Listing Presentation Package Flashcards
Preparation for a face-to-face presentation includes
(a) having the material to justify the offering price of the property.
(b) being able to convince the owners that agency representation is in their best interests.
(c) promoting one’s self as a professional who understands the client’s needs and is able to meet them.
(d) all of the above.
(d) all of the above.
Which of the following statements is FALSE regarding the Comparative Market Analysis (CMA)?
(a) The CMA is used by real estate agents to aid in determining the proper list price for a property.
(b) The CMA can be substituted for a formal appraisal report.
(c) CMAs are not an effective tool for larger residential income properties or for commercial or industrial properties.
(d) The CMA should be used for single-family residences and for multifamily residential properties of up to four units.
(b) The CMA can be substituted for a formal appraisal report.
How can an agent personalize a CMA?
(a) Bind the CMA and prepare a nice cover.
(b) Start the CMA with a sheet on the owners’ property that shows owners that you appreciate their home.
(c) Include a picture of their home as well as pictures of comparables.
(d) All of the above.
(d) All of the above.
Since owners who receive less from the sale than they anticipated are usually not happy,
(a) most agents drastically overestimate seller costs.
(b) many agents like to estimate seller costs just a little on the high side.
(c) most agents avoid estimating seller proceeds all together.
(d) most agents will give a verbal estimate of the seller’s net but will not put it in writing.
(b) many agents like to estimate seller costs just a little on the high side.
Many agents like to estimate seller costs just a little on the high side, so any surprises are more likely to be pleasant ones.
The listing presentation manual
(a) is a visual tool that works hand-in-hand with the agent’s dialog to make an effective presentation.
(b) can be presented in a ring binder or as a display on your laptop computer.
(c) should not be used in place of the verbal presentation.
(d) all of the above.
(d) all of the above.
When dealing with a for sale by owner (FSBO), the first objection that must be overcome is
(a) placing a for sale sign in front of their property.
(b) using a lock-box so other agents can show the property.
(c) the perception that they will save money by selling without an agent.
(d) the embarrassment of having their neighbors know they are selling.
(c) the perception that they will save money by selling without an agent.
Whenever possible, substitute the word commission with
(a) points.
(b) fee.
(c) charge.
(d) overage.
(b) fee.
In addition to selling the owners on the prestige and reliability of your firm, you must also
(a) sell yourself as worthy of an owner’s trust.
(b) be the high bidder on potential sales price and the low bidder on commission.
(c) downplay your firm’s importance if it is small.
(d) provide a synopsis of your fellow agents.
(a) sell yourself as worthy of an owner’s trust.
Working for a small firm can be turned into a benefit by
(a) emphasizing specialization and maximum service.
(b) showing that your firm is part of a larger organization.
(c) showcasing your firm’s membership in the Multiple Listing Service.
(d) all of the above.
(d) all of the above.
You should be careful when using statistics. For example, if you emphasize that 50 percent of your firm’s listings are sold,
(a) prospective sellers might want proof.
(b )some of that 50 percent may have taken too long to sell.
(c) it also points out a 50 percent failure rate.
(d) prospective sellers may want an explanation about the ones that did not sell.
(c) it also points out a 50 percent failure rate.
A comparative market analysis would be least valuable in indicating market value for a:
(a) vacant lot.
(b) condominium.
(c) single-family residence.
(d) commercial property.
(d) commercial property.
As an indication of value, which of the following would BEST indicate the market value of a home?
(a) Current listings for similar properties
(b) Similar properties sold within the past 2 years
(c) Similar properties sold within the past 3 months
(d) Listings that expired unsold
(c) Similar properties sold within the past 3 months
Which of the following statements regarding selling time is TRUE?
(a) Because buyers seldom offer the list price, the list price has no effect on time to sell.
(b) Properties listed above market value tend to sell faster than properties listed at prices closer to market value.
(c) Properties listed below market value tend to take longer to sell than properties listed at market value.
(d) None of these.
(d) None of these.
The likelihood of a sale within 90 days is:
(a) increased by a list price below that indicated by the competitive market analysis.
(b) decreased by listing above the market value.
(c) both increased by a list price below that indicated by the competitive market analysis AND decreased by listing above the market value.
(d) none of these.
(c) both increased by a list price below that indicated by the competitive market analysis AND decreased by listing above the market value.
In preparing estimated seller proceeds, you should remember that:
(a) because owners want to get as much as possible, you should underestimate costs so the net will be greater.
(b) owners who get less than they expected to receive from a sale are likely to be unhappy with you.
(c) it is better to estimate costs a little on the high side than the low side.
(d) both owners who get less than they expected to receive from a sale are likely to be unhappy with you AND it is better to estimate costs a little on the high side than the low side.
(d) both owners who get less than they expected to receive from a sale are likely to be unhappy with you AND it is better to estimate costs a little on the high side than the low side.
