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Improvise, Adapt,
Overcome
North Pointe Sales Meeting
Tuesday, May 14, 2024 @ 9:30 AM
May 14, 2024 2
May 14, 2024 3
May 14, 2024 4
May 14, 2024 5
May 14, 2024 6
May 14, 2024 7
May 14, 2024 8
May 14, 2024 9
May 14, 2024 10
May 14, 2024 11
May 14, 2024 12
May 14, 2024 13
Know the Code
Speech - - - Violation of the
NAR Code of Ethics or
protected under the U.S.
Constitution - - - or BOTH?
May 14, 2024 14
Know the Code
REALTOR® A was a preacher in his local church and stated
before a group of congregants, “Lesbians and
Homosexuals are murderers according to the scriptures!”
One of the congregants filed an ethics complaint against
REALTOR® A alleging this statement violated NAR’s Code
of Ethics. REALTOR® A testified at the Local Association’s
Ethics Hearing that his statement was based on his
interpretation of Biblical scriptures and that his teachings
were designed to help his congregants understand the
true teachings of God and his speech was protected
under the U.S. Constitution.
Did REALTOR® A violate the Code of Ethics?
May 14, 2024 15
Know the Code
VIOLATION
The Hearing Panel found that REALTOR® A violated Article 10, noting that the
complainant’s testimony had provided clear, strong and convincing proof that his
statement was “intended to insult, offend or intimidate,” and that it was
“disparaging or abusive.” The Panel further found that the speech was based on
one of the protected classes under Article 10, sexual orientation.
May 14, 2024 16
Real Estate’s Hot Chaos Summer
May 14, 2024 17
THE DOSE
2024 BHHS Real Estate Report
May 14, 2024 18
• Tight Inventory Makes for a Rebalanced Market
• 5 Things Sellers and Buyers Need to Know Right Now
• Which Remodels Will – and Won’t – Pay for Themselves
• Negotiating in Any Economy: A Guide for Buyers and Sellers
• Generational Effects on the Real Estate Market
• Riding the Waves: Lessons From Lifelong Real Estate Agents
Available on
May 14, 2024 19
Improvise,
Adapt,
Overcome
Store that Failed to Adapt
May 14, 2024 20
• It was too late to the web
• It was too late to eBooks
• It opened too many stores
• It had too much debt
• It overinvested in music
Product that Changed to Survive
• How much is used in baking?
 Maybe a pinch
• How long would the typical box last?
 Years
• How did Arm & Hammer change the way
we think about baking soda?
 Place a box in refrigerator
 Place a box in refrigerator with a date then
empty down drain
May 14, 2024 21
BAKING SODA
Product that Changed to Survive
Products that A&H makes today:
May 14, 2024 22
BAKING SODA
Service that Changed to Survive
May 14, 2024 23
• Who was their main client?
 Attorneys
• What shattered their model of
documents being shipped
overnight?
 The fax machine
• How did they reinvent themselves?
 They embraced the internet
 Started to ship packages
May 14, 2024 24
The Future of
the Real Estate
Business
May 14, 2024 25
Coach Linda Kreiser
Lower Dauphin Field Hockey
Coach
Coach Linda Kreiser by the Numbers
45 years as head coach of Lower Dauphin High
School field hockey (retired in 2023)
• Record: 876-124-44 (winning percentage 84%)
• PIAA District 3 titles: 16
• PIAA State Final Appearances: 10
• PIAA State Titles: 7
• College Recruits: 250
May 14, 2024 26
• Lower Dauphin High School Commencement speaker (1994)
• National Field Hockey Coach’s Hall of Fame inductee (2004)
• USA Field Hockey Hall of Fame inductee (2014)
• Twelve girls were recruited to play NCAA field hockey off of the 2019 team
• Millersville University record for field hockey goals: 51 (1973-1976)
In the Beginning . . .
May 14, 2024 27
• Took over in 1978 as
Lower Dauphin Field
Hockey head coach at
AGE 25
• Child of a INTERRACIAL
RELATIONSHIP
• Extreme INTROVERT and
avoids the spotlight
• Openly GAY
Success Didn’t Happen Overnight
May 14, 2024 28
It took FOUR years for Kreiser to win
a district game and FIFTEEN years to
earn her first state title
4 15
How did she do it?
1. Be Authentic and Stay True to Yourself
May 14, 2024 29
Watch any sports’ team at any level and chances are this is what
you’ll see on a consistent basis on the sidelines . . .
1. Be Authentic and Stay True to Yourself
May 14, 2024 30
. . . and then there’s Linda
Her positive energy was contagious . . .
with players, parents, referees, and fans
1. Be Authentic and Stay True to Yourself
May 14, 2024 31
- Takeaways -
• Don’t try to be someone you’re
not – people see through ‘FAKE’
• Be honest with the people you
work with
• Play to your strengths –
minimize your weaknesses
2. Have Fun at What You Do
May 14, 2024 32
Weekly pasta parties Travel goody bags
2. Have Fun at What You Do
May 14, 2024 33
- Takeaways -
• Don’t take yourself too seriously
• Let your enthusiasm show – it
will get you through the tough
times
3. Create a Community
May 14, 2024 34
Linda had to create something
more than the facility
3. Create a Community
May 14, 2024 35
Bring new and older generations together
Cost = $0
3. Create a Community
May 14, 2024 36
The mayor of Hummelstown was the PA announcer at all home games
Cost = $0
3. Create a Community
May 14, 2024 37
The local fire department gives the team a ride through town on a fire
engine after all district and state title games
Cost = $0
3. Create a Community
May 14, 2024 38
Involve the parents in a pre-season field hockey game
Cost = $0
3. Create a Community
May 14, 2024 39
- Takeaways -
• Build on what you have – not on what you don’t have
• Invest time and nurture the people you already know
4. Just S.I.T. (Stay in Touch)
May 14, 2024 40
Dear Amber,
Congratulations on
earning your nursing
degree. I remember you
telling me about your
plans to go to Pitt and
become a nurse. I
remember thinking you
would be a terrific nurse
(and now you are). Best
4. Just S.I.T. (Stay in Touch)
May 14, 2024 41
- TAKEAWAYS -
• Constantly reach out to
those in your past
• Show genuine interest
• Create raving fans
May 14, 2024 42
2011 Japanese Earthquake and Tsunami
May 14, 2024 43
2011 Japanese Earthquake and Tsunami
May 14, 2024 44
• Over 15,000 perished in the natural disaster
• Magnitude 9 earthquake that lasted six minutes
• The earthquake shifted the earth on it’s axis and shortened
the length of a day by a microsecond
• The Pacific Plate slid westward near the epicenter by 79 feet
Linda’s Mom was at ground zero
5. Give More Than You Receive
May 14, 2024 45
Because of her selfless
giving over the years, the
entire community raised
tens of thousands of
dollars to aid in the
Japanese relief efforts
5. Give More Than You Receive
May 14, 2024 46
May 14, 2024 47
How you deal with adversity will shape your life.
May 14, 2024 48
The illiterate of the 21st century will not be those
who cannot read and write, but those who cannot
learn, unlearn, and relearn.
Alvin Toffler
American Writer and Futurist

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Improvise, Adapt, Overcome - Sales Meeting, May '24

  • 1. Improvise, Adapt, Overcome North Pointe Sales Meeting Tuesday, May 14, 2024 @ 9:30 AM
  • 14. Know the Code Speech - - - Violation of the NAR Code of Ethics or protected under the U.S. Constitution - - - or BOTH? May 14, 2024 14
  • 15. Know the Code REALTOR® A was a preacher in his local church and stated before a group of congregants, “Lesbians and Homosexuals are murderers according to the scriptures!” One of the congregants filed an ethics complaint against REALTOR® A alleging this statement violated NAR’s Code of Ethics. REALTOR® A testified at the Local Association’s Ethics Hearing that his statement was based on his interpretation of Biblical scriptures and that his teachings were designed to help his congregants understand the true teachings of God and his speech was protected under the U.S. Constitution. Did REALTOR® A violate the Code of Ethics? May 14, 2024 15
  • 16. Know the Code VIOLATION The Hearing Panel found that REALTOR® A violated Article 10, noting that the complainant’s testimony had provided clear, strong and convincing proof that his statement was “intended to insult, offend or intimidate,” and that it was “disparaging or abusive.” The Panel further found that the speech was based on one of the protected classes under Article 10, sexual orientation. May 14, 2024 16
  • 17. Real Estate’s Hot Chaos Summer May 14, 2024 17 THE DOSE
  • 18. 2024 BHHS Real Estate Report May 14, 2024 18 • Tight Inventory Makes for a Rebalanced Market • 5 Things Sellers and Buyers Need to Know Right Now • Which Remodels Will – and Won’t – Pay for Themselves • Negotiating in Any Economy: A Guide for Buyers and Sellers • Generational Effects on the Real Estate Market • Riding the Waves: Lessons From Lifelong Real Estate Agents Available on
  • 19. May 14, 2024 19 Improvise, Adapt, Overcome
  • 20. Store that Failed to Adapt May 14, 2024 20 • It was too late to the web • It was too late to eBooks • It opened too many stores • It had too much debt • It overinvested in music
  • 21. Product that Changed to Survive • How much is used in baking?  Maybe a pinch • How long would the typical box last?  Years • How did Arm & Hammer change the way we think about baking soda?  Place a box in refrigerator  Place a box in refrigerator with a date then empty down drain May 14, 2024 21 BAKING SODA
  • 22. Product that Changed to Survive Products that A&H makes today: May 14, 2024 22 BAKING SODA
  • 23. Service that Changed to Survive May 14, 2024 23 • Who was their main client?  Attorneys • What shattered their model of documents being shipped overnight?  The fax machine • How did they reinvent themselves?  They embraced the internet  Started to ship packages
  • 24. May 14, 2024 24 The Future of the Real Estate Business
  • 25. May 14, 2024 25 Coach Linda Kreiser Lower Dauphin Field Hockey Coach
  • 26. Coach Linda Kreiser by the Numbers 45 years as head coach of Lower Dauphin High School field hockey (retired in 2023) • Record: 876-124-44 (winning percentage 84%) • PIAA District 3 titles: 16 • PIAA State Final Appearances: 10 • PIAA State Titles: 7 • College Recruits: 250 May 14, 2024 26 • Lower Dauphin High School Commencement speaker (1994) • National Field Hockey Coach’s Hall of Fame inductee (2004) • USA Field Hockey Hall of Fame inductee (2014) • Twelve girls were recruited to play NCAA field hockey off of the 2019 team • Millersville University record for field hockey goals: 51 (1973-1976)
  • 27. In the Beginning . . . May 14, 2024 27 • Took over in 1978 as Lower Dauphin Field Hockey head coach at AGE 25 • Child of a INTERRACIAL RELATIONSHIP • Extreme INTROVERT and avoids the spotlight • Openly GAY
  • 28. Success Didn’t Happen Overnight May 14, 2024 28 It took FOUR years for Kreiser to win a district game and FIFTEEN years to earn her first state title 4 15 How did she do it?
  • 29. 1. Be Authentic and Stay True to Yourself May 14, 2024 29 Watch any sports’ team at any level and chances are this is what you’ll see on a consistent basis on the sidelines . . .
  • 30. 1. Be Authentic and Stay True to Yourself May 14, 2024 30 . . . and then there’s Linda Her positive energy was contagious . . . with players, parents, referees, and fans
  • 31. 1. Be Authentic and Stay True to Yourself May 14, 2024 31 - Takeaways - • Don’t try to be someone you’re not – people see through ‘FAKE’ • Be honest with the people you work with • Play to your strengths – minimize your weaknesses
  • 32. 2. Have Fun at What You Do May 14, 2024 32 Weekly pasta parties Travel goody bags
  • 33. 2. Have Fun at What You Do May 14, 2024 33 - Takeaways - • Don’t take yourself too seriously • Let your enthusiasm show – it will get you through the tough times
  • 34. 3. Create a Community May 14, 2024 34 Linda had to create something more than the facility
  • 35. 3. Create a Community May 14, 2024 35 Bring new and older generations together Cost = $0
  • 36. 3. Create a Community May 14, 2024 36 The mayor of Hummelstown was the PA announcer at all home games Cost = $0
  • 37. 3. Create a Community May 14, 2024 37 The local fire department gives the team a ride through town on a fire engine after all district and state title games Cost = $0
  • 38. 3. Create a Community May 14, 2024 38 Involve the parents in a pre-season field hockey game Cost = $0
  • 39. 3. Create a Community May 14, 2024 39 - Takeaways - • Build on what you have – not on what you don’t have • Invest time and nurture the people you already know
  • 40. 4. Just S.I.T. (Stay in Touch) May 14, 2024 40 Dear Amber, Congratulations on earning your nursing degree. I remember you telling me about your plans to go to Pitt and become a nurse. I remember thinking you would be a terrific nurse (and now you are). Best
  • 41. 4. Just S.I.T. (Stay in Touch) May 14, 2024 41 - TAKEAWAYS - • Constantly reach out to those in your past • Show genuine interest • Create raving fans
  • 43. 2011 Japanese Earthquake and Tsunami May 14, 2024 43
  • 44. 2011 Japanese Earthquake and Tsunami May 14, 2024 44 • Over 15,000 perished in the natural disaster • Magnitude 9 earthquake that lasted six minutes • The earthquake shifted the earth on it’s axis and shortened the length of a day by a microsecond • The Pacific Plate slid westward near the epicenter by 79 feet Linda’s Mom was at ground zero
  • 45. 5. Give More Than You Receive May 14, 2024 45 Because of her selfless giving over the years, the entire community raised tens of thousands of dollars to aid in the Japanese relief efforts
  • 46. 5. Give More Than You Receive May 14, 2024 46
  • 47. May 14, 2024 47 How you deal with adversity will shape your life.
  • 48. May 14, 2024 48 The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn. Alvin Toffler American Writer and Futurist