Ch. 24 Quiz

How do you stay in control of a call? Providing facts By asking questions Taking notes Describe the capability of local school districts

By asking questions; By asking lots of empowering questions to the client, the licensee shall be likelier to remain in control.

Joe Broker takes a prospective buyer into a home. Joe turns on the lights to add warmth, walks the buyer through the house, leaves a business card, then locks up and leaves the premises. What steps did Joe miss? He did everything right. He should call the seller before leaving. He should not have turned on the lights. Forgot to knock upon entering and turn off the lights.

Forgot to knock upon entering and turn off the lights.; Joe Broker forgot to knock upon entering as well as forgot to turn off the lights. Sellers need their privacy at home, so each agent should knock before entering and unnecessary lights that were left on can drive up electrical bills.

Which of the following is not necessary for a presentation package? Property information sheet Photos Home Warranty Application Map

Home Warranty Application

All of these questions could help you determine a prospect's capacity to make a purchase except which one? How much do you have in your savings account? How soon are you planning to buy? Where do you and your spouse work? Do you need the equity from your current home for the new home purchase?

How much do you have in your savings account?; The question about cash reserve amounts in a client's savings account should be asked by the mortgage broker or banker as opposed by the real estate licensee

What technique helps you uncover what property features are most important to clients?. Encourage an offer Invite comparisons Downplay property features Ask to list their present property.

Invite comparisons

A buyer calls your office to inquire about a property he saw advertised. He sounds knowledgeable about this listing. Where is it that he likely found out the property information? On the Internet In a classified ad From the For Sale sign From a direct mail flier

On the Internet; Most often, the property information details will be found first on the internet.

What is the key to a successful showing? Pre-qualifying the buyer Staging the house Organization Selecting the route

Organization; A licensee who is well organized in one who is likely to be successful at a showing. A licensee who is well organized in one who is likely to be successful at a showing.

If a prospective buyer calls about a listing, what is the most important thing a broker should do? Discuss the attributes of the property Prequalify the buyer Set an appointment to show it Ask lots of questions

Set an appointment to show it

What technique is used to elicit "yes" responses from a client? Tie-association Question-Tie Tie-down Tie-up

Tie-down; A tie-down question that makes a quick statement which is followed by a few word "tie-down" phrase such as "don't you?" may inspire a quicker "yes" response.

What is the primary purpose of the first meeting with prospective buyers? To find out what type of buyers they are To find out what kind of home they are interested in To pre-qualify them To show them your five best listings

To pre-qualify them; In the first meeting, the licensee should pre-qualify the client prospect or they may be wasting everyone's time.