NAR Customer Needs Assessment 2

Question 1

A buyer says they 'need' a four-bedroom home but later reveals only one child lives at home. What should a REALTOR® do first?

Accepted Answer

Explore whether the stated need reflects actual usage or other motivations

Answer

Distinguishing between stated needs and underlying motivations helps agents identify properties that truly serve the client.

Question 2

Which questioning technique is most effective for uncovering a client's unstated concerns during a needs assessment?

Accepted Answer

Open-ended questions that invite the client to elaborate

Answer

Open-ended questions encourage clients to share priorities and concerns they might not volunteer unprompted.

Question 3

A relocating buyer has never visited the target city. What should the REALTOR® prioritize in the needs assessment?

Accepted Answer

Understand lifestyle preferences to recommend suitable neighborhoods

Answer

Lifestyle and commute needs help match a relocating buyer to neighborhoods they haven't personally evaluated.

Question 4

During a needs assessment, a client ranks 'good school district' as their top priority. Under fair housing law, how should the REALTOR® respond?

Accepted Answer

Provide objective school performance data and show homes across all qualifying districts

Answer

Agents may discuss objective school performance data without steering clients based on neighborhood demographics.

Question 5

What does 'motivation' refer to in the context of a buyer needs assessment?

Accepted Answer

The underlying reason driving the buyer's decision to purchase now

Answer

Understanding the buyer's motivation—job change, growing family, investment—shapes the urgency and type of property needed.

(NAR) National Association of Realtors Certification Practice Test