2008_11-12_commonwealth

A journal for real estate professionals published by the Virginia Association of REALTORS® • www.VARealtor.com

How VAR ensured your business in 2008

Umbrella Policy

November/December 2008

VOLUME 15 ● ISSUE 6 NOVEMBER/DECEMBER 2008 1

THIS JUST IN

VREB appointmentsThree REALTORS® have been named to the Virginia Real Estate Appraisers Board:

Betsy Critzer of Earleysville, certifi ed residential appraiser at Pape and Company; Glenn Jamesof Norfolk, member and manager of Commercial First Appraisers; and Ryan Myers of Potomac Falls, branch manager of Woodbury Financial Services.

Impressive siteThe good folks at Advanced Access — the company does real estate web site design, marketing, and the like — picked a pair of Virginia REALTORS® as a winner of their “Most Impressive Real Estate Website” contest.

Congrats to Mary Lou Majdeski and Rolf Kramerof Williamsburg, for their site at RetiringinWilliamsburg.com.

Blogger kudos

Daniel Rothamel of Palmyra, a/k/a the Real Estate Zebra, was named as one of the world’s 25 most infl uential real estate bloggers for 2008 by Inman News. Also on the list, thanks to his work on VARbuzz, is VAR’s vice president of communi-cations, Ben Martin. Props, kudos, and a big w00t! to both of them.

It’s the end of the year, which means lots of announcements, appointments, and the like. So let’s get to it.

Caroline, won’t you be my neighbor?REALTOR® magazine named fi ve people as recipients of its Good Neighbor Awards, and — as you might imagine seeing that you’re reading it here — one of them hails from Virginia.

Caroline McCartney of GSH Real Estate in Norfolk received a $10,000 grant for her charity (St. Jude Children’s Research Hospital) and a $2000 Lowe’s gift card — not

to mention a crystal trophy for being a REALTOR® who gave back to her community in a big way — showing “a commitment to improving the lives of those around [her],” according to NAR.

McCartney’s done that by working for 18 years to support St. Jude Children’s Research Hospital. It treats and researches cancer and other catastrophic diseases in children, and it takes in all kids regardless of whether their families can afford it. McCartney has raised millions of dollars for the hospital, including almost $1 million in 2007 alone.

You can read her story — and even see video showcasing her work with St. Jude — at www.VARealtor.com/McCartney.

Folks in Loudoun county can feel free to quote Daffy Duck: “Oh boy, I’m rich! I’m wealthy! I’m indepen-dent! I’m socially secure!” So says the U.S. Census Bureau, which named Loudoun as the richest county in the country with 250,000 or more residents.

Loudoun and Fairfax counties have been battling over that distinc-tion for years — they were even tied in 2007. Now Loudoun’s got the top spot again. (Oh, and Prince William county also made the top-10 list.)

Quick Hits

Loudoun is rich

McCartney

MartinRothamel

Blogger brawls her way to Inman, cashHeather Elias of Loudoun County took home the top prize in VAR’s Blog Brawl 2 — a contest on our VARbuzz blog pitting 16 of the most popular real estate blogs in the commonwealth in a no-holds-barred shootout. (All right, some holds were barred, and it really is more of a popularity contest, but still.)

Heather takes home a free registra-tion to Inman’s Real Estate Connect NY event in January, along with $1000 cash to get her there and score her a nice hotel room. Second-place fi nisher Tina Merritt of Virginia Beach received a free Inman registra-tion (worth about $500), and third- and fourth-place contestants took home Flip Mino video cameras.

Next up: the nationwide Blog Brawl, coming soon to VARbuzz. ●

2

NOVEMBER/DECEMBER 2008 • Volume 15 Issue 6

PUBLISHED BY THE VIRGINIA ASSOCIATION OF REALTORS®

The Business Advocate for Virginia Real Estate Professionals

John Powell, ABR, CRB, CRS, GRIPresident

Cindy Stackhouse, GRI President-Elect

John Dickinson, CCIM, GRIVice President

Pat Jensen, ABR, CRB, CRS, GRI Immediate Past President

John DalyTreasurer

R. Scott Brunner, CAEChief Executive Offi [email protected]

Lisa G. Noon, ABC, CAEVice President, Marketing & [email protected]

Ben Martin, CAEDirector of Communications & New [email protected]

Andrew Kantor Editor & Information [email protected]

For advertising information, Brittany Sullivan at(410) 584-1968 or email [email protected]

The mission of The Virginia Association of REALTORS® is to enhance its membership’s ability to achieve business success.Commonwealth magazine (ISSN#10681388) is published bi-monthly by the Virginia Association of REALTORS®, 10231 Telegraph Road, Glen Allen, VA 23059-4578; (804) 264-5033. Virginia Association of REALTORS® members pay annual dues with a one-year subscription included within their dues. Periodi-cals postage paid at the Glen Allen, VA post offi ce and additional mailing offi ces. USPS Per. # 9604. Postmaster: Send address changes to: Commonwealth magazine, 10231 Telegraph Rd., Glen Allen, VA 23059-4578.

Custom Publishing Services provided byNetwork Media Partners, Inc. Executive Plaza 1, Suite 900, 11350 McCormick RoadHunt Valley, MD 21031

Get it? Got it? Good!In addition to the print version of Commonwealth, VAR publishes these electronic newsletters at regular intervals. Among them:

If you’re not receiving these newsletters via e-mail from time to time, it may be that we don’t have your correct email address. Contact your local association of REALTORS® to enter your address in the database. Also, check the spam fi lter on your computer and authorize any email from VARealtor.com.

The online version of our print mag, published every month.

VARbuzz.com. Your virtual café for real estate news, views, and issues. Read the perspectives of your fellow Virginia REALTORS®. Join the conversation at VARbuzz.com today.

NOVEMBER/DECEMBER 2008

1 This Just In – The latest news and tidbits from around Virginia 4 Legal Lines – Lem Marshall answers reader questions about the law10 Sticky Situations – Pearl of Wisdom26 RPAC Report – See who’s investing in Virginia’s second-largest PAC32 Blogspotting – What’s the buzz in the REALTOR® blogosphere?34 VAR Update – We’re your organization, and we’re hard at work40 Thank You, Volunteers42 VAR Staff Directory – Who’s whom at VAR44 The Last Word

DEPARTMENTS

12 2008 Convention RecapVAR’s Convention and Expo 2008 brought hundreds of

REALTORS® from Virginia (and even some nearby states) together in — as requested by members — beautiful downtown Baltimore. But why tell you about it when we can show you? Check out these snapshots of the show.

22 Realty CheckIn a year of wild economic ups and downs — Gas is $2.00! Gas

is $4.00! Gas is $2.00! — REALTORS® have had to make choices and adjustments. So we asked some: What did you do? How do you handle it? What does it mean? Read their answers.

38 2009 AwardsAre you up to win an award from VAR in 2009? Should you be? Time is running out to get nominations in for many of them, so don’t miss this list.

“ This is not the end. It is not even the beginning of the end. But it is, perhaps, the end of the beginning.” — Churchill

Yes, it’s been a long year, and for many of us a tough year. But year-ends give us a chance to prepare a fresh start and look forward to what’s to come. They also give us a chance to look back on the good we’ve accomplished in the past 366 days.

18 Umbrella Policy: How VAR ensured your business in 2008The harder the economic times, the harder we work for you and

your business to help you weather the storm. Here’s a timeline of some of the major events and milestones of 2008. And, as we expect (and hope) you’re busy, we went light on the words and heavy on the photographs — we hope you enjoy them.

NOVEMBER/DECEMBER 2008 www.VAREAltOR.COM4

lEgAl liNEsby Lem Marshall, VAR Special Counsel

MANY OF THIS issue’s questions evoke the kind of feeling you get when you hear Yogi Berra say, “I’m not going to buy my kids an encyclopedia. Let them walk to school like I did!”

Q.A listing agent has a listing in which she is to receive a fee of 600 chickens from the seller. she places the

listing in the Mls and offers 300 chickens to the cooperating broker. A short sale results, and the listing agent agrees to cut her fee to 550 chickens. when the selling agent refuses the list-ing agent’s request to accept only 275 chickens instead of the promised 300, the listing agent instructs the settlement agent to withhold the entire selling fee until the selling firm agrees to accept the reduction. is this legal?

A. Actually, I laugh at Yogi (“I’d give my right arm to be ambidextrous”) but this behavior is no laughing matter. First, the selling fee can be changed only with the consent of the selling fi rm. And even if there’s a legitimate dispute, the uncontested 275 chickens should be released. The selling fi rm should demand payment of the entire amount (or at least the uncontested amount), and the settlement agent should be reminded that he has obliga-tions under CRESPA and under the Wet Settlement Act to disburse within two business days.

But more important is the pathology this situation demonstrates. Listing agents can and should demand from the payoff lender their entire fee. They’ll almost always get it, and if they don’t have the nerve to do it, they should bear the burden and not force the selling fi rm to pay the price of their spinelessness.

I suggest the next time a payoff lender hits you with this kind of thing you let it know that you’ll be happy to share in a fee reduction pro rata with the settlement agent, the title company, the home inspector, the surveyor, the pest inspector, the mortgage broker, the lender, the clerk of the circuit court, the well and septic inspector, and hazard insurance company, and all the other service providers who would, of course, never agree — and are thus never asked — to cut the fee they have been promised. If we won’t grow a backbone we should eat the concession.

By the way, look up the word “conversion” in a legal dictionary.

Q.speaking of short sales, a seller has first and second liens, and the second demands $12,000 at closing. it

offers to take $7,000 from the seller in cash before closing and the remaining $5,000 at settlement. the first lienholder will agree to permit $5,000 to be shown on the settlement state-ment as going to the second. the seller pays the $7,000 to the second before closing and only $5,000 shows up on the settlement statement. Does the listing agent (who knows of the $7,000 payment) have to disclose it to the first lien holder? Does the entire $12,000 have to appear on the settlement statement?

A. I wish I had an answer to this question, because I’m tired of answering it.

I think it depends on what the fi rst lien holder knows. If it does not know of the payment, and would likely not agree, someone (the seller) needs to let it know, and the listing agent should make this clear. Not to disclose this could well cost the seller any forgiveness of debt he gets from the fi rst. Add to this the fact that he’s not getting anything for it, because the second will almost certainly accept what’s offered ($5,000).

But if it’s just that the fi rst wants to handle the pay-ment of the additional $7,000 outside of closing, I see no problem with that, and there might be lots of reasons the fi rst wants this information out of the public domain. The buyer’s lender shouldn’t care, because it cares only about the total the seller is paying.

So if the fi rst is not aware, disclose. If it and the mortgage lender are aware, and just want it handled POC, I don’t see why it can’t be handled this way. These are diffi cult situations, and sometimes when you come to a fork in the road, you just have to take it.

Q.the Mls permits listing agents to list the owner as “Owner of record.” the buyer agent asks the listing

agent the seller’s name, but the listing agent won’t give it. should this be permitted?

A. Not in my opinion. How is the selling agent to prepare an offer that can be accepted without the seller’s name? You’ve got to be very careful if you don’t know where you’re going, because you might not get there.

In essence, the buyer’s offer here becomes a solicitation of an offer from the seller in the form of the counteroffer containing the seller’s name (presumably the REO owner). This is what the MLS is supposed to be, and this

Close, but not quite

NOVEMBER/DECEMBER 2008 www.VAREAltOR.COM�

lEgAl liNEs

Is it risky? Quick! To the Hotline…The VAR Legal Hotline is a free, members-only risk management tool that is among the top-rated services offered by the Virginia Association of REALTORS®. Through the Legal Hotline, you can receive timely legal information on the issues you confront day-in and day-out in your real estate practice. The VAR Legal Hotline has one major objective: to increase REALTOR® professionalism and decrease professional liability.

guidelines for legal Hotline calls:All principal or supervising brokers are eligible to use the Hotline. In addition, one other designated person from each office (for example, an associate broker or office manager) may register as designees of the principal broker. Before you call:Please note that many of the routine questions the Hotline receives have previously been answered in Commonwealth articles; check the indexed Hotline archives at VARealtor.com before calling.

How to sign up:Registration is easy. Complete the form found under the Member Services tab at VARealtor.com. You must register before you call the Hotline.

Hours of operation:Monday through Friday (except holidays) from 10 a.m. to 4 p.m.

How to contact the Hotline:By phone: (800) 755-8271 or (804) 264-5033. By e-mail: [email protected]

Call handling process:When you call, please have your NRDS number ready, and include it with any e-mailed questions. Questions?If you have questions about the Hotline, contact VAR at (800) 755-8271 or (804) 264-5033, or by e-mail at [email protected]

The VAR Legal Hotline should not replace your own legal counsel. No questions will be answered on matters that are unrelated to real estate, real estate brokerage, or pending arbitrations.

VAR Legal Hotline: (800) 755-8271

practice turns the MLS on its head. As for listing agents who tell me it’s done because

the seller wants to keep its identity confidential in the hopes of securing better offers, what do they think “Owner of record” signals to participants in the MLS?

Q. speaking of owners of REO… listing agent of REO requests a packet from a POA, only to be asked for

a copy of the deed (preferably recorded) by which the lender took title at the foreclosure sale. Can the lender be required to provide such a deed?

A. Look, if the association doesn’t want to give the packet to someone not listed in their records as the owner, you can’t force them. Actually, this request makes sense. Why should they take the listing agent’s word that his client is the owner of the property? Their records show no transfer of ownership, and they’re required to preserve the confidentiality of their owners’ financial information.

What I don’t understand is why lenders take so long to obtain and record the deed they should get from their own trustee within a very short time after the foreclosure sale. Any reasonable proof of ownership ought to be acceptable, but we shouldn’t give POAs a hard time for imposing such a reasonable requirement on us.

Q. Firm has a listing on the market at $3.5 million. A buyer offers to pay $4 million at closing and to take a

note from the seller for $1 million, not shown on the settlement statement, making it a net $3 million deal. the buyer is using this transaction as the tail end of a 1031 like-kind exchange.

A. I first though of loan fraud, but this is different. Here, the buyer and seller are messing with the Service, as in Internal Revenue. It looks like the buyer might be try-ing to shelter the $4 million he got from sale of another property, and if he paid only $3 million for the replace-ment property, he’d have $1 million in “boot” and would be liable for tax on that amount. This way, he gets to sink the entire $4 million into the replacement property and then take the boot out tax-free.

Now, there might be a perfectly legal reason for struc-turing the deal this way, but whenever I see things that are backwards (the buyer getting a note at settlement), I get suspicious. I’ve seen so much fraud connected with settle-ments lately, it’s like déjà vu all over again.

If I were the listing agent, I’d ask the seller to obtain from the buyer a statement from the QI (that’s 1031 talk for Qualified Intermediary) to the effect that he is aware of the complete nature of the transaction. The seller


lEgAl liNEs

and listing agent don’t want to do the Masochism Tango with the Service.

Q. speaking of unholy messes, a buyer submits an offer on a home listed by Firm A, with the offer con-

tingent on sale of buyer’s home. Firm A’s listing agent, who represents buyer in the sale of his home and in this purchase, wants to purchase buyer’s home for $30,000 less than his listing price, but he’ll need his other seller client to reduce his asking price by $15,000 to make it all happen. the broker, with tongue in cheek, wants to know if there’s anything wrong with this scenario.

A. Where do I start? By my count, the listing agent has created at least five conflicts of interest: (i) representing buyer and seller; (ii) representing buyer in two simultane-ous transactions in one of which he also represents the other party; (iii) representing a client in a transaction to which he is a party; (iv) making a below-market offer on his client’s property when his client is in a vulnerable position; and (v) encouraging his other client (the seller) to drop his price so the agent’s other below-market deal can happen. The only thing that could make this more fun would be if the original sellers were also divorcing.

If real people didn’t have their lives riding on the out-comes to these deals, it might be fun to see how it would all work out, because, you know, you can observe a lot just by watching. Here’s how I think it would work out. The listing agent will be waiting tables in Short Pump by fall.

Every other business where fiduciary relationships exist makes a point of avoiding conflicts at all cost. Why do we go out of our way to create as many as we possibly can? I used to think the REALTOR® gene caused us to fill our contracts with as many unnecessary termination rights as possible, but I’m beginning to wonder if the urge to create conflicts isn’t more prevalent.

Before you tell me the agent is doing well for his clients by getting them the deals they want, well, let me say there’s a right way and a wrong way to do things. He should (i) resign his agency relationships and get all his clients independent, unconflicted representation; (ii) make his offers closer to market price (after all, he did the CMA on which the asking prices are based); and (iii) get his broker’s consent to all this, because her E&O isn’t going to cover any claims that come out of these deals. How he’s going to claim he didn’t take advantage of confiden-tial information he gained is another matter, but, well, you can’t have everything. Where would you put it? l

Legal Lines is written by VAR Special Counsel Lem Marshall. Please note that answers to Legal Hotline questions are informational only. Consult your own legal counsel for legal advice. More Legal Hotline questions and answers are in the Legal Resources Center on VARealtor.com.


Disclosure has been one of the top real estate topics for the past several years and is of the utmost importance to protecting everyone involved in a real estate transaction. Understandably, buyers’ attorneys in disclosure cases are getting more aggressive to protect their clients’ invest-ments. Many seek punitive damages against both the seller and the real estate professional. In turn, many real estate agents are being held accountable for failing to instruct their clients to disclose a known material defect of the property.

Disclosure laws vary from state to state, and some states require a unique disclosure form for property sellers to utilize. To help avoid any disclosure issues, it is important for both the seller and the real estate professional to go through each item on the disclosure form and provide as complete and accurate a response as possible based on the information available.

Disclosure forms cover property issues such as:• When property was last occupied by seller• Condition of roof• Structural problems• Water/sewage systems or service• Electrical system• Heating and air conditioning• Plumbing system• Presence of hazardous substances• Municipal violations against the property• Presence of mold

Review the disclosure form and verify the information is consistent with your knowledge of the property. Share the form with potential buyers, and advise the seller to update their disclosures as needed, especially after any inspections where a problem is discovered. Possible ill consequences of not disclosing property information include payment of claimed damages or punitive damages to the seller, rescission of the transaction, your loss of commission, disciplinary action by the real estate licensing board, and ultimately, loss of your real estate license.

Tips to avoid disclosure predicaments1. When the seller you represent discloses information regarding

the property condition and any repairs, clearly document this in writing, and always have the seller sign your documentation. One example of a proper disclosure: “There is a stain on the kitchen ceiling. The seller has stated that it is a result of a second-floor plumbing leak that was repaired last year.” You are simply the messenger and should not try to cover up or brush aside any problematic property issues.

2. Don’t characterize or diagnose. Leave your opinions or interpretations regarding property conditions and their causes out of the written disclosure, unless you are a subject matter expert. Leave out descriptive words that tend to pinpoint the problem without absolute certainty.

Point out visible problems that may require further professional inspection to the best of your ability—such as ceiling stains or cracks, floors that aren’t level or are loose, strange or musty odors, excessive mold visible to eye, cracks in the foundation, and water lines in the basement.

3. Consistently defer to a qualified specialist when you’re asked questions regarding property condition. Instead of answering questions, respond to them. For example, instead of answering with a guess concerning where a specific problem came from, phrase your response in the following manner: “That’s a good question. Be sure to ask the home inspector when he’s here this afternoon.” Shift the risk to an appropriate party by advising the buyer to obtain a home inspection by a qualified expert. Don’t take responsibility for possible backlashes by providing services of another professional. If a buyer declines your recommended inspections, obtain a waiver in writing.

4. Even if the state in which you are representing a property seller does not require a disclosure form, it is a good idea to use one anyway—you can still be faulted for not disclosing problems. The National Association of REALTORS® has even included disclosure as part of its Code of Ethics, regardless of state law.

by Marcy Slane

Don’t Get Burned by Lack of Disclosure!

Pearl of Wisd m

VOlUME 15 ● ISSUE 6 NOVEMBER/DECEMBER 2008 11

5. Finally, it’s always a good idea to advise the seller to purchase a home warranty for the buyer.

Whether you are representing the seller or the buyer, any agent who does not expose serious defects in the property can be held liable for the omission. These issues can lead to extensive and expensive property damage, personal injury, or even death. Avoid litigation by providing as much relevant information to potential buyers as possible. Do your best to safeguard your career and your reputation as an ethical professional by being certain the property disclosure form is complete and that all parties involved receive a fully executed copy. ●

Information provided within this article is not to be taken as legal advice and is to be used for educational purposes only.

Pearl Insurance is a nationally known broker, marketer, and admin-istrator that specializes in the design and administration of quality insurance plans for associations, affi nity groups, unions, and large fi rms. In addition to providing real estate professionals with quality products and services for almost 30 years, its partnership with the XL Insurance companies (through Indian Harbor Insur-ance Company and Greenwich Insurance Company) solidifi es their strength, allowing them to offer association members an A rated (by A.M. Best) E&O program. Pearl has been a sponsored E&O provider for the Virginia Association of REALTORS® since 1984.

For more information about Pearl’s sponsored E&O programs, call Debbie Bindeman, your association’s regional director, at 800-455-1154.

NOVEMBER/DECEMBER 2008 WWW.VAREALTOR.COM12

CONVENTION RECAPCONVENTION RECAP

NOVEMBER/DECEMBER 2008 WWW.VAREALTOR.COM


CONVENTION RECAP

VOLUME 15 ISSUE 6 NOVEMBER/DECEMBER 2008

CONVENTION RECAPCONVENTION RECAP


• Vice president and supervising broker of Long & Foster REALTORS® in Colonial Heights

• Appointed by Governor Kaine to the Virginia Foreclosure Prevention Task Force 2007-2009

• Member (and former president) of the Southside Virginia Association of REALTORS®; also 2001 REALTOR® of the Year

• Named VAR’s Manager of the Year in 2005

• 2001 recipient of the “C. Porter Vaughan, Jr., Outstanding Service Award” from the Richmond Association of REALTORS®

• Member of Ducks Unlimited, Retail Merchants Association, and Rotary International

Mary Dykstra of Roanoke was named 2009 RPAC Fundraising Chair, and Trish Szego of Haymarket was named vice-chair. Angela Dougherty of Williamsburg was named 2009 chair of the Virginia REALTORS® Leadership Academy.

• Broker and owner of Century 21 Stackhouse & Associates in Dumfries

• Broker since 1988

• 2008 president of the REALTOR® Association of Prince William (RAPW)

• Certifi ed Instructor for Code of Ethics and New Member Orientation

• RAPW 2003 Volunteer of the Year and REALTOR® of the Year

• Received the state’s prestigious Code of Ethics Leadership Award in 1998.

• Virginia REALTORS® Leadership Academy graduate (2006)

• Associate broker with Hall Associates in Roanoke

• President and owner of the Moseley-Dickinson Academy of Real Estate in Roanoke

• Virginia’s REALTOR® of the Year

• President of Montague Miller & Company in Charlottesville

• Money quote: “I never expected to win an award for something I love to do.”

• 2003 president of VAR

• Past chair of the Virginia Real Estate Board

VAR’s 2009 Policy BoardVAR’s Delegate Body elected nine new policy board members on the last day of the convention: • Wes Atiyeh, Richmond• Deborah Baisden, Virginia Beach• Bob Blount, Virginia Beach• Candice Bower, Leesburg• Margaret Ireland, Manassas• Conrad Koneczny, Winchester• Trish Szego, Haymarket• Clifford Wells, Norfolk• Bill White, Richmond

VIP

• Managing broker at GSH Real Estate in Hampton

• 2005 REALTOR® of the Year at the Virginia Peninsula Association of REALTORS®


Waters: Go Beyond the TrendsAnyone can spot a trend when it’s happening. But keynoter Robyn Waters — who helped propel upscale discount retailer Target to national prominence — argues that it’s more important to realize what’s behind a trend.

For example, say there’s a trend toward buying homes in older neighbor-hoods. A good REALTOR® might show more of those homes, thinking buyers might join the trend.

But a better REALTOR® might recognize that the trend exists because older neighborhoods have sidewalks, and what’s important to people (in this example) is a better connection to their neighbors and neighborhood. That’s the idea to build a business on.

In an intensely consumer society like ours, there are people whose self-worth depends on what they own — the bigger car, the fl atter television. They buy a large HDTV not for the better picture, but to impress their friends.

So, while you could focus on selling picture quality, the smarter move is to focus on impressiveness and self-worth.

Whirlpool recognized that when it introduced its Duet series of washer and dryers, which start at about $1000 each. Why would anyone pay that much? Prestige. So don’t jump on the band-wagon — see where it’s going and why.

Sernovitz: Talk Isn’t CheapAndy Sernovitz’s book is Word of Mouth Marketing: How Smart Companies Get People Talking, so it was no surprise that such was the subject of his keynote.

In a nutshell, it’s like this: If you want to improve your business, you need to get your clients and potential clients to have your name on their lips.

That means, among other things, A) reminding them that you exist, and B) getting them to tell others.

As Sernovitz told Tina Merritt, a Virginia Beach REALTOR®, “[People] want to feel smart” and the more you can give them to show off to their friends and neighbors, the more they’ll talk about you.

And REALTORS®, he said, have lots of information — lots of gossip — at their fi ngertips. They know, for example, whose house sold and for how much. And that’s what people want to know.

“You guys are good at stuff,” he said. “You’ve got your calendars and your magnets and your doodads, but all that stuff is designed for a person to keep, it’s not designed for a person to share.”

Changing that, he suggested, is a smart move. “Most marketing is about ‘How do I get the customer to buy?’ but what you’re really thinking about here is ‘How do I get a talker to share?’ Never let someone walk out of your offi ce without something to share.”

Rushkoff: Community ExpertiseDo what you’re good at — that’s

Douglas Rushkoff’s mantra. It’s some-thing a lot of people and companies forget, as they let “mission creep” take over. Soon they’ve strayed from their expertise and are wondering why business isn’t booming.

What are (or should) REALTORS® be good at? Connecting with people. Knowing the neighborhoods. Anyone can search a listing and fi nd a house with the right number of beds and baths; consum-ers want someone to tell them about where the home is, about hidden gems in the neighborhood, and about the things that a data sheet can’t provide.

How did Rushkoff’s message hit?“What a great choice it was,” said

Danilo Bogdanovic, REALTOR® and author of the LoudounScene.com blog.

“Rushkoff told a story,” Bogdanovic said, “of how he thought one person’s blog showed they were the community expert. Later he found out they were a REALTOR®.”

And that’s a good thing. Paraphrasing Rushkoff, Bogdanovic wrote, “Consum-ers are now looking for community experts, not just ‘top producers.’ They want someone who knows the ins and outs of a local area.

“Rushkoff’s session was as much of a wake-up call as it was inspiring, and we all needed to hear it.”

KEYNOTERS

Jan

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ry–F

eb

rua

ry

VAR gets a snappier new look and its fi rst branding campaign ( January 14)


Every year gets its review, and this one’s no different. It was a busy one (aren’t they all?), from the launch of VARbuzz — our offi cial blog and unoffi cial online gathering place — in January, to VAR-supported laws being passed by the state legislature, to the launch of our new Member Services Center in October.

LLE Language Services becomes member service partner ( January 15)

VARbuzz launched ( January 24)

REALTOR® day on the Hill ( February 13)

Legislative Conference ( February 12 –15)

President-elect John Powell appointed to Governor’s Foreclosure Task Force

Governor Kaine addresses REALTORS® at VAR’s Legislative Conference( February 15)

How VAR insured your business in 2008

Umbrella Policy

COVER STORY

March–May

VAR’s IdealRoute online mapping services launches (April 7)


End of General Assembly ( March 8)

Virginia Real Estate BloggerCon 2.0 (Leesburg) (April 4)

First of the new quarterly home-sales reports goes out (April 22)

VAR’s fi rst new-member welcome package sent out ( May 10)

T-Mobile becomes member service partner ( May 15)

RPAC hits 50% of its “fair share” goal ($378,444.25 in donations) ( May 30)

New edition of REALTORS® Role brochure released (April 17)

New edition of How to Best Buy or Sell a Home brochure released ( May 6)

Lem Marshall leads the fi rst Risk Management Road Show for brokers (April 2)

Jun

e–A

ug

ust

September–December

RPAC has more than 100 $1,000+ investors (August 31)


VARedge insurance program launched ( June 15)

TASC becomes member service partner ( June 15)

First CREST survey results give VAR a picture of how REALTORS® use their blogs ( July 18)

10,000th RPAC investor signs up — 29 percent of membership has invested ( July)

Several new laws impact-ing real estate take effect, including reforms to the POA Act ( July 1)

Statewide grantor tax increase killed in General Assembly special session ( July 10)

Member Guidebook debuts (August 28)

First “Rookie Navigator” newsletter sent out (August 5)

September–December

VAR releases updated versions of all property management forms to comply with new laws ( November 18)

More than 1087 members have signed up for or are using ClientDirect (December 1)

ClientDirect launches (September 22)

691 real estate pros attend VAR’s Convention & Expo 2008 (September 26 –28)

Virginia REALTOR® Leadership Academy graduation (September 28)

Delegate body approves new strategic plan (September 28)

RPAC Trustees recommend endorsement of Governor Mark Warner for US Senate (October 30)

Members Services Center launches, giving members a single phone number for all their VAR questions (October 20)

Virginia Homeowners Alliance launches (September 27)

Member Service Partners

Events/Convention

Legislative/Government

VAR Program Launches

VAR News

RPAC News

VAR Property Management Coalition Conference draws record attendance (October 8 –10)

New Legal Resources section of VAR Web site debuts (October 15)

NoVemBeR/DeCemBeR 2008 www.VAReAltoR.Com22

REALTYCHECK

IT MAY HAVE had 366 days, but 2008 sure seemed like a long year. The economy, which had been sliding down for the past several years, fi nally took a big nosedive. Foreclosures up, housing-prices fl at or down. Gas prices up, then back down — but only because the stock market had collapsed. Banks going under, government national-ization, credit tightened…. an economic mess, especially if you make your living selling property. It had some REALTORS® doing things differently, while others just hung on and hoped for the best.

Curious about exactly how those REALTORS® and brokers around the state handled 2008, we sent Gary Duda, broker and owner at RE/MAX Action Real Estate in Glen Allen, to take their pulse — fi guratively, of course.

How has this past year’s housing market affected the way you do business?

Kevin Allocca: It’s made me be smarter on how I approach the business and where I spend my marketing dollars. I’ve also maintained good contact and commu-nication with my sellers to make them less apprehensive about the market.

Theresa Denaro: I’m wiser with my money and I’ve had to work harder than before.

Scott MacDonald: We’ve approached our business in a more business-like manner this year. Each contact we make with clients is less casual and more intentional.

Melissa Butler: It hasn’t affected my business at all because I’m having a better year. I’m just plugging away doing what I always do.

Scott Herndon: I’ve defi nitely been looking for more buyers than sellers.

Mike Trentadue: I’ve focused more on smarter mar-keting and building my core business.

Sheila Johnson: I have had to be a little bit more focused when it comes to my business plan: more precise when it comes to evaluating goals and objectives.

How about higher gas prices?Allocca: It hasn’t caused any impact on my business.

It’s just a cost of doing business. You just have to pay it. I don’t like it, but what’s the alternative?

Denaro: It causes me to be more selective about taking listings and less willing to negotiate commissions. I work in a rural area and spend $100 on gas every three days.

MacDonald: It causes us to be more effi cient in our daily efforts.

Butler: I do think about that all the time. I try to plan out my day a little better since I drive a minivan and fi ll up a minimum of twice a week.

Herndon: I’m doing more research now online versus going out to see homes in advance of showing homes to clients.

Trentadue: It’s affected my wallet but is hasn’t affected my business. I’ve just spent more money at the pump.

Johnson: It’s a cost factor that exists. There is nothing I can do to change that, but by putting better systems in place it has allowed me to be more effective.

REALTYCHECK

It’s like a ninth-grade math problem: Find the shortest distance between these

fi ve (or 10, or 20) points. when you’re driving from prop-erty to property, there’s nothing more wasteful than having to backtrack, re-track, and drive all over creation, especially if you’ve got a big area to cover.

A little planning can go a long way. VAR’s IdealRoute lets you enter all your stops for the day, then maps the best way to get from one to the other. It maximizes your time with clients and minimizes your carbon footprint — and the dollars you put into exxonmobil’s pocket.

Shameless plug: Planning the Ideal Route

Volume 15 ● Issue 6 NoVemBeR/DeCemBeR 2008 23

Is there a silver lining for REALTORS® in the current market?

Allocca: It gives a lot of the new agents a reality check. There’s more to the business than just sticking a listing in MLS. You have to work.

Denaro: While I’m not rooting for this, I do think the market will weed out some agents and make a stronger industry.

MacDonald: Hopefully have fewer agents doing more business better.

Butler: I don’t really see a silver lining for REALTORS® other than that sellers are getting more realistic in their pricing.

Herndon: We are having to step up our game and we’re having to hone our skills to be able to compete.

Trentadue: It’s going to leave a more professional industry.

Johnson: We are going to get more committed agents who are more dedicated to serving the client.

Short sales have been more common this year than ever before. How have they affected your business?

Allocca: I personally haven’t done one, but for those in my office who have, they’ve been extremely difficult. The banks are an impediment to the process. We’re trying to clean up their mess, and they’re making it more difficult.

Denaro: I haven’t done one; they are not as common in our area. But I would recommend that someone do a short sale before a foreclosure.

MacDonald: We used to avoid them but now we can’t because of the high number of them in our market. We’re engaging short sale companies on the listing side. On the buyer side we check the listing agent’s history in getting short sales through.

Butler: I haven’t done one and they are not big in this area. I took a class on short sales. If it came up I’d have to deal with it but it’s not something I’m looking forward to.

Herndon: The short sales we have dealt with have been so difficult that we ended up looking at other homes.

Trentadue: I haven’t done any. All I see is agents working hard for no results or less money.

Johnson: I have had to educate myself more to the process of short sales and by doing that I have become more valuable to my clients.

Kevin Allocca, Broker Newmann & Dunn Real EstateRichmond

This issue’s opinions come from…

Sheila Johnson, REALTOR® Long and FosterVirginia Beach

Mike Trentadue, Associate BrokerRE/MAX Action Real EstateGlen Allen

Ken Herndon, REALTOR® Century 21 Real Estate ResourcesCharlottesville

Melissa Butler, REALTOR® Century 21 Monticello PropertiesPalmyra

Scott MacDonald, Broker RE/MAX GatewayChantilly

Theresa Denaro, REALTOR® Coldwell Banker Lafoon RealtyFarmville

NoVemBeR/DeCemBeR 2008 www.VAReAltoR.Com24

Name three things REALTORS® can do to help survive the current down market.

Allocca: 1. Stay in touch with your base. 2. Keep your current customers educated about the market. 3. Build your listing inventory — when the market turns around, the folks with the inventory are going to be poised to take off.

Denaro: 1. Don’t take over-priced listings. 2. Make sure you have qualified buyers before you take them out. 3. Go that extra mile and give the best service you can to stand out above the rest. Ultimately word of mouth is what can make you or break you.

MacDonald: 1. Increase your education and knowledge of your market. 2. Get out there: Don’t just sit there and wait for it to happen because it won’t. 3. Get involved. It’s not all about business. Give back to the community by being part of your HOA, coaching kids, becoming part of a charitable endeavor, or PTA. The more give, the more you get.

Butler: 1. Keep trying to get listings. 2. Stay in communication with your clients. 3. Spend wisely and budget your money.

Herndon: 1. Take a hard look at what you’re spend-ing and trim the fat. 2. You can’t go into a shell and stop all your advertising: people still need to see your face. 3. Make sure everybody you know knows that you’re an agent and can work for them.

Trentadue: 1. Stay in touch with past clients and ask for referrals. 2. Track where you are spending money on marketing and see what has the best results. 3. Just be out there — if people see you, they’ll use you.

Parker: 1. Create your own brand identity. 2. Remain knowledgeable of the market and its changes. 3. Continue to expand your skill set.

What do you see happening in the housing market in the coming year?

Allocca: I think the market is going to trend up, especially after the elections. As things improve overseas and we get through the bank bailouts, I think it will be a traditional bull real estate market by mid 2009.

Denaro: I think the market will remain stable but I do think by spring of 2009 things will pick up - but that might be wishful thinking.

MacDonald: Until we see more owner-to-owner sales, we will stay in the market we are in for some time. It could be another 18 months of what we see is what we get.

Butler: I sort of think it has hit bottom in this area and will pick up despite predictions that 2009 will still be a down year.

Herndon: For the next year things are going to be flat. There are a lot of issues still up in the air such as politics and gas prices.

Trentadue: I hope it goes up but my crystal ball has been broken for years. I’ll just hope for the best and plan for worse.

Johnson: I’m an optimist. I can see that this is going to get much better because we have almost bottomed out. ●

“

“ the best way to keep your head above water is to make sure you’re on your clients’ minds. Recipe cards, football schedules, letter open-ers — those aren’t going to do it. You need to give them something useful. enter VAR’s ClientDirect. It’s an electronic newsletter that you can customize to your heart’s content. Add your own content — personal analysis, neighborhood info, a bad joke, whatever — or choose from lots of real estate-related material.

the end result is something that’s not just another toy or piece of spam. Done right, it’s a valuable message for your clients, and one that will earn your name a bit more mindspace.

Shameless plug: Getting Direct with your ClientsYou can’t go into a shell and stop all

your advertising: people still need to

see your face.”

Ultimately word of mouth is what

can make you or break you.”


2008 RPAC Report

GOlDEN R INVEStORS ($5,000)

Dennis CronkPoe & Cronk Real

Estate GroupRoanoke

John McEnearneyMcEnearney

Associates, Inc. Alexandria

Dulles Area Association of REAltORS®, Leesburg

Fredericksburg Area Association of REAltORS®, Fredericksburg

Harrisonburg-Rockingham Associationof REAltORS®, Harrisonburg

Northern Virginia Association of REAltORS®, Fairfax

Richmond Association of REAltORS®, Richmond

Roanoke Valley Association of REAltORS®, Roanoke

williamsburg Area Association of REAltORS®, Williamsburg

GOlDEN R ASSOCIAtION ($5,000)

William ChoreyChorey &

Associates RealtySuffolk

Joseph Funkhouser, IIColdwell Banker

FunkhouserHarrisonburg

Dorcas Helfant-BrowningColdwell Banker

Professional Virginia Beach

Thomas Jefferson, III*Joyner Fine Properties

Richmond

Steve HooverMKB, REALTORS®

Roanoke

Tom JewellCarter Braxton Real Estate Co.

Leesburg

Tom Stevens*Coldwell Banker

Residential Vienna

Stanley PalivodaCentury 21 Battlefield

– Tappahannock Dahlgren

Melanie ThompsonCentury 21

AdVenture Realty Fredericksburg

Jack TorzaLong & Foster REALTORS®

Mechanicsville

Thank you To all who invested in RPAC in 2008.

As of November 30, 2008, the following REALTORS® and local associations have joined RPAC of Virginia as Major Investors. For more information on the value of RPAC and how your investment works to protect your business, contact Meredith Cox at [email protected] or (804) 264-5033. Or, if you want to get invested today, please visit RpAcofVA.com.

* Hall of Famers have contributed a cumulative amount of at least $25,000 to RpAc.

Commission ExpressCommission Express

Woodbridge

Linda Belcher-BrownColdwell Banker

ResidentialManassas

VOluME 15 ● ISSuE 6 NOVEMBER/DECEMBER 2008 27

Michael MinneryRE/MAx Allegiance

Woodbridge

Patricia JensenReal Estate III – North

charlottesville

Angela DoughertyWilliam E. Wood

& Associates Williamsburg

CRYStAl R INVEStORS ($2,500)

Mary Ann BendinelliWeichert

REALTORS®

Manassas

Patricia BillheimerLong & Foster

Real Estate, Inc. Sterling

Karen BohlkeRE/MAx Select

Hampton

R. Scott Brunner Virginia Association

of REALTORS® Glen Allen

Florence Chittenden Long & Foster

Real Estate, Inc.Nokesville

Beth Dalton Coldwell Banker

Townside Blacksburg

John DickinsonHall Associates Inc.

Union Hall

StERlING R INVEStORS ($1,000–$2,499)

Jerry BartlettJobin RealtySpringfield

Charles BurnetteBurnette &

Company, Inc.Blacksburg

Julie CristGSH Real Estate

Hampton

Angela EliopoulosLong & Foster

Real Estate, Inc.McLean

Todd RogersHometown Realty

Mechanicsville

Deborah Baisden Prudential

Decker RealtyVirginia Beach

Billy CoonsRealty Executives

Virginia Beach

Tommy DeWitt DeWitt Real Estate

& AuctionLynchburg

Mary DykstraRE/MAx Valley

REALTORS®

Roanoke

Keith KreuerExit Elite Realty

Midlothian

Charles BengelRE/MAx Allegiance

Alexandria

David CharronMRIS

Rockville, MD

Dee SprakerKeller Williams

RealtyDumfries

Barry AllbrightKeller Williams

RealtyReston

Julia AventRE/MAx Allegiance

Arlington

Bob BartonBarton Real Estate

ServicesRichmond

Kevin BreenColdwell Banker

EliteFredericksburg


Charlottesville Area Association of REAltORS®, Charlottesville

Greater Augusta Association of REAltORS®, Staunton

lynchburg Association of REAltORS®, Lynchburg

New River Valley Association of REAltORS®, Christiansburg

Virginia Peninsula Association of REAltORS®, Hampton

StERlING R ASSOCIAtION ($1,000–$2,499)

2008 RPAC Report

Lilian JorgensonLong & Foster

Real EstateVienna

Jo Anne JohnsonWestgate Realty

Group, Inc.Falls church

Luis LamaLong & Foster

Real Estate, Inc.Alexandria

Rita Huggins-HalsteadLong & Foster

Real Estate, Inc. Sterling

Betty JasmundColdwell Banker Elite

Stafford

Kit HaleMKB, REALTORS®

Roanoke

Margaret HandleyM.C. Handley, Ltd.

McLean

Lynn GrimsleyRE/MAx Peninsula

Newport News

Eugene HobartLong & Foster

Real Estate, Inc.Haymarket

Amy HudsonLong & Foster –

Christiansburg/BlacksburgBlacksburg

Millie Green RE/MAx

CommonwealthRichmond

Tom InnesRE/MAx Commonwealth

Richmond

Donn IrbyRose & Womble Realty

chesapeake


Sandee FerebeeGSH Real EstateVirginia Beach

Claire Forcier-RoweColdwell Banker Elite

Fredericksburg

Karen GaskinsRose & Womble

Realtychesapeake

Katy GilliamColdwell Banker

TraditionsWilliamsburg

Lizzie HernandezRE/MAx Regency

Bristow

Steven HillCentury 21 Real Estate Unlimited

Harrisonburg

Pamela JonesLong & Foster Real

Estate Inc.Ashburn

Kathleen KennedyWeichert

REALTORS®

Gainesville

Robert FroehlichJobin Realty

clifton

VOluME 15 ● ISSuE 6 NOVEMBER/DECEMBER 2008 29

Barbara Jean LeFonRivah Realty LLC

Montross

Andy MasonMason-Davis Company, Inc.

Onancock

Vinh Nguyen Westgate Realty

Group, Inc.Fairfax

Kathy Nunnally RE/MAx Valley

REALTORS®

Roanoke

Kayvan Mehrbakhsh

Sperry Van Ness Vienna

Susan Mekenney RE/MAx Allegiance

Fairfax

G. Edmond “Ned” Massie, IV

Grant Massie Land CompanyRichmond

Tom MeyerCondo 1, Inc.Falls church

Lee OdemsBuyer’s Advantage

Real EstateWoodbridge

Forrest Odend’halLong & Foster

Real EstateManassas

John PowellLong & Foster

Real Estate, Inc.colonial Heights

Jane Quill RE/MAx Presidential

Fairfax

Gwen Pangle Long & Foster

Real Estate, Inc.Sterling

Gail PenmanCentury 21 Team

Real EstateStafford

Gene Sampson Jobin Realty

Fairfax

Trudy SeveraLong & Foster

Real EstateReston

Cindy StackhouseCentury 21 Stackhouse

& AssociatesDumfries

Peter Rickert Coldwell Banker

Residential BrokerageAlexandria

Wes StearnsMo Wilson

Properties, Inc.Woodbridge

John MeyerRE/MAx Allegiance

Alexandria


Casey MargenauRE/MAx Distinctive

Real EstateMcLean

Percy MontagueMontague Miller & Co.

charlottesville

Kurt NegaardNapier

REALTORS® ERAMidlothian

Tracy PlessLong & Foster

Real EstateReston


2008 RPAC Report


Thomas “Mack” Strickland, Jr.

Strickland Realtychester

Patricia SzegoERA - Elite Group

REALTORS®

Haymarket

Christine Todd Northern Virginia

Association of REALTORS®

Fairfax

Kevin TurnerCentury 21 All Service-Bedford

Bedford

Drake Van de CastleEnvirian of

Charlottesville charlottesville

Glenda von DameckLong & Foster -Christiansburgchristiansburg

Robert WaringGSH Real EstateVirginia Beach

Karen WilkinsonFirst Horizon Home LoansWoodbridge

contributions are not deductible for income tax purposes. contributions to RpAc are voluntary and are used for political purposes. The amount suggested is merely a guideline and you may contribute more or less than the suggested amount. You may refuse to contribute without reprisal and the National Association of REALTORS® or any of its state associations or local boards will not favor or disfavor any member because of the amount contributed. 70% of each contribution is used by your state pAc to support state and local political candidates. Until your state pAc reaches its RpAc goal 30% is sent to National RpAc to support federal candidates and is charged against your limits.

Richard ThurmondWilliam E. Wood

& AssociatesVirginia Beach

Cliff WellsCentury 21

Nachman RealtyNorfolk

William A. WhiteJoyner Fine PropertiesRichmond

John WilsonColdwell Banker

TraditionsWilliamsburg

Holly WorthingtonLong & Foster

Real EstateWashington, Dc

RPAC’s good to you

Get invested today at www.RPACofVirginia.com

When you’re good to RPAC...

Suzy StoneCentury 21

AdVenture RealtyFredericksburg


BLOGSPOTTINGby Andrew Kantor

Bailout, schmailoutSo says Paul Jackson on HousingWire.com, where he argues that, left to itself, the market is pretty good at sorting things out.

As Henry Paulson and the rest of the Bush administration push forward with “the new kapitalism,” there are yet examples of a free market working, providing at least some fuel for the argument that says the market must eventually clear itself…

In other words, we’re nowhere near the bottom, but — surprise! — the market actually works if we just let it.The need to push out tax credits, change conforming limits, push in cramdowns in bankruptcy, etc. — all are essentially a crutch designed to fi ght what may end up proving to be something akin to gravity.

Shortcut: www.VARealtor.com/08111

• • • • • • • •

Doin’ donuts with FrankThere are blogs, photo blogs, video blogs, and now there’s Frank Llosa’s twist on the latter, which he calls it “Wheel Estate.” Frank’s mounted a video camera in his car, point-ing at him, and he creates his video-blog entries while driving.

That’s kinda cool on its own, but what makes Wheel Estate especially worthy of note is that Frank has mounted his camera on the steering wheel. That means that, unless he drives in a perfectly straight line, you may feel the need for some Dramamine.

Thumbs up for creativity (and a great blog in general),

but we’re still not convinced about the delivery. Hopefully that Dramamine will help.Shortcut: www.VARealtor.com/08112

Don’t wait — move nowJonathan Bunn at the Real Estate Bakery in Loudoun County warns against waiting to sell your home:

If you would have placed your home on the market to sale in October 2007 you would have had less of chance to sell it since less homes sold during that time period than com-pared to April of 2008 (the spring market). However, if you would have sold it during October of 2007 you would have netted an average of $40,000 more on your home! Some would consider this worth moving during the holidays for.

“In other words,” he said, “don’t confuse more activity in the market with higher prices.”

Shortcut: www.VARealtor.com/08113

• • • • • • • •

…and on VARbuzzBrian Block wants you to chill out:

There’s a lot of fear out there right now among home-buyers, homesellers, and people sitting on the fence deciding what to do in the current real estate market.Some REALTORS® are panicking too. It is not a time for panic. It’s a time for REALTORS® to learn all they can, digest and analyze that information, and present it in a calm and counseling way to their clients.

While Matthew Rathbun is annoyed about people ignoring the Code:

I’ve been witnessing a trend of abandonment from our ideals, as of late. I’ve been hearing more and more complaints from REALTORS® and consumers alike, about the action or inaction of practitioners to hold to the stand of practice set before us. I’ve witnessed bad politics played out both nationally and within the association; I’ve seen school-yard-bullies taking lunch money from those who are smaller than they are; I’ve been witnessing those with superior intellect take advantage of those without…or with simply less experience.

And frankly, I’m tired of it. We’re sitting idly by, bogged down with “tradition”, “politics”, “archaic idealism,” and it’s causing more long-term damage than I think any of us are capable of comprehending.

Shortcut: www.VARbuzz.com ●

Feeling the pulse of the real estate blogging community

NoVemBeR/DeCemBeR 2008 WWW.VAReAlToR.Com34

VAR uPDATe

What’s VAR up to these days? Plenty.Image is everythingOne of VAR’s most important mandates is to boost the image of REALTORS® in communities across the com-monwealth. In 2008 we distributed “Image Funds” to local associations. They took that money and spent it on, well, making us all look good.

The Bristol Association of REALTORS® is buying at least one page every month in the Bristol Homes Maga-zine and the Wise/Lee County Homes magazine. The cam-paign will take a look back at fi rst 60 years, promote the importance of the Code of Ethics and highlight involve-ment in the community.

The Dulles Association is using its Image Funds to place the new NAR “buy now” ad, which focuses on the value a REALTOR® brings to the transaction, in Leesburg Today, Loudoun Easterner, and the Loudoun TimesMirror Home Section.

The Greater Piedmont Association has sent press releases to local papers in fi ve counties, and it has distributed signs and buttons to its members, reminding (begging?) people that “now is the time to buy.”

The New River Valley Association’s campaign includes radio ads, public education forums, literature, and news-paper- and Web-based ads. The goal is to promote the use of a local REALTOR® and it includes public education forums on buying or selling a home.”

The Southside Virginia Association is working to re-educate the public with VAR’s media materials touting “Real Knowledge. Real Service. Real Value. REALTORS®” on billboards in the Colonial Heights and Fort Lee areas.”

The Northern Virginia Association is planning to place the NAR-provided ad “Buyers market. Sellers market. Either way, it’s an I Need A REALTOR® market” in various publications.

The Hampton Roads REALTORS® Association designed two marketing programs: “Look for the logo” and “Is Your Agent One?” including a separate web site (isyouragentone.com). The goal is “to raise public awareness of the difference between a real estate agent and a REALTOR®.” The association has been running ads in (and contributing articles to) local newspapers and magazines.

The Roanoke Valley Association is continuing its

“Get Real. Straight Talk.” public relations campaign, and plans to expand it to the fast-growing Smith Mountain Lake area, where the message will be “that home sellers need to entrust the sale of their high-value property to a professional.”

The Fredericksburg Area Association is focusing on working with home buyers and sellers from other cul-tures; it wants to position REALTORS® as people who can help members of the “ethnic community.” The big event will be the University of Mary Washington’s Multicultural Fair on April 4, 2009.

• • • • • • • •

Strategic plan approvedThe Policy Board approved VAR’s extensive and compre-hensive strategic plan. You can read the whole thing at www.VARealtor.com/stratplan, but here’s a look at some of the highlights.

The big three areas of focus:1. Member outreach2. Partnering with local associations3. Providing more and better marketing tools

Member outreachWe’ll appoint a workgroup to determine what services we supply and what services we should supply (whether based on dues or fees). Then we’ll make any changes we need to the organization’s structure and budget to fi t those goals. (And, of course, we’ll continue to evaluate them and our effectiveness.)

• We’ll make sure that all our members are aware of our legislative agenda every year, and how RPAC and the public policy team will be working to achieve it.

• We’ll expand and refi ne our repertoire of commu-nications tools. We’re planning a major recreation of our Web site in 2009, and we’ll continue to use e-mail, paper mail, and face-to-face communications, as well as explore the ever-growing list of social media tools, from our own blogs to sites like Face-book and LinkedIn.

Volume 15 ● Issue 6 NoVemBeR/DeCemBeR 2008 35

18 Karat Gold Affiliates


2008 VAR Affiliate Members

LLE Language Serviceswww.LLE-inc.com

Moseley Real Estate Schoolswww.Moseley.org

TASC - BizPlanwww.VARealtor.com/BizPlan

Real Estate Information Network, Inc.www.REINmls.com

VHDAwww.VHDA.com

2-10 Home Buyers Warranty of VAwww.2-10.com

Baseline Inc. Land Surveyingwww.BaselineLandSurveying.com

The Crack Teamwww.TheCrackTeam.com

Custom Chimney Service & Repair

Dabney Propertieswww.DabneyProperties.com

Fairfax Timeswww.FairfaxTimes.com

First American Home Buyers Protectionwww.HomeWarranty.FirstAm.com

Interstate Worldwide Relocationwww.InterstateWorldwide.com

Investors Title Exchange Corporationwww.InvTitle.com

JES Construction, Inc.www.JESwork.com

Magnets USAwww.MagnetsUSA.com

MBH Settlement Groupwww.MBH.com

Old Republic Home Protection Co. Inc.www.ORHP.com

Pearl Insurancewww.PearlInsurance.com

Pollard Environmentalwww.PollardEnvironmental.com

Priority Corporate Housingwww.PriorityCH.com

Seal-Tite Basement Waterproofing Co.www.SealTiteBasement.com

ServPro of Chesapeakewww.ServPro.com

Union Mortgage Groupwww.Union-Mtg.com

Virginia Polytechnic Institute & State Universitywww.VT.edu

Virginia Press Serviceswww.VPA.net


Partnering with local associationsAmong other things, we went to increase public aware-ness of REALTORS® as knowledgeable, trustworthy pro-fessionals who hold themselves to the highest standards of practice. The best way to do that is on the local level.

• We’ll work with local associations to foster stronger ties with the media, and make sure everyone has a handle on the latest sales data and what it means.

• We’ll create programs to help REALTORS® get in touch with business leaders, and we’ll encourage them to get involved in local business groups.

• We’ll appoint a work group consisting of VAR staff and state and local leaders to determine the roles of the three levels of the organization, including what services VAR can and should offer to local associa-tions. And we’ll use these decisions to review any future programs.

Providing more and better marketing toolsWhether it’s the latest version of our extremely popular “10 things you should know about today’s Virginia real estate markets,” initiatives like the Virginia Homeown-ers Alliance, or tools like our ClientDirect customizable e-newsletter, we’ll keep our creative juices flowing so we can keep giving our members useful, innovate tools to help them every day.

Part of that will be a detailed assessment of our mem-bers’ needs. We’ll create a business trends forum to keep that assessment updated — and that includes finding part-ners that can help provide and analyze that information.

There’s more, of course. The one thing VAR won’t be is static. Every day we’re working to serve our members the best way we can, and every day we’re asking ourselves how to do that. ●

NoVemBeR/DeCemBeR 2008 WWW.VAReAlToR.Com36

ReAlToR®-to-ReAlToR®

VAR uPDATe

Stop the trinkets!No more giving your clients calendars or recipes or other doo-dads. It’s time to upgrade and give them something that no only will help them remember you, but will actually give them useful information.

That’s why we’re giving you ClientDirect. It’s simple: It’s an electronic newsletter you can send to your entire client list, and it’s chock-full of interesting real estate information. And it’s free.

But that’s not the cool part. What makes ClientDirect such a great tool is that you can customize it. Pick the articles you want to include. Mix and match to make the perfect, useful, message. Oh, and it comes from you, too; your photo and contact info’s on top.

So now you’ve got a reason to write to your clients every month; it’s a great way to keep yourself on their minds. (Sign up today atwww.VARealtor.com/ClientDirect.)

Ted Truitt wins award (seriously)If you’re an ethical REALTOR®

(and we know that you are), you were probably a bit turned off by VAR’s Ted Truitt campaign. We created Ted in 2006 to call attention to the REALTOR®

Code of Ethics — and to show that unethical Realtors refl ect poorly on the entire profession.

So while many of you didn’t fall in love with Ted, the Business Marketing Association liked him — the organization gave the Ted Truitt campaign the award for best integrated campaign in the October issue of B2B Magazine (“B2B’s Best”). Ted’s up there with the FedEx Kinkos, GE, and the U.S. Postal Service.

So say what you want about Ted, he’s a winner. ●


VHDA REALTOR® Service to Virginia AwardPresented by the Virginia Housing Development Authority, this award recognizes the Virginia REALTOR® who has made a significant difference in the cause of minority homeownership during the year, or whose life work merits recognition and celebration for dedication to this issue. Applications due: January 3

Outstanding State Real Estate EducatorThis award is designed to recognize the Virginia REALTOR® who has made the most significant contributions to educating REALTORS® and potential REALTORS® at the local or state levels. Applications due: January 10

CRS of the YearThe CRS of the Year is the Virginia REALTOR® who demonstrates the best qualities of a residential specialist. Besides the requisite experience, nominees should have worked with their local boards (as officers or on committees); work with VAR also helps, as does community service and contributions.Applications due: January 10

VAR Manager of the Year VAR’s annual Manager of the Year Award, presented by the Virginia Managers Council, is presented to a Virginia broker/manager for individual achievement as a broker/manager. That includes a commitment to education; outstanding business or civic accomplishments; and outstanding management skills. Applications due: January 10

REALTOR® Code of Ethics Leadership AwardThe Code of Ethics Leadership Award is presented to an individual who exhibits knowledge and use of the REALTOR® Code of Ethics. It includes sharing this information with other real estate professionals or civic groups (through classes and seminars), and participating in local, state or national association grievance, professional standards, arbitration, or ethics related activities. Applications due: January 10

Appraiser of the YearThe Appraiser of the Year honors the Virginia REALTORS® appraiser that has made contributions to the appraisal profession in Virginia and supported appraisal activities at the local and state association level. Applications due: January 10

Ann Swearingen Property Manager of the YearThis singular award is presented to a Virginia residential property manager recognizing individual achievement.Applications due: January 10

Virginia REALTOR® Hall of FameThis honors Virginia REALTORS® who have made extraordinary and distinguished contribu-tions to the real estate profession and markets in Virginia over a period of at least 25 years. Hall of Fame induction is considered VAR’s highest career honor. Applications due: January 10

REALTOR® of the YearThis award recognizes outstanding achievement and volunteerism at the state level. This includes: REALTOR® spirit (faithfulness to principles of organized real estate, laws and regulations, and NAR Code of Ethics); efforts to encourage good real estate practice among other real estate brokers, time spent with press and general public explaining the real estate profession; civic activity; local, state, and national association activity; and educational experience. Applications due: August 1

Kings and Queens of the Hill

Time’s running out to nominate someone for one of VAR’s annual awards

We love to recognize the best

of the best, and every year

we present a whole bunch

of awards to do just that.

Some are narrowly focused,

others — like REALTOR® of the

Year — are open to just about

anyone. Some have specific

requirements, others need peer

recommendations.

Each has its own application,

which you can download at

www.varealtor.com/awards.

The deadline for most is January

10, but others (Honor Society,

VHDA REALTOR® Service to

Virginia Award, REALTOR® of

the Year) differ.

If you know a REALTOR®

or a broker/manager who you

think deserves recognition,

now’s the time to fire up

your Web browser and fill

out a nomination.

Honorary OrganizationsVAR Honor SocietyRecognizes education and activity at the local, state, and national association levels.Applications due: April 1

Omega Tau Rho Recognizes exemplary dedication and service to the REALTOR® organization.Applications due: January 10

Annual Awards


VAR has a small staff, but a wonderfully large volunteer group — these are people who serve on committees, on the Policy Board; who help run our convention and keep members informed. We owe them all our thanks.

Thank you, 2009 volunteers!Blue RidgeJames E. Barb, ABR, CRB, CRSDiana D. ClevelandLea B. Glembot, GRI, ABRConrad E. Koneczny, CCIMRoger Lamborne, ABRAnna L. McDonaldThelma J. Ratliff, GRI, ABRTraci Shoberg, ABRJanice L. Soto, CRSNancy Walker, CRB

Bristol VA/TNPatrick CallebsLoretta T. Trayer, ABRJim W. WarrenVictoria P. WarrenWiley E. Webb, Jr, GRI

Charlottesville AreaMarjorie G. Adam, ABRRobin T. Amato, GRI, CRSRives R. BaileyLinda M. Broadbent, GRI, CRSTimothy P. Carson, GRILori J. Chapman, GRI, CRB, CRSCarol F. Clarke, GRI, CRB, CRSKathleen M. Conlon, GRI, ABR,

CIPS, CRSCarol Costanzo, GRI, CRSBenton B. Downer, IIIAnita D. Dunbar, CRSJames E. DuncanMichael R. Guthrie, GRIPatricia B. Jensen, GRI, ABR, CRSLynda L. Lewis, GRI, ABRWilliam P. MayLinda M. McCauleyBarbara G. McMurry, GRI, CRBPercy Montague, IV, GRI,

CCIM, CRBPatricia B. Owens, CRBDonna K. Patton, ABRRobert H. Ramsey, GRI, CRSDaniel W. Rothamel, ABRJudy L. Savage, GRI, CRSGregory L. SlaterPatricia L. Sury, GRI, CRB, CRSDrake C. Van de Castle, ABRThomas W. White, Jr.Rebecca T. WicklinePatricia J. Widhalm, GRIArleen S. Yobs, CRS

Chesapeake Bay & RiversRosanne E. Bunting, GRI, ABRE. Diane Caplan, GRI, ABRJeanne P. Hockaday, GRI, CRB, CRSJane B. LudwigJohn Polson

Susan K. SilvusDonna M. Smith, ABR

Dan River RegionRobert L. Chenery, GRI, ABRCarmen J. DavisRobert E. Echols, GRIThomas L. Haley, GRI, ABRJanet J. Holley, GRI, CRB, CRSCarl E. Manasco, GRI, CRB, CRSAnne T. Pritchett, GRI, CRSEmily C. RussellSarah W. Welch, GRI

Dulles AreaBarry H. AllbrightDanilo D. BogdanovicBradley J. BolandCandice C. Bower, GRI, ABR, CRSRichard H. Cockrill, GRI, ABR,

ABRM, CRSThomas G. DoneganTrudy M. GoodwinFred B. Hetzel, GRI, CRSRita J. Huggins-HalsteadThomas G. Jewell, ALC, CIPSMelissa A. MacKimm, GRI,

ABR, CRSDale P. MyersGwen H. PangleRachael P. Remuzzi, GRI, ABR,

CIPS, CRS

Eastern ShoreJane K. Bulette, ABRWilliam Chandler, Jr.David N. Griffi thEugene A. MasonMartha ParksWilliam C. Parr

Fredericksburg AreaSharon U. Bailey, GRIMerlyn M. Banks, CPMPatricia L. BodoloskySuzanne M. BradyCatherine F. ButlerChristopher C. CallClaire Forcier-Rowe, GRI, ABR,

ABRM, CRBLatana K. Locke, ABRAlex Long, IV, CCIMAnne S. OveringtonBryan J. Penman, ABRGail M. Penman, GRI, CRSAndre R. Perry, Sr., CIPSChristine Singhass, ABRSandra H. SteinSarah E. Stelmok, GRI, ABRSuzy C. Stone, ABR

Melanie S. Thompson, GRIPenny M. Traber, GRI, ABRTeunsha Williams-Hinnant, GRIFrancisca A. Worley, ABR

Greater AugustaDelene H. Adams, GRITimothy R. Armentrout, ABRFred W. Morgan, GRI, ABR, CRSPatricia B. Rexrode, GRI, CRSDeborah M. Shickel, GRIMinnie E. Stevenson, GRI, ABRLynn Wagner, ABR

Greater Piedmont AreaLoni Colvin, ABRCharles B. Cornwell, Jr.Julie A. Emery, GRINancy G. Hefl in, GRIKaren A. IngramRobert E. Johnson, GRI, ABR, ALCLouis Kreh, GRI, ABR, CRB, CRSRalph Monaco, Jr., GRI, ABR, CRSKemper Quaintance

Greater Washington CommercialCassandra M. Combs, CPMBetsy T. CritzerElissa M. FisherThomas M. Fulcher, Jr.Edward Krauze, EsqJulia A. Kriss, ABRMChristopher SowickJim W. Tucker, CCIM

Hampton RoadsDeborah A. Baisden, ABRWilburn M. Blount, GRI, CRBTina M. BradleyBilly E. Coons, GRIClyde Cooper, Jr., CRSJoanne P. Cross, GRI, ABR,

ABRM, CRB,Thomas R. Duckett, GRI, ABR, CRSMargaret J. EvertonGladys M. FainSandra W. Ferebee, GRI, ABRMKaren P. Gaskins, GRI, ABRM, CRSMatthew J. GavanoGail Gowin, ABR, CRSNicholas E. Gretakis, GRIDorcas Helfant-Browning,

CIPS, CRSDonn W. Irby, GRI, ABR, CRSH. Glenn JamesDeborah S. Lesyshyn, GRI,

ABR, CRSDonald W. MathiasSamuel N. Mayo, III, CRBMichael C. McCartney

Christine MerrittJay S. Mitchell, GRI, ABR, CRSAnn M. Palmateer, GRI, CRB, CRSMichelle L. RobertsonSamuel B. Segar, Jr., CCIM, SIORHenry T. Thrasher, GRI, GAATimothy Vohar, GRI, ABRClifford L. Wells, ABRKathleen M. Werneke, GRI, ABRRichard W. WestBarbara M. Wolcott

Harrisonburg-RockinghamJ. K. Funkhouser, IIIJoseph K. Funkhouser, II, CRBSteven H. HillJeanette T. Kelly, GRI, CRSElizabeth F. KistlerKeith A. MayScott P. RogersJudith R. Smith, GRI, CRSSallye S. Trobaugh, GRI, ABR, CRB

Lexington-Buena Vista-RockbridgeAntoinette C. BrownAmy GianninyCandace H. Lynn, ABRLisa M. Markham, GRIG. O. Mead, III, GRIJoAnn MorganLana H. NicelyJoseph A. Vita, Sr., GRI

LynchburgDoris M. BrammerJerry E. BrammerElizabeth A. Burch, GRI, ABR, CRSKaren W. Hall, ABRBetty B. KainPatricia R. Lovern, GRI, ABR, CRSDee B. Meredith, GRI, ABR, CRSR. Schaefer Oglesby, GRIWilliam F. Overacre, GRI, CRBBrenda R. PuckettNorris W. Ramsey, Jr.J. P. Vaughan, Jr.

Martinsville Henry Patrick CountiesV. R. Berry, II, GRIDiana L. BowdenJudith L. Childress, GRI, CRBJohnny LambertWanda G. Rakes, GRI, ABR, CRS

MassanuttenDora BuckCynthia Dellinger, GRI


Shirley R. FrenchSuzanne MatthewsKerry A. SheridanPatricia C. Snyder, GRI, ABRStephen H. Sober, ABR

New River ValleyWard W. AngleCharles Burnette, GRI, ABRBeth DaltonJeremy HartAmy E. Hudson, GRI, ABR, CRSThomas S. McCallie, III, ABRNancy P. Page, CPMDana K. Spraker, CRSGlenda von DameckGarrett Weddle

Northern NeckB.W. BeauchampGeorge D. English, Jr, GRIBarbara J. LeFon, GRI, ABRJohn E. McEwenWendy S. Newsome, GRI, ABRKen R. Scott, Jr

Northern VirginiaRobert C. Adamson, GRI, CRSMary Bayat, GRIGail L. BeltCharles W. Bengel, Jr, ABR, ABRM,

CRB, CRSNathan H. Booth, CIPSPatricia J. Buck, GRI, CRSRobyn C. Burdett, GRI, CRSPatti Chapell, GRI, ABR, CRSMartha Cheyne-Ramirez, ABR, CIPSGeorge J. Creed, GRI, ABR,

CIPS, CRSSusan H. DalyDan Daniels, ABRFlorence L. Daniels, GRIJohn J. DickmanHeather L. Elias, ABRAngela C. Eliopoulos, GRI, CIPSDavid L. Howell, GRIMargaret C. Ireland, GRI, CRSJo Anne Johnson, GRI, CIPSCynthia C. JonesMatthew A. KahnNicholas J. Kuhn, JrLuis A. Lama, GRI, CRSMargaret L. Lockard, GRILaura A. Marsh, CRSJames H. McMullin, GRI,

CPM, CRESusan S. Mekenney, GRI, ABR, CRSThomas K. MeyerRenee Miller, GRIVinh H. NguyenMaria E. Nicolau, GRI, ABRJohn D. O’DonohueEdward E. Pagett, GRIJulie A. Pearson, GRITracy Pless, GRI, CRS

Jane A. Quill, GRI, ABR, CIPS, CRSJames B. Robinson, CIPS, CRSZinta K. Rodgers-Rickert, ABRDeborah A. Shockley, CRBThomas M. Stevens, GRI, CRB, CRSPatricia A. Szego, CRB, CRSJon S. Wolford

Prince WilliamLinda Belcher-Brown, ABRFlorence R. ChittendenPaul R. DiCicco, CRBSally Z. DiMieroPeggy L. Holloway BurkeLisa M. KellyKathleen M. KennedyMichael T. Minnery, GRI,

ABR, CRBLee Odems, Jr., ABRForrest P. Odend’halMadonna M. Padilla, GRI, ABRFatima A. PereiraDelores S. SprakerCynthia B. StackhouseWes StearnsGwendolyn M. Walton, GRI, ABRMatthew A. Wilkins, GRI,

ABR, CRS

RichmondEdward W. AtiyehJacqueline S. Atiyeh, CRSDonald W. Atkinson, GRI, CRSLisa B. Atkinson, GRI, CRS, LTGJohn Bagby, III, GRIRobert E. Barton, Sr., GRI, CREDarlene S. BrentOlive M. Chambers, GRIMartha M. Edwards DurnettBlake EudaileyJo Garey, GRI, CRS, LTGPhilip B. Gee, CRSEleanor M. Goode, GRI, CRBDavid C. GouldPamela H. HathawayFrances T. HesslerNathan V. HughesNancy H. Hungerford, GRIMichael C. HuntThomas N. Innes, GRI, ABR,

CRB, CRSThomas Jefferson, III, GRI,

CRB, CRSJohn F. JohnsonThomas Johnson, GRI, CRSCrawley F. Joyner, III, GRI, CCIMJody L. Korman, GRI, ABR, CRSGeorge E. Massie, IV, GRI, ALC,

CCIM, CRSCurtis M. Mummau, CPMJames T. Napier, GRIRichard M. Nelms, GRI, CRSJoanne S. Panek, GRIDewey C. Reynolds, GRI, CRBKathryn S. Richards

Cathy P. Saunders, GRI, ABRR. Scott Shaheen, GRI, CRSSusan L. ShoopEmmett T. Smith, GRI, ABR, CRSCarter SnipesKaren K. Tilson, GRI, ABR,

CRB, CRSJack F. Torza, GRI, CRB, CRSPerry E. Turner, JrC. Porter P. Vaughan, Jr.Jacquelin E. WadeWilliam A. White, Jr.

Roanoke ValleyKaren Bertrand, GRI, ABRNeil ConnerDennis R. Cronk, GRI, CCIM,

CIPS, CREBitsy H. Davis, GRI, CRSJohn Dickinson, GRI, CCIMGary E. DoganJoseph S. Durrer, Jr.Mary V. Dykstra, ABR, CRSBill Gearhart, GRI, ABRKit Hale, GRIEdwin C. Hall, CCIM, CPM,

CRE, SIORStephen A. Hoover, GRI, CRSRichard LimrothJim D. Lugar, GRI, CRSJonna McGrawKathy A. Nunnally, ABRDouglas A. Sawyer, CCIM, CIPSHenry ScholzJoseph Sutliff, GRI, ABRTodd WamplerJanie WhitlowBeth Wilson, GRI, CRSTom E. Wilson, GRILeRoy P. Worley, GRI

South CentralLoretta G. GantPatrick HoffmanH. D. Jones, GRI, ABRCarlton H. Lafoon, Jr.Jason MeeksDonald L. Moseley, ABRHarold D. Robinson, Jr.Marshall A. ThackstonRichard Vaughan

Southern Piedmont Land & LakeLise BurnettScotty E. FeltonJanice A. Pitts, GRI, CRSDeborah W. Powell, GRI, ABR,

CRB, CRS

Southside VirginiaElizabeth Abernathy, GRI, ABR,

CRB, CRSJohn W. BrockwellDonald E. Carnesi, GRI, ABR

Elizabeth C. Gatewood, GRI, ABR, RAA

George A. Grundy, GRIMarion H. Hawkins, ABRM. D. Hayes, GRISharon Johnson, GRIFred C. Morene, GRI, CRB, CRSJacqueline ParkerKimberly Porter, GRI, ABRJohn L. Powell, GRI, ABR,

CRB, CRSKimberly S. Samuels, GRIThomas M. Strickland, Jr.,

GRI, RAAMary Ann S. WhiteRobin R. Whitman, GRIShanna M. Wiseman

Southwest VirginiaThomas H. Arnold, GRI, CRSDonna Bise, GRI, ABR, CRSGlenna R. BuchananPatricia A. Callebs, GRI, ABR,

CRB, CRSKenneth EplingCarol F. Jones, GRI, CRSElizabeth Stuart, GRI, ABR, CRS

Virginia PeninsulaMartha B. Anders, CRSVicki L. AndrewsKaren C. Bohlke Enriquez,

GRI, ABR, CRSJoseph L. Carney, Jr.John C. DalyPaul W. GarmanLynn G. Grimsley, GRI, ABR, CRSEugenia C. Jackson, GRI, ABR, CRSDorothy N. McKelvin, GRI, ABRFrank A. McKinney, lll, GRI, CRSElizabeth B. Moore, GRIDonna L. MoyerChandra Patterson, ABRRobert T. Sullivan, ABRThomas G. Sullivan

WilliamsburgKathy Chambers, ABRFaye K. Dillman, ABR, CIPSAngela M. Dougherty, ABRKatrina K. Gilliam, GRI, ABRFrank J. Hughes, ABRCharlotte JonesRonald MiscavigeAl J. Patel, ABRCarl PautlitzLisa M. Remington-Smith, GRIJohn H. RobertsShirley J Sulenski, ABRJohn C Wilson, CIPSMary H Womack, GRI

EXECUTIVER. Scott Brunner, CAEChief Executive Officer(804) [email protected]• Strategic Direction• Governance (including Leadership

Team, Policy Board and Delegate Body)

• Virginia REALTOR® Leadership Academy (VLA)

• NAR Activities• Member Outreach

Anne B. TaylorExecutive [email protected]• Governing Documents• Policy Board, Delegate Body, NAR

Director & VLA Logistics• Leadership Team Support• Travel Planning

ADMINISTRATIONDebbie Talley, CPAVice President for [email protected]• Financial Management & Budgeting• Local Association Liaison• Investment Management Committee• Facility Management• Special Projects

Gini BonnellOffice [email protected]

Accounting/Member RecordsAnn [email protected]• Accounting• Budgeting• Financial Records and Reporting

Kim MartinMember Records [email protected]• Membership Records (NRDS)• Receivables

Mike ShepherdInformation Systems [email protected]• Technology Systems• Website Management

Meghana BhatiaAccounting [email protected]• Accounts Payable• Accounts Receivable

MARKETING AND COMMUNICATIONSLisa G. Noon, ABC, CAEVice President for Marketing & [email protected]• Media Relations• Communication/Marketing Strategy• Virginia Home Sales Report• ‘The Code is Good Business’

Program• Research

Ben Martin, CAEDirector of Communications & New [email protected]• Member Outreach • Social Media• Publications• Information Management

Advocacy Group

Jovan HackleyMarketing [email protected]• Marketing Communication• Publications

Amanda ArwoodSales [email protected]• Sponsorship Opportunities• Affiliate Memberships• Trade Expo Management• Member Service Partners

Andrew KantorEditor & Information [email protected]• Publications• Web content

Career DevelopmentTracey R. Floridia, CMPDirector Professional [email protected]• Conference Management• Education Program Development• Professional Development Advocacy

Group• Instructor Training

Lili PaulkProfessional Development [email protected]• Education Program Management• Continuing & Post-License

Education • In-house Systems Trainer• Conference Services

Glenda PuryearConferences [email protected]• Graduate, REALTOR® Institute

(GRI) Administration• Conference Services

Amy HaferProfessional Development [email protected]• Education Program Implementation

Member ServicesCarole Umbel, RCEDirector of Member Services [email protected]• Membership Policies (Rules and

Regulations) • Specialty Education• Special Interest Group Liason• Membership Services and

Recognition

Lynne WherrySpecialties [email protected]• Specialty Affiliate Records & Dues• Special Interest Group Liason• Specialty Education and Event

Management

Scottie BosworthProfessional Standards & Member Policy [email protected]• Professional Standards Education

& Administration• NAR Member Policy• VAR Standard Forms Logistics • VREEF Trustee Liason

LAW & POLICYJohn BroadwayVice President/Law & [email protected]• Public Policy Development

and Outreach• General Counsel• Broker Relations• Regulatory Relations• Coalition Building

Martin JohnsonDirector of GovernmentRelations/Chief [email protected]• Legislative Representation /

Lobbying• Political Strategy• Public Policy Advocacy Group• RPAC Trustees

Lawrence “Lem” E. MarshallSpecial [email protected]• Legal Hotline, Principal• Risk Management Education• Virginia Real Estate Board Liaison

Meredith CoxPolitical Communications [email protected]• RPAC Fundraising and

Administration• Public Policy Communications• Federal Political Coordinator

Program

Blake HegemanAssociate [email protected]• Policy Analysis• Local Issues Resources

& Management• Legal Hotline, Secondary• Risk Management Advocacy Group• Standard Forms Working Group

VAR Staff Directory

VAR MEMBER SERVICE PARTNERSAdvanced AccessInternet Marketing & Website Developmentwww.VARealtor.com/AdvancedAccess

Bank of AmericaWorldPoints Credit Cardwww.VARealtor.com/BankofAmerica

DNCSolution, Do-Not-Call Solutionswww.VARealtor.com/DNCSolutionSecurity Code SC1795VR

FBR Direct, Financial Planning Serviceswww.VARealtor.com/FBRDirect

Liberty MutualHome, Auto & Renters Insurancewww.VARealtor.com/LibertyMutual

LLE Language ServicesTelephone Interpretation & Document Translationwww.VARealtor.com/LLEPromotion Code VARM08

Office Depot Office Supplies & Copyingwww.VARealtor.com/OfficeDepot

Outstaffing, Staffing & Payrollwww.VARealtor.com/Outstaffing

Pearl InsuranceE&O, Medical, Life, Dental Insurancewww.VARealtor.com/PearlHealth

TASC/BizPlanMedical Expense Tax Benefitswww.VARealtor.com/BizPlan

T-Mobile, Wireless Servicewww.VARealtor.com/TMobile

VAR Wireless Center (Coming soon)Wireless Plans & Hardwarewww.VARealtor.com/VARwireless

Zipform, Electronic Forms Solutionswww.VARealtor.com/ZipForm

Find us online at:VARealtor.com

Read our offi cial blog: VARbuzz.com

Find us on Facebook: VARealtor.com/facebook

VAR 2009 LEADERSHIP TEAMJohn Powell, GRI, ABR, CRB, CRSPresident Long and Foster Real EstateColonial Heights(804) 520-5600

[email protected]

Cindy Stackhouse, GRIPresident-ElectCentury 21 Stackhouse and Associates Prince William(703) [email protected]

John Dickinson, CCIM, GRIVice PresidentHall Associates, Inc.Roanoke(540) [email protected]

John Daly Treasurer(757) 481-8461

Pat Jensen, ABR, CBR, CRS, GRIImmediate Past PresidentReal Estate III - North Charlottesville(434) [email protected]

R. Scott Brunner, CAE Chief Executive Officer (804) [email protected]

Governance (including Leadership Team, Policy Board and Delegate Body)

• Virginia REALTOR® Leadership Academy (VLA)

• NAR Activities• Member Outreach

Anne B. TaylorExecutive [email protected]• Governing Documents• Policy Board, Delegate Body, NAR

Director & VLA Logistics• Leadership Team Support• Travel Planning

ADMINISTRATIONDebbie Talley, CPAVice President for [email protected]• Financial Management & Budgeting• Local Association Liaison• Investment Management Committee• Facility Management• Special Projects

Gini BonnellOffice [email protected]

Accounting/Member RecordsAnn [email protected]• Accounting• Budgeting• Financial Records and Reporting

Kim MartinMember Records [email protected]• Membership Records (NRDS)• Receivables

Mike ShepherdInformation Systems [email protected]• Technology Systems• Website Management

Meghana BhatiaAccounting [email protected]• Accounts Payable• Accounts Receivable

MARKETING AND COMMUNICATIONSLisa G. Noon, ABC, CAEVice President for Marketing & [email protected]• Media Relations

• Social Media• Publications• Information Management

Advocacy Group

Jovan HackleyMarketing [email protected]• Marketing Communication• Publications

Amanda ArwoodSales [email protected]• Sponsorship Opportunities• Affiliate Memberships• Trade Expo Management• Member Service Partners

Andrew KantorEditor & Information [email protected]• Publications• Web content

Career DevelopmentTracey R. Floridia, CMPDirector Professional [email protected]• Conference Management• Education Program Development• Professional Development Advocacy

Group• Instructor Training

Lili PaulkProfessional Development [email protected]• Education Program Management• Continuing & Post-License

Education • In-house Systems Trainer• Conference Services

Glenda PuryearConferences [email protected]• Graduate, REALTOR® Institute

(GRI) Administration• Conference Services

Amy HaferProfessional Development [email protected]• Education Program Implementation

Member ServicesCarole Umbel, RCEDirector of Member Services [email protected]• Membership Policies (Rules and

Regulations) • Specialty Education• Special Interest Group Liason

Membership Services and

Specialty Affiliate Records & Dues• Special Interest Group Liason• Specialty Education and Event

Management

Scottie BosworthProfessional Standards & Member Policy [email protected]• Professional Standards Education

& Administration• NAR Member Policy• VAR Standard Forms Logistics • VREEF Trustee Liason

LAW & POLICYJohn BroadwayVice President/Law & [email protected]• Public Policy Development

and Outreach• General Counsel• Broker Relations• Regulatory Relations• Coalition Building

Martin JohnsonDirector of GovernmentRelations/Chief [email protected]• Legislative Representation /

Lobbying• Political Strategy• Public Policy Advocacy Group• RPAC Trustees

Lawrence “Lem” E. MarshallSpecial [email protected]• Legal Hotline, Principal• Risk Management Education• Virginia Real Estate Board Liaison

Meredith CoxPolitical Communications [email protected]• RPAC Fundraising and

Administration• Public Policy Communications• Federal Political Coordinator

Program

Blake HegemanAssociate [email protected]• Policy Analysis• Local Issues Resources

& Management• Legal Hotline, Secondary• Risk Management Advocacy Group• Standard Forms Working Group

VAR MEMBER SERVICE PARTNERS

www.VARealtor.com/AdvancedAccess

www.VARealtor.com/BankofAmerica

Do-Not-Call Solutionswww.VARealtor.com/DNCSolution

Financial Planning Serviceswww.VARealtor.com/FBRDirect

Home, Auto & Renters Insurancewww.VARealtor.com/LibertyMutual

www.VARealtor.com/OfficeDepot

E&O, Medical, Life, Dental Insurance

Cindy Stackhouse, GRI

Century 21 Stackhouse and Associates

CCIM, GRI

Pat Jensen, ABR, CBR, CRS, GRI

Real Estate III - North Charlottesville


THE LAST WORD

A FEW WEEKS ago I asked my boys — 10-year-old twins — what they wanted for Christmas. They couldn’t come up with anything. Nada.

Christmas list? Hadn’t thought about it. Santa? Ho-ho-hum.

Incredible. What kind of kid doesn’t know what he wants for Christmas — or, even more troubling, doesn’t really want anything?

When I was a kid, Christmastime was for wish lists.

We were a family of modest means, strictly middle class at a time when that referred to average working folks who lived parsimoniously — there was enough to live on, but there was seldom margin for excess.

Only at Christmas was that rule stretched, and only then because of layaway and Christmas Club accounts. Then, it was okay to dream of impractical gifts — to unabashedly want a frivolous thing or two I didn’t have to wear and had nothing to do with chores — and expect actually to receive it.

Each autumn, the Sears Wish Book would arrive, and with it the prospect of conspicuous consumption. I’d tear through — blazing past the quotidian waffl e irons and wristwatches, the Craftsman tools, even the models in their Cross-Your-Heart underthings – in search of the treasury of toys featured in its nethermost parts. Time to make my list.

I can’t remember a childhood Christmas when there wasn’t something to wish for.

The Wish Book doesn’t come anymore.

I’m not sure what to think about my boys.

On the one hand, for a 10-year-old to be so satisfi ed that he can’t think of anything to want may be a good thing, provided it’s partnered with genuine appreciation — thankfulness— for what he has.

On the other hand, for a child to want for nothing — to have been given so much that his capacity to wish and wonder and anticipatemay be permanently dulled into an indolent sense of entitlement — might lead one to question the fi tness of parents who grant wishes too readily, frequently, lavishly.

I ask my wife: So which is it with us?

The boys come to me: “We’ve thought of something we need, Dad.”

“Tell me,” I say, ready to start a list for them.

“A refrigerator box. We’re building a clubhouse.”

“It’s not one or the other, Karen says. “Our boys are thankful, but they’re also as happy with simple things as they are with their Wii.”

She reminds me about the fort they’ve been building down the street with the neighbor boy; about the homemade ink they fi gured out how to make from the berries of a bush in the backyard; about the intricate series of canals and dams they’d constructed in a nearby lot; about their recent real-ization that the library offers a better value than Barnes & Noble.

“They have plenty,” she tells me, “And they’re thankful for it. You should be so satisfi ed.”

She’s right, of course.

This season, amid so much eco-nomic uncertainty, I aim to take a cue from my kids and be satisfi ed. And if I make a list, it will be not of wants, but of blessings I already pos-sess – the joy that is my family, the pleasure of friends, and gratitude for having far more than I deserve.

Now all I need is a refrigerator box… ●

Scott Brunner is VAR’s chief executive offi cer. Email him at [email protected].

The cardboard box was inducted into the National Toy Hall of Fame in 2005.

Satisfaction guaranteedAmid this season’s economic uncertainty, I’m taking a cue from my kids

Courtesy Sears, Roebuck and Co.

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2008_11-12_commonwealth

Documents

real estate professionals

inmans real estate

real estate zebra

popular real estate

real estate web site

pair of virginia realtors

richest county

im rich