The North Pointe Office Sales Meeting of Berkshire Hathaway HomeServices Homesale Realty covering the following topics: 1. Homebuyer assistance programs presented by Homesale Mortgage, 2. The importance of Life Insurance presented by Homesale Insurance, 3. Personal Bio and Resume templates now available, 4. Market Activity Templates now available, 5. Attom Neighborhood Navigator, 6. Explaining Your Value as a Buyer's Agent.

1. North Pointe Sales Meeting
Explaining Your
Value as a Buyer’s
Agent
1
August 8, 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. Homesale Complete Services
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Provides eligible homebuyers with 100% FHA financing
through a 10-year, repayable second mortgage

4. Homesale Complete Services
4
Eligibility:
• NO First-Time Homebuyer requirement
• NO household income limits
• Flexible DTI requirement
• Homebuyer education required
* Additional restrictions and guidelines apply

5. Homesale Complete Services
5
Terms:
• Offers 1st FHA loan with a Down Payment
Assistance (DPA) 2nd loan for 3.5% of the sales
price or appraised value
• Two flexible options for the 2nd loan:
o Interest-free and no monthly payments.
Forgivable after 10 years; must still be
owner-occupied
o Amortized for 10 years
• Funds can be used for down payment and
closing costs
• Available for FHA loans – loan limits apply
* Additional restrictions and guidelines apply

6. Homesale Complete Services
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Provides qualified low- and moderate-income borrowers with
up to $1,500 in down payment and closing cost assistance

7. Homesale Complete Services
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Eligibility:
• Must qualify for a Freddie Mac
Home Possible® mortgage – starting
at 3% down
• Homebuyer Counseling required.
Additional fee applies
• Income limits apply. Some
geographical restrictions may apply.
* Additional restrictions and guidelines apply

8. Homesale Complete Services
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Terms:
• Assistance amount based on area median
income (AMI) requirements:
o $1,500 for borrower(s) whose qualifying
income is  50% of the county AMI.
o $500 for borrower(s) whose qualifying income
is  50% and  80% of the county AMI
• Funds can be applied to down payment,
closing costs, or permanently buying down
the note rate
• For purchase transactions on primary
residences only
* Additional restrictions and guidelines apply

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

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

11. Homesale Complete Services
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Life Insurance
No two individuals or businesses
share the same goals and there is no
one size fits all solution when it
comes to life insurance

12. Homesale Complete Services
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Life Insurance Policy Audits
• An annual policy audit is a critical
component to your financial
wellbeing
• As life events occur, your existing
policy may no longer be the most
appropriate means to accomplish
changing objectives

13. Homesale Complete Services
13
Family Protection
• You have worked long and hard
your entire life to provide and
protect your family. Make sure
they are covered.
• We’ll take the time to understand
what is most important to you
before recommending a
personalized insurance strategy

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GIFT CARD
$10
- - - Answers that are greater than the actual percentage will be disqualified - - -

15. July Peak Performers
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16. July Peak Performers
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17. July Peak Performers
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18. 2nd Quarter Elite Award Winners
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19. 19
North Pointe Office
2nd Quarter 2023
• 1st Place in Residential Units in the Northeast
• 8th Place in Residential Units in the BHHS Network
• 20th Place in Gross Commission Income in the BHHS Network

20. 20

21. 21
Berkshire Hathaway HomeServices Convention
Date: March 10-12, 2024
Location: New Orleans, LA
Registration Cost: $500
Hotel: Coming Soon
Contact Laura Chehi at
lchehi@homesale.com or
717-286-9953 with any
questions!
Christina
Aguilera

22. Ninja Selling Installation
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23. Ninja Selling Installation
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● Dates: September 18-21, 2023
● Location: Sheraton Baltimore North, Towson, MD 21204
● Early Bird Registration: $699 until August 18th
(Note: $100 reimbursement per transaction on the first four newly closed transactions through
September 22, 2024)
Registration: https://ninjaselling.com/event/berkshire-hathaway-homeservices-homesale-realty-2/

24. Career Development Opportunities
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UNDERSTANDING YOUR CLIENTS - Thursday, August 17 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZ0scuGrrj8tHdKmc6AiQcYs4U0NbMD86mPG
EMBRACING VIDEO - Thursday, August 31 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZYkce2prTgiEtVTxTNTTrx-h5ZiXyubjsIi
USING SOCIAL MEDIA - Thursday, September 14 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZAqde-grjwjHN3p4TAb-0mHXwB_uGVdOmc5
ADVANCED BRIGHT MLS - Thursday, September 21 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZYocuusrjMsH9USAkIQwxjETZ6LYzRYwnvc
REAL ESTATE PLANNING SESSIONS - Thursday, September 28 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZMod--trTIuGNBwp_2YGNcdDytZdFX89MTH

25. Cloze Training Opportunities
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North Pointe Office – Training Room
Wednesday, September 6 from 10:00-11:00 AM
Register: https://forms.gle/RnBUiLfe2FZ4sxit6

26. Sunshine Kids Golf Tournament
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Regents Glen Country Club
York, PA
Wednesday, September 27th
Register to Play
https://sunshinekidsgolf.golfreg.com/ab23a21/reg-catalog/all
Buy a Helicopter Ball
https://golfballdroppers.com/view/event/128/purchase/1008/0

27. 27

28. Personal Bio/Resume Templates
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29. Market Activity Templates
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30. Attom Neighborhood Navigator
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https://navigator.attomdata.com/attom

31. Attom Neighborhood Navigator
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COMMUNITY OVERVIEW
• Population growth
• Household income
• Crime statistics
• Rent vs. Own
• Commute time
SCHOOL RATINGS
• Test scores
• Enrollment
• Student/Teacher ratio
REAL ESTATE
• Market statistics
• Trends
• Home value estimator
LIFESTYLE
• Restaurants/Bars
• Leisure activities
• Shopping

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“Bright MLS – with more than 100,000 subscribers in six states in
the mid-Atlantic region – announced on its website that starting
August 9th it would allow listing brokers and agents to enter any
amount in a listing’s cooperative compensation fields, including
zero. Previously, the fields required an offer of compensation of at
least one cent.”
July 20, 2023
NAR’s Handbook on Multiple Listing Policy – Multiple listing
services shall not publish listings that do not include an offer of
compensation expressed as a percentage of the gross selling price
or as a definite dollar amount . . .

33. 33
Explaining Your
Value as a Buyer’s
Agent

34. Have you ever heard this?
“I can get a better deal working with the
listing agent!”
“The listing agent will cut the
commission if I use them.”
“I have a better chance of getting my
offer accepted if I use the listing agent.”
“I’ve already found the house I want,
why would I need a buyer’s agent?”
34

35. Typical agent answer . . .
“But I’m an excellent negotiator and you
need a good negotiator for the largest
financial transaction of your life.”
35
STOP

36. Buyer probably doesn’t understand
three things
1. What agents do (both listing and
buyer’s agents)
2. Fiduciary responsibilities
3. How agents get paid
Are you taking the time
to educate your Buyers?
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37. What the consumer thinks:
• Search for listings
• Show homes
• Draw up agreements
37
1. What buyer agents do

38. 1. What buyer agents do
Provide a professional resume that
highlights value
• Don’t assume Buyer knows and Agent’s
background and professional
accomplishments
• Displays and Agent’s professionalism
• Templates available in the REsource
Center -> Marketing REsource
38

39. 1. What buyer agents do
Provide a blank agreement of sale
and Consumer Guide at initial
meeting
• Take the time to review the paperwork
the Buyer will be signing
• Have the Buyer mark up the agreement
of sale and have them highlight any
they have a question on or don’t
understand
39

40. 1. What buyer agents do
Keeping track of the 19 time
frames and deadlines in the
agreement of sale
40
1. Producing Earnest Money Deposit
2. Settlement Date
3. Written Acceptance of Offer
4. Mortgage Commitment Deadline
5. Locking an Interest Rate
6. Applying for a Mortgage
7. Change in Buyer’s Financial Status
8. Making Lender Required Repairs
9. Conducting Inspections
10. Negotiating Inspections
11. Notification of Public/Private Assessments
12. Meeting Municipal Requirements
13. Obtaining a Public Offering Statement
14. Obtaining a Resale Certificate
15. Ordering Title Insurance
16. Damage to Property Prior to Settlement
17. Time is of the Essence Between the Parties
18. Disputes Regarding EMD (if applicable)
19. Filing for Mediation (if applicable)

41. 1. What buyer agents do
Provide a complimentary Dotloop
account for digital signatures and
secure cloud storage
• Allows the Buyer to safely access their
account from anywhere
• Easily access documents for future
reference
• Provide a comprehensive paperwork
file at closing
41

42. 1. What buyer agents do
Assist in getting buyer ready for
the mortgage process
• Facilitate meeting(s) with lender(s) to
get pre-qualified
• Provide a blank mortgage application to
assist them in gathering all their
financial data
42

43. 1. What buyer agents do
Help Buyer get ready for the role real
estate will play in their future plans
• Helps Buyer think more strategically about real
estate and their real estate decisions
• Assess Buyer’s present and future lifestyles and
the considerations for life changes
• Establishes you as Buyer’s FOREVER Agent℠
• Templates available in the REsource Center ->
Marketing REsource
43

44. 1. What buyer agents do
Comprehensive Competitive
Market Analysis on properties
Buyer is considering
• Guidance on offer price based on
historical data
44

45. 1. What buyer agents do
Explain the costs associated with
buying a home
• Provide Cost Sheets and Amortization
Schedules
• Provide explanation of why each cost
is charged
• Municipal requirements when
purchasing in a specific municipality
(Coming Soon from LCAR)
45

46. 1. What buyer agents do
Introduction to an Agent’s
transaction team
• Provide pictures and contact
information of service providers
• Include mortgage, title insurance,
homeowner’s insurance, warranty
services
• When Buyers use you, they also get the
team
46

47. 1. What buyer agents do
Help Buyer with their new home
by offering home services to take
care of their real estate
• Buyer gets a comprehensive list of
vendors
• Keeps Agent connected after the sale
• Agent can create their own list based on
their experience with vendors
47

48. 1. What buyer agents do
Access to more office
exclusives than any other
brokerage
• Buyer gets to see more
properties before they hit the
open market
• Agent has access to Homesale
‘Office Exclusive Listings’
Facebook page
48

49. 1. What buyer agents do
Agent has access to the Home
Demand Index to help Buyer
understand current market
• Shows where the demand is most
intense and where demand is
tepid
49

50. 1. What buyer agents do
What can I do for you?
• Let’s buyer (and seller) know that
you are more than a transactional
Agent – you are their FOREVER
Agent℠
• Template available in the
REsource Center -> Marketing
REsource
50

51. 1. What buyer agents do
Annual property assessment
• Do a quick CMA in Bright MLS
• Book the appointment at the time
when Buyer purchases the home
• Other things to discuss at meeting:
• Cost vs. Value of improvements
• Evaluation of current market
• Home Demand Index (HDI)
• Time to refinance?
51

52. 1. What buyer agents do
What else could you do that
would add value as a Buyer
Agent?
52

53. 53
Explaining Your Value as a
Buyer’s Agent
Next North Pointe Sales Meeting
September 5, 2023

54. 54
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