STOP Selling Real Estate - September 2025

The September '25 Homesale Lancaster 5 sales meeting of Berkshire Hathaway HomeServices Homesale Realty covering the following topics: 1. Buyer Beware of Online Lenders (Homesale Mortgage), 2. Tenant Screening and Selection Process (American Heritage Property Management), 3. Fair Housing Corner - HUD's list of do's and don't's for REALTORS, 4. Ensuring that your listing matches your Bright MLS internet settings, 4. Using AI to create a market report video, 5. LCAR's newest member benefit - Forewarn, 6. NAR's 56 tips to keep you safe, 7. PAR's proposed licensing law changes, 7. STOP Selling Real Estate.

1. STOP Selling Real Estate Lancaster County, PA Centerville · Elizabethtown · Mount Joy · North Pointe · Quarryville September 2025 Sales Meeting

2. Dan Ranck 717-271-2400 NMLS # 140989 James Ream 717-286-9703 NMLS # 1598468 Keith Bushong 717-380-5406 NMLS # 535309 Buyer Beware 15 September 2025 2

3. Dan Ranck 717-271-2400 NMLS # 140989 James Ream 717-286-9703 NMLS # 1598468 Keith Bushong 717-380-5406 NMLS # 535309 Buyer Beware 15 September 2025 3

4. Dan Ranck 717-271-2400 NMLS # 140989 James Ream 717-286-9703 NMLS # 1598468 Keith Bushong 717-380-5406 NMLS # 535309 Buyer Beware 15 September 2025 4

5. Tenant Screening & Selection 15 September 2025 5 Conducting a national criminal history investigation Securing prior landlord references & eviction histories Reviewing credit Verifying employment

6. 15 September 2025 6 Destiny Rivera - Centerville - Congratulations on Completing Homesale’s Accelerate Program

7. August 2025 Peak Performers 15 September 2025 7 Quarryville Katie Hall Team North Pointe Mark Rebert Team Tyler Stoltz Team Mark Will Team Allison Deutsch Team Nancy Sarley Team Margaret Bull Team Craig Hartranft Team Bob Rose Team Mark Thudium Team Carole Kirchner Nancy Werner Ken Kirchoff Susan Allison Centerville Jacob Ziegler Team Jesse Hersh Team Sandy Collins Team Dawn Brill-Cooper & Leah Landis Team Mike Lombardo Jeff Lefevre Maddy Kolk Gretchen Raad Don Helsel Jasmine Kraybill Destiny Rivera Elizabethtown Lethea Myers/ Denny Brandt Team Bob Gruber/ Greg Shank Team Bob English Team David Pelletier Mount Joy Steve Hammond Team Ferne Silberman Team Rob Rinkus

8. Administrative Staff Reminders 15 September 2025 8 Accounting Settlement Notice Remember to click Submit for Review in Dotloop DO NOT send to accounting

9. Dolly’s Tuesday Tune-Up 15 September 2025 9 1 st Tuesday of every month from 12:00-12:30 PM November 4 – Bullet Proofing Your Business for 2026 December 2 – Value Proposition; Are You Referrable?

10. Amplify Your Income – Confidence Unlocked 15 September 2025 10 Date: Tuesday, September 30 th Time: 10:00 AM – 12:00 PM Location: North Pointe Office Strengthen your expertise in market knowledge & business tools Lead confident, clear conversations Set expectations that protect your value & avoid conflict Master the ‘hard conversations’ most agents avoid TO REGISTER

11. October Town Hall Meeting 15 September 2025 11 JOIN MEETING

12. Office Open Forums with Rod Messick 15 September 2025 12 Thursday, October 9 th North Pointe Office 9:30-10:30 AM Centerville Office 11:00 AM-12:00 PM

13. 2025 Risk Management Seminar 15 September 2025 13 Register Here

14. Fair Housing Corner 15 September 2025 14

15. 2026 Sales Convention 15 September 2025 15 Nashville, TN March 22-24, 2026 Contact Laura Chehi ([email protected]) Early Bird Registration: $525 Social Registration: $485

16. Ensuring Your Listing Contract . . . 15 September 2025 16 X Check this box if you want your listing to get MAXIMUM exposure on the internet

17. . . . Matches Your Bright Internet Settings 15 September 2025 17 No = Will not feed listing to Internet Sites No = Will not display address on Internet Sites No = Will not display listing on Sites that provide an Estimated Value of the Property (i.e. Zillow) No = Will not display listing on sites that do not have the ability to turn off consumer comments on listings

18. 15 September 2025 18 REMINDER Standard Forms Update (Effective September 1, 2025)

19. Which forms are changing? 15 September 2025 19 ACA ASR ASMH ASNC ASVL CBC CBCR XLR XLS XLSC Appraisal Contingency Addendum to Agreement of Sale Standard Agreement for the Sale of Real Estate Standard Agreement of Sale for Manufactured Home on Leased Land Standard Agreement for the Sale of New Construction Standard Agreement for the Sale of Vacant Land Cooperating Broker Compensation Agreement Cooperating Broker Compensation Agreement for Rentals Listing for Rent Contract – Exclusive Right to Rent Real Property Listing Contract (Seller Agency) – Exclusive Right to Sell Real Estate Listing Contract – Exclusive Right to Sell/Lease Commercial Property

20. Using AI to Create a Market Report Video 15 September 2025 20 Creating a short video from a monthly market report has greater impact than just sharing the data — it shows clients you understand what the numbers mean and builds trust Video also gets more engagement , making your update more visible and memorable

21. Using AI to Create a Market Report Video 15 September 2025 21 EXAMPLE PROMPT INTO ChatGPT: Please review this real estate market report (attached). Create: A clear, engaging 30-second video script that explains the data for buyers, sellers, and investors. Please include a hook line to grab viewers' attention. A social-media-friendly caption with emojis and hashtags that I can post along with the video. Keep it professional but conversational, easy for the public to understand, and focused on what the numbers mean.

22. Using AI to Create a Market Report Video 15 September 2025 22 Finished Video

23. Association Corner 15 September 2025 23

24. Association Corner 15 September 2025 24 Identity Name, alias, age, phone #’s, address Criminal History Nationwide search for arrests and records Financial Data Bankruptcy, liens, judgments, foreclosures Current Assets Homes, vehicles, ownership interests MEMBER BENEFIT Starting September 15, 2025

25. Association Corner 15 September 2025 25 TRAINING Registration links will be provided in post-meeting email

26. Association Corner 15 September 2025 26 56 Tips to Keep You Safe SCAN FOR BOOKLET

27. PAR’s Proposed Licensing Law Changes 15 September 2025 27 Key Recommendations: Newly licensed agents would receive a Provisional License Require additional 60 hours of post-license education within 2 years Contracts would need to be signed by broker or authorized person Agency Revisit the definition of Transaction Licensee Eliminate sub-agency as a representation option Advertising Licensees advertising as individuals would be required to include their license number Brokers advertising would be required to include their license number

28. PAR’s Proposed Licensing Law Changes 15 September 2025 28 Key Recommendations: Teams Teams would become officially licensed entities under their brokerage Team members would hang their license under the team license as well as the brokerage license Each team would have an identified team supervisor that would be licensed Responsible for team advertising , form compliance , roster updates Required to have a broker license , associate broker license , or completion of 60 hours of coursework in Office Management and Real Estate Law At least ½ of the practice experience required for broker license

29. PAR’s Proposed Licensing Law Changes 15 September 2025 29 Key Recommendations: Teams (cont’d) Team Names May use fictitious name but only if registered with the state May not use the words ‘Realty’, ‘Real Estate’, or ‘Associates’ in the team name (‘Group’ ???) Team name must be in close proximity to the brokerage name Miscellaneous Update Consumer Notice regarding the negotiability of brokerage fees Eliminate the Deposit Money Notice

30. PAR’s Proposed Licensing Law Changes 15 September 2025 30 Blog Post – “PAR Seeking Feedback on Proposed Licensing Law Changes” ( https://www.parealtors.org/blog/par-seeking-feedback-on-proposed-licensing-law-changes/ ) Legislative Committee Real Estate Licensing and Registration Act Recommendations (16 pages) ( https://parealtor.app.box.com/s/8wknia35v8pyo49z5hn8q9e5cuaiag0j ) Take the Survey – “Licensing Law Modernization” ( https://www.parealtors.org/advocacy/licensing-law-modernization/ )

31. New Tools/Forms/Systems in the Last 12 Years 15 September 2025 31

32. 15 September 2025 32 STOP Selling Real Estate

33. 15 September 2025 33 “Anyone can sell ‘stuff’, but not everyone can create an experience.” - Tom Peters

34. 15 September 2025 34 “Just tell me what I have to do to get to the couch in my new home.”

35. Top 10 Stressful Life Events * 15 September 2025 35 Divorce/Separation Death of a Spouse/Child Buying/Selling a House Public Speaking Losing a Job Planning a Wedding Kids Debt Commuting Studying For Exams * Centers for Disease Control and Prevention

36. Top 10 Most Stressful Jobs * 15 September 2025 36 Commercial Airline Pilot Public Relations Executive Senior Corporate Executive Photojournalist Newscaster Advertising Account Exec Architect Stockbroker Emergency Medical Tech Real Estate Agent * CareerCast

37. 15 September 2025 37 So . . . if we’re stressed out and our clients are stressed out, is it a recipe for disaster? -OR- Is this an opportunity to create a memorable experience?

38. 15 September 2025 38 https://www.youtube.com/watch?v=2lXh2n0aPyw

39. 15 September 2025 39 It’s All About the EXPERIENCE !

40. 15 September 2025 40 https://youtu.be/sSY0nCuRhHA?si=NN1RFLo1Lyn-Dob1

41. Product: Motorcycles 15 September 2025 41 Experience: The ability for a 43-year-old accountant to dress in black leather, ride through small towns, and have people be afraid of him.

42. 15 September 2025 42 https://youtu.be/iiB3YNTcsAA?si=jznvL9SLlqkxnwX4

43. Product: Beer 15 September 2025 43 Experience: Dedication. Loyalty. Friendship. The choices we make reveal the true nature of our character.

44. Re-imagine 15 September 2025 44 What they tell you: 4 Bedrooms Large Rec Room Hummelstown What they mean: No bunk beds Eagles’ fan    This is the EXPERIENCE

45. Re-imagine 15 September 2025 46 There are over 1,400 REALTORS® in Lancaster County who can sell real estate

46. Re-imagine 15 September 2025 47 . . . but not everyone provides an EXPERIENCE !

47. 15 September 2025 48 they do things differently. - Shiv Khera Winners don’t do different things,