Mission Statement
To impact the community in the greatest possible way- through acts of service.
We are a luxury firm not just by the homes we sell, but by the services we provide.
New Agent Checklist
These are to be worked through with your team lead.
BACK-END ITEMS:
SET UP VOICEMAIL
PLLC
BUSINESS BANK ACCT
WeSERV | ARMLS
EMAIL AND EMAIL SIGNATURE
SET UP EMAIL FOLDERS
W AND PARTNERS PRIVATE FACEBOOK GROUP
SYSTEMS:
LOFTY-BACK END (Personalize & CRM)
TRANSACTION DESK
LONE WOLF
MLS | RPR (Personalize)
FLEX APP | RPR APP
ALIGN | ALIGN APP
CANVA
SUPRA | SUPRA APP
SLACK
SOCIAL MEDIA:
TIK TOK
YouTUBE
LINKTREE
PRACTICES & SELF-SERVE LEARNING:
CUSTOMIZE YOUR MLS AND DASHBOARD SET UP MLS SEARCH | REVISE A SEARCH
ADD A LISTING IN MLS
MAKE A LISTING TOM | UCB | CCBS | PENDING | CLOSED IN MLS
ADD LISTING TO ALIGN WITH A CBS CODE
SET UP MLS SUBSCRIPTION
ADD A CONTACT IN MLS
OPEN LOCKBOX & SHACKLE (OPEN WITH CBS CODE)
SEND A LISTING VIA FLEX APP
ADD AN OPEN HOUSE IN MLS
SET UP A TOUR OF HOMES WATCH VIDEOS ON MLS
WATCH W AND P TRAINING VIDEOS
ONE ON ONE TRAINING:
TOUR NEW BUILD COMMUNITY WITH SEASONED AGENTS
GO ON SHOWINGS WITH SEASONED AGENTS
3 OPEN HOUSES WITH SEASONED AGENTS
GO ON LISTING APPOINTMENTS WITH SEASONED AGENTS
GO ON BUYER CONSULTATION WITH SEASONED AGENTS
COMPING 101
WRITE AN OFFER
NEGOTIATION 101
OBJECTION HANDLING
MARKETING TO-DO’S:
YOUR BRAND-LOGO
BUYER AND SELLER GUIDES
PRE-LIST BOX
BUYER SWAG BAG
DIGITAL AND PRINT BUSINESS CARDS
SHORT “ALL ABOUT ME” WITH SHORT CUT ON YOUR PHONE
OPEN HOUSE KIT
MEET WITH TITLE ON FARMING
GRAB AND GO SYSTEM (HOME | OFFICE | CAR)
New Agent Checklist
These are to be worked through with your team lead.
WORK-FLOW SYSTEMS:
TRANSACTION FLOW-CHART
EMAIL TEMPLATES FOR TRANSACTIONS
LISTING CHECKLIST START TO FINISH + AFTER CLOSING TOUCH POINT SYSTEM
BUYER CHECKLIST + AFTER CLOSING TOUCH POINT SYSTEM
BUILD MONTHLY | YEARLY SYSTEMS FOR STAYING IN TOUCH
OPEN HOUSE FOLLOW-UP SYSTEM
DAILY NON-NEGOTIABLES:
*LOOK AT THE DAILY CHECKLIST AND TASKS PAGE
ADD 5 CONTACTS TO YOUR CRM
SPEND TIME LEARNING HOW TO LEAD GEN LEARN SOMETHING NEW EVERY DAY
*MEET WITH A LENDER-WHAT IS A PREQUAL?
*BE AROUND AGENTS AND LISTEN TO THEIR CONVERSATIONS WITH CLIENTS, AND OTHER AGENTS, ASK QUESTIONS, AND WATCH THEIR STYLE. THIS IS HOW YOU WILL FIGURE OUT “WHAT TYPE OF AGENT” YOU ARE GOING TO BE.
SOAK EVERYTHING IN, TAKE THE THINGS THAT RESONATE WITH YOU, AND MAKE THEM YOUR OWN.
HOW WILL YOU BE ACCOUNTABLE?
Lets Talk About Marketing
Marketing is key for the following reasons:
-Gain more listings
W & Partners Agent must create for every listing:
Luxury Coutertop Flyer
This can be printed through Prime Source. EVERY home gets these. Its a simple touch that shows we are luxury no matter the price point.
Our agents use slack to share original content of every home. This is critical to our at W and Partners. Agents must create or have video created for every listing. Every
• Agents have a never ending supply of content to share on IG, FB, YOUTUBE, and TikTok.
• Sellers get more exposure.
• We aim to sell as many homes in house as possible and shared marketing is a
Follow These Simple Steps: Login or make an account. We have general W and Partners signs and you can simply pay for a rider with your info to be added.
Canva Links
Create these as your own, add/subtract pages and when applicable send to WFG for printing assistance.
Buyer Presentation
Listing Presentation
Another Listing Presentation
Proof of Marketing
Pre Listing Drop
Streamline Systems
Showing Agents: the team we have and, eventually, the team you’ll build.
Video to spend less time on the phone
Transaction Coordinator: Will, for a fee, manage your transactions and be your interface between your client, escrow, and anyone else. They can also manage signage, pictures, and brochures. Your team lead should be able to help you get started with one.
Lead Generation Lofty has a full lead generation system, Your social media and current contacts create an organic approach to leads. W and Partners provide the base system for Lofty. You and your team may use this or will work with you on this.
Website: A SEO-based website is part of the of being an agent for W and Partners. This is set up and customized in Lofty. A personal website can provide
Paid Leads: Realtor.com, Zillow Pay Per Click Leads Google…
Daily Checklist
Youtube videos
I phone Short Cuts
Re-occurring gifts- Susan Snyder
Social media checklist
Spreadsheets for tracking
Ink Cards
TC
Events
Teams
Lofty
All about you google form
Private FB group
Google My Business
Open house Kits
Creating your SOI/ Covve
Lone wolf
Farming
Paid lead systems
Forming small business partnerships
Industry Partners
Mailers and pop bys
Pre-listing kit
Pre-build closing gifts
Recommended Resources & Systems
You will need these to get set up and here is a list of additional recommended resources to help your business .
Provided by Brokerage:
Lofty /CRM
L House Whisper AI integrated with Lofty one Wolf
Additional Resources:
Cloud CMA
Send out Cards
Link Tree create one link to all of your resources for your clients to access your resources in one place In RPR k Cards
VIDEO LIST
These are your shortcuts!
Intro Video- Who are you. What do you provide. What can they expect?
Listing Appointment Video
What is earnest money?
Want to buy a house? This is how we start..
Inspection video for a buyer
Inspection Video for a seller
What is an appraisal and what does this process look like?
What is the difference between home insurance vs a home Warrenty
Your appraisal came in low.. what now?
Your home appraised!
Lets get this closed!
Pre-closing walk through
Closing Day- what to expect
Filling out the spds as a seller
Reading the spds as a buyer
How to Build Your Business
Your Youtube
Videos explaining each step of the transaction
An intro video of who you are
Educational videos
An “All About You” form that you send to every client. It's a questionnaire that gives you data points on your clients. Use this info to stay in touch with them. And for closing gifts.
925-803-8026
Set reminders each month in your CRM or phone to call/ text all your past clients.
Start a list of each client and address.
2 times a year plan a pop-by gift for past/future clients.
Connect with local businesses to build a referral relationship
Organic Lead Generation
Acquiring luxury real estate leads “organically” through your website, without the help of paid advertising or purchased leads from your brokerage or elsewhere, is one of the best and most cost effective addition to your lead generation business over time rather than using paid methods. This includes blog posts, case studies, guest posts, unpaid tweets, and Facebook updates. Organic marketing uses SEO, social media, and a variety of other channels to increase brand awareness.
What this means for you
3 KEYS TO LEAD CONVERSION
WAV Group conducted a study called, "Agent Responsiveness Study Reveals Critical Flaws in Real Estate Lead Response," in which they sampled 384 brokers across 11 states. The researchers pretended to be leads and asked about listings on the broker's websites. What they
•
•
• 48 % o f buy e r i nquiries
Of course we can easily see why these leads were not converted.
SPEED OF RESPONSE
How quickly you respond to the lead is the number one determinant as to whether you convert that lead into a client or not. In a survey done by the California Association of Realtors consumers were asked how quickly they expected to hear back from a real estate agent when they called/emailed.59% said they expected an instant response. The odds of reaching a lead drop by 100 times by just waiting 30 minutes vs calling back in 5 minutes.
Of course, it can be hard to drop what you're doing and respond immediately. But when you realize that 35-50% of sales go to the agent who responded the fastest, it's easy to see that this is the single most important aspect of converting that lead into a client. While we can't be all places at once, with advances in technology, concierge services, and auto-response options, letting a prospect know that we received the lead and appreciate their interest, we have some options to cut response time dramatically.
3 KEYS TO LEAD CONVERSION
As the WAV study showed, most agents give up very quickly when responding to leads. Real estate agents who have the greatest success converting leads into clients call/email 8-12 calling/emailing until you reach the lead.
WHAT SHOULD YOU SAY?
One of the biggest problems most real estate agents have is that when they do reach the lead, they don't know what to say. Worse, they often say the wrong thing. Most leads are inquiring about a property they have seen either online or from a yard sign. They are typically calling to ask about that property.
As we've already learned, buyers are typically calling to eliminate the property. When you add that only 1% of home buyers buy the home they call an agent about... it's critical that you are prepared to offer the prospect something of value so that you can continue building the relationship.
GUIDE THE PROCESS
Be simple and direct. Provide the information the client needs but more importantly, ask openended questions that not only demonstrate your interest in the prospect and their needs but give you valuable information you can use to continue the conversation beyond the initial property - this is especially important if the property doesn't suit their needs.
Now that you've had some time talking to the Lead, you must guide them in the next step. This can be either scheduling a coffee meeting to talk more about their needs or setting up time to go view homes; either way, if you don't help them take the next step, chances are you'll never convert that Lead to a client.
Learning the most effective techniques for converting Leads into clients is the difference in growing your business and wasting money on lead generation which never results in new deals. By understanding the motivations for these prospects and meeting their expectations, along with tenacity, you will see your sales increase and your business grow.
Sample Letter
# 1
Together there is nothing we can't help you accomplish!
We offer quality service to every client. Whether you have a multimillion-dollar property or are
M specialists that will team up with you, on land, retail, and commercial sales. My goal, along with all of us at W and Partners, is to provide you with our knowledge, experience, and know-how to make the transaction a SUCCESS!
I feel that an integral part of my success is you. That’s why I wanted to write this letter and ask for your help. If you know anyone who needs a realtor in Arizona, please consider giving them my information.
Sample Letter #2
In September last year, after 11 years of service, I separated from the military and planted my roots here in Phoenix, Arizona. I decided to choose entrepreneurship instead of continuing my path in the military because of my boys, Levi and Dean, so I became a realtor last year. Not only the American dream of owning real estate.
I feel that an integral part of my success is you. That’s why I wanted to write this letter and ask for your help. If you know anyone who needs a realtor in Arizona, please consider giving them my information. I also included a short YouTube video to put a face to a name
Andrew Nichols
Andrew@NicholsGroupAZ.com
304-928-7422
License #???? Youtube link
This is how I feed my family, which makes every referral I get only that much more rewarding.
GOOGLE BUSINESS PROFILES
More than 97% of people learn about local businesses online. That's why knowing how to effectively optimize your Google Business have features to successfully optimize your customers. Recently we shared why an incredibly Important. Hopefully, if you weren't already on the Google bandwagon, you are now.
But knowing it's important is only the beginning. You also need to know HOW to effectively optimize your Google Business discovering you when doing their research. Read through to learn the 10 essential features needed to successfully optimize business.
Correctly Establish your NAP
(Name, Address, Phone Number)
1. and phone number are correct. It's important to make sure your name matches how it appears in the real-world (i.e., business cards, building, website, etc.). Google has strict guidelines around naming. You will be penalized if you use key words or other 'spam' techniques.
You also want to make sure your business name and address exactly match all other listings across the internet. This includes whether you abbreviate 123 St or spell out to assess your credibility. As we mentioned in a previous post, if Google doesn't trust your information, you won't appear high in search ranking's.
2. Complete Every Section of Your Google Busine
more details you include, the better Google can match you to locate search queries. This also helps ensure potential customers can learn about you from your listing.
3. Select the Appropriate Categories
Picking the right category can make the difference in outranking your competition in search results. Categ
s businesses they're interested in. When thinking about your category, your selection should complete this sentence, "This business is a …" The best practice is to choose the most relevant category...
GOOGLE BUSINESS PROFILES
3. Select the Appropriate Categories continued...
...as your primary, and then include 2 - 3 additional categories that describe your business. For example, are you a Realtor? You Can select 'Real Estate Agency' as your primary category and choose 'Real Estate Agents' and 'Real Estate Consultant' as subcategories.
4. Write a Detailed Business Description
You have 750 characters to describe your business, so make them count. Make it very clear what you do and emphasize what makes you stand out amongst the crowd. According to Google's policy, make sure your description does not include sales pitches, hyperlinks or website URLs.
5. Use A LOT of Photos on Your
highlight eye-catching photos. Photo and video content can cover a variety of subjects, from team photos to behind-the-scenes content to educational videos.
Also make sure to choose your cover photo wisely. For example, if you're in an industry where you represent the brand personally, then your cover photo should be a headshot.
You also want to use as many photos as understated. Google reports that businesses with photos receive 34%more click throughs to with more than 100 images get 520% more calls!
6. Monitor and Respond to Reviews
Customer reviews are critical to your SEO results- not just how many you have and what they say, but also how consistently you receive them. It's extremely important you respond to every review, whether positive or negative. Getting and responding to reviews builds trust with potential clients. On average, people read at least 10 reviews before they trust a business. 79% of people said they "trust reviews as much as they trust a personal recommendation from a friend or family member."
GOOGLE BUSINESS PROFILES
7. Fill Out Your Products and Services
The products sections currently one of the more visible pieces of a Google Business
9. Build and Optimize Your Q&A
It's important to have a few evergreen products that are always or regularly available. For instance, if you're a Real Estate Agent, we recommend including products like "Home Value Analysis" versus a property listing.
8. Publish Posts to Your Google
Like social media, you can post to your
post at least once a week. Posting is a great opportunity to engage with customers. It also improves your search rankings. Posting feeds important keywords and phrases to the Google algorithm so it can more easily connect your business to your product and/or service.
Additionally, because regular posting
Google will take you more seriously.
Google enables you to create a storehouse of best place to start is by adding and answering the most frequently asked questions your business receives.
cannot be turned off. Also, anyone can provide answers to questions. So, creating your own Q&A helps ensure answers people see are when someone asks or answers a question.
10.Add an Appointment Link to
Last but not least, add an appointment link to someone to set up time to speak with you.
If you use a tool like Calendly, or any appt booking software, have your Google you don't use a booking tool, link to the contact page on your website.
Once you've successfully optimized your Google be available in as many places online as possible. This where business citation syndication comes in handy.
SOCIAL MEDIA
In today's market, Mastering and Managing your online presence is one very possibly your biggest key to success. There are any number of good books out there to help with understanding how it can be applied to the Real Estate Market for new and existing agents. This checklist will help you turn your social media into an organic leads system.
Post before 6 AM
Daily Checklist & Tasks
allow you to check for each time it is accomplished.
Comment on 20 Stories - AM/PM
Comment on 10 Posts
Post 6 Stories
Engage in Private Group
Work on inactive list - 10 people
Call/text 10 contacts to have a good day
Check o les/ Check with TC
Connect with all active clients
Searches - update, do, set, email
Open House set-up
Create 1 piece of content
Prep post for next day
Posts Ideas:
Personal Pic
Motivational quote
Funny Quote
Question of the day
Educational/informative posts on your business
Story Ideas:
Food
Hobbies
Your pets
What you are currently reading
Questions to create engagement
Activities with fam
Memes
Business wins
Creating REELS
A REEL aims to gain your audience's attention as quickly as possible. So they need to be catchy and visually appealing. Be sure that they have music. Although you have 90 seconds to use them, you typically want to keep them for 30 seconds or less.
Instagram does provide templates for trending songs, so that takes out the guesswork of timing the pieces to the images.
Posting on Instagram
You want to post at least 5 days a week
Stories m of 4 per day
Photo Post
REELs minimum of 3 a week
Keep your grid a combo of you and your personal life and work. Just sold / Just listed posts are boring. Put those in your story. Show your face on camera, it builds trust with your following. Be genuine and do not try to portray someone that you are not. It's hard to be consistent if it is not genuinely you!
Educational reels are a real estate are important to let you audience know what you do.Give your audience something to connect with. Show your hobbies, your habits, your work and your family.
Types of REELS to Create
Model Homes
Lifestyle-Family, Pets, Hobbies
Business Spotlights
Popular vacation spots around the state
Posts Ideas:
P
M
Funn y Quo t e
Qu
E
yo
Story Ideas:
Food
Hobbies
Your pets
What you are currently reading
Questions to create engagement
Activities with fam
Memes
Business wins
Posting on Facebook
Learn what your audience likes to seeHint: it is not buying and selling real estate every post
Sprinkle Real Estate into your post by doing at least one post a week that has value. Do not post “Just Sold” without giving a story about your client because people want to be able to see what the process was like and how you helped them get to their end goal.
Posts algorithm healthy
Comment on your own post at lunch time and early afternoon to refurbish your post
Stories minimum of 4-6 per day
Show your face because it helps build trust with your following Engage, Engage, Engage
Educate your followers on your business
Be genuine and do not try to portray someone that you are not. It hard to be consistent if it is not genuinely you
Delete people that you don’t connect with because they not likely to be clients
Add people that you could build a relationships with and potentially become a client
Be political-remember you have to appeal to all clients so stay neutral
Post any hot button topics Religion, Politics, Sex, or Gossip
Be afraid to be you and let people into what makes you unique
Importance of Stories
Stories is where conversations happen so engage with others stories aim to engage with 20 people a day. Just say hi. Tell them how much you like their shoes or how cute their kid is or whatever comes easy. Show off your business in your stories. Make sure people have a way to connect with you. Show them your hobbies (like working out) your habits (like coffee and journaling) and your interest (like your kids or music or shopping)
Social Media
B R A NDI N G
Creating a Brand is essential for social media, and it needs to showcase who you are as a person and what value you provide to your consumer. brand and give an idea of what makes you different from everyone else.
Have a signature logo that can easily make you stand out when posting contact. Fiverr.com has excellent solutions for logos at a reasonably low cost.
Books to learn more about branding:
Building a Storybrand by Donald Miller
Business Made Simple by Donald Miller
The Charisma Myth by Olivia Fox Cabane
Selling the Invisible by Harry Beckwith
What to Post by Chelsea Peitz
The One Thing by Gary Keller
The Conversion Code by Chris Smith
Create Youtube content
Be informative.
Educational videos. .
Create a following for your farm. For your niche.
Maybe you prefer to work with a
how you are able to help that kind of client. Create a video to show you are the specialists.
Lauren’s YouTube channel as an example
Videos to elevate your transaction you should make:
What is earnest money?
What does inspection the period look like (buyer and seller)
Appraisal
Video at end for utilities and keys
What is escrow
What's happening now- lender working on doc - waiting period
Reminder of dos and don’ts during the purchase
Let's go shopping with a realtor
New builds
As your realtor
Its closing day
Strategies in today's market
Make playlists broken down by buyer and seller related videos.
DM Tracker/Stalkers Convert
Buyer Conversation Guide
Use these questions on your rst buyer consultation
1) Why are you looking to buy a home?
2) Do you prefer a new build?
3) Where is your ideal place to live? (Street Boundaries)
4) What is your monthly payment range? (vs price range)
5) Do you need a lender recommendation?
6) What are the top 5 features you’d like in your new home?
7) How many Bedrooms?
8) How many Bathrooms?
9) Ideal square footage?
10) Ideal lot size?
11) Garage Size?
12) How many people will be staying in the home?
13) Pool? ___ Yes ___ No
14) Any School aged children? Do they need to be in a certain district?
15) Do you own or rent now? ___ Rent ___ Own
16) What obstacles are in the way between you and buying a new home?
17) How soon would you like to move?
18) date?
19) What style of home would you like?
20) What is the best way to communicate? ___ Email ___ Phone ___ Text
21)
22)
23) What type of kitchens do you like?
24) Do you need a shower or bathtub?
25) How much storage do you need?
26) Are views important to you?
27) Do you need to be close to a highway?
28) Are you ok with an HOA?
29) Are you a veteran?
30) What days are best to look at homes?
31) What are the qualities you’d like to see in the perfect agent?
32) How do you view the current real estate market?
33) What can you afford towards closing costs?
34) Do I have your permission to negotiate my compensation?
Required Buyer Consultation:
The 6 TOP things to remember when preparing buyers to enter the current market. Your job is to understand their needs and educate them on the market.
1) First thing they need to do is speak to a lender to understand what they can qualify for and then decide what price point they are comfortable with. Just because they are pre-approved up to a certain amount does not mean that is where you must shop. After understanding this you want to know how much cash they are going to put down and the amount of cash they have to play with in case you need to go in with any cash to compete in the market right now. If they ask why they need this before looking at homes ..Let them know you do not want to waste their time or yours. No seller will even look at an offer without this.
2) Why do they want to buy a home?
3) Location
4) Top three must haves they want in a home
5) Time frame. When are they wanting to be in a new home? Are they on a deadline? Lease ending? Relocating for work?
6) Explain value and execute employment agreement
What to bring and educate the new buyers on a
Always bring a buyer’s guide to leave with them to have a resource to read through to get them more familiar with the process and you are adding value by providing them with this. When giving t process. Accepted Offer, open up escrow, deposit earnest money, inspection period, repair three out of pocket expense during the process before closing day. Earnest money, inspection, and appraisal.
The most important thing to remember when meeting with a new buyer is to set realistic expectations regarding their wants vs. the reality of the current market. Tell them how many offers on average it is taking for buyers in their price range to secure a home. Tell them what type of offers you are seeing right now so that they understand how competitive it is. Waiving inspection periods, Waiving appraisals, large cash down payments, paying cash over appraised value etc. You want to be very transparent with them so that all parties move forward on the same page and with realistic expectations. This will help with the buyer’s fatigue and frustration that almost everyone is experiencing right now and if you set these expectations, they will not blame you for not getting a house under contract.
gotten accepted. Understand how they are feeling and where their head is at in the process. Be sympathetic and put yourself in their shoes. This will help you be their advocate and support system.
Lender/Buyer Client Introduction:
{Lender name},
Meet {Client Names}. They are transitioning here from Kansas because Nathan has accepted a position at Grand Canyon University. They just listed their home for sale there and as soon as it goes under contract, they will be in Phoenix looking at homes as soon as possible. They want to connect with a few lenders to see who is offering the best product/rates for them.
{Client Names},
As I mentioned, {Lender name} is one of my preferred lenders that my husband and I have personally used.
Contact information is below for both of you to coordinate connecting.
First and Last Name
Company
Phone Number
First and Last Name
Phone Number
Thank you,
{Your Signature goes here}
Opening Escrow
Opening escrow is simply sending an email to title with new executed contract documents. Normally the buyer’s agent sends this email.
Please make sure to include all parties in this email. An email will be to the title company. CC lender and seller or buyer agent on email. Makes the transaction smooth and makes sure everyone is on the same page.
Hello Team, ments for my buyer. They will be dropping off earnest money today
Buyer(s):
Name
Phone Number
Email Address
Lenders:
Phone Num
Phone Num
Buyer’s Agent:
Phone Num
Compensation 2.5 % to buyers’ agent
Listing 411
Schedule listing photos and Reel (Video)
Schedule for Sale Sign installation
Put lockbox on house
Go live on MLS(recommend listing on Thursday)
Prep before Listing Appt:
Understand why they want to sell their home
Understand what their goal is in selling their home
Do your research on the home in MLS. Has it been listed before and canceled with another agent etc. This is good to know going in so you know what you are walking into and you can ask the right questions to put yourself at an advantage. How long they have lived in the home and what upgrades they have done during that time Run comps
Create Listing presentation
Example:
Of listing appt email follow up
Hey Guys,
It was a great meeting with both of you yesterday and I am so grateful that I get to work with you through this exciting new venture! Just wanted to give you a heads up that I have started sending/sharing documents with you that I need signed & returned back from you prior to listing. Also wanted to let you know on the listing agreement you will see 5% compensation.
Agency Disclosure
· Listing Contract
SPDS-Seller Signed
· HOA addendum
· Clue Report ( Request Homeowners Insurance)
· List of upgrades ( Please include everything that you have done to the house since you have lived in it!)
The only other thing that I need for you to get from your homeowners insurance is your “Clue Report”. You should be able to call them and request it and they will email you a copy. As soon as you receive this, please forward it to me.
Please let me know if you have any questions or concerns.
Thank you, {Your signature goes here}
Example:
What to send to your network when you are starting! Let the world know how you can help them!
been way too long! We need to grab lunch and catch up soon! Hope all is well with you and your family! As you know, I greatly value the business and personal relationship that we have had working together in the past. I am m looking to expand my Real Estate business and work for more good people, like you. Do you have any friends, family, or colleagues in need of real estate services?
Here is a list of services that I provide m
• Free home valuation
• Buying & Selling their homes
• Real Estate Investing
• Home renovations
• Home staging
• Local real estate market reports
• Local real estate market expertise and guidance
• Real estate professional referrals (for those moving to another state or country)
• Real estate leasing (commercial, industrial, retail, residential)
• ue real estate issue that you need assistance with? I am happy to work nd solutions.
Again, thank you for supporting me and my new business endeavors. I hope to hear from you soon!
Best
Wishes, Luci Lien
Referral Based Method
YOU’VE GAINED A NEW CLIENT- NOW WHAT?
Send intro video ( what can they expect from you as an agent- set boundaries here)
Get the READ Signed / get buyer broker signed
Set them up on a search
Give them a buyer advisory to review
Enter them into lofty!
YOU’VE STARTED SHOPPING?
NOW WHAT?
Send a “what to expect when shopping” video (adjust this video often to keep it relevant. Talk about tips for them w right hom
You’ve Found the right Home!
NOW YOU NEED TO WRITE OFFER…
Ask your team lead to help you with this if applicable
Don’t leave anything blank on the contract
mpletely on the last page of the contract
Keep lender informed- Check your numbers while shopping and before the offer is sent out. (Know what your cash to close is for your buyer)
Send ANY videos that apply to the offer being written
If the offer was rejected
What does an appraisal waiver mean? When buying a home as-is? Ect.
Always ask the listing agent to have the seller check rejected and initial the last page (10th page of the contract). We all need to as a brokerage save rejected offers in TD for a period of one year.
Wolf and upload all documents right away for review!
Open escrow
Send the “under contract” video
Schedule inspection. Send inspection video day of
Attend inspection!
Get clue and spds from
3 days to get all solar info collected
You have 5 days to get the CLUE report from the seller
5 days to get on site water, LBP, well, info
Make sure all addendums are executed. HOA/ SOLAR/ WASTE ECT
LSU must go out on 10th day of contract acceptance
Remind buyer to start shopping home owners insurance during this time
Send inspection reports (all) to sellers
Close out inspection period with the BINSR. Don’t miss this deadline!
Seller has 5 days to respond to BINSR
Buyer has 5 days to accept or cancel after response
Notify the lender of where this is all at
Another LSU may need to go out every 10 days
Lender to order appraisal. Send “ appraisal video”
5 days to cancel if the appraisal comes in low
Send the "on our way to closing- remind them to turn on utilities for the closing day” video after the appraisal is over
Order home Warranty - send them the list of options we have built (in FB) walk-through video. Check home 3 days before closing for all binsr items
CD should be sent out 3 days before closing for buyer's signature
Gather all receipts for the work perform
Make sure docs are being sent to the title company before the day of closing
Make sure everyone has an appointment to sign
Cure if CD does not go out on time
DAY OF CLOSING
Send “ closing day” video
Go to signing
Enter clients into automated gift spread sheet
Give a thoughtful gift- refer back to the all about you form for this
Ask for a review
Ask for the referral
Offer to host a house warming party moved from form has been com must be complete
Set up follow up tasks in lofty so you stay in contact. Set their anniversary date in lofty.
Exclusive Right to Sell/Rent Listing Agreement - (AAR Library)
Signature on Copy of Private MLS Printout - ARMLS
Private Plano/MLS Printout-ARMLS
Real Estate Agency Disclosure and Election - (AAR library)
SPD Property Disclosure Statement - Zipforms (AAR library) LBP Based
PaintDisclosure sale/rental*If built prior to 1978*-Zipforms(AAR Library)
HOA Addendum *Upload to MLS listing if applicable* - (AAR Library) Domestic Water Well/Water
Use Addendum - *If applicable* (AAR Library) Wire Fraud Advisory - (AAR Library)
ShortSaleAddendum toListingAgreement*lfShort Sale*- (AAR Library)
Short Sale Seller Advisory*If Short Sale* - (AAR Library)
Lease Owner Advisory *If Rental Listing* - (AARlibrary)
ResidentialLeaseOwner'sProperly Disclosure Statement*If Rental Listing*-(AAR Library)
Listings - Recommended Documents. N
Market Conditions Advisory - (AAR Library)
MLS Tax Fair housing, and SCA
Record - ARMLS
New Construction- Required Documents:
Builder Purchase Contract and Addendums with only Buyers Signature until receive fully executed copy from Builder
BuilderPurchase Contractand allAddendurnswithBuyerand authorized BuilderSignatures Copy of Earnest Money Receipt from Title Company or Builder*not a copy of the check* Copy of Receipt of the Public Report Signed by the Buyer - Builder to Provide
Real Estate Agency Disclosure and Election - (AAR Library)
Copy of Receipt of the Buyer Advisory *if representing buyer*- (AAR Library)
Broker Registration - Builder sales agent to provide
Wire Fraud Advisory - (AAR Library)
Final W Buyer Pre-Closing Walkthrough -(AAR Library)
Compensation InstructionsFinal Settlement Statem d copy) Title to Provide
Private Plano
Recomm
Market Conditions Advisory, MLS Tax Record Fair housing, and SCA
Residential Resale Purchase Contract - (AAR Library)
Counter offers * if applicable - (AAR Library)
NOTICE TO BUYER OR SELLER - Addendum
Real Estate Agency Disclosure and Election - (AAR Library)
Copy of MLS Printout/Private Plano (contains commission info) -ARMLS
Copy of Earnest Money Receipt from Title Company *not a copy of the check*
Copy of Receipt of the Buyer Advisory *if representing buyer,but upload if you receive copy*- (AAR Library)
ShortSaleAddendumtothe Purchase Contract *If Short Sale*-(AARLibrary) Buyer
On-Site WastewaterTreatmentFacility Addendum*if applicable,septico alternative system*- (AAR Library)
Domestic Water Well Addendum - *If applicable* (AAR Library)
Wire Fraud Advisory - (AAR Library)
HOA Addendum *if applicable -
CLUE (History of Insurance Claims) - Seller to Provide
Home Inspection Summary - from Inspection Company
upload if you receive*
Compensation Instructions - OTPC
Referral Agreement and Referring broker W-9 *if applicable
Fair housing, and SCA
Vacant Land Sales- Required Documents:
Vacant Land/Lot Purchase Contract and All Addendums - (AAR Library)
Real Estate Agency Disclosure and Election - (AAR Library)
Copy of Private/MLS Printout/Plano - ARMLS
Copy of Earnest Money Receipt from Title Company *not a copy of the check*
Copy of Receipt of the Buyer Advisory *if representing buyer*-(AAR Library)
Wire Fraud Advisory - (AAR Library)
Compensation Instructions -
Commercial Sales- Required Documents:
Commercial Purchase Contract and All Addendums - (AAR Library)
Real Estate Agency Disclosure and Election - Zipforms (AAR Library)
SPDS Commercial Seller Property Disclosure Statement - (AAR Library)
Copy of MLS Printout/Plano - ARMLS
Copy of Earnest Money Receipt from Title Company *not a copy of the check*
Wire Fraud Advisory (AAR Library)
Final Walk through Buyer Pre-Closing Walkthrough (AAR)
Compensation Instructions
Final Settlement Statement (Certified Copy) - Title to Provide
Fair housing, and SCA
Residential Rentals- Required Documents:
Rental Agreements and all Addendums-Zipforms (AAR Library)
Real Estate Agency Disclosure and Election - (AAR Library) Copy of MLS Printout/Private Plano -ARMLS
LBP Rental Lead Based Paint Disclosure *If built prior to 1978* - (AAR Library) Residential
LeaseOwner's Property Disclosure Statement- (AAR Library) or Lease No SPDS/Hold
Harmless for Tenant representation -
Tenant Advisory*when representing the tenant* - (AAR Library)
Rental Compensation Invoice
Fair housing, and SCA
Referral Transaction - Required Documents:
Referral Agreement-
Referral Compensation Invoice
Fair housing, and SCA
Additional Required Documents
When you represent both the buyer and the seller in any transaction you will need
Consent to Limited Dual Representation - (AAR Library)
When the seller is unrepresented and paying compensation you will need:
Unrepresented Seller Compensation Form - (AARLibrary)
When The seller has entered into a listing agreement with another brokerage and the sellers broker will not be present to negotiate the offer (limited service listing) you will need
~Disclosure of Buyer Agency and Seller Waiver and Confirmation Form-(AARLibrary)
Schedule an appointment with WFG to complete
Neighborhood Door Knocking Scripts
Hi, I'm {Agent Name}, with {Agent Brokerage}, and I just sold the home on {Address} in your neighborhood We had so much demand from buyers on that home, that we thought it would be wise to reach out to neighbors to find out if you may be interested in selling your home or if you may know someone else in the neighborhood that is J
J u s t L i s t e d D o o r K n o c k i n g S c r i p t
Hi, I'm {Agent Name} with {Agent Brokerage} and I just listed your neighbor's home for sale at {Address} It's such a great time to sell, I wanted to stop by and introduce myself and ask if you might know anyone that may have interest in the home or if you might be interested in selling.
I f N o , t h e n :
Ok, it was great meeting you and if you know anyone interested in the home I just listed please send them my way! (hand them business card)
I f Y e s , t h e n :
Great! (Schedule time to come back and give a listing presentation if they are interested in selling OR collect the name/address of the person they refer). Thanks so much for that information It was so great to meet you
Seller Price Reduction Scripts
Price Reducti o n S cri p t 1
I've reviewed the most recent feedback and market activity and believe now would be a smart
Let's reduce the price by {Suggested Amount} to begin and hold the price there for 21-30 days. I believe with this reduction, the price will not only increase the buyer pool but be closer to the 'sweet spot' where buyer's will be most comfortable submitting an offer.
Price R e ducti o n Scri p t 2
Hi! I wanted to give you an update on the latest showing report, feedback and market activity {Review Amount of Showings and Pattern of Feedback}.
As we spoke about at the initial listing appointment, I do feel it is time to make a price adjustment to increase activity and get the price more in line with what the market is telling us. I would suggest reducing the price to {Suggested Price}. Are you in agreement?
Seller Compensation Objection Scripts
O bjecti o n 1: Will yo u r e duce y o u r c o mpensation?
I am sorry, I am not permitted to reduce my compensation. You see, if we laid $4 on the table, $1.5 of that would go to my broker, and only a $1 would go towards all of the marketing work that I do. That only leaves over a $1.5 for my expertise, time and effort. I promise that I will maintain the integrity of my compensation and you can expect me to maintain the integrity of negotiating the price of your home.
O bjecti o n 2: Th e o th e r a ge nt sa i d th ey wo ul d ch a r ge l es s .
Let me ask you a question, have you ever purchased an item in the past based primarily on price and later found out the quality wasn't what you expected or as good as you thought? RESPONSE) FOR WAIT … I-L-E-N-C-E (S
Since your home is one of your largest assets, it makes sense to protect it and go with the best service and company you can find. Plus, which is more important, the compensation you pay or the amount you receive at closing?
Pre-Foreclosure Script
Hi, this is {Agent Name} with {Agent Brokerage}. I noticed in the county records that the mortgage holder has begun the foreclosure process on your home. What a stressful time this f
I'd love to help you and let you know about various options that may be available to you, such as
Would Tuesday or Thursday this week work best for you?
Expired Listing Scripts
Scri p t 1
Hi! This is {Agent Name} with {Agent Brokerage}. I work as a successful listing agent in your area and noticed your property is showing as an expired listing in our system. I wanted to be one of into successful sales. Do you have just a moment to chat? Great!
l. Are you still hoping to sell or relist your house?
2. Is there a certain time frame you are hoping to sell the home in?
3 Why do you think your home didn't sell?
4 What are some of the services or marketing you would like to see happen on the next listing?
5. Would you have time to meet this week so I may tour your home, review my marketing package with you, and give you my honest feedback?
6. Great! Are you available this week on {Day} at {Time}?
7 I look forward to meeting you!
Scri p t
Hi! This is {Agent Name} with {Agent Brokerage}.
I just noticed your listing expired and I wanted to ask if I could come by and take a tour of your home? I was hoping to give you some honest feedback on why it hasn't sold yet and ideas for how to get it sold successfully. I promise to give you truthful guidance and feedback so I do not waste your time! Does this sound good to you?
Great! I look forward to stopping by!
Expired and canceled boxes can be found in your local office or created by WFG. 2
Use this script when calling on your past clients, friends, family and overall
Hi, this is {Agent Name}. I just wanted touch base and see how your doing since the last time we chatted.
{Make conversation, catch up}
That's great! I like to make regular calls to the most important people in my sphere now and then to stay in touch and to also ask if you may know anyone looking to buy or sell a property right now?
If they know someone - Great! Would it be possible that I get their contact information from you so I can follow-up with them and offer my services?
Wonderful - Thank you so much for the support, I really appreciate it! Have a wonderful day!
Open House Follow-Up Scripts
O PEN H O USE PRO S PE C T
Situation 1: Met potential buyer at open house and they did not like the home
AGENT
adorable family last weekend. I know you didn't like that house because of {INSERT REASONS}and I wanted to let you know that there was a new house around the corner that just popped up on the market. I think you will like it. Do you have time to look at it tomorrow afternoon?
PROSPECT
AGENT
can see everything that interests you! Look forward to seeing you again!
Situation 2: Met potential buyer at open house and they did like the home
AGENT
adorable family last weekend. I know you really liked the house and I wanted to let you know that I sent you a few other houses that are comparable. Do you want to take a look at them tomorrow afternoon?
PROSPECT
AGENT decide about the house we met at. I Look forward to seeing you again!
B UYER PR O SPE C T
Lead Internet
S c r i p t s
AGENT
property at {Address}, I am in the area tomorrow morning, would you like to take a private tour. Are you available?
PROSPECT
AGENT
can see everything that interests you! I look forward to meeting you!
Have a video prepared on your phone with following and text it to the client.
AGENT
connect! I always like it when I can put a face to a name, so I just wanted to virtually introduce myself! I would love to show you the home you are interested in, feel free to text me back what day/time works and I can get it scheduled! Looking forward to meeting you in person.
Buyer Escrow
C h e c k li s t
Wire earnest money to the escrow agent
Contact Title Company and submit any additional information
Order Inspections for property
Review the Inspection report with the agent
Make inspection repair requests if applicable
Release inspection contingency if applicable
Ensure the Lender has ordered an Appraisal
Obtain Homeowners Insurance Quotes
Obtain Flood Insurance Quotes If Applicable
m loan approval by deadline
Ensure Survey Ordered
Complete Final Walk Through, ensure repairs complete if applicable
Switch over utilities to your name
Wire balance to title and attend the closing
Home Staging
C h e c k l i s t
Exter i o r o f H o m e
Remove clutter
Lawn mowed. landscaped refreshed where needed
Sweep deck and porch areas
Stage deck or porch areas with simple furniture
Power wash driveway, sidewalk
Make repairs as needed
Trim trees and bushes
Touch up paint where needed
In t e ri o r o f H o m e
Remove clutter and clear countertops
Remove items from exterior of refrigerator
Organize closets and garage
Reduce decorative items and personal photos to minimal amount
Store toys, loose items out of sight (storage bin/closet)
Keep sink clear of dishes or utensils
Ensure all lighting works
Walk each room and notate/make any minor repairs that are needed. (electrical, plumbing, roof. a/c, caulking, touchup paint. etc.)
Ensure bathroom counters. sinks and tub are free of clutter and clean
Make sure beds are made everyday
Seller's Closing
Ensure the title company has the contract and pertinent information including payoffs, survey, association info and any other info they requested
Make sure all utilities are on for home inspection and ensure all systems are in working order
Negotiate any requested repairs that buyer requested after their inspections are complete
Schedule completion of agreed-upon repairs
Coordinate access for an appraisal when requested
Obtain a copy of the buyer's loan approval letter
Review a copy of title commitment and lien search once received
Request a copy of the preliminary closing statement from the title company to get an updated estimate of seller costs and net proceeds
Schedule closing time with the title company
Ensure the home is vacant,
Compile warranty paperwork, garage openers, remotes, keys, and any other pertinent info for the buyer and leave with your agent or title company.
Atten d C l o s i n g !
Creative Financing Notes
Seller Carry
• Home is always paid off (No mortgage)
• Seller is the bank
• Allow to add deed restrictions (ask the clients about this)
• 3rd party collects monthly payments and you need to establish on contract who is paying that monthly fee.
• AAR purchase contract & Seller carry addendum (Mark on P.C)
• Down payments usually ends up covering agent compensation.
**Not reported on your credit, banks don’t know about it. “Non Doc loans”
• Make sure title has restrictions to protect seller if we are representing seller. Go over all of the what if’s. If the seller is the bank, make sure if something happened to property outline that with clients and title to put them in place as well.
• Interest rate is negotiable
• Payments are negotiable
• Term or length of the seller carry can vary. Typical in 2024 is 3-5 year term but if age) seller may carry to 10-30 years.
• If seller carry on land get seller to subordinate to a construction loan. Meaning they will take 2nd position to a construction loan so that the buyer can build
• Foreclosure can be done by “deed in lieu” or Judicially or traditional ( trust deed sale) . So sellers will want to understand this process.
Creative Financing Notes (cont.)
Subject To: Take Over Current Mortgage
OWNERS OF W AND P MUST BE NOTIFIED BEFORE EXECUTION ON THESE DEALS
loan. Subject to is just that- owning the property SUBJECT
TO THE CURRENT MORTGAGE BEING PAID
• Usually means owner is not in best situation and prob has late payments that will be covered by new buyer (helped owners’ credit)
•Taking over mortgage but not assuming it
• Any type of loan can be Sub To.
• Purchasing in LLC is a good idea. “Cover your ass.”
All agreements need to be documented.
• Seller leaves mortgage but keeps on their credit. (Positive payment history, like a rental property)
• Deed can be transferred but 90% of the time you do an “agreement for sale” but the deed is not transferred.
• Seller hangs onto title. Like a car loan, where once you make last payment you get the “title” aka deed for home.
• Down payment= agent compensation
• Purchase contract and Sub to addendum (amount= mortgage amount due, write on additional terms “ exact purchase price to be established after title receives payoff amount “)
• Homeowners insurance stays in place, & new buyer gets their own insurance to cover themselves. This is done differently by others but we require you to get your own policy and name the mortgage company on the insurance under the mortgage clause.
• Make sure to revert deed back to original owner and automatically becomes lease option to buy. Terms to also be predetermined on the note ( title will help with this)
Creative Financing Notes (cont.)
Wrap Around:
• Mortgage & equity
• Ask what their mortgage is “the difference between what’s owed and what you’re paying”
• You’re buying a property.
• Seller will have a mortgage
• Cannot wrap FHA.
• Negotiate your own terms as the buyer
• Down payment= agent compensation
• Home owners insurance stays in place plus new insurance to cover the new mortgage aka the wrap amount is added- again insurance is a funny topic. Some do this part differently
• 1st note = current mortgage 2nd note is the equity. 1st plus 2nd = the wrap payment.
Back and being acceptable for both buyer and seller.” “2nd lien is the difference between purchase amount and pay off amount if 1st lien.” “Seller is to maintain in their name- mortgage insurance is paid off or until the balloon payment is called due.” “buyer will also maintain their own homeowners insurance policy.”
Not reported on credit, banks aren’t involved.
• Make sure to revert deed back to original owner and automatically becomes lease option to buy. Terms to also be predetermined on the note ( title will help with this)
PRIOR TO LISTING THE HOME:
Checklist New Listing
B r o k e r L i s t i n g A g r e e m e n t – S i g n e d b y a l l p a r t i e s
A l l a d d e n d u m s ( H O A , S o l a r , W e l l , S e p t i c , e t c )
S e l l e r ’ s D i s c l o s u r e ( S P D S ) – C o m p l e t e d b y S e l l e r
C o m p l e t e a n y o t h e r d i s c l o s u r e s r e q u i r e d i n y o u r
a r e a – S i g n e d i f n e e d e d
C o n f i r m a n y n e i g h b o r h o o d o r c o n d o r u l e s a n d
r e s t r i c t i o n s ( i . e . s i g n p l a c e m e n t , p a r k i n g , e t c )
C o n f i r m s h o w i n g i n s t r u c t i o n s w i t h t h e
h o m e o w n e r ( i . e . m u s t g i v e 2 h o u r s n o t i c e o r n o
s h o w i n g s a f t e r 7 p m )
B r i n g i n a s t a g i n g c o m p a n y o r c o n s u l t a n t ( i f
n e e d e d )
O r d e r /i n s t a l l y a r d s i g n
G e t k e y a n d a n y a l a r m i n s t r u c t i o n s f r o m
h o m e o w n e r
I n s t a l l L o c k b o x o n h o m e
U p d a t e a n y s h o w i n g s y s t e m s ( l i k e aligned showings)
i n o r d e r t o m a k e a p p o i n t m e n t s a n d /o r c a p t u r e
s h o w i n g a g e n t f e e d b a c k
O r d e r / h a v e p r o f e s s i o n a l p h o t o s t a k e n o f t h e h o m e
C r e a t e R e e l f o r b r o k e r a g e t o s h a r e
C r e a t e , o r d e r a n d d e l i ve r h o m e b r o c h u r e s
S u b m i t a l l L i s t i n g P a p e r w o r k t o B r o k e r
I n p u t L i s t i n g i n t o t h e M L S
S h a r e M L S l i s t i n g w i t h S e l l e r
Quick Tip:
MARKETING CHECKLIST:
C o n f i r m t h a t l i s t i n g s y n d i c a t e d f r o m M L S t o
k e y p o r t a l s ( l i k e R e a l t o r . c o m a n d Z i l l o w )
S e n d e F l y e r t o l o c a l a g e n t s
I n s t a l l f l y e r b o x in f r o n t o f t h e h o m e ( if a l l o w e d )
H a n d d e l i v e r p r i n t f l y e r s t o a t l e a s t 2 0 n e a r b y
h o m e s … a n d i n v i t e t h e m t o t h e o p e n h o u s e !
S c h e d u l e a g e n t /b r o k e r h o m e t o u r
S c h e d u l e o p e n h o u s e s
C r e a t e a v i d e o o f h o m e a n d p o s t o n Y o u T u b e
W r i t e a t l e a s t o n e b l o g /a r t i c l e a b ou t t h e h o m e
( y o u r g o o g l e m y b u s i n e s s p a g e )
S h a r e l i s t i n g b l o g p o s t o n T w i t t e r
P o s t R e e l t o I G
Share blog post on your Facebook business page
C o u n t e r b i n d e r f o r t h e h o m e ( s p e a k t o WFG
t i t l e - t h e y w i l l h e l p y o u a s s e m b l e t h i s )
P l a n b r o k e r o p e n ( i f f i t t i n g )
2 d i f f e r e n t f l i e r s - H i g h e n d f o r t h e c o u n t e r
t o p / s i n g l e p a g e f o r t h e f l i e r b o x
P o s t t o a l l F a c e b o o k g r o u p s t h a t a p p l y t o t h i s
c o m m u n i t y
C r e a t e C r a i g s l i s t a d ( e s p e c i a l l y i f t h e h o m e i s
u n d e r $ 5 0 0 K )
Make sure you send a summary and links to all of your marketing to the homeowners so they know that you are going above and beyond to promote their listing.
Protocol For Listing Agents Contacted By An Unrepresented Buyer
(Potential Buyer sign call | social media message | text, email, etc.)
A. Do you have an agent?
B. Do you have a signed Buyer Broker with any agent?
C. Explain importance of agency.
D. Provide Buyer Consultation
E. In order to show the property with new regulations they would have to sign a Buyer Broker Agreement. If they are unwilling to sign a Buyer Broker Agreement, then they will have to wait to see the home during an open house or obtain representation and schedule an appointment through their agent.
• Agents should have readily available “grab and go” packets/information for Buyer Consultations.
• New Listing Agreement Clause-Seller is aware that Broker is, by law, unable to show the property to Unrepresented Buyers.
• Have attorney draft email to ALL Sellers pertaining to new regulations going into effect in August.
• All agents to update Active Listings by selected date using Listing Contract Addendum with clause regarding unrepresented Buyers and showings.
• Is there any special protocol during an Open House for unrepresented Buyers?
• At what point is the Unrepresented Buyer Acknowledgement form provided to the Buyer to sign?
• Additional language needed in the event a Buyer elects to move from unrepresented to having representation to address all events prior to securing representation that the Broker is held harmless and that the items acknowledged in the Unrepresented Buyer Form apply through “said date @ said time’.
Final Walkthrough Checklist
3
Days Before Close of Escrow make sure all work is completed and receipts provided if applicable.
Bring with you:
• Copy of the Contract | BINSR | Inspection Summary
• Camera
• Charger
Day of Final Walk:
Confirm all negotiated repairs have been completed in a good workmanlike manner. Document with photos.
Walk the interior and exterior of the home and check for: leaks, water intrusion, broken appliances, broken windows, damaged flooring, damaged walls, garbage and debris
Test the following, Interior and Exterior as applicable: Windows & Window Locks | Doors and door locks | Faucets-hot & cold | lights & fans | Appliancesstove, range, R/W/D, microwave | Lighting & Outlets
Test All Toilets | Run AC & Heat | Test Garage Doors and & Openers | Gates
Ensure all items that convey with the property remain and are in working order
Ensure items that do not convey with the property have been removed and any needed repairs from said removal have been repaired in a good workmanlike manner.
Ensure all personal belongings, trash, debris, and rubbish has been removed from the property.
Once walkthrough is complete if satisfactory, sign Final walk through form
Vacant Homes Protocol
• Weekly checks to ensure no one is squatting, check house temp, check windows, check doors, landscaping, etc...
• Check signs and house after a storm
• Consider adding “Not for rent” on photos or in MLS
• Consider posting a “Not for rent” sign in property. Sign is in Lonewolf or scan this QR code!
Pre-Listing Kit Ideas
After first phone call if possible:
Send email thanking them for the phone call with link to “About You” video and “All About You “ form to fill out:
Drop off Pre-Listing Kit before the Appt (if possible-some items weather dependent):
My Kit currently:
Seller Guide
Branded Notecard with a little personalized note to the Seller
Clear Presentation Folder with the following: About Me Flyer | Brochure
Testimonials | Reviews Page
4 W and P Pages- Our Marketing | Our Reputation | Our Value
Marketing Brochure example
Just Listed Postcard example
Branded Notepad
Map of My Sales Postcard Size and Paper
House Key Chain Advil Packets
Donation Thank You Card
Something Personalized from the About You Form (If no time for this, typically cookies or something from a local shop)
• Business cards holder
Our agents use slack to share original content of every at W and Partners. Agents must create or have video
• Buyer and Seller guides
• Tape
• Markers
• Pens
• Measuring tape
• Lysol wipes
• Toilet Paper
• Smell good spray or candle
• Acrylic signs for flyers, QR codes
• Banner/Marketing for agent
• QR sign with link to lofty for sign in
• Beverage tub
• Serving platter
• Agents have a never ending supply of content to and
Open House Standard Operating Procedures
Pre-Open House Preparation
Property Readiness
• Conduct a walkthrough with the seller to ensure the home is in pristine condition.
• Recommend staging or small enhancements to maximize appeal.
• Ensure all repairs, lighting, and cleanliness meet high standards.
Marketing & Promotion
• Create high-quality marketing materials (flyers, brochures, digital ads).
• Promote the open house on social media, company website, and local listings.
• Personally invite neighbors to build community awareness and potential referrals.
• Send out mailers inviting the neighborhood
• Post open house in FB groups for the area
Signage & Directional Setup
• Place open house signs in high-traffic areas 24-48 hours prior.
• Use branded, professional signage that reflects the luxury experience.
• Ensure clear directional signs guide visitors smoothly to the property.
Day of the Open House
Setup & First Impressions
• Arrive at least 45-60 minutes early to prepare.
• Set up a check-in station (guestbook or digital sign-in).
• Ensure all lights are on, home is at a comfortable temperature, and soft background music is playing.
• Provide refreshments (coffee, water, light snacks) to enhance the luxury experience.
Engaging with Visitors
• Greet guests warmly and introduce yourself.
• Provide a brief overview of the property, highlighting key features.
• Ask engaging questions to understand their needs and preferences.
• Avoid hovering but be available for questions.
Community & Impact Approach
• Share company mission and involvement in the local community.
• Provide information on neighborhood amenities and lifestyle.
• If applicable, offer details about upcoming community events or initiatives.
Open House Standard Operating Procedures (Cont.)
Post-Open House Follow-Up
Lead Capture & Notes
• Ensure all visitors have signed in (digitally or manually).
• Take notes on serious buyers, their preferences, and feedback.
Personalized Follow-Up
• Send a thank-you email/text within 24 hours. Send a video message for best outcome before you leave the house if you can.
• Provide additional property details or similar listings based on their interests.
• Follow up with sellers to provide feedback and discuss next steps.
Team Debrief & Improvement
• Review what went well and identify areas for improvement.
• Update CRM with visitor details for future engagement.
• Share key insights with the team to enhance future open houses.
Quality Standards & Expectations
• Every open house should reflect luxury service, professionalism, and community impact.
• Agents should be dressed in business attire that aligns with our brand.
• The atmosphere should be welcoming, engaging, and informative.
• Follow-ups should be personalized and timely to maximize conversion.
Appraisals
• Accurate Property Value: Determines the fair market value of the home, ensuring that you are paying a reasonable price.
• Loan Approval: Lenders require appraisals to confirm that the property’s value supports the mortgage amount being requested.
• Risk Mitigation: Protects the lender by ensuring that the loan amount does not exceed the value of the property, reducing the risk of financial loss.
• Negotiation Tool: Provides a basis for negotiating the purchase price if the appraisal comes in lower than the agreed-upon price.
• Avoid Overpaying: Helps buyers avoid overpaying for a property by providing an independent valuation.
• Investment Assurance: Ensures that the property is a sound investment, reflecting its true worth in the current market.
• Property Condition Assessment: Can highlight any significant issues or repairs needed that may affect the property’s value.
• Insurance Requirements: Some insurance companies may require an appraisal to determine the amount of coverage needed.
• Market Stability: Contributes to market stability by preventing inflated property values and unsustainable mortgage lending practices.
• Peace of Mind: Offers buyers peace of mind, knowing that they are making an informed financial decision based on professional evaluation.
How can we support other agents in the firm?
• At W and Partners we support each other and we’re collaborative
• Open book policy - if someone asks you to share what you’re doing in your business, you come from an abundance mindset and share openly and willingly.
• If you see something, say something.
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Encourage Others to Share & Attend
Home Buying Video Series for MA Buyers
1. “Welcome to the Boston Buying Process”
• Overview of the full journey from pre-approval to closing.
• Set expectations on timelines and key players involved.
• Emphasize your role as the advisor throughout the process.
2. “Getting Pre-Approved in Massachusetts”
• What a pre-approval is and why it’s essential in competitive Boston markets.
• Local lender options and how pre-approvals differ from pre-qualifications.
• Advice on improving credit and choosing the right lender.
3. “Understanding the Boston Market”
• Current trends (e.g., inventory shortages, seasonality).
• Neighborhood spotlights: Back Bay vs. South End vs. Jamaica Plain vs. Somerville.
• Discuss price points, competition, and bidding strategies.
4. “Open Houses & Private Showings: What to Look For”
• How to spot value and red flags in older Boston properties.
• Historic home quirks (think: brownstones, triple-deckers).
• Tips for navigating with an inspector mindset early on.
5. “Making an Offer in Boston”
• Walkthrough of the Offer to Purchase (OTP) form.
• Contingencies (financing, inspection, appraisal).
• How to stand out in a multiple-offer scenario.
6. “The Inspection & Due Diligence Period”
• What inspectors look for in Boston homes (especially older properties).
• Common issues: lead paint, asbestos, knob-and-tube wiring, basements, etc.
• Negotiation strategies post-inspection.
7. “The Purchase & Sale Agreement (P&S)”
• What changes from the OTP to the P&S.
• Legal review with an attorney (required in MA).
• Timeline from P&S to closing.
8. “Final Steps to Closing in Massachusetts”
• Final walk-through checklist.
• What to expect on closing day.
• Recording the deed and getting the keys!
9. “Boston Buyer FAQs” (Bonus Video)
• Should I waive contingencies?
• Can I buy without 20% down?
• What is Title Insurance and do I need it?