Book : California Real Estate Practice [Third Edition] By Robert L. Herd and Bruce A. Southstone
Chapter 5 : Led Generation Or Prospecting For Clients And Customers
Class Discussion Topics
1. Role-play a door-to-door prospecting situation or a telephone prospecting situation with another student.
2. Identify what you feel are the most effective lead-generating ideas and why.
3. Describe what steps you would take to actively offer your services to your SOI or to a group of divorce attorneys, medical doctors,
or dentists.
4. Identify three “niche markets” that could be the most productive to you and why.
5. Prepare a business plan for the next thirty days and be prepared to share it with the class.
6. List your five best listing sources in order of effectiveness.
Chapter 5 Quiz
1. When generating leads, which of the following can be the most effective for the new licensee?
a. Institutional advertising
b. Geographic farming with personal follow-up
c. Weekly shopping newspaper
d. Placing brochures on cars at the local mall
2. A reverse directory is used to do which of the following?
a. Obtain legal descriptions of properties.
b. Obtain names from the listed addresses.
c. Obtain names that are not on the federal DNC Registry.
d. Obtain names of former owners (chain of title).
3. Which of the following is the most likely reason a listing expires and does not sell?
a. The licensee failed to advertise sufficiently.
b. The licensee didn’t hold enough Open Houses.
c. The tenant would allow the property to be shown only between 10:00 a.m. and 4:00 p.m.
d. The property was not competitively priced to the current market.
4. When evaluating a geographic area for prospecting, which of the following is the most important factor to consider?
a. The annual turnover rate.
b. The total number of homes in the subdivision or neighborhood.
c. The price range of the homes in the area.
d. The amount of competition from other real estate licensees.
5. Legal notices provide good listing leads.Which of the following is not a legal notice?
a. Foreclosure
b. Vacancy
c. Probate
d. Eviction
6. Which of the following is the most important step to take in preparation for an initial visit with a FSBO?
a. Take a picture of the house.
b. Call to confirm that the owner is home.
c. Research and become familiar with the current listings, pending sales, and six months of properties sold in the neighborhood.
d. Dress in a business suit.
7. What should you do when hosting an Open House in a vacant home?
a. Pull all blinds and turn off all lights.
b. Light a fire in the fireplace, if there is one.
c. Ask prospective buyers about their commuting requirements as they view the home.
d. Let someone know where you are and have them call you at a prescribed time.
8. Which of the following should you always do when cold calling?
a. Call during meal time to be sure someone is at home.
b. Talk rapidly so you can make more calls.
c. Hang up if someone gets too “long-winded.”
d. Check each number against the federal DNC registry prior to making the call.
9. Which of the following is an important characteristic of your Internet site?
a. It should be “sticky,” meaning that people may navigate from your site to other sites and return to your site when finished browsing.
b. It should be as short as possible because people don’t read long sites.
c. It should not host your listings because if viewers can see them, they won’t have a reason to call you.
d. It should have as few links as possible.
10. How often should you make contact with a SOI group or geographic farm?
a. Annually
b. Every six months
c. Quarterly
d. Monthly