Valuing Your Real Estate Agent
The Value of Your Realtor and What They Do For
You
The Real Estate Transaction in 180 Steps
Why Was This List
Prepared?
Surveys show that many homeowners and homebuyers are not aware of the true value a realtor provides during the course of a real estate transaction. The list here is just
a baseline since the services may vary within each brokerage and each market. Many realtors routinely provide a wide variety of additional services that are as varied as the nature of each
transaction. By the same token, some transactions may not require some of these steps to be equally successful. However, most would agree that given the unexpected complications that can arise, it’s
far better to know about a step and make an intelligent, informed decision to skip it, than to not know the possibility even existed.
The Critical Role of the REALTOR® – 180 Steps
Listed here are 180 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. Make appointment with seller for listing presentation
2. Send seller a written or e-mail confirmation of listing appointment and call to confirm
3. Review pre-appointment questions
4. Research all comparable currently listed properties
5. Research sales activity for past 12 months from MLS and public records databases
6. Research "Average Days on Market" for this property of this type, price range and location
7. Download and review property tax roll information
8. Prepare "Comparable Market Analysis" (CMA) to establish fair market value
9. Obtain copy of subdivision plat/complex lay-out, if aplicable
10. Research property's ownership & deed type
11. Research property's public record information for lot size & dimensions
12. Research and verify legal description
13. Research property's land use coding and deed restrictions
14. Research property's current use and zoning
15. Verify legal names of owner(s) in county's public property records
16. Prepare listing presentation package
17. Perform exterior "Curb Appeal Assessment" of subject property
18. Compile and assemble formal file on property
19. Confirm current public schools and explain impact of schools on market value
20. Review listing appointment checklist to ensure all steps and actions have been completed
Listing Appointment Presentation
21. Give seller an overview of current market conditions and projections
22. Review agent's and company's credentials and accomplishments in the market
23. Present company's profile and position or "niche" in the marketplace
24. Present CMA results to seller, including comparables, solds and active Listings
25. Offer pricing strategy based on professional judgment and interpretation of current market conditions
26. Discuss goals with seller to market effectively
27. Explain market power and benefits of Multiple Listing Service
28. Explain market power of web marketing, IDX and all real estate websites
29. Explain the work the brokerage and agent do "behind the scenes" and agent's availability on weekends
30. Explain agent's role in taking calls to screen for qualified buyers
31. Present and discuss strategic master marketing plan
32. Explain different agency relationships and determine seller's preference
33. Review and explain all clauses in Listing Contract & Addendum and obtain seller's signature
34. Review current title information
35. Measure overall square footage
36. Measure interior room sizes
37. Confirm lot size via owner's copy of certified survey, if available
38. Note any and all unrecorded property lines, agreements, easements
39. Obtain house plans, if applicable and available
40. Review house plans and make copy
41. Order plat map for retention in property's listing file
42. Prepare showing instructions for buyers' agents and agree on showing time window with seller
43. Obtain current mortgage loan(s) information: companies and & loan account numbers
44. Verify current loan information with lender(s)
45. Check assumability of loan(s) and any special requirements
46. Discuss possible buyer financing alternatives and options with seller
47. Review current appraisal, if available
48. Identify Home Owner Association manager, if applicable
49. Verify Home Owner Association Fees with manager - mandatory or optional and current annual fee
50. Order copy of Homeowner Association bylaws, if applicable
51. Research electricity availability and supplier's name and phone number
52. Calculate average utility usage from last 12 months of bills
53. Research and verify city sewer/septic tank system
54. Water System: Calculate average water fees or rates from last 12 months of bills )
55. Well Water: confirm well status
56. Natural Gas: research/verify availability and supplier's name and phone number
57. Verify security system, current term of service and whether owned or leased
58. Verify if seller has transferable Termite Bond
59. Ascertain need for lead-based paint disclosure
60. Prepare detailed list of property amenities and assess market impact
61. Prepare detailed list of property's "Inclusions & Conveyances with Sale"
62. Compile list of completed repairs and maintenance items
63. Send "Vacancy Checklist" to seller if property is vacant, if applicable
64. Explain benefits of Home Owner Warranty to seller
65. Assist sellers with completion and submission of Home Owner Warranty application
66. When received, place Home Owner Warranty in property file for conveyance at time of sale
67. Have extra key made for lockbox
68. Verify if property has rental units involved. And if so:
69. * Make copies of all leases for retention in listing file
70. * Verify all rents & deposits
71. * Inform tenants of listing and discuss how showings will be handled
72. Arrange for installation of yard sign
73. Assist seller with completion of Seller's Disclosure form
74. "New Listing Checklist" completed
75. Review results of Curb Appeal Assessment with seller and provide suggestions to improve salability
76. Review results of Interior Décor Assessment and suggest changes to shorten time on market
77. Load listing into transaction management software program
Entering Property in Multiple Listing Service Database
78. Prepare MLS Profile Sheet -- Agents is responsible for "quality control" and accuracy of listing data
79. Enter property data from Profile Sheet into MLS Listing Database
80. Proofread MLS database listing for accuracy - including proper placement in mapping function
81. Add property to company's Active Listings list
82. Provide seller with signed copies of Listing Agreement and MLS Profile Sheet Data Form within 48 hours
83. Take additional photos for upload into MLS and use in flyers. Hire professional photographer to showcase interior and exterior for MLS and marketing purposes
Marketing The Listing
84. Create print with seller's input
85. Coordinate showings with owners, tenants, and other Realtors®. Return all calls - weekends included
86. Install electronic lock box if authorized by owner. Program with agreed-upon showing time windows
87. Prepare mailing and contact list
88. Generate mail-merge letters to contact list
89. Order “Just Listed” postcards
90. Prepare listing sheets & detailed property information
91. Review comparable MLS listings regularly to ensure property remains competitive in price, terms, conditions and availability
92. Prepare property marketing brochure for seller's review
93. Arrange for printing or copying of supply of marketing brochures or fliers
94. Place marketing brochures in all company agent mail boxes
95. Upload listing to company and agent Internet site, if applicable
96. Mail "Just Listed" postcards to all neighborhood residents
97. Advise Network Referral Program of listing
98. Provide marketing data to buyers coming through international relocation networks
99. Provide marketing data to buyers coming from referral network
100. Price changes conveyed promptly to referral network
101. Reprint/supply brochures promptly as needed
102. Loan information reviewed and updated in MLS as required
103. Feedback e-mails/texts sent to buyers' agents after showings
104. Review weekly Market Study
105. Discuss feedback from showing agents with seller to determine if changes will accelerate the sale
106. Place regular weekly calls to seller to discuss marketing and pricing
107. Promptly enter price changes in MLS listing database
The Offer and Contract
108. Receive and review all Offer to Purchase contracts submitted by buyers or buyers' agents.
109. Evaluate offer(s) and prepare a "net sheet" on each for the owner for comparison purposes
110. Counsel seller on offers. Explain merits and weakness of each component of each offer
111. Contact buyers' agents to review buyer's qualifications and discuss offer
112. Deliver Seller's Disclosure to buyer's agent or buyer upon request and prior to offer if possible
113. Confirm buyer is pre-qualified by calling loan officer
114. Obtain pre-qualification letter on buyer from loan officer
115. Negotiate all offers on seller's behalf, setting time limit for loan approval and closing date
116. Prepare and convey any counteroffers, acceptance or amendments to buyer's agent
117. E-mail copies of contract and all addendums to closing attorney or title company
118. When Offer to Purchase Contract is accepted and signed by seller, deliver to buyer's agent
119. Record and promptly deposit buyer's earnest money in escrow account.
120. Disseminate "Under-Contract Showing Restrictions" as seller requests
121. Deliver copies of fully signed Offer to Purchase contract to seller
122. Deliver copies of Offer to Purchase contract to Selling Agent
123. Deliver copies of Offer to Purchase contract to lender
124. Provide copies of signed Offer to Purchase contract for office file
125. Advise seller in handling additional offers to purchase submitted between contract and closing
126. Change status in MLS to "Sale Pending"
127. Transaction management program to show "Sale Pending"
129. Provide credit report information to seller if property will be seller-financed
128. Assist buyer with obtaining financing, if applicable and follow-up as necessary
129. Coordinate with lender on discount points being locked in with dates
130. Deliver unrecorded property information to buyer
131. Order septic system inspection, if applicable
132. Receive and review septic system report and assess any possible impact on sale
133. Deliver copy of septic system inspection report lender & buyer
134. Deliver well flow test report copies to lender & buyer and property listing file
136. Verify termite inspection ordered
138. Verify mold inspection ordered, if required
Tracking the Loan Process
139. Confirm verifications of deposit & buyer's employment have been returned
140. Follow loan processing through to the underwriter
142. Contact lender weekly to ensure processing is on track
143. Relay final approval of buyer's loan application to seller
Home Inspection
144. Coordinate buyer's professional home inspection with seller
145. Review home inspector's report
146. Enter completion into transaction management tracking software program
147. Explain seller's responsibilities with respect to loan limits and interpret any clauses in the contract
148. Ensure seller's compliance with Home Inspection Clause requirements
149. Recommend or assist seller with identifying and negotiating with trustworthy contractors to perform any required repairs
150. Negotiate payment and oversee completion of all required repairs on seller's behalf, if needed
The Appraisal
151. Schedule appraisal
152. Provide comparable sales used in market pricing to Appraiser
153. Follow-up on appraisal
154. Enter completion into transaction management program
155. Assist seller in questioning appraisal report if it seems too low
Closing Preparations and Duties
156. Contract Is Signed By All Parties
157. Coordinate closing process with buyer's agent and lender
158. Finish closing forms & files
159. Ensure all parties have all forms and information needed to close the sale
161. Confirm closing date and time and notify all parties
162. Assist in solving any title problems (boundary disputes, easements, etc) or in obtaining Death
Certificates
163. Work with buyer's agent in scheduling and conducting buyer's Final Walk-Thru prior to closing
164. Research all tax, HOA, utility and other applicable prorations
165. Request final closing figures from closing agent (attorney or title company)
166. Receive & carefully review closing figures to ensure accuracy of preparation (attorney or title company)
167. Forward verified closing figures to buyer's agent (attorney or title company)
168. Request copy of closing documents from closing agent (attorney a¡or title company)
169. Confirm buyer and buyer's agent have received title insurance commitment (attorney or title company)
170. Provide "Home Owners Warranty" for availability at closing
171. Reviews all closing documents carefully for errors (attornery and title company)
172. Forward closing documents to absentee seller as requested (attorney or title company)
173. Review documents with closing agent (attorney)
174. Provide earnest money deposit check from escrow account to closing agent (attorney)
175. Coordinate this closing with seller's next purchase and resolve any timing problems (attorney)
176. Have a "no surprises" closing so that seller receives a net proceeds check at closing (attorney)
177. Refer sellers to one of the best agents at their destination, if applicable
178. Change MLS status to Sold. Enter sale date, price, selling broker and agent's ID numbers, etc.
Follow Up After Closing
179. Answer questions about filing claims with Home Owner Warranty company, if requested
180. Respond to any follow-up calls and provide any additional information required from office files.
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