LISTING STEPS
INITIAL CONTACT
1. Call all leads within 24 hours to introduce yourself, outline our processes, and schedule next steps.
Always call the lead the day you get their information. If they do not answer, follow up via text or email to schedule a phone call.
2. On the call, discuss the following items with the lead:
What is their story and what is prompting their move?
How did they hear about us?
Explain the 6th Ave Homes Story:
We started renovating homes and realized there was a need for a better real estate model because the traditional approach was lacking.
Guides vs Agents: we are here to help you by bringing clarity and simplicity to a process that can be nerve racking. We aim to never sell or pressure you in any way.
We work as a team: when possible, you will get to work with multiple realtors as well as our in-house marketing team to create graphics and marketing collateral for your house.
3. Walk through the listing steps. If they are also going to be buying, coach them on the pre-approval process.
4. Schedule a Meet Up at their house to see the property and make recommendations for things to be addressed prior to listing the house.
MEET UP
Prepare:
1. Research the lead’s home in TAD and MLS for prior listing photos and information that will help you determine the current condition of the property.
2. Run a Quick CMA and Cloud CMA to get an idea of pricing for pending and recently sold (last 90 days) comps.
You can customize the CMAs using your name and branding. Bring either a print out or PDF copy of the report to the Meet Up to determine the best sales price.
If you are unable to determine the current condition of the property and cannot get comfortable with comps, you do not have to print off a CMA. However, still take the time to devise a range for how you would price the home at different condition levels.
3. Set up clients in ZipForms and import listing contracts.
At the Meet Up:
Always schedule listing Meet Ups at your client’s house
1. Bring a new 6AH Meet Up Book.
2. Bring a 6th Ave Folder with the two CMA documents, if applicable, and example marketing items for their review.
3. Review the CMAs with the seller.
You can print it, or show them the CMA presentation or PDF on your computer. Show pictures of other comparable homes as you discuss the list price for their home. Condition and quality are a huge factor in where you should price the home.
4. Always give a recommended list price range, but allow them to make the final decision on list price.
Walk through the projected days on the market they might have at the high and low end of the pricing range.
If you are unable to dial in strong comps before the meeting due to lack of information about the property, take time to discuss the range you would like them to consider. Let them know that you will run a new CMA for their review based on your thoughts after being in the home.
5. Walk through the house and discuss items to update/repairs to make before listing.
6. SEAL THE DEAL!
Before finishing the Meet Up, confirm that they want to list with you and want to start getting a game plan together for taking their house to market. If they aren’t ready to make a decision, no problem!
After the Meet Up:
1. Follow up with your clients, summarizing what was discussed and recommendations on listing.
If you were unable to bring a CMA with you on initial meeting, send your new CMA with an explanation as part of your follow-up email.
2. Finalize that they want to work with you and confirm the sales price they would like to list their house at.
VALUE ADD: MAIL THEM A THANK YOU CARD
“WE WANT TO LIST WITH YOU”
VALUE ADD: MAIL THEM “FEEL LUCKY TO WORK WITH YOU” CARD ALONG WITH A LOTTERY TICKET
1. Send them the following documents to get signed (if they did not sign them initially).
Be sure to provide clarity for the purpose of each document, especially the Seller’s Disclosure and MLS Input Form since they are lengthy and detailed.
IABS
Listing Agreement: Exclusive Right to Sell Agreement
6AH Reno Terms
6AH Square Footage
LBPA (if built prior to 1978)
Info About Mineral Clauses
Addendum for Reservation of Minerals (if they own and are keeping)
Seller’s Disclosure
MLS Input Form
2. Request the seller to provide you with details on any warranty information on the property (roof, foundation, appliances) and information about improvements they have made. Upload both the improvements list and warranty information to the MLS.
3. Get a T-47 notarized and existing survey from seller and upload to the MLS.
4. Based on your walk-through, review steps to prepare the house for listing with the seller.
Paint touch-ups, landscaping, minimize and depersonalize, etc.
5. Guide the seller through these STAGING TIPS to ensure you're both on the same page.
6. Once the home is ready, schedule our professional photographer to take listing photos.
It can take about a week to receive final photos and video for your listing.
If possible, attend the photoshoot to help with staging, and so all angles requested by seller are included.
DISCUSS TIMELINE AND STRATEGY
1. Create A Timeline
Create a timeline with the seller based on what needs to be done to the house and when they want it to go live on the MLS or be out of the house.
Be specific and honest! Sometimes a couple thousand on repairs will save them several thousands in the end.
Outline a proposed timeline to complete the work
2. Listing Photos
Schedule photos 5-7 days before you plan to go live on MLS
The house must be staged prior to the day the photographer will be present
Good rule of thumb is to visit the house the day before photos and come to photos, if they are still living in it, to help stage.
3. Listing Date
Finalize the date the listing will go live.
We recommend mid-week with an open house that weekend as well as having the marketing team post the listing to social media channels to drive traffic.
Give the option to delay showings until after the open house if the seller wants.
Be sure to explain that even if the house is under contract that first week, there will typically be a 30-day period before closing.
4. Price "Improvement" Plan
Set up a plan for price reductions prior to listing in the event the property stays on the market.
Explain the strategy that based on the amount of traffic and their urgency to sell, gradual price restrictions help to market the home to new buyers.
A standard plan is every 10-14 days review showings and feedback and reduce price by $2,000-$5,000. Increase that amount based on how fast they need to sell.
5. Expectations
Also, set expectations that once they accept an offer, there is a good chance the buyer is going to try to negotiate it down after the inspection. Provide your solutions to the buyer’s possible requests. Between offering concessions, reducing the purchase price, and making the repairs personally, you should be able to find a good way forward for all parties.
GETTING THE HOUSE LIVE
Once you have the plan finalized, your next job is to get the house set up to go live. This includes entering it into MLS, setting up ShowingTime, getting a Supra lock box with a key on the door, and installing your sign.
MLS
Enter items into MLS based on the MLS entry form the seller(s) filled out. You can verify information through the county appraisal district (TAD for Tarrant) and a previous MLS listing for this house.
As the contract status progresses, you will need to update MLS to show it is under active option contract, pending, or sold.
Showing Time
You will need to upgrade your membership for listings if you currently have the free membership. Visit the ShowingTime to upgrade your membership
Add the listing to ShowingTime when you are ready to schedule showings or block it off until the MLS listing is live. Instructions to add the listing can be found HERE.
Set up the showing scheduling availability based on the seller’s preference and give them the ability to accept and deny showings.
Supra Blue Lockbox
The supra box is the most secure option as it ensures only licensed realtors, inspectors, and appraisers have access to the property.
You can buy one at GFWAR; they are about $100.
Get a spare key from the seller(s) and attach it to a secure place outside of the home. The front door is typical but chair swings and railings work as well.
Put your sign up
Get a For Sale sign (make sure it does not say Renovations!), your name plate, and the sign stand from the office storage area.
Buy or pick up two rebar stakes (3H right by the storage unit sells metal stakes that work too)
Bring a hammer and water bottle (if ground is dry) and hammer stakes into ground and attach sign stand on top of it.
Once the property is sold, make a plan to pick up the Supra box and sign after closing!
SHOWINGS AND OFFERS
1. Set expectations on preparing the house for showings as well as managing them.
Recommend clients stage their house every morning as showings can be scheduled during the work day.
2. Determine the plan for an Open House
Schedule open houses at least 7 days in advance
Promote the open house on your own social media throughout the week and coordinate with the marketing team to have it promoted on our pages.
Print off copies of the MLS Customer Brief for the listing and Listing Fliers from the Listing Page
Print off a 6AH sign-in sheet
Provide food and drinks - at least bottled water and some snack like cookies or pretzels.
Day before Open House introduce yourself to neighbors and leave a flyer about the house with the 6th Ave Homes door hanger.
3. Review all feedback and offers with your seller(s).
4. Send all offers to the seller(s). Help them review offers and determine which offer is the best option for them.
5. Follow up with all agents to notify them on the decision after the chosen contract is executed.
VALUE ADD: MAKE CARDS THAT LABEL UPDATES AND THINGS YOU WANT TO HIGHLIGHT TO POTENTIAL BUYERS
OFFER ACCEPTANCE - OPTION PERIOD
VALUE ADD: MAIL MELT GIFT CARD ONCE UNDER CONTRACT
1. Execute: sign the contract and 3rd-party financing addendum and determine best way to receive option money from the Buyer’s Agent.
It could consist of picking up option from title and delivering it to seller, dropping it off at the seller’s house, or sending by mail.
2. Prepare seller for what to expect after the inspection.
Let them know that there is a good chance buyers will request repairs or sellers concessions. Try to give them a range if you know what repairs might be needed. Discuss other options like leaving appliances or furniture to negotiate.
3. Provide Contractor contacts if seller is completing repairs.
POST OPTION
1. Prepare them for appraisal and discuss solutions if appraisal comes in low and the buyer wants to renegotiate.
2. Remind them to begin forwarding their mail to a new address.
VALUE ADD: MAIL THE STRESS KIT (HEAD MASSAGER AND SQUISHY BALL)
CLOSING
1. Coordinate walk-through schedule with the sellers.
2. Compliance
Fill out the CDA Closing Form and submit All Documents to Victoria via Rechat at least 5 business days prior to closing for the CDA to be finalized
Send Victoria wire/check information so you can be paid by the title company
*Once you know the property is likely to close (ie - the appraisal came back clear) you can submit all the documents you have to Victoria via Brokermint so she can begin reviewing them and preparing the CDA
3. Schedule closing with Title
VALUE ADD: SEND JIBJAB ON CLOSING DAY OR ONCE CLOSING IS SCHEDULED
4. Drop off Keys at title if seller is not bringing them at closing
VALUE ADD: GET CLOSING GIFTS - 6AH GIFT IS THE WOODEN BOX, CUPS, SHOT GLASSES, AND TX WHISKEY
6. Meet seller at closing and celebrate!
AFTER CLOSING
1. Follow up with Sellers to see how they are doing!