Book : California Real Estate Practice [Third Edition] By Robert L. Herd and Bruce A. Southstone
Chapter 2 : Choosing The Right Broker
Class Discussion Topics
1. What area of real estate would you want to specialize in? Are you interested in a particular type of real estate, a geographic area, or
both? Why?
2. Describe what you know about the training available at the various real estate firms in your area. Whose is the best, and why?
3. What are the advantages to the designated broker of having her licensees work as independent contractors?
4. As a group, list the top five characteristics of a successful office. Put them in order of importance.
5. Role-play with another classmate how you would handle an incoming sign call on a property that is already under contract.
You act as the duty salesperson and your classmate can be the potential buyer.
6. Have two students role-play an interview between a broker and a new licensee.
Chapter 2 Quiz
1. In what area of real estate are most licensees engaged?
a. Land sales
b. Subdivision home sales
c. Commercial property
d. Residential property
2. Which of the following are the most effective aids to the real estate salesper son in representing buyers and sellers?
a. "realtor.org" and "realtors.com"
b. The Multiple Listing Service and national knowledge
c. Open House and private showings
d. Choosing the right broker and real estate knowledge
3. Which of the following criteria must be met for the IRS to treat real estate sales-persons as independent contractors?
a. The worker is required to undergo training.
b. Payment is made only when and if the job is fully completed.
c. The worker does not make her services available to the public.
d. The worker's business and travel expenses are paid by the employer.
4. When choosing a broker, a new licensee should be most interested in one that offers
a. excellent initial and ongoing training.
b. a 100 percent commission plan.
c. an office of thirty or more licensees where only a couple are successful.
d. an office with a very busy selling broker.
5. When choosing a broker, a new licensee should select
a. the office with a 100 percent commission split.
b. one who offers a private office.
c. the office with company-provided computers.
d. and interview as many brokers as possible.
6. Which of the following is not true of role-playing?
a. Role-playing can only be used for interpersonal activities, not telephone techniques.
b. Role-playing situations are as limitless as our imaginations.
c. Role-playing can involve more than one person.
d. Group role-playing with honest critiques after each session are a very effective way to learn.
7. Independent contractors working for an employing broker
a. must pay their own as well as the employer's part of the Social Security tax.
b. are excluded from any type of litigation.
c. are not responsible to the employing broker for their actions.
d. are not considered employees by the federal government.
8. What is the most effective type of training?
a. Classroom training
b. CDs and tapes
c. Books
d. Role-playing
9. As real estate professionals, the only product or service we have to sell is we sell is
a. time and knowledge,
b. condominiums and townhomes.
c. residential one to four units.
d. farm, commercial, and industrial properties.
10. What is the ultimate advantage of professional designations?
a. Their cost is tax deductable.
b. They impress For Sale by Owners (FSBOs).
c. They help generate more listings and referrals.
d. They yield higher income through more knowledgeable performance.