How to Properly List a Home

CHICAGO — You got the listing! Now what?

If you’re feeling that rush of excitement mixed with a bit of “What now?” – don’t worry; you’re not alone. The most successful agents have a clear process in place for listing and selling a home. Here’s what the pros do to get from listing to closing like a rockstar:

1. Know who’s involved

Before you jump into prepping the house, get organized. Make a list of everyone involved in the process so you know exactly whom to call and when. Here’s what my list of key players looks like:

Clients: All the signers, so there are no surprises later.

Myself: Stay accountable and stick to the schedule.

Professional photographer: Every listing gets pro photos. This is essential.

Handyman: My go-to guy who handles small repairs to make sure the house shows in its best light.

Housekeepers: A clean house is a sold house. They come in right before photos.

Home inspector: I do a pre-inspection to catch any issues before they become deal-breakers.

Termite inspector: You don’t want to be surprised by termite damage after you list the house.

2. Set the listing appointment

Once you know who’s involved, it’s time to set the listing appointment.

Set the date: I typically schedule 2-4 days out to give myself time to prepare.

Seller’s net sheet: If it’s necessary in your state, contact the escrow company to create a seller’s net sheet showing estimated net proceeds.

Pre-listing book: This is a game-changer. I drop off a pre-listing book the night before the meeting. This way, my potential clients have time to look everything over and prepare. It takes some of the in-the-moment pressure off. It includes:

• My bio
• Info about my company
• Past sales
• Comparative Market Analysis (CMA)

3. The listing presentation

This is where you make your mark. I have three versions of my presentation – 15 minutes, 35 minutes and the full 45-minute version. Choose the right one based on your client’s time and personality. This means you need to pay attention to how much communication they want and be cognizant of their time constraints! Make sure you know this by having a conversation with them well before the appointment.

Before the meeting:

• Get to the house 15 minutes early.
• Pump yourself up. Yes, out loud in the car. “I am getting this listing. I am getting this listing!”

What to bring:

• Two copies of the listing agreement
• Three copies of the net sheet
• Your calendar for scheduling
• Marketing plan and curb appeal tips
• A small gift – nothing fancy, just a token of appreciation

The walk-through:

• Start with a walk-through. Take notes. This is where you pick up on the house’s story, which you’ll use later in marketing.

4. Get the listing signed

I never leave the house without getting that signature. This is where you need to be confident.

Set expectations: Once the listing is signed, schedule the next steps:

• Photography date
• Inspection dates
• Home prep timeline
• Disclosures: While you’re there, have the seller fill out the Seller Property Questionnaire (SPQ) and Transfer Disclosure Statement (TDS).

5. Prepping the house for market

Now that you’ve got the listing, it’s time to get the house ready. Taking care and time with this step will position your client’s home in the best light possible and show your client your commitment to customer service.

Inspections:

• If required in your state: pre-home inspection (seller pays)
• If required in your state: pre-termite inspection (seller pays)
• Pre-appraisal (optional but useful for setting a realistic price)

Repairs: Once you know what needs fixing and you have permission from your seller, bring your handyman in to handle the small stuff. You don’t want buyers using minor issues to negotiate down the price.

Cleaning: Housekeepers come in next to make the place shine.

Photography: Schedule the photographer to capture the home in its best light.

6. Listing day strategy

Timing is everything. I always start my listings on a Wednesday or Thursday to maximize weekend traffic.

Why Wednesday or Thursday? Buyers are looking for new listings for the weekend, and you want to be at the top of their list.

Open House: If you’re holding one, schedule it for Saturday and Sunday.

7. Close the deal

Once the offers come in, I handle negotiations, inspection reports and potential repairs.

• Stay on top of it: My staff takes over the paperwork, but I stay in touch with the seller through my “Monday Seller Check-in Call.” Part of the customer service you provide is staying in touch. If there are staff to handle paperwork and reach-outs on your behalf, definitely use those resources! But remember that this is your client, and they likely want to hear from you.
• Escrow: Keep everything on track with weekly updates.
• Close the deal: Follow up, follow up, follow up.

Getting the listing is just the start. The real work is in the prep and execution. Stick to a process, stay organized, and don’t skip the little things. They’re what turn a listing into a sale – and a client into a repeat client.

Ready to level up? Get out there and do your thing. And remember: Confidence is key. You got this!

© 2025 National Association of Realtors® (NAR)