Maryland REALTORS® Online

Meet Chris Hill

On October 1, 2023, Maryland REALTORS® will have a new President. Stepping up through the ranks, Chris Hill embodies the spirit of volunteerism that is so crucial to the association and its members. Combined with leadership experience that not only includes serving as Secretary and President Elect of Maryland REALTORS®, Chris is also the former President of the Southern Maryland Association of REALTORS®.

Recently, Chris sat down with Maryland REALTORS® CEO Chuck Kasky to discuss the year ahead: Chris’ vision for the association and its members.

Chuck Kasky: Welcome Chris Hill, President-Elect, soon to be President of Maryland REALTORS®. When did you decide in your real estate career that volunteering— actively working with your local board, the Southern Maryland Association of REALTORS® (SMAR)—was in your future?

Chris Hill: In 2010 I decided that I wanted to make sure that my opinion was heard locally, and there were a lot of challenges in our market. I saw an opportunity to get involved, so I stepped up and volunteered.

Chuck: Did you get that proverbial tap on the shoulder, or was this something that you saw from a distance and decided to jump in?

Chris: I think it was a multitude of things. There were people who suggested I get involved and have my voice heard. I also think part of it was my relationships with other REALTORS® in our marketplace. They pushed me to get involved, all of them.

I think it’s interesting: a lot of people are fearful of volunteering, and I don’t just think it’s the commitment of time. It’s really just a fear of being overwhelmed, or maybe even that you won’t make a difference in a group setting. I have to say though, locally, and at Maryland REALTORS®, it’s the exact opposite. It was very welcoming, and the sense of reward that you get from being a part of those sorts of things really changes your business, too. So, now, you meet people in the field, and you know things that are happening around you, you perceive things differently. That’s been a huge benefit for me. Huge!

I’m always excited when I see new people involved, especially at the committee level, because I know that it’s a different voice than mine, and now we get to hear from them. I’ve always been a listener. You learn something new from other people, almost always. That was the big thing, just having my voice heard, and being a part of the growth of the association.

Chuck: Did you take the typical route where you would move from participating on a committee, then chairing a committee, then your local board of directors, and then you make the decision to run for president of your local board? Following this, did you decide to get involved at the state level?

Chris: I feel as though I was fast tracked a little bit, like things moved very quickly. And I think that was only because at that time there was a little more opportunity and slots opened up, that sort of thing.

And my presidency at my local board, SMAR, that was a COVID year as President—the very first days of COVID. At that time, we took an approach that the association was there to support its members. We weren’t experts in the field of COVID in any way. So, all we did is continue to support our members from day one, any way possible.

I organized some podcasts and video interviews with names that could really help our members see the larger picture in this situation: former Maryland REALTORS® President John Harrison, Bright MLS CEO Brian Donnellan, National Association of REALTORS® (NAR) President Bob Goldberg. These interviews had an impact on our membership, and the level of appreciation from our members really changed the dynamic of what we were doing. So, it really—I think it kind of lifted me.

Immediately after that presidency, I was accepted into the Maryland REALTORS® Leadership Academy. Being a member of the Leadership Academy really opened my eyes to the possibility of stepping into next level, the state level.

Chuck: Speaking of next level, what are the similarities and differences between being in leadership at the local level compared to the state? I assume scale obviously, but there are significant differences between what the local board and the state association does for its members.

Chris: The level of information is far greater at the state level—what’s available to you. And I think that’s a big part of why I wanted to run: there are so many things available to our members at the state level that they may or may not be aware of. I’m learning that every day. What has become fascinating to me is all the background work that takes place at Maryland REALTORS®, that the average REALTOR® has no clue what is happening at our state association, and it’s all stuff to benefit them. Marylandhomeownership.com, for example, or our new state association website at mdrealtor.org, or our vocal fight for “missing middle” housing—these are all things that are taking place at the state level, things that we need.

Chuck: So, we need to know what our members need from us, but we also need to communicate what we are doing for them and on their behalf. Is that fair to say?

Chris: That’s absolutely fair to say, and I think that’s a big part of my plans moving forward: restrengthening the relationship between the local member and the state association.

Chuck: So that’s a perfect segue as far as what you hope to accomplish during your term because every president we’ve worked with has said that time goes so fast—you blink, and then it’s over—just because of the rhythm of the year. So, what do you hope to accomplish in your year? While it will go quickly, you will want to accomplish a few things.

Chris: You said something a few months ago that has stuck with me, and that is while we need to get things done, we also need to have more fun.

Chuck: Yes!

Chris: Right? I think that’s critically important because we can get too serious in what we do. We still have a job to do, but we can enjoy doing that job. So, I think of my key initiatives, number one is redeveloping that bond to the member, and igniting that spark in the relationship between the state association, the local boards, and the local members. Second, former president Dee Dee Miller had as one of her initiatives REALTOR® Financial Wellness. We have reached a point where there is a profound need for better financial education and awareness for everyone. REALTORS® need this, and NAR has fantastic resources, but we need to take this further. Consumers need better financial education when it comes to buying and selling a home, and the things that Maryland REALTORS® is doing through MarylandHomeownership.com or even its recent support of the Maryland Council on Economic Education, an organization whose goal is to strengthen the financial literacy of students at every grade level—these actions will help to educate the consumer, which ultimately benefits the REALTOR® working with that individual.

Local education boards need to adopt better financial education for their students, and how important that knowledge is to homeownership. We as an association need to stand up and fight for that. We are Maryland REALTORS®, the largest trade association in the state. Let’s act like it. Our state government needs to understand that we have key initiatives that we stand behind for a reason. We’re not doing it for our health. We’re not doing it to hurt anyone in our state. We’re doing it to help people.

And if we stand up and fight for that, they need to know that our whole weight, and our whole voice is behind that mission. I think we need to take it to a new level, and that is, “We are Maryland REALTORS®. This is what we want and why we want it. Get on board.”

Chuck: Let’s talk about local outreach, and specifically our Regional Roundtables, which have proven to be popular. You had a good thought about broadcasting them.

Chris: Yes. The technology is there. The presentations from your staff are great as it highlights what each department is doing for its members. And the Q&A portion is priceless, informative, and sometimes quite lively!

Chuck: What about leadership development? You mentioned Leadership Academy. What can we do to incentivize or convince members that investing their time in the State Association, and even going up the leadership ladder, becoming an officer, and ultimately president of Maryland REALTORS®, is in their interest? Are there returns on that investment?

One of the things that I have heard is that they “have to give up so much.” I’ve even heard the word “sacrifice” used. We need to work at dispelling the conventional wisdom that your life comes to a halt during your years as an officer. What can we do to broaden the appeal of becoming active at the state association level, and how do we go about that?

Chris: I think it’s interesting that you say that. The primary fear is that it’s going to occupy your time to an extent that you miss out on your family, you miss out on your birthday parties, whatever. That can’t be further from the truth.

With the rise of Zoom over the last few years—being able to “zoom in,” for example, on legislative calls and committees—it’s so much easier to volunteer, be involved, and not miss out on the work you need to do. Today, for example, I had a walkthrough with a client, and now I’m doing this interview in this park in Prince George’s County, connected via—what else?—Zoom.

The fear of being overwhelmed is something that we need to overcome as an individual, but just know that the support staff that Maryland REALTORS® provides takes on so much responsibility, and so much of the action is handled internally that it really is just your voice, and your opinion that gets broadcast.

I think it’s important for us and our members to realize that we need them. Without the voice of everyone, we can’t get anything accomplished. We need their opinions. We need to know what’s happening with transactions, what’s happening between buyers and sellers, and renters and landlords. Without that voice or without that opinion, we don’t know the things that are occurring on an everyday basis.

Chuck: A lot of what a State Association President does is to build on what has happened before. We don’t look at years in isolation. Yes, there are unique and specific one-year initiatives, but much of what you will be doing next year is a continuation of what multi-year initiatives that we have put in place, specifically on housing.

What are your thoughts on our push to open up housing, especially the missing middle housing that we are sorely lacking? We will be participating in the State’s Accessory Dwelling Unit Task Force, but what other things do you see as far as our advocacy on housing issues? We’re facing a shortage that has become very chronic and has reached crisis proportions.

Chris: Our advocacy is critical right now to help push this housing shortage issue and to make sure that people are really hearing the facts. When you turn on the TV, and you listen to everybody, there’s a lot of doom and gloom. We don’t want to be that voice; we want to be the voice of fact and reason.

The housing crisis is solvable. We just have to take some hard-hitting approaches to fix it. Our advocacy is talking about missing middle housing, we’re telling people what it is, and we need to keep pounding that message. The average person who has a home, they have no clue the effects it’s having on those that don’t have a home, and they protest what they don’t know. That may be the definition of NIMBYism, right? Not in my backyard. Maryland REALTORS® has been at the forefront of this message in Maryland right now, and we need to continue doing that.

Chuck: We know the major objection has consistently been that “land use is a local government function,” and our response, of course, has been, “Then fix it. We wouldn’t be in this mess if local zoning had been working.”

We do know that the way we produce housing—or fail to produce it—is a function of local governments providing that housing opportunity. So, do you agree that that’s going to be at least at the forefront of our discussion: the proper role of the state versus local governments in producing housing?

Chris: I think there has to be some synchronism between the state and local governments to create that opportunity. There are some local jurisdictions that are having some housing success. Maybe those are models, maybe they’re not. Maybe there are models that the state can adopt that we can start working on. I see so many people telling me that “there’s so much development,” and yet, if there’s so much development, why do we have such a housing shortage? So, you’re absolutely right. Some zoning requirements across the state should be taken on by the state, and as Maryland REALTORS®, our function is to stand up for that housing opportunity. If that is being squashed by local zoning, then we’re going to stand up for it.

Chuck: Inevitably, we have to face the fact that there is in-migration to Maryland. We are gaining population. Family formations are still occurring. It’s still a great place to live and work. And so, the development hasn’t even kept up with the family creation, or household creation, and population growth. So, when people see development, they think it’s a static thing or a zero-sum game, but it’s not. We are going to have more people, we are going to have more people coming to Maryland, more people coming than going, and they’re going to need a place to live, including our own children. So, we really need to accommodate that, don’t we?

Chris: Absolutely. This is me talking, but perhaps the state needs to focus on more infrastructure: water and sewer, roads, schools.

Chuck: On a national level, how is this industry going to change, and what kind of changes can we see, or should we anticipate happening in the industry? I’m specifically talking about the lawsuits that are out there, attacking the current model of cooperation and compensation where listing brokers continue to pay buyer brokers. It made sense, of course, when all brokers were sellers, brokers, and under the old rules of sub-agency. What should our members be thinking about in terms of what this business, and this industry might look like in the next three to five years? What is the state association’s role in helping them prepare for what could be very significant changes to our business models?

Chris: Our industry is going change dramatically in the next five years. “Threat” is not too strong of a word. They are threats to the way we do business now. From my experience, I believe Maryland is in a far better position than many other states in that regard. Our contract, our listing agreements have all addressed that. I mean, there’s clarity in Maryland where there isn’t necessarily across the country. Our role is to support local members with those changes that are going to happen, stand behind them, and fight for whatever it is that we need to do. Those lawsuits are going to have an impact on our industry, and we need to be prepared for it.

Chuck: Do you think we can improve the communication between our members, and buyers, in terms of how compensation works? Do you think we do a good enough job of that—or do we need to improve the level of understanding on the part of buyers and sellers, but mostly buyers about how our compensation model works? Because it’s kind of counterintuitive.

Chris: I think we always have room for improvement. And in this case, this is something that we need to address head on with buyers, particularly. And I think we can do a better job of communicating how commissions are handled to our buyers—and our sellers for that matter. And maybe that’s a function where Maryland REALTORS® can help.

Chuck: So, what are the opportunities?

Chris: The opportunities are great. Greater transparency in transactions between consumers and REALTORS®. If we do this correctly, we strengthen our necessity in the transaction. We can actually build that relationship between buyers and sellers, and let them know that we’re here, transparently. “This is what we get paid to do. I’m worth what I get paid to do.” I work every day for my buyers and sellers, and I’m not afraid to tell anyone what my commission amounts are. We need to be an open book about that.

Chuck: What else did you want people to know, as far as getting to know you, what your vision is, and what your plans are for your year?

Chris: Well, first, I want people to know that I’m here to listen and be a voice for them. As we’ve traveled around the state the last couple years, I’ve got to meet new and exciting people, understand their trials, tribulations, and successes across the state. I want them to know that I stand behind them, and I’m always available for them to reach out. My primary job is to represent the REALTOR® on the street.