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REAL ESTATE NOW.®

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MAKING YOURSELF MEMORABLE From Parties, to Photos and Philanthropy, a Personal Touch Helps Build Loyal Clients

COMMERCIAL REAL ESTATE: NORTHERN VIRGINIA IS ‘DATA CENTER CENTRAL’ PAGE 12

JANUARY 1, 2017 CHANGES: SENTRILOCK® RULES & REGS, CITATION SYSTEM PAGE 42

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Boomers NVAR Cares Delay Initiatives Downsizing Help NOVA Homeowners 6

2017 Legislative Program Announced

DELIVERING VALUE TO CREATE LOYALTY NVAR’S 2016 ACCOMPLISHMENTS OFFER RETURN ON MEMBERSHIP INVESTMENT

NOV+DEC Volume 99, Issue 6 2016 Board of Directors Chairman of the Board: Virgil Frizzell Chair-Elect: Bob Adamson, CRS, GRI Immediate Past Chair: Mary Bayat, GRI Secretary/Treasurer: Lorraine Arora, ABR, GREEN, GRI, SRES DIRECTORS-AT-LARGE Brian Block, ABR, CRS, e-PRO, GRI, SRES Moon Choi, ABR, CDPE Tracy Comstock, ABR, ASP, BPOR, CIPS, e-PRO, GREEN, GRI, MRP, RSPS, SFR, SRES, SRS Genevieve Concannon Reggie Copeland Nicholas Lagos Gary Lange Craig Lilly Christina Macro, ABR, GRI, CRB, SRES Christine Richardson, CDPE, CRS, CSP, GRI Veronica Seva-Gonzalez, CIPS, GRI Derrick Swaak Publisher/CEO: Ryan Conrad, CAE, RCE, rconrad@nvar.com Editor-In-Chief: Jill Landsman, M.R.E., jlandsman@nvar.com Managing Editor: Ann Gutkin, agutkin@nvar.com Editorial Assistant: Steve Russell, srussell@nvar.com Advertising Sales: Arlene Braithwaite, arlenetbg@comcast.net Graphic Designer: Wanda Ng Fontana Photography: Ricky Webster Contributors: Jeannette Chapman, Frank Dillow, Shawn Hanna, Michele Lerner, Liz Milner, Nisha Thakker, Josh Veverka and Michelle Yam

Interested in advertising? Please call 410-772-0820 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 nonmembers 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 2016 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: Arlene Braithwaite | arlenetbg@comcast.net Join us on... facebook.com/nvar.realestate twitter.com@nvar LinkedIn Logo for Adobe Illustrator

NVAR

By Virgil Frizzell

Delivering value to create loyalty applies not only to Realtors® – as discussed in this issue’s cover article on page 26; delivering value also pertains to the work that NVAR undertakes to support you, your clients, the Northern Virginia community, and the broader Realtor® family. In this, my last column as your Chairman of the Board, I’d like to share a few of NVAR’s many 2016 accomplishments that demonstrate value delivered by your association:

• Instilled NVAR’s Strategic Plan into all aspects of association activities • Created collaborative partnerships with neighboring associations to advocate for Realtors® on a regional basis • Strengthened the philanthropic outreach of our NVAR Cares committee • Developed new programs and courses in support of the organization’s strategic goals • Produced an improved and expanded Annual Convention & Trade Show • Furthered our global reach by u Achieving the NAR Platinum Global Achievement Award u Creating the NVAR Global network u Representing NVAR and NAR internationally u Increasing the number of NVAR members who serve as NAR President’s Liaisons to other countries • Encouraged the progression of volunteer leaders and staff to higher levels of service within Realtor® and affiliated business organizations. These are just some of our 2016 highlights that demonstrate NVAR’s commitment to excellence. All of the achievements outlined, and many others, were developed to fine-tune an already successful association that you, our members, can rely on as an essential business resource. An association that you’ll return to often for programming, education, networking, leadership opportunities, and much more. One that you’ll recommend to your colleagues as a valued organization that will help all of you succeed. Thank you for being a part of NVAR. I appreciate the support that I received from many of you and from the NVAR staff over this past year and beyond. I am confident that Bob Adamson, our 2017 Chairman, will continue to work with you, the staff, and his leadership team to ‘Take NVAR Even Further!’ Please join me in wishing him the best of luck. Best wishes for the New Year!

Virgil Frizzell 2016 Chairman of the Board chairman@nvar.com

@NVARFFX Ads in RE+VIEW magazine do not necessarily carry the endorsement of NVAR.

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ceo column

NEW YEAR, NEW INITIATIVES: NVAR TO LAUNCH EXPANDED BENEFITS, INNOVATIVE EVENTS As my first full year as your CEO draws to a close, I am pleased to reflect on all that we have accomplished together – and to offer a glimpse of what we can anticipate in 2017. Perhaps the most visible sign of progress will be our new state-of-the-art website. Coming soon to a mobile device or desktop near you, the re-engineered nvar.com will enhance your online NVAR experience and provide improved access to your benefits and member services. Learn more about what to expect on page 36. As we continue to build and strengthen relationships within the

Northern Virginia region, we’re pleased to announce an enhancement to our partnership with the George Mason University Center for Regional Analysis. Beginning in 2017, we’ll be launching an exclusive real estate economic forecasting tool to provide you with data and trends that will position you, our NVAR Realtors®, as experts and leaders in the Northern Virginia marketplace. Watch nvar.com, your NVAR e-Newsletters and social media to learn more about this exciting development. In addition to a host of new courses and programs that you’ll hear more about in coming months, our 2017 advances will include: • Further development of our Tech Series, working with allied partners to showcase the latest real estate technology innovations

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A Consumer Housing Summit to promote the value of using a Realtor® • An extensive member survey research project by a professional firm to help NVAR better understand and tailor services to you • A 2017 Annual Convention & Trade Show that will exceed your expectations! I look forward to continuing our positive momentum in 2017. Please continue to share your feedback about how NVAR can help your business thrive. On behalf of the entire NVAR staff, best wishes for a happy, healthy holiday season and prosperous new year. Sincerely, Ryan Conrad, CAE, RCE, e-Pro NVAR Chief Executive Officer rconrad@nvar.com

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MAKING YOURSELF MEMORABLE PAGE

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6 Market Metrics: Boom or Bust? Delayed Downsizing Means Fewer Choices for Millennials

10 MRIS: Using Public Records & Tax Information for Your Listings

17 Build Your Brand – Tech Alley

Commercial Real Estate: Northern Virginia is “Data Center Central”

18 Politics & Pancakes: Chris Cillizza Delivers Pre-Election Commentary 32 Financing Contingency Deadlines: When Delay Spells Default

14 Generation: Realtor® – NVAR Annual Convention & Trade Show Successes, Mary Bayat Named Realtor® of the Year 22 NVAR Cares: 2016 Initiatives Demonstrate Commitment 35 Business on Tap at Third Brewery Event; 2016 Multi-Million Dollar Sales Club: Earn Recognition for Your Successes 37 NVAR Members, Staff Earn Omega Tau Rho Honors 46 Thank You to Our 2016 Advertisers

19 Silent Auction: Generous Donors, Eager Bidders Spell Success for NV/RPAC 20 2017 Legislative Program: What’s on the Agenda in Richmond? 36 The New NVAR.com Coming Your Way Soon! 39 Register Today for Jan. 25, 2017 Legislative Trip to Richmond 41 Early Bird Winner Kay Hollar 42 Ask NVAR: Changes to SentriLock® Rules & Regs, Citation System Take Effect Jan. 1, 2017

DEPARTMENTS 3 Chairman of the Board Column 4 CEO Column 34 NV/RPAC Investors

38 New Members; 2016 NVAR Partners 40 Class Schedules 44 Affiliated 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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market metrics

Boom or Bust?

DELAYED DOWNSIZING MEANS FEWER CHOICES FOR MILLENNIALS By Jeannette Chapman

As shown in Figure 1, these national trends are also shaping the NVAR market. In the NVAR region, 156,000 owners are 55 years old or older. In 2000, just 109,000 homeowners were. As a share of homeowners, this shift is even more drastic. In 2000, 49.1 percent of all owners were ages 55 and above. As of the most recent data, 58.3 percent of all owners are 55 years or older. Figure 1. Homeowners by Age of Householder, NVAR Region, 2000 and 2012-2014 (average)

IN THE PAST DECADE, about 5-6 percent of all owned homes in the NVAR region were sold each year. In 2000, the turnover was about 8 percent. The real estate cycle has played the largest role in this decrease, but demographics may be increasingly contributing to relatively low sales and inventory. A larger share of homeowners are at least 55 years old, and a larger share of homes have had the same owner for more than 20 years. As a result, the pool of potential homes that might be sold has shrunk, and may be suppressing turnover.

HOW ARE CURRENT HOMEOWNERS DIFFERENT THAN IN THE PAST? One of the largest generations that this nation has seen, the Baby Boomers, are now between 52 and 70 years old. The sheer size of this generation has resulted in a larger number of Boomer owners than in 2000, both nationally and in the NVAR region. In addition, advances in healthcare and technology have allowed more seniors to stay in their homes longer. The increased ability of seniors to age-in-place has played a role in the larger number and share of homeowners over 75 years old. Lastly, the relatively low homeownership rates of Millennials (those younger than 35 years old) and Generation Xers (those between 35 and 51 years old) have increased the significance of Baby Boomers and the Silent Generation (those over 70 years old) in the ownership market.

Source: 2000 Census (microdata), and 2012, 2013 and 2014 American Community Survey (microdata, average)

Similarly, a larger share of the housing stock has had the same owner for 20 years or more. Older households tend to move less frequently, a trend which has been reflected in the share of homes owned for longer periods. Currently, 14.6 percent of all housing stock in the NVAR region has been held by the same owner for more than 20 years, up from 11.4 percent in 2000. This includes units in multi-family buildings and units that are vacant or rented. The share of rental units has increased over time, as well, which makes this increased tenure of homeownership even more remarkable. In particular, single-family detached homes are far more likely to have the same owner for 20+ years when compared to 2000. The majority of single-family detached homes are owner-occupied, and only 13 percent are rented, vacant or used as a second home (Figure 2). Overall, 28.7 percent of single-family detached homes have had the same owner for at least 20 years. In 2000, this share was just 23.2 percent.

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market metrics Figure 2. Tenure and Time in Home, Single-Family Detached Homes, NVAR Region, 2000 and 2012-2014 (average)

Figure 3. Percent of Homes Owned Free & Clear by Age of Home Owner, NVAR Region, 2000 and 2012-2014 (average)

Source: 2000 Census (microdata), and 2012, 2013 and 2014 American Community Survey (microdata, average)

The largest difference is that fewer single-family detached homes have been owned for less than 10 years. Both demand and supply may have played a role in this change. While the loose credit leading up to the real estate boom may have allowed for more, newer owners, the trend has reversed and may now be limiting the pool of new owners. Other factors, such as student loan debt and a weak job market, have also been a hindrance for would-be owners. However, a smaller universe of single-family detached homes would have been available for new buyers during this time, because of the large number of owners who have stayed in their homes longer. This may have limited the variety of homes available. Ultimately, new buyers would be competing for a more limited selection of homes, with only the most financially stable being able to qualify. The share of homes owned free and clear also indicates that either the financial hurdles or the competition has been greater for younger (newer) owners. Overall, current owners are more likely to have paid off their mortgages than owners in 2000, but this difference has been driven entirely by owners under 65 years old (Figure 3). Younger owners are now more likely to have paid off their mortgages than in 2000. Conversely, owners ages 65 and older are less likely to have done so, and they may have refinanced when interest rates declined.

“While the loose credit leading up to the real estate boom may have allowed for more, newer owners, the trend has reversed and may now be limiting the pool of new owners.”

Source: 2000 Census (microdata), and 2012, 2013 and 2014 American Community Survey (microdata, average)

WHAT DOES THE FUTURE HOLD? Many homeowners 55 years and older are empty nesters with more bedrooms than they need (Figure 4). Some of these bedrooms may be reserved for their children’s or grandchildren’s visits or are used for other reasons. On the other end of the spectrum, few younger households have room to grow. Figure 4. Owned Homes by Householder Age and Number of Bedrooms, NVAR Region, 2012-2014 (average)

*a home with an extra bedroom has a bedroom for every member of the household, plus one. In households with a married couple, these homes may have two extra bedrooms. Source: 2012, 2013 and 2014 American Community Survey (microdata, average) Market Metrics continued on page 8

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market metrics continued from page 7

“Baby Boomers have not yet started to sell their homes in large numbers, and Generation Xers and Millennials may not be in a financial position to take their place.” The traditional cycling of homes would result in older households downsizing or leaving the region altogether, and younger generations trading up and taking their place. But Baby Boomers have not yet started to sell their homes in large numbers, and Generation Xers and Millennials may not be in a financial position to take their place. The Recession and the housing bust may have prevented Baby Boomers from selling without taking a financial hit. Now that home values have largely recovered and wage growth has returned, will there be a higher turnover rate in the region? Or are more Baby Boomers planning on working longer and staying put for another decade? Aside from the plans of the Baby Boomers, will Generation Xers and Millennials have the savings and financial stability to buy, and buy larger homes? So far, there is no hard data to answer these questions.

CONCLUSION More than 88,000 homes in the NVAR region have not been on the market in over 20 years. Nearly all of these homes are owned by those who are at least 55 years old, and the majority of all homes are currently owned by someone at or nearing retirement age. In the short-term, this has reduced the universe of homes that are and have been for sale. In the long-term, these homes may come onto the market over a relatively short timeframe, causing a demographically-driving “boom” of sorts. The new owners of these homes will likely be younger, which may shift the homeowner demographics back to the 2000 age distribution. The homes that will be vacated can also accommodate more people than are currently living in them, which could support additional population growth for the region.

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Jeannette Chapman is a research associate at the George Mason University Center for Regional Analysis.

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mris MLS DATA SOURCES

Using Public Records & Tax Information for Your Listings By Michelle Yam

MRIS RECEIVES, collects and processes the following types of public record information from local tax jurisdictions: • Core/Tax Information: Information about the property, owners and taxes. • Assessments: Current year assessment values plus information about the property, owners, and tax information as available. • Preliminary assessments: Assessments subject to hearings and appeals. • Final assessments: Hearings and appeals and land books have been closed. • CAMA: “Computer Assisted Mass Appraisal” – information about the structure on the property. Many jurisdictions provide this information annually. Some jurisdictions do not make it available at all. • Deed: Sales or other transfers.

HOW OFTEN ARE TAX RECORDS UPDATED BY MRIS? The frequency of tax record updates is based on when MRIS receives the information from various tax jurisdictions. For more information on public record information, including the last update, tax rates, zoning codes and jurisdiction update information, go to www.mris.com/mris-customers/public-records. The Public Records Data Status section includes the total number of Public Records online for that jurisdiction. The Last Core Load column provides the date of the last full upload of public records data for that jurisdiction. The Last Transfer Date displays the last upload of deed transfers that MRIS processed.

WHAT IF THE INFORMATION IS INCORRECT ON THE PUBLIC RECORD? Tax jurisdiction public record websites can be searched to determine if the information is correct. If the information is incorrect on the county or local taxing jurisdiction, the owner

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mris of the property must contact the county and have the correction made at the county level and documented. Once the MRIS Public Records Department receives documentation of the corrected information, MRIS can update the system. If the county has a real property search website, and the information is correct on the website, MRIS can use this information to update the record.

• If using a subdivision in the search criteria, use the legal, not the advertised subdivision name. • If the owner is a trust, estate or a partnership, enter the name in the Company Name field and use the wild card feature, which is the asterisk (*).

HOW TO ALERT MRIS TO AN INCORRECT PUBLIC RECORD

The MRIS Compliance Department audits for correct Tax ID Numbers. When adding a listing into MRIS, an automatic auditing tool checks the listing for the correct Tax ID number. MRIS recommends using the auto-fill feature in Keystone when adding a listing to avoid getting a Compliance Notice. If the Tax ID number is added directly, it must match the Tax ID number exactly as it appears in the MRIS public records. A typo such as an additional space or a missing dash will prevent the information from auto-filling the tax information. If there is no Tax ID number or the Tax ID number does not match the property, the system will automatically send out a courtesy Compliance Notice. Realtors® have 72 hours including weekends and holidays to update the listing. For assistance updating a listing, please contact the MRIS Support Center at 1.888.838.8200 or email helpdesk@mris.net.

The best way to contact MRIS about an incorrect Public Record is to email PublicRecords@mris.net. The following information should be included: Name, MRIS Customer ID, email address or phone. A description of the specific nature of the issue and the county name, Tax ID number, owner’s name and property address must also be included, as well as available documentation. The property owner should not contact MRIS directly.

TIPS FOR SEARCHING FOR A TAX RECORD USING THE TAX SEARCH FEATURE IN KEYSTONE • Do not enter Street Type • When searching for a condo, omit the unit number, and use the owner’s last name instead. The unit number in the tax record may refer to the legal tax number and not the number on the door.

HOW DOES MRIS CHECK TAX ID NUMBERS?

Michelle Yam is the MRIS compliance department manager.

Commercial Real Estate continued on page 12

commercial real estate NORTHERN VIRGINIA: DATA CENTER CENTRAL

What Area Realtors Should Know About Current, Future ‘Cyber’ Development ®

By Frank Dillow

WITH ALL THE TALK OF TECHNOLOGY transforming the Northern Virginia economy, it nearly went unnoticed last year when Northern Virginia surpassed the New York region and Silicon Valley as the largest data center market in the United States. In its 2015 report, “The Economic and Fiscal Contribution that Data Centers Make to Virginia,” the Northern Virginia Technology Council concludes that this makes the area a key player in the world’s technology economy. Northern Virginia is currently home to more than 30 percent of the world’s data centers, with major clients including the federal government, Verizon, AT&T, Microsoft, Google, Bank of America and Capital One, says Buddy Rizer, executive director of Loudoun County’s Department of Economic Development. The evolution of Northern Virginia’s dominance in data centers traces back to 1969….the prehistory of today’s technology… when the federal government began experiments in wide-area fiber optic networking. That research ultimately led to Northern Virginia becoming a key intersection for communications systems and a hub in the national fiber network serving government and private enterprise. With the advent of the internet, Northern Virginia’s existence as a communication hub also led to its emergence as a key internet access point. An internet hub known as the Metropolitan Area Exchange East, located in Ashburn, is now the busiest hub in the world, with more than 70 percent of the 12

world’s internet traffic flowing through it every day, according to Rizer. Data centers quickly followed, Rizer said. What began as storage centers for racks of servers and networking equipment has evolved into massive buildings housing advanced computing equipment to provide full scale interconnectivity. The sophisticated technology must be maintained in a highly secure environment and requires enormous amounts of electricity to maintain an air conditioned environment for the heat producing equipment. The emergence of cloud computing and other new technologies have driven increased demand for data centers and affected the commercial real estate market throughout Northern Virginia. Ashburn, and the area north of Dulles Airport, has emerged as “Data Center Alley,” the largest concentration of data centers in the world. According to Rizer, Loudoun County is now home to more than 70 data centers housing more than 3,000 technology companies. At press time, vacancy rates hover near zero. Developers can’t build data centers fast enough. “Construction is demand driven, not speculative,” Rizer noted. ”We see no end to the demand for the next five years,” he predicted. “By then, the county will be built out.” With interest in developing stand-alone suburban office parks dwindling in recent years, data center developers are increasingly seeking expansion into areas such as the AOL campus in Loudoun County, previously designed for office development. A question for developers, as well as county zoning authorities, is whether a “data center” falls under the definition of an “office” as used in the county zoning ordinances. Loudoun County has adopted a special zoning for data centers, to ensure that the new construction will be more closely aligned with the county’s vision, Rizer explained. While their unique need for security, tremendous amounts of reliable electricity, and access to telecommunications infrastructure pose a location challenge, the economic impact on communities, such as Ashburn, make data centers attractive targets for economic development. “Data centers currently add more than $120 million in annual local tax revenues,” Rizer pointed out.

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commercial real estate

“Realtors® seeking to target their residential or commercial business plans to anticipate high growth markets with affluent demographics would do well to track current data center development and planned expansions as demand continues to grow.” Fueling the area’s continued growth in the data center market are these key factors: • the availability of low-cost, reliable electric service • high quality telecommunications infrastructure • relatively cheap land prices • availability of skilled and ready workers • Virginia’s favorable tax and business climate • low risk from catastrophic natural disasters • Virginia’s strategic mid-Atlantic location, which gives businesses located in this area access to the nation’s capital, as well as being one day’s drive away from 40 percent of the U.S. population. Broader deployment of fiber optic networks and other infrastructure has encouraged facilities to spread across other parts of Northern Virginia, into the Richmond area, and even to such rural areas as Fauquier County. Beyond increased local tax revenues, another positive economic benefit has been its multiplier effect on job growth in the technology sector, according to the Virginia Economic Development Partnership. ”One of the county’s top priorities is developing a diverse local economy, targeting other technology firms that are attracted to the area because of the data centers,” Rizer explained. Loudoun County is currently ranked third in the nation in new job growth, he added. Realtors® seeking to target their residential or commercial business plans to anticipated high growth markets with affluent demographics would do well to track current data center development and planned expansions as demand continues to grow. Frank Dillow is a past chair of NVAR’s Realtor ® Commercial Council and is a vice president in Long & Foster‘s Commercial Division. He can be reached at francis.dillow@longandfoster.com.

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generation: realtor

GENERATION: REALTOR®

Annual Convention & Trade Show Record Crowd, Accolades The Business of Giving KEYNOTE SPEAKER MICHAEL J. MAHER EXPLAINS HOW GENEROSITY BUILDS BUSINESS

Opening keynote speaker Michael J. Maher shares his formula for success.

“I’M NOT HERE TO CHANGE YOUR MIND,” NVAR Opening Convention Keynote Speaker Michael J. Maher said on Oct. 11, “I’m here to make you look at things slightly differently.” Maher, whose best-selling book, The Seven Levels of Communication: Go from Relationships to Referrals, earned him the title of “The King of Referral Building,” is intent on changing the way Realtors® do business. To prosper, he said, Realtors® must change their mindset about how success happens. Maher asked his audience to consider how they wanted to be remembered and what they wanted written on their tombstones. To be truly successful, he said, you need to align what is written in your business plan with what you want written on your tombstone. Maher said that his formula for success is Generosity+ Appreciation=Prosperity. 14

“It is a kinder, gentler, yet more productive system,” because a business based on generosity leads to reciprocity. Practicing these principles will make you more attractive to people and they’ll want to reciprocate your kindness in the form of referrals, help and goodwill. Noting that 80 percent of Realtors® are out of business within four years, Maher described how the present method of selling causes burn-out.

THE DEATH OF A SALES TECHNIQUE In the traditional sales technique, the Realtor® chases clients, Maher said. This triggers a “fight or flight” response in the client, who does what any hunted animal would do—either avoid the Realtor® or engage in a passive-aggressive struggle for dominance.

Mary Bayat Named 2016 Realtor® of the Year

NVAR Chairman of the Board Virgil Frizzell presents the 2016 Realtor ® of the Year award to Immediate Past Chair Mary Bayat during the Oct. 11 opening session Annual Meeting.

Social Media Steve Creates #GenRealtor Buzz

THE SOLUTION “Quit chasing and focus on attracting,” Maher said. A Realtor® who puts energy into generosity attracts people because they are seen as an ally rather than a nuisance, he explained. Proactive generosity leads to a cycle of reciprocity and more referrals. The beauty of the referral cycle, he noted, is that it’s self-perpetuating. Liz Milner is a freelance writer in the Washington, DC metro area.

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NVAR Editorial and Social Media Specialist Steve Russell plays hide and seek, encouraging attendees to find him, snap a selfie and post online for a chance to win a prize. RE+VIEW http://go.nvar.com/1606

generation: realtor®

Sign It: Closing Keynote Speaker Sabrina Soto posed for photos and signed copies of her book, Home Design: A Layer-by-Layer Approach to Turning Your Ideas into the Home of Your Dreams, following the Convention’s closing session.

Generations: Moderated by Larry Anderson of Fairfax Realty (far right), panelists (l-r) Coral Gundlach of Century 21/Redwood, Lisa Dubois of RE/MAX by Invitation, and Harrison Beacher of Keller Williams, revealed strategies to bridge the divide among generational groups. Sabrina: NVAR CEO Ryan Conrad (l) hosts an informal interview during the closing session with special guest Sabrina Soto of HGTV fame.

Mixer: Hundreds of Realtors® and exhibitors stayed until the ‘closing bell,’ enjoying beer, wine, appetizers and prize drawings during the Lead Generation Mixer.

Networking: On the trade show floor, NVAR CEO Ryan Conrad (pictured at right) visits exhibitor booths and meets with conventiongoers in between sessions.

2017 Board of Directors: The newly-elected and appointed 2017 Board of Directors joined returning board members on stage during the Annual Meeting. Pictured here (l – r): 2016 Chairman Virgil Frizzell, Chairman Bob Adamson, Chair Elect Lorraine Arora, Secretary Treasurer Christine Richardson, Brian Block, Reggie Copeland, Derrick Swaak, Gary Lange, Christina Macro, Tracy Comstock, Craig Lilly, Peter Nguyen, Marc Pina, Genevieve Concannon, Ann Yanagihara and Nicholas Lagos. Generation: Realtor® continued on page 17

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generation: realtor®

continued from page 15

Modern Brand Building Takes Strategy CREATING YOUR ROAD TO RECOGNITION By Liz Milner

BRANDING IS CRITICAL to businesses survival, but the internet has transformed selling and a Realtor’s® branding needs to reflect this. Seth Price, vice president of marketing at Placester, says that in this new universe, a negative review can sink a brand instantly. To survive, Realtors® must proactively control spin and enhance trust. This is tricky, Price says, because “individuals have 500 percent more reach on social media than a brand does. Eighty to 90 percent of the consumer’s journey now happens online; they want to connect with people, not brand names.” In this plugged-in world where the lines of communication are more tangled than spaghetti, how do Realtors® get the consumer’s attention?

“We do not need more leads; we need better ways to stay in touch,” Price says. It’s critical to be authentically engaged with the client. Modern branding is about creating values and signals of trust all along the consumer journey. Today’s consumers don’t trust things without reviews, Price says, and it’s not just buyers. Sellers check reviews. They want proof that a Realtor® has successfully brought deals to closing. Price suggests getting a review from Zillow. Write “client provides review” into transactions, he says. A good website is a Realtor’s® best advocate. It needs to advocate 24-7, speak well and show subject matter expertise. It pays to connect on social media, Price adds. To save time, he encourages

Seth Price, vice president of marketing at Placester, says that making the connection with clients is a challenge because there is so much competition for the consumer’s attention. Online, people are “crazy for cuteness, trolling for train wrecks.”

avoiding extra tools. Ask yourself who your audience is and where they spend their time on social media. “Video is priceless,” Price says, because it conveys emotion. Videos should highlight experience and portray a nice, helpful, fun and trustworthy image. Before the Internet, Price says, the mantra was “always be closing;” now it’s “always be helping … always connect.”

A Stroll Along Tech Ally To Learn To Work Smarter to-life 3-D model of the home interior that embeds directly into the virtual tour. The company also offers print marketing and video production services. http://homevisit.com

Convention visitors participated in live demos from Tech Alley exhibitors. Dave O’Brien of HomeVisit explains how 3-D photography is used to market listings.

PARTICIPANTS GOT TO “TEST DRIVE” these new technologies at NVAR’s first Convention-day Tech Alley. Alarm.com – This “Smarter” Home Security and management app presently integrates with computers, mobile phones and tablets. Soon a unit that interfaces with most vehicle connectivity systems will be available. www.alarm.com Home Visit – This product puts buyers inside an agent’s listing by creating a truehttp://go.nvar.com/1606 RE+VIEW

Instanet Solutions – This NVAR member benefit offers a suite of six fully integrated transaction management products, including broker tools. www.instanetsolutions.com Listhub – Based on a careful study of what people search, these tools were developed to help users create a complete online marketing campaign for a local, national or international audience. www.listhub.com MRIS – A new website makes it easier for Realtors® to quickly access the tools they need. The site debuts a new listing analytics tool. New.MRIS.com NVAR Tech Helpline – This no-cost member benefit provides support for hardware, software, networking and mobile NOV+ DEC 2016

devices by people who are experts on real estate applications. go.nvar.com/TechHelp Realtor.com – This platform has made it easier for Realtors® to showcase their brand with profile enhancements for teams and professionals at every stage of their career. www.realtor.com/agentprofile Realtors® Property Resource (RPR) – This NAR member benefit provides a nationwide property database and research tool. www.narrpr.com Showingtime – In this scheduling app, users create charts and reports that are tailored to the client. It incorporates a CRM system that automates marketing and lead coordination. www.showingtime.com Smartzip – This platform provides “big” data, predictive analytics and automated marketing. It identifies homeowners who are most likely to sell. www.smartzip.com 17

politics & pancakes

No Matter Their Politics, Realtors Have Fun, Plus Frank Discussion, at the Breakfast Table ®

A SOLD-OUT CROWD of NVAR members joined 34 local, state and federal elected officials on October 11 to network, discuss the latest issues, and hear political analysis and predictions at the 2016 Politics & Pancakes Breakfast, an always-popular event at the NVAR Annual Convention & Trade Show. Headlining the event, Chris Cillizza, writer of the daily political weblog The Fix as well as other political articles for the Washington Post, treated guests to a lively, entertaining and informative overview of the 2016 presidential and congressional elections.

More than 80 Realtors ® and 40 elected officials and guests filled the pre-convention breakfast to hear the latest about the presidential election, among other topics, from speaker Chris Cillizza of the Washington Post.

NVAR members Matt Kahn (left) and Susan Mekenney speak with Delegate Dave Albo (R) before the 2016 Politics & Pancakes Breakfast.

Chris Cillizza, blogger and reporter for the Washington Post, provides breakfast attendees with a witty analysis of the 2016 presidential and congressional elections and the related back stories. He is a long-time political reporter.

NVAR Public Policy Committee Chair Pam McCoach (left) catches up with Delegate Charniele Herring (D; center) and Delegate Vivian Watts (D).

Alexandria City Council Member John Taylor Chapman (D; center) shares a light-hearted moment over breakfast with VAR staff representative Martin Johnson.

Supervisor Pat Herrity (R; center) joins NVAR Members (left-right) Thai-Hung Nguyen, Tracy Comstock and Charilyn Cowan for breakfast.

Congressman Gerry Connolly (D) adds his thoughts on Chris Cillizza’s analysis. The Congressman was one of many elected officials on hand to meet with NVAR members at the event.

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silent auction

NV/RPAC Silent Auction Success

GENEROUS DONORS, BIDDERS SEND LOUD, CLEAR MESSAGE OF SUPPORT

Thank You to Our Generous Donors

THANKS TO THE HARD WORK of NV/RPAC Campaign Chair Christine Richardson and her team of volunteers, the 2016 NV/RPAC Silent Auction at the NVAR Convention was a tremendous success. This year’s auction was NVAR’s largest and most effective Convention fundraiser, featuring 45 items. A special thank you to the generous donors listed below who provided the terrific auction items that raised over $12,800 for NV/RPAC!

Bob Adamson, McEnearney Associates Body~n~Balance Brad Carter, Weichert Financial BTW Images Christine Richardson, Weichert, Realtors ® Genevieve Concannon, Advon Real Estate GreenSpur HSA Home Warranty Services Jill Parker Landsman Family John F. Slye, Area Manager, Fidelity Bank Mortgage Katchmark Construction, Inc. Kruper Flooring & Design Mandala Healing Arts and Mark Ackermann, Regional Vice President, Weichert, Realtors ® MBH Settlement Group

The 2016 NV/RPAC Silent Auction featured 45 items donated by NVAR members, affiliates and various local businesses.

Mona Guynn, Prosperity Home Mortgage LLC MRIS Quantum Title Robert Gonzalez, RG Quality Moving RPM Home Inspect, LLC Salon Prive Shawn Barsness, Legacy Home Loans Staged by Design® – Leigh Newport Sun & Moon Yoga Studios Sweet Annaline’s Bakery Terry Barlow LLC The Settlement Group, Inc. Victoria Kiser, Eagle Home Mortgage

A member bids on one of the numerous gift cards available at this year’s auction. The fundraiser also featured gift baskets, trips and experiences, jewelry, game and event tickets and much more. http://go.nvar.com/1606 RE+VIEW

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Vienna Complementary Medicine Vince Tricarico (NMLS# 187237); First Savings Mortgage Corp (#38694) Zinta & Rob, RE/MAX Gateway 19

legislative program

2017 Legislative Program Set FOCUS ON FAIR HOUSING, FINANCE, PROFESSIONALISM By Josh Veverka

EVERY YEAR, NVAR compiles legislative and regulatory policy goals for the following year. The legislative program is developed based on feedback and recommendations from NVAR members. The process begins in March, when NVAR committees and forums, as well as the membership at-large, are asked to submit issues to the NVAR Public Policy Committee for consideration. Following approval by the NVAR Board of Directors, NVAR forwards the program to the Virginia Association of Realtors® for consideration in the statewide list of legislative priorities. The 2017 NVAR legislative program includes some simple language amendments to clarify laws, as well as several major policy changes. The full legislative program may be found at go.NVAR.com/ Advocacy. • CONDO ACT RIGHT OF CANCELLATION – NVAR will seek legislation to mirror the Condominium Act with the Property Owners’ Association Act with respect to the right of cancellation of the contract if the purchaser has not been notified that the resale certificate is unavailable and the resale certificate is not delivered to the purchaser. • VIRGINIA RESIDENTIAL PROPERTY DISCLOSURE ELECTRONIC DELIVERY – NVAR will seek legislation to clarify the residential property disclosure statement to allow the disclosure to

be delivered electronically — which is already a common practice. • FAIR HOUSING – It is the position of NVAR – and the NAR Code of Ethics—that all consumers should be treated equally in their housing transactions. NVAR will support legislation under the Fair Housing law to prohibit discrimination in housing transactions on the basis of sexual orientation and gender identity. • STUDENT LOAN DEBT REFINANCING – NVAR will support legislation to develop creative solutions, including the authority to refinance student loan debt, to mitigate the impact of rising student debt on homebuyers and to protect the dream of homeownership for all Americans.

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• INDUSTRY COMPETENCY/ PROFESSIONALISM and REAL ESTATE TEAMS – NVAR supports legislation to enhance the knowledge and professionalism of Virginia’s real estate licensees. To this end, Realtor® members from six associations throughout northern and central Virginia have met and proposed legislation to define real estate teams and their responsibilities; to look at the educational requirements for those brokers who supervise teams; and to consider strengthening the licensing and education requirements of licensees. NVAR and these associations will work with VAR during 2017 to research best practices to enhance and maintain the professionalism of the industry. Josh Veverka is the NVAR government affairs director.

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nvar cares OUTREACH IS IN AT NVAR

NVAR Cares Committee Gives Our Share To Show that We Care MUHAMMED ALI ONCE SAID, “The Service you do for others is the rent you pay for your room here on Earth.” It is no coincidence that the mission of the NVAR Cares Committee is to help our association give back to our community. By so doing, NVAR members pay some of that “rent” through donations, sweat and good deeds for those in need. This year, the NVAR Cares committee donated to more charities and worthy causes than ever before. Please see the recipients below, as of press time. For more information about upcoming NVAR Cares events, email jlandsman@ nvar.com. What a Site! The NVAR Build Day at a Habitat for Humanity of Northern Virginia Alexandria lot on June 1, 2016 brought out the sweat and brawn of members and staff. From nailing down floor slats, to sawing, painting, landscaping and more, volunteers rolled up their sleeves to help two Habitat families. The group included Ryan Conrad, Brian Block, Ava Nguyen, Sita Kapur, Kayla Alexander, Stephen Bilowus, Brooke Schara, Heidi Burkhardt, Kathy Dipp, Bic Dicaro, Pattie Mancini, Casey Menish, Mari Negron, Rosemarie Johnson, Will Wiard, Lieu Nguyen, Brenda Heffernan, Debe Glakas, Paige Audet, Vika Mitchell, Susan Mekenney, and Jill Parker Landsman.

A Hands Up For A New Home At the Habitat for Humanity of Northern Virginia Build & Believe Breakfast fundraiser on Oct. 6, Mohamed Omar (left) expressed his gratitude to the audience for his family’s new home. Standing with him are [l to r] Susan Mekenney, NVAR Cares Commmitte Chairman, Lorraine Arora, NVAR Secretary Treasurer, Will Wiard, NVAR Cares Committee member, Bob Adamson, NVAR Chair Elect, three Habitat for Humanity volunteers, and Jill Parker Landsman, NVAR Vice President, Communications. Learn more at habitatnova.org. 22

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memorable

Making Yourself Memorable From Parties, to Photos and Philanthropy, a Personal Touch Helps Build Loyal Clients

Most successful Realtors® pride themselves on having built a referral business in which their clients come to them based on their past experiences or on the recommendation of a trusted friend. Creating a pipeline of customers requires stellar service, a solid professional reputation for responsiveness and the ability to keep your name and your business on the tip of people’s tongues. According to the 2015 National Association of Realtors® Profile of Home Buyers and Sellers, 72 percent of buyers and 67 percent of sellers would work with the same agent in a future transaction. Since that next transaction could be five to 10 years from now, it’s up to you to make

By Michele Lerner

sure these customers remember you. NOV+ DEC 2016

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memorable “Often when I ask new sellers why they chose me instead of their previous agent, they’ll tell me that they never heard from that agent after their closing,” says Morgan Knull, an associate broker with Re/Max Gateway in Washington, D.C. If you did the job right, your clients should be grateful and remember you, says Brett West, a Realtor® with McEnearney Associates in Washington, D.C. “It’s an important part of our job to make it easy for them to remember your name and your service,” says West. “You need to stay in front of them during the year.” While there are a variety of methods that Realtors® can use to remind their sphere of influence of their existence, West says what works best for most agents is something that reflects their own interests and strengths. For some agents that means writing a personal newsletter; for others, it’s entertaining a crowd; while others prefer personal visits or community activities.

PERSONAL TOUCHES Maggie Britvic, a Realtor® with Century 21 New Millennium in Alexandria, says she’s available every day to help her past and present clients in any way, which has made her memorable to them. “I do property management as well as sell real estate, so all my clients know that I’m the person to call if they need a handyman or someone to replace the glass in a window,” says Britvic. Britvic also visits clients in their homes, including renters she has helped who may want to buy in the future. Closing gifts can be particularly memorable if they reflect an understanding of something the buyers want or need for their new home, says Ken Trotter, a Realtor® with Coldwell

Banker Residential Brokerage in Arlington. Otherwise, he’ll opt for champagne or a house plant. Susan Mekenney, an associate broker with RE/MAX Executives in Springfield, has a client with a cookie business, so she helped that client and promoted a listing by delivering cookies decorated with the listed property’s address and other designs to brokerages. “These cookies make a great impression on people, so I plan to use them again for a homebuyer anniversary or when someone has a new baby,” says Mekenney. She also takes photos of her buyers in front of the “Sold” sign at their new home and makes them a card with the photo. She includes her logo on the back of the card. “My name is on the sign in the photo, so they always see it,” says Mekenney. “Sometimes I’ll come back to their home years later to list it and that photo is still on display.” Tom Pietsch and Cindy Schneider of Tom & Cindy and Associates at Long & Foster Real Estate in Alexandria offer the free use of a moving truck with their name and logo on the outside to clients. “We just ask for their driver’s license and insurance card and have them bring it back full of gas,” says Pietsch. West loves to be involved with his community, so he sponsors a local farmer’s market. “We’re out there every week and it’s become a great community meeting place, where we can meet neighbors we might otherwise not know,” he says. West also tries to provide resources for his neighbors and clients. “One of my past clients’ air conditioning broke down, and we had a couple of extra window units, so I brought them over to them to use while they were waiting on a contractor,” he says.

ENTERTAINING CLIENTS Client parties are a popular way to reach a crowd of past and potential clients, but each Realtor® has a different twist on those events. Knull has two or three gatherings per year as a thank you to his clients, and he also asks them to bring friends and coworkers so he can meet new people. “I try to find a unique angle or a place that will bring in more people,” says Knull. “Recently, I had a party at a distillery in Ivy City because people are interested in seeing a newly gentrified neighborhood that they probably haven’t been to yet.” Other parties have been held at Arlington House at Arlington National Cemetery at sunset and at the Trump Hotel at the Old Post Office building, where he brought in a speaker to talk about repurposing historic buildings. At one event, Knull had a professional photographer take photos with an iPad and instantly email them to guests with his logo on the bottom so that his name would appear when they posted the photos on social media. Trotter loves to entertain in his home, which can accommodate 75 to 100 guests. “My home is a reflection of myself, so I want to make my clients feel welcome and feel that they know me,” says Trotter. “Last fall, I brought in a professional photographer to take a photo of each guest as well as group shots. After the party, I sent each guest the photo electronically and as a print version so they could use them for their holiday cards.” Until recently, West also held parties at his home for all former, current and prospective clients as well as people who refer business to him such as lenders and title company agents. “This year I held the event at our new 14th Street office during the Olympics’ opening ceremony so people could watch together,” says West. Trotter occasionally hosts housewarming parties for his buyers, Memorable continued on page 28

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memorable continued from page 27

“While a referral for a new seller or a request for a listing presentation from a past client means you haven’t been forgotten, you may still be competing against other agents.” and community news about restaurants and events. “We try to touch base with everyone once per quarter with interesting articles, and we send our market snapshot every month so people can check out their property value like they check out their bank statement,” says Pietsch. Knull keeps a database with the names of every buyer he works with and the date of their closing so he can send a “Happy Homebuying Anniversary” card along with a Starbuck’s card branded with his logo. “I use the date as an opportunity to check their address and find out if they still live there, have rented it out or even listed it with another agent,” says Knull. Knull buys each of his past clients a subscription to a magazine branded with his logo on the customized label, currently HGTV magazine. “It only costs $18 a year and then when it automatically renews each year that’s an opportunity to run the address through the MRIS again to check on them,” says Knull.

Like many Realtors®, Trotter sends out “Just Listed” and “Just Sold” cards to his mailing list. “I like to do that so when I see them in person we don’t need to talk about real estate unless they want to,” says Trotter. Knull also sends an occasional newsletter, typically linking to an unusual or quirky item of interest that he thinks his clients will enjoy, such as a New York Times article about things that people leave behind when they move. West loves to write, so he sends a personally-written monthly newsletter to all his clients. “I send out market data every month or two, especially with information about current market values so clients can approach a lender to refinance if they want to,” says West.

• Send an acknowledgement of your client’s birthday or homebuying anniversary.

• Keep in touch monthly or quarterly with something of value such as a neighborhood market report or even an unusual news item.

• Send a magazine subscription branded with your logo so they see your name every time it arrives. (https://www. magazineclosinggift.com/)

• Send cards to clients with their photos.

• Bring a personal gift to the closing for your buyers.

bringing food and drinks to their new home. Mekenney holds client appreciation events in family-friendly locations such as Cox Farm or Lake Accotink, where she pays for everyone to enjoy all the park’s activities and provides candy and other treats. “I have a photographer take photos which I then make into cards and mail out to everyone with a positive message about my gratitude for their business,” she says. Mekenney invites her affiliates such as lenders and title company representatives to her parties so she can thank them, too. “I’ve started to incorporate donations to a charity as part of my events,” says Mekenney. “At our spring Easter Egg Hunt we assembled baskets for the women at Bethany House, who are victims of domestic abuse.”

SIMPLE WAYS TO STAY IN TOUCH Pietsch and Schneider send out a digital newsletter to their clients with a mix of information about current listings

GETTING THE LISTING While a referral for a new seller or a request for a listing presentation from a past client means you haven’t been forgotten, you may still be competing against other agents. Successful Realtors® use different methods to

TIPS TO BE MEMORABLE • Host a memorable party for friends and clients.

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memorable convince homeowners that they are the right agent to sell their property, often adjusting their technique to address the concerns and personalities of the sellers. “We read people as best we can as soon as we arrive at a listing presentation,” says Schneider. “It’s like a jazz performance because we have to improvise as to who talks first or talks more. Sometimes, we just have to figure out whether sellers have more in common with me or with Tom.” Both Schneider and Pietsch have researched the pricing and prepared materials to share with sellers that showcase their market knowledge and marketing ability. “Both of us know how to convert real estate jargon into language that’s understandable to homeowners,” says Schneider. Britvic says she tries to relieve as much stress as possible for potential sellers. “I’ll do a tour of their home and make notes of what they need to tweak, but then I also tell them not to worry about any of it because I have people who can do the work within days,” says Britvic. “If they want, they can just give me the key and I’ll take care of everything.” West prepares a calendar of events to explain what needs to be done to the property, how it will be appropriately staged, when the photographer will come and how much notice they’ll get before showings. “I list a lot of older homes, and I like to study them before I go to the listing

appointment so I can understand what makes the home interesting and how we can accentuate that when marketing the property,” says Trotter. “When I’m there, I listen to the sellers carefully to find out what they love most.” If he’s competing against other agents, Trotter drops off some wine or cookies to the homeowners with a thank you note for their time. “I have brownies delivered before a listing presentation with a note that says ‘I’m looking forward to seeing you’ or, if there’s not enough time, I’ll send them with a thank you note after the presentation,” says Mekenney. What you do is far less important than being consistent, says Schneider,

because people will remember the person who always gives them a pie at Thanksgiving or updates them on their home value at regular intervals. Choosing a Realtor® is a personal decision. Agents who find creative ways to pique and hold a client’s interest have a better chance of maintaining long-term loyalty. Realtors® who develop a system that reflects their own interests and provides them with a reason to get in touch with their clients regularly are a step ahead when it comes to earning repeat and referral business.

• Be prepared with knowledge about the house and the neighborhood.

• Let the sellers know you have contractors who can prep the house for listing.

• Explain how you will manage the listing, including a timeline of activities.

• Answer as many questions as you can at the presentation and explain the process.

• Listen carefully to determine what concerns the homeowners most.

• Get in touch before or after the listing appointment with a thank you note and perhaps a small gift of food or wine.

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.

LISTING PRESENTATION TIPS

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financing

When Delay Spells Default

UNDERSTANDING THE NEW FINANCING CONTINGENCY DEADLINES This chart illustrates the new process under the financing contingencies in our standard forms, which became effective July 1, 2016. Sarah Louppe Petcher, NVAR general counsel, shared this chart, together with other standard forms updates, at a recent meeting of the Real Estate Finance & Settlement Forum.

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nv/rpac

2016 NV/RPAC Investors List (October 1, 2016)

PLATINUM R ($10,000)

STERLING R ($1,000+)

NVAR

Access National Corporation* Lorraine Arora Julia Avent Mary Bayat William Buck Pat Buck David CharronP Commission Express Genevieve Concannon Ryan ConradP Heather Embry Virgil Frizzell Delk Hamaker Margaret Handley David Howell Rosemarie Johnson

GOLDEN R ($5,000+) Thomas StevensP HOF

CRYSTAL R ($2,500+) Robert Adamson* Candice BowerP Moon Choi Tracy Comstock Mary Beth Coya Nick Lagos* Craig Lilly* Susan Mekenney

Sherry Rahnama* Christine Richardson* Patricia Szego P Theo Theologis William Wiard IV* Jon Wolford

Sita Kapur Karen Kidwell Katharine Kratovil* Sarah Kwon* Gary Lange Scott MacDonald Christina Macro Ali Mansouri* Tom Meyer Thai-Hung Nguyen Boofie O’Gorman Anne Rector* Zinta Rodgers-Rickert Fetneh Schacht Veronica Seva-Gonzalez* Tanya Tyburski Susie Branco Zinn

GOVERNOR’S CLUB ($500+) Bic DeCaro Angie Delboy Lisa Dubois Headley Pat Kline

Natalie McArtor Sarah Santa Ana Audrey Shay

CAPITOL INSIDER ($250+) Gay Ashley Tom Bellanca Russell Boyle Chrissy Burton Marilyn Cantrell Frank Donnelly Jim Foster David Gillis Ellen Heather Brenda Heffernan Doris Houston Kevin Lee

Kimberly McClary Pam McCoach James McGrath Maxine McLeod Miller Cinnamon Pham Mario Rubio Jake Sullivan Derrick Swaak Babak Taghavi Susan Tullington Ann Yanagihara

$99 CLUB ($99+) Fana Abraha Elizabeth Adams Rafael Aguilera Matthew Ahn Azmi Al-Kurd Larry Anderson Are Andresen Mary Anthony Paige Audet Sujata Avasthi Carlo Baietti Stella Barbour Cathy Baumbusch Barbara Bechtle Ann Beck Gregory Beeker Howard Beiles David Billups Christine Blackwell Linda Blakemore Brian Block Phil Bolin Christopher Boris Jessie Braudaway Joan Bready Michael Briggs Stanley Brock Jr Karrina Brown Mary Ann Burstein Dianna Campagna Erick Campos

Sasala Challa Elaine Chamberlain Jan Chang Siu Cheung Mingyan Cheung Chan Choi Louis Cironi Candyce Clanton Darla Colletti Georgiana Copelotti Lindsey Croft Jeremy Cunningham Florence Daniels Alicia Davis George Day Lois Delaney Harry Demetriou Catherine Drosos Bobby Edwards Ebenezer Ekuban Laura Fall Miriam Fernandez Kathleen Fong Larry Foster Douglas Francis Julie Gray-Roller Brandon Green Coral Gundlach Mayura Gupte Ann Gutkin Julie Hall

Donna Hamaker Rebecca Hanrahan Melinda Hanson Terrylynn Harrell Anne Harrington David Hess Janet Hewitt John Holmes Guo Huang Jina Hwang Ellen Ing Darlene Johnstone Sanjay Joshi Matthew Kahn Myung Hee Kang Terrilynn Kelley Kathleen Kennedy Abdelkader Khatib Lauren Kivlighan Robert Koenig Subba Kolla Lynne Krehmeyer Frances Kyte Lisa Langlais William Lauler Doris Leadbetter Agnes Lee Diane Lee Francis Lee Sherri Lee Stephen Lefave

* Individuals’ Pledged Investments

Daniel Lesniak Ralph Lewis Sonia Lieberman John Logtens Marijane Long Jose Lopez-Boggio Ann Malcolm Nathaniel Margenau Edward Mead III David Michalski Ryan Mills Puran Mittal Priscilla Moore Jennifer Myers Muraji Nakazawa Patricia Nassief James Nellis Lieu Nguyen Phi Nguyen Ryan Nicholas Maria Nicolau Christina O’Donnell Kyungsoon Oh Muhammad Owais Rebecca Owen Madonna Padilla Peggy Parker Robert Paxton Norva Peabody IV Julie Pearson

P President’s Circle Investor

NOV+ DEC 2016

Fatima PereiraShepherd Thomas Perry Sarah Petcher Brunhilda Peters Natalie Phan Marc Pina Mayra Pineda Tracy Pless Gwenda Plush Julie Qureshi Himani Raheja Mary Randle Matthew Rathbun Thomas Reed Esin Reinhardt Cecilia Revilla Angulo Mark Richardson Rod Rochowiak Vanessa Rodriguez Charles Rose David Rosenmarkle William Rucker Christopher Saabye Munshi Sadek Jerry Sardone Janet Scaffido Ryan Scavo Brooke Schara Peter Schlossberg Amir Shahna HOF

Jeffery Shumaker Carol Simmons Maureen Simpson Jamie Skojec Paul Sliwka Thomas Spier Robert Spigner Nora Stamper Nancy Steorts Greg Stiger Jeffrey Surdyk Carol Sutfin Swindell Sutton David Sweet Malia Tarasek Gregory Tomlin Peggie Tyree Virgilio Vasquez Dallison Veach Sridhar Vemuru Diane Wagner Thomas Wartha Janet WeatherfordBaker William Whittman Kevin Wiles Cynthia Wilson Brenda Wood Holly Worthington Felicia Wu Margaret York

Hall of Fame

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nv/rpac

Business on Tap at Third NV/RPAC Brewery Event By Josh Veverka

THE FINAL EVENT in the NV/RPAC Business & Beers with Ryan Conrad series brought nearly 40 Realtors® and Affiliates to Chantilly and the Mustang Sally Brewing Company in September. As with the prior events in this series, guests enjoyed meeting NVAR CEO Ryan Conrad, tasting great local beers, and networking with colleagues; but this time corn hole was added to the mix! The three-event series brought Conrad to different areas throughout the region to meet with members in three uniquely distinct venues. By all accounts, Business & Beers with Ryan Conrad was a huge success for NVAR and NV/RPAC. More than 130

Access National Bank CEO Mike Clarke speaks to the group in Mustang Sally Brewing’s repurposed warehouse tasting room. (left) Participants enjoyed playing corn hole between beer tastings.

people attended the three events, which raised $3,275 to support the Realtor® Party. The event also introduced 44 new investors to RPAC. A huge thank you goes out to sponsor Access National Bank for hosting the

events. Plans are underway for next year’s Business & Beers Series, so watch for details in 2017. Josh Veverka is the NVAR government affairs director.

2016

APPLICATIONS ACCEPTED: Dec. 1 2016–Jan. 31, 2017

HARD WORK PAYS OFF!

You deserve recognition for your achievements in 2016! NVAR Multi-Million Dollar Sales Club honors Realtors® who reach high levels of sales each year. Be sure to commemorate your success by joining the Multi-Million Dollar Sales Club. The application along with club rules and regulations will be available on Dec. 1 at NVAR.com.

CRITERIA INCLUDE: •

Residential Multi-Million Dollar Club Member: $3 Million or 24 Transactions

• •

Residential Top Producer: $6 Million or 48 Transactions

ANNIVERSARY AWARDS RECOGNIZED AS FOLLOWS: • •

5-Year, 10-Year, 15-Year, etc. Life Member and Life Top Producer

QUESTIONS?

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nvar.com

Coming Soon to a Screen Near You THE ALL-NEW NVAR.COM! By Shawn Hanna

BY EARLY 2017, NVAR will debut our brand new website! Designed to reinforce the status of NVAR and our members as the voice of real estate in Northern Virginia, the new website

will better serve our RealtorÂŽ members, affiliate service providers, and the Northern Virginia marketplace. Major aspects of the redesign include full mobile friendliness to enable ease of browsing on all devices; better site search to deliver relevant results; easier sharing of articles and news items on social media; and attractive image-driven design. The website navigation will be more intuitive and user-friendly to help visitors find information with ease. Each time a user views content, the website will provide related articles, news, RealtorÂŽ shop items, classes and events for a uniquely tailored browsing experience. Members who login will encounter a new member dashboard with many members-only and website resources in one place for easy access. Recognizing several distinct audiences with differing information requirements, NVAR created a unique three-

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omega tau rho

nvar.com audience experience that highlights the most relevant content and areas of interest for each user: • Realtor® members, who represent the majority of NVAR.com users • Affiliate Service Providers, who serve a critical role providing goods and services to Realtors® and consumers • The approximately 1.5 million residents in NVAR’s footprint, representing one of the most active real estate markets in the country. The consumer audience experience will provide a central clearinghouse for real estate market facts and information about the significant role that Realtors® and Affiliate Service Providers deliver in a transaction. While providing unique journeys for each audience, the website creates an inclusive experience for Realtors®, Affiliates and Consumers to serve the real estate needs of the Northern Virginia community. Once the site is launched, browse and experience the new NVAR.com. Moving forward, NVAR will continually add content to showcase our NVAR members, the field of real estate, and the joys of homeownership. Shawn Hanna is NVAR’s director of technology initiatives.

NVAR MEMBERS, STAFF EARN OMEGA TAU RHO HONORS The following people were inducted into the Omega Tau Rho honorary fraternity at the Virginia Association of Realtors® Convention in October: Bob Adamson, NVAR chair-elect Ryan Conrad, NVAR CEO Helen Joo, NVAR member engagement specialist Based on their NAR Realtor® Emeritus status, the following NVAR members also earned Omega Tau Rho honors: Elizabeth Barthle Judith Pisciotta Thomas Bauer

John Querolo

C.E. Gatton

Katherine Watkins

Cherie Pagett

Donald Weaver

Omega Tau Rho honorees Bob Adamson (left) and Ryan Conrad congratulate NVAR Member Engagement Specialist Helen Joo for her 10 years of service to the Realtor ® organization and induction into Omega Tau Rho.

BUY A BUNDLE. GET A BUNDLE BACK.

PASSPORT Get unlimited Continuing Education classes in 2017 for one low price.

AVAILABLE NOW: $135*

*Offer expires 12/31/17. Excluded: All Specialty CE, DC CE, Commercial CE, Designation Courses, Forums and NVAR Special Events

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partners

new members

2016

NVAR THANKS OUR PARTNERS SILVER

BRONZE

FRIEND

Welcome New Members Amy Adams Danielle Adams Ijaz Ahmed Ben Allen Mary Almond Dorothy Ames Justin Anderson James Argy Sukhdev Atwal Content Banfield Britney Beauchemin Timothy Berrian Daryl Bethelmy Lynn Blake Theodore Bloomer Jorden Booth Alexandra Bourgeois Clinton Boyer Marsha Brogdon Jamie Brow Angela Brown Linda Brown Marie Bui Kristina Bykova Tatjana Cadelina Stephanie Callaghan Esther Camarotte Frederick Carleton III Gail Carter Karen Cassiday Sean Cassidy Veronica Castro David Chance Borah Chang Lai Ying Cheng Meron Cheru Mark Chipman Iche Chiu Song Cho Ramona Clark Michelle Cloney Isoken Coker Natasha Collin Bernalyn Crisostomo Giuliana Cruz Shu-Chen Cuff James Cutri Beemnet Dada NOV+ DEC 2016

Linh Dao Sumit Daryani Gordon Dean Lynn Dean Omar Del Cid Sr. Catherine DeLisle Hanah Desherow Wendy DeSilets Bethlehem Desta Theodore Dickerson Norman Dodson Cholina Donovan Alicia Dray Virna Drummond Annette Duplinsky Karla Rivera Duran Audrey Eanes Cynthia Easter Victoria Edwards Keith Elliott George Enoiu Shaesta Essar Julie Farmer Maria Fernandes Karla Flores-Turcios Bernadette Forrester Ralph Forsht Sherri Foster Lucinda Frye Nicholas Fuhrmann Cathy Fulton Natalia Garcia Ruth Garvey Georgi Georgiev Jan Germain Doris Gianuca Cynthia Giudici Abraham Goal Guy Golan Lissette Gonzalez Mauro Gonzalez Gina Gray Shavonta GreenFloyd Andrea Greer Shawn Gu Ryan Hadding Lucia Hadley

Jehad Hajeer Ahamed Hamza Mohammad Haque Terrylynn Harrell Wilfredo Hernandez Ruth Hill Cindy Hinton Tim Hoang William Horan Kunpeng Hu Zheying Huang Deepak Humagain Gisele Ibrahim Jacqueline Infante Beth Inglis Nahid Izadpanah Gabriel Jarjuri Olukemi Jemilohun Jack Jenkins Ying Chun Jiang Barbara Jimenez Cedeno Maria Johnson Collin Jones Nickie Jordan Katherine Karbelk Esa Karjalainen Pavel Kartashov Grace Kim Gyunam Kim Joseph Knittle Susan Koehler Sotirios Kospanos Ched Mares Kropp Tre Krupnick Yong Kwon Paul Lancaster Onice Carmi Lazo Maria LeccaGutierrez Justin Lee Nikalette Lee Samuel Leiber Peter LeonardMorgan Ralph Lewis III Deborah Lindow Michael Liner

RE+VIEW http://go.nvar.com/1606

new members NVAR PUBLIC & GOVERNMENT AFFAIRS

LEARN MORE AT GO.NVAR.COM/BENEFITS.

James Lovejoy Jr. Brandon Luke Dean Makarita Daniel Maldonado Ryan Mamaril Shekar Manikonda Hari Mann Carrie Marks Antonio Marletta Darryn Martin Shakeel Masih Brian Mason Marshall Masterson James May Robert McDaniel Robert McDowell Yoselin Mejia Michelle Merritt Kamila Mirza Reza MoghadaszadehAhrabi Laura Montione Veronique Moore Eric Morris Matthew Morse Ross Mountjoy Jae Nam Moutasem Nasser Nadia Nazzal Tara Neumann Tammy Nguyen Trung Nguyen Thanh NguyenHuynh Thuc Vie NguyenHuynh Theresa Nielson Michael Nolan Kimberly Norris Brian Notario Laxmi Nugooru Kay O’Banner Daniel O’Connor Patricia Oehmke Joseph O’Gorman Elias Oktay Phuong Anh O’Neill

Lizett Orellana Yaenet Orellana Choong Paik Claudia Pellegrino Min Peng Ronald Petrella Hai Pham James Pham Katheryn Phan Christopher Plummer Joseph Poblete Freddy Puga-Lema Travis Pugh Najla Qasem Patrick Quinn Stefan Rahimian Julio Ramirez Amanda Ramos Marita Rawski Dennis Reece Christopher Regelski Claudia Oro Reyes Meghan Rhoades Andrew Richardson Bernie Ridgeway Jr. Alfredo Rivera Glenda Rivera Daniel Rodriguez Tiffany Rogers David Royeen Alex Sahak Fatemeh Salmasi Etsuko Samuel Bretta Schnepp Elena Schuenemeyer Michelle Schwarting Jillian Sedlak Arturo Seleme Gustavo Semidey Ji Seo Brooke Sepehri Arti Shah Sikandar Shah Beverly Shatzen

http://go.nvar.com/1606 RE+VIEW

Won Sim Elizabeth Simons Jacquelyn Smoot Jean Sprague Glenworth St. Vall Peggy Stallard Paul Steward Lauren Stockwell Allan Stucki Collette Styles Jeffrey Sugrue Renee Sweder Sheryl Swisher Naa Tagoe Abul Tareque Stephen Tees Juanita Thorne Anna Thronson Richard Tindell Robert Tolosa Lisa Torres Noel Torres Samantha Trimmer Maggie La Trinh Belle Tunstall Alexandru Turcan Jale Uncu Grethel Valverde Charlene Van Cappel Roger Velez Fernando Villagran Charles Wade Jessica Wahlstrom Amsal Wajihuddin James Walker III Cong Wang Hakeem Washington Janet Weaver Dawn Webb Sauvena Whitty Brittany Willerson Norman Williams Jr. John Winstead Jr. Joshua Wright Ana Young Chanel Zamani

2017

LEGISLATIVE TRIP TO RICHMOND

WEDNESDAY, JANUARY 25 SIGN UP TODAY. • • • • • •

7 a.m. continental breakfast at NVAR Refreshments provided en route Lunch at the Virginia Capitol Meet your elected officials Lobby for Realtor® legislation See the General Assembly in action

7:30 a.m.-Depart from NVAR Fairfax 6:30 p.m.-Return to NVAR Fairfax

go.nvar.com/BusTrip QUESTIONS? CONTACT US: 703.207.3201 EMAIL: govaffairs@nvar.com

NOV+ DEC 2016

class schedules To register for a course listed, view a class description or find other offerings, visit RealtorSchool.com NEW MEMBER ORIENTATION

CONTINUING EDUCATION (CE) 16 hr CE - Evening Time: 6 - 9:30 p.m. Date/Location: November 8 (Part 1A).............................Fairfax November 10 (Part 1B)...........................Fairfax November 15 (Part 2A)...........................Fairfax November 17 (Part 2B)...........................Fairfax December 13 (Part 1A)...........................Fairfax December 15 (Part 1B)...........................Fairfax December 20 (Part 2A)...........................Fairfax December 22 (Part 2B)...........................Fairfax Broker CE : Brokerage Risk and Liability Time: 8:45 a.m. - 12:25 p.m. Date/Location: November 9............................................Fairfax December 14..........................................Fairfax January 18..............................................Fairfax Broker CE : Productive Agents and Offices Time: 1 - 4:45 p.m. Date/Location: November 9............................................Fairfax December 14..........................................Fairfax January 18..............................................Fairfax 16 hr CE - Day Time: Date/Location:

8:45 a.m. - 4:45 p.m. November 12 (Day 1)..............................Fairfax November 19 (Day 2)..............................Fairfax December 10 (Day 1)..............................Fairfax December 17 (Day 2)..............................Fairfax January 21 (Day 1)..................................Fairfax January 28 (Day 2)..................................Fairfax

CE: 8 hr Mandated Course Time: 8:45 a.m. - 4:45 p.m. Date/Location: November 29.......................................Herndon December 6............................................Fairfax January 24...........................................Herndon CE Elective: Environmental Issues Time: 8:45 a.m. - 12:25 p.m. Date/Location: November 30.......................................Herndon CE Elective: Construction Essentials Time: 1 - 4:45 p.m. Date/Location: November 30.......................................Herndon CE Elective: Detection and Prevention of Contract Fraud Time: 8:45 a.m. - 12:25 p.m. Date/Location: December 7 ...........................................Fairfax CE Elective: Agency & Disclosure Under VA Agency Law Time: 1 - 4:45 p.m. Date/Location: December 7............................................Fairfax Time: 8:45 a.m. - 12:25 p.m. Date/Location: January 25...........................................Herndon

Time: Date/Location:

9 a.m. - 12:30 p.m. November 9.........................................Herndon December 3............................................Fairfax December 19.......................................Herndon

Time: Date/Location:

6 - 9:30 p.m. November 21..........................................Fairfax

POST-LICENSING EDUCATION (PL) Post Licensing (Day 1) - VA Agency Law & Ethics Time: 9 a.m. - 4 p.m. Date/Location: November 14.......................................Herndon January 9................................................Fairfax February 13.........................................Herndon Post Licensing (Day 2) - Contract Writing Time: 9 a.m. - 4 p.m. Date/Location: November 15.......................................Herndon January 10..............................................Fairfax February 14.........................................Herndon Post Licensing (Day 3) - Real Estate Law and Board Regulations Time: 8:45 a.m. - 4:45 p.m. Date/Location: November 16.......................................Herndon January 11..............................................Fairfax February 15.........................................Herndon Post Licensng (Day 4) - Risk Management & Escrows Time: 9 a.m. - 4 p.m. Date/Location: November 17.......................................Herndon January 12..............................................Fairfax February 16.........................................Herndon Post Licensing (Day 5) - Fair Housing and Current Industry & Trends Time: 10 a.m. - 3 p.m. Date/Location: November 18.......................................Herndon January 13..............................................Fairfax February 17.........................................Herndon

BROKER PRE-LICENSING

Broker Management Time: Date/Location:

Broker Appraisal Time: Date/Location:

9 a.m. - 5 p.m. March 29 - May 3..................................Fairfax

Broker Finance

Specialty CE: Conquering Contracts Time: 9 a.m. - 4 p.m. Date/Location: January 20..............................................Fairfax

Time: Date/Location:

CE Elective: New Rules of Real Estate Finance Time: 1 - 4:45 p.m. Date/Location: January 25...........................................Herndon

Time: Date/Location:

9 a.m. - 5 p.m. January 26 - March 2.............................Fairfax

Broker Law

NOV+ DEC 2016

9 a.m. - 5 p.m. May 18 - June 22....................................Fairfax 9 a.m. - 5 p.m. July 23 - August 17.................................Fairfax

RE+VIEW http://go.nvar.com/1606

class schedules

early-bird dues winner

THE EARLY-BIRD DUES PAYER GETS THE GIFT CARD!

FEATURED OFFERINGS RPR Basic Time: Date/Location:

1 - 3 p.m. November 9............................................Fairfax

Time: Date/Location:

10 a.m. - noon December 7.........................................Herndon

RPR Advanced Time: Date/Location:

10 a.m. - noon November 17.......................................Herndon December 15.......................................Herndon

Refresher Series: It’s Never Too Late to Plan Time: 10 a.m. - noon Date/Location: November 30.......................................Herndon December 7.........................................Herndon

Friday Focus Event Time: 9 - 11:30 a.m. Date/Location: December 2............................................. Fairfax

Congratulations to Kay Hollar of Carrington Real Estate Services, our 2016 early-bird dues payment drawing winner! Members who paid their 2017 dues invoice by Sept. 12 were entered into a drawing, and Hollar was the lucky winner! Hollar is pictured here receiving her $500 gift card from NVAR CEO Ryan Conrad.

Pricing Strategies Advisor (PSA) Certification Time: 9 a.m. - 1 p.m. Date/Location: December 5.........................................Herndon

Statement of Ownership, Management and Circulation (10/2016)

Refresher Series: Today’s Buyer Clients Time: 1 - 3 p.m. Date/Location: November 30.......................................Herndon

Refresher Series: Sharpening Your Listing Skills Time: 10 a.m. - noon Date/Location: December 7.........................................Herndon

D.C. CONTINUING EDUCATION (CE) DC Financing Issues Time: 1 - 4:15 p.m. Date/Location: November 8............................................Fairfax DC Fair Housing and DC Financing Issues Time: 9 a.m. - 4:15 p.m. Date/Location: February 14............................................Fairfax DC Fair Housing and DC Legislative Update Time: 9 a.m. - 4:15 p.m. Date/Location: January 17..............................................Fairfax

Filed: September 27, 2016 Published: November/December 2016 Issue

RE+VIEW Magazine (Publication Number 006-429; ISSN No. 10988475) is owned and operated by the Northern Virginia Association of REALTORS® (NVAR), located at 8407 Pennell St., Fairfax VA 220314505. The publisher is Ryan T. Conrad, Chief Executive Officer, the editor-in-chief is Jill M. Landsman, Vice President of Communications & Media Relations, and the managing editor is Ann Gutkin, Communications & Media Relations Director, all of whose offices are also located at 8407 Pennell St., Fairfax VA 22031-4505. NVAR operates as a not-for-profit organization, a form of operation that has not changed during the last 12 months. The magazine is published bi-monthly with six issues published per year. There are combined issues in the months of January/February, March/April, May/June, July/ August, September/October and November/December. The annual subscription rate is $19 for NVAR members and $39 for non-members. Circulation information provided for this notice is based on the September/October 2016 issue. EXTENT/NATURE OF CIRCULATION MEMBER BENEFIT Total Number of Copies Paid Circulation

PRE-LICENSING EDUCATION Principles of Real Estate: Day 1 -11 Time: 9 a.m. - 5 p.m. Date/Location: November 7-21.......................................Fairfax

AVERAGE NO. OF COPIES EACH ISSUE DURING PRECEDING 12 MONTHS

NO. OF COPIES OF SINGLE ISSUE NEAREST TO FILING DATE

12,286

12,750

Outside County

11,678

12,211

Inside County

Outside Mail (Dealers, Counter Sales, Street Vendors, etc.)

Other Mail Classes via USPS Free or Nominal Rate Distribution

Total Paid Distribution

http://go.nvar.com/1606 RE+VIEW

2 12,213

Outside county

Inside County

Other Mail Classes via USPS

FAIRFAX HQ ACCESSIBILITY: Underground parking is available with direct access to lower level classrooms. Elevator is available, accessible from main entrance on building’s west side.

2 11,680

Outside Mail

347

302

Total Free or Nominal Rate Distribution

367

322

Total Distribution

12,047

12,535

Copies Not Distributed Total

239 12,286

215 12,750

Percent Paid

96.95%

97.43%

Signed – September 26, 2016 Jill M. Landsman, RE+VIEW Editor-in-Chief

NOV+ DEC 2016

ask nvar

Changes to Regional SentriLock Rules and Regulations, Citation System Take Effect January 1, 2017: ®

WHAT MEMBERS MUST KNOW By Nisha Thakker

On January 1, 2017, changes to the Regional Rules and Regulations for the SentriLock® Lockbox System and the Citation System will take effect. NVAR will also introduce a process for individuals to file certain Code of Ethics complaints anonymously.

Q. A.

How are the SentriLock ® Rules changing?

On January 1, 2017, the fines for SentriLock® violations are increasing. For a first offense in a threeyear period, the maximum fine is increasing from $1,000 to $2,500. For a second offense in a three-year period, the $5,000 maximum fine remains the same. However, SentriLock® privileges may be suspended for up to 90 days instead of 30.

Q. A.

Who is governed by the SentriLock ® Rules?

NVAR is part of a regional group of Realtor ® associations that enforce the same set of rules. All members of NVAR, Prince William (PWAR), Dulles (DAAR), Blue Ridge (BRAR), Fredericksburg (FAAR), and Greater Piedmont (GPAAR) associations are subject to the Regional Rules and Regulations for the SentriLock® Lockbox System.

Q. A.

What changes can I expect to see from the Citation System?

Effective January 1, 2017, the Citation System will include new violations. These include allegations under Articles 3, 6, 12 and 16 of the Code of Ethics. If an ethics complaint contains allegations of behavior that fall under the Citation System, the Realtor ® respondent may pay the fine associated with the behavior and consider the matter closed. See the chart on page 43 for the updated allegations.

For a full copy of the current SentriLock® rules, Code of Ethics, and the Citation System, visit go.nvar.com/2017ethics

Q. A.

When NVAR launches the anonymous complaint process, can I file all complaints anonymously?

Only certain advertising allegations under Article 12 of the Code of Ethics will be eligible for anonymous filing. These are violations that can typically be shown through the use of photographs or screenshots of websites. For example, failing to disclose the firm name and state(s) of licensure on a Realtor ® firm website is a violation under Article 12 that may be filed anonymously as the complainant can easily show that the information is missing by providing a screenshot of the website.

Q. A.

Do I have a right to face my accuser?

All of the allegations that may be filed anonymously are also eligible for the Citation System. If an accused Realtor ® decides to proceed to a hearing instead of paying the fine, the Complainant must appear. If the Complainant is unwilling to participate in a hearing, the Grievance Committee will substitute in as the Complainant if it finds clear, strong and convincing evidence of a violation.

The fine for sharing a code generated by the SentriSmart™ Mobile App is also increasing. Any member who generates a code using the App will face a face a fine of $950, which mirrors the fine for sharing a SentriCard® and PIN.

Nisha Thakker is NVAR’s associate general counsel.

. 42

NOV+ DEC 2016

RE+VIEW http://go.nvar.com/1606

ask nvar

Code of Ethics– Articles with New Citation System Violations ARTICLE

DESCRIPTION

FINE

SOP 3-2

As a listing broker, attempting to unilaterally modify the offered compensation with respect to a cooperative transaction after a Realtor® has submitted an offer to purchase or lease that property.

$500

SOP 3-8

Misrepresenting the availability of access to show or inspect a listed property.

$300

Failure to disclose Realtor® direct interest in an organization or business entity when recommending to a client or customer that they use the services of that organization or business entity.

$400

Failure to fill out all necessary forms fully and completely

$200

Failure to obtain necessary signatures on forms

$400

Failure to disclose professional status in advertising or other real estate communications*

$150

SOP 12-1

Failure to provide all terms governing the availability of a “free” product or service in an advertisement or other representation

$150

SOP 12-5

Failure to disclose name of firm in advertisement for listed property or for real estate services*

$150

Yes

SOP 12-6

Failing to disclose status as both owner/landlord and Realtor® or licensee when advertising property in which Realtor® has ownership interest

$250

Yes

SOP 12-9

Failure to disclose firm name and state of licensure on Realtor® firm website

$150

Yes

SOP 12-13

Representing that the Realtor® has a designation, certification, or other credential they are not entitled to use

$150

Yes

Use terms of an offer to modify listing broker’s offer of compensation or conditioning submission of an offer on additional compensation from the listing broker.

$400

ANONYMOUS

ARTICLE 3

ARTICLE 6 SOP 6-1

ARTICLE 9

ARTICLE 12 Yes

ARTICLE 16 SOP 16-16

* indicates a previously existing violation now eligible for anonymous filing

http://go.nvar.com/1606 RE+VIEW

NOV+ DEC 2016

affiliates

PROFESSIONAL SERVICES 1031 EXCHANGE

Realty Exchange Corporation...............................................William Horan............................. 703-754-9411

ASSOCIATIONS

Veterans Assoc.of Real Estate Prof......................................................................................... 703-822-1107

COMMERCIAL REAL ESTATE SERVICES

Cushman & Wakefield.............................................................................................................703-757-5155 Stewart Commercial Management.....................................Juan Valle................................... 703-395-5600

COMMISSION ADVANCE

Commission Express............................................................John Stedman............................. 703-560-5500

CONDO ASSOCIATION

The Rotonda Condominium Unit Owners Assoc.......................Autumn Fields.............................. 703-821-8100

CREDIT UNION

Realtors® Federal Credit Union ...........................................Jewel Codosea .......................... 703-709-8900 Realtors® Federal Credit Union ...........................................Greg Ferentinos ......................... 703-925-5123 Realtors® Federal Credit Union ...........................................Victoria Gillespie ....................... 703-251-2190

FINANCIAL

1st Mariner Mortgage ........................................................Eric Johnson .............................. 240-235-5348 Access National Bank .........................................................Marshall Chapman .................... 703-871-2100 Access National Bank .........................................................Tom Ciolkosz .............................. 703-871-2100 Access National Bank .........................................................Vicki Cooper ............................... 703-871-2110 Access National Bank .........................................................John French ............................... 703-871-2100 Access National Bank .........................................................Don Wipf .................................... 703-871-1833 Access National Mortgage .................................................Patricia Foster ............................ 703-871-1014 Anh Nguyen Insurance & Financial Svcs ............................Anh Nguyen ............................... 703-739-8982 Arlington Community Federal Credit Union ........................Bryan Payne ............................... 703-526-0200 BB&T Mortgage ..................................................................Kevin Connelly ........................... 703-855-7403 BB&T Mortgage ..................................................................Cheryl Jackson ........................... 703-259-2477 BB&T Mortgage ..................................................................Nella Vargas .............................. 703-841-5035 BluePoint Financial .............................................................Brian Hutt ................................... 301-214-6790 Caliber Home Loans ............................................................Michael Morris........................... 703-638-1200 Caliber Home Loans ............................................................Robert Hoy.................................. 703-638-1207 Chain Bridge Bank, N.A. .....................................................Marv Stanger.............................. 703-748-2005 Citibank, N.A. ......................................................................Rom Catlett................................. 571-297-5477 Citizens One Home Loans ...................................................Andy Tran.................................... 571-214-2097 Edward Jones Investments .................................................Nick Wilson............................... 703-951-7536 Eagle Home Mortgage ........................................................Victoria Kiser.............................. 703-852-1276 Embrace Home Loans, Inc ...................................................Mariana Montalvo...................... 800-333-3004 Embrace Home Loans, Inc. ..................................................Susan Banville............................ 800-333-3004 Embrace Home Loans, Inc. ..................................................Harry Biehl.................................. 800-333-3004 Embrace Home Loans, Inc. ..................................................Ben Hogan.................................. 800-333-3004 Embrace Home Loans, Inc. ..................................................Patrick Holland............................ 800-333-3004 Embrace Home Loans, Inc. ..................................................Hal Johnson................................ 800-833-3004 Embrace Home Loans, Inc. ..................................................Steve Miller................................ 800-333-3004 Embrace Home Loans, Inc. ..................................................Kristine Sarro.............................. 800-333-3004 Embrace Home Loans, Inc....................................................John Stamm................................ 800-333-3004 EverBank..............................................................................Chip Beveridge............................ 703-934-6000 EverBank..............................................................................Frank Donnelly............................ 703-261-8882 EverBank..............................................................................Benjamin Freshman.................... 202-747-4980 Fairway Independent Mortgage Corporation......................Arthur Smith............................... 571-261-3462 Fidelity Bank Mortgage........................................................Eric Bumgardner......................... 703-466-4080 Fidelity Bank Mortgage........................................................Mike Onufrychuk......................... 703-466-4050 Fidelity Bank Mortgage........................................................Steve Salvatore.......................... 703-466-4035 Fidelity Bank Mortgage........................................................Bob Shupp................................... 703-466-4050 Fidelity Bank Mortgage........................................................John Slye.................................... 703-466-4050 Fidelity Bank Mortgage........................................................Mark Webster............................. 703-466-4050 First Home Mortgage Corporation.......................................Ana Tolentino.............................. 703-652-1233 FitzGerald Financial Group...................................................Robert Devlin Jr. ........................ 703-766-2319 Freedom Bank Mortgage.....................................................Bill Rogers................................... 703-407-7003 George Mason Mortgage, LLC.............................................David Faber................................. 703-890-2538 HomeBridge Financial Services, Inc....................................Eric Caudill.................................. 240-403-7233 Homebridge Financial Services, Inc.....................................Thomas Chess............................. 703-795-8079 Intercoastal Mortgage.........................................................Fred Bowers................................ 703-449-6828 Legacy Home Loans LLC......................................................Shawn Barsness......................... 800-220-8388 M & T Bank..........................................................................Alberto Garcia............................. 703-748-3780 M & T Bank..........................................................................Crista Hassannia......................... 703-748-3780 M &T Bank Mortgage Division............................................George Matthews....................... 703-748-3780 MONEYCORP.......................................................................Spencer Holmes.......................... 866-258-8343 Mortgage Solutions.............................................................Ernie Castro................................ 703-794-1600 Movement Mortgage...........................................................Sumeeth Theruvath.................... 804-839-8776 Movement Mortgage- Larkin Team.....................................Jim Larkin................................... 703-944-9013 Movement Mortgage, LLC...................................................Jose Paiz..................................... 703-868-7580 MVB Mortgage....................................................................Kelly Maggi................................. 571-550-5461 Navy Federal Credit Union...................................................Richard Eul.................................. 703-967-8845 PNC Mortgage.....................................................................Brandon Krueger......................... 703-123-4567 Prime Lending......................................................................Doug Enger................................. 571-442-5193 Prospect Mortgage, LLC.......................................................William Hocker........................... 301-752-4933 Stearns Home Loans............................................................Brian Pawsat............................... 703-801-1215 Stearns Home Loans............................................................Stan Schnippel............................ 703-615-7373 SunTrust Mortgage..............................................................Richard Munch............................ 703-507-3657 Suntrust Mortgage...............................................................Loretta Clark............................... 410-897-6409

SWBC Mortgage Corporation..............................................David Oliverio............................. 703-579-0977 SWBC Mortgage Corporation..............................................John Ragano............................... 800-527-0066 Tidewater Mortgage Services.............................................Fred Elflein.................................. 804-380-9342 Tidewater Mortgage Services.............................................AJ Nunnally III............................ 804-833-3399 Tidewater Mortgage Services Inc........................................Max Sandler............................... 757-292-0757 The Rosenbaum Lending Group...........................................Robert Rosenbaum..................... 703-879-5200 UnionHome Mortgage.........................................................Daniel Aminoff............................ 571-762-2236 United Nations Federal Credit Union...................................Sylvia Setash.............................. 703-448-8240 VHDA....................................................................................Linda Wine.................................. 804-343-5981 WashingtonFirst Mortgage..................................................Michael Eastman........................ 571-327-2145 Wells Fargo Home Mortgage...............................................Laurie Thurston-MacDonald....... 703-333-5541 Wells Fargo Home Mortgage...............................................Kelley May.................................. 703-815-5988 Wells Fargo Private Mortgage.............................................Phillip Grisdela............................ 703-801-2152

INSURANCE

Victor Schinnerer & Co., Inc.................................................Eric Myers................................... 301-951-5495

INVESTMENT PLANNING

College Funding Coach........................................................Timothy Nelson........................... 703-477-8598

LEGAL SERVICES

Dunlap Bennett & Ludwig....................................................George Hawkins......................... 703-442-3890 Fairchild Law PLC.................................................................Pamela Fairchild......................... 571-271-4070 Fidelity National Law Group................................................Michael Tompkins....................... 703-245-0286 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 Law Office of James Granoski.............................................James Granoski.......................... 703-300-2786 Pesner Kawamoto................................................................Susan Pesner.............................. 703-506-9440 Redmon, Peyton, & Braswell, LLP........................................F. Paul Maloof............................. 703-684-2000 Rich Rosenthal Brincefield Manitta Dzubin & Kroeger.......Beau Brincefield.......................... 703-549-4820 Rich Rosenthal Brincefield Manitta Dzubin & Kroeger.......Roy Shannon............................... 703-299-3440 Shulman, Rogers,Gandal,Pordy&Ec.....................................Marc Lipman............................... 301-230-5200 Slugg and Associates, PLC..................................................Robert Slugg............................... 703-426-4320

OTHER REAL ESTATE NEEDS

White Consulting.................................................................Nanette White............................ 888-572-7860

REAL ESTATE INVESTMENT

Caliber Home Loans.............................................................Robert Hoy.................................. 703-287-3223

REAL ESTATE TRAINING

Potomac Real Estate School................................................Patti Chapell............................... 703-758-0034

SETTLEMENT

Absolute Title & Escrow, LLC...............................................Karen Day................................... 703-842-7525 Atlantic Closing & Escrow, LLC............................................Isadora Connor............................ 202-730-2635 Atlantic Closing & Escrow, LLC............................................Christopher Saabye.................... 202-730-2635 Atlantic Closing & Escrow, LLC............................................Jonathan Villalobos.................... 202-730-2635 Centerview Title Group, LLC................................................Danielle LaFace.......................... 571-318-5030 Centerview Title Group, LLC................................................Greg Oxley.................................. 571-318-5030 Central Title & Escrow, Inc...................................................Jennifer Ploutis........................... 703-658-1300 Champion Title & Settlements.............................................Jennifer Flanagin....................... 703-385-4555 Double Eagle Title Company................................................Georgina Clough......................... 703-865-2519 Ekko Title..............................................................................Jane Clawson............................. 703-448-3556 Ekko Title..............................................................................E. Sheldon Leggett...................... 703-481-6200 Ekko Title..............................................................................Sara Rodriguez............................ 703-560-3556 Ekko Title..............................................................................Marcus Simon............................. 703-537-0800 Ekko Title..............................................................................Stacey Smith............................... 703-481-6200 Hometown Title & Escrow...................................................Kellye Clarke............................... 703-752-1122 Hometown Title & Escrow, LLC............................................Sharon Keegan........................... 703-752-1117 Key Title...............................................................................Steven Sacks.............................. 703-522-3900 KVS Title, LLC.......................................................................Toula Gross................................. 703-352-3030 KVS Title, LLC.......................................................................Martin Stanton........................... 301-605-1420 MBH Settlement Group.......................................................Christina Burton.......................... 703-734-8900 MBH Settlement Group.......................................................Mark Carlson.............................. 703-734-8900 MBH Settlement Group.......................................................Scott Mozingo............................. 703-318-9333 MBH Settlement Group.......................................................Ryan Stuart................................. 703-739-0100 MBH Settlement Group.......................................................Richard Hayden........................... 703-417-5000 MBH Settlement Group.......................................................Jessica Youngs........................... 703-279-1500 MBH Settlement Group.......................................................Andrew DiPaola.......................... 703-242-2860 Monarch Title.......................................................................Charles Fincher........................... 703-771-0800 Monarch Title.......................................................................Cary Melnyk................................ 703-852-1730 Monarch Title.......................................................................Erin Rauner................................. 703-852-7700 National Settlement Services..............................................Loretta Colom............................. 703-354-9677 New World Title & Escrow..................................................Helen Krause.............................. 703-691-4330 New World Title & Escrow..................................................Grace Swersey............................ 703-338-5950 New World Title & Escrow..................................................Nicholas Vlissides...................... 703-691-4330 Provident Title & Escrow......................................................John Richter................................ 703-451-6600 Republic Title, Inc.................................................................Bob Malico.................................. 703-916-1800 RGS Title..............................................................................Edward Schudel.......................... 703-903-9600 Stewart Title And Escrow, Inc..............................................Kamelia Sacks............................ 703-352-2935 Strategic National Title Group.............................................Mike Piple................................... 703-637-9030 The Settlement Group, Inc...................................................David Ducatman......................... 703-584-0450 The Settlement Group, Inc...................................................Ann Johnston.............................. 703-250-9440 The Settlement Group, Inc...................................................Myrna Keplinger......................... 703-642-6002 Vesta Settlements, LLC........................................................Keith Barrett............................... 703-288-3333

Learn more about NVAR Room Rental Opportunities at

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PROPERTY SERVICES AIR FILTERS

FilterEasy..............................................................................Mark Brandt................................ 864-770-3909

APPLIANCE REPAIR

Mr Appliance of NOVA........................................................Greg Friedman............................ 703-272-4100

APPRAISAL

Allen Appraisals...................................................................Charles Allen.............................. 540-664-1169 Amanda Rae Smith..............................................................Amanda Smith............................ 703-895-4993 AMC Appraisal Group..........................................................Keith Smith................................. 571-282-5952 Anthony Appraisers.............................................................Michael Magnotti....................... 703-319-0500 Appraisal Works, Inc............................................................Dennis Park................................. 703-906-8258 Appraise Metro DC, LLC......................................................John Osipchak............................ 703-200-6400 AREAS Appraisers, Inc.........................................................Cindy Coffma.............................. 703-866-6000 AREAS Appraisers, Inc. ......................................................Gilbert Rogers............................. 703-866-6000 Barbara Lafalce....................................................................Barbara Lafalce........................... 703-887-7091 Barish & Associates of Frederi............................................Stephen Barish........................... 540-693-5373 BFM, Inc. .............................................................................Robert Thompson ....................... 703-670-2586 Bruce W. Reyle and Company, Inc. .....................................Michael Jackie........................... 703-273-7375 C. Simons & Associates ......................................................Carol Huddleston........................ 703-850-4994 Capitol Appraisal Service, Inc. ............................................Richard Bowman......................... 703-691-8800 Chevy Chase Bank ...............................................................Donald Shoop............................. 301-907-5850 CMS Appraisals, Inc. ..........................................................Silvia Bennis............................... 703-209-9123 D&R Appraisal Services, Inc. ..............................................Dawn Blalock.............................. 540-751-2220 DCO Appraisal Services, Inc. ..............................................David Olynik................................ 301-855-3886 Dennis J. Park .....................................................................Dennis Park................................. 703-750-0560 Dickman & Associates ........................................................John Dickman............................. 703-938-6633 Distinctive Homes Realty, LLC ............................................Michelle Gore............................. 540-338-4606 Dittmar Realty Group ..........................................................Paul Sablik.................................. 703-893-0900 dm Appraisal, LLC ...............................................................David Maeng.............................. 703-449-0281 Donald R. Drake Jr. .............................................................Donald Drake.............................. 571-237-9430 F & F Appraisals ..................................................................Jerry Fleming.............................. 703-963-1743 Forte Appraisal Service Inc .................................................Anthony Forte............................. 703-433-2205 Gee Appraisers, Inc. ............................................................Robert Gumbrewicz.................... 703-451-9020 Harry H. Arikan.....................................................................Harry Arikan................................ 703-216-5147 Harry Graef...........................................................................Harry Graef................................. 571-213-7249 Hartmann Group...................................................................Lynette Hartmann....................... 703-406-7621 Heiner Appraisal, Inc. .........................................................Despina Gellios........................... 703-754-6110 Home Appraisers.................................................................Thomas Runion........................... 703-709-5695 Homestar Real Estate Services...........................................Daniel Gartrell............................ 571-261-3367 Hundley and Associates......................................................Julie Lawrence........................... 703-212-9080 Inman Appraisal Services, Inc. ...........................................Scott Inman................................. 703-644-9877 Kandhall Appraisal Services, LLC .......................................David Hall................................... 571-455-2622 Karas, Inc. ...........................................................................Melissa Jones............................ 703-753-5635 Kinder Appraisal Services ...................................................Jill Kinder.................................... 703-268-0756 Lesley Omega Appraisers ...................................................Lesley Omega............................. 703-403-2024 Marcia Novak & Associates, LLC .......................................Marcia Novak............................. 703-585-2615 Metro Appraisal Services ...................................................Stephen McArdle........................ 703-644-7772 Monir Moshashaie ..............................................................Monir Moshashaie..................... 703-255-6451 NB Valuation Group, Inc. .....................................................Susan Browning.......................... 301-654-1719 NP Appraisal Services ........................................................Surendra Patel............................ 570-606-4177 NVA Appraisal, LLC .............................................................Jeffrey Kidwell........................... 703-477-3178 Omni Appraisal Services .....................................................John Chapman............................ 703-591-4001 Omni Appraisal Services .....................................................Nathalie Palmer.......................... 703-591-4001 Philip Arnold Appraisal Co., LLC .........................................Kim Werthmann.......................... 703-250-2132 Premier Appraisal Services, Inc. .........................................Amanullah Chaudhary................ 571-437-4530 Preston Hummer .................................................................Preston Hummer......................... 703-929-0857 Preston Hummer .................................................................James Hummer........................... 703-929-0857 Real Estate Appraisals 4 You ..............................................Diane Richard............................. 703-794-9118 Renner, Hansborough, & Reese ..........................................Jan Symons................................ 301-258-8181 Residential Value Services .................................................Daniel Swinney........................... 540-347-4570 REX Appraisal Services .......................................................Esther Omorodion....................... 703-468-1123 Riverpoint Appraisals ..........................................................Robert Riddell............................. 571-333-3747 Sandra A. Le Blanc ..............................................................Sandra LeBlanc........................... 703-629-6842 Silvey Appraisals, LLC .........................................................Jon Silvey................................... 703-577-1946 Stewart Jarrett R E Appr & Con .........................................Stewart Jarrett........................... 703-671-3662 Suburban Appraisers & Consultants ..................................James Loizou.............................. 703-591-4200 T. L. Hoover Appraisal Service.............................................Thomas Hoover........................... 703-354-8981 Tech Appraisal Group, LLC...................................................Amy Switzer................................ 703-631-1111 Terra Appraisals, LLC...........................................................James McGraw.......................... 703-963-3988 The Benjamin Group, Inc. ....................................................Joseph Grouby............................ 703-684-3577 Washington Appraisal Group, Inc. ......................................David Shin................................... 703-813-8160 William C. Harvey & Associates..........................................Richard Olsen.............................. 703-759-6644 Westover Appraisals LLC ....................................................Ray Taylor.................................... 954-218-1602 World Mortgage ..................................................................Patricia Kearns............................ 703-934-5502

CHIMNEY SERVICES

Winston's Chimney Service ................................................Chuck Hall................................... 703-379-5006

ENVIRONMENTAL SERVICES

Accurate Radon Testing.......................................................Alexandra Bukowski................... 703-242-3600 A Plus Enviro Services.........................................................Hugo Hernandez......................... 703-595-4030 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 Mose Services, Inc. .............................................................Douglas Mose............................. 703-929-7092 PEARL Home Certification....................................................Cynthia Adams............................ 434-825-0232 RDV Environmental Services...............................................Richard Vance............................. 540-303-7667 Renewed Living, Inc. ...........................................................Elaine Gibson.............................. 703-451-6355

GUTTER REPAIR

BN Real Estate, Inc. ............................................................Brenda Nguyen........................... 703-599-9463 Burnett Home Inspections, LLC ...........................................Chris Burnett............................... 703-965-5260 Check Mark Home Inspection Offices..................................Michael Mallott.......................... 703-321-6260 Clingenpeel Properties, Inc. ................................................Vince Clingenpeel....................... 703-409-5292 District Home Inspection LLC...............................................Scott Robertson.......................... 202-577-4489 Donofrio & Associates, LLC ................................................Stephanie Donofrio..................... 571-289-4144 Excel Home Inspections, LLC ..............................................Ian McNaught............................. 571-281-3846 Great Inspectations, Inc. .....................................................Richard Henry............................. 571-577-0864 Hampton Home Inspection..................................................Mark Hampton............................ 703-929-4944 Home Sweet Home Inspections, LLC...................................Andrew Gardner......................... 703-677-2009 HomeTeam Inspection Service.............................................Carl Craig.................................... 571-765-7799 HomeTeam Inspection Service.............................................Tony Griffin.................................. 703-475-5577 HomeTeam Inspection Service.............................................Stephen Park............................... 703-927-7758 HomeTeam Inspection Service.............................................Garritt Parsons............................ 571-236-2747 House Inspection Associates...............................................Jiri George Danihel..................... 703-453-0442 Hurlbert Home Inspection....................................................Seth Hurlbert.............................. 703-577-7127 Inquiz Home Inspections......................................................Peter Anspach............................. 703-244-9141 JIMCO Inspection Services .................................................James Purvis............................... 703-402-4699 Keystone Home & Environmental .......................................Brian Henley............................... 571-238-5201 Master Home Inspection, LLC .............................................Richard Park................................ 703-851-3339 NB Valuation Group, Inc. .....................................................Susan Browning.......................... 301-654-1719 NextDay Inspect. .................................................................Michael Dowling........................ 703-450-6398 No Surprises Home Inspection ...........................................Paul Cummins............................. 703-472-9020 NOVA Home Inspection, LLC ...............................................Sergio Delhoyo........................... 703-929-8349 Pillar to Post.........................................................................Kevin Dougherty......................... 703-291-0344 Pillar to Post.........................................................................Eric Boll....................................... 703-657-3207 Pillar to Post.........................................................................Lisa Lloyd.................................... 703-520-1440 Pillar to Post.........................................................................Michael Ward-Dahl.................... 703-402-2475 Pro-Spex, Inc. ......................................................................Glenford Blanc............................ 301-675-8411 ProTec Inspection Services..................................................Lexus Krause............................... 301-972-8531 ProTec Inspection Services..................................................Michaela Szalay......................... 703-972-8531 Protect Inspect, LLC.............................................................Timothy Zenobia......................... 703-401-8881 Red Star Home Inspection, LLC...........................................Ryan Hagenston.......................... 703-431-4339 Royal T Home Inspection.....................................................Troy Vogt..................................... 703-910-3251 Square One Home Inspections............................................James Fletcher........................... 703-345-8380 The Robert Paul Jones Company ........................................W. Scott Gudely.......................... 703-385-8556 Top To Bottom Services, Inc. ...............................................Daniel Deist................................ 301-938-9100 Top To Bottom Services, Inc. ...............................................Matthew Kaufman...................... 301-938-9100 Vertex Home Inspection, LLC...............................................Alan Steinmetz........................... 571-765-1515

HOME STAGING

M. Quinn Designs................................................................Moira Quinn Leite....................... 703-354-6359 Preferred Staging.................................................................Monica Murphy.......................... 703-851-2690 Staged Interior.....................................................................Trish Kim..................................... 703-261-7026

HOME WARRANTY

2-10 Home Buyers Warranty................................................Lisa Clements............................. 800-795-9595 First American Home Warranty...........................................Ana Thompson............................ 703-859-2700 HMS Home Warranty...........................................................David Pikovsky............................ 800-843-4663 Old Republic Home Protection.............................................Molly Flory.................................. 800-282-7131

JUNK REMOVAL

123 Junk...............................................................................Deborah McCallen...................... 571-488-5713 123JUNK..............................................................................Shane Gaboury........................... 703-348-6662 1-800-GOT-JUNK..................................................................Richard Galliher.......................... 800-468-5865 Atlas Services, LLC .............................................................Suzanne Dawn............................ 703-201-3084 Atlas Services, LLC .............................................................Shannon Hildreth........................ 703-201-3084 Atlas Services, LLC .............................................................Lori James.................................. 703-201-3084 Atlas Services, LLC .............................................................Claire McLeay............................. 703-201-3084 College Hunks Hauling Junk ...............................................Brad Westermann....................... 703-831-6409

MOLD SERVICES

AHS Mold Aid......................................................................John Taylor.................................. 877-932-7177

MOVING & STORAGE

Interstate Moving | Relocation | Logisitcs...........................Michelle Ball............................... 703-569-2121 JK Moving Services.............................................................Brian McGuinness...................... 703-260-4282 Paxton Van Lines..................................................................Brittany Hampton........................ 571-499-3186 Quality Services Moving......................................................Cindy Calhoun............................. 703-495-8900 RG Quality Moving and Storage..........................................Remberto Gonzalez..................... 571-505-2775

NEW HOME BUILDER

Toll Brothers.........................................................................Jennifer Olsen............................ 571-291-8000 Willowsford.........................................................................Stacey Kessinger........................ 571-297-2000

OTHER REAL ESTATE NEEDS

Belfor Property Restoration.................................................Roger Laing................................. 703-450-3900

PEST CONTROL SERVICES

Asian Pest Services, LLC......................................................Chau Tran.................................... 703-752-1634 Asian Pest Services, Inc. .....................................................Richard Diggs.............................. 703-752-1634 Holiday Termite Pest Control...............................................Cleveland Dixon.......................... 703-569-9333 Holiday Termite Pest Control...............................................Scott Hohein............................... 703-569-9333 Holiday Termite Pest Control...............................................Aaron Wilkenson........................ 703-569-9333 Hughes Pest Control, Inc......................................................Robert Hughes............................ 703-481-1460 Mitchell Pest........................................................................Ray Mitchell................................ 844-234-1378 My Exterminator, LLC...........................................................William Trefry............................. 703-615-4028 My Pest Pros........................................................................Brett Lieberman.......................... 703-665-4455 Rat Pack PC LLC...................................................................Jairo Hernandez.......................... 703-906-7094 Veteran Pest & Wildlife Services........................................Morgan Jones............................. 703-581-3559

PLUMBING

Friedman Plumbing Express.................................................Kirk Ballenger............................. 703-201-1399

Gagnonâ&#x20AC;&#x2122;s Gutterworks .........................................................Timothy Gagnon.......................... 703-716-0377

RENTAL FURNITURE

Maid Brigade.......................................................................Megan Johnson.......................... 703-823-1726

ROOFING

HOME CLEANING

HOME INSPECTIONS

AmeriSpec Home Inspections..............................................Stephen Blanchard..................... 571-235-2755 Anderson Inspection Consultant..........................................Gary Anderson............................ 301-855-3337 Beltway Home Inspections..................................................Dennis Pelczynski....................... 703-957-0155

CORT....................................................................................Frances Boller............................. 703-379-8846 DryHome Roofing & Siding, Inc. .........................................Steve Gotschi.............................. 703-891-4663

SIGNS

Lowen Sign Company..........................................................Jeb Sommers.............................. 620-960-5229 One EZ Post..........................................................................Randy Jorgensen........................ 423-765-2118 Continued on page 46

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MARKETING & TECHNOLOGY GIFT SERVICES

Nostalgia Baskets................................................................Elena Yearly................................ 571-354-6025

MARKETING/MEDIA

Bader Marketing & Design, Inc...........................................Theresa Bader............................. 410-719-2954 My Marketing Matters........................................................Kelly Ryan................................... 301-332-0537

MULTIPLE LISTING

MRIS....................................................................................Customer Service........................ 301-838-7100

REAL ESTATE PHOTOGRAPHY

BTW images.........................................................................Brian Woods............................... 703-340-6383 Exposurely Photography.......................................................Ashley Sullivan........................... 703-899-4129 Homevisit.............................................................................Dave Oâ&#x20AC;&#x2122;Brien............................... 703-953-3866

TECHNOLOGY SERVICES

Alarm.com............................................................................Shawn Barry............................... 877-389-4033 Centralized Showing Service...............................................Robert Russell............................. 866-949-4277 Homesnap............................................................................Stephanie Rall............................ 202-999-2903 Instanet................................................................................Steve Mapes............................... 800-668-8768 Listhub..................................................................................Allison Hartle.............................. 877-847-3394 Listings To Go.......................................................................T. Mason Miller........................... 703-293-9366 Realtor.com..........................................................................Bob Evans................................... 800-878-4166 RPR.......................................................................................Lee Nieman................................. 262-206-2182 SmartZip...............................................................................Josh Burns.................................. 571-766-6863 Tech Helpline........................................................................Jessica Smith............................. 407-438-1400

VIRTUAL TOURS

TruPlace, Inc.........................................................................Craig Heller................................. 301-972-3201 List is current as of press time.

Interested in becoming an NVAR Partner or have a correction to this list? Please contact Frank Doyle at fdoyle@nvar.com.

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