The Proper Care & Feeding of Sellers From Contract to Closing - The Favorit-est Tips!

Education & Training with Sell with Soul


In keeping with our tradition of posting the Favorit-est Tips after our How-To shows in the SWS Virtual Studio, below are the Favorit-est Tips from yesterday's show: The Proper Care & Feeding of Sellers from Contract to Closing.

The show was about a listing agent's duties and responsibilities during the critical Contract-to-Closing period to keep everything on track and heading toward the closing table. We used my Listing-Under-Contract checklist (which you can find in my VIP Lounge) to refer to, although interestingly, a few of the most favorite tips weren't even ON my checklist! (Thank you SWS Coach Deb Stephenson for adding your brilliance!)

So, without further adoooooooo.... Here are the Favorit-est Tips as voted on by the live studio audience, in reverse order of Favorite-ness!

Fifth Most Favorit-est Tip
Prepare the seller for the inspection by 1) asking them to vacate the home during the inspection so the buyers can begin emotionally moving into the home and 2) setting the expectation that the inspection may go badly so that if it does, they aren't shocked, and if it doesn't, they are pleasantly surprised.

Fourth Most Favorit-est Tip
Put up your SALE PENDING sign fairly quickly after contract. This is great marketing for YOU and for the local real estate market. SOLD signs always breed more SOLD signs and that's a very good thing.

Third Most Favorit-est Tip
Do a walk-thru with your seller before the buyer does his or her walk-thru. This gives you the opportunity to make sure the buyer won't find anything amiss and create a ruckus right before closing. Wish I could take credit for this one, but it was Coach Deb's.

Second Most Favorit-est Tip (seriously)
When you pick up your sign and lockbox, take some toilet paper rolls with you to make sure there's TP in the bathrooms. Many sellers inexplicably take their half-used TP rolls with them and it's a drag for the buyer when they arrive with their moving truck... and there's no TP to be found. The buyer may never know it was you, but it's just good karma ;-] - Thanks, Deb, for this visual.


The MOST Favorit-est Tip...!
Prepare for and attend the appraisal. Have good comps with you that support the price, as well as any that don't and be able to explain the lower ones. Also bring an itemized list of any repairs, improvements or features the home offers, with approximate costs. Don't annoy the appraiser with random chatter or get in his way, but do be there, be charming, and offer to help measure.

So, there you have it! If you'd like to listen to the entire show, you can find it at Club SWS ( or at the SWS Bookstore (


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  1. KAREN SANCHEZ 01/20/2012 11:45 AM
Real Estate Rookie
Learn to be a Top Producing Listing Agent
Selling Soulfully
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Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

Good tips, all, and especially the attendance at the appraisal.  

Jan 13, 2012 04:57 AM #1
Vicki Pedersen
Pedersen Real Estate - Riverside, CA
Providing Exceptional Real Estate Service

Thanks for the teleseminar.  Something came up while I was listening and I had to get off - but I'm back to listen. I  always get something out of your telesiminars. 

Jan 13, 2012 09:49 AM #2
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

I actually liked #2 most of all - and had the thought of getting small labels made with my contact info to put on those rolls!  Seriously, the thought did cross my mind...LOL

Jan 13, 2012 10:06 AM #3
Andrea Lueth
The Real Estate Experts - Sugar Land, TX
REALTOR - Sugar Land Texas Homes for Sale

Thanks again for the teleseminar. Will be going to the appraisal, glad I know to now! 

Susan's comment is funny, but not a bad idea, definitely a marketing approach that won't be forgotten, lol!

Jan 13, 2012 11:20 AM #4
Faye Y. Taylor
StepStone Realty, LLC - Floresville, TX
Homes for Sale Floresville, La Vernia & San Antoni

Love the TP tip.  Though we do have to say the listing agent left a business card and a tip list on the counter at one of our homes for the new buyers so we picked it up.   Is that bad karma?   We actually picked it up in front of our buyers and laughingly told them we had to do it.

Jan 13, 2012 12:06 PM #5
Daniel Z Stoltzfus
Lancaster, PA

The TP thing is funny! In our area the builders have their name put on the sheeting of the house they are building. Maybe we could do with TP!!!

Jan 13, 2012 12:11 PM #6
Christine Blaski
Cornerstone Real Estate - Frisco, CO
Frisco, Summit County CO Realtor

Thanks Jennifer. I like the inspection tips. And please pass on to Barb a Thanks too. I just used her suggestion from the show for a pre-listing inspection. We'll see how it pans out but it may be less strees to the sellers at inspection time.


Jan 13, 2012 06:30 PM #7
Ron Cooks
The Real Estate Marketplace - Killeen, TX
Texas Real Estate, Ft Hood/Killeen Homes for Sale

I like the Second Most Favorit-est Tip.  The Devil is in the details.  A good Real Estate Agent anticipates everything, It's the small things that makes an Agent stand out!  I'm going to keep a 4 pack of TP in the car for such emergencies ;-)

Jan 13, 2012 10:37 PM #8
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Isn't it funny how the TP tip stole the show!!!!


Jan 14, 2012 12:52 AM #9
Jennifer Lewis

LOVE the tips, especially the TP and attending the inspection. Thanks. I am definately going to keep extra TP rolls along with some custom stickers in my vehicle. Maybe put something on them like "Welcome Home" with my contact info.

Jan 14, 2012 05:06 AM #10
Jennifer Lewis

LOVE the tips, especially the TP and attending the inspection. Thanks. I am definately going to keep extra TP rolls along with some custom stickers in my vehicle. Maybe put something on them like "Welcome Home" with my contact info.

Jan 14, 2012 06:48 AM #11
Faith LaRosse
Springer Realty Group - Wyomissing, PA
Serving Berks, Chester & Montgomery Counties

Jennifer, I love your tip about the toilet paper rolls--- now that is truly thinking about your buyers!  lol

Jan 16, 2012 12:59 PM #12
Rick Cignoli
Norcom Mortgage NMLS# 71655 Equal Housing Lender - Avon, CT
Sr. Mortgage Loan Officer

Jennifer ... Live #5 and #1 best. Everyone winds up being on the same page.

Jan 17, 2012 06:19 AM #13
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