the management of it." "No one ever got anywhere by sitting in the depot and consulting time tables." "Half the world doesn't know how the other half lives, but it is trying its level best to find out, just the same." "There are three kinds of people in the world— the WILLS, the WONT'S and the CAN'TS. The first accomplish everything, the second oppose everything, the third fail in everything." "When the dentists of this country can discover a way to pull teeth without making a man wish he had been born a hen, life will have twice as much brightness." NO MAN'S TROUBLES ARE AS GREAT AS HIS SIGHS. Any meal tastes good to a six- teen-year-old-stomach. An engaged girl is kissed a great deal more than a married woman. No man ever became an anarch- ist until after he had been a loafer a long time. Nothing looks prettier on a woman than a white apron with a big bow at the back. But the dog isn't the only loafer who is loved a good deal more than he deserves. If a man lives to be 30, he be- comes careful about risking his life on thin ice, and tries to eat himself to death. The list of satisfied customers doesn't include any man who paid a high price for his headache the '' night before he got it. The colored preacher said: "Life, my brethern, are mostly made up of prayin' for rain an' den wishin' 'twould cl'ar off." Though confidence is very fine, And makes the future sunny, I want no confidence in mine, I'd rather have the money. The only man who never makes a mistake is the man who never does anything. — Theodore Roose- velt. You find yourself refreshed by the presence of cheerful people. Why not make earnest effort to con- fer that pleasure on others? "Let the evening's amusement be such as will bear the morning's reflection." "It is a pleasure to know that thee has come of good ancestry, but after all, if thee does not live up to the notch thyself it will do thee very little good." If heaven doesn't begin in this world, we have no guarantee that it will ever begin. "If some people knew that the sun had spots on it, they would worry themselves to death." A man of character is never con- tent unless he is part of the world of action. BROKER'S CYCLOPEDIA 201 Great privileges never go save in company with great responsi- bilities. "People are not half so bad as they are kodacked." A waking dog barks from afar at a sleeping lion. "He can not provide for the wants of others whose own are numerous and craving." "When the outlook is not good, ^ try the uplook." "You are in the very center of great opportunities. Do not seek them ; they are crowding upon you constantly. Be always ready." "To know thy bent, and then pur- sue, Why, that is genius, nothing less; But he who knows what not to do, Holds half the secret of success." "Keep in the sunlight; nothing beautiful or sweet grows or ripens in the darkness." "There are two sides to every qiiestion; ours and the wrong side," "Everyone's task is his life pre- server." "Taste consists ia adopting wise means to good ends. Whatever is necessary is in good taste." "To have what we want is riches; but to be able to do without is power." The wheel that turns gathers no rust. When I did well, I heard it never; when I did ill, I heard it ever. Good works will never save you; but you cannot be saved without them. Deeds are fruits, words are but leaves. Better do it, than wish it done. Brave actions never want a trumpet. Don't make two bites of a cherry. The good you do is not lost though you forget it. Learn the luxury of doing good. Words are for women, actions for men. Never be weary of well-doing. Better to wear out than to rust out. A good action is never thrown away. The better the day the better the deed. A mewing cat is never a mouser. It is not the hen that cackles most that lays the most eggs. Promise little and do much. Good actions carry their war- rant with them. What is done cannot be undone. If you wish a thing done, go; if not, send. Do well is better than say well. He that is afraid of- doing too much, always does too little. If you would have a thing well done, do it yourself. What you do yourself is well done. j^ Many ways to kill a dog besides hanging him. Whipping the devil around the stump. A blunt wedge will sometimes do what a sharp axe will not. One must cut his coat according to his cloth. Where you cannot climb over you nmst creep under. Take things always by the smooth handle. It is hard to teach an old dog new tricks. Suit yourself to the times. 202 THE REAL ESTATE The right man in the right place. He that maketh a fire of straw hath much smoke, and but little warmth. It is no time to swap horses when you are crossing the stream. Be slow of giving advice, ready to do a service. A word before is worth two after. Nothing is so liberally given as advice. It is better to seek advice at the 4- beginning than at the end. Man gives nothing so willingly as advice. Advisers are not givers. Give neither counsel nor salt till you are a>'?ked for it. A fool may give a wise man counsel. Keep your own counsel. Counsel must be followed not praised. Good counsel has no price. Counsel after action is like rain after harvest. Good coimsel comes over night. Happy counsel flows from sober feasts. He that cannot be counseled cannot be helped. It is easier to give good counsel than to follow it. It is well to take counsel of one's pillow. To give counsel to a fool is like throwing water on a goose. kn indifferent agreement is bet- ter than carrying a cause at law. It takes two to make a bargain. Hearts may agree, though heads differ. Union is strength. United we stand, divided we fall. Practice what you preach. No wind can do him good who steers for no port. Take the will for the deed. Where there's a will, there's a way. To him that wills, ways are not wanting. If the mountain will not come to Mahomet, Mahomet must go to the mountain. The paths of glory lead but to the grave. • He has a bee in his bonnet. He who pitches too high won't get through his song. AMBITION has no rest. Ambition is the last iniirmity of a noble mind. Ambition, like a torrent, never looks back. Ambition, thou powerful source of good or ill. Black ambition stains a public cause. Much kindred, much trouble. Anger is often more hurtful than the injury that caused it. Wake not a sleeping lion. ANGER is the fever and frenzy of the soul. He overcomes a stout enemy, that overcomes his own anger. Anger makes a rich man hated, and a poor man scorned. Anger begins with folly, and ends with repentance. The anger of a good man is the hardest to bear. RAGE IS A BRIEF INSAN- ITY. Anger and haste hinder good counsel. An angry man heeds no counsel. Anger and love give bad counsel. Anger first and pity afterward. BROKER'S CYCLOPEDIA 203 What'er is begun in anger ends in shame. The sun should never set on our anger. When angry, count ten; when very angry a hundred. The more violent the storm the sooner it is over. Nothing is' well said, or done, in a passion. No man can guess in cold blood what he may do in a passion. When passion entereth at the foregate, wisdom goeth out of the postern. The end of passion is the begin- ning of repentance. The passions are like fire and water; good servants, but bad masters. He that shows a passion, tells his enemy where he may hit him. Govern your passions, otherwise they will govern you. The wrath of brothers is the wrath of devils. A man never appreciates ashes until he slips on the ice. A BAD VESSEL IS SELDOM BROKEN. We never know the worth of water till the well is dry. What costs little is little es- teemed. A single fact is worth a shipload of argument. That which proves too much proves nothing. Use soft words and hard argu- ments. Assertion is no proof. A mischievous cur must be tied short. If you can't make a man think as you do, make him do as you think. The more we have the more we want, and the more we want, the less we have. It is not want, but abundance, that makes avarice. A miserly father makes a prodi- gal son. The miser and the pig are of no use till dead. It matters less to a man where he is born, than where he can live. Who buys has need of eyes, but one's enough to sell the stuff. Trade knows neither friends nor kindred. Change of pasture makes fat calves. Business neglected is business lost. Never refuse a good offer. Keep thy shop, and thy shop will keep thee. THE BEST IS CHEAPEST. Buyers want a hundred eyes, sellers none. Drive thy business; let not that drive thee. Do business, but be not a slave to it. He that cheateth in small things is a fool, but in great things is a rogue. Good ware makes a quick mar- ket. Who sells upon credit has much custom but little money. If thou wouldst keep money, save money. Sell not thy conscience with thy goods. He is most cheated who cheats himself. He who disparages wants to buy. From small profits and many expenses. 204 THE REAL ESTATE Come a whole life of sad conse- quences. That which is everybody's busi- ness is nobody's business. A fair exchange brings no quar- rel. A man without a smiling face must not open a shop. A nimble sixpence is better than a slow shilling. BUSINESS BEFORE PLEAS- URE. Business sweetens pleasure, and labor sweetens rest The borrower is a slave to the lender, the debtor to the creditor. When one borrows one cannot choose. He that goes a borrowing, goes a sorrowing. Neither a borrower nor a lender be. If you would know the value of a dollar, try to borrow one. Borrowing dulls the edge of husbandry. Nothing is certain in this world but death and taxes. He that is surety for another is never sure himself. Confidence begets confidence. Confidence cannot be won in a day. They conquer who believe they can. Confidence is the companion of success. Three removes are as bad as a fire. A rolling stone gathers no moss. It takes a life time to build up a good reputation, it may be lost in a moment. A good reputation is a fair es- tate. If a man would know what he is let him anger his neighbor. The iron will of one stout heart shall make a thousand quail. True merit is like a river, the deeper it is the less noise it makes. Who would wish to be valued must make himself scarce. Where there is much light the shade is deepest. Every cloud has a silver lining. If there were no clouds we would not enjoy the sun. Who has no courage must have legs. Put a coward to his mettle, and he'll fight the devil. THE BULL IS ALWAYS A COWARD. He that always fears danger always feels it. Fear kills more than the physi- cian. Do not hang all on one nail. Don't put all your eggs in one basket. Never venture out of your depth till you can swim. Who never climbed, never fell. Nothing venture, nothing have. He that stays in the valley shall never get over the hill. A pitcher that goes oft to the well, is broken at last. Try the ice before you venl;:ie upon it. Venture a small fish to catch a great one. If thou canst not see the bottom wade not. Keep the common road, you are safe. It is easy to keep a castle that was never assaulted. Do not speak ill of the dead. Dead men tell no tales. BROKER'S CYCLOPEDIA 205 NEVER SAY DIE. When the fox preaches, beware of your geese. The fox does not go twice into the same trap. There is cunning in a pointed chin. If the camel once gets his whole body into the tent, his whole body will enter. Borrowed garments never fit well. An ass is but an ass, though laden with gold. Many men continually attempt to make augur-holes with a gimlet. The ass is not learned though he be loaded with books. Defer not until tomorrow what may be done today. He has three hands, right, left, and a little-behind hand. It is too late to cover the well when the child is drowned. It is too late to lock the stable when the steed is stolen. No one can have all he desires. First deserve, and then desire. If wishes were true, farmers would be kings. Wishing never can fill a sack. If wishes were horses, beggers would ride. NECESSITY IS A GOOD TEACHER. Necessity is a hard master. Necessity is a hard nurse, but she raises strong children. Necessity is the mother of inven- tion. Necessity hath no law. If you can't help, don't hinder. The cat in gloves catches no mice. Pretention is better than cure. Many go off for wood, and come home shorn. Reckon not your chickens before they are hatched. No one knows what will happen to him before sunset. What keeps out the cold keeps out the heat. A monkey remains a monkey though dressed in silk. Every bird is known by his feathers. Appearances are often deceitful. • He's not the best carpenter that makes the most chips. Never judge from appearances. A broad hat does not always cover a venerable head. BLACK COWS GIVE WHITE MILK. Not every one that dances is glad. All leaf and no fruit. Drink injures a man externally, internally and eternally. Grape juice kills more than grape shot. Though you get the best of whiskey, it will get the best of you. Adam's ale is the best brew. Drunkenness is an egg from which all vices are hatched. Wine hath drowned more men than the sea. Drunkenness turns a man out of himself, and leaves a beast in his room. WHEN THE WINE IS IN,- THE WIT IS OUT. Don't make your nose blush for the sins of your mouth. Wine neither keeps secrets nor fulfils promises. He'd go to mass every morning if holy water were whiskey. 206 THE REAL ESTATE Do unto others as you would be done unto. Do what you ought, come what may. Speak when you are spoken to; come when you are called. The proof of obedience is found in small matters more than great. He that will thrive, must rise at five; he that hath thriven, may lay till seven. An hour in the morning is worth two in the evening. Better three hours too soon than a minute too late. Punctual pay gets willing loan. Punctuality is the soul of busi- ness. Be slow to promise, quick to ' perform. Where remedies are needed sigh- ing avails not. STRIKE WHILE THE IRON IS HOT. No sooner said than "done. Deliberate slowly, execute promptly. Pay what you owe, and what you're worth you'll know. Great boast, small roast. If you cannot bite, never show your teeth. Believe a boaster as 3^ou would a liar. A barking dog was never a good hunter. 'Tis easier to know how to speak than how to be .silent. Silence is more eloquent than words. Speaking is silver, silence is golden. Better have a dog for your friend than for your enemy. NEVER GRIEVE OVER SPILT MILK. When a thing is done, make the best of it. Yielding is sometimes the best way of succeeding. Better bend than break. Don't find fault with what you don't understand. Straight trees have crooked roots. It is a good horse that never stumbles, and a good wife .that never grumbles. Eating little and sleeping little can never do a man harm. He that banquets every day never makes a good meal. Where reason rules, appetite obeys. When the stomach is full, the heart is glad. Any excuse will serve when one has not a mind to do a thing. He that does amiss never lacks excuses. A friend is not known till he is lost. He is a good friend who speaks well of us behind our backs. A friend is never known till needed. You will never have a friend if you must have one without a fault. WHO HAS NO FRIENDS ONLY HALF LIVES. Who makes friends of all, keeps none. Without a friend, the world is a wilderness. A friend at court is better than a penny in the purse. While the pot boils friendship blooms. Better be alone than in bad company. To know one perfectly one must live in the same house with him. BROKER'S CYCLOPEDIA 207 Who keeps company with a wolf, will learn to howl. A scolding wife and a smoky chimney are two bad companions. Great minds and great fortunes don't always go together. The greater the man, the greater the crime. TALL TREES CATCH MUCH WIND. The highest tree hath the great- est fall. A great mark is soonest hit. Genius cannot be transmitted by last will and testament. Genius must be born and never can be taught. If the blind lead the blind both shall fall into the ditch. Follow the river and you will get to the sea. Every one can navigate in fine weather. It's a sad heart that never re- joices. The laughter of the cottage is the most hearty. Much laughter, little wit. A contented man is always rich. He has enough who is content. The cottage is a palace to the poor. A contented mind is a continual feast. NEVER FALL OUT WITH YOUR BREAD AND BUTTER. The discontented man finds no easy chair. He that wants health wants everything. More people are slain by suppers than by sword. Health is not valued until sick- ness comes. After dinnner sit awhile; after supper walk a mile. Sickness comes on horse-back and departs on foot. A good appetite does not want sauce. Live not to eat, but eat to live. Men make houses but women make homes. Every bird likes his own nest the best. Home is home, be it ever so homely. EAST OR WEST, HOME IS BEvST. A man's house is his castle. A mother is a mother all the days of her life. A father maintains ten children better than ten children one father. Children should be seen, not heard. Plain dealing is more praised than practiced. Do as you would be done by. Ill-gotten goods seldom prosper. Make not fish of one, and flesh of another. Into the mouth of a bad dog falls many a good bone. The mills of the gods grind slowly, but they grind fine. BE JUvST BEFORE YOU ARE GENEROUS. Where law ends, tyranny begins. No good lawyer ever goes to law himself. The lawyer's vocation is to make the worse appear the better reason. Better a little with honor, than much with shame. Plough deep whilst sluggards sleep, and you shall have corn to sell and to keep. They who make the best use of their time have none to spare. It is better to wear out than to rust out. 208 THE REAL ESTATE Industry pays debts but de- spair increaseth them. Idleness has poverty for wages. IDLENESS LEADS TO VICE. An idle brain is the devil's work- shop. They must hunger in frost, that will not work in heat. No man should live in the world that has nothing to do with it. Better be idle than not well occupied. They that do nothing, learn to do ill. Doing nothing is doing ill. Laziness travels so slowly that poverty sooon overtakes him. A lazy boy and a warm bed are difficult to part. To a lazy man every day is a holiday. Who is lazy in youth must wgrk in old age. SLOTH IS THE MOTHER OF POVERTY. Sluggards are never great schol- ars. A slothful man never has time. Never answer a question until it is asked. A little leaven leaveneth the whole lump. A little bait catches a large fish. Drop by drop the lake is drained. A small matter hurts one that is sore. One cloud is enough to eclipse all the sun.' Take care of the pence, the pounds will take care of themselves. MANY LITTLES MAKE A MICKLE. Every day a thread makes a skein in a year. There is no bush so small but casts its shadow. The prick of a pin is enough to make an empire insipid for a week. One link broken the whole chain is broken. Little strokes fell great oaks. The greatest things are done by the help of small ones. A small spark makes a great fire. Small wounds, if many, may be mortal. A little pot is soon hot. A short horse is soon curried. Little and often fills the purse. CONSTANT DROPPING WEARS THE STONE. It is a poor rule that will not work both ways. Speak well of your friends, of your enemy, say nothing. Good words cost nothing and are worth much. Good temper oils the wheels of life. Write injuries in dust, but kind- nesses in marble. A merciful man is merciful to his beast. Be not weary in well doing. He that is unkind to his own will be unkind to others. They hurt themselves, that wrong others. If you save a- rogue from the gallows, he will rob you the same night. I,et him who has bestowed a benefit be silent, let him who has received it tell of it. Gratitude is the least of virtues, ingratitude the worst of vices. The hog never looks to him that threshes down the acorns. ALL DOORS OPEN TO COURTESY. BROKER'S CYCLOPEDIA 209 Keep your eyes wide open be- fore marriage and half shut after- ward. A deaf husband and a blind wife are always a happy couple. It is better to marry a quiet fool than a witty scold. He that marries for wealth sells his liberty. That which is not understood is always marvelous. Wonders will never cease. Meddle not with what you don't understand. No good ever comes of minding other men's matters. Report makes the wolf bigger than he is. Listeners hear no good of them- selves. Misfortune is a good teacher. Misfortunes seldom come alone. No fence against ill-fortune. WHEN A MAN IS DOWN EVERY BODY RUNS OVER HIM. What appear to be calamities are often the sources of fortune. Calamity is the touchstone of a brave mind. ADVERSITY HAS NO FRIENDS. Adversity is the parent of virtue. Adversity makes men, prosperity monsters. He that was never acquainted with adversity has seen the world but one-sided, and is ignorant of half the scenes of nature. In prosperity caution, in ad- versity patience. Sweet are the uses of adversity. He that wants should not be bashful. ■ • J Obedience is the mother of hap- piness. He that complies against his will is of his own opinion still. If a man is right, he cannot be too radical; if wrong, he cannot be too conservative. In politics nothing is contempti- ble. I'll fight it out on this line if it takes all summer. THINK OF EASE, BUT WORK ON. Perseverance brings success. It is the quiet people who are dangerous. Poverty shows us who are our friends and who are our enemies. No one is poor but he Avho thinks himself so. It is no sin to be poor. Poor men seek meat for their stomach; rich men stomach for their meat. He that has no silver in his purse, should have silver on his tongue. He's a wise man that can wear poverty decently. An empty purse fills the face with wrinkles. When poverty comes in at the door, love leaps out at the window. He bears poverty very ill who is ashamed of it. NEVER HOWL TILL YOU'RE HIT. Praise not the ford till you are safely over. Never cross a bridge until you come to it. Never cry hello till you are out of the woods. Preparation for war is some- times the best security for peace. A promised dollar is not worth half. 210 THE REAL ESTATE Don't promise what you can't perform. A man apt to promise is apt to forget. A great cry but little wool. No autumn fruit without spring blossom. Promises are like pie crust, made to be broken. Promises may get friends, but 'tis performances that keep them. AH claim kindred with the pros- perous. In prosperity think of adver.sity. Prosperity gains friends, and adversity tries them. Prosperous men seldom mend their faults. He who swells in prosperity will shrink in adversity. Hoist your sail when the wind is fair. Nothing succeeds like success. Success has many friends. They never fail who die in a great cause. The secret of success is con- stancy to purpose. The surest way not to fail is to determine to succeed. BETTER BE ENVIED THAN PITIED. Deserve success, and you shall command it. Success makes a fool seem wise. He who would catch fish must not mind getting wet. Who begins too much accom- plishes little. Give every man thine ear, but few thy voice. He that payeth before hand shall have his work ill done. They who would be young when they are old, must be old when they are young. Be sure before you marry, of a house wherein to tarry. Lock the stable door before the steed is stolen. A stitch in time saves nine. It is a silly goose that comes to a fox's sermon. It is a silly fish that is caught twice with the same bait. Two ears to one tongue, therefore hear twice as much as you speak. Be first at a feast and last at a fight. SAVING IS GETTING. Who says little has little to answer for. One should not sell the egg until it is laid. One ounce of discretion is worth a pound of wit. Saving is a greater art than gaining. The art is not in making money but in keeping it. A farthing saved is twice earned. Beware of little expenses; a small leak will sink a great ship. Take care of the pence, the pounds will take care of them selves. A penny saved is a penny gained. Keep the wolf from the door. It takes two to make a quarrel. Better a red face than a black face. Be not the first to quarrel, nor the last to make it up. A little explained, a little en- dured. A little forgiven, the quarrel is cured. Two dogs strive for a bone, and a third runs away with it. The mob has many heads but no brains. BROKER'S CYCLOPEDIA 211 No and yes often causes long disputes. Deep rivers move in silence; shallow brooks are noisy. EVERY HILL HAS ITS VAL- LEY. A good dog deserves a good bone. To the victors belong the spoils. It is a dangerous thino^ to dig pits for other folks. He that pelts every barking dog, must pick up a great many stones. YOU GET AS GOOD AS YOU BRING. Revenge is an expensive luxury. To forget a wrong is thq best revenge. A full purse never lacks friends. A light purse makes a heavy heart. He is not rich who is not satis- fied. Riches fall not always to the lot of the most deserving. Riches comes better after pov- erty than poverty after riches. The rich can only eat with one mouth. Wealth and content do not al- ways live together. When fortune knocks, open the door. A man without money is like a ship without sails. Bad money always comes back. Put not your trust in money but your money in trust. Rather a man without money, than money without a man. Money is a good servant, but a dangerous master. Would you know the value of money, go borrow some. MUCH COIN, MUCH CARE. A corporation has no soul to be damned nor body to be kicked. A secret is seldom safe in more than one breast. Hedges have eyes and walls have ears. The only way to keep a secret is to say nothing. NEVER TRUvST TO AN- OTHER WHAT YOU SHOULD DO YOURSELF. Let every tub stand on its own bottom. Every man for himself, and God for us all. Every man is the architect of his own fortune. He that can travel well afoot keeps a good horse. Self-defense is nature's oldest law. Self-confidence is the first re- quisite of human greatness. Self-preservation is the first re- quisite of human greatness. Self-preservation is the first law of nature. He is twice a conqueror, who can restrain himself in the hour of victory. He's a wise man that leads passion by the bridle. 'Tis skill, not strength, that governs a ship. You may be a wise man, though you cannot make a watch. The fish may be caught in a net, that will not come to a hook. A little oil may save a deal of friction. A bird may be caught with a snare, that will not be shot. All fish are not caught with flies. He who sows thorns will never reap grapes. He who sows little reaps litttle 212 THE REAL ESTATE Hurry is not haste. They that make the best use of time have none to spare. Time enough is little enough. TIME IS MONEY. Time works wonders. To save time is to lengthen life. Every day in thy life is a leaf in thy history. Employ thy time well, and since thou art not sure of a minute throw not away an hour. Each day is the scholar of yester- day. The longest day must have an end. Never is a long day. One hour today is worth two tomorrow. He that has most time has none to lose. One today is worth two to- morrows. Time is the herald of truth. Time devours all things. Lost time is never found again. There is no appeal from time past. There is no better counselor than time. All things comes to him who waits. TIME DISCOVERS TRUTH. Time moves slowly to him whose employment is to watch its flight. It is never too late to mend. One of these days is none of these days. Any time means no time. There is a time for all things. Opportunities do not wait. The mill cannot grind with the water that is past. The opportunity is often lost by deliberating. Trusting too much to others is the ruin of many. Try your friend ere you trust him. Never trust much to a new friend or an old enemy. Never trust to fine promises. He who knows nothing is con- fident of everything. CONFIDENCE BEGETS CON- FIDENCE. Confidence cannot be won in a day. Confidence is the comparison of success. Truths and roses have thorns about them. Speak the truth, and shame the devil. Truth is the best buckler. Truth seeks no corners. Truth never grows old. Truth makes the devil blush. The maintaining of one vice costeth more than ten virtues. Through not spending enough we often spend too much. He that is not sensible of his loss has lost nothing. HE WHO LOSES IS ALWAYS IN FAULT. Lose a leg rather than life. Losses make us cautious.. No man can lose what he never had. One man's profit is another man's loss. All things are easy that are done willingly. A willing helper does not wait until he is asked. Nothing is hard to a willing mind. Nothing is easy to the unwilling. Better an empty purse than an empty head. BROKER'S CYCLOPEDIA 213 No wisdom like silence. He is never alone that is in company of noble thoughts. A flow of words is no proof of wisdom. He's a wise man who can make a friend of a foe. Do as the bee does with the rose, take the honey and leave the thorn. Better be wise than rich. No one is so wise that he cannot become wiser. The wise man has long ears and a short tongue. The wise man makes more op- portunities than he finds. There is no one so wise he does not slip sometimes. He has killed the goose that laid the golden egg. The folly of one man is the fortune of another. The fool is busy in every one's business but his own. Fools make feasts, and wise men eat them. A fool may ask more questions in an hour than a wise man can answer in seven years. If a man empties his purse into his head, no man can take it from him. He that inquires much, learns much. Knowledge is power. Speak well of the dead. Labor conquers all things. It is hard to put old heads on young shoulders. Old men for counsel, young men for war. Once a man, twice a boy. A wild colt may become a sober horse. THE OLDEST MAN THAT EVER LIVED DIED AT LAST. Rules for Foretelling the Weather Adapted for use with Aneroid Barometers. A RISING BAROMETER. A rapid rise indicates unsettled weather. A gradual rise indicates settled weather. A rise with dry air and cold increasing in Summer indicates wind from the Northward fand if ruin has fallen, better weather may be expected. A rise with moist air and a low temperature indicates wind and rain from the northward. A rise with southerly winds indicates fine weather. A STEADY BAROMETER. With dry air and seasonable temperature indicates a continuance of very fine weather. A FALLING BAROMETER. A rapid fall indicates stormy weather. A 'apid fall with westerly wind indicates stormy weather from the northward. A tuU with a northerly wind indicates storm, with rain and hail in Summer,' and snow in Winter. A I ail v>ith increased moisture in the air, and heat increasing, indicates wind and rain from the southward. A fall with dry air and cold increasing in Winter indicates snow. A fall after v«ry calm and warm weather indicates rain with squally weather. The barometer rises for northerly winds, including from northwest by north, to the eastward for dry, oi less wet weather, for less wind, or for more than one of these changes, except on a few occasions when rain, hail or snow comes from the northward with strong wind. The barometer falls for southerly wind, including from southeast by south to the westward, for wet weather, for stronger wind or for more than one of these changes, except on a few occasions when moderate wind, with rain or snow, comes from the northward. 214 THE REAL ESTATE CHAPTER VI. Suggestions on Banking. 1 — I ntroduction. 2 — How to open an account. 3 — How to make a deposit ticket. 4 — What is interest? 5 — How to make an endorsement. 6 — How to draw checks. 7 — The importance of presenting checks for payment as soon as possible. 8 — What is a certified check? 9 — What is "Exchange?" 10 — How to make collections. 11 — Lost paper, lost checks, what to do. 12 — How to secure a Joan. 13 — What is a certificate of deposit? 14 — What is an overdraft. 15— The importance of identification. 16 — What is a promissory note? 17 — What is a note? 18 — What is an investment? . 19 — What is discount? 20 — What is speculation? 1. INTRODUCTION. The business man of the present, in order to meet the continually increasing demands upon his capabilities, is ever studying how to save time and insure correctness by systematizing his business transactions in the most complete manner. The bank, being the repository of the funds of all branches of trade is compelled to handle a very large amount of business every day with the utmost accuracy and dispatch. The average person who patronizes a bank does not realize the amount of annoyance and unnecessary labor that can be caused the bank officers and clerks by a little carelessness or want of information on the part of those outside of the counter. In order to be prepared to conduct your dealings with your banker in a capable and intelligent manner, it is advisable to be thoroughly posted on a few of the every day customs and forms of the business. With the object in view of placing before the depositor in a compact form and in the fewest words some information which is likely to be of service to him in every day intercourse with the bank, this chapter has been written. It is further to be desired that the points contained herein may serve as a guide to those unacquainted with the banking business, and lead them to an understanding of the advantage and convenience of relations with a reliable banker. 2. TO OPEN AN ACCOUNT. The first step to be taken in opening an account is so secure an introduction to some officer of the bank, through some responsible per- son known to him. This interview will disclose to him the probable magnitude of your future dealings with the concern and whether your account will be of advantage to the bank, or merely a convenience to yourself. BROKER'S CYCLOPEDIA 215 You will be given a pass-book, the credit entries on which will al- ways be made by the receiving teller, and will be your receipt for the various sums deposited. This book should be left at the bank monthly to be balanced, and will be returned to you on application a day or two later, showing your balance, accompanied by your canceled checks. It is your duty to examine carefully the accotfnt and checks, and report at once any possible errors. The pass-book, while kept by the customer, is really the property of the bank, and nothing should be written in it by the depositor. The custom of some persons using their bank pass-books as per- sonal memorandum books causes endless annoyance and labor to the book-keeper, who has to handle large numbers of these books in a short space of time. At the time of opening an account, your signature will be taken on cards kept for that purpose, and all subsequent signatures and in- dorsements by you should be written precisely the same, to avoid con- fusion. For instance, if you give your signature to the bank as G. W. Smith, do not afterwards sign as George W. Smith or G. Washington Smith. 3. HOW TO MAKE A DEPOSIT TICKET. The blank deposit tickets furnished by the bank should always be filled out by the depositor and proved by the teller. This serves as a double check on the transaction, and if at any future time a question should arise as to the total amount deposited, or any separate item, the ticket in your own handwriting can be produced by the bank as unquestionable proof. The cash items are to be written opposite the words "Silver," "Gold" and "Currency," in proper amounts, and the checks, drafts or other papers must be listed separately in the various columns as noted on the Deposit Ticket. If depositing checks on local banks, write the name of the bank on which they are drawn opposite the amount, and if out-of-town paper, write the name of city on which drawn. Write the figures in a column, add it up, and write the total amount below. Present your pass-book, deposit ticket and items of deposit to the Receiving Teller, and see that the proper amount is entered to your credit in your book. 4. INTEREST. Interest is the premium paid for the use of money or the accumula- tion on an unpaid debt. It is calculated by counting a certain percent of the principal, and is made payable at stipulated periods during the time the debt or loan is in force. 216 ■> T H E RE AL E STAT E 5. ENDORSEMENTS. A check or other negotiable instrument is said to be endorsed when it is signed on the back. It is endorsed in blank when simply the signature of the persons endorsing is written. Such an endorsement makes the instrument payable to the bearer, and if lost or stolen and the payer is not notified, the instrument could be cashed, as the person presenting it is presumed to be in rightful pos- session of the same. It is therefore far safer to make what is called a special endorsement; that is, above' your signature specify in writing to whose order the instrument should be paid. Thus, "Pay to the order of John Smith (Signature of endorser,") Such an endorsement is then payable only when endorsed by John Smith. . When depositing checks or drafts you should write on the back of the check, "Pay to the order of — — — ," under which should be signed your name. Such.. an endorsement as "For deposit to the credit of (signature of depositor)" is termed a restrictive endorsement and will not be accepted by your bank except for deposit. When you endorse a check, note or draft, you undertake that the instrument and all signatures upon it are genuine. That you have a good title to it. That all prior parties to the instrument have capacity to contract. That the instrument is valid and that you are prepared to take it up in case it is not paid. 6. HOW TO DRAW CHECKS. The check is the simplest of all bank forms, being merely an order for the bank to pay a certain sum to the person designated out of amounts appearing to your credit on the books of the bank. Checks may be made payable either to order or bearer. In the former case the payee must be known to be the proper person and must endorse the check before the money will be paid. While a bank cannot be held responsible for the payment of a bearer check to the wrong person, if suspicious circumstances warrant such action, the Paying Teller may refuse to cash it until an investigation is made. In writing a check, a maker should take every care to protect him- self against the dishonest intentions of any future holder of his paper. Never write or endorse a check with a lead pencil — always with pen and ink. Commence to write amount as far to the left as possible, so that nothing can be inserted before it. BROKER'S CYCLOPEDIA 217 Fill up the remainder of space intended for the amount with a heavy line, so that nothing can be added after the amount. Write your figures plainly and see that the amount in figures cor- responds with the written amount. Unless you take ordinary precautions to guard against fraud, you are in a measure responsible for the consequences arising therefrom. 7. PRESENT CHECKS FOR PAYMENT AS SOON AS POSSI= BLE. Always present a check for payment as soon as possible. Much annoyance, and sometimes heavy loss is avoided by following this rule. In the first place, the drawer of checks usually prefers you have them paid with as little delay as possible, so he does not have to keep track of outstanding checks. Secondly, if the holder of the check neglects to present it for pay- ment at once, and the bank fails before he has done so, according to the law of custom he cannot have recourse to the maker of the check if more than a reasonable time, in which to present it, has elapsed since the check was given. As a further illustration of the advisability of presenting checks for payment at once, a case is cited of a man who loaned his local school board the sum of $500.00, giving his check for the amount. The check was not presented at once, and the bank upon which it was drawn failed. The drawer of the check, claiming that he had virtually loaned the cash, brought an action against the school board to recover the amount of the loan, and won his case, although the defendants had never had a dollar of the money. Furthermore, if the drawer of the check were to die before it was presented at the hank, it could not be cashed at all. 8. CERTIFIED CHECKS. A certified check is guaranteed by the bank on which it is drawn to be good when properly endorsed. This is a legal acceptance, and binds the bank to pay the check whenever presented, if in the hands of the rightful owner. Certified checks are charged to the drawer's account at the time they are certified, so as to preclude all possibility of having no funds to meet them when presented for payment. It is strictly against the law for a bank to certify a check for more than the am.ount of the balance to the cerdit of the drawer. Certified checks circulate as cash, but no one is compelled to receive them in payment, as they are not legal tender. Remember that, if you get your check certified, and wish to replace it with another for a different amount, it will be a very unwise proceeding 218 THE REAL ESTATE on your part to destroy the first one, as the bank will require of you a bond of indemnity before it will issue a duplicate, no matter how truth- ful you may be, or how earnest your explanation as to the mistake. 9. EXCHANGE. The term "Exchange" means simply a check or draft drawn by a bank in one city on its correspondent banker in another city, payable on demand to the order of the person named on the face. A draft is bought by any person wishing to make a remittance to another at a distance, and the sender pays the face of the draft to the issuing bank, in addition to a small charge for the accommodation. Drafts should be made payable to the purchaser and endorsed over to the parties for whom the money is intended. This caution of Banking Exchange forms the safest, cheapest and miost convenient mode of transmitting money by mail, as the money can only be collected upon proper identification and endorsement. And, if lost or destroyed, the issuing bank will give a duplicate or refund the money after waiting a reasonable time. 10. COLLECTIONS. The collection department is an important branch of a banking business, and of great convenience to its customers. Notes, drafts and all negotiable paper will be received for collection upon payment of a small per cent. Notes intended for collection should be left at the bank several days before maturity, as banks always notify the payer a few days before the note falls due. U. LOST PAPER. If a check is lost, payment should be stopped at once by notifying the bank of the fact. Especially should this be done if the check is payable to bearer, as any one coming into possession of it can present it for payment. If a check is lost b}'^ the lawful owner thereof, and subsequently comes into the hands of a bona fide holder, for value, and without know- ledge that it has been lost, he is entitled to receive the amount from the bank, and if it refuses payment by reason of instructions to that effect from the drawer, the holder may recover the amount from the drawer, but the instrument is then subject to the same defense as if it were non-negotiable. PRO KE R' S CYCLOPEDIA 219 12. LOANS. Banks are always ready to loan money on proper security and in reasonable sums, to its regular customers. The National and State laws governing banking regulate to a certain extent what kind of security a bank may take, so that some institutions are compelled to decline what others would readily accept. The depositor is at liberty to offer his banker any paper he may want discounted, provided it is, in his opinion, first-class security, and should remember that the banker is under no obligation to take it, or even to give his reasons for declining to do so. 13. What is a certificate of deposit? A certificate of deposit is a paper given by the bank in return for money left on special deposit. Such deposits are not entered in the pass-book and are not sub- ject to check, and will be paid only upon the surrender of the certificate. A certificate of deposit is both a receipt for the money deposited and the banks promise to pay it to the proper person upon surrender of the certificate properly endorsed. If it is desired to withdraw a part of the sum deposited, the first certificate is surrendered to the bank and another issued for the balance left on deposit. 14. Overdrafts. The fact of you having kept a credit balance with your banker for a considerable length of time does not, as some persons appear to believe, entitle you to overdraw your account. The law on this point is very clear and states that a Cashier or Teller has no right to pay money on a check when the funds to the credit drawer are insufficient. It further states that the drawer of the check is a part to the wrong- ful act, and that the bank can recover the amount. In handling a great number of. active accounts every day it is almost impossible to prevent overdrawing in a few cases, but it is one of the strictest and most important laws of banking to allow no overdrafts. It is the bank's business to loan its money, but not without proper security and interest. 15. Identification. A very necessary banking custom, and one which many persons but imperfectly understand, is the formality of identification. In order to be protected against the dishonest practices of unknown persons, banks are compelled to require that all strangers shall be in- troduced by some responsible acquaintance of the bank who can vouch for the identitv of the other. 220 ^ THE REAL ESTATE In cases where out of town checks or checks on other local banks are prevSented for payment, the bank requires the identifier as well as the payee to endorse the paper, so that in case the check should prove worthless the bank will be protected by an endorser known to its officers. Identification often causes annoyance to persons unacquainted in the locality of the bank, but it is not only a protection to the bank, but to all honorable persons who are in the habit of giving their checks in lieu of cash. 16. Promissory Notes. A promissory note is a written promise to pay a certain sum of money at a specified time. There are three kinds, individual promissory notes, or those made by one party to pay another a certain sum of money at a specified time. Joint promissory notes, the same as the foregoing, only signed by two or more parties, in which case all liable jointly but not severally. Joint and several promissory notes, in which two or more parties severally and separately agree to pay a certain sum at a specified time. . Each signer of such note is responsible for the whole payment. 17. What is a Note? A note is a contract. A note cannot carry interest at a greater rate than the legal rate. A note written in pencil, or signed with a cross (x) properly wit- nessed is perfectly valid. Demand payment of a note should be made at the time and place mentioned in the note. Notice of protest should be given all endorsers. Releasing the maker of a note, releases the endorser. Making a note payable to your own order and endorsing it in blank is perfectly valid. If you wish to avoid the responsibilities of Endorser write "without recourse" above your name. A note dated on Sunday is in-valid. A minor's note is not binding. A note transferred after maturity is open to all defense even in the hands of an innocent party. A note falling due on Sunday or a holiday is payable on next suc- ceeding business day. INVESTMENTS. 18. What is an investment? An investment is the act of making money. There is an element of speculation in every investment. BROKER'S CYCLOPEDIA 221 19. Discount. Discount is an allowance made for the payment of money before it becomes due, and is either the interest on the debt for the time, which is called true discount, or upon such a sum as will amount to the face of the debt when due, which is called bank discount. It will be observed that by true discount the interest is considered due when the debt is due, but by bank or business discount it is con- sidered due when the note is discounted. 20. Speculation. To speculate^is to discount the future. Salary of the President. The salary of the President of the United States was the cause of discussion in the First Congress, in view of the fact that the Constitution declared that the President should receive compensation for his services. Washington had notified his fellow citizens that he desired no salary. The limits suggested in Congress ranged from $15,000 to $75,000. The salary was finally placed at $25,000 and this remained the compensation until President Grant's second term (March 3, 1873), when it was in- creased to $50,000. Chapter 2918 qf the I^aws of the Second Session of the Fifty-ninth Congress, Approved March 4, 1907, appropriated "for traveling expenses of the President of the United States, to be expended at his discretion and accounted for by his certificate solely, $25,000." In the Second Session of the Sixtieth Congress the matter of increasing the President's salary was again considered, and it was decided that the President's salary be fixed at $75,000 a year. At the second Session of the Sixty-first Congress an appropriation of $25,000 was made for traveling expenses to be available during the fiscal years 1910 and 1911. 222 THE REAL ESTATE CHAPTER VII. Contracts. 1 — What is a contract? valid sale. 2 — What is a proposition? 12 — Hdw to draw a contract for the 3 — What is an acceptance? sale of Real Estate. 4 — Five necessary elements in every 13 — Subdivision Sale Contract, (form). contract. 14 — Exclusive Listftig Contract for the 5 — What is the meaning of "Perform- Sale of Real Estate, (form.) ance?" 15 — Buyer and Seller's agreement for 6 — What is the meaning of "Specific the Sale of Real Estate, (form). Performance?" 16 — Advantages of an Exclusive Selling 7 — What is the meaning of "Place of Contract between Seller and Broker. Performance?" 17— Sale contract adopted by the 8 — Methods of making contracts. Cincinnati Real Estate Exchange, (form). 9 — What is a contract of "Sale?" 18 — Building Contract and Specifica- 10 — What constitutes a "Sale?" tions three-story brick residence. 11 — Three essentials necessary to a 19— Contract for the sale of Real Estate. WHAT IS A CONTRACT? A CONTRACT is a deliberate agreement between competent persons upon a legal consideration, to do or abstain from doing a particular thing. Every contract should be in writing and signed by both parties and witnessed, when this can be done; although the law absolutely requires witnesses in very few cases, and in none of mere contracts. It is prudent, however, to have them, for it is a rule of law that things which cannot be proved and things which do not exist, are the same in law. Every thing agreed upon should be written out distinctly, and care should ba taken to say all that is meant, and just what is meant and nothing else; for it is a rule of law that no oral testimony shall control a written agreement, unless fraud can be proved. Against fraud nothing stands. # An agreement should always show a good and valid consideration. A written contract executed by an agent on behalf of a known principal ought to purport on its face to be the contract of the principal and to be signed with the name of the principal, and not with that of the agent alone. 2. Proposition. A PROPOSITION is a mere offer made from one person to another* and may be either oral or written. BROKER'S CYCLOPEDIA 223 3. Acceptance. An ACCEPTANCE is an assent to the offer made and completes the bargain. There can be no agreement without a proposition and an acceptance, this being legally known as "a meeting of the minds," an essential to every contract. When a proposition is made orally, in order to be binding the ac- ceptance must be immediate or within such a time as the parties had in contemplation, unless a definite period of time in which to accept or reject is stipulated, but such a proposition may be withdrawn before the expiration of the stipulated period if not accepted beforehand. If the acceptance is to be written the proposition is accepted as soon as the letter is placed in the mail or telegram is left with the telegraph company. 4. Necessary Elements. Every contract must contain the five following essential elements in order to be binding. 1 — Parties thereto must be competent to contract. 2. — There must be consideration expressed or implied. 3. — A certain thing to be done or not to be done must constitute the subject matter. 4. — Mutual assent must be present. 5. — There must exist an agreed period for the performance of the contract. 5. Performance. A person who undertakes to perform a piece of work by special contract, must perform his contract before he is entitled to his pay. If a person is hired for six months, or other definite time, and leaves before the end of it, without reasonable cause, he loses his right to wages for the period he has served. But if he is dismissed without cause he can recover for the whole term — at its expiration. It is not sufficient cause for abandoning one's contract, that he was put upon work not contemplated at the time the contract was made, but if he is prevented by sickness from laboring during the stipulated period, he may recover for his services as much as his services were worth, for the time he labored. 6. Specific Performance. The law side of the court cannot enforce the specific performance of a contract. It can only allow damages for the failure to perform, or for breach. On the equity side of the court, certain contracts may be enforced specificially. They most commonly relate to the sale of real property. 224 . THE REAL ESTATE 7. Place of Performance of Contract. If a contract is made in one state, say New York, but is to be per- formed in another state, as New Jersey, can it be enforced in New Jersey or must suit be brought in New York? In other words, is the contract a New York contract or a New Jersey contract. In a case of this kind suit may be brought in any state where ser- vice can be had on the party in default, or in any state in which the party in default has property that can be attached. The point probably intended by the preceding inquiry is as to whether the contract would be construed under the laws of New York or under those of New Jersey. If the contract must, by its terms, be performed in New Jersey, it is a New Jersey contract and would be so construed. 8. Methods of Making Contracts. At common law no formality is necessary to the making of a sale. The seller and the buyer agree upon the price, which the buyer pays, the seller thereupon delivering the goods thus completing the sale. A binding contract to sell for, and to pay, a certain price, however large, is good at common law, and remains good now in all cases where the price is not large enough to bring the contract within the statute of frauds. 9. Contract of Sale. This is governed by the same principles of law as other contracts. 10. Sale. A sale is the transfer of the title in the thing sold from the vendor to the vendee in consideration of a certain money price. It assumes absolute immediate transfer. 1 1 . Essentials Necessary to Valid Sale The elements that are essential to a valid sale are: 1. The thing or subject matter of the sale. 2. The Price. 3. The mutual consent of the parties who have the ability to con- tract. 1 2. How to Draw a Contract for the Sale of Real Estate. A Real Estate contract may be : 1. An agreement to sell. 2. An agreement to buy, or 3. An agreement to buy and sell and relating to the transfer of one party to another of a certain property at a certain price and upon certain terms. BROKER'S CYCLOPEDIA 225 Every contract for the sale of lands, or any interest therein should be in writing. Every contract that by its terms is not to be performed within one year from the making thereof, should be in writing. Every contract to answer for the debt, default or misdoings of an- other should be in writing. In some states an agreement employing or authorizing an agent or Broker to purchase or sell Real Estate for compensation or commission must be in writing. Also, such an agreement, if made by the agent of the party sought to be charged, is invalid, unless the authority of the agent be in writing subscribed by the party sought to be changed. Not only should a contract for the purchase or sale of Real Estate be in writing but it should contain within itself, without resort to external evidence, the whole agreement, including the names of the contracting parties, the price to be paid, and all of the stipulations intended to bind the parties, and such a description of the land as will enable any one acquainted with it to learn, upon reading the contract, what property was intended to be sold. It is not necessary that the memorandum should be in one written instrument. The negotiations -containing the offer and acceptance may have been concluded by means of correspondence. All writings so connected by their own internal evidence constitute one document in law. A contract, when once reduced in writing, and executed and de- livered by the parties thereto, becomes the sole repository of the agree- ment between them, and excludes all prior negotiations and conferen- ces on the subject. If the terms of the written agreement are ambiguous, they may be explained verbally; but no evidence to contradict what is incorpor- ated in the writing can be offered to show that the parties at the time intended something different, unless it is proven that there was fraud in the transaction. The writing must be signed by the party to be charged and is valid though not signed by the party insisting on the performance of it. It is not necessary that the signing should be at the end of the paper. It is an implied condition in all sales that the seller shall produce a fair marketable title to which no reasonable objection can be made. If, upon investigation of the title, it is discovered, before the deed is delivered, that the seller does not possess title to the extent required by the contract, he is liable to damages for the defect, abating a pro- portionate part of the price; or, if the defect is material, the buyer may decline to go on with the bargain. 226 THE REAL ESTATE If there are any incumbrances on the property not disclosed at the time of the sale, the buyer may require them to be paid off before he takes his deed. No purchaser is bound to accept a title dependent upon doubtful questions of the law or upon facts which are impracticable for him to investigate with satisfactory results at the time the deed is tendered. It sometimes happens, after one has entered into an agreement to purchase a certain piece of land, that the seller declines to execute and deliver a deed, in performance of his part of the agreement. The obligation of the buyer in such case is complied with by an offer of performance, or "tender" as it is called. A TENDER to be good must be absolute, unconditional and strictly within the terms of the contract. A tender does not bar or extinguish the debt. The debtor is still liable to pay it., but the tender bars the claim to subsequent damages, interests and costs. The offer may be made to the seller wherever he can be found. The tender must be made in United States gold coin, or in legal tender certificates. It is always safe to produce and show the money. A tender for more money than is due is good for what is due. The seller sometimes purposely evades the buyer in order that a tender cannot be made. In such a case, the buyer must use reasonable diligence to find the seller within a reasonable distance from the residence, or place of business of the seller. If the contract of sale fixes a time for the tender, it must be made at that time, within reasonable hours, and not before or afterwards. In some States the obligation for the payment of money is extingu- ished by a due offer of performance if the amount is immediately deposited in the name of the creditor in a bank of good repute, and notice thereof is given to the creditor. An offer of partial performance is of no avail; nor an offer of com- plete performance of any effect unless the person making it is able and willing to perform according to the offer. A majority of real estate sales are made through real estate agents or brokers. Each agent has his own form of agreement. The buyer makes a deposit of say from $50 to $500, according to the magnitude of the transaction, when he signs the contract of sale. The larger the deposit the less likely the buyer is to forfeit it. The agent then brings the contract of sale to seller for his signature, by way of ratification of what the agent has done. At least, that is what the agent should do. This brings the terms of the contract of sale before both buyer and seller, and each is then committed in writing to the transaction. BROKE R^S C Y C L O P E D I A 227 The seller or seller's agent should make it a rule to receive the de- posit into his possession, and if it is in the form of a check, to have the check converted into cash as quickly as possible. The seller should see that the agreement provides that if the buyer does not pay the balance of the purchase price within a certain time, (say thirty or forty days) the deposit shall be forfeited to the seller as liquidated damages. The seller should have an understanding with the agent to the effect that if the deposit is forfeited and the sale not consummated, the agent will accept a certain part of the deposit' for his services in the matter. The contract should also provide who is to pay the taxes, if any, which have been assessed but are unpaid at the date of the sale, or which have been partially paid. If there is a mortgage on the premises, which the debtor is to assume, the agreement should so provide, with a statement to the effect that the seller will pay the interest on the mortgage to the date of the transfer. If the premises are insured, the agreement should provide for the transfer of the un-expired policy of insurance, and should state whether or not the same is to be assigned to the buyer, without charge. In short, the more complete the agreement, the more smoothly and effectually will the deal be carried through after the contract has been signed. The contract should be executed in duplicate- or triplicate by both of the parties and one copy delivered to and retained by each party, and one for the agent. The purchaser, where he buys through a real estate broker, has nothing to do with the payment of the broker's commission, although he does, as a matter of fact, pay it indirectly. The commission must be borne by the seller, and arranged for by him. It sometimes happens that some miserly chap will not allow a com- mission on the sale of his property, and in case the seller will deal only through and upon the advice of a certain broker, the buyer, if he ar- dently desires the property, may find it expedient to arrange to pay the broker a commission. The contract, in any case, is the final 'act of purchase and sale; and a complete agreement pre-supposes and a prior investigation into facts on which to base it. Where the contract is for value, and is made by persons competent on both sides to bind themselves, gives rights which the parties may mutually enforce against each other, and its enforcement in terms is practicable and necessary for the purpose of complete justice, a court of equity will ordinarily, in its sound discretion, at the suit of either "buyer or seller, decree a specific performance of the agreement by re- quiring the buyer to pay the price and the seller to execute a deed. 228 T H E RE A L ESTAT E Where the contract of sale is silent on the subject, the seller is entitled to the possession of the premises until he delivers his deed and receives payment in full; but the buyer is considered as the equitable owner from the date of the contract and is entitled by any increase in the value of the land, and is subject to the risk of any decrease or loss. A contract made on Sunday is void unless ratified on a week day. Never make a contract with a person who is undpr the influence of liquor. Don't waste time making a contract with a minor. Always specify a consideration in every contract. A contract may be oral. A contract may be written. Always tender the exact amount in legal tender for a sum due on a contract. All contracts under seal can only be amended, altered or nullified by an instrument under seal. All contracts involving more than $50.00 should be in writing. All contracts for one year or more must be in writing. The construction of a contract is always governed by the intent of the parties thereto. All contracts should be read before signing. A contract made in pencil is valid. All contracts should be signed by the parties by writing their full names legibly. Ignorance of the law will not help you out of a bad deal. Never make a contract with a person under restraint, compulsion or duress. Never assume that silence means assent. Secure a written or oral statement showing that two minds have met. Never make a contract with a married woman unless it concerns her own private proyerty. When making a contract with a person who cannot write or sign his or her own name, have his or her mark witnessed by a third person. Marriage is a contract. A judgment carries interest. You cannot hold a person liable when, what is known as the "act of God" prevents the performance of the contract. Pledged property cannot be sold unless Pledger has due notice or the contract contains a waiver of notice. All changes or alterations in a contract should be referred to by note in margin as having been made before contract is signed. A husband is liable for his wifes contracts for necessities. Guarantee for payment of an indebtedness must be so stated in writing. BROKER'S C Y C LP P E D I A 229 Releasing the principal obligor releases the surety. Never withdraw a bid after the property has been "Knocked down" to you. Always satisfy j^ourself that an agent has authority to bind his principal before you accept a contract signed by him as agent. 13. Subdivision Sale Contract. THIS AGREEMENT M ide this day of in the year of our Lord. 19 .... ; BETWEEN THE COMPANY, a corporation duly incorporated and organized under the laws of the State of party of the first part and of No. Street in the City of and State of party of the second part. WITNESSETH: That said first party agrees to sell and convey by Deed of GENERAI, WARRANTY in fee ^mple, to said party of the second part all that certain lot, or piece of ground situated in Township County being lot numbered upon the plan known and desig- nated on the recorded plat of THE COMPANY'S Subdivision of lots. known as Addition as filed in the office of the County Recorder of the County of for the sura or price of (,$) Dollars, payable as follows, viz : SAID SECOND PARTY is to pay to said first party the sum of ($ ) Dollars, in cash upon the execution and delivery of this agreement, the receipt whereof is hereby ac- knowledged, the residue of said purchase price to be paid in weekly payments or installments of not less than ($ )Dollars. per week. BUT SAID SECOND PARTY has the privilege of paying all of the remainder of said pur- chase money in cash at any time, and in case the said second party elects to pay cash in full for said lot within thirty (30) days from this date, then the above mentioned price shall be re- duced ten (10) percent and the Deed as aforesaid shall be delivered at once to the said second party, upon compUance with said terms. Or if said second party elects to pay cash in full for said lot within six months from this date, then the above mentioned price shall be reduced seven and one-half (7/^) percent and the Deed as aforesaid, shall be delivered at once to said second party. Or. if said second party elects to pay cash in full for said lot within one year from this date, then the above mentioned price shall be reduced five (5) percent and the Deed as aforesaid, shall be delivered at once to the said second party. But in case said second party does not so elect to pay cash in full for said lot, then said sec- ond party to receive an allowance of interest at 4 percent on each payment as made and credited on account of said purchase, annually for a period of three (3) years from date of this agreement, or until residue is paid in full in the meantime. Said payments or installments to be made each and every week, until the full amount of said purchase money shall have been paid to said first party at of or at such other places as may, from time to time, be designated in writing by said first party. And the said second party agrees to purchase the said premises for the above price, and on the terms herein set forth. And on account of extended time and small payments, the second party agrSes to keep the times of payment in mind and waives notice or demand of them. IT IS FURTHER UNDERSTOOD AND AGREED, That prompt payment and time are part of the consideration and of the essence of this contract and, THEREFORE, if default is made of any one or more of said payments of the principal for Thirty Days after the same shall fall due, the first party, at its election without waiving other remedies, may declare, consider and hold as forfeited the second party's estate, right, title and interest in the property and so much of the purchase money as the second party may have paid; and to accomplish such forfeiture, the second party hereby waives notice and demand of payment and all other proceed- ings, judicial or otherwise, and agrees that said forfeiture shall become valid and effectual by lapse of time and non-payment as aforesaid, and thereupon said second party's interest and estate in the pro- I>erty, and all moneys theretofore paid under this contract shall become forfeited and belong to the first party as liquidated damages. But it is further agreed that if the said party of the second part should on account of being unemployed, or on account of sickness, or death, be unable to pay said weekly payments, THE COMPANY, will not lapse the account for a period of Ninety (90) Days. IN CASE NO SUCH FORFEITURE takes place the Deed to be made and delivered subject to the provisions hereinafter stated at any time, on the payment of the whole of the purchase money hereinbefore provided 230 THE REAL ESTATE THE SAID FIRST PARTY, shall until the date of the maturity of this agreement 19. . or delivery of deed (in the meantime) as herein provided, pay all taxes legally assessed against said premises, not, however, to include street, sewer and water assessments, and all taxes after the maturity of this contract ( 19. . . .) or delivery of Deed (in the meantime) to be paid by the said second party. THE DEED, AS AFORESAID, to be delivered subject to all the reservations, conditions, covenants, terms and provisions set forth and entered on the face of the aforesaid plan, and in the instrument of writing mentioned and referred to in the adoption of the said plan, and recorded con- temporaneously therewith, and made a part thereof by this reference thereto; otherwise the land to be conveyed as aforesaid, shall be clear of all encumbrances. SAID DEED shall contain the following restrictions imposed upon the premises for the benefit of the purchasers of other lots on said plat, and said second party is bound by said restrictions from the date of this contract. RESTRICTIONS. First— No building or part thereof, shall be erected upon any lot nearer than feet to the front line of said lot, except for business purposes. Second — That the above described premises or any part thereof, cannot be sold or leased to any one except a person or persons of the White or Caucasian Race, (i^nyother restrictions needed may be inserted here). These restrictions to remain in force until A. D AND IT IS FURTHER AGREED that no transfer, sale, assignment or pledge of this con- tract shall be binding upon the first party, nor shall it be of any validity or force unless such assign- ment, sale, pledge or transfer be made on the original copy in the hands of the first party. THIS AGREEMENT embodies and sets forth the full understanding of the parties, hereto and no statement made or alleged to have been made, prior to the execution hereof, contrary to or conflicting with this agreement, shall have any force, weight or effect. The conditions of thig agreement shall extend to and bind the heirs, executors, administrators successors and assigns of the respective parties. IN WITNESS WHEREOF, on the day and year first above written, the party of the first part, THE COMPANY, has hereunto set its corporate name to duplicates hereof, by its president and secretary thereunto lawfully authorized by action of its Board of Directors, and the party of the second part has hereunto subscribed name and to a duplicate copy hereof set hand THE Co. BY President. Signed in presence of Secretary. 14. Exclusive Listing Contract, for The Sale of Real Estate. To (1) hereby agree to sell an authorize you to procure a purchase for the following property (of which the true and lawful owner and have full power to sell and convey the same) described as follows, viz: Sale price of said (2) property to be. ($ ) Dollars, or such a sum as may hereafter agree to accept. In consideration of your efforts to find a purchaser for the above described property, it is hereby agreed should a contract of sale or exchange, acceptable to the undersigned (3) (owner of the above described .' property) be made by you to any person, firm or corporation within or during the life of this contract to whom you have presented said property, or should a sale or exchange of said property be made in any other manner, through, or by you or any other person then a commission of ($ ) Dollars, becomes payable to you (4) on demand. BROKER'S C Y C LO P E D I A 231 It is further understood that the title of said property is good and vested in the undersigned, and that any defect in the title of said property, or any failure by vendor or vendee to comply with, or fulfill any agreement that may hereafter be made, during the life of this contract, relative to the sale or exchange of said (2) property, shall not change the amount of commission or release the undersigned (3) from payment of the same. This contract to take effect forthwith and to remain in force for a period of (5) months from the day of A. D. 19 . . , and to continue after the above speci- fied term ( (5) months) in' full force and effect until said property is sold, or this contract is terminated by a Thirty (30) Day written notice, given after the time above specified has expired, by the undersigned (3) withdrawing the sale of said property. It is also further agreed that this contract embodies and sets forth the full understanding of the parties hereto, and no statement made or alleged to have been made, prior to the execution hereof, contrary to or conflicting with this contract, shall have any force or effect. The conditions of this contract shall extend to and bind the heirs, executors, administrators, successors and assigns of the respective parties as named herein. In witness whereof have hereunto set hand this day of A. D. 19. . Made in duplicate and signed in presence of Signed (Husband) Signed • (Wife) Accepted this day of A. D. 19. . . . Signed Broker. Note. No Real Estate Broker should list a piece of Real or Chattel property without an Exclusive Sale Contract). (1) Insert Agents name (2) Insert kind of property. Real or Chattel. (3) Insert owner's name. (4) Insert Agents name. (5) Time Contract is to run. 1 5. Agreement for the Sale of Real Estate. AGREEMENT. Made this day of A. D. 19 between City of County of and State of '. party of the first part, and City of County of and State of party of the second part. Witnesseth: The said first party agrees to sell and convey by to said party of the second part all that together with the appurtenances thereunto belonging for the sum or price of {$ ) Dollars, payable as hereinafter set out; and the second party agrees to purchase the said property for the above price, and on the terms herein set forth, and to pay to said first party the sum of ($ ) Dollars in-cash upon the execution and delivery of this agreement, the receipt whereof is hereby acknowledged, and pay the residue of said purchase price in the following manner: The as aforesaid, to be delivered subject to otherwise the said. to be conveyed as aforesaid, shall be clear of all en- cumbrances, and possession to be given upon delivery of on or before 19 It is further understood and agreed, that time is part of the consideration and of the essence of this contract. THIS AGREEMENT embodies and sets forth the full understanding of the parties hereto, and no statement made or alleged to have been made, prior to the execution hereof, contrary to or conflicting with this agreement, shall have any force, weight or effect. The above hand money ($ ) Dollars is to be left in trust with until delivery of , and refunded if the title to the above property is not clear or cannot be made clear, as above provided, otherwise to apply as part payment as herein stated. 232 T H E RE A L EST AT E The conditions of this agreement shall extend to and bind the heirs, executors, administrators successors and assigns of the respective parties. IN WITNESS WHEREOF the said parties have hereunto set their hands this. day of 19 Signed in presence of *. , State of \ County of / ss. BE IT REMEMBERED. That On this — day of A. D. 19 before me, a Notary Public, in and for said Cotxnty, came the above named And acknowledged the foregoing aereement to be act and deed, and desired the same to be recorded as such. IN TESTIMONY WHEREOF, 1 have hereunto subscribed my name, and affixed my official seal on the day and year aforesaid. (Seal) Notary Public. in and for County. 16. ADVANTAGES OF AN EXCLUSIVE SALE CONTRACT. 1. When you have an exclusive selling contract you'll not waste your money advertising the property and let some other Broker collect the commission. 2. You know the exact amount of your commissions. 3. You know when your commission becomes due. 4. You know exactly the terms upon which the property can be sold. 5. Your commission becomes due the moment the contract of sale for the property is executed and earnest money paid. 6. Defective titles do not prevent you collecting your commission. 7. Vendor or vendee failing to perform their part of the contract doesnot interfere with your collecting your earned commission. By all means Mr. Broker, secure an exclusive sale contract for every piece of property you list. The duty of a Real Estate Broker is to bring the minds of Buyer and Seller to an agreement of a sale. An agreement of sale either upon the terms laid down by the vendor or upon such terms acceptable to the vendor and vendee. As soon as the sale agreement is executed that moment the Real Estate Broker's commission accrues. His work is done and he is entitled to his pay. (See form of Exclusive Contract elsewhere in this chapter.) This form of contract saved one Broker in Cincinnati" Ohio., an B RO KE R' S C Y C LO P E D I A 233 $800.00 commission on a $16,000 sale. Another Broker $5,000 on one years business. Exclusive Sale Contracts save litigation. Commission agreements supposed to be for "All in excess of a fixed price" are seldom satisfactory and often fatal to the Broker. Court rulings often put peculiar constructions on such contracts. The writer would .suggest that every Real Estate Broker secure an Exclusive Contract always for the sale of each and every piece of property he offers for sale. If you sell a piece of property through another Broker's office, have an understanding in writing. It hurts no one and you'll always be friendly toward each other. COMMISSIONS. As a rule the Real Estate Broker's compensation for selling prop- erty comes in the forms of commissions. A Real Estate Broker may make any agreement he pleases as to these commissions, and such an agreement made in advance of the sale is binding on both parties. A Real Estate Broker should always have an agreement or Selling Contract for every piece of property he offers for sale. Get an Exclusive Contract from the owner, then sell the property. Never cut your commission. The owner is jast as anxious to sell as you are to get your com- mission. Learn to do things and you'll have no trouble securing the Exclusive Sale of all property you can handle. The Real Estate Broker who sells, who gets results, never has to ask "Can I have your property to sell." 17. Sale Contract Adopted by the Cincinnati Real Estate Exchange. I hereby agree to sell the following property, viz: (describe prop- erty) for the sum of ten thousand dollars ($10,000,) payable (set out terms) and authorize to procure a purchaser for the same and agree to pay him a commission of two per cent on the amount for which said property may be sold. I guarantee the title good, and will convey by deed of general warranty. In consideration of his efforts to find a purchaser, I agree that he shall have the exclusive right to sell said property, for six months and thereafter until I give him written notice withdrawing the same. 234 THE REAL ESTATE It is further agreed that he shall be entitled to his commission, if the property is sold during the existence of this contract by him, or the undersigned, or any other person, at any price acceptable to the under- signed, or any other person, at any price acceptable to the undersigned. Cincinnati, Ohio, 19 I hereby accept the agency for said property on the terms above stated. Cincinnati, Ohio, 19 . . . . I hereby agree to purchase the above described property at the price and upon the terms above stated. 18. Building Contract. This agreement, between party of the first part (designated below as the employer) , and , party of the second part (designated below as the contractor) . WITNESSETH, 1. That the contractor agrees to furnish all the material, and do all the work of whatever kind, required by, or reasonably to be inferred from, the plans and specifications (said plans and specifications being hereby incorporated with, and made a part of this contract), for the full and entire completion of a three-story brick house on a lot situated on Street between and Streets, in the city of belonging to the said as in said plans and specifications set out (designated herein as the improvement) , for the sum of ten thousand dollars. 2. The said contractor further agrees that all materials called for by the said plans and specifi- cations are to be of the best qualities of their respective kinds, and that all work shall be done in the most thorough and workmanlike manner, and that he will not vary in any manner from the said plans and si>ecifications without the written order of the employer. 3. The said contractor further agrees that he will entirely complete the said improvement by the first day of January, nineteen hundred and \ and it is expressly agreed between the parties that the damages by each day's delay beyond that date are fairly to be estimated at $50 per day, and are therefore, to avoid dispute, hereby fixed by agreement at that sum per day, and the amount of damages estimated upon the basis so fixed is to be deducted from the contract price as liquidated damages and not by way of penalty. 4. The said employer reserves the right to order in writing, any alteration he may deem proper in the said plans and specifications. It is agreed between the parties that upon the delivery of any such order to the contractor, or person in charge of said work, it shall be the duty of either party, claiming any allowance in consequence of such alteration, to notify the other party in writing, before the alteration is actually commenced, and if the parties are able to agree upon the amount to be added to or deducted from the contract price, in consequence of such alteration, it shall be reduced to writing and signed by them. If they can not so agree, then the said amount shall be fixed by or in case he can not act, then by some one to be appointed by said who shall make his decision in writing and furnish both parties with a copy, and such decision shall be final. 6. It is expressly agreed by the parties that no such alteration shall in any way vitiate or annul this contract, and further, that in case of an alteration causing a deduction in work or materials, the contractor is not to claim or bring suit for any damage by way of loss of profits, on account of not being allowed to do this work, nor is the referee to admit this element into his decisions. 6. The said contractor expressly convenants and agrees that he will not, in any event, claim suit for any greater sum, for the entire completion of the said improvement, than the contract price, with such additions or deductions as may be fixed by the written contracts or decisions above provided for. 7.^ The said parties expressly agree that no acts of any kind whatever, of either party, or both parties, shall be construed to be a waiver of the provisions of this contract, which require a written order for, or the fixing by written agreement or decision of a price for. any alteration from the said plans and specifications; and further expressly agree that' the making of any alterations without a written agreement fixing the allowance to be made therefor, shall be taken to be an express agreement that the aggregate price shall not be changed at all in consequence of such alteration. B RO K E R'S C Y C LP P E D I A 235 8. The said employer reserves the right to appoint a superintendent, or inspector, of this im- provement, and it is expressly stipulated and agreed that no claim shall be made, or suit brought for any sum due, or claimed to be due, for said improvement, unless upon certificate of the said superin- tendent, or inspector, that the improvement has been made in strict accordance with the contract and plans and specifications, or such alterations as may have been made therein in accordance with the stipulations of this contract. 9. Said parties further stipulate that, upon the failure by the contractor to proceed with said improvement to the satisfaction of the employer, so as to secure the completion of the improvement within the sitpulated time, or upon his failure to comply with the requirements of this contract, it shall be lawful for the employer, after giving ten days' written notice of his intention so to do, to be served upon the contractor (or either of them, if there be more than one), or left at his or their last usual place of abode, either, first, to complete said improvement, by contract or days' work, at the expense of the said party of the second part, and to be recovered from saidcontractor and his sureties the addi- tional expense thereby incurred, if any, over the amount due according to this contract, or, second, at the option of the employer, to entirely avoid the contract, and bring suit at once against said con- tractor and his sureties for the damages occasioned thereby, in which latter case, all work done, and materials on the ground, are to become the property of the employer, without any further payment. 10. The said employer agrees, upon the production of the certificate of the superintendent or inspector, to pay for the full and entire completion of the said improvement in accordance with the plans and specifications, the contract price above stipulated, with such additions or deductions as may be fixed by written agreement or decision as above stipulated, or may be due as liquidated damages for delay as above agreed, and no more. The payment to be made in the following manner: Five thousand dollars to be paid when the brick work is complete, and five thousand dollars when the building is complete according to the plans and specifications. In witness whereof, the said parties have hereunto set their hands this tenth day of February, nineteen hundred and Attest An agreement of this kind must be made out as follows: First. A drawing should be made, showing the dimensions of the house, the thickness of the walls, the height of eacn story, the dimensions of each room, the doors, windows, fire-places, clothes presses, pantries, sinks, etc., etc. Second. Specifications of all the work, and the mode in which it is to be done. Third. The agreement between the builder, carpenter, etc., and the employer. The drawing cannot be given here. SPECIFICATIONS. No. 1. Specifications for digging the cellar of a house; a drawing of which is hereunto annexed: The cellar to be dug out three feet, each way, larger than the dimensions of the buildings (so that the mason can conveniently face and plumb the outer side of the wall from the foundation). If there are any soft parts in the ground above the lines of the fotmdation, trenches, shall be cut through these parts, for the footings of the walls, to a suflicient depth to insure a proper foundation. The bottom of the cellar to be dug out five feet below the surface at the northeast corner thereof, and the same to be trimmed and worked smooth and level throughout. The surplus earth to be smoothly spread around the building, within thirty feet thereof, and as may direct. The stone from the cellar to be removed and piled up thirty feet from the cellar. No. 2. Specification of the mason work for the cellar of a dwelling house; the drawing of which is hereunto annxed: The stone to be squared at the ends, flushed in mortar. The wall faced on both sides, eighteen inches thick, seven feet high from the surface of the cellar, laid in good mortar, well tempered. The mason to find tenders. Sand to be sifted through a screen whose wires shall be at equal distances, and not less than thirty in every foot in breadth. The window and door frames to be properly bedded and pointed in good mortar, and the sills underpinned. Side walls, with stone steps of six inches rise to each step, to be built at the cellar doors. The openings in the wall to be estimated and paid for as solid wall. The corners to be estimated by measuring the whole length of the wall on each side. No. 3. Specifications of bricklayer's work for a dwelling house the drawing of which is hereunto annexed: ... The outer walls to be built thirteen inches, and the partition walls nine inches thick. The hardest and best burnt brick to be laid to the weather, and selected ol a uniform color. The side fronting the street to be laid in Flemish bond; the whole laid and flushed solid (the joints filled up) in mortar, with the apertures and of the heights, however, as specified in 'the drawings. The mortar to be composed of the best well-burnt lime, and clean, sharp sand well tempered, and sifted through a screen whose wires shall be at equal distances, and not less than thirty in every foot in breadth. 236 T H E RE A L EST AT E Fluid mortar shall be poured into the middle joints, made with hot lime and sand. Arches to be turned, to support the hearths and chimneys. The hearths to be laid, and the bricks of the hearths, jambs, and breasts to be rubbed smooth. All the flues to be fourteen inches square in the clear, and drawn in above the fire-place to the proper size, and then carried up of a uniform opening, and plastered throughout with mortar mixed with An oven to be built in the kitchen. All the window and door f»ames to be properly bedded in mortar, and the stone sills underpinned. The walls to be carried up in an upright, substantial and workmanlike manner. Wooden bricks to be fixed into the wall, and put holes to be filled up. To find tenders, all the ropes, ladders, boards, tackle and workmanship. In estimating the work and price per thousand to be paid, all holes and apertures to be deducted, and corners to be measured but once. 4. Specification of carpenter's and joiner's work upon a brick house, a drawing of which is here- unto annexed : To prepare from time to time, as wanted, all lintels and wooden brick; and to put up the joists, etc., from time to time, when the walls or brick work is ready to receive them. To square, frame, and put in all girders, joists, trimmers, studding, rafters, and all other timbers proper and necessary for the said house, and reference being had to the dimensions, etc., mentioned in the said drawing. The joists to be eighteen inches apart, and framed into the girders. Rafters eighteen inches apart. To be shingled with joint shingles, four inches to the w^eather. Gutter made in cornice, solid timber. Facia and plain cornice with bed mold, returns, covered, etc. The window frames in the cellar to be made of scantling, with bars and rabbeted for sash and sashed. Trap doors to cellar to be grooved and planed on both sides, with cheeks framed. AU other door frames for outsid eto be of two-inch oak plank planed, bed on edge, rabbeted; done in best manner. Window frames two-inch oak, planed, with sash and shutter rabbets; molding in front. Sash to be for twelve lights, 12 x 6 glass, oval, and to be fitted, etc. Venetian shutters for all the windows (except those in cellar), made of one and one-half inch plank; the blinds to be morticed in the frame; bead on edge of frame, mitered. The doors and windows in the room marked A on the drawing hereunto annexed, to be finished with plain pilasters of two-inch plank six inches wide, with plinths and sub-plinths, and washboard to correspond. The doors to be six panels, raised on both sides, with mouldings sprigged on. The stairs from cellar to first floor, and garret stairs, to be plain and planed ; the stairs from first to second to be six and a half inches rise for each step, scotia under nosing, plain bracketed, dog leg stairs. The mantel in the room, marked A on the drawing hereto annexed, to be finished with Ionic col- umns and capitals, with heavy plain cornice, etc., to correspond. The mantels in the other rooms to correspond with the finish above described. Steps, with platform and handrailing, for the outside doors, to correspond with the finish above described. Steps, with platform and handrailing, for the outside doors, to correspond with the stairs from first to second floor above described. The closets marked on the drawing hereunto annexed, to be finished with shelves planed on both sides, and panel doors, raised on outside. Pantry in kitchen to be finished with shelves and two large drawers. The floors to be plowed and tongued, secret nailed, and not exceeding six inches wide. Sink water-tight, six feet by four, with spout, etc., for kitchen. The sides of the rooms that are made of brick walls, to have wedges inserted between the bricks and upright strips of waste boards nailed thereon, ten inches apart, to receive the lath. To do all the other carpenter's and joiner's work in and about said dwelling, not herein, nor in said drawing mentioned, which may be necessary to finish and complete the wood work in and about said dwelling, to the turning of the door keys. All the said work to be in a good and workmanlike manner. 19. Contract for the Sale of Real Estate. This agreement, made and entered into at this second day of January, nineteen hundred and by and between (1) county of and state of BROKER'S CYCLOPEDIA 237 WITNESSETH: That the said (2) .' hath sold, and doth agree to convey[^in fee simple unto said (3) his heirs and assigns forever, by a good and sufficient deed of general warranty, on or before the first day of February, nineteen hundred and .... (upon the punct- ual payment by said (3) of the consideration money hereinafter mentioned), the following premises, situated in and bounded and described as follows: (Here describe the premises as in a deed), together with all the privileges and appurtenances to the same belonging, and all the rents, issues and profits thereof. And the said (2) . . '. for himself, and for his heirs, executors, administrators, at d assigns, does covenant and agree to and with (3) his heirs and assigns, that he will pay to the said (2) his heirs or assigns, the sum of $6,000, the consideration irocey for said premises, in the manner following: $2,000 at the time the said (2) shall execute a good and sufficient deed of general warranty; $2,000 in one year; and $2,000 in two years thereafter, the same to be secured by notes and mortgage on the premises. All assessments and taxes that now are or may hereafter be levied or assessed on said premises, are to be paid in the manner following: All assessments levied hereafter to be paid by the said (3) The said (2) to pay the taxes due and payable June, nineteen hundred and . . . , The said (2) hereby agrees that the said (3) shall enter into* possession of said premises on the day of nineteen hundred and < to use and improve as his own, in a good and husbandlike manner. It is understood and agreed by and between the parties to this agreement, that if the said (3) fail to pay the said consideration money, or the assessments or taxes as herein stipulated, then this agreement is to be void as it regards the said (2) at his option. In testimony whereof the said (2) and (3) have hereunto set their hands and seals, the day and year first above written. Signed and sealed in presence of us (Seal) (Seal) (1) Insert names of Seller and Buyer. (2) Insert name of Seller. (3) Insert name of Buyer. Texas Land Measure. (Also used in Mexico, New Mexico, Arizona, and California.) 26,000,000 square varas (square of 5,099 1,000,000 square varas (square of 1.000 25,000.000 square varas (square of 6,000 12,500.000 square varas (square of 3.635.5 8.333.333 square varas (square of 2.886.7 6,250,000 square varas (square of 2,500 7,225.600 square varas (square of 2,688 3,612,800 square varas (square of 1.900.8 1,806,400 square varas (square of 1.344 903.200 square varas (square of 950.44 451,600 square varas (square of 672 225.800 square varas (square of 475 6,645,376 square varas (square of 75.137 varas) = 1 league and 1 labor = varas) = 1 labor varas) = 1 league = varas) = J league = varas) = i league = varas) = i league = varas) = varas) = 1 section = varas) = i section = varas) = i section = varas) = i section = varas) = 1-16 section = varas) = 4,840 square yards = 4,605.5 acres 177.136 acres. 4.428.4 acres; 2.214.2 acres. 1.476.13 acres. 1,107.1 acres. 1,280 acres. 640 acres. 320 acres. 160 acres. 80 acres. 40 acres. 1 acres. To find the number of acres in any number of square varas. multiply the latter by 177 (or to be more exact, by 177 i.) and cut off six decimals. 1 vara =331 inches. 1,900.8 varas = 1 mile. 238 THE REAL ESTATE CHAPTER VIII. Real Estate Advertisements. 1 — Original Thought is not a Crime. Real Estate Advertisement.) (An advertisement for getting new busi- 10— Plaintiff's Testimony. (A Real Es- ness.) tate Advertisement). .A^^^^f^^T^"'^•^''^"'?^ "'''"^- ll-One Hundred Reasons. (A Real (A Real Estate Advertisement ) Estate Advertisement). 3 — Advice to Farmers. (A Real Es- .^ t^ i t- . . r,. , • t^ , ^ tate Advertisement) ^^~ ^^^^ Estate Phobia vs Real Estate 4_Where to Build a Home. (A Real ^^t^^- (A Real Estate Advertisement). Estate Advertisement). 13— A Young-Man-afraid-of-an-Invest- 5-A Suburban Home. (A Real Es- "^^Z" ^^ ^^^^ Estate Advertisement), tate Advertisement). t^ ^^~ . ? ^^^'^ Residence. (A Real 6— What your Wife will say. (A Real Estate Advertisement). Estate Advertisement.) ' 15 — A vStuceo Residence. (A Real Es- 7— A Rent Payer 49 years. (A Real tate Advertisement.) Estate Advertisement.) 16 — ^Just one Home. (A Real Estate 8— How Money Grows. (Real Estate Advertisement), talk). 17 — Own . a Home. '^A Real Estate 9 — How a Dollar Bill will grow. (A Advertisement). ORIGINAL THOUGHT IS NOT A CRIME. (a Real Estate Advertisement For getting new business.) ORIGINAL. Every man with a new idea should be thankful that it is not- a crime to create a new idea. No man can estimate how much the world has lost by the innate tendency in human nature to reject everything that is new. THOUGHT. 1 have a new idea! That is, I have a new plan of selling Real Estate. I fully^^realize that I am "up against" a mass of indifference; I fully anticipate that a few will say "funny," some "ridiculous," others "impracticable," "he's a joke," "impossible," "preposterous," "nonsense," and others will say "prove it." IS "Prove it!" To the man who says "prove it" is my man — He's the gentleman I'm inter- ested in — I'll not only prove with argument but with cold red blooded facts. It's my purpose and aim to attract, interest and convince that man that my new idea is the "Right Kind" of a method used in selling his Real Estate. NOT. I will convince that man that my plan is original and entirely different from the con- ventional and stereotyped methods in vogue in Real Estate Publicity. My plan is a message that every owner of Real Estate who has property for sale should hear, consider and investigate. A Methods of selling change in every line of merchandise — old plans are being discarded — new plans formulated — why shouldn't the Real Estate fraternity change their plans? Why shouldn't a Real Estate Broker create new ideas? The man with a new idea must not expect every owner of Real Estate to agree with him that his plan is feasible — practical, and that it will be success- ful— NO! CRIME. The second paragraph of this "ad" reads, "I have a new idea." That means the writer whose name you'll find below has a new idea how to sell Real Estate. I am fully prepared — "Fore- armed." I anticipate that not a single person will be interested in my plan at first but that I am going to MAKE some peison interested later on. Knowing these difficulties I am prepared to conquer- — I will reach for men with open minds — I will not only reach for them but get hold of them and convince them that I can sell their real estate. I am at your command. Special Agent. BROKER'S CYCLOPEDIA 239 2. Description of a "Gentle= man's Suburban Home." (A Real Estate Advertisement.) Just outside the city limits. On direct, through electric line. Just 30 minutes from Post- Office. Three full acres. Improved artistically. New modern buildings. Home with every convenience. Nothing omitted. Large well shaded porches. Verandas on all sides. House and barn painted. Out buildings of latest designs. Arbors and fences. Best style — best finish. Cement walks (flower lined). Velvety lawns on the sloping hill side. Here and there a great tall spreading elm. Sycamores that add grandeur to the place. The wooded dale. Cool shaded brook. Reservoir stocked with fish in variety. The rustic-foot-bridge from Bank to Bower. A restful place. Where you will want to linger. 3. Advice to Farmers. (A Real Estate Advertisement.) Some day you will be old. Some day you wont be able to work as now. Some day that income of yours wont be as ample as it is to-day. Some day those strong hands of yours won't be so strong. Some day those husky boys of yours will be married and gone. Some day there will be a vacant chair and you and mother will be alone. Some day, yes certainly some day, wouldn't it be nice to have a little ten acre tract of land, with a cottage among the trees, the trees full of happy singing birds, a pretty little garden, a fine big orchard, with trees that are heavy with luscious fruit? Some day don't you want a home like this in the country? Some day don't you want to live where there are no extremes of heat and cold? Some day don't you want a home where your neighbors are good? Some day don't you want a home where your neighbors are honest? Some day don't you want a home where you will have lots of friends? Some day don't you .want a home that will make you inde- pendent for life? Some day don't you want a home where nature's own sun- shine and copious rains bring forth the fruit? 4. Where to Build a Home. (A Real Estate Advertisement.) The place to build a home. Where health and happiness go hand in hand. Where it is ten degrees cooler in summer than in the city. Where you may own a summer home at small cost. Where drinking water is good. Where taxes are light. Where housekeeping is a pleas, ure. 240 THE REAL ESTATE Where the appearance of a dress suit would cause an alarm. Where the appearance of a silk hat would cause criticism. Where it is good for your family physically. Where the children are always well and happy. Where the children keep busy and always clean. Where there is no dust, the greatest conveyor of disease germs. Where deep breathing is a de- light. Where the atmosphere is used. Where the picturesque views of the surroundings at once rest weary eyes, and tired brain. Where there is no hay-fever. Where there is no malaria. Where there is no typhoid. Where there is no dyspepsia. Where physicians love to go on their vacations because there is nothing for them to do. Where country dinners improve the health, and reduces the living expense. Where if you buy now you make money quickly. 5. Suburban Home. (A Ileal Estate Advertisement.) A SUBSTANTIAL SUBURBAN RESIDENCE. A MODERN HOME IS BEING OFFERED STRICTLY ON ITS MERITS. This home is located where the city and country have lost their dividing line. This home is located where the attractions of both city and country abound. This home was built to be inherited by generations to come. This home combines grace and picturesque features. This is a home where the front, side and back lawns insure plenty of sunshine and pure^air. This is a home where the appearance in the rear harmonizes with the front. This is a home where no part of construction has been cheapened. This is a home where the door-ways are broad and spacious. This is a home where the stair-way is a delight to look upon, and lavatory very conven- iently located. ■ This is a home with a kitchen designed with masterly conceptions of convenience. This is a home that is easily and properly ventilated. This is a home where every room has spacious closets. This home has electricity throughout. This home has hardwood floors. This home has a servant's room with a large closet. This home has five bed rooms. This home has large porches. This home has an attractive dining-room. This home has a very pretty music room (living room.) This is a home where the whole effect is charming. This home is modem in every respect. This is a home where you can enjoy the cool breezes from the beautiful shade trees sur- rounding. Plenty of fruit trees, and the grounds are one-hundred by four-hundred feet fronting on one of the best car-lines leading out of This home is suitable for a family who loves suburban life. This home is suitable for a family who wants a home where the trees are more pleasing than walls of brick. This home is suitable for a family who want a home where the oaks and elms are more fas- cinating than steeples and chimneys. This home is suitable for a family who want a home where they can see the rising and set- ting sun. This home is suitable for a family who want to become acquainted with the stars and clouds. This home is suitable for a family who want the constellations as their friends. This home is suitable for a family who loves to hear the patter of the rain drops on the roof. BROKER'S CYCLOPEDIA 241 This home is suitable for a family who love to listen to the rhythm of the sighing winds. This home is suitable for a family where they are awakened by the resurrection called Spring. This is a home where every view is a landscape. This home is suitable for those who find delight in nature, and those who find pleasure in a pretty lawn, a garden of api>etency, blooming flowers, dense foliage, pure air and freedom. The price is'$ terms can be made to suit the purchaser. There are many other points of interest about this home to tell you, therefore if you are interested in the purchase of a $ home substantially constructed, conveniently arranged, with a superb location in one of the exclusive suburban residence sections of then it will pay you to see your own Real Estate Broker, or telephone Special Agent. 6. What Your Wife Will Say. (A Real Estate Advertisement.) She will say, "Buy a home because it has such a beautiful locatiou. She will say, "Buy a home because it is so near town" She will say, "Buy a home be- cause it is in such a good neighbor- hood. She will say, "Buy a home be- cause there will be such good in- fluences for the children. She will say, "Buy a home be- cause there are so many beautiful trees, and I dearly love nature." She will say, "Buy a home that will have telephone and electric- service. She will say, "Buy a home where the building restrictions insure pretty homes all around us. She will say, "Buy a home sur- rounded with all the conveniences. Cut the rent knot. 7. A Rent Payer for 49 Years. (A Real Estate Advertisement.) 49 YEARS. The man who pays rent for 49 years pays for the house he lives in seven times. SEVEN TIMES. And don't own a nail or a shingle in the house — nothing but a stack of worthless rent receipts. Mr. Rentpayer. Did you ever stop to consider that you are paying for the house you live in every seven years? Figure it up some night after sup- per — you'll be surprised. HOW TO STOP IT. Begin today and save $1.00 a week, or more, if you can. Invest it in a home site at .... "up where the sun shines." In three years your lot is paid for. In seven years from that time your home is paid for. JUST LIKE RENT. That's all there is to it. The time to begin is just now. Had you started 10 years ago, today you would be living in a home of your own. $120 Buys a lot 40 x 120 feet at $2.10 down and $1.00 a week. Then you get 4 per cent interest on your payments, which helps pay for your lot in three years. There are less than TWO HUNDRED Out of 1515 building sites from which to make your selection, but plenty of good and desirable loca- tions. Go out some afternoon this week. 242 THE REAL ESTATE 8. Real Estate Talk. "HOW MONEY GROWS." The aim of this message is to give you a few facts and FIGURES concerning the rapid growth of money when planted and invested SAFELY, Wisely and regularly, and to set forth__a number of undisputed FACTS that should interest you, taking it for grapted, that you have a desire to make the money you have saved and the MONEY you are saving now, bring you the largest returns consistent with absolute safety. Viz. (1) SAVING. (2) INVESTING. (3) A HOME OF YOUR OWN. You can easily be more prosperous if you will consider fbr a few moments "HOW MONEY GROWS". You can also be much more saving. Mark Twain once said that "The lack of money was the root of all evil." If that be true, then a good remedy for this evil would be plenty of money. The greatest desire among the majority of people to-day is the PILING up of money — the accumulation of gold and silver. The nrst step toward successful accumulation of money is "BEGIN TO SAVE" and then watch its steady growth which will act as a stimulus to your saving and make it much more in- teresting. You ntust dismiss the thought from your mind at once that to make money, it is not at all necessary to have a BANK ROLL to start with. The secret of making money is to save your money, then invest it where it will grow. No amount is too small to save. Save the PENNIES DOLLARS will save themselves. Don't think now, that saving alone is going to make you rich — you must invest as well as save — you must invest or plant your SAVINGS where they'll grow. Begin by saving your PENNIES, then your nickels, then your dimes, then your Quarters, then your half-dollars and see how quickly your DOLLARS will save themselves. The i^-KV to wealth is to SAVE and then put your savings to work. "SAVINGS BANKS" are a God-send to every wage-earner because they encourage thrift and frugality. But, Listen! You are now interested in something much better than &ny "SAVINGS BANK"— however, based on the "HOME SAVINGS BANK" 5% idea. You are interested in something just as safe as GOVERNMENT BONDS and safer than NATIONAL BANKS. You are NOW interested in planting or investing your savings where they'll GROW. This MESSAGE to you is not only to encourage the "SAVINGS BANK" habit but to im- press deeply upon your mind that there is still a much BETTER plan and a much better place than the Savings Bank to plant your savings and with absolute safety. NOTE THE DIFFERENCE. The majority of Savings Banks pay you 3% interest — a few 4%. That's all. Putting your savings in a Savings Bank they must work for others. Investing your savings where the principal is sure to double — your savings are working for you (yourseli.J How aoes money grow "When Planted in Real Estate?" One illustration: You plant $100,00 in- a "Savings Bank" account on Ledger folio 767. On page 768 there is an account planted by your nearest neignbor of j(>200,00. Does your neighbors account on page 768 increase the value of your account on page 767 ? The answer is nol But you plant J5200.in two lots in (The "Home Savings Bank" Home Sites) and your neignbor comes along and plants ;^1700 in a home on his lot adjoining. What effect has his {51700 investment on your J>200 already planted? Does it increase the value of your investment ? It surely does! Tae diiference speaics for itself. Start a SAVINGS ACCOUNT in (The "Home Savings Bank" Home Sites) and plant your savings regularly and "watch 'em grow." Remember SAVING and planting money, every penny counts, and the most essential fact you must constantly keep in mind about money growing is that it will not grow unless it is first SAVED and tnen planted, and don't fail to plant it regularly. Planting your savings in a "Savings Bank" is good — but planting and investing your savings (The "Home Savings Bank" Home Sites) where your principal is sure to double in value is MUCH BETTER. Put your savings to work and make them do something for yourself. "Savings Banks" — mean 'Let your savings work exclusively for others'. Investing or planting your savings in (The "Home Savings Bank" Home Sites) where they'll grow, means that your SAVINGS will work exclusively for you. Think it over! Interest upon Interest makes your money grow rapidly. Money grows better out-doors. BROKER'S CYCLOPEDIA 243 9. How a Dollar Bill Will Grow. (A Real Estate Advertisement.) A DOLLAR BILL, planted at 4% interest for 20 years amounts to $2.19. One dollar a week for 20 years amounts to $30.97. One dollar a week saved and planted at 4% interest will in 20 years amount to $1577.70. One dollar planted every week regularly for 30 years will become $58.30. That is, the Dollar Bill becomes $58.30 and 52 Dollar Bills planted each 52 weeks will become $3000.00. DOLLAR A DAY. How many people foolishly spend $1.00 a day every day of their lives? If you plant $1.00 a day at 4% interest for 10 years it will roll up to $4456.74. NOW YOU KNOW. How a Dollar Bill will grow if given a chance. First thing to do is to save the Dollar Bill. The next thing to do is to plant the Dollar Bill and plant it where it'll grow. MONEY GROWS. At "Up where the Sun Snines." For the next ten days a Dollar Bill secures any unsold lot on the subdivision. . Less than 150 from which to make your selection. DOLLAR DOWN, DOLLAR A WEEK. $210.00 lots; $1.00 down, $1.00 a week. $360.00 lots; $1.00 down, $1.00 a week. $450.00 lots; $1.00 down, $1.00 a week. Any unsold lot, $1.00 down, $1.00 a week. We pay you 4% interest. We pay your taxes for three years. We macadamize your streets free. We build your cement sidewalks free. We plant your shade trees free. Your investment sure to double in value. 10 DAYS. Ten days left for you to get in on this Dollar Bill Growing contest. After Nov 19 all unsold lots (if any) will be advanced 25 per cent and taken off the market until next year, possibly year after. Don't delay a single moment. Go out to within the next 24 hours. PIN A DOLLAR BILL IN YOUR HATBAND. ■ Plant it in real estate and watch it grow. Don't stop for cloudy weather. Don't stop for rain. Don't stop for mud. Go and go now, because tomorrow the very lot you wanted may be sold to the man who ~as out to-day. Delays are mighty dangerous, and at this moment in this Dollar Bill contest doubly so. In fact, delays just now are suicidal. KEEP IN MIND. SAVE! PLANT! Save regularly. Plant cautiously. Plant where it is safe. Plant where it's sure to double. "Up where the sun shines" is the place, and that now, just now, is the time. A SINGLE DOLLAR BILL. Does it all. Dollar down starts you. Dollar a week eeps you on the road to a home of your own — the road to prosperity, the road to success. $210.00 lots; $1.00 down, $1.00 a week. $360.00 lots; $1.00 down, $1.00 a week. $450.00 lots; $1.00 down. $1.00 a week. Any unsold lot, $1.0? down, $1.00 a week. A DOLLAR BILL Will grow if you give it a chance. Will you? Of course you will! It's now or never, and it's all up to you. Will you, or will you not? Remember, the biggest profits come to those who don't wait. 244 THE REAL ESTATE 10. Plaintiff's Testimony All In. AND SHOULD CONVINCE ANY JURY TO BRING IN A VERDICT AGAINST THE DEFENDANT. (A Real Estate Advertisement.) No. 16,211. Salesman State N. C. H. (Plaintiff) of J. P. vs. PURCHASERS (Prospective) (Defendant.) The case being argued daily between SALESMAN and PURCHASER at will possibly go to the iury November 1st, 19 The quest ion which brought about the trial of this remarkable case between SALESMAN and PROSPECTIVE PURCHASER, as follows, viz; WILL AN INVESTMENT IN REAL ESTATE PAY? WILL VALUES DOUBLE .- THE SALESMAN'S TESTIMONY. On the day of 19 in answer to a telegram, I arrived at • "Up where the Sun Shines," coming from Pittsburg. Of course, was glad to see such a pretty stretch of country and take advantage of the warm bath under the golden sun. I discovered in a few hours that was a 300 acre cornfield and was going to be developed into a small city. The weeds were higher than the com. The fence rows hadn'i. been cleaned up for a half century. A couple hours after my arrival, I found a crowd of people gathering; 6 teams of mules came on the ground and plowed up and down through one field (now Avenue) to show the people where they intended making a street and build cement sidewalks. 100 lots were sold riiat day from Blue Prints — sinee that day to this there has been several miles of streets made — several miles of cement sidewalks h^id — streets graded — macadamized and shade trees planted and nearly 1500 lots sold. 31 PEOPLE. On the the day of 19 .' was owned by 31 people, today over one thousand people own Real Estate. Out of 1.515 lots offered for sale, less than 150 unsold to-day. To be more explicit and show you what has been accomplished, I will outline what has been done at the extreme north end of our sub-division. HERE'S THE EVIDENCE. THAT CONVINCES. On there were 69 lots for sale on Avenue. To-day all sold but 8. Plenty of shade trees on Avenue, 3 grocery stores, one church, one schoolhouse, one business house (The Building & Supply Co.) one lumber company, one bakery, and 20 dwelling houses. ON THE OF THERE WERE 40 Lots for sale on Avenue. Now they are all sold but six, and two new residences on this Avenue. ON JUNE THERE WERE 134 Lots on • for sale. Now 3 unsold. Five new residences on Avenue. ON JUNE THERE WERE 142 Lots for sale on Avenue. Now 2 unsold. The prettiest avenue in the subdivision, and 3 new residences already completed. ON JUNE THERE WERE 28 Lots on Avenue for sale. Now none all sold. This avenue faces the railroad and the new car line will wend its way down this avenue. Two cement Block Factories, one concrete shingle factory, two residences and a grocery •tore already completed on Avenue. This avenue will be one of the main Business thoroughfares. ON JUNE THERE WERE 50 Lots for sale on Avenue. Now 6 unsold. Main thoroughfare through to Catholic church site to be given away free on this avenue. One new residence completed. BROKER'S CYCLOPEDIA 245 ON JUNE THERE WERE 20 Lots for sale on Avenue Now none. Every one sold. One new residence on this Avenue. ON JUNE THERE WERE 20 Lots for sale on Avenue. Now 5 unsold. Two new residences and occupied. ON JUNE THERE WERE 20 Lots for sale on Avenue. Now iust one unsold. Four new houses on . . 1 might go on and name every street in the subdivision and give the number of lots that were for sale on June and tell you the number sold, but space forbids. Will sum up in round numbers and give you (Prospective Purchaser and the jury) the benefit of the doubt. Out of 940 lots, covering the south end of our subdivision (known as Section ) less than 150 remain unsold. NEED I SAY. More — I needn't; as I candidly believe this case ought to be taken from the jury just now.^but I'll go on. Every Prospective Purchaser, will admit and must admit, that when the population of any city doubles, values in real estate quadruple. A few months ago a cornfield; see it to-day — weigh the testimnoy. Inspect one street, then another. See what has been done. Lots in Section have been advanced in price three times siccCj^JuEe 19. . . . and out of the 575 lots in Section less than 30 remain unsold. FACTS, Burning facts — the proof is there staring you in the face. Mile after mile of cement sidewalks — miles of graded streets. Macadamizing now going on. WILL AN INVESTMENT PAY. It can't help but pay. It must pay. Will values double? ' They must double. Nothing under the Shining Sun can prevent values from doubling. THIS CITY. Has been growing northward for the last hundred years. Why? Because it can't grow in any other direction. I LEAVE FOR Tuesday On Monday the fourth and last act closes — the curtain drops. Until that time, Monday , A DOLLAR BILL Secures any unsold lot on the subdivision and one Dollar a week pays for it. If you want to invest a dollar Bill where it will be sure to double. Go to within the next 24 hours. $210 Lots — J51.00 down, $1.00 a week. $360 Lots — $1.00 down, $1.00 a week. $450 Lots — $1.00 down, $1.00 a week. Any unsold lot $1.00 down and $1.00 a week. IS YOUR COUSIN ON THE JURY? If the above evidence will not convince any jury that it'll pay you, Mr. Prospective Pur- chaser, to invest in Real Estate, then you must have a cousin on the jury. However, I'm willing to abide by your own good judgment and stand by your own decision if you only go out and see 1 Inspect I And Investigate! Before closing, I want to impress on your mind that we pay your taxes for three years. We pay you 4% interest. We grade and macadam your streets free. We lay the cement sidewalks free. We plant the shade trees free. WILL IT PAY? WILL VALUES DOUBLE. I will leave it to the jury — you can be the jury if you wish — Plainti£F rests. Special Agent. 246 THE REAL ESTATE 11. One Hundred Reasons. Why You Should Buy. (A Real Estate Advertisement.) ( 1) Location highest point in County. ( 2) Accessibility unparalleled. ( 3) Property restricted. ( 4) Highly improved. ( 5) Correctly priced. ( 6) Terms are inviting. ( 7) Title is perfect. ( 8) Broad Streets and Aven- ues. ( 9) Streets graded and (10) Cement sidewalks. (11) No taxes for three years. (12) Building restrictions. (13) No unsightly buildings. (14) vSold on "Savings Bank" 4 per cent interest plan. (15) Natural drainage. (16) Improvements free to pur- chaser. (17) High and dry. (18) vSurroundings, light, sun- shine and pure air. (19) Low prices. (20) Easy terms. (21) No smoke. (22) No fog. (23) Values are there now. (24) Values sure to double. (25) Strictly one price. (26) Sunshine always. (27) Cool breezes when needed. (28) No bad lots. (29) There can never be an- other (30) Natural beauty and at- tractiveness. (31) No charge for deed. (32) Title free and perfect. (33) You don't have to be rich o own your own home at (34) A home-lover's Eden. (35) No floods. (36) Located where values are increasing the fastest. (37) Has a wonderful future. (38) No buildings placed close to street lines. (39) Pleasant surroundings. (40) Lots selling rapidly. (41) No other suburbs so at- tractive. (42) No other property so in- viting. (43) No other property so in- teresting. (44) No other property so low in price. (45) No other property with as many natural advantages. (46) No other property sold on such easy terms. (47) No other property affords such unrestrained freedom from the undesirable features of unre- stricted and unimproved property. (48 (49 never (50 (51 sured (52 (53 (54 (55 (56 (57 (58 smells (59 (60 (61 The beauty suburb of . . . . Such an opportunity will come again. Warm, kindly sunshine. Perpetual Beauty as- Air pure and bracing. Away from the noise. Attractive surroundings. Charming views. Embrageous shade. Picturesque scenery. Free from conglomerate of the city. No assessments. No interest to pay. You get 4 per cent interest on each payment. (62) The chance of your life- time. BROKER'S CYCLOPEDIA 247 (63) This is your opportunity. (64) The proof is there staring you in the face. (65) Visit this wonderful prop- erty to-day. (66) See it for yourself. (67) Big enough for a city of 15,000 people. (68) Fourteen months ago a cornfield; to-day a small city. (69) Pure water. (70) Growing population. (71) Churches, schools, stores. (72) Large demand for houses. (73) Extensive hou.se building now going on. (74) Unexcelled. Exclusive. Stands Pre-eminent. Safe-guarded. Faultless. Unrivaled. Unequalled. Unparalled. Not only exceptional, but (75) (76) (77) (78) (79) (80) (81) (83) remarkable. 12. (83) Profitable. (84) Entirely different. (85) Every sale makes a friend. (86) Terms to suit everybody. (87) Nothing like our terms anywhere. (88) Prices will suit you. (89) Property just suited for a cozy home. (90) Property for investment. (91) Every buyer a booster. Every buyer satisfied. Eight hundred buyers now. Eight hundred more be- now and Liberal discount to each (92) (93) (94) tween (95) buyer. (96) (97) Nothing misrepresented. No better values offered anywhere. (98) Refinement assured. (99) Now or never sale going on. (100) It's this year or never — and its up to you. Real Estate Phobia. vs Real Estate Mania (A Real Estate Advertisement.) Two diseases — Phobia being the most Prevalent in the city of Real Estate Phobia is a disease that nearly all rent-payers are af- flicted with, and the real meaning of the disease is FEAR. AFRAID TO OWN REAL ESTATE. Are you afflicted? If you are we have a remedy that will cure the worst case. We have cured cases in its last stages. We have cured cases of 49 year's standing. HERE'S THE REMEDY. Buy a lot. Build a home. Buy it just now at , "Up above the Smoky Smoke." Up where the doctors starve to death that's the place to live — where you never have any use for a doctor. 248 THE RE AL E ST AT Up where the air is pure. Water as pure as crystal. Golden sunshine for the children. Away from the filth, slime, dirt, dust and smoke. Up where you canbuy a $210.00 Lot for $2.10 down and $1.00 a week. No taxes no assessments, no interest to pay. ONLY A FEW DAYS. Left in which to get in on the deal. Less than 200 lots out of 1515 a few months ago. The writer need not describe. REAL ESTATE MANIA As few of the good people of are afflicted. It's the Phobia that needs attention just now. To you who have the Phobia are the people we are intereted in . We have a safe and sure remedy. Go out to and be convinced. Go ! See ! Inspect ! Investigate! Select! Invest! and YOU'LL SOON FORGET. You ever had the Real Estate Phobia (fear to buy a home) (take car to the end of the line Automobiles and ushers waiting to show you oyer the property. 13. Youiig-Ma!i=Afraid=of=an=Investment. (A Real Estate Advertisement.) Listen to this; You know whether your Pay Envelope on Saturday night contains Ten ($10.00) Dollars or one Hundred ($100.00) Dollars and you also know that you ought to save PART of it. You know very well that unless you soak away a part of your earnings every month and get it out of your pocket that you will spend it all. You know that it is a FACT that every man that has made money did it by starting to save. Remember this talk is not for the fresh young "Guy" who blows his wages every Saturday night before he comes home. We are talking to the young man who has ambition, who has too much self-respect to set off like a Skyrocket the bunch of money, in the earning of which, he has put his whole sou' and body for a week. There are two ways of saving money. (1) Saving your money via the Real Estate Route. (2) Saving your money via the Savings Bank Route. Read the evidence submitted below and decide which route to take. VIA THE SAVINGS BANK ROUTE. Start a Savings account in the Bank and put in Two Dollars and Fifty Cents ($2.50) per week, if you can't do more. If you have enough will-power to put money in the Bank when you are not obliged to do it, go ahead and GOOD LUCK to you. No doubt you will say occasionally, "I ought to save but I can't." Here is an example in simple arithemetic. REAL ESTATE INTEREST vs SAVINGS BANK INTEREST. REAL ESTATE. Price of lot (Payments $10.00 per month) $360 . 00 First years payments $120.00 Second years payments 120 . 00 Third years payments 120 . 00 Total Investment $360. OC Increase in value on said lot in three years $2.50 per front foot per year, a total profit of $300 . 00 Total value . .$660.00 BROKER'S CYCLOPEDIA 249 SAVINGS BANJK. First years deposits $120.00 , First years interest $ 2 . 40 Second years deposits '. . . . . 120.00 Second years interest 2 . 40 Secondyears interest on first years Deposit 4 . 89 Third years deposits 120.00 $360.00 Third years interest on 3rd years deposit Third years interest on first and second years deposits. . . . 2.40 9.98 22.07 Total investment $360.00 Total profit 3 vears 22.07 Total value 3 years $382.07 A difference of $277.93 in favor of the "Real Estate Route," When you buy the lot you are kept "On the Bit" and say "By Golly! I've got to keep enough to make that payment." When putting your money in the bank there is no compulsion on your part. If you have a Grouch and don't feel like making a deposit, you say, "Oh! What's the difference, I will do it next month." Study the above table and decide for yourself. 14. Extraordinarily Well Fur= nished 10 Room Frame Residence To be Sold. Hot water heat. Electric lights. Brick foundation. Large porches. Outside vestibule. Cut glass in door. Living room 15 x 20. Mahogany finish. Green decorations. Fine tile fire place for gas or wood. Dining room 14 x 15. Dark oak. Brown decorations. Built-in china cabinets. Window seat. Cozy den. 9 x 10. Dark oak finish. Built-in book cases. Fireplace etc. Large well-lighted kitchen. Pantry. Ice room. Lavatory (first floor.) Radiators, set in Bay. 4 fine bed rooms. Tile bath room. White enamel finish. Birch doors. One bed room with mantel and fireplace. Closets with outside windows. Large mirrors in closet doors. Linen chute. Drawers under windows. Maids room (3rd floor). Billiard room (3rd floor). Trunk room (3rd floor). All hardwood floors. Fixtures and decorations extra fine. Fine light cellar. Cellar ceiling plastered. Pipes covered. 3 tray laundry. Fruit room. Shown by appointment. Price quoted only on appli- cation not by phone. 250 THE REAL ESTATE 15. Description of a New House all Completed and Ready for Inspection. Stucco House. Very attractive inside and out. Living room entire width of the house. Neat brick fire place at one end. Large dining room. Den off the dining room. • Can be used for library. Can be used for bed-room. Kitchen complete. Living rooms all finished in oak. Oak-beam ceiling. Walls tinted. Very tasty lighting fixtures. Three large bed-rooms. Large solarium. Outside sleeping porch. Bath room complete. Large attic. Full cemented basement. Brick foundation. Pressed brick exterior. Hot water heat. Plenty of radiation. Instantaneous gas heater. Hot Water in 30 seconds. Gravity coal chute. Automobile garage. $6250.00 is the price. Easy terms can be arranged. 16. Let us Describe Just One Home. Fine porch 8 x 22 ft. Rear porch off kitchen. Living room 12 x 21. Beautifully decorated. Large windows. Dining room (16x21.) China closets built in wall. Window seats — large kitchen. Nobby electrical fixtures. Fine Dinnerware closet. Cellar under entire house. Laundry trays. Gas water heater. Furnace. 3 large bed rooms. Fine bath room. Best of open plumbing. Large attic. Price reasonable. Terms to suit purchaser. 17. Own a Home. This property is on the edge of the density belt. Go out and use your judgment in the selection of a lot. Make a down payment. Arrange for the balance in 40 equal payments. You will find the investment fascinating. It will take you out of the old rut. It will give you a new grip on life. It will make you interested in the neighborhood. It will make you interested in the community. Out of self interest you'll be- come interested in the tax rate and spending of public money. It will make you a better all around citizen. Real Estate is the best possible investment. It will not depreciate in value. Use the money you are now using buying rent receipts. 60 years ago John Hunt of New York City was tried for insanity because he paid $2400.00 for a piece of real estate that sold since for $1,825,000,00. B[R O K E K' S CYCLOPEDIA 251 CHAPTER IX. Building Specifications. 1 — How to prepare Building Specifica- tions and contract for a two (2) story frame residence. (Form.) 2— How to prepare Building Specifica- tions for a Four (4) room Bungalow. (Form.) 3 — How to prepare Building Specifica- tions for a two and a half (2>^) story- frame residence (Form.) 4— How to prepare Building Specifica- tions for a Three (3) room cottage. (Form) 5 — How to prepare Specifications for street, sidewalk and sewer improve- ments. Sub-divisions. (Form.) 6 — How to prepare a Bid, contract and Specifications grading, curb and gutter, Crossings, cement paving, stone paving, and brick paving. (City Form.) 7 — How to prepare a Fidelity Bond. (Form.) 1. SPECIFICATIONS AND CONTRACT For a Two Story Frame Residence. BETWEEN Owner AND Contractor SPECIFICATIONS Of labor and material required for the erection and completion of a story frame dwell- ing, at and to be completed on or about 19 .... , subject to delays, caused by fire, strikes and other causes beyond the control of the contractor or contractors. DIMENSIONS. All dimensions and sizes to be as shown on plans, except where figures are given, which will rule over scale measurements. EXCAVATING. Excavate the cellar, as shown on plans, to a depth of feet below the under side of first floor joist; also for cellar way and piers; excavations to be larger than dimensions given on plans, and excavated earth to be filled in, and packed against walls, after mortar is dry. FOUNDATION. All walls to begin on a foundation of and to be in. thick, and carefully laid in a good mortar, well filled and flused on both sides, and laid up to the grade line, and not exposed parts, with all exposed walls above grade line to be topped out with courses of to a height of feet. Point up all inside walls, and all outside walls above the surface with good cement mortar. BRICK AND CEMENT WORK. All chimneys shall be built of good hard burnt brick, to correspond with plans, and topped out to a proper height above the roof with flues to be .... x ... . in. thoroughly plastered with Ume and cement mortar on the inside ■ • • t TIMBER AND FRAMING. All framing lumber to be of good, and sizes as follows. Girders x Sills Joists first floor x spaced in. on centers. Joists second floor x! spaced in. on centers. Joists atric x . spaced in. on centers. Ceiling x spaced in. on centers. Studding X spaced in. on centers. Rafters x spaced in. on centers. Plates x All joists to have one row of cross bridging through the center, and double joists or a sill running parallell under partitions. Height first story feet. Second story feet. Attic feet. SIDING. Cover all exterior walls with clear, dry (siding, double nailed) at each studding 262 THE REAL ESTATE CORNICE. Cornice at all eaves and eables to be in. frieze, in. plancher ia. crown mould, in. bed mould WINDOW AND DOOR FRAMES. All window frames size shown on plans with outside casing x and all two light frames made for pulleys, cord and weights. All door frames, size shown on plans, with outside casing x Window and door frames to be. WINDOWS. All sash shall be clear white pine, and two sash windows to be balapced with weights and cord. Sizes and locations as shown on plans. ROOFING AND SHEET METAL WORK. Cover roof with Gutters and valleys with , including all necessary flashing around chimneys, where porch roofs intersect siding, etc. , same to be painted both sides with and place gutters and conductors where necessary as shown on plans. PORCHES. Build porches as shown on plans, floors to be Ceilings Posts X Railing x Balusters Brackets Steps FLOORS. First Floor. Hall Parlor Dining room Kitchen Second Floor. Hall Bed Rooms Bath Room Attic All to be secretly nailed to every joist. PLUMBING. All supply pipes to be All waste pipes to be with trap and carefully connected with soil pipe. All soil pipes properly connected with sewer, and all joints caulked with oakum and run with molten lead and all lead connections wiped BOILER. A gal lbs. test, galvanized iron boiler to be mounted on stand where indicated on plans, and supplied through a . . . . inch pipe and have a sediment cock at bottom Heater Sink in shall be x '. bath tub in bath room to be Lavatory in bath room to be Water closet in bath room to be , Floor drain Sill cock All to be placed as indicated on plans. Place stop and waste cocks on hot and cold water line to sink and bath room, cold water line to boiler and main line inside cellar wall and sill cock. All pipes must drain to cocks. GAS FITTING. The main supply pipe shall be in. to meter in with branches from this as follows: Boiler Furnace Lights. Cellar Ceiling bracket. First floor ceiling bracket. Second floor ceiling bracket. Attic ceiling bracket. Placed as marked on plans. Fire places and kitchen to have All branches to be tested to a 10 lb. pressure and left capped. All work to comply with the rules and regulations of ' All fixtures to be furnished by owner, unless other- wise specified. ELECTRIC WIRING. Wiring for all electric lights to all outlets, indicated on plans. One meter outlet in one main outlet and to all switch outlets indicated on plans, including cut outs and switches. All wires shall be run concealed in walls and ceilings, and to be rubber covered. No B. & 8. gage and run through porcelain tubes, where passing through wood; all other places to be run on porcelain knobs, not over . . , feet between bearings. All work to be done according to the rules and regulations of the National Board of Fire Underwriters. Lights, switches and plugs as marked on plans. Basement lights ceiling bracket switch plug. Porch lights ceiling bracket switch plug. First floor hghts ceiling bracket switch plug. Second floor lights ceiling bracket switch plug. Attic lights ceiling bracket switch plug. Door bell . . : System City certificate of Insi>ection, to be furnished by electrical contractor. All fixtures to be furnished by owner imless otherwise si>ecified. BROKER'S CYCLOPEDIA 253 HEATING. HOT AIR Furnace. Kind No to fc« fxumished completed and set up in basement, including all necessary pipes, dampers, regulators, register boxes, etc. Pipes for conveying heat to second floor to be placed of partitions and ceilings to be covered with asbestos paper where coming in contact with woodwork. Registers, hrst floor No kind hnish floor side wall Registers, second floor. No kind finish floor side wall All placed as shown on plans. STEAM OR HOT WATER. Boiler, kind No having a rated capacity of sq. ft., furnished complete and set up in basement, including all necessary piping, fittings, hangers, expansion tank, risers, radiators, plates, dampers, etc. All placed as shown on plans. Radiators, first floor. No kind columns height Second fioor. No kind Columns height All radiators to be furnished with air valves and bronzed or painted, as owner desires ; including all exposed pipes. Risers to radiators above first floor to be run of partitions. LATHING AND PLASTERING. Walls, partitions and ceiUngs to be lathed with Plaster all walls from floor to ceiling and all ceiUngs, with two coats of plaster, and finish with hard white coat, except behind wainscoting, etc. DOORS. Lumber for doors to be sound, clear, kiln dried and doors to be smoothed and sand papered before being hung, and to be carefully fitted and hung so as to open and close easily. Front door to be panel Side or rear door to be panel Doors on first floor panel Rolling doors panel Doors on second floor to be panel . All doors to be of same material, as used for interior finish, in rooms where doors are used, and and placed where marked on plans. INTERIOR FINISH. All lumber for interior finish to be sound, clear, kiln dried, and to be smoothed and sand- papered before put on, and put up with neat tight joints. Window casing. Parlor x Dining x Kitchen x Bed rooms x Door casing. Reception hall x Parlor x Dining room x Kitchen x Bed rooms Base, moulding, wainscoting, etc.. First floor. Hall .-. . . Parlor Dining room. . Kitchen Second floor. Hall Bed rooms . Bath room Attic . STAIRS. All stairs to be built where located on plans. The main stair case to be and have treads 1 1-8 in., risers i in x hand rail x balusters newel posts X Back stairs to second floor Attic stairs Cellar stairs MISCELLANEOUS. Mantel China Closet Closets Cupboard x in with panel doors, flour chest, drawers, etc HARDWARE. Front hall. Lock Trimmings Parlor. Locks Trimmings Dining room. Locks Trimmings Bed rooms. Locks Trimmings Kitchen and bath room. Locks Trimmings The above to include all necessary locks and trimmings on all doors, windows, closets, cupboards, etc. 254 THE REAL ESTATE GLASS. Front hall Parlor Dining room Bed rooms Kitchen, bath room, etc Sizes as marked on plans and to be glazed in sash, and in perfect condition when building is com- pleted. PAINTING. All outside woodwork ; priming to be done soon as work is completed ; followed by coats of pure linseed oil and colors to be selected by owner. All metal work to be painted with coats of Inside woodwork as follows: Front halls Parlor Dining room Bed rooms Kitchen Bath room Other inside work These specifications to include all labor and materials necessary for the erection and completion of the building. The entire work to be constructed and finished in every part in a good, substantial and workmanlike manner, according to the drawings and specifications. Each contractor to provide all labor and material necessary, unless otherwise specified. The contractors in all trades shall comply with all city ordinances and requirements. It is also understood that the owner shall have the right to make any alterations, additions or omissions, before or during the progress of the building, that he may desire, or find necessary, the value of same to be agreed upon, between said owner and contractor, before the work is com- menced. CONTRACT. In consideration, for the erection and completion of this building, according to the plans and specifications, the owner thereof, agrees to pay the contractor, the sum oi {$ Dollars, to be paid as follows: Signed ^ OWNER Owner. Signed SEAL Contractor. CONTRACTOR No Date . . . 19 By Specifications. FOR THE CONSTRUCTION OF A FOUR ROOM BUNGALOW According to the Blue Print Plans and List of Material Furnished by Also description of Labor Necessary for Completion of Said House. For Mr DRAWINGS. The several drawings, with all the figures, dimensions, written explanations thereon, and these specifications, together with the list of material, annexed, are to be the basis for the Con- struction of the house. ' The drawings are as follows : Sheets 1, 2, 3, 4, Elevations Sheet 5, Foundation Plan She^t 6, 1st Floor Plan Sheet 7, 2nd Floor Plan Sheet 8, Details GENERAL INSTRUCTIONS. The work shall be under the supervision of the owner or such persons as he shall appoint who will have power of inspection over the work, as it progresses to completion. The material furnished shall be all new, and of the grade and class specified as shown in the appended list of material, as furnished by the Owner or Contractor will provide the necessary permits as required by the law of the community in which the house is to be erected. EXCAVATION AND MASON WORK. Excavations. Before starting the excavations, the owner is to secure the correct lines from which to lay out the building site. The contractor is then to excavate the ground for foundation according to the basement plan, allowing for footings according to sections and to the requisite depth. He is to dig all trenches for all foundations, chimney, piers, etc., inside and outside of the building where shown on the plans. After the foundation walls are in place suitable soil shall be filled in about foundation walls and thoroughly tamped and graded. BROKER'S CYCLOPEDIA 255 Foundation. If the foundation is to be of concrete, the Contractor will furnish the necessary lumber to ■ make the Forms, which will be put in place immediately after excavations. He will first lay all footings of the width and dimensions as shown on plans, upon which he will erect the Forms. These Forms must be built of material which when removed will leave concrete walls with a smooth surface The mixture usually used consists of the following proportions: One part Portland Cement, three parts of coarse sharp sand and six parts of crushed stone. No stone or gravel shall be used that cannot pass through a 2" ring. All concrete shall be turned over twice when dry and twice after. introduction of water, to insure an even mixture. Brick. When brick foundations or piers are used, all brick will be hard burned brick, regardless of color when not exposed, and to be laid in cement mortar when exposed to dampness. Otherwise in best fresh burned lime and clean sand mortar. All joints to be neatly struck on walls where brick work is exposed. See that bricks are dry and wet, cold and damp weather, and wet in dry hot weather. If laid in cold weather use a small portion of cement mortar with lime mortar. Place headers at every fifth course. Stone. If stone foundation is used care should be taken to see that walls are well bounded with through headers or bonding stones. Use cement mortar only and fill in all joints flush with same. Use all square edge firm stones where possible without seams or squalls. Chimneys. Build all chimneys and vent flues as shown by drawings. All widths to be not less than 4 inches thick, and the flues to be carried up separately to the top. Plaster the inside or provide, fire clay flue linings of all chimneys and vent flues. Provide and set in all flues where directed thimbles of sheet iron. Chimney is to be topped as per plan with neatly struck joint. LATHING AND PLASTERING. Unless otherwise agreed upon, all walls and all partitions and ceilings are to be lathed with No. 1 lath, as specified in material bill, to be nailed on horizontally with 3d fine wire nails. Joints to be broken every eighth lath. Care should be taken at all corners and angles to make them solid, and no lath are to extend through parititions. Plaster all the ceilings, paritions closets and sofifils also under stairs on hrst floor, work to be done in the best manner, to be 2 or 3 coat work of such plaster as is selected later by the owner. If patent plaster is used, the mixture is furnished by the manufacturer. All hair is to be well soaked and beaten before used. On all houses showing cement veneer on the exterior, Byrkit's Patent Sheathing Lath are to be used under the cement. They are to be well nailed with 8D nails at each bearing, and all joints are to be broken. The cement veneer to be used is to consist of three parts of sharp sand to one part of Portland Cement,, both for first and second coat work. A small proportion of lime mortar may be used with the cement for first coat work. All to be trowelled to a smooth and even sixrface. CARPENTER WORK. Frame. The size and style of material to be used in this work are to be as specified in Bill of Ma- terial and detailed in the Blue print plans, and unless otherwise specified or agreed upon, all joists, girders, studs, etc., will be of a good grade of Yellow Pine free from imperfections that will impair their strength. The basement girders will be built up of three pieces of 2x6 or 2x8, as may be specified in the bill of material. Wall Plates. Place 2x6 wall plate on all outside basement walls and cross walls. Care should be taken that they are perfectly level and solid at every point. Joists. Unless otherwise specified in the bill of Material, the first and second floor joists will be 2x8 placed on 16 inch centers, to have at least 3 inch bearing, and to be set with crowning edges up. Where the bearings are 12 ft. or less apart, one row of cross bridging is to be used to re-enforce these joists. Where the bearings are more than 12 feet apart, two rows of cross-bridging are to be used, all to be well nailed with 2-9d nails at each end. Frame around all chimney and stair open- ings and avoid as much as possible unnecessary cutting and waste. All ceiling joists to be as specified in plans and Bill of Material, also to be placed 16 inches on centers and bridged whenever necessary. Joists are to be doubled under all bearing partitions, also around stair walls and around chimney openings. 256 T HJElR EAC ESTATE studs. Place a 2x4 plate under all outside studs as well as under all partition studs, and two pieces of 2x4 on top of the outside studs, also on top of all partition studs, forming a support for upper floors. All studs are to be 2x4 placed 16 inches on centers unless otherwise specified, and to be doubled at all comers, door and window openings. Truss over all openings on inside bearing partitions so as to form a solid support for the upper floors. Place a 1x4 or 1x6 ribbon board where shown on plans, which is to be nailed well with three 8d nails to each bearing. Provide furring and backing at all angles and corners for lathing purposes. Nail 1x1 grounds around all door openings, around room fbr base, also where chair rail is placed. Rafters. Roof rafters to be of size shown on plans or as specified in Bill of Material, and to be spaced as indicated in the Blue print drawings. Use 1x6 ridge piece unless otherwise shown. All hip and valley rafters are to be 2x6 unless otherwise specified, and are to be well framed and put together in a workmanlike manner. Sheathing. All box sheathing to be square edged, sound stock surfaced two sides unless otherwise specified in bill of material. All to be put on horizontally and to be nailed at each bearing with two 8d nails. All joints are to be broken. Sheathing to extend from foundation walls to rafters. Care should be taken to avoid unnecessary waste at door and window openings. Sub-Flooring. Cover the entire first floor joists with square edged boards of the same quality as for the box sheathing, all to be laid parallel and well nailed to every joist. Joints to be broken at every bearing. Roof Sheathing. Unless otherwise specified the roofsheathing to be 1x4 boards to be spaced 2 inches apa;t for shingles. To be nailed with 8d nails and joints to be broken at every bearing. Where Prepared Roofing is to be used the roof to be covered with 1x6 dressed and matched Sheathing unless otherwise designated in bill of material, the same to be driven up close and nailed with 8d casing nails at each bearing. Siding. Wherever plans show exterior of building to be finished in beveled siding, use Hx4 or Mx6 inch beveled siding, as may be dicided by the owner, of the kind and qualities specified on plans or designated in bill of material, all to be put on straight and true and well nailed with 6d nails at every bearing. Wherever shingles are used for the exterior. Star A Star Red Cedar Shingles are to be used, to be laid not more than 6 inches, to the weather and to be nailed with 3d Galvanized Wire Nails. Shingles. Wherever shingles are designated for roof covering use Extra Star A Star Red Cedar to Le laid 4J^ inches to the weather with 3d galvanized wire nails. Shingles to be spaced sufficiently far apart to allow for swelling and contracting and to prevent cupping up. They are to be laid in even rows, straight and true, and in a hrst class manner. Use tin shingles at intersections of siding and porch and dormer, and valley tin in all valleys, also flash around chimney. When prepared roofing is used, as specified in bill of material. Roofing is to be put on ^with joints well lapped, nailed with large headed nails as furnished with this roofing. All joints to be well cemented. Flooring, Unless otherwise agreed upon the finished floors for both first and second stories are to be first quality of Yellow Pine, to be driven up with close joints and blind nailed at every bearing with 8d casing nails. Floor to be well planed and scraped if necessary, to make smooth and even surface. • Exterior. Place a 1x8 water table around the bottom of the house well nailed with 8d wire nails at every bearing, allowing it to lap over wall sufiiciently to form a perfect water shed. On top of this place a water cap of the size specified in bill of material, before putting on the beveled siding All comer boards, frieze, facia, and belt course to be of the size shown on detail drawings, all to be furnished in No. 1 White Pine stock surfaced on two sides and to be well nailed to the sheathing and put up in first-class workmanlike manner. All exterior mouldings such as crown mould, bed moulding, etc. , must be put in position and well fitted at corners so as to leave the whole in a perfect condition when completed. All to be worked to conform with detail drawings as shown on general plans. Casing nails are to be used for this work. Cornice soflits are to be built up as shown on plans, either out of one piece stock, or where space is wider than 10 inches I No. 1 Southern Pine Ceiling is to be used, the same to be well driven up and laid with close joints and blind nailed. BROKER'S CYCLOPEDIA 257 Porches. All porches to be built up as detailed on plans, and the material to be used is to be of the size shown on the plans and specified in bill of material. Roof girder to be of the proper size as shown on detail drawings and to be put up in first-class workmanhke manner. All porch ceiling and sofiSts to be finished in ix4 No. 1 Southern Pine Ceiling, to be driven up close and blind nailed with fid casing nails. Porch flooring to be as shown on list of material, to have at least J^ inch drop to every foot in depth and to be laid in one piece lengths to cover entire porch and allow for planed nosing. Roof to be covered same as main building and finished in manner shown on plans. Place all columns, newel rails, balusters, etc., as indicated on drawings, all to be well nailed and put in a mechanical manner, and all naijs to be properly set. All lattice work under porches where shown on plans is to be worked out as indicated on the drawings, of the kind of material listed in the material list accompanying the plans. All to be done in a first-class, workmanlike manner and left ready for the painters. Door and Window Frames. All outside door frames to be made of If jambs rabbited to receive the doors and to be finished with lix4>^ outside casing and 1} drip cap. All window frames to be provided with pockets and pulleys for weights, to consist of | inch pulley stile. Ijx4j^ outside casing and If drip cap. All frames to be supplied machined out, but furnished in the knock-down to be put up by the contractor. Care should be taken to see that they are square and well braced before being set. All inside door frames to be made of Jx5| iambs provided with 1 Ji inch O. G. stop, and unless otherwise specified will be of clear grade Yellow Pine stock. Doors. All inside doors to be of the size marked on the plans, and of the style indicated in the detail drawings. All inside doors will be hung by 3J^x3J^ inch Loose Pin Butts and be provided with mortise locks. All 1 %" doors to be provided with 4x4 L. P. Butts. Escutcheons should not be put on the doors until after the paint. Care should be taken to give the lock edge of the door a slight bevel to prevent binding, and if any of them should bind after painting is done, they should be eased before lock is put on. All doors to be provided with rubber-tipped base knobs. Windows. Windows to be of the size and style shown on plans and material list. All check rail windows to be plowed arid bored for weights and to be properly fitted and evenly balanced. If windows are put into frames before the house is plastered, they should be refitted and balanced on weights after the house is dry. Care must be taken that all are well and evenly balanced and work freely in the pulley stiles. Stairs. Unless otherwise specified, the stairs are to be supported on 2x10 carriages carefully shaped to fit the risers and treads. The rough work to be put up and self supporting. If stairs have open strings, the risers and treads are to be membered into the wall string. Treads to be properly nosed and returned at exposed ends and provided with cove underneath. Newel rails and balusters to be of the size and kind shown on detail drawings, all to be put up in first class, workmanlike manner. All stair material, unless otherwise agreed upon, will be supplied in a clear quality of Yellow Pine. If stairs are erected before plastering is done, they must be well covered with boards and papers so as to prevent injury by other mechanics. HARDWARE. All interior hardware will be of the size, style and kind shown on detail plans or in list of material. All doors to be provided with mortise locks. Front door to have night lock. All locks to be put on plumb and true, also all butts, so that the doors will swing freely and not bind. Win- dows to be provided with sash locks and sash lifts, cast iron '.weights and cords. Place coat and hat hooks where directed by owner. Galvanized Iron Work. Put up galvanized iron gutters, eave troughs, down spouts, etc., as shown on plans. Style to be shown on Ust of material accompanying same. All valleys are to be properly protected by valley tin, and to be one continuous piece. PAINTING. Paint to be selected by the owner. All yellow Pine or Georgia Pine finish on the inside to be finished as directed by the owner or finished naturally. First coat is to consist of liquid wood filler to be applied with a brush, after which two coats of best hard oil varnish are to be applied. Smooth and rub the last coat with pumice stone to a dull finish if desired. Outside Painting. As soon as possible after siding the building thoroughly prime all outside work. Before applying this priming coat shellac all knots, pitch, sap stains, etc. The paint to be used is the best grade of mixed paint or white lead and linseed oil as may be directed by the owner. Floor Finish. All Yellow Pine floors should be given a coat of liquid filler, followed by two coats of best floor varnish, aU floors to be left in smooth and polished condition. Paint all sheet metal work with one coat before placing in position and two coats of mineral paint afterwards. 258 THE REAL ESTATE V • PLUMBING AND HEATING. Plumbing and heating specifications are furnished under separate cover, and will be fur- nished complete foS'this house when contract is made. 3. Specifications. FOR A TWO AND ONE HALF STORY FRAME RESIDENCE. GENERAL CONDITIONS. All work shall ba executed in accordance with the laws and ordinances pertaining thereto and according to the drawings and specifications and such explanations and supplemental draw- ings as may become necessary. Figured dimensions, detail drawings and written descriptions shall have preference over small scale drawings. The contractor shall furnish all materials, tools, labor machines, transportations and scaf- folding required to execute the work. The owner will procure the building permit and the contractor the other permits. The General Contractor shall keep the work insured agains loss by fire and policies being made payable to the owner and contractor as their interests may appear. The contractor shall prosecute the work with the utmost dispatch. Each contractor shall be held responsible for the safety and good condition of work and material embraced in his contract, until the completion and final acceptance of the same as an en- tirety, and he must leave his work clean and in an acceptable condition. The contractor shall be held liable for all damages, injury or delay to his own or other bran- ches of work, or injury to neighboring premises, persons, or property of the public, and shall hold the owner harmless from any damages resulting therefrom, whether caused by carelessness, accident or otherwise. If any alterations should be required during the progress of the work the contractor shall proceed with them upon the notice from the architect. Such alterations shall not invalidate the con- tract, but the value approved by the architect shall be added to or deducted from the amount of the contract, and a.iy dispatss regarding such valuation shall be decided by arbitration. Should any doubts arise as to the true meaning of the drawings and specifications, reference shall be made to the architect, whose decision thereon shall be binding on all parties. The owner will have house staked out. EXCAVATION. The cellar is to be excavated under entire house to a depth as shown on plans. All surplus earth to be left on premises and lot to be graded and sodded. ALL THIS WORK TO BE DONE BY OWNER. FOUNDATION WORK. Build cellar walls, foundations for chimneys, cellarways, footings, piers, etc. as shown on plans of the best quality of hill limestone on flat beds of suitable sizes and the best quality of line mortar, using one part of fresh burnt brown or black lime to three parts of clean, sharp sand, well temi)ered with clean water. All work is to be well bonded with through stones. All piers to start on a heavy bed of mortar and all work to be well slushed up throughout, and outside work, hammered work of uniform courses of 5' or 6". Stone work where exposed above grade to have a clean blue surface, free from clay. Walls to be perfectly level at top. Exposed work where exposed above grade to be neatly pointed in cement mortar, colored with a joint. All inside and cellar, laundry walls to be neatly pointed in limed mortar. Chimneys to be built to first floor joist and build in all flues in cellar. Cellar flues to have soot pockets. The inside window jambs and all inside angles are to be built up plumb and hammer dressed Level off properly with cement all cellar window stools. The stone mason is to set all free-stone window sills for all cellar windows. Leave proper djenings for suppUes and drains. ALL FOUNDATION WORK TO BE DONE BY CHIMNEYS. Construct the chimneys of red, hard burnt brick. All brick laid with the best Springfield lime mortar. Turn trimmer arches for all hearths. All fire-places to have segment arches turned over wooden pieces. Brick layer to put on cement copings. PLASTERING. All stud partitions, walls, chimneys, closets and undersides of stairways on first, second and attic stories and over all openings will be lathed with first quality of yellow pine or poplar lath, well seasoned, well nailed and broken jointed every 8th lath, and then plastered two coats of mortar with hard white finish. BROKER'S CYCLOPEDIA 259 All plaster is to be mixed in proper proportions and tempered with clean water. Lime to be freshly burned Springfield lime sand to be clear sharp and thoroughly screened. Hair to be long cattle hair. Plaster of Paris to be of the best kind. Plaster must stand until it is properly tempered before putting on. All plaster must be true and even, plumb and full to floor jambs. Perform all patching and pointing after inside finish is on and leave all walls in perfect condition. Provide sheet iron collars for all smoke inlets. Plasterer must clean out all plaster's dirt when his work is finished and he must furnish his own scaffolding and materials not meritioned in these specifications and all boards and beds re- quired for his work. No plaster to be mixed on floors. PAINTING AND GLA7ING. All glass on first and second floors to be best quality of double strength Pittsburg A. Glass, well sprigged and puttied and all lights of glass left free from paint on completion of the building. Glass in cellar and attic to be single strength. All metal work to have two coats of best metallic paint. All sash to be primed before being glazed. All frames to be primed before being placed in building. Entire house will be finished in yellow pine, to have one coat of filler and two coats of best varnish well flowed on, and well sanded between coats. All outside woodwork is to be primed one coat of yellow ochre and lead mixed in equal parts and to have two coats of best quality of white lead ard oil paint of such colors as may be sel- ected by owner. No wood is to be varnished until it is thoroughly cleaned. All nail holes to be neatly puttied and to match wood work. All finish must be protected and left clean and all oil, paint and varnish spots must be removed from finish. The whole is to be left in the neatest and most workmanlike manner and left in cood con- dition on completion. ROOFING. Entire main roof to be covered with Bangor slate, size of same to be 10*x20" and porches and bay to be covered with tin, same to be painted on undersides before laying. Flash and counter-flash around all chimneys. Secure tin work well to wood work. Ridges to be made of No. 26 galv. iron, corrugated, well soldered together and to be well secured with proper bands and to run into drains. Put copper wire screens in all down spouts. All tin used to Old Process, "Lawson's or Huencfcld's." Roofer to warrant his work for one year. Put tin pans under and tin caps over all windows where directed by superintendent. CEMKNT WORK Entire cellar to have cement floor laid as follows: — Lay cinders 4" thick ai;d ram well, cover with 2]^' of concrete to consist of one part cement to six parts of clean sharp sand and gravel, on top of this lay '.^' of cement to consist of one part of cement to two parts of clean sharp sand, troweled smooth with proper fall to cess pool. Floor to be marked in sections. Build walk from side walk to front of house 3>^ feet wide and 2 feet wide around side of house to rear cellarway and rear porch. Walks to be made as follows: — Dig trenches and fill with 6" cinders thoroughly rmnmed, cover with 3 'le place, how- ever, to begin the letter is on the line below the salutation, and just below the puncutation following the salutation; and in this case the dash is omitted by most writers. A uniform margin should be left on the left hand of each page, from a half inch to a inch in width. And each paragraph should begin uniformly about twice as far from the edge. Leave no margin on the right hand side of the page. 8. The complimentary close. The complimentary close con- sists of some expression of respect or affection; as Respectfully yours, Sincerely yours. Your sincere friend. Your affectionate mother, etc. The first word only, should be capitalized, and a comma should be used at the close. On the preceeding line an ex- pression like the following may be used if desired: With kind regards, I remain. Awaiting your reply, I am, etc. .N^o punctuation follows these expressions. The writer should sign his name in full, especially if writing to a stranger. And a lady should let it appear whether she is a Miss or Mrs. by enclosing the proper title in paren- theses, just preceding her signa- ture. The distinction between a mar- ried woman and a widow, is shown by the former using her husbands given name, and the latter using her own Christian name. The second line of the conclusion should begin further to the right than the first, and if a third is used it should begin further to the right than the second. The letter should be folded with the first page inside. The first line of the super- scription consists of the title and the name of the person addressed. It should be placed, as a rule, about midway between the top and the bottom of the envelope, and equidistant from either end. On long envelopes a great space should be at the left. Each succeeding line should be- gin a little further to the right than the one next above it. The second line consists of the number of th post-oflfice box and the name of the post office, if in the country or a village; and of the house nfmiber and the name of the street, if in the city. The third line gives the county or the city, and the fourth the state, province, or country. If preferred, the superscription may be shortened to three lines by placing the number and street or the county in the lower left hand corner of the envelope. The stamp should be affixed BROKER'S CYCLOPEDIA 285 with care in the upper right-hand corner. In case of all business corres- pondence and important letters, the return address should be placed in the upper left-hand corner of the envelope, with a request to return if not delivered within a certain number of days. 10. A few general Suggestions on letter writing. Never write on a half sheet of paper. Never write in pencil. It is always careless, often rude. Notes of compliment must al- ways be written in the third person. Never write a congratulatory letter upon mourning paper even if you are using it habitually. When sending a letter requiring an answer upon your own business, always enclose a stamp for the reply. A letter of introduction should never be sealed, as the bearer to whom it is given should know its contents. Never write carelessly. You can never be sure that your letter will meet only the eyes for which it is intended. Date every letter clearly and carefully. It is often of the utmost im- portance to know wfien a letter was written. If you make an ill-formed letter, let it alone. You will not improve it by patching, but the endeavor to do do will be distinctly visible in most cases. Use simple, correct language, and avoid all efforts at fine sen- tences or forced smiles. Pure, soimd English is more elegant than quotations in a foreign tongue. Never write an anonymous letter or, even if you are certain you know the author of one received, never answer it. Nothing but silent contempt should meet such cowardly, under- hand epistles. In writing letters: Be live. Be wide-awake. Be well inforriied on the subject with which you are dealing. Nisver forget the demands of courtesy or self respect. Make letter writing a careful study. Take pains with your letters. When your letter is finished read it over carefully. Study its weak points. Then correct them. Try again. Keep on trying. Keep on until you feel certain that you have hit on a style that will bring you business. In your follow up letters : Keep your prospect in touch with you. Write Heart-to-heart Business getting letters. Write Elbow-to-Klbow Business holding letters. Never "beat around the bush." Face the issue squarely. Handle your proposition as be- comes a gentleman. Select your words. Select your sentences. Think right and you'll write right. 286 THE REAL ESTATE Look well to your words. Express yourself correctly. Make your words as good as your bond. Make everj'^ letter you write a letter of credit. 9. Don'ts in Letter writing. Whatever else you may neglect in your preparation for life's work, do not fail to learn what are the requisites of a good letter, for there will be frequent occassions to write letters of business and of friendship. Give special attention to spell- ing and to the use of the pen. Don't flourish. Don't fail to take time and pains to execute the work correctly, and to give to your letter a re- spectable appearance. If mistakes or accidents occur copy and re-copy until your letter shows a commendable degree to respect for the writer and for the person addressed. Avoid the use of the blunder's mark (the caret,) but if you must use it, don't invert it. It's proper place is just beneath the line, with the point upward between the words or letter where the omitted part belongs, and the words or letters to be supplied should be written directly above. Don't fail to make every letter distinct and plain, especially in proper names as there is usually nothing in the nature of such words to aid in determining what the letters are. Don't omit the subjects of your sentences. Don't use the character & for the word "and". Use numerical figures for dates, but don't use them in the body of the letter. Don't display egotism by making too frequent use of the pronoun I, but when you do use it let it be a capital. Don't use a capital without having a good reason for so doing. Let its use be in compliance with some known rule. Don't fill up the whole letter with chat about yourself and your concerns. Show a kindly interest in your friend, and talk about things with which he is connected and which are of especial interest to him. Don't make an attempt at dif- fuseness for fear you will not have enough matter to fill up the sheet. Say what you have to say and then stop. Don't strain. Be simple, easy and natural. Avoid all appearance of effort, far-fetched ornaments, and at- tempts at display; but, on the other hand, don't indulge in affected simplicity. In addressing a person, don't be too familiar; and on the other hand don't be too formal. Don't use fancy paper or colored inks. Provide a good quality of paper, but don't be extravagaut in its use; neither be stingy. Always use one whole sheet, at least. The second page to be left blank and the letter finished on the third page, but never go back and write on the second page. BROKER'S CYCLOPEDIA 287 Don't write in vertical lines. Don't conclude a letter by writ- ing in the margins. Take another sheet, or half sheet. Don't disfigure your letter by the frequent underlining of words to make them emphatic. This is very bad taste. Don't use postal cards, except for matters of business. Don't intrude long preambles and explanations into business letters. Cover all the points, but make them clear, by a few well-chosen words. Don't trust to memory to recall what you write. Keep a copy -of all important letters. Don't pay any attention to anonymous letters. They are not supposed to be worthy of any consideration. Don't mix up things of a gen- eral nature with a letter of con- gratulation. Make such letters, brief, sincere, and to the point. Don't continue to receive letters after you wish the correspondence decrease. Request the writer plainly and decidedly to break off the corres- pondence, then if the letters con- tinue to come, return them un- opened. Don't neglect your friends, but do not waste time and incur ex- pense in foolish, frivolous, or need- less correspondence. Give your address in every letter to which you expect a reply. Avoid stock phrases as; "Beg to advise." "Beg to inquire," "Beg to acknowledge." Don't "beg at all." Don't say "kindly" for "please." Don't write "would say." Don't say "Enclosed herewith." Don't "reply" to a letter. "Answer" it is better. Don't use a big word where a short word will do. "Begin" is better than "com- mence." "Home" is better than "resi- dence." "Buy is better than "purchase." "Live" is better than "reside." "At once" is better than "im- mediately." "Give" is better than "donate." "Start" better than "inaugurate. Never try to be funny. Avoid scarcasm. Cut out superlatives. When writing, as Jones and Company, never use "I" when "we" is correct. When you must make a per- sonal reference use "the writer." Don't write "If I was" when "If I were" is correct. Don't say "we was" when we were is correct. Don't use unnecessary phrases. They are incorrect and cumber- some. 288 THE REAL ESTATE CHAPTER XI. Letters. 1— What is a letter? 2 — What is a business letter' 3 — How to write the "Right Kind" of a letter. 4 — How to write a Business letter. 5 — How to write a vSales letter. 6 — How to write a Collection letter. 7 — How to write a Complaint letter. 8 — How to write a letter of "Appli- cation." 9 — How to write a letter of "Recom- mendation." 10 — How to write a letter of "Apology." 11 — How to write a letter of "Advice." 12 — How to write a letter of "Con- dolence." 13 — How to write a letter requesting a "Favor." 11 — How to write a letter of "Congrat- ulation." 15 — How to write a letter of "Intro- duction." 16 — "Don'ts" in writing Business letters. 1 . What is a Letter? A letter is a representative. A letter properly written is a skillful salesman. A letter properly written can take the place of a diplomat. A letter v/ill link you and capital together. A letter can sell. Anything a male can sell the mail can sell. The right kind of a letter will do the work of years in months — months in days. A paying letter is written salesmanship. To write a letter that will sell, you must know the underlying principles of selling. Know how to apply them. Know how to disseminate them. A correct letter represents con- versation at a distance. When talking to a customer through a letter. Do it kindly. Do it friendly. 2. Business Letters. There are two kinds of business letters. (1) Paper, ink and formality. (2) Logical, human appeal at- tracts the eye, pulls, sways and convinces. Number one (1) is the product of carelessness. Number two (2) is conscientious creation. Fill your letters with enthu- siasm. Fill your letters with magnetism. Make them talk. Make them stand out. Make them dominate the readers daily mail. Words are the key in writing letters as well as in advertising. 3. Right Kind of Letters. The right kind of a letter does BROKER'S CYCLOPEDIA 289 what a personal representative can do. . The right kind of a letter sells goods. The right kind of a letter collects money. The right kind of a letter adjusts complaints. The right kind of a letter carries on business. The right kind of a letter is advantageous. The right kind of a letter saves heavy traveling expenses. The right kind of a letter saves hotel bills. The right kind of a letter follows up persistently. The right kind of a letter makes no false representations. The right kind of a letter makes no verbal promises. The right kind of a letter must be employed intelligently. The right kind of a letter must be the product of analytical thought. The right kind of a letter must contain arguments to convince. The right kind of a letter must be planned logically. The right kind of a letter paints a mental picture. The right kind of a letter must contain real inducement. Study your letters. Study every letter that goes out over your name. 4. How to Write a Busi= ness Letter. A business letter is simply talk- ing to your man on paper. (1) Compel attention. (2) Arouse an interest. (3) Argument — proof - con- viction. (4) Persuasion. (i)) Inducement. (6) Closing climax and clincher. Picture the article you want to sell. Picture its use. Picture its advantages. Picture it vividly. Give a definite idea. Picture by suggestions. Every business letter should be written on business stationery. A copy should be kept of every business letter that leaves the office. . In writing a business letter be honest. Be frank. Be straight - forward, above board, guileless. From the date-line at the top of your letter to the stenographer's hieroglyphics at the bottom, let every word, phrase, sentence and paragraph impress your reader as being wholly and unreservedly "on the level." The letter without an induce- ment leaves a loop-hole for pro- crastination, which often proves to be a thief of countless sales. All that is necessary in your letter to get a quick response is the proper inducement. In every letter you write give each proposition ycur best. Finish it. And then forget it. Make your letters talk. Put things straight from the shoulder. Make your letters pull. Be natural. Be live. Be original. The man who can write a letter 290 THE REAL ESTATE that does what another man must make a personal call to do, is the greatest, most independent power in the modem business world. Write personal business letters. Write just as you would talk if you were to meet them on the street or in their office or in their homes. Personal letters, (the right kind) will bring you new business. Personal letters (the right kind) will hold old customers. Write heart-to-heart letters. Write letters that show you- have a strong personal interest in 3-our customers. ' Write letters that talk. Throw away the old shop-worn types of the customary style. Begin your letter in an easy, natural conversational manner. Always have something to write about. Think hard the best way to write it. Write just as though you were talking. Think about the party you are writing to. Think about what you are going to say. Write your letter in a manner that you feel certain will please and interest your customer. Put your customers interest to the front. Keep yourself in the background. Introduce your proposition grace fully. Introduce your proposition in a friendly style. Avoid meaningless sentences. Get right into the heart of your proposition. Make your points. Tell them briefly. • • Tell them vividly. Tell them connectedly. Close your letter politely. Close your letter pleasantly. Bring your customer as close to you in your letter as if he were sitting at your elbow. 4. A Successful Business Letter. Every successful business letter must be built. Every successful business letter must win its own audience. Every successful business letter must talk face to face with its prospect. Every successful business letter leads the prospect gradually. Every successful business letter leads the prospect tactfully. Every sentence in a successful business letter should have a reason for being there. Every successful business letter has a definite route. Every successful business letter has a definite end. Every successful business letter is prepared with as much care as an important speech. 5. Sales Letter. Every successful sales letter is based upon the same principles as salesmanship. (1) You must win attention in the opening of your letter. Say something that will prompt yotu" reader to read on farther in the letter. (2) Pictiu-e the proposition in his mind by giving a complete description and explanation. (8) State strong arguments BROKER'S CYCLOPEDIA 291 that will create a desire. Tell of its value — tell the advantages. (4) Persuade the reader to your way of thinking. Show him that he needs what you have to sell. Above all persuade him that he needs it now. (5) Give good inducements. (6) Prompt him to act at once, which clinches the sale. 6. Collection Letters. A collection letter is another form of salesmanship on paper. A collection letter simply sells the settlement of an account. A collection letter consists largely of persuasion. A collection letter should contain a striking climax. Don't resort to threats or sev- erity in a collection letter. Your willingness to be reason- able will get you money. Threats rhake you wait. Arouse the spirit of fairness. 7. Complaint Letters. A complaint letter is selling satisfaction. Customers worth having are worth satisfying. Back talk only aggravates. Genuine complaint letters can be traced to two sources : 1 — Real grievances. 2 — Misunderstandings. Answer promptly. Take the complaint seriously. Look at the trouble through the complainants eyes. Don't argue. Explain. In an.swering a complaint letter, talk to him just as if he were in your office. Picture your customer sitting in your office. Then talk to him. 8. Letters of Application. Merchants, manufacturers and others in need of "Help" often use the columns of newspapers a- nonymously, rather than give pub- licity to their wants, and thus be * annoyed by an army of personal applicants. Such advertising brings the ad- vertiser hundreds of letters from writers of all grades, age and de- grees of qualification, and although the advertiser may have stated explicitly the age and require- ments of the person wanted, prob- ably one-half will send in their application who possess none of these qualifications, and as but one of the many applicants can secure the vacant position, the writer should bear in mind that the advertiser will examine these letters in every business way,' all '' letters written on scraps of paper, foolscap or soiled paper will be thrown at once into the waste basket without perusal. The letters containing mis- spelled words, errors in grammar, interlineations and erasures will be noted, the penmanship arid style scanned, and quite a correct estimate of the character and competency of the applicant will be formed from the application. 9. Letters of Recomenda= tion. Recommendations are those in which the writer, for the purpose of promoting the interest, happi- ness, or benefit of another, com- 292 THE REAL ESTATE mends, or favorably represents his character and abilities. They should be given judici- (jusly, and only when necessary. A lavish and indiscriminate use of them all will make them totally valueless, and will seriously injure the writer's own character as a business man, and make him, to a certain extent, responsible for the character and conduct of another person; hence great care should be exercised in giving them. Never recommend an unworthy person. It may be hard to refuse a testimonial, but it is dishonorable to give a false one. Recommendations may be spec- ial or general. A letter of recommendation ad- dressed to some particular person like an ordinary letter, is special; when not limited as to person or occasion it is general. 10. Letters of Apology. I^etters of apology or excuse, to be of any value, should be written as promptly as may be. Such letters are not very pleas- ant, as they are called forth by some neglect or imprdpriet)'- of the writer, but if written frankly, and gracefully expressed, will seldom fail to carry their object. Any tardiness on your part will imply that your letter is sent un- willingly, or betray a second neg- lect as had at the first. If you are- apologizing for an unintentional slight or broken en- gagement, state the reasons for your conduct, and express your regret sincerely. Letters of apology should not be too stiff or formal, or it will appear a forced reparation; while a hearty expressed note will make your desire to atone apparent. Any exaggeration in language will prove as bad, as it will appear often insulting. A happy medium' of graceful sincerity is best. If every engagement is met promptly, and every obligation discharged when due, the necessity for an apology is avoided. 1 1 . Advisory Letters. Letters of advice should not be written unless by request, or an absolute necessity for them; for even if they are eai-nestly solicited they are very apt to prove dis- agreeable, and often will give of- fense, though they may be written with the best motives. They should be w^ritten with perfect frankness, as sincerity, and singleness of purpose will often carry their own conviction. Avoid all affectation of super- iority, or in giving your opinion do not endeavor to make it law, or be offended in your advice is disre- garded; your friend may have counselors besides yourself, a cir- cumstance unknown to you, to guide his course. Never offer advice after a folly has been committed; it will be a waste of words. Sympathy of reproof may be given if it will benefit; or if the desire of the writer is to prevent a repetition of the error, then a few judicious words, pointing out the preventives, may be productive of good. Never let your letter of advice BROKER'S CYCLOPEDIA 293 be written from selfishness, nor motives of interest dictate it. Let an honest desire promote your friend's welfare and interest actuate you. Such letters must be used jud- iciously and sparingly. 12. Letters of Condolence. Letters of condolence or sym- pathy are the most difficult and important of any which friend- ship or affection can dictate. At no time is an omission or slight more deeply felt or hard to forgive than when affliction is calling for sympathy. The letter should not be too long, but earnest and sincere. Do not tmderrate or make light of your friend's misfortune. If it is a loss of worldly goods speak cheerfully and hopefully of the future, but admit that there is a cause for sorrow. Great care should be taken not to hint that the sorrow is partly caused by the neglect or error on the part of your friend. It is insulting and wounding in the greatest degree. 13. Letters of Favor. A letter requesting a favor is not easy to write. They should be worded as simply and plainly as possible. Do not urge your claims too strongly, lest your request savor of begging; but you may let them see that 5'^ou fully appreciate that the compliance will4De a favor. A letter conferring a favor should be worded to lessen as much as possible the sense of the obligation. A letter offering a favor should carefully avoid implying that there is any obligation conferred. A genial, pleasant style should be adopted. Letters declining favors should be kindly worded, and lessen as much as possible in manner their disagreeable matter. If possible, state your reasons for refusing, and express your regret at being unable to give a more favorable reply. A letter acknowledging a favor should be most cordial and frank. Be careful and not let your correspondent suspect that you feel any obligation, or even hint at a future service on your part. If an opportunity should arise to return the kindness, hasten to do so. 14. Letters of Congratu- lation. Congratulatory letters are those written to a friend who has ex- perienced some good fortune, suc- cess, prosperity or great joy. Such letters should be full of lively sentiment and heart)'^ ex- pressions of pleasure and good will, and should be free from all admixture of envy or foreboding. Let your friend see that you sincerely rejoice at his good fortune and are willing to sympathize to the fullest extent. If you. have a painful subject to communicate concerning yourself or any one else, or any advice to give, and you must send it, never send it in a letter of congratulation. Send it by a separate letter, even if it has to go by the same mail. 294 THE REAL ESTATE While it is your desire to make your expressions of pleasure and good will hearty and cheerful, great care should be taken that you do not use exaggerated ex- pressions of joy, as they have an air of insincerity and should all therefore be avoided. To sum up all in a word; feel right and write as you feel. Let your congratulations be of- fered as soon as possible after the occasions that call them forth. If they are delayed they are totally valueless. 15. Introductory Letters. Letters of introduction are those which a person introduces a friend who is absent. There are two kinds, Social and Business. Letters of introduction should always b.e as short and concise as possible. The utmost brevity is impor- tant. If you wish to send any infor- mation to your friends about their visitor, send it in a separate letter. Letters of introduction should never be given except to persons well known to the person intro- ducing them, and addressed to those only who have had a long- standing friendship for the writer. A letter of introduction should not, unless circumstances make it absolutely unavoidable, be deliver- ed in person. It should be sent with the card of the person introduced to the person to whom it is addressed. • The person receiving it should then call at once or send a written invitation to his house, and the person introduced may then call in person. Letters of introduction to and from business men, for business purposes, may be delivered by the bearer in person and etiquette does not require the receiver to entertain the person introduced as the private friend of the writer. Such letters should mention the errand and business of the party introduced, and if the party has been known but a short time, mention should be made by whom he was introduced to the writer. Letters introducing professional artists may contain a few words expressive of the pleasure con- ferred by the talent or skill of the person introduced. There is no rtile of etiquette prescribing the exact amount of attention required to be shown to whom it is addressed, but as a rule, the most generous hospi- tality and courtesy it is possible to give, should be extended to your friend's friend. It is a compliment to both the bearer and the writer of the letter. La Fontaine says: "A letter of introduction is a draft at sight, and you must cash it." Letters of introduction should bear upon the envelope the name and address of the party intro- duced, written in the lower left- hand corner, thus — J. T. Green, 49 Pennsylvania Ave., Allegheny City, Pa Introducing John K. Cuthberson, Letters of introduction are very useful to travelers or those BROKER'S CYCLOPEDIA 295 about to change their place of residence. Care, however, should be es- pecially taken in the latter case to present persons to each other only who will be mutually agreeable, as it v.'ill prove no friendly act to force upon a friend a life-long ac- quaintance, perhaps, with uncon- genial persons. In traveling it is impossible to have too many letters of intro- duction. They occupy very little room in a trunk, and will prove invaluable when you are a stranger in a strange place. 16. "DONTS." Special Suggestions. Don't reproduce a 22 story building on your letter head when you occupy but one room in the building. Don't intimate that you have several departments in your office when but one. Dates in the World's Progress. First jury 907. Pins made 1450. Needles used 1545. Matches made 1829. First cast iron 1544. First newspaper 1494. Coal used as fuel 1834. Surnames used 1162. First gold coin B. C. 206. Tobacco introduced 1583. First steam railroad 1830. First postage stamps 1840. Kerosene introduced 1826. I^ead pencils used in 1594. Window glass used in 604. A perfect business letter repre- sents a conversation at a distance. One grain of politeness often saves a ton of correction. Be just as polite in what you say in your letters as if you were talk- ing personally to your customer. Be frank in your letters. Say exactly what you mean and no more. Don't use the following phrases: "We would say." "We would state." "We beg to say." "We beg to inform you." "Enclosed herewith." "At the present time." "We beg to acknowledge re- ceipt." "Enclosed please find." "Allow us to explain." "Permit us to advise you." "We have your favor of 24th, contents of which have been care- fully noted." Electric light invented 1874. Iron found in America 1815. First insurance, marine 533. First American Express 1521. First wheeled carriages 1859. First illuminating gas in 1792. , Latin ceased to be spoken 580. Musical notes introduced 1338. Bible translated into Saxon 637. Gunpowder used by Chinese 80. Bible translated into Gothic 872. Photographs first produced 1802. Old testament finished B.C. 430- Emancipation proclamation 1863. Paper made by Chinese B.C. 220. Bible translated into English 1534. 296 THE REAL ESTATE CHAPTER XII. Words and Phrases Commonly Used in the Real Estate Business and Their Meaning. ABvSTRACT OF TITLE: The history of the ownership of the title to a particular piece of land. ABSOLUTE INDORSEMENT : An indorsement binding the in- dorser to pay when notified that the prior parties have failed to do so. ACKNOWLEDGEMENT: A statement made to an officer or court by a party to a deed or other instrument that he signed and de- livered it. ABQUITTANCE; A written re- lease of a debt not under seal. ACRE: 4,840 square yards of land, 160 square rods. ACREAGE: A measurement of land by the acre. ACCOUNT: The record of any business transaction. ACCRUED DIVIDEND: The increment accumulating at any time before a regular dividend payment. ACTUAL ASSETS: Money; property of certain value. ACCEPTANCE: When the drawer of a draft writes the word "accepted" across its face, with date and signature, it is his agree- ment of acceptance. ACCEPTANCE SUPRA- PRO- TEST: An acceptance of a draft by a third party after protest, to save the honor of the drawer or some endorser. ACCOMMODATION NOTE: A note given to one without a con- sideration for the purpose of en- abling him to raise money. ACCRUED INTEREvST: The current interest due on interest- bearing paper, but not payable till the time fixed in the paper. ACTUARY: A Managing or Computing officer of an insurance Company. ADVENTURE: A venture or speculation. ADVICE: A letter or telegram conveying mercantile information. ADJUSTMENT BOND: A bond issued to secure money, as for improvements. AD J UvSTMENT MORTGAGE : 1. A mortgage usually covering improvements. 2. A second mort- gage. ADEMPTION: Any act of the maker of a will, which revokes a legacy therein under given. ADJACENT: Adjoining, bor- dering. ADMINISTRATOR DE BONIS NOW: On'e appointed in the place of an administrator who has died or been removed. BROKER'S CYCLOPEDIA 297 ADVANCES: Moneys paid by an agent to a principal before he has a right to claim the same. ADVERSE POSSESSION: Oc- cupying land under a claim of title, hostile to another claim of title. AFFIDAVIT: A sworn state- ment, made before a competent official. AFFIX: To annex, to attach. AGENCY: The business of a factor or. agent, AGENT: A substitute, a dep- uty, a factor. AGRARIAN: Relating to fields or grounds. AGRARIANISM: Equal div- ision of land. AGREEMENT: Concord stip- ulation, compact. AIR-SHAFT: A passage for air. ALIENATION: The transfer of the absolute ownership of prop- erty from one person to another. ALLEY: A narrow walk in a garden, a passage. ALLODIUM: Land held by absolute right. ALLONGE: Paper pasted to a note to receive endorsements when the back of the note is full. ALLOTMENT: I. Share or portion. 2. In under writing, the amount assigned a member qr subscriber. ANCESTOR: One from whom property is derived by descent. ANNUITY: A sum of money agreed to be paid yearly for rent. ANTEDATED: Paper dated ahead of its real time. APPRAISE: To set a price upon. APPRAISEMENT: Setting a value on property or goods. APPRAISAL: Official valua- tion. . APPORTIONMENT: A div- ision among several owners, ac- cording to their respective rights, as of a month's rent between the former owner, and one who be- comes such during the month. A P P U R'TE NTA N C E: Something as incident belonging to something else as principal, as a right to reach a farm over another's land. AQUEDUCT: An artificial channel for water. ARBITRATE: To give judg- ment. - ARBITRATION: Determine ing by persons mutually chosen by disputants. ARBITRATOR: An umpire, a judge. ARENA: An open space of ground. ARPENT : An acre of ground. ARREARS: That which re- mains unpaid. ARRHA : Earnest money. (Latin.) ARTESIAN WELL: A well sunk through an impervious strat- um, such as clay, into a water- bearing one which rises to the surface at a level higher than the mouth of the well and has another impervious stratum beneath it. ASSESSMENT: A demand upon stockholders for a specified sum per share of stock. ASSETS: Total worth of property, as of a person, ASSIGNMENT: A written transfer of the ownership of per- sonal or real property or any 298 THE REAL ESTATE interest therein. ASSIGN: To allot, to make over to another. ASSIGNEE: One to whom property is assigned. ASSIGNOR: One who assigns. ASSOCIATION: An organ- ization for a common object. ATTACHMENT: Taking and holding of goods by legal process; also the writ. ATTACH: To seize. ATTORN: To become the tenant of a new landlord of the same property. ATTORNMENT: The act of becoming the tenant of the pur- chaser of property leased. AUCTION: Public sale of property. AUCTIONEER: One who sells by auction. AUDIT: To verify accounts by examination of entries and vouchers. AUTHORITY: Legal power, influence. AVAL: Guaranty; indorse- ment. AWARD: The decision of an arbitrator, referee or umpire. AWAY-GOING-CROP: A crop which will ripen after the lease expires, to which a tenant has a right. BACKING: Indorsement. B,\LE: Market form of raw cotton, usually 555 pounds. BALLOONING: Inflating a stock value. (Colloquial.) BANK NOTE: The demand note issued by a bank as money. BANKRUPT: An insolvent person or corporation. BANKRUPTCY: Inability to pay debts, insolvency. BARTER: To trade by ex- change of commodities, instead of money. BARGAIN : To make contract, to agree, BEAR : One who seeks to lower market prices: BEARING THE MARKET: Working to force prices down. BEQUEATH: To make a leg- acy. BEQUEST: A legacy. BETTERMENTS: Improve- ments made to an estate. BID : An ofifer to give a certain price. BIDDER: One who bids or offers. BILL: A written statement of articles vSold. BILL OF EXCHANGE: The set (usually) of drafts drawn from foreign purposes. Domestic or in- land bills of exchange (usually two) are drawn between remote parts of the same country. BILL OK LADING: A trans- portation company's negotiable receipt for goods delivered for shipment. BILL OF SALE: A written instrument by means of which title to goods and chattels is con- veyed. BISECT: To divide into two parts. BLANKET MORTGAGE: A general mortgage. BLIND POOL: A money pool to be use at the manager's dis- cretion. BLOCK: A bunch or lump of shares of stock, and bought or sold in such bunch, lump or block. BLOW-OUT: A spreading out-crop. BROKER'S CYCLOPEDIA 299 BOARD OF TRADE: 1. An organization formed to promote mercantile or commercial interests. 2. An exchange or trading organ- ization the members of which con- duct large speculative operations. BODY-CORPORATE: A cor- poration. BONA-FIDE: In good faith. BOND: A sealed instrument binding the maker to do not or to do what is specified in it; also a certificate of ownership issued to a holder of a mentioned part of the secured indebtedness of a corpor- ation. BONDED: Goods deposited in a bonded warehouse till withdrawn on payment of duties, are said to be in bond, or bonded. BONDED WAREHOUvSE: The government, or private, bonded warehouse in which goods are stored upon entry till withdrawn on payment of the duty. BONUS: The premium or ex- tra sum paid on a loan. BOROUGH: An incorporated town, that is not a city. BORROW: To ask or to re- ceive as a loan. BOUNDARY: A limit, a bound termination. BOXDRAIN: An underground drain. BOOM: Sudden inflation of values and rush of business. BOTTOMRY BOND : The lien on a vessel to secure money advanced to its master. BRAND: Class or kind of goods; one's trade-mark. BRANCH BANK: A bank under the control and supervision of a larger bank; not permitted under the national bank act. BREACH: The violation of a contract or duty. BREACH OF TRUvST: Any violation of duty committed by a trustee with respect to his trust. BRIEF: A concise written or printed statement of the argu- ments in detail, including a list of precedents, which counsel submits to the court upon the questions to be decided in lawsuit. BROKER: An agent for an- other in the buying and selling of articles of property on commission. BROKERAGE: A broker's fees; also, his business. B UCKET SHOP : The illegal or covert place where bits are made on fluctuations of stocks and other securities. BUDGET: A collection, a financial statement. BULL: One who manipulates the market for higher prices; op- posite of bear. BULLION: Gold or silver in bars. BULLING THE MARKET: Working to make prices higher. BUYER FOUR, TEN, TWEN- TY, etc. Bought for delivery on any day demanded by the. buyer within. the number of days speci- fied (-1-10-20-etc.) on one day's notice to the seller. BY-LAWS: The rules of a corporation for the government of itself, its officers and agents. CALLED BOND: A bond is- sued with the privilege of redemp- tion after a certain time, interest to cease on such call. CALL: Right to buy at an agreed time and price, CALL LOANS: Loans of money made to be paid at the 300 THE REAL ESTATE call of the lender. C A^XEI, : To make void. CAPTAIN OF INDUSTRY: A leader in the creation and de- velopement of important indus- tries in the United States. CAPITAL: Money or property invested in business. CASHIER: The bank officer who has charge of the cash. CASH ASSETS: Assets in money or readily convertible into money. CATS AND DOGS: Worthless securities. (Colloquial) CAUSE OF ACTION: A right to sue. CENTAL: One hundred pounds avoirdupois. CENTIME: A hundredth part of a franc, or one-fifth of a cent. CERTIFICATE: A testimony in writing. CERTIFY: To attest, to verify. CERTIORARI: A writ issuing from a superior court to remove a cause from an inferior one. CESTUI QUE USE: The beneficiary of a use. (see use) , CESTUI QUE TRUST: (Sat- wee-ker trust:) The beneficiary of a trust. CHAMPERTY: A bargain to pay for legal services by giving a portion of the property recovered by suit. CHANCERY : A court of equity. CHARTER: A grant of land, or of a special privilege. CHATTEL: Any item of property that is not realty. CHATTEL MORTGAGE: A mortgage on chattels or person- ality. CHATTEL-REAL: In Now Vork, the term applied by statute to a lease. CHOSE IN ACTION: A right to bring suit for damages or money. C. C. F. Initials of "charges, insurance and freight." CIPHER: Private arrange- ment of words, letters or characters by means of which persons can communicate by letter, telegraph, etc., briefly and without exposure. CIRCULATION: 1. Money in use. 2. Notes issued by nat- ional banks. CLEAR: To make a vessel ready for sailing. To settle bal- ances in a clearing house. CLEARING: A tract of land cleared of wood. CLEARANCE: Grant of leave for a vessel to sail issued by the port authorities. CLEARING HOUSE: An organization of banks in money centers which settles daily the balances of its members, by the use of certificates. CLEARINGS: The amount of checks and drafts exchanged be- tween the banks as a clearing house. CLOSE CORPORATION: A company, the stock of which is held by a few persons and is not on the market. C. O. D.: Initials of "collect on delivery." COIN: Metallic currency. COLLATERAL: The security placed in pledge when money is borrowed. COLLATERAL LOAN: A loan on paper secured by a pledged security. COLLATERAL NOTE: A BROKER'S CYCLOPEDIA 301 promissory note secured by a pledge. COLLECTION CHARGE: A charge for collectmg out-of-town paper. COLLATERAL RELATIVES: Descendants from a common an- cestor but not from one another, as brothers and sisters, uncle and nephew. COLLUSION: An agreement between several persons to defraud another. COMBINE: A common term equivalent to "trust" in its of- fensive sense. COMMERCE: Trade inter- change ; largely significant to traffic between different countries. COMMERCIAL PAPER: Busi- ness paper of negotiable quality. COMMISSION: The per cent, or amount charged by brokers or agents for buying and selling stocks or commodities. COMMITMENT: The act of giving an order to buy or sell. COMMON STOCK: Ordinary shares of a corporation, second in place to preferred stock. COMMUNITY OF INTER- EST: Joint ownership or control for the maintenance of harmonious relations. COMPENSATORY DAMAGES An amount adjusted equivalent to a sustained loss. CONSIGN : To send goods to a Consignee. The sender is a con- signor. . CONSIGNEE: The one to whom goods are sent. CONSIGNMENT: Goods ship- ped or forwarded by one person to another. CONvSOLIDATED M O R T - GAGE: A mortgage replacing two or more mortgages previously made. CONSTRUCTION ACCOUNT: The account showing the amount of building and equipment invest- ment, as of a railroad. CONTROLLING COMPANY : One owning control though not operating another company. CONTRA: Against, or on the other side. CONVERSION: Exchange of a bond for its equivalent in stock of the same Company. CONCESSION: A grant. CONDITIONAL LIMITATION: A term used where an estate is to end upon a certain event, and where the ownership then goes to another of his heirs. CONDITION PRECEDENT: Something which according to a deed, a statute, or an agreement, must happen to be done before an estate or a right is acquired, or before a party is bound to per- form. CONDITION SUBSEQUENT: Something which according to a deed, a statute, or an agreement must happen to defeat an existing right or to cut off an estate. CONFlvSCATE: To seize pri- vate property, transferred to the public treasury as forfeit. CONSANGUINITY: . The re- lationship existing between the descendants of a common ancestor. CONTINGENT ESTATE: An estate in remainder which is to come into existence only upon the occurrence of something uncertain, as the birth of a male heir. CONTRACT: Any written or spoken agreement. 302 THE REAL ESTATE CONVEYANCE: The transfer of title to land, a deed. COPARTNERSHIP: Partner- ship.. COPARCENARY: A term applied to an estate which two or more: persons inherit. CORPOREAL PROPERTY: A tangible property, like land and goods, which does not consist of a mere right, like an easement in light and air. CORNER: The withholding of a commodity from the market, in order to create an appearance of scarcity and raise price. CORPORATION: A body of men duly authorized by law to act as an individual. COSTS: The sums of money which the law awards to a success- ful party in a suit as part compen- sation for his legal expenses. COSTS IN EQUITY: The sums not fixed by statute which courts of equity grant as com- pensation for legal expense or service. CREDIT: Business integrity; selling not for cash; an amount due. CREDITOR: The one to whom a debt is due. COUPON: The detachable form showing the amount of in- terest due at a certain date, being negotiable the same as a check. COUNTER- AFFIDAVIT: An affidavit made to be used in answer to one already made. .COVER: To buy for the pur- pose of making good short con- tracts. COVENANT: A contract under seal. CUMULATIVE STOCK: Pre- ferred stock bearing a dividend, which if not paid regularly, ac- cumulates, and must be paid before a dividend on common stock. CUJR.RENT ASSETS: Such assets as change from day to day. CURRENT LIABILITIES: Liabilities changeable daily. CURBSTONE MARKET: The outside or sidewalk market for stocks, conducted by speculators. CURRENCY: That which is current as money. DAMAGES: The sums of money recoi^erable in a suit to recompense a party for his loss or injury. . DAMAGES FEASANT: The injury done by the animals of one person upon the land of another. DATING: Extension of credit beyond the ostensible term by placing the date ahead. DEAL: A timber merchant's name for a piece of timber nine to eleven inches wide and three inches thick, with edges sawn true. DEAD ASSETS: Unproductive assets. DEBENTURE: A bond which in terms pledges property for the repayment of the amount of the bond and interest. DEBIT: Amount due. To charge up a debt. DEBTOR: One who owes. DECLARATION OF TRUST; A statement of a person that he holds the title to property as trustee for another, a writing containing such a statement. DECREE: A judgment of a court of equity. DECRETAL ORDERS: Ap- plied to certain classes of orders BRO KER' S CYCLOPEDIA 303 in equity which are of the nature of judgments. DEED : A ' settled instrument. DEED POLE: A deed poll is a sealed agreement or grant, made and signed by one party, and not signed by the other. It differs from an indenture which refers to "party of the first part" and "party of the second part" in that it reads "I, F. L. M. do agree," etc. DEFAULT: Failure to pay. DEFERRED BOND: A bond the interest of which is put off for a certain period. DEFRAUD: To, deprive by fraud, • DEFRAY: To bear the charge, to pay. DEMISE: A deed granting an estate in lands. A lease. DEMONSTRATIVE LEGACY: A legacy to be paid out of a specific fund. DEMURRAGE: Charge for delay or detention of cars and vessels beyond usual time. • DEPOSIT: Amount in bank; to place money in bank. DEPONENT: One who makes a statement under oath or aftirm- ation. DEPOSITION: The written testimony of a deponent. DEPRECIATE: To under value, to disparage. DEPRECIATION: Decrease of value. DESIGNATIO PERSONAE: The description of the parties to a contract. DEVASTAVIT: The waste of an estate by an executor, admin- istrator, or trustee. DEVISAVIT VEL NON: A question as to the validity of a will raised in court. DEVISE: A gift of real estate made in a will. DEVISEE: One to whom real estate is given by a will. DEVISOR: The maker of a will. DIES NON: A day on which no legal business can be done, as Sunday. DIFFERENTIAL RATE: In transportation, a lower rate to the same or competing points. DIRECT LIABILITIES: De- termined, undisputable obligations. DISCOUNT: Deduction made upon an account, debt, demand or upon a bill or note not due. DISPOSSESS: To deprive, to put out of possession. DISSEISIN: The depriving of an owner of his land under a claim oi title. DISTRAIN: To take the prop- erty of another as a pledge. DISHONOR: Refusal to ac- cept a draft or to pay a written obligation. DIVIDEND: A share paid to creditors, profits of a bank or stock company. DONATIO MORTIS CAUSA: A gift of personal property made during what is supposed by the giver to be his last sickness, to take eflect in case of death result- ing from any sickness. DOWER RIGHTS: One-third interest in a husband's real estate. DRAWBACK: A rebate al- lowed on freight rates. A refund of duties allowed on the export of manufacturers made from duty- paid articles. DRAUGHTSMAN: One who 304 THE REAL ESTATE draws pleadings, plans, maps or other drawing. DUN: To persistently press a debtor for payment. D UPLICATE : A second origin- al paper. DUTY: The tariff or tax on imported goods. EARNEvST MONEY: A sum of money paid at the time a bar- gain or sale is made to bind the parties to it. EFFECTS; One's personal property. 5:MBEZZLEMENT: Fraud- ulent appropriation of money to one's own use. EMPOWER: To authorize, to enable. EMPTOR: A buyer. ENDOW : To settle an income upon, to furnish with money or its equivalent. ENTAIL: A fee that can de- scend only to the issue or certain classes of issue, instead of to all the heirs. ENTANGLE: To involve, to confuse, to entrap. ENTRY: Qualification of a ship to land its cargo. To make record of. EQUIPMENT BOND: One of a series of bonds given for money to equip a railroad with rolling stock. EQUITY: The difference be- tween the value of encumbered property and the incumbrance standing against it. EQUITABLE ESTATE; The estate of a beneficiary in trust property. EQUITABLE MORTGAGE: A lien created by equity and treated as a mortgage. EQUITY OF MAINTENANCE: A wife's equity of maintenance; is a married woman' right to have in a court of equity a certain por- tion of the property; which she brought to her husband upon her marriage, set apart for her support under special circumstances. EQUITY OF REDEMPTION:' The right of a mortgagor in his property over and above the mort- gage. EvSCHEAT: To be forfeited by failure of heirs to hold the same. ESTATE: May mean either real or personal property or both. ESTATE PER AUTRE VIE: An estate for the life of another. ESTOVERS: The right which, a farm tenant has to take wood for fuel, fence's, and other agri- cultural purposes. EVICTION: Depriving a per- son of his lands or tenants. EVOKE: To call or summon forth. EXCHANGE: 1. The payment of an obligation in one place by the transfer of credit from another place. 2. A draft. 3. A place where purchases and sales are made. EXCAVATE: To hollow, to dig out and remove, as earth. EX-CONTRACTU: From con- tract. EXCISF^: Commodity tax within a country. EX-DIVIDEND : Ex-dividend- ed stock is that which is sold with- out the dividend, it having been retained by the seller. EXECUTOR: The one whom a testator appoints in his will to execute it. EXECUTION : A writ delivered BROKER'S CYCLOPEDIA 305 to a sheriff to enforce a judgment. EXECUTE: To sign, seal, and deliver, a deed or other instrument. EXECUTED: Performed, vest- ed. EXECUTORY: Having or exercising authority. EXEMPT: To grant im- munity, to excuse, free by priv- ilege. EXEMPUCATION: A perfect cop}'^ of a record or office book lawfully kept. EX-OFFICIO: By virtue of the office. EXPARTE: Of the one part, one side. EXPARTE MATERNA: On the mother's side. EXPARTE PATERNA: On the father's side. EXPECTANCY: An estate which a party will or may become the owner of, at some future time. EXPERIMENT: To try, to search out by trial, a trial proof, test. EXPERT : One who has skill experience or extensive knowledge. EX POST FACTO : After the fact. Expost facto law, a statute which applies to something done before it was passed. EXPORTvS : Commodities sent out of a country, EX-STORE :^ ^^/hen a buyer buys goods in stock agreeing to pay all expenses of delivery, he buys, "ex-store," out of store. EXTENSION: Giving more time for the payment of a debt. EXTENSIVE: Having great extent, wide, large. FACE VALUE: The amount written on the face of commercial paper. FAIL : To be come insolvent. FAILURE: Omission, in- solvency. FALSE PRETENCES: Ob- taining property through false- hood. FARM LET: To lease. FEE: A bribe, a reward for services, a tenure. FEE SIMPLE: An estate of inheritance of land. FEE SIMPLE ABSOLUTE: The largest possible estate in land. FEE TAIL: An inheritable estate which descends to a certain class of heirs only. FIAT MONEY: Money by decree of the government. FIERI FACIAS: A common- law execution. FINANCE: To furnish the money to start an enterprise. FINANCES: Moneyed means of a person or corporation. FINANCIER : A manager and manipulator of finances. FINAL DECREE: The judg- ment of a court of equity which ends the suit. FINISH: To complete, to put an end to. FINANCE COMMITTEE: A board directing monetary affairs. FINANCIAL STATEMENT: A balance sheet. FIRM: A partnership. FIRST MORTGAGE : A mort- gage that must be satisfied before all others. FISCAL YEARS: The twelve months considered a year in fin- ancial operations, that of the United States government ending on June 30. FLAT: Stopks are sold"flat" 306 THE REAL ESTATE when the accrued interest is not considered. FLOTSAM: Shipwrecked or overboard goods which float on the surface. FLYER: A turn or chance in speculation. FOOT: The basis of anything twelve inches, F. O. B. Initials for "free on board." FORECLOSE: To sue out a mortgage whose conditions have been broken. FOREIGN EXCHANGE: Drafts drawn on foreign money centres. FORCED LOAN: A loan made to conform to the requirements in hand, as that of a bank which has paid an overdraft afterwards not covered. FOREIGN CORPORATION: A corporation of another state or nation. FORFEIT: To lease by some breach of condition, a forfeiture, a mulct, FRANCHISE: A special pri- vilege granted to an individual by a legislature, as a charter, a right to carry on a ferry, toll bridge etc, FREE: To exempt, to clear, unrestrained, FREEHOLD: Any estate in fee or life estate, all other estates are leaseholds. FRONTAGE: The fore part of a building or lot, FUNCTUS OFFICIO: Per- formed its purpose, like a note that has been paid. FULL AGE : The age of twenty- one. FULL STOCK: Stock at the face value of J^IOO. FUNDED: Gathered into a permanent interest-bearing loan, FUTURES: Contracts to sell for future delivery. GAIN: To obtain, profit, bene- fit, to acquire. GARNISHMENT: A notice to the debtor of a defendent in a suit not to pay him where an attachment is issued. GENERAL MORTGAGE: A blanket mortgage. GENERAL ASSIGNMENT: An assignment of all of a debtor's property, for the benefit of his creditors. GOLD BOND : A bond payable only in gold, principal and interest. GOLD POINT: That period in the buying and selling of foreign exchange when it permits the importation or exportation of gold. GOLD RESERVE: The fund in gold, $150,000,000, set aside in the United States Treasury for the redemption of greenbacks. GOOD WILL: The trading or money-making advantage of an establishment over and above all its own resources, GOVERNMENT DEPOSI- TORY: A national bank desig- nated to receive government de- posits. GRANGER ROADS: Western railroads, especially those carry- ing farm products. GROSS: Not net. The total ■without tare allowance. GROSS EARNINGS: Total earnings. GROUND RENT: Rent paid for land without buildings, GUARANTEED BOND: A bond issued by one company and BROKER'S CYCLOPEDIA 307 having the principal and interest guaranteed by another. GUARANTEED STOCK: A stock issued by one Company and guaranteed by another. GUARANTEE: A warrant or assurance of payment or perform- ance. GUARANTOR: A sort of surety. This word i^ sometimes erroneously used for warrantor. GUARDIAN AD LITEM: A guardian appointed to take care of the interests of an infant party to a lawsuit. HABENDUM: The second part of a a formal deed, which describes the extent of the estate granted. HALF-STOCK: Stock the par value of which is $50. HEARING: A trial in equity, or before a referee. HECTARE: A French land measure equivalent to nearly two and one-half acres. HEDGE: To buy "long" in one market and sell "short" in another, in order to avert a loss. HEIR: One who takes real property from an interstate. HEIRESS: A female heir. HEIR APPARENT: One who will certainly be the heir, if he outlives the owner of real property. HEIRLOOM: Any chattel which descends to the heir with the inheritance. HEIR PRESUMPTIVE: One who will be the heir if no nearer heir to be born. HEREDITAMENTS: Any property capable of being inherited. HIGH-ROAD: A public road or passage. HIGHWAY: A public road, street, or passage. HOLDING COMPANY: Same as securities company. HONOR : To accept and pay a draft. HYPOTHECATION: Deposit- ing collateral security for a loan. ILLEGAL: Contrary to law, unlawful. IMPLEADED: To be sued with another. IMPORTS : To bring goods into a country. IMPOST : Import tax on goods. INALIENABLE: Not trans- ferable. INCHOATE: Not completed. INCIDENT : Some minor thing connected with a principal thing. INCOME: Revenue, profit, rent, receipts, salary. INCORPOREAL: Not cof- poreal, incorporeal rights are such as do not consist of the ownership of things, as a right to cross an- other's land, patent rights, etc. INCUMBRANCE: A land hin- drance, a legal claim on an estate. INDEBTED: Being in debt, obliged to. INDEMNITY: A compensation for loss, damages, or injury. INDENTURE: To bind by indentures, a covenant, or written contract. INDORSE: To write one's name on the back of a paper, to sanction. INDORSEE: One to whom a bill, etc., is endorsed. INDORSEMENT: Any writing on back of an instrument or paper INDUCEMENT: A consider- ation. 308 THE REAL EST A T E INDUE: To invest, to furnish with, to endow. IND USTRI AL STOCK : Stock of a manufacturing company. INFRINGE: To break as laws or contract, to encroach. INFRINGMENT: A violation, a breach. IN J UNCTION : A court process requiring the performance or stop- page of an act. IN SIGHT: The quantity or amount of commodities of any kind which are available for the markets. INSOLVENT: Unable to pay one's liabilities. INSTALLMENT: Separate payable part of a debt. INSPECTION: The exam- ination of property or anything. INTEREST. Premium for loan of money. INTERESSE TERMINA: An interest in a term of lease. INTER PARTES: Between two or more parties. INTERVENOR: One who comes into a suit upon his own application. I NTESTAC Y : Without leaving a will. INTESTATE: A person who has died without have made a will. INVEST: To put money into, to surround. INVESTIGATE: To search out, to inquire into. INVESTIGATION: Research, inquiry. INVEvSTlGATOR: One who closely examines a subject. INVESTITURE: The giving legal possession, covering. INVESTMENT: Capital laid out to produce profit. INVESTOR: One who invests money for interest or profit. INVENTORY: List of assets or goods, showing kind and es- timated value. INVESTMENT: Buying to hold not for speculation. INVOICE: A seller's list of goods sold and their prices for the use of the buyer. INVESTMENT SECURITIES: Stocks, bonds, or the like, con- sidered as safe and desirable as regards dividends. IRRIGATE: To cause water to flow over land. I. O. U. A memorandum of a debt. IRON-CLAD NOTE: A col- lateral note. IRREDEEMABLE CURREN- CY: Fiat money. IRISH DIVIDEND: Face- tious expression for an assessment. JOBBER: The intermediary buyer and seller between manu- facturers and retailers. JOBLOT: A mixed, low-priced assortment of goods sold generally by the lump. JOINT BOND: A bond on which two or more parties are bound, as in certain railroad is- sues. JOINT MORTGAGE: A mort- gage issued jointly by two or more parties. JOINT-STOCK COMPANY: A company having its capital stock divided into shares of equal a- mount. JOINTURE: An estate in land owned by husband and wife jointly. BROKER'S CYCLOPEDIA 309 JUDGMENT NOTE: A prom- issory note bearing a warrant of attorney authorizing the entry of a judgment without process a- gainst the maker in case of non- payment. J UD I CI AL : A sale ofifered to be made BY A COURT, and made by an officer authorized by law for that purpose. JUNK: Cats and dogs. (Collo- quial.) JUS ACCRESCENDI: The right of a survivor to take the whole of joint property. JUS DISPONENDI : The right of disposing. KIN : Relationship by blood or marriage, relatives. KITING: The incurring of a fresh obligation to discharge an old one, as by exchanging checks with a confederate. KNOCKED DOWN: Sold at the price bid, sale of goods auction- ed. LACHES: Delay in seeking a legal or equitable right. LAND LOCK: To inclose or encompass by land. LANDLORD: One who owns laud, and rents or leases land, or houses, hotelkeeper. LAND GRANT BOND: A bond issued under a land grant mortgage. LAND GRANT MORTGAGE: A mortgage on a grant of land, for the insurance of bonds. LAPSED LEGACY: A legacy which fails to take effect because the legatee dies before the time arrives when it was to become his. LEASE: A written conveyance of property for a specified time up- ou rental. LEASED LINE: A railroad held by another subject to a lease. LEASEHOLDER: A tenant under a lease. LEGACY: A gift of money or personal property in a will or testament. LEGAL: Permitted or author- ized by law. LEGALIZE: To make legal or lawful. LEGAL TENDER: That kind of money which by statue cannot be objected to, when offered in payment of debts. LEGATEE: One to whom a gift of personal property is made by will or testament. LEND: To grant on condition of return, or repayment. LESSEE: One to whom a lease is given. I/ESSOR: One who grants a lease to another. LET: To permit, to lease. LETTER OF ADMINISTRA- TION: The written evidence of the authority of an administrator, issued by a probate-judge or court. LEVIABLE: That may be levied or assessed. LEVY: To raise, to collect, to impose, act of raising money or men, the quantity, amount or nimiber raised. LIABILITIES: Debts. LICENSE : A permission to go upon the land of another, an authority from the government to do an act which otherwise would be unlawful. LIEN: A right in the property of another as security for a debt. LIVE TENANT: The owner of an estate in lands for life. 310 THE REAL ESTATE LIMIT: To confine within certain bounds, bound, border. LIMITED LIABILITY: Re- sponsibility of stockholders for company debts only to the amount of stock held; indicated by the word "Limited" in the title. LINEAL DESCENDANTS: Re- latives descending from one an- other, as grandfather, father, son. LIQUIDATE: To clear, to adjust as an account. LIQUIDATION: Ascertain- ing and closing out of indebt- edness. In a speculative sense the selling out of property previous- ly bought. LIQUID ASSETS: Assets in or readily convertible into cash. LISTED STOCKS: vStocks in- cluded ill the list of those admitted to dealings at an exchange. LITIGATION: A judicial con- test, a lawsuit. LOAM: Kind of rich soil, a mixture of sand, clay, etc., used for large castings. LONG: One who has bought for a rise. LOWLANDS: Country that is low or marshy. MAIN: The principal pike leading to or from a reservoir. MALAFIDE: In bad faith. MANAGE: To conduct, to govern, to continue. |« MANDATE: A judicial order, directed to an officer of the law. MANIFEST: Itemized list of a ship's cargo. MARGIN: Difference between what a speculator advances for a stock and its true value. Also, the money or security given to a broker to protect contracts. MARKED CHECK: A check bearing a private mark without which it is not valid. MARSH: A bog, a watery tract of land. MATERNAL PROPERTY:— Property which comes from the mother, or her side of the family. MATURITY: Arrival of the time of payment of commercial paper. MERGER: A trust. MESNE PROFITS: Rents re- coverable in an ejectment suit for the period of the wrongful withholding of the land. MESNE PROCESS: All the writs in a suit between the first and the last, MESNE TENANT: A tenant who sublets. MESSUAGE: The dwelling- house, yard, garden and out- buildings. METES AND BOUNDS: The boundary lines, points and angles of a piece of land. IfMETROPOLIS: The chief city of a country. MINOR: Less, subordinate, one less than twenty-one years of age. MINORITY: The smaller number, under age. MIvSMANAGE: To manage or administer wrongly. I MISMANAGEMENT : Bad management. MITIGATION: That which reduces the damages, or partly excuses the offence. MONOPOLY: Power of deal- ing to the exclusion of all others. MORTGAGE: A defeasible deed given to secure a debt. It becomes void on payment of the debt. The one who mortgages, BROKER'S CYCLOPEDIA 311 his property is called the mort- gagor; the party to whom it is given the mortgagee. MORTGAGEE : One to whom a mortgage is given. MORTGAGOR : One who gives a mortgage. MULTIFARIOUSNESS: The uniting in one bill of complaint, matters which properly form the subject of two equity suits. • MUTATIS MUTS' ANDI The necessary changes being taken in account. M UNCI PAL BOND: A bond issued by a borough, town or city having a self governing charter of incorporation. NEGOTIATE: To transfer a business, to treat with. NEGOTIATOR: One who treats with others. NEGOTIABLE: An agreement which can be transferred by simple delivery like a bank note, or by endorsement is called negotiable. NEGOTIABLE I N - S T R U M E N T: Any paper that may be transferred by assign- ment, indorsement or delivery. NET: 1. Clear of all expense, as earnings. 2. Not subject to any deduction, as a price. NET CASH: Immediate pay- ment; payment on the delivery of the goods. NOLLE Pl^OSEQU I : An entry on the record of the abandonment of a crimial or civil suit. NOMINAL DAMAGES: Gen- erally six cents, NOML\AL ASSETS: All as- sets, particularly those of doubtful value. NON-ASSENTED STOCK OR BONDS: Stock or bonds held by parties refusing to deposit their securities on a readjustment of the affairs of a corporation, NON-ASSESSABLE STOCK: Stock not to be assessed. NON-CUM U LATI V E STOCK : Stock on which no passed dividend has to be made good; opposed to cumulative stock. NO PROTEST: Not to be protested if not paid. NOTARY PUBLIC: An officer whose functions is to administer oaths, take acknowledgements, protest notes, etc. NOTICE: To note, to heed, to attend to, observation, NOTIFY: To declare, to make known, NOVATIONT: An agreement whereby B, the debtor of A, becomes the debtor of C in place of A, a debtor of C, NUDUM PACTUM: A con- tract not binding because without consideration, NUDE CONTRACT: A con- tract without a consideration. NULL: Void, of no force, useless. NULLIFICATION: Act of rendering void, and of no effect. NULLIFY: To annul, to make void. OATH: A solemn affirmation or promise. OBLIGATION : Engagement, bond, binding power of a promise, contract, etc. , OBLIGEE: One who is bound by contract. OBLIGOR: One who binds himself by contract. OBLIGATORY BOND: Any bond having the interest at a fixed rate paj-able at designated intervals, - 312 THE REAL EST A TE OCCUPANT: One who is in the actual possession of a thing. OFFER: To bid, to tender, a proposal, a price bidden, OFFSET: A perpendicular let fall from the main line to the fence or extremity of an enclosure. O. K: Stands for "oil korrect." A common way for marking paper as correct. OPEN POLICY: A policy in which the interest of the insured is not stated, OPERATING COMPANY: The company carrying on a road, the ownership of which rests else where. OPPORTUNITY: Fit time, or place, occasion. OPPOSE: To act against, to hinder, to resist. OPTION : An agreement bind- ing upon the party giving the option, and upon the other party only on his election to take the benefit of it. OPTIONAL BOND:. A bond that may be retired by the issuer at a designated earlier date. ORDINANCE: A law of a city corporation. OUvSTER: Dispossession, ejec- tion. OUTLAWED : A debt unpaid after the statute of limitation has begun to run. OVERCAPITALI- ZATION : Capitalization for an amount not warranted by the profits. OVERCERTIFICATION: The certification of a check by an officer of a bank, the drawer not having sufficient funds to cover it. OVERDRAFT: A check drawn on a bank not having sufficient funds to the credit of the drawer. OVERHEAD PRICE: A price covering cost and all charges. OVERIvSSUE: Issue of stock beyond that authorized. OVERLYING MORTGAGE: A mortgage subsequent in claim to another mortgage. OVERDRAWN: To draw a check for more than the drawer's deposit in bank. OVERDUE: Past time of payment, or arrival. OVERT: Open, public, ap- parent. OVERRATE: To rate or value too highly. OVERVALUE: To rate at too high a price, to value excess- ively. OVERISSUE : Issuing of stock beyond the amount of authorized capital. OWELTY OF PARTITION: The money upon the partition of land among co-owners to equalize the value of their shares. PACE: A linear measure of uncertain extent, to measure by steps. ■ PAID-UP STOCK : Stock paid for in full. PAPER PROFITS: Probable profits from transaction not closed. PAR: Face value. PARENT COMPANY : A company from which other com- panies derive authority. PARITY: .A. price (of a stock) equivalent or equal to the price of the same stock quoted on a different basis. PAR LIST: A list issued by a bank to correspondents or cus- tomers, giving a list of cities and BROKER'S CYCLOPEDIA 313 towns, the checks of which will not be charged exchange. PARTIAL PAYMENT: Pay- ment of part of a debt. PARTNER: A business as- sociate. PASSED DIVIDEND: A dividend that a corporation has failed to declare. PAROL CONTRACTS: Con- tracts made by word of the mouth or in writing not under seal. PARTICULAR ESTATE: An estate carved out of a larger estate as in the case of a life estate and a remainder, the life estate is the particular estate. PARTICULAR LIEN: One on the property upon which work was done or money loaned, as distinguished from a general lien which is one upon any property of the hirer or borrower. PARTY- WALL: A common wall separating two tenements. PARTIPATING BOND: A bond sharing in a distribution of profits as well as guaranteed in- terest. PASSING A DIVIDEND: Fail- ure to make a regular dividend. PASSIVE BOND: A non- interest bearing bond having .some other benefit attached. PEGGED A stubborn or glutted market. PERSONALITY: A property that is not real estate. PENALTY: A sum of money fixed by a statute as a punishment for its violations. PENDENTE LITE: While the suit lasts. PERMIT: To grant, a written permission. PERPETUATION OF TES- TIMONY: A means for securing the testimony of witnesses who might die before a suit was brought, and a party in possession of prop- erty might thereby lose his right for the want of such evidence when sued. PIT: The part of an exchange in which brokers trade on their individual account. PLAIN BOND : A bond having no mortgage or collateral security and without a .sinking fund pro- vision. PLANT : The permanent ap- pliances necessary to conduct any business. PLEAS IN ABATEMENT: A defence which, if true, will end a 5uit. POINT: A raise or fall of a stock equal to a dollar a share. POOL: Stock or money paid in by a combination to accomplish a certain purpose. POST DATE : A date after the real day. POvSTHUMOUS: Born after a parent's death. POWER: An authority to act, an authority to deal with real estate as an owner. POWER OF ALIENATION : A right to dispose of real estate. POUND: The english gold sovereign is the equivalent of a sterling pound ($4,86.) POWER OF ATTORNEY: A duly acknowledged instrument authorizing one party to act for another. PREFERRED vSTOCK: vStock which must receive a dividend and participate in a distribution of assets before common stock. PREMIUM: The amount of 314 THE RE A L EST ATE excess over the par value. 2. The sum paid by a policy-holder for insurance. PRExMISES: House and lands. PRKSUMPTION: That which is considered true until the con- trary is proved. PRIVIES: Successors in in- terest or ownership. PRIVITY: Mutual or suc- cessive relationship. PRIVATE COMPANY: A close corporation. (English.) PROMOTER'S STOCK: Stock issued to one interested in the pro- motion of a company, for services rendered. PROPRIETARY COMPANY: A controlling company. PROTEST WAIVED: With- out necessity of protest (to in- dorser.) PROXY: A person authorized to represent another; also, the instrument granting such authority. PROMOTERS: Those whose business is to organize companies. PRO RATA: Proportionate and equitable division. PROTEST: A notary's act and notice showing non-acceptance or non-payment of negotiable paper in time, and that endorsers are held responsible for payment. PROPERTY: May mean either real or personal property or both. PROTHONOTARY: An of- ficial who keeps a record of no- taries appointed for his county and certifies to their acts. PUR AUTRE: During the life of another. PURVIEW: That which is contained within a statute. PUT: A contract by which one person, in consideration of money paid to another, acquires the privilege of selling or deliver- ing to the latter within a certain time some designated article at a stipulated price. PYRAMIDING: Using profits to enlarge operations. QUALIFIED INDORSEMENT: An indorsement without recourse. QUARRY: A place from which stone is obtained. QUASI CORPORATION: A body of persons which has some of the legal peculiarities of a cor- poration. QUINTAL: In the metric sys- tem 22().4G lbs. avoirdupois; other- wise 100 or 112 pounds, according to scale. QUORUM: The number of persons required to be present at a meeting before business can be transacted. QUOTA: A rate, share, or proportion. QUARANTINE: Place where a vessel is stopped to be examined for and cleared of infectious dis- eases. Also, the stopping of such vessel. QUARTER: Fourth of 100 oi 112 pounds; also a fourth of a ton or the {equivalent of eight bushels of wheat. RATE: To estimate, to value, proportion, price tax. REAL ACTION: Any action relating to real estate. REAL PROPERTY: Land and things pertaining to land. REBATE: Return of part of what has been paid. RECEIPT: To give a written acknowledgement, act of receiving. RECITAL: The statement of something past, in contracts re- BROKER'S CYCLOPEDIA 315 citals are generally put after the word "whereas." RECORD: To register any- thing, to enroll. RECOUP: To reimburse, to regain that lost. RECOUPMENT: A right to a reduction of damages, a counter claim for money. REDENDUM: Any reservation out of the estate granted. REDEMPTION: Benefit of equity in mortgaged premises. REFEREE: An arbitrator; in New York, a person appointed by a court to try a case, to take evidence, or to perform some other duty for a court. REFERENCE: An examina- tion, a proceeding, or a trial before a referee. REFUND: To pay what is received, to restore. REGISTER: To record, to enroll. REGISTERED BOND: Gov- ernment bonds payable only to a registered owner. REGISTERED COUPON BOND: A bond bearing coupons payable to bearer, but itself pay- able only to owner. REGISTERED vSTOCK: Stock recorded in the company oooks and transferable only by surrender of the stock-certificate, not by indorsement. (English.) REGISTRAR: The keeper of the records of transfeis of secur- ities, verifying the signatures of registered owners. RELEASE: To set at liberty, to dismiss, acquitance from a debt. REMAINDER: An estate in land, being the entire ownership left after a life estate or anv greater estate less than an absolute fee simple. REMAINDER-MAN: The own- er of a remainder. REMITTANCE: Money or other value sent. RENEWAL: Giving of a new note in place of one whose time has run out. RENOVATE: To make new, to renew. RENT: To take by lease, to let to a tenant. RENUNCIATION: To sitrren- der of a right, as the right to act as an executor. REPLEVIN: Recovery by writ of goods wrongfully taken. REORGANIZATION: Com^ pulsory financial reconstruction. RESOURCES: The collective amount of cash and property equivalent to cash. RESTRICTIVE INDORSE- MENT: .\n indorsement so word- ed as to qualify further negotia- bility. RESCISSION: Cancellation,- annulment. RESIDUARY DEVISE: In a will a gift of all the property not otherwise disposed of. RESULTING TRUST: A trust created by law as in favor of a party who paid for property taken in the name of another. REVERSION : The estate will come to a party or his heirs after a lesser estate which he has grant- ed ceases. REVERSIONER: The owner of a reversion. REVOCATION: The recalling of an authority given to an agent or attorney or the canceling of a grant of an instrument. 316 THE REAL ESTATE RIGHT: The privilege to sub- scribe (a certain amount) to an issue of a security. 2. In under- writing, an allotment or accepted subscription. RIPARIAN OWNERS: They who own land along a stream. SALTING: Strewing a mine with good ore in order to deceive. SALVAGE: Money paid for saving property in danger of loss at sea. SATISFACTION PIECE: A formal receipt given upon the payment of a mortgage or a judgment. SCALPER : A trader in options; an irregular seller of tickets. Scalp- ing is buying and selling stocks at small profit or loss. SCRIP: 1. A certificate for a fraction of a share of stock, usually exchangeable for shares when presented in sufficient quan- tities. 2. United states paper currency of less than #1.00 de- nomination, not now issued. SCHEDULE: A list of goods and prices. SEASONED SECURITIES: Stocks or bonds having an estab- lished value. SEARCH : The examination in a public office for liens or incum- brances upon property or the deeds, mortgages, etc. SEARCH WARRANT: A warrant issued to an ofBcer to search a house for property alleged to have been stolen. SECURITIES COMPANY: A company owning the securities of other companies and depending for its income upon the income derived from such securities. SECURITY: Safety, confidence, pledge, bail. SEISIN: The right of possess- ion with the ownership of a free- hold state. SEIZURE: The act of taking by a sheriff, constable, or marshal of the property of a debtor to satisfy a judgment against him. SEIGNIORAGE: Difference between the bullion and face value of coin. SEWAGE: The water, etc., flowing in sewers. SEWER: A pasage to convey water, filth, etc., under ground. SEWER AG E : The drain age of a city or town by means of sewers. SEQUESTRATION: The tak- ing possession of the property qf a party to compel performance of some act or to satisfy a judgment. SERIAL BONDS: Bonds re- deemable in specified installments. SET-OFE: A claim which cancels or sets off all or part of a counter claim. SHORT: One who is "a short" who sells what he has not, and does not intend to deliver until he afterwards buys i t. SHORT MARKET: A market in which contracts to deliver are in excess of the supply. SILVER CERTIFICATES: Government non-legal tender cer- tificates, passing as money, issued against treasury silver dollars. SINGLE NAME PAPER: Un- indorsed paper. SINKING FUND: A fund to which are added certain amounts cf money at specified times to close off a debt. SINKING-FUND BOND: A bond to be paid by a sinking fund. BROKER'S CYCLOPEDIA 317 SINKING FUND MORT- GAGE: A mortgage to be paid by a sinking fund. SO r, VENT : Able to meet one's liabilities. SOVEREIGN: See pound. SPECULATE: To buy or sell with the hope or ambition to make profit. SPOT CASH : Cash on delivery of goods. SPECIAL AID BOND : A bond issued by a government or munici- pality to faciliate a beneficial en- terprise. SPHINX: An Egyptian image, with the face of a virgin and the body of a lion. SLOW ASSETS: Property not to be quickly turned into cash. STALE CHECK: A check not presented for a considerable time. STIPULATION: A clause in an agreement; an agreement be- tween opposite attorneys or parties in a suit. STE RLING EXCHANGE : Draft or bill of exchange drawn on London, STOCK: Company or corpor- ation certificates to the effect that the person mentioned in it is a registered member of the company and entitled to participate in its powers and profits. STOCK EXCHANGE: A cor- poration organized for the purpose of buying and selling stocks, etc. STORAGE: The charge for keeping goods in store. STRADDLE: To buy in one market for future delivery and sale in another. SURETY : One who signs with the principal of an instrument as a guarantee of faithful perfor- mance. SUB-COMPANY : A subsi- diary company. SUBSIDIARY COMPANY: A company, the stock of which is owned or controlled by another company. SUBURB: A town in the vicinity of a city. SUBURBAN: Being in or re- lating to the suburbs. SUBROGATION: The transfer to a surety who has paid the debt of his principal of the property which the creditor held as extra security for the debt. SUITE: A set of rooms. SUSPENSION OF THE POW- ER OF ALIENATION: When the power to convey an absolute fee simple estate in land does not exist in a living person. SURVEY: To inspect, to meas- ure and estimate. SURPLUS: Profit remaining after deductions are made. SYNDICATE: A number of capitalists uniting to finance and carry out some plan or scheme. TARIFF: Duty on goods im- ported or exported. TAX: To assess, to charge, a rate of duty on income or property. TAX BOND : A state bond re- ceivable for taxes, TP^NANT: One who rents anything from another. TENANT BY SUFFERANCE: A tenant who is tolerated in pos- session of the property after his lease has expired, TENEMENTS; Any property which can be held. TENURE : The mode by which a person holds a lease. 318 THE REAL ESTATE TERM: Any limited time. TITLE: The ownership of property. TIME LOAN : Money borrowed for a specified period. TONNAGE: A ship's capacity; extent of cargo. TONTINE: An endowment life insurance policy which entitles the holder to participate pro rata in the premiums on lapsed policies paid in during the endowment period. TOWN: Any collection of houses larger than a village. TOWNSHIP: District belong- ing to a town. TRACT: Quantity of land. TRANSACT : To carry through , to perform. TRANSFER: To make over, to convey. TRANSCRIPT: A copy of an original entry or writing. TRADE DISCOUNT: A usual per cent, reduction on the price of goods sold by merchants. TRADE MARK: A registered design used on his goods or labels by a manufacturer. TRADE SALES: Specially ap- pointed sales by particular classes of dealers . TRESPASS: Any act of one person which injures the person or property of another. TRUST: A right of property on one person for the benefit of another. TRUST MORTGAGE: A mortgage made to a trustee for the benefit of creditor or lender, or of several independent bond-hold- ers. Railroad bonds are generally secured. TRUSTEE PROCESS: A proceeding to reach property of a debtor in the hands of a thirdperson. TRUNK HANDS: Main or through lines of railway, especially those from the Atlantic to the central and far West. TRUST: In its perverted sense, a combination of similar interests for the purpose of re- straining production, checking competition, and selfishly advanc- ing prices. TURNPIKE ROAD: A public road for the right Lo travel over which toll is collected. UNDERWRITER: One who issues insurance, especially marine. UNDERLYING MORTGAGE: A prior mortgage. UNDERTAKING: A promise; an agreement made in a suit by sureties to pay a certain sum of money in case a party on whose behalf it is given, is unsuccessful in the suit. UNILATERAL CONTRACT : An agreement in which one party only agrees to do something. UNLIQUIDATED DAMAGES: Damages, the amount of which are to be ascertained. UNFUNDED DEBT: A float- ing debt. USE: A kind of a trust estate in land. USE AND OCCUPATION: The enjoyment of the possession of the property of another as a tenant without any amount of rent being stated, in which case the law fixes it at a reasonable sum. USUFRUCT: A right to enjoy a privilege in the property of an- other. USURY: Interest beyond the legal rate. BROKER'S CYCLOPEDIA 319 VACANT: VACATE: Empty, void, free. To quit possession of. VALl D : Of binding force. V.\LUE: To rate at a certain price; to appraise, equivalent, es- timation. VALUED POLICY: A policy of insurance in which is stated the value which has been set upon the thing insured. VENDOR: A seller. VERIFIED : Sworn or affirmed to. VESTED : Where the right to ownership of anything has become perfect. VOID: To evacuate, to leave, vacant, empty, ineffectual, null. VOLUNTARY CONVEYANCE: A transfer of an estate without an adequate consideration. VOUCHER: Any receipt or paper which is held to show and establish the fact of a transaction. WAREHOUSE: Storage place for commodities. WAREHOUSE RECEIPT: The receipt given by a warehouse when goods are stored therein. Their assignment passes title to the goods. WATERED STOCK: When capital stock is increased without increase of assets. WORKING CAPITAL: Money necessary for operating expenses. WHARFAGE: Charge for the use of a wharf. WITHOUT RECOURvSE: When an endorser writes "without re- course" over his signature it re- lieves him of responsibility. WAIVER : Letting a right go. WASTE: Damage to an estate caused through the wrongful act or neglect of a tenant or the party in possession. WIDOW'S GUARANTEE: The forty days after the death of her husband during which a widow has a right to reside in their man- sion. WITHOUT RESERVE: A phrase iised at public auctions, meaning that the property will be sold at that time to the highest bidder. WITHOUT IMPEACHMENT OF WASTE: A phrase which means that a tenant is not to be held responsible for any waste except such as wantonly causes. YA RD : A small inclosed ground around, or in front of a house; a measure, 3 feet. ZIRCONIA: An infusible mineral consisting of Oxide of Zirconium and silicic acid. It is used for the mantels of incan- descent gas burners. Thousand=Dollar Illustration. Income, $1,000 Expenditure, $9.99.99=Happiness. Income, 1,000 Expenditure, l,000.99-=Misery. Income, 1,000 Expenditure, l,000.00=Gay time. 320 THE REAL ESTATE CHAPTER XIII. insurance. 1 — What is Insurance? 2 — What is Fire Insurance? 3 — ^What is Life Insurance? 4 — How^Premiums^are graded. 5 — Effect on conceahnent- 6 — Form of Policies. 7 — Payment. 8— Suicide. 9 — Notice of death. 10 — What is Casuality Insurance? 11 — What is Accident Insurance? 12 — What is Fidelity Insurance? 13 — What is Credit Insurance? 14 — What is Title Insurance? 15 — What is Plate Glass Insurance? 16 — What is Elevator Insurance? 17 — What is Steam Boiler Insurance? 18 — What is Marine Insurance? 19— Effect of fraud. 20— Warranty. 21 — Losses. 22 — Hints on soliciting Fire Insurance. 23 — Advertising Phrases for selling Fire Insurance. 24 — ^A Fire Insurance Advertisement, "NEVER OUT" INSURANCE INSURANCE is a contract whereby for a stipulated consideration one party undertakes to compensate the other for loss on a particular subject for a specified peril. The party agreeing to make the compensation is called the insurer, or the underwriter, the other party to the contract being the insured. The written contract is called the policy, and the event insured against, the risk. 2. Fire Insurance. Fire insurance is a contract by the insurer to idenmify the owner or person having interest in the property insured for loss or damage by fire during a specified period. A policy of fire insurance may be open or valued. By the former, the amount of liability is left to be deter- mined according to the actual loss. By the latter, a certain valuation is fixed above which the insurer is not Hable for loss. In the absence of statute or charter provision, the policy may be in any form; but to avoid looseness and ambiguity, statutes in some jurisdictions have prescribed the use of a standard policy. 3. Life Insurance. A Hfe insurance contract is, in its simplest form, an agreement upon .the part of the insurer to pay a specific n R O K E R 'S C Y C LP P E D I A , 321^ sum of money upon the death of a certain person, called the insured, to a specific person called the beneficiary. The consideration paid by the insured is called the premium, and is generally a certain amount payable annually or montlhy. The agreement may take the form of what is termed an endowment insurance, whereby the insured, after paying the premium for a given number of years, will receive a certain sum of money, or if he dies before the expiration of the period, the amount of the policy will go to the beneficiary. The beneficiary, instead of being a specific person, may be the estate of the insured. 4. Premiums. The premiums on life insurance are gained according to the age of the risk. The person insured must undergo a physical examination, as only healthy persons are insured. The amounts of the premiums are determined by average results computed upon the length of life of a large number of persons carefully arranged and tabulated. These results so arranged are called "mortuary tables." 5. Effect of Concealment. The contract of life insurance, like that of fire insurance, requires the exercise of good faith between the parties, but to avoid the poHcy the concealment of a material fact not made the subject of an express inquiry must be intentional. A material misrepresentation invalidates a policy. 6. Form of Policies. There is no standard form of life insurance policy, and the forms of the different companies vary materially. It is customary to have the poHcy provide that the ap- plication be made a part of the contract, thereby making the statements in the application express warranties. So a denial that one is affected with a disease avoids, the policy if untrue. The application often requires as to what other insurance is carried, and a deceptive statement on this point is fatal to the policy. So also a statement as to age is material and the answer must be correct. 322 THE REAL ESTATE 7. Payment. The conditions of the pohcy as to payment of premiums must be strictly compHed with or the poHcy fails, sickness or other inabihty to pay being no valid excuse. 8. Suicide. If the policy contains no express stipulation to the con- trary, the insurance is liable on a policy if the party insured commits suicide, in case a third party is the beneficiary. If the insured is the beneficiary, the rule will be other- wise. The policy frequently contains a clause exempting the company from liability if the insured commits suicide. 9. Notice of Death. In life insurance the company generally requires im- mediate notice of death and due proof that the person insured is dead. 10. Casualty Insurance. Casualty insurance is an indemnity against loss resulting from bodily injury or the destruction of certain kinds of property. It may be accident insurance, which is an indemnity against personal injury by accident, or it may be one of the numerous classes of insurance that have sprung up within the past few years, granting indemnity against almost every conceivable form of catastrophe. Among these special forms of casualty insurance may be mentioned plate glass, boiler, tornado, employer's liabiHty, fidelity, credit, and title insurance. 1 1 . Accident Insurance. Accident insurance is a branch of life insurance, the latter insuring against death by any cause, while the former insures against death or injury caused by accident. This class of insurance usually provides a certain pay- ment in the case of accidental death, a weekly indemnity for either permanent of total disability by reason of accident and a fixed sum for such permanent injury as the loss of one or both of the hands, feet, or eyes. An accident in this sense is an unforeseen event which results in injury to one's person.. 12. Fidelity Insurance. Fidelity or guaranty insurance is a contract by which BR KE R' S C Y C LP P E D I A 323 an employer is insured against loss by the fraud or dishonesty of an employee. Fidelity insurance companies also issue bonds guaran- teeing the faithful performance of contracts, as those executed by persons holding places of trust. 13. Credit Insurance. Credit insurance protects merchants and tradesmen from loss through the insolvency or dishonesty of their customers. For a certain premium the insurance company guaran- teed the merchant against bad debts. The merchants must usually bear a certain small per cent, and all losess over that amount are paid by the insurance company. 14. Title Insurance. Title insurance is a guaranty to the owner of real prop- erty that his title is clear. It is an insurance against defects in the title to the prop- erty insured, and in case of loss by reason of liens or incum- brances prior to the interest of the insured, the company indemnifies him. 15. Plate Glass Insurance. Plate glass insurance is another branch of casuality insurance frequently employed, the premium being based upon the cost price of the windows. 16. Elevator Insurance. Elevator insurance consists of a contract which covers the risk incidental to the use of elevators, including both the damage to the elevators themselves and to persons or prop- erty that may be injured by the use of , or by accident occurring to such elevators. 17. Steam Boiler Insurance. This insurance covers injury to property or persons by reason of the explosion of steam boilers. 18. Marine Insurance. Marine insurance is a contract by which the insurer agrees to indemnify the insured against certain perils or risks to which his ships, cargo, and "profits may be exposed during a certain trip or during a specified time. 324 7^ HE RE A L ESTATE 19. Effect of Fraud. The requirement of good faith between the parties is even greater in marine insurance than in any other branch of insurance. The reason for this is that the insured has every oppor- tunity to know all of the facts and the insurer but limited time to determine them. A concealment or misrepresentation of a material fact either innocently or fraudulently avoids the contract. 1 0. Warranty. A warranty, as in fire insurance, must be strictly per- formed. In marine insurance there are three impHed warranties which are understood in every contract. They are in respect to seaworthiness, deviation, and legality. Seaworthiness is the condition of a ship when reasonably fit to perform the services and encounter the ordinary perils incident to the voyage. The second impHed warranty is that there shall be no voluntary deviation or departure from the course fixed by mercantile usage, for the voyage contemplated by the policy; and also that there shall be no unreasonable delay in com- mencing or making the voyage. The third impHed warranty is that the voyage shall be legal, both in its nature and in the manner in which it is prosecuted. SmuggHng voyages and trading trips to an enemy's port are cases of illegal voyage. 21. Losses. The loss may be total, in which case the whole insurance is ordinarily recoverable; or it may be partial, and then only a pro rata part can be recovered. 22. Hints on Soliciting Fire Insurance. Recognize every obvious source , 2 — The common rate. ^ ,. 3 — The indifference of prospects Create some of your own. „ ^ u <. r> it • ^ , , .r . as to what Company will msure Don t drift with an apparent j-h^jn disregard for the future. Three Conditions exist: I Nearly every person is a pros- 1 — Every person should carry P^ct. insurance. ! Present property owners. BROKER'S CYCLOPEDIA 325 Possible owners of the future. Those who should be insured. Those who are not carrying a sufficient line. Keep posted on Real Estate transfers. Keep posted on building Per- mits. Fire losses. Expansion of mercantile houses. Mortgages. Loans. Marriages. Watch the spring mover. Canvass every source possible. Canvass daily. Solicit the business while build- ings are in the air, While on paper And. Before they are sold. Keep your solicitations up to the minute. Watch the prospect who shows any promise of becoming a client. Advertise continuously. Arouse the curious interest of the reader. Suggest a want. In all your advertising individ- ualize yourself. Don't scatter. Hit the mark. Make each advertisement a unit. If you lose in range, make up on effectiveness. Make your "ad" a selling talk. Make each "ad" contain three arguments. 1 — Price. 2 — Companies. 3 — Service. Don't cut the price. This you dare not do. Improve the risk. Lower the cost of protection. Encourage inexpensive Fire Ex- tinguishers. Advertise persistently. Prove your assertions. Make personal calls. Advertise the fact that you represent strong Companies. Remember that there are a few Companies in the field whose record will bear investigation. "Who carries your Insurance?' Let that be your slogan. Remind the public through youi "ads" that it is a very important matter to know the strength of the Company carrying the risk. Also their method of prompt settlement. Show the individual strength of each Company you represent. Show its standing. Show its age. Show its un-impeachable record. Show the service you offer. Show how the rates of Insurance can be lowered. Offer extensive service. Invite the people to call at your office. Offer your counsel on Insurance matters free. Advertise vacation Insurance. Advertise peace of mind for the vacation seeker. Advertise prompt settlements. Advertise testimonials from clients. Advertise 4th of July dangers. Advertise Xmas tree dangers. Advertise "Dry Spells." Advertise moving seasons. Do your own advertising. The advertising of the Com- panies is good but yours is more effective. Retain old business. 326 THE REAL ESTATE Secure new business. Sell satisfaction. Sell service. Keep the name of your agency before the people continuously. Watch your renewals. Follow up your leads. Reach the un-insured. Reach the elsewhere insured. Reach the under insured. Reach your friends. Reach your acquaintances. Reach the strangers. Reach for expiration dates. Send out a neat booklet of 10 or '12 pages and call it "The Residence Inventory." Insert on one page "what to do in case of fire." Give instructions how to make an Inventory. Give date lines of the original Inventory. Advise them to revise the In- ventory annually. Devote one page to each room. Show number of articles inven- toried. Show memorandum of each ar- ticle. Show date of purchase. Show cost. Give description. In sending out these booklets enclose a personal letter describing the use and purpose of "The Residence Inventory." Use your own advertising ideas. Be original. Impress upon the minds of the people "Is your Insurance in the best Companies you can get. Tell them to call. When you send out advertising matter furnished by your Com- pany always enclose a personal letter. The most valuable "ad" is the one which bears the agent's name. After a big fire is a good time to get busy. Advertise. Send out personal letters. Make personal calls. Get a letter out the night of the fire if possible. Send one to your entire mailing list. They'll read your letter the next morning with more interest and possibly before they read the newspaper. When you advertise: Send out snappy insurance in- formation. Send out information of vital interest to the insured. Make personal calls. Indulge in hearty "hand-shakes.' Produce stimulating arguments. Send out: Circulars. Calendars. Blotters. See the prospect in person. Send out your calendars in February or March made up with- out previous months. Sell Fire Insurance strictly on a business basis. Use tact. Ingenuity. Resourcefulness. Persistency. Knowledge of your Companies. Knowledge of your rival's Com- panies. Remember the three vital argu- ments. Strong Companies, Terms. BROKER'S CYCLOPEDIA 327 Service. Show unquestionable strength. Demonstrate financial respon- sibility. Impress the promptness of settle- ment. Show your prospect that no other agent can underbid you. Show service. Show where you have saved your clients money. Give the prospect figures and testimonials. Don't give up. 23. Advertising Phrases for Selling Fire Insurance. "Who carries your Insurance." The Fourth largest Company doing business in the United States. Doing a healthy business since 1826. We pay losses promptly. We pay losses without demur. We do business on broad lines. Our settlements are fair. We make returns quickly. We have paid Eight Millions of Dollars in losses in the past 50 years. Any kind of Insurance any- where. Vacation Insurance. We give prompt service. We give valuable service. At the lowest rates. A fire might swipe out the savings of years. Don't take a chance. Don't stop now where you once started. Better be safe than sorry. "Better be insured than sorry." "Sixteen years without a con- test." Fifty fires. Fifty pleased clients. After the fire what then? BURNED OUT! FIRE LOSSES! Heaviest usually on those who can least afiford the loss. Fire Insurance is one of the main considerations in your busi- ness. Insure with the Company giving the best service. One of our policies is the answer. They prevent worry. They permit prompt rebuilding when the fire comes. Our service is the best. We represent only Standard Companies. Our Companies are fair. Unimpeachable records for prompt payment of claims. To-morrow may wipe out your resources. Be prepared. Insure in any one of our reliable Companies. No alarm of fire can disturb your peace of mind. You cannot afford to run the risk of remaining unprotected. The leading fire Company of the world. Before a fire any Company will do. After a fire have our policy. You are safe. All losses promptly paid. Rates equitable. Indemnity real. The greatest Company on the face of the earth. Fair, just and liberable. Though cities bum our Com pany pays. .S28 THE REAL ESTATE $^,000,000.00 paid in cash with- out discount. None stronger in the world. Insurance that Insures. Its promtitude in adjusting and paying losses is proverbial. Security against loss by fire. The best is the cheapest. Endorsed by all the leading Banks. Endorsed by all the Railroads. Would you like to lose your home which you have labored for all your life. Would you like to lose your Business, Which you have labored for all your life? If you are un-insured see me. If you are insured look up the standing of your Company. Insure with a Company that don't higgle over technicalities. Don't insure with a company that goes to court just in order to cut down its obligation. I have not had a disputed settlement in 25 years. The best Company in the world can't make a satisfactory settle- ment on an imperfect agreement (Policy.) See that the conditions are properly expressed. See that the facts are carefully worded. Perfect indemnity brings prompt and equitable adjustment. We will make you a concession of 10%. We insured a barn for 3 years which was never built. Another while it was afire, lyosses were paid. A brick dwelling can be insured five hudred and thirty-two times for a sum equal to the sum insiired. 24. NEVER OUT. (A Fire Insurance '"Ad"). In the ancient Forum in Rome are the ruins of the celebrated Temple of Vesta, the Goddess of Fire, worshipped by the Romans in olden times. In those days, 2000 years before the discovery of the lucifer match, the care of fire for common use was so important a matter that fire was, with great ceremony, kept burning in the temple of Vesta and it was Never Out. It has taken these 2000 years to produce a fire insurance Company whose world-wide business is so large that the fires for which it is paying are NEVER OUT. Nineteen was simply an average year but, because of its vast business, the Insur- ance Company, Limited, incurred losses at the rate of one every eight minutes and thirty-nine sec- onds the whole year round. This means that before one fire is put out a new one starts some- where else in property insured in our Company. The protection afforded our cus- tomers is unexcelled. BROKER'S CYCLOPEDIA 329 CHAPTER XIV Tables--- Weights— Measures. 1— Avoirdupois. 2 — Apothecarie's. 3 — Ale or Beer. 4 — Cisterns (capacity) 5 — Circular. 6 — Copying. 7 — Cubic or Solid . 8 — Drawing Paper. 9— Dry. • 10— Folded Sheets. 11— Fluid. 12— Land (In General Use.) 13 — Linear. 14 — Miscellaneous. 15 — Paint (amounts required for given surface.) ■ 16— Paper. 17 — Roof Elevations. 18 — Square. 19 — Shoemaker's. 20 — Surveyor's. 21 — Size of Sheets. 22 — -Troy. 23— Unity. 24 — Wine or liquid. 25 — Information for Contractor's (cem- ent and concrete work.) 26 — How to estimate fields into lots. 27 — Weights of cement and concrete, etc. 28 — Weight and comparative fuel value of wood. 29 Table of areas of circles in inches. 30 — Approximate cost of Pipe laying. 31 Table of inches reduced to decimals of a foot. 32 Table for reducing perches to feet. 33 — Spikes nails and tacks. MEASURES-WEIGHTS. The standard avoirdupois pound is of the weight 27.7015 cubic inches of distilled water weighed in air 39.83 degrees, the barometer at thirty inches; one cubic inch of such water weighs 252.G937 grains, and one cubic foot weighs very nearly 1,000 ounces. All coarse articles of merchan- dise, such as hay, grain, chandler's ware, and all metals except gold and silver are weighed by this measure. One ounce Avoirdupois equals 18 pwt. 5^ grs. Troy, or 437|^ grains. One pound Avoirdupois equals 14 ounces 11 pwts. 16 grs. Troy, or 7000 grains. 1 . Avoirdupois. 16 drams make ; 1 ounce. 16 ounces mak? 1 pound. 28 pounds make 1 quarter. 100 pounds make 1 cwt. 20 hundred weight 1 ton net. 112 pounds make 1 cwt. gross 2240 pounds make 1 ton gross. 56 pounds make 1 firkin. 100 pounds, fish 1 quintal. 196 pounds make 1 bbl. flour. 200 pounds make 1 bbl. pork or beef 14 pounds, iron or lead 1 stone. 2\ stone make 1 bushel. 8 pigs make 1 bushel. 62 pounds, fine salt 1 bushel. 75 pounds common salt 1 fother. 85 pounds coarse salt 1 pig. 240 pounds 1 cask lime. 300 pounds 1 cask cement. 100 pounds make 1 cask of raisins. 2. Apothecaries' 20 grains make 1 scruple. 3 scruples make 1 drachm 8 drachms make 1 ounce. 12 ounces make 1 pound. 330 THE REAL ESTATE 3. Ale or Beer. 2 pints make 1 quart. 4 quarts make 1 gallon. 9 gallons make 1 firkin. 2 firkins or 18 gallons make 1 kilderkin. 2 kilderkins or 36 gallons make. ... 1 barrel. 1^ barrels or 54 gallons make 1 hogshead ij hogsheads or 72 gallons make. ... 1 puncheon 1^ puncheons or 108 gallons make . . 1 butt. 4. Capacity of Cisterns. For a Circular Cistern, take the diameter in feet, square that and multiply by .785398; that gives the area in feet. Multiply this by 1.728 and divide by 231, and you will have the number of gallons capacity of one foot in depth of the cistern, from this calculate the depth. If for a Square Cistern, multiply length by breadth, and proceed to multiply the result by 1.728 and to divide by 231, as before. Calculated in this way we find that each foot in depth of a Circu- lar Cistern. Bbls. 5 ft. in diameter holds 4.66 6 ft, in diameter holds 6.71 7 ft. in diameter holds 9 . 13 8 ft in diameter hold., 11.93 9 ft. in diameter holds 15. 10 10 ft. in diameter holds 18 . 65 SQUARE CISTERN. 5 ft. by 5 ft. holds 5 . 92 6 ft. by 6 ft. holds 8.^4 7 ft. by 7 ft. holds 11.63 8 ft. by 8 ft. holds 15.19 9 ft. by 9 ft. holds 19.39 10 ft. by 10 ft. holds 23.74 In calculating the capacity of cisterns, etc., 31^ gallons are estimated to 1 barrel, and 63 gal- lons to 1 hogshead. 5. Circular Measure. Used in measuring latitude and longitude. 60 seconds make 1 minute. 60 minutes make 1 degree. 30 degrees make 1 sign. 360 degrees make 1 circle. 6. Copying. 75 words make. 90 words make. . 1 folio sheet of Common Law. . 1 folio sheet of Chancery. 7. Cubic or Solid. Cubic measure is used for meas- uring stone, timber, earth, capacity of rooms, ships, and such other things as have length, breadth and thickness. 1728 cubic inches make .• 1 cubic foot. 27 cubic feet 1 cubic yard. 40 cubic feet of round timber 1 ton. 50 cubic feet of hewn timber. .... 1 ton. 42 solid feet make 1 ton of shipping. 8 cord feet or 1 cord wood. 128 cubic feet 1 cord wood. 24 % cubic feet of stone make 1 perch. A cord of wood is a pile 4 feet high and 8 feet long. 1 cubic foot makes four-fifths of a bu. 64 cubic inches (2x4x8) make .... 1 brick. 16 cubic feet (2x2x4) make. — . . .1 cord foot, 128 cubic feet (4x4x8) make 1 cordwood. The weight of anthracite coal per cubic foot varies with the different qualities. I^ackawanna coal weighs 48.89 pounds per cubic foot; Lehigh, 55.32 pounds. There are 45.8 cubic feet in a ton of Lackawanna, and 40.5 cubic feet in a ton of Lehigh. 1 ton of 6-inch granite paving will cover 1 super- ficial yard. 1 ton of 7-inch granite paving will cover 3 J^ super- ■ ficial yards. 1 ton of 8-inch granite paving will cover 3 super- ficial yards. 1 ton of 9-inch granite paving will cover 2 J^ super- ficial yards. 1 ton of pebble paving will cover 4 to 4 J^ super- ficial yards. 1 ton of rag stone paving will cover 5 to 5 ^ super- ficial yards. 8. Drawing Paper (Sizes) Cap 13 X 16 inches. Demy 22 x 18 inches. Demy 19Hx 15 Ji inches, Medium 22 x 18 inches. Royal 24 X 19 inches. Super Royal ' 27 x 19 inches Elephant 37 Ji x 22 }i inches. BROKER'S CYCLOPEDIA 331 Imperial 29 x 21 M inches. Columbier 33Jix23 inches, j Atlas 33 x26 inches. Theorem 34 x 28 inches. Double Elephant 40 x 26 inches. Antiquarian 62 x 31 inches. Emperor 40 x60 inches. Uncle Sam 48 x 120 inches. 9. Dry Measure. Used to measure all dry articles, such as grain, coal, salt, fruit, etc, 2 pints make. 1 quart 67.2 cubic inches. 4 quarts make,! gallon. . . . 268.8 cubic inches. 2 gallons makel peck. ..... 537.6 cubic inches. 4 pecks make.l bushel. . . .2150.4 cubic inches. 36 bushels makel chaldron of coal. ... 57.25 cubic feet. 4 bushels, in England, make 1 coom. 2 cooms, in England, make 1 quarter 5 quarters, in England, make 1 Wey. 2 weys, in England, make 1 last. The standard bushel of the United States is the Winchester bushel of England. It is a circular measure 18 }4 inches in diameter and 8 inches deep, and contains nearly 2150.42 cubic inches. It contains 77.627413 Avoir- dupois pounds of distilled water at its maximum density. A gallon dry measure contains 268.8 cubic inches. In purchasing anthracite coal 20 bushels are generally called a ton. 10. Folded Sheets. Folio, 1 fold, 2 leaves 4 pages. Quarto, 2 folds, 4 leaves 8 pages. Octavo, 4 folds, 8 leaves .16 pages. 12mo, 6 folds, 12 leaves 24 pages. 16 mo, 8 folds, 16 leaves 32 pages. 18 mo, 9 folds, 18 leaves 36 pages. 24 mo, 12 folds, 24 leaves 48 pages. 32 mo, 16 folds. 32 leaves 64 pages. 11. Fluid Measure. 60 minims make 1 drachm. 60 minims make 1 drachm. 8 ounces make 1 ounce. 16 ounces make 1 pint. 8 pints make 1 gallon. 12. Land (In General Use). 7 . 92 inches make 1 link. 25 links make 1 rod. 16.50 feet make 1 rod. 4 rods make 1 chain. 10 chains make 1 furlong. 8 furlongs make 1 mile. 320 rods make 1 mile. 5,280 feet make 1 mile. 10 square chains make 1 acie. 160 square rods make 1 acre. 640 acres make 1 square mile. 43,560 square feet make. . . . ^ 1 acre. 60 geographical miles make 1 degree. 1,728 cubic inches make 1 cubic foot. 27 cubic feet make 1 cubic yard. Gunter's chain, 22 yards of 100 links. A section is 640 acres. A township is 36 sections, each 1 square mile. A span is 9 inches. A knot-nautical — is 6.086 feet. A fathom — nautical — is 6 feet. A stone is 14 pounds. A square acre is 208 7-10 feet on each side. 13. Linear Measure. Used in measuring distances where length only is considered. 3 barleycorns or 12 lines make 1 inch. 12 inches make 1 foot. 3 feet make 1 yard. 534 yards, or 16 H feet, make 1 rod. 40 rods make 1 furlong. 8 furlongs make 1 mile. 3 miles make 1 league. 69 77 Statute or 60 geographical miles 1 deg. on the equator 360 degrees the circumference of the earth. The United States measure is a brass rod, which at the tempera- ture of 32 degrees, is a standard yard — 3 feet or 36 inches. 14. Miscellaneous Measures 3 inches make 1 palm. 4 inches make 1 hand. 9 inches make 1 span. 12 inches make 1 foot. 3.2809 inches make 1 metre. 18 inches make 1 cubit. 28 inches make nearly 1 sacred cubit. 28 inches make 1 pace. 3 feet make 1 yard. 6 feet make 1 fathom. 120 fathoms make 1 cable. I 3 feet make 1 pace. A hair's breadth is .02083 or 1. 48 part of an inch. 1 yard is .000568 of a mile. 1 inch is .0000158 of a mile. 15. Amount of Paint Require for a Given Surface. It is impossible to give a rule that 332 THE REAL ESTATE will apply in all cases, as the a- mount varies with the kind and the thickness of the paint, the kind of wood or other material to which it is applied, the age of the surface, etc. The following is an approximate rule: Divide the number of square feet of surface by 200. The result will be the number of gallons of liquid paint required to give two coats; or, divide by 18 and the result will be the number of pounds of pure ground white lead required to give three coats. 1 6. Paper. 24 sheets make 1 quire. 10 H quires make 1 token. 20 quires make 1 ream. 2 reams make 1 bundle. 5 bundles make 1 bale. 17. Roof Elevations. By the "Pitch" of a roof is meant the relation which the height of the ridge above the level of the roof- plates bears to the span, or the distance between the studs on which the roof rests. The length of rafters for the most common pitches can be found as follows from any given span : If 14 pitch, multiply span by .559 or 7-12 nearly. If 1-3 pitch, multiply span by .6 or 3-5 nearly. If f pitch, multiply span by .625 or f nearly. If }^ pitch, multiply span by .71 or 7-10 nearly. If f pitch, multiply span by .8 or 4-5 nearly. If full pitch, multiply span by 1-12 or 1. 1-8 nearly. To length thus obtained must be added amount of projections of rafters at the eaves. As rafters must be purchased of even lengths, a few inches more or less on their lengths will make a difference in the pitch so slight that it cannot be detected by the eye. EXAMPLE— To determine the length of rafters for a roof con- structed one-half pitch, with a span of 24 feet-24 x71 equals 17.04 ; or, practically, just 17 feet. A projection of one foot for eaves makes the length to be pur- chased 18 feet. 18. Land or Square Measure. Used in measuring surfaces. 144 sq. inches make 1 sq. foot. 9 sq. feet make 1 sq. yard. 30M sq. yards, 272 14 sq. inches, make,l sq. rod or perch. 40 Sq. rods or perches make 1 sq. rood. 4 sq. roods or 10 sq. chains make ... 1 acr*;. 640 acres make 1 sq. mile or section. 220 X 198 feet sq. or 43,560 sq. feet make 1 acre. 36 sq miles (6 miles sq) make 1 township. 19. Shoemaker's Measure. Number 1 is 4.125 inches in length, and every succeeding num- ber is .333 of an inch. There are 28 numbers or divisions in two series of numbers, to- wit : 1 to 13 and 1 to 15. 20. Surveyor's Long Measure. Used by civil engineers, sur- veryors, etc. The surveyors or Gunter's chain is generally used in surveying land. It is 66 feet or 4 poles in length and is divided into 100 links. Engineers commonly use a chain or measuring tape 100 feet long. 7 92-100 inches make 1 link- 25 links make 1 rod. 4 rods or 100 links make 1 chain. 80 chains make 1 mile. 21. Size of Sheets. Flat Letter 10x16 Flat Fools Cap ^ . 13x16 Flat Cap ■ 14x17 Legal Cap 13x16 Crown 15x19 BROKER'S CYCLOPEDIA 333 Double Flat Letter 16x20 Demy 16x21 Double Demy 21x32 FoUo Post 17x22 Cardboard (allowing % in. for trimming) . . 22x28 Check Folio (Royal) 19x24 Extra Size Folio 19x23 Double Cap 17x28 Medium, writing 18x23 Medium, printing 18x24 Double Medium 23x36 Regular Bank 19x24 Double Royal .' 24x38 Super Royal 20x28 Elephant 23x28 Double Elephant 27x40 Columbier 23x34 Imperial 22x30 Imperial 22x32 Book 24x36 Atlas 26x33 Antiquarian 31x53 The size of the paper used will indicate the dimensions of the fold- ed sheets, Royal, Octavo, Crown, Quarto, Medium, Folio, etc., etc. 22. Troy .'Heasure. For weighing gold, silver and precious stones. 24 grains make 1 pennyweight. 20 pennyweights make 1 ounce. 12 ounces make 1 pound. The standard Troy pound is the weight of 22.79437 cubic inches of distilled water, and is less than the pound avoirdupois. The troy pound is the one adopt- ed by the mint at Philadelphia and elsewhere, and may be regarded as the standard of weight. The fol- lowing tables show the formula of Troy weight, and the difference between Troy and Avoirdupois weights : The Troy pound contains: 5670 grains equal to, 240 pwt. equal to 12 ounces equal 1 lb. Troy. 480 grains equal to, 20 pwt. equal to 1 ounce. 24 grains equal to, 1 pwt. The difference is shown as fol- lows: 7000 Troy grains make. . 1 pound Avoirdupois. 437 H Troy grains make . 1 ounce Avoirdupois. 175 Troy ounces make, 192 ounces Avoirdupois ■ 176 Troy pounds make. 144 pounds Avoirdupois 1 Troy pound makes. 822857 rounds Avoirdu- pois. 1 Avoirdupois pound make 1.- 215278 pounds, Troy. One pound Troy is equal to 1 pint of Wine Measure. 23. Unity. 12 units make. ..;...". 1 dozen. 20 units make 1 score. 12 dozen make 1 gross. 12 gross make 1 great gross. 24. Wine or Liquid Measure. Wine, spirits, cider, vinegar, oil, honey, etc., are measured and sold by this measure. The standard unit for measure- ment of liquids adopted by the U. S. Custom House is the wine gallon, 231 cubic inches, and contains 8.388822 Avoirdupois pounds, or 58373 Troy grains of distilled water. All liquors except milk, beer and ale are bought and sold by this measurement. 4 gills make 1 pint. 2 pints make 1 quart. 4 quarts make 1 gallon. 31 J gallons make 1 barrel 42 gallons make I tierce. 100 gallons make 1 anker 18 gallons make 1 runlet. 63 gallons make 1 hogshead 2 hogsheads make 1 pipe or butt 2 pipes or 4 hogsheads make ... I tun. One pint wine measure is equal to one pound Troy weight. Wine, beer and dry measure, and all measures of volume, differ from the cubic measure only in the unit which is used as a standard. The English Imperial Wine gal- lon is equal to about 1.2 times the wine gallon of the United States. The wine gallon of the United 334 THE REAL ESTATE States contains 231 cubic inches. One barrel of wine or brandy in Great Britian or the United States equals 31i gallons. One-half barrel in Pennsylvania equals 16 gallons. One double barrel in Pennsylvania equals 64 gallons. A puncheon in Pennsylvania equals 84 gallons. A tierce in Pennsylvania equals 42 gallons . The usual custom in the United States to reduce liquid measures to English or British, ones of the same denomination, is to divide by 1.2, or to be exact, by 1,20032; or to change British to United States measures, multiply by 1.2. 25. Information for Con= tractors. One thousand shingles, laid four inches to the weather, will cover one hundred square feet of surface, and five pounds of shingle nails will fasten them on. One- fifth more siding and floor- ing is needed than the number of square feet of surface to be covered, because of the lap in siding and flooring. One thousand laths will cover seventy yards of surface and eleven pounds of lath nails will nail them on. Eight bushels of good lime, six- teen bushels of sand and one bushel of hair will make enough good mortar to plaster one hundred square yards. One cord of stone, three bushels of lime and a cubic yard of sand will lay one hundred cubic feet of wall. Cement one bushel, and sand two bushels, will cover 3^ square yards, one-inch thick; 4^ square yards h inch thick, and 6f square yards, f inch thick. One bushel of cement and one bushel of sand will cover 2\ square yards one inch thick; 3 square yards 1 inch thick, and 4i square yards J inch thick. CEMENT PLASTER. 1 Bbl Portland cement 1 bbl sand ■|" thick will cover 136 sq feet. \' thick^will cover 102 sq. feet. 1' thick will cover 68 sq. feet. 1 Bbl Portland cement 2 bbl sand ^' thick will cover 196 sq. feet. f thick will cover 148 sq. feet. 1' thick will cover 99 sq. feet. 1 Bbl Portland cement 3 bbl sand ^''. thick will cover 260 sq. feet. f * thick will cover 195 sq. feet. 1* thick will cover 130_sq. feet. Meterial Required Per Cubic Yard of Concrete of Various Mixtures. Bbl. Cyd. Cyd. Cement Sand £Stone Cement Sand Stone 1 1 2 2.63 0.440 0.80 1 1 3 2.10 0.322 0.96 1 1.1-2 3 1.90 0.43 0.87 1 1.1-2 4 1.61 0.37 0.88 1 2 4 1.48 . 0.45 0.90 1 2 5 1.29 0.29 0.98 1 2.1-2 5 1.21 0.46 0.92 1 2.1-2 6 1.07 0.41 0.98 1 3 5 1.14 0.52 0.87 1 3 6 1.02 0.47 0.93 26. Contents of Fields and Lots. 220 ft. by 198 ft equals 1 acre. 440 ft. by 99 ft equals 1 acre. 110 ft. by 369 ft equals 1 acre. 60 ft. by 726 ft equals 1 acre. 120 ft. by 363 ft equals 1 acre. 240 ft. by 181J ft equals 1 acre. 200 ft. by 108 9-10 ft equals J acre. 100 ft. by 145 2-10 ft equals i acre. There are 12 city lots, 25 x lOO feet, in an acre with the street cut through. BROKER'S CYCLOPEDIA 335 27. Weights of Cement Concrete etc. Weight of bag of natural cement about 94 pounds. Weight of bag of Portland Cement about 94 pounds. A barrel of natural cement— 3 bags — and weighs about 282 pounds. A barrel of Portland cement — 4 bags— and weighs about 376 pounds. A cubic foot of loose measured broken trap store weighs about 90 pounds. A cubic foot of broken stone well shaken down weighs about 100 pounds. A cubic foot of crusher run stone weighs about 100 A cubic foot of cinder concrete averages 112 pounds. A cubic foot of conglomerate concrete averages 130 pounds. A cubic foot of gravel concrete averages 150 pounds. A cubic foot of limestone concrete averages 148 pounds. A cubic foot of sandstone concrete averages 143 pounds. A cubic foot of trap concrete averages 155 pounds. Loose unrammed concrete weighs from 5% to 25% less than when well tamped. 28. Weight and Comparative Fuel Value of Wood. 1 Cord Air-dried Hickory or Hard Maple weighs about 4500 lbs., and is equal to about 2000 lbs. coal. 1 Cord Air-dried White Oak weighs about 3850 lbs., and is equal to about 1715 lbs. coal. 1 Cord Air-dried Beech, Red Oak, and Black Oak, weighs about 3250 lbs., and is equal to about 1450 lbs. coal. 1 Cord Air-dried Poplar (whitewood,) Chestnut and Elm weighs about 2350 lbs. , and is equal to about 1050 lbs. coal. 1 Cord Air-dried Average Pine, weighs about 2000 lbs., and is equal to about 925 lbs. coal. From the above it is safe to assume that 2i lbs. of dry wood are equal to 1- lb. average quality of soft coal, and that the full value of the same weight of different woods is very nearly the same — that is, a pound of hickory is worth no more for fuel than a pound of pine, assuming both to be dry. It is important that the wood be dry, as each 10 per cent, of water or moisture in wood will detract about 12 per cent, from its value as fuel. 336 r H E REAL E S ATT E 29. Tables of Areas of Circles in Inches. 1-^ E .2 u i m ' 6 i '^ 03 < E 5 < C E i « Area. i 5 \ i S Area. .i .012 5i 21.65 • 15i 182 . 65 25} 500.74 40 i 1288.2 i .049 5i 23.76 I5i 188.69 ' 25i 510.71 41 1320.3 i no 5i 25.97 ; 15i 194.83 ' 25} 520.77 411 1352.7 h .196 ■ 6 28.27 1 16 201.06 26 530.93 42 1385.4 5 .307 6i 30.68 16i 207.39 26} 541.19 42i 1418.6 1 .442 6J 33.18 16i 213.82 26 i 551.55 ' 43 1452.2 .601 6i 35 78 1 16i 220.35 261 562,00 ' 43i 1486.2 .785 7 38.48 ! 17 226 . 98 27 , 572,56 44 1520.5 li .994 1 7i 41.28 17i 233.71 27i 583,21 44i 1556.3 11 1.227 7i 44 . 18 1 17i 240,53 . 27 i 593,96 45 1590.4 li 1.484 7i 47.17 ! 171 247.45 271 604,81 45i 1626.0 li 1.767 8 50.26 1 18 254.47 28 615.75 46 1661.9 11 2.073 8i 53.46 i 18i 261.59 28} 626 . 80 46i. 1698.2 U 2.405 8i 56 . 74 \ 18i 268.80 28 i 637.94 i *^ 1734.9 li 2.761 8i 60.13 181 276.12 281 649.18 1 47i 1772.1 2 3.14 9 63.62 19 283 . 53 29 660,52 48- 1809,6 2i 3.54 9i 67.20 19i 291.04 29} 671.96 48i 1847,5 2i 3.97 9i 70.88 19i 298.65 29i 683.49 49 1885,7 21 4.43 9i 74.66 191 306.35 29} 695.13 49 i 1924,4 2i 4.91 10 78.54 20 314 16 30 706.86 50 1963.5 2f 5.41 10} 82.61 20 i 322.06 30 J 730.61 50i 2003,0 2i 5.94 lOi 86.59 20 i 330.06 31 754.76 51 2042,8 2i 8.49 lOi 90.76 201 338.16 31i 779.31 51i 2083 . 1 3 7.07 11 95.03 21 346.36 32 804,25 52 2123.7, 3i 7.67 Hi 99.40 , 21i 354 . 66 32 i 829 . 57 52 i 2164,8 3i 8.29 Hi 103.87 21i 363.05 33 855.30 53 2206.2 3i 8.95 lU 108.43 : 211 371.54 33 i 881,41 ; 53i 2248 . 3i 9.62 12 113.10 22 380.13 34 907.92 54 2290.2 31 10.32 121 117.86 221 388,82 34 i 934.82 .54i 2332.8 3i 11.04 12i 122.72 \ 22i . 397,61 35 962.11 55 2375.8 3i 11.79 121 127.68 ; 221 406 , 49 35 i 989,80 t 55i 2419.2 4 12.57 s 13 132.73 i 23 415.48 1 '^^ 1017.90 56 2463.0 4J 13.36 13i 137.89 23i 424 . 56 36 i 1046.3 i 56 i 2507.2 4i 14.19 ■ 13i 143.14 23i 433.74 1 37 1075.2 ' 57 2551.8 4i 15.03 13i 148.49 • 231 443.01 ) 37i 1104.5 I 57i 2596.7 4i 15.90 . 14 153.94 r24 452,39 38 1134.1 ': 58 2642 . 1 4J 16.80 1 14i 159.48 ' 24} 461,86 38 i 1164.2 1 58i 2687,8 4i 17.73 ' 14i 165.13 24i 471,44 39 1194.6 59 2734,0 4J 18.66 14i 170.87 24i 481.11 39i 1225.4 59i 2780 , 5 5 19 63 15 176.71 25 490.87 40 1256.6 60 2827,4 Diameter Squared x. .7854 -- Area. Diameter x 3.14159 :::= Circumference. Circumference x .318309 ::= Diameter. BROKER'S C Y C LO P E D I A 337 1 1 ji 1 1^ ■ 22 § IN » o d O CI 8 s CO s «3 ro CO 00 IN 0> t- t>. a 00 1 /) 1 JS ■»*< -H 1 •O -i lO 03 "O o 05 "3 D M «o c^ t- o 00 CO C-1 X ■<»• d ■v CO CS T* tJ OX 00 1 3 1- I ^ J3 I CO "3 o o o o o J ^ -I ^ 1 o o o ?< -^ CM CO ■* "3 CO o 6 » o CM •<3 M o d CO ^-^ 3^ i- 1 u •a 1 05 lO X 3 ' ■* o Co' t^ X CO o •c U3 S • o ■* C-l CO CM c 3 W --H (N CO CM •<»( • C-) ■u (N 1 l3 ■ t^ 1^ lO CD o» CM CO o ?3 00 CO o o 00 CO CO CM ^ 00 -H lO CO t~ CO ^ rt ] « IN 1 ■^ "3 Q. X CO CO s 00 d -§ s w o CO "3 o X CM 05 o CM o c-l o o CO 3 ■* CO 1^ -H r.) LL ^ 0-. »c •5, y ' u 00 M •c 00 o X 5 CO -1" CO t^ •* U3 ^ >, N — CM o CO X P) to "5 00 C^ ^ 05 (N ?< a (1) ii> OS 1 ■* X J •U3 c E •* t» 00 00 O O N CO "3 C^ ifi o U3 o CO o « s ^ eo o CM ■<»< C<3 O M a> '^ (N 'H M ■'J' tr. o •cJ ■* Zi t^ O. « 2 8 o § "5 8 05 « o "3 N a> a> <» '^ r1 ^ IN (ft •* t- c^ fTj <3> J3 >r. 1 . y c^ c<: X Kn a oc c\ OI 0( 8 h^ o o o 7- c o OS e-i o rt * ^* ^ »^ CO CD (N * ^ ^ t^ e« JC (N CO IC X U3 -J c •CO CO CO O CO o o ^ CM o 8 X o O «3 "3 r~ a> 00 00 "3 «3 -H n D. cg^ . ^ ^ i-H ■ J3 ^ W3 s u CO eo IC CO c^ o CO o TJ< • O o o o o •o o o S CD ■<*< O (N ^ CD CO ^ CO -1 1^ CO _ '^ t- CM I^ CD "3 CM ^x O: ^ CO CM — c lO D B c c o o CO o in c-l o •* CO 00 00 CM -H (N bt C s 6 lU •0 c o Si C8 u V > •3 ° w s c •s J3 bt s 4; X b o a. Cu < /5 -t X ight pipe per foot, lbs ight yarn per joint, lb Ight yarn per foot, lbs ight lead per joint, lbs Ight lead per foot, lbs .2 (§ .2 a u U3 ♦J ■2 t-l V a •a ■^. a 1 Si c a £ g = ■^ 0. . c in Si : •o • c • ca • a IS C4 o c si si a I >- s "3 s *■ ^ is c CS > > B flj ^ Qj ^ ^ ^ o ^ ^^^^^ o o d d o o j2 •0 < c3 ■ CO »! Pi 338 THE REAL ESTATE o o o g o a> Q o -d CO o ro 1 t^Oii-ico'CoooiN'Jteoao ■.}(rJllO'C(OtOl-»I>0000O5 a M ^■*^;*^*;{5-«3S-*^ . "5 « 00 W CO-^TjlKiiOOCOI^OOOO ^H-^-H^»».^-«^*^*.^H.^ I -fi'*'^;' C<5C»D-*iOi050«Ot^t^0000050>00'-i'-i(NC>JCO l>t^t^t^t^I>t^t^t^t>.t>.t^t^XO00OMO00000 00 d> r-t 1 (N'*a)OOOC<5«5t^05rtC<5'flt^ai-HCO>0«0(N O'OO'0rt®'^fflrHt^(Nt^Cqt^C000C<500-*0S coco-*"*ioinffltot^t^ooooo>o>oo-HrHc^c^ (A a M l> 00 J! OC0>Ct^OSi-tC<0iOt^05i-IM>O00Qj in a si Q t^ OJ i-H CO t^ (N 00 CO ^ M (M CO CO CO CO CO iOOOOiM-*COOOOCO'*COOOOCOK5r- WCOOSMtOJTttOJiOO'CP'O-HCOrtCO CO->Jt'*l'5iC(OCDt~OOMro0500'-li-l COCOCOCOCOCOCOCOCOCOCOCO^^''^^^ S' ?5 ■* ^H.^.«^*^*^*^^^^^J^ >0 00 O »-loolO •*0J->!tCi0®CDI^(^00000>3SOO'-l C^lMC<)(N(N!NiM(NiM(N!N lO O r-l rH IN NT(t®oooco'Ot^as'Hco'Ot>o»i-Hco 0'00>OrHtO'H«0-lt^Nt^C^ feet long. ROOF: The covering of a building. ROOF PRINCIPAL: Each of the framed structures which give ridigity to a roof or iron or timber and carry the rafters and covering, is called a Principal. ROLLED JOISTS: Beams of rolled iron or steel, generally of an I section. Much used, either singly or in combination, in buildings and structures. RUBBLE: Rough masonry work of stones dressed only on the outward face and bedded in thick layers of mortar. A core of rough stonework in the interior of a mass of masonry faced with Ashlar. RUSTIC WORK::: In a build- ing, when the stones, etc., in the face of it are hacked and pecked, so as to be rough. S SAG : To sink in the middle, to bend. SASH : A window frame. SCAFFOLD: A temporary structure in a building. SCANTLING: Timber cut in small pieces. SCENOGRAPHY: A repre- sentation of an object on a per- spective plane. SCOTIA: A hollow moulding in the base of a column. SCREW PILE: A form of iron pile used where the ground is soft, generally to support structures built over water, such as prom- enade piers, etc. SCULPTOR: A carver, an artist in sculpture. SCULPTURE: Carved images or statues. SHAFT: In architecture, the part of a column between its base and its capital. SHAKES : In timber, the cracks produced by shrinkage of the wood during the process of drying or seasoning. SHEET-PILE: A form of pile used when it is desired to make a BROKER'S CYCLOPEDIA 369 continuous wall or partition of piling for the exclusion or inclu- sion of water. SHIELD : A machine used in the construction of subaqueous tunnels in soil which is too soft and pervious to stand without support or prevent the incursion of water during excavation. SHINGLE: To cover a roof with shingles; loose stones and pebbles. SHINGLES: Thin pieces of wood to roof buildings. SHORE: To prop, to support, a support of a building. SILL: The piece of timber on which a structure rests, the timber or stone at the foot of a door or window. SIZING: A weak glue used in various trades. SKETCH : An outline, a rough draft. SKEWBACK: An inclined surface or iron, masonry, or brick- work, at the springing of an arch, through which its thrust is trans- mitted to the abutments. SKIRTING : The narrow, ver- tical board placed round the mar- gin of a floor. SLEEPER : The foundation timber. SOCLE : A plain block or plinth forming a low pedestal to a statue, column, etc., also a plain face or plinth at the lower part of a wall SOFFIT : A small ceiling formed into panels as over a window; the under part of a cornice presenting a flat surface. SPANDREL: The irregular triangular space between the curve of an arch and the rectangle in- closing. The impost, or an arch unites A group of SPAN : A long piece of timber. SPECIFICATION : Description at length. SPIGOT-AND-SOCKET JOINT A method of joining the ends of pipes, commonly used for such as are not subject to a high internal pressure or longitudinal tension, such as gas, water, and drain pipes. PILE: A large driven stake supporting a superstructure. SPLICE: To join the ends of a rope, timbers, etc. SPRINGER: The rib of a groined roof. SPRINGING: point at which with its support. STATUARY: statues. STATUE: An image in marble, bronze, or wax. STAVE: A narrow, thin, bent piece of wood. STILE: A set of steps to pass from one inclosure to another, an upright piece in framing or panel- ing. STORY : A floor of a building. STRETCHER : Bricks laid with their sides parallel lo the surface of the work are called stretchers in distinction from Headers, which are laid transversely to the surface. STRUCTURE: A form, an edifice. STRUT: Any beam or bar or structure which resists or trans- mits a compressive stress acting in the direction of its longitudinal axis, in a roof Principal the diag- onal spring from the foot of the King Post and abutting against the Principal Rafters are Struts. STUCCO : A fine kind of plaster for walls. 370 THE REAL ESTATE SWING BRIDGE: A bridge which can be swung round on a pivot, so as to leave a clear passage way for ships, etc., which would be too high to pass under it. When in use the bridge rests upon abut- ments at each end, but when it is to be swung it is raised slightly from these by a hydraulic press in the pivot. Swing Bridges are sometimes pivoted in the middle, leaving a channel on each side when swung. Others are pivoted near one end, and leave the chan- nel entirely unobstructed. T TALUS : A slope formed by the accumulation of loose debris of weathered and decayed rock at the foot of a cliff or precipice. TELPHERAGE: A system of transporting materials by means of a receptable suspended from a small wheeled truck propelled by an electro motor and running on a cable stretched overhead from point to point. TENSILE STRESS: A force or .load tending to stretch or tear asunder that to which it is applied. THEATRE: A building ap- propriated to the representation of dramatic performances, a lec- ture-room. THRUST: To drive with force, the action of a beam against a wall. TIE-BEAM: The horizontal timber which connects together the lower ends of the principal rafters in a roof, and relieves the walls of the building of horizontal thrust. TIMBER: Wood, proper for building, etc. TIMBER SCANTLINGS: A name denoting the various por- tions into which timber-trees are divided by timber merchants. Balk, Quartering, Plank, Deal, Batten. T-IRON: Bar iron or steel having a T section. A common standard form of bar much used in structure and for stiffening flat plate surfaces. TOOTHING: Bricks projecting at the end of a wall in order to bond thereinto a continuation of the wall when carried up. •TORUS : A large moulding used in the bases of columns. TRIANGLE: A figure of three angles and three sides. TRIGONOMETRY: The art of measuring triangles. TRIPARTITE : Of three parts, as a tripartite agreement made between "A, of the first part; B, of the second part and C, of the third part — " TROWEL: A tool used by bricklayers. TUBE: A pipe, a long, hollow body or cylinder. TUBE- WELL : A well in which the water-bearing stratum is reach- ed by driving a steel tube of small diameter into the ground, or lower- ing it into a hole bored for it. The water is raised by pamping. TUBULAR BRIDGE: One in which the girders are in the form of a rectangular tube, with the roadway passing through it. TURBINE; WATER: A type of water motor in which a wheel is caused to rotate by a stream of falling water which, being deflect- ed from its natural path by curved vanes attached to the wheel, ex- BROKER'S CYCLOPEDIA 371 erts a pressure or reaction upon them in a tangential direction. The effect is increased by fixed "guide blades" giving the water a direction contrary to that impart- ed by the moving vanes. TURBO-GENERATOR: A generator of electricity combined with and driven by a Steam Turbine. TURBO-PUMP: A centrifugal pump combined with and driven by a Steam Turbine. TURNPIKE ROAD: A public road for the right of travel over which toll is collected. TYMPANUM : The panel of a door; a triangular space or table in the corners of sides of an arch. U U P R IGHT : Perpendicularly erect. V VACUUM: The effect in the interior space of a closed vessel when all air or gas has been re- moved from it, either by pumping the condensation of vapor, or the weight of a column of mercury. VALLEY RAFTERS: Those which are disposed in the internal angle of a roof to form the valleys. VAULT: An arched roof; a cellar; a cave. VENEER: To cover with a thin layer of wood; 'a thin layer of costly wood placed over com- mon material. VENTICAL: Perpendicular, plumb. VISE: An instrument with- a grip. VOUSSOIR: One of the trun- cated wedge-like stones forming part of an arch. VULCANIZED INDIA-RUB- BER: Caoutchouc which has 2 or 3 per cent of sulphur incorporated with it, which increases its elas- ticity and hardness, and renders it insoluble in turpentine and naptha. W WALL-PLATES: Pieces of timber placed horizontally upon a wall, on which joists, etc., rest. WARP: To turn or twist out of shape. WATER GAS: A fuel gas of high calorific power consisting chief ly of Hydrogen and produced by the decomposition- of steam in contact with incandescent carbon- aceous fuel. WATER TABLE: A string- course, moulding or other projec- tion in the wall of a building to throw off the water. WELD : - To press into firm union when heated, as iron. WELT: A border; a guard; an edging. WHITEHEAD TORPEDO: A self-propelling torpedo whose mo- tive power is compressed air stored in its interior. The engine is of the three-cylinder type, and drives a screw propeller at the after end. The bursting charge of guncotten is carried in a detachable "head," and is fired when a trigger pro- jecting at the fore end and comes in contact with any object. 372 THE REAL ESTATE WINDWARD SIDE: That side of anything which faces the quarter from which the wind is blowing. WIRELESS TELEGRAPHY: A system of transmitting messages through space and matter without the use of connecting wires by the agency of electro-magnetic im- pulses conveyed by undulations of the universal ether. WRIGHT: A worker in wood; a mechanic. YARROW WATER-TUBE BOILER: A boiler of the small tube or "express" class, used generally in torpedo destroyers and other vessels in which extreme lightness is essential. YIELDING AND PAYING: A phrase used in a lease and which imports a covenant on the part of the lessee to pay rent. THE CAPITOL AT WASHINGTON. The Capitol is situated in latitude 38° 53' 20".4 north and longitude 77° 00' 35". 7 west from Greenwich. It fronts east, and stands on a plateau eighty-eight feet above the level of the Potomac. |C^ The entire length of the building from north to south is seven hundred and fifty one feet four inches, and its greatest dimension from east to west three hundered ahd fifty feet. The area covered by the building is 153,112 square feet. The dome of the original central building was constructed of wood, covered with copper. This was replaced in 1856 by the present structure of cast iron. It was com- pleted in 1865. The entire weight of iron used is 8,909,200 pounds. The dome is crowned by a bronze statue of Freedom, which is nineteen feet, six inches high and weighs 14,985 pounds. It was modeled by Crawford. The heighth of the dome above the base line of the east front is two hundred and eighty-seven feet five inches. The height from the top of the balustrade of the building is two hundred and seventeen feet eleven inches. The greatest diameter at the base is one hundred and thirty-five feet five inches. The rotunda is ninety-seven feet six inches in diameter, and its height from [the floor to the top of the canopy is one hundred and eighty feet three inches. The Senate Chamber is one hundred and thirteen feet three inches in length, by eighty feet three inches in width, and thirty six feet in height. The galleries will accommodate one thousand persons. The southeast corner-stone of the original building was laid September 18, 1793, by President Washington with Masonic cermonies. The corner-stone of the exten- sions was laid July 4, 1851, by President FiUniore. The room now occupied by the supreme Court was, until 1859, occupied as the Senate Chamber. Previous to that time time the court occupied the room immediately beneath, now used as a law library. ^ ^ ^ ^g^' -S C Y C LP P ED I A 373 CHAPTER XIX. Specifications for a Macadamized Road. State Highway. 1 — Sealed Proposals. 6 — Approximate Estimate. 2 — Instructions to bidders. y -gj^j 3 — Specifications. o r^ \ ^ 4-Macadam. 8-Contract. 5 — General requirements. 9 — Contractor's Bond. SEALED PROPOSALS State Highway Department, Sealed proposals will be received at the office of the Commissioners of County, at , until 12 .o'clock, noon • • , 19]0 for grading and macadamizing 2.9 miles of road in Town- ship, under the provisions of the state highway law. Specifications, plans and profiles on file in the office of the County Commissioners and the State Highway Department. Copies of specifications may be obtained at the latter office. Estimated cost of construction, $ Certified check $ The State Highway Commissioner reserves the right to reject any and all bids. State Highway Commissioner. 374 THE REAL ESTATE State of Highway Department Instructions to Bidders Proposals will be made upon the blank form which follows these specifications, which specifications with the original bid will be attached to and form a part of the contract. Each bid shall contain the full name and address of every person interested in the same, and must be accompanied by a draft or certified check iji the sum of three hundred dollars (^300.00), payable at sight to the State Highway Commissioner, as a guarantee that if the bid is accepted a contract will be entered into, and performance thereof proper- ly secured, within live days of notice of acceptance of bid. The successful bidder will be required, before entering upon the work, to give bond in a penal sum in the amount of five thousand dollars ($5,000.00) for the faithful performance of the contract, which bond must be signed by iiot less than two good and approved sureties, or an acceptable Surety Compau}^ bond of like amount. The addition in writing of any condition, limitation or provision will be liable to render the proposal informal and to cause its rejection. The previous experience and responsibility, as well as the present ability of the bidder will be considered in determining which is the best bid. Bidders are invited to be present at the office of the County Com- missioners when the bids are opened. The contract to be entered into with the successful bidder shall be apon the form that is hereto attached. The following papers shall be bound with, and form an essential part of the contract. 1. The specifications for this work 2. The proposal for this work. 3. Final bond for the completion of this work. BROKER'S C Y C L O P E D I A _^ 375 State of Highway Department Specifications specifications for the construction of a macadamized road under the provisions of chapter eighteen, division two, title three, part rst, of the General Code of The work herein specified consists of grading and macadamizing a section of the • Road in Town- ship, beginning at a point on the State Line on the Road, thence northeasterly along said road to the vSuspen- sion Bridge over River, a distances of feet. LOCATION. The cenl:er line is marked by a stake at each station of 100 feet, and a numbered side stake at distances from center as shown on profile. The right of way extends feet each side of the center line. If should be insufficient for the side slopes in cuts, the County Commis- sioners shall provide the land necessary for the slopes. GRUBBING, ETC. All trees, stumps and large stones within the limits of the road that will interfere with the proper construction of the road as specified, shall be grubbed out and removed, except that corner stones or other monu- ments to land lines must not be disturbed, except under the personal direction of the Resident Engineer, who will superintend the raising or sinking of the same." GRADE LIN'E The center of the completed road shall be constructed in accordance with the grade line represented on the profile of said road. If the exca- vation should exceed the embankment required, the surplus dirt must be distributed on the fills so as to uniformly widen the same. FILLS. Fills two feet in height must be not less than 26 feet wide on top, aad for each additional foot of height one fuot must be added to the top width of the fill, but an additional width exceeding three feet on either side will not be required. The additional width on either side will be based on the difference in elevation between the edge of the roadbed and the bottom of the slope. The side slopes of fills must be not less than 1^ horizontal to one vertical. All fills must be rolled in layers not exceeding one foot in thichness and must be built up full width from the bottom, to avoid the necessity of widening on the edges after the center has been brought up to the grade line. 376 THE REAL ESTATE The backfilling of all excavations that are located within the limits of the road metal or paved surface, or within 18 inches of the same, shall be rammed thoroughly in courses of not more than 6 inches of loosely filled earth. This provision will apply to all excavations made in doing work under this contract and to any other excavation that may have been made and not backfilled as herein provided. All surfaces on which embankments are to be placed shall be broken up, unless the fill thereon is more than two feet in depth, and all side slopes on which fills are to be placed shall be furrowed horizontally too secure a footing for fill. ROADBED \ The roadbed shall be made as shown by the cross-section drawings for this improvement. The width of the macadam surface of the road shall be 16 feet, and the total width including bermes 24 feet. The ditches shall have a minimum depth of 18 inches below the edges of the furnished bermes of the road, and such necessary additional depth as ordered by the State Highway Commissioner. The ditches must be so constructed so as to thoroughly drain the road-bed and carry the water to the proper outlets, leaving no standing water or pools. The sides of the ditches next to the road bed shall be a true and regular slope from the bottom of the ditch to the edge of the road-bed. At the cross-roads in front of barns and dwellings, wherever possible without injtu-y to the road, ditches will be dispensed with. The bottom line of the ditches must be cut parallel to the line of the road. In excavation, the sides shall be kept lower than the centers at all stages of the work and sufficient drains shall be opened and maintained to dispose of water to the proper outlets^ All wet or seepy places in the road-bed shall be properly drained with tile drains to side ditches. ROLLING. After the siu-face of the subgrade has been properly shaped and before any foundation material is placed thereon it shall be thoroughly rolled and compacted, but the rolling will not be allowed until after the required side ditches are constructed. This rolling .shall be done with a steam road roller, weighing not less than ten tons, which shall be the charter and weight of the roller used throughout the work, and of such construction as to cover the whole width of its track. It is desirable that the roller be provided with coned drivers and that at its extreme width does not exceed 78 inches where the macadam is not over 12 feet wide. The roller and its use to be subject to inspector in charge of the work. All hollows, soft places and depressions which develop during rolling, or before the foundation is placed on the road, shall be filled BROKER' S C YCLOPE DIA 377 with acceptable material and rolled and so treated until no depressions appear. CULVERTS AND DRAINS The culverts will be of the material and dimensions and at the location shown on the profile. The work of constructing these culverts will be let by the County Commissioners as a separate contract, and it will be provided that they shall finish in advance of the grading. vSEWER PIPE All sewer pipe shall be of the best quality, thoroughly vitrified, salt glazed and free from cracks and blisters. Pipe must be straight, with no appreciable variation in the diameter. All pipe must have a thickness equal to at least one-twelfth the internal diameter. Macadam Two Course Limestone. Upon the sub-grade surface prepared as above described shall be placed a covering of macadam, which shall be when completed, 16 feel wide, 8 inches deep at the center and 6 inches deep at the sides, the cross-section of the surface to be an arc of a circle as shown on cross- section drawings. Quality of Broken Stone — The macadam shall be of limestone of approved quality and with fracture faces. Stone with water worn sur- faces will not be accepted. The stone must be of good and uniform tex- ture. Disintegrated and rotten stone will not be accepted. The stone must be clean before crushing and must be well screened. If a bidder proposes to use stone from a quarry that has not been previously used and tested by the highway department, he shall submit a sample of such stone, consisting of not less than 25 pounds, with his bid. Stone fur- nished on the contract miust not be inferior to the sample submitted. Classification of Broken Stone — The product of the crusher shall be separated into three grades by means of a rotary screen having round openings of the following diameters:- Three-fourth inch,, two inches and three and one half inches. These grades will be hereinafter designated as screenings, number two and number three grades res- pectfully. The macadam will be constructed in two courses: Bottom Course — No. 2 grade stone will be used in the bottom course. This stone will be spread to a depth of five inches at the center and four inches at the sides. Earth berms shall then be built against the sides of the stone as shown on plans. This layer and the bermes shall be thoroughly rolled down together, with the above described roller, and no rolling will be permitted when the foundation is wet or soft. 378 THE REAL ESTATE The rolling shall begin on the sides with the outside driver covering equal parts of the stone and bermes, and the roller shall be run forward and backward along the edge of the stone, until the berme and stone are firmly bound together. When the berme and the sides of the macadam have been firmly rolled, the rolling should move gradually towards the center from each side until the entire surface has been thoroughly keyed and the interstices of the stone reduced to a minimum and all settlement has cieased. Any low places that develop during rolling shall be brought up with the same kind of material of which this course is constructed. When compacted and keyed sufficiently, screenings shall be applied during the finishixig process of dry rolling in such an amount as will fill completely the interstices and form a compact mass. Screenings shall not be dumped on the surface of the stone, but shall be cast with a spreading motion of the shovel from piles at the road- side, in order to secure proper and even distribution. The filler must not be allowed to cake or bridge on the surface of the stone in such a manner as to prevent the perfect filling of all voids and the direct bear- ing of the roller on the surface of the stone It shall be swept in with rattan or steel brooms and rolled dry. The spreading, rolling and broom- ing in of screenings shall be continued until no more will go in dry. Water shall then without delay be applied freely and the rolling continued and filler added until a wave of grout is produced in front of the roller over all parts of the surface and until the stones cease to sink under or creep in front of the roller. No excess of screenings shall be applied before applying water; only enough being used to fill voids. After water has been used, enough screenings shall be added to form grout over the entire surface. Top Course — When the bottom course has been finished to the satisfaction of the engineer. No. 3 grade stone shall be spread over its surface to form the top course. After being placed this course shall first be thoroughly harrowed and any thin flat stones that appear on the sur- face shall be broken or removed. This course will then be treated in the same manner as the bottorn course. When the work is completed the finished macadam must have the specified depth. The macadam shall be kept wet at least 24 hours before the final rolling and it shall be thoroughly watered as many times as may be necessary to secure satisfactory results. The road shall then be left to dry, after which it shall be opened to travel. The road surface shall be maintained until the whole road has been accepted. Method of Conducting the Work— The work of placing the macadam on the road must be conducted in such a manner that there will be not more than 500 linear feet of either course unfinished at any time. BROKER '5 CYCLOPEDIA 379 No allowance will be made for material driven in to the sub-grade by the roller, wagons or other means, or, for any mistakes made by the contractor in preparing sub-grade. Sprinkler — The sprinkler shall be so constructed that it will deliver the water evenly over the surface of the road not less than six feet wide. It is desirable that the sprinkler should be arranged to deliver water at at least two rates of speed. The tank should be mounted on trucks with no reach, to allow for short turning. The tires should be not less than six inches wide and the front axle shorter than the rear axle. General Requirements No extras will be allowed, and all materials, machinery and labor necessary for the prompt and complete execution of the work shall be furnished by the contractor. The work must be done in a workmanlike manner and to the satisfaction of the State Highway Commissioner, or his agent, and notice to foreman or person in charge of the work shall be notice to the contractor if the latter is not on the road. And said Commissioner may, if the work is not commenced and carried forward satisfactorily, notify the bondsmen of the contractor and re-let the work at the expense of the contractor and bondsmen, or complete the work by force account, employing machinery, teams, superintendents, labor, etc., and charge same to said contractor and bondsmen. The work shall be staked out by the resident engineer or assistant; and the contractor will be required to carefully preserve stakes until authorized to remove them, and any expense of replacing same by reason of negligence in this respect by the contractor or his subordinates will be charged against the contractor. Permits to place macadam or foundation for paving on the roadbed must be in writing, signed by the resident engineer. All wagons used in any construction shall have tires not less than three inches wide. The right is reserved to reject any and all bids. The words "State Highway Commissioner," "resident engineer" and "inspector" are used as interchangeable in these specifications, so far as supervision is concerned. During the progress of the work, it shall be open to inspection by the State Highway Commissioner or his agents, and these words are used interchangeably and with the same intent. The work shall be commenced at such points as the State Highway Commissioner may designate. The said Commissioner shall not have the 380 THE REAL ESTATE right to stop the work altogether for more than one week at a time excepting that when ever, in the opinion of said Commissioner, the weather is not suitable for doing work, he may cause the work to be suspended. In case of any suspension, the time within which the con- tractor is required to complete the work shall be extended by as many days as the same was suspended. The work shall not be unnecessarily scattered along the line of the improvement and the State Highway Commissioner may at any time require certain portions of said improvement completed in every detail, if, in his opinion, public need or the welfare of the improvement requires it. All necessary day and night guardsmen, barricades, or lights shall be employed and erected by the contractor, who hereby agree to hold the state and county harmless from any and all claims resulting from the obstruction of the road, or from any neglect on the part of the con- tractor, or his agents, or employees, either in failing to keep guardsmen, barricades or lights, or otherwise. When, in order to properly construct the road improvement, it becomes necessary to remove any fences, the contractor will be required to remove said fences, to the limits of the right of way, and leave the ma- terials in good condition to be replaced after the improvement is con- structed. The plans and specifications are a part of the contract and will be held to cover any and all work that could reasonably be inferred as needed, taking the two together for a complete and workmanlike job. Work shown on the plans and not mentioned in the specifications, or vice versa, shall be done the same as if shown by both, when and where required. Any differences as to measurements, or questions in dispute, will be determined by the State Highway Commissioner, who will act as arbi- trator between the contractors and the state. The successful bidder shall satisfy the State Highway Commissioner, before the contract is awarded to him, that he has or will promptly provide suitable and proper men, and all tools and machinery necessary to complete this work. All work must be done in a workmanlike manner, and the contractor shall be responsible for any and all avoidable injury to persons or prop- erty. The work will be at the contractor's risk until final acceptance, and he shall not transfer or sub-let any part thereof without written consent of the State Highway Conxmissioner. BROKER' S CYCLOP EDIA 381 If work resulting from unforseen contingencies and not included ia the original contract is required, a supplemental contract will be executed for such work or material. The contractor shall give his constant personal attention to the work while it is in progress, or he shall place it in charge of a competent and reliable foreman, who will have authority to act for the contractor and who must be acceptable to the resident engineer. The contractor shall at all times employ a sufficient n amber of workmen for the proper performance of the several classes of work which he shall prosecute to full completion in the manner and time specified. Any person employed by the contractor whom the engineer may deem incompetent or unfit to perform the work shall be at once discharged, and such person shall not be again employed without the consent of the engineer. The approval of material and workmanship by the engineer in charge, or any employee of the Highway Department does not under any consideration preclude the right of the vState Highway Commissioner to reject all or any part of the same at any time previous to the payment of the final estimate. All excess or waste material shall be removed by the contractor before final acceptance and the road left with a neat and finished ap- pearance. Monthly payments to the amount of eighty per cent, of the estimates shall be made on the 15th of each month for the work of the preceding month, so long as the work is progressing satisfactorily. When the contract is completed, the same shall be inspected by the State Highway Commissioner or the Assistant State Highway Commiss- ioner, and if the work is completed to their satisfaction there shall be issued certificates of the amoimt of work done, and the contractor shall receive pay in full on said work. 382 T H E RE A L E STATE Approximate Estimate 7.00 280.00 .04 232.00 .90 24,453.00 .50 15.00 1.25 37.50 1.50 45.00 The estimates below are only approximate, although the result of calculations, and the contractor must be responsible for his own data on which to base his bid. 14,000 cu. yds. excavation without classification. @ $0.25 $3,500.00 40 cu. yds. concrete @ 5,800 lbs. steel @ 27170 sq. yds. macadam @ 30 lin. ft. 12-inch double strength sewer pipe. @ 30 lin. ft. 18-inch double strength sewer pipe. @ 30 lin. ft. 24-inch double strength sewer pipe. (5) Estimated cost of construction $28,562.50 BID To the State Highway Commissioner of Ohio : Sir: — The undersigned, having carefully examined the site, plans, profiles and specifications for the improvement known as the State Highway, County, propose to furnish all the materials, all the tools and do all the work necessary for said improvement in accordance with said plans, profiles and specifications, for the following gross price : Dollars ($. ) Full name and Address of all Parties Postoffice. County State Notice — Proposals must be sealed and addressed, "State Highway Department, Bid Road, " RECEIPT FOR RETURN OF DEPOSIT CHECK. , 191. Received of the State Highway Commissioner my certified check in the sum of $300, deposited with the above bid. Contractor. BROKE R'SCYCLOPEDIA 383 Contract THIS AGREEMENT, made this day of A. D. 191. . . ., between the State of Ohio, hereinafter called the party of the first part, and of or successors, executors, administrators and assigns, hereinafter called the party of the second part. WITNESSETH, That the party of the second part, for and in con- sideration of the payment or payments hereinafter specified and agreed to by the party of the first part, hereby covenants and agrees to furnish and deliver all the materials and to do and perform all the work and labor required in the improvement of a certain section of highway known as the • • • • Road, State Highway . . , and located in Township County, Ohio. Length of section 15,283 feet. The party of the second part further covenants and agrees that said materials of each and every kind shall be of the best of their several kinds and that all of said work and labor shall be done and performed in the best and most workmanlike manner, and that both materials and labor shall be in strict and entire conformity with the specifications, a copy of which is hereto attached and forms part of this agreement; and that all of said materials and labor shall be subject to the inspection and approval of the State Highway Commissioner, or his duly authorized assistant, and in case any of said materials or labor shall be rejected by the said State Highway Commissioner, or his assistant, as defective or unsuitable, then the said materials shall be removed and replaced with other ma- terials, and the said labor shall be done anew to the satisfaction and approval of the said vState HighAvay Commissioner, or his assistant, at the cost and expense of the party of the second part. The party of the second part further covenants and agrees that said work shall be begun within 20 days and that all of said materials shall be furnished and delivered, and all of said labor shall be done and performed to the satisfaction and approval of the said State Highway Commissioners on or before the expiration of ten months from date of this contract, and if for any reason, except for the written consent of the said Highway Commissioner, the completion of the said work shall be delayed beyond that date, then the party of the second part shall pay and forfeit to the party of the first part the sum of five dollars ($5.00) per day for each and every day during which said work shall be delayed; provided that upon written receipt of written notice from said party of 384 THE REAL ESTATE the second part of the existence of causes over which said party of the second part has no control and which must delay the completion of said work, the said Highway Commissioner may, in his direction, extend the period allotted for its completion, and in such case the damages for delay shall become operative at the date at which such extension shall expire. And it is further expressly understood and agreed by and between the parties to this agreement that if in the opinion of the said State Highway Commissioner the party of the second part shall be prosecuting the said work with an insufficient force of workmen or with an insuffi- cient supply of materials for the prompt completion of said work, or shall be improperly performing the said work, or shall discontinue the performance of said work before completion, or shall neglect or refuse to remove such materials or to perform anew such labor as shall be rejected by the said State Highway Commissioner as defective or unsuitable, then in any such case it shall be lawful for the said State Highway Com- missioner, and he is hereby authorized and empowered to employ by contract or otherwise and in such manner as he may elect, and at such prices as he may determine, any persons, and obtain any appliances, materials, tools and other mean's of construction which he may deem necessary to complete the work contemplated in this agreement at the cost and expense of the said party of the second part. And it is further expressly understood and agreed by and between the parties to this agreement that the party of the second part shall, during the progreess of said work, properly safeguard the same against injury or damage to the public, and that said party of the second part shall alone be responsible for any such injury or damage sustained by any person or persons. In consideration of the foregoing premises the said party of the first part hereby agrees to pay to the party of the second part the sum of dollars ($ ), payment to be made monthly to the amount of 80 per cent of estimates. In Witness Whereof, the party of the first part hath hereunto subscribed by the hand of the State Highway Commissioner, and the party of the second part hath set his hand and seal. Attest : State of By Chief Clerk. State Highway Commissioner. Approved by Contractor. Commissioners of County, . BROKER'S CYCLOPEDIA 385 Contractor's Bond Know all men by these presents, that we ("i; hereinafter called the principal, and ("2) hereinafter called the surety, are held firmly bound unto the State of .... in the sum of five thousand ($5,000.00) dollars to the payment of which sum,- well and truly to be made, v/e do hereby jointly and severally bind ourselves, our successors, heirs, executors, administrators and assigns. Signed by us, and dated this . day of , A. D. 191 The condition of the above obligation is such, that, whereas, the said principal has filed a written bid or proposal for the improvement of a certain portion of the public highway known as the Road, State Highway, County, Whereas, pursuant to the requirements of Chapter . , , Division . . , Title . . , Part First of the General Code of . . . . , the said principal is re- quired to file a bond with the State Highway Commissioner of said State of . . . . , to secure the performance of said work if said proposal be accepted and a contract therefore awarded to said principal. Now therefore, if the said principal shall be awarded said contract, he (it) shall well, truly and faithfully comply with and perform each and all of the terms, covenants and conditions of the same, on his (its) part to be kept and performed, according to the tenor thereof; and he (it) will perform the work embraced therein, upon the terms proposed and within the time prescribed, and in accordance with the plans and speci- fications furnished therefor and to which reference is here made and made part hereof, as if fully incorporated herein ; and shall fully pay all direct or indirect damages that shall be suffered or claimed during the con- struction of such road improvement by reason of the construction thereof, and until the same is accepted; then this obligation shall be null and void, otherwise to remain in full force and virtue in law. 386 THE REAL ESTATE And the said surety hereby stipulates and agrees that no change, extension, alteration, deduction or addition, in or to the terms of the said contract, or in or to the plans or specifications accompanying the same shall in any wise affect the obligation of said surety on its bond. Signed, sealed and delivered in the presence of: Principal. The above bond is approved : Postoffice. Postofiice. Postoffice. Commissioners of ... . County, .... Surety. Attach corporate seal of principal if corporation. Attach corporate seal of surety company if such surety is accepted. ("1) If a corporation, insert "Organized under the laws of the State of , with its principal place of business at in . . .' " ("2) If a surety company, insert "Organized under the laws of the State and duly authorized to transact business within the state of . , .." BROKER'S CYCLOPEDIA 387 CHAPTER XX. Deeds-Mortgages-Liens. DEEDS. 6 — Assignment of a mortgage by an 1 — What is a deed? indorsement thereon. 2 — The essential requisites required. 7 — Assignment of a mortgage (Short 3 — The orderly parts. form.) 4 — How to draw a deed. 8 — Cancellation of mortgage to be in- 6 — Deed executed by attorney in fact. dorsed on mortgage. 7 — Requirements of a valid deed. 9 — Cancellation of mortgage to be in- 8— Acknowledgement of deeds. dorsed on the records. MORTrArpc; 10 — Statutory provisions of chattel 1 wif V- * mortgages in the different states and 1— What IS a mortgage. territories 2 — Why a mortgage should be recorded. 3 — Why a mortgage can not be paid off LIENS, before due. 1 — What is a lien? 4 — What are the rights of a second 2 — Items of value concerning liens, mortgage? 3 — How to acquire a mechanics lien. 5 — Chattel mortgage. (Form.) 4 — Mechanic's lien (short form.) 1. What is a Deed? A deed is an executed contract in writing. It differs from some executed contracts in this respect, that it is signed ordinarily by only one of the parties. A deed, by the owner of land, duly signed and acknow- ledged by him and delivered to the grantee, conveying land to the latter in fee simple, is one of the most solemn of civil acts. 2. The Essential Requisites Required. The essential requisites or circumstances attending the execution of a deed, are: (1) The writing of the deed on paper or parchment. (2) Parties competent to make a contract. (3) Sufficient consideration. (4) A description of the land conveyed sufficient to identify it. (5) The signing of the deed. (6) The delivery of the deed by the grantor to the grantee. 3. The Orderly Parts. The orderly parts of a deed are : (1) The Premises— The date; the names of the parties, the grantor and the grantee, and their places of residence; the recitals, if any; the consideration, and the receipt thereof. (2) The granting clause, to indicate the estate trans- ferred. 388 ■ THE REAL ESTATE (3) The description of the land. (4) The exceptions, if any. (This clause is known as the "Redendum.) (5) The Habendum, or clause beginning "To have and to Hold." (6) Covenants of warranty and the Hke. (7) Conclusion — Testatum clause; signature; acknow- ledgement . 4. How Many Kinds. The several kinds of deeds take their designations or titles from the quantity of the estate conveyed, or from the capacity in which the party acts who executes them, and are known as Grant, Bargain, and Sale Deeds. Quitclaim Deeds, Warrant}^ Deeds, Deeds of Gift Deeds, Tax Collector's Deeds, Guardian's Deeds, Administrator's Deeds, Corporation Deeds, etc. Deeds executed by Sheriffs, Tax Collectors, Guardians, etc., are made under order of the court or in pursuance of law. The correct forms of deeds for the several States may be obtained from stationers. A Quitclaim Deed is used to dispose of any apparent interest which one may have in real estate, in order to perfect the title in the guarantee, or present owner. 5. How to draw a Deed. DIRECTIONS FOR DRAWING DEEDS AND MORTAGES. Throughout the United States the general doctrine, is that every citizen is capable of taking and holding lands by descent, devise, or purchase; and every person capable of holding lands (except, idiots, insane persons, and infants,) and siezed of , or entitled to, any estate in land, may convey the same, at his pleasure, under the regulations prescribed by the laws, of the several states. All instruments of writing under seal are, in law, deeds; but in common parlance a deed is a conveyance of land, and to be vaHd, must be written, signed, sealed, and dehvered. 1. The private parties must be able to contract, that is, they must be free from the disabilities above named. 2. It must be founded on a good consideration, such as natural love or affection; or a valuable consideration, such as money, marriage, and the like. BROKER'S CYCLOPEDIA 389 3. It must be written or printed on paper or parchment. 4. The subject-matter of the deed must be set forth in a legal and orderly manner. 5. It must be signed, and in some states sealed, by the grantor, or by his attorney in fact duly authorized by letter of attorney. 6. It must be attested by two witiiesses. In some of the states witnesses are not necessary. 7. It must be acknowledged or approved. 8. Delivery by the grantor, or his attorney, duly author- ized. 9. It shotild be recorded. In drawing deeds, or other legal instruments of writing, great care should be taken to write plainly and legibly. There should be no erasures or interlineations, but, if unavoidable, make note of it before the attestation of the witness. The date should be written out in words, and not in figures. The full names of the parties must be given. The description of the land conveyed should be accurate, and such as to enable a person to find it and distinguish it from all others. Designate it by number of the lot, quarter section, survey, etc., if it can be done; if not, by certain metes and bounds, and it may be well to add a reference to a former conveyance of the same premises. 6. Deed executed by an attorney in fact. The power of attorney must be recorded before the execution of the deed. The deed must be executed in the same form as other deeds, the name of the principal being used in all parts of the deed. The testation clause should be as follows: In witness whereof, the said has hereunto, ,by , his attorney in fact, set his hand and seal, this first day of , in the year of our Lord nineteen hundred and Signed, sealed and acknowledged in presence of us : (Seal.) 390 • . THE REAL ESTATE The acknowledgement must comply with the require- ments of the laws of the state where the deed is executed; the name of the principal should be used in it , in the following form, which is good in Ohio. THE STATE OF OHIO, 1 County of Hamilton. J ^^* Be it remembered, that on the first day of , in the year of our lord, nineteen hundred and , before me, the subscriber, a notary public in and for said county, personally came , by his attorney in fact, , to me personally known, the grantor in the foregoirg deed, and ackrowledged the signing and sealing thereof to be his voluntary act and deed, and the voluntary act and deed of said , for the uses and purposes therein mentioned. If the wife must join in the deed to convey her interest, she may join in the power of attorney; and the deed shall contain the name of the wife in all parts with the husband, and her name must be inserted in the acknowledgement with that of the husband ; the attorney in fact signing both names to the deed by himself, as attorney in fact. 7. Requirements of a Valid Deed. A deed should be signed, sealed, witnessed and acknow- ledged. All interlineations in a deed should be noted on margin of same before execution. A minors deed is no good. Deed of partnership must be signed by all the partners therein. Deed of a Corporation must be executed in accordance with statute. All deeds should be recorded promptly. No person can ^ive a better title than they have. Neither can you take better title than Grantor has. The language "more or less" in a deed merely means that the description is generally correct. Title to land carries with it all rights to air above and contents of soil underneath. A Grantor cannot be compelled to accept anything but legal tender at the time of conveyance. An executor's deed is not valid unless specific power of sale appears in the will appointing him, or he is duly author- ized to sell by court. BROKER'S CYCLOPEDIA 391 A deed from a married woman is not valid unless her husband joins therein. A deed from a single person must contain a clause that the Grantor is single. A wife has a dower right in a husbands real estate which can only be released by proper instrument. Every deed must have a consideration stated therein. A minor cannot act as a witness to a deed. A wife does not need to join in a purchase money mort- gage. A Purchase Money mortgage should state that it is such. Date of a deed or mortgage must be prior or on date of its acknowledgement. It is not wise to pay for Real Estate in full until all the defects in the title have been perfectly satisfied. 8. Acknowledgement of Deeds. An acknowledgement is the act of declaring the execution of an instrument, but the word also denotes the official cer- tificate of such declaration. All deeds and conveyances of land to be effectual as to third parties must be recorded upon previous proof or acknow- ledgement of their execution. Erasures and interlineations should be noted previous to the execution, or referred to in the certificate of the officer taking the acknowledgement. It is advisable to comply with the form of acknowledge- ment prescribed by the statutes of the various states. Within the several states acknowledgements may be taken in general before the following officers. Notaries public and justices of the peace generally within their territorial jurisdiction, and in any place, of the state usually before judges and clerks of the supreme, circuit, probate and county courts, judges of the United States courts, chancellors, registers, masters in chancery, and court com- missioners, country recorders, town clerks and their assist- ants. United States Commissioners, county surveyors, county auditors, registers of deeds, mayors, and clerks of incorporated cities may take acknowledgements within their jurisdiction. Besides the foregoing, in several states also the deputies of the enumerated officers, and in Connecticut, commissioners of the school fund; in Louisiana, parish recorders and their deputies; in Maine, women appointed by the governor for that purpose; in Michigan, members of the legislature; in Mississippi, members of county board of supervisors; in Neb- raska, the secretary of state; in New York, recorders of cities 392 THE REAL ESTATE and commissioners of deeds; in Pennsylvania, mayors, re- corders, and aldermen of Philadelphia, Pittsburg, and Carbon- dale, In Rhode Island, state senators; in Vermont, registers of probate; in West Virginia, prothonotaries; in Wisconsin, police justices. Without the state and within the United States, the following officers are authorized to take acknowledgement : Judges and clerks of courts of record, notaries public, commissioners appointed for that purpose by the governors, and officers authorized to take acknowledgement within their respective states. Besides the foregoing, also, in Colorado, secretaries of state; in Delaware, mayors of cities; in Illinois, justices of the peace, commissioners of deeds, and mayors of cities; in Kentucky, secretaries of state, in Michigan and Wisconsin, master in chancery; in New Jersey, New York, North Carolina, Pennsylvania, and Rhode Island, mayors and chief magis- trates of cities. Without the United States, the following officers may take acknowledgement : Judges of courts of record, mayors or chief magistrates of cities, towns, boroughs, counties, notaries public, dip- lomatic, consular, or commercial agents of the United States resident and accredited in the county where the acknowledge- ment is taken. The forms of deeds conveying lands are prescribed by several states, and such forms should be generally used. The requisities of a valid deed are ; (1) Competent parties. (2) Consideraton. (3) The deed must be reduced to writing. (4) , It must be duly executed and delivered. The mode and effect of an acknowledgement or of a deed is governed by the law of the state where the land lies, and not by that of the place where the acknowledgement is taken. Where the deed is executed by an attorney in fact, it is customary to have he power of attorney acknowledged by the principal and the deed acknowledged by the attorney. A deed executed by several grantors should acknow- ledged by each of them. Seals or their equivalent (or whatever is intended as as such) are necessary in Alaska, Connecticut, Delaware, B RO KE R' S C Y CLO P EDI A 393 District of Columbia, Florida, Idaho, Illinois, Maine, Maryland Massachusettes, Michigan, Minnesota, Missouri, New Hamp, shire. New Jersey, New York, North Carolina, Oregon, Pennsylvania, South CaroUna, Vermont, Virginia, West Virginia, Wisconsin, Wyoming. In almost all the states deeds by corporations must be under seal. Forms are prescribed or indicated by the statutes of most of the states except Connecticut, Florida, Louisiana. Separate acknowledgement by wife is required in Alaska, Arkansas, Delaware, District of Columbia, Florida, Georgia Idaho, Kentucky, Louisiana, Montana, Nevada, New Jersey, North Carolina, Oregon, South Carolina, Tennessee, Texas. One witness to the execution of deeds is required in District of Columbia, Maine (customary,) Maryland, Nebraska, New Jersey, (usual) Oklahoma Territory, Utah, Wyoming. Two witnesses to the execution of deeds are required in Arkansas, Connecticut, Florida, Georgia, Louisiana, Michigan, Minnesota, New Hampshire, Ohio, Oregon, South Carolina, Texas, Vermont, Wisconsin. MORTGAGES. 1. What is a Mortgage. A mortgage is the transfer of the title of property as security for the payment of a debt. The maker is called "the mortgagor" and the party to whom it is made "the mortgagee." A mortgage upon real property is a deed with the addition of a clause, called a defeasance, providing that upon the payment of the debt the conveyance shall be void. 2. Why a Mortgage should be recorded. Mortgages, assignments of mortgage, defeaseances, re- leases and satisfaction pieces, should always be recorded in the County where the land is situated. 3. Why a Mortgage can't be paid off before due. A Mortgagor cannot pay off a mortgage before it becomes due, without the holder's consent, for the reason that the mortgagee has the right to earn the interest on his money during the time the mortgage has to run. Any interest in real property which is capable of being transferred, may be mortgaged. 394 THE REAL ESTATE A mortgage does not entitle the mortgagee to the possess- sion of the property, unless authorized by the express terms of the mortgage. A mortgage can be created, renewed, or extended, oiily by a written instrument, executed with the formalities re- quired in the case of a deed. 4. What are the rights of a second mortgage. Can the holder of a second mortgage fore-close it for non payment of interest when the first mortgage on the prop- erty is neither due nor in default? The holder of the second mortgage could in such case foreclose but the property would be sold subject to the lien of the first mortgage. The holder of the second mortgage could not force the owner of the first mortgage to foreclose, nor could in any way extinguish the lien of the first mortgage. If the first mortgage were due, the holder of the second mortgage would have his choice to either pay off the first mortgage, in which case his lien becomes that of a first mort- gage, or to foreclose and have the proceeds of the sale applied first to extinguish the prior mortgage and second to pay his own mortgage. 5. Chattel Mortgage. Know all men by these presents, that , of . , , in consider- ation of $ , to him paid by , the receipt whereof is hereby acknowledged, does hereby grant, bargain, sell and convey to the said , his heirs and assigns forever; (describe premises,) and all the estate title and interest of the said , either in law or in equity, of, in and to the said premises; together with all the privileges and appurtenances to the same belong- ing, and all the rents, issues and profits thereof; to have and to hold the same to the only proper use of the said , his heirs and assigns forever. And the said , for himself and his heirs, executors and administrators, does hereby covenant with the said , his heirs and assigns, that he is the true and lawful owner of the said premises, and has full power to convey the same ; and that the title, so conveyed, is clear, free and unincumbered; and further, that he will warrant and defend the same against all claim or claims, of all persons whomsoever: provided, nevertheless, that if the said shall well and truly pay, or cause to be BROKER'S CYCLOPEDIA 395 paid, his certain promissory note of even date herewith, for $ , drawn to the order of , and payable in one year from date, with interest at per cent per annum, then these presents shall be void. In witness whereof, the said has hereunto set his hand this first day of , in the year of our Lord, nineteen hundred and Signed and delivered in presence of: Add acknowledgement in same form as a deed. 6. Assignment of a Mortgage by Indorsement thereon. Know all men, that I, , in con- sideration of $ to be paid by , of the county of state of , the receipt whereof is hereby acknowledged, do hereby assign, transfer, and set over unto the said • • ■ all my right, title, interest, and claim in and to the within mortgage and the premises therein set out, and the five several promissory notes secured thereby; and I hereby authorize said , at his own proper costs and charges, to obtain payment of the same. And I covenant that there has been no payment or payments of any of said notes, or any part thereof, and that I am the law- ful owner thereof, and have good right to sell and convey the same. In witness whereof, I have hereto set my hand and seal, this day of , nineteen hundred and Witness : (Seal.) 7. Short form of Assignment of Mortgage. For value received, I hereby assign and transfer to all my right, title, and interest in and to the within mortgage and mortgaged premises, and the notes therein described. Given under my hand and seal ,19 Witness : (Seal.) 396 THE R E A L ESTATE 8. Cancellation of Mortgage to be indorsed on Mortgage. This is to certify that I have received satisfaction in full of note secured by the within mortgage, and of the within mortgage, and I hereby authorize and direct the recorder of county to cancel the same on record. Witness my hand this. day of , nineteen hundred and Attest: 9. Cancellation of Mortgage to be Indorsed on the Records. This is to certify that I have received satisfaction in full the money secured by the mortgage, of which this is the record, and I hereby cancel said mortgage on record. Witness my hand this first day of , nineteen hundred and Attest: County Recorder. Cancellation by a release may be in the form of a quit- claim deed, duly executed and recorded. 10. Statutory, Provisions of Chattel Mortgages. The following extracts show the statutory provisions as to chattel mortgages in the different states and territories : ALABAMA. — Must be recorded in the office of the pro- bate judge where the mortgagor resides and also where the property is located. Remains in force as long as the debt. No renewal necessary. If the property is moved to another county, the mort- gage should be recorded there within three months. Is not valid as to third parties on a stock of merchandise remaining in the possession of the mortgagor. Is not valid as to third parties on after acquired prop- erty. ARIZONA. — Must be filed in the office of the recorder where the mortgagor resides and where the property is lo- cated. No renewal is necessary. Is not valid as to third parties on stock of merchandise remaining in possession of mortgagor nor on after acquired property. ARKANSAS. — Must be filed or recorded in the office of the recorder where the mortgagor resides. BROKER'S CYCLOPEDIA ^ If recorded, is good for the life of the debt, but in case of extension by partial payment, these payments must be recorded. If it is filed, it is valid for one year and must be renewed within thirty days preceding the expiration of one year. Is vahd as to third parties on stock of merchandise remaining in possession of the mortgagor, provided he acts as agent for the mortgages when sales are made. Is valid as to third parties on after acquired property if the mortgage provides therefor. CALIFORNIA.— Must be recorded in the office of the recorder where the mortgagor resides and where the property is located. Remains in force during the life of the debt. No renewal is necessary. If the property is removed to another county, the mort- gage should be recorded there within thirty days. Is vaHd as to third parties on stock of merchandise re- maining in possession of the mortgagor, but not vaHd on after acquired property. COLORADO.— Under $300 it may be filed in office of recorder where the property is located. In other cases it must be recorded in the office of the recorder. Remains in force for two years on sums of $2,500 or under, for five years on sums of $2,500 to $20,000, for ten years on sums of $20,000 or over. Must be renewed by annual statement showing unpaid amounts remaining due. Mortgagee may take possession any time within thirty days after maturity and mortgage remains vahd during that time. It is valid as to third parties on stock of merchandise remaining in possession of the mortgagor if the mortgage so states and the property is appUed to the mortgage debt. It is also valid on all after acquired property except merchandise. . CONNECTICUT.— Must be recorded in the town clerk's office where property is located. Only specific articles are subject to mortgage. Need not be renewed. Is not vahd as to third parties on stock of merchandise remaining in the possession of mortgagor, or on after acquired property. 398 THE REAL ESTATE DElv AWARE. — Must be recorded within ten days in the office of the recorder where the property is located. Is valid for three years, at which time it must be re- newed. Is valid as to third parties on stock of merchandise remaining in possession of the mortgagor, but is not vahd on after acquired property. DISTRICT OF COIvUMBIA.— Must be recorded in the office of the recorder where property is located. Need not be renewed. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor, or on after acquired property. FLORIDA.^Must be recorded in the office of the clerk of the circuit court where the property is located. Need not be renewed. Is not valid as to third parties on stock of merchandise remaining in possession of mortgagor. GEORGIA.- -Must be recorded in the office of the clerk of the superior court where the mortgagor resides, if he is a resident, and if he is not, then where the property is located. No renewal is necessary. Is valid as to third parties on stock of merchandise re- maining in possession of the mortgagor and on after acquired property. IDAHO. — Must be recorded in the office of the recorder where the property is located. If the property is removed to another county, mortgage must be recorded within ten days. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor unless the proceeds of sale go to the mortgagee. Is not valid on after acquired property. IlylvINOIS.— Must be recorded in the office of the re- corder where the mortgagor resides. If the mortgagor does not reside in the state, must be recorded in the county where the property is located. Is vahd until the debt matures or for three years if the debt has not matured, and within thirty days of the maturity •of the debt or at the expiration of three years may be renewed by filing an affidavit showing the amount due. If the mortgagor resides in the state the mortgage must be acknowledged by a justice of the peace, in township where debtor resides. BROKER'S CY C LOPEDIA J99 Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor or on after acquired property. INDIANA. — Must be recorded within ten days in the office of the recorder where the mortgagor resides. Need not be renewed. Is valid as to third parties on stock of merchandise re- maining in possession of the mortgagor. INDIAN TERRITORY.— Must be filed or recorded with the clerk of the recording district where the property is located. If recorded, no renewal is necessary. If filed it is not valid for more than one year unless within thirty days before the expiration of the year there has been filed an affidavit that the mortgage has not been paid. It is valid as to third parties on stock of merchandise remaining in possession of the mortgagor if the mortgagor acts as agent for the mortgagee. IOWA. — Must be recorded in the office of the recorder where the mortgagor resides. On exempt property the wife must join except for the purchase price of the property. No renewal is necessary. It is valid as to third parties on stock of merchandise remaining in the possession of the mortgagor and on after acquired property. KANSAS. — Must be filed with the register of deeds of the county where the property is located, and where the mort- gagor resides if he resides within the state. It is valid for two years from the date of fihng. Must be renewed within thirty days preceding ex- piration by affidavit showing the amount unpaid. Is valid as to third parties on stock of merchandise re- maining in the possession of the mortgagor if the mortgagor acts as agent for the mortgagee when sales are made. Also valid on after acquired property if the mortgage provides thereof. KENTUCKY. —Must be recorded with the county clerk where the property is located. It is vahd for five years after the maturity of the debt if no note has been given, and for fifteen years where a note has been given. No renewal is necessary. Is valid as to third parties on stock of merchandise re- maining in the possession of the mortgagor if the goods can be 400 THE REALS STAT E identified but is not valid on after acquired property. LOUISIANA. — Chattel mortgages are unknown in this state. MAINE. — Must be recorded in the office of the town clerk where the mortgagor resides, and if the mortgagor does not reside in the state must be recorded in the county where the property is situated. No renewal is necessary. Is valid as to third parties on stock of merchandise re- maining in possession of the mortgagor, but is not vahd on after acquired property. MARYLAND. — Must be recorded within twenty days in the office of the clerk of the circuit court where the mort- gagor resides, or if he does not reside in the state must be recorded in the county where the property is located. No renewal is necessary. MASSACHUSETTS.— Must be recorded within fifteen days with the town clerk where the mortgagor resides. If the mortgagor is a non-resident, the mortgage must be recorded where the property is located. No renewal is necessary. Is vahd as to third parties on stock of merchandise re- maining in possession of the mortgagor, but is not valid on after acquired property. MICHIGAN. — Must be filed with the city or town clerk where the mortgagor resides. Remains in force for one year, and must be renewed with- in thirty days preceding expiration by affidavit showing amount unpaid. Is valid as to third parties on stock of merchandise re- maining in possession of the mortgagor and on after acquired property if the mortgage so provides. MINNESOTA.— Must be filed with the city, town, or village clerk where the mortgagor resides and where the property is located. Remains in force for six years after filing as against creditors or subsequent mortgages or purchasers. No renewal is necessary. Husband and wife must join, and two witnesses and an acknowledgement are necessary. Is not valid as to third parties on a stock of merchandise remaining in the possession of the mortgagor, but if the mort- gage so recites it is valid on after acquired property. BROKER'S CYCLOPEDIA ^ 401 MISSISSIPPI.— Must be recorded with the chancery clerk where the property is located. If property is removed, it must be re-recorded within one year. No renewal is necessary. It is not valid as to third parties on stock or merchandise remaining in possession of the mortgagor, but is valid on after acquired property. MISSOURI. — Must be filed or recorded with the record where the mortgagor resides. Is valid for five years if filed, and during the life of the debt if recorded. No renewal is necessary. Is not valid as to third parties on a stock of merchandise remaining in possession of the mortgagor unless the proceeds of sales go to the mortgagee in reducing the mortgage debt. It is not valid on after acquired property unless the mortgagee takes possession before creditors secure a lien. MONTANA.— Must be filed with the county clerk where the mortgagor resides. If he does not reside in the state, must be filed in the county where the property is located. Is valid until sixty days after the debt matures, not exceeding, however, one year and sixty days. Must be renewed within sixty days after the debt becomes due by filing an affidavit in the office where the mortgage is filed, setting fourth the amount due. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor if made in good faith and proceeds of the sale go to the mortgagee. NEBRASKA. — Must be filed with the county clerk where the mortgagor resides, and if he does not reside in the state, mUvSt be filed in the county where the property is situated. Is valid for five years against others than the parties, but it is not valid as to third parties on stock of merchandise in possession of the mortgagor, or on after acquired property. NEVADA. — Must be recorded in the office of the recorder where the mortgagor resides and where the property is located. Remains in force for six years from maturity of the debt. No renewal is necessary. If the mortgage is recorded, it is valid as to third parties on stock of merchandise remaining in possession of the mortr gagor. 402 THE REAL ESTATE NEW HAMPSHIRE.— Must be recorded with the town clerk where the mortgagor resides. If the mortgagor does not reside in the state, must be recorded in the county where the property is situated. No renewal is necessary. Is not valid as to third parties on a stock of merchandise remaining in the possession of the mortgagor unless the proceeds of this sale go to the mortgagee in reduction of the mortgage debt. NEW JERSEY.— Must be recorded with the county clerk or register of deeds where the mortgagor resides. If he does not reside in the state, must be recorded in the county where the property is situated. * Need noit be renewed. If recorded, it is valid as to third parties on a stock of merchandise remaining in possession of the mortgagor. If the mort-gage so provides it is valid on after acquired property. NEW MEXICO.— Must be filed or recorded with the probate clerk where the property is located. Remains in force for one year. Must be renewed within thirty days preceding its expiration by affidavit showing the amount unpaid. Crops cannot be mortgaged until they have matured and are harvested. It is not valid as to third parties on a stock of merchan- dise remaining in possession of the mortgagor. NEW YORK.— Must be filed with the register of New York City or the county clerk if in a county seat, otherwise with a. town clerk where the mortgagor resides. If the mortgagor does not reside in the state, the mort- gage must be filed in the county where the property is situated. Remains valid for one year as against subsequent mort- gagors ad purchasers. Must be renewed within thirty days preceding expiration by statement showing the amount due. Is not valid as to third parties on a stock of merchan- dise remaining in possession of the mortgagor unless the mortagor is in possession as agent for the mortgagee and the sale is for his benefit. It is not valid on after acquired property. NORTH CAROLINA.— Must be recorded with the regis- ter of deeds where the mortgagor resides. BROKER'S CYCLOPEDIA __ 403 If he does not reside in the state, must be recorded in the county where the property is located. No renewal is necessary. It is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor unless the mort- gagor has possession as the mortgagee's agent and the proceeds go to the reduction of the mortgage debt. It is not valid on after acquired property. NORTH DAKOTA.— Must be recorded with the register of deeds where the property is located. Remains in force for three years. Must be renewed within ninety days preceding the expiration of three years by affidavit showing the amount unpaid. Is valid as to third parties on a stock of merchandise remaining in possession of the mortgagor if the mortgagor is required to account to the mortgagee for the proceeds of the sale. It is also valid on after acquired property. OHIO. — Must be filed with the township clerk, or the recorder, if in the county seat where the mortgagor resides. If the mortgagor does not reside in the state, must be filed in the county where the property is situated. Remains in force for oije year. Must be renewed within thirty days after the expiration by an affidavit showing the amount unpaid. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor unless the mortgagee takes possession before the third party mdkes a levy or unless the mortgagor is by the terms of the mortgage made agent for the mortgagee and required to account to the mortgagee for all sales. Is not valid on after acquired property unless the property is actually deliverd to the mortgagee or the mortgagee takes possession before the rights intervene. OKLAHOMA.— Must be filed with the register of deeds where the mortgagor resides if a resident of the state; if not, where the property is located. Remains in force .for three years. Must be renewed within thirty days preceeding expiration by affidavit showing the amount unpaid. It is valid as to third parties on stock of merchandise remaining in possession of the mortgagor, but is not valid on after acquired property. 404 THE REAL ESTATE OREGON. — Must be filed or recorded with the county clerk where the mortgagor resides. If he does not reside in the state, must be filed or recorded in the county where the property is located. Remains in force for one year and must be renewed with- in thirty days preceding expiration by affidavit showing the amount unpaid, unless it is executed and acknowledged as a Real Estate mortgage and recorded, in which case no renewal is required. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor or on after acquired property. PENNSYIvVANIA.— Must be recorded with the county recorder or register where the mortgagor resides. If the mortgagor does not reside in the state, must be recorded in the county where the property is located. Only specific articles can be mortgaged . Must be renewed within three months after maturity. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor or on after acquired property. RHODE ISLAND.— Must be recorded with the town clerk where the mortgagor resides. If he does not reside in the state, must be recorded in the county where the property is located. No renewal is necessary. If property is recorded, it is valid as to third parties on stock of merchandise remaining in the possession of the mort- gagor, but is not valid on after acquired property as against creditors who secure a lien before the mortgagee takes possess- ion. SOUTH CAROLINA.— Must be recorded within forty days with the register of conveyance where the mortgagor resides. If he does not reside in the state, must be recorded in the county where the property is located. No renewal is necessary. It is valid as to third parties on stock of merchandise remaining in the possession of the mortgagor and also on after acquired property. SOUTH DAKOTA.— Must be filed with the register of deeds where property is located. Remains in force for three years. Must be renewed within thirty days preceding expiration by an affidavit showing the amount unpaid. B RO K E R' S C Y C LP P E D I A _405 It is valid as to third parties on stock of merchandise remaining in the possession of the mortgagor, provided the mortgagor is required to account to the mortgagee for the proceeds of sales. It is also valid on after acquired property. TENNESSEE.— Must be filed or recorded with the regis- ter of deeds where the mortgagor resides If he does not reside in the state, must be filed or recorded in the county where the property is located. Remains in force for six years. Need not be renewed. Is not valid as to third parties on a stock of merchandise remaining in the possession of the mortgagor, nor on after- acquired property. TEXAS. — Must be filed with the county clerk where the mortgagor resides. If he does not reside in the state, must be filed in the county where the property is located. Need not be renewed. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor. UTAH. — Must be recorded in the office of the recorder If he does not reside in the state, must be recorded in the county where the property is located. Remains in force for one year. Must be renewed within thirty days after one year from filing by affidavit showing amount unpaid. It is not valid after five years. It is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor. VERMONT. — Must be recorded in the city or town clerk's office where the mortgagor resides. If he does not reside in the state, must be filed in the county where the property is situated. Need not be renewed. Is not valid as to third parties on stock of merchandise remaining in the possession of the mortgagor. VIRGINIA. — Must be recorded in the county or city clerk's office where the property is located. Need not be renewed. Is not valid as to third parties on stock of merchandise remaining in possession of the mortgagor has possession as mortgagee's agent, and the proceeds go to the reduction of the mortgage debt, but it is not valid on after acquired property. 406 _^ TJi E_R E A L ESTATE WASHINGTON.— Must be filed and recorded with the county auditor where the property is located. Remains in force for two years if less than $300; if over $300, for the life of the debt. May be renewed within two years by an affidavit showing the amount unpaid. It is vaHd as to third parties on stock of merchandise remaining in possession of the mortgagor, but the mortgage should be so drawn that the mortgagor must apply sales in payment of mortgage debt. It is vaUd on after acquired property. ,. E. T VIRGINIA.— Must be recorded with the county clerk where the property is located, and if property is removed must be recorded within three months. No renewal is necessary. It is not valid as to third parties on stock of merchandise remaining in possession of the mortgager, nor is it valid on after acquired property. WISCONSIN,— Must be filed with the city or town clerk where the mortgagor resides. If he does not reside in the state, must be filed in county where property is located. Remains in force for two years. Must be renewed within thirty days preceding the ex- piration by an affidavit showing the amount unpad. It is valid as to third paties on stock of merchandise re- maining in possession of the mortgagor, provided sworn statements are filed every sixty days, showing amount of goods sold, amount added, and payment made on mort- gage debt, but is not valid on after acquired property. WYOMING. — Must be recorded in the county clerk's office where the property is located. Remains in force for two months after the debt is due. If Property is removed, mortgage can be re-recorded. Must be renewed within sixty days after maturity of the secured debt. It is vahd as to third parties on stock of merchandise remaining in pOvSsession of the mortgagor, provided the proceeds of the sales are applied to the debt secured. It is also valid on after acquired property. A chattel mortgage should be signed, sealed and filed. A chattel mortgage is a hen for one year only. A chattel mortgage does not cover after acquired prop- erty. BROKER'S CYCLOPEDIA 407 Every article to be mortgaged in a chattel mortgage should be mentioned therein or in the schedule annexed. Mortgaged chattels cannot be removed without written consent. 1. What is a Lien. A lien is an encumbrance upon real or personal property. 2. Items of value concerning Liens. A MECHANICS LIEN is valid for one year. Before making payment to a contractor ascertain if the property has been Hened for labor done or material furnished at contractor's request. A MECHANICS LIEN will attach the mortgaged prop- erty to the extent of the owner's equity therein. All leins can be assigned and transferred. Liens take effect according to priority in recording and filing same. f Payment for labor and materials furnished a tenant, without the owner's consent cannot be collected from the owner or his property liertd. RIGHT OF DOWER is a lien on Real Estate. All liens are conditional and must be fore-closed to be effective. PRIORITY of a lien gives a prior claim which is entitled to prior satisfaction out of the subject it binds. Liens can exist by Common Law or can be created either by usage or statute or by express agreement of tlje parties. A JUDGMENT LIEN may be transferred from one state to another by proper legal action on the judgment. \ t Notice must be given before beginning fore-closure pro- ceedings. Never take title to real estate without having the records searched for all Hens and encumbrances. A lien is an encumbrance upon real or personal property. A contractor or workman can file a mechanics lien upon any real estate for services in connection therewith. 3. How to acquire a Mechanic's Lien. LIEN OF MECHANICS, MATERIAL MEN, ETC The statutes of each state provide generally for a lien in favor of any mechanic, laborer, or material man, who does or furnishes any labor or material in the erection, alteration, or repair of any building, bridge, vessel, or water craft, or for machinery furnished in any mill or manufactory. 408 . THE REAL ESTATE The lien attaches to the building and the ground on which the same stands. In order to acquire such a lien, it is generally provided that the mechanic shall file a sworn statement, showing his account, the amount due, the description of the property, and the name of the owner, in the office of the clerk or recorder of the count}^ within a certain specified time. The lien is generally of but short duration, unless a suit be brought to enforce it, in which event it is continued in force until final adjudication. In many states sub-contractors, etc., may acquire a lien on the property to the amount due the contractor, etc., by giving notice of their claim to the owner. * The following form is used in Ohio, and will serve in nearly all the states. 4. Mechanic's Lien. The State of . . ' County, of / ' , 19 . . being duly sworn, says that the account hereto annexed marked "Exhibit A," is a true, just, and correct account of the labor performed and materials furnished by to and for the said , at said, and that the prices thereof, set forth in said account, are just and reasonable, and that there remains due and unpaid thereon the sum of dollars; that said labor was performed, and said materials were furnished, at the time in said account mentioned, under and by virtue of a written (or verbal) contract, between said and said (a copy of said contract is hereto annexed, marked "Exhibit B") (if the contract is verbal, set out the terms of the same;) that said labor was performed and said materials were furnished in good faith, for the purpose of (here insert "erecting con- structing, altering, or reparing," as the case may be) a certain , standing on a lot of land described as follows: (describe property as in a deed;) that at the time said contract was entereed into, and said labor was per- formed, and said materials were furnished, the said was, and still is, the owner of said and said lot of land. BROKER'S CYCLOPEDIA 409 And that said labor was performed and materials fur- nished at the request of said And. this affiant further says that said is the legal owner of the above mentioned claim. This affidavit is made to secure a building lien on said premises for the use and benfit of the said. by, whom said work was done and materials were furnished with- in (insert length of time the statute provides for the fifing of the fien) month past. The said. claims a fien in the premises. (Signature) Sworn to by said .before me and by him subscribed in my presence, this day of 19. MAXIMS WORTH HEEDING. Apologize, when you should— though it is hard. Admit error — though it hurts. Accept just rebuke gracefully — though it galls you. Shoulder deserved blame — though you wince. Follow your conscience — though you lose money, for it pays in the end. And it pays also. To begin over — though you are laughed at. To value character above reputation. To rise above success, as you would rise above failure. To be honest for honesty's, not policy's, sake. To think the best, instead of the worst, of a man. To resist temptation. To be "clean" inside and out, and To be true to your sense of duty. 410 THE REAL ESTATE CHAPTER XXI. Notes-Bonds-Power of Attorney- Options, Bill of Sale, Etc. NOTES. 1 — What is a promissory note? 2 — Promissory notes negotiable. 3 — Bankable note. 4 — Joint and Several Note. 5 — Note not negotiable. 6 — Note with interest from date. 7 — Note payable on demand. 8 — Note bearing legal interest from maturity. 9 — Note with surety. 10 — Note payable in specific articles. 11— Due bill. 12 — Note with collateral security. 13 — Judgment note. BONDS. 1 — What is a bond? 2 — Bond for payment of money with or without penalty. 3 — Bond for payment of money. POWER OF ATTORNEY 1 — What is a power of attorney? 2 — General form of power of attorney. 3 — Power of attorney to sell real estate. 1. 4 — Power of attorney to lease real estate. 5 — Power of attorney to sell chattels. OPTIONS 1 — Real Estate option. MISCELLANEOUS. 1 — Contract to be signed by an Auction- eer. 2 — Contract to be signed by Purchaser. 3— Bill of Sale. 4 — Notice to leave the premises. 5 — A letter of credit. 6 — Order for merchandise. 7 — Order for money. 8 — Endorsement waiving protest. 9 — Proxy. 10 — What is a receipt. 11 — What is arbitration? 12— What is an affidavit? 13 — Form of affidavit. 14 — ^Assignment of an account. 15 — Assignment of a debt 16 — ^Assignment without recourse. 17 — ^Assignment with guarantee of payment. Promissory Notes. A promissory note is a written promise to pay money by one person to another, or his order, or assigns, or bearer, absolutely and at all events. No particular form is necessary. A promise to deliver or be accountable, or to be re- sponsible for so much money, is a good note; but the writing must show an undertaking or engagement to pay to the person named in it, or to bearer, or holder, absolutely and exclu- sively a sum of money. The maker or drawer of a note is he who signs it; the payee is he to whom it is made payable; the indorser he who indorses it; the indorsee, or holder, he to whom it is indorsed or delivered. It should be made payable to the payee, his order, or assigns, or to bearer, to make it negotiable; but without them it is a valid instrument between the parties. It cannot be transferred or negotiated so as to enable the holder to sue in his own name, if he wants negotiable words. BRO KER'S CYCLOPEDIA 411 The words "value received" are usually inserted, but they are not indispensable, as value is implied in every note, bill, acceptance, and indorsement. A note payable to Payee or Payer need not be indorsed. The title to it passes by delivery, and its legal effect is the same as though the name had been omitted. The bearer may sue in his own name. If his title to it or the consideration is called in question, he must proVe that he received it bona fide, and for a valuable consideration. But he need not do this unless a suspicion be raised by showing it had improperly got into circulation. Between the original parties, also between the indorser and indorsee, the consideration may be inquired into; and also where the indorsee takes the paper with notice of the want of a consideration or of an illegal one, or of any circumstances that would have avoided the note in the hands of the indorser, or when not taken in the course of mercantile business, or after it was due, or under circumstances which ought to have led to inquiry. If negotiated after maturity, it is subject to any set-off the maker may have against the payee. Joint and several notes are usually drawn in this man- ner: "We jointly and severally;" or, "We, or either of us, promise," etc., or if in the singular, "I promise to pay," and signed by two or more, will be a joint and several note. If it is the wish of the parties to make a joint note only, it may be written thus: "We jointly," or, "We jointly, but not severally, promise," etc. If payable to two or more payees who are not partners, each must indorse it. If the payee wishes to transfer it without being respon- sible, his indorsement maybe as follows: "Pay to without recourse;" or "without recourse upon me." The words "with interest" should be inserted', unless it is agreed the note shall not bear interest. After maturity all notes and bills bear legal interest. A note payable on demand is due at once for running of interest, running of statute of limitation, and for bringing of suit; it is due in a reasonable time for purpose of negotiation. If not likely to be paid at maturity, make them payable one day after date; or add the words, "with interest." 412 THE REAL ESTATE A promissory note written over fhe signature of the maker, by a person duly authorized by the maker to do so, will be valid. Although the holder of bills of exchange and negotiable notes be entitled to recover, and to exclude almost every equitable defense, yet the rule applies strictly to them, when taken bona fide before maturity, and in due course of trade. If taken after due, the presumption is against the validity of the demand, and the purchaser takes it at his peril, subject to every defense existing against it before it was negotiated. Blank indorsements are common, and may be filled up at any time by the legal holder. When a note is so indorsed, it is like one payable to bear- er, and passes by delivery. Demand of payment must be made of the maker the day upon which the note or bill is due, and if not paid, notice must immediately be given to the indorsers, otherwise they will be discharged of their liability. If payable at a bank or other place, demand must be made at the place where payable. Mercantile paper is usually drawn payable at a bank or banker's office. The notice of non-payment may be given by any person competent to serve it, but notaries public are usually employed for that purpose. 2. F*roinissory Note Negotiable. $ , ,19.... Ninety days after date we promise to pay to the order of dollars ; value received. 3. Note Negotiable and Payable in Bank. $ , ..........19.... Sixty days after date we promise to pay to the order of , dollars, at the bank of ; value received. BROKER'S C Y C LP P E D I A '_ 413 4. Joint and Several Note Negotiable without Indorsement. $. , ^.,19.... Three months after date we, or either of us, promise to pay to , or bearer, dollars value received. 5. Note not Negotiable. $ , ....,19. Six months after date I promise to pay to dollars, for value received. 6. Note with interest from date. $ ,19.... One year after date I promise to pay to the order of dollars, with interest from date; value received. 7. Note Payable on Demand. $ '..., : 19;-- On demand we promise to pay to the order of , dollars; value received. 8. Note bearing legal Interest from maturity. $ , '••, 19..^ Six months after date I promise to pay to the order of , dollars ; value received. 414 THE REAL ESTATE 9. Note with surety. $ , , 19... One day after date we , as prin- cipal, and , as surety, promise to pay to the order of . , dollars; value received. 10. Note payable in Specific Articles. $ , 19 For value received, I promise to pay to on demand, at my store in •■ • , dollars, in goods. 11. Due Bill. $ , .., 19. Due . . , dollars, for value received. 12. Note with Collateral Security. $ " , '......, 19... Sixty days after date I promise to pay to the order of , . dollars, at the office of , .'...., , for value received. If not paid at maturity, to bear interest at the rate of per cent per annum. As collateral security for the payment of the same, I have this day pledged to the said , or holder hereof, the following property viz : Two shares in the capital stock of the ; Company. And I hereby give to the holder hereof full power and authority to sell or collect, at my expense, all or any part or portion thereof, at any place, either in the city of or elsewhere, at pubhc or private sale, at its BROKER'S CYCLOPEDIA ' 415 option, on the non-performance of the above promise, and at any time thereafter, and without advertising the same, or otherwise giving to me any notice. In case of pubHc sale, the holder may purchase without being liable to account for more than the net proceeds of such sale. 13. Judgment Note. , , ,19... One year after date I promise to pay to the order of , dollars, payable with interest at the rate of per cent per annum, at the . Bank of , , for value received, and I hereby authorize and empower any attorney at law to appear in any court of record in the United States, at any regular term of such court, after the above obligation becomes due, and waive the issuing and service of process, and confess a judgment against me in favor of the holder hereof, for the amount then appearing due together with costs of suit; and thereupon to release all errors, and waive all right of appeal. 1. Bonds. A bond is a written instrument under seal, by which the maker acknowledges some liability or duty, with a penalty for non-fulfillment. The maker of the bond is called the obligor; the persons to whom it is made, the obligee. No particular form of words is essential to constitute a bond, but any words which declare the intention of the parties, and denote that one is bound to the other, will be sufficient . The amount first named in the bond for the payment of money is called the penal sum or penalty, and is commonly double the amount of the condition, in order to cover interest, costs, or other contingencies. 2. Form of Bond for payment of Money, with or without Penalty. Know all men by these presents that I , , of . . , , am bound unto , of , , for the payment of $ , on the first day of , 416 ■__^ T H EK E A L ESTATE nineteen hundred and . . , with interest at per cent per annum; for which I bind myself, my heirs, ex- ecutors, and administrators, to the said. , his executors, administrators, and assigns (in the penal sum of $ ....). Witness my hand and seal, this day of , nineteen hundred and (Seal.) 3. Bond for payment of Money. Know all men, that I, , of , am held and firmly bound unto , of the said city, in the sum of $ good and lawful money of the United States, to be paid to the said , his executors, administrators, and assigns; for which payment, well and truly to be made, I bind myself, my heirs, executors^ and administrators, and everyone of them firmly by these presents. Sealed with my seal, dated the first day of nineteen hundred and The condition of this obligation is such, that if the above bounden , his heirs, executors, and ad- ministrators, or any of them, shall and do well and truly pay, or cause to be paid, unto the above named , his executors, administrators and assigns, the just a:nd full sum of $ , lawful money aforesaid, with legal interest for the same, on or before the day of , in the year of our Lord, nineteen hundred and ; then this obligation to be void and of no effect, otherwise to remain and be in full force and virtue. Sealed and delivered in presence of: I . Power of Attorney. A letter of attorney is a written instrument under seal whereby the person who executes it, called the constituent, or principal, authorizes another, called the attorney, to do some lawful act in his name for him. The authority may be general, as to collect all debts, or special, as to convey a certain tract of land. It is revocable when no interest is conveyed to the attorney; irrevocable when an interest is conveyed. All who are capable of acting for themselves may be appointed at- BROKER'S CYCLOPEDIA 417 tomeys, and even those who are under disabilities; thus minots and married women may act as attorneys in fact for others. For the conveyance of incumbrance of real estate, letters of attorney must be executed, acknowledged, and recorded, in the same manner as deeds. 2. General form of Power of Attorney. Know all men'by these presents, that I, , of the city of . . . , do hereby make, constitute, and appoint , of , , my true, sufficient, and lawful attorney, for me and in my name to (here state in plain terms the subject-matter of power,) and to do and perform all necessary acts in the execution and prosecution of the aforesaid business in as full and ample a manner as 1 might do if I were personally present. In witness whereof, I have hereunto set my hand and seal, this day of , nineteen hundred and Signed, sealed and delivered in presence of : (Seal) 3. Power of Attorney to sell Real Estate. Know all men by these presents, that I, of , , have made, constituted, and appointed, and by these presents do make, constitute, and appoint , of , my true and lawful attorney in fact, for me and in my name, place, and stead, to bargain, sell, and convey, in fee simple, by deed of general warranty, for such price, upon such terms of credit, and to such persons or persons, as he shall think fit, the following described premises, situated in the city of county of , and state of , and described as follows: (describe property) giving and granting unto my said attorney full power and authority to do and perform all and every act and thing whatsoever, requisite and necessary to be done in and about the premises, as fully, to all intents and purposes, as I might or could do, if personally present with full power of substitution and revocation ; hereby ratifying and confirming all that my said attorney or his substitute shall lawfully do, or cause to be done, by virtue hereof. In witness whereof, have hereunto set hand and seal, this day of , in the year nineteen hundred and 418 THE REAL ESTATE Signed, sealed and acknowledged in presence of : (Seal) This must be acknowledged in same form as a deed : If it is necessary, under the laws of the state, that the wife join in the deed of her husband, then she may join in the power of attorney to sell lands, with the same form of acknowledgement as forms under Deeds. 4. Power of Attorney to Lease Real Estate. Know all men, that I, , of the city of , state of , do hereby constitute and appoint , of the city of , state of my attorney, for me and in my name to demise, lease, and to farm, let by leases, duly executed, for such term or number of years, to such person or persons, at such yearly or other rents, in money or kind, as he may think fit, the following premises, or any part thereof, situate in (here describe the premises.) Hereby ratifying and confirming all such agree- ments, receipt for rent, leases, and other things, which shall be made, executed or acknowledged in the premises, by my said attorney, the same as if I were personally present, and did the same. In witness whereof, I, the said , have hereunto set my hand and seal, this day of nineteen hundred and Signed sealed and delivered in presence of : (Seal.) If it is necessary that the lease be acknowledged and recorded, then the power of the attorney must also be acknow- ledged and recorded. 5. Power of attorney to sell chattels. Know all men by these presents, that I, the under- signed, for value reeived, do hereby irrevocably constitute to be my true and lawful attorney, for me, and in my name and behalf, to sell, transfer, and deliver unto , or any other person or persons the following described chattel property. BROKER'S CYCLOPEDIA 419 In witness whereof, I have hereunto set my haiid and seal this day of , nineteen hundred and Attest: (Seal.) 1. Real Estate Option. In consideration of the sum of $ , paid to the undersigned by , this option is hereby given to the said , residing at , , to purchase within from date hereof the following described land, in the county of , in the state of to-wit : (de- scribe real estate,) for the sum of $ In case said elect to purchase said land under this option, he is to pay at the office of ) within days from the date hereof, $ , and to secure the balance of the purchase price of said land by a purchase money mortgage, payable in, . years from the date hereof, and bearing interest at the rate of per cent per annum, payable semi-annually, when a warranty deed of said land shall be delivered, conveying said land free and clear of all valid incumbrances, and a complete abstract of title shall be furnished. In case of the purchase of said land under this option as aforesaid, then the money now paid is to be applied towards the price of said land. It is agreed that time is the essence of this option, and that this option shall never be construed to give to said any equity of redemption, or any right, title, interest, or claim of any kind whatever in said land, in case he fails to make such payment of $ punctually within days from date hereof, as herein above provided; and it is further agreed that his failure to make such payment, last herein referred to, punctually, as herein above provided, shall be held to a complete surrender by him of all rights and privileges conferred by this option, unless an examination shall disclose material defects in the title to the property, and such defects are not cured within days after written notice thereof. In such case the money paid for this option shall be re- funded, and this option shall cease. Dated at this day of , nineteen hundred and 420 THE REAL ESTATE AUCTIONS. 1 . Contract to be signed by an Auctioneer. I hereby acknowledge that has been this day declared the highest bidder and purchaser of (de- scribe the real estate,) at the sum of $ ; and that he has paid into my hands the sum of $ as a deposit, and in part payment of the purchase money ; and I hereby agree that the vendor shall, in all respects, fulfill the con- ditions of the sale. Witness my hand and seal, this first day of , nineteen hundred and Attest : > 2. Contract to be signed by Purchaser. I hereby acknowledge that I have this day purchased, at public auction, all that (describe the real estate, etc.,) for the sum of $ , and have paid into the hands of the sum of $ , as a deposit and in part payment of the purchase money; and I hereby agree to pay the remaining sum of $ , unto (the vendor,) at , on or before the first day of , nineteen hundred and ,. , and in all other respects, on my part, to fulfill the annexed conditions of sale. Witness my hand and seal, this day of nineteen hundred and Attest: (Seal.) 3. Bill of Sale. Know all men, that I, , in the consideration of $ to me paid by , have bargained and sold to said the following goods and chattels, to wit: In witness whereof, I have set my hand and seal, this day of , nineteen hundred and Witness. (Seal.) Possession of the above goods and chattels should he delivered to the pur- chaser, otherwise the sale may he held fraudulent as against creditors. BROKER'S C Y C LP P E D I A 421 4. Notice to leave the premises. , you will please take notice that I want you to leave the premises you now occupy, and which you have rented of me, situated and described as follows (give descriptions of premises,) in county of . , and state of Your compliance with this notice, on or before the . day of , nineteen hundred and. , will prevent legal measures being taken by me to obtain possession of the same, agreeably to law. Yours respectfullv, : ,19 " 5. A Letter of Credit. ,.••: , ,19,. Gentlemen: Mr , of this city, is about to commence merchandising here, and will call on you in a few days to make some purchases; in your line. I request the favor of your selling him such goods as he may select, to the extent of $4,000, and I will hold myself accountable to you therefor, should Mr : '. . fail to pay you. Please advise me of the amount for which you may give him credit; and should he make default in payment, give me immediate notice. I am very truly. 6. Order for Merchandise. $ , , 19... Mr : Please let Mr . . have goods from your store to amount of , . dollars. and charge. 7. Order for Money. : Please pay , or order, dollars, and charge account of 8. Indorsement Waiving Protest. Demand, notice and protest waived. 422 THE REAL ESTATE 9. Proxy. Know all men by these presents, that I, , of , state of . . . , do hereby con- stitute and appoint , of , state of , my attorney for me, and in my name, place, and stead, to vote at any stockholders' meeting of the Company, a corporation, for the choice or election of directors, on the day of , nineteen hundred and , or at any adjourned or special meeting of the stockholders of said corporation thereafter, during the year ensuing, and until this power is revoked, on all the shares of stock of said corporation, on which I should have right to vote, and in the same manner as I should do, were I then personally present, with power to substitute an attorney under him, for hke purposes. Witness my hand and seal, at , this day of , nineteen hundred and Witness : (Seal.) 10. Receipts. , A receipt is an acknowledgement in writing that the party who gives it has received from the person named therein the money or thing specified therein. They may be either for a special purpose, for part payment of an account, for a special account, or in full payment of all demands. And although expressed to be in full of all demands, it is, nevertheless, only prima facie evidence of what it pur- ports to be and upon sufficient proof that it was obtained by fraud, or given under a mistake of facts, or in ignorance of law, it may be inquired into and corrected at law or in chan- cery. A receipt for a less sum in full, for a greater sum, is not good unless there is some consideration other than the mere receipt of the less sum ; therefore where a less sum is given in full payment of a larger sum, the receipt should express that it is done by the way of a compromise, or that there are other good and valuable considerations for the release of the greater sum. 1 1 . Arbitration. Arbitration is a reference of a matter in dispute concern- ing property, or a personal wrong, to the decision of a third party. BROKER'S C Y C LP P E D I A 423 The act by which such reference is made is called a submission; the person to whom it is made, an arbitrator; when the reference is made to two or more, and provision made that in case they shall disagree, another shall decide, that other is called an umpire; the judgment made by an arbitrator or arbitrators is an award; that by an umpire, an umpirage, or less properly an award. Parties may agree to refer a question by an oral agree- ment, or by a written agreement. The form is not essential. But it is always best to reduce the agreement to writing, and to express it carefully. They are usually made by mutual consent, in which case the parties select the arbitrators, and bind themselves by bond to abide by their decision. Such decision or award should be signed by the arbi- trators, and a copy furnished to each party. Arbitration may also be made by rule of a court of record, and the award should be sealed up and delivered to the court without delay. Either party may revoke his submission at any time before the award is made, and thereby render the submission wholly ineffectual, except in cases of submission made by order of court. The party so revoking the submission may, however, be held in damages for failing to fulfill his contract of sub- mission. Before entering upon their duties, the arbitrators take and subscribe an oath or affirmation that they will faith- fully and honestly hear and examine the matters and things in controversy be.tween the parties, and to make a just award according to the best of their understandings. Their award must follow the submission; thus, if the submission be on a condition that the award be in writing, or under seal, or delivered on a certain day; in these cases, if the award is made after the day, or not in writing, or not under seal, it will be void. 12. Affidavits. An affidavit is a declaration reduced to writing, sworn or affirmed to before some officer who is authorized to administer an oath. The following is the usual form: . 424 THE REAL ESTATE 13. Affidavit. THESTATEOF ], County. }■ ss. , of the town of . , in said county, being duly sworn, says (here give the statement of the affiant in his own words as nearly as possible ;) and further saith not. Sworn to before me, and subscribed in my presence, this first day of June, nineteen hundred and (N. P. Seal) , Notary Pubhc, County, 14. Assignment of an Account. For value received, I hereby sell, assign, and transfer to the annexed account against .... of , , and all my right, title, interest, and demand in and to the same, with full authority to collect and receipt for the same. I guarantee to the said , that the said account is just and due, and that I have not received or discharged the same, or any part thereof. Done this first day of , nineteen hun- dred and 15. Assignment of a Debt. Be it known, that I, , of the city of , state of . , in con- sideration of $ to be paid by , of , ■ County, state of , have sold, transferred, and assigned to the said a certain debt due me from , of , aforesaid, viz., my book account, amounting to $ And I authorize the said -. . . .in my name, but at his own costs and risk, to sue for, collect, and receive, or to sell and transfer the said debt so sold to him. And I covenant that the said sum of $ is justly due and owing to me by said , and that I have not discharged or transferred said debt. In witness whereof, I have hereto set my hand and seal, this day of , nineteen hundred and Attest: (Seal.) BROKER'S CYCLOPEDIA 425 16. Assignment without recourse. For value received, I assign the within obligation, and all moneys due thereon, to , not holding myself liable in any case for the payment of the same. Done this first day of , nineteen hundred and 17. Assignment with Guaranty of Payment. For value received, I sell and assign the within obhgation or account, and all moneys due thereon, to , hereby guarantying the payment of the same to him or his assigns. Done this day of . ." , nineteen hundred and Table showing the distance at sea level at which objects are visible at certain elevations. Feet. 1. . . 5. . . 6. .. 7.... Miles. 9. 10. 20, 25 30. 35 40, 31 96 24 49 73 96 18 5.92 6.61 7.25 7.83 8.37 1 mile. Feet. Miles. 45 8.87 50 9.35 60 10.25 70 11.07 80 11.83 90 12.25 100 13.23 150 15.22 200 18.72 300 22.91 500 29.58 1000 33.41 96.10 426 r H E REAL ESTATE CHAPTER XXII. Interest Rules, Rapid Calculation; Interest Laws, Copyright Laws, Exemption Laws, Postal Information and Legal Holidays. INTEREST RULES. 1 — What is Interest? 2 — Short cut rules for computing in- terest. 3 — How money grows at interest. 4 — Lightning method for calculating Interest. 5 — Banker's method of calculating Interest. 6 — Time at which money doubles at Interest. RAPID CALCULATION. 1^ — Lightning method of multiplication 2 — Lightning method of division. INTEREST LAWS. COPYRIGHT LAWS. EXEMPTION LAWS. POSTAL INFORMATION. 1 — How to direct and mail letters. 2 — Avoid thin envelopes. 3 — Register valuable matter. 4 — The convenience of letter boxes. 5 — The uses of mailing boxes. 6 — Affix stamps firmly. 7 — What postage may be paid with. 8 — Penalty for evasion of payment of postage. 9 — General suggestions. 10 — Rates of postage. 11 — Circulars defined. 12 — Postmasters may remove wrappers of packages. 13 — Unmailable matter. 14 — Weighing packages. 15 — Special delivery. 16 — Letters opened through mistake. 17 — Withdrawal of letters from mailing post office. 18 — Withdrawal by sender after dis- patch. 19 — Letter Carriers. LEGAL HOLIDAYS. 1. What is interest. Interest is commonly defined to be a compensation for the use of money or value, though literally it is the use of money. The amount received or paid for interest is usually a percentage on the amount used, and is either fixed by contract or by statute. Per cent signifies by the hundred and implies in interest, so many cents on the hundred cents, or so many dollars on the hundred dollars etc. The usual custom is to reckon interest by the year, but it is better to express the time in the note or other instrument, as it is not neces- sarily understood. The following simple rule for calculating interest at 6 per cent will be of assistance. Call every year.06, every two months .01 every six days .001, and any less days sixths of one mill ; then to ascertain the interest : RULE. — Multiply the principal by the rate per cent expressed decimally ; or cut off two figures from the right of dollars in the principal by a decimal point, and the result will be the interest for 60 days; then multiply this result by one-half the number of months required, to which add for days that proportion of the interest for 60 days, which the given nun^ber of days is of 60. BROKER'S CYCLOPEDIA __^ 427 2. Interest Rules. To find the interest of any sum at 3, 4, 5, 6, 7^, and 10 per cent for one month: At 3 per cent remove the decimal point two places to the left, divide by 4 and the quotient will be the interest for one month. At 4 per cent remove the decimal point two places to the left, divide by three and the quotient wil be the interest for one month. At 5 per cent remove the decimal point one place to the left, divide by 24 and the quotient will be the interest for one month. [I At 6 per cent remove the decimal point two places to the left, divide by two and the quotient will be the interest for one month, f At 7^ per cent remove the decimal point one place to the left, divide by 16 and the quotient will be the interest for one month. i At 8 per cent remove the decimal point one place to the left, divide by 15 and the quotient will be the interest for one month. At 10 per cent remove the decimal point one place to the left, divide by 12 and the quotient will be the interest for one month. The following rules are in general use among business men, and may prove of assistance in calculating interest : RULE. — Multiply the amount of the note or other instrument by the number of days before it becomes due, point off the right-hand figure and divide by the numbers stated in the following table : 4 per cent divide by 9 10 per cent divide by 36 5 per cent divide by 72 12 per cent divide by 3 6 per cent divide by 6 15 per cent divide by 24 8 per cent divide by 45 18 per cent di\ide by 2 9 per cent divide by 4 20 per cent divide by 18 The rule for computing interest, when the partial payments have been made, is to apply the payment, in the first place, to the discharge of the interest then due. If the payment exceeds the interest, the surplus goes towards dis- charging the principal, and the subsequent interest is to be computed on the balance of the principal remaining due. If the payment is less than the interest, the surplus of interest must not be taken to augment the principal; but interest continues on former principal until the period when the payments, taken together, exceed the interest due, and then the surplus is to be applied towards discharging the principal, and interest is to be computed on the balance. 3. How Money grows at Interest. If one dollar be invested and the interest added to the principal annually, at the rates named, we shall have the following result as the accumulation of one hundred years. One Dollar 100 years at 1 per cent 2.75 One Dollar 100 years at 2 per cent 7.25 One Dollar 100 years at 3 per cent 19.25 428 THE REAL ESTATE One Dollar, 100 years at 4 per cent 50.50 One Dollar, 100 years at 5 per cent. 131.50 One Dollar, 100 years at 6 per cent 340.00 One Dollar, 100 years at 7 per cent 868.00 One Dollar, 100 years at 8 per cent 2,203.00 One Dollar, 100 years at 9 per cent 5,513.00 One Dollar, 100 years at 10 per cent 13,809.00 One Dollar, 100 years at 12 per cent 84,675.00 One Dollar, 100 years at 15 per cent 1,174,405.00 One Dollar, 100 years at 18 per cent 15,145,00.00 One Dollar, 100 years at 24 per cent 2,551,799,404.00 4. "Lightning Method" for calculating Interest. WHERE THE TIME IS FOR DAYS ONLY. Rule. — To find the interest on any given sum for any number of days, multiply the principal by the number of days, then point off two places and divide as follows: At 5 per cent divide by 72. At 6 per cent divide by 60. At 7 per cent divide by 52. At 8 per cent divide by 45. At 9 per cent divide by 40. At 10 per cent divide by 36. At 12 per cent divide by 30. - Example: — What is the interest on $900.00 for 8 days at 6 per cent? Solution: 900x8 divided by 60=$1. 20 interest. 5. Bankers' Method of Calculating Interest. In banking nearly all the business is transacted on the basis of 30, bO, and 90 days. RULE. — ^To find the interest on any amount at 60 days, remove the decimal point two places to the left, and you have the interest at 6 per cent. Increase or diminish according as the time is increased or dimin- ished. For 90 days add ^ of itself; for 30 days divide by 2; for 15 days divide by 4; for 120 days multiply by 2. Example: What is the interest on $240 for 90 days at 6 per cent? $2.40 interest for 60 days. $1.20 interest for ^ of 60 days, or 30 days. $3.60 interest for 90 days. BROKER'S CYCLOPEDIA 429 6. Time at which Money doubles at Interest. Rate Per Cent. Simple Interest. Compound Interest. 2 50 years. 35 years 1 day. 2i 40 years. 28 years 26 days. 3 33 years 4 months. 23 years 164 days. 3 V. 28 years 208 days. 20 years 54 days. 4 28 years. 17 years -246 days. ' 4^ 22 years 81 days. 15 years 273 days. 5 20 years. 15 years 75 days. 6 16 years 8 months. 12 years 327 days. 7 14 years 104 days. 10 years 89 days. 8 12 ^years. 9 years 2 days. 9 11 years 40 days. 8 years 16 days. 10 10 years. . . • 7 years 100 days. Rapid Calculation. 1. 'Lightning Method" of Multiplication. To multiply by 125, divide by 8, and call it thousands, because 125 is i of a thousand. To multiply by 12>^, divide by 8; call it hundreds. To multiply by 1>^, divide by 8; call it tens. To multiply by 62 >^, divide by 16, and call it thousands. To multiply by 6X. divide by 16, and call it hundreds. To multiply by 31X> divide by 32, and call it thousands. To multiply by 333^, divide by 3, and call it thousands. To multiply by 33^, divide by 3, and call it hundreds. To multiply by 3^, divide by 3 and call it tens. To multiply by 50, divide by 2, and call it hundreds. To multiply by 66 f, divide by 15, and call it thousands. To multiply by 833^, divide by 15, and call it ten thousands, by annexing four ciphers. To multiply by 83^, divide by 12, and call it thousands. To multiply by 8^, divide by 12, and call it hundreds, because 8^ is 1-12 of a hundred. The reason is similar in each case. To multiply by 166§, divide by 6, and call it thousands. To multiply by 16§, divide by 6, and call it hundreds. To multiply by 1§, divide by 6, and call it tens. To multiply by 37^, take | of the number, and call it hundreds; 87X» i of the number, and call it hundreds, etc. 2. Lightning Method of Division. We simply reverse these methods to divide. To divide by 10, 100, 1,000 etc., we remove the point one, two and three places to the left. To divide by 25, remove the decimal point two places to the left, and multiply by 4. 430 THE REAL ESTATE Removing the point two places divides by one hundred; hence the quotient is four times too small; hence we remove the point two places, and multiply by 4. To divide by 2>^, remove the point one place to the left, and mul- tiply by 4. To divide by 125, remove the point three places to the left, and multiply by 8. To divide by 12 }4, remove the point two places to the left, and multiply by 8. To divide by IX. remove the point one point to the left, and mul- tiply by 8. There are about 1^ cubic feet in one bushel. Hence dividing the number of cubic feet by 1 ^ gives the number of bushels nearly. To divide by 133 J, remove the point three places to the left, then multiply by 3 and divide by 4. To divide by 8J, remove the point two places to the left, and mul- tiply by 12. Interest Laws of the United States, Showing days of Grace. The following data give the state, penalty of usury, legal rate, maximum rate permitted, and whether days of grace are allowed on sight, demand and time negotiable instruments. y ALABAMA.^ — All interest forfeited; legal and maximum rates, 8 per cent; grace on all negotiable papers. ALASKA. — Forfeiture of double interest 8 per cent; 12 per cent; grace on time papers only. ARIZONA. — No penalty; 6 per cent; no limit; no grace. ARKANSAS. — Principal and interest forfeited; 6 per cent; 10 per cent ; days of grace on all negotiable papers. CAIylFORNIA. — No penalty; 7 per cent; no limit; no grace. COLORADO. — No penalty; 8 per cent; no limit, no grace. CONNECTICUT.— All interest over 6 per cent forfeited; 6 per cent no grace. DELAWARE. — Forfeiture of a sum equal to the money lent; 6'per cent; 6 per cent; no grace. DISTRICT OF COLUMBIA. --All interest forfeited; 6 per cent; 10 per cent; no grace. FLORIDA. — All interest forfeited; 8 per cent; 10 per cent; no grace GEORGIA. — All interest over 8 per cent forfeited; 7 per cent 8 per cent; grace on time paper only. IDAHO. — Interest and 10 per cent per annum of principal for- feited; 7 per cent, 12 per cent; no grace. BROKER'S C Y C LP P E D I A 431 ILLINOIS. — All interest forfeited; 5 per cent; 7 per cent; no grace. INDIANA. — -All interest over 8 per cent forfeited; 6 per cent; 8 per cent; grace on sight and time instruments. IOWA. — Interest and 10 per cent per annum of principal forfeited; 6 per cent; 8 per cent; no grace. KANSAS. — Forfeiture of all interest in excess of 10 per cent, and also on amount equal to the excess contracted for; 6 per cent; 10 per cent; grace on time paper only. KENTUCKY.- -All interest over 6 per cent forfeited; 6 per cent; 6 per cent; grace on demand paper only; grace on sight and time papers. LOUISIANA. — All interest forfeited; 5 per cent; 8 per cent; grace on time paper only. MAINE. — ^No penalty; 6 per cent; no limit; grace on sight paper only. MARYLAND. — All interest over 6 per cent forfeited; 6 per cent; 6 per cent; no grace. MASSACHUSETTS.— No penalty; 6 per cent; n'o limit; grace on sight paper only MICHIGAN. — All interest forfeited; 5 per cent; 7 per cent; grace on sight and time instruments. MINNESOTA.— All interest forfeited; 6 per cent; 10 per cent; grace on sight paper only. MISSISSIPPI.— All interest forfeited; 6 per cent; 10 per cent; grace on all negotiable instruments. MISSOURI. — All interest forfeited; 6 per cent; 8 per cent; grace on time paper only. MONTANA. — No penalty; 8 per cent; no limit; no grace. NEBRASKA. — All interest forfeited; 7 per cent; 10 per cent; grace on sight and time paper. NEVADA. — No penalty; 7 per cent; no limit; grace on demand and time paper. NEW HAMPSHIRE. — Forfeiture of three times the excess interest charged ; 6 per cent ; 6 per cent ; grace on sight paper only. NEW JERSEY.— All interest forfeited; 6 per cent; 6 per cent; no grace. NEW MEXICO.— Forfeiture of double the interest and fine of not less than $25 and not over $100; 6 per cent; 12 per cent; grace on all negotiable instruments. NEW YORK. — Principal and Interest forfeited; 6 per cent; 6 per cent ; no grace. NORTH CAROLINA.— All interest forfeited; 6 per cent; 6 per cent; grace on sight and time paper. NORTH DAKOTA.— All interest forfeited; 7 per cent; 12 per cent; . no grace. 432 THE REAL ESTATE OHIO. — Forfeiture of excess of interest; 6 per cent; 8 per cent; no grace. OKLAHOMA.— All interest forfeited; 6 per cent; 12 per cent; grace on all negotiable intsruments. OREGON. — Principal and interest forfeited; 6 per cent; 10 per cent; no grace. PENNSYLVANIA.— Forfeiture of excess of interest; 6 per cent; 6 per cent; no grace. RHODE ISLAND. — No penalty; 6 per cent; no limit; grace on sight paper. SOUTH CAROLINA.— All interest forfeited; 7 per cent; 8 per cent; grace on sight and time instruments. SOUTH DAKOTA.— All interest forfeited; 7 per cent; 12 per cent; grace on all negotiable instruments. TENNESSEE. — Forfeiture of excess of interest, and fine; 6 per cent; 6 per cent; no grace. TEXAS. — -All interest forfeited; 6 per cent; 10 per cent; grace on sight and time paper. UTAH. — No penalty; 8 per cent; no limit; no grace. VERMONT. — Forfeiture of excess of interest; 6 per cent; 6 per cent; no grace. VIRGINIA. — All interest forfeited; 6 per cent; 6 per cent; no grace. WASHINGTON.— Forfeiture of excess of interest; 6 per cent; 12 per cent; no grace. WEvST VIRGINIA. — All interest over 6 per cent forfeited; no grace. WISCONSIN. —All interest forfeited; 6 per cent; 10 per cent; no grace. WYOMING. — All interest forfeited; 8 per cent; 12 per cent; grace on all negotiable instruments. Copyright Law^ of the United States. Section 4952 of the revised Statutes of the United States, in force December 1, 1873, as amended by the act of June 18, 1874, as amended by the act of March 3, 1891, provides that the author, inventor, designer, or proprietor of any book, map, chart, dramatic or musical composition, engraving, cut, print, or photograph or negative thereof, or of a painting, drawing, chromo, statuary, and of models or designs intended to be perfected as works of the fine arts, and the executors, administrators, or assigns of any such person, shall, upon complying with the provisions of this chapter, have the sole liberty of printing, reprinting, completing, copying, executing, finishing and vending the same; and, in the case of a dramatic composition, of publicly performing or representing it, or causing it to be performed or represented by others. And authors or BROKER'S CYCLOPEDIA 433 their assigns shall have exclusive right to dramatize or translate any of their words for which copyright shall have been obtained under the laws of the United Staes. PRINTED TITLE REQUIRED.- A printed copy of the title of the book, map, chart, dramatic or musical composition, engraving, cut, print, photograph, or chromo, or a description of the painting, drawing, statue, statuary, or model or design, for a work of the fine arts, for which copyright is desired, must be delivered to the Librarian of Congress, or deposited in the mail, within the United States, prepaid, addressed "Librarian of Congress, Washington, D. C." This must be done on or before day of publication in this or any foreign country. The printed title required may be a copy of the title-page of such publications as have title pages. In other cases, the title must be printed expressly for copyright entry, with name of claimant of copyright. The style of type is immaterial, and the print of a typewriter will be accepted. But a separate title is required for each entry. The title of a perodical must include the date and number ; and each number of a per- iodical requires a separate entry of copyright. Blank forms of applica- tion are furnished. FEEvS. — -The legal fee for recording each copyright claim is 50 cents, and for a copy of this record (or certificate of copyright) under seal of the office an additional fee of 50 cents is required, making $1 or $1.50, if certificate is wanted, which will be mailed as soon as reached in the records. No money is to be placed in any package of books, music, or other publications. A money order or express order avoids all risk. In the case of publications which are the production of persons not citizens or rezidents of the United States, but who are citizens or subjects of any country with which the United States has copyright agreement, the fee for recording title is $1, and 50 cents additional for a copy of the record. Certificates covering more than one entry in one certificate are not issued. Express orders, money orders, and currency only taken for fees. No postage stamps received. DEPOSIT OF COPIES.— No later than the day of publication in this country or abroad, two complete copies of the best edition of each book or other article must be delivered at the office of the Librarian of Congress, or deposited in the mail within the United States, addressed "Librarian of Congress, Washington, D. C," to perfect the copyright. The freight or postage must be prepaid, or the publications inclosed in. parcels covered by printed penalty labels, furnished by the Librarian, in which case they will come free by mail (not express,) without limit of weight, according to rulings of the Postoffice Department. Books must be printed from type set in the United States or plates made therefrom; photographs from negatives made in the United States; chromos and lithographs from drawings on stone or transfers made in the United States. In case of paintings, drawings, statuary, or models or designs for work of art, a photograph of the article is to be sent in lieu of the two 434 T H E R E A L ESTATE copies. Without the deposit of copies required the copyright is void, and a penalty of $25 is incurred. No copy is required to be deposited elsewhere. The law requires one copy of each new edition wherein any sub- stantial changes are made to be deposited with the Librarian of Congress. NOTICE OF COPYRIGHT.— No person shall maintain an action for the infringement of a copyright unless notice is given by inserting in every copy published, on the title page or the page following, if it be a book; or if a map, chart, musical composition, print, cut, engraving, photograph, painting drawing, chromo, statue, statuary, or model of design intended to be perfected as a work of the fine arts, by inscribing upon some visible portion thereof, or on the substance on which the same is mounted, the folowing words, viz: "Entered according to Act of Con- gress, in the year , by , in the office of the Librarian of Congress, of Washington," or at the option of the persons entering the copyright, the words: "Copyright, 19. .... by " The law imposes a penalty of f 100 upon any person who has not obtained copyright who shall insert the notice, "Entered according to act of Congress," or "Copyright," etc., or words of the same import, in or upon any book or other article, whether such article be subject to copyright or not. TRANSLATIONS. — The copyright law secures to authors and their assigns the exclusive right to translate or to dramatize any of their works; no notice is required to enforce this right. DURATION OF COPYRIGHT.— The original term of copyright runs for twenty-eight years. Within six months before the end of that time the author or designer, or his widow or children, may secure a re- newal for further term of fourteen years, making forty-two in all. RENEWALS. — Application for renewal must be accompanied by printed title and fee; and be explicit statement of ownership, in the case of the author, or of relationship, in the case of his widow or children, and must state definitely the date and place of entry of the original copyright. Within two months from date of renewal the record thereof must be advertised in an American newspaper for four weeks. TIME OF PUBLICATION.— The time of publication is not limited by any law or regulation, but the courts have held that it should take place "within a reasonable time." Registration of title may be secured for a projected as well as for a completed work. But the law provides for no caveat or notice of interference — only for actual entry of title. ASSIGNMENTS. — Copyrights are assignable by any instrument of writing. Such assignment is to be recorded in the office of the Librarian of Congress within sixty days from execution, "in default of which it shall be void as against any subsequent purchaser or mortgagee for a valuable consideration, without notice." The fee for this record and certificate is $1 and for a certified copy of any record of assignment $1. A copy of the record (for duplicate certificate) of any copyright entry B ROKER'S CYCLOPEDIA 435 will be furnished, under seal of the office, at the rate of 50 cents each. INFRINGEMENT OF COPYRIGHT.— Infringement is a very plain matter when the copyrighted work is simply produced. It be- comes a complicated and dificult question when only extracts or quo- tations are made, or when resort is had to a book to make the public acquainted with its contents or to criticise its style or the substance of its thought. It has long been established that the identity of a literary work consists in its ideas and its language. The law does not protect an author against the use of his thoughts in a substantially different form. Unauthorized translation or dramatization of a copyrighted work is no infringment, nor is a true abridgement. An abridgement consists in a condensation of the author's language, and is substantially a different work. The rights of translation or dramatization may be, however, reserved by the author if he so desires. ABRIDGEMENT AND COMPILATION.— In a compilation there is the act of taking the very words of the author, or with such slight changes as to show servile imitation, while abridgment, as before stated, consists in condensation and consequent rearrangement. The law at most tolerates the condensation and does not permit the copying of the author's words to such an extent as to do him substantial injury. Com- pilation is to some extent permitted in dictionaries, gazeteers, cycl- opedias, guide-books, etc., where the main design and execution of the work are novel. In works of this class the sources from which infor- mation is drawn are not the same and the results must be very similar. Novelty and improvement in them in general consists in abridgement, changes in arrangement, more modern information, the correction for errors, etc. LEGAL REMEDIES FOR VIOLATION OF COPYRIGHT. When a copyright is violated the regular remedies are an action for damages or an injunction from a court of equity preventing the contin- uance of the acts of infringment. As incidental to this relief, the court may direct an account to be taken of the profits realized by the infringer. Where an infringement consists in making use of part of a copyright- ed work in connection with other matter, the injunction will be so granted as to prevent the publication of that portion of the infringer's books which is open to objection, without reference to the fact that the order of the court may make the book, thus shorn of a portion of its contents, valueless. Severe penalties and forfeitures are also imposed by statute law upon persons who knowingly violate the provisions of the copy- right acts. Exemption Laws. In most of the states there exists a homestead law which exempts certain real estate property from liability of attachment by the creditors of the owner. Certain personal property is also exempt, and in most 436 •■ THE REAL ESTATE cases wages are exempt for a specified period. The following is approxi- mately the law in the several states and territories: — ALABAMA. — Homestead to the value of $2000 or 160 acres of land not exceeding $2000 in value. Personal property to the value of $1000 and $25 wages. ALASKA. — No homestead law. Specified articles of personal property worth from $750 to $1000, and wages for thirty days preceding judgment. ARIZONA. — Homestead to the value of $4000 if claim is recorded. Personal property to the value of $1000. Wages earned for thirty days preceding levy. ARKANSAS. — Homestead of 160 acres in country or one-quarter acre in town or village, not exceeding in value $2500. Personal property including wages for sixty days to the amount of $500 for the head of a family and $200 for a single person. CALIFORNIA.— Homestead to the value of $5000, Certain- speci- fied articles of personal property not to exceed $1000. Wages for thirty days if necessary to support family, but one half of wages is liable for debts contracted for necessaries. , COLORADO.— Homestead to the value of $2000 if claim is record- ed. Certain specified articles of personal property, including library and instruments of professional men. Sixty per cent of any amount of wages due. CONNECTICUT.— Homestead to the amount of $1,000 if claim is recorded. Certain specified articles of personal property and wages to the amount of $50. DELAWARE. — No homestead exemption, and each county has a special law as to exemption of personal property. DISTRICT OF COLUMBIA.— Specified articles of personal prop- erty not exceeding $1000. Wages for two mouths not to exceed $200 and the salary of all government employees. FLORIDA. — Homestead consisting of 160 acres in country or one half acre in town. Personal property to the value of $1000 for the head of a family residing in the state, and all wages. GEORGIA. — Constitution of the state provides a homestead exemption of $1600, either real or personal property, and the statutes allow fifty acres of land and five acres additional for every child under sixteen years of age. Certain specified articles of personal property and all laborers' wages. IDAHO. — Homestead to the value of $5000 for a married man and $1000 for a single man, but declaration of homestead must be filed. Specified articles of personal property to the value of 1000 and wages for thirty days. ILLINOIS. — Homestead to value of $1000. Personal property, $400 for married persons, $100 for single persons. Wages to the amount of $15 weekly for the head of a family. BROKER'S CYCLOPEDIA -_ 437 INDIANA. — $600 worth of either real or personal property is allowed as exemption to householders and married women residents of the state. One month's wages not to exceed $25. IOWA. — Homestead one half acre in town or forty acres in country. Specified articles of personal property not to exceed $200 and wages for ninety days. KANSAS. — Homestead one acre in town and 160 acres in country. Speified articles of personal property and wages for three months pre- ceding levy. KENTUCKY.— Homestead to the value of $1000. Specified articles of personal property and wages to the amount of $50. LOUISIANA.— Homestead to the value of $2000. Specified articles of personal property and all laborers' wages. MAINE.— Homestead to thevalue of $500 if recorded. Specified articles of personal property. Wages to the value of $20 except in suit for necessaries and then MARYLAND. — $100 worth of personal property and wages to the amount of $100. MASSACHUSETTS.— Homestead to the value of $800 if recorded. Specified articles of personal property and wages to the amount of $20 except in suit for necessaries, and then $10. MICHIGAN.— Homestead to the value of $1500. Specified articles of personal property and goods to the value of $250. Eighty per cent of the wages of a householder not to exceed $30, others forty percent up to $15. MINNESOTA. — Homestead consisting of a city lot or one half acre in a town or eighty acres in the country, not allowed to a single man unless he resides on the property. Specified articles of personal property amounting to about $1500 and wages to the amount of $25. MISSISSIPPI.— Homestead to the value of $2000, but not over 160 acres if in the country. Personal property consisting of certain articles in the country, and to the value of $250 in towns. Wages of $100 per month to head of family, $20 to others. MISSOURI.— Homestead to the value of $3000 in cities and $1500 in country and towns. Personal property consisting of certain specified articles not to exceed in value $300, including ninety per cent of wages. MONTANA.— Homestead to the value of $2500. $2500. Specified articles of personal property and wages for thirty days. NEBRASKA.— Homestead to the value of $2000. Personal property not exceeding $500, but not in addition to homestead, and wages for sixty days. 438 THE REAL EST A TE NEVADA.— Homestead to the value of $5000. Specified articles of personal property and wages not to exceed $50 earned in month process is issued. NEW HAMPSHIRE.— Homestead to the value of $500. Certain specified articles of personal property and wages to the amount of $20 except as against debts for necessaries. NEW JERSEY.— Homestead to the value of $1000 if advertised and recorded according to law. Personal property to the amount of $200 and wearing apparel, also all wages. NEW MEXICO.— Homestead to the value of $1000. Personal property consisting of certain specific articles and $500 when party does not own homestead. Wages for three monehs, except in certain specific cases. NEW YORK.— Homestead to the value of $1000 if notice is re- corded. Certain specific articles to the head of a family, and personal property in addition to the value of $250, except for purchase price. Wages for sixty days if necessary for the support of the family. NORTH CAROI.IN A.— Homestead to the value of $1000. Per- sonal property to the value of $500, and sixty days' wages if necessary for the support of the family. NORTH DAKOTA.— Homestead to the value of $5000. Per- sonal property to the value of $1000 to the head of the family residing in the state. Wages not exempt. OHIO.— Homestead to the value of $1000. Certain specific articles of personal property. Wages for three months if necessary for the support of the family. OKLAHOMA. — Homestead consisting of 160 acres in the country, or one acre in city or town. Personal property consisting of certain specific articles. Wages for ninety days to the head of the family. OREGON.— Homestead to the value of $1500, not to be less than twenty acres in the country or one lot in the city or town. Personal property consisting of certain specific articles, and wages for thirty days if necessary for the support of the family. PENNSYLVANIA. — Real or personal property to the value of $300, and all wages. RHODE ISLAND.— Household furniture to the value of $300, tools and books to the value of 300, and library of professional men. Wages to the amount of $10, except as against debts for necessaries. SOUTH CAROLINA.— Homestead to the value of $1000. Per- sonal property to the value of $500. Wages for sixty days if there is a family depending on them for support. SOUTH DAKOTA.— Homestead consisting of 160 acres in the country or one acre in city or town, to the value of $5000. Personal property to the value of $750, to the head of a family, and $300 to a single person not the head of a family. No exemptions against purchase price. Wages for sixty days if necessary for support of family. BROKER'S CYCLOPEDIA 439 TENNESSEE.— Homestead to the value of $1000. Certain specific articles of personal property. $30 in wages. TEXAS. — Homestead consisting of 200 acres in country, or city lot to the value of $5000. Certain specific articles of personal property. Current wages for personal services. UTAH.— Homestead to the value of $1500, and $500 additional for wife and $250 for each child. Certain specific articles of personal property not exceeding $1000, and one half of wages for thirty days, but not to be less than $30. VERMONT.— Homestead to the value of $500. Certain specific articles of personal property, and wages to the amount of $10. VIRGINIA.— Homestead to the value of $2000. Certain specific articles of personal property and one month's wages, not to exceed $50. WASHINGTON.— Homestead to the value of $2000 if declaration is filed. Certain specific articles of personal property, and in the case of a house holder $1000 in addition. Wages to the amount of $100 if family is dependent thereon. WEST VIRGINIA.— Homestead to the value of $1000. Personal property, including wages, to the amount of $200. WISCONSIN.— Homestead consisting of one fourth acre in town or forty acres in the countr)^ Certain specific articles of personal property, not to exceed $200 in value. Wages for three moths,- not exceeding $60 a month. WYOMING.— Homestead to the value of $1500. Personal property to the value of $800 for a married man, and $300 for a single man. Wages not to exceed $100. Postal Information. The following extracts from the United States Official Postal Guide contain many valuable suggestions of general interest to the public. 1 . How to Direct and Mail Letters. Mail matter should be addressed legibly and completely. Giving the name of he post-office. f a city having a free delivery, the street and number. And the post-office box of the person addressed should be added, if he has one. It is well to add the county also. And to spell the name of the State in full. (This is not the usual custom.) To secure a return to the sender in case of misdirection or insuffi- cient payment of postage, his name should be written or printed upon the upper left-hand corner of all mail-matter. The matter will then be returned to the sender, if not called for at its destination, without going to the dead letter office, and, if a letter, will be returned free. 440 THE REAL ESTATE Dispatch is hastened by mailing early, especially when large num- bers of letters, newspapers, or circulars are mailed at once. When numbers of letters or circulars are mailed togetb'sr, addressed to the same destination, it is well to tie them in bundles mth. the ad- dresses facing the same side. On letters for places in foreign countries, especially Canada and England, in .which many post-offices have the same names as offices in the United States, the name of the country as well as the post-office sould be given in full. Letters addressed, for instance, merely to "London," without adding "England,' are frequently sent to London, Canada, and vice- versa, thereby causing delay, and often serious loss. Letters addressed to Burlington, N. S. (Nova Scotia,) often go to Burlington, New York, on account of the resemblance between S. and Y. when carelessly written. 2. Avoid Thin Envelopes. Thin envelopes, or those made of weak or poor, unsubstantial paper, should* not be used, especially for large packages. Being often handled, and in the mail bags subjected to pressure and friction, such envelopes are frequently torn, or burs open without fault of those who handle them. 3. Register Valuable Matter. All valuable matter should be registered. Registry fee is eight cents, which, with postage, must be prepaid, and the name of the sender must be given on the outside of the envelope or wrapper. Money should be sent by a money-order or registered letter, other- wise its liability to loss is greater .__.• Postmasters, before receiving a letter for registration must require the sender to have it securely sealed with its contents, to have it fully and legibly addressed; to have his or her name or address indorsed across the end; and to have affixed the necessary stamps to fully prepay postage and fee. Postmasters and their employees are forbidden to address a regis- tered letter or package for the sender, to place the contents therein, to seal it, or affix the stamps thereto. This must be done by the sender, or for him by some other person. Any letter or package may be registered, and in cases in which the writer wishes to know positively whether his correspondent received his letter, the receipt returned to him from the office of delivery furnishes the proof. 4. The Convenience of Letter Boxes. Patrons in cities where letter carriers are employed are advised to provide letter boxes at their places of business or private residences, thereby saving much delay in the delivery of mail matter. BROKER'S CYCLOPEDIA 441 5. The use of Mailing Boxes. When dropping a packet into a mailing box, or into the receptable at the post-office, care should be taken that the packet falls into the bo:?^, and does not stick in the passage. Mail matter deposited in any receptacle erected by the Department, such as street mailing boxes for the reception of mail matter to be col- lected by letter carriers, or boxes in railroad depots for the reception of matter to be collected by employes of the railway ma:il service, cannot be reclaimed by any one under any circumstances. On such receptacles erected in railroad depots a notice should be affixed that they are not intended for reception of matter for city de- livery. Persons depositing drop letters therein intended for city delivery, do so at their own risk, and cannot reclaim them, except through the dead letter office. 6. Affix Stamps Firmly. Postage stamps should be placed on the upper right-hand corner of the address side of all mail matter, care being taken that they are se- curely affixed. 7. What Postage may be Paid with. Postmasters are not required to accept in payment for postage stamps, etc. , any currency which is so multilated as to be uncurrent or as to render its genuineness doubtful. Nor are they required to receive more than twenty-five cents in copper or nickel coins, nor to affix stamps to letters, nor to make change, except as a matter of courtesy. They must not give credit for postage. 8. Penalty for Evasion of Payment of Postage. Any person who shall conceal or inclose matter of a higher class in that of a lower class, and deposit or cause the same to be deposited for conveyance by mail, at a less rate than would be charged for both such higher and lower class matter, shall, for every siich offense, be liable to a penalty of ten dollars. 9. General Suggestions. A subscriber to a newspaper or a periodical who changes his resi- dence and post office should at once notify the publisher, and have the publication sent to his new address. The delivery of letters is'not controlled by any statutory provision, but by the rules and regulations of the Post office Depatment. The object of the department is to insure and facilitate such delivery to the persons for whom they are intended. In case of money-orders and registered letters, the parties applying for them, if not known, should be required to prove their identity in 442 THE R E A L ESTATE the same manner as in banking institutions, where parties presenting drafts, checks, etc., who are not known, are required to prove their identity. In case of advertised letters parties applying should be questioned as to the place or places from whence they may be expecting corres- pondence. In the general delivery of a post-office, the postmaster shall exercise a sound discretion in the delivery of letters to persons claiming to be the persons named in the address, and who may no be known to him. Hotel matter should be returned to the post-office as soon as it is evident that it will not be claimed. Proprietors of hotels, officers of clubs and of boards of trade or exchanges, should not hold unclaimed letters longer than ten days, except at the request of the person addressed. When such letters are returned to the post-office they should be redirected for forwarding; and in the absence of more definite infor- mation as to where the person addressed may be found, the new address may be taken from the hotel register. All inquiries, whether from postmaster or the public, relative to lost or missing mail-matter of every description, both foreign and domestic, ordinary and registered, should be addressed to the Chief Post Office Inspector, Post Office Department, Washington, D. C, to whom all the losses or irregularities should be reported as soon as know- ledge is had of their occurrence. All inquiries or communications relative to mail-matter which is supposed to have been sent to the dead letter office should be addressed to the Superintendent, dead lettr office. In such cases the letter of inquiry must state to whom and what post-office the article was addressed, and give the name and full address of the writer or sender, and the date and place of mailing, and a brief description of the contents. It is not known when the missing matter was sent to the dead letter office, the date and reason for sending should be given. If registered, the number should also be furnished. If losses are promptly reported it will be the means of correcting irregularities, and the interests of the public as well as the efficiency of the postal service, will be enhanced thereby. Letters addressed to persons temporarily so journing to the city where free delivery system is in operation should be marked "Transient" or "General Delivery" if not addressed to a street and number or some other designated place of delivery. Postal employees are not permitted to change the address upon misdirected letters and other mail matter. Matter not directed to any post-office cannot be forwarded in the mails, but must be returned to the sender, if known, for better directions, or else to the dead letter office. BROKER'S CYCLOPEDIA 443 It is easier for the public to address their mail matter to a post-office than it is for the Department to ascertain where matter not addressed to a post-office should be sent. Postmasters have been instructed to inform senders of the proper post-office address of matter returned to them because not addressed to a post office, or, if the proper address is not known, to advise them to apply to the nearest division superintendent railway mail service for the desired information. Book manuscript, manuscript for magazines, periodicals, news- papers, and musical manuscript, are now subject to full letter rates of postage, except they be accompanied by proof sheets or corrected proof- sheets of such manuscript, or of which proofs such manuscript is a cor- rection of addition, when the rate will be one cent for two ounces or fractional part thereof. Manuscript, as above stated, may be sent otherwise than in the mails. All mail-matter arriving at destination, upon which postage is collected in money from the recipient, upon delivery, must have affixed thereto a brown postage-due stamp or stamps equal to the sum collected. Persons from whom such postage is required may, and are requested to demand that such postage-due stamps be affixed by the postmaster or his representatives when payment is made. Proprietors of hotels should omit the return request from envelopes supplied gratuitiously to their giiests. Guests using such envelopes should be careful to designate what disposition should be made of letters sent by them in case they cannot be delivered. 10. Rates of Postage, Etc. FIRST-CLASS. —Letters, and all other written matter, whether sealed or unsealed, and all other matter sealed, nailed, sewed, tied, or fastened in any manner, so that it cannot be easily examined, two cents per ounce or fraction thereof ; registry fee eight cents. Postal cards one cent each. Postal cards are unmailable with any writing or printing on the address-side, except the direction, or with anything pasted upon or attached to them. SECOND CLASS.— Newspapers and periodical publications, when sent by publishers or news-agents, one cent a pound or fraction thereof. Newspapers or periodical publications, when sent by persons other . than the publishers and news-agents, one cent for every four ounces or fraction thereof. THIRD CLASS. — Printed matter, in unsealed wrappers only (all matter enclosed in sealed envelopes notched on the sides or corners must pay letter rates,) one cent for each two ounces or fraction thereof, which must be fully prepaid. 444 THE REAL ESTATE This includes books, circulars, chromos, hand-bills, engravings, lithographs, magazines, music, pamphlets, proof sheets and manuscripts accompanying the same, reproductions by the electric pen, hektograph, metallograph, papyrograph, photographs and "blue prints," and, in short, any reproduction upon paper by any process, except handwriting typewriting, and the copy-press;, not iii the iiaLuic oi u [.L.^unaX cories- pondence. Limit of weight four pounds, except for a single book, which may weigh more. Third class matter must be fully prepaid, or it will not be forwarded. FOURTH-CLASvS.— All mailable matter not included in the three preceding classes which is so prepared for mailing as to be easily with- drawn from the wrapper and examined. Rate, one cent per ounce or fraction thereof. Limit of weight, four_pounds. Full prepayment compulsory. 1 1 . Circulars Defined. • The term "circulars" is defined to be a printed letter, which accord- ing to internal evidence, is being sent in identical terms to several persons. A circular shall not lose its character as much when the date and the name of the addressed and of the sender shall be written therein, nor by the correction, in writing of mere typographical errors. 12. Postmasters may remove Wrappers of Packages. Postmasters at the office of delivery may remove the wrappers and envelopes from mail-matter not charged with letter-postage when it can be done without destroying them, for the purpose of ascertaining whether there is upon or connected with any such matter anything which wouM authorize or require the charge of a higher rate of postage thereon. Overweight letters or other first class matter deposited for mailing in a post-office with one full rate of postage prepaid thereon will be marked "Due 2 cents," or whatever the amount may be due, and for- warded as other letters. 13. Unmailable Matter. Obscene books, letters, papers, pictures, and postal cards, lottery circulars and letters, liquids (except as permitted in the Regulations.) Gunpowder, and other explosives. Live reptiles, animals and insects (except queen bees.) Poisons, and any article liable to injure the mails or the persons of those handling them. Also, matter without address, or so incorretly, insufficiently, or illegibly addressed that it cannot be forwarded to its destination. BROKER'S CYCLOPEDIA 445 14. Weighing Packages. If you have no scales, have all the packages weighed at the post- ofiice. Postage must be prepaid in full, or the package will not be for- warded. RE-FORWARDING.— Letters will be re-forwarded from one post-office to another upon the written request of the person addressed without additional charge for postage ; but packages of third class and fourth class matter cannot be forwarded or returned without a new pay- ment of postage. MONEY ORDERS. — Parties securing money orders should ex- amine them to see that they are properly filled out and stamped. This caution is necessary to avoid difficulties in the way of payment. The maximum amount of a single order is $100; and no more than three orders may be issued in one day to the same remitter, in favor of the same payer, payable at the same post-offle. Every person who presents a money order for payment is required to prove his identity to the postm^aster, unless the latter is satisfied, without such proof, that the applicant is the rightful owner of the order. If an order be paid to the wrong person, through lack of necessary precaution by the postmaster, he will be held accountable for such pay- ment. Care is taken that the signature of the payee is in no way incon- sistent with the name given in the letter of advice. When a money order has been lost by either the remitter, payee, or indorsee, a duplicate thereof will be issued by the Department, free of charge, to the owner of the original, upon his making application (stating the circustances of the loss,) to be forwarded by the issuing or the paying postmaster, from each of whom he must obtain and furnish a certificate that the original order had not been and would not be paid or repaid as the case may be. 15. Special Delivery. The Special Delivery system i^ intended to secure, by means of special messengers, the immediate delivery at all postoffices, of letters or other articles of mail matter, bearing the special delivery stamps provided by law. A special stamp, of the face valuation of ten cents, may be pro- vided and issued, whenever deemed advisable or expedient, in such form and bearing such devise as may meet the approval of the Post- master General, which when attached to a letter, in addition to the lawful postage thereon the delivery of which is to be a free delivery office, or at any city, town or village containing a population of four thousand or over, according to the federal census, shall be regarded as entitling such letter to immediate delivery within the carrier limit of any free delivery office which may be designated by the Postmaster General as 446 THE REAL ESTAT E the special-delivery office, or within one mile of the postoffice at any other office coming within the provisions of this section which may in like manner be designated as a special delivery office. (All post-offices are now special delivery offices.) Such specially stamped letters shall be delivered from seven o'clock ante meridian up to twelve o'clock midnight, at the offices designated by the Postmaster General under section three of this act. The hours within which immediate delivery shall be made shall be at least from 7 A. M., and further until arrival of last mail, provided that such arrival be no later than 9 P. M. This requirement as to the hours of delivery does not necessarilly extend to the transaction of any other postal business after the usual office hours. Special orders for later delivery may be made for particular offices. Special delivery matter must be delivered to the addressee, or to any one specially authorized to receive his mail matter. In his absence and that of any one having such special authority, such matter may be delivered to any responsible member of the ad- dressee's family, or any partner or clerk of his, or responsible person employed in his office; and to the officer or agent of any firm, incor- porated company, or public institution to which addressed. In the case of registered matter received for special delivery, the usual registry receipts, in addition to the special delivery receipts, must be taken, and all other requirements of the registry regulations must be observed. 16. Letters "opened through mistake." If there be two or more persons of the same name, and a letter in- tended for one is delivered to another, and returned by him, the post- master will reseal the letter in the presence of the person who opened it, and request him to write upon it the words OPENED BY ME THROUGH MISTAKE, and sign his name. He will then replace the letter in the postoffice. 1 7. Withdrawal of Letters from Mailing Post Office. To prevent fraud, the postmaster will not permit any letter put in his post-office for transmission by mail to be withdrawn by any person except the writer thereof, or, in case of a minor child, the parent or guardian of the same, and the utmost care should be taken to ascertain that the person applying for such letter is really the writer, or parent or guardian entitled to withdraw the same. The postmaster acts at his peril in permitting such withdrawal, and would be liable to the party injured, and could not plead honest intentions as a defense tq the action. 18. Withdrawal by sender after Dispatch. After a letter has passed from the mailing post-office, the delivery BROKER'S C Y C LO Pj: D I A 447 of same may be prevented, and its return to the writer secured by an application by the writer to the postmaster at the office of mailing, stating reasons therefor, identifying the letter and supporting such application by sufficient proof in writing. Upon such application and evidence, and upon a deposit being made by the writer of a sum sufficient to cover all expenses incurred, the postmaster, shall telegraph a request for the return of such letter to his office, if it has been forwarded, to the postmaster at the office of address carefully descsibing the same, so as to identify it and prevent the return of any other matter. 19. Letter Carriers. A letter carrier is forbidden to deliver mail matter in the streets, even to the owners, unless they are personally known to him, and it can be done without unreasonable delay; but must deliver all matter at the houses to which it is addressed. Carriers are forbidden to deliver any mailable matter which has not passed through the post-office or station with which they are connected or to exhibit any mail matter entrusted to them (except on the order of the postmaster or some one authorized to act for him) to persons other than those addressed, or to deviate from their respective routes, or to carry letters in their pockets, or to engage in any business not connected with this service during their hours of business. Carriers are required, while on their roimds to receive all letters prepaid by postage stamps that may be handed to them for mailing, but are strictly forbidden to delay their deliveries by waiting for such letters, or to receive money to pay for postage on letters handed them for mailing. A letter carrier has fulfilled his duty when he has delivered mail to the -number of the house to which it is addressed. If parties in the house delay or neglect to deliver mail to the parties addressed, the Department cannot control the matter. The courts can be appealed to, if relief is sought. Legal Holidays in the Various States. January 1. New Year's Day. In all the states (including the District of Columbia, Arizona, New Mexico, and Oklahoma,) except Massachusetts, Mississippi, and New Hampshire. January 8. Anniversary of the battle Battle of New Orleans; in Louisiana. January 19. Lee's Birthday; In Florida, Georgia, North Carolina, South Carolina, Virginia, and Alabama. February 10, 1904. Mardi-Gras: In Alabama and the parish of Orleans, Louisiana. February 12: Lincoln's Birthday: In Connecticut, Delaware, 448 . T H E RE A L EST AT E Illinois, Minnesota, New Jersey, New York, North Dakota, Pennsylvania, Washington (state,) and Wyoming. February 22. Washington's Birthday: In all states (including the District of Columbia, Arizona, and Oklahoma,) except Mississippi, where it is observed by exercises in the public schools only. March 2. Anniversary of Texan Independence: In Texas. March 4, in the District of Columbia, when it falls on the day the president is inagurated. April 1, 1904. Good Friday: In Alabama, Delaware, Louisiana, Maryland, Pennsylvania, Tennessee. April 19. Patriots' Day: In Massachusetts. April 21. Anniversary of the Battle of San Jacinto : In Texas. April 26. Confederate Memorial Day: In Alabama, Florida, Georgia and Mississippi. May 10. Confederate Memorial Day: In North Carolina and South Carolina. May (Second Friday.) Confederate Day: In Tennessee. May 20. Anniversary of the Signing of the Mecklenburg Declar- ation of Independence : In North Carolina. May 30. Decoration Day: In all the states and territories (and District of Columbia) except Florida, Georgia, Idaho, Louisiana, Miss- issippi, North Carolina, vSouh Carolina, Texas. In Virginia, known as "Confederate Memorial Day." May (last Friday) Pioneer Day: In Montana, observed in public schools. June (first Monday,) even years, general state election in Oregon. June 3. Jefferson Davis' Birthday: In Florida, Georgia and Alabama. In Louisiana, known as "Confederate Decoration Day." July 4. Independence Day : In all the states. District of Columbia, and territories. July 24. Pioneer's Day: In Utah. August 16. Bennington Battle Day: In Vermont. vSeptember 5, 1904. Labor Day: In all the states and territories (and District of Columbia,) except Arizona, Mississippi, Nevada and North Dakota. In Louisiana, observed in Orleans Parish. September 9. Admission Day : In California. November 1. All saints' Day: In Louisiana. November. — General Election Day: In Arizona, California, Colo- rado, Delaware, Idaho, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maryland, Minnesota, Missouri, Montana, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Dakota, Ohio, Oklahoma, Oregon (vote for presedental elections only,) Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, West Virginia, Washington, Wisconsin, and Wyoming, in the years when elections are held therein. In 1904 in states holding such elections the date was November 8. BROKER'S C Y C LP P E D I A . 449 November. — 1905. Thanksgiving .day (usually the fourth Thurs- day in November:) Is observed in all the states, and in the District of Columbia, Arizona, New Mexico and Oklahoma, though in some states it is not a statutory holiday. December 25. Christmas Day: In all the states, and the District of Columbia, Arizona, New Mexico and Oklahoma. Sundays and fast days are legal holidays in all the states which designate them as such. There are no statutory holidays in Mississippi, but by common consent the Fourth of July, Thanksgiving and Christmas are observed as holidays. In Kansas Decoration Day, Labor Day and Washington's Birthday are the only legal holidays by legislative enactment; other legal holidays are so only by common consent. In New Mexico, Washington's Birthday, Decoration Day, Labor Day June (14,) and Arbor Day are holidays when so designated by the governor. Arbor Day is a legal holiday in Arizona, Maine, Minnesota, New Mexico, Wisconsin and Wyoming, the day being set by the governor; in Texas, February 22; Nebraska, April 22; Utah, April 15; Rhode Island, May 11; Montana, second Tuesday in Ma.y; Florida, first Friday in February; Georgia, first Friday in December; Colorado (school holiday only,) third Friday in April; in Oklahoma, the Friday following the second Monday in March. Every Saturday after 12 o'clock noon is a legal holiday in New York, New Jersey, Pennsylvania, Maryland, Tennessee, Virginia, the District of Columbia, and the city of New Orleans, and in Newcastle county, Del., except in St. George's Hundred; in Louisiana and Missouri in cities of 100,000. or more inhabitants; in Ohio in cities of 50,000 or more inhabitants; and June 1 to August 31 in Denver, Colo. National and Special Holidays. There is no national holiday, not even the Fourth of July. Congress has at various times appointed special holidays. In the second session of the Fifty-third congress it passed an act making Labor day a public holiday in the District of Columbia, and it has recognized the existence of certain days as holidays for commercial purposes, but, with the exception named, there is no general statute on the subject. The pro- clamation of the President designating a day of Thanksgiving only makes it a legal holiday in the District of Columbia and the terri- tories, and in those states which provide by law for it. 450 T H E RE A L ESTATE CHAPTER XXIII. Partnership-Promotion-Stocks. PARTNERSHIP. 1 — What is Partnership? 2 — Kinds of Partnership. 3 — Kinds of Partners. 4 — How to form a Partnership. 5 — How soon is a Partnership in force. 6 — Use of name in Partnership. 7 — Sueing Partners. 8 — How to dissolve a partnership. 9 — Notice to be given. 10 — Authority of Partners. 11 — Liability of Partners. 12 — Individual debts of Partners. .13 — Liability of a new Partner. 14 — Sale of Partners interest. 15— Special Suggestions. • PROMOTION. 1 — The Art of Promotion. 2 — Duties of a Promoter. 3 — Where the Promoter usually lives. 4 — Old Line Promoters. 5 — How a promoter gets his pay. STOCKS. 1— What is Capital Stock? 2— What is Unissued Stock? 3 — What is Issued and Outstanding Stock? 4— What is Full Paid Stock? 5 — What is Treasury Stock? 6 — What is Common Stock. 7— What is Preferred Stock? 8— What is Watered Stock? 9— What is a Certificate of Stock? 10 — What is Subscription to Stock? Partnership. 1. What is Partnership? A PARTNERSHIP is the contract relation subsisting between persons who have combined their property, labor or skill in a lawful enterprise or business for their common profit. The partners make up the firm which is commonly held to be an entity the same as a corporation, though the law generally regards the partners as joint owners of the firm property. 2. Kinds of Partnership. A general partnership is one in which the parties thereto agree to enter into a specified business, no limitations or conditions being fixed. A special or limited partnership is one in which there may be general partners with unlimited liability and special partners whose liability is limited upon the compliance with certain requirerqents. 3. Kinds of Partners. An ostensible partner is one who is known to the world as such. . A secret partner is one who is not openly or generally so declared. He is not liable for debts contracted after his retirement, although he has given no notice of the same. A dormant or silent partner is one who takes no part in the trans- action or control of the business, but shares in the profits and losses according to certain agreements. A nominal partner is held out to the world as such without actually participating in the profits and losses of the business. BROKER'S C Y C LP P E D I A 451 4. Formation of Partnerships. All persons who are legally competent to do business for them- selves may enter into partnership which may be formed by a mere verbal agreement and stand in law, but a written agreement is the one to be preferred. The parties may agree as they please as to sharing profits or losses, but in the absence of writing to prove the contrary the law will assume that partners share profits and losses equally. The articles of agreement should be drawn up with special care in writing the details of conditions, liabilities and proportionate share of profits or loss fully stated. 5. How Soon a Partnership is in Force. It is presumed that a partnership commenced at the time the articles of copartnership are drawn unless otherwise stated. 6. Use of Name in Partnership. When a partner withdraws from a firm, but allows his name to be used as before, or if one lends his name to a firm, in either case he is held responsible to third persons as a partner. 7. Sueing Partners. It is generally supposed that one partner cannot sue another. This is not wholly true. The partner can sue for a balance due him after settlement of gen- eral accounts or for a balance due him on some specific account. It is, however, best to appeal to a court of equity, for that court can do for partnership what the law cannot do. 8. Dissolution of Partnership. A partnership may be dissolved by mutual consent, by expiration of predetermined time, Hy death of one of the partners, by insanity, by the bankruptcy of either partner, or by the court for any good cause, such as dishonesty caused by habitual drunkenness or conviction of any crime. A partner may withdraw at any time if no time for the continuation of the partnership is mentioned in the articles of agreement, but he must give due notice of his intention to the other partners. If the time for the continuance of the partnership is mentioned, a partner can nevertheless withdraw at any time, but he is responsible to the firm for damages caused by the breach of his promise. . If a partner dies the surviving partners alone have the right to settle up the business. To his heirs and legal representatives they need only to render an account of the business. 452 THE REAL ESTATE 9. Notice to be Given. Upon the dissolution of a partnership by mutaal consent it should be indorsed on the articles of copartnership and a notice given in some prominent newspaper. f Special notice should also be sent to each one of the creditors of the firm. 10. Authority of Partners. As a general rule the whole firm and each member of it is bound by the acts and contracts of one partner, because in law the act or contract of one is regarded as the act of all. Each is regarded as the agent of all without any express authority being given. Thus, loans, purchases, sales, assignments, pledges, or mortgages effected by one partner on the partnership account, and with good faith in the third party, are binding on all the firm. So is also release by one a release. Notice to one is notice to all. Demand of one is demand of all. In matters, however, not connected with partnership, but intended for his own personal interests, the firm is not bound. 1 1 . Liability of the Several Partners. For the payment of partnership debts the property of the firm, both real and personal, as also that of each individual partner, is held responsible for amount of the unpaid partnership debt. 12. Individual Debts of Partners. A partner having individual debts makes the firm liable for such debts for his interest in the firm after the firm debts are deducted, the firm liabilities always having precedence. 13. Liabilities of a New Partner. A new partner entering a firm cannot be held for firm debts con- tracted previous to his admission. 14. Sale of Partner's Interest. An assignment of interest by one partner must be assented to by the other partner or partners. 15. Special Suggestions on Partnership. Each and every partner is liable for the debts and losses of the concern. A partnership may bind one or more partners to bear losses and exempt another partner, or other partners from losses. BROKER'S CYC LOPEDIA 4 53 This agreement is perfectly valid between the partners but it is, not good against creditors, unless such creditors, in dealing with the firm are aware of this agreement, and base their transactions on it. The act of one partner binds all others. Thus, if one partner gives a negotiable note for the use of the firm, anci signs it with his individual name, such signature binds all the other partners. Each partner is absolutely responsible to every creditor of the firm for the whole amount of the debt. If his agreement with them limits the amount of his responsibility he may proceed agaiast them to recover his loss. A person lending his name to a firm, or causing or allowing it to be published as one of the partners in a concern, or allowing it to be used as a partner after he has withdrawn from the concern, is, in the meaning of the law, a partner as regards the claims of creditors. The death of a partner dissolves the firm, and its affairs must be adjusted as soon as possible thereafter. The interest of a partner in a business may be attached by the creditors for his private debts. Such attachment operates as a dissolution of the firm. A person who contributes his money to a firm and shares its profit without allowing his name to be used, is termed a secret or silent partner. A person contributing to the capital and sharing the profits of the concern, but taking no active part in its management, is termed a sleep- ing or dormant partner. Both of these are liable to the creditors for the debts of the concern, even though creditors did not know them to be members of the firm. Promotion. 1. The Art of Promotion. The promoter has been defined as the man who can make two and two equal five. This does not mean that chicanery is part of his make-up. The first real impression one gets who examines promoters' business methods is that absolute honesty will win out every time and that the promoter who cannot be honest must expect to be unsuccessful. He must make himself worthy of the confidence of many men, or he would better run a street car than try to promote anything. 2. Duties of a Promoter. His duties are to effect judicious combination of capital and ex- perience, capital and capital, experience and experience. When you read that scores of manufacturing plants have been consolidated you may know that the promoter has been at work. He is the combiner, the adjuster. 454 THE REAL ESTATE He welds divergent interests together, makes old business prosper, and sets new ones on their feet. And although he does not invest his own money he draws down fat fees and is often the object of envy. In other days the promoter grew up by himself. At the present day in large cities there are business schools and business systematizing houses that are graduating promoters. 3. Where the Promoter Usually Lives. To live at the best hotels, to drive the fastest horses, to wear the most expensive clothes, and to eat the most costly dinners are parts of a fate that not many men would fly- from. Add to them the opportunity, the duty, of meeting the brightest and the richest men in the country, and of -having their finger always upon the pulse of events, and there at once is a combination distinctly alluring. It is the promoter that does all these things. His star just now is upon the rise. It has been said that Chicago, as even most New Yorkers will attest, is the cjty which has developed more and shrewder promoters than any any other city in the world. 4. Old Line Promoters. The old line promoters,' the men who have made Chicago famous as a hothouse of new and bold and successful plans, finds no more fitting type than the Moore brothers. Lawyers they were in the beginning, and their legal skill was of much use to them in bringing about the combinations with which their names are so closely linked in the industrial world. J. Pierpont Morgan and his great assistant, George W. Perkins, have done wide and successful promoting, and some that has not been so successful. But there are many promoters who are not so widely known yet who earn great commissions and sometimes large salaries through their ability to make deals with conflicting interests and to bring strong, well organized and productive organizations out of chaotic conditions. Often the promoter will be idle, sometimes willingly, sometimes involuntarily. But there will come a transaction in which he will make more money than he could have made in many months of working upon a good salary. 5. How the Promoter Gets His Pay. He gets his pay usually in stock. This stock is that of new corporations he has formed out of several old ones, or the new one he has created out of nothing but money and his skill. "It dosen't make any difference whether he knows many business men or not". BROKER'S CYCLOPEDIA 455 Let him get a proposition that will appeal to business men and a small fortune is made. "The ability to reduce another man's expenses or to increase his income is the best possible letter of introduction. A promoter who can do either of these things, or who can sljow a business man how their business can be bettered is always sure of an audience and a respectful hearing. "No man is ever too busy to listen to good suggestions. He is never too economical to refuse to pay for them." Stocks. 1. Capital Stock. The capital stock of a company is the amount, as estimated by the incorporation, required for the purposes of the business. Authorized and fixed by the charter, it can be changed only by amendment of the instrument. It is divided into shares, the face value of which is usually one hundred dollars, though the matter is discretional with the incorporators and other amounts are often chosen. Generally the state laws require that a certain minimum amount of the capital stock be subscribed and in some states paid in, before the corporation may begin business; thereafter additional stock may be is- sued as required, up to the charter limit. 2. Unissued Stock. This is in itself a nullity. It is merely the right to issue stock if subscribers can be found, and until so issued represents nothing-. 3. Issued and Outstanding Stock. This is stock actually subscribed for and the subscriptions ac- cepted by the company, and, usually, for which stock certificates have been duly made out and delivered to the subscribers. It is a liability of the company and the subscriptions or the cash and property received should be an equivalent asset. 4. Full Paid Stock. Stock which has been subscribed, issued, and fully paid is termed full paid vStock, and the words "Full paid and Non-assessable" should always appear plainly printed upon the face of its certificates. 5. Treasury Stock. This term is commonly but erroneously applied to unissued stock, or even to stock subscribed but unpaid. Strictly speaking, it is sucTi stock which has been issued, paid for — usually in full — and then by gift of purchase has come back into possess- ion of the company. 456 THE REAL ESTATE^ It may be taken in the name of the treasurer, or of a trustee, or may be held in the name of the corporation itself. In either case it is accounted an asset of the company and may be held or sold at the discretion of the board of directors. When sold below par the purchaser incurs no liability, for the stock if once full paid, remains so. So long as held by the company, it can neither vote nor partcipate in dividends, but remains lifeless and without rights or powers. It is issued stock, but, being in the treasury, is not outstanding stock. This distinction does not, however, exempt such stock from the franchise taxes imposed under the laws of certain states, as New Jersey and Delaware. 6. Common Stock. Stock issued without special privileges or restrictions — general or ordinary stock — is embraced in the term common stock. Unless special stock of some kind is issued by the company, all its stock is common stock. The owner of common stock has the right to attend and vote at all meetings af stockholders, to share in the profits of the business, and on the dissolution of the company, to have his due proportion of the final assets. 7. Preferred Stock. This is a stock issued under an agreement that it is to receive a stated dividend from the profits before anything is allotted to the com- mon stock. It is sometimes called guaranteed stock, though this term is more applied to stock issued by one company with a certain dividend guar- anteed by another company. Preferred stock, unlike a bond, does not in any way represent a debt or liability of the corporation. It is merely an investment. Its owners are but stockholders. Its dividends, while payable before anything is given the common stock, may be paid only out of profits, and the failure of dividends gives no grounds of action against the corporation. For these reasons preferred stock, if it can be sold, is much prefer- able to bonds as a means of raising money. Should the corporation become insolvent, usage as to preferred stock is not uniform. Under the laws of New Jersey and certain other states, should the assets be sufficient, it is redeemed at its face value, after the debts are paid, and before the common stock receives anything. BR O KE R' S C Y C LP P ED I A 457 8. Watered Stock. That which purports to represent, but does not represent in good faith, money paid into the treasury of the company, or money's worth actually contributed to the working capital of the corporation, is watered stock. For instance, if a certain stock is paying annual dividends of 10 per cent, as much more stock may be issued, giving each stockholder twice as many shares of stock bearing 5 per cent. Companies having municipal franchises for lighting, water supply street railways, transportation and other semi-public functions, always as a matter of policy, issue sufficient "fictitious" stock to keep their dividends down to an apparently low figure. In many cases, corporations judiciously "water" their stock to prevent rivals, or possible competitors, from knowing the real profits of the business. Generally there is no legal prohibition against the "watering" of stocks, provided no one is defrauded thereby. In many states, all such issues of "fictitiously paid-up" stock are prohibited. These statutes, however, are frequently evaded. 9. Certificates of Stock. The stock certificate is documentary evidence of ownership of stock in the corporation issuing such certificate, by certifying that the person named therein is the owner of record of a certain number of shares of the company's stock. The ownership of the stock goes with the certificate and its signed indorsement, but the ownership of the record remains with the original holder till the transfer is made upon the books of the company. In the meantime the original holder has power to exercise all the rights of a stockholder. For this reason transfers should be made without delay. 10. Subscriptions to Stock. A subscription to the stock of a corporation is an agreement on the part of the subscriber to take a specified number of its shares and if unqualified, is held to mean at par and for cash. Stock subscriptions may be paid in property, and in most of the states, in labor or services when it has been so agreed. Stock may be issued in this way for mines, factories, patent rights, the good will and other assets of a business, and for any other kind of property that might be purchased for cash. The. privilege of safely issuing stock for property is often of the greatest importance in the exploitation of mines, inventions and other speculative enterprises. It is often abused that in some states it is most rigorously hedged about, and any over-valuation is made dangerous for both the officials of the company and the holders of the stock. 458 THE REAL ESTATE CHAPTER XXIV. Hints-Helps-and-Headlines. 1— HINTS FOR THE REAL ESTATE SALEiiMAN. (a) Give your best. (b) Service. (c) Down on his luck. (d) Lead don't follow. (f) Make the right impression. (g) Be prepared, (h) Building Homes. (i) Why it pays to be a Real Estate Specialist. (j) Mistakes. (k) Dig up your hidden ability. (1) Sparks just oflf the rail. 2— HELPS ON HOW TO BUILD A BIGGER BUSINESS. (a) Keep your own counsel. (b) You make your own opportunity (c) He CAN who THINKS he can, (d) You are just what you think, not what you think you are. Successful men go in herds. Concentration. Never say "DIE." Expect better things. Demand forgetfulness. Fear creates worry. Avoid the thoughts of trouble. Integrity. Opportunity. Perseverance. Pluclf. Self-reliance. Courage. Industry. Honesty. Cheerfulness. Every real Estate Broker can succeed if he thinks he can. (v) The difference between Horse- power and Man-power. (w) How to save money, (x) How to determine the value of office buildings. (y) Qualifications of an Appraiser, (z) Why corner lots are worth more than inside lots. (e) (f) (g) (h) (i) (J) (k) (1) (m) (n) (o) (P) (q) (r) (s) (t) (u) (aa) The first Real Estate dealjn'the United States. (bb) Agent representing both buyer and seller. (cc) Immediate notice should be given the Insurer. Invention contracts must be in Attractive office fixtures an Who is the most successful Sale of "good will." Sales at Auction. Preparing a booklet. How contracts must be per- (dd) writing. (ee) asset. (ff) agent ? (gg) (hh) (ii) (jj) formed. (kk) Consent of Insurance Companies should be obtained. (11) What a tenant may carry away. (mm) How contracts are construed. (nn) The amount of commission that can be collected in an exchange. (oo) The object of a deed. (PP) Why a Real Estate agent should always give a receipt. (qq) A bad title does not prevent collecting your commission. (rr) What makes Real Estate values. (ss) How to buy Real Estate. 3— ADVERTISING PHRASES AND HEAD LINES FOR THE SOUTH AND SOUTHWEST. An amazing decline. Photographs tell the story. Buy seed corn instead of full There's a reason why. Why pay rent? Mother earth. Facts. (a) (b) (c) grown. (d) (e) (f) (g) 4— MISCELLANEOUS. (a) (b) (c) Brokers. A Real Estate Collector's code. The Real Estate Alphabet. Ten rules for Real Estate S (A Poem.) A Business-Getting decalogue. Own the soil beneath your feet Hints. 1 . Hints for Real Estate Salesmen. Essentials of Real Estate Sales- man ship are : Personality. Presentation of the property you offer. Avoidance of mis-statements. Perserverance in the right dir- ection. Securing the balance between what the Owner will take and the BROKER'S CYCLOPEDIA 459 Buyer will give. Ability to draw up and secure the signing of a contract the moment the two minds are in agreement. PUSH. Every man has in him the germ of success. This germ cannot expand. This germ cannot propogate. This germ cannot increase, Unless nurtured. This germ must be encouraged. SHOW CONFIDENCE. You must have confidence in the proposition you are selling. You must have confidence in your ability. You must understand your pro- position. Arm yourself with confidence. The first requisite of success in selling is confidence in what you are doing. SINCERITY IN BUSI- NESS. Get the reputation of being re- liable. Fair dealing is indispensable to every man who is engaged in the selling of Real Estate. It actually pays better to be honest than otherwise. It actually pays better to have the confidence of those with whom you deal than their distrust. It actually pays better to work under the law of increasing re- turns than diminishing possi- bilities. ■ Sincerity begets confidence. Confidence is the life of the Real Estate Business. Confidence is the very soul of any Business. Be sincere. a. Give your Best. Don't consider a sale made when its only made on one side. Turn it over or some one may turn it down. Be loyal to your task. I Study constantly to become I more proficient. The only way to keep pace with the constantly increasing de- mands of modern Salesmanship is by studious application. Greater efficiency is what you need. Give every demand eager re- I sponse. I Tomorrow is too late in the I keen competition of today. i Don't put off until another hour ' the thing that might be done now. I Some other salesman may see the same opportunity and step in ahead of you. Every task assigned you give it your supreme effort. The half-hearted try will not do. The moderate effort is not suf- ficient. The more difficult your task j the more necessary that super- human effort be put forth. If you expect the greatest ach- ; ievements you must never be \ satisfied with less than giving your very best in everything. Be loyal. b. Service. Through service The Real Es- i tate Salesman is given an oppor- ': tunity to grow. To expand. To express his inborn possi- j bilities. I Service is the expression of i character. 460 THE REAL ESTATE If your service is careless and cheap you should give it im- mediate attention. If your service tails to win the confidence of those who you deal with, strengthen that weak spot. Some Salesmen are what cir- cumstances make them. Some Salesmen are what they make of circumstances. Some Salesmen are graspers of opportunities. Some Salesmen are graspers of success. Salesmanship is not a matter of luck. Salesmanship is a SCIENCE unerring in cause and effect. If you violate the laws of Sales- manship Science you may not bring upon yourself immediate disaster, but- you will surely impair your ability and cripple your capacity. The most successful salesman is the salesman who sells service. Who sells satisfaction. Who gives ^nd gets value re- ceived. c. Down on his Luck. A Real Estate Salesman who says that he is down on his luck and just as sure as the sun is coming up in the morning his luck will be down on him. So long as you are in that frame of mind you'll not be able to put through anything you strive to accomplish. Store up enough sunshine in your heart to carry you over the dark days. Fill your lungs with pure air. Fill your eyes with sunshine. Fill your head with optimistic thoughts. The unsuccessful salesman says the successful salesman is lucky. Its not "lucky" at all. Its "plucky." Just one letter difference. Never give up until the best card is played. Many a salesman has won on the last play. Study every man you deal with. Study men. Study human nature. Learn to know men. Then you'll have the first prin- ciples of successful Salesmanship. Learn to approach a prospect properly. There is no one way. There are thousands. Use the one that will make a good impression on the man you are trying to interest. Never allow or let your private troubles crop out in your conver- satioii. Look as though you were going to sell. Feel as though you were going to sell. Then sell. Gain knowledge of yourself. Gain knowledge of your fellow men. Gain knowledge of the business of living. Gain knowledge of how to apply knowledge. Develop endurance. The man who truly merits suc- cess in life does with all his might what his hand finds to do, whether it be wholly in accord with his tastes or not. Discharge each obligation faith- fully. BROKER'S CYCLOPEDIA 461 What you do depends upon the energy behind the effort. Nothing of great vahie is to be had in this world except as the result of strong effort. Never complain when necessity lays upon you its heavy hand. Start out every morning think- ing that you can do better work than you did yesterday and watch your business grow. If you are a Real Estate Broker be ONE of the best Real Estate Brokers' in town. Whatever you do, do a clean job. Do your best in everything. Try to be the BEST in your line. d. Lead Don't follow. If you want to progress and be of any substantial assistance to those who you seek to serve (Sell) :— You must look up. Not down. You must not be content to simply supply existing demands. You must create new demands. You must create greater de- mands. You must create new ideas. You must seek to express them. The SPIRIT with which you work determines whether you go forward or whether you have reach- ed the limit of your possibilities. Whether you are going to be a leader or a follower. Whether you are going to be just a plain every-day follower. Now then : Which are you? A LEADER OR A FOLLOWER? e. Make the right Impression. Be careful how you impress the owner at the first meeting. Unfavorable impressions created the first five minutes can never be over come. By your personality you create the impressions that you are : Intelligent, Energetic And Persevering. Dress in such a manner that your client will think that you are not sporty or frivolous. In showing property don't talk too much. Leave something to the pur chasers imgination. Don't insult your client by mak- ing him feel that you think he doesn't know anything. Give him a chance to let his own mind play on the property. Give him a chance to establish his own convictions. Never misrepresent facts. Misrepresentation of facts may invalidate a contract. Be straight. Be clean in all your dealings. By all means never buy and sell Real Estate for yourself. If it be known, purchasers get the the idea that you snap up the good thing's and only offer what you don't want. If you own property and want to sell it give it to another Broker to vSell. If you want to buy property- employ some other Broker to make the purchase. Never dictate an important letter in haste. There are many sales (commis- 462 THE REAL ESTATE sions) lost through un tactful "fol- low-up." The most expensive information is that which is gotten free of charge. WHY? Because it is never complete. To make money in the Real Estate Business you must spend money. The difference between a rut and the grave is the length and the breadth. The successful Business Men can see faults without blinding themselves to virtues. View other peoples ideas with out prejudice. Be Confident but not over confident. Optimistic but not reckless be- lieving in luck and chance. Abominate Red Tape. Do things in a simple way. A Real Estate Broker should: Avoid unprofitable circularizing and the misuse of advertising. f. Be Prepared. See your proposition as the buyer sees it. Be prepared to handle his ob- jections. Prepare for the interview by putting yourself in his place. Look at your proposition as he will look at it. Figure out the objections. Make up your mind in advance that he is going to be against your proposition. Don't believe that he is going to believe as you do until you have converted him to your view. Take a good look at your pro- position from the Buyer's side. Tell him yourself at the outset the objections you know are in his mind and answer those ob- jections before he has a chance to state them. Don't let him spring them on you as surprises. Take the wind out of his sails. Knock them out before he forces them. Lead your prospect around to your view. Make him think as you think. Then its easy sailing. Study your customer. Be ever on the alert for the change in your customer's attitude. Never persist in un-necessary details. Establish a fact, get your pros- pect to admit it, then stop on that point. Never address the Jury until the evidence is all in. Therefore never sum up the facts until you have established enough to win your case. (The signature.) Avoid trying to close a sale before your customer is ready to sign. Keep your fingers on the pulse of his emotions. Summarize. Summarize carefully. Remember each conclusion which your client admitted. Remember each point scored in your favor. The points scored are what counts. Catalogue these points in your mind. Then you know all his pre- judices. You know his doubts. BROKER'S CYCLOPEDIA 463 You know his objections. Never try to close until all the obstacles have been removed. Get your prospect in a receptive state of mind. Refer to favorable admissions on part of your client. Refer to them in such a manner as to suggest they were voluntary expressed opinions. Enumerate all the strong points. Make each point stand out clearly. Focus all the favorable im- pressions so that each shall seem related to the rest. Prepare the mind of your cus- tomer systematically for the close. Summarize forcefully. The ability to close sales is the ability to convince. All that goes before is surely preliminary. Necessary of course. But preliminary after all. A man under the influence of conviction is bound to act. Never ask your client to sign until you have him convinced. Convince your man as soon as you can. Do it in 3 minutes if possible. Don't try to sign him until you have done so. Convert your prospect with evi- dence. Convert your prospect with rea- sons. Have your reasons vividly drawn. Have them perfectly grouped. Have them thoroughly organ- ized. Have them harmoniously ar- ranged. Have them drawn, grouped, organized and arranged that they will appeal to the eye of the mind as a painter's master-piece ap- peals to the human eye. Have in your own mind a men- tal image of the real value and merit of your proposition. Don't forget that your picture of this mental image is made of many parts. Photograph all those parts that complete the picture upon the mind of your prospect. Don't beg. Don't coax. Be a man. Give your prospect to understand that if he doesn't buy that he loses more than you. A salesman should learn to SIZE-THINGS-UP. Get the personal side of your prospect. Habits of thought. Habits of living. Likes. Dislikes. Needs. Desires. Ability to gratify. Ability to buy. Find out what he reads. There are three ways of securing Prospective Buyers for Real Estate. 1— By waiting for customers to come into your office. 2 — By hoping that the people for whom you did business last year will send their friends in this year. 3 — By hustling — not waiting — not hoping but by going out after them. All waiting propositions are unsatisfactory. Waiting propositions are not the 464 THE REAL ESTATE kind that builds up a Real Estate Business. Hoping propositions never give prompt results. The one best way to get buyers is to hustle while your competitor waits. ADVERTISE but do it judici- ously. The Real Estate Broker who advertises every day in the year is the Broker who gets the business. Results are more effective than words. How much money did you lose last year? The difference between what you make and what you could make represents your loss. How much better could your "ads" pull? Who buys? How reached? Study the mind of the Buyer. h. Building Homes. Building Homes and Selling them on the Rent Paying plan is the most profitable branch of the Real Estate Business. Establish the reputaton of being an honest Builder and \^ictory is yours. You'll find 10 people who will buy a home on the Rent Paying Plan to one who will buy a vacant lot. Don't build rows, when build- ing in the suburbs. Build different style houses. What you or your architect might consider cozy, comfortable and convenient might not please but perhaps one out of 10 cus- tomers. Advertise and get Home Buyers into your office. Get their ideas of the kind of a home they want. Find out their wants or what they think they want. Make notes. Compare notes. Have your architect draw plans along the lines suggested by pros- pective Buyers. Build a house that is different from the rest. Every time you lose the sale of a house just because it lacked this convenience or that convenience make a note of it. , In the course of time you can construct a home that will suit the most fastidious and the most cur- ious. Just because the art glass in the front door pleased the wife has sold a number of houses. Cozy corners have sold homes. Convenient kitchens have sold houses. A closet here, a cupboard there, a drawer here, a shelf there does wonders. Glass doors outside, sleeping porches, easy stairways, wide stairways are convincing selling points. Build houses of distinction. Build homes with broad door- ways. Build homes that can be easily ventilated. Build homes with store rooms. Put in a cedar chest. Build easy — house - keeping homes. Build homes with no waste space. Build homes with no dark cor ners. BROKER'S CYCLOPEDIA 465 Build homes that are cheerful. Build homes with oak trim. Build houses that are easily kept-in-order. Build houses with every im- aginable improvement. Build houses with parquet floors. Build houses with burglar proof doors. Build houses with hardwood trim. Build houses with extra large closets. Build houses with mirror doors. Build houses with large well- lighted cellars. Build houses with built-in china closets. Build homes with spacious halls. Build homes with lockers. Build homes with storage rooms. Build homes with sun porches. Build homes with beamed ceil- ings. Build homes with window seats. Built homes with built-in book cases. Build homes with radiators in bay. Build homes with gravity coal chutes. Build homes with outside closet windows. Build homes with plenty of radiation. Build homes with linen chutes. Build homes with trunk rooms. Build homes with large solariums. Build homes with cellar ceiling plastered. Build homes with dinner ware closets. Build homes to please the wives, they are the ones who should be considered. Build homes that are different. Build homes with art glass mullioned windows. Build semi-suburban sun-light houses. Build air-lite houses. Build homes with every luxury of convenience known to archi- tects. Build homes and put in man's size bath tubs. Build houses that will please. Build houses that will sell. . Build houses that will stand the test. Build houses which when stam- ped with your name means per- fection. Build houses with a "Tiffany Setting. ' ' Build homes so arranged as to save the wife unnecessary steps. One hundred steps a day saved means 36,500 steps saved in one year. The wife is the person to please in bifilding a home. Every Broker knows that when a wife says "I like this house," it means a sale. Keep the wife's idea of a model home uppermost when drawing your plans for a home. It will mean a home that will sell quickly. It will mean satisfaction. Satisfaction means more houses to build. • More houses to build means more sales. More sales means more profit. Sell satisfaction. Have a suggestion box. Get each prospective customer you show a house too to make a suggestion, comment or criticism and put in the suggestion box. 466 THE REAL ESTATE Suggestions of any kind either for or against the construction of the house. Suggestions how to improve the plan of the house. Suggestions how to improve the conveniences. Make note of each suggestion received. Save these suggestions. Study them. In time you'll hit on a sug- gestion that will be valuable to you. Perhaps several. In the meantime you'll not be imder any obligation to use any of them unless they suit your fancy. i. Real Estate Specialists. The Real Estate Broker who makes a specialty of selling farms usually makes more money than the Real Estate Broker who does a General Real Estate Business. This is an age of specialists. The farm specialist gets bigger commissions. The Rent specialist gets bigger commissions. The store specialist gets bigger commissions. The Business Broker gets bigger commissions. The Broker that makes central business property his specialty gets bigger commissions. The sub-division specialist gets bigger commissions. The Broker who will take up one branch of the Real Estate Business and make it a specialty and stick to it is bound to win. There is a demand for Special- ists. There is a demand for Real Estate specialists. Select one branch and become a Specialist and you'll make money. A list from which you can make a selection. 1— Farm Specialist — "Ten:acre farms." 2 — Land Specialist — "Five-acre farms." 3 — Subdivision Specialist — "One- acre farms." 4 — Suburban Homes. 5 — High-grade Homes. 6 — Vacant Lots. 7 — Country Homes.