FOR

ADDRESS

OWNER

RMS. B. R. FINISH

HEAT LOT SIZE PRICE LIST

erty is getting the amount of attention which he thinks it deserves. One office handles this problem as follows: A card (see Figure 15), called the owner's card, is kept, showing exactly what attention has been given to the property. This card is filled out from the salesman's report sheet (see Fig. 12). When the owner calls and asks about his property, he is shown the record in black and white of the number of people to whose attention his property has been called both by telephone and by personal calls, how many times it has been shown and advertised.

The owner's card file also gives the sales manager an easy way to check the amount of effort which his sales force has been giving to each listing. When a property is being neglected, the card shows it and the attention of the salesman responsible for that property can be called to it. The plan of writing the owner from time to time to keep him informed about what has been done has been tried, but it has been found expensive and burdensome. But it is felt by some who have used it to be advisable because it eliminates interviews yet keeps the client satisfied. It further stimulates the sales manager, who dislikes to report no action on exclusive listings.

This completes the records necessary for checking the activities of the sales organization from the standpoint of each property listed, the individual salesman, and the sales record of the whole organization. Other forms which will be found of assistance to the sales force are (1) a "search card," (2) a preliminary agreement to purchase, (3) a memorandum sheet showing the points to be remembered and checked in connection with the closing of each sale, (4) a “dead” file containing the listing cards of all property which is reported sold, (5) a records file containing duplicates of all papers in connection with all

transactions made through the office, and (6) maps and other miscellaneous equipment.

The "search" card (see Figure 16) serves the same purpose for the customer that the owner's card serves for the owner. It gives a record of what has been shown and may serve as an indication to the salesman of what the customer is likely to be interested in. A preliminary agreement to purchase or "earnest money contract" (see Figure 17) is valuable in serving as the basis for negotiations which must be gone through before the deal is finally closed. It commits the parties to the sale and establishes a legal status through the payment of earnest money. The memorandum sheet to be checked on closing the deal prevents errors slipping through because, as is otherwise natural, the salesman forgot. (See Figure 18.) The "dead" file containing the cards of property that has been sold may serve as a valuable record in appraisal cases, and in other instances where specific information is wanted regarding particular properties.

A file of all duplicate papers in connection with a transaction is a valuable asset to an office. In case of any misunderstanding, or loss of papers by one of the parties to the transaction, the dealer is able to perform a service of significance by having a copy of all papers.

Maps and other equipment which will aid the sales organization and enable the company to give better service to its clientele are a good investment. Equipment and organization can be carried to the extreme, but at present more offices are handicapped by lack of equipment than by a surplus of it. More and more, however, the basis of leadership in the real estate business is coming to be service to clients; no office unequipped and unorganized can hope to compete with one which possesses both organization and equipment.

and buildings as now existing thereon in Madison, Wisconsin, and agree to pay you therefor the sum of $.. as follows:

$ follows:

_cash, a check for which I herewith tender you as earnest money; balance to be paid as

with interest at the rate of

per cent per annum payable semi-annually on all unpaid balances from

from which date all rentals from the property shall be paid to me and premiums on all existing insurance policies shall be pro rated. Upon acceptance, this agreement shall be supplemented by formal land contract for warranty deed from the date of which I agree to carry $. of fire and $. of tornado insurance to protect our respective interests.

Possession of the property is to be given me on or before.

You are to furnish me with

an abstract of title showing good merchantable title to the said property at the date of said contract (deed.) Any existing street taxes or other special assessments to be assumed by me. General taxes for the current year to be paid by me.

Upon your acceptance of this proposition this memorandum shall become a binding contract between us.

I hereby accept the above proposition and acknowledge receipt of the sum of $ payment in accordance with the terms of the above offer, said sum to apply upon the purchase price.

being the first

FIG. 17. An "Earnest money contract."

FIG. 18. This slip is used to write memoranda to members of an office force, or to attach to magazines or other material to be called to their attention. The initials of those to whose attention the matter is to be called are checked on the left by the one who originates the memorandum. When the material has been read, the reader checks his initials on the right and passes it on to the next man.