POST LICENSE COURSE (BARNEY
FLETCHER) EXAM 2025 QUESTIONS
AND ANSWERS
Within the first five years around ___% of agents leave the real estate business - ANS 80-90%
For buyers what are the five steps of the pre-qualification process - ANS 1. Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
For sellers what are the five steps to the first appointment - ANS 1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
A person who may be willing to engage in a real estate transaction - ANS Prospect
A person who is willing to perhaps have a conversation but has no real desire to engage in a
real estate transactions - ANS Suspect
1|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
, In determining whether a person is a suspect or a prospect we must consider - ANS Urgency
and motivation
When setting goals, its important they be - ANS Specific
Measurable
Attainable
Realistic
Timely
Most common type of target market is a particular neighborhood of homes - ANS 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 - ANS SWOT
The primary objective of any type of real estate prospecting is to - ANS 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 - ANS Turnover ratio
A method of prospecting that will involve the telephone, but only as part of a mix of different
types of contacts - ANS Circle prospecting
A ______ agent has more control than a _____ agent - ANS 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 - ANS 1-step listing presentation
2|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
, What is the best way to establish a personal brand in real estate - ANS To develop a good
reputation
Which of the following choices is the most common way buyers find a house they purchased -
ANS Internet
What is the most important part of your "brand" in your real estate career - ANS 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 - ANS Target market
As a real estate agent your primary product is - ANS 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 - ANS Market share
Which of the following is the best way to ask for a referral - ANS 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 - ANS Staging
The types of media used to generate new business is known as the - ANS Promotional mix
When doing the initial tour of a house before making a listing presentation, one goal should be
to - ANS Get the sellers to view the property from the standpoint of a typical buyers rather
than a seller
3|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
, 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 - ANS 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 - ANS A bankruptcy, a divorce, or a short sale
What is the most important factor in qualifying a prospective buyer - ANS 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 -
ANS Principal, interest, property taxes, and insurance
What is the purpose of using an assumptive close - ANS 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 -
ANS Special Stipulations
A loan point is - ANS 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 -
ANS Discussing the positive features of the neighborhood
what is the biggest difference between traditional telemarketing and circle prospecting? -
ANS circle prospecting requires. follow-up
4|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
FLETCHER) EXAM 2025 QUESTIONS
AND ANSWERS
Within the first five years around ___% of agents leave the real estate business - ANS 80-90%
For buyers what are the five steps of the pre-qualification process - ANS 1. Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
For sellers what are the five steps to the first appointment - ANS 1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
A person who may be willing to engage in a real estate transaction - ANS Prospect
A person who is willing to perhaps have a conversation but has no real desire to engage in a
real estate transactions - ANS Suspect
1|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
, In determining whether a person is a suspect or a prospect we must consider - ANS Urgency
and motivation
When setting goals, its important they be - ANS Specific
Measurable
Attainable
Realistic
Timely
Most common type of target market is a particular neighborhood of homes - ANS 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 - ANS SWOT
The primary objective of any type of real estate prospecting is to - ANS 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 - ANS Turnover ratio
A method of prospecting that will involve the telephone, but only as part of a mix of different
types of contacts - ANS Circle prospecting
A ______ agent has more control than a _____ agent - ANS 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 - ANS 1-step listing presentation
2|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
, What is the best way to establish a personal brand in real estate - ANS To develop a good
reputation
Which of the following choices is the most common way buyers find a house they purchased -
ANS Internet
What is the most important part of your "brand" in your real estate career - ANS 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 - ANS Target market
As a real estate agent your primary product is - ANS 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 - ANS Market share
Which of the following is the best way to ask for a referral - ANS 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 - ANS Staging
The types of media used to generate new business is known as the - ANS Promotional mix
When doing the initial tour of a house before making a listing presentation, one goal should be
to - ANS Get the sellers to view the property from the standpoint of a typical buyers rather
than a seller
3|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
, 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 - ANS 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 - ANS A bankruptcy, a divorce, or a short sale
What is the most important factor in qualifying a prospective buyer - ANS 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 -
ANS Principal, interest, property taxes, and insurance
What is the purpose of using an assumptive close - ANS 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 -
ANS Special Stipulations
A loan point is - ANS 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 -
ANS Discussing the positive features of the neighborhood
what is the biggest difference between traditional telemarketing and circle prospecting? -
ANS circle prospecting requires. follow-up
4|P a g e C o p y r i g h t © 2 0 2 5 T H E B R I G H T A L L R I G H T S R E S E R V E D
