What to Expect When Selling with a Realtor: Essential Duties of a Great Realtor (St. Charles, Geneva & Kane County Sellers Guide)

Selling a home is one of the largest financial decisions most homeowners will ever make. Yet many sellers begin the process without fully understanding what their Realtor should be doing behind the scenes, or how to tell the difference between an average agent and a truly great one.

If you’re selling in St. Charles, Geneva, Kane County, or anywhere across the Fox Valley and Chicagoland, knowing what to expect when selling with a real estate agent gives you clarity, confidence, and control. It allows you to protect your equity, avoid common pitfalls, and position your home for the strongest possible outcome.

This guide outlines how to find the right Realtor, the essential duties every great agent should perform, and, most importantly, why each of these responsibilities matters. These are not optional extras. They are the professional standards every seller deserves. At The McKay Group, this comprehensive, strategy-driven approach is how we serve our clients.

#1 Find a Realtor Who Is Right for You

The first, and most important, step in selling your home efficiently and for the best price is choosing the right Realtor. The agent you select will influence every part of your experience, from pricing and marketing to negotiation and closing.

A great realtor should offer:

• Proven local market expertise

• A clear, strategic pricing plan

• Strong marketing & professional presentation

• Skilled negotiation

• Clear, responsive communication

• Honest, trusted guidance

• A strong track record of results

• A full professional support system

• A true client-first mindset

• Emotional intelligence & calm problem-solving

• Market foresight & attention to detail

• Adaptability & tech-savvy strategies

Once you choose a realtor, you’ll sign a listing agreement, which authorizes them to market your home, install a lockbox, schedule showings, and represent your interests throughout the transaction. This agreement should clearly outline services provided, compensation, and the length of the contract.

#2 Create a Smart Selling Strategy From the Start

A successful home sale it starts with a clear, well-defined strategy. Developing a selling strategy helps ensure your home sells for the best possible price while aligning with your ideal timeline. At The McKay Group, we believe this strategic planning phase is one of the most important steps in the entire home selling process.

This begins with an in-depth conversation about your goals, priorities, and circumstances. By understanding what matters most to you, your Realtor can help create a plan that supports you from listing through closing. A strong selling strategy typically includes the following steps:

Discussing Seller's Goals

Your Realtor should take the time to fully understand all of your objectives, priorities, goals, concerns, & ideal timeline. How quickly do you want or need to sell? Are you purchasing another home, renting, or relocating? Do you have flexibility with timing or closing dates? Discussing every goal upfront ensures you and your Realtor are aligned and working toward the same outcome.

Prepare a Comparative Market Analysis (CMA)

One of the first steps is working with your realtor to establish an estimated listing price. Your Realtor should prepare a detailed comparative market analysis to evaluate your property alongside similar properties that have recently sold or are currently for sale in your area. Your realtor should use a CMA to estimate a home’s market value and to ensure their pricing strategy reflects real-time market trends, which is essential for recommending a competitive listing price.

A high-quality CMA should include:

• Research on comparable properties based on size, age, condition, location, and features

• Comparisons limited to homes closest in interior square footage, proximity, and most recent sale dates

• Adjustments for differences such as condition, lot size, layout, updates, and location within the neighborhood

• A clear explanation of findings, insights, and how they impact your pricing strategy

• A recommended list price that balances profitability with buyer appeal

• Ongoing updates as market conditions change or new comparable sales occur

A detailed and accurate CMA equips you to make informed pricing and marketing decisions, both of which are critical to a successful and lucrative sale.

Finalize Strategic Pricing

Using CMA data, your realtor should explain current market conditions and how they will impact the sale of your home. The CMA will help you decide on a competitive list price that aligns with your home’s value, current buyer demand, and market conditions. Strategic pricing is finalized based on facts, not guesswork, balancing profitability with momentum. Pricing your home accurately allows you to better estimate your selling timeline and plan your next move with confidence.

Setting a Clear Selling Timeline

Your timeline plays a major role in pricing, marketing, and listing strategies. Whether you need a fast sale or have more flexibility, your Realtor should help you establish a realistic timeline based on market conditions and your personal plans.

Determining the Next Steps

Once pricing and timing are established, your Realtor will help outline the next steps. This often includes preparing your home for sale through decluttering, cleaning, and making minor repairs that can improve presentation and buyer appeal.

#3 Preparing Your Home for Listing

Before a realtor lists your home, thorough preparation is essential. This phase focuses on positioning the property to impress buyers while proactively addressing anything that could impact value, negotiations, or timelines. Your realtor should conduct a full property walkthrough to gather listing details, identify improvements or repairs, and advise you from there.

Recommend Upgrades and Repairs

Not all improvements deliver the same return. Your Realtor should recommend targeted upgrades and repairs that offer the strongest ROI, such as:

• Fresh paint in neutral tones

  • Repaint or touch up paint on walls and trim

• Making repairs to anything leaking, squeaking, or broken.

  • Fix leaky faucets, squeaky doors, or small maintenance issues

• Minor kitchen or bathroom updates

• Replacing outdated light fixtures or hardware

• Curb appeal improvements

  • New front door to boost curb appeal

Costs should be weighed carefully against potential value gains. In many cases, a deep clean and improved curb appeal can make a significant difference. For larger projects, your realtor should also recommend trusted contractors or service providers to handle the task.

Preparing for Listing Photos

First impressions matter, especially online. Since the majority of buyers begin their home search digitally, high-quality listing photos are critical. Your Realtor should advise you on what preparation steps will have the greatest impact based on your home’s condition, buyer expectations in your local market, and how to get your home ready for photos.

Common preparation steps may include:

• Decluttering

• Depersonalizing

• Deep cleaning

Your Realtor will coordinate professional photography and videography to showcase your home’s best features, but preparation is key.

Personalized Home Staging Consultation

Your realtor should provide a personalized home staging consultation. They should coordinate and complete full professional staging for every room and ensure each space is photo-ready & buyer-focused. Staging helps buyers emotionally connect with a home. Staging guidance should focus on:

• Rearranging furniture to maximize space and flow

• Adding or removing furniture and decor to rooms

• Enhancing lighting in every room

• Hanging art/photos on empty walls

After the recommended upgrades and repairs have been made and the home has been professionally staged, your realtor will coordinate professional interior and exterior photography, as well as a high-quality walkthrough video of the property. These photos and videos will showcase the home's best features and serve as key marketing materials to attract potential buyers and generate interest.

#4 Navigating Legal and Disclosure Requirements

Before your home can be listed, sellers are required by state law to complete the Seller’s Property Disclosure Statement and any other necessary paperwork. This disclosure outlines known defects or conditions related to the property. Your Realtor will guide you through this process, explain all the required selling paperwork, help you understand what needs to be disclosed, and ensure all forms are completed accurately, thoroughly, and on time.

Disclosure requirements vary, but commonly include:

• Known defects or material issues

• Past repairs or renovations

• Environmental hazards such as lead paint or mold

• Homeowners association rules, fees, and documents

Your Realtor should ensure all disclosures are completed correctly and delivered on time.

#5 Listing the Property for Maximum Exposure

Once your home is fully prepared and all paperwork is complete, your Realtor will list your property on the Multiple Listing Service (MLS). This allows other agents and their buyers to view your home’s details and schedule showings.

Your Realtor will also collaborate with other real estate professionals to expand your listing’s reach and generate interest among qualified buyers.

Create an Impactful Listing

Your listing is often a buyer’s first impression. A strong listing should include:

• A compelling property description highlighting features and lifestyle benefits

• Accurate details such as square footage, bedroom and bathroom count, and recent updates

• Strategic emphasis on location, school district, and neighborhood amenities

Professional Photography and Video

Your Realtor should schedule and organize professional photography and videography to showcase your home’s best angles, flow, and features. High-quality photos and video are essential for attracting qualified buyers online.

List on MLS and Third-Party Distribution

Your property should be listed on the Multiple Listing Service (MLS) at the agreed-upon time, ensuring visibility among buyer agents. From there, the listing should syndicate to major real estate platforms and third-party websites such as Zillow, Realtor.com, and Redfin.

Once the home is fully prepared, the focus shifts to visibility, presentation, and buyer engagement.

#6 Executing an Effective Marketing Strategy

An effective marketing strategy increases visibility, creates demand, and drives stronger offers. Well-marketed homes sell faster, and often for more money.

Your Realtor should:

• Develop a comprehensive marketing plan tailored to your home and buyer pool

• Promote your home across MLS, real estate websites, social media, and print

• Use professional photography, video, and virtual tours

• Host private showings and open houses

• Network with top buyer agents throughout Kane County and Chicagoland (or your local market)

• Monitor performance and adjust strategy as needed

Digital, Print, and Social Media Marketing

A comprehensive marketing strategy may include:

• Digital advertising and email campaigns

• Social media promotion across platforms like Instagram, Facebook, LinkedIn, and video-based channels

  • Social media posts, videos, Ads, website features

• Exposure on your Realtor’s personal and company websites

Professional visuals combined with storytelling help your home stand out and attract serious buyers.

Lifestyle-Focused Marketing

Effective marketing goes beyond specs. Your Realtor should highlight lifestyle elements buyers value, whether it’s entertaining spaces, outdoor areas, walkability, nearby dining, parks, or commuter access.

Collaborate With Buyer’s Agents

Strong relationships with buyer’s agents matter. Your Realtor should be responsive, provide detailed information, and make scheduling showings easy to encourage activity and interest.

Partnering with a Realtor who excels in marketing ensures maximum exposure and opportunity.

#7 Hosting Showings and Open Houses

The two primary methods for showing a home are showings and open houses. They are critical moments where buyers form lasting impressions. Your Realtor will manage scheduling, promotion, and follow-up for both private showings and open houses.

Clear Showing Strategy

Your Realtor should explain the showing strategy upfront, including timing, frequency, and how showings and open houses will be managed.

Prepare the Home for Showings

Before buyers arrive, the home should be:

• Clean, decluttered, and depersonalized

• Professionally staged or thoughtfully arranged

• Well-lit, comfortable, and visually inviting

Create a Welcoming Atmosphere

Small details matter. Opening curtains, setting a comfortable temperature, turning on lights, and ensuring the home smells fresh can significantly enhance buyer perception.

Be Ready to Answer Questions

During open houses or agent-hosted showings, your Realtor should be prepared to answer questions about the home, neighborhood, schools, and the overall purchase process.

Follow Up and Review Feedback

After showings, your Realtor should follow up with buyer agents to gather feedback. This insight helps assess buyer interest and identify any adjustments that could improve appeal or pricing strategy. Your realtor should then be consistently communicating with you on showing activity and insights.

#8 Reviewing and Negotiating Offers

When a buyer is ready to make an offer, they will submit an Agreement of Sale contract along with any additional required property disclosures, and documents through their agent. Your Realtor will help you review every offer carefully, comparing price, contingencies, financing terms, timelines, and buyer requests so you can make an informed decision. Your realtor should:

Review Offers Strategically

Every offer should be evaluated beyond price, including:

• Contingencies such as inspection, financing, and appraisal

• Proposed closing timeline

• Earnest money deposit

• Buyer pre-approval strength

Understand Pricing Psychology

Pricing influences perception. Homes priced strategically may generate multiple offers and stronger terms, while overpriced homes can lose momentum and leverage.

Craft Effective Counteroffers

If terms aren’t ideal, your Realtor should craft thoughtful counteroffers focused on your priorities, price, timing, contingencies, or flexibility, while keeping negotiations productive.

Negotiate With Confidence and Clarity

Emotions can run high during negotiations. A skilled Realtor keeps the process calm, professional, and fact-based, advocating for your best interests throughout. Strong negotiation can dramatically impact your final outcome.

#9 Closing the Transaction

Coordinating the Closing Process

The final phase of selling your home ensures the transaction reaches the finish line smoothly. Once you receive an offer and accept it, several important steps remain before closing. Your Realtor will coordinate and oversee each phase, making sure everything stays on track and nothing is overlooked.

Key Steps Your Realtor Will Manage:

• Communicate with lenders, attorneys, and title companies

  • Your Realtor serves as the central point of contact, ensuring all parties have the information they need and deadlines are met.

• Review contracts and documents

  • From the purchase agreement to contingency deadlines, each document is carefully reviewed to prevent errors or misunderstandings.

• Accept offer and place the home under contract

  • Once you agree to the buyer’s offer, your home officially moves into the contract phase.

• Coordinate document signing and distribution

  • All required paperwork is signed and shared with relevant parties, keeping the transaction legally compliant and organized.

• Explain closing costs and net proceeds

  • Closing costs can include title and escrow fees, transfer taxes, real estate commissions, attorney fees, and home warranty costs. Your Realtor will help you understand these expenses and estimate your net proceeds from the sale.

• Schedule the appraisal

  • The home appraisal confirms its value for the buyer’s lender, which is a critical step before finalizing the loan.

• Manage the title search

  • A title company verifies that the property has a clear title, free of liens or other issues, ensuring a smooth transfer of ownership.

• Coordinate buyer inspections

  • Inspections identify any necessary repairs or maintenance, and your realtor will help address and negotiate these items.

• Organize the final walkthrough

  • The buyer’s final walkthrough ensures the home is in the agreed-upon condition before closing.

• Review inspection findings and prioritize next steps

  • If issues arise during inspections, your realtor helps determine the appropriate solutions and negotiates any necessary repairs or credits.

• Coordinate document signing and transfer of funds

  • The closing agent oversees the signing of all final documents and ensures that funds are properly transferred between buyer, seller, and other parties.

• Ensure all contract terms are fulfilled

  • Your realtor verifies that all conditions outlined in the contract, including repairs, contingencies, and timelines are completed.

• Confirm recording of the deed and delivery of proceeds

  • The deed is officially recorded, legally transferring ownership to the buyer, and your sale proceeds are distributed according to the agreement.

• Close the sale and celebrate a successful transaction

  • Once all steps are complete, the sale is finalized. You can celebrate the successful completion of your home sale, an achievement made possible through careful planning, strategic execution, and expert guidance.

    
    

Choosing the Right Realtor Matters

Understanding what to expect when selling with a real estate agent empowers you to make confident decisions. The right realtor doesn’t just list your home; they guide, protect, strategize, and advocate for you every step of the way.

If you’re considering selling in St. Charles, Geneva, Kane County, or the Fox Valley, and want a proven, clear plan built around your goals, The McKay Group is here to help.

Let’s talk about your goals. Schedule a personalized home selling consultation and experience what a strategic, full-service real estate partnership should feel like.

At The McKay Group, our approach is built around accountability, transparency, and results because your success is our priority.