Sec. 219. A broker should have a large map, having the outline of the world on one side and of the United States on the other, hanging on the wall; also a large wall map of his own State and of his county, and, if in a large city, of the city also. Maps are interesting and attractive, and many people who have not examined a map since leaving school take pleasure in looking them over; besides, they lend an air of importance to the broker's surroundings.

Sec. 220. In some of the large cities map books are obtainable, showing the names of every tract and the numbers and exact dimensions of every lot. These are expensive but valuable aids in carrying on the real estate business. In Los Angeles the publisher of a book of this kind also furnishes a book containing the names of the owners of each lot, and entries are made in this name-book every day by the clerk of the publisher, giving changes of ownership as shown by the deeds recorded the previous day in the County Recorder's office. Maps or blue-prints of new subdivisions can usually be obtained from the principal agents for such subdivisions.

Sec. 2211. If there is a Board of Trade or Chamber of Commerce in his town, the broker should become a member. He should also join one of the political or business men's clubs, as, in meeting men of affairs at such clubs, he will acquire advance information along real estate lines that will be of value to him.

Sec. 222. If there is a realty association or board in his city or county, it would be well for the broker to join. The constitution of the Los Angeles Realty Board provides that the objects of that corporation shall be to secure the benefit of united effort and concentrated power among its members to the end that the annoyance and evils which had, in the past, been encountered in dealing in real estate, might be abated; to promote good-fellowship and fair dealing; to protect the members of the board and the public in general from reckless and dishonest dealers; to promote the enactment of legislation for the protection of property rights and dealings pertaining thereto and to do all else in the power of the board which may tend to the upbuilding, stability and dignity of dealing in real estate. Applications for membership in the Los Angeles Board must be signed by the applicants, be approved by two dealers who are members of the board and be accompanied by the membership fee. The By-Laws provide, among other things, for an Arbitration Committee, composed of five members, to take cognizance of and have jurisdiction over all claims and matters of difference between members of the board in their capacities as real estate brokers, agents, owners or partners, under certain prescribed rules; also for an Appraisal Committee.

Sec. 223. If the broker is also engaged in the building business, a membership in a builder's exchange will be advantageous. Suggestions for organizing such an exchange are given in Form No. 153. Where a new town is started in the country, the question of incorporating same will arise as soon as there are a sufficient number of inhabitants for the purpose. A petition for incorporating a town is given in Form No. 154. In a small community there are always two or more contending factions - one faction being in favor of progress and the other being content to let things remain as they are. Even the change of the post office for half a block in either direction (Form No. 155) will divide the community into two parties and arouse considerable feeling.

Sec. 224. The broker should make it a point to study men as they appear in action on boards of directors, in lodges, public meetings and in other places where man is brought into keen, yet withal good-natured, competition with his fellows - where will is pitted against will. He should learn to listen intently, and think steadily, clearly and comprehensively amid distracting surroundings. Then when he sees a number of others in a dilemma, he should quickly offer a sensible and practicable solution of the problem, and, if his solution is feasible, he will have scored a strong point in favor of the soundness and alertness of his judgment and of leadership.

Sec. 225. The broker should not omit to cultivate the acquaintance of bankers and capitalists, as he will need their cooperation and good will in the making of loans and perhaps in the purchase of properties which will yield a profit to the investor. Real estate brokers often lose sight of the fact that there are two "ends," as the saying is, to the real estate business, namely, the buying "end" and the selling "end," and that one is equally as important as the other. A broker might have all the property in a county listed, but he would not be able to sell until he had buyers.

Sec. 226. There are many ways in which a real estate broker may be active and useful in a community, and at the same time advance his own interests; as, for instance, by converting picturesque spots into remunerative pleasure grounds; by erecting and operating hotels and apartment houses; in exploiting mines and mineral lands, either by organizing corporations to take over promising prospects and operate them (the broker arranging to act as secretary and provide the office) or by selling such prospects to practical mining men; and by creating sentiment in favor of good roads. Good roads stimulate travel, popularize the sections traversed, increase land values, attract new residents, build up trade and improve conditions generally.