MD REALTOR Magazine - August 2014

AnnuAl COnFEREnCE & ExpO

2014September 8–10

Ocean city, maryland

VOLUME XLVIII NUMbEr 5 / AUGUST 2014 / SEPTEMbEr 2014

mdrealtor.org / marylandhomeownership.com

The Maryland associaTion of realTors® The Voice for real estate® in Maryland

13 2014 commercial Symposium

14 meet the Staff

6 JaniceKirkner 2015 President, Maryland Association of REALTORS®

MARYLAND

ANNE ARUNDEL COUNTYBoyers Ridge Severn, MD Single-Family Homes from the upper $400’s Townhomes from the $300’sFieldstone Laurel, MD Townhomes from the mid $300’sHighland Farms Gambrills, MD Single-Family Homes from the mid $500’sHighland Meadows Gambrills, MD Single-Family Homes from the upper $500’sMillhouse Creek Glen Burnie, MD Townhomes from the upper $200’sTanyard Springs Glen Burnie, MD Single-Family Homes from the upper $300’s Townhomes from the upper $200’s

BALTIMORE COUNTYVincent Farm White Marsh, MD Single-Family Homes from the low $400’s

CHARLES COUNTYChelsea Manor Bryans Road, MD Townhomes from the mid $200’sHeritage at St. Charles Active Adult White Plains, MD Single-Family Homes from the low $300’sPortfield Crossing Waldorf, MD Single-Family Homes from the mid $300’s

St. Charles Waldorf, MD Single-Family Homes from the mid $300’s Townhomes from the low $200’s

HARFORD COUNTYBulle Rock Havre de Grace, MD Single-Family Homes from the mid $300sColvard Choice Coming Soon Forest Hill, MD Luxury Single-Family Homes from the $500’s

HOWARD COUNTYOxford Square Howard County, MD Townhomes from the $400’sPRINCE GEORGE’S COUNTYBeechtree Upper Marlboro, MD Beechtree-Townhomes and Single Family Homes from the mid $300’sSummerwood Accokeek, MD Single-Family Homes from the mid $300’sWORCESTER COUNTYSeaside Village Ocean City, MD Townhomes from the $200’s

DELAWARE

Plantation LakesMillsboro, DE Single-Family Homes from the mid $200’sTownhomesfrom the mid $100’s

LENNARMD.COM

E V E R Y T H I N G’SI N C L U D E D

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H O M E S


H O M E S888-214-2073*Realtors must pre-qualify with Commission Express®. Once qualified, broker will receive 90% of their commission (on select homes as determined by Lennar) within 10 days of contract ratification on 60 day delivery homes. Certain restrictions apply, see New Home Consultant for details. Prices subject to change without notice. Subject to errors and omissions. Lennar Sales Corp. - Broker. Copyright© 2014 Lennar Corporation. All rights reserved. Lennar, the Lennar logo, the Everything’s Included Homes logo, are registered or service marks of Lennar Corporation and/or its subsidiaries. 7/14 MHBR #316

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president’s perspective R u s s B o y c e

A Busy summer

Greetings mar realtOr® family!

This month we feature articles with practical applications for your business:

• ThenewMarylandHomeCreditprogram that allows buyers totakeafederalincometaxdeductionfortheentirelifeofamortgage loan;

• TipsfromRealtorsFederalCreditUnion(RFCU)oncreativewaysto stay in contact with your core CenterofInfluence;and

• ConsultingeconomistAnirbanBasu’s analysis of our changing marketplaceandhomeinventoriesfortherestofthesummer.

We will be coming together in ocean city in september for our Annual conference & eXPo. see page 9 forthecourselineupandhowtoregister. I want to recognize our sponsors, whose support this year is outstanding.Comeseetheresults:extraordinaryspeakerlineup,ourmostexcitingExpoeverandagreatregistrationgiveaway.

Please take time to meet our staff (page14).Youcanconnectfaceswithnamesorvoicesthatyoumayonly know from an email or phone call. They keep our Association office runningsmoothly,andnoneofuscoulddoourjobswithoutthem.IamalwaysamazedathowhardthestaffatMARworkonYOURbehalfineveryaspectoftherealestatebusiness.

ThisissueintroducesourincomingPresident,JaniceKirkner.Janiceisanoutstandingleaderandhasbecomeagoodfriendtomeandtheentiremembership. she brings 35 years ofexperienceanddedicationtothiswonderfulprofessionofoursandI’vebeenfortunatetohaveherserveonmyleadershipteamthispastyear.JanicewillbeinstalledwiththeotherOfficersduringtheAnnual conference in ocean city. you can get your ticket for the Installation when you register for the conference.

ThisismyfinalPresident’sPerspective.ThankyouforyoursupportandactionstakenoverthispastyeartohelpusmakeMARevenbetter.Wehaveaccomplishedmany great things for our industrytogetherthisyear.WhenIwasinstalled,Ispokeofthe212metaphorofgoingtheextradegreeandtheimportanceofimprovingourlives.Youhaveshownyourwillingnesstodothat,withyourresponse for our calls for Action, one of the highest in the country, yoursupportofRPAC,andyourcommitment to professionalism. I hopeyou’vefoundithelpfulinyourbusinessandpersonallivesaswell.Ifyouhaveany212storiesofhowtheOneDegreemadeadifferenceinyour life, please share them with me viaemail,[email protected].

Iwisheachofyouagoodhealth,prosperityandanoutstanding 4th quarter!

Withsinceregratitude&respect, russ boyce President, MarylandAssociation of ReALToRs®

www.mdrealtor.org maryland realtOr® AUGUST2014/SEPTEMBER2014 1

2 maryland realtOr® AUGUST2014/SEPTEMBER2014 www.mdrealtor.org

t a b l e O F c O n t e n t S

2014 annual cOnFerence & eXpO

FEATURES janice KirKner 2015 President Maryland association of realtors 6

2014 annual conference & eXPo 9

2014 coMMercial syMPosiuM 13

Meet the staff 14

Webinar 24

sPecific strategies for enhancing coi relationshiPs 26

tell your clients: a Mortgage With a federal taX credit 30

DEPARTMEnTS President’s PersPective 1

residential sales This Summer Looks a Lot Like Last Summer in Maryland 34

Mris Your Ideas in Action 38

froM the hotline Won’t You be My Agent? 40

coMMercial connection Leasing Space to the Federal Government Just Got a Lot Easier 42

Maryland real estate coMMission neWs 43

regulation neWs Short Sale Auctions and Contractor Licensing Regulation 44

tell yOur clientS: a mOrtGaGe With a Federal taX credit

SpeciFic StrateGieS FOr enhancinG cOi relatiOnShipS

26 302014 cOmmercial SympOSium

13

9

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*As reported by Builder Magazine. Prices, included features, delivery dates and availability are subject to change without notice or obligation. Photographs are representational only. Terms and conditions subject to credit approval, market changes and availability. **Realtor VIP Program entitles Realtor to an extra 1% commission on successfully settled sales in D.R. Horton’s Maryland and Virginia Communities that occur subsequent to the first sale after July 1, 2014 and before September 30, 2014. First sale must also occur after January 1, 2014. Bonus subject to change without notice or obligation. Extra percentage is in addition to the standard 3% Buyer’s Agent Commission for a max of 4%. Cannot be combined with any other Agent bonus or incentive. Not valid on prior contracts. Additional terms, conditions and restrictions apply. See Sales Consultant for details. MHBR #535

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DRH-A-14-042 MDRealtor_8'375x10'875c_APPROVED.indd 1 7/17/14 2:01 PM

2014 maryland association of realtOrS® leadership team

J russell “russ” boycePresidentre/maX 10010665StanhavenPlaceWhitePlains,[email protected]

Janice r KirknerPresident Electlong & Foster real estate, inc.1208nottinghamDriveWestminister,[email protected]

bonnie casperSecretarylong & Foster real estate, inc.4650East-WestHighwayBethesda,[email protected]

carlton J boujai JrImmediate Past PresidenteXit realty prosperity Group5300WestviewDriveSuite105Frederick,[email protected]

mary c antounChief Executive Officermaryland association of realtOrS®

200HarrySTrumanParkway Suite200Annapolis,[email protected]

maryland association of realtOrS®200HarrySTrumanParkway | Suite200

Annapolis,MD21401-7348800.638.6425 | www.mdrealtor.org

leadership teamJRussell“Russ”Boyce | PresidentJaniceRKirkner | PresidentElect

CaroleAMaclure | TreasurerBonnie casper | secretary

CarltonJBoujaiJr | ImmediatePastPresidentMaryCAntoun | ChiefExecutiveOfficer

editorMelissaLutz | [email protected]

advisory committeeJennKlarman | chair

advertisingArlene Braithwaite | 410.772.0820

publication designHBP,Inc.,952FrederickStreet,Hagerstown,MD21741

800.638.3508 | www.hbp.com

mission StatementThe Maryland Association of REALTORS® exists to support allsegments of itsmembership and their specialties. TheMarylandAssociation of REALTORS®, through collective efforts with localboards/associationsandthenationalAssociationofREALTORS®:■ Developsanddeliversprograms,servicesandrelatedproducts

thatmaintainandelevatethehighstandardsoftherealestatebusinessandtheprofessionalconductofitspractitioners;

■ Assistsmembersinethicallyandprofessionallyservingthepublic;■ Promotesandpreservestherighttoown,transferandusereal

property;and■ Protects the right of members to conduct business within a

framework of fair and reasonable laws and governmentregulations.

Inprincipleandinpractice,theMarylandAssociationofREALTORS® valuesandseeksdiversityandinclusiveparticipationwithinthefieldofrealestateandrecognizeseachmemberasauniqueindividual.Maryland REALTOR® (USPS 0016-017) is published bimonthly by the Maryland Association ofREALTORS®,Suite200,200HarrySTrumanParkway,Annapolis,MD21401-7348.PeriodicalpostagepaidatAnnapolisandadditionalmailingoffices.Postmastersendaddresschangesto:MarylandREALTOR®,Suite200,200HarrySTrumanParkway,Annapolis,MD21401-7348.Membersubscriptionsof$3.81arepaidwithannualdues.Thispublicationisdesignedtoprovideaccurateandauthoritativeinformationregardingthesubjectmattercovered.Itisofferedwiththeunderstandingthatthepublisherisnotengagedinrenderingprofessionaladvice.Iflegaladviceorotherexpertassistanceisrequired,theservicesofacompetentprofessional shouldbesought.Articles thatappear inMarylandREALTOR®arean informationalservicetomembers.TheircontentsaretheopinionsoftheauthorsaloneanddonotnecessarilyrepresentthoseoftheMarylandAssociationofREALTORS®.Permission to reprintarticlesappearing inMarylandREALTOR®magazinemustbe requested inwriting.Alsoincludepurposeforrequest.While this magazine makes a reasonable effort to establish the integrity of itsadvertisers,itdoesnotendorseadvertisedproductsorservicesunlessspecificallystated.©2013MarylandAssociationofREALTORS®,Inc.

carole a maclureTreasurerre/maX advantage realty17304EvangelineLaneOlney,[email protected]


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2015 President Maryland Association of ReAltoRs®

j a n i c eKirkner


originally,Kirknerplannedtoworkpart-time,butshesoonfoundthatthe

rewardsoffindingsomeonethatperfect home were irresistible. she alsolovedthatrealestateallowedher to run her own business, but still beavailableforherfamily.

Earlyinhercareer,KirknerbecameinvolvedwiththeCarrollCountyAssociation of ReALToRs®. Volunteeringhadalwaysbeenpartofherlife—firstwithherdaughter’sGirlScouttroopandlaterwithCarrollHospiceandnumerousothercommunityserviceactivities.Givingbacktotheindustrysheloveswasaneasydecision.

JaniceKirknerstartedbyvolunteeringonacommittee,thenbecomingaboardmemberandeventuallypresident.Itwaswhile

shewaspresident-electofthecarroll county Association that she startedvolunteeringatthestatelevel.HerserviceatMARincludesextensivecommitteemembershipaswellaschairingseveralcommittees,most recently strategic Planning.

Kirknerisstillactivewiththecarroll county Association, as wellasthenationalAssociationof ReALToRs®, where she has servedonseveralcommitteesandwillbeamemberoftheBoardofDirectorsnextyear.Inadditiontoherextensivecommunityservice,sheisamemberoftheFrederickchapter of the Women’s council ofREALTORS®,holdstheCertifiedResidentialSpecialist(CRS)andGraduateofREALTORS®Institute(GRI)designations,andisagraduateoftheGreaterBaltimoreBoardofREALTORS®LeadershipAcademy.Lastyear,KirknerwasselectedMAR’s2013REALTOR®oftheYear.

It’shardtobelieveshehasanyfreetime,butwhenshedoes,sheenjoysweekendsatthebeachwithBob,herdaughtersandtheirfamilies.TheKirkner’shavefourgrandchildrenandsheenjoystheoccasionalgameofgolfwiththeoldest.

AspresidentoftheMarylandAssociationofREALTORS®,JaniceKirknerdoesn’tplantoreinventanywheels.

“Ijustwanttokeepthemallturning,”she says.

Kirkneracknowledgestheleadershipofherpredecessorsandplanstocontinuesomeoftheirinitiatives,particularlyintheareasofprofessionalismandcommunication.


Thirty-fiveyearsago,anamiableREALTOR®foundJaniceKirknerawonderful

homeandherfuturecareer.Kirkner,aMarylandnative,wasplanningtore-enter

theworkforcewhenheryoungestdaughterwenttoschool.Sherememberedthe

pleasantexperiencesheandherhusband,Bob,hadhadbuyingtheirCarrollCounty

home.Shecalledtheagentwhohadbeentheirguideandfoundacareer.


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XMARYLAND ASSOCIATION OF REALTORS®

September 8–10, 2014 EXPO&“WeshouldalwaystreatourfellowREALTORS®well,”shesaysregardingprofessionalism.“Andplaybythesamerules.”

Herbiggestcommunicationinitiativeisfindingthebestwaytoget the association’s message to its members.Withanevermorediverseindustry,sheisevaluatingthebestway(orways)toreachthelargestaudience.Kirknerwantstofindtheanswerandgetmoremembersactivelyinvolved.

AsMaryland’srepresentativeonthe participation committee for the ReALToR® Political Action Committee(RPAC),advocacyisalsoimportanttoKirkner.

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“Housingisthebackboneof theeconomyandwe’restillfragile.Weneedpeopletospeaktolegislators. We’re not Republican or Democrat, we’re the ReALToR® party.”

KirknerwouldliketoseemorememberscontributingtoRPACandrespondingtoCallsforAction.

In fact, generating more participation in calls for action is Kirkner’smaininitiative.Aspresident,sheismostlookingforwardtoworkingwithnewmembersandencouragingthemtogetinvolved.Andbynew,Kirknerdoesn’tjustmean those new to real estate. she wantsmoreagentstoseethevalue

in the association—both in what they receiveandwhattheythemselvescangive.

Andreminiscentoftheencouraging agent who originallyledhertorealestate,Kirknervolunteersherselfandtheassociationasguides.

“We’rehereforyouandcanhelp,”shesays.“Thedoor,thephoneline,thetextandthesocialmediapage arealwaysavailable.”

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XMARYLAND ASSOCIATION OF REALTORS®

September 8–10, 2014 EXPO&A Special THANK YOU to

all of our SponsorsMainConferenceSponsorsMRISPenFedCreditUnion

Platinum sponsorsCentury21RealEstate

OverallConferenceSponsorsBay Area Association of ReALToRs®Greater capital Area Association of ReALToRs®CecilCountyBoardofREALTORS®EmbraceHomeLoansGarrettCountyBoardofREALTORS®HarfordCountyAssociationofREALTORS®JaniceKirkner,2014MARPresident—ElectMarylandDepartmentofHousing&CommunityDevelopment(DHCD)MarylandHispanicRealEstateIndustryAssociation(MHREIA)Mid-ShoreBoardPen-MarAssociationofREALTORS®Prince George's county Association of ReALToRs®RE/MAXCentralAtlantic

ReALToR Business centerColdwellBankerResidentialBrokerage

nARDirectorsBreakfastAnneArundelCountyAssociationofREALTORS®FrederickCountyAssociationofREALTORS®


Refreshment Breakscoastal Association of ReALToRs®

Wednesday’sBeverageBreakHowardCountyAssociationofREALTORS®

Installation BanquetLong&FosterRealEstate—GoldSponsorCarrollCountyAssociationofREALTORS®—GoldSponsorLakesideTitle—GoldSponsor

AlIngraham,2006MARPresidentBillieLandbeck,1978MARPresidentCarltonBoujai,2013MARPresidentCaroleMaclure,2014MARTreasurerDaleRoss,1989MARPresidentHaroldHuggins,1999MARPresidentIleneKessler,2007MARPresidentJackSteffey,1956MARPresidentJimMatthews,1998MARPresidentMichaelYerman,1991MARPresident

Golf sponsorsDirectMortgageLoans—MainGolfSponsorSharonMcKenna,InMemoryofChristopherMcKenna—GolfHoleinOne

TeesMarthaLessner,REALTOR®CathyWerner,2011MARPresidentPrudentialPenFedRealtyCaliberHomeLoans

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COnTInUInG EDUCATION CREDIT

ClASSES FOR MD, DC, & DE

You can take any of the Continuing Education (CE) courses that have been approved for CE in MD, DC, or DE at the Annual Conference. Please have your real estate license handy when you register.

Join us for even more value at the MAR Annual Conference and EXPO.REGISTER NOW at MDREALTOR.org

Sunday,September7,20148:30AM–5:00PM roland e powell convention center, Ocean city military relocation (mrp

certification course) Mauraneill (3HoursMdProfessional

enhancement, categoryFCE Course#725-1604)

Coastal Association of Realtors® Partner

at home With diversity (6HoursMD Professional

enhancement, category F,MDCourse#724-1604)

Monday,September8,20148:30–10AM Fair housing today (1.5HoursMDFairHousing

CategoryCCourse#726-1604)8:30–11:30AM ethics (3HoursMD ethics categoryD,MD

Course#727-1604)8:30–11:30AM build your linkedin presence:

creating Success For realtOrS®9:00AM–12:00PM critical technology Solutions For

today’s real estate professional9:00AM–12:00PM mrec—commercial agency (3HoursMDAgency-Commercial;

categoryH,MDCourse#728-1604;DcElectiveCePending)

9:00AM–12:00PM Successfully navigating Short Sales

(3HoursMD Professional enhancement ce;CategoryF,Course#729-1604; DcElectivece Pending;DeModule7 cePending)

10:30–11:30AM take your business on the road With mriS

10:30AM–12:00PM customer before company—revolutionizing your real estate business the nordstrom Way

(1.5HoursMD Professional Enhancement,CategoryF ce Course#730-1604)

2:00–3:30PM residential & commercial real estate Outlook

(1.5HoursMDProfessional enhancement, category FCE Course#731-1604)

2:00–5:00PM mrec agency—residential (3HoursMDAgencyResidentialce,

CategoryH,Course#672-1604)2:00–5:00PM Global commercial business

Opportunities (3HoursMD Professional

Enhancement,CategoryFce Course#732-1604)

2:00–5:00PM real estate commission regulations and rulings

(3HoursMD Legal&Legislative,CategoryACourse#734-1604)

2:00–5:00PM become a listing legend


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2:00–5:00PM i don’t Give a twit: Social media risk management

(3HoursMD Professional Enhancement,CategoryF ceMDCourse#733-1604)

2:00–5:00PM maximizing linkedin For your business Growth

3:30–4:30PM navigating the neighborhood of mriS core

Tuesday,September98:30–10:00AM risk reduction (1.5HoursMD Professional

Enhancement,CategoryF,MD Course#742-1604)

9:00AM–12:00PM legal & legislative update (3HoursMDLegal&Legislative,

CategoryA,MDCourse#748-1604)9:00AM–12:00PM When imitation isn’t Flattering:

intellectual property law For real estate professionals

(3HoursMD Professional Enhancement,CategoryFCe Course#735-1604;Dc ElectiveCe Pending;DeModule7CePending)

9:00AM–12:00PM Global business—how to Grow your business

(1.5HoursMD Professional Enhancement,CategoryFce Course#745-1604)

9:00AM–12:00PM realtOr® On the Go: how to take your business mobile

10:30–11:30AM take your business on the road With mriS

10:30AM–12:00PM disclosures (1.5HoursMD Professional

Enhancement,CategoryE,MD Course#743-1604)

10:30AM–12:00PM Streamlining your Social media platform: be more places With Fewer Steps

1:30–3:00PM personal leadership For lead Generation: the Story of 0 deals to 100

1:30–3:00PM real property conveyance issues (1.5HoursMD Professional


1:30–3:00PM mrec update (1.5HoursMD Professional


1:30–3:00PM Fair housing (1.5HoursMDFairHousing

CategoryC,MDCourse#738-1604)1:30–4:30PM hyperlocalism—how to

dominate in the digital age1:30–4:30PM regulatory issues & technology—

an introduction to Social media (3HoursMD Professional

Enhancement,CategoryFce Course#747-1604;DeElectiveCe Pending;De Module7Ce Pending)

3:00–4:00PM navigating the neighborhood of mriS core (repeat)

3:30–5:00PM reverse mortgages (1.5HoursMD Professional

Enhancement,CategoryFCe Course#739-1604)

3:30–5:00PM mar contract Forum—new & updated Forms

3:45–4:00PM Speed networking

Wednesday,September108:30–11:30AM professional Standards, ethics,

predatory lending & Flipping (3HoursMD ethics, category D ce

Pending)8:30–11:30AM mrec Supervision (3HoursMDSupervision,

CategoryI,Course#689-1604)8:30–11:30AM understanding Settlement

procedures & the hud 1 (3HoursMD Professional

Enhancement,CategoryFCe Course#746-1604;DcElectivece Pending;De Module7 ce Pending)

8:30–11:30AM how the new tax law affect the real estate professional

8:30–11:30AM real estate pr: See me, Know me, love me

9:00–11:00AM poke, tweet, check-in & hang Out9:00–11:00AM Getting listings in a Sellers

market9:30–11:30AM mar contract Forum—new &

updated Forms (repeat)9:30–11:30AM leveraging the realtOr® Federal

credit union10:00–11:00AM take your business On the road

With mriS (repeat)


C 2 1 . C O M / C A R E E R S

©2014 CENTURY 21 Real Estate LLC. All Rights Reserved. CENTURY 21® is a trademark owned by CENTURY 21 Real Estate LLC. CENTURY 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunities Act. Each office is independently owned and operated.

Data per comScore data January 2013 - December 2013

BUSTED OUT THE ICE CREAM TRUCK AT AN OPEN HOUSE.

We’re always scouting for agents who can look

boldness in the eye and bend it to their will.

Agents who should affiliate with a brand that

has the most visited real estate franchise

website, with the highest number of unique

visitors in the industry, according to a recent

comScore survey. So, to the agent who doesn’t

stop at putting sprinkles on top, let’s meet.

WE LIKE YOUR STYLE.


Over 100 commercial practitioners attended mar’s annual commercial Symposium on may 9 at the bWi hilton. mar’s commercial alliance committee sponsored the event, which offered two 1.5 hour courses for continuing education requirements and breakfast.

MAR’s consulting economist, Anirban Basu of the sage PolicyGroupmoderateda

panelofexpertsinthefirstsession,“FromConcepttoReality-MovingYourCommercialRealEstateProjectForward.”PanelistsTomPilon,St.JohnProperties;AbeRosenthal,28WalkerAssociates;MarcoGreenberg,BeattyDevelopment;andMarcDubick,DuballLLCofferedinsightsaboutkeyissues,includingobtainingtaxcredits,arrangingforfinancing,andminimizingpublicoppositiontoaproject.

BillCastelli,MAR’sVicePresidentofGovernmentAffairs,taughtthesecondsession,aCommercialLegislativeupdate.Hediscussedrecentlegislationinvolvingavarietyof issues affecting commercial real property,including:

• FederalTaxPolicy

• StormwaterManagement—WatershedProtectionProgram(the“RainTax”)

• GroundRents

• FilmTaxCredits

• FloodInsuranceBill

• non-ResidentRealEstateWithholding

• BayRestorationFeeon Real Property

• TaxationofIndemnityDeeds of Trusts

• LeadPaintRenovationRule

If you were unable to make this annualevent,besuretobeonthelookoutfornextSpring’sSymposium.Formoreinformationregardinglegislationaffectingcommercial real estate, contact Bill Castelli.ForinformationonMAR’scommercial Alliance committee, contactJasonBrand.Bothcan bereachedatMARat(800) 638-6425.

2014CommerCialSymposium


ChiefExecutiveOfficermary antoun hasbeenMARstopstaffersince1993.InadditiontooverseeingtheAssociation’soperations, she works closely with volunteerleadershiptodevelopandimplementpoliciesandinitiativestopromotetherealestateindustryandprivatepropertyrights.Anattorneyandeconomist,MarybelievestheAssociation’s primary responsibilities are representing member interests before the legislature andadvocatingREALTOR®professionalismwithmembersandthe public.

PriortojoiningMAR,MarywasVice-PresidentofRealEstateFinanceforthenationalAssociationofReALToRs® in its Washington office. PreviouslyshewasVicePresident

ofBarrentineLott,anasset/liabilityconsultingfirm,andservedintheGeneralCounsel’sofficeatHUDandas Assistant Director of Research for FreddieMac.

Director arlene robertson hasbeenwithMARsince1986,responsiblefortheadministrativefunctions of the Association. Arlene keeps the organization operating smoothly,frombuildingoperationsto the Association’s management functions.PriortojoiningMAR,ArlenewaswiththeMarylandGeneral Assembly as committee Secretary/OfficeManagerofthesenate economic Affairs committee, andwiththeMarylandBankersAssociation.

ArleneandExecutiveAssistant angela leeper staffthe“governance”committees—Executive,Bylaws,nominating,and

strategic Planning. They also supporttheBoardofDirectorsandGeneralMembershipmeetingsaswellasthePresidents’Council,madeupoflocalassociationPresidentswhomeettoexchangeinformation,developideasandshareexperiences.TheirdepartmentorganizestheMARFormerPresidentsmeetings,theMARReceptionatthenationalAssociation(nAR)AnnualConvention,andothereventsduringtheyear.TheyalsooverseetheprestigiousLifeAchievementAward.

ArleneandAngelaassistmembersatregistrationduringtheMARAnnual conference.

Receptionist rebecca baker greets andtalkstomoremembersasthe first point of contact at the Association offices than any other staffer.Sheanswershundredsofquestionseveryweekfrommembersandthepublic,referringthem to the appropriate staff person or other resource. Rebecca assists with meeting logistics, mailings, andothertasksrequestedbyotherdepartments.

Meet

th

e

Staff


L to R: Arlene Robertson, Angela Leeper, and

Rebecca Baker

Mary Antoun

GovernmentAffairsVicePresidentbill castelli,MAR’sChiefLobbyist,headsateamthatincludesDirectorofRegulatoryAffairs mark Feinroth, Director of GovernmentAffairsSusan mitchell, andAssistantSheryl bergman. Bill,anattorneyandformeraidetoRep.StenyHoyer,developsanddirectstheAssociation’slegislativestrategyinrepresentingMarylandREALTORS®inthestatehouse,andcoordinatesstateeffortswithnARin representing ReALToR® interests beforeMaryland’sCongressionaldelegation.BillalsosupervisesMAR’scontractlobbyistsandvarioussubjectmatterexpertsthatwe occasionally retain to assist in representing ReALToR® interests.

Mark,alsoanattorneyandlobbyist,representsMAR’sinterestsonregulatory matters that come beforevariousagencieswithresponsibilities that affect the realestateprofessionandprivatepropertyrights.PriortojoiningMAR,MarkwasAssistantSecretarywiththeMarylandDepartmentofLabor,LicensingandRegulation,supervisingtheoperationofalllicensingcommissions,includingtheReal estate commission. Both Bill andMarkteachCEclassesforlocalassociations.

Inadditiontoherlobbyingresponsibilities,SusanalsodirectsMAR’sgrassrootsadvocacyefforts,includingCallsForAction,andmanagesourdatabasetocustomize mobilization efforts

on key issues. she also works with local associations to assist in providingMARandnARexpertiseonlocalissuessuchaslanduseandzoning.SusanmanagesMAR’sLocalGovernmentAffairsDirector(GAD)Program,supervisingthelocalGADsthatMARprovidestoalllocalboards/associationwhodonotemploy local lobbyists. The program isdesignedtostrengthenREALTOR®voicesinthoselocaljurisdictions.PriortojoiningMAR,SusanwastheGovernmentAffairsManager/WashingtonRepresentativeforBristol-MyersSquibbpharmaceuticalcompany in their Washington Dc office, responsible for both thefederalandstategrassrootslobbyingprogram&PAC,andservedastheirWashingtonrepresentativetotheindustrytradeassociation.

AllthreelobbyistsrepresentMAR onvariousindustryandothercoalition groups.

Sherylprovidesadministrativesupportfortheentiredepartment,includinghelpingtoorganizeLegislativeDayandotherpoliticaleventsaswellascoordinatingande-publishingPolitical Buzz (the RPAc e-newsletter).SherylalsoservesastheMARstaffphotographer.

TheteamalsoincludescontractlobbyistsandattorneysJoel rozner and Frank boston.

GovernmentAffairscommitteesincludePublicPolicy,Legislative,IssuesMobilization,andLegalAction.

L to R: Bill Castelli, Mark Feinroth, Susan Mitchell, and Sheryl Bergman



Legal DepartmentMAR’sLegalDepartment,headedbySeniorVicePresidentchuck Kasky, includesStaffAttorneys colette massengaleandJason brand, along with don martin, Director ofBoardandMemberServices,andShannon reed, Professional StandardsAdministratorandLegalAffairs Assistant.

chuck staffs the RPAc Trustees, Bylaws,andRealPropertyoperations committees. Prior to joiningtheMarylandAssociationofREALTORS®,Chuckwasengagedintheprivatepracticeoflaw,servedasLegislativeCounseltoseveralCommitteesoftheMarylandGeneralAssembly,andwasDeputyChiefAdministrativeOfficerforHowardCounty,Maryland.

colettestaffstheFormscommittee.PriortojoiningMAR,sheworkedatseverallawfirmsintheMetropolitan

areaandwasalawclerkforWashington Dc superior court JudgeRhondaReidWinston.

Jason staffs the commercial Alliance Committee.HealsoservesaslocalGovernmentAffairsDirectorunderMAR’slocalGADprogram.

Chuck,Colette,Jason,andShannonstafftheMARLegalHotline,theserviceREALTORS®routinelyidentifyasoneofthemostvaluableMARmembershipbenefits.Memberscallorsubmitquestionsviaanonlineform,availableontheLegalServicestaboftheMARwebsite.Departmentattorneysalsoprovidein-houselegalandcomplianceassistancetotheotherDepartmentswithinMAR.

donstaffsGrievanceandProfessionalStandardsCommittees.Shannonprovidessupportforallofthe committees.

Asaservicetomemberboards,associationsandfirms,theLegalDepartmentvisitsoffices

andprovidesinstructorsforcontinuingeducationclassesonriskreduction,agencylaw,realestatecontracts,CodeofEthics,fairhousing,legislativeandlegalupdatesandbrokersupervision.ToassistincompliancewiththenARProfessionalStandardsprogram,thedepartmentprovidesannualtrainingtolocalGrievanceandProfessionalStandardsCommittees.

Theattorneysdraftandreviewproposedlegislationandcommentsonproposedregulations,andprovideadvicetomembersabouttheir impact.

Legal Affairs also has responsibility formemberservices.DonisMAR’sprincipaloutreachtofirmsandlocalassociations,spendingmostofhistimetravelingaroundthestate speaking at sales meetings andteachingcontinuingeducationclasses. Don is the primary resource onProfessionalStandardsissuesandoverseeslocalassociationcompliancewithnARrequirementsregardinggovernanceandservices.

Shannon reedalsoadministerstheProfessionalStandardsprogramandoutreachservicesfordisputeresolution.SheadministerstheProfessionalStandardsServicesprogramformanylocalboards/associations,offeringMARresourcestoprovideseamlessassistancetotheirmembersandthepublicregardingethicscasesandarbitrations.Shemanages the Dispute Resolution area oftheMARwebsite,whichaddressesdisputeresolutionissuesandalternatives.


Back Row, L to R: Chuck Kasky, Don Martin, and Jason Brand

Front Row, L to R: Colette Massengale, and Shannon Reed


EducationDirector lisa Kinsman has been anMARstaffmembersince1981.Shesupervisestheactivitiesandstaffing for the ReALToR® Institute (GRI),LeadershipAcademyandMediationOversightcommitteesandprograms.Thedepartmentcoordinatestheeducationprogramsfor the Annual conference, providesadministrativeservicesforprofessionalstandardstraining;and,overseestherecordingofallcontinuingeducationcreditsearnedforallCEprogramsprovidedbyMARandcontractedproviders.

EducationAssistantlisa haynes providesallDepartmentadministrativesupport,andisthe“pointperson”responsibleforCEmonitoring,CErecordingattheMarylandRealEstateCommission,handlingreplacementcertificaterequestsforanyMARprogram;andanyothergeneraleducationquestionmembersmayhave.

has primary responsibility for the AnnualConferenceheldinOceancity each september, managing its largetradeshowandoverseeingallonsite logistics. she also assists other departmentswitheventplanning.

Jermaine hawkins is the CommunicationsManager,supportingalldepartmentactivitiesforitscommitteesandevents.Heis also the first point of contact for theFairHousingPosterContestandRecognitionCeremony,heldevery

MARmaintainsanextensiveeducationaldatabasewherebyattendeerecords(memberandnon-member)areupdatedforeveryCEornon-CEprogramMARoffers.Thissystemverifiesattendanceandconfirmsclassestakentotrackdesignationcourses,mandatorystatelicensingrenewalcoursesandanyassociationtrainingrequiredsessions.

communications & Public AffairsTheCommunicationsandPublicAffairs Department is the public voiceofMAR,chargedwithoverseeingourcommunicationwithmembersandthepublic.

Department Director melissa lutz (pronounced Loots)overseesalltheDepartmentsactivities,includingpublications, all communications withmembersandthepublic,andmediarelations.MelissaspearheadstheMARpublicandmediarelationsefforts,whichincludepromotingMarylandREALTORS®andtherealestateprofession.Melissa


L to R: Lisa Kinsman, and Lisa Haynes

Sitting: Melissa Lutz

Standing: Jermaine Hawkins


April,andoverseesthecoordinationoftheMARindustryawardsgivenatthe Annual conference. The Department staffs the Annual Conference,Communications/PR,CommunityActionandREALTOR®Excellence(CARE),andREALTOR®of the year committees, manage andcoordinatewiththeEqualOpportunity/CulturalDiversityCommitteeonallaspectsoftheFairHousingPosterContest.Itpublishesthebi-monthlyMaryland REALTOR® magazineandHotSheet,anddevelopsbrochuresandpamphlets,aswellasthepopularFairHousingCalendar,andtheThursdayWebinarseriesincludingtopicsofinteresttoallmembers.The2015Webinarschedulecanbefoundonpage24.

communications manages affinity partnershipstoprovidememberbenefitsandnon-duesrevenue.TheDepartmentoverseesmuchofthecontentandenhancementstotheMARwebsite mdrealtor.org andmanagestheMARpresenceinthesocialmediaarena,includingFacebook,TwitterandYouTubeVideoproduction.

HousingPrograms/PartnershipForHousingTheHousingProgramsDepartment,headedbyDirector Fern dannis, researchesandidentifiesavailableprogramsatstateandlocalgovernmenthousingagenciesaswellascommunity-based,nonprofithousingorganizations. The Department overseesdatacollectiontoidentifyfinancial assistance programs for homebuyers,whicharefeaturedontheMARconsumerwebsitesmdhomeprograms.comandmarylandhomeownership.com.ThesitehaslocalizedinformationforbothREALTORS®andconsumers.The Department also manages thecurriculumandprocessingforREALTORS®toobtaintheMARWorkforceHousingCertification(WHC).

FernisMAR’sliaisonwithnARonitshousingrelatedpublicpolicyprograms,withFreddieMac’sCreditSmart®programandwithstatewideandnationalhousingcoalitions.SheandHousingPrograms Assistant angela leeper stafftheHousingAffordabilityCommitteeandEqualOpportunity/CulturalDiversitycommittees.Aspartoftheseresponsibilities,FerndevelopsandsuperviseseffortstoencourageMarylandREALTORS®tolearnaboutcreditliteracy,housing

financeprogramsandinvolvementwithcreativehousingprograms,fairhousingactivitiesandrelatedpolicyinitiativesintheircommunities.

Fernhasworkedinthehousingfieldforover30years,withexperienceinpropertymanagement,multi-familyhousingdevelopment,affordablehousingpolicy,loanpackaging/underwriting,nonprofitadministration,aswellasbeingaformer real estate licensee.

FernalsoservesastheExecutiveDirector of the Partnership for HousingFoundation(PHF),includingtheMarylandHomeMakeover™program.


Fern Dannis


FinanceandTechnologypatti Schmitt,MARController/DirectorofFinance&Technology,has primary responsibility for developingandtrackingMARsannualbudget,managingMARandaffiliateorganizationsfinancialoperationsandworkingwithitsauditorsandfinancialadvisors.SheprovideseconomicandfinancialinformationtotheCEO,BoardofDirectorsandofficers,FinanceCommitteeandstaff.Pattialsooverseestheoperationsandstaffofthe Technology Department.

PriortojoiningMAR,PattiwasAssistantControllerforHRi,ASO&PEOOutsourcing,servingmorethan150employerswithover1,700employeesacross17states.Pattialsosuccessfullystartedandoperatedacontractingbusinessforfourteen years before selling her interest to her partner.

As Assistant controller, Kim dansker administersMAR’saccountspayableandassistswithdailyfinancialtransactions.KimalsomaintainsfinancialrecordsforRPAC.KimjoinedMARin2001,firstintheLegislativeDepartmentandthenmovingtotheFinanceDepartmentin2005.

leonard Wilson, Accounting Specialist,joinedtheMAR’sFinanceDepartmentinJune.HeadministersMAR’saccountsreceivableandassistswithdailyfinancialtransactions.Leonardalsomaintainsfinancialrecordsforseveralaffiliatedorganizations.PriortojoiningMAR,Leonardworkedwithbothnon-profitorganizationsandaccountingserviceproviders.

TechnologyAdministrator/Coordinatormichael cunningham workedwithMARforalmosttenyearsasaconsultantbeforejoiningthestaffin2005.MichaelprovidesITsupportandmanagement,customsoftwaredevelopmentandprogramming,andwebsitedesignandmanagementfortheAssociation,staff,andaffiliateorganizations.

MembershipManagercindy Sellers, a staff member since 1995, maintainsdatabasesforMARandsomeaffiliatedorganizations,andassists in helping staff with computerhardwareandsoftwaresystems.Cindyisalsoresponsibleformaintainingofficesuppliesandother office equipment. 3

SERIES 100

Southern Maryland Association301-870-2323September 4, 6, 12, 20 & 24

Greater Baltimore Board410-337-7200October 1, 8, 15, 22 & 29

SERIES 200

MAR – Annapolis800-638-6425September 30, October 7, 14, 21, 28

SERIES 300

MAR – Annapolis800-638-6425November 3, 10, 12, 17 & 19

SERIES 400

Greater Baltimore Board410-337-7200August 28, September 4, 11, 18 & 25

Increase Income PotentialREALTORS® with designations are high earn more income than those without designations. The GRI is a way to set you apart from the competition. Broker’s License RequirementThe full GRI classroom series (100, 200, 300, and 400) fulfills the educational requirements needed to take the Maryland broker’s exam (MAR coursework is specific for Maryland). The Name Says it AllAs a GRI (Graduate, REALTOR® Institute), you have accomplished a high level of achievement which indicates to your clients and colleagues an increased skill level, industry knowledge and dedication to your profession.

321

Earn the GRI:

3GREAT THINGS come in

S

Please visit MAR’s website, mdrealtor.org for the most current course schedules.

GUARANTEED TO HOLD!Classes will not be cancelled due to low enrollment!

GRI 2014 Schedule


Back Row, L to R: Kim Dansker, and Michael CunninghamFront Row, L to R: Leonard Wilson, Patti Schmitt, and Cindy Sellers

3SERIES 100

Southern Maryland Association301-870-2323September 4, 6, 12, 20 & 24

Greater Baltimore Board410-337-7200October 1, 8, 15, 22 & 29

SERIES 200

MAR – Annapolis800-638-6425September 30, October 7, 14, 21, 28

SERIES 300

MAR – Annapolis800-638-6425November 3, 10, 12, 17 & 19

SERIES 400

Greater Baltimore Board410-337-7200August 28, September 4, 11, 18 & 25

Increase Income PotentialREALTORS® with designations are high earn more income than those without designations. The GRI is a way to set you apart from the competition. Broker’s License RequirementThe full GRI classroom series (100, 200, 300, and 400) fulfills the educational requirements needed to take the Maryland broker’s exam (MAR coursework is specific for Maryland). The Name Says it AllAs a GRI (Graduate, REALTOR® Institute), you have accomplished a high level of achievement which indicates to your clients and colleagues an increased skill level, industry knowledge and dedication to your profession.

321

Earn the GRI:

3GREAT THINGS come in

S

Please visit MAR’s website, mdrealtor.org for the most current course schedules.

GUARANTEED TO HOLD!Classes will not be cancelled due to low enrollment!

GRI 2014 Schedule

CareersCB.com

After more than a century of leadership, innovation and success, the Coldwell Banker® name is known by 9 out of 10 consumers*. Our globally recognized name and logo will give you a built-in level of consumer trust that a competitor would have to work long and hard to earn.

Coldwell Banker Residential Brokerage’s School of Real Estate offers a wide variety of educational resources, from pre-licensing to certified continued education classes to advanced skill development. Visit cbrbschool.com for a full schedule.

Let the trusted Coldwell Banker name open doors for you.

C O L D W E L L B A N K E R R E S I D E N T I A L B R O K E R A G E

Nothing in this document is intended to create an employment relationship. Any affiliation by you with the company is intended to be that of an independent contractor sales associate. ©2014 Coldwell Banker Real Estate LLC. Coldwell Banker is a registered service mark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Equal Housing Opportunity. Operated by a subsidiary of NRT LLC. 8520MA-7/14

We’ve made quite a name for ourselves.

CareersCB.com

After more than a century of leadership, innovation and success, the Coldwell Banker® name is known by 9 out of 10 consumers*. Our globally recognized name and logo will give you a built-in level of consumer trust that a competitor would have to work long and hard to earn.

Coldwell Banker Residential Brokerage’s School of Real Estate offers a wide variety of educational resources, from pre-licensing to certified continued education classes to advanced skill development. Visit cbrbschool.com for a full schedule.

Let the trusted Coldwell Banker name open doors for you.

C O L D W E L L B A N K E R R E S I D E N T I A L B R O K E R A G E

Nothing in this document is intended to create an employment relationship. Any affiliation by you with the company is intended to be that of an independent contractor sales associate. ©2014 Coldwell Banker Real Estate LLC. Coldwell Banker is a registered service mark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Equal Housing Opportunity. Operated by a subsidiary of NRT LLC. 8520MA-7/14

We’ve made quite a name for ourselves.


Secrets to Business Planning

Social Media

Hot Legal Issues

RPR Advanced – 10 Powerful Ways to Use RPR

Bernice Ross October 16, 2014, 10 a.m.Are you ready to fire up your earning potential for 2015? This fast paced session will dispel six of the common time management myths that hold most agents back, provide you with a super simple one page business plan.

Amy Cherow December 11, 2014, 10 a.m.Use the latest technology tools to manage real estate transactions, track agency disclosure and compliance with applicable laws, protect consumer information, reduce legal risk and provide buyers and sellers with extensive information to help them make sound decisions.

Chuck Kasky & Colette Massengale February 26, 2015, 10 a.m.Do you know what you do not know? We do! The questions most frequently asked of the MAR Legal Hotline are guaranteed to spark lively and informative discussions. Specific topics include Contract Pitfalls, Landlord/Tenant Law, and License Law. Do not miss your chance to try to burn the MAR Attorneys on their own Hotline Hot Seat.

Valerie RiversApril 9, 2015, 10 a.m.Are you ready to increase your business? With all the information and tools RPR® has available, there are many ways to impress clients. RPR

includes hundreds of datasets all at your fingertips. In this 1-hour webinar, we highlight the 10 most powerful ways to use RPR to immediately see results. After just 60 minutes with us, you will be impressing clients with the information they want and the property value understanding they need. Realtors Property Resource (RPR) is a REALTOR® member benefit and is included in the cost of your annual dues.

Disclosures

Taxes

Tech Tools

Are you Consumer Centric?

Chuck Kasky & Colette Massengale November 13, 2014, 10 a.m.As the listing agent, you have information about a property and have to decide whether to disclose it, knowing that your client may not like it. Want to know the truth about the Lead Paint Disclosure? This class will leave you with answers to the hard questions.

Chris BirdJanuary 8, 2015, 10 a.m.Lots of new information about asset protection and how to better maximize your retirement plans will be presented.

Beth Ziesenisis March 12, 2015, 10 a.m.Ever feel like other REALTORS® know about computer shortcuts and apps and you’ve missed the memo? Author of blog, “Your Nerdy Best Friend”, Beth Ziesenis will take the mystery out of online tools and smart searching to increase productivity and make working with others easier.

Gee Dunsten May 7, 2015, 10 a.m.Join us as Nationally renowned speaker, Gee Dunsten gives tips on being consumer centric. After this webinar you will be able to explain the importance of being strategic, apply methods to reduce consumer confusion about what they see on the news, and develop systems & skills to become a community reporter through the use of video, direct mail and social media.

FREE Webinar Thursday SeriesUSABLE STRATEGIES that will increase your confidence and immediately help you. Join us for our FREE Webinar Series designed for REALTORS® in every stage of the profession. We will send a sequence of reminders to register. If you’re not receiving them and don’t want to miss these valuable FREE Webinars, let us know at [email protected].

We will send a sequence of reminders to register. If you are not receiving them and don’t want to miss these valuable FREE webinars, let us know at [email protected].

Revolutionary Compensation PlanWe offer a variety of ways to supplement your commission income via our IncomeBuilder®, TeamBuilder® and Agent Advantage® programs.

Agent Services ProgramsWe provide the tools to make you successful. Our innovative Agent Services Division works tirelessly to bring you products and services to enhance your business.

Agent Lead ProgramsOur award winning Business Development Division provides thousands of buyer and seller leads to Prudential PenFed Realty agents each year.

Successful. Passionate.

Driven.

© 2014 BRER Affiliates, LLC. An independently owned and operated broker member of BRER Affiliates, LLC. Prudential, the Prudential logo and the Rock symbol are registered service marks of Prudential Financial, Inc. and its related entities, registered in many jurisdictions worldwide. Used under license with no other affiliation with Prudential. Equal Housing Opportunity. Prudential PenFed Realty is an independently owned and operated member of BRER Affiliates, LLC. PenFed Membership is not required to conduct business with Prudential PenFed Realty. We are proud to be an equal employment opportunity employer: m/f/v/d.

Why Choose Us?

Call Us to get started today!703.877.2714 or 410.547.5700

seeking top players, Challenge finders, dream

makers & fUtUre thinkers.

PFR Maryland Realtor Ad Aug-Sept 2014.indd 1 7/8/14 2:29 PM


Specific Strategies for Enhancing COI Relationships

the most effective way to nurture your core center of influence (cOi) relationships are creative and thoughtful. there is nothing wrong with acknowledging birthdays; it’s just not particularly

innovative. but there are many less traditional holidays and events that allow you to reach out with an edge of originality and top of mind status. an additional positive is that these occasions are

timeless. they can also be tailored to specific cOis—you won’t acknowledge every one for every cOi. here are some suggestions to get you thinking.


Use the Credit Union’s FREE Mobile Banking app* to:

• Make deposits with Mobile Deposit®

• Check balances• View transactions• Transfer funds• Pay bills and review payments• Locate ATMs and branches

During the Maryland State Convention, September 8–10, 2014, visit the Credit Union booth to meet our Business Development team:

• Victoria Gillespie• Greg Ferentinos• Jewel Codosea

Ask them how to access your accounts on-the-go when you download and use our app.

When you join during the Maryland State Convention, mention this ad and we will make the initial $5 deposit in your new account.**

Attend Victoria’s session on Wednesday, September 10, 9:30–11:00 am, and join the Credit Union.

www.REALTORSFCU.org

Always on the Go?

Federally insured by NCUA

* Message and date rates may apply. Message frequency depends on account settings.

** Membership eligibility and qualifi cations required to join. Accounts closed and reopened are not eligible; must be member’s fi rst account with the Credit Union. Bonus will be credited to new member’s primary savings account in good standing 30 days after member’s account is opened.

Mobile Deposit is a registered trademark of Mitek Services, Inc. Qualifi cation criteria apply for Mobile Deposit. Mobile Deposit is available for iPhone 4, iPhone 5, iPad 3 and most Android devices enabled with a camera. iPhone and iPad are registered trademarks of Apple Inc. Android is a trademark of Google Inc. App Store is a service mark of Apple Inc.

Use Our

Mobile Bankingwith Mobile Deposit®

Download our app today.For Apple® For Android™

Visitour booth

at theMaryland State

ConventionSept. 8–10

146800.RFMobileDeposit.AD.6.14.indd 1 7/2/14 2:54 PM

BreakfastAlwaysagoodplacetostart.Breakfastistheleastexpensivemealofthedayandmanyviewitasanidealtimetoreinforcebusinessrelationships.InvitingyourCOItobreakfastallowsyoutobethefirstthingontheirmindastheyenjoythefirstmealoftheirday

newYearBeginatthebeginning.January1isagreatopportunityto begin the year with a great first impression. A little confettiinacardwillgetyourCOIs’attentionandsetyouapart.HostinganewYearpartyforyourCoreCOIsisalsoaneffectiveoption.ItalsogivesyoutheopportunitytoextendyourCOInetwork.

st. Valentine’s DaySharethelove.Everyonelovesalittleattention.Takingpeoplebacktotheirchildhoodwithalittlevalentineislikelytomakethemsmileandappreciateyourgesture.

Presidents’DayAdifferenttakeonanationalholidaysuchasPresidents’DaycanbeafunandcreativewaytoacknowledgetheCOIsinyournetworkwhoarethefoundersofanorganizationorarecurrentlypresidentsofassociations.

st. Patrick’s Dayst. Patrick’s Day is a great opportunity to tell your coIs that you feel lucky to know them. organize a st. Patrick’s themedeventorjustinviteaCOIforcoffeeoraGuinness.

springAcknowledgeaCOIwithasmallboxofthispopularmarshmallowbasedtreatandanote:“ThanksforbeingoneofmyPeeps.”

earth DayCelebrateyourCOIcontractorswhohavegonegreen.TheydidittostandoutandmaketheEarthabetterplacetolive.AsmallpottedplantisagreatEarthDaysentiment.Ithasthepotentialtoliveforyearsandeachtime someone comments on the beauty of the plant, yourCOIwillberemindedofyourthoughtfulness.


Mother’sDayTake time to let your coIs who are mothers know that youunderstandhowhectictheirlivesmaybewithasimplegesture—acupoftheirfavoritepickmeup,aboxofcandy,orothersmalltreat.

Father’sDayMuchlikemom,dadsaresometimesunsungheroes.This is equal opportunity: go for a small treat or a note thatacknowledgesyourrespectforthisimportantroleintheirlives.

IndependenceDayThefreedomtochoosewhowedobusinesswithandtheabilitytoacknowledgeallofthehardworkandpotentialsacrificestheyhavemadetogettotheplacetheyaretoday.YouknowwhichofyourCOIshavetraveledthispath.Alightheartedwaytoletthemknowyouseetheirdriveistosendasparklerwithanotesayingsomethinglike“Youmorethansparkle;youshine.Thinkingofyouandallyoudoforthosearoundyou.”

FirstdayofAutumnAstheleaveschangecolorsinviteyourCOIstoenjoysomewarmapplecider.SmallactionsandthoughtfulinvitationshelpyourCOIskeepyouasaforethoughtratherthananafterthoughtasyoumoveintothecoolermonths of the year.

columbus DayExplorethepossibilities,becausetheyarelimitless.SeewhatgreatideasyourCOI’shavethatyoumightbeableto help actualize. Is your coI contractor looking for a new buildingordoesheneedtorenovate?Evenifyouaresimply connecting them to someone who can help them fundtheirdream,youarestillpartoftheprocess.

HalloweenDosomethingassimpleasa“TreatandTreat”—notricksinvolved.VisityourCOIswithsomeoftheirfavoriteHalloweentreats.

ThanksgivingThere is no better opportunity to let your coI’s know how thankfulyouaretohavethemaspartofyournetwork.GivingthanksonThanksgivingisoftenassociatedwith

justfamily.Broadenthescopeofthistraditionandpaying tribute to your coI family is a sure way to let them knowjusthowthankfulyoutrulyare.

HanukkahYoudonothavetocelebrateaspecificholidayyourselftobeabletocelebrateyourCOIswhodo.Youcanbeascreativeasyouwantbysendingeightsmallsentimentsorevenjusteightnotesofthoughtfulappreciation.Theendresultisthesame.Youtookthetimeandmaketheeffortthatwillmakethedifferenceintheend.

christmasMakemerryandspreadjoy.ChristmascardsarealwayseasywaystoshowaCOIyouarethinkingofthemduringtheDecemberholidayseason.YoucanalsoinviteyourCOIstoaholidaygathering.Cookiesandeggnoghavetheabilitytobrightenmostpeople’sday.

Eachcontactopportunityisfocusedonshowingappreciation,givingthanksfortheirmanystrengthsandshowingyourCOI’sthatyouseethemasanintegralpartner.ThemethodsyouusetonurtureyourCoreCOIrelationshipswillneverbeidenticaltoanyoneelse’s.ThatoriginalityandattentiontodetailiswhatwillsetyouapartandmakeyouthefirstchoicewhenanyofyourCOIcontactsmakesareferral.REALTORS®FederalCreditUnionisyourpartnerinthejourneytodevelopyourbusinessthroughfinancialeducation,networkbuildingtoolsandsomuchmore.Visitrealtorsfcu.orgtoexplorealloftheproductsandservicesdesignedspecificallyforReALToRs®.

JoinusinthenextissueaswefocusourattentionontheValueandBenefitsoftheCreditUnion.

Jewel Codosea, M.A., Business Development Administrator, REALTORS® Federal Credit Union, a Division of Northwest Federal Credit Union and Victoria Gillespie, M.B.A, Maryland REALTOR®, National Director & VP, Business Development, REALTORS® Federal Credit Union, a Division of Northwest Federal Credit Union


Tell Your ClienTs:

A Mortgage With a Federal Tax Credit


TheMarylandDepartmentofHousingandCommunityDevelopment(DHCD)announceditsMarylandHomeCreditprogramonJune1.The

programisforhomebuyerstocouplewiththecompetitiveratesandsignificantdownpaymentassistanceavailablethroughtheMarylandMortgageProgram.

Andwhatisgoodforhomebuyerscanbeagooddealforreal estate professionals.

Here’showtheprogramworks:EligiblehomebuyerswhopurchaseahomebeforeDec.15,2015canusetheMarylandHomeCredittoclaim25percentoftheannualmortgageinteresttheypayasafederaltaxcredit,upto$2,000foreveryyearthemortgageisoutstandingandtheyliveinthehome.Forexample,ahomeownerpaying$8,000ayearininterestmaytakeadollarfordollarreductionfromfederaltaxesowedupto$2,000,andstillusetheremaining$6,000asanormalfederaltaxdeduction.Thisputsmoneybackinthebuyer’spocketforthelifeoftheloan.(ThetaxcreditisnotapplicabletoMarylandincometaxliability.)

ThehomebuyermustapplyfortheMarylandHomeCreditprior to closing on the mortgage. There are fees associatedwiththeprogram,andrefinancesarenoteligible.ItisavailabletoallMarylandhomebuyerswhomeet the state’s eligibility requirements.

Andbecauseitisatax credit rather than a tax deduction, lendersmayregardtheamountoftheMarylandHomeCreditasadditionalincome,increasingaclient’sbuying power.

Thetaxcreditcanbeparticularlyattractiveforfirst-timehomebuyerswhenpairedwiththeMarylandMortgageProgram, the state’s flagship mortgage purchase programformorethan30years.



MarylandMortgageProgramhomebuyerscanreceiveupto$5,000inbasicdownpaymentassistance.AdditionalassistanceisavailablethroughourPartnerMatchPrograms. Through these programs, DHCDagreestomatchanydownpaymentassistanceupto$2,500offeredbyparticipatingemployers,buildersanddevelopers,andcommunity organizations. Partner Matchfundscanbecombinedwiththebasicdownpaymentassistance.

ThedownpaymentassistanceavailablethroughtheMarylandMortgageProgramcan:

• effectivelyincreasetheamountabuyer brings to settlement;

• lowerthemonthlypayment;or

• providecashtohelpfurnishthenew home.

Together,thedownpaymentassistanceandthetaxcreditmaybe the tipping point, allowing an otherwise worthy client to get into thehomeoftheirdreams.

TogetalistofparticipatingMarylandHomeCreditandMarylandMortgageProgramlendersortolearnmoreabouttheadvantagestheseprogramsofferrealestateprofessionalsandtheirclients,visittheMarylandMortgageProgram website: http://mmp.maryland.gov.

You & Long & Foster = success in real estate. Join the company that puts their agents first.

Visit LongandFoster.com/CareersOr call 866.967.5563

There’s a lot of power in this one little character. It can

do much more than join two things. It can create magic.

More than 45 years ago it created Long & Foster and started us

on the path to becoming the nation’s largest independent real

estate company. Now we’d like to put the power of & to work

for you — by giving you the right combination of support

& independence you need to succeed.

While some companies offer you this or that, we give you this & that —

EOE

worklet’sYou & Long & Foster = success in real estate.

®


This summer Looks a Lot Like LastSummerinMarylandHomePricesandSalesVolumesSimilartoMay/June2013Levels

Residential Sales A n I R B A n B A S U

as predicted, the housing market is bouncing back after being hammered during the winter. according to the

national association of realtOrS®, all four regions of the u.S. experienced sales gains in may relative to april

of this year.

Maryland’shousingmarkethasbeenroughlyflatalong

manydimensions,includingintermsofsalesvolume.

AccordingtodatasuppliedbyMRISandtheCoastal

AssociationofREALTORS®,homesalesstatewidefell0.3

percentinMayonayear-over-yearbasis,though14of

Maryland’s24jurisdictionsexperiencedsalesincreases

overthatperiod.Countieswithlargesalesincreasesin

MayincludedDorchester(100.0%);St.Mary’s(41.9%);

Caroline(40.0%);Garrett(38.5%);Cecil(33.8%);Charles

(18.1%);Frederick(11.4%);andAllegany(8.7%).

InJune,saleswere2.6percenthigherthanduringthe

samemonthlastyear.Manyruralcountiesreported

sharpsalesincreases,includingTalbot(41.7%);

Somerset(35.7%);Dorchester(33.3%);Caroline(29.2%);

Washington(25.2%);Charles(24.2%);Kent(23.8%);

Carroll(22.0%);St.Mary’s(18.2%)andCalvert(11.2%).

Totalnationalexistinghomesalesrose4.9percent

inMaytoaseasonallyadjustedannualrateof4.89

millionunits,upfrom4.66millionunitsinApril.

Unitsalesremained5percentbelowtheMay2013level

of5.15millionunits,however.Theinterveningincrease

inmortgageratesservesasapartialexplanationforthe

year-over-yeardecline.Still,theMay2014salesincrease

representedthesharpestmonthlygainsinceAugust

2011(5.5%).Pricedynamicshavebeenrespectable,

withthenationalmedianexistinghomepriceforall

housingtypesup5.1percentonayear-over-yearbasisto

$213,400inMay.

nine Maryland communities registered increases in average

sales price in May…


WhileeconomicrecoveryinruralportionsofMaryland

continuestobemerelygradual,manyofthesemarkets

appear to be benefitting from the stock market boom

thathasempoweredmanyretireestorelocateandcreate

asecondhomemarket.

PricedynamicshavenotbeenaspositiveinMaryland

astheyhavebeeninmuchofthebalanceofthenation,

inpartbecauseMarylandcontinuestobehaveamong

thehighestforeclosureratesinthecountry,accordingto

RealtyTracdata.Onayear-over-yearbasis,averagehome

salespricedeclined1.5percentinMarylandinMay,with

medianpricerisingjust0.4percent,whichrepresents

adeclineinreal/inflation-adjustedterms.Onlynine

Marylandjurisdictionsreportedincreasesinmediansales

pricesinMayinexcessof2percentrelativetotheyear

prior,andonlytwocommunities(Caroline;32.8%and

QueenAnne’s;11.1%)generatedadouble-digitincrease.

nineMarylandcommunitiesregisteredincreasesin

averagesalespriceinMay,withthelargestgainsin

Dorchester(67.9%)andCaroline(35.3%)counties.Several

EasternShorejurisdictionsrecordedlargeaverageprice

decreases,however,includingSomerset(-31.0%),Talbot

(-26.4%)andWicomico(-22.2%)counties.

PricedynamicsweresimilarinJune.Statewide,average

priceroseonly0.1percentwhilemedianpricefell0.2

percentonayear-over-yearbasis.Twelvejurisdictions

reportedhigheraveragepriceswhilefourteenreported

greatermedianprices.WashingtonCountyexperienced

thelargestaveragesalespricerisewithanincreaseof

13.1percent.Medianpricetherewasup9.1percent.

PrinceGeorge’sCountyreporteddoubledigitincreases

of12.0percentand12.2percentforaverageand

medianprices.

May 2014 vs. 2013Units AverAge Price

county 2014 2013 % change 2014 2013 % change

Allegany 50 46 8.7% $99,156 $97,934 1.2%

Anne Arundel 678 647 4.8% $374,813 $378,611 -1.0%

Baltimore City 587 597 -1.7% $170,336 $178,602 -4.6%

Baltimore County 729 762 -4.3% $258,589 $271,476 -4.7%

Calvert 99 96 3.1% $313,087 $321,462 -2.6%

Caroline 35 25 40.0% $181,287 $133,966 35.3%

Carroll 157 155 1.3% $292,600 $301,021 -2.8%

Cecil 91 68 33.8% $223,014 $210,822 5.8%

Charles 170 144 18.1% $255,367 $250,343 2.0%

Dorchester 26 13 100.0% $221,671 $132,038 67.9%

Frederick 312 280 11.4% $308,562 $310,059 -0.5%

Garrett 36 26 38.5% $325,338 $329,881 -1.4%

Harford 257 249 3.2% $268,986 $267,747 0.5%

Howard 359 356 0.8% $429,599 $432,702 -0.7%

Kent 18 24 -25.0% $212,189 $234,817 -9.6%

Montgomery 1,103 1,157 -4.7% $524,647 $527,960 -0.6%

Prince George’s 674 747 -9.8% $235,376 $217,385 8.3%

Queen Anne’s 47 64 -26.6% $392,006 $376,690 4.1%

Somerset 10 10 0.0% $83,200 $120,590 -31.0%

St. Mary’s 122 86 41.9% $301,523 $288,973 4.3%

Talbot 46 64 -28.1% $387,287 $526,545 -26.4%

Washington 148 151 -2.0% $169,418 $171,424 -1.2%

Wicomico 75 71 5.6% $132,513 $170,292 -22.2%

Worcester 181 191 -5.2% $267,874 $273,083 -1.9%

total 6,010 6,029 -0.3% $321,160 $325,908 -1.5%

Figuresreflectresalesandnewproperties.ResidentialresalesarereportedbyMRIS®andlocalassociations MLSsystems.


June 2014 vs. 2013Units AverAge Price

county 2014 2013 % change 2014 2013 % change

Allegany 34 54 -37.0% $109,857 $109,555 0.3%

Anne Arundel 754 691 9.1% $382,725 $376,856 1.6%

Baltimore City 683 642 6.4% $188,275 $183,492 2.6%

Baltimore County 831 843 -1.4% $289,134 $266,429 8.5%

Calvert 109 98 11.2% $337,123 $319,984 5.4%

Caroline 31 24 29.2% $136,869 $165,931 -17.5%

Carroll 227 186 22.0% $314,710 $324,812 -3.1%

Cecil 78 91 -14.3% $218,931 $219,111 -0.1%

Charles 185 149 24.2% $257,987 $245,327 5.2%

Dorchester 32 24 33.3% $156,324 $152,258 2.7%

Frederick 314 343 -8.5% $321,882 $305,984 5.2%

Garrett 26 33 -21.2% $247,683 $313,415 -21.0%

Harford 267 259 3.1% $274,379 $277,685 -1.2%

Howard 392 447 -12.3% $434,098 $439,909 -1.3%

Kent 26 21 23.8% $276,475 $327,762 -15.6%

Montgomery 1260 1250 0.8% $521,323 $541,667 -3.8%

Prince George’s 730 701 4.1% $244,306 $218,196 12.0%

Queen Anne’s 61 69 -11.6% $356,384 $347,654 2.5%

Somerset 19 14 35.7% $101,366 $178,793 -43.3%

St. Mary’s 104 88 18.2% $281,948 $298,104 -5.4%

Talbot 51 36 41.7% $404,046 $387,268 4.3%

Washington 139 111 25.2% $201,801 $178,477 13.1%

Wicomico 63 82 -23.2% $159,605 $160,936 -0.8%

Worcester 175 165 6.1% $227,776 $271,358 -16.1%

total 6,591 6,421 2.6% $332,014 $331,701 0.1%

Figuresreflectresalesandnewproperties.ResidentialresalesarereportedbyMRIS®andlocalassociations MLSsystems.

LookingAhead

Thehousingmarket’sprogresshasbecomegradual.

Manyaspectsofeconomiclifehaveconstrainedthe

speedofMaryland’srecovery,includingbelowaverage

jobgrowth.ThepaceofjobgrowthinMarylandhas

been roughly one half of what is has been nationally,

withmanyofjobsaddedlocallyfallingwithinlow-wage

servicecategories.Whilethenationaleconomyhasbeen

poweredbygainsinenergyandindustrialproduction,

Maryland’sservicesectoreconomyhaslanguished

duringa12-monthperiodcharacterizedbysequestration

andpunctuatedbytherecentfederalgovernment

shutdown.Anattenuatedwinterfollowed,sappingmuch

of the state’s economic momentum.

ByJune,theactiveinventoryofunsoldhomesin

Marylandwas30,672,upnearly20percentfromayear

ago.Monthsofinventorystatewiderosefrom4.0months

to4.7monthsduringthatsameperiod,with8Maryland

jurisdictionshavingmorethan10monthsofsupply.

Still,theoutlookremainsbenign.Pendingsalesrosein

June2014to7,425,upfrom7,204duringthesame

monthin2013.Mortgagerateshavebeenfallingrecently

andjobgrowthhaspickedupnationallyandhas

stabilizedinMaryland.Thesummershouldendona

strongnote,therefore,helpingtokeepinventorylevels

manageableandtosupportconditionsconsistentwith

home appreciation.

Anirban Basu, Chairman & CEO, Sage Policy Group, Inc.

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Won’tYoubeMyAgent?

Q. I have been contacted by prospective buyer clients. When I asked, they said they had entered into an Exclusive Buyer Broker Agreement with another company,

but have been unable to contact their agent since they signed it. They told me they have not seen any properties or been able to contact the lender this agent recommended since their first meeting 3 months ago. They want to terminate Buyer Broker Agreement with other company and sign an agreement with my company. What should I do?

A. We often get this question or some iteration ofit,andthefirstpieceofadviceweofferis,“Becareful.”Asyouknow,bothMarylandlawandtheREALTOR®CodeofEthics(the“Code”)

prohibit you from interfering with brokerage agreements consumershavewithothercompanies.Specifically,Article16oftheCodeproscribes“anypracticeor…actioninconsistentwithexclusiverepresentationorexclusivebrokeragerelationshipagreementsthatREALTORS®havewithclients.”

Activesolicitationofanothercompany’sclientsisaclearviolationofthisethicalstandard.Inyourcase,however,theconsumercontactedyou.Thischangesthecalculus.AccordingtoStandardofPractice16-6oftheCode,ifyoudonotinitiatethecontactandtheclientofanotherREALTOR®contactsyou,youmaydiscussthetermsupon which they might enter into a future agreement withyourcompany.Alternatively,youmayenterintoanagreementthatbecomeseffectiveupontheexpirationofanyexistingexclusiverepresentationagreement.

SeveralcallerstotheLegalHotlinehavereportedthattheprospectiveclientsprovidedtheagreementtheysignedwiththeotherbrokerandaskedforhelpdecipheringitandseekingadviceonhowtoterminateit.Wehopeit goes without saying that this is a trap! The last thing youshoulddoisgetinvolvedinadiscussionofthisnature,eventhoughit’sagoodprospectandyouarejusttryingtobehelpful.Inthissituation,thereisonlyonegoodresponse—thatitisnotappropriateforyoutobeinvolvedinalegalmatterbetweenthatpersonandanotherrealestatecompany.Youshouldadvisetheprospectiveclienttoseekcompetentlegaladvice.Oncetheprospectrepresentstoyouthattheexistingbrokerageagreementhasbeenterminated,youmayproceedtoestablishnewrepresentation.

From the Hotline C H A R L E S A K A S K Y , E S Q U I R E

Once the prospect represents to you that the existing

brokerage agreement has been terminated, you may

proceed to establish new representation.


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Eventhisseeminglysimplestephaspotentialcomplications.Somecallershavewonderedwhethertheyshouldseeksomekindofproofthattheformeragreementhasbeencancelled.Wecautionagainstthis.Youareentitledtobelievewhatyouaretold.Thisisanalogoustoanothercommon,butrelatedsituation.StandardofPractice16-9statesthatREALTORS®,priortoenteringintoarepresentationagreement,haveanobligationtomakereasonableeffortstodeterminewhethertheprospectissubjecttoacurrent,validexclusiveagreementtoprovidethesameservice.Thisisthefamiliarquestion,“Areyouworkingwithanotheragent?”(Pleasenoteherethat“workingwith”isnotspecificenoughbecauseinthemindoftheaverageconsumer,thiswouldcovertherelationshipabuyer mayhavewithanotheragentthatisnotinwriting—theso-called“presumed”buyer’sagent.ThisisoutsidethescopeoftheCode’sdirective.)Aslongasyouasktherightquestion,youmayreasonablerelyontheanswer,eventhoughweallacknowledgethatconsumersdon’talwaysgiveusentirelytruthfulanswers.Allthat’srequiredisthatyou take reasonable efforts.

Insummary:whenaprospectiveclientcontactsyou,firstinquirewhetherthepersonhassignedanexclusiverepresentation agreement with another company. (This is cumbersome,butyouhavetobespecific.)Iftheanswerisno,youcandiscussyourproposedrepresentation.Iftheanswerisyes,startwiththepremisethat,accordingtoStandardofPractice16-13oftheCode,alldealingsmustbecarriedonwiththatperson’srepresentativeorbroker. If the other firm’s client initiates the contact, you maydiscussthetermsuponwhichthatpersonmightenter into a future agreement with your company, or enterintoanagreementthatbecomeseffectiveupontheexpirationofanyexistingexclusiverepresentationagreement.

There are other potential complications to this general scenario,andwearealwaysavailabletodiscussspecificquestions.Formoreinformationonhowtoreachus,gotomdrealtor.organdclickon“LegalHotline”under“TopDestinations”ontherightsideofthepage.

Charles A Kasky, Esquire, Senior Vice President, Maryland Association of REALTORS®.


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GSA(GeneralServicesAdministration)ismakingiteasierthaneverbeforeforREALTORS®,brokers,lessors,propertymanagers,buildingownersand

developerstoelectronicallyofferbuildingspaceforleasetothefederalgovernment.Thegoalistodrivesavingstotaxpayersbyimprovingfederalleasingefficiencyintherealestatemarket.GSA’sAutomatedAdvancedAcquisitionProgram(AAAP),whichoriginallylaunchedin1991intheWashington,D.C.area,isnowavailableinLosAngeles,Seattle,Boston,Philadelphia,Denver,andDallas.

Here’sHowItWorksRegisteredcommercialrealestateparticipantscansubmitandupdateofferstoleasespacetothefederalgovernmentwithinspecifiedtimeframes,inresponseto a GsA Request for Lease Proposal. The submission processisweb-based,whichasyoucanguessleadsto

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Theprogramalsohelpsbusinessesinteractefficientlyandeffectivelywiththefederalgovernment,andprovidesone-

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GettheFacts• AAAPallowsregisteredparticipantstheopportunity

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• TheAAAPhandlesgeneralofficespacerequirementsrangingfrom500squareupto$2.85millionnetannual rent.

• OfferscanbesubmittedthroughtheAAAPwebsiteduringtheopenperiodfromthe1stthroughthe7thofeverymonth.

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• ThroughtheAAAP,GSAiscreatinganactiveinventoryofoffersforvaryingsizesandleasetermsinastandardizedformat.Withanautomatedversionofthissystem,anevenmorecurrentinventoryofofferscanbemaintained.

• AAAPisoneofmanye-commerceinitiativesthathelpsupportthegovernment’seffortstooperatemoreefficientlyandeffectively,andsavetaxpayerdollars.

Reprinted with permission of GSA.

Maryland Real Estate Commission News k a t h e r i n e c o n n e l l y


commission Begins Annual BrokerMeetings

ThelastoftheCommission’s2014brokermeetingstookplaceonJune24.ThemeetingswereheldatfifteenlocationsthroughoutMarylandandallowed

theCommissiontoexchangeinformationwithbrokersaboutcurrentissuesfacedbytherealestateindustry.

TheideaforannualmeetingsbetweentheCommissionandbrokerscamefromtheDelawareRealEstateCommissionwhichadoptedthepracticeseveralyearsago.OurMarylandCommissionersbelieveitisimportanttocommunicatedirectlywiththepeoplewhoareinchargeoftrainingandmanagingthosewhoproviderealestatebrokerageservices.

Commissionersurgedbrokerstotakeresponsibilityfortheconductoftheagentswithwhomtheyareaffiliated.Brokerswereremindedthatanagentmaybeterminatedatanytimeandthatadoptingproceduresontopicslikehandlingearnestmoneydepositsandtransactionfilereviewswillallowbrokerstoobjectivelyevaluateagents.

Inadditiontoaskingbrokerstobemoreassertiveinmanagingagents,theCommissionersfocusedonthreesubstantiveissuesthataregeneratingbothcomplaintsanddisciplinaryaction.

Ofgreatestconcernistheconductofteamsandgroupsoperating within brokerages. The commissioners stressedthatadvertisingbyteamorgroupmembersmust be in strict compliance with the law, which requires thatsuchadvertisingincludeateamnamethatdoesnotsuggestitisanindependentbrokerage;thenameofatleastonelicenseewhoisamemberoftheteam;andthe telephone number of the broker or branch office manager.Brokersarerequiredtoexercisesupervisionoverteamsandgroupsaffiliatedwiththebrokerage;theCommissionintendstoenforcethisrequirement.

ThebrokerswerealsoremindedthatfivemembersoftheCommissionarerealestatelicenseesthemselvesandtheyseeinthemarketanincreasingprevalenceofpocketandquietlistings.Asellerisperfectlyfreetochoosenottoadvertiseahomeorpropertyforsaleonthemultiplelistingservice.However,agentsandtheirsupervisingbrokersshouldtakecarethatsellersunderstandtheymaynotreceivethehighestpossiblesalespriceontheirpropertyiftheyelectnottoadvertisefully.

Lastly,CommissionersstressedtheimportanceofunderstandingtheMarylandrealestateagencylaw.Brokersmaynotbealistingagentorbuyer’sagentandalsothedualagentinthesametransaction.Abrokermusthaveatleasttwoaffiliatedagentstoserveasalegaldualagent.

WeattheCommissionhopethatbrokersfoundthesemeetings helpful. Please feel free to contact me at [email protected] with any question or commentyouhaveregardingtheRealEstatecommission.

Katherine Connelly is the Executive Director of the Maryland Real Estate Commission. If you have other questions regarding the digital CE record system or any other matter concerning your Maryland real estate license at contact her at [email protected] or visit http://www.dllr.state.md.us/license/mrec.

Regulation News M A R K F E I N R O T H


ShortSaleAuctionsandcontractor Licensing Regulation

the July meeting of the maryland real estate commission dealt with two important issues. commissioners heard a presentation on lenders who require an online auction prior to giving short sale approvals.

JeddBellman,AssistantCommissionerofFinancialRegulationforEnforcement,andAssistantAttorneyGeneralBrianWeeksadvisedthattheyhavemadeanextensiveformalrequestforinformationfrommortgagelenderswhohaveengagedinshortsaleonlineauctions.Theyareconcernedthatlendersdonotseemtohavepublishedshortsaleapprovalpoliciesthatgiveadvancenoticetobothconsumersandrealestate agents concerning on line auctions. The result canbeunexpecteddelayforasellerattemptingtoavoidforeclosure.Ontheothersideofthetransaction,abuyerwhohasmadeagoodfaithoffermaylearnlaterthatthelenderrequiresshortsalepropertiestobeofferedfor sale on an auction website. A buyer must therefore participate in the online auction to purchase the property.

Mr.BellmanandMr.Weeksaskedforassistanceingathering information about short sale auction transactionsthathaveharmedconsumersorreal estateagents.Ifyouhavebeeninvolvedinsuchatransaction,pleasesendmeanemailat [email protected].

Commissionersalsoconsideredwhethertofinalizeaproposedregulationtorequirerealestatelicenseestoconfirmthataserviceproviderisproperlylicensedpriortomakingareferral.Duringthecommentperiodontheproposal,MARaskedtheCommissiontonarrowthescopeoftherequirementsothatitappliesonlytoserviceproviderreferralsrelatedtorealestatetransactions or ownership.

TheCommissionagreedtomakethemodificationrequestedbyMARandvotedtoadoptthenewregulation as a final rule. The requirement will obligate realestateagentswho“offerthenameofaserviceprovider”suchasmortgagelender,homeimprovementcontractororrealestateappraiser“intheprovisionofrealestatebrokerageservices”toverifytheserviceproviderisproperlylicensedandtogivethepersonreceivingthereferenceboththedateonwhichthelicensewasverifiedandawebsitetoconfirmthattheproviderremainlicensed.TherulewillbeeffectivetendaysafterthefinallanguageispublishedintheMarylandRegister.Weexpectittotakethatprocesswilltakeapproximatelytwomonths.Wewillannouncetheeffectivedateassoonasitis known.

ThefulllanguageofthenewregulationalongwithMAR’scommentlettercanbefoundontheMARwebsiteathttp://www.mdrealtor.org/Legislative/GovernmentAffairsnews/ctl/ArticleView/mid/637/articleId/827.aspx.

As always, please contact me at mark.feinroth@mdrealtor.comifyouhaveanyquestionsorcommentsregardingtheRealEstateCommissionor licensing issues.

Mark Feinroth, Esquire, MAR Director of Regulatory Affairs.

ShortSaleAuctionsandcontractor Licensing Regulation

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Documents

MD REALTOR Magazine - August 2014