Issuu

WELCOMING OUR NEW PRESIDENT 12

ALL ABOUT REALTOR SAFETY Center

EARN YOUR GRI DESIGNATION 26

Vol LX, No 4 | AUG/SEPT 2026

mdrealtor.org | marylandhomeownership.com

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FHA 203(K) LIMITED LOAN

Allows for additional financing for repair/modernization as part of the home purchase.

Learn more about our home loans:

mmp.maryland.gov

@MarylandMMP

CONTENTS FEATURES 7

The Maryland Mosaic: Your Road Home

12 Celebrating our

2027 President, Melanie Gamble

28 Two Roads of

Housing Legislation

Use Techn

ology & Safety

Tools

• Safety apps/panic buttons • Smart lockboxes • GPS-en abled check-i • Emerge ns ncy alerts • Vehicle tracking if approp riate

nitor Suspic

ious Behav

ior & Red

Flags

Listing &

Plan

agents

ystems ents ccounts nsurance or E&O any policies

support • For e bank within 12 he FBI’s ic3.gov

Safe Trave

l Habits

al Inform

ation

End Safely

/Open House

• Seller to remove mail/document • Seller to put away s family photos if requested • Secure seller • Avoid display information ing schedules/cale ndars

Seller Imper

sonation

Use AI Tools

Safely

• Don’t paste information, client or transac contracts, tion details into free public AI tools • Use brokera geapprove d AI tools

• Walk through propert y • Verify all carefully visitors have • Check left window • Avoid leaving s/doors alone if concern s arise

Fraud

A major emergi • Verify ownershng threat. Precaut ions: ip directly • Require notarized docume • Conduc ntation t video verificat • Be cautiou ion when needed s with vacant • Do not land listings accept Zoom or platform links; send your

Response

Practice

• Park strateg ically • Keep vehicle fueled

• Avoid isolated • Carry charge meeting location s • Avoid late-nigrs and emergency ht solo showing supplies s when possibl e

Protect Person

• Visitors avoiding sign-in • Excessiv e questio ns about security systems or if you are alone • Separa ting from the group • Openin g drawers /cabinets

Watch for

Special Insert! REALTOR® Safety Report Suspic

ious Activi

Know Your

ty Imme

diately

Fast reportin g can sometim • Broker es stop stolen notifica funds. • Title compan tion y • Law enforce alert Complaint ment/ FBI’s Internet Center (IC3) Crime • MLS reportin g if applica ble

own

Cyber Insura

nce Cover

age

• Confirm whether your E&O includes policy cyber, have a standal or whether you • Know what’s one cyber policy covered: response, incident forensic investig legal, client notification, ation, business interruption • Save the policy carrier hotline number and somewh offline — ere you reach email may not be able to during an • Call the incident carrier first when something happens policies require — most this to trigger coverage

Watch for

Signs Your

Email was

Hacked

• Sent items you don’t recognize • Inbox or forwarding rules you didn’t create • Clients mentioning messages you didn’t send • Missing emails about invoices, or closings wires,

The

PATHWA Y to SAFETY REALTOR® Safety

can mean

PERSONAL

& PHYSICAL

OPEN HOUS

a lot of thi ngs:

SAFETY

E SAFETY

FRAUD/FIN

ANCIAL CRIM

CYBERSEC

URITY &

E SAFETY

DIGITAL SAFE

This guid e will walk you throu each cate gh the impo gory listed practices , so that rtant safe you in action, ty steps for to keep you can know and then put safe House, with best fraud, and on a showing, at an Open cybersec urity.

DEPARTMENTS 3

From the President

22 From the CEO

26 Education

REALTOR® Talk

23 Sell More with Maryland

28 From the Hotline

20 Housing Advocate

24 From the MREC

MARYLAND REALTOR®

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2026 MARYLAND REALTORS® LEADERSHIP TEAM

Maryland REALTORS®

200 Harry S Truman Parkway | Suite 200 Annapolis, MD 21401-7348 443.716.3500 | www.mdrealtor.org

Leadership Team

Denise Lewis

Melanie Gamble

PRESIDENT

PRESIDENT-ELECT

Brook-Owen Real Estate 41 E. Main Street Westminster, MD 21157 410.871.1110 denise@denisehasthekeys.com

212 Degrees Realty, LLC 9701 Apollo Dr., # 301 Upper Marlboro, MD 301.343.8538 melanie@melaniegamble.com

Editor

Daniel Patrell | dan.patrell@mdrealtor.org

Advisory Committee

Donald Frederick | Chair Tresha Davis | Vice Chair

Advertising

advertising@mdrealtor.org

Publication Design and Printing

Ironmark, 9040 Junction Dr, Annapolis Junction, MD 20701 888.775.3737 | ironmarkusa.com The opinions expressed by nonstaff contributors may not reflect the official opinion of Maryland REALTORS® and/or policies derived from leadership and staff.

Larry Smith

Chris Drewer

SECRETARY

TREASURER

Railey Realty 2 Vacation Way McHenry, MD 301.387.2000 lsmith@railey.com

EXP Realty, LLC 7939 Honeygo Blvd., Suite 108 Nottingham, MD 410.292.3218 ctdrewer@gmail.com

Mission Statement Maryland REALTORS® exists to support all segments of its membership and their specialties. Maryland REALTORS®, through collective efforts with local boards/associations and the National Association of REALTORS®: ■ Develops and delivers programs, services and related products that maintain and elevate the high standards of the real estate business and the professional conduct of its practitioners; ■ Assists members in ethically and professionally serving the public; ■ Promotes and preserves the right to own, transfer and use real property; and ■ Protects the right of members to conduct business within a framework of fair and reasonable laws and government regulations. In principle and in practice, Maryland REALTORS® values and seeks diversity and inclusive participation within the field of real estate and recognizes each member as a unique individual.

Cheryl Abrams Davis

Bo Patten, RCE, AHWD, C2EX

IMMEDIATE FORMER PRESIDENT

CHIEF EXECUTIVE OFFICER

RE/MAX United Real Estate 14340 Old Marlboro Pike Upper Marlboro, MD 20772 301.702.4200 cherylabrams@remax.net

Maryland REALTORS® 200 Harry S Truman Pkwy. Suite 200 Annapolis, MD 21401 443.716.3500 bo.patten@mdrealtor.org

Maryland REALTOR® (USPS 0016-017) is published bimonthly by Maryland REALTORS®, Suite 200, 200 Harry S. Truman Parkway, Annapolis, MD 21401-7348. Periodical postage paid at Annapolis and additional mailing offices. Postmaster send address changes to: Maryland REALTOR®, Suite 200, 200 Harry S. Truman Parkway, Annapolis, MD 21401-7348. Member subscriptions of $3.81 are paid with annual dues. This publication is designed to provide accurate and authoritative information regarding the subject matter covered. It is offered with the understanding that the publisher is not engaged in rendering professional advice. If legal advice or other expert assistance is required, the services of a competent professional should be sought. Articles that appear in Maryland REALTOR® are an informational service to members. Permission to reprint articles appearing in Maryland REALTOR® magazine must be requested in writing. Also include purpose for request. While this magazine makes a reasonable effort to establish the integrity of its advertisers, it does not endorse advertised products or services unless specifically stated. ©2026 Maryland REALTORS®, Inc.

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FROM THE PRESIDENT

Walk On Before you read another word, do me a favor. Pull up “Overcomer” by Mandisa and hit play. Play it loud. Every great entrance deserves walk-on music, and as this is my final President’s column, let’s have a little fun. As I listen to those lyrics, I can’t help but think about everything we’ve overcome together this year. We’ve adapted to change, navigated new laws and forms, worked through market uncertainty, and continued serving clients with professionalism and heart. We don’t always get to choose the challenges that come our way, but we do choose how we respond. That’s what REALTORS® do. We overcome. As my year as your President comes to a close, I’ve realized something about leadership. It isn’t about reaching the “golden ring” of becoming president. Whether you’re leading your local association, serving on a committee, or one day wearing a statewide badge, leadership isn’t a destination. It’s a journey of becoming. Along the way, something changes inside you. Your thinking shifts from, “What’s in it for me?” to, “What can I do to make this better?” Better for your clients. Better for your community. Better for your fellow REALTORS®. Better for the profession. In many ways, that’s the greatest thing we overcome: ourselves. We stop focusing on our own interests and start investing in the people and places around us.

In my very first column, I shared three simple ideas that continue to guide me every day: Be One. Do One. Bring One. Be One. Be the professional who shows up. You’re active in your local board? Wonderful. Now visit another board’s event. Meet new people. Build relationships. Every room you walk into is another opportunity to grow your business and your leadership. Do One. Find one thing that elevates your work, your visibility, or your service. It doesn’t have to be a grand gesture. Just do that one thing consistently. Over time you’ll be amazed at the ripple effect it creates throughout your business and your life. Bring One. When you find an event, class, committee, or meeting that boosts your professionalism, invite someone else. You never know whose leadership journey begins because you simply asked them to come along.

Whether you’re leading your local association, serving on a committee, or one day wearing a statewide badge, leadership isn’t a destination. It’s a journey of becoming.” Serving as your President has been one of the greatest honors of my career. Thank you for your trust, your friendship, and the opportunity to serve this incredible association. Soon I’ll become your Former President, but I’ll still be right here, cheering you on, learning alongside you, and looking for new ways to serve. Now...turn up the music … and keep overcoming. ■

Speaking of Bring One, bring someone with you to The Maryland Mosaic: Your Road Home, our Annual Conference in Ocean City. Starting on page 7, you can learn about everything waiting for you there, from outstanding education and networking to fresh ideas you can take home to your business. And don’t miss our Industry Awards celebration. If you want to take a MasterClass in what excellence in action looks like, you’ll find it there.

MARYLAND REALTOR®

Denise Lewis Is Maryland REALTORS®’ 2026 President.

AUG/SEPT 2026

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REALTOR TALK

Carroll County REALTORS® Celebrates 70 Years of Service, Advocacy, and Community BY SHARON HINER, EXECUTIVE VICE PRESIDENT, CARROLL COUNTY REALTORS® For 70 years, the Carroll County REALTORS® (CCR) has been a trusted voice for real estate professionals, property owners, and the communities we proudly serve. Since our founding, we have evolved alongside Carroll County, adapting to changing markets, new technologies, shifting regulations, and the ever-changing needs of our members and consumers. Through economic highs and lows, housing challenges, and industry transformation, our commitment has remained unwavering—to promote professionalism, protect private property rights, advocate for homeownership, and strengthen the communities where we live and work.

CCR’s original charter, granted by the National Association of REALTORS® in 1956.

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Our success has been built on the dedication of generations of volunteer leaders, members, and

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Members of the CCR Executive Committee: Sandy Jenkins-Blackburn, President-Elect; Yvette Rippeon, President; Dawn Friend, Secretary; and Sharon Callahan, Immediate Past President, with Sharon Hiner, Executive Vice President. On June 11, they served a celebration cake at the association’s annual meeting and 70th Anniversary celebration picnic.

affiliate partners who have invested their time, expertise, and passion into making our association stronger each year. Together, we have created an organization that is resilient, innovative, and sustainable—one that continues to educate, support, and empower real estate professionals while giving back through community service and charitable outreach. As we celebrate this 70-year milestone, we honor our past, embrace the opportunities ahead, and reaffirm our commitment to serving our members, our industry, and Carroll County for generations to come. Seventy years of leadership. Seventy years of advocacy. Seventy years of building stronger communities—together. ■

The Walkability Advantage A new survey by the National Association of REALTORS® shows that Americans value walkability, mixed-use neighborhoods, and a broad range of housing choices. Demand for smart-growth features, such as access to parks, shops, restaurants, schools and workplaces, is real—and many Americans are willing to pay more for them. “It’s clear that Americans place a high value on making sure the place they call home has the amenities they need to lead a happy and healthy life,” said NAR Executive Vice President and Chief Advocacy Officer Shannon McGahn. “NAR members know this intuitively, but having hard data like this is an asset in our advocacy efforts at the federal, state, and local level.”

Walkability remains a top priority for homebuyers and residents. ■

89% say sidewalks and places to walk are important when deciding where to live.

■

82% say that being within an easy walk of shops and parks is important when deciding where to live.

■

74% say having a place to walk or exercise a pet is important.

■

71% say that the places they need to go are too far to walk. The weather (41%) and concerns about safety because of traffic (39%) are other major barriers to walking.

Walkability has real market value. ■

Nearly two-thirds (63%) say they would be willing to pay more to live in a community where they could easily walk to parks, shops, and restaurants.

■

When presented with a choice between a larger home site requiring more driving and a smaller lot in a walkable neighborhood, 59% preferred the walkable option.

There is meaningful support for reducing driving trips through community design. ■

46% of respondents say it should be a high priority for local governments to make it easier to develop communities where people do not have to drive long distances to work or shop. 39% say it should be a middle priority.

■

Only 15% of respondents think community design that reduces long drives should be a low priority. Support is strongest for practical housing solutions that expand choice.

■

63% say small-lot single-family homes are a good idea for their communities.

■

51% support townhomes, duplexes, and other attached housing options.

NAR’s Community and Transportation Preference Survey is a triennial survey of 2,000 residents in America’s 50 largest metropolitan areas to assess their preferences related to NAR’s Smart Growth principals. The complete results can be found at NAR Community and Transportation Preferences Surveys. ■

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WHEREVER YOU SERVE YOUR CLIENTS IN MARYLAND, YOU WILL WANT TO BE HERE September 29 – October 1 at The Maryland Mosaic: Your Road Home

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Made in Maryland!

The Exhibit Hall: The Heart of the Mosaic

Enhance your work, discover your path, expand your network at The Maryland Mosaic: Your Road Home

The Exhibit Hall is where connections become opportunities. Meet fellow REALTORS® who understand the value of strong partnerships and discover new ways to grow your business alongside the companies that support our industry.

BY KIM HARDEN

With nearly 80 exhibitors—including brokerages, lenders, title companies, inspectors, technology providers, and other industry partners—you’ll find practical solutions, innovative products, out-of-the-box thinking, and valuable relationships all under one roof. Networking continues throughout the day during breakfast and lunch, and our themed happy hours make it easy to reconnect with colleagues and expand your professional network.

The 2026 Annual Conference theme, “The Maryland Mosaic: Your Road Home,” selected by the Annual Conference Committee, celebrates both the diversity and the unity that define Maryland’s real estate community. Just as Maryland is strengthened by the unique character of its cities, towns, and counties, our association is built upon the individual contributions of REALTORS® serving every corner of the state. Through their local boards and associations, members work to strengthen their own communities, then come together at the state level to advance advocacy, elevate professionalism, and build the connections that benefit Maryland’s real estate industry. This is the “Maryland Mosaic,” and we invite you to register and attend to play your role in Maryland’s state of real estate. You will earn essential CE credits, take a deep dive in cuttingedge non-CE sessions, engage in networking opportunities, and explore a synergistic exhibit hall while connecting with REALTORS® from across Maryland. Just three days, September 29 – October 1, in Ocean City. Develop your skills. Learn best practices. Connect with members to expand your business.

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Be sure to stop by the MarylandHomeownership.com booth to explore our consumer-outreach and take your turn to share your wisdom in front of the camera at our interview studio nearby.

Don’t forget to visit the Maryland REALTORS® booth, take your selfie in front of our nearby Maryland REALTOR® backdrop, connect with leadership and staff, and pick up the latest guides and educational material.

Get Happy! Join us for Happy Hours on September 29 and 30 where this year’s entertainment will be … you! While staged events are entertaining, our Annual Conference Committee has turned this concept on its head: for both Happy Hours, the entertainment will be between the aisles engaging with our members. VR gaming stations, strolling magicians, caricature artists, and even special guests like Poe, the Baltimore Ravens mascot, will be on hand. While September 29 will have a “renaissance festival” theme with virtual archery, the theme for the September 30 Happy Hour will be Maryland Day! Wear your state colors and anything with our state flag on it. The attendee with the best “Maryland” outfit wins a $100 gift card!

Celebrating Excellence On Day 2—September 30, 2026—join us in celebrating excellence at the 2026 Awards Ceremony in the Performing Arts Center at the Ocean City Convention Center. ■

Meet our new CEO, Bo Patten.

■

Join 2026 President Denise Lewis in honoring standout REALTORS® shaping our industry at our Industry Awards Ceremony.

■

Be in the room for Tony DiSilvestro’s Inspiring keynote presentation

A Business-Forward Keynote In today’s unpredictable business landscape, growth requires more than hustle. It demands alignment, systems, leadership, and intentional strategy. In this powerful keynote, Tony DiSilvestro shares the proven principles behind his “Business Scaling Blueprint,” a framework built from decades of real-world experience launching and scaling more than 30 businesses across multiple industries. Through his signature philosophy, “Align. Empower. Grow.” Tony equips audiences with actionable strategies to eliminate operational chaos, strengthen leadership, improve accountability, and scale sustainably without becoming a bottleneck. Drawing from his experience as a business owner, investor, operator, and mentor, attendees will walk away with practical tools they can immediately apply to increase profitability, improve culture, and build organizations designed for long-term success. Tony’s story is one of determination, resilience, and growth. From humble beginnings to building multiple successful businesses, he has become an internationally recognized entrepreneur, real estate investor, franchise owner, and leadership coach.

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The first 100 conference registrants will have already received Tony’s book, The Business Saling Blueprint. After his keynote, Tony will join us in the exhibit hall, where he will sell and sign copies of this business bestseller. Get your copy…and get it signed!

Get Your Renewal CE Here Maryland REALTORS® will offer all the renewal CE courses once. You can sign up for these, and the non-CE courses below, when you register for the conference. Tuesday, September 29, 2026 Legal and Legislative Updates (A/3.0) Broker Supervision (I/1.5) Contract Law Review (F/1.5) Wednesday, September 30, 2026 Ethics (D/3) Thursday, October 1, 2026 Fair Housing (F/2) Brokerage Relationships and Disclosures (H/3) Right of First Refusal and Compliance (CE) Emily Button from the Maryland Office of Tenant and Landlord Affairs will discuss the process of offering tenants the Right of First Refusal from a compliance perspective. (To earn CE Credit for this course, you must attend both Right of First Refusal and Compliance AND Tenant Bill of Rights.) Tenant Bill of Rights (CE) In this class, property managers will dissect the Maryland Tenant’s Bill of Rights to ensure that all laws are followed, and protections are in place for both property managers and their tenants. (To earn CE Credit for this course, you must attend both Right of First Refusal and Compliance AND Tenant Bill of Rights.)

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Expand Your Knowledge: Non-CE Courses Check out these relevant and cutting-edge non-CE course offerings! This list is current as of the time of publication; some courses may change. For the latest information, visit the conference website, using the QR code on page 7. Get the Hack Out of Here: How Technology Can Ruin Your Business (CE Pending) With the proliferation of wire transfer fraud, listing scams, and many other digital schemes, the real estate industry has become a major target for hackers and fraudsters. In this session, you will learn how to assess current cybersecurity weaknesses and how to protect yourself and your clients with very easy-to-implement, low-tech solutions. You’ll learn how to navigate the laws surrounding these issues, NAR policies, and more to ensure you and your clients survive in this perilous digital world. Shrinking Agent Population: How It’s Changing Recruiting and Retention In an industry facing a challenging economy, agent recruiting and retention is at the forefront of every broker’s mind. This course will explore the ever-changing face of real estate and what an evolving market looks like for successful brokerages. Market Like a Rockstar on a Roadie Budget Modern marketing has changed completely over the last few years. Today’s consumers are constantly being overwhelmed with marketing in all aspects of their daily lives, which makes it harder than ever to reach them effectively. Gone are mass-marketing approaches like print, phone directories, and direct mail. In are the newer, more cost-effective and targeted techniques including social, mobile, video, search engines, portals, and relationship-based marketing. In this session, you will learn about these newer options so you can create a better marketing plan that will help you rock your business without rolling over your budget.

Risk Management In this session, Debbie Bindeman of Pearl Insurance will answer your questions about insurance – the “ins and outs” and “ups and downs.” What kind of insurance do I need? What don’t I need? How much do I need? How do I advise my clients on this? How do I mitigate my risks? Anatomy of a House – The Whole Home (CE Pending) Get the need-to-know vocabulary of features, styles, and amenities to allow you to speak to consumers with clarity and authority about the property and features to consider. A better understanding of property features will assist when pricing a home, marketing a home, showing a home, negotiating inspection repairs and addressing appraisal conditions. Maryland Commission on Civil Rights This session from the Maryland Commission on Civil Rights will explore the intersection of civil rights and real estate and how REALTORS® can work within the law for the benefit of the communities they serve, and the REALTOR®. Getting Business from the Business You Have What are the missed opportunities that exist within the transactions already entrusted to us? Let’s look for ways to extract more from the listings we hold and the buyers we guide! Postcards, open houses, multiple offers, photo sessions, seminars, and FSBOs can all be strategically adjusted for better outcomes.

Close 50 Buyers “Close 50 Buyers” is a dynamic course designed to empower real estate professionals with actionable strategies for success. Dive into proven tips for attracting, converting, and closing buyer transactions, backed by essential mathematical insights to achieve the coveted 50 closures milestone. Learn the art of acing your buyer presentation, covering key aspects from opening conversations to effective closing techniques. Elevate your skills, navigate transactions with confidence, and set the stage for unparalleled success in closing 50 buyers.

Headshot Hut Returns! Back by popular demand! The Headshot Hut returns on September 29 at the Convention Center. Need a new portrait? Get your best business-in-action face and get your next headshot here! ■

Thank You, Sponsors!

our growing list of Thank you for the support of reciate your support! sponsors. Our members app

Professional Standards – Mock Hearing What goes on at a professional standards hearing? Join the Professional Standards Committee as they enact a hearing panel with real life scenarios. This session will help you to grasp the importance of professionalism for you and your brokerage. Borderless Business: Breaking into Global Real Estate Our Global Business Committee will help you to unlock the potential of the foreign market. Discover key strategies for cultural sensitivity, overcoming barriers for firsttime immigrant buyers, and effective communication. Learn practical marketing and trust-building techniques to expand your client base and foster long-lasting relationships. Tailored for real estate professionals, with promises of actionable insights to navigate crosscultural transactions successfully.

Kim Harden is the Events Manager for Maryland REALTORS®.

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Building on a Strong Foundation As Maryland REALTORS®’ 2027 president, Melanie Gamble discusses her priorities for broker engagement, volunteer leadership, strategic growth,and housing advocacy.

elanie Gamble’s path to the presidency of Maryland REALTORS® wasn’t defined by a single moment—it was shaped by personal experiences that fueled her passion for real estate, education, and service. A family loss sparked her interest in the profession, while years of helping clients navigate challenging situations strengthened her commitment to advocacy and leadership. As she prepares to lead the association in 2027, Gamble is focused on building stronger connections with members, supporting brokers, expanding volunteer engagement, and ensuring REALTORS® continue to play a leading role in shaping the future of housing across Maryland. In this interview, she shares the experiences and priorities that will guide her presidency. Maryland REALTORS: How did you get interested in the business of real estate? Melanie Gamble: I got into real estate because of a painful family experience. My grandmother had left me a piece of land in Alabama, and after I got married, my husband and I decided to visit it. The property was in a growing area near the water, surrounded by beautiful new homes, and I was excited about its potential. Then I discovered the property taxes had gone unpaid, and the land had already been sold at a tax sale for just $1,000.

That experience sent me down a path of researching real estate, which eventually led me to earn my license. Twenty-five years later, what began as a painful loss has become my passion. As I often say, it was a loss that turned into a love. MR: What appealed to you back then about real estate? Gamble: At first, I thought what appealed to me was the opportunity to write my own ticket, but over time I realized it was something much deeper. Real estate became a passion for learning and for educating others. My family experienced significant losses because of a lack of estate planning and real estate knowledge. After my stepfather passed away without a will, valuable family properties were mishandled during probate, and we lost assets that should have been preserved. Those experiences reinforced for me how important financial literacy and education really are. If I can help someone avoid those same mistakes, then I’ve made a difference. MR: What appeals to you now? Gamble: Today, what keeps me passionate is that no two days are ever the same. Even after 25 years in the business, every transaction presents a new challenge and an opportunity to help someone through a difficult situation. My work in distressed and bank-owned

...Twenty-five years later, what began as a painful loss has become my passion. As I often say, it was a loss that turned into a love. MARYLAND REALTOR®

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Melanie Gamble on a panel discussion at RISMedia’s CEO & Leadership Exchange

properties has shown me circumstances I never imagined, reminding me that there is always another family in need of guidance. That’s why my only competitor is myself — I strive every day to be better for my clients and my community.

Recession meant my volunteer journey took longer than I expected. When I was finally able to return, I was even more committed to giving back. I firmly believe that when you’ve benefited from an organization, you have a responsibility to help strengthen it for those who follow.

MR: What got you interested in volunteering for your local and state board?

MR: Why is volunteering so important? If 20 percent of our membership actively volunteer and engage the association, how do you move the needle on the other 80 percent?

Gamble: Volunteerism has always been part of who I am. I grew up volunteering, so getting involved with my local association felt like a natural extension of that. I’ll be honest, though—it wasn’t always easy. Like many new members, I sometimes felt like an outsider looking in. But instead of walking away, I became even more determined to get involved. I wanted to learn, contribute, and understand how I could make a difference. That desire led me to graduate from the Maryland REALTORS® Leadership Academy in 2005. Life, however, had other plans. Raising three young sons, battling breast cancer, and navigating the Great

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Gamble: To engage more members, I believe we have to make volunteering more personal and accessible. I’d like to expand our outreach beyond the traditional roundtables by holding smaller regional sessions focused on brokers and local issues. Just as important, I want to bring back some old-fashioned relationship building—picking up the phone, reaching out one-onone, and inviting members to get involved. Sometimes all it takes is a personal conversation to help someone realize they have something valuable to contribute.

Maintain Situational Awareness

Use Technology & Safety Tools

• Avoid distractions from phones (but keep your phone within reach!) • Watch for unusual behavior • Be aware of exits and surroundings • Leave immediately if something feels wrong

Position Yourself Strategically • Stay near exits • Avoid being trapped in rooms • Don’t lead strangers into confined spaces • Limit number of guests for touring together

Educate Clients Continuously

• Watch for impersonation • Limit oversharing • Avoid posting live locations • Review privacy settings regularly

• Park strategically • Keep vehicle fueled • Avoid isolated meeting locations • Carry chargers and emergency supplies • Avoid late-night solo showings when possible

• Safety apps/panic buttons • Smart lockboxes • GPS-enabled check-ins • Emergency alerts • Vehicle tracking if appropriate

Monitor Suspicious Behavior & Red Flags • Visitors avoiding sign-in • Excessive questions about security systems or if you are alone • Separating from the group • Opening drawers/cabinets

Protect Personal Information

End Safely/Open House Close

• Seller to remove mail/documents • Seller to put away family photos if requested • Secure seller information • Avoid displaying schedules/calendars

Watch for Listing & Seller Impersonation Fraud

• Walk through property carefully • Verify all visitors have left • Check windows/doors • Avoid leaving alone if concerns arise

Create an Incident Response Plan

Brokerages and agents should know: • Who to call • How to isolate compromised systems • How to notify clients • How to restore accounts • Call your cyber insurance or E&O carrier early — many policies include response support • For wire fraud: call the bank within 12 hours and file at the FBI’s ic3.gov

Use AI Tools Safely

• Don’t paste client information, contracts, or transaction details into free public AI tools • Use brokerageapproved AI tools

The

PATHWAY to SAFETY

Report Suspicious Activity Immediately

A major emerging threat. Precautions: • Verify ownership directly • Require notarized documentation • Conduct video verification when needed • Be cautious with vacant land listings • Do not accept Zoom or platform links; send your own

Clients should understand: • Wire fraud risks • Email spoofing • Fake escrow instructions • Identity theft risks

Secure Social Media & Online Presence

Practice Safe Travel Habits

Fast reporting can sometimes stop stolen funds. • Broker notification • Title company alert • Law enforcement/ FBI’s Internet Crime Complaint Center (IC3) • MLS reporting if applicable

Know Your Cyber Insurance Coverage

• Confirm whether your E&O policy includes cyber, or whether you have a standalone cyber policy • Know what’s covered: incident response, forensic investigation, legal, client notification, business interruption • Save the policy number and carrier hotline somewhere offline — you may not be able to reach email during an incident • Call the carrier first when something happens — most policies require this to trigger coverage

Watch for Signs Your Email was Hacked

• Sent items you don’t recognize • Inbox or forwarding rules you didn’t create • Clients mentioning messages you didn’t send • Missing emails about wires, invoices, or closings

REALTOR® Safety can mean a lot of things: PERSONAL & PHYSICAL SAFETY OPEN HOUSE SAFETY FRAUD/FINANCIAL CRIME SAFETY CYBERSECURITY & DIGITAL SAFETY

This guide will walk you through the important safety steps for each category listed, so that you can know and then put best practices in action, to keep you safe on a showing, at an Open House, with fraud, and cybersecurity.

PERSONAL & PHYSICAL SAFETY

OPEN HOUSE SAFETY

FRAUD/FINANCIAL CRIME SAFETY

Pre-Screen Every New Client

Let Others Know Your Location

Control the Showing Enviroment

• Verify identity before meeting • Request a copy of ID • Conduct initial meetings in public or office settings • Use buyer intake forms • Trust instincts if behavior feels unusual

• Share showing schedules with office/staff/family • Use location-sharing apps • Check in before and after appointments • Maintain an emergency contact procedure

• Arrive first and leave last • Avoid showings for persons you have never met before • Keep yourself between the client and exits • Avoid basements or confined spaces first • Don’t allow yourself to be cornered • Limit access to occupied homes

Prepare the Property

Control Entry Points

Use Visitor Registration

Avoid Hosting Alone

Before the open house (seller conducts this with agent or assistant): • Agent asks owner to remove valuables/ medications and to remove/secure any weapons on premises • Turn on lights • Open blinds • Check all exits

• Limit unlocked entrances • Keep some doors secured • Know who enters and exits

• Require sign-ins: Collect names/ contact information • Verify identities if appropriate • Avoid completely anonymous traffic

• Conduct with another agent, assistant, lender, or colleague • Have periodic check-ins • Notify neighbors

Protect Sensitive Information

Verify Identity at Every Stage

Independently Confirm Wire Instructions

Slow Down Suspicious Transaction

• Confirm seller ownership through records • Verify client identity directly • Request copy of ID • Be cautious with remote-only clients • Watch for urgency or secrecy • Major red flag: Out-of-state “sellers” wanting quick cash sales.

• Never trust emailed wire changes on their own • Verify instructions via known phone numbers • Use established title company contacts • Train clients to verify verbally

Fraud thrives on urgency. Warning signs: • Last-minute changes • Refusal to meet/video verify • Requests for unusual payment methods • Pressure tactics

Use a Multi-Factor Authentication (MFA)

CYBERSECURITY & DIGITAL SAFETY

Enable MFA on: • Email • MLS • CRM • Banking • Social media • Use an authenticator app rather than text-message codes whenever possible

Create Strong Password Practices

Recognize Phishing & Spoofing Attempts

• Unique and long passwords for every account • Password manager usage • Never reuse passwords • Change compromised credentials immediately

Most cyberattacks begin with phishing. Warning signs: • Urgent requests • Unexpected attachments • Slightly altered email addresses • Login requests from “support” • Unsolicited online meeting requests • For sensitive logins (email, banking, MLS), type the site address directly instead of clicking emailed links

Secure Devices • Keep software updated • Use antivirus/security tools • Lock phones/laptops • Encrypt sensitive devices • Enable remote wipe features • Back up critical files to a physical drive — cloud sync alone isn’t a backup against ransomware

• Protect and limit sharing of personal/client data • Use secure document systems • Shred physical records • Avoid public Wi-Fi for transactions

Avoid Public Wi-Fi Risks If necessary: • Use VPNs • Avoid financial transactions on public networks • Use hotspot connections instead

Protect Client Data REALTORS hold highly sensitive information. Protect: • Financial documents • IDs • Contracts • Banking information • Social Security numbers

MR: As president-elect, you shepherded our latest strategic plan, BUILD. What is the importance of this particular plan? Gamble: The importance of BUILD is that it gives Maryland REALTORS® a clear and intentional roadmap for moving forward. It’s not about reinventing who we are, but about building on the strong foundation we already have and being more strategic about where we are going. Each pillar—from broker relationships to industry excellence to learning and tools—reflects priorities our members have already told us matter. BUILD sharpens our focus and creates accountability around those priorities, so this is not a plan that simply sits on a shelf. One piece I am especially proud of is the “D,” which stands for diverse and engaged members. At a time when some organizations are pulling back from diversity, equity, and inclusion work, Maryland REALTORS® has made the decision to double down. I am incredibly proud of that. MR: How would you want to give brokers additional care and support during your term? Gamble: Brokers are the engine that drives our membership. When brokers are engaged with their local and state associations, they’re much more likely to encourage their agents to get involved as well. During my term, I want to be more hands-on by reaching out directly to brokers regardless of the size of their firm. Having owned an independent boutique brokerage, owned and served as broker of record for three RE/ MAX franchises, and worked as broker of record for another major brokerage, I understand the unique challenges brokers face at every level. I also know how valuable even a small piece of guidance can be. That’s why I

Melanie Gamble with Shameeka Price at the PGCAR Awards Gala

Melanie Gamble, 2022 President, Prince George’s County of REALTORS

It’s not about reinventing who we are, but about building on the strong foundation we already have and being more strategic about where we are going. MARYLAND REALTOR®

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want to strengthen personal outreach through regional visits, phone calls, and conversations that help brokers connect with the resources Maryland REALTORS® already provides. MR: What is the importance of maintaining healthy relationships with our affiliate organizations such as AREAA, NAREB, the LGBTQ+ Real Estate Alliance, and others? Gamble: Maintaining strong relationships with organizations like AREAA, NAREB, and the LGBTQ+ Real Estate Alliance is essential because none of us can advance fair housing, homeownership, or professionalism on our own. Each organization brings valuable perspectives that help our members better serve Maryland’s diverse

Melanie, 8 years old, in third grade

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communities and better understand the unique challenges different homebuyers face. These partnerships are also central to our BUILD strategic plan, particularly the Diverse & Engaged Membership pillar. Strengthening existing relationships and building new ones isn’t just a goal on paper—it’s a commitment to ensure that our membership reflects and understands the marketplace we serve. By working together, we gain access to new ideas, educational resources, and perspectives that make us better REALTORS® and stronger advocates for our clients. Just as importantly, these partnerships demonstrate that Maryland REALTORS® remains committed to fostering an inclusive profession where every member and every client feels welcome.

Melanie’s book, published in 2017, still resonates today for future Black homeowners

Yolanda Muckle, 2023 President, Chery Abrams Davis, 2025 President, and Melanie Gamble, Maryland REALTOR’s newsest President

MR: What other initiatives would you like to accomplish in your term? Gamble: Two initiatives are especially important to me. The first is creating a peer-to-peer recognition program where REALTORS® and brokers can recognize one another for professionalism, leadership, and service. I want to celebrate the positive contributions our members make every day and create a culture where REALTORS® lift each other up. The second is launching a statewide housing symposium that brings together REALTORS®, policymakers, builders, lenders, planners, and other housing stakeholders. With nearly 30,000 members working in communities across Maryland every day, REALTORS® have practical, real-world perspectives that should help shape housing policy and land-use decisions. My goal is to create a forum where those voices are heard, meaningful conversations take place, and we work together to develop solutions that expand housing opportunities and strengthen communities throughout Maryland. MR: Anything else you wish to share? Gamble: I’m just incredibly grateful and thankful for the opportunity to serve, and that my door is always open. ■

Strengthening existing relationships and building new ones isn’t just a goal on paper—it’s a commitment to ensure that our membership reflects and understands the marketplace we serve

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Two ROADs Diverged—and That Made All the Difference (for Housing) BY LISA MAY

Robert Frost famously wrote of two roads diverging in a yellow wood. In housing policy, Maryland and Congress have taken different roads, but they’re increasingly headed toward the same destination.

Where Washington Can Go Further

The recently passed 21st Century ROAD to Housing Act is one of the most significant bipartisan housing proposals to come out of Congress in recent memory. It reflects growing agreement among lawmakers from both parties that the nation’s housing affordability challenges cannot be solved without building more homes.

While states control zoning and development, they cannot modernize the federal mortgage finance system. The ROAD Act proposes updates to numerous HUD and federal housing programs that expand access to financing for both homebuyers and housing developers.

Maryland has reached many of the same conclusions. Since 2024, the Moore Administration and the General Assembly have enacted legislation expanding opportunities for housing near transit, allowing accessory dwelling units, protecting approved development projects from changing regulations, and reducing barriers to new construction. The destination is remarkably similar: more housing supply. The roads chosen to get there, however, look quite different.

Two Roads to the Same Goal Solutions to the housing crisis are a rare area of consensus between Washington and Annapolis. Maryland has relied on relaxing overly restrictive land-use policies to achieve the state’s housing production goals. The ROAD to Housing Act reaches the same objective using a different map. It encourages reform through federal guidance, competitive grants, and incentives. Although one approach relies more on concrete changes and the other on incentives, both recognize the same reality: communities cannot improve affordability if they continue to artificially limit housing production and regulate certain types of middle housing out of existence.

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There are some roads that only Congress can travel.

The legislation broadens access to financing for multifamily housing, and updates FHA, VA, and USDA loan programs to better reflect today’s housing market. Expanding financing options helps qualified buyers enter the market, while giving developers additional tools to build the housing that communities need. The federal legislation also streamlines environmental reviews for many HUD-assisted and infill housing projects and creates the Whole-Home Repairs Act, recognizing that preserving existing housing is an important part of improving affordability.

A Better Path on Institutional Investors The ROAD Act also offers a framework for an issue Maryland has struggled to address: institutional investors. The bill generally prohibits large institutional investors— defined as for-profit entities that own or control 350 or more single-family homes—from purchasing additional single-family homes after enactment. Maryland lawmakers have debated similar legislation in recent sessions but found it difficult to distinguish between Wall Street investment firms and traditional rental housing providers, local landlords, or buildto-rent communities. Several proposals would have imposed substantial taxes or penalties on homeowners who sold to investors, potentially reducing the value

homeowners could receive for their properties—even when an investor submitted the strongest or only offer. The federal proposal establishes a clearer, more workable standard by focusing on truly large institutional investors while preserving the role of smaller landlords and Maryland-based housing providers. But a word of caution. Limiting institutional investors may reduce competition for some homes in certain markets across the country. Maryland’s long-term affordability, however, depends on producing enough homes to meet demand.

The Lesson from the Road Ahead The most striking aspect of the ROAD to Housing Act is not any single provision, but the bipartisan coalition behind it. Housing should be an issue where Republicans and Democrats agree on many of the underlying solutions. Reducing unnecessary regulatory barriers, improving permitting, expanding financing options, modernizing development standards, and encouraging more housing production attracted support across the political spectrum in Congress.

That is not the case in Maryland. Our progress has materialized, yes, but often through sharply partisan debates and voting outcomes. The message for our policy makers this election year is that housing shortages do not distinguish between red and blue. Young families searching for their first home, seniors looking to downsize, employers trying to recruit workers, and communities seeking economic growth all face the same challenge when housing supply falls short, no matter where they fall on the political spectrum. As future housing debates unfold, Maryland could benefit from embracing the bipartisan road taken by Congress—the one less traveled by. Because when it is taken, it has made all the difference. ■

Lisa May is the Director of Advocacy and Public Policy for Maryland REALTORS®.

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HOUSING ADVOCATE

Do We Practice What We Preach? BY LISA MAY “Under all is the land.” So begins the preamble of NAR’s Code of Ethics. Proof positive that private property rights are a foundational principle of real estate. REALTORS® believe that governments should not arbitrarily infringe upon the right of individuals to acquire, possess, and freely transfer real property. Why? Because preventing owners from realizing the highest and best use of their property hinders their wellbeing and that of the community and the economy. If we truly believe those principles, it follows that real estate professionals should be the strongest advocates for zoning reform and reducing barriers to housing development, no matter where they occur or who is imposing them.

Across Maryland, local governments have increasingly exercised their authority to limit how property owners may use their land:

But are we? In Maryland, there is an understandable and longstanding distrust of one-size-fits-all state mandates. Historically, state-level interventions were used to restrict land use and curtail property rights, usually in the name of environmental protection. We instinctively view any state preemption of local authority with skepticism. The reality is that today’s overregulation and infringement of property rights is occurring at the local level, not the state, by county councils, planning commissions, zoning boards, and municipal governments.

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Building moratoria halt development;

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Short-term rental bans restrict owners’ abilities to generate income from their property;

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Overly aggressive Adequate Public Facilities Ordinances (APFOs) delay or prevent housing projects;

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And, until this year’s action by the General Assembly, local governments had broad discretion to change development rules midstream in response to NIMBY opposition.

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These policies have been justified under the banner of “local control.” Yet local control is not synonymous with property rights. A property owner denied the ability to reasonably use their land experiences the same loss of rights no matter which governmental body imposed the regulation. It is precisely because local control has become too controlling that the state has been prompted to act. Recent housing legislation enacted by the Maryland General Assembly is not about expanding government power. Rather, it is about stopping local governments from curtailing the rights of property owners and limiting housing opportunities for Maryland residents.

Consider these housing bills from the past three years. While each bill addressed distinct aspects of Maryland’s housing shortage, they shared a common theme: protecting the ability of property owners to make reasonable use of their land free from unreasonable local government interference. ■

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The Housing Expansion and Affordability Act of 2024 permits manufactured and modular homes in areas zoned for single-family housing and limits local regulations that are de facto denials of otherwise qualifying projects. Accessory Dwelling Units (ADUs) legislation in 2025 established a statewide policy allowing and promoting ADUs, giving homeowners greater flexibility in how they use their property while creating additional housing opportunities in existing communities. The Maryland Housing Certainty Act of 2026 ties housing development project approval or denial to the laws and regulations in effect when a complete application is submitted and vests those development rights for up to five years. The Maryland Transit and Housing Opportunity Act in 2026 reduces regulatory obstacles like parking and height restrictions on housing built near rail transit stations.

A property owner denied the ability to reasonably use his or her land experiences the same loss of rights no matter which governmental body imposed the regulation. Local governments have rigorously opposed these reforms to protect their own power and continue restricting development. Their resistance has also contributed to the defeat of additional proposals to further reduce regulatory burdens and expand opportunities for starter homes and missing middle housing production. This should prompt important questions for our profession in response. Do we truly support private property rights, or do we only claim to support property rights when threatened by government bodies we already distrust?

just because they are located within our communities instead of Annapolis. Being a champion of thoughtful zoning reform and housing choice, while limiting local regulatory overreach, is not a departure from property rights principles. It is the fundamental expression of them. The question for REALTORS® is simple: Will we practice what we preach, or do property rights only count when it is politically expedient? ■

Will we continue to view state action on housing as intrusive and local action as noble, even when evidence indicates exactly the opposite?

Lisa May is the Director of Advocacy and Public Policy for Maryland REALTORS®.

As real estate professionals, we regularly advocate for the importance of ownership, investment, and the freedom to use property productively. Those principles should not change when local governments become the source of restrictions. Nor should we excuse the bad actions of our local officials

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CEO CORNER

A New Season and a Strong Foundation to Build Upon BY BO PATTEN September has always felt like a season of new beginnings. The leaves begin to change, the market shifts into fall mode, the legislative calendar starts stirring for the following year, and association life shifts into a higher gear as new leaders begin to take on their roles. This coming September feels a little different for me— it’s my first as your CEO, and I want to start by simply saying: I am honored, humbled, and genuinely excited to be here with y’all. I come to Maryland REALTORS® after serving as CEO of the Williamson County Association of REALTORS® in Tennessee, and before that as Chief Lobbyist and Vice President of Government Affairs for the Long Island Board of REALTORS®. Advocacy, member engagement, and organizational leadership have been the throughlines of my career, and I believe deeply in the power of a well-run association to change outcomes for its brokers, members, and the communities they serve. Maryland REALTORS® is exactly that kind of organization, and I couldn’t be more proud to be a part of an amazing leadership team to help us walk forward into this new season. Before I say anything about where we’re going, I want to say something about where we’ve been — and who got us here. Chuck Kasky has led this organization with integrity, intelligence, and an unwavering commitment to Maryland’s REALTORS® for many years. The strength of our advocacy operation, the depth of our member relationships, the trust we’ve built with policymakers in Annapolis — none of that happened without Chuck’s leadership. He leaves behind an organization that is financially sound, professionally respected, and genuinely positioned to thrive. I am grateful for his generosity during this transition and for the standard he set. Chuck, on behalf of the entire Maryland REALTORS® family: Thank you. Now, about that road ahead.

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If there’s one word that captures what this organization is focused on in the year ahead, it’s “BUILD.” Our 2026 strategic plan is organized around five pillars — Broker Relationships & Development, Unified Advocacy, Industry Excellence, Learning & Tools, and Diverse & Engaged Membership; each pillar reflects something real and urgent about the moment our industry is in. Our members are navigating a post-settlement marketplace, a shifting legislative landscape, and a housing affordability challenge that affects every community in this state. They need an association that shows up with practical tools, strong advocacy, and a commitment to speak truth and provide guidance to the issues affecting this industry and our members. That’s what BUILD is about. It’s not a tagline. It’s a commitment. In the months ahead, you’ll hear more from me about the specific work underway in each of these areas. You’ll see me at local association events, in Annapolis, and in your communities. I hope to see y’all at our upcoming fall conference, “The Maryland Mosaic: Your Road Home,” in Ocean City. As a new Maryland resident and self-proclaimed foodie, I hope you’ll give me all your can’t-miss Maryland restaurants and must check out spots! See y’all soon ... I cannot wait to meet y’all! This is a season of change. But it’s also a season of opportunity, and we are ready for it. We will always continue to make Maryland REALTORS® THE voice of real estate in Maryland. Let’s get to work! ■

Bo Patten is CEO of Maryland REALTORS®.

SELL MORE WITH MARYLAND

Making Homeownership Accessible and Affordable BY GREGORY HARE HomeAbility consists of a conventional first mortgage financing up to 95% of the purchase price, paired with a deferred second loan of up to 25% of the purchase price, with a maximum combined loan-to-value ratio of 105%. The second loan, capped at $45,000, carries a 0% interest rate with payments deferred for the life of the first mortgage. Eligible borrower incomes may not exceed 80% of the Area Median Income (AMI). Our goal is to stay committed to expanding homeownership opportunities for Maryland residents by helping homebuyers overcome two of the most common barriers to purchasing a home: student debt and upfront homebuying costs. To learn more about Maryland SmartBuy, HomeAbility, and other Maryland Mortgage Program offerings, visit mmp.maryland.gov/ home-loans. ■

The Maryland Mortgage Program (MMP) is helping more Marylanders achieve homeownership with two important program updates designed to increase access and affordability. Effective June 1, 2026, the loan limit for Maryland SmartBuy has increased to $25,000. This provides eligible homebuyers with even greater assistance in paying off qualifying student loan debt while purchasing a home, making it easier to transition from renting to homeownership.

Gregory Hare is the Assistant Secretary, Maryland Department of Housing and Community Development. mmp.maryland.gov, singlefamilyhousing.dhcd@maryland.gov, 1-800-756-0119

In addition, effective July 1, 2026, the Maryland Mortgage Program has reopened HomeAbility. HomeAbility helps eligible homebuyers with disabilities purchase a home by combining affordable mortgage financing with generous down payment and closing cost assistance.

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FROM THE MREC

Understanding the Complaint Process: How the MREC Protects Consumers and Upholds Professional Standards BY SCOTT LEDERER Every profession benefits from accountability, and Maryland’s real estate industry is no exception. The Maryland Real Estate Commission’s (MREC) Complaint Department serves an important role in maintaining public confidence in the real estate profession while ensuring that all complaints are handled fairly, thoroughly, and consistently. While many licensees may never interact with the complaint process, understanding how it works can help REALTORS® better appreciate the Commission’s commitment to consumer protection and professional standards.

The Purpose of the Complaint Department The Complaint Department is responsible for receiving, reviewing, and processing allegations involving potential violations of Maryland real estate law and regulations. Complaints may originate from consumers, licensees, brokers, government agencies, or other interested parties. The Department’s mission is not to advocate for either the complainant or the licensee/respondent. Instead, its responsibility is to

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conduct an objective review of the facts and determine whether sufficient evidence exists to support further action by the Commission. Each complaint is evaluated individually, ensuring that all parties receive due process and that investigations are conducted in a fair and impartial manner.

From Complaint to Resolution The complaint process involves several steps designed to ensure consistency, transparency, and fairness.

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Step 1: Complaint Submission The process begins when a written complaint is submitted to the Commission. The complaint is reviewed to determine whether the allegations fall within the Commission’s jurisdiction. Step 2: Initial Review Complaint staff conduct a preliminary review of the information provided. Additional documentation may be requested from the complainant or other parties as needed. Step 3: Investigation When appropriate, the matter is assigned for investigation. Relevant records, transaction

documents, correspondence, and statements may be gathered and reviewed. Step 4: Legal and Administrative Review Following the investigation, the matter is evaluated to determine whether sufficient evidence exists to support potential violations of Maryland real estate laws or regulations. Step 5: Commission Consideration If warranted, the matter may be presented to the Commission for consideration. The Commission reviews the evidence and determines the appropriate course of action. Step 6: Resolution Cases may be resolved in a variety of ways, including dismissal, educational outcomes, consent agreements, hearings, or other actions authorized by law.

Meet the Team Behind the Process Behind every complaint file is a dedicated team of professionals working to ensure that matters are handled efficiently, accurately, and fairly. Complaint Coordinator The Complaint Coordinator serves as the first point of contact for many complainants and licensees. Responsibilities include receiving complaints, maintaining case records, coordinating communications, and ensuring that files move efficiently through each stage of review.

Investigative Staff Investigators gather facts, review documentation, interview relevant parties, and prepare detailed reports. Their work provides the factual foundation necessary for informed decision-making. Administrative Support Personnel Administrative professionals play a critical role in maintaining records, coordinating schedules, tracking deadlines, and ensuring compliance with procedural requirements throughout the process. Commission Counsel Legal counsel provides guidance regarding applicable laws, regulations, and procedural requirements. Counsel helps ensure that investigations and proceedings are conducted in accordance with Maryland law and due process principles. Commissioners Commission members review matters presented to them and make decisions based on the evidence and applicable law. Their diverse professional backgrounds contribute valuable perspectives to the Commission’s deliberations.

Another misconception is that the Commission serves as a court for civil disputes. While the Commission addresses potential licensing law violations, certain contractual or monetary disputes may fall outside its authority and may need to be addressed through other legal avenues.

Shared Commitment to Professionalism The Complaint Department’s work reflects a broader commitment shared by the Commission and Maryland’s real estate professionals: maintaining public trust in the real estate marketplace. By providing a structured, fair, and transparent process for addressing concerns, the Commission helps protect consumers while supporting the integrity of the profession. The overwhelming majority of Maryland real estate professionals conduct their business ethically and professionally. The complaint process exists not only to address potential violations but also to reinforce the high standards that consumers and licensees expect from the real estate industry. ■

Common Misconceptions One common misconception is that the filing of a complaint automatically results in disciplinary action. In reality, every complaint undergoes careful review and investigation before any determination is made.

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Scott Lederer is the Executive Director of the Maryland Real Estate Commission.

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EDUCATION

Your Business is Calling. It Wants a GRI Designation. BY DYANA QUINZI

“An investment in knowledge pays the best interest.” -Benjamin Franklin

Graduate to a new level of real estate as a GRI.

You’re driven. You’re focused. You’re excited. You’re….stuck. Real Estate can be a tough industry, and it can feel overwhelming to get on the right track and stay there. You feel like you’re doing everything “right.” Your mentor has given you great suggestions that you follow, but you’re just not hitting the mark. The good news? You are not alone. Hundreds of your friends, colleagues, and peers have utilized an incredible resource to help them with their own businesses, and now it’s your turn: It’s time to earn your GRI Designation. The GRI Designation, often referred to as the “Master’s Degree of Real Estate” is an intensive, 12-day program that introduces you to in-depth topics that you will find yourself using in your business every day: marketing, sales methods, risk reduction, business development, the sky’s the limit! Beyond that, you’ll meet new

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people who have the same goals and vision as you. Offered twice a year, this designation is nationally recognized and better yet, you can’t lose it! As long as you remain an active member of the National Association of REALTORS® and Maryland REALTORS®, you remain a GRI Designee. GRI classes are offered in a virtual format, allowing anyone across the state to join in on some great discussions and make incredible connections with

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fellow REALTORS®. GRI instructors are active in the field and are facing the same challenges that you see every day. Completing the GRI Designation also earns you the educational credits required for license renewal. After completing your designation, you can take eight more classes, which will earn you enough credits to sit for the broker’s exam, while providing even more valuable knowledge.

Many top industry professionals have completed the GRI program and found it valuable in their careers. Here are just few experiences from GRI Designees: Steve Parsons “My motivation to take GRI began with a desire to earn the designation. The classes were so great that I decided to continue and earn my broker’s license. I highly recommend these classes to everyone looking to advance their real estate career.” Sally Charnovitz “The certificate means so much to me. I found the material and class delivery very engaging and memorable. While it was a virtual class, we all managed to develop a network of friends.” Bob Pettis “When I entered real estate with an engineering degree, I quickly saw the value of the GRI program. It gave me the tools and confidence to strengthen my business and inspired me to continue my professional development by earning the ABR, CRS, and GREEN designations and AHWD certification. If you are committed to this profession and to the clients you serve, I strongly recommend making the GRI program your first step toward the education and growth needed to take your business to the next level. It made a meaningful difference for me.”

Tisa Clark “GRI strengthened my knowledge across multiple areas of real estate and gave me tools I use regularly in my business today. The program also expanded my professional network and connected me with peers who share a commitment to excellence and ethical practice. I would absolutely recommend GRI to fellow REALTORS®. Yes, it is a commitment, but it is an investment in yourself, your clients, and your long-term success. The designation carries credibility, but the knowledge and confidence you gain are what make it truly worthwhile. As an Associate Broker, educator, and lifelong learner, GRI remains one of the foundational designations that helped shape my professional journey. It reinforced for me that expertise is not a destination—it’s a commitment to continually growing so we can better serve our clients and communities.”

to your clients that you have the knowledge, experience, and resources to make the purchase or sale of their home a smooth and stress-free experience for them. You will be armed with everything you need to increase your knowledge, make incredible connections, and secure clients for a successful career. ■

Registration for fall GRI classes opens in early August. Follow this QR code to learn more or reach out to gri@mdrealtor.org.

Dyana Quinzi is the Education Administrator for Maryland REALTORS.

As Benjamin Franklin advised, an investment in education always pays dividends. By earning your GRI Designation, you are proving

By earning your GRI Designation, you are proving to your clients that you have the knowledge, experience, and resources to make the purchase or sale of their home a smooth and stress-free experience for them.

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FROM THE HOTLINE

Be a Good Human. Be a Great REALTOR. BY KIM LINK, ESQ. In recent months, we’ve heard a growing number of conversations among REALTORS® about day-to-day interactions that, while not rising to the level of ethical violations, may fall short of the professionalism our industry strives to uphold. Missed communications, lack of courtesy, or disregard for colleagues’ time and effort can erode trust and negatively impact both client experiences and professional relationships. While the Code of Ethics provides clear standards for conduct, not every situation involves a violation. Often, the issue is one of etiquette, respect, and professional courtesy. As a reminder of the behaviors that elevate our profession and strengthen our reputation, we encourage you to revisit the National Association of REALTORS® Pathways to Professionalism.

Respect for the Public

Respect for Property 1. When showing a property, be responsible for your clients/customers and keep the group together. 2. Make reasonable and timely accommodations to provide access to listed properties. 3. Make reasonable and timely requests to access listed properties. 4. Leave the property as you found it (lights, heating, cooling, drapes, etc.) If you think something is amiss (e.g. vandalism), contact the listing broker immediately. 5. Be considerate of the seller’s property. Do not allow anyone to eat, drink, smoke, dispose of trash, use bathing or sleeping facilities, or bring pets. When instructed or appropriate, remove footwear when entering property. 6. Obtain permission from appropriate parties (e.g., listing broker) before photographing, video recording, or streaming the interiors or exteriors of properties, or allowing others to do so.

1. Follow the “Golden Rule”: Do unto others as you would have them do unto you.

Respect for Peers

2. Respond promptly to inquiries and requests for information.

1. Respond to other real estate professionals’ communications promptly and courteously.

3. Schedule appointments and showings as far in advance as possible.

2. Contact the listing broker if there appears to be a discrepancy in the listing information.

4. Communicate promptly if you are delayed or must cancel an appointment or showing. If a prospective buyer decides not to view an occupied home, promptly communicate the situation to the listing broker or the occupant.

3. Inform anyone accessing the property about important information (e.g., pets, security systems, video and audio recording equipment).

5. When entering a property, ensure that unexpected situations, such as pets, are handled appropriately. 6. Never criticize property in the presence of the occupant. 7. When showing an occupied home, always ring the doorbell or knock—and announce yourself loudly before entering. Knock and announce yourself loudly before entering any closed room. 8. Present a professional appearance. 9. If occupants are home during showings, ask their permission before using the bathroom. 10. Encourage the clients of other brokers to direct questions to their agent or representative.

4. Inform if sellers or listing agent will be present during the showing. 5. Show courtesy, trust, and respect to other real estate professionals. 6. Avoid the inappropriate use of endearments or other denigrating language. 7. Do not prospect at other REALTORS®’ open houses or similar events. 8. Secure property and lockbox and/or return keys promptly. 9. Real estate is a reputation business. What you do today may affect your reputation—and business—for years to come.

11. Communicate clearly; ensure specialized language and real estate terminology is understood. 12. Be aware of and respect cultural differences. Show courtesy and respect to everyone. 13. Be aware of—and meet—all deadlines. 14. Promise only what you can deliver—and keep your promises. 15. Don’t tell people what you think—tell them what you know.

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Kim Link, Esq., is the Director of Legal Affairs for Maryland REALTORS®.

Advanced Education for Growing Your Business

GRI

The Graduate REALTOR® Institute Designation Be the first pick. Stand out from the crowd.

Earn Your GRI Designation One Time Completion

sophisticated than ever, requiring

Must complete Series 100 & 200 for a total of 72 hours, no renewal required.

professionalism. By earning the

Continuing Education

Designation (GRI), you will lead

Each six-hour course offers advanced guidance for the modern REALTOR® and most provide continuing education credits.

Your clients are more

you to perform at a higher level of Graduate, REALTOR® Institute the pack with real-world knowledge about new

technologies, laws and marketing techniques that positively affect your bottom line.

Questions? Email: GRI@MDRealtor.org

Online Classes Each GRI series is offered virtually twice a year through Maryland REALTORS®. Sessions run from 9:00am to 3:45pm.

TO REGISTER, SCAN QR CODE OR VISIT: www.mdrealtor.org/Professional-Development/ Certifications-and-Designations/Graduate-REALTOR-Institute

The pieces are coming together…

SEPTEMBER 29 – OCTOBER 1, 2026

Ocean City Convention Center

Every member of Maryland REALTORS® plays a role in the larger picture of real estate in this state. Join us September 29 - October 1 and be part of the Maryland Mosaic! Build your business with our keynote speaker, Tony DiSilvestro! Follow Tony’s keynote, then meet and greet the author of The Business Scaling Blueprint afterward! You can buy his book on site.

Scan to Register