The Birmingham age-herald., 1923-12-16
BOARD T0 EXPAND SALES GLASS IDEA
Will Add Finance And Rentals Divisions To Present
 Plan

Success achieved by the sales d1- vision of the Birmingham Real Estate board will lead to the organization within the next few months, of a mortgage and finance division and 8 rental division, Sam c. Starke, execu- tive secretary of the board, an nounced Saturday. Outlining the present adjunct to the board. MT. Starke says:
 The Birmingham Real Estate board has to it's credit this year an achievement that not only marks an era in the history of the local board, but has exercised a real influence o< other boards in the country. This achievement is the organization of the present sales division, the credit for which in it's inception is due pri- n.arily to the former executive secre- tary of the board, MT. o. H. Horton. This bit of pioneering has won the commendation of several of the high officials of the national association, and Birmingham example has been followed in other sections of the country.
 The sales division is composed of the active salesmen of the various real estate houses whose heads are members of the Birmingham Real Estate board These salesmen meet
  and on each occasion have special program. The hour frequently is de- voted to teaching saleSmanship by a practical demonstration in which one of the salesmen present will. in theory sell to another salesman, somewhat difficult to persuade. an inagir1ary piece of property. Such valuable practice does two things: It shows a salesman how to present his property and teaches him how to am ticipate and meet the objections that are constantly being raised in prac- tice by prospective buyers who are slow to make up their minds
 Specialists Address Division.
 Again, the program of the day may be talk by some business man who has had experience as an iMes- tor or speculator in Birmingham property. and who is willing to give to these young men the point of view of the prospective buyer as to how a successful salesman should conduct himself in his attempts to sell. Again. the program may be an in structive talk by one well posted in some branch of the real estate busi- ness. such as how to find readily the necessary information thatsea sales- man must have which is onkrecord in some office at the countyscourt house.
 Tn the course of it's brief existence this sales division has recommended certain changes in the code of ethics of the Birmingham Real Estate board that have later been adopted by the board. MT. Ray Schultz has been chairman of the sales division and has seen it grow from a very few members to it's present enrolment of approximately 46 men, who attend remarkably well. MT. Schultz has been most ably supported by Mir. James B. Drake. as vice chairman, The important duty of arranging en- tertaining and instructive programs falls upon MT. H. l. Parish.
 O O O
 Creates Fellowship.
 "Aside from it's great help in in- sFeasing the efficiency of the sales Snen as salesmen, this divisional work has done much to create and maln- tain a spirit of fellowship and coop eration among the younger salesmen of Birmingham that enables them to settle amicably among themselves the almost unavoidable differences of view that arise between men com peting for the same business.
 "The Birmingham Real Estate hoard can heartily congratulate itself on the organization of this sales di- vision, for it cannot be questioned that through it there has come an added interest in the general acliVi- ties of the board
 "It is hoped that in the near future there will be organized much on the plan of the sale division, at least two other similar divisions, namely: a mortgage and finance division aho q rental division. with possibly stlll others to follow."4