Real Estate Brokers Exam
1 of 10 - Kevin is an unlicensed assistant at Seven Suns Realty that is paided an hourly wage of $12.50. Kevin's boss asked him to work 3 hours of overtime today. What is the minimum amount he can make per hour while working overtime according to Florida law? $12.50 per hour $18.75 per hour $8.33 per hour $25.00 per hour
$18.75 per hour
The Criminal Antitrust Penalty Enhancement and Reform Act increased the maximum criminal penalty for individuals to what amount? $350,000 $1 million $2 million $10 million
$350,000
If a person believes he or she has been discriminated against, how long does he or she have to file a HUD complaint? 30 days 100 days 1 year 3 years
1 year
Hideki just built a new home with an attached garage. What is he required to install under Florida law? A mold detection alarm A radon alarm A carbon monoxide alarm A comprehensive security system
A carbon monoxide alarm
Which of the following properties would qualify as a residential property according to Florida law? A duplex A residential apartment complex with 120 units 120 acres of agricultural land A strip mall
A duplex
Which of the following situations exposes you to greater risk? A schedule meeting in a busy public location A scheduled office meeting A scheduled appointment A scheduled open house
A scheduled open house
What is a good safety strategy to follow? Always drive your own vehicle. Always ride in the customer's vehicle. Always take the lead in front of the customer. Never do showings after 5pm.
Always drive your own vehicle.
What is a profit and loss statement? An accounting at the end of the year whether you made a profit or a loss. The figures on the bottom of the balance sheet Your income and/or outgo Your net worth
An accounting at the end of the year whether you made a profit or a loss.
Broker Bruce is involved in an escrow dispute where he believes one party is not acting in good faith. He already reported the situation to the FREC. What is a procedure he could set up to end the dispute? Take the money for himself and his brokerage Ask the FREC for an Escrow Disbursement Order (EDO) Ask the HUD for an Escrow Disbursement Decision (EDD) Ask the Florida Association of Realtors for an Escrow Disbursement Transaction (EDT)
Ask the FREC for an Escrow Disbursement Order (EDO)
Where is the most secure location to park your car when showing a property? In a covered carport In an alley way At the curb in front of the property In the driveway
At the curb in front of the property
A broker induces an owner to sell by telling him that Hispanics are moving into the neighborhood. This broker is guilty of what prohibited activity? Redlining Blockbusting Steering Misrepresentation
Blockbusting
Where is the safest location for your cell phone? In your car trunk Clipped to your person In your car In a brief case
Clipped to your person
Which of these guidelines is not part of the IRS safe harbor test? Income must be based on sales input. Contractors must have access to workers compensation benefits. The contractor must be licensed as a real estate salesperson or broker. There must be a written contract in place.
Contractors must have access to workers compensation benefits.
Which duties are owed by a licensee to client and customer alike when working on a transaction? Confidentiality and full disclosure Dealing honestly and fairly, accounting for all funds, and disclosing known material facts Undivided loyalty, accounting for all funds, care, skill and diligence Obedience, undivided loyalty, disclosure of material facts.
Dealing honestly and fairly, accounting for all funds, and disclosing known material facts
Broker Megan successfully closed a transaction. What must she do with the escrowed funds? Send them to the FREC Deposit the funds into her brokerage business account Leave the funds in the account until the first mortgage payment is made Disburse the funds according to the terms of the sales contract
Disburse the funds according to the terms of the sales contract
Which of the following statements is true regarding a broker producing records when audited by DBPR? The DBPR may only inspect records once every three years. The DBPR may only inspect records once every five years. Duly authorized agents and employees of the DBPR shall only have the power to inspect and audit when the brokerage is not open. Duly authorized agents and employees of the DBPR shall have the power to inspect and audit in a lawful manner at all reasonable hours any broker or brokerage office.
Duly authorized agents and employees of the DBPR shall have the power to inspect and audit in a lawful manner at all reasonable hours any broker or brokerage office.
Which of the following must be included in an employment agreement? Duty Assignment and Compensation Management Structure and Benefits Health Insurance and Expense Reporting Travel Expenses and Sick Leave Policy
Duty Assignment and Compensation
Which of the following is not a Federally protected class under the Fair Housing Act? Race Religion Color Economic standing
Economic standing
Gloria is a single woman who is six-months pregnant. She wants to look at a condominium but the agent tells her that this complex is only open to married couples with no children. Which statement is TRUE? Condominiums have restrictive covenants that take priority over fair housing laws. Gloria may file a complaint alleging discrimination based on familial status. Fair Housing laws don't apply to condos, so they have a right to restrict children. Pregnancy is not covered under fair housing laws.
Gloria may file a complaint alleging discrimination based on familial status.
In this type of program, an agent may start out at a lower percentage rate and then graduates to a higher rate as his or her production increases. Advancement payment plan Step plan Graduated payment plan Progressive plan
Graduated payment plan
Which of these statements about an independent contractor is true? He or she gets a regular salary with bonuses. He or she is reimbursed for all business expenses. He or she is paid commission on all sales. He or she will get three weeks of paid vacation every year.
He or she is paid commission on all sales.
Broker Alex failed to reconcile his escrow account that was out of balance by $65. What punishment will he face? He will be fined $200 and must attend a four-hour escrow management course. He will be fined $500 and must attend an eight-hour escrow management course. His license will be automatically revoked. None
He will be fined $200 and must attend a four-hour escrow management course.
Broker Vladimir failed to reconcile his escrow account that was out of balance by $375. What punishment will he face? He will be fined $100 and must attend a two-hour escrow management course. He will be fined $500 and must attend a four-hour escrow management course. His license will be automatically revoked. He will be fined $500 and must attend a fifteen hour postlicense course.
He will be fined $500 and must attend a four-hour escrow management course.
Sales associate Chris joined a brokerage as an independent contractor. Which of these will he probably have to pay for on his own? Health insurance Listing ads For Sale signs Contract forms
Health insurance
Sally is doing a listing presentation. She tells the seller that the "going commission rate" in her area is 10%. Which statement is TRUE? Sally's action violates fair housing law. Her action is an example of a group boycott. Sally's information is important for the seller to know. Her statement may constitute an antitrust violation of price fixing.
Her statement may constitute an antitrust violation of price fixing.
Who should probably not be part of a broker's management team? His brother who is a bookkeeper His uncle who is an attorney His niece who is a receptionist His wife who is a CPA
His niece who is a receptionist
1 of 15 - Jeannie is in a wheelchair. She rented an apartment and wants to make changes to accommodate her disability. Which of the following would NOT be a reasonable modification? Installing an elevator for the third floor Lowering light switches Widening the bathroom doorway Lowering the cabinets in the kitchen
Installing an elevator for the third floor
Buyer Jim put down a deposit in the form of a boat title worth $5,000. The boat is owned by Jim's parents. The transaction was not completed, who should the boat title be returned to? Jim Jim's Parents The Title Company The agency that holds the escrow account
Jim
Agent Jim wants to send out a e-mail to all the local real estate agents to inform them about an open house he is holding. What must he do to be in compliance with the CAN-SPAM Act? Jim must give the agents a way to opt out of any future e-mail messages. He must be sure to include the entire mailing address of the home he is hosting. Jim must be sure his name and phone number are prominently displayed in the e-mail. He cannot give any indication of the listing price of the home in the e-mail.
Jim must give the agents a way to opt out of any future e-mail messages.
The sponsoring broker must have employment agreement with which of the following? Unlicensed office staff Licensed personal assistants Unlicensed personal assistants Competing brokers
Licensed personal assistants
Which statement about the Junk Fax Prevention Act is TRUE? Licensees can no longer use a fax machine, even to send faxes to clients. Licensees can only send faxes to existing clients. This act applies only to brokers, not their employees. Licensees are exempt from this act when sending open house notices.
Licensees can only send faxes to existing clients.
Which of the following activities does require a real estate license? Delivering documents Negotiating a real estate lease Picking up house keys Being the brokerage's accountant
Negotiating a real estate lease
Which relationship is an authorized brokerage relationship in Florida? Resigned Agency No Brokerage Relationship Dual Agency Limited Agency
No Brokerage Relationship
Broker Ben helped his client commit loan fraud and he was caught. Will his E&O insurance help him? Yes, E&O insurance will cover the first $5,000 worth of damages. Yes, E&O insurance will cover 100% of the damages. No, E&O insurance does not cover fraudulent acts. No, unless Ben has a policy of over $100,000.
No, E&O insurance does not cover fraudulent acts.
1 of 10 - Seller Leela paid a commission to both agents in her transaction. Does this necessarily mean Leela had an agency relationship with both agents? Yes, dual agency is required in Florida. Yes, compensation does create an agency relationship. No, compensation does NOT create an agency relationship. Most likely, Leela had an agency relationship ONLY with the listing agent. No, it means Leela could not have been represented by any agent.
No, compensation does NOT create an agency relationship. Most likely, Leela had an agency
Broker Adam wants to use his office policy manual as his business plan. Is this a good idea? Yes, the topics are basically the same. Yes, because the policy manual is already complete. No, policy manuals and business plans are exhibited in entirely different ways. No, unless the policy manual is longer than 50 pages.
No, policy manuals and business plans are exhibited in entirely different ways.
Barry is selling an owner-occupied building with 3 units without the use of a broker. He does not want to sell to Asians or Whites. Is Barry's desire legal under the Federal Fair Housing Act? No, there is never an exemption to fair housing laws for race. Yes, because he is not using a broker. Yes, because the building is owner-occupied buildings with no more than four units. Yes, race is not protected by the Federal Fair Housing Act.
No, there is never an exemption to fair housing laws for race.
Broker Sawyer is opening his new brokerage next week. How much errors and omission insurance (e&o) is he required to purchase under Florida law? $10,000 $50,000 None, e&o insurance is not required in Florida. Sawyer would still be wise to purchase some. $100,000
None, e&o insurance is not required in Florida. Sawyer would still be wise to purchase some.
Which of the duties listed as a single agent duty owed to a buyer or seller is a fiduciary duty? Dealing honestly and fairly Presenting all offers and counteroffers in a timely manner, unless a party has previously directed the licensee otherwise in writing Obedience Disclosing all known facts that materially affect the value of residential real property and are NOT readily observable
Obedience
Tyler just opened Big Shore Realty and forgot how often he needs to reconcile his trust accounts. How often does he need to reconcile his trust account(s)? Once every 2 weeks Once every day Once every week Once every month
Once every month
Which of the following statements is TRUE regarding earnest money? Must be in the form of cash or a check. Earnest money is required with all contract offers Personal property can be offered as an earnest deposit. Earnest money is also known as evidence trust account money.
Personal property can be offered as an earnest deposit.
Which of the following could be a major concern for the broker with regard to teams? Making sure that team members are paid equitably Protecting client confidentiality Insuring that state and federal taxes are withheld Providing insurance and vacation benefits
Protecting client confidentiality
What is considered a fraudulent activity by some brokers while acceptable to others? Loan fraud Conversion Commingling Puffing
Puffing
Broker Andy just hired sales associate Alfonso. What should Andy have Alfonso do first? Go door-to-door in his new farm territory to introduce himself. Start making phone calls to prospective clients. Encourage Alfonso to create his own website. Read the policy and procedures manual.
Read the policy and procedures manual.
The Johnson V. Davis case has what significance to Ronald when selling his Miami home? Ronald cannot sell his property without a Realtor. An appraiser must appraise Ronald's property before it is listed. Ronald has a duty to disclose material facts that are not readily observable. Buyer's can rely totally on their transaction broker. The broker is responsible if Ronald hides a material defect.
Ronald has a duty to disclose material facts that are not readily observable.
Hammond Real Estate Company and ABC Realty agreed to boycott the Cole County Title Company so that a newer company could take over the market share of the business. What act are these real estate companies violating? Grant Antiboycotting Fair Trade Regulation Y Sherman Antitrust
Sherman Antitrust
George is considering the purchase of an eight-unit apartment building. He asks his agent Lisa about the possible tax consequences of this purchase. What should Lisa do? Refer George to the HUD. Do a worksheet with George to help him figure out what he might owe. Tell George to consult with his tax accountant. Suggest that George talk to the banker who would handle his loan.
Tell George to consult with his tax accountant.
Broker Alan takes a listing on a home. After the listing is signed, the owner tells Alan that he will not sell his home to Hispanics. What should Alan do? Follow the owner's instructions. Have the owner sign an amendment to the listing agreement that puts his instruction in writing. Tell the owner that he cannot comply with this instruction since it is a violation of federal fair housing law. Advertise the property in the local Hispanic newspaper.
Tell the owner that he cannot comply with this instruction since it is a violation of federal fair housing law.
Tyrone's brokerage just hired its 50th employee. What law must his brokerage start complying with now that it has 50 employees? The Family and Medical Leave Act of 1993 The Medical Marijuana Act of 2013 The Florida Minimum Wage Act of 2012 The American With Disabilities Act
The Family and Medical Leave Act of 1993
For an independent contractor, how is the issue of withholding tax dealt with by the broker? The broker withholds tax monies. The broker pays all withholding tax monies. The broker does not withhold tax monies. Independent contractors do not have to pay taxes.
The broker does not withhold tax monies.
If a seller represented in a single agency will not allow the listing broker to transition to a transaction brokerage, what other choice is available to the broker who wants to work with a buyer and seller in the same transaction? The broker can represent both parties if his commission is under 3.5%. The broker may work with the buyer in a "no brokerage relationship" capacity. The broker can ask the Florida Association of Realtors to complete the transaction. The broker can complete the transaction in other state (such as Georgia).
The broker may work with the buyer in a "no brokerage relationship" capacity.
Which of the following is a rule of the federal Do-Not-Call List? Cellphone numbers are not eligible. Only telemarketers are bound by this law. Consumers must update their information on the registry at least every five years. The law prohibits unsolicited phone calls to any consumer's telephone number listed on the registry.
The law prohibits unsolicited phone calls to any consumer's telephone number listed on the registry.
In an IRS audit, which of the following situations would cause the IRS to think that a contractor might really be an employee? The license attends sales meetings. The licensee gets a commission. The licensee takes unpaid sick days. The licensee receives an hourly wage.
The licensee receives an hourly wage.
What is negligent misrepresentation? The licensee intentionally neglected the client. The licensee intentionally misrepresented the client. The licensee committed a fraudulent act. The licensee should have known the statement made was false.
The licensee should have known the statement made was false.
A No Brokerage Relationship with a buyer would require the listing associate to give which information to the buyer? The reason the seller is selling. The news that the seller will take any offer within 7% of his asking price. The news that the property's zoning will change in 5 months. The news that the seller has HIV.
The news that the property's zoning will change in 5 months.
Which of the following is true regarding the sponsoring broker's agreements with team leaders? The team leader agreements must be the same agreement as used for other company licensees. The team leader agreement should specify that the licensee is a team leader and specify his/her duties. The team leader agreement must expire and be renewed every 12 months. Because team leaders have agreements with team members, the sponsoring broker is not required to have an agreement with the team leader.
The team leader agreement should specify that the licensee is a team leader and specify his/her duties.
What is correct regarding the seller's property condition disclosure form? This disclosure must be completed on the Florida Association of Realtors' disclosure form. There is NO law in Florida that requires that a seller complete a property condition disclosure statement. The buyer can void the contract if this disclosure form is NOT received within five days of an executed contract. This form must be delivered to the buyer at closing, signed and notarized.
There is NO law in Florida that requires that a seller complete a property condition disclosure statement.
What can a broker require of his independent contractors? They must work at the office. They must receive a salary. They must attend weekly sales meetings. They must sign a written agreement.
They must sign a written agreement.
Broker Luis has never interviewed anyone before. What should he keep in mind? To focus on one aspect of the person To ask every person the same questions To come up with the questions during the interview To not call references
To ask every person the same questions
Buyer's agent Ted is helping his buyer with the offer to purchase. Ted personally hand writes a clause at the bottom of the page, which says: "This offer is contingent on the buyer selling his current home." What might Ted's action be considered? An agent looking out for his client A counteroffer Unauthorized practice of law Right of first refusal
Unauthorized practice of law
Which of the following must a broker legally provide to an employee? A pension plan Unemployment insurance Health insurance Sales commissions
Unemployment insurance
When must an escrow account be interest bearing? By default, all escrow accounts are interest bearing. When all parties make the request in writing. When the escrow account is held in an FDIC backed bank. All amounts under $2,000 must be deposited in an escrow account.
When all parties make the request in writing.
Which of the following statements regarding writing a business plan is correct? There is no wrong way to write a business plan. It is not necessary for your business plan to include your goals. Writing a business plan is demanding and will take several weeks. Business plans tend to be between 3-5 pages.
Writing a business plan is demanding and will take several weeks.
When John was a teenager he got into trouble with the law. Now he is a 35-year old man and he is opening his own real estate brokerage. John is writing about his history for his business plan. Should John include the part about his criminal past? Yes, because it will demonstrate obstacles and forces that he has been able to overcome. Yes, because if the investor finds out, he will probably withdraw the offer of money. No, because it was almost 20 years ago and is no longer on the records. No, because it is not anyone's business since he has turned his life around.
Yes, because it will demonstrate obstacles and forces that he has been able to overcome.
Is it advisable that a broker should budget for errors and omission (E&O) insurance? Yes, because the broker should be pro-active. Yes, because the broker would be available for the first dollar defense. No, chances of actually getting sued are very slim. No, E&O insurance is too expensive.
Yes, because the broker should be pro-active.
Agent Nick is offering a $250 gift certificate to any client who lists a home with him and then purchases another home through him. Is this practice legal in Florida? Yes, but only if Nick give a gift certificate to every one of his clients. No, it would be in violation of antitrust laws. Yes, this practice is legal. No, this practice induces clients illegally.
Yes, this practice is legal.
Can your cell phone serve as a safety measure? Yes, you can use the caller ID. Yes, you can throw it at the perpetrator. No, it takes too much time to call for help. No, the batteries are usually low.
Yes, you can use the caller ID
Who/what is the most important ingredient of your success? A business plan A long-term goal You, yourself Your financing partner
You, yourself
The executive summary includes names and addresses of the executives in the company. a list of executive decisions that have been made. a brief synopsis of your business plan. a brief synopsis of your current investors.
a brief synopsis of your business plan.
Before you print your business statement, it is a good idea to first call for costs of printing. everyone's resumes. letters of intent. a proofreader.
a proofreader.
The most important aspect of the Agent ID form is all of the identifying information, including make and model of car and license number. the copy of drivers license. his license number. that it tracks the agent's itinerary.
all of the identifying information, including make and model of car and license number.
Broker Steward mixed escrow funds with his own personal funds. This is a classic example of co-existing. conversion. commingling. co-insurance.
commingling.
As a general professional practice, licensees should avoid representing a given zoning classification to a prospective client. confirm a zoning classification in a listing sheet. advise the prospective seller to consult their attorney as to a property's current zoning. accept the zoning information in a listing sheet.
confirm a zoning classification in a listing sheet.
It is important to plan in order to recognize your strengths and weaknesses. better understand what the competition is doing. analyze your finances. define your goals and objectives.
define your goals and objectives.
In a NON-residential transaction when the buyer and seller verify in writing that each has assets of more than $1 Million. It is possible for a(n) _______ to be authorized by the broker. undisclosed relationship quitclaim relationship unrelated relationship designated relationship
designated relationship
Workers' compensation insurance is required if the real estate firm has 15 or more employees. for any real estate firm that has employees. for real estate firms that have employees other than family members. if the real estate firm has 5 or more employees.
for any real estate firm that has employees.
Transaction records must be maintained by brokers for seven years. for three years. for five years. for two years.
for five years
When hiring new people, it is a good idea to get their permission to run a criminal background check. make certain they know how to access the Internet. make certain they have no latent disabilities. ask how many people are in their family.
get their permission to run a criminal background check.
Broker Ted should advise seller Bob to provide a Residential Real Property Disclosure Form to buyers unless, Bob owned and lived in the house for less than five years. has had the house inspected and certified as "livable" by a licensed residential inspector. has never occupied or managed the property. built the dwelling and has always occupied the property.
has never occupied or managed the property.
1 of 12 - A person who inspects a residential property must be licensed as an inspector even if they inspect their own property. if they are an appraiser. if he or she inspects another's home for compensation. as an Florida broker.
if he or she inspects another's home for compensation.
Errors and Omissions insurance ________________ . is required by law. is a form of liability insurance. is not recommended. is the same as a surety bond coverage.
is a form of liability insurance.
A property may have hidden defects undiscoverable by ordinary inspection that jeopardizes structural integrity or an occupant's safety, these items are defined as latent defects. secret defects. stigmatized defects. latent misalignment.
latent defects.
If the seller knowingly falsifies the Residential Real Property Disclosure report, he or she is liable for actual damages and court costs. guilty of felony perjury. liable for treble punitive damages. subject to a $5000 fine for each violation.
liable for actual damages and court costs.
Information about a property that has a significant bearing on a buyers decision to purchase that property is a defect. latent fact. latent misalignment. material fact.
material fact.
Thomas, a licensed home inspector, has received a referral from broker Adam. In this case Thomas must refuse the referral. must accept the referral. may accept the referral, but cannot compensate Adam. may accept the referral and, with permission from the client, compensate Adam.
may accept the referral, but cannot compensate Adam.
Sellers and landlords must disclose the presence of known lead-based paint hazards on the separate seller's and landlord's lead-based paint hazard disclosure forms. The disclosure statement may be oral if notarized and recorded. covers properties occupied after 1955. must be witnessed by a paint hazard inspector before delivery. must be provided prior to the execution of the sales contracts and leases.
must be provided prior to the execution of the sales contracts and leases.
Broker associate Tom works at the Cliffside branch office of ABC Realty. The sponsoring broker at the main office for ABC Realty maintains an escrow account for all offices of ABC Realty. Tom has been very busy writing offers and has little time to drive to the main office so he has decided to open an escrow account at the branch office. Toms action is not allowed, no sponsored licensee may maintain his or her own escrow accounts. allowed as a sponsored licensee as long as the sponsoring broker approves the opening of Tom's escrow account. allowed, with the consent of all parties to the transaction and his sponsoring broker. allowed because the escrow rules do not cover this point.
not allowed, no sponsored licensee may maintain his or her own escrow accounts.
Broker associate Amy may receive compensation directly from any Florida licensee. client. any Florida broker or broker associate. only her employing broker.
only her employing broker.
When interviewing applicants for a job, it is a good idea to have them come back for three subsequent interviews. perform one or more the tasks on the job description. go out for a day with your most productive sales associate. bring in their family.
perform one or more the tasks on the job description
Once you have decided the type of help you need, put it all down on paper and develop a job description. it is time to hire a relative. place an advertisement online. place an advertisement in a newspaper.
put it all down on paper and develop a job description.
Broker Bob is showing a property that may be considered a stigmatized property. If in doubt broker Bob should disclose whatever the seller advises. not show the property under any circumstance. seek legal counsel regarding the disclosure of the stigmatized property. contact the local HUD office for advice.
seek legal counsel regarding the disclosure of the stigmatized property.
It's the weekend and you get a call on your listing. The person is in town only this afternoon and wants to see the property right now. You should show it. Interested buyers are worth any risk. always carry a Prospect ID form that you can ask the person to complete. suggest meeting first at a busy location. text someone and tell them where you will be.
text someone and tell them where you will be.
If questioned by a party about the property being occupied by a person with AIDS, licensees should state only the facts they know through investigation of the property. facts disclosed from the seller. that they know a person with AIDS occupied the property, but cannot disclose the person's identity. that they are prohibited by law from answering.
that they are prohibited by law from answering.
The coded distress signal should be used when the agent suspects trouble. the agent needs the red folder. the office needs to contact the agent. the agent is locked out of his or her car.
the agent suspects trouble.
Florida property disclosure laws cover only properties built after 1978. the conveyance of residential properties containing 1-4 residential dwelling units; including condominiums and cooperatives. the financing of residential properties containing 1-2 residential dwelling units. only the conveyance of dwelling units over 2,000 square feet.
the conveyance of residential properties containing 1-4 residential dwelling units; including condominiums and cooperatives.
All licensees should IMMEDIATELY give earnest money checks to their sponsoring broker who MUST deposit said earnest money by the third day following the contract acceptance. the next business day of contract acceptance. the day before closing. the fifth day following the final counteroffer.
the third day following the contract acceptance.
A main purpose of a business plan is to have something professional and concrete to give to customers. to gather together all the strategic planning you have done for your new business. to help you choose a name for your new company. to establish procedures for hiring and firing.
to gather together all the strategic planning you have done for your new business.
The most common brokerage relationship in a residential transaction in Florida is transaction brokerage. no brokerage relationship. designated agency. reassigned agency.
transaction brokerage.
In order to keep the receptionist safe, every office should have desks placed where the receptionist cannot be seen. have security cameras. use a panic button or a pre-designated panic code word. teach firearm self-defense measures.
use a panic button or a pre-designated panic code word.
Brokers can reduce their risk by increasing their real estate experiences. becoming more actively involved in the community. writing conversations down. turning their trust accounts over to someone else.
writing conversations down