CLP Sales and Business Ethics 2

Question 1

A prospect says they need a two-bedroom but your community only has one-bedrooms available. What is the most ethical and effective response?

Accepted Answer

Tell them a two-bedroom may open up soon and take their contact info

Answer

Show them a one-bedroom and emphasize its benefits without mentioning the size difference

Answer

Decline to assist them since you cannot meet their needs

Answer

Refer them to a competitor property that has two-bedrooms available

Question 2

Under the Fair Housing Act, which of the following is considered an illegal steering practice?

Accepted Answer

Directing minority prospects only to certain floors or buildings within a community

Answer

Showing a prospect all available units regardless of their background

Answer

Providing equal information about all amenities to every prospect

Answer

Offering the same lease terms to all applicants who qualify

Question 3

A leasing professional discovers that a current resident is subletting their apartment without authorization. What is the correct course of action?

Accepted Answer

Report the violation to management and follow the property's lease enforcement procedures

Answer

Ignore the situation to avoid conflict with the resident

Answer

Accept additional rent from the subtenant directly

Answer

Offer the subtenant their own lease immediately

Question 4

Which sales technique involves listening carefully to a prospect's objection and then restating it as a question to better understand their concern?

Accepted Answer

Clarifying restatement

Answer

Assumptive close

Answer

Trial close

Answer

Feature-benefit bridging

Question 5

A leasing agent is showing an apartment and notices a maintenance issue the prospect hasn't spotted. What is the ethical obligation?

Accepted Answer

Disclose the issue and inform the prospect it will be repaired before move-in

Answer

Say nothing and hope the prospect doesn't notice after move-in

Answer

Offer a small rent discount to offset the problem without disclosing it

Answer

Only disclose if the prospect specifically asks about maintenance

Question 6

When a prospect asks about the crime rate in the neighborhood, how should a leasing professional respond?

Accepted Answer

Direct them to public resources like local police department websites for accurate data

Answer

Minimize or deny any crime to avoid losing the prospect

Answer

Provide the actual crime statistics you know from memory

Answer

Tell them the neighborhood is completely safe regardless of facts

Question 7

What does the term 'value proposition' mean in apartment leasing sales?

Accepted Answer

The combination of benefits a community offers that justify its price to prospective residents

Answer

The monthly rent amount listed on the lease agreement

Answer

The total move-in cost including deposit and first month's rent

Answer

A written guarantee of property value appreciation