2021 LCAR President Tom Blefko's Banquet Speech
December 22, 2021
The following is a transcript of 2021 LCAR President Tom Blefko's speech at the Annual Banquet & Volunteer Luncheon on December 16th at the Wyndham Expo Center:
Good morning! This is certainly a little different than last year at this time when I gave my induction speech to a camera that was sitting on top of my desk at work in front of an audience of ZERO. Little did I realize at that time what our Association and industry was about to experience over the next 12 months.
We were forced with making drastic changes in the way we conducted our business. Just think about some of the following things that we've all had to deal with:
- Presenting multiple offers became the new norm when taking a listing. I know in my office that one listing received 32 offers in two days.
- Inventory levels across our country reached historic lows as we struggled to get our buyer clients into properties that fit their needs.
- We scratched our heads when we would receive multiple offers, all substantially over list price; and we questioned the value of the CMA that we spent hours preparing.
- Then there was the entire appraisal industry that was left struggling to make sense of what they were seeing with skyrocketing appreciation rates.
- It was not out-of-the-ordinary for listing agents to receive agreements from buyers who had never stepped foot on a property.
- And our commercial practitioners struggled with office leases as more and more companies sent their employees home to work remotely -- and who knows if that will change.
- Companies started to rethink how they were communicating with their agents, and agents started rethinking how they were communicating with their clients.
- Supply chain issues stood the building industry on its head, only to be followed up by the cost of materials going through the roof.
- Because of the pandemic, our buyer clients are now reevaluating and questioning what is important to them in a property which is causing us to question our own assumptions of what is important in a property.
- The elevated use of Coming Soon and Office Exclusive listings as a marketing strategy continued to gain in acceptance and popularity much to the dismay of some in our industry.
- And how could I leave 'Zoom' off this list. This program and other similar apps have become standards in our industry where just 18 months ago we didn't even know they existed.
- And finally, on the national level, multiple lawsuits have been filed this past year against our industry that may cause us to change how compensation is paid to agents in the future.
Through all of these industry changes, you, the members of LCAR, have adapted, embraced and welcomed the challenges. I tip my hat to you.
On the Association home front, we have accomplished a lot that I am proud of:
- We revised LCAR's Code of Conduct to more accurately reflect changes that have occurred in our industry over the past couple of years. This document serves as a guide for our members when interpreting NAR's Code of Ethics which makes us all more professional.
- If you haven't noticed already, we've undergone a rebranding which is reflected in the new logo that you see here today and our new mobile-friendly website which went LIVE yesterday and you can access at www.LCARonline.com.
- We are in the beginning stages of communicating with you, our members, in ways that we've never done before. Before you leave here today, be sure to friend, follow and connect with our various social media platforms.
- We continue to raise more money for LCAR-PAC so that we can invest in our relationships with political leaders so that real estate issues will always be front and center.
- We also had a record-setting year raising money for Transitional Living Center as we continue to support their fine efforts in working with those within our community struggling with housing issues.
- And after 47 years, our Executive Vice President, Frank Christoffel, retired. Frank was there at the infancy of our Association and helped grow it to what it is today -- a strong Association with over 1,700 members and affiliates. We now have a large void to fill, but I'm confident that our new President and Board will be up to the task of finding that perfect individual to take his place.
Before I finish, I do have some people that I would like to thank.
- I want to thank the staff at LCAR for doing a phenomenal job during this year of transition. They have handled it like true professionals.
- It has also been a privilege to work with the many men and women who make up our Board of Directors, Association Operations and all our Committees. You are truly the backbone of our organization.
- I would like to thank the LCAR membership. Many members during the year reached out to me with comments, advice and suggestions that helped me mold and shape LCAR into a better organization.
- And finally, I would like to thank my HomeSale family for allowing me the time to devote to our Association. Without your support, I couldn't have done this.
It has been my honor to have had the opportunity to serve LCAR; and I know, as I take a step back, we are in good hands as we continue to blaze a path into the future. Thank you.
Most people think of a reverse mortgage as a way for homeowners to access the equity they've built in their current home. While that's certainly true, many Realtors are surprised to learn that a reverse mortgage can also be used to purchase a new home. What Is a Reverse Mortgage? A reverse mortgage, also known as a Home Equity Conversion Mortgage (HECM), is an FHA-insured loan available to homeowners age 62 and older. Instead of making monthly mortgage payments, eligible borrowers can use a portion of their home's equity to eliminate an existing mortgage, establish a line of credit, receive monthly payments, or simply improve cash flow. Borrowers remain responsible for paying property taxes, homeowners' insurance, maintaining the home, and continuing to occupy it as their primary residence. What Is a Reverse Mortgage for Purchase? A HECM for Purchase allows qualified buyers age 55 and older to purchase a new primary residence using a substantial down payment and a reverse mortgage—without the obligation of monthly principal and interest payments.* This program can be an excellent solution for: Buyers looking to downsize. Retirees relocating closer to family. Homeowners moving into a 55+ community. Clients seeking a home that better fits their retirement lifestyle. Buyers who want to preserve more of their retirement savings or investment assets. Instead of paying all cash for a home, buyers can finance part of the purchase through a reverse mortgage, allowing them to keep more of their liquid assets available for future needs. Why Realtors Should Know About This Program A Reverse Mortgage for Purchase can help clients: Increase purchasing power. Improve monthly cash flow. Preserve retirement savings. Purchase a home that better meets their long-term needs. Age in place more comfortably. For many older buyers, this financing option can make the difference between settling for a home and purchasing the one that truly fits their retirement goals. If you work with clients who are 55 or older, a Reverse Mortgage for Purchase may be worth exploring before they write an offer. *Borrowers must continue to pay property taxes, homeowners insurance, maintain the property, and occupy the home as their primary residence. The amount available depends on factors including the youngest borrower's age, current interest rates, and the home's value. Facts, opinions and information expressed in the Blog represent the work of the author and are believed to be accurate but are not guaranteed. The Lancaster County Association of Realtors is not liable for any potential errors, omissions or outdated information. If errors are noted within a post, please notify the Association. Posts represent the author's opinion and are not necessarily the opinion of the Association.
Whew! If you're anything like me, you blinked and somehow July is already halfway over. That also means we've officially crossed the halfway mark of the year. How’s business treating you? Maybe your year is right on track; if so - congrats! If you're holding your breath waiting for your transaction numbers to suddenly align with the goals you set in January, it's time to stop waiting and start resetting. It’s never too late! The beauty of this business is that January doesn't have a monopoly on fresh starts. In real estate, momentum can change surprisingly quickly. One listing can become three referrals. One conversation can lead to a transaction. The second half of the year has the potential to look completely different from the first. The key isn't wishing for a better year. It's changing what you do next. One of the most important mindset shifts an agent can make is to treat their business like a business. Business owners don't simply hope for better results. They create a plan, track meaningful metrics, review what's working, and adjust when needed. Your real estate business deserves the same level of intention. When you start thinking like the CEO of your business instead of just the salesperson in it, your daily decisions begin to change, and so do your results. So where to start? Ask yourself: How many meaningful conversations am I having each week? How consistently am I following up with past clients and leads? Am I asking for referrals? Am I visible in my community and online? Am I blocking time every day for lead generation? Many of us focus on results we can't control: closings, commission checks, or contracts signed. Instead, focus on the activities that create those results. Results lag behind consistent action. If you improve the actions, the numbers usually follow. Choose one or two meaningful goals for the next 3 months. Then identify the handful of weekly actions that move those goals forward. For example: Reach out to 5 people a day. Schedule three coffee meetings with your sphere. Host one open house every weekend. Post valuable content three times a week. Write five handwritten notes every Friday. Consistency beats intensity every time. Your calendar tells the truth. Look back at the last two weeks. How much time was spent on activities that directly grow your business? Admin work is necessary, but revenue producing activities deserve protected time on your calendar. While time blocking is considered a “bad” word to many, being in control of your time allows you to control your business. Schedule lead generation before you schedule anything else. Pick an accountability partner and share your weekly action plan with each other. Commit to checking in regularly and holding one another accountable for following through. Celebrate the wins along the way. When you accomplish the actions you set out to complete, reward yourself, even if it’s just an iced coffee with your accountability partner. Above all, don’t let a negative mind set deter you from forward momentum. Start small. Do the work. Finish big. Here’s to a successful 2026! "Success looks a lot like failure up until the moment you break through the finish line." – Dan Waldschmid “Today is always the most productive day of your week." – Mark Hunter
Learn how REALTORS® can guide buyers through the home inspection process, manage expectations, address concerns, and keep transactions moving toward closing.
Learn how VA loans work, their benefits for eligible homebuyers, and why REALTORS® and sellers shouldn’t fear offers that use VA financing.
Learn how hard money loans work, including their costs, terms, benefits, risks, and important considerations for real estate transactions in Pennsylvania.
Learn how real estate zoning laws affect property use, development, and buying decisions, including common residential and agricultural zoning regulations.
Learn what a Qualified Mortgage (QM) is, how the Ability-to-Repay rule works, and the key protections designed to help mortgage borrowers.
Explore the biggest causes of real estate agent burnout, from unpredictable income and demanding clients to high-stakes transactions and constant availability.
Another real estate agent once asked: What would you prefer discipline or motivation? In any world where you work off commission and not hourly pay, it's very important to understand this: motivation is a great thing to have but what surpasses motivation is discipline. Motivation brings ambition, eagerness and energy. But discipline is what keeps you moving even when you don't feel like it. When you're disciplined, you understand that no matter how you feel, the work still gets done because you know what it takes to grow your business. It's no longer about whether you want to do it it's about knowing that you have to do it. Motivation is a simple spark. It gets you started. But once that spark fades, progress often slows down or comes to a complete stop. Discipline on the other hand carries you forward even when motivation is gone. That being said, when you're disciplined and motivated with discipline leading you should always remember to reward yourself for your accomplishments, even if you didn't fully reach your original goal. Rome wasn't built in a day, and consistent small steps forward will eventually take you exactly where you want to be. Growth doesn't happen overnight. Something I'd love to leave you with is this: Everything around you that you're touching or seeing was once just a thought in someone's mind. The cup in front of you. The shirt on your back. The door, the hinges, the desk. All of it started as an idea until someone took action and made it real. If you ever feel discouraged thinking, "There are already 100 people doing this" take a walk down the bread aisle at the grocery store. Look at how many bread companies exist and yet another one still decided to make bread. Finally, surround yourself with people who encourage you and believe in your goals. You are far more likely to succeed when you're around people who support your vision, rather than those who downplay it and say, "I don't think you can make that happen." Stay positive. Stay strong. Stay disciplined. It will happen. The seeds will come to fruition.
Learn how Lancaster Snow Angels supports elderly, disabled, and veteran neighbors through volunteer snow removal, lawn care, and donated equipment.