The daily sentinel., 1910-10-31
c. A. LYMAN S
STRONG TALK

| opeahiHS 10 tne real estate men at
their luncheon at the La Court today,
Clarence A. Lyman of the Reed in
terests and the Western Sugar and
Land company said in part:
In carrying on our campaign for
the sale of Iona lands we have used
sl1 900 in advertising and have sold
about S345,000 worth of lands. This
Is a very propitious year for the sale
or Grand valley lands because so
many other sections are having hard
luck. The north and extreme south
west, Canada and other localities are
under difficulties and it makes this
land easier to sell. 1t is harder to
sell, however, than the big tract farms
because the farmers are not used to
considering small tracts as sufficient
on which to raise crop. City men,
however, can be persuaded to come
here easily because they have been
cultivating tract about 25x50 feet
and 10 or 20 acres look big.
ITO show you we have good prop
osition to give our people, ! will say
that we have sold to our land agents
in the east-themselve veteran
realty men-tracts of Iona land. We
advertise every section of the valley
/
We show what other parts of the val
ley have done to prove what Iona
can do.
The personal touch in getting
land seekers is the thing. At big
exposition. for instance, you get, say,
$50 names. OF these perhaps ten are
good prospects and of these you can
move six out to this valley. Five of
these should buy. This is the start.
Now, by geometrical progression
these men will each sell for you, with
out commission, four or five other
men and SO the thing grows. Salts
| fled customers, you see.
Your advertising should be gen.
eral. Deal only in such terms as will
make them ask for more Information.
Then you have him on the string and
should sell him.
"An asset We have not paid enough
attention to is our beneficial climate.
| When a man needs health he will
| move and we can show results among
local people that will make this
telling point in OUT advertising.
"Winnow out your people that you
are trying to get out here in excurs-
| ions so as rot to include the people
who are dissatisfied In the east be-
cause they have failed to make good.
You want here folks that were pros
Jperous there. And not bring anybody
who hasn't the price. He won't buy
and he won't tell the rest of them
why but will give any other excuse
that occurs to him that is untrue and
hurts your prospects.
Here's new plan ! am working
ort We need more labor there at
Iona. We sell to eight men, eight
adjoining tracts of five acres each
They all come out and two of them
will ltake care of the whole forty
while the trees are coming into bear
ing and the rest OF them will hire
out as laborers. 1t is fact that by
the time the fruit is on the trees the
men will have their tracts improved
and paid for. This should be worked
only on those who have limited cap
ital-say of less than $1,000.
This way we can get trained me-
chanics from implement works, wag-
on factories, ETC., who will be of great
value to us when we start local fac
tories. We ought to have implement
shops here to manufacture farm tools
especially fitted for this field.
Then you can get lot of non
resident men to sell to. A man who
holds good job in the east doesn't
want to leave but wants a good Or
chard to spend his declining days on.
Sell him the land and make some
friend of his take care of it and then
sell to the friend.
Something else we pay too little at
tention to is the possibilities of utiliz-
ing the extra space between the trees
before they come into bearing. We
can raise tomatoes and asparagus
here two weeks earlier than it ever
reaches the Denver market and 30 get
the benefit Of the highest prices
Chickens can be raised here as prof
itably as anywhere in the United
States. These are propositions which
will appeal to the man of small cap
ital-the renter in the east.
If you establish agencies in the
east as | have found to be so success
full, get eastern agents to take charge
of them-men who have lived in the
town all their lives. They can sell
better than you can.
Now in regard to your proposed
association you are forming here to-
day. Above all things tell the truth.
Its the biggest asset you can have.
Plenty of people will buy seepage
land cheap in order to drain 1t. 9th
ers will willingly get trees of poor
commercial value and take chances
on marketing the fruit. or topgrafting
them with better varieties. Always
tell the truth-it Is a cumulative
asset we need badly in the valley"
A vote of thanks was rendered Mr..
Lyman for his address.