C2U5 Listing Presentation Package Flashcards
A CMA is BEST described as:
a. a formal appraisal.
b. the cooperative marketing approach of multiple listings.
c. a reflection of the reality of the marketplace.
d. the comparative mortgage analysis performed by agents in advising buyers as to lender and loan type.
c. the cooperative marketing approach of multiple listings. (Note: CMA = comparative market analysis)
In making your recommendation of list price for a single-family home, the MOST important portion of the analysis deals with:
a. list prices of homes on the market now.
b. list prices of home where the listings expired.
c. prices of comparable properties sold.
d. possible rental income.
c. prices of comparable properties sold.
You should realize that for data used on a CMA,
a. the older the data, the less reliable they are.
b. sales prices the seem unusually high or low are often a result of market imperfections.
c. both of these are true.
d. both of these are false.
c. both of these are true.
Owners must be made to realize that:
a. the higher they price their home over fair market value, the longer it will take to sell.
b. the higher they price their home over fair market value, the lower the likelihood of a sale during the listing period.
c. both of these are true.
d. both of these are false.
c. both of these are true.
A recommended list price below what the CMA indicates as the likely sale range is in an owner’s best interest when:
a. a sellers’ market exists.
b. the seller must get the highest net.
c. the seller must sell quickly.
d. the seller is not strongly motivated to sell.
c. the seller must sell quickly.
What a seller receives in hand from a sale is the:
a. gross sale price.
b. net sale price.
c. net profit.
d. seller’s net proceeds.
d. seller’s net proceeds.
The principal reason owners try to sell their homes without an agent is:
a. to have a quick sale.
b. to save the commission.
c. to be able to pick the buyer.
d. none of these.
b. to save the commission.
Your listing presentation material should:
a. be organized to follow your listing presentation.
b. not be used in lieu of a verbal presentation.
c. be helpful in selling an owner on the concept of listing in general and listing with your firm in particular.
d. be all of these.
d. be all of these.
Which statement is the BEST approach to take when selling the benefits of listing with a small office?
a. “We try harder because of the competition.”
b. “All we need to find is one buyer, and even we can do that.”
c. “We need the business more than the large firms do.”
d. “We specialize in a small number of select properties.”
d. “We specialize in a small number of select properties.”
Which would be the MOST effective statement to make during a listing presentation?
a. Last year we sold 26% of the listings we took during the listing period.
b. Our office has six full-time and nine part-time salespeople.
c. Last year our average sale was at 86% of the list price.
d. Our average time to sell was 32 days last year compared with a MLS average time to sell of 54 days.
d. Our average time to sell was 32 days last year compared with a MLS average time to sell of 54 days.
