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REAL ESTATE NOW.®
>NVAR.COM
GROWING YOUR
VALUE In Any Market!
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+EXPERIENCE YOUR MEMBER VALUE
Find out more on the back cover! Dues Renewal Begins August 1 YOUR CLIENTS July 1 Forms Changes 36
YOUR BUSINESS Dues Renewal FAQ 47
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OUR PROMISE: UNWAVERING COMMITMENT TO MEMBERS, EQUAL TREATMENT, INCLUSIVITY
JUL+AUG Volume 103, Issue 4 2020 Board of Directors President of the Board: Nicholas Lagos President-Elect: Derrick Swaak Immediate Past President: Christine Richardson, CDPE, CRS, CSP, GRI, PSA Secretary/Treasurer: Reggie Copeland, ABR, GRI DIRECTORS-AT-LARGE Rob Allen Amina Basic Deborah Baxter Shirley Buford, CRS, GRI, SFR Heather Embrey, CRS, GRI Shelia Jackson, ABR Peter Nguyen, ASP, e-PRO Thai-Hung Nguyen, CRS, ABR, CIPS Sherry Rahnama Ken Tully, GRI Marriah Unruh, ASP, e-Pro Dallison Veach, ABR, CRS, GRI, CDPE Publisher: Ryan Conrad, CAE, CIPS, RCE, rconrad@nvar.com Editor-In-Chief: Ann Gutkin, agutkin@nvar.com Sr. Editor: Kate O’Toole, kotoole@nvar.com Advertising Sales: Travis Yaga, travis.yaga@theYGSgroup.com Graphic Designer: Wanda Ng Fontana Associate Creative Director: Ricky Webster Digital Marketing Specialist: Kyle Transue Contributors: Joseph Cerroni, Terry Clower, Diana Costa, Mary Beth Coya, Frank Dillow, Stevie Fischer, Daniel Harris, Stacy Holscher, Michele Lerner, Matthew Troiani, Josh Veverka and Keith Waters
Interested in advertising? Please contact travis.yaga@theYGSgroup.com for information. The RE+VIEW (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 RE+VIEW c/o Northern Virginia Association of Realtors® at 8407 Pennell Street, Fairfax, VA 22031-4505. Copyright 2020 by the Northern Virginia Association of Realtors®. All rights reserved. Postmaster: Please send address changes to: RE+VIEW Northern Virginia Association of Realtors® 8407 Pennell Street, Fairfax, VA 22031-4505 Telephone: 703.207.3200 | FAX: 703.207.3268 Web: NVAR.com E-mail: re+view@nvar.com Advertising Info: Travis Yaga, travis.yaga@theYGSgroup.com Join us on...
By Nicholas Lagos
In my first column as your NVAR President, I wrote: “We need to be adaptable to changes and be flexible in our approach, depending on the needs of our members, our clients and our industry.” Those words could not have been more prophetic. Shortly into 2020, these principles were put to the ultimate test as we began to navigate the challenges in our midst. Building on my 2020 “Year of Commitment” theme for our association, we doubled down to deliver the world-class customer service that is embedded in our strategic goals and that was needed during this time more than ever. And as Realtors®, we did the same for our clients. I’d like to share just a small sample of the incredible efforts undertaken on your behalf during the past several months to ensure that you could continue being a valued resource to your clients under even the most trying of circumstances brought on by the ongoing pandemic. NVAR has remained open for business. Between March 9 and June 9, 2020, NVAR offered more than 40 virtual classes with over 500 attendees. We hosted 22 webinar events with more than 3,500 attendees; 16 virtual committee meetings; and three virtual meetings of our Board of Directors. The Professional Services Team held six online Professional Standards hearings, resulting in a successful, seamless experience for the parties. During that same timeframe, our member engagement team responded to more than 1,800 member calls and 4,800 emails. We also launched a new online chat feature, allowing you to reach an NVAR team member by text message. We posted 13 video messages and webinar recordings, which together had more than 4,400 views. And please take a look at page 15 of this issue for a summary of how your Government Affairs team and RPAC investments kept real estate “open for business” in Northern Virginia. If you’ve ever wondered why you should invest in RPAC, the answer is right there! Last, but certainly not least, as an organization we also took a nonwavering position that racism is not welcome and has no business in our society. NVAR will continue our practice of always promoting equality, individuality and inclusiveness. So as you can see, the value of your NVAR membership cannot be underestimated, just as our value to our clients resonates now more than ever. Together, we are the future of real estate in Northern Virginia.
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NVAR @NVARFFX
Nicholas Lagos 2020 NVAR President president@nvar.com
Ads in RE+VIEW magazine do not necessarily carry the endorsement of NVAR.
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GROWING YOUR
VALUE In Any Market!
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Shop Realtor®: Delivering Value Through Eight Core Competencies PRE-APPOINTMENT CLIENT PRESENTATION
ON THE MARKET OFFER TO CLOSING
BUSINESS MANAGEMENT
PERSONAL SUCCESS
BUSINESS MARKETING
REALTOR® PROFESSIONALISM
YOUR CLIENTS
YOUR BUSINESS
11 Apply for 2021 Leadership Opportunities; 2020-2021 Real Estate Base Tax Rate Changes
7 Go Digital With NVAR; Manage Your Communication Preferences
12 Updates to Bright MLS Property Condition Definitions
10 Protecting Your Commission: A Cautionary Case Study
16 Market Metrics: Closing the Sale – Volume and Speed During the Pandemic 28 Commercial Real Estate: Lessons From the Past May Help Chart Future Impact of COVID-19
8 Ask NVAR: Understanding the Virginia Residential Landlord and Tenant Act 13 Realtors® Support Accessory Dwelling Ordinance Reform 14 Realtors® Continue Push for Association Health Plans 15 Seven Ways NV/RPAC Is the Right Tool, Right Now
34 Realtors® Care About Community: #ShowUsWhoYouR with NVAR’s Social Media Challenge
26 NVAR’s Citation System Upgrade
36 Standard Forms Changes Effective July 1, 2020
32 Virtual Showcase Event Illustrates NVAR’s True Impact on the Industry
42 Discover Your Service Provider Referral Network
35 Board of Directors Election Timeline
46 New Member Benefit Coming Soon: Remine Docs+ Transaction Management
38 Member Engagement Metrics During the COVID-19 Pandemic
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39 NVAR to Mark Centennial in 2021: Celebrations Start Now! 40 Visit the All-New NVAR Realtor® Hub
DEPARTMENTS 3 President of the Board 6 CEO Column 13 NV/RPAC Investors
30 Book Review: “The Art of Working Remotely”
47 Dues Renewal FAQ 41 Class Schedules 44 Service Provider Directory
The views expressed in this publication may not reflect NVAR policy, and may be the opinions of the writer or interviewee. Reach us by email at re+view@nvar.com.
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ceo column
FRAMING THE FUTURE OF REAL ESTATE: NVAR IS YOUR PARTNER FOR PROGRESS It may be tempting to relegate 2020 to the history books, but our NVAR region has incredible positive momentum just waiting to be tapped – and we are ready to lead the way. We’ve demonstrated during these past several months our collective initiative – to embrace technology, lead change, and be nimble in the face of adversity. But the work doesn’t end there. NVAR, like other membership associations, exists in perpetuity, ensuring continuity of professional services to both current and future members. Our profession thrives not only because of your dedication and efforts today, but also because of the contributions of past members throughout the years. One hundred years, to be exact! July of 2021 marks NVAR’s Centennial. We’re planning a year-long celebration of this milestone that will recognize where we’ve been, leverage the opportunities our region provides and launch us on an exciting path towards the future of real estate for Northern Virginia. That future includes reinforcing your role as trusted industry spokespersons in our region and beyond. It means leading with
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a digital-first mindset in providing access to vital resources and services – for members and clients. Our diverse Northern Virginia region is a hub for technology and global opportunity. Real estate plays a key role in the ability to sustain next-generation growth and development. As the region’s premier real estate association, we aim to engage members with world-class customer service that positions you to deliver the same for your clients while meeting the needs of an expanding marketplace. Just as our local housing market is experiencing pent-up demand, we know that our members, volunteer leaders and staff team are ready to channel our energy and enthusiasm as the phased re-opening of our economy continues. With unprecedented teamwork both within NVAR and industry-wide, we can harness that untapped energy to frame the future of real estate – not only in Northern Virginia, but throughout the industry. Ryan Conrad, CAE, CIPS, RCE, e-Pro NVAR Chief Executive Officer rconrad@nvar.com
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ask nvar
Understanding the Virginia Residential Landlord and Tenant Act REGISTERED AGENTS FOR NONRESIDENT PROPERTY OWNERS By Daniel B. Harris, Esq.
Q. A.
What does the Virginia Residential Landlord and Tenant Act (“VRLTA”) require of nonresident property owners who wish to lease their Virginia residential properties?
§ 55.1-1211 of the VRLTA requires any nonresident individual or group of individuals who own and lease residential real property in Virginia to appoint and continuously maintain an agent (“Registered Agent”) for the purpose of service of any process, notice, order, or demand required or permitted by law to be served upon such nonresident property owner.
Q. A.
Who can serve as a Registered Agent?
A nonresident property owner may appoint any individual or entity (corporation, limited liability company, partnership, or other entity) as a Registered Agent, provided the individual or entity maintains a business office in Virginia and (i) if the owner is an individual, they are a Virginia resident, or (ii) if the owner is an entity, it is authorized to transact business in Virginia.
Q. A.
Should the listing agent serve as a Registered Agent?
No. Outside of a property management agreement, the listing agent should not serve as a Registered Agent. Pursuant to the Exclusive Right to Lease Listing Agreement, the listing broker’s agency relationship ends at lease ratification. Since the Registered Agent is appointed for the duration of the tenancy, the listing agent would be providing services outside the scope of a written brokerage agreement. Any errors or omissions to occur in this capacity would likely not be covered by the listing agent’s standard E&O insurance.
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Q. A.
Does the Registered Agent requirement also mean that a nonresident property owner must retain the services of a property manager?
No. A Registered Agent is a statutory requirement for the purpose of service of any process, notice, order, or demand required or permitted by law to be served upon such nonresident property owner. A property manager could provide these services as long as the property manager fulfills the requirements for a Registered Agent. Property managers may want to consult their E&O insurance carrier to ensure this activity is covered. However, simply because a property manager may be a Registered Agent does not mean that a nonresident landlord must retain the services of a property manager. Property managers provide services other than as a Registered Agent per the terms of a property management agreement.
Q. A.
How does the nonresident property owner properly designate the Registered Agent?
The designation is made in Paragraph 8 of the NVAR VRLTA Lease. In addition, the name and office address of the Registered Agent must be filed in the office of the clerk of the court in which deeds are recorded in the county or city in which the property lies (usually the Circuit Court). The Clerk may charge a fee of $10 to record this information.
Q. A.
What about commercial properties?
The same rules apply to nonresident owners of commercial real estate. Any nonresident individual or group of individuals who own and lease residential real property in Virginia must also appoint a Registered Agent. See § 55.1-1401.
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ask nvar
Q. A.
What if the nonresident property owner fails to appoint a Registered Agent?
If the nonresident property owner fails to appoint or maintain a Registered Agent or if the Registered Agent cannot be found with reasonable diligence, then the Secretary of the Commonwealth is deemed the Registered Agent and may be served any process, notice, order or demand. The Secretary of the Commonwealth will then forward such information by registered or certified mail to the nonresident property owner at their address as shown on the official tax records maintained by the locality where the property is located. Nonresident property owners should think twice before relying on this default provision. Under the VRLTA, a nonresident property owner who fails to designate a Registered Agent is prohibited from maintaining an action in Virginia courts concerning the property.
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Q. A.
Are there any resources listing agents can provide clients in designating a Registered Agent?
The concept of appointing an agent “for the purpose of service of any process, notice, order, or demand� is nothing new in Virginia. Virginia business entities are required to appoint Registered Agents for such purposes and have been for many years. A simple online search will reveal a myriad of businesses that specialize in providing these services. If your client has an existing relationship with an attorney, most law firms offer these services for a nominal fee. Check with your broker for additional resources and guidance. If you have any questions, contact the Legal Hotline at NVAR.com/LegalHotline. Daniel B. Harris, Esq. is the NVAR staff attorney.
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realtor® value
Protecting Your Commission A CAUTIONARY CASE STUDY By Joseph A. Cerroni, Esq.
THE PROFESSIONAL SERVICE of a Realtor® is invaluable – and agents deserve the right to protect their compensation and reinforce their value. This article provides a case study illustrating guidelines to Realtors® for protecting their commissions.
THE CASE: An agent and seller signed the NVAR Exclusive Right to Sell Listing Agreement (Listing Agreement). An offer was obtained and was accepted by the seller. The contingencies were satisfied and preparations were made for settlement. On the date set for closing, the buyer did not appear. The seller sued the buyer for breach of contract. The seller and buyer entered into a mutual release agreement under which the buyer agreed to settle the dispute by paying the seller’s damages and purchasing the property. The agents had the parties sign an addendum extending the closing date, and the parties went to settlement. At settlement, the seller refused to pay the real estate commission per the listing agreement. The seller offered agents one-half of the earnest money deposit, as per Section 28 of the contract, in lieu of the full commission. The listing broker refused the offer and the parties agreed to place the disputed commission into escrow with the settlement agent.
ACTION TAKEN: A lawsuit was filed on behalf of the broker for the real estate commission and attorney’s fees. In pleadings filed with the court, the seller raised the following arguments: 10
1) the Listing Agreement had expired; 2) the broker did not obtain a ready, willing and able buyer because the buyer did not go to settlement; 3) the sale was based upon the mutual release and not the sales contract, so no commission was due; and 4) the broker was required to accept one-half of the earnest money deposit as per Section 28 of the contract. At trial, the listing agent testified, stating he was involved in the transaction from the date the listing agreement was signed until the parties went to settlement. He testified that he stayed in contact with the seller and the buyer’s agent throughout the process and had the buyer and seller sign an addendum extending the settlement date from the original date to the date specified in the mutual release. In the course of representing the broker, I made the following arguments: a) the Listing Agreement (Section 4) provides it covers any contract offer obtained during the listing period even if the closing occurs after the listing agreement expires; b) neither agent signed the mutual release, so they were not bound by it; and c) case law in Virginia, as per the holding of Kuga v. Chang (399 SE2d 816), holds a broker is entitled to the commission under a general listing agreement if the broker obtains a ready, willing and able buyer even if the buyer later fails to go to settlement, and a broker is not required to accept 50% of the earnest money deposit under Section 28 of the contract. The broker may agree to accept this alternative but is not required to. After consideration, the court ruled in favor of the broker and awarded JUL+AUG 2020
judgment in the full amount of the commission specified in the listing agreement, plus attorney’s fees.
TAKEAWAYS: • Stay involved in the case even when a buyer defaults. The buyer may later decide to honor the terms of the contract, and you need to know if this happens. Don’t let the contract expire. In this case, the fact that the agents had the parties sign an addendum extending the closing date likely saved the broker’s right to the commission. • Understand the terms of the NVAR Listing Agreement. Section 4 of the Listing Agreement protects the broker in the event the term of the listing agreement expires before settlement. This provision protects the right to commission as long as the contract was entered into during the term of the Listing Agreement. • Don’t waive your rights to fair compensation in the event a seller decides to terminate the listing agreement early. Writing in a $500 termination fee may not adequately compensate the work you perform on the front end of a listing. Value your time and experience! Joseph Cerroni is an attorney and a member of NVAR. He can be reached at joe@natsett.com. RE+VIEW http://nvar.com/2004
leadership
Get Involved! APPLY FOR 2021 NVAR LEADERSHIP OPPORTUNITIES By Diana Costa
NVAR IS AN ASSOCIATION by members, for members – and at the association’s core is a remarkable group of volunteer leaders. Not only does the Board of Directors govern the association, the member-led committees, forums and groups help shape association policy, plan programs and enhance the member experience.
Their dedication is instrumental to the success of Northern Virginia Realtors®. With 30 volunteer groups equating to over 400 opportunities to serve, there is an interest group, advisory group or governance committee for every member’s interest and expertise. Some volunteer groups require prerequisites, which are outlined in the descriptions
found on NVAR’s website, and each appointment serves a one-year term for the following calendar year. Questions? Email dcosta@nvar.com. Diana Costa is the NVAR associate director of leadership development & executive assistant to the CEO.
To apply, visit NVAR.com/getinvolved and fill out an application. Candidates will be selected to leadership roles by the NVAR President, who is an elected volunteer member.
The application period will close on August 31, 2020.
2020-2021 REAL ESTATE BASE PROPERTY TAX RATES FY 2020-2021 Residential real estate property taxes changed for some Northern Virginia homeowners on July 1. Below is a list of those tax rates for local jurisdictions, as well as transportation surcharge rates for commercial properties in certain jurisdictions.
FY 2020-2021 REAL ESTATE TAX RATES All rates are per $100 of assessed value. City of Alexandria...............................$1.130 Arlington County.................................$1.026 City of Fairfax......................................$1.075 (Old Town Serv. Dist. +$0.06 per $100) Fairfax County.....................................$1.150 City of Falls Church.............................$1.355 Town of Herndon................................$0.265 + Fairfax County Tax Loudoun County..................................$1.045 Prince William County........................$1.125 Town of Vienna...................................$0.225 + Fairfax County tax
COMMERCIAL PROPERTY TAX – TRANSPORTATION SURCHARGE These amounts are in addition to the general tax rate above. Arlington County.................................$0.125 City of Fairfax......................................$0.115 Fairfax County.....................................$0.125 http://nvar.com/2004 RE+VIEW
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bright mls
Updates to Bright MLS Property Condition Definitions By Matthew L. Troiani, Esq., Daniel B. Harris, Esq. and Stevie Fisher
IN RESPONSE TO SUBSCRIBER FEEDBACK, Bright MLS (Bright) has revised its Property Condition definitions, effective May 12, 2020. The new definitions can be found at NVAR.com/ propertyconditions. According to Bright, “the options will be simplified to match the nationally recognized definitions used by appraisers, making it easier for you to assign the condition of a property, search for properties that meet your buyers’ criteria, and know the condition of a property for CMAs and appraisals.” While the use of property conditions remains optional, some Realtors® may have concerns over assigning property conditions to their listings for fear of violating the law or the Code of Ethics. Virginia Code Section 54.1-2131 imposes an obligation on licensees engaged by the seller to treat all parties honestly and not knowingly provide false information. Virginia Real Estate Board Regulation 18VAC135-20-300(9) further prohibits knowingly making any material misrepresentations. However, the question becomes whether using the property conditions is a deliberate misrepresentation of a specific feature or fact regarding the property, or whether these labels are akin to mere “puffery.” “Puffery,” or “immaterial boasting and exaggerations …rarely qualify as material misstatements under federal and state law.” Xia Bi v. McAuliffe, 927 F.3d 177, 183 (4th Cir. 2019). Some examples of puffery include statements like “superior quality,” “impeccable craftsmanship” or “pristine condition.” These expressions are mere opinions “which cannot rightfully be relied upon” for purposes of a fraud claim. Tate v. Colony House Builders, Inc., 257 12
Va. 78, 508 S.E.2d 597 (1999). Realtors® who include property conditions in their listings need not worry about violating Virginia disclosure laws or being subject to a buyer’s fraud claim when giving their opinions on the condition of a property. There is a similar analysis under the Realtor® Code of Ethics. Article 2 of the Code of Ethics states, “Realtors® shall avoid exaggeration, misrepresentation, or concealment of pertinent facts relating to the property or the transaction.” Simply put, a pertinent fact is one that could be a determining factor in a reasonable buyer’s decision to purchase a property. For example, if a Realtor® has knowledge of extensive and unremediated water damage that has been concealed by a seller, the Realtor® could be in violation of Article 2 if they do not disclose the existence of the damage. However, Article 2 also protects Realtors® from any obligation to discover latent defects, so under this same scenario it is not the duty of the Realtor® to discover the water damage. As the Code of Ethics relate to the MLS property conditions, it is important to consider how a Realtor® could exaggerate or misrepresent pertinent facts while assigning the conditions. Article 2, Standard of Practice 2-5 expressly incorporates state laws and regulations regarding whether factors are pertinent under the Code of Ethics. As discussed above, as a matter of law, a listing agent’s designation of a property condition that is a reasonable opinion would not be a misrepresentation or exaggeration of pertinent facts. On the other hand, if a Realtor® grossly misrepresents the condition of the property, it is possible JUL+AUG 2020
for this to be a violation of the Code of Ethics. For example, if a Realtor® states that the condition of a property is “excellent” and the property is actually of a “below average” condition, perhaps one with extensive water damage rather than new construction, this misrepresentation could be a violation of Article 2. Understanding that some sellers might not feel comfortable with their listing agent advertising their property as “below average,” this field continues to be optional in Bright MLS. In an effort to avoid misleading potential buyers, especially with the rise of purchase offers being submitted sight unseen, Realtors® should have honest conversations with their seller clients about how to properly utilize the Property Condition field and how it might affect the sale of their property so the client can make an informed decision. This way, the Realtor® can remain faithful to their Article 1 obligation to act in the best interests of their client without misrepresenting or exaggerating the condition of the property in violation of Article 2. While intentional misrepresentations are both illegal and a violation of the Code of Ethics, Realtors® should rest easy when using the new Bright MLS Property Conditions definitions. Daniel B. Harris, Esq. is the NVAR staff attorney.
Matthew L. Troiani, Esq. is the NVAR vice president of professional development & chief counsel. Stevie Fisher is the NVAR associate director of professional services.
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accessory dwelling
Realtors® Support Accessory Dwelling Ordinance Reform By Josh Veverka
FAIRFAX COUNTY is nearing completion of the multi-year Zoning Ordinance Modernization Project (zMOD). One of the last sections of the law to be updated before a consolidated zoning ordinance is presented for approval is the regulation of accessory dwelling units. NVAR supports loosening restrictions of accessory dwelling units – allowing property owners the ability to add income-producing units while increasing the supply of affordable housing options. The Fairfax County Accessory Dwelling Unit Ordinance has been in place since 1986. The policy was developed with the intent of providing older adults the ability to age in place and to expand housing options for people
with disabilities. The law requires a special permit approved by the Board of Supervisors and is subject to limits, such as the requirement that those residing in the unit must be over the age of 55 or have a permanent disability. This restrictive ordinance has prevented the use of accessory dwellings as a legitimate housing option and few have been approved in the county. The proposed ordinance would remove age and disability requirements and simplify the approval process for obtaining a permit. The proposal would also change the maximum size of the accessory dwelling, currently limited to 35% of the floor area of the primary dwelling, to a maximum of 1,200 square feet as long as the dwelling remains clearly subordinate to the primary
home. Detached or exterior accessory dwellings would only be allowed on parcels of two acres or more, while interior units are allowed in all singlefamily homes regardless of lot size. The ordinance requires adequate parking be designated prior to approval of any accessory dwelling. Please note that HOA rules and restrictions regarding accessory dwellings would still apply. There is still time for Realtors® to comment on the proposed changes to accessory dwellings. Contact NVAR Government Affairs or go to fairfaxcounty.gov/planningdevelopment/zmod to find out more about the proposal. Josh Veverka is the NVAR government affairs director.
Thank you to our 2020
NV/RPAC INVESTORS PLATINUM R ($10,000)
STERLING R ($1,000)
NVAR
Lorraine Arora* Deborah Baxter Peter Bixby Phil Bolin* Mary Bowen Patricia Buck
Shane McCullar
GOLDEN R ($5,000) Ryan Conrad PC Christine Richardson*PC
Frank Doyle Clarry Ellis James Foster Shelia Jackson* Gary Lange* Scott MacDonald*
Thomas Meyer Roger Nakazawa Ava Nguyen Marc Pina Fetneh Schacht* Nancy Steorts*
Cassandra Welch Will Wiard IV Colleen Wright
Thomas Stevens PC HOF
CRYSTAL R ($2,500) Bob Adamson Mary Ann Burstein*PC Mary Beth Coya Heather Embrey Randy Huntley
Rob Carney Nicole Canole* Rob Chamberlain Reggie Copeland* Molly Craig Angie Delboy*
*List as of June, 2020
Paula Martino James Stakem Derrick Swaak* Marriah Unruh
* Pledged investments | HOF RPAC Hall of Fame | PC Presidents Circle
GOVERNOR’S CLUB
CAPITOL INSIDER
Karen Hall Ellen Heather Eun Lee
Jamie DeSimone Joe Detrick
($500-$999)
Mayra Pineda Karisue Wyson
($250)
Robert Johnson, Jr. Lieu Nguyen
$99 CLUB ($99) Harry Bowen III PJ Braun Debe Glakas
Sarah Jernigan Victoria Kiser Patricia Kline
Thai-Hung Nguyen Tracy Pless Stephen Raefelli, Jr.
Mario Rubio Michelle Sanoski Carol Temple
Candace Thompson Irene Xenos
Visit NVAR.com/RPAC to invest in your profession. http://nvar.com/2004 RE+VIEW
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health plans and grantor’s tax
We Won’t Give Up REALTORS® CONTINUE PUSH FOR ASSOCIATION HEALTH PLANS By Mary Beth Coya
AFTER TWO YEARS OF LOBBYING, and despite strong legislative support, Governor Ralph Northam vetoed the health insurance legislation introduced on behalf of Realtors® during the 2020 session. Senate Bill 235, sponsored by Senator George Barker (D-Prince William/ Fairfax), and House Bill 795, sponsored by Delegate Chris Hurst (D-Radford/Giles), passed the Senate unanimously and the House of Delegates with only a handful of votes in opposition. Over the course of the past year, Realtor® association staff met with the Governor’s staff and addressed the administration’s concerns with the bill. Unfortunately, Governor Northam and his policy team maintained their opposition to the bill, which the Governor ultimately vetoed.
The Realtor® bill would have offered members the ability to participate in an association health plan, which they are currently unable to do as independent contractors. The bill provided that these plans would include Affordable Care Act compliant coverage and protections from plans that offer little in the way of significant coverage or have exorbitant costs. This was an impressive effort by the state and local associations’ lobbyists, as well as members responding to Calls-to-Action. While the outcome was disappointing, the Realtor® associations won’t be deterred and will continue to fight for Association Health Plans.
During the course of this summer, NVAR needs to hear from members who don’t have health insurance coverage due to cost. Seven thousand Realtors® across the state responded to a Virginia Realtors® survey and said they did not have health insurance. NVAR plans to take those stories to the legislators and the Governor. If you have a personal story about health insurance costs, please email govaffairs@nvar.com. 14
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2020 GRANTOR’S TAX INCREASES IN NORTHERN VIRGINIA AND HAMPTON ROADS The Northern Virginia and Hampton Roads regions will see an increase in the grantor’s tax starting on July 1, 2020. Both regions have increased several taxes to raise money for transportation projects. In Northern Virginia, the grantor’s tax will increase by a total of 5 cents per $100. The tax will be broken down into two items: a regional Congestion Relief Fee and a Regional Transportation Improvement Fee – but the combined total will equal the 5-cent increase. The Governor’s proposal would have increased the fee by 10 cents per $100, but NVAR lobbied strongly against that amount. NVAR, the Realtor® Association of Prince William (PWAR), and the Dulles Area Association of Realtors® (DAAR) had agreed in 2018 to a 5-cent increase dedicated to transportation projects in Northern Virginia, but that increase was never enacted. This year, NVAR successfully lobbied to have the new tax reduced to the level previously agreed upon by the Realtor® associations. Hampton Roads Realtors® agreed to a 6-cent per $100 increase to be dedicated to their transportation projects. Other taxes, including a hotel tax, were delayed to May 2021 given the impact COVID-19 has had on the industry. Mary Beth Coya is the NVAR senior vice president for public & government affairs.
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market metrics
Closing the Sale VOLUME AND SPEED DURING THE PANDEMIC By Terry L. Clower, Ph.D. and Keith Waters, Ph.D.
Editor’s note: Conclusions in this article are based on data analyzed through the first week of June, 2020. Weekly market activity since that time has shown positive signs, but does not necessarily indicate a trend. For the latest data and analysis, visit the GMU-CRA COVID-19 resource hub developed in collaboration with NVAR at cra.gmu.edu/covid19/. ONE OF THE INTERESTING TRENDS that emerged in the early days of the COVID-19 pandemic was an actual increase in closed sales in the NVAR region during March 2020. In the pre-pandemic final months of 2019, the joint George Mason University Center for Regional Analysis (GMUCRA) and NVAR forecasting team had expected the 2020 NVAR area housing market to be generally characterized by a drop in the number of units sold compared to 2019, based on the probability that market inventories would continue to drop. That forecast held through midMarch. But when a sizable number of sellers decided to pull their homes off the market and state and local governments imposed restrictions on business activities, closed sales numbers actually rallied. In monitoring regional real estate market performance, the CRA team began to wonder how the transaction process would respond to office closures and social distancing while supporting individuals willing to proceed with selling or buying a home. Recognizing that there could be concerns that transactions might take longer to close, Realtor® associations, including NVAR, quickly adopted COVID Addendums to shield their members’ clients against unforeseeable delays. Here we explore the time to close for transactions regionally and locally 16
Figure 1. Mid-Atlantic Monthly Closed Sales
during the initial months of the pandemic. This analysis defines “timeto-close” as the time between purchase contract date and the closed date. Data are provided by our research partners, Bright MLS.
CLOSED SALES This analysis offers data focusing on the NVAR service area but begins with a look at broader market trends for the Mid-Atlantic region for context. Bright MLS data for the Mid-Atlantic regions includes all or parts of Delaware, Pennsylvania, Maryland, the District of Columbia and Virginia. MID-ATLANTIC REGION In the Mid-Atlantic region, closed sales were higher year-over-year for the first three months of 2020 before a substantial pandemic-induced decline (Figure 1). There were 10.5% more closed sales in January 2020 than in January 2019, 8.4% more closed sales in February 2020 than in February 2019, and 3.9% JUL+AUG 2020
more closed sales in March 2020 than March 2019 – despite the start of social distancing guidelines. In April 2020, there were only 18,538 closed sales in the MidAtlantic, 16.3% fewer sales than recorded in April 2019. Most dramatically, there were almost 38% fewer closed sales in May 2020 than in May 2019. Comp-only sales (defined as those sales where the MLS list date is the same or after the closing date) and new construction sales are excluded from this analysis. The year-over-year decline in the number of closed sales in the Mid-Atlantic is revealed more clearly by weekly data (Figure 2). Weekly sales volumes in 2019 and 2020 were broadly comparable until the week of March 22, 2020. Since that time, the trend lines in closed sales have diverged with a gap in the number of closed sales growing through the week starting on June 7, which is the most recent data available at the time of publication. In this most recent period, the number of closed sales were 44% lower than the same week the year prior. RE+VIEW http://nvar.com/2004
market metrics NVAR REGION The number of closed sales in the NVAR region began the year notably different than the Mid-Atlantic. While closed sales in the Mid-Atlantic increased markedly yearover-year, there were 11.5% fewer closed sales in January 2020 than January 2019, but February 2020 tracked very closely with February 2019. In contrast with the small year-over-year increase in closed sales in the Mid-Atlantic in March, the number of closed sales in the NVAR region increased 10.1% over the previous year. However, as business restrictions took hold, closed sales in the NVAR region decreased 22.4% year-overyear in April and 32.5% year-over-year in May (Figure 3). While monthly data revealed that market conditions were notably different in the NVAR region than the Mid-Atlantic, weekly data indicates that the NVAR region followed the same course as the Mid-Atlantic when the state began to restrict activity (Figure 4). There were 24.2% fewer closed sales the week of March 22, 2020 than the same week the year prior. As with the Mid-Atlantic region, the large decline was followed by a week of notably more closed sales than the year prior (+29.6%). Following these two extraordinary weeks, the number of closed sales in the NVAR regions was, on average, 26.4% lower year-over-year for the 10 weeks from April 5 through the end of the week that started on June 7.
Figure 2. Mid-Atlantic Weekly Closed Sales: 2019 and 2020
Figure 3 - NVAR Monthly Closed Sales
Figure 4. NVAR Weekly Closed Sales: 2019 and 2020
TIME TO CLOSE The unusual pattern of spikes and subsequent declines in closed sales is likely the result of delayed closings as RealtorsŽ worked to operate in a new environment. These delayed closings would presumably result in a build-up of pending and contingent sales as financial intermediaries and lenders worked through the mechanics of closing sales under social distancing guidelines – thereby reducing the number of closed sales. To examine this possibility, this section considers the time-to-close more closely. http://nvar.com/2004 RE+VIEW
MID-ATLANTIC REGION The average time-to-close has been increasing since roughly when states began to restrict activity (Figure 5). Up to the week of March 29, the average weekly time-to-close in the Mid-Atlantic was approximately 5% higher (two days) in 2020 than in 2019. From the week of March 29 through JUL+AUG 2020
the week of June 7, the average weekly time-to-close time was 9.8% higher than the same week the year prior. The year-over-year increase in time-to-close peaked at 17.1% longer (6.7 Days) the week of May 3. According to Fred Westerlund, CEO of MBH Settlements and a member of the GMU-CRA/NVAR Forecasting Market Metrics continued on page 18
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Figure 5. Mid-Atlantic Weekly Time to Close: 2019 and 2020
Group, among the biggest challenges was the variance in lender acceptance of e-notarizations and e-signatures. Lenders had to adapt their internal rules quickly, and some were shown to be more nimble than others. However, by late May and early June it appears that real estate professionals have risen to the challenge and are back to more normal closing schedules. NVAR REGION Fortunately, time-to-close in the NVAR region has not increased as dramatically as in the Mid-Atlantic (Figure 6). The weekly average of time-to-close in the NVAR region was roughly comparable year-overyear leading up to the pandemic. While the time-to-close has increased in the NVAR region, it began several weeks later than the broader Mid-Atlantic, increasing notably the week of April 12, 2020. The average time-to-close in the NVAR region increased the most during the week of May 17, when it peaked at 9.4% longer (3 days) year-over-year. Following the brief and less severe increase in the time-toclose, the average weekly time-to-close in the NVAR region was lower than the same week the year prior for the weeks from May 24 through the week that started on June 7. The evidence illustrates that the practices of RealtorsÂŽ in our region are adaptable and resilient to the most trying of circumstances. HOUSING TYPE While the time-to-close in the NVAR region has performed well relative to the Mid-Atlantic, the timeto-close varied substantially by housing type in the NVAR region (Table 1). The largest increase in time-to-close was recorded for closed sales of condos. The time-to-close for condos increased year-over-year by more than 10% for five out of the six weeks from April 12 through May 17. The time-to-close for townhouses/twins also increased, 18
Figure 6. NVAR Time-to-Close - 2019, 2020 Comparison
Table 1. Time to Close - 2019, 2020 Comparison by Housing Type in NVAR Region
DETACHED Closed Week (2020)
2019
5-Apr-20
TOWNHOUSE/TWIN
2020
20192020 % Change
2019
33.8
32.7
-3.3%
12-Apr-20
34.0
34.2
19-Apr-20
34.0
26-Apr-20
CONDO
2020
20192020 % Change
2019
2020
20192020 % Change
28.1
31.0
10.4%
33.8
31.5
-6.7%
0.5%
31.9
36.3
13.7%
29.2 33.3
13.8%
36.2
6.4%
31.3
31.4
0.3%
31.1
36.2
16.4%
35.3
37.0
4.9%
32.1
34.8
8.4%
30.8 35.6
15.7%
3-May-20
34.5
38.7
12.4%
31.2
29.8
-4.4%
31.1
31.2
0.3%
10-May-20
36.6
39.0
6.5%
31.2
33.3
6.7%
30.2 33.5
10.8%
17-May-20
33.6
35.7
6.2%
31.1
35.1
13.0%
31.6
35.0
10.5%
24-May-20
37.6
35.6
-5.3%
36.5
33.2
-9.0%
29.5 30.8
4.6%
31-May-20
36.2
36.1
-0.2%
34.2
31.2
-8.8%
32.0 32.3
0.7%
7-Jun-20
39.3
35.8
-8.9%
32.1
31.4
-2.2%
32.0
0.4%
32.1
Source: Bright MLS, GMU CRA JUL+AUG 2020
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market metrics though the increase was less than for condos and more volatile, indicating that some increases were the result of a few sales increasing substantially. The time-to-close for detached homes was notably higher for just one week (May 3), and in recent weeks has dropped substantially compared to last year. This can be attributed to both operational changes, which is good news, as well as fewer transactions than typical at this time of year. To analyze subregions of the NVAR footprint, Alexandria and Arlington are compared against Fairfax County, Fairfax City, and Falls Church (Greater Fairfax). Among the two subregions, the time-to-close has increased more dramatically in Arlington and Alexandria than in the Greater Fairfax subregion (Table 2). The average weekly time-to-close in the Alexandria and Arlington sub-region was more than 10% longer in 2020 for five out of six weeks beginning in mid April, peaking at 26.7% longer the week of April 12. In contrast, the Greater Fairfax sub-
region did not record a single week with time-to-close more than 10% longer than the same week in 2019. Given the lack of sub-regional variation in active lenders in the NVAR region, the CRA suspects that much of the difference is due to higher shares of condos and townhomes in the Alexandria and Arlington as compared with the Greater Fairfax sub-region.
CONCLUSION The data suggest that real estate professionals in Northern Virginia, from agents and brokers to financial intermediaries and lenders, have found ways to respond to client needs in response to the COVID-19 health crisis, especially when compared to the overall Mid-Atlantic regional market. There may be a new wave of uncertainty emerging as the economic effects of the pandemic spread beyond the hard-hit hospitality and travel industries. There is a growing chorus of technology companies, professional business service providers, universities
Table 2. Time to Close - 2019, 2020 Comparison by NVAR Sub-Region
ALEXANDRIA & ARLINGTON
FAIRFAX + FAIRFAX CITY + FALLS CHURCH
Closed Week (2020)
2019
2020
2019-2020 % Change
2019
2020
2019-2020 % Change
5-Apr-20
30.6
31.7
3.7%
32.4
31.9
-1.4%
12-Apr-20
29.6
37.5
26.7%
32.9
33.8
2.9%
19-Apr-20
30.1
35.4
17.8%
33.2
34.0
2.4%
26-Apr-20
31.4
34.7
10.3%
33.7
36.3
7.8%
3-May-20
30.5
33.3
9.4%
33.2
34.6
4.1%
10-May-20
31.3
34.8
11.1%
34.3
36.6
6.7%
17-May-20
33.7
39.2
16.5%
31.8
34.3
7.8%
24-May-20
34.2
29.7
-13.1%
35.9
35.1
-2.3%
31-May-20
31.3
32.8
4.8%
35.7
33.8
-5.1%
7-Jun-20
33.8
31.4
-7.1%
36.3
34.2
-5.9%
Source: Bright MLS, GMU CRA http://nvar.com/2004 RE+VIEW
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and others who are implementing or discussing temporary reductions in worker pay to adjust for revenue losses. Some lenders are building partial loss of income risks into their interest rate models, but it does not appear that pre-qualified buyers are subsequently losing qualification after contracting because of income loss. The CRA will be monitoring the data for signs of market disruption associated with the potential threat to worker income. At the time of this writing, Northern Virginia has entered the early phases of eased business and public gathering restrictions, but the region is not fully open. Moreover, epidemiologists are suggesting the possibility of multiwaves of COVID-19 cases for an extended period, though it is hoped these new caseload spikes will be smaller. Therefore, the region may experience a pattern of easing and reimposing restrictions through the rest of this year and beyond. The CRA expects that the regional housing market will respond to the pattern of restrictions on activities. But we now know that the transaction side of the housing market can adapt to a contact-free environment. “The use of remote closings is here to stay. Those lenders who have been reluctant to accept e-supported transactions will see market pressure to adapt to our new abilities to conduct secure, fully electronic transactions,” Westerlund said. “This movement to e-commerce will enhance efficiency and lower the operational costs of transactions, which we will be happy to pass along to our clients. The pandemic has, in many ways, just accelerated the pace of technology adoption.” Dr. Terry Clower is the director of the George Mason University Center for Regional Analysis. Dr. Keith Waters is a research associate for the George Mason University Center for Regional Analysis. 19
growing value
GROWING YOUR
VALUE In Any Market!
By Michele Lerner
20
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growing value
Buyers, sellers and Realtors® all want to know the same things: how long the COVID-19 virus will last in this region, how long distancing guidelines will be in place, and what the prognosis is for the real estate market. While no one could have predicted the pandemic or its emotional and financial toll, resilient real estate agents immediately adjusted their practices and continued to work with buyers and sellers throughout the spring to reassure them that the housing market could continue to thrive. “There’s always a significant emotional part of our job as a Realtor®,” says Molly Craig, a Realtor® with Century 21 New Millennium in Chantilly. “That’s been heightened during this difficult stretch of time because we’re dealing directly and personally with families.” The role of counselor and trusted advisor became even more important as buyers and sellers adjusted to new routines and coped with personal and financial issues created by COVID-19 and the economic shutdown. Agents quickly learned new protocols and became a source of crucial information and resources for their clients. “Overall, it’s not business as usual, but we’re still open for business,” says Jennifer Harper Thornett, a Realtor® with Washington Fine Properties in McLean.
WHAT BUYERS NEED IN A CHANGING MARKET The two most common concerns of buyers during the spring market were safety and home values. While the housing crisis and great recession are now more than a decade in the past, many buyers and sellers carry the fear of a repeat experience and want to protect their assets as much as possible. “Within a few weeks we had changed our protocols and created videos to show buyers how we could show them homes in person with masks and not touching surfaces as well as through virtual tours,” says Damon Nicholas, a Realtor® with Coldwell Banker Residential Brokerage in Fairfax. Buyers have even more questions before seeing properties now because they want to limit the homes they see in person, says Nicholas. “Buyers are more disciplined and need their agents to do more research to help them narrow their choices,” Nicholas says. “They’ll look in person at just four or five houses instead of 10 or 20.” Many young buyers were not particularly worried about the virus when it started and were hopeful that
the shutdown gave them an opportunity for a less competitive market, says Jennifer Hernandez, a Realtor® with Century 21 New Millennium in McLean. Even so, many found themselves facing multiple offers for the property they wanted. “A lot of first-time, but very savvy buyers, were ready for the spring market with savings and a good understanding of what it takes to buy,” says Hernandez. “They wanted to feel like I care about them and was devoted to helping them find a house now.” Buyers are concerned as always about home values, perhaps more than ever because of the economic uncertainty created by COVID-19. “Most buyers weren’t worried about their decision to become homeowners, but they were worried about the economy and the stock market,” says Blake Davenport, a Realtor® with Long & Foster Real Estate in Arlington. “They asked a lot of questions about what was happening in the housing market.” Davenport was surprised that the pace of the market picked up even more quickly than in January and February, with sellers often accepting offers before his buyers even had a chance to look at properties. “I go over all the data for the previous six months to a year so that my buyers have a sense of the market before the pandemic and so they’re ready to make a big decision quickly,” says Davenport. Buyers and sellers want market forecasting from agents more than anything, says Thornett. “Buyers want to know if prices will go lower, stay the same or become inflated because there are even fewer homes on the market,” Thornett says. Educating buyers about market conditions is more important than ever, says Katie Covey, a Realtor® with Long & Foster Real Estate in Reston. Growing Value continued on page 22
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“Mostly buyers want guidance on how to make an offer that wins,” says Covey. “They’re open to escalation if we can explain how it works and show them other houses similar to what they want that had multiple offers and escalation clauses.” Local buyers, says Covey, know that Northern Virginia is competitive and are ready to make an offer with a pass/ fail inspection or no inspection at all. Buyers from out of state tend to want to make a lower offer and look for a deal, she says. The buyers who are active in the market now tend to be serious purchasers, says Trevor Moore, a vice president and co-managing partner with Compass real estate brokerage in Arlington. “The buyers who were out there just kicking the tires have dropped out,” says Moore. “The buyers I’m working with want to know whether home values are impacted, and they want to avoid overpaying, especially if they’re buying at a higher price point above $1.2 million.” Moore also says buyers are relying on him to preview homes and do Facetime tours, especially because homes are selling so quickly when they come on the market.
“They don’t want to waste time, and they are very selective about what they will see in person,” says Moore. “They’re also changing their criteria a little now that they’ve been home for a while. More buyers want a den or extra bedroom and a bigger yard than they did when they first started looking.”
SELLER SUPPORT IN WORRISOME TIMES While many sellers opted to pull out of the market when COVID-19 first began to spread in the region, others turned to their agents to weigh their choices. “One couple had prepped their house to sell, retired and were ready to move to Florida when the pandemic hit,” says Craig. “They wanted answers from me about what might happen to the housing market and I was honest and said this was new to all of us. We’re all learning through the experience. It’s important to maintain a balance between keeping people aware of the hurdles and not creating panic.” After Craig discussed the pros and cons of selling in the context of the evolving crisis, the sellers opted to list their home because they were concerned future values might drop. “My analysis with sellers starts with a health conversation about whether
anyone is at risk and then we do a market analysis,” says Craig. “Some sellers pulled back because they could easily wait, and others moved forward because they had plans in place.” Timing a sale can often be tricky, says Davenport, so he went over the risks and rewards with all his clients to help them determine what might be the best option for them. “I relied on data from NVAR’s site as well as my market knowledge to give them the best idea I could about their neighborhood market,” says Davenport. One area of concern for sellers is whether their home may sit on the market longer because of the health crisis. “I tell sellers that before they bring their house to the market, they must be sensitive to pricing, especially if there’s another house in their neighborhood that hasn’t sold immediately,” says Moore. “Every house needs to be priced aggressively because buyers are worried about overpaying.” Moore provides an abundance of data for potential sellers as well as feedback from other agents. “We need to look at the absorption rate for that neighborhood for the past 30 days and not farther back than that,” says Moore. “We also need to understand the supply, especially as
“We’re all learning through the experience. It’s important to maintain a balance between keeping people aware of the hurdles and not creating panic.” – MOLLY CRAIG 22
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growing value
homes that have been temporarily off the market come back on.” Sellers Covey worked with during the pandemic were careful to be logical with their pricing and not push too high even when they knew there would be less competition from other sellers. Moore says his sellers also ask him to check out every potential buyer to make sure they are serious buyers. “Sellers want forecasting, too, but they mostly want to know if they should sell now or wait – or if they should move first so their house is vacant,” says Thornett. Keeping their families safe was the top priority for Thornett’s sellers. “They’re more likely to accept the first offer they get because they don’t want to be on the market long at all,” says Thornett. Some sellers were concerned about having contractors in their home to prep for the sale. “It helped that I have a good list of contractors to recommend who were ready to work and take safety precautions,” says Covey. Marketing homes during the pandemic required some immediate tech updates and extra prep from agents. “We’ve been doing videos and professional photos for a long time, but we realized that Matterport 3D
tours were important, too, to make it easier for buyers to look at what they want,” says Nicholas. “We also prepared even more information about the house, the neighborhood, public transportation and community amenities with links to third party sources such as school systems and made it all available to buyers even earlier in the process.”
RELIABLE RESOURCES FOR REASSURING CLIENTS In order for Realtors® to be the trusted advisors their clients need them to be, agents need resources of their own. Realtors® turned to their brokers, regional and national associations and Bright MLS for consistent updates on policies, procedures and market data. “Century 21 provided lots of resources and Zoom calls to keep us up-to-date on protocols, and I also found the Virginia Realtors® weekly survey about the market really helpful,” says Hernandez. “It’s too hard for us to keep up with all the available information, but NVAR’s site consolidates the information we really need including market data.” Moore says he relies on updates from his broker, NVAR, NAR and
Bright to stay informed about the market, as well as networking with colleagues about what they’re doing and seeing with their clients and in the neighborhoods where they live and work. For Covey, data resources such as Remine from Bright MLS and Homesnap offer user-friendly ways to look at the data as it came in about the market. “I’m thankful for NVAR’s networking groups that help connect agents and also worked to show government officials that real estate is an essential business,” says Covey. “We were able to keep our market moving the entire time.” Nicholas found NVAR’s guidelines for how to show houses helpful. “The protocols such as not having kids on the tour, having the sellers open all the doors and leave on every light, using your elbows to open doors and only having the agent touch the front and back doors helped us figure out how to keep showing houses,” says Nicholas. The COVID-19 contract addendum, which most agents reported using, helped put buyers and sellers at ease. Nicholas says NVAR’s online tutorial helped explain the addendum when it was introduced. The variety of resources available to agents helps them provide the services and guidance their clients need. “Seasoned, experienced Realtors® are the calm in the storm during this time for both buyers and sellers,” says Nicholas. “Agents can be clear thinkers and map out a path for their clients in every type of market.” Michele Lerner, a freelance writer based in the Washington, D.C. area, has been writing about real estate and personal finance for more than 20 years.
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citation system
NVAR’S Citation System Upgrade WHAT NVAR MEMBERS NEED TO KNOW By Stevie Fisher
AT ITS CORE, the Realtor® Code of Ethics asks Realtors® to observe the Golden Rule: “Do unto others as you would have others do unto you.” Article 1 essentially requires Realtors® to treat all parties honestly and act in the best interests of their clients. In reality, the 17 Articles of the Code of Ethics do not require anything of Realtors® beyond business practices that make them the most successful and ensure that they provide the best service to their clients. “A few bad apples spoil the bunch,” says 2020 vice chair of the NVAR Grievance Committee, Rob Wittman. “When Realtors® behave unethically, it affects the reputation of the industry as a whole.” While continuing to provide the education and resources NVAR members need to be successful in their businesses, we must also acknowledge the reality that mistakes do happen. NVAR has the duty to enforce the Code of Ethics, the Regional Rules and Regulations for the SentriLock Lockbox System and the NVAR Bylaws through the association’s complaint process. However, there are many ways to ensure professionalism in the industry, including the Citation System. The most frequently cited complaints involve unauthorized access to properties and advertising disclosures. Realtors® frequently receive citations for providing access to properties without an appointment, or for sharing a Mobile Access Code or their SentriCard to allow their clients to access a property without the Realtor® present. The most 26
commonly cited advertising disclosure rules include failing to include the brokerage name in advertising, using another agent’s photos without securing permission, and generally failing to present a true picture in their advertising. In the past three years (20172019), NVAR has received 330 ethics complaints. Of those complaints, approximately one-third were dismissed by the Grievance Committee. This left NVAR with over 200 complaints to process in accordance with established due process procedures. While it is possible for NVAR to rely solely on ethics hearings to resolve complaints, those hearings involve considerable amounts of time from parties, volunteers, and staff. When the association has a high number of complaints, it may take months before an ethics hearing is scheduled. Parties may submit documentation and evidence, secure counsel and call witnesses. The hearing decision, made by members of NVAR’s Professional Standards Committee, is based upon whether there is clear, strong and convincing evidence of a violation. If a Realtor® is found in violation, they may be issued a letter of warning, required to attend educational sessions, and/or issued a sanction up to $15,000 (depending on the nature of the complaint and the number of violations previously committed by the Respondent). This process, while burdensome, is a necessary one that protects members of the public and the reputations of all Realtors®. JUL+AUG 2020
However, there are more efficient means for Realtors® to acknowledge a mistake without going through the entire ethics complaint process. Enter the NVAR Citation System. This system ensures that certain complaints can be adjudicated in one month or less without requiring parties to attend a hearing. Such a system also provides the Realtor® found in violation with relevant education and a fine that is appropriate for the bad action without causing serious harm to their livelihood. The original Citation System was adopted by the NVAR Board of Directions in 2010 and has been updated several times since. This system provided that Realtors® who had committed certain violations pay a citation and a smaller administrative fee ($150) than was required by Realtors® found in violation via a hearing ($500). In the past three years, the NVAR Grievance Committee issued citations in approximately one-third of the complaints received. The vast majority of Realtors® have opted to participate in the Citation System and pay the citation without requesting a hearing. The Citation System has been valuable to members who want to address their mistake, learn from it, and move on. It RE+VIEW http://nvar.com/2004
citation system ARTICLE/STANDARD OF PRACTICE
1ST VIOLATION
2ND VIOLATION
3RD VIOLATION
A cooperating broker providing access to listed property on terms other than those established by the owner or the listing broker
$1,000*
$1,500**
$2,500**
12
Failure to present a true picture in real estate communications and advertising
$500*
$1,000**
$3,000**
12
Failure to disclose status as a real estate professional in advertising or other real estate communications(A)
$500*
$1,000**
$3,000**
SentriLock Policy IV.L
Shall not allow anyone who has been admitted to the property by Holder to remain in the property after Holder has left the property without consent of the property owner(s)
$1,000*
$1,500**
$2,500**
3, SOP 9
Short section of citation system (Article 3-9, SentriLock Policy IV.K, Article 12) To review the upgraded Citation System in its entirety, please visit nvar.com/citation
has also been instrumental to NVAR’s ability to provide an efficient ethics complaint process by reducing the number of complaints that require a hearing by more than 100 cases. Both in his position as vice chair, and as an experienced broker, Wittman finds the Citation System to be an effective tool to support NVAR’s professionalism efforts. “It is effective. The problem is the lack of use – there is an impression that filing complaints is a complicated and onerous process,” Wittman says.
SYSTEM UPDATES Following valuable feedback from NVAR members, volunteer leaders on the Grievance Committee, and parties to prior ethics proceedings, NVAR was determined to address two common concerns with the Citation System. First, it was important to acknowledge that mistakes do happen and that most violations of the Code of Ethics are based in ignorance. Under the previous Citation System, a Realtor® could be issued over $2,000 in fines and fees for sharing a Mobile Access Code with another party. This is an expensive lesson. Second, many members report http://nvar.com/2004 RE+VIEW
that it is still important for NVAR to hold bad actors accountable and that a violation and fine could be seen as a cost of doing business if the citation amounts are too low for repeat offenders. The NVAR Board of Directors addressed both issues in 2020 by approving extensive updates to the system. Effective July 1, 2020, the Citation System has been expanded to make more potential violations eligible. First-time violators are issued a reasonable citation, and in most cases, they will have the ability to reduce their citation by half if they attend an NVAR-approved course on ethics and professionalism. Repeat violators will face increased citations and mandatory education. The Grievance Committee generally still has the discretion to forward complaints to ethics hearings where the Realtor® is a repeat offender. It is a team effort between Realtors®, their brokers, and NVAR to provide relevant education and uphold the highest standards of professionalism. The Citation System provides more predictable and efficient outcomes for parties involved in a complaint. It also JUL+AUG 2020
provides potential complainants with the opportunity to report bad behavior without (in many cases) being required to participate in the ethics complaint process. NVAR continues to encourage parties to work through these issues outside of the complaint process – an apology can go a long way – but that is not always possible. Your reputation is vital to your business. The NVAR Professional Services team strives to work with our members to protect the reputations of all Realtors® and instill the trust in clients and customers that is so important to your success. “Realtors® are a unique workforce and supervision is the foundation for this business. A laser focus on professionalism right now is as critical for this business as is exceeding financial goals. If we cannot commit to increasing standards when we see violations, someone else will,” says Wittman. With your support, the upgraded NVAR Citation System will help us do just that. Stevie Fisher is the NVAR associate director of professional services.
27
commercial real estate
COVID-19 and Commercial Real Estate LESSONS FROM THE PAST MAY HELP CHART FUTURE COURSE By Frank Dillow
THE TRUE IMPACT OF COVID-19 on communities across the globe likely won’t be known for some time. With the benefit of hindsight, historians, economists and social scientists will frame the narrative in the years to come. Regardless, the pandemic and resulting economic shutdown have brought significant changes in the way Realtors® and their clients live, work and play. And this has implications not only for residential real estate, but for commercial properties as well. One way to gain perspective on the virus’s effects on commercial real estate is to look at the Spanish Flu epidemic that began in 1918 and continued through the spring of 1919. In the United States, at least 675,000 people died. Striking in the middle of World War I, it was especially lethal among the young, otherwise healthy, soldiers. Among the 116,516 soldiers who died during the war, more than half, 63,114, died from the flu while 53,402 died in combat. Local resident Charlotte Corner later remembered, “On top [of the war deaths] we had that awful outbreak of flu … and there were not enough doctors, there were not enough nurses,” as related in the bicentennial History of Fairfax County, published by the Board of Supervisors in 1978. Fairfax County’s schools and churches were closed, the county fair and other community gatherings were cancelled, and the public was asked to wear masks and stay away from one another. Still, Fairfax County was one of the hardest hit jurisdictions in Virginia with 531 fatalities. As the war ended, Northern 28
Virginia remained very rural. Its total population amounted to less than 100,000 with roughly 22,000 residents in Fairfax County – nearly the same as Fauquier County. An additional 16,040 resided in Arlington and Alexandria combined. The loss of life from the flu, combined with the changes brought about by the war, had a profound effect on Northern Virginia, accelerating the implementation of numerous new technologies that had been in existence for some time, but not widely adopted in the region. Sanitation and public health became a priority. Fairfax County established a new public health program in 1919, and the first inspection revealed that only 5% of the 2,007 homes inspected had sanitary toilets. Only 75 of the more than 2,000 farms had running water while only 145 had electricity, which would make lighting and home food refrigeration available. An even greater impact on sanitation would result from the spreading popularity of the automobile. Automobiles allowed more Virginians to move farther into the pristine countryside and away from the congested and unsanitary city. Still commuting to the city to work, they created a new type of resident: the “commuter.” By 1923, the purchase price of the popular Model T Ford dropped to $300, and 2,775 vehicles of all kinds were registered in the county. Farmland became increasingly valuable as investors developed it into suburban housing. For the first time JUL+AUG 2020
beginning in 1925, farmers accounted for slightly less than half of the residents of Fairfax County. Responding to the new challenges, in 1921, real estate agents created the Alexandria-Arlington-Fairfax Real Estate Board – which became the Northern Virginia Association of Realtors® (NVAR) – to improve the “professional” and “ethical” standards of the industry. In 1916, the term “REALTOR” was devised by Charles N. Chadbourn, a past president of the Minneapolis Real Estate Board. The collective membership marks REALTORS® and REALTOR® were trademarked in 1949 and 1950, and the title “REALTOR®” became a badge of honor. New zoning laws adopted in the 1920s created standards for singlefamily residences to be built on their own private lots, separated from commercial property. Homeowners would now rely on their cars not only to commute to work, but also to do their shopping and take care of their daily activities. Similar to 100 years ago, today’s “new normal” may again result from the accelerated implementation of technologies that have been around for many years. Our new reliance on e-commerce, working from home, distance learning, and even telemedicine may change how and where families choose to live and work. Responses in Northern Virginia, however, will be vastly more complicated with the current population, which has grown to more than three million. RE+VIEW http://nvar.com/2004
commercial real estate With renewed emphasis on sanitation, employers and shopkeepers may again seek to move out of the city. Large offices and retail centers with expensive amenities like parking, employee fitness centers and cafeterias, could become a thing of the past. Potential liability for the health and safety of occupants and visitors might also impact commercial choices. Single-family residential zoning laws could be reconsidered. The current distinctions between residential and commercial zoning may no longer be appealing. Home offices could evolve into home-based small-scale manufacturing, or services like hair salons or exercise facilities. Families may prefer to have secondary housing available on their property, so grandparents can live with their families. Carriage houses may reappear
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providing low-cost housing for caregivers. Commercial real estate has long been based on quantifiable figures – numbers of employees, volume of sales, quantity of products, etc. – defining the amount of square feet needed for each enterprise. With the millions of jobs that have been lost, the increasing number of bankruptcies, and employees working remotely, commercial property owners and tenants will be looking to dispose of their unused space to reduce their costs. The resulting increased vacancy rates will result in lowering the cost to buy or lease commercial property, and lead to alternative uses for existing spaces, whether it’s converting retailing to “last mile” warehousing or retrofitting unused office space into apartments. The possibilities stretch the imagination, affecting nearly all types
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of commercial property whether it is offices, shopping and distribution centers, or restaurants. As NVAR enters its second century, Realtors® will see even bigger challenges, change and possibilities. Realtors® are already adopting creative new ways for staying connected while respecting the needs for increased sanitation and security for themselves, their clients and the public. Those with the motivation and imagination to learn, coupled with a dedication to serve their communities in new ways, will create new opportunities.
Frank Dillow is a past chair of NVAR’s Realtor ® Commercial Council, an NVAR instructor, and a senior commercial broker in Long & Foster‘s Commercial Division. He can be reached at francis.dillow@ longandfoster.com.
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book review
Book Review: “The Art of Working Remotely” AUTHOR SCOTT DAWSON SHARES BEST PRACTICES FOR REMOTE WORKER SUCCESS By Stacy Holscher
THE GLOBAL PANDEMIC has upended our lives and workplace dynamics. While the popularity of remote work has grown over the years, many people are now learning what it’s like to work from home for the first time. As Realtors®, we appreciate the flexibility of our industry – we have the ability to work from almost anywhere! The days of popping into a coffee shop to work between appointments and attending lunch and learns in the office are put on pause. In our new
world, many Realtors® find themselves working from home more than ever before. But how do you set yourself up for success? Scott Dawson’s book, “The Art of Working Remotely,” is a wonderful resource to navigate the challenges, benefits and opportunities of working from home. A light and witty read, Dawson’s book is broken into three main sections: The Making of Me, The Space and The Habits. As a veteran
Your Member Benefit
LIBRARY & ARCHIVES Founded in 1923, the National Association of Realtors ® Library & Archives offers a variety of research services and thousands of print and digital resources for use by NAR members and state and local association staff. Take advantage of the library’s digital collections 24/7: Visit nar.realtor/library-archives and sign in with your NRDS number to access digital books and audiobooks curated especially for real estate professionals.
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of working remotely for over 20 years, Dawson shares engaging short stories in each section, covering his professional journey as a remote worker and the valuable lessons he’s learned along the way. THE MAKING OF ME navigates through anecdotes of Dawson’s career from his first offer to work remotely in 1998, as well as a recount of the experiences that helped him grow professionally over the last 20 years. Hidden in his entertaining short stories, you’ll find nuggets for success such as: “Be present for yourself and your family during your non-working time.” “Be nice to people and do not burn bridges. You never know where, when or how your paths will cross again.” “Be cautiously candid in your communications.” According to entrepreneur Tim Ferriss, “You are the average of the five people you most associate with.” Dawson suggests, “If you don’t like those five people, you should make some changes until you do.” THE SPACE covers the physical aspects of success in the home office and setting up the best possible work environment. Infrastructure: Don’t forget the basics! Set yourself and your workplace up for success. Do you have the framework in place and the technology needed to succeed? Mobility: Sitting too long at a desk may impact your health and RE+VIEW http://nvar.com/2004
book review productivity. How can you move around? Clothing: Flexibility here offers huge financial benefits and convenience. What should you wear? How casual is too casual? Food: Always schedule time for lunch. Do you always need to honor that scheduled time? Tip – The answer is yes! Companionship: Are pets in the office a good idea or a distraction? THE HABITS, the final section of “The Art of Working Remotely,” reviews positive behaviors and best practices to help ensure remote working success. Measurement: Success is planned and measured. Have you set goals and developed your plan? Communication: When you’re
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remote, how and when you communicate with your clients and colleagues is critical. What does great communication look like to others? Managing Remote Teams: Culture is so important to keep our teams together and cohesive. How do you manage remotely and keep folks engaged? Task Management and Discipline: We all work at our own pace. When working from home, discipline takes discipline. What are the best ways to hold yourself accountable? Transparency: Is the saying “out of sight, out of mind” true? When you’re not visible in an office, how do you remove doubt regarding your productivity? Loneliness: It can be challenging to not feel isolated when working
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remotely, especially during a pandemic. How can you fight off feelings of loneliness? “The Art of Working Remotely” is a refreshing resource for those new to remote working or those who wish to improve their work-from-home experience. Change can be challenging, but the benefits are endless with the right mindset. Take your “WFH” experience to the next level and check out Dawson’s book, and hundreds of others, available for free to all NAR members at nar.realtor/library. Interested in being our next NAR Library “RE+Viewer”? Email re+view@ nvar.com. Stacy Holscher is an NVAR member and associate broker with Redfin.
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board elections
NVAR Board of Directors Election Timeline ELECTION TIMELINE
THERE ARE FIVE DIRECTOR seats up for election in 2020 for the 2021 NVAR Board of Directors. The Nominating Committee conducts interviews of all candidates who were nominated and eligible per the NVAR Bylaws. Upon the completion of these interviews, the committee will recommend those qualified to be placed on the ballot for election. In addition, any member seeking to run for the Board will be included on the ballot by a petition including the signatures of 150 or more members. The petition will be provided upon request and can be completed electronically or by hard copy. There are 16 members of the Board: 12 at-large, three appointed and one immediate past President. At-large directors serve two-year terms and can serve up to three consecutive terms (six years).
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July 8 – 9
Nominating Committee interviews
July 28
Ballot recommendations published on NVAR.com
July 28
Electronic petition form available on NVAR.com
August 22
Petition forms due by 5 p.m.
September 1
Official ballot published on NVAR.com
September 11
Election begins at 12 p.m.
October 12
Election ends at 12 p.m.
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standard forms
NVAR Standard Forms Changes EFFECTIVE JULY 1, 2020 By Daniel B. Harris, Esq.
THE NVAR BOARD OF DIRECTORS has approved the following new forms and forms changes, as proposed by the NVAR Standard Forms Committee, effective July 1, 2020: K1389 – EXTENSION OF REVIEW PERIOD FOR CONDOMINIUM RESALE CERTIFICATE/ PROPERTY OWNERS’ ASSOCIATION DISCLOSURE PACKET ADDENDUM. This is a new form consistent with revisions to the Virginia POA Act, Virginia Condominium Act and the Residential Sales Contracts. This form allows parties to extend the three-day right of cancellation under the POA Act and/or Condominium Act by up to an additional four days. The form may be used at or after ratification and may be used multiple times, as needed. K1390 – UNDERSTANDING YOUR RIGHTS UNDER THE VIRGINIA CONDOMINIUM ACT/PROPERTY OWNERS’ ASSOCIATION ACT. This new form is an optional resource provided by brokers to buyers to inform the client of the statutory requirements for association resale disclosure packets and certificates. Inclusion of this form enables the education of parties while removing unnecessary language from the Sales Contracts. Relevant provisions from deleted forms K1025 – Purchaser’s Acknowledgment Of Receipt Of Condominium Disclosure; K1126 – Purchaser’s Acknowledgement Of Receipt Of Property Owners’ Association Disclosure Packet are incorporated into the new form. K1321 – RESIDENTIAL SALES CONTRACT. This form has been modified consistent with recent revisions to the Virginia 36
Property Owners Association Act and Virginia Condominium Acts and to remove unnecessary provisions. The Residential Sales Contract is now only 13 pages. The form has also been modified to remove confusing language regarding buyer Default if they fail to settle on time as part of financing contingencies. Additional formatting changes were made to improve clarity and consistency across the NVAR forms library.
Term) has also been revised to clarify the term of the tenancy and end-of-lease procedures. Paragraph 19 (Security Deposit) has been updated to clarify that the 45-day period for return of the itemized statement and Security Deposit begins at the later of Termination of the tenancy or Tenant’s vacating Premises. Other formatting changes were made to improve clarity and consistency across the NVAR forms library.
K1209 – SALES CONTRACT FOR UNIMPROVED LAND. This form has been modified consistent with revisions to the Residential Sales Contract.
K1281 – EXCLUSIVE RIGHT TO LEASE. This form has been modified consistent with recent changes to the Virginia Fair Housing Act, which add “source of funds” as a protected class.
K1208 – NEW HOME CONSTRUCTION CONTRACT. This form has been modified consistent with revisions to the Residential Sales Contract.
K1359 – CONVENTIONAL FINANCING AND APPRAISAL CONTINGENCY ADDENDUM. The Appraisal Contingency portion of this form has been modified consistent with revisions to the Home Inspection Contingency Addendum to establish a Negotiation Period and Buyer’s Election Period. This change will simplify the Appraisal Contingency and ensure consistent procedures across NVAR’s most frequently used forms. Language regarding Default and exercising the financing contingency has been removed for clarity and consistency with changes to the Residential Sales Contract.
K1354 – LEASE VRLTA. This form has been modified consistent with revisions to the Virginia Residential Landlord Tenant Act. Provisions regarding late fees were revised to clarify that the 10% late fee for nonpayment of rent may not exceed the lesser of 10% of the total monthly Rent or 10% of the remaining balance owed under the Tenancy. An acknowledgment of receipt was added to address the new Department of Housing and Community Development form “Statement of Tenant Rights and Responsibilities.” Paragraph 2 (Lease JUL+AUG 2020
K1353 – APPRAISAL CONTINGENCY NO FINANCING ADDENDUM. This form has been updated consistent RE+VIEW http://nvar.com/2004
standard forms
with the changes to the Conventional Financing and Appraisal Contingency.
The followings forms have been removed from the Forms Library:
K1349 – APPRAISAL CONTINGENCY NOTICE. This form has been updated consistent with the changes to the Conventional Financing and Appraisal Contingency, FHA/VA/USDA Financing Contingencies, and Appraisal Contingency No Financing Addenda.
K1346 – UNDERSTANDING VIRGINIA RESIDENTIAL DISCLOSURE ACT. The form is no longer necessary due to upcoming revisions to the Virginia Residential Disclosure Act. Effective July 1, 2020, buyers must sign an acknowledgment that they are aware of the buyer-beware disclosures in the Residential Property Disclosure Statement, removing the need for this form.
VA/FHA/USDA APPRAISAL CONTINGENCY ADDENDA. These forms have been updated consistent with the changes to the Conventional Financing and Appraisal Contingency but taking into account the unique federal guidelines pertaining to federally supported mortgage loan programs.
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K1299 – REQUEST FOR PROPERTY OWNERS’ ASSOCIATION DISCLOSURE PACKET & K1024 – REQUEST FOR CONDOMINIUM DISCLOSURE. These forms are unnecessary, as most associations have their own procedures for requesting resale disclosure packets and the contents of such disclosures.
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K1025 – PURCHASER’S ACKNOWLEDGMENT OF RECEIPT OF CONDOMINIUM DISCLOSURE; K1126 – PURCHASER’S ACKNOWLEDGEMENT OF RECEIPT OF PROPERTY OWNERS’ ASSOCIATION DISCLOSURE PACKET. This form is no longer necessary due to recent statutory updates. Buyer’s 3-day right of cancellation begins upon delivery of the disclosure, regardless of whether Buyer acknowledges receipt. Relevant provisions have been incorporated into the new form K1390 – Understanding Your Rights Under the Virginia Condominium Act/ Property Owners’ Association Act. Daniel B. Harris, Esq. is the NVAR staff attorney.
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technology nvar centennial
NVAR Centennial HONORING THE PAST. CELEBRATING THE PRESENT. SHAPING THE FUTURE. By Kate O’Toole
IN 2021, NVAR will celebrate its 100year anniversary. As the association launches into its next century, 28 member volunteers will be leading a year-long celebration honoring NVAR’s past, present and future. “As a group of past, present and future NVAR leaders ourselves, the Centennial Task Force is uniquely positioned for and passionate about delivering a memorable celebration for all NVAR members,” said Christine Richardson, immediate past president of NVAR and chair of the Centennial Task Force. “We’ve seen firsthand the impact of our association – and we are thrilled to be part of the legacy that shapes the next 100 years of NVAR.” The countdown to the centennial officially begins with a kick-off event on July 15, 2020 featuring a drive-in battle of the bands virtual concert at NVAR’s headquarters. Already in the works are plans by the Centennial Task Force for programs at the annual NVAR convention in 2020 and 2021, and for a Centennial Gala taking place next summer. Plus, special events, initiatives and mementos will occur throughout the year to hallmark this once-in-alifetime milestone. While the celebration honors the past 100 years of Northern Virginia Realtors® that have brought the marketplace to where it thrives today, the centennial signifies more than that; it’s about the next century to come. Despite many changes – the trends, leaders, laws that have shaped the industry – home remains at the heart http://nvar.com/2004 RE+VIEW
MEET YOUR CENTENNIAL TASK FORCE MEMBERS! Shirin Abadian Mary Bowen Brian Block Pat Buck Shirley Buford Dinora Chacon Genevieve Concannon Angie Delboy Frank Dillow Karen Hall Ellen Heather David Howell Pat Kline Gary Lange
of it all, and so does the invaluable service of a Realtor®. The future, the next 100 years and beyond, begin now – and it is Northern Virginia Realtors® who will take the industry, the profession, and the association forward and further into a new era. Kate O’Toole is the NVAR digital content manager & senior editor.
Denise Longo Casey Menish (sub-group chair) Lieu Nguyen Mayra Pineda Christine Richardson (chair) Sara Rodriguez Sandra Stewart Tom Stevens Nancy Steorts Derrick Swaak Marriah Unruh (sub-group chair) Will Wiard Colleen Wright (sub-group chair) Ann Yanagihara
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realtor® school Please visit NVAR.com/calendar to register and determine if the class is taking place virtually, in-person, or both. Courses are subject to change by discretion of the NVAR Realtor® School. With continuing education, professional development, certifications and designations, and additional classes that Take You Further, the Realtor® School enables you to best serve your clients and achieve business success. Look for a Shop Realtor® icon to determine how the Realtor® School can help you grow professionally.
Pre-Licensing PRE-LICENSING
Maintaining Your License Taking It Further CONTINUING EDUCATION (CE)
ADDITIONAL OFFERINGS
CE: 16-hour Course (4 evenings) 6 - 9:30 pm August 11, 13, 18, 20
GRI 503: Business Planning 9 am - 4pm July 9
CE: 16-hour Course (Day 1) 8:45 am - 4:45 pm July 18 August 15
Realtor® 007: Don’t Be a Secret Agent 1:30 - 4:30 pm July 15 August 19
CE: 16-hour Course (Day 2) 8:45 am - 4:45 pm July 25 August 8
Senior Real Estate Specialist Designation (SRES) 9 am - 5 pm July 21 & 22
CE: 8-hour Mandated Course 8:45 am - 4:45 pm July 7 August 25
Pricing Strategies Advisor Certification (PSA) 9 am - 5 pm August 3
CE Elective: Advanced Residential Finance 8:45 am - 12:25 pm July 8
GRI 501: Agency in Virginia 9 am - 4 pm August 6 Getting Started with RPR® 10 am - 12 pm August 20
Broker Management 9 am - 5pm August 19, 26 September 2, 9, 16, 23
CE Elective: Agency & Disclosure Under VA Agency Law 1 - 4:45 pm July 8
Broker Law (45 hours) 9 am - 5 pm July 9, 16, 23, 30 Aug 6, 13
CE Specialty Course: Architecture, Styles, Building Nomenclature and Materials 9 am - 12 pm August 5
Your First Year
CE Elective: How to Start a Brokerage Firm 8:45 - 12:25 pm August 26
*Registration through Bright MLS
CE Elective: Detection & Prevention of Contract Fraud 1 - 4:45 pm August 26
Making the Most of Remine Pro 10 - 11:30 am July 16
POST-LICENSING EDUCATION (PL) New Member Orientation 9 - 10:30 am July 8 Agency Law 9 am - 12 pm
July 13
Ethics 1 - 4 pm
July 13
Contract Writing 9 am - 4 pm
July 14
Real Estate Law & Board Regulations 9 am - 4 pm July 20 Risk Management 9 am - 12 pm July 21
BROKER CE 4hr Broker CE: Brokerage Risk, Liability & Supervision 8:45 am - 12:25 pm July 15 August 12 4hr Broker CE: Production Agents & Profitable Offices 1 - 4:45 pm July 15 August 12
DC CE
Escrows and Protecting Other People’s Money 1 - 4 pm July 21
DC Fair Hogusing 9 am - 12:15 pm
Fair Housing 10 am - 12 pm
DC Legislative Update 1 - 4:15 pm July 14
July 27, 28
July 14
5 C’s of a Successful Farming Strategy with RPR® 10 am - 12 pm August 27
Bright MLS BRIGHT MLS
CMAs – Setting the Right Price 12:30 - 2 pm July 16 Homesnap Pro 10 - 11:30 am
July 27 August 3
Managing Listings and Sellers 12:30 - 2 pm July 27 August 3 Bright MLS Orientation 10:30 - 11:30 am July 17 Getting Started with RPR® 10 am - 12 pm August 20 Intro to Bright MLS 12:30 - 2 pm
July 17
The Business Management icon represents all the courses you need to earn and maintain your license as required by DPOR. The Client Presentation icon highlights Bright MLS courses that hone your Multiple Listing Service expertise. The Personal Success icon showcases classes that take you above and beyond to achieve certifications, designations, and other specialized training. Check out more resources at NVAR.com/ShopRealtor. http://nvar.com/2004 RE+VIEW
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service providers
PROFESSIONAL SERVICES
Realtors® Federal Credit Union Lori Day 703-709-8900
1031 EXCHANGE
Realty Exchange Corporation.............................................................. William Horan......................................... 703-754-9411
ASSOCIATIONS
The Rotonda Condominium Unit Owners Association....................... Autumn Fields......................................... 703-821-8100
COMMISSION ADVANCE
Commission Express........................................................................... John Stedman......................................... 703-560-5500
FINANCIAL
1st Preference Mortgage.................................................................... Steve Stratos........................................... 703-858-4558 Ameris Bank Mortgage Services........................................................ Patrick Maloney...................................... 703-466-4050 Ameris Bank Mortgage Services........................................................ John Slye................................................. 703-466-4010 Atlantic Union Bank............................................................................ Tom Ciolkosz............................................ 703-871-2100 Atlantic Union Bank............................................................................ John French............................................. 703-871-2100 BB&T................................................................................................... Frank Donnelly......................................... 703-405-2104 BB&T Mortgage.................................................................................. Kevin Connelly......................................... 703-855-7403 Caliber Home Loans............................................................................ Christopher Miller................................... 703-599-3504 Citizens One Home Loans................................................................... Daniel Aminoff........................................ 703-245-3477 Citizens One Home Loans................................................................... Katie Wayne............................................703-245-3465 Concierge Mortgage LLC.................................................................... Amare Merz............................................. 410-771-3800 CrossCountry Mortgage...................................................................... Scott Davis.............................................. 703-209-3138 Embrace Home Loans, Inc................................................................... Mariana Montalvo.................................. 800-333-3004 Embrace Home Loans, Inc................................................................... Victoria Kiser...........................................703-328-7238 Embrace Home Loans, Inc................................................................... Shawn Barsness...................................... 828-506-0487 Fairfax Lending.................................................................................... Pawan Gupta........................................... 703-349-0363 Fairway Independent Mortgage Corporation..................................... Rob Heltzel.............................................. 703-368-9248 Fairway Independent Mortgage Corporation..................................... Kelly Katalinas........................................ 703-868-9103 Fairway Independent Mortgage Corporation..................................... Nicole Wilkes.......................................... 571-261-3462 George Mason Mortgage LLC............................................................. Kirk Curran............................................... 703-273-2600 George Mason Mortgage LLC............................................................. Brian Kempf............................................. 571-309-4911 George Mason Mortgage LLC............................................................. Andrew Siddon........................................ 703-802-5398 George Mason Mortgage LLC............................................................. Holly Silas............................................... 703-259-0835 Guaranteed Rate................................................................................. Christian Hartung.................................... 703-659-1903 Langley Mortgage............................................................................... Tammy Gelles.......................................... 757-224-4792 Member Advantage Mortgage........................................................... John Springer.......................................... 703-236-7625 Merscope Holdings, Inc...................................................................... Laurinda Clemente.................................. 703-328-4080 Movement Mortgage.......................................................................... Stacey Barowich..................................... 703-629-6678 MVB Mortgage................................................................................... William Kinberg...................................... 202-669-0600 MVB Mortgage................................................................................... Lyn Gundogdu..........................................703-254-8080 Planet Home Lending.......................................................................... Jean Allen............................................... 571-275-9310 Prime Lending..................................................................................... Doug Enger.............................................. 571-442-5193 Prime Lending..................................................................................... Samuel Hogan......................................... 540-478-5803 Revolutionary Mortgage Company..................................................... N. Tyndale Cobb......................................301-620-0220 Revolutionary Mortgage Company..................................................... Smith Cobb.............................................. 301-620-0220 Sandy Spring Bank.............................................................................. Michael Eastman.................................... 571-327-2145 TD Bank............................................................................................... Richard Eul.............................................. 703-967-8845 The Federal Savings Bank................................................................... Sonal Gupta............................................. 703-996-4364 USA Loans........................................................................................... Paula Cano.............................................. 571-244-7956 Valley National Bank Residential Mortgage...................................... Stan Schnippel........................................ 703-615-7373 VHDA................................................................................................... Michael Urban......................................... 804-343-5583 VHDA................................................................................................... Toni Ostrowski......................................... 800-227-8432 VHDA................................................................................................... Dan Kern.................................................. 804-343-5992 VHDA .................................................................................................. Regina Pinkney........................................ 804-343-5748 Wells Fargo Home Mortgage.............................................................. Kelley May, NMLSR ID 455117...............703-442-5320 Wells Fargo Private Mortgage............................................................ Javier Gonzalez, NMLSR ID 1089141..... 571-283-9076 Wells Fargo Private Mortgage............................................................ Clarry Ellis, NMLSR ID 837846............... 813-420-3016 Wells Fargo Private Mortgage............................................................ Amy O’Dell, NMLSR ID 1006440............ 703-969-6348 Southern Trust Mortgage.................................................................... Michael McNamara................................ 443-864-1150
INSURANCE SERVICES
Victor Schinnerer & Co., Inc................................................................ Eric Myers............................................... 301-951-5495 Welch, Graham, & Ogden Insurance, Inc............................................ Bill Angle................................................. 703-530-1300
LEGAL SERVICES
Beau Brincefield, Jr............................................................................. Beau Brincefield...................................... 703-549-4820 Dunlap, Bennett, & Ludwig PLLC........................................................ George Hawkins...................................... 703-442-3890 Fairchild Law PLC................................................................................ Pamela Fairchild...................................... 571-271-4070 Fidelity National Law Group............................................................... Michael Tompkins................................... 703-245-0286 Fox & Moghul...................................................................................... Terry Fox.................................................. 571-295-4026 Friedlander, Friedlander & Earman PC................................................ Jerome Friedlander................................. 703-893-9600 Joseph A. Cerroni, Esq........................................................................ Joseph Cerroni........................................ 703-941-3000
Law Office of Ann-Lewise Shaw........................................................ Ann-Lewise Shaw................................... 703-774-7626 Pesner Altmiller Melnick & DeMers PLC ........................................... Susan Pesner........................................... 703-506-9440 S & T Law Group................................................................................. Toula Dreifuss......................................... 703-997-0917 S & T Law Group................................................................................. Sarah Petcher.......................................... 703-665-3584 Shannon, Mullins, & Wright LLP........................................................ Roy Shannon........................................... 571-620-1930 Shulman, Rogers, Gandal, Pordy & Ecker, P.A.................................... Marc Lipman........................................... 301-230-5200
REAL ESTATE TRAINING/CONSULTING
BrokerWindow.................................................................................... Anne Wydler........................................... 703-851-4589 Integrant, Inc....................................................................................... Heber Garcia........................................... 703-272-8688 The CE Shop........................................................................................ Patrick Neary........................................... 888-827-0777 The CE Shop........................................................................................ Andrea Robinson..................................... 888-827-0777
SETTLEMENT
Allied Title and Escrow....................................................................... Matt Paulson........................................... 703-567-7933 Bayer & Kaufman LLP......................................................................... Mark Bayer.............................................. 202-466-4747 BLG Title LLC....................................................................................... Joshua Bushman..................................... 703-845-9070 Boston National Title.......................................................................... Peppi Bolger............................................ 301-461-0789 Boston National Title.......................................................................... Jackie Kane............................................. 301-221-6616 Boston National Title.......................................................................... Stuart Cudaback-Cox............................... 703-672-5771 Central Title & Escrow, Inc.................................................................. Jennifer Ploutis....................................... 703-658-1300 Champion Title & Settlements............................................................ Jessica Youngs........................................ 703-385-4555 Classic Settlements............................................................................ Joe Detrick.............................................. 301-921-2667 Classic Settlements............................................................................ Andrea Martinez-Conte........................... 703-988-6015 Classic Settlements............................................................................ Stephanie Brewer................................... 301-921-2667 Classic Settlements............................................................................ Joseph Russo Jr...................................... 703-988-6015 Cobalt Settlement LLC........................................................................ Jeff Nowak.............................................. 703-646-1000 Double Eagle Title............................................................................... Barbara Rhodes....................................... 703-922-0880 Double Eagle Title............................................................................... Diann Burns............................................. 703-992-0880 Double Eagle Title .............................................................................. Georgina Clough...................................... 703-992-0291 Ekko Title LLC...................................................................................... Lisa Mitchell............................................ 703-448-3556 Ekko Title LLC...................................................................................... Marcus Simon......................................... 703-821-3556 Ekko Title LLC...................................................................................... Todd Condron.......................................... 703-537-0800 Ekko Title LLC...................................................................................... E. Sheldon Leggett.................................. 703-481-6200 Ekko Title LLC...................................................................................... Nana Yeboah........................................... 703-448-3556 Ekko Title LLC...................................................................................... Jon Lyon..................................................888-821-3556 Ekko Title LLC...................................................................................... Mark Barrett............................................ 703-573-3556 Key Title.............................................................................................. Steven Sacks........................................... 703-522-3900 KVS Title LLC....................................................................................... Andrew DiPaola...................................... 240-500-5020 KVS Title LLC....................................................................................... Martin Stanton........................................ 301-605-1420 MBH Settlement Group L.C................................................................ Janna Wolff............................................ 703-123-4567 MBH Settlement Group L.C................................................................ Michelle Smith........................................ 703-279-1500 MBH Settlement Group L.C................................................................ Ryan Stuart.............................................. 703-739-0100 MBH Settlement Group L.C................................................................ Shannon Doyle........................................ 703-277-6883 MBH Settlement Group L.C................................................................ Dan Withers............................................ 703-966-3968 MBH Settlement Group L.C................................................................ Fred Westerlund......................................703-587-2423 Metropolitan Title LLC........................................................................ Sonia Downard........................................ 703-753-9005 Monarch Title, Inc............................................................................... Cary Melnyk............................................ 703-852-1730 Monarch Title, Inc............................................................................... Erin Rauner.............................................. 703-852-7700 National Settlement Services............................................................. Loretta Colom.......................................... 703-354-9677 New World Title & Escrow................................................................. Nicholas Vlissides................................... 703-691-4330 New World Title & Escrow................................................................. Helen Krause........................................... 703-691-4330 Pesner, Altmiller, Melnick & Demers.................................................. John Altmiller..........................................703-506-9440 Provident Title & Escrow LLC.............................................................. John Richter............................................ 703-451-6600 Realty Title Services of Tysons........................................................... Luisa White............................................. 703-790-1001 Republic Title, Inc................................................................................ Bob Malico.............................................. 703-916-1800 Resource Title LLC............................................................................... Kristi Bick................................................ 410-262-1039 RGS Title LLC....................................................................................... Nina Wolfe..............................................703-655-3077 Stewart Title And Escrow, Inc............................................................. Kamelia Sacks......................................... 703-352-2935 Strategic National Title Group............................................................ Sanam Vivansia.......................................703-637-9030 The Settlement Group, Inc.................................................................. Myrna Keplinger...................................... 703-642-6002 Titan Title............................................................................................ Sara Rodriguez........................................ 703-865-4999 Universal Title..................................................................................... Sarah Anderson....................................... 208-914-4667 Universal Title..................................................................................... Carrie Mock............................................. 703-354-2100 Universal Title..................................................................................... David Robertson...................................... 703-348-6533 Universal Title..................................................................................... Kelly Satterwhite.................................... 877-645-8319 Vesta Settlements............................................................................... Melissa Fones......................................... 571-236-3345 Vesta Settlements............................................................................... Keith Barrett............................................ 703-288-3333 Vesta Settlements............................................................................... Scott Mozingo......................................... 703-318-9333 Vesta Settlements............................................................................... Laurie Kauffman...................................... 703-314-6366 Vesta Settlements............................................................................... Nichole Jenkins....................................... 703-288-3333
MARKETING & TECHNOLOGY MARKETING/MEDIA
Changeover Media.............................................................................. John Gagliardi Jr..................................... 703-728-1230 My Marketing Matters....................................................................... Abby Lebowitz......................................... 301-590-9700 NVA Signs & Striping.......................................................................... Brian Llewellyn........................................ 703-263-1940
REAL ESTATE PHOTOGRAPHY
3D-Virtual Group................................................................................. Kara Attari............................................... 571-406-2594 BTW images........................................................................................ Brian Woods............................................703-340-6383 Exposurely Photography...................................................................... Ashley Marks.......................................... 703-899-4129 HDBros................................................................................................ Bobby Cockerille...................................... 540-840-1388
DotLoop............................................................................................... Sarah Bittlinger....................................... 888-368-5667 HomeTech Services............................................................................. Yazan Jarrar............................................703-584-7729 Homevisit............................................................................................ Dave O’Brien........................................... 703-953-3866 Lone Wolf Technologies ..................................................................... Steve Mapes........................................... 800-668-8768 PunchList............................................................................................. Brock Pardo............................................. 843-532-2755 Realtor.com......................................................................................... Rhett Damon........................................... 312-513-1918 Realtor.com......................................................................................... Tricia Tough............................................. 800-878-4166 SentriLock LLC..................................................................................... Dan Kinzie............................................... 513-644-1511 SentriLock LLC..................................................................................... Stephen Vaughn...................................... 513-644-1708 TruPlace, Inc........................................................................................ Colleen Smith.......................................... 301-972-3201
TECHNOLOGY SERVICES
Centralized Showing Service.............................................................. Robert Russell......................................... 866-949-4277
Learn more about NVAR Room Rental Opportunities at NVAR.com/RoomRental
Interested in becoming an NVAR Partner or Service Provider, or have a correction to this list? Visit NVAR.com/services or email info@nvar.com. 44
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RE+VIEW http://nvar.com/2004
service providers Coffman
PROPERTY SERVICES
APPRAISAL
Able Appraisals LLC............................................................................ Victoria Defreitas....................................434-327-6568 AD Brown Appraisals.......................................................................... Alan Brown.............................................. 703-541-8212 Alan Lord and Associates, Inc............................................................ Alan Lord................................................. 703-768-1954 Allen Appraisals.................................................................................. Charles Allen...........................................540-664-1169 Amanda Rae Smith............................................................................. Amanda Smith......................................... 703-895-4993 Anthony Appraisers............................................................................ Michael Magnotti................................... 703-319-0500 Appraisal Works, Inc........................................................................... Dennis Park............................................. 703-906-8258 AREAS Appraisers, Inc........................................................................ Gilbert Rogers......................................... 703-866-6000 AREAS Appraisers, Inc........................................................................ Cindy Coffman......................................... 703-866-6000 Barish & Associates of Fredericksburg............................................... Stephen Barish........................................ 540-693-5373 BFM, Inc.............................................................................................. Robert Thompson.................................... 703-670-2586 Bruce W. Reyle and Company, Inc...................................................... Michael Jackie........................................ 703-273-7375 Capitol Appraisal Service, Inc............................................................. Richard Bowman..................................... 703-691-8800 CMS Appraisals, Inc........................................................................... Silvia Bennis............................................ 703-209-9123 Corelogic Platinum Valuation Solutions............................................. Sonja McWillliams.................................. 301-385-2511 D.S. Kim Appraisal Services LLC........................................................ Dongsik Kim............................................ 443-540-9987 DCO Appraisal Services, Inc............................................................... David Olynik............................................ 301-855-3886 Dickman & Associates........................................................................ John Dickman.......................................... 703-938-6633 Distinctive Homes Realty LLC............................................................. Michelle Gore.......................................... 540-338-4606 dm Appraisal LLC................................................................................ David Maeng........................................... 571-529-0534 ENL Appraisal Services....................................................................... Surendra Patel......................................... 301-660-7365 F & F Appraisals.................................................................................. Jerry Fleming........................................... 703-963-1743 Forte Appraisal Service, Inc................................................................ Anthony Forte.......................................... 703-542-6124 Fortune Appraisal Service................................................................... Wanda Graham.......................................571-449-6136 Gee Appraisers, Inc............................................................................. Robert Gumbrewicz................................. 703-451-9020 Heiner Appraisal, Inc.......................................................................... Despina Gellios....................................... 703-754-6110 Home Appraisers................................................................................ Thomas Runion........................................ 703-709-5695 JDC Appraisals, Inc............................................................................. Jeff Cunningham..................................... 301-438-3300 Kandhall Appraisal Services LLC........................................................ David Hall................................................ 571-455-2622 Karas, Inc............................................................................................ Melissa Jones......................................... 703-753-5635 Kinder Appraisal Services................................................................... Jill Kinder................................................ 703-268-0756 Marcia Novak & Associates LLC........................................................ Marcia Novak.......................................... 703-585-2615 Martin Cho.......................................................................................... Martin Cho.............................................. 703-795-5723 Monir Moshashaie.............................................................................. Monir Moshashaie.................................. 703-255-6451 Murray Appraisal Services................................................................. Tom Murray............................................. 703-673-6054 NVA Appraisal LLC.............................................................................. Jeffrey Kidwell........................................ 703-477-3178 NVA Appraisal LLC.............................................................................. Stephen Capistrant................................. 703-477-3178 Omni Appraisal Services..................................................................... John Chapman........................................ 703-591-4001 Omni Appraisal Services..................................................................... Nathalie Palmer...................................... 703-591-4001 Pemberley Appraisal........................................................................... Teresa Gilg.............................................. 703-618-7265 Real Estate Appraisals 4 You.............................................................. Diane Richard.......................................... 703-794-9118 Residential Appraisal Group, Inc........................................................ Dale Goodson.......................................... 703-777-7033 Residential Value Services................................................................. Daniel Swinney....................................... 540-347-4570 REX Appraisal Services....................................................................... Esther Omorodion.................................... 703-468-1123 RH Real Estate Appraising.................................................................. Richard Hayes......................................... 703-731-5040 Riverpoint Appraisals.......................................................................... Robert Riddell.......................................... 571-333-3747 RSG Commercial, Inc.......................................................................... James Ruffner......................................... 703-273-9106 Sandra A. Le Blanc.............................................................................. Sandra LeBlanc....................................... 703-629-6842 Stewart Jarrett Real Estate Appraisal and Consulting...................... Stewart Jarrett........................................ 703-671-3662 Suburban Appraisers & Consultants.................................................. James Loizou...........................................703-591-4200 Tech Appraisal Group LLC................................................................... Amy Switzer............................................ 703-631-1111 Walker Valuation Services.................................................................. Dan Mori................................................. 703-933-2010 Washington Appraisal Group, Inc....................................................... David Shin............................................... 703-813-8160 William C. Harvey & Associates......................................................... Richard Olsen.......................................... 703-759-6644 World Mortgage.................................................................................. Patricia Kearns........................................ 703-934-5502 Zeena Deeb......................................................................................... Zeena Deeb............................................. 703-964-7473
Brahman Home Inspections................................................................ Samuel Lopez.......................................... 202-491-5499 Commonwealth Home Inspections LLC.............................................. Elizabeth Riddick..................................... 703-657-3207 Donofrio & Associates LLC................................................................. Donna Seeker.......................................... 703-771-8374 Donofrio & Associates LLC................................................................. PJ Moore................................................. 703-559-5111 FUCO Inspection LLC........................................................................... Chaofu Lee.............................................. 240-888-0219 House Inspection Associates.............................................................. Jiri George Danihel................................. 703-453-0442 House Master..................................................................................... Chere Fleming......................................... 703-589-9790 House Master..................................................................................... James Fleming........................................ 703-589-9790 House Master..................................................................................... Franklin Moyer........................................ 703-721-7220 Hurlbert Home Inspection................................................................... Seth Hurlbert........................................... 703-577-7127 InspectionPro LLC................................................................................ Andrew Renaux....................................... 540-455-9078 J Anlauf Home Inspections................................................................. Justin Anlauf...........................................540-514-9099 Master Home Inspection LLC.............................................................. Richard Park............................................ 703-851-3339 Max Home Inspections....................................................................... John Becci............................................... 703-447-0854 Merit Home Inspectors LLC................................................................ Alexander Aderton.................................. 703-589-6740 National Property Inspections............................................................ Christopher Nelson................................. 571-330-0974 NextDay Inspect.................................................................................. Alex Martinez.......................................... 703-450-6398 Pillar To Post Home Inspections.......................................................... Eric Boll...................................................703-657-3207 Pillar To Post Home Inspections.......................................................... Lisa Lloyd................................................. 703-520-1440 Pillar To Post Home Inspections.......................................................... Michael Ward-Dahl.................................703-402-2475 Pillar To Post Home Inspections.......................................................... Kevin Dougherty...................................... 703-291-0344 Prime Property Inspectors LLC............................................................ Ray Dayhoff Jr......................................... 301-916-0300 Prime Property Inspectors LLC............................................................ Romano Pietrobono................................. 301-916-0300 Prime Property Inspectors LLC............................................................ Ronald Meely.......................................... 301-916-0300 Property Disclosure Solutions LLC...................................................... Nanette White........................................ 703-839-3154 ProSpect Inspection Services LLC....................................................... Anthony Kelly.......................................... 703-407-7841 ProTec Inspection Services................................................................. Francis McDonald................................... 301-972-8531 Reynolds Home Inspection Services................................................... Tim Reynolds...........................................571-499-2149 Smart Home Inspection...................................................................... Antonio Soares........................................ 240-286-1251 The Robert Paul Jones Company........................................................ W. Scott Gudely......................................703-385-8556 TruStar Inspections............................................................................. Kurt Hense............................................... 571-220-2474 US Inspect Group................................................................................ Tim Shelton.............................................888-874-6773 VA Home Inspect LLC.......................................................................... Joseph Najm........................................... 703-786-3368 Z to A Home Inspections..................................................................... Matthew Zawislak.................................. 571-525-8986
HOME REPAIR SERVICES
Leslie Anderson Interiors LLC............................................................. Leslie Anderson....................................... 703-973-8734 M. Quinn Designs............................................................................... Moira Quinn Leite................................... 703-354-6359 Preferred Staging................................................................................ Monica Murphy....................................... 703-851-2690 Staged Interior.................................................................................... Trish Kim.................................................. 703-261-7026 Voila Staging & Design LLC................................................................ Wendy Etheridge.....................................703-721-7667
HOME WARRANTY
2-10 Homebuyers Warranty................................................................ Rachel Smith........................................... 703-863-1315 Old Republic Home Protection............................................................ Molly Flory............................................... 800-282-7131 SUPER................................................................................................. Dilyana Mazur......................................... 703-731-2259 SUPER................................................................................................. Jonathan Asfour...................................... 703-254-9628 SUPER................................................................................................. Bill Davis................................................. 703-731-2259 SUPER................................................................................................. Heather Stephenson............................... 703-731-2259
MOVING & STORAGE
Liberty Carpet One.............................................................................. Mark Bisbee............................................ 703-691-1616
Able Moving & Storage, Inc............................................................... Andy Lopez.............................................. 703-986-9901 Artisan Movers................................................................................... Marc Lewandowski................................. 240-600-0998 Interstate Moving | Relocation | Logistics.......................................... Erick Barr................................................. 703-898-0095 Interstate Moving | Relocation | Logistics.......................................... Sherry Skinner......................................... 571-296-0405 Interstate Moving | Relocation | Logistics.......................................... Mike Stine............................................... 703-863-7238 Interstate Moving | Relocation | Logistics.......................................... Kim Woods..............................................571-238-9483 JK Moving........................................................................................... Michael Bennett...................................... 877-983-3639 Quality Services Moving..................................................................... Andy Graves............................................ 703-495-8900 Quality Services Moving..................................................................... Michael Sipple........................................ 703-495-8900 Regency Moving & Storage................................................................ E.C. Krug Jr.............................................. 703-497-1515
CONSTRUCTION SERVICES/ NEW HOME BUILDERS
OTHER REAL ESTATE NEEDS
CARPET/FLOORING
Alair Homes........................................................................................ Chad Hackmann...................................... 703-409-1280 KBF By Audi Contractors..................................................................... Michael Ghanem..................................... 703-777-9474 Toll Brothers........................................................................................ Jill Dail....................................................703-346-1961
ENGINEERING SERVICES
Deska Services.................................................................................... Jim Maloney........................................... 703-457-6540
ENVIRONMENTAL & MOLD SERVICES
AART, Inc............................................................................................. Christine Sleigh Popeck.......................... 703-425-2822 Accurate Radon Testing...................................................................... Alexandra Bukowski................................ 703-242-3600 Capital Environmental Testing LLC..................................................... Todd Hix...................................................202-257-9291 Dominion Environmental Testing LLC................................................. Rex Brouillard.......................................... 703-496-3799 Guardian Radon.................................................................................. Terry Strange........................................... 703-425-7001 Madison Taylor Services, Inc. ............................................................ John Taylor.............................................. 877-932-7177 Radon Defense.................................................................................... Nicholas DeFelice................................... 703-688-3797 VESCO................................................................................................. Ken Conte................................................ 571-364-5400 VESCO................................................................................................. Gregory Caudill........................................ 703-722-8851
GUTTER REPAIR
Gagnon’s Gutterworks......................................................................... Timothy Gagnon......................................703-716-0377
HOME INSPECTION
Abode Check LLC................................................................................ Raquel Barrientos.................................... 703-255-6622 Advocates Home Inspection............................................................... Doug McCullough.................................... 703-674-0478 Alcova Home Inspections LLC............................................................. Thomas Ball............................................. 703-867-9565 All Pro Services LLC............................................................................ Sean Patti................................................ 703-385-1347 All Pro Services LLC............................................................................ Christopher Casanova............................. 703-385-1347 Anderson Inspection Consultant......................................................... Gary Anderson......................................... 301-855-3337 Anthony Elbert Lane............................................................................ Anthony Lane.......................................... 571-221-5756 Biller and Associates.......................................................................... Scott Biller............................................... 571-528-6817 Blue Horizon Home Inspections.......................................................... Tim Wiley................................................703-919-4785 BPG Inspections.................................................................................. Scott Beckman........................................ 703-881-6617 BPG Inspections.................................................................................. Kevin Curtin............................................. 571-436-6863 BPG Inspections.................................................................................. Scott Fogelberg....................................... 703-881-6617 BPG Inspections.................................................................................. Bradley Lowery........................................ 540-849-6956 BPG Inspections.................................................................................. Ken Humphreys....................................... 703-881-6617 BPG Inspections.................................................................................. Aaron Ellis............................................... 703-881-6617 BPG Inspections.................................................................................. Doug Horton............................................ 703-881-6617 BPG Inspections.................................................................................. Dean Heim............................................... 703-881-6617 BPG Inspections.................................................................................. Leo Heim................................................. 301-807-1261
Academy Door & Control Corp............................................................ Alan Greenberg....................................... 703-541-0300 BlueSage Catering.............................................................................. Michelle Bloxton..................................... 703-451-2798 CORT Furniture Rental........................................................................ Frances Boller.......................................... 703-379-8846 Cutco Closing Gifts............................................................................. Russell Wimbrough................................. 757-714-7207 Design Pro Remodeling....................................................................... Andrew Jones......................................... 703-782-9349 Four Sales LTD..................................................................................... Daniel Sanders........................................ 703-256-8300 Looneys Tile & Grout Restoration....................................................... Martha Looney........................................ 703-999-1933 LKS Locksmith LLC.............................................................................. Hannah Rasouli....................................... 703-388-8700 Seventh Heaven Pet Care Services.................................................... Jennifer Stevens..................................... 571-389-0091 Sunrise at Fair Oaks............................................................................ Valerie Parker..........................................703-264-0506 The Benjamin Group, Inc..................................................................... Joseph Grouby........................................ 703-684-3577 What the Heck Barbecue.................................................................... Kevin Heck............................................... 571-446-0398 Yassaman REI LLC............................................................................... Aref Erfani............................................... 703-217-9585
PEST CONTROL SERVICES
Alexandria Pest Services LLC............................................................. Richard Diggs.......................................... 703-752-1634 Alexandria Pest Services LLC............................................................. Chau Tran................................................ 703-752-1634 Connor’s Pest Control.......................................................................... John Caffo............................................... 703-321-9315 Holiday Termite and Pest Control....................................................... Christian Wright...................................... 703-569-9333 Hughes Pest Control, Inc..................................................................... Robert Hughes......................................... 703-481-1460 My Exterminator LLC........................................................................... William Trefry.......................................... 703-615-4028 My Pest Pros....................................................................................... Brett Lieberman....................................... 703-665-4455 Principal Termite and Pest Management............................................ William Choate....................................... 703-673-6905 Rat Pack PC LLC.................................................................................. Jairo Hernandez...................................... 703-906-7094
PLUMBING
Marines Plumbing............................................................................... Ray Toczylowski...................................... 703-331-2100
REMOVAL SERVICES & DONATION PICKUP
123JUNK............................................................................................. Neil McKinnon III.................................... 703-400-7645 1-800-GOT-JUNK................................................................................. Richard Galliher....................................... 800-468-5865 Atlas Services LLC.............................................................................. Cristin Castro........................................... 703-201-3084 Atlas Services LLC.............................................................................. Lori James............................................... 703-201-3084 Brogley’s Estate Organization & Relocation....................................... Leslie Dickemann.................................... 703-665-6505 GreenDrop Charitable Donations........................................................ Melanie Neubauer.................................. 267-432-8743 The Junkluggers of Gainesville VA..................................................... Mark Harrington...................................... 703-395-4686
ROOFING
DryHome Roofing & Siding, Inc.......................................................... Steve Gotschi.......................................... 703-891-4663 Rooftop Chimney Sweeps LLC............................................................ Andrew Raycroft..................................... 703-836-7858 List is current as of June 22, 2020.
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JUL+AUG 2020
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