Business Resources
Resources for your real estate business.
Ombudsman and What it Means to You
By Elsa Rake
FAAR Ombudsman Program
“What is the Ombudsman Program?” – you may be asking. Simply put, it is an informal phone mediation program. This program is designed to help address and solve minor complaints from the public. It can also help resolve conflicts between REALTORS.
Sometimes members of the public have complaints that are transactional or procedural in nature and not necessarily actual violations of the NAR Code of Ethics. Typically when a member of the public wants to file a complaint against a REALTOR they will be put in contact with FAAR’s Professional Standards Administrator. If the Administrator determines the case meets the criteria for the Ombudsman Program, they will explain and offer the program to the complainant.
If the complainant agrees, an Ombudsman will be assigned to the handle the complaint. The Ombudsman will contact the complainant and will explain the procedure. The Ombudsman is not a true mediator but more of a go-between the parties. They will listen and try to understand the situation so they can determine the outcome the complainant is looking for. Sometimes it can be a simple apology, or they may need clarification on the situation. With permission from the complainant the Ombudsman will contact the other party so that a resolution may be reached. The Ombudsman program provides a venue for the complainant to have their story heard, sometimes that’s all that is needed and situations are diffused so that no formal complaints are filed and positive relationships are restored between the parties.
If the parties cannot come to a satisfactory agreement, the complainant can move forward with Mediation or a formal complaint. The negotiations or discussions that take place through the Ombudsman Program will have no bearing on the complaint moving forward.
If you have a complaint against another REALTOR®, keep this program in mind. Sometimes misunderstandings or lack of communication are what lead agents to want to file a complaint. An Ombudsman might just be the answer to get the communication going and for understanding to clear up an unpleasant situation.
Meet Byron Smith, Sr., CCIM, Esq., CCIM Instructor
Byron Smith, Sr., CCIM, Esq. visits Fredericksburg on October 5th to teach the Fundamentals of the HP10BII financial calculator and Secrets and Tactics of a Skilled Commercial Negotiator. Learn more about Byron in his bio below!
Byron Smith, Sr., CCIM, Esq., is President at Metropolitan Realty Group, Inc. in Vienna, VA. He has over 43 years of commercial real estate experience and has been a real estate investor, attorney and real estate broker in the Washington, D.C. and Northern Virginia real estate markets. He has served as an attorney for the U.S. Department of Housing and Urban Development as well as a real estate attorney for the law firm of Melrod, Redman & Gartlan in Washington D.C
Smith has been a CCIM Institute instructor since 1994 and has also educated commercial practitioners throughout the world including China, Russia, Japan, Taiwan, Germany, the U.K., Canada and Poland.
He has been highly involved in the institute and has served as a member of the Institute’s Board of Directors, a member of the Board of Directors of the CCIM Education Foundation, and chair of the Faculty Committee. Most notably Smith founded CCIM Institute’s Cultural Diversity Education Program (CDEP) in 2002. The purpose of the program is to develop a critical mass of minority CCIM designees who can positively impact their respective communities and the commercial real estate industry in general.
Smith earned his Bachelor of Arts degree in political science and economics from The George Washington University and his Juris Doctorate degree in corporations, real property, and federal taxation from The Rutgers University School of Law.
Registration is now open for the CCIM class on January 30th. In addition to working towards your CCIM designation, this class also provides 7 Hours CE Real Estate Related and 2 Hours PL Current Industry Issues and Trends.
Save your spot today at faarmembers.com/calendar
Get Featured on Member Monday
#MemberMonday Spotlight
Fill out this form to be spotlighted in our new #MemberMonday series on the website, in social media, and the quarterly FAARside!
The Fredericksburg Area Association of REALTORS® Member Spotlight feature allows members of the community to get to know each other before working with each other in a transaction. Each member answers a series of questions to reveal more about themselves as people. It is FAAR’s hope that learning about an individual may spark connections that blossom via email, phone conversations or in-person meetings at events and classes.
#MemberMonday
Spotlights FAAR Members
2019 Board of Directors Announced at 2018 FAAR Expo
2019 Board of Directors
Executive Committee—
President Drew Fristoe, Coldwell Banker Elite, Massaponax
President-Elect Arlene Mason, Coldwell Banker Elite, Fredericksburg
Vice President Mark Geslock, Century 21 Redwood
Secretary Pam Kuper, Century 21 New Millennium
Treasurer Carrie Danko, 1st Choice Better Homes & Land, Fredericksburg (2nd year of a two-year term)
Immediate Past President Kevin McGrath- Long & Foster, Inc.
Directors—
Cindy LeBrun, Exit Realty Group (2-yr. term)
Carol Sondrini, Coldwell Banker Elite, Massaponax (3-yr. term)
Deb Ellis, Coldwell Banker Elite (3-yr. term)
Jessica Anthony, Exit Realty Expertise, King George (2-yr. term)
Affiliate—
Phillip Blake, MBH Settlement Group
Joining continuing Directors—
Ben Keddie and Clay Murray
August Sees More of the Same in Local Real Estate Market
“The summer housing market finished strong with a healthy housing market for the Fredericksburg area,” stated FAAR Board of Director Pam Kuper. “Area median sales prices increased anywhere from 2% to 5% while days on market continued to decrease compared to the same time last year. Although we’re seeing a slight slowing in sales, mainly due to the return to school, the market is still strong.”
Total sold volume increased over 7.5%, increasing to $191.2 million in August of 2018 from $177.7 million in August of 2017. Median price remained flat from last August at $300,000, posting a mere 1.5% increase over the $295,000 median price point last year. Units sold increased from 567 in August of 2017 to 595 in August of 2018, representing a nearly 5% jump in sales.
Days on market, the time it takes from when a listing enters the market until it receives a ratified contract, fell at a slower pace again in August than in previous months. The market has been experiencing year-over-year reductions in days on market exceeding 20%, but August came in at a modest 6% decrease. In August of 2017, homes spent an average of 49 days on the market compared to 46 days in August of 2018.
Overall active listings were up over 3% in August of 2018 compared to last August, but new listings coming onto the market remained static, adding just more house to the mix than last year. In August of 2017, prospective buyers had 1,719 homes to choose from with 878 of those homes coming onto the market sometime during that month. In August of 2018, 879 homes came onto the market and provided 1,774 homes to chose from. New transactions going under contract in the month August fell almost 7% compared to August of 2017.
Real Estate Agent Safety
Safety Tips for Agents
Agent Safety
- Always have potential clients meet you at your office or at FAAR.
- Explain to them that company policy is to get a copy of their driver’s license
- Note the make and license number of their car
- Introduce them to a co-worker
- What kind of shoes are you wearing when showing homes in secluded areas? If you have to move quickly, can you do it in 4” heels?
- Avoid provocative photos in your marketing
- Consider holding your car keys in your hand while showing homes; see #7
- Most key fobs for cars have panic buttons on them; if you feel uncomfortable, press the red button
- Before you get out of the car at any showing, check to make sure you have cell signal and that the phone is charged
- Show homes during daylight hours, or don’t go alone
Buyer Safety
- Know your communities; know the escape routes. If and when you need to leave the area quickly, you want to be able to do it quickly.
- When arriving at an unoccupied home, back the car in, or turn around for a quick exit. Consider parking in the street at the curb.
- Consider leaving the driver side window down; if you need to get to the car quickly and get in, fumbling with your keys is not really going to help you. Added benefit; you can’t lock yourself out of the car…
- When entering any home, open the front door and let the client enter first. Never enter a home or any room first.
- If the home has a deadbolt, consider opening the deadbolt and push the door to; this way the door can’t be quickly slammed and locked behind you.
Seller Safety
When you go on a listing appointment, do you do a SAFETY SURVEY with your clients? If you take the time to discuss with them how to make their home a haven of safety while it is listed, you are probably having a discussion with them that your competitors have not bothered to have. You have now set yourself apart from the crowd.
- Prescription Drugs – Lock them up, or property dispose of them. A recent survey of agents in San Diego, CA revealed that over half of the 164 agents surveyed had knowledge of a prescription drug theft taking place at an open house.
- Secure All Valuables; Remind Clients That You Can’t Be Responsible For Thefts:
Jewelry, artwork, cellphones, gaming systems, and firearms. Think about mail on the countertop; in today’s world of identity theft, a bank statement left out in plain view is a potential serious problem. Instruct sellers to police the home before leaving for a showing. - Ask the seller to make a home safe for the buyers and the agent
—Turn on all the lights before leaving for a showing
—Check for loose flooring and carpet; check any staircases. Are they to code? Eliminate the risk of falls before they happen.
—Is there a security system? Is it monitored? Do different people have different codes? - Explain to your client the danger involved in letting unexpected visitors enter their home. If anyone shows up unannounced, they should hand them the listings agents card and instruct them to contact the agent to set up a showing.
- Family photos – suggest to your seller that they should consider removing them. You never know who is viewing your house; photos of your grandchildren, daughters, etc. might not be something you want strangers seeing.
Open Houses
- Let neighbors know you will be holding an open house
- Upon arrival, check all exits and make sure you can get out quickly
- Turn on all lights and open all curtains
- Position yourself so you can see all arrivals and make a note or take a picture of their vehicle
- Require all visitors to sign in
- Notify a friend that you will check in on a pre-arranged schedule by text or phone
- It’s not over until it’s over; make sure everyone has left the home before you lock up and leave
#MemberMonday | Meet REALTOR® Joe Robinson
The Fredericksburg Area Association of REALTORS® Member Spotlight feature allows members of the community to get to know each other before working with each other in a transaction. Each member answers a series of questions to reveal more about themselves as people. It is FAAR’s hope that learning about an individual may spark connections that blossom via email, phone conversations or in-person meetings at events and classes.
Name
Joe Robinson
Hometown
Manassas VA
Current Location
Rhoadesville VA
Title
REALTOR® with Weichert Co. of Virginia
Number of Years in the Industry
2 1/2
Why do you love working in real estate?
I love the ability to helping families find their dream home. I love bring joy to their faces when I find the perfect place.
What are you most proud of in your career?
How much I have grown and respect the industry.
Do you have a special cause or volunteer your time?
I am the leader of the Orange County 4H Goat and Sheep Club. I have been part of this organization from the age of nine. I love watching how 4H is changing the kids lives and watching them grow up into fine adults.
Fun Fact
I live on a goat farm in Orange County
#MemberMonday | Meet REALTOR® Janice Pearson
The Fredericksburg Area Association of REALTORS® Member Spotlight feature allows members of the community to get to know each other before working with each other in a transaction. Each member answers a series of questions to reveal more about themselves as people. It is FAAR’s hope that learning about an individual may spark connections that blossom via email, phone conversations or in-person meetings at events and classes.
Name
Janice Pearson
Hometown
Fredericksburg, Virginia
Title
Real Estate Consultant at Samson Properties
Number of Years in the Industry
13
Why do you love working in real estate?
I love getting out there and meeting people, first of all, and being able to serve them with a smile and a professional and trustworthy service that goes to the 100% level in real estate! I work commercial and luxury home sales to homes for Seniors or First Time Home Buyers! No service is too big or too small. I love working fundraisers and cereal drives. Meeting the public and helping out the community is what it’s all about! Can’t beat the freedom with schedules and meeting people to fill their requests to meet their needs and dreams of finding the home of their dreams. I love going to real estate classes and meeting my real estate family and working together to bringing our clients to one unity. It’s sorta of like a Real Estate Marriage—everyone reaching towards one goal, the closing of their home and everyone all working to save my client’s hard-earned money! Each day is never the same in my field—I like the non-routine, viewing homes, finding the perfect location and fit for my clients and their families. In closing….I just love Real Estate!!
What are you most proud of in your career?
My licenses! Working task strategies and working with lenders to serve them better. Staging homes, open houses, networking, serving my community, and helping the general public!
Do you have a special cause or volunteer your time?
October 2017—I was collecting cereal, my team fell out, and I was determined to put food on the table for the less fortunate! I collected $3,000 throughout the surrounding area for the 2017 FAAR Cereal Drive. We won Most improved Brokerage!
Why is there no competition on the ballot?
by Pat Breme, RCE, CIPS
Chief Executive Officer
The Nominating Committee selects candidates based on how invested the person is or hopes to be in the future of the association. The group looks at the skills each can bring to the table, past or current participation and a basic understanding of the Board responsibilities.
Each year a list is compiled of members who others have suggested, those who self-nominate and those identified by current leaders as potential policy makers for FAAR. The Nominating Committee sees the value in having many different companies represented around the table as well as a mix of brokers and street agents, young and seasoned agents but all that is secondary to what the individual can contribute and their passion to serve.
The Policy Manual states that an individual should serve at least one year on a Committee. Sometimes that policy is less important than getting someone on the Board who represents a specific category of real estate or need of the Board. The rationale of the policy is that a person who becomes part of the decision-making process of the association should have a working knowledge of how it works, what the strategic plan addresses, the work of committees and some comfort level with financial statements and investment strategies. Having a sense of the culture of FAAR is also helpful because that understanding comes from knowing how FAAR REALTORS® work and what they want and need to be successful.
For those who are interested in serving on the Board, join one Committee, attend a few events, study the strategic plan. The Nominating Committee is not looking for association junkies. In the interviewing process, they are impressed by those who take the time to study up on the subject of FAAR. Ultimately, the 13 individuals who sit at the table have fiduciary responsibilities to spend the member’s money wisely and make policies that benefit the members and the financial health of the association.
By all means, throw your hat in the ring. FAAR needs new and different views. The Nominating Committee meets in June. Look for the outreach inviting all those interested to apply. The nomination process is a like job interview, understandably, a job interview for a volunteer position, but a position that requires knowledge, commitment and expertise, none the less.
View the Sample Ballot for 2019 Leadership here
Start your leadership journey at www.faarmembers.com/committees
Two New Commercial Real Estate Classes from FAAR Academy
Early Registration Special:
Enjoy both classes, lunch and reception for just $99 FAAR members/ $149 Non-members when you register prior to September 21st.
Fundamentals of the Financial Calculator for the Commercial REALTOR
8:30 am – 12:00 noon
In order to achieve success in the commercial real estate industry, the commercial REALTOR needs to know how to make important financial calculations that impact their real estate transactions. The Hewlett Packard HP-10BII calculator is the standard calculator in the real estate industry. This course will teach the participant how to effectively use the calculator to solve a host of problems such as how
• to understand and make time value of money calculations
• to calculate the effective yield to a lender
• to determine the true cost of borrowed funds to the borrower
• to understand and make internal rate of return (IRR) and net present value (NPV) calculations
• to use specialized function keys – AMORT, K, %/%CHG, CFJ/NJ, RCL/STO and other keys
Lunch included!
Preparing to Negotiate: Secrets and Tactics of a Skilled Commercial Negotiator
12:30 – 2:30 pm
The importance of negotiation and negotiation skills in the real estate industry cannot be overstated. Consummated real estate transactions, whether residential or commercial, do not magically occur, they are the result of the interaction and negotiation between the principles of the transaction. This course will sharpen negotiation skills of real estate agents and brokers, covering both monetary and nonmonetary terms.
FREE Commercial Reception
4:30 to 5:30 pm
Join us after classes for a wine and cheese reception to network with area commercial practitioners and discuss projects and properties of interest!
Press Releases
FAAR Public Policy Director, Kim McClellan, Receives Prestigious RCE Designation from NAR
Kim McClellan, Public Policy Director of the Fredericksburg Area Association of REALTORS®, is being honored by the National Association of REALTORS® with the REALTOR® Certified Executive (RCE) designation, which recognizes exceptional efforts made by...
February Picks Up the Pace in Local Real Estate Market
While February statistics tracked fairly closely to 2018 numbers, pending sales indicate a warming in the local real estate market. Total sold dollar volume increased 2.4% in February, coming in at $106.4 million compared to nearly $103.9 million in...
FAAR Partners with Local Housing Non-Profits to Expand Affordable Housing Opportunities
On any given day, 200 adults and children are homeless in our community. Homelessness is often a root cause of many other issues such as poor health, trouble in school, and lack of employment. No one can feel stable without a place to call home. The...
January Ushers in a Sluggish Start to 2019 Real Estate Market
The 2019 real estate market kicked off with mixed results. Total sold dollar volume fell 14.5% in January, coming in at $88.961 million compared to over $104 million in January of 2018. The number of units sold decreased year-over-year over 13.7%, going...