Illinois REALTORS® October 2021 by Illinois REALTORS®

THE VOICE FOR REAL ESTATE IN ILLINOIS

OCTOBER 2021

EVERYONE deserves the American Dream REALTORS® are the key to homeownership

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THE OFFICIAL PUBLICATION OF ILLINOIS REALTORS® ILLINOIS REALTOR® October 2021

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TABLE OF CONTENTS OCTOBER 2021

04 Inside Track

Advice for new REALTORS®

EVERYONE

05 President's Message

deserves the American Dream

ROI helped us stay resilient

06 Quick Takes

• Typical Illinois home sale equals $75,100 economic boost

• Foreign investment in U.S. housing falls to decade low

• Census data shows where Illinois population shifted

08 Legal Update

Responsibilities when working with hearing-impaired clients; should buyers write “love letters” to sellers?

22 Commercial Corner

The CRE Consulting Corps

25 Education

Code of Ethics deadline is Dec. 31

REALTORS®: Your key to homeownership

The Personality Factor: Figuring out what makes your clients tick can help you serve them better

Expanding homeownership in all communities

MarketWatch: Low inventory could temper future home sales

26 Infographic

REALTOR® Tech Tools

30 RVOICE 32 Ethics

Successful shift to virtual

33 Outreach

Heritage months focused on industry partners

34 REALTOR® Community

Introducing 2022 Illinois REALTORS® President Zeke Morris

At The Capitol: Challenging spring session brings advocacy success

ILLINOIS REALTOR® October 2021

INSIDE TRACK What has experience taught you that could have been useful during your first year as a REALTOR®?

“I gained a lot of perspective when I realized that no two transactions are alike. That definitely taught me to be more patient.”

Jason Catton

Realty Executives Acclaimed, Peoria Heights

“I learned to create good habits, put together a game plan and stick with it. Also, I learned to talk to as many people as possible on a consistent basis, and to embrace rejection because the more ‘No’s!’ I get, the more business I will do.”

Jesse Coleman

Keller Williams Elite, Oak Lawn

“I was deflated about failing to sell my first listing when a seasoned REALTOR® corrected my thinking by sharing that my job as a REALTOR® was not to get sellers what they wanted, but rather, to educate my clients as to what’s possible. She said, ‘All the balloons, sleepless nights and open houses are not going to sell an overpriced home.’”

Marsha Collins-Mroz

HomeSmart Connect, LLC, Chicago

“One of the most important lessons I learned with buyers is to listen more and talk less. Let them walk through a home, point out the most important things, listen for their feedback and look at their facial expressions. They will tell you everything.”

Drussy Hernandez

Coldwell Banker Realty, Chicago

“One thing I learned as I moved forward in my real estate career is to follow up to make sure others do their jobs. I have run into too many agents who don’t communicate and don’t keep inspections and paperwork moving along in a timely manner.”

Elaine Rhodes

Coldwell Banker Brown Realtors, Jerseyville

“If I were a new agent today, I would suggest they contact everyone who knows them well and trusts them. Be bold and ask them if they would use you or refer your services, then implement a system to stay in touch with them and nurture the relationships.”

Celeste Wheeler 4

RE/MAX Preferred, O’Fallon

ILLINOIS REALTORS®

THE VOICE FOR REAL ESTATE IN ILLINOIS 2021 Officers President Sue Miller, ABR, AHWD, BPOR, C2EX, CRB, CRS, GRI, ePro, LTG, PMN, SFR, SRS smiller@coldwellhomes.com President-elect Ezekiel "Zeke" Morris zekemorris@zekemorris.com Treasurer Michael Gobber, ABR, CIPS, CNC, CSC, GRI mike@gobberrealestate.com Immediate Past President Ed Neaves eneaves@tentacenterprises.com Chief Executive Officer Jeffrey T. Baker Executive Vice President Kristen Butcher, CMP Vice President Marketing and Communications Anthony Hebron Director of Marketing Stephanie Sievers Senior Marketing Content Manager Dawn Tebrinke Marketing Content Specialist Bill Kozar Graphic Design Manager David Hine For advertising information contact: Advertising & Sponsorship, 217-529-2600, info@IllinoisRealtors.org ILLINOIS REALTOR® (ISSN 0744-221) is published four times a year during the months of January, April, July, and October by Illinois REALTORS®, Post Office Box 19451, Springfield, Illinois 62794-9451. Periodical postage paid at Springfield, Illinois and at additional mailing offices. Postmaster: Send address changes to: ILLINOIS REALTOR®, Post Office Box 19451, Springfield, Illinois 62794-9451, 217-529-2600. Opinions expressed in any signed articles of ILLINOIS REALTOR® are those of the author and do not necessarily represent the opinions of Illinois REALTORS®. Advertising of product or services does not imply endorsement. Advertising rates are available at www.IllinoisRealtors.org or on request. A nnual dues of every REALTOR®, REALTOR-ASSOCIATE®, and Affiliate member include $3 for a one-year subscription to the ILLINOIS REALTOR®.

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PRESIDENT'S MESSAGE Using ROI as the foundation for our programming helped us stay resilient

Sue Miller

2021 President

Wow, what a year we’ve had! As my presidency of YOUR Illinois REALTORS® comes to an end, I want to let you know how proud I am of what we accomplished this year. We helped revitalize communities struck by disaster through relief funding from the Illinois REALTORS® Relief Foundation. Our local Governmental Affairs Directors (GADS) worked with their communities to pass fair housing resolutions to promote equality in homeownership. The GADS also helped to elect to local offices candidates interested in protecting private property rights and helped defeat harmful local regulations. I’m also pleased that many members who have been in the business for less than five years utilized the opportunity to improve their social media

management skills and strengthen their business plans through our Learn Grow Connect series. To help you grow your business, we stepped up our longtime commitment to diversity through our partnership with the Illinois Real Estate Educational Foundation (REEF). We sponsored a program for Illinois real estate firms to receive grants to retain experts in diversity and inclusion who helped them understand sensitive topics and implement business practices that prioritized diversity in the workplace. That partnership between REEF and Illinois REALTORS® also included increasing the number of minority scholarships. Additionally, we continued strengthening and deepening our relationships with our industry partners. I, like other members of the Executive Committee, am a member of industry partners including the Women’s Council of REALTORS® Illinois, Asian Real Estate Association of America, Dearborn REALTIST® Board and NAHREP Chicago. Lastly, we increased our influence at a critical time. From early April through mid-May, we hosted our Lobby Days virtually with the four top leaders of both parties of the General Assembly. The first was with the Speaker of the Illinois House of Representatives Chris Welch. The following week was with President of the Illinois Senate Don Harmon, and we concluded the series with Illinois Senate Republican Leader Dan McConchie and House Republican Leader Jim Durkin.

After seeing more than 600 REALTORS® on a Zoom meeting with him, Speaker Welch just shook his head and said: “Wow!” The other legislative leaders had similar responses after seeing and feeling our power and our influence. Next, we used our influence to protect your property management rights. We thwarted major efforts to impose harmful rent control measures statewide. We also advocated for the development of more affordable housing while preserving the existing stock. A few of our measures were contained in the legislation passed to create new resources and incentives to finance affordable housing across the state. Our advocacy successes were made possible by your continued support in RPAC. It put REALTORS® at the table with THE elected officials who would make the decisions on issues affecting real estate. It was not about political party. It was about securing our future at the local, state and federal levels. I want to personally thank each of you for your RPAC commitment and investment! As I turn the reins over to Ezekiel “Zeke” Morris, I will still be very involved and want to hear from you. I ask all of you to show Zeke the kind of wonderful support you provided me. Continue sharing your ideas and feedback. Please respond to those Illinois REALTORS® calls for action in the future. Thank you all for everything you do each and every day for our industry, our communities and our state.

Sue Miller Illinois REALTORS® President ILLINOIS REALTOR® October 2021

QUICK TAKES Typical Illinois home sale brings $75,100 boost to economy The typical economic impact of a home sale in Illinois is $75,100, according to the National Association of REALTORS®. That figure includes: u $20,400 in income generated from real estate industries, u $4,700 in expenditures related to home purchases, u $12,100 multiplier effect of housing related expenditures u $37,900 in new home construction. The real estate industry accounted for $143.5 billion or 16.6 percent of the gross state product in 2020. For more information visit: bit.ly/Economic_Impact_2020 and bit.ly/Home_Sale_Economic_Impact_2020

Eight Illinois REALTORS® will serve in leadership roles for NAR in 2022 Three Illinois REALTORS® appointed to serve as 2022 Vice Chairs for the National Association of REALTORS®

Foreign investment in U.S. housing falls to lowest level in decade

International buyers purchased $54.4 billion worth of U.S. residential properties from April 2020-March 2021, but that total represents a 27 percent decline from the year before and the lowest dollar and sales volumes since 2011, according to the National Association of REALTORS®. NAR Chief Economist Lawrence Yun said as travel restrictions loosen and foreign students return to U.S. colleges, foreign investment in U.S. properties could grow. Among the top U.S. states for foreign buyers: Florida, California, Texas, Arizona, New Jersey and New York. 6

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John Gormley AEC-AE Institute Advisory Board

Carrie J. Little Data Strategies Committee

Jim Haisler

AEC Recommendations and Recognition Advisory Board

They will join the following NAR committee Chairs in 2022

Patrick A. Dalessandro

Property Management Forum

Mabél Guzmán

Insurance Committee

Kim McCoy

AEC-RCE Certification Advisory Board

Rebecca Thomson

Strategic Thinking Advisory Committee

Sarah Ware Smart Growth Advisory Board

Census data shows where Illinois population shifted The state’s population declined by around 18,000 people in the last decade, but additional data from the U.S. Census Bureau shows exactly which Illinois counties experienced gains and which saw people leaving. The results: Most Illinois counties lost population. The counties that gained population included: u Cook County and the surrounding collar counties of Lake, McHenry, Kane, Will, DuPage, Kendall and Grundy counties; u Carroll County in northwestern Illinois; u McLean and Champaign counties in central Illinois; u and Effingham, Monroe, Williamson and Johnson counties in southern Illinois. Learn more: bit.ly/Population_ Housing_StateData_2020

Help clients find affordable housing with Section 203(k) Rehab Mortgage Insurance

Nearly four out of five U.S. REALTORS® say they are certain they will remain in the real estate industry for at least two more years. (Source: National Association of REALTORS® 2021 Member Profile, bit.ly/ NAR_MemberProfile_Highlights

Do you know that Section 203(k) Rehab Mortgage Insurance can help first-time homebuyers finance the purchase of a home and the cost to refurbish it through a single mortgage? The U.S. Department of Housing and Urban Development can provide you with examples of eligible improvements. Illinois REALTORS® wants you to use this tool at www. IllinoisRealtors.org/blog/ resources-to-help-realtors-andtheir-customers-find-affordablehousing-in-2021/. Read about other ideas to help your customers find affordable housing on the Illinois REALTORS® website. www.IllinoisRealtors. org/membership/memberbenefits/mortgage-loan-programs/

ILLINOIS REALTOR® October 2021

LEGAL UPDATE Responsibilities when working with hearing-impaired clients and should buyers write ‘love letters’ to sellers to stand out? As a broker, am I responsible for providing an interpreter for hearing-impaired clients at their closings?

Anneliese Fierstos Illinois REALTORS® Legal Hotline Attorney

Have a legal question?

Illinois REALTORS® Legal Hotline is the Designated REALTOR®/ managing broker’s go-to source for legal information. Hours: 9 a.m. - 4 p.m. Monday – Friday Phone: 800-952-0578 Email: afierstos@ IllinoisRealtors.org.

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Generally, yes. The Americans with Disabilities Act (“ADA”) has clear mandates requiring professionals (including real estate professionals) and other entities to provide effective communication to clients and customers who are deaf or hard of hearing. Declining to work with a client or customer due to an unwillingness to provide auxiliary aids or services is a potential ADA violation. The relevant sections of the ADA apply to all places of public accommodation, which include any establishment that provides products or services to the public. This has been interpreted to include offices of real estate professionals. The ADA specifically provides that public accommodations (e.g.: real estate offices) must obtain and pay for any auxiliary aid or service that is necessary to achieve effective communication with deaf or hard of hearing individuals. The type of auxiliary aids or services that might be required will depend upon a variety of factors, including the length and complexity of the interaction. For example, complex interactions with hearing-impaired or deaf clients, such as closings or contract negotiations, are examples of situations in which interpreters would be required. To be considered an effective accommodation, any auxiliary aid must ensure that deaf or hard of hearing clients or customers can understand and participate in transactions as if they were not deaf or hard of hearing. Because

deaf and hearing-impaired individuals vary greatly in their ability to effectively communicate using sign language, or written or spoken English, providers must consider there is not a “one size fits all” solution and auxiliary aids must meet the needs of clients or customers. The rationale behind the federal law is that, unless brokers can communicate effectively with clients, there is a risk that brokers will not understand the needs of clients or customers, resulting in brokers giving incorrect or inaccurate advice, insufficient disclosures or inadequate support in negotiating transactions. Friends and family may not provide accurate, impartial or confidential interpreting, even if they have some knowledge of sign language. The Department of Justice regulations define a qualified interpreter as, “an interpreter who is able to interpret effectively, accurately and impartially, both receptively and expressively, using any necessary specialized vocabulary.” The cost of providing a qualified interpreter cannot be passed on to clients or customers. The expense of providing sign language interpreters or other accommodations, is just part of the cost of doing business in the same way ramps, railings, disabled parking spaces or other physical accessibility features are business expenses. Brokerages may not require the deaf or hard of hearing clients or customers to bring interpreters. However, the ADA does not require accommodation to furnish auxiliary aids or services when doing so would create an undue financial burden. The nature of the burden is measured in the context of

the real estate office’s overall resources, including the resources of any parent company. Even if the cost of providing resources exceeds the fee that the deaf or hard of hearing client or customer pays for the real estate services, it may not support a finding of an undue burden. In some cases, a lack of advance notice of a need for auxiliary aids may excuse a brokerage from providing one but would not excuse the office from making its best efforts to find one. If the auxiliary aid or services is an undue burden, all available means to serve the needs of the client or customer should be provided, such as written materials, extra time or legal assistance. Brokerages should consider consulting with their accountants about potential tax credits associated with providing these accommodations.

Should REALTORS® encourage buyers to write personal letters to sellers about why they are interested in a home to stand out in competitive, multipleoffer situations?

This is not recommended for several reasons. The current low-inventory market has made buying a home more competitive than ever, and as a result, buyers are trying any way they can to get an advantage over the competition. This includes writing “love letters” to sellers to try to explain why a home is a “perfect fit” for them. Although on the surface these letters may seem harmless and only an attempt to get a seller’s ear, they can raise fair housing concerns and may even make the brokers and their clients subjects of fair housing complaints. Therefore, even though there is not a statutory provision

in Illinois prohibiting use of these letters, many brokerages discourage this tactic to avoid allegations of discriminatory conduct or possible violation of fair housing laws. The National Association of REALTORS® (NAR) has cautioned against the use of love letters because of the risks that they pose because they often “contain personal information and reveal characteristics of the buyer, such as race, religion, or familial status, which could then be used, knowingly or through unconscious bias, as an unlawful basis for a seller’s decision to accept or reject an offer.” Rather than using the love letter as a tactic, buyer’s brokers can help their buyers prepare for the presentation of good offers that can be evaluated on objective criteria. For example, buyers can strengthen their offers by obtaining a pre-approval letter from their lender, submitting an adequate earnest money deposit and writing a solid offer with their broker’s assistance. Sellers’ brokers can play a role in protecting their clients from the risks posed by love letters by educating them on fair housing laws and the inherent risks

of considering love letters. Listing agents can help sellers understand that decisions to accept or reject offers should be made on objective criteria only. Sellers can make informed decisions to advise buyers that love letters will not be accepted as part of their offers. Oregon recently passed a new law, becoming effective in 2022, banning the use of love letters in real estate transactions. NAR issued a statement supporting the legislation by stating that “all parties in a real estate transaction should consider only legitimate, nondiscriminatory criteria when making business decisions.” If you have buyer clients who insist on using love letters in transactions, it is wise to remove yourself from any involvement with the letters and encourage your clients to discuss the content with their own attorneys. Likewise, if sellers receive love letters, advise them to have the letters reviewed by their attorneys and remind them of the importance of making decisions based upon objective criteria. Agents can also have a policy against drafting or delivering love letters. IF this is the broker’s policy, it must be consistently applied. ILLINOIS REALTOR® October 2021

EVERYONE H deserves the

American Dream of Homeownership By Jeff Baker, Illinois REALTORS® CEO

omeownership: A simple word that can mean so much to so many. For nearly a century, homeownership has been associated with the definition of the “American Dream.” Illinois REALTORS® believe that everyone deserves the opportunity to achieve that American Dream and that REALTORS® are the key to making homeownership happen. These principles are the cornerstone of Illinois REALTORS’® “Everyone Deserves the American Dream” campaign, which reclaims the ideal of the “American Dream” as a dream available to all Americans, recommits the significance of homeownership to the concept and celebrates the essential role that REALTORS® play in achieving it. Over the course of the next year, Illinois REALTORS® will assist you in trying to unlock the dream for your clients who may find the doors closed to them—people with credit issues who may be afraid to get started, owners who want to sell but are worried about the right timing and people of color who haven’t had the same access to federal assistance, mortgage lending and other programs. REALTORS® aren’t just the voice of real estate in Illinois, they are also problem solvers who want to make a difference. As an organization that promotes the values of homeownership and real estate investment, it is important that everything we do helps ensure that EVERYONE has the opportunity to own a home regardless of where they live, their historical socio-economic background or their ethnicity. The American Dream has always been associated with homeownership and as an ideal, it has never been envisioned as a goal limited only to certain groups of people. Our mission is to fight to make the Dream a real opportunity for everyone.

Homeownership

Homeownership is more than just having a place to call one’s own. It’s a place where you have the autonomy to paint the walls if you want, plant a garden, 10

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renovate a floorplan and give a property your own stamp. Homeownership is a financial investment, a place to build equity and for many, a place to grow generational stability and wealth. But just as importantly, high rates of homeownership correlate to more neighborhood stability, economic opportunity and educational achievement. Homeownership then is both a goal and a promise to ourselves, our families, and our neighbors. But that promise of homeownership and all that it brings haven’t always been available to all Americans equally. For too long, certain populations have faced unnecessary and in too many cases, outright criminal hurdles to homeownership, particularly people of color and those with lower incomes who have often found ownership out of reach. The net worth of a typical homeowner is 40 times that of a renter, the National Association of REALTORS® reports in its 2021 Snapshot of Race and Home Buying in America. But the ability to build wealth through homeownership falters across racial lines. That same NAR report finds that the typical White family has a net worth of $188,200, nearly eight times greater than the net worth of a typical Black family at $24,100.

How did we get here?

The disparities in homeownership across racial lines have been years in the making dating back to slavery, internment, Jim Crow laws, redlining, restrictive covenants and more. In the 1930s as the U.S. struggled to boost homeownership following the Great Depression, the federal government enacted a series of programs aimed at helping more people buy homes through financing and mortgages. But those gains were primarily only extended to White Americans. That’s because when federal agencies graded neighborhoods based on perceived loan risk, they considered not just the age of buildings and economic class but also the racial makeup of that community. Neighborhoods with Black

residents got a lower rating, making it harder for them to secure the financing they needed to buy a home. Federal agencies marked those “loan risk” areas in red, creating the concept of redlining. At the same time, some communities together with the cooperation of lenders, local governments, real estate brokers, and even law enforcement created both implicit and explicit restrictive covenants and practices that prohibited certain people of color or social economic status from buying in certain neighborhoods.

REALTORS® aren’t just the voice of real estate in Illinois, they are also problem solvers who want to make a difference. All of that has culminated in an American Dream of homeownership that has not been equally accessible to all Americans. Today the White homeownership rate in Illinois is 73 percent compared to 39 percent for Black homeowners, 55 percent for Hispanic homeowners and 62 percent for Asian homeowners. The picture is similar on the federal level.

Improvements made, but more must be done

The path to making the dream of homeownership realistic for more Americans has not been perfect, but some advancements have been made, most notably the passage more than 50 years ago of the federal Fair Housing Act. The Act put fair housing laws— and penalties—in place prohibiting discrimination in the sale, leasing or rental of housing.

The pursuit of fair housing has since become a core REALTOR® value that isn’t just embodied in fair housing principles but also in the REALTOR® Code of Ethics all pledge to follow. REALTORS’® pride in our mission to make the American Dream available to ALL Americans compels us to not just live by these principles and Code but to actively root out any remaining vestiges of the harmful practices we’re adamantly against. In partnership with REALTORS® in Illinois and nationally, industry partner groups have been grown to strengthen the profile of and heighten attention on fair housing issues and bridging the racial homeownership gap. Some recent examples of their efforts include the Asian Real Estate Association of America (AREAA), which successfully lobbied Congress and the U.S. Census Bureau to create a unique category on census forms for Asian Americans and Pacific Islander homeownership through its “No Other” campaign. The National Association of Hispanic Real Estate Professionals (NAHREP) has advocated across the country for more equal access to credit, increasing housing inventory and immigration reform. And the National Association of Real Estate Brokers (NAREB) has focused on increasing awareness of the systemic financial barriers Black consumers face when buying a home and have created a campaign to grow Black homeownership by the millions in only the next 10 years. Illinois REALTORS® has been at the forefront of this fight and recent efforts show our continued commitment to the goals of increasing affordability, opportunity and equity in housing. After decades of marginalization by Illinois’ elected leaders, Illinois’ housing stock is at an all-time low, which has squeezed the affordable housing sector harder than ever. This spring, Illinois REALTORS® helped develop statewide incentives to spur new affordable housing development and which were part of an Affordable Housing Omnibus Package recently signed into law. While federal and state laws have long banned discrimination in every part of a housing ILLINOIS REALTOR® October 2021

39%

Black homeownership rate in Illinois It trails the national Black homeownership rate of 42 percent.

55%

Hispanic homeownership rate in Illinois Nationally, the homeownership rate is 48.1 percent.

62%

Asian homeownership rate in Illinois Nationally, the homeownership rate is 60.7 percent.

73%

White homeownership rate in Illinois Nationally, the homeownership rate is 69.8 percent. (Source: 2021 Snapshot of Race and Home Buying in America, National Association of REALTORS®)

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transaction, evidence of discrimination in the appraisal process continues to make headlines. In response, Illinois REALTORS® created its Discriminatory Appraisals Task Force and charged it with not just studying the issue but with coming up with concrete proposals to eliminate the illegal conduct once and for all. In less than a year’s time, the task force has not only produced guidance for REALTORS® and their clients who encounter this practice but has also developed policy solutions that are being presented to lawmakers both in Illinois and in Congress.

New challenges to homeownership

While it would seem most would agree that creating more affordable, accessible housing is a shared goal, there are emerging obstacles that are making homeownership even more elusive. In fact, there are increasing numbers of policy proposals in Illinois that would effectively cancel the American Dream of homeownership for any who have not already achieved it. Efforts such as the push by tenant groups to delay or even cancel rent have gained traction during the COVID-19 pandemic. Eviction moratoriums, initially created as millions of workers lost income during work stoppages have stretched to more than a year. This is even as states lifted workplace restrictions and reopened their economies, further straining the resources of housing providers, who were already targets for anti-housing advocates. The economic climate has also emboldened rent control advocates to push to end the nearly 25-year-old ban on rent control in Illinois. This is despite evidence that rent control efforts in cities such as San Francisco and New York City have exacerbated the affordable housing crisis. Both state and local elected leaders have worked through building and zoning codes to gut the new home construction industry in Illinois, making construction of new affordable housing nearly impossible. Census Bureau data shows, for example, that Illinois

has fallen to almost last place in the country for new homes being built over the course of the last 10 years. These restrictive policies are layered with discriminatory development incentives in larger metro areas that encourage segregation and fuel the racial wealth and homeownership gap. Regulatory clusters, or collections of state and local regulations on private property owners, like eviction and municipal inspection ordinances seek to delegitimize private property rights. All together, these policies reduce housing stock, increase property taxes, and create an ever-growing, permanent class of individuals who cannot achieve the dream of homeownership.

REALTORS® are the key to everyone reaching the American Dream of homeownership

Working to make sure everyone can find a home of their own is at the heart of everything REALTORS® do. In 2019, the National Association of REALTORS® launched its “That’s Who We R” campaign and showcased REALTORS’® role helping Americans realize homeownership. With “Everyone Deserves the American Dream,” we also champion REALTORS’® role as dream makers while resolving that we will work to eliminate all the historical barriers to that dream becoming a reality. REALTORS® are the key to EVERYONE having the opportunity of homeownership, to achieving the American Dream. You’ll find American Dream resources on our website including: tip sheets on how to secure mortgage financing or when is the right time to sell, information and action steps regarding discriminatory appraisals and news on our advocacy efforts to increase affordable housing and thwart legislation at the statehouse, village halls and county board rooms that seems innocent on the surface but could have negative, unintended consequences that impact all homeowners – whether you live in a small town, large city or new subdivision.

Illinois REALTORS® task force aims to end discriminatory home appraisals By Gideon Blustein

The topic of racial bias in home appraisals continues to gain momentum. A steady stream of local and national news stories has uncovered Black homeowners getting higher appraised values after removing evidence of their “Blackness” such as family photos and artwork. Not only does this illegal practice keep more minorities from becoming homeowners, but it actually robs existing minority homeowners of their hardearned wealth. Homes of similar quality in neighborhoods with similar amenities are worth an average of $48,000 less in majority Black neighborhoods, according to research from Dr. Andre Perry of the Brookings Institute. Illinois REALTORS®, which is dedicated to eradicating discrimination in every facet of real estate transactions, created the Discriminatory Appraisals Task Force in December 2020 with the aim of ending the practice all together. The 22-member task force is comprised of Illinois REALTORS® members, lenders and appraisers from across the state and is chaired by REALTOR® Lutalo McGee of Chicago. To achieve its lofty goal, the task force is focusing on three key areas: education and outreach, research and policy. Some of their work so far includes:

Among the resources already compiled are videos, articles and continuing education options, Illinois REALTORS’® Appraisals FAQs and the Sample Appraiser’s Package. The FAQs cover everything from the basics to how to handle complex situations such as a reconsideration of value. The Sample Appraiser’s Package is a comprehensive checklist of the type of information about the subject property that can be provided to the appraiser before they begin their work. To download these tools and follow the topic, go to www.IllinoisRealtors. org/appraisals. While the task force will continue to educate members and consumers on their rights during the appraisal process, it is also working on public policy solutions that are being presented to both state and federal lawmakers. Illinois REALTORS® has been in ongoing communication with the Illinois Department of Financial and Professional Regulation, which regulates both real estate brokers and appraisers, as well as with both of the state’s U.S. Senators, on changes to regulations governing appraisals. The Discriminatory Appraisals Task Force is expected to continue working on this important issue through the end of 2021 and into 2022.

u Research and data collection in partnership with Illinois universities and academics on mortgage, valuation and sale data to identify patterns and trends of discrimination. u Creation of education and guidance materials for Illinois REALTORS® members to assist them and their clients if they encounter discrimination in a transaction. u Development of public policy and regulatory proposals at the state and national level that are intended to decrease and ultimately eliminate discrimination in the appraisal process. u Contribution to federal oversight bodies research into potential changes to appraisal regulation, including submission of policy proposals to the Federal Housing Finance Agency (FHFA). The task force’s objective of education and outreach, is intended to ensure that REALTORS® are prepared ahead of time for the appraisal, know how to properly review the appraisal report and know what to do if there is suspected bias or negligence. The appraisal resources guidance materials produced by the task force give both REALTORS® and consumers the tools they need to confront these issues head-on.

STATEMENT OF OWNERSHIP, MANAGEMENT AND CIRCULATION ILLINOIS REALTOR® (ISSN 0744-221) is published four times a year (January, April, July, October) for $3.00 per year by the Illinois REALTORS®, The offices of publication and the headquarters and general business offices of the publisher, Jeffrey T. Baker, are located at 522 S. Fifth Street, P.O. Box 19451, Springfield, Illinois 62794-9451. The sole owner of the publication is the Illinois REALTORS® at the address listed above. There are no known bondholders, mortgage or other security holders. I certify that the information stated is true and complete ~ Stephanie Sievers, Director of Marketing

Total # copies (net press run)

Paid/requested subscriptions

Sales through dealers and carriers

Other classes mailed through the USPS TOTAL PAID DISTRIBUTION Free distribution by mail

Free distribution mailed at other classes Free distribution outside the mail Total free distribution

Avg. # copies ea. issue during last 12 mos.

Actual # copies single issue nearest filing

50,322

51,706

52,014 0 2

53,406 0 2

50,324

51,708

22 0

TOTAL DISTRIBUTION

50,367

51,740

TOTAL

52,014

53,406

Copies not distributed Percent paid

1,646

99.90%

1,666

99.93% ILLINOIS REALTOR® October 2021

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Opportunity the focus for Zeke Morris 2022 Illinois REALTORS® President

hether he reflects on the past or envisions his future, opportunity is the common thread Illinois REALTORS® 2022 President Ezekiel “Zeke” Morris sees. “Focus, persistence and hard work will help you succeed, to take advantage of the opportunities,” says the designated managing broker of EXIT Strategy Realty/ EMA Management on the South Side of Chicago. “And when you see how your success creates opportunities for others, you become more determined and better prepared for the next challenges.” Morris seized opportunities to better himself as a student-athlete in Chicago, as a college student in Iowa, in his career, in his church and in his involvement with REALTOR® associations on the local, state and national levels. And as he prepares for his year as Illinois REALTORS® president, he plans to draw upon his own experiences to increase opportunities for others through the Diversity & Inclusion grant program,

Illinois Minority Real Estate Scholarships and the fair housing, anti-discrimination, diversity and inclusion tools offered through Illinois REALTORS®. Morris wants his term as the first African American president of Illinois REALTORS® to be one that lays the foundation for more minorities to become involved in real estate and in REALTOR® association leadership positions.

His background

Morris is proud of his Chicago roots, noting that he grew up in a South Side neighborhood near 75th and Sangamon streets. He was a member of the first graduating class of Stagg Elementary School and graduated from Lindblom Technical High School (now known as Robert Lindblom Math & Science Academy). After earning a bachelor’s degree in Business Finance and Management from Upper Iowa University, he returned to Chicago and joined a management training program

for Osco Drug. Within four months, he was promoted to assistant manager and was later named its Rookie of the Year. At the same time, he joined a partner in buying a local food market. He continued with both ventures for about 12 years before starting a new career in the real estate division of Shore Bank. These changes also coincided with his marriage in 1991 to Adrena Bernoudy, a Systems Analyst in the Information Services Division of United Airlines. In 1994, he became a property manager for Draper and Kramer Commercial Property Services at Lake Meadows, taking responsibility for more than 3,000 units. His performance earned him the Chicagoland Apartment Marketing and Management Excellence (CAMME) Award in 1995. The following year, he opened his own real estate business and his first project was a new development in Bronzeville. He helped the neighborhood change from an economically challenged area ILLINOIS REALTOR® October 2021

(L to R) Zeke, daughter Andra and Adrena.

to a revitalized one. In the years that followed, the Morris family grew to include Alexandria, Emmanuel and Andra. Zeke continued to build his business and widen his sphere of influence.

His purposes

the housing ministry at Trinity United Church of Christ in Chicago, he has helped countless neighbors and friends navigate foreclosure issues, find available apartments, buy houses and answer general questions about housing. His involvement in the Chicago Association of REALTORS® (CAR) has also strengthened his resolve to help underserved populations in Chicago. Through CAR and Illinois REALTORS®, Morris discovered that REALTORS® can be powerful and respected advocates for the rights of private property owners. He learned the value of collaborating with fellow REALTORS® and various community groups. He also serves as president of the board of directors for the Ada S. McKinley Community Services, Inc., a Chicago human services organization that offers educational programs, child development, senior services, vocational training, mental health and residential services.

REALTOR® associations

In addition to having a positive effect on the community with his business acumen, Morris realized that he had a passion for helping others. He enjoys mentoring new real estate professionals and serving as a confidant to colleagues struggling through a dry spell. Through

Morris’ interest in property management issues drew him to CAR in the mid-90s and he served as CAR’s president in 2013. He made such a positive impact that CAR honored him by creating an annual scholarship – the Zeke Morris Scholarship – to support the education of applicants interested in the stabilization and

economic development of underserved communities in Chicago. At the national level, Morris currently serves on the National Association of REALTORS® Board of Directors, in 2020 he was the Liaison for Community Engagement. In 2018 he chaired NAR’s Fair Housing Act Anniversary Working Group and the Fair Housing Act Anniversary Implementation Group and helped spearhead the national association’s efforts to commemorate the 50th anniversary of the Fair Housing Act. He’s served on multiple committees since 2012 including: Housing Opportunity, Diversity, Federal Housing Policy, Risk Management Issues, State and Local Issues Policy Committee, Smart Growth Advisory Board and the Multicultural Real Estate Leadership Advisory Group. With Illinois REALTORS®, Morris is part of an elite group of REALTORS® nationwide who have been inducted into the REALTORS® Political Action Committee (RPAC) Hall of Fame for lifetime contributions of at least $25,000. He began serving on state committees in 2002, and since 2008 he’s served on multiple committees every year. He’s been the chair of numerous committees, including: 2020 Illinois REALTORS® Plaza Committee, 2020 Finance Committee, 2019 GSE Task Force, 2018 Housing Opportunity Working Group, 2015

2022 ILLINOIS REALTORS® LEADERSHIP

Zeke Morris

PRESIDENT Designated managing broker EXIT Strategy Realty/EMA Management South Side of Chicago

www.IllinoisRealtors.org

Michael Gobber

PRESIDENT-ELECT Designated managing broker-partner Century 21 Affiliated Westchester

Matt Silver

TREASURER Partner and senior broker Corcoran Urban Real Estate Chicago

Sue Miller

IMMEDIATE PAST PRESIDENT Designated managing broker Coldwell Banker Real Estate Group McHenry

Bylaws Committee, the 2012 and 2014 State Legislative Contacts Working Groups and the 2009 Public Policy and Government Affairs Major Investors Group. He’s also a graduate of the 2014 Leadership Development Program.

Living the dream

Morris says his success is more of a reflection of his desire to help others get a piece of the American Dream rather than trying to accumulate wealth or prestige. But he says he’s set his goals high, planned well, paid attention to detail and persevered when the real estate market was rough. He credits his parents for their early guidance, his faith, his family, and friends who have helped him along the way. He’s grateful for the words of encouragement he’s received from colleagues, Illinois REALTOR® past presidents, and his mentor Frank J. Williams. “I’m looking forward to a great year,” says Morris. “I believe we’ll have many opportunities for everyone to grow in the months ahead. I can’t wait to see what great things await us.”

10 questions with Zeke Morris 1) How would you describe your leadership style? Servant leader 2) What has been your greatest accomplishment, personally or professionally? Realizing my dreams through the accomplishments of my children 3) What is your favorite part of the real estate business? Serving families and helping them achieve their dream of homeownership 4) What is the best real estate advice you ever received? Be true to yourself 5) If you weren’t a REALTOR®, what would your other dream job be? Working as a team member in a big box home improvement center

6) What do you like to do with your free time? Free time is very minimal, but enjoy watching sports on television 7) What is your favorite vacation destination? Hawaii 8) What is the last good book you read? “The Color of Money: Black Banks and the Racial Wealth Gap,” by Mehrsa Baradaran 9) What’s something people would be surprised to know about you? Played rugby in college 10) If you could have lunch with anyone, alive or dead, who would it be? Together with Malcolm X, Dr. Martin Luther King Jr. and President Barack Obama

ILLINOIS REALTOR® October 2021

www.IllinoisRealtors.org

The Personality Factor

Figuring out what makes your clients tick can help you serve them better By Lee Nelson

Gloria Lin

Joe Doolin

Margaret Giffin

David Anderson

Like most REALTORS®, Gloria Lin has seen it all. Whether it’s the clients, the other agent in a deal, the lender, appraiser or whoever else REALTORS® work with every day, a variety of personalities, idiosyncrasies, emotions and problems show up. Developing the skills to comprehend various personality characteristics can help win over even the toughest client. “I am adaptive and optimistic,” says Lin, designated managing broker at 5i5j Realty, Buffalo Grove. “These personality traits are very helpful in guiding my clients through the stressful life transitions that go hand-in-hand with real estate transactions such as a new job, new school, marriage, divorce or financial changes.” The people who make Lin count to 10 are those “who are impulsive and quick to jump to a negative conclusion and attack viciously without considering all sides of the situation.” Whatever personality types REALTORS® encounter in the office,

at a showing or at a closing, mastering strategies to handle them all can take someone from failure and frustration to success.

Learn personality types to better serve clients

For 37 years, David Anderson ran several companies. “But in order to be successful, you have to educate yourself and get engaged with those in the company,” says Anderson, principal at David A. Anderson Business and Executive Coaching, in Bartlett, Ill., and Nashville, Tenn. He serves as a coach, speaker and DISC expert. He discovered DISC years ago and it has helped him understand where people are coming from based on their personalities. DISC is a behavior selfassessment tool originally based on the emotional and behavioral theory of psychologist William Moulton Marston in 1928. It centers on the personality traits: dominance, influence, steadiness and conscientiousness. ILLINOIS REALTOR® October 2021

“The more I learned how people function, the better I became as a leader,” he says. “Communication is the most important thing we do or don’t do. DISC can help you understand yourself as well as others, and then put it all together. You can better articulate what’s on your mind.” Although it may seem difficult to identify people’s DISC styles initially, Anderson says he can figure them out after short conversations. Once you understand them, you can change your own communication style to get a lot more done. But he warns his clients that situations and settings can influence behaviors, too. Here is an overview of how each of the DISC personalities comes across, and the good and bad of each, Anderson says: u Dominance – Direct, resultsoriented, firm, strong-willed, forceful, rational. “They can be demanding but also are bottom line people,” he adds. Only 10 percent of people are high Ds. The way to communicate with them is to present only meaningful facts such as, “Here’s what the market is telling us. They are not very emotional people.” They want to get the bottom line and get there fast. 20

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u Influence – Outgoing, enthusiastic, optimistic, high-spirited, inspiring. About 25-30 percent of people are in this category. “These are people persons,” Anderson says. “They want to have a party and are the most prolific. When you have a conversation with them, you can sense what type of persons they are pretty quickly. They want to chat all day.” u Steadiness – Even-tempered, accommodating, patient, humble, tactful. “They can be reserved, but relationshipdriven.” About 30-35 percent of people have this personality style. u Conscientiousness – Analytical, reserved, precise, private, systematic. “The C person wants everything. They can be overly conscientious. They can be calculating, but very competent,” he states. They like to know what’s expected and will not make a decision unless they know they are right. “They are the toughest to deal with. They don’t trust anybody. They want all the facts.” Only 20-23 percent of people are Cs. “If you observed me in a business setting, I’m a very D person – very determined. If you put me in a social setting, I’m really on the Influence side,

I like to be an influencer and inspire others, and I want people to like me,” Anderson comments.

Build trust and keep it simple

Recently, Joe Doolin worked with a very high-maintenance person. “I try to treat everybody the same, and you go into that mindset no matter who is your client,” says Doolin, a broker at Brinkoetter Realtors, Decatur. He also serves as president of the Central Illinois Board of REALTORS®. When he works with someone who becomes demanding or unyielding, he breaks down the steps it takes to sell or buy a home. “I tell them they hired me for a reason and hired me to take the emotion out of it. There are a ton of emotions rolling around when buying or selling,” he adds. He just reiterates when they get out of control that they hired him to help them through this and make good business decisions. But you also have to understand where that person is coming from. Common sense has to play a big part when it comes to real estate, he states.

“I just keep it as simple as I can, and at the same time, I listen to that client and see where I need to go to gain their trust,” he states. Margaret Giffin worked in journalism, public relations and marketing, and then learned to love rehabbing homes. She dealt with a lot of different personalities in those adventures. When she became a REALTOR®, she wanted to bring a concierge-type of service to help people with staging, marketing and getting the best price for their homes. She stages their homes and brings in others to make repairs. “I get to know my clients and understand their motivations, what they like and what they don’t like,” says Giffin, co-founder at Ellyn & Marin Your Home Concierge Team, Keller Williams, Premier Properties, Glen Ellyn. “To help our clients out, I always have a guy for something, when they need a connection such as a painter or landscaper.” But making connections with others can be difficult or time-consuming, especially when she has to chip away at armored facades. She recently had clients who had a way of working themselves into a frenzy and blaming others when things weren’t working out and the contract fell through. “Sometimes, people just need someone to blame. I don’t want to work with people like that,” she says. “Sometimes, people can be impossible,” Anderson adds. “When you feel the value of the relationship has left, that’s the time to pull the plug. No one likes to walk away from business. But all business isn’t good business.” If you are spending so much time with one client because of their obsessions or needs, “it makes sense to move on,” he says.

Helpful tips in working with different types of clients: 1. Take the emotion out of it – “I can’t get overly invested,” Doolin emphasizes. When he began his real estate career in St. Louis, one of his trainers kept reiterating to take the emotion out of situations. “That’s what helps me through the hard conversations.” 2. Remember it’s not about you – Lin needs all her patience when people quickly become negative. “I have to remind myself that it’s not about me and don’t take things too personally. They are probably going through a tough moment.” 3. Take a deep breath – “Some clients have a lot of anxiety and may have never experienced it before,” adds Giffin. They wonder where are they going to go? Where will they get more money to buy the house of their dreams during a bidding war? Sometimes, the best thing to do is to remain calm and be your client’s anchor among the turmoil.

5. Be extremely flexible in your time and efforts – “I feel some REALTORS® are too rigid in their boundaries with clients and maybe they aren’t as successful. It isn’t a 9 to 5 job,” Giffin says. Yes, you can create a schedule and plan to eat dinner with your family each night. That may not work out all the time, but it can a majority of the time. Some of your clients will be more needy and anxious. Give them boundaries, but sometimes you can ease those slightly to accommodate the more anxious. 6. Learn how to communicate with certain personality types – “I communicate the process and understand their expectations,” Lin states. “I have to be mindful to adjust and modify according to how they respond.” Whether they want texts daily or only when something new happens, then it’s up to me to adjust to their preference and personality style, she says.

4. Give everyone a fair shake – If you go into a situation with a notion that this person will be hard to work with, ultimately they will be hard to work with, Doolin says. “So, give everyone a fair shake. When I get the hard deals on my desk, if I go into a defensive mode, they will get defensive. Treat everyone fairly.” About the writer: Lee Nelson is a freelance writer in Illinois. She can be reached at leenelson77@yahoo.com

ILLINOIS REALTOR® October 2021

COMMERCIAL CORNER The CRE Consulting Corps: Offering real estate solutions for nonprofits and government clients By Samantha DeKoven, Director of Public Service Initiatives, The Counselors of Real Estate (CRE)

Introduce the CRE Consulting Corps to your community The CRE Consulting Corps is seeking additional opportunities to deliver strategic real estate guidance to nonprofits and government organizations. Leverage this trusted resource to benefit your community. If you refer a project and the Consulting Corps accepts, the state association or local REALTOR® board will receive 20 percent of the project fee. For more information or to suggest a project, contact Samantha DeKoven by email at sdekoven@cre.org or phone, 312-329-8431. Or visit the CRE® Website at https://www.cre.org/initiatives/consulting-corps/

www.IllinoisRealtors.org

Downtown Fairborn, Ohio Credit: The Counselors of Real Estate

A strategic plan to rejuvenate a community in decline. A new vision for a closed medical campus or retail space. Creative partnerships to monetize a former school or church. Market-based solutions to repurpose brownfields. These are just some of the strategic real estate challenges addressed by the CRE® Consulting Corps, the public service program of The Counselors of Real Estate (CRE). The Counselors of Real Estate is a 67-year commercial affiliate of the National Association of REALTORS® (NAR) that brings together leading real estate practitioners known for their expertise, achievement and creative problem-solving skills.

But did you know that CRE members volunteer their time and knowledge to the CRE Consulting Corps, offering ideas and strategies to bring new life to underutilized properties? These industry experts provide real estate analysis, objective counsel and strategic action plans for municipalities, nonprofit organizations, government entities, educational institutions and other owners of real property.

REALTORS®: Leaders and volunteers in the community

As community stakeholders, REALTORS® are aware of nonprofit organizations and governmental entities that may need help resolving

real estate challenges. REALTORS® can access this resource to benefit their communities, introducing the Consulting Corps to organizations wrestling with large or small real estate dilemmas. Past projects include advising municipalities and redevelopment agencies on how to generate jobs by repurposing former hospitals and shopping centers; assisting schools, colleges and universities with adaptive reuse or disposition of unneeded acreage; repositioning and growth planning; and assisting churches and affordable housing providers to maximize their real estate holdings.

“Members of The Counselors of Real Estate are top-flight thought leaders with tremendous breadth of knowledge. When counselors volunteer for the Consulting Corps, they provide a great service, bringing creative problem-solving to local real estate challenges.” – Illinois REALTOR® and CRE member Alex Ruggieri Example 1, Fairborn, Ohio

The city of Fairborn (pop. 30,000, east of Dayton in southeast Ohio) engaged the Consulting Corps to create a revitalization strategy focused on redevelopment of a functionally obsolete and largely deserted shopping/office plaza. In addition to recommending a vision for the Skyway Retail Center, the team identified action steps to enhance Fairborn’s central business district, create a “destination”

St. Michael’s Episcopal Church in Bon Air, Virginia Credit: The Counselors of Real Estate

there and leverage other assets (a nearby university and an air force base). Implementing the Consulting Corps team’s recommendations, Fairborn hired a downtown revitalization strategist, invested more than $2 million to remove blighted property and purchased and renovated a vacant restaurant to serve as a kitchen incubator. The city also began an aggressive branding and marketing campaign, expanded community event offerings and partnered with Cincinnati Bell to provide free Wi-Fi throughout the downtown corridor. These investments led to business growth and development, increased numbers of people visiting downtown, reduced the number of vacant buildings and strengthened relationships between the city and downtown business owners.

Example 2, Bon Air, Virginia

St. Michael’s Episcopal Church, encompassing approximately 12 acres in historic Bon Air, Va., requested the Consulting Corps assistance to address an aging church and school buildings. As the school prepared to relocate, the church faced a loss of income, necessitating a workable exit strategy, viable transition agreement and a long-

term plan to reposition the property. They also sought additional community and economic development to create a viable revenue stream that would complement Bon Air priorities. The Consulting Corps team served as a vital, neutral entity in developing an acceptable schoolchurch transition agreement, after considering issues raised by both church and school representatives. The team also considered various disposition alternatives, developed potential configurations for reuse of the buildings, and presented a matrix identifying the risks and benefits of various approaches. The team outlined key elements of a strategic plan for the property. In the words of the client: “The CRE team approached the assignment with great sensitivity and awareness of the relationship between the church and school. The team exhibited the highest level of professionalism in the performance of the assignment and boiled down the range of possibilities to sensible and realistic options, including some options we had not considered before. The team also structured and recommended a very concise and fair transition agreement between the church and school.” ILLINOIS REALTOR® October 2021

MARKETWATCH

Ongoing inventory issues could temper home sales through end of year The Illinois housing market has been on a wild ride this year but expect home sales to shift into more normal territory through the end of 2021, according to a mid-year forecast from the Regional Economics Applications Laboratory (REAL) at the University of Illinois. The outlook, “Housing Forecast for the Next Six Months: Chicago and Illinois,” calls for low inventory to continue to push median home prices higher than a year ago, albeit at a lower pace than earlier this year. Home sales, however, are expected to stabilize and return to 2020 levels, which still outpaced recent years. “Over the next six months, the housing market is expected to sustain higher price increases than a year ago and moderating sales changes reflecting very tight inventories,” said Geoffrey J.D. Hewings, emeritus director of the Regional Economics Applications Laboratory (REAL) at the University of Illinois. “While employment growth has been very robust for the last two months, there is some concern about the potential impact of the spread of the Delta COVID19 variant dampening activity during the rest of the year.”

Download the forecast at www. IllinoisRealtors.org/MarketStats, but here are trends to watch: u Forbearances and foreclosures – Many forbearance agreements will expire, raising concerns about properties moving into foreclosure if owners are unable to negotiate new mortgage repayment agreements. Foreclosure inventory has started to build again but because the process must go through the courts in Illinois, it could take years to see the full impact. u Available housing supply is still historically low and continues to affect price appreciation and inventory.

u More new housing construction is needed but increased material costs and difficulty hiring workers are increasing construction costs by double-digits amounts. u There is an increasing gap between the housing sentiments of owners who think it is a good time to sell and buyers who think it is not a good time to buy. Overall, consumers seem reasonably positive about the general trajectory of the economy. u Price escalation is affecting affordability and the inventory of homes in the lower price ranges has seen the biggest decline.

Dr. Daniel McMillen to lead University of Illinois forecasting team For the last 14 years, the University of Illinois has provided housing market forecasting and analysis for Illinois REALTORS® under the direction of Dr. Geoffrey J.D. Hewings and the Regional Economics Applications Laboratory (REAL) at the Urbana-Champaign campus. With Hewings’ retirement, those forecasting duties now transition to Dr. Daniel McMillen, Professor of Real Estate and Head of the Stuart Handler Department of Real Estate at the

www.IllinoisRealtors.org

University of Illinois at Chicago College of Business Administration. Dr. McMillen is a distinguished fellow at the Lincoln Institute of Land Policy and is a consultant at the Federal Reserve Bank of Chicago. He has published extensively in leading real estate journals, is a former president of the American Real Estate and Urban Economics Association and is a recipient of the Regional Science Association’s prestigious Walter Isard Award for Scholarly Achievement.

Dr. Daniel McMillen

EDUCATION The Code of Ethics: Meet the Dec. 31 deadline

Young Brockhouse

Vice President, Professional Development

Code of Ethics courses without CE credit

u NAR online at www.nar.realtor u NAR Commitment to Excellence endorsement at www.C2EX.realtor

Code of Ethics courses with CE credit

u Illinois REALTORS® online courses at www.illinoisrealtors.org/ education/store • The Code of Ethics in Action: Real-Life Applications (Leap Learning Online), 3 credit hours: $30 • Ethics in Real Estate (D2L online), 3 credit hours: $27.95 • Included in 12-hour CE package with personal safety option (Leap Learning Online): $99 • Included in 12-hour CE package with elective option (D2L Online): $99 u Illinois REALTORS® classroom courses: see a list of current classes on our Classroom Calendar online at www.illinoisrealtors.org u NAR online course with CE credit at www.nar.realtor

Mark your calendars: Dec. 31, 2021, is the end date for the current National Association of REALTORS® (NAR) Code of Ethics training requirement cycle. REALTORS® must complete at least 2½ hours of ethics training that meet NAR’s specified learning objectives and criteria every three years. This means approved Code of Ethics training must be completed between Jan. 1, 2019 and Dec. 31, 2021. If the requirement is not met by January 2022, an individual’s membership will be suspended. Members can check the status of their Code of Ethics training requirement through NAR online. Code of Ethics training courses taken through Illinois REALTORS® may also be found using Illinois REALTORS® online Education Lookup.

How to meet the requirements Approved Code of Ethics training may be completed online or in classroom courses offered by state, local or national associations. Members can take approved Code of Ethics courses for free or with CE credit for a nominal cost. Since specific learning objectives are established by NAR, ethics courses taken from other providers may not qualify.

Illinois REALTORS® provides standalone Ethics CE and Ethics CE courses that are part of a larger CE package. Individuals can take these courses online or in one of our branch location classrooms. NAR’s free, self-guided Commitment to Excellence endorsement also satisfies the Code of Ethics requirement, and NAR provides online Ethics courses with or without CE credit.

About the Code

The Code of Ethics is a key component of membership in the National Association of REALTORS® (NAR). Adopted in 1913, the Code is regularly updated to meet the challenges and changing needs of the times. The standards were created to enhance professionalism and competency and to differentiate a REALTOR® from a real estate agent. Adherence to the Code ensures that REALTORS® cooperate with each other to serve their clients’ best interests. The time period for refreshing a member’s mandatory Code of Ethics training has varied over the years. In February 2020, NAR approved an extension of the Code of Ethics training requirement from every two years to every three years. ILLINOIS REALTOR® October 2021

REALTOR

TECH TOOLS What they value most and the biggest gamechangers moving forward

4 emerging tech tools expected to have the most impact on real estate in the next 2 years:

Drones 37%

Cyber security 34%

5G 31%

Virtual reality 30%

Top 5 most valuable tools now: 78%

54%

53%

48%

39%

eSignature

Local MLS apps/ technology

Social media

Lockboxes

Video conferencing

36%

of REALTORS® spend $50-$250 per month on technology

23%

spend more than $500 per month

Source: National Association of REALTORS® 2021 Technology Survey https://www.nar.realtor/research-and-statistics/research-reports/realtor-technology-survey 26

www.IllinoisRealtors.org

AT THE CAPITOL Challenging 2021 spring session brings REALTOR® advocacy success

Greg St. Aubin

Senior Vice President, Governmental Affairs

The 102nd General Assembly began in historical fashion, as Rep. Chris Welch became the first African American Speaker of the House in Illinois history, ending the longest tenure of any speaker of the house in our nation’s history, when former Speaker Michael Madigan retired. A number of new legislators and completely virtual proceedings created a session like no other. Some things remained the same with a rush of significant and controversial legislative issues decided in the final hours including new legislative maps and the state budget. The rules and procedures were ever changing during the spring session, but that did little to deter the introduction of legislation. More than 7,000 bills were introduced and after a cursory review of all legislation introduced, the Illinois REALTORS® Legislative Team

was actively engaged in nearly 300 bills of interest. Here are the key legislative issues:

Affordable housing omnibus package passes both chambers Status: Passed

Illinois REALTORS® went into the 2021 spring session with a proactive approach to developing sound and impactful housing policy. Illinois REALTORS® leadership and staff drafted legislative language with a goal to incentivize more affordable housing development, particularly rental housing. The diligent work paid off, with the unanimous approval and passage of House Bill 2621 (Affordable Housing Omnibus Package). Here are a few highlights of the package: u House Bill 2621 provides for a significant reduction in the assessed value for tax purposes of newly constructed or improved affordable rental housing. u Creates a COVID-19 Affordable Housing Grant Program to provide gap financing for projects receiving federal Low Income Housing Tax Credits. u Extends the Illinois Affordable Housing Tax Credit (“State Donations Tax Credit”) through 2026. The program provides a one-time state of Illinois income tax credit equal to 50 percent of the value of qualified donations, such as money or real estate, to affordable housing developments. u Provides greater accountability and flexibility in the Affordable Housing Planning and Appeals Act to prod the development of more affordable housing in communities that have not met housing benchmarks in the Act. ILLINOIS REALTOR® October 2021

The Affordable Housing Omnibus package is a great step in the right direction, especially during a time when housing inventory in Illinois is at an all-time low. Illinois REALTORS® and Senior Vice President of Governmental Affairs, Greg St. Aubin were proud to testify in STRONG SUPPORT of House Bill 2621, are encouraged with the positive proposals and will continue to lead the discussion in addressing all of Illinois’ housing needs. Signed into law (P.A. 102-0175).

COVID-19 emergency housing assistance improved Status: Passed

Illinois REALTORS® were at the negotiating table for the COVID19 Emergency Housing Assistance legislative package in May of 2020, and then again in the January 2021 Lame Duck Session. House Bill 2877 or COVID-19 Emergency Housing Assistance (Ramirez) is a statutory enactment of the Emergency Housing Assistance established by Gov. Pritzker through executive order last year. The program is distributing millions of dollars in much-needed, immediate financial relief to landlords. The bill originally included proposals to extend the eviction moratorium until October 2022, restrict a property owner’s ability to recover any lost rent, and allow for the sealing of eviction records beyond the end of COVID-19. After nearly a year of negotiations, our advocacy team was able to successfully remove these provisions and the bill was favorably passed in both the House and Senate. Signed into law (P.A. 102-0005).

Rent Control back again Status: Inactive

Once again, Rent Control was a huge issue for the Illinois REALTORS® Legislative Team, as advocates again sought to repeal the 1997 statewide ban. Rent Control has come up in 28

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recent sessions but made it further in the legislative process this spring. House Bill 116 (Guzzardi) sought to repeal the 1997 Pre-emption Act. House Amendment 2 was added and sought to establish a petition and referendum process whereby ANY unit of local government would be exempt from the state’s preemption on rent control if a referendum on the matter passes locally. After strong OPPOSITION to House Amendment 2, House Bill 116 ultimately passed through the newly formed House Housing Committee in late March. However, through our sound messaging, intense direct lobbying effort and the help of many strong REALTOR® champions in the legislature, it became clear that the bill did NOT have the support to pass, so it was held and not voted on. We anticipate opposing rent control will continue to be a top priority of our advocacy.

Source of income mandate passes House, stalls in Senate Status: Inactive

House Bill 2775, introduced by Rep. Ford, an Illinois REALTOR® member, would make discrimination based on a person’s “source of income” a violation of the Illinois Human Rights Act (and therefore a violation of the Illinois Real Estate License Act). Illinois REALTORS® has consistently OPPOSED this legislative effort over the years. REALTORS® SUPPORT the Housing Choice Voucher Program as a housing resource for landlords and renters, but the program was never intended to be a “mandatory” program. Participating property owners cannot write their own leases (they must use a HUD-dictated lease). The program also subjects them to at-will inspections, and rules regarding rent increases and other matters. Great for some but should not be mandated for all. The bill narrowly passed the House on April 22 with a 62-48-2 vote but was never called in the Senate.

Establishing lead service line protection fees and reporting Status: Passed House Bill 3739 (Robinson) requires the Illinois Environmental Protection Agency to establish procedures for the collection of a specified “lead in drinking water” protection fee to be collected by all community water suppliers. It also requires the owner or operator of each community water supply to perform specified reporting and replacement activities. Illinois REALTORS® worked with the sponsor and other stakeholders to amend the bill to include language regarding property owner consent, repair and damage reimbursements and funding of the program. Signed into law (P.A. 102-0613).

Energy legislation still being negotiated Status: Inactive

Several “energy” bills were introduced during the spring session including one (Senate Bill 2896) supported by Gov. Pritzker. The governor-backed bill, titled Consumers and Climate First Act, seeks to phase out coal by 2050, natural gas by 2045 and secure financing to allow some nuclear plants to remain operating. The legislation provides for job retraining and grants, ethics reforms and a new rate process. It also requires all new construction to include electric car charging stations. Labor unions strongly oppose this legislation as many jobs would be eliminated. An alternate Clean Energy Jobs Act was considered. This would phase out coal and natural gas by 2030. At this time, all proposals under consideration would lift the cap on how much can be charged on ratepayers’ monthly utility bills in order to fund renewable energy development. There are many moving parts to all of the negotiations, and there are rumors the legislature could return for a special two-day session to finalize an energy bill.

Additional affordable housing measures approved Status: Passed

Two additional affordable housing related bills supported by the Illinois REALTORS® were approved. House Bill 648 (Stoneback) amends the Rental Housing Support Program Act to provide that once a tenant has received assistance under the Rental Housing Support Program, the tenant shall remain eligible for assistance under the program until the tenant reaches an income level of 35 percent of area median family income. If tenants reach that level of income, they will then begin to transition out of the program. Signed into law (P.A. 102-0270). House Bill 1932 (McCombie) amends the Counties Code, Township Code and Illinois Municipal Code. Provides that the governing body of a county, township or municipality may waive any fees or costs associated with a permit, inspection or certification

of occupancy required by law for construction, reconstruction, alteration, repair, movement to another site, removal or demolition of a manufactured home, building, dwelling or structure, either commercial or residential, damaged as a result of a disaster, emergency, weather event or for any reason deemed warranted in the interests of public safety, welfare, and recovery of the community by the governing body of the county, township, or municipality. Signed into law (P.A. 102-0024).

E-notarization process enhanced Status: Passed

Seeing the absolute need for the continued use of electronic notarization during the “stay at home” order and throughout the pandemic, two bills were signed into law during this session that aim to modernize and enhance e-notarial acts by electronic means.

Senate Bill 730 (Crowe) creates the Electronic Wills and Remote Witnesses Act. It provides that, effective March 26, 2020, and ending 30 days after the expiration of the governor’s emergency declaration regarding COVID-19, a notarial act or an act of witnessing may be performed through means of two-way, audio-video communication technology that allows for direct, contemporaneous interaction by sight and sound between the individual signing the document, the witness and the notary public. Signed into law (P.A. 102-0167). Senate Bill 2176 (Sims) creates the Uniform Electronic Transactions Act. The bill provides that a contract, record or signature may not be denied legal effect or enforceability simply because it is in electronic form. In other words, this bill makes it clear that if a law requires a signature, an electronic signature satisfies the law. Signed into law (P.A. 102-0038).

ILLINOIS REALTOR® October 2021

GADs keep focus on streamlining inspection programs

Mike Scobey

Director of Local Advocacy

Several of our local Governmental Affairs Directors (GADs) have been dealing with inspection issues in municipalities throughout Illinois in 2021. Whether it’s attempting to reform existing point of sale home inspection programs or amending proposals on rental inspections, the GADs are looking out for the interests of REALTORS®, owners, buyers and sellers. Inspection requirements can be a thorny issue. While we prefer that municipalities stay away from real estate transactions and from examining residences, we understand the public policy objective of property maintenance. Cities do have a compelling interest in making sure that properties are habitable and safe. While there are several ways to achieve this without systematic inspection programs, several municipalities have chosen that route. This year, we’ve dealt with issues in the following towns: u Park Forest and Round Lake Beach. Reforms in the home inspection process have taken place this year. Also, in a bit of good news, Evergreen Park plans to stop doing point of sale inspections. (See Park Forest and Evergreen Park sidebar.)

u Joliet is considering inspections of single-family homes that are rented out. u In some Metro-East municipalities, discussions are ongoing about possible improvements in inspection procedures. u Fire safety-related issues continue to come up in Chicago, with some urging additional inspections of rental properties. u Niles eliminated its point-of-sale home inspection requirement. As we negotiate on these kinds of proposals, we work to ensure that these programs are as unintrusive as possible. We strongly encourage any municipal inspection ordinances to include the following provisions: u Timeframe requirements on the municipality to make sure that inspections are done in a timely manner and do not substantially interfere with transactions. u Reasonable inspection fees. If fees are imposed, the amounts should reasonably reflect the cost to conduct the actual inspection. In other words, the revenue from such fees should not

REALTOR® advocacy leads Park Forest to change home inspection ordinance About four years ago, local REALTORS® voiced frustration about the village of Park Forest’s mandatory home inspection process. Because clients were unable to see the results of the inspections before closings, home buyers sometimes waited weeks or months before necessary repairs were made, according to Illinois REALTORS® Local Governmental Affairs Director Tom Joseph. As a result, some REALTORS® were put into non-disclosure situations. Even after REALTORS® expressed their 30

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concerns, village staff members and some trustees opposed changes. Illinois REALTORS® and the Mainstreet Organization of REALTORS® (MORe) kept fighting on the issue and it wasn’t until after a new mayor and new trustees were elected that the village voted unanimously to change the home inspection ordinance, effective Oct. 1, 2021. The amended village ordinance will allow owner occupied sellers to get home inspections and results prior to closings and allows the inspections to

stand for 180 days, says Joseph. Park Forest is about 30 miles south of downtown Chicago, in Will and Cook counties. The population is nearly 22,000. It was founded in 1948 to provide housing for GIs returning from World War II.

Evergreen Park ends inspections

As of August, the village of Evergreen Park (Cook County) will no longer require point of sale inspections of homes. At the start of the COVID pandemic, the village halted these inspections.

Illinois REALTORS® October 2021

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