Here’s a look at all the things — big and small — that an agent who is a Realtor® may do to help clients when buying and selling a home.

You know you earn every penny you get when you sell a home. This list can help you show your customers exactly what you do to help them buy or sell their home.

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 from Local MLS Broker Marketplaces and public records databases
6. Research Average Days on Market for property of this type, price range, and location
7. Download and review property tax roll/assessor information
8. Prepare preliminary Comparable Market Analysis (CMA) to establish fair market value
9. Obtain copy of subdivision plat/ complex lay-out
10. Research property’s ownership and deed type
11. Research property’s public record information for lot size and 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 with above materials
17. Perform exterior Curb Appeal Assessment of subject property
18. Compile a 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 are completed
21. Review Obsolete Property Rehabilitation Act (OPRA) Report from Township for all permitted records
22. Add client into your database

Listing Appointment Presentation:

23. Give seller an overview of current market conditions and projections
24. Tour property
25. Review agent’s and company’s credentials and accomplishments in the market
26. Present company’s profile and position or niche in the marketplace
27. Present preliminary CMA to seller, including comparable properties, sold properties, current listings, and expired listings
28. Offer pricing strategy with updates to CMA based on tour of home and updates, upgrades professional judgment, and current market conditions
29. Discuss goals with seller to market effectively
30. Explain market power and benefits of Local MLS Broker Marketplaces
31. Explain market power of web marketing, IDX and REALTOR.com
32. Explain the work you do behind the scenes and your availability on weekends
33. Explain role in screening for qualified buyers and protect seller from curiosity seekers
34. Present and discuss strategic master marketing plan
35. Explain transaction/agency brokerage relationship
36. Review and explain all clauses in listing contract and addendum, then obtain seller’s signature once property is under listing agreement
37. Review current title information
38. Gather square footage/measure overall and heated square footage as required
39. Measure interior room sizes
40. Confirm lot size via owner’s copy of certified survey, if available
41. Note all unrecorded property liens, agreements, easements
42. Obtain house plans, if applicable and available
43. Review house plans and make copy
44. Prepare showing instructions for buyers’ agents and showing times with seller
45. Discuss possible buyer financing alternatives and options with seller
46. Review current appraisal if available
47. Identify Homeowner Association manager if applicable
48. Verify Homeowner Association Fees with manager—mandatory or optional, plus fees
49. Order copy of Homeowner Association bylaws, if applicable
50. Research electricity availability, supplier’s name, and phone number
51. Have utility companies provide average utility usage from last 12 months of bills
52. Research and verify city sewer/septic tank system
53. Calculate average water fees or rates from last 12 months of bills
54. Confirm well status, depth and output from Well Report
55. Natural Gas: Research/verify availability, supplier’s name, and phone number
56. Verify security system, current terms of service and whether owned or leased
57. Verify if seller has transferable Termite Bond
58. Ascertain need for lead-based paint disclosure
59. Prepare detailed list of property amenities and assess market impact
60. Prepare detailed list of property’s inclusions and conveyances with sale
61. Compile list of completed repairs and maintenance items
62. Send vacancy checklist to seller if property is vacant and register the property with the township if it is vacant or a rental home
63. Explain benefits of Homeowner Warranty to seller
64. Assist sellers with completion and submission of Homeowner Warranty Application
65. Place Homeowner Warranty in property file for conveyance at time of sale
66. Have extra key made for lockbox and one for your file
67. Verify if property has rental units involved.
68. If the property does have rental units, make copies of all leases for retention in listing file
69. Verify all rents and deposits

Offers:

109. Receive and review all Offer to Purchase contracts submitted by buyers’ agents
110. Evaluate offer(s) and prepare a net sheet for the owner for comparison purposes
111. Explain merits and weakness of each offer to sellers
112. Contact buyers’ agents to review buyer’s qualifications and discuss offer
113. Deliver Seller’s Disclosure to buyer upon request and prior to offer if possible. Upload to the Local MLS Broker Marketplaces additional documents at time of listing
114. Confirm buyer is pre-qualified by calling loan officer

115. Obtain buyers’ pre-qualification letter from loan officer if not submitted with offer
116. Negotiate all offers per seller’s direction on seller’s behalf, set time limit for loan approval and closing
117. Prepare and convey counteroffers, acceptance or amendments to buyer’s agent
118. Create excel spreadsheets for easy review on multiple bids
119. Email or send copies of contract and all addendum’s to the closing attorney or title company
120. When Offer to Purchase contract is accepted, deliver to buyer’s agent

Contracts:

121. Record and promptly deposit buyer’s earnest money in escrow account
122. Disseminate under-contract showing restrictions as seller requests
123. Deliver copies of fully signed Offer to Purchase contract to seller
124. Deliver copies of Offer to Purchase contract to lender
125. Provide copies of signed Offer to Purchase contract for office file
126. Advise seller of additional offers submitted between contract and closing
127. Change status in Local MLS Broker Marketplaces to Sale Pending
128. Update transaction management program to show Sale Pending
129. Provide credit report information to seller if property will be seller- financed
130. Assist buyer with obtaining financing, if applicable, and follow-up as necessary
131. Coordinate with lender on discount points being locked in with dates

Inspections:

132. Deliver unrecorded property information to buyer
133. Order septic system inspection, if applicable
134. Receive and review septic system report, and assess any possible impact on sale
135. Deliver copy of septic system inspection report lender and buyer
136. Deliver Well Flow Test Report copies to lender and buyer, and property listing file
137. Verify termite inspection ordered
138. Verify mold inspection ordered, if required
139. Confirm verifications of deposit and buyer’s employment have been returned
140. Follow loan processing through to the underwriter
141. Add lender and other vendors to your management program so agents, buyer, and seller can track progress of sale
142. Contact lender weekly to ensure processing is on track
143. Relay final approval of buyer’s loan application to seller

Home Inspections:

144. Coordinate with seller for buyer’s professional home inspection
145. Review home inspector’s report
146. Enter completion into transaction management tracking program
147. Explain seller’s responsibilities, and recommend an attorney interpret any clauses in the contract
148. Ensure seller’s compliance with Home Inspection Clause requirements
149. Assist seller with identifying contractors to perform any required repairs
150. Negotiate payment, and oversee all required repairs on seller’s behalf, if needed

The Appraisal:

151. Schedule appraisal
152. Provide to appraiser any comparable sales used in market pricing
153. Follow-up on appraisal

Processing for Closing:

154. Enter completion into transaction management program
155. Assist seller in questioning appraisal report if it seems too low
156. Get contract signed by all parties
157. Coordinate closing process with buyer’s agent and lender
158. Update closing forms and files
159. Ensure all parties have all forms and information needed to close the sale
160. Select location where closing will be held
161. Confirm closing date and time, and notify all parties
162. Assist in solving any title problems or in obtaining death certificates
163. Work with buyer’s agent in scheduling buyer’s final walk-thru prior to closing

164. Double check all tax, homeowners’ association dues, utility, and applicable prorations
165. Request final closing figures from closing agent (attorney or title company)
166. Receive and carefully review closing figures to ensure accuracy of preparation
167. Confirm buyer and buyer’s agent have received title insurance commitment
168. Provide homeowners warranty for availability at closing
169. Forward closing documents to absentee seller as requested
170. Review documents with closing agent (attorney)
171. Coordinate closing with seller’s next purchase, and resolve any timing problems
172. Have a no-surprises closing so seller receives a net-proceeds check at closing
173. Refer sellers to one of the best agents at their destination, if applicable
174. Change Local MLS Broker Marketplaces status to Sold. Enter sale date, price, selling broker, etc.

Follow-Up 

175. Share the warranty paperwork for claims in the future
176. Attempt to clarify and resolve any conflicts about repairs if buyer is not satisfied
177. Respond to any calls and provide any information required from office files
178. If a rental, verify all deposits and prorated rents are reflected accurately on the closing statement
179. Close out listing in your management program