December 2010

A M A G A Z I N E O F T H E R I C H M O N D A S S O C I AT I O N O F R E A L T O R S®

www.RARea l t o r s . c om

Volume 5, Issue 4

L ISTED

INSIDE:

• Changes Ahead for MLS

• DPOR Firm Inspection Information

• REALTORfest® 2010Photos Inside

• 2011 EducationFirst Quarter Calendars Inside

A Look BackA Look Ahead& Incoming RAR President Cheryl Hamm

with Departing President Karen Smith

®

Sifting Through the Challenges, Recognizing the Positives

As I sit to write my last column as your President, the month of November—and thus the season of

Thanksgiving—is well underway. Thanksgiving is always a season for reflection, and so I find myself

thinking back over the year that is fast coming to a close.

Yes, this year has seen its share of challenges. But 2010 has also had its share of successes. So we have

a choice—we can see the glass as half empty or half full; I choose to focus on the positives. In the spring

of this year, due to the housing tax credits, we enjoyed a significant boost in the market. While I know it’s

not the case for everyone, I have heard from a number of members who are having very good years.

As all of us have sought to make the best of a challenging real estate market, RAR and CVR MLS have

been right there with us—providing excellent services and programs. As your 2010 President, one of my

priorities for the year was to enhance the educational offerings for both brokers and agents; I’m pleased to

report that we’ve accomplished this goal. Earlier this year, in conjunction with the Distinguished Achiever

reception, we invited nationally known real estate expert Steve Harney to town. Steve conducted powerful

sessions for both agents and brokers. Throughout 2010 we offered a series of Broker Town Halls designed

to equip brokers with the latest information they “need to know” from new legislation to how to prepare for

the coming DPOR inspections. And just last month, we had an incredible turn out of sponsors and

members (over 1,000 altogether) for our biennial REALTORfest®.

In addition to these educational offerings, RAR has been hard at work on the public policy front,

ensuring that legislation favorable to our industry saw success, while measures that would harm us and our

clients went down to defeat. A large part of our success in governmental affairs is directly related to the

strength of our PAC. I want to thank each and every one of you who contributes to RPAC. Because of your

commitment, Richmond RPAC remains one of the strongest, most influential PACs in the region.

On the MLS side of the ledger, it has been a year of sowing seeds, many of which I hope will come to

fruition in 2011. We have explored new, progressive relationships with the MLSs that border ours; and we

have explored the potential benefits of bringing new technology products to our market. Because of our hard

work this year, I have no doubt that 2011 will be a year of great promise and progress for our MLS, our

Association, and for all of you. I am deeply grateful for the opportunity to have served as your President;

and I look forward to working with 2011 President Cheryl Hamm in the year to come.

1

Karen Smith

www.RAReal tor s .com LISTED • 2010 ISSUE 4

From the President

L ISTEDContents Volume 5, Issue 42010

Listed Magazine is published quarterly

by the Richmond Association of REALTORS®,

8975 Three Chopt Road, Richmond, VA 23229

Editor-in-Chief

Karen J. Treanor

Director of Communications and Marketing

Managing Editor

Kate Loveluck

Communications Coordinator

Advertising & Sponsorship

Lisa Garcia

(804) 422-5009 [email protected]

Printing & Production

Proforma Graphic Information Services

Graphic Design

Sattler Creative

The publisher does not endorse advertised products

unless specifically stated and reserves the right to reject

any advertisements at any time. Any questions about

advertising policy should be directed to the Managing

Editor or the Director of Communications and Marketing.

REALTOR® members pay annual dues with a one-year

subscription included within their dues. Sponsor and

affiliate members receive a subscription to the magazine

as part of their member dues. Annual subscription rate

for non-members is $25.

Office: (804) 422-5000

Fax: (804) 422-5088

Web: www.RARealtors.com

Copyright 2010. Richmond Association of REALTORS®.

All Rights Reserved. Articles of information from the

magazine may not be reprinted without the permission

of the Richmond Association of REALTORS®.

Postmaster: Please send change of address to

Listed Magazine, Richmond Association of REALTORS®,

8975 Three Chopt Road, Richmond, VA 23229

L ISTED

2 LISTED • 2010 ISSUE 4 www.RAReal tor s .com

20

16

F E A T U R E

A Year in Reviewand a Look Ahead . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

D E PA R T M E N T S

Association NewsLeadership Class of 2011, Achiever Awards, Sponsorship . . . . . . . 4

CVR MLSChanges Ahead for MLS New Rules and Improved Compliance Measures . . . . 6CVR MLS Training Schedule January - March . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Government AffairsGovernment Affairs Programs Working for You . . . . . . . . . . . . . . . . . . . . . . . 12RPAC Richmond 2010 Contributors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

RAR EventsREALTOR®fest 2010 Highlights and Happenings . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Meet The Board of DirectorsBill White and Amy Enoch . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

Professional StandardsBrokerage Firm Inspections Coming What to Expect . . . . . . . . . . . . . . . . . . 20Education Calendar January - February . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

Cover Photo by Chris Smith. Special Thanks to the Virginia Museum of Fine Arts


2010 RAR Leadership

Richard BowerNancy Cheely Amy EnochTom Innes Earl JacksonWayne Johnson, Jr.

Lummie JonesMark JoynerJean LongestCathy Saunders Linda StaplesBill White

Directors

Karen Smith 2010 President

Cheryl Hamm2010 President-Elect

Don Atkinson 2010 Immediate

Past President

Scott Ruth 2010 Vice President

Use

ful U

RL’s RAR Home Page

www.RARealtors.com

Bill Pay Site www.RARealtors.com/members/default.aspx

RAR Staff Directorywww.RARealtors.com/members/about/sdirectory.aspx

REALTOR® Storehttp://www.RARealtors.com/members/store.aspx

CVR MLS Rules and Regulationswww.RARealtors.com/members/cvrmls/rules.aspx

RAR Government Affairswww.RARealtors.com/members/government/default.aspx

Grassroots Action Centerwww.RARealtors.com/members/government/votervoice.aspx

The Real Estate Schoolwww.RARealtors.com/members/education/default.aspx

Virginia Real Estate Boardwww.state.va.us/dpor/reb_main.htm

Virginia Association of REALTORS®

www.varealtor.com

Local Home Searchwww.REsourceHome.com

The Distinguished Achiever Awards

Reception - March 24, 2011, 5:00p.m.

The Westin Richmond

Save the date and plan to join the

Richmond Association of REALTORS® for

an elegant cocktail reception recognizing

members who achieved outstanding sales

productivity in 2010. More details to come.

RAR Leadership Development Academy

Announces its 2011 Class

The Richmond Association of REALTORS’®

position of influence and respect as the

voice of real estate in Central Virginia is a

testament to excellent volunteer leadership.

The RAR Leadership Development

Academy was founded in 2009, to ensure

this legacy continues into the future.

The goal of this program is to develop

visionary, service oriented REALTOR®

members for professional, civic and

community leadership roles through a

series of one-day seminars, site visits

and experiential learning sessions.

The Richmond Association of REALTORS®

Nominating Committee selected the

following participants for the 2011 RAR

Leadership Development Academy:

•David Adams, RE/MAX Commonwealth

•Diane Becker, RE/MAX Allegiance

•Josephine Boykins, East Coast

Realty & Relocation

•Pam Davis, Long & Foster

•Jennifer Jennings, Keller Williams Realty

•Wanda Fears, Long & Foster

•Wayne Gauthier, Joyner Fine Properties

•Kristin Beran Krupp, Long & Foster

•Amy Lee Newman, Small & Associates

•Cathy Noonan, Long & Foster

•Blake Poore, Joyner Fine Properties

•Sally Slate, Napier REALTORS® ERA

•Tamara Taylor, ERA Woody Hogg

& Associates

•Catina Wright, Hometown Realty

2011 RAR Sponsorship

& Advertising Opportunities

The RAR sponsorship program creates a

unique partnership between sponsors and

the Association. Members and sponsors

benefit greatly from the opportunity to

network, exchange ideas and conduct

business. Advertising with RAR helps to

promote products or services before a

select group of real estate experts and

also supports the many efforts of the

Association. For more information about

sponsorship and advertising opportunities

with the Richmond Association of REAL-

TORS®, call 804.422.5009 or email

[email protected].

A S S O C I A T I O N N E W S

Year End Tax Tips

With the end of the year approaching, now is a good time to

consider tax deductible expenses for 2010 and weigh the

benefits of expediting early 2011 anticipated purchases, in

order to deduct them from 2010 taxes. Some of the expense

items REALTORS® can usually deduct are:

• Advertising

• Legal and Professional Fees

• Dues and Subscriptions

• Meals and Entertainment

• Cell Phone

• Supra Fees

• Broker Fees

• Lock Box Fees

• Education Expense

• Office Supplies

• Clients Gifts

• Internet

• Mileage

• Postage and Delivery Costs

RAR members and CVRMLS users can view and print a

receipt for 2010 Association and MLS-related expenses by

logging into their online account and clicking on “View Paid

and Unpaid Invoices.”

It is always best to check with a tax consultant or account-

ant on questions concerning the deductibility of an expense.

RAR & CVRMLS Holiday Schedule

The RAR and CVRMLS offices will

be closed on the following holidays:

Thanksgiving – November 25 & 26, 2010

Christmas – December 24 & 25, 2010

New Year’s Day – January 1, 2011

C V R M L S

New Rules and Regulations

Over the past year, the CVR MLS Rules & Regulations have been

thoroughly reviewed to ensure that all new changes and

enhancements developed by the MLS Committee and new

mandatory rules dictated by the National Association of

REALTORS® have been incorporated. The Rules & Regulations

have also been reorganized, renumbered and reworded in

places to make them more user-friendly. Even with these changes

and cosmetic enhancements, the content of the majority of the

rules remains unchanged.

iCheck, RAR’s compliance software, has also undergone a

pretty extensive overhaul. Functionality has been enhanced to

send more immediate notification to members to ensure they

are aware of listing errors that conflict with the Rules &

Regulations. The system provides users with sufficient time and

notice to correct those inconsistencies and avoid fines.

Beginning January 3, 2010, the iCheck program will review

all active, pending and temporarily withdrawn listings against

the newly revised Rules and Regulations. The revised rules,

regulations and policies will be enforced as written, including

all prescribed fines and penalties for multiple violations. If a

Participant or Subscriber has three (3) or more un-refuted

Notices of Violation within a 30-day period or three or more

violations of the same rule within a one-year period, the

Participant or Subscriber will be fined $1,000.00, in addition to

any fines and penalties associated with the individual violations.

The Participant or Subscriber will have five (5) days to pay the

fine and correct the violation(s). If after five days either the fine

remains unpaid or the violation(s) remain uncorrected, the

Participant or Subscriber will be suspended until payment is

received for the fine and all violations are corrected.

Important: To prepare for these upcoming changes, MLS users are

encouraged to review and correct all listings for any outstanding

or inaccurate information between now and January 3, 2011.

Beginning January 3, CVRMLS will impose penalties on all active,

pending and temporarily withdrawn listings that are not in

compliance with the new Rules & Regulations.

New Required Seller Authorizations Addendum

CVR MLS users know that routine audits of listing agreements

are conducted to ensure compliance with the CVR MLS Rules &

Regulations. While no specific listing form is required, certain

permissions and authorizations must be included in these

agreements. These authorizations cover the submission and

distribution of property information, copyright assignment,

internet display and lockbox use. If using the CVR MLS Exclusive

Authorization to Sell and CVR MLS Limited Service

Representation Listing Agreement, all required permissions,

assignments and authorizations must be contained. If using

another listing agreement form, the required seller authorizations

must be included.

An increase in non-compliant listing agreements has been

discovered in relation to the increase in REO and foreclosed

properties coming on the market. Additionally, some asset

management firms require the use of their propriety listing

agreement forms. To address these situations, CVR MLS has

developed an addendum containing the requisite language

needed for MLS submission. The “CVR MLS Required SellerAuthorizations Addendum Form” can be found in TEMPO under

downloadable forms and on Instanet.

If you have any questions concerning the CVR MLS listing

agreement requirements, or the new Seller Authorizations

Addendum, please call Peggy Lynch, Director of Professional

Development and Broker Services at 804.422.5006 or send an

email to [email protected].

By Peggy Lynch, GRI

Director of Professional Development and Broker Services

Changes Ahead for Multiple Listing System New Rules, Improved Compliance Measures and More


L

7www.RAReal tor s .com LISTED • 2010 ISSUE 4


Searching for Distressed Listings

To Find Foreclosures in Tempo: Search on the

field named “Owned By.” The field is not on the

default list of available search fields and must be

added. To add the field, go to the lower left cor-

ner of the Search window to “Additional Fields.”

Highlight the “Owned By” field and then click

“Add to Search.” The “Owned By” field will be

added to the bottom of the list of search fields.

Click on the downward-pointing arrow on the

right of the blank input field, and select “Bank-

Owned by Foreclosure.” Next, add any other

desired criteria to set up and run the search.

Note: Some listing agents select “Corporate

Owned” when inputting foreclosed listings for

entities like FNMA, since they are a corporation.

The majority of foreclosures that are listed in

CVRMLS are found by using the “Bank-Owned by

Foreclosure” selection.

To Search for Short Sales in Tempo: Since a

listing is technically not a short sale until the bank

agrees to terms, it does not appear in a specific

field. Instead, listings that may require a short

sale distinction are noted as such in the

“Remarks” or “Agent Comments” fields, which

can be easily searched. Add the “Remarks” field

or “Agent Comments” the same way “Owned By”

was added. In the data box for “Remarks,” type

“Short Sale.” Be sure to change the filter from

“Equals” to “Contains.” “Agent Comments” can

be searched in exactly the same way.

Note: A listing should not be promoted as a

possible short sale in the MLS, unless the seller

has agreed that it should be posted as such.

JANUARY7 MLS New Member Orientation 8:30-12 pm10 Top 10 Tips 9-11am10 Instanet Forms 1-3 pm12 MLS New Member Orientation (at SVAR) 9-12 pm13 CE Part 2 1-5 pm14 Commercial Transactions & Documents 9-11am18 MLS New Member Orientation 1-4:30 pm26 CMA-Price It Right 9-12 pm26 Digital Cameras and MLS Photography 1-3 pm31 Tempo Jump-Start 9-11am31 Prospecting and Contact Management 1-4 pm

FEBRUARY1 RE/Stats Navigator 9-11am2 Commercial Div. Networking 8:30-10:30 am

& Education Event3 MLS New Member Orientation 8:30-12 pm8 CE Part 2 - MLS 1-5 pm10 CMA – Price it Right (at SVAR) 9-12 pm10 MLS Marketing (at SVAR) 1-3 pm11 MLS Marketing 9-11am11 iMapp/Tax Records 1-3 pm15 MLS for Appraisers 1-4 pm17 MLS New Member Orientation 8:30-12 pm24 Tempo Jump-Start 9-11amm24 Commercial and CIE Workshop 1-3 pm28 Report Manager Workshop 8:30-12 pm

MARCH2 MLS New Member Orientation 1- 4:30 pm4 Tenant Default (Commercial) 9-11am 7 CMA-Price It Right 9-12 pm7 MLS Rules and Regulations 1-3 pm7 MLS New Member Orientation (at SVAR) 9-12 pm11 CE Part 2 - MLS 1-5 pm14 Appraiser Classes TBD17 Prospecting & Contact Management 9-12 pm17 Instanet Forms 1-3 pm24 MLS New Member Orientation 8:30-12 pm 30 Tempo Jump-Start 9-11am30 iMapp/Tax Records 1-3 pm

To register, call the Education Department at 804-422-5016 or log onto www.RARealtors.com and click on "Education”

January - March 2011MLS Training Schedule

TempoTM Tip

espite the challenges that 2010 presented, the RichmondAssociation of REALTORS® accomplished a number ofinitiatives that are worth a look back.

During a legislative session from January throughFebruary, REALTOR® lobbyists successfully won passage of legisla-tion clarifying that placing a sign with metal, plastic, or wooden

poles in the groundby hand or by foot,without the use oftools or equipment,does not require acall to Miss Utilitybefore installation.This enabled REAL-TORS® to install signsimmediately, rather

than waiting three to four business days to have the utility linesmarked. In addition, the expansion and extension of a homebuyer taxcredit was established for new and existing homebuyers, whichultimately resulted in a significant increase in second quarter sales.

ResourceHome.com, a public-facing website, was launchedin February. It was developed to be a portal for consumers tosearch for active listings in the Central Virginia Regional MLS andto easily connect consumers with RAR REALTOR® Members.

In April, RAR hosted Steve Harney, a nationally known realestate speaker, who motivated members with two very important

lessons: why staying current in the real estate market is important,and why developing leaders for the years to come is essential.The first session, "Keeping Current Matters in Today's Market,"conveyed methods of evaluating current market trends in an effortto explain various dynamics and media reports to clients.

The second session, "Leadership in the Current Real EstateMarket," encouraged brokers to create a plan that inspiresaction in their organization and develops tomorrow’s realestate leaders. Both sessions revitalized RAR members andmotivated them to start the year.

In June, the Richmond Association of REALTORS® hosted itsfirst ever Real Estate BarCamp. Members of RAR and surrounding

associations attended the “un-conference”and found themselves the driving forcebehind the agenda and topics to be

discussed during the user-generated conference. Attendees chose

A Year in Review and A Look Ahead

DBy Karen J. Treanor, Director of Communications and Marketing


With the $6500 tax credit, your next home is closer than you think.

With low interest rates and the $6,500 Home Buyer tax credit, buying your next home has never been more affordable.

But you must act now. The credit expires April 30, 2010. For more information, visit

the day’s topics and selected presenters from the group ofattendees. Members came to realize that the value of this type ofunstructured conference is that it is participatory and gearedspecifically to the needs and skills of those who attend. This first-of-its-kind event brought nearly 80 like-minded individuals fromRAR and other associations together to share knowledge, askquestions and have a conversation about internet marketing, socialmedia, effective engagement in real estate and more.

In August, RAR graduated its first class of leaders from theLeadership Development Academy’s inaugural program.The leadership academy is a 10-month program designed to

develop visionary, service-oriented REALTOR® members forprofessional, civic, and community leadership roles.

Over the summer months, in addition to regular daytimeclasses, RAR offered 16 hours of CE required for license renewal ina series of evening classes. Those members that might have foundit difficult to fulfill their CE requirements through the summermonths were able to mix and match one or more four-hourevening classes that counted towards license renewals.

Throughout the year, RAR launched a number of newsocial media services, including an RAR Facebook FanPage, an RAR Twitter account and a CVR MLSFacebook Fan Page. Expanding the number andvariety of communications tools used allows RARmembers to receive news and information inplaces they may visit aside from justwww.RARealtors.com or email.

Looking forward to2011, Cheryl Hamm, RAR’s

incoming President, says she is excitedabout taking the reins and leading theAssociation in the upcoming year. “I lead byexample and honesty, which I believe are extremelyimportant traits of all successful leaders,” Cheryl said in

regard to her personal leadership style. Cheryl’s incentive fortaking on her new leadership position is to give back to the indus-try by spreading her passion. “I like to give back of my time towhatever endeavor, organization or event in which I participate,”she stated. “My progression up the ladder at RAR has beenbeneficial to me not only in the opportunities to meet new people,but to spread my passion about this business with others.”

Among the association’s many offerings, some that are ofparticular interest to Cheryl for the upcoming year are education,governmental affairs and technology. “We can’t control the economy,”she said, “but we can control what we do here at the Association.” “Continuing to educate our agents and offering them tools whichwill help them adapt to their new reality will be essential. I’mlooking forward to leading our association through hopefully thelast of the recession and giving agents many tools for their toolboxto see them through, while getting them poised to take off as themarket improves.”

Cheryl’s background is primarily in commercial real estate withJoyner Fine Properties. Another goal she hopes to accomplish in

the upcoming year is to fine tune the Property Managementand Commercial divisions within the association. In

addition, she wants to engage more young people inthe real estate business, hone the technology skills

of all members, and continue to review andimplement new products that enhance the

productivity of all RAR members. Her hopeduring her time as President is that the RAR

Board of Directors and CVR MLS will continue tobe a premiere board and multiple listing service.

“Continuing to educate our agents and offering them tools which will help them adapt to their new reality will be essential. I'm looking forward to leading our association

through hopefully the last of the recession and giving agents many tools for their toolbox to see them through, while getting them poised to take off as the market improves."


-2011 RAR & CVR MLS President Cheryl Hamm

L

L ISTED • 2010 ISSUE 4 www.RAReal tor s .com12 LISTED • 2010 ISSUE 4 www.RAReal tor s .com

By Elizabeth Hancock Greenfield,Director of Government Affairs

t was an incredibly successful year on the legislative frontfor Richmond Association of REALTORS®. During the courseof 2010, RAR participated in accomplishing the followinginitiatives:

• Ensuring that REALTORS® no longer have to contact Miss Utility prior to placing a sign in the ground by hand or by foot, without the use of tools or equipment;

• Passing legislation that allows brokers to file an interpleader form in General District court in the event of an escrow dispute;

• Defeating an attempt to pursue a cash proffer system in the City of Richmond; and

• Helping to secure the expansion and extension of a homebuyer tax credit for new and existing homebuyers.

Although 2010 is coming to a close, the work continues.Beginning in January, RAR staff will seek to ensure that theREALTOR® legislative agenda is promoted and protected.

Here are a few initiatives that are on tap for the 2011 GeneralAssembly session:

• Grantor tax collection interpretation – sales price vs. assessed price

• Amendments to the Property Owners Associations Act• License immunity for reliance on public information• Chinese drywall remediation• Clarifying amendments to storing electronic records• Eliminate the use of private transfer fees• Produce an electronic Residential

Property Disclosure Statement

The legislative success experienced by RAR would not bepossible if it weren’t for the support of our REALTOR®-friendly,pro-business, RPAC supported elected officials. When consider-ing whether to make an RPAC contribution, keep in mind thatRPAC supported candidates are working to defend the industry,protect private property rights, and expand homeownershipopportunities.

Next year will be an important year for RPAC as all 140members of the General Assembly, as well as all area Board ofSupervisors, are up for re-election. Be sure to make an RPACcontribution early, so RAR can ensure victory for REALTOR®-friendly candidates. Contributions can be made online today atwww.RARealtors.com.

For more information on RPAC, contact Elizabeth HancockGreenfield, at [email protected] or 422-5023.

In June 2010, Roxann Robinson joinedthe Virginia House of Delegates. She wonthe 27th House seat vacated by DelegateSam Nixon.

Delegate Roxann RobinsonOccupation: Optometrist

General Assembly Committees: Health, Welfare andInstitutions; Science and Technology

Education: Fairmont State College, B.S.; Illinois College ofOptometry, B.S. Visual Science; O.D.

Originally From: Weirton, West Virginia

Currently Resides: Chesterfield, Virginia

I

Government Affairs Working for You L

G OV E R N M E N T A F FA I R S

2010 RPAC Donor Reception October 7, 2010

The Carpenter Center marquee greeted guests for the 2010 Legislative Appreciation and RPAC Recognition Event.

Eileen Foster (Long & Foster) and Delegates Lee Ware andChris Peace listened as Laura Lafayette welcomed RAR guests.

Jeff and Marianne Donahue (Long & Foster), Bob Barton (BartonReal Estate Services), David Adams (RE/MAX Commonwealth)

visit with Chesterfield Supervisor Dan Gecker, Hanover Supervisor Debbie Coats, and Richmond City

Council President Kathy Graziano.


The Richmond Association of REALTORS® would like to thank its 2010 RPACcontributors. At press time, RAR members had contributed a total of $71,616.Contributions have helped RAR to fund pro-business, REALTOR®-friendly can-didates, ensure that the area’s workforce has a fair chance at homeownership,and maintain professionalism in the real estate industry. Thank you all for making RPAC such a success!

2010 Contributors

Contributions submitted fromJanuary 1, 2010 to October 29, 2010

Ashley AbplanalpTodd AckerDavid AdamsMark AdamsReid AdamsSara AdamsBenjamin AdamsonAndrew AffendikisRais AhmedGail AilorRob AlibertiClara AllenThomas AllenBarbara AltisLori AndrePamela AndrewsJulius AnongosGeorge ArmentroutCatena ArmstrongJames AshleyJanet AshworthWes AtiyehJacqueline AtiyehGail AtkinsDonald AtkinsonLisa AtkinsonMichael AtkinsonAntonio BadalamentiRoswitha BahadarDavid BaileyAmy BakerHolly BakerLyn BakerMichael BakerKimberly BallJosephine BannisterThelma BarbourLucinda BarnettKristie BarnetteBob BartonMary Beth BartonDeborah BassAlan BatchelorKay BatesMichael BaughanCarly BayensJuliana BeattyDiane BeckerAlan BehnkeJan BeneshCindy BennettJames BensonCasie BeranSherry BeranDavid BerberichBarbara BergerAndrew BernsteinBrook BevanSarah Bice

Susana BickfordErica BiggsDavid BirdDenise BlahaKelly BlanchardJames BlandfordPhillip BlytheMary BoeseChawand BohanonPeggy Noe BouchardRichard BowerDavid BowlinAshley BoydThomas BoyleDawn BradleyLuanne BraggAnne BrandonAlison BrennanTerri BrennanDarlene BrentElaine BrewerBennie BrodieFrances BrooksJames BrooksJeff BrooksDeborah BrownKenneth BrownRobert BrownSara BrownCarol Beth BuchananCurtis BucholzJulia BurchLinda BurchettDouglas BurgessC. Gary BurkeCourtenay BurkeVernell BurtonLinda ButlerWilliam CabanissJason CagleValerie CaldwellEthan CallJames CampbellNickole CampbellPaul CantorJames CapelMaribeth CarrChristy CarrollTommy CarrollDawn CarsonSuzanne CarterJoanne CashPatricia ChangWayne ChasenDeane CheathamNancy CheelySteve ChildreyGregory ClarkNancy Clements

K. Wayne CollierMichael ConwayCatherine CooperGlen CornwellHank CosbyJohn CougillF. Thomas CrossMarshall CrossmanWilliam CrosticJackie CrouchBruce CrumpRiccardo CucuzzaDwayne CuffSandra CullatherSusan CullenMichael CurleyMary Anne CurrieNelson CurtisNelson CutlerDebra DaltonCarolyn DavidsonCeles DavisKeena DavisPamela DavisJeanette Davis-HarrellMarilyn De BlockMichael DeadrickLisa DeFrancescoBret DerbyNicole DiamondThomas DicksonBetsy DinardoGeorge DoddJeffrey DonahueMarianne DonahueJames DonohueKristi DonohueAllen DorinJoan DorseyEllen DrakeTim DudleyJames DukeJeanean DukeStella DuncanConnie DunkumTy DwyerTerry EarnestLinda EasleyCarl EckhartKathy EdwardsHeather EganCatherine EnglishmanAmy EnochMary EstesBlake EudaileyCatherine Eure TatonRonald Glenn EvansFelix FarleyLynn Farley

John FarrellJoseph FawleyWanda FearsLisa FelleConstance FeltsBill FerebeeJohn FergusonMichelle FergusonScott FettermanDorothy FiggScott FineJohn FinnJohn FiorelliRobert FirestoneJana FisherSusan FisherJudith Flaig GraffumJoanne FlanaganLynda Flannery VertsDianne FlournoyH. David FoggPace FonvilleLin FordEileen FosterLarry FosterJulianne FoxSandra FranciscoNancy FrazierDara FriedlanderPat GaeserRobert GalaspieThomas GarrettWilma GartrellTom GayeSimon GeigerRoberta GentryPage GeorgeDeborah GibbsSherry GilliamThomas GittingsDeanna GloverBobbie GoadLeah GoffAlice GoodeEleanor GoodeDavid GouldBill GrantMillie GreenChuck GreenbergCourtney GreinerMichael GrimAnne GrindstaffMichelle GrouxJamison GuginoSusan HaganDeborah HairfieldAnne HallBrittany HallDoralyn Hall

Greg HallRegina HallSusan HallDavid HamilCheryl HammJeffrey HammPatsy HancockEuronda HannaFred HarenLinda HarlessRegina HarlessMargaret HarrellCassandra HarrisShannon HartonCarolyn HartzDiana HayesPeggy HaynesDavid HeacockKin HeadleyPhyllis HeningPiper HenriquesAnnemarie HensleyMelanie HerringLarry HessDavid HicksJ. Jay HigginsJames HinerDonna HinesElizabeth HinesDeborah HinkleKaren HoerathMarcy HoffDebra HoffmanTripp HoggWoody HoggTroy HoggeDonna HolcombChristy HolderCharlotte HolleyChris HollisterKathleen HookerMarlene HookerJoseph HowrenCharles HudsonJames HueblerJeffrey HuffNathan HughesWally HughesGloria HumphreyNancy HungerfordJacqueline HunterP. Dionne HunterAnne InnesPhilip InnesThomas InnesEarl JacksonLoutisha JamesMatthew JarreauSarah Jarvis

G OV E R N M E N T A F FA I R S

Robert JeffersThomas JeffersonChuck JenkinsCharlotte JenningsDonna JenningsBonnie JerabekSamantha JeterChristopher JewellThomas JiBruce JohnsonDavid JohnsonJolaunda JohnsonMolly JohnsonNeville JohnsonTamara JohnsonWayne JohnsonDorothy JonesEmily JonesGary JonesLummie JonesJanette JordanCarl JudnickMohammed JunaidJudith KaneMichael KanePatricia KaneCatherine KeigerCarolyn KendigJohn KendigAlice KendrickZach KennedyTracy KerzanetCourtney KeyesTerrie KiblerJudy KilgourBrice KingLisa Kirk-EnglehartEileen KnodeDeborah KnottJody KormanKerry KreisKeith KreuerEllen KreuterKristin KruppLisa KunzNicolas KurfeesWilliam LaheyBeth LaneAnna LangeDeborah LangeFrederick LarmoreGordon LaroussiniDeborah LaVecchiaPamela LawrenceAnna LazarchicSusan LeeSharron LeonhirthDiane LewisMary LewisCary LindseyHenry LiscioLarry LloydCraig LogueCharles LongDianne LongJean LongestPatricia LovingRegina LukensLinda Lumpkin

Courtney LuttonMary Kay MadisonAileen MahoneyK Michael MaloneyRobert ManderbaughJudith MarkowitzJames MarrMandana MarshGideon MartinLaura MartinGrace MassenburgNed MassieBill MattoxSherrie MawyerEdward MaynesSue MayoJames McCarthyJohn McClungWalter McClureGwendolyn McCorveyRobert McCurryMary K. McDonaldTamara McGheeBarbara McKnightJim McTigheMark MeitzTrella MertzElaine MescanBarbara MeyerLane MidgettSylvia MilesCharles MillerDave MillerRobert MillerAnn MinkJane MinorMeredith MinterBetty MiserDana MishoeDiann MitchellEmma MitchellDavid MizeCarrie MoellerDavid MooreMichelle MooreTeresa MooreRichard MormandoDorothy MorseAudri MoseleyLesley MoseleyLee MumfordSarah MumfordAshaar MunirKenneth NachmanTeresa NashKurt NegaardRichard NelmsAli NewkirkAnne NewkirkNina NewtonAngelika NobletCatherine NoonanJustin NorrisBob NorthernSusan NunnallyWilma OakesRobert OertelDavid OgleJustin Oliver

John O'ReillyClinton OuldsJustin OwenJohn PaceMason PackardChandra PainterRichard PalmerJoanne PanekGeorge PanosJennifer PardonJeffrey ParisNita Parrish PryorRaj PatelShivang PatelGeorge PaxtonRobin PearsallJoan PeasleeCatherine PecciBobby PerkinsWayne PerryAlice PetersonChristopher PiacentiniStephanie PickJose PietriCharles PinkardBrian PontiusDavid PooreTrellis PorteeDebra PottsJoAnne PowellRobert PriceSherry PriceAustin PritchardTeri PruittMelissa PulliamCarol PusterEmily RackleyJaclyn RackleyTyler RackleyVincent RadfordMonica RawlesKelly RaymondBarbara ReaganLee ReamsDewey ReynoldsJill RhyneKathryn RichardsKelly RicksShelly RobertsJerry RobinsonPatricia RogersTodd RogersCrystal RoneEvette RootsPhil RoperVirginia RoseJoseph RossAmy RoweJohn RuckartNancy RudolphJennifer RunnionScott RuthPatricia R. RyanHoward SadlerRyan SanfordRaymond SantucciShelia SaomaGerry Saufley

Cathy SaundersDawn SclaterH. Clifton ScottCherry SeagravesEugene SeargentRashmi SekhriDavid SelfeSam SettimoClaire ShaffnerR. Scott ShaheenHolly Shaheen NewmanVan ShepherdRobert ShermanStacey ShinaultScott ShoemakerPamela ShultzJacquelyn SibleyMary SiegelAshley SilveiraMichael SilveiraNicole SimmonsMarie-Claire SimpsonLiz SingerCarl SingletonFloyd SinklerBoyd SmithEmmett SmithKaren SmithDavid SnipesTeresa Snipes-ScottJames SnyderPatricia SolisAnthony SpezioMinnie SpiggleAmy StallingsRussell StanfieldJames StanleyStella StanleyLinda StaplesKelly SteelePamela SteeleKaren StephensKyle StephensonBernie Stewart-JohnsRick StockelKaren StoreyKerstin StovalJulian StuddsDonna StvartakDavid SussmanDwight SwinkJennifer SylvesterMelissa TaylorVeronica TaylorJames ThackerRichard ThextonJohn ThomaAmanda ThomasJohn ThomasMarcia ThomasGlenn ThomasonAnne ThompsonNathan ThompsonSharon ThompsonSuzanne ThorntonJohn TillerHenri TohmeRobert Tokarz

Ann TolerJack TorzaMeg TraynhamJudith TrevillianSusan TullochRufus TunstallMarySue TurnageKristina TurnerNancy TurnerWilliam TurnerBettie TusseyRobin TylerTeresa TysonAlex UminskiCharles UtleyCheryl ValentiRafael ValladaresMichael VannoyJames VassBarbara VestJohn B. VinsonDuc VoJonathan WainwrightCharles WalkerDouglas WallaceKathleen WalserNan WaltersMary WardSimone WarmoltsMarianne WarrenRay WatsonRobert WattsShelley WayeKris WeaverStanley WeidnerMarcia WeinbergElizabeth WellsErin WelschCheryl WhirleyBill WhiteKennetha WhiteWilliam WhiteWray WhiteBarrie WhitlowChristopher WhitneyJoseph WhittleDeborah WickhamJeff WilkersonKermit WilkersonKatie WilliamsKevin WilliamsonNorman WilliamsonChris WilsonSandra WindleSandra WinfreyGina WinstonBob WitteSteven WolffDenise Woods BlevinsJohn WorkingDavid WorrieRita WrightSusan WrightSusan YatesDonna Young-WhiteWendy ZachariasGita ZiegelbaurAnne ZimmermanCassandra Zimmerman



t 8:30 in the morning on Tuesday, October 26,2010, excited members entered the doors of theGreater Richmond Convention Center exhibit hall,eager to see what fun events were in store for themat this year’s REALTORfest®. Vendors were ready

at their posts with their “trade show survival kits,” anxious tointroduce their products and services. The theme of the eventthis year, “REtool, REfuel and REjuvenate,” was indicative ofwhat the Richmond Association of REALTORS® hoped members

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The vendor “trade show survival kit,” contained Tylenol, breath freshener, hand sanitizer and fresh baked cookies.

Wells Fargo Home Mortgage representatives welcome REALTORS® to their booth.

By Kate LoveluckRAR Communications Coordinator

Scott Shaheen (Long & Foster), with his signaturebow tie, awaits his turn in the RPAC dunk tank.

Dominion Buick featured its luxury SUV, the Buick Enclave.

Attendees check in with RAR staff.

First Choice Chiropractic offered attendees free chair massages.


would get out of their day through learning, exploring, minglingand networking.

Technology was a large focus at the event this year, with theaddition of a “tech center” incorporated onto the trade show floorfor vendors, such as Best Buy and Verizon Wireless, to use to offertechnical demonstrations. In another area of the trade showfloor, real estate technology tools expert Dick Betts offeredhourly educational technology sessions, such as “Top 10Smartphones for REALTORS®” and “Top 10 Things You Can Dowith Your Smartphone.” Throughout the trade show, members alsofound the familiar technology vendors Tempo™, ListHub and iMapp.

Topics for the educational sessions offered over the course ofthe day varied from insight on ways to overcome and remainpositive during a tough market, local school discussions, legalupdates and leadership training, to tips on social media use.Speakers also varied from national speakers and associationrepresentatives, to local attorneys and school superintendents.

A break for a seated 3-course lunch break came in the

A friendly wave from Best Buy representatives.

Attendees enjoyed a 3-course lunch withguest speaker Bob Sledd.

The REALTORS® Federal Credit Union promoted its 100% virtual financial institution.

Nutzy, the Richmond Flying Squirrels’ mascot, visits with the Bank of America Home Loans representatives.

Booth neighbors Katy Allenbaugh-Richards, of First Home Buyers Protection and Stacy Legge,

of Roof Rx, pose for a picture.

Blake Eudailey takes aim atthe RPAC dunking booth.

Victor Shaheen, of Shaheen & Shaheen,

distributed tote bags, travel coffee mugs and

approximately 1,200 chocolate chip cookies.

continued next page


Laura Lafayette, CEO of the Richmond Association of REALTORS® takes her turn sitting in the RPAC dunk tank.

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afternoon and members were introduced to graduates of the 2010Richmond Association of REALTORS’® Leadership DevelopmentAcademy, as well as the participants in the Academy for theupcoming year. During a strawberry cheesecake dessert, BobSledd, Senior Economic Advisor to Governor Bob McDonnell,took the podium and offered his insight on the current marketfrom a public official’s perspective.

The trade show floor featured several local non-profits amongthe vendor booths, such as Richmond Metropolitan Habitat forHumanity, Housing Opportunities Made Equal, Homeward andPartnership for Housing Affordability. A booth for the RichmondREALTORS® Political Action Committee (RPAC) was also featured,with a dunking tank where several well-known local real estateprofessionals sat to help raise RPAC donations, while onlookerswatched in amusement. Several members stepped up to try theirarms, but Bobby Perkins was inarguably the star pitcher of theday. This was most unfortunate for the first dunking booth victim,

John Powell, who spent a majority of Perkins’ reign over the RPACdunk tank in the water.

REALTORS® found plenty to do with their day in betweenclass sessions. Everyone learned early on that Shaheen & Shaheenhad the cookies, 2-10 Homebuyers Warranty had the cool blinkinglight pins, Catering by Jill had the roast beef and gravy mashedpotato cups, Loyal Termite & Pest Control had the neon fly swatters,Bank of America had skeeball and Virginia Photo Booths andMore was the place to go with friends for a fun souvenir photostrip. As the day drew to a close, hors d’oeuvres and drinks wereserved as friends and colleagues socialized, while eagerly awaitingthe announcement of their names as the prize winners of the daywere called.

The event turned out to be not only an opportunity to obtainnew contacts, to receive continuing education credits, to enjoydelicious meals and to win numerous prize drawings, but achance to gain valuable knowledge, to learn new skills and todevelop fresh new perspectives. Some good laughs thrown intothe mix made this year’s REALTORfest® particularly enjoyable andmemorable by members and vendors alike. It's safe to say that allwho participated are eager to see what REALTORfest® 2012 willhave in store.

Richmond Metropolitan Habitat for Humanity was among the participating local nonprofits.

RAR’s Leadership DevelopmentAcademy class of 2011

is introduced.

Surroun Sound,” by NAR.

Bobby Perkins steps up to send John Powell plunging into the

RPAC dunk tank.

The day’s first educational session: a keynote presentation by national speaker Mike Staver,

entitled “Deal With It.”


Amy Enoch

Firm & Years in Real EstateEight years in real estate sales; Long & Foster REALTORS®;also currently managing broker for Long & Foster’s HarbourPointe, South Hill and Victoria sales offices.

DesignationsGRI, Associate Broker

Experience at RARGrievance Committee

How did you get involved in real estate?Prior to real estate, I worked in corporate account manage-ment, project planning & implementation, and client develop-ment & retention. Although I grew up in Richmond, I left thearea for about eight years, returning in 2001. As I looked for aposition that best matched my experience and interests, Ibecame disheartened with the opportunities available at thetime and looked to real estate as a possibility.

Favorite Richmond TraditionMonument 10K – I accomplished a personal goal of running itfor the first time this year!

Favorite Vacation Spot Anywhere my Blackberry won’t work.

Hobbies/Activities outside the officeDoing just about anything with my two girls (they haven’treached the age that they stop talking to their parents), workingout with my X-Team Fitness pals (I’ll admit I’m addicted) andhaving get-togethers with family & friends (my husband and Iuse any excuse to host a gathering).

Meet the Board of Directors Each issue of Listed features profiles of two current members of the Board of Directors.

Bill White

Firm & Years in Real EstatePresident, Joyner Fine Properties;Thirty-five years in real estate

DesignationsGRI, CRS

Experience at RARRAR Past President; Finance Committee

How did you get involved in real estate?I used to sell main frame computers and I had a friend in realestate, which got me interested. I considered real estate amuch more entrepreneurial pursuit in which I could controlmy own destiny and time.

Favorite Richmond TraditionMonument Avenue Easter Parade

Favorite Vacation Spot Spots where it’s warm and sandy.

Hobbies/Activities outside the officeGolf, reading and ACC basketball (as an observer).


As of publishing date

he Virginia Department of Professional andOccupational Regulation (DPOR) announced it willbegin inspecting real estate brokerage firm records andpractices in November of this year. Historically, such

inspections have been complaint driven. The agency, however, isturning its focus towards compliance and outreach. The detailsof the shift were explained by David Dorner, Director ofInvestigations for the DPOR, at a recent presentation to RARmember brokers. The intent of the office inspection program is toprotect the public, promote compliance with the Board’s regula-tions and initiate disciplinary action only when compliance is notpossible. According to Mr. Dorner, the office inspections will berandom in their order, but will include all licensed Virginia realestate firms.

Inspection ProcessWhen a firm is selected for inspection, the principal broker willbe contacted by telephone and an appointment will be scheduledwithin 7-10 days of initial contact. The broker will be providedwith a questionnaire requesting basic firm information. A letterwill be sent to the broker confirming the inspection appointment

and outlining the documents the broker should make availablefor the on site inspection. While not required, the broker maywish to have the firm’s bookkeeper available at the time ofthe appointment.

Inspections are expected to take approximately one businessday depending on the size of firm. If the firm has multiple branchoffices, additional information and appointments may be requiredand the inspection may take longer. For reference, the audit mayinclude review of:

• Escrow account bank statements for the past three years;• Escrow account check ledgers for the past three years; • Firm policy and procedures manual; • Firm license and all individual broker and salesperson licenses; • Rosters of all individuals broker and salesperson

licenses assigned to each firm office;• All pending sales contracts; • All closed transaction files from the past three years;• All property management agreements;• All current leases; owner and tenant statements;

If no violations are found during the inspection, the audit willbe closed and a confirmation letter will be sent to the principalbroker. If the inspection reveals compliance deficiencies, thebroker will be provided a list of the deficient items and will be

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Brokerage FirmInspections ComingWhat To Expect

P R O F E S S I O N A L S T A N DA R D S

By Peggy Lynch, GRI

Director of Professional Development and Broker Services


given approximately ten days to correct the deficiencies. Afollow up inspection will be conducted to confirm compliance. Ifcompliance cannot be obtained and/or there are significantescrow issues, the deficiencies may be moved forward for disci-plinary action.

How to PrepareRandom inspections will focus primarily on the following VirginiaReal Estate Board regulations:

18 VAC 135-20-160 - Place of Business.18 VAC 135-20-170 - Maintenance of Licenses.18 VAC 135-20-180 - Maintenance and Management

of Escrow Accounts.18 VAC 135-20-185 - Maintenance and Management

of Financial Records

While not an all inclusive list of the Board’s regulations withinthe scope of the audit, firm brokers may wish to review theseparticular regulations to ensure compliance prior to inspection.This would also be a good time to conduct a thorough internalreview of the firm’s supervisory practices, training program,policy and procedures manual and record keeping procedures.

Where to Find More InformationA copy of the current VREB Rules and Regulations can be foundon the DPOR web site http://www.dpor.virginia.gov/dporweb/reb_reg.pdf.

For information concerning the review or creation of anoffice policy and procedures manual, a VAR Broker Toolkit isavailable at http://www.varealtor.com/BrokerToolkit. The toolkitcontains a sample table of contents, anti-trust policy and recom-mended language. Each firms’ manual will be different andreflective of its particular focus, size and areas of practice.The NAR web site also offers an Office Policy Manual field guide.http://www.realtor.org/library/library/fg112. For specificquestions concerning the VREB firm inspection process [email protected].

The new 5-page DPOR

Real EstateInspection Form

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For more information or to register, please contact: The Real Estate School / Tel: (804) 422-5016 E-mail: [email protected] or log onto www.RARealtors.com and click “Education”

JANUARY

12 Continuing Education, Part 1 8:30 AM - 5:00 PM


14 Commercial Transactions & Documents 9:00 AM - 11:00 AM

19 GRI - Module TBD 8:00 AM - 5:00PM

19 Evening CE - Module 1 6:00 PM - 9:30 PM

20 New Member Orientation 8:30 AM - 5:00 PM

20 Evening CE -Module 2 6:00 PM - 9:30 PM

21 Broker Continuing Education 8:30 AM - 5:00 PM

24-26 Broker Law 8:30 AM - 5:00 PM

26 Evening CE, Module 3 6:00 PM - 9:30 PM


27-28 Property Mangement Series 8:00 AM - 5:00 PM

31 Contracts Course - Topic TBD 9:00 AM - 12:00 PM

FEBRUARY

2 Commercial Division Quarterly Networking Event 8:30 AM - 10:30 AM

4 Fair Housing & the Practice of Real Estate 9:00 AM - 12:00 PM


7 Principles of Real Estate 6:30 PM - 9:30 PM




14-15 Broker Finance 8:30 AM - 5:00 PM

16 Broker Finance 8:30 AM - 5:00 PM

16 GRI - Module TBD 8:00 AM - 5:00 PM




18 New Member Orientation 8:30 AM - 5:00 PM


21-23 ABR Fast Track 9:00 AM - 5:00 PM




25 Property Management Division Quarterly Event 3:00 PM - 5:00 PM

28 Principles of Real Estate 6:30 PM - 9:30 PMEduca

tion C

ale

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January

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Richmond Association of REALTORS®

8975 Three Chopt Road • Richmond, Virginia 23229 Ph 804.422.5000 • Fx 804.422.5088

You.Every year, there are legislative proposals that place the real estate industry at risk. Make your RPAC investment now to ensure our continued success. Go to www.RARealtors.com today!

Now More Than Ever

What’s Missing?

December 2010

Documents

s s o c i

i o n o f r e

n e o f t h e r i c

t o r swww

year of great promise

year of sowing seeds

new legislation

rareal tor s