The following text may have been generated by Optical Character Recognition, with varying degrees of accuracy. Reader beware!

excli erty 1150, Wilmet*e Avenui Phone Wilmette 44e N. O.~mmw, 41/2/o NTRS FIRST MORTGAGE LOANS On Rsdential Prop.rty of Ap- proved Construction, Desgn and Location Oth.r Loans at Correspondingly effect a sale at a better price, pro- I viding he:bas only -as maniy exclu- sives- as. be can cover -and turn * into sales. One trouble witb. the exclu-. -sive -a ge .ncy.con-ý tract. is that it is too lightly en- tered, into by C. E. Drayer bt rkr n owners, whereas * it should:,.be undertaken only after careful study and for better or worse o r until a sale do. themn part. o Moaturmg Elleuments of a Sal. - One reason the exclusive agency îs net: .nniversally accepted instead Of being generally resisted by the owner is tfhé fault of the real state people to point out the elements of value of a property that determine the market price., An experienced broker, having collected al the data on a property, can usually say with- in 10% wbat the market will pày. The trouble is that if he appraise the property below what the owner thinks it should bring, the .owner may flot f cel kindly-and no broker wants to start that way. A mighty good way To. illustrate how it sbould flot be- donc.- A Winnetka -doctor came to us to selI a bhouse bhe had foreclosed. He said be must get .$13,500 "lbecause tbat is what we bave in it."We told, bimn the market wýOUld pay 1,00 He ,accused ..us.,,of batingdown prices. We rePlied .tbat, we assu med that be, came to us for the samne rea- son that a patient came to bim. He w ent away unbappy-and .so were we. About a year later beh took 1$11,000 for bis bouse-but througb another broker. We should b ave presented the elements of value so tbat ýhe un- derstood and agreed.' Wben a boy on the farm, I used to bave fun 'placing several eggs in front of an old setting ben wbicb aI- ready had as miany eggs as she couîd cover. She would try to tuek- ne ber wing ail eggs in sigbt and fussed ridiculously. So witb some brokers. If it takes a big ben to cover. more than 16 eggs, it takes a big office to cover more tban 10 exclusives and hatcb tbem into sales. Some offices specialize in exclusives and wil point witb pride to tbe number of exclusives tbey seil. The careful own- er will want to know wbat percentage of their exclusives tbey seli and the ,average tirne for each, An owner cannot expect a broker to get the best possible.price knowifl; that, a dozefl or more others are. offerig lit. He will do, what clircumstaÙlcefl dictate- lie W'111 sel Iit if lie can' at the price lies buyer offers. ,If' -he dos .net, eoto lies competitors, w111. To Illustrate. 'An owner liste lhies property .withi us- and six other selected brokers for *15 We feit It was. priced to, the market and thatwe could get a» sure 'resulta as anyone. Se we offered. a sales campaign' includlng a liberal advertising appropriation If he wouid. iist It exclusively ,with us. He agreed that we were In the. beat positioift to lindie it exclusvey-lf lie believed lni excluives-Wlich .lie did. Rot.. "-if you are.the best te do it," lie said, "hiop to , it and get thesale." We liopped te It and made the sale. Had we liandled It exclusively we could have protected hi. prie andfeel sure could have flot $1,500 more tha" le accepted. (Conitinuoe d Real Egtcite Section~ Mar.. s) ON BUSINES TRIP Albert B. Tucker of 1357 Green- wood circle, Wilmette, is in the east this week on a short business trip. Mr. Tucker left last Sunday for New, ork for the last two years, spent Parker, Thomas and Tucker Paper company at the annual meeting. of the National Paper'Trade a ssociation, after whicb he expects to visit some of the paper niills in the east. On bis return M r. Tucker plans to stop off at Lansing, Mich., to visit lus moth- er, Mrs. Stella M~. Tu,cker, for. manv vénç nrrti-tofWlete. Evanston Office 1571 Sherman Avenue* Univerity 2600-Wilme ff 2602 Chicàago Office 'l N,% LaSalle St. Central 0227 W WULMUTTE COAL & MATIRIAL CO. Mi01Lakue Ave., WilImtt. Wilumtte 4MW .. .-.iu w ..u.. r lia tu unes.ae, uuuîg the main entrance GOor and, witn width to the room and tbe dinette at the tbe bouse facing north, the sunsbine end. adding lengtb. This maximum use has a* chance at the best rooms o of. space is a commendable way to the bouse. Gas beat will be used witb reduce the cost of borne building, Mr.- a winter airconditioning system. INDIAN HILLý ESTATES -J k. WANTED COLONIAL I