New-York tribune., 1922-10-15
|llnirllportant
Things Often
|(ause1rOuble
overlooked by Brokers
Ilrt;l Deal Is Practically
Closed, When Little
Something Looms Big

------a---------------
.r.. most simple sales have unim-
..,,ans features which may jeopardize
.s.;r success said Francis H. Guerr-
,,.a II Horace s. Ely 8 Co, in talk
49, = 20, estate before the West Side
Y N. c. A. real estate class Early
Il negotiation Every one is thinking l
- ,bs most important thing--the price,
- ,;ttIc is said about the various
no;nss Mi, which are brought out when
~ contrset IS drawn, such as appor-
tJorine city taxes, payment of mort-'|
ya0e recording tax, personal property,
such as coal or mantels or chandeliers.
sHaye these details settled at the
earliest possible interview. Before
The price and terms are agreed upon
,hese little matters are easily disposed
81. Afterward they may become sub
iects OF undue Importance. Every
: broker should familiarize himself with
1 the forms of real estate sales and ex-
change contracts in use and with many
.nseiaI clauses which do not appear
h ire printed forms. All his negotia-
tions are directed toward getting a
/ xritten contract signed, and he should,
! therefore, know fairly clearly what
mar be expected when the lawyer gets
1 On The job.
Broker Should Not Bluff
There is a school of thought which
/ {Nak yra toc nf cafa n n,
4 his ability to sell goods that are
!, sslaeless M or greatly overpriced. But
4 seems to me that there is q great
difference between putting over g
( aeiIs and quitting one over" on some
4 eee else The one implies transac-
+ non which is fair to all; the other is
srfrdle Every sale indicates either
difference of opinion or reflects some
,peciai need or desire. One may think
tie price is high and the other that
II is low. Either may be right. The
broker is, therefore, not the keeper
II his customers Judgment. But
nmewhefe, sometimes, his conscience
viii step in and he will step out.
Something should be said about de-
eadability. Every one likes to doi
MsIness with man upon whom they
IN depend. One whose statements
IL true-whose word is good-who
Aps his ppointments-who does not
Ar property which he cannot deliver.
Dit I should refer to the latter may
IN strange to you, as it would seem a
ammenplace mistake to waste time in
Ast way. Yet that is exactly what
d many brokers are constantly doing to
1 The disgust Of their customers. They
n hear rnmor or have an idea that a
certain piece of property can be pur-
chased st q certain figure. Without
checking 1t up they commence Offering
+ il around and soon acquire bad repu-
tation for lack of dependability.
4Blufng' is not part of the
equipment Of q broker, although the
ability to size up and call a bluff is
sv desirable. It is defined in the
dictionary as the act of deceiving or
nfuencing by a show of confident
issuance / would like to add 'prac-
Iced by many, but deceiving few
Yu will meet the buffer very often.
nd the more he talks. the more he
tres TO impress you with his strength
u his purpose, or the more he tries
10 deceive you the quicker will you
perceive the weakness Of his position.
@There will come time in many
II
pend upon your ability to sense the
wisdom of stopping still. You will
need courage and patience. To push
on would simply create a wrong cli-
max. The rest cure is what 1t needs.
Heads hot with activity of thought
about the transaction must be permit
ted to cool off little SO that they may
better get perspective. Likewise
learn to know when to stop talking.
You talk for the purpose of inducing
some one to sign his name. When he
's convinced, for goodness sake don't
talk hipa out Of it again or put some
/ new idea into his mind. : Then. too,
i often silence is golden. If the others
i are using The right kind of language
ana things are goirg as. they should
why say anythingf
i When Tact Is Needed
We come now to the final stage of
sresi tate Transaction, the closing OF
1ne contract. Of course, there are
many sinirie trades that can be signed
ap promptly and as to which the
ofoker may have printer contract
Nady The object of all your efforts
sto get contract signed, and having
mind the fact that people change
ssr minds the quicker it is signed
MM better. The ability to draw good
aaIract is a valuable asset, as it may !
M it possible to get your parties
aHd up at once. However, in the
number Of cases the contracts
nerawn up by lawyers. And this is
ss,should be, even though brokers' !
M troubles often begin when the
ysf is called in. The price has been
Essa to and the broker thinks the
s closed. He may even have de-
ssse aow ne is going to spend his COM
ssa rss'On, Bus the preparation of the
sa:sact opens up new difficulties and
often compelled to re-negotiate
usnsaction. New personalities are
IN, new facts are developed.
points Of view are presented |
sussatly .sy everything goes along |
my and fortune favors the broker
k,s.ss., k,as. the lawyers are the competent.
gssi kind. Sometimes, however,
s,.stass as TO the property or the |
q sss'lsicn Of the tit.e are developed,
ss,ss sosssasionally much difficulty is pre-
ssss 49, tn,ough the hardness of an at
r.ss 49, !, When difficulties arise at this
- .the situation is very delicate |
q sha calls for a great deal of tact. /