The North Pointe Office of Berkshire Hathaway HomeServices Homesale Realty's sales meeting covering the following topics: 1. FHA guidelines, 2. Pros and cons of solar panels, 3. The Great Convergence in the insurance industry, 4. How to submit a HUD offer, 5. The rise of Homes.com, 6. Homesale Center has moved to the RESource Center, 7. The use of SOCI in your social media posts, 8. Working in a Changing Market.

1. North Pointe Sales Meeting
Working in a
Changing Market
How to keep your sanity when those
around you are losing it
1
November 7, 2023

2. Homesale Complete Services
2
Dan Ranck
Cell: (717) 271-2400
NMLS # 140989
James Ream
Cell: (484) 824-3630
NMLS # 1598468
4.96 / 5
2022 Average
Survey Score

3. Why a Government Loan May be Best For a
“Good” Borrower
• Mortgage Insurance
 FHA & USDA both have standard MI rates for everyone
 VA does not have any type of monthly MI
 Conv MI rates vary based on LTV, credit score, number of
borrowers, location, property type and DTI
 Due to these factors, the government program rates are often
lower for the average first time home buyer
 The average life of a mortgage is 7-8 years, due to refinancing or
selling. Most higher LTV Conventional loans do not benefit from
their MI going away in this time frames
3

4. Why a Government Loan May be Best For a
“Good” Borrower
Example: $250,000 home purchase, for a single borrower with a
680 credit score
4
$176.39 in monthly savings with FHA instead of Conventional
-OR-
Borrower could afford a house that is $25,000 more
FHA Monthly MI
$110.57
Conv Monthly MI
$286.96

5. Why a Government Loan May be Best For a
“Good” Borrower
• Higher Debt-to-Income (DTI) Limits
 FHA and VA both allow DTI’s of up to 55%
 When might this be a great option:
o They already own a home and want to buy
before they sell (no current FHA loan)
o Not all of their income sources are able to be
used at this time
o Conv loans are usually limited to a DTI of
about 45%, so a borrower could qualify for a
larger purchase price using FHA
5

6. Why a Government Loan May be Best For a
“Good” Borrower
• Past Credit Issues
 Conventional loans have the
strictest and longest timeframes
for past credit issues such as
Foreclosure, Short Sale and
Bankruptcy
 A government loan is the best
option to get your buyer in a
home sooner
6

7. But What About the Appraisal?
• If a property is in decent condition
and/or built within the past forty
years, this shouldn’t be a concern
• Options exist such as switching to a
Conventional Loan (if applicable) or
doing a 203K Renovation Loan
7

8. Homesale Complete Services
8
Sarah Tompos
(717) 587-7666
stompos@homesale.com
Alexis Mull
amull@homesale.com

9. 9

10. 10

11. 11

12. Homesale Complete Services
12
James White
(717) 575-4014
JamesWhite@homesale.com

13. 13

14. 14

15. 15

16. 16

17. October Peak Performers
17

18. October Peak Performers
18

19. October Peak Performers
19

20. BHHS Franchise Awards – 3rd Quarter 2023
20

21. 21
Bulk Registration Cost: $450
Social Registration Cost: $450

22. Agent Services NEW WEBSITE
22
HomesaleAgentServices.com

23. Submitting a HUD Offer
• www.HUDHomestore.com and
search properties
• Click the ‘HUD Registered Bidder’ tab
in the lower right-hand corner and
follow the instructions
• NAID #: WSTGOI2133
• For any questions please contact
Katharine Marion: kmarion@homesale.com
Phone: 717-572-4876
23

24. • Updated its consumer-facing website to provide
more of what consumers want
• Goal: To generate more engagement & touch
points on their site -and- it’s paying off
• Homes.com lead looks like this
24
Make sure you don’t miss
any leads from Homes.com
Add noreply@homes.com to
your contacts
https://drive.google.com/file/d/1INllOjUUwGpQQ1Me-EkRCfZyHaBdjW2T/view

25. Top Real Estate Property Portals (Sept. 2023)
25
0
50
100
150
200
250
Zillow Homes.com Realtor.com Redfin
226
100
74
52
Unique
Visitors
(millions)
Source: Businesswire.com & Zillow

26. HomesaleCenter.com has a NEW Home
26
• You can now find Homesale
Center in the BHHS Resource
Center
• Log-in through your Homesale
Google account
• Old platform is still available
at previous URL for a limited
time

27. Use SOCi to Auto-post Your NEW Listings
27
• Manage content on
Facebook Business Page,
Instagram Business Account,
Google Business Page, LinkedIn, & Twitter
• New Feature - Toggle on the slider to activate
the New Listings Auto Poster
NOTE: Social Media Connector defaulted to OFF on
November 6th to avoid duplicate postings

28. November Training Sessions
28
• Run Your Business Like a CEO – Thursday, November 16th (10:00-11:00 AM)
Learn how to structure your finances, prepare for tax season and plan for your
future with Alex Abbenante from Dergalis Associates
Click to Register: https://homesale.zoom.us/meeting/register/tZ0qcu6trj4tGdaSUZgoIh6fG6vGJKLiNyFW#/registration
• Short Sales & Foreclosures – Thursday, November 9th (2:30-3:30 PM)
Click to Register: https://homesale.zoom.us/meeting/register/tZUtc-6grj8iHtNH7v3bdcizTAoT80W9oOjb
• New Builds – Thursday, November 16th (2:30-3:30 PM)
Click to Register: https://homesale.zoom.us/meeting/register/tZ0qceyvrjItE9d_jtMOnfhL_GBInATCRKNb
• Understanding Your Clients – Thursday, November 30th (2:30-3:30 PM)
Click to Register: https://homesale.zoom.us/meeting/register/tZUtc-6grj8iHtNH7v3bdcizTAoT80W9oOjb
NOTE: Prior to taking this class, attendee should take the DISC Assessment.
Click here to access DISC Assessment: https://profiles.innermetrix.com/VO/3470a4ea/

29. Nationwide Industrial Vacancy Rates
29
SOURCE:
Only 8 out of 75 geographic areas
have vacancy rates under 2% - - -
and Pennsylvania has 3 of them

30. Agency in Pennsylvania
30

31. Working in a Changing
Market
How to keep your sanity when those
around you are losing it

32. We Have to Start Controlling the Narrative
by Understanding What is Going on in 2024 and Beyond
32
11/07/2023

33. Average 30-year Fixed Interest Rate (5 years)
33
11/07/2023
3.94%
3.11% 2.96%
5.34%
6.76%
6.14%
2019 2020 2021 2022 2023 2024
(Projected)
Freddie Mac Average of Fannie Mae, MBA and NAR
Record low interest rates were a
once in a 50-year occurrence. Get
used to the new normal.

34. Average 30-year Fixed Interest Rate (50 years)
34
11/07/2023
8.86%
12.70%
8.12%
6.27%
4.09%
7.76%
1970s 1980s 1990s 2000s 2010s
SOURCE: Freddie Mac
11/06/2023
Today’s interest rate is lower than what
occurred in the 70’s, 80’s and 90’s

35. Current Loans w/Mortgage Rate at Time of Origination
35
11/07/2023
SOURCE: FHFA
 3% 3.01-4% 4.01-5% 5.01-6%  6%
44.7%
26.0%
20.3%
5.3% 3.7%
At least 97% of the sellers with an
existing mortgage in the market
today have an interest rate that is
lower than today’s current rate of
7.76%

36. Percent Equity in Residence
36
11/07/2023
38.7%
30.0%
20.8%
8.6%
1.72% 0.12%
Own FREE and Clear At Least 50% Equity 30-50% Equity
10-30% Equity 0-10% Equity Negative Equity
SOURCE: FHFA, Census, Attom
2/3’s of homeowners have
more than 50% equity
in their homes

37. U.S. Properties with Foreclosure Filings (Quarterly)
37
200,000
150,000
100,000
50,000
0
11/07/2023
27,016
124,539
SOURCE:
HEADLINE: Foreclosure filings
have gone up 461% in three years

38. U.S. Properties with Foreclosure Filings (Quarterly)
38
11/07/2023
100,000
200,000
300,000
400,000
500,000
600,000
700,000
800,000
900,000
1,000,000
0
SOURCE:
Foreclosures are 720% less than
what they were during the market
crash of 2008-2011

39. Foreclosures
in Pennsylvania
(January – June 2023)
39
11/07/2023
• .12% of all housing units
have filed for foreclosure
• 1 in every 810 housing
units have filed for foreclosure
SOURCE:

40. 1. Manage Your Time and Energy
40
11/07/2023

41. 1. Manage Your Time and Energy
• You are your most valuable asset – continually upgrade yourself and
you will become indispensable
• Learn to time block
• Important to take time for yourself
41
11/07/2023

42. 2. Get Used to Moving at the Speed of Unknown
42
11/07/2023

43. 2. Get Used to Moving at the Speed of Unknown
• More change will occur in this industry over the next five years
than we have experienced over the last twenty-five years
• Technology and Artificial Intelligence Tools will revolutionize how
we do business – Chat GPT, Virtual Showings, CubiCasa
• Changes in the industry are coming – lawsuits, commissions,
agency, Associations, MLS’s
43
11/07/2023

44. 3. Build Trust and Nurture Connections
44
11/07/2023

45. 3. Build Trust and Nurture Connections
• Learn from others in the industry - collaborate
• Network to stay in front of people
• Stay in touch
• Over the next two years, there are going to be 7 million new babies,
3 million marriages and 50 million job switches . . . our work of
human connections happens around these moments
45
11/07/2023

46. 4. Improve Your Community
46
11/07/2023

47. 4. Improve Your Community
• The more you give within your community, the more you will get
back
• Volunteer or raise money for something that has impact for you
• Shift your perspective from ‘Houses to Humans’
47
11/07/2023

48. 48
11/07/2023
The Pessimist complains
about the wind.
The Optimist expects it
to change.
The Leader adjusts
the sails.
- John Maxwell

49. 49
Tom Blefko
Director of Operations
North Pointe Office
Associate Broker, REALTOR®
Office: (717) 560-9100
Cell: (717) 587-6600
Email: tblefko@homesale.com
• 2022 Distinguished Service Award
• 2021 REALTOR® of the Year
• 2021 President
• 2009 Volunteer of the Year
Presenter Contact Information