GLVR eMagazine Spring 2020 by Greater Lehigh Valley REALTORS®

Greater Lehigh Valley REALTORS MAGAZINE

The Official Magazine of the Greater Lehigh Valley REALTORS®

Spring 2020

COVID-19

A resource guide for Realtors®

2019 Annual Report

JACK

GROSS 2020 President of GLVR

WHERE IS REAL ESTATE MARKETING TECHNOLOGY HEADING

glvrmag.com

You keep them safe now. We’ll be here when it’s time.

Stay Home. Stay Safe.

A Letter from the CEO Spring 2020 The spring edition of our quarterly eMagazine is late. The issue was ready. Members had been interviewed and stories had been written. The theme centered on the always-important topic of REALTOR® safety. But, as we all know, COVID-19 entered our lives and turned the everyday into anything but ordinary. Our magazine no longer seemed to fit into the daily lives of our members. Staff had to adjust, discuss, and figure out how to provide a valuable tool for what the pandemic brought into the lives of our members. Inside of these pages, you will see some of our more commonplace items, like our new member and RPAC investor lists, stories on the induction of Jack Gross as 2020 president of the Greater Lehigh Valley REALTORS® and Chris Raad as presidentelect of the Pennsylvania Association of REALTORS®, case studies on fair housing and professional standards, and more. But you’ll also find resources specific to real estate and COVID-19. From the extension of continuing education requirements and license renewal to how one of our Proud sponsors can help you and your clients with clutter and/or cleaning out a property, it’s all in here. Upsetting. Confusing. Unsettling. We’ve heard a variety of descriptions for these unprecedented times. But while your world may seem to be swirling with uncertainty and negativity, we want you to know that staff at the Greater Lehigh Valley REALTORS® are here. We will walk hand-in-hand with you. We will help you. We will get through this. I’m very optimistic that American ingenuity and American entrepreneurship will heal our nation, our real estate industry, and our economy. I urge you to listen to your broker, listen to authorities, and be safe. GLVR will continue to work with the Pennsylvania Association of REALTORS® to provide members with the tools and resources needed to operate during this time of crisis. As always, thank you for reading.

Justin Porembo

CEO, Greater Lehigh Valley REALTORS®

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Contents

Spring 2020

ceo letter 4A Message From Our CEO

features 10 C OVID-19 Resources

12 Ethics in the Time of Coronavirus 18 W here Real Estate Marketing Technology is Heading

20 COVID-19 Opens Doors to New Scams

22 Take Care of Your Financial Wellness 24 Solicitors Corner 30 Meet Jack Gross - 2020 GLVR President 34 2019 Annual Report

department updates 14 Real Estate Academy 16 Professional Standards 26 Government Affairs

Advocacy, Accountability. Action

38 MLS

guest writers Jim Andrews, JDog Junk Removal & Hauling Manny F. Rodrigues, American Bank

Interested in becoming a guest writer? e-mail tammy@glvr.org

20 e

GLVR Magazine | Spring 2020 {5}

速

REALTORS STAND FOR STRONG COMMUNITIES. Is your agent a REALTOR速? Look for the R.

REALTORS速 are members of the National Association of REALTORS速

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Greater Lehigh Valley REALTORS MAGAZINE

Publisher Greater Lehigh Valley REALTORS® CEO Justin Porembo | 484-821-0501

Sales Director Tammy Lerner | 484-821-0511

Creative Director Melissa Arranz | 484-821-0509

eCommunication Specialist Mallory Siegfried | 484-821-0504

Welcome New Members! November 27, 2019 - February 24, 2020 Allen Caitlin RE/MAX Central - Allentown Alvarado Vania Keller Williams Real Estate Batista Cristian Quaint Oak Real Estate Blanco Rosa Weichert Realtors Blay Thomas Century 21 Ramos Realty Bogush Shelley Great American Real Estate Company Bonner Timothy RE/MAX Central - Center Valley Boshnaq Jomana BHHS Fox & Roach - Bethlehem Bourizk Anthony Keller Williams Real Estate Brennan Silvia Allentown City Realty Brisendine Lauren Keller Williams Real Estate

The Greater Lehigh Valley REALTORS® eMagazine is published quarterly by Greater Lehigh Valley REALTORS® 10 S. Commerce Way, Bethlehem, PA 18017 Board of Directors

Charles R. Haley

Tim Tepes, President-Elect

Sean LaSalle

Howard Schaeffer, Secretary Thomas Cramer, Treasurer

Donna Bartholomew-Sacco Tarrant Booker Cass Chies

Chaknos Mark Keller Williams Platinum Realty Coleman Claudia IronValley Real Estate of Lehigh Valley D’Amico Jonathan Coldwell Banker Hearthside Daja Amanda Keller Williams Real Estate

Jack Gross, President

Carl Billera, Past President

Bufanio Lori Coldwell Banker Hearthside

Lyn Hufton

Dhawan Leena Keller Williams Real Estate Dunker Donna Coldwell Banker Heritage Real Estate Duvivier Jocelyn Better Homes and Gardens Real Estate Cassidon Realty Elinbabi Omar Keller Williams Real Estate

Mark Lutz

Faas Joseph IronValley Real Estate of Lehigh Valley

Robert Ritter

Galvin Stephen IronValley Real Estate of Lehigh Valley

Glen Paisley

Forsyth Gary Keller Williams Realty

Noelle Seaton

Garcia Brianna Weichert Realtors - Allentown George Lindsay IronValley Real Estate of Lehigh Valley Ghasab Oscar TSB Property Grantham Victoria Keller Williams Real Estate

Greater Lehigh Valley REALTORS® reserves the right to edit or refuse any advertising submitted to this publication. The Greater Lehigh Valley REALTORS® eMagazine is the official publication of the Greater Lehigh Valley REALTORS®. All advertising published in the Greater Lehigh Valley REALTORS® eMagazine is believed to be truthful and accurate. However, Greater Lehigh Valley REALTORS® assumes no responsibility whatsoever for typographical errors or omissions in the Greater Lehigh Valley REALTORS® eMagazine. All real estate advertising in this publication is subject to the Federal Fair Housing Act of 1968, as amended, which makes it illegal to advertise “any preference, limitation, or discrimination based on race, color, religion, sex, handicap, familial status, or national origin, or intention to make any such preference, limitation, or discrimination.” This publication will not knowingly accept any advertising for real estate which is in violation of this law. Our readers are hereby informed that all dwellings advertised in this publication are available on an equal opportunity basis. To complain of discrimination, call HUD toll-free at 1-800-424-8590. Any reference made to the Greater Lehigh Valley REALTORS® is not to be construed as making representations, warranties, or guarantees concerning the information on properties advertised in the Greater Lehigh Valley REALTORS® eMagazine. All ads contained herein are solely the responsibility of the advertiser. The opinions and statements contained in advertising or elsewhere in the Greater Lehigh Valley REALTORS® eMagazine are those of the authors of such opinions and are not necessarily those of the Greater Lehigh Valley REALTORS®. This magazine is published to inform GLVR members of matters of general interest and give reports of current events relating to real estate. Copyright © by Greater Lehigh Valley REALTORS® All rights reserved. Reproduction in whole or in part without the consent of Greater Lehigh Valley REALTORS® is prohibited.

Greene Stuart Coldwell Banker Hearthside Hayes Dontae Equity MidAtlantic Real Estate Ho Alexandria CENTURY 21 Keim Huber Kaitlin D.E. Huber Real Estate Ivasiuc Nancy Howard Hanna The Frederick Group Jones Devon RE/MAX Central - Allentown Kennedy Jennifer VM Realty Group LLC Ketchledge Jennifer Castle Gate Realty Konschnik Nancy BHHS Fox & Roach - Bethlehem LaBreche Michelle BHHS Fox & Roach - Bethlehem Meldrum Ryan Keller Williams Real Estate Mingora Scott Coldwell Banker Heritage Real Estate Montes Adriel Keller Williams Real Estate Moustafa Jehan Keller Williams Real Estate Moyer Kasey Keller Williams Real Estate Mulligan Mark VM Realty Group LLC Nales Joshua Keller Williams Real Estate Nkealah Obed Mountain Top Real Estate Petrella Joshua Quaint Oak Real Estate Polanski Ewa Keller Williams Real Estate Porobenski Lauren RE/MAX Unlimited Real Estate Posso Alexander Home Team Real Estate Reiner Jill Keller Williams Real Estate Rice Gretchen VM Realty Group LLC Roldan Renae EXP Realty LLC Rosa Angel Howard Hanna The Frederick Group Sears Sarah Weichert Realtors Silk Rosa Quaint Oak Real Estate Smith Amanda DLP Realty

We Appreciate Our Preferred Vendors!!!

SoBanko Bernadette Real Living Action Realty Sonee-Myricks Levone CENTURY 21 Keim Stack Yihong Better Homes and Gardens Real Estate Valley Partners Strohl Amanda EXP Realty LLC Stuppino Ashli Weichert Realtors Tayman Vladislav Homeway Real Estate Thom Michael BHHS Fox & Roach - Coopersburg

Click To View The List!

Torres Sarah Weichert Realtors Tosco Joseph Bonaventure Realty Traca Antonio Equity MidAtlantic Real Estate Vinovskis Oliver BHHS Fox & Roach - Macungie Wenner Kimberly IronValley Real Estate of Lehigh Valley Yocum John Weichert Realtors Zechman Ashley IronValley Real Estate of Lehigh Valley Zwick Eric CENTURY 21 Keim

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COVID-19 RESOURCES for the real estate professional

Greater Lehigh Valley REALTORS® Coronavirus Guide GLVR’s guide includes hyperlocal FAQs, including how the Temporarily Off Market status works in the GLVR MLS, how to better utilize the MLS for remote viewing of properties, local inspection information, etc. GLVR’s guide is AVAILABLE HERE. Pennsylvania Association of Realtors® Coronavirus Guide PAR’s guide has comprehensive FAQs that tackle Government Order FAQs, Transaction FAQs, Forms and Extension FAQs, Licensing and Education FAQs, Business FAQs, and Financial FAQs. PAR’s guide is AVAILABLE HERE. National Association of REALTORS® Coronavirus Guide

the Pennsylvania Department of Labor & Industry’s Office of Unemployment Compensation. As this is a new program and expected to have a high volume of interest, the Department of Labor & Industry has established a set of frequently asked questions on uc.pa.gov. You may submit claims backdated to January 27, 2020, if you have been unemployed due to one of the COVID-19 related reasons that are PUA-eligible. If you are found eligible for PUA, you will receive compensation retroactive to January 27, 2020, or to the date when you became unemployed, whichever is more recent. PUA provides benefits for up to 39 weeks for weeks of unemployment beginning on or after January 27, 2020. Guidance for Contracts Signed on or Before March 18

The National Association of REALTORS® is providing guidance to help REALTORS® respond to COVID-19 and its impact on the real estate industry and real estate transactions. NAR has issued information and guidance for REALTORS®, employers, property owners, commercial real estate, and more.

At 4 p.m. on April 10, the Pennsylvania Association of Realtors® received an updated letter from Pennsylvania Department of State Secretary Kathy Boockvar that provides limited guidance for appraisers, notaries, title companies, and home inspectors for transactions begun prior to March 18, 2020.

NAR’s guide is AVAILABLE HERE.

LEARN MORE

Pandemic Unemployment Assistance

Deadline Extended for License Renewal and Continuing Education Requirements

The Pandemic Unemployment Assistance application for selfemployed and independent contractors is now available from

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Under the State Real Estate Commission, renewal deadlines for

all license types will be extended from May 31, 2020, to August 29, 2020. The continuing education renewal cycle has also been extended to August 29, 2020. You must complete 14 hours of continuing education, including the required mandatory topics if applicable, between June 1, 2018 and August 29, 2020 in order to meet the requirements. LEARN MORE NAR is Providing 2 Months of TeleHealth Access to Members The National Association of REALTORS® is funding two months of telemedicine at no cost to members who sign up by May 31, 2020. Through Members TeleHealth, you and your family can access professional medical advice from the comfort of your own home 24/7/365. Enrollment is limited, so before enrolling, we ask that you check your insurance first. You may already have access to telemedicine. And if that’s the case, please utilize those resources. LEARN MORE

NAR Offering Products at Reduced and No Cost In light of the challenges presented by COVID-19, and its impact on the real estate industry, the National Association of REALTORS® is taking steps to support members through these uncertain times. The Right Tools, Right Now initiative, which was activated once before in 2009, makes new and existing NAR products and services available for FREE or at significant discounts – right now – and is available to REALTORS® and REALTOR® Associations. The program includes products, resources and services from all areas of the Association, including: •

Webinars to help you manage your finances

•

Education courses to expand your skills

•

Timely market reports to inform your business and clients

•

Digital tools for transactions and marketing

LEARN MORE

GLVR Magazine | Spring 2020 {11}

Ethics in the Time of

COVID-19

By: Hank Lerner, Esq. | Director of Law & Policy, Pennsylvania Association of Realtors®

ust to be clear, this is NOT a rehash of things you can’t do based on the governor’s closure and stay at home orders. You can read all about that and keep up to date with our constantly updated FAQs on the PAR website.

•

Have you discussed with clients whether it’s truly in their best interests to move ahead with a transaction in the current market?

•

Instead, this is a reminder that – regardless of the complete craziness swirling around us in these complicated times – you can’t forget the basics. Adherence to the Realtor® Code of Ethics is one of the things that sets you apart from mere licensees, and living by the Code is more important than ever in these uncertain times.

Have you counseled your clients on the hurdles they’re likely to face, and are you able to help them (legally and ethically) navigate them?

•

Are you treating the parties honestly if you promote or offer services which are prohibited by the governor’s orders?

As you’re figuring out how to adapt your business to the current conditions, think through some of the Articles of the Code and how they might apply:

Article 3, Standard of Practice 3-8: (“Realtors® shall not misrepresent the availability of access to show or inspect a listed property”)

Article 1: Realtors® “protect and promote the interests of their client” and are “obligated to treat all parties honestly.”

Article 3, Standard of Practice 3-9: (“Realtors® shall not provide access to listed property on terms other than those established by the owner of the listing broker.”)

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•

Are you offering property access in a way that is prohibited by the governor’s orders?

•

Are you attempting to schedule showings when the seller has said they don’t want them?

•

If it is possible to access a property legally, are you able to adequately ensure that all showing instructions are complied with?

Article 10: “Realtors® shall not deny equal professional services to any person” based on their inclusion in one of the protected classes. •

Are you refusing to work with potential clients based on their ethnicity (e.g., unwilling to work with Chinese or Italian clients)?

•

Are you only cutting back or refusing business in areas that could have a disproportionate impact on certain protected classes?

Article 11: Services provided by Realtors® “shall conform to the standards of practice and competence which are reasonably expected in the specific real estate disciplines in which they engage….” •

•

Standards for the safe practice of real estate are changing – at least in the current environment, and perhaps permanently. Are you aware of the changes and able to provide those services? The new hurdles faced in different types of real estate practice will be very different. Are you sufficiently wellversed in those specific issues to be able to practice outside of your primary expertise, or is now a good time to refer to experts in those other specialties?

Article 12: “Realtors® shall be honest and truthful in their real estate communications and shall present a true picture in their advertising, marketing, and other representations.” •

Is it “honest and truthful” to advertise that you are able to provide certain services when those services are prohibited by the governor’s orders, or may be unsafe/unwise in the current environments?

•

Are you making claims about your business practices that may not be supported by facts (e.g., if something says “our closing process follows all CDC guidelines”), does it?

if you’re an agent or broker trying to write your own liability waivers, hold harmless agreements, force majeure provisions, or anything else along those lines JUST STOP IT RIGHT NOW! Ethics or not, if you get sued for something you drafted on the back of a napkin without counsel’s advice the outcome will not be good for anyone but the plaintiff. Article 15: “Realtors® shall not knowingly or recklessly make false or misleading statements about other real estate professionals, their businesses, or their business practices.” •

Are you making statements about other Realtors® or service providers that are not accurate? For example, stating that another provider is “not open for business” could be misleading if the reason they’re not open is that they’re complying with the governor’s orders.

•

If you post a nasty comment about how other practitioners have chosen to do business it could be a violation if your reaction is deemed to be false or misleading.

Article 16: “Realtors shall not engage in any practice or take any action inconsistent with exclusive representation or exclusive brokerage relationship agreements that other Realtors® have with clients.” •

Are you suggesting that you can provide services in place of a consumer’s existing broker/agent?

•

If you are working with consumers but not signing formal representation agreements, have you considered that other Realtors® are not violating the Code if they approach those consumers.

To be clear, nothing in this article is pointing to any specific ad/post/activity– but the questions being posed are based on comments and concerns that we have heard from across the state. If any of these look like things you’re doing, you may want to rethink your approach. If you’re seeing these sorts of things from other Realtors® you can consider pursuing an ethics complaint through the usual channels at your local association or PAR if your association participates in the statewide cooperative.

Article 13: “Realtors® shall not engage in activities that constitute the unauthorized practice of law and shall recommend that legal counsel be obtained when the interest of any party to the transaction requires it.” •

OK…I’m going to break my rule here and say that

GLVR Magazine | Spring 2020 {13}

DepartmentUpdate Real Estate Academy

s a result of the coronavirus pandemic, license renewal and continuing education requirements for real estate brokers and salespersons have been delayed 90 days, according to the Pennsylvania Department of State’s Bureau of Professional and Occupational Affairs. The Pennsylvania Real Estate Commission has mandated that all salespersons and brokers complete 14 hours of continuing education to renew their license every even numbered year. The current renewal cycle will now end on August 29, 2020 (instead of May 31, 2020). The classes at the Academy that were cancelled due to the pandemic have new dates and are re-opened for registration. All rescheduled classes will be held on and after June 1. Class sizes are being limited to 45 students (instead of 75). There are a plethora of options that will allow you to meet your educational goals and your license renewal and continuing education requirements. Find out what’s being offered at www. GLVREAcademy.com!

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While agents can choose classes that are based on their individual interests and career goals, for the 2018-2020 renewal cycle, the Real Estate Commission has mandated a two-hour review of real estate advertising guidelines, both from RELRA and other regulators, and 1.5 hours of review of RELRA regarding property management. The Academy is offering Advertising and Property Management, which covers both topics and provides students with the 3.5 required credits needed to satisfy this mandate. As an added bonus, this course also satisfies the National Association of REALTORS® Code of Ethics training for the 2019-2021 ethics cycle. Space is limited and spots are filling up quickly. Register today at https://ims.glvr.org. Renewing Your License for the First Time? Read This. If you are renewing your license for the first time, you have different continuing education requirements. If you were licensed on or after December 1, 2017, you must complete the mandatory new license general and residential or commercial modules. The Academy has scheduled several instances of the general and residential modules before the August 29 deadline. The commercial module is available online through OnCourse

Learning.

(ABR) designation.

Transcripts and You

Free Professional Development Seminars Included in GLVR Membership

After a licensing period ends, the Real Estate Commission will send out random audits to licensees and will request transcripts. It’s important to keep your transcripts in a safe, accessible place, as you never know if you’ll be audited. Not being able to provide transcripts to the Commission, or show that you fulfilled your continuing education requirements, can lead to hefty fines. Staff at the Greater Lehigh Valley REALTORS® and the Greater Lehigh Valley Real Estate Academy receive daily phone calls from agents who have lost or misplaced their continuing education transcripts or simply don’t know what to do with the transcripts they do have. Here’s the deal on transcripts: 1. 2.

Your transcripts are your responsibility. File them in a safe place that is easily accessible.

The real estate industry is constantly changing and evolving. As an expert, you need to learn how to adapt to these changes and continue to grow in your field. The Academy’s workshops and seminars are free for members of the Greater Lehigh Valley REALTORS®. There is a $25 fee for non-members. Professional development offerings for 2020 include: Should I Use a Drone to Help Sell a Property? Dates: September 9 Successfully Selling HUD Properties Dates: June 18, September 17 and December 8

Do NOT send your transcripts to the Greater Lehigh Valley REALTORS® or the Academy. We do not have a depository for transcripts. We only have copies of transcripts from classes held at our Academy, and should you lose a transcript from the Academy, it will cost you $15 to replace it. To request a transcript, please CLICK HERE.

Social Media for REALTORS®

We do not keep track of your education and transcripts from other real estate schools. You must contact each school you attend for education and transcript information.

Immigration Law Update: The Intersection between Immigration and Real Estate

Do not send your transcripts to the Pennsylvania Real Estate Commission – unless they ask for them.

New Designation Course Comes to the Academy The Academy is pleased to introduce a new designation course, Pricing Strategy Advisor. This 7-hour course is designed to help residential real estate agents and brokers enhance their skills in pricing properties, creating CMAs, working with appraisers, and guiding clients through the anxieties and misperceptions they often have about home values. The course will be offered on July 29, 2020. The continuing education credits count toward license renewal and count as an elective for the Accredited Buyer’s Representative

Dates: July 15 and October 13 Tax Strategies for Real Estate Professionals Date: September 18

Date: TBA For more information on these professional development opportunities and/or to enroll, visit www.GLVREAcademy.com > Workshops & Seminars.

DepartmentUpdate Professional Standards

REALTORS® SHALL NOT DENY EQUAL PROFESSIONAL SERVICES T

he Professional Standards department at the Greater Lehigh Valley REALTORS® fields numerous inquiries from both Realtors® and the public, on a number of issues related to real estate professionalism, transactions, and disputes. Here is a Case Study related to Article 10 of the Code of Ethics, which states: REALTORS® shall not deny equal professional services to any person for reasons of race, color, religion, sex, handicap, familial status, national origin, sexual orientation, or gender identity. REALTORS® shall not be parties to any plan or agreement to discriminate against a person or persons on the basis of race, color, religion, sex, handicap, familial status, national origin, sexual orientation, or gender identity. (Amended 1/14) REALTORS®, in their real estate employment practices, shall not discriminate against any person or persons on the basis of race, color, religion, sex, handicap, familial status, national origin, sexual orientation, or gender identity. (Amended 1/14) Case #10-2: Denial of Equal Professional Service (Revised May, 1988. Revised November, 2001. Revised May, 2017.) On a Saturday morning, REALTOR® B, a salesperson affiliated with REALTOR® A, answered an e-mail from Prospect C, a recent college graduate who was moving into the city to take his first teaching job at Northwest High School. Prospect C was married, had two young children, and was a veteran. After working with Prospect C to determine his family could afford a three-bedroom home in the $240,000 range, REALTOR® B described available properties near Northwest High School and set up appointments to show houses to Prospect C. That afternoon, REALTOR® B showed Prospect C and his wife three houses in neighborhoods near the high school.

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On Monday, at a faculty meeting, Prospect C met Prospect D, who was also moving into the city to take a teaching position at the same high school and who was also in the market for a home. Prospect D was married with two young children and was also a veteran. Prospect C told Prospect D of REALTOR® B’s knowledge of the market and VA financing and how helpful he had been. Prospect D called REALTOR® A’s office that afternoon and asked for REALTOR® B. REALTOR® B met Prospect D and determined Prospect D could also afford a home in the $240,000 range. Prospect D told REALTOR® B that he was also a new teacher at Northwest High School and had been referred by Prospect C. Prospect D was black. REALTOR® B showed Prospect D houses in several neighborhoods undergoing racial transition but did not show Prospect D homes in neighborhoods near the high school. Prospect D asked about houses closer to Northwest High School. REALTOR® B replied that he had no knowledge of any homes in that area for which Prospect D could qualify. The next day, Prospect D, while visiting Prospect C, related his problems in finding a home near the high school and learned that REALTOR® B had shown Prospect C several homes near the high school. Prospect D filed a complaint with the Association of REALTORS® claiming that REALTOR® B had discriminated against him and his family by not offering equal professional services. The complaint was reviewed by the Grievance Committee. REALTOR® B was charged with an alleged violation of Article 10, and the complaint was referred to a Hearing Panel of the Association’s Professional Standards Committee for hearing. At the hearing, REALTOR® B admitted that he did not use the same efforts to show Prospect D properties in neighborhoods near the high school as he did with Prospect C because he felt Prospect D and his family would feel more comfortable living in a racially integrated neighborhood. The Hearing Panel found REALTOR® B in violation of Article 10 of the Code of Ethics.

DepartmentUpdate Professional Standards

THE CODE TOUGHENS ITS

WORDS

An implicit antidiscrimination ban is now spelled out by a new standard of practice in the Code of Ethics. By Matt Difanis for REALTOR® Magazine

s REALTORS®, we pledge to live by the Code of Ethics outlined by the National Association of REALTORS®. NAR commemorated the 50-year anniversary of the Fair Housing Act in 2018, and fair housing has been enshrined in the REALTOR® Code since 1974—at the time mirroring the federally protected classes. In the years since, REALTORS® have moved ahead of these federal protections, adding sexual orientation and gender identity as protected classes in 2010 and 2013, respectively.

difficult to understand or whose color leads to an automatic presumption that their client isn’t qualified.

But not all of us give these issues the attention we should. Over my decades-long career in real estate, I have never seen a fair housing violation with my own eyes. I’m a white male and have learned that if you don’t look like me, selling real estate can be a very different experience. I’ve invested significant time and energy over the last three years engaging REALTORS® of color as I sought to improve inclusion within Illinois REALTORS®, where I served as president in 2018. Once I immersed myself in groups of people who don’t look or sound like me, it was devastatingly apparent that members of color, those who are non-native speakers of English, and LGBTQ members of our REALTOR® family regularly experience discrimination.

That which was previously implicitly prohibited is now explicitly prohibited. The revision dispenses with any subtlety on that issue and trumpets loudly that discrimination in our REALTOR® family will not be tolerated and will subject offenders to swift and serious sanctions. After the recent reports of discrimination in Long Island, N.Y., the local board initiated investigations to determine whether members violated their duty to provide equal professional services consistent with Article 10. This is our Code in action.

While Article 10 of NAR’s Code of Ethics directly addresses fair housing policies, discrimination in our industry can manifest itself in the form of a lack of cooperation. Article 3 has long mandated that “REALTORS® shall cooperate with other brokers except when cooperation is not in the client’s best interest.” That provision has always implicitly forbidden refusal to cooperate with other brokers based on other brokers’ membership in any protected class. But ongoing experience makes clear that brokers—even unintentionally—may shun cooperation with a broker whose non-native spoken English is

With these scenarios and many others in mind, NAR’s Board of Directors recently approved a new standard of practice to Article 3, effective Jan. 1, 2020: REALTORS® may not refuse to cooperate on the basis of a broker’s race, color, religion, sex, handicap, familial status, national origin, sexual orientation, or gender identity.

We are REALTORS®. We welcome and embrace equal housing opportunity. We welcome and embrace cooperation with even our fiercest competitors whenever it works to our clients’ benefit. Because that’s who we R.

GLVR Magazine | Spring 2020 {17}

WHERE REAL ESTATE MARKETING TECHNOLOGY IS HEADING As the country practices social distancing to slow the spread of the coronavirus, these tech tools are helping agents stay connected and showcase listings. by Adrian Fisher | Realtor Magazine

he proliferation of marketing technology has had a massive impact across numerous sectors, real estate included. Now, with the rise in COVID-19 cases in the U.S. and the increased practice of social distancing to curb its spread, real estate agents are relying on technology more than ever to communicate with clients and show houses. Given these recent adjustments, real estate marketing technology will play an increasingly important role this year, making it easier for real estate professionals to grow their businesses. According to research firm Ascend2â&#x20AC;&#x2122;s Marketing Technology ROI Survey, nearly 70% of marketers rely on technology to increase their return on investment. Hereâ&#x20AC;&#x2122;s a look at what to expect from marketing technology in 2020.

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Lead Generation and Engagement Automation Generating new leads can be challenging for real estate agents. Once new leads do come in, following up and managing them can be time-consuming, especially for busy agents. But AI-based conversational chatbots can initiate a dialogue and respond instantly to help real estate professionals capture, engage, and qualify online leads. Using natural language processing, conversational AI can handle the initial stages of working with a potential customer, such as greeting website visitors, responding to prospect queries, collecting valuable information, and potentially scheduling showings for agents. Since AI learns from experience, it can determine the right questions to ask prospects based on previous conversations. For instance, Roof.ai is an AI assistant that helps agents

personalize and scale customer interactions. The chat widget engages website visitors, asks prospects qualifying questions, searches MLS data and sends listings that match, answers questions about specific homes, and schedules showings for agents. According to research institute Capgemini, 62% of customers said they were satisfied with the chat assistants they find on a company’s website. Chatbots and virtual assistants still have a long way to go but are becoming more sophisticated and humanlike over time. Therefore, agents and consumers can only expect chatbot capabilities to strengthen in the future. Hyper-Personalized Messaging Agents have access to more data than ever. Datasets, combined with predictive analytics, now make it possible to group consumers who share common lifestyle traits. This allows agents to understand consumers and segment audiences better to create highly personalized messaging that resonates with their pain points. For example, agents can create content specifically targeting eco-conscious individuals. This particular segment of people may be looking for homes with solar panels or energy efficiencies, or they might appreciate content about reducing their carbon footprint or making eco-friendly updates to their homes. Spatial.ai, for instance, is a company that organizes billions of social media conversations into more than 70 actionable segments revealing the personalities, attitudes, and interests of communities. Types of social segments include dog lovers, outdoor adventurers, and fitness enthusiasts. The company also provides information for each segment, such as income, political affiliation, education level, and geographic tendencies, giving agents a highly dimensional view into their consumers. Instead of delivering broad, generic statements, today’s marketing technology enables agents to target prospects effectively and create personalized content. Advertising Automation Even during this era of social distancing, real estate agents can grow their businesses. Today’s marketing technology can generate visually appealing, targeted advertisements automatically. Software systems can automatically generate ad campaigns for new listings. These platforms, such as PropertySimple, create on-demand, professional-looking video ads that can be used across social media channels such as Facebook and Instagram. Once users create an ad, AI displays it to the right prospects and reports back with real-time performance stats that show

views, clicks, and demographics. According to Hubspot, more than 80% of businesses use video as a marketing tool. Video isn’t going anywhere, and now is a crucial time for agents to be incorporating it into their marketing strategies. The good news is that agents can turn to marketing technology solutions to generate visually appealing real estate ads and videos. Virtual Property Tours Innovative tools using virtual reality and 3D modeling allow consumers to view properties without ever stepping foot in them. Agents can now deliver a customer experience that’s better than a physical tour. With a virtual tour, potential buyers can fully immerse themselves in the viewing experience of a particular property. They can get a feel of a neighborhood and experience how a property would appear at different times of the day. Someone purchasing office space, for example, can get a sense for setup and fit before even seeing the place in person. Builders can also show spaces that aren’t built yet to give consumers an idea of how a property will look ahead of time. Tools such as EyeSpy360 and immoviewer allow real estate professionals to create 360-degree virtual tours and 3D floor plans. Numerous prospective buyers can view the property any time of the day from home. With VR, neither the builder, seller, buyer, nor agent have to visit the site location, saving all parties time and money. The Future of Real Estate Marketing Technology According to chiefmartech.com, the marketing technology landscape has grown to include 7,040 solutions as of 2019. As more solutions appear, it will continue to become easier for real estate professionals to automate numerous marketing processes, personalize content, and offer virtual tours. Undoubtedly, marketing technology has massively benefited the real estate industry and will continue to do so throughout 2020.

COVID-19 OPENS DOOR TO NEW SCAMS by Kacy Clouser, Esq. | PAR

ike many other situations, scammers have found ways to utilize the coronavirus as a way to gain access to people’s sensitive information and money. It’s important to be aware of the various ways that scammers are using to exploit individuals. They include: •

•

False exposure: In some areas, phone calls have been made alleging that the caller is from “the health department,” and that the person may have been exposed to the virus. They then follow up with selling either a vaccine kit or an at-home testing kit. At this point in time, there are no legitimate vaccines for COVID-19. Phishing emails: The usual way that scammers get valuable personal information is via fake emails or phishing emails to gain access to someone’s computer. While this is a risk at any time, the risk is compounded by the coronavirus pandemic and the fact that countless real estate transactions have been delayed or switched to remote communications. This creates an additional risk as clients might be expecting an email with instructions for online banking transactions.

•

Air filtration system: Other people are selling an air filter, which they claim will remove the virus from the purchaser’s homes. They charge a fee for the alleged filter, a cleaning and sanitation. Not only is this a financial scam, but also a health and safety risk if these scammers are actually entering homes.

•

Fake charities: There are a lot of completely valid and reputable charities seeking donations right now. The issue,

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however, is the creation of fake charities and misleading solicitations. If you are looking to donate, make sure to do your research on the charity you choose. With all of these risks, there is a need to be aware for yourself and for your clients. For your clients, there are two important things to keep in mind: •

Never send confidential information via unsecured email. If you communicate with your clients via email, make sure you communicate where it will be coming from, and to confirm with you when they receive it.

•

Provide your client with the best information to succeed. Utilize our new form, the Wire Fraud Notice (Form WFN), discuss the various ways that a scammer might try to get information and give your clients the power of knowing what to do if they receive any type of wire fraud attempts.

Be sure to stay up to date on everything related to coronavirus at PARealtors.org/coronavirus.

TAKE CARE OF YOUR FINANCIAL WELLNESS Financial planning experts, and NAR’s Center for REALTOR® Financial Wellness, offer tips on cash management and tax planning to help you through these turbulent times. by Christina Hoffmann | REALTOR Magazine

hen the world around you feels like it’s spinning out of control, it’s important to control what you can. And that includes your financial plan. “The antithesis to emotional decision-making is putting systems into place,” says Mariah Hudler, a financial therapist with Koru Financial Therapy in Sacramento, Calif. “There’s power in knowing your numbers and in being critical about the decisions you make about your money.” Closely look at monthly expenditures and profit and loss statements, she advises. What can you change? Is there an opportunity to adapt, redeploy, or get rid of expenses? What other ways could you bring in income? What opportunities does this upheaval offer? Both Hudler and certified financial planner Mari Adam of Mercer Advisors in Boca Raton, Fla., whose clientele includes independent contractors, say this is a time to hold on to some cash. And since the IRS and the U.S. Treasury have deferred the deadline for tax payments to July 15, Adam recommends keeping that money in cash so it’s available when payment is due.

$63,500 for those over 50 for this year. If cash is important right now, you can have your account ready to go and fund it when you’re able to before Dec. 31. You can typically make employer profit-sharing contributions all the way until your tax-filing deadline next year. Talk to your tax preparer about your specific actions to take. “This is a great time to fund stuff,” Adam says, “because when there’s a rebound, you’ll get appreciation.” Consult a financial adviser about what’s right for you. NAR has an entire website devoted to REALTORS®’ financial health. Visit the Center for REALTOR® Financial Wellness to access free webinars, both new and archived, to help you manage your business and finances during this turbulent time. In addition, you’ll find budgeting tools and calculators. Adam’s other insights: Make sure you’re in touch with the people who can guide you, like your tax preparer and financial adviser. “Even if you work part-time, you can deduct a lot of expenses that other workers can’t,” Adam says.

Adam also recommends investing what you can. If you don’t already have an investment vehicle, she is bullish on the solo 401(k) for independent contractors without employees. “It gives you a higher contribution limit than other plans, and it’s free to set up,” she says. The IRS even allows you to include your spouse under this plan if he or she earns income from your business.

•

“If you owe money, and you’re having trouble covering your bills, find legitimate ways to not pay,” she says. Refinance your mortgage or discuss forbearance options with your lender or mortgage servicer. Negotiate with your auto lender. Set a payment plan to cover a health expense.

•

Stay plugged into state and local information about the financial relief that might be available to you.

You can opt for a traditional version of the solo plan, which is now tax-deferred, or a Roth IRA, where once you pay taxes on income, you never again pay tax on the contributions you pull out in retirement. Before the end of this year, you can contribute up to $19,500, or $26,000 if you’re over 50, to a solo. Plus, you can double down by contributing to the plan as your own “employer.” As an employer, you also can put in a profitsharing contribution equal to 25% of your compensation. Total contributions can’t exceed $57,000 for anyone under 50 and

Continue to visit nar.realtor/coronavirus for the latest information on what the federal government is doing to provide financial relief to working Americans, including independent contractors and the self-employed.

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Lehigh Valley REALTOR® Installed as President-Elect of State Realtor® Association C hristopher Raad, the broker / owner of Harvey Z. Raad Realtors® in Allentown, was installed as president-elect of the Pennsylvania Association of Realtors® (PAR) at the Winter Business Meetings in January. Raad, who served as president of the Greater Lehigh Valley REALTORS® (GLVR) in 2015 and 2016, has worked his way through the leadership ranks after being elected to the treasurer position by PAR’s Realtor® Board members in September 2017. It’s been 57 years since a primary member of GLVR has served as president at the state level. Charles B. Patt, Jr., served as president of PAR in 1963. He was the beginning of a family legacy that continues today with Charlie’s sons, Donald and Douglas, and his grandson, Brad, of Berkshire Hathaway HomeServices Fox & Roach / Trident. The Raad family has a legacy story of their own. Harvey Z. Raad Realtors® has been in business since 1962 and maintains its physical presence on S. 4th Street in Allentown. Harvey Raad, Chris’s grandfather, founded the office. It is operated today with the help of Chris’s father, George, and brother, Gregory. George is also a former president of the Greater Lehigh Valley REALTORS®. In early 2017, it was announced that George would be passing on the torch to Chris, who earned his broker’s license in 2005. Chris is now the broker of record for Harvey Z. Raad Realtors®. Of note, Harvey started his real estate career with Earl S. Kester, a past president of both PAR and the former Allentown-Lehigh County Board of REALTORS®. Earl was highly respected in the Lehigh Valley. Back at the state level, Raad said his attendance at PAR’s business and Strategic Planning meetings and his participation on various task forces and on the Commercial, Industrial and Investment Committee inspired him to run for a leadership position. According to Raad, the biggest issues facing Realtors® and homeowners in Pennsylvania are the ongoing inventory shortage and tax reform. In addition to striving to be a strong

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advocate for private property rights in the Lehigh Valley and across the state, Raad’s plans for his state leadership tenure include encouraging increased broker participation and member involvement, collaborating with the best and brightest minds in the state to enhance member services, and working to promote the value of being and using a REALTOR®. Raad credits his time spent on GLVR’s Board of Directors (he served on the Board from 2011 to 2017) for giving him the experience and confidence needed to serve at the state level.

“Becoming President of GLVR was a real turning point in my life, as leadership at the time saw something in me that I did not see in myself,” Raad said. “My time on the Board instilled a need to give back to the business that I love. I’m blessed to have learned so much from many of my Board mates and GLVR staff.” In addition to serving as president and on the Board of Directors of the Greater Lehigh Valley REALTORS®, Raad previously served on his local association’s Finance, Government Affairs and MLS committees. As an active member of the government affairs program, Raad became an RPAC “Golden R” investor in 2017. A member of PAR’s Board of Directors, Raad has chaired the Commercial, Industrial and Investment Committee and served as a member of several other committees. He was a member of the National Association of REALTORS® Board of Directors and has served on the Public Policy Coordinating Committee. Raad was selected as a 40 Under 40 honoree in 2016 by the Lehigh Valley Business Journal, and also previously served on the Board of Directors for Camelot for Children and Allentown’s Historical Architectural Review Board.

SolicitorsCorner Real Estate Law

Real Estate Transactions in a Covid-19 World By Catherine A. Curcio, Esq.

he growing pandemic of the Coronavirus (“COVID-19”) has upended life as we know it. In particular, it has caused the real estate industry to grind to a near halt due to COVID-19 and the orders and directives that have resulted in its wake. Let’s review the events that have recently unfolded and their effect on the real estate industry. GOVERNOR WOLF’S ORDER AND AMENDED ORDER On March 19, 2020, Governor Wolf issued an order directing all non-lifesustaining businesses in Pennsylvania to close their physical locations until further notice to slow the spread of COVID-19 (the “Order”). Remote working and telework operations remain permitted as long as social distancing is observed and other mitigation measures are employed. With enforcement measures looming, a significant number of businesses sought waivers from the Order and further clarification as to whether their business is “lifesustaining” under the Order. Real estate and its related activities were not deemed to be “life-sustaining” under the Order. On March 25, 2020, Governor Wolf issued a Stay-at-Home order for Lehigh and Northampton Counties and people are only permitted to leave their home for food, medicine and/or medical

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treatment, and to work at a business deemed “life-sustaining.” At the time of this article, Pennsylvania Land Title Association sought an industry-wide waiver from the Order to permit real estate settlements; however, no response has yet been received on that request. Most businesses that do not fall squarely within the parameters of the specific “life-sustaining” businesses established in the Order have closed their physical offices and, to the extent possible, are operating remotely. By now you have also likely encountered others that have determined that their physical operation can stay up and running based upon their reading of the Order and their interpretation of their business activity. Regarding title companies, most agents have closed their physical offices and others have taken a very broad read of the Order and determined that, as “Insurance Agents” or “Credit Intermediaries,” their physical operation can stay up and running. Even so, there is a caveat in the Order that “in-person sales/brokerages are prohibited,” which certainly sounds a lot like a physical settlement. There is litigation challenging the Governor’s statutory authority to order the closure of private businesses, so much of this may be settled in the courts. But how? And when? Regardless

of the Governor’s order and any one interpretation of it, it is a complex matter and a challenge to determine how to operate in compliance with the Order, sound practices, and without compromising the health and safety of your staff, your clients, your colleagues, and the public. UPDATES ON TAP FOR NOTARY LAWS Central to every real estate transaction is the notary. The ability to notarize a document is critical to continuing commerce in this new, remote reality. Currently in Pennsylvania, without personal appearance, notaries are unable to properly authenticate documents, and thus, are prohibited from notarizing any documents. The seemingly indefinite “Stay-at-Home Orders” and business restrictions currently in place have spurred states into seeking alternate methods to permit individuals to execute important legal documents without necessitating a traditional inperson interaction. Recently, State Senate Bill 1097 was introduced to allow the remote notarization of documents. If approved, State Senate Bill 1097 would provide notaries with flexibility to perform notarizations remotely, whether that remote notarization was performed for convenience, due to distance, or

and retain that recording for a period of 10 years. On March 25, 2020, Governor Wolf ordered the suspension of the personal appearance requirement of RULONA for Pennsylvania notaries in certain real estate transactions. The temporary notarial rule suspension is granted only for real estate transactions that were already in process. This limited suspension will enable the real estate industry to complete transactions initiated prior to the COVID-19 pandemic and resulting disaster declaration, but also serves to protect individuals currently under the Stay-at-Home order and allows real estate professionals to adhere to the Order while continuing remote operations. PAR ADDENDUM

due to pandemic. Under this bill, a notary would be allowed to authenticate documents and the identity of an individual through secure technology. At the time of this article, Senate Bill 1097 passed the Senate unanimously in the Senate but is currently awaiting further consideration in the Senate State Government Committee. Meanwhile, the Pennsylvania General Assembly is also poised to consider an amendment to House Bill 1564 in the very near future that would amend the Revised Uniform Law on Notarial Acts to allow notaries to perform notarizations without the need for a personal appearance. If this amendment s approved, a notary would be able to perform remote notarization for individuals under certain circumstances: (i) where the notary knows the individual personally; or (ii) the notary has satisfactory knowledge of the person’s identity through affirmation by a credible witness. With the second scenario, the notary must obtain at least two (2) different types of identification to verify the individual’s identity. Irrespective of the method used to verify the identity, the notary would be required to record audio and video of the remote notarization

To address some of the issues associated with ongoing contractual obligations at this time, PAR released a new addendum, the COVID-19 addendum to the agreement of sale (Form COVID). The COVID-19 addendum is a tool that parties may utilize to essentially pause a transaction and postpone contractual deadlines while the impacts of this situation can be properly assessed. With the COVID-19 addendum, either party may unilaterally invoke an automatic extension of all forthcoming deadlines, including settlement, in the event that performance becomes impossible or impractical. In short, it gives the parties to the transaction cushion to navigate this situation without operating under the pressure of immediate deadlines. With that said, it doesn’t change anything else in the agreement. More specific changes to the substantive terms of an existing agreement should continue to be accomplished through PAR’s Change in Terms Addendum (Form CTA) or another written addendum. Even assuming that all components of a transaction can be cobbled together to reach the point of settlement, you must still record documents. Lehigh and Northampton Counties are presently accepting e-recordings, but it would be prudent to regularly monitor each county’s status in case that changes. There is no one-size-fits-all answer. Right now, flexibility is key. It is essential to proactively manage client expectations. This is a very fluid situation and information is subject to change at any time. Let’s see what tomorrow holds. Both Norris McLaughlin and ABE Settlement Services continue to operate remotely during this unprecedented time and we are here to serve as a resource if you are interested in learning more about the ever-changing real estate and legal landscape. Please do not hesitate to reach out to us with any questions. Norris McLaughlin, P.A. provides full-service legal counsel to individuals, families, and business throughout Pennsylvania, New Jersey, and New York. Please visit us online at www. norrismclaughlin.com for more information. If you have any questions about this article, contact ccurcio@norris-law.com or 484-765-2258.

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DepartmentUpdate Government Affairs

ADVOCACY.

ACCOUNTABILITY.

By Matthew Marks, Government Affairs Director, Greater Lehigh Valley REALTORS®

Local

ACTION.

If you’re not interested in touching a voting machine when the June primary in Pennsylvania rolls around, consider applying for a mail-in ballot. Registered voters can apply for a mail-in ballot online with a valid Pennsylvania driver’s license or photo I.D. from the Pennsylvania Department of Transportation (PennDOT). PLEASE NOTE: If you plan to vote using an absentee or mail-in ballot in the 2020 primary election scheduled for June 2, 2020, your completed application must be received by the county office by 5 p.m. on May 26, 2020. The deadline to return your voted absentee or mail-in ballot is 8 p.m. on June 2, 2020. Apply Online: VotesPA.com/ApplyMailBallot

State

Scavello spearheads bill to close property tax revenue gap: State Senator Mario Scavello (R-40), who has spent more than 15 years supporting Senate Bill 76 and House Bill 76, which would eliminate school property taxes, recently introduced Senate Bill 805. This bill would provide the revenue necessary to eliminate school property taxes on owner-occupied homes via the homestead exclusion. Senate Bill 805 has bipartisan support. The bill is sponsored by Senators Lisa Boscola (D-18), Patrick Stefano (R32), James Brewster (D-45), and John Yudichak (I14). CLICK HERE for more information regarding SB 805.

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Federal

REALTOR® Leaders Meet with Secretary Carson, Pass Sweeping Fair Housing Action Plan: Leadership from the National Association of REALTORS® (NAR) met with U.S. Department of Housing and Urban Development Secretary Ben Carson and other senior HUD officials on January 8 in Washington to discuss fair housing just hours after unanimously passing a new plan to tackle the issue. The meeting, which included NAR CEO Bob Goldberg and President Vince Malta, allowed NAR to reiterate its commitment to partnering with HUD to advance fair housing protections. The two sides agreed to work jointly on public service announcements and other proactive initiatives to communicate the importance of housing access for all Americans. Just hours earlier, NAR leadership unanimously approved a new NAR initiative, abbreviated ACT, which emphasizes Accountability, Culture Change, and Training in order to ensure America’s 1.4 million REALTORS® are doing everything possible to protect housing rights in America. Specifically, the nation’s largest trade association will take new actions to ensure members uphold the fair housing standards incorporated in NAR’s Code of Ethics; begin integrating fair housing into all conferences and engagements; and form partnerships with fair housing advocates to pursue shared goals around accountability and training, among countless other initiatives.

color, national origin, religion, sex, familial status, and disability. Non-compliance could result in fines that are not covered by E&O insurance and could reach into the millions of dollars.

FAIR HOUSING TESTING HAPPENING IN THE LEHIGH VALLEY Leadership with the Greater Lehigh Valley REALTORS® (GLVR) earlier this year traveled to Harrisburg for the Pennsylvania Association of Realtors® Winter Business Meetings. There, a representative from the Pennsylvania Human Relations Commission announced that fair housing testing continues to be ongoing in several counties, including Lehigh County. Leadership and staff would like to remind the membership – and the public – that GLVR supports zero-tolerance for non-compliance of local, state and federal fair housing laws. The Fair Housing Act, enacted on April 11, 1968, protects people from discrimination when they are renting or buying a home, getting a mortgage, seeking housing assistance, or engaging in other housingrelated activities. Additional protections apply to federally-assisted housing. The Fair Housing Act prohibits discrimination in housing because of race,

Some of the membership may remember that fair housing testing was conducted in Allentown in 2011 by the Fair Housing Council of Suburban Philadelphia at the request of the Community Action Committee of the Lehigh Valley (CACLV). The study tested 33 agents (whose names were not disclosed), 24 of whom were alleged to have provided disparate treatment to testers. The full report on the 2011 testing, which should be used by the membership as a learning tool, is available for review on the Member Portal. Leadership worked in collaboration with CACLV and the City of Allentown to create an action plan to reinforce zero-tolerance of non-compliance of the Fair Housing Act. The collaboration between our organizations’ leadership was instrumental in creating an action plan to increase fair housing compliance and remove barriers to homeownership. Over the last nine years, the Association has never wavered from that initial action plan, instead choosing to expand and grow what was initially put in place. GLVR’s fair housing initiatives include: 1. GLVR leadership signed the Greater Lehigh Valley Chamber of Commerce’s Diversity and LGBT Business Council’s Business Pledge, affirming that the Association and its affiliated real estate businesses are LGBT-friendly. 2. At the request of the Bradbury-Sullivan LGBT Community Center and Pennsylvania Youth Congress, GLVR readily agreed to join a coalition of organizations and associations in the promotion of anti-discriminatory practices in housing. GLVR staff and leadership went to Bradbury-Sullivan in Allentown to present a new association-wide resolution that endorses the Pennsylvania Fairness

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Act, The Equality Act, and other state, federal, and municipal proposals that add sexual orientation and gender identity to fair housing protections. 3. Partnered with North Penn Legal Services on a fair housing module that is included in New Member Orientation. 4. Sponsor and participate in panels at local fair housing events and summits. 5. Offer fair housing courses and the At Home With Diversity designation at the Greater Lehigh Valley Real Estate Academy. 6. Include fair housing case studies in every edition of GLVR’s quarterly eMagazine. 7. Provide fair housing resources for consumers on the Association’s public-facing website that includes information on the Association’s dedication to the Fair Housing Act, a list of resources to contact should a consumer be facing discrimination in housing, and a link to the National Association of REALTORS® fair housing resources. 8. Provide fair housing resources for members on the Association’s Member Portal that includes information on the Diversity and Community Involvement Committee, a list of words or phrases to avoid, a link to the National Association of REALTORS® fair housing resources, a video on knowing your role in fair housing, a link to the report from the 2011 testing in Allentown, and a Broker’s Pledge. 9. Brokers are urged to download, print, sign and display the Broker’s Pledge at their offices and to practice real estate in accordance with the Pledge’s principals. Leadership and staff with the Greater Lehigh Valley REALTORS® will continue to ensure opportunity is available to everyone and is looking forward to working with the National Association of REALTORS® on a new initiative. Abbreviated ACT, which emphasizes Accountability, Culture Change, and Training, will ensure America’s 1.4 million REALTORS® are doing everything possible to protect housing rights. More information on ACT will be provided to the membership as its initiatives are rolled out. Should you have any questions relating to fair housing or the Fair Housing Act, please contact Matthew Marks, Government Affairs Director, at Matthew@GLVR.org. You can also contact Justin Porembo, Chief Executive Officer, at Justin@GLVR.org. Both offer a wealth of fair housing knowledge. Additional Fair Housing Resources for Real Estate Professionals: • List of Words or Phrases to Avoid • Fair Housing Testing in Allentown • Video: Know Your Role in Fair Housing • NAR Fair Housing Resources Additional Fair Housing Resources for Consumers: • Fair Housing and Assistance

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The Greater Lehigh Valley REALTORS® in October hosted Congresswoman Susan Wild for an evening of Conversation & Cocktails. In addition to providing an update on her work in Washington, D.C., and sharing her legislative priorities, Wild engaged in conversation with local REALTORS® about Zillow, iBuyers, and national real estate trends. Also discussed were federal issues, such as the National Flood Insurance Program, Association Health Plans, GSEs, and what the future may hold for Freddie Mac and Fannie Mae. While GLVR staff and leadership had planned a follow-up discussion with Wild during the National Association of REALTORS® Midyear Legislative Meetings & Trade Expo, a conference call was instead held in early April with Wild’s staff. The CARES Act and the current state of the real estate industry in the Lehigh Valley were discussed. We will continue to have dialogue with our elected officials regarding REALTORS® and how the pandemic is impacting the industry and the housing market.

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MEET JACK GROSS 2020 GLVR President

By Mallory Siegfried, E-Communications Specialist

ack Gross, the president of Better Homes and Gardens Real Estate Cassidon Realty, Cassidon Property Management, and Petra Holdings and Development, was sworn in as the new president of the Greater Lehigh Valley REALTORS® (GLVR) at an induction ceremony held in the Musikfest Café at SteelStacks on January 23, 2020.

JACK’S STATS Jack was just 19 years old when he started his real estate career in 1987 with Agentis Real Estate. He became an associate broker three years later. In 1995 he affiliated with Coldwell Banker Heritage. During his 10 years with the company, Jack was awarded numerous sales and production awards, both locally and nationally. He opened Cassidon Realty in 2005 and affiliated the company with Better Homes and Gardens Real Estate in 2015.

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During his 30-year career, Jack has been a consistent contributor to his local Association. He served as Chair of the Grievance Committee for the former Bethlehem Association of Realtors® and obtained his certification from the Pennsylvania Association of Realtors® as a Code of Ethics instructor. Jack participated and assisted with the merger of the three local boards that would become the Lehigh Valley Association of REALTORS®. He has since served on numerous committees and task forces for the Greater Lehigh Valley REALTORS®, including Grievance, Government Affairs and MLS. Jack currently serves on the Government Affairs Committee and conducts free quarterly HUD training at the Association office. He has worked closely with past and present Government Affairs Directors. He has assisted the local Realtor® community by meeting with elected officials, both privately and publicly, in an effort to promote Realtor® concerns and interests.

THE DEEPER CONVERSATION While this is all great information to know about your president, what else is there to know about the man who will lead the Association for an entire year? Below is an interview in which Jack takes us a little deeper into his career, the lessons he’s learned over time, and his love for a good prank.

GLVR: TELL US A LITTLE ABOUT YOU AND HOW YOU GOT YOUR START IN REAL ESTATE. Jack: I am 52 years old and live in Hanover Township, Northampton County, with my girlfriend Jill. I have two boys. Elias is 21 and is serving in the Army. Caleb is 19 and is enrolled in the MBA program at Scranton University. Jill and I have two dogs, Fenway (Australian Shepherd) and Sox (Australian Shepherd Toy). At the age of 18 and a few days after my father’s funeral, Bob Agentis suggested I come work for him. I was licensed in 1987 at 19 years old and obtained my broker’s license at 22 years old. My dad, who had a brief stint in real estate in the late 70s, was a good friend of Bob.

GLVR: AS PRESIDENT, IS THERE A SPECIFIC ISSUE THAT YOU PLAN TO FOCUS ON AND WORK TO ADDRESS?

Jack: NEPA MLS! There have been discussions and meetings, and it looks like we are on the right track. If it all comes together, we may soon have an MLS that stretches through northeastern Pennsylvania.

GLVR: YOU FIRST SERVED ON A COMMITTEE FOR THE NOW-FORMER LEHIGH VALLEY ASSOCIATION OF REALTORS® IN 2009. WHAT IS YOUR ADVICE TO NEWER AGENTS WHO MAY BE HESITANT TO GET INVOLVED IN THEIR LOCAL ASSOCIATION OR WHO AREN’T SURE WHERE TO START? Jack: Your local association is one of the best places to start. Getting involved with committees and social functions are great ways to interact and meet agents who are more seasoned. In the early days of my career – being as young as I was didn’t make it easy – I did a lot of watching and listening to people who knew a lot more than I did.

GLVR: EACH PRESIDENT HAS A CHARITY OR SPECIAL ORGANIZATION THAT THEY FOCUS ON FOR THE YEAR. WILL YOU HAVE A CHARITABLE FOCUS AND, IF SO, WHAT WILL IT BE AND WHY? Jack: Judith Adele Agentis Charitable Foundation ( JAACF). Judie was like a mother to me. She died at St. Luke’s Hospice from pancreatic cancer. After Judie’s passing, her husband of 47 years realized he had lost 35 pounds, as the only food available to him was from a vending machine. Bob Agentis began delivering nutritious weekly meals from Lehigh Valley restaurants to the hospice house, and soon, he founded the Judith Adele Agentis Charitable Foundation. Today, JAACF continues to fill a need for the delivery of delicious meals for family members spending last precious moments with a loved one. Bob, with the assistance of JAACF volunteers, delivered more than 15,000 meals to hospice house. JAACF also promotes early cancer detection and education.

GLVR: WHAT/WHO INSPIRES YOU THE MOST IN YOUR WORK? Jack: Goals. I am a goal-oriented person and learned early in my career the value of setting goals. I teach it to our agents and live it myself. In addition to goals for business and production, I have personal health and spiritual goals. It’s amazing how they all tie together and how they all rely on the other. I wouldn’t say I have one particular hero or guru, but I am a life student of leadership skills. I love a good leadership story or book.

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I started reading John C. Maxwell (The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You) years ago and that got me hooked on any book or documentary about a good leader’s story.

GLVR: IF YOU WEREN’T IN REAL ESTATE, WHAT DO YOU THINK YOU’D BE DOING IN REGARD TO A CAREER? Jack: Definitely not working for someone else. I’m not that guy. A few previous bosses can attest to that. I don’t take orders well and usually consider them suggestions. I have always been fascinated by people who made things; the people who took a concept, put it on paper, acquired the materials, the labor and the funds, and built a thing. I would be a manufacturer of a thing.

GLVR: WHAT ADVICE WOULD YOU GIVE TO “YOUNG JACK,” BASED ON WHAT YOU KNOW NOW? Jack: Be honest with yourself. You can’t go far in real estate or life if you’re not honest. When I say this, I mean be brutally honest. Most people’s honesty comes with a “wink” and isn’t absolute. My career and my life changed when I discovered the difference between real honesty and excuses and exceptions. Honesty is not easy, but you need to be true to yourself about your strengths and weaknesses.

GLVR: WHAT ARE THE BIGGEST CHANGES IN THE INDUSTRY THAT YOU’VE SEEN OVER THE YEARS? Jack: Technology has changed our roles. Realtors® are still the most important part of the process, but our role is more consulting than selling. By the time we open the door for the buyer, they have already seen the interior, know where the school bus stop is located, and have a pretty good idea about what their PITI might be. This is why our professionalism needs to be top notch. We are the ones who will take them by the hand and get them through the process.

GLVR: WE HEAR YOU’RE A DOG LOVER. TELL US MORE ABOUT YOUR FUR BABIES. Jack: When I come home at the end of the day, no matter what kind of day I have had, my dogs

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jump up and down, run around the house, and celebrate like the best thing that could possibly happen in the world just happened. No matter what the day was like or what mood I’m in, I always stop, get down on one knee, and acknowledge them. They love me unconditionally. You can’t replace that.

GLVR: WE’VE ALSO HEARD YOU’RE A PRACTICAL JOKER. CARE TO SHARE YOUR MOST MEMORABLE PRACTICAL JOKE? Jack: You’ll have to ask Jill Stahlberg. I do love when plastic spiders fall out of kitchen cabinets and putting ice or snow down the back of her shirt. I recently had her thinking that she was losing her mind. Over a two-week period, I randomly moved things around the house and put odd things in the oven or refrigerator. She really did start to think that she was losing her mind. It was when she told me she was thinking about going to see someone, because she didn’t understand why she was doing these things, that I couldn’t hold it in anymore.

TIPS TO MAKE YOUR BUSINESS MORE EFFICIENT by Kim Shindle | REALTOR Magazine

ook for ways to improve inefficiencies in your business while working from home over the next several weeks, advises Shay Hata, a Realtor® in Chicago. Hata is a nationally known real estate speaker, having spoke at the National Association of Realtors® annual conference and Inman. “Most of us haven’t been doing any showings. No one wants to be doing showings right now,” Hata said. “We’re finding ways to still work with clients in creative ways.” So how do you keep your business moving forward if you can’t meet in-person with clients? “I have clients who are thinking about putting their home on the market, so I use FaceTime to talk with them about what they can do to get the property ready for when we do get back up and running. They can be caulking the bathtub, touching up paint, working on the landscaping. You need to help them figure out how to add value to their home,” she said. Hata suggested contacting your past and current clients to see how they’re doing and what you can do to help them. “I have one client who has a child with an auto-immune situation. She went to four stores looking for toilet paper and that’s really dangerous for her child, so we dropped off toilet paper for her,” she said. “Another client has a new baby and two young children and she’s really struggling so we dropped off some toys for her.” “When you call your client, ask them deeper questions. This isn’t about selling them a house now, it’s about finding out what they need. When this is all over, I think people will remember who has been kind to them,” she said. Working from home also gives you time to set up systems to make your processes more efficient. “I don’t like to have the same conversation with 10 different people,” Hata said. “I made the different questions into FAQs on my blog posts so when a client asks me a question, I can send them a link to that post. That saves me so much time every day.”

If you don’t have a website, now is the perfect time to create one. “Two out of three clients do extensive research online to find a Realtor®. If you don’t have a beautiful website, you need one. Why would I hire you to sell my house if I can’t find your website and you’re not effectively marketing yourself? I recommend using Placester and you get a discount through NAR.” Organize your client contacts by using a customer relationship management system; Hata recommends Realvolve. Use this time to set up automatic drip campaigns, but turn them off during the crisis. “I have a campaign set up that sends an email to the clients who are under contract every day, so they hear from us and they feel like we’re leading them through the process. The emails explain what happens with the inspection, what happens when the inspection is over and all the other steps. You can create campaigns for new clients, ones who are under contract and post-closing. By setting up auto campaigns now, you’ll be ready when we’re back up and running,” Hata noted. If you already have a CRM, clean up your data base. “Most people’s data base is a mess,” she said. “Go through and check past clients’ email addresses and phone numbers. Then set up a campaign to keep in contact with them. Most agents forget to stay in contact with clients after about three years, but research shows that most people aren’t buying again for seven to 10 years. Turn this system on when life goes back to normal.” Spend time friending all of your clients on Facebook or other social media outlets. “I create a ‘Friend’ list of clients so I can check that client list and I can keep up with what’s going on in their lives, as opposed to having scroll through my whole Facebook wall to find out. It makes my time on Facebook more efficient. Then I can reach out to them to see what their changing needs are.” “I think the market is going to be insane with pent-up demand when this ends and people will be ready to buy and list their homes,” she added. “Now’s the time to prepare.”

GLVR Magazine | Spring 2020 {33}

2019

ANNUAL REPORT

By Mallory Siegfried, E-Communications Specialist

Greater lehigh valley housing market

A Research Tool Provided by Greater Lehigh Valley REALTORSÂŽ

he 2019 housing market was fueled by the overall strength of the economy across most of the country. The stock markets reached new highs throughout the year, improving the asset bases of millions of Americans. Unemployment rates fell to 50-year lows, while wages increased, creating new home buyers. Mortgage rates also declined significantly from 2018, helping to offset affordability stresses caused by continued price appreciation nationally.

and demand continuing to favor sellers, prices continue to rise.

With a strong economy and low mortgage rates, buyer activity has been strong. However, most markets are being constrained by inventory levels that are still below historical norms. With supply

The following information and data are applicable to Lehigh and Northampton counties.

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With 10 years having now passed since the Great Recession, the U.S. has been on the longest period of continued economic expansion on record. The housing market has been along for much of the ride and continues to benefit greatly from the overall health of the economy. However, hot economies eventually cool and with that, hot housing markets move more towards balance.

Sales: Pending sales increased 2.7 percent, finishing 2019 at 8,678. Closed sales were up 1.7 percent

to end the year at 8,587.

Listings: Comparing 2019 to the prior year, the number of homes available for sale was lower by

25.4 percent. There were 1,284 active listings at the end of 2019. New listings decreased by 5.2 percent to finish the year at 10,904.

List Price Received: Sellers received, on average, 98.1 percent of their original list price at sale. Year-over-year original list price at sale was relatively unchanged.

Inventory: Inventory levels shrank 25.4 percent to finish the year at 1,284 units. This led to a

Months Supply of Inventory that was down 25.0 percent to 1.8 months – a new record low. In a housing market balanced between buyers and sellers, the Months Supply of Inventory is between six and seven months.

Prices: Home prices were up compared to last year. The overall median sales price increased 3.3 percent to $206,000 for the year. Single Family home prices were up 2.4 percent compared to last year, and Townhouse-Condo home prices were up 4.1 percent.

While the Federal Reserve moved to temper the hot economy with four interest rate hikes in 2018, in 2019 they turned the heat back up, and reduced rates a total of three times during the year. The Fed’s rate decreases were due in part to GDP growth in 2019 that came in notably lower than 2018, showing the Fed’s alternating efforts to keep our economy at a steady simmer and not a full boil. The housing market continues to remain healthy nationwide with price gains and limited inventory being the most common threads across markets. Tight inventory continues to constrain buyer activity in part of the country, while some areas are seeing increased seller inventory starting to improve buyers’ choices. New construction activity continues to improve but is still below levels required to fully supply the market’s needs.

Michael Naratil, MLS Director, at Michael@GLVR.org.

CLICK HERE TO VIEW THE REPORT (Under “Annual Reports”) NOTE: This report is only available to Association members. Login information is the same as the MLS.

As we look at 2020, we see continued low mortgage rates and a healthy economy giving a great start to housing in the new year. But in election years, we sometimes see a softening of activity that may temper the market in the second half of the year. Carbon County Review: Carbon County experienced a stellar year – one of its best ever – partly due to home buyers looking for inventory not available in other contiguous areas. Closed sales were up 11.9 percent to 789. There were 1,137 new listings, and the year closed with 271 active listings. Original list price received at sale for 2019 was, on average, 94.7 percent. The overall median sales price increased 0.4 percent to $136,444. Should you have any questions about the Annual Report, contact

GLVR Magazine | Spring 2020 {35}

A Guide to Clutter Removal

How to get your home organized. I

t’s a new year! Why not start it out on the right foot by clearing out the odds and ends piling up around your home? This task can be time consuming. It can also be painful to part with sentimental items. Luckily, there are a number of things you can do to make it easier. We’ve compiled a few tips to improve the clutter removal process. Clutter Removal • First things first: Start the process by moving every item out of the room or area you intend to declutter. Removing everything will leave you with a clean slate, making it easier to move your sorted items back in. • Next, go item by item, sorting everything into one of three designated piles: trash, keep and donate/sell. When sorting, ask yourself the following questions: Have I used this recently? Do I

need this? When will I use this again? Do I have any similar or identical items in addition to this? • Move the items in your “keep” pile back into the room, preferably into a new organizational system. Look into new ways to store your things to avoid collecting unnecessary clutter in the future. • Finally, it’s time to haul away the “trash” pile! That’s where a junk removal service like JDog Junk Removal & Hauling comes in handy. From a single item to a decluttering project and complete estate cleanouts, JDog Junk Removal & Hauling will come to you and haul away almost anything. We will even sweep the areas we service to ensure your home looks as clean as it did before we came.

Schedule an appointment, ask us a question or get a free junk removal estimate. Fill out our contact form, email us or give us a call to talk about your particular project. JDog Junk Removal & Hauling 258 N. West End Boulevard, #353, Quakertown, PA 18951 267-898-4555 | jandrews@jdog.com JDog Junk Removal & Hauling Lehigh Valley, a proud partner of the Greater Lehigh Valley REALTORS®, is a team of veterans you can count on during this time. JDog is a waste management company and is considered a life-sustaining business. If you or your client are taking this opportunity to clear out a garage, basement, attic... whatever!... JDog is offering $100 off services. The items MUST be available for pickup from an outside location. Learn more about the offer and how JDog is operating under the current circumstances by hearing from Jim Andrews himself. When you’re ready for a free estimate or if you’re ready to book a service, call 844-Get-JDog, text 267-810-2056, or email lehighvalley@jdog.com.

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Are you an association sponsor or affiliate still operating and providing services (properly, legally, and within the order of the governor)? Contact Tammy@GLVR.org to learn how to get highlighted like JDog.

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GLVR Magazine | Spring 2020 {37}

DepartmentUpdate MLS

Photograph Upload Certification Added to Matrix By Mallory Siegfried E-Communications Specialist

lease note that every time a user uploads one or more photographs to Matrix, they will now be agreeing to the PHOTOGRAPH UPLOAD CERTIFICATION disclaimer text displayed in a scrollable textbox just below the image(s) being uploaded and above the Certify and Save button. Different sections of the agreement apply to different users whether they are real estate professionals, assistants, staff and/or professional photographers. Matrix will log when an individual uploads photographs. The disclaimer text reads as follows: I hereby certify the following with respect to the images, photographs, visual recordings or created graphics, renderings, floor plans or other digital content (collectively “Images”) to the multiple listing organization (including its parents, affiliates, subsidiaries, successors, and assigns) (collectively, “MLO”) to which I am uploading the Images: For Participants (and those acting under the authority of Participants) For those Images created by me, I hereby grant to MLO, or, if applicable, certify and confirm a prior grant that I have made to MLO in the End User License Agreement (EULA), an irrevocable, perpetual, worldwide, non-exclusive, royalty-free, sublicensable and transferable license to use, reproduce, modify, resize, adapt, prepare derivative works of, distribute, and display the Images for any lawful purpose, and to modify, add to, or strip out the metadata contained within the Images (collectively the “License”). The terms of this certification and a EULA should be interpreted to supplement each other, however, in the

{38} GLVR Magazine | Spring 2020

event that the EULA contains a broader license or assignment of Images, the EULA will prevail over this certification. For those Images created by others, I further certify and confirm that I am the copyright holder of the Images or have permission from the copyright holder of the Images to grant to MLO the License. For Photographers/Service Providers of Participants As a photographer or other service provider engaged by a Participant to create Images, I hereby grant to MLO an irrevocable, perpetual, worldwide, nonexclusive, royalty-free, sublicensable and transferable license to use, reproduce, modify, resize, adapt, prepare derivative works of, distribute, and display the Images for any lawful purpose, and to modify, add to, or strip out the metadata contained within the Images. In the event I have granted MLS a broader license or assignment of the Images in a separate agreement, and to the extent this certifications conflicts with that agreement, that agreement will prevail. IF YOU CANNOT CERTIFY THE FOREGOING WITH RESPECT TO ANY IMAGES, DO NOT UPLOAD THAT IMAGE. MLO RESERVES THE RIGHT TO REJECT OR REMOVE IMAGES FOR ANY REASON. --Should you have any questions about the photo upload certification, please contact Michael@GLVR.org.

DepartmentUpdate MLS

MLS Input Sheets Updated by GLVR Staff By Mallory Siegfried | E-Communications Specialist

Staff at the Greater Lehigh Valley REALTORS® has completed the process of updating the MLS input sheets – all eight of them – that are available for download and printing. The revised input sheets now follow the flow of the input process and the fields are in order of where they are found on input. In addition, missing fields, missing choices, choices that are no longer available, required vs. not required, etc. have all been fixed and/ or updated. Should you notice any errors on an input sheet, please alert staff via MLSSupport@GLVR.org. The input sheets can be found on the MLS under Links > Input Forms or on the Member Portal under MLS > MLS Support. The bottom of the correct sheets will say “Revised 2020.”

GLVR Magazine | Spring 2020 {39}

DepartmentUpdate MLS

Marketing a Listing? MLS Submission Will Soon Be a Must By Mallory Siegfried E-Communications Specialist

t its November 11 meeting, the National Association of REALTORS® Board of Directors approved MLS Statement 8.0, also known as the Clear Cooperation policy. The policy requires listing brokers who are participants in a multiple listing service to submit their listing to the MLS within one business day of marketing the property to the public. NAR’s MLS Technology and Emerging Issues Advisory Board proposed the policy as a way to address the growing use of off-MLS listings. The advisory board concluded that leaving listings outside of the broader marketplace excludes consumers, undermining REALTORS®’ commitment to provide equal opportunity to all. The policy doesn’t prohibit brokers from taking office-exclusive listings; nor does it impede brokers’ ability to meet their clients’ privacy needs. Following is the full text of MLS Statement 8.0: Within one (1) business day of marketing a property to the public, the listing broker must submit the listing to the MLS for cooperation with other MLS participants. Public marketing includes, but is not limited to, flyers displayed in windows, yard signs, digital marketing on public facing websites, brokerage website displays (including IDX and VOW), digital communications marketing (email blasts), multi-brokerage listing sharing networks, and applications available to the general public. MLSs can adopt the policy any time, but they must adopt it no later than May 1, 2020. Greater Lehigh Valley REALTORS® leadership and staff, in addition to the MLS Committee, have had a pulse on MLS Statement 8.0 discussions. GLVR will implement MLS Statement 8.0 and will fully comply with this NAR mandate. With its approval, dialogue at the Greater Lehigh Valley REALTORS® will progress and will keep your business models, and how they could be potentially affected, in mind. Rollout information on the local level will be forthcoming. Related: MLS Clear Cooperation Proposal (including FAQs) MLS Proposal Heads to Board of Directors Backstory Behind the Clear Cooperation Policy Proposal

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LOOKING TO BUY YOUR FIRST REAL HOME? Look for a REALTOR.® Look for the R.

REALTORS® are members of the National Association of REALTORS®

REALTORSÂŽÂŽ POLITICAL ACTION COMMITTEE 2017 2020 INVESTORS Peter Adams Peter SharynAdams Adams Sharyn Adams Carolyn Aguilo Wajeeha Ahmed Jennifer-Lyn Amantea Theresa Alfano MichaelAllen Ameer-Beg Phillip Wade Ames Michael Ameer-Beg Sebastian Amico Kimberly Anderson Kori Andralis-Erceg Debra Andrews Debra Andrews Ileana Antigua Paula Antario Jizell AriasAsmar Belinda Andrea Arner Albert Attieh Laura Justino Aurigemma Arroyo Debra AbrahamBagarozzo Atiyeh Paveet Bali Jennifer Bailey Suchismita Banerjee RoxanneBartholomewBailey Donna Sacco Lisa Bartholomew Lori DonnaBartkus Bartholomew-Sacco LeeAnn Baumer Lori Bartkus Susan Beattie Ashly Bastidas Raymond Behan Mylissa Beil Battoni David LeeAnn Baumer Randall Beitler Janice RaymondBenner Behan Christopher Janice Benner Bennick Diann Benscoter Christopher Bennick Merrill Beyer Merrill Beyer Nancy Bischoff Carl BilleraBishop Cynthia Richard John Blair Bogdanski Mary Susan Beth Blair Bohri Zoltan Boldizsar Jennifer Blair-Greenberg Mary Lynn Bonsall Tanya Blanchet Tarrant Booker Frank Bosch Boccuzzi Alan

Shannon Mininger Thomas Roth James Christman Elizabeth Ubri Montero Todd George Jason Kocsis Robert Clarke Fritchman Patricia Karedis Paula Meilinger Roger Reis Vasquez Kimberly Mitchell-Goerlich Peter Ryan Tiffani Christman Giovanni Lisa Gerstenblith Douglas Koffel Elissa Clausnitzer Mitchell Fry Susan Karper Sylvia Merkel Frank Renaldi Jillian Moninghoff Parisha Sabol Stefan Cihylik Michael Vasquez Oscar Ghasab Joseph Kolarik Jo Ann Clyde Sherri Fucito Therese Kelley Diane Mertz Frank Renaldi Brittany Montesano Melissa Salvaggi Jessica Cincilla Heidy Vega Gregory Gibbs Elizabeth Kotyuk Brian Coffman Beverley Galtman Victoria Kemmerer Christopher Mesch Samantha Rendine Matthew Morrow Alexa Sanchez Elissa Clausnitzer Oliver Vinovskis Kelly Golden Caroline Kovacs Carol Colangelo Adam Gamble Jennifer Kennedy Dezzarae Meyers Emma Reynolds Marielis Sanchez LisaRonald Cohan Coleman Kristina Gomez Joseph Vlossak Melissa GarcsarFrancis Kovalchick Jayme Kerr Nicole Muraro Garett Michaels Carlos Ribau Robin Meredith Gardner Dale KesslerDwight Musselman RebeccaOsvaldo MiklasSanchez Rachel Riccobono Jeffrey ColferColon Jessica Vooz Jane Gonzalez Gerald Kresge Denise Garrity Melissa Kruger Shane Keyser Miksits Denise Rich Maria Nathans ElizabethJuan Sanchez-Ordonez MaryMeryl CollinsCooper Katrina Wachob Mary Gonzalez Alesia Coulter Karen Gehringer Lisa Kishbaugh David Miller Julie Rich Anna Nemeth Andres Santana Meryl Cooper Maria Wahler William Gonzalez Karen Kucharik Evonne Courduff Todd George Betty Klein Debra Miller Carol Richard William Nesbitt Margaret Schaffer Florence Corcoran Wakely Jacqui Gordon Malisa Kuehn Catherine Cowen Lisa Gerstenblith Susan Knoble Kimberly MitchellDulceDanielle Ridder Goerlich Eric Schatz Robert Cornelius Cox Brian Walker Victoria Grantham MaryEllen Cynthia Gilbert Douglas Kuntz Jill Koch Kristine Nettis Teresa Riggs-Fejes Thomas Michael Gillis Michelle LaBreche Jason Kocsis Kathleen Rittenhouse Danny Nimeh Alfred Moll Jane Schiff MaryEllen Cox Cramer Alyssa Graves Dale Wallace Gloria Monks Roger Cressman Lorraine Glaessgen Douglas Koffel Ritter Wallace Devon Nuno Matthew Schmoyer Robert Roger Cressman Theodore Kathleen Gregory Anis Lahoud Juan Morales Alick Cutrona Michel Glower Joseph Kolarik Kyle Roberts Ronald Ondishin Iona Schwartz Lisa Cupito Carrie Ward Andrew Groff Brenda Landis Rose Mott Karen Daley John Gober Shannon Kolling Myra Rodriguez Luis Ortega Noelle Seaton AlickSusan CutronaDalius Candice Weaver John Gross Ana Claudia Lastres Josh Mrozinski Jane Gonzalez David Kopes Victoria Roelke Carla Ortiz Angelina SebastionelliStuartRobert Linda Danese Weber KennethMary Gross Gonzalez Vibeke LavanJoseph Kospiah Sean Mulrine Mark Damiano Rogers Danese Barbara Gorman Phyllis KozeKlever Ortiz-OnateDwight Musselman Michael Seitz Lori Linda Davidson Wehbey Beth Guadagnino Shawn Leadbetter JesseSonia Roldan Lisa Graul-Oswald JohnBetsey Rosario Michael OstrelichRobert Natkie Erika Sessanta LisaKathy Davis DeBellis Wenger Jason Gutierrez Nancy Leary Heather Kramer William Nesbitt Andrea Decker Alyssa Graves Gay Krauss SarahKimberly Rosner Mohamed Ouf Purvi Shah Barry Dean Wenner Robert Hackman Joseph Lepeta Danny Nimeh William Deibert Kathleen Gregory Karen Kucharik Robert Ross Charalambos Papageorgiou Ellen Shaughnessy Trisha DeBeer Steven Werley Patrick Haftl Ann Lerch Kristen Obert Deborah DeLong Michael Gregory William Kuklinski Thomas Roth Andrea PattersonMarie Obert Jo Ann Sheesley William Deibert DelVecchio Kelsey Werner Elliott Jon Hallingstad Cliff Lewis Douglas Kuntz Christine John Gross Christopher Rowe Nicholas Paul Ronald Ondishin Marc Sholder BaljitMarilyn Deogun DemendozaScottRowe Whitehurst Donna Harmony Kenneth Gross David Lichtenwalner Stephanie LaBella Michelle Conte Beth Guadagnino Joanna LaFaver Hershel Ruhmel Concezio PavoneTerry Oplinger Jeffrey Sibel Sarajoy Dickey Denise Whitney Scott Harrington Salvatore Lisinichia Orlando Diaz Orlando Tzuying Lai Richard Peters Kathryn Rosa RobinNagayo Ruhmel Silk James Dietrich Wiggins Richard Joseph Hartzell Guglielmo Matthew Loebsack Michael Dickinson Richard Orloski Norman Gundrum Carol Landis-Pierce Peter Ryan John Philapavage Antonio Silverio Michael Dorney Sally Wildman Virginia Harwood Bradford Long Robert Dieter William Ortiz Andrew Gusick Margaret Larter Nadya Salicetti Erin Piar Lodshraun Simmons Katarine HeidiBrooke Dorshimer Audrey Winton Dontae Hayes Dietrick Carla Ortiz-Belliard Jason GutierrezCarlos LopezSean LaSalle Sanchez Mary OufSimmons Janice Pigga Mohamed Teresa Cindy DoyleBeth DolinichRandyl Helfrich Thomas Woodring Kanda LoschVibeke Lavan Robert Hackman Osvaldo Sanchez Carol Dorey George HahalisBoabdil Louison Tome LazaroLucy Pilovsky Juan Pagan KarenJieSands Andrew Smith Michele Dragani Yang Alicia Hernandez Stephen Dreisbach Panik Nancy LearyLeonidas PitaoulisTheresa Paulette Andres Smith Stephen Dreisbach PaulSantana Yoder Thomas Chuck Hohl Haley Kimberly Lucas-Mantz Jennifer Duarte Charalambos William Hall Maryann Lebus Patricia Saunders Lauren Porobenski Rachel Smith Jocelyn Duvivier Daniel Young Carol Hoover Bettie Mack Papageorgiou Anne Stuart Dubbs Tiffany Hallett Joseph Lepeta Eric Schatz Alexander Posso Steven Smith Mirtha Eduardo Jay Young Gail Hoover Kathy Magditch Ellen Passman Eva Dugan Donna Harmony Ari Lester Nicholas Schiavone ShabanaMelissa Pathan Barbara Bottitta Helene Richard Bogdanski Snyder Omar ElinbabiEasterday Russell Horn Thomas Yuracka Scott HarringtonTanya Maldonado Barry LewisTamra Poust Matthew Schmoyer Andrea Patterson Lou Bottitta William Richard HartzellJames Malicoat-Clark Cliff Lewis Gale Pring Shelley Bogush Carol Snyder-Hare Agnes Jared Erhart Eckert D Martin Zawarski Laurie Horton Schoenberger Faith Brenneisen Kelsey Elliott Liles Puri Claudia Paulino Schrader Diana Bohorquez Janice Sobieski Reis Susan Sherry Ann Erney Ashley Zechman AubreciaKathy HoustonHendricks Mark MarinaJames CraigUpendra Cheryl Penuel Catherine Breslin Jared Erhart Monna Lou Maryann Liles Schwartz Carolyn QammazCarrie Petrovich Mary Lynn Bonsall Matthew Sorrentino Iona Weston Rafet Eroglu Zelenz Michael Howard Jon Markley Darcel Bridges Dina Evangelou Henninger Salvatore Lisinichia Kent Seagreaves Nadine Quinn Barbara Bottitta Irene Southard Anny Espinal Tracy Ziemba Bonnie Lynn Hufton Joy Marsh John Philapavage Bobbi Jo Bromley Craig Evanko Alicia Hernandez Sureya Lococo Michael Seitz George Raad Janice Pigga Anthony Bourizk David Specht Marina Estevez Zwick Randal Hughes Michael Brown Louis Falco Jessica Hilbert John Martin Andrea Lohman PurviEric Shah Marissa Burkholder DinaHorace Farber Bonnie HoffmanElizabeth Martinez Ronald Bowser Kyle Spina Evangelou Patricia Husted Christopher Gregory Long Raad Pat Pignitor Cheryl Sharayko Lucy Pilovsky Robert Bury Michele Boabdil Louison Ellen Shaughnessy Anthony Ramos Sharon Bradley Matthew Sprung Joseph Faas Fedorov Basel IdoChristopher Hoffman Frank Mastroianni Amanda Pitts Frank Calabrese Kenneth Felix Thomas Hohl Michael Madden Barbara Shelly Jackeline Ramos Catherine Breslin Yihong Stack Carmen Fiallo Erika Ingato Courtney Matthews Selena Polidura Theresa Calantoni Barbara Filaseta Michael Howard Gail Magnant Michael Shelton James Raub Lauren Brisendine Matthew Starr Felix Figueroa Robert Inselmann Kelly Matthews Richard Pongracz Lori Campbell A. Louise Finney Richard Hrazanek Stanley Majewski Laurie Shenkman Bobbi Jo Campos Bromley Anthony Stratz A. Louise Lynda Ivarsson Suzete LouisFinney Fisher Dana Huber Jesse MaurerMark MarinaPatricia Reed Tamra Poust Dandie Shiffert Gale Pring Jon Capobianco Bonnie Lynn Hufton Michael Brown Ashli Stuppino Joy Mary Flood Lou Fiske Jeffrey Jacobs Michele Mazur Jon MarkleyRoger Reis Laura Shimer John Pryslak Dean Tammy Huk Matthew Marks Thomas Shive Carlos Ribau ShantelCarnes Buchanan Mark Sverchek TaraErin FlyteFleckenstein Tina Jago Christopher McCall Carolyn Qammaz Gerard Carpinello Jie Floyd Patricia Husted Elizabeth Martinez Michele McDonald-Heinze David Rickert Wendy Buchanan Richard Szulborski Marc Sholder Christopher Forister Rosa Javier Kristen Quijano Carmelo Carrasco Joyce Folsom Anna Huynh Michael Martinez Susan Shortell Dulce Ridder Leticia Quinones Sarah Buck Janice Talmadge Amanda ForsthoefelForisterKhadeejah Johnson Melissa Carreras Christopher John Iannitelli Linda McDonald-White Frank Mastroianni Judith Shuman Kathleen Rittenhouse Lori Bufanio CaroleRaad Tellini Kelley Gabany Fosbenner April Jones Christopher James Carroll Kathleen Lynda IvarssonJames McGinley Ladonna Mayo Kimberly Sidlar Gabriel Casas Philip Fowler Ivory Ryan Meldrum Santiago Rivera George Raad Angelica Calabria Donald Todd Marine Gabunia NicholasJoel Kalogeras Joseph Mazurek David Simoes ChristineAntonio RaderTraca Sonia Castro Frailey Jeffrey Jacobs Diane Mertz Arthur Mazzei Suzanne Robertson Lori Campbell MarkJamie Gallagher Joseph Kaminski Timothy SKutnik Anthony Ramos Deborah CesanekKim Frailey Tina Jago Muchugia Mbugua Aisha Smith Christopher Mesch Kalief Robinson Meredith Campbell Kristina Travis Brianna Garcia Priya Kapoor-Atiyeh Nothstein Peter Ramos Rebecca Francis Heidi Jaquith Richard McCauley Cheryl Smith Justine Micklus Victoria Roelke Suzete Campos David Tretter Meredith Gardner Jerry Kardos Janice Chrinko Lauren Ranzino Brandy Franco Bashar Jarrah Chad McConnaha Erin Smith Jesse Roldan Janet Rasely Mary Ann Cancel Frank Trovato GarrityFrancois Susan Karper Christopher Christian Denise James Daniel Joseph Jennifer Miers Kristine McCreary Gregory Smith James Christman Rebecca Miklas Renae Roldan James Raub Gerard Carpinello Christopher Troxell Robert Smith Timothy Gaugler StephenNicholas Kerecman Kalogeras John Fretz John McDermott Tiffani Kurt Fretz Joseph Kaminski David Miller Michele McDonaldElizabeth Roma Daniel Rawleigh Melissa Christman Carreras Danette Troxell Karen Gehringer Jayme Kerr Steven Smith Stefan Cihylik Lisa Razze Michael Kaminski Debra Miller Heinze Esther Rosado-Vazquez Stephanie Trussell Gloria Lee Snover Gabriel Casas RosaRichard Genao Freyling Dale Kessler Jessica Cincilla Deborah Reinhard Christopher Mary Kane Lori Measler Donna Miller Sarah Rosner Peter Cerruti Julie Turylo-Wargo Carol Snyder-Hare Lindsay George Betty Klein

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Janice Sobieski Reis Xiaoxi Song Matthew Sorrentino Caroline spears Earl Stafford Joanne Stahl Matthew Starr Robert Stephens Douglas Sternberger Michael Strickland Luanne Sutch Joseph Szivos Pamela Szivos Peter Tabarani Justin Taglioli Barbara Taylor Christa Taylor Sandra Tognoli Scott Tomlinson Christina Trabosci Julie Turylo-Wargo Nancy Unangst Kristine Vanderpool Theodore VanWert Zhanna Ved Ethel Velopolcek Marcia Villamil Daniela Villarejo Joseph Vlossak Ann Vlot William Vogt Jessica Vooz Katrina Wachob Amy Wakefield James Wakefield Jennifer Wales Dale Wallace Theodore Wallace Shih-Chiung Wang Carrie Ward Robert Weber Colette Weir Erika Wells Betsey Wenger Steven Werley Charlene White Denise Whitney David Wignovich Sally Wildman Thomas Williams Filomonia WilliamsFreeman Audrey Winton Monika Wojtynski Thomas Woodring Yvonne Worman Kimberly Yandrisovitz Paul Yoder Daniel Young Judi Youssef D Martin Zawarski Weston Zelenz Jennifer Ziegler Theresa Ziegler

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