New-York tribune., 1908-01-15
REAL ESTATE FAILURES
SOME OF THE CAUSES.
Henry Harmon Neil Tells Brokers
Not to iShun PUBLICITY

last night by Henry Harmon Neill. the well known
real estate editor in q lecture on News and Ao-
vertising.' which he delivered before the real es-
tate school of the West side Young Mems Chris
fian Association in 18th street, between Eighth
and Ninth avenues He said that years ago real
estate brokers abo1t evenly divided on the
question of reporting the transactions in which
they figured as brokers. About half of the brokers
were opposed to making public their sales, taking
the stand that their business entirely private
and that what they did was therefore not matter
which should be told in he newspapers for the
benefit of the public and especially for those In
terested in the real estate market The other per-
sons identifed the real estate brokerage busi-
ness were anxious to have the sales they made re-
ported and helped make life easier for those
whose work it was To watch the trend of realty
affairs and to comment on such SUBJECTS IN the col
un1ns of the local newspapers.
The speaker said he had seen most of the brokers
who did not publicity either In the real estate
news or advertising columns of the newspapers
uljserably disappear from the real estate market
Some of them left the market with less money than
when thew entered it: others had business at all
when they withdrew from their chosen field OF use
fulness. in which they had proved TO be neither
useful nor ornamental What Mr.. Neiil SAID on TINS
important matter elected close attention from his
hearers a large number of whom were Leading
brokers of the present-ay school, who believe that
every sale or realty transaction which they can
make public without affecting the interests or
their clients their own should he quickly ana
fully reported.
For many years Mr.. Nein has been one OF the
leading real estate editors of this city. And in that
time he has continually striven to awaken the ias-
CARDS in the market to keen sense OF the great
ness OF the calling of real estate broker operator
builder and appraiser It is not so many years ago
init naarJv every person who had been dismal
failure in other business spheres thought he could
at least achieve success in the real estate market
and in most cases such persons boldly became 4
part Of the great realty market OF this city. In
with
decide that money and fame would be theirs for
the Mere asking in realty walks, many persons
have learned that success and honors IN real estate
are only be had by a thorough knowieage OF 'iie
business.
No wonder that the '7os and the 80 there
were many brokers whose business methods
seemed 20 shaped like the operations OF the per
sons who do not know what honesty, trutntulness
and fair dealing are. Nor Is there any cause for
wonderrnent that i'll those days myriad OF realty
problems which could only be solved by trained
minds taken up or approached in d Hlppant
manner The growth Of the city along the pest
lines and the task of lifting to a higher plane the
business of brokers, operators ana bulloers ana
that of many other persons connected with the
market devolved upon few realty leaders About
three years ago Mr.. Neill took charge OF crganlz-
ing and directing the first real estate school ever
opened in this city anywhere else, as near as
can be learned and in those years the market has
witnessed the Interesting spectacle OF brokers OF
many years successful experience learning at the
I
more beneficial TO themselves and to the public
II was before that school that Mr.. Neill spoke
last night.
Mr. Neill said that the subject OF publicity
affecting zeal estate brokers of three i'm
portant questions which should be studied most
carefully Salesrnanshp is the most vital matter
to q broker, he added Continuing he said: L
firmly believe that craftsmanship is a gift in
herted. 1t is that brokers, after years of
hard labor, may acquire a certain degree of sue
I7,ft he
to the person who is naturally salesman also
firmly think the ability appraise correctly is
another inherited gift 1 doubt if person can be
taught how to appraise. A bad appraiser may i'm
prove in the hard school of experience, but he will
never reach that state of perfection of the person
whose capabilities those Of the perfect
appraisers.
IN no other city in the world is so much space
given in the newspapers to realty transactions.
Moreover this is the only city in the world
where transfers of record Of each day are printed
every day. fact, this is the city where the value
of realty is fully appreciated. The brokers
showed the real estate reporters the value of the
news and the reporters in turn made this value
known TO the heads of the various newspapers. I
hope that every broker will make full of the
opportunities for giving publicity to their business
that the newspapers offer him. also urge brokers
to read daily the real estate news Of two evening
and two daily newspapers This is, l sure one
Of the best ways to advance their business inter
ests.''
Mr.. Neill then gave a brief history of the kind
of realty news printed By the first newspapers
which devoted space TO realty transactions. He
also mentioned the newspapers He then told
about the frst periodical which issued espe-
ciaIly for real estate ner The speaker then spoke
about the way realty news collected. He
advised every broker to read carefully the realty
records. If they could not examine all of them
they should not look all OF them hastily such
haste was a waste of time. They should examine
whatever records they could give proper attention
to-not with the eye, but with the mind.
The benefits derived from advertising are, first,
getting market for property. and, secondly plac-
ing the brokers' name before the public said Mr..
Neiu in talking abou real estate advertising.