Episode Overview

Episode 679: The Secret to Selling More Homes with a Simple CHECKLIST
Host: Tristan Ahumada
Date: October 9, 2025
Duration: ~5 minutes

In this episode, Tristan Ahumada dives into the concept of a "Certified Pre-Owned Home Program" for real estate agents. Inspired by fellow agent Brett Baker, Tristan outlines a comprehensive checklist that agents can use to set their listings apart, providing enhanced value to sellers and reassurance to buyers. This systematic approach centers on certification, inspections, and next-level marketing strategies to increase home sales and client satisfaction.

Key Discussion Points & Insights

1. Introduction to the Certified Pre-Owned Home Program

• Origin: Idea credited to Brett Baker, modified and applied over the last few years.
• Purpose:
  • Enhance listing presentations.
  • Instill confidence in buyers by showcasing pre-sale certifications and repairs.
  • Differentiate listings from competitors.
• Approach: Checklist format allows agents to systemize and customize based on client needs.

“Just the fact that you’re going to have some of these and this program, it does enhance what you do and how you present to yourself, sellers and to the buyers that are buying it.”
— Tristan Ahumada [00:19]

2. Essential Certification and Inspections

Core Elements

• Pre-listing Home Inspection – Comprehensive inspection, detailed reporting, suggested repairs (and completed repairs, if applicable).
• Pest Inspection Report – Inspection and remediation to certify the home is pest-free.
• Professional Home Appraisal – Valuation by an outside appraiser (noted as both a positive and a potential challenge).
• Title Clearance – Ensures the title is free from encumbrances, disputes.
• Protection and Home Warranty – 12-month coverage (including enhanced options for major home systems and pool), transferable to the buyer.

“Just call up your title company, make sure that they go through and make sure that the title is clear from any encumbrances or disputes. But this way you can highlight and say, look, I’ve done this and now it’s all ready to go.”
— Tristan Ahumada [02:07]

3. Optional Enhancements (if applicable to your market/client)

• Energy Efficient Audit – Professional assessment and utility usage analysis.
• Legal Compliance Check – Verifies adherence to zoning laws, regulations.
• HVAC and Major Systems Service Records – Recent servicing of HVAC, water heater, dryer vents, and fresh air filters.
• Roof Certification – Professional inspection of roof condition, lifespan.

“This one is really good. I’ve never had that one done, but I’ve had one agent local to us do it and that worked well.”
— Tristan Ahumada on Energy Efficient Audits [03:08]

4. Marketing and Presentation

• Professional Cleaning and Staging – Deep cleaning, optional staging for maximum appeal.
• High-Quality Professional Photography and Videography – Essential for marketing materials and listing services.
• Positioning – Draws parallel to luxury car sales (e.g., Lexus Certified Pre-Owned).
• Value Perception:
  • Creates “peace of mind” for buyers and differentiation for sellers.
  • Messaging: “Someone took the time to do this extra, and now I feel good about it.”

“Think about what Lexus did with the certified pre owned idea. Just the fact that there were a certain amount of things that were done on this checklist that got people to feel like, oh, somebody took the time to do this extra. And now I feel good about it.”
— Tristan Ahumada [04:09]

5. Documentation and Disclosures

• Detailed Property Disclosure Statements – Transparency aids buyer confidence.
• Neighborhood/Community Information Packet – Adds further value for buyers.
• Pre-listing Repair Completion Docs – Bundle receipts and service provider info for completed repairs; aids post-sale support.

“Once you have all of these different inspections and the seller does decide to fix it, you can say, hey, look, these are all the items they fixed. They’re all here in one place. Here are the receipts. Here’s who you contact if you have any issues because these items were repaired.”
— Tristan Ahumada [04:46]

Notable Quotes & Moments

• On Building Trust:
  “It does enhance what you do and how you present to yourself, sellers and to the buyers that are buying it.” [00:19]
• On Adding Value:
  “Just the fact… got people to feel like, oh, somebody took the time to do this extra. And now I feel good about it. I feel better than that other home that I saw that wasn’t certified pre owned.” [04:09]
• Agent-to-Agent Advice:
  “Always any of these. Ask a broker, right? Ask your local brokerage, see if they’re going to have a fit on this or if it’s an amazing thing.” [03:26]

Key Timestamps

• 00:19 — Why a Certified Pre-Owned Home Program stands out
• 01:05-03:00 — Step-by-step breakdown of the essential certification and inspection checklist
• 03:08 — Optional enhancements for extra value
• 04:09 — The marketing advantage; Lexus-certified analogy
• 04:46 — Documentation to support repairs and upgrades

Summary/Takeaways

Tristan Ahumada presents a powerful, actionable framework for real estate professionals: the Certified Pre-Owned Home Program. By methodically pre-inspecting, repairing, certifying, and then expertly marketing homes, agents can increase listing desirability and sales velocity. The approach builds trust and adds a premium touch that distinguishes both agents and their clients’ listings in a competitive marketplace. For ready-to-use material, listeners are pointed to episode 679 as the resource.