1. The Checklist Manifesto
For Real Estate Agents

2. The Checklist Manifesto
For Real Estate Agents

4. Why?
Gawande notes that "We don't like checklists. They can be painstaking. They're not
much fun. But I don't think the issue here is mere laziness … . It somehow feels
beneath us to use a checklist, an embarrassment." He then goes on to recount how
Captain Chesley "Sully" Sullenberger, about as close to a heroic figure as we get
these days, insisted over and over again that the "miracle on the Hudson" could
only be attributed to a team of people following procedures and doing what
checklists had told them to do.

5. Why?
1.You don’t forget an important detail
2.Track team results
3.Efficiency in your business and your teams
4.Everyone is accountable
5.Easier to Grow

6. 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

7. 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

8. 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

9. And…
Prepare Seller's net sheet. ……………………………………………………..26 minutes
Present offers .…………………………………..……………………………..60 minutes
Negotiate contract ……………………………………………………………..90 minutes
Review and create negotiation strategy………………………………………. 33 minutes
Discuss home inspection issues with all parties ……………………………… 42 minutes
Follow up on mortgage and inspection contingencies ……...……………….. 31 minutes
Finalize offer………………………………………………………………….. 63 minutes
Complete contract review and collect signed contracts…...….………………. 60 minutes
Verify closing time and date with all parties …………………………………. 20 minutes
Verify 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!

10. Bottom Line

11. A Checklist Doesn’t Always Look Like a
Checklist!

12. A Checklist Doesn’t Always Look Like a
Checklist!

13. Accountability Checklists

14. Accountability Checklists

15. Daily Checklist

16. New Listing Checklist

17. New Listing Checklist

18. New Listing Checklist

19. New Listing Checklist

20. New Listing Checklist

21. U/A Our Buyer

22. U/A Our Buyer

23. U/A Our Buyer

24. U/A Our Buyer

25. U/A Our Listing

26. U/A Our Listing

27. U/A Our Listing

28. U/A Our Listing

29. Administration Checklist

30. Pending File Checklist

31. Transaction Checklist

32. Open House Checklist

33. Open House Checklist

34. Open House Checklist

35. Team Meeting

36. Team Profitability Worksheet

37. Buyer Conversion Rates

38. Great Programs to Increase
Productivity

39. Great Programs to Increase
Productivity

40. Great Programs to Increase
Productivity

41. Great Programs to Increase
Productivity

43. The Checklist Manifesto
For Real Estate Agents