Capital Area REALTOR® May/June 2016 by GCAAR

R E A LTOR

CAPITAL AREA

gcaar.com

Official publication for the Greater Capital Area Assocation of REALTORS®

may/june 2016

JULY 18, 2016 Event Details – page 6

The State of OUR Market: What’s Going On NEW IN THIS ISSUE

– page 25 Coaches’ Corner – page 37 Welcome New Members – page 43 Agent Spotlight

CAPITAL AREA REALTOR® • May/Jun 2014

#1 in 32137 - Palm Coast D MANAGEME NT LEA

January 1, 2015 - December 31, 2015

Price Range: $1,000,000 and Up

Total Sales Units 25

21 20

7 5

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Nothing in this document is intended to create an employment relationship. Any affiliation by you with the Company is intended to be that of an independent contractor agent. ©2016 Coldwell Banker Real Estate LLC. All Rights Reserved. Coldwell Banker Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Operated by a subsidiary of NRT LLC. Coldwell Banker, the Coldwell Banker ® Coldwell Banker Previews International and the Previews logo are registered and unregistered service marks owned by Coldwell Banker Real Estate LLC. 12382MA-5/16 logo, CAPITAL AREA REALTOR • May/Jun 2014

R E ALTOR

CAPITAL AREA

may/june 2016

July 18, 2016

Bethesda North Marriott

REALTOR® Fest – p. 6

GCAAR Cares – p. 12

30 Under 30 Winners – p. 22

features

Coaches’ Corner – p. 37

in every issue

Association News

Ask the President

Don’t Let This Happen to You

Affiliate Spotlight

REALTOR® Fest is July 18!

GCAAR Happenings

New Emeritus Member

Meet Your GCAAR Committees

GCAAR Members Receive 30 Under 30 Honors

Upcoming Events

Coaches’ Corner

Affiliate Directory new

Welcome New Members!

The Back Porch

GCAAR Cares

GCAAR in the News

18 MRIS

new

NAR Director’s Report

Public Policy

27 RPAC 28

Housing Statistics

Legal Hotline

Education Schedule

REALTOR® Toolbox

Membership Corner

Capital Area REALTOR® (USPS 017-467) is published five times a year by the Greater Capital Area Association of REALTORS®, 15201 Diamondback Drive, Suite 100, Rockville, MD 20850. Periodicals postage paid at Rockville, MD. Member subscriptions account for $10 of each member’s annual dues. Annual subscriptions are available to non-members for $25. Subscription inquiries may be sent to Capital Area REALTOR® at the above address. POSTMASTER: Send address changes to Capital Area REALTOR®, ATTN: GCAAR, 15201 Diamondback Drive, Suite 100, Rockville, MD 20850. The Greater Capital Area Association of REALTORS® makes no warranties and assumes no responsibility for the accuracy of the information contained herein. The opinions expressed herein do not necessarily reflect the opinion of the officers, directors, or staff of the Greater Capital Area Association of REALTORS®. The Greater Capital Area Association of REALTORS® accepts submissions of articles and photographs and the items become the property of the Greater Capital Area Association of REALTORS®. The publisher reserves the right of full editorial authority and to decline publication of any article not deemed proper. Deadline for submissions, including camera-ready advertising, is the first of the month prior to publication. Reprint with permission only. Reprints may be obtained by contacting the Greater Capital Area Association of REALTORS® at 301.590.2000; via fax at 301.590.2248; or send an e-mail to bbanks@gcaar.com. REALTOR® is a registered collective membership mark that identifies and may be used only by real estate professionals who are members of the National Association of REALTORS® and subscribe to its Code of Ethics. Copyright ©2016 by the Greater Capital Area Association of REALTORS®. All rights reserved.

15201 Diamondback Drive, Suite 100 • Rockville, MD 20850 Phone: 301.590.2000 • Fax: 301.590.2248 • www.gcaar.com Facebook.com/GCAAR2 Twitter@GCAARNow LinkedIn/in/GCAAR CAPITAL AREA REALTOR® • May/Jun 2014 Instagram.com/GCAAR

board of directors

ask the president I’m overwhelmed by the number of notices I get about annual REALTOR® conferences! Two national and one Maryland Association conference, GCAAR’s REALTOR® Fest, not to mention Inman and dozens of others – I could spend all my time in conferences. How do I decide which to attend?

President-Elect Jamie Coley

President Peg Mancuso

There are a ton of real estate conferences out there. Navigating which are worth your time away from your clients and travel budget can be a challenge! Each of the REALTOR® conferences offers something unique, which may be something that will help you grow your business, network with your peers, and serve your clients better. Here’s a quick summary of each: GCAAR’s REALTOR® Fest is a one-day event held every summer and will be back at the Bethesda North Marriott on July 18. GCAAR offers a full day of MD, VA, and DC CE and non-CE professional development classes, a local vendor tradeshow, and multiple networking opportunities with fellow REALTORS®. Cost: $10-199. realtorfest.com.

Secretary Tom Daley

Treasurer Tim Knobloch

Immediate Past President Suzanne Des Marais

The Maryland Association of REALTORS®’ (MAR) Convention is held in Ocean City, on September 12 – 14 this year. Held at the Convention Center, MAR offers Maryland CE classes, professional development, and a state-wide vendor tradeshow. You can also attend the installation banquet of the 2016-2017 MAR Leadership Team, with GCAAR Past President Shelly Murray being installed as President. Cost: $35-315 for 1-3 days. mdrealtor.org.

Chief Executive Officer Mike Moran

Directors

Koki Adasi Thom Brockett Roger Carp Brandon Green Jacque Grenning Susann Haskins

Bill Hounshell Danai Mattison Sky Hildy Pollard Jason Sherman Frank Snodgrass Pat Weed

R E A LTOR

CAPITAL AREA

Managing Editor Bobette Banks

Design & Layout Carla Conway, Uncommon Design

Advertising Representative Robert Silverstein

CAPITAL AREA REALTOR ® • May/June 2016

The National Association of REALTORS Convention is held in various locations throughout the country, this year in Orlando, November 4 – 7. NAR offers a huge range of professional development opportunities, a tradeshow featuring nationwide vendors, and lots of opportunities to get to know REALTORS® from across the country. Cost: $25-550 for 1-4 days. realtor.org/convention.nsf/ I have attended all of these and found each to be useful for different aspects of my business. As for the non-REALTOR® conventions – find a colleague who has attended to see if they found it worthwhile.

Is there a REALTOR® Association credit union I can join? If so, what products are offered? Yes, there are actually two different credit unions GCAAR members can join: the National Association of REALTORS® Credit Union (realtorsfcu.org) and the local Capital Area REALTORS® Federal Credit Union (carfcu.org). They offer a variety of banking services for business and personal banking, access to ATMs, checking and savings accounts, mobile banking, credit cards, competitive rates on auto, home, and business loans, and much more to help you run your business.

association news GCAAR Members Complete 2016 MAR Leadership Academy

GCAAR members Abou Elmakarem and Emiliana LobosKirker recently completed the Maryland Association of REALTORS® (MAR) 16th annual Leadership Academy and were among the honored graduates in ceremonies held in Annapolis. The MAR Leadership Academy was formed by REALTORS® who understand the important role they play in their community. Enhancing their leadership skills, knowledge, and competencies helps REALTORS® make a difference in their personal lives and in their communities. The Academy offers an intensive curriculum designed around developing skills in leadership, communications, strategic planning, legislative, and government affairs and community involvement. Classes are conducted over seven months and stress the value of professional and personal commitment to business, charitable, and civic endeavors. GCAAR, one of 16 local REALTOR® Associations in Maryland, is a strong advocate that recognizes the importance of the program to the Association’s future.

2016 MAR President Bonnie Casper and 2014 NAR President Steve Brown with MAR Leadership graduate, Abou Elmakarem.

Bonnie Casper and Steve Brown with MAR Leadership graduate, Emiliana Lobos-Kirker.

“Today we honor you as future leaders in communities and within our REALTOR® organization,” 2016 GCAAR President Peg Mancuso (center) with MAR Leadership Graduates Emiliana Lobos-Kirker and Abou Elmakarem.

REALTORS® Property Recourse (RPR) and the REALTORS® Federal Credit Union sponsored the 2015-16 MAR Leadership Academy and were recognized for their support.

– 2016 MAR President Bonnie Casper “The greatest sign of leadership that one can achieve is to gather a group of people together to achieve one common goal.” – 2014 NAR President Steve Brown

CAPITAL AREA REALTOR ® • May/June 2016

Don’t Let This Happen to You! Submitted by Joy Liberti, 2015 Chair, Professional Standards Committee

When Can You Modify Your Offer of Compensation to Other Brokers? You list a property; you think it is priced correctly according to the comparable sales; you offer an attractive co-op commission; and then it sits on the market. Whether it was a sudden surge of competitive listings, a change in interest rates or other market variables, your listing has not sold and the sellers are getting anxious and they want to renegotiate the offer of compensation.What do you do?

that had been published originally in the MLS and not the reduced amount now being offered to him, since he had already shown the property to Prospect Z and expected an offer to purchase would be made shortly.

The NAR Code of Ethics can guide you in this situation:

The following day, REALTOR® C wrote an offer to purchase for Prospect Z. The offer was submitted to the Seller by REALTOR® A and was accepted. At the closing, REALTOR® A gave REALTOR® C a check for services in an amount reflecting the modified offer communicated to REALTOR® C by phone. REALTOR® C refused to accept the check indicating that he felt REALTOR® A’s actions were in violation of the Code of Ethics. REALTOR® C filed a complaint with the Board’s Grievance Committee alleging violation of Articles 2 and 3 on the part of REALTOR® A citing Standard of Practice 3-2 in support of the charge.

Article 3 “REALTORS® shall cooperate with other brokers except when cooperation is not in the client’s best interest. The obligation to cooperate does not include the obligation to share commissions, fees, or to otherwise compensate another broker.” Standard of Practice 3-2: “Any change in compensation offered for cooperative services must be communicated to the other REALTOR® prior to the time that REALTOR® submits an offer to purchase/lease the property. After a REALTOR® has submitted an offer to purchase or lease property, the listing broker may not attempt to unilaterally modify the offered compensation with respect to that cooperative transaction.” NAR Case #2-14, “Time at Which Modification to Offer of Subagency is Communicated is a Determining Factor,” gives guidance on how to handle this situation properly. REALTOR® A listed Seller X’s home and filed the listing with the MLS. The property data sheet indicated the compensation REALTOR® A was offering to the other participants if they were successful in finding a buyer for Seller X’s home. During the next few weeks, REALTOR® A authorized several Participants of the Multiple Listing Service, including REALTOR® C, to show Seller X’s home to potential buyers. Although several showings were made, no offers to purchase were forthcoming. REALTOR® A and Seller X, in discussing possible means of making the property more salable, agreed to reduce the listed price. REALTOR® A also agreed to lower his commission. REALTOR® A changed his compensation offer in the MLS and then called the MLS participants who had shown Seller X’s property to advise them that he was modifying his offer of compensation to cooperating brokers. Upon receiving the call, REALTOR® C responded that he was working with Prospect Z who appeared to be very interested in purchasing the property and would probably make an offer to purchase in the next day or two. REALTOR® C indicated that he would expect to receive the compensation

CAPITAL AREA REALTOR ® • May/June 2016

REALTOR® A responded that since Prospect Z had not signed an offer to purchase and no offer had been submitted the modified offer of compensation would be applicable.

During the hearing, REALTOR® C stated that REALTOR® A’s by Michele Lerner modification of the compensation constituted a misrepresentation through concealment of pertinent facts since he had not provided REALTOR® C with specific written notification of the modification prior to the time REALTOR® C began his efforts to interest the purchaser in the listed property. REALTOR® A defended his actions by indicating that timely notice of the modification of compensation offered had been provided to REALTOR® C by telephone prior to REALTOR® C submitting a signed offer to purchase. REALTOR® A also indicated that his modified offer of compensation had been bulletined to all participants, including REALTOR® C, through the MLS in accordance with Standard of Practice 3-2 prior to the time that REALTOR® C had submitted the signed offer to purchase. REALTOR® A also commented that had REALTOR® C submitted the signed offer to purchase prior to REALTOR®A communicating the modified offer, then REALTOR® A would have willingly paid the amount originally offered. Based on the evidence presented, the Hearing Panel concluded that REALTOR® A had acted in accordance with the obligation expressed in Standard of Practice 3-2 based on changing the offer of cooperative compensation in the MLS alone, even without the courtesy phone calls, and consequently was not in violation of Articles 2 or 3.

It pays to know the Code!

Affiliate Spotlight Joe Detrick Classic Settlements Chief Operating Officer

How long have you been an Affiliate with GCAAR?

I’ve been an Affiliate, active committee member, and RPAC investor for almost 10 years. Classic Settlements has been an Affiliate since GCAAR’s inception.

You are a long-time supporter of REALTOR® Fest. Why do you continue to support this event each year?

REALTOR® Fest is an amazing event. REALTORS® can get a full day of professional education and CE credits at one event; there’s a huge trade show with great food; and it’s an excellent way to create and maintain connections with others in our professional community. It has been a “Must Do” in our company since its beginning. I constantly encourage others to participate.

What would you say to people who are considering becoming an Affiliate?

An Affiliate membership provides individuals and companies with an avenue to be a resource to the entire capital area real estate community. Without that partnership those doors would be significantly more difficult to open.

Why do you think being a member of GCAAR is important?

Our industry is constantly changing; there are new laws and legislation along with updates to the contract. GCAAR keeps its members apprised and trained while establishing and maintaining a real sense of community within our local real estate market. It also provides a path for members and affiliates to give back to an industry that has given us all so much.

MD County Tax Information provided by

Classic Settlements, Inc. www.Settlements.com

CAPITAL AREA REALTOR ® • May/June 2016

REALTOR® Fest 2016 The State of OUR Market: What’s Going On The best one-day of real estate education this side of the Potomac—you don’t want to miss REALTOR® Fest, GCAAR’s annual education summit on July 18. Whether you take one class or several, enjoy a day of informative instruction, a resource-packed trade show, networking, delicious food, and much more, while you earn up to nine hours of continuing education credits!

Monday, July 18 BETHESDA NORTH MARRIOTT 5701 Marinelli Road North Bethesda, Maryland

The hotel is conveniently located across the street from the White Flint Metro Station.

NEW THIS YEAR: Professional Development Workshops

Legends Panel

These folks are real estate royalty; they know how to do it. Come hear GCAAR Past Presidents Dale Mattison and Holly Worthington. Moderated by Jamie Coley, 2016 GCAAR President-Elect.

30 Under 30 Panel

REALTOR® Magazine picks these superstars each year from the best and brightest real estate professionals from across the country under the age of 30. Check out the GCAAR winners past and present. • Koki Adasi, 2008

• Danai Mattison Sky, 2013

2016 winners: Britany Barsky Allison, Harrison Beacher, and Jessica Evans Moderated by Rob Rothstein, 2016 GCAAR YPN Chair.

“Generating Buyer and Seller Leads” NAR class taught by Maura Neill ”Negotiating: Powerful or Pushover?” taught by Gee Dunston

Largest One-Day Trade Show in the Region 7th Annual GCAAR Cares Silent Auction Our Community Service

Committee, GCAAR Cares,

hosts its biggest fundraiser

of the year, the GCAAR Cares Silent Auction, at REALTOR® Fest. Donate and/or bid to

support this worthwhile cause.

Programming and schedules subject to change. Visit realtorfest.com for the most up-to-date information.

Registration, class descriptions, silent auction items, and more available at realtorfest.com.

CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® • May/June 2016

New Lower Pricing at REALTOR® Fest! REGISTER EARLY FOR REALTOR® FEST AND SPEND LESS THAN $100

Yes, it is true! GCAAR has reduced the registration pricing for all REALTOR® Fest classes on Monday, July 18 at the

Bethesda North Marriott Hotel and Conference Center. Take advantage of these savings and attend your Association’s premier education conference and trade show. Prices have been rolled back 25-50 percent from last year! For those of you looking to take continuing education (CE) classes, the costs across the board are lower than taking those same classes at one of GCAAR’s locations. NOT LOOKING FOR CE? You can attend a professional development workshop and/or attend the trade show at a 50 percent reduction from last year, or take one of our full-day workshops and save 33 percent off of last year’s price.

Here is a Pricing Guide for this year for EARLY-BIRD pricing: Registration Category

2016 Pricing

Early-Bird Full-Day CE (all three sessions) $ 75 Two Sessions

$ 50

One Session

$ 20

realtorfest.com

Non-CE Sessions $ 10 Full-Day Workshops $ 99 Don’t miss out on the savings for a full day of education and networking. Visit realtorfest.com and register by Wednesday, July 13 to take advantage of this pricing.

TOP TEN REASONS

YOU SHOULD ATTEND REALTOR® FEST 2016

If you’re still on the fence about attending REALTOR® Fest, here are ten reasons why you should be there on July 18:

10 Gourmet lunch (better than anything $10 could otherwise get you).

5 Plenty of free giveaways from our exhibitors.

® ® CAPITAL • May/Jun 2014 2016 CAPITALAREA AREAREALTOR REALTOR • May/June

9 Expert massages at one of our massage stations.

4 Ample free parking.

Opportunity to win great door prizes.

3 Exhibit hall showcasing innovative products and services to help real estate professionals.

7 Support local nonprofits Comfort Cases and Miriam’s Kitchen who will be onsite to receive donations.

2 Top notch professional development classes featuring the 30 Under 30 and Legends panels.

6 Contribute to a worthy cause at the GCAAR Cares Silent Auction.

1 Network with over 500 of your peers.

2016

SCHEDULE OF EVENTS TIME TITLE INSTRUCTORS

7:00 a.m. – 6:30 p.m.

Registration Opens

8:00 a.m. – 9:30 a.m.

Maryland Fair Housing

Lisa Bosse

8:30 a.m. – 11:30 a.m.

Virginia Ethics

Mary Chieppa

9:00 a.m. – 5:30 p.m.

GCAAR Cares Silent Auction

9:00 a.m. – 6:00 p.m.

Generating Buyer & Seller Leads: Capture, Qualify, Convert

Maura Neill

9:00 a.m. – 5:30 p.m.

Negotiating: Powerful or Pushover?

Gee Dunsten

9:30 a.m. – 12:30 p.m.

DC Fair Housing

John Nalls

9:30 a.m. – 12:00 p.m.

Professional Development Workshops

See realtorfest.com for details

10:00 a.m. – 1:00 p.m.

2011-2015 Maryland Legislative Update

P. Joy Siegel

10:30 a.m. – 6:30 p.m.

Trade Show Open

11:00 a.m. – 3:00 p.m.

LUNCH on the Trade Show Floor

1:00 p.m. – 2:30 p.m.

TILA-RESPA Integrated Disclosure (TRID) Rule

Michelle Mathews

1:30 p.m. – 2:30 p.m.

Virginia Mandatory Agency

Mary Chieppa

1:30 p.m. – 3:30 p.m.

Professional Development Workshops

2:00 – 5:00 p.m.

DC Legislative Update

Chris Darby/John Nalls

2:30 – 5:30 p.m.

Maryland Code of Ethics & Predatory Lending

Chad Older/Adam Polsky

2:45 – 5:45 p.m.

Contracts, Settlement Procedures & Disclosures Randy Rothstein

3:00 – 4:00 p.m.

Virginia Mandatory Contract Review

Thom Brockett

3:30 – 5:30 p.m. Professional Development Workshops 4:00 – 9:00 p.m.

New Member Orientation

4:30 – 5:30 p.m. Virginia Legal Update More information to come . . .

Mary Chieppa/Stanley Goldstein Thom Brockett

5:30 – 6:30 p.m. Prize Drawings on the Trade Show Floor 6:00 – 9:00 p.m.

DC Law Prep Course

Mary Chieppa

6:30 – 8:00 p.m. Professional Development Workshops 6:30 – 8:30 p.m.

Virginia Fair Housing

Thom Brockett

6:30 – 9:30 p.m.

Financing Issues/Update

Debbie Benkert/Chris Darby

6:30 – 9:30 p.m.

MREC Agency – Residential

Robert Moses

6:30 – 9:30 p.m.

Short Sales

Jill Pogach Michaels

Visit realtorfest.com for the most up-to-date programming and schedule.

CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® • May/June 2016

Negotiating Workshop

9 a.m. – 5:30 p.m.

Recently, we caught up with Gee Dunsten, a Long & Foster REALTOR® in Maryland and frequent speaker about his “Negotiating: Powerful or Pushover?” workshop at REALTOR® Fest on July 18. GCAAR:

Gee Dunsten Long & Foster Real Estate

A powerful negotiator has both a capability and a positional advantage that benefits the client. A pushover is someone who is more focused on themselves instead of the consumer.

Gee

GCAAR:

Some things people can expect to walk away with are: competitive vs. cooperative negotiating strategies; positions vs. motivations; how to effectively use a behavioral assessment tool disc to improve communication and interaction in conflict management; how to quickly and effectively uncover your clients’ interests; how to make your client a partner in the negotiating processs.

GCAAR:

We are all involved in negotiations. What are some of the common and/ or key things that REALTORS® are doing to undermine an agreement?

Gee

They are talking more and listening less. In addition, they are focusing more on the client’s reason as opposed to their motivation for buying or selling.

GCAAR:

The title of your seminar is “Negotiating: Powerful or Pushover.” What, in your eyes, makes someone powerful and what makes someone a pushover?

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® ® CAPITAL REALTOR • May/Jun 2014 2016 CAPITALAREA AREA REALTOR • May/June

Gee

While not giving too much away about your class at REALTOR® Fest on July 18, what are some key takeaways people can expect from attending your class?

There are many negotiating classes out in the marketplace. What differentiates this class from others?

Gee

This class uses current, real world examples and solutions from some of the top negotiating agents in the country.

GCAAR:

Negotiations are such an integral part of our daily lives. How does one transition from pushover to powerful?

Gee

It starts with making the pie bigger, because negotiations fall apart when people only focus on one aspect of the transaction. The skilled negotiator looks at other areas for possible agreement which gives everyone a chance to win.

GCAAR:

Why should people take your class at REALTOR® Fest on July 18?

Gee

Because one of the top three things consumers are looking for in their agent today is someone who has great negotiating skills, i.e. someone who can be the defender of their client’s equity.

Generating Buyer and Seller Leads Workshop

9 a.m. – 6:00 p.m.

Recently, we caught up with Maura Neill, a RE/MAX REALTOR® in the Atlanta area and speaker for the National Association of REALTORS®’ (NAR), who will be teaching the workshop, “Generating Buyer and Seller Leads: Capture, Qualify, Convert” at REALTOR® Fest on July 18. We asked Maura about the class and her own experiences as a REALTOR® working on lead generation.

GCAAR:

There are so many classes offered on the topic of lead generation; what differentiates your class, “Generating Buyer and Seller Leads: Capture, Qualify, Convert,” from others out there?

Maura:

Many of the lead generation classes I’ve attended are often intended, either blatantly or subversively, to be one big marketing piece for a specific tool or service, created by or offered by vendors who have a lead gen service to sell. Some others are created by just one person using their unique but very probably narrow range of experiences in their own local market. This class was created by NAR and CSRE with the input and help of a number of agents from different markets, all across the country, with different business models, and a range of team sizes, to give the broadest view of lead gen, so that it can truly be a resource for all real estate agents at all skill levels, years of experience in the business, and tech savviness.

GCAAR:

As a seasoned REALTOR®, what one piece of wisdom would you share with rookies and newer agents who are struggling to generate and convert their first lead?

Maura:

It’s really not about generating leads it’s about what you do with them after you have them. Lead incubation and conversion are the keys, when all is said and done. Anyone can generate leads, and leads can come from anywhere. But having the systems in place to nurture those leads and turn them into clients is the most important piece.

GCAAR:

Part of this class talks about analytics and measuring success for your leads. While you would like to achieve a 100% success rate, what is a reasonable conversion rate for REALTORS® to expect as they start and then as they move along in their career?

Maura:

I really think this depends on the number of leads you’re generating and the sources of those leads. For example, for my team, we know that we will get A LOT of leads from Zillow, but only about 20% of them actually become clients, because for us Zillow is about quantity. But with the leads we generate through Yelp, for example, we convert about 90% of those leads into clients, and for us Yelp leads are definitely quality over quantity. The source also dictates, for us, which lead incubation program the lead goes into and how much time and energy we spend on their conversion.

GCAAR:

In your experience, which side has been easier to generate a qualified lead, the buyer side or the seller side? Why do you think this is the case?

Maura:

I think this really depends on what market you’re in and what the market conditions are. For example, right now, in Atlanta, we are definitely in a seller’s market, so buyers know they will have a very difficult time getting into homes without having an agent. Buyers are knocking down doors to hire a REALTOR®.

GCAAR:

From your own experience, which of the three steps do you find to be the

Maura Neill RE/MAX REALTORS®

easiest and the hardest in capturing, qualifying and converting leads?

Maura:

Capturing leads is definitely the easiest - leads are everywhere. Qualifying leads is also fairly simple, if you’re asking the right questions and asking them the right way. Converting can be the most difficult - you need to have systems in place, be willing to play the long game with incubation times, and have the patience to know that some leads will need to be incubated for a year or more...but that patience can really pay off in the end.

GCAAR:

Finally, why should people register and take your class at REALTOR® Fest on July 18?

Maura:

Truly, I think it’s a content-rich course with a lot to offer. Having worked closely with NAR and CSRE during the formulation of the course, from beginning to end, I really appreciate how much content and information is packed into just one day of class time. Everyone will walk away with something they can put into practice to improve their business and sell more homes.

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CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® • May/June 2016

2016 Rebuilding Together® DC volunteers

GCAAR Cares GCAAR Cares Rebuilding Together® Rehabs DC Home Each year, GCAAR sponsors a home that is in need of critical repairs and renovations for low-income homeowners through the non-profit organization, Rebuilding Together®. This year’s Rebuilding Together® project took place on Saturday, April 30 in Washington, DC with 40 volunteer participants! Many thanks to our Community Service Chair Michael Fowler and the entire GCAAR Cares Community Service Committee and staff who coordinate this project every year, making it a memorable occasion for all involved. More importantly, we thank YOU, our volunteers and sponsors, for coming out to support the 2016 Rebuilding Together® project in Washington, DC! Like us on Facebook at facebook.com/ GCAAR2 to see some great pics!

Special thanks to the following: House Captains: Michael Fowler, Captain, Marie Enderle, Co-Captain, Mark Baron, Back-up crew chief Skilled Laborers: Hank May – Carpentry, Otoniel Lario Sosa and Edmi Lario – Electrician/Plumber Food Sponsors: • Weichert REALTORS® • Susann Haskins, GCAAR Past President Long & Foster Bethesda Gateway Office • Express Broker Realty

Skilled laborer Hank May; L-R: Bonnie Tinsley, Cerise Walker, and Doris Collins, Rebuilding Together® DC Director.; Long & Foster’s Chris Jeffries with daughter Amanda; L-R: Weichert sponsors: Tom Henry, Lundu Wright, Kendra Wright, Sharon English, and Todd Jagars.

“Dreams Come True with Fair Housing” Congratulations to Karina Lum Loc from Gaithersburg Middle School, GCAAR’s winner for the Maryland Association of REALTORS®’ (MAR) annual Fair Housing Poster Contest. MAR, along with special guest Ken Holt, Secretary of Department of Housing and Community Development, announced the winners of the annual Fair Housing Poster Contest during a recognition ceremony on April 19 at the Annapolis State House. As part of the contest, students were asked to illustrate the theme: “Dreams Come True with Fair Housing.” The contest allows school children to express their ideas creatively, while fostering the principles of equal opportunity in housing. Karina was not able to attend, so 2016 GCAAR President Peg Mancuso graciously accepted the award on her behalf. MAR will distribute Karina’s poster along with the 12 other winning posters statewide to promote the principles of fair housing.

® ® CAPITAL • May/Jun 2014 2016 CAPITALAREA AREAREALTOR REALTOR • May/June

L-R: GCAAR CEO, Mike Moran; 2016 MAR Poster Winner, Karina Lum Loc. President (and GCAAR Past President), Bonnie Casper; 2016 GCAAR President, Peg Mancuso.

Congratulations Karina!

CAPITAL AREA REALTOR® • May/Jun 2014

GCAAR happenings Fannie Mae Economist Doug Duncan Featured at Women’s Council of REALTORS®’ Event Fannie Mae economist Doug Duncan was the featured speaker at the Greater Capital Area Chapter of the Women’s Council of REALTORS® (GCA WCR) meeting on April 6. Make plans to attend one of GCA WCR’s meetings this year. Meetings are held the third Wednesday in the month from 9:00 – 11:30 a.m. at GCAAR, 15201 Diamondback Drive, Suite 100, Rockville, MD unless otherwise noted. Food Wine & Co. March 23 GCAAR President Peg Mancuso (center) with GCAAR YPN Chair Rob Rothstein (left) and Vice Chair Harrison Beacher (right).

L-R: GCA WCR Officers: Ed Rosenthal, Treasurer; Elois Wiggins, President Elect; Linda Kibunja, VP of Membership; Holly Buchanan, Secretary; Jackie Bennett, President; Doug Duncan, Fannie Mae Economist.

GCAAR YPN Keeps Packing Them In GCAAR’s Young Professional Network (YPN) hosted its first event of the year with a packed house at Food Wine & Co. in Bethesda on March 23, following that up in May with another standing room only event at Chaplin’s in DC on May 9. The May event kicked off the NAR Legislative Meetings week in grand style. Go to gcaarypn.com for info on upcoming events, including their ever popular “Dirty Little Secrets” Top Producers’ Panel in the fall.

Chaplin’s May 9 L-R: Sponsor David Toaff, First Home Mortgage; GCAAR YPN Chair Rob Rothstein; Sponsor David Munson, State Farm; Sponsor Jake Ryon, First Home Mortgage; GCAAR YPN Vice Chair Harrison Beacher.

Food Wine & Co. March 23 L-R: Heather Robinson Dice, Alexis Santos, Elena Subbotina, and Reda Jbara.

Chaplin’s May 9 L-R: GCAAR Board members Frank Snodgrass, Jason Sherman, and Danai Mattison Sky, CEO Mike Moran, Board Secretary Tom Daley, 2016 President Peg Mancuso, 2016 President-Elect Jamie Coley.

CAPITAL AREA REALTOR ® • May/June 2016

association news New Member Orientation At the recent New Member Orientation we asked the following question:

What’s the most important thing you learned in the New Member Orientation class?

Evelyn Avant Exit Bennett Realty

Jenna Delaney Long & Foster Real Estate

“The most important thing I learned was the tremendous amount of training and support provided by and available through GCAAR. Training and support are essential especially for a new REALTOR® if they are to be successful in this very competitive business. Knowledge is the key and GCAAR seems to be an excellent resource. I hope to be able to take advantage of all that GCAAR has to offer this year and beyond.”

“The GCAAR new membership orientation was very informative. I learned so much about the benefits available to me through so many professional associations.”

CELEBRATING 40 YEARS

GCAAR Welcomes New Emeritus Member! The National Association of REALTORS® Emeritus status is given to those REALTORS® who have 40 years of membership in the national organization. GCAAR is proud to congratulate the following member who has reached Emeritus status:

Louis A. Ford CAPITAL AREA REALTOR ® • May/June 2016

GCAAR in the news Real Estate World AFlutter As Obama Looks for His New Home

U.S. News & World Report, May 25, 2016

Obama’s Next Home May Be This Lavish Nine-Bedroom Mansion in Washington Toronto Star May 26, 2016

“If the reports are true, he couldn’t have picked a better neighborhood for his family.” – Peg Mancuso, 2016 GCAAR President Official White House Photo by Pete Souza, 2015

Tax Hike to Raise Closing Costs for Montgomery Homebuyers

Floreen Proposes Rate Increase in Recordation Taxes, GCAAR Opposes (Video)

“Homeownership is one of the best opportunities for people to maintain security and build equity − not a piggy bank for the council to use at whim.” – Peg Mancuso, 2016 GCAAR President

County Council President Proposes Increase in Tax on Home Sales

The Washington Post, May 18, 2016

Real Estate Agents Push Back Against Proposed Increase in Recordation Tax Bethesda Magazine, May 11, 2016

“We do not believe overburdening those who make long- term investments in the county is either just or prudent,” Mancuso said. “There must be a better way, let’s work together.” – Peg Mancuso, 2016 GCAAR President

County Council to Hold Public Hearing on Proposed Recordation Tax Increase Bethesda Magazine, May 9, 2016 – GCAAR mentioned

CAPITAL AREA REALTOR ® • May/June 2016

Montgomery Community Media April 19, 2016 – Ed Krauze interviewed

Bethesda Magazine, April 19, 2016 – GCAAR mentioned

There’s a New DC Record for Housing Prices WTOP Radio, April 12, 2016 – GCAAR March Housing Stats

Meet Your GCAAR Committees – Forms and Public Policy Forms Committee

Public Policy Committee

The mission of the Forms Committee (formerly known as the Contract and Clause Committee) is to review the Association’s current forms and make recommendations or revisions. Forms are opened for review in response to legislative or regulatory requirements, or significant changes to either market conditions or to industry best practices.

Thousands of bills are introduced every year that affect your business. Which to fight and which to support – this committee decides! The committee discusses the impact of proposed legislative and regulatory changes on real estate business and the housing market and recommends support for or against proposed legislative market, and regulatory changes.

Front Row: Kirsten Williams, Chair; Jason Sherman, Vice Chair.

Front Row: L-R: VP & COO Bill Highsmith, 2016 GCAAR President Peg Mancuso, Richard Stoner, Chair; Andres Serafini, Vice Chair.

Second Row: L-R: Bonnie Roberts-Burke, Marty Stanton, Suzanne Feinstein, Chris Darby, Dana Hollish Hill, Pat Weed, Marie Shannon, Thom Brockett, Jody Goren, Sharon Ledbetter, Ellen Katz. Not pictured: David Bediz, Jan Brito, Hank May.

Chair: Kirsten Williams, Vice Chair: Jason Sherman Staff liaison: Katalin Peter

Second Row: L-R: Jacqueline Bennett, Debbie Benkert, Christy Bakaly, Tim Knobloch, Harold Huggins, Elley Kott, Pat Weed, Susann Haskins, Ernest Knight, Philip Raskin, Cammie Reed, Dale Mattison, Amy Klein, Lauren Kline, Mitchell Farrah. Not pictured: Lisa Bosse, Suzanne Feinstein, Scott Goldberg, Thomas Kennedy, Jonathan Lee, Anthony Shore, Marlene Trimble.

Chair: Richard Stoner, Vice Chair: Andres Serafini Staff liaisons: Bill Highsmith, Katalin Peter

We are grateful for your commitment to serve. ® REALTOR • May/Jun2016 2014 ® CAPITALCAPITAL AREAAREA REALTOR • May/June

17 17

5 Ways to Make Your Showings Easy with ShowingTime With all the showings happening this time of year we want to remind you about ShowingTime. You can set up ShowingTime for your listings in Keystone so agents with interested buyers can schedule a showing just by clicking a button in Matrix or Homesnap Pro (mobile app) - and it’s FREE for MRIS customers!

CONFIRMING SHOWINGS JUST GOT EASIER ShowingTime™ makes it easy to manage and schedule showings when you’re on the go or at your desk. It even integrates seamlessly with other showing services such as CSS. Here are just a few examples of what ShowingTime can do for you:

ONE

FIVE

Allows for flexibility in showing types with the following three options: View Instructions Only

The showing agent views the listing instructions immediately without having to contact the listing agent to setup an appointment.

Cuts down on phone tag by making it easy to see the times a home is available for showing and enables requests for showings to happen instantly with electronic communication.

Courtesy Call or Go and Show

TWO

The showing agent schedules an appointment that must be confirmed by the listing agent and/or any of the designated listing contacts.

Makes it easy to schedule multiple showings with the ShowingCart™ Tour function.

THREE

Provides feedback tools such as surveys and reports and allows the agent to request these automatically.

FOUR

The showing agent schedules an appointment that will be immediately confirmed with no action required by the listing agent. Appointment Required

Learn more about ShowingTime and all of the MRIS products included in your subscription at MRIS.com/ShowingTime, including videos, user guides, and more.

It’s Time to Simplify Your Showings!

Offers the ability to receive showing alerts to confirm or decline showing appointments via email, text message, or a ShowingVoice automated textto-voice phone call. To confirm that appointment via text, reply with a ‘Y’ and you’re done!

marketing@mris.net | MRIS.com | MRISblog.com | Facebook.com/MRISonFB

® CAPITAL AREA • May/Jun 2014 2016 CAPITAL AREAREALTOR REALTOR • May/June ®

NAR Director’s Report Tom Daley, 2016 GCAAR Secretary, NAR Director

May Legislative Meeting Highlights

You win some, you lose some. This year we lost the vote to have Maryland’s own JoAnne Poole serve as First Vice President of the National Association of REALTORS® (NAR) and move on to the President’s seat in 2019. John Smaby from Edina, MN will serve as First Vice President in 2017. “We did not win, but we did change the discussion about the future of NAR and the new direction we must take for the Association to continue to flourish.”

Affecting Your Clients 1. Student loan debt policy The new policy would allow student borrowers to refinance their loans and streamline income-based repayment programs, ensuring that mortgage underwriting guidelines related to student loan debt do not impair home ownership. 2. Homebuyer savings accounts NAR supports tax-advantaged programs to allow people to save money for home down payments, and encourages more states to implement these types of plans. 3. Homelessness NAR urges local development of innovative and proactive strategies to aid citizens experiencing homelessness or facing problems paying for housing.

JoAnne Poole, Facebook quote, May 14, 2016

Your Association 1.Core standards Requirements were expanded for local and state associations to maintain REALTOR® association status. GCAAR is a leading local association, with current programs and services far surpassing NAR’s minimum core standard requirements. 2. MLS policy Changes help brokers and multiple listing services (MLS) better protect listing information.

Consumer advertising campaign: NAR is partnering with ABC sitcom “Modern Family” for its latest advertising campaign, which includes the May 4 episode and ads featuring actor Ty Burrell, who portrays REALTOR® Phil Dunphy on the popular show.

NAR Dues

Affecting Your Business

3. Professional standards To improve Code of Ethics enforcement, changes were made to close procedural loopholes, clarify timelines, and specify consequences for failure to comply.

No dues increase for 2017

“What are you? Some kind of real estate agent?” “He is a REALTOR®! There is a difference somehow!” Sophia Vergara as Gloria on the May 4 episode of “Modern Family.” CAPITAL AREA REALTOR • May/June 2016 ®

public policy What GCAAR Did:

Montgomery County

FILED OFFICIAL OPPOSITION:

GCAAR Battles Montgomery County Council Bill to Raise Recordation Taxes After an epic battle with the real estate community, the Montgomery County Council unanimously passed expedited legislation to raise recordation taxes for the purchase and refinancing of property in the County. GCAAR led vehement opposition to the proposal with grassroots mobilization from members and an advocacy campaign to the general public. Our message was clear: don’t add thousands of dollars to closing costs–find a more equitable solution to funding school construction. While our massive advocacy efforts made a significant impact on the media and forced the Council to reexamine its proposal, the Council ultimately passed the recordation tax rate increase. GCAAR was successful in amending the measure to double the current exemption for owner occupied homes (from $50K to $100K) and delaying the effective date to September 1, 2016. GCAAR is now focusing on efforts to sunset the measure by identifying more stable sources of revenue. We will also work with the Council to configure recordation tax rates more equitably. New Recordation Tax Rates Effective September 1, 2016 • The first $500K of the sale price will be taxed at $8.90/$1000 (or .89%). • Any amount over $500K will be taxed at $13.50/$1000 rate (or 1.35%). • For owner-occupied homes, the first $100K will not be taxed. For example, recordation taxes on a $650K owner-occupied home = $5,585 ($8.90 x 500 = $4,450) + ($13.50 x 150 = $2,025) – (Exemption: $8.90 x 100 = $890)

Public Hearing: 100+ members joined GCAAR at the emergency public hearing to stand in firm opposition and solidarity against the Bill. Testimony: GCAAR Leaders testified against the Bill, illustrating policy concerns and the practical effects of forcing buyers and sellers to come to the table with hundreds or even thousands more in costs.

GRASSROOTS ADVOCACY Calls for Action: GCAAR members made hundreds of calls and sent almost 1,000 emails to the Council communicating our position. Held Meetings: Multiple meetings were held with every Councilmember and their staff urging them to oppose the measure and protect homeownership.

ENGAGED THE PUBLIC TV and Online Advertising Plus Phone Calls: With funding help from NAR and MAR, our advertising stressed the consequences of increasing already high recordation taxes. Press Releases: Gained significant coverage from numerous news outlets including The Washington Post, My Montgomery Media, and Bethesda Magazine.

BUILT SUPPORT FROM GREATER REAL ESTATE COMMUNITY: Settlement Attorneys: Worked with the Council to ensure understanding of the ramifications this proposal has on CFPB federal disclosure requirements.

® CAPITAL AREAREALTOR REALTOR • May/June CAPITAL AREA • May/Jun 2014 2016 ®

Coalition Building: Won support of mortgage and title industries and the local and county Chambers of Commerce, which stepped up to advocate against the Bill.

THANK YOU to the THOUSANDS of members who responded in droves to our Calls for Action and voiced their opposition to the tax increase.

public policy District of Columbia Under Construction in DC – Legislation Could Impact You Vacant & Blighted Properties, Construction, and Renovations The DC Government, including the Council, Mayor’s Office, and the Department of Consumer and Regulatory Affairs (DCRA), have been focused on finding positive ways to address blighted and nuisance properties throughout the District. They also have an eye on protecting homeowners from faulty construction projects.

L-R: 2016 DCAR President Angela Jones, DCRA Director Melinda Bolling, DCAR Past President Bonnie Roberts-Burke. Second Row L-R: 2016 DCAR Secretary Chris Suranna, DCRA Legislative Officer Matt Orlins, 2016 DCAR President-Elect Colin Johnson, DCAR Immediate Past President Ed Wood.

Vacant and Blighted Properties

The REALTOR® community fully understands the concerns related to blighted and condemned properties. As we work with DC government to address these issues, it is critical to ensure the rights of owners, whose properties may be well maintained, are protected.

from liability as a result of unknown faulty construction. We will continue working to maintain a strong balance of protecting property rights and homeowners, while nurturing the District’s vibrant neighborhoods.

Here’s what’s being considered:

A few things being considered:

• Increasing the penalties for violation of DC’s construction code or zoning regulations.

• Allowing tax rebates for those who purchase certain vacant properties.

• Requiring proof of identity for an owner of an LLC applying for a building permit.

• Limiting the maximum duration of tax exemptions for vacant properties. (Current regulations allow up to three years in some cases. A new proposal would cap the limit to two years.)

• Denying permits for violations, criminal records, and penalties.

• If a property is classified as vacant or blighted, requiring the owner to contact DCRA to have it changed. • Expanding investigations of all buildings with a water meter that is showing low usage or not running.

• Requiring developers to put up bonds for construction projects into a homeowner protection fund. • Increasing DCRA’s permitting and inspection staff, and increasing access to information for homebuyers and real estate professionals.

• Allowing organizations to file an action to terminate, instruct, or prevent any rental housing accommodation that has operated in a pattern of neglect (i.e. poses a health, safety or security hazard to tenants) for a period of 30 consecutive days.

Affordable Housing Rehab

Faulty Construction

• Allowing a recordation and tax exemption for affordable housing projects that include a non-residential community use.

Another priority is protecting REALTORS® and homeowners

• Creating a mechanism to transform certain vacant, blighted, condemned, and empty properties which have been tied up in the tax sale process into affordable housing.

CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR • May/June 2016 ®

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L-R: 2016 30 Under 30 Winners Jessica Evans, Harrison Beacher, and Brittany Barsky Allison.

Three GCAAR Members

Receive 30 Under 30 Honors 22

® CAPITAL AREA 2014 2016 CAPITAL AREAREALTOR REALTOR• May/Jun • May/June ®

Congratulations on being named to REALTOR® Magazine’s 30 Under 30

Class for 2016! CAPITAL AREA REALTOR® (CAR): What made you decide to throw your hat in the ring?

BRITTANY: Being a young REALTOR® has its challenges. Being able to share this accomplishment amongst our peers and clients proves we are still regarded as some of the best in our industry, regardless of age.

HARRISON: REALTOR® Magazine’s 30 Under 30 class is something I’ve been following for years and had on my vision board as a goal I wanted to accomplish. There is something about the energy of youth and the innovation that this group of REALTORS® has embodied over the years, things I have emulated and that have inspired me to grow my business. Earning this honor does align me and my business with the best out there and future leaders that I am fortunate to call my peers. Locally, I saw examples of past 30 Under 30 winners like Koki Adasi, Bo Menkiti, Brandon Green, and Barak and Danai Mattison Sky, who are all people I’ve gotten to know and respect. This was my last year of eligibility and being purposeful and intentional last year, along with the support of my clients, family and friends allowed me to put together a solid campaign.

JESSICA: This is my fourth year applying, but I can honestly say that my motivation and inspiration for applying this year was very different than previous years. Over the course of the last few years I have developed a much better understanding of the inner workings of the real estate industry, and I felt that if I was recognized, I would be able to leverage this opportunity to expand my positive impact in the REALTOR® community. I have been actively involved in GCAAR’s Young Professional Network (YPN) for several years and believe that YPN is fundamental to the success of REALTORS®, and I knew that if selected I could use this recognition to expand the depth of my YPN involvement on both the local, state, and national levels as well as encourage participation among my peers.

CAR: Real estate is a hot commodity here in DC, and although many people are real estate agents, not everyone chooses to become a REALTOR®. Why do think being a REALTOR® is important?

For GCAAR to have THREE members with this distinction is quite a coup!

BRITTANY: Becoming a REALTOR® means you are held to a higher standard of ethics. When a client chooses to work with a REALTOR®, he or she should feel comfort in knowing they will be protected and provided with sound, ethical advice.

HARRISON: Being a REALTOR® is so crucial in this business because it is a business of relationships, ultimately centered on trust and professionalism when done right. In a competitive market like we have in the DC area, those relationships are even more important and are a crucial part of helping deals get done. When I know the agent on the other side of a deal is a REALTOR®, I am confident that the REALTOR® will abide by our Code of Ethics and there is trust that we will work together to get the deal done. CAPITAL AREA REALTOR • May/June 2016 ®

CAPITAL AREA REALTOR® • May/Jun 2014

JESSICA: Working in an industry such as real estate where public opinion of practitioners is rather low, it’s hard for me to understand why anyone wouldn’t want to demonstrate a commitment to professionalism within their industry. As real estate practitioners we are helping buyers and sellers with what is one of the largest financial decisions of their lives, and with that responsibility to our clients comes a responsibility to be knowledgeable, ethical, and competent. Being a REALTOR® indicates to the public and to others in the industry this commitment.

CAR: On a related note, do you think it’s important to actively participate in your member associations (GCAAR, DCAR, MAR)? If so, why?

BRITTANY: I chose to become involved with GCAAR to not only acquaint me with the REALTOR® community, but also to help keep the reputation of REALTORS® intact.

HARRISON: Local associations are important for agents who hope to grow their business and be connected with other like-minded professionals. Association involvement has opened my eyes to bigger issues surrounding our industry and the impact that our business has on the overall economy of our region. Associations are also a great hub for education and information that help REALTORS® stay at the top of our game and give our clients the best service. The networking and community-service opportunities are what excite me most about our local associations and how they facilitate positive relationships amongst REALTORS®.

JESSICA: In my opinion, involvement in one’s association is a platform and tool that can help to contribute to positive change within the industry. In addition, since this is an industry where relationships matter, whether it’s relationships with clients or with competing agents or brokerages, who you know and who knows you does make a difference! As a younger agent in the real estate industry with an average age double my own, I have found it incredibly beneficial to form professional relationships with both industry veterans and newcomers alike. No one REALTOR® despite their experience can know it all, and we all have areas of strength as well as areas in which someone else’s expertise can be incredibly valuable.

CAR: With many millennials facing financial challenges due to things like student loan debt and lack of affordable housing (in hot markets like DC), what advice would you give to your counterparts looking to purchase their first home?

BRITTANY: I love this question. This is the same advice I give my best friends or family. Set financial goals for yourself and a realistic timeline. Find your ideal home and understand its value, so you can set realistic goals. Meet with a financial planner, make smart investments, and save!

HARRISON: It is never too early to start getting a plan together. The best defense a buyer can have against a seller’s market and seemingly insurmountable odds is to be educated and prepared with a realistic plan to accomplish their goal. There still are options within the city, but buyers have to be open-minded in terms of geographic location and work with a REALTOR® who knows the whole city and can help identify value opportunities for first-time buyers (they still exist if buyers know where to look). Additionally, partnering with the right lender makes a huge difference to help buyers understand all the steps they need to take to get pre-approved.

JESSICA: For most millennial buyers, their first home will not be their forever home. I encourage my prospective buyer clients to focus on what they can afford, and a property that will be an investment tool for building equity - the first one may not be pretty, and it may not be in a hot neighborhood, but making a smart investment now will help them to be able to buy the home that they want in 5+ years.

® CAPITAL AREAREALTOR REALTOR • May/June CAPITAL AREA • May/Jun 2014 2016 ®

I also encourage my prospective buyer clients to really think about their priorities. In the DC market no one, regardless of budget, can find everything they want in a home. How important is it really that the kitchen is updated? Or that the condo has an open floorplan? With these market conditions it’s important to be pragmatic in determining search criteria and consider lifestyle and day-to-day comfort more than what ones’ friends will think when they come over for the housewarming party.

Agent Spotlight MEET SALLY My name is Sally Hamidi and I’m an owner/broker at Citylights Realty Group which is a full-service residential brokerage firm in DC. Last year, I founded Rise and Shine Alliance which is a not-for-profit organization aimed at beautifying various neighborhoods throughout the city. Our group focuses on cleaning up the streets, and beautifying walkways and sidewalks by installing hardscape and landscaping elements which have helped improve the look and aesthetics of several streets in DC. Our goal is to create community pride and involvement by engaging residents to take part in improving the spaces that make up what they identify as “home.”

has been a great way for me to give back to the city that has helped shape my career “ This and it has been truly a rewarding and satisfying experience to make these improvements. ” You can see more about our work at: www.riseandshinedc.org

Sally Hamidi, Citylights Realty • Rise and Shine Alliance – Beautifying Neighborhoods in DC

HAVE A STORY YOU WOULD LIKE TO SHARE? Send it to: communications@gcaar.com.

Mark Your Calendars! July 18

REALTOR® Fest Location: Bethesda North Marriott

August 4

Military Relocation Professional (MRP) Class

Location: GCAAR Rockville

August 24

Night with the Nats Washington Nationals vs. Baltimore Orioles

Location: Nats Park

October 1

2017 Dues Billing Cycle Begins

October 17

Pricing Strategy Advisor Class

Location: GCAAR Rockville

November 6

3rd Annual GCAAR Cares Blood Drive

Location: GCAAR Rockville

November 11

Tax Strategies Live Class

Location: GCAAR Rockville

November 30

Deadline to Pay 2017 Dues

December 1

$25 Late Fee Imposed on Unpaid 2017 Dues

December 7

GCAAR Board Installation

Location: Columbia Country Club

December 14

GCAAR Legislative Breakfast

Location: GCAAR Rockville

December 21-22

Seller Representative Specialist (SRS) Class

Location: GCAAR Rockville

December 31

Suspension of Members Who Have Not Paid 2017 Dues

December 31

Deadline to Complete NAR Quadrennial Ethics Requirement

coming up 25 25

® CAPITAL AREA REALTOR • May/Jun CAPITAL AREA REALTOR • May/June 20162014 ®

® CAPITAL AREA • May/Jun 2014 2016 CAPITAL AREAREALTOR REALTOR • May/June ®

Realtor Party ®

Thank You RPAC Investors Platinum “R”

Scott Reiter

Colin Johnson

Dale Ross

Allen Reiver

Amy Klein

GCAAR

Andrew Riguzzi

Sam Lin

Bonnie Roberts-Burke

Tony Mancuso

Golden “R”

Randy Rothstein

Donna Mank

Bonnie Casper

Dianah Shaw

Mary McGuire

Ed Krauze

Jason Sherman

Vittorio Muzzatti

Carole Maclure

Ellie Shorb

Gerry Occhiuzzo

Crystal “R”

Danai Mattison Sky

John Peters

Frank Snodgrass

Hildy Pollard

Jeffrey Tanck

CJ Rader

Christopher Suranna

Patrick Weed

Philip Raskin

Holly Worthington

Edward Wood

Matt Rogers

Sterling “R” Koki Adasi

Capital Club ($250-$999)

David Cox

Mansour Abu-Rahmeh

Marty Stanton

Robert Crawford

Christy Bakaly

Karen Szala

Catherine Czuba

Wendy Banner

Leslie White

Thomas Daley

Fred Bates

Kirsten Williams

Jessica Evans

Jacqueline Bennett

Daniel Galloway

Elizabeth Blakeslee

Brandon Green

Kevin Breckenridge

William H. Highsmith, Jr.

Jan Brito

Harold Huggins

Thom Brockett

Elizabeth Hughes

Margaret Bryant

Angela Jones

Nathan Carnes

Tim Knobloch

Lori Connor

Alana Lasover

Judy Cranford

Justin Levitch

Joe Detrick

Kymber Lovett-Menkiti

Edward Downs

Michael McGreevy

Rajani Elek

Bo Menkiti

Mitchell Farrah

Michael Moran

Michael Fowler

Shelly Murray

Scott Goldberg

Frank Pietranton

Gwen Henderson

Jamie Coley Peg Mancuso

Rob Rothstein Marie Shannon P. Joy Siegel

*As of June 9, 2016

Thank you to the many members who already support RPAC!

RPAC is your ‘political E&O insurance’ Join with thousands of your fellow REALTORS® by making your investment today! You can invest online at gcaar.com or send your check made payable to RPAC to our offices at: 15201 Diamondback Drive, Suite 100, Rockville, MD 20850

CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR • May/June 2016 ®

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housing statistics MONTGOMERY COUNTY & DC Montgomery County Sales Market The April combined (single-family and condo/coop) sales market is off to a stunning start compared to April of 2015. For all types of properties, the total sold dollar volume was almost $581.5 million – a jump of over 11% from a year ago. On the unit sales side, there were 1,103 properties sold, up 8.6% from a year before. The average sold price this April was $527,180 – rising 2.6% from a year before. The median sold price of $415,000 rose 2.4%. Also, properties turned over faster than a year ago. Average days on the market totaled 53, down 5% from April 2015. And, the median 15 days on the market was down about 17%.

Single-Family Homes The spring single-family unit sales market

in Montgomery County has started off well. Through April, yearto-date single-family settlements (2,507) were 8.4% over those for 2015; and, year-to-date contracts (3,540) were up 5.5%. Furthermore, the April monthly results were almost as impressive. April settlements (848) rose over 8.3% compared to a year before, and new contracts for the month (1,242) jumped almost 4%. While some of the year-to-date figures were likely under contract at the end of March, last month saw a robust market moving into spring.

down 2.4% from 2015. We continue to hope for more appreciation, but 2014 seems to have been the peak year of recent times, with prices gradually slipping from those levels. The positive news is that unit sales volume still seems to be making up for the difference. Montgomery County Condo/Coop Prices: 2007 - 4/2016 $335,000 $315,000 $295,000 $275,000 $255,000 $235,000 $215,000 $195,000 $175,000

2007

2008

2009

2010

2011

Average

2012

2013

2014

2015 Apr-16

Median

Condominiums and Cooperatives The condominium and

The major negative development was that inventory has declined from a year ago. At the end of April, 2,245 active property listings were down over 8% from the same period in 2015. For the month of April, there were 1,745 new listings, the same number as a year before. Inventory ranged between 2,500 and 2,700 from last April through August, peaking at over 2,800 in September 2015. Nevertheless, this year, at the April contracts pace, there was only a 1.8-months supply of active listings. The great supply shortage continues. Although the unit sales pace for 2016 is up, prices continue to slip from those in 2015. In 2015, the average sales price was $569,364 and the median was $450,995. Through April, the single-family average and median prices were $558,743 and $440,000, respectively. The average was down by almost 1.9% and the median was

® CAPITAL AREAREALTOR REALTOR • May/June CAPITAL AREA • May/Jun 2014 2016 ®

cooperative market is performing at least as well as the single-family market. It is up both in sales units and prices. Through April, year-to-date settlements (832) were up almost 8% from the same period in 2015. Furthermore, year-to-date contracts (1,064) rose 9.2% from a year before. April monthly performance was the best of all. Settlements (268) jumped 14% from a year before; and, monthly contracts (349) jumped by over 14% from April 2015. Condo/coop inventory performance has been better than the single-family market. Total actives (673) were down just under 1% from the level of a year ago. On the other hand, for the month of April, new listings (447) were up 12% above the levels of April 2015. However, all through 2015, the supply had trouble breaking the 2.5-month barrier, and this problem continues. The April supply rate was only 1.9 months, still way below historical averages. Nevertheless, sales of higher-end properties continue to help keepup average prices. In 2015, the yearly average price was $275,456, and was up 3.4% from that of 2014. The median price of $221,900 was down about one-half of a percent. However, through this April, the average price of $277,868 increased by only 0.9%; but, the median of $225,000 rose by 1.4% from the 2015 figure.

by Fred Flick, PhD, Consultant/Housing Economist

date settlements (1,205) rose by 3.8% and contracts (1,567) jumped 7.7% from April 2015. Furthermore, on a monthly basis, April new settlements (380) bounced by 12.8%. Similarly, new monthly contracts (526) grew by 6.5% compared to the April 2015 contracts.

It seems the more mid-priced units are appreciating at a faster rate, suggesting buyers are shifting to lower-priced properties. Montgomery County Condo/Coop Prices: 2007 - 4/2016 $335,000 $315,000 $295,000 $275,000 $255,000 $235,000 $215,000 $195,000 $175,000

2007

2008

2009

2010

2011

Average

2012

2013

2014

2015 Apr-16

Median

Washington, DC Sales Market The District of Columbia’s April market (single-family and condo/ coops) continues to show almost double-digit growth so far in 2016. Total closed sales came in at 771 units and they rose 8.4% compared to a year before. Moreover, the April sold dollar volume of over $487.2 million jumped 9.8%. The April average sold price of $631,945 was up 1.2%. But, the monthly median sold price of $525,000 was unchanged from a year before. However, properties turned over more slowly in April. The average 40 days on the market was up 14% from last April. The median figure was only 10 days, but was up 25%.

Single-Family Homes The Washington, DC single-family market,

through April, has been doing well in unit sales and prices. Year-to-

Furthermore, single-family inventory also has been doing better than last year. Through April, total active listings were at 620 homes, up 2.5% (605) from last April. By the end of 2015, the active listing inventory totaled about 550 properties— up over 6% from December 2014; so there has been an upward trend in the inventory. Similarly, the recent April monthly figures show 613 new listings – up 2.3% from last April. In 2015, the total actives rose from about 570 in June to 760 in October, with a steep drop after that to fewer than 560 homes. This year’s April figures are higher than last year, so there may be a better listings inventory for the summer market. However, for April there was only about a 1.2-months’ supply and that was the pace for most of 2015. Although the supply continues to be tight, single-family prices appear to have peaked in 2015 and are gradually coming down. In 2015, the average price of $785,682 rose a respectable 4.7%; and, the $661,750 median levered-up 6.7% from the 2014 figure. However, through this April, the single-family average and median prices were $747,444 and $637,500, respectively. These are down almost 4.9% and 3.7% from last year. Possibly lack of properties buyers want has contributed to low sales prices, but the market probably has run out of deeper-pocket buyers.

Condominiums and Cooperatives The District of Columbia con-

dominium and cooperative market continues to show a positive unit sales trend, but declining prices. In 2015, settlements were up 3.4% and contracts rose 5.8% from 2014. Through April yearto-date, 1,178 settlements rose 7.2% above the pace for the same period in 2015. Similarly, year-to-date contracts (1,495) were 6.5% above the level for April 2015. The monthly figures were also in the same increase range. April monthly settlements (397) rose almost 6% above April 2015; and, monthly contracts (481) increased 6.4% from April 2015. CAPITALREALTOR AREA REALTOR • May/Jun2016 2014 CAPITAL AREA • May/June ®

housing statistics MONTGOMERY COUNTY & DC

District of Columbia Single-Family Prices: 2007 - 4/2016 $900,000 $800,000 $700,000 $600,000 $500,000 $400,000 $300,000

2007 2008 2009 2010 2011 2012 2013 2014 2015 Apr-16 Average

Median

The inventory supply seems to be doing better this year as well. Total active listings were up significantly from the year before. Through April, the 700 total actives were 10.8% above those of a year before. However, for the month of April there were only 598 new listings – down 2.4% from a year ago. Although listings were up, at the end of April there was only a 1.5-months supply of properties. This is up just a bit from last year at this time. The inventory drought continues. While the supply of listings has been incredibly tight, we are continuing to see downward pressure on DC condo/coop prices. The condo/coop market finished 2015 with an average price of $490,976 and it rose 2.3% over 2014. Middle-market unit prices worked out to $435,000 -- this figure was up 4.8% from all of 2014. However, through April of this year, the average priced condominium and coop unit sold for $480,296 and that is down almost 2.2% from the 2015 levels. There is only a marginally better story for the middle-market. Median prices through April slipped almost 1.2% from the 2015 figure. This trend could establish 2015 as the peak price year for DC condo/coops.

National Resale Market The national market showed solid performance throughout the year, up about 6.3% from 2014.

® CAPITAL • May/Jun 2014 2016 CAPITALAREA AREAREALTOR REALTOR • May/June ®

Through this March, total existing home sales (single-family and condominiums and cooperatives) came in at 5.33 million units at a seasonally adjusted and annualized rate (SAAR). These figures were up 5.1% from the February rate, but only 1.5% from the March 2015 rate. On an annual basis, the median resales price for 2015 was $222,400 (up 6.8% from 2014) and the average was $266,400 (up 4.3%). This March, the median price was $222,700 and the mean was $265,200. Compared to March 2015, the median increased 5.7% and the average rose almost 3.5%. We are still seeing a positive trend in national housing prices. As noted with the local markets, the national market is still wrangling with inventory shortages. There has been almost no improvement in the months’ supply figures. At the end of March there was a 4.5-months’ supply of all homes. For single-family types it was 4.4 months, for condo/coops 5-months. At the end of March 2015, the national resale inventory was 1.982 million properties; a year before it was 2.013 million, so we are still down about 1.5%. It is still early in the year and more properties will come on the market in the near future. However, the low, or negative, equity hangover from the Great Recession is still with us.

Economic Growth and Jobs The Bureau of Economic Analysis’

final estimate for the 2015 fourth quarter real GDP (economic growth rate minus the inflation rate) showed that it increased at an annual rate of only 1.4 percent. The final year-over-year growth was 2.4%-- that is, 2015 real GDP increased 2.4% from the value for 2014. Furthermore, the advance (first) estimate for growth in the first quarter of 2016 was extremely disappointing -- just onehalf of a percent (0.5%). We are growing, but still at a historically slow rate eight years out from the recession. Some economists have

District of Columbia Condo/Coop Prices: 2007 - 4/2016 $525,000 $500,000 $475,000 $450,000 $425,000 $400,000 $375,000 $350,000 $325,000 $300,000

2007 2008 2009 2010 2011 2012 2013 2014 2015 Apr-16 Average Median

forecast that there is a better than 50-50 chance that we will have another recession in the next three years. Concern continues over the growth rates in China and Europe and the possibility of an international recession, or even another recession in the U.S. Most economists and business execs such as Warren Buffett still think our economy is strong enough to continue positive growth even with trouble in China and Europe. Our product and service sales to China are only about 5% of our GDP, and China and Europe are taking measures to stimulate their economies. Most recently, the European Central Bank has implemented a negative rates policy on bank reserves, and it is buying European corporate bonds, as well as country bonds, from member banks. However, there was not such good news in April on the job numbers. April total nonfarm payroll employment increased by 160,000 jobs. However, analysts were looking for a number around 200,000, which had been roughly the monthly average over the past few years. Also, the household survey for the unemployment rate came in at 5%, as in March, but the number unemployed was 7.9 million, about the same as in March. Nevertheless, the unemployment rate and number of jobs measures are better than when the economy was at its peak before the Great Recession. However, there are more people out there in the labor market and many are taking jobs that pay less that what they had before. Figures now show that about 14 million people are looking for a job or stuck in part-time work and they want full-time. Some worrisome problems are that many who lost their jobs will never get back into a similar paying job and that new entrants to the labor market (like college grads) will be stuck in low paying jobs for decades. This will affect their consumer and housing spending. Already, there has been a higher than average savings rate. From 1990 to 2005 it dropped from 7.8% to 2.6%, but now it is at 5.1%. Some analysts suggest this is due to a new wave of saving by younger people and middle-aged families who fear debt burdens and losing their jobs. In our consumer-driven economy, this portends slow growth for the future. From 1999 to 2007, household borrowing (mainly mortgages) increased at about 10% annually. In 2015, the $14 trillion in household debt was the same as in 2007! The recession caused defaults and repayments.

Monetary Policy, Interest Rates and Inflation It is most likely that the Fed’s Open Market Committee will not raise rates at the June

meeting. Analysts had been predicting that the Fed would raise rates once a quarter, adding about 1% to the current 25-50 basis point rate range by the end of the year. However, the most recent jobs number for March was not as high as we would have liked and recent retail spending numbers were weak. For the month of March, overall consumer price inflation (CPI) rose only at a 0.9% rate – that is less than 1% compared to March 2015. Again, the figures were primarily due to declines in energy costs. But, when food and energy prices were subtracted out, the residual “core” consumer inflation still was 2.2%, which has been a consistent measure over the past six months. However, looking at the Fed’s preferred inflation measure, in March, the personal consumption expenditures (PCE) index (used to deflate nominal personal income and expenditures in the GDP accounts) saw a “core” increase of about 1.6%; and, the overall increase for all commodities based on actual market prices was only 0.7%. Based on both of these measures, we are not really pushing on the Fed 2% inflation target. The low inflation rates have helped keep mortgage rates low. The early May mortgage rate data are showing rates significantly below 4% for long-term financing. The most recent Freddie Mac survey rates are: 30-year fixed conforming mortgage rate at 3.57%; the 15-year fixed averaged 2.81%; and, the 5/1-year ARM came in at 2.78%. These rates are several basis points below rates earlier in the year; and are a great bargain. We are also seeing negative interest rates occurring in countries like Germany and Japan. In Denmark, some mortgage borrowers have actually received cash payments from their lenders because of the negative rates! The European Central Bank’s implementation of QE3 types of policies is keeping long-term debt rates low.

The Bottom Line Through the spring of 2016, Montgomery

County and the District of Columbia unit sales were up solidly for both single-family and condo/coop properties. However, prices slipped in the Montgomery County and DC single-family markets. As far as condos and coops, prices were up slightly in Montgomery County, but have slipped in the District. Lack of inventory still remains a problem for all local markets, as well as nationwide. Most experts attribute this to negative equity problems, debt burdens of first-time buyers, and lack of affordable developable land. Some feel that millennials are holding back on debt and looking for rentals or more affordable new housing. At this point, forecasters still expect the overall U.S. economy to grow between 2% to 2.4% this year, although some are suggesting a figure as low as 1.5%. Since there is little inflation pressure, interest rates will rise at a very slow rate in 2016, possibly no Fed funds changes until the fall. The possibility of a global recession in the next year or so continues to torment the minds of policy makers.

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CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR • May/June 2016 ®

legal hotline By Chris Darby, Tom Muldoon, and John Nalls of Counselors Title, LLC, and Pardo & Drazin, LLC, General Counsel

Exclusions Disclosure and Addendum (GCAAR Form 911) is used specifically for the parties to identify whether and which appliances convey and which will be removed.

QUESTION: Is my landlord client required to accept applicants who intend to use rental vouchers in the District of Columbia? ANSWER: Yes. Since a potential tenant’s source of income is a protected class under the DC Human Rights Act of 1977 (DC Code, Section 1-2515), a landlord must consider applicants who are proceeding under the Federal Voucher program (formerly known as Section 8) along with all other applicants. It would be illegal for the landlord to use the applicant’s source of income as a consideration in whether to rent the dwelling and it is imperative that the landlord treat all applicants, regardless of their source of income, consistently.

QUESTION: I have a listing for a short sale and the intermediary for the short sale lender has asked my brokerage to reduce the commission that the Seller previously agreed to pay. Can they legally do this? ANSWER: While it is not technically illegal for the short sale lender to request this, such a request would violate Fannie Mae’s short sale commission policy and could expose the lender to sanctions if the loan is owned or guaranteed by Fannie Mae (which most are). On February 24, 2009, Fannie Mae sent Announcement 09-03 to its servicers instructing them not to negotiate commissions on short sales below the amount negotiated by the listing agent, unless the commission exceeds 6 percent. In response to concerns raised by the real estate community that some servicers of Fannie Mae loans are unaware of this policy or believe it is not binding, Fannie Mae has established a process for NAR members when short sale commission issues arise: Step One: Determine whether the loan is owned or guaranteed by Fannie Mae on their website (www.fanniemae.com/loanlookup) or call 1-800-7FANNIE. Step Two: If the servicer is unaware of or disagrees with the policy, provide a copy of Announcement 09-03. (https://www.efanniemae. com/sf/guides/ssg/annltrs/pdf/2009/0903.pdf) Step Three: Contact Fannie Mae at Resource_center@FannieMae.com or at 1-800-7FANNIE.

QUESTION: Does a seller have to convey a refrigerator in selling their home? Is it mandatory? ANSWER: Refrigerators and other major appliances are generally considered fixtures and would convey with the property unless the parties specifically excluded their conveyance in the contact. The Inclusions/

® CAPITAL • May/Jun 2014 2016 CAPITALAREA AREAREALTOR REALTOR • May/June ®

QUESTION: The Leasing Listing Agreement (GCAAR Form 1202) states that for DC property the “Owner will provide a copy of their Rental Accommodation Registration/Exemption Certificate.” Is this required? ANSWER: In order to rent property in the District of Columbia, first, you have to have a Basic Business License (BBL), the license application is available at http://dcra.dc.gov. Second, the rental unit will need to pass inspection by the Consumer and Regulatory Affairs’ Inspection Division. A sample checklist of requirements for rental units can be found at http://dcra.dc.gov. Lastly, you will need to obtain a Certificate of Occupancy for the rental unit and register the rental unit with the Department of Housing and Community Development’s Rental Accomodation Division. Information regarding the registration can be found at http://dhcd.dc.gov.

QUESTION: I may be getting a listing where the seller is a trustee. What documents do I need to get from him/her? I understand I do not have to get the court’s approval to list and sell that property. Is that correct? ANSWER: If the property is owned by the Trust, you would need a copy of the Trust document to see who is authorized to act on the Trust’s behalf as Trustee. I would request a copy of the Trust to verify that information and ensure you are dealing with the correct person. I presume the question regarding court’s approval is due to the fact someone has passed away. If the property is held by the Trust, the Estate of the decedent would not come into play and court approval would not be needed.

QUESTION: There was a survey pulled on the property in preparation for Settlement, March 18, 2016. The survey shows a fence belonging to the property sitting a couple of feet “outside” the property line. Can you please explain to me how this will effect settlement? ANSWER: Since we are not involved in the transaction we would not be

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www.ctitle.net able to speak to how this may effect settlement. I believe it is best that you discuss with the settlement company handling the settlement and issuing the title insurance. In addition, you would want to make sure your client is aware of the situation so they can make an informed decision, if one is necessary. And if there are any legal implications, please suggest they consult an attorney.

QUESTION: I have a case where I showed a buyer one of my listings. They indicated that that they were not represented by an agent and then wrote an offer with someone else as a buyer’s agent. Do I have a case for procuring cause? ANSWER: Procuring cause is legally defined as the proximate cause or an uninterrupted chain of events leading to a specific outcome. The fact that the buyers either were represented at the time or obtained representation after having seen the property is really more a product of agency than determinative of procuring cause, but goes to show an interruption in the chain leading to closing. Quite candidly, this interruption is early in the process as the indication of a cooperating agent being involved did come about at the time the offer was submitted (i.e. before ratification, expiration of any contingencies and closing) and breaks the chain. For additional information on procuring cause, go to gcaar.com and search “Procuring Cause.”

QUESTION: I just had a question on GCAAR addendum of clauses form 1332A. Parties agreed to the general inspection contingency. Radon clause

was not initialed. The buyer wants to do a radon test as part of the overall general inspection contingency. Do they have the right to do a radon test? That particular contingency is so general in scope and it doesn’t address any environmental testing for anything. But then again it doesn’t say the buyer can’t do any particular environmental test such as a radon test. Please advise of your opinion. The contingency is in force so this is a time sensitive issue we need to address fairly quickly. ANSWER: The buyer has the right to the inspection and the general inspection leaves it to the buyer to do pretty much whatever they want as an inspection or inspections. The problems with conducting a radon inspection in connection with this contingency are: 1. There is no express right to retrieve the canisters; 2. There is no express consent of seller to comply with “closed house” conditions; and 3. There is no framework for dealing with test results over the EPA standard. As such, GCAAR has a separate and specific contingency for use when conducting radon testing. Disclaimer: The answers provided here are the opinions of the authors, are for informational purposes, and are only for GCAAR members. Neither Counselors Title, LLC, nor Pardo & Drazin, LLC is providing legal advice, but rather providing a general statement of law. No lawyer/client relationship is – or will be – established as a result of this material. Readers are encouraged to retain their own counsel for their specific questions. Answers may have been edited for formatting purposes.

33 33

® CAPITAL AREA REALTOR • May/Jun CAPITAL AREA REALTOR • May/June 20162014 ®

2016 EDUCATION SCHEDULE

july

june

july

June 27, 2016

July 6, 2016

July 13, 2016

Presenting Multiple Offers CEU: 3 hours MD and DC (elective) Instructor: Thom Brockett Time: 9:30 a.m. – 12:30 p.m.

Solving Seller Issues CEU: 3 hours MD and DC (elective) Instructor: Colleen Smyth Time: 1:30 – 4:30 p.m.

Selling Houses Using Lease Options CEU: 3 hours MD and DC (elective) Instructor: Ronald Baras Time: 1:00 – 4:00 p.m.

July 7, 2016 June 27, 2016 Working with Buyers CEU: 3 hours MD, DC and VA (elective) Instructor: Thom Brockett Time: 1:30 – 4:30 p.m. * NAR Building/3rd Floor

June 28, 2016 New Member Orientation CEU: No CE Instructor: Mary Chieppa Time: 4:00 – 9:00 p.m.

June 28, 2016 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Mary Chieppa Time: 6:00 – 9:00 p.m.

June 29, 2016 How to Keep Your Clients (and You) Out of Court CEU: 3 hours MD and DC (elective) Instructor: Gary Hardy Time: 9:30 a.m. – 12:30 p.m.

June 29, 2016 Understanding Credit Reports, Scoring Models and How to Improve Credit CEU; 3 hours MD, DC and VA (elective) Instructor: Chanin Wisler Time: 1:30 – 4:30 p.m.

June 30, 2016 Answering How’s the Market CEU: 2 hours MD, DC and VA (elective) Instructor: Corey Hart Time: 1:30 – 3:30 p.m.

34 34

® CAPITAL • May/Jun 2014 2016 CAPITALAREA AREAREALTOR REALTOR • May/June ®

Non-Conforming Financing CEU: 3 hours MD, DC and VA (elective) Instructor: Tom Biegler Time: 9:30 a.m. – 12:30 p.m.

July 14, 2016 Mortgage Basics CEU: 3 hours MD, DC and VA (elective) Instructor: Debbie Benkert Time: 1:30 – 4:30 p.m.

GCAAR

July 7, 2016 The Ins and Outs of Contracts CEU: 1.5 hours MD and DC (elective) Instructor: Randy Rothstein Time: 1:30 – 3:00 p.m.

July 8, 2016 Short Sales CEU: 3 hours MD and DC (elective) Instructor: Adam Polsky and Chad Older Time: 9:30 a.m. – 12:30 p.m.

July 8, 2016 Working with Investors CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Chad Older Time: 1:30 – 3:00 p.m.

July 15, 2016 GCAAR @ NVAR: MREC Agency - Residential CEU: 3 hours MD (required) and DC (elective) Instructor: John Nalls Time: 9:30 a.m. – 12:30 p.m. * NVAR - Fairfax

July 18, 2016 REALTOR®Fest CEU: MD, DC and VA (required and elective) Time: 8:00 a.m. – 9:30 p.m. * Bethesda North Marriott Hotel & Conference Center

July 18, 2016 July 11, 2016 Environmental Hazards in Real Estate CEU: 3 hours MD (elective) Instructor: Dan Deist Time: 9:30 a.m. – 12:30 p.m.

New Member Orientation CEU: No CE Instructor: Mary Chieppa and Stanley Goldstein Time: 4:00 – 9:00 p.m. * Bethesda North Marriott Hotel & Conference Center

July 11, 2016 203K CEU: 3 hours MD, DC and VA (elective) Instructor: Cedric Johnson Time: 10:00 a.m. – 1:00 p.m. *NAR Building/3rd Floor

July 21, 2016 VA Financing CEU: 3 hours MD and DC (elective) Instructor: Derek Harman Time: 9:30 a.m. – 12:30 p.m.

July 21, 2016 July 11, 2016 Preparing Your Client for the Home Inspection CEU: 1.5 hours MD (elective) Instructor: Dan Deist Time: 1:30 – 3:00 p.m.

Credit Score and Its Effect on Your Clients CEU: 2 hours MD and DC (elective) Instructor: Derek Harman Time: 1:30 – 3:30 p.m.

2016 EDUCATION SCHEDULE

july

august

July 22, 2016

July 25, 2016

August 4, 2016

New Member Orientation CEU: No CE Instructor: Dana Hollish Hill Time: 10:30 a.m. – 4:00 p.m.

FHA Financing CEU: 3 hours MD, DC and VA (elective) Instructor: Debbie Benkert Time: 2:00 – 5:00 p.m. * NAR Building/3rd Floor

Military Relocation Professional (MRP) CEU: No CE Instructor: Mary Chieppa Time: 9:00 a.m. – 5:00 p.m.

July 22, 2016 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Lisa Bosse Time: 1:00 – 4:00 p.m.

CARES

August 18, 2016 July 27, 2016 DC Fair Housing CEU: 3 hours DC (required) Instructor: Ned Rich Time: 9:30 a.m. – 12:30 p.m.

DC Legislative Update CEU: 3 hours DC (required) Instructor: Mary Chieppa Time: 9:30 a.m. – 12:30 p.m.

August 18, 2016 July 25, 2016

July 27, 2016

MREC Required Supervision CEU: 3 hours MD (required for Brokers) and DC (elective) Instructor: Al Monshower Time: 9:30 a.m. – 12:30 p.m.

DC Legislative Update CEU: 3 hours DC (required) Instructor: Jacqueline Talpa Time: 1:30 – 4:30 p.m.

When Price Meets Preparation CEU: 2 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 1:30 – 3:30 p.m.

July 27, 2016

August 24, 2016

Maryland Fair Housing CEU: 1.5 hours MD (required) and DC (elective) Instructor: Jacqueline Talpa Time: 5:00 – 6:30 p.m.

GCAAR @ NVAR: 2011-2015 Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Maria Deligiorgis Time: 9:30 a.m. – 12:30 p.m. * NVAR - Fairfax

July 25, 2016 GCAAR @ NVAR: Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Harry Yazbek Time: 9:30 a.m. – 12:30 p.m. * NVAR - Fairfax

July 25, 2016 Title Insurance CEU: 3 hours MD, DC and VA (elective) Instructor: Amy Klein Time: 10:00 a.m. – 1:00 p.m. * NAR Building/3rd Floor

July 25, 2016 MREC Agency - Residential CEU: 3 hours MD (required) and DC (elective) Instructor: Al Monshower Time: 1:30 – 4:30 p.m.

July 28, 2016 2010-2014 Maryland Legislative Update CEU: 3 hours MD (required) Instructor: Chuck Kasky Time: 9:30 a.m. – 12:30 p.m.

July 28, 2016 Financing Issues/Update CEU: 3 hours DC (required) and MD and VA (elective) Instructor: Alex Peters Time: 1:30 – 4:30 p.m.

July 29, 2016 Foreclosures CEU: 3 hours MD and DC (elective) Instructor: Lee Morris Time: 9:30 a.m. – 12:30 p.m.

July 25, 2016 GCAAR @ NVAR: Transaction Red Flags CEU: 1.5 hours MD and DC (elective) Instructor: Harry Yazbek Time: 1:30 – 3:00 p.m. * NVAR – Fairfax

July 29, 2016 Lease Contract Options CEU: 1.5 hours MD (elective) Instructor: Brian Gormley Time: 1:30 – 3:00 p.m.

August 24, 2016 Maryland Legal and Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Al Monshower Time: 9:30 a.m. – 12:30 p.m.

August 24, 2016 Material vs. Confidential Facts CEU: 1.5 hours MD (elective) Instructor: Al Monshower Time: 1:30 – 3:00 p.m.

August 24, 2016 Maryland Fair Housing CEU: 1.5 hours MD (required) and DC (elective) Instructor: Al Monshower Time: 3:30 – 5:00 p.m. NOTE: All classes are held at GCAAR’s Rockville office unless otherwise noted.

35 35

CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR • May/June 2016 ®

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We are eager for you to join or launch a branch in your market! 36

CAPITAL AREA REALTOR® • May/Jun 2014

800.333.3004 www.joinembrace.com Embrace Home Loans, Inc. NMLS ID # 2184 (www.nmlsconsumeraccess.org) is licensed in MD.

COACHES’ CORNER YOU SPOKE AND WE LISTENED! NEW to Capital Area REALTOR® – the Coaches’ Corner. Each issue we’ll ask top real estate coaches the same question and you’ll get to read their answers. Let’s meet the coaches: CANDY MILES-CROCKER “The Real-Life REALTOR®,

JULIE YOUNGBLOOD Julie was born and

coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience. Candy’s unique training methods have shown agents what it takes to be successful! Inman News selected Candy as one of the Top 25 Real Estate Coaches in 2016. Learn more at www.RLRETraining.com.

raised in Southern Nevada and comes from a family that has been in the real estate industry for over 35 years. At an early age, Julie knew real estate was her passion. She has been engaged with her local association through various committees including, Community Outreach, Grievance, Professional Standards, YPN, Finance, Faculty, has served on the Board of Directors, and is a Trustee for the Nevada Association of REALTORS®’ Leadership Program.

Q: What are the first three things new agents should consider doing?

CANDY Let me start with this…your pre-licensing class was

1. Have patience. Good real estate agents make the job look easy. Reality television makes the job look easy. But the truth is this: success in real estate does not come overnight. Not to discourage you, but it takes years for you to learn the business, get clients and build a thriving real estate business. Understand from the very beginning that it may take you four to six months before you get your first client or have your first settlement. This is completely normal. Keep doing your prospecting activities consistently and trust that they will pay off. 2. Don’t be a secret agent. Becoming a successful real estate agent is about the numbers. The more people you contact, the greater the opportunity you will have to get business. As a new agent you have the luxury of time, so you need to use that time wisely. The best way to communicate with people about your new career is to call them. I know you may think “your people” don’t like to talk on the phone, but I challenge you to give it a try. Once you have them on the phone ask for a referral. When you get off the call, follow up with a handwritten note. Work your way through your entire list. Use social media to your advantage to let your friends and connections know you are a real estate agent. Now is not the time to be shy. 3. Treat your business like a business. Being a real estate agent is more than looking at houses and talking to people. It is a job. It’s a fun job, but a job just the same. Too many agents begin the business treating it like it’s a hobby. You probably became a real estate agent because you liked the idea of setting your own hours and having control over how much money you could make. What you may not have understood is that being a real estate agent means running your own business. You are responsible for managing your time, marketing, lead generation and finances. There isn’t anyone looking over your shoulder telling you what to do, when to do it or how to do it. It’s up to you to get additional training, ask questions and do the necessary work to become successful.

JULIE

1. Commit to building a database for repeat and referral business. Many agents wait until it’s overwhelming to build a database of people they know. This database must also function as a systematic approach at staying in touch with the people you already know, have donebusiness with, and will do business with. You see, the focus of the database is not to do business with ALL of them.... it’s to be the one they think of when their friends and family mention real estate. It’s got to be simple, systematic, personable, and consistent. 2. Practice, practice, practice. In real estate, we speak a different language. You’ve got to commit to getting better every day at the language of real estate…SCRIPTS. It’s true, they do not sound like you -not at first. Just like when you took Spanish 1 in high school, you didn’t quite roll your R’s like a native speaker. It takes time, practice and commitment. I believe practicing your scripts every day is the difference between making it in the business and not. Hands down. 3. Find a mentor. A mentor doesn’t even need to know they are your mentor. Find someone doing what you are shooting for and copy them. A lot. There’s nothing in this business that hasn’t been done before and the best of the best are willing to give away their “secrets” for free.

just the tip of the iceberg. It taught you the definitions and laws of real estate but, unfortunately, it didn’t prepare you for the reality of practicing real estate. To be a successful real estate agent you’ll need to do three things.

She runs Youngblood Coaching & Consulting, a coaching firm for real estate professionals. The objective is to give agents the tools they need to hit their goals. Julie was recently recognized nationally by Inman News as one of the “25 Best Real Estate Coaches in 2016.”

Got a question for our coaches?

Send it to communications@gcaar.com and it may be featured in an issue of Capital Area REALTOR®. CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR • May/June 2016 ®

37 37

What’s a geofence? What’s a hub? What is IoT? Check out NAR’s CRT (Center for REALTOR® Technology) Labs glossary and find out what these terms and many more mean for smart devices. Use it to quickly catch up on the commonly-used phrases and terms. Visit their blog at crtlabs.org.

REALTOR Toolbox ®

Hearing a lot of buzzwords around the smart home space? Bluetooth LE/ Bluetooth Smart A wireless protocol that is popular among smart home devices. Compared to classic bluetooth, it is designed to use considerably less power while maintaining a similar range. BLE is not only aimed at the smart home, but also at fitness, healthcare, and security industries.

Cloud-to-Cloud Many smart home products use cloud services for their core functionality. Although Cloud-to-Cloud

it is not ideal having your devices relying on an internet connection, it does sometimes allow for increased interoperability. Two devices in the same room might not be able to communicate directly. Instead, messages are sent back and forth through their respective cloud services over the internet. This is known as “cloud to cloud” and is becoming a popular way for hardware vendors to increase compatibility.

Geofence

Geofence A virtual perimeter for the real world. Using your WiFi, Bluetooth, or GPS radios, your Smart Home software can trigger events based on your physical location. For example, you can use a geofence to automatically turn off your lights when you leave for the day.

CAPITAL AREA REALTOR • May/June 2016 ®

Hub When discussing Smart Homes, the hub is the central device that allows all the different products

Hub

(lights, locks, thermostats) to work together. Most hubs will also act like a universal remote, as well as providing the tools necessary to automate your devices.

Insteon A smart home protocol that was introduced in 2005. This protocol can run over the power lines in your home(similar to x10) or wirelessly, which leads to very reliable systems. Until recently, Insteon was also backwards compatible with x10, so it was often used to add wireless functionality to previously configured smart homes.

Interoperability

Interoperability The ability for different smart home devices and services to reliably work together.

IoT (Internet of Things) The Internet of Things is a broad term that refers to everyday devices like lights, thermostats, and locks that are able to connect to the Internet and to each other. These connected devices can exchange data and work together, automating tasks that used to be manually performed. By 2020, it is predicted that there will be anywhere between 26 billion 200 billion devices connected to the Internet. Be sure to check out our Internet of Things FAQ.

Mesh Network

IP Internet Protocol In the context of smart homes, IP means a device that can

IoT (Internet of Things)

send information using a computer network or the internet. It is commonly used with cameras. Mesh Network Protocols that are designed using a mesh network means products can pass messages from device to device in a “hopping” fashion until the final destination is reached. Every device in your home acts as a range extender; the more devices you have, the more powerful/ reliable your network becomes. Protocol Home Automation protocols are the hardware communication language that devices use to send commands to one another. Some popular smart home protocols have been around for decades (X10) while others are relatively new (Bluetooth Low Energy). There are a few that were designed with home automation in mind (Z-wave, ZigBee), and others that are being repurposed for this task (NFC,WiFi). It is important you research which protocols will fit your needs best prior to purchasing hardware to ensure your home has maximum interoperability.

Smart Meter Smart meters are a new generation

Thread Protocol Thread was announced

of electric and gas meters that can digitally (and more accurately) transmit meter readings to your utility. Smart meters can also be paired with monitors or gateways to give consumers a better idea of their own energy usage in real time.

in 2014 so it is one of the newer protocols designed for the smart home. It uses similar standards to the ones used by the ZigBee protocol, however Thread is a closed-documentation standard that requires a fee to obtain the documentation.

WiFi WiFi is the most common protocol used in smart home devices. This is largely because many consumers already have a central hub (their WiFi router) for WiFi enabled devices. WiFi is able to provide high bandwidth for devices that send a lot of data (IP Cameras) but it uses too much power for most battery powered devices. X10 One of the oldest protocols still used in home and building automation. Developed in the in the 1970s, it uses the power lines in your home to allow communication between devices. This simple system is very reliable, but not as capable as modern protocols. Z-Wave A wireless communications protocol designed for home automation. It is mainly used in the residential space to provide a simple yet reliable way to wirelessly control lighting, locks, HVAC, and window treatments. One of the main benefits of Z-wave is it runs on a type of network called a mesh network.

ZigBee Similar to Z-Wave, ZigBee is a low-cost, low-power, wireless mesh network. It was designed to be used with devices or sensors that had very low power consumption and did not need to send large amounts of data.

X10 CAPITAL AREA REALTOR • May/June 2016 ®

AFFILIATES Appraisers

Anne M. Powell Appraisals Anne Powell 410-721-7505 Appraisals Xpress Inc. Jeffery Chen 301-385-9669 Brett Bessell Brett Bessell

301-208-0330

Chase Commercial Appraisal Division Chad Harris 202-312-1160 Carlos Ortiz 202-312-1160 Anna Pagi 202-312-1160 J. D. Egly & Associates John Egly 301-428-0113 J. Hansen Appraisal Assocs. LLC John Hansen 301-464-2878 James Blaine Miller Jr. James Miller Jr. 301-933-9881 Kevin Gowen Kevin Gowen

240-460-9926

Magee Appraisal Service Diana Magee 301-846-9696 Roxann Novel Appraiser Roxann Novel 800-232-7196 Washington Appraisal Frank John Jr. 202-646-1150

Attorneys

Adams, Morris & Sessing Michelle Adams 301-637-0143 Elizabeth Morris 301-637-0143 Timothy Sessing 301-637-0143 Andrew FitzGerald Atty at Law Andrew FitzGerald 301-933-6550 Bregman Berbert Schwartz Gilday LLC Wendy Pullano 301-656-2707 Curtin Law Roberson Dunigan Thomas Dunigan 202-530-3300 Glazer Winston Honigman Ellick L. Mark Winston 202-537-5500 Greenstein DeLorme & Luchs PC Richard Luchs 202-452-1400 Vincent Mark Policy 202-452-1400 Jackson & Campbell PC Roy Kaufmann 202-457-6710 Jacobs & Associates Harvey Jacobs 301-300-6252 Kase & Associates Sadaf Saberi

703-444-4100

CAPITAL AREA REALTOR • May/June 2016 ®

Kass Mitek & Kass PLLC Benny Kass 202-659-6500 KVS Law David Kanstoroom Lisa Lamphier Marty Stanton

301-605-1420 301-605-1420 301-605-1420

Lasso & Lasso PC Ricardo Lasso

202-537-0343

Law Office of Mark A. Bayer Mark Bayer 202-466-4747 Lynn Candle Boynton Esq. Lynn Boynton 240-499-7465 Law Offices of Michael Frissel/Wolf Title Michael Frissell 301-951-0940 Law Office of Arthur Konopka Arthur Konopka 202-686-0600 Law Office of Robert McCarthy Robert McCarthy 301-654-3730 Law Offices of Jill Pogach Michaels Owen Jarvis 240-425-0008 Jill Michaels 240-425-0008 Ben Silver 240-425-0008 Law Offices of David P Modell David P Modell 301-634-9820 Law Offices of Quinn O’Connell Jr. Quinn O’Connell Jr. 202-537-1820 Miles & Stockbridge PC Casey Cirner 301-762-1600 Moses & Aiken, LLC/Home Team Title Robert Moses 301-468-0080 Paley Rothman Katherine Palumbo

301-951-9362

Richard W. Lawlor PA Richard Lawlor 301-340-2400 Samuelson Law Offices LLC Kenneth Samuelson 202-494-0848 Shaner & Helf LLC Thomas Helf

301-913-9306

Shulman Rogers Gandal Pordy Matthew Alegi 301-230-5200 Amy Klein 301-230-5200 Marc Lipman 301-230-5200 Siegel & Associates P. Joy Siegel

301-907-8808

The Sacks Law Firm PLLC Michael Sacks 301-948-2300

Vaughn W. Royal Attorney at Law Vaughn Royal 202-895-1530

Credit Unions

Capital Area REALTORS® FCU Tony Launi 240-314-0734 Olympia Overton 240-314-0734

Home Inspection Companies

Anderson Inspection Consultants Inc. Gary Anderson 301-855-3337 1st American Home Inspections LLC Henry Toman 443-388-2410 Alban Home Inspection Svcs. Inc. Virginia Sulcer 301-662-6565 Building Inspector of America Vimal Kapoor 301-916-0300 Ikon Home Inspections Anthony Webber 301-326-2300 Mid-Atlantic Inspection Srvcs. Alan Beal 202-607-4153 Pillar to Post Montgomery County Rocky Banks 301-455-5994 ProTec Inspection Services Michelle Hopkin 301-972-8531 Top to Bottom Services Gregory Butler 301-938-9100 Daniel Deist 301-938-9100

Housing Interests

MD Dept of Housing & Community Development William Ariano Jr. 410-514-7014 Holman & Associates Keith Holman 202-246-6834 Linda Holman 202-246-6834 Thomas Holman 202-246-6834 JCAMS Jimmy Cullum

703-349-6405

Orchard Development Corporation Robert DeSantis 410-964-2334 Rent the District Hanna McClain 202-210-0043

Insurance Companies

Duffy Insurance Group Joe Duffy 301-384-5000 Mike Duffy 301-384-5000

GCAAR now brings you a complete listing of our Affiliates in every issue.

AFFILIATES Mortgage Companies

Annie Mac Home Mortgage John White, Jr. 866-312-6682 1st Mariner Mortgage Deborah Benkert 240-235-5337

Mortgage Companies

Academy Mortgage Corporation Raymond Shelton 571-225-5066 Apex Home Loan Erin Finke Michael Parsons Brian Willingham

301-610-9600 301-610-9600 301-610-9600

BB & T Mortgage Patricia Widerman Mike Kidwell Kari Sansom Daniel Shea

301-590-2382 301-493-8917 301-493-8917 301-493-8917

Caliber Home Loans Jamica Browne Charles Clapper Robert Kirchner Jason Turner

301-660-3292 301-660-3292 301-660-3292 301-660-3292

Corridor Mortgage Group Inc. Sara Lenes 301-443-5749 Natalie Winter 301-443-5749 EagleBank Corp. Thomas Biegler Deborah Levy

202-292-1581 202-292-1581

Embrace Home Loans Adriana Clapper 301-921-0070 Tina Del Casale 301-921-0070 William Rozek 301-921-0070 Fidelis Mortgage Eric Rittmeyer

410-668-6501

First Home Mortgage Ryan Angler 301-656-4388 Zachary Bodine 301-656-4388 Christopher Jordan 301-562-9540 Brooke Lowry 202-448-0880 Nicolas Matsangakis 301-657-1003 Scott Story 301-656-4388 David Toaff 301-657-1003 Travis Vollmerhausen 301-562-9540 Kevin Walsh 301-656-4388 Timothy Whittier 301-656-4388 Jacob Ryan 301-220-0999 First Savings Mortgage Corp. J. D. Teitelman 703-564-1746 First Washington Mortgage Chanin Wisler 301-526-0020

FitzGerald Financial Group and Monarch Group Evelyn Miller 240-403-1868 L. William Woods Jr. 240-403-1868 Home Savings & Trust Mortgage Derek Harman 703-766-4634 McLean Mortgage Corp. Alex Peters 240-800-4502 Movement Mortgage Maria Clark 410-740-5250 Scott Dillon 410-740-5250 Michelle Mathews 410-740-5250 MVB Mortgage Chris Kearney Robert Ross

202-751-2146 202-751-2146

Prosperity Home Mortgage LLC Romy Espino 301-838-3172 Brian Haug 301-838-3172 Tom O’Keefe 301-838-3172 Sandy Spring Bank Jeffrey Nelson 301-617-4233 Guy Silas 301-617-4233 Kenneth Storck 301-617-4233 SunTrust Mortgage C. J. Kemp 301-961-0901 Russell Rothstein 301-961-0903 Wells Fargo Home Mortgage Thomas Schultz 703-760-6220 Wells Fargo Private Mortgage James Semeyn 410-573-6411

Pest Control Companies

Capitol Termite & Pest Control Julio Gonzalez 301-657-4480 Brian Schoonmaker 301-657-4480

Property Management Companies

Columbia Property Management Scott Bloom 888-857-6594 Transwestern Donald Wilson

301-896-9000

Real Estate Investment

TL Caldwell Homes LLC Terry Caldwell 202-286-4389 Realty Exchange Corporation William Horan 703-754-9411

Tax Consultants Britton PLLC Lisa Britton

202-416-0121

Exchange Solutions Group LLC William Gessner 703-787-3893 Tax-Masters Inc. Linda de Marlor

301-230-0200

Title/Insurance Companies

Capitol Title Insurance Agency Lisa Bosse 301-231-7250 Sara Demb Goldstein 301-231-7250 Stanley Goldstein 301-231-7250 William Splitgerber Jr. 301-231-7250 Avenue Settlement Corporation Stephen Ballard 202-296-4500

Title/Settlement Companies

Avenue Settlement Corporation Stephen Ballard 202-296-4500 ATG (Alltech Title Group) Michael Gross 703-934-2100 Mark Somerville 703-934-2100 Atlantic Closing & Escrow Isadora Connor 202-730-2635 Sam Houston 202-730-2635 Avenue Title Group David Helfrich

202-296-4500

CLA Title & Escrow John Coester Matt Landsberg Joel Steinberg

888-929-6000 888-929-6000 888-929-6000

Classic Settlements Joe Detrick 301-921-2667 Jonathan Levy 301-921-2667 Mary Papagjika 301-921-2667 Closeline Settlements LLC Elliot Liss 301-622-6000 Confidence Title & Escrow Vittorio Muzzatti 301-740-1880 Counselors Title LLC Christopher Darby Marie Enderle James Griffin Noreen Hathaway Robert Kuczarski Thomas Muldoon Timothy Mullin John Nalls Colleen Smyth Cogan

202-686-0100 202-686-0100 202-686-0100 301-670-0100 301-670-0100 202-686-0100 202-686-0100 202-686-0100 301-670-0100

District Title A Corp. Jeff Darrah 202-518-9300 Brendon Sheperd 202-518-9300 Marc Sushner 202-518-9300 continued on next page CAPITAL AREA REALTOR • May/June 2016 ®

AFFILIATES Title/Settlement Companies Steven Sushner

202-518-9300

Federal Title & Escrow Co. Todd Ewing 202-362-1500 Fenton Title Co. Louis Pettey

301-590-0220

First Class Title Inc. Daniel Kotz

301-770-4107

Flynn Title Gregory Flynn

301-545-0150

GPN Title Inc. Jessica Chipoco George Glekas

301-294-4055 301-294-4055

Lakeforest Title & Escrow Co. Marc Malakoff 301-590-0500 Logan Title Patrick Tangney

202-244-3200

Main Street Settlements Inc. John Ferguson 301-570-3600

Suzanne Feinstein

301-230-0700

RGS Title/Traditional Title Anthony DeVol 301-654-9800 Sage Title Group LLC Joseph Hansen 301-670-2812 Bobby Lee 301-654-2560 Settlement Professionals LLC Carol Calomiris 202-363-1870 Settlementcorp David Deckelbaum

Village Settlements Inc. Carey Brennan 301-590-9300 Leslie Childs 301-590-9300 David Hahn 301-486-0799 Michael Hollman 301-590-9300 World Wide Land Transfer Maria Deligiorgis 703-650-0349

202-537-0005

Stewart Title Group R. Bradley Runyan 202-349-0220 Title Town Settlements Todd Greenbaum 301-580-2850

As of June 10, 2016

If you are interested in becoming a GCAAR Affiliate or have a correction to this list, please contact us at: communications@gcaar.com

membership corner

MBH Settlement Group LLC Jill Messier 703-277-6800 Michaels Title & Escrow LLC Jill Pogach Michaels 240-425-0008 Mid-Atlantic Settlement Services William Burkart 410-252-1208 Peter Parente 410-252-1208 Joseph Russo 410-252-1208 Monarch Title Inc. Katherine Brewer

202-546-3100

North American Title Co. Janelle Gaughan 202-237-8222 Palisades Title Company Steven Buckman 202-351-6100 Paragon Title & Escrow Co. Philip Raskin 301-986-1114 Randy Rothstein 301-986-1114 Rob Rothstein 301-986-1114

How to Find the Shackle Code for Your Lockbox

Pinnacle Title & Escrow Inc. Marie Daugherty 301-424-5400 Marci Maged 301-762-6757

1) Log on to sentrilock.com

Pride Settlement & Escrow LLC Jay Brody 888-729-0145 D. Leigh Hewartson 888-729-0145 Lee Anne Rodriguez 888-729-0145 RGS Title LLC Helen Dankos

301-230-0700

CAPITAL AREA REALTOR • May/June 2016 ®

Having trouble locating the shackle code for your lockbox?

Have no fear; here’s all you have to do: 2) Click on ‘My Lockboxes’ 3) Click on the serial number of the lockbox you are trying to access 4) Under ‘Lockbox Settings’ click on ‘Default Lockbox Settings’ 5) On the next page, look under ‘Shackle Release’ where you will see the shackle code listed. FOR QUESTIONS ABOUT SENTRILOCK SERVICE – Call SentriLock Support at (877) 736.8745 or send an e-mail to Support@SentriLock.com.

WELCOME to the Greater Capital Area Association of REALTORS®. We are pleased that you have chosen to join our organization. GCAAR is your voice for real estate issues in DC and Montgomery County, MD. It offers venues for networking and allows you to connect with your peers and exchange best practices. We invite you to take full advantage of your benefits as a member.

Stay connected at gcaar.com.

NEW Members

JANUARY Casey Cirner Miles & Stockbridge PC Alexis Lampert Weichert REALTORS® Terence Kennell Keller Williams Integrity Kristin Beck Long & Foster Real Estate Rosemary Trindade Garcia Coldwell Banker Residential David Wu W.C. & A. N. Miller REALTORS® Denise Wright Promised Land Realty Ashley Jeffries Keller Williams Capital Properties Ru Yan Metro Star Realty LLC Ruohong Liu BMI Lily Ardila Fairfax Realty Fasika Dressa Smart Realty LLC Liat Shapira Taylor Properties Olga Marable Barsch Realty LLC Francis Koerber TTR Sotheby’s International Realty Anton Vanas A-K Real Estate Tatios Kebrab Coldwell Banker Residential Julian Weichel Coldwell Banker Residential Joseph Dadzie Global Realty Services Christopher Gaegler FXG Realty Christopher Gaegler FXG Realty LaShone Butler Exit Bennett Realty

Ammon Lyle Keller Williams Capital Properties Christina Washington Long & Foster Real Estate

Liza Pence Greenline Real Estate LLC

Bernard Salamon Long & Foster Real Estate Martha Velasco Coldwell Banker Residential Bennett Butterfield Keller Williams Realty Centre Vivian Yi Barsch Realty LLC

Allison Carle Wydler Brothers MD01 LLC

Nicolas Matsangakis First Home Mortgage

Sean Omalley Century 21 New Millennium

Ali Fardshisheh Industrious Realty

Younglin Lim Fairfax Realty Advantage

Masami Lieberman Long & Foster Real Estate

Aja Baker Living In Style Real Estate

Tamar Nazarian Long & Foster Real Estate

Jewel Crawley Spaces Residential Real Estate Michael Greene Keller Williams Capital Properties

Faizan Jamil Globex Realty

Jenna Delaney Long & Foster Real Estate

Mark Scott Brian Logan Real Estate

Mike Morales Long & Foster Real Estate

Claire Giro Long & Foster Real Estate Mbugua Muchoki Keller Williams Flagship of MD Camiko Phillips-Ford Weichert REALTORS®

Katherine Krevor Capital Park Realty

April Conversano Barsch Realty LLC

Valerie Ezrin Long & Foster Real Estate

Jillian Keck McEnearney Associates

Paul Welch Weichert REALTORS®

Elizabeth Lucchesi McEnearney Associates

Phillip Graham DBA Graham Realty

Thai Nguyen Genesys Realty

Frederick Swartzbaugh Keller Williams Capital Properties

Gregory Milanovich Keller Williams Capital Properties Crystal Shaffer Keller Williams Capital Properties

Caroline Dalton TTR Sotheby’s International Realty

Carlos Saenz Better Homes & Garden Real Estate Premiere

Arif Ally Long & Foster Real Estate Kevin Crippen Coldwell Banker Residential Seedy Saidykhan Keller Williams Capital Properties

Charles Mader 1st Investors Realty

Gopal Mehrotra Weichert REALTORS®

Queenie Hoang Keller Williams Capital Properties Kadija Hunnicutt Keller Williams Capital Properties

Damien Dupee Exit Bennett Realty

Carlos Credle Keller Williams Capital Properties

Ebony McArthur Exit Flagship Realty

Melissa Myers-Soberanis Redfin Corporation

Leanne Long Long & Foster Real Estate Jason Ekus Pavilion Real Estate LLC Andrew Marr Hagan Realty Ralph Aloi RE/MAX Metropolitan Realty Tatiana Bowie Long & Foster Real Estate Alvin Abston Long & Foster Real Estate Roxanne Stuver Long & Foster Real Estate Meley Ghirmay Keller Williams Capital Properties Gabrielle Hirz Keller Williams Capital Properties Margo Neil Keller Williams Capital Properties Rhonda Shore Keller Williams Capital Properties Carl Carrington Keller Williams Capital Properties Carey Buckner Keller Williams Integrity Andrew Lindner Dwell Residential Brokerage Ivane Koridze Long & Foster Real Estate Thomas Biegler EagleBank Corp Deborah Levy EagleBank Corp Jenifer Goroff Keller Williams Capital Properties Wendy Soroka Long & Foster Real Estate Sharvita House Coldwell Banker Residential Marc Bailey Keller Williams Capital Properties Marissa Castriota Keller Williams Capital Properties

Yolanda McGilvery Long & Foster Real Estate Perry Slomnicki Long & Foster Real Estate Joi Williams Long & Foster Real Estate Andrew Reamer RE/MAX Distinctive Real Estate Ashley Morris Keller Williams Capital Properties Nancy Zou Finn Long & Foster Real Estate

Luis Rivera RE/MAX ALL PRO

Pfashema Faber Capital Park Realty

Teri Ballou Long & Foster Real Estate Erin Mara Long & Foster Real Estate

Gregory Kakaletris Compass

Jay Brody Pride Settlement & Escrow LLC

John Gant Fairfax Realty

Matthew Sweeney Streamline Properties LLC Augustus Alzona Berkshire Hathaway HomeServices PenFed Realty

D. Leigh Hewartson Pride Settlement & Escrow LLC Lee Anne Rodriguez Pride Settlement & Escrow LLC John Seard Berkeley Advisors LLC Triandafilos Padiotis Goodman REALTORS® Nina Smirnova Lagret Real Estate LLC

Catherine Bise TTR Sotheby’s International Realty

Thomas Phan Phoenix Homes

Natalia Winffel Fairfax Realty Advantage

Anthony Linn Prestige Realty LLC

Brandon Brown Long & Foster Real Estate

CAPITAL AREA REALTOR • May/June 2016 ®

NEW Members JANUARY Yeoshen Tsui TriStar Realty Christopher Breedlove Rosewood Investment Group Joseph Stratton Frederick Town Realty Jason Turner Caliber Home Loans Carl Tugberk TTR Sotheby’s International Realty John Fabros Crossman & Co Real Estate LLC Dona Gentile Tilton Bernstein Walsh Real Estate Georgia King Long Street Homes Johanna Anderson Berkshire Hathaway Home Services PenFed Realty Noel Fisher Evers & Co Real Estate

Noah Trager Streamline Properties LLC

Martine Hippolyte Keller Williams Capital Properties

Evelyn Avant Exit Bennett Realty

Nadine Vassell Prestige R E & Investment Co

Kelly Lee TTR Sotheby’s International Realty

Anousha Nikjouian Chase Properties

Russell Wickham Long & Foster Real Estate

Justine Erickson Karl Long & Foster Real Estate

Deborah Edwards Stanback Coldwell Banker Residential

Maria Redden Long & Foster Real Estate

Andrea Mayer Coldwell Banker Residential

Jean Wu Jean Wu Realty LLC

Marci Wasserman Long & Foster Real Estate

Julian Rude Capital Metro Properties LLC

Cristina Tecson VIP REALTORS® LLC

FEBRUARY

Olalla Prado Trueba Frederick Town Realty

Beverly Thomas The Todd Gordon Companies LLC

Pamela Sharma Robert K. Wormald

Kedrick hornton Long & Foster Real Estate

Rony Pressard Executive Investment Realty LLC

Susan Wu Keller Williams Capital Properties

Jessica Lindeman Coldwell Banker Residential

Pascal Mba Weichert REALTORS®

Luis Bedoya Yusty City Realty LLC

Karlief Moye McNair Group Realty LLC

Hailey Jones Coldwell Banker Residential

Tyler Jones SAG Realty Group

William Gonzales Compass

Larry Finkelberg Apex Home Loan

Marie Naeve

Paul Tessier W Realty Services LLC

Thomas Weaver Long & Foster Real Estate

Jeffrey Sibert SMB Murchison Realty

John Baker RE/MAX Town Center

Negassa Rebu Long & Foster Real Estate

Helen Bodron W.C. & A. N. Miller REALTORS®

Ping Wan BMI

Todd Litchfield Coldwell Banker Residential

Auria Kharazmi Federated Realty LLC

Esmirelda Grecco Long & Foster Real Estate

Gregg Kantak The Todd Gordon Companies LLC

David Alvarado Long & Foster Real Estate

Diana Moncada Spring Hill Real Estate

Douglas Brown Long & Foster Real Estate

Ray Ferrara Long & Foster Real Estate

Dean Dillard Capital Metro Properties LLC

Lucy Fraser Wydler Brothers

Hang Yu Hometown Elite Realty

Beverly Gonzales Orion Realty

Peter Virkus RE/MAX Realty Centre

Zhijie Jiang RE/MAX Realty Services

Brantley Sanderson M Squared Real Estate LLC

Beth Paige Quasar Property Management & Real Estate

Emerson Rezende Long & Foster Real Estate

Christopher Corry Berkshire Hathaway Home Services PenFed Lerone Reid Fairfax Realty Bryan Szego Century 21 Redwood Realty Janine Bryce Redfin Corporation Jacquelyn McGauley Exit Flagship Realty Karen Andreozzi Keller Williams Capital Properties

Lee Arrowood TTR Sotheby’s International Realty Jose Ramos Keller Williams Capital Properties Kelvin Richardson Keller Williams Capital Properties Haresh Sidhwani Keller Williams Capital Properties Natalie Silverman Long & Foster Real Estate Steven Richard Coldwell Banker Residential Donald Goldberg Long & Foster Real Estate Joanne Schoengold Long & Foster Real Estate Sonia Benperlas Weichert REALTORS® Omar Flores Weichert REALTORS®

Nicoleta Barac Fallsgrove Realty Maketa Dixon Weichert REALTORS® Barbara Melvin W.C. & A. N. Miller REALTORS® Jackie Khaliqi Jobin Realty Agnes Dongmo Carrington Real Estate Services Gregory Burks Century 21 Redwood Realty Randolph Adams Coldwell Banker Residential Timothy Bucknell WDC Realty Group LLC Milos Mikovic Long & Foster Real Estate Robert Tsas Long & Foster Real Estate

Edward Kim Long & Foster Real Estate Edward Dumitrache Keller Williams Capital Properties Benoit Grenier Long & Foster Real Estate Nicholas Pedrick Re/Max Preferred

Sherri Ledner Radiant Real Estate LLC Vivian Shade Avery-Hess REALTORS® Joseph Freeman Coldwell Banker Residential David Combs Keller Williams Capital Properties

Evan Marbury Better Homes & Garden Real Estate Premiere

Dale Baker Stewart Title Group

Christopher Mayberry Keller Williams Capital Properties

CAPITAL AREA REALTOR • May/June 2016 ®

Jason Yang Rory S Coakley Realty Lauren Pickard RE/MAX Town Center Georgios Dovolos Weichert REALTORS® Tiffany Mosley Long & Foster Real Estate Paula Humphreys Barsch Realty LLC Barry Wright Wright Capital Realty Group Marcus Moore Century 21 Redwood Realty Chris Saabye Atlantic Closing & Escrow Saundra Blackmon Long & Foster Real Estate Roger Rojas Alta Realty Company LLC

Julianne DuBois Long & Foster Real Estate Ronald Kitzmiller RE/MAX PROS Berkeley Shervin Weichert REALTORS® Liljana Hadji-Janeva Keller Williams Capital Properties Jameson Freeman W.C. & A. N. Miller REALTORS® Austin Anders Independent Realty Shanell Williams EP Select Realty Crystal Robinson Weichert REALTORS® Loretta Saba RE/MAX Realty Centre Denise Rosemond Capital Park Realty

TTR Sotheby’s International Realty

Maria Gomes W.C. & A. N. Miller REALTORS® Paul Pumphrey Rosselle Realty Service Bina Patel Long & Foster Real Estate Cristina French Fairfax Realty Jeffrey Lipkin Re/Max Preferred Richard Williams Long & Foster Real Estate Benjamin Decker GSE Premier Realty LLC Ryan Butler Keller Williams Capital Properties Elika Mohammadi A-K Real Estate Brieka Gibbs Long & Foster Real Estate

NEW Members FEBRUARY Jonathan Becker Long & Foster Real Estate Toby Salahuddin Long & Foster Real Estate Joseph McLeod Rory S. Coakley Realty William Kolick RE/MAX Realty Centre Oluchi Okezie Keller Williams Capital Properties Irma Alba W.C. & A. N. Miller REALTORS® Heather Dice ProTec Inspection Services Shanlien Hsu Weichert REALTORS® Cheryl Holder Redfin Corporation Alan Cole United Real Estate Shalante Davis Exit Bennett Realty Anna Mackler Long & Foster Real Estate Shelley Stuart Long & Foster Real Estate Michael Wynne Exit Elite Realty Carol Hyndman RE/MAX Realty Centre Maria Deligiorgis World Wide Land Transfer Denis Gorshkov Redfin Corporation

MARCH Michelle Awan Exit Bennett Realty Renate Brevard Prestige R E & Investment Co. Stacey Irby Keller Williams Capital Properties Olesja Litvinskiy Long & Foster Real Estate Jordan Kellner RE/MAX Realty Group Zephani Funes Smart Realty LLC Robert Reynolds Frederick Town Realty David Willoughby Willoughby Real Estate Clarke Allen Long & Foster Real Estate

Diana Stabers RE/MAX Allegiance

Nathan Murray Re/MAX Executive

Nicole Warrington Tristar Realty

Michael Hayes Keller Williams Capital Properties

Karla Cabrera Redfin Corporation

John Simbulan Greenline Real Estate LLC

Thomas Burns Coldwell Banker Residential

Deidre Paige Keller Williams Capital Properties

Najah Turner Keller Williams Capital Properties

Martin Vendemia All American Realty

Azzam Chaudhry Weichert REALTORS®

Arun Kumar Greenline Real Estate LLC

Natalie Thompson Keller Williams Capital Properties

Becky Meadows Long & Foster Real Estate

Justin Parsons Compass

WeiWei Blaisdell W.C. & A. N. Miller REALTORS®

Rachel Fisher Wydler Brothers

Toi Patterson Keller Williams Realty Centre

Ricardo Alvarado Fairfax Realty Advantage

Michael Danglelo Coldwell Banker Residential

Zuxu Yang Hometown Elite Realty

Nilo Barreros Fairfax Realty

Christopher James Fairfax Realty Advantage

Jasmin Clarke Weichert REALTORS®

Vilruza Iranpur Long & Foster Real Estate

Michaela Blanchard Keller Williams Capital Properties

Esteban Vasco Fairfax Realty Advantage

Hsuanhao Wang Evergreen Properties

Hunter Freeman Long & Foster Real Estate

Michael Sargent Keller Williams Capital Properties

Dwane King Keller Williams Capital Properties

Jason Curry Keller Williams City Wide Realty

Austin Carroll Keller Williams Capital Properties

Jasmine Smoke Long & Foster Real Estate

Justin Carpio Cattawood Spring Realty

Lena Fekkak RE/MAX Realty Group

Endea Thibodeaux Elite Estates LLC

Michael LauTar S. Henderson Realty Services LLC

Aibek Allakhunov Century 21 Trademark Realty

Michael Winters Apex Realty LLC

Chen Chen Signature Home Realty LLC

Alexis Santos Coldwell Banker Residential

Russell Carter Senate Real Estate Services LLC

Velora Loughmiller Keller Williams Capital Properties

Elizabeth George RE/MAX Town Center

Adam Murphy RE/MAX 2000 REALTORS®

Richard Crespo One World Realty LLC

Ruzanna Ohanyan Long & Foster Real Estate

Rabih Chamas Greenline Real Estate LLC

Amit Motwani Valu REALTORS®

Lynn Tsao PN Hoffman Realty LLC

Devi Adea Long & Foster Real Estate

JuYon Yu Evers & Co Real Estate

Danny Padigalingam RE/MAX Realty Group

Philippe Suissa Long & Foster Real Estate

Robert DeSantis Orchard Development Corp

Rita Atwell S Henderson Realty Services LLC

Olga Danchenko Keller Williams Capital Properties

David Park TTR Sotheby’s International Realty

Thomas Garron Coldwell Banker Residential

Anne Brooks Keller Williams Capital Properties

Julio Garcia Keller Williams Capital Properties

Robert Pannick Metropolis Development Co. LLC

Sadia Zahid Express Realty USA

Maryam Salass Long & Foster Real Estate

Ruth Lehman Keller Williams Capital Properties

Evelin Hernandez Long & Foster Real Estate

Ashley Townsend Long & Foster Real Estate

Ellen Wallace Evergreen Properties

Hiwot Gebeyehu Long & Foster Real Estate

Yvette Katambwa RE/MAX Town Center

Barbara Hinton Redfin Corporation

Lynnea Brown Keller Williams Capital Properties

Shirley Fax Exit Bennett Realty

Veronica Jenkins Long & Foster Real Estate

Christopher Boxwell Keller Williams Capital Properties

Jimmie Curtis Long & Foster Real Estate

Agne Salgado Coldwell Banker Residential

Mariia Priimak Tristar Realty

Julia Kerns Keller Williams Capital Properties

Edward Bohl Keller Williams Capital Properties

Nelson Borda Capitol Termite & Pest Control

Miguel Rodriguez Coldwell Banker Residential

Glenda Romero Spring Hill Real Estate

Benjamin Kaufmann Keller Williams Capital Properties

Elaine Fishbein Keller Williams Capital Properties

Samuel Wilson PN Hoffman Realty LLC

Kimberly Bowen Coldwell Banker Residential

Karen Mitchell Keller Williams Capital Properties

Shakuwra Camphor Long & Foster Real Estate

Justan Johnson Carrington Real Estate Services

Clint Mann McWilliams/Ballard

Jackson Verville TTR Sotheby’s International Realty

Guillaume Bernardeau Compass

Jacquelyn Jabour-Trivett Compass

APRIL

Maria Sepulveda Quasar Property Management & Real Estate

Malgorzata Bawiec Long & Foster Real Estate

Yasmeen Durrani Express Realty USA

Jean Yan Metro Star Realty LLC

Leo Miller Long & Foster Real Estate

Geetha Dayala RE/MAX Town Center

Wilvia Espinoza Keller Williams Capital Properties

Brandon Jackson RE/MAX PROS Carlos Tomassoni Heymann Realty LLC

Sarah Brown Keller Williams Capital Properties George Lee Keller Williams Capital Properties Ankur Patel Keller Williams Capital Properties

CAPITAL AREA REALTOR • May/June 2016 ®

NEW Members APRIL

Jianing Hu Evergreen Properties

Samantha Zucchi H. A. Gill & Son Inc

Carlos Garcia J. Melvin Premier Properties

Sarah McElrath Long & Foster Real Estate Patricia Mast W.C. & A. N. Miller REALTORS® Joshua Pratt W.C. & A. N. Miller REALTORS® Santita Daley Long & Foster Real Estate Sharon Froozan Coldwell Banker Residential Chinglan Lin Einstein Realty

Cedrece Watson Long & Foster Real Estate Gordon Jones Coldwell Banker Residential Lyndsi Sitcov McEnearney Associates Sarabjit Singh Samson Properties Mirwais Amani Keller Williams Capital Properties

Guangcun Lin United Realty

Richard Steen Keller Williams Capital Properties

William Burkart Mid-Atlantic Settlement Services Peter Parente Mid-Atlantic Settlement Services Joseph Russo Mid-Atlantic Settlement Services Penny Gerber Coldwell Banker Residential John Murray Coldwell Banker Residential John Galvin Delbe Real Estate Co

Celia Tomas Keller Williams Capital Properties Mary Bunch Real Living at Home Natalie Gonzaga Harper & Ryan Real Estate Shawn Handschuh Long & Foster Real Estate Nefertiti Clement Long & Foster Real Estate Lilian Monge Fairfax Realty

Dana Zalowski McEnearney Associates

Sophie Adem Keller Williams Capital Properties

Cassidy Burns Compass

George Miller Keller Williams Capital Properties

Morgan Osborne Compass

Weiyu Chen District Home Buzz

Maurice Wood Golston Real Estate

Cameron Goodman Thomas D. Walsh

Lisa Jeffery Fairfax Realty Mary Nieva Deausen Realty Matthew Benning Realty 2000 Plus Masha Kruskal Weichert REALTORS® Eguavoen Igbinosun Long & Foster Real Estate Joi Elazier W.C. & A. N. Miller REALTORS® Sharee Body Exit Right Realty Beatriz Del Olmofiddleman Coldwell Banker Residential

Rachelle Mitri Keller Williams Capital Properties

Renee Haynes Diplomat Realty 2000+

Sherri Anne Green Coldwell Banker Residential

EricRittmeyer Fidelis Mortgage

William Morningstar Compass

Terry Caldwell TL Caldwell Homes LLC

Laura Anderson Weichert REALTORS®

William Callahan Drew Properties

Kevin Rowe RE/MAX Allegiance

Yonas Mekonen Greenline Real Estate LLC

Barbara Goldsmith TTR Sotheby’s International Realty

Emily Thron Samson Properties

Molly Mullally Wydler Brothers MD01 LLC

Justin Faust Long & Foster Real Estate

James Vatne Redfin Corporation

Genny Pedraza RE/MAX Platinum Realty

Sharon Holland Exit Bennett Realty

Lauren Farago Fairfax Realty Advantage

Ana Mendez Law RE/MAX Success

Jonathan Rundlett Exit Deluxe Realty

Karen Krueger Berkshire Hathaway Home Services PenFed Realty

Robert Farrell TTR Sotheby’s International Realty

Michael Cairo W.C. & A. N. Miller REALTORS®

Sherry Zopp Coldwell Banker Residential

Harneet Narula Long & Foster Real Estate

Reed McNab Redfin Corporation

Emmanuel Waleola Exit Realty Plus

Radford Riggles Long & Foster Real Estate

Charlene Fadirepo Senate Real Estate Services LLC

Angela Samaan Exit Flagship Realty

Kathryn Russell Berkshire Hathaway Home Services PenFed

Kimothy Sampson Realty Executives Premier

Debra Agostini Central Properties Ayesha Waheed Weichert REALTORS® Kelly Fairweather Coldwell Banker Residential Michael Hammond Long & Foster Real Estate James Breen Weichert REALTORS® John Manner Weichert REALTORS® Irina Mironova Potomac Partners Maya Garrett Loggins Keller Williams Realty Centre

Marcia Davis Long & Foster Real Estate Timothy Rosenberger Redfin Corporation Alexandra Gerson Brian Logan Real Estate

Marcela Guzman Aceves Keller Williams Capital Properties

Susan Mann Berkshire Hathaway Home Services PenFed Realty

Erica Hazar Keller Williams Capital Properties

Colis Foster Weichert REALTORS®

Sheri Blizzard Coldwell Banker Residential

Tobias Werner TTR Sotheby’s International Realty

Rashidah Martin RE/MAX Realty Centre

Renee Reeves Century 21 Trademark Realty

Nectarios Alexiou Long & Foster Real Estate

Linda Sutheerawongsa Century 21 Trademark Realty

Maria Reyes Fairfax Realty

Miguel Jubiz Milanes RE/MAX One Solutions

Melea King Senate Real Estate Services LLC

Todd McIntyre Keller Williams Capital Properties

Jason Shine Keller Williams Capital Properties

Orlando Mota Keller Williams Capital Properties

CAPITAL AREA REALTOR • May/June 2016 ®

Emily Fulp Berkshire Hathaway Home Services PenFed Realty

Bo Yun Hwang Watassa Management LLC Long Ngo Long & Foster Real Estate Habibah Jackson Weichert REALTORS® Karen Hall At Home Real Estate LL Winifred Holbrooke Real Living at Home Ehad Hancioglu Long & Foster Real Estate Jung Son Coldwell Banker Residential Monique Farley Keller Williams Preferred Prop Leslie Herrera Keller Williams Capital Properties Ashley Moise Avery-Hess REALTORS® Sarah Mather Long & Foster Real Estate

Alexander Modaressi Long & Foster Real Estate Marcus Daniels Pearson Smith Realty Michelle Taylor Keller Williams Capital Properties Kelly Shaffer Weichert REALTORS® Erica Austin Keller Williams Capital Properties Juanita Matthews Keller Williams Realty Centre Robert Summers Realty Pros Kathryn Westlund DCRE Residential LLC

MAY Francis Parker Hartford E. Bealer Development Corp. Joseph Scavetta Keller Williams Capital Properties Jasmin Brown Capital Park Realty Khadijah Anderson Scout Properties Cori Simmons Casa Florentino Real Estate Junaid Malik Coldwell Banker Residential Bogumil Bazyluk Fairfax Realty Advantage K Foster Real Estate

MAY MAY

NEW Members

Michael Boateng Long & Foster Real Estate

Adrian Small TTR Sotheby’s International Realty Charles Tarone W.C. & A. N. Miller REALTORS®

Tambe Taboko TriStar Realty

Stephon Heyer Keller Williams Capital Properties

Shanair Johnson Keller Williams Realty Centre

Olivier Spaenle Real Living at Home

Nicole Xenides Nomadic Real Estate Broker Svs.

Isabel Lerma Long & Foster Real Estate

Sheri Present Long & Foster Real Estate

Chunhua Yang Union Plus Realty

Travis Smith Weichert REALTORS®

Dounia Bennani Kabbaj Coldwell Banker Residential

Janete Batista Keller Williams Capital Properties

Ghulam Mojadidi Maharzada REALTORS®

Honika Johnson Keller Williams Capital Properties

Damyon Mouzon Execuhome Realty

Lizette Perez Keller Williams Capital Properties

Cheryl Mack Keller Williams Capital Properties

Aberash Woldegiorgis Keller Williams Capital Properties

Mark Cowan RE/MAX Realty Services

Kim Nguyen Long & Foster Real Estate

Andrew Singer Independent Realty

Abner Piedramartel Long & Foster Real Estate

Dante Iraola RE/MAX Excellence Realty

Shaoying Ping Long & Foster Real Estate

Leela Singh Keller Williams Fairfax Gateway

Edgar Dsouza Taylor Properties

Binyam Tefera Keller Williams Capital Property

Dominic Scafide Berkshire Hathaway HomeServices

Timothy Brown Keller Williams Capital Properties

Leslie Martinez Weichert REALTORS®

Kathleen Martin RE/MAX Realty Centre

Tiffany Roberts Long & Foster Real Estate

Necip Kocaoglu Samson Properties

Craig Thompson Berkshire Hathaway Home Services PenFed

Melissa Bonilla Keller Williams Capital Properties

Paula Wilkins Revely Coldwell Banker Residential

David McKinney Century 21 Redwood Realty Gelicia Jones Exit Landmark Realty Andre Martin Express Broker Realty LLC Hannah Oshin Keller Williams Capital Properties Jordan Giles SunTrust Mortgage Mindy Merrill Nitro Realty Joseph O’Connor Urban Brokers LLC Chanta Hunter Nomadic Real Estate Broker Svs.

Patricia Tapia Keller Williams Capital Properties Claudette Perry Keller Williams Capital Properties Kamina Newsome Keller Williams Capital Properties Latonja Estelle Weichert REALTORS® Bin Liu PM Management LLC Gary Wu PM Management LLC Irene Markulik Keller Williams Capital Properties Erika Browne Weichert REALTORS®

Elizabeth Cash Coldwell Banker Residential

Daniel Rothfeld Long & Foster Real Estate

Janet Galvagna Fairfax Realty Advantage

Pan Gu Taylor Properties

Beverly David Deausen Realty

Ann McLaughlin McEnearney Associates

Paul Smith RE/MAX Town Center

D Jason Portlance Century 21 Redwood Realty

Nancy Saravia Coldwell Banker Residential

Katharine Gregg McEnearney Associates

Betty Alfaro Long & Foster Real Estate

Jacqueline Appel Washington Fine Properties

Julianna Satterly Keller Williams Realty Centre

Gabriela Cruz Real Living at Home

Paul Igoe Long & Foster Real Estate

Justin Lin Coldwell Banker Residential

Kaushik Rath Particular Properties Real Estate LLC

Jehan Fevriere Keller Williams Capital Properties

James Chong United Real Estate Ioana Ballinger Keller Williams Capital Properties Cailin Monahan Washington Fine Properties Halil Sarica Long & Foster Real Estate

Felix Winn TMC Properties LLC Chad Ernst Keller Williams Capital Properties Timothy Hursen DCRE Residential LLC Laura London Compass Carla Carney Golston Real Estate Tayla Ramos Keller Williams Preferred Prop Drew Miller Long & Foster Real Estate Senteria Jones Long & Foster Real Estate

Natali Pudwill Long & Foster Real Estate

Abdali Berri A-K Real Estate

Agnieszka Golriz Keller Williams Realty Centre

Zachery Hatcher Keller Williams Capital Properties

Donald Bryant Keller Williams Capital Properties

Elizabeth Delgado-Steo Keller Williams Capital Properties

Freddy Chavez Santos Keller Williams Capital Properties

John Summers Keller Williams Capital Properties

Michael Fratz DCRE

Michael Tynes Keller Williams Capital Properties

Amir Shahna Guidance Realty Homes LLC

Lal Dika Weichert REALTORS®

Roshanak Hassanpour Long & Foster Real Estate

Nickola Jones Fairfax Realty

Sheila Bidzinski Reis Long & Foster Real Estate

As of May 24, 2016

Ruth Sachs Coldwell Banker Residential

CAPITAL AREA REALTOR • May/June 2016 ®

BACKPorch TRIVIA FINDS

80% of Americans would let

a presidential candidate

FACTS

spend the night at their home, according to a poll

commisioned by Airbnb.

– Washington Business Journal April 14, 2016 (Business and Industry News)

The Tradition of Painting a Front Door Red What Does it Mean? In Scotland, homeowners paint their front door RED when they pay off their mortgage.

– Inman News

In a competition to build the world’s tallest building, the architect of the Chrysler Building secretly built it with a 125 ft

The Feng Shui Tradition A red front door simply means

long spire inside. When his competitor’s

“Welcome.” One of the best qualities that a house can possess

building was completed, the spire was

is to be welcoming — to make guests feel at home.

pushed up through the building making it

What color door is your favorite? Maybe painting your front door

taller by 119 feet.

red should be your next weekend project.

– Lighter Side of Real Estate

If Lake Superior ever floods, you’re going to want flood insurance. There is enough water in Lake Superior to flood all of North and South America to a depth of one foot.

CAPITAL AREA REALTOR • May/June 2016 ®

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