De-bunking the myth that "My agent didn't do a damn thing to get my house sold... she just got lucky and now I have to pay her all that money for nothing!"

Since "Luck is what happens when preparation meets opportunity," let's take a peek at Act II of Behind the Scenes to find out what makes your agent (and you) so "lucky."

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As the curtain opens on Act II of this drama, your agent is making final preparations for her presentation, ie., the moment when she will step "on stage" at your home.

Scene 1... At the office (2 hours before the scheduled appointment)

1. Your agent prepares a nice folder or envelope with the information she prepared for you previously (Part 1 of this series)
2. Your agent sits down to the computer to fill out all the required forms for listing your property:  Agency forms, property condition forms, a listing contract, addenda including those for key lockbox, lead-based paint, inclusions/exclusions, HOA, Condo, federal, state and local disclosures and company forms.
3. Your agent takes several minutes to collate the forms into a logical order for explaining them to you, and then makes a duplicate set for herself. 
   

(Or, if she has her own administrative staff, she grabs the package of these materials prepared by her assistant and adds them to your folder or envelope.)

The curtain falls as she departs her office...

Scene 2... At your home

1. You greet the agent and invite her to tour your home inside and out.
2. Your agent asks questions and takes notes about your home and/or photos as you tour it together.
3. Your agent inquires about your goals and your motivation for selling.  (This information could impact how she proceeds from here.)
4. Your agent briefly tells you about her background and qualifications (if you don't already know her).
5. Your agent wastes no time, but goes straight to the information you want to know - "What's happening in the real estate market and how will that impact the sale of my home?" - as she presents you with the Market Value Analysis and Market Trends Analysis she spent days preparing.  In some cases, she will present only the conclusions of her reports, and keep the supporting documentation in her file; in others, she will go over every detail with you.  This depends on many things such as the circumstances of the sale, your surroundings (crying baby, etc.), and her or your personal preference.
6. Your agent reviews her Property Analysis with you, including an evaluation of your property condition, and makes recommendations regarding changes you could make to the condition to increase your likely selling price and improve your selling time.
   
7. Your agent provides you with her estimates of the likely sale price, likely sale terms, and likely days on market.
8. Your agent reviews the Estimated Net Proceeds she prepared for you, detailing all the customary and mandated costs to you, explaining that some additional costs to you may be negotiated in any contract of sale.
   
9. You and your agent discuss this information, including the pros/cons of today's market and any alternative to selling your home at this time.
10. Your agent presents her marketing plan to you, explaining how she expects to attract buyers for your home.

Your agent suggests a break, now, so you have an opportunity to digest all this information.  The stage goes dim as you adjourn to the kitchen for a cold drink and cookies (hint, hint... lemonade and cookies would be nice for you to have ready - or coffee, if it's cold outside.)

Scene 3... Seated at your kitchen table

1. Your agent answers any questions you may have about the information you just learned.
2. Your agent brainstorms with you about about maximizing results for you.
3. You provide your agent with copies of your most recent mortgage statement, your plat, your utility-bill history for 12 months, the most recent issue of your community newsletter, and any photos you may have taken during different seasons.
4. Your agent reviews the listing forms with you and answers any questions before you sign them.
5. Your agent tells you what to expect after the property is listed, how soon the information will appear in MLS, when the sign wil be installed, how a lockbox works, who will notify you when a buyer is coming to view your home, etc....

Your agent knows that "Luck is what happens when preparation meets opportunity."  Her thorough and accurate preparation AND presentation is a key element in creating this "luck" for you... and the reason you pay her all that money - but not UNLESS and UNTIL she procures a buyer whose terms are acceptable to you.

To be continued...

Behind the Scenes - After Your Home is Listed

DISCLAIMER:  Your agent may or may not do everything listed above.  I took the time to write down these steps after a recent listing appointment, but some appointments may differ and some materials may be presented in a different order.