Berkshire Hathaway Homesale Realty (Chambersburg Office) sales meeting revolving around three current issues: Zillow/Trulia Merger and what it means to real estate companies and agents; the rise of Unreasonable Clients and how to deal with them as an agent; understanding your market and how to use information to be a Counselor instead of a Facilitator in real estate transactions.

1. August 19, 2014
1
CHAMBERSBURG
OFFICE SALES
MEETING
• Zillow/Trulia Merger
• Unreasonable Clients
• Market Snapshot

2. 2
ZILLOW/TRULIA MERGER
So what does it mean to me?

3. 3
ZILLOW/TRULIA MERGER

4. 4
ZILLOW/TRULIA MERGER

5. 5
ZILLOW/TRULIA MERGER

6. 6
ZILLOW/TRULIA MERGER

7. 7
ZILLOW/TRULIA MERGER

8. 8
ZILLOW/TRULIA MERGER
We’re not in the information business.
We analyze the information
so that people can make
better decisions.

9. 9
ZILLOW/TRULIA MERGER

10. 10
ZILLOW/TRULIA MERGER
They may have found the boxcar, but
now they have to navigate the track.

11. 11
UNREASONABLE CLIENTS

12. 12
UNREASONABLE CLIENTS
https://www.youtube.com/watch?v=R2a8TRSgzZY

13. 13
UNREASONABLE CLIENTS
1. Maintain your patience and professionalism
2. Address expectations up front – don’t assume anything
3. Probe to find the root of their unreasonableness
4. Address it by fixing the problem or say ‘No’

14. 14
UNREASONABLE CLIENTS
“If the honeymoon isn’t going real
well, chances are the marriage
won’t be much better.”
- Brian Buffini

15. 15
UNREASONABLE CLIENTS
“When you make it clear (and
then deliver) on the promise that
your best work goes to those that
are clear, respectful and patient,
you become a specialist in having
customers just like that.”
- Seth Godin

16. 16
MARKET SNAPSHOT
“So how is the market? Is now a good time to buy or sell?”
Are you answering as a ‘Counselor’ or ‘Facilitator’?
Cookout Tailgating Shopping

17. 17
MARKET SNAPSHOT
1. All real estate is local. Know your local market.
Median Sold Price: $169,900
(+6.9% from July 2013)
Closed Sales YTD: 797
(+4.3% from last year)
Average Days on Market: 125
(+19.05% from July 2013)
SOURCE: MRIS

18. 18
MARKET SNAPSHOT
2. Real estate as an investment stands up pretty well.

19. 19
MARKET SNAPSHOT
3. Percentage of distressed property sales is WAY down.
January 2012
January 2013
July 2014

20. 20
MARKET SNAPSHOT
4. Millennials aren’t buying homes. Really?
(Homeownership rates by age group when they were 25-29 years old)

21. 21
MARKET SNAPSHOT
4. Millennials aren’t buying homes. Really?
(% of each age group planning to buy a home in the next 12 months)

22. 22
MARKET SNAPSHOT
5. Purchasing power decreases as interest rates go up (and they will).
-2.5% -5.0% -7.5% -10.0%
For every 1% increase in interest rates there
is a drop of 10% in purchasing power.

23. 23
MARKET SNAPSHOT
5. It’s now cheaper to buy then rent . . . by a wide margin!
Buying is CHEAPER than renting in ALL of the 100 largest
metros by and average of . . .
38%
SOURCE: Trulia (3/14)

24. 24
MARKET SNAPSHOT
6. Homeowners are worth more than renters. How much more?
30X

25. 25
MARKET SNAPSHOT
7. Optimism is returning to the real estate market.
2006
2012

26. 26
MARKET SNAPSHOT
Are you ready to be a ‘Counselor’ or will
you be satisfied with being a ‘Facilitator’?

27. 27
CUSTOMER FEEDBACK

28. 28
NEW LISTINGS

29. 29
WINGS & BEER
Today
4:00–6:00 PM
Relax-Enjoy

30. 30
ABOUT THE PRESENTER
Tom Blefko is a real estate 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 over one thousand real estate
transactions.
Contact Information: Tom Blefko, Associate Broker
Berkshire Hathaway Homesale Realty
Office: (717) 267-3222
Cell: (717) 587-6600
E-Mail: TBlefko@Homesale.com