1. North Pointe Sales Meeting
Explaining Your
Value as a Buyer’s
Agent (Part 2)
1
September 12, 2023

2. Homesale Complete Services
2
Sarah Tompos
(717) 587-7666
stompos@homesale.com
Alexis Mull
amull@homesale.com

3. Powers of Attorney - Definitions & Details
• What is Power of Attorney (POA)?
To give someone else the power to act on one’s behalf
• Durable Power of Attorney
Always submit to Homesale Settlement Services for review
• Homesale Settlement Services can create the POA
May only be used for a specific transaction
3

4. When POA’s Cannot be Used
4
• Personal Representative of an Estate
• Trustee of a Trust
• Official Signer of LLC
• Corporations
• Any person with a fiduciary duty to someone else
• Short Sale Sellers
• Divorced or separated sellers may not use a POA from one to the
other
• Attorney in Fact granting property to him/herself
• If the Principal is deceased - POA is null & void

5. Homesale Complete Services
5
James White
(717) 575-4014
JamesWhite@homesale.com

6. Insurance Industry is Now Considered a
“Hard Market”
• Many companies are pulling out of some states and refuse to
write new business due to unprofitability
• Stricter underwriting restrictions and guidelines with higher
premium rates, and in some cases...refusing to offer coverage
at any cost
6

7. Homesale Complete Services
7
Teri Conklin
President
Cell: 717-515-3055
NMLS # 149272

8. 8
JEOPARDY
https://jeopardylabs.com/play/mortgage-jeopardy-151

9. August Peak Performers
9
August Peak Performers

10. 10
August Peak Performers

11. 11
August Peak Performers

12. 12
August Peak Performers

13. 13

14. 14

15. Career Development Opportunities
15
USING SOCIAL MEDIA - Thursday, September 14 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZAqde-grjwjHN3p4TAb-0mHXwB_uGVdOmc5
ADVANCED BRIGHT MLS - Thursday, September 21 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZYocuusrjMsH9USAkIQwxjETZ6LYzRYwnvc
REAL ESTATE PLANNING SESSIONS - Thursday, September 28 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZMod--trTIuGNBwp_2YGNcdDytZdFX89MTH
BUSINESS PLANNING - Thursday, October 5 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZMpcuuorjopG9fs0aFiDLgm5I_UYXWW5D3P
ADVANCED DOTLOOP - Thursday, October 12 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZwud-2srD8qG9bX6B2u9-R1HUTbdJXjPcuC#/registration
MOBILE HOMES - Thursday, October 26 from 2:30-3:30 PM
Register: https://homesale.zoom.us/meeting/register/tZItc-2upzMoH9xTeCg_eGIMA9s2ziSDeqyg#/registration

16. Sunshine Kids Golf Tournament
16
Regents Glen Country Club
York, PA
Wednesday, September 27th
Register to Play
https://sunshinekidsgolf.golfreg.com/ab23a21/reg-catalog/all
Buy a Helicopter Ball
https://golfballdroppers.com/view/event/128/purchase/1008/0

17. 17

18. New Monthly Listing Count
18
2017 2018 2019 2020 2021 2022 2023
Source:

19. New Monthly Listing Count
19
Source:
Lancaster County, PA
August 2022: 541
August 2023: 528
Year-Over-Year
-2.4%
July 2022: 487
August 2023: 528
Month-Over-Month
+8.4%

20. Consumer Confidence in Home Prices
20
Source:
% of Americans in each December who think home prices will go DOWN over the next 12 months

21. Consumer Confidence in Home Prices
21
Source:
% of Americans who think home prices will go DOWN over the next 12 months

22. 2023 Year-End Home Price Forecasts
22
12/2022 vs. Current Forecast
Source:
American Enterprise Institute

23. Median Home Price (Appreciation -or- Depreciation)
23
Source:
Lancaster County, PA
January 1: $291,000
August 31: $329,500
+13.2%

24. 24
Explaining Your
Value as a Buyer’s
Agent
(Part 2)

25. 25

26. Buyer probably doesn’t understand
three things
1. What agents do (both listing
and buyer’s agents)
2. Fiduciary responsibilities
3. How agents get paid
Are you taking the time
to educate your Buyers?
26

27. 2. Fiduciary Responsibilities
27
“Here are the various options
regarding representation in a real
estate transaction. I would like to
be your Buyer’s Agent and work
for you.”
What does that mean?!

28. 2. Fiduciary Responsibilities
28
C Care
O Obedience
A Accounting
L Loyalty
D Disclosure

29. Care
• Locate suitable property
• Evaluate property values
• Evaluate neighborhood and property
conditions
• Review financing alternatives
• Construct offers and counteroffers
with the Buyer’s best interest in mind
2. Fiduciary Responsibilities
29

30. Obedience
• Obligated to act in good faith at all
times
• Obey the Buyer’s instructions in
accordance with the contract
2. Fiduciary Responsibilities
30

31. Accounting
• Report the status of all funds received
by Buyer
• Required to provide copies of all
documentation
• Retain documents for three
years
2. Fiduciary Responsibilities
31

32. Loyalty
• Place interests of Buyer above those of
all others (including agent)
2. Fiduciary Responsibilities
32

33. Disclosure
• Duty to inform Buyer of all facts or info
that might affect Buyer’s position
• Obligated to discover facts that a
reasonable person would feel are
important
2. Fiduciary Responsibilities
33

34. 3. How agents get paid
34
Survey Question: When you bought your house, did you
understand how your buyer’s agent was compensated?
46.17%
Yes, I understood
this clearly
Less than half clearly understood
how their agent was paid
Source:
? %

35. 3. How agents get paid
35
Broker’s Fee, paid by Buyer to Broker, is as follows:
In a purchase transaction:
• with a seller represented by a real estate broker the fee is ____% of the
purchase price OR $_________ , whichever is greater, AND $________.
It is Broker’s policy to accept compensation offered by the listing broker. If
the amount received from the listing broker is less than the amount in
Paragraph 2(B)(1), Buyer will pay Broker the difference, unless seller
agrees to pay the difference as a term in the agreement of sale.
STOP saying your services are FREE

36. 3. How agents get paid
36
“Mr. Buyer, prior to showing
you any property, I will always
let you know if the listing
broker or owner will pay my
fee so you will always be
informed if you will be
responsible for any portion of
my commission.”

37. 3. How agents get paid
37
NAR CODE OF ETHICS
Standard of Practice 16-16
REALTORS®, acting as subagents or buyer representatives,
shall not use the terms of an offer to purchase to attempt to
modify the listing broker’s offer of compensation to
subagents or buyer representatives nor make the submission
of an executed offer to purchase contingent on the listing
broker’s agreement to modify the offer of compensation.

38. 3. How agents get paid
38
Form CBC can be used for three purposes:
• Confirm compensation offer in the MLS
• Negotiate compensation where listing broker
is not a member of the MLS, or where the
property is not listed in an MLS
• Renegotiate an offer of compensation in the
MLS.
Cooperating broker compensation should be settled between
the brokers before the submission of an offer by a buyer
Notice who the Signators are on this form.

39. 3. How agents get paid
39
• The purpose of the CAS form is to ask the
seller to directly pay a certain amount of
money to be applied towards the
compensation of the buyer agent.
• This is a negotiated issue between buyer
and seller – not brokers
• Think about the use of form is to view it as
a type of seller assist
Notice who the Signators are on this form.
This form is used as an addendum to the agreement of sale
and negotiated with other terms in the agreement

40. 40
Price is what you pay.
Value is what you get.
- Warren Buffett

41. 41
Tom Blefko
Director of Operations
North Pointe Office
Associate Broker, REALTOR®
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
Presenter Contact Information