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

Taking their contact information and notifying them of future availability maintains honesty while keeping the prospect engaged.

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

Steering directs protected class members to specific areas of a property, which is an illegal discriminatory practice under the Fair Housing Act.

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

Unauthorized subletting is a lease violation that must be reported to management and handled through proper enforcement channels.

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

Clarifying restatement reflects the prospect's objection back to them, demonstrating active listening and helping uncover the real concern.

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

Ethical leasing requires transparency about known property defects, and assuring the prospect of timely repairs builds trust.

(CLP) Certified Leasing Professional Practice Test