NAA Certified Apartment Leasing Professional (CALP)

What is the primary role of a leasing consultant?

• ACollect delinquent rent from existing residents
• BPerform maintenance work orders
• CConvert prospective renters into leased residents while representing the community profes…
• DManage the property's financial accounting

Which greeting is MOST appropriate when a prospect walks into the leasing office?

• AIgnore them until they approach the desk
• BStand up, smile, make eye contact, introduce yourself, and ask for their name
• CImmediately hand them a brochure and let them read
• DAsk for their credit score before anything else

The needs assessment phase of a leasing presentation is designed primarily to:

• ACollect the application fee
• BQualify the prospect and uncover what features matter most to them
• CGive the prospect a tour of every unit
• DVerify employment history

A prospect says, "I need a place by the first of next month." This information addresses which qualifying category?

• ABudget
• BMove-in date / urgency
• CPet policy
• DCredit history

Which of the following is NOT a typical traffic source for apartment leasing?

• AWalk-in
• BPhone call
• CInternet lead from an ILS
• DCold-calling existing residents

A "feature" of an apartment is BEST described as:

• AA fact about the apartment, such as stainless-steel appliances
• BThe emotional outcome the resident experiences
• CA closing question
• DA fair-housing disclosure

Translating a feature into a benefit for the prospect is called:

• AA trial close
• BFeature-benefit selling
• CObjection handling
• DNeeds assessment

What is the BEST response when a prospect asks, "What's your availability?"

• ARead off every floor plan you have
• BAsk qualifying questions first to determine their needs, then present matching availabili…
• CTell them to check the website
• DQuote your highest rent first

Which is generally the most common lease term offered at conventional multifamily communities?

• AThree months
• BSix months
• CTwelve months
• DThirty-six months

A "short-term lease premium" is:

• AA discount for long leases
• BAdditional rent charged for leases shorter than the standard 12 months
• CA security deposit waiver
• DA referral bonus

"Asking for the sale" in leasing means:

• ADemanding a credit card deposit before the tour
• BInviting the prospect to complete a rental application
• CCalling the prospect's employer
• DAdvertising the apartment on Zillow

Rapport-building during the leasing process should occur:

• AOnly at the end of the tour
• BThroughout the entire interaction, beginning with the greeting
• COnly if the prospect seems shy
• DNever — it distracts from the sale

Open-ended qualifying questions are preferred over yes/no questions because they:

• ATake less time
• BElicit more information and reveal what the prospect truly values
• CAre required by fair housing
• DAvoid the need to tour

A guest card (or prospect card) is used to:

• AAuthorize a credit check
• BRecord the prospect's contact info, needs, and traffic source for follow-up
• CWaive the application fee
• DServe an eviction notice

Quoted rent should always be presented:

• AAs a range without specifics
• BFor the specific apartment available, with any concessions clearly explained
• COnly in writing by the property manager
• DLower than the actual rent to lock in the prospect

During the tour, the BEST route sequence is typically:

• AGreet in the office, tour amenities en route, show the model or available unit, then retu…
• BAmenities first, model last, then trail off without returning to the office
• COffice to unit and skip amenities entirely
• DWhatever the prospect prefers — no plan needed

When showing the model apartment, the consultant should:

• AWalk silently and let the prospect explore
• BPoint out features and connect each to a benefit the prospect mentioned
• CSkip rooms if the prospect is in a rush
• DTalk only about rent

A "trial close" during the tour is:

• AThe final signing of the lease
• BA check-in question like "Can you picture yourself here?" that gauges readiness to buy
• CA background-check authorization
• DA fair housing disclosure

A prospect objects, "The rent is higher than I expected." The BEST response is:

• A"Then this isn't the place for you."
• BAcknowledge, ask what they compared it to, and highlight value (included amenities, locat…
• CImmediately drop the price
• DWalk away

Urgency creation ethically encourages a prospect to apply by:

• ALying about availability
• BTruthfully noting limited inventory of their preferred unit or an expiring concession
• CTelling every prospect the unit will be gone tomorrow
• DThreatening price increases

When a prospect says, "I need to think about it," the leasing consultant should:

• ALet them leave without any next step
• BProbe gently to uncover the real objection and schedule a firm follow-up
• COffer a 50% rent reduction on the spot
• DCall their employer for a reference

Which is a community amenity commonly highlighted on the tour?

• AThe prospect's credit report
• BFitness center, pool, clubhouse, dog park, business center
• CThe property manager's desk
• DThe maintenance work-order log

A prospect loves the apartment but says, "It's a bit far from my office." Best objection-handling technique:

• AArgue with them about traffic data
• BAcknowledge the concern, outline commute value (quick highway access, transit, walkabilit…
• CTell them to move closer to work
• DEnd the tour

Closing for the application means:

• AEnding the conversation without next steps
• BAsking the prospect to complete and submit a rental application with application fee
• CRunning a credit report without consent
• DHaving them sign a lease before seeing a unit

A standard industry income qualification is:

• AGross monthly income of 1x the monthly rent
• BGross monthly income of roughly 3x the monthly rent
• CNet annual income of 10x the monthly rent
• DIncome is never required

The Fair Credit Reporting Act (FCRA) requires that when an applicant is denied based on a consumer report, the property must:

• ADo nothing
• BProvide an adverse action notice identifying the reporting agency and the applicant's rig…
• CCall the applicant's employer
• DPublicly post the decision

An application fee generally covers:

• AThe first month's rent
• BThe cost of processing the application, including credit and background screening
• CA security deposit
• DMove-in cleaning

Which document is typically acceptable for identity verification on a rental application?

• AA social-media profile
• BA government-issued photo ID such as a driver's license or passport
• CA utility bill only
• DThe prospect's verbal confirmation

Rental-history verification typically includes contacting:

• AThe applicant's hair stylist
• BPrior landlords to confirm payment record, lease compliance, and condition at move-out
• CThe applicant's neighbors
• DOnly the current utility company

Employment verification usually confirms:

• AThe applicant's favorite color
• BEmployment status, position, length of employment, and income
• COnly the company's address
• DThe applicant's political opinions

A criminal background check should be used in a manner consistent with:

• AHUD guidance on disparate impact and individualized assessment
• BA strict lifetime ban on anyone with any record
• CApplicant appearance
• DRumor and speculation

Before running a credit check on an applicant, the property must:

• AObtain written consent from the applicant (as required by FCRA)
• BPost the request publicly
• CNotify the prior landlord
• DDo nothing — consent is implied

A guarantor (co-signer) is typically required when the applicant:

• AHas pets
• BDoes not independently meet income or credit criteria but has someone willing to guarante…
• CWants a 6-month lease
• DIs over age 55

A reasonable screening criterion for an applicant's credit is:

• AA minimum credit score paired with consistent criteria applied to all applicants
• BA different score threshold based on the applicant's religion
• CA lower score for men than women
• DNo criteria — approve everyone

A standard apartment lease is legally:

• AA nonbinding suggestion
• BA binding contract enforceable by both resident and owner
• CA tax return
• DA fair-housing disclosure

A pet addendum typically addresses:

• AEmployer phone number
• BPet type, breed, weight limits, fees/deposits, and behavioral rules
• CThe resident's favorite color
• DRent concessions

A security deposit is generally:

• ANon-refundable in all states
• BRefundable (minus lawful deductions) per state law when the resident moves out
• CThe first month's rent
• DThe application fee

When two unrelated adults lease the same apartment, each is typically:

• AResponsible only for their share of rent
• BJointly and severally liable for the entire lease obligation
• CExempt from the lease
• DGuaranteed a private room

An auto-renewal clause converts the lease at expiration into:

• AA permanent lease with no end date
• BEither a month-to-month tenancy or another fixed term, depending on the clause and state…
• CA rent-free arrangement
• DAn application

An early termination clause typically allows the resident to end the lease early in exchange for:

• ANothing
• BA defined termination fee (often 1–2 months' rent) and advance written notice
• CPermission from the next resident
• DAn applicant reference

Subletting is:

• AAlways allowed
• BTransferring possession of the apartment to a non-leaseholder — typically requires landlo…
• CA form of fair-housing violation
• DAutomatically free

Community rules and regulations are enforceable because they are:

• AVerbal suggestions
• BIncorporated by reference into the lease and signed/acknowledged by the resident
• COnly relevant to staff
• DPosted on the developer's website

Prior to move-in, the resident and property should complete:

• AA move-in inspection checklist documenting existing conditions of the apartment
• BA phone call to the credit bureau
• CA new application
• DA forwarding address request

At key handover, the leasing consultant should confirm:

• AThe resident's salary
• BThat the resident has signed the lease, paid required move-in funds, and completed identi…
• CThe resident's political party
• DThat the resident is related to the owner

A welcome packet at move-in typically contains:

• AThe resident's paystubs
• BCommunity information, amenity hours, utility contacts, emergency maintenance number, and…
• CTheir credit report
• DFair-housing application data

Utility connection responsibility at move-in is usually:

• AAmbiguous and left uncommunicated
• BClearly stated in the lease, with the resident transferring or setting up accounts for th…
• CAlways the landlord's
• DAlways the city's