Practice Test Geeks(CRM) Certified Residential Manager Practice Test
← All CRM Flashcard Decks

Marketing & Sales Strategies Flashcards

7 cards from real CRM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Marketing & Sales Strategies flashcards as text

  1. Which fair housing rule is MOST relevant when marketing a residential property?

    Answer: All advertising must comply with the Fair Housing Act and cannot indicate preference based on protected classes

    All marketing materials must comply with the Fair Housing Act, which prohibits indicating any preference or limitation based on protected classes.

  2. A property has a 10% vacancy rate. Management wants to set a revenue goal. Which calculation is used to determine Gross Potential Rent (GPR)?

    Answer: Total rent if all units were occupied at market rate for the full period

    Gross Potential Rent is the total income a property would generate if every unit were occupied at full market rent with no vacancies or concessions.

  3. What is the purpose of a 'market survey' in residential property management?

    Answer: To compare the property's rents, amenities, and occupancy to competing properties nearby

    A market survey benchmarks the property against competitors to inform pricing, amenity upgrades, and marketing strategies.

  4. Which leasing technique involves guiding a prospect through a property while emphasizing features that match their stated needs?

    Answer: Feature-benefit selling

    Feature-benefit selling connects a property's specific features to the individual prospect's needs, making the tour more persuasive.

  5. A property manager notices that most lease expirations fall in January, creating seasonal vacancy risk. The BEST long-term solution is to:

    Answer: Stagger lease expirations by offering varied lease terms to balance renewals year-round

    Staggering lease terms distributes expirations across months, reducing the concentration of vacancies during seasonally slow periods.

  6. What does 'economic occupancy' measure at a residential property?

    Answer: The percentage of potential rental income actually collected

    Economic occupancy measures the percentage of gross potential rent actually collected, accounting for vacancies, concessions, and delinquencies.

  7. A leasing agent is showing a two-bedroom unit to a prospect who expressed concern about noise. Which response best demonstrates effective objection handling?

    Answer: Acknowledge the concern, then highlight soundproofing features and quiet hours policy

    Acknowledging the objection and providing factual reassurance builds trust and keeps the prospect engaged in the leasing process.