CHAMPIONS SCHOOL OF REAL ESTATE
MARKETING SAE
m 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
1. Based on Janie's failed marketing attempts so far, what might Jonathan's advice have been? - a. Janie
should ditch her metro marketing efforts and think bigger to macro marketing.
++b. Janie should think "smaller" and narrow her focus to a particular segment of the market.
, c. Janie should hire his website designer to build her a sleek site with colorful graphics and music. You
have to spend money in order to make money.
d. Janie should switch to a larger brokerage with more exposure to the metro market
By specializing in a segment of the market, what type of marketing would Janie be practicing? - a.
Modified metro marketing
b. Macro marketing
++c. Micro marketing
d. Branding
Why would an agent employ micro marketing strategies? - a. Because most brokerages today require
agents to specialize in a niche market
b. Because agents do not like cold calling
++c. Because it can save agents time and money by custom tailoring their marketing campaigns for a
specific group of buyers/sellers
d. Because it is just easier to do due to social media
What is ai? - Artificial intelligence is quite simply the next frontier in technology that truly will change the
way that people do business. Many people use artificial intelligence (AI) every day and might not even
realize it. Copyright © 2018 Champions School of Real Estate® 64 Chapter 5 Technology and Online
Marketing Have you ever asked Apple's Siri to find a restaurant in the area that serves Chinese food?
Have you ever used the Windows 10 solution to AI, Cortana to find an answer to a question for you?
Maybe you bought or received an Echo Dot or similar AI device for your home recently. All of these are
examples of AI designed to do the "heavy lifting" to add value to your life.
Real estate agents are now _______ more than ever? - ++a. Mobile
b. Officebound
c. Dependent on office space
d. None of these are correct
The word blog is a combination of which two words? - a. Binary and log
++b. Web and log
c. Web and byte
d. Byte and log
Largest Social Media Site in US? - ++FB
Twitter has __________ who read there posts? - followers
Users of pintrest _________ items to their own personal boards. - PIN
MARKETING SAE
m 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
1. Based on Janie's failed marketing attempts so far, what might Jonathan's advice have been? - a. Janie
should ditch her metro marketing efforts and think bigger to macro marketing.
++b. Janie should think "smaller" and narrow her focus to a particular segment of the market.
, c. Janie should hire his website designer to build her a sleek site with colorful graphics and music. You
have to spend money in order to make money.
d. Janie should switch to a larger brokerage with more exposure to the metro market
By specializing in a segment of the market, what type of marketing would Janie be practicing? - a.
Modified metro marketing
b. Macro marketing
++c. Micro marketing
d. Branding
Why would an agent employ micro marketing strategies? - a. Because most brokerages today require
agents to specialize in a niche market
b. Because agents do not like cold calling
++c. Because it can save agents time and money by custom tailoring their marketing campaigns for a
specific group of buyers/sellers
d. Because it is just easier to do due to social media
What is ai? - Artificial intelligence is quite simply the next frontier in technology that truly will change the
way that people do business. Many people use artificial intelligence (AI) every day and might not even
realize it. Copyright © 2018 Champions School of Real Estate® 64 Chapter 5 Technology and Online
Marketing Have you ever asked Apple's Siri to find a restaurant in the area that serves Chinese food?
Have you ever used the Windows 10 solution to AI, Cortana to find an answer to a question for you?
Maybe you bought or received an Echo Dot or similar AI device for your home recently. All of these are
examples of AI designed to do the "heavy lifting" to add value to your life.
Real estate agents are now _______ more than ever? - ++a. Mobile
b. Officebound
c. Dependent on office space
d. None of these are correct
The word blog is a combination of which two words? - a. Binary and log
++b. Web and log
c. Web and byte
d. Byte and log
Largest Social Media Site in US? - ++FB
Twitter has __________ who read there posts? - followers
Users of pintrest _________ items to their own personal boards. - PIN
