Evening Star Newspaper, June 28, 1930, Page 18

REAL ESTATE. SA[ES SPECIALISTS m IREALTY FINANCING PRESENT VIEWS Tell Local Realtors Old-Time Salesman Is Fading Out of Picture. The one-time familiar salesman, typified by the book salesman who stuck his foot against the door jamb 80 he could real off to each housewife the same “surefire” talk as part of a sales scheme mapped out by his em- ylo‘er is fast fading out of the pic- ~ ure, Profs. R. C. Borden and A. C. Buste of New York University told local deaitors this week at a sales clinic staged at the Willard Hotel. . The two salesmanship specialists nted a series of sales dramas be- fore the gathering of about 200 mem- bers of the Washington, Northern Vir- ginia and Baltimore Real Estate Boards to demonstrate what they have found to be the six guiding principles of suc- cessful salesmanship. Studied 15,000 Solicitations. These principles were gleaned from a study of 15,000 actual sales solicitations which they witnessed in varied lines of work, they reported. It was empha- sized that rules for presentation of sales arguments cannot take the place of knowledge of a salesman’s product and of his prospect’s needs, nor the requirement of personality and judg- ment on the part of the salesman, but that these guiding principles are im- portant contributions in the sale of any kind of product. Drawing on some of the records of actual sales solicitations they witnessed, the specialists re-enacted several inter- views to show why the salesmen in- volved talked themselves out of sales. The six principles illustrated, which the ‘speakers said were so obvious to sccomplished salesmen that often they neglected to follow them, are: Don’t talk too much, for it causes the prospect to lose interest, prevents him from expressing his opinions and causes him to magnify his objections and thus builds up sales resistance. Don't Interrupt Prospect. THE EVENING STAR, WASHINGTON, D. C, SATURDAY -|gin over all prior charges, bond inter- Bond Issue Property Halsey, |real estate financing, in which it lists | the following as tests of value of such | METHODS STUDIED Conservative Valuations on Stuart & Co. Suggestion. | Valuations on property subject of| bond issues should be conservative, Hal- sey, Stuart & Co. declares in a state- ment on a study of developments in bonds: Type and purpose of building, | location, valuation, earnings, manage- | ment, equity, retirement and trustee- hip. ¥ After discussing the importance of the character of the building having bond financing and the necessity of a “stra- tegic” location, the firm states: “Valuation should be conservative, based upon appraisals prepared by rec- ognized authorities independent of the investment house or the building man- agement. Such an appraisal should take into account the value of the land, that of the building, its character, lo- cation and surroundings and the prob- le trend of values, accessibility to !.rln(i)urulinn facilities and stability of rentals and property values. “It is paramount that the appraisal should indicate a valuation of the mort- gaged property substantially in excess of all bond indebtedness. “If the building securing the loan is already erected and in operation, earn- ings should indicate a satisfactory mar- EDMUND J. FLYNN, Washington real estate man, who has | been selected to deliver an sociation of Real Estate Bos ronto, Canada, July 9, 10 the subject of co-operative apa: Mr. Flynn engaged in this field of realty work here in 1920 when the co-operative plan was first introduced in W ington. STORE TRANSACTIONS Operator of Women's Wear Shop Takes Three-Year Lease. ‘The store at 623 Twelfth street has been leased for a term of more than est and sinking fund requirements. If " JUNE | PRINCE GEORGES ISSUES | 28, 1930. REAL ESTATE. $25,800 TOTAL PERMITS | Plans for Four Dwellings Are Ap-| proved by County Com- missioners. By a Staff Correspondent of The Bt UPPER MARLBORO, Md, Ji 3 —Plans for four dwellings were ap- oroved last week by the Prince Georges County commissioners. Permits carry ing a cost-volume of $25.800 were is- | sued including the following: | C. Huntemann, owner, $5,000 | dwzlllnl. Mount Rainier, | M. McCully, owner and builder, | $2,: !00 dwelling, Greater Capitol Heights. W. Heitmuller, owner; A. Jeffrey, builder; $8,000 dwelling, Chillum. James F. Mullikin, owner and builder, $1,200 tenant house and $300 tobacco b Surrattsville. Pre-OY)emng Showing 5517 Nevada Avi ;;12 950 before the A, G. HUGHESM Realty Associates | 1427 Eye Nat. 8144‘ MARIETTA PARK P. H. Willis, Builder AT THIRD and NICHOLSON STREETS N.W A home more complete than you ever dreamed possible. Eight rooms of more than generous size, center-hall plan, two tile baths (one a shower), S -covered walls, unusually large kitchen and dinette, electric refrigeration, electric dishwasher, inlaid linoleum, breakfast and sleeping porches; of allbrick construction. Old- fashioned fireplace; two-car built-in heated ga wonderful lot, beautifully planted and shrubbed ed street and alley, One of the prett i ington, where the oldest house is new. In line of ever mrrunng values. Convenient to schools, stores, transportation. A truly beantiful and healthy place to live. Take 14th Street car marked TAKOMA, get off at NICHOLSON Street, walk one block to houses—or drive out 5th Street to Nicholson Street, turn right one block. Tower Bldg., 14th & K Dist. 0853 This dwelling at 1614 Forty-fourth street, Foxhall Village, has been pur- chased by Capt. Edward T. Hoopes of the S. S. Texas, U. S. N., from the builders, Boss & Phelps. rooms and three baths. The house, one of the Gloucestershire group, contains six bed PURCHASES RESIDENCE New York Times' | & Willlams from Howard S. Nutter | The large side lot of this property has been purchased by Lincoln Green, as- Correspondent | sistant to the president of the Soutii- Rallway, as an addition to his earnings are estimated it is even more important that an equally satisfactory margin be indicated and that the esti- mate should be made by an experienced, independent firm or individual. “Particularly if the purpose of the issue is to finance a building in the process of construction, a substantial portion of the entire value of the build- ing should be invested by the owmers, indicating that it is not a speculative venture. The owners should have suf- ficient resources to provide additional three years to Hilda Goldstein, opera- tor of a women's wear shop, it was re- ported today by Shannon & Luchs, Inc. The firm also reports that property at 1314 I street, now being remodeled, has been leased by Herbert M. snuber wholesale florist. ‘Two new stores ‘being erected cn Pennsylvania avenue southéast between Prout street and Minnesota avenue have been leased by the Atlantic & Pacific Tea Co. and the Sanitary Grocery Co. Wesley Hreinhts The Garden Spot of Washington funds should the need arise.” for new branch stores of the concerns. *“Don’t interrupt the prospect when he is stating his objections and avoid creating the appearance of arguing the prospect against his will into believing the sales talk. “Don't fall into the mistake of as- suming an over argumentatiye or bellig- erent attitude, or scoff at the pros- pect’s id “Disarm the pms%ect by drawing out & full expression of his objection, rather than to attempt hurriedly to answer it FIRST SHOWING and thereby possibly win the resultant - | Buys Georgetown Property. I | | | | { | argument and lose the sale. 2 a - » - | | | | | | glrdm Bertram D. Hulen, Washington col‘-l respondent for the New York Times, has purchased the large red brick residence | the Department of Health for Scot- | at 3020 Dumbarten avenue, Georgetown. | land more than 100,000 houses have The property was acquired through the | been built in Scotland since 1519, and agency of L. Gravatte and Guthrie | 10,000 more are under constructio; According to a report just issued by MILLER DESIGNED MILLER BUILT Open Sunday 10 AM.—8 PM. “The salesman should restate in his own words the objection raised by the P!Wcl to show that the latter's idea % fully understood. “The salesman should base the wind- up of his sales talk on one “key” issue ! or point nised by the prospect and ke!E | unn.ll deas in the background until | the eonmct is closed.” Four Was| n real estate men ted sales demonstrations. 'thl re J. F. M. Bowie, E. L. Strohecker, | Earl C. Lane and Jack Eaton. Alfred H. Lawson, president of the Washington board, presided over the | | session, assisted by John A. Perry, sec- | < ;i 5 ; = | retary. Arrangepents for the meeting | et i | | ‘were handled by Morris Cafritz, Milton i 5027 Reno Road, Chevy Chase, D. C. P. Schwab, J. Curtis Walker, Horace G. To be sold at a figure substantially below cost. Smithy, L. T. Gravatte, R. L. McKeever. Attractive residence of stone and brick con- Wilmot W. Trew, J. C. Weedon, jr., Charles D. Sager and David E. Barry. struction, consisting of 8 rooms and 2 baths, with 2.car brick garage. MAY BUILDING AWARDS AMOUNT TO $3,105,000| Two blocks from Conn. Ave. and stores. One-half block from proposed new community center and park, nee: TO] e rict Bia which will be at the highest point in the District of Columbia. Columbia during May amounted to $3,- 105,300, according to F. W. Dodge Cor- Close to the new John Eaton Grade School and the new Chevy Chase Junior High School. . (<} 2911 45th ST. N.W. Charm—Fine Construction—Location are combined in this delightful home of eight rooms and three baths. Located in one of the finest sections of mtnltg ip{ghtn on a beautifully landscaped setting and surrounded by other magnificent homes. Worthy of your inspection. W. C. and A. N, MILLER 3225 Mllltary Road REALTORS—DEVELOPERS 1119 17%h St. N.W. Beautiful Dutch Colonial Brick 8 spacious rooms, 2 baths, reception hall, concrete porch, large attic, slate roof. Well equipped kitchen and pantry are most attractive. Deep lot, garege. High elevation, besutiful cutlook, OPEN EVERY EVENING AND ALL DAY SUNDAY E. H. CROXTON REALTY ASSOCIATES Decatur 0610 ation. This compared with $4,681,- for the preceding month and $6,- 234,600 for May of last year. For the year to date construction contracts amounted to $26,316,800 85 against $35,- 503,500 for the corresponding five months of 1929. The May construction record showed the following distribution by classes: Residential buildings, $1,082,200; educa- tional buildings, $952,500; commercial buildings, $773,800; public works and utilities, 104 400, and Industrial build- ings, $82,500. All other classes of non- Tesidential hufldmg totaled $109,900 during May. A. & P. TAKES LEASES * Properties Acquired Branch Stores. ‘The Atlantic & Pacific Tea Co. has Reasonable terms can be arranged. Open All Day Sunday 1427 Eye St. N, Ph. Nat. 8744 For the Summer Home-Shopper A Variety of Sizes, Sections and Prices from $5950 to $22,500 New and Reconditioned Homes Thomas J. Fisher & Company, Inc. 738 15th St. N.W. Dist. 6830 Chevy Chase 5321 Broad Branch Road $14.950 THIS NEW CORNER HOME OF STONE AND STUCCO (ALL MASONRY) construction represénts one of the most attractive buying propositions available in this delightful location. There are 6 spacious rooms and 2 tiled bathst side porch; built-in garage; slate roof: large floored attic, To reach: Going out Conn. Ave., turn right on Military Road, over Military Road, turning right at Broad Branch Road to property. 3231 Quesada Street $10,750 . Bliwiriew: Golonsal homs\ dlocatediontdyspilot facing south, is offered at an astoundingly low price. Near new school and transportation. Four for $22,500 3501 Reno Road N.W. Cleveland Park New Corner Detached A splendid elevation on large corner lot, flanked by fine old trees, is enjoyed by finely appointed, excellently planned brick hos 4 big bed rooms, 2 rnmplflr variegated tile baths, extra lavatory, immense fioored attic, screened sleeping and breakfast porches, cement front porch, 2.car builti fireplace, Frigidaire. ~Reached via 3ith at Ordway Street. $13 250 3727 Van Ness St. North Cleveland Park 8-Room—Semi-Detached Brick and stucco, refinished like new. 4 big airy bed rooms, tile bath, floored attic, fire place, cedar closets, Frigidaire, big pantry, cement front . porch, beautiful deep lot, garage. To reach, go west on Van Ness from Conn. Ave. or east from Wis. Ave. { branch stores to be opened in the near | : future, it is announced by Shannon & || Luchs, Inc. The' southwest corner of Ninth and | Kennedy streets, northeast corner of Georgla svenue and Thaver street, Sil- j ver Spring, 3105-07 Nichols ave- | Toie Soiast. and 314 Maacmanns | avente northeast. i Just Completed “SHEPHERD PARK” Brick and tile residence containing 6 rooms, dining al- cove and 2 baths; 2-car ga- rage. Equipped with copper screens, metal weather strip and Kelvinator. Lowest priced new home in this desirable location. A visit will convince you of its unexcelled value. Open Sunday From 10 AM. to 9 P.M. 7708 12th St. N.W. (14 Block North of Alaska Ave.) HENRY J. CONNOR Owner-Builder Cleve. 4859 49 SOLD One of the Biggest N.W. Home Values Ever Offered One Left 20 Ft. Wide—32 Ft. Deep Six big rooms, 3 large porches, screened throughout, Frigidaire, ||| Garage $500 CASH—Easy Monthly Payment Exhibit Home 4415 3rd St. N.W. Open Until 9 P.M. CAFRITZ 14th & K Dist. 9080 $13,500 1752 Irving St. N.W, Semi-Detached, 8-Room, All-Masonry Home The cool, refreshing breezes from Rock Creek Park and its unmatched woodland beauty are almost at the front door of this quaintly designed home of brick and stone. Completely reconditioned throughout, 8 rooms (3 bed rooms with large utility or dressing room), tiled bath with shower, extra lavatory, center entrance, immense living room, handsome fireplace, Oil-Tex finish, oak floors, big pantry, many added refinements, hig well landscaped lot, garage. A thoroughly charming home that would ordi- narily be sold at a much higher price. One of {he best home buys— combining city convenience and country environment—uwith a very special invest- ment feature that should interest you. 2756 Macomb Street East of Connecticut Avenue The 6 rooms are spacious and well arranged, and the 2 TILED BATHS and kitchen are most modernly equipped. You will find the workman« ship unexcelled. AN INSPECTION OF THIS PROPERTY WILL CONVINCE YOU THAT YOUR: SEARCH FOR A HOME IS ENDED. " To reach: Going out Conn. Ave., turn right from Chevy Chase Circle on Western Ave. one short square to Quesada, over Quesada St. 2 squares to property. 207 Shepherd Street $10,500 . This most attractive bungalow, located a short distance from Conn. Ave. in a community of beautiful homes, is made available to you at a price which should sell it at once. Just beyond the Klingle bridge and over- looking that beautiful valley which is a pleasing picture the year round. House designed and built to order—with rooms of unusual size and appealing arrange- ment. There are three open fireplaces, two on the first floor and one in the master bedroom suite which comprises sleeping room and dress- ing room. Bath and extra lavatory on the sec- ond floor, Lot is 90 feet front, lavishly land- scaped. 411 Madison St. N.W. Marietta Park Semi-Detached—4 Bed Rooms An unequaled value in a popular section near Fort Slocum Park. 7 rooms (4 bed rooms), front and rear porches, baths, shower, fireplace, garage, big landscaped lot. Re- conditioned like new. Be sure to see this house and compare the price with adjoining offerings. 1444 W St. S.E. 5.Room Modern Brick A real opportunity for the family with a modest income. Completely reconditioned; 5 big rooms, 3 covered porches, tile bath, oak floors, deep lot, garages, fruit trees, etc. | Situated at a high and cool point in a desir- able section where values will improve. | Close to good schools, transportation and | stores. 6 pleasant rooms and bath on the first floor. Floored attic over entire house. ‘Weatherstripped and screened: awnings. Large lot, 50x150, with flowers, shrubs, shade and fruit trees. l-car ga- rage. Price is very low—terms to guit you. $ Ask about the 19,75 investment feature The home will be open for inspection all day Sunday from 10 AM. to dark. Other times upon application to Kennedy-~Chamberlin Development Co. 2400 Sixteenth Street Col. 7280 OPEN ALL DAY SUNDAY Edw.H. Jones & Co., Inc. Chevy Chase Progerties 00€3 249D oAy WRog06se The above offerings are presented as really outstanding values in their respective sections. We urge your personal inspection of these homes, that YOU may fully appreciate their many merits. All are open every day aud evening. ¥ @,%O%M/ er Tower Metropolitan Building 2663