The 163-Step Home Selling Process

Why 163 Steps

The number is not a marketing gimmick. It is the count we arrived at when we sat down and wrote out, end to end, every action a listing team should perform on behalf of a Utah seller. Some of those steps are obvious. Most are not. They cover pricing strategy, prep work, photography, video, copywriting, MLS coordination, syndication, broker outreach, showing logistics, lead follow-up, offer review, negotiation prep, inspection coordination, appraisal management, title and escrow handoff, and post-close follow-through.

Kris Bowen has been a licensed Utah real estate broker since 2003. Twenty-three years, more than 1,000 Utah closings, and over $880 million in team volume have shown us that the difference between a great listing outcome and an average one is almost always the work that happens before the sign goes in the yard and during the seven to fourteen days after it lists. The 163 steps codify that work so it gets done the same way every time, which is how we protect your price and your timeline on every listing.

Want the short version first? Start with our selling overview, or skip straight to a free home value review.

The Full 163-Step Process

Phase 1: Pre-Listing Preparation (17 Steps)

1. Research all comparable currently listed properties (your competition)
2. Research sales activity for the past 12 months
3. Research average days on market for this property type, price range, and location
4. Research previous sold history on the property
5. Download and review property tax information
6. Prepare a Right Price Analysis to establish fair market value
7. Obtain a copy of the subdivision plat map
8. Research the property’s ownership and deed type
9. Research and verify the legal description
10. Have title order a preliminary title report and CC&Rs to review recorded liens and encumbrances
11. Research the property’s current use and zoning
12. Verify legal names of owners in the county’s public property records
13. Prepare the listing presentation package
14. Perform an exterior curb appeal assessment of the subject property
15. Compile and assemble a formal file on the property
16. Confirm current public schools and determine their impact on market value
17. Review the listing appointment checklist to ensure all steps and actions have been completed

Phase 2: Listing Appointment Presentation (16 Steps)

18. Give the seller an overview of current market conditions and projections
19. Review the agent’s and company’s credentials and accomplishments in the market
20. Present the Right Price Analysis results to the seller, including sold listings, current listings, and expired listings
21. Offer a pricing strategy based on professional judgment and interpretation of current market conditions
22. Discuss goals with the seller
23. Explain the Tidal Wave Marketing technique we use to attract the most buyers
24. Explain the market power of web marketing, IDX, Zillow, Realtor.com, and social media
25. Explain the support staff and team professionals that work together to ensure a great experience
26. Explain the proprietary systems we use to assist in the process
27. Explain the agent’s role in screening qualified buyers and protecting the seller from curiosity seekers
28. Present and discuss the strategic master marketing plan
29. Go over the unique features of the home with the seller to determine the target buyer
30. Review the Seller Net Sheet breaking down the costs associated with selling
31. Review and explain all clauses in the listing contract and addendum, and obtain the seller’s signature
32. Prepare a detailed list of the property’s inclusions and conveyances with the sale
33. Schedule our licensed interior designer to walk the home and suggest changes to shorten time on market

Phase 3: Positioning for Top Dollar (8 Steps)

34. Compile a detailed competitor analysis on the client’s home
35. Research how many active buyers are looking for a similar home
36. Prepare a detailed list of property amenities and assess their market impact
37. Identify the most likely buyer profile based on the home’s features, size, and price point
38. Formalize the online marketing plan to reach the most likely buyers through social media, IDX, Zillow, zoomUTAH.com, and other channels
39. Finalize the design for the “Just Listed” postcard campaign to homes in the area
40. Review the interior designer assessment with the seller and recommend changes to shorten time on market
41. Review the results of the curb appeal assessment with the seller and provide suggestions to improve salability

Phase 4: Listing Preparation (31 Steps)

42. Introduce the seller to our Client Care Coordinator
43. Send paperwork to the title company to clear title and prepare for sale
44. Review current title information
45. Review and compare heated square footage based on the previous MLS listing and county records
46. Confirm lot size via county records
47. Review the preliminary title report and note any unrecorded property lines, agreements, and easements
48. Obtain house plans, if available
49. Prepare showing instructions for buyers’ agents and agree on a showing time window with the seller
50. Have the title company contact the seller and obtain payoffs on any liens
51. Check assumability of loans and any special requirements
52. Discuss possible buyer financing alternatives and options with the seller
53. Review the current appraisal, if available
54. Identify the Home Owner Association manager, if applicable
55. Request HOA documentation (CC&Rs, meeting minutes, financials)
56. Verify HOA fees with the manager, whether mandatory or optional and the current annual fee
57. Order a copy of HOA bylaws, if applicable
58. Confirm the type of water rights and shares and start document collection, if applicable
59. Verify security system and water softener, current term of service, and whether owned or leased
60. Ascertain the need for a lead-based paint disclosure
61. Obtain an extra key for the lockbox
62. If the property has rental units, copy all leases for the listing file, verify all rents and deposits, and inform tenants of the listing and showing handling
63. Arrange for installation of the yard sign
64. Add a rider to the yard sign so potential buyers can call or text for more information
65. Order professional photography services
66. Assist the seller with completion of the Seller’s Disclosure form
67. Quality control: verify contracts are filled out properly and MLS information is accurate
68. Compose an engaging paragraph describing the home to potential buyers
69. Load the listing into transaction management software
70. Arrange for installation of the electronic lockbox
71. Connect the lockbox to our TrackBack system that records all showings and automatically notifies the seller when the keybox is accessed
72. Provide the seller with signed copies of all paperwork

Phase 5: Tidal Wave Marketing (26 Steps)

73. Post the home on the Multiple Listing Service (MLS) for sale
74. Execute the social media campaign, starting with a “Just Listed” campaign on Facebook to neighbors within a 1-mile radius
75. Post the listing on the team X (Twitter) feed for syndication
76. Post the home on our Facebook team page
77. Post the home on additional team social profiles (Instagram, LinkedIn)
78. Create a remarketing campaign through Google and social media networks
79. Create a compelling ad on Zillow, Realtor.com, KSL.com, UtahRealEstate.com, and zoomUTAH.com
80. Feature the listing on Zillow, zoomUTAH.com, and KrisBowen.com
81. Post the listing to ListHub, which automatically syndicates the listing to thousands of real estate websites
82. Contact buyers from our zoomUTAH.com database to alert anyone matching the new listing
83. Mail out “Just Listed” postcards to all neighborhood residents
84. Review comparable MLS listings regularly to ensure the property remains competitive in price, terms, conditions, and availability
85. Announce the new listing to top-selling agents in the area
86. Advise our Reserve Referral Network of the new listing
87. Provide marketing data to buyers coming through international relocation networks
88. Convey price changes promptly to all internet groups and past showing agents
89. Set up a showing feedback survey to send automatically to showing agents
90. Set up survey feedback to forward automatically to the seller
91. Review the bi-weekly competitor analysis and positioning of the home in the market
92. Discuss feedback from showing agents with the seller to determine if changes will accelerate the sale
93. Place regular weekly update calls to the seller to discuss marketing and pricing
94. Promptly enter price changes in the MLS
95. Educate our team about the new listing so they can present it to potential buyers
96. Have a full-time Inside Sales Agent available seven days a week to field incoming buyer calls
97. Set up Zillow and Realtor.com to email weekly Seller Marketing Reports for the home
98. Register the seller with Market Snapshot so they can stay on top of activity in their neighborhood

Phase 6: Offer and Contract (22 Steps)

99. Receive and review all Offer to Purchase contracts submitted by buyers or buyers’ agents
100. Evaluate offers and prepare a net sheet on each for the seller for comparison purposes
101. Contact buyers’ agents to review the buyer’s qualifications and discuss the offer
102. Counsel the seller on offers, explaining the merits and weaknesses of each component
103. Deliver the Seller’s Disclosure to the buyer’s agent or buyer upon request, and prior to the offer if possible
104. Confirm the buyer is pre-approved by calling the loan officer and discussing credit, verified debt and income, type of approval, and loan type
105. Obtain a pre-approval letter on the buyer from the loan officer
106. Understand the buyer’s motivation and situation, then recommend a negotiation game plan that maximizes sale price and favorable terms for the seller
107. Negotiate all offers on the seller’s behalf, setting time limits for inspections, loan approval, and closing
108. Prepare and convey any counteroffers, acceptances, or amendments to the buyer’s agent
109. Deliver copies of the contract and all addenda to the title company
110. When the Offer to Purchase Contract is accepted and signed by the seller, deliver it to the buyer’s agent
111. Verify the buyer’s earnest money is deposited into escrow
112. With the seller’s approval, continue marketing the property under contract to encourage backup offers
113. Deliver copies of the fully signed Real Estate Purchase Contract (REPC) to the seller
114. Deliver copies of the REPC and all addenda to the lender
115. Provide copies of the signed REPC for the office file
116. Advise the seller in handling additional offers submitted between contract and closing
117. Change the status in the MLS to Under Contract
118. Update the transaction management program to show Under Contract
119. Verify a termite inspection is ordered if the buyer is using VA financing
120. Enter contract deadlines into the transaction management system and Google Calendar for reminders

Phase 7: Escrow (15 Steps)

121. Verify with the buyer’s lender that Verification of Employment (VOE) has been received
122. Follow loan processing through to the underwriter
123. Add the lender and other vendors to the transaction management program so agents, buyer, and seller can track progress
124. Contact the lender weekly to ensure processing is on track
125. Relay final approval of the buyer’s loan application to the seller
126. Coordinate the buyer’s professional home inspection with the seller
127. Review the home inspector’s report
128. Enter the inspection completion into the transaction management software
129. Recommend or assist the seller with identifying and negotiating with trustworthy contractors for any required repairs
130. Negotiate payment and oversee completion of all required repairs on the seller’s behalf, if needed
131. Coordinate with the seller and appraiser to conduct the appraisal
132. Provide the comparable sales used in market pricing to the appraiser
133. Follow up on the appraisal
134. Enter the appraisal completion into the transaction management program
135. If the appraisal comes in low, work with the appraiser to support value

Phase 8: Closing Preparation (25 Steps)

136. Ensure all paperwork is signed by all parties
137. Coordinate the closing process with the buyer’s agent and lender
138. Update closing forms and files
139. Ensure all parties have all forms and information needed to close the sale
140. Select the location where closing will be held
141. Confirm the closing date and time and notify all parties
142. Assist in solving any title problems (boundary disputes, easements) or in obtaining death certificates
143. Work with the buyer’s agent in scheduling and conducting a final walk-through prior to closing
144. Research all tax, HOA, utility, and other applicable pro-rations
145. Request final closing figures from the closing agent (attorney or title company)
146. Receive and carefully review closing figures to ensure accuracy of preparation
147. Forward verified closing figures to the buyer’s agent
148. Request a copy of closing documents from the closing agent
149. Confirm the buyer and buyer’s agent have received the title insurance commitment
150. Provide a Home Owners Warranty for availability at closing, if applicable
151. Review all closing documents carefully for errors
152. Forward closing documents to an absentee seller as requested
153. Review settlement statements with the escrow officer
154. Coordinate this closing with the seller’s next purchase and resolve any timing problems
155. Have a “no surprises” closing so the seller receives the amount they were expecting
156. Verify recording of the home and notify all parties
157. If the seller is moving out of state, refer them to one of the best agents at their destination
158. Change the MLS status to Sold and enter sale data, price, selling broker, and agent ID numbers
159. Close out the listing in the transaction management program
160. Remove the sign and keybox from the property

Phase 9: After Closing (3 Steps)

161. Be a resource to the seller for any future real estate questions
162. Clarify and resolve any conflicts about repairs if the buyer is not satisfied
163. Enroll the seller into our Raving Fan Club and notify them of free event tickets, vendor discounts, and special announcements

What This Means for You as a Seller

The practical effect of running 163 steps on every listing is that nothing important falls through the cracks. Photography is always professional. Lighting is always shot in the right window. The listing description is written for buyers, not for the MLS field count. Offer comparisons always include net sheets. Inspection negotiation always uses repair credits modeled against your bottom-line proceeds, not headline numbers.

The other practical effect is predictability. You know what is happening this week, next week, and the week after. You are not waiting on text replies. You are not wondering if your agent forgot to follow up with the buyer’s lender. The system runs the system. That is why our team can move at the volume we do without quality drift.

Why the Process Pays Off

Selling for the strongest possible number is not one big move. It is a stack of small ones, done in the right order. Pricing strategy sets the stage. Prep and presentation shape the first impression. A full marketing push in the first two weeks puts the home in front of every realistic buyer at once, which is what creates competition among them. Disciplined negotiation then protects the price through inspection and appraisal. Skip any of those and you leave money on the table, so the 163 steps exist to make sure none of them get skipped.

The other half of the value is what you avoid: a stale listing, a price cut, a deal that falls apart at financing. Homes that sit lose leverage. The system is built to sell your home right the first time, on your timeline, with fewer surprises. Pricing and commissions both shape your net, so it helps to understand Utah closing costs before you list.

Get Started

If you are considering selling a Utah home, the next step is a no-obligation home value review. We will walk your home, run live comps from the Wasatch Front MLS, and show you specifically how the 163-step process applies to your address, timeline, and price target.

Prefer speed and certainty over listing on the open market? Ask about a guaranteed offer on your home. Either way, reach out or call 801-999-8005 and we will respond the same day. You can also browse active Utah listings any time at zoomUTAH.com.