standing the fact that it may not be an exact copy of the description in the caption of the abstract. Observation has been made of abstracts where there was no description set out in the abstract at all except in the caption on the front page, and on checking up the records it was found that several of the descriptions were seriously faulty. Had a lawyer relied on the abstract absolutely he would never have been the wiser as to these faulty descriptions. Here the fault was wholly with the abstractor, and with a full knowledge of the importance of these matters in a legal way, no abstractor would have referred to a faulty description as being the land described in caption, but would have set out the description in full or called attention to the defects. The certificate itself should contain the exact description of the land under examination. These suggestions are made assuming that the abstractor would have in mind the very technical nature of the work he is doing, the interest of his client, the good will of the lawyer, and a desire to do superior work. A knowledge of real estate law enables the abstractor to properly set out recitals, covenants, restrictions, etc., in deeds, trust deeds, contracts, agreements or other instruments. It enables him to discover defective covenants, defective acknowledgements and other defects in the instruments before him. He should possess a knowledge of the laws of taxation and of the methods of taxation, the passing of ordinances for street improvements, sidewalk improvements, sewer improvements and other municipal improvements and should understand how these liens are made effective. Also he should clearly understand the laws governing the recording of all instruments. He should understand how titles are acquired by descent and by purchase. He should understand the rules of descent by common law and by civil law, and should have a good knowledge of the meaning of official grants and of public grants and how they are made. He should be well read upon the laws governing surveying and should know how to properly describe land, and should be competent to construct plats, sketches and diagrams from field notes and from mete and bound descriptions. To sum up, then, the abstractor should have a clear knowledge of the laws of his State relating to the conveyance of real estate, mortgaging real estate, the administration of estates, the probate of wills, Chancery procedure, common law procedure and the laws of descent and inheritance. He should familiarize himself with these subjects by reading and studying the statutes of his State, as well as text books on corporations, domestic relations, conveyancing and the rules of practice in Common law, in Civil law and in Chancery. THE REAL ESTATE BUSINESS By Edgar F. Roberts, Detroit, Michigan. A salesman who is a faithful worker and who is honest can make money in the real estate business, and in a rapidly growing city can make it faster perhaps, than in any other business. There are many good reasons for this. Real estate is the basis of wealth. The demand for it is universal because every human being must use it in some form, and everyone must pay for the use of it, either through purchase or rental. Because of the universal need, and of the increasing demand, real estate is one of the most certain producers of profit, and "The best security on earth is earth itself." Generally it is easy to convince people of the wisdom of owning real estate; but the salesman must learn to discriminate. He must learn what constitutes desirability in realty. He must learn to judge whether one piece of property is more desirable or more valuable than another; and must be able to show his customer why. Large earnings are often realized by industrious salesmen in real estate, particularly in the sub-division business, after comparatively little study or training. Students of law or medicine spend years in study before attempting to earn money at their profession. This does not mean, however, that the real estate man who would become a professional need not apply himself to study. He must. He who does not, may make a good living, but never more than that. Even the most experienced and most successful realty merchants find continually something new to learn about the business. New situations to analyze; new conditions to interpret. Whoever becomes well grounded in the sales-principles of real estate has ever afterward a profitable calling. There is but one way to actually earn money, and that is to render service. Whoever can wisely advise purchasers of real estate where or when to buy, or whoever can induce people to make wise purchases of realty, is capable of rendering genuine service. Such work is not only profitable service, it is honorable service; it is necessary service. Whoever will faithfully and persistently apply in selling real estate, the ability that he has will rapidly develop more ability which he can apply with gratifying results. The first requisite to any man's success is a firm belief that he can succeed. To know exactly what you want, to carry vivid mind-pictures of your wished-for future, to have a habit of daily telling yourself what you are determined to be, these things will exert a tremendous influence toward the achievement of your purposes. Self-faith leads to determination, and a grim, unyielding determination is the chief cause of every success. There is but one effectual barrier to any man's ultimate success, and that is the doubt in his own mind of his ability to succeed. To most men without experience in selling real estate the work of finding prospects looms as a difficult task. As a matter of fact this apparent difficulty is a bugaboo. The fact is that prospects are not found-they are made. Any person with the available money is a possible buyer of real estate. All he needs is to have certain facts presented in such a way as to cause him to want a certain piece of property. There are two directly opposite methods of selling property. One is to find what the prospect wants or thinks he wants. The other is to sell him what you have to sell. Of the two methods there is no question as to which is the more profitable to the salesman. In fact, the only real salesmen are those who pursue the latter method. Whoever follows the former is not a salesman but an order taker. The salesman who succeeds in a worth-while way is the one who adopts a definite product or article of sale as his own, satisfies himself as to its desirability, or "sells himself" on it, and then puts in his time persuading people to buy it. If you can get people to do what you want them to do you are a salesman. Anyone can induce people to do things, if he will try in an intelligent way. It is mainly a matter of character, of information and of suggestion. You have been causing people to want things, or to want to do certain things all your life. Salesmanship is simply the intentional use of this practice for a definite purpose. People are most inclined to do things that will be to their personal advantage. Therefore the salesman must first see how a purchase would serve the interest of the buyer, and then make a possible buyer see this. It is fundamental that the interest of the purchaser be served, else the sale is not legitimate. Salesmanship is the process of inducing ownership through exchange of values. Some inexperienced salesmen imagine they are infringing on a business man's "valuable time" if they call on him at his office or store to sell him something. Remember this, modern business of nearly every kind is transacted chiefly through salesmen. They are indispensable. People expect salesmen to call on them. Suppose the "crabby" business man who tries to turn salesmen down without a hearing were boycotted by all salesmen, and not one ever called to offer him anything or to inform him of new opportunities to make money. He would soon come down from his "perch" and request somebody to sell him things. When you spend your "valuable time," which is your business capital, to call on a man, and offer him a chance to buy land in or near a thriving city you are doing him a favor, rendering him a service, he should have the good sense and courtesy to appreciate. If you find one occasionally who does not appreciate it, that is no reason to believe you are not doing what you should. The discourteous person you call on is in the wrong, not you. As a salesman you must absolutely purge from your being all thought or feeling of diffidence, inferiority or apology toward the person you approach with a sales proposition. If your proposition is worthy and sound and honest you fail to properly represent it by assuming an apologetic attitude. It it is not honest and worthy and sound you should not represent it at all. You must make up your mind definitely and finally that you are going to make good in selling the article you have chosen, that nothing on earth can stop you. With this determined attitude meet every man on a basis of absolute equality. Your first duty is to make yourself competent, physically and mentally. The next thing is to combine with other persons-join forces with other competent individuals—in such ways as to apply and multiply individual ability. This is co-operation. If you are to co-operate successfully you must fight with your organization-never against it. Real personal ability-developed, not inherited-used in amicable cooperation with other persons with real ability will bring success. UNITED STATES SUPREME COURT. The following is the personnel of the United States Supreme Court and the residence in Washington, D. C., of the Justices. sions are held in the capitol: Mr. Chief Justice White The court ses 1717 Rhode Island Avenue. The Connecticut. 1720 I Street 1301 Clifton Street. 1923 Sixteenth Street. .2019 Massachusetts Avenue. The Rochambeau. Stoneleigh Court. OFFICERS OF THE SUPREME COURT. Deputy Clerk-Henry C. McKenney Reporter-Ernest Knaebel 1712 N Street. The Mendota. 2907 Q Street. 3707 Morrison Street, Chevy Chase, D. C. SOUTHERN STORIES Hon. "Bob" Miller, Mississippi's most famous criminal lawyer, was attending a convention in New Orleans where he engaged in an argument with Dr. C. A. M. Dorrestein over the relative merits of their professions. "I don't say that all lawyers are crooks," said the physican, “but you'll have to admit that men of your cloth don't make angels." "You are right," retorted "Col. Bob." "You doctors have the best of us in that respect." A Detroit traveling man stopped at a country hotel in Alabama. Tired out from his journey of the day he asked that he be not disturbed in the morning. Despite this, the clerk "called" him, not once, but several times. "See here," he burst out: "I've told you I don't want to be called-I want to sleep." "I know, suh. but I caint help it. Dey's got to hab de sheets anyhow. It's almos' seben o'clock an de missus an waitin' fo' de tableclof.” WANTED TO SEE HIM Col. Robert H. Thompson of Jackson, Mississippi, who is a sedate dignified lawyer of recognized standing. He had a new office boy who about every week wanted a day off. While black, this boy claimed Irish extraction, and his brogue bore out his contention. "Sorr, I'd loike to get off Saturday." surely," asked the Colonel. "No, sorr; it's loike this, sorr. sorr, and he's just got his sight and Your grandmother hasn't died again, Oi've a brother who was born blind, wants to see me, sorr." WELL REASONED CONCLUSION Two neighbors in the residential section of New Orleans, each had a boy baby, one was called Woodrow, the other Teddy. They were about the same age and weight. Their likeness was so marked it was well nigh impossible to distinguish between them. A negro women of "befo de wa" type cared for both children on afternoons. She had them out in the sunshine one day, both in one carriage. Through her carelessness, the boys became "mixed" and when she was ready to return each to his respective home, the old mammy recognized the fact that she was up against it-she couldn't tell which was which. Meeting her "old man” she asked him what to do, and was told to invoke the aid of a fine looking nurse who lived just across the street. "Get her to bring a bottle ob milk; let dem babies get der eyes open and a'h seein', and shur 'nuff, Honey, Teddy he'll jes nachurally grab dat bottle, and Woodrow will make fur de nurse. Yas'm, dar you is." |