Champions School of Real Estate Marketing
SAE Exam Study Guide.
Price - answer✔The most common reason a property fails to sell is __________.
Marketing - answer✔Matching human needs with goods or services to meet those needs is the
process of ____
agent - answer✔Problem solving is a key personality trait of a successful ___
D in AIDA stand for - answer✔Desire
Four P's of Marketing - answer✔Product, Price, Place, Promotion
A-I-D-A - answer✔The four psychological steps of a sale, attention, interest, desire, and action
To be an effective problem solver, it is beneficial to understand basic ----------human needs and
the involved in a sale. - answer✔psychological steps
Emotional Phases of a Purchase - answer✔The emotional phases are:
1. Attention - the buyer's attention is caught by an item, advertisement, sign or whatever. Interest
can be aroused once you have the buyers' attention.
2. Interest - a more advanced stage of attention, interest, is developed by giving facts and details
about a property or demonstrating is suitability to the buyer. When a significant amount of
interest can be generated, enthusiasm or desire takes hold.
3. Desire - the buyer begins to picture himself in the home - enjoying the amenities it has to offer.
They begin to appreciate your perception in tying them to this particular property.
4. Act - the buyer is ready to buy, or act on his desires.
Amenities - answer✔This can be defined as expected benefits to be received as a result of
ownership
SWOT analysis - answer✔Analyzing strengths, weaknesses, opportunities, and threats is referred
to as ...
CMA - answer✔A report prepared by an agent to help a seller realistically price their property is
a
Market research can be conducted for a variety of reasons: - answer✔• To monitor current
marketing performance
• To evaluate potential marketing activities
• To improve marketing as a process
• To create or test ideas and approaches
• To identify market opportunities and threats
• To identify the agent's (or team's, or office's) strengths and weaknesses
• To determine the direction of the market
Which of the following could potentially be a weakness? - answer✔++a. An agent uses a flip
phone for business calls and has not set up a voicemail box
b. An agent regularly contacts people in her sphere of influence to touch base.
c. An agent joins the local board of REALTORS
d. All of these are potentially considered weaknesses
Why might a real estate professional perform market research? - answer✔a. To determine the
direction of the market
b. To monitor current marketing performance
c. To identify new market opportunities
++ d. All of these are reasons to perform market research
The __________ Analysis is an excellent source for marketing research. - answer✔SWOT
For sale by owner - answer✔The acronym FSBO stands for
cold calling - answer✔Another name for telemarketing is called
Geographic Farming - answer✔Working a market based on location is called
In term of marketing what is a farm? - answer✔A farm is a part of the area that is serviced by
your firm
Which is a common technique used in prospecting listings? - answer✔cold call
mail
door to door
Why would an agent employ micro marketing strategies? - answer✔a. Because most brokerages
today require agents to specialize in a niche market
b. Because agents do not like cold calling
++c. Because it can save agents time and money by custom tailoring their marketing campaigns
for a specific group of buyers/sellers
d. Because it is just easier to do due to social media
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