M&M FINAL EXAM | LATEST 2026 UPDATE
| QUESTIONS AND ANSWERS | WITH
COMPLETE SOLUTION!!
Steps of the business development call? - ANSWERS-1. Intro/credibility
statement 2. Interest Generator 3. Open-ended questions 4. Listen for
window of opportunity 5. Close
Goal of the call? - ANSWERS-Get a 1st appointment
Steps of the 1st appointment? - ANSWERS-1. Intro/build rapport 2. Ask
probing questions 3. Determine if the proposal is warranted 4. Sell
proposal as a solution 5. Books and records 6. Conditional agreement
7. Close for 2nd appointment
Goal of the 1st appointment? - ANSWERS-Get a proposal
What Books and Records are requested? - ANSWERS-1. Rent Roll 2.
Three year profit/loss 3. Prom Note 4. Capital Expenditures
Why do we need multiple years? - ANSWERS-Allows us to accurately
underwrite income and expenses. Allows us to see how the subject
property performed under different market conditions.
, What is the purpose of rent comps? - ANSWERS-Determine what the
current market rents are for the subject property. Determine if more
cash flow can be earned.
What is the purpose of a "good-bad" Sales Comp? - ANSWERS-Manage
expectations. Shows the "high strike" and "low strike" price.
Why do we adjust for Repairs, Reserves, and Management vs. actuals?
- ANSWERS-Normalize expenses because they can vary.
What is the Value of Representation? - ANSWERS-Highest Price, best
terms, most qualified buyers, shortest amount of time.
How is the VOR achieved? - ANSWERS-via: specialization, platform,
exclusive listings.
If the VOR has been achieved, what has been demonstrated? -
ANSWERS-M&M is the right firm, I'm the right agent, exclusive listing
is the right listing.
Expectations the sixteen (16) weeks after you become an agent? -
ANSWERS-Make pacesetter, hit pacesetter metrics
What are those metrics? - ANSWERS-50 calls/day, 250 calls/week, 10
proposals total, 2 listings.
What is the success rate of those who achieved this? - ANSWERS-91%
| QUESTIONS AND ANSWERS | WITH
COMPLETE SOLUTION!!
Steps of the business development call? - ANSWERS-1. Intro/credibility
statement 2. Interest Generator 3. Open-ended questions 4. Listen for
window of opportunity 5. Close
Goal of the call? - ANSWERS-Get a 1st appointment
Steps of the 1st appointment? - ANSWERS-1. Intro/build rapport 2. Ask
probing questions 3. Determine if the proposal is warranted 4. Sell
proposal as a solution 5. Books and records 6. Conditional agreement
7. Close for 2nd appointment
Goal of the 1st appointment? - ANSWERS-Get a proposal
What Books and Records are requested? - ANSWERS-1. Rent Roll 2.
Three year profit/loss 3. Prom Note 4. Capital Expenditures
Why do we need multiple years? - ANSWERS-Allows us to accurately
underwrite income and expenses. Allows us to see how the subject
property performed under different market conditions.
, What is the purpose of rent comps? - ANSWERS-Determine what the
current market rents are for the subject property. Determine if more
cash flow can be earned.
What is the purpose of a "good-bad" Sales Comp? - ANSWERS-Manage
expectations. Shows the "high strike" and "low strike" price.
Why do we adjust for Repairs, Reserves, and Management vs. actuals?
- ANSWERS-Normalize expenses because they can vary.
What is the Value of Representation? - ANSWERS-Highest Price, best
terms, most qualified buyers, shortest amount of time.
How is the VOR achieved? - ANSWERS-via: specialization, platform,
exclusive listings.
If the VOR has been achieved, what has been demonstrated? -
ANSWERS-M&M is the right firm, I'm the right agent, exclusive listing
is the right listing.
Expectations the sixteen (16) weeks after you become an agent? -
ANSWERS-Make pacesetter, hit pacesetter metrics
What are those metrics? - ANSWERS-50 calls/day, 250 calls/week, 10
proposals total, 2 listings.
What is the success rate of those who achieved this? - ANSWERS-91%
