Welcome New Members!

Welcome by President

Robert Sullivan

Welcome to the REALTOR® Family!

Three-Way AgreementNATIONAL ASSOCIATION - NARVIRGINIA ASSOCIATION - VARVIRGINIA PENINSULA - VPAR

NATIONAL ASSOCIATION OF REALTORS®

Information at Your Fingertips

• REALTOR.com™• REALTOR.org ™• Median Home Prices• Today’s REALTOR® and Today’s

REALTOR® Online• Information Central - 1-800-874-6500

1.2 Million Members

• Legislative Strength

– FHA Reform

– Tax Credit Changes

– Small Business Health Insurance

– Mortgage Interest Deduction

– Research

Virginia Association of REALTORS®

Political Representation

Bill drafting and reviewlobbyingmonitoring real estate-related government

regulations

Legal Liability

Legal Action FundLegal Hotline

Communications and Information

Commonwealth MagazineVAREALTOR®.com

Virginia Peninsula Association of

REALTORS® (VPAR)

The mission of the Virginia Peninsula Association of REALTORS® is to provide members with the education and

resources that will enable them to conduct business ethically, professionally, and successfully. We will promote the value of

REALTORS® while serving our communities by being the leading advocate of the real estate industry, home ownership,

private property rights and real property issues.

EducationWe are not what we know, but what we are willing to learn.

- Mary Catherine Bateson

• Further your business successRisk Management Courses/Night Court/Contract

WritingREALTOR® Enrichment SeriesLunch and LearnGeneral Membership MeetingsPost License Success Series

Communications

REALTOR® UpdateFree subscription to Hampton Roads

Magazine – discounts to clientsAgent E-NewsMember Service CenterStaff Counseling

Technology

On-Site Technical Support FREE Telephone Technical Support Forms On-line - ZipForms vpar.com Keybox System

Professionalism

Code of Ethics EnforcementArbitration Mediation

Public Policy

Economic DevelopmentLegislative Monitoring and LobbyingInvolvement on Councils and BoardsRPACWe help Protect Private Property Rights

Pathways to Professionalism

Above and Beyond the Code of Ethics

What makes you the ultimate professional!

• While the Code of Ethics and Standards of Practice of the National Association establishes objective, enforceable ethical standards governing the professional conduct of REALTORS®, it does not address issues of courtesy or etiquette. Because of this NAR has developed Professional courtesies for use by REALTORS® on a voluntary basis

Respect for the Public

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

• Respond promptly to inquiries and requests for information.

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

• Call if you are delayed or must cancel an appointment or showing

• If a prospective buyer decides not to view an occupied home, promptly explain the situation to the listing broker or the occupant.

Respect for the Public, continued . .

• Communicate with all parties in a timely fashion.

• When entering a property, ensure that unexpected situations, such as pets, are handled appropriately.

• Leave your business card.• Never criticize property in the presence of the

occupant.• Inform occupants that you are leaving after

showings.

Respect for the Public, continued . .

• When showing an occupied home, always ring the doorbell or knock – and announce yourself loudly – before entering. Knock and announce yourself loudly before entering any closed room.

• Present a professional appearance at all times; dress appropriately and drive a clean car.

• If occupants are home during showings, ask their permission before using the telephone or bathroom.

Respect for the Public, continued . .

• Encourage the clients of other brokers to direct questions to their agent or representative.

• Communicate clearly; don’t use jargon or slang that may not be readily understood (CMA, PMI, POA).

• Be aware of and respect cultural differences.• Show courtesy and respect to everyone.• Be aware of – and meet – all deadlines.

Respect for the Public, continued . .

• Promise only what you can deliver – and keep your promises.

• Identify your REALTOR® and your professional status in contacts with the public.

• Do not tell people what you think – tell them what you know.

Respect for Property Respect for Property

• Be responsible for everyone you allow to enter listed property.

• Never allow buyers to enter listed property unaccompanied.

• When showing property, keep all members of the group together.

• Never allow unaccompanied access to property without permission.

• Enter property only with permission even if you have a lockbox key or combination.

Respect for Property, continued . .

• When the occupant is absent, leave the property as you found it (lights, heating, cooling, drapes, etc.). If you think something is amiss (e.g. vandalism) contact listing broker immediately.

• Be considerate of the seller’s property. Do not allow anyone to eat, drink, smoke, dispose of trash, use bathing or sleeping facilities, or bring pets. Leave the house as you found it unless instructed otherwise.

• Use sidewalks; if weather is bad, take off shoes and boots inside property.

Respect for Peers

• Identify your REALTOR® and professional status in all contacts with other REALTORS®.

• Respond to other agents’ calls, faxes, and e-mails promptly and courteously.

• Be aware that large electronic files with attachments or lengthy faxes may be a burden on recipients.

• Notify the listing broker if there appears to be inaccurate information on the listing.

Respect for Peers continued . .

• Share important information about a property, including the presence of pets; security systems, and whether sellers will be present during the showing.

• Show courtesy, trust and respect to other real estate professionals.

• Avoid the inappropriate use of endearments or other denigrating language.

• Do not prospect at other REALTORS® open houses or similar events.

Respect for Peers continued . .

• Return keys promptly• Carefully replace keys in the lockbox after

showings.• To be successful in the business, mutual

respect is essential.• Real estate is a reputation business. What

you do today may affect your reputation – and business – for years to come.

Professional Courtesies Discussion

Share your experiences!

Practice Real Estate Safely

• Mom and son burglars hit open houses     (BERKELEY, Calif.) – Police in the San Francisco Bay area are looking for a mother and son team of burglars who have recently hit open houses.     Police said the man and a woman he addresses as his mother enter open houses, then separate – leaving the real estate agent to follow one or the other, usually the woman.     Home owners and agents have reported missing purses, wallets and other identification papers.     Police say they have identified the male burglar as Paul McClung, 30, based on photos in police records. The woman has not been identified.     In some cases McClung has been known to show a police badge on his belt.

2006 – Long Island, New York

• Maria Garcia was preparing a foreclosed house for a showing when she made the mistake of her life.

She was alone at the house in Brentwood, when Donny Ray Bates, a paroled convict with a history of mental illness, approached her. He later told police he'd asked whether she could look at his house because he was considering selling it.

• Garcia, a salesperson with ERA-- Quality Homes, Brentwood, walked to Bates' home. And in a matter of minutes, she was dead. Bates beat her, then slit her throat with a knife.

• Her only mistake was that she was anxious to make a deal," says Laurie Bloom, communications and marketing manager of the Long Island Board of REALTORS®. Instead of telling him to come to her office and make an appointment, she went with a stranger to a strange house. "Everyone who heard about it said, 'I probably would've done the same thing,' " Bloom says.

How Do You Protect Yourself?

Pre-qualifyRequest IdentificationNever meet someone at the property for the

first timeOpen HousesTrust Your InstinctsDevelop Emergency Procedures

What makes a REALTOR® Succeed?

Quick Responder Compassion/Passion/Honesty Attention to Detail Being a sponge Excellent Communication Skills

Consulting others before you leap Willing to say I don’t know, but I will find out Be on Time

You Can Soar!

Best Wishes for a successful career!