M&M FINAL EXAM | LATEST 2026 UPDATE |
QUESTIONS AND ANSWERS | WITH COMPLETE
SOLUTION!!
What is the Value of Representation? Answer - Highest Price, best terms, most
qualified buyers, shortest amount of time.
How is the VOR achieved? Answer - via: specialization, platform, exclusive
listings.
If the VOR has been achieved, what has been demonstrated? Answer - 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? Answer -
Make pacesetter, hit pacesetter metrics
What are those metrics? Answer - 50 calls/day, 250 calls/week, 10 proposals
total, 2 listings.
What is the success rate of those who achieved this? Answer - 91%
Why do we emphasize the "art" of the business more than the "science"?
Answer - The business requires you to be instinctive and use these instincts to
, uncover client motivations, go after quality deals, and build relationships with
clients. More important to be able to influence people, than to be a know it all.
What are the "stops" along the brokerage continuum? Answer - 1. Research 2.
Business development call 3. 1st Appointment 4. Underwriting 5. 2nd
Appointment 6. Exclusive Listing 7. Marketing 8. Field offers 9. Contract 10.
Due-diligence 11. Removal of contingencies 12. Close 13. Post-closing
What areas of the BC do you need to be most proficient your first year? Answer
- Research; 2nd Appointment
Steps of the business development call? Answer - 1. Intro/credibility statement
2. Interest Generator 3. Open-ended questions 4. Listen for window of
opportunity 5. Close
Goal of the call? Answer - Get a 1st appointment
Steps of the 1st appointment? Answer - 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? Answer - Get a proposal
What Books and Records are requested? Answer - 1. Rent Roll 2. Three year
profit/loss 3. Prom Note 4. Capital Expenditures
Why do we need multiple years? Answer - Allows us to accurately underwrite
income and expenses. Allows us to see how the subject property performed
under different market conditions.
QUESTIONS AND ANSWERS | WITH COMPLETE
SOLUTION!!
What is the Value of Representation? Answer - Highest Price, best terms, most
qualified buyers, shortest amount of time.
How is the VOR achieved? Answer - via: specialization, platform, exclusive
listings.
If the VOR has been achieved, what has been demonstrated? Answer - 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? Answer -
Make pacesetter, hit pacesetter metrics
What are those metrics? Answer - 50 calls/day, 250 calls/week, 10 proposals
total, 2 listings.
What is the success rate of those who achieved this? Answer - 91%
Why do we emphasize the "art" of the business more than the "science"?
Answer - The business requires you to be instinctive and use these instincts to
, uncover client motivations, go after quality deals, and build relationships with
clients. More important to be able to influence people, than to be a know it all.
What are the "stops" along the brokerage continuum? Answer - 1. Research 2.
Business development call 3. 1st Appointment 4. Underwriting 5. 2nd
Appointment 6. Exclusive Listing 7. Marketing 8. Field offers 9. Contract 10.
Due-diligence 11. Removal of contingencies 12. Close 13. Post-closing
What areas of the BC do you need to be most proficient your first year? Answer
- Research; 2nd Appointment
Steps of the business development call? Answer - 1. Intro/credibility statement
2. Interest Generator 3. Open-ended questions 4. Listen for window of
opportunity 5. Close
Goal of the call? Answer - Get a 1st appointment
Steps of the 1st appointment? Answer - 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? Answer - Get a proposal
What Books and Records are requested? Answer - 1. Rent Roll 2. Three year
profit/loss 3. Prom Note 4. Capital Expenditures
Why do we need multiple years? Answer - Allows us to accurately underwrite
income and expenses. Allows us to see how the subject property performed
under different market conditions.
