Champions School of Real Estate
Marketing SAE
Questions
and Answers 100% Correct
Price✔✔ The most common reason a property fails to sell is __________.
Marketing✔✔ Matching human needs with goods or services to meet those needs is the process
of ____
agent✔✔ Problem solving is a key personality trait of a successful ___
D in AIDA stand for✔✔ Desire
Four P's of Marketing✔✔ Product, Price, Place, Promotion
A-I-D-A✔✔ The four psychological steps of a sale, attention, interest, desire, and action
To be an effective problem solver, it is beneficial to understand basic ----------human needs and
the involved in a sale.✔✔ psychological steps
Emotional Phases of a Purchase✔✔ The emotional phases are:
1. Attention - the buyer's attention is caught by an item, advertisement, sign or whatever. Interest
can be aroused once you have the buyers' attention.
2. Interest - a more advanced stage of attention, interest, is developed by giving facts and details
about a property or demonstrating is suitability to the buyer. When a significant amount of
interest can be generated, enthusiasm or desire takes hold.
,3. Desire - the buyer begins to picture himself in the home - enjoying the amenities it has to offer.
They begin to appreciate your perception in tying them to this particular property.
4. Act - the buyer is ready to buy, or act on his desires.
Amenities✔✔ This can be defined as expected benefits to be received as a result of ownership
SWOT analysis✔✔ Analyzing strengths, weaknesses, opportunities, and threats is referred to as
...
CMA✔✔ A report prepared by an agent to help a seller realistically price their property is a
Market Research✔✔ Gathering data, analyzing it and drawing conclusions based on it describes
Market research can be conducted for a variety of reasons:✔✔ • To monitor current marketing
performance
• To evaluate potential marketing activities
• To improve marketing as a process
• To create or test ideas and approaches
• To identify market opportunities and threats
• To identify the agent's (or team's, or office's) strengths and weaknesses
• To determine the direction of the market
Which of the following could potentially be a weakness?✔✔ ++a. An agent uses a flip phone for
business calls and has not set up a voicemail box
b. An agent regularly contacts people in her sphere of influence to touch base.
c. An agent joins the local board of REALTORS
d. All of these are potentially considered weaknesses
, Why might a real estate professional perform market research?✔✔ a. To determine the direction
of the market
b. To monitor current marketing performance
c. To identify new market opportunities
++ d. All of these are reasons to perform market research
The __________ Analysis is an excellent source for marketing research.✔✔ SWOT
For sale by owner✔✔ The acronym FSBO stands for
cold calling✔✔ Another name for telemarketing is called
Geographic Farming✔✔ Working a market based on location is called
In term of marketing what is a farm?✔✔ A farm is a part of the area that is serviced by your firm
Which is a common technique used in prospecting listings?✔✔ cold call
mail
door to door
Multiple Choice - Read the scenario and answer the questions that follow. Janie has been
spending thousands of dollars on marketing materials without realizing much of a return on her
efforts. She has become disheartened because she feels as though there is too much competition
in her metro market and that her shotgun marketing approach is not reaching the right people at
the right time. Janie meets with her mentor, Jonathan, who has been a top earner in their
brokerage for the last 5 years and counting. He credits his success with learning to master his
marketing, making it as effective as possible. He even spends less on marketing materials per
quarter than Janie does! Jonathan listens to Janie lament about losing money and time. Before
she can finish her sob story, he tells her that he knows exactly what she is doing wrong, and he
gives her some sound advice.✔✔ look at questions
Marketing SAE
Questions
and Answers 100% Correct
Price✔✔ The most common reason a property fails to sell is __________.
Marketing✔✔ Matching human needs with goods or services to meet those needs is the process
of ____
agent✔✔ Problem solving is a key personality trait of a successful ___
D in AIDA stand for✔✔ Desire
Four P's of Marketing✔✔ Product, Price, Place, Promotion
A-I-D-A✔✔ The four psychological steps of a sale, attention, interest, desire, and action
To be an effective problem solver, it is beneficial to understand basic ----------human needs and
the involved in a sale.✔✔ psychological steps
Emotional Phases of a Purchase✔✔ The emotional phases are:
1. Attention - the buyer's attention is caught by an item, advertisement, sign or whatever. Interest
can be aroused once you have the buyers' attention.
2. Interest - a more advanced stage of attention, interest, is developed by giving facts and details
about a property or demonstrating is suitability to the buyer. When a significant amount of
interest can be generated, enthusiasm or desire takes hold.
,3. Desire - the buyer begins to picture himself in the home - enjoying the amenities it has to offer.
They begin to appreciate your perception in tying them to this particular property.
4. Act - the buyer is ready to buy, or act on his desires.
Amenities✔✔ This can be defined as expected benefits to be received as a result of ownership
SWOT analysis✔✔ Analyzing strengths, weaknesses, opportunities, and threats is referred to as
...
CMA✔✔ A report prepared by an agent to help a seller realistically price their property is a
Market Research✔✔ Gathering data, analyzing it and drawing conclusions based on it describes
Market research can be conducted for a variety of reasons:✔✔ • To monitor current marketing
performance
• To evaluate potential marketing activities
• To improve marketing as a process
• To create or test ideas and approaches
• To identify market opportunities and threats
• To identify the agent's (or team's, or office's) strengths and weaknesses
• To determine the direction of the market
Which of the following could potentially be a weakness?✔✔ ++a. An agent uses a flip phone for
business calls and has not set up a voicemail box
b. An agent regularly contacts people in her sphere of influence to touch base.
c. An agent joins the local board of REALTORS
d. All of these are potentially considered weaknesses
, Why might a real estate professional perform market research?✔✔ a. To determine the direction
of the market
b. To monitor current marketing performance
c. To identify new market opportunities
++ d. All of these are reasons to perform market research
The __________ Analysis is an excellent source for marketing research.✔✔ SWOT
For sale by owner✔✔ The acronym FSBO stands for
cold calling✔✔ Another name for telemarketing is called
Geographic Farming✔✔ Working a market based on location is called
In term of marketing what is a farm?✔✔ A farm is a part of the area that is serviced by your firm
Which is a common technique used in prospecting listings?✔✔ cold call
door to door
Multiple Choice - Read the scenario and answer the questions that follow. Janie has been
spending thousands of dollars on marketing materials without realizing much of a return on her
efforts. She has become disheartened because she feels as though there is too much competition
in her metro market and that her shotgun marketing approach is not reaching the right people at
the right time. Janie meets with her mentor, Jonathan, who has been a top earner in their
brokerage for the last 5 years and counting. He credits his success with learning to master his
marketing, making it as effective as possible. He even spends less on marketing materials per
quarter than Janie does! Jonathan listens to Janie lament about losing money and time. Before
she can finish her sob story, he tells her that he knows exactly what she is doing wrong, and he
gives her some sound advice.✔✔ look at questions
