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October 15, 2012

    I n   t h i s   i s s u e . . .
  • PGCAR 2013 Membership Renewal
        - Payment Now Due!
  • Contracts Alert: 13 Form Updates
        Now in Effect
  • WCR: Atlantic City Bus Trip
        - This Wednesday, October 17
  • Red Cross Blood Drive
        - Next Monday, October 22
  • Presidential Election Voter Registration
        - Deadline is THIS Tuesday!
  • NAR Annual Conference
  • Huge SentriLock Sale
    Homeownership Matters
  • Maryland Mortgage Program:
        Alternative for High Credit Buyers
  • CityLIFT: $20K Assistance to Buy in
        Prince George's County or DC
  • Homebuyer Incentives in Prince George's County
  • Consumer Tip: Clever Security Devices
        - Simple Ways to Secure Your Home
    The Industry Insider
  • Urge Congress to Protect Rural Housing
  • Free MRIS Mobile App
        Own Your Own Mobile Brand
  • Need to Make-Up a GRI-300 Course?
        You Can Still Sign-Up for Module 304 or 305
  • DC and MD CEU Update
        Sale on All PGCAR Classes
  • Market Sen$e: Mortgage Rates Change Little
  • September Home Sales Stats Available Online
  • Sales Coach: Keep the Peace
        Handling Emotional Clients
  • Code of Ethics: #14-2
  • FCU: Benefits for Your Business
  • Free Hands-On MRIS Tools Training
  • 30 Under 30 Application
    PGCAR 2013 Membership Renewal
    Now Due ~ Renew at
    Invoices for PGCAR 2013 Dues in the amount of $636 are available online. Dues were due and payable as of October 1, 2012. A late fee will be charged after November 30. Association dues are as follows:

    PGCAR Dues $300
    MAR Dues $181
    NAR Dues $155
    Optional RPAC Contribution $35
    Optional Maclin Scholarship Fund Contribution $5

    Thank you for being a part of PGCAR!
    Visit to renew now.
    Renew online to receive an itemized receipt, and show dues payment
    on your PGCAR Order History.


    Maryland Form Updates Effective as of October 1, 2012

    The Residential Contract of Sale, Listing Agreement and 11 other forms have all been updated as of October 1, 2012. Replace your old forms with the updates! All new forms are available in the Members Only section. Log in and click on the "Revised" column title to sort all new forms to the top.

    Maryland Contract Form Updates
    Revised October 1, 2012
    A detailed summary of changes and practice tips is available here >


    WCR: Atlantic City Bus Trip

    Women's Council of REALTORS®, Prince George's Chapter
    invites you to join them for their

    Your ticket includes the bus trip, Casino coin package, water, sodas, snacks, mimosas, wine and champagne!

    Pick up:   PGCAR Association @ 9200 Basil Court
    Time:   Depart at 8:30 am
    Return by 8:30 pm
    Questions?   Doris at or
    Kathleen at

    ALL riders must be 21 or older.

    Come give the gift of life!
    PGCAR is hosting a Red Cross Blood Drive®

    Next Monday, October 22
    9 am to 3 pm

    At the
    PGCAR Office



    Presidential Election Less Than One Month Away
    Voter Registration Deadline is Tomorrow!

    Are you, your teammates and customers registered to vote? Do you know how YOU are going to vote on the 14 ballot questions?

    This year, there are 7 statewide ballot questions and 7 questions specific to Prince George's County.

    You can prepare yourself to vote smart by checking them out ahead of time here >>

           Important Dates
    • Voter Registration Deadline, THIS Tuesday, October 16
    • Early Voting, Saturday, October 27 - Thursday, November 1
      10:00 am - 8:00 pm except for Sunday (Sunday Hours Noon - 6:00 pm)
    • Absentee Ballot Application Must be RECEIVED By Tuesday, October 30
      8 pm in person or by mail, 11:59 pm by email or fax
    • Election Day, Tuesday, November 6


    NAR 2012 Annual Conference
    Discover Your Magic!

    Register for the 2012 REALTORS® Conference & Expo as soon as possible. Don't miss out on this once-a-year opportunity.

    Then join REALTORS® from around the world, early next month in Orlando, Florida. The Annual Conference features 100 education sessions, 400 industry exhibitors and dozens of networking opportunities and special events.

    Saturday's General Session features Afterburner, a team of elite military professionals who share combat-proven methodologies to help YOU achieve victory in your rapidly changing business environment.


    Huge SentriLock Lockbox and Power Paddle Sale

    Back by popular demand, PGCAR is pleased to announce the continuation of the sale on SentriLock Lockboxes. Lockboxes will be sold as follows:
    • 1 to 9 Lockboxes are $65 each + tax
    • 10 to 19 Lockboxes are $60 each + tax
    • 20 to 29 Lockboxes are $55 each + tax
    • 30 Lockboxes or more are $50 each + tax
    Also, SentriLock has lowered the cost of power paddles to $55 for a limited time. Power paddles must be ordered through PGCAR. If you would like to purchase one or more at this reduced price, please contact Shirley at the Association office.


    Maryland Mortgage Program
    Alternative for High Credit Buyers

    The Maryland Mortgage Program is again participating in the conventional mortgage market, offering a new option for homebuyers.

    Secretary Skinner told the Maryland Association of REALTORS® board of directors at their annual meeting that the state is partnering with Fannie Mae to create an alternative for borrowers with higher credit.

    Skinner said there would be a substantial savings for many of these borrowers.

    DHCD conventional loans are made possible by Fannie Mae's HFA Preferred program but retain many features of other Maryland Mortgage Program loans.

    Learn more about this new option >>

    Read more about MMP innovations on the DHCD Blog >>


    CityLIFT Down Payment Assistance Funds
    Access for Those That Missed the October Event

    Eligible homebuyers in the DC and Prince George's County area may be able to access $20,000 in funding for the purchase of a new or existing home. After living in the house for 5 years, the funding is fully forgivable and the City LIFT funds can be used in combination with most other down payment assistance programs, such as HPAP, My Home, or CDA.

    Those that missed getting a reservation for the funding at an early October event aren't out of luck.

    Just click here for more information on how to access the funding if you missed the October 5th, or 6th event. Post-event funding won't be available until December 6, 2012. There will be no waiting list for the funds, but if you didn't make it to the event, you can contact Manna for an eligibility session at 202-832-1845 in mid-November.

    Prior to mid-November new applicants should check the CityLIFT income guidelines, get a preapproval from a CityLIFT approved lender, and start shopping for a home.

    Many qualify for this assistance! Household income limits are equal to or less than 120% of Area Median Income (AMI) adjusted for household size - as shown in the chart available here >>

    Get all the information you need on the program here >>

    1. Maryland Homefront: The Veterans and Military Family Program
      Historically low reduced interest rates starting at 2.875% (APR 3.675%) and increased payment assistance for qualified current and former military members. Program Details >>
    2. $30 Million Targeted Areas Initiative for Homebuyers
      First-Time Homebuyers Can Gain Same Benefits in ANY Prince George's County Area

      Reduced interest rates starting at 2.875% (APR 3.675%) for qualified homebuyers purchasing a new primary residence. Program Details >>
    3. Buy Suitland Initiative - NOW in 11 Census Tracts (4 Areas Newly Added)!
      Up to 5% of home purchase price to first-time homebuyers; Up to 7% for local civic employees. Program Details >>
    4. Federal Home Loan Bank of Atlanta (FHLB Atlanta)
      Up to $15,000 towards a foreclosure purchase; Up to $7,500 toward the purchase of a property located in area approved for NSP funds.
      Program Details >>   Details & webinars for REALTORS® >>
    5. American Dream Downpayment Assistance (ADDI)
      Up to $10,000 to County Homebuyers who have not owned a home within the last 3 years.
      Program Details >>
    6. My HOME
      Up to 5% of the home sale price to qualified homebuyers who have not owned a home within the last 3 years.
      Program Details >>   County My HOME Website >>
    7. Centex Adds Savings to My HOME Program
      Purchase a Centex Home in the Victory Promenade development with My HOME funds and receive seller assistance also. For more information call (301) 350-5875 or email Jennifer Eaddy.
    8. Freddie Mac HomeSteps SmartBuySM
      Offers up to $500 for purchase of a home warranty.
      Home listings and incentive details >>   Sign up for buyer leads >>

    Most of these programs can be used in combination. Information on these and other homebuyer savings are available at For more My HOME program details, members can login to Members Only.


    Consumer Tip: Clever Home Security Tips
    Anti-Climb Paint and Fake TV

    A new home security system is available to help protect your property. When a breach is detected. The system launches a small helicopter drone into the air to take live aerial video of the area before returning to its futuristic mailbox-like dock to recharge. While it might sound like fun, you don't need this level of technology to feel a little safer.

    Here are a few cheaper easy-to-implement ideas to help protect you and your home.

    Bed-time buddy: Regardless of your marital status, don't sleep alone --take your car's remote control to bed with you. If you hear suspicious sounds, use the remote's "panic" button and your car's ensuing performance just might scare any thiefs right out of the neighborhood.

    Pay no attention to the box behind the curtain: You might be lounging on a beach in the tropics, but as far as the would-be burglar knows, you're right there in your living room watching re-runs of Everybody Loves Raymond. FakeTV ($34), a little glowing and flashing gadget mimics the flicker of a television set without the large electrical drain or wear on your plasma screen. Drawing about the same power as a nightlight, it has a built-in light sensor and timer, which turns it on at sundown and leaves it on for however long you wish.

    Slip-and-Slide: If you're walking down a street in the U.K. and see a fence labeled "anti-climb paint", don't touch it to see what it is. A never drying paint, it's commonly used across the pond on downspouts, gutters, and anything they don't want a burglar to try and climb up. Slippery and staining, it's a great detterent, but hard to find in the U.S. --though you might be able to track some down online. It's advised you check local laws before using and only apply above the reach of innocent passers-by.

    Read more clever tips at >>

    Help NAR Keep Rural Housing Affordable

    NAR needs help asking Congress to help save rural communities from losing rural housing programs. Following population growth measured by the 2010 census, many communities risk losing eligibility for rural housing programs. The definition of "rural" was set by Congress in 1974 and has not been updated since. We need to urge Congress to grandfather existing communities and to also update the existing definition to account for population growth.

    Members in Congress are considering including a provision in the pending Farm Bill to provide a ten-year extension of eligibility for currently eligible communities. But no final action has occurred in either the House or Senate versions of the bill.

    Your help is needed to preserve the existing Rural Housing Service (RHS) Loan Program (Sec. 502). Some 900 communities across the country are about to lose eligibility for Rural Housing Service programs -- Affected Maryland communities include Accokeek & Benesville (Charles County), Chesapeake Ranch (Calvert), Eldersburg (Caroll), Elkton (Cecil) and Sykesville (Carroll). One of these communities might not be in your immediate area, but their future has a significant impact on the market during this challenging economy.

    Please make Senators and Representatives aware of the need to support this extension.

    Click here to send a letter to Congress today >


    New! Free MRIS Homes Mobile App
    Create Your own Mobile Brand

    Have you taken the time to download the new MRIS Homes Mobile App on your mobile device?

    Go to your app store and type in the search field MRIS, select MRIS Homes and install, it's just that easy. This is the only dual-purpose real estate app that connect homebuyers and real estate professionals directly to MLS data in the Mid-Atlantic region. Using the same app as homebuyers, MRIS customers can login to view agent-specific information whenever and wherever they are.

    Own Your Own Mobile Brand - Agent/Broker Branded Apps:

    Agents - Personalize your clients' mobile search experience with your own branded version of the MRIS Homes App. Your clients will have access to all MRIS listings branded by you, not the listing agent. Only $9.95 per month, or get 13 months for the price of 12 with our Limited Time 30-day Trial offer. Enter the Promo Code MRIS2GO to receive the 30-day free trial. Just click here for more information and to purchase.

    Broker/Office App:

    Brokers - With the Broker Branded App you have the option to route calls to a designated office, or have it vary based on GPS or zip code location. There's two Apps, Silver and Platinum, to choose from. For prices and more information click here >>

    Need to make-up a GRI class?
    Individual sign-ups for two more classes are still open.
      red arrow Module 304: Leg. Update & Smart Growth and Land Planning - This Thurs, Oct 18
      red arrow Module 305: Real Estate Technology & Trends - Next Wed, Oct 24


    Earn All MD and DC Required CEU at PGCAR

    Tomorrow, PGCAR is offering ABC's of Rentals from 6 pm to 9 pm. The rental market is hot -- rental prices are rising as rentals are in higher demand. It's important for property managers to know how real estate legislation affects the growing rental market. It's also important to have some knowledge of the rental market to know how to respond, or which expert to ask, when a potential home seller asks, "Should I rent my property instead of selling it?"

    Check out this and other great class listings below and learn more to earn more.

    All classes are held at PGCAR offices, just off the Route 202 / Landover Road exit of I-495. Find our association office at 9200 Basil Court, Suite 400, Largo, MD 20774. There's plenty of parking.

    Tomorrow, Tuesday, October 16
    ABC's of Rentals
    3 MD Elective CEU
    Rayna McLendon 6 pm - 9 pm

    This Friday, October 19
    3 MD Elective CEU; 3 DC Elective CEU
    Jill Pogach Michaels 9:30 am - 12:30 pm

    Next Thursday, October 25
    MD Legislative Update
    3 MD Required Legislative Update CEU; 3 DC Elective CEU
    Don Martin 9:30 am - 12:30 pm
    MD Fair Housing
    1.5 MD Required Fair Housing CEU; 1.5 DC Elective CEU
    Don Martin 1:30 pm - 3 pm

    Next Saturday, October 27
    MREC Agency-Residential
    3 MD Required or elective CEU
    Fredericka Lloyd 9:30 am - 12:30 pm

    Monday, October 29
    MD Code of Ethics
    3 MD Required Ethics CEU; 3 DC Elective CEU
    Don Martin 9:30 am - 12:30 pm

    Complete CEU Schedule >>


    Sale on All PGCAR Classes
    Special Pricing through End of Year

    Sale Tag

    All PGCAR Members and REALTORS® Save Huge on ANY CEU offered at PGCAR!

    Register for ANY 3 CE class for $18 early bird, $33 regular.
    Register for ANY 1.5 CE class for $11 early bird, $26 regular.

    Hurry to today >>


    Market Sen$e: Mortgage Rates Change Little
    Edge Up Slightly Following Employment Report

    Results released last Thursday, October 11, showed average mortgage rates moving up very slightly following the employment report for September, but nevertheless remaining near their all-time record lows.

    Freddie Mac Vice President and Chief Economist Frank Nothaft said the employment report showed payroll employment increased by 114,000 workers, although manufacturing jobs dipped for the second month in a row.

    "Employment in the prior two months was revised up 86,000 and the unemployment rate fell to 7.8 percent, marking the lowest rate since January 2009," Nothaft said.

    Freddie Mac reports the following averages for the week ending October 11, 2012:

    • The 30-year fixed-rate mortgage averaged 3.39%, up from 3.36%.
    • The 15-year fixed-rate mortgage averaged 2.70%, up from 2.69%.
    • The 5-year Treasury-indexed hybrid ARM averaged 2.73%, up from 2.72%.
    • The 1-year Treasury-indexed ARM averaged 2.59%, up from 2.57%.

    Freddie Mac's Weekly Primary Mortgage Market Survey >>


    Detailed Home Sales Statistics for Prince George's County
    Available online, announced on PGCAR Facebook

    My HOME Program Statistics for September 2012 are now available at >>

    The total number of new settlements and contracts decreased from August to September, but improvements can be seen in the $200,000 - $399,000 price range for both compared to September 2011. Settlements also increased in the $150,000 - $199,000 price range compared to September of last year.

    Most notably, contracts in the $200,000 - $299,000 price range increased by over 36 percent compared to the same time last year.

    Spread the word to buyers and sellers -- home prices in Prince George's County have also increased since last year and mortgage interest rates are at an all-time record low.

    Like us on facebook to be the first to see the next release of home sales statistics. While you're there, add yourself to the Find a REALTOR® Directory to give homebuyers and sellers yet another way to find you.


    Sales Coach: Keep the Peace
    Handling Emotional Clients

    Home Sales Coach

    You've learned how to secure listings, stage a house for a sale, navigate an ocean of forms and contracts, but there's likely one area of real estate you haven't received formal training for - how to handle a client's emotions as they grapple with the uncertainty, fear, and frustration of buying, or selling, a home.

    REALTORS® are uniquely positioned to repeatedly work alongside families and individuals as they make one of the biggest financial decisions of their lives.

    While you will continue to develop your own methods of calming clients' nerves as your experience accumulates, here are a few things to keep in mind.

    1. Emotions are Inevitable: Go into any real estate deal expecting emotions from your clients. As a REALTOR®, especially one dealing with residential real estate, you are literally dealing with people during one of the most stressful times of their life.

    2. Cause, Effect: By thinking about likely triggers, you can better prepare for an emotional reaction from your client. Here are some times you can expect clients to get upset:

    • When they can't control the course of the deal.
    • Unexpected events.
    • Not fully understanding the process.
    • Feeling disrespected by you, another agent, or their buying partner.
    • More options than expected.
    • Fear of commitment.
    • Realizing their envisioned "perfect" home isn't an option.
    • Money troubles.
    By anticipating their concerns and coming up with solutions ahead of time, you can ward off a potential breakdown. Though you'll never be able to keep emotions entirely out of play, you can go a long way toward making them more manageable by making sure they have realistic expectations. Also, remember the other side to the coin - you'll also get to see many clients at their happiest.

    Visit to read more on: Helping them remain in control, respect, keeping them from being overwhelmed, the "don't panic" rule, giving them reason to trust you, and taking responsibility while not taking it personally.


    Case #14-2:
    Refusal to Submit Pertinent Facts

    When REALTOR® A was charged with a violation of the Code of Ethics, he was notified of the charge and directed to attend a hearing before a panel of the Professional Standards Committee of the Board.

    At the hearing, the complainant formally presented the charge and a considerable body of evidence to support it. Members of the panel questioned REALTOR® A on specific points. To each question he responded that he was not guilty of the charge, but that specific answers to the questions put to him could conceivably do him an injustice, and that he felt that he should not be required to answer questions in a situation that was unfair to him.

    Further attempts to question REALTOR® A met with similar responses.

    Based on your understanding of the Code of Ethics Article 14, how do you think the Professional Standards Panel ruled?

    Find out here >>


    Get Benefits Built for Your Business
    Real Estate Loans and Lines of Credit from REALTORS® FCU

    Learn about a variety of credit solutions to meet the day-to-day demands of your business as well as capital to fund your growth at

    • Business Lines of Credit to ramp up inventory or fund seasonal cash flows. REALTORS® FCU offers both revolving and closed-end credit programs.
    • Business Term Loans to provide funds for the purchase of equipment, vehicles, inventory or other fixed assets.
    • Business Real Estate Loans for purchasing or refinancing owner-occupied commercial real estate. REALTORS® FCU offers a number of financing options, all without a prepayment penalty.

    Join the only credit union designed to meet the unique needs of REALTORS® like you!


    Free Hands-On MRIS Tools Training at PGCAR

    MRIS 201: Maximize Your Productivity with MRIS Next Tuesday, October 23, 9:30 am to 12:30 pm
    This class introduces the often overlooked tools and features available as an MRIS customer benefit that are designed to save you time and money.

    MATRIX 301: Success With Stats Next Tuesday, October 23, 1:30 pm to 4:30 pm
    Using and Matrix, find and gather statistical information you can use to understand and discuss the market with your clients to showcase your expertise.

    Visit for details and registration. Advance registration with MRIS is required.


    30 Under 30 Application is Now Open!

    Are you 29 or younger and having a phenomenal year? NOW is the time to apply for international recognition as one of 2013's 30 Under 30. REALTOR® Magazine will announce and showcase this year's rising young stars in the real estate industry next June 2013.

    But the application deadline is January 15, 2013. Don't delay until the busy holiday season to apply and ask for recommendations in support of your selection.

    30 Under 30 Web Site >
    30 Under 30 FAQ and Contest Rules >

    Prince George's County Association of REALTORS®
    8300 Corporate Drive, Suite 100  :  Landover, MD 20785
    Phone 301-306-7900  :  Fax 301-306-8273  :  :  ©2012 PGCAR

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