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UPDATE TH E

VO I CE

FO R

R E AL

E STATE

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N O R TH E R N

VI RG I N IA

REALTOR®

PUBLISHED BY THE NORTHERN VIRGINIA ASSOCIATION OF REALTORS®

September/October 2010 NVAR.COM

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A NEW DAY IN THE FINANCE WORLD: HELP YOUR BUYERS PREPARE Page 24 MARKET UPDATE: RIDING THE FEDERAL PRESENCE WAVE TO RECOVERY Page 12 PLAN TO ATTEND: ECONOMIC SUMMIT - 9/16 AND CONVENTION AND TRADE SHOW - 10/12 Pages 10 and 42 YOUR VOTE COUNTS - NVAR 2011 BOARD CANDIDATES PROFILED Page 20

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chairman of the board

UPDATE

REALTOR®

September/October 2010

2010 BOARD OF DIRECTORS Chairman of the Board: Vinh Nguyen, CRB Chairman-Elect: Karen Trainor Immediate Past Chairman: Susan Mekenney, ABR, CRS, GREEN, GRI, ePro Secretary/Treasurer: Pat Kline, CIPS, GRI, SRES, TRC DIRECTORS-AT-LARGE Val August, CRB, CRS, GRI Julia Avent, ABR, CRS, GRI Tammy Bagnato Robyn Burdett, CDPE, CRS, GRI Chris Call, GAA, IFA, RAA Delk Hamaker Scott MacDonald Peter Rickert, ABR, ePro, GREEN, SRES Mario Rubio, SRES Trudy Severa, ABR, CRS, GRI, SRES Merlin Smith, ABR, CDPE, GRI Jon Wolford Publisher/CEO: Christine M. Todd, CAE, RCE Editor-In-Chief: Jill M. Landsman Managing Editor: Ann Gutkin Associate Editor: Amy Larrabee Editorial Assistant: Ainsley McDougal Marketing & Sales Manager: Tracy Reynolds Graphic Designer: Tricia Chroussis Contributors: Sweth Chandramouli, Laura M. Farley, John L. Heithaus, Michele Lerner, Lisa Vierse May, Sarah Louppe Petcher, John McClain

Interested in advertising? Please call 703. 207. 3206 for information. The Realtor® UPDATE (ISSN 10988475) is published bi-monthly by the Northern Virginia Association of Realtors® as follows: combined issues for January/February, March/April, May/June, July/August, September/October and November/December. Periodicals postage paid at Fairfax, VA 22030 and additional mailing offices. Subscriptions account for $19 of each member’s annual dues. Annual subscriptions are available to non-members for $39. Subscription inquiries may be sent to the Realtor® UPDATE at the address below. Copyright 2010 by the Northern Virginia Association of Realtors®. All rights reserved. Postmaster: Please send address changes to: Realtor® UPDATE Northern Virginia Association of Realtors® 8407 Pennell Street Fairfax, VA 22031-4601 Telephone: 703. 207. 3200 FAX: 703. 207. 3268 Web: nvar.com E-mail: updatemagazine@nvar.com Advertising Info: treynolds@nvar.com

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NVAR REALTOR® UPDATE

MASTER YOUR GAME:

Volume 93, Issue 5

By Vinh Nguyen, 2010 Chairman of the Board

Take Advantage of Convention Offerings to Recharge Your Business Plan

T

he summer of 2010 flew by, and the fall season is already upon us. As the temperature and the leaves start to change and new back-to-school and back-to-work routines start, it’s also a good time to consider boosting our business plans.

Entering the last quarter of the year, we should ask ourselves: have we attained what we planned to achieve? Are we producing at the right pace? If not, it’s time to revise our goals and strategies. A long time ago, when I considered the real estate profession as a career, I viewed it as I would any other business. As such, professionalism is essential. Each day, I challenged myself to become better: better through education and knowledge, better through professionalism and service. Fall was the season to catch up and finish what I set out to do. It’s the season of recharging and preparing for next year. Part of my business plan is to set this time of year aside to attend real estate conventions at all association levels–local, state and national. There is no better place than at a gathering of like-minded professionals to learn new trends, master the latest techniques and become motivated. Each convention is unique and, to me, indispensable. So my advice to you: attend them all! Be sure to ‘Master the Game’ by attending our NVAR 2010 Convention and Trade Show. It takes place on Tuesday, Oct. 12 at the Northern Virginia Community College Annandale Campus. Program details can be found on page 42 or at nvarconvention.com. To get a head start on convention season, attend VAR’s REal Show 2010 Convention and Expo from October 1-3 at the Virginia Beach Convention Center. Visit http://realshow2010.com/ to learn more. To round out your fall renewal, head to New Orleans for NARdiGras 2010 from November 5-8. Learn more at http://realtor.org/convention/nsf. I wish you all a successful fourth quarter renewal, and look forward to seeing you in Annandale on October 12! Remember: to ‘Master the Game,’ “You Gotta Be In It To Win It.”

2010 Chairman of the Board SEPTEMBER /OCTOBER 2010

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in this issue

in this issue 3 Chairman of the Board Column: Master your Game: Convention Season Beckons

Features

7 Letters to the Editor: NVAR is At your Service 8 NV/RPAC 2010 Contributors List

12 MARKET UPDATE: Riding the Federal Presence Wave to Recovery 42 MASTER THE GAME: 2010 NVAR Convention & Trade Show Slated for Oct. 12

24

IT’S A BRAND NEW DAY IN THE MORTGAGE FINANCE WORLD

10 NVAR Economic Summit; NOVA Campus Map 11 Agents Need to Know: Social Media vs. Direct Mail 14 HCSNV: Organization Offers Housing Lifeline in Northern Virginia 15 Drumstix Dash 8K: Register Today for 11/27 HCSNV Fundraiser

DRUMSTIX

HOUSING & COMMUNITY SERVICES OF NORTHERN VIRGINIA, INC.

DASH 8K

16 Connecting the Dots: NOVEMBER 27, 2010 NVAR Creates Home-Away-From-Home Dream House 19 New Members; NVAR Partners 20 Meet your 2011 NVAR BOD Candidates 28 Government Affairs: Floodplain Status May Change For Some Properties 30 Realtor® Liaisons Stay in Touch with Area Congressmen 31 In Memoriam: NVAR Mourns the Loss of Kevin Kielsgard; VA Appraisal Question Addressed 32 Education Calendar 33 young Professionals Beat the Heat at yPN Barbecue; ABR & GRI Graduates Named 34 Ask NVAR: Disclosure Dilemmas Explore Voluntary Compliance, Lead-Based Paint Disclosure 36 Realtor® Safety: Tips for your Knowledge, Awareness and Empowerment 39 2011 Online Dues Payments 44 NV/RPAC Breakfast: Plan to Attend on 10/12! 45 Appraiser & Affiliate Directories

41 RENTAL STATS

The views expressed in this publication may not reflect NVAR policy, and may be the opinions of the writer or interviewee.

NVAr reAltOr® UPDATE

September /OctOber 2010

5

what have you done to create a legacy?”

“When you look back

My legacy starts and ends With you. The opportunity to give back, by being a part of the process for solutions that affects everyone in our industry, is a responsibility I take personally. I am committed to be an advocate for measures that enhance and protect an agent’s ability to be successful. Being nominated to the Board of Directors of NVAR is an honor. Serving comes with a commitment of time, an openness to listen and the willingness to act.

My experience will help me live up to this pledge. • Corporate executive for two Fortune 200 companies • Founding partner of three successful real estate offices • Managing Broker of over 300 agents in career • Government Affairs Committee, NVAR • Grievance Committee, NVAR • Public Affairs, VAR • Major Donor to RPAC

I ask for your support by voting september 3 – october 6.

K E L L E R W I L L I A M S R E A LT Y

k

letters to the editor

What’s On Your Mind? Send Update Your

“Letter To The Editor” Today!

NVAR values your comments about our Update editorial content or relevant industry issues. We welcome your input for our “Letters to the Editor” section. Writers must include complete contact information.

Please e-mail your “Letters to the Editor” to: updatemagazine@nvar.com

Letter to the

EDITOR

NVAR is at Your Service

Member praises NVAR staff for exemplary customer care Members have many motives for joining NVAR, and we were especially pleased to note Realtor® Nancy Tessman’s reason for joining, as stated on her membership application: “excellent customer service.” Tessman said: The young ladies at the Herndon office have been so helpful and professional for many years. I originally joined NVAR when I became a Realtor®. When I switched brokerages I went elsewhere, but continued to use NVAR for my continuing education credits and for the guest Sentrilock key. Even when I was not a member, I have always been treated well at the Herndon location (no reflection on your other locations as I have never been to them). Since I am in a service and relationship industry, I can appreciate when I receive excellent care. Sincerely, Nancy EDITOR’S NOTE: Nancy Tessman is a Realtor® with Kim Spear Properties of Keller Williams Realty in Ashburn.

s

NVAr reAltOr® UPDATE

September /OctOber 2010

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nv/rpac recognition

2010 NV/RPAC Contributors List* GOLDEN R ($5,000) John E. McEnearney RE/MAX Allegiance Tom Stevens CRYSTAL R ($2,500) Jane A. Quill STERLING R ($1,000) Bob Adamson Julia H. Avent Mary Bayat Robyn Burdett Christopher Call David Charron Virgil Frizzell Margaret C. Handley David Hess Margaret Ireland Jo Anne Johnson Sita Kapur Patricia O. Kline Scott MacDonald Shane McCullar Susan Mekenney John Meyer Tom Meyer

David Michalski Vicki Nellis Vinh Nguyen Boofie O’Gorman Susan Oh Tracy Pless Anne Rector Peter A. Rickert Tom Rickert Zinta Rodgers-Rickert Trudy Severa Trish Szego The Belt Team – Gail Belt Terry Belt Christine Todd Karen A. Trainor Jon S. Wolford Tony Yeh GOVERNOR’S CLUB ($500) Tammy Bagnato Phil Bolin Patricia A. Buck Suzanne Granoski Jobin Realty Alexandria – Scott Fortney

Kristin Kelly Rebecca Owen Gene Sampson Commission Express – John Stedman Connie Vanderpool Gayl Warman CAPITOL INSIDER ($250) Brian Block Sue Bowers Tom Boyle Michael Briggs Madeline Caporiccio Kate Casey Kathleen Corradetti Dan Daniels Florence Daniels Mark Goedde Delk Hamaker Doris Houston David Howell Rosemarie Johnson Karen Kidwell Nicholas Lagos Margo Lockard Laura Marsh

Maxine McLeod Gomathi Nagaraj Jessica F. Opert Mario Rubio Kamelia Sacks Fetneh Schacht Audrey Shay Jake Sullivan Leslie Thurman $99 CLUB Mark Ackermann Kevin P. Adams Rafael Aguilera Jorge Alas Nancy P. Alert Azmi Al-Kurd Kannan Annamalai Mary Anthony Roger Applegate Lorraine Arora Gay Ashley Donald Atkinson Val August Judy Austin Carlo Baietti Fahad Bakir

Dale Barr Thomas Beames Wylie Bean Lee Beaver Barbara Bechtle Thomas Bellanca Charles Bengel Jr. Patricia Blackburn Ann Bogat Jose Boggio Fanny Bonilla Jaime Borda Susan Boslough Alicia Brown Alan Brylawski Champlin F. Buck William Buck Judy Buckley Shirley Buford Jianxin Byers Boyd Campbell Marilyn Cantrell Craig Canute Clotilda Cassidy James Castle Juan Castro

Ron Cathell Jan Chang Lin Chen Martha Cheyne-Ramirez Moon Y. Choi Victoria Christianson Joanne Chung Ui Chung Candyce Clanton Matthew Cockerham Robert Cole Georgiana Copelotti Mary Beth Coya Judy Cranford Janet Croft Shunmugam Damodaran Omprakash De Donald DeBragga Bic DeCaro Munirshah Dellawar Lynne DePaso Anand Devadas Barbara Dill Nicholas Dorosheff James F. Dronsfield Maryann Dunn

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September /OctOber 2010

NVAr reAltOr® UPDATE

nv/rpac recognition Trinh T. Duong David Eaton Kathleen Eaton Nita Elder Stephanie Ellis Heather Embrey Donna Evers Susan Fadoul Nancy Fahy Shahnaz Faily Laura Fall Beverly Feitshans Miriam Fernandez Charles T. Fowler Douglas Francis Robert Froehlich Paul Gale Anne M. Gardner William Garrett Clarence Gatton Bhavani Ghanta Catherine Gill Teddy Goodson Brandon Green Bruce Green Sheila Gregory Thomas Hagedorn William E. Halloran Ray Hamilton

Terrylynn Harrell Shawn Harris Albert Heidmann Barbara Hendrickson Janet Hewitt Sharon Hickok Lucinda L. Hoveskeland Michael Huang Kenneth Hunnings Raja Ihsan Samuel Jacknin Forrest Jaggar David Jandrositz Eui Kang Zamarrud Karim Mohammad Z. Khan Abdelkader Khatib Lauren Kivlighan Robert Koenig Rolfe S. Kratz Bonnie Kyte Dana Landry Anita S. Lasansky William Laughlin Annie Lauler William Lauler Bruce Lauther Connie Lauther Doris Leadbetter

Diep Le Francis Lee Joseph Lee Kevin J. Lee Sherri Lee Ashley C. Leigh Sonia Lieberman Mary Loenichen Michael Lorenzo Davidson Lunger Helen Lyman-Healy Ann B. Malcolm Ali Mansouri Ronald Marraccini Sandra Mason Raymond Mayer John G. McAllorum Natalie H. McArtor Pamela S. McCoach John McMillin Kayvan Mehrbakhsh Debbie Menzer Thomas C. Merical Ernest F. Miller Puran C. Mittal Priscilla P. Moore Cynthia Moses Maggie Mueller-Tyler Regina Mullins

Diane G. Murphy Allene Murray Kamal Mustafa Muraji Nakazawa James W. Nellis Stuart Nesbitt II Giao Nguyen Thai-Hung P. Nguyen Daniel Odio-Paez Lydia Odle Jack O’Donohue Eleanora Panizza Leonardo Pareja Peggy Parker Maria Pastorelli Julie Pearson Vic Pereira Gwenda A. Plush Tafweez Qureshi Thomas E. Reed III Thomas E. Reed IV Andrea L. Reid Esin A. Reinhardt RE/MAX Presidential – Benjamin Zurun Mary Zurun Melissa Zuran Christine Richardson Katreen Rinaldi

David Rosenmarkle Charles Rose Marjorie Rosner Carol Ross Elizabeth S. Ross Evelyn Ross Fran Rudd George Saab John Sabo Stuart Saltzman John Samson Brian Schantz Peter Schlossberg Tazuko Schmitz Kornelia Schreiber Thomas Sehler Linwood Shelton Arlis J. Simmons Carol Simmons Suzanne Simon Maureen Simpson Rajinder Singh Sukhjiwan Singh Hope C. Skilling Thomas Sklopan Anise W. Snyder Jonathan Spinetto James Stakem Piedad Suarez

Carol Sutfin Swindell Sutton Xin Tao April Taylor Jonathan Taylor Bellanca Thomas Beverly Thomas Kathleen F. Trainor Tanya Tran Jeffrey C. Turner Hans Ugaz Kenneth Ulsaker Rajiv Vashist Virgilio Vasquez Hector Velasquez Kamlesh Verma Diane Wagner Katherine Watkins Richard Whealen B. Blair White Kevin Wiles Lisa Williams Felicia Wu Hua Xu Ann M. Yanagihara Laura Yi Yili Zhang *As of August 2010

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SeptOct.indd 9

SEPTEMBER /OCTOBER 2010

9

9/3/10 3:17:26 PM

economic summit

MOVING FORWARD

Economic & Policy Issues That Affect Your Career

NVAR’s 14th Annual Economic Summit Thursday, September 16

Location Northern Virginia Community College, Annandale Campus

Event Time Registration & Continental Breakfast - 8:30 a.m. Program - 9 a.m. to 12:30 p.m.

SUMMIT SPEAKERS:

Dr. Charles Capone

Chief Economist Federal Housing Administration

John Courson

Sr. Vice President/Chief Lobbyist National Association of Realtors®

Dr. Stephen Fuller

Director, Center for Regional Analysis George Mason University

Don’t Miss Your Last Chance to Save. Register by 9/14 for $49 vs. $65 Onsite!

Register Today!

You can’t afford to miss this event. Go To:

Jerry Giovaniello

President & CEO Mortgage Bankers Association

NvarEconomicSummit.com NVAR's Economic Summit and Convention will be at NVCC-Annandale Soon CE – Ernst Cultural Center (Economic Summit, Breakout Sessions, RPAC Breakfast)

CQ MAY

CN – CN Building (Convention Breakout Sessions) G – Gymnasium (Convention Trade Show) T – Theater (Convention General Sessions and Breakout Sessions) CES TO

NTRAN

BEST E

10

USE

September /OctOber 2010

B – Parking

NVAr reAltOr® UPDATE

agents need to Social Media vs. Direct Mail:

HomeGain claims snail Mail Prevails

agents need to know

KNOW

An EyeCatcher for Your Marketing Toolbox

try this Free resource from nar‘s center for realtor® technology From RISMedia

Although more real estate agents are using Twitter, youTube, MySpace, and other social media sites for marketing, social media ranked last in terms of effectiveness in a recent survey of Realtors® by HomeGain. A provider of online marketing programs that connect real estate agents and brokers with home buyers and sellers, HomeGain is owned by Classified Ventures, which also owns cars.com and apartments.com. Despite failing to produce results, agents increasingly are embracing social media sites because they are free. However, with hundreds of agents marketing themselves in this fashion, competition is fierce. The HomeGain survey shows that postcards are considered third-most effective, with referrals and featured listings taking the top spots. Realtors® would be wise to use postcards, given that only a couple end up in the average mailbox on a daily basis versus 60 to 100 emails in the average inbox. ❈

It’s easy to notice an eye-catching window display. Whether it’s the movement, the color or the information, window displays can be a great tool for drawing people into a particular shop or location. NAR’s Center for Realtor® Technology introduces EyeCatcher, a Flash/XML application that makes it easy to showcase properties, agents, and messaging in real estate office window displays. Visit http://demo.crt.realtors.org/EyeCatcher/ to look at a demo of EyeCatcher. (Note: the properties, agents, and addresses used are for demo purposes only. The goal of EyeCatcher is to gain exposure for your properties and agents’ images. The application has space to include ads or custom messages. To download the application, go to http://share.crt.realtors.org/project/ eyecatcher/download/ ❈

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NVAr reAltOr® UPDATE

September /OctOber 2010

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market update

Virginia market began its decline sooner than the rest of the region, but also started recovering first.

By John McClain, Senior Fellow and Deputy Director, George Mason University Center for Regional Analysis

The Region’s Economic and Housing Market Recovery:

Riding the Federal Presence Wave t

he Washington metropolitan area and the northern Virginia region experienced a recession from 2008 to early 2010, but its impacts were not nearly as severe as elsewhere in the country. the metro area and northern Virginia are now adding jobs again, and recovery is underway while most other metropolitan areas are still in negative territory.

The region’s economy was affected by the same factors that caused the national and international recession – which was more due to a collapse of the financial system, some of which was exposed by the housing market. A key reason the economy and housing market here are recovering from the downturn ahead of the curve is the presence of the federal government. The main contributor is its procurement spending and hiring of more federal workers. As measured by jobs, the region entered recession in November of 2008 (one year after the national economy). Job growth began again in April of 2010 and appears to be gaining some momentum.

Importance of the Federal Presence to the Recovery That the federal government is important to the region’s economy has always been known. After all, this region primarily exists because of the decision more than 200 years ago to locate here (above the objections of politicians in Philadelphia and New york). Federal employment grew significantly in the 20th century as did the Washington region.

For the region, this recession has been similar in depth to the recession of 1990-91, with annual job losses hitting bottom at about 70,000 in September of 2009. The housing market dropped significantly too, but again, not as much as nationally. House prices and sales are now recovering, and not just due to the home buyer tax credit. Prices have been increasing in Northern Virginia since late 2009, and sales have been increasing for longer than that. The Northern 12

September /OctOber 2010

NVAr reAltOr® UPDATE

market update

Probably the largest impacts of federal hiring were noticed in the 1930s and 1940s with the Roosevelt Administration’s programs to fight the depression, followed by the buildup for World War II. Significant growth in the region’s economy and population during the last several decades can be traced to domestic events, such as the Great Society programs of the 1960s, as well as international events, such as military actions in Korea and Vietnam.

year. That has been a huge factor in cushioning the region’s economy from the national recession and aiding early recovery.

The growth in federal employment reached a plateau in the late 1970s, and in 1980 there were 370,000 federal workers in the region. As of June, 2010 there were 384,000 federal workers. So in the past 30 years, there has been a net growth of 14,000 federal workers; however, the economic value of the federal presence in the region’s economy has grown much more than that.

Since early in 2008, with the Bush administration’s programs to address the recession and resulting financial troubles, and continuing to the present, the federal workforce has begun to grow once again. From November 2007 – when the national recession officially began – to June 2010, the region’s federal workforce has grown by 40,000 employees. These are relatively high-paying jobs, and many of these new workers have moved and are moving into the region from elsewhere. This has been a major factor in the region’s economic recovery, which favorably impacts the housing market.

The Outlook

The Role of Federal Procurement In the early 1980s, the Reagan administration instituted major increases in national defense spending. Some of this work was contracted out to private companies. This practice of procuring work on federal programs has continued to increase for the past three decades. In 1984, total federal spending in the region (which includes wages to federal workers, procurement, grants to state and local governments and transfer payments) was just over $20 billion, and procurement was 38 percent of the total. By 2009, total federal spending had increased to almost $150 billion, with procurement more than double the amount spent on federal government wages and salaries. For the past decade, it has been federal procurement that has helped the region’s economy to perform better than most metropolitan areas. Procurement expenditures in the region primarily purchase services such as technology and consulting. These are high-paying jobs and have large multiplier effects in the economy. From 2000 to 2009, annual average growth in federal purchases from area companies has been 11.9 percent per NVAr reAltOr® UPDATE

Recovery from the recession is occurring, and while the region is not back to normal, it is headed in that direction:

» The Leading Economic Index for the region has been positive for eight consecutive months,

» There are now three consecutive months of job growth, » The unemployment rate is the lowest of any major metro area in the country,

» Regional housing prices have been increasing since late 2009 on an annual basis.

Nationally there will be some bumps and small steps backwards as the economy begins to gain traction, and it may be another year before the national economy and housing markets are back to what could be called normal. The local economy will fare better than the national economy in the recovery, in particular because the federal presence continues to be a growth sector. And as the national economy regains its footing during the next year, the other sectors of the region’s economy will begin to grow as well. ❈

September /OctOber 2010

13

Photo byKipp Burgoyne

Drumstix Dash 8K helps local residents.

housing & community services

Housing Lifeline in Northern Virginia Clients Come Face-to-Face with Long-Term Solutions with the Help of Housing & Community Services By Jill M. Landsman, NVAR Communications & Media Relations Director

years, Ms. Fisher, now with insufficient income, was left to raise three young children.

Many people in our region experience distress because of unexpected financial changes. Where do those living in Fairfax County turn if their lives turn upside down and their housing situation is at risk? Housing & Community Services of Northern Virginia is a nonprofit dedicated to providing affordable housing alternatives to families in need and often is the organization handling cases of people in financial distress. HCSNV has full-time, bilingual counselors who help such residents untangle their situations with a long-term fix. With referrals from the Virginia Housing & Development Authority, Housing & Urban Development and the Fairfax County Department of Housing and Community Development, the HCSNV client case load is always full. Counselors use emergency funds from Temporary Assistance for Needy Families (TANF), HUD, VHDA and county resources to assist their clients. Certified to help clients prevent foreclosure or assist with VHDA and Neighbor Works America programs, each counselor is committed to providing the best housing solution. NeighborWorks America is a national nonprofit organization created by Congress to provide financial support for community-based revitalization efforts. One recent case exemplifies a sustainable outcome achieved by an HCSNV counselor. Ms. Fisher (fictitious name), a single mother of three, came to HCSNV for housing assistance this past spring. Abandoned by her husband of 16 14

After analyzing Ms. Fisher’s situation, the HCSNV counselor was able to assist her in locating a more affordable threebedroom apartment in Alexandria. While searching for a second job, which was recommended, the counselor advocated on behalf of Ms. Fisher, establishing a relationship with her new landlord and paying her security deposit and first three month’s rent with TANF funding. Now stable and earning two salaries, Ms. Fisher is better equipped to pay her family’s expenses. Committed to maintaining success, Ms. Fisher receives monthly budget counseling at HCSNV, which helps her monitor her finances. Ms. Fisher’s family situation has been stable since June, and her children have settled into a new, secure routine as the new school year starts. Ms. Fisher told us “no one else had helped her and we were the only agency to give her an appointment right away,” said her HCSNV counselor. “We hear that all the time from our clients, which makes us believe our work makes a huge and positive difference at a critical time,” she said. Realtors®, who are resources for so many housing issues, should know about the community support available from HCSNV. NVAR is a sponsor to this year’s HCSNV fundraising event, the Saturday, Nov. 27 Drumstix Dash 8K (see next page). Check out hcsnv.org for more information or email jlandsman@nvar.com. ❈

September /OctOber 2010

NVAr reAltOr® UPDATE

drumstix dash

Race to Support Local Nonprofit Helping Residents in Housing Distress the drumstix dash 8K Fundraiser Will Get You Moving in the right direction Help end homelessness in Fairfax County by participating in the Housing & Community Services of Northern Virginia Drumstix Dash 8K, a Thanksgiving weekend race and family fun run at scenic Burke Lake Park. Here Are Two Ways To Win: » Join NVAR and Sheehy Ford as an HCSNV Drumstix Dash Sponsor » Register to run/walk in the 8K or the family fun run HCSNV Drumstix Dash: Annual 8K Run & Fun Run Fundraiser Saturday, November 27, 2010 Burke Lake Park, Picnic Shelter A 7315 Ox Road, Fairfax Station (entrance on Rt. 123) Registration begins: 7:30 a.m. Race starts: 9 a.m.

NVAr reAltOr® UPDATE

DRUMSTIX

HOUSING & COMMUNITY SERVICES OF NORTHERN VIRGINIA, INC.

DASH 8K NOVEMBER 27, 2010 Financial literacy. Budget counseling. Foreclosure prevention. Emergency assistance. Crisis intervention. These are among the services HCSNV offers to prevent homelessness and bring stability to families in Northern Virginia.

September /OctOber 2010

Please decide to make a difference and be a sponsor of this event. your contribution is tax deductible, the benefits to our community are enormous, and you can count yourself a winner before the race is even run. To learn more, visit www.hcsnv.org and click on the sponsor link on the homepage. Register for the Drumstix Dash today on www.active.com or www.runwashington.com (Click on Featured Races). There will be refreshments and awards, plus all registered race runners who attend will receive a goody bag and a race shirt. HCSNV is a 501(c)(3) non-profit association. For information, email Jill Landsman at jlandsman@nvar.com. ❈

15

connecting the dots

CONNECTING THE DOTS

From Past, To Present, To Future By Ann Gutkin, NVAR Communications & Media Relations Manager

i

t’s all about sustainability. For nearly a century, real estate professionals have worked to sustain a professional presence in our community. What started in 1921 as the alexandria real estate Board with only brokers as its members has morphed into the northern Virginia association of realtors®.

NVAR Creates Home-AwayFrom-Home Dream House For Members

Today, the association brings a rich history to its new Fairfax headquarters. While much has changed in the day-to-day practice of real estate since the board’s humble beginnings, the “Realtor® DNA” has not. From this new home base—a state-of-the-art ‘green’ facility—Realtors® share a commitment to uphold a standard of ethics, implement fair housing practices, serve the best interests of this community and further professional education for members and non members.

Evolving Names and Faces When the Board was first organized, sales agents were not permitted to join. Sustaining memberships, such as today’s affiliate memberships, were offered beginning in the early 1930s to businesses that were closely aligned with real estate. “Once agents were allowed to join, it brought a whole new aspect to what the Board really was there for – a much broader obligation of serving the public and upholding education and ethical standards,” says Teddy Goodson of ERA-Elite Group Realtors®. “There was a country club, ‘good old boys’ element to the Board in the ‘60s. That changed when they let agents in.” A series of reorganizations and name changes ultimately resulted in the Northern Virginia Association of Realtors® in 1989. Current CEO Christine Todd was hired that year, when Goodson was Board president, a leadership role that is now called Chairman of the Board. “I think of that as the hinge year,” says Goodson. “It was the year that brought expansion, changes and modern computers.” 16

Multiple Listing Metamorphosis A multiple listing system was established in 1953 as part of the Board’s services. The following year, the Multiple Listing Service processed 1,597 listings and 645 sold reports, with a total dollar volume of $9,581,587. Jump to July 31, 2010, when MRIS reported a year-to-date sales volume of $5,122,558,069 in Northern Virginia!

Not only total sales numbers and dollar volume have changed. When Goodson entered the profession in 1967, listings were delivered to each office on printed ‘DOT’ sheets, one-line code printouts of new listings. “The truck reversed its route each day so that no one office was favored,” Goodson explains. “As soon as the listings arrived, agents would rush out to see the newly listed properties.” In 1968, Board minutes reflect a multiple listing service announcement that, “[we] are now using an electronic data card processing system, and are presently examining the possibility of using a computer in the future.” In the early ‘70s, each office used a computer that would print out one-line listings. “Out came the information, clack – clack – clack,” says Cline Mutersbaugh of Infinity Realty, who was licensed in 1974. “It sounded like a telegraph machine in an old Western movie as it chugged along,” says Goodson. “It was a Realtron.” Commenting on the introduction of computer usage in the industry in 1968, Time magazine reported: “The real estate world is beginning to shift over to computers, and with dramatic results. Leader in the field is Detroit’s eight-month-old Realtron, Inc., which uses an IBM 1440 to keep an up-to-date account of 8,000 listings in the area, with each house coded for 23 characteristics, including location, style, extra baths, price, and, on request, even the cost of adjacent property.” (Read more about the Realtron at: http://budurl.com/ge3r.)

September /OctOber 2010

NVAr reAltOr® UPDATE

connecting the dots

NVAR Today NVAR’s Annual Convention and Trade Show as we know it today had its start in April, 1956, when the Board hosted an all-day educational and sales conference for all D.C. area real estate boards. More than 300 people attended, a sharp contrast to last year’s 2009 NVAR convention, which attracted more than 1,000 local real estate professionals. This year’s October 12 event will likely break recent attendance records. (Read 2010 convention details on p. 42.) The First Real Estate Board School opened in 1951, and was conducted one night a week for seven weeks in the auditorium of the Old Dominion Bank Building in Alexandria. All phases of real estate fundamentals and appraisals were discussed. Today’s education program boasts courses ranging from finance to Facebook to lender fees, with classes available most week days plus many evenings

and Saturdays in one of NVAR’s two locations in Fairfax and Herndon. Also, classes are offered online to fit every schedule. In 1959, the Board partnered with the Washington Real Estate Board to jointly publish a magazine called Realtors. The association’s publications have taken different forms since that time. Pam O’Bryant of Keller Williams in Arlington handled internal marketing for NVAR from 1986 to 1988. “We had a really awesome newsletter,” O’Bryant says. “We won the ‘large board’ award for our newsletter several times. We competed against small state boards and were pretty excited about that.”

The Path to Pennell Street – Westward Ho! The first Alexandria, Arlington, Fairfax Real Estate Board office space —opened in 1946—was located on North Irving Street in Arlington. In 1952, the Board relocated to the

Virginia Square Center in Arlington. In 1959, a building committee formed to “investigate and do what was necessary toward bringing a building for the Board, into reality,” and just three years later the Board moved into new offices in the Luria Brothers Building in Seven Corners. In 1968, the Board broke ground at 8408 Arlington Boulevard. “People were horrified because we were so far outside the Beltway,” Goodson remembers. When the Board took occupancy in October 1968, it served 531 Realtors® and brokers, 2400 sales agents and 110 affiliates. The Northern Virginia Realtors® soon outgrew that space, too. Goodson was part of a committee that looked at the 8411 Arlington Boulevard site. “We took our courage in our hands and bought it, wondering if we’d ever be able to pay it off,” she says. Connecting the Dots, continued on next page

NVAR OPEN HOUSE Thursday, September 23 | 1-3 p.m.

Come Check Us Out!

New NVAR Headquarters Open House Thursday, September 23 | 1-3 p.m. Tour our newly-built headquarters and see for yourself what makes us eco-friendly. NVAr reAltOr® UPDATE

8407 Pennell Street Fairfax, Virginia 22031

No RSVP Necessary Questions? vmitchell@nvar.com | 703.207.3210

September /OctOber 2010

17

connecting the dots Connecting the Dots, continued from page 17

Doug Francis of RE/MAX Presidential remembers that when he entered the profession in 1991, NVAR was proud of offering a complete library in the building’s basement. “It was great,” Francis says. “I could find everything there that was not available anywhere else.” Those materials were eventually donated to the Tysons-Pimmit branch of the Fairfax County Public Library. When NVAR first occupied the 8411 space, a printing department produced the paper listings and the contracts when these were standardized.

“I remember thinking [8411 Arlington Blvd.] was a nice building,” said Mutersbaugh. “But this [Pennell Street] building brings this organization into the 21st and 22nd Century.”

“The work of building our own headquarters took more than a decade of planning,” says Todd. “I credit so many of our NVAR leaders for making this a reality. In recent years, Jack O’Donohue, who was the head of the Building Committee, made sure that the numbers, specs and plans for this new home met our expectations. I can only say that our expectations were exceeded, and now we enjoy the fruits of that labor. It has been an inspiration to all: members, staff and guests.”

The real estate professionals of Northern Virginia have worked hard to create a lasting legacy in this region. The new Pennell Street headquarters stands as a symbol of the best that the industry offers: an energy-efficient, eco-friendly environment designed for an organization committed to serving “This board has just come such a long the housing needs of this community. way,” says Mutersbaugh. “When Chris It symbolizes the long-lasting Todd announced that we own this new building fee and clear, that’s just the highest testimonial presence that we have in our community and our respect for sustainable construction practices in the new millennium. ❈ to management you can get,” he states. “I remember thinking [8411 Arlington Blvd.] was a nice building,” Mutersbaugh remarks. “But this [Pennell Street] building brings this organization into the 21st and 22nd Century. I can’t say enough good things about it.

Why REALTORS® recommend VHDA financing.

R

More Prepared

EASON

№3

Buyers

Have a new client who’s nervous about buying? Suggest VHDA’s free First-time Homebuyer class. Anyone can take the class, in person or online, in English or Spanish — and whether they apply for a VHDA loan or not! To learn more, call 877-VHDA-123 or visit vhda.com. Virginia Housing Development Authority 18

September /OctOber 2010

NVAr reAltOr® UPDATE

W 2010 NVAR THANKS OUR PARTNERS PLATINUM

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NVAr reAltOr速 UPDATE

new members

elcome New Members

ana claudia l. almeida nabila altafullah Brijesh r. amin christopher l. anthon Magdy M. atya Herdawit t. Balcha sead Basic ali Belkyal lauren a. Bishop rachel J. Blevins Margaret r. Bodge omer F. Bokhari Bryce J. Bossin christopher t. Brodie corby Broumand Kimberly d. Browning larry e. Burgess tammy M. Burton cinthia Patricia caceres leclere Jamaal B. carey Ben B. centera Mina chakir Meng chun M. chang Fadi chidiac isabel t. clavier de Graham cherie r. clemmons Genevieve concannon Kimloan conghuyen Humberto e. cordova raymond M. couch Vanessa crelia tara K. cronin shelby c. crowe lindsay e. curtis linda H. dacosta tracy l. daugherty tamari dawany Pauline J. dent elizabeth desourdis amelia M. dixon deborah a. doner Martina duffus John Q. duong debra K. earl Michael l. eicher charles P. ervin iii luis r. espinoza James Falvey andrea l. Faudree Martha Fisseha sandra Fuentes Michael c. Gailliot enrique n. Gamboa Peter J. Gauthier Gabrielle r. Gipson cynthia c. Glacken elizabeth a. Goddard alfonzo Golden risa d. Green Garrick Greer anson M. Groves steven e. Hall Brian B. Ham September /OctOber 2010

shante l. Hamlett seungwan Han anjali Haria Zehra F. Hasan asghar Hashemi nichole lee l. Hawkins Paul Herrick Brigid Herrick William Hoffman Megan J. Holthaus Mona P. Hope larry W. Hostetter ramesh K. Kasavaraju Guilford c. Kater Hugo Kaupatez Jeremiah r. Keeler Heather a. Keith chad M. Kennedy Wook H. Kim Henry H. Kim Bo s. Kim Katherine G. Kim Jessica l. Krisher eileen M. Kuletz Juliana Kwak Mohammed laiouny Kellie M. lavey Jaeung lee ronald l. leffler Jueun l. leuschner Willy llamosa Ying lu david l. lyon Maya a. Martin Yun H. Martin sarah J. Martins Mitzi V. Mascarenhas laura a. Matthews richard W. Mclarney Jr. Mehdi Mehran-nejad Hicham Mekouar lucia M. Mendoza catherine Mensah-Morgan lydia r. Miller Kathleen M. Modolo Wanda K. Mogzec ana M. Montoya Pamela Mooney lindalee l. Murphy Young-eun na dalbir s. nahal Madhav nalamothu rafael c. negron lien n. nguyen tran n. nguyen lieu nguyen Mary olympia edith U. ortanez andrea Pahlevanpour Queen elizabeth B. Panlaqui elizabeth G. Pao shawna l. Parde Byoung J. Park

Kelli W. Parker emily B. Pavot Umesh s. Periyapatna Margaret a. Plasmier Michael W. Poole tricia r. Potts Kevin Promen luis a. Puccio Mimoza Puce amir H. rahnama Fred P. reitzel dale B. robinson Mirna G. rubio nadia t. sadrzadeh rebecca l. sanders Paramvir sandhu ricardo a. sands anil K. sareen Marc P. schappell nicholas G. schiaffino steven M. sebeck david s. sergi stanley F. settle Jr. ellie seyedan Francine l. shanahan christina r. simick Kiran sitoula Matthew c. smith Barbara J. smith carl V. stein Mark r. stephenson Jeremy l. stewart robin B. still lisa M. stull George summersgill Minakshi sunaram James s. talbert allison W. taylor Brian J. terrebonne elizabeth s. tobin Francisco r. torres diana t. tran oanh tran eunim K. tudor constance V. turner Wendy l. Vadala Benvenga alexander i. Vanegas cintia Vendemiatti Mahalakshmi Venkataraman carla e. Videira Mohammad i. Wali theresa d. Wanbaugh ling Wang sherri l. Ward steven e. Welch thuy P. Whitman Michael d. Wilmore Jane M. Wilson sharon e. Witmer sarah G. Wittig Wei Xiao Wesley W. Yon ting Zhao 19

2011 bod candidates

2011 NVAR Board of Directors Visit nvar.com to cast your vote today! VotinG BeGan on 9/3/10 and ends on 10/6/10

(in alphabetical order – bios written by candidates)

Julia Avent

Bob Adamson Bob (CRS, GRI) is an associate broker with McEnearney Associates, where he just moved to the Arlington office from the McLean office. He is a lifelong resident of Northern Virginia and has been a full time Realtor® since 1986. A 1983 graduate of the University of Virginia, Bob is married and has three children. He serves as an RPAC Trustee for NVAR as well as for VAR, where he is also on the Public Policy Committee. Bob has chaired the NVAR Government Affairs Committee and is very active in local, state and national politics. He is also incredibly active in local charitable work and in his community. “It is important to have a strong voice in government for the real estate industry, both to serve the interests of homeownership and to keep our marketplace vibrant and strong.” Bob is committed to keeping NVAR “The Voice for Real Estate” in Northern Virginia.

Julia Avent (CRS, GRI, ABR), associate broker, has been a member of NVAR since 1992. She has volunteered on various committees and forums including: Grievance Committee (past chair), Professional Standards and RPAC Committee, and is currently serving her second year on the Board of Directors. She is an active Associate Broker with RE/MAX Allegiance and works full time with her husband as an agent and team. She completed the Leadership Institute through NVAR (2009). She volunteers in her community as a Girl Scout leader, and is currently working to raise funds for the Arlington Pediatric Center. With every sale, she contributes to Children’s Miracle Network and Susan G. Komen Foundation. As a Lifetime NVAR Top Producer and a RE/MAX Hall of Fame recipient, Julia is in tune with the current issues and has the Realtor® Association's interest at heart in serving as a Board Member. Julia lives with her husband and daughter in Arlington.

Brian Block Brian Block (ABR, CRS, ePRO, GRI, SRES) is managing broker of the RE/MAX Allegiance McLean office and a member of NVAR since 2002. Brian graduated from the University of Pennsylvania and George Mason Law School and is a licensed Virginia attorney. The Washington Post, Washington Times, and Washington Examiner regularly quote Brian’s real estate expertise. In the past few years, Brian has also appeared on television discussing the housing market (CBS Early Show and Neil Cavuto Show on Fox News). He’s also been featured in and written articles for Update Magazine. Brian is at the forefront of social media and has taught popular classes on blogging and social media marketing throughout his brokerage, at last year’s NVAR Convention, and at the RE/ MAX International Convention. Brian co-authored a real estate technology guidebook sold at the NVAR bookstore. He’s a pre-licensing instructor and has helped nearly 50 people get started in real estate careers. Brian is a member of this year’s NVAR Leadership Academy. Learn more at www.VoteBrianBlock.com and become his friend on Facebook at www.facebook.com/brianblock.

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September /OctOber 2010

NVAr reAltOr® UPDATE

2011 bod candidates

Candidates Chris Call Chris began his career in real estate as a commercial leasing agent in 1984, having been licensed as an agent in 1979. He developed an interest in appraising in 1986 and was given the opportunity to purchase AREAS Appraisers, Inc., which is located in Springfield. He is a Certified General Real Estate Appraiser in VA, MD and DC. Involvement with NVAR began over 20 years ago as

a member of the Appraisal and Bill Review Committees. He also served on the VAR Appraisal Council as chairman twice and was most recently awarded the VAR Appraiser of the year in 2009. Chris was appointed by Gov. Gilmore in 2001 as a member of the Virginia Real Estate Appraiser Board for the 2001 to 2004 term. Since then, he has had the privilege to consult with the board on USPAP issues. On the professional level, he has earned the General Accredited Appraiser (GAA) designation from NAR and the IFA designation for the National Association of Independent Fee Appraisers.

Virgil Frizzell Virgil Frizzell developed skills and experience in a variety of environments that will enable him to help NVAR continue to improve services for its members and to represent NVAR in different venues. Virgil earned his first undergraduate degree in real estate and insurance; he subsequently earned ‘higher’ degrees, most recently an MBA from GMU. After a career as a government scientist, his long-term interest in real estate revived, and his practice has grown each year since he joined Long and Foster in 2004. An active agent, he is well aware of the problems facing the real estate industry and individual agents, as well as our clients, the property owners of Northern Virginia. He joined NVAR’s Committee on Government Affairs, on which he now serves as co-chair, to help NVAR influence the public policy and legislative activities that impact our industry, us and our clients. In summary, Virgil Frizzell seeks to use his analytical and representational skills to help continue to improve services to NVAR members and to work with NVAR’s partners to improve livability for those of us who make Northern Virginia our home.

Suzanne Granoski Suzanne (ABR, GRI, CRS, CDRS, ASP), Prudential Carruthers-Old Town, serves NVAR as the 2010 Education Advisory Group Chair. She served on the committee for four years, and chaired the 2009 NVAR Convention. She graduated from the NVAR 2009 Leadership Institute, and was a member of the NVAR Community Outreach Committee. She is a member of the current Virginia Association of Realtors® Leadership Academy. Suzanne is an agent actively engaged in the residential sales market, and is licensed as a Virginia PL/CE Instructor. She taught classes for her company and is a certified Buffini and Company mentor. She is dedicated to training to advance the professionalism and skills of all Realtors®. She believes there will be more changes and new, complicated issues for the consumers in the next few years as the affiliated industries react to the market. “Clients will look to Realtors®, as they always have, to guide them.“ As a community volunteer, Suzanne has served on 35 different committees and 17 boards of directors. She is married and has one son. They live in Alexandria. Candidates, continued on next page

NVAr reAltOr® UPDATE

September /OctOber 2010

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2011 bod candidates Candidates, continued from previous page

Delk Hamaker Delk Hamaker is an active member of NVAR. In addition to currently serving on the NVAR Board of Directors, he served on the Grievance Committee and Broker Forum and is a graduate of the Leadership Institute and former chairman of the Standard Forms Committee. His goal is to strengthen the Realtor® family by emphasizing increased member involvement in the association and

changing the public’s perception of the industry through increased professionalism and adherence to ethical standards. As principle broker of K.D. Hamaker Properties, Inc., Delk manages a successful team and is an active agent with experience in sales and both residential management and property association management. KDH opened its doors in Arlington over 25 years ago. As a fourth generation northern Virginian and a product of the area’s fine public school system, Delk provides a unique, historical perspective to his clients and agents. Delk lives in Arlington with his wife Jill.

Kevin Lee

Shane McCullar

Kevin Lee is managing broker & co-owner of Fairfax Realty, Fairfax City office with over 100 agents. He graduated from the 2009 NVAR Leadership Institute. He is currently serving on NVAR’s Grievance Committee and has been the vice-chair of the Korean Realtors® Forum for 2009 and 2010. He also serves on the advisory board for the Asian Real Estate Association of America. He wishes to stay involved with the association and to learn from the exceptional leaders to protect the interests of NVAR members. Kevin is fluent in Korean, Spanish & Portuguese. He resides in Haymarket with Mary, his wife of 14 years, and his two children, John and Vivian.

Shane began work in real estate after many years as an executive in corporate America, including McDonald’s Corporation and Rubbermaid Corporation. He started his real estate career in Chicago, Illinio, with a national firm in the Gold Coast where he was Rookie of the year. He has been in real estate for over 10 years and has built three offices from the ground up in Chicago, IL, Palo Alto, CA and Alexandria, VA. He is a member of the Public Policy Committee for VAR, is a Sterling contributor to RPAC and serves on the Government Affairs Committee and Grievance Committee for NVAR. He is also a founding member and sits as a director of Luxury Homes of Keller Williams. He is the managing broker of Keller Williams Realty – Alexandria. Locally, he is on the Advisory Board for Virginia Commerce Bank. Hobbies include golfing and sailing. He resides in Alexandria – Old Town with his wife of 12 years and their two dogs.

Voting Began on 9/3/10 and ends on 10/6/10 Visit nvar.com to cast your vote today!

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September /OctOber 2010

NVAr reAltOr® UPDATE

2011 bod candidates

Thai Hung Nguyen A Realtor® since 2003, Thai Hung Nguyen has devoted his career to not solely making the American dream of homeownership come true for his clients by the high level of customer service, but also orchestrating a stress-free real estate transaction to all parties involved. Nguyen completed education courses and requirements early in his career to become a CRS, an ABR, and certified SFR. Nguyen strongly believes that industry-related education, Realtor’s® conferences, and participation in the associations are essential for Realtors® to help their clients effectively. Nguyen’s energy, work ethic, and dedication have been recognized by his involvement and volunteer works in different activities, including the 2010 Virginia Leadership Academy, NVAR Vietnamese Realtor® Forum, Outreach Committee, 2011 Virginia CRS Education Committee Candidate, leadership team of the Asian Real Estate Association of America DC Metro Chapter, and Boat People SOS. Growing from a part-time real estate agent to a fully committed professional Realtor®, Nguyen has an understanding of various needs and desires of fellow Realtors®. Being an immigrant to the USA, Nguyen values the meaning of homeownership.

Peter Rickert A 40-year resident of Alexandria, Peter Rickert is a second-generation Realtor® who grew up in the Fort Hunt area. He graduated from Choate Rosemary Hall in 1983 and from UVA in 1987. Before joining Coldwell Banker Residential Brokerage as an associate broker, Peter worked as a loan originator for the Fort Worth Mortgage Corporation and as a property manager for Hiban & Graffius. His other work experience includes assisting the founding partners of the Ben & Jerry’s D.C. franchise and Austin Grill restaurants. During his current two-year term on the NVAR Board of Directors, Peter has received the following appointments: 2010 Chairman NVAR Government Affairs Committee, 2010 VAR Public Policy Committee (PPC), 2010 VAR RPAC Trustee and 2010 NVAR RPAC Trustee. As an advocate of RPAC at both the local (NVAR) and state (VAR) level, Peter is currently in his fourth year of Sterling level donation. Industry designations Peter has achieved include: ABR, e-Pro, ESRES, NAR’s GREEN and CBRB’s Previews Agent. Lastly, Peter proactively supports all NVAR policies and goals for 2011 and beyond.

Lorena Rios With a master’s degree in Urban and Environmental Planning from the University of Virginia, a graduate certificate from Tuck at Dartmouth College and a graduate certificate in Information Systems from George Washington University, Lorena is currently a doctorate student in Urban Planning at Virginia Tech. She has been a Realtor® for over 10 years. As NVAR board member, Lorena would focus in continuing to elevate the Realtor’s® profession to get the respect it deserves. She believes education, embracing technology and increasing RPAC dollars are some of the strongest components to ensure that the real estate profession stays pertinent in a time when other industries are seeking to eliminate Realtors®. Due to previous involvement as board member for other organizations, Lorena has an acute understanding of the responsibilities they encounter while serving in this role. She is a participant in the NVAR Leadership Academy, vice chair of the Hispanic Forum and member of the Outreach Committee. She strongly believes in diversity and freedom of thought and keeping the flow of information clear and to the point.

NVAr reAltOr® UPDATE

September /OctOber 2010

23

mortgage finance

IT’S A BRAND NEW DAY IN THE MORTGAGE FINANCE WORLD HAVE YOU HELPED YOUR BUYERS PREPARE? 24

September /OctOber 2010

NVAr reAltOr® UPDATE

mortgage finance EDITOR'S NOTE: The information provided for this article was based on policies and regulations in effect at press time. Always consult with a mortgage professional to confirm current lending practices.

By Michele Lerner

W

hile realtors® do their absolute best to help get every transaction to closing and will work with buyers and sellers to meet their goals, one area of the deal that they cannot control is the mortgage loan approval. Buyers’ agents can, however, improve their clients’ chances of obtaining a mortgage approval and a loan with the lowest rates if they do two things. First, agents should maintain contacts with trustworthy lenders who will work with their buyers to develop a successful financial plan for a sustainable mortgage. Second, agents can share their own knowledge about what it takes to get a loan in today’s financial world. “Realtors® probably already know this, but the lending world is much different than it was just a couple of years ago,” says David Skaff, regional manager for residential mortgages in the MidAtlantic region for M&T Bank. “There have been more changes in the past two years than there have been in the previous 20, including government regulatory changes, product changes and appraisal changes.” Pat Cunningham, vice president, Home Savings & Trust Mortgage in Reston, says that Realtors® should always recommend that buyers work with experienced lenders. “Realtors® can not only substantially help their transaction, they can also increase their own referrals by recommending a good lender,” says Cunningham. “Letting clients find a lender on their own, especially using the Internet, is a disservice to the buyer.”

DISCUSS HOUSING BUDGET BASICS

Sharing general financial information with buyer clients at an initial meeting is appropriate, says Gail Kullman, a NVAr reAltOr® UPDATE

of about 31 percent of monthly gross income going to the housing payment and 43 percent of the gross monthly income going to all debt.” Skaff points out that these ratios can be flexible when the borrowers have compensating factors, such as a high credit score, a large down payment and significant savings for cash reserves. Most loan programs do not establish specific guidelines for cash reserves, but lenders like to see savings that could cover three months or more of monthly expenses.

certified mortgage planning specialist for Prime Lending in Alexandria, but Realtors® should immediately send buyers to a loan officer who can help Other compensating factors include a them establish a budget and price range. stable employment history and a long record of on-time housing payments. It is important for Realtors® to recognize Kullman says that another factor that the role that they can play in helping lenders evaluate when checking on clients determine how much they can debt-to-income ratios is whether there afford to spend. will be payment shock when moving “Realtors® should start by asking buyers from renting to buying. where they think they want to live and then discussing with them the options for that area,” says Kullman. “A lender can work with the buyers on the specifics, but a Realtor® can suggest that the buyers establish a budget and decide what monthly payment they will be comfortable with.” Kullman says, for example, that first-time buyers moving up from paying $800 per month in rent should begin getting used to a mortgage payment by saving $700 per month while they are house hunting. Not only will this build up their savings, but it will help them get a feel for their new budget if their mortgage payment will be $1,500.

“If the monthly housing payment is going from $1,000 to $1,300, that can be much easier to absorb than going from $1,000 to $2,000 or more each month,” says Kullman.

AVOID APPROVAL PROCESS PITFALLS

Realtors® can help their customers understand that qualifying for a loan is more challenging now and requires significantly more documentation, says Skaff.

“In Northern Virginia you can still go from a ratified contract to settlement in 30 days, but this will be a very intense timeframe,” she states. “Realtors® should make sure their buyers understand the urgency of cooperating Cunningham recommends that quickly with every request for borrowers track their expenses for two documents or signatures or anything or three months to decide their comfort that the lender needs before closing.” level for housing payments. Skaff notes that one of the biggest “A lot of borrowers may qualify for more changes among mortgage programs is than they are comfortable borrowing,” the absence of “no documentation” or says Cunningham. “In general, though, “stated income” loans. it is best for borrowers to stay within Mortgage Finance, continued on next page the standard debt-to-income ratios September /OctOber 2010

25

mortgage finance

Mortgage Industry Changes:

Mortgage Finance, continued from page 25

“The demand for documentation and meeting debt-toincome ratios makes it much harder for self-employed borrowers to qualify for a mortgage, especially if their income is difficult to document,” says Skaff. “Realtors® should tell their self-employed buyers to go immediately to a lender and begin working on qualifying for a loan because the requirements are more complex.”

CREDIT SCORE IMPROVEMENT TIPS

Realtors®, lenders and buyers know that the biggest factor in today’s marketplace for a mortgage loan approval and even in the interest rate charged is the borrower’s credit score. “The magic number these days is 620, although this could be moving up a little,” says Cunningham. “Borrowers with a credit score of 620 and above can usually qualify for an FHA or VA loan. Conventional loan products require higher credit scores and borrowers will be penalized for a lower score with either a higher interest rate or higher upfront costs.” FHA loans represent about 60 percent to 70 percent of Cunningham’s company’s business. “The beauty of an FHA loan is that since HUD insurance covers the lender if the borrower defaults, lenders can be more flexible,” says Cunningham. “Even if borrowers have a weaker credit score, they can still pay the lowest interest rates.” In the past, a credit score above 700 meant a borrower was “golden,” according to Kullman, and able to qualify for a loan easily. Now, she says, a 740 or higher credit score is needed to qualify for the best rates on conventional loans. In Skaff’s experience, FHA loans can sometimes be approved for borrowers with a score as low as 580, as long as there are enough compensating factors. “While it varies from program to program, borrowers need to know that if they can increase their score they may be able to get a lower interest rate,” says Skaff. “The middle ground is a score of about 680. If borrowers have a score of 700 to 720 and up they will get a better rate; if they have a score of 620 to 640 they will likely pay a higher interest rate or higher fees on the loan.” While lenders can work with borrowers on improving their credit score, Realtors® can also share the basics with buyers about why these scores are so important and what steps they can take to protect and improve their scores. “Many lenders have the ability to use a credit simulator program that can help borrowers with a credit score too low to qualify for a loan or too low to earn a good interest rate,” says Kullman. “The simulator can show how the score will change if borrowers take steps such as paying off one bill as opposed to another.” 26

BUYERS HAVE A NEED TO KNOW By Sweth Chandramouli, The Ethical Homes Team at HomeFirst Mortgage and Keller Williams Realty; 2010 co-chair, NVAR Real Estate Finance and Settlement Forum

Changing Guidelines The mortgage industry is in a state of flux, with federal regulators changing their rules every few months and individual lenders updating their guidelines, sometimes several times per week. Caution your buyers that the process of getting a loan might be much more involved than they would imagine, and advise them to work with a Loan Officer (LO) who will keep them informed about how those changes might affect their loan. (For example, monthly payments on most FHA loans will be increasing later this year because of a recently-announced change in how FHA mortgage insurance is calculated.) To learn more, visit http://budurl.com/xzxf. Increased Paperwork Underwriters have become conservative and are requesting more paperwork and documentation from borrowers. Make sure your buyers understand what documents they’ll need to provide before you submit an offer, and advise them that their LO may come to them multiple times for additional documentation to satisfy the underwriters’ requirements.. Appraisal Issues Recent regulatory changes have made appraisals a potential issue for many loans, both slowing them down and often resulting in less certainty about the range of possible values. Many appraisers now require that buyers pay for their appraisals when they are performed, rather than at settlement. Make sure your buyers know what their mortgage options are if the appraisal doesn’t come in at the expected value. Longer Time Frames Interest rates are at the lowest levels in the history of modern mortgage markets, and the number of loan applications is skyrocketing. When combined with factors above, underwriters are often overwhelmed. Many loans take 30 to 60 days to get approved. Advise your buyer to consider appraisal and approval timing when negotiating contingencies and settlement dates. ❈

September /OctOber 2010

NVAr reAltOr® UPDATE

mortgage finance

"There have been more [lending] changes in the past two years than there have been in the previous 20, including government regulatory changes and appraisal changes." — David Skaff A rescore can take 30 to 60 days or longer if the consumer is paying off debt, Kullman says, while correcting a simple error can take less time. “Consumers thinking about buying a home should pull their credit months in advance in case they need to correct an error or pay off debt to improve their score,” says Cunningham. “In general, everyone should keep their inquiries on their credit low by not applying for any new credit leading up to the loan application. Other things they can do to improve their score is to pay all bills on time and keep all revolving debt on credit cards below 30 percent of the limit.” Cunningham stresses that borrowers should talk with a lender who understands credit scoring. “A consumer might see an old collection on a credit report of $40 from five years ago and decide that it makes sense to pay it, but it could backfire and just bring the collection in as recent information,” says Cunningham. “Sometimes there will be old accounts with a zero balance and people will be tempted to close them, but it actually is better to have some paid-off, older accounts on your report.” Kullman, too, warns against consumers trying to improve their score by disputing multiple items on their credit report. She says this can result in a lower score or confuse the lender. She recommends meeting with a lender to receive professional advice on improving a credit score. “Some consumers assume that they should pay off all their credit card debt NVAr reAltOr® UPDATE

before applying for a loan, but it is also very important to have cash reserves,” says Kullman. “If the debt-to-income ratios are acceptable, I would rather see a six-month cash reserve in the bank than have someone drain their bank account paying off debt.”

KNOW THE PERILS OF PRE-SETTLEMENT SPENDING

Lenders are required to make a second credit check of borrowers between the time of the mortgage approval and settlement to make sure that the applicants’ credit scores and debt-toincome ratios have not changed. “We tell our clients at the application that this will happen and warn them not to apply for any additional credit or make any major purchases until after the settlement,” says Skaff. “Not only could a change in the ratios or score require us to re-approve the loan and probably delay the settlement date, but it could even mean that the borrowers no longer qualify for the same loan program or any loan.” Buyers are often tempted to buy new furniture or appliances for the home, Kullman says, but Realtors® should tell their customers that they risk losing their loan if they take on new debt before the closing.

PREPARE BUYERS FOR PMI

While some conventional loans are available with a down payment as low as 5 percent, most require a down payment of at least 10 percent. Conventional loan borrowers who make a down payment of less than 20 percent will be required to pay private mortgage insurance (PMI). September /OctOber 2010

“Mortgage insurance companies have even stricter standards on credit scores and debt-to-income ratios than lenders,” says Cunningham. “It is very difficult for a borrower with a score of less than 700 to get approved for PMI, so borrowers with low credit scores will have to turn to an FHA loan instead.”

SUGGEST SOURCES FOR CASH

FHA loans, which require a down payment of just 3.5 percent, also have another attractive feature: all of the down payment can be a gift from a relative. Realtors® may want to recommend that buyers strapped for cash ask for assistance from a family member. “Sometimes a close personal friend or perhaps a fiancé will give down payment money, but typically it is a blood relative who does this,” says Skaff. Kullman explains that conventional loan guidelines require that 5 percent of the down payment and/or closing costs must come directly from the borrower. Both FHA loans and conventional loans require a gift letter confirming that the money is not a loan and require verification of the funds prior to settlement. “Buyers with little cash will usually be better off with an FHA loan, but there are also some alternatives such as borrowing from a Roth-IRA or TSP retirement account or a 401(k) account,” says Kullman. “The rules vary for how fast the money needs to be paid back and how much you can borrow. Some people may even be able to borrow against a life insurance policy for the cash.” In today’s market, there are still a variety of funding options available to qualified buyers. As products and policies change, a general knowledge of the current lending environment and specific knowledge of some experienced, reliable lenders are significant resources Realtors® can share with their buyers. ❈ 27

government affairs

Floodplain t Status May Change for Northern Virginia Properties

By Lisa Vierse May, Government Affairs Manager

he Federal emergency Management agency is currently updating and digitizing area Flood insurance rate Maps. this process will result in electronic availability of more detailed and accurate floodplain maps. the maps depict the special Flood Hazard area, which is the area that has a 1 percent or greater chance of flooding in a given year, and consequential flood insurance purchase requirements.

This improved mapping accuracy has the potential to change floodplain determinations for affected properties. Some parcels may no longer be required to obtain flood insurance, while others will be required to obtain it for the first time. The insurance is available through the National Flood Insurance Program. Appeals processes do exist for residents who elect to challenge their properties’ floodplain status. Owners of property in or near flood hazard areas depicted on the currently effective Flood Insurance Rate Map were first notified by letter of pending changes. A second mailing was sent this year to notify property owners of the effective date of the changes.

Special Flood Hazard Area Boundaries to be Updated, Available Online

The new maps will not affect continuing insurance policies for structures previously built in compliance with floodplain regulations and maps. However, should the structures be substantially improved or damaged, the entire structure will have to be brought into compliance with the floodplain requirements and the base flood elevation in effect at the time any repairs take place. A substantial improvement or damage is defined

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September /OctOber 2010

NVAr reAltOr® UPDATE

government affairs as one that reaches 50 percent or more of the pre-damage market value. Home owners are encouraged to learn more about this process and check the status of their property. Information on the status of mapping in Virginia can be found at http://www.rampp-team.com/va.htm. Fact sheets are also available at http://www.rampp-team.com/factregion3.htm. The City of Alexandria, Arlington County and Fairfax County have developed websites about flood mapping for residents. These sites can be found at: http://alexandriava.gov/FloodMap

Issues selected for the 2011 NVAR Legislative Program include:

» Transportation funding: NVAR supports a balanced

transportation system provided by the Commonwealth of Virginia, in conjunction with local governments, using sustainable broad-based sources of new funding.

» Residential property disclosures: NVAR supports a review of how required property disclosures are provided to buyers in a residential sales transaction.

» Industry competency and professionalism: NVAR

supports legislation to enhance the knowledge and professionalism of Virginia’s real estate licensees.

http://www.arlingtonva.us/departments/Environmental Services/uepd/page76322.aspx

» Private transfer fees: NVAR opposes the imposition of

http://www.fairfaxcounty.gov/dpwes/stormwater/flood protect.htm

» Grantor’s tax collections: NVAR supports legislation to

A LOOK AHEAD: NVAR Approves 2011 Advocacy Priorities Each year, NVAR compiles legislative and regulatory policy goals for the coming year into a document entitled the NVAR Legislative Program. NVAR’s Board of Directors recently approved issues for the 2011 Legislative Program, which will direct the association’s advocacy efforts. These issues have been forwarded to the Virginia Association of Realtors® for consideration in the statewide legislative package.

private transfer fees (PTFs)

clarify that calculations of the real estate grantor’s tax should be based on the market value of the property rather than the tax assessment value.

» Environmental initiatives: NVAR supports voluntary

incentives to encourage energy efficiency, open space preservation and green building practices, but opposes environmental mandates that restrict private property rights, drive up the cost of development or impede the transfer of real property.

Further information on these issues is available on the nvar.com Government Affairs page. ❈

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congressional liaisons

Federal Political Coordinators:

Promoting Realtor® Postions to Congress

NVAR Federal Political Coordinators play an important role in Realtor® advocacy efforts. The FPC's most valuable contribution is building relationships with members of congress. These photos show NVAR's FPCs at work for you. They meet with congressmen, discuss issues and promote the Realtor® position on pending legislation. To learn more about the FPC program, visit realtoractioncenter.com/realtors/fpc/ ❈

(Left to right) Champlin Buck of McEnearney Associates and Pat Buck, NAR Federal Political Coordinator committee member for Congressman Frank Wolf (R-10th), also with McEnearney Associates, help promote Realtor® Party interests.

30

Feeling A Little Punchy? Congressman Gerry Connolly (D-11th) and Jane Quill, 2010 NV/RPAC chairman and Congressman Connolly’s Federal Political Coordinator, discuss issues that impact the Realtor® Party. “I’m fighting for my constituents and the Realtors®,” Connolly promised.

(Left to right) Tracy Pless of Long & Foster, NVAR's Federal Political Coordinator for Congressman Jim Moran (D-8th), presented an RPAC contribution to Moran alongside team members David Hawkins of McEnearney Associates, Gayle Fleming of Keller Williams and Bob Adamson of McEnearney Associates at a May 3 Government Affairs Committee meeting.

September /October 2010

NVAR Realtor® UPDATE

in memoriam

VA Appraisal Guidelines Explained Kevin Kielsgard Update Obtains Clarification from VA Officer Remembered

In the July/August issue of Update magazine, Realtor® Miguel Avila was quoted about his experiences with VA financing appraisal practices. At the request of one reader, Update editorial staff contacted the Roanoke Regional Office of the U.S. Department of Veteran’s Affairs for clarification on whether the VA imposes a dollar limit on square footage adjustments. In response, VA valuation officer Gregory W. Shelton wrote:

Current VA guidelines require all VA appraisers to adjust comparable sales based on verifiable market data. VA does not set or limit adjustments for differences in size, amenities, quality, condition, room count, location or any other factor. We expect VA appraisers to derive those adjustments based on the market conditions that exist in the location of the home being appraised. VA appraisals are assigned on a random rotational basis and the appraisers are subject to comprehensive oversight by desk and field review. VA appraisers must comply with VA established timeliness and quality requirements, and they must utilize established procedures to expedite valuation disputes. Mr. Shelton added that information on VA loans can be obtained from the following website: http://www.benefits.va.gov/homeloans/. Requests and inquiries regarding appraisal issues may be sent to the Roanoke Regional Loan Center Construction and Valuation Section’s General Mailbox at vavbaroa/ro/cv@vba.va.gov. Inquiries and requests about loan policy issues can be sent to the RLC Loan Production Sections General Mailbox at vavbaroa/ro/lp@vba.va.gov. ❈

NVAR mourns the loss of appraiser and longtime Realtor® School instructor, Kevin Kielsgard. Kevin passed away after a long battle with cancer on July 5, 2010, at 55. “Kevin was a fine instructor and we were proud to have him as a member of the NVAR teaching family,” said Anne Gardner, former NVAR Vice President of Education and Business Specialties. “We seek only the best and most talented, prepared and enthusiastic members of our community to teach at NVAR, and no one represented this spirit better than Kevin Kielsgard. Our Realtor® and appraiser members were great fans of his classes and appreciated his vast experience and candid treatment of his subject matter.” A lifelong resident of Fairfax, Virginia, Kevin is survived by his wife Susie of 32 years, and sons Justin and Michael. ❈

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NVAR Realtor® UPDATE

SeptOct.indd 31

September /October 2010

10995

31

9/3/10 3:24:00 PM

class schedule

CONTINUING EDUCATION

D.C. CONTINUING EDUCATION

FAIRFAX HEADQUARTERS

FAIRFAX HEADQUARTERS

DATE

COURSE

TIME

DATE

COURSE

TIME

9/10

Broker CE : Brokerage Risk and Liability

8:45 a.m. - 12:25 p.m.

9/14

DC Fair Housing

9 a.m. - 4:15 p.m.

9/10

Broker CE : Productive Agents and Offices

1 - 4:45 p.m.

11/16

DC Fair Housing and DC Legislative Update

9 a.m. - 4:15 p.m.

9/14

16 hr CED - Evening (part 1A)

6 - 9:30 p.m.

POST LICENSING

9/16

16 hr CED - Evening (part 1B)

6 - 9:30 p.m.

FAIRFAX HEADQUARTERS

9/21

16 hr CED - Evening (part 2A)

6 - 9:30 p.m.

DATE

COURSE

TIME

9/23

16 hr CED - Evening (part 2B)

6 - 9:30 p.m.

9/27

New Member Orientation

9 a.m. - 1 p.m.

9/18

16 hr CED: Day 1

8:45 a.m. - 4:45 p.m.

9/25

16 hr CED: Day 2

8:45 a.m. - 4:45 p.m.

10/2

Post Licensing (Day 1) What’s In a Contract, Real Estate and Contract Law & Fair Housing

9 a.m. - 6 p.m.

10/1

Broker CE : Brokerage Risk and Liability

8:45 a.m. - 12:25 p.m.

10/9

Post Licensing (Day 2) Agency Law & Ethics

9 a.m. - 4 p.m.

10/1

Broker CE : Productive Agents and Offices

1 - 4:45 p.m.

10/16

9 a.m. - 5 p.m.

10/19

16 hr CED - Evening (part 1A)

6 - 9:30 p.m.

Post Licensing (Day 3) Marketing and Technology & Prospecting and Selling

10/21

16 hr CED - Evening (part 1B)

6 - 9:30 p.m.

10/23

1 - 4:30 p.m.

10/26

16 hr CED - Evening (part 2A)

6 - 9:30 p.m.

Post Licensing (Day 4) Listing Strategies and Pricing the Property & Business Planning

10/28

16 hr CED - Evening (part 2B)

6 - 9:30 p.m.

11/22

New Member Orientation

9 a.m. - 1 p.m.

10/27

Broker CE : Brokerage Risk and Liability

8:45 a.m. - 12:25 p.m.

DATE

COURSE

TIME

10/27

Broker CE : Productive Agents and Offices

1 - 4:45 p.m.

9/13

9 a.m. - 4 p.m.

11/13

16 hr CED: Day 1

8:45 a.m. - 4:45 p.m.

Post Licensing (Day 1) What’s In a Contract & Real Estate and Contract Law

11/20

16 hr CED: Day 2

8:45 a.m. - 4:45 p.m.

9/15

Post Licensing (Day 2) Agency Law & Ethics

9 a.m. - 4 p.m.

9/17

Post Licensing (Day 3) Fair Housing & Business Planning

9 a.m. - 4 p.m.

9/21

Post Licensing (Day 4) - Listing Strategies and Pricing the Property

1 - 5 p.m.

9/23

Post Licensing (Day 5) Prospecting & Selling and Marketing with Technology

8:45 a.m. - 4:45 p.m.

10/30

New Member Orientation

9 a.m. - 1 p.m.

11/1

Post Licensing (Day 1) What’s In a Contract & Real Estate and Contract Law

9 a.m. - 4 p.m.

11/3

Post Licensing (Day 2) Agency Law & Ethics

9 a.m. - 4 p.m.

11/5

Post Licensing (Day 3) Fair Housing & Business Planning

9 a.m. - 4 p.m.

HERNDON

HERNDON DATE

COURSE

TIME

9/15

CED: Green Building

1 - 4:45 p.m.

9/15

CED: Construction Essentials

8:45 a.m. - 12:25 p.m.

9/22

CED: 8 hr Mandated Course

8:45 a.m. - 4:45 p.m.

10/4

CED: 8 hr Mandated Course

8:45 a.m. - 4:45 p.m.

10/5

CED: New Rules of Real Estate Finance

8:45 a.m. - 12:25 p.m.

10/5

CED: Negotiations

1 - 4:45 p.m.

10/16

16 hr CED: Day 1

8:45 a.m. - 4:45 p.m.

10/23

16 hr CED: Day 2

8:45 a.m. - 4:45 p.m.

11/2

16 hr CED - Evening (part 1A)

6 - 9:30 p.m.

11/4

16 hr CED - Evening (part 1B)

6 - 9:30 p.m.

11/9

16 hr CED - Evening (part 2A)

6 - 9:30 p.m.

11/11

16 hr CED - Evening (part 2B)

6 - 9:30 p.m.

To register for a course listed or view a class description, visit realtorschool.com 32

Bank of America & NVAR are proud to bring you the best in continuing education! The Settlement Group & NVAR are proud to bring you the best in post licensing education!

September /OctOber 2010

NVAr reAltOr® UPDATE

ypn barbecue

FEATURED OFFERINGS FAIRFAX HEADQUARTERS DATE

COURSE

TIME

11/4

GRI 413: Psychology of the Sale (optional)

8 a.m. - 4 p.m.

10/6

Social Media Series: Facing Facebook Head On

noon - 2 p.m.

12/15

Social Media Series: Building Your Tribe

noon - 2 p.m.

9/28

Accredited Buyer Representative (ABR) Day 1

8 a.m. - 5 p.m.

9/29

Accredited Buyer Representative (ABR) Day 2

8 a.m. - 5 p.m.

9/30

Short Sales & Foreclosures (SFR)

9 a.m. - 5 p.m.

11/15

Green Designation Core Course Day 1

9 a.m. - 5 p.m.

11/16

Green Designation Core Course Day 2

9 a.m. - 5 p.m.

11/17

Green Residential Elective Course

9 a.m. - 5 p.m.

DATE

COURSE

TIME

10/7

GRI 402: Financing Alternatives (required)

8 a.m. - 4 p.m.

9/24

New GFE & HUD-1 Rules

10 a.m. - noon

11/18

New GFE & HUD-1 Rules

10 a.m. - noon

9/17

Social Media Series: Let’s Go YouTube’n

noon - 2 p.m.

11/12

Social Media Series: Socialize Your Photo Story & Google Gold

noon - 2 p.m.

Young Professionals Beat the Heat at YPN Barbecue Created in 2006 as an offshoot of NAR REALTOR® Magazine’s annual “30 Under 30” feature, the Young Professionals Network seeks to harness the energy of the association’s youngest rising stars. NVAR launched its program this year with an inaugural cruise on the Potomac. Since then, the group has grown and planned activities, including a July 20 barbecue, designed to highlight the “fun” in practicing real estate fundamentals. ❈

HERNDON

NVAR CEO Christine Todd is the master chef at the YPN barbecue on July 20.

PRINCIPLES OF REAL ESTATE FAIRFAX HEADQUARTERS DATE

COURSE

TIME

Principles of Real Estate: Evenings 1-14 (Mondays & Wednesdays Only)

6 - 10 p.m.

11/12

Principles Exam Prep Course

9 a.m. - 4:30 p.m.

12/1 12/13

Principles of Real Estate: Days 1 - 9

9 a.m. - 5 p.m.

11/16

Principles Exam Prep Course

9 a.m. - 4:30 p.m.

9/20- 11/8

(Left to right) Cassie Clancy of MRIS is joined by broker Scott MacDonald of RE/MAX Gateway, YPN supporters Dan Daniels of GERA and Mary Bayat of Bayat Realty and YPN member and 2010 NVAR convention chair, Kate Casey of RE/MAX Gateway.

Congratulations

ABR Graduates Dudley Chapman ★ Luke L. Godshall Diane H. Miller ★ Brenda L. Wood

NVAR REALTOR® UPDATE

MBH Settlement Group sponsors don aprons to cook for hungry young professionals at NVAR’s YPN barbecue. (Left to right) MBH’s Don Tomlinson, Dinah Montgomery, Carrie Lindsey, Toula Gross and Mary Barrett were great hosts.

SEPTEMBER /OCTOBER 2010

33

education

aSk nvaR

By Sarah Louppe Petcher, NVAR General Counsel; Laura M. Farley, Law Clerk

DISCLOSURE DILEMMAS:

who, what, when, where, why & how? VREB Violations? Voluntary Compliance May Mitigate Penalties Background: During a self-conducted audit, you discover that after receiving and depositing an Escrow Money Deposit in a timely manner, the check has bounced. your ordinary practice is to check the company’s bank account once a month, so you don’t discover that the check bounced until almost 30 days after you deposited it. Knowing that this is a violation of the duty to deposit funds within five business days, what you do next can determine whether or not you face penalties.

of discovering the violation. When you contact VREB, you should also include a written plan explaining how you will remedy the problem to bring your firm into compliance within the next 90 days. Once you have implemented your plan, and you have brought your firm into compliance, you will need to again contact VREB to certify that you have taken the steps laid out in the voluntary compliance plan. If an outside firm conducted the audit and discovered the problems, you will need to have the firm certify that you have implemented the plan.

What should I do if I discover that my firm, or a member of my firm, has violated the law?

Will submitting a voluntary compliance plan to VREB shield me from penalties?

If you conduct a self-audit, or hire an outside firm to conduct an audit for you, and you discover a violation, you may be able to avoid penalties if you notify VREB within 30 days

There are two instances in which a voluntary compliance program will not protect you: if the original violation was intentional or the result of gross negligence. If the violation

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34

Herndon Service Center 520 Huntmar Park Drive Herndon, VA 20170 September /OctOber 2010

www.nvar.com

Store: 703.207.3215 NVAr reAltOr® UPDATE

ask nvar was not intentional or the result of gross negligence, then once you have followed the steps in the voluntary compliance program, you will not be subject to penalties for that particular violation.

Lead-Based Paint Liability: Timing is Key Background: you are approached by a client who has purchased a house built in 1950, and who intends to tear it down to build a new house on the land. At the time of contract ratification, the seller had not provided disclosure of lead-based paint on the property. your client now wants to know if he can get out of the contract because the seller failed to provide the necessary lead-based paint disclosures.

Can either party get out of the transaction if there has been a failure to disclose? No. The law states that the disclosure must occur before ratification of the contract, and failure to disclose lead-based paint will not affect the validity of the contract.

What can a buyer do if the seller fails to disclose lead-based paint? If the seller has failed to disclose lead-based paint and the house was built before 1978, the only remedy available to the buyer is to sue for damages. The law does allow the buyer to sue for triple the amount of actual damages, as well as attorney fees if the buyer prevails.

At what point in the transaction must the existence of lead-based paint be disclosed? The law requires that the seller disclose the existence of lead-based paint before the buyer becomes obligated to execute the contract. This does not mean that the seller must inform every person who expresses interest in the house of the existence of lead-based paint, but it does mean that after a buyer has submitted a written offer, the seller must provide notice of lead-based paint before ratifying the contract.

As the agent, can I be liable if my client does not disclose the existence of lead-based paint? If so, for how much? yes, as the agent, you can potentially be liable if your client does not provide the buyer with the necessary notice. If you know of any lead-based paint on the property, or fail to inform the sellers of their obligation to disclose the existence of lead-based paint, you could be liable for the same amount of damages as your client. In addition to being liable for monetary damages in a law suit, you could be in violation of the Code of Ethics. As the seller’s agent, if you do not inform your client of the duty to disclose, you could be found to be in violation of Ask NVAR, continued on page 38

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NVAr reAltOrÂŽ UPDATE

September /OctOber 2010

35

realtor® safety month

Realtor ® Safety:

Knowledge Awareness Empowerment

E

very year, NAR designates September as Realtor® Safety Month – a time to remind members about the potential risks associated with the real estate profession. Although the risks may be growing and occurring with greater frequency, the keys to avoiding them remain simple:

Knowing the dangers Realtors® face every day;

Be aware of your surroundings; and

Empowering yourselves to avoid risky situations.

� Be sure to use the

lockbox property-key procedure that has been established to improve real estate agent safety. A reliable, secure lockbox system such as those made by REALTOR Benefits® Program partner SentriLock (www.sentrilock.com) ensures that keys don’t fall into the wrong hands.

� Show properties before dark. If you are going to be

working after hours, advise your associate or first-line supervisor of your schedule. If you must show a property after dark, turn on all lights as you go through, and don’t lower any shades or draw curtains or blinds.

Highlighted below are excerpts from the National Association Of Realtors®’ Realtor® Safety Resources Kit, with reminders about how to protect your personal safety and also the security of your personal identity. To learn more, visit NAR’s Realtor® Safety Web site at www.REALTOR.org/ Safety.

� Try and call the office once an hour to let people know

Showing Properties the Safe Way

� If you think it may be some time before a property

When you are showing an empty property, you can take these simple steps to empower yourself against attack or theft.

where you are.

sells (and you may, therefore, be showing it often), get acquainted with a few of the immediate neighbors. You will feel better knowing that they know your vehicle, and

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36

September /October 2010

NVAR Realtor® UPDATE

realtor® safety month they will feel better about the stranger (you) who frequently visits their neighborhood.

� Prepare a scenario so that you

can leave, or encourage someone who makes you uncomfortable to leave. Examples: your cell phone or beeper went off and you have to call your office, you left some important information in your car, or another agent with buyers is on his way.

� In showing a property, always

leave the front door unlocked for a quick exit while you and the client are inside. As you enter each room, stand near the door.

� It is better to not display purses

while at a property. Lock your purse in the car trunk before you arrive. Carry only non-valuable business items (except for your cell phone), and do not wear expensive jewelry or watches, or appear to be carrying large sums of money.

� Park at the curb in front of the

property rather than in the driveway. you will attract much more attention

running and screaming to the curb area. It is much easier to escape in your vehicle if you don’t have to back out of a driveway. Besides, parked in a driveway, another vehicle could purposefully or accidentally trap you.

PROTECT yOURSELF FROM THE #1 CRIME IN THE U.S.: IDENTITy THEFT Identity theft is a serious and costly crime. People whose identities have been stolen can spend months or years cleaning up the mess that thieves have made of their good name and credit record. In the meantime, victims may lose job opportunities, be refused loans, housing or cars, or even get arrested for crimes they didn’t commit. The following tips can help protect your identity: 1. Protect your accounts against fraud. Contact the fraud department of any of the three consumer reporting companies— Equifax®, ExperianSM and Trans Union®—to place a fraud alert on your credit report. The fraud alert automatically lets credit card companies and other creditors know

they must contact you before opening any new accounts or making any changes to your existing accounts. 2. Don’t get caught by “phishing.” Scam artists “phish” for victims’ information by posing as representatives of banks, stores or government agencies. This is done over the phone, through regular mail, and especially via e-mail. Don’t respond to a request to verify your account number or password. Don’t give out your personal information unless you made the contact. Legitimate companies will not request this kind of information in this way. 3. Keep your identity from getting trashed. Invest in a paper shredder and shred all papers with personal information before you throw them away, including unwanted credit card applications and “convenience checks” that come in the mail, credit card receipts with your account number, outdated financial papers and papers containing your clients’ personal information.

5710-D General Washington Drive Alexandria, VA 22312 Showroom: Fax: Email: Web:

703-658-5353 703-658-5350 totalfloorsinc@yahoo.com www.totalfloorsinc.com

“I have recommended Total Floors to my colleagues.” Evelyn Flynn, REMAX “Total Floors’ recarpeting service was prompt, courteous, and the prices are the best I have found.”

Elaine Rock, Beau Realty, Inc.

“Total Floors has provided outstanding service in refinishing and installing hardwood floors in both my home and a client’s home.” Hal Folts, Northern Virginia Fine Homes

Bruce or Shaw Bruce or Shaw Prefinished Solid Oak Prefinished Solid Oak 3/4” x 2 1/4” ● 3 Colors Made in USA, 25 year warranty

3/4” x 3 1/4” ● 3 Colors Made in USA, 25 year warranty

Quick Step Laminate

Installed with foam pad

$6.29 / sf

$3.99 / sf

Installed Min 300 sq.ft.

Installed Min 300 sq.ft.

Min 300 sq.ft.

Texture Carpet

Berber Carpet

$5.85 / sf

Offer expires 10/31/10

Offer expires 10/31/10

Offer expires 10/31/10

Hardwood Floors Refinishing With any color stain & 2 coats of oil based poly

$2.29 / sf Min 300 sq.ft.

Offer expires 10/31/10

Shaw Carpet 100% Hardwood Steps Bruce or Shaw Solid Oak Stainmaster Nylon

100% Ultra Strand Continuous Filament Nylon With Stain-Guard

Elegant & Durable with Stain & Fade Resistance

$1.85 / sf

$1.79 / sf

$2.49 / sf

$99.00 / step

Free Installation, Free 6 lb Pad, Free take-up, Free furniture move Min 300 sq.ft. Offer expires 10/31/10

Free Installation, Free 6 lb Pad, Free take-up, Free furniture move Min 300 sq.ft. Offer expires 10/31/10

Free Installation, Free 6 lb Pad, Free take-up, Free furniture move Min 300 sq.ft. Offer expires 10/31/10

Min 10 enclosed regular steps

NVAr reAltOr® UPDATE

3/4” x 2 1/4” ● 3 Colors

Installed

Offer expires 10/31/10

September /OctOber 2010

Realtor® Safety, continued on page 38

Special Unbeatable Prices For Our Friends Carpet Hardwood Laminate Vinyl Ceramic & Porcelain Marble & Granite Rugs & Runners Sand & Refinish FREE Estimate Financing with 0% Interest* Low Warehouse Prices All Major Brands Insured and Bonded Installers One Year Installation Warranty Home Shopping Convenience – We Bring Samples to You Express Service for Same Day Measurement and Next Day Installation** * With approved credit ** Stock items

37

realtor® safety month Realtor® Safety, continued from page 37

4. Control your personal financial information. Many states have laws requiring banks and other financial institutions to get your permission before sharing your personal financial information with outside companies. Write to your companies that you want to “opt-out” of sharing your personal financial information with their affiliates. 5. Shield your computer from viruses and spies. Use passwords with at least eight characters, including a combination of letters, numbers, and symbols. Use firewall and virus protection software and update it regularly. Download free software only from sites you know and trust, and don’t install software without knowing what it is. Set browser security to at least “medium.” 6. Click with caution. When shopping online, check out a Web site before entering your credit card number or other personal information. Enter personal information only on secure Web pages with “https” in the address

Ask NVAR, continued from page 35

bar and a closed padlock symbol at the bottom of the browser window. 7. Check your bills and bank statements. Open your credit card bills and bank statements right away. Check for any unauthorized charges or withdrawals and report them immediately. Call if bills don’t arrive on time. It may mean that someone has changed contact information to hide fraudulent charges. 8. Ask questions. Ask questions whenever you are asked for personal information that seems inappropriate. Ask how the information will be used, if it will be shared and how it will be protected. 9. Check your credit reports — for free. One of the best ways to protect yourself from identity theft is to monitor your credit history. you can get one free credit report every year from each of the three national credit bureaus. Order your free annual credit reports toll-free at 877-322-8228, or online at www.annualcreditreport.com. ❈

Article 1, in that you are not protecting the interests of your client, who may be subject to a law suit. you may also be in violation of Article 2 if you know of the existence of leadbased paint on the property. As the buyer’s agent, you could also be in violation of Article 1 if you do not let your client know that the house was built before 1978 and that there might be lead-based paint on the property.

What are my responsibilities, as the listing agent, if the house was built before 1978? As the listing agent, you must ensure compliance with the law. This means that you must inform the sellers of their obligations and make sure that either the seller or you personally complete all required activities. The law requires that the seller inform an agent of any known lead-based paint on the property. If you have informed the sellers of their obligations, you will not be responsible for information withheld by your clients. ❈

THE BUSINESS OF GREEN

Keep up on the trends that count, including the future of retro-fitting and green features for new construction. Most importantly, learn how to sell, appraise and finance these homes.

Come see the influential players leading national and local green building and energy efficiency initiatives.

Regi Todaster y!

Go To: nvar.com to register

3 hours elective CE credit (pending approval)

Questions? Call 703.207.3207 38

September /OctOber 2010

NVAr reAltOr® UPDATE

2011 online dues

Save a Stamp, Save a Tree, Save Time— Renew Online! 2011 dues billing is paperless again this year. For a smooth renewal, follow these simple steps: STEP 1 – Go to http://www.nvardues.com and login. You may also access the site by clicking on the large red “Pay Dues” button on the nvar.com home page. NOTE: You should have received an email from NVAR with your NRDS ID and Password. If you did not, simply click on the “Forgot your Password or NRDS ID?” link. STEP 2 – Once you login, you will see your itemized invoice. NOTE: Please review your invoice for accuracy. STEP 3 – Click the “Pay Now” button, which will take you to the checkout screen. This is an opportunity for you to verify your contact information on file. You will need to specify which billing address will be used for your credit card payment. Once you select the correct billing address, click on “Proceed to Checkout” at the bottom of the page. If neither the office nor home address listed is the billing address for your credit card, please modify the home address to match your credit card’s billing address. NOTE: This will not change your home address in our records; you will modify the billing address for this transaction only. STEP 4 – Enter your credit card information, including your CVV security code and click “Pay Now.” STEP 5 – The final screen will be a receipt to print for your records.

Pay on time to avoid late payment fees or cancellation of your SentriCard®! DATES TO KNOW: July 30, 2010: Emails Sent to Members with Login Information August 2, 2010: Dues Billing Period Opened September 30, 2010: Renewals Must Be Received October 1, 2010: Late Fee Imposed November 1, 2010: SentriLock Disabled For Non-Renewal Plan Ahead to Ensure Seamless SentriLock Service and NVAR Membership Benefits

ONLINE AGAIN IN 2010 - PAY 2011 DUES at www.nvardues.com NVAr reAltOr® UPDATE

September /OctOber 2010

39

The only guide your buyers will ever need.

s ’ r e y H u o b m e ebuyer’s m o H Guide Guide es lud Inc 2010 new D-1 HU

Includes new 2010 HUD-1

E.com

TITL

i me in t d na truste st tr o . m s r ’s a www.RG e ea STITLE tan ar er 20 y The Wa .com tropoli ments for ov e M sh . in .C gton, D.C ton, D estate settle . g M in et re h ro si s dential re politan a a al re al estate The W sidential re settlemen a’s most trusted re n ts for ov er 20 yea ame in rs. GS www.R

Virginia Offices Alexandria (703) 519-7600 (703) 519-9471 FAX Annandale (703) 642-6100 (703) 642-6142 FAX Arlington (703) 351-0300 (703) 351-9978 FAX Ashburn (703) 726-9222 (703) 726-9368 FAX

Burke (703) 239-9600 (703) 239-0605 FAX Centreville (703) 818-8600 (703) 803-2867 FAX Fair Oaks (703) 502-3255 (703) 242-0725 FAX Fredericksburg (540) 372-4100 (540) 372-4114 FAX

Gainesville (571) 248-8777 (571) 248-8788 FAX Lake Ridge (703) 491-9600 (703) 492-7494 FAX Lorton (703) 495-9600 (703) 493-9302 FAX Manassas (703) 396-8838 (703) 396-8809 FAX

McLean (703) 903-9600 (703) 903-9606 FAX Oakton (703) 242-9600 (703) 242-0725 FAX Potomac Falls (703) 421-3300 (703) 421-6353 FAX Reston (703) 742-9600 (703) 742-9698 FAX

Springfield (703) 451-6600 (703) 451-1181 FAX Stafford (540) 288-1747 (540) 288-1797 FAX Warrenton (540) 341-7700 (540) 341-8574 FAX Winchester (540) 723-0662 (540) 723-0664 FAX Realtors Hotline 1-877-660-5150

Rockville (301)230-0070 Fax (301) 230-2536

Silver Spring (301) 680-0200 Fax (301) 680-2043

Washington DC (202) 966-0550 Fax (202) 966-5250

Maryland & Washington, D.C. Offices Bethesda (301) 654-9800 Fax (301) 654-8598

Gaithersburg (240) 683-4850 Fax (240) 683-6776

Download your free copy at www.rgstitle.com

q3 rental statistics

Q3 RENTAL STATISTICS ALEXANDRIA Q3 2009 Price Rent

List

$1,978

Rent

List

$1,996

List

List

$2,079

Rent

$2,165 $2,232

List

$2,266

$1,866

Rent

$1,940 $1,947

List

$2,068

FAIRFAX COUNTY Q3 2009 Q3 2010 Price Rent

List

$1,984 $2,032 $2,036 $2,161

FALLS CHURCH Q3 2009 Price Rent

List

List

$2,085 $2,463 $2,223 $2,401

NVAr reAltOr速 UPDATE

Rent

List

Q3 2010

Q3 2009

Q3 2010

Q3 2009

Q3 2010

Q3 2009

Q3 2010

326

464 435 255 399

40 29 22 30

2,291 2,160 1,253 1,968

Volume

Q3 2010

Q3 2009

199

Volume Rent

Q3 2010

425

Volume

Q3 2010

Q3 2009

368

Volume

Q3 2010

$2,141

FAIRFAX CITY Q3 2009 Price Rent

Rent

$1,975

ARLINGTON Q3 2009 Price

Volume

Q3 2010

28 22

Brought to you by:

14 18

September /OctOber 2010

41

convention & trade show

The Amazing Race of Foreclosures

7:30 – 9:30 a.m. NV/RPAC Breakfast (Pre-Registration Required)

Tucker Carlson, co-founder of The Daily Caller and former co-host of CNN’s Crossfire NV/RPAC is pleased to welcome news correspondent and commentator Tucker Carlson to give his outlook on these election trends. Carlson has served as host of CNN’s Crossfire and MSNBC’s Tucker, while also contributing to The Weekly Standard, The New Republic and The Daily Beast.  He is currently a commentator for Fox News and editor-in-chief of The Daily Caller. Join NV/RPAC and Virginia’s federal, state and local officials to hear the latest predictions from Tucker Carlson. You won’t want to miss it!

9 a.m. Exhibit Hall & Demo Lounge Open 9:30 – 11a.m. Opening Keynote: Mastering the Game Walter Bond, Mr. Accountability Mastering any game is a matter of having the right attitude. A former professional basketball player turned business owner, Walter Bond developed the ability to apply his onthe-court success and teamwork to the business world. He will inspire you to take responsibility for your business, and be accountable to yourself, your clients and other agents. You will be re-energized with passion, desire and commitment regardless of your current success level. Be inspired and be ready to reach new levels of success when you leave today’s opening session!

11 – 11:15 A.m. Morning Coffee Break 11:15 a.m. – 12:30 p.m. Breakout Sessions | Round One Mastering the Players: Marketing to Boomers, Geeks & Geezers Tom Davidson, Davidson Leadership In this fun and informative presentation, the speaker will share unforgettable insights about different generations, and help you assess and adapt your marketing strategies. He will share tips and principles that you can apply immediately. As a result, your clients will love you more, even if they don’t know why, and you will be an all-star in your business.

42

SeptOct.indd 42

Michelle Yam, MRIS; Ron Ellis, Century 21 AdVenture Realty; and Dana Ferris, REO Business Development Manager, Chase Home Lending “What does the lender really want?” “How do I put the information into MLS and not be in violation?” The REO process can overwhelm the most experienced of Realtors®. Now more than ever, agents and lenders must partner to make it to the finish line of a successful REO transaction. Don’t miss this session where you will learn about the process of foreclosures.

Don’t Get Caught in the Social Media Mousetrap Ben Martin, Virginia Association of Realtors® Today’s real estate agents need to understand available Web technologies, how to use them, and the risks associated with their use. In this session, you’ll learn how to provide consumers with more accurate information about your listings, protect client confidentiality, and how to not misuse social media sites such as Facebook and Twitter.

Make a Love Connection – Wooing Foreign Investors Deborah Boza-Valledor, Chief Operations Officer, Realtor® Association of Greater Miami and the Beaches Foreign investors are finding properties in the United States more attractive than ever. Our speaker will share tips, tricks and resources to help you identify the likely foreign buyers as well as cost-effective, innovative ways to get your property information to potential customers around the world.

$100,000 Pyramid: the Buyer Interview Chris Dominick, RE/MAX Gateway Working with the right buyer is the key to success as a buyer representative. The most important time saver is to qualify prospective buyers with a solid interview. Knowing the right questions to ask, what to look for in a potential buyer, and what to do after the interview are just some of the points that will be covered in this rapid-fire “how to” presentation.

NAR’s HouseLogic & Realtor® Content Resource Pamela Kabati, NAR Vice President of Publications The National Association of Realtors® will explain two powerful and free tools; Realtor® Content Resource, a new free source of ready-touse content for blogs, websites and newsletters, and HouseLogic, a consumer-focused site to share with clients. Both of these resources are designed to increase your value to your clients well beyond the transaction to the full lifecycle of homeownership.

September /October 2010

NVAR Realtor® UPDATE

9/3/10 4:00:04 PM

Tuesday, October 12, 2010 Northern Virginia Community College, Annandale Campus www.nvarconvention.com (See Campus Map on page 10)

12:30 – 1:15 P.m. Box luNCh iN exhiBit hall 1:15 – 2:30 P.m. BReakout sessioNs | RouNd tWo Pay day: WoRkiNg With shoRt sale BuyeRs michael & stacy spickes, america’s home Rescue Value-minded buyers are attracted to the idea of purchasing a pre-foreclosure property at a great price. Stacy and Michael Spickes have committed the last seven plus years to mastering and streamlining the short sale process, and have personally worked hundreds of short sale transactions. You will leave this session knowing how to help buyers purchase undervalued properties and negotiate your client’s best deal.

the process and power of dreaming big, setting goals, creating steps to achieve them, reviewing your plan often and finally becoming an extraordinary Realtor®. As George Eliot said, “It is never too late to be what you could have been.” Don’t miss this powerful session!

NaR’s RealtoR® PRoPeRty ResouRCe

the PRiCe is Right foR gettiNg selleRs off the feNCe mary Beth eisenhard, long & foster Real estate and karen Briscoe, keller Williams Realty Properly pricing a seller’s home is imperative to the success of any listing. Our real estate experts and fellow Northern Virginia Realtors® will share their personal strategies to arrive at a solid listing price for their clients’ homes. Be sure to attend this dynamic session!

Play smaRt aNd get Paid: a CommeRCial deal suCCess stoRy andrew zezas, sioR, Real estate strategies Corporation In this real-life case study, an aggressive posture taken by the landlord regarding dealings with the tenant-client forced the termination of a deal. However, as a result of a well-written tenant representation agreement and a strong broker/client relationship, the transaction was resurrected, the client’s terms were secured, and a full commission was collected. This session is a must-add for the commercial agent’s playbook.

mona steen, NaR senior Vice President of industry Relations Explore NAR’s new initiative to create an online real estate library/ archive that will provide Realtors® with data on virtually every property in the United States. The Realtors® Property ResourceTM will unlock access to a national database of real property information including: tax and assessment statistics; property data; neighborhood, school, demographic and psychographic information; plus maps, trends and reports.

2:30 – 2:45 P.m. sNaCk BReak iN exhiBit hall 2:45 – 4:30 P.m. ClosiNg keyNote & aNNual meetiNg: WiNNiNg the game Joe & morgan Wootten, Coach Wootten’s Basketball Camp Coach Morgan Wootten coached at DeMatha High School in Hyattsville, Maryland and is the winningest head coach in the history of basketball at any level. His youngest son followed in his footsteps, coaching at Bishop O’Connell High School in Arlington, Virginia. Together they founded “Coach Wootten’s Basketball Camp.” Coaches Morgan and Joe Wootten know how to teach, motivate and win. Their basketball camp is where winning is taught and winners are made. Attend our closing session, and you will take away winning principles that you can apply in your real estate career and in life.

4 P.m. exhiBit hall Closes | demo louNge Closes

JeoPaRdy: aPPRaisal & leNdiNg uPdate doug enger, Wells fargo home mortgage, and diane quigley, quigley appraisal services You know the questions about today’s lending climate, and our industry experts, Doug Enger and Diane Quigley, have the answers. The ‘Daily Double’ team will begin with Doug, who will discuss the changes in lending practices, the current state and future of Fannie Mae and Freddie Mac and how it all affects the Realtors®. Diane will share the latest issues in appraisal practices, HVCC, and an appraisal’s impact on the success of real estate transactions.

CoNVeNtioN sPoNsoR:

luNCh sPoNsoR:

ReCePtioN sPoNsoR:

suRViVoR: CReatiNg a PlaN foR suCCess Val august, Castlewood training Val August will guide you through the process of creating a customized business plan. Attend this session and you will learn NVAr reAltOr® UPDATE

SeptOct.indd 43

September /OctOber 2010

43

9/3/10 4:00:16 PM

nv/rpac breakfast

JOIN THE POLITICAL CROSSFIRE Tuesday, October 12, 2010

2010 NV/RPAC Convention Day Breakfast GUEST SPEAKER:

The mid-term elections are heating up fast. What will they mean for Virginia and the country as a whole? Be a part of the political crossfire at this year’s NV/RPAC Breakfast!

Tucker Carlson Co-founder of The Daily Caller

NV/RPAC is pleased to welcome news correspondent and commentator Tucker Carlson to give his outlook on these election trends. Carlson has served as host of CNN’s Crossfire and MSNBC’s Tucker, while also contributing to The Weekly Standard, The New Republic and The Daily Beast. He is currently a commentator for Fox News and editor-in-chief of The Daily Caller.

Join NV/RPAC and Virginia’s federal, state and local officials to hear the latest predictions from Tucker Carlson. You won’t want to miss it! Sponsored by:

Plan To Attend On: Tuesday, October 12

and former co-host of CNN’s Crossfire

REGIST E R TODAY !

NV/RPAC Breakfast Registration Form Pre-Registration Required Cost: $35 (Free to 2010 NV/RPAC Contributors of $250 or more) Name(s)

7:30 a.m. - Registration Check-in & Coffee 8 to 9:30 a.m. - Breakfast & Presentation Northern Virginia Community College Annandale Campus

Go To: NvarConvention.com 

Make checks payable to NVAR and return to NVAR - Attn: Government Affairs 8407 Pennell Street, Fairfax, VA 22031 | Fax 703.207.3269 Questions? Contact Lisa May at 703.207.3201 or lmay@nvar.com

Day Phone Email Address

Enclosed Payment of: $_____for_____Registrations @ $35 each; _____$250 NV/RPAC Donor Attendees (FREE) Payment Method (please check one): Check Enclosed

Amex

Disc

Visa

MC

Credit Card #

Exp. Date

/

CID/CVV # (3-digit # on back of card or 4-digit # on front of Amex card) Billing Address City, State, Zip Cardholder’s Name Signature

44

September /OctOber 2010

NVAr reAltOr® UPDATE

appraiser & affiliate directories

APPRAISERS A+ Appraisals AAA Appraisals Advantage Realty Services Alan Lord and Associates Atlantic Appraisal Pros B. H. Potter B&B Premier Appraisals & Mgmt BFM Bishop Real Estate Service Bruce W. Reyle and Company Cambyse Goodarzi Appraiser Capitol Appraisal Service Chevy Chase Bank Chevy Chase Bank, FSB Classic Appraisals Dale D. Barr, Jr. Dan W. Mori DCO Appraisal Services Dennis J O’Brien Dickman & Associates Distinctive Homes Realty Donald R. Drake, Jr. Elite Appraisal Service F & F Appraisals Forte Appraisal Service G. Miller Real Estate Appraiser Gee Appraisers Glenn B. Staples & Associates H K Bentley Appraisers Harry Graef Harry H. Arikan Hartmann Group Hendershott Appraisal Services Home Appraisers Homestar Real Estate Services IK Hwan Kim & Associates Inman Appraisal Services James W. Mumaw Co. JDC Appraisals John Halacy Appraisals John L. Brady, Jr. JR Witt & Assoc. Karas Kinder Appraisal Services Lawrence Mc Guire Leah Powell CRA Lesley Omega Appraisers Marcia Ellen Cunningham Marquee Properties McGraw Appraisals Metro Appraisal Services Michael S. Mc Mahon Monir Moshashaie NVAr reAltOr® UPDATE

703-765-7579 703-865-5303 703-866-5050 703-768-1954 703-622-5555 703-848-2470 703-430-9420 703-670-2586 703-978-9322 703-273-7375 703-744-6849 703-691-8800 301-907-5850 703-648-9796 703-675-2265 703-730-2272 703-339-6136 301-855-3886 703-850-8445 703-938-6633 540-338-4606 571-237-9430 571-331-6374 703-963-1743 703-433-2205 571-261-5355 703-451-9020 410-224-5524 800-575-7513 571-213-7249 703-216-5147 703-406-7621 703-280-1637 703-709-5695 571-261-3367 443-739-9867 703-644-9877 540-659-8586 301-438-3300 571-214-3865 571-237-7430 703-266-9312 703-753-5635 703-268-0756 703-123-4567 703-304-6552 703-403-2024 703-391-0514 703-754-7945 703-963-3988 703-644-7772 703-476-9472 703-255-6451

Nancy M. Pruett Newlevel Appraisal Group NOVA Home Appraisals NoVaStar Appraisals NVA Appraisal Omni Appraisal Services P & C Appraisals Patricia C. Johnson Appraisal Parker Appraisal Service Philip Arnold Appraisal Co. Preston Hummer Real Estate Appraisals 4 You Renner, Hansborough & Reese Residential Appraisal Group Residential Appraisal Services Residential Valuation Services Residential Value Services Riverpoint Appraisals Ryan Appraisal Services Sandra A. Le Blanc Silvey Appraisals Square Feet Appraisals Stewart Jarrett R E Appr & Cons Suburban Appraisers & Consultants Susan Vanderzyl T. L. Hoover Appraisal Service The Appraisal Center The Mid-Atlantic Group of Virginia VA-MD Appraisal Group Washington Appraisal Group William E. Culbertson R. E. William Patten & Associates Woodbridge Appraisal Service World Mortgage

571-277-1671 301-252-3253 703-585-7357 540-786-8220 703-477-3178 703-591-4001 540-548-8625 703-405-6070 703-762-2549 703-250-2132 703-929-0857 703-794-9118 301-258-8181 304-724-6041 703-338-0961 703-815-4407 540-347-4570 571-333-3747 301-694-6500 703-629-6842 703-577-1946 703-519-1790 703-671-3662 703-591-4200 703-969-3822 703-354-8981 703-204-4410 703-442-4780 571-438-0604 703-813-8160 703-322-1200 703-642-8224 703-978-3444 703-934-5502

703-255-6000 703-680-1212 703-560-5500

Fairfax County

301-589-5321 540-253-5788 540-751-1360

Gagnon’s Gutterworks

866-295-6038

All Pro Services Best Home Inspections Consumer Resources

APPLICANT SCREENING 866-387-6320

BROKER CONSULTING Broker Helpline

571-436-2844

CARPET CLEANING ACS Ayoub Carpet Service Chem-Dry of Prince William

COMMISSION ADVANCE Commission Express

ENGINEERING SERVICES LAND Engineering, plc

703-324-4804

GUTTER REPAIR

CREDIT UNION Realtors® Federal Credit Union

703-506-8148 703-961-6813 703-734-7704 703-750-4056 703-803-0198 571-722-2835 703-855-7403 301-493-8386 703-787-4835 301-468-7063 703-326-9711 703-326-9711 410-884-1088 703-787-4835 703-956-3544 703-407-2385 703-750-0080 202-496-8956 703-734-2424 703-449-6828 703-425-8100 703-522-6047 703-631-0098 703-623-9703 703-631-0098 703-209-3138 703-255-8480 703-293-6510 571-536-8584 703-222-1800 703-967-6485 703-279-6073 703-309-7843 703-941-0711 877-844-2488 804-782-1986 703-766-6400 703-803-3500 703-587-4363

GOVERNMENT SERVICES

CONSTRUCTION SERVICES Counter Intelligence Inc. HCC Remodeling Group of NoVA Sun Design

571-261-3192 540-428-3919

FINANCIAL SERVICES Acacia Federal Saving Bank Alliance Bank Aurora Financial Bank of America - Annandale Bank of America - Fairfax Bank Of America - Oakton BB&T Mortgage - Arlington BB&T Mortgage - Bethesda BF Saul Mortgage Capital Point Funding Group Chase Chase Home Finance - Falls Church Chase Home Lending - Columbia Chevy Chase Bank Franklin American Mortgage Co. George Mason Mortgage Greenpoint Mortgage HSBC Mortgage Homestead Funding Corp. Intercoastal Mortgage Into Homes Mortgage Services Member Options LLC MetLife Home Loans MetLife Home Loans - Alexandria MetLife Home Loans - Fairfax MetLife Home Loans - Vienna Navy Federal Credit Union PNC Mortgage Prospect Mortgage Prosperity Mortgage Richard Coffman SunTrust Mortgage TD Bank Union Mortgage Group United Investors Group VHDA Virginia Heritage Mortgage Wells Fargo Home Mortgage Wells Fargo Home Mortgage Reverse

AFFILIATES National Tenant Network

ENVIRONMENTAL SERVICES Keystone Home & Environmental SES Companies

703-507-6586

September /OctOber 2010

703-523-6225

HOME CLEANING SERVICES Maid Brigade

703-823-1726

HOME INSPECTION 703-385-1347 703-753-1176 703-690-8484 45

appraiser & affiliate directories Hurlbert Home Inspection LuxRE Inspections Nappers Home Inspection Old Dominion Home Inspection Pillar To Post R.E.M. Home Inspectors U.S. Inspect

703-830-2229 703-716-1100 571-292-4557 703-242-2520 703-352-1333 540-841-2189 703-293-1400

HOME REPAIR SERVICES Finco Construction Co. G’s Remodeling Handyman Connection Mid-Atlantic Waterproofing

703-359-2555 240-388-4250 703-351-6595 301-206-9500

HOME STAGING SERVICES Preferred Staging Staged Interior

703-851-2690 703-261-7026

HOME WARRANTY 2-10 Home Buyers Warranty American Home Shield HMS Home Warranty of America Old Republic Home Warranty

703-587-6735 540-250-2064 800-843-4663 703-595-8965 800-445-6999

INSURANCE SERVICES Hutt Financial Group Liberty Mutual PBI Group, E & O Insurance Victor Schinnerer & Co., Inc.

301-571-6153 703-680-6284 888-600-4130 301-951-5495

INVESTMENT PLANNING R.E. Investor Solutions

703-999-9842

JUNK REMOVAL 1-800-GOT-JUNK College Hunks Hauling Junk

703-934-4678 800-586-5872

LEGAL SERVICES Brincefield Hartnett, P.C. Joseph A. Cerroni, Esq. Keegan & Associates, PLC Kidwell, Kent & Curran Peterson, Noll & Goodman, PLC Sykes, Bourdon, Ahern & Levy

703-836-2880 703-941-3000 703-691-1700 703-764-0600 703-442-3890 703-517-7910

MARKETING/MEDIA Cox Communications Homebuyer’s Journal Lands and Home of Northern VA Raggo Advertising Products The Washington Post

703-378-3953 301-693-2564 703-673-8475 540-341-7844 202-334-7680

MOLD SERVICES MoldAid

877-932-7177

MOVING & STORAGE Busy Buddies Interstate Moving & Storage JK Moving & Storage Quality Service Moving Two Marines and a Truck 46

703-422-0797 703-226-3279 703-280-4282 703-495-8900 703-623-5288

NEW HOME BUILDER Brambleton Group Dominion Valley Country Club

703-344-1385 703-273-2282

MBH Settlement Group - Fair Oaks 703-279-1500 MBH Settlement Group - Kingstowne 703-417-5000 MBH Settlement Group - McLean 703-734-8900 MBH Settlement Group - Oakton 703-277-6800 MBH Settlement Group - Reston 703-813-9333 MBH Settlement Group - Vienna 703-242-2860 Mid-Atlantic Settlement Svcs 410-252-1208 Mid-Atlantic Settlement Svcs - Sterling 703-946-4470 Monarch Title - Alexandria 703-852-7700 Monarch Title - Herndon 703-890-0820 Monarch Title - McLean 703-852-1730 New World Title & Escrow 703-691-4330 Northwest Title & Escrow LLC 703-796-6630 NVT&E 703-938-3200 Paragon Title & Escrow Co. 301-986-1114 Provident Title & Escrow LLC 703-961-1750 RGS Title - Alexandria 703-519-7600 RGS Title - Annandale 703-597-3209 RGS Title - Arlington 703-351-0300 RGS Title - Burke 703-128-9600 RGS Title - Centreville 703-818-8600 RGS Title - McLean 703-903-9600 RGS Title - Oakton 703-242-9600 RGS Title - Reston 703-742-9600 Shamrock Title 703-467-8444 Stewart Title & Escrow 703-352-2900 The Settlement Group - Alexandria 703-933-3090 The Settlement Group - Ashburn 571-209-1240 The Settlement Group - Burke 703-250-9440 The Settlement Group - Corporate 703-642-6002 The Settlement Group - Franconia 703-971-4701 The Settlement Group - McLean 703-584-0450 The Title Group 703-273-9600 Universal Title 703-658-1369

202-256-0107

SQ Consultants

703-230-7663 703-467-0206

Listingbook MRIS Realty Empowerment Systems

703-542-2925 703-753-6688

PAINTING Blue Door Painters

703-504-2000

PERSONNEL SERVICES Personnel One

202-623-3204

PEST CONTROL SERVICES Alexandria Pest Services Asian Pest Services Connor's Pest Control Country Termite & Pest Control JK Pest & Termite Patriot Termite PMSI ProTech Pest Control Suburban Pest Service

703-923-0925 703-752-1634 703-321-0400 540-338-7821 703-622-2450 703-330-9170 703-723-2899 703-440-8000 703-335-6030

PLUMBING Plumbing Express

703-461-0345

PRINTERS Mc Clung Companies Stephenson Printing Inc.

240-475-5547 703-642-9000

REAL ESTATE FORMS MB Associates

703-385-3515

REAL ESTATE INVESTMENT All American Home Solutions R.E.Investor Solutions

202-329-7054 703-999-9842

REAL ESTATE PHOTOGRAPHY Bert Goulait Photography BTW Images

703-945-0194 703-340-6383

REAL ESTATE SERVICES All American NOVA Home Buyers Kalinowski Group

REAL ESTATE SIGNS Realty Sign Post Co.

ROOFING DryHome Roofing & Siding Roofing & More, Inc.

SETTLEMENT SERVICES Absolute Title & Escrow Central Title & Escrow Dominion Title Corporation Ekko Title eTitle Agency, Inc. Gold Cup Title & Escrow Ltd. Key Title - Annandale Key Title - Reston MBH Settlement Group - Alexandria MBH Settlement Group - Annandale MBH Settlement Group - Arlington MBH Settlement Group - Burke

703-842-7525 703-658-1300 703-757-9500 703-537-0800 703-777-4261 703-352-3640 703-354-0561 703-437-4600 703-739-0100 703-852-3000 703-237-1100 703-913-8080

September /OctOber 2010

STRUCTURAL ENGINEER 703-759-4901

TECHNOLOGY SERVICES 540-662-1718 301-838-7100 866-213-3709

VIRTUAL TOURS Mouse on House, Inc. Real Estate Shows RealBiz360

301-972-3201 703-876-4929 240-687-1008

Bold signifies NVAR Partners (Last updated August 30, 2010) Do you have a correction to this list? Please e-mail changes to Tracy Reynolds at treynolds@nvar.com. NVAr reAltOr® UPDATE

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September/October 2010 Update Magazine