YOUR CLIENTS 2020 Forms Changes 8
YOUR BUSINESS Ask NVAR: Assistance Animals 30
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HAPPY SPRING IN A ‘NEW NORMAL’ FOR BUSINESS
MAY+JUN Volume 103, Issue 3 2020 Board of Directors President of the Board: Nicholas Lagos President-Elect: Derrick Swaak Immediate Past President: Christine Richardson, CDPE, CRS, CSP, GRI, PSA Secretary/Treasurer: Reggie Copeland, ABR, GRI DIRECTORS-AT-LARGE Rob Allen Amina Basic Deborah Baxter Shirley Buford, CRS, GRI, SFR Heather Embrey, CRS, GRI Shelia Jackson, ABR Peter Nguyen, ASP, e-PRO Thai-Hung Nguyen, CRS, ABR, CIPS Sherry Rahnama Ken Tully, GRI Marriah Unruh, ASP, e-Pro Dallison Veach, ABR, CRS, GRI, CDPE Publisher: Ryan Conrad, CAE, CIPS, RCE, rconrad@nvar.com Editor-In-Chief: Ann Gutkin, agutkin@nvar.com Sr. Editor: Kate O’Toole, kotoole@nvar.com Advertising Sales: Travis Yaga, travis.yaga@theYGSgroup.com Graphic Designer: Wanda Ng Fontana Associate Creative Director: Ricky Webster Digital Marketing Specialist: Kyle Transue Contributors: Terry Clower, Mary Beth Coya, Cansu Freeman, Frank Dillow, Daniel Harris, Candyce Hollingsworth, Michele Lerner, Paula Martino, Matthew Troiani, Josh Veverka and Keith Waters
Interested in advertising? Please contact travis.yaga@theYGSgroup.com for information. The RE+VIEW (ISSN 10988475) is published bi-monthly by the Northern Virginia Association of Realtors® as follows: combined issues for January/February, March/April, May/ June, July/August, September/October and November/ December. Periodicals postage paid at Fairfax, VA 22030 and additional mailing offices. Subscriptions account for $19 of each member’s annual dues. Annual subscriptions are available to non-members for $39. Subscription inquiries may be sent to the RE+VIEW c/o Northern Virginia Association of Realtors® at 8407 Pennell Street, Fairfax, VA 22031-4505. Copyright 2020 by the Northern Virginia Association of Realtors®. All rights reserved. Postmaster: Please send address changes to: RE+VIEW Northern Virginia Association of Realtors® 8407 Pennell Street, Fairfax, VA 22031-4505 Telephone: 703.207.3200 | FAX: 703.207.3268 Web: NVAR.com E-mail: re+view@nvar.com Advertising Info: Travis Yaga, travis.yaga@theYGSgroup.com Join us on...
By Nicholas Lagos
None of us can argue that this is a typical spring real estate market. The world has been turned upside down due to the COVID-19 pandemic, and news changes quickly. But the need to stay focused, calm and committed could not be more important. As your President, I can assure you that your Board of Directors, the NVAR staff team and I are committed to going the distance – no matter what challenges we might face as an industry, profession or community. As a Realtor®, you should endeavor to do the same with your clients. My primary wish is that everyone is safe and healthy. While we are not clear about when things will begin to get back to our “new normal,” we must all take steps to continue to operate our businesses and maintain a healthy mindset. These are indeed trying times, but as Realtors® it is so important to remain committed and available for your clients. Continue to stay in touch with your sphere of influence and your clients to provide service in the best way possible. This is not the time to retreat or depart from the basics of good business. As we all follow the Governor’s stay-at-home orders, this is the perfect opportunity to reach out to your clients and friends. Chances are, they’re available! We all realize the need to practice social distancing, but there is nothing to keep us from being “socially committed;” in that respect, do not be socially distant. Pick up the phone to see how they are doing, if they need anything, or if you can be of assistance to them in any way. At times like these, it’s more important than ever for you to remind your clients that you are there for them, you are a market expert, and you are available to support them should they need you. Reach out using the phone, greeting cards, email, social media or whatever it takes to connect. Third-party internet vendors can never replace Realtors®. The value of a Realtor® who is caring, knowledgeable, and empathetic cannot be minimized during difficult times. As most of us are working remotely, we have learned to adapt and adjust to the circumstances that have altered the way we conduct much of our business. We have had to re-invent the way we operate on a day-to-day basis. Each of us has our own unique style, but I challenge you to think of ways to improve so that you are prepared to hit the ground running when we can return to our “new normal.” Let your commitment to real estate show. We will get through this. In the meantime, thank you for your continued professionalism and commitment. Now is the time to stay positive. In my many conversations with Realtors®, I’m encouraged by our resilience as an association and individually. Many of you have shared on social media the ways that you’ve stepped up to our challenge to #ShowUsWhoYouR because as Realtors® #ThatsWhoWeR. Our clients still needs us – the economy needs us – the community needs us.
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NVAR @NVARFFX
Nicholas Lagos 2020 NVAR President president@nvar.com
Ads in RE+VIEW magazine do not necessarily carry the endorsement of NVAR.
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PETS BUYERS AND SELLERS AND
OH MY!
Learn how to evaluate your clients’ needs in a pet-first climate.
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Shop Realtor®: Delivering Value Through Eight Core Competencies PRE-APPOINTMENT CLIENT PRESENTATION
ON THE MARKET OFFER TO CLOSING
BUSINESS MANAGEMENT
PERSONAL SUCCESS
BUSINESS MARKETING
REALTOR® PROFESSIONALISM
YOUR CLIENTS
YOUR BUSINESS
8 Forms Changes: Listing Statuses, Economic Hardship, COVID-19
7 COVID-19 Resource Section
20 Market Metrics: The COVID-19 Impact on Northern Virginia Real Estate 32 NVAR Cares Supports Pawfectly Delicious Dog Treats 36 Commercial Real Estate: Innovative Small-scale Producers Thrive with Northern Virginia’s Increased Zoning Flexibility 44 Navigating Digital Transactions From Start to Close
11 Northern Virginia Localities Face Budget Changes in Response to COVID-19 12 Virginia’s New Laws, New Leadership, New World 15 Working from Home: Shop Realtor® and Your Member Services 18 Leasing & Property Management Considerations in the COVID-19 Era 23 Recognizing Work-from-Home Pet Buddies 30 Ask NVAR: Assistance Animals
DEPARTMENTS 3 President of the Board 6 CEO Column 42 NV/RPAC Investors
34 Book Review: “What the Dog Saw” 45 Class Schedules 46 Service Provider Directory
35 Casey Sutherland Earns NAR 30 Under 30 Recognition 38 Housing Challenge Event Unites Diverse Stakeholders in Search for Missing Middle Options 40 NVAR Board of Directors Election Process 41 Why the U.S. Census Matters for Your Business
The views expressed in this publication may not reflect NVAR policy, and may be the opinions of the writer or interviewee. Reach us by email at re+view@nvar.com.
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43 Realtor® Advocacy and NV/RPAC: Protecting Your Business During the COVID-19 Pandemic
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ceo column
BUSINESS AS USUAL MEANS ADAPTING TO MEET MEMBER NEEDS IN UNUSUAL CIRCUMSTANCES During these unprecedented times, we are all faced with changing circumstances on a daily – sometimes hourly – basis. What remains constant, though, is our ability as an industry to adapt in the face of change and our efforts as an association to support your business needs. Nowhere is this better reflected than in NVAR’s response as an association to the COVID-19 pandemic. While the world around us has changed, we remain steadfast in our commitment to you. Locally at NVAR, as well as at the state and national levels, your staff teams have not skipped a beat in ensuring that your business needs are met, your calls and emails are answered and your concerns are addressed. Our legislative teams at the local, state and national levels are working tirelessly on your behalf, not only for your continued ability to transact business, but also to ensure access to extended unemployment benefits for Realtors® as independent contractors. Thanks to their lobbying efforts, you can continue to safely show homes, sign contracts and record transactions. Since mid-March, our virtual workplace has been operating
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full-time to deliver membership and lockbox services, enhanced communications, continuing education, and top-quality programming. Committee and forum members are meeting, strategic planning and initiatives are on track; in short, the only thing that’s changed is our physical presence in Fairfax and Herndon. Instead, our multiple home office locations throughout the DMV are “online for business” and ready to serve you! In fact, at NVAR, we are going beyond the basics to bring you virtual events featuring elected officials, nationally-recognized speakers and renowned subject-matter experts. Check out our webinar recordings at NVAR.com/OnlineLearning to view programs that you may have missed. And be sure to read our emails, follow us on social media and visit our website to learn about upcoming opportunities. Rest assured that while our circumstances may be unusual, at NVAR it is business as usual when it comes to meeting the needs of our members – and business reimagined as we forge ahead to deliver value and Take You Further in new and exciting ways. Ryan Conrad, CAE, CIPS, RCE, e-Pro NVAR Chief Executive Officer rconrad@nvar.com
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covid-19 resources
COVID-19 Resources By Kate O’Toole
AS THE COUNTRY GRAPPLES with life and business during the COVID-19 era, Realtors® have found themselves in a unique position – not only navigating stay-at-home orders, loan programs, unemployment assistance and other complexities for their own purposes, but also for their clients. Although the situation evolves daily, Realtors® continue to demonstrate their relevance as they adapt to meet the needs of their buyers and sellers.
RELIEF PACKAGE On March 27, 2020, Congress passed the Coronavirus Aid, Relief, and Economic Security Act (CARES Act) – a $2 trillion COVID-19 economic relief package for families, small businesses, and individuals who are self-employed and independent contractors. The Small Business Administration (SBA) loan programs, available to Realtors® through the CARES Act, quickly ran out of money as businesses scrambled to apply. On Thursday, April 23, Congress passed additional legislation to replenish funding for the loan programs, as well as an additional $25 billion for coronavirus testing and $75 billion for hospitals. For continued updates on these loan programs, visit nar.realtor/coronavirus.
CARES ACT AT A GLANCE: Small Business Administration Provisions – puts forth two main vehicles for small business relief efforts: the Economic Injury Disaster Loan (EIDL) and the Paycheck Protection Program (PPP). Housing – provides for mortgage forbearance; moratorium on eviction filings, fees, or penalties for tenants; http://nvar.com/2003 RE+VIEW
rental assistance and more. Credit Reporting & Student Loans – adds provisions related to the duties of furnishers and student loan forbearance. Infrastructure – expands broadband and provides transit infrastructure grants. Tax – allows most Americans with incomes below stated thresholds to receive cash payments from the federal government in the amount of $1,200 per adult plus $500 for each child under the age of 17. Unemployment Benefits for SelfEmployed – enables self-employed individuals, independent contractors, and other individuals who are unable to work as a direct result of the COVID-19 public health emergency, and would not qualify for regular unemployment benefits under state law, to be eligible to receive “Pandemic Unemployment Assistance.” These benefits are administered by the states, in accordance with this new federal law. View the Virginia Employment Commission (VEC) website for more information at vec.virginia.gov.
REALTOR® EDUCATION AND LICENSE EXTENSIONS DPOR has granted a temporary waiver of regulations to extend the validity of expired licenses, certifications, registrations and other authorizations until 30 days after the state of emergency in Virginia is lifted. View information about D.C. and Maryland at NVAR.com/realtorschool. Until further notice, all NVAR classes will be held virtually and are subject to change at the discretion of MAY+JUN 2020
STAY INFORMED COVID-19 Resources: • Center for Disease Control cdc.gov • World Health Organization who.int • Occupational Safety and Health Administration osha.gov
REALTOR® RESOURCES • NVAR.com/covid19 • VirginiaRealtors.org • NAR.realtor • Department of Professional and Occupational Regulation: dpor.virginia.gov/COVID-19 • Bright MLS: brightmls.com/covid19
the NVAR Realtor® School. NVAR is also hosting webinars and other special programs online, which can be found at NVAR.com/calendar. Kate O’Toole is the NVAR digital content manager & senior editor.
The information included here is a brief summary. The association teams at the local, state and national levels will continue to provide frequent information, resources and initiatives to support Realtors® as we collectively acclimate to the “new normal” of conducting business in today’s environment. 7
forms changes
2020 Forms Changes LISTING STATUSES, ECONOMIC HARDSHIP, COVID-19 By Daniel B. Harris, Esq. and Matthew L. Troiani, Esq.
THE NVAR STANDARD FORMS LIBRARY has been updated to provide Realtors® with new tools and to correct certain outdated forms. The following changes were approved by the Board of Directors effective April 1, 2020: K1385 OPTIONAL LISTING INFORMATION SHEET This new form is designed to assist buyer’s agents when submitting offers. It is prepared by the listing agent and 8
contains a comprehensive collection of the information necessary to submit a clean offer. Listing agents can upload the form directly into the MLS for easy access. This form eliminates the need for the buyer’s agent to contact the listing agent for basic information concerning the property, such as party names, conveyances, fixtures and utilities. For simplicity, its sections mirror those in the Residential Sales Contract. It also contains language notifying buyers that MAY+JUN 2020
it is not a disclosure or representation by the seller. This is an optional form which the parties may choose to incorporate into their agreement. K1308 BUYER’S ACKNOWLEDGEMENT OF POTENTIAL ADVERSE CONSEQUENCES This form was last updated in 2005. It provides brokers with written confirmation that their agents discussed the potentially adverse RE+VIEW http://nvar.com/2003
forms changes
consequences associated with waiving certain contractual protections (home inspection, financing, etc.) with their buyer clients prior to submitting the offer. It has been modified to remove ambiguous provisions and to update formatting and terminology consistent with modern NVAR forms. K0004 LISTING AGREEMENT AMENDMENT This form has been substantially modified to comply with the current MLS statuses and the Bright MLS (Bright) Off-MLS and Office Exclusive Policies. There were concerns that the K0005 Listing Withdrawal form was being misused because of the change to the Bright definition of Withdrawn status. To address these concerns, relevant provisions of K0005 Listing Withdrawal have been incorporated into this form. By consolidating these two forms, brokers can now amend the listing agreement and/or update the MLS status with a single document. The following form has been removed from the Forms Library: K0005 LISTING WITHDRAWAL This form is no longer necessary due to recent changes in Bright Rules and the relevant provisions having been incorporated into K0004 Listing Agreement Amendment.
COVID-19 FORMS The Board of Directors approved the NVAR COVID-19 Addendum on March 19, 2020 and two new property management forms on April 17, 2020. The two property management forms assist property managers representing landlords with tenants impacted by COVID-19. They create a two-step process allowing tenants to request a http://nvar.com/2003 RE+VIEW
rent deferment and landlords to either approve or deny that request. K1386 COVID-19 ADDENDUM This form can be used during or after contract ratification (like the Contingency Removal Addendum), and can be used to extend deadlines and the Settlement Date as many times as the parties agree during the transaction. This is an addendum, so it requires mutual consent of the parties. The Addendum may be used with all NVAR sale agreements, but is not intended for use with the VRLTA Lease. K1386 REQUEST DUE TO ECONOMIC HARDSHIP This form is provided by property managers upon request to a tenant requesting a lower rental amount due to temporary economic hardship. In this form, the tenant acknowledges that any misrepresentations on the form are a breach of the lease (like the NVAR Rental Application). The tenant is also advised that the total Rent is not being waived. The managing agent/ landlord is specifically authorized to verify the information provided. Like the Inspection Contingency Removal Addendum (ICRA) and COVID-19 Addendum, this form may be used multiple times depending on the length of the economic hardship, further change in circumstance, or if the tenant needs to provide an updated request. K1387 NOTICE REGARDING REQUEST DUE TO ECONOMIC HARDSHIP This form is used by the landlord/ property manager to respond to the tenant’s Request Due to Economic Hardship. The landlord has the option of accepting or denying the request. In the event of denial, there are several reasons listed for the landlord to select. In the event the request is approved, MAY+JUN 2020
the approval is subject to important conditions. The rent is deferred, not waived. The form allows the landlord to identify a specific reduced amount that is due on the usual due dates. The remaining terms of the lease remain in full force and effect. The deferment period is open-ended so that the landlord can define the period, but also update the deferment period if the time period needs to be extended. Like the ICRA and COVID-19 Addendum, this notice could be issued as many times as necessary to extend the deferment period or revise the Deferment Period Rent amount. The Notice includes payment plan options for the tenant to make up the partially deferred rent, but this is intended to be flexible. The form intentionally does not include a lump sum option (although, it could be specified in “Other” if the Landlord insisted) because it’s unrealistic to require the tenant to make up the deferred rent in one lump sum when there is no way to forecast how long the economic hardship will last or what the tenant’s financial condition will be at the end of the deferment period. Since this is a deferment and not a waiver, the deferred rent is specifically accepted with the statutory reservation of rights language, so that the landlord retains all authority under the lease to pursue damages and eviction if tenant breaches and is not able to catch up on rent at a later date. This form is a notice, not an addendum. It does not modify the lease in any way. Instead, it provides maximum flexibility to the parties depending on the duration of the Deferment Period, the financial situation of the landlord and the amount of economic hardship experienced by the tenant. Forms Changes continued on page 10
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Forms Changes Q&A Q. What am I able to do with the updated Listing Agreement Amendment form? Why was the Listing Withdrawal form removed from the Standard Forms library? A. The NVAR Standard Forms Library has been updated to provide Realtors® with new tools and to make necessary updates to outdated forms, particularly the Listing Agreement Amendment (K0004). There are nine unique listing status options in Bright: Active, Active under Contract, Cancelled, Closed, Coming Soon, Expired, Temporarily Off Market, Pending, and Withdrawn. The definition for each status can be found in the Bright Rules & Regulations. The Listing Agreement Amendment has been updated consistent with these definitions and to comply with the Off-MLS Policy. Relevant provisions of the Listing Withdrawal Form (K0005) are now incorporated into the Listing Agreement Amendment. The Listing Withdrawal form has been removed from the Standard Forms library, as it is unnecessary and inconsistent with the current definition of Withdrawn in Bright. By consolidating these two forms, brokers can now amend key terms in the listing agreement such as Listing Price, Listing Period, and the various listing statuses with one document.
Q. As a listing agent, what options are available through Bright to safely and effectively represent my sellers during the COVID-19 pandemic? A. Bright recently announced it has taken several steps in response to the COVID-19 pandemic, including relaxing showing requirements and providing additional guidance for virtual showings. Bright has also produced guidance materials for members regarding listing statuses in light of the pandemic. Sellers wishing to temporarily suspend marketing have the option to update their listing status from Active to Temporarily Off-Market (TOM). Properties in TOM status are those which the seller has requested the listing broker to (i) temporarily suspend the marking of the property, and (ii) not set appointments for showings. The listing is off-market, but a listing contract still exists, and the listing is expected to come back on market. Days-on-Market (DOM) does not accrue while the property is in TOM status. However, the property will not be viewable on third-party websites. Sellers wishing to completely exit the market may choose between Withdrawn or Cancelled. Withdrawn status means the listing has been withdrawn from the market, there is no intention to bring the property back on
the market, but a listing contract still exists with the Seller. With Cancelled listings, the listing agreement has been prematurely terminated. For both statutes, DOM will not accrue and will reset after 61 days. Showings are not permitted, and the property will not appear on any third-party sites. Properties in either status could go Active again, but the DOM will only reset after 61 days. The Code of Ethics requires the MLS status to accurately reflect the seller’s instructions and the state of the listing agreement. Finally, Expired listings are those in which the listing agreement has passed its contractually agreed upon expiration date, and the listing broker has not secured permission from the seller on or before that expiration date to extend the term of the listing for an additional period. In other words, the listing contract has expired as agreed with no extension. If you have any questions about these changes, please contact the Legal Hotline at NVAR.com/Hotline.
Daniel B. Harris, Esq. is the NVAR staff attorney. Matthew L. Troiani, Esq. is the NVAR vice president of professional development & chief counsel.
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county budgets
Northern Virginia Localities Face Budget Changes in Response to COVID-19 By Josh Veverka
SPRINGTIME IN CITY and county governments is signaled, not by the blossoming of flowers, but by revenue projections, budget proposals and tax rate hearings. In February, local governments throughout Northern Virginia unveiled 2021 fiscal year budgets based on an expanding economy, growing revenue, and prospects for long-term growth. But the coronavirus and the emergency response to the outbreak have brought those economic prospects to a screeching halt. Fairfax County Executive Bryan Hill noted that the actual impact of COVID-19 on county revenue is extremely difficult to predict at this time. Declines are expected in numerous categories – Sales Tax; Transient Occupancy Tax; Business, Professional and Occupational Licenses Tax; building and inspection fees; and interest on investments. Staff in Arlington and Alexandria are predicting these declines to result in revenue shortfalls of over $56 million for FY 2021. As a result, the proposed budgets for each locality have been adjusted to defer or reduce new spending and to address the impact on struggling businesses and residents. See below for a summary of each of the revised budget proposals.
ARLINGTON COUNTY The Arlington County revised budget maintains only the current levels of service, removes all salary increases, places many projects on hold, uses funds from the Stabilization Reserve, and removes almost every originally proposed addition. The real estate tax http://nvar.com/2003 RE+VIEW
“The proposed budgets for each locality have been adjusted to defer or reduce new spending and to address the impact on struggling businesses and residents.” rate will not increase over the 2020 rate of $1.013 per $100 of assessed value ($1.026 including stormwater). The revised budget also responds to the pandemic. It provides funding to meet projected demand in direct life/safety services to residents, such as housing grants and permanent supportive housing, and identifies $2.7 million for emergency needs, such as food assistance. An additional $7.5 million is set aside for potential assistance to small businesses and nonprofits, service delivery recovery, employee support, and possible additional shortfalls in revenue.
FAIRFAX COUNTY Fairfax County’s proposed budget defers most of the recommended spending adjustments from the original budget proposal. The new plan eliminates the proposed three-cent real estate tax rate increase, which would have funded Board of Supervisors priorities like early education, the environment and affordable housing. The proposed 4% Admissions Tax included in the original proposal is also eliminated along with county employee pay raises, expanded library hours and a number of new staff positions. The funding increases that remain are directly related to the county’s pandemic MAY+JUN 2020
response and include additional positions with the county’s Health Department and a $9.84 million appropriated reserve for additional needs related to the pandemic. All spending adjustments included in the revised proposal are offset by savings in fringe benefits and reserve contributions. Projected revenues are held flat in the updated plan.
CITY OF ALEXANDRIA Responding to an estimated $100 million budget gap created by the economic impact of the COVID-19 pandemic, City Manager Mark Jinks proposed a budget representing a 1.6% decrease from the current-year operating budget. The revised budget cancels the previous proposal to raise the 2020 real estate tax rate by two cents to fund city and schools capital projects. To close the budget gap, the new proposal cancels program enhancements, reduces the scope of capital improvement projects, and delays the beginning of the Waterfront Park, the Minnie Howard High School facility project and the Flood Mitigation Plan. The budget also uses city emergency funds. You can find more information on each county’s website. Josh Veverka is the NVAR government affairs director.
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General Assembly 2020 NEW YEAR, NEW LEADERSHIP, NEW WORLD By Mary Beth Coya and Josh Veverka
THE 2020 SESSION OF THE VIRGINIA GENERAL ASSEMBLY was historic in many ways as Democrats took control of both the House and Senate for the first time in years, women held top leadership posts, and Northern Virginia legislators chaired a majority of the committees.
WOMEN AND NORTHERN VIRGINIA IN POWER For the first time in Virginia’s history, a woman, Delegate Eileen Filler-Corn (Fairfax) became Speaker of the House. In addition to Filler-Corn, women also took the Majority Leader and Clerk of the House positions – Delegate Charniele Herring (Alexandria) and Suzette Denslow, respectively. Of the 14 House Committees, nine are now chaired by Northern Virginians, and in the Senate, six of the nine committees are chaired by Northern Virginia legislators. Senator Dick Saslaw returned as Majority Leader, a position he has held in the past.
REALTOR® AGENDA SUCCESSFUL Unless otherwise noted, bills become effective on July 1, 2020. The Realtor® legislative agenda was successful with all nine of the bills introduced being passed by the Legislature. However, although the Governor signed eight of the bills, he has not, as of this writing, signed the Association Health Plan legislation.
ASSOCIATION HEALTH PLANS A PRIORITY The key bill for the Realtor® community was the Association Health 12
Plan legislation. Carried by Senator George Barker (Fairfax/Prince William) and Delegate Chris Hurst (Radford), this legislation would allow the Virginia Realtors® association to contract with an insurance carrier to offer insurance to Realtors®. As independent contractors, our members are currently forced to consider costly insurance plans which many say they cannot afford. Over the past year, staff at the Virginia Realtors® worked to craft legislation that addressed the Administration’s concerns about such association plans. The legislation provides that individuals would not be denied coverage based solely on “pre-existing” conditions, that the Essential Health Benefits under the Affordable Care Act are included, and MAY+JUN 2020
that a wide range of preventive services would be included. The Governor added a reenactment clause to the bill, meaning we would have to introduce the exact bill and have it passed again next year. In response, a Call-To-Action was sent out and 6,500 Realtors® responded by emailing their legislators. In addition, VAR and NVAR lobbyists undertook an intense lobbying campaign, asking legislators to reject the Governor’s reenactment clause. The effort was successful, and the bill has now been sent back to the Governor who can let the bill become law or veto it. Another Call-to-Action has been issued, asking members to email the Governor’s office. At this writing, we do not know what the Governor will do. RE+VIEW http://nvar.com/2003
new laws OTHER REALTOR® BILLS PASSED BY THE LEGISLATURE INCLUDE THE FOLLOWING:
the past six months may be able to participate in the State’s pilot eviction diversion program.
HB 176 (SIMON – FAIRFAX) AND SB 672 (MASON– WILLIAMSBURG) provides that parties to a transaction for a property located in a POA or Condo association may agree to extend the three-day right of rescission for up to an additional four days. Currently, the law only allows a three-day period, even if all parties agree. Limiting the extension to four days provides extra time, if needed, but still allows for certainty of contract.
HB 788 (BAGBY) provides that no deed recorded on or after July 1, 2020 shall contain a reference to any restrictive covenant purporting to restrict the ownership or use of the property. It also provides a form for a Certification of Release of Certain Prohibited Covenants to be recorded to remove any such restrictive covenant on deeds filed before that July 2020 date.
SB 653 (BOYSKO-FAIRFAX) clarifies that all rent monies, including current rent, be deposited into an escrow account. This clarification ensures that rent monies will not be deposited into operating accounts and will provide additional protection for consumer funds. SB 388 (MCPIKE-PRINCE WILLIAM) AND HB 594 (BOURNE-RICHMOND) clarifies that the 45-day time period for returning a security deposit to a tenant starts running from the date of the termination of the tenancy or the date the tenant vacates the unit, whichever occurs last. HB 513 (BULOVA-FAIRFAX) clarifies that upon the death or disability of a real estate broker who was a sole proprietor or the only licensed broker in any business entity, the real estate board can approve someone to close out the business. Previously, the law did not include LLCs, which implied that if a broker was the only licensed broker in an LLC, the VREB could not appoint someone to conclude the business. HB 756 (AIRD-PETERSBURG) clarifies that tenants who have not used their right of redemption within
There was a push for fair housing and landlord tenant legislation this year. Realtor® lobbyists were actively involved to make sure that far-reaching bills were amended to be more fair to everyone. Additionally, efforts to recoup Northern Virginia transportation dollars diverted two years ago were successful. Below is a summary of other real estate-related legislation. A more complete list may be found at NVAR. com/newlaws. HB519 (BULOVA – FAIRFAX) provides that no notice of termination of tenancy given to a tenant receiving tenant-based rental assistance through the Housing Choice Voucher Program or federal, state or local programs shall be effective unless it contains on its first page, in type no smaller than used elsewhere in the notice, the statewide legal aid telephone number and website address. HB 393 (WARD-HAMPTON) requires that there be a statement of tenant rights and responsibilities on the Department of Housing and Community Development website to be provided to the tenant and signed by parties to a rental agreement. A landlord may not file an action against the tenant unless the tenant has been provided the statement.
HB1420 (BOURNE – RICHMOND) stipulates that a landlord shall not charge a tenant for late payment of rent unless such charge is provided for in the written rental agreement, and that a late charge shall not exceed the lesser of 10% of the periodic rent or 10% of the remaining balance due and owed by the tenant. This Act has an emergency clause and takes effect immediately. HB 99 (RASOUL-ROANOKE) allows an applicant for a lease to recover actual damages – including all amounts paid to the landlord as an application fee, application deposit, or reimbursement for any of the landlord’s out-of-pocket expenses that were charged to the applicant, along with attorney’s fees – if the landlord does not consider evidence of the applicant’s status as a victim of family abuse to mitigate any adverse effect of the otherwise qualified applicant’s low credit score. HB 1333 (KEAM-FAIRFAX) provides that a landlord may permit a tenant to provide damage insurance coverage meeting certain criteria in lieu of the payment of a security deposit. It caps the total amount of any combination of security deposit and rental insurance coverage required by the landlord to twice the amount of the periodic rent payment and allows the tenant who opts for the damage insurance to, at any time with the consent of the landlord, opt to pay the full security deposit to the landlord in lieu of maintaining a damage insurance policy. SB 905 (STANLEY-HENRY) permits a tenant, under certain circumstances, to use a third-party licensed contractor or a licensed pesticide business to remedy a condition that constitutes a material New Laws continued on page 14
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noncompliance by the landlord with the rental agreement or with provisions of the law, that if not promptly corrected will constitute a fire hazard or serious threat to the life, health, or safety of occupants of the premises. Unless the tenant has been reimbursed by the landlord, the tenant may deduct from rent the actual costs incurred, not to exceed the greater of one month’s rent or $1,500, after submitting to the landlord an itemized statement accompanied by receipts. HB 174 (KRIZEK – FAIRFAX) adds marine clays to the buyer beware list of the Virginia Residential Property Disclosure Act. HB 175 (KRIZEK-FAIRFAX) adds radon (whether the property is located in a locality classified as Zone 1 or Zone 2 by the U.S. Environmental Protection Agency’s Map of Radon Zone) to the Virginia Residential Property Disclosure Act. HB 518 (BULOVA – FAIRFAX) adds obtaining a residential building energy analysis to the Virginia Residential Property Disclosure Act. HB 1569 (CONVIRS-FOWLER) adds to the buyer beware list in the Virginia Residential Property Disclosure Act the condition and age of any dam on the owner’s property or under the ownership of a common interest community to which they belong. HB 859 (CONVIRS-FOWLER) requires that the owner of residential property on which is located a privately owned storm water management facility serving one or more residential properties, to record the longterm maintenance and inspection 14
requirements of such storm water management facility with the deed for the owner’s property. In addition, it requires an owner with actual knowledge of a privately owned storm water management facility located on the property to disclose this information to a purchaser of the property. HB 6 (BOURNE – RICHMOND) adds discrimination on the basis of a person’s source of funds to the list of unlawful discriminatory housing practices. Realtors® amended the legislation to exempt owners, or the owner’s managing agent, if the owner does not own more than four rental dwelling units; or if they have no more than a 10% interest in more than four rental dwelling units in Virginia. If the source of funds is not approved within 15 days of the request for tenancy, the owner may deny the applicant. Source of income is defined as lawfully provided funds including any assistance, benefit or subsidy program, whether administered by a governmental or non-governmental entity. SB 868 (EBBIN – ALEXANDRIA) adds discrimination on the basis of sexual orientation, gender identity and status as a veteran to the list of protected classes for fair housing, public accommodation, and employment. HB 696 (ROEM – PRINCE WILLIAM) provides that localities may prohibit discrimination in housing, employment, public accommodation, credit and education on the basis of sexual orientation and gender identity. HB 819 (SIMON-FAIRFAX) authorizes the State Corporation MAY+JUN 2020
Commission to impose penalties, issue injunctions, and require restitution in cases where a person who does not hold a license from the appropriate licensing authority violates the law dealing with real estate settlement kickbacks and payments. HB 1414 (FILLER-CORN) AND SB 890 (SASLAW) restores transportation monies diverted from Northern Virginia regional projects during the 2018 legislative session. This Administration, like the previous one, proposed a 10 cent increase in the grantor’s tax along with a couple other taxes, to help restore the money Northern Virginia had lost. NVAR lobbied to have the grantor’s tax reduced to 5 cents per $100 – the amount NVAR, the Dulles Association and the Prince William Association had agreed to in 2018 after successfully lobbying to have it reduced. The Regional Congestion Fee will go up 5 cents per $100 for the period of July 1, 2020 through April 30, 2021. At that time, the Regional Congestion Fee will go to 10 cents per $100 while the Northern Virginia Regional Transportation Fee (WMATA capital fee) will be reduced to 10 cents per $100. The net effect of the legislation is a 5 cent increase in the grantor’s tax to go to much needed transportation projects in the region.
Mary Beth Coya is the NVAR senior vice president of public & government affairs.
Josh Veverka is the NVAR government affairs director.
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commercial real estate
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property management
Leasing & Property Management Considerations By Daniel B. Harris, Esq. and Matthew L. Troiani, Esq.
REALTORS ÂŽ AND THEIR CLIENTS are understandably concerned about the rapidly evolving situation regarding the COVID-19 virus. It is more important than ever for professionals to provide expert service that is tailored to each individual client and specific transaction. Property managers should prioritize repairs and inspections to limit unnecessary exposure while still complying with the terms of the lease. Leasing agents and property managers are encouraged to ensure their clients are aware that rent payments may be late.
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NEW PROPERTY MANAGEMENT FORMS DUE TO ECONOMIC HARDSHIP To assist property managers representing landlords and tenants impacted by COVID-19, the NVAR Board of Directors approved two new forms on April 17, 2020. Read more on page 9, and listen to a podcast on the topic at NVAR.com/RealLife. It is possible tenants may experience income loss. In accordance with the March 16, 2020 Virginia Supreme Court Order, landlord-tenant cases are continued for the foreseeable future, which means that landlord remedies for evictions and damages through the courts are temporarily unavailable. Most area court clerks’ offices are processing new filings, but hearings are currently not being held. Property managers are encouraged to discuss
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the possibility of payment extensions and repayment plans with their landlord clients and tenants. Remember, if the tenant fails to vacate and the landlord does not move to evict (or the parties are unable to agree to an extension) the tenancy may become a de facto month-to-month tenancy. If you are going to accept rent and/or occupancy during this period, but want to retain the ability to pursue damages or eviction after normal court
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property management
“Manage your client’s expectations and encourage them to be patient and understanding of the tenant’s concerns. Given the current market uncertainty, keeping a paying tenant in place on a month-to-month basis by written addendum may be preferable to seeking a new tenant or buyer.” operations resume, consider delivering reservation of rights notices. Landlords may also encounter tenants engaged in criminal activity posing a threat to health and safety. The best practice is to alert the authorities if they have not been notified of the unlawful conduct. Under the VRLTA Lease (“Lease”), the landlord may terminate the tenancy if an immediate threat exists that materially affects the health or safety of the landlord or other tenants. The landlord may give the tenant Notice of termination requiring the tenant to vacate within 72 hours of the date of such Notice. If the tenant refuses to vacate, the landlord should contact an attorney to discuss available options. According to Fairfax County General District Court, no Writs of Eviction or Writs of Possession will be issued prior to April 30, 2020 and all new unlawful detainer summonses shall be scheduled for a hearing no earlier than June 12, 2020. Emergency motions in which relief is necessary to prevent an imminent and substantial change in circumstances can be filed and will be heard daily. Check with your local General District Court for specific filing procedures. The March 16, 2020 Supreme Court of Virginia Order does not impact the early termination rights afforded to victims of (i) family abuse, (ii) sexual abuse or (iii) other criminal sexual assault under existing Virginia law. Under certain circumstances, tenants http://nvar.com/2003 RE+VIEW
who satisfy §55.1-1236 may terminate their obligations under the Lease by providing the landlord with a copy of the order of protection or conviction order and serving written Notice that the tenant victim is terminating their rights and responsibilities under the Lease effective 30 days after the first date on which the next rental payment is due. While the offending co-tenant remains responsible for the Lease, the landlord may terminate the Lease if the perpetrator is the last remaining tenant. If there are tenants in a property going back on the market for sale or lease, be prepared for push-back when scheduling showings. Under the VRLTA Lease, a tenant’s refusal to provide access is only a breach of the lease if the refusal is unreasonable. Manage your client’s expectations and encourage them to be patient and understanding of the tenant’s concerns. Given the current market uncertainty, keeping a paying tenant in place on a month-to-month basis by written addendum may be preferable to seeking a new tenant or buyer. The Federal Housing Finance Agency (FHFA) also announced on March 23, 2020 that to support renters and owners of multifamily properties, Fannie Mae and Freddie Mac will offer multifamily property owners mortgage forbearance with the condition that they suspend all evictions for renters unable to pay rent due to the impact of coronavirus. The forbearance is MAY+JUN 2020
available to all multifamily properties with an Enterprise-backed performing multifamily mortgage negatively affected by the COVID-19 emergency. Check FHFA’s website for more details. The Coronavirus Aid, Relief, and Economic Security (CARES) Act also establishes a 120-day moratorium (beginning March 27, 2020) on eviction filings for nonpayment of rent on properties “insured, guaranteed, supplemented, protected, or assisted in any way by HUD, Fannie Mae, Freddie Mac, the rural housing voucher program, covered by the Violence Against Women Act of 1994” (nar.realtor/caresact). Check with your lender/mortgage servicer to determine if your property is covered by the CARES Act. By keeping calm, observing best practices, communicating openly and honestly with clients and each other, and preparing for contingencies, Realtors® can protect their clients’ interest and uphold the highest standards of professionalism. NVAR is open and online for business, so please direct any specific questions or concerns to the Legal Hotline. Daniel B. Harris, Esq. is the NVAR staff attorney. Matthew L. Troiani, Esq. is the NVAR vice president of professional development & chief counsel.
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market metrics
The COVID-19 Impact on Northern Virginia Real Estate AN EVOLVING PICTURE By Terry L. Clower, Ph.D., Keith Waters, Ph.D., Cansu Freeman
Editor’s note: This article was written during the third week of April, 2020. Due to rapidly changing circumstances surrounding the COVID-19 pandemic, data trendlines included here may have shifted prior to the publication date. PRIOR TO THE COVID-19 PANDEMIC, a typical Market Metrics article for RE+View included information based on the most recently available data, which usually described some measure of economic or real estate market performance one to three months prior to the time the article was written. The data may have represented conditions that occurred four months before it is published. But that was in “normal” times. And even when the real estate market was overheated, or when the velocity of the market slowed to a crawl because of an economic downturn, we could anticipate the value of most data points by simply looking at recent data trends. Then came COVID-19. To illustrate the speed at which dramatic changes in the way we live and transact business have occurred, and to provide context for the market data presented here, Table 1 offers a brief synopsis of key executive decisions in Virginia related to COVID-19. Table 1: Selected Actions Taken by Virginia State Government, 2020
DATE*
ACTION (selected)
March 12
State of Emergency declared, ban travel for state employees, ban large state government events, localities urged to ban large government events
March 13
Public K-12 schools closed for two weeks
March 17
10-person limit for restaurants, theaters, fitness centers, essential services exempted, prohibit new eviction cases, ease rules and expand eligibility for unemployment benefits, suggest self-quarantine for vulnerable population
March 24
Public K-12 closed for remainder of academic year, ban all gatherings of more than 10 persons except for essential services, delivery and take-out only for restaurants, non-essential retail closed for 30 days
March 30
Public colleges/universities online only, stay at home order through June 10 except for medical, work, family care, groceries, pharmacies and similar trips.
April 8
Primary elections moved from June 9 to June 23 * Announced or effective date. Source: Governor’s office.
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The American public largely remained unaffected by the emerging pandemic until mid-March. When state leaders and businesses began to limit travel and alter business operations in the leisure and hospitality, transportation, and retail sectors, the displacement of service industry jobs skyrocketed. Figure 1 shows the number of national weekly initial claims to state unemployment insurance programs. The data series goes back to the first week of 2007. The week ending March 14, 2020 saw total initial claims for unemployment drop to 282,000 – a small decrease from the previous week continuing a long-run strengthening of the job market since the Great Recession. Just one week later, total weekly claims exploded to 3.3 million, which was a record level that represented more than a 1,000% increase over the previous week. The next week, initial unemployment claims doubled again to 6.6 million, and while the pace of job loss abated slightly in the week ending April 11, to 5.2 million, this still meant that over a three-week period the U.S. shed almost 19 million jobs. To put this in context, the worst week of the Great Recession for initial claims for unemployment benefits was the week ending March 28, 2009 with 661,000 claims – one-tenth of the level seen in the last week of March 2020. As the job impacts spread beyond the public-facing service industries into manufacturers and professional services that supply the sectors first impacted, the number of lost jobs will continue to accelerate. The duration and magnitude of the economic shock caused by the COVID-19 pandemic is unknowable at this point. There are simply too many variables to consider. Even with this limitation, it is important to at least keep track of available data related to the business of real estate. There is little widely available real-time data on real estate markets that Realtors® can use to guide client decision-making and to plan business activities and outlooks. Moreover, the economic data on jobs, payrolls, and consumer confidence that underpin so much of the real estate business will not really show up for several weeks. However, there are some data that allow us to get a sense of what is happening in the real estate market. The Center for Regional Analysis, with the support of NVAR, has created a new webpage with daily (weekday) updates of key
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market metrics Figure 1: Weekly Initial Claims for Unemployment Benefits (seasonally adjusted)
market data as it becomes available. See the end of this article for more information.
MARKET INERTIA
Source: Employment and Training Administration, US Department of Labor Figure 2
There are certain elements of the real estate business that exhibit substantial inertia. As shown in Figure 2 and Figure 3, the number of properties going under contract and the number of closed properties have essentially tracked with usual seasonal patterns. The lack of an impact of the increasing restrictions on business and personal activities in the last half of March 2020 is likely due to these data points reflecting market processes that began in January and February, when the pandemic was seemingly limited to other countries. However, there is a critically important conclusion that can be drawn from these data. The business transaction side of real estate – meaning agents and brokers processing offers and getting contracts executed, as well as title companies and lenders closing deals – has shown tremendous resiliency in keeping the market moving. This has been the result of several factors: adopting existing and emerging technologies; common sense strategies and actions; and a refusal to be cowed by evolving challenges. Undoubtedly, the number of contracts and transaction closings will decline, perhaps dramatically, in the coming weeks. However, industry professionals may use this calamity as the impetus for improving the transactional component of real estate.
LISTINGS
Source: Bright MLS
The number of listings of for-sale properties in the early part of 2020 had seen improvement over 2019 – a welcome phenomenon. The Center for Regional Analysis even analyzed the data to examine whether the increase in listings was related to policy changes regarding off-market listings. (Visit cra.gmu.edu for a white paper on this topic.) As shown in Figure 4 (page 22), though the absolute level dropped, homeowners were still choosing to list their properties above last year’s level throughout the month of March and were at the same levels as early April 2019. The same homeowner attitude for “proceeding as planned” is also evident in the data on pending new listings, with 2020 patterns generally aligning with 2019 in the early part of March. However, in the last two weeks of March and early April, year-over-year figures began to diverge and were most notable for the absence of usual spikes in the number of new pending listings (see Figure 5 , page 22). This is likely a foreshadowing of what is to come, despite a slight stabilization in April.
Figure 3
Source: Bright MLS
Market Metrics continued on page 22
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SHOWINGS
Figure 4
Without question, the movement towards “shelter in place” strategies to try to break the thread of contagion is most readily seen in data on property showings for Virginia, which is also indicative of the NVAR region (Figure 6). Under the cautionary orders in mid-March, an increasing number of potential homebuyers chose to limit their physical home search activity. The available data do not reveal the type of showing activity. While a Realtor® could, under the Governor’s orders at press time, visit a marketed property, clients were limited in their ability to do so as of March 30. Many Realtors® are either recording or live-streaming home tours for their clients. The extent to which buyers are willing to make the single largest investment of their lives based on a virtual experience is not known. A reasonable projection would suggest that real estate showing activity may halt – a temporary effect, but one that could reverberate across the industry.
Source: Bright MLS Figure 5
FINAL THOUGHTS There is not enough data available at press time to make projections about the duration and magnitude of the effect of the COVID-19 pandemic on the real estate market in Northern Virginia, or anywhere else. The Center for Regional Analysis will continue to monitor data as it becomes available and will provide these data on our dedicated webpage accessible at cra.gmu.edu/covid19/. The dedication and ingenuity of Realtors® and supporting businesses is admirable. That willingness to adapt processes and procedures will mitigate some of the economic impact attending this pandemic. But in spite of the natural tendency to do anything possible to help clients, Realtors® must remember to protect their own health and that of their families and colleagues throughout this crisis. The business acumen and talent of Realtors® will be of great importance to the overall economic recovery. Take appropriate steps to ensure that you are here to continue to make that contribution as we navigate this current challenge. The CRA faculty and staff wish NVAR members and their families good health!
Source: Bright MLS Figure 6
Dr. Terry Clower is the director of the George Mason University Center for Regional Analysis. Dr. Keith Waters is a research associate for the George Mason University Center for Regional Analysis. Cansu Freeman is a research assistant for the George Mason University Center for Regional Analysis.
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PETS
buying and selling with pets
BUYERS AND SELLERS AND
OH MY!
By Michele Lerner
Learn how to evaluate your clients’ needs in a pet-first climate. 26
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While a fenced yard with a bit of grass typically tops the list of priorities for buyers with pets, some homeowners take their love of pets to greater heights. One listing of Valerie Kappler’s, a Realtor ® with Long & Foster Real Estate in Vienna, was snapped up by buyers because of the dog-friendly features that started with beautifully tiled floors on every level designed to hold up to claws and accidents. “The best was the ‘dog rooms’ – yes, ROOMS,” says Kappler. “The first was comprised of a professional dog groomer’s dream: a full-sized dog shower with nooks for shampoos and brushes, and hooks to safely leash the dog and keep it from escaping. The second room was the dog hangout room with a low sectional sofa and a large picture window perfect for watching deer, fox, squirrels and other wildlife. Even the window treatments were made of a dog print material. An exterior door connected the rooms to a one-acre fenced backyard with a waterfall spilling into a shallow pool for the dogs to cool off and take a sip of water.” While not every home is quite that pet-friendly, pets often drive decisions for homebuyers. Eighty percent of buyers in a 2018 Realtor.com survey owned pets and 87% of those owners considered their pets’ needs during the home search. Three-fourths of pet owners said they would pass up an otherwise perfect home if it wasn’t right for their animals. Some homeowners opt to remodel their property to pamper their pets. Among the most common projects, according to the National Association
of Realtors® 2019 Remodeling Impact Report, are fencing the yard and installing features such as laminate floors, a dog door, a cat litter closet, a built-in pet bed, a pet washing station and an animal pool.
PET-TASTIC FEATURES
While pampering pets seems to be a growing phenomenon, Kate O’Toole, digital content manager and senior editor for NVAR, says her parents were ahead of the curve. “About 25 years ago, my parents hired someone to build a ‘cat staircase’ from the basement to the living room,” says O’Toole. “The kitty litter is in the basement and the cats like to hang out down there, but they didn’t want to have to keep the staircase door open all the time. There’s a little opening on the main level and a tiny cat-size staircase they use to move between the basement and the living room.” Jeddie Busch, a Realtor® with Coldwell Banker Residential Brokerage in Ashburn who has a 200-pound mastiff and a Newfoundland dog, saw a built-in feeding station for pets that she has added to her “must-have” list for her future home.
“The feeding station was built on the back of a kitchen island with a pot filler for the water dishes and a built-in drain on the bottom,” says Busch. “I also had a client who dedicated an entire bedroom and en suite bathroom for her poodle.” Dog and cat doors to accommodate outdoor access are common, but Adriene Pessel, a Realtor® with Century 21 New Millennium in Alexandria, says she has also seen a built-in puppy Murphy bed in a small apartment. “I’ve seen homeowners install ramps to accommodate their senior pets,” says Pessel. “One of my favorites that made me smile was when I showed a property where the owner installed a series of shelves, probably around 15 in total, all at different angles so the cats can perch themselves throughout the house.” Pessel says she’s also seen several homes with step-up dog showers at hip height, so the owners don’t have to bend down to bathe their dogs. “I’ve also seen a professionally landscaped dog run with its own fire hydrant,” says Pessel. “Some sellers I worked with had a pool for their dog’s use only.” Anne Green, a Realtor® with Century 21 New Millennium in Fredericksburg, saw a listing featuring an under-thestairs hideaway for the family dogs with a doggie door for access. “This nook had all the works for a posh pet: dog beds, toys and décor,” Green says. “More commonly, I see bathing stations for dogs with detachable hoses and walk-in showers.” Dogs seem to get the most attention from homeowners when it comes to creating special spaces for them. “One homeowner converted their pantry into a dog room with a dog bath, space for crates, food, leashes and toys,” says Michelle Zelsman, a Realtor® with Coldwell Banker Residential Brokerage in Alexandria. “The dog bath was really a shower meant for a mobile home.” Buying With Pets continued on page 28
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buying and selling with pets continued from page 27
BUYER PREFERENCES
Moving announcement cards with a picture of the pet in front of the new house.
Many first-time buyers are motivated to buy because of their pets, especially dogs, says Kappler. “They’re tired of a leash, elevators or stairs for middle-of-the-night and early morning bathroom runs,” says Kappler. “Finding a townhouse, single-family home or ground-floor condo with a small bit of grass makes all the difference.” Buyers will reject properties that don’t accommodate their pets with a large enough yard or indoor space, says Zelsman. “I had one client who wanted a property that had space outside for her ‘catio,’” says Zelsman. Concerns about too many stairs are typically associated with older buyers, but for some buyers the stairs are an issue for their pets. Kappler worked with buyers who needed a first-floor master suite, so their elderly dog didn’t have to climb stairs. “One of the homes I toured with a buyer was rejected because she was concerned her miniature chihuahua wouldn’t be able to climb the steep stairs,” says Green. “Another loved the elongated windows and natural light they provided in one home, but she just knew her dog would bark incessantly at anybody walking by.” Fenced yards are so important, says Busch, that some townhouse buyers are willing to give up a garage in favor of a fenced backyard.
Information on local dog parks, trails and dog-friendly happy hours in the neighborhood.
CLOSE ENCOUNTERS WITH PETS
CLOSING GIFTS FOR PET LOVERS Many Realtors ® like to include the family pet in their closing gifts, but Busch warns that pet lovers are very sensitive about food. Suggestions of items that make good gifts for pet owners include: Doggie daycare gift certificates. Doggie spa day gift certificates. A dog tag with the new address on it. Leashes and toys, especially if they can be personalized to what the owner likes to do with the pet. Baskets of treats and toys from the local pet store so they can be exchanged if necessary. A Christmas ornament with a hand-painted picture of the dog on one side and the house on the other. “House-iversary” cards with the pet’s name on the envelope.
A list of pet sitters and veterinarians for people new to the area.
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Whether it’s buyers bringing their pets with them or sellers having to make accommodations for their pets while their home is on the market, pets can cause difficulties for everyone during tours.
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“The issue of buyers bringing pets with them comes up a lot and is not a popular subject with sellers,” says Busch. “One time a client brought an emotional support animal without papers. The sellers’ argument was that they have allergies, and if there are no papers, then how do you know it’s an emotional support animal? Luckily, this animal was small and could be carried, but I knew I would get a call from the listing agent after the showing.” Touring properties with buyers with assistance animals comes with a unique set of challenges, says Green. “It’s important that these buyers are allowed the same experience as every other client,” Green says. “It’s important as a showing agent to always call a listing agent before bringing a service animal into a home, especially in circumstances where the owners have severe allergies or pets of their own in the home. They need to know what kind of animal is being brought to their home.” Pessel had a frightening incident when she and her partner were showing a house to buyer clients. “The sellers told us that their dog was friendly and loved everyone,” says Pessel. “She let their dog roam free in the house. My partner was bitten by this dog as she was coming out of the living room. Sellers need to understand that their pets can be territorial in their own homes and lash out if not properly restrained.” Green once toured a home that had a very large pet pig inside. “This was a deal breaker for my clients, but I definitely ‘fan-girled’ and seized the moment to get a selfie,” says Green.
SELLER TIPS
Unfortunately, not all sellers make changes to account for their pets during
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buying and selling with pets
ANIMAL HOUSE Pets in the Home Buying and Selling Process
the showing process even when they should, says Zelsman. “Some sellers remove the dogs, dog beds and food from the property during showings,” she says. “Some use plug-in aromatherapy.” But those plug-in fresheners don’t always do the job and may turn off buyers. “Plug-in air fresheners shout ‘we are hiding something – a stinky smell,’” says Pessel. “A seller’s number one goal is to have their home show-ready all the time, keeping the home clean inside and out and picking up dog messes in the back yard.” Pessel recommends steam cleaning all furniture and carpets to remove pet odors. “Litter box odors make for a tough sell,” she says. “My advice for sellers with cats is to be very diligent about cleaning the litter box.” In some cases, cleaning and vacuuming aren’t good enough, says Green. “If the animals have defecated in the home, carpet cleaning won’t remove the stain or odors,” says Green. “If financially possible, it’s recommended to replace the carpet.” A thorough air duct cleaning and replacing all floors is sometimes necessary, says Busch. Green suggests removing decorations and photos that showcase your pets.
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“Although you dearly love Fido, you never know which buyers are going to walk through your door and what might be a breaking point for them,” Green says. Removing your pets to a kennel or to a friend’s house is a good practice during the first weekend of open houses when traffic is likely to be high, says Busch. “During showings, the sellers either have ample notice to take their pets out or I speak with each agent prior to the showing and let them know the pet will be in a crate and may bark at first but then will settle down,” says Kappler. “Never do I have pets loose in the home during showings. I personally have walked a dog or two if the sellers aren’t available to do it.” Since most pet owners consider their pets to be part of the family, it takes a bit of sensitivity to help sellers manage their pet care while being mindful of buyers and their needs. And agents need to remember that even if they don’t love dogs, cats, fish, birds, rodents and reptiles, their buyers and sellers are likely to place a high priority on their animal companions. Michele Lerner, a freelance writer based in the Washington, D.C. area, has been writing about real estate and personal finance for more than 20 years.
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Approximately 66% of U.S. households currently own a pet or plan to get one 43% of U.S. households would be willing to move or change their living situation to accommodate their pet 18% of recent home buyers said it was very important that their new neighborhood be convenient to a vet and/or outdoor space for their pet(s) Within the past year, a median of 38% of Realtors ® ’ clients have owned a pet, companion animal or service animal 18% of Realtors ® have represented clients that moved solely because of their animal 68% of members said that community animal policies influenced their clients’ decision to rent/buy in a particular community When finding a home for their clients, the most important feature to members’ clients in terms of their animals’ living situation is a fenced yard, followed by a large enough home for the household and pet, and flooring 81% of Realtors ® consider themselves animal lovers 15% of Realtors ® volunteer for an organization that helps animals 13% of Realtors ® advertise to potential clients that they are animal lovers and/or volunteer at an animal organization From the 2020 NAR Survey.
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ask nvar
What Realtors® Should Know About Assistance Animals By Daniel B. Harris, Esq.
Q.
I am the listing agent for a residential rental property. My clients recently accepted a rental application and ratified a lease. In the application, the tenant disclosed that she did not have pets. The tenant took possession of the property and now is requesting permission for an assistance animal. Can we declare the tenant in breach of the lease since she stated she did not have pets in the rental application? What can I do?
and each request requires an individualized, case-by-case analysis. If the disability related need for the assistance animal is verified, most accommodations are likely going to be reasonable. If the landlord approves the accommodation request, the parties will need to sign NVAR form K1375 (Assistance Animal Addendum) to complete the process.
A.
The answer to this question assumes that the agent is also serving as a property manager. A leasing agent’s duties to the landlord are complete at lease ratification, so further assistance would be provided through a property management agreement. When evaluating reasonable accommodation requests, it’s important for landlords to recognize that each case is unique. The fact that the tenant requested the accommodation after signing the lease is irrelevant. An assistance animal is not a pet and therefore the tenant did not misrepresent anything on the rental application. If the landlord has a policy restriction on animals, the landlord must entertain this request to avoid violating state and federal fair housing laws.
By far, assistance animal accommodation requests are the number one property management related question we receive on the NVAR Legal Hotline. While it’s a complicated subject, NVAR forms are designed to protect tenants and help landlords avoid unlawful discrimination. If you have any questions, contact the Legal Hotline at NVAR.com/LegalHotline. Daniel B. Harris, Esq. is the NVAR staff attorney.
Sometimes, the disability-related need for an assistance animal is not readily apparent or known to the landlord. In those cases, Virginia law allows the landlord to evaluate the requester’s disability-related need for the animal (Va. Code § 36-96.3:1(B)). NVAR offers several forms to assist members as they navigate the process. First, tenants requesting an accommodation should submit NVAR form K1378 (Request for Reasonable Accommodation). If the tenant’s disability and/or disability-related need for the service animal is not readily apparent, the landlord can also request that the tenant and a verifier complete NVAR form K1380 (Verification of Disability). After reviewing these forms, the landlord may respond by sending either NVAR form K1377 (Assistance Animal Denial Notice) or K1376 (Assistance Animal Approval Notice). There are few bright-line rules
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nvar cares
Pawfectly Delicious Dog Treats LOCAL NONPROFIT AND NVAR CARES GRANT RECIPIENT PROVIDES OPPORTUNITY TO YOUNG ADULTS WITH DISABILITIES By Kate O’Toole
The founders and bakers of Pawfectly Delicious. (L-R): Terry Wilson (community volunteer), Neil Dawes, Bryan Tuccillo, Anne Tuccillo (executive director), Julian Stephens, Charlie Flynt (operations team lead), Karen Svilich (production assistant and board secretary) and Joseph Cahill.
IT STARTED WITH A PUPPY – as all good stories do. In 2014, Anne Tuccillo got a puppy for her son, Bryan, to keep him company when his younger brother left for college. 2014 was also the year Bryan aged out of special education services in the Fairfax County school district. Bryan was born with Mitochondrial Disease, which impacts his ability to see clearly, walk without a wheelchair, speak clearly and live independently, Tuccillo explained. “The timing was perfect; we became a dog family,” Tuccillo said. “And after eight job coaches were unable to assist Bryan in obtaining a job that paid, my friend Holly encouraged me to start baking treats out of my home kitchen with Bryan’s assistance.” 32
The underemployment rate for people with different abilities is almost 80%, Tuccillo shared. With that in mind, she and Holly started talking about building a business where Bryan and others with similar abilities could find job training and meaningful work. After success baking and selling dog treats to family and friends using Holly’s all-natural ginger cookie recipe, Pawfectly Delicious Dog Treats officially became a nonprofit organization in 2017 – with Anne and Bryan as cofounders. “Each young adult who engages with us in the dough making, baking, packing and selling process is a person who lives right in their own community – and in turn creates a MAY+JUN 2020
sense of belonging, purpose and of contributing to the area where they live,” she said. In October 2019, NVAR Cares awarded the nonprofit its first grant, which was used to pay rent for the church kitchen where they bake. The organization’s primary goal for the future is to begin compensating its team of bakers and packers, who are currently considered volunteers. “We’d love to connect with the NVAR community,” Tuccillo said. “We know that with each home sold, it is highly likely that a dog might accompany the homeowners. We would love to team up with Realtors® to provide products that could be used as welcome gifts, promotions and supporting events.” Learn more: Browse Pawfectly Delicious Dog Treats products at pawfectlydelicious.org or purchase through NVAR’s Realtor® Shop. To learn more about NVAR Cares and the organizations it supports, please visit NVAR.com/Cares. Kate O’Toole is the NVAR digital content manager & senior editor.
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nvar cares
(Left) The NVAR Cares Committee grants a donation to Pawfectly Delicious in October 2019. (Bottom left) Anne and Bryan Tuccillo sell treats with their family member, Grace Stout. (Bottom) The organization partners with a local vocational culinary arts program at the Pulley Vocational Training Center. Trainees help prepare and mix the dough.
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book review
Book Review: “What the Dog Saw” by Malcolm Gladwell Reviewed by Candyce Hollingsworth
MALCOLM GLADWELL WROTE A VARIED COLLECTION OF STORIES when he was a reporter on staff at The New Yorker Magazine. Each study is separate and complete unto itself, on random topics such as marketing, profiling, categorizing traits and identifying mentalities, in order to analyze situations and challenges. As each story unfolds, Gladwell takes us along on his voyage through mazes of the mind and shows the dead ends and pitfalls we encounter when we mislead ourselves. What ties these chapters together is not their sameness, or even sequence; it is how each challenge requires a different approach to be analyzed and evaluated properly. It is often counter-intuitive just what kind of investigation to apply to best advantage. He often illustrates by offering two contrasting concepts, a dichotomy of opposing ideas, then goes on to demonstrate with vivid examples in story form. Think of this book as a tutorial on how to be more insightful and effective in meeting our own challenges day-to-day. Here are thumbnail sketches of some of his stories to pique your interest. The ultimate seduction is that Gladwell manages to get people, maybe even busy Realtors®, to read a 400+ page book – twenty light, distracting pages at a time. Entertain your brain with “What the Dog Saw.”
THE PITCHMAN This is the story of some remarkable hybrid inventor/salesmen and a study of marketing in America that stands out 34
in the history of innovative invention. Gladwell demonstrates that it takes real talent to not only keep the audience entertained, but to motivate them to buy something they never knew they needed in the first place. You could almost say that the gadget was worth the price of admission.
the main inventor of the birth control pill, the irony that he was Catholic, and the personal sacrifices he made to pursue his altruism, all for the benefit of women’s health.
WHAT THE DOG SAW
This is a fascinating look at probability, gambling and investing. Two opposing methods of investing are presented as conservative and extreme, but upon closer inspection of details, we end up surprised by the longterm results. This analysis is thought provoking enough to force us to build a whole new case on risk management.
The dog whisperer presents himself to dogs in a way that makes them feel comfortable and reassured. Dogs respond in turn by letting the whisperer set behavior limits. Most importantly, the whisperer trains dog owners how to relax their own stance and their faces, enabling them to take charge and discipline their dogs themselves. Gladwell also shares a parallel rendition featuring a therapist who helps a child with autism.
TRUE COLORS
MILLION DOLLAR MURRAY
The ingenious marketing of hair color exploded the market by creating a psychological need in women who had never considered dying their hair. The ruse involved use of advertising slogans that implied that the conspicuous adornment of hair dye, especially blond, was a symbol of self-realization and personal choice. It is a case of shrewd marketing that led to unprecedented enormous gain in market share and huge profit in record time.
The underlying concept of remedying a problem in society through a pervasive public policy is most comfortable to understand. It appeals to our sense of fairness for all to be treated alike. However, Gladwell explains that in certain situations, subjecting everyone to uniform regimentation, without cause, is neither cost effective nor preventive.
BLOWING UP
JOHN ROCK’S ERROR In this story, Gladwell shared a study of how the birth control pill effects regulation of a woman’s hormones and its potential for use in preventing some types of cancer. This segment is also a vignette of the person who was MAY+JUN 2020
CONNECTING THE DOTS Here we have the juxtaposition of intelligence analysis vs. law enforcement. Gladwell discusses whether the two methods have worked best in tandem. He suggests that hindsight tends to alter our thinking so much that we later imagine that we predicted the outcome, when we originally guessed wrong. RE+VIEW http://nvar.com/2003
book review THE ART OF FAILURE
MOST LIKELY TO SUCCEED
There are two distinctly different ways of performing badly: choking and panicking. Panicking comes from too little expertise and experience, and choking is the result of losing the grace or ease to perform expertly. Gladwell’s examples illustrate beautifully the differences, and show us how we might use this information to try to help ourselves and others perform well and more consistently.
Gladwell explores the evaluation of job candidates. Prospective teachers typically must meet certain criteria such as a degree and years of experience. Careers involving high finance, however, are subject to a more targeted system, sifting through thousands of candidates to find the ones who perform best due to the high cost of the process.
BLOWUP
There are two schools of thought regarding intelligence: it is innate vs. it can be improved. Gladwell says research shows a distinct advantage to the belief that you can cultivate and increase your capacity for intelligence by learning more.
There are two categories of accidents: normal accidents and real accidents. A normal accident is the result of several minor flukes that work in combination to create disaster. By themselves they would be inconsequential, and therefore go unnoticed. A real disaster is caused by one faulty error, Gladwell says. Preventing future accidents requires correct identification of their nature.
THE TALENT MYTH
THE NEW-BOY NETWORK Interviews often produce predictable answers that can be anticipated and rehearsed. Sometimes – puzzles are
given to candidates, when puzzle solving is irrelevant to the job tasks. Gladwell explains how there is a science of a more insightful approach to discovering the mentality of a candidate.
TROUBLE MAKERS This is a thoughtful analysis of the stereotyping of pit bulls and their image as violent dogs. Gladwell demonstrates that research on the statistics of human death by dog breed do not hold up the theory. He shows that what actually determines the dog’s violence quotient is data on the owner’s history of violence and behavior towards the dog. Check out nar.realtor/library-archives for hundreds of titles to help you serve your clients and run your business! Candyce Hollingsworth is associate broker for Coldwell Banker Residential Brokerage in Fairfax.
NVAR Member Casey Sutherland Earns NAR 30 Under 30 Recognition By Kate O’Toole
2020 MARKS THE 20TH ANNIVERSARY of the National Association of Realtors® prestigious 30 Under 30 program – and NVAR member, Casey Sutherland, is among this year’s 30 honorees. “I was ecstatic when I learned I had been selected into the elite 30 Under 30 group of candidates,” Sutherland said. “It is an honor to realize that hard work and dedication to my brokerage, my clients and my community was being awarded and appreciated.” Sutherland, principle broker of Rosemont Real Estate in Alexandria, Va., http://nvar.com/2003 RE+VIEW
began his real estate career in 2013 working alongside his mother as the Sutherland Partners team. Quickly developing a taste for leadership, Sutherland served on the office advisory board and as house captain for Rebuilding Together Alexandria – an organization that renovates houses in local neighborhoods for residents in need. In December 2019, Casey formed his own independent brokerage, Rosemont Real Estate LLC. With family roots in Del Ray, Sutherland has forged a successful career path in his neighborhood and pursued professional leadership opportunities. “I was recently selected to participate in the 2020 NVAR Leadership Institute, which has opened my eyes to how much our association does for us by providing MAY+JUN 2020
education, tools, lobbying, and multiple services to make our real estate industry run smoothly,” Sutherland said. “Let’s admit it, we are the future of real estate and getting involved is necessary to keep moving forward and protect our rights as agents and brokers.” In addition to Leadership Institute, Sutherland has served on NVAR’s Small Broker Advisory Group and Young Professionals Network Advisory Group. “I didn’t get here alone and will continue to appreciate, build morale and make a positive impact on my team and our ever-changing Realtor® organization,” Sutherland said. Kate O’Toole is the NVAR digital content manager & senior editor.
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commercial zoning
Innovative Small-Scale Producers Thrive with Northern Virginia’s Increased Zoning Flexibility By Frank Dillow
IMAGINE YOUR HOMEBUYER WANTS TO START A BUSINESS making and selling custom pet supplies and asks you to find a property.
WHERE DO YOU START? A good place to begin would be to check the local zoning code to see where the business would be allowed to locate. Originally designed by local governments to separate noisy, congested factories from tranquil neighborhoods, zoning narrowly defines each use and locates it in a specific area. Your client’s specialized pet supply business could be in a different zone depending on whether it is being offered as a stand-alone manufacturer, as part of a retail pet store, as a pet boarding business or as a veterinary clinic. The requirement of different zones for different uses requires everyone to become a commuter as they travel from one zone to another, from home to job, or for running errands or dropping kids off at school. It also bucks the current trend of homeowners wanting to work, live and play in the same neighborhood. Traditionally, manufacturing was zoned out of most residential and commercial areas. However, with the emergence of a more entrepreneurial economy and small-scale production, many Northern Virginia jurisdictions have taken aggressive steps to encourage smaller businesses and craft producers to open and grow locally in both new and repurposed buildings. Shifts in production now make small-scale operations an efficient use of older, often abandoned commercial 36
buildings. These producers tend to focus on high quality, specialized products and services that appeal directly to local customers. Acting as both producers and retailers, their dual role makes their businesses a good fit for mixed-use areas. “The old models of large, obnoxious manufacturing sites have largely passed into history, being replaced by small handmade craft manufacturing,” according to information provided by Douglas Loescher, in the Fairfax County’s Community Revitalization program. These businesses have more flexibility to make and sell their products at the same location, while still having restrictions on their size, limiting the noise or other emissions they generate, and ensuring that they are good neighbors. Changing regulations may include requirements to allow community involvement with tours and classes. According to recent census bureau data, two-thirds of manufacturers in Virginia employ no more than 20 workers – with a strong reliance on women, minorities and recent immigrants, explained Matthew Wagner, PhD, vice president of MAY+JUN 2020
revitalization programs for the National Main Street Center, Inc. at a recent program hosted by Arlington County. “They employ friends and neighbors and generate sales, meals and business taxes,” Falls Church Chamber of Commerce Executive Director Sally Cole pointed out – writing more broadly of communitybased small businesses in a recent edition of the Falls Church NewsPress. That also helps to explain why so much congressional attention focused on small businesses in the recent legislation to help resolve the economic crisis resulting from the coronavirus pandemic. Because they are small custom producers, these small businesses frequently are able to respond more quickly to changes in local demand. A good example was the Falls Church Distillers diverting part of their liquor production to making their own brand of alcohol-based hand sanitizer when a critical shortage developed during the early stages of the crisis. Their first batch of 300 gallons was gone within five hours of its release on Friday, March 20, as customers lined up outside the distillery with their own makeshift containers, owner Michael RE+VIEW http://nvar.com/2003
commercial zoning
“We want to be sure that our ordinance is forward thinking in terms of being able to accommodate uses that we don’t know about today that will be here in the future.” – Barbara Byron, Fairfax County Department of Planning and Development Paluzzi explained to Ashley Hopko, writing for the Tysons Reporter. The sanitizer may have created a new product line for the business as Paluzzi plans to expand the production to 1,000 gallons a week, which have already been preordered by area hospitals, community organizations and first responders. He also has expanded into a vacant 1,500 square-foot space next door to fill and store the bottles and is looking to hire more workers. “I’m trying to give first priority to locals who have recently been laid off, because we are a kinship,” he explained.
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In 2017, Fairfax County launched a major initiative to modernize its zoning ordinance that was first established over 40 years ago. Dubbed “zMOD,” the effort will help the county carry out its strategic plan to grow and diversify its economy. “We want to be sure that our ordinance is forward thinking in terms of being able to accommodate uses that we don’t know about today that will be here in the future,” said Barbara Byron, director of the Fairfax County Department of Planning and Development.
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Realtors® and other interested parties are encouraged to contact Fairfax County to comment on its proposals to streamline the approval process and better address affordability for homeowners and small businesses. Learn more at fairfaxcounty.gov/ planning-development/zmod.
Frank Dillow is a past chair of NVAR’s Realtor ® Commercial Council, an NVAR instructor, and a senior commercial broker in Long & Foster‘s Commercial Division. He can be reached at francis.dillow@ longandfoster.com.
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affordability
Housing Challenge Event Unites Diverse Stakeholders in Search for Missing Middle Options By Ann Gutkin
NVAR CEO Ryan Conrad welcomes housing challenge participants and reinforces association’s commitment to housing accessibility in Northern Virginia.
AS PEOPLE IN NORTHERN VIRGINIA and around the globe grapple with their new stay-at-home reality, there are many whose pre-pandemic struggle continues to be simply finding an affordable place to call home. On March 11, a group of Fairfax County residents gathered at George Mason University in Arlington to spend the day learning about the region’s housing challenges and working together to brainstorm potential solutions. The Housing Challenge, cohosted by the GMU Center for Real Estate Entrepreneurship and Fairfax County, was designed to educate real estate professionals and the general community about the issues involved with delivering affordable housing in communities in Fairfax County. “The event also provides an opportunity to brainstorm on creative new ideas,” said Eric Maribojoc, 38
executive director of GMU’s Center for Entrepreneurship. Explaining to participants NVAR’s rationale for sponsoring the competition, CEO Ryan Conrad said, “Affordable housing is an issue that is critical to all of us who live and work in this region – and to the economic future of Northern Virginia. “Realtors® are champions of the American Dream of Homeownership but also advocate for the importance of sustainable housing for all. That commitment is reinforced locally by our long history of partnering with the Fairfax County Office of Human Rights and Equity Programs. We believe that housing security is the backbone of a productive population and we are dedicated to being part of the solution that keeps Northern Virginia at the epicenter of innovation,” Conrad explained.
THE MISSING MIDDLE During this unprecedented era of appreciation for those who provide essential services in our communities, understanding their housing challenges takes on greater significance. The “missing middle” concept refers to a lack of affordable housing options for health care workers, teachers, first responders and others in the communities they serve. “Every day we use services or benefits in Fairfax County with residents who fall in to the missing middle criteria,” said challenge participant Rob Wittman, principal broker with NextHome Reach and a member of the first-place MAY+JUN 2020
challenge winning team. “They take care of our kids, work on our cars, and staff our hospitals.” A social media post about NVAR’s sponsorship and support of the program caught Wittman’s attention. “I’ve been challenging myself the last year or two to say ‘yes’ to things that are difficult or challenging because I love problem solving and working in groups,” he said. “What was very cool about our group is we had a social worker from Fairfax County, a property manager (with experience in voucher program housing), a retiree, a current voucher program user, and myself. We just all had something to contribute, and I loved that because our experiences and awareness were at such different levels,” Wittman explained.
UNDERSTANDING THE ISSUES; EXPLORING THE SOLUTIONS Before breaking into teams, participants heard from local housing experts, educators and elected officials who set the stage for the affordability challenge. “Regionally, Fairfax County has made a difference the past decade, connecting housing and transportation,” said Chuck Bean, executive director of the Metropolitan Washington Council of Governments. Understanding “where your jobs sleep at night” is an important part of the affordability analysis, Bean explained. “Around one tenth of the region’s workers come from outside of the area to jobs here,” he said. Bean outlined six solution “buckets” to address affordable – RE+VIEW http://nvar.com/2003
affordability
NVAR Government Affairs Director Josh Veverka (third from right), presents a prize award to winning team members.
defined as no more than 30% of income – places to live for this region’s workers: 1) land use and zoning; 2) transit; 3) funding and finance; 4) design; 5) construction innovation; and 6) residential patterns. Jeff McKay, chairman of the Fairfax County Board of Supervisors, explained that the lack of affordable housing has become an environmental issue, created a moral crisis and presented an economic challenge for the county. He outlined possible solutions that include budget, land use and zoning components. Local experts introduced each of the three policy challenges that the teams would address as part of the competition: Design a Communications Strategy; Engaging Non-Traditional Partners; and Engaging Houses of Worship. Winning presentations addressed the challenge from several perspectives. The first-place team developed a communications plan for “Enhancing Public Awareness and Support for Affordable Housing;” the second-place winners focused on “Collaborating http://nvar.com/2003 RE+VIEW
NVAR member Rob Wittman, a member of the first-place team, presents his group’s winning idea to the event participants.
with Communities to Reprogram Underutilized Parking Lots;” and the third-place team promoted “Win-Win Homesharing.” Wittman’s first-place team recommended a campaign creating two or three characters representing the missing middle. “These personas would be featured in social media, bus campaigns, and county mailers highlighting the plight of the missing middle – for example the deficit they run financially each month because of the lack of affordable housing options; or their commute times as they are pushed out of Fairfax County,” Wittman said. “In general we centralized on the thought that we have safety nets for our homeless population and lowincome individuals but if the missing middle actually disappeared we would lose vital services and support in our communities.” Wittman explained that his team members were in agreement that using a persona campaign would put a face or personal relationship to what is at stake. The top three ideas will be presented at a future meeting of the board of MAY+JUN 2020
the Fairfax County Redevelopment and Housing Authority, Maribojoc explained. “Fairfax County is considering making the event into an annual housing event, to highlight the importance of housing accessibility and affordability to the area’s economy and quality of life,” Maribojoc said. Asked what he learned from this experience, Wittman said, “A lot of people care about affordable options in their communities. There are wonderful organizations that create options for aging populations, at-risk youths transitioning to adulthood, and low income and missing middle families throughout the county and the region. “At the end of the day,” Wittman said, “Realtors® should be up to the challenge to find homes, no matter how difficult that task may be, for everyone equally.” To learn more about the 2020 Housing Challenge, visit NVAR.com/ HousingChallenge. Ann Gutkin is the NVAR vice president, communications.
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nvar elections
NVAR BOARD ELECTION PROCESS BEGINS LEADERSHIP TAKES YOU FURTHER BOARD NOMINATION CRITERIA Nomination forms for the 2021 NVAR Board of Directors will be available to download from NVAR.com beginning Monday, June 8, 2020 through Monday, June 29, 2020. If you are interested in being part of NVAR’s governing board, or would like to nominate a qualified colleague, this is your opportunity!
BALLOT RECOMMENDATION PROCESS The Nominating Committee conducts interviews of all candidates who were nominated and eligible, per the NVAR Bylaws, to run for the Board of Directors. Upon the completion of these interviews, the committee recommends those qualified to be placed on the ballot for election.
PETITION INFORMATION The Board of Directors represents the entire membership of the association and encourages participation from all members in volunteer leadership roles, including the Board. Any member seeking to run for the Board will be included on the ballot by a petition including the signatures of 150 or more members. The petition will be provided upon request and can be completed electronically or hard copy.
ELECTION TIMELINE Mon., Jun. 8, 2020
Nomination forms available on NVAR.com
Mon., Jun. 29, 2020 Nomination forms due by 5:00 p.m. Tue., Jul. 28, 2020
Publish list of ballot recommendations and bios from Nominating Committee
Tue., Jul. 28, 2020
Electronic petition form available on NVAR.com
Wed., Aug. 12, 2020 Publish election procedures online Sat., Aug. 22, 2020
Petition forms due by 5:00 p.m.
Tue., Sept. 1, 2020
Deadline for official ballot to be published
Fri., Sept. 11, 2020
Election begins 12:00 p.m.
Mon., Oct. 12, 2020
Election ends 12:00 p.m.
Tue., Oct. 13, 2020
Election results announced at NVAR Annual Convention & Tradeshow
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u ABOUT THE NVAR BOARD • There are 16 members of the Board: 12 at-large, 3 appointed, 1 immediate past President • At-large Directors serve 2-year terms and can serve up to 3 consecutive terms (6 years) • There are five Director seats up for election in 2020 (for the 2021 Board) u QUALIFICATIONS TO RUN • Have been a Realtor® in good standing for at least five successive years immediately preceding candidacy, two of which shall be as a member of the Northern Virginia Association of Realtors®; • Be actively engaged in the business of real estate as defined by the Virginia Real Estate Board (VREB) Real Estate Regulations at the time of candidacy; • Disclose any finding of violation against their license due to direct action of the candidate by the VREB or similar state regulatory authority within the last five years as well as any previous felony convictions; • Disclose any instances within the preceding five years in which the candidate has been found by a professional standards hearing panel to have violated the Realtor ® Code of Ethics. This requirement is for self-disclosure by a candidate for Board of Directors, and in no way compels disclosure of otherwise confidential information by the association or other party. Any candidate waives any right of confidentiality against any Realtor ® association that may notify NVAR of any failure to disclose a previous violation; • Sign a commitment statement indicating that, if elected, candidate will faithfully fulfill all duties, including meeting attendance and participation, and will serve and abide by the association’s Policies and Procedures; • Complete the application and be available to participate in the required candidate interview to be scheduled mid-July. u ABOUT SERVING ON THE BOARD • Serving on the Board is a rewarding experience and a way to have an influence on the real estate industry and your association. • The mission of the Board is to elevate our members’ business by providing exceptional value, driving innovation and impacting the industry. • The Board is the governing body of the association responsible for Strategy, Policy & Oversight. v Strategy: setting the strategic direction of NVAR by supporting and overseeing the implementation of NVAR’s strategic plan v Policy: creating policies and programs to benefit members and advance the mission v Oversight: overseeing resource allocation, including adoption of the annual budget, and evaluating progress of programs, products and services • NVAR seeks positive team players and visionary leaders who want to help take the association to the next level. • Time commitment: The Board meets 10 times a year and members are encouraged to actively participate in association events.
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pet photos
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nv/pac investors
Thank you to our 2020
NV/RPAC INVESTORS PLATINUM R ($10,000)
STERLING R ($1,000)
NVAR
Lorraine Arora* Deborah Baxter Peter Bixby Phil Bolin* Mary Bowen *PC
Shane McCullar
GOLDEN R ($5,000) Ryan Conrad PC Christine Richardson*PC
Angie Delboy* Frank Doyle Clarry Ellis Jacob Hamilton* Shelia Jackson
Gary Lange* Scott MacDonald* Thomas Meyer Roger Nakazawa Ava Nguyen
Marc Pina Fetneh Schacht* Nancy Steorts* Will Wiard IV Colleen Wright
Thomas Stevens PC HOF
CRYSTAL R ($2,500) Bob Adamson Mary Ann Burstein PC Mary Beth Coya Heather Embrey Randy Huntley
Patricia Buck Nicole Canole* Rob Chamberlain Reggie Copeland* Molly Craig
*List as of April 27, 2020
Paula Martino James Stakem Derrick Swaak* Marriah Unruh
* Pledged investments | HOF RPAC Hall of Fame | PC Presidents Circle
GOVERNOR’S CLUB
CAPITOL INSIDER
Ellen Heather Eun Lee
Peter Bixby Ritu Desai Jamie DeSimone
($500-$999)
Mayra Pineda Karisue Wyson
($250)
Joe Detrick Doug Francis Robert Johnson, Jr.
Lieu Nguyen Jon Wolford
$99 CLUB ($99) Harry Bowen III PJ Braun Debe Glakas
Sarah Jernigan Victoria Kiser Patricia Kline
Tracy Pless Stephen Raefelli, Jr. Mario Rubio
Michelle Sanoski
Visit NVAR.com/RPAC to invest in your profession.
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realtor advocacy REALTOR® ADVOCACY AND NV/RPAC
Protecting Your Business During the COVID-19 Pandemic By Paula Martino
THE NORTHERN VIRGINIA REALTORS ® POLITICAL ACTION COMMITTEE (NV/RPAC) not only protects the real estate industry from laws and regulations that threaten Realtors®’ businesses – it is especially crucial for supporting advocacy efforts during challenging or unique circumstances such as during the COVID-19 pandemic. The NVAR government affairs team worked tirelessly to ensure the real estate business continued to be protected during the pandemic by: • Urging Governor Ralph Northam to keep real estate businesses open under Executive Orders 53 and 55. • Ensuring Clerks of Court offices remain open so transactions can move to closing. • Hosting a webinar discussion on COVID-19 with Congressman Gerry Connolly and Fairfax County Chairman of the Board, Jeff McKay to help Realtors® understand potential impacts on Realtors® and the real estate marketplace.
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• Following and reporting on the Governor’s action on Realtor® legislation passed during the 2020 Virginia legislative session. Thank you to all NVAR members who have invested in NV/RPAC so far this year! Please join the NV/RPAC Facebook group for continued government affairs updates and program announcements. Paula Martino is the NVAR RPAC development strategist.
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realtor® school With continuing education, professional development, certifications and designations, and additional classes that Take You Further, the Realtor® School enables you to best serve your clients and achieve business success. Look for a Shop Realtor® icon to determine how the Realtor® School can help you grow professionally.
VIRTUAL CLASSES Until further notice, all NVAR classes will be held virtually and are subject to change at the discretion of the NVAR Realtor® School. Register at NVAR.com/calendar.
Pre-Licensing PRE-LICENSING Principles of Real Estate (60 hours) 9 am - 5 pm June 1 (meets 11 days).............virtual Broker Law (45 hours) 9 am - 5 pm June 11 (meets 6 days).............virtual
Your First Year POST-LICENSING EDUCATION (PL)
Maintaining Your License Taking It Further *Registration through Bright MLS
CONTINUING EDUCATION (CE) CE: 16-hour Course (4 evenings) June 16 (part 1).........................virtual June 18 (part 2).........................virtual June 23 (part 3).........................virtual June 25 (part 4).........................virtual CE: 16-hour Course (Day 1) 8:45 am - 4:45 pm May 16.......................................virtual June 20......................................virtual CE: 16-hour Course (Day 2) 8:45 am - 4:45 pm May 9.........................................virtual June 13......................................virtual
Agency Law 9 am - 12 pm May 4.........................................virtual
CE: 8-hour Mandated Course 8:45 am - 4:45 pm May 6.........................................virtual June 2........................................virtual
Ethics 1 - 4 pm May 4.........................................virtual
CE Elective: Environmental Issues 8:45 am - 12:25 pm May 7.........................................virtual
Contract Writing 9 am - 4 pm May 5.........................................virtual
1 - 4:45 pm June 3........................................virtual
Real Estate Law & Board Regulations 9 am - 4 pm May 11.......................................virtual Risk Management 9 am - 12 pm May 12.......................................virtual Escrows and Protecting Other People’s Money 1 - 4 pm May 12.......................................virtual Current Industry and Trends 1 - 3 pm May 18.......................................virtual Financing Options for Residential, Commercial and Land 10 am - 12 pm May 19 ......................................virtual
BRIGHT MLS Homesnap Pro 10 - 11:30 am May 4......................................... virtual Managing Listings and Sellers 12:30 - 2 pm May 4......................................... virtual Bright MLS Orientation 10:30 - 11:30 am May 18....................................... virtual June 8........................................virtual Intro to Bright MLS 12:30 - 2 pm May 18....................................... virtual June 8........................................virtual Making the Most of Remine Pro 10 - 11:30 am June 22......................................virtual CMAs - Setting the Right Price 12:30 - 2 pm June 22......................................virtual
CE Elective: Negotiation Skills 1 - 4:45 pm May 7.........................................virtual CE Elective: Green Building Course 8:45 am - 12:25 pm June 3........................................virtual
BROKER CE 4hr Broker CE: Brokerage Risk, Liability & Supervision 8:45 am - 12:25 pm May 13.......................................virtual June 10......................................virtual 4hr Broker CE: Production Agents & Profitable Offices 1 - 4:45 pm May 13.......................................virtual June 10......................................virtual
The Business Management icon represents all the courses you need to earn and maintain your license as required by DPOR. The Client Presentation icon highlights Bright MLS courses that hone your Multiple Listing Service expertise. Check out more resources at
NVAR.com/ShopRealtor.
DPOR Extends Validity of Expired Real Estate Licenses: EFFECTIVE MARCH 18, 2020 Learn more and find license information for D.C. and Maryland at NVAR.com/RealtorSchool.
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service providers
PROFESSIONAL SERVICES
Realtors® Federal Credit Union Lori Day 703-709-8900
1031 EXCHANGE
Realty Exchange Corporation.............................................................. William Horan......................................... 703-754-9411
ASSOCIATIONS
The Rotonda Condominium Unit Owners Association....................... Autumn Fields......................................... 703-821-8100
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Commission Express........................................................................... John Stedman......................................... 703-560-5500
FINANCIAL
1st Preference Mortgage.................................................................... Steve Stratos........................................... 703-858-4558 Ameris Bank Mortgage Services........................................................ Patrick Maloney...................................... 703-466-4050 Ameris Bank Mortgage Services........................................................ John Slye................................................. 703-466-4010 Atlantic Union Bank............................................................................ Tom Ciolkosz............................................ 703-871-2100 Atlantic Union Bank............................................................................ John French............................................. 703-871-2100 BB&T................................................................................................... Frank Donnelly......................................... 703-405-2104 BB&T Mortgage.................................................................................. Kevin Connelly......................................... 703-855-7403 Caliber Home Loans............................................................................ Christopher Miller................................... 703-599-3504 Citizens One Home Loans................................................................... Daniel Aminoff........................................ 703-245-3477 Citizens One Home Loans................................................................... Katie Wayne............................................703-245-3465 Concierge Mortgage LLC.................................................................... Amare Merz............................................. 410-771-3800 CrossCountry Mortgage...................................................................... Scott Davis.............................................. 703-209-3138 Embrace Home Loans, Inc................................................................... Mariana Montalvo.................................. 800-333-3004 Embrace Home Loans, Inc................................................................... Victoria Kiser...........................................703-328-7238 Embrace Home Loans, Inc................................................................... Shawn Barsness...................................... 828-506-0487 Fairfax Lending.................................................................................... Pawan Gupta........................................... 703-349-0363 Fairway Independent Mortgage Corporation..................................... Rob Heltzel.............................................. 703-368-9248 Fairway Independent Mortgage Corporation..................................... Kelly Katalinas........................................ 703-868-9103 Fairway Independent Mortgage Corporation..................................... Nicole Wilkes.......................................... 571-261-3462 George Mason Mortgage LLC............................................................. Kirk Curran............................................... 703-273-2600 George Mason Mortgage LLC............................................................. Brian Kempf............................................. 571-309-4911 George Mason Mortgage LLC............................................................. Andrew Siddon........................................ 703-802-5398 George Mason Mortgage LLC............................................................. Holly Silas............................................... 703-259-0835 Guaranteed Rate................................................................................. Christian Hartung.................................... 703-659-1903 Langley Mortgage............................................................................... Tammy Gelles.......................................... 757-224-4792 Member Advantage Mortgage........................................................... John Springer.......................................... 703-236-7625 Merscope Holdings, Inc...................................................................... Laurinda Clemente.................................. 703-328-4080 Movement Mortgage.......................................................................... Stacey Barowich..................................... 703-629-6678 MVB Mortgage................................................................................... William Kinberg...................................... 202-669-0600 MVB Mortgage................................................................................... Lyn Gundogdu..........................................703-254-8080 Planet Home Lending.......................................................................... Jean Allen............................................... 571-275-9310 Prime Lending..................................................................................... Doug Enger.............................................. 571-442-5193 Prime Lending..................................................................................... Samuel Hogan......................................... 540-478-5803 Revolutionary Mortgage Company..................................................... N. Tyndale Cobb......................................301-620-0220 Revolutionary Mortgage Company..................................................... Smith Cobb.............................................. 301-620-0220 Sandy Spring Bank.............................................................................. Michael Eastman.................................... 571-327-2145 TD Bank............................................................................................... Richard Eul.............................................. 703-967-8845 The Federal Savings Bank................................................................... Sonal Gupta............................................. 703-996-4364 USA Loans........................................................................................... Paula Cano.............................................. 571-244-7956 Valley National Bank Residential Mortgage...................................... Stan Schnippel........................................ 703-615-7373 VHDA................................................................................................... Michael Urban......................................... 804-343-5583 VHDA................................................................................................... Toni Ostrowski......................................... 800-227-8432 VHDA................................................................................................... Dan Kern.................................................. 804-343-5992 VHDA .................................................................................................. Regina Pinkney........................................ 804-343-5748 Wells Fargo Home Mortgage.............................................................. Kelley May, NMLSR ID 455117...............703-442-5320 Wells Fargo Private Mortgage............................................................ Javier Gonzalez, NMLSR ID 1089141..... 571-283-9076 Wells Fargo Private Mortgage............................................................ Clarry Ellis, NMLSR ID 837846............... 813-420-3016 Wells Fargo Private Mortgage............................................................ Amy O’Dell, NMLSR ID 1006440............ 703-969-6348 Southern Trust Mortgage.................................................................... Michael McNamara................................ 443-864-1150
INSURANCE SERVICES
Victor Schinnerer & Co., Inc................................................................ Eric Myers............................................... 301-951-5495 Welch, Graham, & Ogden Insurance, Inc............................................ Bill Angle................................................. 703-530-1300
LEGAL SERVICES
Beau Brincefield, Jr............................................................................. Beau Brincefield...................................... 703-549-4820 Dunlap, Bennett, & Ludwig PLLC........................................................ George Hawkins...................................... 703-442-3890 Fairchild Law PLC................................................................................ Pamela Fairchild...................................... 571-271-4070 Fidelity National Law Group............................................................... Michael Tompkins................................... 703-245-0286 Friedlander, Friedlander & Earman PC................................................ Jerome Friedlander................................. 703-893-9600 Joseph A. Cerroni, Esq........................................................................ Joseph Cerroni........................................ 703-941-3000
Law Office of Ann-Lewise Shaw........................................................ Ann-Lewise Shaw................................... 703-774-7626 Pesner Altmiller Melnick & DeMers PLC ........................................... Susan Pesner........................................... 703-506-9440 S & T Law Group................................................................................. Toula Dreifuss......................................... 703-997-0917 S & T Law Group................................................................................. Sarah Petcher.......................................... 703-665-3584 Shannon, Mullins, & Wright LLP........................................................ Roy Shannon........................................... 571-620-1930 Shulman, Rogers, Gandal, Pordy & Ecker, P.A.................................... Marc Lipman........................................... 301-230-5200
REAL ESTATE TRAINING/CONSULTING
BrokerWindow.................................................................................... Anne Wydler........................................... 703-851-4589 Integrant, Inc....................................................................................... Heber Garcia........................................... 703-272-8688 The CE Shop........................................................................................ Andrea Robinson..................................... 888-827-0777
SETTLEMENT
Allied Title and Escrow....................................................................... Matt Paulson........................................... 703-567-7933 Bayer & Kaufman LLP......................................................................... Mark Bayer.............................................. 202-466-4747 BLG Title LLC....................................................................................... Joshua Bushman..................................... 703-845-9070 Boston National Title.......................................................................... Peppi Bolger............................................ 301-461-0789 Boston National Title.......................................................................... Jackie Kane............................................. 301-221-6616 Boston National Title.......................................................................... Stuart Cudaback-Cox............................... 703-672-5771 Central Title & Escrow, Inc.................................................................. Jennifer Ploutis....................................... 703-658-1300 Champion Title & Settlements............................................................ Jessica Youngs........................................ 703-385-4555 Classic Settlements............................................................................ Joe Detrick.............................................. 301-921-2667 Classic Settlements............................................................................ Andrea Martinez-Conte........................... 703-988-6015 Classic Settlements............................................................................ Stephanie Brewer................................... 301-921-2667 Classic Settlements............................................................................ Joseph Russo Jr...................................... 703-988-6015 Cobalt Settlement LLC........................................................................ Jeff Nowak.............................................. 703-646-1000 Double Eagle Title............................................................................... Barbara Rhodes....................................... 703-922-0880 Double Eagle Title............................................................................... Diann Burns............................................. 703-992-0880 Double Eagle Title .............................................................................. Georgina Clough...................................... 703-992-0291 Ekko Title LLC...................................................................................... Lisa Mitchell............................................ 703-448-3556 Ekko Title LLC...................................................................................... Marcus Simon......................................... 703-821-3556 Ekko Title LLC...................................................................................... Todd Condron.......................................... 703-537-0800 Ekko Title LLC...................................................................................... E. Sheldon Leggett.................................. 703-481-6200 Ekko Title LLC...................................................................................... Nana Yeboah........................................... 703-448-3556 Ekko Title LLC...................................................................................... Jon Lyon..................................................888-821-3556 Ekko Title LLC...................................................................................... Mark Barrett............................................ 703-573-3556 Key Title.............................................................................................. Steven Sacks........................................... 703-522-3900 KVS Title LLC....................................................................................... Andrew DiPaola...................................... 240-500-5020 KVS Title LLC....................................................................................... Martin Stanton........................................ 301-605-1420 MBH Settlement Group L.C................................................................ Janna Wolff............................................ 703-123-4567 MBH Settlement Group L.C................................................................ Michelle Smith........................................ 703-279-1500 MBH Settlement Group L.C................................................................ Ryan Stuart.............................................. 703-739-0100 MBH Settlement Group L.C................................................................ Shannon Doyle........................................ 703-277-6883 MBH Settlement Group L.C................................................................ Dan Withers............................................ 703-966-3968 MBH Settlement Group L.C................................................................ Fred Westerlund......................................703-587-2423 Metropolitan Title LLC........................................................................ Sonia Downard........................................ 703-753-9005 Monarch Title, Inc............................................................................... Cary Melnyk............................................ 703-852-1730 Monarch Title, Inc............................................................................... Erin Rauner.............................................. 703-852-7700 National Settlement Services............................................................. Loretta Colom.......................................... 703-354-9677 New World Title & Escrow................................................................. Nicholas Vlissides................................... 703-691-4330 New World Title & Escrow................................................................. Helen Krause........................................... 703-691-4330 Pesner, Altmiller, Melnick & Demers.................................................. John Altmiller..........................................703-506-9440 Provident Title & Escrow LLC.............................................................. John Richter............................................ 703-451-6600 Realty Title Services of Tysons........................................................... Luisa White............................................. 703-790-1001 Republic Title, Inc................................................................................ Bob Malico.............................................. 703-916-1800 Resource Title LLC............................................................................... Kristi Bick................................................ 410-262-1039 RGS Title LLC....................................................................................... Nina Wolfe..............................................703-655-3077 Stewart Title And Escrow, Inc............................................................. Kamelia Sacks......................................... 703-352-2935 Strategic National Title Group............................................................ Sanam Vivansia.......................................703-637-9030 The Settlement Group, Inc.................................................................. Myrna Keplinger...................................... 703-642-6002 Titan Title............................................................................................ Sara Rodriguez........................................ 703-865-4999 Universal Title..................................................................................... Sarah Anderson....................................... 208-914-4667 Universal Title..................................................................................... Carrie Mock............................................. 703-354-2100 Universal Title..................................................................................... David Robertson...................................... 703-348-6533 Universal Title..................................................................................... Kelly Satterwhite.................................... 877-645-8319 Vesta Settlements............................................................................... Melissa Fones......................................... 571-236-3345 Vesta Settlements............................................................................... Keith Barrett............................................ 703-288-3333 Vesta Settlements............................................................................... Scott Mozingo......................................... 703-318-9333 Vesta Settlements............................................................................... Laurie Kauffman...................................... 703-314-6366 Vesta Settlements............................................................................... Nichole Jenkins....................................... 703-288-3333
MARKETING & TECHNOLOGY MARKETING/MEDIA
Changeover Media.............................................................................. John Gagliardi Jr..................................... 703-728-1230 My Marketing Matters....................................................................... Abby Lebowitz......................................... 301-590-9700 NVA Signs & Striping.......................................................................... Brian Llewellyn........................................ 703-263-1940
REAL ESTATE PHOTOGRAPHY
3D-Virtual Group................................................................................. Kara Attari............................................... 571-406-2594 BTW images........................................................................................ Brian Woods............................................703-340-6383 Exposurely Photography...................................................................... Ashley Marks.......................................... 703-899-4129 HDBros................................................................................................ Bobby Cockerille...................................... 540-840-1388
DotLoop............................................................................................... Sarah Bittlinger....................................... 888-368-5667 HomeTech Services............................................................................. Yazan Jarrar............................................703-584-7729 Homevisit............................................................................................ Dave O’Brien........................................... 703-953-3866 Lone Wolf Technologies ..................................................................... Steve Mapes........................................... 800-668-8768 PunchList............................................................................................. Brock Pardo............................................. 843-532-2755 Realtor.com......................................................................................... Rhett Damon........................................... 312-513-1918 Realtor.com......................................................................................... Tricia Tough............................................. 800-878-4166 SentriLock LLC..................................................................................... Dan Kinzie............................................... 513-644-1511 SentriLock LLC..................................................................................... Stephen Vaughn...................................... 513-644-1708 TruPlace, Inc........................................................................................ Colleen Smith.......................................... 301-972-3201
TECHNOLOGY SERVICES
Centralized Showing Service.............................................................. Robert Russell......................................... 866-949-4277
Learn more about NVAR Room Rental Opportunities at NVAR.com/RoomRental
Interested in becoming an NVAR Partner or Service Provider, or have a correction to this list? Visit NVAR.com/services or email info@nvar.com. 46
MAY+JUN 2020
RE+VIEW http://nvar.com/2003
service providers Coffman
PROPERTY SERVICES
APPRAISAL
Able Appraisals LLC............................................................................ Victoria Defreitas....................................434-327-6568 AD Brown Appraisals.......................................................................... Alan Brown.............................................. 703-541-8212 Alan Lord and Associates, Inc............................................................ Alan Lord................................................. 703-768-1954 Allen Appraisals.................................................................................. Charles Allen...........................................540-664-1169 Amanda Rae Smith............................................................................. Amanda Smith......................................... 703-895-4993 Anthony Appraisers............................................................................ Michael Magnotti................................... 703-319-0500 Appraisal Works, Inc........................................................................... Dennis Park............................................. 703-906-8258 AREAS Appraisers, Inc........................................................................ Gilbert Rogers......................................... 703-866-6000 AREAS Appraisers, Inc........................................................................ Cindy Coffman......................................... 703-866-6000 Barish & Associates of Fredericksburg............................................... Stephen Barish........................................ 540-693-5373 BFM, Inc.............................................................................................. Robert Thompson.................................... 703-670-2586 Bruce W. Reyle and Company, Inc...................................................... Michael Jackie........................................ 703-273-7375 Capitol Appraisal Service, Inc............................................................. Richard Bowman..................................... 703-691-8800 CMS Appraisals, Inc........................................................................... Silvia Bennis............................................ 703-209-9123 Corelogic Platinum Valuation Solutions............................................. Sonja McWillliams.................................. 301-385-2511 D.S. Kim Appraisal Services LLC........................................................ Dongsik Kim............................................ 443-540-9987 DCO Appraisal Services, Inc............................................................... David Olynik............................................ 301-855-3886 Dickman & Associates........................................................................ John Dickman.......................................... 703-938-6633 Distinctive Homes Realty LLC............................................................. Michelle Gore.......................................... 540-338-4606 dm Appraisal LLC................................................................................ David Maeng........................................... 571-529-0534 ENL Appraisal Services....................................................................... Surendra Patel......................................... 301-660-7365 F & F Appraisals.................................................................................. Jerry Fleming........................................... 703-963-1743 Forte Appraisal Service, Inc................................................................ Anthony Forte.......................................... 703-542-6124 Fortune Appraisal Service................................................................... Wanda Graham.......................................571-449-6136 Gee Appraisers, Inc............................................................................. Robert Gumbrewicz................................. 703-451-9020 Heiner Appraisal, Inc.......................................................................... Despina Gellios....................................... 703-754-6110 Home Appraisers................................................................................ Thomas Runion........................................ 703-709-5695 JDC Appraisals, Inc............................................................................. Jeff Cunningham..................................... 301-438-3300 Kandhall Appraisal Services LLC........................................................ David Hall................................................ 571-455-2622 Karas, Inc............................................................................................ Melissa Jones......................................... 703-753-5635 Kinder Appraisal Services................................................................... Jill Kinder................................................ 703-268-0756 Marcia Novak & Associates LLC........................................................ Marcia Novak.......................................... 703-585-2615 Martin Cho.......................................................................................... Martin Cho.............................................. 703-795-5723 Monir Moshashaie.............................................................................. Monir Moshashaie.................................. 703-255-6451 Murray Appraisal Services................................................................. Tom Murray............................................. 703-673-6054 NVA Appraisal LLC.............................................................................. Jeffrey Kidwell........................................ 703-477-3178 NVA Appraisal LLC.............................................................................. Stephen Capistrant................................. 703-477-3178 Omni Appraisal Services..................................................................... John Chapman........................................ 703-591-4001 Omni Appraisal Services..................................................................... Nathalie Palmer...................................... 703-591-4001 Pemberley Appraisal........................................................................... Teresa Gilg.............................................. 703-618-7265 Real Estate Appraisals 4 You.............................................................. Diane Richard.......................................... 703-794-9118 Residential Appraisal Group, Inc........................................................ Dale Goodson.......................................... 703-777-7033 Residential Value Services................................................................. Daniel Swinney....................................... 540-347-4570 REX Appraisal Services....................................................................... Esther Omorodion.................................... 703-468-1123 RH Real Estate Appraising.................................................................. Richard Hayes......................................... 703-731-5040 Riverpoint Appraisals.......................................................................... Robert Riddell.......................................... 571-333-3747 RSG Commercial, Inc.......................................................................... James Ruffner......................................... 703-273-9106 Sandra A. Le Blanc.............................................................................. Sandra LeBlanc....................................... 703-629-6842 Stewart Jarrett Real Estate Appraisal and Consulting...................... Stewart Jarrett........................................ 703-671-3662 Suburban Appraisers & Consultants.................................................. James Loizou...........................................703-591-4200 Tech Appraisal Group LLC................................................................... Amy Switzer............................................ 703-631-1111 Walker Valuation Services.................................................................. Dan Mori................................................. 703-933-2010 Washington Appraisal Group, Inc....................................................... David Shin............................................... 703-813-8160 William C. Harvey & Associates......................................................... Richard Olsen.......................................... 703-759-6644 World Mortgage.................................................................................. Patricia Kearns........................................ 703-934-5502 Zeena Deeb......................................................................................... Zeena Deeb............................................. 703-964-7473
CARPET/FLOORING
Liberty Carpet One.............................................................................. Mark Bisbee............................................ 703-691-1616
CONSTRUCTION SERVICES/ NEW HOME BUILDERS
Alair Homes........................................................................................ Chad Hackmann...................................... 703-409-1280 KBF By Audi Contractors..................................................................... Michael Ghanem..................................... 703-777-9474 Toll Brothers........................................................................................ Jill Dail....................................................703-346-1961
ENGINEERING SERVICES
Deska Services.................................................................................... Jim Maloney........................................... 703-457-6540
ENVIRONMENTAL & MOLD SERVICES
AART, Inc............................................................................................. Christine Sleigh Popeck.......................... 703-425-2822 Accurate Radon Testing...................................................................... Alexandra Bukowski................................ 703-242-3600 Capital Environmental Testing LLC..................................................... Todd Hix...................................................202-257-9291 Dominion Environmental Testing LLC................................................. Rex Brouillard.......................................... 703-496-3799 Guardian Radon.................................................................................. Terry Strange........................................... 703-425-7001 Madison Taylor Services, Inc. ............................................................ John Taylor.............................................. 877-932-7177 Radon Defense.................................................................................... Nicholas DeFelice................................... 703-688-3797 VESCO................................................................................................. Ken Conte................................................ 571-364-5400 VESCO................................................................................................. Gregory Caudill........................................ 703-722-8851
GUTTER REPAIR
Gagnon’s Gutterworks......................................................................... Timothy Gagnon......................................703-716-0377
HOME INSPECTION
Abode Check LLC................................................................................ Raquel Barrientos.................................... 703-255-6622 Advocates Home Inspection............................................................... Doug McCullough.................................... 703-674-0478 Alcova Home Inspections LLC............................................................. Thomas Ball............................................. 703-867-9565 All Pro Services LLC............................................................................ Sean Patti................................................ 703-385-1347 All Pro Services LLC............................................................................ Christopher Casanova............................. 703-385-1347 Anderson Inspection Consultant......................................................... Gary Anderson......................................... 301-855-3337 Anthony Elbert Lane............................................................................ Anthony Lane.......................................... 571-221-5756 Biller and Associates.......................................................................... Scott Biller............................................... 571-528-6817 Blue Horizon Home Inspections.......................................................... Tim Wiley................................................703-919-4785 BPG Inspections.................................................................................. Scott Beckman........................................ 703-881-6617 BPG Inspections.................................................................................. Kevin Curtin............................................. 571-436-6863 BPG Inspections.................................................................................. Scott Fogelberg....................................... 703-881-6617 BPG Inspections.................................................................................. Bradley Lowery........................................ 540-849-6956 BPG Inspections.................................................................................. Ken Humphreys....................................... 703-881-6617 BPG Inspections.................................................................................. Aaron Ellis............................................... 703-881-6617 BPG Inspections.................................................................................. Doug Horton............................................ 703-881-6617
BPG Inspections.................................................................................. Dean Heim............................................... 703-881-6617 BPG Inspections.................................................................................. Leo Heim................................................. 301-807-1261 Brahman Home Inspections................................................................ Samuel Lopez.......................................... 202-491-5499 Commonwealth Home Inspections LLC.............................................. Elizabeth Riddick..................................... 703-657-3207 Donofrio & Associates LLC................................................................. Donna Seeker.......................................... 703-771-8374 Donofrio & Associates LLC................................................................. PJ Moore................................................. 703-559-5111 FUCO Inspection LLC........................................................................... Chaofu Lee.............................................. 240-888-0219 House Inspection Associates.............................................................. Jiri George Danihel................................. 703-453-0442 House Master..................................................................................... Franklin Moyer........................................ 703-721-7220 Hurlbert Home Inspection................................................................... Seth Hurlbert........................................... 703-577-7127 InspectionPro LLC................................................................................ Andrew Renaux....................................... 540-455-9078 J Anlauf Home Inspections................................................................. Justin Anlauf...........................................540-514-9099 Master Home Inspection LLC.............................................................. Richard Park............................................ 703-851-3339 Max Home Inspections....................................................................... John Becci............................................... 703-447-0854 Merit Home Inspectors LLC................................................................ Alexander Aderton.................................. 703-589-6740 National Property Inspections............................................................ Christopher Nelson................................. 571-330-0974 NextDay Inspect.................................................................................. Alex Martinez.......................................... 703-450-6398 Pillar To Post Home Inspections.......................................................... Eric Boll...................................................703-657-3207 Pillar To Post Home Inspections.......................................................... Lisa Lloyd................................................. 703-520-1440 Pillar To Post Home Inspections.......................................................... Michael Ward-Dahl.................................703-402-2475 Pillar To Post Home Inspections.......................................................... Kevin Dougherty...................................... 703-291-0344 Prime Property Inspectors LLC............................................................ Ray Dayhoff Jr......................................... 301-916-0300 Prime Property Inspectors LLC............................................................ Romano Pietrobono................................. 301-916-0300 Prime Property Inspectors LLC............................................................ Ronald Meely.......................................... 301-916-0300 Property Disclosure Solutions LLC...................................................... Nanette White........................................ 703-839-3154 ProSpect Inspection Services LLC....................................................... Anthony Kelly.......................................... 703-407-7841 ProTec Inspection Services................................................................. Francis McDonald................................... 301-972-8531 Reynolds Home Inspection Services................................................... Tim Reynolds...........................................571-499-2149 Smart Home Inspection...................................................................... Antonio Soares........................................ 240-286-1251 The Robert Paul Jones Company........................................................ W. Scott Gudely......................................703-385-8556 TruStar Inspections............................................................................. Kurt Hense............................................... 571-220-2474 US Inspect Group................................................................................ Tim Shelton.............................................888-874-6773 VA Home Inspect LLC.......................................................................... Joseph Najm........................................... 703-786-3368 Z to A Home Inspections..................................................................... Matthew Zawislak.................................. 571-525-8986
HOME REPAIR SERVICES
Leslie Anderson Interiors LLC............................................................. Leslie Anderson....................................... 703-973-8734 M. Quinn Designs............................................................................... Moira Quinn Leite................................... 703-354-6359 Preferred Staging................................................................................ Monica Murphy....................................... 703-851-2690 Staged Interior.................................................................................... Trish Kim.................................................. 703-261-7026
HOME WARRANTY
2-10 Homebuyers Warranty................................................................ Rachel Smith........................................... 703-863-1315 Old Republic Home Protection............................................................ Molly Flory............................................... 800-282-7131 SUPER................................................................................................. Dilyana Mazur......................................... 703-731-2259 SUPER................................................................................................. Jonathan Asfour...................................... 703-254-9628 SUPER................................................................................................. Bill Davis................................................. 703-731-2259 SUPER................................................................................................. Heather Stephenson............................... 703-731-2259
MOVING & STORAGE
Able Moving & Storage, Inc............................................................... Andy Lopez.............................................. 703-986-9901 Artisan Movers................................................................................... Marc Lewandowski................................. 240-600-0998 Interstate Moving | Relocation | Logistics.......................................... Erick Barr................................................. 703-898-0095 Interstate Moving | Relocation | Logistics.......................................... Sherry Skinner......................................... 571-296-0405 Interstate Moving | Relocation | Logistics.......................................... Mike Stine............................................... 703-863-7238 Interstate Moving | Relocation | Logistics.......................................... Kim Woods..............................................571-238-9483 JK Moving........................................................................................... Michael Bennett...................................... 877-983-3639 Quality Services Moving..................................................................... Andy Graves............................................ 703-495-8900 Quality Services Moving..................................................................... Michael Sipple........................................ 703-495-8900 Regency Moving & Storage................................................................ E.C. Krug Jr.............................................. 703-497-1515
OTHER REAL ESTATE NEEDS
Academy Door & Control Corp............................................................ Alan Greenberg....................................... 703-541-0300 BlueSage Catering.............................................................................. Michelle Bloxton..................................... 703-451-2798 CORT Furniture Rental........................................................................ Frances Boller.......................................... 703-379-8846 Cutco Closing Gifts............................................................................. Russell Wimbrough................................. 757-714-7207 Design Pro Remodeling....................................................................... Andrew Jones......................................... 703-782-9349 Four Sales LTD..................................................................................... Daniel Sanders........................................ 703-256-8300 Looneys Tile & Grout Restoration....................................................... Martha Looney........................................ 703-999-1933 Seventh Heaven Pet Care Services.................................................... Jennifer Stevens..................................... 571-389-0091 Sunrise at Fair Oaks............................................................................ Valerie Parker..........................................703-264-0506 The Benjamin Group, Inc..................................................................... Joseph Grouby........................................ 703-684-3577 What the Heck Barbecue.................................................................... Kevin Heck............................................... 571-446-0398 Yassaman REI LLC............................................................................... Aref Erfani............................................... 703-217-9585
PEST CONTROL SERVICES
Alexandria Pest Services LLC............................................................. Richard Diggs.......................................... 703-752-1634 Alexandria Pest Services LLC............................................................. Chau Tran................................................ 703-752-1634 Connor’s Pest Control.......................................................................... John Caffo............................................... 703-321-9315 Holiday Termite and Pest Control....................................................... Christian Wright...................................... 703-569-9333 Hughes Pest Control, Inc..................................................................... Robert Hughes......................................... 703-481-1460 My Exterminator LLC........................................................................... William Trefry.......................................... 703-615-4028 My Pest Pros....................................................................................... Brett Lieberman....................................... 703-665-4455 Principal Termite and Pest Management............................................ William Choate....................................... 703-673-6905 Rat Pack PC LLC.................................................................................. Jairo Hernandez...................................... 703-906-7094
PLUMBING
Marines Plumbing............................................................................... Ray Toczylowski...................................... 703-331-2100
REMOVAL SERVICES & DONATION PICKUP
123JUNK............................................................................................. Neil McKinnon III.................................... 703-400-7645 1-800-GOT-JUNK................................................................................. Richard Galliher....................................... 800-468-5865 Atlas Services LLC.............................................................................. Cristin Castro........................................... 703-201-3084 Atlas Services LLC.............................................................................. Lori James............................................... 703-201-3084 Brogley’s Estate Organization & Relocation....................................... Leslie Dickemann.................................... 703-665-6505 GreenDrop Charitable Donations........................................................ Melanie Neubauer.................................. 267-432-8743 The Junkluggers of Gainesville VA..................................................... Mark Harrington...................................... 703-395-4686
ROOFING
DryHome Roofing & Siding, Inc.......................................................... Steve Gotschi.......................................... 703-891-4663 Rooftop Chimney Sweeps LLC............................................................ Andrew Raycroft..................................... 703-836-7858 List is current as of Apr. 15, 2020.
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MAY+JUN 2020
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