New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1915-04-18

eYpect TO render the service when we
know that the best interest OF tne
owner requires. we show no more pusl
ness acumen than does the mr.
pireonhole broker. Better never nave
promised service than to have prom
ised and then withheld A. 80
"To describe the pigeonhole ana ~
uses IS 10 state the reason Tor l's
discard A.
"In changing to the modern once
standard OF "a place for every'hinE
and everything in its place rather
than lost on some desk, we VIII prom
in proportion 20 the thoroughnesS ol
the cleaning. The cleaning should DC
carried far beyond the perpetuaily IN,
dexed fling system. The opcra'lo't,
must reach the mental processes OF
both broker and owner. g,
"The broker succeeds who sets himSel !,
70 a limited number OF We ll deineG
tasks He is not the one whose NINA
is filled with such medley OF near
listings and phantom prospects that ne
Is held at his desk awaiting the deal OF
which he dreams.
Likewise. the owner that becomes n
valuable client is the one that mus
the broker really working on has sPe
cial task. lie is convinced by the
Iroker's inspections and investigation
that every possible means Tor saIe
has been exhausted.
at is my belief that an aid to the
clients favorable impression VIII re-
sult from a desk which is evidently
cleared for action on his particular
proposition. Although the paperS
which accumulate on desk are usu-
ally resting while on the way 10 the
waste basket. they may indicate tnaV
the broker is too far behind IN ms
work TO be able to take up anything
new.
"Tbc prespnt need in most cases is 10
discard some remnants OF plCeonnoIe
practices. Every Office should deter
mine the class of service IN when IL
should be able TO defeat competitions
then install such necessary hling sNS-
tenn as will aid in refreshing memory
"Your listing system must not be
onerous, but must support the kind OF
Gervice that YOU render. No service
can be efficient If you have no better
chance TO obtain remuneration Tor your
work than has one of the group of boys
that dives for a penny. Tho scramble
for tho nennv Of commission would be
inst as ludicrous if 1t were not so
serious. In such scramble the
owners interests are sacrificed IN the
effort to grab the reward, while the
losing brokers estimate their loss from
the gamble.
zone remarkable phase Of this sub Jet
is that although professional brokers
will admit the truth Of the above they
lack the backbone to adopt II, and 1t
rarely will be adopted in all branches
of business even though 1t proves
successful in one. ! know of remark
able case where a brokerage concern,
with many distinct departments, lacked
the men 10 demand real sole agency
agreements in the department, which
had no serious competition, although
another department became successful
" established as a leader in its held
by insisting in every case on one OF the
strongest sole agency agreements ever
devised.
Real lstngs must mean real work.
Owners know whether your service IS
real or bluff. Your system fails If you
undertake impossible tasks, and in the
majority Of cases that means that the
price must be attractive or little less
than a willing buyer will think it is
worth.
Spread and sustain these high ideals:
that you may be proud of your title Of
real estate broker!
MANY devotees Of the lod pigeonho ole
methods are to be pited rather than
iibed at. They know no better because
their ideas have placed them in a
treadmill where commissions are spent
before being earned.
"Our individual development results
from interchange Of ideas. A suGges-
ton may be worthless to one but pro-
duce a fortune for another.
"Co-operation to establish the best
standards Of the brokers' profession
not only benefits every man who par
ticipatcs but attracts new sources Of
income.