Sales meeting reviewing the new change to the agreement of sale, June '19 Peak Performers, HomeWyse.com, a peek at the new BuySide Program coming soon, instant client attraction strategies, and Generating Inventory In a Tight Market.

1. Sales Meeting
July 23, 2019
07/23/2019 1
Good to know®
Buyside
is Coming
Generating Inventory
In a Tight Market

2. Real Estate Trivia
207/23/2019
How many deadlines/time frames are there in the Standard
Agreement of Sale?

3. Blood Drive
307/23/2019
TODAY in the Training Room

4. Homesale Complete
4
Dan Ranck
NMLS #140989
Jennifer Strickler
NMLS #1450807
07/23/2019
Change to Agreement of Sale (07/01/19)
Paragraph 8.(I)
Buyer will apply for Section 203(k) financing, and this
contract is contingent upon mortgage approval (See
Paragraph 8.(B)) and Buyer’s acceptance of additional
required repairs as determined by the lender.

5. Homesale Complete
5
Dan Ranck
NMLS #140989
Jennifer Strickler
NMLS #1450807
Karie Martin Sarah Tompos James White
07/23/2019

6. Peak Performers – June 2019
607/23/2019
Martha Osborn
Team
Donna Shaw
Team
Wendell Huyard
Team
Maria Heisey Claire MessimerFreddy Alldred Diana Monger
Kathy Morgan Mark Rebert
Team
Dave Lowry
Team
Lisa Naples
Team
Tom Risser
Team
Tim Shreiner
Team
Mark Thudium
Team
Craig Hartranft
Team
Jaimie Ames

7. Company Accolades
707/23/2019

8. HomeWyse.com
807/23/2019
Provides fair market costs of
800+ common home
remodeling, maintenance and
repair materials in your
geographic area

9. HomeWyse.com
907/23/2019
• Select a project from an extensive list

10. HomeWyse.com
1007/23/2019
• Select a sub-category
• Move sliders to determine specifications

11. Buyside
1107/23/2019
Buyside uses buyer data to address the two most important questions every
potential seller has:
• What is my home worth?
• Do you have buyers for it?
Provides a powerful new way to generate
and capture seller leads
COMING
AUGUST 6, 2019

12. Buyside
1207/23/2019
“Between its unsuspecting use of buyer data and seamless, on-brand website integration, Buyside
is one of the more compelling data-driven business engines this column has come across in 2018.”
- INMAN NEWS
COMING
AUGUST 6, 2019
EXISTING BUYSIDE CLIENTS

13. Stand
The Clock is Ticking
1307/23/2019
Did you know there are 15 deadlines/time frames in the Standard Agreement of Sale?

14. The Clock is Ticking
1407/23/2019
1. Producing Earnest Money Deposit
2. Settlement Date
3. Written Acceptance of Offer
4. Mortgage Commitment Deadline
5. Locking an Interest Rate
6. Applying for a Mortgage
7. Making Lender Required Repairs
8. Conducting Inspections
9. Notification of Public/Private Assessments
10. Meeting Municipal Requirements
11. Obtaining a Public Offering Statement
12. Obtaining a Resale Certificate
13. Ordering Title Insurance
14. Damage to Property Prior to Settlement
15. Communications Between the Parties
Missing a deadline/time frame has
consequences.
Get extensions in writing.

15. Buyside
1507/23/2019

16. Instant Client Attraction
Strategies
The Real Estate Playbook – Travis Robertson
1607/23/2019

17. Instant Client Attraction Strategies
1707/23/2019
Instructions to access The Real Estate Playbook:
• Follow link to create your own login and password
- http://travisrobertson.com/bhhs-playbook
• Gain access here:
https://travisrobertson.mykajabi.com

18. Instant Client Attraction Strategies
1807/23/2019
1. Text Message Idle Leads
Text message for listings:
“Hi John! More homes just sold in
your area and may have changed
your value. Want me to send an
updated estimate?”

19. Instant Client Attraction Strategies
1907/23/2019
1. Text Message Idle Leads
Text message for buyers:
“Hi John! New homes just hit the
market I think you’ll love. Want me
to set up a time to see them?”

20. Instant Client Attraction Strategies
2007/23/2019
2. Calling Past Leads
Who did you “semi-work-with”
weeks/months/years ago that you can
contact?

21. Instant Client Attraction Strategies
2107/23/2019
3. Calling Past Clients
Offer a market update or CMA

22. Instant Client Attraction Strategies
2207/23/2019
4. Calling Your Sphere of Influence
Enroll them in a ‘Customer Appreciation
Program’

23. Instant Client Attraction Strategies
2307/23/2019
5. Open Houses
• Listing start dates on Sunday to attract buyer clients
• House should be relatively ‘new’ on the market

24. Generating Inventory in a
Tight Market
Think Different – Think Smart
2407/23/2019

25. Generating Inventory In a Tight Market
2507/23/2019

26. Lancaster County Market Statistics
2607/23/2019
Absorption Rates – June 2019
3
6
9
12
0
MonthsInventory
2.1
1.0 1.0 0.9 1.0
2.0
3.0
4.4
6.5
Buyer’s
Market
prices generally
decreasing
Seller’s
Market
prices generally
increasing
$0 to
$79.9K
$80K to
$119.9K
$120K to
$159.9K
$160K to
$199.9K
$200K to
$249.9K
$250K to
$299.9K
$300K to
$399.9K
$400K to
$499.9K
$500K +
D I S C L A I M E R
Based on information from the
Bright MLS for all residential
property located in Lancaster
County, PA for the period:
June 1-30, 2019
Data may not reflect all activity
within the geographic
marketplace.

27. Generating Inventory In a Tight Market
2707/23/2019
Broker’s Fee Agreement (PAR Form BFA)
• Seller agrees to list their property
• One specific buyer
• Seller agrees to pay a commission

28. Generating Inventory In a Tight Market
2807/23/2019
How do you find sellers who might be candidates for a one-party
listing?
Start with buyers who have made offers on other properties
and lost out in multiple offer situations

29. Generating Inventory In a Tight Market
2907/23/2019
• Ask your buyers to identify the properties
they would like to see based on the outside
of the property or the neighborhood
• Make your existing buyers part of the
solution

30. Generating Inventory In a Tight Market
3007/23/2019
• Draft a letter that includes info about the buyers and send
it to the owner
• Include a business card
• Hand-address a plain white envelope

31. Generating Inventory In a Tight Market
3107/23/2019
Which other doors are most likely to yield the best results?
1. For Sale-by-Owners (FSBOs)
Sample dialogue:
“If I produced a buyer for your home that
would meet your price and terms, would
you be willing to pay me a 3%
commission?”
NOTE: Check out ‘Make Me Move’ listings
on Zillow

32. Generating Inventory In a Tight Market
3207/23/2019
Which other doors are most likely to yield the best results?
2. Prospect for Lease ‘Expireds’
• Search Bright MLS
• Most investors own more than one
investment property

33. Generating Inventory In a Tight Market
3307/23/2019
Which other doors are most likely to yield the best results?
3. Pull Up Active ‘For Rent’ Listings
• Craigs List
• HotPads
• Realtor.com
• Trulia
• Zillow
• Oodle
• Facebook Marketplace

34. Generating Inventory In a Tight Market
3407/23/2019
Pitfalls to Avoid
1. Never show the property prior to obtaining a one-party listing

35. Generating Inventory In a Tight Market
3507/23/2019
Pitfalls to Avoid
2. Make sure you explain that you represent the buyer
Have the seller sign:
• Consumer Notice
• Wire Fraud Notice
• Seller’s Cost Sheet

36. About the Presenter
3607/23/2019
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