UfflflO IS ; i lUFtn wmn IILLU IIIUIVLIi Home Town Speaking Con test Won by L. Abbott at Realtors Confab 1 ren. rmrifi Ar - Being Brief Jots I a i " " ne 'Realtors AlltieS Convention- on (Continued from Pae 1.) both , of the National Real Estate association. Herren, speaking on "Building ia Clientele." closed the series on making the sale, asserting that as other businesses bat come to it, so mast the successful realtor rec ognize the Importance of giving more service ithan Is expected in short, of building confidence and good will, i Indifference Held Cause Of Many Lost Sales Indifference to the prospect's needs Is the cause of more lost aales than any factor except lack of knowledge.. Herren told the realtors. Any term which fails to tomers Is a failure, in his estima tion. Honesty, truthfulness and exact facts relating to the-property Deing considered are three funda mentals to building good will, he said. Contrary to the common concep tion; closing the sale Is the easiest part of the realtors Job, provided .the, i rest of the work , has been done in the right way, A. John Berge told the realtors, and pro ceeded to show Why his statement was true. Berge stressed the fact that few salesmen know how to handle objections, and instead of preparing their clients for them, withhold defects. Any detail which may cause objection to the Bale .should be presented to the prospect An fact, he has a right to know. - The realtor's job is to help the prospect make up hjs mind, not to make it up for him, Berge said. Tour Made To . : Inspect Linen Mills A tour of Inspection through the linen mills followed the sales con ferences, the 200 delegates leav ing; the theatre in a caravan late In .the afternoon. f particular importance in the morning sessions was the work oi the industrial division which met at the chamber of commerce with II. J. C. Quinn of Portland pre siding. Agricultural development; in the northwest will mean addi tional industries and factories, Ernest E. Henry, Portland agri culturist said, these to range from plants to manufactures more im plements to factories for utiliza tion of by-products. Importance : of steamship3 to northwest prog i ress and development wa3 pointed to by TJ. A. Finger of Portland, j Edgar M. Burns, secretary of the northwest canning association cau I tloned the realtors to be careful ! of sending the uninitiated into the canning and packing business. I Ril road Officials Make Brief Talks Officers of many railroad lines were present to talk briefly at the industrial section, including: M. B. Peterson of the Northwestern Electric; Kirk Norton, New York Central lines; J. J. Haydon of the S. V. and S.; C D. Laff erty and Lester A. Broekwell of the South' em Pacific; J. A, Nott. Union Pa cific; P. W. Graham, Great North ern; T. H. Russell, Canadian Na tional; D. C. Olson, Pennsylvan ia; C. H. McCrimmon, Chicago Jtlilwaukee; J. H. Brady, Oregon Electric. ...Insurance and loan companies are trying to deal as humanly asi possible with the farmer, it was' brought out at the morning gen eral conference on mortgage and lean problems over which Herman Moeller presided. A feversalof conditions in the last 10 or 15 yeafs has meant that the farmer, once an aristocrat and the man making money, is now having a harder time to make ends meet than Is the city man working for a salary. Speakers at this confer ence included Ernest A. Miller of Salem, W. B. Shively of Portland, and Sherman R. Cox, assistant sec-, relary of the Benefit Savings and Loan association, Portland. Two breakfast conferences were held, one op business; value shifts led by N. C. Soule, and another on farm land problems, led by Paul S. Bomberger of Modesto, Calif. ' Although the 13th annual real tors' confab will make its official exit today, the play program will Continue over Saturday and Sunday-. Two golf tournaments will be played Saturday, one for the past presidents, when A. R. Bitter of Portland will defend his Washing ton title trophy. All members who cere to may participate in compel tition for the Ladd estate; company trophy, which becomes permanent property of winner, Registration tor the tournaments will be open ed this morning. Fishing trips up the Siletx are on the slate for Saturday and Sunday. Nine or ten women attended the mortgage sessions held at the Helllg Thursday morning. AaWj their Interest was equal to that of the men. Some, realtor remarked, In the morning discussion, that farmers aren't paying their mortgages be cause their cash is going into autos, radros and frigidaires. Ernest A. Miller, farm supervisor with Hawkins and Roberts here, was on his feet in a minute: "If anyone in God's world is entitled to those things, the farmer is!" Mrs. Sam Rugh of Eugene is one of the oldest women in the busi ness, both in point of service and in age. Though white haired, even the casual observer must see she is a wide-awake realtor. She started in business with her hus band 22 years ago, taking over his interests also when he died sev eral years ago." Her son, Ii. Rugh, is in the business, too, and is here for the convention. . To Eugene goes neophyte honors, unless Someone else dis putes them. MrS. Esther Carl strom. of the- L. E. Hodges firm there, is just taking up real es tate activity, and is at the conven tion getting part of her eye teeth cut. Hard on the public, but at least lacked official confirmation. It is known, however, that Sec retary Stimson is making an ac tive effort to continue the peace move he initiated last week. The question of the return to the status prevailing before the Russians were dismissed from po sitions on the Chinese eastern railway is one phase of the sub ject holding attention of the in terested powers and because of this a belief was expressed that the reported . communications handed to the diplomats might have been on this subject. CONVENTION CUE 3 TO END AT 3 P. H. some . realtors agreed when one speacer accused the average real tor of showing halt his property to suspects Instead of prospects. "Its' hard to say anything flat tering About your home town after spending three days in a city go hospitable as Salem," declared A. R. Paggett' of Olympia, contest ant in the home town speaking contest held last night. And he sounded as though he meant it, even if he did boast that "Olym pia might not grind so much flour as some other cities, but it grinds more politics than any other city in Washington." (Note to some parents: Ask Johnny the capital city of Washington. .. And speaking of that talking contest, there are some who still say 'the judges were all wrong; that surprise stunt Newell Wil liams .and Roberta Morton pulled eff to advertise Eola and Eola's chief commodity moonshine should have been given first place., Anyway, when Newell came stag gering up the aisle flashing a gun, some persons jumped. But to be sgrious about the speaking contest, Leith Abbott had his favorites' and Arthur Z. Bold his. But few realtors reck oned Carmichael from Vic toria would carry off second place. Maybe it was because he admitted he spoke with but tew hours warning because he didn't want a Vancouver man to do all the speech-making from his terri tory. Of course the Judges found better reasons. Four trophies were on display for the realtors, including the two for the speaking contest, the golf ers' trophy and the E. B. Arthaud attendance trophy. The latter will be awarded at the banquet tonight to the city with the largest attend ance, In proportion to miles trav eled and number of members present. Henry J. C. Quinn, Portlandin dustriai realtor, says in another five or ten years you woon't know this valley, Industry will have de veloped so greatly. Eastern capital i3 awakening to possibilities here, he says, and what with the valley's potentialities, things Are going to happen pretty soon. Quinn has been in Portland 10 years. He is national executive for the indus trial division. ; William Goeser of Forest Grove attends the convention while his pasdner, Mrs. William Goeser, stays at home. Some say in in stances of life-husiness pardner ships, the most efficient member stays at home. '"Billy" really hasn't said. DID COLLIER IS i iSE! r - is w Continued from Page 1.) discussions. An appraisal demon stration will be conducted at the theatre at 10:45 o'clock by Lee S. Marks of Portland, the piece -of property under consideration be ing the McGilchrist building at the corner of Liberty and street. Glenn D. Willaman, state sec retary of the California associa tion, will give the principal ad dress of the morning at 11:45 o'clock. . , Luncheon meetings will be held by states, the Oregon delegation to meet at the Marion at 12:30 o'clock, when the following pro gram will be given: "Legislation," A. C. Callan; "The License Law," C. V Johnson, state real estate commission; "Commission Sched ules," George J. Walton, Klam ath Falls; "Local Boajrd Prob lems," F. C. McGowan,; executive secretary, Portland realty board. The Washington delegation will meet at the Marion at the same hour, L.. Booth to lead consider ation of "Legislation," and S. E. Hege fo lead "Local Board Prob lems." J. W. Allen, speaking on the "License Law", and Alfred Car michael, talking on "Commission Schedules," will be speakers for the British Columbia delegation meeting at the Gray Belle at 12:30. The thirteenthvannual banquet of the association will be held at the armory at 1 o'clock, J. F. Ut- rich. president of the Calem board, presiding. Worjall Wilson wttl master of ceremonies. ;FolHwing the banquet, dancing will be in order. Joe G. Batinovich of Aberdeen, Wash., is killing two birds with one stone. He Drought his family along and they are enjoying an annual vacation while he attends convention. They are occupying cabin No. 10 at the city auto camp PORTLAXDER SHOT PORTLAND, Ore.. July 26 (AP) (Friday) Carl Anderle. 33, garage attendant, was ehot State and wounded, probably fatally, early this morning by two youth- rui robbers who looted the cash register of $40 and escaped. The Statesman and. The Port. land Telegram two great dallies for 60 cents per month. To order phone 500. ' SCE BE PROTECTED State Highway Commission to Prevent Indiscriminate . Erection of Wires V (Continued from Pag 1.) on-South Section of the Roosevelt highway, 12 miles, were opened, the commission decided to reai- vertlse foe' bids. Low bid was that of Meyers ft Co., for $143,825. The commission went on record in a communication to B. M. Payne, Judge of the Linn county court, Albany, as favoring work os the proposed Santiam highway when funis are available but stat ing that it is not prepared at pres ent to proceed with construction. Linn Comity to Pay Quarter of CdST Linn county's cooperation on this road will be 25 per cent of Its cost, the commission agreed. Dr. C. Brous, president of the Linnton Community club, pre sented a proposal that the com mission consider an arterial high way acrols Washingtpn . county from the eastern end of the pro posed Wilson river road to the St Johns bridge, to be erected soon. People of Harney and Malheur county seem to be undecided whether the commission has de signated the route of the central Oregon highway between Burns and Junture. A delegation from Crane appeared at the morning session yesterday to ask for a sur vey of thb route between Crane and Juhture, while in the after noon a petition was received from Burns nd Drewsey asking that the route be designated by way of Drewsey. The commission, was then pot sure that the route had been definitely designated bo Roy A. Klein, state highway en gineer and secretary, was Instruct ed to invite both sides in at the August mteting for a "filed day" discussion of the matter. MISlTilftL ORDERED in Ins case on Second, street. West Salem en tertained" at a birthday dinner at the Burgoyne home ba Second street la; honor of Mjrsr J. H. Burgoyne. The . table was beau tifully decorated with! a large cake la the center wtti6 light ed candles. Those prpsent were40f his divorce suit he testified that Mrs. J. H. Burgoyne and sons Lester and Norman, Rev. Willi am and Mrs.,, Burgoyne and daughter. Ruth, and Mir. and Mrs. Leonard Burgoyne. Miss Mary St. Pierre and Laura Gasklll of Salem were overnight guests of Miss OdeH Peden .re cently. '- Mr. Charlie Needham and Mr. Arthur Sprout left Wednesday for Oakland, Calif., on a business trip. . ! socisEin (in IS CLOSED LONDOtf, July 25 (AP) The social season ended this af ternoon after the royal garden party in the gardens of Bucking bam palace where Queen Mary moved regally among nearly 10. 000 guests among whom were Ambassador and Mrs. Charles G. Dawes. j Only the presence of his majes ty King George was ! needed to complete the brilliant! picture of English social life but the mon arch was confined to his sick room, j It was. Ambassador Dawes' first royal garden party and he and Mrs. Dawes seemed to en joy themselves 1 thoroughly. ' King Faud of Egypt his figure topped by a red feii presented his chief ministers to Queen Mary. This ceremony took place in the shadow of the old plane 'tree planted by Queen Victoria in 1887. The Irish guards band play ed a program of music chosen by the queen herself; including "Gems from Sullivan," Gounod's "Romeo and Juliet" and "The Londonderry Air." Prime Minister MacDonald spent most of the afternoon in conversation with Ambassador Dawes. The gist of their coqver-i sation was not dimlged. was married there today to Hansa Jones. Miss Jones was much men tioned in the divorce trial as the nurse with whom the Australian merchant had fallen in love. Jones in his telegram said! he was going back to .Australia. In" the trial he had given his Wife $400,000 and that all she wanted was his money. He testified that she had made it possible for him to meet Miss Hanna Jones, j Miss Jones is not related to the Australian. CMDI WIL1G TD STOP RUM Hi OTTAWA, July 25. (AP) W. D. Euler. minister of national revenue, today declared that Can ada is quite willing to keep Can adians out of the business of run ning liquor to the United States and offered to engage in "any rea sonable measure of cooperation" with the United States government to prevent bootlegging across the border. The offer was made in a state ment in which Euler charged that practically 100 per cent' of the rum runners are American citi zens and stated that less than 50 per" cent of the liquor consumed in the United States comes from Canada!'. f - fr ' ". lie slid the Canadian govern ment was prepared to enact legis lation dealing with Canadian cit izens or Canadian boats engaged in Illegal liquor traffic Canada, he declared, spends f 1.000.00Q a year to prevent liquor smuggling from friendly countries .which do not prohibit clearances.. ens ncTEo ey Boras' fete EtTGiNE, Ore., July 25--(4P Bringing an air of the Tomfn tie.; the royal glamor of the fes tive pioneer celebration which' Is bringinj throngs of people to Eu gene from all sections of the state and other states, came Queen Susannah, the second, and her royal court today to begin their reign as queen and princes ses! of the Sunset Trail pageant. Withl a characteristic gracious smije and with, a serious swinkle in her gray eyes, she said "It's a lovely kingdom and i hope -I make a lovely queen."-' To welcome the queen and princesses was the task of H. E. Wilder. Eugene mayor," who la a few words greeted the royal new- comers. 1 " j 5 Many towns wererTepresented by attractive young women; byN a maiden in lavender from Med- ; ford; Princess Icel Edwards; f Princess Lucille Kern of North Bend: Princess Myra Belieu of . Marshfield; Princesses Etta Ow- 1 ens of Gold 'Beach; Leona Ger- ardo of Prinevirie: ; Myrtle Sailing i of Arlington; Thelma Cronon of f Redmond; Margaret Self ore of ; Bend and Mildred Whitlake of ; Albany. . MFJUS OPERATE BIG eiLli M SHANGHAI. China. July 25. (AP) Two well known Mexican residents of Shanghai, Carlos Gar cia, and O. P.-Delvalle. were con victed today In the Shanghai pro visional court of being "operators and owners' of the internationally known roulette establishment here known as "The Wheel." They were sentenced to one year In jail and fines Of $1,000 gold dollars eachThe.-coart further ordered the confiscation of "The Wheel" property, valued at $25, 000 in gold. LONDON, July 25 (AP) Joshua Reynolds, rich 23 year old American, who has been on trial for manslaughter here, was at liberty toiiight on $50,000- bail following ; the sensational inter ruption of his case when a mis trial was declared because a po liceman ekw the foreman of the jury in Conversation with two witnesses for the defense. The machinery of British ju dicial procedure did not lag. Pre parations for a new trial starting tomorrow began Immediately. Justice "Humphreys who is pre siding on the case, absolved Rey nolds, sorf'of the late head of the Reynolds Tobacco company, of all blame In connection with the in cident, Reynolds' trial had reach ed the fourth day of testimony and probably would have gone to the jury tonight. The crown charged jjthat Reynolds while drunk on May 14 drove an au tomobile into a motorcycle mor tally Injuring Arthur Graham, an Englishman, N r. ' ! O West Salem V i O Mrs. William Burgoyne of Sa lem and Mrs. Leonard Burgoyne NEW IN LINGERIE .David Collier representing the Tourteenth street ! playground took the small boys .city horse shoe pitching from Alan McCallis ter of Lincoln by 21 to 17 Thurs day afternoon at 4 Fourteenth etreet. Championships for the big boys will be tossed today. ' I The larger boys of Lincoln and Fourteenth street wjll meet at the latter ground fori their fourth ball game of the season. Satur day a! doubleheaderl with Yew Park playing, both Lincoln and Fourteenth street is! scheduled. The big boys will play at Yew Turk at 1:30 o'clock ' S NOOK PECULIAR TO ATTEMPT SE 1 ROW IN ORIENT TO BE SETTLED SOON (Continued from Page 1.) ;i In official circles today with Inf "dlcatlons coming-from some quarj iers that developments were ex pected within the'next 48 hours, j Just what might S be expected was' ' not disclosed nor j was -any comment forthcoming after calls at the state department ' by the British Japanese, 'i French, and Italian ambassadors and the Ger man charge d'affalrea. Secretary Stimson waa reported to have fianAMi them Identical communi cations on the situation but thlsf (Continued front Page 1.) John F. Seldel revealed the In tention to show that Miss Hix e'ave her lover concoctions which may have had an influenceln the tilling. . "Have you ever worked In a bakery?" Seidel asked ; each wo man juror. -They replied negatively. "The sandwiches they ate .were made of bread," Seidel replied la ter when asked ltd explain the mysterious question. The attorney refused to explain further but the' intimation be dropped was that narcotics some times used In (connection with yeast, had been employed by Miaa Hix in making baked goods and thus given to tie professor. Seldel also aske4 Jurors if they would be prejudiced against the defendant if it were shown that "narcotics figured ) closely la the case-- U I After the tentative f jury was comnleted.: both sides exercised peremptory challenges and only! eleven Jurors were ; remaining when court adjourned.5 " Thirty nln j state i witnesses were under call tonight to repert tomorrow"! but there was l3e likelihood they would taittfy C fore Monday. . TTrTE aire presenting to you a wonderful new and Iff complete selection of reasonably priced lingerie. Dance sets in Crepe de Chine, Rayon and Broadcloth . . . Step-ins, Panties and Shorties in Rayon and Crepe de Chine . .. ues at . .'. 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