COMPANY WIDE SALES MEETING Q2
APRIL 15th, 2025
AGENDA
• Business & Industry Updates
• Recognition & Events
• Marketing & Operations
• Market Stats Update
FINANCIAL WELLNESS
Spring Check-In Resources
As tax season nears, here are some resources to help you maintain your financial wellness:
Speak with a Certified Financial Planner
Learn More about Automatic Tax Deductions
Attend Women’s Financial Empowerment Seminar
A MATTER OF PERSPECTIVE
BUSINESS & INDUSTRY UPDATES
• 2024 Highlights • 2025 What’s to come
• Market Update
LINK TO JOIN – Thursday, May 15
Josh Linkner – New York Times Bestselling Author, Innovation Expert & Entrepreneur
Takeaways:
• The Human Edge: Explore unique human skills—creativity, empathy, and intuition—that AI cannot replicate, and learn how to leverage these for a competitive advantage.
• Creative Disruption: Discover how to harness AI as a catalyst for creative disruption, transforming challenges into opportunities and innovative ideas into groundbreaking solutions.
• From Automation to Innovation: Learn how to move beyond efficiency and use AI to fuel fresh ideas and business breakthroughs
CONTRACT TO CLOSE
Buyer and Seller Services
Harry Norman, REALTORS® Contract to Close is a streamlined, time-saving service that handles every step from binding agreement to closing.
Our C2C team:
• Connects with clients, co-op agents & vendors
• Manages key dates & documentation
• Sends reminders & ensures compliance
• Provides post-closing support
Benefits include:
• Spend less time on paperwork
• Never miss a deadline
• Stay informed
• Get ahead of client touchpoint setup
HISTORY OF THE POLICY
Effective Date of May 2020
The "Clear Cooperation Policy" was approved by the National Association of Realtors (NAR) board of directors in November 2019 and became effective on May 1, 2020. Under this policy, the listing broker must submit the listing to the MLS within one business day of marketing it to the public. At passage, belief was Clear Cooperation Policy would essentially eliminate "off MLS" and "pocket listings" due to the severely limited marketing capabilities.
CCP THE STUDIES
• The study examined home sales from 2023 and 2024, finding that homes sold off the MLS typically sold for $4,975 less than those listed on the MLS
• Zillow’s study found homes in all price tiers typically sold for less when sold off the MLS, with price impacts generally more severe for lower-priced homes.
oBottom tier: -3.1%
oLower tier: -2.7%
oMiddle tier: -1.6%
oUpper tier: -0.7%
oLuxury tier: -0.4%
• Homes marketed through the MLS sell for 16.98% more
• On-MLS homes reach a greater audience and fuel competition, leading to a significant financial benefit for sellers who list on the MLS.
• In 2022, a typical on-MLS seller received $53,890 over what they would have gotten by selling off-MLS.
NEW: MULTIPLE LISTING OPTIONS FOR SELLERS
Additional Option: Delayed Marketing Exempt Listings
It introduces a category of exempt listings called “delayed marketing exempt listings.” The new policy goes into effect immediately, but MLSs have until Sept. 30 to implement the change.
Delay marketing through IDX or syndication
MLS’s determine delay period
Signed disclosure required
MLS visibility (members only) during delayed marketing period
CCP BENEFITS – 1 PAGE FLYER
New Tools to Support Your Client Conversations
We're equipping you with resources to help illustrate the value of full-market exposure:
• Buyer & Seller Assets
Professionally designed, easy-to-share materials that highlight the advantages of listing and buying on the open market.
•
Blog: The Power of an Open Market: A Clear Advantage for Sellers
A compelling article you can share with clients to support conversations around the Clear Cooperation Policy and why MLS exposure matters—backed by data from Zillow, Bright MLS, and NAR.
Use these tools to build trust, educate your clients, and reinforce your value as their market expert.
Scan to view the blog
UPCOMING TRAINING
HNR Orientation
Monday, April 21 / 10:00am – 2:00pm
Location: Partner Services Office
3525 Piedmont Rd NE, Bldg 5, Ste 300, Atlanta, GA 30305
Instructors: Gil Castro – Professional Development Manager
FREE / NON-CE (Continental Breakfast & Lunch Provided)
Agent Accelerate ( 4 DAYS )
Wednesday, April 23 / 9:15am – 4:30pm
Thursday, April 24 / 9:15am – 4:30pm
Monday, April 28 / 9:15am – 4:30pm
Thursday, May 1 / 9:15am – 4:30pm (Including final exam)
Location: Partner Services Office
3525 Piedmont Rd NE, Bldg 5, Ste 300, Atlanta, GA 30305
Instructors: Gil Castro – Professional Development Manager
All registered agents must attend all four days to receive credit
Women’s Financial Empowerment
Wednesday, April 23 / 2:00pm – 3:00pm
Location: Virtual
Instructors: Dergalis Representative
FREE / NON-CE
The 5 W’s of Radon
Wednesday, April 30 / 10:00am – 1:00pm
Location: Partner Services Office
3525 Piedmont Rd, Bldg 5, Ste 300 Atlanta, GA 30305
Instructors: Champia Representative
FREE / 3-HR (Lunch Provided)
Pricing: An Advanced Workshop
Mid to Late May, Date TBD
Location: Partner Services Office
3525 Piedmont Rd NE, Bldg 5, Ste 300, Atlanta, GA 30305
Instructors: Gil Castro – Professional Development Manager
Go to the training calendar on My HNR Office to register.
RECOGNITION & EVENTS
2024 Highlights
2025 What’s to come
Market Update
Q1 Perfect Transactions
Mary Hallenberg Intown
Candice Boothe Intown
Bob Freeman Atlanta Perimeter
Sara Gutierrez Atlanta North
Alex Lowe Buckhead
Team Augello North Fulton
Q1 Perfect Transactions
Sally Johnson North Fulton
Mary Morrison
Atlanta Perimeter
Gabriela Panzera East Cobb
The Stocks Team
North Fulton
Stacy Easley
North Fulton
Hester Group East Cobb
Gitte Claud East Cobb
Q1 Notable Sales $3M+
3873 Blalock Goldmine, Julie Barnett $4.5M
13400 Providence Road, Jeff Updegraff $4.4M
95 Montgomery Ferry Road, Erin Yabroudy $3.7M
1723 E Wildcat, Julie Barnett $3.7M
205 Peachtree Circle, Erin Yabroudy $3.5M
5220 Green Oak Court, Hester Group $3.4M
5031 Kings Close, Michele Collins $3.1M
Yabroudy & Associates
Julie Barnett
Luxury Lake & Mountain
Erin
Buckhead Hester Group East Cobb
Michele Collins North Fulton
Jeff Updegraff
Big Canoe
MARKETING & OPERATIONS
14 Pieces of Coverage across 8 Outlets With over 255,000 Estimated Views
Q1 – 95th BRAND ADS
Print and Digital Stats
Unmissable advertising campaign creating 1.16 million print and digital impressions in 2025. Our brand marketing delivers powerful, consistent visibility that reinforces the Harry Norman name.
HOME MAGAZINE
95th Anniversary Commemorative Edition
Active and Pending listings at 3/25 over $1M will be featured based on the three Luxury tiers:
• $1M - $1,999,999 will have a half page
• $2M - $2,999,999 will have a full page
• $3M+ will have a 2-page spread
Standout recent closed sales over $1.5M
Editorial content will include:
Miss Emmie and Harry Norman
• Timeline
• Philanthropy
• Shaping Atlanta Real Estate
• Design Evolution
* Not the actual cover
DIY CUSTOM AREA MARKET STATS
NOW AVAILABLE
- Create Market Stat social graphics in only a few clicks
- Choose from broad to specific market areas including counties, cities, neighborhoods, zip codes, and more
- Use Harry Norman Custom Boundaries to focus on areas consisting of multiple zip codes Ex. Metro Atlanta, Intown, Buckhead, West Cobb, North Fulton, and more
Additional detailed instructions to follow in recap
NEW LUXURY GUIDE
A Luxury Guide: Exploring Exclusive Spaces & Amenities
• Introducing the inaugural edition of an elevated quarterly series of consumer marketing pieces.
• Resources designed to inspire, inform, and establish you as a trusted advisor with insights into luxury homes and living.
• This first piece takes a journey through the most coveted spaces and features found in today’s exceptional properties. Grand entrances, resort style living, cutting edge smart tech and more.
Scan to view the full guide
CONTENT MARKETING
Tools to Support Your Business
Curated Guides: NEW Weekend Getaway
Guide Available
New Blog Content & Shareable Assets
Updated Affluent Neighborhood Guides
Atlanta History Videos: HNR Then & Now
All available in the Thursday email ->
ATELIER SPONSORSHIP
Introducing the inaugural Atlanta Homes & Lifestyles Atelier, a pop-up showroom and luxury lifestyle activation at Buckhead Village.
The Atelier will include a new, state-of-the-art kitchen, bathroom, bar, and outdoor living space located in the heart of Buckhead Village.
Buckhead Village District
May 15 – June 28, 2025
Monday through Friday: 10 a.m.–4 p.m.
Saturday: 11 a.m.–6 p.m.
Sunday: CLOSED
Q1 2025 MARKET UPDATES
Coming Soon
Quarter 1 Market Updates for All Price Points and Luxury Market will be ready this week
• Share the reports by area or the full booklet; see your marketing team to have your information added to the reports.
• These reports can be found on the HNR Cloud at Company
Public > Marketing > HN Insights > Market Updates > 2025
Market Reports > Market Update Q1 2025
• They are also in the CRM at Marketing > Smart Campaigns > Templates > Search HN Insights - 2025 Q1 Market Update
• The reports will be sent out on your behalf using the hashtag
#HNQuarterlyReport on Thursday afternoon.
Market Update
What We’ll Cover
• The Elephant in the Room
• Managing Expectations
• Strategies for Success
The Current Economy
Recession Looming?
Past Recessions & The Housing Market
• Home Prices generally don’t fall
• However, Mortgage Rates typically do!
A Recession Does Not Mean Falling Prices
Home Price Change During the Last 6 Recessions
• Sources: CoreLogic, The Balance
A Recession Means Falling Mortgage Rates
Mortgage Rate Changes During the Last 6 Recessions
• Source: Freddie Mac, Mortgage Specialists
Case Shiller March
January Data
Across the US
• Up 4.1% in January
• Previous Month it was 3.9% 20 City Composite
• Up 4.7% in January • Previous Month was 4.5% • Atlanta was Up 2.4% in Jan same as Dec
Case Shiller
CASE SHILLER - ATLANTA
Case Shiller
Managing Expectations
Comparisons
March 2025 – SFR
Market Comparisons
March 2025 – SFR
Market Comparisons
Market Realities
Market Realities
Sellers & Buyers
Sellers
• More inventory means more competition
• Over the last 30 days, if they overpriced their homes relative to current market dynamics:
• Total Days on Market extends to 105 days
• The homes sell at almost a 10% discount
When Rates get closer to 6,
Buyer Demand Increases
It’s expected as rates trend closer to 6% towards the end of the year, it will add 400-500K more buyers to the marketplace.
Market Realities
Sellers & Buyers
Buyers
• Homes that have been on the market 2 months are more likely to negotiate
• Homes that have done a price reduction sell at a discount of 9-10%
• As rates come down, demand increases, to be competitive take advantage of PHM 30K Guarantee
Strategies for Success
Strategies for Success
What can you Control
1. Focus on Positivity vs Negativity
• In the last 30 days, 185 homes closed each day in Atlanta. Get your share!
2. Do what others won’t do
• The average agent worked 30 hours a week; show up for a normal 40-hour week and see what happens
• 49% of agents generated less than 25% of business from past clients. Do more with your own sphere of influence - and consider reaching out to competitors’ past clients that are obviously being underserved
• 81% of REALTORS reported no business from open houses. Either they aren’t doing them, or they aren’t doing them well.
• The average REALTOR spent less than $660 on professional training. Lucky for you, you don’t have to, all you have to do is sign up/show up.
• 64% spent ZERO DOLLARS on marketing/lead generation. Invest in your business.
• 49% of REALTORS never use video technology. Producing a 2-minute video should be a Monday morning priority.
Focus
3. Market Reviews, Market Reviews, Market Reviews
• Most Homeowners have no idea what their home is worth in today’s market
• As their Trusted Advisor you have a responsibility to educate them
• If you aren’t doing that, someone else will. Don’t drive by their house one day and see someone else’s sign in their yard.
IN SUMMARY
• History has proven the housing market prevails recessions:
• Increases in Home Prices
• Mortgage Rates come down
• Home Prices appreciation in Atlanta leveled out in December & January, expect similar Year over Year appreciation, modestly 3-5%
• The best way to Manage Expectations is by “Showing, not Telling”. Current market dynamics have returned to Historical Norms, not a housing slow down or “Bubble”
• Inventory will continue to rise, explain pitfalls to Sellers of overpricing and know your “DOM markers”.
• As rates come down (which they will) it will bring more Buyers to the market, leverage your partnership with your PHM loan officer to help them secure the right property
Keep your chin up, we’ve got this! We’re 95 Years STRONG TOGETHER!
