Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
Post License Course (Barney Fletcher)
Exam Practice Questions and Answers
Within the first five years around ___% of agents leave the real estate business - ANSWER✔✔-80-90%
For buyers what are the five steps of the pre-qualification process - ANSWER✔✔-1. Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
For sellers what are the five steps to the first appointment - ANSWER✔✔-1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
A person who may be willing to engage in a real estate transaction - ANSWER✔✔-Prospect
A person who is willing to perhaps have a conversation but has no real desire to engage in a real estate
transactions - ANSWER✔✔-Suspect
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, Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
In determining whether a person is a suspect or a prospect we must consider - ANSWER✔✔-Urgency
and motivation
When setting goals, its important they be - ANSWER✔✔-Specific
Measurable
Attainable
Realistic
Timely
Most common type of target market is a particular neighborhood of homes - ANSWER✔✔-Farming
A ______ analysis can be helpful in analyzing your strengths and weaknesses, which can sometimes help
you pick the target market that is best for you - ANSWER✔✔-SWOT
The primary objective of any type of real estate prospecting is to - ANSWER✔✔-Generate an
appointment
The ratio that is computed by dividing the number of homes sold in a year by the total number of homes
in the farms - ANSWER✔✔-Turnover ratio
A method of prospecting that will involve the telephone, but only as part of a mix of different types of
contacts - ANSWER✔✔-Circle prospecting
A ______ agent has more control than a _____ agent - ANSWER✔✔-Listing/selling
This involves only one appointment with the prospective sellers. Licensee makes the presentation, show
the recommended price through CMA and try to get sellers to sign the listing contract - ANSWER✔✔-1-
step listing presentation
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What is the best way to establish a personal brand in real estate - ANSWER✔✔-To develop a good
reputation
Which of the following choices is the most common way buyers find a house they purchased -
ANSWER✔✔-Internet
What is the most important part of your "brand" in your real estate career - ANSWER✔✔-Your
reputation
When a real estate licensee focuses his or her prospecting efforts on a particular neighborhood or type
of buyer is the licensee's - ANSWER✔✔-Target market
As a real estate agent your primary product is - ANSWER✔✔-Your contacts
When the number of listings by a particular firm is divided by the total number of listings in that
neighborhood, the result is the - ANSWER✔✔-Market share
Which of the following is the best way to ask for a referral - ANSWER✔✔-Who do you know who might
be looking to buy or sell a house
The process of ensuring that the interior and exterior of a home are as attractive as possible is known as
- ANSWER✔✔-Staging
The types of media used to generate new business is known as the - ANSWER✔✔-Promotional mix
When doing the initial tour of a house before making a listing presentation, one goal should be to -
ANSWER✔✔-Get the sellers to view the property from the standpoint of a typical buyers rather than a
seller
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, Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
A buyer has made an offer on a seller's house. The offer gives the buyer 10 days to have a licensed home
inspection of the property and to cancel the offer if the inspection reveals significant necessary repairs
unknown to the buyer. This is an example of - ANSWER✔✔-Contingency clause
Which of the following types of sales of a personal residence would require a third-party approval before
the sale could be closed - ANSWER✔✔-A bankruptcy, a divorce, or a short sale
What is the most important factor in qualifying a prospective buyer - ANSWER✔✔-Whether the prospect
is financially qualified to purchase a home
In deterring whether or not to issue a pre-approval letter, the lender would consider - ANSWER✔✔-
Principal, interest, property taxes, and insurance
What is the purpose of using an assumptive close - ANSWER✔✔-To make it easier for the buyer to say
yes
If the buyer and seller agreed that the buyer would purchase the patio furniture as part of the contract,
this would appear in which section of the Purchase and Sale agreement - ANSWER✔✔-Special
Stipulations
A loan point is - ANSWER✔✔-One percent of the loan amount
Assuming the buyers ride in your car, the time spent in the car can be put in good use by - ANSWER✔✔-
Discussing the positive features of the neighborhood
what is the biggest difference between traditional telemarketing and circle prospecting? - ANSWER✔✔-
circle prospecting requires. follow-up
Copyright ©Stuvia International BV 2010-2024 Page 4/124
Post License Course (Barney Fletcher)
Exam Practice Questions and Answers
Within the first five years around ___% of agents leave the real estate business - ANSWER✔✔-80-90%
For buyers what are the five steps of the pre-qualification process - ANSWER✔✔-1. Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
For sellers what are the five steps to the first appointment - ANSWER✔✔-1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
A person who may be willing to engage in a real estate transaction - ANSWER✔✔-Prospect
A person who is willing to perhaps have a conversation but has no real desire to engage in a real estate
transactions - ANSWER✔✔-Suspect
Copyright ©Stuvia International BV 2010-2024 Page 1/124
, Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
In determining whether a person is a suspect or a prospect we must consider - ANSWER✔✔-Urgency
and motivation
When setting goals, its important they be - ANSWER✔✔-Specific
Measurable
Attainable
Realistic
Timely
Most common type of target market is a particular neighborhood of homes - ANSWER✔✔-Farming
A ______ analysis can be helpful in analyzing your strengths and weaknesses, which can sometimes help
you pick the target market that is best for you - ANSWER✔✔-SWOT
The primary objective of any type of real estate prospecting is to - ANSWER✔✔-Generate an
appointment
The ratio that is computed by dividing the number of homes sold in a year by the total number of homes
in the farms - ANSWER✔✔-Turnover ratio
A method of prospecting that will involve the telephone, but only as part of a mix of different types of
contacts - ANSWER✔✔-Circle prospecting
A ______ agent has more control than a _____ agent - ANSWER✔✔-Listing/selling
This involves only one appointment with the prospective sellers. Licensee makes the presentation, show
the recommended price through CMA and try to get sellers to sign the listing contract - ANSWER✔✔-1-
step listing presentation
Copyright ©Stuvia International BV 2010-2024 Page 2/124
, Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
What is the best way to establish a personal brand in real estate - ANSWER✔✔-To develop a good
reputation
Which of the following choices is the most common way buyers find a house they purchased -
ANSWER✔✔-Internet
What is the most important part of your "brand" in your real estate career - ANSWER✔✔-Your
reputation
When a real estate licensee focuses his or her prospecting efforts on a particular neighborhood or type
of buyer is the licensee's - ANSWER✔✔-Target market
As a real estate agent your primary product is - ANSWER✔✔-Your contacts
When the number of listings by a particular firm is divided by the total number of listings in that
neighborhood, the result is the - ANSWER✔✔-Market share
Which of the following is the best way to ask for a referral - ANSWER✔✔-Who do you know who might
be looking to buy or sell a house
The process of ensuring that the interior and exterior of a home are as attractive as possible is known as
- ANSWER✔✔-Staging
The types of media used to generate new business is known as the - ANSWER✔✔-Promotional mix
When doing the initial tour of a house before making a listing presentation, one goal should be to -
ANSWER✔✔-Get the sellers to view the property from the standpoint of a typical buyers rather than a
seller
Copyright ©Stuvia International BV 2010-2024 Page 3/124
, Copyright © KAYLIN 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
A buyer has made an offer on a seller's house. The offer gives the buyer 10 days to have a licensed home
inspection of the property and to cancel the offer if the inspection reveals significant necessary repairs
unknown to the buyer. This is an example of - ANSWER✔✔-Contingency clause
Which of the following types of sales of a personal residence would require a third-party approval before
the sale could be closed - ANSWER✔✔-A bankruptcy, a divorce, or a short sale
What is the most important factor in qualifying a prospective buyer - ANSWER✔✔-Whether the prospect
is financially qualified to purchase a home
In deterring whether or not to issue a pre-approval letter, the lender would consider - ANSWER✔✔-
Principal, interest, property taxes, and insurance
What is the purpose of using an assumptive close - ANSWER✔✔-To make it easier for the buyer to say
yes
If the buyer and seller agreed that the buyer would purchase the patio furniture as part of the contract,
this would appear in which section of the Purchase and Sale agreement - ANSWER✔✔-Special
Stipulations
A loan point is - ANSWER✔✔-One percent of the loan amount
Assuming the buyers ride in your car, the time spent in the car can be put in good use by - ANSWER✔✔-
Discussing the positive features of the neighborhood
what is the biggest difference between traditional telemarketing and circle prospecting? - ANSWER✔✔-
circle prospecting requires. follow-up
Copyright ©Stuvia International BV 2010-2024 Page 4/124
