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.
PROVEN. POWERFUL.
A Hurricane as Metaphor
Flying into a hurricane tends to create its own metaphors. Rough waters. Heavy winds. Flooding. Worse. You get the picture. Yet that is what I and others did when traveling to the NAR NXT Annual Conference in Orlando, Florida, in November. The storm diverted my flight to Tampa, and from there I rented a car to head into the eye of Hurricane Nicole. But it wasn’t just me. Many other REALTORS® faced similar situations as thousands of us converged on Central Florida for education, networking, important governance work, and more.
While the traveling was dicey at best, everyone who made the trip was glad they did. Like every NAR event I’ve attended, I came back energized with ideas that I could apply in my own work as a REALTOR®, along with ideas that can help our association and its more than 30,000 members. We learned more about “Riding with the Brand” directly from its originator, NAR President Kenny Parcell. In talking with our colleagues nationwide, we learned that our “Riding with the Brand” event—the Maryland Homeownership Expo on June 17— will be one of the few events that not only strengthens the REALTOR® brand but also reaches out to consumers, leveraging Homeownership Month.
It was also good to hear from NAR’s Chief Economist, Dr. Lawrence Yun. As we’re all interested in what 2023
housing sales will look like, I appreciated Dr. Yun’s remarks, grounded in data and historical perspective, that low inventory—something we know well in Maryland—has helped to keep housing prices steady.
Speaking of the economy, here’s what’s inside our latest issue. As we’re all interested in what will come in 2023, we’ve compiled the findings from a few economists to share their thoughts on 2023 home sales. Dr. Yun, Anirban Basu, and others have contributed their thoughts. You can find this on page 12.
Lisa May, our Director of Advocacy and Public Policy, has previewed what to expect from the coming legislative session in Annapolis. As we continue to search for solutions that help to alleviate Maryland’s severe housing shortage, we again will lend our support for legislation that encourages Accessory Dwelling Units statewide. Turn to page 8 to learn more.
Another useful article features the voices of our various local Government Affairs Directors (GADs). Lobby Day in Annapolis is coming soon on February 7. Read the advice from our local GADs, so that you can put your best foot forward when working with legislators.
We’re also acknowledging our members who have volunteered to serve on NAR committees, boards, and councils. To that end, we’ve created four different covers for this issue of the magazine, honoring
members who are making an impact nationally. Which copy do you have? If you want to see the four members who made it to our cover, turn to page 6.
So let’s return to this hurricane metaphor. Yes, Nicole messed up the travel of many REALTORS® heading to Orlando. We flew (or drove) into heavy rains and wind. Yet, the very next day served up beautiful Florida sunshine.
Perhaps Hurricane Nicole, quickly downgraded to a tropical storm, is our metaphor for 2023. Yes, it’s going to be a little rough heading into the year with interest rates and inflation impeding sales, but if economists see signs of easing inflation with homes retaining their value or losing just a few percentage points, then perhaps we are looking at a little less rain, a little less wind, and a little more sunshine than originally anticipated. ■
Yolanda Muckle Is Maryland REALTORS®’ 2023 President.
Let’s Talk About It!
Real Estate and The Energy Crisis
Schedule a 15-minute PRO$ presentation during your office meeting and you’ll learn:
How to address the long-term ramifications of owning an oilheated home.
Foreign independence: Where does our oil really come from?
Bioheat® fuel and the revolutionary solution to controlling oil prices.
The three tell tale signs that an above ground tank needs to be replaced.
Tank replacement options: What are the real costs?
How to help your clients reduce heating costs up to 65%.
To schedule a brief, 15-minute conversation on Zoom or in-person, visit OilheatPROS.com/md-de.
Energy Efficiency –a key selling feature
When you prepare an oil-heated listing to show, you’ll want to highlight every possible selling feature of that home, including its energy efficiency. Here’s what you should find out about the home that you’re getting ready to list:
Smart thermostat? Homeowners who have smart thermostats are able to moderate their energy use and reduce waste when they aren’t at home. If your client doesn’t have one installed, they should — it adds a whole new dimension to the efficiency of a home.
Service contracts? If your client has a service contract with their heating oil company, that’s a major selling feature. Heating oil systems that are regularly maintained operate at peak efficiency, leading to savings year over year. And, local heating oil dealers often transfer service contracts from one homeowner to the next. Buyers respond very favorably when they find out the heating system in their new home is already covered.
The more you know, the more you’ll sell!
PRO$ is the national nonprofit educational program for REALTORS® selling oil-heated listings.
Other recent home upgrades? Home upgrades have a direct impact on the overall energy efficiency of a home. For example, if old windows are replaced with airtight windows, air leakage will be reduced. This keeps more heat inside the home, leading to increased energy efficiency. Find out if your client has made any recent home improvements to determine just how energy efficient the home really is.
For more tips and information about highlighting energy efficiency during the sales process or for suggestions on how to improve the energy efficiency in your clients’ homes, visit OilheatPROS.com/md-de
Bioheat® fuel — What does it mean for your clients?
Most of the heating oil in Maryland is now Bioheat fuel, which you can use as a powerful selling point when you are listing and selling oil-heated homes. It’s made by combining regular heating oil with biofuel, which is a renewable blend of oil from materials like soybeans and vegetables. Bioheat fuel supports more efficient equipment, reduces emissions dramatically and eliminates a primary source of equipment breakdowns. Visit MyBioheat.com to learn more about Bioheat fuel.
Save These Dates!
At Maryland REALTORS®, we’re already looking ahead to the events that you will want to attend. Mark your calendars now for the following dates, and stay tuned for more information about each event!
Which Cover Do You Have?
So, we did a thing with this issue.
To celebrate the dozens of Maryland REALTORS® members who are serving on NAR committees, boards, and councils, we decided to create not one, but four different covers of this magazine.
Why did we do this? To celebrate our members who’ve stepped up and to emphasize the diversity and deep bench that NAR pulls from, when filling volunteer positions with our members.
To those members lending their voices to the national conversation at NAR: thank you!
And to those who are interested in serving on an NAR committee in the future, send an email to melissa.lauren@mdrealtor. org, and we will reach out in the not-too-distant future with helpful information. ■
We look forward to seeing you at Maryland Live! Casino & Hotel September 19-21, 2023!
New Year, New You: General Assembly Edition
BY LISA MAY
The beginning of the year brings opportunities for new beginnings. Often those take the form of resolutions to improve diet and exercise, spend more time reading or traveling, or get your financial house in order.
New beginnings are not just for our personal lives. They also abound in the world of advocacy.
The 2023 General Assembly Session will be one of marked change. While every election year brings the usual spate of retirements and incumbent upsets, this cycle also features boundary changes brought on by redistricting and a complete changeover of statewide officeholders for Governor, Attorney General, and Comptroller.
All of these will have implications for the types of legislation we see—or do not see—come January 2023.
The General Assembly’s resolutions will begin with acquainting new members with legislative procedure, reshuffling committee assignments, and rebalancing the relationship between legislative leaders and the new administration. With those tasks taking up valuable time and resources, we can expect this to be a more subdued session than normal.
As for REALTORS®, we will resolve to educate new members of the General Assembly on our legislative priorities, which include improvements for both consumers and industry alike.
To Open Doors, It Still Comes Down to Supply
Quite a bit has changed in the housing market since the last General Assembly session. The pace of home sales has slowed, and interest rates have more than doubled, reaching their highest levels in the past 20 years. These joint inflationary pressures have reduced the buying power of a typical U.S. homeowner by $107,000 since the start of 2022.
This has only intensified the need for additional housing options.
Maryland REALTORS® will continue our push for housing supply under the Open Doors to Stronger Neighborhoods campaign, which we began in 2020. First among those efforts is to expand the use of Accessory Dwelling Units.
Accessory Dwelling Units (ADUs) are small, independent living units constructed on existing properties. They can take the form of basement suites, backyard cottages or over-the-garage apartments.
First introduced in 2022 as HB 1259/SB 871 and based on national model legislation developed by AARP, REALTORS® will again support the requirement that local governments have a robust ADU law which permits homeowners to establish an independent dwelling unit in or on their property with a minimum of regulatory hurdles. Such an ADU law would allow homeowners to create units quickly and affordably with little to no impact on local government infrastructure and open space.
Another measure to improve housing affordability is reforming insurance requirements for Cottage-Style Condominiums. Some Maryland counties already allow condominiums to be developed as detached cottages on a single parcel, and it is expected that others will follow in the coming years.
Condominium developments by regulation must carry insurance coverage for building components like roofs, exterior walls, hallways, and ventilation systems which are shared in a traditional condominium. However, when these condo units are in a detached development, that level of insurance coverage is not necessary. In fact, it automatically inflates the monthly condominium dues to
where these developments cannot complete with other detached housing options.
This cottage condo bill allows cottage clusters to insure just the shared elements of the property, like HOAs. Maryland REALTORS® has supported this bill in the past two sessions (HB 553 in 2022, HB 1305 in 2021), and will again seek its approval in 2023.
Our final housing agenda item involves adding a Housing Fiscal Analysis to legislative initiatives introduced in the General Assembly. Currently, legislation receives a fiscal and policy analysis which outlines each bill’s impact on state finances and small businesses. REALTORS® know, however, that legislation can have profound impacts on housing supply and pricing, which is often not accounted for by policymakers. With this bill, the industry seeks to put our elected representatives on notice that their decisions determine whether we can move the needle on housing affordability.
Keeping It In-House
One resolution Maryland REALTORS® always keeps is to seek legislation to improve the practice of real estate for our members. A key plank of that platform is seeking reform to the Return of Buyer Deposits
Based upon member emails and calls to the Maryland REALTORS® Legal Hotline, many of our members are dealing with disputes over the return of buyer deposits when a transaction fails to settle. Currently, it is solely through action by the seller that a buyer receives their deposit back, even if they properly exercised a contract contingency. A seller’s inaction, whether deliberate or not, can keep the deposit in escrow for years.
Pennsylvania has instituted a more balanced process which has dramatically reduced the number of disputed deposits in the state. It allows purchasers to receive their deposit money within 30 days after exercising certain contingencies in the contract unless the seller acts to object. REALTORS® will once again seek similar changes to Maryland law, which we first sought in 2022 (HB 720/SB 424).
Another measure to smooth real estate transactions is to provide directed Continuing Education Coursework for New Licensees. Many of the concepts taught in pre-licensing courses cover an overview of real estate without detailing the specific duties that licensees need
to know to serve their clients in transactions. Under this proposal, newly licensed agents would complete a new curriculum that emphasizes contracts, disclosures, and professionalism to fulfill their 15-hour course requirement. Though this does not require new licensees to complete any additional hours during their first renewal cycle, this will give them a better grasp of the day-today tasks required of successful real estate agents.
Finally, REALTORS® will seek changes to address succession planning for real estate brokerages. The Maryland Real Estate Brokerage Act specifies a process for Reissuing a Real Estate Broker’s License when a broker dies unexpectedly or is disabled and unable to continue to perform their duties.
Absent these special circumstances, Maryland brokers must initiate the termination of their affiliation with a particular company regardless of whether the broker owns the company or not.
2023 Maryland REALTORS® Agenda at a Glance
■ Expanding homeownership opportunities through the expansion of housing supply, including accessory dwelling units (ADUs)
■ Streamlining the return of disputed deposit money in residential sales transactions
■ Requiring practical education coursework for newly licensed real estate professionals
■ Reforming insurance requirements under Maryland condominium law to account for “cottage condos” and other emerging housing options
■ Clarifying the succession processes for real estate brokerages
■ Highlighting the links between new regulations and housing costs
Unfortunately, there have been recent cases where the existing processes have broken down and the owner of the company has been unable to name a new broker to take over operations from the previous one. This has created confusion and uncertainty for the brokerages agents and any clients who have transactions in progress. This legislation, modeled after changes made to Virginia law in 2022 would permit a company to initiate a broker license reissuance rather than relying on a broker who may be unable or unwilling to do so.
A key to keeping New Year’s resolutions is to create accountability for your success. Maryland REALTORS® will provide regular updates on these priorities and all other real estate measures through our View from Annapolis blog and Legislative Status Report, both of which are available on our website, mdrealtor.org. ■
The Housing Market in 2023
Three perspectives on housing’s future in Maryland
Welcome to the year 2023. We know what we’ve experienced in 2022: sales prices continuing to climb alongside a very low inventory. Add to this rising interest rates (thanks a lot, Fed) and inflation, and…well, you get the picture. You just lived through the year.
But what’s in store for 2023? We’ve compiled three perspectives for you to review.
NAR’s Lawrence Yun Predicts US Home Prices Won’t Experience Major Decline, Could Possibly Rise
Amid the backdrop of high inflation, elevated mortgage rates and slowing sales activity, severely limited housing inventory will prevent large home price drops for most of the country next year, according to NAR Chief Economist Lawrence Yun.
Yun analyzed the current state of the residential real estate market and shared his 2023 outlook at 2022 NAR NXT, The REALTOR ® Experience, in Orlando, Florida.
“For most parts of the country, home prices are holding steady since available inventory is extremely low,” Yun said. “Some places are experiencing price gains, while some places, most notably in California, are seeing prices pull back.”
However, Yun noted that today’s market conditions are fundamentally different than those experienced during the Great Recession.
“Housing inventory is about a quarter of what it was in 2008,” Yun said. “Distressed property sales are almost non-existent, at just 2%, and nowhere near the 30% mark seen during the housing crash. Short sales are almost impossible because of the significant price appreciation of the last two years.”
Driven by the unprecedented rate at which mortgage rates climbed in 2022 – from 3% in January to around 7% today – the downturn in the housing market has had an outsized impact on the nation’s overall economic performance, Yun explained.
“The slide in sales and home building has [brought] down GDP,” Yun said. “If the housing market was stabilizing and not declining, GDP would be positive.”
Yun added that signs point to mortgage rates topping out, particularly as October’s consumer price index showed inflation rising less than expected. He did, however, express concern about the spread between mortgage rates and the federal funds rate.
“The gap between the 30-year fixed mortgage rate and the government borrowing rate is much higher today than it has been historically,” Yun said. “If we didn’t have this large gap, mortgage rates wouldn’t be 7%, they would be 5.8%. A normal spread would revive the economy. If inflation disappears, then we’d see less anxiety within the financial markets and lower interest rates, which would allow owners to refinance.”
In 2023, Yun expects home sales to decline by 7%, while the national median home price will increase by 1%, with some markets experiencing price gains and others price declines.
He also projects a strong rebound for housing in 2024, with a 10% jump in home sales and a 5% increase in the national median home price.
The National Association of Realtors® is America’s largest trade association, representing more than 1.5 million members involved in all aspects of the residential and commercial real estate industries.
Is a Housing Reset in the Future?
BY LISA STURTEVANT, PhD CHIEF ECONOMIST, BRIGHT MLS
The housing market has made a dramatic aboutface since last spring. Home sales activity has slowed considerably amidst rising mortgage rates, sidelining both buyers and sellers. In Maryland, home sales in September were 29% lower than they were a year ago and have been tracking at below prepandemic levels. However, despite the sharp decline in home sales, the statewide median home price continues to rise, and inventory remains historically very low. A housing market re-set is under way. Prospective buyers and sellers are now navigating a complicated housing market. And they have questions about where that market is headed.
How High Will Mortgage Rates Go?
With mortgage rates surpassing 7% for the first time in 20 years, everyone wants to know how high they may go. While that depends largely on how effective the Federal Reserve has been at tamping down inflation, one thing is clear—don’t expect rates to fall any time soon.
There are two basic scenarios on rates. First, inflation stubbornly persists, and the Federal Reserve continues to aggressively raise rates. Under this scenario, mortgage rates could surpass 8% in the first part of 2023— perhaps even higher during the year.
Alternatively, if inflation begins to ease, the Federal Reserve could pull back on its rate escalation, meaning rates could come down, though probably still remaining above 6% through the first half of 2023.
What Will Happen with Home Prices?
Higher mortgage rates have drastically eroded buyers’ purchasing power. Home prices will undoubtedly fall from peak levels, but price corrections will vary across local markets. In the Baltimore and Washington area suburbs, for example, prices could fall 5% to 7% from their peak.
However, some other Maryland markets are at risk of steeper declines. Home prices on Maryland’s Eastern Shore and in Southern Maryland escalated faster than in other parts of the state over the past two years. As second-home purchases wane and workers return to the office, demand in these markets has chilled. Home prices will fall further, perhaps by as much as 10% or 15% from peak levels. Still, as with the rest of the state, home values in these markets will remain higher than they were in 2019.
Will 2023 Be a Buyer’s Market?
For years, buyers have faced a market where sellers were fully in charge. Unfortunately, even with rising inventory, that situation will not change much in 2023.
In September 2022, there was just 1.3 months of inventory statewide. “Rate lock” has dried up new listings, as homeowners holding sub-3% mortgages are not interested in selling and low inventory will continue into 2023. So, while buyers will have more leverage on price and concessions, it still will not be a buyer’s market.
What Are the Wild Cards?
Predicting where the housing market will be a year from now is difficult given these unprecedented times. Global economic uncertainties and the conflict in Ukraine remain wild cards. Labor market conditions, while currently strong, could begin to falter. A significant recession in 2023 is unlikely, though the economic outlook has certainly darkened. For the housing market, a severe economic downturn could lead to reduced demand and perhaps increased inventory. As a result, home prices could tumble further.
Looking ahead, though, there are favorable underlying demographic fundamentals to support strong housing market conditions through the rest of the decade. The question remains: Where will the market be starting from after this great re-setting?
A Reversal of Fortune?
BY ANIRBAN BASU CHIEF ECONOMIST AND CHAIR, SAGE POLICY GROUP
Maryland’s housing market entered 2022 with massive momentum driven by a slew of factors, all conspiring to drive home values higher. Both the pandemic and the response to it played a major role. The Federal Reserve responded to the public health emergency that shuttered key parts of the economy during the spring of 2020 by stimulating money supply and slashing interest rates. Mortgage rates fell to all-time lows, inducing many people to consider a home purchase.
But there was more. Behavioral shifts rendered by the pandemic also drove demand for housing higher. People wanted to more aggressively social distance, wanted or perhaps needed additional space for home offices and home gyms, and perhaps also had the luxury of expanded choice of where they lived because of the pervasiveness of remote work.
With a low inventory of unsold homes, due in part to the relative dearth of new homes constructed since the Great Recession and attendant foreclosure crisis, prices could only race skyward. As home values rose, demand for homes actually rose also, as more people wanted to participate in associated wealth creation.
Alas, it was not meant to last. The undoing of the housing market actually began during the spring of 2021 even as prices and sales skyrocketed in Maryland and elsewhere. Excess inflation began to rear its ugly head at that time. At first, the Federal Reserve responded by ignoring the upstart bout of inflation, labeling it “transitory.” But that set the stage for both stubbornly high and rising inflation. By December 2021, America’s monetary policymakers had changed their tune, concluding that elevated inflation had become ingrained in the U.S. economy. By March 2022, they were raising rates, and that process has accelerated since.
According to Freddie Mac, the average 30-year fixed mortgage rate stood at 3.22 percent in January 2022. By the later stages of October, that rate had risen above 7 percent. Housing market momentum has been
eviscerated in the process. Sellers have just begun to come to terms with a reversal of fortune, often asking for prices far above what buyers are willing to pay in a high interest rate environment. The disconnect between sellers and buyers helps translate into sluggish sales. Inadequate inventory doesn’t help. Maryland’s active inventory of homes available for sale is 40 percent lower than in February 2020 home sale inventory.
Mortgage applications stand at their lowest level since 1997. In Maryland, home sales declined 28.6 percent between September 2021 and September 2022, with 23 of the state’s 24 major jurisdictions experiencing year over year declines. Only Allegany County, with its relatively small sales volume, experienced an increase in sales.
With the Federal Reserve set to continue to drive borrowing costs higher over the balance of 2022 and in early-2023, market dynamics stand to get worse before they get better. But at some point, inflation will be back under control. Mortgage rates will flutter downward, and demographics will take over. Many Millennials continue to aspire toward homeownership while many older Americans are searching for opportunities to downsize. So, while the housing market may stumble in early-2023 and perhaps beyond the next year, there will be a strong recovery in sales activity at some point thereafter. ■
2022 Annual Conference
Maryland REALTORS® Annual Conference—Making Waves: Engaging the Future was held at Fontainebleau Resort in Ocean City, September 21 to 22. The conference featured three jam-packed exciting days of educational opportunities, networking events, and CE courses—all designed to propel our REALTOR® members’ business expertise forward. Keynote speakers included Kevin Brown and Molly Fletcher. Maryland REALTORS® CEO Chuck Kasky hosted the live podcast Get Real Estate featuring two expert economists. New licensees learned how to perfect their closing techniques. Seasoned agents learned about global business opportunities. Brokers and managers learned about effective operations strategies. Sessions on the economy and social media were widely attended. Exhibitors and sponsors made connections with REALTOR® members. It was wonderful to see everyone again #IRL (In Real Life)— FINALLY! Special thanks to the Maryland REALTORS® Conference & Events Program Advisory Committee, its Chair Betty Jans and Vice-Chair Cheryl Abrams. The Maryland REALTORS® staff thanks all attendees, instructors, speakers, and sponsors for working together to celebrate and cultivate Maryland’s Real Estate Industry! This was such a rewarding and vibrant conference!
Scan this QR Code to see the full album of pics on our Flickr account. And don’t forget to follow Flickr! ■
L to R: Boyd Campbell, 2018 Maryland REALTORS® President; Shameeka Price; Yolanda Muckle, 2023 Maryland REALTORS® President
L to R: Danielle Hale, Chief Economist at Realtor.com; Chuck Kasky CEO Maryland REALTORS®; Lisa Sturtevant, PhD, Chief Economist at Bright MLS
L to R: Christa McGee, Maryland REALTORS® Grassroots and Policy Advocate; Craig Wolf, Maryland REALTORS® Immediate Former President; Hugh Gordon, Curtis Cunningham
L to R: Cindy Ariosa; Brian Donnellan, CEO, Bright MLS
L to R: Yolanda Muckle, Craig Wolf, Kevin Brown, Dee Dee Miller 2021 President Maryland REALTORS®, Chuck Kasky
L to R: Kathleen Ryan, Harrison Beacher, Erica Solomon
Pictured: Sandi Frazer, Professional Standards Administrator, Maryland REALTORS®
L to R: Wayne Curtis, NeAnna Ammerman McLean, JoAnne Poole, Kenneth Fagan, Jackie Farber, Terring Wang
Learning is fun with friends during conference sessions
L to R: Vicki Harmon, G. Taylor Johnson, Cheryl Abrams, Betty Jans, Kathy McFadden
Engaging the future means making connections at conference
L to R: Dan Patrell, Maryland REALTORS® Senior Director, Strategic Communications; Jeremias ‘JMan’ Maneiro; Cheryl Abrams, Maryland REALTORS® Secretary, Dee Dee Miller
2023 Inaugural Gala & Awards Ceremony
Maryland REALTORS® hosted the 2023 Inaugural Gala and Awards Ceremony on Friday, September 20, at M&T Bank Stadium in Baltimore. The event honored industry award winners, and the swearing in its the 75th President, Yolanda Muckle, Officers, and Directors. The 2023 Maryland REALTORS® Executive Team was installed featuring: Chris Hill, President-Elect; Cheryl Abrams, Secretary; Chris Jett, Treasurer; and Craig Wolf, Immediate Former President. 2023 President Yolanda Muckle was sworn in by her husband, Craig Muckle. Additional awards bestowed included: REALTOR® of the Year Award, The Shining Star Award, The CARE Award, The REALTOR® Community Service Award, and The Omega Tau Rho Award. On behalf of Maryland REALTORS®, congratulations to all the award winners, Directors, Officers, and our new President! Many thanks to the sponsors of this special event: Prince George’s County Association of REALTORS®, Long & Foster Real Estate, Bright MLS, Greater Baltimore Board of REALTORS®, Red Carpet Home Inspections, Cinch Home Services, Eastern Title & Settlement, FitzGerald Financial Group, Prime Title Group, HouseLens, and Prosperity Home Mortgage, LLC. Scan this QR Code to see the full album of pics on our Flickr account. And don’t forget to follow Flickr! ■
Our National Voices
Congratulations to the Maryland REALTORS® members serving on NAR committees and boards!
ABRAMS DAVIS
State Representative REALTOR ® Party Member Involvement Committee
ADASI Meeting and Conference Committee
AVI ADLER Board of Directors
Land Use Property Rights and Environment Committee
JACQUELINE M. BENNETT Global Business and Alliances Committee
JON COILE MLS Technology and Emerging Issues Advisory Board
ARIOSA Board of Directors
Data Strategies Committee
MLS Technology and Emerging Issues Advisory Board
Multiple Listing Issues and Policies Committee
J. RUSSELL BOYCE Board of Directors Member Communications Committee
DARTEZ Risk Management Issues Committee
BOYD CAMPBELL Board of Directors Finance Committee
Reserves Investment Advisory Board
DAVIS Board of Directors
Federal Financing & Housing Policy Committee
ARMSTRONG Board of Directors Executive Committee
LYNN CAWLEY Membership Policy and Board Jurisdiction Committee
DELZOPPO Board of Directors
RPAC Major Investor Council
DIAMOND Board of Directors Business Issues Policy Committee
CHERYL
KOKI
KATHLEEN
ANITA
CINDY
ALICYN
WILLIAM
JAMES
DAPHNE
BRIAN DONNELLAN Multiple Listings Issues and Policies Committee
STEPHANIE HEALY DONNELLAN Data Strategies Committee
NAKIA EVANS Board of Directors Housing Opportunity Committee
FREDERICK DORSEY Leading Edge Advisory Board
M. FARRAR Federal Independent Expenditures Advisory Board
MELANIE GAMBLE RPAC Participation Council
GARRETT P. GILLESPIE Legal Action Committee
RENEE HARRIS Fair Housing Policy Committee
CHRISTOPHER DREWER Board of Directors Federal Taxation Committee
FORBES Resort and Second Home Real Estate Committee
EKUBAN REALTOR ® Safety Advisory Committee
FREDERICK Conventional Financing and Policy Committee
AYLIN GOKCE Leading Edge Advisory Board
MARY GROVEN Board of Directors Risk Management Issues Committee
HUGGINS Commercial Real Estate Research Advisory Board
Broker Engagement Council
JANS Real Property Valuation Committee
VINCENT
JANICE HARIADI
LATONIA
GLORIA
CLEVELAND HORTON Diversity Committee
SUMMER
HAROLD
DONALD
BETTY
RACHEL JEFFRIES Board of Directors Leading Edge Advisory Board
DENISE JOHNSON Membership Policy and Board Jurisdiction Committee
GREGG KANTAK Global Alliances Advisory Board
CHUCK KASKY Public Policy Coordinating Committee
EDWARD KRAUZE State and Local Issues Mobilization Support Committee
PETA-GAY LEWIS Idea Exchange Council for Brokers
RICHARD MARSHALL AEC Volunteer Leadership Advisory Board
DALE MATTISON Communities of Interest Committee
ROBERT JOHNSTON Land Use Property Rights and Environment Committee
PATRICIA KALLMYER Board of Directors Leading Edge Advisory Board
BRENDA KASUVA Fair Housing Policy Committee
CAROLE MACLURE State and Local Issues Mobilization Support Committee
JENN KLARMAN Strategic Planning Committee
ANTHONY S. MANCUSO Board of Directors
RPAC Major Investor Council
DEE DEE MILLER Board of Directors Chair, Large State Forum State Leadership Idea Exchange Council
YOLANDA MUCKLE Board of Directors Consumer Communications Committee
PETER MURRAY Small Broker Committee
GERALD OCCHIUZZO Professional Standards Committee
JESSICA OLEVSKY Professional Development Committee
JOANNE POOLE Board of Directors Distinguished Service Award Council Executive Committee
MARIAN STAAB Public Policy Coordinating Committee
SUSAN PADGETT Board of Directors Leading Edge Advisory Board
SHAMEEKA PRICE Small Broker Committee
SARAH RAYNE Vice Chair, AEC-RCE Certification Advisory Board
KENDRA TAFT Housing Opportunity Committee
KEVIN WATERMAN State and Local Issues Mobilization Support Committee
KEVIN TURNER Business Issues Policy Committee
JOHN R. YOUNG Diversity Committee
ERICA SOLOMON Vice Chair, Global Business and Alliances Committee Public Policy Coordinating Committee
ROBERTO VANNUCCHI Research Committee
COLIN ZIMMERMAN Resort and Second Home Real Estate Committee
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 Director of Operations. Having joined in April 2020, April manages all administrative functions of the association and is a member of the senior leadership team. April was the lead on the new buildout for offices, successfully completed in 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.
Advocacy & Public Policy
Two people who advocate on your behalf in Annapolis are the Director of Advocacy and Public Policy, Lisa May, and Grassroots and Policy Advocate, Christa McGee, the newest member of our team. Recently elevated to her current role, Lisa formerly served as our Director of Housing and Consumer Affairs. Before that, she served as a Government Affairs Director for three local boards. Lisa directs the legislative strategy for the association, while continuing to develop and strengthen our consumer advocacy. Lisa serves as staff liaison to the Public Policy, Legislative, and Housing Opportunity committees. Christa recently served as the Association Executive for the Historic Highlands Association of REALTORS® in Allegany County. Christa will grow our advocacy relationships with local associations through management of the Local Government Affairs Director program, development of our Key Contacts network, and maintaining our FPC network with the Maryland Congressional Delegation. She serves as our primary liaison to the Maryland Real Estate Commission and staffs the Issues Mobilization and Association Executives Committees.
Strategic Communications
Daniel Patrell serves as Senior Director for Strategic Communications, managing the association’s strategic communications approach for members, the media, and consumers. Joining him is Joshua Woodson in the role of Digital Communications Coordinator. Joshua manages the association’s website experience (mdrealtor.org), the Get Real Estate podcast, and branding elements. Angel Brandt joined the team last January, serving as Program/Events Coordinator. An events professional with years of experience, Angel manages the events that our members enjoy, including our Annual Conference. The most recent member to the team is Melissa Lauren, Content Specialist, who creates content for consumer and member channels while also managing our social media strategy. Melissa also manages our webinar series and serves as associate editor of Maryland REALTOR® magazine. She has extensive experience in radio, magazines, social media, and marketing.
Professional Development & Member Engagement
A big welcome to Susan Yashinskie, our Director who manages the Professional Development and Member Engagement department. Susan comes to the association with 27 years of association experience in the energy sector. Joining Susan is Administrative Assistant Lisa Haynes, who administers many of the association’s continuing education programming, and Sandi Frazer, who moved into this department as Professional Standards Administrator. This 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, 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, who has served in this role since 2015. James S. Beslity, who started July 2021, manages the association’s statewide forms, which are used widely throughout the state. Mark Feinroth serves as Director of Political Advocacy; Lelica Scott, Legal Affairs Assistant, started her career as a mortgage loan processor before quickly moving up as a mortgage loan auditor. 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 “From the Hotline,” which you can find in every issue of Maryland REALTOR® magazine. Kathleen staffs the Global Business and Real Property Operations Committees and manages the annual CIPS Institute. James staffs the Statewide Forms Committee. This department also manages the Commercial Alliance committee, which is responsible for the association’s 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. 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. Deja Grider joined Maryland REALTORS® as Junior Accountant last October. Deja administers receivable accounts and assists with daily financial transactions. She previously worked as a payment processor at a nonprofit homeowners’ association. 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. ■
It’s Time To Up Your Advocacy Game
REALTORS® are passionate advocates for homeownership with their clients, but many struggle with how to be equally passionate advocates for housing policy with their elected officials.
It does not have to be that way; you can be a strong advocate.
To kick off a new year of legislative action, we asked the best in the business—our local Maryland Government Affairs Directors— for their tips to level-up your advocacy game:
Your elected officials were once citizens just looking to get involved. They cannot know everything about every subject and will look to you to fill that role. That may seem daunting, but remember, your expertise is a unique and important part of the real estate industry.
– Zac Trupp, GCAAR
Staff Members are Your Secret Weapon
The time demands on elected officials are astounding: committee hearings, votes, leadership meetings, issues discussions, fundraisers, and more. To assist with the demands and rigors of their position, elected officials rely heavily upon their staff. Good staff members will give them the information they need to perform their duties and represent them when they are not available. Staff can be gatekeepers and protectors of their boss, which gives them enormous influence on those officials. When you meet with staff you should present your thoughts and positions as if you were presenting them to an elected official. They will remember who treated them with respect and who did not. No one is more important to the elected official—or to you—in having your issues heard. #staffmakesithappen #BeNice
Veronica Rolocut, AHWD, C2EX, Government Affairs Director, HarCAR
It’s Personal (But It’s Not Personal)
When working with elected officials regarding real property matters, always remember to never take it personally. As industry experts and most importantly, professionals, it is critical to maintain effective lines of communication. When communicating with or advocating for an issue that is near and dear to our hearts, it can become easy to allow emotions to overtake our thinking and the political process. As a rule of thumb, always remember that maintaining your relationships with your elected officials is part of your success.
Dwayne Mingo, Government
Affairs Director, PGCAR
One of These Things is Not Like the Other
Not every legislator is persuaded by the same argument. It is important to build relationships with your elected officials not only to get to know them, but to learn their thought processes. What is their profession, their background, their key platform, or issue? What motivated them to run for office? All of these can impact which messages will resonate with them and which will hurt your cause. Do your research, be a good person, and become an advocacy tactician. “Strategy without tactics is the slowest route to victory. Tactics
without strategy is the noise before defeat.” – The Art of War by
Sun Tzu
Marygrace Fitzhenry, Government Affairs Director, AACAR
A Little Thanks Goes a Long Way
Being an elected official can be thankless work. They spend hours in public meetings and researching issues, often until late into the night, only to hear from constituents when they are upset about an issue or a vote. Instead of being the one who only contacts them with concerns, reach out to them to thank them for being giving of their time during long sessions or strenuous debates. You can always find something supportive to say, email, or text them, even if it is simply, “That was a tough one. Thanks for hanging in there.”
Developing relationships with them outside of their official capacities and on issues not related to their offices will pay dividends in the long run.
Susie Hayward, Director of Government Affairs, MSBR
Act Like (and with) Your GAD
Your elected officials were once citizens just looking to get involved. They cannot know everything about every subject and will look to you to fill that role. That may seem daunting, but remember, your expertise is a unique and important part of the real estate industry. A little research goes a long way and requires less time than you think, especially with the help of your Government Affairs Directors. GADs will give you the information you need to be an issues expert even when you do not feel like one. We are here to put your advocacy in a place to succeed.
Zac Trupp, Government Affairs Director, GCAAR
A final piece of advice from this Housing Advocate is to always remember that trust is hard to win but easy to lose. Be that trusted source, even if it involves saying to a policy maker, “I don’t know… but I will find out.” Then do.
Now go forth, and advocate! ■
Planning and Zoning— Problem or Solution? ZONING
Throughout history, it has been common knowledge that careful land use planning benefits local communities. Residents support these policies to preserve home values, reduce congestion, and maintain high-quality public services. More recently, housing policy experts have brought forward a far less rosy picture on zoning ordinances and their applications. They have found that these powerful tools can also be used to create and maintain segregated neighborhoods and contribute to the housing inequalities we see today.
Zoning ordinances date back to early 20th century New York. Business owners were displacing existing residential mansions in favor of their high fashion shops along the middle section of Fifth Avenue. It was progress, but it was not long before those business owners feared that they, too, would be replaced, this time by their own suppliers and manufacturers. Wanting to protect their streets and ‘exclusive’ Fifth Avenue image from an invasion of low-level employees,
the owners developed a set of regulations that would become the county’s first comprehensive zoning ordinance.
When that 1916 zoning code proved effective in slowing the turnover of new uses and classes in established New York neighborhoods, it was immediately copied by cities around the U.S. The fact that local governments had never exercised their powers in this way was of little concern. To fortify their claim to these newfound powers, several states passed “zoning enabling acts,” which explicitly gave municipalities broad power over land use decisions.
Zoning policy reached the national stage in 1924. Then-Secretary of Commerce Herbert Hoover saw government planning as a clear improvement over free-market urban development. To promote the use of zoning nationwide, he convened a panel of experts to write a Standardized State Zoning Enabling Act (SZEA) that states could copy. Hoover believed that through the Act communities
could create “reasonable neighborly agreements as to the use of land.”
Early zoning was not so neighborly toward renters. In 1926, Supreme Court Justice George Sutherland wrote in a landmark decision, Village of Euclid v. Ambler Realty Co., that “very often the apartment house is a mere parasite” on a neighborhood. Unfortunately, the legacy of those zoning decisions, and views toward “other housing types” remains largely unchanged in modern times.
Most single-family detached communities are located in and around well-funded schools, low crime and highly rated “quality of life” amenities. Any attempt to change this dynamic by increasing density or allowing additional housing types can be viewed as an attack on the American Dream itself, no matter how great our housing needs may be.
Despite all the passion and government incentives that may be invested into zoning reform, the success or failure of these efforts
Despite all the passion and government incentives that may be invested into zoning reform, the success or failure of these efforts will depend on whether the owners of single-family detached homes are convinced these changes ultimately benefit them.
will depend on whether the owners of single-family detached homes are convinced these changes ultimately benefit them. Residents may both acknowledge the problematic history of single-family detached zoning and express concern that zoning changes may devalue their most valuable asset: their home.
There is no reason to believe that the liberalization of zoning will result in the elimination of standalone structures and quarter-acre lots. Far from it. Most jurisdictions allowing ADUs, for example, have seen ADUs utilized on less than 1% of eligible properties. That is hardly a recipe for wholesale changes to one’s community.
Land-use regulations may be intended to protect the environment or people’s health and safety, and even to enhance the supply of affordable housing, but in excess, they restrict housing supply, drive up home prices, and limit mobility. The growth of our economy and the vibrancy of our cities depend on our ability to provide both good jobs and decent, safe, and affordable housing in communities in which people want to live.
Without housing at the right prices and in the right places, the economy runs the risk of continuing its slow-growth path, which denies opportunity to all of us.
Land-use regulations have their place–no one should have to live
next to a power plant or landfill— but as a nation, we need to ask whether we have taken regulations to excess. Itis in the interest of states and cities to think through the implications of regulations that have developed over time and change them where they are now doing more harm than good. Maryland REALTORS® will continue to advocate for solutions that help sustain healthy and balanced communities and real estate markets. ■
Chuck Kasky is the CEO of Maryland REALTORS®.
You Can Stand Out with and
BY ELIZABETH KONERU, ENGAGEMENT MANAGER, NAR
Location, location, location. It matters in real estate, and it matters online. That’s why the National Association of REALTORS® (NAR) offers two web address—.realtor™ and .realestate—allowing you to converge your physical and digital business and put out a virtual welcome mat to draw customers to your website.
For maximum marketing effectiveness, .realtor™ and .realestate web addresses are recommended for firms, agents, associations, and anyone in the real estate sector. That way, you can ensure you have a strong online presence and own your personal brand. While .realestate is available to anyone interested in raising their profile in the industry, only members of NAR and the Canadian Real Estate Association are eligible to use .realtor™.
Why .realtor™?
For REALTORS®, there is no reason not to get a .realtor™ web address. You’ll be leveraging one of the most powerful and trusted names in real estate to build your brand and elevate your status in the market. A .realtor™ website gives you instant recognizability as an ethical real estate professional with the experience and expertise to guide customers through the buying and selling process. Plus, with .realtor™,
the first year is free, so you can try it at no risk and see the difference it makes.
Why .realestate?
With .realestate web addresses, you’ll gain more traction online by aligning your website name with your customer’s search intent. A .realestate site positions you for strategic growth as you build ownership in your category, segment your marketing, and lead geographically with sites that drive high-quality organic traffic. Use your .realestate web addresses in tandem with your .com for more expansive marketing opportunities.
Both .realtor™ and .realestate web addresses now include a free professional website:
■ Free for the life of your web address
■ Up and running in 5 minutes
■ Customized with your information
■ No tech skills required
■ SEO optimization
■ Built-in lead generation
■ Dashboard with performance stats
■ Social share buttons
■ Many versions available; commercial, residential, Spanishlanguage, firms, associations and more!
■ Support available through live phone calls, searchfriendly Help Center, how-to videos, live webinars, email, and live chat
■ And much more!
Already have a website you love? Simply take advantage of free forwarding to your existing website. Make sure you take advantage of this valuable member benefit. Claim as many .realtor™ and .realestate web addresses as you’d like to capture your corner of the market and take your marketing to the next level.
Stand Out From the .COMpetition
Set up your new .realtor™ and .realestate web addresses today! Visit www.get.realtor to get started. ■
The CIPS Designation has positioned me to bring global investment opportunities to my clients as well as awareness to my fellow colleagues about this important niche market. After attending the first Maryland-offered Africa and International Real Estate course, I realized that ‘Emerging Countries’ is what I need to focus on as I continue to grow my global business. I’m now offering virtual webinars on investment opportunities outside of the US to my clients.
– ERICA L. SOLOMON Certified International Property Specialist
Guidance for Pocket Listings
Q:In a recent Fair Housing class, there was a discussion about pocket listings. I am generally familiar with what a pocket listing is, but would appreciate some guidance on the details, particularly with respect to possible Fair Housing concerns.
A: “Pocket listings” are residential listings that are marketed and sold outside of the MLS. Pocket listings are also referred to as Off-MLS listings. Bright MLS requires all subscribers to submit listings to Bright within one business day of marketing a property to the public. Marketing a property to the public means what you think it would mean – displaying flyers in windows, yard signs, email blasts, digital marketing on any public facing or multi-brokerage shared websites, and similar activities.
Bright defines a ”business day” as a weekday unless a weekday falls on a Federal Holiday.
There is one exception to the Policy. If your client doesn’t want the listing on the MLS because of privacy or other concerns, Bright’s Rules permit an “Office Exclusive” listing. An Office Exclusive cannot be marketed to anyone outside of your brokerage. This includes all communication beyond your brokerage, including emails, social media posts, text messages, and even phone calls to a colleague who is affiliated with another brokerage.
If your client does not want their property publicly marketed, you must have your client sign a form instructing you not to publicly
…research indicates that limiting access to listings isn’t spread equally but tends to disproportionately exclude non-white buyers, perpetuating longstanding racial and economic inequalities in the housing market, which is why Pocket Listings are discussed in Fair Housing classes.
market the property. Bright MLS created a form called “Instruction to Exclude Listing from MLS Distribution (No Cooperation with other Brokers)”, which is available on its website. The form must be submitted to Bright MLS within two calendar days after your client signs the listing agreement.
While Pocket Listings are permissible, they do raise some concerns including, but not limited to, Fair Housing concerns. Both the Maryland and NAR Code of Ethics obligate us to protect and promote our client’s interests. Submitting a listing to Bright MLS makes that listing available to tens of thousands of subscribers, who have tens of thousands of potential buyers. If the property is not publicly marketed, the number of potential buyers who would learn about the property would be significantly reduced. Arguably, reducing the number of potential buyers may not be in the seller’s best interest.
Limiting the number of potential buyers who may be aware that the property is for sale may also result in lower offers and longer days on market. Bright MLS’s August 2022 Report, “On MLS Study:
Measuring the Benefits of an Open Marketplace,” found that in 2021, On-MLS homes sold for 14.8% more than Off-MLS homes, amounting to a $55,779 price differential. Similarly, On-MLS homes had a median of 7 days to contract, while Off-MLS homes (that ultimately sold On-MLS) had a median of 24 days.
Additionally, research indicates that limiting access to listings isn’t spread equally but tends to disproportionately exclude non-white buyers, perpetuating longstanding racial and economic inequalities in the housing market, which is why Pocket Listings are discussed in Fair Housing classes. While Pocket Listings are permissible when consistent with Bright MLS Policy, there are additional factors that should be considered. If you have any questions, you should speak with your Broker. You may also want to review the Bright MLS Report for a deeper dive into the data. ■
Kathleen Dartez, Esq. , is the Director of Legal Affairs for Maryland REALTORS®’.
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