130 things real estate agent does for his clients (and they

don’t even know it)

Pre-listing activities
1. Make appointment with seller for listing presentation.
2. Send a written or e-mail confirmation of appointment and call to confirm.
3. Review appointment questions.
4. Research all comparable currently listed properties.
5. Find sales activity for past 6 months from REINZ and public databases.
6. Research “average days on market” for properties similar in type, price and location.
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’s ownership and title 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 title 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 tasks.

Listing appointment presentation

21. Give seller an overview of current market conditions and projections.
22. Review agent and company credentials and accomplishments.
23. Present company’s profile and position or “niche” in the marketplace.
24. Present CMA results, including comparable, sold, current listings and expired.
25. Offer professional pricing strategy based on interpretation of current market conditions.
26. Discuss goals to market effectively.
27. Explain market power and benefits of multiple listing service.
28. Explain market power of Century 21 Web marketing, and the other major property sites.
29. Describe the work the agents do “behind the scenes” and agents’ availability on weekends.
30. Describe agents’ role in screening qualified buyers to protect against curiosity seekers.
31. Present and discuss strategic master marketing plan.
32. Review all clauses in listing contract and obtain seller’s signature.

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 After listing agreement is signed
33. Note any and all unrecorded property lines, agreements, easements.
34. Obtain house plans, if applicable and available.
35. Review house plans, make copy.
36. Prepare showing instructions for buyers’ agents and agree on showing time with seller.
37. Discuss possible buyer financing alternatives and options with seller.
38. Review current appraisal if available.
39. Obtain Council rates information regarding the property.
40. Verify security system, term of service and whether owned or leased.
41. Ascertain need for Meth testing disclosure.
42. Prepare detailed list of property amenities and assess market impact.
43. Prepare detailed list of property’s Chattels.
44. Complete list of completed repairs and maintenance items.
45. Explain standard warranty clause in the S&P agreement to seller if required.
46. Have extra key made for lockbox if necessary.
47. Verify if property has rental units involved. And if so:
48. Make copies of all leases for retention in listing file.
49. Verify all rents and deposits.
50. Inform tenants of listing and discuss how showings will be handled.
51. Arrange for sign board installation at the property following Council by-laws
52. Assist seller with completion of Seller’s Disclosure form.
53. Complete “new listing checklist.”
54. Review results of Curb Appeal Assessment with seller and suggest improvements for
salability.
55. Review results of Interior Decor Assessment and suggest changes to shorten time on
market.
56. Load listing time into transaction management software.

Entering property in Century 21 database

57. Prepare Century21 Profile Sheet–agents are responsible for “quality control” and accuracy
of listing data.
58. Enter property data from Profile Sheet into Century21 listing database.
59. Proofread Century21 database listing for accuracy, including property placement in
mapping function.
60. Add property to company’s Active Listings.
61. Provide seller with signed copies of Listing Agreement and Century21 Profile Data Form
immediately.
62. Take more photos for upload into Century21 web and use in flyers. Discuss efficacy of
panoramic photography.

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 Marketing the listing
63. Create print and Internet ads with seller’s input.
64. Coordinate showings with owners, tenants and other agents. Return all calls–weekends
included.
65. Install electronic lockbox. Program with agreed-upon showing time windows.
66. Prepare mailing and contact list.
67. Generate mail-merge letters to contact list.
68. Order “Just Listed” labels and reports.
69. Prepare flyers and feedback forms.
70. Review comparable listings regularly to ensure property remains competitive in price,
terms, conditions and availability.
71. Prepare property marketing brochure for seller’s review.
72. Arrange for printing or copying of supply of marketing brochures or flyers.
73. Place marketing brochures in all company agent mailboxes.
74. Upload listing to company and agent Internet sites, if applicable.
75. Mail “Just Listed” notice to all neighborhood residents.
76. Advise Network Referral Program of listing.
77. Provide marketing data to buyers from international relocation networks.
78. Provide marketing data to buyers coming from referral network.
79. “Special Feature” cards from marketing, if applicable.
80. Submit ads to company’s participating Internet real estate sites.
81. Convey price changes promptly to all Internet groups.
82. Reprint/supply brochures promptly as needed.
83. Send feedback e-mails/faxes to buyers’ agents after showings.
84. Discuss feedback from showing agents with seller to determine if changes will accelerate
the sale.
85. Place regular weekly update calls to seller to discuss marketing and pricing.
86. Promptly enter price changes in Century21 listings database and the other major property
sites.

The offer and the contract

87. Receive and review all Offer to Purchase contracts submitted by buyers or buyers’ agents.
88. Counsel seller on offers. Explain merits and weakness of each component of each offer.
89. Contact buyers’ agents to review buyer’s qualifications and discuss offer.
90. Fax/deliver Seller’s Disclosure to buyer’s agent or buyer upon request and prior to offer if
possible.
91. Confirm buyer is pre-qualified in terms of finance.
92. Negotiate all offers on seller’s behalf, setting time limit for loan approval and settlement
date.

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 93. Prepare and convey any counteroffers.
94. Fax the appropriate number of copies of contract and all addendums to both parties`
solicitors.
95. When Offer is accepted and signed by seller, convey the acceptance to the buyer.
96. Record and promptly deposit buyer’s money into trust account.
97. Disseminate “Under-Contract Showing Restrictions” as seller requests.
98. Deliver copies of fully signed Offer contract to sellers.
99. Provide copies of signed Offer contract for office file.
100. Advise seller in handling additional offers submitted between contract and
settlement.
101. Change the property status to “Sale Pending” or “Sold”.
102. Update transaction management program to show “Sale Pending” or “’Sold”.
103. Assist buyer with obtaining financing and follow up as necessary.
104. Order Meth-inspection, if applicable.
105. Receive and review Meth-inspection report and asses any impact on sale.
106. Deliver copy of Meth-inspection inspection report to seller.

Tracking the loan process

107. Confirm return of deposit receipt by the buyer.
108. Follow up with buyer and buyer solicitor to track progress on satisfying finance
clause.

Home inspection
109. Coordinate buyer’s professional home inspection with seller.
110. Review home inspector’s report.
111. Enter completion into transaction management tracking software program.
112. Ensure seller’s compliance with home inspection clause requirements.
113. Assist seller with identifying and negotiating with trustworthy contractors for
required repairs.
114. Negotiate payment and oversee completion of all required repairs on seller’s
behalf, if needed.

Settlement preparations and duties

115. Make sure contract is signed by all parties.
116. Update closing forms and files.
117. Confirm settlement date and time and notify all parties.
118. If applicable and to the appropriate level of competence assist both parties’
solicitors with necessary documents and clarifications for progressing the sale transaction.

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 119. Work with the buyer in scheduling and conducting buyer’s final inspection prior
to settlement.
120. Review the sale and purchase agreement documents carefully for errors.
121. Forward the sale and purchase agreement documents to absentee seller as
requested.
122. Review documents with both parties’ solicitor.
123. Coordinate settlement with seller’s next purchase, resolving timing issues.
124. Have a “no surprises” settlement so that seller receives net proceeds check at
settlement.
125. Refer sellers to one of the best agents at their destination, if applicable.
126. Enter sale date, price, selling agents and agents’ ID numbers, etc.
127. Close out listing in transaction management program.

Follow-up after settlement

128. Answer questions about filing claims with the “In – House” complaint procedure
or directly with REAA if requested.
129. Attempt to clarify and resolve any repair conflicts if buyer is dissatisfied.
130. Respond to any follow-up calls and provide any additional information required
from office files.

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 Olena Medvedieva
Licensed Real Estate Salesperson REAA 2008
olena.medvedieva@century21.co.nz
021 171 4793

Anelise Wolenszky
Licensed Real Estate Salesperson REAA 2008
anelise.wolenszky@century21.co.nz
021 033 6901