The North Pointe Office of Berkshire Hathaway HomeServices Homesale Realty's bi-monthly LIVE in-person/Zoom office meeting covering the following topics: 1. The NEW Homesale Center, 2. Payload Keybox - another way to handle earnest money deposits, 3. Review of the NEW Appraisal Contingency, 4. Is the Market Turning?

1. 1
Is the Market
Turning?

2. 2
Dan Ranck
NMLS #140989
James Ream
NMLS #1598468

3. 3
Sarah Tompos Sheri Kelly

4. 4
James White

5. 5
Homesale Center

6. 6
Homesale Center
*NEW* layout with more intuitive search functionality to
get you to the tasks you want to do…FAST!

7. 7
Homesale Center
*NEW* pipeline for keeping track of your sales productivity,
set goals and track your progress, and YTD reporting

8. 8
Homesale Center
Social Media Connector, for auto posting to your Social
Media sites, like Facebook, LinkedIn and Twitter, with fresh
content generated for your Instagram page

9. 9
Deposit Issues
• Buyer fails to provide
check
• Buyer stops payment on
check
• Buyer wire transfer not
verified

10. 10
Earnest Money Deposits

11. 11
Earnest Money Deposits

12. 12
Earnest Money Deposits
• Another option for Buyers - does not replace
current methods
• Payment Card Industry (PCI) Level 1 certified
platform - highest level of data security in the
industry
• All financial information is securely transferred via
end-to-end encryption from user’s device to PCI
certified vault
• Unique and secure link for payer to initiate
payment – Homesale agent provides URL link
• Instant notification of payment to buyer, agent,
and admin team

13. 13
Pre-Listing Inspections? Why bother!
• Wards off claims against your Seller and you for undisclosed defects
• Sellers may choose to repair conditions or sell ‘As Is’
• Provide copy of the report to all buyers
(NOTE: Buyer has no recourse against the Seller or inspector should the inspector miss anything
material)
Jim Goldsmith
Attorney
JustListed

14. 14
If Your Buyer is Waiving Inspections - - -
Home Inspection Advisement
• Available in Dotloop Listing Pack
• Reduces agent/company liability
• More Buyers are looking to their
agent to pay for undisclosed
material defects
• Don’t ever tell your Buyer to
waive inspections
• Explain the realities of the
present marketplace

15. 15
The *NEW* Appraisal Contingency

16. 16
The *NEW* Appraisal Contingency
• Put into use on July 1, 2021
• Designed to meet the needs of
consumers in this low inventory
market

17. 17
The *NEW* Appraisal Contingency
Buyer MUST initial one of the boxes

18. 18
The *NEW* Appraisal Contingency
• Option designed to protect the BUYER
• If property appraises at or above the stated amount, the
contingency is met
• If the appraisal is low, the Buyer may terminate or negotiate
changes with the seller
• Buyer’s Agent – pay attention to the time frame

19. 19
The *NEW* Appraisal Contingency
• Option designed to protect the SELLER
• Buyer agrees to proceed regardless of the appraised value

20. 20
• Guidelines for the Preparation
and Use
• PAR article
Valuable Resources

21. 21
Is the Market Turning?

22. 22
# of NEW Sales (Jan-June ‘21: 2,849)
# of NEW Listings (Jan-June ‘21: 3,592)
January February March April May June
600
800
400
200
0
Is the Market Starting to Shift?
Number
of
Units
(Residential)
* Geographic Area: Lancaster County, PA
Source: Bright MLS

23. 23
February 2021 May 2021
1.50
2.00
1.00
.50
0
Absorption Rates On The Rise
* Geographic Area: Lancaster County, PA
Source: Bright MLS
Months
of
Inventory
(Residential)
.93
1.20
29%
INCREASE

24. 24
January February March April May
870,000 870,000
900,000
990,000
1,050,000
Source: National Association of REALTORS®
Nationwide Inventory Levels
Single-Family Homes

25. 25
June 2020 December 2020 April 2021 May 2021
Source: Home Purchase Sentiment Index
61%
52%
47%
35%
Percent of Respondents Who Say,
“It’s a Good Time To Buy”

26. 26
Betty Broker
Yesterday at 2:00 PM – Lancaster, PA
Thanks John and Mary for working with me over
the past ten months to finally get into your
forever home. You were so patient during the
twenty-five offers that we submitted during this
hyper-crazy market. I’ve never seen anything
like this!!! #lowinventory #gladthatisover
#tightmarket #finally
If you’re going to use social media
to promote your services, stop
scaring your potential, future
clients

27. 27
“This month’s overall homebuyer
demand rating equaled 86 on a 0-100
scale, down from 88 last month and
marking the first sequential decline
since November.”
- Zelman’s June Broker Report

28. 28
6.7M
7.1M
7.0M
6.5M
6.7M
7.5M
- - - 2 0 2 1 - - - - - - 2 0 2 2 - - -
Fannie Mae Freddie Mac Mortgage Banker’s Association
Nationwide Home Sales Forecast
2020 Total Home Sales (6.5M)

29. 29
Buyer Talking Points in This Market
• Traditionally, Summer is when serious buyers commit
100%
• The market is still hyper-competitive
• Expect a turn in the market in the coming months – it’s
already happening
• Don’t get left behind
($275,000 x 10% = $27,500 ÷ 12 months = $2,292/month)

30. 30
Seller Talking Points in This Market
• There has never been a better time to sell
• If you wait, you’ll miss out on an extremely attractive
market
• Don’t be (too) unrealistic
• Price appreciation will moderate as rates and inventory
rise later this year

31. 31
“Change almost never fails because
it’s too early. It almost always fails
because it’s too late.”
- Seth Godin

32. Presenter Contact Info
32
Tom Blefko
Associate Broker
REALTOR®
Director of Operations
North Pointe Office
Berkshire Hathaway HomeServices Homesale Realty
Office: (717) 560-9100
Cell: (717) 587-6600
Email: tblefko@homesale.com