COS Marketing & Sales Strategies 2

Question 1

Under the Fair Housing Act, which advertising practice is PROHIBITED when marketing affordable housing units?

Accepted Answer

Using images that depict only one racial group

Answer

Using images that suggest a preference for or against a protected class violates the Fair Housing Act's advertising provisions.

Question 2

A prospect asks about unit availability but does not qualify under income restrictions. What is the BEST response from leasing staff?

Accepted Answer

Explain the income eligibility requirements and refer them to market-rate alternatives

Answer

Staff should transparently explain eligibility requirements and, when possible, refer the prospect to suitable alternatives.

Question 3

Which metric BEST measures the effectiveness of a leasing office's outreach efforts?

Accepted Answer

Cost per lease-up

Answer

Cost per lease-up measures how efficiently marketing spend converts into signed leases, making it the best effectiveness metric.

Question 4

When conducting a competitive market analysis for an affordable property, which factor is MOST important to evaluate?

Accepted Answer

Comparable properties' rent levels and vacancy rates

Answer

Rent levels and vacancy rates at comparable properties directly inform pricing strategy and demand assessment.

Question 5

A LIHTC property's marketing plan should prioritize outreach to which organization to identify income-qualified prospects?

Accepted Answer

Social service agencies and housing authorities

Answer

Social service agencies and housing authorities regularly serve income-qualified households who are the target population for LIHTC housing.

(COS) Certified Occupancy Specialist Practice Test