North Pointe sales meeting covering the following topics: 1. Lancaster County September Market Stats 2. Intro to Open House Connector - A program to help you capture more open house leads and follow-up with them more effectively 3. Is your net-working? Overview of how buyers and sellers find homes and what Realtors can do to maintain that business relationship in the future.

1. Sales Meeting
October 15, 2019
1
Consumer Strong®
North Pointe Office
Lancaster, PA
Open House
Connector
September
Market Stats
10/15/2019
Is Your
Net-Working?

2. Agent Benefits Program
210/15/2019

3. Homesale Complete
3
Karie Martin Sarah Tompos James White
10/15/2019
Dan Ranck
NMLS #140989
James Ream
NMLS #1598468

4. Homesale Complete Monthly Luncheon
410/15/2019
International Food & Liquor Day
Wednesday, October 16 from 12:00-1:00 PM
Conference Room #5

5. Companywide Prospecting Night
510/15/2019
Wednesday, October 16 from 4:00-6:00 PM @ North Pointe
• Meet in Training Room @ 3:45 PM
• Bring your list of contacts, prospects, open
house attendees, names from your sphere of
influence, past clients, FSBOs, or expired
listings.
• Win gift cards!
• Food will be ordered at the end of the
evening

6. Lancaster County Market Statistics
Homesale Realty
717-295-4663
Homesale.com
DISCLAIMER: Based on information from the Bright MLS for all residential property located in Lancaster County, PA, for the period September 1-
30, 2019. Data may not reflect all activity within the geographic marketplace.
$220,771
$232,536
$50,000 $100,000 $150,000 $200,000 $250,000 $300,000-0-
+5.3%
Average Sales Price
September 2018 vs. September 2019
610/15/2019

7. Lancaster County Market Statistics
September 2018 vs. September 2019
Listing Inventory Median Days to Sell
18 14
Average Interest Rate
1 2 3 ÷
4 5 6 x
7 8 9 -
0 . = +
4.63%
1 2 3 ÷
4 5 6 x
7 8 9 -
0 . = +
3.61%
Freddie Mac monthly average commitment rate on 30-year fixed rate mortgages
Units Sold
2,018
FOR SALE
1,276
FOR SALE
DISCLAIMER: Based on
information from the Bright
MLS for all residential property
located in Lancaster County,
PA, for the period September
1-30, 2019. Data may not
reflect all activity within the
geographic marketplace.
498
SOLD
519
SOLD
-36.8%
+4.2%
-23.3%
-22.0%
710/15/2019

8. Lancaster County Market Statistics
Absorption Rates – September 2019
3
6
9
12
0
MonthsInventory
4.1
1.9
1.3 1.2
1.6
2.5
3.2
6.0
13.1
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 +
DISCLAIMER: Based on
information from the Bright
MLS for all residential property
located in Lancaster County,
PA, for the period September
1-30, 2019. Data may not
reflect all activity within the
geographic marketplace.
810/15/2019

9. Remine Pro is HERE!
910/15/2019
Included in your subscription
$199/month value FREE

10. Remine Pro is HERE!
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• Track up to 10,000 properties for updates
• Utilize Buy and Sell scores
• View unlimited contact info
• Access detailed info and map layers for Absentee
Owners, Flood Zones, Neighborhood Maps, School
Maps, Distressed Properties, Property Value and
Equity reports

11. Open House Connector
1110/15/2019
App that gathers and records important information
about your Open House attendees

12. Open House Connector
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How will this benefit me?
• No need for paper sign-in sheets
• Auto-responder email will be automatically sent to
each visitor
• Visitor data will feed right to your customer center
• Easily set up the attendee group on a follow-up drip
campaign

13. Open House Connector
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What device can I use it on?
• iPads
• Android Tablets
• Chromebooks that run Android apps

14. Open House Connector
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Setup the App & Connect Your Accounts
• Download the Open House Connector app from
the App Store
• Login to Homesale Center.com > Listings >
Open House Connector
• Open House will automatically appear in your
account

15. Open House Connector
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Setup - Settings
• Click the Settings button
• Setup up survey questions for customer to
answer
• Customize the auto-responder email
• Choose how your guests will be imported into
Customer Center

16. Open House Connector
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Ready to Use!
Attendee Actions:
• Customer will click “Sign In”
• Enter their Name and Email Address
• Answer survey questions

17. REMINDER: 2020 Business Goals
1710/15/2019
Please return by
October 24, 2019

18. Is Your Net-Working?
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19. Agent Lead Generation Programs
19
Open your mouth and hope
something flies into it
Flight of the confused bumblebee
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20. How Buyers Find Realtors?
20
Top Two Answers:
1. Referred by (or is) a friend neighbor or relative 41%
2. Used agent previously to buy or sell a home 12%
53%
10/15/2019

21. How Sellers Find Realtors?
21
Top Two Answers:
1. Referred by (or is) a friend neighbor or relative 39%
2. Used agent previously to buy or sell a home 24%
63%
10/15/2019

22. The Power of Your Network
22
1. How many people know that you’re a Realtor? (Insert your own number)
2. Percentage that will move this year? (NAR survey shows people move every 9 years)
3. Number of people in your network who will move this year? (#1 x #2)
4. Percentage of captured business? (#3 x 70%)
5. Average commission earned? (Average sales price ($240,000) X Average commission percentage (5.75%) X
Co-op commission portion (50%) X BHHS franchise fee (94%) X Agent Split (60%))
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150
11.1%
16.7
11.7
$3,892

23. The Power of Your Network
23
6. Commission income from your network? (#4 x #5)
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$42,536

24. Playing With the Numbers
24
If you increase the number of people in your network:
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200
350
500
$60,482
$105,843
$151,204

25. These Numbers Are Conservative
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26. The Formula Does Not Account for . . .
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. . . selling your own listings

27. The Formula Does Not Account for . . .
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. . . sellers who also buy

28. The Formula Does Not Account for . . .
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. . . appreciation in real estate

29. The Formula Does Not Account for . . .
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. . . referrals from outside your network

30. Would Buyer Use Realtor Again or Recommend to Others? *
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* 2018 Profile of Home Buyers and Sellers, National Association of REALTORS®
60%
80%
50%
70%
40%
30%
20%
10%
0%
Definitely Probably Probably Not Definitely Not Don’t Know
74%
16%
5% 4% 1%
90%would probably use you again
or recommend you to others

31. The Grand Disconnect
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17%used agent previously to
buy or sell a home

32. Unless You Do Something About It Today . . .
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. . . the majority of your clients will use another Realtor in the future

33. So Where Do You Begin?
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34. Follow the Steps to Success
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• Select
your database
• Feed
your database
• Touch
your database

35. 1. Select Your Database
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Look familiar?

36. 1. Select Your Database
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• Get recommendations from peers
• Find out how much it will cost to use
• Invest time to learn the program

37. 1. Select Your Database
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Popular Customer Relationship Management programs
Homesale
Center

38. 2. Feed Your Database
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• Gather all names, addresses, telephone
numbers, and email addresses of everyone
you know
• Enter the information into your CRM

39. 2. Feed Your Database
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• Continuously look to add new people to your
database everyday
• The best time to ask for referrals is at the
settlement table
• Learn how to ask for referrals - - - the right
way

40. 2. Feed Your Database
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“Mr. & Mrs. Smith, I’ve really enjoyed working with you. I would love the opportunity to assist your
close friends and relatives with their real estate needs when the time comes up by offering the same
great service to them.”
“Would you mind giving me the
names and contact info of three
people that you know that I could
enroll in my Customer Appreciation
Program.”

41. 3. Touch Your Database
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Initial Mailer – Enroll them in a ‘Customer Appreciation Program’ and include three business cards
Mr. & Mrs. James Jones
123 Main Street
Lancaster, PA 12345

42. 3. Touch Your Database
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Phone Calls – Obtain contact information that is missing from your database

43. 3. Touch Your Database
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Personal (Handwritten) Notes – Make it a habit of sending three per day to your database and
others
Pop Bys – Visit one person in your sphere of influence per week

44. 3. Touch Your Database
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Market Updates – Email ‘BHHS Market Video Update’ from Marketing REsource

45. 3. Touch Your Database
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Items of Value – Send out one piece of information per month regarding real estate (i.e. tax tips,
home maintenance, area info)
https://members.houselogic.com
Social Media
& Email
Personalized
Handouts
Add to
eNewsletter
Add to Blog
or Website

46. 3. Touch Your Database
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Annual RPR Property Report – Create a property report to keep owners apprised of their property
values

47. 3. Touch Your Database
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Social Media - Know what is going on in the lives of people in your database and interact with them

48. 3. Touch Your Database
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Coffee/Lunch - Target the very best 20-25 in your sphere of influence (and let them know it)

49. Inspiration
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One day or day one. You decide.
- Paulo Coelho

50. About the Presenter
50
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
10/15/2019