Tony and Suzanne Marriott's Phoenix Arizona Real Estate Blog

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

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.

About the Authors - Updated 2018

If you are considering a Traditional or Short Sale of your home in Phoenix, Scottsdale or any location in Maricopa County Arizona, you owe it to yourself to talk with the BVO Luxury Group @ Keller Williams Arizona Realty to determine whether Tony and Suzanne Marriott are the best real estate Brokers in the Phoenix and Scottsdale metropolitan area to help you with the Successful Sale of your home.

Tony and Suzanne have personally Listed, Sold and Closed more than a hundred Short Sales with the highest list to close rate in the Phoenix Metro Area!

Tony Marriott - Chief Operating Officer - BVO Luxury Group @ Keller Williams Arizona Realty

Suzanne Marriott - Chief Learning Officer - BVO Luxury Group @ Keller Williams Arizona Realty

Associate Brokers, REALTORS
BVO Luxury Group
Keller Williams Arizona Realty

Comments

Let me be the first to say thanks Tony.  I enjoy reading all of your post.  hope you have a great 2007.
Posted by Sean Dankers (Realty World Select) over 11 years ago
Sean - Thanks for the comment and the compliment.  Happy to hear these are useful.  Tony
Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 11 years ago
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.
Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) over 11 years ago

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

Enjoying the heatwave?? Stay cool.

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) over 11 years ago
Bryant - Thanks for stopping by - your endorsement means a lot to me!  Tony
Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 11 years ago
Jeff - it's a getting a little warm here - whoever invented air conditioning should get a Nobel prize!
Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 11 years ago

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. 

Posted by Lenn Harley, Real Estate Broker - Virginia & Maryland (Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate) over 11 years ago
Lenn - You are correct.  It's on the list - but not at this stage of discussions.  Stay tuned!  Tony
Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 11 years ago
I am learning some great stuff reading this post tony. Thank you very much for sharing.
Posted by Lanre-"THE REAL ESTATE FARMER" Folayan, I don't make promises.I deliver results.SOLD HOMES (Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC) over 11 years ago
Lanre - Thanks for reading!
Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 11 years ago

Enjoyed this post and want to read more - try this one - Peacocks and Pickles for Christmas 2015!  Wishing you a prosperous and Happy New Year!

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) almost 3 years ago

Enjoyed this post and want to read more - visit our website  - HavenExpress.com - where all your questions about buying and selling residential real estate in Arizona are addressed!

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) almost 3 years ago

Planning to sell your home in Scottsdale, Arizona?  Give us a call for a free, no obligation, consultation!  Haven Express

Listed, Sold and Closed 100% of listings taken (dozens of them) since June 2011!

Real Estate.  It's What We Do. Best!

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 2 years ago

Planning to sell your home in Scottsdale, Arizona?  Give us a call for a free, no obligation, consultation!  Haven Express

Listed, Sold and Closed 100% of listings taken (dozens of them) since June 2011!

Real Estate.  It's What We Do. Best!

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 2 years ago

Planning to sell your home in Scottsdale, Arizona?  Give us a call for a free, no obligation, consultation!  Haven Express

Listed, Sold and Closed 100% of listings taken (dozens of them) since June 2011!

Real Estate.  It's What We Do. Best!

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty) over 2 years ago

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