(this exam is copyrighted property of Seniors Real Estate Institute, Nikki Buckelew)

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1 (this exam is copyrighted property of Seniors Real Estate Institute, Nikki Buckelew) Your certified trainers have determined that you are eligible to take the written examination on Success in Senior Real Estate (SSRE) course material and supplemental tools and resources. Please complete and submit the following: 1. This cover sheet 2. Signed CSHP application form and all required attachments 3. Examination answers (in one document) 4. $35 US Dollars - fee to have exam scored You received a hard copy of the CSHP application in your course binder. If necessary, you can download the documents from the website at Upon passing this examination, you will receive notification via of your status and instructions on how to access the CSHP Library, logos, and promotional materials. Please submit the above listed items to one of the following: to: info@seniorsrealestateinstitute.com (verify receipt and send only PDF docs) or Mail to: Seniors Real Estate Institute 5114 Balcones Woods, STE 307 PMB 403 Austin, TX Name: Training dates: Submission date: Location of training (City, State): SREI USE ONLY:!!!!!! Score Initials of Scorer!!!! Date

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3 Certified Senior Housing Professional Course Exam Congratulations on completing the Success in Seniors Real Estate course and post-course action plan! Here are some helpful hints to make finishing this test the easiest possible process for you Please TYPE your answers on a separate sheet of paper. Create only one document for the entire test. 2. Be sure to include your name and address on the answer document. 3. Re-writing/re-typing the test question on your answer sheet is unnecessary. Number your answers to match the questions on the test. 4. Fully read and understand the question before answering. Some questions may be multi-part answers. If you only answer part of the question, you will only receive partial credit. 5. The test is open book, open mind and is intended to give you insight into what topics you may want to study or work on further, as much as it is for us to test your level of understanding. 6. Remember, you can complete the exam sooner than the 90 day deadline and submit it for grading. The sooner you complete it, the sooner you receive your credentials! 7. You must earn at least an 80% passing grade to be eligible for the CSHP designation. If you do not receive an 80% or higher, our team will contact you to clarify any questions you may have missed and give you an opportunity to retake the exam. Possible points are noted for each question and 120 total points are required for passing. Have fun! Nikki Buckelew, M.S., CSHP SREI Founder and CEO

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5 Aging Demographics 1. Reviewing the national senior demographics and statistics related to our aging society, which ones stand out to you and why? (2 pt) 2. Name 2 things that stood out in your online research specifically about your local area statistics related to the aging demographic? (2 pt) 3. List 3 reasons seniors may choose to relocate/downsize. (3 pt) 4. List 3 reasons older adults may find it necessary or must move. (3 pt) Specialization 5. What impact do you believe you will you personally make on the lives of the clients your serve? Another way to answer this question is to explain what legacy you will leave through serving as a Certified Senior Housing Professional. (5 pt) 6. Write a short paragraph about what caused you to decide to specialize in seniors real estate? (2 pt) 7. List any "rules" or values you live by when it comes to working with seniors in your business. (2 pt) 8. List the 7 Fundamental Truths of being a CSHP? Which of the seven do you believe is most important in achieving success in this niche? (3 pt) 9. You will have made an impression and positively distinguished yourself from other agents when you hear someone say, You are. Fill in the blank. (2 pt) 10. Describe in your own words what it means to be a functionary vs. a fiduciary in real estate. (2 pt) 11. Name the two key characteristics of an expert. (2 pt) Senior Housing 12. (3 part question) Write your definition of the following senior housing types AND note the primary advantage to seniors for living in each one (from your own perspective). List one specific senior living community by name in each category located in your local service area. (10 pt) CCRC - Continuing Care Retirement Community Independent Living Community Assisted Living Community

6 Skilled Care Community Memory Care Community Active Adult Community 13. Name the two words previously used to describe senior communities that have recently been replaced by most senior living representatives? (2 pt) 14. List 3 possible challenges agents could have while getting into relationship with senior living communities. What would you do to overcome them? (4 pt) 15. Name 3 of the five key myths about Continuing Care Retirement Communities as presented by Age Wave from their 2011 survey? (3 pt) Becoming the Expert 16. What three things are critical for agents to remember when networking in the aging services industry? (3 pt) 17. What are the advantages of holding personal AND professional focus groups? (2 pt) Serving Seniors 18. What are the 2 developmental phase-of-life tasks seniors may experience as they reach their later years. (4 pt) 19. What are 3 of the things you can do to help seniors resolve phase-of-life tasks? (3 pt) 20. By assisting seniors in resolving phase-of-life tasks, you help them to make decisions. (2 pt) 21. When working with adult children or other trusted advisors, describe in your own words 3 potential concerns they may have about their parent's possible move that are important for real estate professionals to be aware of? (3 pt) 22. Which agency should an agent contact if they find that a senior is at risk and they have no family or known support? (2 pt) 23. Name 3 possible systems that may need to be modified when serving senior home sellers. (3 pt) 24. When uncertain about the competence of a senior homeowner or buyer, what are 2 things an agent can do to limit their liability? (2 pt) 25. What are 3 of the biggest challenges seniors face as they age in place? (3 pt)

7 Adding Value 26. Value propositions are created in two phases - what are they? (2 pt) 27. Write out your 30 second elevator speech for 1) Senior adult clients, and 2) Business to Business. (4 pt) 28. Outline the value added services you will offer senior clients and families. (3 pt) 29. Name 5 resource team members that are especially beneficial in serving seniors. (5 pt) 30. List at least 3 standards you have when it comes to aligning with resource team members? (3 pt) 31. Are there any "deal breakers" that would cause you to decline a relationship with a potential resource team member? If so, what are they? (2 pt) The Real Estate Transaction 32. Define in your own words what Future Pacing means and why it is important when working with seniors and their families. (2 pt) 33. When guiding a senior or senior's family through the home pricing process, what are the three elements to consider before making any recommendations (assuming you are acting as a fiduciary)? (3 pt) 34. Identify the 4 different combinations in the Urgency/Motivation matrix. Which do you believe will be the most challenging type of client for you and why? Which will be the most favorable and why? (5 pt) 35. List at least 3 to 5 common challenges seniors may face and that may not be evident to their agent, but that are critical factors in empowering and equipping them. Consider physical, emotional, and mental health. (3 pt) 36. When documenting items related to the real estate transaction, all documentation is important, however there are 4 key areas that it is in the best interests of all parties that details are well documented. List the 4 key areas. (4 pt) Business Building 37. Describe your personal Zone of Genius and how you will use it to grow your seniors niche? (2 pt) 38. When creating your lead creation strategy, identify key elements to consider in this process? (2 pt)

8 39. Based on the materials, which Universal Law will impact your lead generation and lead attraction efforts the most? (2 pt) 40. List the building blocks that make up a solid client testimonial. (2 pt) 41. When building a solid public platform, is King? (2 pt) 42. There are 3 platforms from where you may generate business leads and opportunities. What are they? (3 pt) 43. One of the best ways to build rapport is to come from. (2 pt) 44. When you are experiencing resistance, it is often because you do not have. (2 pt) 45. What are the 3 interlocking gears of success in the seniors real estate and housing niche? (3 pt) 46. What should one NOT ask for on the first tour of a senior community? (5 pt) 47. Keeping your online brand current is critical in growing which platform(s)? Personal, professional, or public? (2 pt) 48. List the the 5 Easy Steps to downsizing from the Downsizing Made Easy Presentation System? (5 pt) 49. When keeping in touch with your personal platform, how many times annually is it recommended that agents make contact? How many are best made by phone or in person to maximize effectiveness? (3 pt) Client Service 50. Describe what you believe to be a real estate professional s job as it relates to serving senior adult clients. (5 pt) This is the end of the exam. Please follow the instructions on the cover sheet to submit your answers to the Seniors Real Estate Institute for scoring. Please allow 3 to 5 business days for your results.