The North Pointe Office of Berkshire Hathaway HomeServices Homesale Realty's sales meeting on March 7, 2023, covering the following topics: 1. VIP vendor Next Door Photos, 2. 2022 North Pointe Award Winners, 3. Upcoming Virtual Training Sessions, 4. Foreclosure Headlines, 5. 2022 NAR Profile of Home Buyers and Sellers.

1. North Pointe Sales Meeting
2022 NAR Profile
of Home Buyers
and Sellers
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March 7, 2023

2. Homesale Complete Services
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Dan Ranck
(717) 271-2400
NMLS # 140989
James Ream
(717) 286-9703
NMLS # 1598468
4.96 / 5
2022 Average
Survey Score

3. Homesale Complete Services
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• Local appraisers
• Quick Close in 21 days
• Direct access to
Management
Points of Difference:

4. Homesale Complete Services
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• Private road agreements
will no longer be required
• Recorded easement is
required on VA loans
PA Act 75 - Updates

5. Homesale Complete Services
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Sarah Tompos
(717) 587-7666
stompos@homesale.com
Alexis Mull
(717) 799-2565
amull@homesale.com

6. Homesale Complete Services
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Tenancy in Common
• Two or more owners holds an undivided
fractional interest
• NO right of survivorship
Joint Tenancy w/ Right of Survivorship
• Each owner may dispose or sell their interest
• If one owner dies, the survivor(s) become the owner(s)
• Must state “with Right of Survivorship” in the deed
Tenancy by the Entirety
• Special tenancy between husband and wife
• Upon death of either party, the other takes the property

7. Homesale Complete Services
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James White
(717) 575-4014
JamesWhite@homesale.com

8. Homesale Complete Services
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22. 2022 North Pointe Award Winners
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23. 2022 North Pointe Award Winners
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24. 2022 North Pointe Award Winners
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25. 2022 North Pointe Award Winners
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26. 2022 North Pointe Award Winners
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27. 2022 North Pointe Award Winners
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28. 2022 North Pointe Award Winners
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29. Featured Inman Interview
Access full interview on Inman through
your Bright MLS subscription
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30. Sunshine Kids Fundraiser
• $100 per ticket
• Drawing March 21st
• Generously donated
by Dick Pace of BHHS
Homesale Realty
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31. Homesale Town Hall Meeting
Tune in to hear valuable
information
and company updates
RSVP link will be provided
in follow-up email
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32. Premiere Listing Marketing Package - UPDATE
• Went LIVE on February 15th
• NEW listing ads now run for
14 days through
• 2-day Open House ads will
appear across social media
sites AND premium
websites/popular apps
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33. Monthly Personalized Marketing Subscriptions
Subscription #1: $10/month
(First month billed at $25 to include initial one-time set-up fee)
• 4 Pop-by Tags
• Monthly Item of Value
Subscription #2: $10/month
(First month billed at $25 to include initial one-time set-up fee)
• Monthly branded postcard
• Choose 1 of 3 categories (Recipes, Home
Maintenance or Generic Prospecting)
• Agent to supply radius point or sphere of
influence list for mailing
Sign-up link will be provided in follow-up email
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Note: Subscription fee does not
include printing & postage

34. Personalized Presentations
Locate presentations on the Google
Homesale Agents drive
• Open the presentation in Google
Slides
• Navigate to File > Make a copy
• Save the presentation on your
own drive to edit & customize as
much as you wish
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35. Upcoming Virtual Training Sessions
Using Social Media
Thursday, March 9th from 2:30-3:30 PM
Learn how to use social media to stay
updated on your SOI, brand your business
and establish yourself as a productive real
estate professional
Sign-up link will be provided in follow-up email
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36. Upcoming Virtual Training Sessions
Using CLOZE to Manage Your
Transactions
Thursday, March 16th from 10:00-11:00 AM
Use Cloze to track your pipeline from lead to
close, centralize your activity around a
transaction, pull in properties from Bright
MLS and match potential buyers to your
listings.
Sign-up link will be provided in follow-up email
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37. Upcoming Virtual Training Sessions
Advanced Bright MLS
Thursday, March 16th from 2:30-3:30 PM
Learn higher level Bright functionality and
create your own displays, form preferences
and saved searches to make conducting your
business more efficient.
Sign-up link will be provided in follow-up email
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38. Upcoming Virtual Training Sessions
Conducting Annual Real Estate
Reviews
Thursday, March 23rd from 2:30-3:30 PM
Providing Annual Real Estate Reviews for
your SOI is a great way to position yourself
as their go-to, Trusted Real Estate Advisor.
This session teaches you how to prepare,
schedule and conduct the review so you can
start creating and scheduling them.
Sign-up link will be provided in follow-up email
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39. Upcoming Virtual Training Sessions
Advanced Dotloop Tips & Tricks
Thursday, March 30th from 2:30-3:30 PM
Learn how to create your own custom
templates for documents and clauses,
overlay templates to easily get pdfs
initialed/signed, utilize task lists and clauses,
and more.
Sign-up link will be provided in follow-up email
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40. Real Estate Scam Alert
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41. Foreclosure Headlines . . . Designed to Draw Clicks
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“U.S. Foreclosure Activity In January 2023
Continues To Increase Annually For 21
Consecutive Months”
“Foreclosure activity
increases in the United
States”
“Foreclosures were up 11% in February—and
double-digit increases are expected for the next 6
months”

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1 Million Fewer Foreclosures Over the Last 3 Years
U.S. Properties with Foreclosure Filings

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The BIG Picture Tells a Different Story
U.S. Properties with Foreclosure Filings
The foreclosure rate would
need to increase
9X
to reach the Great
Recession levels

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45. 1. What was the median age of all
homebuyers in 2022?
A. 33
B. 39
C. 45
D. 53
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OBSERVATIONS:
• Median age of all buyers jumped almost 18% in one year
• People are waiting longer to put their home on the market
and move
• More important NOW than ever before to nurture and stay
in touch with SOI and past clients

48. 2. Which location was preferred
by home buyers in 2022?
A. Small town
B. Suburb/Subdivision
C. Rural area
D. Urban area/Central city
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OBSERVATIONS:
• Small towns and rural locations are increasing in popularity
• Is this the long-term effect of COVID?

51. 3. What was the median amount of miles
between a home buyer’s old home and
their new one if they purchased in 2022?
A. 10
B. 15
C. 23
D. 50
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OBSERVATIONS:
• This attribute has changed overnight!
• Many people can now work from wherever
• Are you letting your SOI and past clients know that you can
help them with an out-of-town move

54. 4. What was the total number
of weeks searching for a
home by buyers prior to
contacting an agent?
A. 1
B. 3
C. 5
D. 7
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OBSERVATIONS:
• Buyers stick their toe in the water prior to contacting you for
help and assistance
• What are you doing to stay top of mind as the go-to expert?

57. 5. What percentage of
buyers found their
home from a sign in
the yard?
A. 4%
B. 8%
C. 12%
D. 16%
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FOR SALE

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OBSERVATIONS:
• Since 2009, the importance of signs has diminished by 66%
• Word of mouth is now 2½ times more likely to secure a buyer for
your listing
• Buyers aren’t spending as much time as they used to driving around
looking at homes
• What do your listings look like online? Are you doing everything
possible to make your listing stand-out online? Professional
photography? Floorplans? Virtual Walkthroughs?

60. 6. What is the top benefit of using a real estate agent
as cited by first-time homebuyers?
A. Negotiated better contract terms
B. Pointed out unnoticed features and faults of property
C. Helped buyer understand the process
D. Improved buyers knowledge of search areas
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OBSERVATIONS:
• Don’t take for granted that everyone knows as much as you about
real estate
• Are you spending the time to really educate your clients about the
process, costs, etc.?

63. 7. What percentage of buyers
would definitely or probably
use their real estate agent
again?
A. 89%
B. 81%
C. 75%
D. 68%
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89%

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OBSERVATIONS:
• Surveys have shown that only 27% actually do use their
agent again
• Why do you think that is the case?
• Will you be able to sell your book of business when the
time comes to step away from real estate?

66. 8. What is the median
tenure of sellers in
their homes?
A. 7 years
B. 10 years
C. 12 years
D. 15 years
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OBSERVATIONS:
• The real estate business has changed from a
transactional business to a relational business in
the past 30 years
• Have you changed?

69. 9. What percentage of sellers found their
real estate agent by referral or previous
use of agent?
A. 55%
B. 59%
C. 63%
D. 66%
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OBSERVATIONS:
• What are you spending your marketing
and advertising dollars on?
• Referral fees from third party companies
and portals aren’t going DOWN

72. 10. What percentage of sellers contacted
two or more agents to discuss selling
their home before listing it?
A. 40%
B. 32%
C. 24%
D. 20%
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OBSERVATIONS:
• “I’ve seen the enemy and it is us.”
• How well are you prepared for your
appointments? Do you know all the tools
available to you to assist buyers and sellers?

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According to Google Maps, how many miles is it
from the North Pointe Office to Las Vegas?
2,406 miles
TIEBREAKER

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Presenter Contact Info
Tom Blefko
Director of Operations
North Pointe Office
Associate Broker, REALTOR®
Berkshire Hathaway HomeServices
Homesale Realty
Office: (717) 560-9100
Cell: (717) 587-6600
Email: tblefko@homesale.com
• 2022 Distinguished Service Award
• 2021 REALTOR® of the Year
• 2021 President
• 2009 Volunteer of the Year