Photo by Ed Waters, Jr. A panel of Realtors spoke to the Frederick County Association of Realtors about their role in the community and what makes them successful. They said sales are up. From left are Liz Donaty, FCAR Membership Committee; Nicole Lapera-Holler, FCAR president; Lisa Giuliani, Michelle Hodos, Diane Derr, Mike Muren, Cheryl Poirier, Larry Riggs, introduced speakers; and Jim Bass.

A panel of professionals stressed that notion at the monthly luncheon of the Frederick County Association of Realtors.

Jim Bass of Real Estate Teams said Realtors should be on the front line to help homeowners facing foreclosures or other problems.

"Seventy percent of foreclosures are without intervention," Bass said. "We are the ones that can step in, before the grass is 5 feet tall; it just takes an investment of time."

He said helping someone can cement a relationship, and the entire community benefits.

Short sales, in which a lender approves the sale of a house at less than the mortgage amount owed, are becoming a trend.

But Bass and other panel members pointed out the complexity of the process.

"This is dangerous ground," Bass said. "You need to watch for fraud."

Cheryl Poirier, with Re/Max Results, said trying to settle a distressed property can take months. During that time, there can be property damage, mold and other problems.

"Don't blame the local title companies, the main problem is the foreclosure attorneys," Poirier said, adding that lawyers wait until the last minute to check files, then find there are problems.

The Realtors talked about what makes a successful professional in the field. Bass said a business plan is paramount.

Mike Muren of Mackintosh Inc. Realtors agreed. "Without goals and an outline, it is hard to stick with the plan."

Michelle Hodos of Long & Foster stressed the importance of educating consumers on the best decision for their families. "It comes back to attitude," she said of success, "especially in this market."

Having an administrative assistant doubled business for Diane Derr of Re/Max 100. A Realtor for 17 years, Derr said it is important to keep busy and connected to customers. She and others send cards to homeowners on the anniversary of the sale, have newsletters, are involved in community events.

"I send a birthday card and give a cake from a local bakery that the customer can pick up," Derr said.

Lisa Giuliani of Keller Williams Home Towne Realty said she uses the Internet to market properties.

New technology was also touched on by Bass and Derr, who emphasized keeping electronic databases on customers and potential customers. Muren said the use of social networking and social marketing is important, including electronic birthday greetings to customers. Giuliani said she uses Facebook and other networks for marketing and communications.

The Frederick real estate market is picking up, some Realtors said.

According to Bob Sawchuck of Mackintosh, 200 homes were sold in the county in April, up 8 percent from a year ago and up 17 percent from March.

Nicole Lapera-Holler, president of the Frederick County Association of Realtors, said members tell her calls are increasing, as well as the number of homes under contract.

"Buyers are becoming more educated in today's market and realizing there are many great incentives," Lapera-Holler said. She mentioned lower prices and interest rates, and the $8,000 first-time buyer tax credit.

New home sales are doing well, said Sasha Nugent, president of the Sales & Marketing Council of the Frederick County Builders Association.

"My sales have been excellent, two to four for the past three months," Nugent said. "I think people are trying to keep a low profile and not talk it up too much for fear it may be a fluke. However, because so many people are experiencing good sales, I don't believe it is."

At the Villages of Urbana , Jim McCormack of Advantage Homes said he had sold 25 properties in the past 30 days, a mix of townhouses and single-family homes.