Placing Your Home on the Market
The first step toward putting your home up for sale is to meet with your sales representative at your home. This meeting is referred to as the "listing appointment." Beforehand, it's helpful to understand who’s involved in the selling process and how different sales representatives may work together to help sell your home.
Listing Sales Representative
The listing sales representative is the person you hire to help market and sell your home. This relationship is formalized through a listing agreement. The organization they work with typically receives the commission and may share it with the sales representative handling your listing.
Selling Sales Representative
This is the sales representative who introduces a buyer to your property. If the buyer is brought in by a different representative, the sale is considered a co-operative sale, and the commission is typically shared between the two parties. If your listing sales representative also finds the buyer, their organization may retain the full commission.
A Little Homework
Before the listing appointment, both you and your sales representative have a bit of preparation to do. While you gather any documents your sales representative has requested, they will research recent home sales in your area and review currently available properties similar to yours to help determine the most competitive price.
Your Home’s Special Features
During the listing appointment, your sales representative will want to inspect the home and yard to understand its unique features and layout. You've likely enjoyed living there—now it’s time to showcase those details to buyers.
Your sales representative will use this information to highlight your home’s features, such as nearby schools, parks, public transportation, and recent upgrades. Buyers will be comparing homes carefully, so let your sales representative know what makes yours stand out.
Property Profile Folder
To create a highlight sheet for your property, your sales representative will need a number of documents and property details. This sheet is often made available to prospective buyers and other sales representatives.
Documents may include:
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Pay-Off Notice – A letter notifying your lender of the mortgage payoff intention.
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Septic/Well Inspection – Required if applicable; your sales representative can help arrange this.
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Appraisal – Typically ordered by the lender to confirm home value.
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Assessments/Easements – Any taxes or legal considerations that apply to the land.
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Property Taxes/Condo Fees – A payment history to help calculate prorated costs.
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Utility Bills – A 12-month history is helpful to potential buyers.
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Helpful Documents – Such as the deed, house floor plan, survey, HOA bylaws, legal description, warranties, or insurance documents.
“What Conveys?”
Your sales representative will ask for a detailed list of personal items included in the sale—such as appliances, window coverings, or outdoor equipment. Be clear about what stays and what doesn’t, and consider removing or tagging anything that will not be included.
Once the listing agreement is completed and signed, it will include the specific listing period—the length of time your home will be actively marketed for sale.
Comparative Market Analysis (CMA)
Maximizing Market Value
A Comparative Market Analysis (CMA) helps determine the most effective asking price for your home. Your sales representative will use local data to assess real market conditions.
Here’s how they’ll prepare your CMA:
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Review at least 3 recently sold homes similar to yours to understand what buyers are willing to pay.
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Analyze at least 3 currently listed homes to see how your property compares.
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Consider at least 3 homes that didn’t sell after 90+ days to avoid pricing pitfalls.
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Use all this information to recommend an ideal asking price that positions your home competitively in the market.
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