RE marketing Powerhouse exam prep 71 Questions with Verified Answers How to build name recognition? - CORRECT ANSWER comes from developing a marketing plan that is outside the box, something that s... eparates you from others. - Post something of value on a neighborhood Facebook page. - Create a YouTube video from your phone about your listings, it will be one of the first to show up on Google. - Donate supplies and backpacks to schools in your market area. - Sponsore a neighborhood newsletter for each month that hosts a newsworthy column or notice of a sold listing in which you describe your success in selling the home. - Offer to bring breakfast to the neighborhood Home Owner's Association (HOA) and leave your business card. - Have a series of testimonials either printed in a presentation book or posted on a webpage. Step for proper budgeting and ensuring no over-commitment - CORRECT ANSWER Devising a 12-month marketing plan in advance is a key habit of successful, professional agents. Planning in advance not only allows you to properly budget, it also ensures that you do not over commit to any one buyer or seller. "I'll sell your house in 30 days. I promise!" You can't promise that. *Remember - it is better to "under" promise and "over" deliver than to "over" promise and "under" deliver. When developing your 12-month marketing plan consider monthly mailers, special occasion mail- ers and their frequency, and any other events or holidays you seem fit. Consider the start-up format below and input any additional items - remember your budget! You can always add unexpected events as long as you have a strong and realistic basis to begin with. Millennial generation forecast - CORRECT ANSWER This group, the "Boom Echo", is comprised of 70 million potential future homebuyers. As the first multicultural generation of children, studies believe they will be the most adaptable to new ideas. Although the Millennial generation has delayed home ownership because of financial and debt con- siderations, it is projected that many will enter the housing market over the next 10 years. In addition to being first-time home buyers, people will need agents when looking for a larger home, relocating for a new job, or other reasons. Some characteristics of this generation include: - There is a 90% graduation rate. - A sense of civic pride and purpose is growing from this group. - Parental involvement is occurring with books and movies focused on family values. Also they are establishing firm rules and reinforcing them, bringing back discipline and moving away from parents as pals. - These children are being encouraged to excel and achieve. Positive attitudes and selfless team spirit is encouraged. Definition question - cold calling resources - CORRECT ANSWER Cold calling for the new agent might consist of contacting people from those dead files you collected from other agents, following up with previous contacts, and perhaps even soliciting expired listings. Another tool at your disposal is a criss-cross directory. Today's criss-cross directories come in the form of searchable online databases of residences and businesses. These databases contain home owner's names, addresses, cell phone numbers, email addresses, and neighborhood demographics. For example, you may drive by a house that looks uninhabited, as though no one lives in it. You can use a criss-cross directory to look up the address of the property and find the owner's name and contact information. If the owner's phone number is not on the Do-Not-Call Registry, you can call him/her to find out if he/she may be thinking about selling or renting the house. Criss-cross directories are also helpful to real estate sales agents because they list how long owners have lived in their houses, which can provide you with great turnover information for the neighbor- hood. Agents prefer neighborhoods with high turnover rates; a good rate of turnover is when the owners sell every two to four years. minimum cost - CORRECT ANSWER Make a name for yourself in real estate through creative marketing such as neighborhood publications and regular mailers. Promotional marketing items: Calendars, grocery lists, pens, and more. Create a neighborhood real estate update newsletter with home upkeep tips. Information workshops such as a home-buying seminar (for first-time home buyers). Hold it at the same time every month (e.g. the 3rd Wednesday of the month). Hold an informative seminar on how to prepare a property tax protest. People will definitely remember you if you help them to save money. Creative group home tours, prospective clients are typically more relaxed in this setting. Zero cost approach - CORRECT ANSWER Seek and find houses within your community that are in a "target rich environment" and offer to hold it open as a means to get the buyer clients. Find a builder in your area and ask permission to hold one of their homes open. Employing someone to sit in the home will cost them $36,000 a year. Pick up the buyer traffic and work with the builders finding land, this will help you get listings. Arrive early and stay late to take call-ins. Network and ask for business FSBOs and expired listings, no leases: talk to them face to face. Prospecting FSBOs is a tried- and-true Zero Cost approach that many new agents employ when looking for listings because the agent already knows that the prospect wants to sell. Sales Comparison Approach - CORRECT ANSWER The process of estimating the value of a property by examining and comparing actual sales of comparable properties. generational cost approach - CORRECT ANSWER Cost approach - CORRECT ANSWER The cost approach is a real estate valuation method that surmises that the price a buyer should pay for a piece of property should equal the cost to build an equivalent building. geographic farm - CORRECT ANSWER An area of neighborhoods or subdivisons that is serviced by your firm. economic farm - CORRECT ANSWER All the properties in a particular price range, in the area your firm services Niche market - CORRECT ANSWER A smaller part of a larger market in which customers have more specific needs and wants Generation characteristics - CORRECT ANSWER The Greatest Generation or GI Generation - born before 1928: 37 million The Silent Generation - born between 1928 - 1945: 28 million The Baby Boomers - born between 1946 - 1964: 74.9 million Generation X - born between 1965 - 1980: 65.8 million Generation Z/Millennials - born between 1982 - 1997: 75.4 million GI Generation - CORRECT ANSWER born before 1928: 37 million According to Generations by William Strauss and Neil Howe, the GI Generation invented the term, "Senior Citizen". Their belief in economic independence and home ownership led to programs like the GI Bill and VA Financing and directly contributed to the proverbial "American Dream" mentality. Silent generation - CORRECT ANSWER Born between 1928-1945: 28 million Great respect for the opinions of others has fostered a strong belief in consensus, compromise and mediation in this generation. Major players in the Civil Rights movements who want to make a difference in their communities and in the world as a whole has led to a generation of bureaucracy and citizen movements. Baby boomers - CORRECT ANSWER born between 1946 - 1964: 74.9 million Aptly nicknamed the "Me Generation", Baby Boomers are empowered by money and resources and have unyielding opinions, which makes coming to a consensus more difficult. These are the parents of anti-drug, anti-smoking, anti-guns campaigns who are active in legislation for Medicare, Social Security reforms, long-term care insurance, and prescription drug issues. As they age, they "Make Aging Cool". Generation X - CORRECT ANSWER Born between 1965 - 1980: 65.8 million This generation has to work hard to overcome the name designated to its members. These are the latchkey kids of the working moms and dads who tended to criticize instead of connect. Their lack of identity is based, in large part, upon their parents' own self indulgence. Because of this, they tend to have no boundaries and no limits. Ethnically, culturally, and sexually diverse, they are a splintered generation from inner-city poverty to suburban mall enthusiasts. Immigration has had an impact on this generation. Accounting for 1/3 of the U.S. population, immigrants will make up 1/3 of this first-time homebuyer generation. Generation Z/Millennials - CORRECT ANSWER Generation Z/Millennials - born between 1982 - 1997: 75.4 million This group, the "Boom Echo", is comprised of 70 million potential future homebuyers. As the first multicultural generation of children, studies believe they will be the most adaptable to new ideas. Although the Millennial generation has delayed home ownership because of financial and debt con- siderations, it is projected that many will enter the housing market over the next 10 years. In addition to being first-time home buyers, people will need agents when looking for a larger home, relocating for a new job, or other reasons. Some characteristics of this generation include: -There is a 90% graduation rate. -A sense of civic pride and purpose is growing from this group. -Parental involvement is occurring with books and movies focused on family values. Also they are establishing firm rules and reinforcing them, bringing back discipline and moving away from parents as pals. -These children are being encouraged to excel and achieve. Positive attitudes and selfless team spirit is encouraged. Short term goals - CORRECT ANSWER A goal that ranges from several months to a year Intermediate goals - CORRECT ANSWER ranging from 3 to 5 years long term goals - CORRECT ANSWER ranging from 5 to 10 years prospecting - CORRECT ANSWER sifting through information, searching for clientele Mission statement - CORRECT ANSWER An announcement of a company's long term goals Value statement - CORRECT ANSWER help define how the work will be accomplished, and they articulate a set of beliefs and principles that guide the way the company conducts business. You want to make sure that your goals align with your mission statement. get up early - CORRECT ANSWER don't jump out of bed and rush through your morning. Getting up 20 minutes earlier will help you avoid stress, tardiness and unnecessary feelings of anxiety. self awareness - CORRECT ANSWER Identifying your strengths and weaknesses is essential to your continued success year after year. Take an honest look at your best qualities and your weaknesses. be flexible - CORRECT ANSWER Continually review priorities. As time moves on, and circumstances change, priorities might need to be revised. When the unexpected occurs, remember that it provides you with a challenge to which to adjust. Handle the unexpected, and then get back to your plan. Do it once and Daily to do list - CORRECT ANSWER Avoid the temptation to stop and start, stop and start. Handle each job and each piece of paper once. Deal with the task and be done with it. Begin each morning by listing tasks and activities which will help you achieve high-priority goals. Always start with As, not Cs. Code of Ethics and Standards of Practice - CORRECT ANSWER it does not address the issues of courtesy or etiquette. Credits to the - CORRECT ANSWER Items typically credited to the buyer include: Earnest money being held in an escrow account Existing mortgage on an assumption or the buyer's new mortgage he successfully secured from the lender Unearned rents (previously collected by the lender) Tenant's security deposits Accrued items (items owed by the seller but the bill is not due yet. For Example - taxes on property) Items paid on behalf of the buyer outside closing (POC - paid outside closing) credits to the seller--- Sales price of the property Prepaid items (items paid in advance, For example - . insurance, HOA dues, etc.) Escrow account overages (prepaid insurance, tax) Charges to the buyer/seller - CORRECT ANSWER to the buyer: Survey Mortgage loan fees charged by the lender Copies of deed restrictions Mortgagee's Title Insurance Policy Credit report (POC) Appraisal (POC) Prepaid items for setting up escrow accounts Private mortgage insurance Recording fees for the deed and mortgage instruments Inspections on property including termite, structural, mechanical Attorney's fees Messenger fees Charged to the seller: Real estate commission Attorney's fees Repairs to property Owner's title policy Existing loan payoff Recording fee for release of lien Messenger fee Unpaid taxes on property Accrued interest on loan from last payment to the day of closing Unearned rent collected in advance Tenant's security deposit TRID rule - CORRECT ANSWER requires that the consumer receive the Closing Disclosure no later than three busi- ness days before consummation. If the Closing Disclosure is not delivered in person, it is presumed received three business days after it is placed in the mail, sent by email, or otherwise delivered. However, the creditor may rely on evidence that the consumer received the Closing Disclosure ear- lier (e.g., the consumer's signed receipt of delivery by overnight mail or acknowledgment of receipt via email). Deed of trust - CORRECT ANSWER When the buyer closes, he or she has a large number of documents to sign, including: Deed of Trust securing repayment of the promissory note agreement between a lender and a borrower to give the property to a neutral third party who will serve as a trustee. The trustee holds the property until the borrower pays off the debt. Closing - CORRECT ANSWER The final consummation of a transaction, where the buyer pays for the property and the seller conveys title Purpose of a deed - CORRECT ANSWER To transfer title between owner/grantor and the receiver/grantee. Agent's goals when presenting counteroffer - CORRECT ANSWER Think of the big picture. Remind sellers that many times the value of concessions tend to be less costly than more days on the market. If the price is reasonable, prevent the seller from continuing to negotiate just for the sake of negotiating. Remind them that a counteroffer is an entirely new offer that makes the first offer qualifying - CORRECT ANSWER learning the financial qualifications of the buyer. Are these prospects truly interested in buying, or are they just engaging in "wishful looking" interview the buyer PITI - CORRECT ANSWER Sum of monthly principal, interest, taxes, and insurance Conventional loan - CORRECT ANSWER loans which are neither insured nor guaranteed by the federal govern- ment. These loans often have requirements for a higher down payment of 20% of the market value or more, unless private mortgage insurance is to be paid by the borrower VA loans - CORRECT ANSWER loans which are guaranteed by the Veterans Administration. These loans are often avail- able with no down payment. The guarantee is free to the Veteran. The Veteran must receive a Certificate of Eligibility from the VA prior to applying for the loan. FHA loan - CORRECT ANSWER loans which are insured by the Federal Housing Administration. These loans require a small down payment, and are obtained through approved lenders. By providing insurance to the lender, the FHA attracts lenders to loans which they would not otherwise be interested in making. Buyer Representation Agreement - CORRECT ANSWER A principal-agent relationship in which the real estate professional acts on behalf of the buyer, usually as an agent, with fiduciary responsibilities to the buyer. Signs of a problem client - CORRECT ANSWER They tell you that they just want to "see what's out there" They are always looking for a "good deal" They have a less than favorable credit history They refuse to be pre-qualified by a lender They refuse to sign an exclusive buyer's agency agreement They are hypercritical and/or over-demanding They make a habit of missing appointments or showing up late They simply are not being honest with you Sellers disclosure agreement - CORRECT ANSWER In accordance with Texas law, be sure to go over the Seller's Disclosure Statement with the buyers before they sign an Earnest Money Contract.. The agreement requires the seller to disclose everything good bad and ugly about the house Possible closing lines - CORRECT ANSWER "Let's go into the office and see if we can work this out." "The owners have indicated that you could take occupancy on March 1. Is that good for you or would April 1, be better?" "If both properties were the same price, which would you prefer?" "I feel that you both like this house, and it seems that you are ready to make an offer. Let's talk about that now." "It'll be terrific when you are all moved in and living here. I know you will love it. I sure do." "Won't it be wonderful to have this decision out of the way?" Code of ethics article 9 - CORRECT ANSWER RealtoRs®, for the protection of all parties, shall assure whenever possible that all agreements related to real estate transactions including, but not limited to, listing and representation agreements, purchase contracts, and leases are in writing in clear and understandable language expressing the specific terms, conditions, obligations and commitments of the parties. A copy of each agreement shall be furnished to each party to such agreements upon their signing or initialing Employment contract used with sellers - CORRECT ANSWER The listing agreement is an employment contract used by sellers to employ a real estate broker, or brokerage firm, to find a buyer for their property. Brokers agree to use their best efforts and abilities to find a purchaser. While some states, including Texas, allow oral listings, good business practice would require that listings should be in writing. Types of Listing Agreements - CORRECT ANSWER Open listing Exclusive agency Exclusive right to sell Net listing exclusive agency - CORRECT ANSWER the seller agrees to list the property with only one broker during the listing term, with the provision that the seller can sell the property himself or herself, without 130 payment of a commission. Subagency - CORRECT ANSWER "when a license holder is not associated with the seller's broker but is representing the seller through a cooperative agreement with the seller's broker." While this is certainly a concise definition, the definition of subagency is better understood by practical example an agent who brings a buyer for another company's listing, and the buyer's representative is working on behalf of the listing agent and seller, owing them fiduciary duties. Reasons houses fail to sell - CORRECT ANSWER Price Location Condition Marketing Plan Dynamizing - CORRECT ANSWER the final touch is a bit of glamour, which makes your home stand out as one the buyers want to live in. Plants, attractive table settings in the dining room, fire in the fireplace, background music, plenty of light, pleasant aromas and a welcoming attitude are a sure way to win in the selling game. Neutralizing - CORRECT ANSWER it is a good idea to get rid of posters, unusual paint colors or very outdat- ed wallpapers. Neutral colors sell better for the simple reason that they blend in with the things buyers already have, rather than clashing. Decluttering - CORRECT ANSWER straighten up closets and other cluttered areas to give the illusion of space and adequate storage. Clear off counter tops and neaten shelves. Throw away unwanted items that add to a crowded feeling. You will probably not want to move these things any- way, so now is a good time to get rid of them. Open listing - CORRECT ANSWER gives the seller the right to list the property with multiple competing brokers and to sell the property personally without liability for payment of a commission. Some sellers believe that an open listing best serves their interests - that listing with several brokers produces more prospects than does a single-listing company. Exclusive Agency Listing - CORRECT ANSWER The owner employs only one broker but retains the right to personally sell the property, and thereby not pay a commission. However, if any other real estate company sells the property, the listing broker is still entitled to the commission stipulated. Exclusive Right to Sell Listing - CORRECT ANSWER Under this listing arrangement, the broker employed is entitled to a commission no matter who sells the property during the listing period. (Even the Seller) Net listing - CORRECT ANSWER The broker agrees to sell the property in order to achieve a net price to the owner, and anything which is received above the net price is the broker's commission. A net listing is prohibited by the licensing law in many states. Prior to SB 489 - CORRECT ANSWER prior to Senate Bill 489, most buyers didn't even know that they were not being represented, but under Senate Bill 489, such disclosure is required by law. Handling price objections - CORRECT ANSWER - A higher price is not likely to be supported by an appraisal, so buyers won't be able to obtain financing. - If your property excludes a feature important to current buyers - large family room or upstairs game/TV room - that must be reflected in the price. - Real estate agents do not control the market or dictate price; the market does. - The monthly payments required on a higher-priced house will eliminate a large number of buyers. Calculate the amount of income buyers would need to carry an 80 percent mortgage with payments equal to one-third (1/3) of monthly income. - The beauty and sentimental value of your home will help it sell, but they are not indicators of price. - The amount of money you need in order to move and buy your new home is a viable indicator of market price Complaints filed with TREC - CORRECT ANSWER A person may file a complaint with TREC against a real estate license holder if the person believes the license holder violated the Texas Real Estate License Act (TRELA) or one of TREC's rules. If TREC has jurisdiction over the complaint, it will typically investigate the allegations by inter- viewing the parties and witnesses and gathering relevant information. After review, TREC's enforcement division will notify the license holder if it intends to initiate disciplinary proceedings. After a hearing or other settlement procedure, it will render a decision. If the evidence establishes a violation, TREC may impose a reprimand, suspension of the license, revocation of the license, a fine, probation, or any combination. Priorities of complaints: Degree of potential harm to the consumer, Potential for immediate harm to the consumer Overall severity of the allegations and the complaint Number of license holders potentially involved in the complaint Previous complaint history of the license holder Number of potential violations in the complaint. Ethics - CORRECT ANSWER defined as a set of moral principles, and as a theory or system of moral values. A business practice may not be ethical, even if it is legal. NAR disciplinary action - CORRECT ANSWER - A reprimand - A fine - Probation - Suspension of membership - Revocation of membership - Any combination of the above actions. Scrupulously - CORRECT ANSWER defined as acting in strict regard for what is considered right or proper; punctiliously exact; painstaking. Social media platforms/features - CORRECT ANSWER Facebook - CORRECT ANSWER Facebook has more than 1.2 billion active users, over 1/3 of which access the service via mobile device only. When posting to facebook consider: Be personal. It can't be all business. Be you, be authentic Act like you would at a dinner party. Don't be the talker. Be the listener. It's not about selling a house, it's about making a relationship. Wikis - CORRECT ANSWER These are compilations of information from different contributors. Real estate professionals can invite visitors to their site, or wikis, to comment on the local community, schools, and shopping, recreational facilities in the area, parks, and events. Inman.com and Zillow.com are creating real estate wikis, asking real estate professionals to contrib- ute their insights to their wikis. Email reply all - CORRECT ANSWER Replying to "all" in an email should only be used as requested. GRI courses - CORRECT ANSWER Graduate REALTOR® Institute These are geared toward agents in their first to third year in business. They are each a week long and are well worth the time invested. Safety tip #46 - CORRECT ANSWER Beware of "phishers" Don't respond to emails requesting personal or private information such as passwords, credit card numbers or bank account numbers. Even if a message appears to be from your bank or a trusted vendor, credible companies never request private information this way. Designation courses - CORRECT ANSWER Certified Home Marketing Specialist (CHMS): Help your clients prepare their homes for sale with this designation dedicated to marketing dialogue and staging technique. Accredited Buyer's Representative (ABR): Show your buyers that you are an expert in the field with the designation that is solely dedicated to the buyer's representative Military Relocation Professional (MRP): Learn to help our military professionals relocate. Seller Representative Specialist (SRS): Gain the necessary knowledge to apply methods, tools, and techniques to provide support and services that sellers want. [Show More]
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