Sept/Oct 2023

SMALL TO MIDSIZE COMMUNITY OPERATORS EDITION

MID-YEAR HOUSING SHIPMENT UPDATE

ROBERTS COMMUNITIES BUILDS BONDS THROUGH AFFORDABLE HOUSING

THE VALUE OF ACCREDITED COMMUNITY MANAGER DESIGNATION

THE MAGAZINE FOR MANUFACTURED HOUSING PROFESSIONALS

Tenant Screening for MHP

Roberts Communities has set out to prove home ownership should be an attainable goal within everyone’s reach. They offer affordably priced manufactured homes throughout Texas and Colorado.

In order to support manufactured community operations, or to do business with a community, it is valuable to understand how a community operates from within the office.

VOLUME 6, EDITION 5 | SEPTEMBER / OCTOBER 2023 | MHInsider.com

PUBLISHER Patrick Revere | patrick@mhvillage.com

SENIOR GRAPHIC DESIGNER Merit Kathan | merit@mhvillage.com

CONTRIBUTING EDITOR George Allen | gfa7156@aol.com

EDITORS Sean Vichinsky | sean@mhvillage.com, Dawn Highhouse | dawn@mhvillage.com

CONTRIBUTORS Victoria Cowart, Chrissy Jackson, Andrew Keel, Darren Krolewski, Kevin Leichtman, Chris Meyers, Kellie Speed

COVER PHOTO Loma Vista in Austin, Texas, a Roberts Communities Property

ADVERTISING SALES (877) 406-0232 advertise@mhvillage.com

EDITORIAL & GENERAL INQUIRIES Patrick Revere | 2600 Five Mile Road NE Grand Rapids, MI, 49525 (616) 888-6994 patrick@mhvillage.com

HAPPENINGS

6 Industry Happenings

13

32 Podcasts for Manufactured Home Community Owners, Operators, Investors

39 Assistance Animals... A Fourfold Challenge

43 Bedrock Wireless Offers Construction Monitoring System

MARKETING

54 Everything is AI-Some: Unleash the Power of Artificial Intelligence for Your Property Marketing

BUILDER

62 Sunshine Homes Eyes New Direction

ALLEN LEGACY

66 Vietnam War Veterans in Manufactured Housing

Although we make every effort to ensure that the information in this issue was correct before publication, MHVillage, Inc. and the publisher do not assume and hereby disclaim any liability to any party for any loss, damage, or disruption caused by errors or omissions, whether such errors or omissions result from negligence, accident, or any other cause. Opinions expressed are those of the author or persons quoted and not necessarily those of MHInsider or the publisher MHVillage, Inc.

Copyright ©2023 MHVillage, Inc. All rights reserved. Reproduction of MHInsider content, MHI or other contributor content, in part or in whole, is prohibited without written authorization from MHVillage, Inc.

www.MHVillage.com

Patrick Revere is vice president of communications at MHVillage and publisher for the MHInsider magazine and blog. His background is in language, communication, and print news.

from the PUBLISHER

Greetings from Atlanta

Yes, many manufactured housing professionals are starting off the fall travel season by convening in Atlanta at the SECO Conference of Community Owners.

It’s not just for community owners, of course; there are a variety of professionals from all areas of the country who attend the annual event, now running for more than a decade.

SECO’s development to a national event in such a short amount of time is just a small reflection of the significant role that factory-built homes and land-lease living play in the vast web of much-needed attainable housing.

The diversity of approaches to providing great value for residents, homeowners, and renters is impressive. The simple make-up of our offerings into family communities and retirement communities, urban and rural living, resident-owned communities, all rental communi-

ties, marina or golf communities all show the breadth of offerings.

Choices are what consumers want when it comes to making life’s largest and most important decisions, like where to live and what kind of home to buy.

In this edition, we offer some guidance for those attending SECO ’23, and we also cover some topics of interest for small- to midsize-community operators, including a summary of some of the industry’s top podcasts, an economic update with six-month shipment numbers, a feature on what the industry’s largest lender is doing for smaller to midsize communities, and a tribute to our industry’s Vietnam veterans.

So, enjoy reading, keep in touch, and thank you all for your hard work in creating the nation’s best network of attainable homeownership.

industry HAPPENINGS

Transactions Clayton Develops Land in Texarkana

Clayton Homes has broken ground on an 83-acre subdivision in Texarkana, with homes starting at $200,000. The first phase in development will encompass 49 lots. The plan is for 83 homes in the subdivision.

New Community Opens in Oregon

Investment Property Group opened Oak Ridge, an all ages manufactured home community in Phoenix, Ore. Oak Ridge offers 3- and 4-bedroom homes starting at $204,900. The floorplans range from 1,330 to 1,620 square feet and include full kitchen appliance packages, laundry rooms, carpet and vinyl flooring.

Octa Homes Building New Community in Texas

The Houston area will be welcoming four new manufactured home communities, all from

developer Octa Homes. The company has plans to provide 10,000 new manufactured homesites by 2028. It recently broke ground on a development in New Caney, Texas. Each of the communities will provide 357 manufactured home sites.

USDA Names AFR Top Wholesale Lender

American Financial Resources , a leading national lender, has been named the top Manufactured Wholesale Partner by the U.S. Department of Agriculture. The award was presented during the National Homeownership Awards ceremony held in Washington, D.C. on Tuesday, June 6. The USDA acknowledged the pressing need for affordable housing and emphasized the significance of manufactured homes as a viable and economical option.

KMHI Honors Flagship Communities

Flagship Communities received the Kentucky Manufactured Housing Institute’s award for Community of the Year for Mosby’s Pointe, a 251-homesite community in Louisville, Ky. The community underwent a transformation in the last year with the addition of an outdoor recreation center that includes a state-of-the-art municipal-grade playground and equipment, two basketball courts, a soccer field, and a paved walking trail.

RHP Purchases a Pair of Missouri Properties

RHP Properties has acquired two manufactured home communities near St. Louis. Quail Run is in Imperial, Mo., and Meadowbrook is in Belleville, Ill. The transactions add 375 homesites to RHP’s portfolio. RHP plans to invest in upgrades at both locations, which includes adding 130 new homes, improving roads, and adding a playground.

Personnel Skyline Champion Hires New Business Development Director

Troy, Mich.-based Skyline Champion Corporation has hired industry veteran Steve Quick as its new director of business development. Quick comes from Cavco Industries, and previously worked with Fleetwood Homes. “I am excited to be part of the Skyline Champion team and its direction on delivering great customer experiences, innovative design, product development, and many more customer game-changing solutions,” Quick said.

Industry Giving Yes Communities Provides Scholarships

YES Communities awarded a 2023 Building Futures scholarship to a senior at Arrupe Jesuit High School in Denver. The student was selected for academic achievement and a demonstrated commitment to public service within the community.

Delaware Association Gives $5,000 in Scholarships

The First State Manufactured Housing Association in Delaware provided a pair of $2,500 scholarships in its inaugural year for the program. The scholarship recipients were Shardae Lashua and Reagan Webster. Both students reside in Sea Air Village in Rehoboth Beach. Lashua is completing her

second year at Rutgers University, majoring in biochemistry. Webster is a graduate of Penn Manor High School, Millersville, Pa., and will be attending Lebanon Valley College in the fall, majoring in physical therapy.

Metron Buys WaterSignal

Metron-Farnier, LLC, a leader in advanced metering infrastructure, has acquired Georgia-based WaterSignal for its real-time analytics and water conservation capabilities. The acquisition is Metron’s first since partnering with XPV Water Partners in 2019 and positions the company to expand its offerings and rapidly

deploy solutions in support of existing and new customers in strategic growth markets, including the real estate sector. “As many states determine the path forward in a future with increasingly limited water supplies and failing water infrastructure, accurately monitoring and accounting for water use has become critical,” Metron CEO Matt Laird said. “Our industry-leading, high-resolution water usage analytics are helping our customers locate leaks and system failures, reduce water loss, prioritize repairs, improve revenue streams, and better manage demand.” MHV

6 time winner of the MHI Regional Lender of the Year award.

Longtime Retailer, Arizona Executive Retires

Ken Anderson, the president of Manufactured Housing Industry of Arizona, retired on June 15 after more than five decades in the housing business.

After high school, Anderson enlisted in the U.S. Army and was stationed in Hawaii with the 25th Infantry Division. He was called to Vietnam where he became a helicopter machine gunner during the time he served. His time in the military afforded him an opportunity to use his VA benefits to first go to Chicago City College and then Northwestern University to study business and marketing.

While attending school he worked evenings in sales for U.S. Home Corp. in the Chicago suburbs. After completing school, U. S. Home Corp. hired Anderson full time as the director of merchandising where he designed new model centers for Chicago area projects.

The marketing director, who was Anderson’s supervisor, assumed the job as president of Hallcraft Homes in Phoenix, and Anderson was hired to come along. About six months later, because of expansion into San Diego and Denver, the operation did not work out, and both Anderson and his boss were without a job.

That’s when Anderson put some time into refreshing his résumé.

Not long after, Anderson received a call from Guerdon Wolfe, who was the son of the founder of Guerdon Industries. They were seeking a marketing director for a new start-up in Tempe, near the Arizona State University campus.

“Guerdon was starting a new modular plant after he sold all his California factories to Fuqua Homes,” Anderson said.

While Ken had zero experience in factory-built housing, he accepted the position as vice president of marketing. Because of demand, the factory was soon changed to a producer of HUD-code homes, and within a few months, Anderson helped open a factory sales center offering homes to retailers and the public. The business model proved very successful for a number of years through the 1970s.

Later, Anderson joined Guerdon’s brother-inlaw with Prestige Homes, and was provided the opportunity to open his own sales center. It was on the east side of Tucson and sold Fleetwood homes to 55+ communities.

Deeper into Industry Advocacy

For years, Anderson had been involved as a volunteer with the Arizona Association. Since its inception in 1980, he served on the board, as chairman, and as chairman of the Arizona Image Committee.

When Bill Trottier retired at the end of 2008, Anderson was offered the position of president by the board chairman Sam Baird and vice chairman Rick Busbee.

“The rest is history,” Anderson said.

In 2021, Anderson was inducted into the RV/MH Hall of Fame in Elkhart, Ind. MHV

n Retailer Responsibilities n Placement Options n Finance Overview n Fair Housing n Land Home Finance n Personal Property Finance n Credit Applications n Selling Skills n

European Market for Off-Site Built Housing Gains Momentum

by Chris Meyers

Prefabricated housing is an industry on the rise in Europe.

Over the coming years, it is projected to grow significantly, and more companies are setting their sights on this expanding market. Due to Europe’s growing need for affordable housing, cheaper and more energy-efficient options are being explored. This rise in demand is driving the industry toward an increasingly lucrative but also increasingly competitive market. Already, some have begun to tap into the European market’s potential, with groups such as Volumetric Building Company, ilke Homes, and Ecoworks all taking steps to grow their presence there.

In the United Kingdom, manufacturing of prefabricated homes has taken off, too, with British manufacturer ilke Homes announcing 100 million euros in new equity investments, equivalent to $106.86 million. That is on top of the explosive growth the company has seen in the last few years. Tophat, another British builder, is establishing a massive new facility that, once it is completed in 2023, will produce up to 4,000 homes a year and employ up to 1,000 people. Running smoothly, this facility could produce one home every hour. Once completed, it

will be the largest modular homes facility in Europe, covering an area of 650,000 square feet.

Europe’s demographic and economic landscape is changing, with an influx of migrants into the continent coupled with its ongoing energy crisis. This has produced a demand for more homes, as well as demand to make them more energy efficient. Not only is the market for factory-built housing rising, but European homeowners and landlords are looking for ways to make their pre-existing homes less of a financial burden.

For example, German construction company Ecoworks has begun retrofitting homes to better retain heat. It replaces old facades and roofs with prefabricated segments, ones that insulate much more effectively. In June 2022, Ecoworks raised 7.7 million euros in funding, which is equivalent to $8.23 million. With Germany’s high inflation rate and energy prices, demand for affordable and efficient homes is likely to grow substantially in the coming years. MHV

Chris Meyers attends the writing program at Grand Rapids Community College and is interested in researching and communicating the evolution of technology and innovation across industries.

MID-YEAR housing report

Total floors shipped in June 2023 were 8,179, an increase of 281 floors or 3.6 percent compared with the month of June last year. The Manufactured Housing Institute in its Monthly Housing Report in August reported on the mid-year market activity, projecting the seasonally adjusted annual rate for 2023 at 89,521, up 1.6 percent compared to the May projection. Cumulative shipments through June this year totaled 43,893 homes compared with 61,650 homes for the first six months of 2022, a net decrease of 28.8 percent, MHI stated.

The SAAR corrects for normal seasonal variations and projects annual shipments based on the current monthly total.

The market has shown signs of firming through the summer and into the fall, and the decreases in manufactured home shipments by all accounts have been a few points more promising than those in the general housing markets, where both listings and

sales activity are down more than 30 percent on an national basis, and far worse in some markets.

It’s easy to see where the pain originates and it’s a long-time coming. The Fed’s advance on interest rates has resulted in a rise from near nothing to 5.5, creating some sticker shock for some. But, as we know, the American consumer is a resilient one.

What higher rates do to abate inflation and hold off recession has had only a moderate impact on most consumer segments; summed up, it’s rather like, “Well, that’s a bit more than I’d like to pay… I’ll take three.”

Home prices have stabilized, and even are coming down in some markets. Inventory is improving — not nearly fast enough — but housing starts at mid-year had taken their largest leap since 2006. Consumers seem to be guiding residential builders by their ear into the middle market, providing a lecture on relief for people who have no need or want for 4,500 square feet and a pair of unused bedrooms. MHV

Events& Tradeshows

SECO National Conference of Community Owners

Sunday, Sept. 10 — Wednesday, Sept. 13, 2023

Atlanta, Ga. | Renaissance Atlanta Waverly Hotel and Convention Center

From industry panels, presentations, and roundtable discussions, to the networking mixers and professional exhibits, the SECO National Conference of Community Owners again seeks to improve on that fresh, compelling interaction and camaraderie. The event provides four days of high-level interaction, including educational seminars, panels, roundtables, fireside chats, mini TED talks, and open time for networking and deal-making.

IMN Manufactured Housing Forum

Thursday, Sept. 28 — Friday, Sept. 29, 2023

Nashville, Tenn. | Four Seasons Hotel Nashville

The Manufactured Housing Forum from Information Management Network will provide exclusive educational content and industry insights and also presents a unique opportunity for senior-level attendees to network with owners, investors, developers, lenders, builders, and more. Use Discount Code “MHInsider” for a 15 percent discount.

MHI Annual Meeting

Monday, Oct. 2 — Wednesday, Oct. 4, 2023 Palm Springs, Calif. | Miramonte Resort and Spa

MHI’s largest membership meeting of the year provides an opportunity to exchange information with industry friends, stay current on housing marketplace trends, and attend the board, committee, and division meetings. Visit www.manufacturedhousing.org/ conference-meetings for more information.

Texas Manufactured Housing Association Annual Convention

Sunday, Oct. 22 — Tuesday, Oct. 24, 2023

Frisco, Texas | Omni PGA Frisco Resort

The annual meeting in Texas begins with a Sunday golf event followed by a mixer and welcome dinner.

Monday will include educational session, and a luncheon and keynote speaker to be announced. The evening includes a cocktail reception and the Chairman’s Dinner. The event wraps up Tuesday morning with a networking breakfast and the fourth quarter association board meeting.

2023 WMA Convention & Expo

Monday, Oct. 23 — Thursday, Oct. 26

Reno, Nev. | Peppermill Resort and Spa

Western Manufactured Housing Communities Association’s annual event blends educational programs with entertainment and networking forums. The Expo will open right after the Kick Off Lunch on Tuesday. Education sessions are on Tuesday and Wednesday, The President’s Dinner/Dance is Wednesday night, and the meeting wraps with a Thursday Breakfast.

2023 Arizona Manufactured Housing Conference

Sunday, Oct. 29 — Tuesday, Oct. 31, 2023

Tucson, Ariz. | Loews Ventana Canyon

The event will open with a welcome mixer, followed by a full day of business with industry exhibitors, professional seminars and presentations, and networking with colleagues. The association will hold a golf fundraiser on the final day of the meeting.

MHI’s NCC Fall Leadership Forum

Wednesday, Nov. 1 — Friday, Nov. 3

Chicago | Westin Michigan Avenue

The NCC Fall Leadership Forum held each year draws more than 400 attendees and is the only strategic executive-level event of the year for national community owners. The meeting is geared toward professionals involved with manufactured home communities as an owner/manager, manufacturer, service provider, broker, lender, or consultant. Organizers and presenters explore new ideas, and offer a unique industry perspective.

CAPSTONE MANUFACTURED HOUSING: Our dedicated focus to manufactured housing will allow your investments to sell for optimal value.

SECO MOVES TO CUMBERLAND

The SECO Conference of Community Owners has evolved mightily during its dozen years in existence, from an informal meeting among industry friends in an Atlanta hotel room to what is now a national event hosted at top venues in Georgia.

In 2023, SECO has a new look indeed.

The organization has moved its annual event to Cumberland, a bustling section of the metro area just 10 miles northeast of downtown Atlanta that, among other things, hosts Truist Field, the home park for Major League Baseball’s Atlanta Braves.

Even in moving more toward the city center, SECO has managed to maintain its village offering, a small collection of model homes that show the latest design developments, structural improvements, architectural features, and “oh wow” technologies that are driving the manufactured housing industry.

Homes from Cavco, Live Oak Homes, Regional Builders Group, and Sunshine Homes will be on display throughout the week.

A Tuesday night networking reception where the model homes are staged will include a paella dinner and flamenco dancing.

Registrants and other guests of SECO23 will get the experience of staying at the Renaissance Atlanta Waverly Hotel, which is a short walk from the ball field, many other area attractions, and some of Atlanta’s best eateries, including in The Battery, one of Atlanta’s most lively nightlife neighborhoods.

More than 500 manufactured housing professionals are expected to attend SECO 23, which runs Sept. 10-13. The event includes a Sunday golf scramble at Chastain Park Golf Course for attendees who like to hit the links. Others can attend the Braves-Pirates game, which is a first-time offering at SECO.

The entirety of the four-day will be ideal for networking. When business picks up Monday morning, attendees will be greeted, provided an industry overview, and will be able to choose from a variety of educational presentations and panels conducted by industry leaders and experts in their field.

SECO 2023 Manager Monday Presenters

• Judge Louis Levenson on the housing landscape from a legal perspective

• Yardi’s Tanner Buuck on how “modernizing is easier than you think.”

• Maria Horton from Newport Pacific sharing why “you don’t get a second chance.”

• Kurt Kelley of Mobile Insurance explains “why you can’t do this anymore.”

• Victoria Cowart from PetScreening on “everything you need on ESA.”

• Darren Krolewski of MHVillage provides insight on how to “unleash the power of artificial intelligence.”

• Sales manager and trainer Ken Corbin talks about “elevating the customer.”

• Margo Napoles of Tranquilo Communities and Ekaterina Stepanova of M2K Properties and MHP Tribe will be joined by other community operators to conduct a panel on best management practices.

‘Masterminds’ of Professional Development

For the first time ever SECO will provide access to The Mastermind Series, a compilation of hot industry topics covered in small-session format by 16 leading industry experts on subjects that span from what the Federal Reserve is doing to the cost of filling a homesite. Presenters and speakers include Frank Murray from Blue Ripple Properties, Jefferson Lilly from Park Avenue Partners, and economist KC Conway.

The Mastermind Series Topics

• Due Diligence Death Traps: Avoiding the Quicksand

• Thinking Outside the Box: Creative Dealmaking Strategies

• Legal Docs Done Right: Key Provisions to Avoid Nightmares

• How to Create an Alliance with Local Government: The Perry Project

• How to Fill Vacant Lots using Lonnie Dealers and Private Funding

• The Real Cost of Filling A Vacant Lot: How to Avoid Huge Mistakes

Join Us at the Midwest’s Premier Event for Manufactured Housing Professionals

January 17-19, 2024

The Louisville Show has drawn manufactured housing professionals together for over 60 years. By attending the year’s first major event you can:

Network with over 3,000 industry professionals that attend the show

Discover the latest home trends and innovations from the industry’s leading manufacturers

Learn about products and services from more than 100 exhibitors and connect with key decision makers

Industry professionals from over 1,000 companies attend the Louisville Manufactured Housing Show

THE YEAR’S FIRST MAJOR EVENT FOR MANUFACTURED HOME PROFESSIONALS

KENTUCKY EXPOSITION CENTER Louisville, Kentucky EXHIBITOR

Call (616) 888-8030 to reserve your booth before they sell out!

ROBERTS COMMUNITIES BUILDS BONDS THROUGH AFFORDABLE HOUSING

by Kellie Speed

Roberts Communities has set out to prove home ownership should be an attainable goal within everyone’s reach.

They offer affordably priced manufactured homes throughout Texas and Colorado. With in-house financing and homebuyer incentives, they are able to help prospective buyers achieve their dreams of becoming homeowners.

“We have a lot of pride in being able to create opportunity for people to own their house,” Scott Roberts, chairman and chief executive officer of Roberts Resorts and Roberts Communities, recently said in a phone interview. “A lot of our success has to do with the fact that we are breaking the mold with a heavy amenity package that creates a real sense of community.”

When they initially started, Roberts Communities had a mission statement of “Building communities and fulfilling dreams.”

“That was our mantra for a couple of years,” Roberts said. “We then took a closer look at it and decided to change it to ‘building community and fulfilling dreams,’ which has a very different meaning. Everyone here is family.”

Through difficult times, they stood by their residents.

“When Covid hit, we asked our clients to tell us their situation and we would customize a plan to help them stay in their home,” Roberts said. “It was a better offer than many, who, at the time, were offering a blanket $50 off rent. One person’s job might be impacted where another one’s isn’t. It proved to be a better business decision for us and better for our customer.”

Creating a family

Roberts Communities has been in business for more than 55 years. Now in its second generation of operation, the Roberts family prides itself on maintaining longterm relationships not only with their residents and visitors, but also employees.

“When you walk into our communities and sales offices, we promote the fact that our company has such longevity,” he said. “Most of the residents know me by face. We have such great home consultants on our team as well. They are so passionate. Many started from humble beginnings but are now making a great living. It’s a very different non-corporate environment.”

Roberts still sees some challenges in the manufactured home industry.

“The exteriors of manufactured homes are still lagging but once you walk inside, people are wowed by what they find,” he said. “There is also a big barrier to get people to »

consider manufactured housing because of the stigma often associated with it. We want people to know that our housing offers a quality community lifestyle.”

While they have a proven business model, about 30 to 40 percent of Roberts Communities’ sales have been through word-of-mouth.

“Our properties sell themselves,” Roberts said. “What makes us different is that you have to own the property, not rent it. Our customers come in with a minimum $10,000 down payment. They are interested in becoming a part of the community. Many people cry when they are handed over the keys to their new home. It’s a very powerful thing to see.”

With the increased cost of living expenses, Roberts says his communities offer significant savings to the homeowner.

“In Texas, there are incredibly high property taxes, but we pay the property tax for the homeowners,” he noted. “The housing market has gone up in price so much and with interest rates around 6 percent, it can be difficult for people to get into a home. The world is changing due to affordability. Manufactured housing offers a great opportunity for an affordably priced home.”

Giving Back, Building a Future

Roberts Communities knows the importance of giving back.

“We have been very fortunate to have a great track record,” Roberts said. “As a result, we give back to a lot of local charities, including senior communities. We offer back-to-school backpacks for residents’ kids that are filled with notebooks and crayons. We host a Christmas event where Santa has gifts for the kids. Right now, we are super motivated to create a strong after-school program where we help children get their homework done. They can work through math problems or spelling issues with tutors and teachers.”

This year, Roberts anticipates spending $20 million in new development. They focus their development efforts primarily in Texas in the markets of Austin, Dallas, and Houston, as well as in part of Colorado. He and his team also currently are looking to expand their development opportunities to other communities in Arizona and Utah.

“Our biggest challenge right now is being able to develop new communities with the cost of everything going up,” he said. “We used to be able to build a site for less than $10,000. Now, that site is $70,000. It’s still sticker shock. The cost of development and the ability to get capital from lenders or equity today is a challenge that faces the industry as a whole.”

Despite the challenges, Roberts Communities has a bright future.

“We are looking at about 7,000 properties this year with another 2,500 in the pipeline,” Roberts said. “By 2033, our goal is to be 30,000 units to be built, not acquired. We will be the most active, privately owned company in the development space, and we are not lowering our expectations on sales. As long as there are great communities out there and the markets need us, we will keep developing.” MHV

Kellie Speed has more than 20 years’ experience writing for a variety of publications, including Realtor.com, Haute Living, U.S. Veterans magazine, DiverseAbility, and Forbes Global Properties. She can be reached at kkspeed@aol.com.

MANUFACTURING A STRONGER RESPONSE TO BURNOUT

by Kevin Leichtman

My father is my hero. He moves with a dedication to provide for his family in a way I believe is unmatched. I’ve seen him fill every role he possibly could to keep our family healthy, safe, and happy. Buying, selling, home sets, skirting, repairs, property management, trade shows… He’s done it all. But perhaps his greatest achievement is this: He did it all without allowing himself to burn out.

Burnout is common in the labor market, including in the manufactured housing industry. Owners, managers, maintenance workers, and any other community roles are vulnerable to it. The impact is devastating and does not start and stop at your work. It invades every aspect of your life.

How Does Burnout Work?

The real danger of burnout is that it works quietly and in a cycle. It is easy to ignore feelings of burnout until it becomes insurmountable. By learning the cycle, you can learn to break it.

Stage 1: Fervent Commitment to Career

Burnout is a paradox. It is a phenomenon that hits the most committed and passionate workers, rendering them unable to remain committed and passionate to their work. Those who care the most, burn out the most. Stage 1 is idealistic and full of hope. Those ideals lead to an unstoppable desire to work harder and bring more value. »

Stage 2: Overwork & Overwhelm

The most dedicated workers have a constant drive to improve. While that dedication is impressive, it quickly leads to overload. The balance between work and home life disintegrates. There is always another task to complete, another skill to learn or improve on, and another idea to implement. Being overwhelmed comes with the feeling of never doing enough, no matter how much you have done.

We have all heard stories of mom and pop communities that sold even though they seemed to have the potential to move forward with ease. Or property managers who walked out with hardly any notice, even though they were incredibly talented and dedicated to their community. When burnout has completely drained someone, it takes a drastic change in perspective or environment to make a turnaround.

How to Beat Burnout Positive Coping

What do you do when you are stressed? Negative coping mechanisms eat away at your health and give space for burnout to grow. It may be taboo to discuss, but drug and alcohol abuse harms many workers and families. It is easy to slip into dangerous routines to avoid the demands of a job.

It is time to lean on positive coping strategies. Exercise, nutrition, passion projects, active hobbies, and other healthy stress relieving activities are vital to reducing burnout.

Self Efficacy

Stage 3: Cynicism Sets In

What do the best workers get? More work. Stage 3 of burnout is the first moment where a person might physically and emotionally feel that they are burned out. The cynical community owner/worker begins to feel that their efforts are not paying off. Each initiative makes little difference. Extra work is met with more tasks while others slack. Each gain in profit seems to be met with another expense. This stage can be marked by a strong sense of pessimism and isolation. There also is a noticeable increase of sickness and hospital visits.

Stage 4: Quit or Recommit

While the other stages may last for months, years, or even decades, stage 4 is rapid. At this point, the person is completely depleted on a physical, mental, and emotional level. There are only two decisions left: will they quit, or find a way to recommit to the manufactured housing field?

Studies show that self efficacy impacts levels of burnout in a similar way to resiliency. The more you believe in your abilities, the less likely you are to burn out. Do and say things every day to build and reinforce your confidence in your work. Doubt creates overwork and lack of efficiency. Self efficacy creates targeted work and optimism-fueled objectives.

Mentors

Did you know that burnout is contagious? Vent sessions among burned out peers make it more likely for you to become burned out. It can be a literal lifesaver for you to find an experienced mentor. If you are an owner, this is your cue to find a mentor for yourself and also place your employees with mentors who can help them. The cost of a solid mentorship program often is less than the cost of turnover, attrition, hiring, and training.

Reduce Roles

The most committed workers hate delegating roles. They thrive on accountability and take pride in their

work. That seems great, until the impact on their health becomes greater. When you begin to reach the later stages of burnout, it may be time to cut back

headspace may be more valuable to your business and life than the value of doing it all yourself.

Crushing Burnout for Good

The largest barrier to burnout is that most people do nothing about it. The manufactured housing industry has a wide variety of stressors from every angle. If you take one of these burnout busting strategies and apply it today, there’s no telling the positive gains you may have personally and professionally. Reduce burnout to empower yourself to make a larger positive impact on your communities.

MHV

on your roles. Find your strengths and the greatest sources of your joy at work, then hire and delegate the areas that bring you the most stress. Protecting your

Dr. Kevin Leichtman is a property manager for Leaders Properties, serving the communities that his father David Leichtman owns and operates. A former educator, Kevin continues to author books and contribute to research in the field of burnout. He received his Masters and PhD from Florida Atlantic University in Curriculum and Instruction. More on his current work can be found at leadersmhsales.com.

EACH COMMERCIAL SOLAR PROJECT IS DESIGNED AND DEVELOPED IN-HOUSE, FROM START TO FINISH, BEGINNING WITH OUR PROPRIETARY SOLAR ENERGY

THE LEADER IN MOBILE HOME PARK

PODCASTS FOR MANUFACTURED HOME COMMUNITY OWNERS AND OPERATORS, INVESTORS

by Andrew Keel

As a manufactured housing industry insider, you understand that staying updated is crucial for maintaining a competitive edge. But with countless resources vying for your attention, how can you identify the most valuable ones?

I’ve handpicked a few of my podcasts on community ownership, operation, and investing. These exceptional podcasts can provide invaluable knowledge, expert perspectives, and innovative strategies from thought leaders who shape the manufactured housing landscape.

As an active community investor and operator with over 2,500 homesites, these podcasts have helped me avoid costly “beginner mistakes” that could’ve equated to thousands of dollars.

So, plug in your headphones, relax, and allow these gems to guide you toward even greater success.

The Mobile Home Park Lawyer Podcast - Hosted by Ferd Niemann IV

Ferd Niemann is a soft-spoken, experienced mobile home park investor and owner/operator based in Kansas City. He’s also a top-notch real estate attorney. This combination of business and legal knowledge gives The Mobile Home Park Lawyer Podcast a unique listening experience compared to the others

In addition to excellent investment advice, mini-series’, case studies, and interviews with industry

experts and property owners, Ferd dives deep into the less glamorous, yet no less important, legal topics like tax filings and business structuring. This combination of information has helped listeners succeed in their businesses while saving money on legal fees by learning from one of the foremost mobile home park lawyers in the country.

Mobile Home Parks In Real Life

- Hosted by Ryan Narus

Ryan Narus started the Mobile Home Parks In Real Life podcast to share the “raw truth” about the MHP industry. As principal of The Archimedes Group, Ryan has spent more than a decade operating parks from the front lines. He felt that most voices were only sharing the “hyped up” version of the industry and wanted to give listeners a complete understanding of the affordable housing sector they’re entering.

As you listen to Ryan, you’ll notice the self-help industry heavily influences him, and he loves sharing the skills he’s learned through that work. The show mixes monologues and interviews with short-form Mid-Month Wisdom (MMW) episodes, sharing the real-life challenges and tools needed to build a strong investing foundation. Ryan also offers one-on-one mentoring programs to new MHP investors serious about their investing goals.

Passive Mobile Home Park Investing

- Hosted by Andrew Keel

I may be biased here, but this one is my favorite of the bunch. I target my podcast toward passive investors, you know, those looking to invest without being on the ground running what amounts to a small town or even city! We go through four key areas on this type of commercial real estate investing:

1. Why invest in communities? »

2. How to invest?

3. What to look for when investing in manufactured housing

4. How to vet a community operator

And then, we end with a series of interviews with other rockstars active in the business. My listeners continually report how appreciative they are of the structure and tangibility of the information my guests and I share, plus they love that we’re actually in the trenches practicing what we preach. If you stop in to listen, I’m sure you’ll find as much value as they have!

Mobile Home Park Investors’Hosted by Jefferson Lilly

Mobile Home Park Investors started in 2015 and pushed out a ton of great content from 2016

to 2018. What sets this podcast apart is the combination of Jefferson Lilly’s experience and Brad Johnson’s expertise in financing, providing a comprehensive exploration focused on the business’s acquisition and financing aspects.

The Mobile Home Park Expert

- Hosted by Glenn Esterson

How often do you hear from novice mobile home park investors?

The MHP Expert Podcast provides that. The podcast follows the experience of potential investor Jason Sirotin — under the guidance of expert Glenn Esterson — as they discuss the meaning of investing in this space and the associated management aspects.

The MHP Broker’s Tips and Tricks To Investing

- Hosted by Cole Phillips and Maxwell Baker

This podcast is a treasure trove of mobile park investing insights, hosted by the owner of the Mobile Home Park Broker, Maxwell Baker. Besides sharing insights as an investor in the space, Maxwell interviews seasoned investors in the industry, providing tips and tricks that are helpful to inexperienced and experienced investors alike.

The Immense Value of Manufactured Housing Industry Podcasts

Staying informed and connected is crucial for success in the dynamic world of manufactured housing investments. Podcasts have emerged as a powerful tool for listeners and hosts in the mobile home park space, offering unique benefits that can elevate your investment journey.

Take a closer look at the immense value of podcasts for manufactured housing investors, highlighting how they serve as a catalyst for learning, networking, and growth in this niche asset class of commercial real estate investing. MHV

Andrew Keel is the CEO of Keel Team

Mobile Home Park Investments. He currently owns just under 40 mobile home parks across 16 states. His business includes buying value-add mobile home communities, fixing the deferred maintenance, and holding them long-term with agency financing. Please visit KeelTeam.com for more information.

- Brian K (Owner)

Between James and his Associates, they have an extreme depth of knowledge of the industry, whether it’s mobile home or RV communities. But it’s even more than that. They have that same depth of knowledge when it comes to financing, development, valuations, and the economy itself.

“ Extreme Depth of Industry Knowledge

- David W. (Owner)

Throughout the sales process, James and the Yale team did an outstanding job. The lOIs were at or above the high-end of his pricing guidance. James thoughtfully evaluated the offers we received.

- Dominic N (Owner)

Thanks to Yale’s diligent efforts, we received offers that surpassed our previous years' offers by an astounding 40%. It was a testament to the value Yale Advisors brought to the table, underscoring their ability to navigate the world of mobile home park sales.

Offers that Surpassed Expectations

- Paul G. (Owner)

“

I would say he [Chris] was able to work through a number of snags through the process and come up with a solution for both us as a borrower and a lender without impacting our proceeds, he also kept to his work of performing on what he said he would be able to do, even with those complications.

“ Solutions Without Impacting Proceeds

- Daniel B (Principal)

Your team has perfected the marketing and sales process and you brought all the attention and expertise needed on top of that to make sure that we ended with the best possible deal. We look forward to continuing working with you.

“ Perfected the Marketing and Sales Process

- Stephen M (Owner)

My family and I appreciate Dana’s efforts to help us find a "proper" buyer for our beloved MHC that we have owned for 55 years. Dana worked hard and stayed in touch with us regularly and helped the selling process immensely. She is most definitely an asset to her company.

“ Making the Hard Decisions Easy

At Yale Realty Advisors, we take immense pride in our client‘s satifaction because their success is our success.

We are honored to have received so many positive testimonials and 5-star ratings reviews from our valued clients, showcasing the trust they have placed in us and the outstanding outcomes we have achieved together. Join our nationwide community of satisfied clients and experience the difference in selling, buying, and financing your MHC or RV Resort. With our proven success process and experienced national team, we‘re here to exceed your expectations.

“ LOIs Were at Or Above the High End of His Pricing Guidance

THERE’S AN EASIER WAY TO FIND ACQUISITION OPPORTUNITIES

With detailed rent, occupancy and community attributes for nearly 200 markets nationwide, Datacomp has the information the manufactured housing industry relies on to locate and evaluate opportunities. Get the insights you need in today’s competitive market and continue to grow your portfolio with confidence.

Assistance Animals… A FOURFOLD CHALLENGE

by Victoria Cowart, CPM, NAAEI Faculty

In operations, we all feel pressured to have a certain depth of knowledge on critical topics. This pressure rises to another level with the work of our on-site, centralized, supervisory, and corporate team members. That pressure increases to a whole new level when it touches the lives of our applicants, residents, and possibly even our guests with disabilities. And if that wasn’t enough, this particular topic makes up approximately 60 percent of HUD complaints. With that, the pressure for operational knowledge and excellence rises fourfold.

The right to reasonable accommodations applies to all applicants and residents who have disabilities, and yes, those guests with disabilities associated with our residents. These rights are afforded by the Fair Housing Amendments Act (FHAA).

But let’s stop there for just a moment.

What is a reasonable accommodation? An accommodation is defined as a change, exception, or adjustment to a rule, policy, or practice in housing — but “reasonable”? Now that’s a more subjective point.

HUD’s Assistance Animals Notice

So, what is our obligation when managing rental housing, for instance, while considering the FHAA?

We are legally required to consider all requests for an accommodation, and the requests don’t have to come in a particular format or contain specific language.

How do we begin to understand what to do with these requests? In 2020, HUD released its first notice on the topic in seven years. The HUD 2020–01 Assistance Animals Notice offers the industry excellent guidance, language, and opportunities to improve our work in this subject area. »

The notice offers clarity, including on the over-arching language to use on the topic of assistance animals.

What Are Assistance Animals?

There are two types of assistance animals. There are service animals, and there are support animals. Each of these requires a different approach when we process requests. You can think of them as different paths we will travel based on the type of assistance animal being considered.

Let’s travel along the first path, that of the service animal.

Service Animals

The definition of a service animal is an animal trained to do work or perform tasks for the benefit of a person with a disability. Throughout the country, a service animal is typically but not always a dog. In California, other animals can be service animals, as well.

In processing a request for a service animal, we are generally permitted to ask whether the animal necessary for a person with a disability, and what work or task has the animal been trained to perform. If the person’s disability is not evident, we can then evaluate those answers to see if they indicate an actual service animal. Occasionally, the answer will lead you to engage further in the interactive process. HUD defines an interactive process as a good-faith dialogue between you and the requester. This dialogue may reveal a possible support animal. This could be the case when a requester says yes to the disability question. Still, their answer to the task question makes it evident that the animal has not had any

training to ameliorate one or more of the symptoms associated with a disability.

Remember, though, it is impermissible to require any documentation supporting a service animal request. You should not ask for a training certificate or other documentation from healthcare providers. That said, if the first answer is “yes” and the second answer is “…yes my service animal has been trained to wake me during night terrors,” you likely have a service animal. Conversely, if the second answer is, “… yes my service animal sits in my lap and comforts me during intermittent explosive outbursts,” you likely have a support animal rather than a service animal.

Support Animals

That leads us to our second type of assistance animal, the support animal. Support animals may be animals that perform a task, but are typically animals that provide therapeutic emotional support, hence the emotional support animal, or “ESA”, we hear about most frequently. On this path, we are permitted to seek documentation from the requester – unlike in the service animal process.

We are permitted to look for five things in that documentation if the person’s disability is not evident. Under the FHAA, we have a right to information from a person with knowledge of the disability and disability-related need for the requested support animal.

Let’s stop for a moment and visit the confirmation of disability.

You have a right to require this documentation to include confirmation of the disability only when the disability cannot be visually confirmed or when the individual is not on record or regarded as disabled.

So, what does that mean in practice?

It means your frontline team members should let you know if they were able to visually confirm that the requester has a disability. If team member confidently determines the presence of a disability, there is no need nor a legal avenue to pursue further documentation. Likewise, if the individual is receiving disability benefits or disability income, as noted in their application, they are considered to be on record or regarded as having a disability. Again, if that is the case, you are not looking for further documentation.

With a request for a support animal, you can look for the items noted above. If you find documentation is missing, you should consider continuing the interactive process and requesting the information in accordance with HUD’s notice.

Attempt to the best of your ability to be prompt in your receipt, analysis, and response to these requests. Requesters have a right to a prompt response. That generally is 10 days, although the courts make clear that each request is to be treated on a case by case basis.

In the end, as in most things in life, our response options are nothing, something, or everything. Nothing, in this matter, is a denial of the request. The most apparent reason for a denial is that you’ve been unable to confirm disability in any of the three ways provided. We are talking about civil rights at the root of this conversation.

If the requester does not have a disability, or there is a lack of documentation for the approval, the team member should pivot the discussion or exchange to one regarding pet policies. The something option is to share with the requester that you have analyzed the answers (service animal) or the documentation (support animal), and that you need to continue the interactive process. You would do this when you believe you have person with a disability making the request. When the request is unclear or incomplete or possibly one that you consider unreasonable it is an advisable approach to continue to seek clarity by explaining that you are not denying the request but are seeking more information — and possibly even want to explore if other options would meet their needs in the case of a request that must be denied. Finally, the everything option is to approve the request for reasonable accommodation for the service or support animal.

Assistance Animals Are Not Pets

When you do that and you move the assistance animal in, please exercise great caution not to have the requester sign any documentation with the word pet in it because assistance animals are not pets. Please do not charge a pet fee, a pet deposit, pet rent or refer to pet rules. In fact, do not think of these animals as pets at all because they are not. You and your teams would do well to think of them as if they are a walker for a person with mobility challenges. Would you charge a resident to bring her walker onto a property or in her home? Of course not.

This line of questioning of standard operating procedures should provide clarity and empathy for applicants, residents, and guests.

In the end, this is a complex web of legislation and regulation. Our teams face a true challenge in navigating these requests and often much friction with applicants and residents.

The complexity of this responsibility makes asking the question, “Are we the best people to perform this task” a reasonable one. At PetScreening, we process the assistance animal accommodation requests for teams that want or need the expertise. MHV Victoria Cowart, CPM, serves the multi-family housing industries with extensive experience providing management and oversight for communities of all types. Cowart earned a management of human resources degree, has been among Charleston Regional Business Journal’s Executive Influential Women In Business. She is passionate about education, simplification, and creating ease and understanding for industry.

In processing a request for a service animal, we are permitted to ask two questions. Is the animal necessary for a person with a disability, and what work or task has the animal been trained to perform?

Bedrock Wireless Offers Construction Monitoring System

by Chris Meyers

For communities across the country looking to expand, site security often is high on the list of concerns. Infilling with new homes, not to mention the construction of a clubhouse or other robust amenities, is a lengthy process. When crews have gone home and nobody is left to monitor the new phase, trespassing, potential vandalism, and theft becomes a greater possibility.

Community operators who are looking for ways to monitor their construction sites, ensure the security of a property, and maintain budgets by reducing loss now have a new, simple, yet high-tech offering to consider.

Bedrock Wireless offers a product with comprehensive site monitoring that allows users to constantly keep an eye on their assets at the property and in the position that is most important to them.

The new system is made up of four cameras, each with 360-degree coverage, mounted on a 4x4 wood post. Despite its simplicity, Bedrock offers a range of features that maximizes effectiveness and usability. The system allows live, online check-ins at any time. Additionally, it has an AI-based motion recording and floodlight system designed to recognize people and vehicles, providing constant surveillance even when its user is not watching. Furthermore, Bedrock Wireless is allowing unlimited accounts and sharing for their device, as well as unlimited video storage,

smart device connection, an automated email upon power loss, and even a time-lapse feature.

“The device itself is waterproof and can operate between temperatures of negative 40F ° and 115F°, making it quite robust,” Bedrock Wireless founder and CEO Stephen Smith said. “It weighs in at around 25 pounds, allowing ease of transport.”

The device is plugged in for power and has battery backup that lasts two hours.

The cameras have a field-of-view of 110 degrees, and can view as far as 150 feet in the daytime and — with built-in infrared capabilities — around 70 feet at night. Each camera has a resolution of four megapixels, higher resolution than standard definition cameras.

Overnight the system also makes use of flood lights to illuminate any suspected trespassers. Finally, this system comes in at $350 a month, making it well within the budgets of community operators looking to expand.

“The Bedrock Wireless camera system is simple and easy to use, while being sturdy and reliable,” Smith said. “It is a valuable tool for manufactured home community operators in the midst of expansion or improvement projects. With its constant surveillance, threat deterrence, robustness, and ease of access, this system provides a cost-effective solution to the security concerns.” MHV

The Value of Accredited Community Manager Designation

by Chrissy Jackson

In order to support manufactured home community operations, or to do business with a community, it is valuable to understand how a community operates from within the office. The Accredited Community Manager program was created by the Manufactured Housing Educational Institute to expand knowledge and skills about managing manufactured housing communities.

This two-part program is designed for everyone involved in the manufactured housing industry: retailers, attorneys, maintenance staff, vendors, and community managers. Whether you manage or work with communities, by expanding

your grasp of the community manager’s day-to-day duties, it is easier to provide services that support their goals.

The ACM® program is offered in two parts and delivered both online and in-person.

The online course can be completed at an individual’s pace and is ideal for self-directed learners. The in-person ACM® 1 is three days of classroom interaction followed by a written exam on the fourth day.

ACM® 1 is open to anyone currently in the manufactured housing industry, or anyone who is thinking about buying a community, starting a service company

Chrissy Jackson, at left, organized a recent ACM 2 class with the industry association in Pennsylvania.

Photo courtesy of PMHA.

for the manufactured housing industry, or is an attorney or retailer who wants to work with communities. It includes 10 chapters.

What is in ACM Training?

In the in-person class, an overview of property management is followed by a discussion on setting community management policies. Both of these areas have time for class interaction as students learn that there may be distinctive right answers for policies that address the same situations in different communities. Then the class delves into understanding market issues and the leasing of homes and homesites. This covers both rental homes and resident-owned homes for marketing and leasing. Next is a look at resident relations programs and creating resident policies. Resident relations programs are not only social gatherings, it takes a more broad approach to creating working relationships with residents and homeowner associations for the benefit of the entire community. Time is spent on understanding different communication styles and when to use each for maximum benefit, as well as the financial areas of rent: payments, collections, and increases. Maintenance insights are covered with sections on scheduling and helpful tips followed by personnel policies and procedures. ACM® 1 closes with a look at the major federal laws that impact our industry.

ACM® 2 is only available to community managers or owners who have at least two years of experience. It covers six chapters. The in-person course provides two days of classroom interaction and a written project, followed by a written exam on the third day. This course provides an in-depth look at some of the higher-level functions of community ownership.

The course begins by helping participants learn how to create a budget with the use of accounting tools and processes. Next, time is spent learning how to analyze a community financially by reviewing not only financial statements, but other performance measures. A segment on insurance coverages and another on taxes and assessment are next. Understanding the physical asset is broken down into steps with discussion, and that is followed by a discussion centered around the contents for an operation manual, and how to create one. Finally, the ACM® 2 in-person course concludes with a project from the attendees’ choice of nine potential topics covering issues faced by communities, which concludes with a brief oral presentation to the class.

How to Get ACM Designation

After successful completion of both ACM 1 and ACM 2, persons may apply to receive the ACM Designation.

In-person ACM classes are normally hosted by state associations, although private classes for a company can be arranged. MHEI also offers on-line ACM Courses. In-person classes are facilitated by me, Chrissy Jackson, and Ross Kinzler of MHI. For more information, contact Janet Williams of MHEI at Jwilliams@mfghome.org. MHV

Chrissy Jackson has contributed to the manufactured housing industry for decades through her community handbooks and has been instrumental in the continued development of the Accredited Community Manager program. Jackson was instrumental in updating three ACM textbook editions and was involved with a major revision of the course curriculum.

UMH PROPERTIES, INC. A PIONEER IN MANUFACTURED HOUSING

As a publicly traded REIT (NYSE:UMH), we have been providing quality a ordable housing since 1968. Our portfolio provides high pro t margins, recession resistant qualities, reliable income streams and the potential for long-term value appreciation.

• $1.9 billion in total enterprise value

• 135 communities, 25,700 homesites, 2 joint venture communities containing 363 homesites, 11 states

• Housing approximately 22,000 families

• 7,700 total acres, 3,800 acres in Marcellus and Utica Shale regions

UMH Awarded 2021 Manufactured Home Community Operator of the Year and 2021 Retail Sales Center of the Year by the Manufactured Housing Institute For more information, visit www.umh.reit or contact ir@umh.com

21st Mortgage Expands Community Lending Program

by Patrick Revere

In late 2022, a small group of seasoned professionals within one of the manufactured housing industry’s largest lenders took on a new task to help expand its volume of business with communities.

One of the first questions Troy Suggs asked this team after being moved into the director of communities role at 21st Mortgage was “What can we do to expand the program?”

The lender was exploring opportunities in the segment, one which Suggs had minimal previous exposure. One area of opportunity quickly became apparent was related to targeting new community operators.

“In recent years we had gained the tendency to go for the ‘big fish’,” Suggs said. “The community lending program originally was designed to address the needs of the small community owners, actually, and we really wanted to get back to that.

“While our larger operators are greatly appreciated and critical to our success, what we decided was that no community was too small,” Suggs said. “We don’t need to go out prospecting just for clients who have 50 spaces to fill.”

The team revisited lists of potential customers that hadn’t been contacted in some time, and began calling prospects that operate fewer communities, prospects that manage fewer homesites, and have less turnover.

Meeting Market Demand

To help energize the sales efforts, Suggs brought in Elizabeth Smith as the director of business development to help work through some potential solutions.

Smith said it felt refreshing to reconnect with the smaller, privately-held community operators that make up so much of the affordable housing landscape in the United States.

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“We had not been serving a good portion of the community space,” Smith said.

The results were immediate and dramatic.

“Year-over-year we did about 220 percent in January of ’23 compared with the previous January,” Suggs said. “We set a record, and we had the best Q1 we’ve ever had.

“There is a lot of opportunity for those smaller or midsize operators,” Suggs said.

Operational Adjustments to Save Time, Open Up Opportunities

In order to make time for the new sales efforts, and to ensure any loans originated could be serviced to 21st standards, there was a need for a broad operational analysis

“We had to dig into daily processes,” Suggs said.

One of the primary changes the community lending group made was to streamline the processing of applications and working with approvals.

“It’s not just a yes or no question,” Suggs said. “Too many requests from the community operators required a ‘director level’ or higher authority to make a decision.

“We expanded the team to elevate a pair of operations managers and empowered them with the ability to approve these requests on a more regular basis,” Suggs said. “They were already making recommendations into the process, so it kind of felt like the right thing to do. We are now well positioned to provide the best in service to both our larger operators and now a new set of smaller, to mid-sized operators.”

Working on Purchasing Homes

There also were obstacles on the purchasing end, working with manufactured home builders. A manufacturer builds and ships a new home to a community, then it receives payment for the home. Approval for payment was taking a significant amount of time since approvals were not reviewed daily. »

“Again, we wanted to expedite this process. We’re going to do this every day,” Suggs said. “We don’t want this house sitting at the yard for a week. No one does. This has made the plant-level operations so much better.”

Suggs said it felt like a lot of rapid change, but it all was managed by gaining consensus and making subtle adjustments, like getting more accustomed to traveling with the laptop and security devices required for approval.

“I’m all about service,” Suggs said. “It can be easy to focus on specific areas and lose the attention to detail on what’s needed for all parts of the business.”

Each incoming phone call will be answered within four rings, Suggs said. And each overnight call that is missed will be returned the following day.

“We re-committing ourselves to it and we are confident our community clients will receive the best possible service,” Suggs said. “We knew we needed to make some operational changes, and we’ve been successful in figuring out some of these efficiencies that have really paid off.” MHV

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Everything is AI-Some: Unleash the Power of Artificial Intelligence for Your Property Marketing

by Darren Krolewski

If 2023 has been a year of anything, it's artificial intelligence. Human history hasn't seen a rise in popularity this profound since New Kids on the Block hit the road for the “Hangin' Tough” tour.

Just as Aug. 29, 1997 was immortalized in the film “The Terminator” as the day computers become self-aware and decide to take out humanity, Nov. 30, 2022 will forever mark the day when artificial intelligence, or AI, began to reshape business as we know it. That's when ChatGPT, a large language learning model-based chatbot developed by OpenAI, became available to the public. What's happened since has been more dramatic than even Hollywood could imagine.

Not even a year later, a third of the companies in the annual McKinsey Global Survey say that their organizations are using generative AI tools regularly in at least one business function. In fact, according to Forbes, the market for AI products and services is projected to reach a staggering $407 billion by 2027.

The rush of enthusiasm to capitalize on AI-based products and services has »

been compared to the early growth of the internet, as businesses in every industry race to unveil innovative AI-based solutions to help their customers save time and deliver better results.

For the real estate and building industries, AI is already emerging as a game changer, offering numerous possibilities to automate routine marketing functions, improve response times, and better connect with prospects.

Here are some of the best ways that those entrusted with the marketing of homes and properties can use this emerging class of marketing tools to make everything more AI-some.

Let AI Talk to Your Prospects and Residents

One of the best applications for AI is handling repetitive tasks. Chatbot platforms such as Drift® use conversational AI to qualify prospects, respond to routine inquiries, and even schedule appointments. Just a few years ago, chatbots required massive databases of possible responses and significant setup to have relevant conversations with prospects. Now, AI-based analysis of millions of conversations has made it possible for chatbots like Drift to give incredibly realistic and

helpful responses with minimal training. The end result is more productive community managers and sales agents, who can spend less time fielding basic inquiries and more time working with the most qualified prospects.

Let AI Help You Become a Better Content Creator

If you’ve ever struggled with writing a blog post or a listing description, AI is here to help. Tools like ChatGPT can be great for overcoming writer’s block by coming up with potential ideas, outlining topics, or turning a few bullet points into a short paragraph. A word of caution: AI writing tools can be decidedly generic, and not entirely original. Because these models learned by analyzing existing content, you should only use generated text as a starting point for your own writing and carefully fact-check any references. More robust content creation tools, like Jasper®, promise to avoid such limitations by combining multiple AI-models and learning your brand voice through analysis of your own previously written content and documents. Tools like Jasper are also better suited to create content for a greater range of use cases, such as blog posts, personalized emails or ad headlines.

Let AI Decorate Your Model Homes

Nothing shows prospective buyers the potential of a home like one that has been professionally staged and decorated. According to a survey by the National Association of Realtors®, 82 percent of sellers reported that staged homes sold faster and at higher. Unfortunately, few marketing budgets allow for furnishing and decorating every home in inventory. That’s where AI staging tools like Virtual Staging AI come in. Virtual Staging AI overlays professional furnishings and décor into the photos of empty rooms you upload. While virtual staging services have been around for some time, AI has decreased turnaround and costs, making the staging of every home a virtual no brainer.

Let AI Put You in the Video Business

A survey by Livestream found that 80 percent of consumers would rather watch a video than read a blog post. When you combine that with research by KISSmetrics that concluded that calls to action »

From enhancing customer interactions and lowering response times, to creating more relevant content, and increasing efficiency, AI promises to unlock new capabilities step-by-step in the everevolving field of marketing.

get 380 percent more clicks when placed in videos, there’s a strong case to be made for using videos in your marketing. Yet creating and editing videos can be incredibly time consuming and require specialized software. Enter AI tools like Pictory, which promise to automate video production by helping you write scripts and turn your text or existing visuals into professional video content. Just upload video footage or photos and Pictory will help you edit it into videos that can be used on your website, social media, or email marketing.

Let AI Help You Become More Social

If you can’t envision what it would be like to turn over your social media accounts to AI, fortunately there’s Buffer. This popular social media management platform offers a suite of tools to grow an engaged audience, determine what and when to publish, and automate your workload while keeping you in control. Buffer’s AI assistant helps to come up with ideas for social posts, repurpose content across multiple social networks and even translate social posts into other

languages. The key phrase here is assistant. While it won’t fully run your social media accounts, it will help you improve your social media content and save you precious time in the process.

In just shy of a year since the public launch of ChatGPT, AI-driven tools have already shown the right stuff to become a transformative force for marketers. From enhancing customer interactions and lowering response times, to creating more relevant content, and increasing efficiency, AI promises to unlock new capabilities step-by-step in the ever-evolving field of marketing. MHV

Darren Krolewski is co-president and chief business development officer of MHVillage, the number one website for manufactured homes, retailers and communities. Prior to joining MHVillage in 2014, Darren held senior marketing positions in the telecommunications, advertising, and financial services industries — and was a partner in a marketing consulting firm serving the housing industry.

SUNSHINE HOMES EYES NEW DIRECTION

by Patrick Revere

New Leadership Pursues

Community Business, Strategic Partnerships

Sunshine Homes for 52 years has been selling spacious floorplans for land-home deals through its multistate dealership network.

But times change.

Gary Dobbs is the new president of Sunshine Homes, taking over leadership of the Red Bay, Ala., builder in mid-2021 upon the retirement of his father-in-law John Bostick. He had been in sales, worked as the sales manager, and the GM. He now finds himself operating in a market that’s transitioning from the traditional dealer network toward a greater number of home sales through communities.

“We just started this a few months ago,” Dobbs said. “We started a new plant in February of 2022. It’s been up for about a year. We were able to double our production, doing four to six a day, and the new plant can do four a day.”

The homes at the new plant will be more compatible with what a homesite in a community can take, at a good price and built to last.

Dobbs said Sunshine is working with National Capital Group and Brent Harris of Southern Housing to arrange for sensible partnerships on the community side of the business that will augment their retail sales.

The new Arc line will be made in a 30,000-square-foot facility.

“We have both ends of the spectrum with big kitchens and bathrooms, but we were missing out on that lower price point,” Dobbs said.

Sunshine started in 1971 with Fred G. Bostick, and was carried through the decades by his aunt Harriet and then his son, John.

Michael Huffaker, who had been in sales and the CFO at Franklin Homes joined Dobbs to help run the company.

“We’re not looking to go sell to every developer or park owner out there, we’re looking for the right three or four relationships throughout the year. We can do something that’s very simple, it works for them and allows us to keep up with our dealer base,” Huffaker said.

Sunshine has beefed up the infrastructure on the homebuilding teams and the offices to help support the expanded business. They upped resources in training and salary for the homebuilding team and in the customer service team on the back end. Dobbs said they completely revamped the customer service approach, separating out efforts into three-

state areas to make the queries more manageable.

“If I’m a sales guy and I know that it’s a better quality home and will have the best service on the back end, that’s a pretty easy decision,” Huffaker said. “We have to keep our identity. Quality has to be the first consideration.”

The company also added Brad Wit, an industry veteran.

“He’s an engineer, a problem solver,” Dobbs said. “He’s someone you can kick ideas around with.”

Sunshine has shown its commitment to innovation with the recent partnership with Beko, a top-selling appliance maker in Europe that has had an expanding presence in the U.S. in recent years.

In a home the company showed at The Biloxi Manufactured Housing Expo the utility room included a stand-alone Beko freezer.

“It was a good fit for us when it came to appliances, and they have been a great partner,” Huffaker said. “We can see that we’ll be using more and more of Beko appliances over time. It’s a sleek-looking product, and it is priced right when you compare it against the higher-end options.” MHV

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VIETNAM WAR VETERANS IN MANUFACTURED HOUSING

by George Allen, CPM Emeritus, MHM-Master

Everyone knows Memorial Day is celebrated annually in May, Independence Day on July 4, Labor Day in September. and Veterans Day in November. But how many know National Vietnam War Veterans Day falls in March every year?

With those dates in mind, does 2023 have special commemorative meaning relative to the conflict in Vietnam? It certainly does. This marks the 50th since the resolution of the Vietnam War, with the Paris Peace Accord in 1973.

Here’s the opening paragraph of the official Commemoration of the 50th Anniversary of U.S. involvement in the Vietnam War from the proclamation offered by President Obama on May 12, 2012:

“As we observe the 50th anniversary of the Vietnam War, we reflect with solemn reverence upon the valor of a generation that served with honor. We pay tribute to the more than three million service men and women who left their families to serve bravely, a world away from everything they knew and everyone they loved… Through more than a decade of combat, over air, land and sea, these proud Americans upheld the highest traditions of our Armed Forces.”

To this end, how many Vietnam War veterans, and other veterans of this era, were and or are still active

in manufactured housing or owning/operating landlease communities across the U.S.?

There are dozens of men and women.

In the paragraphs following, I’ll profile 13 of them. Furthermore, besides being pioneers and notable persons within these two business models, the majority are also RV/MH Hall of Fame enshrinees.

Jim is a land-lease community owner/operator, independent (street) MHRetailer, and Class of 2006 RV/MH Hall of Fame enshrinee from South Dakota. He , with his father and son, coauthored “Leap of Faith: The Story of an Industry, a Family & Unmovable Values”. All three men served in the U.S. Air Force. Jim summarizes his military service saying “I was called into the U.S. Air Force, where I served as a second lieutenant. Stationed at Grand Forks Air Force

Base in Grand Forks, North Dakota, in the maintenance office supporting B52 and KC135 aircraft. In 1972 I volunteered for deployment to South East Asia during the Vietnam War. I was stationed at U-Tapao Air Force Base in Thailand.” & “…I returned to the U.S. and met the love of my life, Ann. She was also an Air Force Officer, and served as a flight nurse.”

The wife of aforementioned Jim Scoular served as a wartime flight nurse during 1970 and 1971 in Thailand and Vietnam. She fondly recalled the patients’ reactions for even small kindnesses and care: “They always mustered the strength to whisper, ‘Thank you’. And that often brought a tear to my eye. It amazed me, as ill or hurt as they were, they responded that way. They were the heroes,” as quoted in “Nam Vets Heroes to Nurse on Flights,” by Steve Young. After her service, Ann married Jim, continued to work as »

Jim Scoular

Ann Scoular

Ann Scoular attends to a wounded soldier.

a nurse for a while in Nebraska, and spent most of her life raising a family.

Jack

Holefelder

Jack is a fifth-generation landlease community owner/operator in Media, Pa. He was a sergeant in the U.S. Air Force and worked in aircraft fuel supply during his tour in the Republic of Vietnam. Today he is chairman of the Iron Workers Bank and lives in Florida. To see a video of Jack’s time in the USAF in Vietnam, visit online, “Jack Holefelder Vietnam Interview”. In 2020 Jack authored “Will Your Family Business Survive?”

To this columnist’s knowledge, this was the first — and remains the only — book penned by a manufactured housing industry

executive, offering guidance on how to ensure succession in one’s family business environment. It’s still available for purchase via amazon.com.

Morris

Hylton

He is the semi-retired owner of Hylton MH Sales, founded in 1977, in Pikeville, Ky. Morris was inducted into the RV/MH Hall of Fame in 2010. He was drafted into the U.S. Army and trained as a combat infantryman. He was in Vietnam during 1967 and ’68, serving in the central highlands and along the demilitarized zone where he was wounded twice and subsequently awarded the Purple Heart medal. Today he sponsors an annual golf outing to

support a local Disabled American Veterans chapter.

E. J. (Jed) Gleim

Jed is the former COO of Triad Financial Services, now retired. He served six years in the U.S. Army, during which he did two tours in Vietnam as an infantry captain.

Ron Dunlap

A retired executive director of the Virginia Manufactured and Modular Housing Association, Ron is a year 2020 enshrinee in the RV/MH Hall of Fame. First drafted, then, upon graduating from Officer Candidate School, he was commissioned, and during 1967 and ’68 he served in the U.S. Army as an infantry platoon and company commander, with the 25th and 4th divisions. He was awarded the Bronze Star for heroism during his tour of duty in the Republic of Vietnam. While in battle Ron received direct air support via his father, who was a senior officer aboard the U.S.S. Enterprise. Ron later visited his father aboard the aircraft carrier.

George Porter

George is a manufactured housing installation consultant, now mostly retired. He started his training as a helicopter pilot in 1965 and became a warrant officer shortly thereafter, joining 17th Air Calvary at Fort Knox, Ky. Once in Vietnam, George served in the scout platoon of B Troop of the 7/17 Air Cav. His job was to search out the enemy in his OH6A helicopter (a.k.a. Loach), then call in gunships. George was wounded »

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during Tet’ 68 and sent to Valley Forge Military Hospital in Pennsylvania, then onto Savanna, Ga., where he was a flight instructor in UH1 aircraft (Hueys) until the end of his enlistment. For his service he was awarded a Distinguished Flying Cross, a Purple Heart, and the Air Medal. Porter was inducted into the RV/MH Hall of Fame in 2020.

Spencer Roane

A land-lease community portfolio owner/operator based in Atlanta, Spencer was an officer in the U.S. Navy’s Civil Engineer Corp (Seabees – CBs) from 1969 through 1972. While based in Morocco he volunteered to take a CB team to Vietnam. Shortly after it was

formed, it deployed to Truk (part of the Trust Territory of the Pacific Islands), as U.S. forces withdrew from RVN. Spencer continues to actively manage his portfolio of properties, and was inducted into the prestigious RV/MH Hall of Fame in 2017.

Gary McDaniel

The retired founder and head of ROC Properties, Chateau Communities (a REIT), YES! Communities, Base Camp Capital, and past chairman of the Manufactured Housing Institute, Gary served during Vietnam as an officer in the U.S. Air Force. Gary was inducted into the RV/MH Hall of Fame in 2014.

Richard (Dick) Ernst

Dick is the founder and head of Financial Marketing Associates, a.k.a. Finmark, an MH finance consulting firm, and was inducted into the RV/MH Hall of Fame during 2019. Dick was drafted out of college into the U.S. Army in 1966. Testing facilitated Dick going to officer candidate school where he was commissioned as a lieutenant in the quartermaster corps. Dick arrived in Vietnam in late 1968, where he first served as officer in charge of the Self Service Supply Center at Long Bin, south of Saigon. During his tour he experienced firsthand how bewildering military logistics can be. He also arranged for the construction of an officers’ club, built

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ful developer of commercial and residential real estate, especially land-lease communities, throughout the Pittsburgh area.

Keith Paplham

Keith is retired now, but worked for many years at Cavco Industries in home sales and was their VP for retail sales. Keith was drafted into the U.S. Army and served an extended tour, in late 1968 until April 1970, in Vietnam.

George Allen

George is the author of this column. He is a retired land-lease community owner/operator, freelance consultant to the manufactured housing industry, and author of more than a dozen books about the two business models. George served in Vietnam as a lieutenant in the U.S. Marines, then company commander, with time at Khe Sanh, LZ Stud, Dong Ha, Quang Tri, and Gio Linh combat bases. He retired in 2021

Next time you see or talk to one of these Vietnam veterans, say to them, ‘Welcome Home!’ MHV George Allen is a nonfiction author, internet blogger, and magazine columnist with expertise in manufactured housing and land-lease communities. He also is a retired lieutenant colonel of U.S. Marines, with a combat tour in the Republic of Vietnam and service during Desert Storm. Read his autobiography, “FromSmittyAlpha6 to MHMaven” available via www.educatemhc. com, and also his “Chapbook of Prayer” and “Chapbook of Business Management & Wisdom” as well as other interesting titles. Allen can be reached at gfa7156@aol.com, (317) 881-3815 & GFA c/o Box # 47024, Indianapolis, IN. 46247.

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