The North Pointe Office of Berkshire Hathaway HomeServices Homesale Realty's sales meeting on February 7, 2023, covering the following topics: 1. Homesale Mortgage overview of Seller's Assist, 2. Review of mortgage loan commitments, 3. SOCI, 4. Advertising enhancements, 5. Berkshire Hathaway HomeServices rebrand, 6. The Lion Over the Hill.

1. North Pointe Sales Meeting
The Lion Over
the Hill
1
February 7, 2023

2. Homesale Complete Services
2
Dan Ranck
(717) 271-2400
NMLS # 140989
James Ream
(717) 286-9703
NMLS # 1598468

3. First-Time Buyer Programs
3
First-Time Buyer Advantage Program
• First-time buyers only
• Conventional mortgage
• No pricing adjustments for credit score, LTV or loan amount
• Qualifying income limit: $90,200
Federal Home Loan Bank Grant Program
• First-time buyers only
• Grant up to $12,500
• Pro-rated forgiveness over 5 years
• Can combine with any mortgage program
• Qualification subject to 80% of Area Median Income (AMI)

4. Seller’s Assistance Guide
4
Interested Party Contributions (IPCs)
Costs that are normally the responsibility of the
purchaser that are paid directly of indirectly by someone
else who has a financial interest in the property
Interested Parties:
• Sellers
• REALTORS®
• Lenders
• Builders

5. Seller’s Assistance Guide
5
Limits on Seller’s Assistance:
AGENCY MAXIMUM SELLER CONTRIBUTION
Fannie Mae & Freddie Mac
(owner occupied properties)
• 90.01% LTV or greater – 3%
• 75.01% to 90.00% LTV – 6%
• 75.00% or less – 9%
Fannie Mae & Freddie Mac
(investment properties)
Always limited to 2%
FHA Maximum all loans 6%
VA
• 4% closing costs and points
• PLUS 4% sales concession
• Total of 8% maximum all loans
USDA
• 6% maximum all loans
• Closing cost can be financed up to 100%
of appraised value

6. Seller’s Assistance Guide
6
• Seller’s assist cannot be used towards for down payment
• Anything paid outside of closing (POC) like inspections
needs to be verified as paid
 Cannot give borrower credit
if they paid in cash
 Need bank or credit card
statement showing it was
paid

7. Homesale Complete Services
7
Sarah Tompos
(717) 587-7666
stompos@homesale.com
Sheri Kelly
(717) 669-2065
skelly@homesale.com

8. Homesale Complete Services
8
James White
(717) 575-4014
JamesWhite@homesale.com

9. Soup’er Bowl Party
This FRIDAY from
11:30 AM to 1:30 PM
RSVP
Janice or Marion
9

10. Mortgage Loan Commitment
10
2. Seller may terminate this Agreement after the Commitment Date by
written notice to Buyer if:
a. Seller does not receive a copy of the documentation demonstrating
lender’s conditional or outright approval of Buyer’s mortgage
application(s) by the Commitment Date.
Keep track of the commitment date

11. Mortgage Loan Commitment
11
b. The documentation demonstrating lender’s conditional or outright
approval of Buyer’s mortgage application(s) does not satisfy the
loan terms outlined in Paragraph 8(F), OR
2. Seller may terminate this Agreement after the Commitment Date by
written notice to Buyer if:
If you need to change the terms,
get an addendum signed

12. Mortgage Loan Commitment
12
c. The documentation demonstrating lender’s conditional or outright
approval of Buyer’s mortgage application(s) contains any condition
not specified in this Agreement that is not satisfied and/or
removed in writing by the mortgage lender(s) within 7 DAYS
after the Commitment Date, or any extension thereof, other than those
conditions that are customarily satisfied at or near settlement.
2. Seller may terminate this Agreement after the Commitment Date by
written notice to Buyer if:
Read your commitment letters

13. Mortgage Loan Commitment
13
MORTGAGE LOAN PRICE COMMITMENT
If credit, employment, income, assets, property
valuation, property condition and title conditions meet
lending guidelines, you will be approved for a
mortgage loan with the following terms.

14. Mortgage Loan Commitment
14
This Commitment Agreement does not constitute an
approval of your loan request.

15. Peak Performers Award
15
# of Team Members # of Strokes Booked $ Volume PA Booked $ Volume MD
Individual Agent 4 $440,000 $700,000
2 5 $600,000 $850,000
3 6 $750,000 $1,000,000
4 7 $900,000 $1,150,000
5 8 $1,050,000 $1,300,000
6 9 $1,200,000 $1,450,000
• Teams with more than 6 members need to add one stroke or $150K in booked dollar volume per additional agent
• Strokes are earned with a sales transaction EITHER from the listing side or the buyer’s side – Each transaction side earns
one stroke
• If an agent represents both sides of the transaction, they get credited with two strokes OR the sales price gets counted
twice (once for each side)
• An agent will achieve Peak Performer by meeting EITHER the appropriate # of strokes OR the Booked Dollar Volume
(effective January 1, 2023)

16. Homesale Elite Award
16
# of Team Members
# of Quarterly Core Service
Units Required
Individual Agent – 2 3
3 4
4 – 5 5
6 – 7 7
8 9
9+ 11
• Recognizes agents who consistently achieve Peak Performer Status AND who embrace our Core Service Culture on a
quarterly basis
• Must meet all criteria:
 Agent/Team has achieved Peak Performer status in all 3 months of that quarter
 Agent/Team has the achieves the required # of core service units during that quarter
• Any combination of Mortgage, Title and Insurance capture units in that quarter will count
(NEW Award effective January 1, 2023)

17. SOCI
17
• BHHS provided auto-
posting tool for social
media management
• Opt-in to BHHS-
approved, auto posted
content
• Find in BHHS Resource
Center

18. Advertising Enhancements
18
• Listing ads will now run
for 14 days on
NO ADDITIONAL COST
• 2-day Open House ads
also run through Chalk
Digital

19. Advertising Enhancements
19
• What do you need to
do to take advantage
of this additional
marketing?
NOTHING

20. Monthly Personalized Marketing
Subscriptions
20
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

21. Monthly Personalized Marketing
Subscriptions
21
Subscription #2: $10/month
(first month billed at $25 to include initial one-time set-up fee)
• Monthly branded postcard
o Choose a category – Recipes,
Home Maintenance, or Generic
prospecting
o Radius point or SOI list
o Does not include printing or
postage

22. Homesale Virtual Assistant
22
• Agent Media Kit Packages
• Property Listing Packages
• Luxury Branded Materials
• Custom Presentations
• Wallet Brochures
• Postcards
• Logos
• Ad Creation
OUR SERVICES
INCLUDE

23. Homesale Virtual Assistant
23
Market Yourself Market a Property
HomesaleVirtualAssistant.com

24. Full-Service Agent Websites
24
• Agents: $60/mo. or $648/yr.
• Teams: $70/mo. or $756/yr.
NO SET-UP
FEES

25. Full-Service Agent Websites
25
STANDARD FEATURES
• Blog Capability
• What’s My Home Worth (AVM)
• Property Search (Full IDX)
• Lead Management
• Automated Social Media Posts
• Website Statistics
• Domain Management
• Customer Reviews
• My Customer for Life Campaigns
• Custom Designs Available
• Google Analytics Capability
• Homepage and Bio Creation
• My Listings Page and Sold Listings
Page
• Market Watch Reports
• Drip Email Campaigns
Contact websites@homesale.com for more info

26. Ninja Installation
• September 18-21, 2023
• Sheraton Baltimore North: 903
Dulaney Valley Road, Towson,
MD 21204
• Early bird registration is $699
• Receive a $100 reimbursement
per transaction on their first
four new closed transactions
through September 22, 2024
• Registration details coming
soon
26

27. In-person Workshops
Get started with this
powerful CRM
• ELIZABETHTOWN
February 16 from 12-1PM
• EPHRATA
February 21 from 10-11AM
27
MUST RSVP - Registration links will be provided

28. Training
Learn how to differentiate yourself at
the listing table, provide a competitive
edge for your buyers, and generate
more leads by leveraging an immediate
cash offer program that keeps your sign
in the front yard!
Wednesday, February 15 from 2-3PM
28
MUST RSVP - Registration link
will be provided

29. Expert Panel
29
MUST RSVP - Registration link will be provided

30. 30

31. 31

32. Why Rebrand?
32

33. Why Rebrand?
33

34. 34
New Logos

35. 35
New Logos
Cabernet
Black
White

36. 36
New Colors
Cabernet
White
Dove
Espresso
Earth
Rose
Pearl
Blush
Traditional Theme
Primary Secondary Accent

37. 37
New Colors
Cabernet
White
Cobalt
Black
Spruce
Vibrant Theme

38. 38
New Colors
Cabernet
White
Fern
Black
Sky
Calm Theme

39. 39
New Signs
Company Sign Agent Sign Name Riders

40. 40
New Fonts
Marcellus
Manrope
https://fonts.google.com/specimen/Marcellus?query=marcell
https://fonts.google.com/specimen/Manrope?query=manro
ABCDEFGHIVKLMN
OPQRSTUVWXYZ
abcdefghijklmnopqr
stuvwxyz
1234567890?!&%$
ABCDEFGHIVKLMN
OPQRSTUVWXYZ
abcdefghijklmnopqr
stuvwxyz
1234567890?!&%$

41. 41
New Business Cards

42. Questions & Answers
• Do I have to change my business cards, signs,
and marketing material right away?
42
No. You may use your existing supply of
marketing material(s) until they are
exhausted.

43. Questions & Answers
• I like the ‘old stuff’. Will I be able to continue
to order the ‘old stuff’ in the future?
43
No. All BHHS approved vendors will only
produce the new branded material.

44. Questions & Answers
• Can I order the ‘new stuff’ now?
44
Yes. All approved vendors were provided
with the ‘new stuff’ on
January 31st. It may take a little time
before some vendors have their websites
updated - - so please be patient.

45. Questions & Answers
• Where can I get the new approved logos and
fonts?
45
The new logos are now available in your
Google Drive account. (Shared Drives ->
Homesale Agents -> Logos -> BHHS
Logos)
Fonts may be downloaded for FREE from
the links provided in this presentation.

46. Questions & Answers
• Is the ‘Luxury Collection’ material going away?
46
No. The ‘Luxury Collection’ logos and
marketing material have also been
updated.

47. Questions & Answers
• Other questions?
47

48. 48
In 1993 the National
Association of REALTORS®
President, William Chee,
delivered his famous
speech to
the membership entitled,
“The Lion Over the Hill"

49. The Lion Over the Hill
49
“We must consider some form of
public access (to MLS data). We must
encourage members to
focus on the value added nature
of their business, rather than
being the provider of secret
information.”
William Chee
1993 President
National Association
of REALTORS®

50. The Lion Over the Hill
50
“I view the current MLS situation
as a few chihuahuas fighting
over a bone, unaware that
a hungry lion is coming
over the hill.”
William Chee
1993 President
National Association
of REALTORS®

51. Who Was the Lion in 1993?
51
(founded in 1996)

52. Who Owns the Top Search Portals?
52
Publicly Traded
Company
OWNER: OWNER: OWNER:
OWNER: OWNER: OWNER:

53. Issues With Search Portals
53
1. Lag between updates in MLS listings and
third-party sites leading to inaccurate data
presented to user
2. Sites often bury or misrepresent the listing
agent
3. Increasing advertising costs
4. The data that REALTORS® provide
is sold back to REALTORS®
(*?!#*?!*)

54. 54
Portal Game Changer
30 years after Bill Chee’s now
famous speech, the hunted will
become the hunter . . .

55. 55
Portal Game Changer
Who is
?
26,000
110,000
104,000
240,000
Total Members
1,548,058
members*
* January 2023
15.5%

56. 56
Portal Game Changer
• Website to launch in Q1 of 2023
• Consumers are the primary audience
• Feeds from MLS’s provide current just listed
and SOLD information
• Desktop, mobile and native iOS and Android
app experiences

57. 57
Portal Game Changer
• Provides leads directly to listing and buyer
agents
• Consumer can schedule showings and ask
questions directly from the website
• NO ADS
• NO COST for leads

58. 58

59. 59
Do you think
we have the
third-party
portals
attention yet?

60. 60
You must always be
able to predict what's
next and then have
the flexibility to
evolve.
- Marc Benioff

61. 61
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