Blueprints for Success
Build relationships
Most people see affordable housing sponsors — whether nonprofit or for-profit —
as unscrupulous, slick developers whose unlimited resources will be used to
“shove their projects down the community’s throat.” Getting out from under this
reputation is a prerequisite to dealing with fears effectively. Building a relationship
with the community is a key to gaining trust and shouldn’t be done just when an
issue is under consideration.
L I S T E N T O A N D A C K N O W L E D G E F E A R S I N A S Y M PAT H E T I C M A N N E R
W I T H O U T A G R E E I N G T H AT T H E Y A R E VA L I D O R B L A M I N G T H E
QUESTIONER FOR BEING ILL INFORMED. Sometimes a developer can earn
trust by using its contacts to focus local government’s attention on preexisting,
neglected neighborhood problems now being used as reasons to oppose the
proposed development. Invitations to the developer’s office and to existing
developments are common ways of establishing a relationship. During long
delays, keeping in touch with opponents regularly may head off suspicion.
E N L I S T A T R U S T E D C O M M U N I T Y L E A D E R T O S P E A K O N Y O U R B E H A L F.
If your organization is unknown or mistrusted in the community, try to enlist
well-known and respected allies to write letters of support and/or meet with
community members.
T R E AT I N G I N I T I A L S K E P T I C S A S O P P O N E N T S M AY B E C O M E A S E L F -
On the other hand, former skeptics can be very
F U L F I L L I N G P R O P H E C Y.
powerful allies. The goal is not becoming “friends,” but engaging opponents in a
series of conversations and a consistent pattern of interactions, including making
and keeping promises. By virtue of actually knowing with whom they are dealing,
they might withdraw opposition and give your development a chance.
Address concerns
Be willing to make small concessions to build trust. People like to feel they are
being heard. In some cases, revising a development proposal or some other
concrete action may address fears. Actions might include organizing a case study,
adding staff, or creating a review mechanism.
C I T I N G F A I R H O U S I N G L A W S D I R E C T LY A S A R E S P O N S E T O N E I G H B O R S ’
F E A R S I S M O R E L I K E LY T O I N C I T E R E S E N T M E N T T H A N T O I M P R O V E T H E
The best role for fair housing law is to challenge discriminatory local
S I T U AT I O N .
laws and practices before a project is proposed or after one has been approved.
During a dispute, carefully selected channels sometimes can educate local govern-
ment officials about potential violation of the law. Of course, if discrimination
occurs, then developers, advocates, and prospective residents should consider
legal action.
22 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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Blueprints for Success | Model Housing Opportunity Programs
Model Housing Opportunity
Programs
N D
O AN
A N
Model Housing Opportunity Programs
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N A M E O F A S S O C I AT I O N
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C
California Association of REALTORS®
• • 134,600
Capital Area Association of REALTORS®,
Illinois • • • 670
Fort Collins Board of REALTORS®,
Colorado • • 1,000
Greater Las Vegas Association of REALTORS®,
Nevada • 9,300
Illinois Association of REALTORS®
• • 46,400
Kansas City Regional Association of REALTORS®,
Missouri-Kansas • 7,600
Lake Pleasant Regional Association of REALTORS®,
Arizona • 1,000
Maryland Association of REALTORS®
• • 24,000
Memphis Area Association of REALTORS®,
Tennessee • • 1,200
NorCal: Northern California Housing
Opportunities Coalition • •
Northeast Association of REALTORS®,
Massachusetts • • 1,700
Orlando Regional REALTORS® Association,
Florida • 7,200
REALTORS® Association of Lincoln,
Nebraska • • 100
Santa Clara County Association of REALTORS®,
California • 5,900
St. Charles County Association of REALTORS®,
Missouri • • 1,600
Waco Association of REALTORS®,
Texas • • 600
N AT I O N AL AS S O CIAT IO N OF RE ALTORS® | Blueprints for Success 23
Create a Tax-Exempt
Fund to Help Local
Programs
CA LI F OR N I A A S S O C IAT IO N O F R E A LT O R S ® 1 3 4 , 6 0 0 M E MBE RS
Tax-Free Housing Affordability Fund
THE CHALLENGE Help hundreds of thousands of prospective buyers enter the housing
market, despite escalating home prices due to chronic shortfalls in
housing production.
PROGRAM STRUCTURE A tax-free fund to support local REALTOR® associations’ housing
opportunity programs.
RESOURCES REQUIRED One full-time staff member.
FUNDING SOURCES REALTORS® as well as other institutions and individuals.
IMPACT The California Association of REALTORS® tax-free Housing Affordability Fund
has raised $1.6 million. Fifteen local REALTOR® associations have received over
$430,000 to launch affordable housing programs in their communities.
TARGET POPULATION Principally first-time homebuyers, who currently account for only 30 percent
of California’s annual home sales, nearly 20 percentage points below the
national figure.
ROLE PLAYED BY Made the fund’s first-dollar contribution, now attracting additional funds from
REALTORS® other donors.
CONTACT Monica Rodriguez, Housing Opportunity Program Manager
California Association of REALTORS® Housing Affordability Fund
(213)739-8380
MonicaR@car.org
www.carhaf.org
24 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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REALTORS® Confront Steady Rise in Prices
For several decades, California’s housing supply has not kept pace with population
growth. The California Department of Housing and Community Development
estimates a need for 220,000 new homes each year, but only 100,000 are actually
built. The result has been a steady escalation in prices, well beyond the reach of
those earning the median income. First-time homebuyers are the bedrock of the
housing market, yet they account for only 30 percent of California’s annual home
sales, nearly 20 percentage points below the national figure.
In response, the California Association of REALTORS® in 2002 established the
Housing Affordability Fund as a charitable, tax-exempt entity. The Fund receives
donations from members, nonmembers, and other institutions committed to
addressing the housing problem in California. In less than two years donations
have totaled $1.6 million. Individual REALTORS® have contributed over $280,000.
Local REALTOR® associations submit funding requests for local programs that
directly address housing affordability and housing supply. As of midsummer 2004,
the Fund had approved requests for a total of $430,000 from 15 local
REALTOR® associations.
How the Fund Works
The Fund’s first-dollar contribution is used to attract additional funds from other
donors. For example, it contributed $50,000 to help launch a partnership between
the Bay East Association of REALTORS® and East Bay Habitat for Humanity to
build 22 units of affordable housing in Livermore. In appreciation, the partnership
will return 10 percent of the funds it raises.
Although most of the early emphasis was on low- and very low-income families,
the Fund has also turned lately to moderate- and middle-income families. For
example, it helped the Monterey County Association of REALTORS® join a local
public-private collaborative to set up a one-stop center providing a range of serv-
ices to prospective low- and moderate-income homebuyers. It also helped the
Humboldt Association of REALTORS® establish a land trust dedicated to holding
back the price creep on vacant land.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 25
Lift Barriers for
Low-Income Individuals
with Disabilities
CA PI TA L A R E A A S S O C IAT IO N O F R E A LT O R S ® , IL L INO IS 6 7 0 ME MBE RS
Homeownership Coalition for People with Disabilities
THE CHALLENGE Help persons with disabilities find resources to buy an accessible house.
PROGRAM STRUCTURE A coalition of 22 community organizations and state agencies providing education
and counseling, financial assistance, and intervention to assure maintenance and
prevent delinquencies.
RESOURCES REQUIRED About $35,000 for a full-time Coalition project manager.
FUNDING SOURCES State and local grants totaling $307,000. Gifts of $83,000 from Federal Home
Loan Bank of Chicago, $25,000 from Wells Fargo Housing Foundation, and
$1,000 from Capital Area Association of REALTORS®.
IMPACT About 50 families have bought homes with the Coalition’s assistance.
TARGET POPULATION Persons with disabilities who will be first-time homebuyers and whose maximum
income is 80 percent of the area median income.
ROLE PLAYED BY Founding member of the Coalition and author of a successful application to Fannie
REALTORS® Mae to make mortgages available to the disabled. Provided REALTOR® services
to disabled homebuyers who otherwise would not have been in the market.
CONTACT Daniel R. Sale, Executive Vice President
Capital Area Association of REALTORS®
(217)698-7000
dsale@caaronline.com
www.caaronline.com
26 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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When Difficulties Abound,
Many Services Are Needed
In 2000 the Capital Area Association of REALTORS® in Springfield joined with
the Illinois Department of Human Services (DHS), the Statewide Independent
Living Council of Illinois (SILC), and other local and regional representatives of
the real estate, lending, and disability advocate communities to create the
Homeownership Coalition for People with Disabilities. Using grants from DHS
and the SILC, as well as from outside sources, the Coalition provides numerous
services to the disabled, including:
• Pre- and post-purchase counseling,
• Homebuyer education,
• Down payment and closing cost assistance,
• Maintenance classes,
• Home modification funding,
• Assistance with repairs, and
• Maintenance and early delinquency intervention.
Eligibility for most services is limited to first-time homebuyers with income at 80
percent or below of the area median income, which is around $60,000 for a family
of four in Springfield.
Most program costs have been met through city and state grants.
Scoring a Win with Fannie Mae
Besides being a founding member of the Homeownership Coalition, the associa-
tion played a pivotal role in the Coalition’s early development by drafting the initial
Fannie Mae HomeChoice™ application. Today low- and moderate-income families
with disabilities are able to take advantage of the Fannie Mae program, which
provides mortgages specifically designed for this segment of the population.
Today, the association participates in quarterly meetings of the Steering
Committee and serves as a conduit for information to the real estate and lending
communities. Prospective homebuyers who complete the orientation often seek
out REALTORS® for assistance in finding a home, and REALTORS® report that
the Coalition is an excellent resource for helping this segment of the homebuyer
market. Since the placement program began in May 2002, the Homeownership
Coalition has assisted nearly 50 families in purchasing homes.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 27
Raise Public Awareness
through a Poster
Campaign
F OR T COLLI N S B OA R D O F R E A LT O R S ® , C O LO R A D O 1 , 0 00 ME MBE RS
“Faces and Places of Affordable Housing”
THE CHALLENGE Raise public awareness of a growing affordable housing problem.
PROGRAM STRUCTURE Seven posters distributed in two separate campaigns and
“A Sensible Housing Summit.”
RESOURCES REQUIRED About $2,000 for design and printing of posters, subsidized by the City
of Fort Collins through the donation of staff graphic designers’ time.
FUNDING SOURCES The Group, Inc., a local real estate firm; the National Association of
REALTORS®; and the Fort Collins Board of REALTORS®.
IMPACT 1,000 posters of each design received wide distribution and prominent display.
TARGET POPULATION Consumers, developers, city officials, and nonprofits.
ROLE PLAYED BY Provided initial funding and helped distribute posters.
REALTORS®
CONTACT Theresa Ramos-Garcia, Community Affairs Director
Fort Collins Board of REALTORS®
(970)223-2900
Theresa@fcbr.org
A detailed “how we did it” discussion of the first poster campaign is
available online at http://fcgov.com/affordablehousing
28 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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REALTORS® Help Overcome Public Fears
Based on rental and home prices in Fort Collins, Colo., a prospective homebuyer
must earn more than $14 per hour to afford the average two-bedroom apartment
and nearly $27 per hour to afford the average home. These figures add up to
hardship for many moderate-income working families, especially teachers, fire-
fighters, and municipal workers; this group often spends more than 50 percent of
their income on housing.
Despite the growing housing problem, there was a lack of public awareness and
strong “not in my backyard” opposition to the development of affordable housing.
So the city developed a poster campaign, underwritten by a local real estate firm
(The Group, Inc.), to put a human face on the problem. More than 750 banks,
lenders, real estate agencies, and major employers agreed to display the posters
for a specified time.
Building upon the success of that campaign, the Fort Collins Board of REALTORS®,
in cooperation with the Mayor’s Office, hosted a Sensible Housing Summit in June
2004. The Summit attracted more than 400 participants, including local, state, and
national politicians, Fannie Mae representatives, and directors of local nonprofits.
Individual Development Accounts Introduced
A second poster campaign (“Can I Be Your Neighbor?”) was launched at the
summit, courtesy of the National Association of REALTORS® and local Boards
of REALTORS®. The posters, which highlight a teacher, a health care worker, a
firefighter, and an administrative professional, were translated into Spanish.
Also unveiled was a new program called Individual Development Accounts, in
which an eligible participant deposits a minimum amount of earned income into a
savings account and the deposit is matched by public and private sources such as
financial institutions and nonprofit organizations. Eligibility is determined by an
Advisory Board organized by the Fort Collins Board and made up of community
members and local REALTORS®.
“The city is putting more dollars towards this critical issue,” says Chris McElroy, a
REALTOR® with The Group, Inc. and 2004 Chair of the NAR Housing
Opportunity Advisory Board. “Government is working with private developers to
develop more affordable housing opportunities in new projects by offering tax
incentives and various waivers of fees.”
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 29
Host a Local
Housing Summit
GR EATER LA S V E G A S A S S O C IAT IO N O F R E A LT O R S ® , NE VA DA 9 , 3 00 ME MBE RS
Research and summit: Springboard to “Quality of Life” program
THE CHALLENGE Help families unable to keep up with soaring home prices resulting from
a housing boom and scarcity of land suitable for development.
PROGRAM STRUCTURE Commissioned studies of affordable housing in Las Vegas, with findings
presented at a housing summit.
RESOURCES REQUIRED Research valued at approximately $10,000 provided at no charge, $8,000
spent on polling, plus about $7,000 in staff time preparing for the summit.
Volunteers assisted in registration.
FUNDING SOURCE The Greater Las Vegas Association of REALTORS®.
IMPACT Increased dialogue about housing affordability and availability. Community
goodwill for REALTORS®. A springboard for the association’s Quality of
Life initiative.
TARGET POPULATION City planners, local government officials, REALTORS®, developers, social
service providers, and the public.
ROLE PLAYED BY Commissioned research and organized the summit.
REALTORS®
CONTACT Kipp Cooper, Government Affairs Director
Greater Las Vegas Association of REALTORS®
(702)784-5016
kipp@glvar.org
www.lasvegasrealtor.com
30 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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As Southern Nevada Booms, Problems Grow
Southern Nevada is one of the fastest growing areas in the country and has
recently experienced a significant rise in housing prices, shutting many low- and
moderate-income families out of homeownership.
The Greater Las Vegas Association of REALTORS® asked Dr. Mike Clauretie of the
University of Nevada, Las Vegas, to look into the future of housing availability and
affordability in Las Vegas. Clauretie found that construction defect litigation and a
scarcity of developable land had driven up home prices, and that land for afford-
able housing would cease to be available within four to six years.
In conjunction with this study, the association commissioned a poll of Las Vegas
residents. It showed that residents, especially renters, individuals under 35, and
longtime residents of the valley, were concerned about the affordability and
availability of housing.
Findings Presented at Housing Summit
Armed with research results, association members began planning the summit.
They invited local government officials and industry experts to serve on three
panels: elected officials, trade and real estate industry experts, and city planning
and development professionals. The REALTORS® used every opportunity to
inform their members about the summit, asked local government and industry
representatives to do the same, and invited the general public through advertise-
ments in newspapers. On February 3, 2004, the association hosted 400 attendees
at the Stardust Hotel.
One of the primary goals of the summit was to set the stage for the association’s
Quality of Life program. Each quarter, the program will focus on one of five
guiding principles: economic vitality, housing opportunities, environmental preser-
vation, protection of property owners, and the building of better communities.
The first principle to be addressed was that of housing opportunities, in the form
of the summit. In 2004, the focus shifted to environmental issues, specifically edu-
cating consumers on smart water use.
The primary success of the summit, says Kipp Cooper, the association’s
government affairs director, is the increased dialogue between local government
and REALTORS®. “We’re getting calls from the government to look at policies
and ordinances before they are even introduced,” says Cooper.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 31
Offer Residents
Additional
Financing Options
I LLI N OI S A SS O C IAT IO N O F R E A LT O R S ® 4 6 , 4 00 ME MBE RS
Partnership for HomeOwnership, Inc.
THE CHALLENGE Provide more financing options for low-income and rural Illinois families.
PROGRAM STRUCTURE A foundation independent of the REALTORS®, which collaborated with the
state housing development authority to establish local housing initiatives.
RESOURCES REQUIRED $135 million for the Rural Housing Initiative and $1.8 million for the
Quincy Initiative.
FUNDING SOURCES Principally, the Illinois Housing Development Authority, with PMI Mortgage
Insurance Company (Rural Housing Initiative) and the City of Quincy as well as
Blessing Hospital (Quincy Initiative). Also donations from individual REALTORS®,
brokers, and REALTOR® associations throughout the state.
IMPACT Counseling to more than 1,300 families and certification of more than 3,000
REALTORS® and lenders to provide assistance through the lending programs.
TARGET POPULATION Very low- to moderate-income Illinois residents.
ROLE PLAYED BY Created the foundation and provide counseling to homebuyers.
REALTORS®
CONTACT Beth Llewellyn, CEO
Partnership for HomeOwnership, Inc.
(800)370-6697
bllewellyn@iar.org
www.pfho.org
32 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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Rural America Gets Help Achieving the Dream
Illinois needs more affordable housing, yet in rural areas few developers are willing
to construct affordable homes. Residents also face difficulties in financing repairs
to aging homes and obtaining mortgages.
The Illinois Association of REALTORS® wanted to reach out to those needing
affordable housing assistance but found that its lobbying activities made it difficult
to obtain grants. In 1995, it created the Partnership for HomeOwnership, Inc.,
which is overseen by the association but is a distinct entity. The Partnership
went on to launch two initiatives in cooperation with the Illinois Housing
Development Authority.
Created with PMI Mortgage Insurance Company,
R U R A L H O U S I N G I N I T I AT I V E .
this program enables low- and moderate-income first-time buyers to obtain a
below-market mortgage with a one percent down payment. Mortgage funds for
rural areas are guaranteed by the U.S. Department of Agriculture Rural
Development Agency.
In setting up this initiative, the Partnership discovered that many prospective buyers
had credit problems, so it established a financial consulting service to help them
reduce debt and otherwise get in financial shape for homeownership. Program
participants are required to maintain less than 20 percent debt service, including
auto loans. Some take two years to meet the requirements, but the default rate
on loans is less than 0.5 percent.
In partnership with the city government, this initiative
T H E Q U I N C Y I N I T I AT I V E .
helps revitalize single-family homes in a minority area of the City of Quincy.
Around 55 percent of homes are not owner-occupied; in order to increase the
number of homeowners in the area, the Partnership will supply mortgage funds
and provide down payment and closing cost assistance. Mandatory participation
in homeownership counseling teaches first-time buyers how to budget, save for
emergency repairs, and become smart mortgage shoppers. One-on-one financial
counseling is provided to assist applicants in correcting credit reports and
resolving debt issues.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 33
Launch a Homebuyer-
Friendly Website
KA N SA S CI TY R E G IO NA L A S S O C IAT IO N O F R E A LT O R S ®, 7 , 6 00 ME MBE RS
M I SSOUR I - KA NS A S
Workforce Housing Opportunity Program
THE CHALLENGE Educate low- to middle-income homebuyers and REALTORS® about affordable
housing programs.
PROGRAM STRUCTURE A Web site with information about affordable housing programs, a Workforce
Housing Specialist certification program for REALTORS®, and a housing summit.
RESOURCES REQUIRED $75,000 for startup, $20,000 per year for Web site maintenance, and
certification fees.
FUNDING SOURCES Kansas City Association of REALTORS® (startup and Web site maintenance)
and individual REALTORS® (certification fees).
IMPACT Certification seminars fully subscribed at $150 per person.
TARGET POPULATION Low- to moderate-income families who wish to purchase a home, especially
families in community service professions.
ROLE PLAYED BY Sponsor and participate in certification program; serve on Web site design
REALTORS® team; organized housing summit.
CONTACT Perry Crume
Kansas City Regional Association of REALTORS®
(913)498-1100
perryc@kcrar.com
34 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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How Can We Help Our Workforce Families?
Greg Koons, then President of the Kansas City Regional Association of
REALTORS®, asked his association to address the housing needs of low- to
middle-income families, particularly those in community service professions
such as public safety (fire and police), education, health (especially nursing),
and local government. The association agreed and contributed $75,000 to
establish its Workforce Housing Opportunity Program in January 2003.
The heart of the program is a comprehensive, user-friendly Web site for con-
sumers and REALTORS® that serves as a gateway to information about national,
state, and local housing programs. Students affiliated with the Center for the
City at the University of Missouri-Kansas City helped design the content-rich
site www.kchomeprograms.com.
REALTOR® Certification Offered
At the same time, the association developed a Workforce Housing Specialist
certification program for its 7,600 REALTOR® members. The two-session, six-
hour course enables certified REALTORS® to speak knowledgeably about various
housing programs.
Although the $150 cost is 60 percent more than the usual fee for an association
training seminar, the first two sessions of 100 persons each were sold out. The
price was set to enable the program to become self-sustaining.
An added benefit to certified REALTORS® is that their names are posted on
the Web site. Perry Crume explains that the association “wanted to provide
the name of someone certified as knowledgeable who is reachable on evenings
and weekends and who can explain in plain English what a particular program
can offer the potential homebuyer.”
Borrowing an idea from another REALTOR® association, the Kansas City
Association decided to officially launch the Workforce Housing Opportunity
Program Web site at a housing summit for the entire metro Kansas City area.
Held in September 2004, the summit brought together key players in the housing
industry for panel discussions and presentations. Local school children competed
for prizes with artwork and essays on the theme “What a Home Means to Me.”
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 35
Rehabilitate and
Add Value to
Distressed Housing
LA KE PLEA SA NT R E G IO NA L A S S O C IAT IO N O F R E A LT O R S ® , 1 , 0 00 ME MBE RS
A R I Z ON A
Senior Empowerment Housing Needs Project
THE CHALLENGE Upgrade existing affordable housing for seniors to add safety and value.
PROGRAM STRUCTURE A cooperative effort with the Sun City Fire Department to identify homes
needing immediate rehabilitation and make the repairs.
RESOURCES REQUIRED About $1,000 per home for materials; volunteer labor.
FUNDING SOURCES Private donations, Arizona Housing Needs Foundation (a creation of the Arizona
Association of REALTORS®), Arizona Regional Multiple Listing Service, and
individual REALTORS®.
IMPACT Twenty-five senior residents’ homes rehabilitated.
TARGET POPULATION Low-income residents in their 80s or older living in homes that lack basic safety
features or require physical rehabilitation.
ROLE PLAYED BY Created advisory board, raised funds, coordinated contractors and volunteers.
REALTORS®
CONTACT Donna Ahrens Lewis, CEO
Lake Pleasant Regional Association of REALTORS®
(623)974-0555
DALewis8@aol.com
www.lprar.com
36 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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Sun City’s Affordable Houses Show Their Age
In 2002, NAR asked local associations to consider ways of expanding the supply of
affordable housing in their communities. However, for the Lake Pleasant Regional
Association of REALTORS® in Sun City, Ariz., 15 miles northwest of Phoenix, the
local housing issue was quite different.
Sun City homes were built in the 1970s for retirees and originally sold for as little
as $25,000. Today, they are still affordably priced between $65,000 and $85,000.,
but many original owners are elderly and on very limited incomes.
“The issue for us was not more affordable housing,” says Donna Ahrens Lewis, the
association’s CEO. “It was doing something to help Sun City’s seniors rehabilitate
their homes to make them livable and safe.”
Fire Department, REALTORS® Lead the Way
With a grant from the Federal Emergency Management Agency (FEMA), local
firefighters surveyed 25 homes and found they lacked basic safety features. The
fire department also recommended that the front entrance of each home be fitted
with a permanent, numbered lockbox containing a house key and that local fire
and rescue squads receive lockbox keys.
Convinced that upgrading the seniors’ homes would add value to the community,
the Association’s Board of Directors authorized Lewis to raise the necessary funds.
The tax-exempt Arizona REALTORS® Housing Needs Foundation served as the
program’s fiscal agent. Lewis raised over $25,000 in contributions, including small
contributions from scores of individual REALTORS®.
The association created a 10-member board, which included REALTORS® volun-
teers from the fire department, a senior center, an interfaith council, and Sun
City’s homeowners’ groups, local businesses, the press, and health care providers,
to oversee the Senior Empowerment Housing Needs Project.
In August 2004 the project began with the rehabilitation of the residence of Marian
and Morris Kimble. The work, carried out in one day mainly by volunteers from
the Sun City Fire Department, included installing two grab bars in the bathroom,
building two access ramps, correcting faulty wiring arrangements, installing a fire
extinguisher and two smoke alarms, and attaching an emergency lockbox by the
front door.
Newspaper coverage has helped get the Sun City story out. For example, the
Scottsdale (Arizona) Area Association of REALTORS® is promoting a lockbox
safety program for the senior homeowners in its community.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 37
Establish a Foundation
to Link with Nonprofits
M A RYLA N D A S S O C IAT IO N O F R E A LT O R S ® 2 4 , 0 00 ME MBE RS
Partnership for Housing Foundation
THE CHALLENGE Help low-income Maryland residents find affordable housing.
PROGRAM STRUCTURE A state-level foundation created by the REALTORS®, which awards matching
grants to nonprofit housing providers through local associations.
RESOURCES REQUIRED A $200,000 endowment is being raised.
FUNDING SOURCES The Maryland Association of REALTORS® appropriated $100,000 as a matching
grant to the Partnership for Housing Foundation and covers overhead costs.
Individual REALTORS® also contribute, as do other individuals and businesses.
IMPACT In one year, grants worth more than $210,000 were awarded to nonprofit
housing groups.
TARGET POPULATION Low-income residents across Maryland.
ROLE PLAYED BY Created the Foundation and raised funds for it. Local associations are involved
REALTORS® in raising funds and working with Habitat for Humanity and other nonprofit
housing groups.
CONTACT Fern Dannis, Housing Affordability Consultant
Maryland Association of REALTORS®
(800)638-6425, Ext. 46
fern.dannis@mdrealtor.org
www.mdrealtor.org
38 Blueprints for Success | N AT IO N A L A SSO C IAT IO N O F R E ALTO R S
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Starting Small on the Eastern Shore
In 2003, when the Maryland Association of REALTORS® worked with Habitat for
Humanity to build a house for a family on Maryland’s Eastern Shore, the volunteers
knew they were making a difference. “We were all so tired, but we felt that we
had contributed to something important,” says Ilene Kessler, the chief fund-raiser
for the home. “It was a way to make affordable housing real.”
The house on the Eastern Shore was the first project for the foundation, which
was created to work with state and local governments, housing organizations, and
others dedicated to promoting home ownership. However, many REALTORS®
found that driving to the Eastern Shore ate up much of the time they could spend
volunteering. The foundation decided on an alternative approach to state-
level projects.
Local Funds, Local Projects
The foundation decided to award grants to assist the 16 local associations in the
state in promoting affordable housing programs in their own communities. The
foundation also provides technical assistance, such as help in writing a fund-raising
plan. Even as the foundation is building its endowment, with a goal of $200,000,
it received $45,000 to make grants in 2004: $20,000 from the association and
$25,000 from First Horizon Home Loans.
The foundation awards grants under these conditions:
• Local associations are limited to one grant per year of no more than $5,000.
• The association must match its foundation grant 2-to-1.
• The local association should try to obtain community support and become
involved in “sweat equity” projects, rather than merely sending a check to
a nonprofit housing organization.
Eleven of the 16 local associations have received grants or are in the process of
applying. Motivated by the effort, the Mid-Shore Board of REALTORS® worked
with homeowners after Hurricane Isabel to make significant repairs not covered
by insurance. They matched a Foundation grant through a golf tournament and a
portion of dues income.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 39
Educate REALTORS ®
and Consumers
about Affordable
Homeownership
M EM PHI S A R E A A S S O C IAT IO N O F R E A LT O R S ® , T E NNE S S E E 1 , 2 00 ME MBE RS
Welcome Home Memphis
THE CHALLENGE Help families purchase affordable homes and avoid foreclosure.
PROGRAM STRUCTURE An affordable housing certification program for REALTORS®, an online housing
opportunities resource guide for both REALTORS® and consumers, and a public
awareness campaign.
RESOURCES REQUIRED $25,000 to develop curriculum and the online resource guide; $75,000 for
a public awareness campaign.
FUNDING SOURCES Memphis Area Association of REALTORS® contributed Web site design by
in-house staff. The association’s Education Foundation contributed $25,000.
Remaining funds are being sought from the association, the Education
Foundation, and sponsor donations.
IMPACT Significant interest in the program from community leaders, REALTORS®,
and nonprofit housing agencies.
TARGET POPULATION Persons with low to moderate incomes and REALTORS®.
ROLE PLAYED BY Participate in certification program, develop Web site, and create public
REALTORS® relations campaign.
CONTACT Lee Ann Williams-Maley
Memphis Area Association of REALTORS®
(901)818-2423
lwilliamsmaley@maar.org
www.maar.org
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Foreclosure All Too Common
Memphis has a large stock of housing that, with some renovation, would suit
low- to moderate-income homebuyers. However, the foreclosure rate in the city
approaches one in five owner-occupied homes in some neighborhoods, according
to the MemphisDEBT Collaborative.
To assist families in finding affordable homes and tackle the city’s foreclosure
problem, the Memphis Area Association of REALTORS® teamed up with the City
of Memphis to create “Welcome Home Memphis,” a pilot program for NAR’s
Ambassadors to Cities initiative. The Memphis initiative has three components: a
certification program, an online resource guide, and a public awareness campaign.
Certification through Welcome Home Memphis requires REALTORS® to complete
a series of continuing education courses, list and/or sell five affordable homes (up
to $160,176 each, the acquisition cost limit set by the Tennessee Housing
Development Agency) to buyers who will occupy the property, volunteer with a
nonprofit affordable housing provider, and complete a refresher course every two
years. Continuing education covers affordable financing, down payment assistance,
credit, mortgage qualification, predatory lending, home maintenance and repair,
and foreclosure prevention.
Ambassadors to Cities Open Doors
The online resource guide is a comprehensive, up-to-date Web site with
information about the aspects of affordable housing covered in the certification
classes. The site will soon provide details of specific programs available to
buyers and owners of affordable homes. A public awareness campaign will
include public relations efforts and outdoor, radio, and print advertisements.
Through the Ambassadors to Cities program, Welcome Home Memphis
has been able to draw on the City’s resources and its knowledge of housing
opportunities. Since the program’s launch in March of 2004, the first draft
of the Web site has been completed, and the first four REALTOR® education
classes were full. “If REALTORS® have all the right information, they can
help more people buy a home the right way and keep it,” says association
President Bob Turner.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 41
Create a Regional
Coalition to Pursue
a Broad-Based
Housing Agenda
TW EN TY-TW O LO C A L R E A LT O R ® A S S O C IAT IO NS IN NO R T H E R N C A L IFO RNIA
Northern California Housing Opportunities Coalition (NorCal Coalition)
THE CHALLENGE Keep escalating housing costs in Northern California from driving away
potential buyers.
PROGRAM STRUCTURE Coalition of 22 local REALTOR® associations.
RESOURCES REQUIRED Volunteer participation by a core group of 30 REALTORS®, affiliate members,
and staff.
FUNDING SOURCES Local associations ($1 per member) and Wells Fargo Home Mortgage
Emerging Markets (sponsorship of annual housing summits).
IMPACT Increased influence for REALTORS® through videos, housing summits,
a guidebook, and a Web site.
TARGET POPULATION REALTORS® and the home buying public.
ROLE PLAYED BY Organize the coalition.
REALTORS®
CONTACT Nancy Rogers, Political Affairs Director
Bay East Association of REALTORS®
(925)730-4060
nancyr@realtorassociation.com
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Skyrocketing Housing Costs Prompt Action
As California’s population has grown, housing costs have skyrocketed. Affordable
housing is difficult to find, and in many communities the problem is exacerbated
by “no-growth” regulations promulgated out of fear that affordable housing would
attract homebuyers whose presence would be detrimental to the community and
to local property values.
Nancy Rogers, political affairs director of the Bay East Association of REALTORS®,
proposed that annual summits be conducted to educate REALTORS® and the pub-
lic about affordable housing. The first was held in April 2002 and was followed in
September by a visioning workshop in which representatives of 22 local associa-
tions discussed ways to improve the housing situation at the regional, state, and
national levels.
NorCal Coalition Is Born
Out of that workshop grew the Northern California Housing Opportunities
Coalition (the NorCal Coalition). Its main goal is to provide information on
homebuying resources, primarily through its Web site, www.forhousing.com,
which includes Spanish translations. The coalition also assists individuals by
putting them in contact with nonprofit organizations dedicated to affordable
housing and has created a guidebook for REALTORS® and REALTOR®
associations on housing opportunity.
At the coalition’s well-attended annual summits, participants learn about the
many options for affordable housing in the Bay Area and discuss ways to make
still more housing available. The coalition has also undertaken a certification
program for affordable housing specialists, open to all real estate professionals,
including lenders.
But the coalition’s chief accomplishment has been the expansion of local
REALTOR® associations’ influence and their ability to address housing needs
and combat “not in my backyard” attitudes. It has lent considerable weight
to efforts to defeat no-growth regulations before they become laws, and its
success has inspired REALTOR® associations in the Central Coast and
Los Angeles areas to form similar coalitions.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 43
Develop a Consumer
Guide to Housing
Opportunities
N OR THEA ST A S S O C IAT IO N O F R E A LT O R S ® , M A S S AC H U S E T T S 1 , 7 00 ME MBE RS
Guide to Housing Opportunities in the Merrimack and Nashoba Valleys
THE CHALLENGE Provide information on affordable housing opportunities in an extremely
high cost area.
PROGRAM STRUCTURE A 32-page guidebook.
RESOURCES REQUIRED $12,700, plus in-kind donations.
FUNDING SOURCES Sponsorship from local REALTORS®, businesses, and nonprofits. Northeast
Association of REALTORS® Board of Directors pledges to make up any shortfall.
IMPACT About 60,000 guides printed and distributed free to the public.
TARGET POPULATION Working families who need affordable housing.
ROLE PLAYED BY Volunteers managed the entire project, including research and distribution.
REALTORS®
CONTACT Anne Rendle, CEO
Northeast Association of REALTORS®
(978)458-2901
rendle@massnear.com
www.massnear.com
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Frozen Out of Markets, Residents Face
Long Commutes
The Merrimack and Nashoba Valleys north and northeast of Boston have
experienced a phenomenal rise in housing prices. “It’s becoming a challenge for
anybody to find housing around here,” says Anne Rendle, CEO of the Northeast
Association of REALTORS®. “Firefighters, teachers, REALTORS® — nobody can
afford to purchase a home, and the commutes just keep getting longer.”
In 2003, the Association created a 20-member Housing Opportunities
Committee tasked with taking action without draining the association’s
resources. A Committee brainstorming session turned up a number of
housing programs about which few REALTORS® or consumers were aware.
The committee determined to pull together the information and create a guide to
affordable housing. They raised over $11,000 plus in-kind donations from the local
daily newspaper, The Eagle-Tribune, the Radisson Hotel & Suites in Chelmsford, as
well as from other sponsors.
Collecting information about housing opportunities also fell to Committee mem-
bers, who divided up the 24 towns in the Merrimack and Nashoba valleys and
paid visits to the town halls and searched the Internet to compile lists of helpful
Web links. The association staff did the layout and printing was provided free of
charge by The Eagle-Tribune.
A VIP Kickoff
The kickoff party for the Guide took place on April 6, 2004, at the Radisson Hotel
& Suites in Chelmsford. Attendees included federal and state legislators, municipal
leaders, housing officials, representatives from MassHousing, leaders from the
Massachusetts Association of REALTORS®, the Association Board of Directors,
and sponsors of the guidebook. Copies were distributed to sponsors at the
reception to ensure quick delivery to the public.
The final product is a 32-page resource guide that includes information on various
mortgage programs, down payment and closing cost assistance, and provides links
to homebuyers educations classes.
In all, 60,000 copies of the Guide to Housing Opportunities in the Merrimack
and Nashoba Valleys were printed and hand-delivered by Committee members
to REALTORS®, guidebook sponsors, and area nonprofits to be distributed free
to the public.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 45
Design and Build
Attractive Affordable
Housing
OR LA N D O R E G IO NA L R E A LT O R S ® A S S O C IAT IO N, F LO R IDA 7 , 2 00 ME MBE RS
Art in Architecture
THE CHALLENGE Develop attractive, well-designed, and affordable single-family homes that break
the “concrete box” mold and help eliminate “not in my backyard” resistance.
PROGRAM STRUCTURE Local architects, homebuilders, and REALTORS® work without fees to design,
build, and sell homes that are both stylish and affordable on land owned by a
nonprofit land trust. The Florida Real Estate Foundation, a nonprofit founded
by the Orlando Regional REALTORS® Association, administers the program.
RESOURCES REQUIRED Design and building services are provided at no cost. Association members
volunteer their time.
FUNDING SOURCES Begun with $60,000 from the association, the program is now self-supporting.
IMPACT Requests by local governments to replicate Art in Architecture and creation
of additional land trusts.
TARGET POPULATION Families at or below 80 percent of the median income for the community.
ROLE PLAYED BY Members volunteer time, and the association donates staff time.
REALTORS®
CONTACT Steve Chitwood
Realty Showcase Realtors
(407)925-5056 (cell)
stevec@dyeco.com
www.orlrealtor.com
Alternative contact: Frankie Callen Elliott at (407)691-7900.
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Why Not Award-Winning AND Affordable?
Seeing awards bestowed for luxury homes designed by top architects, Steve
Chitwood, proprietor of Realty Showcase, Inc., began to wonder if high-caliber
design could not also be created for affordable housing. In 2002, the Orlando
Regional REALTORS® Association decided to pursue the idea through a program
called Art in Architecture.
The program was launched in Holden Heights, a racially diverse, working-class
community in Orange County two miles west of Orlando, where land was still
inexpensive. With $60,000, the REALTORS® association bought four vacant lots.
The Orlando chapter of the American Institute of Architects and the Young
Architects Forum led the design planning effort. The Metro Orlando Home
Builders Association constructed cost-efficient structures. Interior designers,
operating on a budget of only $1,500 per home, added the finishing touches.
The four completed homes sold for $105,000 to $126,000, the top price allowed
for houses built and sold under Orange County’s affordable-housing guidelines.
The resulting “profit” was used to repay the REALTORS® association’s initial con-
tribution and fund the next round of building.
Land Trusts Control Housing Costs
Even with design, building, and selling costs donated, land prices can make new
homes unaffordable. The City of Winter Park, Fla., recently donated 10 lots,
each with an appraised value of $80,000, occupied by a condemned apartment
building. The REALTORS® association helped form the nonprofit Hannibal Square
Community Land Trust, Inc., which now holds title to the property. Ten new
Art in Architecture homes are under construction. Because their sale price will
reflect construction but not land costs, they definitely will be affordable.
Land trusts are not a new idea, but only recently have they been used to enhance
and preserve the supply of affordable housing. Plans are underway for the City of
Orlando to establish a land trust, which will enable the design and construction of
31 Art in Architecture townhouses and 10 single-family homes on a city block
designated for revitalization.
“But that’s not the end of it,” says Chitwood. “The Bartow, Florida, Board of
REALTORS® called to say they want to adopt our approach, and so do people
in Fort Wayne, Indiana.”
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 47
Teach Financial Literacy
to At-Risk Children
R EA LTOR S ® A S S O C IAT IO N O F L INC O L N, NE B R A S KA 1 00 ME MBE RS
Support for after-school Kid$ense program
THE CHALLENGE Instill personal finance skills in children whose apartment-dwelling parents move
them from school to school frequently.
PROGRAM STRUCTURE Kid$ense, an after-school program that teaches money skills, shows ways to
achieve homeownership, and encourages children to help their parents
manage finances.
RESOURCES REQUIRED Approximately $4,000 for materials and stipends to teach two 12-session courses.
FUNDING SOURCES Two large real estate firms in Lincoln.
IMPACT Fifty children took part in the initial program, and 75 are participating during
the 2004–05 school year.
TARGET POPULATION Fourth- and fifth-graders in after-school community learning centers.
ROLE PLAYED BY Procured Kid$ense materials for students in two community learning centers,
REALTORS® helped teach each lesson, and provided field trips and end-of-program activities.
CONTACT Liz Bruce REALTORS® Association of Lincoln
(402)441-3620
lizb@lincolnrealtors.com
www.lincolnrealtors.com
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Financial Literacy Fosters Stability
The Lincoln, NE., public school system operates community learning centers
that provide after-school enrichment programs for children and their families.
Each center designs its own program and hires teachers to serve as after-school
instructors. The centers are vital to Lincoln, whose diverse population includes
immigrants from Vietnam, Croatia, and Mexico. Some students change schools
frequently, which can disrupt their education.
Mary Bills-Strand, chair of the Affordable Housing Committee of the REALTORS®
Association of Lincoln, proposed adding financial literacy to the after-school
curriculum. She took her cue from the 4-H philosophy of teaching children and
hoping that their parents will learn.
Bills-Strand, a managing broker for Woods Bros. Realty, teamed up with
Cathie Petsch, a committee member and coordinator for the community
learning centers. Together, they looked for ways to teach students and their
parents to manage money and, in the process, gain skills needed to remain in a
long-term rented residence or buy a home. They understood that residential sta-
bility enhances learning by allowing students to stay in the same school longer.
Economics, a Field Trip, and Pizza
The two program organizers arranged for two other REALTORS® to work
with teachers to introduce a 12-session after-school program called Kid$ense.
Developed as supplementary material for the elementary grades, Kid$ense
provides textbooks and teaching materials nationwide. Lynne Schroeder and
Judy Sasek, both with Woods Bros. Realty, volunteered for about one hour a
week in fourth- and fifth-grade classes in two schools with diverse student
bodies n which more than 60 percent receive free or reduced-price lunch.
Woods Bros. Realty and Home Real Estate each donated about $2,000 to cover
books and instructor stipends for the initial program. The courses, which included
a field trip to a bank, ended with a last-night pizza party. “The students had fun,”
says Bills-Strand, “and they also learned basic concepts in economics and math.”
Kid$ense is now being extended to higher grades.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 49
Organize a Housing
Fair and Generate
Home Sales
SA N TA CLA R A C O U NT Y A S S O C IAT IO N O F R E A LT O R S ® , 5 , 9 0 0 ME MBE RS
CA LI F OR N I A
San Jose’s first major affordable housing fair
THE CHALLENGE Help low- and moderate-income prospects enter the real estate market in
wealthier communities.
PROGRAM STRUCTURE A day-long affordable housing fair offering 30 educational seminars and
60 information exhibits.
RESOURCES REQUIRED Fifteen volunteers; approximately $18,000 in expenses.
FUNDING SOURCES Sponsorships by a local newspaper, banks, mortgage lenders, the Hispanic
Association of REALTORS® and Affiliates (HARA), and real estate companies,
plus sale of exhibitor tables at $225 each.
IMPACT Increased sales of affordable homes.
TARGET POPULATION Potential homebuyers with low- or moderate-incomes interested in homes
in Santa Clara County.
ROLE PLAYED BY Designed and implemented the fair and provided guidelines for fairs in
REALTORS® 2005 and beyond.
CONTACT Warren Winsness, Chair, Housing Opportunities Committee
Santa Clara County Association of REALTORS®
(408)445-8500
www.sccaor.com
Also: JulieZiemelis@hotmail.com
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Communities Find Common Ground:
Quality of Life
The Santa Clara County Association of REALTORS® serves about 1.7 million
people in northern California’s Silicon Valley. Median home price is about
$630,000. Inadequate affordable housing and the complexity of the homebuying
process drive homebuyers with low or moderate incomes elsewhere.
“We need housing for the people who fight our fires and teach our kids” says
Paul Stewart, the association’s executive director and government affairs director.
“Without an approach that helps people on every rung of the housing ladder, our
community suffers.”
Inspired by the “With Ownership, Wealth (WOW)” housing initiative from the
Congressional Black Caucus Foundation, the association’s Housing Opportunities
Committee and other volunteers organized an affordable housing fair. The fair
took about four months to plan and implement. The San Jose Mercury News
and Washington Mutual were major sponsors. The association publicized the fair
on its Web site, over the radio, and in print media, and invited the mayor of
San Jose to speak.
3,000 Prospects Turn Out
The Affordable Housing Fair was held on a Saturday in April 2004 in San Jose’s
Parkside Hall. Exhibit space was allocated equally among REALTORS®, mortgage
companies, and nonprofit housing organizations.
One-stop shopping made it possible for fairgoers to investigate housing and financ-
ing options. Thirty speakers gave 45-minute seminars on topics ranging from cred-
it scoring to finding the right real estate professional. A multilingual education
center taught homebuying basics in Chinese, Spanish, and Vietnamese.
About 3,000 came to look, learn, and buy. “One REALTOR® got six sales from
the fair,” says Julie Ziemelis, the association’s communications director. “The
consumer, the community, and the industry all benefited from this event. And,
of course, first-time buyers become your friends for life.”
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 51
Volunteer in
Community-Based
Home Repair Program
ST. CHA R LES C O U NT Y A S S O C IAT IO N O F R E A LT O R S ® , M IS S O U R I 1 , 6 00 ME MBE RS
Collaboration with Sts. Joachim and Ann Care Service
THE CHALLENGE Remedy housing code violations by homeowners unable to make repairs on
their own.
PROGRAM STRUCTURE Periodic assistance with home repair activities sponsored by Sts. Joachim
and Ann Care Service, a community-based organization.
RESOURCES REQUIRED Volunteers at any skill level.
FUNDING SOURCES All repair expenses are paid by Sts. Joachim and Ann Care Service.
IMPACT More than 150 residential properties repaired and brought up to code.
TARGET POPULATION Low-income, elderly, and disabled homeowners cited for housing
code violations.
ROLE PLAYED BY Recruited, motivated, and organized volunteers.
REALTORS®
CONTACT Judy Bateman, Past President
St. Charles County Association of REALTORS®
(636)946-5000
judith.bateman@Century21.com
www.stcharlesrealtors.com
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For Needy Homeowners, Maintenance Requires
Community Support
The St. Charles County Association of REALTORS® serves an area just west
of St. Louis, MO. The county’s median income is $50,000 to $75,000 and most
homes are $100,000 to $150,000.
When a house or property falls into disrepair, county housing-code enforcement
officers typically issue a citation and a 30-day notice to remedy the violation.
When needy homeowners are unable to comply, their properties lose value and
habitability, and neighboring properties are adversely affected.
Sts. Joachim and Ann Care Service, a faith-based, all-volunteer organization in the
county, aids families who fall below federal poverty guidelines. Under its housing
assistance initiative, “Repairing Homes, Restoring Hope,” the Care Service screens
housing code citations to identify qualified owner-occupied homes of low-income,
elderly, or disabled families, then puts out a call for volunteers.
REALTORS® Join the Program
In 2003, Judy Bateman, then president of the REALTORS® association, arranged
for members to participate in “Repairing Homes, Restoring Hope” through the
association’s Community Outreach Program. The program’s goal was to get 15
to 20 volunteers to help one Saturday a month in the fall, winter, and early spring.
All expenses were paid by Sts. Joachim and Ann Care Services, which receives
financial support from federal and state sources, such as the Missouri Housing
Trust Fund.
REALTORS® have worked alongside Boy Scouts, high school students, and mem-
bers of other organizations on tasks such as brush clearing and house painting.
“This is truly a community-wide activity,” Bateman says. “You get to work with
your hands and your heart.”
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 53
Partner with
Counseling Agency
WACO A SSOC IAT IO N O F R E A LT O R S ® , T E X A S 6 00 ME MBE RS
Collaboration with Neighborhood Housing Services
THE CHALLENGE Help working families understand the homebuying process and qualify for
down payments.
PROGRAM STRUCTURE A formal collaboration between REALTORS® (individuals as well as association)
and Neighborhood Housing Services (NHS), Waco’s leading nonprofit
counseling agency.
RESOURCES REQUIRED Ad hoc assistance from association members, averaging 40 hours per person
per year.
FUNDING SOURCES Volunteer activity.
IMPACT One thousand families assisted in the purchase of first homes.
TARGET POPULATION Minority working families, who make up more than 50 percent of the
Waco population.
ROLE PLAYED BY Meeting space, guest speakers, volunteer support, and other assistance,
REALTORS® provided in exchange for NHS services to clients referred by REALTOR®.
CONTACT Christopher H. Gutierrez
Waco Association of REALTORS®
(254)662-9800 or (866)662-9807
txlandinfo@sbcglobal.net
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One Thousand Families Get Advice,
Down Payment Assistance
Established in 1993 as a nonprofit corporation, Neighborhood Housing Services
(NHS) has assisted more than 1,000 families in becoming first-time homeowners,
providing thousands of hours of consumer and credit counseling. Most of the
beneficiaries are hard-pressed members of minority groups. As a whole, their
level of homeownership falls far below the national average.
The NHS HomeOwnership Center has dispensed over $1.8 million in down pay-
ment loans and has spent almost $4 million to build or rehabilitate more than 70
affordable homes. Funds come from a variety of public and private sources,
including tax-deducible contributions from members of the Waco Association
of REALTORS®.
While its board members are local business leaders, lenders, civic leaders,
and representatives of local government, NHS is also a member of the
national NeighborWorks Network, the source of high quality “Homebuyer
Education” materials and a well-regarded four-part financial literacy course,
“Financial Freedom.”
A “Symbiotic Relationship”
NHS and the Waco Association have created a business relationship that is
successful for homebuyers as well as for REALTORS® and the counseling agency.
Christopher H. Gutierrez, CCIM, proprietor of Texas Industrial & Commercial
Real Estate Services, Inc., an association member and an NHS board member,
calls the relationship “symbiotic.”
NHS provides counseling services to clients referred by REALTORS®. For
example, it helps non-qualifying homebuyers overcome credit obstacles and
works with clients to secure down payments and closing-cost assistance. The
association, in turn, provides NHS with services and resources such as meeting
planning, meeting space, communications services, and coordination. Most
important, once a prospect is counseled and qualified, he or she is directed
back to the referral REALTOR®.
REALTORS® also participate in events such as homebuying courses and an annual
HomeOwnership Expo, which attracted more than 3,000 potential homebuyers in
a single weekend.
N AT I ONAL AS S O CIAT IO N OF REALTORS® | Blueprints for Success 55