From For Sale Sign → To Sold → To Referrals Phase 1: Pre-Listing Preparation ☐ Initial consultation with seller ☐ Review Listing Paperwork – Go over the listing agreement, MRED exemption (if applicable), and required disclosures with the seller. ☐ Review Market Conditions – Use Infosparks to analyze local market trends and provide insight to the seller. ☐ Review Comps – Generate a comparative market analysis (CMA) using Cloud CMA to establish pricing strategy. ☐ Prepare a Seller Net Sheet – Use ATNAGENTONE to calculate estimated proceeds for the seller. ☐ Develop a Marketing Plan – Discuss strategies for maximum exposure, including online listings, open houses, social media, and print marketing. ☐ Get Seller Signatures – Ensure all required documents are signed by the seller. ☐ Get Designated Managing Broker Signatures – click on on SUBMIT FOR REVIEW for Rick Williams our DMB to sign off. ☐ Gather disclosures & property details ☐ Discuss pricing strategy + CMA ☐ Home prep: staging, repairs, cleaning ☐ Professional photos/video ordered from Prestige ☐ Marketing plan reviewed with seller ☐ Signage ordered from our storefront (Instructions) ☐ Fliers ordered from xpressdocs ☐ Generate Address Report in REMINE – Pull addresses of potential buyers around the property for targeted marketing ☐ MLS input & verify accuracy ☐ Upload photos and disclosures to MLS listing ☐ Go to Kalehuddle.com and click on activate my listing Phase 2: Active Listing ☐ Use the app Up Sign Down to get sign installed by Oakley ☐ Install lockbox ☐ Go to ShowingTime and set up showing instructions www.showingtime.com ☐ Launch marketing (flyers, social, email) ☐ Schedule & host open houses ☐ Reverse Prospect ☐ Gather feedback from showings ☐ Weekly seller update ☐ Discuss with the seller’s Murphy’s law: When a property goes on the market something breaks. They may want to get seller’s coverage of Armadillo Home Warranty and it will cover issues until the closing. ☐ Contact Maria Kennedy mariaw@anmtg.com or Terrence Terrell Terrence@anmtg.com and request open house fliers ☐ Conduct open house ☐ Enter all open house attendees contact info into Real Geeks CRM and create a drip campaign ☐ Follow up after each showing for feedback Phase 3: Under Contract ☐ Receive & review offers with seller ☐ Negotiate terms & acceptance ☐ Prepare a seller net calculation (atnagent.com ) ☐ Deliver executed contract to all parties ☐ Upload all executed documents to dot loop ☐ Change status on MLS to A/I ☐ Request the brokerage statement on kalehuddle.com ☐ Choose one of our preferred attorneys ☐ Identify if attorney or title company will hold earnest money ☐ Send copy of earnest money deposit to buyer agent and attorneys ☐ Schedule inspections ☐ Negotiate inspection repairs/credits ☐ Email attorneys the resolution of the inspection credits/repairs ☐ Appraisal ordered & confirmed ☐ Prepare appraisal package ☐ Provide appraiser with package, a smile and maybe a coffee ;) ☐ Change status on MLS to A/I ☐ Confirm that survey has been ordered ☐ Loan approval monitoring ☐ Celebrate when you get the Clear to Close!!!! ☐ Change status on MLS to Pending Phase 4: Closing Preparation ☐ Order municipal inspection if required ☐ Final walk-through scheduled <24 hours prior to closing ☐ Ensure that seller leave: 1) receipts for repairs 2) all keys 3) garage openers 4) appliance manuals ☐ Confirm HOA paid/current ☐ Remind seller to request mortgage payoff ☐ Coordinate with attorney/title company ☐ Order final water reading if necessary ☐ Confirm utilities transfer ☐ Schedule sign removal ☐ Attend closing to pick up settlement statement and commission check ☐ Deposit commission check at Chase ☐ Upload deposit slip and settlement statement to Dot Loop ☐ Submit all files for review in Dot Loop ☐ Prepare closing gift for seller ☐ Prepare a welcome gift for the buyer Phase 5: Post-Closing & Referrals ☐ Change status on MLS to Closed ☐ Post the story of this transaction on social media ☐ Hand-deliver or mail thank-you card/gift to seller ☐ Deliver the welcome gift for the buyer ☐ Add buyer to database / drip campaign ☐ Request online review/testimonial ☐ Request referrals ☐ 30/60/90 day check-ins ☐ Anniversary follow-up each year ☐ Invite client to future client events

How do I activate a listing? To activate a listing: Go to KaleHuddle.com. Scroll to the middle of the homepage to the “Working a deal? Quick links” section. Click “Activate My Listing.” Complete and submit the form.

An appraisal package is a collection of accurate, organized information provided to the appraiser to help them understand the property, the transaction, and any features or improvements that may affect value. The purpose is not to tell the appraiser what the property should be worth or to pressure them toward a particular conclusion. The goal is to make sure the appraiser has convenient access to relevant facts that may not be obvious during a brief property visit. A strong appraisal package helps the listing agent advocate for the property professionally while respecting the appraiser’s independence. Why Is an Appraisal Important? When a buyer is obtaining financing, the lender typically orders an appraisal to develop an independent opinion of the property’s market value. The appraiser generally considers factors such as: The property’s location Size, condition, and layout Lot size Bedrooms and bathrooms Improvements and updates Recent comparable sales Current market conditions Features that may add value Conditions that may affect marketability The appraisal can affect whether the lender will finance the purchase at the agreed-upon price. A low appraisal may require the parties to renegotiate, challenge the appraisal, adjust financing, bring additional funds to closing, or terminate the transaction depending on the contract. Why Offer an Appraisal Package? An appraiser may inspect several properties in a week and may only spend a limited amount of time at each home. They also may not know the property’s full history, the details of recent improvements, or the reasons certain comparable sales are more relevant than others. An appraisal package can help by: Organizing the property information in one place Identifying improvements that may not be immediately visible Providing documentation for major upgrades Highlighting features that distinguish the property Sharing relevant comparable sales Explaining unusual property characteristics Reducing the chance that important information is overlooked Helping the appraiser complete a thorough and informed analysis Providing the package does not guarantee a particular value. The appraiser decides what information is relevant and independently determines the opinion of value. What Should Be Included in an Appraisal Package? 1. Property Feature Sheet Begin with a concise overview of the home, including: Property address List price Contract price, when appropriate Property type Bedrooms and bathrooms Above-grade square footage Lot size Garage and parking information Basement details Year built School district Tax information Important property features Make sure every fact is accurate and supported by reliable information. 2. List of Improvements and Updates Provide a clear list of improvements, ideally with the approximate year completed. Examples may include: Roof replacement Windows HVAC systems Electrical panel Plumbing or sewer work Kitchen renovation Bathroom renovation Flooring Appliances Siding Driveway or patio Basement improvements Landscaping or drainage work Separate routine maintenance from significant improvements. Fresh paint or basic repairs may improve presentation, but they do not necessarily contribute the same value as a new roof, updated kitchen, or major mechanical system. Avoid exaggerating costs or claiming that an improvement adds dollar-for-dollar value. 3. Receipts, Permits, and Supporting Documentation When available, include copies of: Contractor invoices Paid receipts Permits Warranties Architectural plans Surveys Documentation for major systems Municipal approvals Only provide documents that are relevant and accurate. Protect private information by removing account numbers, payment details, or other sensitive information. 4. Comparable Sales The listing agent may provide recent comparable sales that appear relevant to the property. Good comparables are generally similar in: Location Property type Size Age Condition Lot characteristics Bedroom and bathroom count Garage or parking Basement type Date of sale Include a brief explanation of why each comparable may be useful. Do not overwhelm the appraiser with a large stack of unrelated sales simply because their prices are high. The appraiser is not required to use the comparables provided by the agent. 5. Pending and Active Listings Pending and active listings can provide context about current competition and market direction, although closed sales generally provide stronger evidence of value. These listings may help demonstrate: Current buyer expectations Competing inventory Price trends Limited availability of similar properties How the subject property compares with homes currently on the market Clearly identify whether each property is active, pending, contingent, or closed. 6. Multiple-Offer Information When permitted and appropriate, the listing agent may provide factual information about the level of market interest, such as: Number of offers received Number of showings Days on market before going under contract Open-house attendance Whether the property sold above or below list price Do not disclose confidential details about other buyers or provide information that has not been authorized for disclosure. Multiple offers do not establish value by themselves, but they may help demonstrate market demand. 7. MLS Listing and Marketing Materials Include the MLS listing sheet and, when useful: Professional photographs Floor plans Survey Brochure or feature sheet Virtual-tour information Detailed room descriptions These materials can help the appraiser review the property after the inspection and confirm features that may not have been fully documented during the visit. 8. Information About Unique Property Features Some features require explanation because they are not obvious or are difficult to compare. Examples include: An additional lot Accessory dwelling unit Finished basement Solar panels Extensive outdoor improvements Unusual zoning Waterfront or creek access Recent additions Specialized energy-efficiency improvements Private well or septic system Flood-zone considerations Easements or shared driveways Provide facts and supporting documents without minimizing concerns or making unsupported claims. 9. Offer or Contract Information The appraiser usually receives the executed contract through the lender or appraisal management process. The listing agent should still be prepared to confirm that the appraiser has the correct agreement and any relevant addenda. Do not provide misleading explanations of concessions, credits, personal property, or contract terms. These items may affect the appraiser’s analysis. How Should the Package Be Presented? The package should be professional, concise, and easy to review. A useful order is: Cover page Property feature sheet Improvement list Supporting receipts or documentation Comparable sales Active and pending market information MLS sheet and marketing materials Survey, floor plan, or other relevant documents Use clear headings and avoid unnecessary pages. A focused package is often more useful than a large binder filled with marginally relevant information. The package may be provided electronically or in print, depending on the appraiser’s preference and any applicable procedures. How Should the Agent Communicate With the Appraiser? The listing agent should be available, professional, and respectful. The agent may: Provide access to the property Answer factual questions Point out improvements and important features Offer the appraisal package Explain where supporting documentation can be found Provide relevant market information The agent should not: Demand a particular value Attempt to influence or intimidate the appraiser Misrepresent improvements or property conditions Hide known defects Tell the appraiser which sales must be used Suggest that future business depends on the appraisal result Make unsupported claims about value A helpful introduction might be: “I prepared a brief package with the property features, documented improvements, and several nearby sales that may be useful. Please use whatever information you consider relevant.” What Happens After the Appraisal? The listing agent generally does not receive the appraisal directly from the appraiser. The appraisal is prepared for the lender, and the buyer typically receives a copy through the lending process. When the appraisal supports the contract price, the transaction can usually continue through underwriting. When the appraisal is lower than the contract price, the parties should review: The appraisal contingency The appraised value The comparable sales used Any factual errors The lender’s reconsideration-of-value process The buyer’s available funds Possible renegotiation options A reconsideration request should focus on specific factual errors, overlooked features, or relevant market data, not disappointment with the result. The Agent’s Responsibility An appraisal package is one of the ways a listing agent can prepare for a successful transaction. It demonstrates that the agent understands the property, has reviewed the market, and is ready to provide accurate information when requested. The best appraisal packages are not sales pitches. They are factual, organized, relevant, and respectful of the appraiser’s independent role. Preparing the package does not guarantee the contract price will be supported. It does, however, help ensure that the property’s important features, improvements, and market context are clearly presented rather than left to chance.

FAQs Search SEARCH VIEW ALL Top Searches Dotloop: What It Is, How to Use It, and Best Practices Leaderboard How do I deposit a commission? Credit Card Update Form How to Order a Heat Disclosure How to Set Up Direct Deposit What is Rivers Title and why should I choose it for my clients? A & N Mortgage Introducing the Monthly New-Agent Cohort Sessions VIEW ARMADILLO HOME WARRANTY — AGENT CHATBOT KNOWLEDGE BASE VIEW Illinois Rental Law Changes: What Agents Need to Know (HB 3564 / HB 5234) VIEW How to Start Giving & Receiving Referral Leads with REALAY VIEW Transaction Management Support with Amplified Transactions VIEW Showami Now Available to All Kale Agents VIEW No results found. Please adjust your search criteria. 1 2 3 4 5 1 ... 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 ... 56

FAQs Top Searches Dotloop: What It Is, How to Use It, and Best Practices Leaderboard How do I deposit a commission? Credit Card Update Form How to Order a Heat Disclosure How to Set Up Direct Deposit What is Rivers Title and why should I choose it for my clients? A & N Mortgage No results found. Please adjust your search criteria. 1 2 3 4 5 1 ... 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 ... 56

VIDEO LIBRARY View Playlists Here Search Filter by Category Hands-On Career Kickoff - Real Geeks CRM and Website demo Real Time Brokerage w/ Rick Williams Rick led a discussion about the proper use of "as-is" policies and multi-board contracts in real estate transactions, specifically focusing on page 5 and 6 of the 8.0 contract where agents must choose between different inspection options. He shared a personal experience where he lost a deal due to incorrectly checking the "right to inspect with no requests" box, which some agents use strategically to win contracts but may not honestly adhere to later. Kale emphasized the importance of being honest in contract documentation and explained that buyers should only request repairs for non-cosmetic issues that significantly impact property functionality, such as mold, radon, or major appliances. The discussion also covered proper handling of unrepresented buyers in listing agreements and the appropriate disclosure requirements when working with both buyer and seller sides while maintaining no-agency status. Productivity Accelerator - Pipeline Math and Appointment Focus This was a Productivity Accelerator workshop led by Kale focused on pipeline math and building real estate business pipelines. The session helped participants calculate how many transactions they need to close to reach their income goals, with participants sharing their desired earnings and average sales prices to determine required closing numbers. Kale emphasized the importance of tracking conversations, appointments, and database growth, explaining that for every 50 people in a database, there is one business opportunity. The workshop identified common challenges including time constraints, lack of consistency in outreach, and conversion rate issues, with participants like Wilane acknowledging that balancing full-time employment with real estate activities had been limiting their ability to generate sufficient leads. Kale stressed that business owners should focus only on income-generating activities and recommended tracking specific metrics including daily database additions, conversation goals, and appointment settings to achieve business Hands-On Career Kickoff - Build Your Database & Sphere Foundation Kale conducted a workshop on building real estate databases, emphasizing that maintaining a database of contacts is a critical day-one activity for real estate agents. The discussion covered what constitutes a database (past clients, current clients, leads, sphere of influence, and prospects), the importance of having sufficient contacts (approximately 50 people per potential deal), and effective methods for collecting and organizing contact information. Kale explained the categorization system for database contacts (A+ through D based on referral potential) and introduced the "FORD" conversation framework (Family, Occupation, Recreation, Dreams) for maintaining relationships with contacts. The workshop participants discussed various tools and strategies for building databases, including using QR codes, Forewarn, Remind, and other technology solutions, with specific examples shared about collecting information at networking events and through personal interactions. Productivity Accelerator - Open Houses as a Lead Conversion System Agents learn how to use open houses as a structured source of conversations, leads, and appointments. Hands-On Career Kickoff - Run Your Business Like a Business Real estate is more than selling homes—it is running a business. Learn how to track income and expenses, understand your numbers, organize your technology, choose the right tools, manage your schedule, and create systems that support long-term success. No results found. Please adjust your search criteria. 1 2 3 4 5 1 ... 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 ... 43