Evening star. [volume] (Washington, D.C.) 1854-1972, 1930-09-13

Radio talks have been given or
the subject of this method of sell
ing unimproved subdivision lots
and, as knowledge of the lunch
conjecture craftsmanship plar
grows, interest in the method in
creaSeS.
Description Of Method.
Because OF the growing public inter
est in this sales plan, general descr1p-
ton of the method as employed at va
rious times in scattered sections OF the
country is given herewith.
Persons found to be interested in IN
vesting in real estate are invited to visit
the subdivision. Contact agents nave
been eminently successful in finding
reai-estate-ninded persons. since the
promoters say they have between lot
and 200 guests per day.
Appointments are made and a sales
man calls for the prospect and leisure
lv. ENJOYABLE trip is made to the prop
erty. After q survey of the unimproveo
acreage, the guests gather together witt
their chauffeur statesmen In tent OF
frame structure erected to serve as
combination dining hall and sales ONCE
Every one is polite and genial. Al
the same time there is cheerful activity
One by one automobiles carrying sales
men and their guests arrive at the
building. BY groups they are escorted
into the building and seated at care
tables. Conversation grows and soor
the place takes on the aspect OF the
scene of q midday tea. A radio usually
provides popular music and songs.
When guests are seated the statesmen
who had acted as chauneurs Tor the
guests arise, make their way to serv-
ing pantry and return, smiling, WITT
plates Of luncheon. The food Is good.
Smiling Encouraged.
After luncheon the contact salesmer
whisk away the card tables and chair:
are placed in rows. making cheerful
hubbub. The guests are reseateo, tne
contact statesmen keeping their places
with their original guests.
A welcome to the audience Is given
BY an Introductory spokesman Tor tnt
promoters and. the lecturereis presented
He encourages all to wear q smile, nrst
Of ali, He holds q calling card in MS
hand. but remarks that he Is not going
to demonstrate any card trick. Every
body smiles at the joke.
The speaker then proceeds TO give ar
interesting lecture on psychology q
meets for the continued encouraging
growth of the city, tells stories OF the
sensational rise in property values. CIV
ing definite locations. He tells o.
would-be prospects that refused 70 pu!
for silly reasons, and how the ownei
later sold at q much increased price.
He tells Of the trend Of the growth O
the city, stating that the subdivision Il
in the direct line Of progress:
A humorous story is INTERCEPTED Q!
thu speaker now and then and tn
audience produces smiles and applause
Plan Differs From Custom.
The method employed by the opera
tors in such cases, the lecturer In
forms the audience, Is different IRON
that of most real estate OPERA 9rs.
Mass production, low cost, Shall UNI
profit. with q resultant large volume Q
business and large profit in the END
are the principles followed by reail!
successfil operators In many fields Q
endeayor, the speaker declares. Appl!
this system TO community development
and the result Is the same, he CONTENDS
Renee. ne declares, Is this system o
interesting q large group OF prospect
AT one time, selling large number o
lots with 4 modest unit profit, and VIII
the influx Of more and more buyer
prices rise IN response to demand