Check Your Understanding-Answers
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What is the most important factor for a prospective homebuyer to consider in the decision to purchase?
Affordability
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What is floor time and why is it important?
Floor time consists of periods when agents can take inquiries. When a licensee is on floor duty, any new caller who does not ask for a specific agent by name becomes that licensee's prospect. Floor time is particularly important for licensees who are trying to build a client base.
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When handling a telephone inquiry, why should you limit the amount of information you give out about the property?
The less information you give, the less chance the caller will find a reason to eliminate the property and the better chance you'll have of getting an appointment to show it.
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Agent Greg receives a call about one of his firm's ads. He succeeds in setting up an appointment to meet with the caller. What approach can Greg use to discourage the person from calling other agents?
Greg should suggest that the caller go through the ads and circle any and all other properties of interest. Then he should ask the caller to bring the paper to the meeting so that he can look up information about all the circled properties.
