The opinions expressed by nonstaff contributors may not reflect the official opinion of Maryland REALTORS® and/or policies derived from leadership and staff.
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.
From Transactional to Transformational
August marks a season of reflection and renewal.
As the fast pace of summer showings begins to settle, and we look toward the final quarter of 2025, it’s the perfect moment to take stock—not just of market conditions, but of our evolving role as REALTORS® and our impact on peoples’ lives.
For decades, our profession has been defined by transactions: listings, closings, contracts, and commissions. But the industry is changing, and so are we. Today, successful real estate professionals are not just facilitating deals. We are guiding transformations. We are helping people reinvent their lives, invest in their futures, and shape communities.
That shift—from transactiondriven to transformationfocused—requires more than market knowledge. It demands empathy, innovation, and a deep commitment to service. In a time of elevated interest rates, inventory that’s climbing slowly, and evolving buyer priorities, our clients are looking for clarity and confidence. They’re looking for professionals who not only understand real estate mechanics, but who also know how to navigate complexity with purpose and care.
The Maryland REALTORS®’ 2025 annual conference will offer sessions to help you lean into that transformation as you “Chart the Course.” Outside of the conference,
Let’s be transformational in how we show up for our clients, our colleagues, and our communities and make a lasting impact.
whether it’s using AI-powered tools to streamline communication, building generational wealth through real estate education and investments, or advocating for affordable housing, REALTOR® members are redefining what it means to lead and make an impact in our industry and the communities we serve.
Transformation is also happening within our own businesses. Many of us are reimagining our models—investing in and learning new technologies, adding client concierge services, and establishing community partnerships. We’re learning new skills, embracing continuing education, and mentoring the next generation of agents. These changes aren’t just responses to the market; they are reflections of a deeper understanding that real estate is fundamentally a people business.
As we move into the fall season, let’s recommit to being more than transactional. Let’s be transformational in how we show up for our clients, our colleagues, and our communities and make a lasting impact.
That means asking ourselves important questions. Are we
helping clients build long-term equity or just selling them a house? Are we supporting fair housing not just in words, but in actions? Are we taking the time to really listen and lead?
Real estate is not just about square footage or price per acre. It’s about dreams, decisions, and defining moments. When we embrace our role in those moments, we elevate the entire profession.
So, as you turn the pages of this magazine, I invite you to think beyond listings and closings. Think about how you’re making an impact. Think about how you’re transforming lives—one conversation, one client, one community at a time.
Here’s to finishing 2025 strong— not just with numbers, but with meaning. ■
Cheryl Abrams Davis Is Maryland REALTORS®’ 2025 President.
REALTORS® Explore Inclusive Service at Community Canva
In June, Maryland REALTORS® and its Diversity, Equity, and Inclusion (DEI) Committee hosted Community Canvas—a dynamic event designed to inspire more inclusive and culturally responsive real estate practices.
This forum brought together professionals from across the state to explore strategies for better serving clients of all backgrounds, identities, and abilities. The program featured housing policy expert and co-author of Just Action, Leah Rothstein, along with thought-provoking panel discussions focused on accessibility and equitable service delivery.
A heartfelt thank you to the DEI Advisory Group for leading this important and impactful conversation!
Maryland REALTORS® Leadership Team with keynote speaker: Chuck Kasky, CEO; Denise Lewis, President-Elect; Leah Rothstein, co-author, Just Action; Cheryl Abrams Davis, President; and Melanie Gamble, Secretary.
DEI Chair Robin Abney-Spivey and Shelia Williams.
The panel for Inclusive by Design: Real Estate Strategies for Serving Clients with Different Abilities. Moderator: Tamika Thompson; Panelists: Terez Dorsey, Tiffany Matthews, and John Young.
Panel for Building Bridges: Combating Discrimination in the Real Estate Industry. Panelists: Jackie Garber, Isis Tepper, Jane Huelle, and moderator, Colette Massengale, NAR.
Welcoming our Next President, Denise Lewis
Be ready to Be One. Do One. Bring One.
Meet Denise Lewis, an inspiring leader with an entrepreneurial spirit, a deep commitment to service, and a passion for education and advocacy in real estate. From an early start in banking and marketing to building her own successful brokerage, Denise’s journey reflects resilience, curiosity, and a drive to uplift others. As she steps into her role as the next President of Maryland REALTORS®, she brings with her a wealth of experience and a vision rooted in empowerment, professionalism, and community.
Maryland REALTORS®: What drew you to a career in real estate? What were you doing before?
Denise Lewis: I bought my first home at just 21 while working as the executive director for the president of a direct marketing company. Before that, I had started in banking and quickly climbed the corporate ladder in various small companies. I was fortunate to have been offered many opportunities.
But over time, I realized that I wanted to build something of my own—something I genuinely loved, even if I didn’t know what that was yet. The agent who sold me my first house when I was just 21 thought I’d make a great agent. Many years later, a friend who was a real estate agent, suggested the same thing. That validation sparked my interest. I got licensed in 2003 all while still working full-time in the corporate world. Eventually, I knew real estate was my calling. My husband made that leap possible—he kept things steady at home while I built my business.
MR: What is it about real estate that continues to attract you?
Denise: I’m that person who’s always curious about how others live—I want to peek inside every home I see! Whether I’m traveling or just walking through New York, I look up and wonder what the apartments are like inside. That curiosity led me here.
But once I got into real estate, I discovered how dynamic it is. Every day is different. I don’t see myself as a salesperson—my role is to educate and advocate. Whether I’m doing buyer consults or listing appointments, I bring the same passion every time. It’s incredibly rewarding to empower clients through knowledge.
MR: You’ve held many roles—REALTOR®, broker, past president of Carroll County REALTORS®, and now president of Maryland REALTORS®. What draws you to leadership?
Denise: Honestly, it felt like the natural next step. I’ve had amazing mentors who invested in me and encouraged me to grow. That tap on the shoulder—that moment when someone believes in you—can change everything. And I’ve been lucky to receive that kind of support.
MR: Reflecting on your experience, what does it take to be a good broker today?
Denise: I always joke, “I’m a broker, and I get broker and broker every day”—and I don’t just mean
…once I got into real estate, I discovered how dynamic it is. Every day is different. I don’t see myself as a salesperson—my role is to educate and advocate... It’s incredibly rewarding to empower clients through knowledge.
financially! Being a broker is a big responsibility. I run a small brokerage because I value a family-like atmosphere, but I hear this echoed at all levels: it is essential for our brokers to get more involved.
There’s a lot of noise and misinformation out there, especially now. If brokers aren’t plugged in, their agents will feel lost. Our challenge is to get them in the room. It’s about building relationships, setting expectations, and making sure we’re present and engaged in these conversations.
MR: Why is the Three-Way Agreement important?
Denise: It’s about education. Many brokers don’t fully understand the value of the Three-Way Agreement— how the local, state, and national associations all support each other. It’s foundational. And the benefits far outweigh the dues.
When you’re not in the room, you’re more likely to believe the noise outside. We need to do a better job showing members the true value they’re getting.
MR: Your motto is “Be one. Do one. Bring one.” Can you explain what this means for our members?
Denise: “Be one” means being the kind of professional others aspire to emulate—professional, compassionate,
collaborative. We all need to play well together in the sandbox while still representing our clients with integrity.
MR: And “Do one?”
Denise: That goes back to 2015, when I attended leadership training in Chicago. The 2016 NAR President-Elect Tom Salomone brought in the professional boxer Evander Holyfield to speak about how the Boys & Girls Club changed his life. We were challenged to do something for our communities with the Boys & Girls Club.
I took what I learned in Chicago, and I said, “we’re getting involved.” After returning home, I discovered that, indeed, Carroll County had a Boys & Girls Club; just very few knew about it. I got involved, got our REALTORS® involved, and it became a passion project. I’ve served on its Board, including serving as Chair. Giving back to your community—doing something tangible—can be life-changing.
MR: Finally, “Bring one?”
Denise: You can tell people how great a conference is, but nothing compares to bringing them along. That’s how I got started—someone tapped me and said,
Members of the Brook-Owen team: Front row: Jeffrey Lewis, Denise Lewis, Dawn Might, and Yvette Rippeon. Back row: Former Maryland REALTORS® President (2015) Janice Kirkner, Kevin Lewis, Chris Schoonover, Santoro Amodei, and Brooklyn DeAngelis.
“Pack your bag.” That experience led me to people like JoAnne Poole, who showed me what true leadership looks like.
You are who you surround yourself with. Whether you’re in first grade or 65, that never changes. Being in the room with the right people made me who I am today.
MR: What will be your top priorities as Maryland REALTORS® President?
Denise: I’m not looking to reinvent the wheel. There have been great initiatives before me that deserve to continue and evolve. Chris Hill’s financial literacy initiative was incredible, especially its engagement with educators. Cheryl Abrams Davis’ Next Gen program is another one I’ve loved and want to grow and continue.
Broker engagement is big for me, especially helping small and medium brokerages access legal tools and resources. The Broker Portal (broker.mdrealtor.org) is a fantastic step in that direction. I want to make sure people know it exists—and that we build on it.
MR: What challenges do you see ahead in the industry?
Denise: Education remains a major hurdle. Too many professionals still don’t know what they’re doing, which hurts the rest of us. We’ve got to engage the right people, get them in the room, and keep them engaged.
And, honestly, our biggest challenge is the unknown. Just when we think we’ve cleared one landmine, another five appear. My goal for the year? Avoid those landmines—and help our members do the same. ■
When you’re not in the room, you’re more likely to believe the noise outside. We need to do a better job showing members the true value they’re getting.
Former President (2024) Chris Hill, Denise Lewis, Melanie Gamble, and Chris Jett, being sworn in at the 2025 Installation.
At the 2024 RPAC Major Investor Event: Yvette Rippeon, Denise Lewis, Kevin Lewis, and Jeffrey Lewis.
REALTOR® Safety
BY PAMELA BARNUM
As a former undercover drug enforcement officer, I encountered countless situations where my personal safety was at risk. The dangers faced by REALTORS® are strikingly similar to those in law enforcement.
The key to navigating these dangers is a combination of awareness, preparation, and strategic action. Based on my 20 years in the criminal justice system, the following is an overview of insights and safety practices to help REALTORS® protect themselves while maintaining professionalism.
Understanding the Risks
In both undercover work and real estate, the element of unpredictability is ever-present. REALTORS® often work alone, meet unfamiliar people, and visit remote properties, which can increase their vulnerability to potential threats. Recognizing these risks is the first step in mitigating them.
The drug enforcement section I worked with utilized SMEACs (Situation, Mission, Execution, Administration/ Logistics, and Command/Control), a military acronym, to prepare for undercover drug buys.
A SMEAC framework for REALTOR® safety helps ensure a safe and successful property showing, which may include the following:
Situation
SAFETY CONSIDERATIONS
The property is vacant, and the client is new. There is a need to verify the client’s identity and maintain situational awareness during the showing.
Mission
OBJECTIVE
Conduct a safe and effective property showing for the client, emphasizing the property’s features and benefits while ensuring personal safety and security.
Execution
PREPARATION
■ Verify the client’s identity before the meeting.
■ Inform a colleague or family member of the showing schedule and location.
■ Arrive early to assess the property and identify escape routes.
SHOWING STRATEGY
■ Meet the client in a public place first, if possible, before proceeding to the property.
■ During the showing, stay near exits and avoid entering confined spaces with the client.
■ Trust your instincts and be prepared to leave if you sense danger.
FOLLOW-UP
■ Debrief with a colleague after the showing to discuss any concerns.
■ Document the meeting details, including any unusual observations.
Administration/Logistics
SUPPLIES
■ Carry safety tools such as a personal alarm or use a safety app with emergency alert features.
■ Ensure all marketing materials and digital devices are ready and accessible.
TRANSPORTATION
■ Confirm transportation arrangements and ensure your vehicle is parked in a well-lit, accessible area.
Command/Control
COMMUNICATION
■ Use a safety app to allow real-time location tracking by a trusted contact.
■ Maintain open communication with the client throughout the process.
RESPONSIBILITIES
■ The real estate professional is responsible for ensuring both the safety and success of the showing.
■ Any assistants or team members should be briefed on safety protocols and their roles in the showing.
Let’s dive deeper and unpack the SMEAC with more details and examples.
Pre-Meeting Precautions
Investing time before you meet the client can feel onerous and time-consuming. I used to feel that way while working undercover; I just wanted to get on with the deal so that I could work toward the next one. Unfortunately, when shortcuts were taken, it would put me in dangerous situations that could have been avoided. You can use three simple tactics to reduce your risk significantly.
1. Client Verification. Just as in undercover operations, verifying the identity of individuals you interact with is crucial. Request identification and conduct a brief online search to ensure authenticity before meeting new clients.
2. Share Your Schedule. Keeping others informed of your whereabouts is a fundamental safety measure. Share your schedule with a trusted colleague or family member and consider using a safety app that allows real-time location tracking.
3. Meet in Public Places First. For initial meetings, choose a public setting, such as a coffee shop or your real estate office. This controlled environment allows for a preliminary assessment of the client before proceeding to property viewings.
Safety During Showings
1. Arrive Early. Arriving ahead of time allows you to assess the property and identify potential escape routes or hazards, similar to reconnaissance of a location in undercover operations.
2. Have a Partner. When possible, bring a colleague or friend to property showings. The presence of an additional person can deter potential threats.
3. Stay Near Exits. There is a reason why so many police have officers close to exits or seated with their backs against a wall. Officer safety requires them to have an easy exit and a visual on their surroundings. Real estate agents can maintain awareness of their surroundings and position themselves near exits during showings. Avoiding confined spaces with clients, such as basements or attics, is also highly recommended.
4. Trust Your Instincts. In law enforcement, intuition is a valuable tool. Trust your instincts and remove yourself immediately if you sense danger or feel uneasy. I highly recommend Gavin de Becker’s book, The Gift of Fear. He offers valuable insights on how to trust our gut when we need it most.
Technology as a Safety Tool
I worked in an era before everyone had apps and cameras on their phones; remember the old days of flip phones and pagers? Those were my tools while working undercover. However, there are now countless safety apps and devices. This article is not an exclusive list or personal recommendations. I’ve listed a few examples and encourage you to use the technology recommended by your organization.
1. Safety Apps. Use safety apps made for REALTORS®, like bSafe, Real Safe Agent, TetherRE, or Forewarn. These apps provide features such as emergency alerts and location tracking, adding an extra layer of security.
2. Smart Devices. Consider carrying a personal safety device, such as a panic button or smart keychain. These devices can send an emergency alert with your GPS location to pre-selected contacts.
Post-Meeting Practices
1. Debrief with Colleagues. After a meeting, debrief with a colleague or manager to discuss any concerns or unusual behavior exhibited by the client. Every drug deal I was involved in while working undercover was debriefed and analyzed for officer safety.
2. Document Everything. Maintain detailed records of your meetings, including the client’s contact information, the date and time, and any noteworthy observations.
Continuous Education
1. Safety Training. Participate in regular safety training sessions and workshops. Many real estate associations offer courses on personal safety and risk management.
2. Stay Informed. Keep abreast of local crime trends and safety alerts. This information can help you decide where and when to meet clients.
Cultivating a Safety-Conscious
Safety in the real estate industry requires vigilance and proactive measures. By implementing these safety strategies, REALTORS® can reduce risks and ensure a safer working environment.
Culture
1. Office Policies. Encourage your real estate office to establish and enforce safety policies, such as mandatory check-ins, safety briefings, and a buddy system for showings.
2. Community Engagement. Engage with local law enforcement and community organizations to promote REALTOR® safety and awareness. Building relationships with these groups can provide additional support and resources.
Safety in the real estate industry requires vigilance and proactive measures. By implementing these safety strategies, REALTORS® can reduce risks and ensure a safer working environment. Remember, no transaction is worth compromising your safety. Prioritize your well-being and make informed decisions to protect yourself while serving your clients effectively. ■
Pamela Barnum
As a former undercover drug enforcement officer, Pamela Barnum possesses expertise that lends itself to REALTOR® Safety. As a communication expert and trust strategist, Pamela delivers techniques once thought of as a “secret second language” that participants can begin using with your clients immediately—and you can learn more of this when you attend our Annual Conference,
“Charting New Waters,” and listen to Pamela’s keynote speech on October 20, about being a trust strategist for your clients.
Chart Your Course
Set your sights on success at Maryland REALTORS® Annual Conference
SET SAIL FOR THE FUTURE!
As you reflect on the year and start planning for 2026, how will you define success? Make sure your journey includes a stop at Charting New Waters—Maryland REALTORS®’ 2025 Annual Conference—anchoring October 20–23 at the Roland E. Powell Convention Center in Ocean City
With 25+ hours of CE credits, impactful non-CE sessions, dynamic networking opportunities, and a bustling exhibit hall, this is your chance to recharge, refuel, and reinvest in your business.
Your next chapter starts here. Let’s get you to the shore!
Register today and take advantage of Early Bird rates— prices will never be lower! You can “chart new waters” to better engagement, sales, and service by following the QR Code below.
Our advice? Register early. Save more. Sail smooth. return 2025. show, this is attend. language mdrealtor.org/conference
EARLY BIRD DISCOUNT
October 20-23, 2025
Don’t Miss the Savings!
Roland E Powell Convention Center, Ocean City
Exhibitors: Contact Karen Bradford Karen.Bradford@mdrealtor.org today to secure your booth before they sell out!
Early Bird Rates End August 21
It’s true—every great deal has an expiration date. Maryland REALTORS® members can register for Charting New Waters by August 21 and save $100 off the full registration fee! Early birds pay just $195. After that, the rate increases to $295.
See you in OC! 4/29/25
Scan the QR code to register today and lock in your savings.
Registration stays open until October 12 , but after that, you’ll need to register onsite at the higher rate: $395 for members, $475 for non-members.
A Boatload of CE
Attendees can select from 25+ hours of CE. This includes all renewal classes, each to be taught twice.
Monday, October 20, CE:
■ Contracts Law Review (F/1.5)
■ Fair Housing (C/2.0)
■ Buying & Selling Properties with Solar Systems (F/1.5)
Tuesday, October 21, CE:
■ Understanding Real Estate Disclosure Obligations (CE Pending)
■ Legal/Legislative Update (A/3.0)
■ Contracts Law (F/1.5)
■ BRAD (H/3.0)
■ Broker Supervision (I/1.5)
Wednesday, October 22, CE:
■ Broker Supervision (I/1.5)
■ Legal/Legislative Update (A/3.0)
■ Recognizing Human Trafficking for REALTORS® (F/1.5)
■ Serving Clients with Different Abilities (F/1.5)
■ Ethics (D/3.0)
Thursday, October 23, CE:
■ BRAD (H/3.0)
■ Ethics (D/3.0)
■ Fair Housing (C/2.0)
Expand Your Knowledge with Non-CE Courses
We have curated some exciting non-CE courses. Check them out!
Money Map – GPS to Success!
In this hands-on workshop we will discuss the 5 types of money and dig deep into the beliefs and stories that affect how each type of money shows up for you. At the end of this 90-minute workshop, you will:
■ Get Clear on your Personal money story
■ Find your blocks and begin to get clear
■ Uncover the hidden mind/body connection
■ Discover 3 aspects needed for CHANGE!
■ Uncover set points that limit your success
■ Set yourself up to attain all that you desire!
Calling All Calls to Action
A discussion about how to add engagement to the efforts already being put forth. How do we add a little something new to what we already do? Where is some of the buried treasure often overlooked that we could put to work? A look at adding Calls to Action to online presence, open houses, client services, seminars, SOI, etc. Lean into some of the missed opportunities of a traditional business model.
Unlock the Secrets of Body Language with Keynote Speaker
Pamela Barnum
What if you could understand what your clients are thinking—without them saying a word? Join us on October 20 as Trust Strategist Pamela Barnum takes the stage at Charting New Waters to share the science— and power—of body language.
With a background in law enforcement and a career helping organizations build stronger, trust-based relationships, Pamela brings practical tools you can apply immediately. Learn how to connect more deeply, respond with intention, and close with confidence. Get ready to elevate your communication, boost your sales, and build lasting trust with every client you serve.
Putting AI To Work
Explore how artificial intelligence is transforming the real estate industry. This session offers hands-on tips and real-world examples to help agents, brokers, and teams use AI tools to save time, boost productivity, and gain valuable business insights. From automating routine tasks to generating marketing content, learn practical ways to start leveraging AI in your business today.
The Law & Social Media (two-part session)
This groundbreaking course delivers the critical knowledge and legal strategies you need to confidently leverage social media—without exposing yourself or your real estate business to devastating legal consequences. Nationally recognized Social Media Attorney Mark Fiedelholtz shares 33 years of frontline expertise in digital media law, equipping you to comply with the latest federal and state speech laws, avoid costly missteps, and protect your real estate career, reputation, and personal liability.
Taking Off the Guardrails: Unscripted
Housing affordability now ranks as the number one concern for Maryland voters in 2025—surpassing even taxes and crime. Despite the passage of the Housing Expansion and Affordability Act in 2024, local implementation has stalled, and once-promising policies like the Housing for Jobs Act have lost momentum. The impact is real: 91% of residents believe that even full-time employment doesn’t make homeownership attainable, and a growing number of young renters are considering leaving the state.
Affordable housing isn’t just a policy issue— it’s a REALTOR® issue.
On Wednesday, October 22 , join Maryland REALTORS® CEO Chuck Kasky live on stage at the Ocean City Performing Arts Center for Unscripted, a candid, no-holds-barred discussion with Maryland Secretary of Housing Jake Day and Howard County Executive Dr. Calvin Ball Together, they’ll explore what’s standing in the way of progress—and what must change to truly move housing forward. Audience Q&A to follow. Come with questions. Leave with insight.
The Exhibit Hall: Where Energy Meets Opportunity
At Charting New Waters, the Exhibit Hall is more than just a space—it’s the heartbeat of the conference. With the Dockside Stage as its centerpiece, this is where connections are made, ideas are exchanged, and the energy never dips.
Expect plenty of action: breakfasts, lunches, and daily happy hours all happen here, along with programming designed to engage and entertain. More than 70 exhibitors—from brokerages and lenders to inspection, to closets, marketing, closing gifts, etc.—will be on hand, ready to meet you and help grow your business.
Be sure to visit the MarylandHomeownership.com booth, where REALTORS® can explore our consumerfacing platform—and step in front of the camera! The booth will be fully equipped for live interviews, offering the perfect chance to share insights that may be featured online in content for future homeowners. Whether you’re watching or participating, it’s a must-see.
And don’t miss Monday’s kickoff event: The Price is Bright!
Sponsored by Bright MLS and hosted on the Dockside Stage from 3–5 pm on October 20, this twist on a classic game show invites trivia winners to compete for fun prizes by guessing prices (without going over!) on some … unexpected items. Afterward, stick around for a few spirited rounds of our own version of Family Feud This event immediately follows Pamela Barnum’s keynote presentation.
Laugh, learn, network, and play—all in the center of it all.
Say Cheese! The Headshot Hut Returns
Back by popular demand! The Headshot Hut was a breakout favorite at last year’s conference—and it’s making a stylish return to Charting New Water s.
Thanks to the support of your local boards and associations, you’ll have the opportunity to update your professional image with a polished, high-quality headshot. Whether you’re revamping your marketing, refreshing your website, or enhancing your social media presence, this is your moment to shine.
Come camera-ready and let us help you capture the confident, trusted REALTOR® your clients know and love.
Celebrate Excellence at the 2026 Installation & Awards Ceremony
Mark your calendar—and bring your dancing shoes! You’re invited to an evening of celebration and recognition at our 2026 Installation & Awards Ceremony on October 22, from 6 to 10 pm in the Bayfront Ballroom at the Roland E. Powell Convention Center.
We’ll honor the standout REALTORS® who are shaping Maryland’s real estate industry—from REALTOR® of the Year to Good Neighbor Award recipients and DEI Leadership champions. Then, we’ll formally welcome our incoming leadership team, including Denise Lewis, who will be installed as the 2026 President of Maryland REALTORS®.
Dinner, inspiration, and plenty of celebration await. Tickets are $35 and include a plated meal. Scan the QR code to reserve your seat.
Special thanks to Movement Mortgage, Lakeside Title, and Carroll County REALTORS® for sponsoring this unforgettable night.
Unlocking Doors: Ending Source of Income Discrimination
BY CLEVELAND L. HORTON II
Imagine working hard, playing by the rules, and finally securing the resources to find a safe place to call home—only to be told “no,” because of how you pay your rent.
That is the crushing reality for too many Marylanders who face Source of Income (SOI) discrimination, a modern-day barrier dressed in polite language but rooted in harmful, outdated assumptions. It’s happening in our cities, in our suburbs, and in communities across the state. And as professionals entrusted with shaping where—and how—people live, Maryland’s REALTORS® must be on the front lines of ending it.
What Is Source of Income Discrimination?
SOI discrimination occurs when housing providers refuse to rent to someone based on lawful income sources such as Housing Choice Vouchers (formerly Section 8), Social Security, veterans’ benefits, disability income, alimony, child support, inheritance, or other non-wage assistance.
Let’s be clear: this is not about whether someone can pay—because they can. It’s about how they pay, and that “how” is being used to deny opportunity, dignity, and in many cases, basic shelter.
It is now illegal in Maryland to discriminate against someone based on their lawful source of income. The law is clear. But the culture is not yet where it needs to be.
A Hidden Wall with Real Consequences
Too often, SOI discrimination is not as overt as a slammed door—it’s a subtle redirection, a listing quietly taken off the market, a “sorry, we’ve already found a tenant,” even when that’s not true. This behavior disproportionately affects Black and Brown renters,
people with disabilities, and single-parent households— particularly women-led families.
These are not isolated cases. This is a pattern.
And for every door that’s closed due to SOI discrimination, we are not just denying housing—we are denying opportunity. We are denying a child a better school district. We are denying a veteran a chance to rebuild. We are denying a mother the peace of mind that comes from stability.
Why REALTORS® Must Lead
As the gatekeepers of housing access, Maryland’s REALTORS® are uniquely positioned to be champions of fair housing—not just in compliance, but in culture.
This is a defining leadership moment.
I challenge every REALTOR® reading this to ask:
■ Am I upholding inclusive practices— or unknowingly reinforcing barriers?
■ Do I know my legal obligations—and do I go beyond them in spirit?
■ Am I using my platform to educate, empower, and lead?
Because in a housing market shaped so deeply by trust, access, and relationships—you are more than a professional. You are a gatekeeper. You are an advocate. You are a difference-maker.
Building a Fairer Future—Together
The Maryland Commission on Civil Rights is here as your partner in this work. We offer training, resources, and guidance to help you navigate the changing legal landscape and make your practices truly equitable. But make no mistake: laws alone will not change the world. People do.
continued on page 20
Ensuring Broker Compliance
BY SCOTT LEDERER
As Executive Director of the Maryland Real Estate Commission (MREC), it is my responsibility—and privilege—to ensure that all licensees, including brokers, uphold the highest standards of professionalism and accountability in all aspects of real estate practice. To that end, I want to take this opportunity to remind all brokers about our continued efforts to monitor and support compliance across the state.
One of the key tools in our compliance program is field auditing, conducted by our experienced auditor, Patrick Richardson, who brings 26 years of dedicated service with the MREC. Patrick is actively conducting random, unannounced audits throughout the state. These audits are not only essential to maintaining consumer trust but are also intended to support brokers by identifying areas for improvement before they become liabilities.
Areas of Focus in Current Brokerage Compliance Audits
During these audits, Patrick will be focusing on several core compliance areas, including but not limited to:
Proper maintenance and reconciliation of escrow accounts
■ Verifying that escrow deposit funds are received (deposited) promptly according to the sales contract and Maryland law
■ Ensuring accurate and timely recordkeeping
■ Confirming that trust account ledgers are current and balanced
■ Ensuring there is no evidence of co-mingling of funds between escrow accounts and operations accounts
Brokerage office signage
■ Confirming that exterior signage is compliant with state regulations
■ Ensuring that all required information is clearly and prominently displayed
■ Verify each broker’s address matches the location listed with the Commission
Record retention
■ Reviewing that transaction records are stored and accessible for the required timeframe
■ Verifying compliance with electronic recordkeeping standards where applicable
Licensing compliance
■ Ensuring that all licensees operating under the brokerage are properly licensed and in good standing
■ Checking that the brokerage license is valid and displayed appropriately
Advertising practices
■ Confirming that all advertising materials include the brokerage name as registered with the Commission
■ Reviewing whether all advertising complies with Maryland’s advertising regulations
These audits are designed to support brokers in meeting regulatory requirements and to protect the public interest. Brokers are encouraged to take this opportunity to review their current procedures and make any necessary adjustments. As always, the Commission is here to assist with questions and provide guidance.
Broker Compliance: Best Business Practices for Effective Supervision
In addition to escrow and signage compliance, Broker supervision remains a foundational responsibility—and legal obligation—under Maryland law. Ensuring that your licensees are operating within the scope of the law not only protects consumers but also protects your brokerage from liability.
Proper broker supervision is more than periodic checkins; it involves establishing clear systems, policies, and
continued on page 21
Fall is the Season of Fresh Starts
BY GREGORY HARE
Fall is around the corner, and as we transition into the new season, Marylanders are ready for a fresh start! The Maryland Mortgage Program (MMP) is proud to continue supporting individuals and families on their path to homeownership with innovative tools, trusted partners, and accessible solutions.
MMP is ready to match your client’s renewed energy with resources that make homebuying more achievable. Whether it’s down payment assistance, competitive interest rates, or specialized initiatives like SmartBuy for borrowers with student debt, MMP helps Marylanders take confident steps toward owning a home.
Check Out Some of Our Available Products:
■ Flex 3% Loan - Comes with a down payment assistance loan equal to 3% of the first mortgage in a 0% deferred second lien. Can be used for repeat buyers.
■ FHA 203K Limited Loan - Allows for additional financing for repair/modernization as part of the home purchase.
■ 1st Time Advantage Direct - No DPA but offers the lowest interest rate available with a MMP loan. ■
Gregory Hare is the Assistant Secretary, Maryland Department of Housing and Community Development. mmp.maryland.gov, singlefamilyhousing.dhcd@maryland.gov, 1-800-756-0119
FAIR HOUSING continued from page 18
And when real estate professionals decide that discrimination—overt or covert—has no place in their listings, their contracts, their policies, or their silence, we move one step closer to the Maryland we know is possible—a Maryland where opportunity is not determined by your income type, where every door is open based on merit, not bias—where REALTORS® are proud to be not just brokers of homes, but brokers of hope.
This moment calls for more than compliance. It calls for courage. Let’s rise to it—together. ■
Cleveland Horton, II, was appointed Executive Director of the Maryland Commission on Civil Rights in 2024. As Executive Director, Mr. Horton remains committed to building on the Commission’s legacy of success, implementing forward-thinking strategies to address emerging civil rights challenges, and serving as a beacon of hope and progress for the citizens of Maryland.
FROM THE MREC continued from page 19
ongoing oversight. The MREC encourages brokers to adopt the following best business practices to help maintain compliance and foster a culture of ethical, professional conduct.
1. Written Policies and Procedures
■ Maintain and distribute a current policy manual outlining brokerage expectations for handling transactions, disclosures, advertising, escrow, and recordkeeping.
■ Update policies regularly to reflect changes in Maryland law and Commission regulations.
■ Utilize resources available from Maryland Realtors to assist in developing a policy and procedures manual.
2. Regular Training and Communication
■ Conduct regular training sessions for agents on legal updates, MREC regulations, and internal procedures.
■ Hold routine office meetings as required by law to review compliance topics and answer questions.
■ Reach out to me, as Executive Director, if you’d like me to attend office meetings to answer questions and reinforce compliance.
3. Transaction File Reviews
■ Implement a structured process for reviewing transaction files prior to closing.
■ Check for complete documentation, proper disclosures, and signed agency forms (if required).
4. Advertising Review
■ Require pre-approval of all agent advertising, including digital and social media content.
■ Ensure the brokerage name appears as registered with the Commission on all promotional materials and all other requirements, as provided in MREC’s Advertising Checklist.
5. Escrow Oversight
■ Monitor escrow accounts personally or assign the task to a qualified, supervised individual.
■ Reconcile accounts monthly and document all deposits, withdrawals, and related correspondence.
6. License and Status Verification
■ Maintain an up-to-date roster of affiliated licensees and their license status.
■ Promptly notify the Commission of any changes in affiliation, team structure, or license status.
7. Physical and Virtual Office Compliance
■ Ensure your brokerage, whether physical location or virtual, complies with Maryland’s signage and accessibility requirements.
■ Keep business and transaction records securely stored and accessible for inspection.
By maintaining proactive supervision, brokers can significantly reduce compliance risks and contribute to raising professional standards across the industry. The Commission views brokers as key partners in our mission to protect the public and promote fairness and transparency in real estate transactions.
If you have any questions about best practices or would like additional resources, please don’t hesitate to contact the Commission directly. We are here to help.
As Executive Director, one of my top priorities is to open and strengthen the lines of communication between the MREC and our licensed brokerages. I firmly believe that when brokers and the Commission are engaged in ongoing dialogue, there is a greater understanding of expectations, clearer guidance on regulatory requirements, and stronger alignment in our shared mission to protect consumers and uphold the integrity of the real estate profession.
I encourage all brokers to reach out with questions, concerns, or suggestions. Together, we can continue building a professional environment where compliance is not just expected, but second nature, protecting all parties involved in our work.
Thank you for your continued partnership and dedication to excellence in Maryland real estate. ■
Scott Lederer is the Executive Director of the Maryland Real Estate Commission.
Education: Full Service for New and Experienced REALTORS®
BY SUSAN YASHINSKIE
At Maryland REALTORS®, our education department lives to serve. We have the lineup you need, whether you are a new licensee looking to fulfill your requirements for the Maryland Real Estate Commission (MREC) or a more experienced agent who wants to take their knowledge and career to the next level.
For New Agents - Fulfill Those Requirements!
Prior to their first renewal, all licensees are required to take specific classes. Maryland REALTORS® is partnering with local boards and associations to provide these courses free of charge! The VIRTUAL courses will take place between August 5th and 21st. If you prefer in-person education, you are in luck; Carroll County Association of REALTORS® and Cecil County REALTORS® have scheduled in-person classes- just check out their websites to register. Note that there is a small fee associated with the in-person courses for non-members of each board.
For the Agent Ready to Expand Your Horizons: WHY GRI?
Steve Parsons, Chair of the GRI Advisory Group, emphasizes the importance of the Graduate, REALTOR® Institute (GRI): “Investing time to work on your business— pursuing certifications, learning how to incorporate assistants into your business model, or how to better supervise as a team lead—can help you grow financially and professionally as a real estate practitioner.”
If you’re considering advancing your career with a GRI designation, it could be a valuable investment in your professional future. Just look what it can do for you:
1. Enhanced Knowledge and Skills: The GRI Designation program provides comprehensive education on various aspects of real estate,
including legal issues, market trends, and advanced business practices. This helps agents stay updated and well-prepared to handle complex situations.
2. Career Advancement: Completing all 4 modules of GRI earns you the 135 credits required to take the Brokers exam. The advanced knowledge and skills gained through GRI courses can lead to better job opportunities, promotions, and higher earning potential. It also prepares agents for leadership roles within their organizations.
3. Networking Opportunities: GRI courses provide a platform to connect with other real estate professionals, including experienced instructors and fellow students. These connections can lead to valuable business relationships and collaborations.
4. Increased Confidence: With a deeper understanding of the real estate industry and enhanced skills, GRI Designees often feel more confident in their abilities to navigate the market and provide exceptional service to their clients.
5. Client Trust and Satisfaction: Clients are more likely to trust and choose agents who have demonstrated a commitment to ongoing education and professional development. This can lead to higher client satisfaction and repeat business. ■
Registration is open for the fall GRI courses. Start your journey to higher real estate education–now!
Susan Yashinskie serves as Maryland REALTORS®’ Director of Professional Development and Member Engagement.
Be the first pick. Stand out from the crowd.
Your clients are more sophisticated than ever, requiring you to perform at a higher level of professionalism. By earning the Graduate, REALTOR® Institute Designation (GRI), you will lead the pack with real-world knowledge about new technologies, laws and marketing techniques that positively affect your bottom line.
Questions? Email:
GRI@MDRealtor.org
GRI
One Time Completion
Must complete Series 100 & 200 for a total of 72 hours, no renewal required.
Continuing Education
Each six-hour course offers advanced guidance for the modern REALTOR® and most provide continuing education credits.
Online Classes
Each GRI series is offered virtually twice a year through Maryland REALTORS®. Sessions run from 9:00am to 3:45pm.
www.mdrealtor.org/Professional-Development/
Stronger Together: Building Coalitions in REALTOR® Advocacy
BY LISA MAY, DIRECTOR OF ADVOCACY AND PUBLIC POLICY, MARYLAND REALTORS®
When to lead on issues and when to save your political capital for another day is a difficult decision for advocates. It is certainly more art than science. Fortunately, there is a third option to help REALTORS® bridge the gap between action and inaction to achieve legislative wins: coalition building.
Maryland REALTORS® successfully used coalitions to engage in two large policy debates in 2025. Let’s look at how this approach produced our desired outcomes.
Strength in Numbers
When the Maryland State Archives announced a new user fee for access to the land records database in late March, many industries set out to estimate the impacts on their members. For REALTORS®, those direct costs paled in comparison to those of the title and legal industries, where entire business models were based upon heavy use of land records information. Using that measure, we didn’t have a compelling argument for grave harm to our members.
However, that was not the only calculation that mattered. Real estate is unique in how multiple services and service providers come together to produce a single result. As more industries came forward with estimates on usage and projected costs, it was clear that standing for just REALTOR® interests alone meant obscuring
the true impact of the proposal on consumers.
Policymakers are unlikely to act when businesses report increases of a few hundred dollars. That changes when you can demonstrate that those relatively small charges result in thousands of dollars on new home construction or property sales. Only through shared information from lenders, settlement providers, engineers, appraisers, and others could we formulate what a home buyer or seller would eventually pay when land records fees were passed on in a real estate transaction.
The other benefit of working with a coalition was the coordination of efforts to push back on the fee proposal. Unlike other policy issues, this did not proceed through
traditional legislative or regulatory processes. The only tool at our disposal was political pressure. As unique organizations, we each had a network of contacts within the Administration, the General Assembly, fellow lobbyists, and other trade associations to leverage in support of our position. It allowed us to reach much farther than any individual group could on its own.
Not only did this coalition effort result in pulling the land records fee from immediate consideration, but it also bolstered our relationships with those other industries. This positions us well for future issues where our interests may align or in negotiating with those same groups when interests diverge.
NAR and the Three-way Agreement
BY CHUCK KASKY, CEO, Maryland REALTORS®
Although a few pain points remain, we are settled into the new business environment with the implementation of the business practices agreed to by the National Association of REALTORS® (NAR). Maryland REALTORS® remains committed to helping our members adapt and thrive.
As you know, we worked tirelessly with all stakeholders, including NAR, Bright MLS, lenders, and appraisers to develop the tools we will need to successfully transact business. And we are not resting. As new information becomes available, we will share it with you.
On the NAR front, they are working to regain the trust of its members and have restructured, downsized, and announced a new focus on engagement with its constituent groups. One such group is brokers who were not included in the settlement agreement. They were understandably upset at the prospect of dedicating precious resources to evaluate the relative benefits of opting into the settlement against the risks of not doing so and being exposed to potential lawsuits later.
In the spirit of giving credit where it is due, NAR has made a concerted effort to reach out to brokers across the country and has dedicated significant resources to help brokers see the benefits of membership.
For more information, visit broker.realtor. There, you will find content and information on current trends. Some specific programs include Broker Power Hour Webinars, Edge Up Broker Edition News, REALTOR® magazine’s Broker-to-Broker online edition.
It is important for NAR to earn your trust because I still hear from members who are asking whether NAR membership is worth it and if there is a way to pay state and local association dues but not NAR dues. The short answer is no. The long(er) answer is below.
It all has to do with the “Three-way Agreement.” The basic concept is simple. The Three-way agreement outlines the rights of the member boards (local and state associations) to grant REALTOR® status to qualified members and binds the member boards to subscribe
to the Code of Ethics, maintain good standing, and regulate the REALTOR® trademark, among other things.
The Three-way Agreement is embodied in state and local association charters entered into with NAR. The idea of the Threeway Agreement, as depicted in the graphic on Page 27, establishes the relationships between NAR, state associations and local boards, is embodied in a board’s governing documents, it’s charter, license agreement to use the NAR trademarks, and other documents that define the inter-activity of NAR, state associations, and local boards.
The term “Three-way Agreement” refers to the structure of the REALTOR® organization. This agreement was established among NAR, the state associations, and local boards and associations. In
CEO CORNER continued from page 25
our charters, the state associations and local boards and associations agree to:
■ Accept the charge of properly granting and regulating the use of the terms “REALTOR®”;
■ Subscribe to the NAR Code of Ethics; and
■ Uphold and enforce the Code of Ethics within the board’s/ association’s jurisdiction.
Also, each local board agrees to maintain membership, in good standing, in the state association of the state in which the board is located.
In other words, the REALTOR® organizations are a federation of organizations, and this structure allows the REALTOR® organizations to use their combined resources (both human and financial) and influence to have a unified, powerful voice in shaping public policy, set recognized standards for ethical real estate practice, and contribute to the advancement of the real estate industry.
The state association integrates the work of local, state, and national bodies and acts as a link between NAR and its member associations. The local association of REALTORS® is most visible and best known to
the public and our members. Most of the products and services members rely on every day are delivered by our local boards/associations.
Despite the well-known problems, this arrangement is the envy of the country. No other profession or industry has this kind of robust and integrated relationship across all three levels. They say many hands make light work, and because we all benefit from the work our members and staff do at the national, state, and local level, I could make a strong argument that it’s in all our interests to make this work, not work to tear it down. ■
HOUSING ADVOCATE continued from page 24
Under the Radar
The second opportunity for coalition participation came during this year’s budget debates. While REALTORS® were prepared for full-scale battle following 2024’s introduction of an across-theboard sales tax on all professional services, it was quickly apparent that real estate interests would not be the central part of the Governor’s proposed budget or key alternatives offered in the House and Senate.
With that in mind, full-scale opposition from REALTORS® was not the correct approach. As they say, if everything is an emergency, then nothing is. If REALTORS® were to treat every issue as fivealarm fire, not only do we burn
valuable resources that could be put to better use, but we also lose the ability to make legislators pay attention to the truly catastrophic issues for real estate when they arise.
More dangerously for us, strong opposition to a bill which largely excluded real estate could backfire. Everyone in Annapolis was searching for revenues to close a $3.3 billion budget gap. There was a real possibility that if our policymakers were going to feel the wrath of the real estate industry no matter what actions they took on the budget, then they might as well reap the financial windfalls that a property tax, transfer tax, or services tax would provide to state coffers.
Again, this is where coalitions helped us to engage on an issue without taking the lead. The Maryland Chamber of Commerce launched a robust campaign to protect business interests during this year’s budget debates. As members of the Chamber, Maryland REALTORS® was one of the first organizations to offer a significant financial investment in that campaign. By doing so, we could support the broader business community without being the face of opposition and caught in the budget crosshairs.
In the world of advocacy, fight or flight is not the only policy option. Strategic participation in advocacy coalitions is a middle path that produces results for REALTOR® interests. ■
Keeping Maryland’s REALTORS® Safe
BY CLEOPATRA PAPPAS, ESQ.
The real estate profession is dynamic and rewarding, but it also comes with unique safety challenges. REALTORS® must prioritize their well-being while maintaining professionalism and compliance with legal and ethical standards. This article explores three critical safety practices that have legal undercurrents: establishing exclusive buyer representation agreements, verifying client identification, and adhering to appointment timeframes.
1. Exclusive Buyer Representation Agreements: Safety and Compliance
The 2024 NAR settlement introduced new rules requiring written buyer representation agreements before showing properties. This change aligns with Maryland REALTORS®’ longstanding encouragement of written agency agreements prior to showing properties and the Maryland legal requirement that written agreements, which promote transparency and accountability and create the contractual relationship between clients and brokers/agents, are required prior to representing any party. Exclusive buyer representation agreements and having verification of a buyer’s identity not only clarify the agentclient relationship and fulfill the settlement requirements but also enhance safety by ensuring that agents work with known, committed clients.
These agreements provide REALTORS® with legal protections, as they outline the scope of services and compensation terms. They also reduce the likelihood of disputes or misunderstandings, which can escalate into unsafe situations. Maryland REALTORS® should leverage these agreements to safeguard their interests while complying with both state laws and NAR’s updated policies.
2. Verifying Client Identification: A Standard of Practice
Obtaining valid personal identification from clients upon signing an Exclusive Listing or Buyer Representation Agreement is a crucial safety measure. This practice not only helps REALTORS® verify the legitimacy of their clients but also creates a record that can be referenced if issues arise. Importantly, this standard must be applied consistently to all clients to avoid violating federal, state, and local fair housing laws.
The National Association of REALTORS® (NAR) Code of Ethics underscores the importance of fairness and transparency in all client interactions. Maryland law also supports this practice, as the Maryland Real Estate Commission (MREC) encourages REALTORS® to take reasonable precautions when meeting new clients. By establishing this standard for all clients, agents can protect themselves while fostering trust and professionalism.
3. Adhering to Appointment
Timeframes: Protocol Driven Risk Management
Scheduling showings of properties is not just about professionalism and representing your clients; it’s a matter of safety. When showing properties, sticking to the agreedupon timeframes minimizes risks associated with being in unfamiliar or vacant locations. Arriving early or staying late can expose agents to potential dangers, such as encountering unauthorized individuals or being alone in isolated areas. Additionally, accessing a property outside your requested and approved timeframe may be considered an ethical violation in addition to a legal violation because you are not authorized to enter a property except during the approved timeframe.
REALTORS® should follow the MREC’s safety guidelines, which emphasize the importance of notifying colleagues or family members about your schedule and location.
By respecting appointment timeframes, verifying client identification, and utilizing exclusive buyer representation agreements, REALTORS® can protect themselves while delivering exceptional service.
Cleopatra Pappas, Esq., serves as Senior Associate Counsel at Maryland REALTORS®
The Maryland REALTORS® 2025 Annual Conference, Charting New Waters, will return to Ocean City, Maryland, October 20-23, 2025. With tons of CE, captivating sessions and workshops, a gameshow, a thriving trade show, and countless networking opportunities, this is the one professional event you need to attend.
30+ hours of CE, including all required renewal classes, twice!
More exhibitor face time
Enhance your negotiation and body language
Improve your AI “IQ”
Social media and the law
Join our real estate gameshow
Headshot Hut
Register today and take advantage of Early Bird rates— prices will never be lower! You can “chart new waters” to better engagement, sales, and service by following the QR Code below.
October 20-23, 2025
Roland E Powell Convention Center, Ocean City
Exhibitors: Contact Karen Bradford Karen.Bradford@mdrealtor.org today to secure your booth before they sell out!
