PARTNERING WITH LANDLORDS

Beyond Shelter205 South Broadway, Suite 608

Los Angeles, CA 90012(213) 252-0772

National Alliance to End HomelessnessAnnual Conference on Ending Family Homelessness

February 10, 2012, Los Angeles, CA

Keys to Accessing & Retaining Rental Housing

1) Market the program

2) Proactively outreach and develop relationships with landlords

3) Advocate, advocate, advocate

4) Set clients up for success

5) Maintain good relationships

1) Marketing The Program

Marketing the program is one of the best tools to use in developing a pool of landlords and management companies who are willing to rent directly to your clients.

In many ways, you are “selling a product” in the open market.

Basic Incentives & Protections for Landlords

Tenant education

Home-based case management

Landlord backup – someone to call

Free, quick tenant referrals

Enhanced Incentives & Protections

Increasing deposit amounts

Protective payee services Example: Tabor Community Services (Shelter to

Independent Living Program) in Lancaster, PA

Certificated tenant education programs

Example: Example: Oregon Second Chance Renter Rehabilitation Program

Example: United Way of King County (Seattle) Ready to Rent Program

Enhanced Incentives & Protections (Cont’d)

Rent guarantees

Wear & tear guarantees

Example: King County (Seattle) Risk Reduction Fund/Landlord Liaison Project

Example: Salt Lake County, UT HARP Program

Eviction/unlawful detainer guarantees

Example: St. Stephen’s Human Services in Minneapolis, MN

Example: Grand Chance Program in Washington State

2) LANDLORD OUTREACH

Marketing materials

Agency or program brochures

One-page informational handouts or fact sheets

Letters written by partnering landlords

Client success stories

Media coverage of agency or program

LANDLORD OUTREACH (Cont’d)

Networking

Local rental housing associations’ trade shows

Nonprofit housing conferences

Board members and Donors

Warm hits/existing landlord partners

Informal opportunities: Always Be Thinking Housing!

Landlord Outreach (Cont’d)

Program orientations for prospective landlords

Breakfasts or luncheons at your program’s office are a good draw

Provide informational packets and program overview

Testimonials from participating property owners as well as families/clients are helpful

Participating landlords and property managers can also answer any questions that potential landlords may have

Have a sign-in sheet for follow-up after the event

To keep in mind when doing landlord outreach…

Do not be afraid of rejection

Be persistent

Make things happen, don’t wait for them to happen

Keep a positive attitude and expect success

Landlords’ relaxing screening criteria (e.g., overlooking an eviction) for your clients is not a violation of federal or state fair housing laws, which only cover protected classes (race, gender, creed, etc.)

3) Advocacy Strategies

Explain how prospective tenant has taken responsibility for past mistakes and can demonstrate positive steps taken to resolve those issues

Explain why because of supportive services past rent history will not necessarily predict future rental behavior

Advocacy Strategies for Overcoming Barriers (Cont’d)

Obtain support letters: e.g., from probation officer, local pastor, shelter operator, etc.

Poor credit is not necessarily due to not paying rent on time in past – demonstrate history of on-time payments (rent ledger or letter from former landlord; cancelled checks or money orders

Strategies for Overcoming Barriers (Cont’d)

Provide documentation from accounts in good standing (e.g., medical co-pays or premiums, car insurance payments, phone bills, storage facilities, shelter program fees, etc.)

Negotiating rents, deposits (don’t assume it can’t be done)

Subsidy set-asides; homeless preference

4) Set Clients Up for Success

Tenant Education

Tenant and landlord rights and responsibilities

Review lease terms, and create reminder lists based on simple translation of leases

“What will get me in trouble and (eventually) evicted”

“What is landlord or manager allowed to do”

Life Skills Education

Housekeeping – oftentimes, property damage is from carelessness and ignorance, not malicious intent

Checklists can be helpful here too

5) Maintaining Good Relationships

Follow-up with property owner or agent

Call regularly, get feedback on rental situation

Don’t just check in when things are going downhill

Keep your commitments

Respond within the time frames promised

Intervene/mediate when appropriate

Ensure committed home visits and case management occur

Maintaining Good Relationships

Keep open lines of communication, and create program tools and protocols to facilitate dialogue

For example, institute an “early warning” system with landlords

Sample communication tool: Hennepin County landlord-tenant-case manager communication agreement

Strategies for Addressing Problems

More frequent home visits and phone contact

Recalibrating case plans

Linkages with community-based resources and services, including rent-to-prevent eviction, detox, DV counseling, etc.

Landlord-tenant mediation

Addressing problems (cont’d)

Keep in mind: sometimes relocating a client is best for all parties involved

Relocation in this way can be a win-win: client doesn’t have eviction on their record and landlord or management company may be willing to provide housing opportunities for other clients

Maintaining Good Relationships

Go the EXTRA MILE

Host owner appreciation events such as a breakfast; present plaques or certificates

Send thank you cards from staff and clients

Get to know something personal about the landlord i.e. birthday, favorite sports team and offer cards, souvenirs etc.

Maintaining Good Relationships

Go the EXTRA MILE (Cont’d)

Recognize “landlord of the year” in agency newsletters and other ways

Be willing to “do favors” (e.g., to connect other tenants to services)

Send e-mail or snail mail newsletters to landlords keeping them up to date on program happenings, results, staffing changes, etc.

Maintaining Good Relationships (Cont’d)

Show them you value them as “customers”; ask for their input

Host annual meetings with participating landlords to get feedback

Send evaluation forms at the end of 6 months or 12 months in housing

Establish a landlord advisory committee