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HGTV Effect

Nov. 15, 2011
Categorized in: Sellers

Sellers and real estate agents are increasingly feeling frustrated by something that's been dubbed the "HGTV effect". In a nutshell, potential buyers who have watched way, way too much HGTV not only don't want to buy anything that's not pristine, upgraded, perfect, they don't even want to look at it. Even the Washington Post has written about this.

There is almost no market any more for fixxer uppers. The market left for those is investors looking to give you a lowball price that is likely to make the average seller gag.

If you haven't redone the kitchen complete with granite countertops, hardwood floors (or ceramic tile) and the newest and best appliances, forget it.

The dilemna for a seller is that if you pay to upgrade your house you will NOT get that money back. Yes, you'll get some of the investment back. But you won't come anywhere near getting it all back. On the other hand, at least you'll get people to look at your house!

My advice, start upgrading now even if you're not going to sell for awhile. At least you can get some enjoyment out of the upgrades!

Oh, and if you're a buyer and want a deal, look for the properties that need upgrading and be ready to do the work yourself!

Where's Your Buyer

Sep. 26, 2011
Categorized in: Sellers

My colleague in Charlottesville, Jim Duncan, has a post on houses that don't sell, just because their buyer isn't currently in the market.

It's one reason why so many people want to be "the third real estate agent." (Old real estate joke. You're going to have to ask me privately!)

I think Jim's got it right, as usual. But it's a hard conversation to have with a seller. It's human nature to reject what you don't want to hear and I suspect most sellers will send you packing the first time they hear this. (And, maybe a few more times!)

Flying Off the Shelves

Jul. 12, 2011
Categorized in: Buyers

It's been a long time since I've seen my buyers having so much trouble finding houses to buy. In some areas inventory (high quality, well-priced inventory) disappears almost as fast as it hits the market. The western side of Prince William county, including Gainesville, Bristow and Haymarket fit that description. The southeastern side of the county, not so much.

But even in places like Bealeton and Remington, in the lower price ranges there is very limited inventory for sale and the good stuff goes fast.

There is an increasingly steady drumbeat of press articles around this amazing buying opportunity, that might be part of it.

Meanwhile, the many reasons sellers don't want to sell if they don't have to haven't changed, which continues to limit inventory.

So, is it a great time to buy? Interest rates are low, prices remain low (although beginning to edge upwards a slight bit) and those are good things. The lack of inventory and continued economic uncertainty would suggest continuing to proceed with caution. Every situation is different. But if you're staying put over 5 years, I like your odds of at least breaking even when you sell.

The Danger of Buying a Condo

Mar. 2, 2011
Categorized in: Buyers

As this article from the Chicago Sun Times makes clear, buying a condo can be a lot more complicated than other real estate transactions.

Lenders have been very cautious for several years now about mortgages on condominiums. The truth is that many condo associations are essentially broke. Since the owner only owns from the drywall in, all other maintenance falls to the association. If they've got no money that maintenance may not happen, causing all property values to fall.

The article talks about the other issue causing banks not to lend on condos, too many rentals in a building or development. Of course, if you can't sell your condo because no one can get a mortgage and you have to move, you're likely going to rent your condo out, exacerbating the problem.

Prince William county is where we see the most condos in the area I sell in regularly. But there are a few condos in Culpeper and Fauquier as well.

If you're thinking about buying a condo, start working with your lender early in the process. Have them check out any association you're looking at to make sure it's not on their blacklist. And, as with buying any property, do your homework!

Painfully Funny

Aug. 2, 2010
Categorized in: Business of Real Estate

This YouTube video has enough truth to be painful whether you're a buyer, seller, real estate agent, lender or even a taxpayer. And if you're waiting on a loan modification, you may want to self-medicate before watching!


March Local Market Numbers

Apr. 13, 2010
Categorized in: Local Market Conditions

It's been a few months since I've written about the overall market stats for the area. So, let's see what's changed.

We'll talk about Rappahannock first for a change. How does it compare to a year ago? 86 listings now compared to 76 then. 6 sales in March 2010 compared to 3 last year at the same time.

Note: Remember, real estate is seasonal and year over year numbers are a much smarter comparison than month to month.

The one Rappahannock statistic that jumps out is the number of new contracts in March. There were 8. That's the highest number of new contracts in one month since August, 2006.

Culpeper has 433 active listings compared to 464 last year at this time. While sales in other counties jumped in March after a couple of slow months, March still looks pretty flat in Culpeper. But the median sales price is up almost 10% year over year. That's 2 months in a row that have shown price increases. If you look over a longer time horizon, it's certainly easy to make the case that prices remain flat to slightly higher. The number of contracts ratified in March is down, year over year, but up significantly month over month. Last year at this time there was an increase in contracts from February to March. As always, I'm reluctant to speculate on what these tiny data points mean, other than to say, stay tuned.

Fauquier County also shows declining inventory, 516 now vs. 556 a year ago. Sales are 73 in March of 2010, a significant increase from the 43 in March of 2009. In fact, you can pick just about any metric you want in Fauquier, including price, and it's up. The absorption rate would indicate a very balanced market. That's slightly misleading since there's little inventory available at the lower price ranges.

Prince William County continues to be the place where the buyers are lining up to buy. As an example, a listing came on the market in Gainesville this morning and by this evening when I tried to take my clients to show it, I was turned away and told it was already under contract. Inventory has dropped year over year from 3079 a year ago to 2595 now. Sales have dropped though, from 750 a year ago to 559. I believe that has more to do with a lack of properties in the lower price ranges rather than a lack of interest by buyers. And inventory is coming on the market at a slower pace. Last year in March 1219 new properties were listed. In March 2010 only 964 properties came on the market. Prices reflect the shortage of inventory. Prices have been climbing in Prince William County for months now.

It's a great time to be a buyer in our area if you don't mind bidding wars and competing against cash offers! It's a great time to be a seller if you are not expecting prices at 2005 levels!



Buyer Beware

Feb. 14, 2010
Categorized in: Buyers

There was a time when people had an expectation that other people, trusted professionals, would look out for their best interests. It was probably always a mistake to blindly trust anyone simply because of their profession. Even your doctor may have mixed motivations.

And, here's fresh evidence that you should not trust your real estate agent if you're a buyer, especially if you're in North Carolina.

I was taught from the beginning that you disclose EVERYTHING! You especially disclose anything of a financial nature that even has the appearance of influencing your behavior.

You should know if one of the homes I'm showing you pays me more than the others. You should also know if one is offering me less than my fee. Then you can make a rational, informed decision.

North Carolina real estate agents who are fighting to keep their buyer clients in the dark ought to be ashamed.

2009 Year in Review

Jan. 4, 2010
Categorized in: Local Market Conditions

As we head into 2010, let's start by looking backwards into 2009 and see how my predictions fared.

First of all, it's clear to me now that years from now we'll look back and see 2009 as the year when the real estate recovery really began to take hold, at least in this part of Virginia. That doesn't mean that the prospects are entirely rosy going forward, but the contrast between 2008 and 2009 are simply incredible.

Whereas the big story in 2008 was price drops, the big story this year is price increases, year over year, across the board. Whether you're talking about Culpeper, Fauquier, Prince William or Rappahannock County, prices are up year over year. Now bear in mind that's after several years of steep declines. And these increases are very modest, in the single digits. On prices, I was too pessimistic, anticipating another year of falling prices. I've never been so happy to be wrong! I predicted a price decline of 10% with that primarily coming on properties at the $400K and above price point. In reality, the only place we saw any price weakness was at the very high end of the market.

Inventory declined dramatically. I got this one partially right in that I predicted a continued decline. But it's been more rapid than I expected. Inventory in Culpeper is down 20% year over year and we're now at 11 months of inventory. Still a buyer's market there but better than a year ago.

In Fauquier County the decline was 21% but we're down to only 8 months of inventory. And in both counties, quality inventory at the lower price points is scarce and snapped up quickly.

Prince William County had an amazing decline of 37% in year over year inventory! We're now looking at only about 4 months of inventory here and it's clearly a seller's market in every way except price. But we'll get to that.

In Rappahannock County, after an unexpected inventory surge late in the year, we've started falling again. The November numbers show us pretty much flat, year over year. But preliminary December numbers show a December drop off. Some of that will be sellers deciding not to bother having their homes on the market over the holidays. But some of that inventory will not be coming back.

And now for the volumes. This is the area where I was probably the most off. I predicted 640 homes would sell in Culpeper in 2009. In fact, even with the tax incentives that number was only 595, the exact same number as in 2008.

In Fauquier I predicted that 645 homes would sell in 2009. I was conservative there, with 675 selling a significant increase from the 600 in 2008.

Prince William made me look especially inept, with only 7825 sales as opposed to my forecast of 8800. In my defense, the miserably small inventory kept a lot of would-be buyers on the sideline. That 7825 is actually a decrease over the roughly 8000 sold in 2008. It's a troubling trend.

All in all, my performance as a prognosticator was mixed. I was too optimistic in some areas, not optimistic enough in others and got it just about right in a few.

Despite my lack of perfection, I'll risk looking foolish again later this week with my 2010 predictions!




Short Sale Approval Info

Nov. 4, 2009
Categorized in: Foreclosures/Short Sales

Been trying to get an answer from the banks for weeks or months on whether or not your short sale has been approved?

Are you a buyer trying to buy a short sale? Or a seller desperately waiting for that "yes" or "no" that will make all the difference?

Maybe you're an agent tearing your hair out over the hours you spend on hold with banks.

There's help at hand, finally! No matter where you live in Virginia, there's information here for you.


This site will get you the straight scoop on whether or not your short sale has been approved in seconds.


The Appraisal Mess

Aug. 21, 2009
Categorized in: Business of Real Estate

If you're involved in the real estate business or are a buyer or seller right now you probably are well aware of the appraisal mess. If you haven't gotten a taste of this yet, here's what all the fuss is about.

In an effort to make appraisals more objective and keep lenders from twisting the arms of appraisers to get higher values, new rules were rolled out this year from Fannie Mae and Freddie Mac. Instead of a local lender calling a local appraiser, they must now call a clearinghouse who will then subcontract to an appraiser.

While the idea of keeping arms length relationship sounds good, there have been some big hiccups with this new process. Appraisers are coming from far, far away to appraise in neighborhoods they know nothing about. Just today I met an appraiser at a listing I have in Culpeper. The appraiser drove several hours from Maryland to do the appraisal.

This has resulted in wildly inaccurate appraisals. And it's slowed the process down, because there's now an extra layer there.

The other thing an extra layer does is add extra cost. The new clearinghouses want to make money off of the appraisal too. So they raise the fees they charge, increasing the cost of the appraisal to the buyer. But at the same time they've lowered what they pay the actual appraiser. Guess how many of the best appraisers want to work for these clearinghouses?

There's a movement in Congress right now to suspend these rules temporarily until some kind of fix can be found for the more egregious problems. Meanwhile, if you're waiting on an appraisal, whether you're a seller or a buyer, be prepared for bad news! And, remember that if there are issues with the appraisal, there are also potential remedies.

Short Sale Warning

Mar. 27, 2009
Categorized in: Foreclosures/Short Sales

I just got back from a class on short sales. Things keep changing and you have to try to keep up with the latest trends.

Here's the biggest take away as far as recent changes to the short sale process go.

Banks are much less inclined to forgive the debt on a short sale. This is particularly true of the second mortgage holder. And, they're willing to hold the deal hostage at the last minute in order to get their pound of flesh.

It brings up the question of whether a short sale, deed in lieu of foreclosure or foreclosure is better for the homeowner. And, I'm going to tell you that if you're a seller wondering that you shouldn't be asking me.

If you're not talking to an attorney who can protect your interests, with this much money at stake, I think you're making a mistake.

A couple of years ago, most debt was wiped out completely on a short sale. So, if you got one done then, be very, very glad!

The other take away is how difficult these things still are. I've seen press reports that they're getting easier, banks are getting more reasonable or smarter or more efficient. Don't believe it!

On a short sale, if you go from contract to settlement in anything less than 120 days, consider yourself lucky!

If you're a buyer you're going to have to weigh your ability to wait that long against the incredible deals that are available on short sales. The truth is that most buyers are deciding short sales won't work for them. That makes the deals better for those few willing to endure the pain of the process.

The Slow Down

Mar. 26, 2009
Categorized in: Mortgages

There's a new roadblock on the way to getting to settlement these days.

The number of people refinancing has skyrocketed. And, as a result banks and some of the people they rely on are overwhelmed. Appraisers are overbooked. Lenders are pushing out settlement dates to be sure they can get everything through underwriting.

There are still settlements happening in 30 days, but it's getting a lot tougher.

Interest rates won't stay at this rate forever. In fact, interest rates in the mortgage markets will jump before a lot of other interest rates do. Mortgage interest rates are very sensitive to inflation worries. With all the money being pumped into the economy, I suspect this is a pretty small window of opportunity before rates start to move back up.

But for right now, if you're buying a house talk to your lender about whether 30 days is doable. And, if you're a seller, don't be surprised to see delays on the way to settlement.

February Market Numbers

Mar. 10, 2009
Categorized in: Local Market Conditions

Final February numbers became available today. There are no startling changes to current trends. Inventory continues to decline. Sales continue to look pretty strong.

Culpeper's absorption rate indicates that current inventory would be entirely absorbed in just under 13 months. That's the best that number's looked in a very long time.  In fact, for the first time in several years Culpeper's absorption rate is higher than Fauquier County's rate. Fauquier County's absorption rate shows it would take almost 16 months to get rid of current inventory. Prince William County stays at an astonishingly low 5 months. And, Rappahannock continues to move along at its own pace!

The biggest surprise to me in this month's data is that we did not see the big jump in new listings that I expected we'd see. Typically this is when you see sellers trying to get a jump on the spring market and inventory starts to climb. And we did see small increases in the number of new listings in a couple of counties. But they were very small increases and sales increased enough that there was no impact to overall inventory.

Sometimes what I see on a particular day is more striking than numbers. Today I was out showing properties in Prince William County. I showed four properties. The first one had already gotten one offer in today. At another property we were greeted by an agent and her clients who informed us that the bank had already accepted their offer. At the third a property that had just gone on the market this week already had cards from 21 agents that had shown it. And, our showing was interrupted by another couple right behind us.

The only property of the four that didn't appear to be overrun with potential buyers was one that clearly had water issues and possibly even foundation issues in the basement.

If you're looking at properties in Prince William County that are under $350K we're back to multiple offers, bidding wars and potential buyers tripping over each other in houses.

Overall, the market seems healthier and I'm pretty optimistic that the number of sales overall will be substantially above 2008. I still don't anticipate a big jump in prices. However, prices in Prince William are likely to increase this year if current trends continue.

Sellers have reason for optimism. Buyers still have a great market, but there's definitely a sense of urgency if you're buying in Prince William County.


Paragraph 7

Feb. 9, 2009
Categorized in: Buyers

The interpretation of Paragraph 7 of the local real estate contract came up recently with a buyer client. I'm sure my client isn't the only buyer to wonder about definitions for this paragraph so I thought it would make a good blog post.

Here is the language of the contract:

Purchaser accepts the Property in the condition as of the Contract Date except as otherwise provided herein. Seller warrants that, except as otherwise provided, the existing appliances, heating, cooling, plumbing, electrical systems and equipment, and smoke and heat detectors (as required), will be in normal working order as of the Possession Date. Seller will deliver the Property in substantially the same condition as on the Contract Date and broom clean with all trash and debris removed. Purchaser and Seller will not hold the Broker liable for any breach of this paragraph. Seller will have all utilities in service through Settlement or as otherwise agreed.

The phrase in question is "normal working order".

This phrase is, unfortunately, open to interpretation. For example, when you bought your oven, it was calibrated at the factory so that when you turned the dial to 350 degrees, that's exactly what temperature you got. However, as your oven has aged, there's a pretty good chance that there's been some slippage. 350 degrees may now mean 360 degrees. Should "normal working order" mean that it must heat at exactly the precise temperature it did when new?

Typically, this phrase has been taken to mean, if it's working at the same level as it was on the contract date, that's good enough. That's barring any negotiation on this point in the home inspection.

My client questioned whether "normal working order" shouldn't really mean "to current code". And it definitely is not interpreted in that way. If the home was built in 1940 there is no requirement that it meet current code. Although, renovations/additions must have met the code at the time they were built.

As with all contracts in Virginia, remember that this is very much a "buyer beware" commonwealth. Do all your due diligence and take it seriously. When you get to the settlement table it's too late!

Chemistry Matters

Jan. 1, 2009
Categorized in: Finding the Right Agent

This is another in a continuing, occasional series on how to choose a real estate agent.

Previous posts have focused on more concrete, measurable things. But I think the softer side of this equation also merits some focus.

Perhaps one of the most important elements in choosing a real estate agent is to get one with whom you feel comfortable. You need to "click". The process of buying or selling a home is stressful, even under the best of conditions. And, heaven knows our current market, even if you're buying, can be tough. You want that interaction to be as comfortable as possible.

I know that "comfortable" is going to strike many of you as too soft and mushy. So, let me see if I can help you with a little better definition.

You want someone you can communicate with directly and honestly. You don't want to worry about hurting their feelings. You don't want to worry that they'll dismiss your fears and worries without listening. This stuff is important and you need to be able to talk openly what you're worrying about, where you have misgivings. If things things stay bottled up you can make a mistake because you didn't ask the right question. And, all those unsaid things can definitely poison a relationship!

There are people out there who take stress in, amplify it, and pass it on to everyone they meet. Then there are others who are good at taking the stress, absorbing it and killing it. They pass along their calm to those they come into contact with. You definitely want the latter as your real estate agent. When the little road bumps occur you don't need someone telling you the sky is falling!

Comfortable also means you have a good fit in terms of communication styles. If you love e-mail and hate the phone make sure your agent feels the same way. (Or at least is willing to modify her style for you!)  And, if you want long, chatty phone conversations and all you ever get are e-mails, there's probably a communications mis-match. It's a good idea to indicate early in a relationship how you like to communicate and making sure that works for everyone.

The soft stuff really does matter. Pay attention to this and the rest of the real estate experience will be much better!


Foreclosures Frozen

Nov. 20, 2008
Categorized in: Foreclosures/Short Sales

Freddie Mac & Fannie Mae today announced a suspension of foreclosures beginning November 26th through January 9, 2009. 

What does this mean? It's one more sign that there will be a reduced number of foreclosures available in the short term. 

I believe it's too soon to say what the long term impact will be. If they use this time to work out loan modifications, perhaps many of these will never come back onto the market.

If you're a seller, there's reason for optimism. Every foreclosure that isn't competing against you and bringing down prices is good news. (Unless they all get dumped back on the market in the spring!)

If you're a buyer it's time to start wondering how much longer should you wait to buy? Might prices go lower? Yes! Might we be near the bottom? Yes!

If you're buying a house to live in and enjoy for the long term, it's time to think about at least getting out there and looking. Knowledge is always power in a negotiation. The more you know about what prices and inventory looks like now, the better positioned you'll be to decide if it's time to buy.

Ten Cents

Oct. 11, 2008
Categorized in: Buyers

I was supposed to have a settlement yesterday. My clients are buying a foreclosure. (The one that we've been working on for months and months and months!)

I know it will come as no surprise to many of you that the settlement didn't happen.

Why, you ask......?

The original estimated settlement statement (HUD1) differed from the final numbers by.....TEN CENTS.

Ordinarily, the change would be made and we'd have approval from all parties for the change in a matter of minutes and would proceed with settlement.

But, this ten cent change had to go back up the chain of command on the bank's side. And, so, we're still waiting. Since this was Friday and no bank is going to give us final approval over the weekend settlement won't happen before Monday.

Except that this week, Monday is a holiday. So, now we're looking at Tuesday at the earliest.

So, how much do you think it cost the bank, to approve this ten cent change? How much in lost time (wages) for the employees who worked on this? How much did it cost them to have this money in my clients' pockets and not theirs for these extra few days?

This is the culmination of months of negotiations as the bank continued to get lower offers from my clients after they rejected higher ones. And, in one case, lowered the price while we had a higher offer on the table!

There are very well managed financial institutions in this country. This isn't one of them.

To Inspect or Not

Sep. 11, 2008
Categorized in: Buyers

Clients I'm working with who are trying to buy a home settled on the one they want this week. It's a foreclosure and, as with most foreclosure properties, it's sold as is. That means we can't make the offer contingent on a home inspection or a radon inspection.

Normally, what I advise clients to do in this situation is to have a home inspection done before writing an offer. But in this case the bank already had several offers and gave us a deadline if we wanted to submit an offer. We had less than 20 hours to do so.

It's impossible to get a radon inspection in that time. And, it's practically impossible to get a home inspection done that quickly. In the end, my clients decided to pass on writing an offer on this home.

Here's my dilemna. I advised them that it's certainly not prudent to buy a home without an inspection. And, that's true. But the deeper truth is that I'd have put an offer on this home without a home inspection. It's a pretty new home, built in 2005. I see nothing that worries me, nothing to suggest water or pest issues, my two biggest worries. I am, by nature, less risk averse than your average individual.  And, so, I'd have jumped in and made that offer.

But, it seems like the wrong advice to give to clients. First of all, let's all admit that we live in a litigious society. God forbid something seriously wrong shows up after they've moved in. These are very, very nice people. But that doesn't mean they wouldn't sue me for giving them bad advice and costing them a lot of money. And, that does impact what I say.

I also try very, very hard to never push my own personal likes, dislikes and personal biases on my clients. So, just because I'm willing to take that risk doesn't mean I assume that my clients have that same willingness to take risks with what may be their largest investment.

I'll admit that I remain a little torn about this. It's possible this would have been a good home for them. And I'll never know whether my advice was right or wrong. Don't you hate that?!

The Right House

Sep. 8, 2008
Categorized in: Buyers

A client asked a question this week that I've heard before. And, I thought it made for a good blog post. She asked:

How many homes do most people look at before they find the right one?

The answer, as in so many things, is that everyone is different. I've shown someone 1 house and that's the one they bought. I've also show someone over 30 houses before they decided not to move after all! And, I've even had someone buy a home without seeing it until the walk through on the day of settlement.

Nationally, people are physically looking at fewer houses these days before they buy one. The last statistics I saw said the average is 6 homes. The technology available today allows buyers to weed out a lot of homes online without ever stepping foot in them.

Usually it comes down to a couple of houses. And, often there's some dissension in a family over which house to choose. Here's a little guidance that may help.

First of all, if I've done my job, you're not going to go wrong buying either of your top choices.

And, I've never seen anyone unhappy because of that choice.

They may be unhappy over the commute, they may not like the neighbors, they may have over estimated their willingness to work on home improvements on weekends. If they were crazy enough to skip a home inspection, they may be unhappy about what they found! And, if your marriage is already in trouble, the fight over the right house definitely isn't going to improve the situation!

Most people, if they are happy, well-adjusted people, will continue to be happy, well-adjusted people, whichever home they move into.

I'll admit to a bias here. We lived in Miami, Florida when Hurricane Andrew hit in 1992. Being less than half a mile from the water we got pretty much wiped out. Most of us give lip service about knowing that our "stuff" isn't really all that important. I got the chance to test that theory!

So, do your homework. Research the home and the neighborhood. Make absolutely sure you're comfortable with how much you're spending on the house. Then, listen to your gut, work with your family to get buy in and move confidently forward.

A year from now, whichever house you chose, your chances of living happily ever after are pretty good!


Market Impressions

Sep. 3, 2008
Categorized in: Local Market Conditions

I promised a sneak peak at the August numbers. And, overall, they're looking good. The number of closed sales looks like it stayed pretty close to July numbers. But those were good numbers overall. Inventory seems to have dropped significantly in most markets. Final numbers will be out next week and I'll have a more detailed analysis then.

And, while I'm giving you impressions, here are a few things that hit me after showing dozens of homes over the weekend.

  • The showing instructions provided for many of the real estate agents were often wrong. There were a lot of people in homes where the listing agent had said they were vacant or out of town. Surprises are never a good thing!
  • Overall, foreclosures are priced significantly below the rest of the market. There are a few banks who still aren't getting it. But most have priced these homes to move! However, most foreclosures will require, at a minimum new paint and carpet throughout the house.
  • Short sale pricing is all over the map. And, many of the properties where the bank has already approved the short sale price are going to actually sell for much less. Or, the banks will not accept the offers and it will end up in foreclosure (at a much lower price).
  • There were a substantial number of short sales where it was clear an offer had disappeared after buyers gave in to frustration when the bank took too long to make a decision. I suspect the real surprise is that there weren't more of those!
  • For the first time in a very long time, we ran into other agents with clients showing the same homes at about the same time. That's got to be a good sign!

Piedmont Real Estate Blog

Blog by Julie Emery
Amissville, Virginia

An ongoing dialog on real estate news, opinion and trends in Northern Virginia and the greater Piedmont area. Julie is an Associate Broker at Frankly Real Estate Inc, 6304 Crossroads Circle, Ste 102, Falls Church, VA 22044


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