Yes,
our
culture
does make a difference.
You’ll never feel alone when you are with Weichert ® . We believe a positive, encouraging environment is key to success. You’ll be plugged into a skilled team who wants to see you succeed and motivate you to be your best. You’ll be recognized for your achievements with annual awards. You’ll get up-to-date information, weekly webinars, in-person workshops, and Weichert University support to help you grow. Don’t settle for good enough. Go for great. Give your local Weichert office a call today or visit jobs.Weichert.com
Yolanda Muckle PRESIDENT
Long & Foster Real Estate 9300 Lottsford Rd., Suite 500
Largo, MD 20774
301.249.1600
yolanda.muckle@lnf.com
Cheryl Abrams Davis SECRETARY
RE/MAX United Real Estate
14340 Old Marlboro Pike Upper Marlboro, MD 20772
301-702-4200
cherylabrams@remax.net
Craig Wolf
IMMEDIATE FORMER PRESIDENT
American Home Shield
907 Autumn View Ct. Bel Air, MD 21014
443.643.6742 craig.wolf@ahs.com
Chris Hill PRESIDENT-ELECT
Century 21 New Millennium 23063 Three Notch Road California, MD 20619
301.862.2169 chris@thechrishillteam.com
Chris Jett TREASURER
Shore 4U Real Estate 23 Fountain Drive W 2nd Ocean City, MD 21842 443.523.2360 chris@shore4u.com
Chuck Kasky, RCE CHIEF EXECUTIVE OFFICER
Maryland REALTORS® 200 Harry S Truman Pkwy. Suite 200 Annapolis, MD 21401
800.638.6425 chuck.kasky@mdrealtor.org
Maryland REALTORS ® 200 Harry S Truman Parkway | Suite 200 Annapolis, MD 21401-7348
443.716.3500 | www.mdrealtor.org
Leadership Team
Yolanda Muckle | President
Chris Hill | President-Elect
Chris Jett | Treasurer
Cheryl Abrams Davis | Secretary
Dee Dee Miller | Immediate Past President
Chuck Kasky, RCE | Chief Executive Officer Editor
Daniel Patrell | dan.patrell@mdrealtor.org
Advisory Committee
Pam Harrison | Chair
Rebekah Kleinman | Vice Chair
Advertising
Arlene Braithwaite | 410.772.0820
Publication Design
HBP, Inc., 952 Frederick Street, Hagerstown, MD 21741 800.638.3508 | www.hbp.com
The opinions expressed by nonstaff contributors may not reflect the official opinion of Maryland REALTORS® and/or policies derived from leadership and staff.
Mission Statement
Maryland REALTORS® exists to support all segments of its membership and their specialties. Maryland REALTORS®, through collective efforts with local boards/associations and the National Association of REALTORS®:
■ Develops and delivers programs, services and related products that maintain and elevate the high standards of the real estate business and the professional conduct of its practitioners;
■ Assists members in ethically and professionally serving the public;
■ Promotes and preserves the right to own, transfer and use real property; and
■ Protects the right of members to conduct business within a framework of fair and reasonable laws and government regulations.
In principle and in practice, Maryland REALTORS® values and seeks diversity and inclusive participation within the field of real estate and recognizes each member as a unique individual.
We’re All About the Consumer
It’s no secret that Maryland REALTORS® has been much more vocal about housing opportunity this year. We’ve received a lot of media coverage following our Lobby Day event, as we engage the public and policy makers about the challenges Maryland faces—122,000 housing units short in 2023—and the kinds of housing, the “missing middle housing” this state needs to ensure that all Marylanders have housing options.
In many ways, as an association, we are the “canaries in a coal mine” when we speak of what Maryland needs now, to ease this housing crisis. We’re grateful for all the extra eyes paying attention to our messaging, and yet, we as a state need to do more.
In this issue of Maryland REALTOR®, in honor of Homeownership Month, we are “all about the consumer.” One of the pillars of my presidency has been strengthening our outreach to consumers, which we certainly have done. When you turn to our consumer feature on page 16, you will learn more about our brand new Marylandhomeownership.com website, our invigorated toolkits for both home sellers and homebuyers, a series of webinars we have hosted for consumers, and, coming later this month, our Welcome Home Showcase on June 17, put on in partnership with our friends at the Housing Authority of Prince George’s County. Especially in a market like the one
In many ways, as an association, we are the “canaries in a coal mine” when we speak of what Maryland needs now, to ease this housing crisis.
we’re experiencing, prospective buyers need help in charting a path toward homeownership. The tools we’ve created—along with this signature event—can help to fill in the blanks for inquiring consumers.
Related to homeownership is zoning. M. Nolan Gray, an expert in urban land use regulation, has written a powerful book that takes a deep dive into zoning, Arbitrary Lines. Our CEO Chuck Kasky has reviewed the book and has shared his thoughts on an issue that certainly has its controversies. You can read Chuck’s take on page 24. My advice? Read the review, and if you can, get your hands on a copy of the book, and read that, too. At our Annual Conference, “All In!,” September 19-21, Mr. Gray will be Chuck’s guest during a special live podcast. You can ask your questions directly to the author himself. So many things can affect homeownerhip, including the bills that our state legislature passes, and the laws that come from these, once signed by the Governor. Our Director of Advocacy and Public Policy Lisa May has put together a report of what we achieved legislatively in 2023. Her story begins on page 6, and I encourage you to review it.
As REALTORS®, homeownership is what binds us. We’re the machinery and the sources of information that help a person move from being a renter to a homeowner. It’s an awesome responsibility—and one that’s very rewarding when a new homeowner gets their keys to their new house. For Homeownership Month, I challenge you to use the resources provided by your state association to help your client as they begin walking the path toward homeownership. ■
2023 President.
Yolanda Muckle Is Maryland REALTORS®’
Volunteer!
July 14 is the deadline to apply!
As a member-directed association, Maryland REALTORS® relies on its members to help move the business of real estate forward. Your involvement in one of 17 different committees charts a path for the Association with its legislative, education, business, legal, operational, and strategic initiatives.
While your efforts through volunteering helps Maryland REALTORS®, it also can help you, as well: skills enhancement, professional development, networking with other members throughout the state to build your referral base.
Because all committee meetings are hybrid, volunteers can attend meetings wherever they do business, courtesy of online meeting technology.
We’ve listed the committees below. Click on the QR Code to discover the mission of the committee(s) that interest you, and then apply today.
The deadline for all volunteer applications is July 14. Apply today … and thank you!
VOLUNTEER.
Seeking Experts, Leaders, Movers, & Shakers.
(make an impact no matter where you work)
Maryland
Events
REALTORS® Standing Committees
Legal/Arbitration
■ Conference and Events Program Advisory
Strategic Planning
■ Communications/ Public Relations
Outreach
■ Community Involvement
■ Housing Opportunity Committee
■ DEI Advisory Group
Business Development
■ Commercial Alliance
■ Global Business Committee
Governance
■ Finance
■ Real Property Operations
■ Statewide Forms Committee
■ Grievance Committee
■ Professional Standards Committee
Education/CE
■ REALTOR® Institute GRI Advisory Group
■ Leadership Academy Advisory Group
Legislative
■ Issues Mobilization
■ Legislative
■ Public Policy
Outstanding Sessions at All In! Engage. Network. Learn.
Some exciting pieces of the puzzle are falling into place for Maryland REALTORS®’ Annual Conference, All In!, September 19-21, at the Maryland Live! Casino & Hotel in Hanover. In addition to outstanding keynote speakers, Michelle Poler and Dr. Willie Jolley, a special live episode of “Get Real Estate” featuring the author of Arbitrary Lines (pg. 24) M. Nolan Gray, we’ve put together some exciting sessions that will up the heart of this fantastic, can’t-miss event. Check out the planned sessions for the conference!
Please note that sessions are subject to change. Stay tuned for our registration site, so that you can be ALL IN in September!
Track: Broker/Manager
■ Legal Hotline Live: Contracts
■ Team Fusion: Fostering Synergy and Success in Real Estate Teams
■ Fortify and Flourish: Safeguarding and Maximizing Your Brokerage’s Success
■ MREC Update
Track: Information/ Technology
■ Setting the State for Real Estate Industry Transformation
■ Innovation Amplified: Supercharging Your Real Estate Career with ChatGPT
■ Building Your Business with Technology
■ Streamlining Success: Powerful Realtor Apps to Boost Productivity
Track: Rookie/Dual Career Agent
■ Essentials of Real Estate: Fundamentals for Success
■ Building an Inclusive Future: Harnessing the Power of Diversity in Real Estate
■ The Art of Connection: Mastering Seller & Buyer Consultations through Consumer Behavior Insights
■ Unlocking the Power of Associations: Supercharge Your Local, State, and National Networks for Unparalleled Success
Track: Seasoned Agent
■ Scaling Success: Building a High-Performing Real Estate Business
■ Strategic Time Management: Achieve Work-Life Balance and Maximize Vacation Opportunities
■ Unleashing Global Opportunities: Expanding Your Reach in the Real Estate Market
■ Retirement Roadmap: Building a Secure and Successful Future
Track: Money Matters
■ Tax Mastery: Maximizing Profitability for Real Estate Professionals
■ Blueprint for Success: Strategic Business Planning for Profitability
■ Navigating Market Waves: Insights and Strategies for Real Estate Success
■ Mastering Money Management: Strategies for Financial Success in Real Estate ■
New Session? No Problem!
REALTOR® Agenda Finds Approval in Annapolis
BY LISA MAY AND CHRISTA McGEE
The first General Assembly Session following a statewide election is supposed to be slower paced. Expectations are to be managed and certain fights left for another day.
Only no one told that to Maryland REALTORS®.
Of the six REALTOR® legislative priorities introduced in the 2023 session, an impressive five crossed the finish line before the clock struck midnight on April 10.
Those included measures to increase housing supply and affordability under our Open Doors to Stronger Neighborhoods campaign (www.opendoorsmaryland. org). A signature piece of our consumer agenda is to expand opportunities for Accessory Dwelling Units (ADUs) statewide. HB 239/SB 392 accomplishes that
through a Task Force that will meet over the next year to study and recommend policies on ADUs. Maryland REALTORS® will serve as a member of that Task Force when it convenes later this year.
Also receiving approval on its third trip through the General Assembly was HB 98/SB 403, which reform state laws governing condominium insurance for detached units. This is a growing Missing Middle housing option that will be made more competitive in the marketplace thanks to this revision.
A win for both consumers and industry was achieved with SB 651/HB 1235, to streamline the return of buyer deposits when cancelling a real estate contract. Under the circumstances provided in the bill, sellers will
no longer be able to impede the release of a buyer’s deposit by refusing to sign the release form. Following a process like Pennsylvania’s, sellers must act to prevent the release of the deposit by filing for mediation or initiating a court action within specified timeframes. REALTORS® worked closely with key members of the Senate Education, Energy, and the Environment (EEE) Committee and the House Environment and Transportation (E&T) Committee to overcome opposition to the bill and gain its passage.
Finally, two industry measures sought by Maryland REALTORS® received unanimous approval. HB 1225
provides additional options to the owners of real estate companies when they must replace the broker of record and have been unable to do so through other avenues. Meanwhile, SB 443/HB 662 establish specific continuing education requirements for new real estate licensees in their first two-year renewal period. These classes are designed to provide a practical framework for new licensees in the day-to-day tasks of real estate.
Overall, 2023 was a great year to be a REALTOR® in the Maryland General Assembly. Read on for more new legislation impacting the industry.
HOUSING AND TAXES
HB 150/SB 166 – Housing and Community Development–Adaptive Reuse
Effective October 1, 2023
POSITION: Support
Developers may leverage Maryland DHCD financial assistance for the adaptive reuse, retrofit, and repurpose of existing commercial buildings as affordable multifamily housing.
R® HB 239/SB 382 – Accessory Dwelling Unit Policy Task Force
Effective June 1, 2023
POSITION: Support
This bill establishes the ADU Policy Task Force to recommend policies for ADU usage in residential areas. The Task Force will report on its activities on November 1, 2023 and June 1, 2024.
HB 505/SB 198 – Elevator Safety–Privately Owned Single-Family Residential Elevators–Inspection and Registration Requirements
Effective July 1, 2023
POSITION: Monitor Elevators installed in a privately owned single-family residential dwelling on or after October 1, 2023, must be registered with the state at least 60 days before being placed in service.
REAL ESTATE BROKERAGE AND CONTRACTS
HB 144 – Real Estate Brokers–Inactive Licenses
Effective October 1, 2023
POSITION: Support
This legislation closes a loophole which allowed inactive licensees to reinstate and renew a license for up to six years. This bill limits the length of time before expiration to three years, regardless of licensee status.
HB 608/SB 535 – Human Relations–Housing Discrimination–Service Dogs
Effective October 1, 2023
POSITION: Monitor
Tenants may retain their service dog in the rental unit after it has been retired from service. Tenants may not be charged a pet fee or additional rent but are liable for damages it has caused.
R® SB 443/HB 662 – Real Estate Brokers, Salespersons, and Associate Brokers–Continuing Education Courses
Effective October 1, 2023 POSITION: Support
The 15-hour continuing education requirement for a new licensee’s first renewal period will consist of required classes in contracts, disclosures, property management, advertising, deposits, professionalism, condominium and HOA laws, and real estate financing.
SB 579/HB 728 – Residential Property–Service Agreements–Prohibitions
Effective June 1, 2023
POSITION: Support
Service agreements which bind a property owner to a future contract for the maintenance, purchase, or sale of residential property may not be in effect for longer than one year or be recorded as a lien against the property.
R® SB 651/HB 1235 – Real Estate–Real Estate Brokerage Services and Termination of Residential Real Estate Contracts (The Anthony Moorman Act)
Effective October 1, 2023
POSITION: Support
When a buyer properly terminates a real estate contract, the holder of the escrow funds shall return the buyer’s deposit within 30 days. Sellers may object by filing for mediation or initiating court action within 10 days of receiving notice of the deposit release.
R® HB 1225 – Real Estate Brokers–Disability or Death and Termination of Employment of a Broker
Effective October 1, 2023 POSITION: Support
This bill allows the owner of a real estate company to remove a terminated broker and petition the Real Estate Commission to reissue a certificate and pocket card to another broker.
COMMON OWNERSHIP COMMUNITIES
R® HB 98/SB 403 – Condominiums–Mandatory Insurance Coverage – Alterations
Effective October 1, 2023
POSITION: Support
Allows detached condominium units to obtain property insurance coverage like HOAs, with unit owners insuring their individual dwellings and the association insuring common areas.
HB 844 – Housing and Community Development–Common Ownership Community Website
Effective October 1, 2023 POSITION: Support with Amendments
DHCD will establish a website outlining the rights and responsibilities of individuals living in a common ownership community, along with website addresses for certain Condo and HOA communities.
LAND-USE, PROPERTY RIGHTS, AND THE ENVIRONMENT
HB 11/SB 483 – Private Well Safety Act
Effective October 1, 2024 POSITION: Support with Amendments
The bill requires that properties with a private well water supply undergo water quality testing as a condition of sale. Purchasers may waive the water quality testing requirements in writing, and test results are valid for 3 years.
HB 830/SB 477 – Residential Construction–Electric Vehicle Charging
Effective October 1, 2023
POSITION: Oppose as Introduced
This bill requires the inclusion of one EVSE-installed or EV-ready parking space in the garage, carport, or driveway of new singlefamily and townhome units. Requirements to add these spaces during significant renovations of existing homes were removed from the bill.
PROPERTY MANAGEMENT
HB 36/SB 100 – Actions to Repossess–Proof of Rental Licensure
Effective October 1, 2023
POSITION: Support
Landlords who operate in jurisdictions which require licensure must show during an eviction proceeding that they are (1) in compliance with local licensing requirements; (2) exempt from licensure; or (3) unlicensed for specified reasons.
HB 102/SB 279 – Actions for Possession–Pet Protections
Effective June 1, 2023
POSITION: Oppose as Introduced
On or after November 1, 2023, landlords must include with the lease a link to a fact sheet on the Department of Agriculture’s website if the landlord knows that a tenant possesses a pet.
COMMERCIAL AND AFFILIATED INDUSTRIES
H B 669 – Real Estate Appraisers–Licensing and Certification–Qualifications
Effective October 1, 2023 POSITION: Monitor
This bill establishes an alternate pathway for obtaining licensure and certification as a real estate appraiser through the national Practical Applications of Real Estate Appraisal program.
HB 151 – Real Property–Residential Leases–Notification of Rent Increases
Effective October 1, 2023
POSITION: Support
Landlords must notify a tenant in writing before increasing the tenant’s rent through first-class mail or electronic delivery. The notice timelines are 90 days for tenancies over 1 month; 60 days for month-to-month tenancies; and 7 days for weekly tenancies with a written lease.
HB 215/SB 450 – Real Property–Limitations on Summoning Law Enforcement or Emergency Services–Prohibition
Effective October 1, 2023
POSITION: Support
Local laws or ordinances may not penalize a tenant or rental property owner for summoning law enforcement or emergency services to a residential property. Landlords may not include a clause in a lease which includes the same limits or penalties against the tenant.
A full listing of real estate legislation from the 2023 session can be found on mdrealtor.org ■
Lisa May, Director of Advocacy and Public Policy, and Christa McGee, Grassroots and Policy Advocate, are the heart of Maryland REALTORS® Advocacy and Public Policy team.
Why DEI Principles Matter A roundtable interview with
members from Maryland REALTORS®’ DEI Advisory Group
DEI.
Three letters that mean so much yet are often misunderstood. Three years ago, Maryland REALTORS® created its DEI (Diversity, Equity, and Inclusion) Advisory Group, a committee whose mission is to “create an authentic, vibrant, and inclusive industry culture through education, member engagement, leadership recruitment, and community outreach,” because the association recognized the need for its members to reflect the diverse population of this state along with the need to recognize and appreciate the unique gifts that every member brings to the association.
Our Director of Professional Development and Member Engagement, Susan Yashinskie, held a roundtable with key members of the DEI Advisory Group, Chair Terring Wang, Vice Chair Wayne Curtis, and member Aisha Holmes to discuss the importance of DEI principles, and why it matters for the real estate industry.
Susan Yashinskie: Thank you for gathering today to discuss diversity, equity, and inclusion. As members of the Advisory Group, you are committed to developing initiatives to support DEI principles and engage the entire Maryland REALTORS® community. We certainly have a lot going on and a lot to talk about. But let’s take a step back and talk about what diversity, equity, and inclusion means to you?
Terring Wang: I think DEI is a fundamental element in today’s society. It is the need to respect all communities. We are all human beings, and we should understand our friends, neighbors, colleagues, and clients from every angle possible. We are all human, and we need to be more generous and accepting of the diversity of humanity.
Wayne Curtis: To me, DEI is as simple as accepting any person. Every human being needs to be valued for who they are—not for who they are not—and that everyone has a validity and the human right to be accepted for their own unique capabilities, their own unique characteristics, and valued for that, not just tolerated.
Susan: Thank you Wayne and Terring. Also with us today is Aisha Holmes, DEI Advisory Group member and graduate of the 2022 class of the Leadership Academy and the Academy’s recipient of the David Macklin Humanitarian Award. Why did you feel the need to join the DEI Advisory Group? What does DEI mean to you?
Aisha Holmes: Volunteering for diversity, equity, and inclusion is a no-brainer. It’s how I was raised and taught about caring and being compassionate for others. It’s important for myself and the community to ensure that people always have a space to be authentically themselves. Simply put, I believe that every person deserves to be accepted, and respected for who they are Embracing and advocating for DEI delivers on the Code of Ethics; treating people fairly, honestly—like they want to be treated
Susan: Do you think that DEI is a skill that can be learned?
Top row (l to r): Wayne Curtis, Vice Chair, DEI Advisory Group and Susan Yashinskie, Director of Professional Development and Member Engagement. Bottom row (l to r): Aisha Holmes, member of the DEI Advisory Group and Terring Wang, Chair of the DEI Advisory Group.
Aisha: There are elements of DEI that are learned behaviors; I don’t believe it’s a hard skill. DEI is a combination of soft skills, like communication, empathy, and leadership, and interpersonal skills—how you interact with other people.
Susan: Terring, you’ve done a lot of work within your brokerage to promote DEI and how they present themselves and what they do as REALTORS®. Can you talk about something that you’re doing within your team?
Terring: Housing impacts every part of our personal lives, and as REALTORS® we’re working within that framework every day—where people work, where they go to school, what resources they have access to. In our profession, we meet different people, with different life experiences every day. Understanding this is why a DEI mindset is so important. Diversity matters in real estate.
The National Association of REALTORS® (NAR) Code of Ethics lies at the foundation of what REALTORS® do, and the Fair Housing Act protects against discrimination. A couple years ago, one of our agents met with a lesbian couple at an open house. The agent didn’t realize that they were LGBTQ, and there was a bit of awkwardness in addressing the couple, which ultimately caused them to stop talking to our agent. Without knowing, we offended the LGBTQ couple because we
didn’t acknowledge them as a married couple. When I learned of the situation, I reached out to the couple, apologized about the agent’s misunderstanding, and then we had a great conversation. By acknowledging who they were and who they were to each other, we were able to move forward and entered into a buyer representation agreement.
Every REALTOR®, no matter who you are, no matter which community you belong to; we need to care more about our clients and their needs. Just as Wayne mentioned earlier.
Wayne: I’d like to take a step back and talk about whether these skills be learned. I think they definitely can. All of us come to our business, all of us come
…DEI is a fundamental element in today’s society … We are all human, and we need to be more generous and accepting of the diversity of humanity.
– Terring Wang
to our interpersonal dealings, interpreting the world around us through the prism of our past, through the prism of our childhoods and our belief systems. Everything that we have brought to this moment when we meet somebody is how we are interpreting the world around us. About 25 years ago, I went to an intensive seminar, and the entire purpose was to try and help each individual determine the influences we bring to each and every moment from our past, which may be holding us back.
I learned a lot about what my own evaluation of circumstances was causing me to do, about inserting my own feelings, my own insecurities, and my own sense of what was right and wrong on other people and circumstances where they didn’t belong.
Understanding that this was happening was keeping me from realizing my own potential. If we can get this realization across to people through DEI—that you can be an advocate, you can be a counselor, you can help people without bringing your own sets of values and prejudices and shortcomings and fears—in that way you can actually be the kind of advocate and assistant that we strive to be in this business.
To help people find the homes that they will live in for years, if not for the rest of their lives, that it will be the
place that their children are raised and have memories of for the rest of their lives … that is an awesome responsibility.
Terring: I totally agree with what Wayne just said. When you have this kind of mindset, you put yourself into a deeper level of understanding. Without this mindset, you will miss a lot. Understanding the principles of DEI will help you to develop this mindset.
Susan: How can we communicate that DEI is about your business, your livelihood, and how you treat people, not a political commentary?
Wayne: There’s another angle to DEI. A lot of folks don’t understand the difference between the traditional equal opportunity, equal housing, and DEI.
At the Greater Baltimore Board of REALTORS®, my local board, we formed a DEI Committee at about the same time that Maryland REALTORS® did. This year they’ve undertaken to rebrand and are renaming it IDEA: Inclusion, Diversity, Equity, and Accessibility.
For me, what it comes down to is that we treat people the way we would like to be treated ourselves. If one cannot grasp that, then that speaks for the need for DEI.
Susan: What do you mean by accessibility?
…through DEI … you can be an advocate, you can be a counselor, you can help people without bringing your own sets of values and prejudices and shortcomings and fears— in that way you can actually be the kind of advocate and assistant that we strive to be in this business.
– Wayne Curtis
Embracing and advocating for DEI delivers on the Code of Ethics; treating people fairly, honestly—like they want to be treated.
– Aisha Holmes
Wayne: Accessibility can be physical such as the need for a wheelchair ramp or elevator, but it also encompasses mental disability, language barriers, and wealth. I think all of that comes under accessibility.
Terring: The truth is that not enough people are or have been educated on DEI principles. Many think it may not be necessary, but we still have problems in our society, our communities, our industry. This is why learning about DEI is important: sharing real cases from our industry, from our society, real cases of people not being treated fairly because of who they are, how they identify, attributes, such as physical or mental, that they have no control over.
Susan: Maryland REALTORS® is holding its second Pride in Practice event on June 6, 2023. Why would you recommend people attend? What is the “one thing” you would like to see attendees walk away knowing?
Aisha: Yay! I can’t wait! Come celebrate with us, the doors are open! It’s definitely going to be a great time to learn, grow and engage with some of the best REALTORS® in Maryland. REALTORS® from the LGBTQ+ Real Estate Alliance will be present, speaking of which, the Southern Maryland Association of REALTORS® DEI Committee has recently launched a Southern MD Chapter the LGBTQ+ Real Estate Alliance, and we’re actively seeking new members. I’d like attendees to walk away knowing that no matter how they identify, they are welcome, and they matter.
Susan: Is there anything else you’d like to share?
Terring: Yes, thank you. As a REALTOR®, we are in the service business. It is our job to provide service to all kinds of people. You need to accept, provide, and satisfy their needs. This is how you grow your business. Well, that, and by joining the DEI Advisory Group. It’s a very fun group and will provide benefits for you and your business.
Wayne: If you focus on the reward of the actual look in your client’s eyes when they walk into their new home and the impact that you’re having on their lives, their children’s lives, and their family wealth for the next two generations, this is what sustains you. Understanding and using DEI best practices, you will get the reputation of somebody who actually listens, who actually cares, who actually does a great job, who protects their interests, and you’ll win their referrals and probably their children’s referrals if you’re still in business when their children are at home-buying age. It is a win-winwin situation. ■
Pride in Practice!
Join Maryland REALTORS® on June 6, 2023, for its second annual Pride in Practice event. This event is dedicated to advancing the Association’s and its members’ efforts to engage and educate our diverse membership in the world of Diversity, Equity, and Inclusion.
Register today and take advantage of the program, networking opportunities, continuing education classes, and more!
This year’s program is designed to elevate and maintain the high standards of professional conduct with all members by raising awareness of the issues faced by LGBTQ+ homebuyers and renters.
Click on the QR Code to register.
All About the Consumer Get
ready as Maryland REALTORS® launches resources for your next homebuyer and seller
As president, one of Yolanda Muckle’s larger initiatives has been outreach to consumers— providing the next homebuyer or home seller the resources they need as they make some of the biggest decisions in their lives.
“This association’s consumer outreach is a big deal,” said Muckle. “Especially in today’s market with tight inventory and rising prices, homebuyers and sellers need honest information to help them travel the journey on which they’ve embarked, and as an association we must rise to provide them the information they need.”
To that end, Maryland REALTORS® has indeed risen to the occasion with a renewed focus on consumer outreach. In 2023, your state association has
■ relaunched MarylandHomeownership.com
■ updated buyer and seller toolkits for consumers
■ launched a series of consumer-focused webinars
■ and later this month will host the Welcome Home Showcase in Prince George’s County— a partnership with the Prince George’s County Housing Authority
New Website
Updated Buyer and Seller Toolkits
Marylandhomeownership.com has undergone a significant facelift. If you haven’t visited lately, follow the QR code to see what’s new and refreshed. Whereas the former site served as a repository of buyer and seller information, the new Marylandhomeownership.com will serve as a “home port” for those who are about to begin their buying or selling journey— or wherever they are in the process. The new website will host an ongoing dialogue with consumers about buying, selling, and all the important steps before, during, and after.
The home page has been updated to provide information that is truly only one click away. As one scrolls down, they’ll find:
■ A section to access the latest from our Consumer Webinar Series, hosted by Director of Advocacy and Public Policy, Lisa May. Visitors can register for the next webinar while also accessing a recording of the most recent webinar and its slide deck.
■ One-click access to the new buyer toolkit, seller toolkit, and the site’s database of HOCcertified REALTORS®.
■ A focus on key, upcoming events, such as our Welcome Home Showcase, coming on June 17.
■ An invitation to sign up for our consumer e-newsletter.
The topline menu offers additional features new to the site, such as an active, sharable blog space. Consumers, REALTORS®, anyone can find a blog and share with their friends and followers through their social channels.
Additional—and easily accessible—information includes a comprehensive list of mortgage programs, additional information for buyers, sellers, and renters, and a resource library.
For any REALTOR® needing to point their clients to actionable information, this site provides that opportunity.
Our updated buyer and seller toolkits have been designed to help the buyer and seller out as they begin their journey. Available digitally, and later in limited print quantities, the toolkits provide information easily available at their fingertips. The print version will feature checklists that the consumer can pull out and use as they navigate the process.
The homebuyer tool kit content includes:
■ Important tips when looking to buy a home
■ Information on financial readiness
■ Information on the homebuying process
■ Tips for choosing and working with a REALTOR®
■ Fair Housing information
■ A mortgage checklist
■ Appraisal and Inspection information
For the seller toolkit, the content includes:
■ Steps in the selling process
■ Tips for choosing and working with a REALTOR®
■ Listing and pricing information
■ Home showing checklist
■ Fair Housing information
■ Evaluating offers and contingencies
■ Closing and settlement
Both buyer and seller toolkits feature a blank space on the front for any REALTOR® to customize the kit with their own branding information.
Consumer Webinars
Earlier this year, Maryland REALTORS® launched a series of consumer webinars, to provide honest homebuyer information from housing experts.
“The webinars allow us to open a dialogue with consumers, with a focus on the first-time homebuyer,” said Lisa May Director of Advocacy and Public Policy and the host the series. “The REALTOR® and lending experts we feature have done an excellent job in breaking down what can be an overwhelming process.”
Scheduled on the second Thursday of each month at 6:30 PM, and each webinar includes a REALTOR® and a lender and two additional guests who are part of every webinar: Catherine Kraemer-Dale, Business Development Representative for the Maryland Department of Housing and Community Development (DHCD), and James Hall, Affordable Lending Manager for Freddie Mac.
“Education is a key business pillar for Freddie Mac,” explains Hall. “These webinars allow us to discuss our
financial education tool, CreditSmart, for consumers and our HFA Advantage affordable mortgage program.”
The DHCD, which already enjoys an ongoing partnership with Maryland REALTORS® (have you read “Sell More with Maryland” in this issue of the magazine?) has been a valuable partner with this webinar series, as well. “They’re very convenient,” said Kraemer-Dale. “They are free and conducted virtually, so would-be homeowners have the opportunity to participate after their busy work day, wherever they are located.”
To register, or to share the registration with your clients, please use the QR code below.
Catherine Kraemer-Dale of the Maryland Department of Housing and Community Development is a regular guest in our webinar series.
Welcome Home Showcase: June 17, 2023
Maryland REALTORS®, in partnership with the Housing Authority of Prince George’s County, will host a “Welcome Home Showcase” on June 17 at the Wayne K. Curry Sports & Learning Complex in Landover, 9 AM–3 PM. Gathered under one roof will be REALTORS®, lenders, and an entire industry available to help first-time home buyers, renters, and others looking for a path forward in the homebuying process.
“Our association has really stepped up its game in consumer outreach, and this Welcome Home Showcase takes it one step further,” said Yolanda Muckle, 2023 President, Maryland REALTORS®.
“We want to take the experience one gets through Marylandhomeownership.com, and make it ‘live,’ which is what attendees will experience. By partnering with the Housing Authority of Prince George’s County, we’re working with a community of housing experts who have created a successful housing event for years.”
As the first live Welcome Home Showcase since COVID, the Housing Authority is excited to welcome this event back, live. “Our Welcome Home Showcase has been in operation for 20 years,” said Nicole Garrett, Fair Housing Officer for the Housing Authority of Prince George’s County. “We developed this along with our partners—the Maryland Department of Housing and Community Development (DHCD) and the U.S Department of Housing and Urban Development (HUD) to provide Prince George’s County and the surrounding areas with information: seminars, housing counseling services, (and) financial planning.”
According to the Housing Authority’s Acting Executive Director, Ron McCoy, the Showcase will also feature programming for renters. “For some, homeownership may not be in the cards, and that’s OK,” said McCoy. “Our ‘Meet and Lease’ event is where we have landlords who will rent to program participants. We pre-inspect their units, and we have families who are searching for a place with vouchers. We pair the two together in the hopes that they connect so that (families) can get their keys (to their home) on the same day.”
One of the big names attending this year’s Showcase will be HGTV’s Egypt Sherrod, but there will be a lot more to expect. To find out more, visit the QR code below. ■
Maryland REALTORS® is “Riding with the Brand”
In honor of NAR’s “Riding with the Brand” initiative, Maryland REALTORS® will host its “Riding with the Brand” event alongside the Welcome Home Showcase. Though separate from the Showcase entirely, members can take advantage of free CE on June 17 as consumers attending the Showcase learn more about homeownership and the importance of working with a qualified REALTOR® when looking at buying or selling a home. Look for emails from Maryland REALTORS® to find out more, and we look forward to “Riding with the Brand” along with our members!
The Tool Your First-Time Maryland Buyers AREN’T Using
BY LISA MAY
In 2021, Maryland REALTORS® announced a big legislative win: the passage of HB 1178 to create First-Time Homebuyer Savings Accounts.
If you haven’t heard much about them since, you’re not alone.
Several procedural steps that were required for implementation, confusion over lender disclosures, and a lack of funding within the Department of Housing and Community Development (DHCD) stalled this proposal from getting off the ground.
Starting now, we hope to change that.
What is a First-Time Homebuyer Savings Account?
First-Time Homebuyer Savings Accounts are a way to save for a buyer’s home purchase while receiving preferable state tax treatment on the contributions and account earnings.
Who is Eligible?
For the purposes of this program, any resident who has not owned a home in Maryland for the past 7 years may establish an account. In addition, the first-time buyer must open and hold the account in their name.
Buyers may not hold more than one account but may establish a joint savings account with another firsttime buyer if those individuals file a joint tax return.
While family members or others are not allowed to open accounts for the benefit of a first-time buyer, they may make financial contributions to the buyer for deposit into the account. However, only the firsttime buyer listed on the account
can receive a tax deduction for account contributions.
How Can the Account Funds be Used?
Eligible costs are the down payment and closing costs for the purchase of a home in Maryland by an account holder. Allowable closing costs are those disbursements
listed on the settlement statement for the home purchase.
If funds from the account are not used for the purchase of a home, they are considered taxable income for the tax year in which they were withdrawn. The account holder must also pay a penalty equal to 10% of the amount withdrawn.
Exceptions to that rule include: a rollover of the account funds into another First-Time Savings Account; a disbursement due to the bankruptcy of the account holder; and any costs charged by the financial institution to administer the account.
What are the Timeframes for Use of this Account?
Funds must be used within 15 years following the date the account was established. Any funds in the account and not expended on eligible costs by December 31 of the 15th year are subject to taxation as ordinary income.
Where Can Qualifying Buyers Open an Account?
Some banks are beginning to market accounts specifically designated for first-time homebuyers. However, you are not limited to using those accounts or those institutions.
An account from any financial institution can qualify as a First-Time Homebuyer Savings Account so long as it is established for the sole purpose of purchasing a home in Maryland by the account holder.
What Do Banks Need to Know?
If a lending institution specifically markets a First-Time Homebuyer Savings Account to consumers, they must provide a Notice Regarding Housing Counseling to those account holders. Maryland DHCD maintains that notice on their website, which can be found here:
How do I Claim the Tax Exemption?
For up to 10 years, an account holder may claim a state tax subtraction for up to $5,000 of the amount contributed by the account holder plus earnings for the taxable year, for a total of $50,000.
The First-Time Homebuyer Savings Account Subtraction may be claimed on Form 502SU , line “ww.” An account holder claiming a subtraction must file a list of transactions for the account during the taxable year with the income tax return on which the subtraction is claimed, and each subsequent year, until the funds are used for eligible costs.
The Office of the Comptroller has also added additional tax guidance on these accounts on its website:
What Comes Next for First-Time Homebuyer Savings Accounts?
The final portion of HB 1178 required DHCD to conduct outreach on Homebuyer Savings Account to those areas of the state that experience lower-than-average levels of homeownership. To date, the department’s budget has not allowed that outreach to occur in a meaningful way.
Maryland REALTORS®, together with the Maryland Mortgage Bankers and Brokers Association, have held preliminary talks within our organizations and with DHCD representatives on how to better publicize the accounts not just with consumers, but also with the state’s mortgage lenders, financial institutions, and tax advisors.
Beginning, of course, with articles like this one.
Let’s give Maryland’s future homebuyers one more tool in their toolbox by spreading the word about First-Time Homebuyer Savings Accounts. ■
May is the Director of Advocacy and Public Policy for Maryland REALTORS®.
Lisa
Arbitrary Lines: A Move Beyond Zoning
Imagine that we could bring the United States closer to addressing debilitating housing shortages, stunted growth and innovation, persistent racial and economic segregation, and car-dependent development by replacing a single archaic and unsound policy.
Momentum is building for doing just that.
Until recently, zoning felt like a subject fit for discussion by only a narrow circle of experts. In the last decade or so, however, several noteworthy books on zoning have been published, alongside dozens, if not hundreds, of articles in America’s most august news outlets and thousands of social media posts and blogs. One major city after another, from Miami to Denver to Minneapolis, has significantly revised their zoning ordinances, and states such as California and Oregon have initiated ambitious reforms as well. Zoning is fast becoming a hot topic of conversation, and for a good reason: zoning has always been a deeply political and therefore debatable subject, but one that has artfully disguised itself as a mere technical tool.
In Arbitrary Lines: How Zoning Broke the American City and How to Fix It, city planner M. Nolan Gray argues it’s time for America to move beyond zoning. With
lively explanations and stories, Gray shows why zoning reform is a necessary condition for building more affordable, vibrant, equitable, and sustainable communities. The arbitrary lines of zoning maps across the country have come to dictate where Americans live and work, forcing communities into a pattern of growth that is segregated and sprawling.
It does not have to be this way. Reform is in the air and the key pillars of zoning are under fire, with apartment bans being scrapped, minimum lot sizes dropping, and off-street parking requirements disappearing altogether. Some American cities including Houston, America’s fourth-largest city, already make land-use planning work without zoning.
The purpose of Arbitrary Lines is to show that zoning, which was invented more than a century ago to better our communities, improve living conditions, and reduce health hazards stemming from the coexistence of housing and polluting industries, has devolved into an arcane system of spatial division that worsens the very problems its adopters hoped to solve. The book is a comprehensive, well-grounded, and logically organized critique of the rigid and indeed arbitrary way in which zoning structures our communities.
In Arbitrary Lines, Gray lays the groundwork for this ambitious cause by clearing up common
confusions and myths about how American cities regulate growth and examining the major contemporary critiques of zoning. Gray sets out some of the efforts currently underway to reform zoning and describes how land-use regulation might work in post-zoning America. He shows how zoning has failed to address even our most basic concerns about urban growth over the past century, and how we can think about a new way of planning more affordable, prosperous, equitable, and sustainable American communities.
Gray provides a compelling case against the parochial zoning rules that have shaped Americans’ lives, from our homes to our budgets to the work opportunities available to us. While the flaws in and the true costs of zoning become clearer each year, few have questioned the basic paradigm of policymakers and how they determine the quantity and type of building that will be permitted on private land in their jurisdictions. Gray weighs in with new ways of thinking about land use and a road map for a future unconstrained by zoning. ■
You can learn more about moving beyond zoning from M. Nolan Gray himself, who will be Chuck Kasky’s guest in a special live podcast production of “Get Real Estate Live” at Maryland REALTORS®’ Annual Conference, “ALL IN! Engage. Network. Learn.” September 19-21, 2023 at Maryland Live! Casino & Hotel. We’ll be taking questions from the audience—maybe yours!
Chuck Kasky is CEO of Maryland REALTORS® and host of the Association’s podcast, “Get Real Estate,” which is available through any podcast app.
If you want to read the book yourself, ask your local bookseller or follow this link to Amazon.
Congratulations, Winners!
In April, we honored our top producing industry partners at our Annual Awards event in person. Congratulations Maryland Mortgage Program (MMP) Award Winners! Our program could not be the success it is without your tremendous efforts; we truly appreciate it.
TOP INDIVIDUAL REALTORS®
■ Althea Hearst, Samson Properties
■ Tonga Turner, Samson Properties
■ Sandra Maxa, Cummings & Co. REALTORS®
■ Marla Jones, ReMax Icon
■ Heather Cooksey, Re/Max One
TOP PRODUCING REALTOR® COMPANY
■ Samson Properties
TOP PERFORMING LENDER
■ First Home Mortgage Corporation
TOP PRODUCING LOAN OFFICERS
■ Tammi Printz, First Home Mortgage Corporation
■ Ryan Paquin, First Home Mortgage Corporation
■ Amy Wolff, Direct Mortgage Corporation
GOLD TIER LENDERS
(averaging 15 or more loans per quarter)
■ First Home Mortgage Corporation
■ Primary Residential Mortgage, Inc.
■ NFM, Inc. dba NFM Lending, Main Street Home Loans
■ Fairway Independent Mortgage Corporation
■ Direct Mortgage Loans, LLC
SILVER TIER LENDERS
(averaging 5 -14 loans per quarter)
■ PrimeLending, A PlainsCapital Company
■ Lower, LLC dba Homeside Financial
■ Sandy Spring Bank
SMARTBUY STUDENT DEBT ELIMINATORS
■ Lower, LLC dba Homeside Financial
■ Sandy Spring Bank
■ First Savings Mortgage Corp
■ HomeSale Mortgage, LLC
■ Academy Mortgage Corporation
RISING STAR
■ T2 Financial LLC, dba Revolution Mortgage, dba Modern Home Loans
Thank you to all of our partners for helping make Maryland communities flourish! Fair housing practices are a crucial and integral part of the housing community. The State of Maryland is dedicated to upholding these standards and, together with the help of our REALTOR® partners, we’re building strong Maryland communities. MMP was specifically designed to help Marylanders, regardless of age, race, religion, family situation, or level of ability. ■
Follow us at:
facebook.com/ marylandmmp/ instagram.com/ marylandmmp/ twitter.com/ marylandmmp
Greg Hare is the Assistant Secretary, Maryland Department of Housing and Community Development. mmp.maryland.gov, singlefamilyhousing. dhcd@maryland.gov, 1-800-756-0119
GRI Program 2022
The GRI (Graduate, REALTOR® Institute) designation is NAR’s nationally recognized designation, which is administered through state associations. The Maryland program consists of 72 hours, broken into two 36-hour series (i.e. Series 100 and 200). Series 100 and 200 can be taken in any order and can be taken anywhere within Maryland to suit your personal calendar. Series 100 & 200 features six modules, each six hours in length. Each module may be taken independently.
Class topics range from fair housing, agency, finance, business development, ethical conduct, and laws affecting business practice, and procedures to strengthen your skills and your business for a well-rounded real estate foundation.
You have five years to complete the 72-hour program (Series 100 and 200) to obtain the designation.
Mar yland REALTORS® offers the additional Series 300 & 400 for those interested in pursuing their broker’s or associate broker’s license. Series 300 & 400 consist of four days each. When you complete all four series, you will meet the education requirements to sit for the broker/associate broker’s exam.
It’s never been a better time to sign up for GRI! See the Maryland REALTORS® course offerings below. To register visit mdrealtor.org/education/programs/ realtor-institute-GRI.
LOOK WHAT YOU GET:
• Nationally recognized credibility
• Professional speakers
• Continuing education credits
• Increased knowledge, skill, and professionalism to better serve customers and clients
• Increased income potential
• Sets you apart from the competition
• Increased visibility toward your commitment to provide superior professional services
• Educational credit toward Maryland’s Broker or Associate Broker’s license
EARN YOUR GRI – WORK SMARTER, NOT HARDER! NO ANNUAL DUES!
Maryland REALTORS ® Annapolis
February 2, 7, 9, 16, 21, 23
June 6, 8, 12, 16, 20, 22
Maryland REALTORS ® Annapolis
March 1, 2, 7, 21, 23, 28
July 6, 13, 18, 20, 25, 27
Maryland REALTORS ® Annapolis
April 4, 18, 20, 25
October 3, 10, 12, 17
Maryland REALTORS ® Annapolis
May 2, 4, 11, 16
November 7, 9, 14, 16
To learn more, go to
Preserving the Reserve Study for Condos
BY KATHLEEN DARTEZ, ESQ.
Q:I heard that Maryland law regarding reserve studies for condos recently changed. Can you explain what the changes mean for me and, more importantly, for my clients?
A: Your sources are good!
Residential condominiums throughout Maryland must now conduct an updated reserve study at least every five (5) years. Previously, this was only required for condominiums in Prince George’s and Montgomery counties.
If a condominium has not had a reserve study conducted before, an initial one must be conducted by October 1, 2023. The law will require the governing body of a condominium, if the most recent reserve study was an initial study, to attain the annual reserve funding level recommended by the reserve study within three fiscal years following the fiscal year in which the initial study was completed. Note that the governing body of the condominium has the authority to increase an assessment levied to cover the reserve funding amount required – despite any provision of the articles of incorporation, declaration, or bylaws restricting assessment increases or capping the assessment that may be levied in a fiscal year. There is no limit based on the percentage of current condominium assessments.
So, what does this mean for you and your clients seeking to purchase or sell condos? First of all, individuals
reselling condominium properties are already required to provide prospective buyers with a copy of the most recent reserve study as part of the resale package. Section 11-135(a)(4)(vii) of the Condominium Act provides, in pertinent part:
[A] contract for the resale of a unit by a unit owner other than a developer is not enforceable unless the contract of sale contains in conspicuous type a notice in the form specified in subsection (g)(1) of this section, and the unit owner furnishes to the purchaser not later than 15 days prior to closing: […]
(vi) The current operating budget of the condominium including the current reserve study report or a summary of the report, a statement of the status and amount of any reserve or replacement fund, or a statement that there is no reserve fund;
As we know, some condominium buyers fail to carefully review the resale package—especially a condominium’s financials. In fact, the seven-day rescission period
exists for this exact reason – to give buyers the ability to cancel the Contract if, for example, a condominium association’s finances appear to be deficient. In light of the above-referenced laws , REALTORS® should encourage their condominium buyer-clients to pay close attention to the reserve study report or summary included in the resale package.
In particular, if the amount of the reserve fund is dramatically lower than the recommended amount as stated in the most recent reserve study, buyers should anticipate that a special assessment or increase in monthly charges will be imposed on unit owners in order to bring the reserve fund up to that amount over the next few years (depending on when the reserve study was conducted). If there is no reserve study and, in turn, no reserve fund, these factors must also be taken into consideration by a buyer, with the understanding that a reserve study: 1) will need to be conducted no later than October 1, 2023, and; 2) the recommended reserve fund amount will need to be met within three (3) years of the reserve study date. ■
Kathleen Dartez, Esq. , is the Director of Legal Affairs for Maryland REALTORS®’.
