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1
GETTING STARTED
IN
R= EAL ESTATE
C= HAPTER 1
R= EAL ESTATE
C= HAPTER 1
![](3D"slide0114_image001.gif")
2
THE REAL ESTATE
BUSINESS
Run y=
our
real estate business, like a business.
Set specific ho=
urs
for work and work those hours.
Be self
motivated.
3
=
=
1. Be Self–motivated (Master
Marketing).
2. Master the telephone.
3. Master listings.
=
4. Master Selling.
<=
/div>
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5. Learn your business.<=
/div>
4
The
real estate marketplace, where you will be an agent will help buyers or sellers to buy or sell =
=
property.
I=
t is
the price a buyer will pay and not the price a seller desires that ultimately determines value. =
Prices are set by demand, this is when the buyer =
wants property.
Thus, buyers set the market prices.
5
Ex=
ample:
In
1989 California lost the aerospace industry and the real estate economy went down in the cellar.<=
span
style=3D'mso-spacerun:yes'> Buyer
and home owners lost their jobs and home owners wanted to sell but nobody wanted to buy.
At=
the
present time house prices are inflating.
But we will have
another decline in value. Don’t <=
/span>know when, but it will happen and a few years later the appreciation cycle will begin again. This cycle keeps repeating.
6
Selling
a home is a people business, NOT =
a <=
span
style=3D'font-size:117%'>property business.
Who buys a HOME=
, the
husband or the wife?
=
Usually
the wife, she will spend the most time in =
the home.
7
Selling
investment property is still a people business, but
you are more involved with the benefits
that the property can provide.
=
Who
buys the investment property, the husband =
or the wife?
This could be e=
ither
the husband or the wife.
8
Needs verses Wants. When yo=
u are
working with prospective
clients you need to determine, if they
have to buy, want to buy or if they are just =
looking.
Try to work wit=
h the
clients that need to buy.
9
=
Emotion plays a significant part in a purchase decision.
will–sell vs.
must–sell
will–bu=
y vs.
must–buy
Must sellers and
buyers are the best motivated.
10
COMFORT
ZONE
A task that a client would do, that would
not cause excess anxiety.
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Ow==
------=_NextPart_01C4795F.C118F9B0
Content-Location: file:///C:/90F34A05/Chapter1Welcome_files/master01.htm
Content-Transfer-Encoding: quoted-printable
Content-Type: text/html; charset="windows-1252"
numSlds )
gSldJumpIdx =3D numSlds;
if ( gSldJumpIdx >=3D 0 ) {
if ( gSldJumpIdx =3D=3D 0 )
gSldJumpIdx =3D 1;
var jumpTo =3D parseInt(gSldJumpIdx);
gSldJump =3D 0; gSldJumpIdx =3D "";
win.GoToSld( parent.GetSldList().mList[jumpTo-1].mSldHref )
}
}
}
function _KDH()
{
if( event.keyCode =3D=3D 8 ) {
event.returnValue =3D 0;
parent.GoToPrevSld();
}
}
function PlaySound( href, loop ){
href=3D unescape(href);
if( window.event ) window.event.cancelBubble =3D true;
pptSound.src =3D href;
pptSound.loop =3D loop ? -1 : 0;
}
function DocumentOnClick()
{
if( IsNts() || parent.HideMenu() ) return;
if( ( g_allowAdvOnClick && (window.name=3D=3D"PPTSld") && !parent.IsFrames=
Mode() ) ||
(event && event.keyCode=3D=3D32) ) {
=09
if( g_animUseRuntime && g_animMainSequence && g_animMainSequence.cangonex=
t )
return;
parent.GoToNextSld();
}
}
var g_supportsPPTHTML =3D SupportsPPTHTML(), g_scaleInFrame =3D 1, gId=3D""=
, g_bgSound=3D"",
g_scaleHyperlinks =3D false, g_allowAdvOnClick =3D 1, g_showInBrowser =
=3D 0, gLoopCont =3D 0, gUseSldTimings =3D 1;
var g_showAnimation =3D g_supportsPPTHTML && SupportsPPTAnimation() && ( (w=
indow.name=3D=3D"PPTSld" && !parent.IsFramesMode()) || g_showInBrowser );va=
r g_animManager =3D null;
var g_animUseRuntime =3D false;
var g_animItemsToHide, g_animInteractiveItems, g_animSlideTime;
var g_animMainSequence =3D null;
var ENDSHOW_MESG=3D"End of slide show, click to exit.", SCREEN_MODE=3D"Fram=
es", gIsEndShow=3D0, NUM_VIS_SLDS=3D51, SCRIPT_HREF=3D"script.js", FULLSCR_=
HREF=3D"fullscreen.htm";
var gCurSld =3D gPrevSld =3D 1, g_offset =3D 0, gNtsOpen =3D gHasNts =3D gO=
tlTxtExp =3D 0, gHasNarration =3D 0, gOtlOpen =3D true
window.gPPTHTML=3DSupportsPPTHTML()
var gMainDoc=3Dnew Array(new hrefList("slide0114.htm",1,-1,1),new hrefList(=
"slide0136.htm",1,-1,1),new hrefList("slide0137.htm",1,-1,1),new hrefList("=
slide0138.htm",1,-1,1),new hrefList("slide0127.htm",1,-1,1),new hrefList("s=
lide0016.htm",1,-1,1),new hrefList("slide0046.htm",1,-1,1),new hrefList("sl=
ide0086.htm",1,-1,1),new hrefList("slide0118.htm",1,-1,1),new hrefList("sli=
de0019.htm",1,-1,1),new hrefList("slide0048.htm",1,-1,1),new hrefList("slid=
e0074.htm",1,-1,1),new hrefList("slide0051.htm",1,-1,1),new hrefList("slide=
0080.htm",1,-1,1),new hrefList("slide0081.htm",1,-1,1),new hrefList("slide0=
062.htm",1,-1,1),new hrefList("slide0108.htm",1,-1,1),new hrefList("slide01=
07.htm",1,-1,1),new hrefList("slide0109.htm",1,-1,1),new hrefList("slide011=
1.htm",1,-1,1),new hrefList("slide0113.htm",1,-1,1),new hrefList("slide0101=
.htm",1,-1,1),new hrefList("slide0123.htm",1,-1,1),new hrefList("slide0103.=
htm",1,-1,1),new hrefList("slide0124.htm",1,-1,1),new hrefList("slide0032.h=
tm",1,-1,1),new hrefList("slide0033.htm",1,-1,1),new hrefList("slide0036.ht=
m",1,-1,1),new hrefList("slide0034.htm",1,-1,1),new hrefList("slide0053.htm=
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,1,-1,1),new hrefList("slide0047.htm",1,-1,1),new hrefList("slide0006.htm",=
1,-1,1),new hrefList("slide0024.htm",1,-1,1),new hrefList("slide0025.htm",1=
,-1,1),new hrefList("slide0038.htm",1,-1,1),new hrefList("slide0041.htm",1,=
-1,1),new hrefList("slide0042.htm",1,-1,1),new hrefList("slide0044.htm",1,-=
1,1),new hrefList("slide0043.htm",1,-1,1),new hrefList("slide0039.htm",1,-1=
,1),new hrefList("slide0011.htm",1,-1,1),new hrefList("slide0007.htm",1,-1,=
1),new hrefList("slide0072.htm",1,-1,1),new hrefList("slide0096.htm",1,-1,1=
),new hrefList("slide0008.htm",1,-1,1),new hrefList("slide0130.htm",1,-1,1)=
,new hrefList("slide0023.htm",1,-1,1),new hrefList("slide0029.htm",1,-1,1),=
new hrefList("slide0116.htm",1,-1,1));
/*********************************************
Frameset functions
These functions control slide navigation
and state of the frameset.
**********************************************/
function FullScrInit()
{
g_allowAdvOnClick =3D GetCurSld().mAdvOnClk
document.body.style.backgroundColor=3D"black"
document.oncontextmenu=3Dparent._CM;
document.onkeydown =3D _KDH;
document.ondragstart=3DCancel
document.onselectstart=3DCancel
self.focus()
}
function Redirect( frmId )
{=09
var str=3Ddocument.location.hash,idx=3Dstr.indexOf('#'), sId=3DGetSldId()
if(idx>=3D0) str=3Dstr.substr(1);
if( window.name !=3D frmId && ( sId !=3D str) ) {
obj =3D GetObj("Main-File")
window.location.href=3Dobj.href+"#"+sId
return 1
}
return 0
}
var MHTMLPrefix =3D CalculateMHTMLPrefix();=20
function CalculateMHTMLPrefix()
{
if ( document.location.protocol =3D=3D 'mhtml:') {=20
href=3Dnew String(document.location.href)=20
Start=3Dhref.indexOf('!')+1=20
End=3Dhref.lastIndexOf('/')+1=20
if (End < Start)=20
return href.substring(0, Start)=20
else=20
return href.substring(0, End)=20
}
return '';
}
function GetTags(base,tag)
{
if(g_supportsPPTHTML) return base.all.tags(tag);
else return base.getElementsByTagName(tag);
}
function UpdNtsPane(){ if(frames["PPTNts"]) PPTNts.location.replace( MHTMLP=
refix+GetHrefObj( gCurSld ).mNtsHref ) }
function UpdNavPane( sldIndex ){ if(gNavLoaded) PPTNav.UpdNav() }
function UpdOtNavPane(){ if(gOtlNavLoaded) PPTOtlNav.UpdOtlNav() }
function UpdOtlPane(){ if(gOtlLoaded) PPTOtl.UpdOtl() }
function SetHasNts( fVal )
{
if( gHasNts !=3D fVal ) {
gHasNts=3DfVal
UpdNavPane()
}
}
function ToggleOtlText()
{
gOtlTxtExp=3D!gOtlTxtExp
UpdOtlPane()
}
function ClearMedia()
{
// Clear any sounds playing before launching another browser window. Other=
wise,
// in fullscreen mode, you'll continue to hear the sound in the frames mod=
e.
if (PPTSld.pptSound) PPTSld.pptSound.loop =3D 0;
}
function FullScreen()
{=20
if ( PPTSld.g_animUseRuntime )
PPTSld.document.body.pause();
ClearMedia();
var href =3D ( document.location.protocol =3D=3D 'mhtml:') ? FULLSCR_HREF =
: FULLSCR_HREF+"#"+GetHrefObj(gCurSld).mSldHref;
if(PPTNav.event.ctrlKey) {
var w =3D (window.screen.availWidth * 1.0) / 2.0
var h =3D w * (PPTSld.g_origH * 1.0) / PPTSld.g_origW
win =3D window.open( MHTMLPrefix+href,null,"toolbar=3D0,resizable=3D1,top=
=3D0,left=3D0," + "width=3D"+ w + ",height=3D" + h );
if( win.document.body && PPTSld.g_animUseRuntime )
win.document.body.PPTSldFrameset=3Dwindow;
}
else
{
win =3D window.open( MHTMLPrefix+href,null,"fullscreen=3Dyes" );
if( win.document.body && PPTSld.g_animUseRuntime )
win.document.body.PPTSldFrameset=3Dwindow;
}
}
function ToggleVNarration()
{
rObj=3DPPTSld.document.all("NSPlay")
if( rObj && !PPTSld.g_animUseRuntime ) {
if( (rObj.playState =3D=3D 1)||(rObj.playState =3D=3D 0) )
rObj.Play()
else if( rObj.playState =3D=3D 2 )
rObj.Pause()
else
return;
}
else if( PPTSld.g_animUseRuntime )
{
narObj =3D PPTSld.document.all("narrationID")
if( narObj )
narObj.togglePause()
}
}
function GetCurSldNum()
{ =20
obj=3DGetHrefObj(gCurSld)
if( obj.mOrigVis =3D=3D 1 )
return obj.mSldIdx
else =20
return gCurSld
}
function GetNumSlds()
{ =20
if( GetHrefObj(gCurSld).mOrigVis =3D=3D 1 )
return GetSldList().mNumVisSlds;
else
return GetSldList().mList.length
}
function GetSldNum( href )
{
for(ii=3D0; ii 1 )
PopSldList();
else if( !IsFramesMode() ) {
if( gLoopCont )
GoToFirst()
else
EndShow()
}
}
function GoToPrevSld()
{
ii=3DgCurSld-1
if( ii > 0 ) {
obj=3DGetHrefObj(ii)
while ( obj && ( obj.mVis =3D=3D 0 ) && ( ii>0 ) )
obj=3DGetHrefObj(--ii)
if( ii =3D=3D 0 ) ii=3D1
GoToSldNum(ii)
}
}
function GoToFirst(){ GoToSld( GetHrefObj(1).mSldHref ) }
function GoToLast()
{
ii=3DGetSldList().mList.length
if( ii !=3D gCurSld )
GoToSld( GetHrefObj(ii).mSldHref )
}
function GoToSldNum( num )
{
if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue
obj =3D GetHrefObj( num )
obj.mVis=3D1
gPrevSld=3DgCurSld
gCurSld =3D num;
PPTSld.location.replace(MHTMLPrefix+obj.mSldHref)
if( IsFramesMode() ) {
UpdNavPane(); UpdOtlPane(); UpdNtsPane()
}
}
function GoToSld( href )
{
if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue
GetHrefObj( GetSldNum(href) ).mVis=3D1
PPTSld.location.replace(MHTMLPrefix+href)
}
function SldUpdated( id )
{
if( id =3D=3D GetHrefObj(gCurSld).mSldHref ) return
gPrevSld=3DgCurSld
gCurSld=3DGetSldNum(id)
if( IsFramesMode() ) {
UpdNavPane(); UpdOtlPane(); UpdNtsPane()
}
}
function PrevSldViewed(){ GoToSld( GetHrefObj(gPrevSld).mSldHref ) }
function HasPrevSld() { return ( gIsEndShow || ( gCurSld !=3D 1 && GetHrefO=
bj( gCurSld-1 ).mVis =3D=3D 1 )||( GetCurSldNum() > 1 ) ) }
function HasNextSld() { return (GetCurSldNum() !=3D GetNumSlds()) }
function CloseWindow() {
if( HideMenu() ) return;
=09
var event =3D PPTSld.event;
if( !IsFramesMode() && event && (event.keyCode=3D=3D27 || event.keyCode=3D=
=3D32 || event.type=3D=3D"click" ) )
window.close( self );
CatchNumKeys( self, event );
}
function Unload() { gIsEndShow=3D0; }
function SetupEndShow() {
gIsEndShow=3D1;
PPTSld.document.body.scroll=3D"no";
PPTSld.document.onkeypress=3DCloseWindow;
PPTSld.document.onclick=3DCloseWindow;
PPTSld.document.oncontextmenu=3D_CM;
}
function EndShow()
{
if( IsFramesMode() ) return
if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue
doc=3DPPTSld.document
var dir =3D doc.body.dir
if( dir !=3D "rtl" ) dir =3D "ltr";
doc.open()
doc.writeln(' 0) {
PushSldList(sldList,fEnd);
gCurSld =3D 1;
}
else
if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue
}
function PushSldList(arr,fEnd) {
var ii =3D gSldStack.length;
gSldStack[ii] =3D new SldList(arr,gCurSld,fEnd);
GoToSld( gSldStack[ii].mList[0].mSldHref );
}
function PopSldList() {
if (gSldStack[gSldStack.length-1].fEndShow)
EndShow()
else {
gCurSld =3D gSldStack[gSldStack.length-1].mCurSld;
gSldStack[gSldStack.length-1] =3D null;
gSldStack.length--;
var sldList =3D gSldStack[gSldStack.length-1];
GoToSld( sldList.mList[gCurSld - 1].mSldHref );
}
}
var custShowList=3Dnew Array();
/*********************************************
Navigation button implementation
There are 2 types of buttons: ImgBtn, TxtBtn
implemented as function objects. They share
a similiar interface so the event handlers
can call SetActive, for example, on a button=20
object without needing to know exactly=20
what type of button it is.
**********************************************/
//----------------------------------
function ImgBtn( oId,bId,w,action )
//----------------------------------
{
var t=3Dthis
t.Perform =3D _IBP
t.SetActive =3D _IBSetA
t.SetInactive=3D _IBSetI
t.SetPressed =3D _IBSetP
t.SetDisabled=3D _IBSetD
t.Enabled =3D _IBSetE
t.ChangeIcon =3D null
t.UserAction =3D action
t.ChgState =3D _IBUI
t.mObjId =3D oId
t.mBorderId=3D bId
t.mWidth =3D w
t.mIsOn =3D t.mCurState =3D 0
}
function _IBSetA()
{
if( this.mIsOn ) {
obj=3Dthis.ChgState( gHiliteClr,gShadowClr,2 )
obj.style.posTop=3D0
}
}
function _IBSetI()
{
if( this.mIsOn ) {
obj=3Dthis.ChgState( gFaceClr,gFaceClr,1 )
obj.style.posTop=3D0=20
}
}
function _IBSetP()
{
if( this.mIsOn ) {
obj=3Dthis.ChgState( gShadowClr,gHiliteClr,2 )
obj.style.posLeft+=3D1; obj.style.posTop+=3D1
}
}
function _IBSetD()
{ =20
obj=3Dthis.ChgState( gFaceClr,gFaceClr,0 )
obj.style.posTop=3D0=20
}
function _IBSetE( state )
{
var t=3Dthis
GetObj( t.mBorderId ).style.visibility=3D"visible"
if( state !=3D t.mIsOn ) {
t.mIsOn=3Dstate
if( state )
t.SetInactive()
else
t.SetDisabled()
}
}
function _IBP()
{
var t=3Dthis
if( t.mIsOn ) {
if( t.UserAction !=3D null )
t.UserAction()
if( t.ChangeIcon ) {
obj=3DGetObj(t.mObjId)
if( t.ChangeIcon() )
obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-4)*t.mWidth
else
obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-0)*t.mWidth
}
t.SetActive()
} =20
}
function _IBUI( clr1,clr2,nextState )
{
var t=3Dthis
SetBorder( GetObj( t.mBorderId ),clr1,clr2 )
obj=3DGetObj( t.mObjId )
obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-nextState)*t.mWidth-obj=
.style.posTop
t.mCurState=3DnextState
return obj
}
//-----------------------------------------
function TxtBtn( oId,oeId,action,chkState )
//-----------------------------------------
{
var t=3Dthis
t.Perform =3D _TBP
t.SetActive =3D _TBSetA
t.SetInactive=3D _TBSetI
t.SetPressed =3D _TBSetP
t.SetDisabled=3D _TBSetD
t.SetEnabled =3D _TBSetE
t.GetState =3D chkState
t.UserAction =3D action
t.ChgState =3D _TBUI
t.mObjId =3D oId
t.m_elementsId=3D oeId
t.mIsOn =3D 1
}
function _TBSetA()
{
var t=3Dthis
if( t.mIsOn && !t.GetState() )
t.ChgState( gHiliteClr,gShadowClr,0,0 )
}
function _TBSetI()
{
var t=3Dthis
if( t.mIsOn && !t.GetState() )
t.ChgState( gFaceClr,gFaceClr,0,0 )
}
function _TBSetP()
{
if( this.mIsOn )
this.ChgState( gShadowClr,gHiliteClr,1,1 )
}
function _TBSetD()
{ =20
this.ChgState( gFaceClr,gFaceClr,0,0 )
this.mIsOn =3D 0
}
function _TBSetE()
{
var t=3Dthis
if( !t.GetState() )
t.ChgState( gFaceClr,gFaceClr,0,0 )
else
t.ChgState( gShadowClr,gHiliteClr,1,1 )
t.mIsOn =3D 1
}
function _TBP()
{
var t=3Dthis
if( t.mIsOn ) {=20
if( t.UserAction !=3D null )
t.UserAction()
if( !t.GetState )
return
if( t.GetState() )
t.SetPressed()
else
t.SetActive()
} =20
}
function _TBUI( clr1,clr2,lOffset,tOffset )
{
SetBorder( GetObj( this.mObjId ),clr1,clr2 )
Offset( GetObj( this.m_elementsId ),lOffset,tOffset )
}
function Offset( obj, top, left ){ obj.style.top=3Dtop; obj.style.left=3Dle=
ft }
function SetBorder( obj, upperLeft, lowerRight )
{
s=3Dobj.style;
s.borderStyle =3D "solid"
s.borderWidth =3D 1=20
s.borderLeftColor =3D s.borderTopColor =3D upperLeft
s.borderBottomColor=3D s.borderRightColor =3D lowerRight
}
function GetBtnObj(){ return gBtnArr[window.event.srcElement.id] }
function BtnOnOver(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetActive() }
function BtnOnDown(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetPressed() }
function BtnOnOut(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetInactive() }
function BtnOnUp()
{
b=3DGetBtnObj()
if( b !=3D null )
b.Perform()
else
Upd()
}
function GetNtsState(){ return parent.gNtsOpen }
function GetOtlState(){ return parent.gOtlOpen }
function GetOtlTxtState(){ return parent.gOtlTxtExp }
function NtsBtnSetFlag( fVal )
{
s=3Ddocument.all.item( this.m_flagId ).style
s.display=3D"none"
if( fVal )
s.display=3D""
else
s.display=3D"none"
}
function _BSetA_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S=
etActive() }
function _BSetI_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S=
etInactive() }
function _BSetP_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S=
etPressed() }
function _BSetA_BorderImg()
{=20
b =3D gBtnArr[this.mBorderId]=20
if( b !=3D null && this.mIsOn && !b.GetState() ) {
obj=3Dthis.ChgState( gHiliteClr,gShadowClr,2 )
obj.style.posTop=3D0
}
}
function _BSetI_BorderImg()
{=20
b =3D gBtnArr[this.mBorderId]
if( b !=3D null && this.mIsOn && !b.GetState() ) {
obj=3Dthis.ChgState( gFaceClr,gFaceClr,1 )
obj.style.posTop=3D0
}
}
var gHiliteClr=3D"THREEDHIGHLIGHT",gShadowClr=3D"THREEDSHADOW",gFaceClr=3D"=
THREEDFACE"
var gBtnArr =3D new Array()
gBtnArr["nb_otl"] =3D new TxtBtn( "nb_otl","nb_otlElem",parent.ToggleOtlPan=
e,GetOtlState )
gBtnArr["nb_otlElem"] =3D new TxtBtn( "nb_otl","nb_otlElem",parent.ToggleOt=
lPane,GetOtlState )
gBtnArr["nb_nts"] =3D new ImgBtn( "nb_nts","nb_ntsBorder",10,parent.ToggleN=
tsPane )
gBtnArr["nb_nts"].SetActive =3D _BSetA_BorderImg;
gBtnArr["nb_nts"].SetInactive =3D _BSetI_BorderImg;
gBtnArr["nb_ntsBorder"] =3D new TxtBtn( "nb_ntsBorder","nb_ntsElem",parent.=
ToggleNtsPane,GetNtsState )
gBtnArr["nb_ntsElem"] =3D new TxtBtn( "nb_ntsBorder","nb_ntsElem",parent.To=
ggleNtsPane,GetNtsState )
gBtnArr["nb_prevBorder"] =3D gBtnArr["nb_prev"]=3D new ImgBtn( "nb_prev","n=
b_prevBorder",30,parent.GoToPrevSld )
gBtnArr["nb_nextBorder"] =3D gBtnArr["nb_next"]=3D new ImgBtn( "nb_next","n=
b_nextBorder",30,parent.GoToNextSld )
gBtnArr["nb_sldshw"]=3D new ImgBtn( "nb_sldshw","nb_sldshwBorder",18,parent=
.FullScreen )
gBtnArr["nb_sldshwBorder"] =3D new TxtBtn( "nb_sldshw","nb_sldshwBorder",pa=
rent.FullScreen,null )
gBtnArr["nb_sldshwBorder"].SetActive =3D _BSetA_Border;
gBtnArr["nb_sldshwBorder"].SetInactive =3D _BSetI_Border;
gBtnArr["nb_sldshwText"] =3D new TxtBtn( "nb_sldshw","nb_sldshwText",parent=
.FullScreen,null )
gBtnArr["nb_sldshwText"].SetActive =3D _BSetA_Border;
gBtnArr["nb_sldshwText"].SetInactive =3D _BSetI_Border;
gBtnArr["nb_voice"] =3D gBtnArr["nb_voiceBorder"] =3D new ImgBtn( "nb_voice=
","nb_voiceBorder",18,parent.ToggleVNarration )
gBtnArr["nb_otlTxtBorder"] =3D gBtnArr["nb_otlTxt"]=3D new ImgBtn( "nb_otlT=
xt","nb_otlTxtBorder",23,parent.ToggleOtlText )
gBtnArr["nb_ntsBorder"].m_flagId=3D "nb_nts"
gBtnArr["nb_ntsBorder"].SetFlag =3D NtsBtnSetFlag
gBtnArr["nb_otlTxt"].ChangeIcon=3D GetOtlTxtState
/*********************************************
Context menu implementation
_CM() is the function that's hooked up to
the oncontextmenu event. Once we're asked to
show the menu, we first build it by creating
DIVs on-the-fly. Then we position it=20
within the screen area so it doesn't get
clipped.
Creating the DIVs using createElement() means
we don't have to write out any extra HTML
into the slide HTML files.
**********************************************/
var sNext=3D"Next",sPrev=3D"Previous",sEnd=3D"End Show",sFont=3D"Arial",sAr=
row=3D"Arrow",sFreeform=3D"Freeform",sRect=3D"Rectangle",sOval=3D"Oval"
function ShowMenu()
{
BuildMenu();
var doc=3DPPTSld.document.body,x=3DPPTSld.event.clientX+doc.scrollLeft,y=
=3DPPTSld.event.clientY+doc.scrollTop
m =3D PPTSld.document.all.item("ctxtmenu")
m.style.pixelLeft=3Dx
if( (x+m.scrollWidth > doc.clientWidth)&&(x-m.scrollWidth > 0) )
m.style.pixelLeft=3Dx-m.scrollWidth
m.style.pixelTop=3Dy
if( (y+m.scrollHeight > doc.clientHeight)&&(y-m.scrollHeight > 0) )
m.style.pixelTop=3Dy-m.scrollHeight
m.style.display=3D""
}
function _CM()
{
if( !parent.IsFullScrMode() ) return;
if(!PPTSld.event.ctrlKey) {
ShowMenu()
return false
} else
HideMenu()
}
function BuildMenu()
{
if( PPTSld.document.all.item("ctxtmenu") ) return
var mObj=3DCreateItem( PPTSld.document.body )
mObj.id=3D"ctxtmenu"
mObj.style.visibility=3D"hidden"
var s=3DmObj.style
s.position=3D"absolute"
s.cursor=3D"default"
s.width=3D"120px"
SetCMBorder(mObj,"menu","black")
var iObj=3DCreateItem( mObj )
SetCMBorder( iObj, "threedhighlight","threedshadow" )
iObj.style.padding=3D2
CreateMenuItem( iObj,sNext,M_GoNextSld,M_True )
CreateMenuItem( iObj,sPrev,M_GoPrevSld,M_HasPrevSld )
=09
CreateSeparator( iObj )
CreateMenuItem( iObj,sEnd,M_End,M_True )
mObj.style.visibility=3D"visible"
}
function Cancel() { window.event.cancelBubble=3Dtrue; window.event.returnVa=
lue=3Dfalse }
function Highlight() { ChangeClr("activecaption","threedhighlight") }
function Deselect() { ChangeClr("threedface","menutext") }
function Perform()
{
e=3DPPTSld.event.srcElement
if( e.type=3D=3D"menuitem" && e.IsActive() )
e.Action()
else
PPTSld.event.cancelBubble=3Dtrue
}
function ChangeClr( bg,clr )
{
e=3DPPTSld.event.srcElement
if( e.type=3D=3D"menuitem" && e.IsActive() ) {
e.style.backgroundColor=3Dbg
e.style.color=3Dclr
}
}
function M_HasPrevSld() { return( parent.HasPrevSld() ) }
function M_GoNextSld() { if( gIsEndShow ) M_End(); else GoToNextSld() }
function M_GoPrevSld() { if( gIsEndShow ) { gIsEndShow=3D0; history.back();=
PPTSld.event.cancelBubble=3Dtrue; } else GoToPrevSld() }
function M_True() { return true }
function M_End() { window.close( self ) }
function CreateMenuItem( node,text,action,eval )
{
var e=3DCreateItem( node )
e.type=3D"menuitem"
e.Action=3Daction
e.IsActive=3Deval
e.innerHTML=3Dtext
if( !e.IsActive() )
e.style.color=3D"threedshadow"
e.onclick=3DPerform
e.onmouseover=3DHighlight
e.onmouseout=3DDeselect
s=3De.style;
s.fontFamily=3DsFont
s.fontSize=3D"9pt"
s.paddingLeft=3D2
}
function CreateSeparator( node )
{
var sObj=3DCreateItem( node )
SetCMBorder(sObj,"menu","menu")
var s=3DsObj.style
s.borderTopColor=3D"threedshadow"
s.borderBottomColor=3D"threedhighlight"
s.height=3D1
s.fontSize=3D"0px"
}
function CreateItem( node )
{
var elem=3DPPTSld.document.createElement("DIV")
node.insertBefore( elem )
return elem
}
function SetCMBorder( o,ltClr,rbClr )
{
var s=3Do.style
s.backgroundColor=3D"menu"
s.borderStyle=3D"solid"
s.borderWidth=3D1
s.borderColor=3DltClr+" "+rbClr+" "+rbClr+" "+ltClr
}
------=_NextPart_01C4795F.C118F9B0
Content-Location: file:///C:/90F34A05/Chapter1Welcome_files/fullscreen.htm
Content-Transfer-Encoding: quoted-printable
Content-Type: text/html; charset="windows-1252"
No Slide Title
11
How do you feel if he is driving on the freeway at 25 =
MPH?<=
/div>
Example:
Your friend is driving you home at 3:00 AM in the <=
/span>=
morning.
12
How do you feel if
he is driving on the freeway at 5=
5 <=
span
style=3D'font-family:"Times New Roman";font-size:117%'>MPH?<=
/div>
How do you feel if he
is driving on the freeway at 175 MPH at 3:00 AM?
Which one of the speeds would fit your comfort zone, =
and which one would=
be
scary?
13
When a client is in a real estate transaction he =
or =
she will face certain comfort zones.
Cost of the home. The cost of the home will <=
span
style=3D'font-size:117%'>determine the monthly payments and down =
payment.
=
Here
are some comfort zones you should watch for:
14
Financing. This is=
more
important than cost. =
Can the buyer afford the monthly payments?=
Example:
=
;
If
the home cost $1,000,000, most people think <=
span
style=3D'font-size:117%'>that they could not afford the home. But if the <=
span
style=3D'font-size:117%'>interest rate is 3% amortized over 100 years, <=
span
style=3D'font-size:117%'>then the monthly payment would be $2,632 for <=
span
style=3D'font-size:117%'>principal and interest.
Many buyers could make these
payments, also no money down.
15
=
Down payment. The buy=
er will
usually put 20% down.
=
The
are many programs today with less than 20%, =
but when using these programs the buyer will =
have to pay mortgage insurance. There are some <=
span
style=3D'font-size:117%'>assisted loan programs with 3% down or no down, <=
/span>=
and some will have the closing costs included in =
=
the down payment.
16
BODY
LANGUAGE
Historically the authorities claim that we have been =
speaking fluently f=
or
about 10,000 years. They also say=
that body language =
has
been around for about 10,000,000 years.
Body language is re=
ally
quite simple. Basically when we <=
/span>=
feel we are right, =
we are
more aggressive and we move forward. When we =
feel
something is wrong we move away from it.
17
There
are two people in every conversation or sales, and each one will show their body language.
The pre=
senter
(the real estate agent)
The lis=
tener
(the buyer or seller).
18
While
you may be inclined to believe the verbal =
text; yo=
u choose
to convey to your client the most important aspect of your presentation =
message by body language. It's important to realize that you need to use a second, more subtle, and arguably more influential language known as body
language. <=
/span>
19
Knowing
how your posture and gestures support or contradict your words is surprisingly vital, a=
nd the same holds true for the client. Put to proper use, nonverbal communication greatly enhances the effectiveness of your presentation. Watch you clients nonverbal communication and it will talk =
to you.
20
P=
eople
communicate non–verbally by using postures, gestures; facial expressions, <=
span
style=3D'font-size:117%'>mannerisms, and physical appearance (body =
<=
span
style=3D'font-size:117%'>language).
In studies of non–verbal communication, many =
experts agree that the impact of your =
communication can be broken down as follows:
=
Our body language: 55
percent.
How we say the words: 38
percent
What We say (actual words used) 7 percent
21
<=
span
style=3D'font-size:117%'>As you can see, the words we use to deliver our <=
/span>presentation aren't nearly as important as we'd <=
/span>=
like to believe, since 93 percent of our message =
is =
delivered non–verbally.
22
Common
Gestures And Their Meanings In Western Society
POSITIVE BODY LANGUAGE
Approval, happiness, agreement,
satisfaction
Smiling
Agreement
Head nodding
Openness, interest, sincerity
Leaning closer
Meaning
Body
Movement
Gesture
Gesture
23
Involvement, openness, excitement
Talking with hands
Interest
Maintaining good eye =
contact
Openness
Relaxing of arms, r=
elaxed
posture
Confident, relaxed
Standing straight
Meaning
=
Body
Movement
Gesture
Gesture
24
NEGATIVE BODY
LANGUAGE
Uneasy (trying to gain control
and comfort)
Obscuring your hands =
(by
placing them in their pockets or gripping them behind =
their
body)
Frustration, nervousness
Running fingers through
or twisting hair
Meaning
Body
Movement
Gesture
Gesture
25
Uneasy (trying to gain control
and comfort)
Obscuring your hands =
(by
placing them in their pockets or gripping them behind =
body)
Frustration, nervousness
Running fingers through
or twisting hair
Meaning
=
Body
Movement
Gesture
Gesture
26
REAL ESTATE LICENSES
Sa=
lesperson
4 year
license
18 mon=
th
license
You
must take a 3 unit course in real estate principles to take the real estate sales test: this will give you a 18 month license. <=
/div>
=
Complete
Real Estate Practice (3 units) and one other qualifying – 3 unit courses to extend your =
=
license to 4 years.
27
Be at =
least
18 years of age and a U.S. citizen.
Pay
necessary fees.
Pass
the qualifying 3 hour 15 minute exam, with =
70% or better (150 questions).
28
=
BROKER
Be at =
least
18 years of age and a U.S. citizen.
Comple=
te 8
Broker courses.
Previous
real estate experience. 2 years o=
ut of
the last 5 years or h=
ave a
4 year college degree.
Pay
necessary fees.
Pass
the qualifying two (2) - 2˝ hour exams, with =
a score of 75% or better (200 questions).<=
/span>
29
=
BROKER
COURSES
MUST
HAVE:
Real Es=
tate
Practice
Legal A=
spects
of Real Estate
Real Es=
tate
Finance
Real Es=
tate
Appraisal
Real Es=
tate
Economics or Accounting.
30
OTHER BROKER COURSES
Any th=
ree of
the following:
Advanc=
e Real
Estate Appraisal
Advanc=
e Real
Estate Finance
Busine=
ss
Law
Real E=
state
Economics.
Real E=
state
Office administration.
Real E=
state
Property Management.
31
CONTINUING
EDUCATION
FIRST RENEWAL
Usually
applies to first time sales peopl=
e <=
span
style=3D'font-size:117%'>renewing their license.
32
You must have 12
hours:
Fair Housing
Agency
Trust Funds
Ethics
F A T E
33
<=
span
style=3D'font-size:150%;color:#000099'>CONTINUING EDUCATION –=
AFTER
THE FIRST RENEWAL
You
must take the FATE ‡
=
‡ An Agent renewing their license for the second or more times may take a 6–hour “Survey Course” of agency, ethics, fair housing and trust funds. The total must =
equal 45 hours of CE.
34
According to IRS (Internal Revenue Service) or FTB
(Franchise Tax Board) an agent is an independent
contractor.
EMPLOYEE or
=
INDEPENDENT ONTRACTOR
According
to California Real Estate law, an agent is an employee of the broker.
35
EMPLOYEES
According
to the Business and Professional Code (Section 10177(h)) a real estate agent is an =
employee of the broker.
=
The
broker is responsible for the actions of the =
agent.
I=
t is
highly suggested that the broker carry workman’s compensation on each employee.
Today many broke=
rs
will carry workman’s compensa=
tion
insurance for their independent contractors.
36
INDEPENDENT
CONTRACTOR
IRS
and FTB will treat a salesperson as an independent contractor, if three criteria are met=
:
=
1. The salesperson is a real es=
tate
agent.
=
=
2. Reimbursement to the salespe=
rson
is based solely on sales=
, not
on hours worked.
=
=
3. There is a written contract t=
hat
states the salesperson sha=
ll be
treated as an inde=
pendent
contractor for tax purposes.
37
Designated broker must supervise sales person <=
span
style=3D'font-size:117%'>activities as per the law.
=
There is only one employing broker or agent in any one real estate establishment.
38
<=
span
style=3D'font-size:117%'>Broker Anderson owns a real estate office. Broker Rooks and Broker Ford work in the office with 5 <=
/span>salespersons.
Broker Anderson sells 2 homes per month. B=
roker
Rooks reviews all the paper work and
signs the paper work. Broker Ford is the top =
producer with the sale of 5 homes per month.
<=
b>Who
is the Broker in the office?
Broker Rooks
39
=
Broker Liar owns a Cheat-n-How Realty and has 5 <=
/span><=
span
style=3D'font-size:117%'>offices. There
is an office in city 1, city 2, city 3, city 4, and city 5 of the state of California and=
all <=
span
style=3D'font-size:117%'>are called under the same corporate structure =
called “Cheat–n–How Realty.
=
How many brokers will Liar need to run all five <=
/span>=
offices?
ONE
40
Broker
Liar owns a Cheat–n–How Realty and has 5 offices.
There is an office in city 1, city 2, city 3, =
city 4, and city 5 of the state of California. Each of office is called Cheat–n–How Office 1, Cheat–n–=
How Office 2, and etc. Each office is under its o=
wn =
corporation or name.
How
many brokers will Liar need to run all five =
offices?
FIVE
41
Agent – One who represents another, called the =
=
principal, in dealing with a third person for a <=
/span>=
commission.
A Real Estate broker acts as an agent for the =
principal who wishes to sell, buy or exchange rea=
l =
property, or a business opportunity.
42
AGENCY
DISCLOSURE
Any lic=
ensee
must disclose his or her agency.
=
An
agent is one who represents the principal, and =
is called an agent.
=
The
word, agent, is synonymous with the employing
broker
=
There
is only one employing broker or agent in a =
real estate company.
43
PROBLEM
Mr. Realtor is a new real estate agent and earns =
=
$20,000 in commissions his first year in the real=
=
estate business.
He had $8,000 real estate expenses. He also owns a home and pays $12,000 <=
/span>=
in interest on his home. How much does he have TAXES
The ag=
ent
has to pay his/her own taxes owed.
<=
/div>
44
Schedule C
Income $20,000
Expenses 8,000
Profit $12,000
Expenses 8,000
Profit $12,000
1040
Income
(Sch. C) $12,000
Itemized dedu= ctions* 12,000
Taxable Incom= e 0
Itemized dedu= ctions* 12,000
Taxable Incom= e 0
Taxes=
Owed 0
* Property
taxes, home interest, and contributions.=
45
Social Security Tax
Profit $12,000
SS Tax Rate<= span style=3D'mso-tab-count:1;width:52.65%'> 15%
SS Tax $ 1,800
SS Tax Rate<= span style=3D'mso-tab-count:1;width:52.65%'> 15%
SS Tax $ 1,800
OOOOPS, forgot something.
=
On a
federal and state tax returns there are different tax brackets.
46
CHOOSING A BROKER
The
new agent should remember that the interviewing
broker wants good agents. A new <=
/span>agent should interview him or her to make sure they are giving the new agent education and help =
=
that will make him or her successful.
47
=
T=
hat
offers a good training program.
That offers assistance when you need
it. An =
office that has a designated person in charge of =
<=
span
style=3D'font-size:117%'>your training is a definite plus. Such as:
a Mentor program.=
That has a good library of books,
audiotapes, CD’s and
videos available for your use.
48
Th=
at is
primarily devoted to the area or real estate that you want to practice in.
Such as: sale of homes and/or lease in the real estate specialt=
y area you desire to work in.
That will help you in promoting your
business, such as: advert=
ising
and a Web Site.
That is comfortable for you. You must feel comfortable with the broker, your co –workers and =
the operation of the office. If you are uncomfortable, your chances of success are going =
to be materially diminished.
49
MULTIPLE LISTING
SERVICE =
<=
span
style=3D'font-size:150%;color:#000099'>MLS
The MLS=
is
part of the board of realtors.
=
Most
brokers today belong to one or more MLS services.
50
=
Real estate salespersons should continue seeking =
<=
span
style=3D'font-size:117%'>training in their profession.
Real estate is a
changing profession.
=
The
deposit receipt has minor changes every six =
months and major changes about every 3 years.
A=
t one
time the deposit receipt was a one page on legal size paper. Over t=
he
years it grew to 6 pages, a=
nd now
it has 8 or 10 pages (letter size), plus
disclosure statements (another 1 to 20 pages).
51
<=
span
style=3D'font-size:150%;color:#CC0000'>LET’S
ROLL ON HOME!
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g_animUseRuntime =3D g_showAnimation && animRuntimeInstalled && !(isFullSc=
reen && parent.IsSldVisited());
if( g_animUseRuntime ) {
collSeq =3D document.all.tags("seq");
if( collSeq !=3D null ) {
for(ii=3D0;ii
' + ENDSHOW_MESG + '
![](3D"notes_flag.gif")
No=
tes![](3D"buttons.gif")
