Capital Area REALTOR® Nov/Dec 2018

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Interview with Mike Moran – page 6 Distinguished Award Winners – page 10 Tips to Navigate Bright MLS – page 18

A Fond Farewell – CEO Mike Moran Retires

Official publication for the Greater Capital Area Association of REALTORS ®

NOV/DEC 2018




A Fond Farewell – p. 6

Distinguished Award Winners – p. 10

nov/dec 2018

Bright MLS Feature – p. 18

Last Word From Tom Daley – p. 48


in every issue


Association News


GCAAR in the News


Don’t Let This Happen to You


Public Policy


Feature: An Interview with Mike Moran



Distinguished Award Winners

2 3

NAR Director’s Report


GCAAR Happenings


Legal Hotline


Meet Your GCAAR Committee


Coaches’ Corner


Agent Spotlight: Will Thomas


Economic Outlook




REALTOR® Toolbox


Bright MLS Feature


Membership Corner


New Emeritus Members


Education Schedule


From the GCAAR Classroom: Introduction to Commercial Real Estate


Welcome New Members!


Design Trends


Affiliate Directory


Back Porch


The Last Word from Tom Daley

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 Gaithersburg, 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 REALTOR® is a registered collective membership mark that identifies and may be used only by real estate professionals who are members of the National Association of REALTORS® and subscribe to its Code of Ethics. Copyright ©2018 by the Greater Capital Area Association of REALTORS®. All rights reserved.

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

board of directors

GCAAR in the news In DC, Median Home Price Now Tops $600,000 WTOP Radio 103.5 November 15, 2018 October housing stats quoted


Opinion: Four Observations on the MoCo Executive General Election Bethesda Beat October 29, 2018 GCAAR endorsement of Marc Elrich mentioned


Tom Daley

Koki Adasi

Marc Elrich, Democratic Nominee for Montgomery Executive, Endorsed by Real Estate Group The Washington Post October 18, 2018


Greater Capital Area Association of Realtors Endorses Elrich Bethesda Beat October 18, 2018


Danai Mattison Sky

Thom Brockett

Immediate Past President

D.C. Home Prices Appear to Hit a Milestone Median. It’s Never Been More Expensive to Buy WTOP Radio 103.5 October 16, 2018 September housing stats quoted School Board Candidates Weigh In on Achievement Gap, Boundary Solutions Bethesda Beat October 10, 2018 GCAAR Board of Education Forum Highlights

Chief Executive Officer

Jamie Coley

Mike Moran

Politics Roundup: Del. Moon Gets an Endorsement as the Next House Speaker—From an Unlikely Source Bethesda Beat September 28, 2018 GCAAR County Executive Debate highlights

Directors Katrina Schymik Abjornson

Brandon Green

Avi Adler

Justin Levitch

Harrison Beacher

Andres Serafini

Jan Brito

Ellie Shorb

Lee Goldstein

Frank Snodgrass

Jody Goren

Kirsten Williams




Managing Editor Bobette Banks

Advertising Representative Arlene Braithwaite

Design & Layout Carla Conway, Uncommon Design

Floreen, Elrich Clash Repeatedly in County Executive Forum Held by Local Realtors Bethesda Beat September 27, 2018 GCAAR County Executive Debate highlights

association news Jeremy Lichtenstein Wins NAR’s Good Neighbor Award GCAAR member Jeremy Lichtenstein of RE/MAX Realty Services in Bethesda was one of five winners chosen by the National Association of REALTORS® (NAR) for its 2018 Good Neighbor Award. Jeremy sprang into action when he discovered that thousands of children in his affluent Washington, DC, suburb were going hungry, and founded the nonprofit Kids in Need Distributors (KIND) in 2012. The organization has grown from providing weekend food for 37 students at one public school to now serving some 2,100 children across 25 area schools. Under Jeremy’s leadership, KIND has raised over $1 million and provided more than 1 million meals over the past 16 years. KIND is dedicated to plugging a shortcoming in the federal program that provides free or reduced-cost breakfast and lunch to children of low-income families: although the program feeds kids when they are at school, it doesn’t address hunger at home. Jeremy and the other four Good Neighbor Award winners received a $10,000 grant for their charity and were featured in the November-December issue of REALTOR® Magazine. They also received crystal trophies on Saturday, November 3, during the 2018 REALTORS® Conference & Expo in Boston. “This year’s Good Neighbor Award winners have touched our hearts,” says National Association of

Jeremy receives award from NAR leadership.

REALTORS® President Elizabeth Mendenhall. “They have stepped forward to transform lives and make a positive impact on our world one community at a time.” The Good Neighbor Awards have been granted annually since 2000. More than $1.1 million in grants have been awarded to the winners’ charities. Nominees are judged on their personal contribution of time as well as financial and material contributions to benefit their cause. To be eligible, nominees must be NAR members in good standing. More information about the Good Neighbor Awards winners is available at To read Jeremy’s full story and watch his video, go to www.

Jeremy with his team of supporters. L-R: GCAAR Board Member Jan Brito, 2018 GCAAR President Tom Daley, Communications Director Bobette Banks, Immediate Past President Jamie Coley, VP of Public Policy Ed Krauze, CEO Mike Moran, 2018 Secretary Danai Mattison Sky, Mark Butterfield, and Michael Ahern.

A good neighbor is a priceless treasure.

— Ch ine se Pro v e r b


don’t let this happen to you! Submitted by Sandy Rosengarden, GCAAR Grievance Committee, Century 21 Redwood Realty False Premises and Bad Assumptions Lead to Ethics Violation Do you really know what you know? Or do you just think you know? When you take it upon yourself to comment on another REALTOR®’s business practices, you’d better be sure you truly know and that you are accurately representing the facts. Otherwise, you may find yourself before the Professional Standards Committee charged with violating Article 15 of the Code of Ethics. Article 15 states: REALTORS® shall not knowingly or recklessly make false or misleading statements about other real estate professionals, their businesses, or their business practices. NAR’s Case Interpretations file illuminates this Standard with the following case: Harry Householder approached Barton Buyerguy, a REALTOR®, to list his home. He told Barton that his family had outgrown their home and he was ready to put it on the market. Barton Buyerguy replied that, unfortunately, he could NOT be of assistance because he works exclusively with Buyers. Harry Householder then asked, “What about Caroline Cooper? I’ve heard good things about her.” Barton discouraged Harry from approaching Caroline, saying, “I don’t know if I’d try to list with her. She does represent Sellers, but she doesn’t cooperate with Buyer Brokers and, as a result, her Sellers don’t get adequate market exposure for their properties.” Because this is exactly like real life, exactly what you’d imagine would happen, did happen. It just so happened that Harry’s wife, Hannah Householder, was good friends with Caroline Cooper’s spouse. Within hours (or perhaps minutes), Hannah had reported what Barton had told Harry to Caroline’s husband, Uri. Uri, of course, told Caroline and, in short order, Barton found himself called before the Professional Standards Committee to defend himself against the charge of violating Article 15. 4 CAPITAL AREA REALTOR ® — Nov/Dec 2018

At the hearing, Caroline Cooper stated, “I have no idea what Barton Buyerguy was thinking when he made those comments. I always cooperate with other REALTORS®.” Barton replied, “That’s not true. Just last year you had a listing on the MLS and when I called to make an appointment to show it, you refused to pay me.” Caroline replied that, while she had offered compensation to sub-agents through the MLS, she had chosen not to offer compensation to Buyer Agents through the MLS. But, the fact that she had not made a blanket offer of compensation to Buyer Agents should not be construed as a refusal to cooperate. In fact, she had cooperated with Barton Buyerguy on that very listing! Barton Buyerguy acknowledged that he had shown his Buyer Client Caroline Cooper’s listing and that his client had purchased the property. Furthermore, upon questioning by panel members, Barton had to concede that he had no personal knowledge of ANY instance in which Caroline had refused to cooperate with any other broker. Barton had merely ASSUMED that Caroline’s refusal to pay the compensation Barton had requested was representative of a general practice of Caroline’s, AND that refusal to pay compensation amounted to a refusal to cooperate. When all was said and done, the Hearing Panel found that Barton Buyerguy’s statement that Caroline Cooper “did not cooperate with Buyer Agents” was false, misleading, and not based on factual

information. Sadly, Barton was therefore found to be in violation of Article 15. The Hearing Panel also addressed the issue at the heart of Barton’s mischaracterization of Caroline’s business practice. Not only did Barton make an unwarranted assumption of a general practice on the basis of his one experience; he also confused COOPERATION with other agents with agreement to COMPENSATE other agents. The Hearing Panel noted that cooperation and compensation are not synonymous. While blanket offers of cooperation and compensation can be communicated through the MLS, even where they are not, cooperation remains the norm expected of REALTORS®. Refusal to pay compensation is not to be construed as refusal to cooperate. What are the lessons of poor Barton Buyerguy’s encounter? First of all, before you say anything about a fellow REALTOR®’s business and practices, be absolutely sure of your facts. Don’t make a general assumption on the basis of one or two experiences. Second, make sure you understand what actually is required of REALTORS® and how our practices are defined. Could Barton have said that, before listing with Caroline, he would recommend that Harry question her about whether she ever promises compensation to Buyer Agents through the MLS because, in Barton’s opinion, promising such compensation is the best way of getting adequate market exposure, and he knows that, at least sometimes, Caroline does not offer it? Yes! By narrowing the issue, characterizing it accurately, and advising Harry to ASK Caroline about the issue, rather than making a statement about Caroline’s practice, Barton could have given Harry valuable advice while still being true to Article 15. Read the full case here: https://www.url to come . . .

Don’t Let This Happen to You!

association news The Women’s Council of REALTORS® Meeting November 27 The Women’s Council of REALTORS® (Greater Capital Area Network) closed out its year with a session on Business Planning and Coaching with Tara Houston, President-Elect of the Women’s Council of REALTORS® (Northern Virginia Network). The session covered marketing techniques that evolve with your business, vision for business growth, budgeting and adapting to market changes, and leveraging things that offer future success. If you’re not a member of the Women’s Council of REALTORS®, consider joining them in 2019!

GCAAR CEO Mike Moran with WCR officers: L-R: Martha Liriano, 2019 President-Elect; Evelyn Clark, Treasurer; Deborah Davidson, Secretary; Linda Kibunja, 2019 President; Dina Paxenos, Director of Programs; Hildy Pollard, Director of Membership.

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Speaker Tara Houston with Linda Kibunja.

GCAAR Mourns Passing of Board Member Silvia Rodriguez Former GCAAR Board member Silvia Rodriguez passed away on November 10 after waging a brave battle against cancer. Silvia was a highly respected leader in the industry. She served on numerous GCAAR and Maryland REALTORS® committees, including the GCAAR Board and Executive Committees; was president of the Woman’s Council of REALTORS®; and was honored as GCAAR and Maryland REALTOR® of the Year in 2009. She was instrumental in founding the Global Business Committee at the state level. Silvia founded the Maryland Hispanic Real Estate Industry Association

(MHREIA) with a grant from the National Association of REALTORS®. She also served as a commissioner for the Maryland Commission on Human Rights for over 20 years—a role she held dear because she was passionate about everyone being treated fairly in all aspects of society.



Interview with Mike Moran On December 31, Michael “Mike” Moran will be leaving his post as the CEO of GCAAR and heading into retirement. Ed Krauze, currently GCAAR’s VP of Public Policy and CEO of the District of Columbia Association of REALTORS® (DCAR), will take over as CEO in the New Year. Mike joined GCAAR in July of 2003 after almost 25 years in financial and administrative management in the real estate brokerage community. He previously served as Chief Financial Officer of GCAAR from 19961999. Prior to that he was the Controller for Shannon and Luchs Company and Regional Controller for Weichert REALTORS®. After leaving GCAAR in 1999, Mike served as Chief Financial Officer for Stevens Real Estate and NRT Mid-Atlantic before returning to GCAAR in 2003. Mike has served on the Boards of several non-profit organizations, including Explore-it-All Science Center and EveryMind. He is a member of the Finance Committee for the Glen Echo Park Partnership for Arts and Culture and on the Finance

Committee and Church Council at the Bethesda United Methodist Church. Mike grew up in the Bethesda area and currently lives in Chevy Chase with his wife Kathleen. They have three grown children and three grandchildren. We sat down with Mike to recap his tenure with GCAAR and to get his thoughts on the future of the Association and the real estate industry. What have been some of the biggest challenges you’ve faced in your tenure? I think the biggest challenge is one that is ongoing, and that’s making sure that we have a useful and attractive value proposition and then communicating it effectively to the membership. This is critical to our mission and is the focus of our operating plan each year. How has the real estate industry changed over the years? Clearly changes in the use of technology have been the great “disrupter” in the real estate industry as it has been in many aspects of our lives. It has changed the way the consumer engages with their REALTOR®, and how REALTORS® transact business with each other and their brokers. It has dramatically changed the way that GCAAR leadership and staff interact with our members.

What are some of the things you are most proud of as CEO? I’d like to think that under the direction of our volunteer leadership, we’ve upped our game in all of our service offerings. We keep trying new and improved ways of communicating, we've made real progress expanding our use of social media, and next year we're looking at adding other new ways of reaching out to our membership. Our class offerings have always been first rate, and I think we’ve really broadened the scope of our professional development platform. We’ve increased the number of education and networking events that we offer each year and attendance has gone up significantly at all of them. We've introduced a new stats and housing market report and are providing the SmartCharts platform as a member benefit. We have a very strong presence at the Montgomery County and DC Council offices and our relationships with the local elected government officials ensure that we will be included in the discussion whenever legislation impacts our members or their homeowner clients.

We encourage and support home ownership, and I’m happy that GCAAR now owns both of its “homes.” We closed on the Rockville building 5 ½ years ago,


and the Dupont Circle location which we own in partnership with the District of Columbia Association of REALTORS® (DCAR), opened in June of this year. I’d like to think that these efforts have led to increased member engagement with the Association for our REALTOR® and Affiliate members. What will you miss most about working at GCAAR? The member volunteer leadership and my associates on the staff. The teamwork between the two

is what makes the organization strong. We’ve been very fortunate to have terrific volunteer leaders on the Board of Directors and on our committees during my tenure here, and our staff is the best. What advice do you have for Ed Krauze as he takes the helm of GCAAR? Trust your partners in leadership and the professional staff. Encourage and welcome new ideas; and never give in to “fear of failure.” And…make sure to have fun while you’re doing it.

All of us wish Mike many enjoyable years of retirement.


Thank You, Tom Daley! GCAAR thanks Tom Daley for his leadership and “out of the box” vision as 2018 GCAAR President.

We appreciate your service.




Distinguished Award Winners Each year GCAAR recognizes members who have made significant accomplishments in their respective areas. We are pleased to name our 2018 awardees for Rookie, and Affiliate of the Year and our Omega Tau Rho inductees.

Marty Stanton KVS Title GCAAR is pleased to name Marty Stanton of KVS Title as 2018 Affiliate of the Year. Marty has served as a title attorney for nearly 20 years and is currently a principal at KVS Title. He earned his J.D. from American University's Washington College of Law and is a member of the District of Columbia Bar Association, Maryland State Bar Association, Maryland Land Title Association, and District Land Title Association. Marty has worked with GCAAR on legislative issues affecting our region. He played an instrumental role in revising DC's TOPA (Tenant Opportunity to Purchase Act) legislation, working closely with the Forms Committee. Marty has also testified before the Montgomery County Council on behalf of GCAAR. Marty has served as a member of the Forms Committee for the past three years. As a Forms Task Force member, Marty assisted in amending the Regional Contract to the GCAAR Contract. He is also the voice for GCAAR's forms videos created this year. Marty regularly teaches continuing education classes for GCAAR and was a speaker at the Joint Legal Summit hosted by GCAAR and NVAR in 2017. A lifelong resident of Montgomery County, Marty lives with his wife Beth and their three children Ryan, Devin, and Grace.


2018 GCAAR ROOKIE OF THE YEAR Melissa Lango Compass GCAAR is pleased to name Melissa Lango of Compass as 2018 Rookie of the Year. Since embarking on her real estate career in 2015, Melissa has closed more than $38 million to date and 67 transactions. Currently, she serves on the GCAAR Cares Committee working to support organizations like Horton’s Kids and Stepping Stones Shelter. She also is active in her Lee Blvd. Heights neighborhood as Secretary, organizing food drives and Adopt-A-Family at Christmas. Formerly a Guest Services Specialist with the Washington Wizards, Melissa has always provided a concierge level of service to her clients, going above and beyond. She says her mission an agent is not just to help clients find and sell homes, but to build lasting relationships. 85 percent of her transactions are from her sphere of influence, or referrals from past clients. Melissa and her husband Mitch are the parents of two young sons, Lincoln and Carter.


Omega Tau Rho inductee Shelly Murray receives the medallion from GCAAR CEO Mike Moran.

Shelly Murray, 2010 GCAAR President and 2013 Maryland REALTORS® President, and Tim Knobloch, former GCAAR Treasurer, were inducted into the Omega Tau Rho Fraternity at the Maryland REALTORS® Conference in September.

The National Association of REALTORS® Executive Committee established the Omega Tau Rho Fraternity in 1950 as a special organization for past officers. Membership in Omega Tau Rho was expanded in the 1970s to include REALTORS® of the Year of state Associations, and Executive Officers of local and state Associations/Boards with 10 or more years of service. There are about 4,000 members. Those awarded the Omega Tau Rho medallion become lifetime members of the Fraternity. This award recognizes exemplary dedication and service, and the high esteem in which recipients are held by fellow members of the REALTOR® organization. Omega Tau Rho inductee Tim Knobloch right, with fellow inductee Tom Quattlebaum.

GCAAR happenings YPN Developing DC This year’s GCAAR Young Professional Network (YPN) Professional Development Event—Developing DC—packed the District Architecture Center to the brim with participants. The event featured five developers who detailed the process of working with a developer and what they look for when buying/ selling properties.

Pups & Pubs (REALTORS® Political Action Committee) The Saints Row Brewing Company in Rockville was the site of GCAAR’s first dog-friendly happy hour. Guests enjoyed locally brewed beer, food, and networking with friends and colleagues. Donations to the Montgomery County Humane Society were also collected during the event.

GCAAR Hosts Second Annual Golf Tournament

Over 100 golfers swung into action on October 22 at Manor County Club in Rockville.

12 CAPITAL AREA REALTOR ® — Nov/Dec 2018

GCAAR happenings Turkey Bowl Supports RPAC Efforts GCAAR REALTORS® and their families cleared the lanes at Lucky Strike Bethesda on November 28 for an evening of strikes, spares, and good fun.

meet your GCAAR committee Forms Committee

The mission of the Forms Committee (formerly known as the Contract and Clause Committee) is to review the Association's current forms and make recommendations or revisions. Forms are opened for review in response to legislative or regulatory requirements, or significant changes to either market conditions or to industry best practices. Members must demonstrate extensive experience with GCAAR forms as evidenced by transaction counts over the past three years, or in the case of the broker/manager or team leader/trainer, the number of transactions processed in the office or by the team. Front Row, Seated L-R: Jamie Coley, Vice Chair; Susann Haskins, Chair. 2nd Row: Katalin Peter, Staff Liaison; Kirsten Williams, Carmen Murphy, Tony DeVol, Rob Rothstein, Jeffrey Ganz, Jan Brito, Sharon Ledbetter, Tom Nalls, Marty Stanton, Joe Buffington, Jacque Grenning. Not pictured: Greg Ford, Bonnie Roberts-Burke.

Chair: Susann Haskins Vice Chair: Jamie Coley Staff Liaison: Katalin Peter We are grateful for your commitment to serve.


Agent Spotlight WILL THOMAS Washington Newscaster Starts a New Professional and Personal Chapter A new real estate career. Philanthropy. A big move back to the city. This is a snapshot of why I joined TTR Sotheby’s International Realty in September after nearly 20 years on Fox 5 Television, and of how I am spending time away from work. No doubt I have a lot of plates spinning right now, but I have a feeling most of you can relate. CAREER CHANGE My dad used to remind me the grass is not always greener elsewhere when

it comes to your job. I believed him. I was hired at Fox 5 News in 1997 as a reporter and fill-in anchor, eventually becoming a weekday anchor on the daily five and eleven o’clock newscasts. In my off time I was a go-to emcee for charitable organizations, community groups, and corporations. Two years ago, I decided to put family ahead of career. My mother had passed away a few years earlier and my father was slipping quickly. I walked away from Fox 5 and spent the next year traveling to California to spend time with him without the pressure of returning to work. A year later he was gone. PHILANTHROPY I devoted the following year to raising money and awareness for charitable organizations that

touched my heart then and now. I often joke that I have emceed everything from the opening of an envelope to a cardiologists’ convention, but I wanted to dig in and do more. I serve on the board of the Northern Virginia Therapeutic Riding Program (NVTRP), a nonprofit I became familiar with while serving as the group’s emcee. NVTRP provides equine-assisted activities to children with disabilities, recovering military personnel, and others. This past spring, I hosted my first “soup to nuts” fundraiser at our Warrenton farm, Elway Hall, bringing altruistic guests and corporate sponsors like Boeing together under a Great Gastby theme. It was a big, six-figure success, and we did it again several weeks ago when I created a VIP experience at our annual Polo Classic fundraiser. I am devoted to another nonprofit charity for which I emceed that uses the power of love to change the lives of vulnerable orphaned South African children. It is appropriately named the Love Quilt Project. American schoolchildren design messages of love on fabric squares, volunteers sew the messages into beautiful quilts, and when South African children receive their own quilt, they experience the healing power of love. Then, we reverse it: the South African kids design squares, which are sewn into quilts and delivered to sick American children. I’m now involved behind the scenes and will travel to South Africa over Thanksgiving to shoot a documentary as field correspondent. NEW CAREER I left Fox 5 News as high up as I could go at the station and decided I was done covering local news,

which can be depressing. Real estate is a natural fit for me. For years, I bought homes across DC, elevated them through design, and sold them after living in them for two years to avoid the capital gains exposure. I was always a TTR client and we set price-per-square-foot records with nearly every sale in neighborhoods like Logan Circle and Columbia Heights. I know what it’s like to be the client, and I know how to harness my unique skill set and visibility to sell luxury real estate. Every home has a story; to create a connection with buyers, I tell that story like any other story on Fox 5 and approach it with the same journalistic integrity. THE MOVE My partner of seven years is internationally celebrated interior designer Barry Dixon. We have decided

to sell our home, a 1907 Edwardian on nearly 300 acres, and will find a beautiful home to create together in the metropolitan area, along with a more manageable country property. We both spend too much time in traffic because we can’t control the timing of our schedules, and we want to reconnect with the city, friends, and clients. Yes, a lot of plates are spinning, but I wouldn’t have it any other way. HAVE A STORY YOU WOULD LIKE TO SHARE? Send it to: 14 CAPITAL AREA REALTOR — Nov/Dec 2018 ®

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CAPITAL AREA REALTOR ® — Sept/Oct 2018 15

GCAAR Cares Children’s Costume Drive This Halloween GCAAR supported Horton’s Kids, Stepping Stones, and Tree House by collecting over 100 costumes for the three nonprofit organizations! The costumes were divided between the three nonprofits. Horton’s Kids empowers children growing up in one of Washington, DC’s most under-resourced and violent communities. Every October they provide kids with costumes and put on a Halloween party with games, crafts, music, candy, and pizza. Stepping Stones Shelter, Inc. provides a multitude of services (emergency shelter, permanent supportive housing, and post-shelter support) to homeless families with children to move them from crisis to a stable home environment. Tree House’s vision is to keep all children and adolescents safe from maltreatment. They provide comprehensive medical examinations, mental health assessments, victim advocacy, and many other services.

Slice of Life GCAAR Cares joined Food & Friends’s Slice of Life campaign and sold 46 pies, raising $1,442 for the nonprofit organization. Food & Friends provides breakfast, lunch, and dinner for children and adults battling HIV/ AIDS, cancer, or another critical illness.

We couldn’t do it without you! 16 CAPITAL AREA REALTOR ® — Nov/Dec 2018

Thank you to everyone who participated in the GCAAR Cares costume drive to support these organizations!

public policy Washington, DC 2018 General Election Recap

Short-Term Rental Regulation Vote Delayed

DCAR is thrilled to report all five of its endorsed candidates for DC Council positions won their elections by large margins this November.

The DC Council approved in a first vote a bill that would create a regulatory system for short-term rentals in the District of Columbia. The bill needs to pass a second vote before the mayor, and subsequently Congress, can approve it, but on the day of the second hearing, the Council decided to delay the final vote to further analyze the bill’s possible impact on the District’s housing market.

Incumbents Mary Cheh, Kenyan McDuffie, and Charles Allen won their Councilmember races for Wards 3, 5, and 6, respectively. In the At-Large races, DCAR-endorsed incumbent Anita Bonds handily claimed one seat, while Elissa Silverman—whom DCAR neither endorsed nor opposed—retained the other seat. Last, REALTOR® champion Phil Mendelson easily won reelection as Council Chair.

As written, the bill would forbid homeowners from placing a secondary home on the short-term rental market. Homeowners also would not be able to rent out their primary home on the short-term rental market for more than 90 days in any calendar year when away from the property.

It was a day of resounding victories, not only for DCAR, but for REALTORS® and homeowners across the nation’s capital. We feel confident the city will be in good hands for the coming term, and we look forward to working with all of the elected officials in their roles.

The District of Columbia Association of REALTORS®’ (DCAR’s) Government Affairs team feels this bill, as currently written, is overly restrictive. Although regulation of this market is necessary, this bill creates exceptionally firm limits that hinder a homeowner’s basic property rights, with seemingly little benefit for the city’s residents.

Montgomery County Packed House at GCAAR Legislative Breakfast Twenty local, state, and Congressional elected officials gave members a preview of their legislative agendas at GCAAR’s Annual Legislative Breakfast on December 10.

Over 105 GCAAR members were joined by Senator Chris Van Hollen, Congressman Jamie Raskin, County Executive Marc Elrich, as well as members of the State Legislature and Montgomery County Council.

CAPITAL AREA REALTOR ® — Nov/Dec 2018 17


At the end of October, GCAAR moved over from MRIS to the Bright MLS platform. Take a look at the following pages to see some of the new features in Bright, along with tips on how to make your make your experience easier and more efficient.

Welcome to Bright! Drive Times and Financial Lines We’ve been busy since our last update!

You are now among some of nearly 85,000 subscribers who will be using the new Bright platform by the end of the year. This platform represents many months of work, integrating and customizing the tools and systems you need to do your job. The Bright platform offers a fuller view into every property in the Bright market area by integrating localized listing information and public record data into the search experience to expand the options offered to subscribers. One of our main goals in Bright is to provide you with a simpler MLS. We’ve therefore made searching easier and more responsive to regional distinctions, and improved all of our map tools and map layers. We hope you’ve already acquainted yourself with the new Bright platform and all of these improvements. We also wanted to highlight a couple of specific new features you can now access in Bright.

Drive Time search and a fully integrated suite of financial tools Our Drive Time search is powered by INRIX, which collects data from almost 100 million GPS-enabled vehicles and devices, then turns it into searchable information you can use to help your clients find their next home. It allows you to identify the locations that your clients commute to regularly, when they travel, and their preferred commute times. Bright will display results that fall within those commutes, making it easy for you to share the results with clients. Your clients will be thrilled by this additional insight you can provide, which will help them shave a few minutes off their commutes! In addition, the new Bright MLS platform gives you access to fully integrated financial tools like the Buyer Closing Cost and Seller Net Sheet calculators. Because these are connected directly to Bright, the property information auto-fills from the listing ID or address, and you can save your preferences to your account. This will save you time, make creating closing reports for your clients even easier, and help them make an educated decision about a home purchase or sale. One of the primary reasons Bright was formed was to provide a larger marketplace that would help our subscribers better compete in this rapidly changing industry. We will keep striving to innovate continuously and offer better tools that will help you provide the very best consumer experience. We know consumer expectations around real estate are changing. We too will continue to evolve, champion change, and help you succeed now and in the future. 18 CAPITAL AREA REALTOR ® — Nov/Dec 2018



Compliance Tips Five Tips to Make the Most of Your MLS Search The Search feature in Bright offers tips to help you save time and narrow your results. But did you know there are many different ways to search for listings? Here are FIVE tips to help you make the most of those features: 1. Start with the County.

You might gloss right over the county area option because it’s too broad of a search criterion, but it will actually narrow your search. When you enter information into a county field, you’ll only see the available options within that county for MLS Area, School District, Subdivision, and City. Believe it or not, it’s the easiest way to quickly narrow your area options.

2. Set search defaults with the gear icon.

You might gloss right over the county area option because it’s too broad of a search criterion, but it will actually narrow your search. When you enter information into a county field, you’ll only see the available options within that county for MLS Area, School District, Subdivision, and City. Believe it or not, it’s the easiest way to quickly narrow your area options.

3. Use the number range fields to be as precise as you need.

You’ve probably seen this text at the top of the search screen: “For range fields, you can enter a single number (Ex: 3), a minimum (Ex: 3+), or a range (Ex: 0-365).” But have you taken advantage of these options? • Say your client wants four bedrooms—no more, no less. You’ll want to use just the number 4 in your search. • The same buyer may want a minimum of three bathrooms. For that, you’ll want to enter “3+” into the search. • Last, the sales price is typically a range (e.g., “300-315”).

4. Accidentally clicked an item in a multi-item list? Use Control and left-click to remove the option.

You’re working fast. We get it. Sometimes you’re going to click something you didn’t mean to click. Just hold down Control (Command for Mac users) and left-click to remove the selection. You can also use Control (or Command) and left-click to select multiple items.

5. Not seeing the field you need? Add additional fields.

Not every Bright field is available on the main search screen. To see the additional fields you can add to your search options, scroll to the bottom of the search screen, and click “Add” next to “Additional Fields.” Choose the fields you want to see on your screen and click back. These fields will be available at the bottom of the screen.

Want to learn more about Bright MLS?

You can watch tutorials videos at CAPITAL AREA REALTOR ® — Nov/Dec 2018 19


Four MLS Search and Report Features Available in Bright Welcome, GCAAR members! We’re excited to have you on the Bright system. One of our main goals in Bright is to provide you with a simpler MLS. As part of that goal, we’ve tried to make searching easier and more responsive to regional distinctions, and we’ve improved our map tools and layers. We hope you’ve already acquainted yourself with the new Bright platform and all of these improvements. We also wanted to highlight a couple of specific new search and report features you can now access in Bright: 1. Search based on your client’s preferred commute with Drive Time search.

2. Get the information you need with the Public Records 360 Report.

Homeowners want to know exactly how long it will take to commute home from work, daycare, shopping, etc. Drive Time search provides the average commuting time to get to a particular location. This means that when you enter your criteria and information into the search options, a map shape will automatically appear not by miles . . . but by minutes. It’s a huge help for your clients who value a short commute to work!

When you’re researching a property for a listing presentation or for comps, you likely need to look at both listing and public records information. The 360 Report includes the most recent listing, a full property history, and the detailed Public Records—all in one report!

3. Quickly access important details about a property right from the map. The 360 Report isn’t the only place where you can quickly access listing and public records information in one place. The popups within the map include basic listing and public records information, like price, assessment, owner, number of bedrooms, and links to the full reports to quickly learn even more about the property.

4. View information on any property within the map.


The map in Bright offers you the ability to click on any parcel to see information about surrounding properties. You can use this to get a better view of the neighborhood(s) in areas where your clients are searching. The map popup shows you basic public record information and even the most recent listing when available. WANT TO LEARN MORE ABOUT BRIGHT MLS? YOU CAN WATCH TUTORIALS VIDEOS AT:

20 CAPITAL AREA REALTOR ® — Nov/Dec 2018


Which Listing Status Should You Use in Bright? Four MLS Search and Report Features Available in Bright

Wondering when to use Active Under Contract and when to use the Pending status in Bright? Or what the difference is between Cancelled and Withdrawn? This status cheat sheet has you covered!

ACTIVE: The property is actively being shown to buyers.

• Seller has been directed:

• to market (or pre-market) the property • but not to set appointments for showings during a current, specified time period.

• Currently subject to a listing contract and entered in Bright

Listings are limited to 21 days for the Coming Soon status.

• Available showings (new construction may not qualify), AND

EXPIRED: The contract for the listing has expired and has not been renewed.

• Seeking agreements of sale to present to the Seller, AND

• The listing contract has passed its expiration date, AND

• The listing is on the market and a written offer has not been accepted

• The Participant has not secured permission from the Seller on or before that date to extend the term of the listing.

ACTIVE UNDER CONTRACT: The property is under contract; however, it is still available for showings. • A written offer has been accepted • The seller has directed: • continue to show the property, AND • accept backup offers. CANCELLED: The contract for the listing has been cancelled. • Both the listing broker and the seller have agreed to terminate the listing agreement prior to its original listing expiration date. • The listing is no longer being marketed by the listing broker. CLOSED: Used for Both Sale and Rental Listings • A successful closing has taken place, AND • Title has been transferred from Seller to Buyer, OR • Possession of a property has been transferred from a lessor to a lessee.

TEMPORARILY OFF MARKET: The property has been taken off the market for a set period of time. • Temporarily suspend the marketing of the property, AND • Do not set appointments for showings. • The listing contract between the Participant and the Seller remains in effect. • The listing is expected to come back on market. PENDING: The property is currently under contract and pending settlement. • An agreement of sale is in effect, AND • The settlement has not yet taken place, AND • Showing appointments are not being accepted • The listing is no longer on the market. WITHDRAWN: The property has been taken off the market. • The listing has been withdrawn from the market.

• The agreement of sale has been fulfilled or the lease agreement has been executed.

• A contract still exists between the Seller and the listing broker.

COMING SOON: The property will be available to be shown within a 21-day period from the date entered in the MLS.

• There is no intention to bring the listing back on the market.

• Currently subject to a listing contract and entered in Bright.

Don’t Forget! All status changes must be reported within three (3) business days.

• No agreement of sale is currently in effect. • This listing has not yet been on the market but will be on the market soon.

Want to learn more about Bright MLS? You can watch tutorials videos at CAPITAL AREA REALTOR ® — Nov/Dec 2018 21

Realtor Party ®

Platinum “R” Dale Ross

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Thank You to Our 2018 Major & Large RPAC Investors Golden “R” Bonnie Casper Ed Krauze Carole Maclure

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Why I Invest in RPAC – Melissa Lango, Compass From day one of becoming a REALTOR®, my mentors educated me on RPAC and its importance to our industry and I'm so glad they did. Investing in RPAC is something I do every year. We depend on having leaders in our country that understand our interests. Our RPAC contributions go toward the campaigning and promoting of these candidates, as well as education and protecting the homeownership rights of our clients. I can't think of a committee that is more critical to the future success of our industry. 22 CAPITAL AREA REALTOR ® — Nov/Dec 2018

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NAR Director’s Report Tom Daley 2018 GCAAR President, NAR Director

NAR Annual Conference & Expo The National Association of REALTORS®’ (NAR) annual conference was held November 2–5 in Boston. Over 20,000 REALTORS® attended the conference and expo, which featured over 400 vendors. Attendees heard from 150 speakers—both first-timers and veterans—on a variety of hot topics.

Among the highlights/key takeaways: NAR Introduces New Strategic Vision The NAR Strategic Framework for 2019–2023 replaces the strategic plan launched in 2014. The new framework is intended to provide a more visionary, holistic, and business-oriented approach reflective of NAR’s expanding role in technology and other areas critical to real estate. Among the framework’s values: • People have a right to safe, decent, and affordable housing. • Thriving commercial and residential markets are critical economic engines of the country and key to healthy communities. • Private property rights are foundational to the country. • The opportunity for homeownership should be shared as broadly as possible. • Entrepreneurship is a value that should be encouraged. • All REALTORS® should ascribe to the highest standards of ethics and professionalism. In 2019, NAR will develop a new vision statement.

NAR Allows Stricter Response to REALTOR® Ethics Violations The NAR Board of Directors approved five policies to tackle a couple of ethical quandaries in real estate: one having to do with listing broker transparency and another with REALTORS® who are accused of a crime. All five policies passed without any discussion or debate and with an overwhelming majority of the vote of the nearly 800 directors present. New disciplinary tools for ‘egregiously unethical behavior’ NAR’s Professional Standards Committee proposed three amendments to the trade group’s Code of Ethics and Arbitration Manual, which sets out how REALTOR® associations should ensure due process when conducting hearings to enforce NAR’s Code of Ethics, or arbitrations regarding real estate business disputes. Associations must follow the manual’s policies to continue to be covered under NAR’s professional liability insurance. The amendments strike out language that previously prohibited an association’s professional standards committee from holding a hearing to evaluate an ethical complaint if the accused REALTOR® was involved in any criminal litigation related to the same transaction or event.

CRE Names Top 10 Impacts on Real Estate 2018–2019 Housing affordability, disruptive technology, and rising interest rates were just some of the issues the Counselors of Real Estate (CRE) named most likely to affect the real estate industry. During its session at NAR’s Annual Conference, CRE divided the list into two groups: issues the organization believes the industry needs to be thinking about in the coming year, and issues that will be important over the next 10 years: Current Issues 1. Interest Rates & the Economy 2. Politics & Political Uncertainty 3. Housing Affordability 4. Generational Change/Demographics 5. E-commerce & Logistics Longer-Term Issues 1. Infrastructure 2. Disruptive Technology 3. Natural Disasters & Climate Change 4. Immigration 5. Energy & Water

JoAnne Poole Receives NAR’s Distinguished Service Award JoAnne Poole, a member of Maryland REALTORS®, received NAR’s 2018 Distinguished Service Award. The honor is presented yearly to no more than two of NAR’s 1.3 million members. An active NAR member, Poole has held many leadership positions throughout the REALTOR® organization during her three-decade tenure, including serving as vice president in 2014. Closer to home, Poole has been a member of Maryland REALTORS® since 1987, serving as president in 2005. She was the recipient of the Lifetime Achievement Award in 2012, served as chair of the Election Process Workgroup in 2017, chair of the Election Process PAG in 2016, chair of the Leadership Advisory Committee in 2012, and chair of the Nominating Committee in 2006. Congratulations, JoAnne! If you missed a session, visit to purchase audio recordings. Plus, attendees will receive FREE access to select sessions that sold out at the event. See you in San Francisco next year! CAPITAL AREA REALTOR ® — Nov/Dec 2018 23










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DOES YOUR BROKERAGE HAVE HELPFUL SALES MEETINGS? WATCH OUR INFORMATION-PACKED SALES MEETINGS ONLINE We’re sharing industry news, tips & tricks, and more! Join the discussion on our Facebook Page.







legal hotline

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

QUESTION: What are my responsibilities to a 3rd Party

buyer when it appears as though the tenant will be exercising their TOPA (Tenant Opportunity to Purchase) rights? They still want to inspect the place (and move forward). They are demanding access. Does their interest and contract terms (our responsibility to honor them) evaporate with the tenant statement of interest? Do we need a release or any language to be included in the new contract with the tenant that would allow for the transition from one to the other?

ANSWER: You have to honor the terms of that agreement if they want to remain as what would in effect be a “back-up”. Their rights are subordinate to the tenants, but if they have a ratified contract, those provisions/rights still apply unless or until seller and 3rd Party buyer agree to a release.

QUESTION: If a contract falls apart, can the seller of the

most prudent course is to only enter into another contract after a release has been fully executed or take another contract as backup.

QUESTION: I am the Listing Agent on a cash deal, the settlement date has come and gone and the earnest money deposit (EMD) was never provided. My seller wants to move and resell it, what can we do?

ANSWER: The property can be re-marketed for sale but it must be disclosed that the property is for sale pending a release of the existing contract. Another contract cannot/ should not be ratified until the release is obtained. Even though the buyer has not complied with the terms of the deposit paragraph or the settlement date, there is an agreement in place and to move forward the contract must be mutually released by the parties.

property put the property back on the market without a release. I have always understood that the property can be resold without a release, because the seller or buyer might want to preserve their right to more damages, outside the deposit.

QUESTION: Is there a unilateral release option avail-

ANSWER: That is a very difficult question to answer. If the

ANSWER: No, there is not a unilateral release form. A

contract becomes Void or the buyer has breached, then seller should have the right to resell the property; however, if there is any dispute as to the rights of the parties a seller would want to consult an attorney before reselling the property without a release of the prior contract. The safest and

26 CAPITAL AREA REALTOR ® — Nov/Dec 2018

able in the GCAAR forms to void a contract when the other party does not perform? I did not see one, only the Release Agreement (GCAAR Form #1317), which requires signature from both buyer and seller.

party can have the right to void the contract in relation to a contingency under the contract, but a release of the contract and earnest money would still need to be executed by the parties. In this situation, the Release Agreement would need to be executed to release the contract and deposit.

Michael J. Bramnick, Esquire Mike is an experienced litigator regularly handling real estate disputes in Maryland, Virginia, and the District of Columbia between residential buyers, sellers, real estate brokers, and agents, including matters involving:

v Real estate contract disputes and breach of contract claims v Buyer or seller refusing to close on a transaction v Disputes involving the release of an earnest money deposit v Commission and fee disputes v Homeowner/contractor disputes v Mechanic’s liens v General civil litigation

Mike has been repeatedly recognized by Super Lawyer Magazine as a “Rising Star” in the area of civil litigation.

Bramnick Law, LLC

4520 East West Hwy • Suite 700 Bethesda, MD 20814

Phone: 301.547.3647 • Fax: 301.951.8631 Email:

QUESTION: Is there a form the Seller needs to sign that allows the Listing Agent to represent the property as “Coming Soon”?

ANSWER: There is not a separate form but Paragraph

6 of the Listing Agreement (GCAAR Form # 910) provides an option for the Sellers to authorize “the use of the “Coming Soon” status in Bright MLS prior to Property becoming Active in Bright MLS in accordance with Bright MLS rules and policies.” For more information about some of the new features in Bright MLS, see the Bright MLS section on page 18.

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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.

Bill Horan, CES®

Certified Exchange Specialist®

7400 Heritage Village Plaza #102 Gainesville, VA 20155 800-795-0769 CAPITAL AREA REALTOR ® — Nov/Dec 2018 27

COACHES’ CORNER Who Is Managing Your Time? It sounds basic, but most people, particularly real estate agents, don’t manage their time well—and once it’s gone, you can never get it back. We all get the same 24 hours each day, but some of us are better at managing them than others. Many of us decided on a career in real estate because it would let us determine our work hours on a more f lexible schedule. But the reality is that the luxury of creating your own schedule is both a blessing and a curse. It’s a blessing because you can schedule gym time in the middle of the day, attend your child’s field trip, or simply sleep in. But because most of us are accustomed to someone else telling us when to arrive at work, go to lunch, and leave, that blessing can become a curse. We’re either not very good at crafting our own work schedules, or we simply don’t know how. Taking control of how you use your time is critical to a thriving real estate business and reducing the stress of what can be a stressful job. You may be are familiar with Murphy’s Law, but my favorite is Parkinson’s Law: “Work expands so as to fill the time available for its completion.” In other words, tasks take as much time as you give them. Have you ever noticed that the more you have to do, the more productive you are? You can get a lot more done when your plate is full. One of the issues I’ve noticed with real estate agents is that we like to look busy. We often mistake motion for progress. Just because you are in the office, or at the computer, doesn’t mean you are working. You don’t have to work six to eight hours every day. If you are focused, you can probably cut that time in half. Then you can enjoy your time off without feeling guilty. I don’t know many people who “live to work.” Instead, we “work to live.” But it’s hard to enjoy your time off if you know you haven’t put in the work. So put yourself on a schedule. Start time-blocking to better manage your day and stay focused on what needs to get done. Get 28 28


Have you ever noticed that the more you have to do, the more productive you are? You can get a lot done when your plate is full. dressed and go in to the office—no more working in your pajamas or yoga pants. Yes, they may be comfortable, but you need to send a signal to your brain that it’s work time. Last, let your clients know when you work. Tell them what time you turn your phone off. Manage their expectations so they know if they call you after 9 p.m., they will get your voice mail. (Naturally, this doesn’t apply when you’re in negotiations.) It’s important to set boundaries, because if you don’t manage your time, someone else will—and you won’t like it.


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Mark Your Calendars!

Take advantage of these upcoming classes and events in 2019.

February 28

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July 15

REALTOR® Fest 2019 Bethesda North Marriott – tentative November 21 6th Annual GCAAR Night of Bowling Lucky Strike, Bethesda December 9 GCAAR Legislative Breakfast

CAPITAL AREA REALTOR ® — Nov/Dec 2018 29

economic outlook & forecast By Nadia Evangelou, NAR Research

Economic Outlook

Today’s Home Buyers and Sellers in the Washington, DC, Area Nationwide, a typical homebuyer is 46 years old and earns $92,000, while a typical home seller is 55 years old, with a median household income of $99,000, according to the recently released 2018 NAR Profile of Home Buyers and Sellers. Based on this survey, first-time buyers made up 33 percent of all homebuyers, down from 34 percent in 2017. Low inventory, rising interest rates, and student debt are some of the factors that contributed to the decline in the share of first-time buyers for the third consecutive year.

In 2017, first-time buyers made up 42 percent of all homebuyers in the District

30 CAPITAL AREA REALTOR ® — Sept/Oct 2018

How does the Washington, DC, area compare to these national figures? Because all real estate is local, we took a closer look at the housing market in both the District of Columbia and Montgomery County. The American Community Survey provides data for homeowners who moved into their homes within the last year and those who moved five to nine years ago—whom we refer to as “potential sellers.”

Buyers In 2017, first-time buyers made up 42 percent of all homebuyers in the District and 28 percent of those in Montgomery County. Comparing the typical buyer in these areas, we see that District buyers are younger and earn about $20,000 less, and fewer are married couples. This could also mean that buyers in Montgomery County are more established in their professional and personal lives. However, we see that about 17 percent of all District transactions in 2017 were all-cash, versus 14 percent in Montgomery County.



According to the Profile of Buyers and Sellers survey, owners sell their house after nine years.



We included only buyers who were 25 to 34 years old.

Regarding purchase characteristics, we found that District buyers in 2017 bought more expensive and smaller homes than Montgomery County buyers: the median District home value was $510,000 versus $460,000 in Montgomery County. Data shows that District buyers typically buy a two-bedroom home, while Montgomery County buyers typically purchase a three-bedroom home. It is true that these two areas have very different housing inventories. Based on the sales distribution by home type, 16 percent of homes sold in the District in 2017 were detached single-family homes, 37 percent were townhomes, and 47 percent were apartments. However, in Montgomery County, 54 percent of the sales were detached single-family homes, 22 percent were townhomes, and 24 percent were apartments. Thus, the typical home for sale in the District was smaller: about 1,060 square feet, versus 1,830 square feet in Montgomery County.

“Potential Sellers” Based on the Profile of Home Buyers and Sellers, homeowners usually sell their home nine years after purchase. The American Community Survey provides data for homeowners who moved into their house five to nine years ago. Let’s name these owners “potential sellers.” We found that potential sellers in the District of Columbia are typically 43 years old, and 47 years old in Montgomery County. In the District, potential sellers earn about $160,000, compared to $130,000 in Montgomery County. Also, the median value of their homes was $620,000 in the District and $450,000 in Montgomery County. Last, we found that 11 percent of the “potential sellers” do not have any mortgage or similar debt in the District, compared to 13 percent in Montgomery County. Thus, these mortgage-free owners can fully benefit from the price appreciation of their properties in the last five to nine years. It is estimated that home prices increased an average of 30 percent in the District and three percent in Montgomery County in the last five to nine years.

CAPITAL AREA REALTOR ® — Nov/Dec 2018 31

REALTOR® Toolbox Log in to and take the self-assessment, which measures your proficiency in each of the elements of professionalism, known as the C2EX Competencies. Based on your results, the platform will generate customized learning paths, recommend experiences, and provide tools and resources to increase your knowledge and enhance your skillsets. Raising the bar begins at:

Center for Educational Excellence The National Association of REALTORS® (NAR) proudly introduces Commitment to Excellence (C2EX), a program that empowers REALTORS® to demonstrate their professionalism and commitment to conducting business at the highest standards. The program is an engaging online platform with individualized learning paths, tools, and resources that increase knowledge, skills, and professionalism. REALTORS® defined professionalism in this industry more than 100 years ago when they created the Code of Ethics. C2EX takes professionalism to the next level by enabling NAR members to assess their expertise in 10 elements of professionalism (11 for brokers) ranging from customer service to technology use. This innovative engagement tool encourages participation in all levels of the REALTOR® organization. It’s not a designation or a course. It’s not a requirement, but a benefit available to all NAR members at no additional cost.


OWN YOUR PRESENT. EMPOWER OUR FUTURE. You can lead the way. Commitment to Excellence is a program for REALTORS® that empowers you to enhance and showcase your high level of professionalism. It gives you an advantage in our highly competitive market, and will help lead the way in improving consumer perception of our industry as a whole. Be an advocate for the future of our industry. Be committed to excellence.

Get started at by taking the self-assessment today!

32 CAPITAL AREA REALTOR ® — Nov/Dec 2018

membership corner 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:


Karen Hoffman Susan Hollander David Martin Terence McCarthy Betty Pair Eunice Phillips

New Emeritus Member Criteria The REALTOR® Emeritus program is a special membership status honoring those REALTORS® who have maintained their membership for 40 years or more. Emeritus members receive a certificate and pin to show their status; payment of National Association dues is waived for the remainder of their membership, and they are exempt from the Code of Ethics training requirements. For 2019 only, members may qualify for Emeritus status if they (1) have held membership in the National Association as a REALTOR®, REALTOR-ASSOCIATE®, or both for a cumulative period of forty (40) years; and (2) have completed at least one (1) year of service at the National, state, or local level. Beginning in 2020, state and local service will no longer be considered, only National level service. Remember, 2019 will be the last opportunity to apply for REALTOR® Emeritus status with the state or local service requirement.

QUESTIONS: Please contact Jacqueline Morgan at, or via phone at (202) 626-0099. CAPITAL AREA REALTOR ® — Nov/Dec 2018 33 CAPITAL AREA REALTOR ® — Mar/Apr 2018 31


january January 3, 2019

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New Member Orientation CEU: No CE Instructor: Dana Hollish Hill Time: 10:30 a.m. – 4:00 p.m. January 3, 2019

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. January 3, 2019

Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Stu Reynolds Time: 2:00 – 5:00 p.m. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor) January 3, 2019

Maryland Fair Housing CEU: 1.5 hours MD (required) and DC (elective) Instructor: Jessica Chipoco Time: 4:30 – 6:00 p.m. January 4, 2019

Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Ned Rich Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor) January 4, 2019

How to Keep Your Clients and You Out of Court CEU: 3 hours MD and DC (elective) Instructor: Gary Hardy Time: 10:00 a.m. - 1:00 p.m. January 4, 2019

First-Time Homebuyer Financing CEU: 1.5 hours MD and DC (elective) Instructor: Jamica Browne Time: 2:00 – 3:30 p.m.

January 5, 2019

DC Legislative Update CEU: 3 hours DC (required) Instructor: Thom Brockett Time; 8:30 – 11:30 a.m. January 5, 2019

Advertising Compliance CEU: 3 hours MD, DC and VA (elective) Instructor: Thom Brockett Time: 12:15 – 3:15 p.m. January 7, 2019

Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Al Monshower Time: 10:00 a.m. – 1:00 p.m. January 7, 2019

MREC Required Supervision CEU: 3 hours MD (required for brokers/elective for salespeople) and DC (elective) Instructor: Al Monshower Time: 2:00 – 5:00 p.m. January 11, 2019

January 23, 2019

DC Law Prep Course CEU: No CE Instructor: Mary Chieppa Time: 12:15 – 3:15 p.m.

Contracts, Settlement Procedures and Disclosures CEU: 3 hours MD and DC (elective) Instructor: Greg Flynn & Mike Hollman Time: 10:00 a.m. – 1:00 p.m.

January 14, 2019

MREC Agency - Residential CEU: 3 hours MD (required) and DC (elective) Instructor: Barbara Maloney Time: 10:00 a.m. – 1:00 p.m.

January 24, 2019

January 14, 2019

January 24, 2019

DC Legislative Update CEU: 3 hours DC (required) Instructor: Andrew DiPaola Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor)

DC Ethics CEU: 3 hours DC (required) Instructor: Thom Brockett Time: 2:00 – 5:00 p.m.

January 14, 2019

DC Ethics CEU: 3 hours DC (required) Instructor: James Semeyn Time: 1:45 – 4:45 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor)

Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Jill Pogach Michaels Time: 10:00 a.m. – 1:00 p.m.

January 14, 2019

January 11, 2019

January 14, 2019

Maryland Fair Housing CEU: 1.5 hours MD (required) and DC (elective) Instructor: Jessica Chipoco Time: 10:30 a.m. – 12:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) January 11, 2019

What You Don’t Know About Credit Can Hurt You CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Hillary Cochin Time: 2:00 – 3:30 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) January 11, 2019

Trusts & Wills in Real Estate Transactions CEU: 2 hours MD, DC and VA (elective) Instructor: Tim Sessing Time: 2:00 – 4:00 p.m.

DC Fair Housing CEU: 3 hours DC (required) Instructor: Sandra Stewart Time: 5:00 – 8:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) January 17, 2019

DC Ethics CEU: 3 hours DC (required) Instructor: Counselors Title Time: 10:00 a.m. – 1:00 p.m. January 17, 2019

DC Legislative Update CEU: 3 hours DC (required) Instructor: Counselors Title Time: 2:00 – 5:00 p.m.

How the New Tax Law Affects the Real Estate Professional CEU: 3 hours MD, DC and VA (elective) Instructor: Linda de Marlor Time: 2:00 – 5:00 p.m.

January 17, 2019

January 12, 2019

Homebuyer Financing CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Scott Story Time: 2:00 – 3:30 p.m.

DC Fair Housing CEU: 3 hours DC (required) Instructor: Mary Chieppa Time: 8:30 – 11:30 a.m.

34 CAPITAL AREA REALTOR ® — Nov/Dec 2018

January 12, 2019

DC Fair Housing CEU: 3 hours DC (required) Instructor: Counselors Title Time: 5:15 – 8:15 p.m. January 18, 2019

DC Fair Housing CEU: 3 hours DC (required) Instructor: Thom Brockett Time: 10:00 a.m. – 1:00 p.m.

January 24, 2019

DC Legislative Update CEU: 3 hours DC (required) Instructor: Thom Brockett Time: 5:15 – 8:15 p.m. January 25, 2019

Financing Issues/Update CEU: 3 hours MD, DC and VA (elective) Instructor: James Semeyn Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) January 25, 2019

Condo Conversions CEU: 2 hours MD and DC (elective) Instructor: Steven Buckman Time: 2:00 – 4:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) January 28, 2019

DC Ethics CEU: 3 hours DC (required) Instructor: Ned Rich Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) January 28, 2019

DC Fair Housing CEU: 3 hours DC (required) Instructor: Nathan Carnes Time: 1:45 – 4:45 p.m. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor) January 28, 2019

Financing Issues/Update CEU: 3 hours MD, DC and VA (elective) Instructor: Tom Biegler Time: 2:00 – 5:00 p.m. January 29, 2019

New Member Orientation CEU: No CE Instructor: Bob Pettis Time: 4:00 – 8:45 p.m.

NOTE: All classes are held at GCAAR’s

2019 EDUCATION SCHEDULE January 29, 2019

February 4, 2019

Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Bob Pettis Time: 5:45 – 8:45 p.m.

DC Legislative Update CEU: 3 hours DC (required) Instructor: Deirdre Brown Time: 5:00 – 8:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor)


February 1, 2019

Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Carole Maclure Time: 10:00 a.m. – 1:00 p.m. February 1, 2019

Maryland Legislative Update CEU: 3 hours MD (required) and DC (elective) Instructor: Kevin Kistler Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) February 1, 2019

Maryland Fair Housing CEU: 1.5 hours MD (required) and DC (elective) Instructor: Sandra Stewart Time: 2:00 – 3:30 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) February 2, 2019

DC Legislative Update CEU: 3 hours DC (required) Instructor: Thom Brockett Time: 8:30 – 11:30 a.m. February 2, 2019

Comparison of Real Estate Contracts CEU: 3 hours MD, DC and VA (elective) Instructor: Thom Brockett Time: 12:15 – 3:15 p.m. February 4, 2019

GCAAR Sales Contract Review CEU: 3 hours MD and DC (elective) Instructor: Greg Flynn & Mike Hollman Time: 10:00 a.m. – 1:00 p.m. February 4, 2019

DC Fair Housing CEU: 3 hours DC (required) Instructor: P. Joy Siegel, Esq. Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor) February 4, 2019

DC Ethics CEU: 3 hours DC (required) Instructor: Bonnie Roberts-Burke Time: 1:45 – 4:45 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor)

February 6, 2019

Understanding Credit Reports CEU: 3 hours MD and DC (elective) Instructor: Chanin Wisler Time: 2:00 – 5:00 p.m.

Rockville office unless otherwise noted.

February 9, 2019

February 13, 2019

DC Fair Housing CEU: 3 hours DC (required) Instructor: Mary Chieppa Time: 8:30 – 11:30 a.m.

Broker/Manager Forum: Brokerage Rules for Escrow, Supervision and Education CEU: No CE Instructor; Chuck Kasky Time: 12:00 – 2:00 p.m.

February 9, 2019

DC Law Prep Course CEU: No CE Instructor; Mary Chieppa Time: 12:15 – 3:15 p.m. February 11, 2019

DC Fair Housing CEU: 3 hours DC (required) Instructor: Suzanne Feinstein Time: 2:00 – 5:00 p.m.

DC Legislative Update CEU: 3 hours DC (required) Instructor: Counselors Title Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor)

February 7, 2019

February 11, 2019

February 7, 2019

DC Ethics CEU: 3 hours DC (required) Instructor: Thom Brockett Time: 5:15 – 8:15 p.m. February 8, 2019

Maryland Smoke Alarm Law CEU: 3 hours MD (elective) Instructor: Bob Pettis Time: 10:00 a.m. – 1:00 p.m. February 8, 2019

New Member Orientation CEU: No CE Instructor: Dana Hollish Hill Time: 10:30 a.m. – 4:00 p.m. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor) February 8, 2019

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. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor) February 8, 2019

Understanding Home Security CEU: 1.5 hours MD (elective) Instructor: Mike’s Locksmith Time: 2:00 -3:30 p.m.

New Member Orientation CEU: No CE Instructor: Mary Chieppa Time: 10:30 a.m. – 4:00 p.m. February 11, 2019

Maryland Code of Ethics and Predatory Lending CEU: 3 hours MD (required) and DC (elective) Instructor: Mary Chieppa Time: 1:00 – 4:00 p.m. February 11, 2019

DC Ethics CEU: 3 hours DC (required) Instructor: Counselors Title Time: 1:45 – 4:45 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor)

February 14, 2019

Radon and Its Effect on Real Estate CEU: 2 hours MD, DC and VA (elective) Instructor: Robert Tsas Time: 10:00 a.m. – 12:00 p.m. February 15, 2019

MREC Agency – Residential CEU: 3 hours MD (required) and DC (elective) Instructor: Thom Brockett Time: 10:00 a.m. – 1:00 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) February 15, 2019

Comparison of Agency Laws CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Thom Brockett Time: 2:00 – 3:30 p.m. * DC Location (1615 New Hampshire Avenue, NW 3rd Floor) February 15, 2019

Understanding the Mortgage Pre-Approval Process CEU: 1.5 hours MD and DC (elective) and 1 hour VA (elective) Instructor: Brian Willingham Time: 2:00 – 3:30 p.m.

February 11, 2019

MREC Agency - Residential CEU: 3 hours MD (required) and DC (elective) Instructor: Mary Chieppa Time: 4:30 – 7:30 p.m. February 11, 2019

DC Fair Housing CEU: 3 hours DC (required) Instructor: Counselors Title Time: 5:00 – 8:00 p.m. * DC Location (1615 New Hampshire Avenue, NW, 3rd Floor)


PA I N T I N S P I R AT I O N Refresh. Reinvigorate. Reinvent. Benjamin Moore debunks the misconception that you can’t paint vinyl siding. For inspiration go to: CAPITAL AREA REALTOR ® — Nov/Dec 2018 35

from the GCAAR classroom

operating expenses, and then hopefully make a profit. Capitalization Rates (CAP Rate): Expresses the relationship between NOI and value. The higher the CAP Rate, the lower the value of the property. The lower the Cap Rate, the higher the value of the property.

Does Your Client Want to Invest in Commercial Real Estate? Is the sales price a good deal? What will be the annual net cash flow after the debt is paid? What will be the rate of return? In what ways can net operating income be increased? These are questions you should be able to answer for a client seeking an income-producing commercial real estate (CRE) property. As they would for any other investment, investors expect a good return on their CRE. In my “Introduction to Commercial Real Estate: Investment Sales” course at GCAAR, agents learn how to evaluate and analyze CRE opportunities. To provide value to your clients, you must be able to analyze the basic elements of a CRE investment and articulate the investment measures. Basic Elements of a CRE Investment Review with your investor client key points such as analyzing cash inflows and outflows, timing of cash flows, and risk. 36 CAPITAL AREA REALTOR ® — Nov/Dec 2018

Cash inflow is the income you receive from the asset, which includes: • Rent • Operating expense paid by the tenants • Fees received from parking, vending services, etc. • Proceeds from sale • Tax benefits • Depreciation • Tax credits (i.e., low-income tax credit) Cash outflow is money put into the property, including the original purchase cost over the entire life of the investment. It also includes: • Initial investment (down payment) • All operating expenses and taxes • Annual debt service (mortgage payment) • Capital expenses and tenant leasing costs • Costs upon sale The timing of cash flows projects the periods of positive and

negative cash flows. It is based on when income is received versus when expenses are paid out. This calculation allows an investor to determine when their asset will begin to be profitable. Risk depends on market conditions, current tenants, and the likelihood that they will renew their leases year over year. Key Investment Measures You can get help with this analysis from very sophisticated software packages, or you can use simple spreadsheets. Investors should analyze four key figures before buying an investment property: Net Operating Income (NOI): Income minus operating expenses. From NOI, the owner needs to pay for debt service (the mortgage), income taxes, and their own business

Cash-on-Cash: Measures the percentage of return on an investment property compared to the initial down payment. Generally used by investors looking for properties where cash flow is paramount. Internal Rate of Return (IRR): Considers expenses, financing, tax, and change in cash flows from operation and appreciation through sales proceeds. IRR examines the yield versus a rate on an investment. Understanding the details of the cash inflow and outflow and evaluating the investment measures for a property, will bring tremendous value to your clients. Knowing this information will be essential in determining if the purchase is a good deal!

This article was written by Lorenzo Wooten, Jr., CCIM, Senior Associate at Marcus & Millichap in Washington, DC. Learn more by attending his next class. Go to the Classes & Events Calendar at to sign up.

To see the next available class: Go to the Class & Events Calendar on


Exchange Solutions Group William Gessner 703-787-3893 Realty Exchange Corporation William Horan 703-754-9411 AGENT SERVICES

Agent Photos Online John Brueske 877-774-4720 Beta Solutions F&BC Kevin Matthews 301-787-0782 Glassmoyer CMS Gail Glassmoyer 703-244-0743 Greater Capital Area RESA Leslie Anderson 443-570-8285 Susan Bourassa 443-570-8285 Kera Cherrey 443-570-8285 Home Staging by Vivian Vivian Gilbert 301-802-5166 Mike's Locksmith

Sabrina Rosenberg-David 301-528-0729

Organizing Maniacs Christiane Sgrott 703-969-8407 Show Smart Staging Patricia Ebrahimi 757-619-9789 Preferred Staging Monica Murphy 703-851-2690 APPRAISERS

Anne M. Powell Appraisals Anne Powell 410-721-7505 Astute Appraisals Wayne Henry 410-499-9940 Brett Bessell Brett Bessell


Foremost Appraisals & Realty Folusho Bello 240-304-7782 Gausman Appraisals Jerome Bumanglag 202-321-3667 Jenifer Gausman 202-321-3667 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


Bramnick Law Michael Bramnick 301-547-3647

Shaner & Helf Thomas Helf

Bregman Berbert Schwartz Gilday Wendy D. Pullano 301-656-2707

Shulman Rogers Gandal Pordy Matthew Alegi 301-230-5200 Marc Lipman 301-230-5200 James Savitz 301-230-5200

Bromberg Rosenthal Jonathan Bromberg 301-251-6200 Counselors Title Andrea Bournias Spencer Crawley Christopher Darby James Griffin Thomas Muldoon Timothy Mullin John Nalls

202-686-0100 202-686-0100 202-686-0100 202-686-0100 202-686-0100 202-686-0100 202-686-0100

Greenstein DeLorme & Luchs Richard Luchs 202-452-1400 Vincent Mark Policy 202-452-1400 Jackson & Campbell Roy Kaufmann 202-457-6710 Jacobs & Associates Harvey Jacobs 301-300-6252 James S. Bubar Attorney James Bubar 202-223-2060 Kass Mitek & Kass Benny Kass 202-659-6500 KVS Law Melissa Brault David Kanstoroom Lisa Lamphier Marty Stanton

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

Lasso & Lasso Ricardo Lasso


Law Office of Arthur Konopka Arthur Konopka 202-686-0600 Law Office of Mark A. Bayer Mark Bayer 202-466-4747 Law Offices of David P. Modell David P. Modell 301-634-9820 Law Offices of Michael Frissel/Wolf Title Michael Frissell 301-951-0940 Law Offices of Quinn O’Connell Jr. Quinn O’Connell Jr. 202-537-1820

Roxann Novel Appraiser Roxann Novel 800-232-7196

Lerch Early & Brewer Ann Marie Mehlert 301-986-1300 Alison Rind 301-986-1300

SFS Appraisal Services Tammy Sarvi 301-943-0977

Lynn Candle Boynton Esq. Lynn Boynton 240-499-7465

Washington Appraisal Frank John Jr. 202-646-1150

Miles & Stockbridge Casey Cirner 301-762-1600


Offit Kurman William Cannon

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

HOME INSPECTION Home Land Environmental



Paley Rothman Katherine Palumbo 301-951-9362 Richard W. Lawlor Richard Lawlor 301-340-2400 Samuelson Law Offices Kenneth Samuelson 202-494-0848


Stein Sperling Bennett De Jong Driscoll Beth Irving 301-838-3202 Law Offices of Jill Pogach Michaels Daroff John 240-425-0008 Jill Michaels 240-425-0008 Alexei Silverman 240-425-0008 The Sacks Law Firm Michael Sacks 301-948-2300 Vaughn W. Royal Attorney at Law Vaughn Royal 202-895-1530 CREDIT UNIONS

Kevin Barnabas Eric Garrett Tim Shotzberger

443-995-5385 443-995-5385 443-995-5385

Mid-Atlantic Inspection Services Alan Beal 202-607-4153 Neil Summers Home Inspections Neil Summers 410-245-1361 NextDay Inspect Azmi Alkurd Patrick Harrison Keith Pulley

703-450-6398 703-450-6398 703-450-6398

Old Republic Home Protection Terry Crawford 925-866-1500 Pearl Certification Cynthia Adams 888-557-5543 Pro Tec Inspection Services Heather Dice 301-972-8531 Michelle Hopkin 301-972-8531 Lexus Krause 301-972-8531

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

Top to Bottom Services Gregory Butler 301-938-9100 Daniel Deist 301-938-9100

Navy Federal Credit Union Deanna Furman 301-233-7958

US Inspect Eric Carpenter



Ecobeco Carol Schreitmueller 240-396-2141 Brian Toll 240-396-2141 Kelly Vogan 240-396-2141


Floormax Rafie Ansari Darren Holder Masoud Molayem Super Home Dilyana Mazur Jackson Mosley

301-206-2200 301-206-2200 301-206-2200 703-380-8648 703-380-8648

Sustainable Energy Systems Kurt Zwally 703-216-2325 HOME INSPECTION

4U Inspection Services Alan Grubb 443-539-8410 Debbie Jensen-Grubb 443-539-8410 Danielle Steele 443-539-8410 Alban Home Inspection Services Sandra Watkins 301-662-6565 All Around Inspections James Johnston 240-626-6426 Anderson Inspection Consultants Gary Anderson 301-855-3337 Bases Covered Home Inspections Richard Mills 240-997-2216 Building Inspector of America Vimal Kapoor 301-916-0300 Capital Environmental Testing Bryan Hix 202-257-9291 Donofrio Property Inspections Donna Seeker 703-771-8374 Green Home Solutions of MD Jennifer Sherwood 301-591-2470


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



Capital Insurance Partners Bryan Aguirre 202-362-4500 Landy Insurance Agency Alix Fequiere 781-292-5401 MISCELLANEOUS

Edmund J. Flynn Company Joyce Rhodes 202-537-1800 Lindner & Associates Irene Lindner 202-429-8888 Listings To Go Alan Dorow Mason Miller

703-293-9311 703-293-9311

Shamey Realty Jennie Shamey


Luther Melvin Jenkins Luther Jenkins II 202-409-3526

The Greentree Group Julio Gonzalez Del Solar301-960-1341 MORTGAGE

Academy Mortgage Tony Miller 301-252-2121 Advantage Mortgage Renu Bhatija 240-406-5919 continued on page 38 CAPITAL AREA REALTOR ® — Nov/Dec 2018 37

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




Apex Home Loans Erin Finke Matt Lieberman Michael Parsons Keller Shinholser Brian Willingham Jennifer DuPlessis

Fidelity First Daniel Eubanks

Mortgage 4 U Scott Chen


First Home Mortgage Ingrid Rapavy 703-938-2115 Josh Fowlar 301-657-1003 Rob Mercer 301-657-1003 Alex Taylor 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 Jerry Robinson 240-474-7670 Christopher Jordan 301-562-9540 Travis Vollmerhausen 301-562-9540

Mortgage Link Mark Baron


First Home Mortgage Jacob Ryon 301-220-0999 First Savings Mortgage Deborah Benkert 240-223-1558 J D Teitelman 703-564-1746

Prime Commercial Capital Richard Davis 301-686-8500

301-610-9600 301-610-9600 301-610-9600 301-610-9600 301-610-9600 703-639-6803

BB&T Mortgage Patricia Widerman 301-590-2382 BB&T Mike Kidwell Kari Sansom Daniel Shea

301-493-8917 301-493-8917 301-493-8917

Caliber Home Loans Matthew Palmer 240-297-3828 Jamica Browne 301-660-3292 Robert Kirchner 301-509-5599 Matthew O’Connor 301-520-5156 Chase Hasan Jamil 301-633-2417 Chris Lunn 301-633-2417 Commission Express Capital Rick Tancreto 443-302-9595 Cardinal Financial Rafael Jubiz 571-748-4920 Citizens One David Jacobin


Commission Express Capital Rick Tancreto 443-302-9595 Corridor Mortgage Group Sara Lenes 301-443-5749 Brian Farasy 410-313-9900 Sandy Herbert 410-313-9900 Bridget McGee 410-313-9900 CRM Lending Joel Bailey


Draper & Kramer Mortgage Corp. Karim Green 202-768-8382 Melissa Rich 202-768-8382 Timothy Smith 202-768-8382 EagleBank Thomas Biegler Mark Deitz

202-292-1581 202-292-1581

Edward Jones Laura Nash


Embrace Home Loans Paul Pykosh 301-921-0070 Nicholas Rozek 301-921-0070 William Rozek 301-921-0070 Envoy Mortgage William Minturn Frederick Elflein Christopher Gomez Albert Nunnally

240-630-1551 443-438-1801 443-438-1801 443-438-1801

Fairway Ind. Mortgage Corp. Pat Bowman 301-641-3436 Cassandra Compton 301-641-3436 GeeTesh Kapoor 301-641-3436 38 CAPITAL AREA REALTOR — Nov/Dec 2018 ®


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 Fulton Mortgage Company Noel Shepherd 202-642-4305 George Mason Mortgage Shawn Barsness 703-595-2233 Greenway Funding Group Danny Kim 301-468-7068 Danny Ko 301-468-7068 John Larson 301-468-7068 Great Jones Capital Jordan Hepner 202-810-5273 John Thomas V 202-810-5273 Guaranteed Rate Frank Shull IV Graham Pruitt

301-908-3354 301-908-3354

Home Savings & Trust Mortgage Derek Harman 703-766-4634 Homeside Financial Stan Carlyle 202-486-0025 Intercoastal Mortgage Company Wesley Wolfe 703-449-6800 McLean Mortgage Alex Peters 301-538-1137 Mortgage Access Corp. Shawn Jensen 301-250-7720 Carolyn Rost 301-250-7720 Shawn Shomali 301-250-7720 Michigan Mutual Mai Lu 240-654-0960 Donaldo McPhersonGonzalez 240-683-8585

Movement Mortgage Jeffrey Bochner 301-329-8251 Vincent Briscoe 301-329-8251 Daniel Caplan 301-329-8251 Maria Clark 703-385-1567 Kerry Hogan 703-385-1567 MVB Mortgage Chris Kearney Billy Kinberg Robert Ross

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

PNC Bank Lisa Tyler


Prime Lending Eugene Frazier Rhonda Lewis Brian Washington Richard Day Steve Greene Michael Lyons

240-387-7131 240-387-7131 240-387-7131 410-427-0525 410-427-0525 410-427-0525

Prosperity Home Mortgage Michael Joseph 301-299-0945 Jonathan Dailey 301-580-8236 Romy Espino 301-838-3172 Sandy Spring Bank Jeffrey Nelson 301-617-4233 Guy Silas 301-617-4233 Sierra Pacific Mortgage Jarrell Bush 410-480-6002 Stearns Lending Gary Gertler Lee Michaels

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 Melanie Roberts 571-297-3981 Jessica Sandler 571-297-3981 Max Sandler 571-297-3981 USBank Jeff Bacigalupo 301-775-5800 Deborah Levy 301-775-5800 John Petersen 301-775-5800 Wells Fargo Home Mortgage Patricia Gillis 301-956-1573 Paul Nowacek 301-956-1573 Allyson Riggs 301-956-1573 Wells Fargo Private Mortgage James Semeyn 410-573-6411 MOVING COMPANIES

123 Junk Kevin Wheeler



Ace Relocation Systems Terry Bass 301-867-0400 Brittany Hampton 301-867-0400 Bill Schwortz 301-867-0400 Eco City Junk Jeffrey Zweig


J K Moving & Storage Phil Phibin 301-340-6683 Drew Richards 301-340-6683 Christopher Sousa 301-340-6683 Moyer & Sons Moving & Storage Daniel Cumberland Jr. 301-869-3896 Perry Moving & Storage Alvin Lewis 410-799-0022 Town & Country Movers Eva Robinson 301-670-4600 Lynda Rothschild 301-670-4600 Von Paris Moving & Storage Ruben Barrios 410-888-8500 PROPERTY MANAGEMENT

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



Tax-Masters Linda de Marlor



Acer Title & Escrow Brett Beehler 301-222-2500 Brandon Hayes-Evans 301-222-2500 Diane Rosenberg 301-222-2500 Avenue Settlement Corporation Stephen Ballard 202-296-4500 Avenue Title Group David Helfrich 202-296-4500 Blue Note Title Jessica Chipoco


Capitol Title Sara Demb Goldstein 301-231-7250 Stanley Goldstein 301-231-7250 Jonathan Levy 301-231-7250 Certified Title Sam Houston Suzanne Patton

888-486-5511 888-486-5511

CLA Title & Escrow John Coester 888-924-9008 Matthew Landsberg 888-924-9008 Joel Steinberg 888-924-9008 Clarke Title Henry Clarke Jr.


Classic Settlements Stephanie Brewer 301-921-2667 Joe Detrick 301-921-2667 Mary Papagjika 301-921-2667


Closeline Settlements Elliot Liss 301-795-2000

MBO Settlements Moira Olevsky 202-505-7530

Community Title Network Kevin Bayly Jr. 301-886-8777 Kelly Calamitsis 301-886-8777 Michael Ridgway 301-886-8777

Michaels Title & Escrow Jill Pogach Michaels 240-425-0008

Counselors Title Noreen Hathaway 301-670-0100 Colleen Smyth Cogan 301-670-0100 Andrea Bournias 202-686-0100 Spencer Crawley 202-686-0100 Christopher Darby 202-686-0100 James Griffin 202-686-0100 Thomas Muldoon 202-686-0100 Timothy Mullin 202-686-0100 John Nalls 202-686-0100 District Title A Brendon Sheperd Marc Sushner Steven Sushner

202-518-9300 202-518-9300 202-518-9300

Dupont Title Group Deirdre Brown 202-641-2677 Eastern Title & Settlement Ben Goldman 202-537-1800 Josh Greene 240-403-1285 Min Hu 240-403-1285 Federal Title & Escrow Co. Todd Ewing 202-362-1500 Fenton Title Co. Louis Pettey First Class Title Daniel Kotz GPN Title George Glekas

301-590-0220 301-770-4107 301-294-4055

Hollman & Flynn Title Gregory Flynn 301-545-0150 Michael Hollman 301-545-0150 Hutton Patt Title John Hutton


Jacquie’s Title Group Stephen Davis 301-216-0808 Jacqueline Nguyen 301-216-0808 Mekong Paul 301-216-0808 Kase & Associates Sadaf Saberi 703-444-4100 Lakeside Title Beth Malakoff Marc Malakoff Beau Pichon

410-992-1070 410-992-1070 410-992-1070

Logan Title Patrick Tangney


Main Street Settlements John Ferguson 301-570-3600 Maryland First Title Thomas Harner Emile Henault III Daryl Jones

410-863-1552 410-863-1552 410-863-1552

Mid-Atlantic Settlement Svcs. Hannah Greenough 202-387-6180 Deborah Goguen-Ellis 571-766-3824 Ilene Kanfer 571-766-3824 Vaughn Stewart 571-766-3824 Moses & Aiken, LLC/Home Team Title Robert Moses 301-468-0080 New World Title & Escrow Andrew DiPaola 703-691-4330 Morgan Swersey 703-691-4330 Palisades Title Company Steven Buckman 202-351-6100 Paragon Title & Escrow Lisa Bosse 301-986-1114 Philip Raskin 301-986-1114 Randy Rothstein 301-986-1114 Rob Rothstein 301-986-1114

Stewart Title Group R. Bradley Runyan 202-349-0220 Christopher Saabye 202-349-0220 Title Alliance Ltd. Maria Deligiorgis


Title Town Settlements Todd Greenbaum 301-580-2850 Ryan Malet 301-580-2850 United One Resources Michael McNamara 443-864-1150 Village Settlements Carey Brennan 301-590-9300 Leslie Childs 301-590-9300 David Parker 301-590-9300 David Hahn 301-486-0799

As of December 10, 2018

Pinnacle Settlement Services Cherise Mullen 301-441-4666 Richard Switalski 301-441-4666 Pinnacle Title & Escrow David Maged 301-424-5400 Marci Maged 301-424-5400 Bari Solomon 301-424-5400 Pride Settlement & Escrow Jay Brody 888-729-0145 D. Leigh Hewartson 888-729-0145 Lee Anne Rodriguez 888-729-0145 Prime Settlement Scott Sweitzer 202-559-1651 Realty Title Services Elif Michalski 301-439-7850 Stephen Vlahus 301-439-7850 RGS Title Kevin Kistler 202-602-1077 Carol Calomiris 202-363-1870 Suzanne Feinstein 301-230-0070 Vittorio Muzzatti 301-663-1608 Thomas Rodden 301-680-0200 Helen Dankos 301-230-0070 Sage Title Group Joseph Hansen Bobby Lee

301-670-2812 301-654-2560

Settlement Ink Lindsay Gordon P. Joy Siegel

301-907-8808 301-907-8808

Settlement Professionals Carol Calomiris 202-363-1870 Settlement Corp. David Deckelbaum


Standard Title Group Kevin Anderson 202-888-0132 CAPITAL AREA REALTOR ® — Nov/Dec 2018 39

Stay connected at

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.

NEW MEMBERS May Stephen Taylor Alta Realty Company Widelet Thenor RE/MAX Realty Services Tara Baldwin Compass Jonathan Dailey Prosperity Home Mortgage Jesses Griswold Keller Williams Realty Chantilly Ventures Richard Brown Rory S. Coakley Realty Stanley Grabowski Capital Investment Properties International June David McGaha Keller Williams Capital Properties Tony Miller Academy Mortgage Iman Dennis Redfin Corporation Karen Matzkin Long & Foster Real Estate Julie Rau RE/MAX Metropolitan Realty Wondimu Hordoffa Long & Foster Real Estate Thuy Ly Cardinal Realty Partners Mazen Masri Cardinal Realty Partners Bradley Pitt Keller Williams Preferred Properties 40 CAPITAL AREA REALTOR ® — Nov/Dec 2018

Zachary Liu Signature Home Realty Nick LeDonne Compass Catherine Husbands Weichert REALTORS® Byron Derringer Long & Foster Real Estate Lacey McGrew RE/MAX Town Center Antonios Pertesis Century 21 Redwood Realty Amanda Nathai Fairfax Realty Premier Efrem Tolessa Heymann Realty Wayne Henry Astute Appraisals Renee McElrath Coldwell Banker Residential Issa Perry Keller Williams Capital Properties Carlos Castillo Coldwell Banker Residential Anthony Rowan Long & Foster Real Estate Jalena Rowan Long & Foster Real Estate Richard Bridges Pearson Smith Realty Marcia Palu eXp Realty Ruben Barrios Von Paris Moving & Storage Katy Argueta Keller Williams Preferred Properties

Michelle Hanney-Bognetti Long & Foster Real Estate Matthew Klein Compass Blessing Sawmmal Keller Williams Capital Properties Cooper Stanley RE/MAX Realty Services Ehsan Mahmoudyeh Douglas Realty John Scott Allison James Estates & Homes Tabitha Richardson Premier Homes Realty Ashland Griffin Keller Williams Capital Properties Danielle Ojeda Keller Williams Capital Properties Abigail Paulsen Coldwell Banker Residential Timothy Dudley Dudley Pro Realty Christopher Jameson Real Living at Home Yoninah Danielson Hometown Properties Beth Irving Stein Sperling Bennett De Jong Driscoll Albert Amar RE/MAX Elite Services Mohamed Majeed Weichert REALTORS® Susan Wisely Berkshire Hathaway HomeServices Tynnishua Fowler Century 21 New Millennium

Roseanne Tomlinson Turning Point Real Estate Erica Rutherford McWilliams/Ballard Katrina Hill Long & Foster Real Estate Adena Miller Coldwell Banker Residential Babar Sultan Real Broker Monica Murphy Preferred Staging Nyiesha Norville Exit Deluxe Realty Cherise Mullen Pinnacle Settlement Services Richard Switalski Pinnacle Settlement Services Ka Lou Weichert REALTORS® Melissa Hill Donna Kerr Group Ken Noroozi Vantage Realty Emily Gordon McEnearney Associates Cole Butterfield RE/MAX Realty Services Alvaro Borzet RE/MAX Realty Group Djuan Snowden Long & Foster Real Estate Sarah Jacobs Washington Fine Properties Ricardo Barriga Samson Properties

NEW MEMBERS Le Than Keller Williams Capital Properties Thiago Freitas TriStar Realty Amber Behrns Better Homes & Gardens Real Estate Tonya Thompson Keller Williams Preferred Properties Deonna Davis Keller Williams Capital Properties Edward Sekamanya Berkshire Hathaway HomeServices Eleonore Fosso Kaji Seumo Long & Foster Real Estate Emily Attwood Keller Williams Capital Properties Danielle Martin Keller Williams Capital Properties Andrea Medinaceli Keller Williams Capital Properties Elijah Hogan Long & Foster Real Estate Hal Epstein Long & Foster Real Estate Peter Crawford Long & Foster Real Estate Kim Sarin Luxe Living Sunhee Yoo Long & Foster Real Estate McKenzie Godbout Weichert REALTORS® Sean Sullivan Fairfax Realty Premier Analee Jimenez Certified Realty Group Berbyn Levy Deausen Realty Nelson Alfaro Weichert REALTORS® Steve Jeffrey Eluvial Realty Gabrielle Crowe Keller Williams Capital Properties

Eriel Swanson Keller Williams Capital Properties Andres Karpf The New Washington Land Company Victor Rwetsiba Keller Williams Capital Properties Christopher Ferrufino Northrop Realty Alton Wilson Century 21 The Real Estate Centre Yanique Douglas Weichert REALTORS® Shannon Johnson Keller Williams Realty Julia Park Redfin Jessica Yocum Redfin Rafael Jubiz Cardinal Financial Joshua Warner Long & Foster Real Estate Karina Chumpitaz Weichert REALTORS® Hubert Xavier TriStar Realty Denae Jones Keller Williams Capital Properties Christina Gulick-Kazembe The ONE Street Company Matthew Dana Keller Williams Capital Properties Monica Pennywell Weichert REALTORS® Ryan Fiacco Long & Foster Real Estate Richard Rubin Coldwell Banker Residential Bernadette Thomas Central Properties Alan Grubb 4U Inspection Services Debbie Jensen-Grubb 4U Inspection Services

Danielle Steele 4U Inspection Services Gabriella Sitrin Long & Foster Real Estate Wynne Sitrin Long & Foster Real Estate Franklin Olagbaju Homeland Real Estate July Andrew Kelly Keller Williams Capital Properties Matthew Kahan Compass Gloria Brooks Coldwell Banker Residential Robyn Pincus Coldwell Banker Residential Donald Diggs TriStar Realty Sharon Wilkins Long & Foster Real Estate Martin Lilly Weichert REALTORS® Delly Jeanty Keller Williams City Wide Realty David Oriola Weichert REALTORS® Terry Bass Ace Relocation Systems Brittany Hampton Ace Relocation Systems Bill Schwortz Ace Relocation Systems Scott Chen Mortgage 4 U Susan Hayes Keller Williams Capital Properties Amy Goldstein BMIC Mortgage Angela Ramsay Long & Foster Real Estate Jasmine Smith Keller Williams Capital Properties Derek Sayles Long & Foster Real Estate

Gloria Hairston Express Broker Realty Jason Seibert Tomlinson Real Estate Saul Semidey Fairfax Realty of Tysons Kristin Tucker Keller Williams City Wide Realty Yves Jean Baptiste Keller Williams Capital Properties Erik Johnson Keller Williams Capital Properties Jerel Thomas Keller Williams Capital Properties Xavier Linton Keller Williams Capital Properties Ciera Crawford Smart Realty Samuel Loutfi Coldwell Banker Residential Connor Brown RE/MAX Realty Centre Jeanette Agbemble Smart Realty Shonelle Mapp Keller Williams Capital Properties Gerald Marshall Keller Williams Capital Properties Anthony Cole Coldwell Banker Residential Amrit Khatri Sourceone Realty Bonnie Dixon Keller Williams Capital Properties Claudia Maltez-Laurienti Weichert REALTORS® Victoria Gray Black Nor White Emily Barrow Keller Williams City Wide Realty Sarah Adams Compass Abosede Dosunmu TriStar Realty

continued on next page

CAPITAL AREA REALTOR ® — Nov/Dec 2018 41

NEW MEMBERS John Kendrick Long & Foster Real Estate Kristen Deal Long & Foster Real Estate Todd Margulies Weichert REALTORS® Perry Vanderhorst Keller Williams Capital Properties Brian Akinyanju Redfin Vincent Young Exit Flagship Realty Nicole Garner RE/MAX Specialists Suzanne Pasternak Coldwell Banker Residential Shardonia Mallya Weichert REALTORS® Pamela Slash Fairfax Realty Select Colleen Patterson Coldwell Banker Residential Monaia Haynes Redfin Kysha Biscoe TriStar Realty Barbara Roberson Elite Estates Cheryl Segear RE/MAX Realty Centre Walter Ayala RE/MAX Elite Services Adedoyin Ogunbajo Long & Foster Real Estate Christopher McGirl RE/MAX PROS Chase McCourt Coldwell Banker Residential Naera Kim Long & Foster Real Estate Amy McVey McEnearney Associates Mariah Jacobs Keller Williams Capital Properties 42 CAPITAL AREA REALTOR ® — Nov/Dec 2018

Randi Vannucchi Century 21 New Millennium Sidney Colen Long & Foster Real Estate Jamie Smart Long & Foster Real Estate Muhammad Abdur-Rashid Berkshire Hathaway HomeServices Lisa Goldfluss Gerlach Real Estate Sheku Sheriff Real Broker Ashley Scott Long & Foster Real Estate Amie Chilcoat Long & Foster Real Estate Nicole Kerr Sourceone Realty Trevor Agard Bennett Realty Solutions Kevin Hsueh Keller Williams Capital Properties Martha Slagle Long & Foster Real Estate Varun Vasudeva TriStar Realty Candace James Keller Williams Capital Properties Clarence Phillips Coldwell Banker Residential Karen Ringo Long & Foster Real Estate Cindy Allen Metro Premier Homes Rosa Benlizar Long & Foster Real Estate Soma Preciado Long & Foster Real Estate Mary Stiff Long & Foster Real Estate Lidia Archer Long & Foster Real Estate Lania Cooper TDK Real Estate

Antoine Young Real Estate Professionals Tiffanyanne Tomlinson Keller Williams Capital Properties Mai Lu Michigan Mutual Donaldo McPherson Gonzalez Michigan Mutual Barbara Patricelli RE/MAX Realty Centre Roney Wynn Berkshire Hathaway HomeServices Teresa Hilliard Keller Williams Realty Lenora Clayton Express Broker Realty Christian Sanson Tower Hill Realty Edwin Lewis Century 21 New Millennium Lisa Whittington Weichert REALTORS® Tiara Holmes Weichert REALTORS® Jeffrey Northam Pearson Smith Realty Mary Frazier TTR Sotheby’s International Realty Monica Stephenson Coldwell Banker Residential Susan Powell Keller Williams Capital Properties Kara Chernet Long & Foster Real Estate Darius Thornton Carrington Real Estate Services Shadrene Howard Keller Williams Capital Properties Zabrina Watkins RE/MAX Success Dorte Sherman Long & Foster Real Estate Steven Moore The Real Estate Experts

Jessica Navidad-Alvarado Avery-Hess REALTORS® Wendy Burleigh City Properties 5 Tijuan Gray City Properties 5 Samuel Afriyie Smart Realty Marilyn Santiago Right Address Realty Brian Holder Real Broker Harold Taylor Keller Williams Capital Properties Mattia D’Affuso TTR Sotheby’s International Realty Keith Milne Long & Foster Real Estate Carlos Menjivar Keller Williams Capital Properties Adrienne Thiry Weichert REALTORS® Kathryn Tooley Coldwell Banker Residential August Val Carlton Keller Williams Capital Properties Frederick Elflein Envoy Mortgage Christopher Gomez Envoy Mortgage Albert Nunnally Envoy Mortgage Tameeka Jackson Bennett Realty Solutions Patrick Harwood Long & Foster Real Estate Chifai Cheong Long & Foster Real Estate Patricia Mancini Avery-Hess REALTORS® Daniel Roberts Long & Foster Real Estate Dagmawi Alemayehu Keller Williams City Wide Realty

NEW MEMBERS Tara Ashworth Bostwick Realty Uchenna Arinzeh eXp Realty Andrew Qian Redfin Corporation Jesse Soto Keller Williams Realty Reston Erin Townley Fairfax Realty Advantage Ronise Capers Redfin Jessica Owens Redfin David Truong Redfin Yazan Khalaf Long & Foster Real Estate Boris Tulukin Weichert REALTORS® Sarah Minard M Squared Real Estate Brandon Carrington Keller Williams Capital Properties Stephen Davis Jacquie’s Title Group Jacqueline Nguyen Jacquie’s Title Group Mekong Paul Jacquie’s Title Group Elio Cruz Reyes Fairfax Realty Premier Timothy Pfeiffer Keller Williams Capital Properties Deborah Carbott Exit Deluxe Realty David Lonis Keller Williams City Wide Realty Aleta Mack Keller Williams Capital Properties Joseph Vrablic Weichert REALTORS® Tatiana Guigou Keller Williams Capital Properties

Laura Pena Flores Weichert REALTORS® James Tars Tars Realty & Associates Bryant Mortimer Long & Foster Real Estate Andrew Salas EJF Real Estate Services Aurore Michel City Properties 5 Alicia Burns Burns Appraisals Deborah Nelson Sourceone Realty Hector Ramirez Long & Foster Real Estate Jason Arrow Avery-Hess REALTORS® Robert McHenry Coldwell Banker Residential Jerome Bumanglag Gausman Appraisals Jenifer Gausman Gausman Appraisals Kearston Perry Hagan Realty Richard Reynolds Barsch Realty Selamawit Hailu Keller Williams Realty McLean Muhammad Usman Bankable Realty Beverly Epps Keller Williams Capital Properties Ibironke Olayimika Keller Williams Capital Properties Pee Jay Santos Compass William Thomas TTR Sotheby’s International Realty Rhianna Campbell City Properties 5 Jennifer Nalley Keller Williams Realty Chantilly Ventures

Brian Bettis Blue Crab Real Estate Bernadine Occhiuzzo Fairfax Realty Premier Crystal Garcia Allison James Estates & Homes Michael Gray Fairfax Realty Select Robert Barrow Exit Deluxe Realty Erin Crowder Coldwell Banker Residential Tiffany Renwick Coldwell Banker Residential Ashayla Sherry Weichert REALTORS® Gail Glassmoyer Glassmoyer CMS Elizabeth Meltzer Long & Foster Real Estate Joseph Magnotta Long & Foster Real Estate Biffrey Braxton Allison James Estates & Homes Richard Horvitz Listing Key Zachary London Compass Marc Blair Align Right Realty DMV David Jacobin Citizens One Florence Boateng Keller Williams Capital Properties Marshall Clayton TriStar Realty Ahmed Bayoumi Investar Samuel Sowunmi Keller Williams Capital Properties Eva Rice The Real Estate Experts Michael Koczot Berkshire Hathaway HomeServices

Jo Waye Certified Realty Group Evelyn Dean Taylor Properties Ardeshir Behdad BKI Group Derick Labrada Weichert REALTORS® Natalie Smith Coldwell Banker Residential Tina Booker Keller Williams Preferred Properties Andrew Gilbert Berkshire Hathaway HomeServices William Hungerford Long & Foster Real Estate Jennifer Vo Keller Williams Integrity Delores Martin Allison James Estates & Homes Richard Grant McWilliams/Ballard Kyle Nichols Keller Williams Capital Properties Kayla Graves Century 21 Redwood Realty Michael Bryant City Properties 5 Farish Perlman Real Living at Home Jill Michaels JP Michaels Real Estate Faith Slaughter Weichert REALTORS® Diana Posadas Keller Williams Realty Chantilly Ventures Gene Cutter Redfin Bradley Mascarenhas Keller Williams Integrity Cameron George Fairfax Realty Elite continued on next page CAPITAL AREA REALTOR ® — Nov/Dec 2018 43

NEW MEMBERS David Rios Benitez Donna Kerr Group Kimberly Fitzgerald Rory S. Coakley Realty Janet Sosa Elite Properties Jill Johnson Compass Shady Elfaham Keller Williams Capital Properties Andrew Warner Summit Commercial Real Estate Daniel Babicki Long & Foster Real Estate Francisca Contreras Sosa Weichert REALTORS® Kunta Hector Fairfax Realty Premier Kim Risse Long & Foster Real Estate Gabriel Mariasch Berkshire Hathaway HomeServices Susan Tull O’Reilly McEnearney Associates Shiron Gaines Keller Williams Capital Properties Jonathan Hunt RE/MAX Allegiance Mabel Zuleta RE Smart Nakia Evans Coldwell Banker Residential David Chlebana RE/MAX PROS September Sara Vieira Streamline Management Rachelle Ferneau Avery-Hess REALTORS® Michael Burch RE/MAX PROS Gina Pruitt Coldwell Banker Residential 44 CAPITAL AREA REALTOR ® — Nov/Dec 2018

Muhammad Khan Alisherzai Coldwell Banker Residential Hailey Basch Keller Williams Capital Properties Maliha Khan Century 21 New Millennium Victoria Morelli Coldwell Banker Residential Christina Giorgi Keller Williams Capital Properties Michael Heaviside Long & Foster Real Estate Rodney Bennett Fairfax Realty Elite Tasha Butler-Scott eXp Realty Jaskaran Kandola TriStar Realty Joan Abaziuwa Blue Ribbon Realty Diana Khan Next Step Realty Tonya Proctor Certified Realty Group Karriem Wilkerson Allison James Estates & Homes William Moeller Buy & Save REALTORS® Tyriek Washington Keller Williams Capital Properties Theresa Roosevelt Theresa Roosevelt Independent Broker Michele Hamm Frontier Realty Group Agata Siegenthaler Wydler Brothers Lauren Maza Weichert REALTORS® Stephen McKenzie RE/MAX Advantage Realty Leila Pires da Silva City Properties 5

Brett Beehler Acer Title & Escrow Brandon Hayes-Evans Acer Title & Escrow Diane Rosenberg Acer Title & Escrow William Minturn Envoy Mortgage Masomeh Pirnia Rivera Coldwell Banker Residential Sarah McLaren Washington Fine Properties Janet Allen Keller Williams City Wide Realty Patrick Ewing Keller Williams Capital Properties Peggy Lewis Long & Foster Real Estate Cristian Cordova Keller Williams Capital Properties Margarita Lisi RE/MAX Realty Services Regina Holmes Urbane Realty Anwar Siddiqui Execuhome Realty Greylin Thomas Redfin Karen Gray Fairfax Realty Advantage Kareem Sallay Keller Williams Capital Properties John Roland Coldwell Banker Residential Karthikayan Krishnan Fairfax Realty Premier Bryant Calliste Better Homes & Gardens Real Estate Jesse Davis Berkshire Hathaway HomeServices Eric Peguero Bankable Realty Robert Makuch Keller Williams Realty Centre

Cynthia White Keller Williams Capital Properties Jordan Hepner Great Jones Capital John Thomas Great Jones Capital Kali Shelton Help-U-Sell Federal City Realty Michelle Morton City Properties 5 Aisha Mohammed eXp Realty Michelle Schwartz Keller Williams Capital Properties Chase Kahle RE/MAX Realty Group Mulawin Reyes Lozada Keller Williams Realty Centre Thomas Natali Strategic Investment Group Bryan Zupan Strategic Investment Group October William Cannon Offit Kurman Sara Louis Executive Investment Realty Daryl Simpson BML Properties Realty Ashok Singh Samson Properties Nicholas Williams RLAH Real Estate November Matthew Ackland Washington Fine Properties Alexandre Amorim Weichert REALTORS® Dylan Arpey TTR Sotheby's International Realty Niloufar Ayoubi Long & Foster Real Estate Ryan Bass Town & Country Movers



In the September/October 2018 issue of the magazine, we inadvertently switched the names and companies of the members that joined from the end of May through mid-September. We apologize for any inconvenience this may have caused, and we have published the correct names and companies in this issue.

Jennifer Benitez Fathom Realty

Shandon Goodwin Long & Foster Real Estate

Bianca Martinez City Properties 5

Dalton Blair Weichert REALTORS®

Denise Gordon Weichert REALTORS®

Lois Blango Certified Realty Group

Shanikia Griffin City Properties 5

Michael Mateu Berkshire Hathaway Home Services PenFed Realty

Theresa Bozzo McEnearney Associates

Carissa Hart Greenline Real Estate

Amanda Briggs Keller Williams Capital Properties

Eliot Hubbell Wydler Brothers

Hilary Bubes Wydler Brothers

Elyse Inukai Keller Williams Capital Properties

Lisa Burdyn Keller Williams Flagship of MD

Laura Jacobin Washington Fine Properties

Ever Campos RE/MAX Fine Living

Shawn Jensen Mortgage Access Corporation

Ronni Cannady Align Right Realty DMV

Sendi Joya Amaya Long & Foster Real Estate

Christine Chatmon Dudley Pro Realty

Genesis Juarez Keller Williams Capital Properties

Natasia Chin Keller Williams Capital Properties

Ali Karzai TTR Sotheby’s International Realty

Duncan Colquhoun TTR Sotheby’s International Realty

Danny Kim Greenway Funding Group

Joyce Contreras Compass

Tiana Knight Frontier Realty Group

Edward Parker Berkshire Hathaway HomeServices PenFed Realty

Emily Cottone Redfin

Matthew Knoche Coldwell Banker Residential

Danny Paul Redfin

Richard Davis Prime Commercial Capital

Danny Ko Greenway Funding Group

Niles Townsend Long & Foster Real Estate

Natalie Perez Donna Kerr Group

Victoria Davis TriStar Realty

Jay Koby Real Broker

Annabelle Tran Sourceone Realty

Alex Povich Compass

Maxwell Deem Long & Foster Real Estate

John Larson Greenway Funding Group

Kyle Tyner Long & Foster Real Estate

Natalie Ramirez Independent Realty

Rachel DeEugenio Hagan Realty

Emily Lawson Keller Williams Capital Properties

Stephen Vassor Compass

Eva Robinson Town & Country Movers

Genevieve DeFranco Compass

Robin Leake Coldwell Banker Residential

Krystal Vera Redfin

Carolyn Rost Mortgage Access Corporation

Elmira Djavadkhani Long & Foster Real Estate

Amanda Leigh Bennett Realty Solutions

Tiffany Webster Long & Foster Real Estate

Jon Roth Goodman REALTORS®

Caitlyn Doerr Houwzer

Renhua Li Coldwell Banker Residential

Meredith Werner Compass

Lynda Rothschild Town & Country Movers

Marina Feldman Long & Foster Real Estate

Li-Ting Luo Let Me! LLC

Danielle Wiley Keller Williams Capital Properties

Angela Fountain Keller Williams Capital Properties

Xingyu Luo Long & Foster Real Estate

Eve Santiglia Long & Foster Real Estate

Loris Williams Real Broker

Jean Gaetjens Long & Foster Real Estate

Rajesh Malkani I-Plus

Steven Saucedo Taylor Properties

Joseph Woloszyn Samson Properties

Lavanya Ghorpade Keller Williams Realty Centre

Coviece Marshall City Properties 5

Suresh Selvarajah Fairfax Realty Premier

Surafiel Yakob District Realty

Shawn Shomali Mortgage Access Corporation

Shannon Zarek Redfin

Jordan Martinez Sourceone Realty

Doretha McDonald Taylor Properties Janell McIlwain TriStar Realty Andres Mejia Long & Foster Real Estate Elizabeth Miller TTR Sotheby's International Realty Travis Moore Long & Foster Real Estate Benson Nantwi Amponsem Weichert REALTORS® Michael Nolan Douglas Realty Irina Norrell Long & Foster Real Estate German Ojeda Keller Williams Capital Properties

As of November 28 , 2018

George Smith Gentle Giant Moving Company Sara Takaki Redfin Chris Tarbrake Long & Foster Real Estate Clifford Tatum Keller Williams Capital Properties Jon Thomas Sunny Day Real Estate Ian Tolino Long & Foster Real Estate

CAPITAL AREA REALTOR ® — Nov/Dec 2018 45

design trends T R E N D F O R E CA S T: 2 0 1 9 CO LO R S O F T H E Y E A R Benjamin Moore's Metropolitan Where better to have a soothing color than in the bedroom? Benjamin Moore's Metropolitan pairs well with ethereal neutrals, frothy pinks and rich blues and greens. Explore all 15 colors that pair well together in their full trend report.

Photo by Benjamin Moore

Behr's Blueprint

Photos by Behr

Even if you're not feeling blue for an entire room, consider smaller areas of your home that could use a splash of this refined blue. We love the fresh take Blueprint gives to the classic blue-and-white color palette in this entryway. Behr also named 14 additional colors, categorized into four unique palettes, that work well with Blueprint in their full report of 2019 Color Trends.

Photo by Behr

Behr's Blueprint

Sticking with a blue hue, Behr named Blueprint (S470-5) as their 2019 Color of the Year. Blueprint (S470-5) is a mid-tone blue that's "warmer than denim and softer than navy." Last year, Behr's pick for 2018 was In the Moment (T18-15), a lighter blue with green and gray tones, evoking tranquility and mindfulness. This year's deeper blue signifies "authenticity, confidence and timelessness."

46 CAPITAL AREA REALTOR ® — Nov/Dec 2018

TO P CO LO R TRE N DS — LEADING PAINT BRANDS HAVE UNVEILED THEIR COLOR PICKS FOR 2019 Source: 2019 Colors of the Year, Article by: Laura James

Work with a REALTOR® to help you find more HOME DÉCOR TRE NDS.

Photo by Ron Bowman

Photo by Sherwin-Williams

Sherwin-Williams' Cavern Clay

Sherwin-Williams' Cavern Clay

Cavern Clay isn't just for boho, desert-inspired spaces though. Paired with the right colors, it works as a timeless backdrop for a variety of styles like this contemporary kitchen. Sherwin-Williams suggests pairing with Cavern Clay with Moth Wing (SW 9174) or Dark Clove (SW 9183) for a more carefree, sophisticated look. To embrace popular '70s color palettes with a refreshed approach, try the dusty denim blue Distance (SW 6243) or even an avocado color like Haven (SW 6437) - perhaps some good contenders for HGTV's Brady Bunch house renovation. Explore more color pairing ideas in the Wanderer palette.

Sherwin-Williams forecasts warmer walls ahead for 2019, naming Cavern Clay (SW 7701) as their Color of the Year. The earthy terracotta color is on the opposite side of the spectrum from last year’s pick: Oceanside (SW 6496), a deep teal. Contemporary, sleek gardening planters complement the color.

Capital Area REALTOR® Statement of Ownership (Required by USPS)

CAPITAL AREA REALTOR ® — Nov/Dec 2018 47

The Last Word from Tom Daley Reflections from Tom Daley as he ends his tenure as 2018 GCAAR President Reflections from Jamie Coley as he ends his tenure as 2017 GCAAR President.

It has been remarkable how quickly my term as 2018 President has gone by. I began in January 2018 with a full agenda and the enthusiasm to make an impact for our members. In conjunction with my Board of Directors, we made a plan and went about making it work! I’m pleased to announce three new initiatives that have been developed and will be implemented in 2019: 1) A new recognition program to showcase

outstanding performance by our REALTOR® members called “GCAAR Top REALTOR®.” 2) A new initiative that will dramatically increase

our Association’s giving and charitable contributions to the community and the less fortunate. Our members have told us that, as REALTORS®, we should increase our efforts in this area to make a greater impact. To that end, we will be revamping the focus of our community service committee, GCAAR Cares. Look for more details at the beginning of the year. This branded effort will be named “REALTORS® Care by Greater Capitol Area Association of REALTORS®.”

3) Last, we will be launching a communication

outreach program via both text and voice mail technology. This will enable GCAAR to communicate more effectively on timely issues, political advocacy, events, and special offers, thus making us more responsive to our members’ needs. This new effort will be launched as “GCAAR In Touch.” In closing, I truly believe that none of these initiatives or accomplishments would have been possible without the relationships established among myself, my executive leadership team, the Board of Directors, the committee Chairs and Vice-Chairs, the GCAAR professional staff, and, most importantly, the 11,000-plus REALTOR® members of GCAAR. I may not know all of our members, but I have been fortunate to meet many this past year and over the last five years through my tenure on the Board of Directors and in leadership. My sincere thanks to all of you! My last word would be to encourage all REALTOR® members to take advantage of getting to know your fellow REALTORS®. The benefit of those relationships to your business will be obvious, but the impact of those long-term friendships and memories will be the best reward!

Again, thank you for the privilege of being your 2018 GCAAR President, and I wish you all continued success in the year to come!

48 CAPITAL AREA REALTOR ® — Nov/Dec 2018

Waterford Crystal and the Times Square Ball


Ball Fun Facts


Southerners eat black-eyed peas on New Year’s Day for good luck




Thought to have been derived from a Jewish New Year (Rosh Hashanah) custom, By the end of the Civil War, the Rosh Hashanah tradition had evolved into a widespread practice in the South, enjoyed by both Jews and gentiles. It’s thought that black-eyed peas further earned their “lucky” status because they were eaten by newly freed people in celebration of the Emancipation Proclamation, which went into effect on January 1, 1863.

MS The World is the largest privately owned residentiaal yacht on earth. It has 165 private residences and is constantly traveling around the world. Source: Wikipedia

The Ball is a geodesic sphere, 12 feet in diameter, and weighs 11,875 pounds. The Ball is covered with a total of 2,688 Waterford Crystal triangles that vary in size, and range in length from 4 3⁄4 inches to 5 3⁄4 inches per side. The 2,688 Waterford Crystal triangles are bolted to 672 LED modules which are attached to the aluminium frame of the Ball. The Ball is illuminated by 32,256 Philips Luxeon Rebel LEDs (light emitting diodes). Source: Photo by Susan Serra, CKD from Long Island, USA

Source:, Extra Crispy, Kate Welsh

DID YOU KNOW? The primary purpose of a Castle’s moat was to prevent attackers from digging tunnels under the walls. Source: Fact: All Things Medieval via Inman, Photo by Kees Streefkerk

From 1949-1952, the White House was completely gutted and rebulit with concrete and steel beams in place of its original wooden joists. Source: Wikipedia via Lighter Side of Real Estate Photo by Abbie Rowe

CAPITAL AREA REALTOR ® — Nov/Dec 2018 49

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CAPITAL AREA REALTOR ® — Sept/Oct 2018 23