"There's not three people in this crowd who have come out to look at lots!" the latter confided, disgustedly. "The most of them are just out for a free picnic. They don't know one earthly thing about real estate—or California."
This was the owner of the property: that is to say, he had paid a small amount down, and was expecting to clean up at a profit before the next payment came due.
"Just exactly what we want," asserted the other, shrewdly. "That's the sort of fellow who thinks he's smarter than any other. I've handled this sort before. There's two types here: the real green ones, and the wealthy, superior ones who've just come out to see the thing work, and are too smart to come in. Like that fellow over there," said the auctioneer, indicating Patrick Boyd. "Know who he is?"
"Not a notion. But I saw Colonel Carstair—you know, the banker from St. Paul. He's an old friend of mine. I told him if he saw anything that looked good to him at the auction to bid it in and hold it for a rise. I told him he needn't pay a cent on it—just to write out a check and hand it in for appearance sake and I'd destroy it."
"What did he say?"
"Nothing much. But he's here."
"Well, they've gawped around enough. Let's get at it."
The auctioneer mounted a rostrum near the centre of the tract. Clerks took their places at tables below. He held up his hand, and the band stopped with a blat. Behind the rostrum hung a huge canvas marked as a plot. An assistant placed the tip of a long pole against one of the lots; at the same time another assistant with a flag stationed himself on the actual lot to be sold.
"Now, ladies and gentlemen, "began the salesman, pushing his tall hat back in an engaging fashion. "I want to make you a little talk in general before getting down to brass tacks and the things that interest us all the most. I can make it very short, because you've got it right in front of your eyes; I refer to California and its future; and especially Los Angeles." He went on briefly, as he had said, to point out climate, soil, productivity, and future, together with a few convincing statistics. When
