BARNEY FLETCHER 2026 REAL ESTATE
EDUCATION TEST PAPER QUESTIONS AND
SOLUTIONS GRADED A+
◉ For buyers what are the five steps of the pre-qualification process.
Answer: 1. Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
◉ For sellers what are the five steps to the first appointment.
Answer: 1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
◉ A person who may be willing to engage in a real estate
transaction. Answer: Prospect
,◉ A person who is willing to perhaps have a conversation but has no
real desire to engage in a real estate transactions. Answer: Suspect
◉ In determining whether a person is a suspect or a prospect we
must consider. Answer: Urgency and motivation
◉ When setting goals, its important they be. Answer: Specific
Measurable
Attainable
Realistic
Timely
◉ Most common type of target market is a particular neighborhood
of homes. Answer: Farming
◉ A ______ analysis can be helpful in analyzing your strengths and
weaknesses, which can sometimes help you pick the target market
that is best for you. Answer: SWOT
◉ The primary objective of any type of real estate prospecting is to.
Answer: Generate an appointment
,◉ The ratio that is computed by dividing the number of homes sold
in a year by the total number of homes in the farms. Answer:
Turnover ratio
◉ A method of prospecting that will involve the telephone, but only
as part of a mix of different types of contacts. Answer: Circle
prospecting
◉ A ______ agent has more control than a _____ agent. Answer:
Listing/selling
◉ This involves only one appointment with the prospective sellers.
Licensee makes the presentation, show the recommended price
through CMA and try to get sellers to sign the listing contract.
Answer: 1-step listing presentation
◉ What is the best way to establish a personal brand in real estate.
Answer: To develop a good reputation
◉ Which of the following choices is the most common way buyers
find a house they purchased. Answer: Internet
◉ What is the most important part of your "brand" in your real
estate career. Answer: Your reputation
, ◉ When a real estate licensee focuses his or her prospecting efforts
on a particular neighborhood or type of buyer is the licensee's.
Answer: Target market
◉ As a real estate agent your primary product is. Answer: Your
contacts
◉ When the number of listings by a particular firm is divided by the
total number of listings in that neighborhood, the result is the.
Answer: Market share
◉ Which of the following is the best way to ask for a referral.
Answer: Who do you know who might be looking to buy or sell a
house
◉ The process of ensuring that the interior and exterior of a home
are as attractive as possible is known as. Answer: Staging
◉ The types of media used to generate new business is known as
the. Answer: Promotional mix
◉ When doing the initial tour of a house before making a listing
presentation, one goal should be to. Answer: Get the sellers to view
the property from the standpoint of a typical buyers rather than a
seller
EDUCATION TEST PAPER QUESTIONS AND
SOLUTIONS GRADED A+
◉ For buyers what are the five steps of the pre-qualification process.
Answer: 1. Urgency
2. Motivation
3. Financial Ability
4. Wants and Needs
5. Agency
◉ For sellers what are the five steps to the first appointment.
Answer: 1. Urgency
2. Motivation
3. Concerns
4. Expectations
5. Hesitations
◉ A person who may be willing to engage in a real estate
transaction. Answer: Prospect
,◉ A person who is willing to perhaps have a conversation but has no
real desire to engage in a real estate transactions. Answer: Suspect
◉ In determining whether a person is a suspect or a prospect we
must consider. Answer: Urgency and motivation
◉ When setting goals, its important they be. Answer: Specific
Measurable
Attainable
Realistic
Timely
◉ Most common type of target market is a particular neighborhood
of homes. Answer: Farming
◉ A ______ analysis can be helpful in analyzing your strengths and
weaknesses, which can sometimes help you pick the target market
that is best for you. Answer: SWOT
◉ The primary objective of any type of real estate prospecting is to.
Answer: Generate an appointment
,◉ The ratio that is computed by dividing the number of homes sold
in a year by the total number of homes in the farms. Answer:
Turnover ratio
◉ A method of prospecting that will involve the telephone, but only
as part of a mix of different types of contacts. Answer: Circle
prospecting
◉ A ______ agent has more control than a _____ agent. Answer:
Listing/selling
◉ This involves only one appointment with the prospective sellers.
Licensee makes the presentation, show the recommended price
through CMA and try to get sellers to sign the listing contract.
Answer: 1-step listing presentation
◉ What is the best way to establish a personal brand in real estate.
Answer: To develop a good reputation
◉ Which of the following choices is the most common way buyers
find a house they purchased. Answer: Internet
◉ What is the most important part of your "brand" in your real
estate career. Answer: Your reputation
, ◉ When a real estate licensee focuses his or her prospecting efforts
on a particular neighborhood or type of buyer is the licensee's.
Answer: Target market
◉ As a real estate agent your primary product is. Answer: Your
contacts
◉ When the number of listings by a particular firm is divided by the
total number of listings in that neighborhood, the result is the.
Answer: Market share
◉ Which of the following is the best way to ask for a referral.
Answer: Who do you know who might be looking to buy or sell a
house
◉ The process of ensuring that the interior and exterior of a home
are as attractive as possible is known as. Answer: Staging
◉ The types of media used to generate new business is known as
the. Answer: Promotional mix
◉ When doing the initial tour of a house before making a listing
presentation, one goal should be to. Answer: Get the sellers to view
the property from the standpoint of a typical buyers rather than a
seller
