745
Unit 1
2.
(a)
Most real estate agents are primarily involved in residential property sales because most
properties sold are residential. p. 14
3.
(b)
Real estate salespersons will be treated by the IRS as independent contractors if: the sales-
person’s reimbursement is based solely on sales, not hours worked; there is a written contract
stating that the salesperson shall be treated as an independent contractor for tax purposes;
and the salesperson is licensed as a real estate agent. Merely representing oneself as an inde-
pendent contractor would be a violation of disclosure requirements and is not considered to
be an IRS criteria. p. 17
4.
(b)
A broker is ordinarily liable to salespersons for workers’ compensation which covers work-
related injuries. p. 21
5.
(c)
When choosing a broker, a new licensee should remember that training is more important
than commission split for new licensees. p. 26
6.
(d)
The best way to learn is to use the ideas you observe or read about. By using ideas, they
become yours. p. 34
7.
(d)
Role-playing situations are only limited by imagination and can be verbalized or nonverbal-
ized. They can also involve more than one person. p. 36
8.
(c)
Exact goals are measurable, such as setting a number of calls you plan to make or appoint-
ment for showings to make. p. 39
9.
(c)
It is important to make goals attainable, based on what you want, and exact. Goals should
also be shared so you are accountable for making them. When no one knows the goals, it is
easier to abandon them. p. 39
10.
(d)
Proper daily planning should: increase “A” Time activities, and place more emphasis on
probabilities than possibilities. p. 40
ANSWER KEY
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746
Answer Key
Unit 2
1. (a) If a group of brokers agree to not allow another broker to show any of their listings, this is called a group boycott and is prohibited by the Sherman Act. p. 812. (b) What is legal but unethical is likely to become illegal. p. 63
3.
(d)
All of the following phrases indicate a discriminatory preference: “Christian family,” “Prefer
working married couple,” and “Just two blocks to St. Michael’s.” p. 71
4.
(b)
If an employer widens the doorway to a restroom to allow wheelchair access, this is consid-
ered reasonable accommodation for handicapped and complies with the Americans with
Disabilities Act (ADA). p. 73
5.
(d)
The Civil Rights Act of 1866 covers racial discrimination and originally gave rights to
former slaves. p. 68
6.
(d)
If a broker specifically shows prospective buyers homes based on racial make-up, this is
illegal, unethical, and known as steering. It is specifically prohibited by Civil Rights Act of
1968. p. 71
7.
(c)
A broker can only refuse to show a property to a prospective buyer if the development has
an age exemption because all occupants are 55 years of age or older. This is an exception to
Fair Housing Act. p. 72
