T H E P E N N S Y LVA N I A
REALTOR
®
P A R E A LT O R . O R G
FEBRUARY 2009 I VOL. 69, NO. 2 I USPS 998–060
Consumers Seeking Energy-Efficient Homes
New Headquarters
Renovations Continue
BY BUCK WARGO
G
Construction continues on the new
PAR headquarters.
The layout of the design is
underway as well as the rough-in
phase for all the systems, including
piping, wiring and plumbing. The
interior demolition of the space was
completed in December.
PAR will occupy approximately
15,000 square feet of the new
building located at 500 N. 12th
Street in Lemoyne and lease the
remaining space.
A Building Design Task Force was
appointed to design, renovate and
furnish the new PAR headquarters
using previously allocated funds.
The current building, which
served as the PAR headquarters
for more than 30 years, was sold
in December.
reen is starting to mean
more gold for REALTORS®.
More homebuyers are
citing the importance of
environmentally friendly features when
they buy. Some 90 percent put a high
emphasis on green in the 2008 National
Association of REALTORS® Profile of
Home Buyers and Sellers.
Heating and cooling costs were of
primary importance, followed by energyefficient appliances and lighting, says
NAR spokesman Walter Molony. That’s
the first time the question was on the
survey, he says.
“We knew it was becoming an
important factor and we now have a
green designation we are offering
members,” Molony says. “It’s being
raised as an issue at the national level.
Consumers have already been concerned
about energy costs but looking at the
large inventory on the market, homes
that have energy-efficient windows and
a lot of green features are going to be a
lot easier to sell.”
Even the locale of where
buyers are moving is
green-related, Molony
says. People want to
live closer to their
workplaces and
are foregoing buying in the exurbs. In its
latest survey, Molony says, 80 percent
say transportation costs were very or
somewhat important in their neighborhood selection.
Green is a broad term when describing what homeowners are seeking,
Molony says. For most homes, that
means at the minimum good insulation
and energy-efficient windows but it
might be trees that shade the home in
the summer. There is limited interest in
solar and other renewable energy
sources but that
should change as
costs come
down and concerns rise about energy
supplies, Molony says.
“Everybody wants to save
the planet but the issue that is
most important to people in
today’s economy is they
CONTINUED ON PAGE 9
Five Ways to Help Improve Sales in 2009
BY KIM SHINDLE
Editor’s note: This article is part of a series that features real estate experts offering advice for adapting to the changing real estate market.
IN THIS ISSUE
President’s Letter
Politics is Our Business
2
Industry News
Foreclosures and Unemployment
Keep Housing Prices Down
7
Industry News
Switching Real Estate
Companies?
4
Legal Update
3
Education Calendar
7
Technology
10
RPAC Investors
12
R
EALTORS® who
implement five ideas
in their business
plan can help improve
their sales during this year’s
challenging market.
Karel Murray, Iowa–based
REALTOR® and nationally known
speaker, offers these tips:
Keep advertising
Now is not the time to cut back on advertising. “You
should keep your advertising at the same level to maintain
your visibility in the market,” Murray says. “Keep your web
site up-to-date. If you don’t have a web site, find a college student who’s willing to help you build one and get a web presence. NAR’s 2008 Buyer and Seller Profile reports that 87 percent of consumers check the Internet first before buying a
home.”
Network like mad
“Now’s the time to get
involved in organizations,”
KAREL MURRAY
Murray says. “Choose something
you’re passionate about or you believe in – whether it’s the
Kiwanis, Rotary or the American Cancer Society. You need to
have face-to-face time at least three times a week to talk with
people. You should be networking and letting people know
you’re a REALTOR®.”
Take advantage of social networking
Create a presence on social networking sites like
Facebook, LinkedIn, Twitter, Plaxo and Ecademey. “Some of
these are free and others will cost you some money but you
can promote your business on networks like Plaxo,” says
Murray. “NAR’s new survey shows 36 percent of buyers under
the age of 28 are checking social networking first to find a
REALTOR®. You should be working one to one-and-a-half
hours each day on social networking because it builds relaCONTINUED ON PAGE 5
PRESIDENT’S LETTER
Politics is Our Business
BY GREGORY S. HERB
I
t’s never been more
important for each of us
to be active in politics. As
our industry continues to
face challenges, maintaining
contact with our legislators will
help strengthen our voice.
Many local municipalities,
state and national governments
are facing budget deficits and
are looking for ways to make
up their revenue shortfalls. The
real estate industry is often an
GREG HERB
area that lawmakers look to
to raise additional funds by increasing the realty transfer
tax, raising property taxes or adding taxes to our services.
PAR, our local associations and NAR serve as our
watchdogs, constantly reviewing issues at all levels of
government to determine if proposed legislation could be
helpful or harmful to our industry. The government affairs
staff at these associations work to represent our views but
they need all of our help.
Every member should be participating in the
Calls-to-Action, whether on a local, state or national level.
Members should register their e-mail addresses at
realtoractioncenter.com in order to receive Calls-to-Actions,
which ask that your input be sent to your legislators. With a
few simple clicks of the mouse, you can send your opinion
to your elected officials. It’s simple and takes very little
time, so there’s no excuse for anyone not to take the time to
make this contact.
While you may think that one person doesn’t make a
difference, each of us weighing in with our views does make
our legislators take notice.
Pennsylvania has been above the national average in
response to NAR’s Calls-to-Action. Imagine when an issue
arrives and we flood our legislators with 5,000, 10,000 or
15,000 e-mails. Those large numbers gain the attention of
lawmakers and help them understand the REALTORS®’
point of view.
Creating relationships with your local, state and federal
elected officials is also critical. For more than six years, I’ve
been the Federal Political Coordinator for U.S. Rep. Jim
Gerlach. I take the time to stop by during Hill visits so he
has the opportunity to meet with me and discuss our policies.
I don’t hesitate to contact him if there’s an issue that NAR
has strong beliefs about as well.
Our goal has always been to protect private property
rights. Many times elected officials have told us that
REALTORS® support issues that are easy for them to support
because they do protect consumers’ interests.
I recently had two agents who became dual licensed in
another state. They’ve conducted transactions in the other
state and it’s made them appreciate how we do business in
Pennsylvania. It’s a reminder of what your investment in the
REALTORS® Political Action Committee (RPAC) and your
involvement have achieved in our state. We often don’t realize
the benefits we have in the Commonwealth until we do
business someplace else.
Contact with our elected officials is absolutely critical
and vital to our business. You really can’t afford not to be
involved in politics in today’s market.
INVEST IN
T H E P E N N S Y LVA N I A
REALTOR‰
PRESIDENT
GREGORY S. HERB, CRB, CRS, GRI
PRESIDENT ELECT
DONALD D. ROTH, ABR, e–PRO, SRES
FIRST VICE PRESIDENT
GUY A. MATTEO, GRI
TREASURER
FRANK JACOVINI
EXECUTIVE VICE PRESIDENT
PATRICE MERZANIS, CAE, RCE
CHIEF FINANCIAL OFFICER
JAMES ANTONIO, CPA
DIRECTOR, EDUCATION
ADRIENNE L. NICHOLS, M. Ed., e–PRO, RCE
DIRECTOR, GOVERNMENT AFFAIRS
DERENDA UPDEGRAVE
DIRECTOR, INFORMATION TECHNOLOGY
MARTIN MANION, CAE, e–PRO, RCE
DIRECTOR, LEADERSHIP SERVICES
BRENDA FLORIDA
DIRECTOR, MARKETING
& COMMUNICATIONS
THEA HOCKER
DIRECTOR, MEMBER & LEGAL SERVICES
HENRY LERNER, ESQ.
MANAGING EDITOR
KIM SHINDLE
CONTRIBUTORS
MARK BOYD
MARCIE GEFFNER
JAMES L. GOLDSMITH, ESQ.
MARCIE ROGGOW
KIM SMITH
BUCK WARGO
FOR ADVERTISING INFORMATION
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The PENNSYLVANIA REALTOR‰
is a monthly publication of the
PA Association of REALTORS‰
4501 Chambers Hill Road
Harrisburg, PA 17111–2406
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717.561.8796 Fax
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DATEBOOK
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must be obtained from PAR.
ISSN 0889–3837
USPS 998–060
Fe b r u a r y
Subscription price is $18 per year included
in annual membership. Periodicals postage
paid at Harrisburg, PA.
12 Appraiser Board Meeting
24 Virutal Office Web Site (VOW) Webinar
March
9–10 State Real Estate Commission Meeting
11–12 MLS Symposium, Penn Harris Radisson, Camp Hill
12 Appraiser Board Meeting
20–24 NAR Association Executives Institute, Colorado Springs, CO
April
Postmaster: Send changes to:
PA Association of REALTORS‰
4501 Chambers Hill Road
Harrisburg, PA 17111
The contents of the PA REALTOR‰ are the
opinions and products of the authors and not
necessarily endorsed by PAR.
This publication is designed to provide
accurate and authoritative information
regarding the subjects covered. It is offered
with the understanding that the publisher is
not engaged in or rendering professional
advice. If legal advice is required the services
of a professional should be sought.
7 Appraiser Board Meeting, Erie
14–15 State Real Estate Commission Meeting
May
11–16 NAR Midyear Meetings, Washington, D.C.
12–13 State Real Estate Commission Meeting, Pittsburgh
14 Appraiser Board Meeting
p a r e a l t o r. o r g
21 District 7 Conference, Meadville
2 I P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰
FEBRUARY 2009
L E G A L U P D AT E
No Pre–Sale Land Survey? The Buyer Loses, Probably
BY JAMES L. GOLDSMITH, ESQ.
JAMES L. GOLDSMITH, ESQ
W
hat happens when a
buyer gets stuck with less
land than he thought he
bought? Is he stuck
holding a hot potato?
Getting less than what is advertised
is a risk. Yet, how often are surveys
performed before purchase? In residential transactions, even ones involving
substantial acreage, the answer is
“seldom.” When discrepancies are found,
the damages are substantial and the
parties all seek to put the hot potato in
someone else’s hands.
Most often, the buyer is left holding
the hot potato. Unless the Standard
Agreement (PAR’s A/S-2k) is amended,
the risk that the land is not as represented
in the multi-list or advertisements will fall
on the buyer. This is because the
integration clause says that all out-ofcontract representations are not part of
the agreement and are not relied upon.
The Standard Agreement states in the
“Notices” that references to the land are
merely estimates and may be mistaken.
The buyer has the right to obtain a
survey. Pennsylvania courts have held
that, given these terms in the contract,
the buyer cannot claim that he relied on
the errant ad or multi–list description.
This means the buyer cannot prevail in
a suit claiming misrepresentation.
When you are a buyer agent, do you
explain this risk to your buyer and do you
suggest that he obtain a survey? You
could try to transfer the risk to the seller
by including a statement in the agreement
stating, “Seller represents and warrants
that the quantum of land to be conveyed
is no less than thirty (30) acres; this
warranty to survive settlement.” The
difficulty is, most sellers won’t agree to
accept this risk. The seller is selling what
she owns and it is in the buyer’s interest
to determine whatever that may be.
Can the hot potato land in your hands?
Buyers who get less than expected will
likely blame the listing agent along with
the seller. Didn’t the listing agent write
the multi–list description and ad? Yes,
but once again the buyer faces the hurdle
of proving that he relied on those descriptions. Remember that integration clause…
Best of the Hotline:
A Siphoning Economy
BY JAMES L. GOLDSMITH, ESQ.
Q:
The night before settlement Mrs. Seller gave her husband a length of
hose, a breath mint and instructions to fill all of their gas cans with heating oil
from the basement tank. Mr. Seller was smarter and called his fuel oil company
to pump the contents of the tank and credit him with a portion of the value.
Mr. Buyer, after moving into the property, was shocked to learn that
the tank only contained a trickle of fuel oil. The morning before, during their
walk-through, he had checked the tank and knew that it was nearly full. Do
sellers owe Mr. Buyer the value of the fuel taken on the eve of settlement?
A:
As we so often advise, go to the Agreement of Sale. As you might
imagine, the PAR Standard Agreement of Sale, in its 10 pages, covers the
issues. It provides that “any remaining heating and cooking fuel stored on the
property at the time of settlement” are included in the sale. If buyer and seller
intend a different result, then the Standard Agreement has to be amended.
What if the Agreement of Sale is silent on the subject of remaining
heating fuel? When the rights of the parties are not specified, the court will
seek to determine intent. The agreement probably provides that the property
is sold in its “present condition” or in “as–is condition,” which means that the
condition of the property at settlement is to be the same as when the
Agreement of Sale was executed, except for deterioration caused by reasonable
wear and tear. The buyer could argue that reasonable consumption of heating
fuel is permitted but that wholesale removal is a violation of the agreement’s
requirement that the property be sold in “present” or “as–is” condition.
Whether the fuel oil remains or may be taken is certainly an issue to
resolve before it arises. Use a good agreement, negotiated between the parties, to
lock in as many terms and conditions as is possible so that disputes are avoided.
FEBRUARY 2009
the one that says the buyer does not rely
on any representations outside of the
contract? It also includes representations
made by the licensees in the transaction.
Just because the Standard Agreement
protects sellers and listing agents who
make mistakes in their out-of-contract
representations, don’t get sloppy!
Represent accurately and use the term
“plus or minus” and “approximately”
beside any reference to acreage or square
footage. Even better, represent that the
number is “unconfirmed.”
The Standard Agreement is less
forgiving of buyer agents. Since the risk
of loss is generally held by the buyer,
your job as a buyer agent is to steer your
client clear of that potential loss. You do
this by opening the buyer’s eyes to the
risk in the first place. Your buyer must
understand that it is very likely that no
one involved in the transaction truly
knows the acreage or square footage and
that if there is any discrepancy, the buyer
can look to no other party or agent for
recourse. In other words, it is the job of
the buyer agent to tell the buyer that he
or she will be left holding the hot potato.
The best way to not get burned is to
conduct a survey.
Surveys are not the norm in
Pennsylvania. I have purchased three
properties and not once did I have a survey.
The risk is mine if I own less than I
believe. Your buyer will most likely
choose to forgo having a survey. It is his
risk and his loss if the problem arises. As
long as you make this clear before the
buyer signs the agreement, you will not
be the one holding the hot potato.
Mr. Goldsmith is an attorney with Caldwell
& Kearns and serves as general counsel to
PAR. A substantial portion of his practice is
dedicated to providing advice and counsel to
real estate licensees and representing and
defending real estate salespersons and
brokers in civil lawsuits and licensing claims
across the Commonwealth. He routinely
counsels employers on employee relations
issues as one of the voices of the PAR Legal
Hotline. He may be reached at
realcompliance.com.
P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰ I 3
INDUSTRY NEWS
Gay Community an Unrecognized Real Estate Market Niche
BY KIM SHINDLE
A
n often unrecognized real
estate market is rapidly gaining
attention.
The Gay, Lesbian,
Transgendered and Bisexual (GLTB) –
market is a growing one throughout the
country, according to Jeff Berger, founder
of the National Association of Gay and
Lesbian Real Estate Professionals
(NAGLREP) based in Del Ray, FL.
Established two years ago, its primary
mission is to advocate on behalf of the
GLTB community as it relates to housing
and discrimination laws.
“The Gay/Lesbian community is a
strong niche,” Berger says. “Gays and
lesbians feel most comfortable home
shopping with a gay REALTOR®. Viewers
come to our web site and know that
they’ll feel comfortable with their
REALTOR® and the REALTOR® will
understand the demographics and their
lifestyles.” The NAGLREP web site helps
consumers locate a gay REALTOR® in their
market and attracts about 15,000 visitors
a month to its site. REALTORS® pay a flat
fee to advertise on the site, which also
features testimonials from consumers.
REALTOR® Mark VanCour of
Prudential Fox & Roach, Philadelphia, is
registered on several gay REALTOR® web
sites. “One size doesn’t fit all,” he says.
“We all can’t meet everyone’s needs so I
work to market to a niche I’m comfortable
with. I find the gay community goes to
the Internet almost exclusively to find
services, especially people who are
relocating to another area. For marketing
purposes, I find these Internet sites target
this market and direct clients to your
business web site.”
VanCour has been marketing to the
gay community for about five years,
starting first with his circle of friends. “I
initially went after the gay market because
there was such a need,” he says. About
60 percent of his clients are gay and of
that clientele, 80 percent are relocating
to Philadelphia.
“Being gay is no longer a big deal,” he
says. “There is a certain comfort level that
gay people have with working with a gay
REALTOR®. They know we understand the
‘gay-borhood.’ They’re interested in safety,
convenience, restaurants and shopping in
the area.
“They want to be in a community
where there may be other gays in their
community,” he adds. “When people are
relocating, they want someone who’s
familiar with the community.”
REALTOR® Roberta Campbell of
Keller Williams, Blue Bell, also markets
herself on a gay-friendly real estate web
4 I P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰
site. Campbell, originally from Brazil, has a
family member who is gay and has worked
with friends. “I think people in the gay
community want to find a REALTOR®
who understands their needs and what
they’re looking for. I find it gratifying to
help people find a home.”
Recently, the LGBT Real Estate
Specialist (LGBTRES) certification was
started through collaboration between
the National Gay & Lesbian Chamber of
Commerce and Realogy Corporation. The
certification includes a half-day course or
an online track. The training is designed to
help REALTORS® gain a sensitivity to and
understanding of the LGBT market.
REALTORS® can learn more about the
certification by visiting naglrep.com.
FEBRUARY 2009
INDUSTRY NEWS
Foreclosures and Unemployment Keep Housing Prices Down
BY KIM SHINDLE
R
ising foreclosure rates in 2009 will have an
adverse effect on Pennsylvania housing
prices, as economists predict a new wave of
foreclosures in the subprime and Alt–A
mortgage areas.
“I think that the real estate industry will not turn
around until house prices stop declining and foreclosure
rates stop rising,” says PAR’s consulting economist
Austin J. Jaffe, Ph.D., chair of Penn State’s Department
of Insurance and Real Estate. “The rising foreclosure
rates mean that housing prices will continue to decline.
Until the house prices stop falling, I think conditions for
housing in Pennsylvania will continue to be weak.”
While foreclosures are growing in Pennsylvania,
they are not as large an issue in the Commonwealth as
in the rest of the country. Economists are pointing to
rising unemployment rates as another cause of the
rising foreclosures.
Jaffe says Pennsylvania will not be immune to the
increased foreclosure rates. “As always, it will be less of
a problem in Pennsylvania because we’re slower to
catch up to the rest of the country but eventually we will
see the effects here.”
Foreclosure rates for Pennsylvania were up in
December 2008, according to RealtyTrac. Pennsylvania
ranked 32nd in the nation, with less than one percent of
housing in foreclosure. “While this is better than average
across the country,” Jaffe says, “It is still 127 percent
higher than it was in December 2007.” Nationally the
rate was up 81 percent.
Nearly 43,000 foreclosures were filed in
Pennsylvania in 2008. And while that’s a large increase,
it’s still less than the increase other states have seen,
Jaffe says. The number of foreclosures nationally in
2008 was nearly 3.2 million.
Unemployment is growing in Pennsylvania as well.
“We’ve had the largest drop in employment since 1994,”
Jaffe says. The latest data available from the PA
Department of Labor and Industry in December shows
the jobless rate was 6.7 percent in Pennsylvania, which
was less than the national average of 7.2 percent. The
state rate was up 0.5 percent from the November rate.
“Once again, Pennsylvania’s market is lagging behind
the national trend,” Jaffe says.
“The next few months may be tough. We may see
an increase in unemployment and in foreclosures.
“The general concept is that as the economy weakens,
the foreclosure rate will extend from the riskiest borrowers
in the subprime market to the Alt–A mortgages,” Jaffe
adds. Alt–A mortgage holders are between prime and
subprime mortgages, with borrowers who usually have
good credit but may have had some problem in the past
and are not considered as risky as subprime borrowers.
As the overall economy weakens, less risky borrowers
are more affected by declining economic situations,
Jaffe explains.
Jaffe says it’s difficult to predict an end to the current
market crisis. “Since we see house prices continuing to
fall every month, it means that we’re not through this
yet,” Jaffe says. “There’s no indication that the prices
have flattened or stopped declining.
“One of the real hopes in the industry is that lower
financial costs will assist people to get back into the
market,” he says. “The Federal Reserve has struggled
with long–term rates, which haven’t dropped as much as
short–term rates and it has talked about buying up toxic
mortgages that exist within mortgage–backed securities.
It’s the hope that increasing the availability of money,
lowering interest rates and buying up discounted–
mortgage products will induce people to borrow and get
back into the market.”
Jaffe says while rising unemployment and foreclosures
depict a normal trend in recessions, what is different in
today’s economy is the credit crunch which has resulted
in declining house prices, which the country hasn’t seen
since the 1930s.
“People never expected this to happen,” Jaffe says.
“Declining house prices have resulted in lower general
economic conditions, the likes of which we have not
seen in one to two generations.
“With the recent availability of cheap financing,
people borrowed against the equity of their homes.
When people have equity in their homes it fuels spending.
With these options gone, the situation is different.
People have relied on their homes as stores of value and
they could convert these values in to cash if they needed
it. That isn’t an option now because equity values have
fallen,” Jaffe says.
CONTINUED FROM PAGE 1
Five Ways to Help
Improve Sales
tionships and helps people become
more comfortable with you. REALTORS®
should understand that many social networks do not allow ‘selling.’ The sites
are more about creating a sense of
familiarity and trust. People will get to
see another side of you and it will help
you build your business. People don’t
buy unless they trust you.”
Murray adds, “If you don’t have an
Internet presence at this point, you’re
missing the boat. This is where the
consumer is going for information so you
need to have a web site and a presence
on social networking sites.”
Build communications/interview skills
“You build trust when you ask questions the right way, at the right time and
communicate at a level that matters to
your clients,” Murray says. “Put your
customer first before you worry about
your commission and
you’ll build trust with them.”
Murray says many REALTORS®
aren’t comfortable asking questions.
“REALTORS® often ask, ‘So what type
of house are you looking for?’ A better
question to ask is, ‘What’s important
in your life?’ It’s more personal, intense
and starts to help you get a picture of
what you need to find for that buyer.
“I tell REALTORS® to slow down as
they first counsel their clients, which
will ultimately help speed up the closing
process,” Murray says. “You can build
FEBRUARY 2009
trust, educate your client and give her
more control over the process so she’s
more comfortable. I get to know my
clients really well so we look at very few
homes and once they’ve decided,
they’re ready to buy.”
Murray uses the American auto
industry as an example. “Consumers
aren’t buying cars now because they
don’t trust that the company will be
there in six months. If you’re careful,
methodical and aren’t pushing, buyers
will buy when they trust you and
know you have their best interests
in mind.”
Continue to get education
REALTORS® need to learn about the
market, read statistics and know the
difference between today’s market and
six months ago, a year ago and two
years ago. “You should be doing
everything you can do to elevate your
personal education by attending
classes and getting designations. You
are doing yourself a disfavor by not
taking advantage of this time to get
more education and improving
your craft.
“Be accountable for your own
development,” Murray adds. “It was
easy to sell a home for the last 15 years
and it’s not anymore. Be proud to be a
REALTOR® and present that face to the
public everywhere you go.”
Karel Murray is a REALTOR® and
nationally known speaker. Visit her web
site at karel.com.
P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰ I 5
INDUSTRY NEWS
REALTORS® Can Reap Rewards with Immigrant Market
BY MARCIE ROGGOW
O
ne of my business partners
presented a program on
introducing multicultural
clients into one’s business.
She’s as good as it gets when it comes to
this topic. She spoke on her favorite
topic, “The Ostrich Approach,” a hard
look at why people are ignoring the
multicultural market.
“Are you forever going
to bury your head in the
sand and refuse to
acknowledge that there
are immigrants moving to
our country who want to
buy homes and the
average REALTOR® has
no concept about how to
benefit from working with
those buyers?”
I wonder, “Are you always going to
be an ostrich? Are you forever going to
bury your head in the sand and refuse to
acknowledge that there are immigrants
moving to our country who want to buy
homes and that the average REALTOR®
has no concept about how to benefit
from working with those buyers?”
Instead many agents find another agent
who “speaks their language” and refers
the buyers or sellers to them. Will real
estate agents continue to refer their
potential clients of different cultures to
another agent?
The National Association of
Homebuilders (NAHB.com) has prepared
a video on meeting the unique home
requirements of the Hispanic/Latino
buyers. Mortgage companies all over the
United States are gearing up to help
multicultural clients, as are relocation
companies. But REALTORS® have their
heads in the sand!
Here are some statistics from the
Census Bureau:
• There are 25.9 million U.S. residents
of Mexican origin
• The median household income of
families of Mexican origin is $35,185
• 49 percent of U.S. homeowners of
Mexican origin own their own homes
• The annual purchasing power of
Hispanic/Latino consumers in the U.S.
exceeds $150 billion dollars and the
number–one expenditure is housing
• In 2004, 14 percent of the total U.S.
population was of Hispanic origin
• By 2010, almost half of all the nation’s
new workers will be individuals
traditionally classified as minorities
• In 2000, one of every five new entrants
into the workforce was Hispanic
• According to the Census Bureau, by
2050, Hispanics will be about a
quarter of the U.S. population and
blacks less than a sixth
• The Hispanic American purchasing
power is growing at two times the
rate of the general public.
Denver-based, PLT (Primer Latino
Titulo LLC or First Latin Title) has a
bilingual staff and offers closing documents
in English and Spanish. While other
title companies offer Spanish-speaking
staff, PLT is the first to offer all Spanishclosing documents. Programs across the
US offer first–time homeowner loans;
many of them are going to people who
are not Anglo. What is your community
doing to enable the complete under-
6 I P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰
standing of disclosure, purchasing and
closing documents?
I think few real estate companies
have taken the lead that airlines and
hotel corporations have in making sure
that their web sites are translatable.
Boards of REALTORS® hold classes on
multicultural communication and very
few people show up and so they are
afraid of holding them again. Real estate
commissions across the country are
printing disclosure forms in multiple
languages but not every MLS or purchase
document has been translated. It’s been
easier for an agent to refer the business
and collect a referral fee rather than learn
about a new nationality.
I suggest REALTORS® take the time
to learn more about these immigrants to
gain their trust and their business.
To learn more about working with multicultural clients, contact Marcie Roggow for
one of her many courses or products on the
topic at marcieroggow.com
Article originally appeared at Real Blogging:
http://realblogging.com and is reprinted
with permission of the author.
FEBRUARY 2009
E D U C AT I O N U P D AT E
PREF Offers Grants to
Real Estate Students
Webinar Offers Details on
Virtual Office Web Sites
S
tudents pursuing a degree in
the real estate field could receive
a helping hand from the PA
REALTORS® Education
Foundation (PREF).
The PREF’s Grant-In-Aid program
provides at least $1,000 to eligible
applicants who are enrolled or have applied
to an associate or bachelor’s degree
program in a real estate-related program
at a Pennsylvania university or college.
“We encourage any interested
candidate to apply,” says Courtney V.
Franklin III, president of PREF. “This is a
wonderful opportunity for students to
“Virtual Office Web Site (VOW) Strategies for Brokers” will be highlighted
during a 90-minute webinar offered by PAR at 10 a.m. on Tuesday, Feb. 24.
VOWs are web sites or features of web sites which allow brokers/agents to
work with clients in cyberspace similar to how real estate professionals interact
with clients in a “brick and mortar” environment.
receive additional financial aid to help
complete their education.”
Preference is given to REALTORS® in
good standing, their children and spouses
and their employees.
Grant applications are due by March
15 and are available at pref.biz.
Minneapolis-based attorney and consultant Brian N. Larson will present
the latest information on VOWs to help bring brokers up to speed. His
program will include examples of VOWs from around the country, a brief
explanation of the NAR VOW policy and a discussion of strategies for brokers
considering VOWs. Time will be allowed for questions about issues about
deploying VOWs.
Larson is a nationally known speaker who has provided legal counsel to
associations and MLSs throughout the United States during the last six
years; before that, he led a large regional MLS and staffed a local
REALTOR® association.
There is a $50 fee for PAR members to attend ($75 for non-members).
Registration details are available at parealtor.org.
LOOKING
FOR A DEAL?
parealtor.org.
EDUCATIONAL OPPORTUNITIES
R E G I S T E R AT:
parealtor.org or
800.745.5527
FEBRUARY
$199 (Lloyd Dreibelbis)
APRIL
5 – Pricing in a Competitive Market
Celebration Hall, State College
(3.5 elect CE)
$50 (Melanie McLane)
11-12 – CRS 204
Sheraton Park Ridge, King of Prussia
(14 elect CE, 1 broker credit)
$299 (Dale Carlton)
13-14 – CRS202/GRI402
GPAR, Philadelphia
(CRS, GRI, 14 elect CE, 1 broker credit)
$299 (Ed Hatch)
11-12 – GRI 403
Inn at Towamencin, Kulpsville
(GRI, 14 elect CE, 1 broker credit, 6 appraisal CE)
$219 (Courtney Franklin)
18-19 – ABR Core
GHAR, Enola
(ABR, elect GRI, 14 elect CE, 1 broker credit)
$249 (Mike Perry)
14 – Common Mysteries (AM)
Bucks County Board, Warminster
(3.5 elect CE, NAR Quad Ethics)
$50 (James Goldsmith)
18-19 – GRI 404
GHAR, Enola
(GRI, 14 elect CE, 1 broker credit, 13 appraisal CE)
$199 (Pat Moyer)
19 – An Introduction to Short Sales (AM)
Quality Inn, Lebanon
(3.5 elect CE)
$50 (Melanie McLane)
22-23 – CRS200/GRI400
GHAR, Enola
(CRS, GRI, 14 elect CE, 1 broker credit)
$299 (Ed Hatch)
19 – Understanding the Agreement of Sale
H.O. Hirt Auditorium, Erie
(3.5 elect CE)
$50 (Brett Woodburn)
19 – Pricing in a Competitive Market (PM)
Quality Inn, Lebanon
(3.5 elect CE)
$50 (Melanie McLane)
28 – GRI 501
Inn at Reading, Wyomissing
(GRI, 7 elect CE, 7 appraisal CE)
$140 (Elise Greenburg)
24-25 – GRI 404
(GRI, 14 elect CE, 1 broker credit, 13 appraisal CE)
Inn at Reading, Wyomissing
$219 (Mike Merin)
30 – An Introduction to Short Sales
Celebration Hall, State College
(3.5 elect CE)
$50 (Kurt & Carolyn Paddock)
MARCH
5-6 – GRI 403
LCAR, Lancaster
(GRI, 14 elect CE, 1 broker credit, 6 appraisal CE)
REALTORS‰ initially licensed on or after December 1, 2007 are required to take a specific, mandatory course. These sessions will not fulfill this continuing education requirement.
A COMPLETE LIST OF COURSES IS ONLINE AT PAREALTOR.ORG
FEBRUARY 2009
P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰ I 7
8 I P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰
FEBRUARY 2009
INDUSTRY NEWS
CONTINUED FROM PAGE 1
Consumers Seeking
Energy-Efficient Homes
want to protect their pocketbook,” says Steve Bottfeld,
executive director of Marketing Solutions, a housing
consultant. “What green does is that it may cost you a
little more in the short run but in the long run, it is very
economical and lowers carbon emissions.”
Marie Coleman, spokeswoman for the U.S. Green
Building Council, says more than 1,100 homes across the
country are certified and 14,000 registered for certification
and that this trend will continue. More homebuilders are
greening their homes because consumers want savings
on their utility bills.
“I think there is always a misconception that green
is going to be expensive,” Coleman says. “There are
upfront costs when you purchase a home but the savings
over the long run are a lot more than the spending.”
Homes with green features have been on the market
for fewer days based on what he’s hearing from
REALTORS® across the country, says John Beldock, the
chief executive officer of EcoBroker International, which
provides green designation training for agents.
Buyers want lower utility bills and are looking at
them more closely than in the past. That means energyefficient water heaters, furnaces and air conditioning
units. But they are also placing an emphasis on
indoor air quality, especially if children have asthma,
Beldock says.
“I think it is very safe to say they are holding up a lot
better than anything else,” Beldock says. “Consumers
are analyzing properties with green compared to those
without it and they are selling a bit quicker at the same
price point. If one house has $150 in utility bills a month
and the other has $300, it is an easy choice.”
Switching Real Estate Companies:
Is it the Right Decision for You?
BY MARK BOYD
I
f you are switching or considering switching real
estate companies, I ask you one question: Why?
I'm encountering more and more agents who
think the solution to their revenue woes in a down
market is to switch real estate companies. If you are
one of these agents, you may be absolutely justified in
your decision ... just make sure it's for the right reasons.
your database. If you've been in real estate for more than
three months and you only have 100 or 200 people in
your database, you need a larger database.
It's that simple. From my numerous discussions with
trainers in the industry, I've found many basic similarities
in the various training systems of real estate companies.
Ultimately, you should have 1,000 people or more in
“Successful people and unsuccessful people all hate doing the same
things. The difference is successful people DO those things.”
Since it’s a buyer’s market, however, Beldock, says
consumers feel they are in control and don’t want to pay
a premium for those features.
NAR launched a green designation course in
September. EcoBroker has more than 5,000 members
across the country, doubling its number in 2008, Beldock
says. Buyers want a REALTOR® to have expertise in
handling green homes, he says.
“The brand is really getting some traction with
consumers and REALTORS® are looking to set themselves
apart from their competition,” he adds.
Lenders are more apt to loan money on a green
home because it’s considered to have a better resale
quality, Beldock says.
FEBRUARY 2009
In some instances, these are agents who have their
systems in place and simply are making a business
move due to less commissions earned on their normal
number of homes sold. In these cases, it's usually a move
to a company with lower monthly fees. It’s perfectly
understandable.
In most cases, though, I'm seeing agents who are in
trouble. They have no systems in place, their funds are
nearly depleted and they're moving to a new company
thinking that is the solution to their problems. If this is
where you are, please look at your own efforts and
scrutinize yourself.
It doesn't matter what company you work for. If
you have systems in place and are diligent and sincere
in your efforts, you will succeed. If you don't, you won't.
Having a long-term follow–up system in place has
never been more important than it is now.
The answer to your problems is usually in the size of
your database if you have been a real estate professional
for more than 120 days.
Success in real estate isn't rocket science but that
doesn't mean there's no effort involved. Quite frankly,
cultivating and follow up as a real estate professional
can be some of the most thankless work on the planet.
Which reminds me of one of my favorite quotes, the
origin of which I can't remember – but I've heard it
repeated dozens of times over the years:
Successful people and unsuccessful people all hate
doing the same things. The difference is successful
people DO those things.
Mark Boyd is Internet marketing and strategy consultant
for clients at GetMyHomesValue.com and has a coaching
blog on ActiveRain.com.
Copyright© 2008 RealtyTimes®. All rights reserved.
P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰ I 9
TECHNOLOGY
R U Texting? NP for Tech–Savvy REALTORS®
BY KIM SHINDLE
“
Why didn’t you just
text me?”
That’s the comment
Bernice Ross, a real
estate expert, heard from
her 16-year-old nephew a
few years ago after he got
stuck waiting for her at the
airport.
Ross called him and
sent him an e-mail but he
never got the messages so
he waited at the airport for
BERNICE ROSS
two hours until she arrived.
Since then Ross has identified texting as one of the
great gaps between the generations. “I didn’t send him a
text because I’d never sent a text before,” she says.
Ross, a licensed REALTOR® for 31 years, says
REALTORS® need to ask each client how he would like
to be contacted. “For the first time in history, the way we
contact our clients depends on their ages,” she notes.
Texting is an important way to contact younger
clients. They want the immediate response. For
REALTORS® who struggle with texting, Ross suggests a
web site called Jott.com. The site allows people to call
the web site and have text messages and e-mails sent
directly from the online service. Some of the services are
free and a fee is charged for others.
“Jott is great for REALTORS®, especially ones who
aren’t comfortable with texting,” Ross says. “It allows
them to set up groups for colleagues and clients. For
example, if you have a new listing, you can send the
listing to a group of clients looking for that specific
type of house.”
In general, Ross notices that the relationships you
build with consumers largely depend on when those
consumers were born. Those born before 1945 want to
meet with you and prefer face-to-face meetings.
Boomers (1946-1964) also want a relationship with
their REALTOR® but they do use e-mail and cell phones.
Gen Xers (1965-1976) have a strong sense of importance
and knowledge about an issue, even if it’s not true. And
Gen Ys (1977-1994) seem to make decisions based on
peer input.
“The way you work with each group is different, as
is the way you contact them,” she adds. “The challenge
is to still have excellent face-to-face skills because so
much communication is non-verbal. Some have compared
text messaging to smoke signals or Morse code. You
lose some of the message because you can’t read their
body language or see their eyes.
“You also have to ask yourself who makes up your
client base,” she adds. “If you want to work exclusively
with people born before 1960, then you’re okay using
the telephone. If you want to have younger clients,
you’re going to have to make an adjustment.”
Users’ Guide to
Text Abbreviations
BTW = By the way
DM = Direct message, usually found on Twitter
GR8 = Great
IDK = I don’t know
IRL = In real life
JK = Just kidding
JIC = Just in case
K = Okay
L8R = Later
NP = No problem
PLZ = Please
LOL = Laughing out loud
R U = Are you
TTYL = Talk to you later
TY or THX = Thank you
:-) = Smile
;-) = Wink
:-( = Frown
IMHO or IMO = In my (humble) opinion
REALTORS® Find Success With Single–Property Web Sites
BY MARCIE GEFFNER
I
f you’re looking for a new way to
showcase your listings in today’s
slower-paced housing markets, you
may need to look no further than
single-property web sites.
Strictly speaking, single-property web
sites, which use the listing address as the
domain name and contain information
only about that one home, aren’t new.
But these one-house wonders have
become much more accepted now that
REALTORS® have discovered the benefits
they offer and technology companies
have sprung up to provide easy-to-use
templates and related services at a
reasonable cost.
“We think they work very well and
that’s why we’ve continued to do them,”
says Larry Hood, a broker-associate and
partner with his wife in Elena Hood Real
Estate Group at Coldwell Banker
Residential Brokerage in Orinda, CA.
The simplest single-property web
sites consist of little more than a virtual
tour, while their much more elaborate
cousins may feature dozens of oversized
photos, plus descriptive copy, an audio
track and even video of the home or
neighborhood. The listing agent’s contact
information should be displayed as well.
Sellers Appreciate Advantages
Single-property web sites can be
used to wow sellers during listing
appointments, showcase homes on the
web, motivate sellers to tidy up or make
repairs to their homes and, if a home has
been on the market for some time without
any offers, even convince the seller to
reduce the asking price.
Jean Bourne-Pirovic, a REALTOR® at
Long & Foster in Silver Spring, MD, displays
a virtual tour of each of her listings on its
own single-property web site. The only
exception is vacant homes, which she
says don’t show well due to the lack of
1 0 I P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰
furnishings. Her main objectives, she
explains, are to increase the exposure of
her listings and position herself as an
agent who does high-quality marketing.
Sellers are “incredibly impressed”
when they see the web site and other
marketing materials that she purchases
in a package from BakerB Solutions, a real
estate marketing company in
Gaithersburg, MD.
“I have a laptop with me, so I can show
them what the virtual tour is going to
CONTINUED ON PAGE 12
FEBRUARY 2009
G OV E R N M E N T A F FA I R S
House Bill Aims to Stabilize Housing, Addresses Foreclosures
A
bill that embraces the need for righting the
housing market—the first big step toward
economic recovery—was recently introduced
in the U.S. House of Representatives.
H.R. 384, The TARP Reform and Accountability Act,
was offered by Rep. Barney Frank (D-Mass.), chair of the
House Financial Services Committee. The bill would
require the Treasury Department to develop a program,
outside the Troubled Asset Relief Program, to stimulate
demand for home purchases and lower property
inventories, by making affordable mortgages available
for qualified buyers through interest rate buydowns, a
priority of the National Association of REALTORS®.
The measure would amend the TARP provisions of
the Emergency Economic Stabilization Act of 2008 to
make significant steps to reduce foreclosures, strengthen
accountability and close loopholes. Treasury could consider
the impact of areas with the highest inventories of
foreclosed properties.
NAR President Charles McMillan was heartened
by the legislation that would move the housing market
forward. “The bill proposed by Chairman Frank is an
important first step toward launching a real estate
recovery. Housing has always led this country out of
economic downturns, and this bill recognizes that the
key to bolstering the overall economy is creating stability
in the real estate markets. With foreclosure relief,
improving the Hope for Homeowners Plan, and expanding
TARP to support commercial real estate loans and
commercial mortgage-backed securities, this legislation
will help create housing stability.”
“By directing the Treasury Department to increase
the availability of affordable mortgages rates for qualified
home buyers and to offer reduced rate loans designed to
stimulate demand for home purchases and clear inventory
of properties, Chairman Frank has responded to the
most critical issues facing potential homeowners,"
McMillan said.
Foreclosure relief, using the second half of the $700
billion previously authorized by Congress, would be
conditioned on stipulation that $50 billion be used for
foreclosure mitigation and calls for a plan to be put into
action by March 15. That would allow the Treasury to
begin committing the remaining TARP funds for the plan
no later than April 1.
The plan would require that foreclosure assistance
must apply only to owner-occupied residences. Further,
the bill would provide liability protection for loan servicers
who engage in loan modifications. Such servicers would
have to report regularly to the Treasury.
In addition, the Treasury would be authorized to
provide support for commercial real estate loans and
commercial mortgage-backed securities, an NAR priority.
NAR has been urging the Obama administration,
as well as Congress, to address critical housing needs.
“This legislation is a great beginning, but more needs
to be done. We must continue to bring potential homebuyers into the market by ensuring low mortgage
interest rates, making the higher 2008 conforming
loan limits permanent, and applying the $7,500 tax
credit to all homebuyers and making it non-repayable,”
McMillan said.
PAR Excellence Club Award
Are you a star in the field of real estate?
Then PAR is looking for you!
The PAR Excellence Club Award honors REALTORS‰ who have shown a high
standard of excellence through professional and community involvement,
sales activity and education.
Visit the PAR web site at parealtor.org for an application form or
call 800–555–3390 today for more information about the Club Award.
Application deadline is March 31, 2009. Be recognized for your hard work!
FEBRUARY 2009
P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰ I 1 1
TECHNOLOGY
R PA C
CONTINUED FROM PAGE 10
REALTORS® Find Success With
Single–Property Web Sites
look like if I have their listing,” she
explains.
Once the listing is secured, BournePirovic uses web site statistics to keep
sellers informed about her efforts to
sell their homes even if there aren’t a lot
of showings or she’s on vacation. The
statistics, generated by BakerB Solutions,
track how many people view each virtual
tour and whether those people request a
showing or financial information, among
other metrics.
“It’s awesome,” she says. “It lets
them see that a lot more is going on
behind the scenes.”
An additional benefit is that singleproperty web sites increase the quantity
and quality of calls Bourne-Pirovic
receives about her listings and “weed
out calls from people who know
absolutely nothing about the property,”
she says.
A Big Bang for 25 Bucks
When David Silver-Westrick, owner
of Keller Williams OC Coastal Realty in
San Clemente, CA, built his first web
sites for his own listings more than five
years ago, it took him two days to create
each web site from scratch, he recalls.
But now that he uses Agency Logic’s
technology, a basic web site that takes
about an hour to set up, while a fancier
one takes perhaps two or three hours.
SingleProperty Web
Site Services
Agency Logic:
ww.agencylogic.com
BakerB Solutions:
www.bakerb.com
Real Tour Vision:
www.realtourvision.com
A single-property web site can
cost as much as $50 on a one-off basis
but most aficionados take advantage
of bulk-purchase discounts, which can
cut that cost in half for, say, five to 10
web sites. Hood pays just $25 apiece
to purchase larger quantities. These
prices include the domain name
registration fee.
Some providers offer trial
subscriptions or allow customers to
create a web site in advance of a listing
appointment and then pay the fee only
after the listing is secured. A test drive
is recommended because some templates
are easier to use than others,
Silver-Westrick notes.
web sites generally don’t rank well in
Google’s search algorithm.
“I suspect [these web sites] will
never rank particularly high because
they have a limited shelf life and you
aren’t going to get a lot of links in,
links out, or a huge amount of traffic,”
Silver-Westrick explains.
A high Google ranking isn’t necessary
to the effectiveness of a single-property
web site, according to these realty
professionals. But that lack of searchengine visibility means a strong marketing
effort is required to bring buyers to
these web sites.
“You have to put the URL, the
domain name for the web site, in all of
your other advertising,” explains Hood.
His strategy includes more than 25
different web sites such as
REALTOR.com®, Trulia and Zillow, in
addition to direct mail and newspaper
ads, all of which promote the singleproperty web sites. In the first two or
three weeks, “when all of this stuff hits,”
each web site attracts “a few hundred
unique users,” each of whom looks at 10
to 15 different pages within the web site
on average, he says.
A second caveat is that some home
sellers prefer not to have the interior of
their home displayed on a publicly accessible web site. Such intensely private
people are rare, Hood says, but “if they
are sensitive, [a single-property web
site] may not be an appropriate vehicle”
to showcase their home.
Silver-Westrick attributes at least two
home sales to his single-property web
sites. In one case, he recalls, the buyer
wasn’t even looking for a new home but
stumbled over the web site and became
so enamored of the house that he later
bought it. But even if such happy accidents
happen only seldom, single-property
web sites can help to connect more
buyers to their new homes as part of a
comprehensive marketing campaign.
Marcie Geffner is a freelance real estate
writer and former senior editor of
California Real Estate magazine.
Reproduced with permission from the
California Association of REALTORS®.
Copyright 2008 California Association of
REALTORS®.
JOIN THE
CONVERSATION!
Google Ignores Single-Property
Web Sites
One caveat is that single-property
1 2 I P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰
Hall of Fame
$25,000+
2008 Investors
List last updated: December 19, 2008
Allan Domb
James L Helsel Jr
Henry P Jacquelin
Stanley J Lesniak
* Ellen B Renish
$20,000
Angelo D Guerra
Sally G Heimbrook
* denotes RPAC Trustee
$10,000 – $19,000
Kit Anstey
Harry C Caparo Jr
* Ronald F Croushore
Diane S DeBaise
Lawrence F Flick IV
* Victoria M Lowry
William H Lublin
Guy A Matteo
Mary Beth McDermott
Charles G Roach Jr
* Kimberly G Skumanick
Janice C Smarto
Joseph Tarantino Jr
Conrad Vanino Jr
Golden “R”
$5,000
($2,000 to Sustain)
Harry C Caparo Jr
Allan Domb
Angelo D Guerra
Sally G Heimbrook
James L Helsel Jr
Stanley J Lesniak
William H Lublin
Guy A Matteo
* George E Raad
* Ellen B Renish
Crystal “R”
$2,500
($1,500 to Sustain)
Paul D Allen
James E Bindschadler
* Suzette Colvin
* Ronald F Croushore
Diane S DeBaise
* Victoria M Lowry
Mary Beth McDermott
Robert T Ramagli
Charles G Roach Jr
Dale R Sadler
Thomas E Skiffington
* Kimberly G Skumanick
Janice C Smarto
Conrad Vanino Jr
Sterling “R”
$1,000
Gina M Barbine
David I Brant
Eileen T Campbell
Michael D Campo
H. Daniel Caparo
* John F Capers
Barbara A Capozzi
* Dominic J Cardone
Robert Colvin
Louise E D'Alessandro
Paul J DiCicco
Robert J Fleck
Lawrence F Flick IV
Richard D Foley
Harry K Fry
Paul Ginsburg
FEBRUARY 2009
R PA C
Michael Gordon
John A Gross
Gregory S Herb
Frank J Jacovini
Henry P Jacquelin
John J Lacey
Craig A Lerch Jr
Dennis Manley
Michael R McCann
Kathy McQuilkin
Bette R McTamney
Patrice Merzanis
Kim E Moyer
Thomas R Murray Jr
Randy L Myer
Kathryn A Opperman
Richard A Opperman Jr
Jonathan M Orens
* Albert Perry
* F. Todd Polinchock
Douglas W Rebert
Barbara Rose
* Donald D Roth
Carolyn L Sabatelli
Rosemary Scardina
Keith A Sealover
Paul H Slaugh
Jerry Y Speer
Anthony J Stipa Jr
Joseph Tarantino Jr
Derenda Updegrave
Debora Weidman-Phillips
* Robert O Williams
Governor’s Club
$500–999
David L Bershad
Lisa Y Calhoun
Eleanor Carpenter
Kenneth L Carper Sr
Jan B Castner
James Clarke
Denise J Commings
Jeffrey J Crosby
Paul F Culley
James A Dietrich
Andrew J Donohue
Cynthia T Evans-Herr
William Festa
Larry L Hatter
Robert C Hay
* Denise Johnson
Lindsay Johnston
Agnes M Kluge
Dennis J Kulp
Dennis R Lawrence
Jane M Maslowski
Paul G Mazzochetti
Harry R McCarty
William McFalls Jr
Ed Mullin
Jerrod Paterson
Michael E Pion
Maggie E Pollich
Christopher G Raad
Edward L Rae
Jennifer M Reddinger
Lewis R Rodin
Elaine S Rodman
W. Greg Rothman
James P Ryal
* Melissa A Sieg
Joseph E Sindoni
Kenneth A Snyder
Anne Standing
Viola E Thompson
Harrison S Tyson
Todd H Umbenhauer
Lawrence P Walker
Hugo C Weber
Robert T Wood
FEBRUARY 2009
Capitol Club
$200–499
Robert E Aldinger
Frank A Alexander
Dominic J Arcuri
Judith P Arnold
Eric J Aronson
Valerie Ashbrook
Sherie E Babb
Dolores K Bailey
Geoffrey R Baker
Laura S Baker
Sheila M Banner
Sandra J Behm
Susan Bell
Charlotte Bergdoll
Daniel A Berger
Leslie D Berger
Mark C Bigatel
Michelle C Bradley
Allen G Braithwaite
Frederick L Briggs
Leon J Brisson
James G Brophy
Robert K Brown Jr
Marilou S Buffum
Stephanie A. Burg-Santiago
Mary Louise Butler
J. Drew Bycoskie
Bernard J Campanella
Arthur D Campbell
Luis Campos
Derek Canova
Barton Caprario
David J Caracausa
Elizabeth Cardone
Mark A Carr
Barbara Cartwright
James A Cassidy Jr
Michael C Chaknos
Anthony J Cimino
Evelyn H Cohen
Michael P Cohen
Andre B Collins
Patricia L Copeland
Joseph A D'Alonzo
Gregory J Damis
Libbie A David
Joanne Davidow
Mary Lynne Deets
John P Derham
Cynthia Dickerman
Lorraine J DiDomenico
Pina DiDomenico
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Marjorie A Singmaster
Mary Ann A Sipos
Louis A Skale
Joyce A Skillman
Randy R Skokowski
Lillian S Skulsky
Jo Ann Slomine
Tenna L Smart-Cooper
Florence Smerconish
Deborah J Smith
Donald T Smith
Hazel Smith
Karen S Smith
Patricia A Smith
David B Smolizer
Dennis Snell
Stephen Snell
Cheryl A Snyder
James M Snyder Jr
Joseph R Sofranko
Larry G Sollenberger
William A Sotter
Pamela Sovich
Carmen Spallone
Spencer Speros
Bonnie Y Spetzer
Rita A Spinosa
Beverly J Sporio
I. Linda Sposato
James V St. Hilaire
Joanne C Stahl
Richard J Stampahar
Jay Starr
Karen L Starr
Maureen T States
Colleen Steelman
Barry L Stein
Jan J Stephano
Robert H Stevens
David J Stilwell
Bruce C Stimmel
Nancy M Stine
Richard D Stiscia
Wendell B Stockdale
Linda L Stocklas
William Stoerrle, Jr
C. Ivan Stoltzfus
Charlotte A Stoudt
Paul K Stout
Carl J Straka Sr
Emily S Strausser
Margaret A Strouse
Joanne Struble
Robert J Stuart
Thomas Stupak
Marisol I Suarez
Peter Sukeena
Neil B Sukonik
Barbara C Sulava
Katrina Sullivan
Joseph F Summers
Laura C Summers
Sally Sussman
Susan N Sutto
Carol A Swain
Robert R Swayne Jr
Mark D Sweeney
John H Swords Jr
Edie Szczypiorski
Marie Sztubinski
Stacy Tarantino Bishop
Sandrina J Taraszki
Arthur D Tarquinio
Ilona A Tassone
Terry L Teel
Dori L Thaner
Susan H Thomas
Mary Ann T Thompson
Patricia A Tiehel
Lisa Tiger
Marlene A Tischler
Christine M Tobelmann
Edward R Tobias
Carol A Tomayko
Jasper A Torchia
Carolyn E Trask
Carmen A Troil
Linda M Troop
R. Scott Troxel
Christopher H Turley
Joseph F Tursi
Randall J Ulrich
Carl E Unruh
Joan S Valentine
Nicholas Vandekar
Jason VanDyke
Nancy E VanLandingham
L. Lee Vanni
Antoinette Vitullo
Nick Vlahos
Cynthia L Wadsworth
Erik C Wagner
Rebecca J Wagner
Robert W Wagner
Tyler Wagner
Robert M Walker
Brian D Wallace
Sharon Wallace-Platt
Ann Marie Walsh
Edward Walsh Jr
James M Walsh
Dorothy Walsko
Linda L Walters
Cheryl J Warczyglowa
Alan K Warfield
Donald Wargo
Gina M Warhola
Bobbi Wasserman
Linda Watson
Linda J Watt
Arlene Wayns
David E Weaver
Gladys M Wehbe
Judith Weidler
Jack E Weikert
Cindy Weimer
Samuel Weiner
Phyllis G Weinstock
Brad S Weisman
Donald J Weiss
Jane Wells Schooley
David P Welsh Jr
Clarence R Wenger
Maria Werner
Wade W Wertz
James A West
Michael D West
H.M. Buck Weston
Tex Weston
Andrew Wetzel
Arthur L Wheeler Jr
Dawn M White
Linda H White
Mary W White
Mildred Whitman
Lori Widders
Jordan Wiener
Shanna Wiest
John P Wiga
Terry N Wiley
Kathleen R Wilkin
Conway S Williams Jr
Diane Williams
James A Williams
Robert C Williams
Thomas P Williams Jr
Wendell L Williams
Janis Williams-Shepherd
J. Anderson Wilson
Lisa B Wimmer
Sally A Winters
Glenn R Witmer
Karen Ann Wolf
Matthew Wolf
Richard N Woodard
Kenneth M Worley
William J Worthington III
Rosemary Wright
Linda Yaley
Susan M Yannessa
Shannan J Yarnick-Louder
Joseph M Yates
Lynn Ydoyaga
William R Yellets
Scott L Yocum
Kimbra Yoder Rickert
Rose Ann Yohn
Gary Yost
Steven S Yost
Daniel E Young
Mary Young
Gail S Zaferes
Ann M Zajac
Colleen G Zajacek
Frank Zajacek
Grace Zajacek
Alan S Zavacky Al
John R Zawarski
Phyllis M Zecca
Melynda Zeek
Edward F Zehfuss
Loretta J Zelenko
JoAnne Zidock
Clayton R Zimmerman
Lynn R Zimmerman
Melinda H Zimmerman
Bette A Zrimsek
Richard A Zuber
Linda B Zylberdrut
P E N N S Y LVA N I A A S S O C I AT I O N O F R E A LT O R S ‰ I 1 5