Matt Clements
By: Matt Clements
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!
Matt Clements, a well-connected, 4th generation real estate agent with 22 years of professional experience at Coldwell Banker in his hometown of Laguna Niguel, Calif. His career exceeds $200 million in CA residential home sales—and is CEO of the Clements Group — leading a legacy started by his Grandpa Jack in 1951. He’s the author of the YPN Playbook and was chair of the California Association of REALTORS® (C.A.R.) YPN in 2016 when the group won the YPN State Network of the Year. Matt has served on the Board of Directors for C.A.R., the National Association of REALTORS® Board of Directors and sat on NAR’s YPN Advisory Board. In addition, he is the California-Hawaii-Guam representative for NAR Region 13, and was the 2019 President of the Orange County Association of REALTORS® Connect with Mattat mattclements.com or call Matt at 949-842-8797.
Comments 13
Amazing insights!
Thank you, Matt for sharing this!
This is great tip! Thank you
Thanks Matt!
Thanks Matt, information is power.
How absurd to teach anyone this is how to take a listing. Back in the 80’s. 90’s, etc we HAD to come with listing agreements.
Then came the advent of “The Computer” , then came the advent of up to 30 pages for signatures …and, a new way of doing so. It’s called E Signatures, Digital Signatures, Docusign, and other programs to send all listing documents to the seller via email.
This is the way it’s done all over so if you haven’t got a digital signature account, get one because after listing, there now might be price adjustments, date extensions, buyer documents…….again, all sent through a digital signature program.
Bring paperwork to the listing appointment is not absurd. Some people, especially the older folks would rather have paper. You scan it and add signature boxes and you’re done. If the client is open to electronic signatures, that’s the preferred method but absolutely not a deal killer.
Since you’ve been in the business for so long ( I personally think that’s the don’t question me I’m smarted than you card) you would think you would be a little more receptive to the idea. Remember, a good agent doesn’t make it about them and your comments come across like you can’t be bothered with a little old school inconvenience.
How about the conversation about listing the property in MLS properly with all disclosures and HOA docs attached including information about who to call for information from the HOA. All this information is missed by agents and it’s so unprofessional and harder for other agents to chase the listing agent down for documents. It should be MANDATORY THIS IS DONE!
I agree! There are so many listings that haven’t included pertinent information. I wish our MLS made it mandatory along with labeling the photos properly. Sometimes you can’t tell what room you are looking at and the name on the photos is simply some eroneous number. Many Seller’s have no idea how poorly they are being represented.
Absolutely!!!! So many listing agents put MINIMAL effort in, causing buyer’s agents to chase them down for the necessary info. Something as simple as the Seller Name for the contract or as ambiguous as the listing’s exclusions. Great comment, Cindy!
This is interesting & informative to newer agents. However, I do find it hard to believe that you “never” leave without the listing agreement signed….Really?….Never? If I were looking for an agent to list my house, I would be turned off by someone that would refuse to leave. If I tell someone I will think about & get back to them, that is exactly what I mean. I would like to know how you get someone to sign, if they repeatedly tell you they will think about it.
Great info. Thank you. Regarding sellers completing the TDS and SPQ, it’s hard to understand why so many sellers and agents don’t fill in the forms until after an offer is accepted. I have asked many agents for at least a copy of the TDS because my buyer wants to know at least a little about the physical condition of the property before making an offer. In the Bay Area listing agents have the two forms and property inspection report available for prospective buyers to peruse before presenting an offer.
Good insight for new agents. An agent in Texas for 26 yrs. I believe – everything is custom to that client’s property. I have clients that want no more than 1 piece of paper when we meet and the balance online thru e-sign service. Often just the comps. I find the less expensive the property the more paperwork they need to see. More higher end sellers have been thru the process and do not really care for the process. I have had many 3,4,5peat clients tell me over the phone just sign the docs so this can be over. I love the trust, alas I can not and would not ever sign docs for any client. I tell them FedEx goes everywhere a fax won’t. Your the professional there to help, many seller act as if they know more the Realtors so play the game as you see fit for each and every client. I remember years ago at the start of my career, a broker told me as Realtors we are actors and play a different role to each and every client. “Speak the speak I pray you….”