July09REALTORweb by yangxichun


									                                         T H E P E N N S Y LVA N I A


       P A R E A LT O R . O R G          J U LY 2 0 0 9 I V O L . 6 9 , N O . 7 I U S P S 9 9 8 – 0 6 0

Commission                               GPAR, Philly REALTORS® Attack City Blight
Delays Deadline                          BY KIM SHINDLE

for New Consumer
                                                  lighted properties could bring                      Selling City-Owned Property                        learned about the program through NAR
                                                  unexpected income to the                       Efficiently (SCOPE) joins REALTORS‰                     and thought it had great potential for
Notice                                            City of Philadelphia, thanks to                with city agencies to sell vacant proper-               Philadelphia. The City of Baltimore joined
                                                  a joint venture between the                    ties and ultimately put the properties                  forces with the Greater Baltimore Board
                                         Redevelopment Authority (RDA) and                       back on the tax rolls.                                  of REALTORS‰ and successfully launched
                                         the Greater Philadelphia Association of                      REALTOR‰ Al Perry of Century 21                    this program, selling more than 250
                                         REALTORS‰ (GPAR).                                       Advantage Gold in Philadelphia said he                  properties and generating approximately
                                                                                                                                                         $6 million in revenue for the city.
                                                                                                                                                              In Philadelphia, it took a couple
                                                                                                                                                         of years and a change in leadership to
                                                                                                                                                         get the city to agree to test the program
                                                                                                                                                         on a pilot basis. Earlier this year,
                                                                                                                                                         Philadelphia’s Redevelopment Authority
                       New line                                                                                                                          agreed to try the program in cooperation
                       Dead                                                                                                                              with GPAR.
                                                                                                                                                              William Festa of William Festa Realty
                                                                                                                                                         in Philadelphia chairs GPAR’s SCOPE
                                                                                                                                                         Committee. He explains there are five
                                                                                                                                                         agencies within Philadelphia that own
                                                                                                                                                         real estate. The estimate is that the City
The PA Real Estate Commission has
                                                                                                                                                         of Philadelphia and its agencies own
announced an extension for using the
                                                                                                                                                         more than 35,000 properties, many of
new Consumer Notice.
                                                                                                                                                         which are blighted.
     REALTORS‰ were told to begin
                                                                                                                                                              Philadelphia’s Redevelopment
using the new Consumer Notice last
                                                                                                                                                         Authority (RDA) agreed to let three GPAR
month, however, the commission
                                                                                                                                                         REALTORS‰ market nine properties to
extended the implementation time
                                                                                                                                                         test the program. Festa, Perry and Jin
until September 15, 2009.
                                                                                                                                                         Gao of ERA Aarch Realty are authorized
     The revised form has been sold
                                                                                                                                                         to sell through SCOPE. The city agreed
since January this year and all
                                                                                                                                                         to pay a minimum commission on these
electronic forms vendors have a new
form in place.
                                                                                                                                                              “We had offers on four properties
     REALTORS‰ already using the
                                                                                                                                                         within 30 days,” Festa says. “These were
new form are in compliance. Those        REALTORS‰ (l-r) Jin Gao, Al Perry and Bill Festa in front of a blighted, city-owned property in Philadelphia.                       CONTINUED ON PAGE 7
who have not started to use the
required new form must do so by the
new September 15 deadline.
     For more information on the
changes go to tinyurl.com/parealtorcn.
                                         Court Says ‘ABC Fees’ Violate RESPA Regs
                                                    eal estate brokerages may                    cation of the commission charges and                    services provided for this ABC fee that
                                                    have to change the way                       therefore an unearned fee in violation of               wouldn’t have already been provided
       IN THIS ISSUE                                they’re charging fees to their               RESPA.                                                  under the percentage fee.
                                                    clients based on a decision in                     “While this case is binding in the                     “To avoid this issue, PAR forms
                                         federal district court in Alabama.                      Northern District of Alabama and will                   were revised in 2006 with language that
President’s Letter                            The decision handed down on Busby                  probably be appealed, it has raised                     allows charging a ‘blended fee’ or the
Homebuyer Help Can Power
                                         v. JRHBW Realty Inc. d/b/a/RealtySouth                  questions from PAR members as to how                    percentage commission and a flat dollar
Housing Recovery                    2
                                         found that a $149 “Administrative                       it affects real estate in Pennsylvania,”                amount, in such a way that identified
Association News                         Brokerage Commission,” also referred to                 says Hank Lerner, Esq., PAR’s member                    both elements as part of a single
PAR Board of Directors Meeting      3    as an “ABC fee,” was not related to any                 and legal services director.                            ‘Broker’s Fee’ rather than calling them
Industry News                            specific settlement service and was                           “We’ve consulted with our legal                   separate fees,” Lerner explains.
IRAs Offer First-Time Buyers             therefore in violation of the Real Estate               counsel and we believe our current forms                     He says the best advice for brokers
$10,000 For Down Payment            4    Settlement Procedures Act (RESPA).                      do not have the specific flaws cited in                 is to be sure that any blended fee be
Education Calendar                  4         The district court ruled that because              the Busby case,” Lerner says.                           charged simply as “Broker’s Fee” and make
                                         the ABC fee was separately itemized                           Lerner says the primary issue in this             sure both elements are part of a single
Legal Update                        5    from the percentage brokerage commis-                   case appears to be that on both the                     fee structure on the settlement forms.
RPAC Auction                       10    sion on the settlement statement and                    employment contract and the HUD-1,                           Additional information regarding
RPAC Investors                      11   not specifically justified as compensation              the ABC fee was listed separately from                  the Busby v. JRHBW Realty decision
                                         for other “real estate settlement services”             the regular brokerage fee, even though                  is available at parealtor.org/content/
                                         provided, the court viewed it as a dupli-               the broker stated that there were no                    brokerfees.htm.

Homebuyer Help Can Power Recovery                                                                                                   T H E P E N N S Y LVA N I A

                                            he recent federal       Pennsylvanians achieve the American dream of
                                            and state initiatives   homeownership.                                                  PRESIDENT
                                            designed to help              In addition, the PA Department of Community and           GREGORY S. HERB, CRB, CRS, GRI
                                            spark the housing       Economic Development (DCED) announced it will assist            PRESIDENT ELECT
                                market have made me more            families throughout the commonwealth with its Neighborhood      DONALD D. ROTH, ABR, e–PRO, SRES
                                optimistic that we will be          Stabilization program. This initiative will provide $57         FIRST VICE PRESIDENT
                                seeing a faster recovery in         million to local governments across the state to acquire,       GUY A. MATTEO, GRI
                                Pennsylvania.                       rehabilitate and resell blighted and foreclosed properties.     TREASURER
                                     Last month Gov. Ed                   In many of our regions we’ve already begun to see         FRANK JACOVINI
                                Rendell announced a plan to         first-time homebuyers taking advantage of the $8,000 tax        EXECUTIVE VICE PRESIDENT
                                award a portion of the $380         credit offered through the federal stimulus package. We’re      PATRICE MERZANIS, CAE, RCE
                                million in federal economic         seeing starter homes move, which has a trickle-up effect        CHIEF FINANCIAL OFFICER
                                recovery funds to assist            that allows homeowners to purchase higher-priced properties.    JAMES ANTONIO, CPA
                                Pennsylvania homebuyers.                  In May, FHA-approved lenders were given the approval      DIRECTOR, EDUCATION
     The governor reported nearly 1,000 families will receive       to allow first-time buyers to use the federal tax credit to     ADRIENNE L. NICHOLS, M. Ed., e–PRO, RCE
thousands of dollars to help make down payments on new              help cover their closing costs. FHA-approved lenders can        DIRECTOR, GOVERNMENT AFFAIRS
                                                                                                                                    DERENDA UPDEGRAVE
homes, more than 5,000 families across Pennsylvania will            develop bridge loans that homebuyers can use to help cover
find affordable housing and jobs will be created for some           their closing costs, buy down their interest rate or put down   DIRECTOR, INFORMATION TECHNOLOGY
                                                                                                                                    MARTIN MANION, CAE, e–PRO, RCE
3,000 workers.                                                      more than the minimum 3.5 percent.
     By initiating this program, the governor and the PA                  PHFA is offering a Tax Credit Advance Loan Program        DIRECTOR, LEADERSHIP SERVICES
                                                                                                                                    BRENDA FLORIDA
Housing Finance Agency (PHFA) are making significant                which allows PHFA borrowers to apply a portion of their
strides in helping reinvigorate the real estate market and the      2009 first-time homebuyer tax credit toward the purchase        DIRECTOR, MARKETING
                                                                                                                                    & COMMUNICATIONS
economy in Pennsylvania.                                            of their home. Homebuyers are eligible for the lesser of 10     THEA HOCKER
     I applaud the governor’s decision to use the federal           percent of the purchase price or $6,000 for new construction
                                                                                                                                    DIRECTOR, MEMBER & LEGAL SERVICES
economic recovery funds for housing. I think this plan              and $5,000 for existing homes.                                  HENRY LERNER, ESQ.
will greatly assist first-time homebuyers and help more
                                                                                                                                    MANAGING EDITOR
                                                                                                                                    KIM SHINDLE

                                                                                                                                    ELIZABETH H. FEATHER, ESQ.
                                                                                                                                    JAMES L. GOLDSMITH, ESQ.
                                                                                                                                    KIM SMITH

                                                                          Nominate a                                                BUCK WARGO

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                                                                                                                                     p a r e a l t o r. o r g

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 ‰                                                                                                    J U LY 2 0 0 9
                                                      A S S O C I AT I O N N E W S

Data Mining Group Official

           he PAR Board of Directors              NAR Housing Grant Task Force
           approved the creation of a             Frank Jacovini who said the task
           Data Mining Services                   force has met to review workforce
           Committee to oversee the               housing and foreclosure-prevention
association’s data mining during the June         programs to determine a plan of
Business Meeting in Harrisburg. Data              action to be presented to the
mining is the process of analyzing data           board in September.
from different perspectives and                 • The PA REALTOR® Institute (PRI)
summarizing it into useful business               Presidential Advisory Group Chair
information. Voter files, demographic and         James Helsel Jr. who provided an
consumer data, along with survey                  update to the group’s review of PRI
research and technology help organiza-            and educational programs.
tions gain a deeper understanding of a          • Business Services for Real Estate
given situation.                                  (BSRE) Chair John Cognetti who
     In other business, the board:                reported that BSRE continues to
     • Approved $5,000 in additional              review health care provider options
       funding for the Equal Opportunity          and that the partnership with
       and Cultural Diversity Committee           Realserv to create transaction
       to begin implementing its                  management software is faltering.
       Multicultural Strategic Plan. As
       part of the first objective, the         • Hay, chair of PAR’s Climate
       committee will engage the                  Change Presidential Advisory
       Gonzales Group, a consulting firm          Group, who said the group has
       that specializes in multi-cultural         met and will be reviewing the
       business development, to conduct           impact Gov. Edward Rendell’s
       two focus groups to gather                 Climate Change Act will have on
       member input on diversity issues.          the real estate industry. The group
       Online and telephone surveys may           is expected to provide policy
       also be conducted. PAR was                 recommendations in September.
       awarded a $5,000 NAR Diversity           • The Screening Committee, who
       Grant toward the implementation            announced candidates for elections
       of this plan.                              to be held at the September
    • Approved discontinuing the PAR              Business Meetings: Guy Matteo,
      Excellence Club Award in 2010.              president elect; Frank Jacovini, first
                                                  vice-president; Bette McTamney,
    The board heard reports from:                 treasurer; Patricia Moyer and
    • Bob Hay and Dominic Cardone,                James Ryal who are running for
      co-chairs of the Building Design            District 2 vice-president; Jeffrey
      Task Force, who said renovations            Crosby, District 4; LouAnn Kenney,
      to the new headquarters are                 District 6 and Victoria Lowery,
      complete and are under budget by            District 8.
      $30,000. The staff moved into the
      new building in April and the              REALTOR® Emeritus status was
      association hosted an open house      given to: Charles K. Vandenburgh,
      in the Lemoyne facility on June 2.    Greater Harrisburg; Anne Friday and
                                            Harvey Salwen, Montgomery County;
    • Bette McTamney, chair of the          Denis Fick and Robert Powers, Reading-
      Educational Requirements Task         Berks; Richard Creo, Robert Freeman,
      Force, who said the task force        Leslie Hosack, Susan Kelso and Dennis
      continues to meet and review          McClelland, REALTORS® Association of
      educational requirements for          Metropolitan Pittsburgh; Andre Collins,
      obtaining and maintaining real        Robert Estill and David Schad,
      estate licenses in Pennsylvania.      REALTORS® Association of York and
    • Commercial, Industrial and            Adams Counties; Robert Hess and
      Investment Committee Chair John       Edward Paul, TriState REALTORS®
      Derham who said the committee         Commercial Alliance; George Girio,
      continues to negotiate to provide a   West Branch Valley; Robert Besecker,
      Commercial Information Exchange.      George Bell, Joan Evans, Michael
      A CIE is an Internet-based com-       Johnson, Nancy Judd, Joseph Moore,
      mercial property listing service.     Alvin Rothstein and Samuel Wolfe,
    • PAR Treasurer and Chair of the        Greater Wilkes-Barre.

J U LY 2 0 0 9                                                                             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

IRAs Offer First-Time Buyers $10,000 for Down Payment

           he downturn in the stock market combined            appealing because they need more money for the                    in using their IRAs as a vehicle to invest in real estate.
           with the growing affordability of purchasing a      down payment,” he says.                                                Most people don’t know they can buy real estate in
           home has prompted increased interest in using            With so many people losing money in the stock                their IRA instead of stocks and it’s up to REALTORS® to
           IRAs to help fund the purchase of a home.           market, it appeals to them to use the money for some-             educate them about that, says Charlie Bross, a principal
    Qualified retirement plans, in particular traditional      thing that will give them satisfaction, Chamberlin says.          with the Real Estate Training Center. That could spur a
or Roth IRAs, may be used to provide a down payment            They have to wait until they are 59 1/2 to withdraw               lot of sales that would otherwise not take place, he says.
without penalty for early withdrawal, according to             money from IRAs without a penalty.                                     With the stock market in decline as it is and home
George Chamberlin, vice president of Financeware, a                 “Equities are not doing well and people are not sure         prices a better value with some upside, it makes IRA
Virginia-based financial advisory firm. This allows for a      when or if they will rebound,” Chamberlin says. “This             holders more receptive to the concept, Bross says.
withdrawal of up to $10,000 for a first-time buyer to          gives people a chance to use the money in a positive              Homeowners already understand the value of investing
acquire a home, he says.                                       way and grow it over time if they are looking at a long-          in a home and that makes it easier to pitch, he says.
    Add in the $8,000 federal tax credit for first-time        term investment.”                                                      “Investing in real estate through an IRA is poised to
buyers in 2009 and that provides the down payment                   Although there is no penalty, Chamberlin says                be one of the hottest new areas of investment,” Bross
assistance that they may need, Chamberlin says.                income taxes must be paid on the amount taken out of              says in citing the decline of the stock market. “Even with
Couples with their own IRAs could have $20,000 to              the IRA. That could reduce the amount available for the           the recent rallies, it will be a long time before investors
draw from, he says.                                            home purchase if the taxes aren’t paid from another               regain their confidence completely.”
    “I’m betting that using the IRA in combination             source, Chamberlin says.                                               While people are wary of the stock market, they
with this new homebuyer credit is going to be very                  Putting down a larger down payment can help lower            don’t want to leave their money in the bank either and
appealing,” Chamberlin says. “It hasn’t been heavily           the interest rate to finance the mortgage and possibly            earn minimal interest, Bross says.
used in the past but I know people who have done this.         avoid the need for mortgage insurance, Chamberlin says.                By purchasing real estate in their IRAs, people aren’t
    “With the new strict lending rules, it may be more              There are other opportunities for people interested          changing what their retirement plan funds do but simply
                                                                                                                                 changing the type of investment in their retirement
                                                                                                                                 account from stocks, bonds and mutual funds to real
                                                                                                                                 estate, Bross says.
                                                                                                                                      Even if it takes five years for real estate values to get
                                                                                                                                 back to where they were two years ago, there are many
                                                                                                                                 prognosticators who believe a bet on real estate will be
                                                                                                                                 higher than the stock market, Bross says. That spread will
                                                                                                                                 improve by renting the properties, he adds.

                                                                                                                                 Buck Wargo, a former reporter at the Los Angeles Times,
                                                                                                                                 is a Las Vegas-based freelance writer who covers real estate
                                                                                                                                 and development.

                                                                    EDUCATIONAL OPPORTUNITIES

                                                  R E G I S T E R AT:   parealtor.org or 800.745.5527

      AUGUST                                       10-11 — Green Designation                    OCTOBER                                       14 — Professionalism in
      26 — GRI 504                                 Lehigh Valley, Bethlehem                     5-6 — CRS 200 / GRI 400                       Real Estate (AM)
      Suburban West, Malvern                       (14 elect CE, 1 broker credit)               Four Points by Sheraton, Mars                 Holiday Inn, Indiana
      (GRI, 7 elect CE)                            $299 (Melanie McLane)                        (GRI, CRS, 14 elect CE, 1 broker credit)      (3.5 elect CE, NAR Quad Ethics)
      $140 (Melanie McLane)                        17-18 — SRES                                 $299 (Leroy Houser)                           $50 (Melanie McLane)
                                                   Lancaster County, Lancaster                  6-7 — GRI 403                                 14 — Advertising and the
      SEPTEMBER                                    (14 elect CE, 1 broker credit,               Greater Harrisburg, Enola                     Agent (PM)
      8-9 — ABR Core                               1 elect GRI)                                 (GRI, 14 elect CE, 6 appraisal CE,            Holiday Inn, Indiana
      Bucks County, Warminster                     $399 (Melanie McLane)                        1 broker credit)                              (3.5 elect CE)
      (ABR, 1 elect GRI, 14 elect CE,              23-24 — CRS 202 / GRI 402                    $199 (James Goldsmith)                        $50 (Melanie McLane)
      1 broker credit)                             RAYAC, York                                  8 — GRI 502                                   15-16 — CRS 201 / GRI 401
      $219 (Bruce Witt)                            (GRI, CRS, 14 elect CE, 1 broker credit)     Bucks County, Warminster                      Radisson, Scranton
      9 — Intro to Short Sales (AM)                $299 (Ed Hatch)                              (GRI, 7 elect CE, 3 appraisal CE)             (GRI, CRS, 14 elect CE, 1 broker credit)
      Pocono Mountains, Stroudsburg                24 — Effective Negotiating                   $125 (Mike Perry)                             $299 (Richard Sands)
      (3.5 elect CE)                               Lantern Lodge, Myerstown                     13 — “Who’s Your Client (AM)”                 27-28 — Green Designation
      $50 (Melanie McLane)                         (7 elect CE, ABR, PMN)                       Holiday Inn, Indiana                          RAYAC, York
      9-10 — GRI 403                               $140 (Melanie McLane)                        (3.5 elect CE)                                (14 elect CE, 1 broker credit)
      Suburban West, Malvern                                                                    $50 (Melanie McLane)                          $319 (Melanie McLane)
      (GRI, 14 elect CE, 1 broker credit,                                                       13 — “Getting to Yes (PM)”
      6 appraisal CE)                                                                           Holiday Inn, Indiana
      $219 (Courtney Franklin)                                                                  (3.5 elect CE)
                                                                                                $50 (Melanie McLane)

      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

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 ‰                                                                                                            J U LY 2 0 0 9
                                                                                                                                                                  L E G A L U P D AT E

Compensating the Out-of-Town Agent: A Wise Strategy

           listing broker’s offer to          able buyer. Assuming a reasonable               located, that he had continuing ties to         refuses to pay a cooperating commission,
           compensate a selling broker for    response is given, the amount should be         that community as well as a history of          the offer ultimately submitted by that
           procuring a ready, willing and     memorialized in a Cooperating Broker            recent transactions, the listing agent          buyer agent may demand that the seller
           able buyer is generally            Compensation Agreement, one of PAR’s            accepted the offer and compensated the          pay the buyer agent’s fee. When the seller
established in the MLS. That offer of         standard forms.                                 selling agent.                                  asks you, the listing agent, why are you
compensation applies to all members of             Is there ever a time when a listing              Listing agents have an obligation to      refusing to compensate a non-MLS
the MLS unless the listing broker has         broker should refuse to both cooperate          promote the interests of their sellers.         member, will you have a good answer?
notified a specific broker that a different   and compensate an out-of-town selling           Having a hard and fast rule that the
compensation applies to him. Some MLS         agent? That depends. Hopefully a buyer          listing agent will not accept offers from
systems provide for reciprocity and           agent observes the limitations                  out-of-town agents may run counter to           Mr. Goldsmith is an attorney with Caldwell
thereby extend offers of compensation         established by Article 11 of the Code of        that duty. Cooperation is the default;          & Kearns and serves as general counsel to
from listing brokers of one MLS to selling    Ethics. This article requires REALTORS®         refusing to cooperate with any broker or        PAR. A substantial portion of his practice is
brokers affiliated with another MLS.          to conform to the standards of practice         agent should be supported for good              dedicated to providing advice and counsel to
     What duty does a listing broker have     and competence reasonably expected in           reason.                                         real estate licensees and representing and
to compensate a selling broker who is not     the specific real estate discipline in which          Compensating the out-of-town              defending real estate salespersons and
a member of the MLS or a reciprocal           they engage. Article 11 provides examples       broker is another matter. Will the out-of-      brokers in civil lawsuits and licensing claims
MLS? The National Association of              of various disciplines, including property      town buyer agent be available to open           across the Commonwealth. He is one of the
REALTORS® Code of Ethics imposes a            management, commercial and industrial           doors and supervise inspectors and              voices of the PAR Legal Hotline and may be
duty of cooperation with other brokers        brokerage, appraisal, etc. The obligation       perform all of the services customarily         reached at realcompliance.com.
but does not require a listing broker to      to conform to standard of practice and          performed by buyer agents? There is no
share commissions, fees or to otherwise       competence may also be limited                  correct answer to this difficult question.
compensate another broker (Article 3).        geographically. That is, REALTORS®              When the listing agent listed the
Unless an offer of compensation is            should not be involved in the marketing         property he promised to cooperate and
posted in the MLS in which the selling        and sale of real estate in locations with       compensate other members of the MLS
broker is a participant, no contract to pay   which they are unfamiliar and where their       but did not offer to compensate out-of-
co-op compensation exists and the             knowledge of the market is severely             town brokers or licensees who do not
selling agent should not expect to be         limited. It may indeed be in the seller’s       participate in the MLS. Sellers, however,
compensated.                                  best interest to limit cooperation and          are likely to remember that the listing
     An out-of-town agent who does not        compensation to buyer agents who have           agent promised to lure selling agents by
benefit from MLS membership or                familiarity with the marketplace.               offering compensation.
reciprocity must therefore negotiate               I recently received Hotline calls from           Ultimately licensees are rarely hurt
terms of compensation “before beginning       both an out-of-town buyer agent and             when providing services that advance the
efforts to accept the offer of cooperation”   the listing agent who was, initially,           interest of their clients. If the out-of-town
(Standard of Practice 3-1). The selling       refusing to cooperate and compensate            agent is going to perform the majority of
agent could simply call the listing broker    that buyer agent. When it was explained         customary services to be provided, why
to ask what compensation would be paid        that the buyer agent was born and raised        wouldn’t you compensate them fairly?                PREF Awards
if he/she produced a ready, willing and       in the area where the property was              Keep in mind that if the listing agent
                                                                                                                                                  PA REALTORS® Education
                                                                                                                                                  Foundation (PREF) awarded
                                                                                                                                                  two $1,000 Grants-in-Aid to
                                              Best of the Legal Hotline:                                                                          children of Pennsylvania

                                              Tax Credit May Be Used                                                                                   David J. Curci, a graduate
                                                                                                                                                  of Neshaminy High School, is a

                                              as Down Payment                                                                                     senior at Temple University.
                                                                                                                                                  Curci will use the grant to
                                                                                                                                                  supplement his college funding
                                              BY ELIZABETH H. FEATHER, ESQ.                                                                       for a Bachelor of Business
                                                                                                                                                  Administration in real estate and
                                                                                                                                                  finance. He is the son of
                                                                                                                                                  REALTORS® John and Sheri

    Q:       Can qualifying first-time homebuyers immediately apply their anticipated tax credit to their purchase?
                                                                                                                                                  Curci of Langhorne.
                                                                                                                                                       Michael Dunn, a graduate of
                                                                                                                                                  North Catholic High School,
                                               insured home. FHA-approved lenders            closing costs. This additional down                  plans to attend La Roche

    A:       In an effort to stabilize the
    economy and promote home sales,
                                               are permitted to convert the credit
                                               into available funds for the first-time
                                               homebuyers. The amount of the
                                                                                             payment or payment of closing costs
                                                                                             may lower the homebuyers’ interest
                                                                                             rate. With the immediate application
                                                                                                                                                  College. Dunn will use the grant
                                                                                                                                                  to supplement his college
                                                                                                                                                  funding for a Bachelor of Science
    the Obama Administration announced         mortgage will dictate how much of the         of the anticipated tax credit, first-time            in real estate. He is the son of
    on May 29, 2009 that the $8,000            tax credit can be liquidated for present      homebuyers are now in the driver’s                   REALTOR® James M. Dunn of
    first-time homebuyer tax credit            use. The funds can then be used               seat, shopping around for the best                   Pittsburgh.
    authorized by the American Recovery        toward the homebuyers’ down                   home price and the best services                          PREF’s Grant-in-Aid
    and Reinvestment Act of 2009 can be        payment or closing costs. A minimum           instead of relying on seller assistance.             program is designed to
    immediately utilized by first-time         3.5 percent down payment is required                                                               encourage students to pursue a
    homebuyers rather making homebuyers        when homebuyers apply for a FHA-              Ms. Feather is an attorney with Caldwell             career in the real estate
    wait to receive the benefits of the        insured mortgage. Accordingly, the tax        & Kearns, which serves as general                    brokerage business through an
    credit with their 2009 federal income      credit can only be applied to the             counsel to PAR. She is one of the voices             associate or bachelor’s degree
    taxes. To qualify for immediate use of     homebuyers’ down payment in excess            of the PAR Legal Hotline.                            program at a Pennsylvania
    the tax credit, however, the first-time    of 3.5 percent of the appraised value                                                              college or university.
    homebuyers must purchase a FHA-            of the property or the homebuyers’

J U LY 2 0 0 9                                                                                                   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

Set Priorities, Generate Leads to Build a Strong Business
Editor’s note: This article is part of an ongoing series that features real estate experts offering advice to adapting to the changing real estate market.

             he most important action             biggest reasons customers don’t go back            ‘’Selling” is dead but no one has told            up after they’ve heard ‘no’ four times.
             REALTORS® can take in today’s        to a business they previously did                  salespeople                                       However, 80 percent of sales are made
             market is to prioritize what         business with (68 percent) is because                   Cross says REALTORS® used to                 after the fifth call. It’s really
             they do and then act according       they felt ignored,” Cross says. “It’s so           be taught to attempt to close the trans-          important to be tenacious in this market.
to those priorities, says Carla Cross,            simple a concept but not practiced well in         action and then handle the objections             You’ll position yourself for great success
nationally known real estate expert.              the real estate industry. A recent survey          that invariably popped up. That old-              because so many have given up.”
     In addition to acting on priorities,         showed fewer than a third of agents who            style manipulative selling just doesn’t
Cross says developing sales communica-            sold a consumer a home ever went back              work today. “You may counter                      Create a personal brand
tion skills to do business in a more              to them. Make a plan for post-closing, so          objections with a client but you aren’t                “Explain what the benefit in choosing
challenging market is a key to continued          that you communicate with your ‘former’            creating a good relationship,” she says.          you is to the client,” she explains. “You
success. She offers these tips to help            client regularly. You’ll be surprised with         Instead, use a written, planned interview         have to show that you understand what
REALTORS® improve their businesses:               the number of referrals you’ll receive!            process with each buyer or seller to find         it means to perform and create a
                                                       “We’re trained to think about the             out their concerns. This forms the right          relationship with that person. Spend a
Embrace people who already think                  next consumer. We need to establish                kind of trusting relationship for long-           few minutes making a list of at least 10
you’re wonderful                                  relationships with our previous                    term business.                                    ways you provide value-added service.”
     When times are challenging, it’s             customers – if we do this, we’d beat out                                                             Show those services in a professional
difficult to keep motivated. Yet, Cross           a huge percentage of other agents and it           Don’t give up                                     portfolio. That forms the basis for other
says when people get discouraged, they            shows our customers that we care about                  “When conditions are good, the               branding.
often hide. “When you get back to the             them more than the check,” she adds.               market sells the house for you by creating
people who think you’re wonderful, you’re                                                            urgency through ‘sold’ signs and multiple
working to re-establish relationships and         Lead generation isn’t an option, it’s              offers,” Cross says. “When the market is          Carla Cross is president of Carla Cross
trust,” she says. “Don’t ask for leads            a necessity                                        at a fast pace, you can list the property at      Seminars, Inc. and Carla Cross Coaching,
every time you talk to a client. If you start         “If you run your business as if it’s           a higher price and the market will come           specializing in real estate sales and
with your trusting relationships, it makes        always challenging, you’ll always make             to meet it. Now, the market isn’t providing       management. Cross, an international speaker
you feel better and you’re able to see that       money,” Cross says. “The key is to block           the fear or greed motivators. Agents              and coach, is the author of six books and a
things look better.”                              two to three hours into your schedule              must polish their communication skills            winner of the National Association of
     Value present and previous clients           every day to work on lead generation. It’s         and extend their timeframes for success           REALTORS®’ National Educator of the Year
much more highly than most agents do.             part of the business and always has been.          to conquer this market.                           award. Contact her at carlacross.com or
Surveys show that it costs six to nine            When business is good, agents can get a                 “Those who found it easy before are          425-392-6914.
times more to get a new customer than             few consumers. Today lead generation is            giving up too quickly,” she adds. “Statistics
to keep a previous one. “One of the               not an option.”                                    show that 90 percent of salespeople give

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 ‰                                                                                                                J U LY 2 0 0 9
                                                                                                                                                      A S S O C I AT I O N N E W S


Philly REALTORS® Attack City Blight, Sell City-Owned Properties
properties that the city evaluated for less and we ended
up getting more, however, two were pulled from the rolls
by the city’s Licenses and Inspections Department for
demolition. We’re placing the properties on the market
and they’re going out to the public for sale. We’re getting
the highest and best price for them and someone can
use these properties for homes or businesses.
      “We believe this could be a great source of revenue
for the city,” he adds.
      John M. Carpenter, Jr., deputy executive director of
the Redevelopment Authority of Philadelphia, is cautiously
optimistic about the pilot program. “We’re intrigued by
Baltimore’s SCOPE program and we’re interested in testing
it to see how it would work and whether it would be
effective,” Carpenter says.
      “REALTORS‰ approached us and we decided to give
it a try,” he says. “It’s going to take a while to see the
true fruits of our labors but early indications are that it’s
a great idea. We have good people working on both
sides of the process and a lot of good will and people
who want to see the program work.”
      Carpenter says the city authority has learned a lot       you’d be saddled with those blighted properties around       he adds.
from the real estate brokers in learning how to engage          you. This isn’t fair to the others on that street. The RDA         As the program gets up and running, GPAR’s
the private market. He says they’ll be meeting about the        basically has a noose around the neck of those other         SCOPE Committee will set criteria for more REALTORS‰
program in the next couple of months to review progress         property owners on that street and it’s insulting to those   to work in the program.
and discuss expanding the program in the fall.                  tax payers.                                                        Festa believes the benefits of this program could
      “The SCOPE program is long overdue in Philadelphia,”           “Many of the properties are prime sites for             help many municipalities throughout the commonwealth.
Perry says. “When I looked at some of the properties, I         REALTORS‰ to sell to people who are willing to work on       “I can see REALTORS‰ selling blighted properties and
found seven properties boarded up on one street, six of         them. These properties should be put on the market           helping to replace money in the coffers of municipalities
which were owned by the Redevelopment Authority.                so new owners can fix up those places and become             and helping to revitalize communities. It would be great
There were 60 other homes on the street but if you’re a         part of the community. It’s in everyone’s best interest to   if this program caught on nationwide,” Festa says.
homeowner of a nice property in that neighborhood,              sell those properties and get them back on the tax rolls,”

J U LY 2 0 0 9                                                                                                   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
  A S S O C I AT I O N N E W S

REALTOR‰ Named One of PA’s ‘Best 50 Women in Business’

           EALTORS® play an important                                                      knowing the area. A year later, she began    executive vice president of sales and is a
           role in people’s lives, according                                               managing a second office.                    member of the company’s board of direc-
           to a Pennsylvania REALTOR®                                                            Docktor appreciates being able to      tors and the executive committee.
           recently named to                                                               help women. “It’s given me a lot of satis-         “Helping people find the home of
Pennsylvania’s Best 50 Women in                                                            faction helping women grow their busi-       their dreams has always been very fulfill-
Business 2009.                                                                             nesses and realize their dreams. I strug-    ing for me,” she adds. “I’ve touched a lot
     Joan G. Docktor of Devon began her                                                    gled when I was a single mother of two       of lives and have really enjoyed working
career an elementary school teacher. Her                                                   and a teacher. Real estate has offered me    in real estate.
sister had a career in real estate and                                                     a lot of opportunities and I enjoy helping         “Because of our company and our
Docktor says she always thought it was                                                     other women succeed in business,” she        agents, I can walk proudly. I receive
something she’d like to do.                                                                says.                                        support from our sales associates,
     When Docktor remarried and bought                                                           In 2003, Docktor was named the         managers and the company,” she says.
a home, she was inspired to follow her                                                     general sales manager for the company        “I’m humbled by the award and meeting
dreams. She earned her real estate                                                         which has 60 offices and 4,000 agents in     the other amazing women who received
license in 1986 and interviewed many of                                                    Pennsylvania, New Jersey and Delaware.       this award. Women have so many more
the brokers in her area before choosing to                                                 “It’s been quite an undertaking, learning    opportunities today. I hope I’ve paved
work for the former Roach Brothers. “My                                                    the other areas, managers and agents,”       the way a little more.”
broker Patty Potts was an inspiration to                                                   she adds. Recently, she was named the
me. She assured me that she could help
me make the transition from being a
teacher to a REALTOR®,” Docktor says.
     Docktor, now the executive vice
president of sales for Prudential Fox and      JOAN G. DOCKTOR
Roach in Devon, did in fact make the
transition and was named Rookie of the         tant for us to be knowledgeable and com-
Year.                                          mitted to the business so we earn their
     “REALTORS® play an important role         trust,” Docktor says.
in people’s lives. They’re trusted advisors         Docktor earned her broker’s license
who help people buy their homes,               and was promoted to office manager in
achieve their dreams and move on with          1993. Managing an office located in unfa-
their lives. For many people, it’s the most    miliar territory, Docktor found that good
money they’ll ever spend and it’s impor-       management skills are as important as

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 ‰                                                                                                J U LY 2 0 0 9
                                                                                                                                     L E G A L U P D AT E

    Preferred PARtner Offers ‘Green’ Resource
    A new PAR Preferred PARtner offers REALTORS‰ resources to market them-
    selves to consumers interested in green homes and environmental issues.
        GREENandSAVE.com offers PAR members a discounted membership
    and allows them to access green marketing materials and to promote them-
    selves in a green directory.
        According to Brian Rice, executive vice president of marketing,
    GREENandSAVE has partnered with Philly.com to build its green section,
    which links consumers back to the GREENandSAVE web site.                   PAR
        The company also offers a Ecofamily Guide that gives tips to reduce
    carbon footprints and make homes more energy efficient.                    DATEBOOK
        Visit greenandsave.com/registered_agents/pa to receive a 10 percent
    discount on a one-year membership (use code PAREALTOR).
                                                                                   9 Appraiser Board Meeting
                                                                               14-15 State Real Estate Commission Meeting

                                                                                11-12 State Real Estate Commission Meeting
                                                                                12-14 PA AE & Staff Specialists Retreat,
           Join the Conversation!                                                     Nittany Lion Inn, State College
                                                                                   13 Appraiser Board Meeting
                                                                               24-25 NAR Leadership Summit, Chicago

                                                                                  10 Appraiser Board Meeting
                                                                               22-23 State Real Estate Commission Meeting

J U LY 2 0 0 9                                                                            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
  R PA C

Annual Auction Raises $26,334 for RPAC in June
         idding heated up at the annual
         REALTORS‰ Political Action
         Committee (RPAC) Auction
         which raised $26,334 on June 1
during PAR’s Business Meetings in
Harrisburg. The auction featured 82
items donated by members and local
associations and boards.
A. REALTORS‰ (l-r) Curt Gasper, Eileen
Chaladoff and Libbie David debate which
item to bid on.
B. PAR President Greg Herb (left) and
Bette McTamney congratulate Angelo
Guerra for his winning bid.                                                                                        B
C. RPAC Fundraising Chair George Raad
emcees the auction.
D. PAR Past President Dominic Cardone
(left) and Rob Schrack find exciting items
to bid on during the RPAC Silent Auction.
E. PAR officers (l-r) Guy Matteo, Frank
Jacovini, Don Roth and Greg Herb
show bobbleheads of themselves which
were part of the live RPAC auction.               A


  E                                                                                                                D

Thanks to these individuals and organizations who donated items to the RPAC Auction:
Adrienne Nichols                             George Raad                  * Montgomery County                      Top Ten Fundraising Items:
* Al Perry                                   Gina Barbine                 Pat Long
                                                                                                                   The top 10 fundraising items donated to the
Allegheny Highland                           Greater Allegheny Kiski      Pen-Mar Regional
                                                                                                                   RPAC auction and those who successfully bid on
Allegheny Valley                             * Greater Erie               Pike Wayne
                                                                                                                   them are:
Angelo Guerra                                Greater Harrisburg           Pocono Mountains
Beaver County                                Greater Hazleton             Reading-Berks                            Line Officer Bobbleheads — Angelo Guerra
Bette McTamney                               Greater Meadville            REALTORS‰ Assn. of Metro                 32" RCA Flat-Screen High-Definition TV
Bob Fleck                                    Greater Mercer County            Pittsburgh                               — Greg Herb
Bob Williams                                 Greater Philadelphia         Rob Schrack                              Three-Night Stay in Cavs Condo in New Jersey
Bradford Sullivan                            Greater Scranton             Schuylkill County                            — Anne Matyjasik
* Bucks County                               Greater Wilkes-Barre         * Suburban REALTORS‰ Alliance
Butler County                                Greg Herb and Kathy Kolarz   Suzette Colvin                           Flip Video — Janice Smarto
Cambria-Somerset                             Helen Miernicki              * Todd Polinchock                        Garmin GPS Navigator — Stan Lesniak
Carbon County                                Huntington County Board      * Tristate REALTORS‰ Commercial          Flip Video — Kathy Opperman
Central Susquehanna Valley                   Jackie Dorian                    Alliance
Centre County                                Janice Smarto                Victoria Lowry                           World Series Collection — Deb Phillips
Dee Johnson                                  Jim and Melanie McLane       Warren County                            Pittsburgh Steelers Hines Ward Autographed
Doug Freeman                                 John Capers                  Washington Greene                             Helmet — Janice Smarto
Eileen Campbell                              Lancaster County             Westmoreland                             Day with Rep. Patrick J. Murphy — Guy Matteo
* Ellen Renish                               Lawrence County              REALTORS‰ Association of York
                                                                                                                   Kindle 2 — Al Perry
* Fayette County                             Lehigh Valley                    and Adams Counties
Frank Jacovini                               Melissa Sieg                 * Contributed one of the Top Ten items

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 ‰                                                                                       J U LY 2 0 0 9
                                                                                                                                                           R PA C

                                                   Hall of Fame             Kim E Moyer                Robert S Hamilton                  Glenda S DeLillo
                                                                            Thomas R Murray Jr.        Dale L Hart                        John P Derham
                                                                            Jonathan M Orens           Amanda M Helwig                    Kay M DiCecco
                                                   Allan Domb
                                                                            * Albert Perry             Kay Hock                           Andrew J Donohue
                                                   * James L Helsel Jr
                                                                            Donald D Roth              Erin K Hoobler                     James A Egan
                 parealtorpac.org                  Henry P Jacquelin
                                                                            Rosemary Scardina          Denise Johnson                     Elisabeth Endrizzi
                                                   Stanley J Lesniak
                                                                            Debora Weidman-Phillips    Charles Kahn Jr.                   Kerry Engle
        2009 Investors                             * Ellen B Renish
                                                                                                       Therese M Kelley
                                                                                                       Ruth A Killian
                                                                                                                                          John H Evans
                                                                                                                                          Bruce A Faust Jr.
                 List last updated: June 4, 2009                            Governor’s Club
                                                   Angelo D Guerra                                     Dennis R Lawrence                  Becky Freeman
                        * denotes RPAC Trustee                              $500–999
                                                   Sally G Heimbrook                                   Amy Y Ling F                       Marcia S Freeman
                                                                            Eileen T Campbell          Patricia J Long                    Janet Gallagher
                                                   $10,000 – $19,000        * John F Capers            Deborah B Lowry                    Kenneth J Harper
                                                   Kit Anstey               Eileen M Chaladoff         Joseph E Mancuso                   John E Isselmann
                                                   Harry C Caparo Jr        Gail A Christman           Nicholas A Marziani                Deborah James
                                                   * Ronald F Croushore     Libbie A David             Anne Marie Matteo                  Nancy H Jones
                                                   Diane S DeBaise          Robert B Epps              Anne M Matyjasik                   LouAnn Kenney
                                                   Lawrence F Flick IV      Douglas S Fero             Joseph M McGavin                   Michael F Klonis
                                                   Gregory S Herb           Timothy C Graham           Randy L Myer                       Wendy E Knorr
                                                   * Victoria M Lowry       Robert J Hoobler           George A Naylor Jr                 Darren R Kostival
                                                   William H Lublin         Michael R McCann           Joseph S O'Connor                  Theresa V Laskowski
                                                   Guy A Matteo             William McFalls Jr.        Carol C Palomera                   Virginia M Leaf
                                                   Mary Beth McDermott      Patrick A McGee            Jeanette M Perruso                 David M Mattes
                                                   * George E Raad          Robert J Minnis            Linda A Peters                     Larena E Mazurek
                                                   Robert T Ramagli         Kathryn A Opperman         Frank J Renaldi Jr.                Salvatore Mazzocchi Jr
                                                   Charles G Roach Jr       Christopher G Raad         James P Ryal                       Shirley Boyd McNamara
                                                   * Kimberly G Skumanick   Daniel J Seltzer           Michael A Sabo                     Robert A Miller
                                                   Janice C Smarto          Claire Shockey             Susan E Seidel                     Mark Mohn
                                                   Joseph Tarantino Jr      Natalie M Sitsis           * Kimberly G Skumanick             Norman J Moran Jr
                                                   Conrad Vanino Jr         Jerry Y Speer              James M Spagnolo                   Catherine M Morris
                                                                            Viola E Thompson           Todd H Umbenhauer                  Joyce Moser
                                                   Golden “R”                                          Nicholas Vandekar                  David J Murphy Sr.
                                                   $5,000                   Capitol Club               Conrad Vanino Jr.                  Joyce E Murphy
                                                   ($2,000 to Sustain)      $250–499                   Thomas G Weik                      Chris Nein
                                                   Allan Domb                                          Steven L Westbrook                 Jean F Pedersen
                                                                            Robert E Aldinger
                                                   Angelo D Guerra                                     Conway S Williams Jr               Linda J Pelkofer
                                                                            Judith E Alignan
                                                   James L Helsel Jr.                                  * Robert O Williams                Laurel Lynn T Petolicchio
                                                                            Raul A Azpiazu
                                                   Gregory S Herb                                      Robert T Wood                      Karma Power
                                                                            Ben S Beiler
                                                   Stanley J Lesniak                                   Christopher J Zajacek              Althea Ramsay
                                                                            David I Brant
                                                   * George E Raad                                                                        Cheryl F Rawlings
                                                                            Frederick L Briggs
                                                   * Ellen B Renish                                    $99 Club                           Jack L Rawlings
                                                                            Marilou S Buffum
                                                                                                                                          Gerald E Romanik
                                                                            Sean Burke                 Members
                                                                                                                                          Barbara G Samet
                                                   Crystal “R”              Lisa Y Calhoun             *$99 Club Members’ names are
                                                                                                                                          Myra J Savich
                                                                            Bernard J Campanella       listed in The REALTOR® the month
                                                   $2,500                                              following their investment.        Mary J Scherer
                                                                            Shelby P Charles
                                                   ($1,500 to Sustain)                                                                    * Melissa A Sieg
                                                                            Andre B Collins            John R Adair
                                                   James E Bindschadler                                Eric G Angstadt                    Stephen Snell
                                                                            Patricia L Copeland
                                                   * Victoria M Lowry                                  William S Battles                  Allen C Sowers
                                                                            Paul F Culley
                                                   Robert T Ramagli                                    Ruthanne Belus                     Maureen T States
                                                                            Anthony Dahm
                                                   Janice C Smarto                                     Leslie D Berger                    Kate Steffy
                                                                            James A Dietrich
                                                                                                       Thomas N Blefko                    Amy Trulik
                                                                            Lawrence P DiFranco
                                                   Sterling “R”                                        James E Bowersox                   Beverly Waring
                                                                            Brandy L Fabry
                                                                                                       Allan R Breitenbach                Linda J Watt
                                                   $1,000                   E. Leonard Ferber Jr.
                                                                                                       Cindy Castner                      Hugo C Weber
                                                   Veronica Brockelman      Margaret E Fink
                                                                                                       Michael C Chaknos                  Mary White
                                                   Barbara A Capozzi Esq    Douglas A Freeman
                                                                                                       Peter J Champagne                  Shanna Wiest
                                                   * Suzette Colvin         Sarah J Gallagher
                                                                                                       Delphine T Clemens                 John P Wiga
                                                   * Paul G Garvey          Robert F Garvin Jr
                                                                                                       James R Clements                   Cathryn G Winghart
                                                   Sally G Heimbrook        Edward M Goldston
                                                                                                       Denise J Commings                  Kelli S Winwood
                                                   Frank J Jacovini         Joseph L Goldston
                                                                                                       Brenda Crosby                      Nancy R Wright
                                                   Henry P Jacquelin        Pamela M Gothard
                                                                                                       Della D Csehoski                   Linda Yaley
                                                   Guy A Matteo             James E Grandon Jr.
                                                                            John A Gross               Tara Cutler
                                                   Joseph J McGettigan
                                                                            William C Hall             Gregory J Damis
                                                   Bette R McTamney

J U LY 2 0 0 9                                                                            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
           Member Benefits Program

Preferred PARtners offer                                         PAR members and their clients participate
                                                                 for free in an online shopping web site.
                                                                 Instant discounts from over 600 merchants.
savings on products and
                                                                 Pearl’s insurance plan offers competitive
services members need.                                           rates to meet REALTORS‰’ professional
                                                                 liability needs. Pearl’s underwriter, XL
                                                                 America, is rated A by A.M. Best.
Preferred PARtners is a benefit of PAR membership.
REALTORS‰ can save hundreds to thousands of dollars              UPS offers PAR members up to a 28-percent
                                                                 discount on shipping. REALTORS‰ save 10
depending on their choice of programs.                           percent on copying and office services at
                                                                 The UPS Store.
The most up-to-date Preferred PARtners are listed
                                                                 OfficeMax gives PAR members deep
at parealtor.org. Remember — services must be                    discounts on established core office
purchased through PAR’s web site to get any                      products purchased online or at its retail
                                                                 stores. REALTORS‰ can also save on
member discount.                                                 printing services.

                                                                 PAR members receive Hertz’s corporate
                   Advanced Access specializes in creating       rate for car rentals and free enrollment in
                   comprehensive real estate web sites.          the #1 Club Gold Service (a $50 value).
                   Members can save $200 on the Classic
                   Package web site solution.

                   AnnounceMyMove is a web-based tool            REALTORS‰ can save 33 percent on Inman
                   allowing REALTORS‰ to create personalized,    News, one of the real estate industry’s
                   online announcements for their clients.       most-read publications.
                   Members save 22 percent on Platinum

                   PAR members receive discounts on
                   conference call services, e-mail blasts and
                   other technology-based communication

                   Avoid large fines by subscribing to
                   PossibleNow’s DNCQuickcheck, an easy-
                   to-use Internet-based service that helps
                   keep businesses compliant with state and
                   federal Do-Not-Call laws.

800.555. 3390                                                                               parealtor.org

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