The document summarizes key points from a sales meeting for Homesale Realty real estate agents. It introduces new home warranty benefits and products. It also discusses upcoming changes like shorter listing timelines and requirements to start home showings immediately. The document reviews measuring home square footage accurately according to new standards. Finally, it provides tips for agents on addressing buyer objections when they want to back out of a home purchase.

1. YOUR WORLD. UNDER ONE ROOF.
What to Say to
Buyers When
They Want to
Bail?
North Pointe Sales Meeting
June 7, 2022
1

2. YOUR WORLD. UNDER ONE ROOF.
2
Sarah Tompos
(717) 587-7666
stompos@homesale.com
Sheri Kelly
(717) 669-2065
skelly@homesale.com
OUR HOMESALE COMPLETE SERVICES

3. YOUR WORLD. UNDER ONE ROOF.
3
OUR HOMESALE COMPLETE SERVICES
Dan Ranck
(717) 271-2400
NMLS # 140989
James Ream
(717) 286-9703
NMLS # 1598468

4. YOUR WORLD. UNDER ONE ROOF.
4
James White
(717) 575-4014
JamesWhite@homesale.com
OUR HOMESALE COMPLETE SERVICES

5. YOUR WORLD. UNDER ONE ROOF.
5
HOME WARRANTY
Desmond George
Cell: (267) 303-7225
Email: degeorge@cinchhs.com
Changes and enhanced product are
coming on June 13th

6. YOUR WORLD. UNDER ONE ROOF.
6
HOME WARRANTY
KEY BENEFITS
• No SF limitations
• 180-day guarantee
• No age restrictions
• $100 HVAC maintenance
discounts
• Appliance discounts
• $25 filter credit
• Emergency lodging
reimbursement
PLANS NOW INCLUDE:
Appliances
• Standalone ice maker
• Built-in food center
• Built-in kitchen grills
• Water supply lines to ice maker
• Doors and door seals
• Cables, glass, filters
• Racks, rollers, knobs, handles
• Touch pad assemblies
• $3,000 individual appliance cap
Electrical
• Light fixtures
A/C and Heating
• Registers and grills
• Condensate lines
• Concrete-encased ductwork ($1K limit)
Plumbing
• Faucets
• Showerheads
• Exterior hose bibs
• Concrete-encased plumbing ($1K limit)
• Water heater expansion tanks

7. YOUR WORLD. UNDER ONE ROOF.
7
HOME WARRANTY
New brochures
coming soon

8. YOUR WORLD. UNDER ONE ROOF.
8
BRIGHT UPDATES (EFFECTIVE JULY 1, 2022)
1. All timeframes will now be ‘calendar’
days instead of ‘business’ days

9. YOUR WORLD. UNDER ONE ROOF.
9
BRIGHT UPDATES (EFFECTIVE JULY 1, 2022)
2. Deadline to submit listings or
changes to listings is being reduced
to two calendar days

10. YOUR WORLD. UNDER ONE ROOF.
10
BRIGHT UPDATES (EFFECTIVE JULY 1, 2022)
3. Showings need to start the day the
listing goes into the MLS – no more
holding off for a couple of days

11. YOUR WORLD. UNDER ONE ROOF.
11
TeamHomesale is now Homesale DRIVE
• Login to your Google account
• Click the in the upper
right hand corner
• Click on the icon
• Click ‘Shared Drives’
• Click ‘Homesale Agents’

12. YOUR WORLD. UNDER ONE ROOF.
• Access content through the
Google Drive app
• Tremendous search
functionality
• Homesale Support:
o Google chat
o Email:
Support@Homesale.com
o Call: (717) 286-9914
12
TeamHomesale is now Homesale DRIVE

13. YOUR WORLD. UNDER ONE ROOF.
13
BHHS’ REsource Center
Chrissy Colonna

14. YOUR WORLD. UNDER ONE ROOF.
14
*NEW* Brochures
Target: Consumer

15. YOUR WORLD. UNDER ONE ROOF.
15
*NEW* Brochures
Target: Buyers & Sellers

16. YOUR WORLD. UNDER ONE ROOF.
16
*NEW* Brochures
Target: Buyers

17. YOUR WORLD. UNDER ONE ROOF.
17
HOMESALE ESCROW ACCOUNT
• Link provided in Homesale Center is ONLY for:
North Pointe Quarryville
• Alternative link available for:
Centerville Ephrata
Mt. Joy Elizabethtown

18. YOUR WORLD. UNDER ONE ROOF.
• Submitting deposits in a timely manner is
becoming an issue
• The deposit submission date is a term in the
agreement of sale – NEGOTIATE IT
o Change term for deposit submission from the
standard five days to one
• Utilize
18
DEPOSITS

19. YOUR WORLD. UNDER ONE ROOF.
19
HOME WARRANTY
New brochures
coming soon
MEASURING SQUARE FOOTAGE CHANGES *
* American National Standards Institute (ANSI)

20. YOUR WORLD. UNDER ONE ROOF.
20
MEASURING SQUARE FOOTAGE CHANGES
GARAGE
LAUNDRY
KITCHEN
DINING
ENTRY
ROOF ABOVE
COVERED PATIO
(Not counted)
W
D
REF
UP
DN
UNDER
STAIR
STORAGE
LIVING
ROOM
FIREPLACE
WINDOW
(Extends to floor)

21. YOUR WORLD. UNDER ONE ROOF.
21
MEASURING SQUARE FOOTAGE CHANGES
WINDOW
(Does not extend
to floor)
BEDROOM
BATH
CLOSET
ROOF BELOW
BATH
CLOSET
CHIMNEY
BEDROOM
DN
OPENING TO
LIVING BELOW
OPENING
(Not counted)
FLOOR WITH
SHELF ABOVE

22. YOUR WORLD. UNDER ONE ROOF.
22
MEASURING SQUARE FOOTAGE CHANGES
NOTE: If you can’t use the square footage in a room, you
can’t use the room in the total room count

23. YOUR WORLD. UNDER ONE ROOF.
23
MEASURING SQUARE FOOTAGE CHANGES
NOTE: You could have an entire first floor’s SF not count
because a small portion is below grade

24. YOUR WORLD. UNDER ONE ROOF.
24
MEASURING SQUARE FOOTAGE CHANGES
Key points to keep in mind:
• Only for Fannie Mae and Freddie Mac
appraisals – FHA and VA are excluded (for now)
• Public records and assessments do not use
ANSI standards

25. YOUR WORLD. UNDER ONE ROOF.
25
MEASURING SQUARE FOOTAGE CHANGES
Key points to keep in mind:
• Detached in-law quarters are not included in
square footage totals

26. YOUR WORLD. UNDER ONE ROOF.
26
MEASURING SQUARE FOOTAGE CHANGES
Key points to keep in mind:
• Finished areas above detached garages are
not included in square footage totals

27. YOUR WORLD. UNDER ONE ROOF.
27
MEASURING SQUARE FOOTAGE CHANGES
What you should do as a Listing Agent:
• Clearly document in the MLS the source of
the square footage figure used
• There may be a wide discrepancy in square
footage of new construction – talk to your
builder

28. YOUR WORLD. UNDER ONE ROOF.
28
MEASURING SQUARE FOOTAGE CHANGES
What you should do as a Buyer Agent:
• Explain to your client that the SF listed in the
MLS and Public Records may be different
than what ends up in the Appraisal
• There may be a wide discrepancy in square
footage of new construction – talk to your
buyer

29. YOUR WORLD. UNDER ONE ROOF.
29
WHAT TO DO IF YOU WANT TO CHALLENGE
WHAT IS IN THE APPRAISAL?

30. YOUR WORLD. UNDER ONE ROOF.
30
What to Say
to Buyers
when They
Want to Bail?

31. YOUR WORLD. UNDER ONE ROOF.
31
SIGNS OF A CHANGING MARKET
• Marketing time on the rise
• Three offers versus twenty
• Price reductions
FEAR CREEPS IN

32. YOUR WORLD. UNDER ONE ROOF.
32
OBJECTION: I’m going to
wait for interest rates to go
back down.
Share some history - - -
• 2006-2008 the Fed cut
interest rates to help
economy (cut to 5½%)
• 2020 COVID-19 hit (cut to
2½%)

33. YOUR WORLD. UNDER ONE ROOF.
33
50-YEAR HISTORY OF INTEREST RATES

34. YOUR WORLD. UNDER ONE ROOF.
34
OBJECTION: I’m going to wait for prices to
come down.
It’s all about Supply & Demand - - -

35. YOUR WORLD. UNDER ONE ROOF.
35
And waiting on the sidelines overlooks the fact that
homeownership is, for most people, the single
largest contributor to their wealth
April 2019
$200,250
April 2022
$280,000
Median Price in
Lancaster County
39.8% $79,750

36. YOUR WORLD. UNDER ONE ROOF.
36
Even if prices do decline or at least slow down, it’s
still all about the monthly payment
Mortgage
$266,000*
Interest Rate
5.25%
Term
30 years
Monthly Payment
$1,469
Mortgage
$260,680*
Interest Rate
5.50%
Term
30 years
Monthly Payment
$1,480
Assumption: Prices drop 2% from $280,000
Mortgage
$260,680*
Interest Rate
5.75%
Term
30 years
Monthly Payment
$1,521
* 5% down payment

37. YOUR WORLD. UNDER ONE ROOF.
37
OBJECTION: I think I’m going to sit tight in my
apartment for a little while longer.

38. YOUR WORLD. UNDER ONE ROOF.
38
OBJECTION: I think I’m going to sit tight in my
apartment for a little while longer.

39. YOUR WORLD. UNDER ONE ROOF.
39
OBJECTION: I can’t afford to buy the home
that I want.

40. YOUR WORLD. UNDER ONE ROOF.
40
It takes half your life
before you discover life is
a do-it-yourself project.
- Napoleon Hill
40

41. YOUR WORLD. UNDER ONE ROOF.
41
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
PRESENTER CONTACT INFO