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Posts Tagged ‘Manufactured Housing Industry’

Manufactured Housing Poised for Louisiana Flood Recovery Efforts

August 25th, 2016 No comments

The number of people in Louisiana that have been driven from their homes during the flood is staggering.  There is no question that most will rebuild.  The people of Louisiana are tenacious and because our factories are outside the flood area, the manufactured housing industry has a chance help speed the recovery.

Our industry can provide an option of green, great-looking, cost-effective homes that can be delivered in weeks – not months.

JohnBostickPresidentSunshineHomesRedBayAL-OurIndustryProvidesGreenAppealingOptionsWeeksNotMonths-DailyBusinessNews-MHProNews

Our industry has the ability to help the good people of Louisiana put their lives back in order in an expedient manner. ##

(Editor’s Note: this letter was sent in response to the tragic flooding in Louisiana, widely reported in the media and on the Daily Business News, including the latest, linked here.)

john-bostick-president-ceo-sunshine-homesINCRedBayAL-DailyBusinessNews-mhpronews-comJohn Bostick
President and CEO
Sunshine Homes, Red Bay, AL

Manufactured Housing Institute Responds to Doug Ryan-CFED commentary on CFPB report on Manufactured Housing Finance

October 6th, 2014 No comments

Tony,
As the national association serving as the voice of the manufactured housing industry, Tim (Williams) asked that MHI respond to your inquiry. Our official response is provided below.

Doug Ryan and CFED have been consistent supporters of manufactured housing and continue to recognize manufactured housing as an important source of affordable housing for low- and moderate income families, particularly in rural and underserved communities.

Unfortunately, they fail to recognize the valuable role retailers and sales representatives have historically played in helping consumers identify financing alternatives. Ryan's message insinuates the industry is somehow preventing consumers from selecting less expensive real estate-secured mortgage loans. He says, "many borrowers of chattel products could have qualified for traditional, less expensive mortgages but did not get the chance simply because they were not offered or made aware of the options.”

mhi-logoAs the regulations are currently written—this is what MHI is attempting to fix in HR 1779/S 1828—the retailer cannot help the customer find a mortgage lender or inform the consumer of alternatives. The consumer needs the retailer’s help to become informed of the financing alternatives.

Today, a consumer might contact a dozen conventional mortgage lenders without locating a lender willing to assist them with a low balance mortgage. Prior to the CFPB Loan Originator compensation rule (CFPB defines sales commission from the sale of a home as meeting the compensation definition under the Loan Originator rule), a retailer representative could discuss financing alternatives with consumers including conventional mortgage lenders who offer low balance conventional mortgage loans.

Since the Loan Originator rules became effective, it has become nearly impossible for a retailer to assist consumers without inadvertently becoming considered a Loan Originator and becoming a covered person under Bureau regulations. CFED wants consumers to be informed of financing alternatives, but the people who have the best opportunity to inform them are effectively barred from having those conversations.

Ryan adds, “Indeed, one clear way to address this issue would be for industry to support titling reform that would give families the option to title their homes as real estate and the opportunity to access real estate loans."The manufactured housing industrysupports legislation in all states to provide the alternative of titling manufactured homes as real estate where the home is sited upon land owned by the consumer and when financing is needed, the consumer pledges a first lien position in the land.

jason-boehlert-manufactured-housing-institute-(c)mhpronews-com-75x75-.gifJason Boehlert
Manufactured Housing Institute (MHI)
Senior Vice President of Government Affairs
1655 North Fort Meyer Drive
Suite 104
Arlington, VA 22209

Related Links:

1) – MHI's Response to CFPB's Report (Editor's Note, the MHI link includes the full CFPB report as a free download)

2) – MHARR's Response to RV legislation and CFPB's Report on Manufactured Housing

3) – CFED's Doug Ryan sounds off on Consumer Financial Protection Bureau (CFPB) Report on Manufactured Housing and MH Financing

4) – CFPB Report on Manufactured Housing Signals Areas of Future Concern

    (Editor's Note: The views expressed by Jason Boehlert are his own and/or those of the MHI, and should not be construed to be the views of MHProNews or our sponsors.Other viewpoints on this or other industry topics are encouraged.

    MHProNews plans anIndustry in Focus Reportusing extensive comments from a range of industry professionals on this topic. Watch for it mid-week at the news/reports module link above.)

    CFPB Report on Manufactured Housing Signals Areas of Future Concern

    October 6th, 2014 No comments

    On Tuesday, the Consumer Financial Protection Bureau (“CFPB”) released a white paper summarizing their research on the manufactured housing industry. The Bureau relied upon information compiled by various surveys, data available pursuant to the Home Mortgage Disclosure Act (“HMDA”), and voluntary submissions of information by institutions in the manufactured housing industry. Although the CFPB acknowledges that they are still seeking additional information on the industry, the report, among other things, provides a detailed description of the manufactured housing market, the demographics of consumers who reside in manufactured homes, and the impact of the current regulatory climate on the industry.

    The CFPB also developed seven “key findings” from this research, many of which likely will come as no surprise to those actively involved in the manufactured housing industry. For example, the Bureau explains that manufactured homes are more likely to be located in non-metropolitan areas than site-built homes, and that manufactured homes typically cost less than site-built homes. These types of findings lead the Bureau to conclude that the industry is “an important source of affordable housing, in particular for rural and low-income consumers.” On the other hand, however, they believe that “these same groups include consumers that may be considered more financially vulnerable and, thus, may particularly stand to benefit from strong consumer protections.”

    With respect to the specific protections that may be necessary, the CFPB declines to make any conclusions and, in fact, leaves certain questions open for further research. For example, the white paper describes how consumers in the manufactured housing industry can either utilize real-property financing or chattel financing, and explains some of the short-term and long-term trade-offs that exist between the two options. However, it appears that the Bureau is concerned with, and wants more information on, “[t]he extent to which consumers are aware of these trade-offs and how consumers weigh them.” This information indicates that the CFPB will pay particular attention to whether or not borrowers are adequately informed about the trade-offs associated with pursuing chattel financing instead of real-property financing.

    The report does acknowledge that some of the title XIV Dodd-Frank Act amendments, including those made to the Home Ownership and Equity Protection Act (“HOEPA”) and the Truth in Lending Act (“TILA”), expand protections for consumers in the manufactured housing market. They also briefly describe the actual and theoretical impacts of these laws and the underlying regulations. For example, they admit the possibility that additional disclosure requirements and other burdens could increase the cost of extending credit to consumers seeking financing for a manufactured home. Prior to the rules being finalized, the CFPB received comments expressing concern that the proposed HOEPA high-cost thresholds would disproportionately impact small-balance loans that are often used to purchase manufactured housing. Many in the industry believe that these standards, which have been in effect since January 2014, are in fact reducing the availability of credit in the manufactured housing market because these loans are now classified as high-cost.

    Similarly, the new Loan Originator Compensation (“LO Comp”) rules in TILA may also be increasing the consumer’s cost of obtaining credit for a manufactured home. Unlike realtors, manufactured housing retailers are not exempt from the LO Comp rules. In order to avoid being considered a loan originator, and to avoid having to go through an expensive licensing process, manufactured housing retailers are often not referring potential borrowers to specific creditors that they know are willing to extend financing for a manufactured home. This has resulted in consumers being left unaware of which creditors are willing to extend credit and the requirements each creditor has for approving a loan. Consumers, therefore, are submitting more applications and, because of the lack of important information, are more frequently being needlessly denied.

    Despite acknowledging that the manufactured housing industry still has concerns about the impact of the CFPB’s new rules, the Bureau declines to accept that the rules have adversely impacted the market. Instead, they “will continue to monitor the effect of [their] rules on the manufactured housing industry and on consumers who purchase or seek to purchase manufactured homes.” In the meantime, the Preserving Access to Manufactured Housing Act, which would address at least some of these concerns, remains in Congress.

    If nothing else, this white paper should serve as a warning that the CFPB has taken an interest in the manufactured housing industry. The Bureau is continuing to monitor the impacts of the new mortgage rules on the manufactured housing market, which could signal that the Bureau may be open to making adjustments to the rules that would reduce burdens on creditors and lower the cost of credit for consumers. However, they have also tipped their hand to at least one area of ongoing concern. Creditors originating chattel mortgages should pay particular attention to the amount, and types, of information that is being provided to borrowers and should ensure that they are fully informed of their financing options and the costs and benefits associated with each.

    ##

    Republished with permission. This article first appeared in Financial Services Litigation & Regulatory Compliance Alert, a publication of Bradley Arant Boult Cummings LLP.

    About the Authors:

    Jonathan_R_Kolodziej-jd-bradley-arant-boult-cummings-llp-posted-industry-in-focus-mhpronews-com-75x75-Jonathan R. Kolodziej, JD, is an associate in the Birmingham office where he is a member of the firm’s Financial Services Litigation and Compliance Team. His regulatory compliance practice involves assisting some of the nation’s largest financial institutions and mortgage companies as they implement, and demonstrate compliance with, various obligations imposed on them by the Consumer Financial Protection Bureau (CFPB) and state banking regulators.

    bill-matchneer-jd-formerly-hud-cfpb-now=bradley-arant-boult-cummings-llp-posted-industry-in-focus-mhpronews-com-75x75-

    William “Bill” W. Matchneer, JD, recently joined the Washington DC office as senior counsel. He retired from the CFPB in February, where he had been one of the team leads for the regulations implementing the Dodd-Frank mortgage requirements. He previously spent ten years at HUD as manager of the Office of Regulatory Affairs and Manufactured Housing and Senior Counsel for Regulatory Enforcement.

     

    Related Links:

    1) – MHI's Response to CFPB's Report  (Editor's Note, the MHI link includes the full CFPB report as a free download)

    2) – MHARR's Response to RV legislation and CFPB's Report on Manufactured Housing

    3) – CFED's Doug Ryan sounds off on Consumer Financial Protection Bureau (CFPB) Report on Manufactured Housing and MH Financing

    4) – Manufactured Housing Institute Responds to Doug Ryan-CFED commentary on CFPB report on Manufactured Housing Finance

    (Editor's Note:  The views expressed by Messrs. Kolodziej and Matchneer are their own and/or those of the organization they work for, and should not be construed to be the views of MHProNews or our sponsors. Other viewpoints on this or other industry topics are encouraged.

    MHProNews plans an Industry in Focus Report using extensive comments from a range of industry professionals on this topic. Watch for it mid-week at the news/reports module link above.)

    Why Retailers and Community Operators should go to Tunica!

    March 19th, 2014 No comments

    As I read the digital 2014 Tunica Show brochure and business building and profit protecting seminar line up, it became crystal clear why Retailers and Community Owner/Operators ought to be in Tunica next Wednesday morning through Friday at noon (March 26-28)!

    Retailers and Communities can get free:

    • Networking with your peers,
    • Compare Manufacturers side by side, over 80 homes will be on display!
    • Compare products and services needed by your business side by side,
    • Get the latest on Manufactured Home Lending available TODAY, from all the major lenders all under one roof.
    • Get expert guidance on Commercial Lending on MH Communities,
    • Get marketing and sales tips in the Dominate Your Local Market 2.0 Seminar, featuring manufactured housing marketing and sales veteran, L. A. “Tony” Kovach.
    • Compare CRM products in a free panel discussion with Scott Stroud and myself, and learn why they are a key to growing your sales in 2014 and beyond.
    • Get success tips on MH Communities (MHCs) from pros with successful firms who know!

    Let me give you a quick snapshot of the last bullet point above, which will provide the reasons you need to grab your business cards, and have your photo ID so you can enter the Tunica Show, free!

    In the last decade, as the numbers of retailers and shipments declined, manufactured home communities (MHC) have of necessity become on-site-home leasing and selling operations.

    Communities have always had to do the types of services and duties that developers and multi-family operations have provided in the conventional housing world.

    Tunica has become a magnet in recent years, attracting more communities as well as more retailers than in prior years.

    Here is the line up of on the panel for MHC Lessons Learned, to be held Thursday, 10:00 AM – 10:55 AM on March 27th.

    Success Tips from Manufactured Home Community Owners & Executives!

    For anyone in or thinking about getting into the land-lease community business, this panel discussion is for you! Hear practical tips from community operators that can help you operate your community more professionally and profitably.

    jenny-hodge-national-coummunities-council-ncc-industry-voices-manufactured-housing-pro-news

    Jenny Hodge, Vice President of the National Communities Council (NCC), will be your panel moderator.

    You can learn more about Jenny in this month's MHProNews exclusive interview A Cup of Coffee with…Jenny Hodge.

    tammy-fonk-8-2013-cbre-posted-mhpronews-industryvoices

    Among those on the three person MHC panel is Tammy Fonk, an Associate with the CBRE MH/RV National Group. Tammy was born and raised in the MH industry with two family owned communities. She operated the family owned company's sales and marketing business as well as having an active role in day to day community operations and resident relations. As a member of the MHRV Team, Tammy now works closely with public and private investors on building business relations and opportunities to enhance the Manufactured Housing Industry as well as the RV Resort and Marina properties in North America. Tammy works with owners and buyers of small, medium and larger communities in addition to representing large portfolio owners.

    maria-horton-newport-pacific-capital-posted-industry-voices-manufactured-housing-pro-news-com

    Maria Horton is a regional manager with West Coast powerhouse, Newport Pacific. Maria's bio is linked here, but having met her, let me tell you what her resume doesn't say. This is a warm, delightful engaging professional! You will love to hear here insights and experiences on this panel discussion.

    rick-rand-great-value-homes-l-sam-zell-equity-lifestyle-properties-els-chair ... layton-clayton-bank-chairman-industry-voices-manufactured-home-pro-news

    Rick Rand (l), Sam Zell (c), Jim Clayton (r)

    Last and not least, is Rick Rand, who made quite a stir recently with this guest column. Rick was the subject of another MHProNews.com interview, A Cup of Coffee with…Rick Rand.

    If online registration for the Tunica Show is closed by the time you read this, don't worry! You can bring your business card and a photo ID, retailers, communities, builder-developers, realtors and installers will be able to sign up at the door, free with those credentials!

    Let me close with a tip of the hat to L. A. Tony Kovach. Dennis Hill recently gave Tony quite the well deserved public shout-out, for his key role in the come back of the Louisville Manufactured Housing Show.

    Community Operations executive Ted Gross, with Continental Communities praised his session as being the best marketing presentation he had seen since coming into the MHC business.

    We've worked with Tony about 90 days now, and let me tell you from first hand experience his deep passion for the MH Industry.

    Tony cares about the success of people, operations and loves to see happy consumers enjoying our product.

    I don't personally know of anyone who gives more time away for the benefit of the industry.

    Tony's consulting and banner ads have helped our company's growth and presence in MH significantly! On MHProNews, he brings out the articles, experts and tackles the topics others shy away from, and is a friendly, peace loving professional and family man.

    When you think about it, Tony's efforts to inspire our industry to do more and grow at shows like Louisville and Tunica are part of the rising tide of sales in our industry. You may or may not know it yet, but he makes you money just by being here and spreading the good word about our industry on sites like ManufacturedHomeLivingNews.com and here on MHProNews.com.

    These are among the reasons why I'll be voting for him as MHI Supplier of the Year, and I hope others that read this will consider doing the same.

    We will be at booth 13H in Harrah's Convention Hall. Change your plans! Make your travel arrangements! Fly, drive or hitch a ride, but we hope to see you in Tunica for the 2014 Tunica Manufactured Housing Show! ##

    brad-nelms-coo-manufactured-homes-com-posted-mhpronews-comBrad Nelms
    COO
    ManufacturedHomes.com

    Community Owners! MHC Lessons Learned

    January 8th, 2014 No comments

    Join your peers in the MHC world for an exciting hour to learn real life proven methods of how to improve your land lease communities Bottom Line Performance! Get tips from seasoned professionals who have profited in large, medium and small Manufactured Home Community (MHC) operations.

    This is a program you will not want to miss.

    ross-kinzler-wisconsin-housing-alliance-mhpronews-industry-voices-hall-of-fame-

    The panel discussion will be moderated by Ross Kinzler, Executive Director of the Wisconsin Housing Alliance. Ross has over 25 years of experience in the Manufactured Housing Industry. He has been active at both the national and state levels. He is a founding member and past Chairman of the Manufactured Housing Educational Institute. Ross currently serves on the Executive Committee and Board of the RV/MH Hall of Fame. In addition, Ross has taken on many leadership roles industry wide and has served on numerous boards and committees dealing with issues facing MH communities.

    tammy-fonk-8-2013-cbre-posted-mhpronews-industryvoices-.JPG

    Among those in our three person panel is Tammy Fonk, an Associate with the CBRE MH/RV National Group. Tammy was born and raised in the MH industry with two family owned communities. She operated the family owned company's sales and marketing business as well as having an active role in day to day community operations and resident relations. As a member of the MHRV Team, Tammy now works closely with public and private investors on building business relations and opportunities to enhance the Manufactured Housing Industry as well as the RV Resort and Marina properties in North America. Tammy works with owners and buyers of small, medium and larger communities in addition to representing large portfolio owners.

    don-westphal-manufactured-home-community-development-operations-owner-posted-mhpronews-com-industry-voices-.png

    The panel also includes Don Westphal President of Don C. Westphal & Associates. Don has over 40 years of experience of working in; community conceptual planning, master site design and landscape architectural design for land lease communities. Don has represented developers and owners of communities from concept plan approval all the way through final construction. He also works with owners on Community Imaging and on Marketing Plans for communities. The communities have ranged in size from a small number of home sites to those with over 500 sites. Don was featured in this interview, A Cup of Coffee with…Don Westphal.

    rick-rand-l-sam-zell-c-jim-clayton-r-posted-manufactured-housing-pro-news-

    The third panel member is Richard (Rick) Rand, President of Great Value Homes, Inc. Rick has over 33 years of experience in the manufactured housing industry. GVH is an acquisition, development and property management firm specializing in multiple aspects of the Manufactured Housing Industry. The Company currently operates 6 Manufactured Housing Communities and is also a distributor of Manufactured Homes sold in the communities.

    In addition, GVH acts as a broker for the resale of existing manufactured homes for residents who reside in the land lease communities the Company manages. Richard also acts as a consultant to institutional investment and private firms on various aspects of the Manufactured Home Industry.

    Rick was founder and President of Asset Development Group, Inc. and its affiliate, Home Source One, LLC. From 1984 time until his departure in 2004, he grew the company to the 25th largest owner of manufactured housing communities in the country. During his tenure at Asset Development Group, Inc. Rick managed all aspects of the enterprise. He was responsible for all of the Company's property acquisitions and requisite financing. From the Company's inception, he oversaw the staffing and training of the ADG/HSO employees and management team. In addition, Rick was responsible for the planning and development of over 2,500 new manufactured homes sites that were both additions to existing communities and new green field development.

    Rick is featured in this exclusive interview, A Cup of Coffee with…Rick Rand.

    The Louisville Seminars are one of the most popular draws for attendees to the show.

    business-building-seminars-credit-manufactured-housing-pro-news-posted-louisivlle-show-com-.jpg

    Come Join us at the 2014 Louisville Manufactured Housing Show! The Show was the best attended event in all of Manufactured Housing in 2013. Most industry members can attend free, learn more at the link above, and learn more about the other valuable seminars available for industry members at this link. ##

    rick-rand-great-value-homes-manufactured-home-pro-news-industry-voices-guest-blog-.pngRichard J. Rand
    President
    Great Value Homes, Inc.
    9458 N. Fairway Drive
    Milwaukee, WI 53217-1321
    414-352-3855
    414-352-3631 (fax)
    414-870-9000 (cell)
    RickRand@gvhinc.net

    ObamaCare: A Different Perspective

    December 5th, 2013 No comments

    As a retailer for over 30 years and having operated 15 or so locations, I have lost a few sales per year per dealership due to potential buyers having filed personal bankruptcies in the prior 7-14 years.  Most were due to un-insured medical expenses.

    A 2007 Harvard study bears me out.  "Half of U.S. bankruptcies, affecting 2 million people annually, were attributable to illness or medical bills." An article by CNN in '09 raises that percentage to 60%.  Medically related bankruptcies have been rising steadily, up from 8% in 1981 (Businessweek).

    ObamaCare – with all it's flaws – is designed to eliminate medical bankruptcy by insuring all without exemptions or caps for catastrophic illness.  What is so bad about that concept?

    Just think what 3 -5 more sales per year per retailer would add up to, nationally! 

    On top of that, all the site builders would also sell more homes.  Every non-commercial real estate agent would sell more existing homes and their sellers could buy a new home!

    Multiply all this out, and you have thousands upon thousands of homes built and sold plus the jobs they create, and the trickle down effect on suppliers, lenders, etc.

    It is just a fact that ObamaCare – if tweaked and successful – will be good for housing. I don't care about Olive Garden, I care about the Manufactured Housing Industry! 

    Dodd/Frank is the looming disaster for housing, not ObamaCare.

    frank-woody-republic-manufactured-homes-texas-credit-azlenews-posted-mhpronews-industry-voices-guest-blog-.pngFrank Woody, Owner
    Republic Homes
    Texas

    (Editor's Note1: Frank Woody (r). Photo Credit azlenews. Frank is too modest to do this himself, so we are posting this for him! Weatherford Police Chief Manning presents an award to Frank Woody for going above and beyond to help law enforcement by providing them a place to conduct training.)

    (Editor's Note2: this commentary by Frank Woody came as his 'reply' to the article linked below. His comments above are published at his request.)

    http://www.MHProNews.com/home/industry-news/industry-in-focus/6659-dodd-frank-fix-hr-1779-preserving-access-to-manufactured-housing-act-of-2013-achieves-growing-bi-partisan-support- )

    Manufactured Housing Institute and Consumer Groups Urge CFPB to Change Loan Originator Guidelines; Support Builds for H.R. 1779

    September 15th, 2013 No comments

    In a communiqué to MHProNews, MHI's Vice President of Regulatory Affairs, Jason Boehlert shared the following report to Industry members.

    MHI and Consumer Groups Partner to Revise CFPB Rules

    On September 5th, MHI joined with a coalition of consumer advocacy organizations, including the Center for Responsible Lending (CRL), Corporation for Enterprise Development (CFED) and National Consumer Law Center (NCLC), to jointly urge the Consumer Financial Protection Bureau (CFPB) to amend key mortgage finance rules and preserve access to credit in the manufactured housing market.

    Since May, key MHI members and staff have been working with representatives of these three consumer groups to develop a compromise on rules related to loan originator compensation and classification, and HOEPA High-Cost Mortgage triggers – issues that are addressed in the Preserving Access to Manufactured Housing Act (H.R. 1779).

    manufactured-housing-institute-logo-posted-mhpronews-industry-voices=guest=blog

    Negotiations have been taking place through the assistance and participation of majority and minority staff of the House Financial Services Committee and Senator Sherrod Brown, who serves as Chairman of the Senate Banking Subcommittee on Financial Institutions and Consumer Credit.

    As a result of the negotiations, MHI and the three consumer organizations have agreed to jointly ask the CFPB to clarify and amend its rules in two key areas:

    Loan Originator Compensation — for purposes of classifying a manufactured home retail salesperson as a Loan Originator, urge the CFPB to better clarify that as long as no incentive is provided or offered by the retailer or the lender to the individual salesperson to steer the consumer to a certain lender or loan product, then the salesperson should not be considered a Loan Originator.

    While the CFPB has issued recent rules removing the manufactured home sales price and any sales commission paid to a sales person from points and fees calculations, an individual salesperson can still be classified as a Loan Originator by performing certain activities (i.e., taking an application, and referring a consumer to a lender). This activity would then classify the retailer as a mortgage broker. Both designations carry significant requirements and liabilities, most notably supervision by the CFPB.

    HOEPA High-Cost Mortgage Triggers — consumer organizations have agreed to join with MHI in urging the CFPB to reopen its previous final rule on HOEPA. As a result of the significant dialogue that has taken place between the two sides, the consumer organizations have agreed that a significant reduction in access to credit would result in January 2014 (when the rule goes into effect) for the manufactured housing market unless the CFPB modifies the High-Cost Mortgage triggers. While the two sides have not agreed to a specific number, the willingness of the groups to push for the CFPB to reconsider their prior rulemaking is significant.

    MHI and the consumer organizations will continue to meet with the CFPB on a joint basis in September on HOEPA issues. Pursuing a strategy of engagement with consumer groups provides the industry the opportunity to underscore the broad impact of CFPB rulemaking on consumers and the industry. In addition, it will provide a more rapid resolution of the industry’s concern when compared to a potentially protracted legislative battle over reopening the Dodd-Frank Act.

    However, it is important to note that as the industry gains ground with the CFPB and the consumer groups, Congressional support for the H.R. 1779 continues to build.

    Co-Sponsors to H.R. 1779 Grow

    During the month-long Congressional recess, more than 20 U.S. Representatives added their names as co-sponsors to H.R. 1779. Currently, nearly 70 Representatives have co-sponsored the measure and support continues to grow. MHI thanks its members and the national network of state associations for their hard work in urging Representatives to co-sponsor this important legislation (to view a current list of co-sponsors, click here).

    As has been previously mentioned, provisions of H.R. 1779 were included in GSE reform legislation (PATH Act; H.R. 2767) that was approved by the House Financial Services Committee and MHI staff continues to work with committee staff to seek an opportunity to move the legislation separately.

    While the CFPB has provided some key relief in recent rulemakings to the manufactured housing industry – with respect to appraisals and the calculations of points and fees – work still remains to be done to amend HOEPA triggers and the Loan Originator definition to better represent the needs of the manufactured housing market. Absent regulatory relief, statutory change is necessary.

    The industry is asked to continue its outreach efforts to U.S. Representatives. Urge them to co-sponsor H.R. 1779. For more information, click here to access MHI’s action alert. ##

    jason-boehlert-mhi-manufactuired-housing-pro=news-.pngJason Boehlert
    Manufactured Housing Institute (MHI)
    Vice President of Government Affairs
    1655 North Fort Meyer Drive
    Suite 104
    Arlington, VA 22209

    MHI members can contact Jason Boehlert at jboehlert@mfghome.org or (703) 558-0660.

    (Logo image credits to their respective organizations. Photo credit of Jason Boehlert, MHProNews.com)

    (Editor's Note:  Consumer groups did NOT in fact get on board for HR 1779, as we editorially observed in this blog post here.) 

    The Lack of Sales Training in the Manufactured Housing Industry

    August 20th, 2013 No comments

    Tony, in your LinkedIn Discussion, you asked the question, “Are manufactured housing pros today truly 'trained' to sell new MHs?

    Unfortunately, the answer is (for the most part), “No.”

    When the tidal wave of a slowing economy, a major downturn in housing starts, an skyrocketing number of foreclosures and lower site-built mortgage interest rates hit, we saw the biggest sales collapse that I can remember in over 20 years in and around the industry.

    It's sad, but when most companies experience lower sales, the FIRST thing that goes are the things they list as "nice to have" items, like training.

    Great companies invest in MORE training during economic downturns, to ensure that they have the best chance of selling to every Client that walks through the door. IBM is a great example of this.

    The training that DOES occur is typically in-house training, where companies are most likely to become myopic in their view of the industry. And, when this happens they revert to teaching the things that worked in the past, which they find aren't effective in TODAY's market; which also reinforces the idea that “training doesn’t help.”

    This is a HUGE problem, because today’s market is dramatically different than the industry of yesteryear.

    Today:

    OVER 90% OF ALL HOME-BUYERS (Including Manufactured Housing Clients) DO THE MAJORITY OF THEIR SHOPPING ON THE WEB! 

    And virtually 100% of the BEST BUYERS shop via the Web.

    Most dealers don't seem to be aware of this – or if they ARE – they don’t know how to use the Internet to attract the attention of the best buyers.

    If they don't have a compelling marketing message – if their website and associated social media sites aren't professional and appealing – then potential Clients see that dealership as amateurish, and never "convert" (that is, click through and ask to be contacted by a salesperson), much less visit that sales center.

    When a good buyer DOES contact a dealership, the sales professionals have to know how to use multiple modes of communication to engage that Client.

    They have to be professional, credible, and competent on the phone; with email; and with social media to create a "three-dimensional" relationship with the customer.

    When the Client believes they've found a credible company, sales professional, and the right home, THEN they will come to the sales center to COMPLETE the purchase process. This means that sales and marketing are now a combined effort and that…

    THE SALES PROCESS HAS CHANGED IN A MAJOR WAY!

    Whether the industry wants to believe it or not, this has become a Web-Driven market, and sales professionals have to be good at using the tools and techniques that work in this new environment.

    Training that addresses these and many other changes in our marketplace is virtually non-existent; and most of the training that IS available is dated and out of step with today's market.

    In addition, most manufacturers and/or dealers are exceedingly reluctant to invest in training.

    The manufacturers that have big backlogs believe that if they build a better, cheaper product, that they will ALWAYS have a big backlog.

    Those that DON'T have big backlogs think that PRODUCT is the answer – not training.

    They believe the problem is that they haven't found the winning combination of features, benefits, and price point. Therefore their efforts and money are invested in product development, not sales force development.

    They don't understand how important it is to invest in Web-based marketing and associated training.

    The net result of this is that many existing retailers will suffer and die on the vine, and new ones will come and go. And, when the next big downturn hits the industry, manufacturers and retailers alike will be poorly-prepared to deal with it, because they will not have invested in the single most powerful marketing and sales tools in existence:

    • A strong digital media marketing presence
    • And great sales training to build the skills needed to bring great prospects in off the Web; and then to convert the sale, once they have the Client on-site.

    I love this industry! It provides housing for a socio-economic group that will always need affordable, good quality, energy-efficient, attractive housing.

    But the industry continues doing the same things it's always done – even though the market has changed in a dramatic way.

    There was a good book written by Spencer Johnson in 1998, "Who moved my cheese…" The theme of the book (a shifting marketplace) strikes at the heart of the manufactured housing industry today.

    My greatest hope is that a few manufacturers & dealerships will recognize the need for major change, and will invest in both Web-based marketing AND in modern, market-relevant sales training; both of which would help the industry increase its share of the housing market. ##

    jim-carpenter-posted-manufactured-home-professional-news-mhpronews-com-75x75-.jpgJim Carpenter,
    The Carpenter Consulting Group,
    previously with Oakcreek Homes

    Action Alert: Don’t Let Lending for New Homes Dry Up on January 1, 2014!

    June 12th, 2013 No comments

    IN A NUTSHELL: If we do not get legislative changes this year, loans for home buyers could be EVEN LESS available afterJanuary 1, 2014.Yes, it can get even worse if we do nothing. Please help us by doing two things

    1. Contact your Member of Congress to express your support for H.R. 1779 (information is below).

    2. Please go to cosponsor.gov(http://cosponsor.gov/details/hr1779-113) and express your support for H.R. 1779 (you need to have a Facebook account use cosponsor.gov).

    BACKGROUND: We have encouraged VAMMHA members and others who read this to contact members of their Congressional Delegation to ask them to cosponsor H.R. 1779. Members in the 5th District of Virginia are encouraged to contact Congressman Robert Hurt (who has already agreed to cosponsor the bill) to thank him for his support.

    Here is what this issue is about: Reps. Stephen Fincher (R-TN), Bennie Thompson (D-MS) and Gary Miller (R-CA) have introduced thePreserving Access to Manufactured Housing Act(H.R. 1779).

    The measure would amend provisions of the Dodd-Frank Wall Street Reform and Consumer Protection Act that would otherwise curtail the availability of credit needed by those seeking to purchase manufactured housing if action isn't taken..

    Specifically, the bill would revise the High-Cost Mortgage triggers for manufactured home loans, and make clarifications to the Loan Originator definition as it applies to manufactured home retailers and salespeople.

    These two areas of the law—which are scheduled to become effective January 2014—would substantially reduce lender ability to originate manufactured home loans.

    Assistance is needed from VAMMHA members and others within the manufactured housing industry, in contacting their Representatives to request they co-sponsor H.R 1779.

    More details are available in thisdetailed issue brief/action alert.

    Here is what we need: Please take a moment to contact your House member and ask them to cosponsor H.R. 1779.

    To help you out,here is a sample letter that can be faxed or cut and pasted into an email to Congressional offices.

    If you need to look up your Member of Congress, please click herehttp://www.house.gov/representatives/find/.

    IMPORTANT: Congressman Robert Hurt (5th Congressional District) has agreed to cosponsor this bill. So, if he is your Congressman, instead of using the sample letter, please contact him to thank him for his support.

    The following resource information is also available:

    Over the coming weeks, Sen. Sherrod Brown (D-OH) is expected to introduce companion legislation in the Senate. Additional information will be provided at that time.

    Please be sure to share with us any feedback you get from your Member of Congress. Thank you for all that you do to support the factory-built housing industry in Virginia.

    tyler-craddock-executive-director-virginia-manufactured-and-modular-housing-associationTyler Craddock, Executive Director
    Virginia Manufactured and Modular Housing Association
    8413 Patterson Avenue
    Richmond, Virginia 23229
    Office804.750.2500
    Mobile804.980.1172
    Fax804.741.3027
    Emailtcraddock@vammha.org

    Manufactured Housing industry businesses along Shields Boulevard in Oklahoma City are still here and intact, as is MH Association of Oklahoma

    May 21st, 2013 No comments

    I closed the office early (Tuesday, May 20) so Corlis and I could run home. We have no shelter here at the office. By the grace of God the tornado stopped 3 miles west of my home…I live just east of Stanley Draper Lake where the tornado lifted. So my family, dogs, horses, chickens and dwelling are all safe. My heart and prayers are going out to a lot of my friends who were not so lucky. Bad thing about this is that we can’t get into the zone to help them with their horses, needs, etc.

    Thank you for thinking of us Okie’s!

    Tony, I was in the process of composing a letter to a reporter from Channel 9 that was bashing the industry and the park, Steelman Estates, that got leveled several days ago. Lance the reporter, said "this is what to expect from a trailer park…you can't recognize anything, when I reported about the Piedmont damage a while back at least you can still see steel frames and partial homes made of brick." What Lance forgot to remember is that the Piedmont disaster leveled homes to the foundation and killed several children taking shelter with their mom in a bathtub in their $300k home. The pond behind the leveled homes was full of lumber. He also is clueless about the high density of a manufactured home community…compared to a rural estate homes on an acre or as in Moore on a city block(s).

    Well now Lance is reporting from Moore and now is saying the same thing "you can't recognize anything, homes are leveled."

    The park on Sunday was in the direct path of a F4. The homes in Moore yesterday were destroyed by an F4 (might get upgraded to an F5).

    Today I decided that I wouldn’t waste any more time on this reporter who obviously likes sensationalism….the media is now focused on Moore and the elementary school. Our hearts and prayers are going out to everyone who lost loved ones and their homes these past several days. ##

    manufactured-housing-association-of-oklahoma-logo-posted-on-mhpronews-com.pngDeanna Fields, Executive Director
    Manufactured Housing Association of Oklahoma

    (Editor's Note: the MHAO office is also on Shield's Boulevard, right off I-240 and near I-35 in Oklahoma City, OK. This is just a short distance from Tuesday's storm path.)