Exam Cheat Sheet · Quick Reference

National Real Estate Salesperson Supplemental Exam

National  ·  PSI Services Real Estate

Verified, not estimated. Every figure below is drawn from the official exam structure we maintain — question counts, passing standard and topic weighting. Practice questions are grounded in the source law with statute citations. We omit any figure we can't verify rather than guess at it.
Total questions
80
Passing score
70%
Exam time
120 min
Administered by
PSI Services Real Estate
Format
Closed-book

National State Portion 80 questions

Property Ownership 8 Q · 10%
Real vs personal propertyLand characteristics and legal descriptions (metes & bounds, lot & block, government survey)Measuring structures and land measurementEncumbrances: liens, easements, encroachments, subsurface/air/water rightsTypes of ownership: severalty, tenants in common, joint tenancy, common-interest, trusts, business entities, life estate
Land Use Controls 4 Q · 5%
Government rights in land: taxes, special assessments, eminent domain, escheatGovernment controls on land use: zoning, building codes, environmental regulationsPrivate controls: deed conditions, CC&Rs, HOA/condo bylaws
Valuation and Market Analysis 6 Q · 8%
Appraisals: when required, licensed/certified appraiser requirements, appraisal processEstimating value: economic principles affecting valueSales comparison approachCost approachIncome analysis approach (GRM, cap rate)Comparative Market Analysis (CMA), Broker Price Opinion (BPO), Automated Valuation Models (AVM)
Financing 8 Q · 10%
Loan terminology: points, LTV, PMI, PITI, underwriting criteriaMortgage clauses, promissory notes, deeds of trustLoan types: conventional, amortized, ARM, FHA, VA, USDA, owner financing, reverse mortgage, HELOC, construction, bridgeLending legislation: RESPA, Truth in Lending (Reg Z), TRID, Equal Credit Opportunity ActSecondary mortgage market: Fannie Mae, Freddie Mac, Ginnie Mae
Contracts 15 Q · 19%
General contract law: valid elements, Statute of Frauds, offer and acceptanceContract enforceability: void, voidable, unenforceable contractsBilateral vs unilateral contracts, option contractsElectronic signatures and digital transactionsRights, obligations, and breach remediesPurchase agreements: addenda, amendments, contingenciesLease contracts: types of leases, lease-purchase agreementsMultiple offers and counteroffers
Agency 10 Q · 13%
Agency vs non-agency relationshipsListing contracts: exclusive right-to-sell, exclusive agency, open listing, net listingBuyer brokerage and buyer representation agreementsTransaction brokers and facilitatorsPower of attorney, termination of agencyFiduciary duties: obedience, loyalty, disclosure, confidentiality, accounting, reasonable care (OLD CAR)Duties to customers and non-clientsAgency disclosure requirements and conflict of interest
Property Disclosures 6 Q · 7%
Property condition disclosures: seller disclosure requirements, inspections, surveysRed flags and material defectsEnvironmental disclosures: lead-based paint, asbestos, radon, mold, underground storage tanksGovernment disclosures: flood zones, wetlands, endangered speciesMaterial facts and duty to disclose
Property Management 2 Q · 3%
Tenant procurement and qualificationFair housing compliance in property management and ADAMarket analysis for establishing rentsLandlord/tenant rights and obligations
Transfer of Title 5 Q · 6%
Types of deeds: general warranty, special warranty, quitclaim, bargain and saleTitle insurance: owners vs lenders policies, title searches, title problemsClosing process: recordation, settlement statements, warrantiesSpecial processes: foreclosure, short sale, deed in lieu, probate
Practice of Real Estate 10 Q · 12%
Federal Fair Housing Act: protected classes, prohibited conduct, exemptionsAmericans with Disabilities Act (ADA) requirementsAntitrust laws: price fixing, group boycotts, market allocation, tie-in agreementsDo-Not-Call Registry and telemarketing rulesSocial media and internet advertising regulationsHandling earnest money and trust fundsDue diligence and fiduciary responsibilitiesIndependent contractor vs employee status
Real Estate Calculations 6 Q · 7%
Seller net proceeds calculationsBuyer funds required at closingProrations: taxes, insurance, rent, HOA duesTransfer tax and recording fee calculationsPITI (Principal, Interest, Taxes, Insurance) calculationsCommission calculations and splitsEquity, capitalization rate, and LTV calculationsDiscount points and origination feesArea and volume conversions (sq ft, acres)

Key Distinctions

Joint tenancyvsTenancy in common

Joint tenancy carries the right of survivorship (a deceased co-owner's interest automatically passes to the surviving joint tenants, avoiding probate) and requires equal interests, while in tenancy in common shares may be unequal and a deceased owner's interest passes to their heirs.

Easement appurtenantvsEasement in gross

An easement appurtenant benefits a specific parcel (the dominant estate) and transfers automatically with that land, while an easement in gross benefits a person or entity (e.g., a utility company maintaining power lines) and has no dominant tenement.

CondominiumvsCooperative

In a condominium each unit is separately deeded — the owner holds the unit in severalty and the common elements as a tenant in common with the other owners — whereas in a cooperative a corporation holds title and the buyer owns shares (personal property) plus a proprietary lease for occupancy.

Modern Real Estate Practice (22nd ed.), Chapter 4 – Forms of Real Estate Ownership, Cooperative ownership
Eminent domainvsInverse condemnation

Eminent domain is the government's right to initiate a taking of private property for public use with just compensation, while inverse condemnation is an action brought by the owner seeking compensation when a nearby public project diminishes the property's use and value without a direct taking.

Modern Real Estate Practice (22nd ed.), Land-Use Controls and Real Estate Investment, Chapter 20 - Inverse condemnation
Exclusive agency listingvsExclusive right-to-sell listing

Under an exclusive agency listing the seller keeps the right to sell the property personally without owing a commission, while under an exclusive right-to-sell the broker earns a commission regardless of who sells the property.

Purchase money mortgage (seller financing)vsLand contract / contract for deed

With a purchase money mortgage the buyer receives legal title immediately and gives the seller a security interest (mortgage), whereas under a land contract the seller/vendor keeps legal title and the buyer/vendee holds only equitable title and possession until all payments are made.

Modern Real Estate Practice (22nd ed.), Unit 11 – Owner financing contracts
Taking title 'subject to' an existing mortgagevsAssuming the seller's mortgage

A buyer who takes 'subject to' is not personally obligated for the debt and is not liable for a foreclosure deficiency (the original seller/borrower may remain liable), while a buyer who assumes the mortgage becomes personally obligated on the debt.

Modern Real Estate Practice (22nd ed.), Unit 12 – Buying subject to or assuming a seller's mortgage
Fannie Mae / Freddie MacvsGinnie Mae (GNMA)

Fannie Mae and Freddie Mac are government-sponsored enterprises that purchase mortgages (Fannie Mae primarily conventional loans) in the secondary market rather than lending directly to consumers, while Ginnie Mae neither buys nor sells loans but guarantees securities issued by private offerors and backed by government FHA/VA/USDA loans.

Modern Real Estate Practice (22nd ed.), Unit 13 – Ginnie Mae (operational role distinction)
Index leasevsGraduated lease

An index lease adjusts rent up or down periodically based on an external economic indicator such as the consumer price index, while a graduated lease provides specified rent increases at set future dates written into the lease.

Modern Real Estate Practice (22nd ed.), Unit 17 – Variable lease
Void contractvsVoidable contract

A void contract has no legal force because it lacks an essential element (e.g., a forged signature means it was never a contract), while a voidable contract appears valid on its face but may be rescinded by the injured party (e.g., consent obtained by duress, fraud, undue influence, or mistake).

Modern Real Estate Practice (22nd ed.), Unit 11 – Consent
Puffing / fraudvsNegligent misrepresentation

Puffing is permissible exaggeration of a property's benefits (opinion, not fact) and fraud is intentional misrepresentation of a material fact relied on to a party's detriment, while negligent misrepresentation occurs when the professional should have known a statement of material fact was false — no intent required, but liability for damages still attaches.

Modern Real Estate Practice (22nd ed.), Unit 9 — Opinion vs. fact / Customer-Level Services section
ComminglingvsConversion

Commingling is the always-illegal mixing of client money with personal or general business funds (e.g., depositing earnest money in the broker's operating account instead of the trust account), while conversion is the illegal use of entrusted client money for unauthorized purposes.

Modern Real Estate Practice (22nd ed.), Unit 9, Accounting section

Key Terms

Inverse condemnation Modern Real Estate Practice (22nd ed.), Land-Use Controls and Real Estate Investment, Chapter 20 - Inverse condemnation
An action brought by a property owner seeking just compensation because a nearby public project has diminished the property's use and value even though the property itself was not taken.
Proprietary lease Modern Real Estate Practice (22nd ed.), Chapter 4 – Forms of Real Estate Ownership, Cooperative ownership
The document a cooperative shareholder receives granting occupancy of an apartment for the life of the corporation, which holds title to the land and building.
Negative amortization Modern Real Estate Practice (22nd ed.), Unit 12 – Negative Amortization
The process in which a payment cap limits the monthly payment to less than the interest owed, so the unpaid interest is added to the loan balance and the debt grows rather than shrinks.
Constructive eviction
Occurs when a landlord's failure to maintain the premises makes them substantially unusable for their intended purpose, effectively forcing the tenant to vacate without any physical removal by the landlord.
Novation Modern Real Estate Practice (22nd ed.), Unit 11 – Novation
The substitution of a new contract for an existing one with the intent to discharge the old obligation, as when parties sign a clean replacement contract incorporating all accepted changes.
Rescission Modern Real Estate Practice (22nd ed.), Unit 11 – Other reasons for termination
The return of the parties to their original pre-contract positions, including returning all money and property exchanged; it may occur by mutual agreement or as a remedy for breach.
Liquidated damages clause Modern Real Estate Practice (22nd ed.), Unit 11 – Liquidated damages
A contract provision designating a set amount (typically the earnest money deposit) as the seller's sole remedy for the buyer's breach, so the seller keeps the deposit but may not sue for additional damages.
Ministerial acts Modern Real Estate Practice (22nd ed.), Unit 9 — Nonagency section (ministerial acts)
The paperwork and formalities of transferring ownership that a nonagent/transaction broker performs for both buyer and seller, without advocating or negotiating for either party.
Commingling Modern Real Estate Practice (22nd ed.), Unit 9, Accounting section
The mixing of client monies with the broker's personal or general business funds, a violation of the fiduciary duty of accounting that is always illegal.
Conversion Modern Real Estate Practice (22nd ed.), Unit 9, Accounting section
The illegal use of entrusted client money for unauthorized purposes, a violation of the duty of accounting distinct from commingling.
COLD-AC Real Estate Agency chapter, Fiduciary Responsibilities section
Acronym for the six common-law fiduciary duties an agent owes a principal: Care, Obedience, Loyalty, Disclosure, Accounting, and Confidentiality.
Gratuitous agency Modern Real Estate Practice (22nd ed.), Unit 9, Compensation section
A valid agency relationship in which no fee is charged, illustrating that the source of compensation does not determine who the agent represents.
Broker protection clause (carryover/extender clause) Modern Real Estate Practice (22nd ed.), Unit 10, Expiration of listing period / Broker protection clause section
A listing provision requiring the owner to pay the listing broker a commission if, within a specified number of days after the listing expires, the owner transfers the property to someone the broker introduced during the listing period.
Group boycott Real Estate Brokerage chapter, Group Boycott section
An antitrust violation in which two or more businesses conspire against another business or agree to withhold their patronage to reduce competition, such as full-service brokers refusing to show a discount firm's listings.
Innocent landowner immunity (SARA) Modern Real Estate Practice (22nd ed.), Unit 21 – SARA section
Protection requiring that the pollution was caused by a third party, the property was acquired after the contamination, the owner had no actual or constructive knowledge of it, and a Phase 1 ESA (due diligence) was performed — there is no 30-day EPA notification requirement.
Constructive notice Modern Real Estate Practice (22nd ed.), Chapter 7 (Title Records), Notice
Legally presumed knowledge of an interest, supplied either by recording a document in the public records or by a non-record owner's physical possession of the property.

Formulas to Know

Seller's net proceedsCommission = Sale price × commission rate; Net proceeds = Sale price − (commission + seller's closing costs + mortgage payoff balance). Always compute commission on the gross sale price.
Commission split to the selling agentTotal commission = Sale price × rate; Broker's share = total × split %; Agent's share = broker's share × agent's %. (e.g., $475,000 × 5.5% = $26,125; × 50% = $13,062.50; × 70% = $9,143.75)
Loan amount, down payment, points and origination feeLoan = LTV % × the LOWER of sale price or appraised value; Down payment = Sale price − loan; Discount points = loan × (points × 1%, since 1 point = 1% of the loan amount); Origination fee = loan × 1%. Points and fees are always computed on the loan amount, never the sale price.
Total cash the buyer needs at closingTotal cash = Down payment + discount points + origination fee + other closing costs (e.g., $31,000 + $5,580 + $2,790 + $4,250 = $43,620).
Property tax proration (365-day year)Daily rate = Annual tax ÷ 365; taxes paid in arrears: seller owes buyer (daily rate × seller's days from Jan 1 through the agreed cut-off date); taxes prepaid by seller: buyer owes seller (daily rate × days remaining from the buyer's first day of responsibility through Dec 31). Whether the closing day counts to the seller or the buyer changes the day count.
Prepaid rent or HOA dues proration (30-day month)Daily amount = Monthly amount ÷ 30; credit = daily amount × number of days the buyer owns the property in that month (e.g., closing Oct 11 → Oct 11–30 = 20 days; $2,400 ÷ 30 = $80 × 20 = $1,600 credited to the buyer for rent the seller already collected; $360 ÷ 30 = $12 × 20 = $240 credited to the seller for prepaid HOA dues).
Monthly PITI (plus PMI)P&I = payment factor per $1,000 × (loan ÷ 1,000); add monthly taxes (annual ÷ 12), monthly insurance (annual ÷ 12), and monthly PMI (annual ÷ 12).
Gross Rent MultiplierGRM = Sale price ÷ monthly gross rent (e.g., $288,000 ÷ $2,400 = 120).
Income capitalization: NOI, cap rate and valueEffective Gross Income = gross rental income × (1 − vacancy rate); NOI = EGI − annual operating expenses; Cap rate = NOI ÷ value; Value = NOI ÷ cap rate (a lower cap rate yields a higher value: $96,000 ÷ 0.08 = $1,200,000 vs $96,000 ÷ 0.10 = $960,000).
Cost approach with straight-line depreciationAnnual depreciation = replacement cost ÷ economic life; accrued depreciation = annual depreciation × effective age; Value = (replacement cost − accrued depreciation) + land value.