1. You meet someone new at an open house. How are you most likely to start the conversation?
- Choose I introduce myself and find some common ground so the conversation feels comfortable before we get too far into real estate. I ask what caught their attention about the home and get them talking about what they'd love to find in their next one. I ask what they're looking for, where they've been searching, and what they've seen so far so I have a clearer picture of their situation. I ask how their home search is going and whether they've hit any bumps in the road that I might be able to help with.
2. A prospective client is interviewing several agents. How do you make the case for choosing you?
- Choose I ask what they’re looking for in an agent, then explain where my experience and approach line up with what matters most to them. I walk them through how I would approach their situation, explain the decisions we’d make along the way, and answer their questions as we go. I share some of the ideas I have for marketing their home and generating interest, so they can see what I’d bring to the table. I focus on getting to know them and making sure they feel comfortable with me, because the right working relationship matters on both sides.
3. A buyer client is hesitant to make an offer on what you believe is the best choice. How do you help them decide?
- Choose I talk through what they liked about the home and help them picture what living there could look like if they decide to move forward. I ask what’s making them hesitate and spend some time talking through their concerns so I understand what they’re feeling. I help them weigh what they like about the home against what’s giving them pause, offering my perspective as they work toward a decision. I go back through the facts with them—price, condition, location, market activity, and how the home compares to their other options.
4. You just worked through a tricky deal and someone asks how you pulled it off. Which response sounds most like you?
- Choose “There were a few ways we could have handled it, so I helped everyone work through the options until we found the one that made the most sense.” “I had an idea we hadn’t tried yet, and once I put it out there, everything started moving in the right direction.” “I think the biggest difference was that everyone felt heard. Once we got past the tension, it became much easier to work things out.” “I went back through the numbers and found an option we hadn’t considered. Once everyone saw it, the decision was pretty straightforward.”
5. Someone you meet at an open house is seriously interested in the home. How are you most likely to proceed?
- Choose I find a quiet moment to sit down with them, talk through how they’re feeling about the home, and make sure they’re comfortable with what happens next. I walk them through their options and what would be involved in making an offer, then help them decide how they want to proceed. I see if another agent can cover the open house so I can give the buyer my full attention and keep things moving while their interest is high. I get the information I need about their situation and financing, then determine what needs to happen before we can put together a solid offer.
6. Someone you’ve recently met doesn’t know you very well. What are you most likely to do to stay on their radar?
- Choose I’d invite them to something casual—maybe coffee with a few people, a neighborhood get-together, or an event where we could connect again naturally. I’d send them useful information when I came across something relevant to their situation or plans. I’d check in from time to time, remember what’s going on in their life, and keep the connection going naturally. I’d look for an opportunity to be helpful—answer a question, offer some perspective, or point them toward a resource they could use.
7. A buyer who hasn’t been pre-approved asks to see four more homes this weekend. Which response sounds most like you?
- Choose “I know you’re eager to keep looking, and I don’t want you falling in love with a home only to find out the financing doesn’t work. Let’s get the pre-approval squared away first.” “Before we schedule four more showings, let’s confirm your pre-approval amount so we know we’re focusing on homes that fit your actual buying range.” “Absolutely! Before we line up the next four, let’s get your pre-approval handled so we can focus on the homes that are really worth going after.” “Before we schedule the next four, let’s talk about pre-approval and why it matters. Once you understand where you stand, you can decide how you’d like to move forward.”
8. During a listing appointment, what are you most likely to spend the most time doing?
- Choose Asking questions about what the sellers want to accomplish, then walking them through the choices they’ll need to make along the way. Sharing ideas for presenting and promoting the home and getting them excited about what we could do with it. Getting to know what matters most to the sellers, what they’re concerned about, and what they need from the agent they choose. Reviewing the property, comparable sales, pricing considerations, and the factors most likely to affect their results.
9. Your seller’s home has been on the market for 45 days with few showings. They’re frustrated, questioning your strategy, and considering switching agents. What sounds most like your response?
- Choose “Let’s look at what we’ve tried, talk through some other approaches, and decide together what makes the most sense to change.” “Let’s review the showing activity, feedback, comparable sales, and pricing so we can identify what isn’t working and adjust accordingly.” “I understand why you’re frustrated. Let’s talk about what’s concerning you most, and then we’ll figure out our next steps from there.” “Let’s change things up. I have some fresh ideas for how we present the home and get it back in front of buyers in a new way.”
10. A first-time buyer is feeling overwhelmed and discouraged after seeing several homes that don’t fit their needs or budget. They’re considering putting their search on hold. How do you respond?
- Choose I ask what’s been bothering them most about the search and spend some time talking it through before we decide whether taking a break is really what they want. I help them sort through what they’ve learned from the homes we’ve seen, revisit what matters most, and talk through the choices they have from here. I remind them that we haven’t found the right home yet, then suggest changing up our approach and looking at some possibilities we may not have considered. I review their budget, priorities, and the homes we’ve seen to identify where the disconnect is and whether we need to adjust the search criteria.
11. You represent the buyer, and the appraisal comes in significantly below the purchase price, putting the deal at risk. How do you handle it with your client?
- Choose I review the appraisal and comparable sales to understand where the difference came from, then explain what the numbers mean for our options. Rally your client with an optimistic vision of the property's potential, proposing creative fixes like seller credits or future upgrades to keep the excitement alive and close the gap. I walk my buyer through the different ways we could respond, explain the pros and cons of each, and help them decide which path makes the most sense. I talk with my buyer about whether the home is still worth pursuing and what outcome matters most before we decide what to do next.
12. An inspection reveals several issues, and the buyer is requesting extensive repairs your seller doesn’t want to make. Tensions are rising. How are you most likely to approach the negotiation?
- Choose I look for another way to put the deal together—credits, different terms, or a combination neither side has considered yet. I help my seller sort through the requests, decide where there’s room to compromise, and work with the buyer’s agent toward an agreement both sides can accept. I break down the repair requests by cost and significance, determine which ones could materially affect the deal, and use that information to shape our response. I focus first on lowering the temperature, understanding what each side is most concerned about, and finding common ground we can build on.
If you are human, leave this field blank.
