1ST
Sell More With Maryland.
by Andrea.
Photo by Raz Txameret.
Denise Lewis PRESIDENT
Brook-Owen Real Estate
41 E. Main Street Westminster, MD 21157
410.871.1110
denise@denisehasthekeys.com
SECRETARY
Railey Realty
2 Vacation Way McHenry, MD
301.387.2000 lsmith@railey.com
Cheryl Abrams Davis IMMEDIATE FORMER PRESIDENT
RE/MAX United Real Estate
14340 Old Marlboro Pike
Upper Marlboro, MD 20772
301.702.4200
cherylabrams@remax.net
Melanie Gamble PRESIDENT-ELECT
212 Degrees Realty, LLC
9701 Apollo Dr., # 301 Upper Marlboro, MD
301.343.8538 melanie@melaniegamble.com
Chris Drewer TREASURER
EXP Realty, LLC
7939 Honeygo Blvd., Suite 108 Nottingham, MD 410.292.3218 ctdrewer@gmail.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
Denise Lewis | President
Melanie Gamble | President-Elect
Chris Drewer | Treasurer
Larry Smith | Secretary
Cheryl Abrams Davis | Immediate Former President
Chuck Kasky, RCE | Chief Executive Officer Editor
Daniel Patrell | dan.patrell@mdrealtor.org
Advisory Committee
Donald Frederick | Chair
Tresha Davis | Vice Chair
Advertising advertising@mdrealtor.org
Publication Design and Printing Ironmark, 9040 Junction Dr, Annapolis Junction, MD 20701 888.775.3737 | ironmarkusa.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.
Professionalism > Stress
Let’s be honest: real estate is one of the most rewarding careers out there—but it can also be one of the most stressful. Between low inventory, economic uncertainty, and the day-to-day demands of serving clients, it sometimes feels—borrowing from the movie Spinal Tap —like the stress level is cranked up to 11.
Here’s the thing: as stress rises, professionalism often slips. Maybe it shows up as impatience with clients. Maybe it’s a short word to another agent. One bad day can ripple outward and affect everyone involved in a transaction.
That’s why I keep coming back to a simple mantra I share often: Be one. Do one. Bring one.
■ Be one: embody the kind of professional you want to see in others.
■ Do one: raise the bar in the way you approach your work.
■ Bring one: mentor and encourage others to step up their professionalism.
The moments when stress is highest are the very moments when professionalism matters most. Staying current on industry
changes, showing up prepared, and communicating clearly and competently—these habits reduce stress, strengthen your reputation, and create better outcomes for clients.
Here are some other pointers:
1. Think “we,” not “me.” Real estate is a team sport. Shifting your language from “I” to “we” reinforces collaboration.
2. Find their “professional love language.” Courtesy, respect, and responsiveness go a long way in setting the tone for any transaction.
3. Look for common ground. A small connection with another agent can transform a tense negotiation into a successful close—sometimes even a lasting relationship.
We all share the same sandbox. Let’s build something remarkable in it—together.
Before I close, I want to extend heartfelt thanks to our 2025 President, Cheryl Abrams Davis, for her outstanding leadership this past year. Cheryl’s vision and steady hand have left our association stronger and better prepared for the future.
And thank you—our members—for the professionalism and energy you bring to Maryland’s real estate industry every day.
In this issue of Maryland REALTOR®, you’ll find important updates to our Statewide Forms. Please take time to review them closely—you’ll serve your clients best when you know these changes inside and out. We’re also featuring an insightful piece on staging, showing how creating the right environment can help buyers see not just a house, but a home. Stress is inevitable in this business. But professionalism is a choice—and one that pays dividends. Lean into it. You may find that the very act of raising your professional game lightens the stress you carry. ■
Staying current on industry changes, showing up prepared, and communicating clearly and competently—these habits reduce stress, strengthen your reputation, and create better outcomes for clients.
Denise Lewis Is Maryland REALTORS®’ 2026 President.
Housing Executive Order Targets Red Tape, Local Obstructionism “Yes, and Now”
On September 3, Maryland Governor Wes Moore signed the “Housing Starts Here” executive order, to accelerate housing construction in the state. The Maryland REALTORS® advocacy team was on hand for the signing ceremony in Columbia.
Citing the need for Maryland to address its housing crisis and prevent economic stagnation, the order directs state government to take the following actions:
■ Identify state-owned properties that can be used for new housing.
■ Cut red tape by streamlining state permitting processes.
■ Create a State Housing Ombudsman to coordinate permitting, evaluate housing development opportunities, and track progress.
■ Establish housing production targets for local governments.
■ Incentivize local governments that lead on housing through awards and preference in applying for state funding.
Speaking at the event, Governor Moore noted the importance of housing as the foundation that supports all other efforts of his administration, stating, “If you want to create wealth, start with housing. If you want to create jobs, start with housing. If you want to attract new businesses, start with housing.”
This executive order will be accompanied by further housing legislation in the 2026 General Assembly session. ■
Governor Wes Moore with a newly signed Housing Starts Here executive order to increase Maryland’s housing supply on September 3rd, 2025.
STATEWIDE FORMS OCTOBER 2025
Summary of Changes and Practice Tips
Each fall, Maryland REALTORS® presents updates to its Statewide Forms Library, which contains the form contracts, disclosures, and addenda that members like you use to service clients and bring real estate transactions to settlement. This Summary is designed as a guide for Maryland REALTORS® members to understand the revisions to existing forms and the creation of new forms which will go into effect on October 1, 2025
As always, brokers and office managers seeking additional support are welcome to contact our Legal Affairs Department attorneys to schedule Statewide Forms Update sessions for their agents. Association attorneys are also available via our Legal Hotline service to answer questions about all of our Statewide Forms.
I. New Form
Pet Rent Addendum
The new Pet Rent Addendum is an optional addendum to the General Residential Dwelling Lease Template (“Lease”). The Pet Rent Addendum is an agreement between the landlord and tenant authorizing the tenant to keep a pet or pets on the property. In exchange, the landlord may require the tenant to pay pet rent, which is added to the total monthly rent.
Practice Tip – If a landlord agrees to allow a tenant to keep a pet or pets on the property, the landlord and tenant should check the “Yes” box in Paragraph 15 of the Lease noting that the Pet Rent Addendum is attached to the Lease.
Practice Tip – A landlord may not impose a financial charge, including pet rent, to a tenant with a service or emotional support animal.
II. Revised Forms
General Residential Dwelling Lease Template
The Renter’s Rights and Stabilization Act (the “Act”), effective October 1, 2024, requires a landlord to include a copy of the Maryland Tenant’s Bill of Rights as an addendum to a residential lease. Subject to certain exemptions, the Act also provides the tenant with the opportunity to purchase/first right of refusal if the landlord wishes to sell the property. This information has been added to the Lease under Paragraph 10 “Tenant Opportunity to Purchase”
Paragraph 15 “Pets/Service Animals” has been revised to reflect the option of adding the Pet Rent Addendum to the Lease.
The Maryland Tenant Mold Protection Act, effective July 1, 2025, requires a landlord to provide a tenant with an informational pamphlet regarding mold risks and prevention and to request the tenant’s
acknowledgement of receipt of the pamphlet. The Maryland Tenant Mold Protection Act requires the Maryland Department of Environment to create the pamphlet or choose to adopt the EPA’s “Brief Guide to Mold, Moisture and Your Home” pamphlet. At the time of this publication, the Maryland Department of Environment has not officially published their own pamphlet or announced the adoption of EPA’s pamphlet. Therefore, landlords should provide the EPA’s “Brief Guide to Mold, Moisture and Your Home” pamphlet until further notice. Paragraph 33 “Water/ Moisture/Mold” has been revised to request the tenant’s acknowledgement of receipt of the pamphlet.
Practice Tip –
On-Site Sewage Disposal System (OSDS) Inspection and Test Addendum
The paragraphs explaining the notice procedure following an inspection of the OSDS have been revised to mirror the language of the Water Quality Test Addendum and Water Yield Test Addendum .
Practice Tip – Note that the actual notice procedure has not changed, rather, the language explaining the notice procedure has been changed to provide more clarity.
Water Yield Test Notice
The Tenant’s Bill of Rights and information regarding a tenant’s opportunity to purchase/ first right of refusal is provided by the Office of Tenant and Landlord Affairs and can be found on the DHCD website. Scan QR to view.
Exclusive Buyer-Tenant Residential Brokerage Agreement
The Exclusive Buyer-Tenant Residential Brokerage Agreement has been revised to move the “Compensation”, “Broker Responsibilities”, and “Intra-company Agent Representation” paragraphs towards the beginning of the agreement.
Post-Settlement Occupancy Agreement
The “Term of Occupancy and Consideration” paragraph of the Post-Settlement Occupancy Agreement has been revised to replace the “Nominal Consideration” option for compensation with a flat fee option.
Financing Addenda
The FHA, VA and Conventional Financing Addenda have been revised to add a section for the buyer to disclose additional financing programs, such as grants, and to require the seller to comply with requests for information from a financing program.
The Water Yield Test Addendum states that the buyer may provide the inspection report and note deficiencies to be corrected by the seller only if the test results state that water flow does not yield a minimum rate of one (1) gallon per minute. Members have noted that buyers have provided water yield test results and requested the seller to correct deficiencies even when the water flow yielded a rate of one (1) gallon per minute or more. In an effort to stop these improper requests, the Water Yield Test Notice has been revised to state that the buyer may only request corrective action for deficiencies that cause the water flow to fail to yield a minimum rate of one (1) gallon per minute
Taylor Kitzmiller serves as Associate Counsel for Maryland REALTORS®.
Maryland’s housing market is undergoing one of the most significant shifts in decades. This year, our state launched reforms that are reshaping the rental landscape, creating stronger protections for tenants and clearer responsibilities for landlords. At the center of these changes is the Office of Tenant and Landlord Affairs (OTLA), along with the nation’s first Tenants’ Bill of Rights, and new homeownership opportunities for renters through the Right of First Refusal.
For REALTORS®, these reforms matter deeply. You are the bridge between Marylanders and their housing opportunities, and these new tools will not only affect your clients but also strengthen the integrity of our housing market.
A New Hub for Support
The Office of Tenant and Landlord Affairs was created to make the rental experience more transparent and predictable. OTLA does not provide legal advice, but it offers valuable guidance, referrals, and resources to help both tenants and landlords understand their rights and obligations.
For REALTORS®, this means a reliable state-level partner that can help you answer questions, direct your clients to resources, and navigate situations where confusion might lead to violations of state and federal laws. By creating a single point of contact, OTLA is helping reduce uncertainty and build confidence in Maryland’s housing system.
Turning the Key Maryland’s New Era for Tenants and Landlords
BY JAKE DAY, SECRETARY FOR THE MARYLAND DEPARTMENT OF HOUSING AND COMMUNITY DEVELOPMENT
Opening the Door: Right of First Offer
Perhaps the most transformative change is the Right of First Offer. For tenants renting one-, two-, or three-unit properties, the law now gives them the first opportunity to purchase the property when the owner decides to sell.
Consider a tenant who has rented a home for five years when their landlord decides it’s time to sell. In the past, that tenant might have watched their home change hands without warning. Now, they must be given notice and the chance to submit an offer to purchase the property. With this opportunity, and the guidance from a REALTOR®, tenants are empowered to become homeowners in a community where they’re already settled and committed.
For landlords, the process may feel unfamiliar, but it doesn’t have to be burdensome. With REALTOR® support, a landlord can plan for the right of first offer process in their home sale timeline, issue the proper notices, manage negotiations, and execute a sale that complies fully with the law. By helping owners understand and plan for the process, you not only protect them from unexpected interruptions and costly mistakes but also preserve the relationship with their tenants.
In some cases, the Right of First Offer may create opportunities for dual representation to assist renters with understanding and navigating the offer process or securing financing on short notice. In others, it will mean guiding an owner through exemptions; for
instance, transfers to family members or larger properties are not subject to the Right of First Offer process. In every case, REALTORS® will play an essential role in ensuring each transaction is fair, legal, and smooth.
Raising the Standard: The Tenants’ Bill of Rights
Maryland’s Tenants’ Bill of Rights, effective July 1, 2025, is a landmark document. The first of its kind in the nation, this bill of rights must be attached to every new residential lease in the state of Maryland. Its purpose is to make sure renters know their rights, and landlords know what is required under state and federal law. Additional requirements established by local jurisdictions are not included in the Tenants’ Bill of Rights. Some of the provisions are simple but powerful. For landlords of five or more units, rental application fees are capped at the maximum of $25 or the landlord’s actual application-related expenses. Security deposits cannot exceed one month’s rent in most circumstances, and landlords may collect only the first month’s rent plus the security deposit at signing. Late fees are capped at five percent of rent. Leases must clearly outline who is responsible for repairs and utilities, and landlords must provide contact information, so communication is clear.
For REALTORS®, these requirements create consistency. When you guide a landlord in preparing a lease or advise a tenant who is uncertain about fees, you can do so with confidence in your knowledge of applicable requirements.
What This Means for REALTORS®
For REALTORS®, these reforms are not just legal changes; they are opportunities to strengthen your practice and deepen your value to clients.
■ You can help landlords streamline leases, ensuring that application fees, deposits, and disclosures meet state and federal laws.
■ You can empower renters with accurate information about their rights, reducing misunderstandings that might otherwise derail a transaction.
■ You can champion homeownership by helping tenants take advantage of the Right of First Refusal, guiding them through financing and negotiation. These are real-world changes that will show up in your work every day, whether you are reviewing a lease, preparing a property for sale, or advising a tenant who dreams of becoming a homeowner.
REALTORS® are the bridge between Marylanders and their housing opportunities, and these new tools will not only affect your clients but also strengthen the integrity of our housing market.”
Building a Stronger Market Together
Maryland is leading the nation by proving that tenant protections and healthy housing markets can go hand in hand. By ensuring fairness and transparency, we are creating conditions where trust between renters, landlords, and REALTORS® can grow, the likelihood of disputes can decrease, and opportunity can expand for all.
As REALTORS®, you are essential partners in this effort. Your expertise, your ability to educate clients, and your dedication to fair and timely transactions will determine how smoothly these reforms take hold. With your help, we can ensure that the Tenants’ Bill of Rights is not just a document attached to a lease, but an opportunity for all parties involved to have a clear understanding of applicable legal requirements, shaping a better experience for renters and landlords alike.
The Office of Tenant and Landlord Affairs, the Tenants’ Bill of Rights, and the Right of First Offer are tools for building stronger communities, for opening doors to homeownership, and for ensuring that Maryland’s housing market remains vibrant and fair.
Together, let’s keep turning the key to housing opportunity, fairness, and stability across our state. ■
Jake Day is Maryland’s Secretary of the Department of Housing and Community Development.
Scan the QR for additional Landlord & Tenant Affairs Information & Resources on the DHCD website.
How Staging Helps Showcase a Listing
BY BARBARA BALLINGER
A fireplace adds a focal point to a room, flanked by blue chairs that add energy. The vacant room was staged by Andrea Bailey of Baltimore-based Staging by Andrea.
Photo: Raz Txameret.
Before real estate practitioner Barb Schwartz introduced the concept of staging more than 50 years ago, buyers had a tougher time envisioning how they might live in a home with cluttered counters, worn rugs and unpleasant smells.
Schwartz’s theatrical background inspired her idea that a well-designed setting would improve a buyer’s first impression in the same way it helped theater goers visualize a play’s location and period. The practice gained followers, and staging evolved to range from cosmetic dustups to major overhauls.
Statistics have proved that transformations increase sales values between 1% and 5% and decrease market time, according to the National Association of REALTORS’® “Profile of Home Staging” 2025 report
View the 2025 “Profile of Home Staging” report from the National Association of REALTORS by scanning the QR code.
Over time, a confluence of other factors has fueled interest:
■ The number of professional home stagers has increased , along with associations such as The International Association of Home Staging Professionals® (IAHSP®), a global trade association, and The Real Estate Staging Association (RESA®), a nonprofit that supports professionals across the U.S. and Canada.
■ The growing roster of reality HGTV shows has demonstrated how homes can be transformed.
■ The increased number of professional organizers, part of a $21 billion-plus industry, also helped homes look less crowded and more appealing.
■ The availability of better digital photography has improved how homes look online, the first place many buyers first search. “Most buyers give a listing about six to seven seconds before they swipe to the next,” says Kirsten Williams, managing broker and vice president for TTR, Sotheby’s International Realty, with offices throughout Washington, D.C., Maryland, and Virginia.
The bottom line is that fewer homes hit the market without being staged in one of three ways: physically with a tweak or redo of what’s in rooms; virtually, which showcases how a property can look when digital technology adds furnishings to empty rooms in photographs; or a hybrid of the two.
Which strategy is favored and for how many rooms typically depends on the condition of a home, its listing price, the seller’s budget and mindset, and strength or weakness of the housing market.
“Generally, we see growth in the use of staging when the market cools. Some agents and sellers still do not see staging as a priority when properties are moving fast, even with the potential ROI (return on investment),” says Gina Vierra, Vice President, RESA® Headquarters.
Yet, many stagers like Andrea Bailey, who founded Baltimore-based Staging by Andrea and co-founded the Baltimore RESA® chapter, find that staging can be a good investment, reiterated by her husband John Bailey, REALTOR ®, CRB, SRS, with Cummings & Co. REALTORS ® in Maryland.
Williams agrees that a listing does better when it is fully prepared—cleaned, decluttered and staged—to help a buyer take psychological ownership. “You’re helping set the stage for them to live their dream life,” she says.
Staging expert Jennie Norris, founder of Littleton, Colo.-based Sensational Home Staging and chairperson and CEO of IAHSP®, considers it an essential listing and marketing tool to update a property, make it livable, and turnkey ready.
Exceptions, she says, are when a property is sold to an investor as a fixer-upper or teardown.
Some practitioners still hesitate, Norris says, fearing they’ll hurt sellers’ feelings about their choice of décor.
An upfront conversation that explains that changes aren’t meant to criticize taste but appeal to the widest audience and target demographic is helpful, she says. Allison Bond, with Cummings & Co. REALTORS ® in Maryland, agrees, “We live in our houses differently than what we need to do to sell them.”
Understanding more pros and cons will help you and your clients decide how best to proceed.
Physical Staging
s PROS . Many practitioners like Williams try to work with a home seller’s furnishings and overall design and suggest only key changes such as painting or removing wallpaper. She may bring in accessories. “Most agents have closets full of fluffy white towels and fake greenery and lemons,” she says. But in most cases, she hires a professional stager with a design background to make a space look its best for photos and in-person visits, which may dictate more substantial changes and rental furnishings. “We want the room flow to make sense and to avoid furniture blocking traffic,” Williams says. She stages the main level and at the least the primary bedroom if it’s on a second floor. Her goal is to have rooms look comfortable, crisp, clean, and uncluttered with most closet contents removed and only two to three items on a counter.
Bailey concurs with such steps and favors erring on the side of less is more. She stresses the importance of a neutral palette, warm design and little personalization— “the look of a hotel without a seller’s fingerprints all over the design,” which means removing personal photos and political and religious items. She updates designs to create the right look, based on the style of the home, price range and demographic target. She offers a one-hour walkthrough consult for $350 and charges for work based on a project’s scope. Most fees run between $1,500 and $2,000 but may go up to $5,000, she says.
Broker Tia Hunnicutt, ABR, GRN, of San Franciscobased Proxima Realty Group, takes a similar approach and typically limits furnishings to a few key pieces in a neutral palette. “I like a room to look minimal but not cheap,” she says and favors an HGTV aesthetic of white walls, dark or blue-gray floors, and matching light fixtures. Bond agrees that white backgrounds photograph well.
Practitioner Harry Bond, who works with wife Allison Bond, says staging a yard is equally important, including removing clutter to cutting grass, pruning shrubs, mulching, and adding a pop of color. “People care about outdoor space these days,” he says.
t CONS . Prime drawbacks are the time needed to stage, the cost of renting furnishings (unless a practitioner has their own warehouse of inventory, which Bailey does), and the staging fee. Many agents do light staging without charging but may hire a professional and pass costs on to the seller, which NAR puts at a median of $1,500.
Some practitioners split the stager’s costs with sellers, but Norris advises them not to cover the entire expense and cap their contribution and put an agreement in writing. This helps protect their commission. There are also inexpensive pay-at-closing options IAHSP members can offer clients, she says. Bailey prefers payment upfront because of potential complications such as a house not selling.
In another room staged by Andrea Bailey of Staging by Andrea, the room becomes a comfortable place to gather with seating and accessories. Photo credit, Raz Tzameret.
After
Virtual Staging
s PROS . This newer practice emerged in the late 1990s/early 2000s, when more advanced photo editing software became available. Over time, results have become more realistic looking, appealing to younger buyers accustomed to shopping online and to older cohorts who started viewing listings online during the pandemic.
The option continues to appeal because it’s easier and less costly than physically bringing in furniture, especially when listings are vacant. During slower markets, rental fees may climb when merchandise is needed for longer periods, Williams says. Digitally inserted furnishings also help guide buyers who lack a sense of spatial awareness, says Allison Bond.
With the emergence of more virtual staging companies offering digital technology of how rooms can be transformed, often with a before and after, real estate professionals have their pick of styles and room arrangements at a reasonable fee. Louisville, Ky.-based Stuccco also has designers on staff who will use a property’s existing photos to help buyers visualize the intended use by arranging a room’s design, according to a client’s preference, says company CEO Matt Langan. The company charges $29 per photo and offers a turnaround in under 24 hours or within 12 hours for an
additional fee. Photos can be marked with “Virtually Staged” or the “Stuccco Virtual Staging” logo to communicate to buyers that the images are virtually staged.
t CONS . Bailey has found that buyers like to touch and see “furniture and fluff” and uses this strategy only occasionally for an extra bedroom or when a seller doesn’t want to pay for an entire house to be staged physically. Another downside is that buyers who like a wonderfully transformed listing online may be disappointed when they enter a vacant space. Williams tries to overcome that expectation by sometimes enlarging images and posting them on an easel in a room to help buyers recall how the space was furnished visually. She also makes clear on virtual photos that they represent a digitally altered space to try to help avoid disappointment.
Some are more negative. Hunnicutt rarely uses virtual staging except for vacant listings or a property that’s on the market for a long time. Norris is against it.
“What they see online is what they should see when they walk in the door, so they don’t feel duped,” she says. When taken to an extreme, virtual staging may be considered false advertising under state law and the REALTOR® Code of Ethics.
Stuccco.com, a company that specializes in virtual staging, shows how a room can look before and after a transformation with the addition of comfort and life for the room.
Photo courtesy of Stuccco.com.
Staging A
Staging B
Staging C
Hybrid Staging
s PROS . Though Bailey focuses her business on physical staging, she would recommend a resource that does virtual staging in certain cases. “It’s a good idea that helps fill in the blanks,” she says.
t CONS . A downside may be a virtually staged room not flowing visually with a physically staged one, which could depend on the stager hired and specific style. “But that’s a minor negative,” she says.
Match Staging to Locations and Demographic
Staging is used in a variety of locations with choices in décor varied according to the level of sophistication desired, budget, region and demographic targeted. A water setting may lend itself more to a coastal vibe while a mountain home may favor a rugged look. To appeal to a Millennial or older Gen Z buyer, Norris favors a Boho or Mid-Century Modern vibe. ■
Barbara Ballinger has written about real estate and design for years, frequently for the National Association of REALTORS® and the National Apartment Association. She co-writes a weekly blog, www.lifelessonsat50plus.com, and has co-authored more than 20 books, including her latest, Kitchen Conversations: Sharing Secrets for Kitchen Design Success (Images Publishing).
Staging A:
Staged by Georgi Girl, Rocklin, CA, this staging transformed a heavily lived-in space into a bright, welcoming living room and highlights the impact of thoughtful occupied staging. Recognized as a Finalist in the 2025 RESA® Home Staging Industry Awards for Occupied Staging Project of the Year. Courtesy of RESA® Home Staging Industry Awards.
Staging B:
Sweet Oakes Designs & Home Staging, Wichita, KS, displays clean lines, modern furnishings, and an inviting open-concept layout in this project, recognized as a Finalist in the 2025 RESA® Home Staging Industry Awards for Rising Star Vacant Staging Project of the Year. Photo courtesy of the RESA® Home Staging Industry Awards.
Staging C:
Staged by Sarah Noel Interiors, Denver, CO, this sophisticated dining room, with its modern furnishings, warm wood accents, and expansive windows earned recognition as a Finalist in the 2025 RESA® Home Staging Industry Awards for Luxury Vacant Staging Project of the Year. Courtesy of RESA® Home Staging Industry Awards.
Navigating Change Together: Updates from the MREC
BY SCOTT LEDERER
This past year has been one of transition—not only for me personally as I assumed the role of Executive Director of the Maryland Real Estate Commission (MREC), but also for the thousands of dedicated licensees who continue to adapt to a rapidly changing industry.
For those who may not know me, I bring 45 years of real estate experience to the Commission, having served as an owner, broker of record, regional president, and association leader. Over the decades, I have overseen countless transactions and worked alongside agents, buyers, and sellers to bring hundreds of deals to a successful settlement. Those experiences, along with years of service to local, state, and regional REALTOR® organizations, have shaped my belief that our profession thrives only when grounded in professionalism, education, and ethical practices.
The Maryland Real Estate Commission exists for a clear purpose: to protect the health, safety, and welfare of the public while serving the needs of our licensees. We accomplish this through examination, licensing, education, and enforcement—always upholding the governing laws equally and fairly.
Today, I’d like to share several important updates that will directly affect your practice in the months and years ahead, including changes to continuing education requirements, advertising standards, the management of teams and groups, and the use of unlicensed employees.
Continuing Education: Raising the Standard
Education has always been the backbone of professionalism in real estate. Continuing Education (CE) ensures that practitioners not only maintain competence, but also adapt to new laws, emerging consumer needs, and evolving market practices.
CE requirements for our licensees vary depending on when a license was first issued and the role of the licensee.
Please note that significant changes will take effect beginning October 1, 2025:
New Licensees
Initially licensed on or after October 1, 2023, AND first renewal
The course previously titled Principles of Brokerage Relationships and Disclosure and Seller Disclosure (Topic K) will be replaced by Principles of Brokerage Relationships and Disclosure (Topic H)
Salespersons & Associate Brokers
Licensed prior to October 1, 2023
Fair Housing (Topic C) – increase to 2.0 clock hours
Electives (Topic F) – decrease to 4.0 clock hours
Brokers, Branch Office Managers & Team Leaders
Licensed prior to October 1, 2023
Fair Housing (Topic C) – increase to 2.0 clock hours
Supervision (Topic I) – decrease to 1.5 clock hours
Electives (Topic F) – increase to 2.5 clock hours
Commercial Licensees
A new requirement will mandate 2.0 clock hours in the Americans with Disabilities Act (Topic P)
These changes reflect the Commission’s focus on elevating fairness, compliance, and consumer protection, while also streamlining certain elective areas. Licensees should begin preparing now by reviewing course options and planning their renewal strategy well before deadlines.
Advertising: Getting It Right the First Time
In today’s fast-moving marketplace, advertising is not just a way to showcase listings, it’s a direct reflection of your professionalism and your brokerage. Missteps in advertising can lead to consumer confusion, misrepresentation, or even disciplinary action.
A comprehensive guide is available on the Commission’s website.
Scan the QR code to download.
The Commission requires that all advertisements created by or on behalf of a licensee must be reviewed for compliance before publication. Specifically:
■ Every ad must be submitted to the broker, office manager, or broker-manager’s designee for review.
■ If the ad is for or about a team, the team leader must also review and approve the piece.
This oversight is not intended to create hurdles but to ensure that every communication aligns with state law, Commission rules, and consumer expectations. Brokers and team leaders are strongly encouraged to establish clear internal processes for ad review, including checklists and sign-off procedures, to minimize errors and keep compliance at the forefront.
Teams and Groups: Staying Organized and Accountable
The rise of teams has changed the way many real estate professionals conduct business. Teams can offer clients a wider range of services and provide agents with collaborative support. But with these benefits come additional responsibilities.
The Commission has developed a set of Do’s and Don’ts for teams and groups , which brokers and team leaders should integrate into their daily practices.
The Do’s and Dont’s can be found on the Commission’s website.
Scan the QR code to download.
Among the key points:
Documentation is critical.
In complaint investigations, the Commission may request copies of listing contracts, buyer representation agreements, agency disclosures, and property management policies.
Oversight matters.
Team leaders must be clearly identified in Commission records and team member lists need to be kept by the Broker or Office Manager for Commission review at any time.
Policies must be in writing.
Clear guidelines for advertising, handling personal transactions, and managing property must be documented and consistently enforced.
By following these standards, teams not only remain compliant but also provide a higher level of service to clients who may already feel overwhelmed by the complexities of a transaction.
Unlicensed Employees: Knowing the Boundaries
Another area where the Commission receives frequent inquiries—and complaints—involves the use of unlicensed employees and independent contractors. Unlicensed assistants can provide valuable support, but there are strict limits on what they may do. Activities such as answering phones, scheduling appointments, and performing general administrative tasks are permitted. However, when unlicensed individuals begin showing properties, negotiating terms, or engaging in client counseling, they cross the line into activities reserved exclusively for licensed professionals.
If you observe unlicensed assistants performing unauthorized duties, the appropriate step is to report the behavior to the Commission. Protecting the integrity of our profession requires all of us to hold ourselves—and those around us—accountable.
continued on page 20
FROM THE MREC continued from page 19
A Shared Mission
At the MREC, we recognize the tremendous responsibility carried by each and every licensee. Real estate transactions are among the most significant financial and emotional decisions consumers make, and they rely on you to guide them with professionalism, fairness, and honesty.
Our mission remains unchanged: to safeguard the public while supporting licensees in practicing with integrity and competence. That means upholding the law with fairness, providing education that strengthens your business, and offering resources to help you succeed.
As we move forward into this next chapter—with new CE requirements, updated advertising standards, clear rules for teams, and reinforced expectations
for unlicensed employees—I encourage you to view these not as hurdles but as opportunities. They are opportunities to strengthen your professionalism, set yourself apart in the marketplace, and contribute to the reputation of real estate as a trusted, consumerfocused profession.
Together, we will continue to serve both the consumers of Maryland and the real estate licensees who are the backbone of our industry. ■
Scott Lederer is the Executive Director of the Maryland Real Estate Commission.
Why Continuing Education for REALTORS® Is the Best Thing Since Lockboxes
BY SUSAN YASHINSKIE
Let’s be honest—real estate isn’t just about showing homes and collecting commission checks. It’s about navigating legal jargon, market shifts, and clients who think Zillow knows more than you do. That’s why Continuing Education (CE) isn’t just a requirement— it’s your professional life raft. And yes, it can be surprisingly enjoyable (especially compared to explaining escrow for the 47th time).
1. It Pays—Literally
According to the National Association of REALTORS®, agents who earn professional designations through continuing education earn 45% more than those without them. That’s not just pocket change—it’s the difference between driving a sensible sedan and finally upgrading to the SUV with heated cup holders.
2. You’ll Be Legally Bulletproof
Real estate laws change faster than a buyer’s mind after watching HGTV. CE courses keep you current on contracts, fair housing, and ethics. Think of it as your legal armor because “I didn’t know” isn’t a great defense in front of the Real Estate Commission.
3. You’ll Be Smarter Than Your Smartphone
Technology is transforming real estate faster than you can say “blockchain.” CE helps you master tools like CRMs, virtual tours, and digital signatures. Because let’s face it: your phone shouldn’t be the smartest thing in your office.
4. You’ll Network Like a Ninja
CE classes are full of REALTORS® just like you—hungry for knowledge and likely over-caffeinated. You’ll meet referral partners, swap war stories, and maybe even find someone who understands your deep emotional connection to lockboxes.
5. You’ll Be Ready for Anything
The Graduate REALTOR® Institute (GRI) designation, often called the “REALTOR® master’s degree,” involves 20 days of intensive classes covering everything from appraisal to mediation. And yes, you earn CE credits along the way.
6. It’s Required—Might as Well Enjoy It
Let’s not forget the obvious: CE is mandatory. But that doesn’t mean it has to be miserable. With virtual options, engaging instructors, and real-world applications, it can actually be—dare we say?—fun!... especially when you realize it’s helping you close more deals with less stress.
So next time you see a CE course on your calendar, don’t groan. Grin! It’s not just another hoop to jump through. It’s your chance to level up, laugh a little, and maybe even learn something that makes your next transaction smoother than a freshly staged condo. ■
Next Up...
GRI 200 Series: September 30 – October 17
GRI 300 Series: October 28 – November 6
GRI 400 Series: November 12 - 20
Scan the QR code to check out the Maryland REALTORS® Education Calendar for more including Local Board & Association classes.
Susan Yashinskie serves as Maryland REALTORS®’ Director of Professional Development and Member Engagement.
Where Will Maryland Find Half a Million New Homes?
New Housing Needs Assessment Quantifies State’s Shortfall
BY LISA MAY
590,186 new housing units by 2045
252,498 additional new households in the same timeframe
1,970 acre deficit of land zoned for higherdensity housing
The numbers are staggering. These were the conclusions reached in the Maryland Department of Housing and Community Development’s 2025 update to the state’s Housing Needs Assessment, last conducted in 2020. The report shows not only how much our housing shortage has grown in those past five years, but also highlights some of the reasons why:
1. Yes, It’s Zoning…
Despite local government claims to the contrary, our housing shortage can be traced directly to zoning practices. Rather than using zoning to encourage development and allow for a variety of housing types, all too often it is used for the opposite: to limit rather than expand the type and number of housing units; to make houses and lots larger instead of smaller; and to increase housing costs rather than decrease them.
Those aren’t abstract claims. DHCD’s analysis notes that Maryland’s local land use laws are more restrictive than our surrounding states. This results in Maryland having the highest proportion of cost-burdened renters and the second highest proportion of cost-burdened homeowners in the Mid-Atlantic.
2. …and Other Policies Too
Even when there is land available, housing developments may not materialize. The report gives pointed criticism to Adequate Public Facilities Ordinances (APFOs). While designed to pace infrastructure improvements with housing growth, APFOs often serve as de facto building moratoria in areas where housing demand is greatest.
While the Assessment did not address the issue of rent control, we would be remiss for not pointing to its effect on housing production. Montgomery County’s rent control policies have nearly eliminated multi-family building permit applications, as national home builders have abandoned new projects in the county, and in some cases, in Maryland as a whole.
3. Housing Construction is Slowing, Not Accelerating
The pace of home construction in Maryland has flatlined. Since 2020, overall permitting has been stagnant and single-family housing permits have actually declined. While housing growth has slowed nationally, ours is more severe. Maryland is issuing 45% fewer permits than we did 25 years ago, while nationwide the decrease was just 8%.
This pace of home building will not provide the number of homes that we need to fill our current backlog or meet future needs. In fact, Maryland’s pace of home building would need to increase by 71%, to a total of 29,500 units each year between now and 2045, to close our housing gap.
4. We Aren’t Building the Right Things
Maryland, through its local governments, has designated enough land to build the detached single-family housing options we need. But we are not coming nearly close enough to building denser housing (10+ units per acre) that is close to transportation options, service providers, and employment centers.
The report states that we would need approximately 2,000 more acres identified for this type of growth in coming years. This is particularly important to serve the needs of an ageing population and a frustrated workforce that has started to look elsewhere to meet their housing needs.
What it Means for REALTORS®
As real estate professionals, we are on the front lines of the housing debate. Understanding—and changing—the status quo is critical for your business, for the success of your clients, and for the strength of Maryland’s economy.
Policy leaders at the state and local levels need to worry more about solving problems than they do protecting local control, and to listen to constituents more than they listen to NIMBYs. Particularly as we head into an election year, REALTORS® can hold our officials accountable for delivering results on housing.
More importantly, by advocating for zoning reforms, streamlined regulations, increased housing production, and diversifying housing types, we can build a more affordable and stable housing future here in Maryland. ■ Follow this QR code to
Lisa May is the Director of Advocacy and Public Policy for Maryland REALTORS®.
Why Local Governments Aren’t Always Best for Land Use Decisions
BY CHUCK KASKY
Land use decisions shape the physical, economic, and environmental character of communities.
From zoning laws to infrastructure development, these choices determine how cities grow, how ecosystems are preserved, and how people live and work. Due to their proximity to the community and responsiveness to local needs, local governments are often seen as the most appropriate stewards of land use. But there are compelling reasons to question whether they should hold the reins exclusively. In fact, local control can sometimes hinder broader goals, exacerbate inequality, and lead to fragmented, short-sighted planning.
Local governments are highly susceptible to parochial interests, which prioritize the desires of current residents over broader societal needs. This is most evident in the phenomenon of NIMBYism
(“Not In My Backyard”), where residents oppose developments such as multifamily or rental housing, transit infrastructure, or renewable energy projects simply because they don’t want them nearby. I recently heard someone (who should know better) say, in response to my hypothetical statement about apartment buildings, say “I don’t want to live near those people.” When I asked who “those people” were, the person immediately retreated. But the point was made, and the bell could not be unrung.
As we have seen over and over, a county or city government might block a proposed apartment complex due to vocal opposition from homeowners, even if the region desperately needs more housing. This resistance can stall progress on critical issues like housing affordability, climate resilience, and economic integration. Local governments, beholden to their constituents, often prioritize short-term appeasement over long-term planning. The result? A patchwork of exclusionary zoning laws and development restrictions that reinforce segregation and limit opportunity.
Land use decisions made at the local level often ignore the interconnected nature of metropolitan regions. A single city’s zoning
choices can have ripple effects across neighboring jurisdictions, especially when it comes to transportation, housing, and environmental sustainability.
Consider traffic congestion: one suburb’s refusal to allow higherdensity housing near transit hubs can force workers to live farther away, increasing commute times and emissions. Environmental degradation doesn’t respect municipal boundaries. Poor land use decisions in one area, such as overdevelopment near wetlands, can affect flood risks and biodiversity in adjacent regions.
When dozens of local governments make land use decisions independently, it leads to inefficiencies, duplication of infrastructure, and missed opportunities for
coordinated growth. Regional planning bodies or state-level oversight can help align these decisions with broader goals. Local governments vary widely in their capacity to make informed, equitable land use decisions. Smaller municipalities may lack the technical expertise, data, or financial resources to conduct thorough environmental reviews, economic impact studies, or community engagement processes.
Urban planning is a complex discipline that requires understanding of transportation systems, housing markets, environmental science, and public health. Without adequate funding, local governments may rely on outdated plans or be unduly influenced by developers who offer ready-made proposals that serve private interests over public good. This unevenness leads to inconsistent outcomes. Wealthier jurisdictions can afford sophisticated planning departments, while poorer ones may struggle to enforce basic zoning codes—further entrenching inequality.
Local governments often operate within a “conservative” framework, especially when it comes to land use. Change is hard, and elected officials may be reluctant to challenge the status quo for fear of political backlash. Innovative land use strategies like mixed-use zoning, transit-oriented development, or climate-adaptive infrastructure require bold vision and experimentation.
But local politics tends to reward caution. Incumbents may avoid controversial projects, even if they promise long-term benefits. This inertia can stifle progress.
In contrast, state or federal agencies may be better positioned to pilot new approaches, set ambitious targets, and provide incentives for reform.
Local control over land use has historically been used to exclude marginalized groups. From redlining to exclusionary zoning, local governments have often weaponized land use to maintain racial and economic segregation.
Local control over land use has historically been used to exclude marginalized groups. From redlining to exclusionary zoning, local governments have often weaponized land use to maintain racial and economic segregation. Minimum lot sizes, bans on multi-family housing, and other zoning tools have been used to keep low-income residents and people of color out of certain neighborhoods. These practices perpetuate inequality by limiting access to high-opportunity areas with good schools, jobs, and services. State and federal oversight can help counteract these injustices by enforcing fair housing laws, incentivizing inclusive development, and setting equity benchmarks.
In addition, the climate crisis demands coordinated, largescale responses, something local
governments alone cannot deliver. Land use decisions play a critical role in shaping carbon emissions, resilience to extreme weather, and preservation of natural resources. Sprawl increases vehicle dependence and energy consumption. Poor land use can destroy habitats and reduce climate buffers like forests and wetlands. National and regional authorities are better equipped to set sustainability standards, fund green infrastructure, and ensure that land use aligns with climate goals.
Local governments have an important role to play in land use planning. They understand community needs, can engage residents directly, and are nimble in responding to change. But they shouldn’t be the sole decision-makers. A more balanced approach that includes regional coordination, state oversight, and federal support can lead to smarter, fairer, and more sustainable land use outcomes. Land is a shared resource. Its stewardship should reflect not just local desires, but collective responsibility. ■
Join Chuck Kasky and his guests, Maryland Department of Housing and Community Development Secretary, Jake Day and Howard County Executive, Dr. Calvin Ball to discuss housing matters at “Unscripted,” happening exclusively at Maryland REALTORS®’ Annual Conference in Ocean City.
Chuck Kasky is CEO of Maryland REALTORS®.
New Maryland Laws Reshape Landlord-Tenant Responsibilities
Q: Where can I find the pamphlet on mold that is required under the new Maryland Mold Protection Act?
BY KIM LINK
A: Starting July 1, 2025, Maryland landlords must comply with the Maryland Tenant Mold Protection Act, a new law designed to safeguard tenants from moldrelated health risks. Under this legislation, landlords are required to provide tenants with an informational pamphlet on mold at the time of lease signing and upon request. Landlords must also request that tenants sign a statement acknowledging receipt of the pamphlet.
The Maryland Department of the Environment, in coordination with other state agencies, is tasked with creating this pamphlet and a centralized website with moldrelated resources. However, landlords may alternatively use the U.S. Environmental Protection Agency’s “Brief Guide to Mold, Moisture and Your Home,” which meets the Act’s requirements.
Beyond disclosure, the law imposes strict timelines. If a landlord receives written notice of mold from a tenant or a local housing enforcement agency, they must conduct a mold assessment within 15 days. If mold is detected, remediation must occur within 45 days of the assessment’s completion, or within a reasonable time if remediation is not feasible. These actions must follow industry best practices and any state regulations. This law reflects growing awareness of mold’s impact on health, especially in rental housing. According to the American Lung Association, mold exposure can trigger asthma, allergic reactions, and other respiratory issues. The Act aims to prevent such outcomes by ensuring timely intervention and tenant education.
The Pet Policy Transparency Act takes effect October 1, 2025. Turn the page to learn more about the new law.
Additional Laws Affecting Landlords and Tenants in 2025
Several other laws taking effect this year further reshape the landlord-tenant landscape in Maryland. Here are three key updates:
Pet Policy Transparency Act (Effective October 1, 2025)
Under the Pet Policy Transparency Act, a landlord of any residential property must clearly disclose their pet policies both on their property’s website and in rental application forms. This includes:
■ Breed or weight restrictions
■ Pet fees/rent
■ Limits on the number of pets
■ Vaccination requirements
■ Liability insurance requirements
■ Any other pet-related rules
This law promotes transparency and helps pet-owning tenants make informed decisions before applying. It also benefits landlords by reducing misunderstandings and attracting responsible pet owners.
Maryland Tenants’ Bill of Rights
(Effective July 1, 2025)
All residential leases signed on or after July 1, 2025, must include a copy of the Maryland Tenants’ Bill of Rights, published by the Office of Tenant and Landlord Affairs within the Department of Housing and Community Development (DHCD). This document outlines key tenant protections under state and federal law, including:
■ Lease requirements
■ Security deposit rules
■ Notice periods for lease termination
■ Protections for victims of domestic violence
The DHCD will update the Bill of Rights annually by September 1, with changes taking effect October 1 Landlords may not alter the document and must ensure it is attached to every lease.
If a landlord receives written notice of mold from a tenant or a local housing enforcement agency, they must conduct a mold assessment within 15 days.
Wrongful Detainer – Expedited Hearings
(Effective October 1, 2025)
The Wrongful Detainer – Time of Hearing and Service of Process Act (CH188-2025) addresses fraudulent possession of residential properties, such as squatting. Under this law, courts must hold a hearing within 10 business days of a complaint being filed. The law also streamlines service of process requirements, enabling faster resolution and return of possession to rightful owners.
This expedited process is a significant win for property owners facing unauthorized occupancy, offering a quicker legal remedy and reducing potential property damage or lost rental income.
These new laws reflect Maryland’s commitment to tenant safety, transparency, and housing stability. For landlords, they introduce new compliance obligations— but also opportunities to build trust and improve tenant relations. Landlords are encouraged to consult legal counsel to ensure full compliance. ■
For more information on these laws and access to official documents, visit the following websites:
Maryland General Assembly
Department of Housing and Community Development
Kim Link is the Director of Legal Affairs for Maryland REALTORS®.
Give Thanks this Fall Season by Giving the Gift of Home!
BY GREGORY HARE
As the leaves fall and gratitude fills the air, the Maryland Mortgage Program (MMP) is here to support realtors with flexible, affordable financing solutions that help Marylanders achieve a goal worth celebrating year-round: homeownership.
Over the years, MMP has partnered with hundreds of realtors and homebuyers to make owning a home more attainable. From down payment assistance to student debt payoff, MMP provides innovative options that remove barriers and open doors. Whether your clients are purchasing their first home or looking to buy and modernize their next one, MMP has a partnership product designed to help you guide them home.
Check Out Some of Our Available Products:
■ Flex 3% Loan - Comes with a down payment assistance loan equal to 3% of the first mortgage in a 0% deferred second lien. Can be used for repeat buyers.
■ FHA 203K Limited Loan - Allows for additional financing for repair/modernization as part of the home purchase.
■ 1st Time Advantage Direct - No DPA but offers the lowest interest rate available with a MMP loan. ■
Gregory Hare is the Assistant Secretary, Maryland Department of Housing and Community Development. mmp.maryland.gov, singlefamilyhousing.dhcd@maryland.gov, 1-800-756-0119
LOCAL ZONING IS BROKEN
If local zoning worked, Maryland wouldn’t be short 590,000 homes needed both today and tomorrow.
The problem? Restrictive land-use policies and outdated zoning rules that favor big, expensive houses — homes out of reach for most Marylanders.
It’s no surprise that 70% of Marylanders believe their elected officials aren’t doing enough to fix the housing crisis.
But together, we can change that.
Visit OpenDoorsMaryland.org. Share your story. Demand action from state leaders.
Because Maryland’s future begins at home.
