North Pointe Office Zoom call covering the following topics: 1. Pandemic Unemployment Assistance (PUA), 2. Real estate license renewal, 3. Dotloop tips and hints, 4. Gallup Poll regarding the best long-term investments, 5. The impact of COVID-19 on showings in PA, 6. Berkshire Hathaway HomeServices Luxury Collection, 7. The future value of a client.

1. REAL ESTATE’S FOREVER BRAND
SM
NORTH POINTE
MEETING
17 June 2020

2. 18 June 2020 2
How prepared are you to work remotely?

3. Pandemic Unemployment Assistance (PUA)
18 June 2020 3
PUA claimants who have questions about the new weekly certification question asking “How did the
COVID-19 pandemic cause your unemployment?” The addition of this question was required by the
U.S. Department of Labor. Many claimants have suggested that none of the options apply to their
current circumstances. The most frequent questions have been from individuals that are back to
work but continue to have a reduction in hours/earnings as a result of the pandemic response.
I asked the Department for clarity to see if individuals with reduced earnings who do not meet any
of the listed COVID-19 related reasons are now ineligible for PUA. In response, the Department
indicated that they will be adding an option as follows:
“You are an independent contractor/gig worker who has been forced to significantly limit his
or her performance of customary work activities because of the COVID-19 public health
emergency and are experiencing a diminution of work. If selecting this, you must report any
earnings each week.”
The Department further offered that for everyone else who is just experiencing lack of work or a
reduction in hours, they have to select a COVID-19 related reason. Someone with a limited work
history also has to have a COVID-19 related reason.

4. PA Real Estate License Renewal
18 June 2020 4
The Pennsylvania State Real Estate Commission requires licensees to
complete 14 hours of continuing education during each license renewal
period. The current period began on June 1, 2018 and ends May 31,
2020 (August 29, 2020).
Individuals licensed before December 1, 2017, may satisfy their 14 hours
in any available continuing education topic, including “first renewal”
courses. The Real Estate Commission requires that within the 14 hours,
licensees must complete 3.5 hours in Advertising & Property
Management.
Individuals licensed after December 1, 2017, must complete a 7 hour
General Module and a 7 hour Residential Module to satisfy their 14 hour
requirement for license renewal.

5. Dotloop Tips & Hints
18 June 2020 5
How do I have a person sign on behalf of an LLC or a company in
Dotloop? When I create the document, should I be using the entity
name as a signatory or the individual?

6. LLC Signing in Dotloop
18 June 2020 6
When creating the document, use the entity name

7. LLC Signing in Dotloop
18 June 2020 7
Notice that initials and signature reflect the entity name

8. LLC Signing in Dotloop
18 June 2020 8
When the document is sent to the client, they will be
asked to confirm their name and initials before signing
Have the client change the entity to their name

9. LLC Signing in Dotloop
18 June 2020 9
Document now reflects LLC name with a personal signature

10. Best Long-term Investments
18 June 2020 10
“Real estate, at 35%, remains the most favored investment for
Americans, as has been the case since 2013, when the housing market
was on the rebound. More than a third of Americans have named real
estate as the top investment since 2016.”

11. Best Long-term Investments (Gallup Poll 2020)
18 June 2020 11
40%
30%
20%
10%
0%
2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
35%
21%
17%
16%
Real Estate Stocks Savings Accounts Gold

12. Impact of COVID-19 to Real Estate Showings in PA
(Weekly showings normalized to the first calendar week of January, 7-day moving average. Data through June 14, 2020)
18 June 2020 12
Sunday, June 14, 2020
2019 Weekly Average: +26.5%
2020 Weekly Average: +59.6%

13. Homesale.com Statistics
18 June 2020 13
Organic Search Traffic to Property Detail Pages
New users in May 2020 vs. May 2019 were up 53%

14. Berkshire Hathaway HomeServices Luxury Collection
18 June 2020 14

15. Berkshire Hathaway HomeServices Luxury Collection
18 June 2020 15

16. Advantages and Benefits
18 June 2020 16
 Sell homes by marketing to the
right audience with the most
effective tools
 Provides global visibility
 Reaches and connects to the luxury specialists throughout the
Berkshire Hathaway HomeServices network
 Allows your seller to leverage the Berkshire Hathaway HomeServices
name which is known in the luxury community

17. HomeSaleLuxury.com
18 June 2020 17
 Provides a quick & easy search for those interested in luxury homes
 Luxury listings are automatically added to the rotation on the home
page once added to the MLS

18. BHHS.com/Luxury
18 June 2020 18
 Listings are submitted to be featured on the home page subject to
approval of high resolution photos and BHHS
 Listings featured in the search results

19. Social Media Advertising
18 June 2020 19
 3 days of exposure for
Coming Soon Listings
 7 days of exposure for
New Listings
132
average
clicks
8%
average
click
through
rate

20. Homesale Luxury Collection Magazine
18 June 2020 20
 Luxury Certified Agents appear in every issue
of Homesale Luxury Collection Magazine
 Distributed to over 389,000 high income
Facebook & Instagram users
 Emailed to over 11,000 REALTORS® each month including
all BHHS luxury certified agents across the globe
 Reaches over 980,000 people per year
 3 min. 47 sec. average read time

21. Prestige Magazine & Other Luxury Publications
18 June 2020 21
 Prestige Magazine – Luxury publication for BHHS Luxury Collection Specialists
 duPont Registry – A Buyers Gallery of Fine Homes
 Robb Report – Influencers and opinion leaders look reference this publication for
the finest products
 Unique Homes – International source for luxury real estate geared to an affluent
worldwide readership
 The Wall Street Journal – Reaches the world’s most active and affluent buyers

22. Instagram
18 June 2020 22
 Luxury home is highlighted on the #1 worldwide visual platform
 Exposes listing to over 800 million users
 Drive traffic and inquiries to the listing agent

23. Pinterest
18 June 2020 23
 Every luxury home is featured on our luxury boards
 Interior photos are pinned on other boards to drive additional traffic
 Each photo links back to detailed property page
 175 million users log onto Pinterest each month
 Over 174,318 impressions per month

24. Virtual Tours – YouTube Exposure
18 June 2020 24
 Automatically created when listed
 Homesale covers the cost
 Feeds to all websites

25. REsource Center
18 June 2020 25

26. Marketing and Resources Available
18 June 2020 26
 Luxury Marketing Brochures
 Luxury Marketing Flyer
 Social Media Graphic to share
 Luxury Marketing Training Video
 Promotional Video
 Luxury Listing Presentation

27. Luxury Collection Certification Requirements
18 June 2020 27
Agent must have closed three sides, either
list or sales side, of qualifying properties
(+$500,000) in the last 24 months
All applicants must have achieved at least
three points from the electives below:
 Actively participating in BHHS
Luxury/Resort marketing and education
programs. For example, advertising in
The Wall Street Journal or attending
Luxury Understood training would qualify
for 1 point each.
 Serving (or having served) on one or more
non-REALTOR® charitable boards or
committees would qualify for up to 2
points (1 point for each board or
committee).
 Being a current and active member of a
recognized real estate trade association
qualifies for up to 2 points (1 point for
each association).
 Holding a professional real estate
designation qualifies for 1 point.
 A current member of BHHS Leading Edge
Society, President’s or Chairman’s Circle
qualifies for 2 points.

28. The Future Value of a Client
18 June 2020 28

29. Would Buyer Use REALTOR® Again or Refer
to Others? *
18 June 2020 29
* 2019 Profile of Home Buyers and Sellers, National Association of REALTORS®
60%
80%
50%
70%
40%
30%
20%
10%
0%
Definitely Probably Probably Not Definitely Not Don’t Know
75%
15%
5% 4% 1%
90%would probably use you again
or recommend you to others

30. How Repeat Buyers Found Their
REALTOR®? *
18 June 2020 30
12%used agent previously
to buy or sell a home
* 2019 Profile of Home Buyers and Sellers, National Association of REALTORS®

31. Why aren’t people using the same agent?
18 June 2020 31
WE HAVE on doctor
WE HAVE one lawyer
WE HAVE one accountant
WE HAVE one dry cleaner
WE HAVE one barber/hair stylist

32. They’re Chasing Leads Instead of Creating
Raving Fans
18 June 2020 32

33. The Future Value of a Client
18 June 2020 33
Age of Client
Tenure in Home (NAR average)
Homes Bought in Lifetime
Average Commission
Value of Client’s Business
# of Referrals
Average Commission
Value of Referrals
Total Value of Client
40
10
6
$4,392
$26,352
3
$4,392
$13,176
$39,528
$250,000
x .0575
$14,375
x .50
$7,187
x .94
$6,756
x .65
$4,392

34. The Future Value of a Client
18 June 2020 34
Age of Client
Tenure in Home (NAR average)
Homes Bought in Lifetime
Average Commission
Value of Client’s Business
# of Referrals
Average Commission
Value of Referrals
Total Value of Client
40
10
6
$4,392
$26,352
3
$4,392
$13,176
$39,528
What would
happen if you
started working
with the client
at a younger
age?

35. The Future Value of a Client
18 June 2020 35
Age of Client
Tenure in Home (NAR average)
Homes Bought in Lifetime
Average Commission
Value of Client’s Business
# of Referrals
Average Commission
Value of Referrals
Total Value of Client
40
10
6
$4,392
$26,352
3
$4,392
$13,176
$39,528
What would
happen if you
SOLD them more
real estate over
the life of the
relationship?

36. What would happen . . .
18 June 2020 36
Age of Client
Tenure in Home (NAR average)
Homes Bought in Lifetime
Average Commission
Value of Client’s Business
# of Referrals
Average Commission
Value of Referrals
Total Value of Client
40
10
6
$4,392
$26,352
3
$4,392
$13,176
$39,528
What would
happen if you
worked in a
higher price
range?

37. What would happen . . .
18 June 2020 37
Age of Client
Tenure in Home (NAR average)
Homes Bought in Lifetime
Average Commission
Value of Client’s Business
# of Referrals
Average Commission
Value of Referrals
Total Value of Client
40
10
6
$4,392
$26,352
3
$4,392
$13,176
$39,528
What would
happen if you
focused more
on getting
referrals?

38. Business Over Your Career
18 June 2020 38
$26,352
X 50 clients
$1,317,600
÷ 30 years
$43,920/year
Services clients and
gets no referrals
$39,528
X 250 clients
$9,882,000
÷ 30 years
$329,400/year
Creates raving fans
and gets referrals

39. 18 June 2020 39

40. How are you pumping gas?
18 June 2020 40
Just having satisfied customers isn’t
good enough anymore. If you
really want a booming business,
you have to create raving fans.
- Ken Blanchard

41. Speaker Contact Info
18 June 2020 41
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