The North Pointe Office of Berkshire Hathaway HomeServices Homesale Realty's office Zoom meeting covering the following topics: 1. Real estate market insights and stats for 2021, and 2. The real estate table stakes in 2021.

1. The Real Estate
Table Stakes in 2021
Knowing what the cost is to sit at the table

2. Homesale Complete Team
2
Dan Ranck
NMLS #140989
James Ream
NMLS #1598468
Karie Martin Sarah Tompos James White
7 January 2021

3. Transaction Summary Report (TSR)
37 January 2021
Submit 10 days prior
to settlement
Use when making a
change to original TSR

4. 7 January 2021 4
• January 7th from 11:00 AM – 5:30 PM
• Over 70 leading national, regional and local real estate experts
• Increase business amid the disruption speeding through the real estate
business landscape
Event is FREE for Homesale agents – MUST pre-register
https://rerny21.rismedia.com/checkout/select-tickets/?coupon=YdgRIKEw

5. 7 January 2021 5
• Your Online Presence
• New Builds
• Converting Internet Leads
• Embracing Video
• Advanced Dotloop
Registration links in email dated January 4, 2021
January 2021 Zoom Sessions

6. 7 January 2021 6

7. 7 January 2021 7
Workspaces
www.newBrightMLS.com
• Available NOW
• Use same UN & PW
• All data from old website
is automatically
transferred
• Total migration will take
place in February 2021
• Sign-up for training:
• Jan. 6 @ 10:00 AM
• Jan. 20 @ 10:00 AM
• Jan. 27 @ 10:00 AM

8. 7 January 2021 8
• North Pointe Office internet
speed upgraded
• Friday, January 8
• May experience internet
outages for approximately
one hour
• Will not impact office phones

9. 7 January 2021 9
Market Insights
for 2021

10. 7 January 2021 10
Number of Mortgages in Active Forbearance
4.73
4.58
4.00
3.80
3.62
2.86
6/5 7/3 8/7 9/4 10/2 11/6
2020
McDash Flash Forbearance Tracker (in millions)

11. 7 January 2021 11
Upon Exit from Forbearance Plan
54.6% are paid in full
30.7% work out
repayment plan
14.7% are still in
trouble
30.6%
Made monthly
payments during
forbearance period
7.1%
Loan paid
off16.9%
Past due
payments were
brought current
23.9%
Loan deferral
6.8%
Modification
12.8%
No loss
mitigation
plan
Repayment plans, short
sales, deed-in-lieus1.9%
(Mortgage Bankers Association)

12. 7 January 2021 12
5 Steps to Ask for Mortgage Forbearance Due to
the Coronavirus (Consumer Financial Protection Bureau)
1. Find the contact info for your
servicer (mortgage statement)
2. Call your servicer and explain
the situation
3. Ask if you are eligible for
protections under the CARES
Act

13. 7 January 2021 13
5 Steps to Ask for Mortgage Forbearance Due to
the Coronavirus (Consumer Financial Protection Bureau)
4. Ask what happens when your
forbearance period ends
• What happens to the payments I miss?
• What are my repayment options?
• When will repayment be due?
• Are there any fees?
5. Ask your servicer to provide the
agreement in writing

14. 7 January 2021 14
Home Price Forecasts
Zelman HPES CoreLogic Realtor.com NAR Freddie Mac Fannie Mae MBA
5.9%
3.7%
1.9%
5.7%
4.5%
2.6%
2.1% 2.0%
12 Month Forecast 2021 Forecast

15. 7 January 2021 15
Inventory & Home Prices (NAR 2010-Today)
$300,000
$250,000
$200,000
$150,000
$100,000
$50,000
$0
12
10
8
6
4
2
2010 202020152011 2012 2013 2014 2016 2017 2018 2019
Inventory
Home Prices

16. 7 January 2021 16
Household Debt Service Ratio for Mortgages as a Percentage
of Disposable Personal Income (The Federal Reserve)
1980 TODAY
1980 1Q
4.38%
1991 1Q
6.22%
1998 4Q
5.46%
2007 4Q
7.21%
TODAY
3.72%
Total quarterly required mortgage payments
Total quarterly disposable personal income
₌ Household debt service ratio

17. 7 January 2021 17
Lancaster County, PA, Unemployment Figures *
15.2%
4.7%
3.7%
11/19 4/20 11/20
November 2020
United States
Pennsylvania
Lancaster County
6.7%
6.6%
4.7%
* Department of Labor & Industry

18. The Real Estate
Table Stakes in 2021
Knowing what the cost is to sit at the table

19. 7 January 2021 19
In a world that's changing faster and more
furiously than ever, the ability to shift focus is
critical
• Spot warning signs that it's time for reinvention
• Overcome obstacles in the way of future goals
• Maintain authenticity when changing gears
• Execute a bold change seamlessly
To stay competitive, you must shift; to stay
credible, you must focus
On the bookshelf - - -

20. 7 January 2021 20
What is your favorite pizza chain? *
Subscribers asked to take the entire pizza-going experience into
consideration when voting for their favorites
• Convenience
• Menu diversity
• Care into making each pizza
• Freshness and quality of ingredients
• Flavor and texture of the pizza
, ‘America’s Favorite Pizza Chains’, Dan Myers, January 31, 2020, Tribune Publishing*

21. 7 January 2021 21
#1 #2
#3 #4

22. 7 January 2021 22
Turn back the clock to 2009 . . .

23. 7 January 2021 23
• Cutting edge in 2005 was ‘fast delivery’
Domino’s Pizza slogan/promise:
“You got thirty minutes?”
• In 2009, Domino’s was the best at ‘fast delivery’
• Problem: The table stakes in 2009 was ‘fast delivery’

24. 7 January 2021 24
• Even though they were the best in the business at
‘fast delivery’, in 2010 it dumped its marketing
campaign in favor of commercials that focused on
taste
• Domino’s recognized ‘the shift’

25. 7 January 2021 25
The Agent:
• Exhibit professionalism
• Know the market
• Experienced
• High degree of ethics
Real Estate in 2021?
The Marketing:
• Put home in the MLS
• Create a flyer
• Promote on our website
• Professional pictures

26. 7 January 2021 26
Suppose their marketing campaign revolved around:
• Our drivers know how to drive
• Our drivers know the cities
• Our drivers have clean cars
• Our drivers are courteous
Setting 100,000+ cities in motion!

27. 7 January 2021 27
The first rule of branding:
Differentiation
The first rule of marketing:
Be interesting to your
customer
TABLE STAKES don’t cut it!

28. 7 January 2021 28
Professionalism Insert into MLS Market Knowledge Create a Flyer
Experienced Promote on Website High Degree of Ethics
Professional Pictures
There are 1,400+
REALTORS® in
Lancaster
County
TABLE STAKES
What will stop people in their
tracks and make an impression?

29. 7 January 2021 29
Without interest, you are plain white toast.
Boring – Uninteresting – Seen it – Heard it – Moving on

30. 7 January 2021 30
The consumer has multiple things
vying for their attention in 2021
Ask yourself,
“Is what I’m offering truly compelling?”

31. 7 January 2021 31
Let’s start with your professional bio - - -
TABLE STAKES

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33. 7 January 2021 33
“Right after you open
the champagne, you
must be worried about
what is coming
tomorrow.”
- Allen Adamson
Author: Shift Ahead

34. Speaker Contact Info
34
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
7 January 2021