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examples:

1 of 10 All of these questions could help you determine a prospect's capacity to make a purchase except which one?

  1. How much do you have in your savings account?
  2. Have you been pre-qualified or pre-approved by a lender yet?
  3. Do you need the equity from your current home for the new home purchase?
  4. Where do you and your spouse work?

 

 

2 of 10 Which of these is not a good technique to get the name of a caller who is reluctant to give you that information?

  1. Offer to mail the caller a set of fliers on interesting properties.
  2. Ask the caller if he or she would like to receive e-mails on newly listed properties.
  3. Offer to show the caller a newly-listed, not-yet-advertised property, even if one doesn't exist.
  4. Offer to call the prospect when new listings that meet his or her criteria come on the market.

 

 

 

3 of 10 Sara just bought her first new home. She put 20% down and got a mortgage for the remainder. The difference between what Sara owes and what her home is worth is known as what?

  1. Principal
  2. Capital gain
  3. Replacement cost
  4. Equity

 

 

4 of 10 Which of the following would be the least desirable phone handling technique?

  1. Answer a question with a question when possible.
  2. Give as much detailed information about the property as you can.
  3. Ask the caller "when" not "if" he or she wants to see the property.
  4. Arrange to meet the prospect at your office.

 

 

5 of 10 Which of these statements is not true about qualifying buyers?

  1. You'll know how much house they can afford.
  2. Lenders are in the best position to qualify buyers.
  3. Sellers are apt to choose qualified buyers over ones who have not been qualified.
  4. Collecting information and pre-qualifying buyers yourself is the easiest and best approach.

 

 

6 of 10 A buyer calls your office to inquire about a property he saw advertised. He sounds really excited about this property. Where is it that he likely found out the property was for sale?

  1. On the Internet
  2. In a classified ad
  3. From the For Sale sign
  4. From a direct mail flier

 

 

7 of 10 Most buyers who see a newspaper ad that interests them:

  1. Drive by the property.
  2. Call your office.
  3. Check out your Internet site.
  4. Visit your office.

 

 

8 of 10 Which of the following is not an advantage of home ownership?

  1. Increase in property value
  2. Increase in equity
  3. Repairs and maintenance
  4. Tax deductions

 

 

 

9 of 10 A reference list of alternative comparable properties is sometimes referred to as the:

  1. Cheat sheet.
  2. Telephone answering register.
  3. Switch sheet.
  4. Alternative list.

 

 

10 of 10 Prospects Jim and Linda arrive with agent Bill at the first showing. When Bill pulls in front of the home, Linda decides immediately that she doesn't want to see the inside. What should Bill do?

 

  1. Tell Linda that the sellers will be very disappointed if they cancel the appointment.
  2. Launch into your list of the home's special features and hope she changes her mind.
  3. Emphasize that this home is a great buy and it would be a shame for them to dismiss it without looking first.
  4. Call the sellers immediately and let them know you won't be coming by.

 

 

Bonus ch9 questions -

  1. What is the most important factor for a prospective homebuyer to consider in the decision to purchase?
  2. What is floor time and why is it important?
  3. When handling a telephone inquiry, why should you limit the amount of information you give out about the property? 
  4. Agent Greg receives a call about one of his firm's ads. He succeeds in setting up an appointment to meet with the caller. What approach can Greg use to discourage the person from calling other agents? 

 

 

 

 

 

California: Real Estate Practice – Ch10 – Quiz with no answers

Answers will be revealed with proper subscription

 

1 of 10 All of the following are good approaches for handling objections except which?

  1. View an objection as the buyer's request for more information.
  2. Use the "yes-but" technique to handle the objection.
  3. Ask the buyer more questions.
  4. Tell the buyer it's not an issue.

 

 

2 of 10 Offering a buyer more than one option and having him or her choose is using what kind of closing technique?

  1. Bonus
  2. Alternative
  3. Ownership
  4. Standing-Room-Only

 

 

3 of 10 Which paragraph of the purchase agreement states that if the buyer defaults after acceptance, he or she may be liable for the broker's commission?

  1. Terms and conditions of offer
  2. Final Verification of Condition
  3. Dispute resolution
  4. Liquidated damages

 

 

4 of 10 Which of these is not an important aspect of selling?

  1. Establishing buyer rapport
  2. Knowing your inventory
  3. Giving buyers your opinion of what works best for them
  4. Handling objections

 

 

5 of 10 What would be the least effective way to get to know your buyers' needs?

  1. Ask closed-ended questions.
  2. Listen carefully to everything your prospects say and repeat some specifics back at appropriate times so that they know you have heard what they said.
  3. Watch actions and body language.
  4. Ask open-ended questions.

 

 

6 of 10 Which of these is an emotional reason that buyers buy property?

  1. Tax advantages
  2. Status
  3. Investment
  4. Schools

 

 

7 of 10 Which paragraph of the purchase agreement must be initialed by both buyers and sellers for it to apply?

  1. Final Verification of Condition
  2. Removal of contingencies
  3. Liquidated damages
  4. Buyer indemnity and seller protection

 

 

8 of 10 What does the paragraph on repairs state?

  1. The buyer must make all repairs.
  2. If checked, the seller can complete repairs after closing.
  3. The seller can do all repairs himself.
  4. All repairs must be in compliance with existing building codes.

 

 

 

 

9 of 10 All of these might be a buying signal except which?

  1. Taking room measurements.
  2. Asking about a possession date.
  3. Moving closer to the agent to get a better look.
  4. Walking through the home quickly.

 

 

10 of 10 Agent Jim tells his buyers that the seller will leave the riding lawn mower if the buyers make an offer now. What kind of closing technique is Jim using?

  1. Assumptive
  2. Alternative
  3. Bonus
  4. Ownership

 

 

 

 

Bonus ch10 questions

  1. What are the five aspects that are involved in any selling approach?
  2. When establishing rapport, what's one of the best ways to get to know your buyers?
  3. What signals do buyers use to indicate they may be willing to make a purchase? 
  4. What's a bonus closing and what's important to keep in mind about this technique? 
  5. Why is it important for the buyers to indicate whether or not they intend to occupy the property?
  6. What's important to know about the Liquidated Damages paragraph?
  7. What happens if the parties do not initial the section of dispute resolution that deals with binding arbitration? 
  8. Which section of the purchase agreement does not apply directly to the buyers and sellers? 

 

California: Real Estate Practice – Ch11 – Quiz with no answers

Answers will be revealed with proper subscription

 

 

1 of 10 When you receive an offer on a listing for less than asking price, you should not:

  1. Study the other terms of the offer so that you can maximize the offer's benefits and minimize the lower price.
  2. Set up a face-to-face meeting with the sellers as soon as possible.
  3. Prepare additional documentation to take to the presentation.
  4. Give the sellers the price over the phone so that they can think about it before you meet with them.

 

 

2 of 10 When presenting information about the buyers to the sellers, which piece of information might not be useful in helping the sellers make a decision?

  1. The buyers' family is pressuring them to purchase this home.
  2. The buyers have been pre-qualified by a lender.
  3. The buyers are interested in another property.
  4. The buyers love the landscaping improvements the sellers have made.

 

 

3 of 10 Jake has received two offers on one of his listings. The home is listed at $210,000. One offer is for $208,000; the other is for $200,000. What should Jake do?

  1. Present the $208,000 offer today and wait for a response from the sellers before he presents the other offer.
  2. Present the $200,000 first and recommend rejection. Then present the $208,000 offer.
  3. Present the $208,000 offer and the $200,000 offer together at the same presentation meeting.
  4. Hold both offers because he heard that a full-price offer is on its way.

 

 

 

4 of 10 Once an offer has been accepted, the agent should do all of the following except which?

  1. Make sure all required disclosures have been done.
  2. Attend the final walkthrough.
  3. Be sure all requested inspections have been ordered.
  4. Meet with the buyers' lender to ensure they're getting a good deal.

 

 

5 of 10 Which of these is not a true statement?

  1. A purchase offer is a binding contract between the buyer, the seller and their agents.
  2. If a seller changes the terms of the offer to purchase, he has created a counteroffer.
  3. An offer or counteroffer can be withdrawn at any time before it has been accepted.
  4. Once the offer or counteroffer is accepted and the offeror has been notified, a legal contract is formed.

 

 

6 of 10 Who typically presents an offer to the sellers?

  1. Selling broker
  2. Listing agent
  3. Listing broker and selling broker
  4. Selling agent

 

 

7 of 10 Which of these is not a good thing to do when writing a counteroffer?

  1. Fill out a separate, numbered counteroffer form.
  2. Rewrite whole paragraphs to ensure clarity.
  3. Date and attach supporting documents.
  4. Exert pressure on the sellers to include something the other party wants.

 

 

 

8 of 10 Which of these statements about counteroffers is not true?

  1. A counteroffer represents a rejection of an offer.
  2. A counteroffer by a seller to a buyer turns the seller from offeree to offeror.
  3. A counteroffer can give the buyers an "out" if they want one.
  4. If the buyer rejects the first counteroffer, the seller can accept the first offer.

 

 

9 of 10 When you believe an offer is both fair and reasonable but it does not meet the sellers' asking price, you should:

  1. Make no recommendations and let the sellers decide on their own.
  2. Recommend a counteroffer back to list price.
  3. Work toward acceptance.
  4. Recommend that the seller delay response to make the buyer nervous and then submit a counteroffer.

 

 

10 of 10 Most sellers object to offers based on:

  1. Closing issues
  2. Offering price
  3. Financing issues
  4. Contingencies

 

 

 

 

 

Bonus ch11 questions -

  1. When preparing to present an offer to the sellers, what kinds of supporting information can be helpful?
  2. What is important to remember about multiple offers?
  3. When making your presentation, what topics should you cover? 
  4. Why is it important to talk to the sellers about the buyers? 
  5. What actions can the sellers take regarding the purchase offer?
  6. What is important for the sellers to know about a counteroffer?
  7. Ben and Blanche receive a $200,000 offer on their home, which is listed at $208,000. They were counting on a full-price offer and are very disappointed. What approach can their agent take to change the sellers' perception of the offer? 
  8. When does a purchase offer become a legal contract?