August September 2023 Maryland REALTORS Magazine

MEET YOUR NEXT PRESIDENT 6

Vol LVII, No 4 | AUG/SEP 2023

STAY SAFE! 18

SHOULD WE MEASURE HOUSING? 22

mdrealtor.org | marylandhomeownership.com

ALL IN at the Maryland REALTORS® Annual Conference!

September 19–21, 2023

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CONTENTS FEATURES 6

Meet Our Next President: Chris Hill

12 ALL IN! The

Maryland REALTORS® Annual Conference

18 10 Tips for

REALTOR® Safety

12 4

6

18

DEPARTMENTS 3

President’s Perspective

22 CEO Corner

26 Commercial Real Estate

4

REALTOR® Talk

24 Sell More with Maryland

28 From the Hotline

20 Housing Advocate

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2023 MARYLAND REALTORS® LEADERSHIP TEAM

Maryland REALTORS®

200 Harry S Truman Parkway | Suite 200 Annapolis, MD 21401-7348 443.716.3500 | www.mdrealtor.org

Leadership Team

Yolanda Muckle | President Chris Hill | President-Elect Chris Jett | Treasurer Cheryl Abrams Davis | Secretary Dee Dee Miller | Immediate Past President Chuck Kasky, RCE | Chief Executive Officer

Yolanda Muckle

Chris Hill

PRESIDENT

PRESIDENT-ELECT

Long & Foster Real Estate 9300 Lottsford Rd., Suite 500 Largo, MD 20774 301.249.1600 yolanda.muckle@lnf.com

Century 21 New Millennium 23063 Three Notch Road California, MD 20619 301.862.2169 chris@thechrishillteam.com

Editor

Daniel Patrell | dan.patrell@mdrealtor.org

Advisory Committee

Pam Harrison | Chair Rebekah Kleinman | Vice Chair

Advertising

Arlene Braithwaite | 410.772.0820

Publication Design

HBP, Inc., 952 Frederick Street, Hagerstown, MD 21741 800.638.3508 | www.hbp.com The opinions expressed by nonstaff contributors may not reflect the official opinion of Maryland REALTORS® and/or policies derived from leadership and staff.

Cheryl Abrams Davis

Chris Jett

SECRETARY

TREASURER

RE/MAX United Real Estate 14340 Old Marlboro Pike Upper Marlboro, MD 20772 301-702-4200 cherylabrams@remax.net

Shore 4U Real Estate 23 Fountain Drive W 2nd Ocean City, MD 21842 443.523.2360 chris@shore4u.com

Mission Statement Maryland REALTORS® exists to support all segments of its membership and their specialties. Maryland REALTORS®, through collective efforts with local boards/associations and the National Association of REALTORS®: ■ Develops and delivers programs, services and related products that maintain and elevate the high standards of the real estate business and the professional conduct of its practitioners; ■ Assists members in ethically and professionally serving the public; ■ Promotes and preserves the right to own, transfer and use real property; and ■ Protects the right of members to conduct business within a framework of fair and reasonable laws and government regulations.

In principle and in practice, Maryland REALTORS® values and seeks diversity and inclusive participation within the field of real estate and recognizes each member as a unique individual.

Craig Wolf

Chuck Kasky, RCE

IMMEDIATE FORMER PRESIDENT

CHIEF EXECUTIVE OFFICER

American Home Shield 907 Autumn View Ct. Bel Air, MD 21014 443.643.6742 craig.wolf@ahs.com

Maryland REALTORS® 200 Harry S Truman Pkwy.

Suite 200 Annapolis, MD 21401 800.638.6425 chuck.kasky@mdrealtor.org

Maryland REALTOR® (USPS 0016-017) is published bimonthly by Maryland REALTORS®, Suite 200, 200 Harry S. Truman Parkway, Annapolis, MD 21401-7348. Periodical postage paid at Annapolis and additional mailing offices. Postmaster send address changes to: Maryland REALTOR®, Suite 200, 200 Harry S. Truman Parkway, Annapolis, MD 21401-7348.

Member subscriptions of $3.81 are paid with annual dues.

This publication is designed to provide accurate and authoritative information regarding the subject matter covered. It is offered with the understanding that the publisher is not engaged in rendering professional advice. If legal advice or other expert assistance is required, the services of a competent professional should be sought. Articles that appear in Maryland REALTOR® are an informational service to members.

Permission to reprint articles appearing in Maryland REALTOR® magazine must be requested in writing.

Also include purpose for request.

While this magazine makes a reasonable effort to establish the integrity of its advertisers, it does not endorse advertised products or services unless specifically stated. ©2023 Maryland REALTORS®, Inc.

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PRESIDENT’S PERSPECTIVE

What You Leave Behind It has truly been an honor serving as the 2023 Maryland REALTORS® President. The people I’ve met statewide during my term has inspired me so much and has given me a profound appreciation for our members, their service to this industry, their commitment to excellence and transparency, and their support—through committee participation and event attendance—of our state association.

new features being rolled out in the coming months; ■

vastly upgrading our consumer communications with a brand-new website (check out MarylandHomeownership. com), new buyer and seller toolkits, consumer webinars, and more;

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hosting, in partnership with the Prince George’s County Housing Authority, the Welcome Home Showcase, which provided us an outlet to engage directly with consumers on homeownership issues. Courtesy of a series of televised interviews promoting the expo on WJLA-TV, along with on-site radio coverage by WPGC and their Spanish language station WLZL, we extended our messaging to the entire Washington, DC market;

While the market has had the same theme for most of this year with lower inventory and higher sales prices, we have moved the needle significantly on our association’s presence and voice to the industry and consumers at large. My initiatives included: ■

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developing a wider audience for our advocacy work on Lobby Day. Between our press conference and our video expressing the importance of Accessory Dwelling Units (ADUs), we successfully shared our story not only to local and state media, but national media as well, which highlighted Maryland’s housing crisis; livening up our social media to be energetic and fun, while carrying through important messaging. If you haven’t checked out Instagram Reels yet, you need to. And, in developing news, we’re now on Threads! launching our new website for Maryland REALTORS®. This is an ongoing project so look for

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asserting ourselves with earned media. Whether it was local media interviews in Cumberland and many other communities across the state, or a meeting with the Baltimore Sun editorial board, our message of housing opportunity and the need for action has been heard clearly in all corners of the state.

In this issue, we are featuring— what else?—our Annual Conference, ALL IN!, September 19-21. It’s not that far away! If you haven’t registered for the conference or reserved your discounted hotel stay at the Live! Casino & Hotel in Hanover, do it quickly before space runs out! From keynotes like Dr. Willie Jolley and Michelle Poler, who will encourage all of us to “face our fears,” to some of the most dynamic sessions we’ve provided yet (ChatGPT, anyone?), you will want to attend. Special shout out to our Conference Chair and Vice Chair, Cheryl Abrams Davis and Jenn Klarman. Thank you and the committee for all you’re doing!

And finally, I want to draw your attention to the profile of our next president, my dear friend Chris Hill.

He takes over in October, and I—like you—are looking forward to his initiatives during his year of governance. Best wishes, Chris. You are going to do a fantastic job!

Thank you all for a wonderful year.

It has been an honor, and let us all celebrate the elevation of our work in the public eye in 2023. ■

And this is all for our members— it’s about raising your profile, the importance of your work, and your value as a REALTOR® that drives all of this.

MARYLAND REALTOR®

Yolanda Muckle Is Maryland REALTORS®’ 2023 President.

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REALTOR® TALK

Check Out Your New Website 3. Create a more welcoming, visual space that engages members with the vast resources found throughout the website.

Maryland REALTORS® has upgraded its website to provide its members an easier, smoother web experience, with lots of room to grow. Going into this project were the following objectives: 1.

Create an easier navigation, with fewer nested items, to provide members a quicker route to what they want.

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At the top: a renewed topline menu that makes it easy to find what you are looking for. Each menu selection—Advocacy, News and Events, Professional Development, Legal Resources, Membership, and About Us— provides an easy-to-navigate list of selections.

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Next to our carousel of images—each one informing you of a special initiative—are “Latest Headlines,” links to content that comes from staff or a recent issue of Maryland REALTOR® magazine.

Curious what’s new? Check this out:

A New Home Page Our new home page provides the same things you relied upon with the older site (direct links to Legal Guidance, Statewide Forms, and a Security Deposit Interest Calculator) while introducing new things to keep you in the know.

2. Provide a blog space for content from staff, invited bloggers, and stories from Maryland REALTOR® magazine.

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As you scroll further down, you will find updates on recent events, videos from Maryland REALTORS®, and more blog content.

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At the bottom of the home page you can find related sites that you can visit: MarylandHomeownership.com, Maryland REALTORS® consumer site; OpenDoorsMaryland.org, our site for advocacy, and links to NAR and RPAC.

Hub Pages Wait, what’s a hub page? Simple: it’s a home page for each top menu item. When you select a topline menu page, like “Advocacy,” you will be taken to a “home page exclusive to that department.

Maryland REALTORS® Online Under the News and Events Menu, you will find Maryland REALTORS® Online, our spot for all blogs and sharable content. Here, you will find many of the articles read in the magazine, along with special content from other departments. At the bottom of each blog, you will find a myriad methods to share on your preferred social channels, or simply texting it to someone you feel could benefit from it.

Additional Updates ■

Our public policy work on behalf of consumers and REALTORS® involves much more than legislative issues, so we’ve renamed this area Advocacy to represent the diversity of issues we address. Here, you

With our new Forms page, members can easily access the statewide forms and the latest local board forms that have been uploaded by each local board.

will find legislative updates (of course!) but also important connections to our advocacy site, OpenDoorsMaryland.org, and our consumer site, MarylandHomeownership.com.

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A new menu item, “News and Events” encompasses the many ways we seek to communicate with you: Maryland REALTOR® magazine, Get Real Estate podcast, links to events, and, as mentioned above, our new Maryland REALTORS® Online blogspace.

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Under Legal Resources, our new space for all things pertaining to legal issues and statewide forms, the Frequently Asked Questions page will allow you to filter the issues you’re interested in investigating.

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Under Professional Development, selections and options have been streamlined for easier access to each promoted program.

As your needs evolve, so too will our website. Check back often for new improvements, updates, and content! ■

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Meet Chris Hill A Conversation with Our Next President

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n October 1, 2023, Maryland REALTORS® will have a new President. Stepping up through the ranks, Chris Hill embodies the spirit of volunteerism that is so crucial to the association and its members. Combined with leadership experience that not only includes serving as Secretary and PresidentElect of Maryland REALTORS®, Chris is also the former President of the Southern Maryland Association of REALTORS®.

Recently, Chris sat down with Maryland REALTORS® CEO Chuck Kasky to discuss the year ahead: Chris’ vision for the association and its members.

Chuck Kasky: Welcome Chris Hill, President-Elect, soon to be President of Maryland REALTORS®. When did you decide in your real estate career that volunteering— actively working with your local board, the Southern Maryland Association of REALTORS® (SMAR)—was in your future?

Chris Hill: In 2010 I decided that I wanted to make sure that my opinion was heard locally, and there were a lot of challenges in our market. I saw an opportunity to get involved, so I stepped up and volunteered.

Chuck: Did you get that proverbial tap on the shoulder, or was this something that you saw from a distance and decided to jump in?

Chris: I think it was a multitude of things. There were people who suggested I get involved and have my voice heard. I also think part of it was my relationships with

I’m always excited when I see new people involved, especially at the committee level, because I know that it’s a different voice than mine, and now we get to hear from them.

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other REALTORS® in our marketplace. They pushed me to get involved, all of them.

I think it’s interesting: a lot of people are fearful of volunteering, and I don’t just think it’s the commitment of time. It’s really just a fear of being overwhelmed, or maybe even that you won’t make a difference in a group setting. I have to say though, locally, and at Maryland REALTORS®, it’s the exact opposite. It was very welcoming, and the sense of reward that you get from being a part of those sorts of things really changes your business, too. So, now, you meet people in the field, and you know things that are happening around you, you perceive things differently. That’s been a huge benefit for me. Huge!

I’m always excited when I see new people involved, especially at the committee level, because I know that it’s a different voice than mine, and now we get to hear from them. I’ve always been a listener. You learn something new from other people, almost always. That was the big thing, just having my voice heard, and being a part of the growth of the association.

Chuck: Did you take the typical route where you would move from participating on a committee, then chairing a committee, then your local board of directors, and then you make the decision to run for president of your local board? Following this, did you decide to get involved at the state level?

Chris: I feel as though I was fast tracked a little bit, like things moved very quickly. And I think that was only because at that time there was a little more opportunity and slots opened up, that sort of thing.

And my presidency at my local board, SMAR, that was a COVID year as President—the very first days of COVID. At that time, we took an approach that the association was there to support its members. We weren’t experts in the field of COVID in any way. So, all we did is continue to support our members from day one, any way possible.

I organized some podcasts and video interviews with names that could really help our members see the larger picture in this situation: former Maryland REALTORS® President John Harrison, Bright MLS CEO Brian Donnellan, National Association of REALTORS® (NAR) President Bob Goldberg. These interviews had an impact on our membership, and the level of

Former Maryland REALTORS® President Boyd Campbell swears in Chris Hill for the Southern Maryland Association of REALTORS®.

We still have a job to do, but we can enjoy doing that job. So, I think of my key initiatives, number one is redeveloping that bond to the member, and igniting that spark in the relationship between the state association, the local boards, and the local members.

appreciation from our members really changed the dynamic of what we were doing. So, it really—I think it kind of lifted me.

Immediately after that presidency, I was accepted into the Maryland REALTORS® Leadership Academy. Being a member of the Leadership Academy really opened my eyes to the possibility of stepping into next level, the state level.

Chuck: Speaking of next level, what are the similarities and differences between being in leadership at the local level compared to the state? I assume scale obviously, but there are significant differences between MARYLAND REALTOR®

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what the local board and the state association does for its members.

Chris: The level of information is far greater at the state level—what’s available to you. And I think that’s a big part of why I wanted to run: there are so many things available to our members at the state level that they may or may not be aware of. I’m learning that every day.

What has become fascinating to me is all the background work that takes place at Maryland REALTORS®, that the average REALTOR® has no clue what is happening at our state association, and it’s all stuff to benefit them. Marylandhomeownership.com, for example, or our new state association website at mdrealtor.org, or our vocal fight for “missing middle” housing—these are all things that are taking place at the state level, things that we need.

Chuck: So, we need to know what our members need from us, but we also need to communicate what we are doing for them and on their behalf. Is that fair to say?

Chris: That’s absolutely fair to say, and I think that’s a big part of my plans moving forward: restrengthening the relationship between the local member and the state association.

Chuck: So that’s a perfect segue as far as what you hope to accomplish during your term because every president we’ve worked with has said that time goes so fast—you blink, and then it’s over—just because of the rhythm of the year. So, what do you hope to accomplish in your year? While it will go quickly, you will want to accomplish a few things.

Chris: You said something a few months ago that has stuck with me, and that is while we need to get things done, we also need to have more fun.

Chuck: Yes! Chris: Right? I think that’s critically important because we can get too serious in what we do. We still have a job to do, but we can enjoy doing that job. So, I think of my key initiatives, number one is redeveloping that bond to the member, and igniting that spark in the relationship between the state association, the local boards, and the local members.

Second, former president Dee Dee Miller had as one of her initiatives REALTOR® Financial Wellness. We have reached a point where there is a profound need for

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Chris Hill addresses members of the Southern Maryland Association of REALTORS® as its President.

better financial education and awareness for everyone.

REALTORS® need this, and NAR has fantastic resources, but we need to take this further. Consumers need better financial education when it comes to buying and selling a home, and the things that Maryland REALTORS® is doing through MarylandHomeownership. com or even its recent support of the Maryland Council on Economic Education, an organization whose goal is to strengthen the financial literacy of students at every grade level—these actions will help to educate the consumer, which ultimately benefits the REALTOR® working with that individual.

Local education boards need to adopt better financial education for their students, and how important that knowledge is to homeownership. We as an association need to stand up and fight for that. We are Maryland REALTORS®, the largest trade association in the state.

Let’s act like it. Our state government needs to understand that we have key initiatives that we stand behind for a reason. We’re not doing it for our health. We’re not doing it to hurt anyone in our state. We’re doing it to help people.

And if we stand up and fight for that, they need to know that our whole weight, and our whole voice is behind that mission. I think we need to take it to a new level, and that is, “We are Maryland REALTORS®. This is what we want and why we want it. Get on board.”

your birthday parties, whatever. That can’t be further from the truth.

Our advocacy is talking about missing middle housing, we’re telling people what it is, and we need to keep pounding that message. The average person who has a home, they have no clue the effects it’s having on those that don’t have a home, and they protest what they don’t know.

Chuck: Let’s talk about local outreach, and specifically our Regional Roundtables, which have proven to be popular. You had a good thought about broadcasting them.

Chris: Yes. The technology is there. The presentations from your staff are great as it highlights what each department is doing for its members. And the Q&A portion is priceless, informative, and sometimes quite lively!

Chuck: What about leadership development? You mentioned Leadership Academy. What can we do to incentivize or convince members that investing their time in the State Association, and even going up the leadership ladder, becoming an officer, and ultimately president of Maryland REALTORS®, is in their interest?

Are there returns on that investment?

One of the things that I have heard is that they “have to give up so much.” I’ve even heard the word “sacrifice” used. We need to work at dispelling the conventional wisdom that your life comes to a halt during your years as an officer. What can we do to broaden the appeal of becoming active at the state association level, and how do we go about that?

Chris: I think it’s interesting that you say that. The primary fear is that it’s going to occupy your time to an extent that you miss out on your family, you miss out on

With the rise of Zoom over the last few years—being able to “zoom in,” for example, on legislative calls and committees—it’s so much easier to volunteer, be involved, and not miss out on the work you need to do.

Today, for example, I had a walkthrough with a client, and now I’m doing this interview in this park in Prince George’s County, connected via—what else?—Zoom.

The fear of being overwhelmed is something that we need to overcome as an individual, but just know that the support staff that Maryland REALTORS® provides takes on so much responsibility, and so much of the action is handled internally that it really is just your voice, and your opinion that gets broadcast.

I think it’s important for us and our members to realize that we need them. Without the voice of everyone, we can’t get anything accomplished. We need their opinions. We need to know what’s happening with transactions, what’s happening between buyers and sellers, and renters and landlords. Without that voice or without that opinion, we don’t know the things that are occurring on an everyday basis.

Chuck: A lot of what a State Association President does is to build on what has happened before. We don’t look at years in isolation. Yes, there are unique and specific one-year initiatives, but much of what you will be doing next year is a continuation of what multi-year initiatives that we have put in place, specifically on housing.

What are your thoughts on our push to open up housing, especially the missing middle housing that we are sorely lacking? We will be participating in the State’s Accessory Dwelling Unit Task Force, but what other things do you see as far as our advocacy on housing issues ? We’re facing a shortage that has become very chronic and has reached crisis proportions.

Chris: Our advocacy is critical right now to help push this housing shortage issue and to make sure that people are really hearing the facts. When you turn on the TV, and you listen to everybody, there’s a lot of doom and gloom. We don’t want to be that voice; we want to be the voice of fact and reason.

The housing crisis is solvable. We just have to take some hard-hitting approaches to fix it. Our advocacy is talking about missing middle housing, we’re telling MARYLAND REALTOR®

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Left to right: Former NAR Regional Vice President and former Maryland REALTORS® President Russ Boyce, Chris Hill, and Mike Graziano, Association Executive for the Prince George’s County Association of REALTORS®.

Our industry is going change dramatically in the next five years. “Threat” is not too strong of a word. They are threats to the way we do business now. From my experience, I believe Maryland is in a far better position than many other states in that regard. people what it is, and we need to keep pounding that message. The average person who has a home, they have no clue the effects it’s having on those that don’t have a home, and they protest what they don’t know.

That may be the definition of NIMBYism, right? Not in my backyard. Maryland REALTORS® has been at the forefront of this message in Maryland right now, and we need to continue doing that.

Chuck: We know the major objection has consistently been that “land use is a local government function,” and our response, of course, has been, “Then fix it.

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We wouldn’t be in this mess if local zoning had been working.”

We do know that the way we produce housing—or fail to produce it—is a function of local governments providing that housing opportunity. So, do you agree that that’s going to be at least at the forefront of our discussion: the proper role of the state versus local governments in producing housing?

Chris: I think there has to be some synchronism between the state and local governments to create that opportunity. There are some local jurisdictions that are

having some housing success. Maybe those are models, maybe they’re not. Maybe there are models that the state can adopt that we can start working on. I see so many people telling me that “there’s so much development,” and yet, if there’s so much development, why do we have such a housing shortage? So, you’re absolutely right. Some zoning requirements across the state should be taken on by the state, and as Maryland REALTORS®, our function is to stand up for that housing opportunity.

If that is being squashed by local zoning, then we’re going to stand up for it.

Chuck: Inevitably, we have to face the fact that there is in-migration to Maryland. We are gaining population.

Family formations are still occurring. It’s still a great place to live and work. And so, the development hasn’t even kept up with the family creation, or household creation, and population growth. So, when people see development, they think it’s a static thing or a zero-sum game, but it’s not. We are going to have more people, we are going to have more people coming to Maryland, more people coming than going, and they’re going to need a place to live, including our own children. So, we really need to accommodate that, don’t we?

Chris: Absolutely. This is me talking, but perhaps the state needs to focus on more infrastructure: water and sewer, roads, schools.

Chuck: On a national level, how is this industry going to change, and what kind of changes can we see, or should we anticipate happening in the industry? I’m specifically talking about the lawsuits that are out there, attacking the current model of cooperation and compensation where listing brokers continue to pay buyer brokers. It made sense, of course, when all brokers were sellers, brokers, and under the old rules of sub-agency. What should our members be thinking about in terms of what this business, and this industry might look like in the next three to five years? What is the state association’s role in helping them prepare for what could be very significant changes to our business models?

Chris: Our industry is going change dramatically in the next five years. “Threat” is not too strong of a word.

They are threats to the way we do business now. From my experience, I believe Maryland is in a far better position than many other states in that regard. Our contract, our listing agreements have all addressed that. I mean, there’s clarity in Maryland where there isn’t necessarily

across the country. Our role is to support local members with those changes that are going to happen, stand behind them, and fight for whatever it is that we need to do. Those lawsuits are going to have an impact on our industry, and we need to be prepared for it.

Chuck: Do you think we can improve the communication between our members, and buyers, in terms of how compensation works? Do you think we do a good enough job of that—or do we need to improve the level of understanding on the part of buyers and sellers, but mostly buyers about how our compensation model works? Because it’s kind of counterintuitive.

Chris: I think we always have room for improvement.

And in this case, this is something that we need to address head on with buyers, particularly. And I think we can do a better job of communicating how commissions are handled to our buyers—and our sellers for that matter. And maybe that’s a function where Maryland REALTORS® can help.

Chuck: So, what are the opportunities?

Chris: The opportunities are great. Greater transparency in transactions between consumers and REALTORS®.

If we do this correctly, we strengthen our necessity in the transaction. We can actually build that relationship between buyers and sellers, and let them know that we’re here, transparently. “This is what we get paid to do. I’m worth what I get paid to do.” I work every day for my buyers and sellers, and I’m not afraid to tell anyone what my commission amounts are. We need to be an open book about that.

Chuck: What else did you want people to know, as far as getting to know you, what your vision is, and what your plans are for your year?

Chris: Well, first, I want people to know that I’m here to listen and be a voice for them. As we’ve traveled around the state the last couple years, I’ve got to meet new and exciting people, understand their trials, tribulations, and successes across the state. I want them to know that I stand behind them, and I’m always available for them to reach out. My primary job is to represent the REALTOR® on the street. ■

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We’re ALL IN! The Maryland REALTORS® Annual Conference— ALL IN! Engage. Network. Learn—is coming this September!

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he Maryland REALTORS® Annual Conference, ALL IN! Engage. Network. Learn, will arrive September 19–21 at the Live! Casino & Hotel in Hanover, Maryland.

Are you ALL IN? We are!

Last year’s conference sold out, so make sure you register the soonest you can by visiting conference.mdrealtor.org.

Maryland REALTORS® has secured a block of rooms exclusive to members at a special room rate of $169/night. With plenty of free and easy parking, arriving, attending, and departing after Thursday’s events has never been easier. Check out the QR Codes in the Registration and Reservations sidebar to register for the conference and reserve your room.

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In addition to two amazing keynote presentations, Michelle Poler and Dr. Willie Jolley, we will have up to 35 speakers serving on sessions and panels to boost your education along five education tracks: Broker/Manager, Innovation & Technology, Rookie/ Dual Career Agent, Seasoned Agent, and Money Matters. Within each of these tracks we have leaders in their field, including

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the Maryland REALTORS® Legal Dream Team, Craig Grant from the Real Estate Technology Institute to discuss Chat GPT and AI, Maryland Real Estate Commission Executive Director Michael Kasnic, social media guru Todd Collins to discuss social media tools and strategy, and more. CEO Chuck Kasky will lead another live podcast of Get REAL Estate with a hard-hitting conversation about zoning and its impact on our current housing, featuring M. Nolan Gray, author of Arbitrary Lines.

With the Live! Casino & Hotel with gaming, glam, restaurants, and fun throughout, entertainment will rock the house both Wednesday and Thursday evenings. Our Wednesday Evening Opening Celebration is all about THE PARTY with Dueling DJs, music, food, fun, 360-degree photo booths

and more. On Thursday, we’re still networking socially (of course!), bringing back a favorite from last year, the DEI Networking Event, followed by another party with networking in the Exhibit Hall.

Continuing Education makes its return once more at the Conference.

Back by popular demand will be Maryland REALTORS®’ Residential Property Management Certification course, one of the association’s top draws for CE—especially pertinent

in this current market—to be taught on Tuesday and Thursday. Other CE offerings include Contracts Law Review course on Tuesday and a Fair Housing course on Thursday.

Something else unique: Given that our conference is held in September—REALTOR® Safety Month—we will offer to a limited number of guests (maximum of 100) a special REALTOR® SelfDefense Course, designed and taught by Jason Bojonny of

Watchdog Krav Maga. Want to learn the art of self-defense? This is your session.

We’re excited! You’re excited! So, register today and book your hotel room today for ALL IN! Engage.

Network. Learn., September 19–21 at the Live! Casino & Hotel in Hanover, Maryland.

Registration and Reservations Use the QR Codes below to register for the Annual Conference and book your hotel stay at the Live! Casino & Hotel in Hanover.

Register for ALL IN! Engage.

Network. Learn.

Reserve your room at the Live!

Casino & Hotel

(enter the dates of the Annual Conference to access the room block)

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Jam-Packed Schedule!

Please note: Conference schedule is subject to change.

Please consult the full schedule available at the conference, through the Conference app, to be provided later.

TUESDAY, September 19

WEDNESDAY, September 20

Registration Desk 8 AM–2 PM

Sunrise Morning Yoga 6:30–7:30 AM

Breakout Sessions 2 11 AM–12 PM

CE: Build Your Property Management Business 10–11:30 AM

Registration 7 AM–2 PM

Broker/Manager: Team Fusion— Fostering Synergy and Success in Real Estate Teams

Breakfast and Keynote Speaker, Michelle Poler 7–9 AM

Exhibitors Move-In 1–5 PM CE: Property Management 101 1:30–3 PM

Breakout Sessions 1 9:30–10:30 AM

CE: Contracts Law Review 3:30–5 PM

Broker/Manager: Legal Hotline Live

RPAC Reception (major investors only) 5–6 PM

Information/Technology: Understand Real Estate Lead Generation—Converting Leads into Qualified Buyers

Exhibit Hall Opens 5–10 PM

Rookie/Dual Career Agent: Essentials of Real Estate— Fundamentals for Success.

Seasoned Agent: Scaling Success—Building a High-Performing Real Estate Business

Opening Celebration 6–10 PM

Money Matters: Tax Mastery— Maximizing Profitability for Real Estate Professionals

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Innovation/Technology: ChatGPT and AI in Real Estate Rookie/Dual Career Agent: Building an Inclusive Future— Harnessing the Power of Diversity in Real Estate Seasoned Agent: Strategic Time Management—Achieve Work-Life Balance and Maximize Vacation Opportunities Money Matters: Commercial Real Estate—Getting Down to Business

Get REAL Estate Live Podcast with M. Nolan Gray, Author of Arbitrary Lines 1–2 PM

THURSDAY, September 21 Breakout Sessions 3 2:15–3:15 PM

Breakout Sessions 4: 3:45–4:45 PM

Broker/Manager: Stay on the Path—How to Keep Your REALTORS® in Compliance in Any Market

Broker/Manager: Meet the Commissioner—Important Issues Facing the MREC

Innovation/Technology: Building Your Business with Technology Rookie/Dual Career Agent: Leadership Begins Now— Building Leadership Qualities into Your Business Seasoned Agent: Unleashing Global Opportunities— Expanding Your Reach into the Real Estate Market Money Matters: Navigating Market Waves—Insights and Strategies for Real Estate Success

Innovation/Technology: Streamlining Success—Powerful REALTOR® Social Media Tools and Strategies Rookie/Dual Career Agent: Unlocking the Power of Associations—Supercharge your Local, State, and National Connections for Unparalleled Success Seasoned Agent: Be a Change Agent—Using Neurolinguistic Programming to Transform Thoughts and Behaviors Money Matters: Retirement Road Map—Building a Secure and Successful Future

DEI and Global Networking Event 4:45–5:45 PM

Breakfast with Exhibitors and CIPS Pinning Ceremony 8–9 AM Self Defense Training 9–11 AM CE: Fair Housing for Property Managers 9–11 AM CE: Fair Housing— Build a Better House 9–10:30 AM Farewell Lunch and Keynote Speaker, Dr. Willie Jolley 11:30 AM–1:30 PM CE: Legally Renting Maryland Properties 2–3:30 PM

Networking Happy Hour 5–7 PM

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Nationally Recognized Speakers We’ve lined up some top-name talent to get your real estate work moving.

Michelle Poler, Keynote: September 20

Comeback, Turn Setbacks Into Greenbacks, and An Attitude of Excellence (endorsed by former Ford Motors CEO Alan Mulally and Dr. Stephen Covey).

A popular media personality, Dr. Jolley can be heard daily on the syndicated show, Get Up Mornings with Erica Campbell on the Radio One Network and weekly on The Willie Jolley Wealthy Ways Show on Sirius XM Channel 141. You can find Dr. Jolley’s podcasts most podcast platforms.

Fear Less.

Do More.

A talk that will change your perception of fear and inspire you to take action…

Michelle’s humorous and inspiring speaking style has been captivating audiences across the globe. With authentic storytelling, engaging visuals and her 100 Days Without Fear experience, Michelle will show you how to challenge your comfort zone to tap into your full potential.

M. Nolan Gray, Get REAL Estate Live Podcast: September 20 M. Nolan Gray is a professional city planner and an expert in urban land-use regulation.

Gray previously worked on the front lines of zoning as a planner in New York City. He now serves as an Affiliated Scholar with the Mercatus Center at George Mason University, where he advises state and local policymakers on land-use policy.

Gray is a contributor to Market Urbanism and a widely published author, with work appearing in outlets such as The Atlantic,

Dr. Willie Jolley, Keynote: September 21 WIN Big! Not only known nationally and internationally for his motivational speaking, Dr. Willie Jolley is also the author of several international bestselling books including, It Only Takes A Minute To Change Your Life, A Setback Is A Setup For A

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Bloomberg Citylab, and The Guardian.

His book, Arbitrary Lines, takes a hard look at current zoning practices to address debilitating housing shortages, stunted growth and innovation, persistent racial and economic segregation and more.

Craig Grant, Chat GPT & AI Breakout Session: September 20 As the lead Subject Matter Expert of NAR’s upcoming rebuild of ePro, Craig Grant is considered one of the most sought-after technology and cybersecurity speakers around. A 2023 RIS Media Newsmaker as an Industry Futurist, Craig has engaged hundreds of real estate audiences at the national (NAR), state, and local level.

Get the CE to Move Your Work Forward Nick Krautter, Retirement Road Map Breakout Session: September 20 Nick Krautter is a REALTOR® in Portland, Oregon, where he leads a team and frequently serves as a real estate expert for the media. Author of The Golden Handoff, Nick understands and speaks easily about planning a retirement roadmap. To learn more about The Golden Handoff, visit www.goldenhandoff.com.

Do you have other questions?

Reach out to Angel Brandt at (443) 716-3506 or angel.brandt@mdrealtor.org.

Register today!

Book your hotel room at an exclusive rate! We’ll see you at Live! Casino & Hotel, September 19–21. Together, we’re going ALL IN! for real estate excellence!

ALL IN! will feature Continuing Education (CE) courses on the opening and closing day of the conference.

Maryland Residential Property Management Certification Maryland REALTORS®’ popular Maryland Residential Property Management Certification will be offered at the conference. All four sessions will be provided: Tuesday: Build Your Property Management Business; Property Management 101 Thursday: Fair Housing for Property Managers; Legally Renting Maryland Properties On Tuesday, a “Contracts Law Review” class will be offered, and on Thursday, “Fair Housing—Build a Better House” will be provided.

All CE is included in the registration price.

Be Seen! Sponsor!

If you want to be seen in front of Maryland’s active real estate professionals, then you will want to sponsor and exhibit at ALL IN! Engage. Network. Learn.

In addition to getting in front of attendees during sessions and special networking events, sponsors enjoy unique benefits, including free conference passes, visibility, and engagement with our attendees. Sponsorships and exhibit space are extremely limited. To be part of this signature event, make sure to secure your spot at your earliest convenience.

Follow this QR Code to review sponsorship opportunities to help you expand your presence to Maryland’s REALTORS®.

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Stay Safe!

Ten Essential Safety Tips for REALTORS®

BY TAYLOR KITZMILLER, ESQ.

R

EALTORS® play a pivotal role in facilitating property transactions, but this line of work can expose us to certain risks. From meeting unfamiliar customers and clients to visiting vacant properties, it is crucial for REALTORS® to prioritize personal safety. In this article, we will discuss critical tips that REALTORS® can follow to ensure a secure working environment while effectively serving your clients.

1.

Trust Your Instincts

Intuition is a powerful tool for personal safety.

REALTORS® should trust you’re their gut feelings when dealing with potential clients. If something feels off or someone’s conduct raises suspicions, it is important to exercise caution and proceed accordingly. Remember, never compromise your safety.

2.

Pre-Screen Clients

Before meeting clients in person, conduct thorough pre-screening. Set up a process and use it consistently.

Gather basic information on a potential client such as their full name, contact details, and valid proof of

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identification. Utilize online resources to verify their identity and assess their credibility. This initial step helps filter out potential risks and ensures a safer working relationship.

3.

Maintain Open Communication

4.

Choose Daytime Appointments

Establish clear lines of communication with colleagues, friends, or family members. Share your schedule, including client meetings and property showings, along with relevant details such as client names, contact information, and meeting locations. Having a reliable support system keeps others informed about your whereabouts and enhances personal safety.

Whenever possible, schedule property showings and client meetings during daylight hours. Well-lit areas offer better visibility, reducing the risk of unexpected dangers. If an evening appointment is unavoidable, consider bringing a trusted colleague or arranging for an additional person to accompany you.

8.

Pursue Safety Training

9.

Exercise Caution in Vacant Properties

Consider attending personal safety and self-defense training sessions. These programs provide valuable skills and techniques to handle dangerous situations effectively. Learn how to assess risks, de-escalate conflicts, and protect yourself physically if necessary. Equipping yourself with this knowledge empowers you to react confidently in unforeseen circumstances.

5.

Verify Property Safety

Prior to visiting a property alone, conduct a safety assessment. Research the area’s crime rates, consult local law enforcement, and visit the property during different times of day to gauge its surroundings. When you must visit a property in a high-risk neighborhood, be extra cognizant of your surroundings.

6.

Utilize Safety Apps and Tools

Leverage digital tools to enhance personal safety. Install safety apps on your smartphone that allow you to share your location with trusted contacts in real-time. Some apps even offer distress signal options or discreetly connect you to emergency services. Familiarize yourself with these applications and utilize them to safeguard yourself during potentially risky situations.

7.

Regularly Update Colleagues

Maintain open lines of communication with your office or a trusted individual while conducting business outside the office. Inform them of your estimated arrival and departure times for property showings.

This practice ensures accountability and allows for prompt assistance if needed. Consider creating a code word or phrase to alert colleagues of a potentially dangerous situation.

When visiting vacant properties, exercise additional caution. Prioritize personal safety by inspecting properties during daylight hours and bringing a colleague along or informing someone about your location.

Maintain situational awareness, identify alternative exits, and avoid entering enclosed or isolated spaces alone.

10.

Meet in Safe Locations

Whenever possible, REALTORS® should strive to meet clients at their office or in public places. Meeting in a professional setting or a public space reduces the risk of encountering potentially unsafe situations. It provides a controlled environment where other people are present, enhancing personal safety and minimizing the chances of being isolated or vulnerable.

REALTORS® face unique risks in their line of work, but by implementing these essential tips, they can better protect themselves without compromising their ability to serve clients effectively. Pre-screening clients, taking safety training, utilizing digital tools, and maintaining open communication are just a few of the practices that can significantly mitigate potential risks. But when in doubt, REALTORS® should always remember the golden rule: TRUST YOUR GUT! ■ Taylor Kitzmiller, Esq., serves as Associate Counsel at Maryland REALTORS®.

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HOUSING ADVOCATE

When “Stabilization” is Anything but Stable

BY LISA MAY

Higher-income residents tend to live in the most desirable areas and units, which in a free market would have the most upward pressure on rents. An across-the-board rental cap does more to reign in rents in these areas as opposed to areas with lower demand and lower rents.

If you ask around some of corners of Maryland, “rent stabilization” may well have been the buzzword of the summer.

Rent stabilization is the new, more palatable way of referring to rent control. It limits rental rate increases, whether by a fixed percentage or tied to measures of inflation, implemented in the name of preserving housing affordability.

Claim: This will lower tenant displacement.

Fact: Much of the displacement piece depends on how the ordinance is crafted. A recently released study from Northwestern University showed that eviction filings increased 83% following passage of rent control in San Francisco. That city’s program allowed landlords to reset rental rates at changes of tenancy. In years where costs increased faster than the allowable rental rate, rent control created an incentive for tenant turnover to recapture a property owner’s costs.

Following enactment of a temporary rent control measure in Prince George’s County, editorials appeared encouraging Montgomery County and Baltimore to follow suit.

While proponents may be right on the issue of addressing affordability, the arguments for rent control are wrong on the facts:

Claim: Rent control benefits low-income tenants.

Fact: It benefits those who already have the housing they need—not those who need it going forward.

Rent control generally applies to all rental units in the area, which means that it applies to all tenants: low-, middle- and high-income renters alike. To derive the most value from rent control, you must remain in the unit year after year. In St. Paul, MN, researchers found that higher (not lower) income residents benefitted most from rent control.

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Claim: There is no evidence rent control impacts housing supply.

Fact: A common reaction is removal of rental units from the marketplace. As the saying goes, for every action there is an equal and opposite reaction. Independent studies on rent control policies showed substantial decreases in the |

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... areas that keep housing costs in check without rent control are those that allow new housing to be built. number of rental units offered in both Takoma Park (-14%) and San Francisco (-15%), among others. If rental units are no longer profitable, they won’t stay in the rental market.

Apartments can be converted to condos, while single-family homes can be sold or turned into shortterm rentals.

Claim: Landlords won’t be impacted because mortgages are fixed costs.

Fact: Mortgages are only part of what goes into a property owner’s monthly expenses. Ongoing maintenance costs have surged in recent years, with appliances up 12-18% and building materials increasing by as much as 33% since the start of the pandemic. Also, rental properties do not qualify for the same tax exemptions as owner-occupied units. They feel the full impact of property tax assessments and rate increases, the most recent of which was a 20.6% increase for Group 2

properties. Property insurance in Maryland has risen 13.4% since 2017 and continues to increase faster than inflation. All these conditions impact rental rate setting.

Claim: Rent control does not impact future development.

Fact: Rent control adds to our already crisis-level housing shortage. In financing a rental property, you must show sufficient income to cover your expenses plus some margin of profit. Mom and pop investors have a much harder time qualifying for a loan when rents are capped. The same is true of developers seeking to construct new units.

Under Montgomery County’s previous rent control experiment, virtually no new multi-family buildings were constructed despite high demand. Likewise, economists in Florida estimated that imposing statewide rent control there would result in the construction of 16,500 fewer apartment units at a total economic loss of $10.4 billion. .

If not rent control, then what?

Not to sound like a broken record, but areas that keep housing costs in check without rent control are those that allow new housing to be built. When Auckland, New Zealand (one of the most expensive housing markets in the world) upzoned land within the city, the resulting rent levels were 14% to

35% lower than were projected without zoning reforms. The Pew Charitable Trusts found that four U.S. cities with liberalized zoning policies experienced rent increases of just 7% over 6 years, when the national rent increase over that time averaged 31%.

Rent control is treating a symptom of an undersupplied housing market. If we’re serious about rental affordability, then we need to work on the cure: building enough housing to meet demand. ■

MARYLAND REALTOR®

Lisa May is the Director of Advocacy and Public Policy for Maryland REALTORS®.

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CEO CORNER

By the Numbers: Measuring the Housing Shortage

BY CHUCK KASKY

It’s an old cliché: “What gets measured gets done.” The origin of this statement is up for debate, and it’s possible that the original phrase was actually “If you can measure it, you can manage it.”

So, why are we not tracking one of the most important indicators of economic health and social wellbeing of our residents? We’re talking about the shortage of housing in the U.S.

We measure almost every element of the economy, but despite the metrics on housing that are currently collected, we as a nation don’t have a firm handle on how many families are homeless, living in unstable housing, or facing housing loss at any given time.

Here is a short summary of the challenges:

We measure almost every element of the economy, but despite the metrics on housing that are currently collected, we as a nation don’t have a firm handle on how many families are homeless, living in unstable housing, or facing housing loss at any given time.

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We have not built enough new housing. For the past forty years, housing production has not kept pace with demand, resulting in a nationwide housing shortage of anywhere from 2 to 6 million units.

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shortfall of at least 120,000 units.

We estimate that Maryland’s shortage of rentals for very low-income residents is nearing 150,000 units.

Zoning is largely responsible for the shortage. Because local regulations dictate where and how housing is built, there is a growing focus nationally on zoning reform

as part of the solution. Maryland officials so far have given only tepid support to housing supply measures, while other states and local governments are moving more decisively toward reform.

Affordability challenges are accelerating. REALTORS® know all too well the difficulties buyers have faced over the past year due to a combination of housing price appreciation and interest rate increases. As of this writing, a typical buyer lost an estimated $118,000 in purchasing power in the past year based upon these two factors. We now find that both rents and mortgages have increased dramatically, with no relief in sight.

It’s a crisis of the fully employed.

When someone loses their home, they often can’t afford current rents, even if they have a steady income. As a result, they are forced into more transitory housing, like living with relatives or in their vehicles, which can itself lead to job loss. Maryland residents

echoed the plight of affordability challenges reaching a large share of the population. In our State of Housing survey, an overwhelming 90% of Maryland residents said that having a full-time job and not making enough money was a large or medium obstacle to homebuying.

With housing, as with other sectors of our economy, it all comes down to this: you can’t fix what you don’t measure. ■

Governments are not working on a coordinated solution. Here in Maryland, as in other places, it is all too easy for local governments to lament housing unaffordability generally while deciding that housing growth should occur elsewhere.

This is especially true when backed by the sentiments of the NIMBY (Not in My Backyard) crowd of citizen activists.

That is where data can help break through the noise about the severity of our supply issues. If we’re going to be serious about fixing the housing shortage, we need to know where we stand, where the needs exist, and what policies will get us to where we need to be.

MARYLAND REALTOR®

Politico wrote an excellent piece, “The First Step to Solving the Housing Crisis Might Be Simpler Than you think.” Follow the QR Code to read the story.

To review finding from our State of Maryland Housing Survey, follow this QR Code.

Chuck Kasky is CEO of Maryland REALTORS® and host of the Association’s podcast, “Get Real Estate,” which is available through any podcast app.

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SELL MORE WITH MARYLAND

More Mortgage Help for DC-area Buyers

BY GREGORY HARE

Current housing market conditions are less than ideal, to say the least. High prices combined with increasing interest rates put us in a position where homeownership can feel out of reach. This year the Maryland Mortgage Program (MMP) has made a few changes to our product line in an effort to provide even more financial assistance for potential homebuyers.

The biggest barriers to entry include insufficient funds for down payment and closing costs, student debt, and high interest rates. The MMP has specially designed products that can assist in each of these categories. We always encourage other local municipalities to reach out to our business economic development team to generate cutting edge new partnerships that promote homeownership in their area. Below are some of the most advantageous MMP partnership products:

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■

Montgomery Homeownership Program: Helps a potential homebuyer purchase a home in Montgomery County by offering an MMP first loan with a generous Down Payment Assistance (DPA) second loan.

■

Montgomery Employee DPA Loan (MEDPAL): Helps employees of certain Montgomery County departments purchase a home in Montgomery County by offering an MMP first loan with a generous Down Payment Assistance (DPA) second loan.

■

Greenbelt Home Advantage: Gives current renters in zip code 20770 purchasing in Greenbelt, a grant of $15,000 for d​own payment assistance and closing cost assistance.

The Maryland Mortgage Program has been the state’s flagship homeownership program for over 40 years; for the past three years |

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the program has achieved about $1 billion annually in home loan reservations, helping more than 3,500 Marylanders purchase their dream home each year. ■

Follow us on social to stay up to date: facebook.com/ marylandmmp/ instagram.com/ marylandmmp/ twitter.com/ marylandmmp

Gregory Hare is the Assistant Secretary, Maryland Department of Housing and Community Development. mmp.maryland.gov, singlefamilyhousing. dhcd@maryland.gov, 1-800-756-0119

You have challenges?

We have answers.

The Maryland REALTORS® Legal Hotline

Ask us about: 9 Contracts 9 Addenda and Inspections 9 Forms 9 General Legal Information 9 Licensing 9 Real Estate Transactions

Call us:

Monday, Wednesday, Friday

10 am – 12 pm and 2 pm – 4 pm

Reach us online: members need to login

The Maryland REALTORS® Legal Hotline is your member-exclusive tool to help you. When you have a legal question relating to real estate, our lawyers—the Maryland REALTORS® Legal Dream Team—will provide information that follows the law and clarifies your next steps.

When you have challenges, we have answers.

Call (443) 716-3502

COMMERCIAL REAL ESTATE

A Review of INNOVATE 2023

BY DIAMOND SMITH, ESQ.

INNOVATE 2023, Maryland REALTORS®’ Commercial Symposium, was held at Live! Hotel & Casino in Hanover, Maryland.

Hosted by Maryland REALTORS® Commercial Alliance Chair, Brian Chupek and guest speaker, Maryland REALTORS® 2023 President, Yolanda Muckle, this year’s Symposium made an immediate impact on our attendees.

Industrial Real Estate Decisions.”

The course provided an in-depth analysis of the logistics affecting the Port of Baltimore and, in turn, the commercial real estate industry throughout Maryland and beyond.

Management of industrial supplies and consumer relationships were easily identified through discussions of the value chain and key supplies throughout transit. The class also provided insight on new issues impacting today’s commercial market and was met with rave reviews throughout the event.

Not to be outdone, our afternoon continuing education classes worked to engage our attendees for the remainder of the event.

The Symposium delivered great material and networking opportunities, with highlights that included Keynote Speaker and Maryland Secretary of Commerce Kevin Anderson. Secretary Anderson shared his expertise in real estate and education technology as well as his experience in economic community development in the financial and real estate sectors.

Our first speaker was followed by class instructors Marie Dias, Mark Feinroth, Esq., Christa McGee, Esq., and Shawn Goldfaden, Esq. Dias held an engaging MREC Commercial Agency class for a 3.0-hour CE Credit where she delved into various scenarios Commercial REALTORS® may face in practice with clients and the best practices to implement going forward. For a 1.5-hour CE Credit, Maryland REALTORS® Attorneys Mark Feinroth and Christa McGee provided information on recent Legislative and Legal Updates that will impact the future of the commercial real estate industry.

Closing the afternoon out with direct interpretations of 1031 LikeKind Exchanges for a 1.5-hour CE Credit was Shawn Goldfaden,

The day of activities was capped with a Commercial deal exchange and happy hour. Our platinum and gold sponsors, Mackenzie Commercial Real Estate, Protech, and Sage Title were in attendance throughout the event and gave away prizes for attendees. In addition to Secretary Anderson’s presentation and the day’s events, Maryland REALTORS® also offered four Continuing Education (CE) classes.

CE began with the first presenter, Commercial REALTOR® Rob Nahigian, FRICS, SIOR, CRE, MCR. Nahigian gave a 3.0-hour CE Credit class, “From Shanghai to Your Shelf: Logistics and Supply Chain

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Counsel and Vice President of Business Development for Land Services USA. Goldfaden detailed the advantages of a tax-deferred like-kind exchange, including how to perform the exchange and the complexities of the current restrictions and tax laws that may impact clients. Aside from the days’ memorable courses, Maryland REALTORS® presented its inaugural Commercial REALTOR® award to Ed Stanfield. Stanfield was recognized for his 50+ years of outstanding contributions to the commercial real estate industry. ■

We are already planning for our next INNOVATE Commercial Real Estate event in 2024. What would you like to see? Please email me your thoughts on the next INNOVATE conference at diamond.smith@mdrealtor.org.

Diamond Smith, Esq., is Associate Council at Maryland REALTORS®

2022 GRI Program The GRI (Graduate, REALTOR® Institute) designation is NAR’s nationally recognized designation, which is administered through state associations. The Maryland program consists of 72 hours, broken into two 36-hour series (i.e. Series 100 and 200). Series 100 and 200 can be taken in any order and can be taken anywhere within Maryland to suit your personal calendar. Series 100 & 200 features six modules, each six hours in length. Each module may be taken independently.

Class topics range from fair housing, agency, finance, business development, ethical conduct, and laws affecting business practice, and procedures to strengthen your skills and your business for a well-rounded real estate foundation.

You have five years to complete the 72-hour program (Series 100 and 200) to obtain the designation.

Maryland REALTORS® offers the additional Series 300 & 400 for those interested in pursuing their broker’s or associate broker’s license. Series 300 & 400 consist of four days each. When you complete all four series, you will meet the education requirements to sit for the broker/associate broker’s exam.

It’s never been a better time to sign up for GRI! See the Maryland REALTORS® course offerings below.

To register visit mdrealtor.org/education/programs/ realtor-institute-GRI.

LOOK WHAT YOU GET: • Nationally recognized credibility • Professional speakers • Continuing education credits • Increased knowledge, skill, and professionalism to better serve customers and clients • Increased income potential • Sets you apart from the competition • Increased visibility toward your commitment to provide superior professional services • Educational credit toward Maryland’s Broker or Associate Broker’s license

EARN YOUR GRI – WORK SMARTER, NOT HARDER! NO ANNUAL DUES! SERIES 100

SERIES 200

SERIES 300

SERIES 400

Maryland REALTORS® Annapolis

Maryland REALTORS® Annapolis

Maryland REALTORS® Annapolis

Maryland REALTORS® Annapolis

February 2, 7, 9, 16, 21, 23

March 1, 2, 7, 21, 23, 28

April 4, 18, 20, 25

May 2, 4, 11, 16

June 6, 8, 12, 16, 20, 22

July 6, 13, 18, 20, 25, 27

October 3, 10, 12, 17

November 7, 9, 14, 16

To learn more, go to mdrealtor.org/Education/ Programs/Realtor-Institute-GRI or scan this QR code.

FROM THE HOTLINE

Beware Scam Artists Targeting Unimproved Land

BY KATHLEEN DARTEZ, ESQ.

Q:

A client contacted me when her elderly father had received a phone call in connection with the sale of unimproved land that he owned. He had not listed the property for sale and had no idea what the call was about. Can you provide any guidance on scams and vacant property?

A: Unfortunately, scams involving

will be transmitted to the title company. The title company will collect the purchase price from the buyer and will unwittingly transfer the proceeds to the scam artist.

The Deed, which appears valid on its face, will be recorded in the land records and it may take months before the fraud is detected.

unimproved land have become a recent trend. The criminals perpetuating these scams have some familiarity with publicly available land records and identify properties which are often unimproved and unencumbered by a mortgage or deed of trust. The scam artist, identifying themselves as the actual owner, will contact a real estate agent stating that they want to sell the unimproved land and want the agent to represent them in the sale.

How can these scams be prevented? Let’s start with the listing agent. If you receive a call from the “owner” of unimproved land, which is not encumbered by a mortgage or deed of trust, and the “owner” asks you to list the property for less than market value—those are red flags. You should request government ID and schedule an in person or zoom meeting. The listing agent should immediately attempt to verify the identity of the actual owner of the property through tax records, the land records, or a verifiable phone number. You could also conduct a social media search of the property and the seller. You should make every effort to contact the seller directly, using the information that you have obtained independently.

Since the scam artist is not the actual owner, they typically will not meet in person, and will insist that all communications be conducted electronically. The “owner” will state that they’re interested in a quick sale and will ask that the property be listed for less than market value.

Typically, the scammers also state that they want to sell to a cash buyer and will quickly accept an offer. The “owner” will not appear for settlement in person and will insist upon a remote closing. Often, the fraudulent seller will enlist a co-conspirator to act as a notary for the transaction, and the bogus seller documents

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The best practice for the buyer’s agent is to use a trusted title company. Title companies routinely conduct settlements where one of the parties is in another state or country. Title insurance underwriters have agents and offices around the globe and will have procedures in place to verify the identity of the “seller” and to ensure that all documents are duly and properly notarized. The title company—not the seller—is in charge of selecting the notary and conducting the settlement.

Finally, you should encourage clients to create a Google alert of their property address. A listing would trigger a notification, alerting them to the potential scam. Follow the QR codes for more information.

United States Secret Service – Real Estate Scams American Land Title Association – Wire Fraud Advisory ■

Kathleen Dartez, Esq., is the Director of Legal Affairs for Maryland REALTORS®’.

Sell MORE with Maryland!

The Maryland Mortgage Program is here to help REALTORS® by offering flexible financing options for their customers to purchase affordable homes throughout the state. Take a look at our Specialty Loan partnership products for eligible Maryland first-time homebuyers:

GREENBELT HOME ADVANTAGE

Gives current renters in zip code 20770 purchasing in Greenbelt, a grant of $15,000 for d​own payment assistance and closing cost assistance.

MONTGOMERY EMPLOYEE DPA LOAN (MEDPAL)

Helps employees of certain Montgomery County departments purchase a home in Montgomery County by offering an MMP first loan with a generous Down Payment Assistance (DPA) second loan.

MONTGOMERY HOMEOWNERSHIP PROGRAM

Helps purchase a home in Montgomery County by offering an MMP first loan with a generous Down Payment Assistance (DPA) second loan.

Learn more about how our programs can help:

mmp.maryland.gov

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