Working with Millennials – page 8 From the GCAAR Classroom – page 33 Affiliates: Valued Members of the GCAAR Family – page 36
Official publication of the Greater Capital Area Association of REALTORS®
CAPITAL AREA REALTOR • Sept/Oct 2016 ®
R E ALTOR
Working with Millennials – p. 8
REALTORS® Care – p. 16
RPAC Hall of Fame – p. 21
GCAAR Classroom - p. 33
in every issue
Ask the President
Working with Millennials
Don’t Let This Happen to You
REALTOR ® Fest 2019
GCAAR in the News
REALTORS ® Care
30 Under 30 Winner: Timothy Savoy
Bright MLS Town Hall
New Emeritus Members
NAR Director’s Report
From the GCAAR Classroom: Common Mistakes That Delay Settlement
Welcome New Members!
REALTOR ® Toolbox
The Back Porch
Affiliates: Valued Members of the GCAAR Family Affiliate Directory
CAPITAL AREA REALTOR ® — Summer 2019 3
board of directors
President Koki Adasi
President-Elect Danai Mattison Sky
Secretary Jan Brito
Treasurer Frank Snodgrass
Immediate Past President Tom Daley
Chief Executive Officer Edward Krauze
Avi Adler Harrison Beacher Thom Brockett Lee Goldstein Jody Goren Brandon Green Gwen Henderson
Justin Levitch Andres Serafini Ellie Shorb Christopher Suranna Kirsten Williams
R E A LTOR
Managing Editor Bobette Banks
Advertising Representative Arlene Braithwaite
Design & Layout Carla Conway, Uncommon Design 4 CAPITAL AREA REALTOR ® — Summer 2019
ask the president
What are your thoughts on iBuyers (Open Door, Offerpad, Zillow, Knock, etc.) and how do you think they will affect our industry? I firmly believe that these “market disruptors” as some will call them, are great for our industry. At the end of the day, consumers need options in a free marketplace. Real estate in the United States was valued at over 30 trillion dollars in 2018. It’s a huge pie that offers opportunity for many different types of business models to succeed. I also believe that this increased competition makes us as REALTORS® increase our value proposition and continue to sharpen our skills each day.
You are an avid basketball fan who played the sport in high school and college. How did basketball help shape your career as a REALTOR®? Also, when is the next GCAAR hoops event? The game of basketball has shaped my real estate career in so many ways. For starters (pun intended), I got into real estate from the advice of one of my teammates (Sam Hassan). He was a REALTOR® and had been in the business for years. After beginning my career, I quickly realized that real estate is much like the game of basketball. In order to have success you first need to understand the fundamentals, initiate a plan, and consistently apply them in your work. Basketball is a team sport, and in real estate, whether you work solo or on a team, there are always other individuals involved in the transaction that help assist with getting the deal closed. It’s important to be a great team player and allow others to use their strengths while ultimately helping the client get the win! While we’re on the subject, the next GCAAR charity basketball game is set for Saturday, September 7, at St. Albans. Stay tuned for more details.
R E ALTOR
Capital Area REALTOR® Volume 6, Issue 3, Summer 2019 (USPS 017-467) is published five times a year by the Greater Capital Area Association of REALTORS® (GCAAR), 15201 Diamondback Drive, Suite 100, Rockville, MD 20850-3779. Periodicals postage paid at Gaithersburg, MD and additional mailing offices. 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 20850-3779. 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 email to firstname.lastname@example.org. REALTOR® is a registered collective membership mark that identifies and may be used only by real estate professionals who are members of the National Association of REALTORS® and subscribe to its Code of Ethics. Copyright© 2019 by the Greater Capital Area Association of REALTORS®. All rights reserved.
STAY IN TOUCH
CAPITAL AREA REALTOR ® — Summer 2019 5
don’t let this happen to you! Submitted by Sandy Rosengarden, Executive VP, Century 21 Redwood Realty There’s a Right Way and a Wrong Way… I don’t know about you, but my mom was very big on explaining that there’s a right way to do any given thing… and there’s a wrong way. It may not come as a big surprise to you that invariably the way I was doing something was the wrong way and the way my mom wanted it done was the right way. And, let’s be honest here, she was almost always correct. Her way produced better results and, often, was more efficient, smarter, quicker. Article 12 of NAR’s Code of Ethics states (in part): REALTORS® shall be honest and truthful in their real estate communications and shall present a true picture in their advertising, marketing, and other representations. Interestingly, the Case Interpretations for Article 12 offer three separate examples of superficially similar cases where, in the first instance, the REALTOR® involved was found in violation of Article 12 and in the second instance, the REALTOR® was absolved of violating the Code. Let’s take a look at one of these pairs: Case #12-7 and #12-10, both relating to advertising free comparative market analyses (CMAs). Case #12-7 represents “the wrong way.” REALTOR® Harriet Hardsell advertised “Free Market Analysis with No Obligation” on her website. A property owner, Ima Fended, complained about Harriet’s attempts to list her property. At the hearing, Ima testified that she’d called REALTOR® Hardsell for the no-obligation Market Analysis offered in the ads. But, when they spoke, Hardsell said she’d be glad to do the market analysis, but added, “I presume you understand that when we provide this service, we also expect that if you list your property, it will be with us.” Property owner Ima Fended said that Hardsell did not press the matter further at that point and did provide a market analysis. But then, “practically every day for the next three weeks” Harriet Hard6 CAPITAL AREA REALTOR ® — Summer 2019
sell or one of her representatives called to solicit the listing of her home. On several occasions, during these calls, she had been reminded that Harriet Hardsell had provided a “valuable free service ad we feel that you owe us the listing of the property.” Harriet responded that she HAD provided a free market analysis with no obligation, just as she had advertised, and she couldn’t understand why she was being called before a Hearing Panel. The Hearing Panel noted that it was not a violation to advertise anything as “free.” But, representing the market analysis as “free with no obligation” was not a “true picture” of all the terms governing the offer. The statement that REALTOR® Hardsell “presumed” that Ima Fended would list with Hardsell and the persistent subsequent “reminders” made the representation less that a “true picture.” Harriet Hardsell was found to be in violation of Article 12. But, does that mean that offering free market analyses is in itself a violation? No, not at all. Case 12-10 shows an instance of a similar offer done the right way. REALTOR® Calvin Compliant advertised on his website: “Free Market Analysis with No Obligation.” REALTOR® Stanley Stickler filed a charge against
Compliant claiming that Compliant’s advertisement violated Article 12. At the hearing before the Professional Standards Committee panel, Cal Compliant said he’d placed the ad on his website in good faith. Asked if his offering of the “free market analysis” was contingent on his obtaining a listing or commission, Compliant said no. He pointed out that he charged no fee for the service and provided it just as represented on the website. In the absence of any evidence indicating that the advertising was misleading, the Hearing Panel concluded that no violation had taken place. Sorry, Stanley Stickler, you got it wrong. The crux of the matter with Article 12 compliance is making sure that all of your advertising and marketing presents a TRUE PICTURE. Do that, and you’ll be doing it the RIGHT WAY – and you’ll make your mother proud! Read both cases in full here: https:// www.nar.realtor/code-of-ethics-andarbitration-manual/case-interpretations-related-to-article-12
Don’t Let This Happen to You!
association news Past Presidents’ Luncheon April 25 GCAAR President Koki Adasi hosted an impressive array of past leaders at the Past Presidents’ Luncheon at Seasons 52 on April 25. Koki thanked the leaders for their service to GCAAR with a special shout out to Immediate Past President Tom Daley for the support and guidance he has given him.
Past Presidents’ Luncheon Group First Row, L-R: Jim Kneussl, 2004; Brenda Small, 2007; Shelly Murray, 2010. Second Row, L-R: Dennis Melby, 2008; Joe Himali, 2009; Peg Mancuso, 2016; Bonnie Casper, 2012; Carole Maclure, MCAR 1997, Alana Lasover, 2001; Jan Brito, 2019 GCAAR Secretary; Suzanne Des Marais, 2015; Jamie Coley, 2017; Dale Ross, MCAR 1984; Third Row, L-R: Ed Krauze, GCAAR Chief Executive Officer; Greg Ford, 2014; Michael McGreevy, 2013; Koki Adasi, 2019 GCAAR President; Tom Daley, 2018; Harold Huggins, MCAR 1990; Kate Gordon, GCAAR Chief Operating Officer. CAPITAL AREA REALTOR ® — Summer 2019 7
MILLENNIALS Whether you know them as millennials or Gen Y, they’re
the fastest-growing segment of the population. Born between 1980 and 1998, millennials are the children of the baby boomers—the generation born after World War II, between 1946 and 1964.* If you’re a REALTOR® working with the millennial client base, you’ll need ingenuity, patience, and perseverance. In the Washington, DC, metro area, with its high housing costs, helping millennials find a home they can afford can be a challenge. What strategies should you be using to reach these buyers? For more information about millennials and their buying patterns, see the Economic Outlook on page 34.
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*Source: 2019 Home Buyers and Sellers Generational Report https://www.nar.realtor/research-and-statistics/research-reports/home-buyer-and-seller-generational-trends
Love & Marriage Millennials have been
putting off significant milestones like marriage and children. But that doesn’t mean they want to stay single forever. Median Marriage Age: 30 Source: cmo.com/mind-blowing-stats-about-millennials
CAPITAL AREA REALTOR ® — Summer 2019 9
Rent vs. Buy One of the first things to discuss is whether they should rent or buy. Here in the DC metro area, rents are as high as (and in some cases, higher than) a mortgage, especially in hot areas where many people want to be. Before you invest too much time and effort, it’s good to ask a few key questions: • How long do you plan to stay in the area? • Do you have enough money saved for a down payment plus an emergency fund? Once the decision has been made that they’re ready to buy, they may need to consider areas outside of the hot metropolitan corridors. “In the DC area, you have to be creative. This market is hot, prices are high, and competition is fierce,” says Harrison Beacher of Coalition Properties. “Of course people want to be in the hot areas of the city, but there are still great areas in DC that may be more affordable, like areas in Northeast DC and properties east of the Anacostia River.” In the Maryland suburbs, as in DC, people are looking for properties that are close to public transportation and other amenities. Silver Spring, Wheaton, and Rockville may be a bit more affordable than their counterparts. Across the river in Virginia, prices are already starting to rise due to the impending arrival of Amazon HQ2, but there are still pockets where millennials can find a starter property.
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What Do Millennials Want? Access to public transportation. Millennials aren’t feeling the long commutes that are a trademark of living in the DC metro area. They want to be able to come out of their home and not have to travel far to get to public transportation. That’s why you see more communities being built close to Metro stops. Walkable amenities. They want to live in areas that provide easy access to the things they like to do—hanging out with friends, eating out, and shopping—and, of course, easy access to public transportation. They want a sense of community. “Millennials care about experiences; they want to know how the REALTORS® they work with are going to create these experiences for them, and how well are they connected to the communities they want to live and work in. Also, social entrepreneurship is really big for anyone who is trying to connect with millennials, so at our client outreach events we always incorporate a community service component,” says Beacher. “It lets them see that we are giving back to the communities we are a part of.”
What Do Millennials Need to Do to Get R Work with a REALTOR®. Enough said. REALTORS® are held to a higher standard and follow a strict Code of Ethics. As a REALTOR®, make sure you have the tools and resources to meet the needs of not just millennials, but all clients.
#1 Getrelationships their credit in check. The built It’s important to establish and keep a good credit profile when you’re from truly listening in the homebuying process. Credit counselors can help in this area, but and asharing have and mortgage lender to walk them through having good REALTOR® the process is critical.
become lifelong and
#2 Investigate first-time homebuyer programs. multigenerational.” In DC, there are a number of programs for first-time homebuyers. Many of them include detailed information on what they should do to — WA N DA FA R R A R get ready. (See the call-out box in this article for more information.)
DC Area First-Time Homebuyer Programs The most difficult step for most first-time homebuyers often is saving up enough funds for a down payment. Especially in a housing market like the DC region, where homes can be quite expensive, setting aside the funds to purchase a home can be tough. Not only do homes cost a lot of money, requiring more cash even for a minimal down payment, but rents are also high, making it tougher to save money.
wellness For millennials, wellness is a daily, active pursuit They’re exercising more, eating smarter, and smoking less than previous generations. They’re using apps to track training data, and online information to find the healthiest foods. And this is one space where they’re willing to spend money on compelling brands. Source: monitoringthefuture.org
Ready to Buy? #3 Get a pre-approval letter. Potential homebuyers should get a pre-approval letter before they begin their home search. Most agents will not consider you to be serious about purchasing a home without one. The preapproval letter is a confirmation from a lender that you have the financial means to purchase a home.
Whether they are funded by a nonprofit organization, state housing finance agency, or a financial institution with special first-mortgage products, here are some programs that prospective buyers may not know about. Home Purchase Assistance Program (HPAP) Administered by the DC Department of Housing and Community Development, this program provides financing assistance of up to $50,000 and closing cost assistance of $4,000 for first-time buyers in DC. For more information, visit: https://dhcd.dc.gov/service/home-purchase-assistance-program-hpap DC Open Doors This program is open to all applicants who don’t currently own a home, are buying a home in DC, and have an individual borrower income of no more than $140,640. In addition, buyers must have a credit score of 680 or higher for loans with a 5% down payment. For more information, visit: http://www.dchfa.org/homeownership/available-programs/dc-opendoors/ Mortgage Credit Certificate This program allows eligible first-time buyers to use 20 percent of the mortgage interest they paid as a credit against the balance they owe on their income taxes. Here’s how it works: say a homebuyer owes $5,000 in income taxes and paid $10,000 in mortgage interest. He or she would be able to claim a credit of $2,000 and pay just $3,000 in taxes. The maximum household income to qualify for the tax credit is $164,080 for a household with three or more people. For more information, visit: http://www.dchfa.org/homeownership/available-programs/mcc/ CAPITAL AREA REALTOR ® — Summer 2019 11
We spoke with millennial and GCAAR member Jack Shorb from Compass, who shared his thoughts on ways to attract millennial clients. Don’t be intimidated. You don’t have to completely alter your strategy and style when working with millennial clients. A slightly different perspective and updated tools will appeal not just to millennials but to the majority of modern buyers. Get back to them quickly. Millennials expect you to respond quickly. If you don’t have time to answer their question quickly, acknowledge that you received their message and let them know when you’ll get back to them. Add value. If you meet an unrepresented millennial buyer at an open house, they most likely already created an online automated search for properties. Therefore, offering just to set up a search for them often will not win their business—you need to explain what other value you can offer them. The good news is millennials often look at many homes online before even attending an open house. As a result, they have a strong sense of what they like and don’t like, which can save you a lot of time when they’re your client. Have a strong digital presence. Millennials are going to “Google” an agent’s name before they hire them. They will look at the agent’s reviews, social media, and website. Make sure your digital presence is strong. Provide robust and valuable content so when people Google your name, they see that you are knowledgeable, and they can begin to trust you before you even meet. Have a high-end listing package. Millennial buyers do a lot of their searching online, so having high-quality photography can make a home stand out. You need to capture them with that first image so they’ll continue looking. If it doesn’t make a fantastic impression online, it will severely hurt the chances of them wanting to see it in person.
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How Should You Communicate to Millennials?1 1. Keep it simple and short: Modern day is call-
ing for efficiency and expediency. Just as we like to grab our meal-on-the-go power bars for a quick bite, we also like our communication to follow suit. Get to the point. There is no need for the next Gettysburg Address when communicating with this buyer. 2. Converse at their level: You’re definitely the
expert here—let’s not forget that. However, millennials like conversing with people as if they were their friends, even in the context of doing business. You can quickly tune out and lose the interest of a potential millennial buyer by bombarding them with over-the-top industry lingo. 3. Show them what you mean; don’t always tell: 98 percent of 18-to-34-year-olds watch video
content on their smartphone on a daily basis. This is a fact. So when this generation is looking to purchase their largest investment, where do you think they are going to go in order to gather critical information? By now, you know how important video is in selling homes. Utilizing and texting links to show off your prowess is one the best tools you can use in communication with millennials. 4. Have fun: Millennials want to be heard. They
want to be catered to. Communicate in a fun and engaging way that really helps get to know your millennial buyer. Make your buyer feel like they are the only person on the planet. Get to know their interests and hobbies. Use this information to build a custom experience around them. Source: 4 Ways to Communicate to Millennials. Agentology.com. April 2018. 1
RE SOURC E S DC Department of Housing and Community Development https://dhcd.dc.gov/
DC Housing Finance Agency
Maryland First-Time Homebuyer Programs
Maryland Department of Housing/Community Development https://dhcd.maryland.gov/pages/default.aspx
Maryland SmartBuy 2.0
Maryland Mortgage Program
This program works by simultaneously paying off college debt while purchasing a home through the Maryland Mortgage Program. A qualifying homebuyer can purchase a home through the Maryland Mortgage Program and use up to 15% of the value of the home (up to $40,000) to pay off their student debt while still counting toward their new home. To qualify for Maryland SmartBuy 2.0, homebuyers must have an existing student debt with a minimum balance of $1,000.
This program provides a 30-year, fixed-rate deferred payment loan at 0% interest to cover down payment and closing costs up to 5% of the purchase price. It helps to think of it almost like a grant—you’ll repay it only when you sell or refinance your home.
For more information, visit: https://mmp.maryland.gov/Pages/SmartBuy/default.aspx
At least one of the buyers must be a “first-time” homebuyer—someone who hasn’t owned a home in the previous three years. For more information, visit: https://mmp.maryland.gov/Pages/default.aspx Sources: OneStreetOne, DC Office of Housing and Community Development, Maryland Department of Housing and Community Development, DC Housing Finance Agency.
GCAAR in the news In DC, Find a Home You Can ShhOUT About!
Washington Blade June 7, 2019 GCAAR’s housing stats referenced In the District, Rowhomes Are Selling for More Than Single-Family Detached
Washington Business Journal May 30, 2019 February 2019 housing stats referenced Housing Prices Up in Montgomery County by 4.3%
County Committee Recommends Maintaining $692 Property Tax Credit
Bethesda Magazine May 2, 2019 March 2019 housing stats referenced The Right Listing Price Can Be the Difference Between a Quick Home Sale and a Long Slog
The Washington Post April 23, 2019 2019 GCAAR President Koki Adasi quoted
WDVM Channel 25 May 22, 2019 2019 GCAAR President Koki Adasi interviewed Montgomery County Home Prices Up 4.3%
WTOP Radio May 17, 2019 April 2019 housing stats referenced
CAPITAL AREA REALTOR ®® — Summer 2019 13 CAPITAL AREA REALTOR — Summer 2019 11
Monday, July 8 It’s the best one day of real estate education in the region You can’t afford to miss the best one day of real estate education in the region— REALTOR® Fest, GCAAR’s Annual Conference and Trade Show, on Monday, July 8. We’re back at the Bethesda North Marriott with great pricing and the high-quality education and exhibits that you have come to expect at REALTOR® Fest. Enjoy an incredible summer Monday taking informative classes, exploring our expansive trade show, networking with colleagues, and much more to help you get ahead.
Bethesda North Marriott Hotel and Conference Center The hotel is conveniently located within walking distance of the White Flint Metro Station on the Red Line and has ample parking on several levels of the parking garage.
TOP 10 REASONS To Attend REALTOR® Fest 2019
10 Free first come, firstserved parking!
5 Hear from experienced instructors on industryrelated topics.
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9 Win great door prizes.
4 Stock up on free giveaways from over 100 exhibitors.
Walk-in registration will be available.
8 Enjoy a great lunch and snacks throughout the day.
3 Meet, connect, and network with over 900 of your peers.
7 Take advantage of professional development workshops to help you advance your career.
2 DC licensees: get the required CE classes you need to renew your licenses this year. MD and VA licensees – we’ve got the classes you need too!
6 Bid on great items and help a good cause at the 10th Annual GCAAR Cares Silent Auction.
1 Do you still need to renew your CE credits? Choose from over 35 CE classes and earn up to 13.5 hours for $30! More than $20 in savings!
“Being a sponsor for REALTOR® Fest has proven valuable for us at Super year after year. It has given us the opportunity to participate in engaging events, build meaningful connections,
Dilyana Mazur Super
and forge invaluable local partnerships with other companies in the real estate industry.”
Editor’s Note: In the spring issue of the magazine three names were printed incorrectly in the Recognition Awards article on pages 19 and 20 (Individual Award Winners). Those names should have been listed as: Maura Fitzgerald Greg Ford Lina Cirales-McAuliffe Our sincere apologies for any confusion this may have caused. CAPITAL AREA REALTOR ® — Summer 2019 15
REALTORS® Care Rebuilding Together® Beautifies a Montgomery County Residence It was a sunny but windy day on April 27 as over 70 volunteer participants came out to Boyds, MD to lend a helping hand for Rebuilding Together . Each year, GCAAR sponsors a home in ® need of critical repairs and renovations through the nonprofit organization Rebuilding Together . This year’s home was in ® Montgomery County. Many thanks to our House Captain Sam Medvene, and the entire REALTORS® Care Committee and staff who coordinate this project every year. Special thanks also goes to our skilled laborers and food sponsors: Tidewater Mortgage Services, McEnearney Associates, and the Donna Kerr Group. Finally, many thanks to our volunteers and sponsors for your support. We couldn’t do it without you!
Special thanks to the following: Captain: Sam Medvene Home and Family Ambassador: Samantha Damato Project Support: Steven Berson Safety Captain: Bea Le Volunteer Coordinator: JD Teitelman Skilled Laborers: Hank May Sid Hameed Food Sponsors: Breakfast: Max Sandler, Tidewater Mortgage Services Snack: Steven Berson, McEnearney Associates Lunch: Bea Le, Donna Kerr Group
For additional highlights and to see more photos, go to page 23
Nayeli Guerra Is Maryland REALTORS® Fair Housing Winner Congratulations to Nayeli Guerra from Argyle Middle School, GCAAR’s winner of the Maryland REALTORS®’ annual Fair Housing Poster Contest. 2019 Maryland REALTORS® President Merry Tobin, along with special guest Lt. Governor Boyd Rutherford, announced the winners during a recognition ceremony on April 23 at the Annapolis State House. As part of the contest, students were asked to illustrate the theme “One America—Housing for All.” The contest allows schoolchildren to express their ideas creatively, while fostering the principles of equal opportunity in housing. Maryland REALTORS® will distribute Nayeli’s poster and the eight other winning posters statewide in this year’s brochure, which replaced the calendar format last year. Congratulations, Nayeli! 16 CAPITAL AREA REALTOR ® — Summer 2019
L-R: (1) Nayeli with REALTORS® Care member Bea Le. (2) Lt. Governor Boyd Rutherford and 2019 Maryland REALTORS® President Merry Tobin with Nayeli. (3) Nayeli with fellow contest winners.
association news Bright MLS Town Hall May 1
Staying on top of members’ concerns since the rollout of Bright MLS last October, GCAAR hosted a town hall event on May 1 at the Rockville office. Members had the opportunity to hear directly from Bright leadership, which included: Brian Donnellan, Interim Chief Executive Officer; Frank Major, Chief Technology Officer; Jody Donaldson, Senior Regional L-R: Jody Donaldson, Vernon Jones, Chris Finnegan, Brian Vice President; Vernon Jones, Regional Vice President; Chris Donnellan, Koki Adasi, 2019 GCAAR President; Frank Major, Danai Mattison Sky, 2019 GCAAR President-Elect; and Adam Iobst. Finnegan, Vice President of Marketing and Communications; and Adam Iobst, Customer Service Coach. Bright answered questions about customer service, system performance, upcoming enhancements, and much more. GCAAR is committed to working closely with the Bright leadership to ensure issues are addressed in as timely a manner as possible.
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:
CELEBRATING 40 YEARS
Harriette Adler Kristin Gerlach Brian Logan Jerome Loux
CAPITAL AREA REALTOR ® — Summer 2019 17
MEET GCAAR’S 2019 30 UNDER 30 WINNER
Timothy Savoy Each May, REALTOR® Magazine features 30 rising young stars in the real estate industry, and hundreds of real estate practitioners apply to be one of the honorees. GCAAR is proud to announce one of its own, Timothy Savoy, as part of the 30 Under 30 Class of 2019. Capital Area REALTOR® (CAR): Congrats again on being named to REALTOR® Magazine’s 30 Under 30 Class for 2019. What made you decide to throw your hat in the ring? Tim: One of my biggest career goals when I first got my real estate license in 2014 was to apply for NAR’s 30 Under 30 award. As a first-generation salesperson, I knew that building a brand and a business was going to be tough, and the recognition that comes with being a member of 30 Under 30 was definitely a way for me to stand out. I was actually named to Coldwell Banker’s 30 Under 30 twice before applying for NAR’s award, but when it came to the prestigious NAR recognition, I have to be honest: I was nervous and a little scared to apply. Maybe that’s why I waited until I was 29 to put my name in! But, looking back, I wish I had applied sooner. Even if I hadn’t been selected, the 30 Under 30 application process allows an agent to explore their business in ways I had not yet done. I think that any young REALTOR® who is interested in growing their business and celebrating their successes should set their sights on becoming one of NAR’s 30 Under 30. While the process is certainly competitive and quite lengthy, it also gave me a lot of opportunity for reflection. It was almost a form of business planning, as I looked back on my early days of success and thought ahead to my future goals. 18 CAPITAL AREA REALTOR ® — Summer 2019
CAR: Real estate is a hot commodity here in DC, and although many people are real estate agents, not everyone chooses to become a REALTOR®. Why do think being a REALTOR® is important? Tim: Being a REALTOR® is certainly a “must-do” in the Washington, DC market! It brings so many advantages and benefits, from networking between agents, to access to the unified MLS system across many markets. There are also a lot of particular benefits for young agents, like continuing education, membership in YPN, and the opportunity to learn best practices from the larger REALTOR® network, not just from colleagues in your specific home office. CAR: On a related note, do you think it’s important to actively participate in your member associations (GCAAR, DCAR, Maryland REALTORS®)? If so, why? Tim: For agents who would like to innovate and create a specific brand, it is incredibly important to be involved with their local REALTOR® association. I know that GCAAR has been instrumental for me since I first received my real estate license. My membership gave me the opportunity to be mentored by experienced agents and helped me understand the market and the career field. CAR: With many millennials facing financial challenges due to things like student loan debt and lack of affordable housing in hot markets like DC, what advice would you give to your counterparts looking to purchase their first home? Tim: For a first-time buyer, the more you know, the better. You are correct that millennials do face certain challenges that previous generations did not. Student loan debt and higher costs of living are two significant barriers to entry into the real estate market, and I see their impacts every day. To help overcome these challenges, I advise any customer (whether a formal client or a buyer in passing) to be prepared well in advance and to arm themselves with information. Planning is key to any successful purchase, especially a first-time purchase. For most buyers who are locked into leases, I normally tell them to start planning a full year before they want to move into a new home. I also align myself with the best in the business when it comes to loan officers and other buyer resources, and I would advise first-time homebuyers to do the same. I look at each transaction as a team effort. The buyer, the agent, and the lender each plays a valuable role, and every member of that team needs to be professional, knowledgeable, and motivated to cross the finish line.
See the full list at: https://magazine.realtor/daily-news/2019/03/25/meet-the-30-under-30-class-of-2019
BRIGHT Mid-Year Update Summer’s here, but we know you’re not in vacation mode. You’re on the job—and we are, too. You rely on the Bright system 24 hours a day, 7 days a week, and our team remains committed to providing every individual subscriber with the best possible performance and service to help drive your business forward. Over the last few months, we’ve been focused on the following areas: • Offering a more standardized set of neighborhood/subdivision information • Providing updated public records with the feature information • Adding new PDF and HTML report options • Ensuring consistent calculations of Days on Market (DOM) and Cumulative Days on Market (CDOM) in all listings • Offering more specific statuses and field options for residential lease listings In addition, we have also made a number of important updates to the services we provide through the Support Center and other channels. We’re working to ensure your questions are answered and your feedback is tracked and shared with the appropriate teams. • We launched Bright Knowledgebase at https://support.brightmls.com/s/, a brand new customer support site. Using your feedback and frequently asked questions, we’ve built an easy-to-navigate support site where you can search questions, watch tutorials, find troubleshooting tips, and get step-by-step training on every aspect of Bright’s system. • We’ve expanded our on-demand video training library, now available on our YouTube channel at www.youtube.com/BrightMLS. Get step-by-step instructions on everything from the latest search improvements to conducting a basic listing search. • We’ve reduced support wait times. Sometimes you just need to pick up the phone and get an answer to your question. On an average day, 90 percent of calls to our Support Center are answered within 60 seconds. • We’re now channeling all feedback and suggestions to our technical teams via one unified source. We’ve made it easier to quantify and evaluate suggestions that are made on the phone, social media, and in offices, and technical teams are now able to view all of those suggestions in one place.
It’s been a busy year so far, and we expect the second half of the year to be just as busy. In every change we make and new feature we add, we are 100 percent committed to you and your clients to make their buying and selling experiences as successful as possible.
Have feedback to share? Send a message to email@example.com
CAPITAL AREA REALTOR ® — Summer 2019 19
Realtor Party ®
Thank You to Our 2019 Major and Large RPAC Investors
Platinum “R” GCAAR Dale Ross Golden “R” Bonnie Casper Ed Krauze Carole Maclure Frank Pietranton, Jr. Bonnie Roberts-Burke Christopher Suranna Holly Worthington Crystal “R” Jamie Coley Fred Kendrick Mike Moran Paragon Title & Escrow Sterling “R”
Koki Adasi Avi Adler Wendy Banner Stacey Barton Fred Bates Harrison Beacher Jan Brito
Sterling “R” Charles Burger Carol Calomiris Catherine Czuba Tom Daley Lynette Flavin David Getson Scott Goldberg Brandon Green Harold Huggins Keith James Franklin Jamison Colin Johnson Angela Jones Justin Levitch Kymber Lovett-Menkiti Peg Mancuso Dale Mattison Shelly Murray Marjorie Rosner Andres Serafini Dianah Shaw Jason Sherman Ellie Shorb Danai Mattison Sky Brenda Small Natalee Snider Frank Snodgrass Marty Stanton Kirsten Williams Edward Wood
Capital Club ($250-$999) Sunita Bali Elizabeth Blakeslee Zachary Bodine Russell Brazil Thom Brockett Jamica Browne Nathan Carnes Eunice Chu
Lindsay Clark Lori Connor Chris Darby Lauren Davis Joe Detrick Anthony DeVol Greg Ford Michael Fowler Jeffrey Ganz Lee Goldstein Katherine Gordon Todd Greenbaum Jacqueline Grenning Gwen Henderson Nancy Itteilag Robert Jenets Billy Kinberg Melissa Lango Cheryl Leahy Linda Lizzio Peter Locker
KT Maclure Hank May Thomas Muldoon Barbara Nalls John Nalls Katalin Peter John Peters Jean Poitevien John Pruski CJ Radar Michael Rankin Matthew Rogers Christopher Saabye Joseph Sabelhaus Dana Scanlon Daniel Schuler Jill Schwartz P. Joy Siegel Colleen Cogan Smith Anslie Stokes JD Teitelman Juan Umanzor, Jr. JohnYoung As of June 6, 2019
Why I Invest in RPAC−Daniel Schuler 2019 Chair, GCAAR YPN Committee “RPAC is the single most direct line we as REALTORS® have to protecting the consumers we work with and the industry we love. Start investing your time and money early in your career. It’s a lifelong investment in your business interests.”
Make the investment today! Invest online at: www.gcaar.com 20 CAPITAL AREA REALTOR ® — Summer 2019
GCAAR Members Inducted Into RPAC Hall of Fame Congratulations to our GCAAR members and staff who were recognized for their lifetime investments to the REALTORS® Political Action Committee (RPAC) at the NAR Legislative Meetings & Trade Expo on May 15. GCAAR member Dale Ross was recognized at the RPAC Hall of Fame $100,000 level. Holly Worthington and GCAAR CEO Ed Krauze also were inducted, recognizing their $25,000 investments.
Realtor Party ®
RPAC Hall of Fame Ceremony Highlights
GCAAR member Dale Ross (left) with fellow Hall of Fame awardee and Chief Executive Officer, Ed Krauze. Second photo: Dale Ross (100K investor) with 2019 NAR President John Smaby.
RPAC “Yappy Hour” Event April 25
GCAAR members and their canine companions enjoyed an evening on the patio at Denizens Brewery Company in Silver Spring on April 25.
CAPITAL AREA REALTOR ® — Summer 2019 21
GCAAR happenings GCAAR YPN Does It Big During NAR Legislative Meetings
GCAAR’s YPN set a high bar during NAR’s Legislative Meetings week with the party after the party at Penn Social on Tuesday, May 14. The event, held after NAR’s annual YPN networking social, was the perfect end to a packed, fun-filled evening!
Then, on the following day, YPN kept the festive atmosphere going at the boat ride co-sponsored by the Northern Virginia Association of REALTORS® (NVAR) on Wednesday, May 15. Attendees took advantage of a breezy, sun-filled evening cruising along the Potomac with colleagues and friends, both old and new.
22 CAPITAL AREA REALTOR ® — Summer 2019
Rebuilding Together® Highlights
CAPITAL AREA REALTOR ® — Summer 2019 23
public policy Montgomery County and Maryland GCAAR Teams Up With Councilmember Craig Rice and Montgomery County Fire and Rescue Service to Promote Carbon Monoxide Safety After a series of tragic carbon monoxide-related incidents in Montgomery County, Councilmember Craig Rice (D-District 2) reached out to GCAAR to safeguard County residents from carbon monoxide exposure. Councilmember Rice introduced the Fire Safety—Carbon Monoxide Alarm Bill, drafted by GCAAR. The law, which goes into effect July 1, 2019, requires owners of all single, two-unit, and townhouse residences that have fuel-burning appliances, a fireplace, or an attached garage to install and maintain carbon monoxide (CO) alarms. State law has required CO alarms in newly constructed homes since 2008. With the help of NAR, GCAAR has launched a campaign to educate consumers and homeowners about the new law. In a recent Council press release, Councilmember Rice applauded GCAAR’s efforts to inform County residents of the importance of having carbon monoxide alarms in our
Installation of a smoke and fire alarm with carbon monoxide sensor capability.
homes. Montgomery County Fire Chief Scott Goldstein added that he is “excited to team up with GCAAR and Councilmember Rice to educate homeowners in Montgomery County and, ultimately, to save lives.” Forms Update GCAAR has also amended its current forms to ensure they accurately reflect the new requirements.
Carbon monoxide detector 24 CAPITAL AREA REALTOR — Summer 2019 ®
public policy District of Columbia REALTORS® Support Landmark Financial Literacy Bill The District of Columbia Association of REALTORS® (DCAR) publicly supported At-Large Councilmember Robert White’s financial literacy bill upon its introduction in April. Bill 23-0244, the Financial Literacy Education in Schools Amendment Act of 2019, would create financial literacy courses for 11th and 12th graders in DC Public Schools. The courses would teach students about basic personal finance, such as credit, saving, investing, and budgeting. DCAR supports this bill, which would help educate future generations on crucial life skills.
DC Property Taxes – Is a Shift Coming?
the previous proposal, would still increase annual homeowner fees for many DC residents. This is a matter our Government Affairs team will be working on over the summer and we will continue to advocate for homeowners in the District of Columbia
Real Estate Guaranty Fund Replenished
The DC Council briefly considered adding an emergency amendment to the 2020 budget that would have increased annual fees on homes valued at $1 million or more.
The Real Estate Guaranty Fund is a consumer protection tool that provides financial compensation to consumers who have been wronged in a real estate transaction. Though the source of the monies in the Fund is DC real estate licensing fees, the money in the fund has at times been taken by the DC government during budget season and used for other purposes.
A tremendous response to a joint GCAAR and DCAR Call For Action persuaded the Council to drop the proposed amendment. Instead, Councilmember David Grosso (I-At-Large) has introduced a bill that, while less restrictive than
Thanks to a substantial response to a DCAR Call For Action on this issue, the DC Council replenished the Fund with $600,000 for 2020. As a result, DC real estate licensees are saved from potentially massive fee increases.
CAPITAL AREA REALTOR ® — Summer 2019 25
COMMISSIONS FOR ALL REALTORS®
$495 TRANSACTION FEE — $3,960 ANNUAL CAP
NO MONTHLY FEES FOR ALL REALTORS®
You qualify to be a member of THE CARDINAL CLUB. Your production counts, whether it is before or after joining Samson properties.
WHAT ARE THE BENEFITS? In THE CARDINAL CLUB—
You receive 100% commission and pay no fees to Samson Properties. Team leaders never pay any fees for team members. You never pay a dime of your commission ever again. We hope to show you enough good will that you consider using our in-house title company.
HOW LONG IS MEMBERSHIP? Once you qualify, you’re a cardinal club member for life!
WELCOMES BRUCE STERN
Managing Attorney—Maryland Bruce has been a practicing attorney for 28 years. He is a graduate of the University of California, Los Angeles and Boston University School of Law. For the last 17 years, he has been the owner of a real estate settlement company based in Montgomery County. He personally has conducted nearly 7,000 real estate closings in Maryland, DC, and Virginia and he has extensive experience in the real estate industry. He is excited to join the Cardinal Title team and looks forward to working with all of you and handling your Maryland closings!
JOIN OUR BETHESDA FAMILY OF REALTORS® Maryland real estate is expanding—and so are we!
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28 CAPITAL AREA REALTOR ® — Summer 2019
NAR Director’s Report Jan Brito 2019 Secretary
REALTORS® Legislative Meetings & Trade Expo Highlights May 13–18
New Consumer Advertising Campaign:
President Trump Speaks to Attendees President Donald J. Trump addressed the National Association of REALTORS® (NAR) leadership and members on Friday, May 17, at the REALTORS® Legislative Meetings & Trade Expo held May 13–18 in Washington, DC.
Since its launch a little more than 60 days ago, the new consumer advertising campaign “That’s Who We R” has been racking up some impressive stats:
50th Anniversary of RPAC The year 2019 marks the 50th anniversary of the REALTORS® Political Action Party (RPAC). The REALTOR® Party works hand in hand with RPAC; however, RPAC is a voluntary program and provides the “hard” dollars NAR uses to make direct contributions to national, state, and local candidates. See GCAAR’s RPAC Hall of Fame awardees on page 20.
That’s Who We R
• 69,900 visits to ThatsWhoWeR.realtor • 676.8 million total impressions • 47.5 million social media engagements • 86 percent of members favor NAR’s ad program and said they would like to see more NAR advertising in the future
NAR CEO Not Worried About Zillow NAR CEO Bob Goldberg spoke to the Association executives on Wednesday, May 15, saying he is not worried about Zillow and its iBuyer program. He is more concerned about the mom-and-pop shops and small companies entering the market. That concern is why NAR has invested in more than 80 companies through its for-profit subsidiary and venture capital arm, Second Century Ventures. Goldberg also touted the success of NAR’s first Innovation, Opportunity, and Investment (iOi) Summit. The next iOi Summit will be August 21 in Seattle. Lone Wolf Purchases zipLogix™ Lone Wolf Technologies, a leader in residential real estate software, has acquired zipLogix™, a leading provider of transaction management, electronic forms, and eSignature solutions for the real estate industry. NAR believes that the combination of these two firms, Lone Wolf and zipLogix™, will accelerate the development of next-generation transaction management products. The acquisition also will improve the technological capabilities and resources of REALTORS®, helping brokers and agents be more efficient and productive. NAR’s agreement with zipLogix™ to provide its software products free to NAR members will remain until its expiration at the end of 2020. When the agreement expires, NAR will have the option to renegotiate it or seek other software options that serve members’ needs.
The board of directors approved a threeyear extension of the $35 per member annual special assessment to fund NAR’s national ad campaign. The extension will continue the campaign through 2022. The board also approved the 2020 NAR budget with no dues increase.
That’s WhoWe R digital ad
NAR.REALTOR CAPITAL AREA REALTOR ® — Summer 2019 29
By Chris Darby, Tom Muldoon, and John Nalls of Counselors Title, LLC, and Pardo & Drazin, LLC, General Counsel
QUESTION: I am representing the Seller in a contract
wherein the Buyer has defaulted and agreed to forfeit the Earnest Money Deposit to the Seller. Is my brokerage entitled to any share of that Deposit, and is this addressed in the contract?
ANSWER: Yes. The Broker would be entitled to one-half of the Deposit or the amount of the commission agreed upon, whichever is less. Paragraph 25 (“DEFAULT”) of the GCAAR Sales Contract (GCAAR Form # 1301) specifically provides that: “If the Deposit is forfeited, or if there is an award of damages by a court or a compromise agreement between Seller and Buyer, Broker may accept and Seller agrees to pay Broker one-half of the Deposit in lieu of the Broker’s Fee, (provided Broker’s share of any forfeited Deposit will not exceed the amount due under the Listing Agreement).”
QUESTION: I am a member of GCAAR and a licensed
real estate broker in DC and Maryland. Could you please tell me the record retention requirements in DC and Maryland for brokers and real estate agents. How long must I keep records for the REALTOR® transactions of my brokerage company?
30 CAPITAL AREA REALTOR ® — Summer 2019
ANSWER: Both the State of Maryland and the District of Columbia have laws regarding how long real estate documents must be maintained and for what period of time they must be kept. Please review the following information to make sure that you have the proper retention policies in place on all real estate transactions throughout your offices.
Maryland Law Section 17-507 of Maryland Business Occupations and Professions Article outlines the requirement for real estate documents:
1) QUESTION: Where must a real estate broker maintain records of trust money? A: Each real estate broker shall
maintain all records of trust money in a secured area within the office of the broker.
2) QUESTION: What is a real estate licensee responsible for keeping copies of? A: Each licensee shall keep copies of
the following items: a) listings; AND b) any other document executed or obtained by the licensee in connection with a transaction involving the provision of real estate brokerage services, including any electronic signature contained on a document.
3) QUESTION: How long shall the real estate transaction records be held? Five years starting on the date of the closing of a real estate transaction, or, if the transaction is not closed, five years after the date of the listing.
4) QUESTION: How long shall property management service records be kept? A: Five years after the termination of the management agreement.
5) QUESTION: Is a licensee allowed to keep records and store them in an electronic method? A: Yes if,
a) the stored record cannot be erased or edited; b) the stored record is made or preserved as part of, and in the regular course of, the licensee’s business; c) the original record from which the stored record was copied was made or prepared by the licensee or the licensee’s employees at or near the time of the activity described in the record; d) the custodian of the record is able to identify the stored record, the mode of its preparation, and the mode of storage; and e) the electronic storage system contains a reliable indexing system that provides: i. convenient access to the document or record; ii. appropriate quality control of the storage process; and iii. chronological arrangement of stored documents or records.
6) QUESTION: Is the Maryland Real Estate Commission allowed to inspect a licensee’s records? A: Yes. On rea-
sonable notice from the Commission, a licensee shall allow a representative of the Commission to enter the licensee’s place of business during business hours to inspect a record required to be kept. And the licensee shall provide, at the licensee’s expense, a paper copy of any document or record requested by the Commission. A licensee shall display to the Commission on demand all records, books, and accounts of any money held in trust.
District of Columbia Law The District of Columbia Code outlines the requirement of real estate documents:
1) QUESTION: Must a real estate broker keep an escrow
or trustee accounting of funds deposited relating to a real estate transaction? A: Yes. Per DC Code Section 42-1704, brokers must keep an escrow or trustee accounting of all funds that are deposited with him or her relating to real estate and business transactions. 2) QUESTION: How long must real estate transaction records be maintained? A: Three years.
3) QUESTION: What information must the maintained real estate records contain? A: The records must show to whom
the money belongs, the date of deposit, the date of withdrawal, to whom paid, and other pertinent information as the Board may require by regulation.
4) QUESTION: Is the DC Real Estate Board allowed to inspect a Broker’s records? A: Yes if, The records must be made available to the Board on demand or upon written notice given to the depository.
QUESTION: How long does a Buyer have to respond to the Seller’s counteroffer? Is that in business or calendar days?
ANSWER: There is no specific timeframe to respond to a counteroffer on terms to an offer/contract. At that point there is no contract in place to dictate a specific timeframe to respond. The counteroffer is still pending until accepted, rejected, or rescinded or another counteroffer is made.
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.
CAPITAL AREA REALTOR ® — Summer 2019 31
COACHES’ CORNER Working with Millennials Unless you’ve been living under a rock, you’ve heard lots of talk about millennials. According to countless articles, millennials are lazy and demanding, and they want instant gratification. Therefore, the entire generation has been labeled “difficult to work with.” I beg to differ. As real estate agents, we work with all types of people. Young, old, rich, not so rich, demanding, passive, annoying, pleasant, selfish, caring, and downright mean— you never know what you’re going to get. So why is it that millennials in particular get such a bad reputation? Why do we have to change the way we work to relate to this segment of the homebuying population? The answer is, we don’t. We should treat millennials the same way we treat everyone else. For better or for worse, the Internet has changed how we work with all of our clients. Thanks to the Internet and HGTV, buyers come to us more informed than ever. However, our job as agents continues to be one of education. What prospective buyers read online is general information, but we know that real estate is hyperlocal. What real estate agents provide is market information. We explain current market conditions and how they will impact the buyer. Depending on the market, we tell them what they can expect in terms of multiple offers, pre-inspections, and the negotiating process. This education process doesn’t change based on the client’s age. As far as instant gratification goes, it is certainly true that the way we communicate with clients has changed, as have our expectations of what it means to be responsive. Gone are the days of the “While You Were Out” pink slip or the rolled-up fax paper in your mailbox. Today, the pace of communications is much quicker. So, when we first meet with a prospective client, we ask, “What is the best way to stay in touch with you?” Some will prefer email or text, while others may prefer a phone call. It’s all about the client. Let clients know how frequently you will be communicating with them. You don’t want them to think they have fallen off your radar 32 CAPITAL AREA REALTOR ® — Summer 2019
Managing expectations is key with all of your clients, regardless of their age. if you only contact them once a week. Managing expectations is key with all of your clients, regardless of their age. The buyers we work with all require something a little different. Some require more hand-holding than others. Others think they know it all. Our job is to gently explain to them how the process works in the real world. How we work with our clients is not a “one size fits all” type of situation. No two buyers are alike. We make adjustments in how we communicate to meet them where they are or to move the process forward. We may have to change how we market to millennials, but once we have them as a client, millennials are no different than any other homebuyer. CANDY MILES-CROCKER “The Real-Life
REALTOR®,“ coaches, mentors, and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations, and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience. Candy’s unique training methods have shown agents what it takes to be successful! Inman News selected Candy as one of the Top 25 Real Estate Coaches in 2016. Learn more at www.RLRETraining.com.
from the GCAAR classroom
the work has been completed, obtain receipts before settlement, and do not wait until the last minute to conduct the final walk-through inspection. As a listing agent, recommend reliable licensed contractors to your clients; follow up to be sure that your clients have completed the required work; provide copies of receipts to the selling agent and retain copies for your records; and verify that utilities will be kept on through the settlement date.
By Andrew C. DiPaola, Esq.
Common Mistakes That Delay Settlement Have you ever had a settlement delayed?
Could it have settled on time if the proper processes had been followed and expectations had been set from the beginning? According to the National Association of REALTORS® (NAR) REALTOR® Confidence Index, which collects data from real estate agents nationwide, 76 percent of contracts settled on time, 18 percent reported having a delayed settlement, and percent of contracts were terminated during the period from January 2019 through March 2019. Among the 18 percent of settlements that were delayed, 31 percent reported issues related to financing, 15 percent had appraisal-related issues (delays due to a shortage of appraisers, valuations that are not in line with market conditions, and out-of-town appraisers who were not familiar with local market conditions), 15 percent had home inspection issues, and 14 percent had title issues. Other specific issues that led to settlement delays included unresolved contingencies, problems related to distressed sales, and homeowner’s and flood insurance issues.
How can you, as a REALTOR®, lower these statistics and help
more of your clients close on time? It begins with managing your clients’ expectations. Failing to manage those expectations is one of the biggest mistakes an agent can make. It is important that you read and understand the contract and encourage your clients to do so in order to properly understand their rights and obligations under the contract prior to execution. You should set realistic deadlines when writing offers and let your clients know the consequences for failing to meet deadlines. Explaining the contract and closing process to your clients beforehand is essential so that there are no surprises along the way. In addition, you should encourage your clients to have a contingency plan in the event their settlement is delayed. Beyond managing your clients’ expectations, what are some tips for preventing the most common mistakes that delay settlement?
I. Financing Issues
Financing issues are the single most common reason that settlements are delayed. Financing delays could result from a low appraisal, a borrower’s failure to provide the requested
documentation, issues with a borrower’s credit, or myriad other reasons. Often financing issues are beyond the agent’s control, but there are steps that you can take to help prevent these delays or at least mitigate their impact. As a selling agent, encourage your clients to get prequalified or preapproved and to respond to lender requests in a timely fashion. It is also important to confirm with the lender that the appraisal has been ordered in a timely manner and that they have what they need from the clients. As a listing agent, follow up with the selling agent regarding the status of the loan and ensure that the appraiser has access to the property.
II. Home Inspection Repairs/Walk-Through Issues
Uncompleted home inspection items and last-minute issue discovered during the walkthrough often delay settlement. Often these delays could have been avoided had the parties communicated more effectively. As a selling agent, be sure that the home inspection repair requests are clear and unambiguous, follow up with the listing agent to be sure that
III. Homeowners Association/Condo Issues
Failure to order the disclosure packet in advance and known homeowners association (HOA)/condominium violations that have not been corrected are two issues that can delay settlement. Each local jurisdiction has laws that require the seller to provide an HOA/condo disclosure packet to the prospective buyer. The GCAAR Sales Contract states that the seller will resolve known violations before the settlement date. As a selling agent, confirm that the disclosure packet has been ordered, encourage your clients to read the disclosure packet immediately upon receipt, notify the listing agent of any violations, follow up to confirm the violations have been remedied before settlement, and be sure that the property is reinspected before the closing. As a listing agent, order the disclosure packet promptly, confirm receipt by the buyer, have sellers promptly address any violations noted in the disclosure packet, and arrange for the property to be reinspected before closing. IV. Title Issues The GCAAR Sales Contract requires the seller to deliver good, marketable, and insurable title to the buyer on the settlement date. Unreleased mortgages and judgments are two of the most common title issues that settlement companies Continued on page 45 CAPITAL AREA REALTOR ® — Summer 2019 33
economic outlook & forecast By Nadia Evangelou, NAR Research
Working with Millennials
Millennials make up the largest generation of buyers. In 2018, 37 percent of homebuyers were millennials, according to the National Association of REALTORS® (NAR) Home Buyers and Sellers Generational Trends Report. While the oldest millennials will turn 39 this year, entering the prime earning stages of their careers, the very youngest will turn 21—the age when many undergraduates earn their degrees and then enter the workforce. But who are they? What types of homes are they looking for? Let’s take a closer look at their behaviors, motivations, and financial situations.
More than half of Older Millennials chose to buy a new home to avoid any renovations or problems.
34 CAPITAL AREA REALTOR ® — Summer 2019
NAR releases the Home Buyers and Sellers Generational Trends Report every year. This report provides information on demographics, housing characteristics, and the experience of consumers in the housing market. According to the report, millennials are becoming more traditional in their buying habits. Older Millennials, defined as those born between 1980 and 1989, had the largest buyer share of married couples (69 percent) and were most likely to have children under the age of 18 living at home (58 percent) among all generations. Interestingly, although most Younger Millennials (those born between 1990 and 1998) found their home with a mobile app, 92 percent of them purchased their homes through agents—the highest share of any generation.
Where are millennials moving and staying?
Job market and affordability in a given location are two factors that impact millennials the most, according to the 2019 NAR report Most Popular Areas for Millennials: Where They Move and Stay. An overwhelming majority of millennial homebuyers cited a strong desire to own a home as the primary reason they purchased their home, so we can expect popular areas to experience an uptick in home sales. Analyzing employment gains, population trends, income levels, and housing conditions in the 100 largest metropolitan areas, the report identified the 10 most popular areas for millennials. Up-and-coming areas such as Madison, Wisconsin; Grand Rapids, Michigan; and Durham, North Carolina had some of the highest concentration of millennials moving to and living in those areas. Although the list of the 10 most popular areas for millennials did not include the Washington, DC, metropolitan area, we see that the share of both millennial residents and millennial movers was above average for the 100 largest metro areas. Specifically, 25 percent of the total population were millennials, whereas 61 percent of recent movers were millennials. The DC area’s strong job market attracts millennials from around the world. With Amazon’s new headquarters in the metro area, more millennials are expected to move there, because Washington, DC, is more affordable than other big metropolitan areas such as San Francisco, California; San Jose, California; and Seattle, Washington. For the next 10 years, employment in the area is estimated to increase about 17 percent to 28 percent every year. Based on the report, millennials who recently moved to the area earn nearly $77,000, and they can afford to buy 24 percent of homes currently listed for sale, compared to 5 percent in the Seattle metro area. Therefore, more millennial buyers are expected to work with REALTORS® in the Washington, DC, metropolitan area in upcoming years.
Regarding the characteristics of homes purchased, millennials avoid renovations and problems with plumbing or electricity. More than half (51 percent) of Older Millennials chose to buy a new home to avoid any renovations or problems. Although commuting costs were most important to both millennial groups, millennials typically purchased homes closer to their previous residence. The median distance between the home purchased and the previous residence was 10 miles, compared to 15 miles for all homebuyers. Moreover, millennials purchased smaller and older homes than any other generation. The size of homes was 1,600 square feet for younger millennial buyers and 1,900 square feet for older millennials, compared to 2,100 square feet for buyers 39 to 53 years old. CAPITAL AREA REALTOR ® — Summer 2019 35
AFFILIATES: Valued Members of the GCAAR Family Affiliates are individuals or businesses that are in fields that support the real estate industry. These include home inspectors, home stagers, mortgage lenders, closing attorneys, home appraisers, title companies…the list is expansive. Affiliates are valuable members because they support GCAAR through their donation of time, talents, and sponsorship dollars.
Affiliates are a natural extension of the resources we offer as an Association. Because they are experts in areas that directly affect the real estate business, members benefit from the knowledge they provide and by having a network of professionals they can go to who support their business. New Kids on the Block
Been Here a Few Years
Tried and True
Albert (AJ) Nunnally and Jade Gray Envoy Mortgage, Crofton, MD
Marci Maged Pinnacle Title & Escrow, Rockville, MD
Leslie Childs Village Settlements, Gaithersburg, MD
“We have had the wonderful pleasure of joining GCAAR as Affiliates a little over a year ago. The Association has incredible energy and diversity. At the December Holiday Installation party and the recent Yappy Hour event, we networked with the most amazing people. Being a part of several other associations for over 30 years has given us the motivation to continue to sow seeds and watch them grow, and one seed has made its way to the Greater Capital Area Association of REALTORS®. We are beyond grateful and eager to foster our relationship with GCAAR. You all set a standard of excellence and motivation.”
“Pinnacle Title & Escrow has been affiliated with GCAAR for the past 11 years—as an Individual member, and now as a Corporate member, allowing more employees at our company access to GCAAR resources. As a title company, being an Affiliate member allows us to sit on committees, like YPN, side-by-side with REALTORS® and other industry professionals, attend member-only events, and really keep a finger on the pulse of what’s happening across our industry. We have sponsored happy hours, as well as the most recent Board Installation. Being Affiliate members of GCAAR is a very important membership for us, and Pinnacle Title plans on being a part of GCAAR for many years to come.“
“At Village Settlements, we have always believed in the importance of education, working together to better our community and supporting those who support us. We firmly believe in and support GCAAR’s effort to keep its members fully informed, to offer classes and seminars, and provide programs where REALTORS® and Affiliates can meet and share their knowledge, wisdom, and experience. Whether it is an effort to support or oppose a piece of legislation, or a class or seminar to educate the membership about a new law, GCAAR is always there to help its members, and we are happy to support an organization that cares so much about its members. Given the emphasis it places on keeping members informed, GCAAR will always have our support.“
GCAAR offers Individual or Corporate Affiliate Memberships (up to three members from the same company).
www.gcaar.com/News & Publications/ Advertising & Sponsorships
Here are a few reasons why Affiliates are so important Affiliates Support the Association Through Sponsorships In 2018, GCAAR awarded over 6,252 continuing education credits at REALTOR® Fest - the largest REALTOR® Fest (annual education summit) to date. Your support as an Affiliate member allows GCAAR to continue to provide programming at a minimal or zero cost to our members. Affiliates Are Likely to Have More Experience Working With REALTORS® Affiliates understand the real estate transaction and can accommodate and faciliate REALTORS® and their needs. This leads to better working relationships and a smoother overall experience.
Affiliates Are Subject Matter Experts Many of our Affiliates teach courses at GCAAR in topics such as: real estate law, online marketing, mortgage lending, and technology. The classes are typically provided at no charge and some also will provide breakfast or lunch. JOIN TODAY CAPITAL AREA REALTOR ® — Summer 2019 www.gcaar.com/Membership/JoinGCAAR/Affiliate Membership
AFFILIATE DIRECTORY 1031 Exchanges 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 Edward Jones Laura Nash 240-221-0649 Glassmoyer CMS Gail Glassmoyer 703-244-0743 Mike’s Locksmith Sabrina Rosenberg-David 240-506-7500 TruPlace Colleen Smith 301-972-3201
Appraisers Brett Bessell Brett Bessell 301-208-0330 Capital Area Appraisals Ronald Keyes Jr. 410-703-4415 Foremost Appraisals & Realty Folusho Bello 240-304-7782 J. Hansen Appraisal Associates John Hansen 301-464-2878 Magee Appraisal Service Diana Magee 301-846-9696 Roxann Novel Appraiser Roxann Novel 800-232-7196
Attorneys Adams, Morris & Sessing Michelle Adams 301-637-0143 37 CAPITAL AREA REALTOR ® — Summer 2019
Attorneys Adams, Morris & Sessing Elizabeth Morris 301-637-0143 Timothy Sessing 301-637-0143 Bramnick Law Michael Bramnick 301-945-7800 Bregman Berbert Schwartz Gilday Wendy Pullano 301-656-2707 Bromberg Rosenthal Jonathan Bromberg 301-251-6200 Greenstein DeLorme & Luchs Richard Luchs 202-452-1400 Vincent Mark Policy, Esq. 202-452-1400
Active Affiliates as of May 23, 2019
Attorneys Law Office of Arthur Konopka Arthur Konopka 202-686-0600 Law Office of Glenda M. Wheeler Glenda Wheeler Allen 202-546-6762 Law Office of Mark A Bayer Mark Bayer 202-466-4747 Law Offices of David P Modell David 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
Jackson & Campbell Roy Kaufmann 202-457-6710
Lynn Candle Boynton, Esq. Lynn Boynton 240-499-7465
Jacobs & Associates Harvey Jacobs 301-417-4144
Miles & Stockbridge Casey Cirner 301-762-1600
James S. Bubar Attorney James Bubar 202-223-2060
Paley Rothman Katherine Palumbo 301-951-9362
Kase & Associates Sadaf Saberi 703-444-4100
Samuelson Law Offices Kenneth Samuelson 202-494-0848
Kass Mitek & Kass Benny Kass 202-659-6500
Shaner & Helf Thomas Helf 301-913-9306
KVS Law Melissa Brault 301-605-1420 Carolyn Burns 301-605-1420 David Kanstoroom 301-605-1420 Lisa Lamphier 301-605-1420 Marty Stanton 301-605-1420
Shulman Rogers Gandal Pordy Matthew Alegi 301-230-5200 Marc Lipman 301-230-5200 James Savitz 301-230-5200
Lasso & Lasso Ricardo Lasso 202-537-0343
Stein Sperling Bennett De Jong Driscoll PC Beth Irving 301-838-3202 Donald Sperling 301-838-3202 Kimberly Sperling 301-838-3202
AFFILIATE DIRECTORY Attorneys The Law Offices of Jill Pogach Michaels John Daroff 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 Capital Area Realtors FCU Tony Launi 240-314-0734 Olympia Overton 240-314-0734
Home Improvement Floormax Rafie Ansari 301-206-2200 Darren Holder 301-206-2200 Masoud Molayem 301-206-2200 Montgomery Home Improvement Felipe Vera 301-343-6198 Sustainable Energy Systems Kurt Zwally 240-324-6199 Organizing Maniacs Christiane Sgrott 703-969-8407
Home Inspection 4U Inspection Services Alan Grubb 443-539-8410 Debbie Jensen-Grubb 443-539-8410 Danielle Steele 443-539-8410 38 CAPITAL AREA REALTOR ® — Summer 2019
Alban Home Inspection Svcs. Sandra Watkins 301-662-6565
Sentinel Inspections Jamal Hampton 301-832-2682
All Around Inspections James Johnston 240-626-6426
Super Home Dilyana Mazur 703-380-8648 Jackson Mosley 703-380-8648
AmeriSpec Walter Clews 301-843-9960 Anderson Inspection Consultants Gary Anderson 301-855-3337 Bases Covered Home Inspections Richard Mills 240-997-2216 Donofrio Property Inspections Donna Seeker 703-771-8374 Green Home Solutions of MD Jennifer Sherwood 301-591-2470 Home Land Environmental Kevin Barnabas 443-995-5385 Eric Garrett 443-995-5385 Tim Shotzberger 443-995-5385 HomeTactics Inspection Services Chaz Shipley 301-758-9646 Mid-Atlantic Inspection Srvcs. Alan Beal 202-607-4153 Prime Property Inspectors Ray Dayhoff 301-916-0300 Vimal Kapoor 301-916-0300 Carol Toeller 301-916-0300 ProTec Inspection Services Heather Dice 301-972-8531 Michelle Hopkin 301-972-8531 Lexy Krause 301-972-8531
Top to Bottom Services Gregory Butler 301-938-9100 Daniel Deist 301-938-9100 US Inspect Eric Carpenter 888-874-6773
Housing Interests MD Dept. of Housing & Community Develop. Cecilia Weller 410-514-7014
Home Staging Home Staging by Vivian Vivian Gilbert 301-802-5166 Preferred Staging Monica Murphy 703-851-2690
Insurance Capital Insurance Partners Bryan Aguirre 202-362-4500 Allstate—The Dirk Agency David Vendt 301-320-9667
Misc. The Greentree Group Julio Gonzalez Del Solar 301-960-1341 Lindner & Associates Irene Lindner 202-429-8888 Listings To Go Alan Dorow 703-293-9311
Mason Miller 703-293-9311
AFFILIATE DIRECTORY Misc.
Shamey Realty Jennie Shamey 202-484-4114
Embrace Home Loans Paul Pykosh Nicholas Rozek 301-921-0070 301-921-0070 William Rozek Shawn Barsness 301-921-0070 800-333-3004
Home Warranty HMS Home Warranty Jennifer Stevens Long 954-845-9100 Ron Nocera David Pikovsky 954-845-9100 954-845-9100
Mortgages Academy Mortgage Tony Miller 301-252-2121 Bank of America Rachel Horsey 571-488-0642 BMIC Mortgage Amy Goldstein 301-231-5770 Caliber Home Loans Joel Bailey Matthew Palmer 240-297-3828 240-297-3828 Jamica Browne Robert Kirchner 240-855-0819 240-855-0819 Matthew O’Connor 240-855-0819 Chase Hasan Jamil 301-633-2417 Chris Lunn 301-633-2417 CitiBank Richard P Cook 301-919-0030 Christian Dale 301-919-0030 Citizens One Michael Ahearn 301-512-6652 David Jacobin 301-512-6652
Robert Kirkland 301-633-2417 Daniel Shea 301-633-2417 Joe Giampetroni 301-919-0030
Envoy Mortgage Jade Gray 443-438-1804 Albert Nunnally 443-438-1804
Latoya Harris 443-438-1804
Fairfax Mortgage Derek Harman 301-917-9416 Fairway Mortgage Corp. Cassandra Compton Geetesh Kapoor 301-641-3436 301-641-3436 Bryan Moran 301-641-3436 Fidelity Direct Mortgage Syed Ahmad 301-869-6000 First Home Mortgage Ryan Angier Ingrid Rapavy 301-656-4388 703-938-2115 Zachary Bodine 301-656-4388 First Home Mortgage Jacob Ryon Scott Story 301-656-4388 301-656-4388 Kevin Walsh Timothy Whittier 301-656-4388 301-656-4388 Alexander Jaffe 240-479-7658 First Savings Mortgage Gregg Busch Debbie Benkert 202-256-7777 240-223-1558 JD Teitelman 703-564-1746
John Willingham 301-512-6652
First Washington Mortgage Chanin Wisler 301-526-0020
Commission Express Capital Rick Tancreto 443-302-9595
FitzGerald Financial Group/Division of TowneBank Mortgage Evelyn Miller L .William Woods Jr. 240-403-1868 240-403-1868
Corridor Mortgage Group Inc Sara Lenes 301-443-5749
Fulton Mortgage Company Noel Shepherd 202-642-4305
Great Jones Capital Jordan Hepner John Thomas V 202-810-5273 202-810-5273 Main Street Home Loans Hillary Cochin 917-685-5437 McLean Mortgage Corp. Alex Peters 301-538-1137 Monarch Mortgage Kirk Forman Phyllis Michaels 301-841-9152 301-841-9152 Shaun Miller 301-841-9152 Mortgage Link Mark Baron 240-683-8585 MortgageStar Spencer Cullen William Minturn 240-223-1910 240-223-1910 Nicholas Framarini 240-223-1910 Movement Mortgage Jeffrey Bochner Vincent Briscoe 301-329-8251 301-329-8251 Daniel Caplan Kimberly Smrek 301-329-8251 443-917-3053 Kerry Hogan Michelle Mathews 703-385-1567 703-385-1567 Lisa West 703-385-1567 MVB Mortgage Chris Kearney 202-751-2146 Robert Ross 202-751-2146
Billy Kinberg 202-751-2146
Navy Federal Credit Union Deanna Furman 301-233-7958 Prime Lending Richard Day Rhonda Lewis 410-427-0525 240-387-7131 Eugene Frazier Michael Lyons 240-387-7131 410-427-0525 Steve Greene Brian Washington 410-427-0525 240-387-7131
CAPITAL AREA REALTOR ® — Summer 2019 39
AFFILIATE DIRECTORY Mortgages Prosperity Home Mortgage Jonathan Dailey Michelle Davis 301-580-8236 202-895-7254 Michael Joseph 301-299-0945 Sandy Spring Bank Tina L Del Casale 301-774-6400 Southern Trust Mortgage Michael P McNamara 443-864-1150 SunTrust Mortgage Loretta Clark Jordan Giles 301-961-0903 301-961-0903 CJ Kemp Russell Rothstein 301-961-0903 301-961-0903 Tom Biegler Craig Bricker 301-517-5480 301-517-5480 Phil Newman Patti O’Connor 301-517-5480 301-517-5480 Stephen O’Connor 301-517-5480 Tidewater Mortgage Services Melanie Roberts Jessica Sandler 571-297-3981 571-297-3981 Max Sandler 571-297-3981 Wells Fargo Home Mortgage Patricia Gillis Paul Nowacek 301-956-1573 301-956-1573 Allyson Riggs James Semeyn 301-956-1573 410-573-6411
Moving Companies 123 Junk Kevin Wheeler 703-400-7645 Eco City Junk Jeffrey Zweig 301-963-4326 J K Moving & Storage Phil Phibin Drew Richards 301-340-6683 301-340-6683 Christopher Sousa 301-340-6683 Moyer & Sons Moving & Storage Daniel Cumberland Jr. 301-869-3896 My Guys Moving & Storage Anthony Jones 703-406-9605
Moving Companies Olympia M & S Ellen Hanley 703-666-9519 Perry Moving & Storage Alvin Lewis 410-799-0022 Von Paris Moving & Storage Ruben Barrios 410-888-8500
Pest Control Womack Pest Control John Burkinshaw 301-881-5181
Title Insurance/Settlements Capitol Title Insurance Agency Sara Demb Goldstein 301-231-7250 Stanley Goldstein Peter Parente Jr. 301-231-7250 301-231-7250 Champion Title & Settlements Christopher David 202-922-5552 Clarke Title Henry Clarke Jr. 301-840-8988 Classic Settlements Stephanie Brewer Joe Detrick 301-921-2667 301-921-2667 Andrea Martinex-Conte 301-921-2667
Columbia Property Management Scott Bloom 888-857-6594
Closeline Settlements Elliot Liss 301-795-2000
Transwestern Donald Wilson 301-896-9000
Community Title Network Kevin Bayly Jr. Kelly Calamitsis 301-886-8777 301-886-8777 Michael Ridgway 301-886-8777
Tax Consultants Tax-Masters Linda de Marlor 301-230-0200 TPI Group Pepper Bethel Morteza Ghalambor 703-288-1998 703-288-1998 Mario Reynolds 703-288-1998
Title Insurance/Settlements Acer Title & Escrow Brett Beehler Diane Rosenberg 301-222-2500 301-222-2500 Brandon Hayes-Evans 301-222-2500 Avenue Settlement Corporation Stephen Ballard 202-296-4500
Counselors Title Andrea Bournias Spencer Crawley 202-686-0100 202-686-0100 Chris Darby James Griffin 202-686-0100 202-686-0100 Thomas Muldoon Timothy Mullin 202-686-0100 202-686-0100 John Nalls Noreen Hathaway 301-670-0100 202-686-0100 Colleen Smyth Cogan 301-670-0100 District Title A Corp. Brendon Sheperd Marc Sushner 202-518-9300 202-518-9300 Steven Sushner 202-518-9300
Avenue Title Group David Helfrich 202-296-4500
Double Eagle Title Diann Burns Georgina Clough 703-992-0880 703-992-0880 Barbara Rhodes 703-992-0880
Blue Note Title Jessica Chipoco 240-670-8993
Dupont Title Group Deirdre Brown 202-641-2677
40 CAPITAL AREA REALTOR ® — Summer 2019
AFFILIATE DIRECTORY Title Insurance/Settlements
Masters Title & Escrow Morgane Klareich 240-630-3700
Realty Title Services Elif Michalski 301-439-7850
Edmund J. Flynn Company Joyce Rhodes 202-537-1800
MBH Settlement Group Shannon Doyle Brendan O’Conor 703-277-6800 703-277-6800 Fred Westerlund 703-277-6800
Federal Title & Escrow Todd Ewing 202-362-1500
MBO Settlements Inc Moira Olevsky 202-505-7530
RGS Title Kevin Kistler Carol Calomiris 202-602-1077 202-363-1870 Suzanne Feinstein Esq. 301-230-0070 Thomas Rodden Vittorio Muzzatti 301-680-0200 301-663-1608 Helen Dankos 301-230-0070
Eastern Title & Settlement Ben Goldman Josh Greene 240-403-1285 240-403-1285 Min Hu 240-403-1285
Fenton Title Louis Pettey 301-590-0220
Mid-Atlantic Settlement Svcs. Ilene Kanfer Vaughn Stewart 571-766-3824 571-766-3824
First Class Title Daniel Kotz 301-770-4107
Moses & Aiken, LLC/Home Team Title Robert Moses 301-468-0080
GPN Title George Glekas 301-294-4055 Hollman & Flynn Title Greg Flynn Michael Hollman 301-545-0150 301-545-0150 Hutton Patt Title John Hutton 240-575-6333 Jacquie’s Title Group Stephen Davis Christine Marinari 301-216-0808 301-216-0808 Jacqueline Nguyen 301-216-0808 Key Title Bridget Fancher 202-244-4000 Lakeside Title Beth Malakoff 410-992-1070 Beau Pichon 410-992-1070
Marc Malakoff 410-992-1070
Logan Title Christopher Saabye Patrick Tangney 202-244-3200 202-244-3200 Main Street Settlements John Ferguson 301-570-3600 Maryland First Title Thomas Harner Emile Henault III 410-863-1552 410-863-1552 Daryl Jones 410-863-1552
RGS Title/Traditional Title Anthony DeVol 301-654-9800 Sage Title Group Bobby Lee 301-654-2560
New World Title & Escrow Carin Brewster Andrew DiPaola 703-691-4330 703-691-4330
Sage Title Group LLC Joseph Hansen 301-670-2812
Palisades Title Company Steven Buckman 202-351-6100
Settlement Ink Lindsay Gordon 301-907-8808
Paragon Title & Escrow Lisa Bosse Bryan Catalano 301-986-1114 301-986-1114 Philip Raskin Bradley Rothstein 301-986-1114 301-986-1114 Randy Rothstein Rob Rothstein 301-986-1114 301-986-1114
Settlementcorp David Deckelbaum 202-537-0005
Pinnacle Settlement Services Scott Goldschein Cherise Mullen 301-441-4666 301-441-4666 Richard Switalski 301-441-4666 Pinnacle Title & Escrow Marci Maged Bari Solomon 301-424-5400 301-424-5400 Fernanda Sotomayor 301-424-5400 Pride Settlement & Escrow D. Leigh Hewartson Tiffany Perry 888-729-0145 888-729-0145 Lee Anne Rodriguez 888-729-0145 Prime Settlement Scott Sweitzer 202-559-1651
Joy Siegel 301-907-8808
Standard Title Group Kevin Anderson 202-888-0132 Stewart Title Group R. Bradley Runyan 202-349-0220 Title Alliance Ltd. Maria Deligiorgis 610-892-8100 Title Town Settlements Todd Greenbaum Ryan Malet 301-580-2850 301-580-2850 Village Settlements David Hahn Carey Brennan 301-486-0799 301-590-9300 Leslie Childs 301-590-9300 David Parker 301-590-9300 As of May 23, 2019 CAPITAL AREA REALTOR ® — Summer 2019 41
Stay connected at www.gcaar.com
WELCOME to the Greater Capital Area Association of REALTORS®
We are pleased that you have chosen to join our organization. GCAAR is your voice for real estate issues in DC and Montgomery County, MD. It offers venues for networking and allows you to connect with your peers and exchange best practices. We invite you to take full advantage of your benefits as a member.
NEW MEMBERS March
Travis Cole Long & Foster Real Estate
Hillary Hutson Redfin Corporation
Sheri O’Connell Long & Foster Real Estate
Joel Cromwell Weichert REALTORS®
Jonas Joy Align Right Realty DMV
Brendan O’Conor MBH Settlement Group
Christopher David Champion Title & Settlements
Juanita Kennedy Coldwell Banker Residential
Abimbola Oladokun TriStar Realty
Sherri Davis Redfin Corporation
Xinzhang Li Metro Star Realty
Olawale Olawoyin RE/MAX Allegiance
Michelle Davis Prosperity Home Mortgage
Jie Liu Washington DC Homes
Andreas Pericli Long & Foster Real Estate
Jacquelyn De La Parte Long & Foster Real Estate
Viergeline Louis Long & Foster Real Estate
Barbara Rhodes Double Eagle Title
Bhadresh Dhila MM Realty
Dorothy Luckett-Washington TriStar Realty
Alexis Richards Keller Williams City Wide Realty
Shannon Doyle MBH Settlement Group
Charles Marks Long & Foster Real Estate
Bryan Rosales Coldwell Banker Residential
Jocelyn Drakeford Crossman & Co. Real Estate
Maritza Marquez Wright Brokerage
Gabriela Rosales Marroquin Weichert REALTORS®
Melanie Durso Weichert REALTORS®
Glenda Martinez TriStar Realty
Sean Royals Coldwell Banker Residential
Heather Bennett Long & Foster Real Estate
Shawn Eaton DC Real Property
Richard Martinez Long & Foster Real Estate
Elissa Shapiro Compass
Schekera Blair Century 21 Redwood Realty
Eric Fafoglia Compass
Parker McCarthy Keller Williams Capital Properties
Noelle Spencer Long & Foster Real Estate
Damika Brame Capital Metro Properties
Kenneth Fulton Keller Williams Select REALTORS®
Mark McTyere Fairfax Realty Premier
Tasia Steedley RE/MAX Exclusive
Dionnah Brown Coldwell Banker Residential
Julia Gallagher Compass
Jonathan Mejia Nunez Move 4 Free Realty
Bennett Stichman Coldwell Banker Residential
Dennis Brownlee Long & Foster Real Estate
Cassandra Gaston Deausen Realty
Constantina Miller Compass
Gilles Stucker Silver Maple Real Estate
Diann Burns Double Eagle Title
Amanda Graham TTR Sotheby’s International Realty
Ryanna Miller Compass
Micah Teneo Keller Williams City Wide Realty
Alyssa Carpenter eXp Realty
Demberia Grandy Long & Foster Real Estate
Betty Munoz Long & Foster Real Estate
Justin Thompson Keller Williams Capital Properties
ShinPei Cheng Maven Real Estate
Brad Hall Keller Williams Capital Properties
Vivian Nelson Bennett Realty Solutions
Napoleon Ward RE/MAX Platinum Realty
Nyemah Clair Keller Williams Capital Properties
Crystal Harding Keller Williams City Wide Realty
Michael Nguyen Fairfax Realty Premier
Fred Westerlund MBH Settlement Group
Georgina Clough Double Eagle Title
Curtis Harmon Sourceone Realty
Damian Nickens United Real Estate
Mandana Winfrey Coldwell Banker Residential
Ian Herron Weichert REALTORS®
Michael Norris Evers & Co. Real Estate
Kellie Wolfe Kellie Wolfe
Elizabeth Abudakar Keller Williams Capital Properties Steven Adkins Coldwell Banker Residential Deryck Alexander Keller Williams Capital Properties Suzanne Amoonarquah Keller Williams Capital Properties Kelly Andrews Keller Williams Capital Properties Lee Aronow Weichert REALTORS® Autumn Bailey Long & Foster Real Estate Cecilia Beltran Weichert REALTORS® Marlon Benjamin Realinvestors Real Estate Services
42 CAPITAL AREA REALTOR ® — Summer 2019
NEW MEMBERS Danielle Wooten Keller Williams Capital Properties
Thomas Collier Long & Foster Real Estate
Yasmine Karabassis Coldwell Banker Residential
Alexandra Peterson City Chic Real Estate
Jennifer Czekaj Compass
Judah Kelly Long & Foster Real Estate
Joshua Potts Home Buyer Connections
Christian Dale CitiBank
Farid Khodaverdizadeh Smart Realty
Brianna Quant Keller Williams Capital Properties
Tammy Davis GreenLine Real Estate
Sheila Khorasanian Long & Foster Real Estate
Juan Rios Real Living at Home
Nicholas DiNicola Real Living at Home
Ekaterina Kononova Keller Williams Capital Properties
Emily Ruggiero Keller Williams Capital Properties
Jennifer Dorn Get Sold Realty
Falen Laponzina RE/MAX Executives Real Estate
Alireza Sadoghi Khosrosha Coldwell Banker Residential
Linhthu Duong Kylin Realty
Valencia Lawrence Keller Williams Realty Reston
Shukri Saliba Long & Foster Real Estate
Era Ellis-Rutland Align Right Realty DMV
Patricia Macias ERA Realty Group
Marcy Saltaformaggio Keller Williams City Wide Realty
Meagan Francis Keller Williams Capital Properties
Jianming Mao RE/MAX Success
Jenni Schneider Neighborhood Assistance Corporation
Kris Ghimire Ghimire Homes
Brittany Marbury Homewise Realty Services
Wenting Shi Smart Realty
Joe Giampetroni CitiBank
Marina Markelova Metropolitan Realty
Andre’ Short Exit Flagship Realty
Chauna Gibson Long & Foster Real Estate
Jarred Masterson Keller Williams Capital Properties
Sanjay Shukla Long & Foster Real Estate
Regina Gloster GreenLine Real Estate
Ana Medrano-Chavez TriStar Realty
Tanesa Singleton Fairfax Realty of Tysons
Ernesto Grandez Huamani Deausen Realty
Harold Mesina Deausen Realty
Yolanda Smith Bennett Realty Solutions
Shekhaar Gupta Taylor Properties
Patrick Min eXp Realty
Gail Stepney ISellHouses.com
Leah Hamilton RE/MAX Platinum Realty
William Moore Coldwell Banker Residential
Ashley Superville Keller Williams Capital Properties
Jamal Hampton Sentinel Inspections
Ashraf Morsi Keller Williams Realty Reston
Naimah Sutton Century 21 New Millennium
Austin Harley Pearson Smith Realty
Rowena Motschmann Coldwell Banker Residential
Kyra Szanto Compass
Ali Hasan Simplist
Donna Murphy Long & Foster Real Estate
Eshetu Tefera Weichert REALTORS®
Allan Ho Fathom Realty
Jose Navarro RE/MAX Town Center
Leila Tibbs Weichert REALTORS®
Ronald Howell Keller Williams Realty Centre
Michael Newman Landmark Realty
Erika Tievy Berkshire Hathaway HomeServices
John Hunter TTR Sotheby’s International Realty
Stephen Nichols Dehanas Real Estate Services
Tanya Tran Cardinal Realty Brokerage Corp
Hasan Hyder Weichert REALTORS®
Christian Nieva Deausen Realty
Maliek Van Laar Exit Right Realty
Laurie Jackson Keller Williams Capital Properties
Megan Ohlmacher Compass
Brandi Vicks Redfin Corporation
Anthony Jones My Guys Moving & Storage
Adam Palmer GreenLine Real Estate
Shana Webb Coldwell Banker Residential
Jeffrey Jurick Coldwell Banker Residential
Dhara Patel Allison James Estates & Homes
Azmera Abraham GreenLine Real Estate Jasmine Agnew Long & Foster Real Estate Jacqueline Alexander 495 Real Estate Ruben Arcila Tower Hill Realty Amanpaul Arora Coldwell Banker Residential Carlos Arroyo Keller Williams Capital Properties Behrad Ashayeri The ONE Street Company Michael Ball eXp Realty Eyal Barry Keller Williams Capital Properties Ronta Belle Exit Deluxe Realty John Benner Weichert REALTORS® Julia Bernstein Coldwell Banker Residential Tress Billy Century 21 Redwood Realty Amber Blackwell KW Metro Center Eric Brett Long & Foster Real Estate John Bridges Home Buyers Marketing II William Cahill RE/MAX Executives Real Estate Maria Campione-Lawrence Jobin Real Estate Bojana Cekic Fairfax Realty Select James Cerasia Keller Williams Capital Properties Imkyoung Cha Mega Realty & Investment Pei-wen Chang Grand Elm Nicholas Cintron Better Homes & Gardens Real Estate Robert Cockerille HD Bros
continued on page 44 CAPITAL AREA REALTOR ® — Summer 2019 43
Since 1990 the Preferred Qualified Intermediary for 1031 Exchanges!
Your Preferred Local Qualified Intermediary for 1031 Exchanges Contact us for free consultations & information Bill Horan, CES® firstname.lastname@example.org
Certified Exchange Specialist
7400 Heritage Village Plaza #102 Gainesville, VA 20155 800-795-0769 www.1031.us
Bernadette White Exit Community Realty
Antone Davis Weichert REALTORS®
Brandon Wright Pearson Smith Realty
Todd Deckelbaum Settlementcorp
Tiffany Yearwood Long & Foster Real Estate
Dimuthu Dharmabandu Realty Advantage
Muhammad Zulqurnain Prime Real Estate
Asha Donnon Long & Foster Real Estate
Mehiret Duki Keller Williams City Wide Realty
Amanda Adams Long & Foster Real Estate Akeem Alade Senate Real Estate Services Faris Alkassim Redfin Corporation Leslie Allen United Real Estate Ricardo Appleby Bennett Realty Solutions Shiva Arava Invision Realty Farhad Assari Long & Foster Real Estate Katherine Astrich Real Living at Home Dyana Aziz Lawyers Realty Group
Coming this fall
Margaret Babington Compass Hamza Bhatti Keller Williams Capital Properties Alvaro Botero Weichert REALTORS®
What are the benefits of being a GCAAR member?
Sheila Brennan Long & Foster Real Estate Clifford Brown TriStar Realty
Sorna Fallahian Weichert REALTORS® Trevor Faria Weichert REALTORS Jennifer Fritz TTR Sotheby’s International Realty Feleke Girma Fairfax Realty Select Melanie Gowen Compass Srinivas Gudur Long & Foster Real Estate Yingchi Hao Evergreen Properties Alexis Hart Redfin Corporation Henry Hernandez Long & Foster Real Estate Shelley Hill Weichert REALTORS® Paula Hill Capital Residential Realty Joel Hinckley HouseCanary Sheris Hunt Fairfax Realty Elite Terrance Hunter Redfin Corporation
How does GCAAR bring value to its members?
Phyllis Brown TriStar Realty Austin Brown RE/MAX Realty Centre
Jules Hurst Quasar Property Management & Real Estate
We’ll explore these topics in the fall issue of Capital Area REALTOR®
Carina Cannon Redfin Corporation
Catherine Jean Executive Investment Realty
Graciela Carter Long & Foster Real Estate
Shofali Jindal Urban Land Company
Brenda Chunga Fairfax Realty of Tysons
Mark Johnson Redfin Corporation
Edtha Clarke Keller Williams Capital Properties
Kecia Kane Washington Fine Properties
Samuel Cooper SJC Property Solutions
Janet Kim Realty Advantage
44 CAPITAL AREA REALTOR ® — Summer 2019
PA I N T I N S P I R AT I O N
Benny Kottiri Samson Properties
Shirley Wigglesworth RE/MAX Realty Group
Christine Langford Dixon Capital Residential Realty
Safari Williams Long & Foster Real Estate
Megan Long Compass
Bernard Worrell Exit Right Realty
Stephen Lunenfeld America’s Preferred Home Warranty
Tarik Yousif Redfin Corporation
Hugh McDermott TTR Sotheby’s International Realty
As of May 22, 2019
Morgan McWilliams Keller Williams Realty Michele Monti Century 21 New Millennium Bolanle Ogunmakin Taylor Properties
Mychael Reid Keller Williams Capital Properties Nancy Reyes Martinez Taylor Properties Claudia Roca Monarch Title Luis Sanchez Redfin Corporation Alireza Shahoseini Long & Foster Real Estate Michael Shell Long & Foster Real Estate Craig Shireman Chatel Real Estate David Sparrow Long & Foster Real Estate Manav Sukhadia Execuhome Realty Sherica Teshome Samson Properties Linda Torres Sosa Keller Williams Fairfax Gateway Aidan Truland RE/MAX Platinum Realty Alex Turcios Mira Keller Williams Capital Properties Felipe Vera Montgomery Home Improvement Brandon Ward eXp Realty
Quiet It Down - When selecting colors that will help you unwind, neutrals are a natural choice. But they need not be boring! Creamy whites, soft grays and warm umber hues can be used to create a quiet backdrop for colorful furnishings—perfect for those who like to switch up fabrics or accessories often. For inspiration go to: www.benjaminmoore.com
Tony Patino Keller Williams Capital Properties Mana Rabiee M Squared Real Estate
Refresh. Reinvigorate. Reinvent.
from the GCAAR classroom Continued from page 33
Common Mistakes That Delay Settlement encounter. The most important thing an agent can do when there is a title issue is to follow up to be sure that the issue is resolved in a timely manner. As a selling agent, work with a title company you know and trust, provide the title company with a copy of the contract immediately upon ratification, proactively ask the title company if there are any outstanding title issues, request a copy of the title commitment, and encourage your buyer clients to obtain a survey and request a copy prior to closing. It is important that the listing agent complete and return title company information requests as soon as possible, alert the title company to any special circumstances, ask the title company if there are any outstanding title issues that need to be resolved, and provide the title company with copies of trust agreements, LLC/corporate documents, probate documents, and powers of attorney, if applicable. There are many issues that can delay closing, including those mentioned above and powers of attorney, foreign seller complexities (i.e., Foreign Investment in Real Property Tax Act) and Tenant Opportunity to Purchase Act issues. The most important things you can do as a REALTOR® are set proper expectations, guide your clients through the process, and work with partners that you know and trust. These simple steps can help your clients close without delay. This article was written by Andrew C. DiPaola, Esq., of New World Title & Escrow. He can be reached at Andrew@newworldtitle.com. He teaches a class entitled Common Mistakes that Delay Settlement, which goes into more detail on the above topics and gives useful tips for a smooth settlement. To find out about the next available class, go to the Class and Events Calendar on gcaar.com.
CAPITAL AREA REALTOR ® — Summer 2019 45
Not All Policies Are Created Equal: Make Sure You Have Adequate Insurance When a local REALTOR® was in a car accident in December 2017, little did she know her life would be drastically changed. Hit by another vehicle, she could not work and had to undergo physical therapy. Although she did have insurance, what she discovered was that as a REALTOR®, and therefore an independent contractor, she was not covered under her automobile policy for lost wages. She assumed that it would be easy to calculate lost wages based on the time she was out of work, but it was not that simple. She discovered that she would not receive any lost wages unless she could prove that she was on her way to an appointment in which the client was going under contract, or hire a forensic accountant to go back and calculate her missed income over a certain period of time. Luckily, she was married, and had financial support to cover her monthly expenses (mortgage, broker’s fees, car payment and upkeep, etc.). Someone without financial support may have experienced extreme financial hardship due to this type of situation.
46 CAPITAL AREA REALTOR ® — Summer 2019
Upon further investigation, she found out there are many levels of coverage for independent contractors, so it’s important to choose the one that can best cover you in the case of a catastrophic incident. Here are some things to remember when looking for the right policy. According to Todd Boley from Capital Insurance Partners, it’s important to know what type of coverage is available. “Because real estate professionals are self-employed, they can opt for workman’s compensation insurance or take out individual disability insurance. Worker’s compensation insurance is far more affordable than a disability policy, which is medically underwritten and usually requires a physical exam,” says Boley. “Income replacement insurance – disability insurance – is an individual policy that they would have to take out on themselves. “
Key Takeaways • Individual disability insurance covers you whether you’re working or not. • Workers’ compensation insurance should cover you while you’re at work (an on-the-job injury). • Disability insurance is medically underwritten (usually requires a physical exam and a blood/ urine sample). • You may want to consider getting a supplemental insurance policy to cover you in the event you cannot work.
There are a lot of different plans and types of coverage to consider. Independent contractors need to do their homework to find the best coverage to meet their needs.
There are a lot of different plans and types of coverage to consider. Independent contractors need to do their homework to find out the best coverage that meets their needs. If you work for a brokerage, the broker may request that that you have worker’s compensation – if that’s the case, you may have to purchase it on your own. A broker may not be required to carry you –you should check to see what their policy is.
CAPITAL AREA REALTOR ® — Summer 2019 47
design trends STYLISH WINDOW TREATMENTS FOR YOUR HOME A Breezy Look Window treatments aren’t only for indoor rooms. HGTV magazine experts suggest using them outside to create a relaxing indoor feel in a backyard. Pick outdoor-proof or easyto-wash fabrics. – HGTV Magazine
Photo by David Tsay
Neutral Elegance Nothing says elegance like floor-to-ceiling window treatments in a neutral tone. Designer Jamie Herzlinger gave this grand bedroom a Hollywood Regency look with dramatic ivory draperies adorned with a gold Greek key design on the valance. – Jamie Herzlinger
Layers of Pink Layer a mixture of curtains to create an updated design. Designer Andreea Avram Rusu pairs vibrant striped sheers with deep pink panels for a bright and contemporary bedroom. – HGTV Magazine
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Stylish Window Treatments FIND THE BEST TREATMENTS THAT WORK WITH YOUR SPACE Source: www.hgtv.com – 15 Stylish Window Treatments Article By: Chelsey Bowen and Farima Alavi
Work with a REALTOR® to help you find more HOME DÉCOR TRE NDS.
Photo Courtesy of Wildcat Territory
Pretty and Practical
A grommet heading, rings inserted into the top of the curtain fabric, is a contemporary and clean solution for hanging drapes. Make a bold statement with black and white stripes, like the Horizon in Shantung panels from Wildcat Territory.
Combine panels with blinds for privacy and to add warmth to a room. For a natural and unique touch, designer Jennifer Duneier uses a bamboo rod to hang the panels.
Curtain Combos Valances provide a streamlined look by hiding drapery hardware. Designer Troy Beasley pairs a valance with cream panels trimmed in brown to add warmth to the bedroom while still letting in a little natural light.
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50 CAPITAL AREA REALTOR ® — Summer 2019
98 percent of 18-to-34-year-olds watch content on their smartphone on a daily basis. Source: 4 Ways to Communicate to Millennials, Agentology.com. April 2018
TRIVIA FINDS FACTS
of the total population Source: brookings.edu/research/millennials/
The human eye blinks an average of 4,200,000 times a year. Source: statisticbrain.com/fun-facts/
In 2014, millennials launched roughly
startups and made up nearly one-third of all entrepreneurs in the U.S.
75 MILLION STRONG America’s largest generation eclipsing the current size of the postwar baby boom generation. Source: www.brookings.edu/research/millennials/
In an average hour, there are over 61,000 Americans airborne over the United States. Source: statisticbrain.com/fun-facts/
Source: cmo.com/ mind-blowing-stats-about-millennials
DID YOU KNOW? Watermelon is one of summer’s best summer treats. Watermelons are not a fruit, but a vegetable instead? They belong to the cucumber family of vegetables. Source: https://blog.vitalchek.com/vital-records/20-fun-facts-about-summer/
I scream, you scream, we all scream for ice cream. If you love ice cream, the summer season should be your favorite. July is national ice cream month. Source: https://blog.vitalchek.com/vital-records/20-fun-factsabout-summer/
CAPITAL AREA REALTOR ® — Summer 2019 51
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Working with millennials is the subject of the summer issue, which also includes info on the benefits of Affiliate membership.