Construction at a Crossroads - The challenges facing Maryland's home builders - THE LGBTQ+ COMMUNITY & YOU 12 - Maryland Association of Realtors
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THE LGBTQ+ COMMUNITY & YOU 12 THE COST OF HOMEOWNERSHIP 16 LEGISLATIVE UPDATE 28
Vol LV, No 4 | Jun/Jul 2021 mdrealtor.org | marylandhomeownership.com
Construction
at a Crossroads
The challenges facing
Maryland’s home builders
REALTORS®
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CONTENTS
FEATURES
12 The LGBTQ+ Community
& Real Estate
16 The True Cost of
Homeownership
20 Home Construction
at a Crossroads
27 Awards Time:
Call for Entries!
28 Legislative Update
20
12 28 36
DEPARTMENTS
4 President’s Perspective 38 CEO Corner
6 REALTOR® Talk 40 Sell More with Maryland
9 Around the State 42 Bright MLS
34 From the Hotline 44 By the Numbers
16 36 Industry View
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 1
2021 MARYLAND REALTORS®
LEADERSHIP TEAM
REALTORS®
Maryland REALTORS®
200 Harry S Truman Parkway | Suite 200
Annapolis, MD 21401-7348
443.716.3500 | www.mdrealtor.org
Leadership Team
Dee Dee Miller | President
Craig Wolf | President-Elect
Dale Ross | Treasurer
Yolanda Muckle | Secretary
John A. Harrison | Immediate Past President
Dee Dee Miller Craig Wolf Chuck Kasky, RCE | Chief Executive Officer
PRESIDENT PRESIDENT-ELECT
Long & Foster Real Estate American Home Shield Editor
541B Baltimore Annapolis Blvd. 907 Autumn View Ct. Daniel Patrell | dan.patrell@mdrealtor.org
Severna Park, MD 21146 Bel Air, MD 21014
Advisory Committee
443-995-2297 443.643.6742
Marilyn Rhodovi | Chair
deedee@lnf.com cwolf@ahslink.com
Amanda Smith | Vice Chair
Advertising
Arlene Braithwaite | 410.772.0820
Publication Design
HBP, Inc., 952 Frederick Street, Hagerstown, MD 21741
800.638.3508 | www.hbp.com
Mission Statement
Maryland REALTORS® exists to support all segments of its
membership and their specialties. Maryland REALTORS®, through
Yolanda Muckle Dale Ross collective efforts with local boards/associations and the National
SECRETARY TREASURER Association of REALTORS®:
Long & Foster Real Estate Pioneer Realty, Inc. ■ Develops and delivers programs, services and related
12220 Central Ave. 7917 Declaration Lane products that maintain and elevate the high standards of
Mitchellville, MD 20721 Potomac, MD 20854 the real estate business and the professional conduct of its
301-249-1600 301.466.1067 practitioners;
yolanda.muckle@lnf.com daleross1067@gmail.com ■ Assists members in ethically and professionally serving
the public;
■ Promotes and preserves the right to own, transfer and use
real property; and
■ Protects the right of members to conduct business within
a framework of fair and reasonable laws and government
regulations.
In principle and in practice, Maryland REALTORS® values and
seeks diversity and inclusive participation within the field of real
estate and recognizes each member as a unique individual.
Maryland REALTOR® (USPS 0016-017) is published bimonthly by Maryland REALTORS®,
John A. Harrison Chuck Kasky, RCE Suite 200, 200 Harry S. Truman Parkway, Annapolis, MD 21401-7348. Periodical postage paid
at Annapolis and additional mailing offices. Postmaster send address changes to: Maryland
IMMEDIATE PAST PRESIDENT CHIEF EXECUTIVE OFFICER REALTOR®, Suite 200, 200 Harry S. Truman Parkway, Annapolis, MD 21401-7348.
RE/MAX Executive Maryland REALTORS® Member subscriptions of $3.81 are paid with annual dues.
8432 Veterans Hwy., Suite A 200 Harry S Truman Pkwy. This publication is designed to provide accurate and authoritative information regarding the
subject matter covered. It is offered with the understanding that the publisher is not engaged
Millersville, MD 21108 Suite 200 in rendering professional advice. If legal advice or other expert assistance is required, the services
443.274.1900 Annapolis, MD 21401 of a competent professional should be sought. Articles that appear in Maryland REALTOR® are
an informational service to members. Their contents are the opinions of the authors alone and
johnh@remax.net 800.638.6425 do not necessarily represent those of Maryland REALTORS®.
chuck.kasky@mdrealtor.org Permission to reprint articles appearing in Maryland REALTOR® magazine must be requested in
writing. Also include purpose for request.
While this magazine makes a reasonable effort to establish the integrity of its advertisers, it does
not endorse advertised products or services unless specifically stated.
©2021 Maryland REALTORS®, Inc.
2 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org
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PRESIDENT’S PERSPECTIVE
Seeking Patience in an Impatient World
I would like to begin this column is finalized—it brings us (and of Maryland REALTOR® can help.
by asking you to do a little exer- the client) joy, absolutely. In this We’ve got a great issue packed
cise. Read the instructions and industry, we tend to be “on” for our with stories to inform the indus-
follow accordingly: clients as needed. But in this high- try in which you work. From our
demand/low-inventory market, friends at the Maryland Building
Close your eyes and once closed,
“on” has been taken to a new Industry Association, we have a
take a deep breath. Hold it. Release
hyper-kinetic level. It’s important to special report on the state of home
slowly. With your eyes still closed,
be mindful of our intensity. Are we construction that you won’t want
take another deep breath then
“on,” or are we some overcaffein- to miss. Our Senior Vice President
release. Finally, do it one more time.
ated version of “on” that makes us for Government Affairs Bill Castelli
Open your eyes when complete.
jumpy—without even having taken provides a recap of our past legis-
Take your time. I can wait. a sip of coffee? lative session. Our friends from
Now here’s the next question: the Consumer Credit Counseling
How many of you followed the Service of Maryland provide an
This market is informative story in honor of June,
instructions—and how many simply
moved on to the next sentence crazy right now, but Homeownership Month. But there’s
immediately? If you didn’t do it, a lot more of, course. Find a comfy
please try again. Think of it as a
you don’t have to be. chair, get your beverage of choice,
30-second meditation. Focus on Make time for yourself, relax, and read.
your breathing. You know, another way to look after
and you’ll be a better
We are living in crazy times—if not yourself is by giving of your time
crazy, then impatient. Things have REALTOR® for it. to a larger cause. I would like to
changed so much. Years ago, when encourage you to volunteer your
we ordered something by mail, As individuals we need to take care time to Maryland REALTORS®.
it would take six to eight weeks. of ourselves. We all need down- Volunteering improves your work
Today, Amazon delivers in a day. time—for ourselves, for our families. as a REALTOR® (seriously, ask
Before cable we had three major At the beginning of this column, anyone who volunteers), and it
networks. Today, streaming and I asked you to take a 30-second makes this industry stronger for
cable provide hundreds of chan- breather. Now I will ask: what are you and others. The deadline to
nels. Growing up, the phone was you doing to reclaim some time for apply for a committee is July 1.
permanently attached to a wall. yourself? Recently, I’ve been experi- Please visit http://www.mdrealtor.
Today, it’s permanently attached encing mindfulness through yoga, org/volunteer and do your part
to our ear wherever we go. And but that’s me. What does it for to make this industry stronger and
today’s housing market? I miss the you? A mile run with your earbuds better than ever! ■
days showing a client a handful of playing Chopin? A bit of connection
homes on a beautiful spring day, time between you and your beloved
versus the present mentality of dog or cat? Playing catch with your
“gotta get in now.” kid in the backyard? This market is Dee Dee Miller
crazy right now, but you don’t have Is Maryland
As REALTORS®, we live to help our to be. Make time for yourself, and REALTORS®’
clients. Walking them through the you’ll be a better REALTOR® for it. 2021 president.
process, showing them the homes
they wish to see, giving them their Perhaps one way for you to
new set of keys once everything unwind is reading. If so, this issue
4 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org
REALTOR® TALK
Maryland REALTORS® Announces
its 2022 Slate of Candidates
The Maryland REALTORS® District Vice Presidents
Credentials Committee is pleased
Anita Davis
to announce that the following
District 1 (GBBR)
members have been determined
REALTOR
to be eligible candidates for the Avram (Avi) Adler S®
listed offices. District 2 (GCAAR)
Melanie Gamble
President District 3 (PGCAR)
Craig Wolf Bob Carney
District 4 (HHAR, FCAR, GCBOR,
President-Elect Pen-Mar Association
of REALTORS®)
Yolanda Muckle
Sandy Smith
District 5 (Harford County AOR,
At-Large Directors
Secretary Bob Kimball
HCAR, CCAR)
Chris Hill
Bridget Scott Larry Smith
District 6 (AACAR) Sheila Washburn
Treasurer
Tammy Rosendale
Chris Jett
District 7 (BAAR, CCBOR, MSBR)
Don Bailey
Immediate Past District 8 (CAR)
President
Tanya Redding
Dee Dee Miler
District 9 (SMAR)
Important License Renewal Information
The Governor’s Order authorizing the suspension of expiration date of June 15 and will need to renew her or
license and permitting expirations will sunset on June his license online starting in mid-April, April 17, 60 days
15, 2021, amended per State authority. prior to the new expiration date of June 15.
In Sections II and III of the Executive Order, the grace If you have a current real estate license that is about to
period for renewing a license was changed to a final expire (the renewal/expiration date has not yet passed),
date of June 30, 2021; however, state and local govern- you may renew online if you are within a 60-day
ments were given the option to amend that date. window of your license renewal/expiration date.
Any real estate licensee who currently is operating with
an extended license (meaning their renewal/expiration
date on their license has already passed) now has an
6 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org
Register Today for the
2021 Maryland REALTORS®
Annual Conference!
It was only a month ago investigative jour- you engage your colleagues, the
when registration opened for nalism story; Bryan sponsors, and challenges, the
“Changing it Up,” the 2021 Greene, NAR Vice more points you will collect. At the
Maryland REALTORS® Annual President for Policy conference close, we’ll announce
Conference. On the first day of Bryan Greene Advocacy; and Nakia the attendees with the highest point
registration, more than 100 people Evans, President- totals to win some fabulous prizes!
signed up. As you are reading this, Elect for the Greater
hundreds more have registered. Baltimore Board of Become a Sponsor!
The attendees are excited. We’re REALTORS®.
excited. Our speakers are excited! Nakia Evans Does your
Have you signed up yet? business
New: Hybrid Event. want to
The good news: vaccination rates engage
Visit the Conference in Maryland are skyrocketing! We with our
Registration Site. are looking forward to an engag- members? Every sponsor will enjoy
Register easily at 2021conference. ing in-person event. For those who a unique presence at the annual
mdrealtor.org. At this site, you can wish to participate online, we have conference that provides a unique
see our engineered this conference for to means to engage attendees. Not
keynote have a strong virtual component, only will you engage attendees
speakers, with livecasts of major events. who are in-person, your sponsor-
other ship will engage our virtual audi-
confirmed The Bright MLS ence, as well. Visit mdrealtor.info/
speakers, and additional information AC2021SponsorKit to download
Boardwalk Kickoff Event! the sponsor kit today. Questions?
about our host hotel, the Clarion
Fontainebleau Resort Hotel in Courtesy of our Reach out to Adrianne Holocker at
Ocean City. Diamond Sponsor, adrianne.holocker@mdrealtor.org.
Bright MLS, you are
invited to attend a special event,
New Addition: Finally: Use the Hashtag:
where we will bring Ocean City’s
Special Panel Discussion Boardwalk to you! Carnival games… #2021MDREALTORS.
on Steering. food…drinks…fun…a photo booth… Yes, our conference has its very
and an amazing band that will own hashtag! Please use it when
Participate in a “live”
play from start to finish! This is the sharing information about the
discussion about steer-
perfect opportunity to network conference within your social
ing with the Maryland
with colleagues you haven’t seen in networks. Help us spread the
REALTORS® podcast,
Chuck Kasky ages (COVID, remember?)! REALTOR® love by using the
Get Real Estate. Join
hashtag #2021MDREALTORS for
Maryland REALTORS®
Earn Points … Win Prizes! all your conference social media.
CEO Chuck Kasky
as he talks steering This Maryland REALTORS® confer-
with Bill Dedman, ence will use an app to keep you
Bill Dedman author of Newsday’s engaged with the schedule, events,
“Long Island Divided” and each other. In fact, the more
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 7
REALTOR® TALK
NAREB: Increasing Black Wealth
through Homeownership
The National Association of
Real Estate Brokers (NAREB),
under the leadership of President-
Elect Lydia Pope, has embarked
on a program intended to build
black wealth through homeowner-
ship. The goal relies upon using the
5 Building Black Wealth Initiatives,
which represent an achievable
method to restore economic
strength and wellbeing within Black
communities. Elements of the
approach include educating Black
Americans at the grassroots level
about the current and long-term
wealth building value of ownership,
rather than renting.
“Our initiatives reach into the
foundations of the Black commu-
nity,” said Pope. “My intention is
to touch Black Americans where
we live, where we learn, where
we worship, where we work, or
where we conduct business. Our
message of ‘Building Black Wealth
through Homeownership’ serves as
the basis of our advocacy efforts
intended to reach policy makers
NAREB’s strategy includes enlist- of homebuyers with resonating
and elected officials at every
ing the active support of faith- messages about achieving wealth
governmental level.”
based and civic organizations, and economic stability through
business and industry groups, homeownership. For more infor-
Black women’s organizations, mation about the programs, visit:
and reaching the next generation www.nareb.com. ■
8 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgAROUND THE STATE
Southern Maryland
Association of REALTORS®:
Celebrating 50 Wonderful Years!
Congratulations to The Southern SMAR has since grown from a P.O. ■ E. Steuart Vaughan, Prince
Maryland Association of box in Waldorf to headquarters in Frederick, Maryland
REALTORS® (SMAR) on their Hughesville. In 1989, SMAR incor-
■ William B. Matthews,
anniversary marking 50 years of porated to become its present
Waldorf, Maryland
service this year! SMAR began namesake.
in 1971 and was fully recognized The original founders served on the
The original authorizing founders of
as the Southern Maryland Board Board of Directors along with Mary
the membership corporation were:
of REALTORS® in January of 1971. Louise Breland and Carl R. Baldus.
SMAR was later incorporated in ■ Allen J. Neave,
Congratulations to all SMAR
Maryland on September 15, 1971. Waldorf, Maryland
members for this special
■ Harry Leonard, anniversary!
Great Mills, Maryland
It’s Baaaaack: Presenting
REALTOR® the MSBR
Fest! Clean-up
REALTOR® Fest, GCAAR’s
week-long event, returns
Crew
July 12–17, 2021! MSBR
Attendees will have access to all members
required classes for Maryland, D.C., and Virginia CE credits—electives, Brian
too!—as well as professional development workshops and the chance Petzold,
to win big prizes! Debbie
Leber,
Plus, GCAAR will have can’t-miss lunchtime sessions with experts
Gary Marquardt, and Martha
discussing the best ways to use social media, how to get the most out
Witte Suss participated in the
of your association benefits, and our future as REALTORS® in a world
statewide Bay clean-up project,
that looks much different than it used to.
Project Clean Stream. Whoever
Registration opens for non-members on June 14 for $95. GCAAR thought picking up trash could be
members can register for an early-bird price of $30 until so fun, while also clearing the Bay
June 13, and for $50 after. area from a lot of garbage, cans,
bottles, and other trash? Thank you
For more details, visit REALTORFest.com. We can’t wait to see
for doing your part to keep the Bay
you there!
area pristine!
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 9AROUND THE STATE
PGCAR Celebrates Top Producers!
The Prince George’s County Over 200 County REALTORS® ■ First place in the Platinum
Association of REALTORS® received awards recognizing their Team Competition, The Bill
(PGCAR) recently recognized “personal best” in sales production. Franklin Group, Long & Foster
it’s “Top Producer” REALTOR® PGCAR members tuned in online Real Estate
members for their 2020 sales to honor the winners. Winners
■ 2020 REALTOR® of the Year
production. In a virtual ceremony included:
title was awarded to Yolanda
aired live on Facebook, the 2020
■ First Place Platinum Individual Muckle of Long & Foster Real
Awards Showcase celebrated
General Brokerage, Hazel Estate, Inc. for her significant
REALTORS® who sold $2.5 million
Shakur, REDFIN, with $50 mil- business-accomplishments,
or more in sales.
lion in sales activity faithfulness to the Code of
Ethics, leadership, civic and
community involvement,
as well as local, state and
National Association activity
■ Carlos Lancaster, Exit Right
Realty, was awarded the 2020
Distinguished Service award
■ Distinguished Sales Associate
of the Year went to Claudette
Davis, Keller Preferred
Properties, for her dedicated
and unselfish committee work
■ Lori Wilson, Bay Capital
Mortgage, was named Affiliate
of the Year in recognition of
her many contributions to
PGCAR over the years
■ Nateka Dancy, Keller Williams
Preferred Properties, and
Arnita Greene, Compass, were
recognized for their First Time
Sterling “R”, $1,000 RPAC
contributions.
■ Evelyn Walker, Keller Williams
Preferred Properties, was
awarded 2020 Rookie of the
Year with over $2.5 million
Top Left: Anthony Mason, MG Residential. Top Right: Bill Franklin, The Bill Franklin Group. in sales for her first year of
Middle Left: Wemmy Collins, Hazel Shakur, Monica V. Bryant; Middle Right: Nateka Dancy, real estate.
Arnita Greene. Bottom: Carlos Lancaster, Lori Wilson, Yolanda Muckle, Shameeka Price,
Charnise Carter, Claudette Davis, and Evelyn Walker.
10 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgPGCAR’s PGCAR’s
Community Community
Commitment, Part 1 Commitment, Part 2
On Saturday, April On Saturday, May
17, Prince George’s 1, volunteers from
County Association the Prince George’s
of REALTORS® County Association
(PGCAR) volunteers of REALTORS®
donated time at (PGCAR) partici-
the Oasis Farm and pated in Prince
Garden Clean-up George’s County
for the upcoming Spring 2021 Spring
produce season. Growing Green
Volunteers cleaned with Pride Day
out garden beds, Community Clean-up
turned the soil, event. Roadside litter,
prepped beds, and debris and illegally
planted kale. Why dumped materials
kale? Because kale is were removed from
awesome. the intersection of
Landover Road and
Thank you, PGCAR, for helping to keep farming
Brightseat Road and the surrounding area.
sustainable!
Take your Volunteering
to the State Level
Maryland REALTORS® relies on its professionally and personally, but
members to move the business of you will also impact the industry to
the association forward. You can which you’ve devoted your career.
help to shape the direction of this The deadline to apply is July 1,
association through your volunteer so visit www.mdrealtor.org/
efforts. Not only will you develop volunteer today! ■
skills that will help to shape you
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 11The LGBTQ+ Real Estate Alliance:
Your Partner to a Growing Community
BY JACKIE GARBER
T
he LGBTQ+ Real Estate improving the numbers of LGBTQ+ are plentiful, and it starts with real
Alliance, which launched homeowners. and perceived discrimination.
October 2020, has quickly
While Maryland is a progressive This is where the Equality Act
become a positive force in the
state (one of only 21 with laws can help the LGBTQ+ community
real estate industry. The Alliance
protecting the LGBTQ+ community and why it is such an important
is an essential resource for buyers
from discrimination based on sexual piece of legislation. With so many
and sellers, an extensive referral
orientation and gender identity), REALTORS® extremely busy during
network for this industry, and an
this work is nowhere near done. this pandemic market and the
exceptional training ground for
nation focused on the vaccine
its members. On top of this, the LGBTQ+ homeownership rates sit
rollouts, it would be easy to miss
Alliance remains active on a variety at just 49%, dramatically below the
the fact that the Equality Act was
of critical issues that work towards 65% national average. The reasons
12 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgCELEBRATING PRIDE
On June 28, 1970, the first Pride March was held in New York City to honor and
commemorate the Stonewall Uprising, a landmark event that took place the year
prior. Every year since then, the LGBTQ+ community has gathered in celebration,
officially designating June as “Pride Month”. Since LGBTQ+ History Month is in
October, some Pride events are held during that month as well.
In Maryland, Pride has significantly grown over the years with new events and
festivals planned throughout the state, and in many communities that were previ-
ously considered to have been less accepting of LGBTQ+ people.
Unfortunately, the COVID-19 pandemic put a halt to many Pride celebrations in
2020, but with vaccine rollouts and safety protocols in place, some festivals and
events are gearing up for a comeback this year. Check out what’s happening
around the state.
THE ALLIANCE – CENTRAL MARYLAND CHAPTER
JUNE 26 & 27, 2021
Volunteer Opportunity with Love & Lunches: www.loveandlunches.org
More info: Contact Jackie Garber, jackiegarber@cummingsrealtors.com
BALTIMORE PRIDE
JUNE 18-20, 2021
More info: www.BaltimorePride.org
WESTMINSTER PRIDE
JULY 10, 2021
More info: www.WestminsterPride.org
HOWARD COUNTY PRIDE
OCTOBER 2, 2021
More info: www.HowardCountyPride.org
UPPER CHESAPEAKE BAY PRIDE FESTIVAL
OCTOBER 9, 2021
More info: www.UCBPride.com
ANNAPOLIS PRIDE
OCTOBER 30, 2021
More info: www.AnnapolisPride.org
LGBTQ+
The following Pride groups did not have anything planned for 2021
homeownership
as of the writing of this article, but please check them out for any updates.
rates sit at just MOCO PRIDE – www.MoCoPrideCenter.org
49%, dramatically SALISBURY PRIDE – www.SalisburyPrideParade.com (Returning in June 2022)
below the 65% HAGERSTOWN PRIDE – www.HagerstownHopesMD.org
national average. ROCKVILLE PRIDE – www.rockvillemd.gov/2276/Rockville-Pride
CUMBERLAND PRIDE – www.CumberlandPride.og
FREDERICK PRIDE – www.TheFrederickCenter.org
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 13GLAAD reports that
12% of Americans
consider the following: GLAAD and sellers often have a strong
identify as LGBTQ+. reports that 12% of Americans desire to work with a member of
identify as LGBTQ+. With the aver- their community, or an ally (an ally
With the average
age American household coming is simply people outside of the
American household in at 3.15 people, it suggests that LGBTQ+ community who supports
of every three homes, an LGBTQ+ the mission of the Alliance). These
coming in at 3.15 people, person lives in one of them. With clients want an agent who appreci-
it suggests that of every more people openly identifying as ates their concerns, offers solutions,
LGBTQ+, it has been gratifying to and guides them to the proper
three homes, an see society accept this community professionals throughout the home-
LGBTQ+ person lives in more and more. In fact, the Human buying and selling process.
Rights Campaign reported that
one of them 70% of Americans support the
If you are an ally, the Alliance
thanks you!
Equality Act.
The Alliance hosts learning and
Amidst this increased acceptance,
networking sessions, meets with
re-introduced in the U.S. House enter the LGBTQ+ Real Estate
government and civic leaders, and
of Representatives and passed on Alliance, which has already blos-
reaches out to potential buyers and
February 26, 2021. somed with more than 1,000
sellers with numerous opportuni-
members. Within less than a year,
The Equality Act would amend the ties to learn and engage with the
the Alliance has partnered deeply
Civil Rights Act of 1964 and the organization.
with the real estate industry, with
Fair Housing Act to permanently You can find out more by visiting
many individuals taking active roles.
provide the LGBTQ+ community https://realestatealliance.org.
“Diversity, Equity, and Inclusion” is
with well-deserved protections. You can also reach out to me directly
being taken seriously by this indus-
The bill would make it illegal with any questions at jackiegarber@
try, and many in the private and
to discriminate against people cummingsrealtors.com. We look
public sectors are working harder
based on their sexual orientation forward to having you as part of
than ever to ensure that all employ-
and gender identity in almost all the Alliance! Together, we can
ees, clients, and constituents are
aspects of life, including housing create a world free of housing
treated fairly.
and credit. discrimination. ■
The Alliance has been embraced by
U.S. Speaker of the House Nancy
the top names in real estate—lend-
Pelosi said after the act passed the
ers, leading corporations and nota-
House of Representatives, “Our
ble brands, important partners, and
nation was founded on the prom-
REALTOR® associations—with many
ise that all are created equal and
more on the way. The Alliance is
are worthy of dignity and respect,
also fully engaged with prominent
regardless of who they are or whom
LGBTQ+ organizations that recog-
they love.” Pelosi then added, “With
nize that housing is so important to
the reintroduction of the Equality
the community and a way to gener-
Act, we are making a resounding
ate sustainable financial stability.
commitment to this truth: that all
Americans must be treated equally The Alliance remains an important Jackie Garber works as a REALTOR® for
under the law, not just in the work- business development vehicle Cummings & Co. and serves on the Board
of Directors of the LGBTQ+ Real Estate
place, but in every place.” The bill for its members. Because of the
Alliance, as well as President of its Central
awaits action in the U.S. Senate. potential for discrimination and Maryland chapter. Members of the LGBTQ+
challenges within the lending community—and allies supporting the
Much of the day-to-day work of
and title process, LGBTQ+ buyers efforts of the Alliance—are invited to join
REALTORS® involves numbers, so
the organization.
14 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgOilheat.
Oilheat. Know more,
sell more.
Securing the Listing and PRO$ Corner
Boosting Your Sales
Take Advantage of
O ne of the surest paths to being a top producer is to consistently secure
listings. Once you’ve nailed down the listing of a property, you are in the Local Energy Experts
driver’s seat to sell that home. Here are a few tips to improve your chances of and Close More Sales
securing more listings this year.
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home, regardless
oil-heated home, so make sure to use it to break away of the fuel used
from the pack. to heat the home?
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2 Become Knowledgeable About Heating Oil Tanks –
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have a leg up. One way to get more confident is to order a the sale of an oil-heated home, they’re
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the Mid-Atlantic Petroleum Distributors Association.Understanding the True Costs
of Homeownership
BY EMILY HICKOX
CONSUMER CREDIT COUNSELING SERVICES OF MARYLAND
H
ouse hunting is a very exciting process, but as Private mortgage insurance (PMI) is a type of mortgage
buyers start to zero in on that perfect home, insurance one might be required to pay if a conventional
REALTORS® should encourage them to dig loan is used. Like other kinds of mortgage insurance,
deeper into their budgets. PMI protects the lender if the borrower stops making
payments on the loan. PMI is arranged by the lender
Helping buyers ensure they can afford the house they
and provided by private insurance companies. PMI is
are buying has two key benefits to your business.
usually required for a conventional loan where the down
First, knowing how much house they can truly afford
payment is less than 20% of the home’s purchase price.
decreases the likelihood that sales will fall through at
Like homeowner’s insurance, the premium is added to
the last minute for financial reasons. Second, showing
the monthly payment but may be paid in a lump sum at
clients that you are interested in their financial well-
settlement, which would be an additional closing cost.
being builds their trust in you, which increases the likeli-
hood of successful transactions. As you show houses Taxes are another necessary expense of homeown-
that buyers seem interested in, ask them to consider ership. Typically, new homeowners will incur annual
some key questions and help them find the right tools property taxes, which are commonly paid through their
to answer them: escrow account. This means that while they will not pay
the costs in a lump sum, it will increase the monthly
■ How much of a down payment will you need?
mortgage payment.
■ How much will the monthly mortgage payment be?
Insurance and taxes are costs that will never go away,
■ What interest rates can you get? regardless of the status of a mortgage. If clients are
These are common questions that help buyers deter- trying to create a long-term budget or understand what
mine if that dream home is also an affordable one. costs will be in retirement, they must factor in insurance
After they know the answers to those basic questions, and taxes, even after the mortgage is paid off.
let them know that there are other things they need to
consider. While lenders and websites like realtor.com Moving and Storage Costs
can show an estimated monthly payment, that amount
It goes without saying that buyers will incur moving costs
does not encompass all the costs of a home. It is vitally
when buying a new home. They may also need storage
important that they understand the true costs of home-
until their new house is ready for them. Buyers should
ownership before getting to settlement.
take the time to price out different moving companies,
supplies (boxes, tape, furniture covers, etc.), and labor to
Insurance and Taxes add to their homebuying budget. Encourage them to find
Everyone will need homeowner’s insurance to protect ways to limit their expenses by asking stores if they will
what is likely the largest investment they will ever give away boxes for free (usually on a specific day of the
make. Insurance premiums depend on many aspects week). They can also ask friends if they will help with the
of the home being purchased, as well as the buyer’s move rather than paying a company. Talking to relatives
credit score. Once the buyer has picked out that and friends that have recently moved can also identify
dream home, encourage them to call a handful of some money-saving tips.
insurance companies to compare rates and deduct-
ible amounts to see how the annual cost would impact
their total budget.
16 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgFirst, knowing how much house clients can truly afford decreases the
likelihood that sales will fall through at the last minute for financial reasons.
Second, showing clients that you are interested in their financial well-being
builds their trust in you, which increases the likelihood of successful transactions.
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 17or change fixtures in the bathrooms, encourage them
to add these items to their total budget for buying
the house. If they do not have the cash to cover all the
changes, they can prioritize them so that they only pay
for things they can afford in cash. Charging items that
are not necessities to a credit card will add financial
stress and burden to an already expensive endeavor of
homeownership. Remind them to be patient.
Utilities
Appliances One of the things buyers often forget to budget for are
utilities. This is actually very easy to do and will prepare
When a home is staged to sell, it likely has all the kitchen
them for what the monthly expenses will be after the
and laundry appliances buyers would expect: washer,
move. Usually, you can find out which utility companies
dryer, refrigerator, oven, stove, microwave, and dish-
the sellers were using. Buyers can call those local compa-
washer. However, that doesn’t mean all those appliances
nies to get the annual cost or monthly average for the
will be in the house when the keys are turned over.
select property. They can usually also ask to be put you
Make sure you help the client identify the appliances
on a monthly payment plan where the payment is the
that convey with the house and ones they will need to
same every month and adjusted annually for actuals.
purchase. These details are contained in the contract of
sale. Hint: If closing on the new home is around a holiday
when there are usually sales, many store representatives Property Maintenance
will offer advice on the best day to buy appliances. One last thing to consider in the cost of homeowner-
Some homebuyers are interested in a home central ship is property maintenance. Remind buyers that
air conditioning system. If that’s on their wish list, they may need to buy some equipment such as a lawn
they should get an estimate from a local HVAC mower or weed whacker. If they plan to outsource
company to see what the annual and long-term main- these services, they can get an estimate from a local
tenance costs will be. Factoring these items into their landscaping company.
budget will prevent sticker shock when it is time to Although everything may be in working order when you
use these services. show the house, there is no certainty on how long it is
going to stay that way. Buyers should be encouraged
to maintain a cushion for unexpected repairs. To better
gauge how much may be needed, help clients find out
Make sure you help the the age of things such as the furnace, hot water heater
client identify the appliances that or roof and compare them to the average lifespan of
such items.
convey with the house and ones
Buying a home is a big step in everyone’s life and it
they will need to purchase. comes with large financial responsibilities. If you can
help clients prepare themselves and their budget for the
true cost of homeownership, they will be less over-
whelmed. Creating a realistic budget will enable them to
Cosmetic Changes relax and enjoy the homebuying process. For additional
Although the home the client buys may be “move-in” information on resources available to buyers, explore
ready, that doesn’t mean it is “perfect-for-them” ready. our website, CCCSMD.org, and webinars. ■
If a client has mentioned that as soon as they move in,
they are going to change the carpets, remove wallpaper
18 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgHow REALTORS® Can Work with CCCSMD
The Consumer Credit Counseling Service of individualized services to improve their financial
Maryland and Delaware (CCCSMD) is a non-profit, position. This not only gives the REALTOR® a
HUD-approved, consumer counseling agency that has chance to support their client as they improve
been providing holistic financial services to indi- their financial situation, but also provides the
viduals and communities since 1966. We offer many REALTOR® with an enhanced reputation for
services to help our clients improve their financial helping the client achieve their homeownership
health including budget and credit counseling, as goals efficiently and safely.
well as homeownership-related services, such as
■ REALTORS® can strengthen their relationship
pre-purchase counseling and first-time homebuyer
with their clients by showing genuine interest
workshops. REALTORS® can work with CCCSMD to
and concern for their long-term financial health.
help their clients increase the likelihood of a success-
CCCSMD can provide one-on-one counseling to
ful outcome as well as establish sound and sustainable
help clients not only determine their ability to
spending habits that can lead to improved financial
buy the home, but also ensure they can afford
well-being.
it in the long run. Our financial advocates help
■ REALTORS® can help clients learn and take them understand the true costs of homeowner-
advantage of down payment assistance ship and how that fits into their budget.
and other incentive programs through the
REALTORS® can demonstrate an interest in their
pre-purchase education/counseling offered by
client’s overall financial success by referring them
CCCSMD. This program helps improve clients’
to CCCSMD services. Buyers and REALTORS® can
eligibility for suitable and sustainable financ-
visit CCCSMD’s website, CCCSMD.org, or call
ing and therefore expand the pool of buyers a
(800) 642-2227 for counseling, webinars, and
REALTOR® can work with.
content that will enhance the homebuying process
■ REALTORS® can also refer clients who have been for everyone. ■
denied “pre-approval” or those struggling with
debt and insufficient savings so they can receive
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 19Home Construction
at a Crossroads
BY LORI GRAF, CEO, MARYLAND BUILDING INDUSTRY ASSOCIATION
H
ousing continues to be a leader in the particularly with engineered products, supplies are
economic recovery, but sharp price increases unavailable until fall 2021. The unpopular task of pass-
threaten housing affordability and continue ing those costs on to builders is the only way for the
to decrease inventory. As the state grows over the company to survive.
next 10 years, more for-sale homes will be needed
Mike Karns, Vice President of Purchasing and Product
to support homeownership among Marylanders, but
Development of Tri Pointe Homes DC Metro, said their
supply is tight and all indicators point to it getting
DC Metro division will build about 500 single-family
even tighter.
attached and detached homes in the region in 2021.
Increases in lumber prices have increased the cost of
Material and Labor Shortages their homes from $28,000-$38,000 in the past year.
Despite strong buyer traffic, builders continue to This compounded with a decreased labor force and
face challenges in adding needed housing supply increased buyer demand has led Tri Pointe to manage
to the market. Recent increases for material costs their sales pace accordingly
and delayed delivery times, particularly for soft- In addition to material shortages, the residential
wood lumber, appliances, and building materials like construction industry has experienced a growing short-
windows have slowed production dramatically. In a age of skilled labor. The population of skilled trade
February survey for the NAHB/Wells Fargo Housing workers is aging, many high schools have phased out
Market Index, builders were asked if they had expe- shop classes, and young people are seeking professions
rienced difficulty obtaining appliances in a timely requiring a college degree instead of the entering the
fashion over the past six months. Nearly 90% of the building trades. Now, as older workers are retiring, there
builders said yes, 51% said to a major extent, and 38% simply isn’t anyone to take their place.
indicated to a minor extent.
Filling this gap is going to take work, including encour-
Of particular concern are lumber prices (see “By The aging America’s youth to return to the construction
Numbers,” page 44), which have been especially volatile industry. Last year, MBIA launched the Residential
in the wake of the COVID-19 pandemic. According to the Carpenter Apprentice Program to provide an oppor-
National Association of Home Builders (NAHB), since tunity for apprentices to learn in-demand construction
April 2020, unprecedented spikes in lumber prices have skills and earn a good living wage. The program meets
added more than $24,000 to the price of the average, all federal and state requirements for formal appren-
new single-family home, and nearly $9,000 to the price ticeship and prevailing wage work including employer-
of a multifamily home . sponsored classroom instruction and on-the-job
Longtime Maryland Building Industry Association training. It is the first nationally recognized Residential
(MBIA) member, Joe Hikel, President and CEO of the Carpenter Apprenticeship Certification in Maryland.
Westminster-based Shelter Systems, which processes Through this program, we will help the public, guidance
eight to 10 truckloads of southern yellow pine daily counselors, and parents understand that the build-
and 3 million pounds of steel each year to build its ing industry provides a high income, significant work
trusses, notes that prices have doubled and some- values, job security, and a sense of accomplishment.
times tripled for their raw materials. In many cases,
20 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgAccording to the NAHB,
unprecedented spikes in lumber prices
have added more than $24,000 to the
price of the average, new single-family
home, and nearly $9,000 to the
price of a multifamily home—
since April 2020.
Construction photo courtesy, Tri Pointe Homes.
Regulation and Fees the economy. How big? Consider the following national
estimates from 2014:
Estimates show that regulations imposed by govern-
ment at all levels account for 24.3% of the final price ■ Building an average single-family home represents
of a new single-family home built for sale. Three-fifths 2.97 jobs and $110,957 in taxes
of this—14.6% —is due to a higher price for a finished ■ Building an average rental apartment represents
home site resulting from regulations imposed during 1.13 jobs and $42,383 in taxes
the site’s development. The other two-fifths—9.7%—
is the result of costs incurred by the builder after ■ $100,000 spent on remodeling represents 0.89
purchasing the finished home site. jobs and $29,779 in taxes
Regulations come in many forms and can be imposed continued on page 25
by different levels of government. At the local level,
jurisdictions may charge permit, hook-up, and impact
fees and establish development and construction
standards that either directly increase costs to build- Estimates show that regulations
ers and developers, or cause delays that translate to
higher costs.
imposed by government at all levels
A large part of what the MBIA does is advocate for account for 24.3% of the final price of
the housing industry in Maryland. We are working to a new single-family home built for sale.
educate our legislators and remind them that home-
building and remodeling has a significant impact on
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 21WE ARE
THE MOST
REALTOR -FRIENDLY
®
COMPANY
IN THE INDUSTRYFIND OUT WHY WWW.JOINSAMSON.COM
...almost a third of the nation’s households are cost-burdened and pay more than 30% of their income for housing.
Home Construction at a Crossroads
continued from page 21
New forms of regulation are continually popping The cost of housing is determined by a complex equa-
up. For example, a growing number of U.S. cities tion involving labor and materials prices, interest rates
are banning natural gas equipment in new build- and financing costs, federal, state and local regulations,
ings because of their contribution to climate change. and supply and demand.
Dozens of cities have passed laws to strongly encour-
Applying conventional underwriting standards that
age all-electric construction without banning fossil
the cost of a mortgage, property taxes, and property
fuels outright. Ultimately, the cost of regulations
insurance should not exceed 28% of household income,
like these are passed to the consumer in the form of
NAHB economists have calculated how many house-
higher utility costs, not to mention they take away the
holds have enough income to afford a home at various
consumer’s opportunity to choose.
price thresholds. The housing affordability pyramid
pictured below reveals that 56.5 million households
Affordability out of a total of 122.9 million are unable to afford a
Everyone wants a home they can afford that meets $250,000 home.
their needs, yet owning or renting a suitable home is At the base of the pyramid are 21.1 million U.S. house-
increasingly out of financial reach for many households. holds with insufficient incomes to be able to afford a
In fact, almost a third of the nation’s households are $100,000 home. The pyramid’s second step consists of
cost-burdened and pay more than 30%of their income 19 million with enough income to afford $100,000 but
for housing. not $175,000, and so on up the pyramid. According to
NAHB priced-out estimates for 2021, a $1,000 increase
US Households (in Millions) by Highest Priced Home They Can Afford
Based on Income: 2021
>1.55 million 3.0
1.05–1.55 million 3.3
805K–1.05 million 3.7
700–850K 5.3
600–700K 5.5
House price
500–600K 8.1
405–500K 10.8
325–405K 12.1
250–325K 14.6
175–250K 16.4
100–175K 19.0
0–100K 21.1
Source: Calculations by the National Association of Homebuilders Housing Policy Department, based on income data from
the 2019 American Community Survey Public Use Microdata Sample File, U.S. Cencus Bureau.
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 25in the price of a median-priced new home will price
153,967 U.S. households out of the market for the home.
Prospective home buyers also are adversely affected
Find out More
when interest rates rise. NAHB’s priced-out estimates Use the following resources to learn more about
show that, depending on the starting rate, a quarter- the industry:
point increase in the rate of 2.8% with zero points on a Maryland Housing Needs Assessment & 10-Year
30-year fixed-rate mortgage can price over 1.3 million Strategic Plan: https://dhcd.maryland.gov/
U.S. households out of the market for a median-priced Documents/Other percent20Publications/
new home. Report.pdf
Missing middle housing can assist in both increasing National Association of Home Builders:
the number of units built and providing units for a https://nahb.org
wide variety of price points. This involves allowing a
Maryland Building Industry Association:
broader diversity of housing types than most ordi-
https://marylandbuilders.org
nances allow today, but that historically used to be
built in many communities. Because land costs and MBIA Residential Carpetner Apprentice Program:
home size often limit affordability, a classic solution is https://marylandapprentice.org
to aim for greater density and/or smaller home sites
Households Priced-out by Higher House Prices
and/or smaller homes.
and Interest Rates:
Our region finds itself in a challenging situation. There https://www.nahb.org/News-and-Economics/
is an imbalance between the number of jobs and the Housing-Economics/Housings-Economic-Impact/
amount of housing available. This gap is expected to Households-Priced-Out-by-Higher-House-Prices-
get larger without intervention; the region is forecast and-Interest-Rates
to add approximately 413,000 new jobs to its employ-
The Future of Housing in Greater Washington:
ment base between 2020 and 2030, yet only approxi-
https://www.mwcog.org/documents/2019/09/10/
mately 245,000 new housing units over the same
the-future-of-housing-in-greater-washington/
period, according to the “Future of Housing in Greater
Washington” study from the Metropolitan Washington
Council of Governments.
According to the National Center for Smart Growth and hottest trends right now for residential design are all
Enterprise Community Partners, Inc., Maryland is poised a result of the pandemic. The American Institute of
to add an estimated 178,000 households between Architect’s third quarter “2020 Home Design Trends
2020 and 2030, mostly in the Greater Baltimore region Survey” found an increase in the number of home
and suburbs of Washington, DC. To support that surge offices, exercise spaces, flex rooms, and indoor air qual-
in household, Maryland must begin to align housing ity products requested by homeowners.
production with projected growth.
As more obstacles and hurdles are thrown at the indus-
All in all, builders have plenty of reason to keep try, we will continue to build the American Dream. ■
constructing new homes at a steady pace. However,
rising home prices have made affordability and inven-
tory a growing challenge. In addition, there’s a risk that
some people may exit the housing market for the time
being if they cannot find a property they like and can
afford, further tightening supply.
Despite its challenges, 2020 presented significant
opportunities for the home building industry. The
26 MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.orgC a l l fo r Entries {
MARYLAND REALTORS® AWARDS
Maryland REALTORS® takes great pride in awarding industry honors to outstanding REALTORS®.
Recognition is a positive reward for a job well done. It is vital that we honor those individuals who have
given outstanding service to the real estate industry and the local boards/associations. The awards will be
presented during the Annual Installation and Awards Gala in Baltimore on September 29, 2021.
To qualify, complete the appropriate applications, The Award will be divided between a large board/
or to learn more about each award, please visit: association (1,000+ members) and a small board/
mdrealtor.org. All forms may be completed and association (fewer than 1,000 members) beginning
submitted online to Maryland REALTORS®. June 1, 2020 through May 31, 2021.
The Maryland REALTORS® Community Service DEADLINE: JULY 30, 2021
Award—honors individual REALTOR® members
The REALTOR® of the Year (ROTY) Award—One
who give unselfishly of their time to assist the
ROTY application is required to be submitted by
communities in which they live. Individuals can
each local board/association to be entered in the
apply directly to Maryland REALTORS® and there
Maryland REALTORS® competition. The winner of
is no limit to the number of entries submitted by
the state award will travel to National Association
local boards/associations or firms for this award.
of REALTORS® (NAR) Annual Convention for
All nominees submitted to local boards/associa-
consideration in the national award. This award is
tions must be submitted to Maryland REALTORS®.
submitted directly by your local board/association
DEADLINE: JULY 2, 2021 for consideration.
The Community Action and REALTOR® Excellence DEADLINE: CONTACT YOUR LOCAL
(CARE) Award—This award is given to local board/ ASSOCIATION
associations recognizing achievements in commu-
Other annual awards include the Lifetime
nity service and charitable actions. The award is
Achievement Award, Omega Tau Rho Fraternity
designed to raise the profile of REALTORS® and
Award, President’s Award, Shining Star Award,
the REALTOR® organization by focusing on boards
and more. For a full list of all the awards given by
or associations that have demonstrated an extraor-
the association, please visit: http://mdrealtor.
dinary record through direct local board/associa-
info/IndustryAwards or call Maryland REALTORS®
tion community service involvement and to include
at 443.716.3500.
endeavors by REALTOR® members who are part of
a local group, team, office or individually.A Fast-Paced
Assembly
Reflecting on the
T
he 2021 Maryland General Assembly started and
finished like a thoroughbred at the Preakness.
2021 Maryland State Although a typical legislative session will include
Legislative Session a handful of bill hearings in the first 10 days, this year
there were over 126 bill hearings during that time. Almost
20 of those bill hearings involved legislation tracked
BY BILL CASTELLI
by Maryland REALTORS®. COVID-19 may have forced
different safety protocols upon the Maryland General
Assembly, but it did not slow the General Assembly down.
Real estate legislation covered many topics, such as
legislation imposing higher transfer taxes (which didn’t
pass), legislation requiring additional disclosure (for
properties located in areas susceptible to sinkholes,
which did pass), and legislation that would have prohib-
ited sellers from continuing to list their property if the
seller did not return the buyer’s deposit money when the
buyer was unable to complete the home purchase (that
did not pass, either). In addition, one REALTOR® prior-
ity, legislation expanding broadband access in Maryland,
not only passed but is funded with over $300 million of
federal CARES Act money.
There were also about 10,000 landlord tenant bills intro-
duced this session (a slight exaggeration) that resulted
in some additional disclosure to tenants, counsel for low-
income tenants in district court, and extended notice
time in some communities for landlords who do not wish
to renew a lease.
Finally, Maryland REALTORS® initiated the first stage
of its “Open Doors to Stronger Neighborhoods”
campaign, educating consumers and legislators alike
about the need to expand housing opportunities for
all Marylanders. That campaign helped pass a first-
time homebuyer tax-free savings account bill. Other
important housing legislation passed too, includ-
ing legislation directing the Maryland Department of
Housing and Community Development (DHCD) to study
discrimination in financing and appraisal of properties,
a bill to support the federal government’s Affirmatively
Furthering Fair Housing Rule, and legislation creating
a grant program for low-income communities to help
construct and rehabilitate vacant housing when the
construction costs exceed the marketable value of
the property.
MARYLAND REALTOR® JUN/JUL 2021 | mdrealtor.org 29You can also read
