The Checklist Manifesto For Real Estate

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The Checklist Manifesto For Real Estate

  1. 1. The Checklist Manifesto For Real Estate Agents
  2. 2. The Checklist Manifesto For Real Estate Agents
  3. 3. Why?Gawande notes that "We dont like checklists. They can be painstaking. Theyre notmuch fun. But I dont think the issue here is mere laziness … . It somehow feelsbeneath us to use a checklist, an embarrassment." He then goes on to recount howCaptain Chesley "Sully" Sullenberger, about as close to a heroic figure as we getthese days, insisted over and over again that the "miracle on the Hudson" couldonly be attributed to a team of people following procedures and doing whatchecklists had told them to do.
  4. 4. Why?1.You don’t forget an important detail2.Track team results3.Efficiency in your business and your teams4.Everyone is accountable5.Easier to Grow
  5. 5. There’s a lot to Do! Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and analyze market data……………………………………………..….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes
  6. 6. And… Pick up Sellers disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes
  7. 7. And… Additional consulting calls with Seller…………………….…………………. 30 minutes Reverse prospect for buyers weekly in MLS ………………………………… 61 minutes Set up co-ops for showing home……………….…………………………….. 30 minutes Launch marketing plan for an open house……………………………………. 32 minutes Hold open house ………………………………………….………………….180 minutes Follow up with open house guests (prepare and mail cards)….……………… 75 minutes Set up Realtors luncheon ………………………….………………………….34 minutes Design Realtors luncheon flyer ……..………………………………………...52 minute Host luncheon ………………………………………………………………...180 minutes Prepare comparative market analysis for 30-day research ……………..…….124 minutes If needed, re-appraise property condition ……….…………………………….47 minutes Get bids for repair work as needed ………………….………………………..182 minutes Review bids, present to Seller………………………..……………………….. 60 minutes Meet workers as needed …………………………….………………………..180 minutes Remake and reissue flyers……………………….…………………………… 83 minutes Tour competitive properties and compare pricing …………………………… 50 minutes Review offers :………………………………….……………………………. 60 minutes
  8. 8. And…Prepare Sellers net sheet. ……………………………………………………..26 minutesPresent offers .…………………………………..……………………………..60 minutesNegotiate contract ……………………………………………………………..90 minutesReview and create negotiation strategy………………………………………. 33 minutesDiscuss home inspection issues with all parties ……………………………… 42 minutesFollow up on mortgage and inspection contingencies ……...……………….. 31 minutesFinalize offer………………………………………………………………….. 63 minutesComplete contract review and collect signed contracts…...….………………. 60 minutesVerify closing time and date with all parties …………………………………. 20 minutesVerify smoke and carbon certificates are collected ………………………….. 10 minutes In addition to doing the deal we have to be working on filling our pipeline with more deals!
  9. 9. Bottom Line
  10. 10. A Checklist Doesn’t Always Look Like aChecklist!
  11. 11. A Checklist Doesn’t Always Look Like aChecklist!
  12. 12. Accountability Checklists
  13. 13. Accountability Checklists
  14. 14. Daily Checklist
  15. 15. New Listing Checklist
  16. 16. New Listing Checklist
  17. 17. New Listing Checklist
  18. 18. New Listing Checklist
  19. 19. New Listing Checklist
  20. 20. U/A Our Buyer
  21. 21. U/A Our Buyer
  22. 22. U/A Our Buyer
  23. 23. U/A Our Buyer
  24. 24. U/A Our Listing
  25. 25. U/A Our Listing
  26. 26. U/A Our Listing
  27. 27. U/A Our Listing
  28. 28. Administration Checklist
  29. 29. Pending File Checklist
  30. 30. Transaction Checklist
  31. 31. Open House Checklist
  32. 32. Open House Checklist
  33. 33. Open House Checklist
  34. 34. Team Meeting
  35. 35. Team Profitability Worksheet
  36. 36. Buyer Conversion Rates
  37. 37. Great Programs to Increase Productivity
  38. 38. Great Programs to Increase Productivity
  39. 39. Great Programs to Increase Productivity
  40. 40. Great Programs to Increase Productivity
  41. 41. The Checklist Manifesto For Real Estate Agents

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