1. Would you be mine? Could you be mine? Finding Families for Partnership
11/17/2018 1:11 PM
Would you be mine? Could you be mine? Finding Families for Partnership
2018 Annual Conference

2. Agenda Introductions & Activity Five Steps of Family Selection
11/17/2018 1:11 PM
Agenda
Introductions & Activity
Five Steps of Family Selection
The Perfect Family
Marketing Techniques
Building Community Connections to Reach Families
Engaging through Education

3. 5 Steps of the Family Selection Process:
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5 Steps of the Family Selection Process:
Prepare for family selection
Reach out to families
Perform the application work
Select the family
Communicate the decision
Obviously today’s session focuses on the Finding Piece of the Partnership.
Prepare- Have your policies in place, know your criteria; organize and train committee; do you understand the need in your community? Can you articulate this?
Reaching out to families- think through it in marketing terms: the four P’s product, place, price and promotion; Have a plan; be creative! Are you investing the same amount of resources in finding families as you are in finding donors or volunteers? Set a GOAL- To ensure that all families in need within your service area learn about the opportunity to apply for a Fuller home.
Application Work- You have 30 families that now know about Fuller Center for Housing; how do you get them to make the investment in the application process. How are you giving out applications; do you have an orientation? Is your process easy to understand? Is the Orientation at a convenient time and easy to get to?; If families are not qualifying do you know why?
Select the family-review application; follow timelines; home visitation; committee review make recommendation to board Board action Federal law no waiting list. Approve or deny
Communicate the decision- Denial (lack of need for adequate housing; lack of ability to pay; lack of willingness to partner) or approval

4. Why might potential applicants NOT apply for a Fuller Center Home?
11/17/2018 1:11 PM
Turn it Upside Down…
Question:
Why might potential applicants NOT apply for a Fuller Center Home?
A good place to start…for the foundation of the plan.
Brainstorm on sticky notes they Why NOT…

5. 11/17/2018 1:11 PM
Marketing Techniques
Your Goal: To ensure that all families in need within your service area learn about the opportunity to apply
Your Plan: Your covenant partner has created a great product at a great price for a particular place NOW PROMOTE!
Your Goal: Do you know what the need is in your community? How many families?
Your Plan: a home that is affordable to low-income families in your service area
Do you have a plan that markets your homes-application packet that reflects that plan.

6. ACTIVITY: What is Working?
11/17/2018 1:11 PM
ACTIVITY: What is Working?
Brainstorm 5 ways you have (or had) promoted your homeownership program in your community.
Step 1 Brainstorm 5 ways you have (or had) promoted your homeownership program in your community.
Step 2 Share with your neighbor. Select your best/ unique idea that worked OR an idea you both had in common Write on half sheet
Share Doorknob Hangers…

7. Use Your Current Homes…
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Use Your Current Homes…
Put flyers out for people to take just like at any other home for sale…
Who can do a better sales job than your own product!

8. Use Your Current Homeowners
11/17/2018 1:11 PM
Use Your Current Homeowners
Or better yet the actual customer!
The Best promoters are your customers…think about it. Your families have a good experience and they will tell their family, friends, co-workers, etc

9. ACTIVITY: Why not applying?
Review Why Not List Develop a marketing strategy that will help address the Why Not…

10. 11/17/2018 1:11 PM
How Would You Answer?
What is your messaging? You Can Own a Home! Where is the information on your website? Example: Are you expectations clear? How long is your application process? How are applicants getting applications?
Clark County Fuller Center information right on home page Great job of comparing and contrasting renting to owning!

11. 11/17/2018 1:11 PM
Remember…
Fair Housing Act Equal Credit Opportunity Act No discrimination Must have English & other language if there is a significant population Must blanket all areas, do not segregate
Fair Housing Act- unlawful to discriminate against any person in the sale or financing of a house on the basis of race, color, religion, sex, handicap, familial status or national origin. For instance stating landmarks, saying it is a predominately black neighborhood, not advertising in certain neighbors. Equal Credit Opportunity Act- it is unlawful for any creditor to discriminate against an applicant based on race, color, religion, national origin, sex, or martial status, age Applicant must be notified within 30 days if application incomplete. Applicant must be informed within 30 says of completed application, which includes the home interview, If denied applicant has 30 days to request the reason; ALL applications must be retained for 30 days.
See document- Timeline for processing applications.

12. Why are Families NOT Qualifying?
11/17/2018 1:11 PM
Public Education
Why are Families NOT Qualifying?
You have found the families! Now what…Are they qualifying? Poor Credit Too much debt Poor decisions…Rent to Own
Credit Card Issues
Past Foreclosures

13. Public Education= More Qualified Families
Additional Service to community
New partnership opportunities
Serving more families through education

14. Examples Louisville Fuller Center
11/17/2018 1:11 PM
Examples
Louisville Fuller Center
Resolving Credit Issues
Homebuyer Readiness Class
Clark County Fuller Center Sharing Benefits of Homeownership
Ginger Ford Fuller Center
Opening up Homeowner classes to the entire community
Course in which low-income families evaluate all areas of their life in terms of stability and develop skills to set SMART goals in areas of their lives that are less stable in order to achieve economic self-sufficiency. Participants are not required to be affiliated with covenant partner
AHA! Moment: Find a way to recruit qualified families; spend time with families who are likely to follow through on a complete application; conduct a three-session seminar on credit, debt and budgeting;
Include a free credit report and 1:1 counseling session;
Pick neighborhoods to focus efforts

15. Building Community Connections
11/17/2018 1:11 PM
Building Community Connections
What is the expression? It takes a Village…
Social Service agencies, School counselors, Government Services providers, Churches, Healthcare providers, Employers, Head Start
Application Cover letter to churches & Community Organizations
Service Agency letter
Do you ask people how they found out about Fuller Center for Housing?

16. Questions?
Thank you! Brenda Barton Fuller Center for Housing