Sellers in 2022 will be asking agents questions about where they could move to given low inventory, whether they can still get high prices like in 2021 given rising inflation, and how to best prepare and market their homes for sale in the current shifting real estate environment with considerations for virtual options, turnkey conditions, and alternative sale strategies like iBuying.

1. 1
Questions Sellers Will Ask on
Listing Appointments in 2022

2. 2
Dan Ranck
717-271-2400
NMLS # 140989
James Ream
717-286-9703
NMLS # 1598468

3. 3
Sarah Tompos Sheri Kelly

4. 4
James White

5. 5
MasterMind Group
Colleen Davis

6. 6

7. 7

8. 8
is going

9. 9
COVID 19 Best Practices
https://youtu.be/wVs5AyjzwRM

10. 10
COVID 19 Best Practices
• Consider the use of ‘COVID-19
Addendum to Agreement of
Sale’ (NOT required)
o The top portion is signed
by both parties and is part
of the AOS
o The bottom portion allows
either party to extend
deadlines because of
COVID-19 related issues

11. 11
COVID-19 and Omicron Variant Guidelines
Updated: December 29, 2021
If You Test Positive for COVID-19 (Isolate)
Everyone, regardless of vaccination status
• Stay home for 5 days
• If you have no symptoms or your symptoms
are resolving after 5 days, you can leave your
house
• Continue to wear a mask around others for 5
additional days
If you have a fever, continue to stay
home until your fever resolves

12. 12
COVID-19 and Omicron Variant Guidelines
Updated: December 29, 2021
If You Were Exposed to Someone with
COVID-19 (Quarantine)
If you:
• Have been boosted, OR
• Completed the primary series of Pfizer or Moderna
vaccine within the last 6 months, OR
• Completed the primary series of J&J vaccine within
the last 2 months
• Wear a mask around others for 10 days
• Test on day 5, if possible
If you develop symptoms get
a test and stay home

13. 13
COVID-19 and Omicron Variant Guidelines
Updated: December 29, 2021
If You Were Exposed to Someone with
COVID-19 (Quarantine)
If you:
• Completed the primary series of Pfizer or Moderna
vaccine over 6 months ago and are not boosted, OR
• Completed the primary series of J&J over 2 months
ago and are not boosted, OR
• Are unvaccinated
• Stay home for 5 days. After that continue to wear a mask around
others for 5 additional days.
• If you can’t quarantine you must wear a mask for 10 days
• Test on day 5 if possible.
If you develop symptoms get a test and stay home

14. 14
• February 2021 – Zillow makes $500M offer to buy ShowingTime
• March 2021 – Federal Trade Commission starts to investigate
• October 2021 – Sale is finalized
• ‘The Hub’ has been in Beta testing
for months to offer multiple showing
service vendors
• Projected Q1 2022 roll-out

15. 15
DATA NEVER SLEEPS
The pandemic transformed how we eat,
work and entertain ourselves

16. 16
Global Internet Population Growth (in billions)
2021
2020
2019
2018 3.4
4.3
4.5
5.2
SOURCE: Statista

17. 17
Internet FACTS
• Increase in internet usage from January 2021 to July 2021
10%
• Total amount of data consumed globally in 2021
79 zettabytes
Projected by 2025
180 zettabytes
SOURCE: Statista

18. 18
Every Minute of Every Day:
240K photos shared
5.7M searches
Stream 694K hours
Customers spend $283K
Hosts 856 minutes
12M messages

19. 19
“So where am I going with this?”
• Do you have an internet
strategy?
• Are you producing ‘interesting’
content for people to consume?
• Have you ‘Googled’ yourself
lately?

20. 20
29%
24%
11%
10%
7%
3%
27%
Inflation has made me delay
my homebuying plans
Inflation has made me move
up my homebuying plans
Inflation has made me cancel
my homebuying plans
Inflation has made me move
up my homeselling plans
Inflation has made me delay
my homeselling plans
Inflation has made me cancel
my homeselling plans
Inflation has had no effect on
my homebuying or selling plans
Source: Redfin survey of 1,500 US residents, fielded by research technology company Lucid
“How, if at all, is inflation (rising prices on goods and services) influencing
your future plans around homebuying or selling?”
Inflation is Impacting 73% of
Homebuyers and Sellers

21. 21
Over the last two years, we have seen a major shift in real estate:
• Pie-in-the-sky offers
• Sellers dictating terms
• Days-on-market at all-time low
• Ultra-low inventory
• Multiple offers
• Crazy asking prices

22. 22
Questions Sellers Will Ask on Listing
Appointments in 2022

23. 23
Be ready for some questions that have
never been asked before

24. 24
1. We would consider
selling, but where
would we go?
• Work your agent network –
HARD!
• Know the short-term rental
market
• Post-closing options

25. 25
2. Will I be able to get a price as high as what
comparable homes sold for in 2021?
• It depends on a lot of factors
• Agents need to know their competition

26. 26
3. Do I have to do any prep for sale
since inventory is so low?
• Today’s buyers want turnkey
• Buyers are putting more weight on virtual
showings and online pics/vids
• A little prep goes a long way

27. 27
4. Even if I do prepare my home for sale, can
I just sell ‘as is’?
• Understand what ‘as is’ really means
• Property disclosure still needs to be filled out
• The times are a’ changin’

28. 28
5. What about selling ‘off market’?
• We may be entering another phase of COVID
• Education on ‘Coming Soon’ and ‘Office
Exclusive’ is a must

29. 29
6. What about iBuyers?
• Despite the demise of Zillow Offers,
iBuying is here to stay
• Agents need to understand what the
pros and cons are and be able to clearly
articulate QuickBuy

30. 30
7. What can you do on
commission?
• More people are ‘Googling’ than ever
before
• Spend more time with sellers on how
offers are analyzed and getting the
property to the settlement table
• Understand the complexities of
agreements, addendums and
contingencies

31. 31
The successful warrior
is the average man,
with laser-like focus.
- Bruce Lee

32. Presenter Contact Info
32
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