1. Within the first five years around % of 80-90%
agents leave the real estate business
2. For buyers what are the five steps of the 1. Urgency
pre-qualification process 2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
3. For sellers what are the five steps to the 1. Urgency
first appointment 2. Motivation
3. Concerns
4. Expectations
5. Hesitations
4. A person who may be willing to engage in Prospect
a real estate transaction
5. A person who is willing to perhaps have Suspect
a conversation but has no real desire to
engage in a real estate transactions
6. In determining whether a person is a sus- Urgency and motivation
pect or a prospect we must consider
7. When setting goals, its important they be Specific
Measurable
Attainable
Realistic
Timely
8. Most common type of target market is a particular neighborhood
,of homes Farming
,9. A analysis can be helpful in analyzing SWOT
your strengths and weaknesses, which can
sometimes help you pick the target market
that is best for you
10. The primary objective of any type of real Generate an appointment
estate prospecting is to
11. The ratio that is computed by dividing the Turnover ratio
number of homes sold in a year by the total
number of homes in the farms
12. A method of prospecting that will involve Circle prospecting
the telephone, but only as part of a mix of
different types of contacts
13. A agent has more control than a Listing/selling
agent
14. This involves only one appointment with 1-step listing presentation
the prospective sellers. Licensee makes
the presentation, show the recommended
price through CMA and try to get sellers to
sign the listing contract
15. What is the best way to establish a personal To develop a good reputation
brand in real estate
16. Which of the following choices is the most Internet
common way buyers find a house they pur-
chased
17. Your reputation
, What is the most important part of your
x x x x x x x
"brand" in your real estate career
x x x x x x
18. When a real estate licensee focuses his
x x x x x x
Target market x
or her prospecting efforts on a particular
x x x x x x x
neighborhood or type of buyer is the li-
x x x x x x x x
censee's
x
19. As a real estate agent your primary product Your contacts
x x x x x x x x x
is
20. When the number of listings by a particular Market share
x x x x x x x x x
firm is divided by the total number of list-
x x x x x x x x
xings in that neighborhood, the result is the
x x x x x x x
21. Which of the following is the best way to
x x x x x x x x
Who do you know who might be looking to
x x x x x x x x
ask for a referral
x x x x
buy or sell a house
x x x x x
22. The process of ensuring that the interior
x x x x x x
Staging
and exterior of a home are as attractive as
x x x x x x x x x
possible is known as
x x x x
23. The types of media used to generate new
x x x x x x x
Promotional mix x
business is known as the
x x x x x
24. When doing the initial tour of a house
x x x x x x x
Get the sellers to view the property from
x x x x x x x
before making a listing presentation, one
x x x x x x
the standpoint of a typical buyers rather
x x x x x x x
goal should be to
x x x x
than a seller
x x x
25. A buyer has made an offer on a seller's
x
Contingency clause
x x x x x x x
x
house. The offer gives the buyer 10 days
x x x x x x x x
to have a licensed home inspection of the
x x x x x x x x
property and to cancel the offer if the in-
x x x x x x x x x
spection reveals significant necessary re-
x x x x x
agents leave the real estate business
2. For buyers what are the five steps of the 1. Urgency
pre-qualification process 2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
3. For sellers what are the five steps to the 1. Urgency
first appointment 2. Motivation
3. Concerns
4. Expectations
5. Hesitations
4. A person who may be willing to engage in Prospect
a real estate transaction
5. A person who is willing to perhaps have Suspect
a conversation but has no real desire to
engage in a real estate transactions
6. In determining whether a person is a sus- Urgency and motivation
pect or a prospect we must consider
7. When setting goals, its important they be Specific
Measurable
Attainable
Realistic
Timely
8. Most common type of target market is a particular neighborhood
,of homes Farming
,9. A analysis can be helpful in analyzing SWOT
your strengths and weaknesses, which can
sometimes help you pick the target market
that is best for you
10. The primary objective of any type of real Generate an appointment
estate prospecting is to
11. The ratio that is computed by dividing the Turnover ratio
number of homes sold in a year by the total
number of homes in the farms
12. A method of prospecting that will involve Circle prospecting
the telephone, but only as part of a mix of
different types of contacts
13. A agent has more control than a Listing/selling
agent
14. This involves only one appointment with 1-step listing presentation
the prospective sellers. Licensee makes
the presentation, show the recommended
price through CMA and try to get sellers to
sign the listing contract
15. What is the best way to establish a personal To develop a good reputation
brand in real estate
16. Which of the following choices is the most Internet
common way buyers find a house they pur-
chased
17. Your reputation
, What is the most important part of your
x x x x x x x
"brand" in your real estate career
x x x x x x
18. When a real estate licensee focuses his
x x x x x x
Target market x
or her prospecting efforts on a particular
x x x x x x x
neighborhood or type of buyer is the li-
x x x x x x x x
censee's
x
19. As a real estate agent your primary product Your contacts
x x x x x x x x x
is
20. When the number of listings by a particular Market share
x x x x x x x x x
firm is divided by the total number of list-
x x x x x x x x
xings in that neighborhood, the result is the
x x x x x x x
21. Which of the following is the best way to
x x x x x x x x
Who do you know who might be looking to
x x x x x x x x
ask for a referral
x x x x
buy or sell a house
x x x x x
22. The process of ensuring that the interior
x x x x x x
Staging
and exterior of a home are as attractive as
x x x x x x x x x
possible is known as
x x x x
23. The types of media used to generate new
x x x x x x x
Promotional mix x
business is known as the
x x x x x
24. When doing the initial tour of a house
x x x x x x x
Get the sellers to view the property from
x x x x x x x
before making a listing presentation, one
x x x x x x
the standpoint of a typical buyers rather
x x x x x x x
goal should be to
x x x x
than a seller
x x x
25. A buyer has made an offer on a seller's
x
Contingency clause
x x x x x x x
x
house. The offer gives the buyer 10 days
x x x x x x x x
to have a licensed home inspection of the
x x x x x x x x
property and to cancel the offer if the in-
x x x x x x x x x
spection reveals significant necessary re-
x x x x x
