President of the Board

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... facebook.com/nvar.realestate

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NVAR

@NVARFFX

OUR PROMISE: UNWAVERING COMMITMENT TO MEMBERS, EQUAL TREATMENT, INCLUSIVITY

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.

Nicholas Lagos 2020 NVAR President president@nvar.com

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

BUSINESS MARKETING PERSONAL SUCCESS

REALTOR ® PROFESSIONALISM

YOUR CLIENTS

11

12 16

28

34

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Apply for 2021 Leadership Opportunities; 2020-2021 Real Estate Base Tax Rate Changes Updates to Bright MLS Property Condition Definitions Market Metrics: Closing the Sale – Volume and Speed During the Pandemic Commercial Real Estate: Lessons From the Past May Help Chart Future Impact of COVID-19 Realtors ® Care About Community: #ShowUsWhoYouR with NVAR’s Social Media Challenge Standard Forms Changes Effective July 1, 2020 Discover Your Service Provider Referral Network New Member Benefit Coming Soon: Remine Docs+ Transaction Management

DEPARTMENTS

3 6 13

President of the Board CEO Column NV/RPAC Investors

41 44

Class Schedules Service Provider Directory

YOUR BUSINESS

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Go Digital With NVAR; Manage Your Communication Preferences Ask NVAR: Understanding the Virginia Residential Landlord and Tenant Act Protecting Your Commission: A Cautionary Case Study Realtors ® Support Accessory Dwelling Ordinance Reform Realtors ® Continue Push for Association Health Plans Seven Ways NV/RPAC Is the Right Tool, Right Now NVAR’s Citation System Upgrade Book Review: “The Art of Working Remotely” Virtual Showcase Event Illustrates NVAR’s True Impact on the Industry Board of Directors Election Timeline Member Engagement Metrics During the COVID-19 Pandemic NVAR to Mark Centennial in 2021: Celebrations Start Now! Visit the All-New NVAR Realtor ® Hub Dues Renewal FAQ

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.