Listing Homes for Sale - Part 2 of a 5 Part series

By
Real Estate Agent with Haven Express @ Keller Williams Arizona Realty

Link to Listing Homes for Sale - Part 1 of a series

This series focuses on effective and efficient methods of meeting with Sellers who want to sell Phoenix area Homes and Real Estate, determining whether there is a good fit between the Seller and the prospective Listing Broker, and the technology that is available to streamline the process.

The FIRST Telephone Appointment 

The "agenda" for the first telephone appointment is straightforward, but critical, in determining the appropriate next steps. Here is what needs to be accomplished:

  1. Exchange full and complete contact information - names, addresses, phone numbers, emails, etc. 
  2. Data collection about the subject property - use the MLS listing profile as a template for discussion.
  3. Determining motivation level of the Seller - just thinking about it or relocating?
  4. Discussing what the Seller expects/needs to net on the sale
  5. Making sure any questions the Seller has for the Listing Broker are answered.
  6. Defining next steps - the CMA Review.

The telephone appointment is the opportunity for the Seller and the Listing Broker to exchange critical information, without which the process cannot move forward.  From the perspective of the Phoenix area Listing Agent,  full contact and property information are essential.  The end result should be a completed "Arizona Association Cover Sheet" and "MLS Residential Profile Sheet". 

  • What is the amount of the current mortgage(s) on the property?
  • Prepay penalties?
  • Interest rates?
  • Condition of the property on a scale of 1-10?
  • Anything "unusual" about the property?
  • Why is the Seller selling?
  • Is it due to a "must move" situation, or a "would like to if I can get my price" situation?
  • What is the Seller expecting to net on the sale - often expressed by the Seller as the Sales Price which then needs to be translated into net proceeds by preparing a "Seller Net Sheet".
  • What questions does the Seller have at this point?

To conclude the call, clearly define next steps:Canyon Lane

The Listing Agent is going to prepare a Comparative Market Analysis (CMA) based on the information provided by the Seller about the property and forward it to the Seller for review. (The sample CMA linked to in the previous sentence is for a property we listed and sold within 30 days in the fall of 2006.  It had been previously listed by another agent hence the 163 total days on market. This information is public record therefore there is no disclosing of confidential information by providing this sample.  It has been updated to reflect the current market activity in that neighborhood.) 

For Haven Express this CMA includes a Top Producer 8i generated CMA with property analysis and a summary of the elements of our marketing activities, along with a 1 line CMA from the MLS, a copy of the property Tax Records, and a Seller Net Sheet based on the suggested List Price and reflecting the total commission.  We also include a link to the "comps" so that the Seller can view the additional photos and virtual tours associated with the properties.

The information needs to be reviewed in detail by the Seller, and then discussed with the Listing Broker to ensure complete understanding.  The day and time for this call needs to be scheduled before the end of the current call.  Ideally, this call is scheduled for later the same day, and should take about 5-10 minutes IF the Seller has reviewed the CMA information.

The next part in this series will cover the CMA Review and Next Steps, including sample scripts for different scenarios.  Stay tuned!

**** UPDATED **** Listing Homes for Sale - Part 3 of a series

If you are considering a move to Phoenix you owe it to yourself to visit Verrado as part of your home tour.  If you are considering buying a home or real estate in Verrado you owe it to yourself to talk with Haven Express at Keller Williams Realty Professional Partners to determine whether Tony Marriott is the best real estate Broker in Verrado to help you with the purchase of your home.

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Tony and Suzanne Marriott
Associate Brokers, REALTORS
Keller Williams Arizona Realty
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Rainer
11,204
Sean Dankers
Realty World Select - Fredericksburg, VA
Let me be the first to say thanks Tony.  I enjoy reading all of your post.  hope you have a great 2007.
Mar 18, 2007 11:51 AM #1
Rainmaker
924,695
Tony Marriott
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Associate Broker, REALTOR
Sean - Thanks for the comment and the compliment.  Happy to hear these are useful.  Tony
Mar 18, 2007 11:52 AM #2
Rainmaker
1,092,043
Bryant Tutas
Bryant Tutas-Tutas Towne Realty, Inc - Poinciana, FL
Broker/REALTOR, Tutas Towne Realty, Inc
Tony, this series has been a very good "step by step" outline of how to get prepared for the actual listing appointment. If the interview process is done properly the listing appointment itself is nothing more than the time to get paper work signed and take photos. Most of my listings are taken before I even met the sellers. Very good series Tony. Taking a listing is not brain surgery but it does require proper planning.
Mar 18, 2007 01:16 PM #3
Ambassador
1,893,999
Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

Great information, Tony. Well organized, concise and helpful. Thanks for sharing your thoughts.

Enjoying the heatwave?? Stay cool.

Jeff

Mar 18, 2007 01:19 PM #4
Rainmaker
924,695
Tony Marriott
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Associate Broker, REALTOR
Bryant - Thanks for stopping by - your endorsement means a lot to me!  Tony
Mar 18, 2007 01:29 PM #5
Rainmaker
924,695
Tony Marriott
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Associate Broker, REALTOR
Jeff - it's a getting a little warm here - whoever invented air conditioning should get a Nobel prize!
Mar 18, 2007 01:30 PM #6
Ambassador
2,469,475
Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

I think in this market, I would want to see the home owner's latest mortgage statement.  If they have a coupon, ask them to get a pay-off letter from their lender.  That's routine for me.  No surprises. 

I have to laugh when someone writes to a listserve or blog about the seller who is in foreclosure but no one knew about it until the title company got the escrow or payoff from the lender or seller.  Ask up front. 

I'm sure Tony has it covered, but it's not clear on the list. 

Mar 18, 2007 05:20 PM #7
Rainmaker
924,695
Tony Marriott
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Associate Broker, REALTOR
Lenn - You are correct.  It's on the list - but not at this stage of discussions.  Stay tuned!  Tony
Mar 18, 2007 05:22 PM #8
Rainmaker
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Lanre-"THE REAL ESTATE FARMER" Folayan
Keller Williams Capital Properties-Buy a home in Washington DC. Sell a home in Washington DC - Washington, DC
How much is my Washington DC House Worth?
I am learning some great stuff reading this post tony. Thank you very much for sharing.
Apr 16, 2007 05:27 PM #9
Rainmaker
924,695
Tony Marriott
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Associate Broker, REALTOR
Lanre - Thanks for reading!
Apr 17, 2007 02:33 PM #10
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Rainmaker
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Tony Marriott

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