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if you look at page 212 remember chapter 4 what was chapter 4 about was ever so long ago I know that was prospecting right trying to find a potential buyer that was chapter 4 potential seller excuse me that was chapter 4 finding a seller chapter 5 what we just talked about was what making a presentation trying to get them to list with us on our terms chapter 6 now the next step is getting them to sign a contract after the presentation the next natural step is what okay youre hired I cant just shake your hand and get hired we have to what sign a contract thankfully for us were actually not creating any of these contracts these contracts are already pre-printed all we are doing is simply filling in the blanks the contracts are already pre-printed all we are doing is filling in the blanks here in Chapter number six so lets look at this here on page number 212 would you say that the listing contract is an employment agreement yeah theyre hiring you write the listing contract is an emp