Post License Course (Barney Fletcher) Exam
UPDATED ACTUAL Question and Answer | 100%
Verified | 2026
• For buyers what are the five steps of the pre-qualification process -✓✓ 1.
Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
• For sellers what are the five steps to the first appointment -✓✓ 1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
• A person who may be willing to engage in a real estate transaction -✓✓ Prospect
• A person who is willing to perhaps have a conversation but has no real desire to
engage in a real estate transactions -✓✓ Suspect
• In determining whether a person is a suspect or a prospect we must consider -✓✓
Urgency and motivation
• When setting goals, its important they be -✓✓ Specific
,Measurable
Attainable
Realistic
Timely
• Most common type of target market is a particular neighborhood of homes -✓✓
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 -✓✓
SWOT
• The primary objective of any type of real estate prospecting is to -✓✓ 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 -✓✓ Turnover ratio
• A method of prospecting that will involve the telephone, but only as part of a mix
of different types of contacts -✓✓ Circle prospecting
• A ______ agent has more control than a _____ agent -✓✓ 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 -✓✓ 1-step listing presentation
,• What is the best way to establish a personal brand in real estate -✓✓ To develop a
good reputation
• Which of the following choices is the most common way buyers find a house
they purchased -✓✓ Internet
• What is the most important part of your "brand" in your real estate career -✓✓
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 -✓✓ Target market
• As a real estate agent your primary product is -✓✓ 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 -✓✓ Market share
• Which of the following is the best way to ask for a referral -✓✓ 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 -✓✓ Staging
• The types of media used to generate new business is known as the -✓✓
Promotional mix
, • When doing the initial tour of a house before making a listing presentation, one
goal should be to -✓✓ Get the sellers to view the property from the standpoint of a
typical buyers rather than a seller
• 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 -✓✓ 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 -✓✓ A bankruptcy, a divorce,
or a short sale
• What is the most important factor in qualifying a prospective buyer -✓✓ 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 -✓✓ Principal, interest, property taxes, and insurance
• What is the purpose of using an assumptive close -✓✓ 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 -✓✓ Special Stipulations
• A loan point is -✓✓ One percent of the loan amount
UPDATED ACTUAL Question and Answer | 100%
Verified | 2026
• For buyers what are the five steps of the pre-qualification process -✓✓ 1.
Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
• For sellers what are the five steps to the first appointment -✓✓ 1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
• A person who may be willing to engage in a real estate transaction -✓✓ Prospect
• A person who is willing to perhaps have a conversation but has no real desire to
engage in a real estate transactions -✓✓ Suspect
• In determining whether a person is a suspect or a prospect we must consider -✓✓
Urgency and motivation
• When setting goals, its important they be -✓✓ Specific
,Measurable
Attainable
Realistic
Timely
• Most common type of target market is a particular neighborhood of homes -✓✓
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 -✓✓
SWOT
• The primary objective of any type of real estate prospecting is to -✓✓ 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 -✓✓ Turnover ratio
• A method of prospecting that will involve the telephone, but only as part of a mix
of different types of contacts -✓✓ Circle prospecting
• A ______ agent has more control than a _____ agent -✓✓ 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 -✓✓ 1-step listing presentation
,• What is the best way to establish a personal brand in real estate -✓✓ To develop a
good reputation
• Which of the following choices is the most common way buyers find a house
they purchased -✓✓ Internet
• What is the most important part of your "brand" in your real estate career -✓✓
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 -✓✓ Target market
• As a real estate agent your primary product is -✓✓ 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 -✓✓ Market share
• Which of the following is the best way to ask for a referral -✓✓ 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 -✓✓ Staging
• The types of media used to generate new business is known as the -✓✓
Promotional mix
, • When doing the initial tour of a house before making a listing presentation, one
goal should be to -✓✓ Get the sellers to view the property from the standpoint of a
typical buyers rather than a seller
• 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 -✓✓ 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 -✓✓ A bankruptcy, a divorce,
or a short sale
• What is the most important factor in qualifying a prospective buyer -✓✓ 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 -✓✓ Principal, interest, property taxes, and insurance
• What is the purpose of using an assumptive close -✓✓ 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 -✓✓ Special Stipulations
• A loan point is -✓✓ One percent of the loan amount
