The Heart Behind the Register: Karen Garner’s Gift for Seeing People

If you’ve ever checked out at Food Lion in Warsaw, chances are you’ve met Karen Garner.

And if you’ve met Karen, chances are—you remember her.  Because Karen doesn’t just scan groceries. She sees people.

She greets customers by name. She asks how your day is going—and means it. And somewhere between the bread and the bananas, she has a way of making you feel like you matter.

“I’m a people person,” she says simply. “I enjoy meeting new people.”

But what makes Karen special isn’t just that she enjoys people—it’s that she remembers them.

Names. Faces. Stories.

“Some people introduce themselves to me, and I tell them who I am,” she explains. “Then when they come back in, I speak to them… just like they speak to me.”

And they keep coming back—not just for groceries, but we believe it’s because she makes them feel like valued customers.

A Life Rooted Here

Karen grew up in nearby Westmoreland County, graduating in 1989—the same year she got married and began building a life centered around family.

Today, she’s the proud mother of three—two daughters and a son—and a grandmother to three girls, including a set of twins.

And in a full-circle kind of way, her legacy of service continues through her daughters.  Both of them work at Food Lion too—one in Mathews and the other in King William County.

It’s not just a job for this family—it’s a shared rhythm of serving others.

Showing Up, No Matter What

Karen’s path hasn’t always been easy.

She’s worked a variety of jobs over the years—from fast food to convenience stores—and like many, she’s had her share of setbacks and unfair moments along the way.

But what stands out isn’t what happened to her.  It’s how she kept going.  She shows up early. She shows up consistently. And she shows up with a good attitude.

“She’s dependable,” one manager noted—often arriving before her shift even begins.

And that dependability, paired with her natural kindness, is what brought her back to Food Lion—and what’s kept her there for the past five years.

More Than a Transaction

Ask Karen what good customer service means, and her answer is refreshingly simple:

“Treat others the way you want to be treated.”

It’s not complicated. But in a world that often feels rushed and impersonal, it’s powerful.  Karen understands something many overlook:  Customers aren’t just customers.

“They’re your paycheck,” she says honestly—but behind that is something deeper. A respect. A gratitude. A recognition that people matter.

And people feel that.

“They always talk to me,” she says. “They’ll tell me about their day, and I talk to them too.”

That connection—those small, everyday conversations—are what turn a routine grocery run into something more meaningful.

Why It Matters

For Karen, working at Food Lion isn’t just about ringing up groceries.  It’s about creating a place where people feel safe, welcomed, and known.

After working in environments that didn’t always feel secure, she intentionally chose a setting where she could be around others—and where others could feel at ease too.

And in her own quiet way, she’s helped create that.

Home, the Way It’s Meant to Be

Karen now lives in Northumberland County, but her heart has always been rooted in the Northern Neck.

“It’s quieter here,” she says. “It’s not like everywhere else… it feels safe.”

That sense of safety. Of familiarity. Of community.  That’s what Karen helps preserve every single day—one conversation, one smile, one remembered name at a time.

In a world that moves fast and often forgets the person standing right in front of us, Karen Garner is a gentle reminder of something simple and important:

People don’t just want to be served.

They want to be seen.

And at the Food Lion in Warsaw, thanks to Karen…

they are. ❤️

It’s people like Karen who make the Northern Neck more than just a place to live—they make it home. And it’s why we feel so grateful to be part of this community at Bay River Realty.

Most people have a simplified view of what a real estate agent actually does. Sellers often think our job is simply to put a property on the market and find a buyer, while buyers may assume we just help find listings, schedule showings, and handle paperwork. While those things are part of the process, they only scratch the surface of the role a professional agent plays.

In reality, our value is found in strategy, guidance, and execution. For sellers, that means pricing correctly, preparing and positioning the property, and negotiating in a way that maximizes the final outcome. For buyers, it means helping secure the right property on the right terms, getting offers accepted in competitive situations, and avoiding costly mistakes that can impact them long after closing.

Value Provided to Sellers

Pricing Strategy & Market Positioning

• Analyze current market data, trends, and comparable sales
• Recommend a pricing strategy to attract strong buyer interest
• Help avoid overpricing that leads to longer time on market
• Provide guidance on price adjustments when needed
• Justify value to buyers and agents
  

Property Preparation

• Recommend improvements that provide the best return
• Help prioritize what matters vs. what doesn’t
• Coordinate service providers for pre-market work
• Prepare the property to compete effectively in the market

Marketing & Exposure

• Professionally present the property to the market
• Market through MLS, websites, email, and social media
• Leverage relationships with buyer agents
• Create exposure that attracts qualified buyers

Managing Showings & Buyer Interest

• Coordinate and schedule showings
• Respond to inquiries and provide information
• Gather feedback and keep sellers informed
• Protect the seller’s time and minimize disruption

Negotiation

• Negotiate price, terms, and contingencies
• Evaluate offers beyond just price
• Work through inspections and repair negotiations
• Focus on maximizing net proceeds, not just contract price

Contract to Closing Management

• Prepare and review contracts and disclosures
• Track deadlines and contingencies
• Coordinate with all parties involved
• Resolve issues before they become problems

Logistics & Support

• Assist with moving, utilities, and transition planning
• Provide guidance throughout the process
• Remain a resource even after closing

Value Provided to Buyers

Consultation & Planning

• Understand goals, needs, and timeline
• Align expectations with budget and market conditions
• Develop a clear plan before starting the search

Financial Guidance

• Connect buyers with reputable local lenders
• Help ensure buyers are properly qualified
• Structure offers that are competitive and realistic

Property Search

• Identify properties that fit specific criteria
• Filter out poor-fit options to save time
• Locate opportunities beyond what buyers may find on their own

Property Evaluation

• Point out strengths and potential concerns
• Provide insight buyers may not recognize
• Help buyers make informed decisions

Showings & Coordination

• Schedule and manage all showings
• Provide a single point of contact throughout the process
• Guide buyers consistently from property to property

Offer Strategy & Negotiation

• Prepare strong, well-structured offers
• Negotiate price and terms on the buyer’s behalf
• Help avoid overpaying or unfavorable terImprove chances of getting offers accepted

Transaction Management

• Navigate inspections, financing, and contingencies
• Coordinate with lenders, attorneys, and inspectors
• Monitor deadlines and keep the process on track

Closing & Beyond

• Review closing documents for accuracy
• Assist with utilities, insurance, and services
• Continue to provide support after closing

 What the Data Shows…

Industry data also shows that agent-represented sales often outperform For Sale By Owner transactions, in many cases by a meaningful margin—often times exceeding the cost of professional representation.

At the end of the day, real estate is not just about buying or selling a property—it’s about making informed decisions that have a lasting financial and personal impact. The right guidance can help you maximize your outcome, avoid unnecessary risks, and navigate the process with confidence from start to finish.

Whether you’re buying or selling, having a knowledgeable, experienced professional on your side isn’t just helpful—it can make a meaningful difference in both the experience and the results.

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Finding His Gift and Giving It Away: The Story of Tom Rhodes and Warsaw’s Enchanted Forest

For countless families in the Northern Neck, a walk through Warsaw’s Enchanted Forest is more than a stroll in the woods. It’s a tradition. It’s nostalgia. It’s wonder around every bend of the trail.

And at the heart of it all is Tom Rhodes.

At 87 years old, Tom is still showing up, still tending the trails, still maintaining the carvings he began more than twenty years ago, and still delighting in the joy this unusual little forest has brought to children and adults alike. What began as a personal project on a wooded piece of land has become one of Warsaw’s most beloved hidden treasures.

Tom and his wife, Kay, came to the Northern Neck in 1969 when Tom was transferred here as highway resident engineer for the four counties and six incorporated towns. Originally from the Falls Church area, Tom studied at Bridgewater College (where he met his beloved wife of 63 years) before graduating from the University of Virginia with a degree in civil engineering. He spent 22 years serving the region before retiring in 1991.

Somewhere along the way, though, the Northern Neck became far more than just the place where he worked.

“It’s a simpler way of life here,” Tom said. “Down-to-earth, caring people.”

Tom’s appreciation for the Northern Neck runs deep. So does his gratitude for the outdoors. Ask Tom what he loves most about being in the forest, and his answer comes quickly and with the kind of clarity that only comes from someone who has truly spent time paying attention.

“You can’t get too much of nature,” he said. And then, in a line that feels as if it could be carved into one of the trees themselves, he added, “here is where I can lose my mind and find my soul.”

Tom bought the 11.5-acre property in 1986. At first, he considered subdividing it, but after conversations with developers, he realized he didn’t want the kind of project they had in mind. He wanted the land to become something he could be proud of. Eventually, he and Kay decided to keep it for themselves, and Tom began shaping it into something altogether different.

An amateur woodcarver since boyhood, Tom had long enjoyed making things with his hands. His carving roots go all the way back to Cub Scouts, when a small project sparked a lifelong hobby. Over the years, he has carved all sorts of things—walking sticks, toothpicks, plaques, even sweet potatoes—but golf balls became one of his signature creations. He estimates he has carved more than 1,200 of them, often giving them away to people he felt “needed a lift” or to anyone he spotted doing a random act of kindness.

That generous spirit helps explain the Enchanted Forest, too.

In 2004, Tom carved the first tree spirits near the road. Inspired by old folklore that some ancient cultures believed every tree held a spirit inside it—the origin of our modern-day habit to “knock on wood” for luck—he began coaxing faces from the trunks. Visitors noticed. Children were intrigued. People encouraged him to keep going. By 2006, he had settled into a rhythm of carving about seven new ones a year.

And what started with wood spirits soon grew into much more.

Kids began making requests, which is why so many of the carvings became cartoon characters and whimsical figures. Tom estimates that about three-fourths of them came from children’s suggestions. Today, there are 113 carvings scattered throughout the forest, each one tucked along trails he cleared himself through roughly three acres of the property.  Over the years, he has lost around 30 to storms, insects, and time—but he continues to repair, rebuild, and care for what remains.

Of course, the forest is never really finished.

Trees fall. Weather wears things down. Insects and rot take their toll. Tom has lost around 30 carvings over the years, and keeping the forest up requires steady, patient work. He still comes out regularly—often close to seven days a week for a couple of hours at a time—to pick up sticks, wash carvings, repaint them, trim back healing bark, and make repairs as needed.

But he doesn’t speak of it like a burden. He speaks of it like someone tending old friends.

“As long as it’s fun,” he said, he plans to keep maintaining it. “I just like being in the woods, and I like seeing my friends in the trees.”

There’s something especially moving about the way Tom talks about why he does all this. The carvings are creative and charming, yes. They delight children. They spark memories. They turn an ordinary walk into a scavenger hunt of wonder. But for Tom, they also reflect something deeper.

“One of the purposes in life is to find your gift and give it away,” he said.

That simple sentence may be the clearest window into who he is.

He has lived it not only through the Enchanted Forest, but through the golf balls and walking sticks he has handed out over the years, and through the 54 mission trips he took before age and illness finally forced him to slow down. On those trips—spanning places like Tanzania, Kenya, Haiti, Honduras, and Jamaica—Tom often helped build shelters and would sometimes teach locals to carve, sharing both tools and knowledge along the way.

Even now, after all these years, the giving continues here in Warsaw, one tree at a time.

Tom’s forest has been shaped by the community, too. Families have returned year after year. Children who once wandered the trails with wide eyes now come back as adults, bringing new generations with them. Suggestions from visitors have helped inspire many of the carvings. The name “Enchanted Forest” itself was not something Tom created—it’s simply what people began calling it, and the name stuck.

That feels fitting. Because places like this are not manufactured. They grow. They are named by the affection people feel for them.

Tom may be the creator of the Enchanted Forest, but in many ways, the forest has become a shared piece of life in Warsaw—a place where nature, creativity, generosity, and memory all meet beneath the trees.

And maybe that is why it matters so much.

In a world that often feels rushed, commercial, and loud, Tom Rhodes quietly made something lasting. Something joyful. Something free. Something that asks people to slow down, wander a little, and see wonder in the woods.

Not many people could do that.

Then again, not many people would.

At Bay River Realty, stories like his are a big part of why we love calling the Northern Neck home.

Buying a home or land is an exciting step, but it can also feel overwhelming if you’re not sure what to expect. From the first conversation to the day you receive the keys, there are a number of important steps along the way—each one playing a role in helping you make a confident, informed decision.

While every transaction is different, the overall process tends to follow a similar path. Understanding these steps ahead of time can help reduce stress, avoid surprises, and allow you to focus on finding the right property for your needs.

Below is a simple breakdown of the buying process from start to finish.

1. Buyer Consultation

The process begins with a conversation about goals, budget, preferred property type, and timeline. This step helps shape the overall approach and ensures the search is focused on what matters most.

2. Buyer Agreement

A written agreement outlines the working relationship, expectations, and responsibilities. This ensures clarity and allows for a higher level of service and guidance throughout the process.

3. Loan Pre-Approval or Cash Verification

If financing is being used, a lender provides pre-approval based on income, credit, and financial history. For cash purchases, proof of funds is verified. This step strengthens credibility when making an offer.

4. Property Search

Properties are identified based on the buyer’s criteria. This may include waterfront homes, rural acreage, historic properties, or homes within town limits.

5. View & Narrow Down Options

Showings are scheduled, and each property is evaluated based on condition, location, features, and overall fit. The goal is to narrow the options until the right property is identified.

6. Submit an Offer

A written offer is prepared and submitted to the seller. This includes the purchase price, terms, timeline, and any contingencies such as financing or inspections.

7. Negotiate Price & Terms

The offer may be accepted, rejected, or countered. Negotiations take place to reach an agreement on price, terms, and conditions that are acceptable to both parties.

8. Contract Ratification

Once all terms are agreed upon and signed by both parties, the contract becomes legally binding. The transaction then moves into the due diligence phase.

9. Inspections & Contingencies

Inspections are conducted based on the terms of the contract. These may include home, septic, well, termite, or other inspections depending on the property. Any issues discovered may lead to further negotiations or repairs.

10. Prepare for Settlement

During this phase, coordination takes place between the buyer, lender, closing agent, and other parties. Financing is finalized, title work is completed, and all required documents and funds are prepared for closing.

11. Settlement (Closing)

Final documents are signed, funds are transferred, and ownership of the property is officially transferred to the buyer.

12. Post-Settlement Tasks

Any agreed-upon items that extend beyond closing—such as repairs or seller occupancy—are handled according to the contract. If the seller remains in the home temporarily, utilities typically stay in their name until possession is transferred.

Final Thoughts

Buying property involves more than just finding the right place—it requires careful coordination, informed decisions, and attention to detail every step of the way. Understanding the process ahead of time can make the experience smoother and more enjoyable.

If you’re considering buying in Virginia’s Northern Neck or surrounding areas, working with a knowledgeable, local real estate professional can help guide you through each step with clarity and confidence.

Joanne “JoJo” Ruffa: 55 Years of Shaping the Heart of the Next Generation

Some people pass through a place.
Others quietly shape it for generations.

If you’ve spent any time in Essex County over the past five decades, chances are you’ve been touched—directly or indirectly—by Joanne Ruffa. Or, as most know her, JoJo.

For 55 years, JoJo has invested in the lives of young people in this community—first through Essex County Public Schools, and now through Jacob’s Ladder—leaving a legacy that is anything but “ordinary,” no matter how simply she might describe it.

A Small Town That Became Home

Born and raised in Petersburg, Virginia, JoJo attended what was then Madison College—now James Madison University—before taking what she thought would be a temporary step into a “small, sleepy town” called Tappahannock.

It was the only place she applied.

A visit with her college roommate, Donna Parker, introduced her to the area—and something about it stayed with her. She made a simple promise: “If you stay one year, I’ll join you.”

That was 1972.  And she never left.

From Classroom to Counselor to Calling

JoJo began her career at Tappahannock Elementary School, spending 17 years in the classroom before stepping into a new role as a visiting teacher—what many would recognize today as a school-based social worker.

That role took her beyond the classroom and into homes, back roads, and the deeper realities of students’ lives.

“It really opened my eyes,” she shared, reflecting on those five years.

From there, she moved into guidance counseling, where she would serve for eight more years—completing a 30-year career in public education.  But her story didn’t end with retirement.  In fact, in many ways, it was just beginning.

Jacob’s Ladder: A Second Chapter with Eternal Impact

What started as a chance encounter with a student interview turned into a 25-year calling with Jacob’s Ladder—an enrichment program serving intellectually gifted, often underserved middle school students.

The program is more than a summer camp. It’s a month-long residential experience that walks with students for four to five consecutive years, nurturing them academically, relationally, and personally.

“The goal is college,” JoJo explains—but more than that, it’s about opening doors many of these students didn’t even know existed.  Through partnerships—including one with the University of Richmond—students have gone on to receive life-changing opportunities, some even earning full scholarships.

And JoJo has been there for it all—guiding, encouraging, and believing in them every step of the way.

Why She Stayed

Ask JoJo what kept her here for 55 years, and her answer is simple:

“The river and the small-town feel brought me here… but the people kept me here.”

She describes the Northern Neck as a place where you can “keep your senses in check”—where the water, the land, and the quiet offer space to reflect, reset, and reconnect.

It’s also a place, she says, where people truly care.

“In the city, there’s more anonymity. Here… people really know each other and show up for each other.”

What’s Changed—and What Hasn’t

Over five decades, JoJo has seen her share of change—from the rise of technology to expanded medical resources.

But what has remained steady is what matters most:

• The genuine spirit of the people
• The calm and beauty of the land
• The traditions—parades, holidays, and shared rituals
• And the ongoing need to invest in education and opportunity for young people

She speaks thoughtfully about today’s world, especially the rise of artificial intelligence:

“Intelligence is a God-given gift—there’s nothing artificial about it.”

A Life Rooted in Community

JoJo’s life here extends far beyond the classroom.

She has been deeply involved in the Tappahannock Rotary Club, where she became the first female member in the early 2000s—a quiet but meaningful step forward in local leadership.

She finds joy in the simple rhythms of life here—fishing, gardening (you’re always going to find fresh cut flowers all throughout her home), working the land, cooking (you haven’t truly lived until you’ve sat at her kitchen counter and tasted her homemade salad dressing and fresh spaghetti sauce).  She also loves showing newcomers around the place she calls home.

“I love introducing new people to the area,” she says. “Helping them see what makes this place special.”

A Legacy That Keeps Giving

When asked what she appreciates now that she didn’t expect at first, JoJo doesn’t point to accolades or accomplishments.

Instead, she reflects on influence.

“The ability to influence others for local causes… and to invest in people.”

And that’s exactly what she’s done—for 55 years.

Not loudly.
Not for recognition.
But faithfully.

Before wrapping up our conversation, JoJo shared one final thought—one that feels like both a reflection and a charge:

“We should all be mindful of investing in our youth; it’s our privilege and responsibility to make youngsters the quality citizens they can be.”

And if there’s anyone who has lived that out…

It’s JoJo.

At Bay River Realty, we often talk about the meaning of home—but every now and then, we’re reminded that home isn’t just a place. It’s the people who pour into it, shape it, and leave it better than they found it.

JoJo is one of those people.

And we are grateful to not only call her a client—but more importantly, a friend.

Selling a home or land is more than simply putting a sign in the yard and waiting for a buyer. It’s a step-by-step process that requires preparation, strategy, communication, and attention to detail from start to finish. Understanding what happens along the way can help property owners feel more confident, make informed decisions, and avoid surprises.

Below is a high-level overview of the key steps involved in selling a property.

 Step 1: Seller Consultation

An initial meeting is held to discuss goals, timeline, and property details. This step helps define priorities and begin shaping a plan based on the seller’s specific situation.

 Step 2: Listing Proposal

A detailed recommendation is provided that includes pricing strategy, recent market data, and a marketing plan designed to position the property effectively.

 Step 3: Listing Agreement

Once ready to move forward, the listing agreement is reviewed and signed, outlining the terms of representation and how the process will be handled.

 Step 4: Gather Property Data

Detailed information about the property is collected, including legal documents such as the deed, survey/plat, zoning information, and any easements or restrictions. Additional details such as utilities, service providers, improvements, and loan or payoff information are also gathered to ensure accuracy for potential buyers.

 Step 5: Prepare Property for Sale

Guidance is provided on pre-listing inspections, repairs, improvements, staging, and overall presentation to help the property show at its best and create a strong first impression.

 Step 6: Photograph Property

Professional photography (and sometimes video and drone footage) is completed to showcase the property and attract attention online and through marketing materials.

 Step 7: Implement Marketing Plan

The property is introduced to the market through MLS, online platforms/websites, email campaigns, social media, mailings, and exposure to networks of buyers and agents.

 Step 8: Showings & Inquiries

Showings are scheduled, inquiries are answered, requested information is sent out, and feedback is gathered from agents and buyers to keep the seller informed and positioned competitively.

 Step 9: Review Activity & Make Necessary Adjustments

Showing activity, feedback, and market response are monitored. Adjustments to pricing and/or strategy may be made to keep the property moving toward a successful sale.

 Step 10: Receive & Review Offers & Negotiate

Offers are presented and reviewed, with careful consideration of price, terms, and overall financial strength. Negotiations take place to reach an agreement that best meets the seller’s goals.

 Step 11: Contract Ratification

Once all terms are agreed upon and signed by both parties, the contract becomes ratified and the transaction officially moves into the closing phase.

 Step 12: Inspections & Contract Contingencies

The buyer typically completes inspections (home, termite, septic, well, etc.) and may request repairs or credits. These requests are evaluated and negotiated as needed. At the same time, the buyer works through contingencies such as financing approval, appraisal, and title review. Communication between all parties helps track progress, manage deadlines, and reduce the risk of delays.

 Step 13: Prepare for Settlement

As contingencies are satisfied, coordination takes place with the settlement attorney or settlement company to ensure all documentation, title work, and financial details are completed. Repairs are finalized, payoff information is gathered, and the settlement statement is reviewed for accuracy so there are no surprises at closing.

 Step 14: Settlement

Settlement (closing) takes place with a real estate attorney or settlement company. Final documents are signed, funds are transferred, and ownership officially changes hands.

 Step 15: Post-Settlement Tasks

After closing, a few final details may remain. This can include confirming recording, ensuring proceeds are received, completing any outstanding items, and addressing follow-up questions or needs.

Final Thoughts

While the steps above provide a clear outline, every property—and every transaction—comes with its own unique details, challenges, and opportunities. Having a knowledgeable, local, full-time real estate professional involved at each stage can make a significant difference in both the experience and the outcome. From pricing and preparation to negotiations and closing, the right guidance helps ensure the process moves smoothly and that important details are not overlooked.

Coming Home to the River: Annie Arnest and the Revival of The Slips in Kinsale

Some gathering places are more than businesses. They’re pieces of a town’s memory.

In the small waterfront village of Kinsale, tucked along the Yeocomico River, one such place has quietly come back to life. Locals know it today as The Slips, but for generations the property has been part of the fabric of the community.

And now, thanks to Annie Arnest, the story has come full circle.

A Family Legacy on the Water

Long before sailboats filled the docks, the site played a role in Kinsale’s working waterfront. In the late 1800s the property was home to a tomato cannery—one of many along the Yeocomico River that supported the region’s agricultural economy. 

More than a decade after the cannery closed, Annie’s grandfather, Harry Lee Arnest Jr., transformed the site into the original Kinsale Marina in 1956. What he created was more than a marina—it was a lively waterfront gathering place.

Boaters stopped in for supplies. Locals came to visit. Harry Lee was known for selling just about anything from Johnson outboards, to Browning shotguns, to chocolate milkshakes—making the marina a hub of activity along the river. 

Eventually he sold the marina in the 1980s, and the property passed through several owners.  But the Arnest family’s connection to the community continued.

Later in life, Harry Lee finished his real estate career with his license at Bay River Realty, which is how we first came to know Annie.  We have admired her commitment to reviving the marina and making the river accessible to everyone ever since.

Coming Home to the River

Annie grew up in Kinsale with two brothers, spending much of her childhood exploring the Yeocomico River and learning to love the quiet rhythms of life on the water.

After graduating from the University of Virginia, Annie built a career in retail real estate, living and working in cities including Philadelphia and New York. Her work took her across the country helping develop retail spaces and expand major brands.

But despite the opportunities and excitement of city life, Kinsale never stopped calling her home.

When the marina went up for sale in 2020, Annie saw something more than a business opportunity. She saw a chance to bring a meaningful part of her family’s story—and the village’s story—back to life.

She bought the property and began the work of restoring it.

Bringing The Slips Back to Life

Reviving a marina takes vision, persistence, and a lot of hands-on problem solving.

Annie stepped into the role of owner, developer, and community builder all at once—repairing docks, improving the property, and imagining what the space could once again become for the community.

Today, The Slips is once again alive with activity along the Yeocomico River, a tidal tributary of the Potomac that has long shaped life in the Northern Neck. 

Visitors can rent kayaks, paddleboards, or small sailboats, explore nearby waterways, or learn to sail for the first time.  But Annie’s vision for the property went beyond boats.  She wanted to create a place where people could gather.

The Yeocomico Club: A Riverfront Community

That vision came to life through the creation of The Yeocomico Club, a social river club located alongside the marina.

Membership is open to those who share a love for the water and want to enjoy river-centered recreation and community events together. 

The club offers access to the marina’s clubhouse, pool, tennis and pickleball courts, and a rooftop deck overlooking the Yeocomico River—a favorite place to watch the sunset or simply take in the peaceful beauty of the water.

Throughout the season, the club hosts gatherings, cookouts, and events that bring neighbors and visitors together.  During the warmer months, the rooftop deck becomes an outdoor studio where community yoga classes take place overlooking the river—an experience that perfectly captures the slower rhythm of life here.

Making the River Accessible to Everyone

Annie’s work at the marina has also helped spark something bigger.

Through the Kinsale Waterfront Fund, a nonprofit connected to the marina community, Annie and others are working to support cultural, educational, and charitable programs centered around Kinsale’s waterfront.

At the heart of the organization’s mission is a simple goal: to make the river accessible to everyone.  One of the most meaningful ways they are doing that is through the marina’s summer camps.

“The most fulfilling thing we've done here at the marina so far is connecting people with our kids' camps,” Annie shared.

Each summer, The Slips hosts five weeks of week-long camps designed to introduce children to life on the river.

Two different camps are offered:
Sailing camps teach kids the fundamentals of sailing and navigation, while river camps immerse campers in the culture and ecology of the Northern Neck.

River camp days might include fishing, learning about oysters and crabbing, exploring the waterways by boat, and discovering the history of the Yeocomico River and the maritime heritage of Kinsale.

For many children, it’s their very first experience with the river.  And for Annie, watching that connection happen is one of the most rewarding parts of her work.

A Place to Gather Again

In many ways, the marina is becoming what it once was in Annie’s grandfather’s day—a gathering place where the community naturally comes together.

On any given weekend, you might find sailors tying up at the docks, neighbors gathering on the waterfront, or families introducing their children to the water for the first time.  The laughter, the music, the boats rocking gently in their slips—it all feels like the return of something familiar.

Why the Northern Neck Still Feels Like Home

After years living in larger cities, Annie says returning to the Northern Neck has only deepened her appreciation for life here.

When asked what she loves most about living here, she didn’t hesitate.

“My dad once wrote that the Northern Neck was a place ‘poor in things plentiful, but rich in things rare’—and I think that's still true today. We have an abundance of natural resources, natural beauty, vibrant history, and authentic character that you can't find just anywhere.”

And thanks to Annie’s vision and determination, one of Kinsale’s most historic waterfront spaces is once again alive with activity—welcoming neighbors, sailors, families, and the next generation of river lovers.

Sometimes the best stories in the Northern Neck aren’t about something brand new.

Most people have at least heard of a real estate closing (also referred to as a real estate settlement). While most buyers and sellers understand that this is the final step of a real estate transaction, some clients still aren’t completely sure what “settlement” actually involves.

Even more commonly, people are unsure about what expenses are associated with buying or selling a property—and who typically pays for them.

In simple terms, a real estate closing is the point where all final documents are signed, funds are transferred, and ownership of the property officially transfers from the seller to the buyer.

Each transaction is different. The property type, sale price, financing, inspections, negotiated terms, and the settlement company or attorney involved can all affect the final costs.

Below is a general overview of expenses that are commonly associated with a residential real estate transaction in the Northern Neck of Virginia, particularly when a loan is involved.

Seller’s Closing Costs

 Common SELLER costs may include:

• Brokerage fee (listing side – buyer agent fee is optional)
• Settlement fee (selling side)
• Deed preparation
• Deed of trust release fee (if applicable)
• Grantor’s tax
• Pro-rated real estate taxes
• Payoff of any outstanding mortgage (if applicable)
• Pest inspection
• Septic inspection
• Water quality testing
• Homeowners’ Association resale certificate (if applicable)
• Wire fees or document delivery fees
• Seller-paid repairs (if applicable) 

 Some of these expenses are required, while others may depend on contract terms or negotiations between the buyer and seller.

Buyer’s Closing Costs

Buyers typically have their own set of expenses related to financing the purchase and transferring ownership.

 Common BUYER costs may include:

• Buyer agent fee (if not paid by seller)
• Down payment
• Settlement fee (buying side)
• Loan/lender fees (if obtaining a loan)
  • Loan origination fee and discount points
  • Processing and underwriting fees
  • Appraisal
  • Credit report
  • FHA or VA funding fee (if applicable)
  • Mortgage insurance premium (PMI)
  • Flood certification
  • Prepaid expenses (insurance, prepaid interest, tax escrows, etc.)
• Title search
• Title insurance (lender policy and optional owner’s policy)
• Transfer tax
• Recording fees
• Pro-rated real estate taxes
• HOA dues or fees (if applicable)
• Survey (if required by the lender or requested by the buyer)
• Home inspection and other inspections (typically paid outside of settlement)
• Home warranty (if purchased)
• Wire or document delivery fees

What About Real Estate Commission?

One area that has received more attention recently is how buyer agents are compensated.

Historically, it was common for sellers to offer compensation that covered both the listing agent and the buyer’s agent as part of the listing agreement.

Today, buyer agents are required to have a written buyer representation agreement with their clients before showing properties. This agreement outlines the services the agent will provide and the compensation the buyer agent will receive.

In many transactions, sellers may still offer compensation toward the buyer agent’s fee as part of the negotiation. However, this is not automatic and can vary from one property or transaction to another.

If a seller does not offer compensation, the buyer may be responsible for paying their agent directly, either at settlement or outside of closing, depending on the agreement between the buyer and their agent.

Like many aspects of a real estate transaction, these details are negotiable and can vary from one transaction to another.

Settlement Agents and Attorneys

Closings in Virginia are typically handled by either a real estate settlement company or a real estate attorney.

While a real estate attorney is not required to complete a real estate closing in Virginia, attorneys can represent buyers or sellers and provide legal advice if needed.

Settlement companies coordinate the closing process, prepare documents, and handle the transfer of funds. However, unless the settlement company has an attorney on staff, they cannot provide legal advice to the parties involved.

In many transactions, the buyer and seller use the same settlement company or attorney, with the settlement agent coordinating both sides of the closing.

Some documents can be signed electronically, but deeds in Virginia must still be signed in front of a notary.

Ownership officially transfers when:

• All closing documents are signed

• All required funds have been received

• The deed is recorded with the local circuit court

Once the deed is recorded, the transaction is complete, and the seller will typically receive their proceeds within one to two business days.

Communication Makes the Process Easier

Buying or selling real estate is often one of the largest financial transactions people experience.

Because of that, it is important to communicate regularly with your real estate agent, lender, and settlement agent, ask questions, and make sure you understand what you are signing and what expenses are involved.

Every transaction is different, but having a knowledgeable professional guiding you through the process can help make the experience much smoother and less stressful.

If you ever have questions about the buying or selling process—or simply want to better understand how settlement works—feel free to reach out. We’re always happy to help.

Stan Terhune — A Life Built on Service, Community, and 46 Years of Fueling the Northern Neck

Some people spend their lives searching for the right place to build a life. Others find it early—and spend decades investing right where they are.

For Stan Terhune, that place has always been the Northern Neck.

Born and raised in Sharps, Stan attended Farnham Elementary before graduating from Rappahannock High School. The rivers, the small towns, and the close-knit community that define this region have been part of his story from the very beginning.

“I’ve lived here all my life,” he says.

And for nearly five decades, he helped fuel much of the region—quite literally.

A Family Business That Spanned Generations

Stan’s connection to the local business community runs deep. The company he would one day lead traces its roots back to 1914, when his great-uncle Frederick Northup moved from New Jersey to the Northern Neck and started an oil distribution business.

Like many entrepreneurs of that era, Northup was involved in several ventures—from fuel distribution to the oyster industry—and owned properties across the region, with bulk plants operating in places like Irvington, Tappahannock, and Colonial Beach.

Stan’s grandfather later joined the business, and after serving in World War II, Stan’s father stepped in to lead the company when his father passed away.

In the early 1960s, the business relocated its operations to Warsaw, where it continued to grow and serve small dealers, stores, and commercial accounts throughout the Northern Neck.

Learning the Business Early

Stan grew up around the family business, working afternoons and weekends while still in school.

“I delivered motor oil to sawmills and loggers,” he remembers. “I rode with the truck drivers, helped repair gas pumps, did yard work—whatever needed doing.”

After briefly attending Wesley College, Rappahannock Community College, and Roanoke College, Stan realized his father could use help running the growing business. Around age twenty, he came home and began working there full time.

At the same time, he joined the Richmond County Volunteer Rescue Squad, serving as an EMT and cardiac technician for nearly six years.

“I enjoyed helping people,” he says. “That’s why I joined the rescue squad—and it’s why I enjoyed the business.”

Growing and Adapting

In his early twenties, Stan expanded the company’s services by hiring technicians and adding heating and air conditioning work, which the business provided for nearly two decades.

Later, he adapted again—converting service stations into convenience stores across the Northern Neck. At one time, the company operated five stores, including locations in Warsaw, Village, Kinsale, and Heathsville.

Over the years, Stan watched the industry change—from stricter environmental regulations to the arrival of larger national retailers.

“It’s just evolution,” he says.

But through every shift in the marketplace, one thing remained the same.

“The people were always the best part,” he says. “The customers, the employees, the relationships—that’s what made it worthwhile.”

Passing the Torch

After 46 years working in the family business, Stan began thinking about retirement following a health scare in 2019.

He sold the convenience stores in 2020, and in 2023 sold the oil distribution side of the business as well, staying on for a year to help the new owners transition.

Today, the business continues under new leadership—while Stan enjoys a well-earned slower pace of life.

Family, Community, and “GrandStan”

Stan’s story is also one of relationships.

He had known Betsy for much of his life through the small-town connections that define Sharps. Years later, after a street dance in Warsaw and a little encouragement from Betsy’s daughter, Stan gave her a call.

The two dated for years before marrying in 2006.

Stan happily embraced Betsy’s children and grandchildren, who gave him a nickname he wears proudly today: “GrandStan.”

Life After Work

Today, Stan enjoys retirement, spending time with Betsy and keeping up with friends around the community. You’ll often see him at the YMCA, where his warm greetings and easy conversation have made him a familiar and welcome face.

But when asked what he loves most about living here, his answer comes quickly.

“What is there not to enjoy?”

He points to the rivers, the proximity to both mountains and beaches, and the beauty of the region. But more than anything, he points to the people.

“Great people—everywhere you turn.”

His advice for anyone new to the Northern Neck is simple:

“Get to know your neighbors.”

Because, as Stan has learned over a lifetime here, that’s where the real heart of the Northern Neck is found.

Faces & Places of the Northern Neck celebrates the stories of the people who make this community special. This series is proudly supported by Bay River Realty, helping connect people not just to homes—but to the communities that make the Northern Neck such a remarkable place to live.

  Photo taken at Hughlett Point in Northumberland County, courtesy of John Camejo.

When buying a home, land, or commercial property, there are two ways to pay for it – pay cash using 100% of your own funds or finance it and repay the money over time. Paying cash is the simplest way to purchase real estate, but not everyone has the financial ability to do this. Financing allows the buyer to put down less cash and repay the loan amount by making payments, typically monthly payments but sometimes other time periods.

There are many variables that determine the type of loan, the terms of the loan, and the borrower’s ability to obtain financing. If you are selling a property, it is helpful to understand the basics of financing and how different loan programs may affect a potential buyer’s ability to purchase your property.

There are three key components involved in obtaining a real estate loan.

The Borrower’s Financial Ability

Lenders evaluate a borrower’s financial ability to repay the loan. This includes factors such as the amount of cash on hand, income and debts, credit score, loan repayment history, employment status, and length of employment.

The Property

The type of property being purchased also plays an important role in financing. Residential homes, vacant land, farm or agricultural properties, and commercial properties each have different lending guidelines.

Within each property type there can also be different considerations. For example, residential properties may include new construction, older homes needing repairs, or unique homes that may not have many comparable sales. Land can range from small building lots to large acreage tracts or commercially zoned parcels. Each type of property may have different lending requirements.

Intended Use

The intended use of the property is another important factor. If the property is residential, will it be used as a primary residence, second home, or investment property?

For land purchases, lenders will want to know if the property will be used to build a home, for recreational use, agricultural purposes, or as an investment. Land purchased for residential construction is typically the most common and often the easiest type of land financing to obtain.

Types of Loans

Conventional Loans

Conventional loans are originated by private lenders such as banks, credit unions, and mortgage companies. These loans are typically used by borrowers with good credit, stable income, and verifiable financial history.

Conventional loans generally require a down payment of 3–5% or more, depending on the loan program and borrower qualifications. These loans follow guidelines established by Fannie Mae and Freddie Mac, two government-sponsored entities that help standardize mortgage lending in the United States.

Benefits of conventional loans can include flexibility with property types, competitive interest rates, and risk-based pricing for mortgage insurance when the loan exceeds 80% of the property’s value.

FHA Loans

FHA loans are insured by the Federal Housing Administration and are designed to help homebuyers who may have lower credit scores or limited funds for a down payment.

These loans allow qualified borrowers to purchase a home with a down payment as low as 3.5% and provide lenders with insurance protection in case the borrower defaults. FHA loans are only available for primary residences, and loan limits vary by location.

VA Loans

VA loans are guaranteed by the U.S. Department of Veterans Affairs and are available to eligible veterans, active-duty service members, and certain surviving spouses.

These loans often provide favorable terms, including no down payment, competitive interest rates, and no monthly mortgage insurance, although a VA funding fee may apply.

USDA Rural Development Loans

USDA loans are offered through the U.S. Department of Agriculture Rural Development program and are designed to promote homeownership in eligible rural areas.

These loans can allow 100% financing with no down payment for qualified borrowers who meet income limits. The property must be located in an eligible rural area and must be used as the borrower’s primary residence. Many areas of the Northern Neck qualify for this program.

Virginia Housing Programs

Virginia Housing (formerly known as the Virginia Housing Development Authority or VHDA) provides programs that help make homeownership more affordable for eligible buyers.

These programs can offer down payment assistance grants and favorable loan terms for qualified borrowers. Many programs are designed for first-time homebuyers, although some may also be available to repeat buyers depending on eligibility requirements. These loans are intended for primary residences and include income and purchase price limits.

Jumbo Loans

Jumbo loans are used to finance higher-priced properties that exceed the conforming loan limits established annually by the Federal Housing Finance Agency (FHFA).

Because these loans are not backed by government-sponsored entities, lenders typically require higher credit scores, larger down payments, and stronger financial qualifications.

Portfolio Loans

Portfolio loans are originated and held by a lender rather than being sold on the secondary mortgage market. Because the lender retains the loan on their balance sheet, they may have more flexibility in underwriting.

Portfolio loans are sometimes used for unique or non-conforming properties or borrowers with circumstances that fall outside traditional loan guidelines. These loans may carry slightly higher interest rates and can include adjustable-rate, fixed-rate, land, or construction financing options.

Bridge Loans

Bridge loans are short-term loans designed to “bridge the gap” between the purchase of a new property and the sale of an existing one.

This type of financing allows a borrower to move forward with purchasing a new property before their current property is sold. Bridge loans are temporary and typically carry higher interest rates and fees than long-term financing.

Lot and Land Loans

Lot or land loans are used to finance the purchase of undeveloped property. These loans may be used for residential building sites, recreational land, agricultural land, or investment purposes.

Down payment requirements are typically 20% or more, and interest rates may be higher than traditional residential loans. Lenders also consider factors such as the property’s location, zoning, access to utilities, and the borrower’s intended use of the land.

Construction-to-Permanent Loans

Construction-to-permanent loans combine the financing for land and construction into a single loan with one closing.

To qualify, borrowers usually need a signed contract with a licensed builder along with a complete set of building plans and specifications. This type of loan allows the borrower to finance the construction phase and then convert the loan into a permanent mortgage once the home is completed.

Seller Financing

Seller financing is an alternative to traditional bank financing. In this situation, the seller acts as the lender and allows the buyer to make payments directly to them according to mutually agreed-upon terms.

Seller financing often requires a larger down payment, commonly around 20% or more, and the loan term may be shorter than a traditional mortgage. While it is not common in most transactions, seller financing can be useful when buyers or properties do not meet conventional lending guidelines.

Understanding the different types of financing available can help buyers and sellers better navigate the real estate process. In areas like Virginia’s Northern Neck, where properties range from waterfront homes to rural land and historic houses, the type of financing used can sometimes influence the success of a transaction.

Working with experienced lenders, real estate professionals, and other advisors can help ensure buyers understand their financing options and sellers understand how those options may affect the marketability of their property.