SPECIAL ADVERTISING SECTION
Are we on the back end of the “real estate boom”?
The boom is over. Data has conclusively shown the boom was the “Covid Years” from mid-2020 through 2022. The market plummeted from 12,152 homes sold in 2021 to 6970 homes sold in 2023. In 2024, we observed the market flatten out with the number of homes similar to the prior year. Naturally, the number of homes sold is related to the number of listings presented to the market. Here’s the catch; demand is outpacing supply, so we remain in a seller’s market and pricing is holding firm. The flattening of sales could be misleading on the surface without a deeper understanding of all market factors. Data leaves clues!!
David Orso | The David Orso Team of Berkshire Hathaway Home Services | Pen Fed Realty
What can I do to attract more showings and possibly receive multiple offers on my home?
Taking the time to get your home in prime condition is so important. A qualified Realtor will have the resources to guide you to be the hottest house in town. Buyers want new paint, new flooring, upgraded baths, and great new upgraded kitchen with updated appliances.
Giving your home a facelift prior to entering the market will pay off in price, a short time on the market and the possibility of multiple offers.
Christina Janosik Palmer | Christina Janosik Palmer Group of Keller Williams Flagship of Maryland
Are buyers gaining leverage again in today’s real estate market?
Yes, in many markets we are seeing that inventory is rising, days on market are longer, and price reductions are more common. Buyers may have more room to negotiate on price, closing costs, inspections, and timelines. That being said, well-priced, well-presented homes still attract strong interest, especially in desirable neighborhoods. Strategy matters more than ever: buyers should be prepared, data-driven, and decisive, while sellers need to be realistic in terms of pricing and strong marketing to stay competitive.
Leslie Shafer | Omnia Real Estate
How is the new Towne Row community unique for Annapolis?
Towne Row is a rare offering of 18 new construction, elegant townhomes in the heart of Annapolis—something truly unique for this historic city. The residences feature private elevators, expansive rooftop terraces, and two-car garages, designed for modern, low-maintenance living. Perfect for discerning downsizers, part-time residents, professionals, and multigenerational households, each home offers refined finishes and thoughtful flexibility. Just steps from the upscale shops, dining, and wellness amenities of Annapolis Town Center, and minutes from D.C., Baltimore, and BWI, Towne Row delivers sophisticated urban living in a coveted coastal setting. Home tours are available now!
Alison Wisnom | Coldwell Banker Realty
If I hire your company, who will be completing the work on my project, and will any subcontractors be involved?
At Lundberg Builders, we take a hands-on role in your project by managing and completing the majority of the construction work ourselves. This allows us to maintain consistent quality, clear communication, and close attention to detail throughout the build. For specialty trades such as plumbing, electrical, and hvac we partner with licensed, experienced professionals who meet all local codes and standards. We coordinate and oversee their work as part of the overall project, so you have a single point of contact and a smooth, well-managed construction process from start to finish.
Matt Bishop | Project Consultant | Lundberg Builders
When is the right time to sell and/or buy a property?
When the client is ready, willing and able. Motivation is the driving force especially in this very competitive market that has proven to be recession proof and very desirable due to the uniqueness of the Chesapeake Bay lifestyle. Selecting a real estate agent with local market knowledge, experience, strategic marketing and pricing, and negotiation skills is critical whether you are selling and / or buying a property. This is a “people business” and having an agent who knows the players gives the client a competitive advantage. Who you hire matters.
Ani Gonzalez-Brunet, MBA, Realtor® | Coldwell Banker Realty
Has the luxury real estate market shifted, or does it still favor sellers?
The luxury market has entered a more balanced phase, and that’s a healthy shift. Well-positioned homes continue to perform when pricing, timing, and presentation are handled thoughtfully. Today’s buyers are informed and intentional, which rewards sellers who approach the market with clarity and a strong strategy from the start. When those elements align, luxury properties continue to trade at a high level.
Brad Kappel | TTR | Sotheby’s International Realty
Many clients come to you specifically for buyer representation. What do they tend to be looking for?
Most buyers want the same thing. They want someone who listens, tells them the truth, and helps them make smart decisions without pressure. Especially in competitive markets, buyers do not want to feel rushed or outmatched. They want a plan. My role is to help them understand their options clearly and move forward with confidence, whether that means acting quickly or waiting for the right opportunity.
Alex Clark | TTR | Sotheby’s International Realty
Do we need to make repairs or updates before we list our home?
Before you spend a dollar, let’s talk. I’ll walk through your home and tell you what will actually increase buyer interest and value—and what you can skip. If updates make sense, I can connect you with trusted, licensed pros, and in some cases the cost can be deferred until after closing. The goal is simple: maximize your return and avoid wasted time and money.
Christy Bishop | Associate Broker | Berkshire Hathaway HomeServices PenFed Realty
Can I sell my investment real estate using a 1031 exchange and buy a vacation home that I can enjoy with my family during the summer months?
No. You can sell your investment real estate and reinvest the gain, tax deferred, to purchase your vacation or second home, the challenge is making sure it will qualify as a 1031 investment property. Meaning that during the initial 24 months of ownership there are strict rules to follow regarding personal use. The important rule is that you can only use the property for 14 days each year or 10% of the actual days that you rent it out. For example, if you lease it for 200 days each year, your personal use can be up to 20 days. If you are able to abide by these rules, after two years the dream vacation home is yours to use as often as you like without any more requirements.
Jack Papaleonti, GRI/Realtor® | The Anchor Team of Academy Realty
When is the best time to list a waterfront home?
To really understand this question starts with an understanding that most waterfront buyers have specific criteria and take their time to find a home which meet their requirements. Therefore, it is less about timing the market and more important to present the home properly with content rich information for the discerning buyers. The fact is 65% of waterfront homes were listed in the first half of the year so the competition is heaviest in the spring market. The reason for the early presentation of inventory is simply because most waterfront home sellers think their home presents the best in the spring with landscape in full bloom and the strong desire of buyers to be out on the water.
Erin Rustand | The David Orso Team of Berkshire Hathaway Home Services | Pen Fed Realty
Why Work with a Senior Real Estate Specialist® (SRES®)?
As someone over 50, your real estate needs differ from those of a first-time homebuyer or seller. That’s where a Senior Real Estate Specialist® (SRES®) comes in. An SRES®-certified agent is uniquely trained to understand and address the complexities seniors face when buying or selling a home. From financial considerations to lifestyle transitions, an SRES® provides expert guidance to help you navigate the real estate process with confidence and peace of mind. With a compassionate approach and specialized knowledge, an SRES® ensures your real estate journey is smooth, stress-free, and successful.
Carolyn Buchleitner | Long & Foster Real Estate Agent | Annapolis Bestgate Office
How has your experience as a coach and former athlete shaped the way you build and lead your real estate team?
Sports have taught me that success is never an individual effort—it’s about having the right team, the right strategy, and the right mindset. As a coach and former athlete, I’ve seen firsthand how teamwork, preparation, and trust lead to victory, and that same philosophy drives our real estate team. We don’t just help clients buy and sell homes; we create a game plan, adjust when needed, and work together to get the best results. Every transaction is a team effort, and our clients are at the center of it all. By surrounding ourselves with the right people and staying committed to a shared goal, we make the process seamless, successful, and even enjoyable. Just like in sports when you have a strong team behind you, winning becomes second nature.
Kevin Brown | Long & Foster Real Estate Agent | Annapolis Fine Homes
How would you describe your approach to real estate?
I approach real estate with the belief that every home carries its own context, and every client’s situation deserves careful consideration. In the Chesapeake Bay region, where demand remains strong and well positioned homes continue to attract significant interest, my role is to help clients make thoughtful decisions, not rushed ones. That means understanding not just the property, but the lifestyle it supports, the timing, and the broader market dynamics. Preparation, transparency, and calm guidance are central to how I work, especially in complex transactions.
Erica Baker | TTR | Sotheby’s International Realty
What can listing agents and sellers do to prepare for the new FinCEN reporting rule?
Listing agents should confirm early whether the seller is an entity and communicate that information at listing and contract. Agents should also discuss FinCEN reporting when considering cash or hard-money buyers, particularly those purchasing in an entity or trust. It’s important to be proactive when presented with addenda that change the buyer to an entity or trust after a transaction is underway. While not every transaction will require seller information, early disclosure and expectation-setting help prevent delays and keep closings on track.
Brad Walsh, Esq. | President, Eagle Title
What documentation is required to settle a real estate transaction involving a trust?
When a real estate transaction involves trust, additional documentation is required to confirm authority and ensure a valid transfer of ownership. This typically includes the full trust agreement or a certification of trust identifying the trust’s name, date, trustees, and powers, along with government issued photo ID for all acting trustees. Documentation confirming the trust is currently in effect may also be required. In addition, closing funds must come from a bank account titled in the name of the trust, and a bank statement is often needed to verify this. We review everything early to avoid delays and ensure a smooth closing.
Terry Liff | Executive Vice President, Eagle Title
How can homeowners position their property to sell successfully in the 2026 real estate market?
In 2026, successful sellers focus on property readiness, precision pricing, and strong market positioning. Buyers have been more analytical recently, focusing on property condition, insurability and costs, flood zones, and long-term ownership expenses — especially for waterfront homes. Properties that are thoughtfully updated, professionally marketed, and priced accurately based on local comps from the start benefit from stronger interest and more favorable offers. Sellers who rely on local REALTORS that are experts in the community and offer aggressive marketing strategies are best positioned to maximize their home value, minimize time on market, and most importantly - get their home sold!
Elizabeth Arentz | Coldwell Banker Realty
How are waterfront properties on Maryland’s Eastern Shore valued differently than non-waterfront homes?
Waterfront properties are valued very differently than inland homes. While interior finishes matter, buyers place greater weight on the shoreline itself—water depth, orientation, exposure, and whether the setting is the Bay or the Wye River or a protected creek. Elevation, flood zone, shoreline stabilization, and dock potential also play a major role and can significantly impact usability, insurance costs, and long-term value. Properly evaluating waterfront properties requires understanding both the home and the water which is why local waterfront expertise is essential. Having bought and sold numerous homes on the Wye and Chesapeake Bay over the years, I know firsthand what to look for in waterfront properties.
Biana Arentz | Coldwell Banker Realty
What are the changes to FINCEN reporting requirements for Real Estate transactions?
Previously, FinCen reporting only applied to certain targeted geographic areas. Starting March 1, 2026, FinCEN’s new Residential Real Estate Reporting Rule requires certain real estate professionals to file a Real Estate Report with the Financial Crimes Enforcement Network for non-financed (often all-cash) transfers of U.S. residential property to legal entities or trusts. These reports collect details about the transaction, buyer entity or trust, and beneficial owners of that entity (individuals with ownership or control). The obligation falls on a designated “reporting person” involved in closing (e.g., settlement agent, title agent, attorney) and must be filed within 30-60 days after closing.
Steve McClung, Esq. | Manor Title
What is your process for estimating, planning and installation of a Hardscape/Landscape Project?
Our first step is meeting at your property to discuss your needs. Do you want an area for entertaining; better walkways; additional space for parking or outdoor furniture; retaining walls for seating or soil retention; drainage improvements; natural stone or paving materials…and more? A proposal and conceptual sketch is prepared showing a cost estimate. Customers meet at our sister business - Ecoasis Garden Center to review materials and see the products and plants. Our teams of skilled employees work on your project from start to finish without delays or interruptions and a specific timeline is provided.
Matt Ciminelli | Ciminelli’s Landscape Services, Inc.
How do you differentiate yourself in a crowded real estate market while delivering exceptional service and lasting value to clients?
In a saturated market where everyone you meet seems to be in real estate, I remind myself to be authentically me. I am wonderful at what I do for my clients and they are hiring me for MY expertise, not theirs. I tell them the truth even if it is a difficult pill to swallow. When you learn to uphold your own integrity instead of saying whatever the client wants to hear just to get the deal, it will be doing them a huge favor whether they know it or not. My clients come back repeatedly and refer others to me for this reason. They trust my advice and understand they will benefit in the long run
Walter Liang | Realtor & Global Luxury Specialist | Coldwell Banker Realty Crofton
How do you differentiate yourself in a crowded real estate market while delivering exceptional service and lasting value to clients?
My focus isn’t my competition—it’s exceptional client service. When service comes first, every decision around pricing, marketing, and negotiation is made with clarity and intention, because the client’s best interest always leads. With a background in operations, marketing, and human resources, I blend smart strategy with a people-first approach. I treat every transaction as a long-term relationship, not a one-time deal. That mindset builds trust, drives referrals, and creates lasting value well beyond the closing table for clients who expect thoughtful strategy, seamless execution, and representation that protects both value and peace of mind through every step with confidence always
Kelly Harris | Realtor & 2025 Coldwell Banker International Sterling Society Awardee | Coldwell Banker Realty Crofton
What recent changes in flooring should customers consider for their homes?
Advancements in flooring technology makes life easier. Now customers can have beauty and performance, with more flooring options available than ever before. Families and pet owners are wowed by Luxury Vinyl options that offer stunning wood and tile visuals with waterproof durability, ideal for busy households. Modern laminate delivers exceptional scratch resistance and warmth along with waterproof capability, standing up to kids and pets while maintaining a high-end appearance. Engineered hardwood provides the timeless appeal of real wood with added stability. Additionally, innovative options like monolithic wood are fully waterproof, increasing longevity and boost resale value by delivering style, durability, and peace of mind.
Ramsey Moorman | Owner of Floor Coverings International of Bowie, MD
What are the most important factors a seller should consider when putting their home on the market now?
TIMING: Our inventory is very low across the board right now, so my advice would be to put your home on the market as soon as it is ready - do not wait for the weather to improve, as buyers are out looking now and sales remain strong. PRICE: Buyers are very savvy, and it is critical not to overprice, and you will actually attract more interest if the buyers feel the value is justified. STAGING & PHOTOGRAPHY: It’s essential to hire an experienced real estate advisor who can help your home look its best. Decluttering, staging, and taking professional photos are all critical in selling, and getting the price and terms you are looking for!
Laura Carney | TTR | Sotheby’s International Realty
Why choose a cooperative 62+ community for your retirement?
Retirement cooperative communities—like Londonderry on the Tred Avon—offer a unique option for retirees seeking a maintenance-free, active lifestyle while still maintaining control over their investment. These resident-driven communities combine the benefits of homeownership with the ease of community living. Residents enjoy financial advantages without the burden of exterior maintenance, landscaping, or repairs. Homes and common areas are collectively owned through the cooperative, with residency established by purchasing stock and signing an Occupancy Agreement rather than holding a traditional deed. Stockholders have a voice in community governance, helping guide decisions. Cooperative ownership may also protect your investment, with the potential for appreciation depending on market conditions.
Rachel Smith | Londonderry on the Tred Avon
How is the Mid Shore housing market performing now compared to recent years, and relative to regional and national trends?
The Mid Shore is performing strongly. Talbot County dollar volume only dipped 2%, while Queen Anne’s rose about 1%, with stable prices and similar unit sales. Days on market increased but remain near historic lows. Importantly, dollar volume in both counties is over 50% above the 2016–2019 annual average, with equal or higher unit sales. In 2025, the Mid Shore held dollar volume and units counts while national sales hit a 30-year low. The Mid-Atlantic continues to outperform nationally. We expect lower mortgage rates, among other good economic factors to encourage more sellers.
Chuck Mangold Jr. | Benson & Mangold Real Estate
Why are some homes selling quickly while others seem to sit on the market?
It usually comes down to preparation, pricing, and presentation. Today’s buyers are well-informed and emotional decision-makers—they know value and respond to homes that feel move-in ready and lifestyle-driven. Homes that are priced correctly, staged thoughtfully, and marketed with strong visuals and local insight consistently outperform the competition. In this market, it’s not just about listing a home—it’s about launching it the right way & choosing the right agent.
Tricia Wilson | Wilson Realty & Staging
What sets Eastern Shore real estate apart from other Maryland markets?
Eastern Shore real estate isn’t a single market but a collection of distinct waterfront towns and rural communities, each shaped by factors like water depth, marina access, amenities, and proximity to Route 50/301. Buyers are drawn as much to the lifestyle—boating, walkable towns, and a slower pace—as to the homes themselves.
For sellers, that diversity requires precise pricing and strategic presentation. For buyers, it means understanding which details drive both livability and long-term value.
Success here comes from hyper-local expertise paired with a deep understanding of the market and the data behind it.
Courtney Chipouras | TTR | Sotheby’s International Realty
Why aren’t all real estate agents the same?
Not all real estate professionals offer the same level of expertise, experience, or knowledge of the local market. Some agents truly run their business at a professional level, while others may not. The difference is shown in the quality of service, strategy, and results.
A strong agent provides a high level of service designed to get your home sold for the best possible price. That includes proven marketing and advertising strategies, access to staging resources, and the use of modern technology to maximize exposure. At the end of the day, make sure you’re receiving the best possible service for the commission you’re committing to.
DeeDee McCracken of The DD McCracken Home Team of Coldwell Banker Realty | O: 410-224-2200 | C: 410-739-7571
Affiliated real estate agents are independent contractor sales associates, not employees. ©2025 Coldwell Banker. All Rights Reserved. Coldwell Banker and the Coldwell Banker logos are trademarks of Coldwell Banker Real Estate LLC. The Coldwell Banker® System is comprised of company owned offices which are owned by a subsidiary of Realogy Brokerage Group LLC and franchised offices which are independently owned and operated. The Coldwell Banker System fully supports the principles of the Fair Housing Act and the Equal Opportunity Act.
Why is pricing strategy so critical when selling a waterfront home on the Eastern Shore?
Waterfront homes operate in a distinct market with fewer buyers and far more scrutiny. Pricing must be intentional and defensible. When pricing misses the mark, whether by stretching to test demand or misreading timing, momentum stalls quickly. Homes priced correctly from the start generate urgency, preserve negotiating power, and consistently achieve stronger results.
Joe Bray | TTR | Sotheby’s International Realty
How do you help sellers avoid over-estimating ROI, and preserve equity through your market and design expertise, as both a broker & designer?
Smart, timeless design adds value where it counts. Sellers often invest in upgrades valued by them, but overly customized finishes, or niche trends can deplete value, as buyers will factor in cost to undo. Consistency and presentation move the needle- fresh paint in the right palette, proper scale and professional staging in BOTH occupied & vacant homes influence both buyers and appraisers. As both a broker & designer, I guide sellers to spend where buyers emotionally connect and financially respond, and personally stage each listing to perfection. When a home feels inviting, functional, and easy to imagine living in- buyers move faster and pay more.
Jennifer Chaney | Chaney Homes
How is the current Talbot County market?
Talbot County shows a more active inventory, enabling buyers to choose while encouraging sellers to price strategically and preparing their home at its best prior to putting it on the market. Homes that are prepared and priced correctly typically go under contract within 79 days in the current market.
Cornelia C.Heckenbach | Long & Foster Real Estate | Forbes Global Properties Specialist
How do you make a small bathroom feel bigger?
Making a small bathroom feel bigger is all about light, sightlines, and simplicity: Use light colors on walls, floors, and fixtures to reflect light. Add large mirrors to bounce light and create depth. Choose a glass shower door instead of a curtain. Keep the floor visible with floating vanities or wall-mounted toilets. Improve lighting with layered, bright fixtures. Reduce clutter and use hidden storage. Use large tiles with minimal grout lines to visually expand the space. Keep a consistent color palette for a clean, open look. Small changes can make a big difference.
Kim Sauerhoff | Designer | Studio Manager | 314 Design Studio
