NAR CRM Systems & Analytics 3

Question 1

Which CRM data field is most critical to collect at first contact with a buyer prospect to enable effective long-term nurturing?

Accepted Answer

Estimated purchase timeline

Answer

Purchase timeline determines nurture cadence—someone buying in 3 months needs different touchpoints than someone buying in 18 months.

Question 2

An agent uses CRM analytics and finds that text message campaigns have a 45% response rate versus 12% for email. What should the agent do?

Accepted Answer

Shift more outreach budget toward SMS while maintaining email for compliance records

Answer

Data-driven agents reallocate effort toward higher-performing channels while keeping email for documentation and legal compliance.

Question 3

What is 'contact deduplication' in a CRM, and why is it important for Realtors?

Accepted Answer

Merging duplicate records for the same person to maintain data accuracy

Answer

Deduplication merges multiple records for the same person, preventing embarrassing double-contacts and maintaining clean analytics.

Question 4

A Realtor wants to measure which lead source generates the most closed transactions. Which CRM report would provide this insight?

Accepted Answer

Lead source attribution report

Answer

A lead source attribution report ties closed deals back to their originating channel (e.g., Zillow, referral, open house), showing ROI by source.

Question 5

Under NAR's Code of Ethics, how should a Realtor handle client personal data stored in a CRM if a client requests its deletion?

Accepted Answer

Honor the request promptly while retaining records required by brokerage or legal obligations

Answer

Realtors must respect client data privacy requests while retaining only records required by law, brokerage policy, or active transaction needs.

(NAR) National Association of Realtors Certification Practice Test