_____ 1. Make appointment with seller for listing presentation.
_____ 2. Send a written or e-mail confirmation of appointment & call to confirm.
_____ 3. Review appointment questions.
_____ 4. Research and print out all comparable properties currently listed.
_____ 5. Research and print out sales activities for past 12 months from MLS & public
_____ 6. Research “average days on market” for properties similar in type, price &
_____ 7. Download and review property tax roll information.
_____ 8. Prepare “comparable market analysis” (CMA) to establish market value.
_____ 9. Obtain copy of subdivision plat/complex layout.
_____10. Research property owner’s ownership and deed type.
_____ 11. Research property’s public record information for lot size and dimensions.
_____ 12. 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 and assemble formal file on property.
_____ 19. Confirm current public schools and explain their impact on market value.
_____ 20. Review listing appointment checklist to ensure completion of all steps.
Listing Appointment Presentation
_____ 21. Tour home with seller, taking notes on improvements as well as “need to do”
_____ 22. Give seller an overview of current market conditions and projections,
including absorption rate.
_____ 23. Review agent and company credentials and accomplishments.
_____ 24. Present company’s profile and position or “niche” in the marketplace,
overview of title company, home warranty, closing & relocation departments.
_____ 25. Present CMA results, including comparables, solds, current listings and
_____ 26. Offer pricing strategy based on professional judgment and interpretation of the
current market conditions.
_____ 27. Discuss goals to market effectively.
_____ 28. Explain market power and benefits of multiple listing service.
_____ 29. Explain market power of Web marketing, IDX and REALTOR.com and our
various web exposure sites.
_____ 30. Explain the work the brokerage and agent do “behind the scenes” and agent’s
availability on weekends.
_____ 31. Explain agent’s role in screening qualified buyers to protect against curiosity
_____ 32. Present and discuss strategic master market plan.
_____ 33. Explain different agency relationships.
_____ 34. Review all clauses in listing contract and obtain seller’s signature.
_____ 35. Detail the listing process/steps.
_____ 36. Explain relocation process for new destination. Contact our Relo Dept.
After Listing Agreement is Signed
_____ 37. Review current title information.
_____ 38. Measure overall and heated square footage.
_____ 39. Measure interior room sizes.
_____ 40. Confirm lot size via owner’s copy of certified survey, if available.
_____ 41. Note any and all unrecorded property lines, agreements, easements.
_____ 42. Obtain house plans, if applicable and available.
_____ 43. Order yard sign and info box if applicable.
_____ 44. Prepare showing instructions for buyer’s agents and agree on showing time
window with seller.
_____ 45. Obtain current mortgage loan(s) information; companies and account numbers.
_____ 46. Check assumability of loan(s) and any special requirements.
_____ 47. Discuss possible buyer financing alternatives and options with seller.
_____ 48. Review current appraisal if available.
_____ 49. Identify Home Owner Association manager if applicable.
_____ 50. Verify Home Owner Association fees with manager – mandatory or optional
and current annual fee.
_____ 51. Order copy of Home Owner Association bylaws, if applicable.
_____ 52. Calculate average utility usage from last 12 months of bills based on seller
_____ 53. Research and verify city sewer/septic tank system.
_____ 54. Calculate average water system fees or rates from last 12 months of bills,
based on seller supplied information.
_____ 55. Or, confirm well status, depth, and output from Well Report conform with
Michigan Point of Sale Laws.
_____ 56. Prepare detailed list of property amenities and assess market impact.
_____ 57. Prepare detailed list of property’s “Inclusions & Conveyances with Sale”.
_____ 58. Compile list of completed repairs and maintenance items.
_____ 59. Explain benefits of Tomie Raines, Inc. Home Warranty to seller.
_____ 60. Assist sellers with completion and submission of TRI Home Warranty
_____ 61. When received, place Home Owner Warranty in property file for conveyance
at time of sale.
_____ 62. Have extra key made for lockbox.
_____ 63. Verify if property has rental units involved. And if so:
_____ 64. Make copies of all leases for retention in listing file.
_____ 65. Verify all rents and deposits.
_____ 66. Inform tenants of listing and discuss how showings will be handled.
_____ 67. Assist seller with completion of Seller’s Disclosure form.
_____ 68. Make available seller prepared property disclosures and lead based paint
disclosures, both online and at the home.
_____ 69. Complete “new listing checklist”.
_____ 70. Review results of Curb Appeal Assessment with seller and provide suggestions
to improve salability.
_____ 71. Review results of Interior Décor Assessment and suggest changes to shorten
time on market through staging.
_____ 72. Load listing into transaction management software program.
_____ 73. Schedule Sunday Open Houses.
_____ 74. Follow up with attendees.
_____ 75. Schedule Broker Open House for local agents.
Entering Property in MLS Database
_____76. Prepare MLS profile sheets, agent is responsible for “quality control” and
accuracy of listing data.
_____77. Enter property data from profile sheets into MLS database.
_____ 78. Proof read MLS database listing for accuracy.
_____ 79. Provide seller with signed copies of Listing Agreement and MLS Line Side.
_____ 80. Take additional photos to upload into MLS and use in flyers.
_____ 81. Meet with videographer for Visual Tour photos. Review and approve.
Marketing the Listing
_____ 82. Create print and internet ads with seller’s input.
_____ 83. Coordinate showings with owners, tenants and other REALTORS®. Return
all calls, weekends included.
_____ 84. Install electronic lock box, if authorized by owner. Program with agreed-upon
showing time windows.
_____ 85. Prepare mailing and contact list.
_____ 86. Generate mail-merge letters to contact list.
_____ 87. Order “Just Listed” labels and reports.
_____ 88. Prepare flyers and feedback faxes.
_____ 89. Review comparable MLS listings regularly to ensure property remains
competitive in price, terms, conditions and availability.
_____ 90. Prepare property marketing brochure for seller’s review.
_____ 91. Arrange for printing or copying of supply of marketing brochures or flyers.
_____ 92. Place marketing brochures in all company agent mailboxes.
_____ 93. Upload listing to company and agent internet sites, if applicable.
_____ 94. Mail “Just Listed” notice to all neighborhood residents.
_____ 95. Provide “Special Feature” card for marketing, if applicable.
_____96. Prepare home book of property information to be left at home for showings.
_____ 97. Review ads that are submitted to company’s participating internet real estate
_____ 98. Convey price changes promptly to all internet groups.
_____ 99. Reprint/supply brochures promptly as needed.
_____ 100. Review and update loan information in MLS as required.
_____ 101. Send feedback e-mails/faxes to buyers’ agents after showings.
_____ 102. Review weekly Market Study.
_____ 103. Discuss feedback from showing agents with seller to determine if changes
will accelerate the sale.
_____ 104. Place regular weekly update calls to seller to discuss marketing and pricing.
_____ 105. Promptly enter price changes in MLS listing database.
The Offer and Contract
_____ 106. Fax/deliver Seller’s Disclosure to buyer’s agent or buyer upon request and
prior to offer if possible.
_____ 107. Receive and review all Offer to Purchase contracts submitted by buyers or
_____ 108. Evaluate offer(s) and prepare “net sheet” on each for owner to compare.
_____ 109. Counsel seller on offers. Explain merits and weakness of each component of
_____ 110. Contact buyers’ agents to review buyer’s qualifications and discuss offer.
_____ 111. Confirm buyer is pre-qualified by calling loan officer.
_____ 112. Obtain pre-qualification letter on buyer from loan officer.
_____113. Negotiate all offers on seller’s behalf, setting time limit for loan approval and
_____ 114. Prepare and convey any counteroffers, acceptance or amendments to buyers’
_____ 115. Fax copies of contact and all addendums to closing attorney and/or title
_____ 116. When Offer to Purchase contract is accepted and signed by seller, deliver to
_____ 117. Prepare Pending folder with Offer to Purchase and deliver to Closing Dept.
_____ 118. Record and promptly deposit buyer’s earnest money into escrow.
_____ 119. Deliver copies of fully signed Offer to Purchase contract to seller.
_____ 120. Fax/deliver copies of Offer to Purchase contract to selling agent.
_____ 121. Fax copies of Offer to Purchase to lender.
_____ 122. Advise seller in handling additional offers to purchase submitted between
contact and closing.
_____ 123. Change MLS status to “Sale Pending”.
_____ 124. Update transaction management program to show “Sale Pending”.
_____ 125. Advise seller of worst and best case scenarios regarding financing process.
_____ 126. Follow the finance process and assist with required outstanding documents.
_____ 127. Order septic system inspection if applicable.
_____ 128. Receive and review septic system report and assess any impact on sale.
_____ 129. Deliver copy of septic system inspection and report to lender and buyer.
_____ 130. Deliver well flow test report copies to lender, buyer and listing file.
_____ 131. Verify pest inspection ordered, if requested.
_____ 132. Verify mold inspection ordered, if required/requested.
_____ 133. Follow loan processing through to the underwriter.
_____ 134. Add lender and other vendors to transaction management program so agents,
buyer and seller can track progress of sale.
_____ 135. Relay final approval of buyer’s loan application to seller.
_____ 136. Coordinate buyer’s professional home inspection with seller.
_____ 137. Review home inspector’s report, if buyer provides.
_____ 138. Enter completion into transaction management tracking software progam.
_____ 139. Review buyer requested repairs.
_____ 140. Respond in writing to seller’s response.
_____ 141. Recommend/assist seller with identifying and negotiating with trustworthy
contractors for required/agreed repairs.
_____ 142. Negotiate payment and oversee completion of all required/agreed repairs on
seller’s behalf, if needed.
_____ 143. Schedule appraisal.
_____ 144. Provide comparable sales used in market pricing to appraiser, if requested.
_____ 145. Follow up on appraisal.
_____ 146. Enter completion into transaction management program.
Closing Preparations and Duties
_____ 147. Make sure contact and all addendums are signed by all parties.
_____ 148. Coordinate closing process with buyer’s agent, buyers, sellers and lender.
_____ 149. Update closing forms and files.
_____ 150. Ensure all parties have all forms and information needed to close the sale.
_____ 151. Confirm title company to close property.
_____ 152. Confirm closing date and time and notify all parties.
_____ 153. Assist in solving any title problems (boundary disputes, easements, etc.) or in
obtaining death certificates.
_____ 154. Work with buyer’s agent in scheduling and conducting buyer’s final walk-
through prior to closing.
_____ 155. Research all tax, HOA, utility and other applicable prorations.
_____ 156. Request final closing figures from closing agent (attorney or title company).
_____ 157. Receive and carefully review closing figures to ensure accuracy.
_____ 158. Forward verified closing figures to buyer’s agent.
_____ 159. Request copy of closing documents from closing agent.
_____ 160. Confirm buyer and buyer’s agent received title insurance commitment.
_____ 161. Provide “Home Owners Warranty” for availability at closing.
_____ 162. Provide contact information for final utility readings.
_____ 163. Review all closing documents carefully for errors.
_____ 164. Forward closing documents to absentee seller as requested.
_____ 165. Review documents with closing agent (attorney).
_____ 166. Provide earnest money deposit from escrow account to closing agent.
_____ 167. Coordinate closing with seller’s next purchase, resolving timing issues.
_____ 168. Have a “no surprises” closing so that seller receives a net proceeds check at
_____ 169. Change MLS status to SOLD. Enter sale date, price, selling broker and
agent’s ID numbers, etc.
_____ 170. Close out listing in transaction management program.
Follow Up After Closing
_____ 171. Answer questions about filing claims with Home Owner Warranty company
_____ 172. Through seller, answer questions the purchaser may have regarding the home.
_____ 173. Respond to any follow up calls and provided any additional information
required from office files.
_____ 174. Follow up with seller to verify satisfaction with the selling process.