December January 2022 Maryland REALTORS Magazine

MEMBERS BENEFITS 32

Vol LVI, No 1 | Dec 2021/Jan 2022

THE DEAF COMMUNITY & YOU 36

LEADERSHIP ACADEMY 21

mdrealtor.org | marylandhomeownership.com

s r e t t e L e v o L | n o i t a l t s i i v g a e L d i sit Issues ble | ID Aff poBig a T c e n a h r t u ay inat2022ing | Condo Ins it l n a s U e g l Who ory Dwellin us e s R s e e c v i t AC p a d A / e o i s t U a l d s i e g x i e L M s r i e H f o n o i t i t Par Looking Ahead into the next Legislative Session

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CONTENTS FEATURES 12 Scenes from Our

Inaugural and Awards Ceremony

16 2022 Legislative Preview 24 Legislative All-Stars 26 Celebrating Members

with NAR Appointments

30 Meet the Staff 32 Member Benefits:

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Affinity Partners

36 The Deaf Community & You

Letters e v o L | n io t la Deposit LehgeisTable | ID Affidaavnit e Pay at t ling | Condo Insur itcs Wholesa ory Dwelling Unuse ACcess se/Adaptive Re tion Mixed Un of Heirs Legisla Partitio

16

36

40

21 Professional

45 Bright MLS

DEPARTMENTS 4

President’s Perspective

6

REALTOR® Talk

8

Around the State

Development

40 Green Living 42 CEO Corner

MARYLAND REALTOR®

46 Sell More with Maryland 48 From the Hotline

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2022 MARYLAND REALTORS® LEADERSHIP TEAM

REALTORS® Maryland REALTORS®

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

Leadership Team

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

Craig Wolf

Yolanda Muckle

PRESIDENT

PRESIDENT-ELECT

American Home Shield 907 Autumn View Ct. Bel Air, MD 21014 443.643.6742

Long & Foster Real Estate 12220 Central Ave. Mitchellville, MD 20721 301.249.1600 yolanda.muckle@lnf.com

Editor

Daniel Patrell | dan.patrell@mdrealtor.org

Advisory Committee

Yulonda Campbell | Chair Pamela Harrison | Vice Chair

Advertising

Arlene Braithwaite | 410.772.0820

Publication Design

HBP, Inc., 952 Frederick Street, Hagerstown, MD 21741 800.638.3508 | www.hbp.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®:

Chris Hill

Chris Jett

SECRETARY

TREASURER

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

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

■ 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.

Dee Dee Miller

Chuck Kasky, RCE

IMMEDIATE PAST PRESIDENT

CHIEF EXECUTIVE OFFICER

Long & Foster Real Estate 541B Baltimore Annapolis Blvd.

Severna Park, MD 21146 443.995.2297 deedee@lnf.com

Maryland REALTORS® 200 Harry S Truman Pkwy.

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

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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. Their contents are the opinions of the authors alone and do not necessarily represent those of Maryland REALTORS®.

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. ©2021 Maryland REALTORS®, Inc.

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PRESIDENT’S PERSPECTIVE

An Investment in You

BY CRAIG WOLF

I find it interesting that meanings and interpretations can hinge on the usage of one simple word. The words we use matter. If you want a good idea of what I mean, examine the two sentences below: ■

Maryland REALTORS® asks you to donate to RPAC.

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Maryland REALTORS® asks you to invest in RPAC.

When we donate money to a cause, a favorite charity or disaster relief, etc., we do so because we want to help, whether it’s fighting cancer or helping flood victims. We give without any expectation of a return.

When we invest money, we do so because we expect a return on that investment. With RPAC, we’re investing in the politicians and political candidates—Republican, Democrat, or other—who best represent what we hold dear within this industry. We have the expectation that our combined RPAC investment will support the candidates who stand behind the issues we believe in at the local, state, and national levels: property rights, housing opportunity, reasonable regulation, and more.

If you want to know why this investment is important, turn to page 16 to review Bill Castelli’s Legislative Preview for 2022. Our Government Affairs team has a sizeable agenda, from love letters to pay-at-thetable, and more. The funds that RPAC collects will be invested into candidates who share our position on issues important to us. The

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MARYLAND REALTOR®

When issues of consequence are being debated, we want (and almost get at the very least) a seat at the table. return we want to see are legislators who believe in the positions we believe in and who will act in a way favorable to the industry. When issues of consequence are being debated, we want (and almost get at the very least) a seat at the table.

To be clear, RPAC does not “buy” votes, but our engagement ensures that our voice is heard.

When COVID first hit early in 2020, buying and selling property came to a halt in many states, and yet Maryland powered through. I would argue that years—many years—of RPAC investment was a major factor that helped to create an environment where the business of real estate was (and is) viewed as a major economic engine for the state; we had legislators and a governor who understood and supported this basic fact.

Whenever I attend an RPAC event, I always enjoy witnessing firsthand the diversity of our investor base. It drives home the point that RPAC stands apart from political party and focuses on the issues that matter to us all. Looking at our membership, our level of participation as of September 2021 stands at 52.75%, significantly above the NAR participation rate goal of 37%. Of our local boards, Cecil and Mid-Shore both have

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participations rates of more than 95%—outstanding.

There’s a lot of solid content in this issue: Mark Feinroth writes about some of our legislative “all-stars” in Annapolis. You get to meet the staff of Maryland REALTORS®, one of the finest groups of people I’ve had the honor of working with. One of our new attorneys, James S. Beslity, has provided an excellent column on stormwater management. Also in this issue: understanding and working with the Deaf community.

There are more than 1.2 million Deaf people in the state; they buy and sell houses, too. Use this article as an opportunity to better understand the ways you can engage this vital community.

As we are now in December, allow me to wish you the very best holiday season with your family and friends. Going into January, if there’s one resolution I’d ask you to make, it would be to make a resolution to invest in yourself and your career, by investing in RPAC. ■ Craig Wolf Is Maryland REALTORS®’ 2022 president.

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REALTOR® TALK

Maryland REALTORS® Commercial Symposium at the Maryland Live! Casino & Hotel SAVE THE

DATE It has been a long time coming, but the wait is over. Please Join Maryland REALTORS® Commercial Alliance for Maryland’s premier commercial real estate event, The Commercial Symposium: Betting on the Future, coming to the Maryland Live! Casino & Hotel on March 31, 2022.

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Learn about the latest trends in commercial financing from NAR’s Chief Economist, Lawrence Yun. Network with commercial practitioners and property managers from across the state.

MARYLAND REALTOR®

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Enhance your DEI practices with tips from our keynote speaker.

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Stay current on hot topics that continue to shape the industry.

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Listen to what industry giants like Cushman and Wakefield have to say about the everchanging space of commercial real estate after a pandemic.

Maryland REALTORS® is offering TWO Continuing Education courses: Commercial Agency and Cost Segregation. Be sure to join us on this full day dedicated to all things commercial!

Not a commercial practitioner?

No problem! All are welcome, as there is much to learn! Stay tuned for announcements in the Maryland REALTORS® HotSheet and social media for more information, coming soon!

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Maryland REALTORS® Goes on the Road Maryland REALTORS® will soon host a series of Regional Roundtables, coming in the early part of 2022. Look for the date for your region and then join us in person to meet Leadership and Staff and discuss the issues facing the industry and the initiatives we are taking to move real estate forward. Stay tuned to the HotSheet and social media for more information! ■

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AROUND THE STATE

Mid-Shore Legislative Breakfast

Coastal Golf Tournament

Coastal Installation

Maryland REALTORS® was proud to take part in a Legislative Breakfast hosted by the Mid Shore Board of REALTORS®.

In October, the Coastal Association of REALTORS® hosted a golf tournament which helped to raise $12,000 for charitable causes in the area.

Congratulation to Grace Masten for ascending to the presidency of the Coastal Association of REALTORS®!

Colin Zimmerman, Government Affairs Director for Coastal Association of REALTORS®, Maryland REALTORS® Senior Vice President for Government Affairs Bill Castelli, and Sheila Washburn, Past President of Mid-Shore Board of REALTORS®.

Coastal President Grace Masten, Golf Tournament Chair Vicki Harmon, and Maryland REALTORS® CEO Chuck Kasky.

Maryland REALTORS® CEO Chuck Kasky, Maryland REALTORS® Immediate Past President Dee Dee Miller, Coastal’s new President Grace Masten, Maryland REALTORS® President Craig Wolf, Maryland REALTORS® President-Elect Yolanda Muckle, Maryland REALTORS® Treasurer Chris Jett, and Maryland REALTORS® Secretary Chris Hill.

Carroll County Installation Maryland REALTORS® Treasurer Chris Jett.

Congratulations to Jeanne Vargo, the new president for Carroll County REALTORS®!

Philip Dumenil, Commissioner, Queen Anne County; Larry Porter, President, Caroline County Commissioners; Chuck Callahan, President Talbot County Commissioners; and Laura Anderson, Mid-Shore Board of REALTORS®.

Grace Masten, Ocean City Golf and Yacht Club Golf Pro Buddy Sass, and Vicki Harmon.

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Maryland REALTORS® Immediate Past President Dee Dee Miller, Carroll County REALTORS® President Jeanne Vargo, and Maryland REALTORS® President Craig Wolf.

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AROUND THE STATE

Mid-Shore Board of REALTORS® Installation Congratulations to Mid-Shore Board of REALTORS® President Gwen Eksridge and all the Board members on their new terms!

Left row, bottom to top: Laura Anderson, Past President; Darlene Wheatley; Megan Rosendale, President-Elect; Andy Beaven; Shelby Roney, Secretary; and Mike Dillon.

Right row, bottom to top: Gwen Eskridge, President; Mary Mabry; Lori McDonald; Leslie Stevenson, and Trey Quinn, Treasurer.

Not pictured: Kathleen Brenton.

Prince George’s County Association of REALTORS® Installation Congratulations to 2022 PGCAR President Melanie Gamble and the Association’s new Board of Directors!

Maryland REALTORS® President Craig Wolf swears in the PGCAR Board of Directors (left to right): Immediate Past President Shameeka Price, Rachel L. Jefferies, Donald Frederick, Dee Barino, Arnita Greene, Faye Smith, Carole Webb, and Willie Rhone (not pictured: Kenneth Fagan, Carlos Lancaster, Rahkiya Reid, and Gene Sementilli).

Southern Maryland Association of REALTORS® Installation Congratulations to 2022 SMAR President Gregg Kantak and the new 2022 Board!

Tanya Redding, Immediate Past President; Helen Mattingly Wernecke, Secretary/ Treasurer; Tracy Vasquesz, Vice President; and Michael Funk, President-Elect.

Maryland REALTORS® Secretary (and former SMAR President) Chris Hill with Immediate Past President Tanya Reding and 2022 President Gregg Kantak.

Melanie Gamble, 2022 PGCAR President, with PGCAR Executive Vice President Michael Graziano.

Maryland REALTORS® CEO Chuck Kasky, Maryland REALTORS® Treasurer Chris Jett, Maryland REALTORS® President Craig Wolf, Mid-Shore Board of REALTORS® President Gwen Eskridge, Maryland REALTORS® President-Elect Yolanda Muckle, Maryland REALTORS® Immediate Past President Dee Dee Miller, and Maryland REALTORS® Secretary Chris Hill.

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Gregg Kantak being sworn in by his husband Richard T. Jackson.

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Harford County Association of REALTORS® Installation

Howard County Association of REALTORS® Installation

Cecil County Board of REALTORS® Installation

Congratulations to 2022 Harford County Association of REALTORS® President Heather Schafer Adkins and the entire Board of Directors!

Congratulations to 2022 President Sarah Anderson and HCAR’s New Board of Directors!

Congratulations to Al Peteraf for becoming CCBOR’s 2022 President! ■

Maryland REALTORS® President-Elect Yolanda Muckle, Maryland REALTORS® President Craig Wolf, HCAR President Sarah Anderson, Maryland REALTORS® Immediate Past President Dee Dee Miller, and Maryland REALTORS® CEO Chuck Kasky

Maryland REALTORS® Immediate Past President Dee Dee Miller, CCBOR 2022 President Al Peteraf, Maryland REALTORS® President Craig Wolf, Maryland REALTORS® President-Elect Yolanda Muckle, and Maryland REALTORS® Secretary Chris Hill

2022 President Heather Schafer Adkins with Immediate Past President Chris Drewer

Chris Drewer, Immediate Past President; Linda Rich, President Elect; Sandra Hopkins, Vice President; Simon Nwaigwe; MDREA President Julie King-Schulz; Secretary-Treasurer Jackie Barbieri; Mike Maxwell; Paula Diggs Smith; Justin Sapp; Donna Spare; Margie Sturgill; and Deb Hutson. Not pictured, Diana Hessenauer.

Back (left to right): HCAR President Sarah Anderson, Treasurer Piet de Dreu, Joe Bird, Donnell Spivey, Kara Williams, and Secretary Cleveland L. Horton II. Front (left to right): Immediate Past President Shirley Matlock, Anita Kestel, Caitlin McKenna, Brooke Romm, Mike Turner, Richard Green, and Rachel Oslund

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A Zoo-Themed Inaugural With the Maryland Zoo as a backdrop, 2022 Leadership was sworn in

H

onorees, Leadership, and guests gathered in September at the Maryland Zoo to swear in leadership for 2022 and celebrate the achievements of select honored guests. Joining the festivities was a special representative from the zoo, one of its star penguins, who improved the event through its charismatic presence alone.

Maryland REALTORS® Installs New Leadership Congratulations to the new Leadership Team at Maryland REALTORS®:

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Craig Wolf, President

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Yolanda Muckle, President-Elect

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Chris Hill, Secretary

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Chris Jett, Treasurer

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Dee Dee Miller, Immediate Past President

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Chuck Kasky, CEO

MARYLAND REALTOR®

PHOTO CREDIT: MIKE MORGAN

REALTOR® of the Year (ROTY) Congratulations to Jenn Klarman for being recognized as the statewide REALTOR® of the Year! Jenn was selected amongst a group of very deserving regional winners. These include: ■

Amanda Addington, FCAR

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Dormaim Green, MSBR

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Cleveland Horton, III, HCAR

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Joanie Hynes, CCR

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Jenn Klarman, AACAR

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Shameeka Price, PGCAR

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Tanya Redding, SMAR

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Mark Saunders, CCBOR

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Danai Sky, GCAAR

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Roseann Spalt, HarCar

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Jen Ward, GBBR

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Joe Wilson, Coastal

Awards!

Congratulations to the following individuals and associations, for their contributions to this industry: ■

President’s Award: Joe Wilson, Coastal

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Shining Star Award: Neanna Ammerman-McLean, GCAAR

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illiam J. Neary, Jr., Community Action and REALTOR® W Excellence (CARE) Award:

Prince George’s County Association of REALTORS® Mid-Shore Board of REALTORS® ■

REALTOR® Community Service Award: Dormaim Green, MSBR

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Omega Tau Rho Award: Yolanda Muckle, PGCAR

Thank You to our Sponsors A special thank you goes out to our sponsors for helping to make this event happen: ■

Greater Baltimore Board of REALTORS®

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Blue Crab Inspections

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Bright MLS

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Homeland Environmental

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American Home Shield ■

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GBBR President Al Ingraham swears in Craig Wolf as Maryland REALTORS® 2022 President.

Chuck Kasky presents Dee Dee Miller with custom artwork, reflective of the many Zoom meetings she hosted as President.

Craig Wolf presents Dee Dee Miller with the President’s Circle.

Dee Dee Miller with Maryland REALTORS®’ new Treasurer, Chris Jett.

Colette Massengale accepts the Shining Star Award, on behalf of its recipient, Neanna Ammerman-McLean.

The 2022 Board is sworn in: Immediate Past President Dee Dee Miller, Secretary Chris Hill, Treasurer Chris Jett, and President-Elect Yolanda Muckle.

Craig Wolf addresses the audience in his first presidential address.

Grace Masten accepts the President’s Award on behalf of Joe Wilson.

Dormaim Green accepts the REALTOR® Community Service Award.

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Jay Weitzel, Dee Dee Miller, Debbie Leber of the Mid-Shore Board of REALTORS®, and Cindy Ariosa.

State ROTY winner Jenn Klarman accepts the ROTY Award.

Mid-Shore Board of REALTORS® President Gwen Eskridge accepts the CARE Award for her association.

PGCAR President Shameeka Price accepts the CARE Award on behalf of her association.

This event was made possible with the help of some wonderful sponsors including the Greater Baltimore Board of REALTORS®, Blue Crab Inspections, Bright MLS, Homeland Environmental, and American Home Shield.

Thank you!

John Harrison presents the Omega Tau Rho Award to its newest recipient, Yolanda Muckle.

The Maryland Zoo was the backdrop for the event.

The Maryland REALTORS® Board of Directors stood up to take their oath.

The real star of the show? The penguin, of course!

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n o i t a l s i g e L t i s o p e l b a T e h t t a ay C | g n i l a s e l ho w D y r o s s e Cc d A / e s U d e x i M e H f o on 2022 Housing Matters

BY BILL CASTELLI, ESQ.

C

harles Dicken’s famous novel, A Tale of Two Cities, begins, “It was the best of times, it was the worst of times…”

Although his novel is set during a time before the French Revolution, his words aptly describe the residential real estate market of the last two years. Rising home prices and increased market activity helped many homeowners build wealth and equity, but it also further increased housing barriers for new buyers.

Maryland, like many states, had already been struggling with rising prices due to housing demand exceeding supply, and 2020-2021 put an exclamation point on that housing supply imbalance. Maryland is now the 11th highest housing deficit state in the country which limits housing opportunities for all Marylanders.

For that reason, Maryland REALTORS® is supporting an effort called Open Doors for Stronger Neighborhoods.

The goal of Open Doors is to call attention to the problem of housing supply and “open up” housing opportunities for Marylanders. Open Doors will be supporting legislation to expand Accessory Dwelling Unit (ADU) laws in Maryland and reduce barriers for buyers seeking a home.

In addition to the Open Doors agenda, there will also be other legislation considered in the 2022 Maryland General Assembly that will help real estate agents and brokers who wish to be paid at the settlement table and ease their ability to take virtual continuing education.

The following describes many of the real estate related bills that will be debated this winter.

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Deposit Legislation

HB 972 was introduced last year and would have prohibited a seller from relisting their property if the seller failed to return earnest money deposits back to the buyer when a transaction failed to settle. Maryland REALTORS® opposed that bill and met with the sponsor over the summer to find better ways to return deposit money. This year, the legislation will direct the holder of the deposit money to automatically return the deposit money if the buyer exercises specified contingencies in the contract, such as: appraisal; seller disclosure; HOA or condo resale information. If the parties

s r e t t e L e v o L | n t i v a d i f f A D I | e c n a r u s n I o d n Co t i n U g n i l l e w s u e R e v i t p da i t a l s i g e L s r i e have a true dispute over the return of the deposit money, the parties could still appeal to the courts for resolution.

“Love Letters”

With limited housing inventory and strong competition for listings, many homebuyers are forwarding personal statements, pictures, and other communication to sellers asking them to consider selling their home to the buyer based on the personal characteristics cited in the communication. Across the country, attorneys have counseled real estate agents to avoid forwarding these

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w D y r o s s e Cc d A / e s U d e x i M e H f o n o i t i t r a P communications because of potential fair housing implications. Oregon recently passed legislation prohibiting real estate licensees from transmitting these personal communications, and Maryland REALTORS® supports similar legislation for Maryland.

Pay at the Table During the past year, the Real Estate Commission offered legal guidance that overturned previous guidance, which allowed brokers to pay sales agents at the settlement table through the settlement agent.

Maryland REALTORS® supports legislation that would clarify the statute to permit brokers, at the broker’s sole discretion, to create “pay at the table” agreements similar to the agreements that existed for many years.

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ID Affidavit When a licensee takes mandatory continuing education classes, the governing regulations require a licensee to produce a photo I.D. Although the photo I.D. requirement has not posed significant issues for in-person classes, the requirement has created problems for virtual classes. In addition to creating a management problem for large classes where it takes significant time to verify individuals and their I.D. over the web, it also poses privacy issues where I.D.s can be screencaptured. Both Washington, D.C., and Virginia permit an affidavit to be filled out by virtual class participants.

Maryland also permits an affidavit type statement for licensees taking pre-recorded distance learning.

Maryland REALTORS® supports legislation clarifying that a written affidavit is also sufficient to establish a person’s identity for virtual classes.

i l l e w s u e R e v i t p da i t a l s i g e L s r i e Wholesaling

Condo Insurance

“Wholesaling” refers to a real estate practice in which an investor enters into a contract with a seller and then proceeds to “sell” the contract to another purchaser for another price. Assignments of contracts are not inherently bad and are not illegal. However, the practice can be abused leaving sellers unaware that the “buyer” is assigning the contract to another party, and the buyer unaware that the “seller” is only a beneficial owner and not the title holder to the property. Because of the misleading practices that sometimes occurs with such transactions, Illinois passed legislation to make clear that any person in the business of “assigning” contracts must hold a real estate license. The law ensures that wholesalers abide by the fiduciary duties of agents and permit administrative sanctions for individuals not following the law. Maryland REALTORS® supports a clearer process for the assignment of residential real estate contracts.

Maryland REALTORS® supported legislation last year, HB 1305, which changes Maryland condominium law to require that the council of unit owners only provide insurance for common elements for single-family detached units rather than for essential features of the unit like walls. Attached units would still need to meet the requirement to provide insurance covering both the unit and the common elements.

At least one county, Queen Anne’s, has created a “cottage cluster” zoning policy that allows for smaller more densely developed detached units to be built under a condominium regime. Unfortunately, when buyers are comparing single-family detached properties built under a homeowners association compared to single-family detached property built under a condominium regime, the community fee can appear much higher due to the difference in insurance policies.

Allowing condominium detached properties to have similar home insurance policies to HOAs assists buyers in comparing the real costs between such communities.

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w D y r o s s e Cc d A / e s U d e x i M e H f o n o i t i t r a P Accessory Dwelling Units

Partition of Heirs Legislation

Maryland REALTORS® supports legislation that will provide greater consistency in accessory dwelling unit (ADU) ordinances. These ordinances permit property owners, at their discretion, to create another independent dwelling unit on their property. Often, these ADUs are used to assist homeowners age in place, accommodate grown children, or provide additional revenue income to families with fixed incomes.

Legislators are also considering introduction of a model law to reform the partition of heirs law. The model law seeks to create better disclosure and a right of first refusal for related joint tenants when an outside investor buys the interest of one of the other joint tenants and seeks to force a partition sale. Maryland REALTORS® supports protecting the rights of current owners. ■

Mixed Use/Adaptive Reuse The Maryland Department of Housing and Community Development (DHCD) was charged to study the adaptive reuse of vacant and underutilized commercial spaces to expand the availability of affordable housing.

DHCD must report back before the 2022 Legislative Session. Maryland REALTORS® supports creating incentives and flexibility for local county governments to expand housing opportunities in underutilized commercial areas.

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i l l e w s u e R e v i t p da i t a l s i g e L s r i e PROFESSIONAL DEVELOPMENT

A Program for Present and Future Leaders

BY COLETTE MASSENGALE, ESQ.

Back row: Russ Boyce, Dee Dee Miller, Alison Wisnom, Sandra Hopkins, Kris Alcorn, Cleveland Horton, Rachel Jeffries, Yvette Love, Leadership Academy Advisory Group Vice Chair Veera Phillips, Lisa Gilmore, Tiffany Harris, Jackson St. Jean, Brian Lipsky, Kem Smith, and 2014 NAR President Steve Brown. Back row: Betty Jans, Shelby Diehl, Faye Smith, Patricia Long, Veronica Bishop, Lovelle Pierre, and Randy Cottrell.

Are you ready to grow your leadership skills, use your talent to serve your community and your REALTOR® organizations (local, Maryland REALTORS®, and NAR), while also helping to prepare the real estate industry to meet the challenges that lie ahead?

Have your past experiences instilled in you a desire to seek training at the highest level?

Are you excited to learn more about the inner workings of Maryland REALTORS® and other real estate organizations?

Are you interested in giving back to the industry and applying what you learn in all aspects of your life?

If you answered yes to any of these questions, Maryland REALTORS® Leadership Academy is the place for you!

Since its inception in 2001, Maryland REALTORS® Leadership Academy has enhanced the leadership skills of members across the state. This challenging and rewarding leadership development opportunity will broaden the base of your core abilities to prepare you to accept MARYLAND REALTOR®

leadership roles within the association at the local, state, and national levels, as well as fortify your leadership presence in your community.

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BE NICE BE PROFESSIONAL PAY IT FORWARD FAMILY INTEGRITY EDUCATION GIVING BACK INNOVATIVE

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LEARN WHY

REALTOR® Stars in the Maryland General Assembly

BY MARK FEINROTH, ESQ.

W

ith the upcoming 2022 elections for statewide offices, there will be important races for Governor, Comptroller, Attorney General, and the entire Maryland legislature. REALTORS® should remember that several of their colleagues in the real estate brokerage field will be on the ballot competing for votes.

As the election approaches, Maryland REALTORS® will profile the legislators and candidates who work as REALTORS® or have previously worked in real estate related professions.

This article will be the first in a series highlighting our real estate industry friends and colleagues who are elected officials.

The Maryland state legislature is known as the General Assembly and meets each year in Annapolis for 90 days, with occasional special sessions when unique issues or conditions arise that require the legislature’s urgent attention. Due to the Assembly’s parttime nature, many of the Delegates and Senators are employed in other capacities during the rest of the year. An annual survey is

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conducted among the legislators to compile a profile of the membership. Six of the 47 Senators and 141 Delegates reported that they are employed in the real estate industry, and they vote on issues that directly impact real estate licensees, such as transfer and recordation taxes, affordable housing initiatives, and property management regulation.

Senator Guy Guzzone Our first REALTOR® legislative profile is of Senator Guy Guzzone, Chair of the Budget and Taxation Committee. He is a Baltimore native and graduated from both Parkville High School and the University of Maryland. Sen. Guzzone represents District 13 in Howard County and has held a real estate license for 6 years. He is affiliated with Long & Foster and works out of the Columbia office. Over the last year, Guy was very busy working with real estate clients; it appears his market is slowing somewhat compared to the Spring and Summer. He has decided to expand his business by creating a real estate team.

Guy has found that opening and operating a small business has given him some insight into the impact and structure of Maryland taxes, especially in the real estate field, as it affects his clients and constituents. The skills and attention to detail he applies to crafting the Maryland State budget are similar to those he uses to represent clients in the purchase or sale of their homes, their largest investment.

Delegate Matt Morgan Del. Matt Morgan represents House of Delegates District 29A in St. Mary’s County. Matt was born in La Plata and has worked in real estate with O’Brien Realty since 2005. He originally became a REALTOR® because “it was a great part-time job” that allowed him to run for office, while providing a steady income.

Matt was elected to the House of Delegates in 2015.

He became interested in running for office because he noticed that the 2009 recession and lending crisis resulted in legislative actions to lengthen the foreclosure process, which created unintended consequences that negatively impacted the real estate market. Matt serves on the Health and Government Operations Committee and has sponsored legislation to authorize Maryland’s entrance into an interstate licensure compact for occupational therapists.

Delegate Steve Arentz A member of the Bay Area Association of REALTORS®, Del. Steve Arentz is real estate state salesperson affiliated with Coldwell Banker and works with his wife, Biana Arentz. He has been a REALTOR® since 2003 and represents District 36, which includes all or part of Caroline, Cecil, Kent, and Queen Anne’s Counties on Maryland’s Eastern Shore.

As a member of the House Economic Matters Committee, Steve has an opportunity to influence legislation that directly impacts the Real Estate Brokerage Act, and he works closely with Maryland REALTORS® as those initiatives are debated. Arentz sponsored legislation that established a real estate licensee’s ability to discuss alternate properties available for sale while the licensee is sitting at a listing client’s open house. Steve

believes that his budget and accounting expertise as well as the ethics requirements associated with working in real estate brokerage are comparable to those required for service in the General Assembly.

During the 2021 legislative session, legislation was adopted to provide support for renters facing difficult circumstances. Steve is concerned that those supports may have swung too far in favor of tenants to the disadvantage of landlords who are also facing challenges driven by the pandemic economy. He hopes legislators will revisit the issue in the next session of the General Assembly.

Delegate Marvin E. Holmes, Jr. Del. Marvin E. Holmes, Jr., represents District 23B in Prince George’s County. He joined the REALTOR® family in 1992 and was elected to the House of Delegates in 2002. Holmes has worked in a wide variety of positions in real estate sales and property management, as well as the homebuilding industry as an engineer and a certified stormwater sediment official.

Since 2015 Holmes has served as the House of Delegates Chairman of the Housing and Real Property Subcommittee where he has jurisdiction over Maryland housing policy. Every major housing issue, apart from tax policy, has come through the subcommittee chaired

by Del. Holmes for the past seven years. These include many issues where REALTORS® have asked for action such as caps on the fees for homeowners’ association (HOA), condominium resale documents, and escrow agreements. In the coming 2022 legislative session, Holmes plans to once again pursue legislation to license community association management companies, along with a requirement to conduct studies of HOA, Condo and Coop community reserve funds.

Please look for our next article profiling REALTORS®, relatives and industry colleagues who balance parttime jobs in government service with their real estate careers. In this coming election year, it’s good for us, as a community of members, to get to know the legislators who play a major role in the work all of us do. ■ MARYLAND REALTOR®

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Congratulations!

Maryland REALTORS® Celebrates its members serving on NAR Committees, Councils, and Boards in 2022!

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AVI ADLER

CINDY ARIOSA

BILL ARMSTRONG

RUSSELL BOYCE

Board of Directors

Data Strategies Committee, MLS Technology and Emerging Issues Advisory Board

Reserves Investment Advisory Board

Board of Directors (Regional Vice President), Executive Committee

JAN BRITO

BOYD CAMPBELL

Board of Directors

Board of Directors, Finance Committee, Reserves Investment Advisory Board

YULONDA CAMPBELL

DAPHNE LYNN CAWLEY

Real Property Valuation Committee

Membership Policy and Board Jurisdiction Committee

LINDSAY CLARK

JESSICA COATES

JON COILE

MICHELE CORDLE

Multiple Listing Issues and Policy Committee

AE Forum (Vice Chair), AEC Recommendations and Recognition Advisory Board, Association Executives Committee, Board of Directors

MLS Technology and Emerging Issues Advisory Board (Chair), Multiple Listing Issues and Policies Committee

Professional Standards Committee

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KATHLEEN DARTEZ

ANITA DAVIS

ALICYN DELZOPPO

BRIAN DONNELLAN

Global Alliances Advisory Board

Board of Directors, Federal Financing & Housing Policy Committee

Board of Directors, RPAC Major Investor Council

Multiple Listing Issues and Policies Committee

NAKIA EVANS

GLORIA FARRAR

Board of Directors, Housing Opportunity Committee

Conventional Financing and Policy Committee

MARY GRACE FITZHENRY

DONALD FREDERICK

Land Use Property Rights and Environment Committee

Conventional Financing and Policy Committee

MELANIE GAMBLE

NISHIKA GREEN

Board of Directors, RPAC Participation Council

Broker Engagement Committee

MARY GROVEN

SHERMAN HARDY

JANICE HARIADI

Commercial Committee, Single Family Investment Management Committee

Housing Opportunity Committee

Broker Engagement Council

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LATONIA HARRIS

JOHN HARRISON

PAM HARRISON

HAROLD HUGGINS

JOANIE HYNES

Fair Housing Policy Committee

REALTOR® Safety Advisory Committee

AEC Volunteer Leadership Advisory Board

Credentials and Campaign Rules Committee, Federal Financing & Housing Policy Committee

AEC Volunteer Leadership Advisory Board

BETTY JANS

DENISE JOHNSON

ROBERT JOHNSTON

PATRICIA KALLMYER

CHUCK KASKY

Real Property Valuation Committee

Membership Policy and Board Jurisdiction Committee

Land Use Property Rights and Environment Committee

Board of Directors

Public Policy Coordinating Committee

BRENDA KASUVA

JANICE KIRKNER

JENN KLARMAN

EDWARD KRAUZE

CAROLE MACLURE

Fair Housing Policy Committee

Board of Directors

Member Communications Committee

REALTOR® Party Trustees for Campaign Services Committee

State and Local Issues Mobilization Support Committee

ANTHONY MANCUSO

RICHARD MARSHALL

COLETTE MASSENGALE

REALTOR® Safety Advisory Committee

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Professional Standards Committee

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DALE MATTISON

DEANNA MILLER

Strategic Thinking Advisory Committee

Board of Directors, Large State Forum (Vice Chair), State Leadership Idea Exchange Council (Forum Vice Chair)

KIM MILLS

DONNA MOFFETT

KIEYASIEN MOORE

GERARD OCCHIUZZO

JESSICA OLEVSKY

Risk Management Issues Committee

Fair Housing Policy Committee

Real Property Operations Committee

Professional Standards Committee

Fair Housing Policy Committee

CHINYERE ORIE

SUSAN PADGETT

JOANNE POOLE

STEPHANIE RALL

SARAH RAYNE

Federal Taxation Committee

Board of Directors

Board of Directors, Distinguished Service Award Council, Executive Committee

Data Strategies Committee

AEC-RCE Certification Advisory Board

ERICA SOLOMON

MARIAN STAAB

SANDRA STEWARD

SHAWNA SWANN

KENDRA TAFT

Global Business Councils Forum (Chair), Global Business and Alliances Committee (Forum Chair), Public Policy Coordinating Committee

Public Policy Coordinating Committee

Diversity Committee

Public Policy Coordinating Committee

Federal Financing & Housing Policy Committee

MERRY TOBIN

KEVIN TURNER

JENNIFER WARD

JOSEPH WILSON

CRAIG WOLF

Land Use Property Rights and Environment Committee

Business Issues Policy Committee

Leading Edge Advisory Board

REALTOR® Party Member Involvement Committee

Board of Directors (State President), State and Local Issues Policy Committee

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Meet the Staff Here to Maximize the Value of Your Membership The Maryland REALTORS® staff consists of professionals who are with you every step of the way.

Chief Executive Officer Chuck Kasky was elevated to CEO in October 2015, after having served as the association’s top in-house legal officer for 10 years. Chuck works closely with the volunteer leadership to develop and implement policies and initiatives that promote the real estate industry, private property rights, and housing opportunity. As CEO, he has continued the association’s primary focus on representing members’ interests before the legislature and advocating for REALTOR® professionalism with members and the public. Chuck also hosts the association’s Get Real Estate podcast.

Administrative April Sheesley serves as the Executive Assistant to the CEO. Having joined in April 2020, April manages all administrative functions of the association and is a member of the senior leadership team. April has been the lead on the new buildout for offices, which will be complete in early 2022. April staffs the Governance, Awards, and Real Property Operations committees. Joanne Gleason, who came on board in 2020, is the Administrative Assistant, working closely in the Administrative department. Her work supports meetings, events, volunteer coordination, and other administrative functions. As our Receptionist, Rebecca Baker is the first person you may meet whenever you call or visit association offices. She answers many of the questions our members have or can point them to the right staff person for an answer. She also assists with mailings and meetings.

Government Affairs Two people who advocate on your behalf in Annapolis is our Senior Vice President Bill Castelli and Director of Government Affairs Susan Mitchell. Formerly an aide to Rep. Steny Hoyer, Bill directs the association’s legislative strategy. He serves as staff liaison to the Public Policy and Legislative committees. In addition to Susan’s work at the Statehouse, she also works closely with the local boards across the state, directs grassroots efforts, and oversees the Local Government Affairs Director program. Before joining the association, Susan worked in government affairs for a pharmaceutical company.

Housing and Consumer Affairs Lisa May, Director of Housing and Consumer Affairs, joined Maryland REALTORS® in November 2021. Already well known to many, Lisa served as a Government Affairs Director for three local boards in Maryland. Lisa’s role falls under two departments: Government Affairs, where she focuses on advocacy targeting consumer and housing issues, and Strategic Communications, where she manages MarylandHomeownership.com and all communications targeting consumers and housing organizations. Lisa staffs the Housing Opportunity Committee.

Strategic Communications Daniel Patrell serves as Senior Director for Strategic Communications. Joining him is Joshua Woodson in the role of Digital Communications Specialist. The Department manages all the communications channels that members, the media, and the general public access on a daily basis.

This includes Maryland REALTOR® magazine, the association’s social media channels, the Get Real Estate podcast, monthly housing stats, the HotSheet enewsletter, media relations, the association’s website (mdrealtor.org), webinars, print and digital materials, videos, and events, such as the Annual Conference (Sept. 21-23, 2022). The department staffs the Communications/PR Committee and the Conference & Events Program Advisory Committee.

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Professional Development & Member Engagement Colette Massengale, as Director, manages the Professional Development & Member Engagement Department along with Administrative Assistant Lisa Haynes. This new department focuses on professional development and educational opportunities to advance the professionalism and success of members. This department manages the Graduate, REALTOR® Institute (GRI) program, the popular Leadership Academy program (pg. 21), and DEI (Diversity, Equity, and Inclusion) efforts.

This department manages several committees including: the DEI Advisory Group, the REALTOR® Institute GRI Advisory Group, the Leadership Academy Advisory Group, the Grievance Committee, and the Professional Standards Committee.

Legal Affairs The Department of Legal Affairs is headed by Kathleen Dartez and includes two new Staff Attorneys: Drew Kelly, who joined May 2021, and James S. Beslity, who started July 2021. Mark Feinroth serves as Director of Political Advocacy; Sandi Frazer works as the Professional Standards Administrator and the Legal Affairs Assistant. The “Legal Dream Team” produces answers to members’ vexing legal questions on a daily basis through its Legal Hotline (443.716.3502) and through various communication channels, such as the “Legal Brief” in the HotSheet. Kathleen staffs the Global Business and Real Property Operations Committees and manages the annual CIPS Institute. James staffs the Statewide Forms Committee. Drew staffs the Commercial Alliance Committee, along with directing the annual Commercial Symposium. Mark manages the association’s RPAC efforts and staffs the RPAC Trustees, Legal Action Fund Committee, Lockbox Consortium, and the Maryland REALTORS® Political Fund. Mark’s efforts with members have generated an unprecedented 52.75% participation rate. Sandi manages the Dispute Resolution section on mdrealtor.org. The Legal Department teaches CE courses to members throughout the state.

Finance and Technology Patti Schmitt, Vice President of Finance, manages the budget and financial operations for the association, working with its auditors and financial advisors and is the administrator for staff benefits. Her finance work informs the CEO, Board of Directors and officers, the Finance Committee, and staff. As Assistant Controller, Kim Knopp manages accounts payable and assists with daily financial transactions. Kim also maintains financial records for RPAC. Accounting Specialist Janelle Shannon manages accounts receivable and assists with daily financial transactions, as well. Janelle also administers RPAC raffle sales, requests for state candidate campaign contributions, and major investor contributions. Membership Administrator Victor Pessima maintains the member database, enrolls and activates secondary members, and manages office supplies and equipment. IT Director Michael Cunningham provides IT support and management, software development, and networking functions for the office and staff.

His work has enabled the association in setting up hybrid environments to allow members to meet virtually and in-person, simultaneously. ■

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Member Benefits Maryland REALTORS® Legal Hotline 443-716-3502

Budget

Free authoritative legal advice is available by calling the Maryland REALTORS® ® Legal Hotline or by submitting a Web Question Form. Questions on all aspects of real estate law are answered. A written response is sent to all callers and their brokers. http://www.mdrealtor.org/Legal/Legal-Hotline/ Submit-Question-Online

Amarki

https://www.budget.com/budgetWeb/html/bridge/ assoc/index.html?D836629

REALTOR® License Plate

https://www.amarki.com/mdr

Show everyone that you’re a REALTOR®. This special plate will set you apart from everyone else as a Maryland REALTOR®. For information or an application please contact Victor Pessima at 443-716-3500 or victor.pessima@mdrealtor.org.

(Vanity plates are not available with this offer.)

AVIS

FASTPARK

Amarki provides a direct marketing platform for REALTORS® to help them maximize their business. Follow the link for special rates for members.

Maryland REALTORS® save up to 25% off Avis base rates when making a reservation with Avis Worldwide Discount (AWD) number D423529. Complete your reservation and receive instant online and email confirmation of your travel plans. https://www.avis.com/en/home?dclid=COWRjeuXrdc CFQJaDAodSyAP6g

REALTORS® 32

Maryland REALTORS® always save up to 25% off Budget base rates with offer code (BCD) D836629, plus get other great offers like dollars off, a complimentary upgrade, or a free weekend day.

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Enroll in our Free Relax for Rewards Program using the company name Maryland REALTORS® ®. Once enrolled using your company code (B56354), MD REALTOR and email address, a Fast Park card will be issued. Guaranteed daily flat rates, earn points towards free parking, print receipts, review parking history, and request free parking. Visit www.thefastpark.com to complete the application process.

Benefits by Choice

TransUnion SmartMove

Benefits by Choice offers Maryland REALTORS® ® a new way to shop for the insurance benefits you need. With their service, you will get comparison quotes from multiple insurance providers. Shop the most affordable Health, Dental, Vision and Life insurance available. For more information call Stuart Jackson 888-424-4842 x101 or by visiting

TransUnion SmartMove gives Maryland REALTORS® ® independent landlords all the screening tools you need, with none of the hassle. Visit their website now to get started and create an account in minutes. Receive credit and criminal reports, and a leasing recommendation.

No approval processes. No minimums.

www.benefitsbychoice.com.

https://mar.mysmartmove.com/

Eco Ink Benefits

TaxBot

We are pleased to offer Eco Ink Benefits’ Ink & Toner program. The Eco Benefits Ink & Toner program has a new look and feel with higher-quality products, guarantees, coupons and free shipping on orders over $49!

TaxBot is an expense tracking system designed to save thousands every year. Did you know there are HUGE tax advantages for your business?

Regardless of how much money you make, TaxBot teaches you how to keep more of what you earn! Guaranteed to save at least 20 times your investment in your first 30 days or your money back.

https://mar.ecoinkbenefits.com/

EnergyPlus

https://taxbot.com/

Enroll today to receive your electricity and natural gas for your home or business from Energy Plus, an energy supply company. To be eligible, you simply need an address within the Energy Plus service area, which currently covers areas serviced by BGE, Delmarva Power, and Pepco for electricity and BGE for natural gas.

Office Depot/Office Max

http://www.energypluscompany.com/combined/ mdrealtor/md/?apptype=EM&cellcode=02campai gn+6134&pcb

Maryland REALTORS® ® have access to exclusive members only discounts at Office Depot and OfficeMax. Save up to 80% off preferred products, receive FREE next day delivery on orders over $50, exclusive low printing costs and much more. http://officediscounts.org/mdREALTORS®/

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Errors & Omissions Insurance

REALTORS®® Insurance Marketplace

As a leader in the insurance industry for 60 years and a longtime partner of Maryland REALTORS® ®, Pearl Insurance is proud to share with you our quality Errors & Omissions Insurance, which offers valuable coverage that’s better and more affordable than ever before. Call us at 800-447-4982. http://pearlinsurance.com/

REALTORS® ® Insurance Marketplace is an easy-to-use comparative shopping site designed to help NAR members obtain insurance by offering a wide roster of insurance plans and products. Offered under the REALTOR Benefits® Program, the Marketplace Health Insurance Exchange, featuring insurance plans from top-rated carriers nationwide that meet the mandates of the Affordable Care Act. Call them at any time 1-877-267-3752.

Center for REALTOR® Financial Wellness

http://www.REALTORS®insurancemarketplace.com/

The Center for REALTOR® Financial Wellness is a resource designed exclusively to meet the specific financial needs of REALTORS® ®. This comprehensive program includes education materials and resources for wealth building, business planning, and investing in real estate. Learn more at www.financialwellness.realtor to assess your current financial profile, receive personalized planning goals, and practice financial planning decisions in a risk-free way, and explore a robust library of resources.

Benefits of NAR Membership Participating in a membership of over 1,300,000 members gives you real strength and real advantages. NAR serves the diverse interests of all our members who specialize in residential or commercial real estate including established and new agents, brokers/owners, association executives, and board leadership. https://www.nar.realtor/realtor-benefits-program

360 Coverage Pros Cyber Insurance 360 Coverage Pros is an industry leader providing innovative insurance and benefit solutions. 360 Coverage Pros provides a comprehensive suite of products and services designed to help your business manage and insure today’s cyber security and data breach risks. https://www.360coveragepros.com/mdrealtor

REALTORS® 34

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Constant Contact Email Marketing Constant Contact is built to simplify the complex and confusing task of marketing your idea, even if you’re a beginner. Their award-winning team of marketing advisors are there for every customer, every step of the way, offering live, real-time marketing advice on the phone or online. Maryland REALTORS® Members receive an additional 10% off the standard prepay discounts.

That is 20% off six months, or 25% off the full year.

Pre-payment is required for these member exclusive savings. Visit https://www.constantcontact.com/ pricing?pn=marylandrealtors for more details.

UPS Maryland REALTORS® and UPS took the guesswork out, and put the easy in. Members now have access to new and improved flat rate pricing with savings of 45% on Domestic Next Day/Deferred, 25% on Ground Commercial / Residential and up to 50% on additional services. In addition, members can take advantage of UPS Smart Pickup® service for free. Open a new account, or if you are already taking advantage of our UPS savings program, re-enroll and apply the new discounts to your existing account by visiting: www.savewithups.com/mdrealtor or call 1-800-MEMBERS (1-800-636-2377), M-F 8 a.m.–5 p.m., ET.

Maryland REALTORS® Rx Program

RentSpree Simplify your entire tenant screening process. RentSpree’s award-winning software collects a completed rental application and delivers credit, criminal, and eviction reports. There is no cost for you and reports are available in minutes! Visit RentSpree to learn more or start screening today. https://mdrealtor.rentspree.com/

InvisaWear Stay safe while showing property with our smart jewelry and keychains with hidden safety technology inside. Maryland REALTORS® save 15% from our collection of bracelets, necklaces and keychains! https://www.invisawear.com/pages/ maryland-realtors

Hotel Engine Hotel Engine is a free and exclusive members-only hotel booking platform that connects Maryland REALTORS® members to deeply discounted hotel rates. Take advantage of an average of 26% off public rates at more than 150K+ hotels; no contracts, annual fees, or minimum spends; and superior 24/7, U.S.-based customer support. Sign up for free! https://members.hotelengine.com/join/ marylandrealtors ■

This program is being provided to you and your family to help lower your prescription drug costs. Simply create REALTOR ® and print your FREE Prescription S Drug Card below and receive savings of up to 75% (discounts average roughly 30%) at more than 68,000 national and regional pharmacies.

This card can be used as your primary plan and/or it can be used on prescriptions not covered by your insurance plan. This program also includes other value-added programs which will be listed on the card.

This card is pre-activated and can be used immediately. https://bit.ly/MDRRX MARYLAND REALTOR®

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A REALTOR’S® Perspective on Working with the Deaf Community

BY SUE BURNES

M

y son graduated from the Maryland School for the Deaf in Frederick where there is a large Deaf community. During his graduation party, his cousin brought her boyfriend, now her husband, who had never met a Deaf person. This would have been his first experience being in a deaf environment, where—among more than 100 guests— American Sign Language (ASL) was the primary language used.

I was intrigued to wonder what his thoughts were of Deaf people. He responded that he was in awe of how happy this community seemed to be. As one who is Deaf, I found his perception fascinating, based on the numerous misconceptions that have been placed on the Deaf community, the primary one being that we are “lacking a sense.” This misconception may be understandable to a hearing person, as it may be hard to imagine a life without sounds or music. And yet our lives as Deaf people are rich and wonderful, without the sound that hearing people enjoy.

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Please keep in mind when you meet a Deaf person (or client!) that they are visual human beings and rely on their eyes for information. Although there are Deaf and Hard of Hearing people who have retained some hearing and have had training in Spoken English and listening skills, understanding the visual element is crucial.

So, what is your first step when meeting someone or a group of people who are Deaf? Be mindful when you engage the first time. The Deaf community comes from different walks of life, each unique. Always follow their lead as to how they want to communicate with you. They may use ASL, or they may prefer texting. They may use spoken English if they are comfortable. Some may have the ability to lip-read; others do not.

Your primary goal is to establish a comfortable communications process that works best for all parties.

Here are some tips: 1.

The American Sign Language (ASL) Alphabet

Always maintain eye contact when communicating with a Deaf person.

2. Use the texting feature on your smartphone as a means of communication. For those who can hear, you may wish to use your phone’s “voiceto-text” feature. Please do not assume that every Deaf person can lip-read. If a Deaf person can (and/or wants to) they will let you know.

3. If speech and hearing are used, speak with clarity, then pause for a response. Allow the person you’re engaging an opportunity to ask to repeat something, if they did not catch everything you said. Do not assume that everything you said is understood.

4. If a Deaf person does suggest lip-reading, move your lips with clarity, and enounciate every word.

Lip-reading is a trained skill; it requires significant practice, so help the process by taking the time to say each word carefully. Want a challenge? Ask a hearing friend to try to “read” you as you speak something silently. How easy was it?

5. Use hand gestures and facial expressions as much as possible.

6. Always have the title company provide an American Sign Language interpreter during settlement.

7.

Make sure that you accommodate the communication process between your buyers and the inspector during inspection, to be sure everything is covered and to answer any and all questions your buyers may have.

Please DO NOT: 1.

Ask a Deaf person if they can lipread; this is not an assumption you should make.

2. Speak directly into their ear.

3. Speak louder with hopes they can hear you better.

4. Use their hearing children or family members to help with interpreting unless the Deaf person gives permission. You want to avoid any potential for misunderstanding.

5. Talk to a hearing member of the Deaf person’s family who is not the buyer, when your focus needs to be on the Deaf buyer; doing so is completely disrespectful and potentially enters misinformation into the transaction. To comply with the Americans With Disabilities Act, you must ensure that MARYLAND REALTOR®

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a Deaf or Hard of Hearing client can both understand and participate in discussions, negotiations, or other interactions. Speaking with the hearing person rather than with your Deaf buyer or seller potentially denies your client the opportunity to fully participate in those discussions.

accommodation needs. And let’s face it: if the Deaf buyer/seller enjoyed the process because you took the time to communicate with them in a way they could understand, of course they will want to work with you again, when that time comes, as well as referring you to other friends and family they know.

6. Interpret for your Deaf or Hard of Hearing buyers/ seller during settlement if you are not a certified ASL interpreter. During settlement, you need an expert (certified) interpreter to make sure that the communication is flawless during such an important transaction.

Technology has helped to bridge the gap between the Deaf and Hearing communities. Closed captions has helped to extend communications to both communities.

When you want to market to the Deaf community in your social media posts, always include closed captions in your videos. Video Relay Services (VRS) is a tool that connects Deaf or Hard of Hearing buyers/sellers with an ASL sign language interpreter and you, to relay voice message to signs. The Deaf person sees the

The effort that you demonstrate to communicate with the Deaf and Hard of Hearing goes a long way; you are building a relationship of respect, honoring their

Email

Home

(run forefinger through a hand shaped as a “C”)

(touch cheek gently with hand)

Thank You

Think

(lift fingertips to chin, then push out)

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MARYLAND REALTOR®

(forefinger to your temple)

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No

(pinch forefinger and middle finger with thumb closed a few times)

Yes

(closed fist moves up and down)

interpreter’s gestures on their tv/phone screen, making communication accessible to both. This is an alternative to email or texting.

Finally, understand that the Deaf and Hard of Hearing community in Maryland is large, and these are people who want to buy and sell homes. Maryland alone hosts more than 1.2 million of Deaf and Hard of Hearing residents. Nearby in Washington, D.C., Galludet University is the world’s only university that focuses on deaf and hard of hearing students. There are so many Deaf and Hard of Hearing employees who commute to Gallaudet and other families who have Deaf children attending the Maryland School for the Deaf in Frederick or Columbia, as well as other educational programs throughout the state.

Please

(bring open hand up to chest, move in circles)

You don’t have to be a certified ASL interpreter to work with the Deaf community, but if you learn some signs, it will go a long way toward communicating with buyers and sellers who are Deaf. To help you, we’ve posted the “ASL alphabet,” (learn how to spell your name!), and I’ve provided a few signs for you to learn within this article. Stay tuned to the Maryland REALTORS®’ website and Facebook page for a video, coming soon, to help you with other signs, when working with the Deaf or Hard of Hearing. ■

Sue Burnes is a Deaf REALTOR® who lives in Frederick, Maryland, who works with and is actively involved in the Deaf Community.

Text

Settlement

(lift closed hands up and press thumbs down)

(hands open, facing down, pushing down slightly)

Additional Resources Maryland Governor’s Office for the Deaf and Hard of Hearing: https://odhh.maryland.gov/ Maryland Deaf Community Center: https://www.deafmdcc.org/

You’re Welcome

(bring open hand, palm up, into your chest)

Introduction on the Deaf Community, a quick tip sheet: https://www.nationaldeafcenter.org/resource/ deaf-community-introduction Guidance from the National Association of the Deaf: https://mdrealtor.info/NAD_REALTOR

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GREEN LIVING

Stormwater Management: You May be Able to Benefit Locally

BY JAMES S. BESLITY, ESQ.

Recent weather events and those in the more distant past have demonstrated that stormwater management is becoming an increasingly serious issue, particularly in urban and suburban parts of the state where the watershed drains into the Chesapeake Bay. When it rains in these areas, rainwater washes pollutants such

40

as nutrients, chemicals, and heavy metals off impervious surfaces— roadways, sidewalks, and roofs— and into storm drains that lead to natural waterways. Rainwater also easily carries pollutants off lawns or bare soils and directly into streams and rivers. Development frequently leads to increased amounts of impervious surfaces, allowing larger quantities of rainwater to

reach limited-capacity stormwater management systems and tributaries, quickly causing flash flooding, stream bank scouring, and sedimentation of streambeds and navigable waterways.

In many residential areas, stormwater management systems were designed to handle far less significant rain events than we have seen recently, such as Hurricane Ida,

JURISDICTION/PROGRAM NAME

BENEFIT

Anne Arundel County Stormwater Management Property Tax Credit Program https://mdrealtor.info/stormwaterAAC

Property tax credit of 10% of the cost of materials and installation for making qualified improvements, not to exceed a total of $10,000 over the five-year life of the credit. Available to residential and commercial properties.

Rain barrels, cisterns, rain gardens, removal of impervious surfaces, swales, dry wells, landscape infiltration, permeable pavers, infiltration trench, sand filter, green roof, bioretention, constructed wetland, wet pond, living shoreline.

Baltimore City Reducing Your Stormwater Fee https://mdrealtor.info/stormwaterBC

Reduction in stormwater fee depending on type of project.

Credit on stormwater fee for single-family properties by installing and maintaining features such as trees, rain gardens, and rain barrels. For non-single family, commercial, and industrial properties, trash cleanup, tree planting, and de-paving are among several activities that may qualify for credits.

Frederick County Green Homes Challenge https://mdrealtor.info/greenhomesFC

30% or 60% reduction on stormwater fee. Residential properties only.

Participants accumulate points depending on projects installed, including rain barrels, tree planning, and septic system pumping.

Howard County CleanScapes https://mdrealtor.info/cleanscapesHC

Up to 75% reimbursement per project; cap on reimbursements varies from project to project. Residential properties built before 2003 only.

Rain gardens, rainwater harvesting, permeable pavers, tree canopy expansion, dry wells, and pavement removal.

Montgomery County RainScapes Rewards Rebates Program https://mdrealtor.info/rainscapesMC

$7,500 maximum rebate for residential properties, $20,000 maximum rebate for commercial, HOAs, multifamily or institutional properties.

Rain gardens, rain barrels, conservation landscaping, permeable pavers, and other approved projects.

Prince George’s County Rain Check Rebate Program https://mdrealtor.info/raincheckPGC

Lifetime maximum rebate of $4,000 for Rain barrels, cisterns, rain gardens, urban tree canopy, pavement removal, permeable pavement, residential properties and $20,000 for and green roofs. commercial, industrial, and institutional properties. An applicant may complete multiple projects until the total maximum rebate amount is met.

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TYPES OF PROJECTS ACCEPTED

Even though the imagery of flooded communities and polluted waterways may appear bleak, property owners can take a wide range of steps to ensure that they are doing their part to mitigate stormwater runoff from their homes and businesses.

“Green roofs” can help with stormwater management, and can help reduce heating and cooling costs.

resulting in backed-up sewer lines, flooded basements, and standing water that can quickly propagate disease-causing insects, such as mosquitoes.

Even though the imagery of flooded communities and polluted waterways may appear bleak, property owners can take a wide range of steps to ensure that they are doing their part to mitigate stormwater runoff from their homes and businesses. For example, rain barrels—an increasingly common yet extremely simple concept— are water harvesters that attach to existing rain gutter systems and collect the water that would otherwise flow off a roof and into waterways and storm drains. This water is then available to use via an attached spigot to water landscaping, wash cars, or even flush toilets.

Rainwater harvesting provides an alternative to using municipal water or well water for such activities, and plants benefit from water that is free of added chemicals and minerals found in tap water. Moreover, a major benefit of rain barrels is their reasonable cost and ease of installation.

At the more advanced end of the spectrum, “living” or “green” roof systems incorporate a layer of vegetation planted over a waterproofing system that is installed on top of a flat or slightly sloped roof. Not only does the vegetation absorb rainwater, but depending on the type of system used, the roofs can reduce heating and cooling costs and provide an attractive, natural feature to multi-unit residential and commercial buildings in even dense urban areas. Green roofs are not a new concept, with many mid-20th century examples found throughout Europe, but they have become an increasingly popular feature of environmentally conscious new construction projects across the world. Though most conducive to new construction, green roofs may also be retrofitted onto existing roofs.

To offset the cost of these and other projects that mitigate the effects of increased stormwater runoff, several jurisdictions in Maryland have taken steps to incentivize homeowners and commercial property owners to incorporate stormwater MARYLAND REALTOR®

management features into their landscaping, hardscaping, and other home improvement projects.

These locally sponsored programs typically provide a tax credit, fee reduction, or direct cash rebate to participants who install features ranging from rain swales (depressions incorporated into landscaping that collect excess rainwater and allow it to absorb into the ground naturally) to permeable driveway pavers (paving systems that allow rainwater to penetrate into the ground).

Basic information on a range of these programs is provided in the table on page 40. This information is also a great resource to provide to clients who may be eligible for a benefit by incorporating stormwater management features into their upcoming landscaping or home improvement plans. ■

James S. Besilty, Esq. is a Staff Attorney at Maryland REALTORS®.

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CEO CORNER

2022 in Preview

BY CHUCK KASKY

Every October 1, Maryland REALTORS® welcomes a new Leadership Team, having recently elected a slate of officers and directors. Select members also constitute the Executive Committee, which is largely responsible for making strategic decisions between meetings of the Board of Directors.

It’s important to remember that we are member-directed association, which means you set the policies and strategic goals that staff is responsible for implementing.

It’s important to remember that we are member-directed association, which means you set the policies and strategic goals that staff is responsible for implementing. Craig Wolf, 2022 Maryland REALTORS® President has a full array of initiatives to move our association forward.

Craig Wolf, 2022 Maryland REALTORS® President has a full array of initiatives to move our association forward. One of them is the return of Regional Roundtables.

Yes, we will again be meeting our members in person! (Fingers crossed). As in previous years, these four events will be held in the first quarter of the new year in locations accessible to everyone. At the Roundtable you will receive briefings from the Maryland REALTORS® Leadership Team and hear from senior staff about what’s happening behind the scenes. We close the session with an open Q&A where you get all your questions answered. Stay tuned for more information on these events.

2022 Things To Do Host Regional Roundtables Strengthen Fair Housing Review the Contract Support Legislative Agenda

Fair Housing is a true passion of Craig’s. He teaches the CE class regularly and believes the curriculum can be updated to reflect recent trends and be made more engaging. As you well know (because you take the class every two years), it

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can become stale over time. The plan is to refresh the class with more current and relevant information like the recent Newsday investigation and to promote it as the statewide model for all licensees. To mark Fair Housing month in April 2022, we will be holding a Fair Housing Summit on April 20, 2022, to highlight the challenges, opportunities, and successes in the pursuit of equal housing opportunity. At the summit we will unveil the new class; Craig is looking forward to being the instructor. Look for more information on this event in early 2022.

One of Craig’s strengths is his understanding that members on the front lines of our profession are in the best position to provide input into what Maryland REALTORS® should be focused on. Over time, he has heard from many members that the residential contract is cumbersome and difficult for consumers to understand. Craig has appointed a Task Force of members with deep familiarity with the forms to review the entire library and, if appropriate, make recommendations to make the forms more accessible and userfriendly. This is a significant undertaking with potentially game-changing results. The Task Force hopes to make its report by June 2022.

Of course, we know that often events overtake the best laid plans, and we also know that there will be unforeseen challenges and opportunities this year. One thing we can count on, however, is that the 2022 Maryland General Assembly will meet from the second Wednesday in January through the second Monday in April. Maryland REALTORS® will be advocating in support of a variety

of initiatives, including increasing the supply of housing and addressing some real estate practice issues.

For example, in light of the recent pronouncement by the Maryland Real Estate Commission that a long-standing practice of allowing agents to collect commissions at the settlement table will no longer be allowed, we will support legislation to restore the ability of brokers to authorize it. One other initiative is to permit distribution of a deposit to a buyer when the buyer rescinds a contract in accordance with its express terms or a statutory provision. In those cases, the seller should not be able to obstruct the distribution, putting undue financial strain on the buyer.

As I said earlier, while this is a robust agenda for 2022, we will continue to be vigilant and flexible, meeting the needs of our members and engaging you in the many ways with which we have become familiar. It’s the “now normal” and we will continue our path forward on your behalf. As always, feel free to reach out to me with questions, comments, or concerns. ■

Chuck Kasky is the CEO of Maryland REALTORS®.

www.FHA203k.com

THE RENOVATION LOAN EXPERTS: The FHA 203k and the FNMA HomeStyle

When the house you are selling or buying needs Repairs / Renovation Nothing has to be done by the seller - buy the house AS IS All the money given to the Buyer for Rapairs / Renovation after closing

For more information: Call Bill at (877) 831-0505 Bparisi@1stpref.com MARYLAND REALTOR®

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PROFESSIONAL DEVELOPMENT continued from page 44 Maryland REALTORS® Leadership Academy consists of seven education sessions, generally held on a Thursday each month at Maryland REALTORS® headquarters in Annapolis. The program concludes with a Recognition Ceremony where graduates are honored by State and National leaders for their hard work and dedication.

If you choose to take this journey, here is what you can expect to take away from each seminar: ■

Session 1, you’ll learn about organizational leadership styles and visioning.

■

Session 2 will familiarize you with the legislative process and the Association’s role in legislation and government affairs.

■

Session 3, you will get a thorough understanding of organizational long-range planning.

■

Session 4 will help you fine-tune your knowledge of association governance and enhance your professionalism.

■

Session 5 will help you master the art of communicating effectively with all audiences, including the media.

■

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Session 6 explains how embracing Maryland’s diverse marketplace makes the dream of homeownership a reality for many more individuals—and increases your bottom line.

MARYLAND REALTOR®

Since its inception in 2001, Maryland REALTORS® Leadership Academy has enhanced the leadership skills of members across the state.

This challenging and rewarding leadership development opportunity will broaden the base of your core abilities to prepare you to accept leadership roles within the association at the local, state, and national levels...

■

Session 7, the NAR Research Group shares its real estate and economic outlook. You will also revisit the goals you established in Session 1 in part 2 of this session.

Participation is open to all REALTOR® members and affiliates.

Interviews for the program will be held in January 2022. A maximum of 20 individuals can be selected to participate in each Academy program. Maryland REALTORS® Leadership Academy Advisory Group members select Academy participants based on the interview and the completed application.

Maryland REALTORS® encourages diversity in all that we do, to include education, cultural backgrounds, committee participation, membership in councils and societies, life experiences, community involvement, and more. The perspectives of each of our participants contribute to the overall experience of the class.

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Take this opportunity to prepare yourself to lead in your real estate specialty area or wherever your passion lies, from the arts, religion, and government to communitybased organizations and multicultural associations.

The Maryland REALTORS® Leadership Academy is designed to help you make a difference.

We invite you to apply! Look for the application on Maryland REALTORS® website and in announcements in future issues of the HotSheet. ■

Colette Massengale, Esq. is the Director of Professional Development and Member Engagement for Maryland REALTORS®.

BRIGHT MLS

Setting Yourself Up for Success and a Bright New Year As 2021 winds down and you gear up for 2022, set yourself up for success in your business with a plan of action! A great way to do this is to turn to your calendar and your Bright toolbox to assure you have the best practices in place!

Here are 5 tips for the New Year:

1.

Do a year in review

The end of the year is the perfect time to pull your year-end numbers in Bright’s Inventory and audit your transactions for correctness and completeness. You’ll want to make sure that you closed your completed listings and received credit on your buyer side transactions for any awards or tracking with your brokerage, franchise, and/or association level awards.

While you’re logged into Bright, visit your Account & Settings page to check if your contact information is up-to-date, particularly your email address, phone number, and license information. If you’re not sure how to check this information, visit BrightMLS.com/UpdateInfo for step-by-step instructions.

2.

Evaluate your marketing efforts

Now that you’ve audited your business transactions for 2021, analyze your leads and clients from your transactions to help build on your strengths for a new year’s marketing and referral efforts and find gaps in

the market you may be overlooking.

Ensure that you have updated client auto emails and contact information for the coming year.

Keep yourself top of mind with past clients by updating existing auto emails or creating new ones that highlight market activity where their home is located. Customize a message letting these past clients know that you value your connection with them and are never too busy to act as their real estate expert and welcome their referrals and leads.

3.

Strategize for new leads

Think about how you can categorize your leads to gain new ones.

Utilize groups in Bright Contacts to maximize these efforts. You can create groups for leads with similar attributes such as first-time home buyers, empty nesters, or geographical location. Set up a reminder to touch each group at least monthly.

Once you have your groups determined, brainstorm topics and content relevant to each one. For instance, you could set up a hot sheet for prime listings suitable for your senior group in adult living communities and share those listings with that group.

4.

grow? Make an appointment with yourself to publish regular posts to your preferred platforms. Consider using one of the many great reports like Market Stats to create content your readers want. You can also embed the Home Demand Index in your blog or website for near real-time insight into buyer side demand and activity.

5.

et more out G of Bright

Are you capitalizing on all that is included with your subscription? Have you taken advantage of the new Teams feature to build team visibility and streamline your workflow? Do you know how to use Home Demand Index in your listing presentations? Your subscription grants access to several powerful real estate tools beyond Search and Listing Management at no additional charge. Learn more by taking one of our webinars listed at BrightMLS.com/Education.

You can also stay on top of Bright news and articles by following Bright on Facebook (@BrightMLS), Twitter (@Bright_MLS), LinkedIn (linkedin.com/company/ brightmls), YouTube (Youtube. com/BrightMLS), Instagram (@BrightMLS) and our blog (BrightMLS.com/News). ■

Utilize passive marketing

Do you have a website or social media presence that you want to MARYLAND REALTOR®

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SELL MORE WITH MARYLAND

We’re Here to Help!

BY MATTHEW HECKLES

The Maryland Department of Housing and Community Development (DHCD) has implemented several programs over the years aimed at providing affordable housing for Maryland residents.

If you know of a homeowner who is facing financial hardship and may be facing displacement from their home, the Maryland Homeowner Assistance Fund (HAF) may be able to assist. The program was established through a partnership with the U.S. Department of Treasury and Congress, through the American Rescue Plan Act enacted on March 11, 2021, to help homeowners experiencing financial hardship after January 21, 2020.

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MARYLAND REALTOR®

DHCD has appropriated funds to assist homeowners struggling with their mortgage payments or other housing costs due to the COVID-19 pandemic. The Maryland Homeowner Assistance Fund (HAF) will partner with mortgage servicers to find viable solutions for homeowners struggling to pay their mortgages. The goal of the program is to help create a longterm sustainable and affordable mortgage for borrowers.

If you know someone who is struggling with their mortgage and think they could be eligible, visit homeownerassistance. maryland.gov for more information. ■

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Follow us on social to stay up-to-date: facebook.com/ marylandhousing/ twitter.com/ MDHousing

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

DHCD is here to help!

The Maryland Department of Housing and Community Development (DHCD) has implemented several programs over the years aimed at providing affordable housing for Maryland residents.

If you are a homeowner who is facing financial hardship, and may be facing displacement from your home, the Maryland Homeowner Assistance Fund (HAF) may be able to assist. If you know someone who is struggling with their mortgage and think they could be eligible, visit homeownerassistance.maryland.gov for more information.

Learn more about how our programs can help:

dhcd.maryland.gov

Social icon

Square Only use blue and/or white.

For more details check out our Brand Guidelines.

@MDHousing

FROM THE HOTLINE

Disclosure of Licensee Status

BY KATHLEEN DARTEZ, ESQ.

Q:

I recently formed an LLC with two friends. Our plan is to purchase homes that need a little bit of work, then renovate and sell the homes. It is possible that we may renovate a home and rent it to a tenant rather than selling it. I know that there is a requirement for licensees to make a disclosure when they’re buying or selling a home. Can you explain what is required?

The Maryland Code of Ethics sets forth a licensee’s disclosure obligations. A licensee is required to make a disclosure when seeking to acquire a real property interest: A licensee seeking to acquire an interest in real property must disclose the licensee’s licensing status in writing to the seller or lessor of the property no later than the time that an offer is submitted. Md. Code Regs.

09.11.02.02(D)(1).

A licensee seeking to sell or lease real property is also obligated to make a disclosure: A licensee seeking to sell or lease real property owned by the licensee must disclose that ownership interest in writing at the time that the property is offered for sale or lease. Md. Code Regs.

09.11.02.02(D)(3).

The obligation to disclose your licensee status or ownership interest is broad in scope. It is not limited to situations where you own or are acquiring property in your individual capacity. The disclosure obligation

48

MARYLAND REALTOR®

also applies when a licensee is acting on behalf of or representing: ■

A member of the licensee’s immediate family;

■

An entity in which the licensee has an ownership interest;

■

An employee of the real estate brokerage with which the licensee is affiliated; or

■

An employee of a team or group of which the licensee is a member.

If you are representing your LLC in the purchase of real property, you would have to disclose your licensee status because you are representing ”an entity in which you have an ownership interest.” It doesn’t matter if the other two members of the LLC are the managing members, or if they hold a majority ownership interest and you only hold a 1% interest.

The regulation provides guidance on how you make your disclosure:

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Written notice required by … this regulation may be given through the multiple list service and through any other written means effective in |

mdrealtor.org

bringing the information to the attention of prospective buyers or lessees.

When adding a listing to Bright MLS, you would indicate your licensee status by checking the appropriate box. This disclosure alone is not sufficient, according to the MREC. Although the phrase “through any other written means effective in bringing the information to the attention of prospective buyers or lessees” may sound a bit vague, the Commission is crystal clear on how it interprets that verbiage.

As noted earlier, disclosure is required when a licensee is representing a member of their immediate family. The regulation defines “immediate family” as follows: The licensee’s immediate family shall include the licensee’s spouse or domestic partner, child, stepchild, child’s spouse, stepchild’s spouse, parent, sibling, grandparent, or grandchild. Md. Code Regs.

Thus, you would be required to make the disclosure if representing your stepchild. However, no disclosure would be required if representing your stepparent. ■

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

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