Sales meeting from the North Pointe Office of Berkshire Hathaway HomeServices Homesale Realty covering the following main topics: 1. Lancaster County, PA market stats for January 2020, 2. Social media marketing results, 3. Bright MLS Off-MLS Policy, 4. Homesnap Pro, 5. How to Build a Business for the Long Haul

1. Sales Meeting
February 18, 2020
02/18/2020 1
North Pointe Office
Lancaster, PA
Homesnap Pro is
Here
Market Stats
Building a Business for
the Long Haul

3. Homesale Complete
3
Dan Ranck
NMLS #140989
James Ream
NMLS #1598468
Karie Martin Sarah Tompos James White
02/18/2020

4. Marathon Day
402/18/2020
Friday, February 21st
9:00-10:00 AM Stay Connected Using Market Watch Reports
10:30-11:30 AM Keep Your Sellers Updated
12:30-1:30 PM Leveraging Video in Your Marketing
2:00-3:00 PM Your Online Presence
Jennifer Jones
VP of Career
Development

5. Minimum Commission Policy
502/18/2020

6. Buyer Agency Commission
602/18/2020
WARNING
• There are now companies that are offering $1.00 to the Buyer’s Agent as compensation
• Listings are being syndicated to all third-party websites
• If you do not fill in compensation blanks in this paragraph you are at risk of receiving
nothing

7. Lancaster County Market Statistics
Absorption Rates – January 2020
3
6
9
12
0
MonthsInventory
1.0 1.2 1.1
0.8
1.1
2.3
4.3
7.2
11.5
Buyer’s
Market
prices generally
decreasing
Seller’s
Market
prices generally
increasing
$0 to
$79.9K
$80K to
$119.9K
$120K to
$159.9K
$160K to
$199.9K
$200K to
$249.9K
$250K to
$299.9K
$300K to
$399.9K
$400K to
$499.9K
$500K +
Statistics Courtesy of: DISCLAIMER: Based on information from the Bright MLS for all residential property located in Lancaster County, PA,
for the period January 1-31, 2020. Data may not reflect all activity within the geographic marketplace.

8. Lancaster County Market Statistics
$219,764
$216,390
$50,000 $100,000 $150,000 $200,000 $250,000 $300,000-0-
Average Sales Price
January 2019 vs. January 2020
Homesale Realty
717-295-4663
Homesale.com
DISCLAIMER: Based on information from the Bright MLS for all residential property located in Lancaster County, PA,
for the period January 1-31, 2020. Data may not reflect all activity within the geographic marketplace.
Statistics Courtesy of:
-1.5%

9. +12.1%
Lancaster County Market Statistics
January 2019 vs. January 2020
Median Days to Sell
28 22
Units Sold
Statistics Courtesy of:
371
SOLD
416
SOLD
-21.4%
Average Interest Rate
1 2 3 ÷
4 5 6 x
7 8 9 -
0 . = +
4.46%
1 2 3 ÷
4 5 6 x
7 8 9 -
0 . = +
3.62%
Freddie Mac monthly average commitment rate on 30-year fixed rate mortgages
-18.8%
DISCLAIMER: Based on information from the Bright MLS for all residential property located in Lancaster County, PA,
for the period January 1-31, 2020. Data may not reflect all activity within the geographic marketplace.

10. Historical National Absorption Rates
1002/18/2020
2.0
3.0
4.0
5.0
6.0
7.0
8.0
9.0
10.0
2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
January 2011 – January 2020
Source: National Association of REALTORS
9.5
3.0

11. Year Over Year Inventory Declines
1102/18/2020
Source: Move.com
-18.1%
-10.2%
-4.4%
<$200,000 $200-750,000 >$750,000

12. Likelihood of Recession by the End of 2020
1202/18/2020
Source: Wall Street Journal Survey of Economists
67%
34.2%
14.3%
2018 October 2019 January 2020

13. January Open House Results
1302/18/2020
Click the following link to play video:
https://youtu.be/qLtl-VXonuc

14. Bright MLS’s Off-MLS Policy - - - Follow-up
1402/04/2020

15. Bright MLS’s Off-MLS Policy
1502/04/2020
Clarifications:
• Once you take a listing, you have three
(3) days to enter it into the MLS - - -
not one (1) business day
• No public marketing can be done
during those three days

16. Bright MLS’s Off-MLS Policy
1602/04/2020
Clarifications:
• Prior to public marketing, may an
agent that you have a one-on-one
conversation with about your listing,
subsequently show and sell the
property prior to it hitting the market?
YES

17. Homesnap Pro is Now LIVE!
1702/18/2020
Included with your Bright MLS subscription

18. Homesnap Pro is Now LIVE!
1802/18/2020
• Find seller leads before the competition
• New property heatmaps and filters
• ‘Likelihood to List’ scores to identify the
homes most likely to list in the next 12
months
• Homeowner contact information

19. Homesnap Pro is Now LIVE!
1902/18/2020
• Help buyers find homes that aren’t
even on the market yet
• Identify properties that match your
buyers’ search criteria but aren’t on
the market yet

20. Homesnap Pro is Now LIVE!
2002/18/2020
• Invite your buyers onto Homesnap
so you can exchange in-app
messages and get alerts when they
favorite properties
• No third-party advertising

21. How To Build a Business for the Long Haul
2102/18/2020

22. Coach Linda Kreiser by the Numbers
2202/18/2020
41 years as head coach of Lower Dauphin High School
field hockey
• 800+ wins as LD coach
• Thirteen District 3 titles
• Nine PA State Finals appearances
• Six PA State Titles
• 170+ college recruits
• LD High School’s commencement speaker in 1994
• National Field Hockey Coach’s Hall of Fame inductee (2004)
• USA Field Hockey Hall of Fame inductee (2014)
• Twelve girls committed to play NCAA field hockey off of the 2019 team

23. 154
Success Doesn’t Happen Overnight
2302/18/2020
It took FOUR years for
Kreiser to win a district
game and FIFTEEN years to
earn her first state title

24. How To Build a Business for the Long Haul
2402/18/2020
1. Be authentic and stay true to yourself
Watch any sport and chances are this is what
you’ll see on a consistent basis on the sidelines

25. How To Build a Business for the Long Haul
2502/18/2020
. . . and then there’s Linda

26. How To Build a Business for the Long Haul
2602/18/2020
1. Be authentic and stay true
to yourself
 Don’t try to be someone
you’re not
 Be honest with the people
you work with
 Play to your strengths –
minimize your weaknesses

27. How To Build a Business for the Long Haul
2702/18/2020
2. Have fun at what you do
Team Pre-game Pasta Parties Travel Goody Bags

28. How To Build a Business for the Long Haul
2802/18/2020
2. Have fun at what you do
 Don’t take yourself too seriously
 Let your enthusiasm show

29. How To Build a Business for the Long Haul
2902/18/2020
3. Create a community
Seriously!?!?

30. How To Build a Business for the Long Haul
3002/18/2020
3. Create a community
Bringing new and older
generations together
Cost = $0

31. How To Build a Business for the Long Haul
3102/18/2020
3. Create a community
The Mayor of Hummelstown was
the PA announcer at all games
Cost = $0

32. How To Build a Business for the Long Haul
3202/18/2020
3. Create a community
The local fire department
gives the team a ride
through town on a fire
engine after all district and
state title games
Cost = $0

33. How To Build a Business for the Long Haul
3302/18/2020
3. Create a community
Involve the parents in a pre-season
field hockey game
Cost = $0

34. How To Build a Business for the Long Haul
3402/18/2020
3. Create a community
 Build on what you have – not
on what you don’t have
 Invest time and nurture the
people you already know

35. How To Build a Business for the Long Haul
3502/18/2020
4. Just S.I.T (Stay in Touch)
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 wishes
Amber – I am proud of you – I believe in
you.
Love Coach

36. How To Build a Business for the Long Haul
3602/18/2020
4. Just S.I.T (Stay in Touch)
 Constantly reaches out to those in your past
 Show genuine interest
 Create raving fans

37. How To Build a Business for the Long Haul
3702/18/2020
Click the following link to play video:
https://youtu.be/YF3BtgemJco?t=296

38. How To Build a Business for the Long Haul
3802/18/2020
2011 Japanese Earthquake & Tsunami

39. How To Build a Business for the Long Haul
3902/18/2020
Facts about the earthquake and tsunami:
 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

40. How To Build a Business for the Long Haul
4002/18/2020
5. Give more than you receive
 Because of her selfless giving over
the years, the entire community
raised thousands of dollars to aid
in the relief efforts

41. How To Build a Business for the Long Haul
4102/18/2020
5. Give more than you receive
 Practice the 100/0 Principle
Click the following link to play video:
https://youtu.be/iIdhn9gtyK4

42. How To Build a Business for the Long Haul
4202/18/2020
Stop thinking ‘Transactionally’ and operate ‘Relationally’

43. Inspiration
Stop thinking ‘Transactionally’ and operate ‘Relationally’
You don’t build a business, you build people,
then people build the business.
- Zig Ziglar

44. About the Presenter
44
Tom Blefko is a 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. During the course of his career, he has
been an award-winning salesperson and assisted other agents in
negotiating and closing thousands of real estate transactions.
Contact Information: Tom Blefko, Associate Broker
Berkshire Hathaway HomeServices
Homesale Realty
Office: (717) 560-9100
Cell: (717) 587-6600
Email: tblefko@homesale.com
02/04/2020