How to Recruit Private-Market Landlords & Overcome Housing Barriers

1. How to Recruit Private-Market Landlords & Overcome Housing Barriers Getting Ready to Meet with Landlords

2. Emergency Solutions Grant Program • Necessitates: Rapid Re-housing/Housing First • Facilitating and expanding permanent housing opportunities for homeless individuals & families

3. Other Barriers • Eviction histories • Utility arrearages • Poor credit/no credit • Limited rental histories • Poor landlord references • Criminal history • Discrimination based on race, family composition, housing status and income source.

4. Barriers = Competitive Disadvantage • Cannot pass standard tenant screening criteria • Competitive disadvantage relative to other low-income tenants, particularly in tight rental markets.

5. Landlord Perceived Risks • Non-payment of rent • Property damage • Burden of potential “problems” caused by the incoming tenants • Creating a negative image/stereotype

6. Successful Marketing Selling points to explain the “win-win” for landlords in partnering with social service programs. • Households are provided individualized case management before and after the move, including tenant education, budgeting, household management, employment assistance and crisis intervention. (add this slide to your presentation to Landlords?)

7. Successful Marketing • Services are often provided on-site through regular home visits (often for a transitional period of time, e.g. 3-6 months). • Landlords have access to support “hotlines” and dedicated point persons responsive to their concerns and needs, and can expect prompt intervention with tenants when requested. (add this slide to your presentation to Landlords?)

8. Successful Marketing • Landlord costs associated with advertising vacancies – service agencies will make referrals to landlords/management companies. • Finding tenants with rental assistance and/or services available. • Security deposits may be paid on behalf of tenants. (add this slide to your presentation to Landlords?)

9. Successful Marketing • Landlords may feel reassured when they collaborate with a reliable contact who is available by phone when a problem arises. • Landlords and service agencies can enter into a formal agreement which outlines their roles and responsibilities. (i.e.-tenant gives approval for communication, via HUD Authorization to Release Form.) • Create a brochure for landlords that highlights how stable, affordable housing has transformed lives. (add this slide to your presentation to Landlords?)

10. Communicate Understanding of the Landlords’ Point of View • Communicate understanding of the dollars and cents of the rental business; • Talk about protocols and measures to mitigate the owners’ financial risks; • Prepare a professional brochure to effectively present these messages, and pique the interest of prospective landlords.

11. Selling Points to Property Owners and Management Companies • Encourage landlords to use The Michigan Housing Locator at www.michiganhousinglocator.com It is a free advertising tool!

12. Strategize • General rule of thumb: The more barriers a homeless household has, the more strategies a re-housing provider must employ in order to find housing opportunities for that individual or family.

13. Creative Advocacy Approaches • Certified Tenant Education Programs Develop a Ready to Rent Program. Create a curriculum for homeless clients that includes a comprehensive course; upon completion, clients receive a program certificate.

14. Creative Advocacy Approaches • Character and Advocacy Letters Letters from case managers and/or respected third parties such as employers, even parole officers, describing how the head of households or individual concerned has participated in specialized services (e.g., substance abuse treatment, mental health counseling, financial education cases indicates commitment, motivation, and ability to turn one’s life around).

15. Creative Advocacy Approaches • Advocacy letters can be helpful in explaining circumstances surrounding past rental and/or credit problems. Evictions generally remain on one’s credit report for seven years, but not all evictions are created equally. • Explain the reasons for the negative marks and provide assurances that such problems will not reoccur.

16. Fair Housing • Relaxing rules or practices in this manner does not violate fair housing laws. It is lawful for landlords to give preference to one applicant over another on the basis of his or her participation in a case management program, even if the applicant has a poorer rental “resume” than other applicants. (add this slide to your presentation to Landlords?)

17. Enhanced Incentives & Protections for Landlords Protective Payee Service • Such programs hold clients’ monthly incomes in escrow accounts managed by third parties, who are responsible for making rent payment directly to landlords on behalf of tenants. Generally time limited to one-year but determined on a case-by-case basis – to address landlords’ concerns about poor rent and credit histories of clients. (For further advice, check with your Legal Counsel.)

18. Enhanced Incentives & Protections for Landlords Protective Payee Services should not be confused with representative payee services where targeted individuals are deemed incapable of handling their own finances. This service encourages landlords and management companies to relax screening criteria, while enabling program participants to build budgeting and financial management skills.

19. Enhanced Incentives & Protections for Landlords • Educate tenants on direct payment options available through their bank checking account. For example: tenant rent, and/or utility payment is wired directly to the payee’s account monthly.

20. Maintaining Relationships & Facilitating Housing Stability • Maintain commitments made while outreaching and recruiting property owners. • Check-in calls with landlords; • Home visits to clients; • Open two-way communication early on to develop trust.

21. Recognizing Landlord Contributions • Host quarterly landlord meetings and give plaques or other types of recognition. • Spotlight landlords in newsletters. • Send surveys to landlords to find out what could be improved. • Providing the personal touch at all times creates great partnerships! • Invite them to CoC meetings, fund-raising events, and local initiatives.