11/18/25, 7:37
AM
CALP EXAM REVIEW EXAM ACTUAL QUESTIONS AND
ANSWERS WITH COMPLETE SOLUTIONS VERIFIED
What is blockbusting? Scaring people into selling based on fear or
demographic changes
What is grouping? Clustering or suggesting people should live in certain
areas
What is profiling? Making biased assumptions based on someone's
identity
What is steering? Directing people to (or away from) specific units or
areas
Best way to evaluate a Measure actual results against defined goals
marketing plan's
effectiveness?
KPIS
Measure actual results Comparing results to your
against defined goals original objectives Analyze
Hint there are 4 lead sources
Calculating ROI (Return on Investment)
Calculating ROI? Are you getting more value
1. Number of leads generated
2. Cost Per Lead
Tracking Key 3. Conversion
Performance Indicators 4. Website traffic
(KPIS) 5. Social media engagement
1/
19
,11/18/25, 7:37
AM
Hint there are 6 6. Occupancy rate changes
1. Rent Increases
Top Reasons Residents 2. Maintenance Issues
Do Not Renew Hint 3. Poor Management or Communication
there are 4 valid 4. Life Changes
reasons
1. More phone calls, emails, or walk-ins
2. Higher website traffic
Indication of effective 3. Lead source tracking
outreach marketing
4. Appointment or tours booked
efforts Hint there are
5. Leases signed
5
What allows leasing Customer Relationship Management (CRM) System
professionals to
maintain a history or
interactions with
prospective residents
1. Emails
A CRM system tracks all 2. Calls
communication which 3. Tours
would be? 4. Follow - ups
Which document Lease Agreement
describes the relationship
between the
community resident
and the community
OWNER of
management
company
2/
19
, 11/18/25, 7:37
AM
1. Rent Amount
2. Lease Terms
3. Rules and Policies
Lease Agreement includes 4. Maintenance Responsibilities
Hint there are 6
5. Renewal Procedures
6. Consequences for breaking terms
1. Demographics
2. Geographics
Main factors that affect 3. Psychographics
target markets? 4. Behavioral factors
5. Economic Conditions
Most important reason for To accurately explain terms and ensure both
leasing the resident and property follow the
professionals to agreement
understand lease
content?
1. Advertising
2. Sales Promotions
Types of promotional 3. Public Relations (PR)
marketing? Hint 4. Direct Marketing
there are 6 5. Digital and Social Media Marketing
6. Event Marketing
Most effective way to 1. Demonstrate the feature
illustrate the benefits of 2. Connect to their Needs
a feature to a 3. Use visuals & Examples
prospective resident? 4. Highlight Savings or Convenience
Hint there are 4
3/
19
AM
CALP EXAM REVIEW EXAM ACTUAL QUESTIONS AND
ANSWERS WITH COMPLETE SOLUTIONS VERIFIED
What is blockbusting? Scaring people into selling based on fear or
demographic changes
What is grouping? Clustering or suggesting people should live in certain
areas
What is profiling? Making biased assumptions based on someone's
identity
What is steering? Directing people to (or away from) specific units or
areas
Best way to evaluate a Measure actual results against defined goals
marketing plan's
effectiveness?
KPIS
Measure actual results Comparing results to your
against defined goals original objectives Analyze
Hint there are 4 lead sources
Calculating ROI (Return on Investment)
Calculating ROI? Are you getting more value
1. Number of leads generated
2. Cost Per Lead
Tracking Key 3. Conversion
Performance Indicators 4. Website traffic
(KPIS) 5. Social media engagement
1/
19
,11/18/25, 7:37
AM
Hint there are 6 6. Occupancy rate changes
1. Rent Increases
Top Reasons Residents 2. Maintenance Issues
Do Not Renew Hint 3. Poor Management or Communication
there are 4 valid 4. Life Changes
reasons
1. More phone calls, emails, or walk-ins
2. Higher website traffic
Indication of effective 3. Lead source tracking
outreach marketing
4. Appointment or tours booked
efforts Hint there are
5. Leases signed
5
What allows leasing Customer Relationship Management (CRM) System
professionals to
maintain a history or
interactions with
prospective residents
1. Emails
A CRM system tracks all 2. Calls
communication which 3. Tours
would be? 4. Follow - ups
Which document Lease Agreement
describes the relationship
between the
community resident
and the community
OWNER of
management
company
2/
19
, 11/18/25, 7:37
AM
1. Rent Amount
2. Lease Terms
3. Rules and Policies
Lease Agreement includes 4. Maintenance Responsibilities
Hint there are 6
5. Renewal Procedures
6. Consequences for breaking terms
1. Demographics
2. Geographics
Main factors that affect 3. Psychographics
target markets? 4. Behavioral factors
5. Economic Conditions
Most important reason for To accurately explain terms and ensure both
leasing the resident and property follow the
professionals to agreement
understand lease
content?
1. Advertising
2. Sales Promotions
Types of promotional 3. Public Relations (PR)
marketing? Hint 4. Direct Marketing
there are 6 5. Digital and Social Media Marketing
6. Event Marketing
Most effective way to 1. Demonstrate the feature
illustrate the benefits of 2. Connect to their Needs
a feature to a 3. Use visuals & Examples
prospective resident? 4. Highlight Savings or Convenience
Hint there are 4
3/
19
