1. Working with Landlords to Find Housing The Lancaster County, Pennsylvania Experience Kay Moshier McDivitt Vice President for Programs Tabor Community Services, Inc. 308 East King Street, PO Box 1676 Lancaster, PA 17608-1676 kmmcdivitt@tabornet.org 717-397-5182, ext 120

2. 2 Tabor Community Services Established in 1968 with a mission: To rebuild communities by helping families find housing and financial solutions HUD Approved Housing Counseling Agency since 1971 A Member of the National Federation of Consumer Credit Counseling Agencies since 1988 Accredited by COA (Council on Accreditation) since 1996 1988 Began our “housing first program”, the Shelter to Independent Living Program

3. 3 Challenges to finding housing Program provides no housing subsidy Community has limited subsidized housing options: Section 8 and Public Housing Waiting Lists are Closed “Affordable” Housing Developments are not affordable to households on fixed incomes Limited Supportive Housing Slots which is essential for some 85% of households are housed in general housing stock without subsidies Very low vacancy rate which translates to rent increases and competition

4. 4 Developing Landlord Partnerships Creative partnerships are key to successful programs Staff have dual role of landlord and client advocacy-takes skill to manage both tasks Landlords are viewed as key partners to the solution No magic solutions: innovation is key and developed on a case by case basis It is possible to engage the private sector without financial assistance Develop good marketing strategies Communicate and Evaluate

5. 5 Why the Dual Counselor Role? One staff is better able to see the whole picture and can create more successful matches –Allows for more choice of what works the best for the landlord and for the client. Keeps an ongoing connection –Allows for developing more ongoing trust with landlords –Better able to negotiate terms of the lease Allows for more balance in work –Finding landlords and housing search is very demanding –Less burnout with diversity of tasks

6. 6 Remember: Landlords are key Partners HONESTY –Be truthful about what is in your control and what is not –Don’t promise something that will not happen –Be clear about your role INTEGRITY –Always follow through with what you say you will provide/do –Be accountable to the landlord, keep him/her informed of any changes

7. 7 Innovative Design Elements What’s in it for them: The Win/Win No Magic Here: Just Win Wins Required Landlord/Tenant Education Class ( pay rent, keep your unit clean, be a good neighbor) Protective Payee Services Budgeting Services Lease Addendum Additional Housing Support to address housing/lease issues Tenant Home Visits Finder Service

8. 8 Engaging the Private Sector Market Meet one on one with potential landlords Use marketing tools that describe the win/win…what’s in it for them Use your organization’s reputation in the community. Sell your program with documented successes/key outcomes. Use any contact (even outside of work) as an opportunity to identify potential landlords and sell your program. Consider the faith based community Host an event to connect with landlords/market housing first.

9. 9 Our Marketing Packet Agency Brochure gives general overview of our organization and all the services we offer. Program Brochure developed specifically for the landlord can answer program specific questions. Client Success Stories of past successes gives a sense of a personal involvement. Copy of the Lease Addendum to review the details and explain any questions that may arise. Orientation Flyer given to participants at their orientation allows them to see the same information that we provide to a potential tenant. A Personal Letter is specific to the client’s need for a particular property that landlord may have.

10. 10 Optional Marketing Tools Testimonials from other landlords allows them to get a landlords perspective on the program Recent newspaper/media articles validating the program Recent agency newsletters “Landlord of the Year” Information

11. 11 Communication & Evaluation: Critical to Maintaining Partnerships Ongoing contact with landlords Quarterly newsletter to all partnering landlords keeping updates on program and staff Evaluation tool to each landlord at the end of the first year lease to allow for feedback Annual meetings to invite feedback Annual “landlord of the year”

12. 12 Remember Everyone deserves a home. Helping a client rent in the private market empowers them to be a long term successful renter. Smart communication and ongoing feedback is critical when working with landlords. Always think “honesty” and “integrity”. Market the win/wins. Don’t make Promises you can’t keep. There is no “quick fix” for engaging the private sector market. It takes tenacity and hard work.