Terrie Suit and Debbie M. Werling spent several hours talking about issues important to associations and the services we all provide to our REALTOR® members.  The association’s president and president elect both dropped by during the visit to say hello. The President, Tom Campbell brought his two adorable golden retriever puppies and we had a mini puppy party!  Wish we’d gotten pictures of that. They were so cuddly and cute all, tail wags one minute and then they just pooped out and fell asleep the next.

Did you know that one pint of blood can save up to three lives? Please help us give back to our community by being a blood donor. To Register Online, Click Here or call the GPAAR office at 540-347-4866.

The Greater Piedmont Area Association of REALTORS® serves real estate professionals and affiliate members in the counties of Culpeper, Fauquier, Madison, Orange, and Rappahannock.



Brad Boland @ FAAR SEPT 2014

Bradley J. Boland spent some time visiting the Fredericksburg Area Association of REALTORS® on Tuesday, September 8, 2014. Don’t forget that FAAR’s Education Conference & Trade Show is scheduled for September 17. Click here to learn more https://www.faarmembers.com/_iCore/Events/Event_Display.aspx?EventKey=SE14TRADES.

Founded in 1957, the Fredericksburg Area Association of REALTORS® is the trade association for more than 1300 REALTOR® and 81 affiliate members serving the City of Fredericksburg and the counties of Stafford, Spotsylvania, King George and Caroline. Members also work in the surrounding counties of Westmoreland, Louisa, Orange and Prince William and in Northern Virginia.



Waters proposes sweeping credit reporting reforms


 Photo oneclass

Glenda Puryear VAR’s Conferences Specialist attended the GRI RI 401: Understanding Agency and the instructor was Donna Procise.  Glenda visited with Linsey Allenbaugh, Professional Development Coordinator and Teresa Neff, Education Specialist with the Richmond Association of REALTORS®.

About the Richmond Association of REALTORS®
Since 1874, RAR members have come to expect the highest quality of support, service, and commitment. RAR is central Virginia’s largest trade association, serving over 4,000 REALTORS® who live and work in the Richmond metropolitan area.

Maybe letters after your name are not important to you, but they impress buyers and sellers.
The Graduate, REALTOR ® Institute (GRI ) symbol is the mark of a real estate professional who has made the commitment to provide a high level of professional services by securing a strong educational foundation. Short circuit your career path from basic information to solid industry knowledge, attain the GRI. Click here to apply today



As you may already know, a condition of keeping a charter in the National Association of REALTORS® (NAR) is that local, state, and territorial associations of REALTORS® must certify compliance with the standards by June 30, 2015—and by June 30 of each subsequent year—or be subject to revocation of their charter.

Learn the details
To help you understand these Core Standards, we’re introducing a brand new video  featuring NAR Past President Dorcas T. Helfant-Browning. She’ll guide you through the reasons behind these new standards and help you understand the details. Her dedication and tireless efforts are why the NAR is such a strong organization today.

NAR’s first woman president
Helfant-Browning, a native of Chesapeake, Virginia, was president of the NAR in 1992. She was the first woman to lead the National Association, and at the age of 44, was also the youngest person to serve as NAR president at that point in the organization’s history.

Helfant-Browning’s presidency coincided with the beginnings of a recovery period for the housing market and the economy in general. Early in her tenure as president, Helfant-Browning joined other real estate advocates at a White House meeting to urge the Bush administration to support tax reforms that would stimulate the nation’s economy and help relieve the credit crunch for commercial and investment property.

A strong leader
Under her leadership, NAR members lobbied Congress to enact changes to several areas to help strengthen the market’s recovery and secure passage of legislation to raise FHA loan limits and repeal a closing cost restriction. The association’s grass-roots efforts also helped secure passage of legislation to raise FHA loan limits and repeal a closing cost restriction that had cut tens of thousands of potential homebuyer out of the FHA market.

Helfant-Browning also focused on bringing about changes to the National Association’s internal structures, including new strategic planning and budgeting processes, and emphasized the importance of REALTOR® involvement in the political landscape.

Taking an active role
She has been an NAR director since 1983 and taken on active roles in numerous national committees. Helfant-Browning served as chairman of the Political Affairs, Government Affairs Strategy, Institute Advisory, and Nominating Committees, served as a trustee of the REALTORS® Political Action Committee (RPAC), and has been a member of the International Operations and Global Business & Alliances committees. She was named a member of the advisory council of Fannie Mae in 1993.

Helfant-Browning is currently a managing partner and principal broker with Coldwell Banker Professional REALTORS® in Virginia Beach, as well as an active community volunteer.

Leading the charge
Now, Helfant-Browning is helping the NAR and its associations with the new Organizational Alignment Core Standards. This set of requirements falls into six categories: Code of Ethics, Advocacy, Consumer Outreach, Unification Efforts and Support of the REALTOR® Organization, Technology and Financial Solvency.

Click here to learn more about the Core Standards.



REALTOR® Magazine’s Good Neighbor Awards recognize REALTORS® who make an extraordinary impact through volunteer work. Each fall, a blue-ribbon panel of judges select the five award winners, who will each receive a $10,000 grant for their charity.

The competition includes Rosemary Tran Lauer of Long and Foster (Vienna, Virginia). Lauer founded Devotion to Children in 1994 to fund childcare so low-income parents can work or continue their education in order to break the cycle of poverty. She knows first-hand the challenges of being a single parent, having fled Vietnam in 1975 and come to the United States with two young children. DTC, which helped 3,000 children since it was founded in 2006 , also funds preschool and other educational opportunities that are directly related to a child’s future success in school.

The winners will be announced on October 1. In the meantime, you can vote for your favorite finalist to win the 2014 Web Choice Award and an additional $1000 grant. Voting is open September 8-30.

Learn more about REALTOR Magazine’s Good Neighbor Awards.


It’s that time again — time for the biggest real estate convention for Virginia’s Realtors: The Real Show. The event features Coach Jackie Leavenworth whose humorous and engaging style will awaken the inner you to strive for behavioral change that will make a difference. Why go along with the crowd when you can enjoy finding your individual points of difference and pathways to excellence that will create a great life, not just a living. Take a look at Jackie’s video invitation to the Real Show http://bit.ly/WtCU6R.



Loyal 2jpg

There are three reasons that agents stay loyal to your brokerage.
Once you know that, you can better your agent retention.

Written by Larry Kendall, author of Ninja Selling Selling and chairman emeritus of The Group, Inc.

I recently heard a brilliant young researcher and author, James Kane, speak about why people are loyal, and why they are not. Whether it’s the loyalty of customers, employees or sales associates, this is a very important topic. Kane says your people will stick with you for three primary reasons:

1. They like your purpose and vision. In earlier articles, we’ve talked about the importance of having a clearly stated vision and how to help your people buy into the vision, so it is a shared vision. Kane’s research confirms it. Without a vision, your people will perish—or leave you.

2. They feel a sense of belonging. Kane’s research isn’t the first to state this fact. Marcus Buckingham, author and founder of the research firm, The Marcus Buckingham Company, also found that there is a direct correlation between work performance, happiness and loyalty if the person has a best friend at work.

This is where culture becomes huge for a sales organization. Is this a fun place to work? Do they enjoy being with the people here? Do they sense that they’re valued? Does their manager know they exist and what they’re doing? Does anyone care? I always had a goal to have a one-on-one interaction with every person in our organization at least once a week. As we grew to several hundred, it became once a month. This takes commitment and focus but is probably one of the most important roles for a manager and leader.

3. They trust you. Kane found that trust is more complicated than just character. Character is a big part of it, but there are three other ingredients in trust as well.
Trust consists of:

  • Character. Are you honest? Will you tell the truth? Will you not talk about me behind my back? Are you transparent (same on the inside as you present yourself on the outside)?
  • Competence. You may be honest, and I like and trust you, but are you competent at what you are doing? I want to work with somebody who is smart, can put us in a position to be successful, can make it easier for us to do our jobs and can execute a plan.
  • Consistency. Consistency of look and demeanor is critical in trust. Are you presidential in your look and demeanor? Do you have a non-anxious presence? Do people know what they can expect from you, or is it a moving target? Emotional and volatile behavior, as well as inconsistent decision making, destroys trust. I want to work with somebody I can count on who is rock solid consistent.
  • Capacity. Do you have the resources to help me be my best? To solve my problems? I always encourage our staff to do whatever it takes to make it easier, better, faster for our sales associates. Our real estate customers are asking themselves, ‘Can my Realtor® solve my problem?’ Have you ever heard a customer ask an agent, ‘How’s the market?,’ and the agent responds, ‘I’m just so busy right now!’ That answer makes the consumer think you don’t have time for them. Your sales associates can feel the same about you if you’re not paying attention to them—if you don’t have time for them.

The four components of trust (character, competence, consistency and capacity) form an excellent road map for training sales associates on how to build customer loyalty and referrals. They also serve as an excellent template to teach leaders and managers how to relate to our sales associates.

There is a great emphasis in our industry on recruiting new people to our organizations. Recruiting from within (loyalty and retention) is even more important. It’s a simple formula: vision, belonging and trust.

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Do You See Opportunity or Chaos?

Change story

What do the recent changes in the industry mean to you?
Written by Steve Murray

Realogy announced the acquisition of ZipRealty. Zillow announced the acquisition of Trulia. For the past few weeks, these have been the focus of most of the buzz in the residential industry. What does it mean? What new power does it deliver to the acquiring parties? How will it change the industry?

These are all good questions with few answers—so far. It is a matter of possibilities. On the upside, Realogy may begin to deliver hundreds of thousands of decent leads to its affiliates, which tilts the playing field ever so slightly in their favor. ZipRealty certainly has the talent and know-how to do this. Will it pay off directly or indirectly to the health of Realogy’s bottom line? Time will tell.

The Zillow/Trulia combination may create an advertising juggernaut never before seen in this industry in terms of reach. It could result in more agents at higher costs using their services to reach online consumers. It may have cemented their leadership in online portals. Will they be able to grasp all that they reach for? That, too, is uncertain. Are there truly 150,000-plus agents and brokerage firms willing to pay thousands of dollars a month to advertise with them? That outcome is possible but not certain.

Thus far, housing consumers seem content to follow historical practices in the use of and selection of real estate agents. They may spend millions of hours looking at real estate (dreaming their dream), but so far their use of agents and how they select them seems the same as in years’ past. One thing is certain: a great majority of buyers and sellers still use agents to buy and sell. It seems to us that while everything that is happening on the tech frontier is interesting and challenging, successful agents and brokerage firms know intuitively that relationship and service performance still matter.


It’s that time again — time for the biggest real estate convention for Virginia’s Realtors: The Real Show. The best rates expire on September 26th. At this two-day, midweek event in the amazing Virginia Beach Convention Center, you can…

  • Connect with Realtors from around the state to grow your circles and expand your referral network
  • Learn what’s new in Virginia real estate — the trends and stats you need to know for your clients
  • Get hands-on demos of tools and technology for Realtors in our popular Learning Lab and Alpha Stage
  • Check out hundreds of products and business solutions from dozens of vendors in the expo hall
  • Pick-up some CE credit from more than 15 education sessions, including legal issues, fair housing, social media, and broker management

Hundreds of real estate professionals from across the state will mix, mingle, learn, and connect in Virginia Beach. Join them, along with industry thought leaders and experts to share ideas and tactics on October 8 and 9. For more details or to register for the Real Show visit www.RealShowVA.com.