5. Write an advertis.e.m.e.nt of your land for a big newspaper. Exploit its most striking features, especially the price. Study such advertis.e.m.e.nts before you write yours.

6. Reproduce a letter you received in answer to (5), asking for more information concerning the lands.

7. Write the reply to (6). Say you are enclosing the booklet spoken of in (1); tell of the model farm being established (3); and induce the inquirer to become a purchaser.

8. Prepare a series of three follow-up letters to be sent out to prospective purchasers who write as in (6) but who do not answer your letter in (7). Make each letter set forth one of the following advantages of buying a piece of your land: (1) The profits from the crops are large; (2) The conditions are ideal--mention climate, water, neighbors, transportation; (3) It is a good investment, since the land will certainly rise in value--tell of other land in the neighborhood that has risen in value within the last year. Arrange the letters in the order that you think will be most effective.

=Exercise 298=

Topics for Investigation and Discussion

1. The cause of changes in city real estate values.

2. The price of downtown property in your town.

3. The rise in property values in the last few years.

4. The causes of the rise.

5. Stove heated or steam heated property--which is the better income producer?

6. The Mortgage.--(_a_) Why people mortgage their property; (_b_) Why people loan money on mortgages.

7. The increase in the total value of farm lands during the last ten years.

8. The decrease in the value of farm lands in the East.

9. The reasons for the growth of the West.

10. Will the South be a new West?

11. The reclamation of swamp lands.

12. The success of irrigation.

=Exercise 299--Insurance=

An exposition of the subject of insurance is hardly in place here, especially as every one, to a certain extent at least, is acquainted with the fundamental reasons why insurance is purchased. The questions below should be used as a rudimentary review that will prepare for the letters that follow.

_Oral_

1. What is the object of insurance?

2. What is meant by a policy?

3. By the premium?

4. By the beneficiary?

5. By life insurance?

6. By fire insurance?

7. By accident insurance?

8. By marine insurance?

9. What is the difference between a straight life and a 20 year endowment policy?

10. Between the above and a 20 year pay policy?

11. Between the above and a term policy?

12. Why is it that the mortgagee, and not the owner, holds the fire insurance policy? Why must the amount of insurance equal or exceed the amount of the mortgage?

_Written_

1. You are an insurance agent. A man came to your office to-day to inquire about a life insurance policy. Write him a letter, repeating what you told him, advocating his taking out a straight life policy.

2. A new building has just been erected in your neighborhood. Write to the owner, soliciting him to let you write the fire insurance policy.

3. Write to a man who rides downtown on the train every day. Convince him that he needs to take out an accident insurance policy. Point out that the premium is only $25 a year. If the man is injured he will receive $25 weekly; if he is killed by accident, his beneficiary will receive $5,000; if he is killed on a train or in an elevator, $10,000.

4. Write to one of your clients, informing him that the premium on his life insurance policy falls due in ten days.

5. Write to another of your clients, informing him that the insurance on his property runs out in ten days. Inform him that, if he wishes the policy renewed, he should let you know at once and remit the premium.

6. From the client mentioned in (5) you receive a letter in which he explains that the paint store which formerly adjoined his property has been replaced by a grocery. He would like a new policy at a lower rate.

Reproduce the letter. A paint store is insured at the highest, or hazard, rate. The rate on property adjoining a paint store would also be very high.

7. You investigate the matter and find that the facts are as stated in (6). Write your client, offering him a rate of 1% and enclosing a bill for $45.

8. He replies that, since the risk of fire is now so much less, he wishes to take only $2,000 worth of insurance. He asks you to write such a policy, and he encloses his check for $30. Write the letter.

9. A man writes to you, saying that he wishes to take out an endowment policy for his fifteen year old daughter, who has already been examined. He wishes to give the insurance to her as a birthday present. He encloses a check for the premium and asks you to send the contract to her on her birthday (Name the date).

Write the father's letter.

10. Write a letter to accompany the birthday present.

Remember you do not know the daughter.

=Exercise 300=

Write the following from dictation:

1