NAR Customer Needs Assessment 3

Question 1

A couple disagrees during the needs assessment—one wants urban living, the other suburban. What is the REALTOR®'s best approach?

Accepted Answer

Facilitate a conversation to identify shared priorities and acceptable compromises

Answer

Helping clients identify shared priorities and compromise positions moves the process forward and builds trust.

Question 2

What is the primary purpose of asking a buyer about their commute requirements during a needs assessment?

Accepted Answer

To identify geographic boundaries and acceptable neighborhood trade-offs

Answer

Commute requirements establish geographic boundaries that are as important as price range in narrowing the search area.

Question 3

A first-time buyer says they want to 'start building equity.' How should a REALTOR® use this information?

Accepted Answer

Focus on properties with strong appreciation potential matching the buyer's budget

Answer

Matching properties to the buyer's wealth-building goal means prioritizing appreciation potential alongside affordability.

Question 4

Which of the following best describes 'active listening' during a customer needs assessment?

Accepted Answer

Restating and reflecting back what the client said to confirm understanding

Answer

Active listening involves reflecting back the client's words to confirm accurate understanding and build rapport.

Question 5

A buyer mentions they plan to care for an aging parent within five years. What need does this reveal for the REALTOR® to address?

Accepted Answer

Potential need for an accessory dwelling unit, first-floor bedroom, or multi-generational layout

Answer

Future caregiving plans often require specific home features like separate entrances, ground-floor bedrooms, or ADUs.

(NAR) National Association of Realtors Certification Practice Test