	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

Pre-Listing Process

Milestone Matrix — Physical-World Sequence

1. INTAKE

2. CONSULT PREP

3. SITE VISIT

4. MAKE READY

5. LIVE

ROLE: Agent = Lead listing agent Co-Agent = Cross-assigned partner Coord = Coordinator Team = Any member
INV GRADE: Y = Required for investor MOD = Modified approach — = Standard only Cohort = Price range grouping used by ShowingSmart to measure buyer likelihood within a market segment

THE PROPERTY JOES GROUP • Pre-Listing Process • Process 1: Intake Call

Process 1: Intake Call

First contact. Gather enough information to prepare an informed consultation.

1A. INITIAL INFORMATION CAPTURE

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Capture address	Full address + confirm spelling. Verify against HCAD/MLS for legal description	Agent	—	One typo = lost showings. Verify address matches deed exactly
Confirm mortgage balance	Current payoff amount. Calculate equity = (market value − mortgage). Estimate net cash at close	Agent	MOD	Investor: may have multiple liens, HELOC, or hard money. Ask "What do you owe on all loans combined?"
Assess motivation	Why selling? Life change (move, downsize, estate) vs financial exit (profit, 1031, cutting losses)	Agent	MOD	Standard: emotional, validate home. Investor: no attachment — numbers, ROI, exit timelines. Skip sentiment, lead with data
Identify seller type	Standard homeowner vs Investor (flip, Airbnb, rental, development, distressed)	Agent	Y	This determines entire strategy path. If ANY investor characteristic, use Investor column throughout

M01	INTAKE COMPLETE — Seller type identified, appointment scheduled

PRC-04.PLM | Pre-Listing Process - Milestone Matrix | Process 1: Intake Call | v6.0

	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

THE PROPERTY JOES GROUP • Pre-Listing Process • Process 1: Intake Call

Process 1: Intake Call (continued)

1B. TPJG PRE-LISTING QUESTIONS

Source: Adapted from Buffini & Company pre-listing methodology (CFSP/100DTG). Customized for TPJG market and investor practice.

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Ask 7 questions	"So I can make our time together more valuable..." 1. Why move? 2. Timeline? 3. What is it worth? 4. What is owed? 5. Special features? 6. Interior condition? 7. Improvements?	Agent	—	Buffini principle: 80% of listings should be taken BEFORE you see the home. "What do you think it is worth?" = understand their frame of reference, not what you know
Schedule consultation	Set appointment date/time. Confirm who will attend. Confirm access to all areas of property	Agent	—	Investor: may be out-of-town. Confirm if property is occupied, tenant status, access procedures

M02	CONSULTATION SCHEDULED — All 7 questions answered, appointment set

PRC-04.PLM | Pre-Listing Process - Milestone Matrix | Process 1B: Pre-Listing Questions | v6.0

	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

THE PROPERTY JOES GROUP • Pre-Listing Process • Process 2: Prepare for Consultation

Process 2: Prepare for Consultation

Research and generate bespoke details to support your presentation. Done BETWEEN intake call and site visit.

2A. MARKET RESEARCH

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Run CMA	HAR.com: 3 sold + 3 active/pending. Match by type, sqft, lot, year. Save as `<Geo> <Client> <Report>`. Generate CMASNap	Agent	MOD	INV: pull SEPARATE comp sets for retail AND investor buyers. Also pull EXPIRED — critical pricing data for investor properties
Analyze absorption	DOM, price/sqft trends, absorption rate, sell-through %. Pull Altos Research neighborhood direction	Agent	MOD	INV: analyze SOLD vs EXPIRED. Expired investor properties tell more than sold comps
Pull ShowingSmart	Buyer likelihood by price cohort (price range grouping). Compare subject cohort + one cohort below	Agent	Y	Both cohorts dead = neighborhood out of favor (LOCATION, not price). Go wider to get area trend. Caveat: counts include inspections, not just showings
Location derogatory	11-factor checklist: flood, railroad, sewer, commercial, highway, airport, power lines, mixed-use, surroundings, noise, undesirable uses. Mark severity + price impact	Agent	Y	NEW 3/9: "Location is fixed. Price is what they control." #1 hidden reason investor properties stall. Standard: note if obvious. Investor: MANDATORY full checklist
Rank competitors	All active competitors ranked by likelihood to go under contract next. "Next to Go Under Contract" analysis	Agent	Y	Frame: "For YOUR property to be next, price needs to be [X]." BrokerBot AI prompt available for investor properties (scrapes 12+ sources)
Pull property data	HCAD, Realist report (CoreLogic), FEMA flood map, satellite view for lot boundaries/easements	Agent	—	Estate: identify mortgage holder, foreclosure status, heir accounting, attorney involvement

M03	RESEARCH COMPLETE — CMA, ShowingSmart, location derogatory all done

2B. PRESENTATION MATERIALS

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Prepare presentation	CMA deck + listing presentation (Luxury Presence + KW). Process Walkthrough booklet. Print/bind	Agent	—	$900K+: POISE is the product. 20-min "Architectural Listening" minimum (SOP 02.02)
Prepare net sheet	Standard template. Include estimated proceeds at 2–3 price points	Coord	Y	INV: include monthly carry cost (mortgage + insurance + taxes + maintenance). Shows monthly erosion at wrong price — motivates realistic pricing
Build pricing strategy	Price-Condition-Location triangle. Standard: price vs condition. Investor: add location derogatory discount. Prepare 14-Day Audit if needed	Agent	Y	Sunk cost conversation: "I would not have advised you to buy this at this price. What I CAN do is get you the best outcome from here." Never blame previous agent

M04	CONSULTATION MATERIALS READY — Presentation printed, net sheet built, pricing strategy set

PRC-04.PLM | Pre-Listing Process - Milestone Matrix | Process 2: Prepare for Consultation | v6.0

	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

THE PROPERTY JOES GROUP • Pre-Listing Process • Process 3: Conduct Site Visit

Process 3: Conduct Site Visit

On-site consultation. Capture condition, identify hurdles, co-create plan with seller. Leave with signed agreement and clear next steps.

3A. PROPERTY ASSESSMENT

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Walk the property	Full interior + exterior walkthrough. Note condition, deferred maintenance, HOA compliance. Check all systems	Agent	Y	INV: Classify tier — Rehabbed (move-in) / Distressed (as-is) / Development (land value). Verify rehab is complete + to code. Investor rehabs sometimes have shortcuts
Capture photos/reels	Take photos + video of condition and contents (for captioning later). Include exterior, every room, mechanicals, deferred items	Agent	—	These are WORKING photos for internal use, not listing photos. Listing photos come later (Process 4)
Build floor plan	CubiCasa scan for floor plan. Note room dimensions, flow, and layout features	Agent	—	CubiCasa generates from phone scan. Floor plan is required for Matterport 3D
Identify seller points	Key features, improvements, neighborhood selling points. What does seller love most?	Agent	—	Standard: emotional connection to features. Investor: ROI-relevant improvements (new roof, HVAC, plumbing)
Identify hurdles + solutions	What could prevent or delay the sale? Co-create solutions with seller. Document each hurdle and resolution plan	Agent	Y	INV: location derogatory, pricing gap, tenant issues, incomplete rehab, missing permits. Address NOW, not at offer stage
Walk perimeter	Stand outside: listen for noise, check sightlines. Validate location derogatory checklist on-site	Agent	Y	Google Maps satellite for anything not visible from street. Combined noise (highway + railroad + airport) = severe

M05	PROPERTY ASSESSED — Condition documented, hurdles identified, seller points captured

3B. LEAVE WITH HOMEWORK

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Sign listing agreement	Execute listing agreement on-site or send for e-signature. E-signing: JRD = Jointly \| KLJ + others = Dotloop	Agent	—	Get ALL signatures before leaving when possible. 14-Day Audit clause if seller resists market price
Co‑create schedule	Align on make-ready timeline: deep clean, staging, photos, go-live date. Set expectations	Agent	—	Countdown: T-3 deep clean, T-2 staging, T-1 photos, T-0 go live
Collect keys + access	Spare keys, gate/garage codes, alarm codes, Supra + CBS codes. Emergency contact (neighbor)	Agent	MOD	INV: who maintains property if out of town? Get local contact. Document lockbox with photos
Obtain survey	Request existing survey or order new one. Check for easements, encroachments	Agent	—
Obtain HOA docs	Resale cert, covenants, financials, dues schedule. Templates: {doc_link("HOA Fees")} & {doc_link("Good Standing in HOA")}	Coord	—	Order resale cert ASAP — can take 2+ weeks. HOA docs required before closing
Obtain disclosures	Seller disclosure, flood zone disclosure (if applicable). INV: ensure ALL defects from rehab disclosed	Coord	MOD	Agent liable for known undisclosed defects. Investor sellers sometimes skip disclosure details
INV: Estate docs	Estate documents, full directory of heirs, power of attorney, probate letters. Attorney involvement	Agent	Y	Estate: Title = Open Title (Susan Fitzpatrick). Non-estate: Old Republic (Myrna Espinoza, Spanish speaking)

M06	AGREEMENT SIGNED — Listing agreement executed, keys collected, timeline set

3C. SET UP CLIENT FILES

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Build project workspace	Create client project folder in Google Drive (M@TPJG). Naming convention: `!_ACTIVE_PIPELINE / [Address] - [SellerLastName]` Subdirs: `/Docs`, `/Photos`, `/MLS`, `/Contracts`	Coord	—	Workspace is the single source of truth for all client documents. Share folder with lead agent. Client gets upload link to /Docs
Schedule photos	Professional photos + video + Matterport 3D. ALL access info WITH order. Template: {doc_link("Ordering Pictures")}	Coord	MOD	Access codes MUST be WITH order, not after. Distressed: honest photos — do not over-produce for $50K-fix property. Note: Matterport 3D via Homes.com is FREE when listing is on MLS — order Matterport AFTER go-live (see Process 5A)
Create photo album	M@TPJG Google Photos: `HOME_[Address/SellerLastname]`. Upload intake photos/reels. First photo = intake card	Coord	—	Load ALL photos/reels from site visit same day
Create project subdir	Google Drive: M@TPJG project folder for client. Load all docs (survey, HOA, disclosures). Share with client for uploading	Coord	—	Client can upload directly to their folder. Ref: {doc_link("TEMPLATE [Client] History")}
Send welcome email	Template: {doc_link("Welcome All")}. Follow with {doc_link("Request For Documentation")}. Confirm name spelling	Coord	—	{doc_link("Coordinator Cheat Sheet")} governs all template usage. Transaction State email → lead agent + co-agent
Submit to compliance	Submit listing documentation to brokerage compliance. Verify all signatures first	Coord	—

M07	CLIENT FILES SET UP — Workspace created, photos scheduled, welcome sent, compliance submitted

PRC-04.PLM | Pre-Listing Process - Milestone Matrix | Process 3: Conduct Site Visit | v6.0

	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

THE PROPERTY JOES GROUP • Pre-Listing Process • Process 4: Make Ready

Process 4: Make Ready

Cheerleading client, coordinating partners, managing the countdown to go-live.

4A. VENDOR COORDINATION & CLIENT CHEERLEADING

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Cheerlead client	Keep seller motivated through prep. Set clear expectations. Regular check-ins on progress	Agent	MOD	Standard: emotional support. Investor: accountability + urgency. "Spring selling season is NOW"
Refer partners	Schedule: cleaning crew, stager, landscaper, handyman for minor repairs. Use vendor roster	Coord	MOD	Rehabbed Airbnb: stage as PRIMARY RESIDENCE. Distressed/dev: skip staging entirely. Seller maintains through closing (verbal)

4B. COUNTDOWN TO GO-LIVE

TIMELINE	KEY TASK	DESCRIPTION	ROLE	NOTES / AHA'S
T − 3	Deep clean	Professional deep clean of entire property. Windows, carpets, appliances. Curb appeal: mow, edge, power wash	Coord	Distressed: basic clean only. Do not invest in a teardown
T − 2	Staging	Professional staging per stager recommendation. Occupied: declutter + rearrange. Vacant: full stage	Coord	Rehabbed Airbnb: stage as primary residence (retail buyer target). Dev/distressed: skip entirely
T − 1	Photography	Professional photos + video. Ref: Ordering Pictures	Coord	ALL access info WITH order. Review photos same day. Reshoot if needed. Distressed: honest photos only
T − 0a	MLS Draft	Captioning + MLS description draft → seller approval. Ref: MLS Draft for Review	Agent	Agent verifies ALL data (sqft, lot, rooms). One typo = lost showings. Send to seller for final sign-off
T − 0b	GO LIVE	Upload to MLS (HAR.com). Property is publicly available. Ref: MLS and Showing Details	Agent	IMPORTANT: Listing lead agent MUST be KLJ or JRD. Member agents = co-listing agent. This enables FREE Matterport 3D via Homes.com (order Matterport AFTER listing is live on MLS)

M08	PROPERTY LIVE ON MLS — Countdown complete, listing published, Matterport ordered

PRC-04.PLM | Pre-Listing Process - Milestone Matrix | Process 4: Make Ready | v6.0

	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

THE PROPERTY JOES GROUP • Pre-Listing Process • Process 5: Listing is Live

Process 5: Listing is Live

Post-launch verification, signage, open house prep, and ongoing management.

5A. LAUNCH VERIFICATION

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Order Matterport 3D	Order Matterport via Homes.com (FREE with active MLS listing). Ref: {doc_link("Matterport (occupied)")}	Coord	—	Homes.com benefit: Free Matterport 3D when listing lead = KLJ or JRD on MLS. Must be ordered AFTER listing is live on HAR.com
Cross‑check details	Verify ALL MLS data: photos, description, price, sqft, rooms, disclosures. Check syndication to 7+ portals (ListHub, Luxury Presence, Homes.com)	Agent	—	Post-upload: CONFIRM listing, ADD captions to photos, REGISTER Supra, SUBMIT compliance
Install signage	Upgraded post + panel, 3 riders (call capture, leads agent, feature). Backup combo lockbox	Coord	—
Configure ShowingSmart	Showing windows, blackout times, confirmation settings. Gather survey/T47 if applicable	Coord	—
Send launch emails	{doc_link("Property is Now Live")} + {doc_link("Post Listing Confirm")}. Email blast (ReferralMaker). "Just Listed" social (FB, IG, LinkedIn)	Coord	—	Day 0: MLS + social + email + signage. Notify {doc_link("Upcoming Listings")} tracker

M09	LAUNCH VERIFIED — MLS confirmed, signage installed, Matterport ordered, emails sent

5B. OPEN HOUSE PREPARATION

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Print OH flyers	Property flyers for display stand. Feature sheet with photos. Ref: {doc_link("Open Houses")}	Coord	—	Ref: {doc_link("Open House Execution Overview")}
Order refreshments	Refreshment center supplies: cookies, water, napkins. Ambiance: speaker, flowers	Coord	—
Print door‑knock flyers	OH flyer packets for neighborhood door-knocking (when applicable)	Coord	—
Schedule OH hosts	Assign from host roster (25 agents). Host Instruction Sync MANDATORY at scheduling. Ref: {doc_link("Open House Host Guidelines")} & {doc_link("Open House Host Roster")}	Coord	—	"Impossible To Fail" registration form. {doc_link("OH LOG/Reminder")} for tracking. Progressive OH = same weekend collaboration

5C. ONGOING MANAGEMENT

KEY TASK	DESCRIPTION	ROLE	INV	NOTES / AHA'S
Weekly seller update	Showing feedback + Tuesday video. ShowingSmart: subject vs wider area. Competitive changes. DOM benchmarks	Agent	MOD	Standard: counselor tone. Investor: lead with numbers. Friday call to force pricing decisions before weekend
Price reduction protocol	No showings after 14 days: determine price vs location (ShowingSmart wider area). Data-backed reduction. Deploy 14-Day Audit if seller resists	Agent	MOD	"We are in danger of missing the spring selling season. This is no longer futures — this is NOW." Investor: urgency + opportunity cost
Decision point	Stale 30+ days: 3 options — lower aggressively, rent, or take off market	Agent	Y	"Data tells a story." Do not let it consume bandwidth indefinitely. Ref: {doc_link("Expect the Unexpected")}
Track progress	Update {doc_link("CLIENT: Progress")} and {doc_link("Client Current Status")}. Log OH results: {doc_link("OH LOG/Reminder")}	Coord	—	Ref: {doc_link("TASK: Overview/Post Step")}

M10	LISTING UNDER CONTRACT or STRATEGIC DECISION — Offer received, price adjusted, or market exit plan

Next Process: PRC-04.04 — Listing Marketing Launch (separate document) | PRC-04.06 — Contract to Close

PRC-04.PLM | Pre-Listing Process - Milestone Matrix | Process 5: Listing is Live | v6.0

	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

THE PROPERTY JOES GROUP • Pre-Listing Process • Process REF: Milestone Summary

Milestone Summary

10 milestones track progress from first contact to contract or strategic exit.

M#	PROCESS	MILESTONE	GATE CRITERIA
M01	1. Intake Call	Intake Complete	Seller type identified, appointment scheduled
M02	1. Intake Call	Consultation Scheduled	All 7 pre-listing questions answered, appointment set
M03	2. Consult Prep	Research Complete	CMA, ShowingSmart, location derogatory all done
M04	2. Consult Prep	Materials Ready	Presentation printed, net sheet built, pricing strategy set
M05	3. Site Visit	Property Assessed	Condition documented, hurdles identified, seller points captured
M06	3. Site Visit	Agreement Signed	Listing agreement executed, keys collected, timeline set
M07	3. Site Visit	Client Files Set Up	Workspace created, photos scheduled, welcome sent, compliance submitted
M08	4. Make Ready	Property Live on MLS	Countdown complete, listing published, Matterport ordered
M09	5. Live	Launch Verified	MLS confirmed, signage installed, Matterport ordered, emails sent
M10	5. Live	Under Contract / Decision	Offer received, price adjusted, or market exit plan

PRC-04.PLM | Pre-Listing Process - Milestone Matrix | Milestone Summary | v6.0

	#ThePropertyJoes Keri Josephson 832-368-1754 keri@thepropertyjoesgroup.com \| Joseph Ray Diosana 281-650-4658 joseph@thepropertyjoesgroup.com
Keller Williams Memorial, 1220 Augusta St Suite 300, Houston, TX 77057

THE PROPERTY JOES GROUP • Pre-Listing Process • Process REF: Pre-Listing Checklist

Pre-Listing Checklist

Actionable checklist view. Print and check off as you go. Each item maps to a milestone (M#) in the matrix above.