Sales meeting covering the following topics: 1. Berkshire Hathaway HomeServices growth timeline, 2. Animated BHHS GIF's are now available, 3. Change is happening at an ever-increasing pace - an examination of three companies, 4. Are you still presenting to sellers? Turn your listing presentation into a listing consultation.

1. Sales Meeting
March 3, 2020
03/03/2020 1
North Pointe Office
Lancaster, PA
How Fast is
Change Coming
Consultation vs.
Presentation

2. Homesale Complete
2
Dan Ranck
NMLS #140989
James Ream
NMLS #1598468
Karie Martin Sarah Tompos James White
03/03/2020

3. Berkshire Hathaway HomeServices Growth Timeline
303/03/2020
https://bhhsmarketingresource.com/p/2a568b93a653329b7dbdeeeae2fc8c4d/7329351

4. Berkshire Hathaway HomeServices Growth Timeline
4
REsource
CENTER
MARKETING
REsource
MARKET YOURSELF
03/03/2020
Follow this path to access video
Email Embed Facebook Twitter LinkedIn Link Download

5. Berkshire Hathaway HomeServices GIF’s
503/03/2020
Berkshire Hathaway HomeServices has partnered with
43 GIF’s
Available

6. Berkshire Hathaway HomeServices GIF’s
603/03/2020
Easy to follow instructions on how to use GIF’s
https://giphy.com/BerkshireHathawayHomeServices

7. How fast is change coming?
703/03/2020
https://youtu.be/TwtS6Jy3ll8

8. Store That Failed
803/03/2020
• It was too late to the web
• It was too late to eBooks
• It opened too many stores
• It had too much debt
• It overinvested in music

9. Product That Changed
903/03/2020
BAKING SODA
• How much baking soda do you use in
actual baking?
• How long would a typical box last?
• How did they change the way we
think about baking soda?
 Place a box in the refrigerator
 . . . with a date
 . . . empty down the drain

10. Product That Changed
1003/03/2020

11. Service That Changed
1103/03/2020
Who was their main client?
Attorneys
AKA

12. Service That Changed
1203/03/2020
What shattered their model of documents being shipped overnight?
The FAX machine

13. Service That Changed
1303/03/2020
How did they reinvent themselves?
They embraced the internetThey started shipping packages

14. Service That Changed
1403/03/2020
How did they reinvent themselves?
They got convenient They got personal

15. Service That Changed
1503/03/2020
New threat on the horizon?

16. The World Has Changed
1603/03/2020
Homeowners no longer work with the biggest and most well-
known companies automatically
Today it’s about TRUST

17. Today’s Sellers Must Trust You Enough To:
1703/03/2020
1. Let you handle the sale of their family’s largest asset
2. Have input on setting the market value of that asset
3. Set the timetable for the sale
4. Set the fee for services

18. The Path to Get There
1803/03/2020
The 5 elements to building the perfect ‘Consultation’
BUILD
RAPPORT
IDENTIFY
NEEDS
COMPANY
VALUE
PERSONAL
VALUE
DEVELOP
TRUST

19. 1. Build Rapport
1903/03/2020
SELLING
https://youtu.be/6T5iBqPM4tE

20. 1. Build Rapport
2003/03/2020
Things To Do:
 Smile
 Show genuine interest
 Put your cell phone away
 Look professional
 Exhibit enthusiasm

21. 2. Identify Needs
2103/03/2020
“Mr. and Mrs. Seller, what concerns
you about the sale of your house?”
1. You care about them
2. You’re not worried about you
Needs Answers Resources

22. 2. Identify Needs
2203/03/2020
Needs Answers Resources
Things
The
Seller
Wants
To
Know
Sold
Hassles
Relo
Time
Money
Marketing
Plan
Knowledge
Control
Negotiate
Buyers COMPANY
VALUE
PERSONAL
VALUE

23. 3. Company Value
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What sets your company apart from all other firms?
What are the biggest benefits a seller gets from choosing to work
with your company?

24. 3. Company Value
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What are you using to tell your story?
Available on

25. 3. Company Value
2503/03/2020

26. 4. Personal Value
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What do you bring to the table?

27. 4. Personal Value
2703/03/2020
 Production
 Experience
 Knowledge
 Work Ethic
 Negotiate
 Local Expert
If you don’t know why you’re special, why
should a seller use you?

28. 4. Personal Value
2803/03/2020
Consider an Agent Media Package
Postcard
(front & back)
Agent Bio Flyer
Social Media Graphics
Small Card

29. 4. Personal Value
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Have you ‘Googled’ yourself lately?

30. 4. Personal Value
3003/03/2020
Make sure the following profiles are up-to-date:

31. 4. Personal Value
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Make sure your profile is up-to-date on Homesale.com

32. 4. Personal Value
3203/03/2020
REALLY?!?!?

33. Seller’s are in a Hyper-Sensitive State of Awareness
when selling their home
They need someone to understand and explain
the real estate market
5. Develop Trust
3303/03/2020

34. Be a Storyteller
3403/03/2020
Simply telling somebody something
isn’t enough
They need to see it to believe it

35. Be a Storyteller . . . With Visuals
3503/03/2020
Business meetings that
use visual aids were
43%
more persuasive than
unaided meetings

36. Which is easier to understand?
3603/03/2020
A curved line with every point
equidistant from the center

37. Which is easier to remember?
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One acre = 43,560 sq. ft.

38. Which is easier to remember?
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Closing a 7-11 store in the valley
4 3
65
O

39. One of the Best Storytellers of All-Time
3903/03/2020
https://youtu.be/VtvjbmoDx-I

40. One of the Best Storytellers of All-Time
“Do you want to sell sugar water for
the rest of your life or do you want to
come with me and change the world?”
- Steve Jobs to John Sculley, CEO of Pepsi

41. About the Presenter
41
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