Pre-Listing Activities

• Review pre-appointment questions

• Research all comparable currently listed properties

• Research sales activity for past 18 months from MLS and public records databases

• Research average Days on Market (DOM) for this property of this type, price range and location

• Download and review property tax roll information

• Prepare Comparable Market Analysis (CMA) to establish fair market value

• Obtain copy of subdivision plat/complex lay-out

• Research property’s ownership & deed type

• Research property’s public record information for lot size & dimensions

• Research and verify legal description

• Research property’s current use and zoning

• Verify legal names of owner(s) in county’s public property records

• Prepare listing presentation package with above materials

Listing Appointment Presentation

• Give seller an overview of current market conditions and projections

• Review agent’s and company’s credentials and accomplishments in the market

• Present company’s profile and position or niche in the marketplace

• Present CMA results to seller, including comparables, solds, current listings & expireds

• Offer pricing strategy based on professional judgment and interpretation of current market conditions

• Discuss goals with seller to market effectively

• Explain market power and benefits of Multiple Listing Service (MLS)

• Explain benefits of web marketing & IDX 

• Explain the work the brokerage and agent do behind the scenes and agent’s availability on weekends

• Explain agent’s role in taking calls to screen for qualified buyers and protect seller from curiosity seekers

• Present and discuss strategic master marketing plan

• Explain different agency relationships and determine seller’s preference

• Review and explain all clauses in listing contract & addendum and obtain seller’s signature once property is under listing agreement

• Review current title information

• Measure overall square footage

• Measure interior room sizes

• Confirm lot size via owner’s copy of certified survey, if available

• Note any and all unrecorded property lines, agreements, easements

• Prepare showing instructions for buyers’ agents and agree on showing time window with seller

• Identify Home Owner Association (HOA) manager if applicable

• Verify HOA fees with manager – mandatory or optional and current annual fee

• Order copy of HOA bylaws, if applicable

• Research electricity availability and supplier’s name and phone number

• Research and verify city sewer/septic tank system

• Well water: confirm well status, depth and output from well report

• Natural gas: research/verify availability and supplier’s name and phone number

• Verify security system, current term of service and whether owned or leased

• Ascertain need for lead-based paint disclosure

• Prepare detailed list of property amenities and assess market impact

• Prepare detailed list of property’s “inclusions & conveyances with sale”

• Compile list of completed repairs and maintenance items

• Explain benefits of homeowner warranty to seller

• Obtain extra key made for lockbox

• Verify if property has rental units involved. And if so:
  * Make copies of all leases for retention in listing file
  * Verify all rents & deposits
  * Inform tenants of listing and discuss how showings will be handled

• Arrange for installation of yard sign

• Assist seller with completion of Seller’s Disclosure form

• Review results of interior decor assessment and suggest changes to shorten time on market

• Load listing into transaction management software program

Entering Property in Multiple Listing Service Database

• Prepare MLS profile sheet — agent is responsible for quality control and accuracy of listing data

• Enter property data from profile sheet into MLS database

• Proofread MLS database listing for accuracy, including proper placement in mapping function

• Provide seller with signed copies of listing agreement and MLS Profile sheet data form within 48 hours

• Take additional photos for upload into MLS and use in flyers. Discuss efficacy of panoramic and/or drone photography

Marketing The Listing

• Create print and Internet ads with seller’s input

• Coordinate showings with owners, tenants, and other Realtors®. Return all calls – weekends included

• Install electronic lock box if authorized by owner. Program with agreed-upon showing time windows

• Review comparable MLS listings regularly to ensure property remains competitive in price, terms, conditions and availability

• Upload listing to company and agent Internet site, if applicable

• Advise network referral program of listing

• Provide marketing data to buyers coming from referral network

• Submit ads to company’s participating Internet real estate sites

• Feedback requests sent to buyers’ agents after showings

• Discuss feedback from showing agents with seller to determine if changes will accelerate the sale

• Place regular weekly update calls to seller to discuss marketing & pricing

• Promptly enter price changes in MLS listing database

The Offer and Contract

• Receive and review all offers 

• Evaluate offer(s) and prepare a “net sheet” on each for the owner for comparison purposes

• Counsel seller on offers. Explain merits and weakness of each component of each offer

• Contact buyers’ agents to review buyer’s qualifications and discuss offer

• Submit seller’s disclosure to buyer’s agent or buyer upon request and prior to offer if possible

• Confirm buyer is pre-approved by calling loan officer

• Obtain pre-approval letter on buyer from loan officer

• Negotiate all offers on seller’s behalf, setting time limit for loan approval and closing date

• Prepare and convey any counteroffers, acceptance or amendments to buyer’s agent

• Submit copies of contract and all addendums to closing attorney or title company

• When offer is accepted and signed by seller, send to buyer’s agent

• Ensure buyer’s earnest money is deposited in escrow account

• Disseminate “under-contract showing restrictions” as seller requests

• Submit copies of signed contract to seller

• Submit copies of signed contract to selling agent

• Submit copies of signed contract to lender

• Provide copies of signed contract for office file

• Advise seller in handling additional offers to purchase submitted between contract and closing

• Change status in MLS to “Active Under Contract” and/or “Pending”

Tracking the Loan Process

• Follow loan processing through to the underwriter

• Add lender and other vendors to your management program so agents, buyer and seller can track progress of sale

• Contact lender weekly to ensure processing is on track

• Relay final approval of buyer’s loan application to seller

Home Inspection

• Coordinate buyer’s professional home inspection with seller

• Review home inspector’s report

• Ensure seller’s compliance with home inspection clause requirements

• Recommend or assist seller with identifying and negotiating with trustworthy contractors to perform any required repairs

• Negotiate payment and oversee completion of all required repairs on seller’s behalf, if needed

The Appraisal

• Schedule appraisal

• Provide comparable sales used in market pricing to appraiser

• Follow-up on appraisal

Closing Preparations and Duties

• Coordinate closing process with buyer’s agent and lender

• Update closing forms & files

• Ensure all parties have all forms and info needed to close

• Select location where closing will be held

• Confirm closing date and time and notify all parties

• Assist in solving any title problems (boundary disputes, easements, etc.) or in obtaining death certificates

• Work with buyer’s agent in scheduling and conducting buyer’s final walk-thru prior to closing

• Research all tax, HOA, utility and other applicable prorations

• Request final closing figures from closing agent (attorney or title company)

• Receive & carefully review closing figures to ensure accuracy of preparation

• Forward verified closing figures to buyer’s agent

• Request copy of closing documents from closing agent

• Confirm buyer and buyer’s agent have received title insurance commitment

• Provide homeowners warranty for availability at closing

• Review all closing documents carefully for errors

• Forward closing documents to absentee seller as requested

• Review documents with closing agent and/or attorney

• Provide earnest money deposit check from escrow account to closing agent

• Coordinate this closing with seller’s next purchase and resolve any timing problems

• Have a “no surprises” closing so that seller receives a net proceeds check at closing

• Refer sellers to one of the best agents at their destination, if applicable

• Change MLS status to Sold. Enter sale date, price, selling broker and agent’s ID numbers, etc.

• Close out listing in management program

Follow Up After Closing

• Answer questions about filing claims with Home Owner Warranty company if requested

• Attempt to clarify and resolve any conflicts about repairs if buyer is not satisfied

• Respond to any follow-on calls and provide any additional information required from office files.