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Recruiting Methods and

Working With Families

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RECRUITING METHODS

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Developing a Recruitment Plan

Step 1 - Know Your Target Market

a) Where is your targeted market located? Work, church, home, clubs, PTA, etc.

b) What media reaches them? Radio, TV, newspaper, etc.

c) Where do they go and when? Laundromats, gas stations, grocery stores, restaurants, daycare, community events

d) Who are your community partners? Social service agencies, lenders, rental agencies, realtors

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Step Two – Analyze the Informationa)Review the data collected to determine where and how to reach most families

Step Three – Investigatea)Contact organizations, employers, churches, radio stations, newspapers, etc.

b) Get the word out about your program!

c) What are your costs? Are there other FREE methods available?

Step Four – Plan and Make Decisionsa)Can you delegate tasks?

b) Do you have to do everything yourself?

c)What are your time frames and dates for objectives?

d) What does your marketing and advertising budget look like?

e) How can you make your program most effective?

f) Refer to “Recruitment Methods” for some ideas 4

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Five elements of a good message:1. Attract Attention – Create interest

2. Stress Advantages & Benefits of the Self-Help Housing Program

3. Prove What you Say is True

4. Persuade

5. Ask for Action

Benefits of Self-Help Housing

a) Means different things to different people

b) Decide which aspects are important to your targeted market

c) Incorporate these aspects into the message

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Sample Chart of Potential Benefits

Product – Stress Advantage

Modern, convenient, well built

Energy-efficient

Quality materials

Maintenance free

Designed to meet your needs

Modern appliances

Price – Stress Value

House payments based on ability to pay

No down payment

Save money

Affordable financing

Best financing in the country for new construction

Self – Stress Improvements

Sense of accomplishment

Independence

Improving yourself

Doing better for yourself

Security, Happiness.

Better and safer environment for family

Develop construction & maintenance skills

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Benefits of the 502 Loan Program

Effective interest rate below market rate

Payment is based on income and adjusted annually

Repayment period is 33 or 38 years

No down payment is required

Closing costs can be financed out of the loan

Interest and mortgage payments are deferred during construction

Moratorium - Suspends the borrower’s requirement of making monthly payments for up to a 2-year period do to hardship situations (lose job, medical illness, injury, etc.)

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Recruitment Methods to Try

Newspapers – Both daily and weekly, try free and paid advertising, featured article, ad positioning is critical, classified adds great in some areas, activities announcements

Radio - paid ads, PSAs, talk shows, interviews

Television - featured on the local news, local community forum programs or PSAs

Flyers, Posters, Handouts - simple, easy to read, attractive flyers for public distribution in RD offices, stores, community bulletin boards, restaurant, etc.

Brochures – can be the best marketing tool used, place in supermarkets, Laundromats, restaurants, waiting areas, public service facilities

Direct Mailings - can be expensive, may be more rewarding, church mailings, waiting lists for subsidized rental housing, enlist assistance of social service agencies, housing authorities and local employers 8

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Recruitment Methods to TryCommunity Meetings

Trade Shows, Human Service Fairs, Mall Exhibits, Community Fairs - consider time and effort needed

Organizations, Colleges, Trade Schools, Headstart, Migrant Education Centers

Churches

Local governments – referrals for families, land, grants

Local employers - post brochures on their bulletin board, stuff employee paycheck envelopes, or set up a table in the break/lunch area

Contact members of low-income - apartment complexes, housing authorities

Host a tenants’ meeting9

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Recruitment Methods Tips

1. Try many options to determine what works best for you

2. Stay in contact with the local media

3. Try the classified ads!

4. Radio stations – morning program usually have a larger target listening area

5. TV – try to get a local featured interview. Public service announcements (PSA) are free – use them!

6. Paper distribution - Flyers, posters, handouts, brochures

7. Develop a list of key points

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Market ResearchEliminates trial and error in recruitment

Know which methods worked best and are reaching target market

Survey those who have responded to recruitment efforts

Continuously review and revise strategies to keep activities alive

Your goal should be to have “word of mouth” work for you

Useful GuidelinesDecide on the message – must be interesting to target market

Select the media – message and intended audience usually drives which media to use

Put it in writing – prepare a written release

Mail to the right person and mail by the deadline 11

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WORKING WITH FAMILIES

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Intake and Screening

First contact probably by phone; Ask questions and share information; Plan questions that abide by Fair Housing Laws; Gather the following information: Income, Employment, Credit, Marital Status, Housing, Citizenship, Family Size

Give the following information:1.Self-Help concept2. Participant responsibilities3. Homes will began and be completed at the same time4. Examples of participant’s work5. No downpayment6. Monthly payments based on income, give range if known7. Loan term8. Be honest and clear9. Maintain a waiting list

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Pre-Construction Educational Meetings

Topics of discussion

Basic banking skills

Maintaining good credit

Selecting building lots and house plans

Homeownership responsibilities and maintenance

Property taxes and insurance

Membership Agreement and teamwork

Construction procedures and techniques

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Pre-Construction Meeting 1Introduction to Self-Help

What is self-help housing?Who is the sponsoring agency' for the program? Where does the mortgage loan come from?Requirements for participation in the programHow long does it take to build houses?The importance of family labor participationThe cost of houses built by the self-help method

PurposeThis meeting introduces families to the program and answers their questions about how it operates. During this meeting it is important for the Group Worker to provide direct and honest answers to all the questions asked by family members. The Group Worker should be positive, friendly, and professional in order to give families confidence in their ability to build their own homes. Nevertheless, the Group Worker shouldn't understate the commitment required.

ResourcesA pamphlet prepared by the self-help organization describing the self-help program. Also slide shows and other visual aids, if available.

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Pre-Construction Meeting 2 502 Loan Process

Suggested TopicsRD's 502 Loan eligibility criteriaThe loan application and processing proceduresInterest credit and how it works

Mortgage paymentsLoan servicing by RD in the Local OfficeRD's expectations of the self-help participant & RD's foreclosure policy

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Purpose

This meeting provides families with an in-depth discussion of RD's Rural Housing Loan Program. You should invite the RD Local Specialist to attend this meeting to explain the loan program and answer questions that families will have about mortgage payments. This also gives the Local Specialist an opportunity to indicate that RD expects families to make a commitment to the program by attending group meetings, providing actual labor hours during construction and meeting their obligations after the house is completed by making mortgage payments on time and paying taxes and insurance. RD's participation in the preconstruction process is important to the success of the self-help program because it creates and contributes to a mutual understanding between the self-help organization, RD, and the participant families.

Resources

Graphs and other visual aids explaining the 502 loan program. In addition, the GroupWorker can review the requirements for participation with the families.

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Pre-Construction Meeting 3Explanation of Lot Selection and House Plans

Suggested TopicsAvailability of building lotsWhich house plan fits which lotTypes of lots: regular, cul-de-sacLimitations according to family size

PurposeThis meeting begins the process leading toward the completion of the families' loan applications by introducing building lots and house plans.

ResourcesDisplay photographs or drawings of the selected house plan(s) during this meeting. The Construction Supervisor can be introduced at this meeting to explain the house plans under consideration. Maps and subdivision plats (charts showing property boundaries) can also be shown. Encourage families to visit the subdivision and choose their lot of choice prior to the next meeting. (Programs which are building on scattered sites or building lots already owned by the families would emphasize the placement of the house on the building site rather than lot selection.)

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Pre-Construction Meeting 4Selection of Lots and Options

Suggested TopicsExplanation of color schemeReview of items not allowedReview of house plans and building lotsSelection of building lot and color options by each family PurposeTo the participant families, this is probably the most important meeting they have yet to attend. Families will labor for many months to build their houses. The Group Worker must be extremely careful to ensure that each are pleased with their prospective home. An unhappy family member could disrupt the construction phase at a later date. Self-help housing is not a custom home building program. This means that self-help organizations must first decide the number of house plans to offer, the range of colors families can choose from and the kinds of fixtures and appliances families can choose for their homes. It is important for families to understand that the self-help organization has set limits which affect their range of choices. Families who are unable to accept these limitations should not participate in the self-help housing program. Self-help programs may choose to discuss these detailed topics separately with each family, instead of in a group setting, because of the many questions families usually have about these items.

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ResourcesHouse plans, color charts for interior and exterior paints, floor tile and countertop samples, roofing samples, and other color options should be available during this meeting. Subdivision plats and maps should also be available for inspection by families. The Group Worker should use an option and color chart form to record the selections of each family. The items-not-allowed form should be reviewed in detailin order to prevent later misunderstandings between families and RD.

Pre-Construction Meeting 5Membership Agreement and Election of Officers

Suggested TopicsReview and explain the membership agreementReview and explain officers‘ dutiesSelect a name for the associationElect officers

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PurposeThis meeting provides the structure necessary for the continued existence of the association. It begins the process of group formation by establishing a name for the association and by electing group leaders. In addition, it creates the official structure of the program by outlining in the membership agreement, the expectations and penalties for group members.

ResourcesThe membership agreement is the primary resource for this meeting. Each participant should be provided with a copy of it to read and study during the meeting. The officers' duties should be explained and reviewed in detail; a copy of the proper description should be given to the person elected for each position. In addition, the Group Worker can meet with the newly elected officers after the general meeting and distribute and explain the proposed agendas for future meetings. Self-help organizations may choose to discuss the suggested topics in two meetings, instead of one, because of the great number of topics and their importance.

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Pre-Construction Meeting 6Review of Loan Packages and Signing the Necessary Forms

Suggested TopicsReview each family's loan application, house plans and cost estimates, plot plans, and loan docket formsSigning RD’s documents, Scheduling the application submission interview

PurposeReview the families’ loan application packages. Each family should review the documents in their loan package and sign the necessary forms. The Group Worker should make sure the house plans and lots are the same ones selected by the family the previous week. Cost estimates for the houses should be thoroughly reviewed. Each family should indicate a time when they will be able to have an interview with the RD Local Specialist. You should submit the signed applications to RD following this meeting.

ResourcesThe completed loan application packages, (the self-help organization keeps one copy for its files and the original is submitted to RD) should be reviewed by each family. The Group Worker, Construction Supervisor, and Project Director should all attend this meeting. Some programs invite the RD Local Specialist to attend this meeting and to interview the families at this time. This will depend on the willingness of the Local Specialist to attend group meetings. 22

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Pre-Construction Meeting 7Property Taxes and lnsurances

Suggested TopicsProperty tax assessments in the local areaProperty tax exemptionsWays of planning and saving for tax paymentsRD property insurance requirementsTypes of insurance coverage available and their costsDefinitions of insurance termsMaking claims against insurance policiesOther types of insurance

PurposeThis meeting is very important to families that have never owned a home. The failure to pay property taxes and property insurance premiums on a timely basis can result in the loss of the house. Group Workers should be sure that participant families understand the importance of making these payments.

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Resources

Generally, the officers of the self-help association invite the local tax assessor and several insurance agents from the community to address members of the group, explaining these subjects in detail. The Group Worker should also be prepared to answer questions about these topics. Often the Group Worker will have reviewed definitions of the terms at the previous meeting so that the association will be familiar with the "trade vocabulary" before this meeting. It is also important that local business people and government figures attend this meeting to interact with the association and meet members of the group.

Pre-Construction Meeting 8Credit Buying and Budgeting

Suggested TopicsCredit vocabulary and the cost of creditCredit sourcesMaintaining good credit ratingsPurchasing new furnitureHow to plan the use of money, budgeting for mortgage payments, taxes, and insuranceSaving to buy new things for the house

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Purpose

There are two reasons for holding this discussion on credit and budgeting during the pre-construction phase. First, most families want to furnish their new house withnew furniture. This often leads to higher debt loads than they can handle when added to ownership costs and can result in the eventual loss of their house. Second,low-income families tend to pay more for credit than middle-income families because they do not understand the true cost of credit buying and borrowing. The self-help organization can help them to stretch their incomes by teaching them how to buy wisely.

Resources

Visual aids for use in presenting this material. The Extension Service and other organizations such as credit unions and cooperatives have consumer information available upon request. Offices of Consumer Affairs in many states can also provide information for use in this meeting.

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Pre-Construction Meeting 9Introduction to Construction Procedures

Suggested TopicsPlot plans and blueprintsCommon construction terms and vocabularyConstruction materialsThe use of hand toolsSafety on the job siteGeneral phases of house construction

PurposeThis meeting introduces participant families to the construction phase. It should be directed by the Construction Supervisor who will be working with the families during construction. It is important that a feeling of confidence and trust develop between the Construction Supervisor and group members.

ResourcesEnlarged plot plans and blueprints, model houses, model foundations and landscaped lots, hand tools, first aid kits, and samples of common construction materials.

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Pre-Construction Meeting 10Demonstration of Construction Techniques

Suggested TopicsUse of power tools and equipment, building materials and construction scheduleRD’s construction inspections, RD's expectations of familiesHandling materials, Job site cleanliness and safetyFamily labor records

PurposeMany self-help organizations like to give family members the opportunity to use certain hand tools and equipment during this meeting. This may be accomplished by cutting and nailing together tool boxes or by applying roofing to a section of plywood. The Construction Supervisor should demonstrate the use of dangerous power tools and instruct families on tool safety. The recording of labor hours and family labor participation should be emphasized at this meeting. Some self-help organizations recommend that topics directly relating to construction such as the use of tools, for example, are better conducted on-site rather than in an office. Regardless of the meeting place, the construction meeting is a very important one to hold and should precede actual construction by participant families.

ResourcesSamples of power tools, building materials and other materials as needed. 27

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Pre-Construction Meeting 11Final Construction Preparations

Suggested TopicsPurchase of materials and cost controlFamily labor schedules, Preparation of building sites by familiesPreparation of tools and materials, Preparation of identification signsPlans for initial construction activities

PurposeDuring this meeting the Construction Supervisor should plan for the first days of construction activity. This includes scheduling the clearing of building sites, setting temporary electrical poles, and other necessary tasks. In addition, each family will be required to complete a labor schedule indicating the times they will be available to work on the houses under construction.

ResourcesLabor schedule forms, sample purchase orders, delivery slips, invoices and family checks, and materials needed for the preparation of lot identification signs (if they are made at this time).

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Pre-Construction Meeting 12Loan Closing Procedures

Suggested TopicsThe role of title companies, Escrow accounts, Closing statementFees paid by the family, Introduction to the checking account, Purchase of property insurance policy, Appointments for loan closing

PurposeThis meeting explains exactly what will happen during loan dosing.If possible, an attorney or a representative of the title company should be invited to speak to the group about this procedure. It is important that families understand the loan closing procedures and documents that they will be signing. The Group Worker should make sure that the property insurance policies are purchased prior to loan closing and should plan to accompany the families to loan closing. In addition, the Group Worker should introduce the families' supervised checking accounts which will be established for payment of bills during the construction phase. Families should be told about the supervised nature of the account, how checks are written and signed, and how the books for each family's loan balance are kept.

ResourcesSample loan closing documents, a list of the fees to be paid by families, information concerning the purchase of property, insurance policies, sample checks, sample invoices, and sample family spreadsheets. 29

Construction Meeting 1Landscaping

Suggested TopicsUse of 502 loan for landscapingChoice of shrubs, trees, flowers, etc.Advice on maintaining yards and plantsUse of local resources for landscaping

PurposeThe Group Worker and the Construction Supervisor should prepare information about landscaping techniques suitable for the local area. Often the Extension Service can provide all the necessary information and attend the meeting as a resource.

ResourcesLandscaping plans (provided by the Extension Service), a representative from the Extension Service and a slide presentation or other visual aids of good landscaping ideas.

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Construction Meeting 2Home Maintenance and Preparation for Occupancy

Suggested TopicsThe importance of home maintenance and repairRD's maintenance requirementsMethods of maintenancePreparation for occupancyReview of mortgage payments, taxes, and insuranceRD’s final inspection procedures

PurposeThis meeting should be used by the Group Worker and Construction Supervisor to prepare families for occupancy of their completed homes. The meeting should be held in advance of construction completion in order to avoid a situation where families want to move into their homes before attending this meeting. A RD representative may want to attend in order to explain monthly payment procedures and other obligations of participant families.

ResourcesSelf-help organizations should prepare a maintenance booklet for distribution to families prior to occupying their homes. He contents should include information regarding the maintenance of their houses. Manufacturers of floor tile, countertops, ranges, etc., will often provide bulk materials concerning their products, upon request. 31

MATERIAL SELECTION PACKET

FAMILY Name: Phone (Home): Lot. #: Block : Model: Phone (Work): Address: CABINETS AND COUNTERTOPS:

Dishwasher Opening: Yes NoMicrowave Oven: Yes No(Cabinet installer will provide correct cabinet opening)Note: You must notify the electrician for proper installation of wiring.

KITCHEN CABINETSModel1487 Only- Hall valet will be the same as the Kitchen cabinets.Base: Number: Color: Countertop: Number: Color:Knobs: Doors. Drawers: Family Initial: Date:

BATHROOMS CABINETS Base: Number: Color:Vanity Top: Number: Color: Knobs: Doors: Drawers: Family Initial: Date:

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ROOF SHINGLESNumber: Color: Family Initial: Date:

CERAMIC WALL TILETILE FOR USE IN SHOWER TUB AREA ONLYNumber: Color: Family Initial: Date:

Two Story Homes Only- VINYL SIDING

Number: Color: Family Initial: Date:

FLOOR COVERINGSNOTE- IF YOU WANT VINYL THROUGHOUT THE HOME YOU MUST SIGN A WAVER BEFORE INSTALLATION. VINYL: NOTE - Standard installation includes kitchen, baths, hallway and entries. Vinyl can not be installed on staircase.

Number: Color: Family Initial: Date:

CARPET:Number: Color: Family Initial: Date:

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PLUMBING FIXTURESKitchen sink is a stainless steel 50/50, extra deep, double basin sink.

BATHROOMS (Tub, Sink, and Toilet) White OnlyNote: Window frames are white and come with screens. All bathroom windows will be opaque (frosted).

KITCHEN APPLIANCES: (Refrigerator, Range, and Range Hood)If you decide to purchase a microwave oven please note that a range hood must still be ordered and installed for final inspections.White: Bisque: Black: Family Initial: Date:

CEILING FANS:Only- Energy Star Fan: Family Initial: Date:

PAINT INTERIOR: Check OneCEILING/PRIMER: Ceiling White Flat Only:INTERIOR WALLS: Number: Color:BATHROOMS: Semi Gloss: Satin Finish: Scrubmaster Flat:Family Initials: Date:

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INTERIOR TRIM: (Baseboards, Doors, and Bi-folds)Number: Color: Semi GlossFamily Initial: Date:

HANDRAILS: (Two Story Homes Only) All grip 435Number: Color :Family Initials: Date:

EXTERIOR PAINT:Body: Number: Color: Trim: Number: Color: Door: Number: Color: White____ or No Paint_____Family Initial: Date:

PORCH CEILINGWhite__________ Or No Paint_____________Family Initial: Date: NO CHANGES CAN BE MADE AFTER ORDER HAS BEEN PLACED. Thank you for your cooperation.

FAMILY SIGNATURES: DATE:

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