167 Things We Do For Our Sellers

Pre-Listing Activities

1. Make appointment with seller for listing presentation
2. Send seller a written or e-mail confirmation of listing appointment & call to confirm
3. Review pre-appointment questions
4. Research all comparable currently listed properties
5. Research sales activity from MLS & public records databases for comparable properties
6. Research “Average Days on Market” for property of this type, price range & location
7. Download & review property tax roll information
8. Prepare “Comparable Market Analysis” (CMA) to establish fair market value
9. Research property’s ownership & deed type
10. Research property’s public record information for lot size & dimensions*
11. Verify legal names of owner(s) in county’s public property records*
12. Prepare listing presentation package with above materials
13. Perform exterior “Curb Appeal Assessment” of subject property
14. Compile & assemble file on property
15. Review listing appointment checklist to ensure all steps & actions are completed
16. Contact title company and obtain relevant information from a property profile or preliminary report

Listing Appointment Presentation

17. Give seller an overview of current market conditions & projections
18. Review agent’s & company’s credentials & accomplishments in the market
19. Present company’s profile & position or “niche” in the marketplace
20. Present CMA to seller, incl. comparables, sold properties, current listings & expired listings
21. Offer pricing strategy based on professional judgment & current market conditions
22. Discuss goals with seller to market effectively
23. Discuss Compensation being paid to the Listing Broker, including the option to offer a cooperating commission to buyer’s agents and the amount, if any. Talk about the benefits and different strategies related to the offering to pay the buyer’s agent.
24. Explain power & benefits of Multiple Listing Service and office exclusive option and consequences
25. Explain power of web marketing, IDX & REALTOR.com, and syndication.
26. Explain the work you do “behind the scenes” & availability after hours and on weekends
27. Explain role in screening for qualified buyers in compliance with fair housing laws and principles & minimizing the inconvenience to seller from curiosity seekers
28. Present & discuss strategic master marketing plan
29. Explain different agency relationships & determine seller’s preference
30. Review & explain all clauses in Listing Contract & Addenda, including Disclosure Regarding Real Estate Agency Relationships, and Advisories & obtain seller’s signature
31. Prepare net sheet (estimate seller proceeds) based on listing price and loan information provided by seller
32. Discuss with seller if there is a current tenant, if so whether the property will be sold vacant or occupied. If the tenancy will be terminated and property is to be sold vacant, advise seller to consult with a qualified landlord tenant attorney to verify the process is done correctly and in a timely manner.
33. Discuss with seller if there are any current adult occupants who are not the named sellers such as adult family members. If so, add C.A.R. form Tenant Occupied Property Addendum (TOPA)
34. Verify the name on RLA matches the name under current title. If seller is signing in a representative capacity, obtain all appropriate legal documentations (trust doc, letter of testamentary, board resolution, or operating agreement). Consult with and provide to title officer the appropriate document has been received to authorize sale by the entity.
35. Explain the benefits of professional staging the home. Utilizing existing furniture or renting
36. Discuss the many benefits of having pre-inspections done
37. Prepare detailed list of personal property that seller intends to take or leave, and whether there are items that will remain that are leased or lined

Once Property is Under Listing Agreement

38. Confirm lot size via owner of certified survey, if available
39. Prepare showing instructions for buyers’ agents & showing times with seller
40. Discuss possible buyer financing alternatives & options with seller
41. Identify Home Owner Association manager, if applicable
42. Verify Homeowner Association Fees with manager (HomeownerAssociation Information Request, CAR Form HOA-IR)
43. Order copy of Homeowner Association documents required for the transaction, if applicable
44. Order NHD and any other reports and documents, as applicable
45. Verify security system, current term of service & whether owned or leased
46. Ascertain need for lead-based paint disclosure
47. Prepare detailed list of property amenities & assess market impact
48. Compile list of completed repairs & maintenance items
49. Have extra key made for lockbox
50. Verify if property has rental units involved. And if so:
51. *Obtain from seller current lease agreement and Income and Expense Statement, if required under TOPA or RIPA
52. *Provide Tenant Estoppel Certificate for tenant to verify rent and security deposit, if required under TOPA or RIPA
53. *Inform tenants of listing & discuss how showings will be handled. Obtain tenant signature on Keysafe/Lockbox addendum and Tenant Permission to Access Property, CAR Form KLA). Discuss serving Notice of Sale and Entry (CAR Form NSE) to make showing the showing process easier.
54. Arrange for installation of yard sign
55. Provide seller with Seller’s Disclosure forms and advisories, such as Real Estate Transfer Disclosure Statement, CAR form TDS, Seller Property Questionnaire, CAR Form SPQ, Lead-Based Paint and Lead-Based Paint Hazards Disclosure, acknowledgment and Addendum for Pre-1978 Housing Sales, Leases, or Rentals, CAR Form LPD, Disclosure Information Advisory, CAR Form DIA, Statewide Buyer and Seller Advisory, CAR Form SBSA, and offer to address questions seller may have about completing any such forms
56. Review Curb Appeal Assessment & provide suggestions to improve salability
57. Review Interior Decor Assessment & suggest changes to shorten time on market
58. Load listing into transaction management software program
59. Provide seller a copy of the Listing Agreement at the time of execution
60. Contact staging company, if agreed to by seller

Entering Property in Multiple Listing Service Database

61. Prepare MLS Profile Sheet
62. Enter property data from Profile Sheet into MLS Listing Database
63. Proofread MLS database listing for accuracy – incl proper placement in map
64. Add property to company’s Active Listings list
65. Provide seller the MLS link or profile sheet for the property
66. Take additional photos for upload into MLS & use in flyers
67. Draft listing remarks for public view and private agent remarks

Marketing The Listing

68. Create print & Internet ads with seller’s input
69. Coordinate showings with owners, tenants, & other REALTORS®
70. Return all calls
71. Install electronic lock box if authorized. Program agreed-to showing times
72. Prepare mailing & contact list
73. Generate mail-merge letters to contact list
74. Order “Just Listed” labels & reports
75. Prepare flyers & feedback forms
76. Review comparable MLS listings regularly to ensure property remains competitive
77. Prepare property marketing brochure for seller’s review
78. Arrange for printing or copying of supply of marketing brochures or flyers
79. Place marketing brochures in all company agent mailboxes
80. Upload listing to company & agent Internet site, if applicable
81. Mail Out “Just Listed” notice to all neighborhood residents
82. Advise Network Referral Program of listing
83. Provide marketing data to buyers coming thru international relocation networks
84. Provide marketing data to buyers coming from referral network
85. Provide “Special Feature” cards for marketing, if applicable
86. Submit ads to company’s participating Internet real estate sites
87. Price changes conveyed promptly to all Internet groups
88. Reprint/supply brochures promptly as needed
89. Loan information reviewed & updated in MLS as required
90. Feedback e-mails/faxes sent to buyers’ agents after showings
91. Review weekly Market Study
92. Discuss feedback from showings with seller to determine if changes are needed
93. Place regular weekly update calls to seller to discuss marketing & pricing
94. Promptly enter price changes in MLS listing database
95. Receive & review all Residential Purchase Agreements (offers) submitted by buyers’ agents
96. Evaluate offer(s), prepare Summary of Multiple Offers, & prepare a “net sheet” for the owner for comparison purposes

The Offer and Contract

97. Submit all offers received to the seller unless otherwise instructed in writing
98. Counsel seller on offers. Explain objective merits & weaknesses of each offer, including any special terms written in by buyer such as termite report, and any costs assigned to seller
99. Contact buyers’ agents to review buyer’s qualifications & discuss offer
100. Deliver Seller’s Disclosures to buyer upon request & prior to offer if possible
101. Confirm buyer is pre-qualified by calling Loan Officer
102. Obtain pre-qualification letter on buyer from Loan Officer, if not submitted with offer
103. Negotiate all offers on seller’s behalf, including price, costs, and all time frames
104. Prepare & convey counter offers, acceptance or amendments to buyer’s agent
105. Deliver copies of contracts to Escrow and all other necessary parties
106. If Buyer’s signed Offer to Purchase is acceptable to seller, obtain seller signatures and then deliver a copy to buyer’s agent
107. Verify that the buyer has submitted the initial deposit to Escrow Holder
108. Deliver copies of fully signed Offer to Purchase contract to seller
109. Send copies of Offer to Purchase contract to lender
110. Provide copies of signed Offer to Purchase contract for office file
111. If additional offers are submitted between contract & closing, submit to seller and advise
112. Change status in MLS to “Pending” or “Active Under Contract” or similar status
113. Update transaction management program show “Sale Pending”
114. Provide credit report information to seller if property will be seller-financed
115. Buyer’s agent to refer buyer to loan broker or lender if buyer has not already made contacts, and if applicable follow-up as necessary
116. Buyer’s agent to coordinate with lender on Discount Points being locked in with dates
117. Deliver seller disclosures to buyer’s agent
118. Discuss with buyer the Buyer Inspection Advisory (BIA)
119. Fill out Buyer Inspection Election (BIE), Buyer Material Issues (BMI), Buyer Inspection Waiver (BIW), as applicable
120. Order septic system inspection, if applicable
121. Receive & review septic system report & assess any possible impact on sale
122. Deliver copy of septic system inspection report to buyer
123. Deliver Well Flow Test Report copies to buyer
124. Verify termite inspection ordered, if required
125. Verify mold inspection ordered, if required
126. Prepare timeline of events and calendar. Notify buyer or seller client if contractual terms are not or have not been met and discuss consequences and potential actions, such as cancellation, delivery of notice to buyer or seller to perform. Use as applicable, Notice to Buyer to Perform, CAR Form NBP, Notice to Seller to Perform, CAR Form, Demand to Close Escrow, CAR Form DCE, Cancellation of Contract, Release of Deposit and Joint Escrow Instructions, CAR Form CC
127. If not already done, conduct reasonably competent and diligent visual inspection and disclose material facts that may affect value and desirability of property using agent portion of TDS or Agent Visual Inspection Disclosure, CAR Form AVID. Review seller disclosures for inconsistencies

Tracking the Loan Process

128. Follow Loan Processing All the Way through underwriting
129. Add lender & other vendors to your management program so agents, buyer & seller can track progress of sale
130. Contact lender weekly to ensure processing is on track
131. Relay final approval of buyer’s loan application to seller

Home Inspection

132. Coordinate buyer’s professional home inspection with seller’s agent 
133. Review home inspector’s report with buyer
134. Enter completion into transaction management tracking software program 
135. Explain to buyer the seller’s responsibilities & explain any clauses in the contract 
136. Use C.A.R. form Request for Repair (RR) to ask seller to make any repairs, give credit or reduce the purchase price
137. Negotiate RR and explain consequence of removing investigation contingency, and any other contingency, as term of the request process
138. Assist seller with identifying contractors to perform any agreed to repairs 
139. Confirm with seller all repairs are final at least five days before Close of Escrow and that seller provided receipts for those repairs

The Appraisal

140. Coordinate Appraisal appointment with seller’s agent
141. Provide comparable sales used in market pricing to Appraiser
142. Follow-up on appraisal
143. Enter completion into transaction management program 143. Assist seller or buyer in questioning appraisal report if it seems too low

Closing Preparations and Duties

144. Coordinate closing process with buyer’s agent & lender
145. Update closing forms & files
146. Ensure all parties have all forms & information needed to close the sale
147. Confirm with seller they will be available in person for the signing of closing docs, including the deed. If they will be not available, make alternative arrangements via Remote Online Notary and verify with title that is acceptable
148. Confirm closing date & time & notify all parties
149. Coordinate with title company in solving any title problems, such as obtaining Death Certificates or representative signer’s documentation
150. Work with buyer’s agent in scheduling buyer’s Final Verification of Property prior to closing
151. Request final closing figures from escrow holder
152. Receive & carefully review closing figures to ensure accuracy of preparation
153. Request copy of closing documents from escrow holder
154. Coordinate with escrow and title to verify that lender requirements have been met and documents, such as title policy have been obtained, to enable closing
155. Reviews all closing documents carefully for errors
156. Verify seller has received all closing documents
157. Coordinate closing with seller’s next purchase & resolve any timing problems, if applicable
158. Have a “no surprises” closing so seller receives a net proceeds check at closing
159. Refer sellers to one of the best agents at their destination, if applicable
160. Change MLS status to Sold. Enter sale date, price, selling broker, etc.
161. Close out listing in your management program
162. Verify with seller all personal items and debris will be removed by close of escrow. Confirm all items included in the sale such as appliances will remain at closing

Follow Up After Closing

163. Answer questions about filing claims with Home Warranty Company if requested
164. Respond to any calls & provide any information required from office files
165. Provide referrals to service providers that might assist clients with evaluating conditions
166. Offer to transmit communications to the other agent
167. If any dispute cannot be resolved between the parties, remind the parties to mediate before moving to arbitration or litigation, if required in the purchase agreement

I am sure that we missed a few. Such as the countless phone calls, text messages, & emails. But this is a good start to some of what we do.