📣 Real Estate Marketing, Advertising, Green Buildings and Fair Trading

1. Which statement best explains why professional and ethical marketing of properties matters to an estate agency business in Singapore?

1. It allows the agency to set commission rates above those of its rivals
2. It builds lasting trust with clients and keeps the business within CEA rules
3. It lets salespersons publish adverts without the estate agent's vetting
4. It removes the need for owners' consent before their homes are advertised

Ethical marketing earns the trust of clients and the public, on which repeat and referral business depends, and keeps the agency compliant: a breach of the CEPCC may lead to financial penalties, demerit points, suspension or revocation (CEPCC para 3(2)). It never removes the owner's prior agreement before advertising (CEPCC para 12(4)(d)) or the estate agent's duty to vet all advertising materials (Code of Practice para 4(3)), and commission is simply negotiated. Sources: RES Syllabus 2027, LO 3.5.1; Estate Agents (Estate Agency Work) Regulations 2010, First and Second Schedules.

2. Salesperson Nur Aisyah is helping a developer's marketing team promote a new condominium in Marine Parade. The team asks her to post on social media that it is 'the last freehold launch ever in District 15', to create urgency among buyers. She has no data to support the claim and cannot find any. What should she do?

1. Post it, as long as the developer signs off on the exact wording first
2. Decline, as an unverifiable claim in an advert may mislead buyers
3. Post it, but add a small footnote saying that the claim is not guaranteed
4. Decline unless the developer gives her a written indemnity for it

CEPCC para 12(4)(a) forbids any advertisement containing a statement, representation or claim that is inaccurate, false or misleading, and para 6(4)(b) forbids overstating or conveying a false impression of relevant information. A developer's approval or a footnote does not cure a misleading claim, and the Practice Guidelines on Ethical Advertising apply to every medium, including social media and SMS (PG 2/2011, Preamble and section 7). Sources: CEPCC paras 6(4) and 12(4)(a); PG 2/2011.

3. Under the Code of Ethics and Professional Client Care (CEPCC), how is an offer or attempt to do something that would breach the Code, if it were completed, treated?

1. It is a breach only if a client suffers a financial loss as a result
2. It is itself a breach of the Code, even if it is never completed
3. It is a matter for the estate agent to handle and not for the CEA
4. It is a breach only if it is repeated within a period of 12 months

CEPCC para 1(5): an offer, attempt, inducement or instigation to do anything that would constitute a breach of the Code if fully executed or completed is also a breach of the Code. No loss or repetition is required, and breaches may be dealt with by a Disciplinary Committee (para 3(1)). Source: Estate Agents (Estate Agency Work) Regulations 2010, First Schedule, paras 1(5) and 3.

4. In real estate marketing, what is meant by market segmentation?

1. Sharing the units of a new project among several marketing agencies
2. Splitting a new development into phases for release to the market
3. Dividing a market into buyer groups with similar needs or traits
4. Grouping the homes in an area by tenure, such as freehold or 99-year

Segmentation divides a broad market into smaller groups of buyers or tenants with similar needs, characteristics or behaviour, so that a salesperson can select a target segment and tailor the marketing mix to it. Phasing a launch, allocating units among agencies or classifying stock by tenure are not segmentation of buyers. Source: RES Syllabus 2027, LO 3.5.2.

5. A salesperson analyses the likely buyers of 2-bedroom units in a new condominium by their age, household size and income. Which basis of segmentation is she using?

1. Geographic segmentation
2. Psychographic segmentation
3. Behavioural segmentation
4. Demographic segmentation

Age, household size and income are demographic variables. Geographic segmentation uses location; psychographic segmentation uses lifestyle, values and personality; behavioural segmentation uses purchase occasion, buying history or benefits sought. Source: RES Syllabus 2027, LO 3.5.2.

6. Salesperson Rajesh Pillai keeps a database of 600 prospects. He sorts them into first-time buyers, HDB upgraders and repeat investors, based on their past purchases and the benefits they seek from a property. He then sends each group a different monthly newsletter. Which basis of segmentation is he using?

1. Psychographic segmentation
2. Behavioural segmentation
3. Geographic segmentation
4. Demographic segmentation

Grouping prospects by buying history (first-time buyer, upgrader, repeat investor) and by the benefits they seek is behavioural segmentation. Age and income would be demographic, planning area would be geographic, and personality or lifestyle would be psychographic. Source: RES Syllabus 2027, LO 3.5.2.

7. A developer markets all the units of a mass-market condominium with one advertisement, one message and one set of channels aimed at every type of buyer. Which target market approach is this?

1. Concentrated targeting approach
2. Differentiated targeting approach
3. Undifferentiated targeting approach
4. Micro-marketing targeting approach

Using a single marketing mix for the whole market, ignoring differences between segments, is undifferentiated (mass) marketing. Differentiated marketing designs separate offers for several segments; concentrated marketing focuses on one niche; micro-marketing tailors the offer to individuals or localities. Source: RES Syllabus 2027, LO 3.5.2 (select a target market approach).

8. A small agency decides to serve only owners and buyers of conservation shophouses, and builds all its marketing around that one group. Which target market approach has it chosen?

1. Concentrated targeting approach
2. Undifferentiated targeting approach
3. Differentiated targeting approach
4. Micro-marketing targeting approach

Focusing resources on one well-defined niche, here conservation shophouses, is concentrated (niche) marketing. It builds specialised knowledge but makes the agency dependent on one segment. Undifferentiated or mass marketing ignores segment differences, and differentiated marketing serves several segments with separate mixes. Source: RES Syllabus 2027, LO 3.5.2.

9. A developer is launching a 300-unit condominium in Woodlands with studio, 2-bedroom and 4-bedroom units. Its appointed agency runs one campaign for young couples on social media, stressing affordability and MRT access. It runs another for multi-generation families in print and at roadshows, stressing nearby schools and space. Each campaign has its own promotions and show-unit set-up. Which approach is the agency using?

1. Concentrated targeting approach
2. Differentiated targeting approach
3. Undifferentiated targeting approach
4. Micro-marketing targeting approach

Designing separate marketing mixes (message, channel, promotion) for several segments is differentiated marketing; it suits a project whose unit mix serves distinct groups such as young couples and multi-generation families. Concentrated marketing would serve one segment, undifferentiated marketing would use a single mix for all, and micro-marketing tailors offers to individuals. Source: RES Syllabus 2027, LO 3.5.2-3.5.3.

10. When choosing a target segment, which feature best shows that the segment is worth a tailored marketing effort?

1. It consists of buyers who all live in the same planning area
2. It includes every household that is able to get a housing loan
3. It is large and profitable enough to justify a separate campaign
4. It is the group that the salesperson personally enjoys serving most

A useful segment is measurable, accessible, substantial (large or profitable enough to serve), differentiable and actionable. Living in one area or being the salesperson's favourite group does not make a segment worthwhile, and 'every household able to borrow' is too broad to be a segment at all. Source: RES Syllabus 2027, LO 3.5.2 (identify potential segments and select the target market).

11. In the marketing of a property, what does positioning refer to?

1. Creating a distinct place for the property in target buyers' minds
2. Choosing which unit in a block to show prospective buyers first
3. Placing a listing at the top of a portal's search results page
4. Setting the asking price just under the nearest competing unit

Positioning means designing the offer and its image so that the property occupies a clear, distinctive and valued place in the minds of the target segment, relative to competing properties (for example, 'the family home within walking distance of three schools'). Pricing just below a rival or buying portal placement are marketing-mix tactics that may support a position, not the position itself. Source: RES Syllabus 2027, LO 3.5.3.

12. Salesperson Melissa Tan decides that a client's landed home will be listed on two property portals, on the agency's website and through the agency's network of private-banking contacts. Which element of the 4Ps is she mainly deciding on?

1. The Product element of the 4Ps
2. The Price element of the 4Ps
3. The Place element of the 4Ps
4. The Promotion element of the 4Ps

The syllabus describes Place as choosing the right distribution channels for marketing; deciding which portals, websites and networks will carry the listing is a Place decision. Product aligns the property's features with segment needs, Price sets a competitive price and Promotion crafts the promotional strategies. Source: RES Syllabus 2027, LO 3.5.3 (4Ps of Product, Price, Place and Promotion).

13. Before marketing a ground-floor 3-room HDB flat, a salesperson studies what retiree buyers need and matches those needs to the flat's barrier-free access, sheltered walkway and nearby polyclinic. She also suggests that the seller fix the loose bathroom grab bars before viewings. Which element of the 4Ps is she working on?

1. The Promotion element of the 4Ps
2. The Price element of the 4Ps
3. The Product element of the 4Ps
4. The Place element of the 4Ps

The syllabus defines Product as assessing the unique needs of each segment and aligning the property's features with those needs; studying retirees' needs, matching them to the flat and improving the grab bars are Product decisions. Price, Place and Promotion concern pricing, channels and promotional strategy. Source: RES Syllabus 2027, LO 3.5.3.

14. Using recent transacted prices of comparable units and current asking prices nearby, a salesperson recommends that a seller list her condominium unit slightly below similar listings to draw early offers. Which element of the marketing mix does this concern?

1. The Product element of the 4Ps
2. The Place element of the 4Ps
3. The Promotion element of the 4Ps
4. The Price element of the 4Ps

Setting a competitive price from comparable transactions and current asking prices is the Price element. The PSM also expects the seller's salesperson to present such comparables in the marketing proposal before marketing starts (PSM para 3.1.2). Sources: RES Syllabus 2027, LO 3.5.3; CEA Professional Service Manual, para 3.1.2.

15. Ms Chen owns a furnished 1-bedroom condominium unit near Tanjong Pagar MRT station. Her salesperson's research shows that most enquiries for such units come from young expatriate professionals on 1- to 2-year postings, who search online before they arrive in Singapore. Ms Chen wants a marketing mix tailored to this segment. Which mix fits best?

1. Stress the school catchment, set the rent at her hoped-for figure, advertise in community newsletters and hold weekend open houses
2. Stress the short commute, set the rent from comparable leases, list on portals used by expatriates and offer virtual viewings
3. Stress long-term capital gains, set the rent well above comparable leases, rely on flyers to nearby HDB blocks and accept walk-ins
4. Stress the large family kitchen, set the rent far below comparable leases, list in printed classifieds and show it by appointment

The segment is young expatriates who search online from overseas. Product (short commute, furnished unit), Price (rent based on comparable leases), Place (portals that expatriates use) and Promotion (virtual viewings) all fit that profile. School catchment, family kitchens and HDB-block flyers target other segments, and a rent set by hope, or far above or below comparables, ignores the Price element. Source: RES Syllabus 2027, LO 3.5.3 and LO 3.5.5.

16. Which of the following is the best basis for positioning a resale condominium unit against similar units in the same estate?

1. A claim that the salesperson is the top expert for the whole estate
2. A promise that the unit will sell at a premium above its bank valuation
3. A verifiable feature, such as the only unblocked reservoir view in the stack
4. A list price set higher than all other units to signal greater quality

Positioning should rest on a genuine, distinctive and verifiable benefit that the target segment values. A promised premium over valuation breaches PG 2/2011 para 3.4 (no guarantee of cash over valuation or of selling high above valuation); an 'expert' claim breaches para 3.3 and CEPCC para 12(4)(c); an inflated list price is not a benefit at all. Sources: RES Syllabus 2027, LO 3.5.3; PG 2/2011, paras 3.3-3.4.

17. Which sequence correctly sets out the stages of a consumer's buying decision process?

1. Need recognition, information search, evaluation of alternatives, purchase decision, post-purchase behaviour
2. Need recognition, evaluation of alternatives, information search, post-purchase behaviour, purchase decision
3. Information search, need recognition, purchase decision, evaluation of alternatives, post-purchase behaviour
4. Evaluation of alternatives, need recognition, information search, purchase decision, post-purchase behaviour

The buying decision process runs: need recognition (e.g. a growing family needs more space), information search (portals, show flats, salespersons), evaluation of alternatives, purchase decision (e.g. exercising the option to purchase) and post-purchase behaviour (satisfaction or doubt). Source: RES Syllabus 2027, LO 3.5.4.

18. Mr and Mrs Kumar have viewed five resale condominium units over three weekends. They now compare the units on price per square foot, distance to the MRT station and travel time to their children's schools. At which stage of the buying decision process are they?

1. Stage of need recognition
2. Stage of post-purchase behaviour
3. Stage of alternative evaluation
4. Stage of information search

Comparing shortlisted options against chosen criteria (price psf, MRT distance, school travel time) is the evaluation of alternatives. The salesperson helps most here by supplying accurate comparative information, not pressure. Source: RES Syllabus 2027, LO 3.5.4.

19. A week after exercising an option to purchase, a buyer tells his salesperson that he is worried he paid too much. What is this feeling called, and at which stage of the buying process does it arise?

1. Need recognition, arising before any search has started
2. Buyer's remorse, arising at the information search stage
3. Cognitive dissonance, arising at the post-purchase stage
4. Perceived risk, arising at the evaluation of alternatives

Post-purchase doubt about whether the right choice was made is cognitive dissonance, part of post-purchase behaviour. A salesperson can reduce it with factual reassurance, such as recent comparable transactions, but must not mislead. Need recognition and information search come before the decision, not after it. Source: RES Syllabus 2027, LO 3.5.4.

20. Jonathan, aged 29, chooses a condominium in Punggol mainly because several close friends and colleagues already live there and recommend it. Which group of factors most influenced his buying behaviour?

1. Cultural factors of buyer behaviour
2. Personal factors of buyer behaviour
3. Psychological factors of buyer behaviour
4. Social factors of buyer behaviour

Friends and colleagues are reference groups, a social factor in buying behaviour (with family, roles and status). Cultural factors are broad shared values; personal factors include age, life-cycle stage, occupation and economic situation; psychological factors include motivation, perception, learning, beliefs and attitudes. Source: RES Syllabus 2027, LO 3.5.4 (factors affecting buying behaviour).

21. Mr Wong, now 68 and recently retired, wants to sell his 3-storey terrace house and buy a smaller unit without stairs, close to healthcare and with lower upkeep. Which group of factors mainly drives this change?

1. Personal factors of buyer behaviour
2. Cultural factors of buyer behaviour
3. Psychological factors of buyer behaviour
4. Social factors of buyer behaviour

Age and stage in the family life cycle (retirement, children grown up) are personal factors, and they explain the move to a smaller, barrier-free, low-maintenance home. Social, cultural and psychological factors are not the main driver here. Source: RES Syllabus 2027, LO 3.5.4.

22. Ms Haslinda, a first-time private property buyer, has engaged Salesperson Gary Lim to help her find a 2-bedroom condominium unit in the east. She is still gathering information and has not shortlisted any project. She asks Gary how he can help her at this point. Which action best supports her at this stage of the buying decision process?

1. Give her verified data such as recent transacted prices, floor plans and fees
2. Tell her another buyer is about to offer, so she should commit this weekend
3. Show her the units whose sellers have agreed to pay him an extra fee
4. Advise her to skip viewings and rely on the developers' brochures instead

At the information search stage, the buyer needs accurate, objective information: PSM para 3.2.1 expects the buyer's salesperson to make known the estate's facilities, surroundings and maintenance and sinking fund charges. CEPCC paras 6(4) and 7(2)(c) forbid misleading statements and improper pressure, so inventing a rival offer is wrong; taking an undisclosed fee from sellers while acting for her is a conflict of interest (CEPCC para 13). Sources: PSM para 3.2.1; CEPCC paras 6, 7 and 13.

23. Why should a salesperson carry out market research before planning the marketing mix for a property?

1. To collect enough personal data to send SMS ads to all nearby residents
2. To find out which other agencies hold exclusive listings in the estate
3. To build a likely profile of buyers or tenants and plan the mix around it
4. To show the owner that the asking price should match the highest listing

LO 3.5.5: market research gathers the likely profile of buyers or tenants (household type, income, nationality, motivations) so that the marketing mix and strategy can be planned. It is not a way to poach listings, to harvest personal data for marketing (which the PDPA and the Do Not Call rules restrict) or to anchor the price on the highest listing. Source: RES Syllabus 2027, LO 3.5.5.

24. Which of the following is an example of primary data in a salesperson's market research?

1. A bank research report on rental yields across Singapore
2. HDB's published resale price statistics for the whole town
3. URA's quarterly private residential price index for the region
4. A survey of visitors at her own open house for the unit

Primary data are collected first-hand for the specific purpose, such as a survey of visitors at the salesperson's own open house. URA and HDB statistics and bank reports are secondary data, collected by others for other purposes, though still useful for context. Source: RES Syllabus 2027, LO 3.5.5.

25. Salesperson Tan Wei Ling is preparing to market a 4-room HDB resale flat in Sengkang. Her review of recent enquiries shows that most interested parties are young couples with a first child. They care about childcare centres and travel time to work, and many ask about CPF housing grants. How should she use this finding?

1. Build the listing around childcare, transport and housing grant details
2. Target investors with a 'high rental yield' message to widen the market
3. Ignore the profile, since all HDB flat buyers have broadly identical needs
4. Keep a generic listing and simply cut the asking price to attract all

Market research is used to build the likely buyer profile and plan the marketing mix (LO 3.5.5): Product and Promotion should stress childcare and transport, with accurate information on housing grants, whose eligibility depends on each buyer. Targeting investors ignores the research, and a generic listing or a price cut alone wastes it. Source: RES Syllabus 2027, LO 3.5.3 and LO 3.5.5.

26. In Singapore estate agency practice, what is an 'open listing' of a property for sale?

1. A non-exclusive appointment that leaves the owner free to use others
2. A listing advertised publicly without stating any asking price at all
3. A listing that every agent in the market may co-broke without limits
4. A listing that buyers may view at any time without an appointment

An open listing is a non-exclusive appointment under prescribed Forms 1 to 4: the owner may appoint several estate agents and may also sell the property himself (Form 1, Schedule 1 note 5), paying commission to the agent who introduced the buyer he contracts with (clause 4(a)). Whether co-broking is allowed is a separate choice in the agreement. Sources: Form 1, clause 4(a) and note 5; PSM para 1.8.2(b).

27. Salesperson Faith Low holds a listing to sell Mr Ho's apartment. A buyer who has no salesperson of his own contacts her directly about the unit. Under the Practice Guidelines on the use of the prescribed estate agency agreements (PG 1/2011), what must Faith ensure?

1. That he is referred to a CEA panel of buyers' salespersons first
2. That he signs a buyer's agency form with her before any viewing
3. That he pays her a 1% fee for arranging both the viewing and the offer
4. That he knows she does not represent him or protect his interests

PG 1/2011 para 3.3: a salesperson of a client who deals with a direct other party shall ensure that the direct other party knows that the salesperson does not represent him and is not under the impression that the salesperson will protect his interests. Signing an agency agreement with the buyer as well would be dual representation (Estate Agency Work Regulations, reg. 5; PG 1/2011 para 3.2), soliciting a fee from someone who did not engage her breaches CEPCC para 7(4), and there is no CEA panel. Sources: PG 1/2011 paras 3.2-3.3; CEPCC para 7(4).

28. Why are property listings important to an estate agency business?

1. They let the agency fix the price at which owners must sell
2. They oblige every buyer to deal with the listing salesperson
3. They allow the agency to skip the prescribed agreement forms
4. They are its stock in trade, drawing buyers and enquiries to it

Listings are an agency's stock in trade: properties it is authorised to market attract buyers and tenants, generate enquiries and lead to transactions and referrals. They give no power to fix the owner's price (the client instructs), cannot force buyers to use the listing salesperson (PG 2/2011 para 3.1; PSM para 3.3.4) and do not replace the prescribed agreements. Source: RES Syllabus 2027, LO 3.6.1.

29. From a seller's point of view, what is the main advantage of an exclusive listing over an open listing?

1. The seller pays no commission if he finds a buyer on his own
2. One accountable agent has an incentive to invest in marketing it
3. The seller may appoint further agents if the sale goes slowly
4. The agent may accept offers on the seller's behalf at the list price

Under an exclusive listing, one estate agent is accountable and has an incentive to invest in marketing; the PSM requires the salesperson to provide a Marketing Plan and regular updates and feedback (para 1.8.2(b)(ii)). In return, the seller may not appoint other agents during the validity period and pays commission even if he finds the buyer himself (Form 5 note 7). The expected price is for listing only and gives no authority to accept offers (note 9). Sources: PSM para 1.8.2(b); Form 5, Schedule 1 notes 7 and 9.

30. Which is a common drawback of an open listing for the seller?

1. He must register the listing with the CEA before any advert
2. He cannot sell the property himself without paying commission
3. Agents may give it less effort, as payment depends on their own buyer
4. He loses the right to refuse an offer at the stated asking price

In an open listing each agency is paid only if a buyer it introduced contracts (Form 1 clause 4(a)), so agents may commit less effort, advertise unevenly, and disputes over who introduced a buyer can arise. The seller may sell the property himself without paying commission (Form 1, note 5); the listing is not registered with the CEA; and the stated price is for advertising, not an obligation to accept an offer. Sources: Form 1, clause 4(a) and note 5; Form 5, note 9 (same principle).

31. Salesperson Hafiz holds a non-exclusive listing to sell Mr Teo's semi-detached house, which two other agencies are also marketing. He arranges several viewings each week. Under the PSM, what must he do about these viewings?

1. Obtain each viewer's NRIC copy before allowing the viewing to proceed
2. Keep the viewers' names private until a buyer has signed an option
3. Tell the other agencies' salespersons which buyers have viewed the house
4. Inform Mr Teo in writing of each viewing's date, time and viewer's name

PSM para 3.6.2: the salesperson must obtain the client's prior consent to a viewing and inform the client in writing of its details, including the date and time and the name of the potential purchaser; he should also keep a proper record of viewers (para 3.6.3). In an open listing, these records also help to show which agency introduced the eventual buyer (Form 1 clause 4(a)). Sharing viewers' details with rival agencies or copying NRICs is not required and raises personal data issues. Sources: PSM paras 3.6.2-3.6.3; Form 1.

32. A seller agrees orally to let Salesperson Clara Ng market his flat on a non-exclusive basis, but the Form 1 has not yet been signed. What must Clara obtain before she posts any advertisement for the flat?

1. The approval of the CEA for a listing that has no signed form
2. An option fee from an interested buyer to show genuine demand
3. The seller's written consent in advance to the advertisements
4. A copy of the title search, which replaces the seller's consent

PSM para 1.8.2(b)(iii): under a non-exclusive arrangement, if the agreement has not been signed, the estate agent and salesperson shall obtain the client's consent in writing in advance before advertisements about the property can be posted. This applies CEPCC para 12(4)(d) (prior agreement of the client before advertising). A title search helps verify facts but never replaces consent. Sources: PSM para 1.8.2(b)(iii); CEPCC para 12(4)(d).

33. Under the PSM, what must a salesperson give a client who appoints him under an exclusive estate agency agreement?

1. A Marketing Plan of the work to be done, followed by regular updates
2. A refund of the commission if the client later finds his own buyer
3. A guarantee that the sale price will be at least the expected price
4. A written promise that the property will sell within the validity period

PSM para 1.8.2(b)(ii): for exclusive agreements, the salesperson shall provide a Marketing Plan that clearly states what the estate agency work will entail (type and number of advertisements, marketing work and approach) and shall provide regular updates and feedback. Promising a sale or a price would be misleading (PSM para 3.2.8), and Form 5 makes commission payable even if the seller finds the buyer (note 7). Sources: PSM paras 1.8.2(b)(ii) and 3.2.8; Form 5, note 7.

34. A seller's exclusive agreement (Form 5) allows the estate agent to co-broke. A buyer is introduced by a co-broking agent and the sale completes. Under Form 5, who pays the co-broking agent?

1. The seller, who pays a separate commission to each agent involved
2. The listing agent, sharing its commission on terms the agents agree
3. The buyer, who must pay the co-broking agent 1% of the sale price
4. The CEA, which allocates a share of the commission between agents

Form 5 clause 8(c): if co-broking is allowed, the commission may be shared between the estate agent and a co-broking agent in amounts agreed between them, but the seller is not liable to pay any commission to the co-broking agent. Any payment by the buyer would depend on his own agreement with his agent, not on Form 5, and the CEA does not allocate commissions. Source: Form 5, clause 8(c).

35. Salesperson Derek Ho takes an exclusive listing for a condominium unit. He wants to tick 'may not co-broke' in the Form 5 because he plans to work only with two friends in another agency, who he feels 'close deals fast'. The seller has no view on co-broking and relies on Derek's advice. What should Derek do?

1. Advise the seller properly; 'no co-broke' must not be used to favour friends
2. Tick 'may not co-broke', as Form 5 lets the agent decide this by himself
3. Tick 'may not co-broke' but share the listing with his friends in secret
4. Leave the box blank, so he can later decide case by case who may co-broke

PG 1/2011 para 3.1: co-broking is negotiated between client and agent, and the agent must properly explain it and protect the client's interests; the 'no co-broking' option shall not be used to deny co-broking opportunities because the salesperson is working with another salesperson or has pre-identified salespersons he is only prepared to co-broke with. Choices in the form are made with the client, and material terms must not be left blank (CEPCC para 9(2)(d)). Sources: PG 1/2011 para 3.1; Form 5 clause 8; CEPCC para 9.