REVISIT Vol. 12 - Sales Convention 2023

/RE VISIT

SALES CONVENTION 2023

/ General Session Highlights

/ Networking Events

/ University Sessions

/ Sunshine Kids Benefit

A LETTER FROM Christy Budnick and Gino Blefari

Every year when our team starts the Sales Convention planning process, we always begin with a theme. And selecting the perfect theme for that particular year takes a while. The theme can’t just be a generic phrase that anyone’s heard before. It must be specific to our Berkshire Hathaway HomeServices brand and our industry, reflecting the nuances of the present moment in real estate, while hinting at the opportunities to come. It must be dynamic. Progressive. Bold and far-reaching. When you think about it, a perfect theme is one that’s just like you.

So, when the idea of Motivation Vision Purpose—MVP—was presented during an early brainstorming session, we knew we’d struck Sales Convention gold.

It works because MVP not only represents the characteristics you exemplify every day but also describes major contributing factors to your ongoing success. Of course you have the skills and service to stand out among the competition. You also have the motivation, vision and purpose that sets you apart from all the rest.

The market today is a challenge, and it’s one you’re singularly equipped to tackle, just like our 2023 marketing campaign says. When sellers can’t believe their luck or smile at how simple that difficult sale turned out to be, you smile right back, thinking about the planning, staging, marketing, negotiating and tape measure-wrangling you had to do to make it happen. No, real estate right now isn’t easy but with a Berkshire Hathaway HomeServices network professional by your side—someone who has the motivation, vision and purpose necessary to succeed—it is. And that’s what our Sales Convention theme reminded us this year.

So, thank you for joining us at MVP 2023 in Las Vegas. We’re excited for you to REVISIT the unforgettable moments through the stories you’re about to read, and can’t wait to network, learn and celebrate together in New Orleans next year!

Gino Blefari | Chairman Berkshire Hathaway HomeServices

Christy Budnick | CEO Berkshire Hathaway HomeServices

Mission, Vision, & Purpose

Berkshire Hathaway HomeServices CEO

Christy Budnick delivers a powerful keynote in Las Vegas

It was a few minutes past 9 a.m. on Monday morning when Christy Budnick, CEO of Berkshire Hathaway HomeServices, walked onto the Sales Convention stage, looked out at the crowd of thousands, and asked: “Can you believe it’s been 10 years?”

10 years, she said. 10 years of success. And 10 years of living out the mission, vision and purpose of the brand as only a Berkshire Hathaway HomeServices network member could.

“Are you ready to start another 10 years?” She asked, and with a round of applause and cheers, the audience responded, "We’re ready."

Budnick then shared what the 2023 theme of Sales Convention—Motivation, Vision and Purpose—means to Berkshire Hathaway HomeServices.

Motivation, she said, is “the what behind everything we do.”

Motivation, she said, is “the what behind everythingwedo.”

It drives network members to work hard when it’s not easy and to do whatever it takes to win, even when the winds of change blow in an unfavorable direction. Motivation is the resolve network members have to sail on no matter what, Budnick explained.

Vision, she said, is “the where.”

Vision, she said, is “the where.”

“To arrive at your vision, you need a roadmap of strategies that includes being prepared for unexpected twists,” she said. “If you’re ever in a position that forces you to take a detour, your vision protects you from going too far off track.” Purpose, she said, is “the why.”

Purpose,shesaid, is“thewhy.”

In real estate, purpose is inextricably linked to care. Berkshire Hathaway HomeServices network members genuinely care about their clients and build strong ties to the community in which they work and live. A Forever AgentSM has no past clients; they have strong relationships created and nurtured for a lifetime.

From MVP, Budnick transitioned to feelings, talking about how Berkshire Hathaway HomeServices network members are differentiated by how they make their clients feel. “Feelings create memories,” she said, “and when we create special moments and feelings with our clients, we build emotional bonds.”

That, Budnick explained, is what separates a Forever AgentSM from the competition, because a Forever AgentSM is someone who partners with people in their pursuit of a more remarkable life.

CHRISTY BUDNICK’S 3 MVP STRATEGY MUST-HAVES: TRUST

Constantly build trust with your clients. Don’t hunt for short-term gains because when you do, nobody wins. Instead, commit to your vision and get creative in the ways you service clients to strengthen trust. Participate in community service, sponsor local sports teams, host client appreciation events and become the go-to for all things in your city.

CONSISTENCY

Commit to the journey and move the needle every single day. You might overestimate how much change you can accomplish in the short term but you might also underestimate how much you can achieve in the long-term. A Forever structures their business like a practice and consistently works at it every single day.

MARKETING

Never stop marketing! Now is not the time to be a secret agent. If you drop off the radar today, you’ll be playing a game of catchup when the market swings in another direction. Engage on social media and share content that provide the insights your clients care about and valuable perspectives they need to know.

A Heroic Keynote

Kevin Brown wows the crowd at MVP 2023

would be happy to know there were no mess-ups to be found. How do we know? Because over the course of the next hour, Kevin Brown would do no less than change more than 6,000 people’s lives.

Through a series of questions and answers, Brown turned commonly held notions on their head. He upended the definition of a hero. He told us thinking outside the box wasn’t right. He dismantled what we thought we knew to make space for what we were about to discover.

How do we define a hero, anyway?

“Some people say it’s ordinary people who do extraordinary things,” Brown said. “But I don’t think that’s it. I don’t think there’s a person in this room doing ordinary things. No, ordinary people doing extraordinary things isn’t how to define a hero.”

The crowd grew silent. Then what— or who—is a hero?

“Heroes are extraordinary people who choose not to be ordinary,” Brown explained.

Kevin Brown appeared on the Sales Convention stage wearing a bright, colorful pocket square and a hint of a smile. He held tight to the lapels of his perfectly tailored suit and joked about how his wife told him not to mess up the keynote speech he was about to deliver. But his wife

“When you look in the mirror, do you see yourself or the people who helped you become you?” Brown asked the crowd.

He said we are the sum total and byproduct of the people who pass in and out of our lives, and it’s up to us to be the hero of our own story … and theirs

“We grow up and the box conforms us,” Kevin said. “People start to say, ‘Think outside the box,’ and that makes no sense. The game is played in the box. It’s why we’re drawn to certain people and certain leaders because they don’t lose their ability to decorate the box. They show up every day and splash their

uniqueness on the box and that’s why [life] looks different for them.”

The story changed direction, and Brown began to talk about customer service. “Nobody notices normal,” he said. “Nobody notices when the people you serve are satisfied. But ‘satisfied’ is code for ordinary and organizations chase it like gold. You want enthusiastic ambassadors for your brand. Satisfaction makes people ordinary.”

And who would’ve thought he’d prove this point with Mickey Mouseshaped apple pancakes?

Years ago, Brown, his wife and his son—who was diagnosed with autism—took a trip to Disney World in Orlando, Florida. When they got there, they went to the Disney restaurant for breakfast and a waitress appeared at the table, asking for their order. “Apple pancakes,” said Brown’s son Josh, to which the waitress quickly said that there were no apple pancakes on the menu. They spoke to the head chef, Chef Bea, who asked what else she could make.

The next day, Josh wanted to return once again to the same restaurant. This time, when he ordered apple pancakes, Chef Bea said, “Coming right up!”

How? After the conversation the day before, she’d gone to the store directly after work and purchased all the ingredients just in case Josh came back. And as the story goes, he did.

Josh went to that restaurant every single day of the entire trip, and on his next visit to Disney, returned again, near-famous among the staff for his apple pancake request. After meeting Josh, Chef Bea was inspired to launch a menu for kids with special dietary needs, and more

IN YOUR WORDS

Every year, we survey our attendees to ask what they thought about specific components of Sales Convention. Here are some of the responses we received about Kevin Brown:

Kevin was probably one of the best inspirational speakers, from the heart, I have ever heard. Very meaningful and present.”

I’ve been to, watched and read many motivational speakers but none come close to how Kevin moved all of us to see and hear!!! Life changing.”

I must say in my 32 years in [real estate], I have never been more profoundly touched by any keynote speaker as much as Mr. Kevin Brown … his story and message broke my heart, rebuilt my spirit and rejuvenated my commitment to be a better, more exceptional ME!!!”

Outstanding and motivational presentation from beginning to end! … Now, my day begins with me asking myself: What can I do to add value to the people I serve?”

than one million children were served through that initiative.

At the end of the keynote, the entire audience erupted into applause, jumping to their feet for a standing ovation. Kevin looked at the crowd and smiled just as he did at the beginning of his speech before offering a final reminder: “Remember, the world needs your hero."

WOW, just wow. The most impactful, powerful and actually life changing keynotes I have ever heard. People could not stop talking about it … Who does that about a keynote? And as I was eating by myself at Gordon Ramsey’s restaurant in the hotel, I met a teacher from L.A. who … taught [children with learning disabilities]. I talked about Kevin and his different approach and way of thinking. He got goosebumps ... He went on the website and wants to incorporate this with his kids. I was in the moment and had a very special moment with a stranger in my circle. Thanks Kevin!”

The Magic of Vinh Giang

“Magic is just a problem you couldn’t solve,” said Vinh Giang, an entrepreneur, magician and communications expert who also happened to be the keynote speaker for Monday morning’s General Session of MVP 2023.

As he talked, Giang had the distinctively whimsical air of a magician, and the confidence of someone ready to teach the audience something new. For the next hour or so, Giang did just that. Why is magic a problem yet unsolved? “Perspective,” said Giang, adding that when two perspectives come together there’s no solution beyond our reach.

Giang explained that change represents opportunity and if we’re stuck in a silo mentality, we can’t solve the problems around us. “Psychologists call it change

blindness,” he said, and with a brilliant sweep of his hands around the ballroom, told the audience that if everyone collaborated, they could achieve anything.

The powerful mix of collaboration and perspective was explained with two videos showing the same trick. First, with a close-up camera angle, Giang turned a card deck from blue to red. How did he do that? Then, Giang played a second video with a wider camera angle and it became immediately clear how the trick was done: with a magical assistant helping him switch the deck.

"Perspective," Giang said. Perspective and collaboration. To seize the opportunity in front of us, he said we must collaborate with people we’ve never collaborated with before.

Giang introduced another word into the mix: Influence, shown through “choose the hand it’s in” magic tricks where attendees had the chance to participate. “If you look away when I look at you, you’re definitely getting picked,” Giang joked, though it was clear as they ran up on stage that the audience members were eager to get involved. Who doesn’t love a little magic?

Giang spoke about belief—self belief and the belief mentors can provide—and talked about believing in the impossible by giving yourself permission to dream. He quoted Steve Jobs’ famous line—“The people who are crazy enough to think that they can change the world are the ones who do.”—and said, “My friends, you are the very people who will do just that.”

He described how belief will dictate the actions in your life and said that “if a magician can create something with the odds of one out of 1 million, you can achieve anything.”

Then, he performed a trick with those very odds.

Giang asked an audience member to join him onstage to select from several books in his hands. Then from the book chosen, he asked the participant to pick out a single word he’d have to guess. And of all the books, and all the pages and all the words that could've been selected, Giang guessed the word correctly on the very first try, proving that when you think a problem is impossible to solve, it is. But when you believe in the impossible, the world becomes magic.

MVP Entertainment

From the minute the lights dimmed on the crowd of thousands and the spotlight shined across the General Session stage, one thing was abundantly clear: This would be a show.

A brilliant children’s choir kicked off the national anthem. The spectacular Young Artists Orchestra of Las Vegas played. Drummers drummed. Singers sang. Not one moment of General Session went unaccompanied, and every minute reflected the excitement that comes with being an MVP network member of the Berkshire Hathaway HomeServices brand.

On Monday night, REVEL Las Vegas took over the gigantic outdoor plaza at CAESARS FORUM, and like Monday’s General Session, it was an Event with a capital “E.” Attendees donned their 70s disco best as REVELers became a haze of neon tracksuits and glittery blazers. The

hairdos were big but the buzz was even bigger, with an absolutely packed dance floor at the Silent Disco and hundreds of roller-skating enthusiasts gliding gracefully around a disco roller rink.

In the background, the refreshed Berkshire Hathaway HomeServices logo shined onto the exterior of CAESARS FORUM, with the bright lights of the High Roller circling just beyond. Perceptive REVELers may have noticed the famous wheel served as culinary inspiration for the festivities all (ahem) a-round: spring rolls, egg rolls, meat balls, baked potatoes, sliders, donuts and cookies, shaped just like the wheel. Cute, right?

The MVP fun capped off Tuesday night with GRAMMY-award winning OneRepublic delivering an epic, two-hour-long performance that took attendees through some of the band’s greatest hits and proudest

songwriting achievements. Lead vocalist Ryan Tedder bantered happily with the crowd, singing chart-topping hits despite a mild sore throat. Nothing—and he said nothing—would ever stop him from performing for Berkshire Hathaway HomeServices.

In total, Tuesday night’s unforgettable Sunshine Kids Benefit featuring OneRepublic raised over $103,000 for the Sunshine Kids, which went directly to that aweinspiring non-profit organization dedicated to brightening the lives of children with cancer. And out of every dance-breaking, memorymaking celebration that happened during MVP 2023, it was the joy of giving back that was the happiest show of all.

Exhibitor Showcase

MPV might stand for Motivation, Vision and Purpose, but in the case of our 2023 Exhibitor Showcase, it meant MegaVendorPresence More than 100 vendors set up shop inside a grand ballroom at CAESARS FORUM, sharing the latest tools, technology and products to supercharge business this year. While some familiar elements of the Exhibitor Showcase stayed the same—delicious small bites and cocktails, an easily navigable floor plan—others changed to offer a fresh experience for Sales Convention 2023 attendees.

Instead of the traditional company booth, attendees found a sleek Tech Talk Bar, staffed with members of the Berkshire Hathaway HomeServices Solution Strategy team. Conversation flowed as attendees received customized support and information about

the impressive suite of Berkshire Hathaway HomeServices tech products available to them. But digital dialogue wasn’t the only new feature of the 2023 Exhibitor Showcase. In addition to "lounge" areas—yes, we saw you working in those comfy chairs because homes can’t sell themselves—Aisle 100 was stacked with even more recharge spaces, including a ping pong table! Competition heated up, and one burning question lingered in the vast, ballroom air: Who knew

BerkshireHathawayHomeServices network members were such table tennis enthusiasts?

Ping pong aside, this year also showcased Berkshire Hathaway HomeServices’ global network members. Attendees were invited to learn more about our worldwide reach by strolling through the aptly named International Avenue, where companies from Mexico to Madrid showcased their global strengths and identified opportunities to connect with feeder markets.

Sunday’s Networking Exhibitor Reception, hosted by Xpressdocs, and complete with chocolate-logo cupcakes, kicked off thirty minutes earlier than usual, with a first-ever Berkshire Hathaway HomeServices New Company Welcome Reception. During the reception, glasses of prosecco helped toast the newest members of our ever-expanding brand. Then, for the three days that followed, a wandering ring light photographer captured social media post-worthy moments attendees could share.

A record 24 exhibitors donated prizes for the mobile app game in 2023 and once again, the Exhibitor Showcase played host to a silent auction benefiting the Sunshine Kids, which saw one lucky attendee winning a Fender guitar signed by the members of OneRepublic, and one who won the "Village Quilt"

(see page 17).

THANK YOU TO OUR WINNING BIDDERS!

Paula Hartman of Berkshire Hathaway HomeServices

Fox & Roach, REALTORS®, won the guitar for her musician husband and Justin Acker of Berkshire Hathaway HomeServices

Colorado Real Estate won the "Village Quilt."

Spreading Sunshine & Selflessness

Giving back isn't just what we do, it's who we are, and this year's incredible support of the Sunshine Kids in Las Vegas showed why Berkshire Hathaway HomeServices will shine a spotlight on philanthropy forever.

TOP 10 COMPANY DONORS

1 2 3 6 7 8 9 10

Berkshire Hathaway HomeServices

Ambassador Real Estate

Omaha, NE

$572,636.75

Berkshire Hathaway HomeServices

Georgia Properties

Roswell, GA

$343,826.66

Berkshire Hathaway HomeServices

New England Properties/New York Properties/Hudson Valley Properties Wallingford, CT $249,280.49

4 5

Berkshire Hathaway HomeServices

New Jersey Properties Martinsville, NJ $210,543.45

Berkshire Hathaway HomeServices

Commonwealth Real Estate/ Robert Paul Properties Natick, MA $143,031.23

Berkshire Hathaway HomeServices

Premier Properties Houston, TX $118,278.00

Berkshire Hathaway HomeServices

California Properties Torrance, CA $117,671.32

Berkshire Hathaway HomeServices

Select Properties Saint Louis, MO $106,380.00

Berkshire Hathaway HomeServices

PenFed Realty

Alexandria, VA $97,209.16

Berkshire Hathaway HomeServices

Florida Realty Sunrise, FL $81,843.75

Magic Moments

Sharing the sweet stories that made Sales Convention 2023 so special

HITTING THE JACKPOT Jenna Felli of Berkshire Hathaway HomeServices Nevada Properties’

The Shawna Felli Team loves attending Sales Conventions. “I always come away feeling inspired and rejuvenated,” she says.

But there was a problem. Each year, the Las Vegas-based agent would collect dozens of business cards from attendees but when reviewing the cards later, she’d have trouble putting a face to a name. Felli was sure the same thing was happening with the business cards she gave out to others. That’s when Felli came up with the idea of printing her contact

information on a playing card—and not just one card but a “full house” of cards with fun catch phrases like “bet on us” or “the house always wins” written across each one.

People immediately started to notice.

“I wanted to do something memorable and something that screamed Vegas,” she explained, especially since MVP was taking place in her home town.

A few days after Sales Convention, a network member called Felli and said she had a referral for a home.

“How did you find me?” She asked, and of course, the agent received one of Felli’s unique playing cards. But the story gets even better.

“She proceeded to say that she had hopped in a Uber on her way to the airport and started talking to the driver, who just happened to have a property to sell in Boulder City, NV, and wanted to relocate back to Las Vegas,” Felli says. “I met with the clients the following week and presented them with a marketing proposal. After touring their gorgeous estate and reviewing all the numbers and upgrades, we decided on a home value, and they signed the Listing Agreement that day for $2.5 million, with the intent to buy a new home. The referring agent and I hit the jackpot!"

THE “VILLAGE” QUILT

Lisa McCarthy, senior administrative office manager at Berkshire Hathaway HomeServices Commonwealth Real Estate, is a survivor. At the age of 45, and with two young children, McCarthy’s world was “picked up and put down” when she was diagnosed with cancer.

“In the weeks, months and years after that, I learned how strong and fragile I was,” she says, and it was a lesson she’ll carry with her forever. McCarthy says that while the physical part of treatment was “relatively easy,” it was the

emotional aftermath that left her feeling unprepared for the future ahead, and so she joined a support group for cancer patients to help navigate the stress. Now, she wasn’t alone, surrounded by people who understood her fear on a level perhaps no other humans could. It was “what I needed most,” she explains, adding, “The Sunshine Kids Foundation does just that for children … it’s why I believe so strongly in this organization’s mission.”

This year in Las Vegas, McCarthy’s beliefs materialized in a beautiful quilt she handcrafted to support

the non-profit. Titled, the “Village Quilt,” the colorful piece represents different parts of her world colliding—the camaraderie McCarthy felt in her support group interwoven with the support the Sunshine Kids Foundation provides. At MVP 2023, the “Village Quilt” raised $1,300 for the Sunshine Kids, serving as yet another reminder of the selfless warmth the Berkshire Hathaway HomeServices network gives to those in need.

Learning in Las Vegas

This year at Sales Convention, University looked a little different. Instead of offering dozens of classes on a wide array of topics, we honed in on exactly what you wanted to know. Using the mobile app, attendees could search classes by audience type—Agent/ Sales Professional, Brokers/ Owners/Managers, CFOs/Financial Coordinators, Relocation/Referral Professionals and Commercial— and by topic, to find the perfect session for them.

We also tapped the world’s best and brightest business innovators to share knowledge on topics ranging from YouTube marketing to luxury listings. We hosted panels and masterminds, sales-focused sessions and deep dives into the latest social media strategies for sustainable success. If one of your goals at MVP 2023 was to learn

something new, our comprehensive selection of University sessions made it easy to achieve.

And that’s exactly how learning new things should be.

After all, as a Berkshire Hathaway HomeServices Forever AgentSM, you have a mindset for perpetual improvement and our survey results reflect your unending willingness to learn.

When we asked if you attended any University sessions this year, 97.1% of you responded “yes.” That means almost every single Berkshire Hathaway HomeServices network member who joined us in Las Vegas found the time—and value—in the classes offered this year, and brought that motivational, visionary and purposeful knowledge home.

MVP 2023 UNIVERSITY THEMES

• Commercial

• Diversity

• Finance

• Global Markets

• Luxury Marketing

• Mindset

• Productivity

• Profitability

• Technology

• Video Marketing

• Recruiting

• Retention

• Remodeling

• Social Media Marketing

• Teams

Outstanding.Worththe wholetrip.”

About Jimmy Burgess’ 23 Video Content Ideas for 2023

Fantastic session.”

About John Livesay’s Tell Stories, Win Top Talent

Excellent … loved the presenterandthecontent.”

About Nick Niehaus’ Your First 5 Steps Toward YouTube Domination Sogoodwestayedasecond session.”

About Chelsea Peitz’s What to Post: The 5-Step Formula for Creating Captivating Content

Greatpresentationwith relevant information.”

About Allan Dalton’s Introducing the Berkshire Hathaway HomeServices “Real Estate Planning Month”

Greatspeakers, learned a lot!”

About Belinda Wiseman & John Schoomaker’s Winning Luxury Listings Every Time

Loved these three ladies who shared their experienceswithvideo. Theywererelatableand made me feel confident that I can do this.

Stephanie[Peters]has alreadyrespondedtomeon social media with several questionsIhave.

I loved this class!”

About Sandy Ciccarella’s Agent Spotlight: How Video Is Changing the Face of Real Estate Sales

Congratulations 2022 Award Winners

At Sales Convention, we love putting your hard work on center stage, and a big part of that happens during our awards ceremonies. Here are a few snapshots of those award-winning celebrations. A complete list of winners is available on REsource Center. Click here or go to www.bhhsresource.com/resourcecenter/s/awards

THANK YOU to our 2023 vendors who make it all possible. Because of you, we’re able to not only deliver the best Sales Convention to our Berkshire Hathaway HomeServices global network but also make it even better year after year.

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