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Sales Progression Checklist: Steps to a Swift Sale

With a shortage of new stock coming to the market, driving sales through to completion to maximise revenue is more important than ever. As an agent, it’s vital that you own not just the seller’s journey but the buyer’s journey, too. Staying close to home movers from SSTC to exchange will help ensure sales don’t fall through or drag on for months. 

We’ve created a handy checklist that will arm you with everything you need to keep on top of your sales progression. You can download and print off the full checklist here. 

Sale Under Offer 

  1. Ensure you have the Agreement in Principle and Proof of Funds
  2. Conduct AML check
  3. Qualify the chain – The fantastic mio chain building tool makes this really simple. The chain view is shared with all parties involved in the transaction, making it easy to see exactly what’s happening.
  4. Find out the buyer’s target date for completion – Understanding this will help you manage your buyers’ and sellers’ expectations and allows you to create a more accurate revenue forecast for the coming months. 
  5. Ensure your buyer has a Mortgage Decision in Principle – This is a great way to qualify a buyer and ensure that they are organised. It also presents a great opportunity for you to refer buyers to a trusted Mortgage Broker.
  6. Help your buyer arrange their survey – If your buyer wants to arrange a survey it’s important that this is booked at an early stage, as surveys can take several weeks to book. This is another opportunity to cross sell and generate more revenue. 
  7. Buyer instructs Conveyancer and pays for searches – It’s important that searches are paid for as close to SSTC as possible to avoid delays.If your buyer hasn’t instructed a Conveyancer, this is another cross-sell opportunity.
  8. If the purchase is a buy-to-let, introduce the buyer to your colleagues in Lettings. 
  9. Invite your buyer to use the mio app or your consumer web portal – The mio app and consumer web portal makes communication with buyers easier and quicker. Keeping them posted on the progress of their purchase is simple.
  10.  Issue Memorandum of Sale
  11.  Check the buyer has submitted their mortgage application
  12.  Ensure you have received Help to Buy Authority to proceed (ATP) 

Searches and enquiries 

  1. Encourage your buyer to investigate removal firms, buildings and contents providers, utility companies etc. If you have a preferred suppliers list, share this with them. 
  2. Stay in touch with your buyer to ensure you understand the status of the mortgage valuation – This will give you a good idea about when you’re likely to hear from a Surveyor about carrying the valuation.
  3. Check whether your buyer has received the contract pack from their Conveyancer. – If you’re using mio, this, along with lots of other key milestones, can be updated automatically or via a simple tick box completed by the purchaser.
  4. Check whether the Conveyancer has ordered the searches. – Again, this can be automatically updated in mio resulting in less chasing for you and for your clients.
  5. Find out whether the buyer’s Conveyancer has raised enquiries with the seller’s Conveyancer – It’s worth understanding how many initial enquiries there are and how complex the requests are as this can impact how long the sale will take to complete. You might also be help with responses to some of the queries.
  6. Check whether the mortgage valuation has been completed
  7. Find out whether the searches have been returned to the buyer’s Conveyancer- Be prepared for further questions from the conveyancer or the buyer at this stage and make sure the seller is in a position to respond quickly.
  8. If the buyer is having a survey, check whether it has been completed – Again, this can throw up more questions and/or lead to a negotiation on the price.
  9.  Keep track of any further enquiries raised by Conveyancer
  10.  Ensure that all the enquiries have been responded to by the seller’s Conveyancer and that your buyer is happy to continue – Help to calm any concerns or nerves your buyer may have about enquiries that were not able to be answered, e.g. the absence of planning documents for alterations carried out many years ago.

Contracts 

  1. Ensure your buyer has received their mortgage offer
  2. Get the Contract signed
  3. Check that Help to Buy Authority to Exchange Contracts (ATE) has been received, (if applicable)
  4. Make sure your buyer has arranged the release of the deposit funds with their Lender
  5. Agree an exchange and completion date 

Once the sale has completed and your buyers are settled into their new home, be sure to send your well wishes and most importantly, ask for feedback! This will help you to refine your processes for your next home movers. 

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