342 



THE IRBIGATION AGE. 



work and in acquiring lands. These lands of the Tri-State 

 Land company are now being placed on the market and the 

 Payne Investment company has had the work in hand since 

 the first of May. 



The old company undertook to make its own sales. There 

 were no results, no one apparently desiring to invest in Scotts 

 Bluff farms. It was then determined to place the lands in the 

 hands of the Payne Investment Company of Omaha. This 

 company has established a reputation in the west for handling 

 large tracts, advertising them well, and having the deals 

 closed up while other concerns were contemplating methods of 

 operation. A notable instance of this activity and enterprise 

 was in evidence last winter when the Keystone colony at 

 Paxton, Nebraska, was established and 8,500 acres of land 

 sold in sixty days. 



So the Payne Investment company took the lands of the 

 Tri-State Land company, perfected an organization of associ- 

 ate agents in various towns in Iowa and Nebraska, planned an 

 advertising campaign, elaborate and expensive. Great atten- 

 tion was given to details and as a result the first excursion 



secured to run from Omaha. A tourist sleeper was arranged 

 for, having a kitchen attachment. An expert cook and 

 assistant, waiter and porter were taken along to look after 

 the comfort of guests. No member of the party was allowed 

 to open his private purse during the three days trip. Car* 

 was exercised in preparing the advertising. A semi-monthy 

 paper called "America's Valley of the Nile," was handsomely 

 illustrated and filled with spicy, suggestive irrigation notes. 

 On the train a small daily paper was issued, giving bits of 

 information and cracking jokes. A photographer caught 

 pictures of the party at various points and these pictures were 

 afterwards reproduced in the advertising matter, giving it a 

 personal tone and a readable flavor. All these are parts of 

 the "Payne Method." 



The Alfalfa Mills at Omaha Pay a Premium for Scotts Bluff Alfalta Because of Its 



Perfect Color. 



into the Scotts Bluff country carried about twenty prospective 

 purchasers. The limitations were 160 acres to a customer ; the 

 prices from $70 to $80 per acre including water rights. As a 

 result of the first excursion 1,840 acres of land were sold 

 for $142,800. That was the result of two days inspection of 

 the land and of the water supply. Two weeks later was the 

 second excursion when 1,160 acres were sold for $86,400 and 

 in another two weeks the third excursion, when 3,320 acres 

 were sold for $241,400. The fourth trip brought the total up 

 to $600,000, and the end is not in sight. It is a phenomenal 

 record and one which is a matter of pride to Mr. Payne. 



The general concensus of opinion among those associated 

 with Mr. Payne is that it is "the Payne method" that makes 

 the sales. It is the enthusiasm and personality of the man, 

 which he imparts to others. Morover Mr. Payne never 

 assumes control of a land deal of any kind in which he has 

 not implicit confidence. His confidence is uch that he is 

 always among the first to make an investment. He is con- 

 vinced that he has a bargain, buys what he can, and then sells 

 to those who are interested. 



Thoroughness and attention to detail are also strong 

 points in the salesmanship organization. A special train was 



Geo. H. Payne, President Payne Investment Co. 



Of course when a man has something to sell and believes 

 in it he can generally sell it. The Scotts Bluffs lands are 

 ideal irrigation lands. They lie as beautifully as any in the 

 country, with sufficient slope to make them perfect. The soil 

 is a sandy loam, an alluvial deposit which has been years in 

 making. There are many sections in which every acre is 

 tillable and easily watered. 



Nearness to market makes these lands desirable. Lands 

 in Scotts Bluff country mean good markets not too far dis- 

 tant and that means good prices for produce. Lands in the 

 Scotts Bluff country mean that one is not isolating himself 

 r.nd family, for there are towns and settlements in that valley 

 nearly a quarter of a century old. In this valley and in its 

 growing, ambitious little towns is all that makes life worth 

 living. There are the churches, schools, social life, clubs; 

 there are good roads, telephones and everybody enjoys the 

 rural mail. 



