Sales meeting outlining the changes that were made to some of PAR's standard forms as of January 1, 2020. New items were added to personal property clause in addition to a new paragraph that was added regarding the Internet of Things (IoT). We also discussed what lies ahead in real estate and the paradigm shift that needs to occur to embrace new ways of doing business.

1. Sales Meeting
January 7, 2020
01/07/2020 1
Consumer Strong®
North Pointe Office
Lancaster, PA
Standard Forms
Changes
Paradigm
Shifts

2. Homesale Complete
2
Dan Ranck
NMLS #140989
James Ream
NMLS #1598468
Karie Martin Sarah Tompos James White
01/07/2020

3. Federal Home Loan Bank Grant Program
301/07/2020

4. The Biggest Loser
401/07/2020

5. Power Session
5
January 15th at 10:30 AM @ North Pointe
Instagram
01/07/2020

6. January Interactive Webinar Training
6
Hosted by:
Jen Jones
VP of Career Development
Tuesday, January 28
9:00-10:00 Leveraging a Home Valuation Estimator
10:30-11:30 Social Media Content You Can Share
12:30-1:30 Manage Your Leads & Customers
2:00-3:00 Create Targeted Facebook Ads
3:30-4:30 Advanced Dotloop Features
• Sessions are hosted live and interactive
• Recorded and posted to Teamhomesale
• Must register to attend (check 12/30 email)
01/07/2020

7. Thank You for Your Referrals – eCard
7
• Login to the BHHS REsource Center
• Click the ‘Marketing REsource’ tile
• Type ‘Referral Card 2019’ in the Search box
01/07/2020

8. 2020 Millage Rates for Lancaster County
8
County & Municipal Taxes
Calculate on a Calendar Year Basis
January 1 – December 31
School Taxes
Calculate on a Fiscal Year Basis
July 1 – June 30
01/07/2020

9. Manheim Township Calculation Example
9
Assessed Value: $250,000
Millage Rates:
County 2.911
Municipal 2.034257
School 15.3103
Assessed Value X Millage Rate = Tax Amount
$250,000 X .020.255557 = $5,063.89
Move decimal 3 places to the left
01/07/2020

10. New Preferred Homesale Vendor
10
• Click on the ‘Staples’ tile in Homesale Center
• Benefit from Homesale preferred pricing
• When accessing the site, click on ‘Create an Account’ first
• Office Supplies
• Laptops/Tablets/Desktops
• Software
• Printers
• Cameras
• Mobile Phones
Savings on Popular Items
01/07/2020

11. BHHS Convention
11
Nashville, TN
March 8-10, 2020
Registration by February 11, 2020
www.bhhsevents.com
01/07/2020

12. TeamBuilder
1201/07/2020

13. Company Kick-off Breakfast
13
Lancaster Country Club
Thursday, January 16th
8:30-10:30 AM
RSVP to Kelly Miller
Other times:
York Country Club - January 15th
West Shore Country Club - January 22nd
01/07/2020

14. Quarterly Prospecting Event
14
Tomorrow afternoon, January 8th from 4-6 PM @ North Pointe
Prospect – Prizes – Fun – Food
01/07/2020

15. Homesale Gala Awards Banquet
15
Thursday, April 2nd from 5:00-9:00 PM
RSVP to Kelly Miller
Agents - FREE *** Guests - $75
01/07/2020
Lancaster
at Penn Square

16. Standard Forms Changes
16
1. Standard Agreement of Sale of Real Estate
2. Buyer (Tenant) Agency Contract
3. Broker’s Fee Agreement
4. Manufactured Home Community Rights Act Notice
5. Non-Exclusive Buyer (Tenant) Agency
6. Residential Property Management Agreement
7. Listing for Rent Contract – Exclusive Right to Rent Real
Property
8. Listing Contract (Seller Agency Contract) – Exclusive Right
to Sell Real Estate
9. Listing Contract – Exclusive Right to Sell and/or Lease
Commercial Property
Effective: January 1, 2020
01/07/2020
Now LIVE in

17. Three Main Changes
17
1. Sales Agreements will call more attention to items that may or may not be included with the
sale of a property
01/07/2020
Solar Panels Wind Mills Hard-wired
Security Systems
Thermostats

18. Three Main Changes
18
Included or Not Included?
01/07/2020

19. New Language in Agreement of Sale
1901/07/2020

20. New Language in Agreement of Sale
2001/07/2020

21. Three Main Changes
21
2. Buyer and Tenant Contracts will contain a new warning to clients about recordings on a
property
A. Warning about recording individuals
without their consent
B. Reminder that the property may be under
surveillance and that private conversations
should be held elsewhere
01/07/2020

22. New Language in Buyer Agency Contract
2201/07/2020

23. Three Main Changes
23
3. Seller and Landlord Contracts will also contain a notice about recordings by both parties
A. Warning that buyer or tenant may want
to record their experience and suggests
that all personal or confidential items
should be secured
B. Notice that recording conversations of
others could be a violation of wiretapping
laws and should seek legal counsel
01/07/2020

24. New Language in Listing Contract
2401/07/2020

25. Paradigm Shifts
2501/07/2020
Fundamental change in the way an individual or a society views how things work in the
world
Vinyl Record Cassette Tape Compact Disc
Personal Music
Device

26. Paradigm Shifts
2601/07/2020
TODAY: Digital & Streaming Music

27. Paradigm Shifts
2701/07/2020
Taxi Cabs

28. Taxis in 2010
2801/07/2020
28
• Meter to Measure Time
• Yellow
• Communication Device
• Navigation System
• Payment in Cash
Payment with Credit Card

29. Fighting the Shift
2901/07/2020
• NYC Taxi & Limousine Commission mandated that all
taxis be outfitted with credit card readers by the end of
201009
• Unions fought the change arguing that cabbies couldn’t
handle it and they were too expensive to install

30. Result of the Shift
3001/07/2020
• Revenues rose 13% from
the previous year
• Tips went from around 10%
to 22%
The Real Shift

31. Paradigm Paralysis
3101/07/2020
Perhaps the greatest barrier to a
paradigm shift is the reality of paradigm
paralysis:
the inability or refusal to see beyond
the current models of thinking

32. Baseball’s Paradigm Shift
3201/07/2020
Baseball’s Paradigm Shift:
Analyzing player performance through
numbers

33. Baseball’s Paradigm Shift
3301/07/2020
https://youtu.be/ugN5aD5p2NU

34. Real Estate’s Paradigm Shift
3401/07/2020
https://youtu.be/vCB_WYtb4NI

35. Real Estate’s Paradigm Shift
3501/07/2020

36. Inspiration
3601/07/2020
You can’t reach for anything
new if your hands are still
full of yesterday’s junk

37. About the Presenter
37
Tom Blefko is a 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 thousands of real estate
transactions.
Contact Information: Tom Blefko, Associate Broker
Berkshire Hathaway HomeServices
Homesale Realty
Office: (717) 560-9100
Cell: (717) 587-6600
Email: tblefko@homesale.com
01/07/2020