Are You on the "Waiting" List or "Getting" List

pects; and indeed, the correspond.ence covers a wider field than the personal contact.

'Write to your prospects whenever you have anything of interest or benefit to say to them-and you shoulcl f:rd your difficulty not in finding WHAT TO SAY-but in selecting the BEST thing to say out of the multitudes that will fill your mind-and your PROSPECT CHART.

If this manner of writing letters is NOT a good. business plan, how happens it that there are prosperous companies organized. for the sole purpose of compiling lists of names to sell to other companies who'WRITE TO THOSE NAMES AND SEIrI-/ GOODS TO THOSE PEOPLE ?

What matters it if your field is limited,? What matters it if you are so fixed that you could see every one of your prospects in person at least once a week ? WRITE TO THEM ANYHOW.

Your LTETTER, will get to a prospect at times when it would. be impossible or inad.visable for you to approach him at all; it will perhaps be read. at the psychological monent when that particular MESSAGE HITS THAT PROSPECT and when you are somewhere else.

lf your time is worth anything at all, it is worth MORE than the cost of a sheet of paper, an envelope and a 2-cenl stamp-and that is the total cost of getting that message to your prospect by personal letter.

Write to your prospects exactly as you would talk to them-tell them what they would like to know-what they OUGHT TO KNOW-and just as often as you secure informatibn that they should. have.

And. one more word-whenever you think you have occasion to "roast" a man in a letter-WRITE THAT LETTER BUT DON'T MAIIT IT UNTIIJ THE NEXT DAY-AFTER, YOU HAVE R,EAD IT YOURSEIJF'.

Get it on paper while you are hot-write down every siugle word you think the occasion demands-make it as strong as you want-but then lay it aside until tomorrow and read it.

It's a great education.

And the reflex mental action will help you to write a,

Lumber is Small Portion of Cost of Building House

Lumber is not the big item of expense in home-buildine.

Contrary to general belief it is a relatively small itemonly 14 per cent, according to figures used by the San Francisco Forward Movement in its efrective campaign t prouote home-building and home-owning in the Bay region.

Of course, this estimate of 14 per cent is for construction lumber only and. does not include nill work or hard.wood. An extra 4.8 per cent is calculated for mill work, and 1.25 per cent for hardwood flooring and finish. Which brings the total cost of all the wood used in a house up to only 20 per cent, or just a trifle over.

Antt 20 per cent is the figure that the lumber manufacturers' associations have been using in the last few years in nresenting the facts regarding building costs.

The proportionate cost of roofing, accord.ing to this estimate is only 1.25 per cent and of paint only 2.55 per cent.

Here is the camplete sched.ule of costs as used by the San Francisco association:

So the things that the lumber dealer sells, all added together, constitute less than 25 per cent of the entire cost of building a home, and of this lumber is only 20 per cent.

It may be well to bear this in mind the next time one of your prospects tells you that he cannot afford. to builcl because the price of lumber is "too high.' ' better honest-to-goodness thought you could.

SAIJES ITETTER, than you