Page 1 of 154
CERTIFIED APARTMENT LEASING PROFESSIONAL
(CALP) CERTIFICATION EXAM QUESTIONS AND
CORRECT ANSWERS
CERTIFIED APARTMENT LEASING PROFESSIONAL (CALP) CERTIFICATION EXAM
COVERAGE AREAS
1. Bringing in New Residents — prospecting, lead generation, traffic sources, technology,
reputation management, community resources, first impressions, leasing-center readiness, tour
preparation, and prospect follow-up. (NAA HQ)
2. Marketing and Maintaining the Community — marketing plans, objectives, strategies, target
markets, resident demographics, digital marketing, social media, advertising, reputation
management, and community presentation. (NAA HQ)
3. Why Your Competition Matters — competitive shopping, competitor comparisons, market
positioning, property strengths, weaknesses, amenities, pricing, services, and ethical competitor
relationships. (NAA HQ)
4. Relevant Laws and How to Apply Them — Fair Housing, reasonable accommodations,
reasonable modifications, rental criteria, screening, advertising, documentation, confidentiality,
and equitable treatment. (NAA HQ)
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5. The Sales Process and Building Relationships — needs assessment, relationship selling,
presentations, demonstrations, objections, closing, commitment levels, follow-up, and
evaluating leasing performance. (NAA HQ)
6. Effectively Meeting the Needs of Current Residents — resident communication, customer
service, maintenance requests, issue resolution, incident documentation, retention, renewals,
community-building, and resident relationships. (NAA HQ)
7. Lease Preparation and Move-In Processes — lease review, rental policies, deposits, move-in
documentation, inspections, keys, resident responsibilities, and consistent procedures. (NAA
HQ)
8. Revenue, Retention, and Operational Efficiency — renewals, value, preventative maintenance,
retention incentives, revenue considerations, turnover, occupancy, and operational follow-
through. (NAA HQ)
9. Market Analysis and Leasing Mathematics — market rent, effective rent, concessions, unit mix,
rent per square foot, closing ratios, cost per lease, traffic sources, and occupancy concepts.
(NAA HQ)
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10. Professional CALP Responsibilities and Integrated Leasing Practice — ethical conduct,
documentation, communication, teamwork, compliance, prospect-to-resident transitions,
market awareness, and applying CALP principles together. (NAA HQ)
DOMAIN 1 — BRINGING IN NEW RESIDENTS
Question 1
Which leasing-center condition creates the strongest professional first impression for a prospective
resident visiting the community?
A. Unorganized brochures displayed throughout the lobby
B. Clean, welcoming, organized, and current leasing materials
C. Closed office doors during normal leasing hours
D. Outdated promotional materials beside the entrance
Answer: B
Rationale: A clean, organized leasing environment supports professionalism and helps establish
confidence during the prospect's first interaction with the community.
Question 2
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What should a leasing professional do before conducting a scheduled apartment tour with a prospective
resident?
A. Wait for the prospect to identify every desired feature
B. Discuss competitor pricing before showing the apartment
C. Verify that the tour route and apartment are prepared
D. Provide lease documents before discussing the prospect's needs
Answer: C
Rationale: Product readiness includes inspecting the leasing center, tour route, model units, and vacant
apartments before demonstrations.
Question 3
Which technology-based approach can help a leasing professional generate additional prospect traffic
for an apartment community?
A. Maintaining outdated printed advertisements exclusively
B. Eliminating online communication with prospective residents
C. Limiting inquiries to telephone calls during office hours
D. Using appropriate digital channels and online community information
CERTIFIED APARTMENT LEASING PROFESSIONAL
(CALP) CERTIFICATION EXAM QUESTIONS AND
CORRECT ANSWERS
CERTIFIED APARTMENT LEASING PROFESSIONAL (CALP) CERTIFICATION EXAM
COVERAGE AREAS
1. Bringing in New Residents — prospecting, lead generation, traffic sources, technology,
reputation management, community resources, first impressions, leasing-center readiness, tour
preparation, and prospect follow-up. (NAA HQ)
2. Marketing and Maintaining the Community — marketing plans, objectives, strategies, target
markets, resident demographics, digital marketing, social media, advertising, reputation
management, and community presentation. (NAA HQ)
3. Why Your Competition Matters — competitive shopping, competitor comparisons, market
positioning, property strengths, weaknesses, amenities, pricing, services, and ethical competitor
relationships. (NAA HQ)
4. Relevant Laws and How to Apply Them — Fair Housing, reasonable accommodations,
reasonable modifications, rental criteria, screening, advertising, documentation, confidentiality,
and equitable treatment. (NAA HQ)
, Page 2 of 154
5. The Sales Process and Building Relationships — needs assessment, relationship selling,
presentations, demonstrations, objections, closing, commitment levels, follow-up, and
evaluating leasing performance. (NAA HQ)
6. Effectively Meeting the Needs of Current Residents — resident communication, customer
service, maintenance requests, issue resolution, incident documentation, retention, renewals,
community-building, and resident relationships. (NAA HQ)
7. Lease Preparation and Move-In Processes — lease review, rental policies, deposits, move-in
documentation, inspections, keys, resident responsibilities, and consistent procedures. (NAA
HQ)
8. Revenue, Retention, and Operational Efficiency — renewals, value, preventative maintenance,
retention incentives, revenue considerations, turnover, occupancy, and operational follow-
through. (NAA HQ)
9. Market Analysis and Leasing Mathematics — market rent, effective rent, concessions, unit mix,
rent per square foot, closing ratios, cost per lease, traffic sources, and occupancy concepts.
(NAA HQ)
, Page 3 of 154
10. Professional CALP Responsibilities and Integrated Leasing Practice — ethical conduct,
documentation, communication, teamwork, compliance, prospect-to-resident transitions,
market awareness, and applying CALP principles together. (NAA HQ)
DOMAIN 1 — BRINGING IN NEW RESIDENTS
Question 1
Which leasing-center condition creates the strongest professional first impression for a prospective
resident visiting the community?
A. Unorganized brochures displayed throughout the lobby
B. Clean, welcoming, organized, and current leasing materials
C. Closed office doors during normal leasing hours
D. Outdated promotional materials beside the entrance
Answer: B
Rationale: A clean, organized leasing environment supports professionalism and helps establish
confidence during the prospect's first interaction with the community.
Question 2
, Page 4 of 154
What should a leasing professional do before conducting a scheduled apartment tour with a prospective
resident?
A. Wait for the prospect to identify every desired feature
B. Discuss competitor pricing before showing the apartment
C. Verify that the tour route and apartment are prepared
D. Provide lease documents before discussing the prospect's needs
Answer: C
Rationale: Product readiness includes inspecting the leasing center, tour route, model units, and vacant
apartments before demonstrations.
Question 3
Which technology-based approach can help a leasing professional generate additional prospect traffic
for an apartment community?
A. Maintaining outdated printed advertisements exclusively
B. Eliminating online communication with prospective residents
C. Limiting inquiries to telephone calls during office hours
D. Using appropriate digital channels and online community information
