The North Pointe Office of Berkshire Hathaway HomeServices Homesale Realty's bi-monthly LIVE in-person/Zoom office meeting covering the following topics: 1. Company and Office Statistics, 2. Signs of a Changing Market, 3. Lumber prices, 4. On-demand agent vs. In-demand agent.

1. 1
Are You an
On-demand
or In-demand
Agent?

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

3. 3
Sarah Tompos Sheri Kelly

4. 4
James White

5. 5
Code of Ethics Training
Deadline: December 31, 2021
Realtor.org –> Education –> Code of Ethics Training
Two Options Available
1. $29.95 (3.0 hours of CE)
2. FREE version (Non-CE)

6. 6
* The Central Penn Business Journal’s list of privately held companies is limited to those based in or near Adams, Cumberland, Dauphin, Lancaster, Lebanon, Perry or
York counties, with at least 50 percent of the business locally owned. Information was obtained from the individual companies and other Business Journal research.
TOP
100
PRIVATE COMPANIES
IN CENTRAL PA
2020 25
IN LANCASTER COUNTY
10

7. 7
BHHS Awards in File
2021 2nd Quarter
North Pointe Office (Lancaster, PA)
#1
Residential Units
Northeast
#11
Residential Units
BHHS Network

8. 8

9. 9
House and Senate antitrust subcommittees asked
the FTC to “closely examine competition issues in
residential real estate” and not allow online real
estate to “become overly consolidated in the
hands of a dominant platform to the detriment of
competition and consumers.” They specifically
singled out Zillow as a company that “may raise
competition issues.”

10. 10
Signs of a Changing Market

11. 11
40%
50%
60%
70%
80%
May ‘20 July ‘20 Sept ‘20 Nov ‘20 Jan ‘21 Mar ‘21 May ‘21 July ‘21
57.9%
60.0%
74.1%
66.5%
60.1%
Source: Offers submitted by Redfin Agents
Bidding Wars Take a Dip
Monthly share of Redfin home offers that faced competition
Trend: bidding
wars are starting
to calm down

12. 12
10
15
20
25
30
Aug
2020
Sept
2020
Oct
2020
Nov
2020
Dec
2020
Jan
2021
Feb
2021
Mar
2021
Apr
2021
May
2021
June
2021
July
2021
Average Days on Market | Lancaster County, PA
Source: Bright MLS
Trend: homes are
starting to stay on
the market longer

13. 13
607
476
365
452
300
400
500
600
700
Q2
2021
Source: Bright MLS
Trend: standing
inventory is
starting to grow
Active Listings | Lancaster County, PA
Q1
2021
Q4
2020
Q3
2020

14. 14
Negotiation Tip:
When conveying to a Buyer’s Agent that their client’s agreement wasn’t
selected, NEVER discuss the specifics of why it wasn’t accepted.
“My seller decided to accept another agreement with better price and terms.”

15. 15
Transaction Tip:
Never assume that what is stated in the MLS regarding appliances and
personal property is correct. If you want it - - - put it in the contract.
Never put in the contract language that says: “Included in this agreement
are all appliances listed in MLS #LANC12345.” Stuff changes over time.

16. 16
THE FACT THAT AN ITEM IS LISTED DOES NOT MEAN
IT IS INCLUDED IN THE AGREEMENT OF SALE.
Seller’s Property Disclosure

17. 17

18. 18

19. 19

20. 20
Indra Club (Hamburg, Germany)
On August 17, 1960, this band
started playing for 48 straight
nights to hone their craft:
 4½ hours each weeknight
 6 hours on Sat. and Sun.
What sets one
band apart from
others?

21. 21
$24/person/week in 1960
“ON-DEMAND” BAND

22. 22
• August 15, 1965
• Shea Stadium (New York City)
• Attendance record of 55,600
“IN-DEMAND” BAND
$48,000/hr./person in 1965

23. 23
“ON-DEMAND” AGENT

24. 24
• Perceived by client as just providing a service
• Simple transaction focused
• No strong relationship
• Primarily works with strangers and buys leads
• No articulation of value proposition
• Works on the client’s schedule (on-demand)
• Agent is coming from scarcity and needs the transaction
How does an ‘On-demand’ agent act?

25. 25
“IN-DEMAND” AGENT

26. 26
• Perceived by client as a trusted advisor
• Client and agent have a strong relationship
• Unthinkable that the client would use anyone else
because of the value that agent brings
• Client is willing to fit into the agent’s schedule because
the advice is invaluable (in-demand)
• Agent has so many potential clients they can afford to be
selective
How does an ‘In-demand’ agent act?

27. 27
What are you bringing to the table?
• How well do you know your market?
• Read any real estate books lately?
• Learn any productivity software programs?
• System for contacting your clients?
• Measurements for success?
• Last time you took a real estate course?
• Are you networking?
Become an IN-DEMAND agent

28. 28
When you live your life in alignment with a purpose
that is centered on selflessly adding value for others,
opportunities become abundant and your life
becomes fulfilled.
- Hal Elrod

29. Presenter Contact Info
29
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