134 Things Your REALTOR® Does For You

Listed here are 134 typical actions, research steps, procedures, processes, and review stages in a successful residential real estate transaction that are normally provided by full-service real estate brokerages in return for their sales commission. Depending on the transaction, some may take minutes, hours, or even days to complete, while some may not be needed.

More importantly, they reflect the level of skill, knowledge, and attention to detail required in today’s real estate transaction, underscoring the importance of having help and guidance from someone who fully understands the process – a REALTOR®.

Pre-Listing Activities

1. 1. Make an appointment with the seller for the listing presentation
   2. Send the seller a written or email confirmation of the listing appointment and call to confirm
   3. Review pre-appointment questions
   4. Research all comparable currently listed properties
   5. Research sales activity for the past 12-18 months from MLS and public records databases
   6. Research average Days on Market (DOM) for this property of this type, price range, and location
   7. Review property tax information
   8. Prepare Comparable Market Analysis (CMA) to establish fair market value
   9. Create a Net Sheet based on the CMA price
   10. Research the property's ownership
   11. Research property’s public record information for lot size
   12. Research and verify legal description
   13. Verify legal names of owner(s) in the county’s public property records
   14. Prepare a listing presentation package with the above materials
   15. Compile and assemble a formal file on the property
   16. Confirm current public schools and explain the impact of schools on market value
   17. Review the listing appointment checklist to ensure all steps and actions have been completed

Listing Appointment Presentation

1. 1. Give the seller an overview of current market conditions and projections
   2. Present CMA results to the seller, including comparables, solds, current listings & expireds
   3. Offer pricing strategy based on professional judgment and interpretation of current market conditions
   4. Discuss goals with the seller to market effectively
   5. Explain the work the brokerage and agent do behind the scenes and the agent’s availability on weekends
   6. Explain the agent’s role in taking calls to screen for qualified buyers and protect sellers from curiosity seekers
   7. Present and discuss a strategic master marketing plan
   8. Review and explain all clauses in the listing contract & addendum
   9. Confirm lot size via owner’s copy of the survey, if available
   10. Obtain house plans, if applicable and available
   11. Review house plans and make a copy
   12. Prepare the showing instructions for buyers’ agents and agree on a showing time window with the seller
   13. Check the assumability of the loan(s) and any special requirements
   14. Discuss possible buyer financing alternatives and options with the seller
   15. Review current appraisal if available
   16. Identify Home Owner Association (HOA) manager if applicable
   17. Verify HOA fees with the seller – mandatory or optional and the current annual fee
   18. Obtain utility companies and average monthly cost from the seller
   19. Verify security system, current term of service, and whether owned or leased
   20. Ascertain the need for lead-based paint disclosure
   21. Prepare a detailed list of property amenities and assess the market impact
   22. Prepare a detailed list of the property’s “inclusions & conveyances with the sale”
   23. Compile a list of completed repairs and maintenance items
   24. Explain the pros/cons of homeowner warranty to the seller
   25. Assist sellers with the completion and submission of the homeowner warranty application, if applicable
   26. When received, place homeowner warranty in property file for conveyance at time of sale
   27. Have an extra key made for the lockbox
   28. Verify if the property has rental units involved. And if so:
       • Make copies of all leases for retention in the listing file
       • Verify all rents & deposits
       • Inform tenants of the listing and discuss how showings will be handled
   29. Install the yard sign
   30. Assist seller with completion of Seller’s Disclosure form
   31. Review results of professional staging consultation and suggest changes to shorten time on the market
   32. Load listing into transaction management software program
   33. Entering Property in Multiple Listing Service Database
   34. The agent is responsible for quality control and accuracy of listing data
   35. Proofread MLS database listing for accuracy, including proper placement in the mapping function
   36. Provide the seller with a copy of the MLS Profile sheet for further proofreading
   37. Add Seller's Disclosure and HOA documents to MLS listing so it is accessible to other agents
   38. Add property to the company’s active listings list
   39. Provide the seller with signed copies of the listing agreement and

Marketing The Listing

1. 1. Hire a professional photographer to take high-quality photography and video
   2. Create print marketing
   3. Create internet and social media ads
   4. Create a landing page for the listing
   5. Create an open house landing page
   6. Create home brochures for buyers to take at showings
   7. Create "special features" cards to highlight features of the home and area
   8. Prepare mailing and contact lists
   9. Order all print marketing
   10. Mail out print marketing
   11. Print and deliver buyer packets and “special feature” cards for showings
   12. Mail/Start Coming Soon and Open House Marketing. Ensure all is running properly
   13. Install an electronic lock box if authorized by the owner. Program with agreed-upon showing time windows
   14. Contact agents via reverse prospecting
   15. Mail/Start Just listed and ongoing Marketing and ensure all is running properly
   16. Coordinate showings with owners, tenants, and other Realtors®. Return all calls – weekends included
   17. Contact all showing agents before their showing to offer any help and create rapport
   18. Hold an Open House with as many directional signs as possible
   19. Follow up with open-house guests and their agents
   20. Send feedback requests to buyers’ agents after showings
   21. Discuss feedback from showing agents with the seller to determine if changes will accelerate the sale
   22. Review comparable MLS listings regularly to ensure the property remains competitive in price, terms, conditions, and availability
   23. Reprint/supply brochures promptly as needed
   24. Review weekly market study
   25. Promptly enter price changes in the MLS listing database
   26. Price changes are conveyed promptly
   27. Update marketing as necessary

The Offer and Contract

1. 1. Receive and review all offers
   2. Evaluate offer(s) and prepare a net sheet on each for the owner for comparison purposes
   3. Counsel seller on offers. Explain the merits and weaknesses of each component of each offer
   4. Contact buyers’ agents to review buyer’s qualifications and discuss the offer
   5. Obtain a pre-approval letter on buyer from the buyer's agent
   6. Confirm buyer is pre-approved by calling the loan officer
   7. Negotiate all offers on the seller’s behalf, setting a time limit for loan approval and closing date
   8. Prepare and convey any counteroffers, acceptance, or amendments to the buyer’s agent
   9. When an offer is accepted and signed by the seller, send it to the buyer’s agent
   10. Ensure the buyer's earnest money is deposited in the appropriate time frame
   11. Submit copies of the signed contract to the seller
   12. Submit copies of the signed contract to the buyer's agent
   13. Submit copies of the signed contract to the lender
   14. Submit copies of the signed contract to the title company
   15. Provide copies of the signed contract for the office file
   16. Advise seller in handling additional offers to purchase submitted between contract and closing
   17. Change status in MLS to “Sale Pending”
   18. Assist title company in obtaining the current mortgage loan(s) information: companies and & loan account numbers
   19. Deliver Title commitment to the seller and discuss/explain
   20. Assist in solving any title problems (boundary disputes, easements, etc.) or in obtaining death certificates
   21. Contact lender weekly to ensure processing is on track
   22. Relay final approval of buyer’s loan application to seller

Home Inspection

1. 1. Coordinate buyer’s professional home inspection with the seller
   2. Review the home inspector’s report
   3. Explain the seller’s responsibilities concerning the inspection response
   4. Negotiate Inspection Response items with the buyer's agent
   5. Recommend or assist the seller with identifying and negotiating with trustworthy contractors to perform any required repairs
   6. Deliver paid receipts of completed inspection items to the buyer's agent

The Appraisal

1. 1. Coordinate appraisal scheduling with the appraiser
   2. Provide comparable sales used in market pricing to appraiser
   3. Follow-up on appraisal
   4. Assist seller in questioning appraisal report if it seems too low

Closing Preparations and Duties

1. 1. Coordinate closing process with buyer’s agent and title company
   2. Update closing forms & files
   3. Ensure all parties have all forms and info needed to close
   4. Select the location where closing will be held
   5. Confirm closing date and time and notify all parties
   6. Work with the buyer’s agent in scheduling and conducting the buyer’s final walk-thru prior to closing
   7. Research all tax, HOA, utility, and other applicable prorations
   8. Request final closing figures from the closing agent (attorney or title company)
   9. Receive & carefully review closing figures to ensure the accuracy of preparation
   10. Request a copy of the final statement from the title company
   11. Provide the homeowner's warranty for availability at closing
   12. Review all closing documents carefully for errors
   13. Forward closing documents to absentee seller as requested
   14. Coordinate this closing with the seller’s next purchase and resolve any timing problems
   15. Have a “no surprises” closing so that the seller receives a net proceeds check at closing
   16. Refer sellers to one of the best agents at their destination, if applicable
   17. Change MLS status to Sold. Enter the sale date, price, selling broker and agent’s ID numbers, etc.

Follow Up After Closing

1. 1. Answer questions about filing claims with Home Owner Warranty company if requested
   2. Respond to any follow-up calls and provide any additional information required from office files.

Whew! That’s a long list!