The Berkshire Hathaway HomeServices Homesale Realty's North Pointe Office sales meeting from March 5, 2024, covering the following topics: - Hybrid e-closings from Homesale Mortgage - The Importance of correct seller information from Homesale Settlement Services - Insuring roofs in this hard insurance market from Homesale Insurance - FAQ's with American Heritage Property Management - NEW Bright MLS policy on office exclusives - NEW Transaction Summary Reports (TSRs) - Enhancing professionalism with upcoming training sessions - Supra Lock Box Single Access is HERE from LCAR - Accredited Buyer Representative (ABR) course from NAR is FREE for the balance of 2024 ($295 value) - Know the NAR Code of Ethics - Should an agent know about proposed zoning legislation when listing property? - Are We Starting to See the Light at the End of the Tunnel - Market stats to provide a clearer picture of where the real estate market is headed - The Thin Line Between Success and Failure - Three Stories of Inspiration

1. The Thin Line
Between Success
and Failure
North Pointe Sales Meeting
March 5, 2024

2. Core Services
03/05/24 2
Dan Ranck
Cell: (717) 271-2400
NMLS # 140989
James Ream
Cell: (484) 824-3630
NMLS # 1598468

3. Hybrid E-Closings
03/05/24 3
• Started Hybrid E-Closings in ’22
• Allows buyers to view and sign loan
disclosures in advance
• Expedites in-person closing process
• In 2023 – 81% hybrid e-closings
o December ’23 – 89%

4. H.O.M.E. Workshop
03/05/24 4
ome
wnership
entoring &
ducation
H
O
M
E

5. Core Services
5
Sarah Tompos
(717) 587-7666
stompos@homesale.com
Alexis Mull
amull@homesale.com
03/05/24

6. Seller Information
6
03/05/24
Properly Identifying the Seller
• Individuals – Full names including middle initials
• Estates – Executors and Administrators
• LLC, Corporation, Partnerships – Corporate Tax and Lien
Certifications, Operation Agreements, Resolutions, etc.

7. Seller Information
7
03/05/24
Payoffs and Timeliness Issues
• Domestic Relations & Patriot Act searches
• Payoffs
o Multiple mortgages
o HELOC’s
o Modifications / Forbearance Agreements
o Short Sales
• Judgements

8. Other Issues
8
03/05/24
What does ‘Clear to Close’ mean?
Lender terminology. Lender might be ready with
the loan package approved -BUT- we may still be
waiting on the information previously discussed.

9. Other Issues
9
03/05/24
Adequate proceeds to close?
Seller’s lender may request the seller side
proceeds from the sale CD as part of the
approval process for their next purchase
loan.
NOTE: Lenders may independently notify the Sellers
that a payoff has been ordered for their mortgage loan

10. Core Services
10
James White
(717) 575-4014
JamesWhite@homesale.com
03/05/24

11. Your Clients Should Know . .
11
03/05/24
What is a ‘Hard Market?’
● Insurance companies are pulling out of
some states and refusing to write new
business due to unprofitability
● Putting more risk back onto the
homeowners with stricter underwriting
restrictions with higher premium rates,
and in some cases . . . refusing to offer
coverage at any cost

12. Your Clients Should Know . .
12
03/05/24
Why is Homesale Insurance the best
option?
● Represent over 35 insurance carriers
and specialize in providing coverage
for almost every situation.
● Reduces your clients’ stress by
shopping around & comparing the best
coverages and prices.

13. Core Services
13
03/05/24
Natalie Remigio
(717) 659-6775
nremigio@ahpm.biz

14. Core Services
14
03/05/24
Property Management FAQ’s
● Why do I need a PM?
● How often do I hear from my PM?
● Does my PM find tenants?
● What happens when the tenant doesn’t pay?
● Does my PM arrange for repairs?
● How do I choose a PM?
● What does a PM cost?
● What services does a PM offer?
● How much will a property lease for?

15. February ’23 Peak Performers
3/3/2024 15

16. February ’23 Peak Performers
3/3/2024 16

17. Risk Management Seminar for CE Credits
Date: Tuesday, April 16th
Time: 8:00am - 12:30pm
Location: Spooky Nook Sports Complex
*Complimentary breakfast provided*
$35.00/person
17
*** 3.5 hours of PA Continuing Education Credits ***
Agency, Fiduciary, Brokerage Relationships and Fair Housing
03/05/24

18. April Town Hall Meeting
18
03/05/24

19. NEW Bright MLS Policy – Office Exclusives
Listing agents must have their sellers fill out and sign two
documents when taking an Office Exclusive:
1. Listing Contract – Check box in paragraph 25.(A)2. indicating
‘Broker will not use an MLS to advertise property.’
2. Bright Form – No Cooperation With Other Brokers - Must be
filled out and signed by both the agent and the seller
NEITHER form needs to be submitted to Bright MLS
19
03/05/24

20. Transaction Summary Report (TSR)
• TSR used to communicate
transaction details
• Currently we have 5 different
versions
• April 1st – NEW updated version in
Dotloop
20
03/05/24

21. 1031 Exchange Training
Learn about the benefits of a 1031 Exchange
• Tuesday, March 19th from 1:00 - 2:00 PM
• Thursday, March 28th 11:30 AM - 12:30 PM
Registration links provided in email following meeting
21
03/05/24

22. Real Estate Planning Sessions
Learn how to conduct Real Estate Planning Sessions to stay in
touch with your Sphere of Influence (SOI) and position
yourself as their Trusted Real Estate Advisor
• LIVE Webinar – Thursday, April 25th from 2:30 – 3:30 PM
• In-person Workshop – Wednesday, April 10th from 10:00 – 11:00 AM
Registration links provided in email following meeting
22
03/05/24

23. North Pointe Masterminds
Discuss issues, problems, hurdles,
transaction stuff
Meet every other Thursday
Next Meeting:
Thursday, March 14th
from 10:30-11:30 AM
23
03/05/24

24. Supra Single Access
• Now Available to
LCAR Members
• $4 one-time charge to
the showing agent
• User guide will be in
the sales meeting
email
24
03/05/24

25. Accredited Buyer’s Representative (ABR®)
Throughout 2024, the
ABR® designation course
is available at NO COST
25
03/05/24

26. Know the Code
Knowledge of Proposed Legislation
REALTOR® A listed a lot for sale under an exclusive right to sell contract
and sold it within two weeks. Thirty days following settlement, the
client filed a complaint against REALTOR® A charging negligence in
knowledge of proposed local legislation which had resulted in sale of the
property at approximately one-eighth of its fair market value.
The local Association’s Grievance Committee established the following
facts:
(1) The property was in an area which had been approved for rezoning
from residential to commercial use. (2) Final approval had not been
given to the complete revision at the time of the sale. (3) There was a
public notice of the proposal to rezone affixed to a sign near one corner
of the property.
26
03/05/24

27. Know the Code
Knowledge of Proposed Legislation
DECISION: The Hearing Panel’s conclusion was that REALTOR® A had
violated Article 1 and was definitely deficient in his professional
obligations in this instance; that before suggesting a price to his client he
should have checked the property carefully enough to have seen the
notice concerning a proposal for rezoning; and that as a REALTOR® active
in the area he should have been aware of the extensive changes that
were being proposed in his city’s zoning ordinance. Such knowledge was
within his obligation under Article 1 to protect the best interests of his
client.
27
03/05/24

28. 3/3/2024 28
Are We Starting to See the Light
at the End of the Tunnel?
Market Statistics

29. Equity Positions
3/5/2024 29
SOURCE:
38.7%
28.7%
32.6%
Free & Clear > 50% Equity < 50% Equity
• Almost 40% of
homeowners have no
mortgage
• 67.4% of homeowners
have their mortgage paid
off or at least 50% equity

30. Active Listings in December
3/5/2024 30
SOURCE:
284
390
430
2021 2022 2023
LOCATION: Lancaster County, PA

31. Median Days on Market
3/5/2024 31
SOURCE:
Jan
‘24
LOCATION: Lancaster County, PA
12
9
Dec
‘23
Nov
‘23
Oct
‘23
Sept
‘23
Aug
‘23
July
‘23
June
‘23
May
‘23
Apr
‘23
Mar
‘23
Feb
‘23
7
6
7
6
6
6
6
6
7
10
The last time Median DOM was 12
or more was 4½ years ago
(June 2019 – 13 days)

32. Median Sale Price (EOY)
3/5/2024 32
SOURCE:
$274,900 $290,204
$325,000
2021 2022 2023
LOCATION: Lancaster County, PA
18.2 % appreciation over 2 years

33. 2024 Home Price Forecasts
3/5/2024 33
Forecasts from 11/2023 vs. Current Forecasts
Entity Original Forecast Current Forecast
Goldman Sachs 1.9% 5.0%
Mortgage Bankers Association 1.1% 4.1%
Zillow 0.2% 3.5%
Fannie Mae 2.8% 3.2%
Freddie Mac 2.6% 2.8%
Home Price Expectation Survey 2.2% 2.4%
National Association of REALTORS® 0.7% 1.9%
AVERAGE OF ALL SEVEN FORECASTS 1.6% 3.3%

34. Financing Alternatives
3/5/2024 34
SOURCE:
LOCATION: Lancaster County, PA
54.8%
31.2%
13.0%
1.0%
Conventional Cash FHA/VA Other
62.1%
26.5%
10.1%
1.3%
Conventional Cash FHA/VA Other
July ‘23 January ‘24

35. Financing Alternatives
3/5/2024 35
SOURCE:
LOCATION: Lancaster County, PA
-7.1%
Conventional
+4.7%
Cash
+2.9%
FHA/VA

36. 2024 Mortgage Rate Projections
3/5/2024 36
Quarter December 2023 January 2024
2024 Q1 7.0% 6.4%
2024 Q2 6.8% 6.2%
2024 Q3 6.6% 6.0%
2024 Q4 6.5% 5.8%
SOURCE:

37. Housing Affordability Index (HAI)
3/5/2024 37
• The Housing Affordability Index (HAI) measures whether
or not a typical family earns enough income to qualify
for a 30-year fixed mortgage loan on a typical single-
family home without spending more than 25% of the
income on payment for principal and interest.
• A value of 100 means that a family with the median
income has exactly enough income to qualify for a
mortgage on a median-priced home.
SOURCE:

38. 3/5/2024 38
Dec ‘23
Housing Affordability Index (HAI)
SOURCE:
90
92
94
96
98
100
102
101.9
94.2
91.4
Nov ‘23
Oct ‘23
Sept ‘23
Aug ‘23
July ‘23
June ‘23
94.5
92.4
93.9
93.7

39. The Thin Line Between Success and Failure
Three Stories of Inspiration
3/3/2024 39

40. 1. Failure and Tragedy at Every Turn
• His family was forced out of their home at a young age and he had to
work to support them
• His mother died when he was nine years old
• He ran for his state’s legislature - lost
• Was rejected when he applied to law school
• Went into bankruptcy
• His fiancé died prior to them getting married
• He had a nervous breakdown and spent six months in bed recovering
• Ran for Congress twice - lost
• Ran for the Senate twice - lost
• Sought the Vice-Presidential nomination for his party - lost
3/3/2024 40

41. 1. Failure and Tragedy at Every Turn
Considered one of the top three
US presidents in history
(Washington & F.D. Roosevelt)
3/3/2024 41
Abraham Lincoln
16th President of the
United States of America
“Always bear in mind that your
own resolution to success is more
important than any other thing.”

42. 2. Perseverance
• Her mother died at an early age from Multiple Sclerosis
• She was the target of bullying in secondary school
• She had severe obsessive–compulsive disorder in her teens
• She experienced physical domestic abuse by her ex-husband
• She was a single parent and lived in poverty
• Seriously considered suicide at one point in her life
• Twelve publishers rejected her first book
3/3/2024 42

43. 2. Perseverance
3/3/2024 43
Harry Potter and the Sorcerer’s Stone
11th Best-selling Book of All Time
(120 million copies)
Harry Potter Book Series
#1 of All Time with Over 600 Million Copies Sold
Translated in 84 Languages
J. K. Rowling
Author of the Harry Potter
Series of Books
“There was a point where I really
felt I had 'penniless divorcee lone
parent' tattooed on my head.

44. 3. Tiger Woods and the 1997 Masters
3/3/2024 44

45. 3. 1997 Masters Leaders
3/3/2024 45
Rank Player R1 R2 R3 R4 Strokes Final Earnings
1 Tiger Woods 70 66 65 69 270 -18 $486,000
2 Tom Kite 77 69 66 70 282 -6 $291,000
“He was doing something in golf that
no one had ever done before.”
- Brandt Snedecker
Margin of Victory 4.4%
Difference in Earnings $195,000
Stroke Difference per 9 1½ strokes

46. Three Takeaways
• How resilient you are will determine how
successful you are
• Success doesn’t happen overnight
• The difference between succeeding and not
succeeding is a fine thin line
3/3/2024 46

47. 3/3/2024 47
Many of life’s failures are
people who did not realize
how close they were to
success when they gave up.
– Thomas A. Edison

48. 48
Tom Blefko
Director of Operations
North Pointe Office
Associate Broker, REALTOR®
Office: (717) 560-9100
Cell: (717) 587-6600
Email: tblefko@homesale.com
Web: www.TomBlefko.com
• 2022 Distinguished Service Award
• 2021 REALTOR® of the Year
• 2021 President
• 2009 Volunteer of the Year
Presenter Contact Information
03/05/24