R E A LTOR
2018 INSTALLATION HIGHLIGHTS - page 8 Meet Your GCAAR Leadership Team - page 14 GCAAR Beginnings - page 18
Official publication for the Greater Capital Area Association of REALTORS®
JAN/FEB 2018 CAPITAL AREA REALTOR® • May/Jun 2014
we get it Real estate agents do whatever it takes to get the job done. ® Coldwell Banker understands. We offer dedicated, professional support and innovative, company-paid tools that free you up to spend more time on the things that matter most – winning new business and closing more sales. Partner with a brokerage that makes things easier.
Nothing in this document is intended to create an employment relationship. Any affiliation by you with the Company is intended to be that of an independent contractor agent. ©2017 Coldwell Banker Real Estate LLC. Coldwell Banker is a registered service mark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Equal Housing Opportunity. Operated by a subsidiary of NRT LLC. 13428MA-2/17
CAPITAL AREA REALTOR® • May/Jun 2014
president’s note WELCOME
R E ALTOR
Capital Area REALTOR® (USPS 017-467) is published five times a year by the Greater Capital Area Association of REALTORS®, 15201 Diamondback Drive, Suite 100, Rockville, MD 20850.
Welcome to a new year of Capital Area REALTOR®, GCAAR’s print publication published five times per year. Our goal is to provide valuable content to help you in your real estate business while sharing what’s happening at GCAAR, so your suggestions are always welcome.
Periodicals postage paid at Rockville, MD. Member subscriptions account for $10 of each member’s annual dues. Annual subscriptions are available to non-members for $25. Subscription inquiries may be sent to Capital Area REALTOR® at the above address. POSTMASTER: Send address changes to Capital Area REALTOR®, ATTN: GCAAR, 15201 Diamondback Drive, Suite 100, Rockville, MD 20850.
It’s a new year, and with it comes new leadership, so I’m proud to introduce the 2018 Board of Directors and Officers, with highlights from the December installation. I’m excited about taking the helm this year, and in this issue I’ll share my thoughts on my main areas of focus: strengthening relationships, providing resources, and giving back.
The Greater Capital Area Association of REALTORS® makes no
We also mark GCAAR’s 20th anniversary in 2018, so we’re featuring a story on how the merger of MCAR and WDCAR took place to form GCAAR back in 1998. It’s an interesting recap from two of the key players who were on the front line—Carole Maclure and Dale Mattison. Be sure to check it out.
TORS®. The publisher reserves the right of full editorial authority
You can read Capital Area REALTOR® online via gcaar.com, so please do and please share. Remember, if you have ideas, comments, or suggestions, feel free to contact us at communications@ gcaar.com, and follow us on Facebook, Twitter, Instagram, and LinkedIn. Regards,
warranties and assumes no responsibility for the accuracy of the information contained herein. The opinions expressed herein do not necessarily reflect the opinion of the officers, directors, or staff of the Greater Capital Area Association of REALTORS®. The Greater Capital Area Association of REALTORS® accepts submissions of articles and photographs and the items become the property of the Greater Capital Area Association of REALand to decline publication of any article not deemed proper. Deadline for submissions, including camera-ready advertising, is the first of the month prior to publication. Reprint with permission only. Reprints may be obtained by contacting the Greater Capital Area Association of REALTORS® at 301.590.2000; via fax at 301.590.2248; or via e-mail at firstname.lastname@example.org. REALTOR® is a registered collective membership mark that identifies and may be used only by real estate professionals who are members of the National Association of REALTORS® and subscribe to its Code of Ethics. Copyright ©2018 by the Greater Capital Area Association of REALTORS®. All rights reserved.
Thomas P. Daley 2018 GCAAR President Email us! Comments, questions, ideas? Send them our way.
STAY IN TOUCH
15201 Diamondback Drive, Suite 100 I Rockville, MD 20850 Phone: 301.590.2000 I Fax: 301.590.2248 I gcaar.com
CAPITAL AREA REALTOR® • May/Jun 2014
R E ALTOR
GCAAR’s New Leadership – p. 8
A Look Back – p. 18
in every issue
Don’t Let This Happen to You
Ask the President
Don’t Let This Happen
Embracing Change: Message From President Tom Daley
NAR Director’s Report
GCAAR Installs 2018 Board of Directors
Celebrating 20 Years
A Look Back: Interviews with Carole Maclure and Dale Mattison
Meet Your Committees
50th Anniversary of Fair Housing Act
2017–GCAAR Year in Review
From the Green Subcommittee
Our Mission We are the local voice for real estate. We promote and protect private property rights, and the right to own, use, and transfer real property. We advocate for professional and ethical service to the public and our members. We provide the resources for our members to succeed.
REALTOR® Toolbox – p. 44
Agent Spotlight – p. 43
® CAPITAL AREA 2014 2018 2 CAPITAL AREAREALTOR REALTOR• ®May/Jun — Jan/Feb
32 RPAC 34
GCAAR in the News
REALTOR ® Toolbox
The Back Porch
board of directors
ask the president Q: I’ve heard that our Community Service Committee
gives grants to nonprofit organizations each year. How does the process work?
President-Elect Koki Adasi
President Tom Daley
A: You’re right; GCAAR Cares, our Community Service Committee, gives grants each year to nonprofit organizations that support housing-related initiatives. This year we gave awards to 11 organizations in the DC metro area. Here’s how the process works: we invite nonprofits in DC and Montgomery County to apply for grants. The organizations have to have a housing-related mission and outline what the grant money will be used for. The grants are awarded at a luncheon each December. Q: I’m a new agent, new to GCAAR, and still trying to
figure out why being a member is important. Can you help me? Secretary Danai Mattison Sky
Immediate Past President Jamie Coley
A: This is always one of my favorite questions! Being a GCAAR member has many benefits:
Treasurer Thom Brockett
You have access to free forms and contracts, a secured electronic lockbox system through SentriLock, a free legal hotline service providing answers to questions about GCAAR’s contracts and forms, not to mention REALTOR® discounts and benefits on the national, state, and local levels for products and services you use most.
Chief Executive Officer Mike Moran
Katrina Schymik Abjornson Avi Adler Harrison Beacher Jan Brito Lee Goldstein Jody Goren
Brandon Green Justin Levitch Andres Serafini Ellie Shorb Frank Snodgrass Kirsten Williams
R E A LTOR
Managing Editor Bobette Banks
Advertising Representative Arlene Braithwaite
Design & Layout Carla Conway, Uncommon Design
Our education and professional development offerings are second to none. You can’t beat them for the value—$10 for continuing education classes! We also have fun networking events for you to mix and mingle and meet new friends. As a GCAAR member, you also benefit from our advocacy efforts—meaning that GCAAR, along with our state and national associations, is always working to protect private property rights and promote the benefits of homeownership. We also support affordable and fair housing initiatives. And, if there is a real estate dispute during a transaction, we offer mediation and arbitration services right here at GCAAR, saving you time and legal fees. If community service is your thing, you’ve come to the right place. GCAAR Cares, our Community Service Committee, offers ample opportunities for you to volunteer throughout the DC metro area. So, take advantage of all that GCAAR has to offer, a friendly and professional staff, a very nice facility in Rockville (and our new DC location opening soon), and the tools and resources you need to succeed in your new real estate career. You won’t be disappointed!
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 3
Don’t Let This Happen to You! Submitted by Joy Liberti, Professional Standards Committee
Protect and Promote the Interests of Your Client Pricing properties can be one of the most difficult aspects of our profession. We can research comparables, look at active listings, study market indicators, check interest rates, do numerous CMA’s, and even get an appraisal—but there is no guarantee that the price we suggest, or the price that the seller ultimately decides on, will be the sales price. The final price will ultimately be determined by what the seller is willing to take and what the buyer is willing to pay. Whether or not we agree with the listed price, our obligations in the NAR Code of Ethics require that we “promote and protect clients.” Article I: “When representing a buyer, seller, landlord, tenant, or other client as an agent, REALTORS® pledge themselves to protect and promote the interests of their client...” Standards of Practice 1-2 further explains these duties: “The duties imposed by the Code of Ethics encompass all real-estate-related activities and transactions, whether conducted in person, electronically, or through any other means.” In other words, be careful what you say, or do, at all times when representing a client. Case #1-5: Promotion of Client’s Interests Client A gave an exclusive listing on a house to REALTOR® B, stating that he thought $132,500 would be a fair price for the property. REALTOR® B agreed and the house was listed at that price in a 90-day listing contract. REALTOR® B advertised the house without response, showing it to a few prospective buyers who lost interest when they learned the price. In a sales meeting in his office, REALTOR® B discussed the property, advised his associates that it appeared to be overpriced, and that advertising and showing of the property had proved to be a waste of time and money.
After six weeks had gone by without a word from REALTOR® B, Client A called REALTOR® B’s office without identifying himself, described the property, and asked if the firm was still offering it for sale. The response he received from one of REALTOR® B’s non-member associates was: “We still have the house listed, but there is little interest in it because, in our opinion, it is overpriced and not as attractive a value as other properties we can show you.” Client A wrote to the Board of REALTORS® complaining of REALTOR® B’s action, charging failure to promote and protect the client’s interest by REALTOR® B’s failure to advise the client of his judgment that the price agreed upon in the listing contract was excessive, and by REALTOR® B’s failure to actively seek a buyer. In a hearing on the complaint before a Hearing Panel of the Board’s Professional Standards Committee, REALTOR® B’s response was that Client A had emphatically insisted that he wanted $132,500 for the property; that by advertising and showing the property he had made a diligent effort to attract a buyer at that price; that in receiving almost no response to this effort he was obliged to
conclude that the house would not sell at the listed price;· that in view of the client’s attitude at the time of listing, he felt it would be useless to attempt to get Client A’s agreement to lower the listed price; and that he had instructed his staff not to actively market the property at that price. The Hearing Panel concluded that REALTOR® B was in violation of Article 1; that he had been unfaithful to his obligations by not advising his client of his conclusion that the property was overpriced, based on the response to his initial sales efforts, and by withholding his best efforts to bring about a sale of the property in the interests of his client. Remember that REALTORS® found to have violated the Code of Ethics may be disciplined in the following ways: *Being required to attend courses designed to increase understanding of ethical duties or other responsibilities of real estate professionals; *Being fined; *Having their membership suspended or terminated for serious or repeated violations.
Don’t Let This Happen to You! 4 CAPITAL AREA REALTOR — Jan/Feb 2018 ®
DCAR REALTOR® OF THE YEAR ANGELA JONES Congratulations to Angela Jones, who was named the District of Columbia Association of REALTORS® (DCAR) 2017 REALTOR® of the Year. Angela has been an authentic and powerful voice for DCAR. She has never been afraid to ask the hard questions, whether it’s of the Council or her peers, and she has helped keep DCAR on the right path for years. As DCAR’s 2016 President, she has been actively engaged in public policy for nearly a decade, and her guidance and leadership have been considerable assets to the Association for years. Whether it was starting our Advocacy Happy Hours, or−more recently−testifying on TOPA, Angela has helped move DCAR and DC real estate forward. Congratulations Angela!
CAPITAL AREA REALTOR ® — Jan/Feb 2018 5
An Inside Look
Embracing Change and Service
GCAAR President Tom Daley Shares His Vision for 2018
In your installation address, you said
EDUCATION has to be our top priority as
you’d like to focus on two things this
REALTORS® and competitive business people. This extends from continuing education, to elective education courses, to NAR designation courses, and more. We will continue to try to make it easier to deliver those opportunities both in Rockville and now in DC at the soon-to-be-opened DCAR headquarters.
year: strengthening relationships and providing resources for members to succeed. Why those two areas? STRENGTHENING RELATIONSHIPS
A big part of my day-to-day business and my work on behalf of GCAAR comes down to the relationships I have developed over the years. Think how much better a transaction flows when you know the person on the other side of the transaction or how much easier it is to manage the details of the transaction when you know the title attorney or the lender well and have confidence in their knowledge. Fostering stronger relationships—whether agent to agent, brokerage to agent, agent to Affiliate, or agent to our Association—all make for building a stronger business. In a similar way, many of the Affiliates who sponsored our installation in December and support us throughout the year find great value in being able to come to our events and build relationships with our 10,000+ REALTOR® members. I see their support as a huge member benefit for the entire Association. PROVIDING RESOURCES AND GIVING BACK
In addition to building stronger relationships, the Association will strive to be a resource to all of our members in a number of ways:
6 CAPITAL AREA REALTOR ® — Jan/Feb 2018
We will continue to improve our MEMBER COMMUNICATION with our newly-relaunched website, more member- and industry-based content in Capital Area REALTOR® magazine, and increased social media presence. We will also explore engaging nationally-recognized speakers and educators on top of our typical educational offerings. THE YPN COMMITTEE continues to bring
new, exciting, relevant events and content throughout the year, and I would personally challenge everyone as part of their 2018 business planning to make attending a YPN event a priority. And continuing the theme of giving, we will announce a major matching gift program through the GCAAR Cares Committee for 2018. There are many deserving housingrelated charities and causes throughout the Greater Capital Area that need our support, and they need it now more than ever. As you know, the political environment has changed; and we need to protect the best interests of the real estate industry, partisan politics aside. You can do this by supporting the REALTOR® Political Action Committee (RPAC) with a minimum of $15 a year, or, for those who are doing well, I would ask that you consider a contribution at the Major Investor level ($1000+).
In addition, 2018 is the 50th anniversary of the Fair Housing Act, and we will celebrate and educate with several events throughout the year to highlight this important housing milestone. In conclusion, GCAAR has a busy year ahead, but I see lots of opportunities for us to forge stronger ties and build on our success!
by Michele Lerner
The housing shortage offers opportunities (to whomever can figure them out) Forget new billion-dollar tech startups: The real unicorns in today’s economy may be mid-priced single-family homes that a cross-section of buyers can actually afford. No segment of the housing market has so many potential buyers, yet no scalable solution remains so elusive, due to a number of economic factors. Experts zeroed in on this difficult, yet in-demand housing segment that is perhaps still the most valuable, and vexing, product to develop.
Loan Officer First Home Mortgage
Procession of the generation: Gen Z joins the fray Tired of trend stories about how millennials are reshaping the housing market? Thankfully, a new demographic has emerged on the radar of economists and trend forecasters, ready for its
How long have you been an Affiliate with GCAAR? Four years.
What are some of the events you support?
I recently became YPN (Young Professionals’ Network) Chair after serving as Vice Chair last year. In this role, I help the committee plan and run YPN events, including our four quarterly happy hours and our annual professional development event. Additionally, I’ve enjoyed participating in the board installation, REALTOR® Fest, and RPAC, which is critical in promoting the professional interests of both REALTORS® and Affiliates.
own moment under the microscope. Gen Z, defined variously as the generation born starting anywhere from 1995 to 2001, is predicted to hit the post-college housing market in much the same way as millennials, loaded with debt and preferring a more urban lifestyle. They’ll also enter the working world looking for structure and stability; researchers suggest they’re both more competitive and more easily distracted.
TRENDS shaping the 2018 realty market
Why do you continue to support GCAAR as an Affiliate?
I think it’s very important to know the people you’re going to be working with on a more personal level. As a lender, I have the pleasure of working with lots of different REALTORS® and title attorneys in our market. I think the transactions always go more smoothly when you’re comfortable and familiar with everyone involved.
What would you say to people considering becoming an Affiliate?
Stop considering it and do it. One of the best decisions I made early in my career was getting involved in GCAAR. I look forward to staying involved for as long as I’m in the business.
May your home
be a place where friends meet, family gathers and love grows. — A no nym o us
Why do you think being a member of GCAAR is important? GCAAR provides so much to its members; from networking opportunities, to continuing education, to community service. As an Affiliate, I think being active in GCAAR is the best way to give back to your local real estate community.
Source: 5 Top Emerging Trends that Will Shape Real Estate in 2018 Realty Market, by Patrick Sisson @ Curbed November 15, 2017 Check out realestatedaily.com CAPITAL AREA REALTOR ® — Jan/Feb 2018 7
association news Tom Daley Installed as 2018 GCAAR President
The Newseum, Washington, DC
The Newseum in Washington, DC was the location for this year’s Annual Meeting, Holiday Party, and installation of the 2018 officers and Board members on December 6. Located on Pennsylvania Avenue, the Newseum provided a stunning view of the Capitol and monuments and was an elegant and festive backdrop as Tom Daley was installed as 2018 GCAAR President. This year, two members captured the 2017 Affiliate of the Year Award—JD Teitelman of First Savings Mortgage and Kevin Wheeler of 123Junk. Rookie of the Year was Samantha Damato of Long & Foster, and Tim Knobloch of Eagle Management was the REALTOR® of the Year. Attendees included Maryland REALTORS® leadership: President Boyd Campbell, Immediate Past President Shelly Murray, President-Elect Merry Tobin, Secretary John Harrison, Treasurer Dee Dee Miller, and CEO Chuck Kasky, as well as DC and Montgomery County government officials. GCAAR kicked off its 20th anniversary celebration at the event by recognizing its past presidents.
Tom Daley takes oath from David DeSantis.
REALTOR® of the Year Rookie of the Year Samantha Damato Tim Knobloch
Affiliate of the Year JD Teitelman
Co ng ra t ul at io ns t o Ou r 2018 G CA A R B o ard!
8 CAPITAL AREA REALTOR ® — Jan/Feb 2018
Affiliate of the Year Kevin Wheeler
Katrina Schymik Abjornson
Long & Foster Real Estate
Danai Mattison Sky
Keller Williams Capital Properties
RLAH Real Estate
Keller Williams Capital Properties
RLAH Real Estate
Long & Foster Real Estate
RLAH Real Estate
TTR Sotheby’s International Realty
TTR Sotheby’s International Realty
2018 Executive Officers
TTR Sotheby’s International Realty PRESIDENT
Long & Foster Real Estate PRESIDENT-ELECT
Long & Foster Real Estate IMMEDIATE PAST PRESIDENT
Long & Foster Real Estate SECRETARY
Long & Foster Real Estate TREASURER
2018 Executive Officers L-R: Immediate Past President Jamie Coley, President-Elect Koki Adasi, 2018 Maryland REALTORS® President Boyd Campbell, Secretary Danai Mattison Sky, and Treasurer Thom Brockett.
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 9
GCAAR Installation Highlights
CAPITAL AREA REALTOR® • May/Jun 2014 10 CAPITAL AREA REALTOR ® — Jan/Feb 2018
GCAAR Installation Highlights
We appreciate your s erv i c e
gcaar.com • May/June 2016 CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 11
SPECIAL THANKS TO OUR SPONSORS
GCAAR Installation Highlights
• Wells Fargo Home Mortgage
Gold Sponsors • • • •
Compass TTR Sotheby’s International Realty Counselors Title RGS Title
Silver Sponsors • • • •
Long & Foster Real Estate Dot Loop First Home Mortgage KVS Title
REALTOR ® of the Year Tim Knobloch with Immediate Past President Jamie Coley and Past President Peg Mancuso.
Media Sponsor • HD Bros
Bronze Sponsors • • • • • • • • • •
Keller Williams Capital Properties RLAH Real Estate Adams, Morris & Sessing Apex Home Loans Floormax The Law Offices of Jill Pogach Michaels Michaels Title & Escrow Paragon Title & Escrow Settlement Ink Stewart Title
Affiliates of the Year L-R: Immediate Past6President Jamie Coley, Co-Affiliates of the Year JD Teitelman and Kevin Wheeler, President-Elect Koki Adasi.
Rookie of the Year Samantha Damato with Immediate Past President Jamie Coley and President-Elect Koki Adasi.
For highlights and more pictures, check out GCAAR’s Facebook page (facebook.com/GCAAR2)
CAPITAL AREA REALTOR® • May/Jun 2014 12 CAPITAL AREA REALTOR ® — Jan/Feb 2018
NAR Director’s Report Tom Daley 2018 GCAAR President, NAR Director
50th Anniversary of the Fair Housing Act This year the National Association of REALTORS® will join with their partners and allies in a year-long commemoration of the 50th anniversary of the Fair Housing Act. The commemoration will focus on three key elements of fair housing:
Social Media Marketing Plan for REALTORS® – Back At You Media provides REALTORS® with a Social Media Center that’s simple to use and customized to meet marketing needs. Choose the level of automation and Back At You Media does the rest: promoting REALTORS® and their listings on today’s most popular social networks including Facebook, LinkedIn, and more.
• Acknowledging the organization’s past role in the fight for fair housing; • Understanding how we as a nation are constantly improving our commitment to fair housing; and • Embracing REALTORS®’ role at the forefront of advancing fair housing, leading efforts to address community fair housing issues.
New REALTORParty.com Website
The REALTOR® Action Center website is now REALTORParty.com. The new website provides advocacy materials for state and local REALTOR® Association staff, and facilitates two-way opportunities to engage individual REALTORS® and associations in the REALTOR® Party. Instead of the four navigation areas on the REALTOR® Action Center, REALTOR Party.com has seven main menu items: • About Us: Background and history information for the REALTOR® Party and RPAC. • News & Events: Success stories, infographics, podcasts and social media content for the REALTOR® Party and RPAC. • Programs & Grants: Campaign Services, Community Outreach, Member and Consumer Mobilization, and RPAC and Political Fundraising programs and grant applications. • Tools & Resources: REALTOR® Party tools and resources for Campaign Services, Community Outreach, Member and Consumer Mobilization, and RPAC and Political Fundraising. • Training & Educational Opportunities: Info on REALTOR® Party classes. • Recognition: Awards and investor information for the REALTOR® Party and RPAC and Political Fundraising. • State & Local Issues: Info on state and local issues. Check out the new site at REALTORParty.com
The NAR Starter Plan The NAR Starter Plan is available exclusively for REALTORS®, and is simple and affordable for those just getting started with social media marketing. Members can choose from an Annual or Monthly plan. Monthly plan: $15/month Annual plan: $10/month ($120/year) As an additional benefit REALTORS® receive a discount off the one-time activation fee for this plan. For access to all of the program benefits, to learn about the other available plans, and to receive the special pricing for NAR members, enroll at: BackAtYou.com/NAR.
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 13
S P E C I A L F E AT U R E
Tom Daley PRESIDENT
TTR Sotheby’s International Realty
GET TO KNOW
Your GCAAR Leadership Team
What I wish others knew about GCAAR: The impact that participating more in the Association adds to a REALTORS®’s overall success. What do I think will be different about GCAAR in the next five years? Technology, technology, technology! The most rewarding part of real estate is…delivering results for buyers and sellers, plus developing stronger relationships with my clients and my REALTOR® colleagues. The best real estate advice I’ve given and received is…“plan your work and work your plan,” and “being a REALTOR® is a 24/7 job.” My favorite real estate technology is…Realtor.com. Before I worked in real estate I…was in the start-up/automobile technology industry. I handle difficult situations by…having the conversation now and not later. My favorite sports team is…anything Boston (Sox, Pats, Bruins, BC). What’s on my iPod is…Sinatra.
What I wish others knew about GCAAR: The Association’s main mission is to improve the business of its members. If all members took this to heart we’d have many more people involved with GCAAR. What do I think will be different about GCAAR in the next five years? In the next five years the average age of our members will decrease, more of the services that REALTORS® use in person will be handled online or via an app, and we’ll work more closely with surrounding local associations. The most rewarding part of real estate is… being able to see the impact that we have on people’s lives.
Koki Adasi PRESIDENT-ELECT
Long & Foster Real Estate
The best real estate advice I’ve given and received is… “if you list you’ll last.” Also, it’s important to invest in real estate, and if you have the means, you should try to buy at least one property a year. My favorite real estate technology is…Homesnap.
Before I worked in real estate I…worked at Clark Construction and sold life insurance.
My favorite sports team is…the Washington Wizards...duh.
I handle difficult situations by… first, breathing−and then figuring out ways to have a positive outcome.
What’s on my iPod is…what’s an iPod? On my iPhone I have Apple music, and you’ll find a nice mix of Kids Bop and Jay-Z.
CAPITALAREA AREAREALTOR REALTOR®®• — Jan/Feb 20162016 12 Winter 14 CAPITAL Jan/Feb 2018
Danai Mattison Sky
Long & Foster Real Estate
Long & Foster Real Estate
What I wish others knew about GCAAR: What a huge role GCAAR plays in lobbying for our industry and communities, and in so doing, allows our membership to work freely without hindrances in the way we conduct our businesses. #RealtorParty What do I think will be different about GCAAR in the next five years? I think GCAAR will continue to strive to stay at the forefront of the ever-changing technologies that impact our industry, and we will have stronger and more streamlined communication with membership because of those tools. I see an even more interactive GCAAR in the next five years. The most rewarding part of real estate is…the relationships built. I value the people I’ve met and worked with – it is my experiences with other industry professionals that continue to make me a better REALTOR®, and a better person, and give me a deeper understanding of how much the love of ‘home’ can impact others. The best real estate advice I’ve given and received is…never forget that we’re in a relationship business, because that is what enhances the entire experience. It’s the relationships with clients/ customers, fellow REALTORS®, etc. that will see one through in their business (and honestly, in life). The relationships we cultivate are a value add—in so many ways. My favorite real estate technology is…simple and not universal—the smartphone. We can work and communicate through a single device anytime, anywhere. But, if I had to select one tool from a practice standpoint—thank goodness for DocuSign. Before I worked in real estate I…was in college (lol). I have been working in and around the industry since I was 14 years old. I handle difficult situations by…listening first, and communicating effectively second, to ensure clarity and resolve. My favorite sports team is…I’ll go with any DC team, only because I’m a native Washingtonian—but typically we aren’t good. What’s on my iPod is…I don’t use an iPod anymore: the iPhone houses everything. But on my iTunes/Spotify I listen to everything!
IMMEDIATE PAST PRESIDENT
What I wish others knew about GCAAR: It’s an amazing, well-run organization that provides the tools for every aspect of our real estate business, in addition to what our Brokers provide. From education to networking events, GCAAR serves our local real estate community and keeps us (the members) well informed on the local, state, and national levels on real-estate-related issues. What do I think will be different about GCAAR in the next five years? The awareness of GCAAR services keeps getting better and better each year, in my opinion, but I think our constant changes in technology and social media will have a continued impact on our business and association. The most rewarding part of real estate is…for me, after 29 years in the business, I’ve had a very successful run and feel very fortunate and blessed to love what I do everyday. Through my success, I’ve made long-lasting friendships, not only with my clients, but also with my real estate community! The best real estate advice I’ve given and received is…be kind!! Buyers and sellers may come and go, but how we agents treat each other throughout our connections and transactions leaves a lasting impression and affects our reputation. Be fair, considerate, and always keep it professional! My favorite real estate technology is…my cell phone and all the technology it provides. If I leave home without it…I’m lost! Before I worked in real estate I…worked for Northwest Airlines for almost 10 years. I handle difficult situations by…taking a deep breath, and by figuring out all of the options to fix the situation and sharing that list with all involved in order to work through it. Staying calm, and not allowing myself to get elevated, help me keep things moving in a positive direction. My favorite sports team is…TCU (Texas Christian University). My husband is a “die hard” fan and it’s infectious! What’s on my iPod is…everything—from classical to pop and country.
continued on page 17
CAPITAL AREA REALTOR ® — Jan/Feb 2018 15
It’s GCAAR’s 20th Anniversary Year! Throughout the year, we will be featuring information and stories about the Association over the last 20 years—but first, it is always nice to revisit who we are and what we do.
The Greater Capital Area Association of REALTORS® (GCAAR) is one of the largest local REALTOR® associations in the U.S., representing more than 10,000 REALTOR® members from Montgomery County, MD and Washington, DC, as well as industry-related professionals who follow the real estate business. GCAAR was formed January 1, 1998 from the consolidation of the Montgomery County and the Washington, DC Associations of REALTORS®. In 2014, GCAAR moved into its current location at 15201 Diamondback Drive in Rockville. The Washington, DC office will be moving to its new location at 1615 New Hampshire Avenue, NW in early 2018.
YOUR LOCAL VOICE FOR REAL ESTATE 16 CAPITAL AREA REALTOR ® — Jan/Feb 2018
The rich tradition of real estate
WHAT WE DO
in the Washington area, along
We provide services to over 10,000 primary members and over 280 Affiliates (members who provide services related to the real estate industry).
with the role GCAAR played in it, is detailed in the book, GCAAR, Real Estate, and the
GCAAR members receive free use of zipForm® - free downloadable and writable forms and contracts, access to SentriLock, a secured electronic lockbox system available only to REALTORS®, a free legal hotline, and discounts through membership in the national and state REALTOR® associations. We monitor and advocate for legislative issues in Montgomery County, MD, Washington, DC, and the state of Maryland, which affect the public and the real estate industry.
GCAAR works with lawmakers to ensure public policy that encourages homeownership, successfully lobbying for reduced recordation taxes for first-time homebuyers in DC, speaking out against issues like mandatory radon testing and recordation tax increases in the County, and most recently joining the voices of REALTORS® at the national level to speak out against the tax reform legislation. We promote the benefits of home ownership and support affordable and fair housing initiatives. We offer required and elective continuing education credits and professional development opportunities.
GCAAR provides continuing education courses for license renewal in DC, Maryland, and Virginia to both members and non-members, with an emphasis on real estate industry issues and professional designation programs. We held over 600 educational classes in 2017 with over 25,000 students attending. GCAAR also sponsors the annual REALTOR® Fest education summit, a one-day event where attendees can earn up to nine continuing education credits. We provide systems to resolve ethics disputes.
REALTORS® adhere to The Code of Ethics, a promise to the public that defines the professionalism and service to be expected from a member of the National Association of REALTORS®. Through mediation and arbitration, GCAAR provides a process for both real estate professionals and consumers alike to resolve issues when ethics and equal and competent service may be in question. We support organizations that promote housing initiatives.
GCAAR supports the generous involvement of its members in the communities they serve through its Community Service Committee, GCAAR Cares. In 2017, GCAAR Cares supported 11 housing-related charities in the Metro area through its grants program. Each year, GCAAR enthusiastically supports Rebuilding Together®, where volunteers rehab a home in either Washington, DC or Montgomery County, MD.
Inevitability of Change.
You can view it at gcaar.com/About GCAAR/ History (at the bottom of the home page).
continued from page 15
GET TO KNOW
Your GCAAR Leadership Team Thom Brockett TREASURER
Long & Foster Real Estate
What I wish others knew about GCAAR: All of the work that it does behind the scenes to promote homeownership and the profession, and to protect agents. What do I think will be different about GCAAR in the next five years? As the industry continues to utilize all forms of digital communication and social media, I see the interface between the Association and the membership expanding—with the political and campaign involvement of GCAAR increasing. I see an end to TOPA in DC as it currently exists and a homeownership savings account being adopted in Maryland. The most rewarding part of real estate is…helping people make good decisions about their housing that can help improve their financial circumstances and perhaps lead to significant wealth. The best real estate advice I’ve given and received is… know your numbers and make your business decisions based on improving them.
We communicate industry information.
My favorite real estate technology is…SmartCharts, Google Docs, Google Keep.
GCAAR provides up-to-date industry news to its members and the public via print and electronic publications, social media, and through its website, gcaar.com.
Before I worked in real estate I…was a writer/producer and Associate Marketing Director for an international training and consulting company.
Working hand in hand with our state and national REALTOR® associations, GCAAR’s vision is to be the leading real estate organization that provides outstanding value and exceptional service to our members and communities, while expecting the highest level of professionalism.
I handle difficult situations by…smiles and diplomacy. My favorite sports team is…any team my son is playing on. What’s on my iPod is…Jimmy Buffett, Tom Rush, Bob Dylan, and Billy Joel.
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 17
A LOOK BACK
An Interview with Carole Maclure As we kick off GCAAR’s 20th anniversary year, we decided to go back to two of the main players in the merger of the two associations—Carole Maclure, who was President of the Montgomery County Association of REALTORS® (MCAR), and Dale Mattison, who was President of the Washington, DC Association of REALTORS® (WDCAR). What was your role/position at the time? I was the MCAR president; Dale Mattison was the WDCAR President. Why did we decide to do the merger? It was not a one-step process. I was the President 97-98, and Dale Mattison was the WDCAR President, with the local and state functions being done by WDCAR. In 1995- 96 there was an industry slowdown – each county had its own contract, its own MLS, and MCAR had divested and moved into the regional MLS (MRIS). Since agents were no longer doing business in just one area, DC and Montgomery County had a shared affinity. Also, MCAR had experienced catastrophic turnover of staff. We were looking to enhance services we could provide to members. MCAR was the larger association with 5500 members and a large share of the resources. WDCAR at the time had 1300 members and a complimentary share of resources. We saw the need to consolidate our services. How did members feel about it? Much of it was emotional; there was a 50-plus year history for both WDCAR and MCAR. For those working outside of the beltway, it was “what’s the benefit to me?” At the same time, the marketplace was evolving to be more global/regional, and we knew we would benefit from having a partnership with associations beyond our local jurisdictions. It was about repositioning. You have to trust in people to lead and become invested in the decision, so discussion was important.
CAPITAL AREA REALTOR • May/Jun 2014 2018 18 18 CAPITAL CAPITAL AREA REALTOR Jan/Feb 14 AREA REALTOR ——Sept/Oct 2017 ®
Were they any major obstacles in the process? In 1996, the leadership of both associations met behind closed doors to come up with a proposal to merge MCAR and WDCAR-worked out amongst the presidents and executive leadership of the two associations. It was presented to the membership, but because it had not been fully vetted between the members and the Boards ahead of time, it was very contentious and was voted down. By 1997 (CEO Greg Milward was hired by this time), the dust had settled. My Executive Committee said that it wasn’t the idea of the merger that people did not like; it was the execution of it that people did not like. After the first failed attempt, we hired a professional consultant to do the messaging—the consultant laid out the strengths and weaknesses and what the benefits of the merger would be-shared resources, economies of scale, etc. Financial overviews and a semi-annual report of the association gave members the reasons behind it. Three town hall meetings were held in the summer of 1997, and the vote was held in September of 1997. The effective date of the new organization-the Greater Capital Area Association of REALTORS® (GCAAR) was January 1, 1998. How have things changed/ improved over the last 20 years? After the merger, we felt it was important to balance out the Board proportionally between MCAR and WDCAR members. It was decided to go with Nancy Lindeman as the first President since she was the MCAR President-Elect. Other Officers and Board members were selected from both associations. We worked really hard to make sure it was a collaborative process. We had reciprocity agreements with NVAR, PGCAR, WDCAR, and MCAR to do
contracts and lockboxes. We had already planted the seed and started doing this in early 1998. The shared services concept was a big sell for the members—it paved the way for regional cooperation/participation through MRIS. Without any of those pieces, I don’t think we would have been nearly as successful as we’ve been. Some of the best things are working with a new group of people no longer separated by artificial boundaries, and benefitting from a more regional alignment with people working together because they know you, trust you, and have a partnership with you. Also, the additional resources you have access to because of other members are a major benefit. I don’t see others as competitors, but as colleagues. It has been a privilege and honor to have been a part of this process. I would hope that at the end of the day all of our members would say the merger was a job well done.
A LOOK BACK
An Interview with Dale Mattison
What was your role/position at the time? I was the 1997 WDCAR President. Why did we decide to do the merger? At that time we were evaluating a number of different scenarios that would benefit the members, agents, and brokers—for example, we had recently merged with MRIS, prior to that we had multiple MLS systems; we were looking for a simpler way to do business. We also looked at the cost savings and enhancement of services, but the reasons for the merger primarily came from the leadership on both sides.
How did members feel about it? I think the first challenge we faced was getting some unified positions from leadership. The first two groups of leadership (in the 95-96 timeframe) could not agree that this was a good thing to do. We had to deal with the political reality–incoming leadership thinking it was their prom that was about to happen and they did not want their leadership opportunities to be taken away with a merger. For the first two times, the pushback was from the leadership of both associations. It wasn’t until my year as President of WDCAR and Carole as President of MCAR in 1997 that the merger really started to take shape, and it wasn’t until third time we presented it to members that the merger was approved.
Were they any major obstacles in the process? The original charter from the National Association of REALTORS® (NAR) did not allow for mergers across state lines. So first, we had to petition NAR to approve mergers across state lines–it had never been done before. I became
the spokesperson to help convey the idea to NAR–speaking to the Member Policy Committee and the 800 members of the Board of Directors. It worked in our favor because I was President of the DC Association at that time and DC had a state and local presence. We used our state platform to give us visibility and buy-in on the national stage. Some other obstacles we faced were incoming leadership’s concerns about losing their positions because of a merger, trying to bring together two associations with different ways of doing things, trying to combine platforms and processes, and the members’ aversion to change overall. However, we were able to make them see that the benefits far outweighed the negatives, and the results would be a stronger organization, more money and resources to provide more member benefits, reduced business expenses for members and brokers, more efficiency. Another big benefit was that you didn’t have to join two different boards if you do business in more than one jurisdiction, reducing the perception of false barriers when doing business in multiple jurisdictions.
How have things changed/ improved over the last 20 years? The strength of the Association has reached new heights. Also, the installations are far more elaborate then they were when I was installed… I believe I had 14 people at my installation, and probably eight of them were family! We now have more unity and a broader set of minds to come up with ideas, systems, techniques, methodologies, etc. More resources bring more power. We have a regional contract, which makes it easier to do business.
If you look back on how we started and where we are today, it’s just night and day. The quality and enthusiasm of involvement, a greater pool of minds to pull from, all those things help our industry regionally and nationally. Also, we became a model for other associations considering mergers and we acted as consultant–for example, for the merger between the Kansas City, KS and Kansas City, MO associations, we spent some time with them and helped lead them through the process. Our WDCAR leadership was instrumental in helping present the member benefits—specifically Connie Maffin, Yolanda Mamone, Don Denton, and Frank Pietranton. I know on the MCAR side their leadership was equally as important. CAPITAL AREA REALTOR ® — Jan/Feb 2018 19
association news 50th Anniversary of the Fair Housing Act This year, the National Association of REALTORS® and these industry partners will commemorate the 50th anniversary of the Fair Housing Act: • The National Association of Real Estate Brokers (NAREB) • The Women’s Council of REALTORS® (WCR) • The National Association of Hispanic Real Estate Professionals (NAHREP) • The Asian Real Estate Association of America (AREAA) Together we will raise awareness and create action as we examine community and fair housing issues. We will also advocate for changes to the Fair Housing Act to expand fair housing protections based on sexual orientation and gender identity. As stewards of the right to own, use and transfer private property, fair housing protects our livelihood and business as REALTORS®.
How Will You Commemorate the Fair Housing Act? We encourage you to join us in this commemoration. Here are some ways you can get involved:
• Help your company, community, and local and state associations commemorate fair housing history and identify fair housing champions in your state. • Submit information about how you are participating in this commemoration on www.FairHousing.realtor under the Showcase Stories tab. Share ideas, learn what others are doing to adapt in your own community, or work with local chapters of our national partners.
• Examine how access to quality education, health care, and economic opportunity intersects with fair housing and property rights in your local area and nationally. • Work to support efforts in your community to prohibit discrimination based on sexual orientation and gender identity.
To learn more about the commemoration, access program materials and resources, and share what you are doing to recognize the anniversary of this important law, visit
50 YEARS: FAIR HOUSING MAKES U.S. STRONGER
® CAPITAL AREA AREA REALTOR 2014 2018 20 CAPITAL REALTOR•®May/Jun — Jan/Feb
2017 Year in Review In keeping with our strategic goals, here are the highlights of our key accomplishments in 2017:
Provide Superior Training
600 Create Amazing Service
SATISFACTION RATE (87% very satisfied) Reinvented the Affiliate Appreciation event
Promote the Value of a GCAAR REALTOR® RAISED THE GRANT AWARDS TO
CE CLASSES OFFERED IN 2017 WITH OVER 25,000 ATTENDEES
Nearly 40 Professional Development classes held
Supported two additional housing charities*
UP FROM 10K
Over 1,000 attendees and 130 vendors at REALTOR® Fest
Hired four new staff members (Tim Coleman, Felicia Nordeen, Zac Trupp, and Kayla Yingling)
Provide and Promote Core Services and Products
Provide and Promote Core Services and Products GOVERNMENT AFFAIRS & LEGISLATIVE ACCOMPLISHMENTS* Relaunched the GCAAR Speaker Series Refocused the RPAC brochure on issues, not candidates Launched Major Investors newsletter DC finally opened the door on TOPA Call for action response rate over 20% in DC and Maryland
PROFESSIONAL STANDARDS Introduced new citation system alternative; ethics complaints dropped from 27 in 2016 to two in 2017
CAPITAL RESOURCES Installed new roof on the Rockville office building; planted new trees DC office is almost complete, with move-in date scheduled for early spring
Communicate with Members with Relevance and Clarity Launched new gcaar.com Created infographics for housing stats *See additional information about our community service and legislative accomplishments in this issue of Capital Area REALTOR®
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 21
public policy Montgomery County and Maryland Election 2018: County Executive Democratic Candidates’ Debate On January 8, the six Democratic candidates for Montgomery County’s County Executive position made their case for why they should be elected. In front of a packed room of GCAAR members, in conjunction with the Apartment and Office Building Association of Metropolitan Washington (AOBA) and Maryland Building Industry Association (MBIA), the candidates answered questions on topics including the County budget, economic development, transportation, and other REALTOR® priorities. One of the highlights of the morning’s forum came after the candidates were asked how they would pitch homeownership in the County to a prospective millennial family making the median household income. Each candidate answered with different County neighborhoods they would suggest, before
L-R: Roger Berliner, David Blair, Marc Elrich, Bill Frick, Rose Krasnow, George Leventhal.
Councilmember George Leventhal remarked that he would recommend “they call a REALTOR® first,” to the laughter and applause of the crowd. This forum, along with programs like the upcoming Montgomery County Council At-Large Candidate Forums, are a great opportunity to get to know the candidates who will represent you, your fellow members, and your clients. Follow the calendar on gcaar.com for more Elections 2018 events.
GCAAR Members Participate in 2018 Maryland REALTOR® Lobby Day Every year REALTORS® from around the state gather in Annapolis to bring their expertise and experiences to their legislators for Maryland REALTOR® Lobby Day. GCAAR members joined their Maryland REALTOR® colleagues on January 17 and met with their state legislators to discuss first-time homebuyer accounts, the Maryland Real Estate Commission Guarantee Fund, regulating third-party escrow companies, and other issues important to their businesses and communities. Engaging with elected officials is an incredibly important tool in our effort to ensure our industry— and homeownership in general—remains strong. Through boots on-the-ground activism during
® CAPITAL AREA REALTOR •® May/Jun 2014 2018 2222CAPITAL AREA REALTOR —® —Jan/Feb CAPITAL AREA REALTOR Jan/Feb 2018
events like Lobby Day, we can get legislative efforts like the creation of a tax-free savings account for firsttime homebuyers across the finish line.
FOR MORE INFORMATION on this year’s Maryland REALTORS® Lobby Day and our 2018 Legislative Priorities, visit mdrealtor.org.
public policy District of Columbia DC Council Proposes Separating the Department of Consumer and Regulatory Affairs DC’s Department of Consumer and Regulatory Affairs (DCRA) is one of the primary agencies REALTORS® and their clients interact with on a daily basis. Unfortunately the agency’s work has generated a numer of concerns over the past few years— whether it be the length of time it takes to get a permit, or questions about
the quality of inspections. Many have felt that DCRA has not always operated efficiently. Most recently, Council Chairman Phil Mendelson made a bold move: he introduced legislation that would break up DCRA into two separate agencies, the Department of Buildings and the Department of
Licensing and Consumer Protection. The Department of Buildings would ensure buildings are up to code and regulatory standards. The Department of Licensing and Consumer Protection’s duties would include business and professional licensing, as well as assisting small businesses.
already garnered a great deal of Council and public support. The DC Association of REALTORS® will be actively engaged in the issue as it moves through the legislative process.
The radical initiative has
SAVE THE DATE Since 1990 the Preferred Qualified Intermediary for 1031 Exchanges!
Your Preferred Local Qualified Intermediary for 1031 Exchanges
Mark your calendars for this year's REALTOR® Fest at the Bethesda North Marriott on July 23! Join us for an opportunity to earn continuing education credits and enjoy the trade show.
Contact us for free consultations & information Bill Horan, CES® email@example.com
Certified Exchange Specialist®
7400 Heritage Village Plaza #102 Gainesville, VA 20155 800-795-0769 www.1031.us
Bethesda North Marriott • July 23 23
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 23
Join the Samson Family!
Call Danny Samson Today
F O R A L L R E A L TO R S ®
Wa t c h o u r S a l e s Meetings online!
We’re sharing industry news, tips and tricks, and more! Join the discussion on our Facebook Page.
Keep Your Sign Leads!
Stop losing your sign call leads to the front desk. How many leads per year are you losing? With Samson Properties, your phone number is the MOST VISIBLE number on your yard sign.
14 Samson Properties Locations • Alexandria • Bethesda • Chantilly • Culpeper • Falls Church • Fredericksburg • Gainesville
• Lake Ridge • Lansdowne • Locust Grove • McLean • National Harbor • Tysons • Vienna
No Monthly Fees
The Cardinal Club
$3 Million or 8 Transactions in the most recent 12 month period =
NO FEES FOR LIFE
You receive 100% commission and pay no fees to Samson Properties forever. We hope to show you enough good will that you will consider our in-house Title & Lender Companies.
SERVICES FOR ALL REALTORS® • FREE: 1-on-1 Social Media & Technology Training • FREE: One 3 1/2 day Facebook & Instagram Ad for Every Open House • FREE: E&O Insurance • FREE: 30 – 4-page COLOR LISTING BROCHURES, Printing & Delivery • FREE: ALL Samson listings are now “Featured Properties Listings” on “Listingbook” EVERYDAY your listing is on the market • FREE: Unlimited “Listingbook Open House Flyers” • FREE: Copies: color & black & white (listing flyers & small jobs) large color jobs at 10¢ each (promotion, farming, etc.) • FREE: 7 Marketing Dollars Per $100,000 closed
Full Management and Broker support at all times.
• FREE: 100 Just Listed postcards or one 5-day Facebook Ad for every Listing • FREE: 300 large color postcards mailed to renters for every Open House • FREE: Monthly Newsletter • FREE: Drop-in desks & printers available for use at all locations • FREE: Runners for helping with errands, deliveries • FREE: 1-on-1 business development planning (12:00pm)
Private offices available from $200 per month.
• FREE: Customized Listing Presentation • FREE: Over 350 hours of online video training on sales contracts and technology training - Learn at your own pace • FREE: $500 recruiting bonus
® ® • Sept/Oct CAPITAL AREA • May/Jun 2014 2016 CAPITAL AREA REALTOR CAPITAL AREAREALTOR REALTOR — Jan/Feb 2018 ®
Join over 1700 happy Realtors that are part of the Samson Family! “I enjoy the resources the most. I love the fact that anytime I pick up the phone, I can get ahold of any of our brokers. Samson takes more of a personal approach – they really care about their agents more than their bottom line. They want to make sure the agents are happy, and when agents are happy everything runs more smoothly! ”
- Carmen Bere, Realtor “I’ve been with Samson for about a year. I’ve always been pretty independent, so I like the independence that the company offers - but they also have full support. It’s great that you can watch and do things without going to the main ofﬁce all the time. There’s great ofﬁce locations all over the area. The brand continues to build a strong identity in the market and I would recommend Samson to everybody.”
- Jeff Stahle, Realtor “I am so grateful for Samson Properties. They go above and beyond to build their agents’ businesses. I'm glad I took a chance on meeting with Danny Samson because everything he said he would do has happened. I've never had a broker/owner truly invest in my success! I'm sure they didn't expect to open a huge 18 suite ofﬁce near National Harbor, but Danny and the team saw the need in the area, so they put it together. In order for a puzzle to be complete, you have to have all the pieces and they absolutely do! Having an inside marketing department, property marketing specialists, lending team & title company for support has made life much easier. If an agent has not checked into Samson Properties I believe they need to reevaluate their business plan because everything they offer is amazing!”
- Teila Thorne, Realtor
“Having worked in Real Estate for over 21 years and having owned my own brokerages, I have experienced and observed all sides of the industry, especially with brokers who truly care for their agents, and those who don’t. It was my meetings with Danny Samson and Mike Briggs that convinced me that I had found a brokerage whose vision and ethics are truly focused on agent-growth. Samson Properties helps me in the way that best meets my needs so I can focus on my clients. I enjoy working with a team of people who are ﬁrst class, are willing to go “the extra mile”, and who have similar values of service and integrity. I would highly recommend Samson Properties as a brokerage to help build your real estate portfolio.”
- Bea Le, Realtor
“I joined last May, and so far I really enjoy working here mostly because I get a lot of support. I am located pretty far from the main ofﬁce, but they ﬁlm all of the classes that I am interested in, so I can view them online later. Recently the company has launched some paid services to agents such as transaction and marketing coordinators and I think that will be great! I really appreciate Samson’s management. They care about their agents and they provide all kinds of assistance. They really listen to what the agents say.”
- Lily Chang, Realtor 25
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 25
COACHES’ CORNER We’ve asked two of the top real estate coaches the following question —
How can I maximize networking in my real estate business?
As I work with agents in a coaching capacity, I often find it’s either abused or totally neglected. What do I mean? I’ve coached agents who go to 4-5 networking events a week and believe that they will build a massive business out of it. I also have coached agents who want zero to do with socializing to generate business. While neither one of those is correct or wrong, I do believe that there is a happy place somewhere in the middle. Networking is an ideal supplement to a business plan. I’m going to share the top three things I think you can do to maximize networking in your real estate business.
#1 Get outside of your real estate bubble I often see agents attending real-estate-centric events and calling that “networking.” While I agree, that a network of real estate professionals is important, they won’t buy or sell a home with you. Find events attended by people you don’t know who aren’t already in the business. If you’re not at an event where you’re in a position to earn business, you’re not really networking for real estate.
#2 Be an information gatherer Going to an event and handing out cards is easy. It truly requires little to no skill or interaction. Instead, be a card collector, and commit to the step after collecting: Follow-up. The business you intend to earn by attending an event happens with diligent and on-purpose relationship building done through follow-up.
® CAPITAL AREA AREA REALTOR 2014 2018 26 CAPITAL REALTOR•®May/Jun — Jan/Feb
“Your goal is to interact, collect information and follow up.” #3 Stay mission focused OK, we’re grown-ups so, I’ll say what I really mean. Don’t over-indulge in adult beverages. While having a good time is important, you don’t want to be remembered as the “drunken real estate agent.” Your goal is to interact, collect information, and follow up. Remember, networking is a fantastic way to supplement and grow your business. Without a great follow-up system, it’s just party-going. As a coach, I recommend you truly break down your networking goals and commit to tracking the results and following up with the business. JULIE YOUNGBLOOD Julie was
born and raised in Southern Nevada and comes from a family that has been in the real estate industry for over 35 years. At an early age, Julie knew real estate was her passion. She has been engaged with her local association through various committees, including Community Outreach, Grievance, Professional Standards, YPN, Finance and Faculty. She has also served on the Board of Directors and is a Trustee for the Nevada Association of REALTORS®’ Leadership Program. She runs Youngblood Coaching & Consulting, a coaching firm for real estate professionals. The objective is to give agents the tools they need to hit their goals. Julie was recently recognized nationally by Inman News as one of the “25 Best Real Estate Coaches in 2016.”
Got a question for our coaches? Send it to: firstname.lastname@example.org and it may be featured in an upcoming issue of Capital Area REALTOR®
How can I maximize networking in my real estate business?
Mention the word “networking” and you’ll find that real estate agents either love it or hate it. The in-between is, “I don’t like it, but I do it because I know I should.” As a real estate agent, networking needs to be a part of your marketing plan. Let me explain why it’s such a valuable component of your business. You will always need new people in your database. Networking doesn’t necessarily result in immediate business, which is why many agents don’t want to do it. We all want immediate gratification. However, effective networking does sow the seeds for future business. As a new agent, you’re constantly wondering where your business will come from. Networking is a great way to get in front of people who may be interested in working with you to buy or sell real estate. Networking is even more important for experienced agents. Experienced agents can get complacent and rely on their past clients and sphere of influence for referrals. Unfortunately, the law of attrition decreases their business, which is why they, too, need to add new people to their database. What makes agents hesitate is their belief that networking has to be a formal event. That is not the case. Networking can be your Alumni Association meeting, your monthly book club meeting, or any social gathering. As people talk about themselves, be an active listener. Ask relevant questions and help the conversation move forward. When the opportunity presents itself, talk about real estate. People love to talk about real estate. Many of them believe they are experts on the topic, so it’s an easy conversation to have.
Networking can be your Alumni Association meeting, your monthly book club meeting, or any social gathering. One way we show our value to our clients is by being a resource. We need to know a little bit about a lot of different topics. Networking allows us to connect and engage with a wide range of people. That’s one of the best things about being an agent: we get to meet interesting people all the time. Making new connections and engaging with people outside of real estate enables us to better serve our clients, which in turn helps us grow our business. CANDY MILES-CROCKER, “The Real-
Life REALTOR®,“ coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience. Candy’s unique training methods have shown agents what it takes to be successful! Inman News selected Candy as one of the Top 25 Real Estate Coaches in 2016. Learn more at www.RLRETraining.com.
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 27
FROM THE GREEN SUBCOMMITTEE
NEW GCAAR MEMBER (AND CLIENT) BENEFIT! Be sure to tell your clients about this benefit! You’ll help save them money and improve our environment.
DID YOU KNOW? FHA has a program called the Energy-Efficient Mortgage (EEM), which allows buyers to add up to 5% of the price of a property onto their loan amount for energy-efficient upgrades to the home. Connect with your trusted loan officer for more information. Advertisements or solicitations of service that appear in Capital Area REALTOR® (CAR) magazine do not constitute
The following two companies are participating. Please contact them for more information and mention the GCAAR member benefit (CODE: GCAAR) when you or your clients call to use it. COMPLETE HOME SOLUTIONS Contact Linda Walker: 410-867-1202 | email@example.com | chomesolutions.com (Washington, DC and Montgomery County, MD)
GCAAR Agent/Client Benefit: 5% discount on energy-efficient upgrades. Presentation available to agents interested in energy-efficiency upgrades. ECOBECO Contact Office: 240-396-2141 firstname.lastname@example.org | www.ecobeco.com (Washington, DC and Montgomery County, MD)
an endorsement by Greater Capital Area Association of
GCAAR Agent/Client Benefit:
REALTORS® (GCAAR) of any business, organization,
$500 off projects of $5,000 or more, or $1,000 off remodeling or energy-efficiency projects of $10,000 or more.
service, or product. Offers expire December 31, 2018.
GCAAR members and their clients can now enjoy discounts or rebates on home performance services, such as energy-efficiency improvements! This benefit is currently available in Washington, DC and/or Montgomery County, MD only.
® CAPITALAREA AREA REALTOR 2014 2018 28 CAPITAL REALTOR•® May/Jun — Jan/Feb
Meet Your GCAAR Committees Community Service Committee
The Community Service Committee, GCAAR Cares, gives REALTORS® the opportunity to meet, network, and work together on projects that benefit the greater community. The committee raises money for the GCAAR Cares Fund, runs the charitable grant program, and recognizes members who contribute to the community. Chair: Samantha Damato, Vice Chair: Karen Friedman Staff Liaison: Bill Highsmith, Board Liaison: Ellie Shorb
The Grievance Committee is the Grand Jury for ethics complaints and arbitration requests. The committee reviews documents filed in ethics complaints and arbitration requests and determines whether to forward cases to the Professional Standards Committee for hearings. Members must attend monthly meetings for a three-year term. “Homework” between meetings includes reading and analyzing cases filed and attending the Professional Standards training seminar in January. Chair: Joyce Gardner, Vice Chair: Carlos Evans Staff Liaison: Yvette Robinson, Board Liaison: Lee Goldstein
Community Service Committee
First Row: L-R: Sam Ross, Miriam’s Kitchen; Mei Powers, Miriam’s Kitchen; Samantha Damato, Chair; Karen Friedman, Vice Chair. Second Row: Giulia Mason, Melissa Lango, Julie Davis, Sherri Earman, Bea Le, Marlene Trimble, Nancy Afifi, Vanessa White, Kimberly Rice, Mike Arias, Connie Vanderpool, Kelley Rucker. Third Row: Bill Highsmith (Staff Liaison), Guitson Louis, Quintaria Brunson, Betty Pelzer-Sharper, Tonya Coleman, Drew Richards, JD Teitelman, Ellie Shorb, Eric Smith, Leigh Andreasen, Arleta Davis, Jabar Brown, Sam Medvene, Jamica Brown. Not pictured: Stephanie Erhueh Ilene Kanfer Kirby Mitchell Vicki Reyes Nick Rozek Max Sandler
We are grateful for your commitment to serve.
First Row L-R: Joyce Gardner, Chair; Carlos Evans, Vice Chair. Second Row Amy Michaels, Melissa Terzis, Sue Ader, Jennifer Morrow, Yvette Robinson, (Staff Liaison), Elaine Weiskopf, Jim Cieplenski, Karen Parnes, Sandy Rosengarden, Frank Holliday, Andrew Greenspan.
Third Row Patricia Vucich, Sammy Khosh, Marilyn Emery, Dan Galloway, Jonathan Rundlett, Al Monshower, Audrey Doukoure, Richard Saunders. Not pictured: Julia Gertler Stephanie Coffey Lee Goldstein, (Board Liaison)
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 29
GCAAR Cares Year in Review 2016: YEAR IN REVEIW It was a another busy and productive year at GCAAR and we couldn’t have done it without you. Here are some highlights:
WE EDUCATED Over ___CE credits awarded 6 Broker/Manager Forums 30 Lunch & Learns
WE LOWERED THE PRICES OF CE CLASSES! $10 – in advance $25 – day of class Now that’s a good deal!
WE HOSTED FUN EVENTS We hosted fun events like our GCAAR Night at the Nats and the Halloween “BooLing” party.
YPN: YOUNG PROFESSIONALS NETWORK YPN held five events, increased membership and sponsorships, and stayed committed to supporting younger REALTORS® and supporting community nonprofits.
WE SCORED POLITICAL WINS ON REALTOR® ISSUES
• We successfully lobbied for reduced recordation taxes for DC first-time homebuyers.
WOMEN’S COUNCIL OF REALTORS ® Our Greater Capital Area Chapter continued to provide informative programming with speakers like NAR Economist Lawrence Yun.
• We fought back the Montgomery County sign ban.
HERE’S A STAT BOX
REALTOR® FEST 2016: Over 800 attendees and over 110 exhibitors!
GCAAR Cares presents a check to two of their eleven 2017 Grant Recipients, Montgomery Coalition for the Homeless and Miriam’s Kitchen. WE RAISED MORE ISSUES We fought mandatory radon testing in Montgomery County (although we didn’t win we raised the issue on this topic).
GCAAR Cares is pleased to announce its 2017 grant recipients:
• • • • • •
• District Alliance for Safe Housing (“DASH”) • Hope and a Home • Montgomery Coalition for the Homeless • Pathways to Housing DC • Calvary Women’s Services
WE ARE OVER 10,000 MEMBERS STRONG!
Interfaith Works The Dwelling Place The ARC-Montgomery SUCCESSFUL LEGISLATIVE BREAKFAST
GCAAR REALTORS® CARE See page ____ for 2016 highlights from our Community Service Committee, GCAAR Cares.
Housing Unlimited, Inc. We held another wellattended Legislative Breakfast with newlyelected legislators Chris Van Hollen and Jamie Raskin among the speakers.
A Wider Circle
Miriam’s Kitchen Thank you to all our volunteers. Thank you for a great You really made a difference! 2016! Let’s work together to make 2017 even better!
® CAPITAL AREA AREA REALTOR 2014 2018 30 CAPITAL REALTOR•®May/Jun — Jan/Feb
Send ideas to email@example.com
Take a look back at some of the events that shaped an extraordinary year • Refurbished a Montgomery County home for Rebuilding Together®. • Awarded $15,000 to 11 Montgomery County and Washington, DC nonprofit organizations through our GCAAR Cares grants program. • Supported the KIND (Kids in Need Distributors) program which delivers food to schools across Montgomery County. • GCAAR’s Education Department designated 30 classes in 2017 to benefit GCAAR Cares, raising over $1,000 for the GCAAR Cares Fund. 1
1 Kids in Need Distributors (KIND) Food Pick up 2 REALTOR® Fest 4th Annual Silent Auction 3 Night of Bowling Fundraiser
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 31
Realtor Party ®
Thank You to our RPAC Investors
Capital Club ($250-$999)
Suzanne Des Marais
R. Bradley Runyan
Abeer Abou Elmakarem
P. Joy Siegel
Crystal “R” Michael Moran Paragon Title & Escrow
Michael Fowler Lee Goldstein Harold Huggins
*As of February 2, 2018
Colin Johnson Kwame Joseph Tim Knobloch Justin Levitch Shelly Murray Frank Pietranton Jr. Bonnie Roberts-Burke Katrina Schymik Abjornson Andres Serafini Dianah Shaw Jason Sherman Ellie Shorb Danai Mattison Sky Frank Snodgrass Edward Wood
® CAPITAL AREA REALTOR 2014 *AsAREA of December 20172018 32 CAPITAL REALTOR•® May/Jun — 13, Jan/Feb
Make the investment today! Invest online at: gcaar.com
Realtor Party ®
President’s Circle The President’s Circle is an influential group of REALTORS® who contribute directly to REALTOR®-friendly candidates at the federal level. Political Action Committees, like our REALTORS® Political Action Committee (RPAC), can only legally contribute $10,000
Why I Invest in RPAC
per election cycle to a Member of Congress.
Danai Mattison Sky
The President’s Circle Program supports
As the daughter of a REALTOR® who has been heavily involved in our industry on a local, state, and national level, I learned at an early age the importance of being informed, being engaged, and promoting change, when necessary, for the benefit of our industry and our communities. I learned through observation of my dad’s participation why he wanted to stay at the forefront of what was happening in the industry and beyond. Our business is not just about the bricks and sticks and selling houses. It’s about the communities they’re within, it’s about the people we serve, and it’s about ensuring that the value of homeownership remains strong now and in the future.
REALTOR® Party Champions—Members
As I became involved in the associations locally and nationally and interacted with fellow REALTORS® from across the country, I saw even more clearly how important and fierce our protection of our industry should be. We face legislation on all levels that threatens homeownership, our businesses, and the true meaning of ‘home.’ I admit it is very easy for us to get caught up in what we do on a daily basis—it’s our livelihood after all—however many are able to do so and not focus on what’s happening around us because RPAC makes every effort to ensure our industry’s success, and that we can work unencumbered. Our political action committee represents one party—the REALTOR® Party—and while I must say, I feel a bit discouraged when I hear REALTORS® who don’t invest getting hung up on party politics (especially here in the DC area), I remind them and myself that real estate and ‘home’ is universal…and it’s our business which we must protect.
THAT’S WHY I INVEST IN RPAC– I invest in the protection of all things ‘home.’
Whatever ‘home’ means to you, protect it and invest today!
of Congress who have made significant achievements in advancing the REALTOR® public policy agenda. The President’s Circle Program allows REALTORS® to contribute beyond RPAC dollars and increase the strength of the REALTOR® voice on Capitol Hill.
GCAAR would like to recognize the following 2017 President’s Circle members:
Bonnie Casper Jamie Coley Harold Huggins Fred Kendrick Edward Krauze Carole Maclure Peg Mancuso Bo Menkiti Mike Moran Shelly Murray Bonnie Roberts-Burke Dale Ross Chris Suranna
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 33
design trends O R GA N I ZI N G MI STA KES THAT MAK E YOU R HOU S E LOOK ME S SY
Confusing “Clean” and “Organized” ”Having piles neatly lined up on the counter doesn’t mean you’re organized,” says professional organizer Linda Rothschild. If you find your flat surfaces filling with clutter, it’s time to designate a spot for everything coming into your home. Once you get the hang of it, the piles will disappear.
Letting Laundry Linger
When the laundry room is downstairs, piles of unfolded clothes can accumulate. “It’s all about just doing it right away,” says professional organizer Alejandra Costello. “Don’t do laundry unless you have enough time to finish it. When you’re ready to fold it, take it out of the dryer and put it away right then.”
THE MISTAKE A Full Refrigerator
Photos by Brian Kellogg @Scripps Networks, LLC
“A big, messy focal point is a refrigerator tacked with magnets and reminders and notes and letters and photos and art projects and shopping lists,” says professional organizer Jeni Aron. “Instead, keep one clipboard on your kitchen wall with all of the lists you need. AREAAREA REALTOR • May/Jun—2014 3434 CAPITAL CAPITAL REALTOR Jan/Feb 2018 ®
TO P D E SI G N TRE NDS — TIPS TO GET (AND STAY) ORGANIZED! Source: www.hgtv.com – “Organizing Mistakes That Make Your House Look Messy” brought to you by Liz Gray, Anastasia Faiella, Kerrie Kelly, Patrick Flynn, and Toni Hammersley
Professional organizers share their top pet peeves and ways to solve them
THE MISTAKE Too Many Family Photos
“Knick-knacks and picture frames can be horrible forms of clutter. I love my family— honestly, I do−but I have a total of two tiny framed photos of them in my home,” says professional organizer Jeni Aron. “Picture frames and little doo-dads and figurines collect dust, they look outdated and they don’t add to any style direction or decor in your home. If you want to do a gallery wall of all same-sized prints with simple frames leading up a stairway or an artfully hung collection over an entryway console, go for it.”
Image courtesy of Jennifer and Kitty O’Neil
Photos by Sarah Dorio Photography
When styling bookshelves, small pieces look more dramatic (and less cluttered) when grouped with like items. “Collections of vases showcase what you love, versus having one on the coffee table and two on the end table. It doesn’t look cohesive,” says professional organizer Nancy Heller.
Waiting Until Tomorrow
Staying organized is easy if you do something every day. “It’s continuous maintenance. For every hour we spend organizing we save 3-4 hours,” says professional organizer Nancy Heller. “Spend 5 minutes tidying up your junk drawer... just 20 minutes here, 10 minutes there, will make all the difference.”
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 35
economic outlook & forecast By Nadia Evangelou, NAR Research
Economic Outlook for Washington, DC Area
Since 2012, the national median home price has increased 38 percent, with annual gains from five to seven percent. The low level of construction is limiting the supply of homes for sale and putting significant upward pressure on prices. Although housing starts in 2017 increased to their highest level since 2007, total housing inventory fell year-over-year for 30 consecutive months. This imbalance between demand and supply in the housing market increases home prices. Growth in home prices is expected to slow to one to three percent in 2018 on a nationwide basis. Since all real estate is local, there will be some markets with price gains and other markets with actual price declines. Home prices in both Maryland and the District of Columbia could drop in 2018.
Growth in home prices is
Furthermore, the new tax law, along with the likelihood of higher interest rates, as well as the market momentum of housing shortages and employment conditions, are expected to diminish home-price gains in 2018. Home prices will likely rise, but at a slower pace this year compared to growth seen over the past five years.
expected to slow to one
Below is the analysis of the regional data for the Washington, DC area.
to three percent in 2018
Washington, DC Since 2011, home prices have had solid gains in the District of Columbia, while the median home price has increased by 41 percent. However, it is noteworthy that home prices in the area are growing more slowly over the past few years. Looking at the monthly data, home prices dropped for four months in 2017 compared to a year earlier. Although there are a few more homes for sale in 2017, inventory is still scarce in the area and well below the six months’ supply that represents a market balanced between buyers and sellers.
on a nationwide basis.
The new tax law reduces the limit on deductible mortgage debt and caps the real estate deduction at $10,000. These two provisions are expected to have a disproportionately greater impact on the local housing market compared to the rest of the country. Moreover, a higher standard deduction may lessen the incentive to purchase a home, as fewer consumers will utilize mortgage-interest and property-tax deductions. According to the American Community Survey (ACS), there are 28,590 homes with a mortgage that are valued over $750,000 in the District of Columbia (35 percent of all homes with a mortgage). However, these owners will be affected by the new limit on mortgage interest deductions only if they move and sell their home. It is estimated that 70 percent of these homes will be sold and purchased sometime in the next 10 years. However, not all of these homeowners will claim the
CAPITAL AREA REALTOR® • May/Jun 2014
36 CAPITAL AREA REALTOR ® — Jan/Feb 2018
deduction. Based on IRS data, the share of taxpayers who claim the deduction varies by income bracket. For instance, 61 percent of taxpayers with an income higher than $100,000 claimed the mortgage interest deduction in 2015. Hence, the number of owners that will be affected by the new tax law is narrowed down. It is estimated that of the 28,590 homes valued over $750,000, nearly 13,460 owners will likely be affected by this provision in the District during the next 10 years. These owners with large mortgages may lose out on an average of $1,600 of potential savings under the new tax law because of the limitation on the mortgage interest deduction.
In addition, nearly 47,480 owners paid over $10,000 in real estate taxes. While these owners paid $1,220 on average more than the new limit on the real estate tax deduction, we expect that each one of them will lose $310 of the potential tax savings. Most of these owners live in Montgomery County, where most of the higher-priced homes are located. Twenty-one percent of homes with a mortgage are valued over $750,000, while nine percent of owners paid over $10,000 in real property taxes.
Additionally, in the District of Columbia, nine percent of owners paid more than $10,000 in real estate taxes in 2016, which again prevents the full deduction of the property tax under the new tax law. The loss of the tax savings that owners will experience under the new tax law will not be a one-year event; its impact will last for 10 years. Home prices are expected to bear the impact of these two provisions more heavily in the local area. In the District of Columbia, home prices could decline by an average of one percent in 2018. Many other factors will also influence the housing market, such as likely higher interest rates and the market momentum of housing shortages and employment conditions. Under different scenarios about employment and construction activity in 2018, home prices on average across the District of Columbia could see a mild gain or a deeper loss, depending upon the strength of job gains and whether or not homebuilders can greatly ramp up production. Maryland The data tells a similar story for Maryland. Limited inventory is driving home prices up to record highs. In Maryland, home prices rose by four percent in 2017 compared to a year earlier, while inventory continues to drop. Statewide, there were 71,300 homes with a value over $750,000 (6.8 percent of all homes with a mortgage). Among these homes, it is estimated that 38,640 owners will be affected in the next 10 years by the limitation on the mortgage interest deduction.
Based on the above analysis, the new tax law could force a drop in home prices by one percent in 2018 in Maryland. Taking into account the effect of rising interest rates and the momentum of employment and construction activity in the area, home prices overall for the state could see a gain of two percent, or even a decline of two percent, depending on the strength of state employment conditions.
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 37
By Chris Darby, Tom Muldoon, and John Nalls of Counselors Title, LLC, and Pardo & Drazin, LLC, General Counsel
QUESTION: I represent a Seller who had a contract with a Buyer who conducted a home inspection and provided us with a copy. The contract ultimately fell through and the house is back on the market. Do I now have to provide a copy of this inspection to any new potential buyers even if I do not agree with the contents of the inspection? ANSWER: While your Seller is not required to provide a copy of the inspection report to any new Buyer, knowledge of any observations made in the report are now imputed to your Seller since you have received a copy of it, even if he or she may not agree with them. If the report identifies any material “facts,” your Seller has one of three choices: 1) disclose the “fact” to a potential new Buyer (with the caveat that this “fact” was identified by a prior inspector whom Seller did not hire); 2) refute the “fact” by hiring his or her own expert to inspect the alleged condition and provide an opinion that the “fact” does not exist or is not as represented in the report; or 3) repair the defect identified in the “fact.” QUESTION: I am listing a house and the sellers are getting divorced. The wife has legally changed her name but the deed reflects her married name. Does she need to do anything prior to selling? ANSWER: Nothing will need to be done with respect to changing her name on the deed or otherwise. She will need
CAPITAL AREA REALTOR® • May/Jun 2014 38 CAPITAL AREA REALTOR ® — Jan/Feb 2018
to prove she is one and the same person, but that can be accomplished with paperwork reflecting the name change. QUESTION: I recently sent an inspection notice with report and list of repairs. Unfortunately, I sent the wrong copy of the notice that didn’t have the Buyer’s signatures/initials. The Buyer did sign before the deadline but the signed copy was sent after the deadline. The Seller is maintaining that the deadline was missed and they are not responding to the inspection request. Is my Buyer out of luck? ANSWER: Unfortunately, yes. The Inspection Contingency mandates that a Buyer must deliver both a copy of the inspection report(s) along with a “Notice” listing the condition or items required to be repaired. In order for a Notice to be valid it must be in writing and delivered in accordance with the terms as defined under the Contract (see below from GCAAR Sales Contract). 31. NOTICES: Notice means a unilateral communication from one party to another. All Notices required under this Contract will be in writing. Notices to Seller shall be effective when delivered to Seller or an agent of Seller named in the Contract or that agent’s supervising Manager. Notices to Buyer shall be effective when delivered to Buyer or an agent of Buyer named in the Contract or that agent’s supervising Manager. “Delivery” means sent by wired or electronic medium which
produces a tangible record of the transmission (such as fax or email which includes an attachment with an actual copy of the executed instruments being transmitted), hand carried, sent by overnight delivery service or U.S. Postal mailing. In the event of overnight delivery service, delivery will be deemed to have been made on the next business day following the sending, unless earlier receipt is acknowledged in writing. In the event of U.S. Postal mailing, delivery will be deemed to have been made on the third business day following the mailing, unless earlier receipt is acknowledged in writing. The provisions of this paragraph regarding Delivery of Notices shall also be applicable to delivery of resale packages for condominiums, co-operatives and/or homeowners’ associations as may be required in a separate addendum. Resale packages may also be delivered to the parties identified above by Seller or agent of Seller through an electronic link provided by the management association. QUESTION: Our firm is managing a property in DC wherein
the owners live overseas. The tenant’s original lease terms have expired and they are presently on a month-to-month lease. My client now wishes to move back into the property as their principal residence. What type of notice do I need to provide to the tenants and how long will it take for them to vacate? ANSWER: In order to lawfully evict the present tenants, the owners must first provide a “90-Day Notice to Vacate for Personal Use and Occupancy” pursuant to DC Code Section 42-3505.01(d) (RAD Form 12), which includes a statement under oath of the owner’s intent to occupy the property for their own personal use and occupancy. They must also file a copy of the Notice with the Rental Accommodations Division of the Housing Regulation Administration (part of DHCD) within five (5) days of issuance to the tenant(s). If the tenants refuse to vacate the premises within the 90-day period, the owner may file an eviction action in the DC Superior Court.
Disclaimer: The answers provided here are the opinions of the authors, are for informational purposes, and are only for GCAAR members. Neither Counselors Title, LLC, nor Pardo & Drazin, LLC is providing legal advice, but rather providing a general statement of law. No lawyer/client relationship is – or will be – established as a result of this material. Readers are encouraged to retain their own counsel for their specific questions. Answers may have been edited for formatting purposes.
Michael J. Bramnick, Esquire Mike is an experienced litigator regularly handling real estate disputes in Maryland, Virginia, and the District of Columbia between residential buyers, sellers, real estate brokers, and agents, including matters involving:
v Real estate contract disputes and breach of contract claims v Buyer or seller refusing to close on a transaction v Disputes involving the release of an earnest money deposit v Commission and fee disputes v Homeowner/contractor disputes v Mechanic’s liens v General civil litigation
Mike has been repeatedly recognized by Super Lawyer Magazine as a “Rising Star” in the area of civil litigation.
Bramnick Law, LLC 4520 East West Hwy • Suite 700 Bethesda, MD 20814
BramnickLegal.com Phone: 301.547.3647 • Fax: 301.951.8631 Email: MBramnick@BramnickLegal.com
CAPITAL AREA REALTOR® • May/Jun 2014 ® ® — Sept/Oct 2017 33 CAPITAL AREA REALTOR CAPITAL AREA REALTOR — Jan/Feb 2018 39
2018 EDUCATION SCHEDULE
February 26, 2018 Virginia Broker Management & Agent Supervision CEU: 8 hours VA (required for Brokers/elective for Salesperson) and DC (elective) Instructor: Thom Brockett Time: 9:00 a.m. – 6:00 p.m. February 26, 2018 VA Financing CEU: 3 hours MD and DC (elective) Instructor: Matt Lieberman Time: 10:00 a.m. – 1:00 p.m. February 26, 2018 Credit Reporting and Scoring CEU: 2 hours MD and DC (elective) Instructor: Michael McNamara Time: 2:00 – 4:00 p.m. February 28, 2018 Architecture: Styles, Building Nomenclature and Styles CEU: 3 hours MD, DC and VA (elective) Instructor: Vimal Kapoor Time: 9:30 a.m. – 12:30 p.m. February 28, 2018 Basement, Foundation and Crawl Space Issues CEU: 3 hours MD (elective) Instructor: Vimal Kapoor Time: 1:30 – 4:30 p.m.
March 1, 2018 Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: David Politzer Time: 2:00 – 5:00 p.m. March 2, 2018 Condo Financing CEU: 3 hours MD, DC and VA (elective) Instructor: Frank Shull Time: 10:00 a.m. – 1:00 p.m. March 2, 2018 Lease Option Contracts CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Brian Gormley Time: 2:00 – 3:30 p.m.
CAPITAL AREA REALTOR® • May/Jun 2014 40 CAPITAL AREA REALTOR ® — Jan/Feb 2018
March 3, 2018 Maryland Fair Housing CEU: 1.5 hour MD (required) and DC (elective) Instructor: Thom Brockett Time: 8:30 – 10:00 a.m. March 3, 2018 Advertising Compliance CEU: 3 hours MD, DC and VA (elective) Instructor: Thom Brockett Time: 10:15 a.m. – 1:15 p.m. March 3, 2018 MREC Required Supervision CEU: 3 hours MD (required for Brokers/elective for Salesperson) and DC (elective) Instructor: Thom Brockett Time: 2:00 – 5:00 p.m. March 5, 2018 Selling Houses Using Lease Options CEU: 3 hours MD, DC and VA (elective) Instructor: Ron Baras Time: 10:00 a.m. – 1:00 p.m. March 7, 2018 Comparison Between the GCAAR & NVAR Contracts CEU: 2 hours DC and VA (elective) Instructor: Greg Flynn & Mike Hollman Time: 2:30 – 4:30 p.m. March 8, 2018 Understanding Credit Reports CEU: 3 hours MD, DC and VA (elective) Instructor: Chanin Wisler Time: 10:00 a.m. – 1:00 p.m. March 8, 2018 The ABCs of Rentals CEU: 3 hours MD and DC (elective) Instructor: Sandra Stewart Time: 2:00 – 5:00 p.m. March 9, 2018 GCAAR @ NVAR: Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Maria Deligiorgis, Esq.
Time: 9:30 a.m. – 12:30 p.m. * NVAR – Fairfax (8407 Pennell Street)
March 9, 2018 GCAAR Sales Contract Review CEU: 3 hours MD and DC (elective) Instructor: Jill Michaels Time: 9:30 a.m. – 12:30 p.m.
March 16, 2018 Dealing with Death: Who’s the Client CEU: 1.5 hours MD (elective) and 1 hour VA (elective) Instructor: Andrew DiPaola Time: 9:30 – 11:00 a.m.
March 9, 2018 Transfer and Recordation Taxes CEU: 1.5 hours MD (elective) Instructor: Bob Pettis Time: 1:30 – 3:00 p.m.
March 16, 2018 Surveys: The Basics and Beyond CEU: 1.5 hours MD (elective) and 1 hour VA (elective) Instructor: Andrew DiPaola Time: 11:30 a.m. – 1:00 p.m.
March 10, 2018 Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Mary Chieppa Time: 8:30 – 11:30 a.m. March 10, 2018 MREC Agency - Residential CEU: 3 hours MD (required) and DC (elective) Instructor: Mary Chieppa Time: 12:15 – 3:15 p.m. March 12, 2018 How to Do a 1031 Like-Kind Exchange CEU: 3 hours MD, DC and VA (elective) Instructor: Bill Horan Time: 2:00 – 5:30 p.m. March 14, 2018 Foreclosures CEU: 3 hours MD and DC (elective) Instructor: Bob Moses & Steven Buckman Time: 10:00 a.m. – 1:00 p.m. March 15, 2018 New Member Orientation CEU: No CE Instructor: Ned Rich Time: 10:30 a.m. – 4:00 p.m. March 15, 2018 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Ned Rich Time: 1:00 – 4:00 p.m. March 15, 2018 Maryland Fair Housing CEU: 1.5 hours MD (required) and DC (elective) Instructor: Jessica Chipoco Time: 4:30 – 6:00 p.m.
March 16, 2018 What You Don’t Know About Credit Can Hurt You CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Hillary Cochin Time: 2:00 – 3:30 p.m. March 17, 2018 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Barbara Maloney Time: 8:30 – 11:30 a.m. March 17, 2018 Understanding the Needs of Your Client CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Barbara Maloney Time: 12:15 – 1:45 p.m. March 19, 2018 Truth or Consequences: Disclosures CEU: 2 hours MD and DC (elective) Instructor: P. Joy Siegel Time: 10:00 a.m. – 12:00 p.m. March 19, 2018 Successful Open Houses CEU: 1.5 hours MD (elective) and 1.0 hour VA (elective) Instructor: Jessica Olevsky Time: 1:00 – 2:30 p.m. March 19, 2018 Trusts and Wills in Real Estate Transactions CEU: 2 hours MD, DC and VA (elective) Instructor: Tim Sessing Time: 3:00 – 5:00 p.m.
Licensed in MD, VA & DC
March 20, 2018 Pricing Strategy Advisor (PSA) Designation Class CEU: No CE Instructor: Barbara Maloney Time: 9:00 a.m. – 5:00 p.m. March 22, 2018 Financing Issues/Update CEU: 3 hours MD, DC and VA (elective) Instructor: Thom Brockett & Bill Rozek Time: 10:00 a.m. – 1:00 p.m. March 23, 2018 Virginia Law Prep Course CEU: No CE Instructor: Mary Chieppa Time: 10:00 a.m. – 1:00 p.m. March 23, 2018 Negotiating Multiple Offers CEU: 2 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 1:30 – 3:30 p.m. March 26, 2018 DC Fair Housing CEU: 3 hours DC (required) Instructor: Mary Chieppa Time: 8:30 – 11:30 a.m. March 26, 2018 DC Legislative Update CEU: 3 hours DC (required) Instructor: Thom Brockett Time: 12:30 – 3:30 p.m. March 26, 2018 DC Law Prep Course CEU: No CE Instructor: Mary Chieppa Time: 1:00 – 4:00 p.m. March 26, 2018 DC Ethics CEU: 3 hours DC (required) Instructor: Dana Hollish Hill Time: 3:45 – 6:45 p.m. March 28, 2018 Maryland Fair Housing CEU: 1.5 hours MD (required) and DC (elective) Instructor: Jill Malloy Time: 8:00 – 9:30 a.m.
March 28, 2018 Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Jill Malloy Time: 10:00 a.m. – 1:00 p.m. March 28, 2018 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Carole Maclure Time: 2:00 – 5:00 p.m. March 28, 2018 MREC Agency – Residential CEU: 3 hours MD (required) and DC (elective) Instructor: Roger Carp Time: 5:30 – 8:30 p.m. March 29, 2018 Virginia Fair Housing CEU: 2 hours VA (required) and DC (elective) Instructor: Tara Houston Time: 8:30 – 10:30 a.m. March 29, 2018 Virginia Mandatory Agency CEU: 1 hour VA (required) and DC (elective) Instructor: Tara Houston Time: 10:45 – 11:45 a.m. March 29, 2018 Virginia Ethics CEU: 3 hours VA (required) and DC (elective) Instructor: Thom Brockett Time: 12:45 – 3:45 p.m. March 29, 2018 Virginia Legal Update CEU: 1 hour VA (required) and DC (elective) Instructor: Thom Brockett Time: 4:00 – 5:00 p.m.
"YOUR SUCCESS IS OUR SUCCESS" WHY BE A SMART AGENT? 100% COMMISSION, NO MONTHLY FEE! Free Custom Website with CRM and IDX Capabilities Silver Spring, Camp Springs, and Baltimore Offices Free Copies, High Speed Scanning, and Forms Free Social Media Design and Training Discounted VR & Photography Services Same Day Commission Disbursement Contact Free Premium Dotloop Membership
1700 Elton Rd #201 Free First 500 Business Cards Silver Spring Quick Advance Commission MD 20903 Full-Time Broker Support O# 301 445-1395 Juan Campos/ principal Broker-(301) 252-5515 Training and Mentoring Program
March 30, 2018 Procuring Cause CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Al Monshower Time: 1:30 – 3:00 p.m.
March 29, 2018 Virginia Mandatory Contract Review CEU: 1 hour VA (required) and DC (elective) Instructor: Thom Brockett Time: 5:15 – 6:15 p.m. March 30, 2018 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Al Monshower Time: 9:30 a.m. – 12:30 p.m.
april April 4, 2018 GCAAR @ NVAR: Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Tara Houston Time: 9:30 a.m. – 12:30 p.m. * NVAR – Fairfax (8407 Pennell Street) April 7, 2018 New Member Orientation CEU: No CE Instructor: Thom Brockett Time: 8:30 a.m. – 1:15 p.m.
NOTE: All classes are held at GCAAR’s Rockville office unless
April 7, 2018 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Thom Brockett Time: 10:15 a.m. – 1:15 p.m.
CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — Jan/Feb 2018 41
GCAAR in the news Five Things to Know for Feb. 14 in Montgomery County
Looking Ahead in 2018: Three Political Questions
Five Things to Know for Feb. 7 in Montgomery County
Blair Dosen’t Know, Krasnow Plans, and Frick Just Says No
GCAAR 20th Anniversary Page
County Executive Candidates Talk Housing, Taxes During REALTORS® Forum
Montgomery Community Media February 14, 2018 – Final At-Large County Council Debate Announcement
Montgomery Community Media February 7, 2018 – At-Large County Council Debate at GCAAR Announcement
Washington Business Journal January 25, 2018 52
WASHINGTON BUSINESS JOURNAL
Advertising Supplement 2018 Corporate Anniversaries
GCAAR: 20 Years of Serving Real Estate Professionals MISSION • We are the local voice for real estate. • We promote and protect private property rights, and the right to own, use, and transfer real property. • We advocate for professional and ethical service to the public and our members. • We provide the resources for our members to succeed.
CEO: Michael Moran Founded In: 1998 15201 Diamondback Drive, Suite 100 Rockville, MD 20850 301-590-2000
WHAT WE DO
• We provide services to over 10,000 primary members and over 280 Affiliates (members who provide services related to the real estate industry). GCAAR members receive free use of zipForm® - free downloadable and writable forms and contracts, access to SentriLock, a secured electronic lockbox system available only to REALTORS®, a free legal hotline, and discounts through membership in the national and state REALTOR® associations.
he Greater Capital Area Association of REALTORS® (GCAAR) is one of the largest local REALTOR® associations in the U.S., representing more than 10,000 REALTOR® members from Montgomery County, MD and Washington, DC, as well as industry-related professionals who follow the real estate business. GCAAR was formed January 1, 1998 from the consolidation of the Montgomery County and the Washington, DC Association of REALTORS®. In 2014, GCAAR moved into its current location at 15201 Diamondback Drive in Rockville. The Washington, DC office will be moving to its new location at 1615 New Hampshire Avenue, NW in early 2018.
• We monitor and lobby legislative issues in Montgomery County, MD, Washington, DC, and the state of Maryland, which affect the public and the real estate industry. GCAAR works with lawmakers to ensure public policy that encourages homeown-
ership, successfully lobbying for reduced recordation taxes for first-time homebuyers in DC, speaking out against issues like mandatory radon testing and recordation tax increases in the County, and most recently joining the voices of REALTORS® at the national level to speak out against the tax reform legislation. We promote the benefits of home ownership and support affordable and fair housing initiatives. • We offer required and elective continuing education credits and professional development opportunities. GCAAR provides continuing education courses for license renewal in DC, Maryland, and Virginia to both members and non-members, with an emphasis on real estate industry issues and professional designation programs. We held over 600 educational classes in 2017 with over 25,000 students attending. GCAAR also sponsors the annual REALTOR® Fest education summit, a one-day event where attendees can earn up to nine continuing education credits. • We provide systems to resolve ethics disputes. REALTORS® adhere to The Code of Ethics, a promise to the public that defines the professionalism and service to be expected from a member of the National
Association of REALTORS®. Through mediation and arbitration, GCAAR provides a process for both real estate professionals and consumers alike to resolve issues when ethics and equal and competent service may be in question. • We support organizations that promote housing initiatives. GCAAR supports the generous involvement of its members in the communities they serve through its Community Service Committee, GCAAR Cares. In 2017, GCAAR Cares supported 11 housing-related charities in the Metro area through its grants program. Each year, GCAAR enthusiastically supports Rebuilding Together®, where volunteers rehab a home in either Washington, DC or Montgomery County, MD. • We communicate industry information. GCAAR provides up-to-date industry news to its members and the public via print and electronic publications, social media, and through its website, gcaar.com. Working hand in hand with our state and national REALTOR® associations, GCAAR’s vision is to be the leading real estate organization that provides outstanding value and exceptional service to our members and communities, while expecting the highest level of professionalism.
Bethesda Magazine January 14, 2018 – County Executive Democratic Candidates’ Forum Announcement
Seventh State–Maryland Politics Watch January 9, 2018 – Recap of the County Executive Democratic Candidates’ Forum at GCAAR
Bethesda Beat January 8, 2018 – Recap of the County Executive Democratic Candidates’ Forum at GCAAR Five Things to Know for Jan. 8 in Montgomery County
Montgomery Community Media January 8, 2018 – Recap of the County Executive Democratic Candidates’ Forum at GCAAR New Tax Law Expected to Slow Rise of Home Values, Creating Winners and Losers
The Washington Post December 29, 2017
he Greater Capital Area Association of REALTORS® (GCAAR) thanks
its Members, Affiliates, and Leadership past and present, for 20 years of supporting its efforts to provide outstanding value and exceptional service to real estate professionals in Montgomery County, MD and Washington, DC. Greater Capital Area Association of REALTORS® 15201 Diamondback Drive • Suite 100 Rockville, MD 20850 • (301) 590-2000
42 CAPITAL AREA REALTOR ® — Jan/Feb 2018
“If they’re not going to have a tax benefit, maybe they’ll go rent and not buy. The tax overhaul could hinder first-time buyers, in particular, and then have a cascading effect.”
– 2012 GCAAR President Bonnie Casper
Agent Spotlight MEET SHEENA SAYDAM As the force behind Saydam Properties Group (SPG) of Keller Williams Capital Properties, Sheena Saydam is committed to providing the best service to her clients and giving back to the community she is a part of. Sheena is passionate about providing each and every client with service more extraordinary than they’ve received anywhere—across all service industries. Her dedication is reflected in the three organizations SPG actively and financially supports. Generosity: Global Generosity: Global is a non-profit organization with a local and international mission. They are committed to using the power of generosity to positively impact people by providing access to clean drinking water to people in developing countries, and helping people in homeless communities become self-sufficient. In addition to significant financial contributions and volunteer efforts, SPG has been committed to the development of a “Generosity” shower truck for the homeless. generosityglobal.org The Tree House The Tree House CAC of Montgomery County Maryland is dedicated to reducing trauma and promoting healing for child victims of physical abuse, sexual abuse, and neglect. Through an innovative, collaborative process between the private and public sectors, key professionals come together on behalf of the best interests of victims. SPG shares in The Tree House’s vision, offers significant financial support, and holds events regularly—such as bake sales, pajama drives, charity drives, and more—to support their needs. treehousemd.org Urban Ed Headquartered in Washington, DC, Urban Ed’s mission is to provide District of Columbia children, youth, and adults with technology-driven education, information, and skill development for sustained futures. SPG works closely with Urban Ed to support the board in their mission to help DC residents gain marketable workplace skills in the IT field and expose them to various levels of technology. Sheena served on the board for three years, including two years as Board Chair. urbaned.org
HAVE A STORY YOU WOULD LIKE TO SHARE?
Send it to: firstname.lastname@example.org. CAPITAL AREA REALTOR ® — Jan/Feb 2018 43
IT’S A NEW YEAR, AND THAT MEANS NEW (TO SOME, AND MAYBE NOT SO NEW TO OTHERS) REAL ESTATE TECH TOOLS TO HELP YOU HIT THE GROUND RUNNING.
44 CAPITAL AREA REALTOR ® — Jan/Feb 2018
DocuSign Facts • More than 200 million users in 188 countries • More than 1,100 credit unions use DocuSign • DocuSign is available in 43 languages • DocuSign is the official eSignature provider to the Big ‘I’ and its 250,000 members
HE R E AR E A FE W OF THE PI C K S for the best real estate software of 2018, as reported by Emile L’Eplattenier in fitsmallbusiness.com. He lists 29, but due to space constraints, we’ve only listed a few (in no particular order). To see the full list, go to https:// fitsmallbusiness.com/best-real-estate-software/
(KEY COPYIN G S O F T WARE )
( 3D VI RTUAL TOUR S )
Sometimes your vendors are the ones using the best real estate software. While you may never use Matterport real estate software yourself, it’s the engine that makes all those cool 3D walkthroughs possible. These days, it seems like many clients, especially relocation clients, not only want, but expect 3D tours for high-end properties. Why not give them what they want? Ask your photographer about Matterport or look for a 3D tour company in your area. If you want to go all in, you can buy your own Matterport camera for around $4,500. If you’re good, you might find yourself with a lucrative side business on your hands. www.matterport.com
Key.me elegantly solves one of the more frustrating logistical hurdles for listing agents and rental agents. Keys! With Key. me, instead of borrowing a homeowner’s keys while you rush off to Home Depot, you simply have to snap a picture of the key and head to your local Key.me kiosk to make a copy. The best part is that if you happen to lose a key, all you need to make a new copy is the photo you have saved in the app. No more lockouts. Ever. www.key.me
( O PEN H OU S E MA NAG E ME N T SO FTWA RE )
Open Home Pro will help take the “pen” out of your next open house with their feature-packed paperless open-house app. You get digital sign-in sheets that integrate with more than a dozen real estate CRMs (Insightly, Top Producer, etc.), automated seller reports, and automated email and text messaging to your open-house attendees. No more smudged sign in sheets or tedious data entry. Open Home Pro is a must for property managers, seller’s agents or anyone who runs a lot of open houses. Want to learn more about Open-House Apps? Check out our in-depth buyer’s guide comparing the top three open-house apps. www.openhomepro.com
( R EN TAL L I ST I NG S )
Here’s one for the rental agents. Zumper combines all the great features of Padmapper, Naked Apartments, Trulia, and half a dozen other rental apps into one. Zumper not only presents your listing on a lovely, easy-to-search site, but they will also run Experian credit reports and rental applications for your prospective tenants. It makes the rental process so easy, you might feel guilty collecting a broker fee. Zumper is definitely the best real estate software on the market today for rental agents. www.zumper.com
Source: The Best Real Estate Software: Our Picks for 2018, by Emile L’Eplattenier fitsmallbusiness.com
( CUSTO MER R ELAT IONS H IP MANAGEMENT )
(LEAD NURT UR ING)
Let’s face it. Choosing a CRM is up there with a root canal for most REALTORS®. There are dozens and dozens of options on the market and very little to differentiate them all. Contactually, on the other hand, is a different animal entirely. Instead of just managing your contacts and leads (which it does very well), Contactually goes one step further and helps you manage your relationships. Contactually offers users automated follow-up reminders, advanced automation and pipeline management, and a letter grade to tell you how well you’re doing with your follow-up—and manages to do it all in a lovely-to-look-at and easy-to-use package. www.contactually.com
RealScout is a game changer. If you have a busy schedule and a lot of leads to nurture, it can mean the difference between a good year and an outstanding year. RealScout scours your MLS for new listings that match any of up to 400 criteria your leads select, such as waterfront location, high ceilings, number of bedrooms, etc. and automatically sends them the listings in an email. Best of all, the emails it generates look like they came directly from you. All while you’re out showing… or on the beach. Currently used by Sotheby’s, Climb, Berkshire Hathaway and Seven Gables, I think realscout is poised to take off in a big way. Remember, you heard it here first. www.realscout.com
( E LE CT R ONIC SIG NAT URE /T RA NSACT ION MA NAG E ME NT )
DocuSign, the world’s most popular and trusted electronic signature software, is used by an astonishing 250,000 companies worldwide. Not only do they offer best-in-class electronic signatures and management, but they also offer REALTORS® the best platform for getting documents signed and deals tamed. DocuSign is the only electronic signature platform to offer an edition especially for REALTORS® that offers REALTOR® branding and zipForm® Plus integration. Teams and brokerages that already use zipForm® Plus will find a true plug-and-play partner with DocuSign. That means seamless integration with all your NAR documents straight out of the box. This is something no other electronic signature platform offers. Best of all, DocuSign offers a powerful transaction management platform. Agents can keep track of all documents in a transaction, from agency disclosure to contracts. Brokers can set up advanced approval processes and workflows to be as hands-off, or hands-on, as they need to be. www.docusign.com
CAPITAL AREA REALTOR ® — Jan/Feb 2018 45
GCAAR brings you a complete listing of our Affiliates in every issue
membership corner HELPFUL TIPS • No one should be in possession of your SentriLock card. It can result in serious consequences. • If you are leaving the association for any reason, please keep all SentriLock products for activation in case you decide to reinstate. • If you are bringing a new member application into the GCAAR office, please make sure it is complete:
• The broker or office manager should sign all applications.
• Method of payment should be complete.
• A copy of your real estate license should be included in order for the application to be processed.
Member forms can be found on gcaar.com >Membership>Member Forms. For SentriLock questions, call SentriLock Support at (877) 736-8745 or send an email to support@SentriLock.com.
NE W F E ATU R E
NEW FORMS HELP PAGE To better assist you with your various questions about real estate forms, we have created a new forms help page. From the home page, Select Real Estate Forms under REALTOR® Tools. Select the red button Get Forms Help Here, where you will see suggested options to answer many of your standard questions. If you have additional questions, simply complete the “Request for Forms Assistance,” at the bottom of the Forms Help page, and someone will answer your question by the next business day. We look forward to assisting you. QUESTIONS? Send a message to:
CAPITAL AREA REALTOR ® — Jan/Feb 2018 47
Stay connected at gcaar.com WELCOME to the Greater Capital Area Association of REALTORS®!
We are pleased that you have chosen to join our organization. GCAAR is your voice for real estate issues in DC and Montgomery County, MD. It offers venues for networking and allows you to connect with your peers and exchange best practices. We invite you to take full advantage of your benefits as a member.
NOVEMBER Gil Arbell Long & Foster Real Estate Jonathan Ben-Harosh Coldwell Banker Residential Davonne Coleman Elite Estates Julia Coppinger Compass Margaret Ellett Coldwell Banker Residential Tia Francis McEnearney Associates Aimee Hall Long & Foster Real Estate Chao Han Keller Williams Capital Properties Fengwen Liu Fengwen Liu Paul Martinez Help-U-Sell Federal City Realty Guilda Moussazadeh Avery-Hess REALTORS® Andrew Panzarella Century 21 Redwood Realty Shawna Swann Metropolitian Living Realty Group
Robert Allport Coldwell Banker Residential Ana Alvarez Long & Foster Real Estate Veronica Astorima Keller Williams Capital Properties 48 CAPITAL AREA REALTOR ® — Jan/Feb 2018
Ernesta Battle TriStar Realty
Andrew Gilbert Keller Williams City Wide Realty
Amelia Knox Coldwell Banker Residential
William Bensing Keller Williams Capital Properties
Lisa Goode Sourceone Realty
Lauren Kosiba Compass
Pat Bowman Fairway Mortgage Corp.
Marea Harmon Sourceone Realty
Jacalyn Lashley Ward Metro City Realty
Daniel Chambers One Real Estate
Leisa Hart Long & Foster Real Estate
Ashley Leigh Linton Hall REALTORS®
Cassandra Compton Fairway Mortgage Corp.
Cheryl Heller Long & Foster Real Estate
Matt Lieberman Apex Home Loan
Anthony Coomes Douglas Realty
Kimberly Herrewig Century 21 New Millennium
Ruifeng Lin Evergreen Properties
Dominique Cowan Sourceone Realty
James Hobbs Long & Foster Real Estate
LeWayne Magruder TriStar Realty
DeVon Cunningham Long & Foster Real Estate
Katty Inga Homeside Financial
Maurice Melbourne Sourceone Realty
Jocaro Dodd Bennett Realty Solutions
Eric Jackson Keller Williams Capital Properties
Sheila Molina McEnearney Associates
James Dudley Tower Hill Realty
Wayne Johansson Redfin Corporation
Eliseo Morales Deausen Realty
Megan Ekhtiar Long & Foster Real Estate
Karina Johnson Weichert REALTORS®
Stephen Morris Real Living at Home
Khaled El Shafei Coldwell Banker Residential
Christina Johnson TriStar Realty
Otis Morris Taylor Properties
Heather Embrey Better Homes & Gardens Real Estate Premiere
Biren Johnson Redfin Corporation
Romina Mozaffarian Keller Williams Capital Properties
Tranell Johnson Sourceone Realty
Jorge Munoz Compass
Kindra Jones TriStar Realty
Justin Noble TTR Sotheby’s International Realty
Maria Josephson Sold 100 Real Estate
Gabriel Oran Compass
GeeTesh Kapoor Fairway Mortgage Corp.
Denise Parker Century 21 New Millennium
Aaron Foster Knot6 Real Estate Services Cheremie Frisby-Spencer Sourceone Realty Jane Gharfeh Hometown Properties Leandra Giacalone Weichert REALTORS®
Chinyere Amaefule Keller Williams Realty Centre
Teresa Chien Keller Williams Capital Properties
Miriam Gennari Keller Williams City Wide Realty
Lorenzo Appolinaire Keller Williams Capital Properties
Mengdi Chu Signature Home Realty
Hubert Gomez Zitro Pro Realty
Fitzum Assefaw Keller Williams Capital Properties
Vineet Chugh Keller Williams Capital Properties
Jose Guzman Deausen Realty
Brian Bailey TriStar Realty
Anthony Ciaffoni RE/MAX Allegiance
Felicia Haggerty Compass
Christine Barbieri Taylor Properties
Rosio Clark Long & Foster Real Estate
Marcie Harrison Keller Williams Realty
Kevin Barnabas Home Land Environmental
Charmaine Cooper TriStar Realty
Patrick Harrison Next Day Inspect
Rekiya Beach Taylor Properties
Spencer Crawley Counselors Title
Lance Hawkins Frontier Realty Group
Jeffrey Shores Long & Foster Real Estate
Connor Bell TriStar Realty
Kevin Crowder Prestige Properties Intl.
Ricardo Hernandez Villalo Long & Foster Real Estate
Lester Sibert ISellHouses.com
Karen Berglund Exit Deluxe Realty
Daniel Cumberland Moyer & Sons Moving & Storage
Dana Hinden Keller Williams City Wide Realty
Jon Strandquist Long & Foster Real Estate
Katherine Bocock Tower Hill Realty
James Cutri Fathom Realty
Mark Hollingsworth Old Line Properties
Taylor Thomas Compass
Andrea Bournias Counselors Title
Anton Dawson Rosselle Realty Service
Terre’ Holmes Keller Williams Capital Properties
Daysi Velasquez Long & Foster Real Estate
Kathleen Breslin McEnearney Associates
Obse Debela Samson Properties
Eric Hopkins Coldwell Banker Residential
Tyrone Williams Coldwell Banker Residential
Jordan Bridges TTR Sotheby’s International Realty
Shaina Dove Keller Williams Capital Properties
Rebecca Huff Long & Foster Real Estate
Raymond Wright ISellHouses.com
Milan Broadus Keller Williams Capital Properties
Jennifer DuPlessis Apex Home Loans
Rodney Hunt Keller Williams Capital Properties
Saneva Zayas Keller Williams Capital Properties
Priscilla Bruce-McCovery Sourceone Realty
Daryl Edmonds eXp Realty
Muieen Cader Long & Foster Real Estate
Janice Edwards Realty Executives Premier
Jana Hunt Berkshire Hathaway HomeServices/ PenFed Realty
Alyssa Carbonaro Long & Foster Real Estate
Hope Fato Century 21 Redwood Realty
Stan Carlyle Homeside Financial
John Fielding Long & Foster Real Estate
Jinean Carter Keller Williams Capital Properties
Kimberley Flowers Keller Williams Realty Centre
Michael Carter Coldwell Banker Residential
Lindsay Folkerts Long & Foster Real Estate
Olivia Cavalier TriStar Realty
Johnny Foxx Keller Williams Realty
Marta Chacon Long & Foster Real Estate
Nelson Fuentes Keller Williams Capital Properties
Dionne Parker Sourceone Realty Vladlena Peschanska Long & Foster Real Estate Andrew Pryce First Home Mortgage Roy Quinn Long & Foster Real Estate Andrea Ramirez Redfin Corporation Tobin Seven Mid Atlantic Real Estate Professionals
Isaac Adeyemo The Virtual Realty Group Bryan Aguirre Capital Insurance Partners Madeline Albert Long & Foster Real Estate Jodi Alexander Maven Real Estate Azmi Alkurd Next Day Inspect Mark Allman Gordon James Brokerage
Paul Jackson Redfin Corporation Michael Janus Keller Williams Capital Properties Michael Joseph Prosperity Home Mortgage Lisa Kelly Exit Landmark Realty Hamideh Keyhani Berkshire Hathaway HomeServices/ PenFed Realty Liliane Konguep Leeds Realty . . .
Continued on page 50
CAPITAL AREA REALTOR ® — Jan/Feb 2018 49
JANUARY . . . Continued
David Park Coppermine Realty
Michael Smith Long & Foster Real Estate
Tyler Wright TriStar Realty
George Peng Keller Williams Capital Properties
Rebecca Spitzer Coldwell Banker Residential
Dengjun Yan Libra Realty
Carlton Pike Coldwell Banker Residential
Elizabeth Stabler Washington Fine Properties
Jun Yu Redfin Corporation
Denys Podkopailo Keller Williams Capital Properties
Brandy Stephens Coppermine Realty
Muduo Zhang CapStar Properties
Keith Pulley Next Day Inspect
Rebecca Straley eXp Realty
Allen Reynolds RE/MAX Plus
John Sumner CityScape Realty Group
Demetra Rice Golston Real Estate
Amber Swain Keller Williams Capital Properties
Janese Ritter Long & Foster Real Estate
Florian Tabaku Flo Real Estate
Norma Rivera Bankable Realty
Mark Taylor Weichert REALTORS®
Nicholas Rozek Embrace Home Loans
Andrew Thron Samson Properties
Brittany Ryan Compass
Lila Tovar-Siebentritt Realty Concepts Group
Guillaume Sake TriStar Realty
Cuong Truong TriStar Realty
Benjamin Sanders Keller Williams Capital Properties
Endrin Tushe Fairfax Realty
Angela Sellars Keller Williams Capital Properties
Roberto Vannucchi Century 21 New Millennium
Min Shim RE/MAX Town Center
James Vito Long & Foster Real Estate
Stephen Sholtes Long & Foster Real Estate
Kareem Ward Pearson Smith Realty
Deirdre McNulty McEnearney Associates
Adarsh Shrestha Long & Foster Real Estate
Steven Weisman RE/MAX Realty Group
Khalil Moody KBM REALTORS®
Mark Siebenaler Long & Foster Real Estate
Carolyn Wheatley Keller Williams Capital Properties
Lisa Myers Cathie Gill REALTORS®
Meenu Singh Old Line Properties
Chantai Wilkes Sourceone Realty
Adam Nelson RE/MAX Realty Centre
Thomas Sklopan Century 21 Accent Homes
Jamel Wilmore Independent Realty
Rafael Nin Long & Foster Real Estate
Doreen Smith Keller Williams Preferred Properties
Mavis Wilson Tristar Realty
Lisseth Orellana Keller Williams Capital Properties
Mark Smith Keller Williams Realty Chantilly Ventures
Kevin Wolohan Long & Foster Real Estate
Nikolai Konick Redfin Corporation Mindy Kotek Keller Williams Capital Properties Daniel Kotz Compass Josh Kram Coldwell Banker Residential Jacob Kravitz Fairfax Realty Steven Lasik Irongate Realty Nikkya Lewis Century 21 New Millennium Yun Li Signature Home Realty Irene Lindner Lindner & Associates, PC Kyle Majors Keller Williams Capital Properties Ryan Malet Title Town Settlements Maria Mantzouranis RE/MAX Realty Centre Laura Martinez Century 21 The Real Estate Centre Lucia Martinez-Mora Sourceone Realty De’Aundria Mason Berkshire Hathaway Home Services/PenFed Realty
50 CAPITAL AREA REALTOR ® — Jan/Feb 2018
As of January 29, 2018
Mark Your Calendars! March 20
Pricing Strategy Advisor Designation GCAAR April 18 Affiliate, Board, & Committee Appreciation Happy Hour, Brickside Food & Drink Bethesda, Maryland Bethesda April 21 Rebuilding Together® DC Location June 21 Night with the Nationals Nationals Park, DC July 23 REALTOR® Fest, Bethesda North Marriott North Bethesda September 12 Start of DC GRI (tentative) DC Office October 22 2nd Annual GCAAR Golf Tournament Manor Country Club, Rockville, Maryland Rockville November 15 5th Annual GCAAR Night of Bowling Lucky Strike, Bethesda Bethesda December 10 GCAAR Legislative Breakfast GCAAR December 31 NAR Biennial Ethics Requirement Deadline GCAAR
CORNER What are three of the best indicators of real estate market trends? Existing home sales, new home building and mortgage interest rates. What is currently the most sought-after amenity in the majority of upscale homes? Technology that “enables” a home with features such as structured integrated wiring and broadband Internet access is the current amenity of choice. Into what category do forty-four percent of home buying households fall? Forty-four percent of home-buying households are made up of married couples with dependents. Which estate has two pools one on the east side for the morning sun and one on the west for afternoon enjoyment? The former estate of John Lennon in Palm Beach has two pools plus guest quarters. Source: http://www.mccormick-realty.com/resources/real-estate-trivia/
COLOR T I P Design Your Exterior with Confidence Repainting or staining wood outdoor chairs and tables is less of an intensive project than redoing your entire deck. Almost any bright color pops off neutrals and wood tones in an eye-catching way and revitalizes decking with ease.
For more inspiration and ideas go to: www.benjaminmoore.com
CAPITAL AREA REALTOR ® — Jan/Feb 2018 51
BACKPorch TRIVIA FINDS
GCAAR’s 20th Anniversary A Look Back at the Early Days
In its 20th year as a REALTOR® association, the GCAAR community is looking forward to celebrating with, and thanking, all who have contributed to its success. Each issue we will be taking a trip down memory lane. Take a look at these photos from back in the day.
U Signing the Reciprocity agreement with regional asssociation leadership.
WDCAR Board members
R E A LTOR 2018 INSTALLATION HIGHLIGHTS - page 8
Meet Your GCAAR Leadership Team
- page 14
GCAAR Beginnings - page 18
First GCAAR Board Slate
Official publicatio n for
the Greater Capital Area
Associatio n of REALTORS®
Our GCAAR magazine has changed over the years. 52 CAPITAL AREA REALTOR ® — Jan/Feb 2018
JAN/FEB 2018 CAPITAL AREA REALTOR®
• May/Jun 2014
Get the SUPPORT and TOOLS you deserve from your Broker for SUCCESS dot loop provided FREE for our agents!
100% Commission $49 / Month 85% Commission No Monthly Fee Agent appreciation dinner every 2 months with drinks and giveaways!
Licensed in MD, VA and DC Referral Company Option - 85% Commission/No Fees
New Bal�more Loca�on!
Other loca�ons in Annapolis, Rockville, Silver Spring, Largo and Waldorf • • • • • •
Commission paid to you same day as settlement Full Broker service Seminars by industry leaders Homebuyer lead program $300 settlement gift for your Buyers dotloop provided free
• • • • •
Set your own commission rates In-House lender and title company Training/mentoring programs Free business cards Recruiting Bonuses
www.TaylorProperties.co/careers (800) 590-0925
CAPITALAREA AREAREALTOR REALTOR ®•—Sept/Oct Jan/Feb2016 2017 CAPITAL 44 CAPITAL AREA REALTOR ® — Jan/Feb 2017 ®
This issue kicks off GCAAR's 20th anniversary year and features highlights of the 2018 Board Installation.