davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1921-11-06
GARFIELD HEADS
new YORK BODY
Three-Dayt Session Sees
Nearly 800 Realtors
At Convention.

Harry II. Garfield Of Rochester
was elected president of the New
York state Association of Real Es-
tate Boards at the annual conven-
ton of that body after a three-day
session that brought together some
275 realtors from every corner OF
the State for as "peppy" a gather
ing as has ever been held in the
Empire State.
There was hardly a dull moment
in the three days. and perhaps the
Hveliest OF the lively moments
were those devoted to the real es-
tate license measure that so nearly
became a law a short time ago.
Due to the untiring efforts of those
who have the best interests of New
York realtors at heart, the measure
goes all the way through the legis-
lative halls but was vetoed at the
last moment by the governor: all
of which, of course, is history now.
And II matters go now the way 1t
Is planned for them to go there will
be history OF more interesting
character to record after the next
convention. Discussion OF the
license law hinged on the question
of the advlsability OF submitting a
modified measure. intended to cover
only the larger cities in the State.
or sticking out for a law that
would cover every town and hamlet
and every realtor regardless Of the
size OF the city In which he did
business.
Fenton NJ. Parke Of Buffalo pre-
sided at the luncheon meeting that
was devoted entirely to this discus
sion. 1t was felt that there would
be no dihiculty in getting through
law that would cover only he
larger cities but that there might
be some trouble in getting through
an embracing measure.
At first the meeting was divided
in sentiment, some few delegates
being in favor of first getting
through the law easiest to get and
afterward amending 1t to cover the
entire State. Former President
Wagg made an eloquent appeal for
a real law. all-embracing in its
jurisdiction, or none,\ and it was
largely his forceful handling OF the
matter that resulted in the gather
ing going on record against a
measure that would discriminate
against realtors in the larger cities
by compelling them to obtain
licenses and relieve those in other
smaller cities of the need for COM
plvinE with any law.
In consequence, 1t was voted
unanimously to present the same
law again, but with further but
tressing arguments and backed up
by a petition to be signed by prop
erty owners. The farm land division
placed itself on record as unani-
mOusly in favor of the measure and
will do everything in its power to
help have it enacted.
The Washington herald., 1921-11-06
REALTY ACTIVITY
..CENTERS AROUND
GOOD Statesmen
Snappy Organizing Work
Told by Expert Real
!; Estate Man. :

In, my opinion about Is per cent
of the activities OF the real estate
business centers around salesman
Ship" says. an expert. T.,
The most productive sales or
ganiEation that / have ever known
consisted OF a sales manager ten
superfntendents, which means ten
separate divisions or departments.
and about 100 statesmen. That or
"a nization produced business to the
amount of about 100000 a year in
subdivision property alone.
"One of the outstanding features
Of their work, was q keen competi-
tion which always. obtained between
the partners. One superintendent
at the head Of about ten or twelve
men was always trying to stand at
the head each month, and at the end
Of. each month and At the end Of
each year he was trying to stand
above the next fellow. There were
two departments that were always
neck and neck for the lead for the
year and. believe me, there was
some competition.
The next fellows down the line
were a. eagerly lighting for the
next place In line. That compeu-
ton was brought about, not by
any expensive offerings OF bonuses
or prizes, but mainly because OF the
sportsmanship features and the glo-
ries of personal achievement, meet
ing the other fellow. and that PRIV
ciple, when in operation, certainly
produced business.
There are about four elements in
sales management. They are. nrsI.
selection, which means the choosing
and employing OF statesmen and
sales executives The second Is IN
struction, which means all the as
sistance that the management can
give 10 Its departments and to its
men in the way of instruction re-
garding property. instruction re-
garding salesmanship and every
thing else connected with the bust
ness. The third element of success
full salesmanship is Inspiration, and
in my opinion Inspiration is the pri-
msry force that brings about re-
suits. The fourth element of sales
manship is discipline. I believe that
IL instruction and inspiration are
properly handled by the sales man
agement discipline very largely
would take care OF itself.
I'm regard to the selection Of a
salesman. / presume the question
always arises as to who can sue
coed and who cannot presume
that that has practically ceased to
be a question, because Il is mainly
a matter OF the mental attitude OF
the individual man.
Practically any ordinary person
can become a successful real estate
salesman: and will tell you what
mean by an ordinary person. It IL
a person who is not lacking In any
one of the fve elementary mental
faculties. Those five elementary
mental faculties are perception
memory, reason, imagination, anc
will.
GIVE me a man who is not de.
hcient-I don't mean that he ha.
to have those faculties developed t.
an enormous extent but give me ,
man who Is not deficient primarily
In any one OF those fundamental.
of mental power and I say that yor
can produce a successful real estat.
salesman or a successful salesman
In any other line.
Further-with regard to the Sc
lection Of men-I think I will say
this under the heading of instruc-
The Washington herald., 1921-11-06
SHOULD COOPERATE EXPERT

ton The elements Of . successful
real estate salesman's work should
be furnished to every salesman. AZ
a matter Of fact IL 10 the business
Of any management 20 supply 20
every employe list or an analysis
Of the elements Of that employer
work.
what are the elements of q real
estate salesman's work. Getting
prospects, presenting the PROPOSE
tion,, showing the property, elosinE
the deal, holding clientele, and, In
general real estate business, listing
property.
There are. a good, many ways TO
get prospects,; there are a good
many sources from which they may
be gotten. Excellent ways are can
wasting, references. part-time sales
men, and picking them up at sub
divisions. or on the streets where
property Is for sale.
Il know a very successful sales
man who sells houses: whenever
his company has a house for sale
on a certain street you can see him
there at certain times when people
are likely to be out looking around
for houses; he will be out on the
street keeping his eye on the au-
tomobiles that go through; keeping
his eye on the people in the cars.
II they seem interested In the
neighborhood he vii take the auto
mobile number. the next day he win
look them mp, call on them.
The best way In the world to
hold the clientele 10 TO be absolute
ly honest and honorable in every
single transaction. A sale that Il
not for the benent Of the purchaser
10 not a legitimate sale Holding
the clientele comes through serVics
after the deal 10 closed a. well Al
seeing to IL that the deal itself n
right There 10 not a customer that
you ever. had who does not appreci.
ate disinterested service.
The Job of Inspiration, Of keep.
ing men SO thoroughly inspired tina,
they will do their work somewhere
near 100 per cent Of their capacity
is the biggest Job that q sales man.
ager has.
There is little question but thai
the average man is potentially ca.
pable OF being a success; he 10 po.
The Washington herald., 1921-11-06
COST-PLUS PLANS
CHEAPER METHOD
Draws Out Real Competition ;
Effects Similar Savings
To Industries.

Former Commander Elliott C..
Brown of the Naval Reserve testi-
fes before the Lockwood Nnmit-
tee that in 1917 he asked for bids
on a plumbing job in the barracks
opposite the Navy Yard. Five con-
tractors all members of Hettrick's
code-of-practice association. sub
mitted estimates ranging between
$4,000 and $4,000. and the lowest
bidder Immediately took out per-
mits to do the work. Commander
Brown suspected collision and gave
the contract to an independent
plumber on a cost-plus basis. The
total cost to the government was
1856
The cost-plus system has borne
most OF the blame for wartime ex-
travagance and waste, but evidently
there were greater evils Though
cost-plUS contracts in many glaring
instances induced haste at the eX-
pense of workmanship and huge
profits. the building ring appears to
have demanded even huger profits
on work done at leisure. In the case
cited the plan which has been so
emphatically condemned as a spend
thrift policy actually saved the
Treasury $22.532. lettering the low
est bid by almost so per cent.
In all probability costplus
methods, by drawing out real COM
petition, effected similar savings in
nearly every industry. An investiga-
ton Of wartime profits might show
that, contrary to the popular i'm
preston. the cost-plus scheme was
the most economical as well as the
most efficient which could have
been observation-disclosures York
Herald.
The Washington herald., 1921-11-06

Close to R. c. Park, $l3,50o

Eight rooms, 2 baths, also complete SER
wants bath and quarters in cellar; hot
water heat, electric lights, instantaneous
hot water heater, hardwood floors, garage.
Property in splendid condition Make i'm
mediate inspection.
The Washington herald., 1921-11-06
Appraisal Group
Of Local Board
Picks Chairman

The Appraisal Committee, elected
at the annual meeting of the
Washington Real Estate Board,
held its first meeting and affected a
permanent organization for the
coming year. William L. Beale was
elected chairman of this committee,
the other members beine Messrs.
Clarence Dodge, Clarence F. Dono-
hoe. A. S Gardiner. William J.
Flather, jr., Arthur Carr and J.
Leo kolb. 1t was decided that
regular meetings of this commit
tee would be held every Wednes-
day afternoon at 2 p. m. for the
purpose of considering applications
for appraisals.
The Washington herald., 1921-11-06
Realtor H. K. Boss
Chooses Webster
ComrnitteeHead

President Harry K. Boss an
nounces the appointment OF Ben
T. Webster as chairman Of the Pub
lie Affairs Committee. This COM
mlttee. which Is one Of the new
committees recommended by the
executive secretary, in line with the
development OF the boards activi-
ties. is expected to do very valu-
able work for the city.
1t will, in fact, be known more
or Tess as the civic committee of
the board. The complete commit
tee. in addition to the chairman.
consists of J. Edward Lewis. l. E.
F. Prince, w. l. King and ]. Dallas
Grady.
The Washington herald., 1921-11-06

tentiaily capable OF selling a lot OF
real estate Il he has the proper as
sistance and direction, but he must
be stimulated.
''one Of the problems. gentlemen,
not only Of salesmanship. but OF
life. is TO keep the mind stimulated
so that day after day Il will pro-
ducs work somewhere near it's ca
pacity.
The Washington herald., 1921-11-06
Washington Heights, $4,000

a mighty desirable six-room and bath
residence in that exclusive section OF the
Heights where these houses are so much
in demand. Large living room, sleeping
porch, new hot water heating plant, cleo
trio light, awnings, metal weather strips,
large front porch, cedar closets and other
features.
The Washington herald., 1921-11-06
Library Board to Meet.

EVANSVILLE. Md. Nov. $40
map out plans to make the Hyatts-
vile Public Library a more vigorous
institution, a meeting Of the Library
Association will be held tomorrow
night at o'clock in the parish hall
of Pinkney Memorial Church here.
Omaha daily bee., 1921-08-08
WHY
Why Do People Faint?

Like sneezing, coughing, laughing
and choking, the process OF tainting
is caused by an involuntary action
OF the body in attempting to cope
with certain condition. People
faint from lack OF food, from ex-
posure to the sun, from great grief
or great joy or, in fact, from an ex-
cess of almost any emotion or an
exposure to which they are not ac-
customed. The reason for this is
that the heart, expanded suddenly
either by the emotion or the expos
ure, fails to send sufficient quaint
itv of blood to the head and the
brain temporarily loses its faculty OF
maintaining the body erect.
But fainting is both the result of
and the remedy for the condition
which caused the faintness for, if the
body were to remain erect, the
heart would have difficulty in pump
ing the blood upward to the head
and a permanent injury might result
in few seconds but, being PROSTATE
on the ground, the action of the
heart is made much easier and, in
the majority of cases, the victim Of
the fainting spell recovers in short
time. It is for this reason that it
is highly inadvisable to lift the head
of a person who has tainted. Lift
his feet instead and thus assist the
heart in pumping blood to the
brain-the place where it is most
needed.
Copyright, 1921. Wheeler Syndicate. Inc.>
Omaha daily bee., 1921-08-08
Jewel, Flower, Color
Symbols for Today
By MILDRED MARSHALL.

Those engaged in litigation will do
we'll to observe today's talismanic
stone, the beryl which is an ever
present help in time of legal trouble.
Marbodus claimed that one wearing
a beryl could never meet defeat be-
fore the bar or suffer from a miscar-
riage OF justice. Soldiers also will
be successful and invulnerable in bat
tie if they possess this powerful
stone.
Because amber, in the opinion of
Hoernes, is the refuge of spirits
which animate the stone for the good
of man. it is fortunate gem for
those who were born on some ami
versary OF this day, of which it is
the natal stone. Those who play il,
games of chance will find it a pow
erful talisman for luck; gambling in
cards, horses, stocks or love will be
attended by the best possible re-
suits, if ancient legend is given
crcdence.
Dark blue is today's significant
color. 1t is symbol Of generosity
and, worn on this date, is believed
to bring about unexpected good for
tune in the guise OF giit or legacy.
The marigold is the special flower
prescribed for this day. Good health
and contentment abide under its in
fluence.
Copyright. 1921. Wheeler Syndicate. Incl
Omaha daily bee., 1921-08-08
| S LIE E p Y-TlME IA l. E S
lMd~, THE TAI LIE OF
ga :H21G : SRYNIY E}!|y>! !,!,}1 PIE PIG,
e@~ 4 AAnA &ssasnsNT

young. Otherwise he would never
have made such silly remark. And
he soon learned that Farmer Green
was more than a match for him.
The next day Farmer Green made
a long lid that dropped over the
feed trough and covered it COM
pletely. And in the lid he cut seven
holes. One for each of Mrs. Pigs
children.
There was no more jostling at
meal time. There was a place for
everybody. And Mrs. Pig was de-
lighted with the improvement. When
Farmer Green filled the trough, each
of the children stuck his head
through a hole and ate in the most
orderly fashion. To be sure, there
was some squealing and grunting,
and some snuffling and blowing. But
it seemed to Mrs. Pig that no
youngsters could have behaved more
beautifully.
And Grunty liked the new way OF
eating, too.
But Blackie made a great fuss,
He complained because he couldn't
stick his nose through two holes at
the same time!
Copyright, 1921. by the Metropolitan
Newspaper Service
Omaha daily bee., 1921-08-08
Dog Hill Paragrafs
BY George Bingham

Cricket Hicks has decided to get
him slim girl, as it is too much of
Omaha daily bee., 1921-08-08
Romance in Origin
OF Supershdons
By H. I. KING.
Milk Draws Lightning.

In many rural districts they will
tell you that milk draws lightning
and that those who are engaged in
milking had better stop at once when
they hear the rumble OF rising thun-
derstorm.
This superstition is clearly an echo
of a very old scandal--that little fir
tation OF Jupiter with 10. The jeal-
Gus Juno suspected her lord, and
Jupiter. in order to conceal 10 from
his watchful wife. transformed her
into beautiful COW. But Juno was
not to be fooled by any little trick
like that and set Argus OF the hun
dred eyes to keep watch over that
same COW night and day to ascertain,
if possible, whether the animal
showed any signs of being goddess
in disguise or whether she was real
cow. Thereupon Jupiter sent Mer-
cury from High Olympus to cu.
Argus head off. But Juno would
not consent to 10 being restored to
her true form until Jupiter had sol
emnly promised never to fiirt with
the lady any more.
Now everybody knows that thun-
der and lightning are but the mani
festations of the wrath and power
of Jupiter. CLOUD compelling" and
"thunder-b olt-wielding" the ancients
called him. The man on the milking
stool in the New England barn repre-
sents Argus by the side of the cow
shaped 10, and when he hears the
angry thunders OF Jove Uupiter) he
had better leave off milking and &C
into the house until the storm is over
lest he like Argus, be destroyed.
Observation-Disclosures
Copyright, 1921, by The Mcclure News
Omaha daily bee., 1921-08-08

when they ate their meals out OF it.
Nothing she said to them made the
slightest difference. Even when she
told them that they were little pigs
they didn't seem to care.
We're all bigger than Grunty is"
said one of her sons-a bouncing
black youngster who was the most
unruly of the litter.
you're all greedy" Mrs. Pig re-
torted. DO try to restrain yourselves
when you eat. Remember-there's
plenty of time"
But there's not always plenty of
food" Grunty Pig told his mother.
Sometimes there isn't any left for
me-" .-
II know" said Mrs. Pig. II
know that your brothers and sis
tcrs cat your share whenever they
can. Farmer Green furnishes enough
food for you all. And if you chill
dren didn't forget your manners
everybody would get his share-no
more and no less" ..,
Now, Mrs. Pig, was not the only
one that noticed how piggish her
youngsters were at the trough. One
day Farmer Green himself remark
ed to his son, Johnnie, as they lean
ed over the pen, that that litter of
pigs did beat all he had ever seen.
1They came a running at meal time
as if they were half starved. It's
wonder they don't get in the
trough all over"
Johnnie Green liked to watch the
pigs.
That black fellows the greediest
OF the lot" he declared. Hes get
ting to be the biggest. He's almost
twice the size OF the little runt."
The runt doesn't get his share" i"
said Farmer Green. we'll have to
do something to help him, or he'll
never be worth his salt"
Grunty Pig looked up at Farmer
Green and gave plaintive squeal,
as if to say, Hurry, please! Be-
cause I'm always hungry
And Blackie, his greedy brother,
looked up at Farmer Green. too. He
said nothing. But his little eyes
twinkled slyly. And afterwards lie
told his brothers and sisters that
Farmer Green needn't think he
could keep him from drinking all
the skim milk he pleased.
III mother can't make me behave.
surely Farmer Green won't be able
to-" he boasted.
OF course Blackie Pig was very
Omaha daily bee., 1921-08-08
CHAPTER ii.
The New Way to Eat.

One thing, especially distressed
Mrs. Pig. Her children would put
lhcir fore feet right into the trough
Omaha daily bee., 1921-08-08

a job tanning fat one during the
hot weather.
Slim Pickens, who has been in de-
clining health for the past three
days. was at the singing on Gander
creek Sunday and appeared again
able to lift his voice and carry a
tune.
Miss Hostetter Hooks rendered
one of her charming solos at the
Hog Ford church Sunday morning.
She didn't bring the house down,
but the stove-pipe shook.
Copyright. 1921. George Matthew Adams.
Omaha daily bee., 1921-08-08
Do You Know the Bible?

tCover up the answers, read the cues
tions and see II you can answer them.
Then look at the answers to see u you
are risht)
Follow these question and answers
as arranged by
]. WILSON ROY.
/. What was the name of Abb
gals husband before she married
David? ........
2. What king sought counsel
from a witch?
5. What is the shortest chapter
in the Bibles
4. Who said, Choose ye this day
whom We will serve"
5. Who were Tetnia and Shethar-
Boznia?
s. Wherein lay the secret OF
Samson's strength?
/. Nabal.
2. See l Samuel vii Is.
3. Revelation XIV.
4. See Joshua xiv. Is.
5. See Ezra v. E.
6. See Judges xvi. IL.
Copyright. 1921. Wheeler Syndicate, inc)
Milk" manufactured from
chopped oats, ground peanuts and a
little water, is said to resemble the
creamiest product of the cow.
The Washington herald., 1921-04-17
Today's Amusements.

PoLTs-NeIntyrs and Heath in their
musical trsvesty. "Hslls, Alexander."
6ARRICK-wilham Fox'S hlm predue-
tion, "over the Hill" With Hsry otrr.
B. T. HITHs-yaudeviIle.
sTRAND-vsudeville and pictures (nev
biIl.)
oosMos-vsudsvills and pictures.
GAYETY-"Girls de Looks," With
Joseph x. Watson. VIII II. cohan.
and others.
cAPrToI-1uSs Bernstein's Bathing
Besuties," with Jack HUNT and others-
METROPOLITAN - MsrshaIl Neilan's
"Bob Hampton Of Placer" With wes-
ley Barry, Marjorie Dav, and ethers.
PALACE-Thomas HeiEhan with Lois
Wilson In The City Of Silent Men"
RIAITo-Clars Kimhau YeunG In
Straight from Paris" with Thomas
jefferson and othert.
coIuMBIA--Lying Lips" Thonas Il.
Ince'b drama, with House PetsrI and
Narjoris Dav.
GARpEN-"Ths ,woman untamed."
with Doraldina, the dancer; DARK
Cloud and Hawaiian Musical Revue.
KNrcKERBo0KER-Msrshau Esilan's
Bob Hampton Of Placer"
cRANDALI'S-E. X. Linooln and Agnes
Ayrss in "The Inner vsies."
The Washington herald., 1921-04-17
Can Any of You Girls Sing?
Here's a New Stage Chance
Ralph Dunbar Will Pick Candidates for
"Robin Hood" on Tuesday. ......

A -million-dollar chorus" 10 q
term frequently used in the amuse-
ment world. 1t IL applied to- the
supposed beauty OF a group Of
perilously-clad corphyrees who fit
to the footlights and "vamp" the
tired business man. 1t might, how
ever, with absolute accuracy, be
used to describe the chorus of
Ralph Dunbar's production of
Robin Hood" in quite different
sense.
Even the most casual observer is
instantly impressed by the contrast
between tho aggregation Of young
men and women and the typical
Broadway musical comedy chorus.
The reason for 1t is that In the
Robin Hood" production there is
not a professional chorus girl or
man. All are music students who
are earnestly striving for recognf-
tion in opera.
Many who are thus working OBJ
scurely in the ranks and enduring
the hardships of the road are from
prominent and wealthy families.
One girl is the daughter Of
Chicago multi-millionaire. Several
Others are from homes where the
family fortune is reckoned in hun
dreds of thousands. The aggregate
wealth represented by them would
fully entitle them to the soubriquet
of million dollar chorus" II they
cared for such distinction.
I'VE have in our company" said
Mr.. Dunbar, young women from
the very best families, and we feel
that we are responsible for their
welfare. That Is why I make IT
rule never to engage a girl, even
for the chorus, unless by repre-
sentatives or I have first met her
father and mother and learned
something Of her home life. More
over, we feel that in this way par
ents can be properly reassured as
to the kind of people with whom
their daughters will associate"
In order to keep up the high STAN
dards of his productions, Ralph
Dunbar is always on the lookout
for. good voices, and either he or his
representatives make a point to
hear ambitious young American
singers. An audience will be
granted to Washington singers next
Tuesday morning at 10 o'clock, at
the National Theater. by Watty
Hydes, conductor of Mr.. Dunbar's
Robin Hood" company.
Such selections as Mr.. Hydes may
make from applicants will be fur
ther examined by Mr.. Dunbar, who
Is expected to arrive in Washington
the latter part of the week. Singers
with stage experience are pre-
ferred, but 1t is announced by a
representative of the company that
applicants with exceptionally good
voices, who lack stage experience,
but who may be promising, may be
chosen for training under Mr.. Dun
bar in Chicago.
Two star comedians featured in
Barney Gerard's show. Girls de
Looks" at the Gayety Theater this
week are preparing to launch war
fare against "slap-stick" comedy
They are Joseph X. Watson and
Will H. Cohan. who claim to be the
nrst comedians in burlesQue to do
away with "slap-stick" and Smart
comedy, q fact which their man.
ager, Mr.. Gerard. assigns as being
partly responsible for their popu-
larity along the Columbia burlesque
circuit this season.
Watson and Cohan. affectionately
known as/the ''Siamese twins" OF