Real Estate Marketing Commercial Real
Estate (SAE) Champions Questions and
Answers | Latest Updated Version | 2026
• Matching human needs with goods or services to meet those needs is the process of -
✓✓marketing
• _____________________ is a key personality trait of a successful agent -✓✓problem
solving
• 3 Ways Sales Agents Add Value to the Buying Process -✓✓-Counseling
-Negotiating
-Managing the transaction
• Four P's of marketing real estate -✓✓Product
Promotion
Price
Place
• How can you know your product? -✓✓Inspect company listings
• Travel your geographic area
• Practice writing offers
• Do net sheet calculations on your own house
• AIDA -✓✓-Attention
-Interest
-Desire
-Action
(The four psychological steps of a sale).
• states that rational buyers will pay no more for a
property than they would for an equally desirable,
comparable property. -✓✓The principle of substitution in real estate valuation
• Marketing to a specific age group is sometimes called -✓✓generational selling
• An acronym for the psychological steps of a sale is -✓✓AIDA
• A willingness to change and grow your marketing plan demonstrates to concept of
____________. -✓✓adaptation
, • To be an effective problem solver, it is beneficial to understand .... -✓✓basic human
needs and the psychological
steps involved in a sale
• defined as expected benefits to be received as a result of ownership -✓✓amenities
• Objectives should be -✓✓measurable and achievable as well as timely.
• Goals should be -✓✓attainable, flexible, measurable, and time frame
• shot gun method -✓✓often the preferred choice for new agents until they realize that
they can't possibly take
on such a large-scale market
• 4 types of buyers -✓✓-first time buyers
-relocators
-upgraders
-investors
• communication is -✓✓-transcribing and receiving
-talking and listening
• Marketing budget goals should be set for a minimum
of ___________, realistically more -✓✓6 months
• _______ drive the market -✓✓consumers
• Agents should "listen" not only to what the client is
saying, but also to ___________________. -✓✓body language
• To be an effective problem solver, a real estate agent should understand the
__________ aspect involved in a sale. -✓✓psychological
• In which emotional phase is the buyer ready to buy? -✓✓ACT
• Gathering data, analyzing it and drawing conclusions based on it describes -
✓✓marketing research
• Analyzing Strengths, Weaknesses, Opportunities, and Threats is referred to as a -
✓✓SWOT analysis
• A report prepared by an agent to help a seller realistically price their property is a -
✓✓CMA
Estate (SAE) Champions Questions and
Answers | Latest Updated Version | 2026
• Matching human needs with goods or services to meet those needs is the process of -
✓✓marketing
• _____________________ is a key personality trait of a successful agent -✓✓problem
solving
• 3 Ways Sales Agents Add Value to the Buying Process -✓✓-Counseling
-Negotiating
-Managing the transaction
• Four P's of marketing real estate -✓✓Product
Promotion
Price
Place
• How can you know your product? -✓✓Inspect company listings
• Travel your geographic area
• Practice writing offers
• Do net sheet calculations on your own house
• AIDA -✓✓-Attention
-Interest
-Desire
-Action
(The four psychological steps of a sale).
• states that rational buyers will pay no more for a
property than they would for an equally desirable,
comparable property. -✓✓The principle of substitution in real estate valuation
• Marketing to a specific age group is sometimes called -✓✓generational selling
• An acronym for the psychological steps of a sale is -✓✓AIDA
• A willingness to change and grow your marketing plan demonstrates to concept of
____________. -✓✓adaptation
, • To be an effective problem solver, it is beneficial to understand .... -✓✓basic human
needs and the psychological
steps involved in a sale
• defined as expected benefits to be received as a result of ownership -✓✓amenities
• Objectives should be -✓✓measurable and achievable as well as timely.
• Goals should be -✓✓attainable, flexible, measurable, and time frame
• shot gun method -✓✓often the preferred choice for new agents until they realize that
they can't possibly take
on such a large-scale market
• 4 types of buyers -✓✓-first time buyers
-relocators
-upgraders
-investors
• communication is -✓✓-transcribing and receiving
-talking and listening
• Marketing budget goals should be set for a minimum
of ___________, realistically more -✓✓6 months
• _______ drive the market -✓✓consumers
• Agents should "listen" not only to what the client is
saying, but also to ___________________. -✓✓body language
• To be an effective problem solver, a real estate agent should understand the
__________ aspect involved in a sale. -✓✓psychological
• In which emotional phase is the buyer ready to buy? -✓✓ACT
• Gathering data, analyzing it and drawing conclusions based on it describes -
✓✓marketing research
• Analyzing Strengths, Weaknesses, Opportunities, and Threats is referred to as a -
✓✓SWOT analysis
• A report prepared by an agent to help a seller realistically price their property is a -
✓✓CMA
