iBuyers Are Knocking at Our Door - Part II
Tom Blefko • September 23, 2019
In Part I of this blog post which you can read about here, we reviewed what an iBuyer was, how they operate and what type of seller would want to utilize their services. When agents learn about iBuyers for the first time, they have a tendency to think, “How can I compete with this?” After all, these companies can hand sellers a proceeds check in as little as two weeks with no hassle.
The emergence of iBuyers has actually provided agents with a great opportunity to evolve and strengthen their business.
Here are six strategies for agents to not only beat iBuyers but also to grow their business:
- Nurture your database and sphere of influence. If you don’t have one, start one. If you do have one, start taking it more seriously. Agents need to start fishing for the consumer further upstream before they hit the national portals; because once they latch onto a site like Zillow.com, it may be too late. Touch your database on a continuous basis and differentiate yourself by offering better service, more personalized care and a stronger one-on-one relationship. If they know, like and trust you, you’re more likely to earn their business.
- Spend some time determining your Unique Selling Proposition (USP). What sets you apart from other agents and iBuyers? If you can’t answer that question, you need to spend some time figuring it out. What service(s) do you offer that others don’t? What makes you special? If you can answer these questions, you’re well on your way to creating a USP. But you’re not done yet. You need to continuously communicate it to your database and sphere of influence (see #1).
- Embrace technology and utilize it to your advantage. Stop making the excuse that you don’t have time to learn a Customer Relationship Management (CRM) system. Find the time. Automate your systems so that you can contact more people in less time. Find ways to use technology so that existing clients have more control and visibility over transactions. The more clients know what is going on in a transaction, the less fear and uncertainty they will experience.
- Hop on the bandwagon with iBuyers. Don’t act like they are the enemy. Take the time to learn how their models work so that you can be ready to explain the points of difference between your service and theirs. Oh by the way, many iBuyers utilize agents when reselling the homes that they purchase. Some will even pay referral fees to an agent’s brokerage for recommendations. The more you know about how iBuyers operate, the more you will be able to compete and even profit.
- Market hyper-locally. The big iBuyer players need to advertise on a national scale. They’re throwing a large net into the ocean trying to catch a few fish. Agents on the other hand have an advantage because they don’t have to try and attract clients outside of their market area which is usually geographically confined. If you haven’t learned how to advertise on Facebook, Google or Instagram, start now. These platforms allow you to target market at a very reasonable cost.
- Become an expert at navigating the complex transaction. The only thing I can say for sure is that the real estate transaction isn’t getting any easier. The agreement of sale continues to grow in length; more and more addendums are added to the PAR standard library of forms every year; and governmental regulatory disclosures seem to increase with each passing decade. Your clients are looking for certainty and security. Take the time and become a student of the transaction so you can guide clients through the storm that is a real estate transaction.
iBuyers may not appear on our doorstep tomorrow; but they are coming. Prepare now to arm yourself and be ready . . . there has never been a better time to up your game.
Tom Blefko, Berkshire Hathaway HomeServices HomeSale Realty
Facts, opinions and information expressed in the Closing Comments 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.
Pennsylvania’s Act 52, effective January 4, has brought significant changes to real estate wholesaling, requiring practitioners to be licensed, disclose their role to both buyers and sellers, and follow standard compensation rules. In this article, Richard Boas III explains what wholesaling is, how the new law reshapes the process, and what it means for industry professionals.
Under the law, buyers’ agents have a general ethical responsibility to advise their buyers that sellers have a legal obligation to provide a “completed property disclosure statement.” Pa. Code §35.284a(b)(1). They are also obligated to assure that a completed property disclosure statement was delivered to the buyers. Pa. Code §35.284a(b)(2). These requirements are set forth in the rules and regulations that were formally adopted by legislature, meaning this is “THE LAW.” There are some important components in these two sentences that I want to unpack for you.
Imagine showing your clients a beautiful home overlooking a serene landscape of neatly plowed fields and contented cows grazing in the distance. As you walk out on the stone patio, you tell them confidently, because you read in the agent remarks notes that the farm was enrolled in the Clean and Green Program, “this land and the amazing view will never be compromised with a housing development or anything else!” Your clients love the expansive openness, and the house, and settle on the property in short order. Then imagine getting a very angry call in three years’ time from these same clients, stating that the farm was sold and ugly mcmansions are about to be littering their landscape and how could you have lied and how could you be so ill informed and we are never going to recommend you to any of our friends, ever again! It feels like the making of a terrible stress dream, but it could easily happen if you don’t do your research into land preservation. There are different agricultural programs in place in Lancaster County and are not all created equal. This fictional farm above was part of the “ Clean and Green ” Program, which was enacted in 1974 as a tool to encourage protection of Pennsylvania’s valuable farmland, forestland, and open spaces. It applies to property ten acres or more and helps the landowner in that it bases property taxes on use values rather than fair market values, which ordinarily results in a substantial tax savings for the landowner. More than 9.3 million acres are enrolled statewide. However, it is not a guarantee that land enrolled in the program will never be changed from its origin. When a landowner, for example, decides to sell his farm to a developer, the party is subject to seven years of rollback taxes at 6% interest per year. The rollback tax is the difference between what was paid under Clean and Green versus what would have been paid, if the property had not been enrolled, plus 6% simple interest per year. So while seemingly substantial, may actually amount to small potatoes in the event the farm is being sold to a developer. A much more serious dedication to preserving land is “ The Pennsylvania Agricultural Conservation Easement Purchase Program ”. It was developed to strengthen Pennsylvania's agricultural economy and protect prime farmland. It enables state and county governments to purchase conservation easements from farmers. The program was approved in 1988, and the first easement was purchased in December of 1989. To date, 6,400+ farms have been approved for easement purchases totaling 645,000+ acres. You undoubtedly have heard of the Lancaster Farmland Trust , which is a non-profit acting in the same manner but by using private funds to preserve farms. To date they have “saved” over 600 farms and they also add value by working with farmers to help implement conservation practices, etc. While it is tempting to assure a client that preserved farmland will never be altered from its present form, I would hesitate to make such a declarative statement that could someday find its way of being undone. In the current climate, it seems long held rules were made to be broken, and nothing is guaranteed. -Copyright © Clean & Green, Wendy Hess, Puffer Morris Real Estate. 2025. All Rights Reserved. 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.
Chickens are becoming a hot topic…whether it’s the increase in egg prices, or the continuing interest in homesteading, more clients are expressing interest in raising chickens. Spring is approaching fast and adorable fuzzy, chicks will be looking for homes. Even in Lancaster County, it’s not as easy as throwing a coop in the backyard and joyfully collecting eggs.
Featuring Host Mike Berk & Guest Chandra Mast, Red Rose Appraisals Welcome to the fourth episode of The LCAR Corner, the first-ever podcast from the Lancaster County Association of Realtors®. In this episode, LCAR's Executive Director, Mike Berk, chats with prompt specialist Chandra Mast about the cutting-edge trends shaping Artificial Intelligence as we know it. Together, they dive into how AI is transforming the real estate industry—from smarter listings to predictive analytics—and what it means for agents, buyers, and the future of the market. LCAR Members can register for Chandra's upcoming CE course on May 7th , "Fundamentals of Artificial Intelligence for Real Estate Professionals", on their LCAR Portal . Non-LCAR members can register for the course through the LCAR website . Stay tuned every month for more engaging episodes and expert advice from the world of real estate and beyond, right here on The LCAR Corner! Click Here For More Listening & Download Options
As a member of the Pennsylvania Association of Realtors (PAR) , you have access to a wide range of resources to support your real estate career. Here’s what’s included with your membership: Legal Support & Resources • Legal Hotline: Have a legal or regulatory question? PAR’s Legal Hotline provides information to support your clients. Submit a form online to verify your membership or call 800-555-3390 to receive the hotline number. Access the Legal Hotline here: https://www.parealtors.org/legal-hotline/ • Legal Help Articles: PAR offers an extensive library of Legal Help Articles for members. Browse the articles here (member login required): https://www.parealtors.org/legal-help-articles/ Market Data & Industry Reports • Pennsylvania Housing Market Report: In addition to LCAR's market reports, this monthly report provides insights into housing trends across the state. (Temporarily suspended as discrepancies in reporting are being corrected.) View the latest reports here: https://www.parealtors.org/housing-report/ Governance & Industry Involvement • Committees, Councils & Feedback Panels: Get involved with PAR leadership and decision-making by joining a committee or council. Apply for an appointment here: https://www.parealtors.org/governance/ Education & Professional Development • Webinars & Events: Stay informed with industry courses, webinars, and events designed to help you grow professionally. Find upcoming events here: https://www.parealtors.org/events/ • Triple Play Convention & Trade Expo: A joint convention for Pennsylvania, New Jersey, and New York Realtors, held annually in Atlantic City, NJ. The 2025 event takes place December 8-11. Advocacy & Political Action • RPAC (Realtors Political Action Committee): RPAC helps influence government decisions that impact the real estate industry, homeowners, and commercial businesses. Learn more about RPAC and advocacy efforts here: https://www.parealtors.org/advocacy/ Standard Forms & Transaction Tools • Standard Forms: PAR provides up-to-date standard forms used daily by real estate professionals. Members receive free access to fillable, electronic forms through Lone Wolf Transactions (zipForm edition). Access forms here: https://www.parealtors.org/resources/electronic-forms/ News & Industry Updates • JustListed Blog: Stay updated with the latest real estate news and trends. Subscribe to JustListed here: https://www.parealtors.org/blog/ Exclusive Discounts & Savings • Member Discounts on Products & Services : Take advantage of preferred partner savings on business and personal products. Explore membership savings here (login required): https://www.parealtors.org/membership-savings/ Your PAR membership is packed with valuable tools and resources to help you stay informed, supported, and successful. Take advantage of everything included and make the most of your membership! -Copyright © It's Included! - Your PAR Membership Benefits, Lisa Naples, Berkshire Hathaway HomeServices Homesale Realty. 2025. All Rights Reserved. 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.
In this episode, LCAR's Executive Director, Mike Berk, sits down with Lititz-based family therapist Stacey Kreitz to discuss mental health, work/life balance, and overall wellness. Stacey shares practical tips for managing stress, preventing burnout, setting boundaries, and creating a work-life balance for those managing a busy lifestyle. Whether you're a Realtor®, business owner, or simply looking to find balance in your day-to-day, this episode is full of helpful tips to improve your well-being and maintain a healthier work-life balance.
Ready to dig? Well hold your shovels! In this quick 2 minute read, LCAR's Victoria Medvedeva goes over the quick Do's and Don'ts when it comes to digging on your property. Don't dig yourself into a hole...discover what you need to do when it comes to digging on home properties.
In this 2-minute video, Mortgage Loan Officer Dan Ranck discusses how recent changes to buyer agency commissions are impacting the homebuying process, especially for first-time buyers. He highlights the importance of communication between agents and lenders to ensure buyers can navigate these new challenges and secure their dream home.
Welcome to the second episode of The LCAR Corner, the first-ever podcast from the Lancaster County Association of Realtors®.
In this episode, LCAR's Executive Director, and your host, Mike Berk meets with Shelby Nauman, Chief Executive Officer at Tenfold, to discuss and learn more about the many programs Tenfold has to offer. From transitional living to first-time homebuyer programs, tune in to learn about the unique connection between LCAR and Tenfold, which has flourished since LCAR members began fundraising efforts back in 1989.