Sales meeting presentation covering a variety of topics. The Real Estate Licensing and Registration Act is more than likely going to change this year. The specifics are covered. Berkshire Hathaway HomeServices offers a great App to generate leads. Get info on where to access the App. The hotter the market, the more likely an agent is to encounter multiple agreements on their listings. Here are some guidelines to follow.

1. February 2, 2016
1
CHAMBERSBURG
SALES MEETING
Mobile
REsource
Handling
Multiple Offers
Real Estate
Licensing &
Registration Act

2. Tuesday, February 9, 2016
11:30 AM – 1:30 PM
West Shore Country Club
100 Brentwater Road
Camp Hill, PA 17011
2
HARRISBURG REGION AWARDS
LUNCHEON
to Kim

3.  Pennsylvania Association of REALTORS® endorses changes
 Legislation was introduced in the previous session but has not
yet been introduced in the 2015-16 session
3
REAL ESTATE LICENSING & REGISTRATION
ACT (RELRA) PROPOSED AMENDMENTS

4.  Proposed changes
 Increasing continuing education requirement from 14 hours to 18 hours every two
years
 Requiring 6 hours of continuing education be in a specific topic area
 Increasing pre-licensing education requirement from 60 hours to 90 hours
 Requiring 95% attendance rate at pre-licensing and continuing education courses
 Allow licensees to perform Brokers Price Opinions (BPO’s)
 Requiring all courses for a broker’s license to be completed within 5 years of
taking the exam
 Requiring all courses for a salesperson’s license to be completed within 3 years of
taking the exam
 Requiring a high school diploma for licensure as a real estate salesperson
4
REAL ESTATE LICENSING & REGISTRATION
ACT (RELRA) PROPOSED AMENDMENTS

5. 5
CONTINUING EDUCATION COURSE
 Selling Residential New
Construction – A Different Animal
 3.5 hours of PA CE
 Only 2 dates available and seating
is limited to 12 per class

6. 6
MARKET STATS YOU CAN USE

7. 7
HOW OFTEN DO HOMEOWNER’S MOVE?Median#ofYears
Sellers are now
getting back in
the game

8. 8
2015 RETURN ON INVESTMENT
Real Estate is
still an excellent
investment

9. 9
CUMULATIVE HOUSE APPRECIATION
BY 2020 *
* Home Price Expectation Survey Q1 2016
Even the
naysayers are
positive on real
estate

10. 10
AVERAGE DAYS TO CLOSE A LOAN
49
TRID is having
an impact

11. 11
MORTGAGE RATE PROJECTIONS
If a Buyer can buy
now - - - do it!

12. 12
DOT LOOP REMINDER/TIPS

13. 13
DOT LOOP REMINDER/TIPS
=
Loop is the same as a File Folder

14.  Reminder to turn in transactions
 When working with a Sale or Listing, do not
“Submit for Review” until it is a completed
transaction
 Reminder to “Submit for Review” when it is
a completed transaction
 Archive documents or folders that have
been replaced or are no longer valid
 Always send documents in PDF format – not
JPG format
14
DOT LOOP REMINDERS/TIPS

15.  Refrain from putting two transactions in
the same Loop
 When starting a transaction under a
buyer’s name, change the name of the file
to the property address when it goes under
agreement
 For in-house transactions, each agent
needs to start their own Loop
15
DOT LOOP REMINDERS/TIPS

16. 16
WHERE BUYER FOUND THE HOME
THEY PURCHASED *
2001
2015
* NAR 2015 Profile of Home Buyers and Sellers

17. 17
2015 HOMESALE.COM
ORIGINATION SOURCES
We have reached a
tipping point. More
people access us
through devices other
than desktops.

18. 18
MOBILE REsource

19.  An app personalized to you with your name and photo
 Your app includes all listings in your MLS(s)
 All leads go to YOU regardless of who the listing agent is
 Distribute the app via your own personalized text code and web
downloader page
 Your clients can share the app on social media and send
properties to friends and family all with your branding
 The App is compatible with iPhone, Android and tablets
including iPad
19
MOBILE REsource

20. 20
MOBILE REsource
Where do I find the Mobile REsource?

21. 21
MOBILE REsource

22. 22
MOBILE REsource
Main Menu Share App

23. 23
MOBILE REsource
Search View Contact

24. 24
MOBILE REsource
Promoting your app
Marketing REsource
Customized
eCard
Customized
Flyer

25. 25
MOBILE REsource
$99.99/year -or- $9.99/month

26. 26
HANDLING MULTIPLE OFFERS

27.  Caveats and Assumptions
 All competing offer situations are different
 Recommended guidelines
 This meeting will be from the Listing Agent’s perspective
 In the State of Pennsylvania, all agreements for the sale of real estate MUST be in
writing to be enforceable. Never present an oral agreement to your Seller.
27
HANDLING MULTIPLE OFFERS

28.  Prior to Presentation
 Never discuss terms with Seller on the phone or with an e-mail
 Never discuss terms of competing agreements with Co-op agents
 Inform all Co-op agents when the presentation will take place and how many
offers are being presented
 Allow Co-op agents to adjust their offer (in writing) prior to presentation
 Co-op agents may be allowed to present their own offer (with the Seller’s
permission) as long as they know the rules
28
HANDLING MULTIPLE OFFERS

29.  Co-op Presentation Rules
 Inform co-op agent where and when the presentation is to take place
 Inform co-op agent that they will have ____ minutes to make their presentation
 You will be present during the entire presentation
 Co-op agent will be allowed to do the following:
- Provide background on buyer
- Present the major terms of the agreement
- Answer questions
 Following co-op agent presentation,
instruct co-op agent to leave the location
29
HANDLING MULTIPLE OFFERS

30.  If One of the Agreements is Yours
 Inform all Co-op agents that one of the competing agreements is yours
 Instruct all Co-op agents to refrain from discussing the terms of their agreements
with you
 Inform all Co-op agents that your Broker/Manager will be making the
presentation and all communication should be through them
30
HANDLING MULTIPLE OFFERS

31.  The Presentation
 Competing agreements should be presented in the order in which they were
received
 The Seller has multiple options. Make sure they are aware what they are:
- Accept one agreement and reject all others
- Counter all agreements
- Counter one or some agreements and reject one or some agreements
- Reject all agreements
 Anytime there is a counter, ask the Seller,
“Are you OK if we never see this offer again?”
Remember – counter offers void all previous
offers.
31
HANDLING MULTIPLE OFFERS

32.  Countering Agreements
 NEVER have your Seller sign an agreement until all the terms are agreed upon
 Counter using one of two methods:
- Change terms in writing and initial changes
- Convey terms to co-op agent in memo form
 Use this language when communicating back to co-op agent: “My seller will
reconsider your agreement with the following terms: _____________”
 Inform all competing co-op agents how many agreements are still in play and
when you will be re-presenting offers
32
HANDLING MULTIPLE OFFERS

33.  Acceptance
 Most co-op agents will want to know why their agreement was not accepted.
Never reveal terms of the acceptable agreement. Use the following language:
“My seller decided to accept another offer that they felt had better terms.”
33
HANDLING MULTIPLE OFFERS

34. 34
WANTS & NEEDS

35. ABOUT THE PRESENTER
Tom Blefko is a real estate broker with over thirty
years experience in all facets of the residential and
commercial real estate industry including sales,
leasing, office management, property management,
development, construction, and training.
Contact Information: Tom Blefko
Associate Broker
Berkshire Hathaway
Homesale Realty
Office: (717) 267-3222
Cell: (717) 587-6600
E-Mail: TBlefko@Homesale.com