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1
PROSPECTING
CHAPTER  4
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I’M  THE  LISTING  AGENT
I’M  THE  LISTING  AGENT
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2
LAPTOP
  I  KNOW  EVERTHING=
I  CAN  DO:
PRESENTATIONS
MATH,  FORMS
EVERTHING.
TAKE ME WITH YOU =
 TO EVER LISTING
PRESENTATION
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Prospecting is the process = of locating owners who are interested in selling property and <= span style=3D'position:absolute;top:18.75%;left:5.24%;width:90.63%;height:6.5%'= >prospective buye= rs who are interested in purchasing property.
Who are the top producing agents, Listing or = Selling Agents?<= /span>
Usually Listing Agents.  Remember listing is the Realtor’s inventor or product.
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PROPER  ATTITUDE
Prospecting is the process = of locating owners who are interested in selling property and <= span style=3D'position:absolute;top:29.75%;left:5.24%;width:90.63%;height:6.5%'= >prospective buye= rs who are interested in purchasing property.
Do you recognize the urgency to maintain a <= span style=3D'position:absolute;top:47.05%;left:0%;width:100.0%;height:50.98%'>= constant supply = of new properties and buyers?
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Do you have a w= ell–organized system to use for = prospecting?
Are you afraid of REJECTION?
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The prospecting method that will produce the best <= /span>= results varies according to the agent and the situation. The broker or salesperson should = = choose a method = or methods based on:
the type of property involved
= 3;
the period of time planned for
= 3;
the types of prospects
= 3;
neighborhood and property characteristics.
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=
=
TYPES  OF  PROSPECTING
1. Door= –to–door canvassing.
2. Tele= phone canvassing.
3. Dir= ect mail canvassing.
4. Exp= ired listings.
5. New= spaper leads.
6. For= Sale By Owner.
7. Announcements.
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FARMING
Farming is a method of gaining clients or = customers.  There are a variety of ways to farm, <= /span>= (gaining clients= or customers in real estate).
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DOOR-TO-DOOR
 CANVASSING
Obtain an Area.<= /span>
An  Agent’s Farm  Area
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10
=
BASIC  CONCEPTS
<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>1. Introduce yourself and give = your broker affiliation.
2. Expl= ain why you are there.
3. Ask = if they need help in their real estate needs.
4. Ask = if they know anyone that needs help in real estate.
5. Alwa= ys thank them.
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11
Contact your far= m area at a minimum of once a month.
If your area has 300 homes in it, you need to = make 15 contacts= per day to contact everyone in farm at least once a month.  Take notes of their reactions.
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TELEPHONE CANVASSING
Learn to use the phone – it is your best friend!!!<= /div>
On the negative side, people will hang up far = more quickly tha= n they will slam a door in your face.
In your farm area, call at least once a month.  Again 15 calls per day, five days a week.  Again take notes of th= eir reactions.
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AD  CALLS
The ad call is one of the most important calls that <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>you will ever an= swer.
=
Most people don’= t know how to take an ad call.  They think they = know how and they ad lib from ad call to ad call.  They don’t have consistent success and pretty soon they think ad calls are a <= /span>waste of time.
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&#= 13;
There are several methods of answering ad calls = that work well.<= span style=3D'mso-spacerun:yes'>  This is one of the most simple = and most success= ful methods of answering an add call.
“Hello, this is = the Dan Otto from Cerritos College Real Estate, How may I help you?”
“I wanted to = get the address on the property of the ad you have in today's paper.”=
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“Can you read that ad to me please?” (they read the ad to you) “= Everyone’s calli= ng on that ad – I think that’s one of our best buys.”
“I,m sorry, I’m = Dan Otto, what’s your name? (They will usually give you their name= ).  I’m going to get that information, it will take me a few minutes, I’m going to put you on hold.  Just in case we become disconnected, what is your number? (There is about 50/50 chance they = = will give you their number.) “I’ll be right back.
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Should  the  buyer  refuse  to  give  the    telephone number  or  name:
“You are sincere about buying a home aren’t you?  This home you are calling on, may not be the answer to your needs.  Homes come on the market <= /span>= every day.  It would be frustrating for me and disappointing to= you, if one did come on the market that fit your needs, and I could not get in = = touch with you.<= span style=3D'mso-spacerun:yes'>  I promise I will not abuse the = privilege of hav= ing your number – I’ll only call when it’s in your best interest.  What’s your number?”<= /span>
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Get  approximate=   time  the  prospective  buyer  will  drive by
“May I make a suggestion to you? 
Would that be alright?”  (Wait for their reply) ”The home you called on may not be the answer = for you.  If your going to invest your valuable<= /span> <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>time driving by the o= utside of the property, let me talk to the owner and see if I can get you inside.  This could be the hom= e that tells us the interior your looking for.” (Wait for their reply)<= span style=3D'font-family:"Century Schoolbook";font-size:117%;color:#000099; mso-special-format:lastCR;display:none'>
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GO FOR THE APPOINTMENT
If I make an appointment for you to see the property, what t= ime would be best for you 6:00 P.M. or 7:00 P.M.?
“Our office addr= ess is (Give the address and <= span style=3D'font-family:"Century Schoolbook";font-size:117%;color:#CC0000'>directions for your office).  Please be here a= t = give the time sharp, as I will be making = arrangements wit= h the owner.  If you are going to <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>be a few minutes= late please call and let me know.”&#= 13;
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VERIFY & CONFIRM THE APPOINTMENT
TEMPT THEM WITH “THE MORE” CLOSE
“I don’t  mean to impose, but if you don’t mind,= I will research th= e area and see if I can come up with some more homes.  Will that be O.K. (Wait <= span style=3D'font-family:"Century Schoolbook";font-size:117%;color:#990033'>for answer). It will only take a few minutes <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>more.  That way you can make a comparison. 
= 3;
See you at (Verify The Appointment Time) sharp then.”
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Learn: CITO =
CITO is the acro= nym for “Come Into The Office.”&#= 13;
These Magic Words “Come into the office” will help keep control of the client and earn you = several thousand dollars more.
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=
When you receive= a call, there are 3 objectives or goals:
1. Get their Name.
= 3;
2. Get their Telephone Number.&#= 13;
•3. Make an Appointment with them=
<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>When they come i= nto the office, you can explain the benefits of pre–qualification.
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Going to the cli= ents home should be a last resort.
In the clients home:
The phone can ring.
The television c= an be a problem.
If they have children, they will pay more attention to the kids.
You might arrive= at dinner time.
Friends might come–by.
Many more distractions can distract your presentation.
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DIRECT  MAIL CANVASSING.
Use #10 plain envelope. =
Dan Otto
Cerritos College Realty
Mr. Rob Rooks
11110 E. Alondra Blvd.
Cerritos, CA 23456
37˘
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24
Always use first= class mail.
Don’t use mailing labels. Hand write all addresse= s or use the computer to address envelopes.
Don’t try to ind= icate that your letter is something it is not.
Get the readers attention in the first few lines.
<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>Never send out m= ass mail without testing it first.
<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>Add two business cards.
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25
This is a 12 pt. type, usually used in letters.
Put important or main ideas in 20 pts.  This will make t= hem stand out and get the readers attention.
Which line did you see or read first?
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26
= For monthly mass mailing in your farm try using post cards.
= Cerritos  College  Realty
Dan  Otto <= /b>
Do you know the market value of your home?  I would be happy to give free market analysis= of = your home.  Call Dan Otto at 562-860-2514.
We just sold the home at 12345 S. North St.  Cerritos, Ca. 99999.
www.danotto@netzero.net
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27
EXPIRED  LISTINGS
Never contact owners before their listing has expired.  When contacting the owners, you want <= /span>to find out immediately if they have relisted the property with th= eir agent or another agent.  If they have, wish = them well and end the discussion.
Expired Listings are listings that were listed by= a real estate agent an= d for whatever reason they didn’t sell.  The <= span style=3D'font-size:117%'>term of the listing has expired, they are no long= er = contractually for sale.
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EXPIRED LISTI= NGS  Expired Listings are one = of the richest s= ources of listings for the active real estate agent.
The reason most listings expire is because the = home is over priced.
DO  YOUR  HOME  WORK.
Get comps.
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= How Much Mone= y is Locked Up in Your Home?
Because of high demand in your area, = your home has exceptional appreciation.  If you wish to explore the possibility of taking advantage of the = market opportuni= ties, we can supply you with a supported estimate of your home,s present market value wit= hout cost or obligation on your part.  I will be calling you in about a (give a time, = i.e. about a wee= k) to determine if you are interested in knowing what you could receive = from a sale of y= our home.
Yours truly,
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ESTABLISH  THE  FAIR  MARKET  VALUE.
Do Comparables – Establish 3 homes in= the area that have sold in the last six months.  Don’t forget to view them.= 3;
Were the homes b= etter of worse?
Adjust the price= of the home.
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There are several things you need to be aware of before you attem= pt to get expired listings from the Multiple Listing Service.
=
=
Just before the listings expire the listing agent will take the owners telephone number out of the listing.  To counter this you should download th= e entire listing d= ata base once each week using a program called Altaira.  When the listing expires and the telephone number has been removed you simply go back t= o your Altaira database and the number will be there.
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=
=
The = second thing you will want to know is how to do a K–Par searc= h on Expireds.  The K–Par tells = <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>you if the prope= rty has been re-listed yet. If it hasn’t you make a call.
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(One objection you may get is “I’m tired of all you brokers calling, you’re the 15th person to call!  In a kindly, but worried voice say  “That worries me = a little, we have 18,300 members in our board of realtors and if only 15 of them called maybe there is a bigger problem.  Did your last broker (agent) do a Salability Checklist?  No!  That could be the problem, I’d bet= ter do one when I come over to see if we can isolate the problem.)
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=
=
EXPIRED LISTINGS= are pursued using three basic methods:
1. Telephone
2. In Person, at Their Door
3. By Mail
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=
=
Hi, my name is Dan Otto, with the Cerritos <= span style=3D'position:absolute;top:9.09%;left:.17%;width:86.25%;height:9.45%'>= College Realty a= nd I was wondering . . .
1. Is y= our home presently for sale?
2.= Would you be offended if I t= ook a look at
3.= Why did you decide to sell y= our home?
4.= If you were to move . . . whe= re would you go?
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=
5. How soon do you have to be there?
6. What did that agent do . . . That you liked = best?
7. What do you feel they should have done?
8. What will you expect from the next agent that = = you choose?
9. Have you already chosen an agent to work = with?
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=
10. I would like to apply for th= e job of selling techniques I use to sell homes?
•11. What would be the best time to show you.  Monday= or Tuesday at 5?
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The expired listing at the door is exactly the same <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>as on the teleph= one except you are there.  Secondly you can= do the walk through while you are there and you can accomplish the initial steps = of your bounding= while your there.  The questions = = and the approach= are identical.
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Currently there are programs that can be programmed to ca= ll into the Multiple listing service, find the expired listings that have not been re-listed, = then go into the County Tax Assessors Records and find the address of the owner.  These programs will then write and pri= nt = a letter as well= as make a list of mail labels.
When you get to = the office in the morning you would simply put the letters in the appropriate envelope, stamp = them and mail them.  This is particularly goo= d for follow up after a telephone call or personal visit.
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NEWSPAPERS
Newspapers can provide a number of sources of buyers and sellers. When checking newspapers for leads, don’t forget that there are other papers besides the large daily papers. There are throwaway papers, usually devoted entirely to ads; there are papers for groups such as mobile-home owners; and= there are a wide variety of ethnic and foreign language papers. All of these papers contain l= eads.
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FOR  SALE  BY  OWNER
FSBO
A major reason owners try to sell without an = agent is that th= ey feel they are saving a commission.
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=
=
The FSBO is very similar to the expired listing.  <= /span><= span style=3D'font-family:"Century Schoolbook";font-size:117%'>You need:
The contact. = ;
= ;
The bonding.
= ;
The explanation or reason for you.= 3;
= ;
The Signed Listing.
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=
You = find For Sale By Owner’s while driving around and in advertising media such as newspapers, the = Penny Saver, any local media even advertising boards in markets.  You have the same two basic w= ays to talk to the For Sale By Owner by telephone or in person.
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You will then enter into a series of questions after which you will w= ant to take a look at their home, or rather have them show it to you.
There are several films on the For Sale By Owner and Expired Listings that you should acquire, = watch and study.=
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=
=
1.Why did you decide to sell this home?
2.
= 2.Where will you be moving to?
3.
= 3.How soon do you = have to be there?
4.
4.How long have you owned this home?
5.= How did you determine your sa= les price?
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6.What methods are you using for marketing your home? <= /span>
7.
= 7.Are you prepared= to adjust your price down when working with a buyer?
8.
8.Why did you deci= de to sell yourself rather than list with a real estate agent?
9.
9.= If you were to list …which a= gent would you ------=_NextPart_01C47960.14F6B3B0 Content-Location: file:///C:/D06BB227/Chapter4Prospecting_files/slide0142.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title
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10.If you were to list…what would you expect an agent to do to g= et your home sold?
11.Are you familiar= with the techniques I use for selling a home?
12= . What would be the best time t= o show you.  Monday or Tuesda= y?
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THE  INTERNET  IS  THE  = AGENT’S  BEST  FRIEND!
Learn to use the internet, it will sa= ve you a lot of time, your most important commodity. <= /div>
There are many different ways to market property = on the internet.=
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These home are for sale and can be found on the <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>internet.  Many agents today have there= own web– sites and s= ome will not corporate when you contact them on their <= span style=3D'position:absolute;top:57.99%;left:0%;width:84.81%;height:8.66%'><= span style=3D'font-family:"Century Schoolbook";font-size:117%'>web–site.
Wh= y put the properties on the MLS?
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Learn to use the internet it will save you time and = money.
You can see a be= tter representation of homes, and decide in the office if the buyer wants to see the = = home.
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Step 1 Develop your site.  Usually it is best to have it set–up b= y a professional.
Step 2 Maintain your site.  You need to periodically upd= ate information and properties for sale or listed on the site.
Step 3 Advertise your site.  Your business card should include n= ot only your phone number, fax number, but also E-mail address and your= web site.
Such as:  “www.danotto@netzero.net” :
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It is suggested you use your name for your web–site and E–mail.=   Catchy names are hard to relate = to.
=
Step 4 Some agents use more than one= web site.
Step 5 When advertising your listin= gs, use as ------=_NextPart_01C47960.14F6B3B0 Content-Location: file:///C:/D06BB227/Chapter4Prospecting_files/slide0152.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title
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= A list of web–si= tes you might find useful is included in the back of the Practice book.
A list of commonly used suffixes are:
.com – a commercial web–site.
.net – a commercial web–site.
.org – a nonprofit organization web-site.
.edu – an educational web–site.
.gov – a governmental web–site.
.mil – military web–site.
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<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>Internet sites a= re a great advertising tool.  The internet can cre= ate interest in your business and an inventory of homes.
Also set up an E-mail site.  The E-mail site is not the same as a web site.
Obtain an E-mail list from the clients you work = with or have don= e a transaction with.
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Name @ site yourname.com
or
Name @ site company. net
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REFERAL  LIST
Develop a systematic plan.
Keep track of the results.
Make sure every contact knows that you are in the real estate business.
Follow–up referr= als by reporting back to the referrer.&#= 13;
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=
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hrefList("slide0105.htm",1,-1,1),new hrefList("slide0168= .htm",1,-1,1),new hrefList("slide0160.htm",1,-1,1),new hrefList("slide0072.= htm",1,-1,1),new hrefList("slide0169.htm",1,-1,1),new hrefList("slide0173.h= tm",1,-1,1),new hrefList("slide0074.htm",1,-1,1),new hrefList("slide0107.ht= m",1,-1,1),new hrefList("slide0165.htm",1,-1,1),new hrefList("slide0024.htm= ",1,-1,1),new hrefList("slide0116.htm",1,-1,1),new hrefList("slide0166.htm"= ,1,-1,1),new hrefList("slide0118.htm",1,-1,1),new hrefList("slide0108.htm",= 1,-1,1),new hrefList("slide0137.htm",1,-1,1),new hrefList("slide0109.htm",1= ,-1,1),new hrefList("slide0110.htm",1,-1,1),new hrefList("slide0120.htm",1,= -1,1),new hrefList("slide0115.htm",1,-1,1),new hrefList("slide0122.htm",1,-= 1,1),new hrefList("slide0123.htm",1,-1,1),new hrefList("slide0130.htm",1,-1= ,1),new hrefList("slide0131.htm",1,-1,1),new hrefList("slide0132.htm",1,-1,= 1),new hrefList("slide0133.htm",1,-1,1),new hrefList("slide0134.htm",1,-1,1= ),new hrefList("slide0142.htm",1,-1,1),new hrefList("slide0146.htm",1,-1,1)= ,new hrefList("slide0148.htm",1,-1,1),new hrefList("slide0161.htm",1,-1,1),= new hrefList("slide0150.htm",1,-1,1),new hrefList("slide0151.htm",1,-1,1),n= ew hrefList("slide0152.htm",1,-1,1),new hrefList("slide0156.htm",1,-1,1),ne= w hrefList("slide0158.htm",1,-1,1),new hrefList("slide0048.htm",1,-1,1),new= hrefList("slide0135.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('


' + ENDSHOW_MESG + '

') doc.close() } function SetSldVisited(){ GetSldList().mList[gCurSld-1].mVisited=3Dtrue } function IsSldVisited(){ return GetSldList().mList[gCurSld-1].mVisited } function hrefList( sldHref, visible, advDelay, advClk ) { this.mSldHref=3D this.mNtsHref =3D sldHref this.mOrigVis=3D this.mVis =3D visible this.mVisited=3D false this.mAdvDelay=3D advDelay this.mAdvOnClk=3D advClk } function SldList(arr,curSld,fEnd) { this.mCurSld =3D curSld; this.mList =3D new Array(); var idx =3D 1; for(ii=3D0;ii 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_01C47960.14F6B3B0 Content-Location: file:///C:/D06BB227/Chapter4Prospecting_files/fullscreen.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" ------=_NextPart_01C47960.14F6B3B0 Content-Location: file:///C:/D06BB227/Chapter4Prospecting_files/buttons.gif Content-Transfer-Encoding: base64 Content-Type: image/gif R0lGODlhWAESAPf4AAAAAIAAAACAAICAAAAAgIAAgACAgICAgAQEBISEBASEBISEhAQEhMTExAQE /KTM9Pz8/ERERPz8BAT8/KSkpGRkhMTcxCRkxAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAMDAwP8AAAD/AP//AAAA//8A/wD//////yH5BAEAAPgALAAAAABYARIA QAj/APEJHEiwoMGDCBMqXMiwocOHECNKnEixosWLGCEiQKCRo8YDIEHig2DxAD4LKD1avDDhgUuV GUOGbHBR5QGYFBG4fHAB58EKECJEwCfUYAWPFGAygLCRKQIIUKM6WAohKUGgCikcFWh1INWoYKVS 7SrQ41GbIhGYLAuVQVOoC+IyXUuUAkG1HE3KFDhAwkgJc5/qDZmxsOHDiBMrXsy4sePDGyP7lChT 5MULmDPnlDw5YmW6FTNrfgi0aNGEZPEtbfo2bNTUpYeeRph69dPWrqvCNFuBIGG1A59CYPAVQtwF cw0OxWdTIOiBCQAjaAB17fOFII8voGmRc+eOkilm/z9OvTtnjN4hYk1YoT3H2rnBOphPAB9skgq3 2lcaX/5YnJVt9BloAar12UEIRGCZdQghMABI1Tn32IQUVthYexhmqGGGMBHAgIfEhSiiiATAtOGJ GnYI4ogsEldicAYOGNJGZaml3Y0L3NTZUBz1xlB0PUoUI0jlVWRSVN89xBKSGB1YU1TMoRfVBEle hR9HQs1GEHxQ3RZZbveZthxt/LEmXHyp5XWABSCpaRJwbM13gAACPHVccgJFgF+NEhqUAEkQSCfc ddhVhh5dVTaEAEsTUNlkZUWKN9BNGDE6QU8OrSdbllzpxyVTTrU21Uj3scfhp7nNpyoDaTIEJ3P9 If8J2kbLNYegg9JRBwGhFvbq66+ZUiDssMQWK2yHxiZLrInKNotss8l+B5yBrr5p2UIJvortANoC 6+234IbLla/elRtZjeamh5CC3Sb0YLvixivvYkDFGlZqBNh7r4n6goVvv6/ZlCicN+kL71ALTnpQ dCIZp7CihkLA3UQmoWRBogyxtBPGCTnZncVR1rSTo5nuydC/Eo8kUH+lOoTyyvjoCuZu+PjYIKLD rZybtrM1d10C0QXKEVz48GrQkEeWdFJKlbb0UmEeV0SzyC6RvNB646LWIVjUNeC1zAFb+RDKXksM 9r531bwmpQW9+hQDDsx5pqwDRWBXcFES2hc+gEn/wJGdEEWdE6LoWcoxQweaTNmkhydkKaYMYY2Q p1unbLl/pPKbn3v7EZRvrKvqlja2ONvrtoIw9tn2g32/tQBlhtYkU+MNikZ7QYlPDPuMldpOmuJX nVo5VF3HjI+q89mteX5IDd/fVFClma5kiE4f2XUJhlz09gj2NbTDRifkmu7zXjR++RVJ/lPznuvr QH2iD6S+UewP9Dnon6d2NLwN8n90BB6hC68cFMCHoe+ACASP9c4DowUyEF0OPFcDI0ij/VXPaAKC UfhS95AKGoQ7IBRICI1HwhGaUIQoLGEKT6jCFrLwhSuMoQtlCMMZ2rCGOKShDm+4wxzy8Ic+DGIP B4cIRCKGMCAAOy== ------=_NextPart_01C47960.14F6B3B0 Content-Location: file:///C:/D06BB227/Chapter4Prospecting_files/frame.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title ------=_NextPart_01C47960.14F6B3B0 Content-Location: file:///C:/D06BB227/Chapter4Prospecting_files/outline.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252"
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