60 Ways an Agent Should be Earning the Commission

One of the reasons I got into real estate was my desire to help people. Specifically, help people more than the way I was “helped” when I bought my first house. By far, the longest contract I have ever been in since being involved in real estate (almost 10 months), my first agent experience left much to be desired. And truthfully, with over 30,000 agents in Miami, alone, I guess the odds of having a bad experience are actually pretty high. Now, that being said, since being in the field, there are a lot of really great agents, too. Agents who truly are in it for their customer, not their commission. So, I thought I would share 40 things that I do for clients to help earn my commission, and will add a few each and every week to update that number.

Pre-Listing Activities

One of the biggest misunderstandings about the business is that the agent should just come, snap some photos, and post it on the MLS. Then, they sit back and just wait. Here are 20 things that your agent SHOULD be doing, BEFORE he or she even meets with you for your first listing presentation.

1. Make the appointment with you for the listing presentation that IS CONVENIENT FOR YOU. There may be a little give to ensure both schedules work, but the old “are you available tonight or tomorrow night” should not be the kind of pressure you feel before you even list your home.
2. Send you a written email, text and give you a call to confirm the appointment. There is no such thing as too much communication.
3. Send over a pre-listing package. As one of the largest investments most of us will ever make and sell in our lives, it should behoove you to know what to expect and how to prepare.
4. Research all comparable ACTIVE properties.
5. Research sale activity for the past 18 months from the MLS and public records databases.
6. Research the “average days on the market” for your properties similar in type, price range and location.
7. Download and review all property tax-roll information.
8. Prepare a “comparable market analysis” to help establish expected and market price.
9. Obtain a copy of the subdivision plat / complex layout.
10. Research property’s ownership and deed type to know history.
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, catered to your home.
17. Perform exterior “curb appeal assessment” of the 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.

Never received a Pre-Listing Package? Get yours here!

Listing Appointment Inspection

1. Perform visual inspection of exterior and interior of property and provide pictures as well as audio comments on suggestions to prepare the home for optimal sale.
2. Discuss goals with seller to market effectively.
3. Give seller an overview of current market condition and projections.
4. Review agent’s and company’s credentials and accomplishments in the market.
5. Present company’s profile and position or niche in the marketplace.
6. Present Comparable Market Analysis to seller, which includes sold, currents and expireds.
7. Offer pricing strategy based on professional judgement and current market conditions.
8. Explain market power and benefits of the MLS.
9. Explain market power of web marketing, IDX, and Realtor.com
10. Explain the behind the scenes work and availability on weekends, or during the day, if applicable.
11. Explain role in screening for qualified buyers and protect seller from “tire kickers.”
12. Present and discuss customized marketing plan.
13. Explain transaction brokerage relationship.
14. Review and explain all clauses in listing contract and addendum, then obtain seller’s signature to begin listing agreement.
15. Review current title information.
16. Measure overall and living square footage.
17. Measure interior room sizes.
18. Confirm lot size via owner’s copy of certified survey, if available.
19. Note all unrecorded property lines, agreements, easements.
20. Obtain house plans if available, review and make copy.
21. Order plat map roflcopters retention in property’s listing file.
22. Prepare showing instructions for buyer’s agents and showing times with seller.
23. Obtain current mortgage loan(s) information (how much owed in order to generate accurate closing costs.
24. Discuss possible buyer financing alternatives and options with seller.
25. Review current appraisal if available.
26. Identify homeowner / condo association manager if applicable.
27. Verify fees – all mandatory, optional and plus fees.
28. Order copy of bylaws if applicable.
29. Calculate average utility usage from last 12 months of bills.
30. Research and verify city sewer/ septic system.
31. Calculate average water fees or rates from last 12 months of bills.
32. Confirm well status, depth and output from Well Report.
33. Natural Gas: Research / verify availability, supplier’s name and phone number.
34. Verify security system, current terms of service and whether owned or leased.
35. Verify if seller has transferable termite bond.
36. Ascertain need for lead-based-paint disclosure.
37. Prepare detailed list of property amenities and assess market impact.
38. Prepare detailed list of property’s inclusions and conveyances with sale.
39. Compile list of completed repairs and maintenance items.
40. Send vacancy checklist to seller property is vacant.w