December 2012 by Richmond Association of REALTORS®

Volume 7, Issue 3

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L I S T ED A M A G A Z I N E O F T H E R I C H M O N D A S S O C I AT I O N O F R E A L T O R S ®

A Look Back A Look Ahead & Incoming RAR President Linda Terry with Departing President Scott Ruth

INSIDE: • 2012 – A Look Back & A Look Ahead • The Year in Technology • RPAC 2012 Contributors • Leadership Academy Graduates • REALTORfest 2012 • Risk Management Check-Up

From the

President

2012: A Year of Growth

Scott Ruth

I thought about titling this column “A Year of Recovery and Growth.” While our market has finally, thankfully, begun to recover this year; for our Association, 2012 has been a year in which we sought to grow in the ways we serve our members and continue to grow our influence well beyond the walls of RAR. In February, we debuted the completely remodeled RAR headquarters during our first-ever Tech Fair. Bringing all of our technology vendors to Richmond was just step one in an aggressive initiative to increase members’ use of the vast array of tools CVR MLS provides to them in an effort to enhance their professionalism, productivity, and efficiency. We’ve continued this effort by embedding technology tips in all of our classes and adding new class offerings on social media, smart phones, and mobile technology. In the spring, we launched a completely revamped www.RARealtors.com and introduced a new, multi-media marketing campaign, “We Are the R” focusing on both the REALTOR®’s essential role in the transaction as well as seeking to engender members’ pride in their profession. The “We Are the R” campaign has won wide-spread praise and requests by other associations to license the materials for use with their members. Other local associations in the state are also using RAR’s “Working with a REALTOR® . . . The Buyer Brokerage Agreement” brochure that we designed to help members explain the new agency law to clients. Of course, we stayed busy throughout the late spring and summer shepherding almost 2,500 REALTORS® through mandatory RSA classes. While making sure our members were ready for the new agency law was a mammoth educational undertaking, we did manage to lighten the mood and offer some fresh perspectives with our “Selling Richmond” series in which we asked noted leaders to comment on “Richmond’s Past, Present, and Future” while others offered up their “Five Coolest Things about Living in Richmond.” In May, we expanded our horizons even more broadly when we hosted a joint appearance of former governors Kaine and Allen, as both sought election to the United States Senate. That we were able to secure this joint appearance was a clear reflection of the strength of our governmental affairs program. We continue to make our voice heard through proactive advocacy efforts—offering input on the Chesterfield County Comprehensive Plan, playing a key role in proffer reform discussions in Hanover County, and making RPAC endorsements in the Mayoral, City Council, and School Board elections for the City of Richmond. Speaking of RPAC, we had a banner year in 2012—raising over $80,000 thanks in large measure to the efforts of VAR’s newly installed Political Field Representative, Kathy Diradour, a former REALTOR® and good friend of RAR’s. And, last but not least, as I write this column, we’re on the verge of a record-breaking REALTORfest with over 1,300 registrants and over 100 tradeshow booths—unbelievable! That’s what this year has been: unbelievably busy, productive, and fun. It has been an honor to serve each of you. While I’m proud of our accomplishments this year, I’m even more excited about the future. And in Linda Staples Terry, RAR and CVR MLS will have a dynamic, enthusiastic leader in 2013. Here’s to an excellent 2012 and the promise of 2013!

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L I S T ED Volume 7, Issue 3 2012

Contents

L I S T ED

Listed Magazine is published triannually by the Richmond Association of REALTORS , ®

8975 Three Chopt Road, Richmond, VA 23229

Editor-in-Chief Kate Loveluck

Marketing & Public Relations Manager

FEATURE

Advertising & Sponsorship Lisa Garcia (804) 422-5009

2012 A Look Back & A Look Ahead

...................................

marketing@RARealtors.com

Printing & Production Proforma Graphic Information Services

D E PA R T M E N T S

Graphic Design

Association News RPAC Installation Reception, GRI Designees, Tax Tips . . . . . . . . . . . . . .

Sattler Creative

4 The publisher does not endorse advertised products unless specifically stated and reserves the right to reject any advertisements at any time. Any questions about

CVR MLS 2012 The Year in Technology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

CVR MLS Training Schedule December 2012 – March 2013 . . . . . . . . . . . . . .

advertising policy should be directed to the Managing Editor or the Director of Communications and Marketing. REALTOR® members pay annual dues with a one-year subscription included within their dues. Sponsor and

Government Affairs RPAC 2012 Contributors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Special

affiliate members receive a subscription to the magazine as part of their member dues. Annual subscription rate for non-members is $25.

Office:

(804) 422-5000

Fax:

(804) 422-5088

Web:

www.RARealtors.com

Leadership Development Academy Graduates . . . . . . . . . . . . . . . . . . . . 16 REALTORfest 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20

Professional Development Risk Management Check-Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Education Calendar December 2012 – March 2013 . . . . . . . . . . . . . . . . . . . . . . 22

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of the Richmond Association of REALTORS®. Postmaster: Please send change of address to ®

Listed Magazine, Richmond Association of REALTORS , 8975 Three Chopt Road, Richmond, VA 23229

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ASSOCIATION NEWS

2012 RAR Leadership

RICHMOND ASSOCIATION OF REALTORS

2012 RAR Installation Reception Wednesday, December 12, 2012, 5:00p.m. University of Richmond Jepson Alumni Center $15.00 to attend. Please join us for this “thank you” reception for all RAR volunteers and sponsors. In addition, RAR’s leaders for the next year will be installed to their new positions. All 2012 committee volunteers will be admitted free. Please email kburke@RARealtors.com or call 804-422-5010 to register. Congratulations 2012 GRI Designees: Graduate REALTOR® Institute (GRI) is the designation that is most recognized for increasing competency and income potential. Earning the designation also satisfies all of DPOR’s education requirements for license renewal. Congratulations to the following RAR members who earned their GRI designation in 2012:

Useful URL’s

Raffi Bandazian Angel Bolton Drew Cheely Lisa Defrancesco Heather Egan Melissa Grohowski Barbara Henderson Alan King Fay Slotnick

Melissa Bingaman Marcy Caffrey Greg Davis Thomas Denzler Shilpi Golia Pam Hazel Sheronda Jackson Larry King

RAR Home Page RARealtors.com

Scott Ruth

Linda Terry

Cheryl Hamm

Mark Joyner

2012 President

2012 President-Elect

2012 Immediate Past President

2012 Vice President

Directors

Carol Haley Woody Hogg Tom Innes Lummie Jones Michael Maloney Scott Shaheen Bill White

David Adams Dawn Bradley Nancy Cheely Gary Duda Amy Enoch John S. Finn, Jr.

Last-Minute Tax Tips With the end of the year approaching, this is a good time to consider tax deductible expenses for 2012 and weigh the benefit of expediting early 2013 anticipated purchases, in order to deduct them from 2012 taxes. Some of the expense items REALTORS® can typically deduct are: • • • • • • • • • •

Advertising Legal and Professional Fees Dues and Subscriptions Meals and Entertainment Cell Phone Supra Key Broker fees Lock box Fees Education Expenses Office Supplies

• • • •

Client Gifts Internet Mileage Postage and Delivery Costs

RAR members and CVR MLS users can view and print out a receipt for 2012 Association and MLS-related expenses by logging into their online account and clicking on “view paid and unpaid invoices.” Be sure to check with a tax consultant or accountant for questions concerning the deductibility of an expense. RAR & CVR MLS Holiday Schedule The RAR and CVR MLS offices will be closed on the following holidays: Christmas – December 24 & 25 New Year – December 31 & January 1

CVR MLS Rules and Regulations http://cvrmls.myismart.com

Virginia Real Estate Board www.state.va.us/dpor/reb_main.htm

RAR Government Affairs RARealtors.com/government-affairs

Virginia Association of REALTORS® www.varealtor.com

RAR Blog RARealtorsblog.com

Grassroots Action Center Realtoractioncenter.com

Local Home Search www.Homes.Richmond.com

We Are the R Consumer Site WeAreTheR.com

The Real Estate School RARealtors.com/education

RAR Facebook Page Facebook.com/RARealtors

Bill Pay Site RARealtors.com *Hover over Account Manager and click View/Pay Invoices

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CVR MLS

2012 The Year in Technology John Hicks Technical Education Specialist

t is the nature of technology to grow, change and improve, and this year at CVR MLS and RAR was no exception. New products and services arrived, existing ones were upgraded and improved, and members are using this technology to improve their business models more than ever before.

2012 RAR Tech Fair Member education in new technologies was highly elevated this year, beginning with the first CVR MLS Tech Fair in February. The Tech Fair was an acknowledgement of the growing value and importance of technology in the real estate industry. Along with an opportunity to tour the newly renovated facilities at RAR, it offered members a look at many of the technology services CVR MLS vendors provide. It also provided a glimpse of some of the new

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technologies scheduled to arrive in 2012. CVR MLS vendors included CoreLogic, which provides both Tempo™ and Fusion™. Instanet demonstrated the use of Authentisign™ for electronic signatures. RE Stats™ and rbiStats™ presented their market trend and statistics services. Additional demo sessions included iMapp™, for property records, and Kurio™, for mobile MLS access. These presentations on products and services made the 2012 CVR MLS Tech Fair extremely successful in its goal of educating members in emerging industry related technologies.

Fusion™ The most exciting new CVR MLS technology development of 2012 was the release of Fusion™. While it is not an all-new MLS system, Fusion™ is the long awaited cross-browser compatible platform to the CVR MLS database. In addition, Fusion™ adds a host of

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new and powerful features, such as multiple search opening, customizable gadgets, auto-count, mapping tools, and more.

rbiStats™ The real estate industry has an insatiable hunger for information, and rbiStats™ is a tool to help satisfy that need. It is not primarily a research tool for MLS users; but rather a web-based tool to place on websites and allow customers and clients to see current market trends and statistics. The basic service is free to members, and a premium service is available for a monthly fee. Several promotions for this tool were offered exclusively to CVR MLS members this year, such as a free “test drive” period, extra free months with annual subscriptions, and more.

RAR Website The RAR website underwent a total redesign this year. The site was re-organized, and is now freely accessible without the need to log into a members only side. This member portal provides access to membership, billing, education, government affairs, MLS, and risk management information. It is the most efficient and informative electronic point of contact for RAR members.

RE Technology RAR and CVR MLS partnered with RE Technology to provide a free subscription service to members. It hosts a wealth of timely real estate information, news, facts, and trends; and is an exceptional and convenient way to stay current with technological developments in today’s real estate marketplace. Numerous System Upgrades Many existing core services and systems also underwent upgrade and enhancement. Tempo™ is the workhorse of technology and member services, and in 2012, Tempo™ doubled the number of listing photos to 24, increasing the power of MLS to market CVR MLS user listings. ListHub™ is the service that syndicates CVR MLS listings across over 100 real estate websites on the Internet. ListHub added some new features this year, including the ability of participating brokers to review and post comments on websites, where their listings are published. Instanet™ added some dynamic new tools. Tasks and Activity Plans make the Instanet™ TransactionDesk™ a true transaction manager. Using Tools and Activity Plans, users can now virtually process the entire transaction online from anywhere, anytime. Instanet™ Ink allows customization of the appearance of an

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Mobile and portable tools are becoming the mainstay of the ®

industry. REALTORS need the ability to access data from anywhere and supply it to customers and clients from anywhere. electronic signature, making the electronic signature process more personal and user-familiar. And while Authentisign™ itself is not new this year, interest in learning and using electronic signatures has risen exponentially among members, signaling the trend of Authentisign™ becoming a regular part of the real estate transaction process. Kurio™, the CVR MLS mobile access tool, is also not new, but usage among CVR MLS members has dramatically increased. It is now a mainstream service that a large percentage of agents use on a daily basis. Mobile technology will be a major player in the future of real estate.

What’s Next? Most experts in the real estate technology field agree that the future of technology in the real estate industry is mobile access and video marketing. Mobile and portable tools are becoming the mainstay of the industry. REALTORS® need the ability to access data from anywhere and supply it to customers and clients from anywhere. Applications that run on smartphones and tablets are driving this trend; CVR MLS is watching this trend carefully and exploring tools that fulfill this need. Video Marketing, in the place of static printed material, standard photos, and typical website ‘flyer’ displays may well be the future of listing presentations. Video based and interactive tools on websites, in listing advertising, and on tablets in customer presentations is the next generation of technology systems agents will need and their customers and clients will want. Be assured, we are watching and listening. Our goal in 2013 will be to continue to provide the most relevant tools at the most reasonable costs. L

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December 2012 – March 2013

MLS Training Schedule DECEMBER 3 Road Rules

9 am – 11 am

(1 hour CE Ethics, 1 Law/2 hours PL Electives)

Instanet Workshop: The E-Deal

1 pm – 3 pm

(2 hours CE/PL Electives)

JANUARY 15 Tempo CMA

Mobile MLS for REALTORS® Now Also Accessible to Clients 9 am – 12 pm

(3 hours CE/PL Electives)

Instanet Workshop: The E-Deal (2 hours CE/PL Electives)

9 am – 11 am

RE Stats

10 am – 12 am

(3 hours CE/PL Electives)

Instanet/Transaction Desk

1 pm – 3 pm

(2 hour CE/PL Electives)

FEBRUARY 5 Top 10 Tempo Tips

9 am – 11 am

(2 hour CE/PL Electives)

Authentisign/DocBox

1 pm – 3 pm

Kurio®, the premier real estate search service that provides you with real-time access to CVR MLS information directly from your mobile phone or tablet, is now accessible to your clients. A Better Home Buying Experience Kurio® is a valuable service you can make available to your clients for FREE. Access to key property information like beds, baths, list price and more, will help narrow their home search. And when they need more information, you are only one click away. Give them a better home buying experience, and they’ll thank you for it.

(2 hours CE/PL Electives)

Instanet/Transaction Desk

1 pm – 3 pm

(2 hour CE/PL Electives)

Effective Buyer Prospecting

1 pm – 4 pm

(3 hours CE/PL Electives)

Road Rules

9 am – 11 am

Location, Location, Location With Kurio's® location based searches, your clients can retrieve nearby homes for sale and and upcoming open houses WHILE they’re in the neighbhorhood, providing immediate and relevant results.

(1 hour CE Ethics, 1 Law; 2 hours PL Electives)

MARCH 5 I-Mapp

9 am – 11 am

(2 hour CE/PL Electives)

Instanet Workshop: The E-Deal

1 pm – 3 pm

(2 hours CE/PL Electives)

Instanet/Transaction Desk

1 pm – 3 pm

Real Estate Search. Made Easy. With Kurio®, your clients can search listings for sale by MLS number, cross street, address or by a variety of other criteria. ‘Kurious’ daydreamers can look up the biggest McMansions or the smallest, charming starter homes. Searching for local real estate has never been so easy.

(2 hour CE/PL Electives)

Authentisign/DocBox

10 am – 12 pm

(2 hours CE/PL Electives)

For more information or to register, please contact: The Real Estate School

Get Started Today! http://mobile.cvrmls.com/reg/ Already Using Kurio® Mobile MLS? Go to http://mobile.cvrmls.com to login.

at (804) 422-5000, Email: edu@RARealtors.com or log onto www.RARealtors.com and click on “Education”.

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What’s Missing?

You. Every year, there are legislative proposals that place the real estate industry at risk. Make your RPAC investment now to ensure our continued success. Go to www.RARealtors.com today!

Richmond Association of REALTORS® 8975 Three Chopt Road • Richmond, Virginia 23229 Ph 804.422.5000 • Fx 804.422.5088 Now More Than Ever

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G O V E R N M E N T A F FA I R S

2012 Contributors Contributions submitted from January 1, 2012 to October 16, 2012 Susan Accashian Todd Acker Robin Adair David Adams Kenneth Adams Benjamin Adamson Bonnie Agee Rais Ahmed Gail Ailor Rob Aliberti Clara Allen David Allen Donielle Allen Katie Allen Barbara Altis Michelle Altman Emmett Amos Ceci Amrhein-Gallasch Pamela Andrews Shellie Archer George Armentrout Catena Armstrong Terri Armstrong James Ashley Janet Ashworth Jacqueline Atiyeh Wes Atiyeh Gail Atkins Don Atkinson Lisa Atkinson Catherine Babcock David Bailey Terry Bailey Holly Baker Rino Balducci Elizabeth Baldwin Josephine Bannister Vera Barber Thelma Barbour Alice Barkstrom Brooke Barnard Lucinda Barnett Gregory Baron Jeanette Baron-Snipes Michael Barrett Jennie Barrett Shaw Laurel Bartlett Mary Beth Barton Robert Barton Michael Baughan Rhonda Beale MaryAnne Beaty Diane Becker Sharon Beckner Alan Behnke Westley Bennett James Benson Ana Maria Benton Sherry Beran Sarah Bice Susana Bickford Denise Blaha Christopher Blake Whitney Blanchard Suzanne Blanton Mary Anne Bliley Peterson Randey Bloom

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Bruce Boardman Mary Boese Shirley Bonner-Marshall Helen Bowen Lena Bowling Dawson Boyer Bradley Boykin Allen Bradley Dawn Bradley Lori Bradley Elsie Braithwaite Elizabeth Branch Shana Branch Anne Brandon Terri Brennan Darlene Brent Charles Brintley Robert Broaddus Timothy Brock Tequia Brookes Frances Brooks James Brooks Jeff Brooks Nancy Brooks Kenneth Brown Skye Bruce Mark Budzinski Julia Burch Sylvia Burch Linda Burchett C. Gary Burke Cindy Burke Vernell Burton Barbara Byrd Marcy Caffrey Donald Cahoon Valerie Caldwell Ethan Call James Campbell Nickole Campbell James Capel Marjorie Caplice Kathleen Carmichael Vickie Carrier Christy Carroll Tommy Carroll Thomas Cash Philip Cathell Patricia Chang Martha Chapman Adrienne Chappell Deane Cheatham Nancy Cheely Kathy Chenault Michael Chenault Rodney Chenault C. Lynn Childers Sallie Childers Cabell Childress Ken Chin Jason Ciatteo Thomas Clark Nancy Clements Sheila Click Thomas Cochran Sharon Coleman Edward Coley

The Richmond Association of REALTORS® would like to thank its 2012 RPAC contributors. At press time, RAR members had contributed a total of $82,655.92. Contributions have helped RAR to fund pro-business, REALTOR®friendly candidates, ensure that the area’s workforce has a fair chance at homeownership, and maintain professionalism in the real estate industry. Thank you all for making RPAC such a success!

Kimberly Conner Patrick Conner Michael Conway Hank Cosby C. Russell Cosner John Cougill Peggy Coulson Sandra Crawford F. Thomas Cross Jackie Crouch Susan Cullen Mary Anne Currie Jo Ann Dabney Blaine Dalton Debra Dalton Kimberly Dalton Karol Daniel Holly David Carolyn Davis Catherine Davis Greg Davis Pamela Davis Jeanette Davis-Harrell Candace Dawson John Daylor Beth De Vilbiss Andrew Demaree Terrence Dennis David Denson Tom Denzler Bret Derby Steven DeWalle Elmer Diaz Sylvia Diersen Betsy Dinardo LaMar Dixon Dennis Dodson James Donahue Jeffrey Donahue Lynda Donahue Marianne Donahue James Donohue Allen Dorin Ellen Drake Gary Duda Tim Dudley Gary Duke Jeanean Duke David Dunivan Connie Dunkum Ty Dwyer Cathy Dyer Bromby Earle Terry Earnest Wilford Edmonds Heather Egan Barbara Ellis Robert Ellyson Terri Emery Catherine Englishman Amy Enoch Ellen Ess Blake Eudailey Patty Farmer John Farrell Meaghan Farrell Joseph Fawley

Wanda Fears Ashley Fenner Bill Ferguson John Ferguson Michelle Ferguson Dorothy Figg John Finn Robert Firestone Susan Fisher Judith Flaig Graffum Joanne Flanagan Mary Lou Fleisher Jeffrey Fleming Thomas Fleming Dianne Flournoy H. David Fogg Mahood Fonville Eileen Foster Larry Foster Sandra Francisco Nancy Frazier Mary Frediani Dara Friedlander Walter Funn Scott Gaeser William Gallasch Nancy Garrison Wayne Gauthier Tom Gaye Margaret Gentil Altimese George Richard Giles Karen Gilliam Sherry Gilliam Phillip Glaeser Susan Glass Nye Linda Glunt Dorothy Goerner Melinda Goff Smith Joshua Goldschmidt Tammy Gomer Eleanor Goode Barbara Gouldin William Grant Faith Greenwood Harvey Griffith Michael Grim Anne Grindstaff Michelle Groux B. Hunt Gunter Deborah Hairfield Carol Haley Anne Hall Diane Hall Doralyn Hall Kathryn Hall Susan Hall Garnett Hall, Jr. Catherine Ham David Hamil Cheryl Hamm Jeffrey Hamm William Hamnett Patsy Hancock Fred Haren Diane Harring Elliott Mike Harris

Robert Harris Evelina Harris-Wilson Carolyn Hartz Juanita Hash Eileen Hastings Becky Hatch Joe Hatch Katherine Hawks Ernest Hazelwood Kin Headley Gail Hekman Christine Helbig Phyllis Hening Annemarie Hensley Frances Hessler Desiree Hicks Kasey Hicks Katherine Hill Major Hillard Donna Hines Elizabeth Hines Carroll Hippeard Karen Hoerath Harry Hoffmann Patrice Hoffmann Tripp Hogg Woody Hogg Troy Hogge Donna Holcomb Chris Hollister Betsy Holloway Glenda Holloway Mark Holmes Raleigh Hood Kathleen Hooker Patrick Horsley RoseMarie Howard Charles Hudson Jeffrey Huff Wanda Huggins Nathan Hughes Wally Hughes Erin Hungerford Nancy Hungerford Daniel Hunt Jacqueline Hunter Jenna Hycner Anne Innes Philip Innes Thomas Innes Thomas Isbell Earl Jackson Sheronda Jackson Brian Jaffe Matthew James Tabitha James Matthew Jarreau Sarah Jarvis Robert Jeffers Thomas Jefferson, III Chuck Jenkins Donna Jennings Warren Jessup Cindy Jez Thomas Ji Bruce Johnson David Johnson w w w. R A R e a l t o r s . c o m

M. Smith Johnson Neville Johnson, Jr. Sundra Johnson Thomas Johnson Wayne Johnson Bonnie Jones Frederick Jones Lee Jones Lummie Jones Janette Jordan K. Mark Joyner, Jr. Tanya Judon Winston Patrick Kalan Andrea Kampe Michael Kane Paul Kastelberg Sarah Kellam James Kellum Alice Kendrick Leigh Kerkam Karen Kern James Kidd Kerry Kifer Guy Kilgour Judy Kilgour Jennifer King Lisa Kirk Englehart Holly Kleidosty Susan Koechlein Scott Koehler Jody Korman John Koth David Kowalski Jill Kreis Kerry Kreis Ellen Kreuter Mary Sue Krout Kristin Krupp Sandy Kyte William Lahey Edward Landi Gail Landry Beth Lane Anna Lange August Lange Deborah Lange Vernon LaPrade Frederick Larmore Gordon Laroussini Devorah LaVecchia Pamela Lawrence Mary Lawson Anna Lazarchic Kitty Lee Thomas Lee Michael Leland Diana Lemus Sharron Leonhirth Thomas LePage M. Lissa Levitt Lindsay Lewis Cary Lindsey Kathleen Lobdell Paul Locke Eugenia Lockett Brenda Logue Dianne Long Jean Longest April Lopashanski Patrick Loth Sherry Louka Patricia Loving Timothy Ludlow Peggy Lynch Daphne MacDougall David Maistelman K. Michael Maloney Dianne Mann w w w. R A R e a l t o r s . c o m

James Marr Charles Marston Angel Martinez Ned Massie James Mattingly Bill Mattox Christy Maxwell-Huskey Edward Maynes Lee McAllister Angela McClaine Scott McClaine Walter McClure Gwendolyn McCorvey Mary K. McDonald Debra McGlone Jim McTighe Ryan Medlin Mark Meitz Itai Melendez William Melton Regina Merrick Paul Messplay Karen Meyer Eric Middleton Robert Miller Sylvia Miller Wendy Miller Brennan Mills William Millson Ann Mink Jane Minor Dana Mishoe Diann Mitchell Jeanette Mock Allen Mollen Linda Moody Kimberly Moore Marquita Moore Teresa Moore Angela Morris Diana Morris Audri Moseley John Moyer Lee Mumford Ashaar Munir Cory Murphy Gloria Mykich Adair Naff Jim Napier Kurt Negaard Shawn Nelson Ali Newkirk Nina Newton Daniel Nieding Kim Nix Angelika Noblet Catherine Noonan Sherri Norman Justin Norris Rae Nunnally Bruce Oglesby Martha O’Keefe Marilyn Oldham Brian Olson John O’Reilly Charles Osborne Cindy Overton Sandra Owens John Pace Sheryl Paley Monica Palmer Joanne Panek George Panos Jennifer Pardon Jeffrey Paris Allen Parker Thomas Parker David Pastore

Paresh Patel Robin Pearsall Joan Peaslee Catherine Pecci Janet Pembelton Annie Louise Perkinson Wayne Perry D. Sam Perry, Jr. Deborah Persinger Alice Peterson Jeffrey Phillips Christopher Piacentini Jose Pietri Charles Pinkard Lloyd Poe Vernon Poe David Pollard Vadi Ponpandian Blake Poore David Poore Chanel Postell Debra Potts Anne Powell Meg Price Robert Price Sean Priest Austin Pritchard Lynn Pritchard Donna Procise Alton Proctor Eric Proffitt Sandy Prokopchak Tony Proto Teri Pruitt Juanita Pryor Kevin Puller Victor Purdy David Quimby Emily Rackley Jaclyn Rackley Derek Radtke Anthony Rainey Norris Ramsey Regina Randolph John Ransone RAR Graham Rashkind Wanda Rasnick Monica Rawles Barbara Reagan Lee Reams Curt Reichstetter Ruth Rex Sallie Rhett Hunter Rhodes Jill Rhyne Katy Richards Kelly Ricks Patrick Riley Michele Roberson Georgia Roberts Barbara Robinson Jerry Robinson Vincent Robinson Dan Rogers Patricia Rogers Todd Rogers Phil Roper Thomas Rose Virginia Rose Marigrace Rosenberry Amy Rosencrance Zarina Ross Stacey Rowe Christina Royal John Ruckart Scott Ruth Teelo Rutledge Patricia R. Ryan

Cynthia Saady Howard Sadler Mandy Salhab Paul Salvucci Edith Samuel Kimberly Sanchez Raymond Santucci Gerry Saufley Cathy Saunders Melissa Savenko Sandra Schaefer Henry Schechter Louwrens Schlebusch Maureen Schmidt Harry Schultheis Dawn Sclater H. Clifton Scott Eugene Seargent Sandra Seelmann Brenda Shade Claire Shaffner Paige Shaheen Scott Shaheen Robert Sherman Amy Shields Charlotte Shirey Krista Simmerman Liz Singer Carl Singleton Richard Sisson Scott Sleeme Fay Slotnick Boyd Smith Dodee Smith Karen Smith Marvin Smith Mary Stuart Smith Nicole Smith Stephen Smith Tiana Smith Nancy Smithson Thomas Snipes Manuel Sotos Anthony Spezio Dianne Stanley Stella Stanley Angela Steele Harriett Steele Suzanne Steele Lisa Stein Karen Stephens Kyle Stephenson Rick Stockel Kerstin Stoval Martha Straton James Strum Donna Stvartak David Sussman Patrick Swanson Susan Swink Sally Syrquin Sherry Talley-Scott Scot Tanner Gertrude Taylor Veronica Taylor Susan Tepper Brooke Terrell Larry Terry Linda Terry James Thacker Stanton Thalhimer Eugene Thomas John Thomas Kay Thomas Marcia Thomas Glenn Thomason Anne Thompson Kristin Thompson Lauren Thompson

Nathan Thompson Chris Timmons Monte Todd Henri Tohme Robert Tokarz Mark Tompkins Catherine Toomey Bennie Torian Luissette Toro Jack Torza Meg Traynham Renee Truehart Kathy Tucker Dare Tulloch Bradley Turner Christohper Turner William Turner Bettie Tussey Robert Tyler Teresa Tyson James Vass Leroy Vaughan Sue Vaught Nan Velo Barbara Vest Frances Via Thomas Viergever Lisa Vitalone Jacqueline Wade Jonathan Wainwright Lestra Waldrop Barbara Walker Charles Walker Douglas Wallace Kathleen Walser Charlotte Ward Jane Ward Linda Ward Charles Warren Marianne Warren Ray Watson Robert Watts Vivian Weekley Marcia Weinberg Cory Weiner Billy Wells Ric Westervelt Cheryl Whirley Kennetha White Bill White Wray White Sarah Whitmore Christopher Whitney Joseph Whittle Beth Wiegan Kenny Wilbourne Jeff Wilkerson Darrell Williams Katie Williams Lacy Williams Pamela Williams Patti Williams Kevin Williamson Christine Wilson Mark Wilson Max Wilson Samantha Wilson Sandra Winfrey Kevin Winston Bob Witte Steven Wolff Benjamin Woodard Casie Woodfin David Worrie Elizabeth Wright Melissa Yeary Gita Ziegelbaur L I S T ED • 2 012 I S S U E 3

A Look Back

A Look Ahead

Kate Loveluck, Marketing and Public Relations Manager Richmond Association of REALTORS®

ig changes at RAR have been apparent this year, right down to the walls, ceilings, and floors of the headquarters itself. By February, the “pardon our dust” signs were nowhere in sight and a CVR MLS Technology Fair marked the largest event of its kind to be held in the newly renovated headquarters, with enhanced member accommodations. The Tech Fair featured a full day of 20-minute technology demonstrations from vendors such as Kurio™, Instanet™ Solutions, iMapp™, RE Stats, RBIstats, and Tempo™ MLS. Over 400 members stopped by during the day to attend demonstrations and information sessions, meet with vendors, and catch a preview of the Tempo Fusion™ MLS system. Fusion™ was introduced into the lineup of CVR MLS member products in February and now provides a cross-browser compatible database with an iPad application, in addition to other enticing new features. The new consumer outreach marketing campaign, We Are the R, also launched in February, including print and digital advertisements strategically placed within the local media. The objective of the campaign is to remind consumers that a REALTOR® is a valuable and indispensable resource during the home buying and selling process, an unparalleled professional in the real estate industry, and a force of good in the local community. Each advertisement directs consumers to the campaign website WeAretheR.com, which hosts

links to the consumer facing www.homes.richmond.com property search site, information on how a REALTOR® can assist home buyers and sellers, information about the Buyer Brokerage Agreement, local REALTOR® goodwill stories, and video testimonials from satisfied REALTOR® clients. In addition to the new consumer oriented blog WeAretheR.com, blog.RARealtors.com was launched, containing up-to-date association news and events, as well as technology tips and various member alerts. The RAR blog now provides members with a searchable source of archived member information. In March, RAR’s Young Professionals Network kicked off its Selling Richmond series – seminars featuring prominent Richmond leaders, who outlined excellent selling points of Richmond as a hometown, what’s currently happening in the area, and what’s coming in the future. Also in March, the 2012 Virginia General Assembly adjourned, passing several noteworthy pieces from this year’s legislative agenda. These bills included legislation that establishes a licensing structure for Appraisal Management companies, exempts condos sold at auction from the three-day right of rescission, and allows owners to remediate mold on their own properties. The month concluded with the annual Distinguished Achievers Awards reception, held at the Virginia Museum of Fine Arts. April marked the launch of the newly redesigned RARealtors.com website, with a fresh look, updated content, and intuitive, user-friendly site mapping, as well as additional Continued on page 14

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2012 continued from page 13

search functions. A news ticker with an RSS feed was also added to the top of the RARealtors.com homepage, to alert members to current industry news and events from a compilation of trusted sources. In May, RAR, in cooperation with the Southside Virginia, Fredericksburg, Charlottesville, and Williamsburg Associations of REALTORS®, hosted a joint appearance with former Governors and Senatorial candidates George Allen and Tim Kaine at the Hilton Short Pump. The event drew over two hundred REALTORS® to hear each candidate’s platforms and approaches to foster a healthy housing industry. This summer marked the implementation of Virginia agency law changes, and the new brokerage agreement requirement. RAR helped facilitate this transition for members with an abundance of mandatory Residential Standard Agency classes held at the Association; developing, producing and distributing a brochure to explain the Buyer Brokerage Agreement to consumers; and developing several new listing and buyer brokerage forms that can be accessed through Tempo™ and Fusion™. In September, the Association held a reception at Maymont for donors of the Richmond REALTORS® Political Action Committee. Contributors of $250 and higher attended a private dinner with local and state elected officials following the reception. For the first time since 2007, RPAC exceeded its fair share fundraising goal of $80,020. Its success can be attributed largely to the help of Kathy Diradour, VAR’s Political Field Representative. Kathy has helped spread the word about RPAC, made sure members understand its importance, and increased not only financial figures, but also member participation. October marked the return of RAR’s signature biennial trade show event, REALTORfest. Over a thousand industry professionals gathered at the Greater Richmond Convention

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Center for a full day of education, inspiration, networking, and fun. The theme this year was “There’s No Place Like Home,” which welcomed local REALTORS® to walk the tradeshow floor down a “yellow brick road.” The exhibition hall glittered green and gold, and the convention center was transformed for a day into the “Emerald City.” The day kicked off with keynote speaker Mike London, UVA Head Football Coach and 2011 ACC Coach of the Year. Other stand-out features of the event this year included a SteinMart fashion show during the luncheon, downtown walking tours offered by the Valentine Richmond History Center, and a performance during happy hour by Raffi Bandazian and the Narod Ensemble. Looking back on the past year, Scott Ruth is particularly proud of the caliber of technology and Agency Law training the Association provided to its members. “The Association, I feel, did a very good job this year bringing attention to the technology aspect in this changing environment in real estate that is happening so quickly,” he said. “It’s a challenge for all of our members at different levels of experience, and the Association has created a training atmosphere that makes the transition more comfortable.” As the new year approaches, Linda Terry, RAR’s 2013 President, is pleased by the promise she believes the new year holds, and is excited about helping to prepare Richmond area REALTORS® for a strong year. “I anticipate a year of increased activity and continuing positive advances in the housing market,” she said. “We can expect to see more new home starts and a stronger spring selling season. The RAR staff will be working to bring agents classes and technology tools to enhance the business of buying and selling homes in Greater Richmond.” Linda also stresses the importance of RAR’s government relations efforts. “We will all need to support NAR by taking a vocal stance to preserve the homeowner Mortgage Interest Deduction, which is critical to keeping our nation on an upward track out of its economic woes,” she said. Linda looks forward to the continuation and expansion of the current We Are the R marketing campaign into 2013, as well as the biennial Real Estate Trends Conference. “Expect more visibility of the fabulous We Are the R campaign, that educates the public about the many benefits of hiring a REALTOR®,” she said. “Also, the Real Estate Trends Conference coming later in the year is one of my favorite RAR events, and I hope to see everyone there,” she added. L

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Graduates of the Leadership Development Academy

Class of 2012 Share Their Experiences

The Leadership Academy brought great minds and different views together to create an atmosphere of learnThe training is invaluable and I highly recommend it – I learned how to really listen, get organized, and how to become a better public speaker. -Andrew Haugh, Housing Opportunities Made Equal (HOME)

The Leadership Development Academy was unlike any other training I’ve been through. The training gave me a new perspective on how to run my business model and how to engage other coworkers, clients, and most importantly friends and family. In addition, the course allowed me to network with some of the most active Brokers and REALTORS® in the industry. I highly recommend this training. -Blake Poore, Joyner Fine Properties

My experience with the 2012 Richmond Association of REALTORS® Leadership Development Academy was incredible. In addition to offering valuable interactions and exchanges with stellar real estate professionals, the Academy presented numerous opportunities to pull back the real estate curtain on a local, state, and national level. The program is a must for REALTORS® interested in servant based leadership. -R. Carter Ritchie, Refine Properties

ing and continued growth. This experience has afforded me the opportunity to get to know other Brokers and Agents who are like-minded and strive to improve not only their own business but those around them while serving the public. The program truly had me asking new questions, exploring my own strengths, and learning from my weaknesses. It is a great opportunity that all Brokers should explore. The friendships and relationships built are invaluable. -Danielle Kenny, Wind Chime Properties

I am honored to be a part of the 2012 Leadership Development Academy. The experience put me in situations that I would not normally be in on my own; thus expanding my real estate knowledge, as well as my selfawareness. I am truly thankful to have been a part of the Academy, and, most of all, I am thankful for all of the new friendships that I have created because of my participation. -Dawn Sclater, Sunshine Realty Group, LLC

The Richmond Association of REALTORS® Leadership Development program has been an extremely enriching experience for me. It has allowed me to grow and to have an introspective view of myself and my abilities to interact with others. The group has made it an enjoyable and productive experience. -Denise Kelley Vice, Synergy Realty, LLC

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The Leadership Development Academy has provided me with a superior learning experience. It was a packed year of education on the workings of the RAR, individualized coaching, excellent speakers, and, most importantly, a terrific opportunity to meet other focused, successful real estate professionals. Kudos to Peggy Lynch and Laura Lafayette for providing us with this fantastic program. -Jenny Maraghy, Joyner Fine Properties

Being a part of the Leadership Development Academy was such a rewarding experience for me, both personally and professionally. Our group learned so much together and had a lot of fun in the process! The coaching we received has greatly enhanced my communication and

I didn't know what to expect from the LDA when I joined, but after the first meeting I could tell this was the real deal. The material Mark and Maureen presented was awesome! The open and honest sharing from the other participants made it really great as well. To have a program like this for our membership to grow and learn

leadership skills; and I am especially grateful for the opportunity to get to know the incredible, talented agents in our group. I consider my involvement in the Leadership Development Academy a highlight in my real estate career. Many thanks to RAR for the opportunity! -Jill Eades, Coldwell Banker Dew Realty, Inc.

from is wonderful. If you want to learn to lead in business, or just grow as a person, take advantage of this great program. -John O’Reilly, Base Camp Realty

I am so grateful that I was given the opportunity to attend the Leadership Academy! It provided a fantastic personal growth experience. I enjoyed every minute of it! -Stacy Legge, Virginia Capital Realty

When I started the leadership class I really had no expectations. But the class was an amazing experience. I've never been involved with a better gathering of talented real estate professionals. The contacts are priceless and the content was invaluable. -Mike Hogan, RE/MAX Commonwealth

Being part of the LDA this past year was an incredible experience. To be surrounded by like-minded professionals represented by different brokerages around the area was like having a best-of-the-best mastermind group. Having two coaches that took time to learn about our industry challenges and obstacles was invaluable. Not

The Leadership Academy provided new tools to be a leader in the field, as well as a great way to network with other professionals. -Monica Rawles, Long & Foster Real Estate

LDA is a great experience for everyone in our real estate community. The time spent in the Academy affords an opportunity to learn strong leadership skills, meet leaders in our community and network with other agents and brokers. Our group trip to NAR headquarters was a highlight; we just happened to be there the same time as the current President of NAR. He gave us a tour of his D.C. office and answered all the questions we sent his way! I would recommend to any member of RAR that they apply to participate in LDA.

only did the LDA further my knowledge of the legal, political and contractual aspects of being a Realtor®, but it also added to my self- improvement and growth. -Susan Morris, Keller Williams

If you want to have deeper, stronger relationships with your clients, friends, family, co-workers, and most importantly yourself, I highly recommend applying for this class! What I love most about the LDA class is how it helped me see different perspectives, especially in everyday situations. The guest speakers were phenomenal and generous with their time and talent. I believe the bonds I've created with my fellow classmates will last a lifetime. -Tanya Judon-Winston, Ricks Lifelong Realty, Inc.

-Patti Williams, Keller Williams

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PROFESSIONAL DEVELOPMENT

Risk Management Check-Up Peggy Lynch, GRI, Director of Professional Development and Broker Services

his year was marked by a number of significant regulatory and legislative changes affecting Virginia real estate licensees. Central Virginia REALTORS® also saw changes to MLS rules and regulations, as well as the NAR Code of Ethics. With so many changes in a single year, it is a good idea for brokers and agents to perform a risk management self check-up to ensure they are in compliance going forward. To assist with this, we have assembled a list of key areas to review:

1. Agency Law

-Effective July 1, 2012, important changes to Virginia Agency law went into effect. a. Prior to license renewal all licensees must complete a three (3) hour VREB approved course covering Residential Standard Agency. b. Written brokerage agreements are now required when representing a purchaser, seller, landlord or tenant in a real estate transaction. These agreements must be kept by the firm for a period of three (3) years.

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c. The one page Disclosure of Brokerage Relationship form was replaced by several new agency disclosure forms, covering dual and designated agency/representation and disclosure for unrepresented parties. Review forms currently in use and delete all out of date forms. Instanet™ and TEMPO™ are excellent sources for transaction forms, and obataining forms from these sources is a good way to ensure use of the most up to date versions. d. Office policy manuals should be updated to address the types of representation the firm will offer (standard agency, limited service and/or independent contractor).

2. Other notable legislative changes: a. Condos and POAs - Properties within POAs that are sold at auction are currently exempted from the 3-day right of cancellation granted under the Act. This legislation grants that same exemption to Condos sold at auction. b. Property Management Water/Sewer Charges - Landlords were often subject to liens on their rental properties due to the w w w. R A R e a l t o r s . c o m

unpaid water and sewer bills of their tenants. Legislation was passed to equalize the powers of localities and water and sewer authorities and eliminate requirements that landlords place such services in their names. Tenants may be required to pay a security deposit equal to 5 months of service to be used if bills are unpaid, which will eliminate most instances of landlord liens. c. Landlord-Tenant Law Revisions • Electronic copies of leases may now to be admitted into evidence in a court of law, instead of requiring the original lease; • Property owners may remediate mold on their own property; • Virginia law is now consistent with the federal law on foreclosure of a dwelling unit occupied by a lawful tenant; • Clarification was added that the residential provisions of the Virginia Landlord Tenant Act apply only to dwelling units, not to commercial properties; • Clarification was added that the landlord may charge the tenant for insurance coverage relating to the premises and an administrative fee for administration of landlord tenant insurance programs; • Definitions were edited and the acceptance of rent with reservation in the Virginia Landlord Tenant Act and the Virginia Residential Landlord Tenant Act is now conformed.

3. Brokerage Firm Audits – DPOR announced that it is discontinuing its all-inclusive random firm audit program. In its place, a Principal Broker/Supervising Broker/Sole Proprietor must complete a self-audit of the firm’s operations, policies and procedures at least once during each firm license term. A copy of the six page inspection form can be found in the Broker Resource Center on the RARealtors.com web site, as well as the DPOR web site. The completed self-audit form must be kept on file and produced when and if requested by an authorized agent of the Virginia Real Estate Board. This change does not preclude random inspections of firm offices and the real estate board may use the information in the completed audit when conducting the inspection. 4. Other changes of note: NAR Code of Ethics Several revisions were made to the REALTOR® Code of Ethics in 2012. The changes outlined below reflect current issues and situations facing real estate practitioners. a. Authorized use of property A new Standard of Practice interpreting Article 1 prohibits REALTORS® from accessing, using, or permitting others to w w w. R A R e a l t o r s . c o m

access or use, listed or managed property on terms or conditions other than those authorized by the owner or seller. b. False statements against others Article 15’s obligation to refrain from knowingly or recklessly making false or misleading statements was expanded to cover “other real estate professionals, their businesses, and their business practices.” c. Mediating disputes The dispute resolution scope of Article 17 now includes the duty to mediate otherwise resolvable disputes in cases where the association of REALTORS® has established a duty to mediate. d. Waiving mediation and arbitration Standard of Practice 17-2 was amended to make it clear that REALTORS® are not obligated to mediate or arbitrate in cases where all parties to the dispute choose not to have it mediated or arbitrated through the association.

5. CVR MLS Rules and Regulations On June 11, 2012, the CVR MLS Multiple Violations Rule went into effect. If a CVR MLS user has six (6) or more un-refuted Notices of Violation within a calendar month, or six (6) or more violations of the same rule within a calendar year, the user will be fined $500.00. NOTE: Corrected violations are included in the violations count. This fine will apply regardless of whether the underlying violations were corrected and/or a fine was assessed for the individual violations. The goal of the MLS compliance process is to maintain the quality and integrity of the MLS database. The intent of this new rule is to address repeat violations of the same rule and patterns of consistent rule violation. The violation count includes violations that are corrected within five (5) days of receipt of a violation notice. So it is important to respond to all violation notices promptly and to notify the MLS, if you dispute the finding of violation. The iCheck software may occasionally recognize the presence or lack of some data as a violation when, in fact, it is not. In the case of an inaccurate finding of violation, you should respond to the notice and provide an explanation. Confirmed inaccurate violation notices will not be included in the user’s violation count. If you have any questions concerning any of the changes mentioned in this article, you can call Peggy Lynch, Director of Professional Development at 804-422-5006 or email Plynch@rarealtors.com. L L I S T ED • 2 012 I S S U E 3

n October 23, RAR members and other industry professionals gathered at the Greater Richmond Convention Center in downtown Richmond for a full day of education, networking, and fun. The theme of this years event was “There’s no place like home.” Members walked onto a vibrant tradeshow floor down a long stretch of yellow carpet, and were greeted by Dorothy and Glinda, in full costume. The day began with a powerful keynote address from University of Virginia head football coach Mike London. Mid-day, a seated luncheon included a fashion show, courtesy of SteinMart, featuring REALTOR® members donning the latest fall looks. After lunch, in addition to the other educational seminars, those in attendance could opt for guided historic Richmond walking tours, provided by the Valentine Richmond History Center. Seminars included a wide range of topics, from technology, legal issues, and HUD sales, to property management, communications skill building, and regional politics. Additionally, 20-minute technology education sessions were held in the tradeshow throughout the day. Over a hundred vendors offered their expertise on the latest products and services available in real estate to a record breaking number of attendees. A happy hour concluded the day, featuring a performance by REALTOR® member Raffi Bandazian and the Narod Ensemble.

The intersection of Ruby Slipper Road and Cowardly Crossing

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The tradeshow floor buzzes with excitement

Keynote Speaker Mike London

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Representatives from The Grout Doctor sport their white lab coats

DirectBuy Richmond joined REALTORfest vendors for its first time this year

Members head into a seminar

President Elect Linda Terry enjoys a Shaheen Law Firm cookie, as she walks to a seminar with Past President Cheryl Hamm

First Choice Chiropractic offered attendees complimentary chair massages Dawn Bradley walks to lunch with her colleagues

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New American Mortgage's 'Captain America', 'Bat Girl', and 'Wonder Woman' dance on the tradeshow floor Catering by Jill serves scoops of fancy mashed potatoes

UVA Head Coach Mike London delivers a keynote address First American Home Warranty representative Katy Richards greets tradeshow guests

A Valentine Richmond history Center representative begins the 'north' walking tour

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Dorothy and Glinda join Call Federal Credit Union at their booth

Guests consult their schedules and maps of 'Oz' Raffi Bandazian and the Narod Ensemble perform during happy hour

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December 2012 – March 2013

RAR Education Calendar

DECEMBER 3

Fair Housing

DPOR Firm Self Audit Workshop

PL Mandatory

Agency

Commercial Tenant Default

GRI 411 – Successful Settlement

CE Mandatory 8 hours

CE/PL Electives 8 hours

Quadrennial Ethics

9 am – 12 pm

(3 hours CE/PL Fair Housing) (2 hours CE Broker Management Credit Pending)

10 am – 12 pm 8:30 am – 5 pm

(3 hours CE/PL Law, Agency, Ethics)

1 pm – 4 pm

(3 hours CE/PL RSA) (3 hours CE Law/3 hours PL Electives)

9 am – 12 pm 8 am – 5 pm

(7 hours CE/PL Electives)

(2 Fair Housing, 3 Ethics, 1 Law, 1 Agency, 1 Contracts) (CE-1 Law, 1 Agency, 2 Contracts, 4 Electives; PL-8 Electives)

9 am – 5 pm 9 am – 5 pm 9 am – 12 pm

(3 hours CE/PL Ethics)

JANUARY 9

CE Mandatory 8 hours

CE/PL Electives 8 hours

(2 Fair Housing, 3 Ethics, 1 Law, 1 Agency, 1 Contracts) (CE-1 Law, 1 Agency, 2 Contracts, 4 Electives; PL-8 Electives)

PL Mandatory

Broker CE 8 hours

Agency

Effective Contract Writing

Real Estate Marketing Reboot

9 am – 5 pm 9 am – 5 pm 8:30 am – 5 pm

(3 hours CE/PL Law, Agency, Ethics)

9 am – 5 pm

(8 hours Broker Management)

9 am – 12 pm

(3 hours RSA Agency) (3 hours CE Contracts/3 hours PL Offer to Purchase)

9 am – 12 pm 9 am – 5 pm

(7 hours CE/PL Electives)

FEBRUARY 4*

Pre-Licensing Broker Law

9 am – 5 pm

Pre-Licensing Broker Law (*and 8, 12, 15)

9 am – 12:30 pm

CRS – “No Bull Selling”

8:30 am – 5 pm

PL Mandatory (3 hours CE/PL Law, Agency, Ethics)

8:30 am – 5 pm

1st Quarter Membership Meeting – “Smart Growth for the 21st Century” (3 hours CE/PL Electives) 1 pm – 4 pm

CE Mandatory 8 hours

CE/PL Electives 8 hours

Brokerage Agreement Workshop

Agency

Fair Housing

(2 Fair Housing, 3 Ethics, 1 Law, 1 Agency, 1 Contracts) (CE-1 Law, 1 Agency, 2 Contracts, 4 Electives; PL-8 Electives) (CE-2 Contracts, 1 Law or 3 Broker Management; PL-3 Electives)

9 am – 5 pm 9 am – 5 pm 9 am – 12 pm 9 am – 12 pm

(3 hours CE/PL RSA)

9 am – 12 pm

(3 hours CE/PL Fair Housing)

MARCH 4*

Pre-Licensing Broker Finance

9 am – 5 pm

Pre-Licensing Broker Finance (*and 8, 11, 15)

9 am – 12:30 pm

Smart Phones & Mobile Devices

9 am – 11 am

PL Mandatory

CE Mandatory 8 hours

CE/PL Electives 8 hours

Advanced Contract Writing

Smart Growth for the 21st Century Seminar

Successful Buyer Representation in New Home Sales

Agency

Broker CE 8 hours

(2 hours CE/PL Electives)

(3 hours CE/PL Law, Agency, Ethics)

8:30 am – 5 pm

(2 Fair Housing, 3 Ethics, 1 Law, 1 Agency, 1 Contracts) (CE-1 Law, 1 Agency, 2 Contracts, 4 Electives; PL-8 Electives) (3 hours CE Contracts/3 hours PL Offer to Purchase)

9 am – 5 pm 9 am – 5 pm 9 am – 12 pm 9 am – 11:30 am

(Credit Pending)

(3 hours RSA Agency) (8 hours Broker Management)

9 am – 5 pm 1 pm – 4 pm 9 am – 5 pm

For more information or to register, please contact: The Real Estate School at (804) 422-5000 E-mail: edu@RARealtors.com or log onto www.RARealtors.com and click “Education”

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