Sales meeting covering the following topics: 1. 3rd Quarter Accolades for North Pointe 2. Housing's Future according to the Mortgage Banker's Association (MBA) 3. Fighting Fall-Throughs - 12 tips on getting your transactions to the settlement table 4. Stop Selling Real Estate - Sell the Experience

1. Sales Meeting
December 3, 2019
12/03/2019 1
Consumer Strong®
North Pointe Office
Lancaster, PA
Housing’s Future Fighting
Fall-throughs
STOP Selling
Real Estate

2. Office Accolades – 3rd Quarter 2019
212/03/2019

3. Office Accolades – 3rd Quarter 2019
312/03/2019
The Craig Hartranft Team
• 1st Place Residential Units in PA
• 2nd Place in GCI in PA
• 2nd Place Residential Units in USA
• 9th Place in GCI in USA

4. Office Accolades – 3rd Quarter 2019
412/03/2019
The Tim Shreiner Team
• 55th Place Residential Units in USA • 87th Place in GCI in USA

5. Office Accolades – 3rd Quarter 2019
512/03/2019
The Mark Thudium Team
• 63rd Place Residential Units in USA
The Mark Will Team
• 64th Place Residential Units in USA

6. Homesale Complete
6
Dan Ranck
NMLS #140989
James Ream
NMLS #1598468
Karie Martin Sarah Tompos James White
12/03/2019

7. North Pointe Holiday Brunch
712/03/2019
December 17th @ 10:30 AM
 Cookie exchange
 Office space decorating contest
 White elephant gift exchange

8. Coming in 2020: 30 Minute Power Session
812/03/2019
Dates, times and
details to follow

9. ‘Coming Soon’ Authorization Form
9
REMINDER - - - - - - -
Start using the “Coming Soon” Status Authorization
Form
12/03/2019

10. Housing’s Future
10
What’s going to happen over the next three years?
12/03/2019

11. Existing Home Sales
1112/03/2019
2018 2019 2020 2021 2022
5,341 5,358
5,552
5,680
5,910
• Housing starts and home sales are
seasonally adjusted
• Total existing home sales include condo
and coops
• Numbers reflect thousands
2018-2022
+10.7%

12. New Home Sales
1212/03/2019
615
681
712
744
767
• Housing starts and home sales are
seasonally adjusted
• Total existing home sales include condo
and coops
• Numbers reflect thousands
2018 2019 2020 2021 2022
2018-2022
+24.7%

13. US House Price Index (year over year)
1312/03/2019
6.1%
4.3%
3.1%
2.2%
1.5%
• Housing starts and home sales are
seasonally adjusted
• Total existing home sales include condo
and coops
• Numbers reflect thousands
2018 2019 2020 2021 2022
Cumulative Increase
2018-2022
+16.5%

14. 30 Year Fixed Rate Mortgage
1412/03/2019
4.8%
3.7% 3.7% 3.8%
4.0%
• Housing starts and home sales are
seasonally adjusted
• Total existing home sales include condo
and coops
• Numbers reflect thousands
2018 2019 2020 2021 2022

15. Fighting Fall-Throughs
15
Tips on getting your transaction
to the settlement table
12/03/2019

16. 1. Seller’s Disclosure Issues
16
 Seller didn’t fill out form properly and/or listing agent
didn’t review it
 Buyer didn’t thoroughly read form and/or buyer’s
agent failed to review it with them
12/03/2019

17. 2. Buyer Needs to Sell First Issues
17
 Buyer not realistic with the
price of their home
 If you’re accepting an
agreement with house for
sale contingency, ask to see
a CMA
12/03/2019

18. 3. Pre-approval Letter Issues
18
 Rushed at the last second
 What does it actually say?
 Read it!
12/03/2019

19. 4. Mortgage Issues
19
 Trying to close too quickly
 Prepare buyers for the process and
make sure they respond quickly to
requests for docs
 Buyers do something stupid
12/03/2019

20. 5. Appraisal Issues
20
 Make sure you always use an Appraisal Contingency
 Prepare your seller
 Appraisal cut – now what?
 Pay the difference in cash
 Order another appraisal
 Supply appraiser with comps
 Ask the seller to reduce price
 Give the seller a 2nd mortgage
12/03/2019

21. 6. Home Inspection Issues
21
 Consider obtaining a home inspection prior to putting the home up for sale
 Mentally prepare the seller – don’t
take the inspection personally
 Mentally prepare the buyer – houses
aren’t perfect
12/03/2019

22. 7. Title Issues
22
 Tell the seller to be honest – it’s eventually going to come up
12/03/2019

23. 8. Homeowners’ Insurance Issues
23
 See if major repairs have been
ordered over the last couple of
years by reviewing the Seller’s
Property Disclosure
 Select a Homeowners’ Insurance
contingency or obtain a quote
prior to agreement submission
12/03/2019

24. 9. Flood Zone Issues
24
 Past flood insurance rates may not be indicative of new rates
12/03/2019

25. 9. Flood Zone Issues
25
 Go to msc.fema.gov
 Type address in search box
12/03/2019

26. 10. Megan’s List Issues
26
 Buyer should check prior to agreement if it is a concern
 Go to www.PAMegansLaw.state.pa.us ---> Megan’s Law Searches
12/03/2019

27. 11. Zoning Issues
27
 Tax cards do NOT indicate Zoning – only its present use
 Use municipality’s website or call zoning office of the municipality
12/03/2019

28. 12. Buyer’s Remorse Issues
28
 We live in a ‘misinformation age’
 Constantly reinforce the buyer’s
decision to buy
12/03/2019

29. STOP Selling Real Estate
2912/03/2019

30. STOP Selling Real Estate
3012/03/2019
“Anyone can sell ‘stuff’ but not everyone
can create an experience.”
- Tom Peters

31. Focus on What’s Important to Them
3112/03/2019
Agreement of Sale
Moving Truck
Settlement
Repairs
Title Issues
Final Walkthrough
Dad’s Not Doing Well
Car needs new brakes
Final thesis due
“Just get me to the couch in my
new home.”

32. Remember - It’s All About the Experience
3212/03/2019
https://youtu.be/2lXh2n0aPyw

33. Top 10 Stressful Life Events *
3312/03/2019
1. Divorce/Separation
2. Death of a Spouse/Child
3. Buying/Selling a House
4. Public Speaking
5. Losing Job
6. Planning a Wedding
7. Kids
8. Debt
9. Commuting
10. Studying For Exams
* Centers for Disease Control and Prevention

34. Top 10 Most Stressful Jobs *
3412/03/2019
1. Commercial Airline Pilot
2. Public Relations Executive
3. Senior Corporate Executive
4. Photojournalist
5. Newscaster
6. Advertising Account Executive
7. Architect
8. Stockbroker
9. Emergency Medical Technician
10. Real Estate Agent
* CareerCast

35. So . . .
3512/03/2019
. . . if we’re stressed out and our clients are stressed out,
is it a recipe for disaster?
-OR-
Is this an opportunity to create a memorable experience?

36. The Experience is Greater Than the Product
3612/03/2019
https://youtu.be/i7J3pitFCqI?t=15

37. The Experience is Greater Than the Product
3712/03/2019
Product: Motorcycles
Company: Harley Davidson
Experience: The ability for a 43 year old accountant
to dress in black leather, ride through small towns
and have people be afraid of him.

38. The Experience is Greater Than the Product
3812/03/2019
https://youtu.be/y07at1bU89Q

39. The Experience is Greater Than the Product
3912/03/2019
Product: Beer
Company: Guinness
Experience: It’s all about community. It’s about
bringing people together and sharing stories and . . .
experiences!

40. Re-imagine
4012/03/2019
What they tell you:
• 4 Bedrooms
• Large Rec Room
• Hummelstown
What they mean:
• No bunk beds
• He plays pool
• The Wick & Rhoads

41. Re-imagine
4112/03/2019
Rhoads Gift Shop The Warwick Hotel &
Restaurant

42. How will you approach 2020?
4212/03/2019
There are over 1,400 REALTORS® in Lancaster County and they
can all sell real estate.

43. How will you approach 2020?
4312/03/2019
There are over 1,400 REALTORS® in Lancaster County and they
can all sell real estate.
But not everyone provides an experience.

44. Inspiration
4412/03/2019

45. About the Presenter
45
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
10/01/2019