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The Critical Role of the Realtor® in the Real Estate Transaction
Why Was This List Prepared?
Surveys show that many homeowners and house buyers
are not aware of the true value a REALTOR® provides
during the course of a real estate transaction. At the
same time, regrettably, REALTORS® have generally
assumed that the expertise, professional knowledge and
just plain hard work that go into bringing about a successful
transaction were understood and appreciated.
Many of the important services and steps are performed
behind the scenes by either the REALTOR® or the
brokerage staff and traditionally have been viewed simply
as part of their professional responsibilities to the
client. But, without them, the transaction could be
in jeopardy.
This publication seeks to close the gap.
Listed on the following pages are 136 typical actions,
research steps, processes and review stages necessary
for a successful residential real estate transaction
and normally provided by a full service real estate
brokerage and for which they are entitled to fair compensation.
Comprehensiveness
The list is by no means an attempt to set forth a complete
list of services as these may vary within each brokerage
and each market. Many REALTORS® routinely provide
a wide variety of additional services that are as varied
as the nature of each transaction.
By the same token, some transactions may not require
some of these steps to be equally successful. However,
most would agree that given the unexpected complications
that can arise, it’s far better to know about
a step and make an intelligent, informed decision to
skip it, than to not know the possibility even existed.
The REALTOR® Commitment
Through it all, the personal and professional commitment
of the REALTOR® is to ensure that a seller and buyer
are brought together in an agreement that provides each
with a “win” that is fair and equitable.
The motivation is easy to understand. For most full-service
brokerages, they receive no compensation unless and
until the transaction is complete.
A Variety of Choices
The variety of brokerage business models in today’s
real estate industry affords the homeowner a greater
range of options than ever before.
But no matter which option is chosen, before signing
a Listing Agreement, Buyer Representation Agreement
or otherwise engaging the services of a REALTOR® agreeing
to compensate them, the homeowner should understand
exactly what services will, or will not be, provided.
Why Use a REALTOR®?
Not every real estate salesperson or broker is a REALTOR®.
That term and the familiar Block “R” logo
are trademarked by the Canadian Real Estate Association
in association with the National Association of REALTORS® in
the United States. CREA owns the MLS® trademark
also. Both trademarked logos can only be used in Canada
by members of the Canadian Real Estate Association who
accept and respect a strict Code of Ethics. The MLS® database
is operated by member boards in various provinces and
in Ontario by real estate boards belonging to the Ontario
Real Estate Association (OREA) which provide an ongoing
inventory of available properties and ensure maximum
exposure of properties listed for sale. This is important
because most resale homes in Ontario are listed and
sold through the MLS® systems.
For that extra measure of peace of mind, ensure the
individual seeking to represent you is both a registrant
of the Real Estate Council of Ontario and a member of
the Ontario Real Estate Association - - - permitted
to be called a REALTOR®. Check the RECO website www.reco.on.ca for
a searchable list of our registrants.
The Critical Role of the REALTOR®
Listed here are 136 typical actions, research steps,
procedures, processes and review stages in a successful
residential real estate transaction that are normally
provided by full service real estate
brokerages in return for their sales commission. Depending
on the transaction, some may take minutes, hours, or
even days to complete, while some may not be needed.
More importantly, they reflect the level of skill,
knowledge and attention to detail required in today’s
real estate transaction, understanding the importance
of having help and guidance from someone who fully understands
the process - a REALTOR®.
And never forget that REALTORS® are pledged to
uphold the stringent, enforceable tenets of the REALTOR® Code
of Ethics in their professional dealing with the public!
Remember, not every real estate registrant holds REALTOR® membership
or MLS® access; make sure yours does!
Pre-Listing Activities
- Make appointment with seller for listing presentation
- Send seller a written or e-mail confirmation of
listing appointment and call to confirm.
- Review pre-appointment questions
- Research all comparable currently listed properties
- Research sales activity in the area from MLS® database
- Research days-on-the-market for similar properties,
location and price
- Review property tax roll information
- Prepare “Comparative Market Analysis” (CMA)
to establish fair market value
- Research property’s ownership and how it is
held (deed)
- Check Municipal tax records for lot size
- Verify the legal description from public records
- Check Planning Department of Municipal Offices for
current zoning
- Check for land use restrictions or special zoning
- Verify legal names in the Registry Office (or deed)
- Prepare listing presentation with researched materials
- Drive by the property to assess the Curb Appeal,
compare with neighbourhood
- Start formal office file on the property
- Confirm school district and effect of schools on
the property value
- Determine whether property is subject to a shoreline
road allowance (if applicable)
- Review all pertinent information to ensure that
it’s complete
- Critical Role of the REALTOR® Page 4 of 7 Listing
Appointment Presentation
- Explain the various agency relationships using Working
With a Realtor® pamphlet and get acknowledgement
that this has been reviewed with the seller
- Give the seller an overview of current market conditions
and projections
- Review sales representative and brokerages credentials
and accomplishments.
- Review and confirm all legal descriptions and ownership
details
- Measure exterior and establish the square footage
above grade
- Confirm lot size from owner’s survey - if
no survey is available, make a note on the listing
- Note any lot line fencing, easements and variances
- Discuss with the seller the possibility of seller
take back (STB) and other options
- Review any appraisal that may have been made
- Present CMA to the Seller including Comparable sold
properties, Current listings and Expired listings
- Offer pricing strategy based on experience and current
market conditions
- Discuss a Marketing Plan to meet the goals of the
seller
- Explain the advantages and power of Multiple Listing
Service
- Explain the use and power of web marketing, IDX
and mls.ca
- Explain the work both the salesperson and brokerage
do behind the scenes and availability at night and
on weekends
- Explain the sales professional’s role in taking
calls and screening for qualified buyers and curiosity
seekers
- Present and explain the strategic master marketing
plan
- Review and explain the Listing Agreement and obtain
the signature of the seller - give the seller(s) copies.
Once the Property is Listed
- Measure and record all room dimensions
- Obtain house plans if available
- Make a copy of any house plans
- Copy survey and retain in listing file
- Advise seller of how showing appointments will be
made
- Prepare instructions for salespeople showing the
property and confirm with the seller the best times
to show to prospective buyers
- Have Mortgage Verification Forms signed and submitted
to mortgagee
- Verify with lender any penalties, terms and current
rates and if the mortgage can be discharged
- Check on whether the existing mortgage can be assumed
and under what terms.
- Confirm any Condominium Fees or Homeowner Association
fees currently in effect
- Get a copy of the Condominium bylaws, if applicable
- Confirm supplier of Hydro or any other provider
of this utility
- Calculate the utility usage for the past 12 months
from seller’s records
- Verify the availability of any septic bed layout
or permits at time of installation
- Water – if Municipal check on rates for the
past 12 months
- Well Water – confirm well status and have
Health Unit test so remedial steps can be taken if
required. Also, advise of any abandoned wells on the
property and put on the listing
- Determine natural gas, heating oil or propane supplier’s
name and telephone number
- Note on listing any rented appliances i.e. hot water
tank, furnace, etc.
- Verify security system- owned, rented, terms and
service terms
- Ascertain if any lead-based paint, asbestos insulation,
UFFI or other latent defect needs to be disclosed
- Prepare a list of property features such as pool,
sauna, whirlpool, landscape pools and special plants
- Prepare a list of chattels included or excluded
from the sale of the property
- Compile a list of recent improvements, repairs or
maintenance
- Send letter to Seller if property is vacant to advise
insurance company
- Explain the advantages of a lock box and have extra
keys made
- Verify if property has rental units. If so: Inquire
as to whether they comply with the zoning by-law,
fire and electrical safety
- Make copies of all rental agreements
- Determine ownership of any appliances or other
chattels
- Verify and list all rental amounts and deposits
held
- Inform tenant of the listing and discuss how
showings will be handled
- Arrange for installation of For Sale sign
- Assist seller to fill in the Seller Property Information
Statement
- Give the seller a blank copy of the Agreement of
Purchase and Sale and discuss it with them
- Explain the offer presentation process and the possibility
of multiple offers
- Discuss the type of conditions that will likely
be included in an offer to purchase
- Discuss results of Curb Appeal Assessment, Interior
Décor Assessment and discuss ways to improve
appearances for showings.
- Arrange for Office Tour/MLS® Tour and report
comments back to seller
- Load listing into personal database for transaction
management
Entering Property in Multiple Listing Service® Database
- Prepare and check MLS® data input sheet
- Upload to Real Estate Board – MLS® Data
Input
- Proof read listing as it appears in mls.ca
- Take additional photos for uploading to MLS® and
for use in Flyer. Talk to seller about virtual tour
possibilities
Marketing The Listing
- Create both print and Internet Ads with seller’s
input
- Co-ordinate showings with the owner, tenants and
other REALTORS®. Return all calls - weekends included
- Install lockbox if authorized by the owner
- Prepare personal mailing and contact list
- Generate mail merge letters to contact list
- Order “Just Listed” cards and handouts
- Prepare flyers and feedback faxes
- Constantly review MLS® listings to ensure property
remains competitive in price
- Prepare property marketing brochure for seller’s
approval
- Arrange for printing of approved brochure and distribution
- Distribute property brochure to all company salespeople
- Mail out “Just Listed” notices to the
immediate neighbourhood residents
- Advise company Network Referral Program of the listing
- Provide marketing data to buyers coming through
international relocation
- Provide marketing data to buyers coming from referral
network
- Submit ads to company’s internet site
- Price changes promptly conveyed to all databases
and internet groups
- Reprint supply of brochures as required
- Update Mortgage information as available to all
marketing facilities
- Follow up feed back e-mails and faxes sent to representatives
who have shown the property
- Discuss feedback from showing representatives with
the seller to determine if changes are required to
accelerate the sale
- Place regular weekly update calls to the seller
to discuss marketing activity and results
- Receive and review all Offers to Purchase submitted
by buyers and buyers’ representatives
- Evaluate offer and prepare a “net sheet” on
each for owner comparison
- Counsel owners on each offer – explaining
merits and weaknesses of each
- Contact buyer’s representative to discuss
qualifications and motivations of their client
- Fax/Deliver S.P.I.S. to buyer’s representative
or buyer prior to offer if possible
- Confirm that buyer is qualified by Mortgage Officer
- Obtain pre-qualification letter from Mortgage Officer
- Negotiate all offers on seller’s behalf, setting
condition time limits and closing date
- Prepare and convey all counter offers, acceptance
and/or amendments to buyer’s representative
- Fax copies and mail originals of all documents to
lawyer for the seller
- When Offer to Purchase is settled and finalized
by the seller, deliver to the buyer’s representative
leaving a true copy with the owner
- Deliver deposit to Trust Account as soon as practicable.
- Provide copy of the executed agreement to the office
for filing in the deal file
- Advise and counsel owner on the handling of offers
while the original transaction is pending i.e. days
to meet conditions in first offer and procedures
- Update personal transaction program indicating Sale
Pending
- Assist buyer in applying for financing, if applicable
- Arrange for appraiser to inspect the property and
give any information including comparables, survey
copy, etc.
- If STB – get Credit Report of buyer for seller
and review it with him/her
- Order Septic Tank inspection, if applicable
- Deliver water test results from Health Unit to mortgage
company
- Arrange other inspections as required by Financial
Institution and/or insurance company i.e. mould, termite
WETT inspection, etc.
Mortgage Tracking
- Contact lender regarding mortgage application progress
- Prepare/obtain waiver or condition removal documents
and deliver to lawyer for the seller
Home Inspection
- Co-ordinate buyer’s professional home inspection
- Review the inspection report
- If repairs required, assist seller in obtaining
trustworthy contractor to perform required repairs
The Appraisal
- Schedule appraisal appointment
- Provide appraiser with comparables used to set list
price
- Assist seller in questioning appraisal report if
it seems too low
Closing Preparations and Duties
- Work with buyer’s representative to arrange
any visits prior to closing as agreed in the Agreement
of Purchase and Sale
- Arrange for trust deposit monies, if in excess of
commission due, to be given to the lawyer for the
seller
- Be available for any concerns/questions from the
seller
- Advise MLS® that property is Sold and supply
details as to price, date of sale, selling brokerage
Excellent, I am ready
to begin my home search
Mississauga MLS Real Estate Properties & MLS.CA Homes for Sale | All Pages including Mississauga Real Estate Blog all maintained by info@mississauga4sale.com Copyright © A. Mark Argentino, P.Eng., Broker, RE/MAX Realty Specialists Inc., Brokerage, Mississauga, Ontario, Canada L5M 7A1 (905) 828-3434 First created - Tuesday, July 16th, 1996 at 3:48:41 PM - Last Update of this website: Tuesday, April 9, 2024 7:24 AM
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