The Ultimate Real Estate Buyer Agent Checklist

7. Make an offer

When you finally hit the point in your buyers checklist for realtors to make an offer, guide your clients through crafting a compelling package with a competitive price, realistic contingencies, and a personalized letter to the sellers. Offer negotiation strategies based on your experience and the specific market dynamics. Prepare them for possible counteroffers and the next steps once an offer is accepted.

During the offer process, if I wanted my clients to be competitive when there were other offers on the table, I would employ the following strategies to ensure my client’s offer stood out:

• Pre-approval letter: Including a pre-approval letter from a reputable lender with the offer demonstrates that the buyer is serious and financially capable of purchasing the home, giving the seller confidence in the buyer’s offer.
• Escalation clause: In response to competing bids, utilize an escalation clause to automatically increase your client’s offer in predetermined increments up to a maximum limit. This step ensures your client remains competitive without initially overpaying.
• Limited contingencies: While some contingencies are necessary for the buyer’s protection, limiting them can make an offer more attractive to sellers by reducing potential hurdles to closing. For instance, being flexible about the closing date to accommodate the seller’s schedule can be very appealing.
• Earnest money deposit: Offering a higher earnest money deposit can signal a strong commitment to the transaction, potentially swaying sellers in competitive situations by showcasing the buyer’s seriousness.

8.  Coordinate inspection

Emphasize the importance of a thorough home inspection to identify potential issues early. Recommend trusted inspectors, attend the appointment when possible, and ask questions to understand any concerns fully.

Check out our article on 21 Critical Questions to Ask Home Inspectors for a list of critical questions to ask during an inspection. After the inspection, review the report with your clients and determine next steps, whether that’s requesting repairs, negotiating credits, or revisiting the offer terms.

9. Negotiating repairs for the client

Use the inspection report to negotiate necessary repairs or concessions. Focus on issues that affect safety, cost, or long-term value. The goal is to find a fair resolution that protects your client while keeping the transaction on track.

For example, you might:

• Ask the seller to make repairs before closing
• Negotiate a price reduction or credit to cover repair costs
• Propose splitting the cost of the repair
• Postpone non-urgent repairs (when safe) and proceed as-is

There’s almost always a path forward; your role is to guide the negotiation and ensure your client feels supported every step of the way.

10. Schedule the appraisal

The appraisal process is critical in the homebuying journey. It unbiasedly evaluates a property’s market value. Conducted by a licensed appraiser, this assessment ensures lenders do not provide more financing than the property is worth, protecting both the lender’s and buyer’s investments. 

Here are some scenarios buyers’ agents might encounter during this process and strategies to handle them:

11. Request a title search

A title search protects your client’s interests by confirming that the property is free from liens, easements, or other legal issues that could impact ownership. A reputable title company will examine public records to verify the seller’s legal authority and identify any claims or restrictions tied to the property.

Common issues uncovered in a title search include:

• Unpaid property taxes or tax liens
• Undischarged mortgages or home equity loans
• Judgments for unpaid debts
• Easements or rights of way
• Disputed or incorrect property boundaries
• Claims of encroachment or adverse possession
• Mechanic’s liens for unpaid work
• Outstanding HOA dues or assessments
• Public record errors (e.g., names, legal descriptions)
• Unresolved heir or ownership claims
• Restrictive covenants or usage limitations
• Forgotten utility easements
• Existing leases or tenant rights

If issues arise, consult a title company or real estate attorney to explore solutions, such as negotiating with lien holders, correcting records, or resolving disputes. All agreements should be formally documented and recorded to ensure a clear title before closing.

12. Finalize mortgage 

While agents don’t process mortgages directly, they play a vital role in guiding clients through the final approval process. This includes coordinating with lenders, helping gather documents, and clarifying loan terms to ensure clients are informed and prepared for closing.

For example, buyers may not realize that large purchases — such as a new car — can affect their debt-to-income ratio and risk loan denial. Flagging these issues early protects the transaction and demonstrates your value as a trusted adviser.

Proactive guidance helps smooth the path to closing. Be sure your clients understand their financial commitments, know what to expect on closing day, and have funds in place for transfer.

13. Review closing document

Before closing, review all documents with your clients, ensuring they understand each part of the agreement, from the mortgage terms to the closing costs and property transfer details. This review minimizes surprises and ensures a smooth closing day.

14. Perform final walk-through

The final walk-through is the last opportunity to confirm the property is in the agreed-upon condition before closing. Use this time to verify that all contractual repairs have been completed and that the home is move-in ready, with no unexpected issues since the last visit.

Things to check at the final walk-through: 

• Completion of agreed-upon repairs: Confirm all repairs outlined in the contract are completed.
• Operational systems: Test HVAC, water heater, and plumbing to ensure they work correctly.
• Electrical systems: Check all light switches, outlets, and fixtures for functionality.
• Windows and doors: Ensure all windows and doors open, close, and lock smoothly.
• Ceilings, walls, and floors: Inspect for new damage or issues.
• Exterior inspection: Examine the roof, siding, and gutters for condition and damage.
• Pest and mold inspection: Look for signs of new pest infestations or mold growth.
• Included items: Verify all items included in the sale are present and in good condition.
• Cleanliness: Check that the property is clean and free of the seller’s belongings.
• Security and safety: Test smoke detectors and ensure all keys and codes are provided.

By ensuring a thorough and attentive final walk-through, you play a crucial role in guaranteeing that your clients make a well-informed and confident final decision on their new home. This attention to detail helps secure a smooth homeownership transition and reinforces your commitment to their satisfaction, contributing to a positive and memorable homebuying experience.

15. Coordinate closing 

Work closely with the closing agent, lender, and seller’s agent to ensure a smooth closing process. Prepare your clients by walking them through what to expect, what to bring, and the purpose of each step.

This is also a great moment to revisit your buyer agent checklist and confirm that nothing has been overlooked before the final signatures.

16. Help with utilities and services transfer

Remind clients to transfer essential utilities before move-in, especially first-time buyers who may be unfamiliar with the process. Provide a simple checklist or contact list covering electricity, gas, water, trash, internet, and other local services to ensure nothing falls through the cracks.

The utility list for your client should include: 

• Electricity: Contact information for the local electricity provider. The suggested start date for service is to ensure power is on upon move-in.
• Gas: Give them the local gas company’s contact details. To avoid heating disruptions, a recommended timeline for initiating service is critical in colder climates.
• Water and sewer: Utility provider’s contact details for water services. Instructions for establishing the account, including any necessary deposits or fees.
• Trash and recycling: Information on the local waste management company. Schedule for trash and recycling pickup, including any community-specific recycling programs.
• Internet and cable: Provide a list of available service providers in the area. Include tips for comparing packages and deals tailored to the client’s needs.
• Telephone: If needed, offer landline options, including traditional telephone service providers and voice-over-Internet-protocol (VoIP) alternatives.

17. Handover of keys to client 

Make the key handover a memorable moment. This pivotal occasion marks the culmination of your shared journey and a new beginning for the homeowners. Whether through a small celebration, a thoughtful gesture, or personalized closing gifts like cutting boards, towels, or holiday decor, ensure this moment is special. 

A gift for their new home or something sentimental that reflects their journey can add a lasting touch to the celebration. It’s not just about congratulating and wishing them well in their new home — it’s about commemorating the milestone they’ve achieved and your role in it. This thoughtful approach enhances the closing experience and strengthens the relationship, leaving a positive, lasting impression as they start their new chapter.

18. Provide post-closing support

Stay connected with your clients after closing to answer lingering questions and assist with common challenges. This ongoing support reinforces trust and helps build long-term relationships.

Challenges and questions you might encounter post-closing: 

• Homeowner Association (HOA) rules: Clients new to HOAs may need to know specific regulations. Guide them on where to find the HOA rules and how to engage with the association effectively.
• Unexpected repairs: They might discover issues the inspector should have caught during the inspection. You can help by suggesting how to prioritize repairs and recommending professionals.
• Understanding home warranty coverage: If a home warranty was part of the deal, clients might have questions about what’s covered. Help them learn how to use their home warranty effectively for repairs and replacements.
• Mail and package delivery: Questions about changing addresses and setting up mail forwarding are common. Guide them through the process with the postal service and advise on securing their mail, especially in areas prone to package theft.

Sometimes, these concerns fall outside your jurisdiction as an agent. However, providing guidance or pointing your clients in the right direction underscores your commitment to their satisfaction. Even when specific issues extend beyond real estate transactions, offering resources, referrals, or a listening ear can make a significant difference.

19. Send a resource list of providers

Provide a curated list of trusted local service providers, from contractors and landscapers to plumbers and electricians. This resource helps new homeowners settle in and manage their homes effectively, adding value beyond the sale. While the deal has already closed, offering such a list is a bonus, enhancing the client experience.

This thoughtful gesture not only aids in retaining clients for future real estate needs but also increases the likelihood of referrals to new ones. By going the extra mile, you cement a positive, lasting impression, fostering a network of satisfied clients who are more likely to recommend your services to friends and family.

20. Perform follow-up checks

Continue to check in with your clients after moving in, offering advice and support as they adjust to their new home. These follow-ups can turn clients into lifelong advocates for your services, enhancing your reputation and referral network.

Here are some strategic ways to stay in touch: 

• Send a personalized text or email: A few weeks after they’ve settled in, send a personal message asking how they are enjoying their new home and if there’s anything more you can do to assist them.
• Request referrals: Once you’ve established that your clients are satisfied, gently ask if they have friends or family who might need your services. Phrase it in a way that shows you value the trust they place in you.
• Initiate an email drip campaign: Enroll them in a carefully curated drip email campaign that provides ongoing value. This added value can include home maintenance tips, updates on local real estate trends, and reminders for crucial homeownership deadlines (e.g., property tax payments and routine maintenance checks).
• Seasonal greetings: Send cards or messages during holidays or on the anniversary of their home purchase. This outreach keeps the relationship warm and shows you remember and value them.
• Provide local market updates: Regularly update them on the local real estate market, including recent sales in their neighborhood and trends affecting home values. This market data update can help them stay informed about their investment and position you as a knowledgeable resource.

Organize client appreciation events: Host annual or semi-annual events for past clients. These events can be a great way to stay in touch and show appreciation while networking for referrals in a friendly, social setting.

• Real Estate Buyer Questionnaire to Build Rapport & Trust (+ PDF)
• The Complete Home Buying Checklist (+ PDF)
• 17 First-Time Home Buyer Tips: A Real Estate Agent’s Guide

Frequently asked questions (FAQs)