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Official publication for the Greater Capital Area Assocation of REALTORS®

may/june 2017

RAISING THE BAR IN THE DMV REALTOR® FEST BACK IN DC - page 6 Anatomy of an Appraisal page 12


Rebuilding Together® Highlights - page 19




helping those who do good, do better






Raising the Bar in the DMV – p. 6

may/june 2017

Anatomy of an Appraisal – p. 12

Design Trends – p. 46

Call Miss Utility - p. 47


in every issue


Association News


Ask the President


Don’t Let This Happen to You


Affiliate Spotlight


Raising the Bar in the DMV REALTOR® Fest 2017


Bright MLS Compliance Tip

1 7

NAR Director’s Report


GCAAR Happenings


GCAAR in the News


Anatomy of an Appraisal

2 1

Membership Corner


Meet Your GCAAR Committees


Public Policy


Agent Spotlight: Mark Hudson


GCAAR Happenings: YPN


GCAAR Cares: Rebuilding Together®


Coaches’ Corner

31 What REALTORS® are Reading 40

Affiliate Directory


Welcome New Members!


Call Miss Utility Before Placing A Sign

25 RPAC 28

Housing Statistics


Legal Hotline


Education Schedule


REALTOR® Toolbox


Design Trends


The Back Porch

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

15201 Diamondback Drive, Suite 100 Rockville, MD 20850 Phone: 301.590.2000 I Fax: 301.590.2248 gcaar.com

REALTOR® is a registered collective membership mark that identifies and may be used only by real estate professionals who are members of the National Association of REALTORS® and subscribe to its Code of Ethics. Copyright ©2017 by the Greater Capital Area Association of REALTORS®. All rights reserved.



board of directors

ask the president Q: What happened to my zipForm® account? I used to be able to access the Maryland state forms and now I can’t! To add insult to injury, I was billed for using the service – I thought GCAAR provided zipForm® as a member service. What’s going on? A: Thank you for your question! There is nothing more frustrating than

President-Elect Tom Daley

President Jamie Coley

Secretary Koki Adasi

Chief Executive Officer Mike Moran


Katrina Schymik Abjornson Jan Brito Jody Goren Brandon Green Jacque Grenning Susann Haskins

Hildy Pollard Andres Serafini Jason Sherman Danai Mattison Sky Frank Snodgrass Pat Weed




Managing Editor Bobette Banks

Design & Layout Carla Conway, Uncommon Design

Advertising Representative Arlene Braithwaite



There have been some changes with how zipForm® is administered over the past two years. Most of the change-over has gone smoothly, but as with any transition, there are some glitches. GCAAR provided zipForms® as a local member service up until two years ago when the National Association of REALTORS® announced it would provide it as a service to all members across the country. Since then we’ve been in a transition period. The transition has ended and now all REALTOR® zipForm® accounts are part of NAR’s partnership with zipLogix (the parent company of zipForm®). One of the changes that occurred was in the platforms supported. NAR’s agreement is to provide the Premium Cloud version of the software at no cost to members. The desktop version is still available, but you must purchase a subscription - it is not provided for free. Changing to the Cloud version is easy and the zipForm® help desk can walk you through it. You can call them at 586-840-0140.

Treasurer Thom Brockett

Immediate Past President Peg Mancuso

trying to write a contract for a client and not being able to access the technology that we’ve grown accustomed to using.

The second noticeable change for many GCAAR members is access to the Maryland state forms. Only members of the Maryland Association of REALTORS® (MAR) are authorized to use the MAR forms and accordingly these forms are now only available to MAR members on zipForm®. If you are not a member of the Maryland Association of REALTORS®, you cannot access the Maryland forms library. If you would like access to the Maryland state forms but are a member of the DC state association, you can join MAR as a secondary state member to gain access. Please contact GCAAR member services at 301-590-2000 for assistance.

Q: I’m a new REALTOR® in the District and I keep hearing about TOPA. What exactly is TOPA and why is everyone constantly talking about it in the real estate industry? A: TOPA is the Tenant Opportunity to Purchase Act, which is in place in

the District of Columbia. As explained on DC.gov’s Office of the Tenant Advocate website: “Before selling the rental accommodation, the Landlord must provide the Tenant with an Offer of Sale, regardless of whether a Third Party contract is already in place.” From there, a series of steps, disclosures, and timelines must be followed for a landlord to legally sell a unit that is occupied by a tenant. There are a lot of challenges with the way this Act is written. Some of the language is confusing or unclear, and there are many loopholes that make it too easy for tenants to drag this process out for many, many months. Because of TOPA, the sale of units occupied by tenants too often result in buyers walking away because of multiple delays. DCAR and GCAAR are working with the District government to improve this legislation, tighten up the timelines, and close the loopholes so that everyone involved in a transaction has a clearer idea of the process.

association news Past Presidents Share Lessons Learned

GCAAR President Jamie Coley hosted an impressive array of past leaders at the Past Presidents’ luncheon at Seasons 52 on April 21. Jamie thanked the past leaders for the support and guidance they have given to him and the association. Jamie also thanked the group for their service to GCAAR and asked them if there were any particular lessons learned that had helped them during their tenure.

Front Row, L-R: Alana Lasover 2001; Bonnie Casper, 2012; GCAAR President Jamie Coley; Former MCAR President Carole Maclure; Immediate Past President Peg Mancuso; Jim Kneussl, 2004. Back Row, L-R: Michael McGreevy, 2013; Holly Worthington, 2006; Suzanne Des Marais, 2015; GCAAR Secretary Koki Adasi; Dale Mattison, 2002; Greg Ford, 2014.

GCAAR Cares Fair Housing Poster Contest Winner Maya Bosse Congratulations to Maya Bosse from Julius West Middle School, GCAAR’s winner for the Maryland Association of REALTORS®’ (MAR) annual Fair Housing Poster Contest.

Maryland Association of REALTORS® (MAR) President Shelly Murray along with special guest Lt. Governor Boyd Rutherford announced the winners during a recognition ceremony on April 21 at the Annapolis State House. As part of the contest, students were

asked to illustrate the theme: “I ♥ Fair Housing.” The contest allows school children to express their ideas creatively, while fostering the principles of equal opportunity in housing. MAR will distribute Maya’s poster along with the 12 other winning posters statewide to promote the principles of fair housing. Congratulations to Maya!

Maya with Lt. Governor Boyd Rutherford. L-R: GCAAR CEO Mike Moran, 2017 GCAAR President Jamie Coley, Maya Bosse, MAR President Shelly Murray, Lisa Bosse, GCAAR VP and COO Bill Highsmith.

Maya with fellow poster winners.



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

Why “I’ll See You in Court” May Not Be Your Best Option! Have you ever been so sure that you were right about a Procuring Cause situation that you wanted to litigate rather than arbitrate? After all, if you file a lawsuit, you will get to tell the whole story in Court. And you can have your Attorney subpoena everyone involved so they get to hear all the evidence of how the other agent “done you wrong!” And sure, it will cost you attorney’s fees and possibly court costs, but the commission in dispute is large enough so that you will still end up with enough money to cover those costs and still take home a sizeable amount. Tempting as it may seem, there is an Article in the NAR’s Code of Ethics that should make you stop and think about litigation as your first step. Article 17, reads in part: “In the event of contractual disputes or specific non-contractual disputes, as defined in Standards of Practice 17-4 between REALTORS® (principals) associated with different firms, arising out of their relationship as REALTORS®, the REALTORS® shall mediate the dispute if the Board requires its members to mediate. If the dispute is not resolved through mediation, or if mediation is not required, REALTORS® shall submit the dispute to arbitration in accordance with the policies of the Board rather than litigate the matter.” Case #17 -1:

Obligation to Submit to Arbitration REALTOR® A and REALTOR® B had been engaged in a cooperative transaction that resulted in a dispute regarding entitlement to compensation. Rather than requesting arbitration before the Board of REALTORS®, REALTOR® A filed suit against REALTOR® 4 CAPITAL AREA REALTOR ® — May/June 2017

B for payment of the compensation he felt REALTOR® B owed him. Upon receiving notification of the lawsuit, REALTOR® B filed a request for arbitration with the Board, which was reviewed by the Grievance Committee and found to be a mandatory arbitration situation. REALTOR®A was advised of the Grievance Committee’s decision, but refused to withdraw from the lawsuit. As a result, REALTOR® B filed a complaint with the Board charging a violation of Article l 7 as supported by Standard of Practice 17-1. REALTOR® A was directed to be present at a hearing on the complaint before the Board of Directors. Evidence that REALTOR® B had sought REALTOR® A’s agreement to submit the dispute to arbitration was presented at the hearing. REALTOR® A defended his action in filing the suit and refusing to submit to arbitration by asserting that under laws of the state, the Board of REALTORS® had no authority to bar his access to the courts or to require him to arbitrate his dispute with REALTOR® B. The Board of Directors concluded that REALTOR® A was correct as to his legal

right and as to the Board’s lack of any right to prevent him from filing a suit. It was pointed out to REALTOR® A, however, that the Board of REALTORS® is a voluntary organization, whose members accept certain specified obligations with respect to their relations with other REALTORS®, and that if he wished to continue as a member of the Board he would be obliged to adhere to the Board’s requirements as to arbitration. Because REALTOR® A would not withdraw the litigation, the Board of Directors concluded that REALTOR® A was in violation of Article 17 for refusing to arbitrate in a mandatory arbitration situation. However, it was noted that if REALTOR® A had filed litigation against REALTOR® B, and had REALTOR® B then requested arbitration with the Grievance Committee determining that an arbitrable issue of a mandatory nature existed, REALTOR® B might have successfully petitioned the court to remand the matter to the Board for arbitration, and there would have been no finding of a violation of Article 17 since the Board’s arbitration process would have been ultimately complied with. Don’t Let This Happen to You!

For more information, visit the Code of Ethics section on nar.realtor

Affiliate Spotlight Let us make your next settlement a fabulous experience for your buyer! Jamica Browne Sales Manager

Stearns Lending, LLC How long have you been an Affiliate with GCAAR? Four years

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

REALTOR® Fest is a fantastic opportunity to meet and network with the area’s best in the industry.

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

From serving on a committee to volunteering for a community service project, GCAAR gives its Affiliate members a chance to not only network and grow their business, but to get involved in the REALTOR® community.

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

Being a member of GCAAR gives you a real chance to be involved. GCAAR cares about community, both the REALTOR® community as well as the local community, and being an active member is something to take immense pride in.

• • • • • • •

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CAPITAL AREA REALTOR ® — May/June 2017 5

REALTOR® Fest 2017 For the first time in five years, we return to DC with special low pricing and the same high quality education and exhibits that you have come to expect from your association.

Enjoy an incredible summer Monday with us taking classes chock full of information, exploring our expansive trade show, networking, and much more.

The best one day of real estate education in the region – you can’t afford to miss REALTOR® Fest, GCAAR’s Annual Conference and Trade Show on Monday, July 24.

RAISING THE BAR IN THE DMV ® REALTOR FEST BACK IN DC - page 6 Raising the Bar in the 6 CAPITAL AREA REALTOR ® — Mar/Apr 2017



901 Massachusetts Avenue, NW, Washington, DC The hotel is conveniently located near the Mt. Vernon Square/7th Street-Convention Center Metro stop on the Green and Yellow lines, so we strongly encourage you to take Metro to the event. However, if driving is your preferred choice, you may want to consider using an app like Parking Panda to locate nearby garages.

• Professional Development Workshops • One-Day Trade Show

• 7th Annual GCAAR Cares Silent Auction

HIGHLIGHTS Featuring . . . . • 30 Continuing Education Classes • 20 Professional Development Workshops • 100 + Exhibitors

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

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



Special Pricing for REALTOR® Fest 2017 REGISTER EARLY FOR REALTOR® FEST AND SPEND LESS THAN $50 Yes that is right! For our return to DC (in one of its newest venues – the Marriott Marquis) and as a special one-time

offer, all CE classes at REALTOR® Fest on Monday July 24 are just a grand total of $30. Take as many or as few CE classes as you want for that great low price. Take advantage of these incredible savings (60% rollback from last year’s pricing) to attend your Association’s premier education conference and trade show.

IF YOU ARE NOT LOOKING FOR CE? register to attend a Professional Development Workshop (or several) and attend the region’s largest one day trade show for just $10.


Don’t miss this incredible one-time special pricing for a full day of education and networking. Visit realtorfest.com and register by Wednesday, July 19 to take advantage of this pricing.




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

10 Get the biggest bang for your buck – an investment of $10 or $30 (early bird) for all the education you need and exhibitors that you want to see. What else are you going to do on a lazy July Monday in

the summer?

5 Check out the newest conference hotel in the area, the Marriott Marquis

9 Opportunity to win great door prizes


CE Clearinghouse with all of the required classes DMV agents need to renew their licenses

8 CAPITAL AREA REALTOR ® — May/June 2017

8 All you can eat food throughout the day

3 Plenty of free giveaways (who can’t use some extra pens?)

7 Top notch Professional Development Workshops to help you advance your career

2 Over 100 exhibitors with products and services to help you work smarter

6 Bid on great items and help a good cause at the GCAAR Cares Silent Auction

1 Meet, connect and network with over 700 of your peers


SCHEDULE OF EVENTS M ORN I N G Schedule 7:00 a.m. – 7:00 p.m. 8:00 a.m. – 9:30 a.m. 8:15 a.m. – 9:45 a.m. 8:30 a.m. – 1:15 p.m. 8:45 a.m. – 9:45 a.m.

Registration Open

Maryland Fair Housing

Thom Brockett

New Member Orientation

Ned Rich

Understanding the Needs of Your Client Virginia Legal Update

Mary Chieppa

Andrew DiPaola

9:00 a.m. – 12:00 p.m. DC Fair Housing Counselors Title 9:00 a.m. – 1:00 p.m.

Professional Development Workshops

9:00 a.m. – 5:30 p.m.

GCAAR Cares Silent Auction

9:15 a.m. – 12:15 p.m. DC Legislative Update

P. Joy Siegel

GCAAR Sales Contract Update

Randy Rothstein

9:30 a.m. – 12:30 p.m. Financing Issues/Update Tom Biegler 10:00 a.m. – 1:00 p.m. 2011-2015 Maryland Legislative Update 10:00 a.m. – 7:00 p.m.

Bob Moses

Trade Show Open

10:15 a.m. – 1:15 p.m. Virginia Ethics Andrew DiPaola Understanding Credit Reports 11:00 a.m. – 3:00 p.m.

LUNCH on the Trade Show Floor

Chanin Wisler

A F T E R N OON Schedule 1:00 p.m. – 2:30 p.m.

Strategies in a Multiple Offer Market

Thom Brockett

Trusts and Wills in Real Estate Transactions

Diana Khan

1:30 p.m. – 3:00 p.m. Homebuyer Financing Michelle Mathews-Kalinock 1:45 p.m. – 3:45 p.m.

2:00 p.m. – 5:00 p.m. DC Legislative Update Counselors Title 2:00 p.m. – 5:45 p.m.

Professional Development Workshops

2:15 p.m. – 5:15 p.m. Financing Issues/Update James Semeyn DC Law Prep Course

Mary Chieppa

Maryland Code of Ethics & Predatory Lending

Stan Goldstein

2:30 p.m. – 5:30 p.m. DC Fair Housing Jackie Talpa

Short Sales Jill Pogach Michaels 2:45 p.m. – 5:45 p.m. 3:15 p.m. – 5:15 p.m.

Home Innovations and Trends Virginia Fair Housing

More information to come . . .

4:30 p.m. – 9:15 p.m. 5:30 p.m. – 6:30 p.m. 6:30 p.m. – 9:30 p.m.

New Member Orientation Prize Drawings on the Trade Show Floor

Financing Issues/Update

Vimal Kapoor

Thom Brockett

Sandra Stewart Chris Darby/Debbie Benkert

DC Fair Housing Mary Chieppa 6:45 p.m. – 7:45 p.m. Virginia Mandatory Contract Review 6:45 p.m. - 9:45 p.m. DC Legislative Update

MREC Agency – Residential 7:00 p.m. – 8:30 p.m.

Professional Development Workshops

7:00 p.m. – 9:00 p.m.

Basics of Renovation Financing

8:00 p.m. – 9:00 p.m.

Virginia Mandatory Agency

Tara Houston

Thom Brockett

Dana Hollish Hill

Richard Day

Tara Houston

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

CAPITAL AREA REALTOR ® — May/June 2017 9

GCAAR happenings Member Appreciation Happy Hour April 5 It was a toast to spring as GCAAR celebrated its committee and Affiliate members at the Member Appreciation Happy Hour on April 5. Members gathered for food, drinks, and networking on the roof- L-R: Kirby Mitchell, McEnearney Associates; Kera Cherrey, Greater top of Tommy Joe’s in Bethesda. Capital Area RESA. A good time was had by all!

L-R: Kwame Joseph, Compass; Fred Dorsey, Douglas Realty.

L-R: 2017 GCAAR President Jamie Coley with Gerry Occhiuzzo, Fairfax Realty.

L-R: Betty Pelzer-Sharper, B. Sharper Realty; Hildy Pollard, Fairfax Realty; L-R: JD Teitleman, First Savings Mortgage; Debbie Benkert, First Savings Mortgage; Terry Crawford, Old Republic Home Inspection. Phillip Raskin, Paragon Title & Escrow.

GCAAR Steps Up to Help KIND

GCAAR members met at Costco in Wheaton to help KIND (Kids in Need Distributors) on April 19. Started by GCAAR member Jeremy Lichtenstein, KIND delivers food to schools across Montgomery County throughout the school year.

Each Friday, school staff members discretely slip those items — sustenance for the weekend — into the backpacks of needy students. It’s a simple mission based on the belief one of America’s wealthiest communities must not tolerate child hunger.

For more information, go to kindinmd.org.

L-R: KIND founder Jeremy Lichtenstein with GCAAR CEO Mike Moran.

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VP and COO Bill Highsmith.

GCAAR Cares Committee member Connie Vanderpool, RE/MAX Gateway.

Visit www.brightmls.com for more information and all the latest news

Bright MLS Update: Transition Schedule, Expanded Footprint through Homesnap, and Meet the CEO 2017 is a year of transition, where Bright will combine resources, launch the new system, and convert subscribers from each organization. As you may recall, initially, the MLS search and report system will be the Matrix 360 platform. In addition, the standard MLS subscription will provide much of the data and tools MLS subscribers know and use today, like public records, schedule a showing through Showing Time, a mobile app for search and add/edit, foreclosure information, and more.

If you’re already a Homesnap Pro user, you have access to this larger area now through the mobile app. If you don’t have the app yet, you can download it from the Apple App store and the Google Play store or learn more at homesnap.com/pro.

Bright MLS Transition Schedule

Over the course of his career, Tom has found that trusting his own instincts to encourage consolidation when it’s best for the customers and industry is the right thing to do. “Twice in my career, I have advocated for consolidation in the face of opposition. I think those were some of the smartest business decisions I ever made,” Tom said.

Of course, the question on everyone’s mind is, when will I begin using the new system? Work is underway to launch the new brightmls.com website, as well as bring subscribers on to the new system. The Bright MLS team is busy working on detailed transition plans for each of the nine MLS organizations. As part of this planning, the approximate timing for each organization to begin using the new system has been determined. • September: Keystone MLS (Lancaster and Lebanon Counties) • October: Greater Harrisburg Association of REALTORS® MLS

• November: RAYAC (York and Adams Counties), Cumberland County Association of REALTORS®

Get to know our CEO Tom Phillips

Prior to the formation of Bright MLS, our Chief Executive Officer Tom Phillips served for 10 years as the CEO of TREND, one of the two primary MLSs that drove the vision for this major consolidation that includes 43 REALTOR® Associations in the mid-Atlantic area.

More information on Bright MLS will be shared with you as it becomes available. Visit mrisblog.com for the latest updates.


Compliance Tip By Michelle Yam, Bright MLS Compliance Department Manager

• December: Coastal Association of REALTORS®, Sussex County Association of REALTORS®

Do you check properties in Coming Soon status for listings that may meet your buyer’s needs?

• Q4-2017 through Q1-2018: MRIS and TREND

Properties in Coming Soon status are listings that are getting ready to be shown, but aren’t yet available for showing appointments. During the past year over 15 percent of all listings began in Coming Soon status.

Enjoy access to the expanded Bright footprint through Homesnap Pro, powered by Bright MLS

It’s been three years since you first had access to listings on the go with Homesnap Pro. Now you can search listings in the mobile app across 32,000 square miles of the newly unified MRIS and TREND market which covers the Philadelphia metropolitan region, including southeastern PA, northern Delaware, and parts of southern New Jersey - a direct result and key benefit of Bright’s consolidation earlier this year. brightmls.com

Properties may be in Coming Soon status for a maximum of 21 days They also display an Expected on Market Date, which is the first date that the property is available for showing. So when looking for properties that meet your buyers’ needs, don’t forget to check listings in the Coming Soon status! For more compliance tips, visit mris.com/compliance.



me to a fuller review—and a lot more problems in the appraisal report.

anatomy of an appraisal If you were going to dissect an appraisal, where should you start? What would you look for? How do you tell if an appraisal is “good” or “bad?” Why do appraisers look at the sales contract, anyway?

These are the questions I get from students whenever I teach and they discover I’m bi-lingual—I speak both appraiser and agent. And, because I still both sell and appraise real estate, I understand the frustration both sides have with the process. Many well- intentioned regulations have had a negative effect on the entire appraisal process, resulting in the “travelling appraiser” (also known as the geographically incompetent appraiser) and the untrained underwriter with bizarre requests and questions. None of this is positive for the real estate industry. Agents need to know how to look at an appraisal and determine if it has been competently prepared, and meets the Uniform Standards of Professional Appraisal Practice (USPAP)



requirement that it be “credible,” which is defined by USPAP as being “worthy of belief.” WHAT TO LOOK FOR Let’s talk about some of the language associated with appraisers and appraising. The first word is client. The appraiser’s client is the person or entity who orders the appraisal. In the case of an appraisal being done for a lender, the client is the lender. They are also the intended user. In fact, when you look at a Fannie Mae appraisal report, this is printed on the form and cannot be changed by the appraiser. So, the audience the report is being prepared for is the lender not the borrower, and certainly not the agent. Borrowers get copies of appraisals because a federal law requires this. That fact still does not make the borrower an intended user. If an appraisal is confusing, or thought to be faulty, or just as part of the quality control process, an appraisal may be

reviewed. But, a review appraisal is performed by another appraisal. So, you are “reviewing” the appraisal (as an agent) but the appraiser may not discuss it with you unless permission is obtained from their client (the lender). However, after you review the appraisal, you may urge the lender to get a formal review, done by a review appraiser. The first thing you should look at is page one. This describes the property, including age, style, condition, site, and amenities; the neighborhood, the ranges of value for the neighborhood, and the overall marketing conditions in the neighborhood. Start with the facts by checking the following items for accuracy: address, parcel number, legal description, census tract number, flood plain map number, name of neighborhood, type of house, description of the house, and the site. Many times, when reviewing an appraisal, I first discover numerous errors in these areas which lead

As you read through this page, ask yourself if it makes sense. Did the appraiser describe the neighborhood the way you would? Understand that neighborhood boundaries can be any and all of the following: natural boundaries, man-made boundaries, governmental boundaries, and change in use or type of house. An example: a residential subdivision which has a public road and then three sides bounded by farmland would typically have a description which reads: “North to River Road, east, south, and west to farmlands.” An urban description would take into account changes in both property use and age, style, and size of home. An example might be: “South to the campus of the Williamsport Hospital, east to Cherry Street, north to Grampian Boulevard, west to Campbell Street,” particularly if the homes in the area as described are similar in age, size, style and type. Does the description of the house fit? Appraisers often clone reports; a process by which they use an existing appraisal report of either a very similar property, or another property in the same neighborhood, to create the new report. This is okay, as long as they carefully redact and replace the information about the other house with the information about this house. You will notice at the bottom of page one the appraiser answers questions about whether or not the property has been remodeled or updated and in which time frame was that completed. Page two is the grid on a standard Fannie Mae appraisal report. On the far left of the page is the information about the subject property. Then, there are the columns for three comparables as well as adjustments to comparables. The

first thing to look at is whether or not the comparables selected and used are appropriate for the subject. It is not a complicated test: ask yourself whether or not the buyer for the subject property would have considered the comparables used as potential houses to buy. If they are good comparables they are similar in style, age, and condition; located in either the same neighborhood or a competing neighborhood (or both); and the sales are both recent and arms-length. Generally, appraisers do not use non-arm’s length transactions as comparables. However, I often get the question: “The appraiser used short sales and/or foreclosures—why?” The answer is that it depends, but if this segment of the market is sufficiently affected by distressed properties to the extent that there are enough distressed sales that they are bringing the market down, the appraiser would have to use them to adequately reflect

what the market is doing at this time. This all comes down to supply and demand. If the supply of distress listings is high enough, the buyers will all gravitate to those listings which can generally be purchased at a discount, and they will not buy the non-distressed listings.

$X less money.” Knowing this, the first thing you look for is whether or not the adjustments have been made in the right direction. Believe it or not, I have reviewed appraisals where the adjustment was a plus when it should have been a minus, and vice versa.

Then we look at the adjustments made to the comparables. Here are the basics about adjustments: if the comparable is inferior to the subject, the adjustment is a positive (plus). The appraiser is essentially saying “If comparable #1 had had this additional feature which the subject property has, in my opinion, it would have sold for $X more money.” If the comparable is superior to the subject, the adjustment is a negative (minus). Again, the appraiser is essentially saying “This comparable had something superior to the subject; if it had not had that feature, in my opinion, it would have sold for

Check the adjustments to make certain that they are consistent. For example, if the adjustment for the difference in square footage is $30 a square foot, it should be the same across the board. If the adjustment for an additional full bathroom is $5000, it should be consistent across the board. How appraisers make adjustments is a lengthy topic all by itself; however, keep in mind that any adjustment should be defensible by the appraiser if challenged. While you are checking the adjustments and the grid section, you will notice at the bottom of the report it shows “net adjust-

ments” and “gross adjustments.” Fannie Mae at one time preferred that overall net adjustments not exceed 15% and overall gross adjustments not exceed 25%. They have changed this requirement; however, appraisal methodology will tell you that the fewer the adjustments, the more reliable the comparable. This will not always be the case, particularly if the property has unusual features which require large adjustments such as additional acreage, outbuildings, etc. The appraiser should have reconciled the comparables. Reconciliation is not averaging. The appraiser should generally pick one comparable to reconcile to, and the statement might read “Comp. #1, which required the continued on page 14

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13 13

gcaar.com • May/June 2016 CAPITAL AREA REALTOR® • May/Jun 2014 CAPITAL AREA REALTOR ® — May/June 2017 13

Meet Your GCAAR Committees – Professional Standards and Public Policy Professional Standards Committee

Public Policy Committee

Professional Standards Committee members sit on hearing panels for cases involving Code of Ethics violations, as well as contractual and specific non-contractual disputes. Members must attend quarterly training meetings and serve on hearing panels as necessary.

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

Front Row: James Higgins, Vice Chair; Al Monshower, GCAAR Attorney for Professional Standards; Anne Killeen, Chair.

Front Row: L-R: Katalin Peter, Staff Liaison; Peg Mancuso, Chair, and Immediate Past President; Debbie Benkert, Vice Chair; Ed Krauze, VP, Government Affairs.

Second Row: L-R: Mark Butterfield, Eileen Orfalea, David Thomas, Leslie Dembinski, Amy Fisher, Yvette Robinson, Staff Liaison; Josette Skilling, Lori Connor, Caron Kinsey, Gerry Occhiuzzo, Michael Hsur, Mary Illes, Charles Wilson, Cynthia Moses.

Second Row: L-R: Bill Highsmith, VP and COO, Anthony Shore, Tony Calkins, Chad Sivasailam, Bonner Casper, Fred Dorsey, Cammie Reed, Christiana Koch-Garcia, Carol DeGraba, Christy Bakaly, Pat Weed, Elley Kott, Paul Yanoshik, Philip Raskin.

Not pictured: Mark Coakley, Mary Judith Curren, Cynthia Davis, Ben Dursch, Leslie Friedson, Jeffrey Ganz, John Gill, Lee Goldstein, Aaron Hargrove, Harold Huggins, Jim Kneussl, Joy Liberti, Eugenia Park, Bonnie Roberts-Burke, Sharrod Robertson, John Sullivan

Chair: Anne Killeen, Vice Chair: James Higgins Staff Liaison: Yvette Robinson

anatomy of an appraisal least net and gross adjustments, is also the most recent sale; we have accordingly reconciled to this adjusted value of $300,000.” At the end of the process, per the Uniform Standard of Appraisal Practice (USPAP), the appraiser should produce credible results. USPAP defines credible as: “worthy of belief.” When you finish reading the appraisal it

Not pictured: Jackie Bennett, Lauren Kline, Amy Klein, Carole Maclure, Andres Serafini, Daniel Shea , Dick Stoner, Marlene Trimble

Chair: Peg Mancuso, Vice Chair: Debbie Benkert Staff Liaison: Katalin Peter We are grateful for your commitment to serve.

continued from page 13

should make sense; it should be coherent; it should be believable. If it is not, then it may be a flawed appraisal. In that case, your client may want to appeal to the lender to order either a review of this appraisal, or a new appraisal. I cover this topic extensively in my course “Anatomy of an Appraisal.”

Melanie McLane, ABR, CRB, CRS, ePRO, GREEN, GRI, PSA RAA, RSPS, SRES, SRS, is a broker, appraiser and real estate educator. Melanie is an AQB certified USPAP Instructor, and also teaches many REBAC courses, from ABR to RSPS. In 2008, she was inducted into the REBAC Hall of Fame as a REBAC Instructor. For additional information visit: TheMelanieGroup.com



Agent Spotlight MEET MARK HUDSON Inspired by his travels throughout Europe, where every town square seems to have a beautiful fountain, Mark Hudson of McEnearney Associates turned his sights on Flinn Park in the Town of Kensington. He decided to see if the town would be interested in putting a fountain in Flinn Park right in the center of town. Mark first turned to real estate agent, Kathy Byars, and the management team at McEnearney Associates, Inc. Once he had the support of his colleagues at McEnearney, he approached the Mayor and the town council about his fountain idea. He continued to build support for the project through community outreach and partnering with the town’s Greenscape Committee. Eventually, a fountain committee was formed in early 2016 with Mark as the chairman. A plan was established to raise at least $30,000 toward the effort. The town council approved the project in October of 2016 and construction started in February of 2017. So far, the fountain committee has been able to raise over $32,000 and counting.

The Town of Kensington Fountain Committee was formed for the purpose of raising the funds necessary to construct a lighted fountain for Flinn Park in the Town of Kensington, Maryland. Above is the finished fountain.

Beside Mark’s and Kathy’s efforts, the following real estate professionals contributed to this lovely addition to the Kensington community: From McEnearney Associates Meghan Ellis Sabina Emerson Lisa LaCourse Ann McClure Patty Rhyne-Kirsch Mary Beth Taylor

Byars Appraisal Services First Mariner-Michael McLaughlin First Savings-Betsy LaMont Long & Foster-Kyle Richards RE/MAX Realty Services-Jeremy Lichtenstein TD Bank-Steve Noyes Town and Country Movers Tradition Title, Bethesda

Support for this project came through community outreach and partnering with the town’s Greenscape Committee.


Send it to: communications@gcaar.com.



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It’s never been easier to elevate your business. Start earning your ABR® today. Sign up for a course at REBAC.net/abr/how 16 CAPITAL AREA REALTOR ® — Jan/Feb 2017

NAR Director’s Report Peg Mancuso 2017 Immediate Past President, NAR Director

The Board of the National Association of REALTORS® (NAR) met on May 20, capping off the REALTORS® Legislative Meetings & Trade Expo here in Washington, DC. Nearly 10,000 REALTORS® and others attended the meetings and made visits to their members of Congress to advocate on behalf of homeowners, commercial property investors, and strong communities.

NAR Reaffirms Support of Project Upstream

The NAR Board of Directors voted to continue its support of Upstream, the technology developed to give brokers and agents a better way to manage their listing data and direct its distribution to MLSs, vendors, and third-party listing aggregators. The vote authorizes $1.5 million for administrative costs through 2018, and up to $7.5 million to support deployment of the technology.

Legislative Recommendations CFPB Structure Change Sought The Board supported a proposal to restructure the Consumer Financial Protection Bureau (CFPB) by replacing the current single-director arrangement with a five-member board. Members would be appointed by the President and confirmed by the Senate, with no more than three from one political party. The existing independent agency structure and funding sources would remain unchanged. ADA Lawsuits Should Be Last Resort The Board called for legislation requiring that parties who claim violations of the Americans with Disabilities Act (ADA) notify the person or organization responsible for the alleged violation and give them an opportunity to remedy it before filing a lawsuit. Government-Sponsored Enterprises The Board reaffirmed NAR’s position that any successor to Fannie Mae or Freddie Mac maintain an explicit government guarantee to ensure that mortgage funds remain available to creditworthy homebuyers, even during economic downturns. In an addition, the board took the position that loans syndicated through government-guaranteed mortgage-backed securities should be assumable. FHA Fund Calculations While the Federal Housing Administration’s (FHA) insurance program for single-family mortgages is growing and financially stable, the FHA’s Home Equity Conversion Mortgage (HECM) program has been unstable. The Board supported the exclusion of reverse mortgages when HUD calculates the minimum capital reserve required for the Mutual Mortgage Insurance Fund (MMIF). Keeping the programs separate would help provide a more realistic picture of the FHA’s financial health. Opposition to Rent Control The Board reaffirmed its position that programs limiting rent increases or imposing other rent-related restrictions on landlords unfairly restrict private property rights, and encouraged local and state associations to oppose these measures.

NAR by the Numbers – • NAR dues will remain at $120 for 2018 • NAR membership stands at 1.23 million • RPAC has raised more than $17.5 million so far in 2017, more than half of its $31.3 million goal

Legal Assistance The board allocated $500,000 to support:

• A lawsuit in California to protect the copyright of the California Association of REALTORS®’ forms • A suit in Oregon to protect the implementation of the National Flood Insurance Program • A suit in Portland, OR to fight an ordinance requiring landlords to provide relocation assis- tance to tenants in certain cases • A suit in Guam opposing the reduction of H2B temporary worker visas, an arbitrary move that is harmful to Guam’s economy

Technology Updates • NAR Lockbox Security Requirements were updated to reflect technology changes, particularly the increasing use of mobile devices • More than 100,000 members have registered for a .realtor top-level domain • Voice-activated services to deliver IDX listing information were approved

• IDX rules were changed to require that listing brokers be identified in all IDX displays (previously broker attribution was optional) realtor.com® • Consumer awareness of realtor.com is at 88 percent • The site ranks third across the Internet (behind YouTube and Facebook) in amount of time users spend per session

Realtors Property Resource® • 98 percent of multiple-listing services now provide data to Realtors Property Resource® (RPR®) • 700,000 real estate professionals use RPR® on an annual basis • 158,000 “power users” tap the service regularly


Jack Woodcock

GRI, CCIM, CRS, SRES, of Las Vegas, NV


Robert (Bob) Kulick GRI, CCIM, of Monte Sereno, CA



GCAAR happenings YPN Powers Up at Midyear Happy Hour GCAAR’s YPN Committee kicked off an actionpacked week at the annual NAR Legislative Meetings with a “power-up” networking happy hour on May 15 at the Mellow Mushroom in DC. Guests were transported back to the days of Super Mario and Game Boys as they mingled with fellow Midyear attendees. YPN Committe Members L-R: Zach Bodine, First Home Mortgage; Todd Greenbaum, Title Town Settlements; Sam Lin, Real Living at Home; Jake Ryon, First Home Mortgage, YPN Vice Chair; Jessica Evans, Real Living at Home; Chris Kearney, MVB Mortgage; Kevin Wheeler, 123 Junk; Rob Rothstein, Paragon Title & Escrow; Harrison Beacher, YPN Chair, Keller Williams Capital Properties; Tyler Siperko, Long & Foster.

L-R: Jordan Feld, Long & Foster; Anthony Graham, Keller Williams; Monique Malabet, Compass; Chris Saabye, Stewart Title.

Take your career Take your career to the next level. to the next level. L-R: Names to come

At Redfin, being a real estate agent means being At Redfin, being a real estate agent being part of a modern, high-growth, and means tech-powered part of a modern, high-growth, and tech-powered brokerage that’s changing the game for customers. brokerage that’s changing the game for customers. Redfin has the highest percentage of top-performing Redfin the means highestthat percentage of top-performing agents,has which Redfin Agents earn the agents, which means that Redfin Agents earn the most on average of any agents at major brokerages. most on average of any agents at major brokerages. Learn more at Learn more at redfin.com/careers

redfin.com/careers Redfin is an equal opportunity employer committed to hiring a diverse workforce.


Redfin is an equal opportunity employer committed to hiring a diverse workforce.


Lively crowd at the Mellow Mushroom

GCAAR Cares Rebuilding Together® Restores a Rockville Home

Special thanks to the following:

Each year, GCAAR sponsors a home that is in need of critical repairs and renovations through the non-profit organization, Rebuilding Together . This year’s Rebuilding Together took ® ® place on Saturday, April 29 in Montgomery County with over 45 volunteer participants! The home has been in the family for over 70 years.

House Captains: Mark Baron, Captain Samantha Damato, House Ambassador Skilled Laborers: Rafie Ansari - Floormax Kenneth Howes – Mallick Plumbing Tony and Edmi Larios – Electricians Hank May - Carpentry

Many thanks to our Community Service Chair JD Teitelman and the entire GCAAR Cares Community Service Committee and staff who coordinate this project every year. A special thanks goes to our skilled laborers, who did plumbing and electrical work, and to Floormax for donating and installing new carpet. Finally, many thanks to our volunteers and sponsors for your support. We couldn’t do it without you!


Food Sponsors: Douglas Realty Embrace Home Loans Firehouse Deli RE/MAX Realty Group




1) Danai Mattison Sky and Kevin Wheeler tackle the backyard, 2) L-R: Madrienne Shamley; Bill Highsmith, VP and COO; Tina Del Casale and Margie Hennessy, Embrace Home Loans; Hildy Pollard; Maria McGrath; Jina Myers, GCAAR Program Associate; Bill Rozek and Linda Boyle, Embrace Home Loans. 3), Hank May and Harold Hosch 4) L-R: Mark Baron, House Captain; Samantha Damato, House Ambassador; Christina Johnson, Executive Director, Rebuilding Together® Montgomery County; 2017 GCAAR President Jamie Coley, Guy Cecala, Rebuilding Together , National Board Member. ®




5) Rafie Ansari, Floormax, 6) GCAAR Immediate Past President Peg Mancuso, 2017 President Jamie Coley, and Sidney Katz, Montgomery County District 3 Councilmember, 7) GCAAR Cares Chair JD Teitelman, 8) The Williams Family.




FLOORMAX HELPS REALTORS SELL HOMES FASTER! “Floormax has been a true partner to me in my real estate business. They are professional, responsive, and competitive with pricing. I value my association with them. A+ in my book!” Ellen Coleman Realtor, Re/max CDRS, OICP, SRES

“I’m honored to say I’ve known and worked with Floormax for over 30 years. The Floormax team has helped me serve my clients in the best, most efficient and economical way possible!” Peg Mancuso President, 2016 Greater Capital Area Association of Realtors

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GCAAR in the news Four-Bedroom, Three-Bathroom Single-Family House in Gaithersburg, MD. Lists for $389,900 The Washington Post May 29, 2017 – GCAAR’s May housing stats mentioned Embrace Home Loans Expands Territory Business Wire May 22, 2017 – Upcoming REALTOR® Fest event mentioned DC Rental Scams NBC News Channel 4 May 11, 2017 – GCAAR Affiliate Member P. Joy Siegel interviewed Hijacked Home Sales – Beware of Rental Scams NBC News Channel 4 May 10, 2017 – GCAAR President Jamie Coley interviewed



MAR Leadership Academy Graduates Its 17th Class Myeasternshore.com April 29, 2017 – GCAAR mentioned as a sponsor of the event

membership corner: zipForm® Changes THERE ARE TWO ZIPFORM® TYPES - STANDARD AND PLUS. The zipForm® Plus (Cloud version) is free for GCAAR members. You must pay to use the zipForm® Standard (Desktop version). Contact zipForm® to be switched from the Desktop version to the Cloud version.

Also, the Maryland Association of REALTORS® (MAR) has begun enforcing their policy that only MAR members can have access to MAR forms. If you are a member with GCAAR and want to add MAR secondary access to your membership, contact membership services at: memberservices@gcaar.com.

You can purchase access to other local associations’ forms through zipForm®.

Mark Your Calendars! July 24 August 31

REALTOR® Fest Marriott Marquis, Washington,DC

October 1

2018 Dues Billing Cycle Begins

October 23

GCAAR Golf Tournament Manor Country Club

October 23-27

Certified International Property Specialist (CIPS) NAR Designation Class, Co-Hosted with NVAR

November 16

GCAAR Bowling Party Lucky Strike Bethesda

November 29

Tax Strategies Live Class

December 11

GCAAR Legislative Breakfast

Renewal Deadline for all DC Salesperson Licensees

coming up CAPITAL AREA REALTOR ® — May/June 2017 21

public policy Montgomery County Council Approved New Bethesda Sector Plan The future development of the County is of critical importance to GCAAR members and we closely track planning activities. Most recently, the Council approved the Downtown Bethesda Sector Plan to guide commercial and residential redevelopment in the County’s central business area. The new plan recommends increased heights in some areas, while protecting nearby existing residential neighborhoods, particularly on the east side of Wisconsin Avenue. The plan allows for the new world headquarters of Marriott International, which is relocating to Downtown Bethesda, and requires new developments to include

The Bethesda Downtown Plan will update the 1994 Bethesda Central Business District Sector Plan and the 2006 Woodmont Triangle Amendment to that Sector Plan.

at least 15% Moderately Priced Dwelling Units (MPDUs). Additional parks and open space are also incorporated. Want to see all the details? Visit montgomeycountyplanning.org.

Short-Term Rental Regulations Move Forward in Montgomery County The Montgomery County Planning Department recently moved forward recommended regulations for short-term home rentals that are advertised online, such as Airbnb and HomeAway. The Council’s Planning, Housing and Economic Development Committee will review the proposal this Fall.

The main points of the recommendations are— • The property owner or tenant who hosts the short- term stay must be the primary resident of the house. • If the host is not present during the rental period, short- term residential occupancies should be restricted to a maximum of 90 days in a calendar year. There is no limit on the maximum number of days when the host remains in the home. • All short-term rentals will be monitored and licensed by one Montgomery County government agency. • The host’s short-term residential rental license will be suspended if three or more verified complaints against that host are received within a calendar year. GCAAR is closely monitoring the issue and will continue to update the membership.




View more details at montgomeryplanning.org.

LEARN MORE AT: http://montgomeryplanning.org/

public policy Maryland General Assembly Recap – Big Wins for REALTORS®

The Maryland General Assembly adjourned for the year and there were some big wins for REALTORS®. Want more information on all the bills we followed this session? Go to mdrealtor.org for the full overview. Open House Policies – Passed (Effective October 1, 2017) With a seller’s consent, this new policy allows an agent sitting at an open house to discuss other properties with consumers when they are not interested in the open house property.

tax-free education accounts, these investment accounts would allow first-time homebuyers to deposit money without paying state taxes. Even though the legislation did not pass it gained traction with legislators and is high on the radar for 2018 priorities.

First-Time Homebuyer Savings Account— Not Passed, but continued priority REALTORS® supported tax-free firsttime homebuyer savings accounts. Like

Mortgage Forgiveness Tax Relief – Passed (Effective July 1, 2017) Extends Maryland’s mortgage forgiveness tax relief legislation through 2018.

Septic Tanks – Not Passed We opposed this legislation to reinstate a Best Available Technology (BAT) system requirement for new construction outside of Maryland’s Critical Areas (land that is within 1,000 feet of tidally influenced water). The Maryland Department of the Environment (MDE) currently requires BAT septic systems only within Maryland’s Critical Areas.

District of Columbia

DCAR Fights for First-Time Homebuyer Tax Benefit After helping get the First-Time Homebuyer Tax Benefit Act passed through the DC Council last year, DCAR is working to get the Act across the finish line. The final step is to secure the funding for 2018. Extensive campaigning efforts, including collecting hundreds of signatures on a petition to the Council were used ahead of the final budget markup. DCAR members

also made a demonstration at the Wilson Building on May 12, when Public Policy Chair Stacey Barton testified in front of the Committee of the Whole. DCAR Leadership worked tirelessly with Councilmembers throughout May, and as a result of those efforts, several pledged to make the funding of the Act a top priority. If the Act is funded, qualified DC residents looking to purchase their first home will pay a recordation tax of .725% instead of the standard 1.45%. That difference would remove a significant barrier for those looking to plant their roots in the District.

L-R: Elaine Fishbein, Jeff Jackson, Karen Szala, Ed Krauze, DCAR CEO; Frank Snodgrass, Amy Fisher, Stacey Barton, and Sarah Brown.

Lowering the recordation tax, which is one of the highest in the nation, would help increase the homeownership rate, which is one of the lowest in the nation.

Progress Made on TOPA

One of the most troublesome pieces of DC real estate legislation is finally getting some attention, thanks in part to DCAR’s efforts. The Tenant Opportunity to Purchase Act (TOPA) was created to protect tenant rights, but the unintended consequences have been plentiful. Most significant has been the formation of a secondary market of TOPA trading, in which renters sell their TOPA rights to interested buyers, therefore handicapping the homeowners’ attempt to sell their property. As a result, many homeowners refuse to rent in the District. DCAR was recently featured in an NBC4 investigation into TOPA, and President Colin Johnson and CEO Ed Krauze were interviewed for a series of segments. Soon after those aired, Councilmember Anita Bonds (D-Atcontinued on page 24




public policy District of Columbia Progress Made on TOPA continued from page 23

DC Councilmembers Meet With DCAR Leadership Over the past few months,

Large) declared fixing TOPA abuse to be one of her top priorities, and DCAR has put a piece of legislation on her desk that would create a full exemption for single-unit dwellings.

DCAR Leadership hosted

Though there are myriad concerns with TOPA, DCAR is focused solely on exempting single-unit dwellings — including homes with accessories such as English Basements and Au Pair Suites — for the time being, as they are the properties most frequently impacted. Statistically, tenants almost never use TOPA rights to purchase in the single-family realm, so this exemption will benefit homeowners without hindering tenant rights.

1) for exclusive meetings

Over the coming months, DCAR will be working with Councilmember Bonds and the rest of the DC Council to address some of the problems TOPA has caused in the District.

LEARN MORE AT: www.realtor.org

DC Council Chairman Phil Mendelson (D-At-Large) and Councilmember Brianne Nadeau (D-Ward to discuss the First-Time Homebuyer Tax Benefit Act and TOPA. Both made it clear that they support funding the Act, and they fought for it during markups.

L-R: Stacey Barton, DCAR Public Policy Chair; Brianne Nadeau, DC Councilmember; Colin Johnson, 2017 DCAR President.

As for TOPA, Councilmember Nadeau told DCAR she believes “now everybody is acknowledging there are issues. We’ve gotten past the point of saying ‘No, no, no, everything is fine with TOPA.’” While her support is certainly appreciated, DCAR needs the help of the entire DC Council, and the membership, to show how important these issues are. Most of the Council has agreed TOPA needs fixing, but now it’s time to make significant change.

It’s a DC Renewal Year! Get Up to Nine CE Credits in One Day!

NBC4 Investigative Reporter Jodie Fleischer interviewing Colin Johnson, 2017 DCAR President.



Monday, July 24 - Marriott Marquis, Washington, DC

Register early!

Realtor Party ®

Thank You 2017 RPAC Investors

We acknowledge the following members who support RPAC! Platinum “R”

Sterling “R”

Capital Club ($250-$999)


Kymber Lovett-Menkiti

Michael Fowler

Dale Ross

Peg Mancuso

Mark Glazer

Tony Mancuso

Scott Goldberg

Golden “R”

Michael McGreevy

Lee Goldstein

Bonnie Casper

Michael Moran

Todd Greenbaum

Ed Krauze

Shelly Murray

Jacqueline Grenning

Carole Maclure

Frank Pietranton

Susann Haskins

Christopher Suranna

Leigh Reed

I first started getting involved

Gwen Henderson

Scott Retter

in GCAAR back in 2006/2007

Dana Hill

Bonnie Roberts-Burke

through our community service

Amy Klein

committee, GCAAR Cares, be-

Jacob Ryon

Cheryl Leahy

cause I’ve always had a passion

Andres Serafini

Harold Levy

for community service and

Dianah Shaw

Sam Lin


Jason Sherman

Katie Maclure

Ellie Shorb

Once I joined GCAAR, I started

Ann McClure

Barak Sky

hearing about how important

Thomas Muldoon

Koki Adasi

it is to invest in RPAC, however,

Danai Mattison Sky

Timothy Mullin

Wendy Banner

it wasn’t until I attended NAR’s

Frank Snodgrass

John Nalls

Midyear conference in 2011

Frederic Bates

Patrick Weed

Gerry Occhiuzzo

that it really hit home for me.

Harrison Beacher

Edward Wood

John Peters

I was at a YPN event at Gibson’s

Crystal “R” Jamie Coley Paragon Title & Escrow Holly Worthington

Sterling “R”

Jan Brito

Why I Invest in RPAC – Koki Adasi

Hildegarde Pollard

Charles Burger

Capital Club ($250-$999)

on 14th Street, when I met for-

Constance Rader

Catherine Czuba

mer NAR President Ron Phipps.

Casey Aboulafia

Matthew Rogers

Tom Daley

I was friends with Ron’s son

Brittany Allison

Daniel Schuler

Matt through our mutual love

Jessica Evans

Christy Bakaly

Katrina Schymik Abjornson

of basketball. Ron spoke to me

Brandon Green

M. Jacqueline Bennett

P. Joy Siegel

Zelda Heller

Elizabeth Blakesee

Colleen Smyth Cogan

William Highsmith

Zachary Bodine

Marty Stanton

Harold Huggins

Thomas Brockett

David Toaff

Carlos Garcia

Anita Centofanti

Seth Turner

Colin Johnson

Lori Connor

Kirsten Williams

Angela Jones

Christopher Darby

Daryl Judy

Daniel Deist

Anne Killeen

Joe Detrick

Tim Knobloch

Anthony DeVol

Alana Lasover

Abeer Abou Elmakarem

Justin Levitch

Jordan Feld

*As of May 31, 2017

about the importance of investing in RPAC. He talked about the impact REALTORS® can make on the political and legislative fronts through the power of RPAC. After hearing Ron, I got up on stage that night and said, “I plan to invest $25K – over the next 25 years.” Every since that night I have been a major investor in RPAC.

Make the investment today!

Invest online at: www.gcaar.com



COACHES’ CORNER We’ve asked two of the top real estate coaches the following question —

failure or setback did you Q: What have to overcome in your business in order to finally start seeing success?

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, Faculty, has 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.”

When I first started? Well, part of the fun in what we do is when you recognize that growth in this business is just one big “setback or failure” or “opportunity” after another. As a matter of fact, what if we looked at a setback or a failure as on opportunity for growth rather than something that isn’t propelling us forward, fair? The best business owners in real estate look for the next opportunity to fail. They fail forward; you’ve heard this before. Whether you are brand new, starting over, or a veteran REALTOR®, there is something that you have the opportunity to get better at. The real question is, are you open to searching for it within yourself and your business? Intentional growth can be the most fun because, well, it’s your idea! Growth isn’t an event, it’s a process. Hindsight is 20/20, isn’t that what they say? Because of this, I can pinpoint a pivotal moment in my career where I went from failing to experiencing a small success. It was a growth opportunity I took on shortly after my ongoing failure to communicate effectively with my clients was brought to my Broker’s attention. Yes, I had a client call my Broker and “tell on me.” You see, I was in the business for six months at that time and believed that scripts just “weren’t me”. (This may sound familiar to you, if it does, you’re just like me.) As a result of this silly belief system, I simply didn’t practice them. What was the result? Clients who felt like I didn’t care about them. The feedback was that I was too aggressive, that I didn’t listen, and that I only cared about the commission I was going to receive.



Immediately, I became a script junkie. Was all of that true? It certainly was for the client who called my Broker. In that moment, I was appalled! Of course I care about these people! Don’t they want an aggressive agent? If they’d just listen to me their house would be sold! Fortunately, I had a patient Broker. He let me react, and boy did I react! Once I was finished he asked me if I was open to suggestions, and begrudgingly, I was. He recommended that I start practicing scripts every single day. Every. Single. Day. In an effort to prove to him they didn’t work, I practiced every day. An hour every day. (Ok, I was 18 and a total brat. You don’t have to be this way.) It was at times, mind-numbing. I practiced buyer conversion, my purchase agreement, and price adjustment scripts. It only (ha ha) took about three months of consistent practice until I had my first breakthrough. It was with a Seller who had to sell their home in order to get their brand new home. The builder would not accept a contingency so we had to have their home sold by a specific date. We were bumping up against the date and the Seller was becoming frustrated with the process. The phone call came and I said things to the Seller that I didn’t even know I knew. The script flowed naturally from within me. The Seller made the necessary price adjustment and before we got off the phone thanked me. That certainly had never happened on a price adjustment call before. When I got off the phone I was in complete shock and awe. What had I just done? It was so much easier than my previous methods of “just telling” someone what to do. In the end, the home sold within the week and Sellers were able to move forward on the new home purchase. Immediately, I became a script junkie. I am so thankful for the client who called my Broker. I’m thankful that my Broker sat me down and took an interest in my business. It was that client, and I still have no idea who they were, who completely changed my career, probably actually gave me a career. Identify early on where there is opportunity for growth and then get a little better every single day. Practicing or not practicing your scripts once won’t change anything. Practicing or not practicing them over the course of a year, however, can mean the difference between being in the business or getting out.


Got a question for our coaches? Send it to: communications@gcaar. com and it may be featured in an issue of Capital Area REALTOR®


What Failure or Setback Did You Have to Overcome in Your Business in Order to Finally Start Seeing Success?


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.

It can be difficult to change your mindset and believe that you can and will be successful in your new chosen profession.

When I first got my license and affiliated with a broker I was so excited to be a part of the real estate community. Having a sales background I expected to enjoy the same level of success I had in my previous jobs. What I didn’t expect was the amount of time it would take to get my business up and running, or more importantly getting a client. I would come into the office every day and be surrounded with the hustle and bustle of successful agents. They would discuss their clients, transactions, and settlements and I sat and listened in awe wondering; when would I get a client? Of course I knew there would be a learning curve, but I was going on four months with nothing. My pre-licensing class did not prepare me for this. I was spending money to run my business and no money was coming in. It was a very frustrating time because I thought I would experience success in real estate immediately and that wasn’t the case. As a result, I began to question whether or not I made the correct decision by becoming a REALTOR®. When I train new agents I see the same frustration I felt. No one prepares you for the amount of time it will take for you to earn money. It all sounded so easy in the pre-licensing class, but nothing could be further from the truth. As the weeks pass by, your self-talk starts turning negative and your bank account is steadily decreasing. It’s difficult to stay motivated when you are doing all of the activities to get a client, spending

money, and getting zero results. That’s one reason I think so many agents leave the business within their first year; they don’t see the results of their activities. My advice to all new agents is simple, keep doing the work and the activities and success will follow. It may take some time, but what you are doing today will pay dividends in the future. It’s important to remember that you are sowing the seeds for your future success and in time, those seeds will start to produce. I understand that it can be difficult to move out of that negative place. It can be easy to stop doing the activities and wallow into a full-blown pity party. It can be difficult to change your mindset and believe that you can and will be successful in your new chosen profession. But you have to keep believing in yourself. Surround yourself with positive people. Keep expecting success and in time, it will start to happen.



housing statistics

by Fred Flick, PhD Consultant and Housing Economist

The April Market

OVERVIEW While the Washington, DC metro area churns with the struggles of the White House, Congress, and the press, the overall economy is doing quite well. The GDP has recovered it pre-recession highs -- although growth is a bit slower than hoped – and unemployment is at relatively low levels. Of course, everybody is wondering how the current policy fights will work out as far as taxes and future growth. However, it looks like the Republicans will support keeping the mortgage interest deduction.

those of a year before. These are record low levels of inventory, and with new construction lagging behind the home purchase process has been slowed considerably. This factor is contributing to high and rising prices in housing markets. Single-Family Contracts and Settlements 4/16 - 4/17

As far as real estate goes, we continue to have low inventory and that is supporting price appreciation in several market segments. Nevertheless, low inventory is slowing down the home purchase process, even with considerable pent-up demand. However, consumer confidence is at its highest since 1985 – over 30 years ago – and home builders are more optimistic than they have been in 15 years. This is definitely a good time to buy or sell. Many young couples are looking to finally make a home purchase, after almost a decade of drought. Millennials are finally getting into the home purchase market. Mortgage rates earlier this year were creeping up a bit but, even with Federal Reserve pressure on short-term rates, lately long-term rates have been holding back. Lenders are also more willing to lend as their financial positions have improved. Although millennials are a challenge to qualify -and they tend to go for more conservatively-priced homes -- they are finally coming into the market.

MONTGOMERY COUNTY The April sales market rose significantly from a year before. The total sold dollar volume was over $610 million – an increase of almost 5% from a year before. There were 1,117 closed sales, and these rose 1.3%. The average sold price in April was $546,156 – up 3.6% from a year before; and, the median sold price came in at $435,000 rising 4.8%. Average days on the market totaled 43, down a significant 19% from a year ago; the median number of 9 days dropped 40% from a year ago.

Single-Family Listings and Inventory 4/16 - 4/17

At the April contracts pace, there was still only a 1.9-months supply of actives. A year before, the supply had been only 1.8-months. Not much improvement here. Montgomery County Single-Family Month’s Supply 4/2016 - 4/2017

Montgomery County Single-Family Month’s Supply

Single-Family Homes

April single-family contracts (1,106) declined 11% from a year ago. And, year-to-date (3,461) they were down 2%. However, settlements hit 882 units – up 4% from last April. Year-to-date they totaled 2,740 homes – up 9.3%. April new listings totaled 1,472 homes, down almost 16% from April 2016. Total actives came in at 2,091 and were 7% below



This April, the year-to-date average and median prices were

housing statistics MONTGOMERY COUNTY $586,267 and $470,000 respectively. Average single-family prices in April rose by 2% from the levels of 2016; and the median price also increased by 2%. Montgomery County Single-Family Prices: 2007- 4/2017

Based on the April contracts pace, there was less than a twomonths supply of listings. For most of 2016, inventory could not break the 2.5-month barrier, and only hit three months or better in January and November. County condo/coop average prices continued to rise significantly. The April average price of $307,003 rose 8% from all of 2016; and, the $236,500 median increased 4%. Clearly, the condo/coop market is tighter than the single-family market, with the low inventory playing a significant role. Montgomery County Condo/Coop Month’s Supply 4/2016 - 4/2017

Condominiums and Cooperatives April new contracts (296) were down 15% from a year before; however, year-to-date they totaled 1,063 homes, down just slightly from the same period in 2016. April settlements totaled 239 units – dropping 11% from a year before. However, year-to-date (912), they were up almost 10%. Condo/Co-op Contracts and Settlements 4/16 -4/17

County condo/coop average prices continued to rise significantly. The April average price of $307,003 rose 8% from all of 2016; and, the $236,500 median increased 4%. Clearly, the condo/coop market is tighter than the single-family market, with the low inventory playing a significant role. Montgomery County Condo/Coop Prices: 2007- 4/2017

April new listings totaled 378 units, slipping about 15% over the year. Moreover, total actives were down to 555 units, dropping almost 18% from a year before. Condo/Co-op Listings and Inventory 4/16 - 4/17

WASHINGTON, DC The District of Columbia’s April market declined substantially from a year ago. The total dollar volume of over $433.5 million dropped 11% from April 2016. Total closed sales came in at 690 units – again, down 11%. While the average sold price of $628,269 edged down less than 1%, the median sold price of $519,950 declined by 1% from April 2016. Properties turned over faster



housing statistics The April Market


DC Single-Family Month’s Supply: 4/2016-4/2017

compared to April 2016. The average 36 days on the market dropped 10%; but, the median figure of 10 was unchanged from a year before.

Single-Family Homes Washington, DC new single-family contracts for April totaled 491 homes – down 6.7% from last April. Year-to-date there have been 1,616 sales – up just over 3% from a year ago. April new settled sales were down almost 18% at 313 units. However, through April, there were 1,308 settlements, up almost 9% from a year ago.

District of Columbia Single-Family Prices: 2007 - 4/2017

Single-Family Contracts and Settlements 4/16 - 4/17

April new listings totaled 583 properties, slipping almost 5% from a year before. Nevertheless, the inventory of total actives was 711 homes; and, these jumped almost 15% from a year before. Single-Family Listings and Inventory 4/16 - 4/17

Condominiums and Cooperatives DC new condo/coop contracts came in at 424 units in April – down almost 12% from the previous April. And, new settled sales totaled 380 units, declining over 4% from a year before. Year-todate contracts were 1,561 – up 4.4%; and year-to-date settlements of 1,327 homes rose almost 13%. Single-Family Contracts and Settlements 4/16 - 4/17

Need original Chart - not in Excel file

The single-family month’s supply at the April contracts pace was just 1.4 months. This was up only slightly from 1.2-months, a year before. Single-family prices through April came in at $811,501 for the average, and $645,000 for the median. The average increased 2%; however, the median slipped by 4% from 2016.



In April, there were 556 new listings, down 7% from a year before. However, the total actives inventory totaled 716 properties, and it was up over 2% from April 2016.

housing statistics


The April Market

WASHINGTON, DC Condo/Coop Listings and Inventory 4/16 - 4/17

Tools of Titans by Tim Ferris The Compound Effect by Dan Hardy Need original Chart - not in Excel file

Surviving Your Serengeti: 7 Skills to Master Business and Life by Swaenpoel

Through this April, the month’s supply declined to 1.7-months, down from 1.5-months a year before. The month’s supply figure was just over two by the end of 2016. DC Condo/Coop Month’s Supply: 4/2016-4/2017

What REALTORS ® Are Reading

BOOKSHELF DC condo/coop prices averaged $518,288 year-to-date in 2017, with the median at $451,500. For all of 2016 they were $497,844 and $449,000 respectively. So far, compared to 2016, the average price has appreciated at a rate of 4%, but the median has risen less than 1%. District of Columbia Condo/Coop Prices: 2007 - 4/2017


Gen Z Will Start to Make Headway

Don’t assume millennials will be the only ones making waves in 2017. Next year’s home real estate trends also predict growing interest from another group: Gen Z. While Generation Z is still young, with most of its population in their teens, the first Gen Z–ers will reach their 18th birthdays in 2017. With this milestone, Gen Z will be on the cusp of starting to buy homes. According to interviews by NAR, 97% of the Gen Z population wants to own a home. With this frame of mind and improving market conditions, 2017 real estate trends should begin to reflect strong interest from Gen Z. Source: 6 Real Estate Trends That Will Shape 2017 by Carson Buck Check out more trends at homes.com



legal hotline

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

QUESTION: What names may be placed on a yard sign for sale or rent in MD? Can a group of agents working together on team advertise in the “team” name; such as ABC Group? Does a team name have to register with the Maryland Real Estate Commission (MREC)? ANSWER: Yard signs are considered Advertisements and thus are subject to Maryland Advertising regulations. Below is a summary of some of them relative to the issue you raised. The name shown on the sign must be as it appears on your license unless you have registered the team as a trade name with the State. You must also meaningfully and conspicuously display the brokerage and provide a phone number that rings directly in the brokers’ office. MD.CODE.ANN. B&O Sec. 17-527.1 et. seq., COMAR, effective 10/1/04



A. Advertisement 1. Any oral, written or printed media advertisement INCLUDING “any correspondence, mailing, newsletter, brochure, business card, for sale or for lease sign and sign rider, promotional item, automobile signage, telephone directory listing, television announcement, radio announcement, telephone solicitation, and World Wide Web and Internet voice-overs” B. Name or Trade Name 1. Must be meaningfully and conspicuously included in any advertisement 2. Name must match name on real estate license or be a registered Trade Name 3. ”Trade Name” - Any name other than agent’s full legal name. (i.e., name on license), including first name, nickname or last name

1. Must be added to license to be used a. Application b. “any documentation about the trade name that the Commis- sion equires” c. $5.00 fee C. Real Estate Brokerage 1. Must be meaningfully and conspicuously included in any adver- tisement (overrides prior law requiring broker’s name to be as large or larger than licensee’s) 2. Must be the full name of the business, NOT a logo 3. Must include the broker or branch manager’s number which rings directly in the office location listed on the licensee’s real estate license QUESTION: As a new agent what form should I use to negotiate a home inspection? ANSWER: Paragraph 2 in the Addendum of Clauses -- A (GCAAR Form #1332) contains the Inspection Contingency. This paragraph allows a Buyer the opportunity to A) negotiate items that they require a Seller to repair, or negotiate a dollar credit to be applied to the Buyer’s charges at settlement in lieu of repairs or B) the right to cancel the contract. A Buyer can be provided both rights if the parties agree, however, once the Buyer begins to negotiate repairs or a credit they cannot unilaterally decide to void the contract under option B. GCAAR also provides a Home Inspection Contingency Notice and/or Addendum (GCAAR Form #1334) to help facilitate the negotiation process. QUESTION: Can my brokerage be a dual agent in the situation where a tenant is buying under TOPA? ANSWER: Believe it or not, tenants actually do become buyers. It is certainly legal for a brokerage to act as a dual agent in the District of Columbia (DC). You always want to defer to your broker’s policy on this practice and adhere strictly to documentation under rules require under DC agency law (see GCAAR forms 1000 & 1002 and DC Code §42-1703). DC law also allows an agent to represent both the buyer and seller, dual representation. While legal, it is very problematic and as such not permitted by many brokers. The law

also allows two agents from the same brokerage to work on either side of a transaction, designated representation. In this case, the broker is the dual agent and one licensee will represent the seller and another for the buyer. For your question you should to discuss the allowable practices with your broker, refer to the agency disclosures referenced above, and assess what type of representation the parties want and will best serve them. QUESTION: How does the “appraisal contingency” in the Conventional Financing Contingency work? ANSWER: Paragraph F. Appraisal of the Conventional Financing Addendum (GCAAR Form #1352) states that “in the event the Specified Financing is declined based upon the Appraisal, Buyer will not be in Default. This provision will apply even if the Contract contains a separate Appraisal Contingency, and that Appraisal Contingency expired or has been removed.” Therefore, it is not a separate contingency, as set forth in Paragraph 5 of the Addendum of Clauses -- A (GCAAR Form # 1332), but is setting out that the Appraisal, if it were to come in lower than the sales price, can effect a Buyer’s ability to qualify for the Specified Financing as set forth in Paragraph A of the Conventional Financing Addendum. It is important to note that, unlike the Appraisal Contingency in the Addendum of Clauses -- A, there is no requirement that the Buyer negotiate with the Seller if the appraisal does come in lower than the sales price. QUESTION: The tax records show my client as the owner of a property, but I cannot find a deed reflecting it in the electronic land records. What can I do? ANSWER: There is no substitute for a title examination. There might be a number of reasons why a deed might not be easily traceable, including but not limited to: misspelling of party names, incorrect or incomplete legal descriptions and mis-indexing. It is more often the case that the tax records (https:// www.taxpayerservicecenter.com/RP_Search.jsp?search_ type=Assessment) do not properly reflect the current owner of the property and we will search the online land records for the most recent deed, however, that is simply an indicator of the most recent deed and does not delve into possible title issues. Where you have any question or concern about who the “real” owner is, a full title examination is a good idea.

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.



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june June 28, 2017 Mortgage and Real Estate Taxation CEU: 3 hours MD, DC and VA (elective) Instructor: John White Time: 9:00 a.m. – 12:00 p.m. June 28, 2017 Cash Flow Planning for First Time Homebuyers CEU: 3 hours MD, DC and VA (elective) Instructor: John White Time: 1:00 – 4:00 p.m. June 28, 2017 First Time Homebuyer Financing CEU: 1.5 hours MD and DC (elective) Instructor: Brian Willingham Time: 4:30 – 6:00 p.m. June 29, 2017 VA Financing CEU: 3 hours MD and DC (elective) Instructor: James Semeyn Time: 9:30 a.m. – 12:30 p.m. June 29, 2017 Understanding Credit Reports, Scoring Models and How to Improve Credit CEU; 3 hours MD, DC and VA (elective) Instructor: James Semeyn Time: 1:30 – 4:30 p.m. June 30, 2017 Advanced FHA Financing CEU: 3 hours MD, DC and VA (elective) Instructor: Chanin Wisler Time: 9:30 a.m. – 12:30 p.m. June 30, 2017 Renovation and Construction Financing CEU: 3 hours MD, DC and VA (elective) Instructor: Cedric Johnson Time: 10:00 a.m. – 1:00 p.m. * NAR Building/3rd Floor



June 30, 2017 Reverse Mortgages CEU: 1.5 hours MD and DC (elective) and 1.0 hour VA (elective) Instructor: Eric Rittmeyer Time: 1:30 – 3:00 p.m.


July 6, 2017 New Home Sales CEU: 3 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 9:00 a.m. – 12:00 p.m. July 6, 2017 Understanding Basic Environmental Issues CEU: 2 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 1:00 – 3:00 p.m. July 6, 2017 Negotiating Multiple Offers CEU: 2 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 3:30 – 5:30 p.m. July 7, 2017 How to Do a 1031 Like-Kind Exchange CEU: 3 hours MD, DC and VA (elective) Instructor: William Horan Time: 9:30 a.m. – 12:30 p.m. July 7, 2017 Basics of Real Estate Bankruptcy CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Lee Morris Time: 1:30 – 3:00 p.m. July 10, 2017 Contract Basics CEU: 3 hours MD and DC (elective) Instructor: Jason Sherman Time: 10:00 a.m. – 1:00 p.m. * NAR Building/3rd Floor

July 10, 2017 Short Sales CEU: 3 hours MD and DC (elective) Instructor: Chad Older Time: 1:30 – 4:30 p.m. July 10, 2017 Comparative Difference Between the GCAAR & MAR Contracts CEU: 1.5 hours MD and DC (elective) Instructor: Deirdre Brown Time: 2:00 – 3:30 p.m. * NAR Building/3rd Floor July 11, 2017 Foreclsoures CEU: 3 hours MD and DC (elective) Instructor: Roberts Moses & Steven Buckman Time: 1:30 – 4:30 p.m. July 12, 2017 Selling Houses Using Lease Options CEU: 3 hours MD, DC and VA (elective) Instructor: Ronald Baras Time: 9:30 a.m. – 12:30 p.m. July 12, 2017 Working with Buyers CEU: 3 hours MD, DC and VA (elective) Instructor: Barbara Maloney Time: 1:30 – 4:30 p.m. July 12, 2017 FIRPTA for Residential Real Estate CEU: 1.5 hours for MD and DC (elective) AND 2 hours for VA (elective) Instructor: Maria Deligiorgis, Esq. Time: 2:00 – 4:00 p.m. * NAR Building/3rd Floor July 13, 2017 MREC Agency – Commercial CEU: 3 hours MD (required for commercial agents and brokers only) Instructor: Al Monshower Time: 9:30 a.m. – 12:30 p.m.

July 13, 2017 Co-Ops and Co-Op Financing CEU: 3 hours MD, DC and VA (elective) Instructor: James Semeyn Time: 10:00 a.m. – 1:00 p.m. * NAR Building/3rd Floor July 13, 2017 MREC Required Supervision CEU: 3 hours MD (required for brokers/elective for agents) and DC (elective) Instructor: Al Monshower Time: 1:30 – 4:30 p.m.


July 13, 2017 VA Financing CEU: 3 hours MD and DC (elective) Instructor: Ja.m.es Semeyn Time: 2:00 – 5:00 p.m. * NAR Building/3rd Floor

July 14, 2017 New Member Orientation CEU: No CE Instructor: Dana Hollish Hill Time: 10:30 a.m. – 4:00 p.m. July 14, 2017 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Dana Hollish Hill Time: 1:00 – 4:00 p.m. July 17, 2017 Working with the Senior Client CEU: 3 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 9:30 a.m. – 12:30 p.m. July 17, 2017 Representing the Seller CEU: 3 hours MD, DC and VA Instructor: Ned Rich Time: 10:00 a.m. – 1:00 p.m. * NAR Building/3rd Floor July 17, 2017 Serving the First Time Homebuyer CEU: 3 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 1:30 – 4:30 p.m.

2017 EDUCATION SCHEDULE July 17, 2017 Working with Buyers CEU: 3 hours MD, DC and VA (elective) Instructor: Dana Hollish Hill Time: 2:00 – 5:00 p.m. * NAR Building/3rd Floor July 18, 2017 First-Time Homebuyer Financing CEU: 1.5 hours MD and DC (elective) Instructor: Brian Willingha.m. Time: 10:30 a.m. – 12:00 p.m. * NAR Building/3rd Floor


July 18, 2017 Listing Presentation CEU: 3 hours MD, DC and VA (elective) Instructor: Thom Brockett Time: 1:30 – 4:30 p.m. July 19, 2017 Solving Sellers Issues CEU: 3 hours MD and DC (elective) Instructor: Counselors Title Time: 9:30 a.m. – 12:30 p.m. July 19, 2017 Understanding the Needs of Your Client CEU: 1.5 hours MD and DC AND 1 hour VA (elective) Instructor: Carole Maclure Time: 1:30 – 3:00 p.m. July 19, 2017 Preparing Your Client for the Home Inspection CEU: 1.5 hours MD and DC AND 1 hour VA (elective) Instructor: Dan Deist Time: 3:30 – 5:00 p.m. July 20, 2017 How to Keep Your Clients (and You) Out of Court CEU: 3 hours MD and DC (elective) Instructor: Gary Hardy Time: 9:30 a.m. – 12:30 p.m. NOTE: All classes are held at GCAAR’s Rockville office unless otherwise noted.

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August 4, 2017 New Member Orientation CEU: No CE Instructor: Thom Brockett Time: 10:30 a.m. – 4:00 p.m. August 4, 2017 Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Thom Brockett Time: 1:00 – 4:00 p.m. August 12, 2017 DC Legislative Update CEU: 3 hours DC (required) Instructor: Mary Chieppa Time: 9:15 a.m. – 12:15 p.m. August 12, 2017 Negotiating Multiple Offers CEU: 2 hours MD, DC and VA (elective) Instructor: Mary Chieppa Time: 1:00 – 3:00 p.m.





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If Data Is What You Crave TAP INTO THESE HANDY RESOURCES rea lt or.com® Definitely not just a place for home searches, the research section of realtor.com features a plethora of info on market data and trends across the county. Have a client who is relocating? Drill down by zip code and find out how the market is doing where you want to go. Want to know about the top housing trends or top markets in the country? You can find it there. Like NAR, the site also has cool infographics and visuals to download. research.realtor.com

38 CAPITAL AREA REALTOR ® — May/June 2017

FANNIE MAE, the country’s largest source of mortgage funds, will ease its debt-to-income (DTI) requirements as of July 29, increasing the DTI ceiling from the current 45 percent to 50 percent. The changes are a welcome sign for the real estate industry.

Nat ional Associat ion of RE ALTORS ® (NAR) Resea rch and St at ist ics One visit to NAR’s research site and you will find a wealth of information about almost anything relating to real estate: research reports, housing stats, economic outlooks, home buying and selling trends, and much more. In fact, NAR’s Survey of Home Buyers and Sellers is the longest running report on consumer home buying and selling trends. Stay up-to-date on social media by following NAR research on Facebook, Instagram, Twitter, and Pinterest. www.nar.realtor/research-and-statistics

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CAPITAL AREA REALTOR ® — May/June 2017 39

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Beta Solutions F&BC Kevin Matthews 301-787-0782 Homesnap Stephanie Rall


Home Staging by Vivian Vivian Gilbert 301-802-5166


Anne M. Powell Appraisals Anne Powell 410-721-7505 Brett Bessell Brett Bessell


Chase Commercial Appraisal Division Chad Harris 202-312-1160 Carlos Ortiz 202-312-1160 Anna Pagi 202-312-1160 Foremost Appraisals & Realty Folusho Bello 240-304-7782 J.D. Egly & Associates John Egly 301-349-0113 J. Hansen Appraisal Associates John Hansen 301-464-2878 James Blaine Miller Jr. James Miller Jr. 301-933-9881 Magee Appraisal Service Diana Magee 301-846-9696 Roxann Novel Appraiser Roxann Novel 800-232-7196 Washington Appraisal Frank John Jr. 202-646-1150


Adams, Morris & Sessing Michelle Adams 301-637-0143 Elizabeth Morris 301-637-0143 Timothy Sessing 301-637-0143 Andrew FitzGerald Attorney at Law Andrew FitzGerald 301-933-6550 Bregman Berbert Schwartz Gilday LLC Wendy Pullano 301-656-2707 Bromberg Rosenthal LLP Jonathan Bromberg 301-251-6200 Glazer Winston Honigman Ellick L. Mark Winston 202-537-5500 Greenstein DeLorme & Luchs PC Richard Luchs 202-452-1400 Vincent Mark Policy 202-452-1400 40 CAPITAL AREA REALTOR ® — May/June 2017


Jackson & Campbell PC Roy Kaufmann 202-457-6710 Jacobs & Associates Harvey Jacobs 301-300-6252 Kase & Associates Sadaf Saberi 703-444-4100 Kass Mitek & Kass Benny Kass 202-659-6500 KVS Law David Kanstoroom 301-605-1420 Lisa Lamphier 301-605-1420 Marty Stanton 301-605-1420

Credit Unions

Mortgage Companies

Home Improvement

AnnieMac Home Mortgage John White, Jr. 866-312-6682

Capital Area REALTORS® FCU Tony Launi 240-314-0734 Olympia Overton 240-314-0734 Floormax Rafie Ansari Darren Holder Masoud Molayem

301-206-2200 301-206-2200 301-206-2200

BB&T Mortgage Patricia Widerman 301-590-2382

Alban Home Inspection Services Sandra Watkins 301-662-6565

BB&T Mike Kidwell Kari Sansom Daniel Shea

Anderson Inspection Consultants Gary Anderson 301-855-3337

Law Office of Arthur Konopka Arthur Konopka 202-686-0600

Building Inspector of America Vimal Kapoor 301-916-0300

Law Office of Mark A. Bayer Mark Bayer 202-466-4747

Capital Environmental Testing Bryan Hix 202-257-9291

Law Offices of David P. Modell David P Modell 301-634-9820

Green Home Solutions of MD Jennifer Sherwood 301-591-2470

Law Offices of Michael Frissel/Wolf Title Michael Frissell 301-951-0940

The Greentree Group Julio Gonzalez Del Solar 301-960-1341

Lynn Candle Boynton Esq. Lynn Boynton 240-499-7465 Miles & Stockbridge PC Casey Cirner 301-762-1600 Paley Rothman Katherine Palumbo 301-951-9362 Richard W. Lawlor PA Richard Lawlor 301-340-2400 Samuelson Law Offices LLC Kenneth Samuelson 202-494-0848 Shaner & Helf LLC Thomas Helf 301-913-9306 Shulman Rogers Gandal Pordy Matthew Alegi 301-230-5200 Amy Klein 301-230-5200 Marc Lipman 301-230-5200 James Savitz 301-230-5200 Law Offices of Jill Pogach Michaels Owen Jarvis 240-425-0008 Jill Michaels 240-425-0008 Ben Silver 240-425-0008 The Sacks Law Firm PLLC Michael Sacks 301-948-2300 Vaughn W. Royal Attorney at Law Vaughn Royal 202-895-1530

Apex Home Loan Erin Finke 301-610-9600 Michael Parsons 301-610-9600 Brian Willingham 301-610-9600

Home Inspection Companies


Lasso & Lasso PC Ricardo Lasso

Academy Mortgage Corporation Raymond Shelton 571-225-5066

Home Land Septic Consulting Eric Garrett 443-995-5385 Tim Shotzberger 443-995-5385 Mid-Atlantic Inspection Services Alan Beal 202-607-4153 Old Republic Home Protection Terry Crawford 925-866-1500 Pearl Certification Cynthia Adams 888-557-5543 RA Home Inspection Randolph Gallegos 240-793-4611 Top to Bottom Services Gregory Butler 301-938-9100 Daniel Deist 301-938-9100

Housing Interests JCAMS Jimmy Cullum


MD Dept of Housing & Community Development Cecilia Weller 410-514-7014

Miscellaneous Moneycorp Spencer Holmes


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

Caliber Home Loans Charles Clapper 301-660-3292 Robert Kirchner 301-660-3292 Patrick Norfolk 301-660-3292 Matthew O’Connor 301-660-3292 Kenneth Storck 301-660-3292 Capital One Gerald D’Ascoli Brian Glou Anthony Toy

248-728-0288 248-728-0288 248-728-0288

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

202-292-1581 202-292-1581

Embrace Home Loans William Rozek 301-921-0070 Tina Del Casale 800-333-3004 Fidelis Mortgage Eric Rittmeyer 410-668-6501 First Home Mortgage Ingrid Rapavy 703-938-2115 Meghan McDonald 703-840-4202 Nicolas Matsangakis 301-657-1003 David Toaff 301-657-1003 Ryan Angier 301-656-4388 Zachary Bodine 301-656-4388 Hillary Cochin 301-656-4388 Scott Story 301-656-4388 Kevin Walsh 301-656-4388 Timothy Whittier 301-656-4388 Alexander Jaffe 240-479-7658 Christopher Jordan 301-562-9540 Travis Vollmerhausen 301-562-9540 Jacob Ryan 301-220-0999 First Savings Mortgage Deborah Benkert 240-223-1558 Graham Pruitt 240-223-1558 J. D. Teitelman 703-564-1746

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

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

AFFILIATES Mortgage Companies cont.

First Washington Mortgage Chanin Wisler 301-526-0020 FitzGerald Financial Group/Division of TowneBank Mortgage Evelyn Miller 240-403-1868 L. William Woods Jr. 240-403-1868 Flagstar Bank Eddie Jackson


George Mason Mortgage Shawn Barsness 703-595-2233 Home Savings & Trust Mortgage Derek Harman 703-766-4634 Intercoastal Mortgage Co. Alexander Norcini 571-298-8166

Mortgage Companies cont.

Wells Fargo Home Mortgage Pat Bowman 301-956-1573 Patricia Gillis 301-956-1573 Paul Nowacek 301-956-1573 Wells Fargo Private Mortgage James Semeyn 410-573-6411

Moving Companies 123 Junk Kevin Wheeler


J K Moving & Storage Drew Richards 703-250-4282 Perry Moving & Storage Alvin Lewis 410-799-0022

Pest Control Companies

Law Offices of Quinn O’Connell Jr Quinn O’Connell Jr. 202-537-1820

Capitol Termite & Pest Control Stanley Robinson 301-657-4480 Brian Schoonmaker 301-657-4480

McLean Mortgage Corp. Alex Peters 301-538-1137

Property Management Companies

MVB Mortgage Chris Kearney Billy Kinberg Robert Ross

Columbia Property Management Scott Bloom 888-857-6594

202-751-2146 202-751-2146 202-751-2146

Navy Federal Credit Union Deanna Furman 301-233-7958 Prospect Mortgage Cedric Johnson 540-882-4176 Prosperity Home Mortgage Romy Espino 301-838-3172 Brian Haug 301-838-3172 Tom O’Keefe 301-838-3172 Sandy Spring Bank Jeffrey Nelson 301-617-4233 Guy Silas 301-617-4233 Stearns Lending Jamica Browne Gary Gertler Lee Michaels

240-599-7900 240-599-7900 240-599-7900

SunTrust Mortgage Loretta Clark 301-961-0903 Jordan Giles 301-961-0903 C.J. Kemp 301-961-0903 Russell Rothstein 301-961-0903 Tidewater Mortgage Services Jessica Sandler 571-297-3981 Max Sandler 571-297-3981 TowneBank Mortgage Richard Harbin 301-850-1092 Transwestern Donald Wilson


Transwestern Donald Wilson


Real Estate Investment Rent the District Hanna E McClain


Tax Consultants Exchange Solutions Group William Gessner 703-787-3893 Tax-Masters Linda de Marlor 301-230-0200

Title Insurance/Settlement Companies Atlantic Closing & Escrow Isadora Connor 202-730-2635 Tommy Craddock 202-730-2635 Diana Khan 202-730-2635 Avenue Settlement Corporation Stephen Ballard 202-296-4500 Avenue Title Group David Helfrich 202-296-4500 Blue Note Title Jessica Chipoco


Capitol Title Insurance Agency Lisa Bosse 301-231-7250

Title Insurance/Settlement Co - cont New World Title & Escrow Capitol Title Insurance Agency Sara Demb Goldstein 301-231-7250 Stanley Goldstein 301-231-7250 William Splitgerber Jr. 301-231-7250 Classic Settlements Joe Detrick 301-921-2667 Jonathan Levy 301-921-2667 Mary Papagjika 301-921-2667 Elliot Liss 301-921-2667 Confidence Title & Escrow Vittorio Muzzatti 301-740-1880 Counselors Title LLC Christopher Darby 202-686-0100 Marie Enderle 202-686-0100 James Griffin 202-686-0100 Thomas Muldoon 202-686-0100 Timothy Mullin 202-686-0100 John Nalls 202-686-0100 Noreen Hathaway 202-686-0100 Robert Kuczarski 202-686-0100 Colleen Smyth Cogan 202-686-0100

Andrew DiPaola Morgan Swersey

703-691-4330 703-691-4330

Palisades Title Company Steven Buckman 202-351-6100 Paragon Title & Escrow Co. Philip Raskin 301-986-1114 Randy Rothstein 301-986-1114 Rob Rothstein 301-986-1114 Pinnacle Settlement Services Scott Goldschein 866-441-4666 Pinnacle Title & Escrow David Maged 301-424-5400 Marci Maged 301-424-5400 Bari Solomon 301-424-5400 Pride Settlement & Escrow LLC Jay Brody 888-729-0145 D. Leigh Hewartson 888-729-0145 Lee Anne Rodriguez 888-729-0145

District Title A Corp. Steven Sushner 202-518-9300

RGS Title Suzanne Feinstein Esq. 301-230-0070 Thomas R Rodden 301-680-0200 Helen Dankos 301-230-0070

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

RGS Title/Tradition Title Anthony DeVol 301-654-9800

Fenton Title Co. Louis Pettey


First Class Title Daniel Kotz


Flynn Title Gregory Flynn


GPN Title John Gilbert George Glekas

301-294-4055 301-294-4055

Hutton Patt Title John Hutton


Key Title Bridget Fancher

Settlement Corp. David Deckelbaum


Logan Title Patrick Tangney

Standard Title Group Kevin Anderson 202-888-0132


Stewart Title Group R. Bradley Runyan 202-349-0220 Christopher Saabye 202-349-0220

Main Street Settlements Inc. John Ferguson 301-570-3600 MBH Settlement Group Jill Messier 703-277-6800 Michaels Title & Escrow LLC Jill Pogach Michaels 240-425-0008 Mid-Atlantic Settlement Services Deirdre Brown 410-252-1208 Monarch Title Katherine Brewer


Moses & Aiken, LLC/Home Title Robert Moses 301-468-0080 Sage Title Group LLC Bobby Lee 301-654-2560 Joseph Hansen 301-670-2812 Settlement Ink P. Joy Siegel


Settlement Professionals LLC Carol Calomiris 202-363-1870

Title Alliance Ltd. Maria Deligiorgis



Title Town Settlements Todd Greenbaum 301-580-2850 Village Settlements David Hahn 301-486-0799 Carey Brennan 301-590-9300 Leslie Childs 301-590-9300 Michael Hollman 301-590-9300 As of May 10, 2017 CAPITAL AREA REALTOR ® — May/June 2017 41

New Rockville Location! 100% Commission Split $49/month www.TaylorProperties.co/join (800) 590-0925 * Commission paid to you same day as settlement * Set your own commission rates * $300 settlement gift for your Buyers * In-House lender and title company * Seminars by industry leaders * Training/mentoring programs * Homebuyer lead program * Full Broker service * Free business cards * Recruiting Bonuses \

* Agent Appreciation Dinners every 2 months with free drinks and give aways


Offices in Annapolis, Silver Spring, Largo and Waldorf

44 CAPITAL AREA REALTOR ® — Jan/Feb 2017 44 CAPITAL AREA REALTOR ® — Jan/Feb 2017

Stay connected at www.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.


MARCH Angela Angelova Keller Williams Capital Properties Jill Baranick Coldwell Banker Residential Gabriella Behzadi Keller Williams Capital Properties Anteneh Belete Redfin Corporation Shenna Bridgett Keller Williams Capital Properties Jeff Chreky Compass Joseph Clair Keller Williams Capital Properties Elizabeth Correllus Pearson Smith Realty Tanjot Dhaliwal Coldwell Banker Residential Patrice Dozier Keller Williams Capital Properties Amy Embrey Keller Williams Capital Properties Brittany Estell Keller Williams Capital Properties Kathleen Flynn Washington Fine Properties Randolph Gallegos RA Home Inspection Anne Harrison Long & Foster Real Estate Lisa Holden Keller Williams Capital Properties Ava Jamison Coldwell Banker Residential Danielle Johnson Keller Williams Capital Properties

Raevyn Jones Keller Williams Capital Properties

Gerald Pilaud RE/MAX Realty Group

Erica Akpan Keller Williams Capital Properties

Stuart Kafetz RE/MAX Realty Services

Amanda Provost Wydler Brothers

William Alexander Keller Williams Capital Properties

Spyridoula Karvouni Long & Foster Real Estate

Chandra Quaye The Virtual Realty Group

Blanca Alvarez Smart Realty

David Keeling Coldwell Banker Residential

Drew Richards J K Moving & Storage

Donetello Kelley Execuhome Realty

Sarah Rossum Redfin Corporation

Felix Alvarez Elite Properties Mateus Anjos Keller Williams Capital Properties

John Ketabchi Redfin Corporation

Peter Serano Keller Williams Capital Properties

Mand Antolli Long & Foster Real Estate

Peter Khalaf Old Line Properties

Ashanti Smith Long & Foster Real Estate

Demetria Arnold Century 21 Redwood Realty

Roy Kimhi Keller Williams Capital Properties

Osvaldo Soto Long & Foster Real Estate

Andre Asselin Long & Foster Real Estate

Tara Kimmel Long & Foster Real Estate

Amber Spaulding Red Maple REALTORS®

Alisha Baveja Redfin Corporation

Anastasiia Kulin Keller Williams Capital Properties

Nicole Spicer Compass

Mia Berry Express Broker Realty

Lydia Lee Gangnam Realty & Management

Meghan Stroebel Washington Fine Properties

Sheetal Bhatia Long & Foster Real Estate

Candice Long CityWorth Properties

Grace Varghese Exit Elite Realty

Jason Borras MC Financial

Daiva Manarkaite Prestige Realty

Barbara Vogt Keller Williams Capital Properties

Alexandra Boucher McEnearney Associates

John Mariz Real Living at Home

Leonard Wallace Realty 1

Dominique Briscoe Exit Bennett Realty

Suyapa Martinez Long & Foster Real Estate

Preccious West Long & Foster Real Estate

Gino Monteverde Piment Independent Realty

Kendra Whitaker Keller Williams Capital Properties

Xin Chen Independent Realty LawrencenChou Homestate Realty

Ahmed Nadim UpsideDoor Mariam Ndiaye Long & Foster Real Estate

Millree Williams Keller Williams Capital Properties

Stephen Colgan Keller Williams Capital Properties


Whitney Cooper Keller Williams Capital Properties

Chemaye Nickens-Smith eXp Realty

Ifeyinwa Agbim Sold 100 Real Estate


CAPITAL AREA REALTOR ® — May/June 2017 43



Yeun Kang Maryland Pro Realty

Luis Navarro RE/MAX Realty Centre

Alison Kavanaugh Long & Foster Real Estate

Buffie Nelson Keller Williams Capital Properties

Samantha Rosenberg Long & Foster Real Estate Stephen Rosenberg Coldwell Banker Residential

Marjorie Kelly Fairfax Realty

Khoa Nguyen Golden Gate Realty Corp

Isaac Sandoval RE/MAX Realty Group

Caroline Kern DCRE Residential

Lam Nguyen Real Estate Search & Sale

Wendy Santantonio McEnearney Associates

Kathleen Kiernan Washington Fine Properties

Susan Nixon Century 21 New Millennium

Clara Schoew Coldwell Banker Residential

Robert Kimmer Taylor Properties

Andrew Norris Keller Williams Capital Properties

Amit Sharma Sharma Realty

Shaula Epebinu Weichert REALTORS®

Nicola Kohlmeyer Long & Foster Real Estate

Ayukosso Ojong Leeds Realty

Philip Skillman Long & Foster Real Estate

Morgan Faulkner Wright Brokerage

Cameron Kostyack Keller Williams Capital Properties

Sochandara Or Washington Capital Realty

Terrence Somerville Samson Properties

Deanna Furman Navy Federal Credit Union

Marc Lapointe Keller Williams Capital Properties

Carlos Orbe Coldwell Banker Residential

John Stewart Weichert REALTORS®

London Gallego Keller Williams Capital Properties

Brittney Larmore Century 21 The Real Estate Centre

Matthew Palmer Capital One

Fiori Tesfamariam Keller Williams Capital Properties

Homer Garrison Keller Williams Realty Professionals Daniel Goldstein RE/MAX Town Center

Quincy Lawanson RE/MAX Allegiance

Sharlene Paul Long & Foster Real Estate

Abteen Teymourtash Long & Foster Real Estate

Brendan Lawrence Long & Foster Real Estate

Candie Thompson Golston Real Estate

Lydia Graham McEnearney Associates

Elizabeth Lenseigne Long & Foster Real Estate

Nicole Peters Keller Williams Realty Professionals Jonathan Poland Keller Williams Capital Properties

Kamron Greenidge Urban Land Company

Ebony Lewis Berkshire Hathaway Home Services PenFed Realty

Darrin Pryor Keller Williams Realty Centre

Bronwyn Vasapoli Long & Foster Real Estate

Aria Rabie Fairfax Realty of Tysons

Devonda Walker Real Living at Home

Petar Radakovic Coldwell Banker Residential

Nathan Ward Cathie Gill

Flor Ramirez RE/MAX Plus

Kaysi-Ann Webley Redfin Corporation

Pooya Rezai Real Living at Home

Carole Welsch Herbert Homes

Anne Richardson Keller Williams Capital Properties

Carmenlita Williams Redfin Corporation

Jorge Rivas Weichert REALTORS®

Rebecca Williams Keller Williams Preferred Properties Annemarie Woodhull Coldwell Banker Residential

Brianna Countee Keller Williams Capital Properties Candice Denton Weichert REALTORS® Constantinos Economides Long & Foster Real Estate Mark Ellington Keller Williams Capital Properties Erika Ellison Wymes Windows Over Washington Realty Group

Pamela Hadley Redfin Corporation Sasha Harding Berkshire Hathaway HomeServices PenFed Realty

Lili Liu RE/MAX Universal Betty Lu Keller Williams Capital Properties

Rachael Hesling TTR Sotheby’s International Realty

Kyle Meeks TTR Sotheby’s International Realty

Chou-Jui Huang H & I Real Estate

Matthew Miller Keller Williams Capital Properties

Ruth Hudson LKF Realty Sirahwaty Hum Capital Area REALTORS®

Meaghan Miller RE/MAX Elite Services

Kelly Ingle Weichert REALTORS® Kristen Johnson Compass Farrah Jones eXp Realty 44 CAPITAL AREA REALTOR ® — May/June 2017

Merry Miller Berkshire Hathaway Home Services PenFed Jay Mora Coldwell Banker Residential Bradley Morris Long & Foster Real Estate Henry Muhizi TriStar Realty

Danielle Rivoir TTR Sotheby’s International Realty Terri Robertson Exit Bennett Realty Nicole Robinson Coldwell Banker Residential

Arianna Van Der Bijl TTR Sotheby’s International Realty

Dorothy Yen Keller Williams Capital Properties Pradeebha Yogaraj Long & Foster Real Estate

Pieter De Dreu Weichert REALTORS® Kaloyan Doychinov Exit Bennett Realty

George Johnson Greenline Real Estate

Rahsaan Robinson Keller Williams Capital Properties

Abdullah Jones Keller Williams Capital Properties

Dmitry Rodionov Prestige Realty

Judy Duarte Smart Realty

Justin Kafka Long & Foster Real Estate

Agnes Rodrick TriStar Realty

Roy Eckert Long & Foster Real Estate

Joseph Keating Realty 1

Davinder Sakhuja Long & Foster Real Estate

Paulina Elivo Weichert REALTORS®

Novera King Execuhome Realty Nazan Kirdar Long & Foster Real Estate

Mary Scott Weichert REALTORS®

Melisa Klem Hagan Realty

Kennisha Shepherd Coldwell Banker Residential

Cyril Fox TriStar Realty

Lorelle Langhorne Keller Williams Capital Properties

Lorena Sosa Smart Realty

Eugene Frazier Prime Lending

Patricia Leupen Showcase Real Estate

Roberto Sotomayor-Elder Long & Foster Real Estate

Yucan Gao Best Home Realty

Tia Lewis Keller Williams Integrity

Leonid Sukharnikov Long & Foster Real Estate

Ariyana Bahrami Long & Foster Real Estate

Jose Garcia Metropolitan Realty Marketing

Tiffany Linkins Bradford Real Estate

Eric Sykes Redmond Realty & Consulting

Robert Beard Keller Williams Capital Properties

Brendan Gilday Tower Hill Realty

Varun Malhotra RE/MAX Platinum Realty

Wilson Taxiarhou Weichert REALTORS®

Gloria Bell Weichert REALTORS®

Brandon Goldstein Keller Williams Capital Properties

Rebecca Mason Redfin Corporation

Morris Thomas Redfin Corporation

Nicole Boddie Prestige R E & Investment Co.

Georgia Grant Weichert REALTORS®

Jaclyn Mason Cathie Gill

Dennis Uwemedimo Long & Foster Real Estate

Claude Boudrias Long & Foster Real Estate Stephanie Brewer Classic Settlements

Jenavieve Grazzini Long & Foster Real Estate Vincent Hamon W C & A N Miller REALTORS® Kimberly Hart Metropolitian Living Realty Group

Leslie Minchew Margaret S Lamberton

Moreen Wallace Exit Bennett Realty

Daniel Mitchell Long & Foster Real Estate

Joseph Whibley My Realty Team Real Estate

Eliezer Molina Flores Weichert REALTORS®

Vanessa White W C & A N Miller REALTORS®

Kelly Hass Keller Williams Capital Properties

Lina Montoya Long & Foster Real Estate

Timothy White T W Real Estate

Thomas Buffoni Keller Williams Fairfax Gateway

Stephen Hinton Donna Kerr Group

Olatide Murtala Long & Foster Real Estate

Muhammad Yusuf Carrington Real Estate Service

Robert Cooper Keller Williams Capital Properties

Michelle Hong Redfin Corporation

Maria Orduz Duran Long & Foster Real Estate

Dongqing Zhang CapStar Properties

Deja Cousley Exit Bennett Realty

Bradford House Compass Valentina Huang Coldwell Banker Residential Jina Hwang BHI Realty

Matthew Ovington Weichert REALTORS®

Weifeng Zhang Weichert REALTORS®

Aaron Person Sourceone Realty

Linbin Zhuang United Realty

Terrance Jackson Redfin Corporation

Berkina Porter Samson Properties

Henok Yohannes Senate Real Estate Services Sean Zullo Tower Hill Realty

MAY Andrew Adelsberger Coldwell Banker Residential Marlon Alfaro Realtyka Tiffany Alleyne Fairfax Realty Advantage Sheila Aronow Realty Group Property Mgmt. Merlisa Autry W C & A N Miller REALTORS® Cinthia Avila Smart Realty Michelle Bagnell Berkshire Hathaway Home Services PenFed Realty

Naomi Brown Long & Foster Real Estate Kerry Budd Keller Williams Capital Properties

Theresa Cox RE/MAX Town Center Ezinne Daniel Long & Foster Real Estate Richard Day Prime Lending

Johnetta Fenwick Keller Williams Realty Professionals Alex Fox Allfirst Realty

Amar Sethi S 4 Realty

Benjamin Phelps Redfin Corporation *As of May 23, 2017 CAPITAL AREA REALTOR ® — May/June 2017 45

design trends FOR YOUR BACKYARD


Cook and Dine in Style A pergola transformed this patio into an intimate outdoor dining and kitchen area. For more privacy, Arch Interiors of Beverly Hills, California added height to the yard’s perimeter walls with wooden lattice perfect for climbing vines.

Photo by Arch Interiors

Create a Cozy Nook

Photo by Arch Interiors

Arch Interiors added the wall that forms this conversation corner to block the view of a neighbor’s house. The built-in seating and candlelit cutouts make the space feel cozy, rather than barricaded.

Plant a Wall of Trees

Photo by Peter Wimberg

Grunder Landscaping Company planted a row of Juniperus chinensis


‘Keteleeri’ trees, forming an evergreen screen that obscures the street

Source: www.hgtv.com – Search Design Trends

To make this idyllic backyard feel even more private, Dayton, Ohio’s

year-round. 46 CAPITAL AREA REALTOR ® — May/June 2017

Before You Place That FOR SALE Sign… Make Sure You Keep Miss Utility in Mind Ok, you’ve gotten that new listing and you are ready to put your FOR SALE sign out in front. Before you do, here are a few things you should remember. Every time someone digs in DC, Maryland, or Virginia, they have to make a request to Miss Utility. However, many REALTORS® and also brokers have trouble distinguishing who’s responsible and who’s liable if something goes wrong. When you decide to order a sign, which entails breaking ground, Miss Utility must be notified and given a minimum of forty-eight (48) hours to mark the utility locations before anyone can dig. Dan Deist, whose company does real estate sign placements, tells his clients it’s a three-day process minimum – two days for Miss Utility to approve and one day to place the sign. Remember, Miss Utility doesn’t work weekends so installs can take longer. Many

companies offer a much quicker turnaround – one day. Deist says, “unfortunately, there are some companies who are either unaware of the law, choose not to follow the law, or intentionally mislead REALTORS® in terms of who is liable or at risk if something goes wrong.” Are their penalties for violating the Miss Utility laws? Absolutely. Actual repair costs and civil penalties up to $2,500 per violation, as well as up to three times the actual repair cost of the damaged utilities, plus punitive damages up to $10,000 per incident. We’ve all heard of someone being pulled into a lawsuit over a transaction regardless of who actually holds liability. If a dangerous gas line or electrical cable is hit, sellers are going to be looking at both their REALTOR® and whomever their REALTOR® referred to pay damages. Don’t let this happen to you or your

www.missutility.net seller! Protect yourself and better serve your seller by referring the right company.

Here’s what you should do BEFORE the sign goes up: • Ask the sign company you’re working with if they notify Miss Utility before they dig. • Ask for the Miss Utility service ticket confirmation to verify that Miss Utility has been contacted.

• If the sign company says you can get your sign the same day, the next day, or in two days, and they haven’t called Miss Utility, they are breaking the law and putting you and your seller at risk!

REMEMBER You should not be referring a service provider who knowingly is breaking the law or puts the risk on YOU.

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

CELEBRATING 40 YEARS Sara Lou Caldwell

Marina Mulinos

Maryanne Fiorita

Robert Ramoy

Judith Hanrahan

Michael Seay

Sharon Mulholland

Barbara Small CAPITAL AREA REALTOR ® — May/June 2017 47

BACKPorch 1 This renovated Art Deco movie house first opened in 1938 and later reopened in 2005. The architect behind the structure is John Jacob Zink, the same architect behind D.C.’s Takoma Theater and Uptown Theater.


Can you identify these DC Art Deco Buildings?

2 Originally, this five-story building served as an annex to the Library of Congress. It was in 1939 when it first opened its doors to the public with sculpted bronze doors that displayed Mayan, Aztec, and Indian gods.

3 If you were to visit this site today, you wouldn’t find any buses passing through, but during the 1940s that’s exactly what it was known for. 4 The Art Deco style in the building is displayed in the five-story structure’s ziggurat-like main facade, limestone and patterned brick, and golden buffcolored brick.

5 While the interior of this 1936-constructed theater has been remodeled over the years, the facade remains a notable example of Art Deco in the District.

Characteristics — In classic Art Deco, rectangular blocky forms were often

6 Some of the decorative details to look out for when it comes to this 11-story structure include Aztec and other exotic motifs rendered in aluminum and brick. This building was built in 1931 and later listed as a D.C. historic landmark in 1989.

arranged in geometric fashion, then broken up by curved ornamental 7. Hecht Warehouse

elements. But always the aim was a

6. Uptown Theater

monolithic appearance with applied

5. Kennedy-Warren 2. John Adams Building 1. Atlas Theater Answers:

48 CAPITAL AREA REALTOR ® — May/June 2017

7 Designed by Gilbert V. Steel in 1937, this Ivy City building is one of the most wellknown Art Deco buildings in Washington, DC.

3. Greyhound Terminal

Source: dc.curbed.com

4. Park Tower

decorative motifs.

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Capital Area REALTOR® May/June 2017  

The May/June issue of the magazine features REALTOR® Fest, the annual education summit.

Capital Area REALTOR® May/June 2017  

The May/June issue of the magazine features REALTOR® Fest, the annual education summit.

Profile for gcaar