The 'BER' Months - The Fruits of Your Labor From Seed to Settlement

The September '24 Berkshire Hathaway HomeServices Homesale Realty's sales meeting covering the following topics: 1. Buyer Broker fee myths & your mortgage, 2. October '24 Town Hall Meeting, 3. Diversity, Equity, and Inclusion Committee, 4. Virtual Expert Panel on Elevating Your Listing Strategy, 5. 1031 Corp, 6. Agent Services Workshop, 7. Video Scripts, 8. REALTOR Safety Month, 9. Agent+, 10. Working with Referrals, 11. Office pop-by parties, 12. Home value, equity, and debt over time, 13. Bright MLS' T3 Home Demand Index, 14. Home price forecasts, 15. The 'BER' Months - The Fruits of Your Labor From Seed to Settlement.

1. The ‘BER’ Months Lancaster County Sale Meeting September 2024

2. Core Services 30 August 2024 2 The NAR Settlement Busting Through the Buyer Broker Fees Myths & Your Mortgage

3. Core Services 30 August 2024 3 Myth #1 The settlement will change access to mortgages Access remains unchanged Choice of who pays a commission (seller, buyer, listing broker)

4. Core Services 30 August 2024 4 Myth #2 Real estate commissions can be financed Financing commissions aren’t allowed by Fannie Mae and Freddie Mac

5. Core Services 30 August 2024 5 Myth #3 There’s a Cap on how much the Buyer can pay in commission based on the loan type Fannie Mae, Freddie Mac, FHA, and VA will NOT count buyer agent commissions as interested party contributions (IPC) and are not subject to financing concession limits.

6. Core Services 30 August 2024 6 Myth #4 The Buyer has to get pre-approved before or after signing a Buyer-Broker Agreement Crucial for loan officer to know if the Buyer plans to pay all or a portion of, the buyer agent’s commission. Could affect loan amount, qualification, and reserves

7. Core Services 30 August 2024 7 The NAR Settlement Practice Changes & Collecting Necessary Information

8. Buyer/Selling Agent Broker Compensation Info 30 August 2024 8 *PLEASE ANSWER THE FOLLOWING QUESTIONS REGARDING BROKER COMPENSATION *If any line is left blank, the amount will be deemed to be zero Total Buyer Broker Commission Fee $ _____________, or ________ % of Purchase Price What portion, if any, of the total Broker Commission Fee is being paid as Cooperating Broker? Compensation to the Buyer Broker: $ _____________, or ________ % of Purchase Price What portion of the Buyer Broker Commission Fee, if any, is being paid by Seller: $ _____________, or __________ % of Purchase Price What amount, if any, is being paid by Seller toward closing costs (i.e. other than toward Broker Fee in ( c ) above $ _____________, or ________ % of Purchase Price What portion of the Buyer Broker Commission Fee, if any, is being paid by Buyer: $ _____________, or ________ % of Purchase Price Do you have a Broker Flat Fee in addition to the fee set forth in (a) above? If so, the Flat Fee is: $____________

9. Seller/Listing Agent Broker Compensation Info 30 August 2024 9 *PLEASE ANSWER THE FOLLOWING QUESTIONS REGARDING BROKER COMPENSATION *If any line is left blank, the amount will be deemed to be zero Total Broker Commission Fee being paid by Seller $ _____________, or % ________ of Purchase Price What portion, if any, of the total Broker Commission Fee is being paid as Cooperating Broker Compensation to the Buyer Broker: $ _____________, or ________ % of Purchase Price What portion of the Buyer Broker Commission Fee, if any, is being paid by Seller: $ _____________, or __________ % of Purchase Price What amount, if any, is being paid by Seller toward closing costs (i.e. other than toward Broker Fee in ( c ) above $ _____________, or ________ % of Purchase Price Do you have a Broker Flat Fee in addition to the fee set forth in (a) above? If so, the Flat Fee is: __________________

10. Core Services 30 August 2024 10 Great ‘Item of Value’ to share with your current and past clients

11. October Town Hall Meeting 4 September 2024 11 Tune in to hear valuable information & company updates Registration NOW OPEN

12. Diversity, Equity, & Inclusion (DEI) Committee At Homesale Realty, we foster a diverse, equitable, and inclusive workplace culture where every individual feels valued, respected, and empowered to contribute to their unique perspectives. The committee meets monthly. Interested in joining? Email Sue Kichman ( [email protected] ) 4 September 2024 12

13. Virtual Expert Panel: Elevate Your Listing Strategy Tuesday, September 10 th from 1:00-2:00 PM Target marketing prospective sellers Differentiate yourself at the listing table Attract more buyers to your listings Reposition stale listings 4 September 2024 13 Registration NOW OPEN

14. 1031 Exchanges Made Easy Thursday, October 3 rd from 12:00-1:00 PM Simplified Understanding: Easily grasp and apply for your client’s investment strategy. Expert Guidance: Learn from industry experts who will explain the process and answer your questions. Real-World Application: Detailed case study, offering a concrete example. 4 September 2024 14 Registration NOW OPEN

15. Agent Services Workshop 4 September 2024 15

16. Video Scripts 4 September 2024 16 Click HERE to access the video script library Personalized ending with your headshot & contact info - $25 Engaging b-roll stock footage added to your video - $50

17. September is REALTOR® Safety Month 30 August 2024 17 September 18, 2024 at 1:00 PM Click HERE to Register

18. REMINDER: Refer experienced or new agents to the company and qualify for residual income Earn 1% of their Adjusted Gross Commissions each time they close a deal as a Homesale Realty agent Does not affect referred agent’s commission split 4 September 2024 18

19. Referrals – Referrals – Referrals REMINDER: When receiving or sending out a referral, register the client with Homesale’s Relo department They will follow up and track the progress of the listing/ sale with the other agent Handle commission receipt & disbursement 4 September 2024 19 NO ADDITIONAL CHARGES OR FEES

20. Office Pop-by Party Get ready for the Autumn market with Pop- bys Gathering at office to assemble Pop- bys Date and time COMING SOON 4 September 2024 20

21. Home Value, Equity, and Debt (in Trillions) 4 September 2024 21 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 5 10 15 20 25 30 35 40 45 50 $45.8 $32.8 $13.1 SOURCE: St. Louis Fed The Great Recession Home Value Equity Debt

22. How is the Lancaster County real estate market faring in relation to other parts of the state/country? 4 September 2024 22

23. T3 Home Demand Index 4 September 2024 23 The nation’s only local housing market index that tracks pre-sale activity to measure housing market competitiveness Uses data on pre-sale activities, including in-person showings of homes and views of homes online, to measure housing market activity Login to Bright MLS -> click the ‘Market’ link at top of page -> click ‘Home Demand Index’

24. T3 Home Demand Index 4 September 2024 24 150 100 50 Limited (below 70) Slow (70-90) Steady (90-110) Moderate (110-130) High (130 and above) August 2024 Berks Schuylkill Lebanon Dauphin York Cumberland Perry Adams Chester Montgomery Bucks Lancaster 130 51 90 112 106 93 110 70 65 88 96 95

25. 2024 Home Price Forecasts 4 September 2024 25 Percent Appreciation/Depreciation as of 8/5/2024 10.9% 3.1% 6.1% 4.5% 4.3% 3.8% 1.9% 0.5% 0.9% Average of All 7 Fannie Mae MBA HPES Goldman Sachs NAR Zillow Freddie Mac Lancaster County* * Bright MLS

26. 4 September 2024 26 The Fruits of Your Labor From Seed to Settlement

27. 4 September 2024 27 B·E·R B e E nthusiastic & R efocus Approach the end of the year with enthusiasm, refocus your efforts, and drive toward achieving your remaining goals Nurture your business like you would a seed to harvest

28. 1. Planting the Seed: Initial Contact Just as you start with a seed, the relationship with a client begins with the first point of contact This could be through a referral, an open house, or a lead from an online inquiry. Planting the seed involves showing genuine interest and understanding the client's needs, much like placing the seed in fertile soil. 4 September 2024 28

29. 2. Watering the Seed: Building Trust Once the seed is planted, it needs consistent watering to grow. Similarly, building trust with your client requires consistent communication and follow-up. You need to provide them with valuable information, answer their questions, and show that you are attentive to their needs This is like watering the seed, ensuring it has what it needs to sprout 4 September 2024 29

30. 3. Providing Sunlight: Demonstrating Expertise Sunlight is essential for a seed to grow, your expertise and knowledge are crucial for nurturing a client relationship By sharing your market insights and understanding of the real estate process, you provide the 'sunlight' that helps the relationship grow Your guidance and advice show the path forward for your client, much like sunlight helps a plant develop strong roots and stems 4 September 2024 30

31. 4. Nurturing the Process: Overcoming Obstacles A growing plant often faces obstacles like weeds that need to be removed to ensure healthy growth. In a client relationship, there may be misunderstandings, concerns, or external factors that could hinder progress. Addressing these 'weeds' involves being proactive, handling objections, and resolving issues promptly. By managing these challenges, you clear the path for a stronger relationship. 4 September 2024 31

32. 5. Nurturing Growth: Providing Ongoing Support As the plant grows, it needs ongoing care, such as fertilizing and pruning, to stay healthy and develop. Similarly, maintaining a strong relationship with your client requires continuous support and attention. This might include regular check-ins, updates on market conditions, or providing additional resources and guidance. Nurturing the relationship ensures it remains strong and continues to grow. 4 September 2024 32

33. 6. Blossoming: Seeing Signs of Trust and Commitment Just as a plant begins to blossom before it bears fruit, there comes a time when your relationship with a client starts showing signs of deeper trust and commitment. They may start to rely on your advice more heavily, refer you to friends, or express satisfaction with your services. This stage is crucial as it indicates that the relationship is ready to move to the next level. 4 September 2024 33

34. 7. Bearing Fruit: Successful Transaction and Future Referrals Finally, the plant bears fruit, much like a successful transaction or deal with your client. This is the culmination of all the nurturing and effort put into the relationship. The 'fruit' represents not just the completion of a deal but also the potential for future referrals and repeat business. Just as a healthy plant can produce fruit season after season, a well-nurtured client relationship can lead to ongoing success in your real estate career. 4 September 2024 34

35. 8. Harvesting and Replanting: Sustaining Long-Term Success After harvesting the fruit, you can use the seeds to start the process again. In real estate, after a successful transaction, you should continue to nurture the relationship with your client. This ongoing relationship can lead to repeat business or referrals, just as new seeds can lead to new plants. 4 September 2024 35

36. 8. Harvesting and Replanting: Sustaining Long-Term Success This cycle of growth and renewal is vital for long-term success in real estate. By focusing on each stage of nurturing your client relationships—much like caring for a plant from seed to fruit—you create a strong, sustainable foundation for your real estate business. 4 September 2024 36

37. 4 September 2024 37 Don’t wish it were easier, wish you were better. Don’t wish for fewer problems, wish for more skills. Don’t wish for less change, wish for more wisdom. - Jim Rohn