Book : California Real Estate Practice [Third Edition] By Robert L. Herd and Bruce A. Southstone
Chapter 6 : Working With Buyers
Class Discussion Topics
1. Role-play an inquiry about one of your office listings with another student. Your goal is to get the caller’s name, telephone number, basic needs, and a firm commitment to meet with you to look at property.
2. Role-play a first appointment with another student.
3. Role-play a property showing in which the buyers show interest in the remodeled kitchen, the bathrooms, and the swimming pool.
4. Role-play a situation in which you present the agency disclosure form and the Buyer Representation Agreement (BRE).
5. Role-play talking a buyer out of waiting to list her home until she has found a replacement.
Chapter 6 Quiz
1. Someone calling about a newspaper ad
a. already knows the area where the home is located.
b. is very likely to buy that particular home.
c. usually does not want to give their name and phone number.
d. is satisfied with the home’s architectural style.
2. Which of the following is the best source of new customers for a new licensee?
a. Floor time
b. Open House
c. Referrals
d. Renters
3. Which of the following is the proper response to a caller inquiring if a property has a view?
a. No, it doesn’t.
b. I’m not sure, let’s go look at it.
c. Is a view important to you?
d. Yes, it does.
4. Which of the following is a good policy in handling a phone inquiry?
a. Agree to meet the caller at the property for the first appointment.
b. Give the caller whatever information they want.
c. Ask if the caller has a home to sell before purchasing.
d. Give the caller only enough information to create interest in seeing the property.
5. When is the best time to present the agency disclosure agreement to a new buyer?
a. At the earliest opportunity after an ongoing relationship has been established.
b. Just prior to filling out the purchase agreement.
c. When escrow is opened.
d. The very first time you meet them.
6. Which of the following is not a buying signal?
a. Returning several times to or lingering in a room.
b. Taking a cursory look through the property and leaving quickly.
c. Running a hand over the countertop or along the cabinets several times.
d. Asking if the refrigerator stays with the property.
7. What should you do when you are finished showing a home?
a. Return the home to exactly the same condition as you found it.
b. Let the cat outside to get some exercise.
c. Flush your cigarette butt down the toilet after you are finished with it.
d. Leave the door unlocked for the owners for when they get home.
8. What should you do when calling another real estate company about the availability of one of its listings?
a. Pretend you are a buyer so you get more information.
b. Identify yourself and the company you are with.
c. Ask to speak to the listing agent only.
d. Ask to speak to the branch manager about the property.
9. What should you do if you arrive at a home and another licensee is already showing it?
a. Show the property but stay as far away from the other licensee as possible.
b. Let the licensee know she needs to speed it up as you have your own timetable to meet.
c. Wait in an inconspicuous place until the other licensee is through, and then show the home.
d. Come back later.
10. What should you do if the buyers bring their children along to see the property?
a. Ask the children to be as quiet as possible.
b. Give the children some of the resident’s toys to play with.
c. Leave the children in the car.
d. Involve the children by asking their opinion.