What Does A Real Estate Agent Do?


  1. Make appointment with seller for listing presentation
  2. Send seller a written or e-mailed confirmation of listing appointment and call to confirm.
  3. Review pre-appointment questions.
  4. Research all comparable currently listed properties
  5. Research sales activity in the area.
  6. Research days on the market for similar properties, location, and price.
  7. Review property tax role information.
  8. Prepare a "Comparative Market Analysis"(CMA) to establish fair market value.
  9. Research property's ownership and how it is held (deed).
  10. Check Municipal tax records for lot size.
  11. Verify the legal description from public records.
  12. Check planning department of municipal offices for current zoning.
  13. Check for land use restrictions or special zoning.L
  14. Verify legal names in the Registry Office.
  15. Prepare listing presentation with researched materials
  16. Drive by the property to assess the curb appeal and compare with the neighbourhood.
  17. Start a formal office file on the property.
  18. Confirm school district and its effect on the property value.
  19. Determine whether the property is subject to a shoreline road allowance if applicable.
  20. Review all pertinent information to ensure that it's complete.



  1. Explain the various agency relationships and get written acknowledgment that this has been reviewed.
  2. Give the seller an overview of current market conditions and projections.
  3. Review sales representative and brokerage credentials and accomplishments.
  4. Review and confirm all legal descriptions and ownership details.
  5. Measure exterior and establish the square footage above grade.
  6. Confirm lot size from owner's survey or make a note on the listing if none is available.
  7. Note any lot line fencing, easements, and variances.
  8. Discuss with the seller the possibility of a seller takeback (STB) and other options.
  9. Review any appraisal that may have been made.
  10. Present CMA to the seller, including comparable sold properties, current listings, and expired listings.
  11. Offer pricing strategy based on experience and current market conditions.
  12. Discuss a marketing plan to meet the goals of the seller.
  13. Explain the advantages and power of a Multiple Listing Service (R).
  14. Explain the use and power of web marketing.
  15. Explain the work the both the sales person and brokerage do behind the scenes and their availability on evenings and weekends.
  16. Explain the sales professional's role in taking calls and screening for qualified buyers and curiosity seekers.
  17. Present and explain the strategic master marketing plan.
  18. Review and explain the Listing Agreement and obtain the signature of the seller(s) and give the seller(s) a copy.



  1. Measure and record all room dimensions.
  2. Obtain house plans if available.
  3. Make a copy of any house plans.
  4. Copy survey and retain in listing file.
  5. Advise seller of how showing appointments will be made.
  6. Prepare instructions for salespeople showing the property and confirm with the seller the best times to show the property to prospective buyers.
  7. Have mortgage verification forms signed and submitted to mortgagee.
  8. Verify with lender any penalties, terms, and current rates and if the mortgage can be discharged.
  9. Check on whether the current mortgage can be assumed and under what terms.
  10. Confirm any condominium fees or homeowner association fees currently in effect.
  11. Get a copy of the condominium bylaws if applicable.
  12. Confirm supplier of hydro or any other provider of utilities.
  13. Calculate the utility usage for the past 12 months from seller's records.
  14. Verify the availability of any septic bed layout or permits at time of installation.
  15. Water - if municipal check on rates for the past 12 months.
  16. 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.
  17. Determine natural gas, heating oil, or propane supplier's name and telephone number.
  18. Note on listing any rented appliances (hot water tank, furnace, etc.)
  19. Verify security system and terms.
  20. Ascertain if and lead-based paint, asbestos insulation, UFFI, or latent defect needs to be disclosed.
  21. Prepare a list of property features such as pool, sauna, landscape, pools.
  22. Prepare a list of chattels included or excluded in or from the sale of the property.
  23. Compile a list of recent improvements, repairs, and maintenance.
  24. Send a letter to the seller to advise the insurance company if the property is vacant.
  25. Explain the advantages of a lock box and have extra keys made.
  26. Verify if the property has rental units and if so:
  27. -Inquire as to weather they comply with the zoning bylaw, fire, and electrical safety.
  28. -Make copies of all rental agreements.
  29. -Determine ownership of appliances or any other chattels.
  30. -Verify and list all rental amounts and deposits held.
  31. -Inform tenant(s) of the listing and discuss how showings will be handled.
  32. Arrange for installation of the For Sale sign.
  33. Assist the seller in filling in the Seller Property Information Sheet.
  34. Give the seller a blank copy of the Agreement of Purchase and Sale and discuss it with them.
  35. Explain the offer presentation process and the possibility of multiple offers.
  36. Discuss the type of conditions that will likely be included in an offer to purchase.
  37. Discuss results of any Curb Appeal Assessment, Interior Decor Assessment, and ways to improve appearances for showings.
  38. Arrange for the office tour and report comments back to the seller.
  39. Load the listing into personal database for transaction management.



  1. Prepare and check MLS(R) data input sheet.
  2. Upload to Real Estate Board - MLS(R) Data Input.
  3. Proof read listing as it appears in Realtor.ca
  4. Take additional photos for uploading to MLS(R) and for use in flyers. Talk to the seller about virtual tour possibilities.



  1. Create both print and Internet ads with seller's input.
  2. Co-ordinate showings with the owner, tenants, and other REALTORS(R). Return all calls, weekends and evenings included.
  3. Install lockbox if authorized by the seller.
  4. Prepare personal mailing and contact list.
  5. Generate mail merge letters to contact list.
  6. Order "Just Listed" cards and handouts.
  7. Prepare flyers and feedback faxes.
  8. Constantly review MLS(R) listings to ensure property remains competitive in price.
  9. Prepare property marketing brochure for seller's approval.
  10. Arrange for printing and distribution of the approved brochure.
  11. Distribute property brochure to all company salespeople.
  12. Mail out "Just Listed" notices to the immediate neighbourhood residents.
  13. Advise company network referral program of the listing.
  14. Provide marketing data to buyers coming through international relocation.
  15. Provide marketing data to buyers coming from referral network.
  16. Submit ads to company website.
  17. Price changes promptly conveyed to all databases and Internet groups.
  18. Reprint supply of brochures as needed.
  19. Update mortgage information as available to all marketing facilities.
  20. Follow up on feedback e-mails and faxes sent to representatives who have shown the property.
  21. Discuss feedback with the seller to determine if changes are required.
  22. Place regular weekly update calls to the seller to discuss the marketing activity and results.
  23. Receive and review all offers to purchase submitted by buyers and buyers' representatives.
  24. Evaluate offers and prepare a "net sheet" on each for owner comparison.
  25. Counsel owner on each offer, explaining the merits and weakness of each.
  26. Contact buyers' representative to discuss qualifications and motivations of their client.
  27. Fax or deliver the SPIS to the buyer's representative or buyer prior to offer if possible.
  28. Confirm that the buyer is qualified by a mortgage officer.
  29. Obtain pre-qualification letter from a mortgage officer.
  30. Negotiate all offers on the seller's behalf, setting condition time limits and closing date.
  31. Prepare and convey all counter offers, acceptance and/or amendments to the buyer's representative.
  32. Fax copies and mail originals of all documents to the seller's lawyer.
  33. When the offer to purchase is settled and finalized by the seller, deliver to the buyer's representative, leaving a true copy with the owner.
  34. Deliver the deposit to the Trust Account as soon as practicable.
  35. Provide a copy of the executed agreement to the office for filing in the deal file.
  36. Advise and counsel the owner on the handling of offers while the original transaction is pending, i.e: days to meet conditions in the first offer and procedures.
  37. Update personal transaction program indicating Sale Pending.
  38. Assist buyer in applying for financing, if applicable.
  39. Arrange for an appraiser to inspect the property and give any information including comparables, survey copy, etc.
  40. If STB - get credit report of buyer for seller and review it with him/her.
  41. Order a septic tank inspection, if applicable.
  42. Deliver the water test from the health unit to the mortgage company.
  43. Arrange other inspections as required by financial institutions and/or insurance company.



  1. Contact lender regarding mortgage application progress.
  2. Prepare/obtain waiver or condition removal documents and deliver to the lawyer for the seller.



  1. Co-ordinate buyer's professional home inspection.
  2. Review the inspection report.
  3. If repairs are required, assist the seller in obtaining a trustworthy contractor to perform required repairs.



  1. Schedule appraisal appointment.
  2. Provide the appraiser with comparables used to set list price.
  3. Assist seller in questioning appraisal report if it seems low.



  1. Work with buyer's representative to arrange any visits prior to closing as agreed to in the Agreement of Purchase and Sale.
  2. Arrange for trust deposit monies, if in excess of commission due, to be given to the lawyer for the seller.
  3. Be available for any concerns/questions from the seller.
  4. Advise MLS(R) that the property has sold and supply details as to price, date of sale, selling brokerage.

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Roxanne Johnston

Roxanne Johnston

Sales Representative
CENTURY 21 United Realty Inc., Brokerage*
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