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Hampton
Roads REALtor ®
Vol. 40, Iss. 3 • MAR. 2019
Top
Green
Tech
for new and existing homes
ALSO INSIDE:
08 YPN is Young Professionals Network again
12 Beware the Ides of March?
24 Resolution on short-term rentals at the BeachGet your clients pre-approved and
into their new home faster.
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2 Hampton Roads REALTOR® • March 2019CONTENTS Hampton
Roads REALtor ®
5 13 17
VR Economic Summit in Richmond Spotlight on our Affiliate Night at the Rink with YPN
FEATURES 27 3 ways to corner the green advertisers
housing market
6 Top green tech for new and A Step in Time – 19, 23 & 30
existing homes
Dollar Bank – 17
8 Back to the roots: YPN is IN BRIEF
Young Professionals Eagle Construction – 9
Network again! 21 Importance of a beautiful
listing; Owner? Broker? East West Communities – 31
10 Compromise is not a Manager?
four-letter word 23 The 5-Minute Kid Chore Fulton Mortgage – 23
Chart; Sellin’ season, y’all!
12 “Beware the Ides of March”? 25 Real estate market outlook Hanger Law – 21
Nah! Celebrate and prepare.
Homescan – 21
14 Preparing a ‘green’ condo for
the spring market IN EVERY ISSUE Home Warranty of America – 19
16 Property rights or 4 From the Chair Langley Mortgage – 29
entitlement? You have to
pay to stay. 5 A Picture is Worth Navy Federal Credit Union – 7
1,000 Words
17 Nice ice, baby! OVM Financial – 2
11 HRRPAC Spotlight
20 RPAC: Real estate ServPro of Virginia Beach – 30
Professionals Advocating for 13 Affiliate Spotlight
our Communities SimonTowne Mortgage – 11
15 “I am one®” REALTOR®
22 New green homes help Spotlight Spivey Pest Control – 17
homeowners save their green
18 Calendar of Events TitleQuest – 32
24 Finally, resolution on short-
term rentals at the Beach 19 Calendar of Education
26 Distinguished Property 28 Legal Corner
Manager: Are you one?
30 Welcome New Members
Hampton Roads REALTOR® • March 2019 3FROM THE CHAIR
Hampton Roads
REALTORS® Association
Clients: Learning their story Chairman of the Board: Kimberly Plourde
Chairman-Elect: Cindy Hawks White
Vice-Chairman Finance: Tanya Monroe
I
Immediate Past Chair: Nikita Houchins
n my 20 years as a REALTOR®, one of my favorite parts by far is Executive Committee: Jennifer Cool,
working with people and getting to know their story and being able to Dorcas Helfant-Browning, David Wilkey
play a small part in it.
We get to help people in some of the best and worst times of life. We DIRECTORS:
get to help them when they are excited first-time homebuyers, move-up Kelley Carter Alexandra Serrano
buyers who have advanced in their careers and received pay raises, when Tom Duckett Barbara Sgueglia
they are getting married and having babies, and when the last one has left Elaine Griffin Brooks Sinnen
the nest. Susan Jenkins Jimmy Stewart
Kimberly Plourde On the flip side, and when they need our help even more, is when Traci Lewis VanCamp Sherry Snyder
they have lost their job or a family member, are divorcing or are experi- Margaret Richardson Rob Waring
2019 HRRA encing any of the other real-life scenarios that could cause them to need to Robert Rogers Cheri Bass-Wozniak
Chairman of the move unexpectedly or in less-than-ideal circumstances.
Board Many times we start to feel like friends or family with them by the
time we reach the closing table. Hampton Roads REALTOR® Magazine
One of my recent stories was an elderly client. She had lost her hus-
band and was no longer able to afford to live in the home they shared to- Approximately 4,300 copies of each issue are
gether for almost four decades. Unfortunately, she owed more than it was worth, and the home published 11 times per year by the Hampton
needed repairs. Roads REALTORS® Association, Inc. (HRRA),
She felt very strongly that in memory of her late husband, she would not let their home go 638 Independence Parkway, Suite 100,
into foreclosure. She wanted to move into a senior housing facility and was on the waiting list. Chesapeake, VA 23320.
I took on the job of helping her to make sure she could accomplish this, and she became like a
grandma to me during the process. HRRA reserves the right to edit or refuse all
Over the course of 918 days, I became not just her REALTOR® but also a huge advocate submissions for publication. HRRA reserves the
for her and her story and would not quit until we got to the finish line. I had the house under right to receive royalties from some programs
contract seven times and got the short sale approved seven times before we finally made it to and services. Views and advertising expressed
the finish line. in this magazine are not necessarily those of,
We had a difficult time with investors, who for a multitude of different reasons backed out nor endorsed by, HRRA. The Hampton Roads
of the offer once we had bank approvals. I was determined to hang in there with her until I REALTOR® is created for the members of HRRA
could help her close that chapter and move on to the next. by Organization Management Group, Inc.
It had nothing to do with the paycheck that resulted in the end. If you divided the hours (ManageGroup.com).
spent into the compensation received, the amount was negligible. She trusted me and counted
on me to do the job. Every buyer we lost, when she was in tears, I assured her, I was not quit- Editor: Victoria Hecht, Editor@HRRA.com
ting until we got it done and that she could count on me to stay by her side until the end. Advertising Sales: Misty Pritchett,
I still call and check on her, and I can hear the smile in her voice every time I do, and that Advertising@HRRA.com
makes me smile, too. Design/Layout: Kim Breeding-Mercer,
I know all of us have similar stories to tell, and we have a big role to play in helping our Publications@HRRA.com
clients in various chapters of their lives. I am grateful and feel very lucky that I get to make a
living by helping others every day. ⌂ Copyright © 2019 Hampton Roads REALTORS®
Association; all rights reserved.
4 Hampton Roads REALTOR® • March 2019A Picture is Worth 1,000 Words
RECENT PHOTOS OF HRRA MEMBERS AND EVENTS
HRRA’s REALTOR® advocacy in action!
HRRA members joined forces with real-estate professionals from across the Commonwealth on February 6 for the Virginia REALTORS®
(VR) 2019 Economic and Advocacy Summit. The local contingent was among 390 VR members who came together at the Omni Hotel in
Richmond in support of the state association’s legislative package during the 2019 General Assembly Session. HRRA also celebrated sur-
passing its RPAC Major Investor goal for 2019 during the RPAC Awards Luncheon as well as longtime HRRA member Ann Palmateer’s
receipt of the coveted Chairman’s Award from NAR for her lifetime of outstanding service to the REALTOR® organization. Palmateer has
worked tirelessly at the local, state and national levels for the business of real estate and homeownership for all and is a past president of
VR. Attendees enjoyed a panel discussion featuring past legislators and moderated by VR Immediate Past President (and HRRA member)
Jay Mitchell, town hall discussions with three state senators and three delegates, and more. Big thanks to HRRA bus sponsors Home
Clean Heroes, OVM Financial, Home Warranty of America, Embrace Home Loans and Atlantic Bay Mortgage Group, and to all HRRA
attendees who represented the association. – Victoria Hecht, HRRA Communications and PR Specialist
Hampton Roads REALTOR® • March 2019 5Top green tech for new and
existing homes
W
e build homes differently today than we did purposes in times of excess heat or drought.
say, 50 years ago, or 10 years ago, or even The barrels can be purchased at a reasonable cost
three years ago. and usually come with all of the accessories necessary
The building codes adopted every three years are to store and dispense the water when needed.
being updated constantly to ensure our homes become Solar panels have evolved over the years to be
safer and more efficient than ever before. Whenever I much more efficient and affordable to the point where,
discuss green or eco-friendly homes, folks will pic- if installed properly, they can supplement the
ture solar panels, giant battery enclosures, power needs for much of your lighting and
wind turbines and electric car-charg- other daily demands for electricity.
Jeff Ainslie ing stations. In daylight, through photovolta-
While these are some of the ics, they convert sunlight into
high-profile features you might power that is either utilized
HVAC has
Ainslie Group
see highlighted in the media, immediately or stored in bat-
there are many other ways to teries for later use. If excess
create or retrofit a home that
is safe, affordable and effi-
come a long power generation occurs, it is
actually “bought back” by the
cient to own and operate.
An average U.S. home
way in the last power companies, reducing
your electric bills even fur-
uses about 30 kilowatt hours
of electricity and about 400 25 years. ther.
Wind turbines are another
gallons of water each day. Find- fairly new addition to the mar-
ing ways to reduce consumption of ket when it comes to being sized
these two resources is a great start and priced accordingly for residential
when considering what to change to save use, but the location and orientation of your
money or build a better home. home/property must meet the design criteria to make
Conventional water heaters—either electric, oil or it all work. As technology improves, you will see more
gas fired—have some new siblings out there that can of these devices put in use.
create big fuel and water savings at the same time. Heating, ventilation and air conditioning, or
For those that prefer a tank-style heater, the new heat HVAC as it is known in the industry, has come a long
pump units are extremely efficient. But if you want the way in the last 25 years. The heat pumps of yesteryear
most energy savings, a tankless heater is the way to go. that seemed to always blow out “cool air” now compete
The technology has improved, and the costs have with some of the best fossil fueled systems. Geothermal
reached levels that make them affordable, generating heat pumps are by far the most efficient and can re-
excellent payback periods of just a few years. duce energy costs, noise and maintenance expenses for
Extremely low flush and dual-flush toilets are an- many years. Most families that experience the benefits
other affordable approach to saving water with fixtures of these systems swear they will never use anything
that are utilized many times each day. Retrofit kits are else for HVAC.
available to convert existing toilets, so you don’t have New high-tech thermostats and home-automation
to replace those already in your home. Add to that low- systems can reduce heating and cooling costs utilizing
flow shower heads and faucets, and you can begin to custom programmed schedules and occupancy sensors
see your water usage almost cut in half. so that your home’s temperature is adjusted automati-
In addition to the water we use for personal ben- cally to provide the best comfort when you are home
efit, outdoor water usage can also be managed by utiliz- and the best savings when you are away.
ing rain barrels or water pillows that collect rain water We have seen instances where heating and cool-
from existing downspouts during storm events. It can
then be utilized for food or flower gardening and lawn (continued on next page...)
6 Hampton Roads REALTOR® • March 2019(Green tech, continued from previous page)
ing bills were reduced by over $50 per month when using these There are thousands of devices out there that all claim to do amaz-
devices. Add in lighting controls that follow the same guidelines, ing things by being connected to the IOT, or Internet of Things.
and your savings will increase even further. While many of these products can achieve satisfactory results, few
Both small and large appliances can be energy hogs, espe- homeowners have the technical savvy or patience to connect them
cially if they were produced before Energy Saving or Energy Star all in a way that ensures a positive long-term outcome.
programs were initiated. Inefficient dishwashers, washing ma- That is why it is important to not simply get sold by the in-
chines, and even refrigerators and toasters can suck up increased viting point-of-purchase display at your local hardware store or
amounts of energy that you can’t really measure without special by some colorful and alluring email that features the “Best New
electrical energy monitoring equipment. The latest Energy Star Thing”! Always take time to get educated and, if necessary, find
requirements inspire manufacturers to build their products in a an expert who has both the knowledge and experience in assem-
way that minimizes wasteful energy consumption. bling a system that will truly transform your home into one that
Smart power strips can also help you save by not allowing achieves the savings you expect.
power hungry appliances to suck power 24/7 when they are not Better yet, find a remodeler or new home builder who has the
needed. Smart power strips work by using a control device that experience and a track record of designing and crafting homes that
actually shuts off the power to the devices instead of allowing them include the cutting edge, high tech systems that are field proven
to simply go into standby mode, which allows them to continuously top performers. With the right professionals as part of your team,
draw power (when you think they are turned off.) you can update an older home or build a new home that creates
Lastly, home-energy management systems and a multitude energy-efficiency benchmarks that others will certainly want to
of components that link into a home-automation system, can sig- follow. ⌂
nificantly reduce energy consumption on a comprehensive scale.
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Hampton Roads REALTOR® • March 7
12:19 PMBack to the roots: YPN is Young
Professionals Network again!
D
uring the HRRA Leadership Planning Ses- the industry choose to go with non-member firms. If
sion last October, HRRA 2019 Chairman of continued, these two trends would have a considerable
the Board Kimberly Plourde announced the impact on the future of HRRA. Today’s leadership had
engagement of the younger generation of REALTORS® to take steps NOW to tackle the issue head-on. YPN
as one of her main focus areas for 2019. became the front line in taking on the challenge.
In keeping with the plan of action YPN was re- What does the change mean? Does the “old
branded from “Your Professional Network” to new” name “Young Professionals Network” imply
“Young Professionals Network” in the be- that it’s an exclusive club for people under
ginning of the year. I have received 40? Of course not. It never has been.
numerous questions from HRRA In fact, if you look at YPN events
Is YPN an
Emil Nazaryan
members regarding this change nationwide, you will notice that
Chair, Young and what it means. Let’s look they are attended by profes-
Professionals Network
(YPN)
into those questions in more
detail.
exclusive club sionals from all age groups.
So, if you are over 40, please
Why
REALTOR ®
the change?
Magazine
for people don’t feel that the doors to
YPN just closed for you. You
launched the Young Pro-
fessionals Network (YPN) under 40? should most definitely attend
all future events, just like you
in 2006 as a way to help the have been.
younger generation of REAL- Of course The change simply means
that the focus is going to be on
TORS® build a stronger link with
the magazine and the real estate
industry, as well to develop the future
not. the relentless encouragement and
efforts to involve younger REALTORS®
generations of industry leaders. at HRRA. Someone will have to lead our lo-
The local YPN evolved over the years and went cal real estate industry in the future and they need
through numerous name changes, the most recent to get into development mode today! If anything, the
one being “Your Professional Network.” These name change gives you an opportunity to contribute to the
changes were mainly due to the low level of engage- cause and invite your colleagues under 40 to the next
ment from “young professionals.” NAR defines “young HRRA event you’re going to attend.
professionals” as people under 40. What’s in the future? HRRA YPN has experi-
As you would imagine, YPN events sounded a bit enced some amazing growth and success in the last two
discouraging to everyone over 40 as people thought to three years. The attendance, involvement, and most
they would be out of place at these events. The struggle importantly, excitement has significantly increased at
with low attendance led to several name changes in our events, so we’re going to build on the momentum!
hopes of attracting the whole generational spectrum of The YPN team and HRRA leadership are going
HRRA members. To a large extent that’s exactly what to spare no efforts in accomplishing the goal of higher
happened. engagement. This will include the leaders personally
Over time YPN seemed to be moving away from reaching out to younger agents, utilizing more technol-
its original purpose. Although the educational and net- ogy, diverse social media platforms, etc.
working events increased in attendance, the engage- Many upcoming events will be geared towards
ment level from younger professionals remained low. young professionals, their needs and challenges. Our
This created concerns for HRRA leadership re- very next education session titled “YPN Under 40 Top
garding the future of the association. Who is going to Producer Panel: #realsuccessstories” on March 26 will
run it in 20 to 30 years if young future leaders are not be our first attempt to address these challenges and,
getting involved now? The concerns were deepened by with your help, we know it’s going to be a success! ⌂
the fact that many of the young agents coming into
8 Hampton Roads REALTOR® • March 2019From our homes to our process, everything is designed with you in mind.
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Hampton Roads REALTOR® • March 2019 9Compromise is not a four-letter
word
T
he setting is the summer of 1787 in Philadel- discourse gets ugly. Not only are the body politic and
phia. The Constitutional Convention is in full the social fabric harmed, but these kinds of situations
swing. With delegates having decided to scrap also create uncertainty and a loss of predictability in
the Articles of Confederation, James Madison has pro- the marketplace, thereby discouraging the very in-
posed what is termed the “Virginia Plan.” vestment and risk-taking that is needed for economic
Among its provisions are a bicameral (two-house) growth and progress.
legislature, with each house apportioned based on Compromise is important on a couple of lev-
population. Not surprisingly, some of the els. First, a good compromise usually gives
smaller sates had concerns about this everyone at least some small stake in
Tyler Craddock structure. To that end, a group of
delegates has introduced what is
Good the outcome. Collaborative policy
solutions borne of healthy com-
State Government
Affairs Director
termed the New Jersey Plan.
It calls for a unicam- compromise promise generate positive vibes
that are good for societal mo-
eral (one-house) legislature, rale. Americans are problem
based on the idea of one vote
for each state, much like
is essential to solvers. We are at our best
as citizens when we come up
what was already in place
under the existing Articles of
the stability of with good solutions to vexing
problems.
Confederation.
So, how was this resolved?
our political Likewise, compromise built
on thoughtful collaboration
While part of the debate that
summer was about the structure system. geared toward common purpose
generally yields superior policy so-
of the legislature, there was a larger lutions. Does any one person or group
issue at the heart of the debate—the bal- have a monopoly on great ideas? Of course
ance of power between large and small states. Larg- not! We all have a perspective that informs decision
er states like Virginia favored an approach that based making and problem solving.
representation on population. Smaller states like New We also all have a blind spot that working with
Jersey favored an approach that was based on equal others helps us to overcome. In short, if there is a prob-
representation for each state. lem to be solved, get the brightest folks of differing
What came from that was what is known in his- perspectives together, and their solution will generally
tory as the Great Compromise. The delegates agreed be superior to that of one developed by a group of like-
that the new legislature would indeed be bicameral. minded folks who impose their solution on the rest of
The lower house would be apportioned based on popu- society. Much as happened at the Constitutional Con-
lation, with its members elected by the voters. The up- vention, thoughtful give-and-take results in solutions
per house would be apportioned on the basis of equal that take the best parts of competing ideas and melds
representation for each state, and its members would them into solid policies.
be elected by the legislatures of each state. To be sure, not all compromise is good. We should
This story from our nation’s founding illustrates not seek compromise for its own sake. Compromise
the importance of compromise as a natural part of the should actually represent a solution rather than sim-
political process. Had the delegates not been able to ply kicking the proverbial can down the road as the
work through their differences with an eye toward delegates and later generations would do on the issue
their common purpose, our great experiment in self- of slavery for 80 years.
governance could have easily ended that summer. Good compromise is essential to the stability of our
2019 is no different than 1787. Compromise is an political system. Rather than being a sign of weakness,
important component of the political process. With- it is a sign of strength and a belief in the importance of
out it, the system grinds to a halt, hearts harden, and collaboration and balance in the system. ⌂
10 Hampton Roads REALTOR® • March 2019HRRPAC Spotlight: Mark Llobell
Advocacy topics that interest me: Why I give to HRRPAC:
Real estate taxes, mortgage interest deduction, Representation for our REALTOR® community
property transfer costs, flood zones. and its preservation and strength is critical.
REALTOR® activities and honors: Why donating to HRRPAC is important:
Circle of Excellencesm Award winner every year, We need a central voice and an organized
including Bronze, Silver, Gold, Platinum and, in approach to ensure our issues are heard and
Mark Llobell 2017, Diamond. supported.
Member since: 2003 Community involvement:
Autism advocacy (founder/CEO of Virginia Autism
HRRPAC Foundation and founding member of Virginia
contributor level:
Mayor’s Club Autism Project).
Want to learn more and become a HRRPAC contributor like Mark?
Visit HRRA.com/hrrpac/ to get started.
Hampton Roads REALTOR® • March 2019 11“Beware the Ides of March”?
Nah! Celebrate and prepare.
“B
eware the Ides of March”: Once uttered Roads REALTORS® Association.
or written, these five words convey feel- I have grown as an individual and professional
ings of death and ill feelings, for Julius from networking and exchanging ideas with like-mind-
Caesar received this ominous warning from an old, ed REALTORS® from all over the United States. Visit
snarly seer and, voila, the Ides of March is forever al- the websites I’ve provided and ascertain what events,
lied to his death! classes, committees and forums appeal to you and AT-
The mere thought of the “Ides of March” in- TEND them!
stills a sense of foreboding deep to our Now, as the 2018 year has concluded
core—for eternity. and the numbers are in, REALTORS®
Linda Harrison Guess what? The Ides of across Hampton Roads are prepar-
March was a good “thing” before ing for the grand event of the
Chair, REALTOR®/
Lawyer Committee
that snarly old seer conveyed
her message to Julius warn- March is a year: the Circle of Excellencesm
(COE) Awards celebration on
ing him that something foul March 23. It is the gala of the
was amiss.
Allow me to set the re-
fabulous year! HRRA, our local profes-
sional trade association, has
cord straight! In 753 B.C.,
the Ides of March was signifi-
month to be a gone to great lengths to cre-
ate a night to remember – one
cant for “Ides,” noted as the
New Moon and “March” was
REALTOR . ® that we won’t forget as they
celebrate our achievements.
the first month of the New Year. I may not have been able to
Thus, the Ides of March is the first attend COE every year, but I am
New Moon of the New Year…a great grateful, honored and appreciative to
celebration would ensue! It was a fabulous be part of such a fabulous organization that
celebration of food, drink and sacrifice in anticipa- values and recognizes its members. REALTORS®
tion of a prosperous and successful year to come. (The in Hampton Roads have the resources and benefits of
Roman calendar wasn’t switched up until 46 B.C.) HRRA, NAR and VR accessible to them, so take advan-
Historically speaking, March is a fabulous month tage of all that they offer, for they provide it eagerly to
in which to celebrate our achievements of the previous all us. They want us to take advantage of everything
year as we regard and prepare our plan of action/suc- that is available. It is there for the taking! Visit the
cess for the New Year before us. And no sacrifices are websites below and be part of the success and prosper-
necessary in the 21st century! ity in 2019. ⌂
So, my friends, peers and colleagues, I say to you,
my message is filled with celebration for 2018 and Sources:
preparation and anticipation of much success for 2019! • history.com/news/what-are-the-ides-of-march
March is a fabulous month to be a REALTOR®. As • grandvoyageitaly.com/history/idi-di-marzo-the-
a real estate salesperson each of us is our own small ides-of-march-ancient-roman-new-years-day
business, and it is paramount that we treat it as such. • virginiarealtors.org
Like all small businesses, there is opportunity to be • nar.realtor/membership
a part of the larger network of realty agents through • HRRA.com
trade associations. As a small business owner in
real estate I enjoy the many benefits of, one, being a
REALTOR® and, two, belonging to a few of the best pro-
fessional trade associations available to REALTORS®:
Virginia REALTORS® (VR), the National Association
of REALTORS® (NAR) and, of course, the Hampton
12 Hampton Roads REALTOR® • March 2019Affiliate Spotlight: VA Mortgage Corp.
GET TO KNOW YOUR HRRA AFFILIATE MEMBERS
Company: VA Mortgage Corp.
Territory: State of Virginia (centralized in Hampton Roads)
Company details: NMLS ID #1635553; nmlsconsumeraccess.org
1436 S Independence Blvd., Suite 140, Virginia Beach
info@vamortgagecorp.com; (833) START VA or (833)782-7882
Year company established: 2017 HRRA Affiliate member since: 2018
Company specialties: We have access to hundreds of wholesale mortgage lenders,
which buyers cannot get on their own. We concentrate on VA, FHA and Conventional
mortgage loans. We also have non-traditional mortgage options.
Why we joined HRRA: To expand our network with like-minded professionals and be
a voice for the mortgage broker industry.
Why we got into this business: With over 22 years of experience, we saw there was
a need for borrowers to have access to more product options and lower rates. Potential
homeowners want more options and lower monthly payments. One-hundred percent
of our focus is ensuring we have the competitive edge with products, rates and at the
same time keeping our referral partners happy with our streamlined and quick closing
process.
Why we love doing what we do: We take our clients through the process from begin-
ning to end. The smile on our homeowners’ faces makes all the work we do worthwhile.
Our favorite satisfied-customer story: Our favorite satisfied customer story was
from one of our clients who is in the mortgage industry. He knew exactly how the pro-
cess should go. He appreciated our service and us going the extra mile. He ended up
being extremely satisfied and thankful, which coming from another mortgage profes-
sional is a high compliment. He also gave us a five-star Google review. Clients like this
validate why we do what we do at VA Mortgage Corp.
Our favorite HRRA event and why: We love the Circle of Excellencesm Award nights.
It’s always great to see so many familiar faces in the business and celebrate industry
successes.
Best piece of advice to REALTORS®: Ensure you are working with an experienced
mortgage team that can get the job done. Not everyone fits into the same box. It takes
experience and knowledge to work each individual mortgage loan.
The one thing we want REALTORS® to know about our industry is: Everyone’s role matters. A team atmosphere and culture of
accountability, effort and getting better every day is the reason for our success. Your success is our success.
HRRA Affiliate Spotlight is a monthly feature offering a closer look at the association’s Affiliate members. VA Mortgage Corp. is a 2019
Ambassador Partner.
Hampton Roads REALTOR® • March 2019 13Preparing a ‘green’ condo for
the spring market
T
he spring market is right around the corner. Do Appliances - Replace old appliances with energy-
you have clients planning to sell condos during efficient ones. Ensure they are certified by EnergyStar,
this highly-desired time in real estate? If so, which implies that they meet a high level of efficiency.
they have probably been focusing on the curb appeal Kitchens - Upgrading counters is not the only
of the home, upgrading kitchen counters and flooring, thing sellers can change in the kitchen. Cabinets can
and making other cosmetic upgrades. be replaced with more eco-friendly materials. They can
However, they may not be thinking about be redone with wood alternatives such as com-
green features. There are a considerable posite veneer or recycled bottles and glass
amount of environmentally-friendly recovered from landfills. Reclaimed
Jennifer Ireland,
SRES, SFR, MRP
upgrades that will appeal to pro-
spective buyers shopping for a
Green wood, metal and stone also are
good alternatives.
Co-Chair, Common
new home.
Condo owners may have
homes are Water - Dual-flush toilets give
users two options on how
Interest Community
Advisory Group
certain restrictions to the
range of upgrades that can selling faster, much water to use per flush.
Install aerators on your fau-
be done (unless they live cets, and replace shower
within an association that with buyers heads with low-flow shower
heads. Installing appliances
has embraced the “go-green”
lifestyle), but there is no rea-
son you can’t take advantage of
willing to pay like tankless water heaters
and hot-water recirculation
the numerous products that are
currently on the market. They can
more. pumps help to minimize the
amount of water that is wasted.
decrease a home’s carbon footprint and Flooring - There are more environ-
eliminate airborne toxins while increasing mentally sustainable choices available now
the use of recyclables. than ever before for flooring. Options include re-
Lighting - One of the easiest things a condo owner claimed wood, bamboo, cork and natural linoleum.
can do to decrease energy costs is to replace incandes- Paint - Many sellers put up a fresh coat of paint
cent light bulbs with compact fluorescent lamps (CFLs) when selling their home. Since volatile organic com-
and light-emitting diodes (LEDs). Not only can they re- pounds (VOLs) can cause headaches, nausea and irri-
duce energy bills, they can last 10 to 25 times longer. tation to skin and eyes and to the respiratory system,
Instead of keeping lights on all the time, use mo- suggest to your sellers that they paint with no- to low-
tion detectors both indoors and outdoors. Lights will VOL paints.
only be activated when needed and reduce energy us- Windows - One of the most cost-effective energy-
age, a great selling factor for potential buyers. There efficient investments that appeal to buyers is upgrad-
is an added benefit to motion detectors used outdoors. ing windows. Replace windows with those that are
This can also be a deterrent to criminals because the double- or triple-paneled framed with vinyl, fiberglass
lights come on when motion is detected. or clad-wood materials. Exterior doors can be swapped
Heating and cooling - Installing a programma- out with energy-efficient models.
ble thermostat is another energy saver the homeowner Exterior - If the condo association allows it, sell-
can manage when the AC or heat is turned on, thereby ers can “go green” with landscaping while also improv-
being on for less time when the home is empty. ing curb appeal. Instead of using exotic plants in land-
Installing high-efficiency heating and cooling scaping design, use native species that can adapt to
equipment such as the furnace and HVAC system will the local climate. This often requires less watering and
not only save money, but will also produce less pollu- maintenance. Strategically planting trees and shrubs
tion while operating. Insulation can be added to attic can also help to control a home’s temperature.
and hot water pipes. (continued on next page...)
14 Hampton Roads REALTOR® • March 2019REALTOR® Spotlight: Jessica Riegel
Name: Jessica Riegel, Keller Williams Town Center Favorite HRRA activity: REALTORS®
HRRA member since: 2017 Have a Heart because I love any opportunity
REALTOR® activities and honors: 2019 vice-chair of to give back and do good in our community.
HRRA’s Resale Council; Virginian-Pilot Reader's Choice "Best Most memorable HRRA moment: Win-
Of" Gold Award for REALTOR® in Virginia Beach 2018; and ning the overnight getaway in the HRRA’s
member of HRWIRE (Hampton Roads Women in Real Estate). 2018 “I am one®” contest.
Community involvement: Active volunteer with REAL- I am proud to call myself “one” because: I get to repre-
TORS® Have a Heart, Keller Williams Red Day and monthly sent an organization that lauds ethical real estate practices
Soup Kitchen at Ohef Shalom Temple (we provide those in and coming from a place of contribution.
need with a freshly-cooked meal, clothing, groceries, toiletries, Best piece of advice to fellow REALTORS®: Get involved
haircuts and more). in your local REALTORS® association early and often! Take
I chose to become a REALTOR® because: I want to be a advantage of the wealth of knowledge, camaraderie with
trustworthy guide and advocate for people taking life-chang- like-minded individuals, and fun events for the betterment of
ing actions in an often-confusing real estate environment. yourself and your business. ⌂
Favorite REALTOR® benefit: Access to a huge online
library of business books.
(Green, continued from previous page)
Green homes are a growing trend in the real estate market. They When sellers list an energy-efficient home, buyers can feel
are selling faster, and buyers are willing to pay more for the long- they are saving money while saving the environment. There are
term savings they can offer. According to the National Associa- multiple benefits to purchasing green homes because they are
tion of Homebuilders, home buyers consider efficiency “very im- healthier, more-efficient and have a greater resale value. ⌂
portant,” and 73 percent agree that “the projected utility costs of a
home would influence purchase decision.”
Thank You to our 2019 HRRA Partners
GOLD SILVER BRONZE
COPPER
AMBASSADOR
Fulton Bank
Hampton Roads REALTOR® • March 2019 15Property rights or entitlement?
You have to pay to stay.
A
s a broker who focuses solely on investment knew any “magic answers” for people in his situation.
property, I get a lot of calls from people who I shared with Jack that just the week before, the
want to pick my brain to help them with in- mortgage lender approved a short sale for a seller I am
vestment property decisions. Sometimes these calls working with, and I asked if Jack had considered sell-
end up being more entertaining than an Oscar-winning ing his home. He replied that selling was not an option
movie! because, without this home, he would be sleeping in
Take this call I got a call from a homeowner the streets.
who had called me previously to ask how I then asked Jack if he had consid-
he could get started in real estate in- ered taking in roommates. He scoffed
Patti Robertson vesting. Let’s call him “Jack” (not at that, saying, he had done that
his real name.) On this call, Jack before and it didn’t turn out well.
Vice-Chair, Property asked if I knew any “magic an- We need to I suggested that maybe it was
swers” for homeowners who time to consider downsizing
be educated
Management and
Leasing Council are behind on mortgages and to a less-expensive home, or
“dealing with the banks.” even an apartment, until he
Jack explained that he
had been out of work for al-
about handling got his income back up to
what it was previously.
most 20 months, stopped pay-
ing his mortgage 12 months distressed For some reason that my
logical brain just doesn’t un-
sales.
ago, and was still living in what derstand, Jack felt he should be
he described as a $220,000 home. able to stay in his home, without
While Jack had since gotten a job, making payments, until he is able
his take-home pay is half of what he to secure a higher-paying job. I can un-
formerly made. derstand the anger Jack feels, having been
Jack said that the mortgage lender promised to strung along with false promises by the mortgage
restructure his loan and instructed him to stop pay- lender. What I can’t understand is the feeling of en-
ing his mortgage a year ago while they processed the titlement that the shareholders of the mortgage lender
paperwork. I have no doubt the mortgage lender really should carry the cost of the mortgage for this man in-
said that, as I have heard the same story from many definitely because he can no longer afford to pay his
other distressed homeowners. The thing is that, with mortgage.
income of only half of what he needed to qualify in the I have a feeling we are going to be getting a lot
first place, this man has no hope of qualifying for a loan more calls from people like Jack in the coming year.
modification. Just last month I received an email solicitation from a
That seemed like good old common sense to me, but local mortgage broker who was offering no-doc loans!
both the mortgage lender and Jack had spent months It seriously feels like we are right back in the last de-
going down the path that was clearly only going to end cade with banks making loose lending decisions and
with bad news for Jack. In the meantime, Jack con- homeowners getting overextended.
tinued to live in a house for free because the mortgage As an investor, I welcome this market shift that
lender allowed him to stay there without making any will present an excellent opportunity to pick up some
mortgage payments—for over a year at that point! rentals. As agents, we need to be educated about han-
When I shared my concern with Jack about the un- dling distressed sales so that we are ready when the
likeliness of him getting approved for a loan modifica- Jacks of the world call.
tion, he said that is exactly what he eventually found Now is a good time to work on your Certified Dis-
out. Jack revealed that a few days before our phone tressed Property Expert Designation REALTOR® Des-
call, the mortgage lender told him he was denied the ignation if you don’t have it already! ⌂
loan modification, and that was why he was asking if I
16 Hampton Roads REALTOR® • March 2019Nice ice, baby!
Here’s a “freeze frame” or two of HRRA’s annual YPN REALTOR® Night at the Rink, held January 18 at Norfolk’s Scope Arena. The
Norfolk Admirals fell 5-3 to the Jacksonville Icemen, but the miles of HRRA smiles, camaraderie and HRRA’s attendees being featured
dancing on the Jumbotron made for a great night. The event was presented by HRRA’s Young Professionals Network (YPN) and drew
REALTORS® and Affiliate as well as their friends and family. The next YPN event is an education session on “#realsuccessstories: An
under 40 Top Producers Panel” from 10 a.m. to noon March 26 at HRRA and will be sponsored by Richmond Alarm Company. RSVP with
the subject line “March” to YPN@HRRA.com. – Victoria Hecht, HRRA Communications and PR Specialist
Low rates. Low fees.
We’ve made it our business to be the Mortgage
Experts. Get your clients one of the lowest rates
around today, call 757- 451- 4006.
dollar.bank/mortgages
Equal Housing Lender. Member FDIC.
Copyright © 2019, Dollar Bank, Federal Savings Bank. MOR018_19
Hampton Roads REALTOR® • March 2019 17Calendar of EVENTS
MARCH
Resale Council / REALTORS® Have a Heart March 5 10 a.m. Ronald McDonald House
Government Affairs March 7 1 p.m. Norfolk/Suffolk Room
Professional Standards Road Show March 8 9 a.m. Norfolk/Suffolk Room
Affiliates Council March 8 9:30 a.m. Virginia Beach Room
The ABCs of Writing Commercial Contracts March 12 8:30 a.m. Chesapeake Room
New Member Orientation March 12 9 a.m. Norfolk Room
Owners/Managers Council March 12 5:30 p.m. The Idea Center, Norfolk
International Advisory Group (IAG) March 13 12:30 p.m. Norfolk/Suffolk Room
REALTOR /Lawyer
®
March 14 1 p.m. Norfolk/Suffolk Room
New Homes App Madness March 15 9 a.m. Norfolk Room
Property Management & Leasing Council March 19 11:30 a.m. Norfolk/Suffolk Room
Common Interest Community Forum March 21 1 p.m. Virginia Beach Room
New Member Orientation March 23 9 a.m. Norfolk Room
Circle of Excellencesm Awards Gala March 23 6 p.m. Virginia Beach Convention Center
YPN Education Session March 26 10 a.m. Norfolk/Suffolk Room
APRIL
Resale Council April 2 1 p.m. Norfolk Room
HRRA’s Member Expo April 11 9:30 a.m. Chesapeake Conference Center
Government Affairs & REALTOR /Lawyer
®
April 11 1 p.m. Chesapeake Conference Center
Affiliates Council April 12 9:30 a.m. Virginia Beach Room
New Member Orientation April 16 9 a.m. Norfolk Room
Virginia Residential Landlord and Tenant Act April 18 9 a.m. Norfolk/Suffolk Room
Looking Ahead
REALTORS® Have a Heart Circle of Excellencesm HRRA’s Member Expo REALTORS® vs Affiliates
Volunteer Event Awards Gala April 11 Kickball Tournament
March 5 March 23 Chesapeake Conference Center May 8
Ronald McDonald House VB Convention Center City View Park, VB
18 Hampton Roads REALTOR® • March 2019Calendar of EDUCATION
North Carolina
Academy of Real Estate, LLC
MARCH
Principles Exam Prep March 2 9 a.m. Chesapeake Campus
Principles of Real Estate (AM) March 4-25 9 a.m. Chesapeake Campus
Principles of Real Estate (AM) March 4-25 9 a.m. Newport News Campus
Principles of Real Estate (PM) March 4-25 6:15 p.m. Chesapeake Campus
Continuing Education Required Topics March 7 8:30 a.m. Chesapeake Campus
Broker Licensing: RE Law March 11-15, 18 9 a.m. Chesapeake Campus
Broker Management CE March 14 8:30 a.m. Chesapeake Campus
Broker Licensing: RE Brokerage March 18-22, 25 9 a.m. Williamsburg Campus
Continuing Education Related Topics March 21 8:30 a.m. Chesapeake Campus
NC Law, Rules and Legal Concepts March 22, 25-27 8:30 a.m. Nags Head
Continuing Education Required Topics March 26 8:30 a.m. Chesapeake Campus
APRIL
Principles Exam Prep April 6 9 a.m. Newport News Campus
Broker Licensing: RE Finance April 8-12, 15 9 a.m. Williamsburg Campus
Principles of Real Estate (AM) April 8-29 9 a.m. Chesapeake Campus
Principles of Real Estate (AM) April 8-29 9 a.m. Newport News Campus
Principles of Real Estate (PM) April 8-29 6:15 p.m. Chesapeake Campus
Continuing Education Required Topics April 11 8:30 a.m. Chesapeake Campus
Continuing Education Required Topics April 23 8:30 a.m. Chesapeake Campus
Continuing Education Related Topics April 25 8:30 a.m. Chesapeake Campus
GRI 508 - Virginia Laws and Regulations April 26 9 a.m. Chesapeake Campus
*Course schedule may change without notice.
Campus Locations For more information, please visit AlphaCollegeOfRealEstate.com or NCAcademyOfRealEstate.com
CHESAPEAKE NEWPORT NEWS VIRGINIA BEACH WILLIAMSBURG NAGS HEAD
(Alpha & NCARE) (Alpha) (Alpha) (Alpha) (NCARE)
638 Independence Pkwy, #100 11861 Canon Blvd, Ste A, 184 Business Park Drive 5000 New Point Rd, #1101 3022 S. Croatan Hwy, Unit 26
Chesapeake, VA 23320 Newport News, VA 23606 Virginia Beach, VA 23462 Williamsburg, VA 23188 Nags Head, NC 27959
Tina Flowers
HWA Account Executive
Phone: 888-492-1185
Cell: 757-675-1185
tina.flowerss@hwahomewarranty.com
888.492.7359
Orders-opt. 1, Claims-opt. 2
www.HWAHomeWarranty.com
Hampton Roads REALTOR® • March 2019 19RPAC: Real estate Professionals
Advocating for our Communities
H
ello, friends! I hope your New Year started One way we are able to ensure we are doing
strong and is going well for you. What a year our very best is to contribute to the Hampton Roads
it has been so far! Meeting with lawmakers REALTORS® Political Action Committee, or HRRPAC,
who have worked incredibly hard in our General As- so that HRRA may continue to work on behalf of our
sembly Session has been very enlightening this year. membership and our clients. We can NOT do this with-
In February, a good number of HRRA members out the generous contributions from REALTORS® to
attended the Virginia REALTORS® Economic and HRRPAC.
Legislative Summit in Richmond. It is al- As a REALTOR®, your minimum
ways great getting to network with “Fair Share” contribution is $35. This
Your $35
Barbara Sgueglia other agents from across the state, means that 100% of our member-
but it’s especially wonderful to ship should be contributing $35
connect with our legislators. or more in order to help keep
contribution
Chair, HRRPAC
Fundraising I’m always impressed our representation and mobi-
with the high regard in lization going strong. I cannot
which our legislators hold
our membership. Our Town
could make stress enough how much we
need you! Your $35 contri-
Hall-style meetings allow
legislators to connect with a
the difference bution could truly make the
difference in saving our in-
large number of their constit-
uents. This differs greatly from
in saving our dustry. It is THAT critical this
year—now more than ever.
the two- or three-minute meet-
ings other groups feel lucky to get
industry. In order to serve our
REALTOR® community best, we
in the General Assembly offices. need a minimum of 75% participation
I am always filled with REALTOR® in RPAC before the end of the first quar-
pride during the event, and this year was no excep- ter 2019. Are you willing to do your part to preserve
tion! Our legislators know the power of the “R,” and it and advance the REALTOR® Party today? What our
shows! industry needs is for you to take just a moment to visit
I cannot thank our incredible HRRA Government HRRA.com/HRRPAC and contribute your Fair Share
Affairs Committee, our Government Affairs directors now.
and the Virginia REALTORS® Government Affairs As you know, RPAC stands for the REALTORS®
folks enough for the way they represent us and advo- Political Action Committee. Playing on the acronym,
cate for us. The respect and attention this organization I have dubbed the 2019 theme of “RPAC Fundraising:
receives from our legislators is far more than most. Real estate Professionals Advocating for our Commu-
Have YOU seen the legislative updates this year? nities.” Simply put, for the price of one cup of coffee
HRRA was able to work with legislators to get some per month, you can exercise your Fair Share to protect
very important legislation to the floor—to help our your clients AND your career.
members with health insurance and tax situations, Is there any question that this is a necessary in-
and to help protect our clients in multiple ways. Lots vestment? I hope not. You have my promise and com-
and lots of incredible REALTOR® progress! mitment that I will always do my part to protect our
As REALTORS®, we receive the benefits of our or- industry. Can I count on you to spend just a moment
ganization whether we show up to these events or not. to fulfill your Fair Share contribution of $35 or more
We have an obligation to protect our clients whether today, so that we may protect our industry together?
we show up to these events or not. But we ALL have an Stay tuned for fun HRRPAC events throughout the
ethical obligation to ensure that we are doing our very year! I look forward to serving alongside all my fellow
best. I hope you are aware of just how hard they work REALTORS® to exceed our RPAC goals in 2019! ⌂
on our issues while we are doing other things!
20 Hampton Roads REALTOR® • March 2019IN BRIEF: Big news, small bites
tering needs to happen everywhere in the
Importance of a house. Make sure that the kitchen coun- Owner? Broker?
ters are clear of utensils and small appli-
beautiful listing ances. Personal pictures and effects should Manager?
also be hidden from the view of a potential
Catherine Bell buyer. Don’t overlook cluttered closets. Danita Hayes, MBA
Homescan of Virginia LLC The goal is to make the house appear Vice-Chair, Owners/Managers Council
as neutral as possible so that buyers can
picture themselves and their belongings in
With our busy season right around that home. The Owners/Managers Council (OMC)
the corner, many real estate professionals After decluttering, the next step is to is super excited about the increased partic-
are shifting gears to meet the expected de- deep clean all visible areas. A clean, bright ipation in our recent meetings. This coun-
mand. Just like real estate itself, the mar- carpet that has been freshly washed will cil is a great resource for owners, brokers
ket is quickly changing. make a bigger impact on pictures, scans, and managers.
According the National Association of and videos than a carpet that has simply OMC covers a broad array of topics
REALTORS® (NAR), 51% of homebuyers been vacuumed. that most on the management level may
purchased a home that they found online Finally, make sure that you, as the deal with on a day-to-day basis. It’s always
during this past year. This lends to the agent, walk the property ensuring that the a good time to meet and network with oth-
notion that the appearance of your listing appearance is the best it can be prior to er owners/managers in our industry.
in the form of pictures, videos and virtual photography. We have a great time, but most impor-
tours is more vital than ever. While these tasks may be just another tantly, we learn from each other because
While real estate photographers are addition to the other million things you iron sharpens iron. We pride ourselves in
able to boost the image of your listing with have on your to-do list, it is an absolute making sure that the guest speakers we in-
great lighting and angles, there are a few must if you are listing anything this year. vite will bring value to our meetings, and
things that you can do to elevate your list- According to a recent study conducted the participants walk away feeling like
ing from great to irresistible. by Chicago-based real estate photography they have learned something that they can
This can be challenging for an occu- firm VHT Studios, 32% of homes that had take back to their individual firms and ul-
pied listing as someone has been living in high quality pictures or tours sold faster timately continue to grow.
the home for quite some time and has un- than their counterparts who did not. We have some great events planned
doubtedly made it their own. Moreover, according to Redfin, homes for 2019 and hope to see even more partici-
According the NAR, 77% of potential listed between $200,000 to $1 million that pation from our managers/brokers.
buyers could picture themselves living in had high quality pictures and videos sold With the spring market about to be
a staged home versus a home that lacked for $3,000 to $11,000 more than list price. in full swing, it’s a great time to get new
staging. Don’t forget about the importance of training ideas and topics to help educate
So, how do you make a lived-in home the appearance of your listings. If you do, and grow our agents. We all know that the
look staged? it could be a mistake worth thousands! ⌂ more knowledge we have, the more prob-
Many of the top agents in the country lems we can solve and close more deals.
start with the same task—decluttering.
According to the Homelight blog, declut- (continued on page 23...)
Hampton Roads REALTOR® • March 2019 21New green homes help
homeowners save their green
A
s resale inventory continues to be low in the Consumers now have access to programmable
Hampton Roads area, buying a new construc- and smart thermostats for better control of their home
tion home might be a perfect option for your temperature and home energy costs. Some choose to
client. New homes are being built greener than ever set times for systems to run best with their schedules.
with new technologies being introduced into the indus- Other programs can be run into smartphones that can
try all the time. detect your location.
With more options offered to potential buy- One can choose to turn down their systems
ers, new construction homes can help save when they are away from their proper-
money that they can put to other uses ties and when the system detects you
Colby Raymond as well as help the environment. within a certain vicinity of the
It starts from the foundation and property, the system will bring
goes up from there! As many the temperature of the home to
New homes
Vice Chair, New
Homes Council homes in the region are built the preferred setting.
on crawl foundations, these Working with a builder who
can lead to damp conditions,
more termite issues, and un-
are being built is knowledgeable on trends is
a winning factor for everyone.
regulated temperatures un-
der the home.
greener than The National Association
of Home Builders (NAHB)
A growing trend is to have
a raised solid foundation, which
ever. offers a Certified Green Pro-
fessional designation for their
has the lifted appearance of a builders and industry profession-
crawl space foundation but instead als. This requires builders to have a
is a solid concrete base. Pipes are bet- background in green building methods
ter temperature regulated and less likely as well as the ability to reach consumers,
to rust or bust that would be more likely on a crawl without driving up construction costs.
foundation. This foundation also has less settlement Hampton Roads has over a dozen builders with
issues as there are no piers under the home. As one this designation and they can be found on NAHB’s
builder once explained, “There are no squeaky floors on website at nahb.org.
a raised foundation.” As a REALTOR®, you can gain more knowledge
Properly-laid insulation in a home is another key about construction through the course “Anatomy of a
component for the green power of the home. Insulation Home,” which is taught twice a year. The class starts
is measured in R-values, which is the capacity of the with an in-classroom session and is followed by a field
material to resist the everyday heat flow. The higher trip to a new home under construction. You learn about
the R-value, the better the insulating power. what it takes to raise the sticks up in the air and what
R-values can be found for walls, floors and ceilings is behind the walls.
with various types of insulation available. Additional Local builder Jeff Ainslie of the Ainslie Group has
foam core insulation on attic doors can also help keep taught the class for over 20 years and makes the con-
the air from escaping into the attic and less insulated struction lingo entertaining.
spaces. The New Homes Council will be hosting the next
Control over heating and cooling unit continues to class on May 16 at HRRA, so join us to learn more
become more user-friendly and can save buyers more about building your clients’ dream home. ⌂
money. The higher a SEER rating for the unit, the
more efficient the unit is and lower the operation costs.
SEER stands for seasonal energy efficiency ratio and
units with a SEER value of 18 or higher are now being
the criteria for Energy Star most efficient ratings.
22 Hampton Roads REALTOR® • March 2019You can also read
