Seema Iyer: So welcome everybody to the University of Baltimore. Our 2018 Lessons from
Legends. my name is Seema Iyer and I have the great privilege of overseeing the
Real Estate and Economic Development program here at the University of
Baltimore. I get to interact with so many wonderful students here, and you have
probably been meeting them today, and I want to welcome back our alum from the
program here and other UB alum. We have a program today that is just... it makes
someone like me giddy. Power... women power-packed it's very exciting our
honoree Nancy thank you for so much for being here - you're gonna hear a lot more
about Nancy throughout this program. But I'm going to start off by handing it
over to our Dean, Dean Murray Dalziel who will welcome all of you.
Dean Murray Dalziel: Welcome! Welcome everybody. I want to welcome you particularly in behalf of...
not only in the Merrick School of Business but also a whole university.
President Schmoke had asked me to extend a special thanks to everybody to
come and especially to to our guests Nancy and... Kathy. This is
actually this is a very special event not only because we do every year and we
have some as you'll see wonderful honorees - but also you might have seen a
little subtle change, students will have seen a subtle change in the bottom here
of the bottom right-hand side. You see that... this is actually the first
external event we've had since we announced to our university community
that we're going to change our brand. A lot of study and I'm not going to go
through the brand a brand slides but today this will be the first event a
where... since we announced the brand. And I'm going to read - I'm not meant to do
this - but I'm gonna read a little blurb it's gonna be used as a little you know
blurbs that your mentors suggested you, we were meant to memorize and then and
then get in our own thing. So since 1925 you know UB has been driven by the
transformative power of Education.
You know us and you know alumni and students particularly you know us
because of our students and our alumni impact industries and communities in
Baltimore and beyond. We produce leaders who are ready to take
what they've learned and ignite the world with purpose. And you know I can't
really think of a you know a better person to really introduce that than
our honoree tonight - Nancy Rase who's one of our... alumni so a thank
you very much Nancy for for being here. You're going to hear a lot more from Nancy and
you're going to see you know this power of impact - you know the among many things
as you know the the founder and for many years the president of a Homes for
America - but has a tremendous impact on on communities known in Baltimore but
but but beyond. Our our logo still remains knowledge that works - but I
know that to get events to work it requires you know considerable effort
and I really want to thank obviously Seema but also particularly the you know
our real estate and economic development program board and Larysa particularly is
going to come and talk to you chairs it. They do tremendous work and on forming
the program and innovating around the program so I really really appreciate
that as well. And I'm also going to appreciate our sponsors Larysa is going
to talk a little bit more about sponsors but particularly CREWBaltimore who are
principal sponsors. Thank you very much thank you all this is going to be a
great evening I know and one where we're really going to understand how
individual leaders, together with other people, can really impact our communities.
so thank you!
Seema Iyer: Thank you very much, Dean Dalziel, yes we cannot do anything here at the University of
Baltimore without our amazing Real Estate and Economic Development Advisory Board
if you could please raise your hands - those of us that are on the board thank
you every time we meet and every great bit of kernel of information that you
give us on a constant basis to make sure that our students are prepared and are
ready to take on the jobs that you might have to offer in the future. But we have
amazing leadership from Larysa Salamacha at the Baltimore Development Corporation
and I want to welcome her to welcome all of you.
Larysa Salamacha: hello everyone! it's really great
to see everybody here! I'll talk a little bit - I'll start by talking about the REED
board the real estate and economic development advisory board. It's a great
group of people! I joined the board myself only about two or three years ago.
But the function of our board is to provide guidance to the students and the
way we do that is - some of us do mentoring with the students. All of us
bring our professional experience in providing guidance for the type of
curriculum that could be taught here at the University. The mix of people on our
board include real estate development companies, real estate developers, banks,
commercial brokers, asset management companies, construction companies, and a
number of nonprofits that deal in economic development in construction and
in development. And I really want to thank all of our board members for all
the work that they've done in preparing for this and the work that they've done
building up to this moment. I want to thank our corporate sponsors today to
start off with CREW which is a fabulous fabulous sponsorship and we're
very very grateful to you for agreeing to be
our sponsor and the others include Enterprise Homes,
Gallagher's Evelius & Jones, Habitat America, Homes for America, Maryland
Center for Construction, Education and Innovation, and Bob Aydukovic and Sima
Iyre - thank you so much for the leadership that you have provided for
the board over time. McKenzie Commercial Real Estate, M&T Bank,
Our Homes Communities, South Way Builders, AB Realty, and Atapco. the other folks
I really would like to thank is the University and for the University to
give this board our board an opportunity to channel our energy and our commitment
to the students that are here at the University and in turn the community at
large, Baltimore City, but the community at large in the region I also want to
thank Nancy for agreeing to be part of this event and your commitment to
affordable housing but in particular to partner with us to highlight your career
as an example of the all various opportunities that there are for
students in the real estate and economic development world. You you will
hear so many different things so many different opportunities that you can't
but think that this is great, that this is I know that there is an open door for
me someplace, somewhere here at home. and I'd like to thank everybody who's
attending our session and particularly the students - because you're really what
it's all about - why we're even here your energy your passion your commitment all
your brain power is needed and valued - and we need you here in Baltimore and we
need you here in Maryland and we need you in the world. I'd like to take this
opportunity now to introduce Kelly Rivera she is with CREW, our podium
sponsor and to give CREW an opportunity to talk a little bit about who they are
and what they do in the area.
Kelly Rivera: Good evening!
What a great night we have ahead for us and I would like to be the first to say
that I'm super excited to hear from Nancy and all of her adventures and
founding homes for America. As mentioned, my name is Kelly Rivera and I'm a Senior
General Manager in Markets Property Management for JLL here in Baltimore.
JLL is a professional services firm with specialists whose common passion is real
estate. I'm here today however representing your local chapter of
commercial real estate women, CREWBaltimore. This is the organization of
choice for women within the Baltimore metropolitan commercial real estate
industry to achieve parity and opportunity, influence and power by
promoting professional opportunities and business relationships for women. That's
a pretty powerful mission considering the events are going on in our country
today. Before we get into how CREWBaltimore and our CREW Network
Foundation can help students such as yourself, let me paint a picture for you
as to why I was selected to speak on behalf of CREWBaltimore. 2001, January
forecast is calling for snow most likely will get 80 degrees in a heatwave
who knows what Maryland weather is going to have? Clearly 30 degrees
yesterday 80 degrees on Friday you know how it goes.
FAFSA's due, six more months until graduation, college letters coming in the
mail, rejection letters coming in the mail, guidance counselor's asking the
age-old question: What do you want to be when you grow up? Well in 2001 I wanted
to be a chef. I wanted to wear the pressed white jacket with the embroidery
on the lapel making a peacock out of tempered chocolate.
Right? Chef Kelly. I paid my dues waiting tables and hosting at an upscale
restaurant and I wanted to be the star. I sent in my application and lo and behold
a few weeks later I get the letter in the mail the lay Cordon Bleu College of
culinary arts cordially invites you to attend the fall semester. Congratulations
on your acceptance! Wow how did I do it? Where do I go from now? Well I did
everything I could not to get kicked out my senior year, finished up the last five
months, and partied the summer away. As I'm sure most of you did your senior
year of high school. August 24th, my birthday, move-in day, my
cars packed, deposit has been paid since every last penny I have at the Bed Bath
& Beyond on items that will never make it past rush week. I get into the car
turn on the radio and sit. Something told me this journey was not meant to be mine.
I'm not sure how long i sat there but my mom said I came home the next day and
enrolled at the business school at Towson University.
Talk about a 180, but I will never look back. Fast-forward four and a half years,
I get a job as an administrative assistant at a real estate developers
office in Columbia. Lo and behold this small little outfit was an organization
that helped develop what is now a thriving downtown Columbia. The seemingly
meaningless job ended up building the foundation for what has become a
thriving career in real estate for me. It is with great appreciation that I stand
before you today at this Lessons from Legends as a UB alum. I received my MBA
in 2011 and I concentrated in leadership and organizational learning. What I would
like to share with you now however I wish someone had shared with me when I
began my master's degree. As it would have sparked an earlier conversation as
being a female leader. As I mentioned previously I'm here representing CREW
Baltimore which is the local chapter for CREWNetwork. CREWNetwork is
at the forefront of achieving gender equality and greater diversity in the
commercial real estate industry. We aim to achieve this by advancing the success
of women in the industry. Our membership offers unparalleled business development,
leadership opportunities, and networking both locally in Baltimore and globally
across our 10,000 plus member base. CREWBaltimore has a number of committees to
include programs, sponsorship, membership, finance, and public relations. We have
scheduled monthly programs which are posted on our webpage - and I encourage
anyone who's interested in joining our chapter to visit CREWBaltimore.org
for more information. As my final remarks would be remiss today if I did not
mention a wonderful opportunity. The CREWNetwork foundation exists to influence
the success of the commercial real estate industry by advancing the
achievements of women. Annually, CREW Foundation awards 15 scholarships in the
amount of $5,000 each to a female currently enrolled in a
qualified field of commercial real estate. Eligible candidates must have a
minimum 3.0 GPA, enrolled full-time as a junior senior or graduate student, and
intend to pursue a career in commercial real estate. I imagine that there's a few
of you in this room that that would obtain to - in addition to the monetary
component of this scholarship, award recipients also receive a paid
internship opportunity. Complimentary membership to CREWNetwork and
registration to CREWConvention which happens to take place in San Diego and I
think we can all agree that maybe getting away from this cold weather is a
good thing for people to do right now. To date, CREWNetwork in its foundation have
awarded a hundred and six scholarships, totaling seven hundred and
sixty thousand dollars. It's worth great pleasure that I let everyone
here know that three of those scholarships were awarded to UB students.
This was 2008, 2009, and 2011. And I have a video here of some recipients previously
the CREWNetwork Foundation scholarship has really given me the confidence in
the workplace to kind of be on par with my colleagues a lot of the people I work
with our men and having the network with CREW has really given me the resources
and the networking opportunities to build my confidence and feel like I'm a
part of the team at my firm. Not only has the financial assistance from the CREW
Network assisted me in pursuing that goal but I really feel that being able
to be involved in the organization will help me further network, make connections
throughout the industry, and open up doors that wouldn't have been possible
without the help from the foundation.
The scholarship has helped me because I
although I am a grad student I don't have a full-time job I work part time
and finances aren't always easy. I definitely needed the support and it's
been amazing to not have to take out any student loans this year and that's a
large part due to the scholarship that I got through CREW and I really appreciate it
Working full-time and attending school full-time I am financing my own
education so any help that I can get especially something as significant as
what CREW has so generously given to me has been very helpful and I don't know
how I'd be able to continue my education without that type of help.
This convention has been incredible it's caused me to meet a ton of people and go
out of my comfort zone and put myself out there and introduce myself to women
that I have never met before and I've been privileged to listen to amazing
speakers and meet a ton of incredible women throughout the industry and get to
network with people who actually want to meet me and are they care about me and
are offering me advice and help in positions even though they just met me
which is an awesome thing. It has been amazing to see so many successful women
that are so welcoming and just here to share their experiences and try to make
everyone else further their careers in ways that we would have never thought
possible. Thank you. Thank you for furthering my education for allowing me
to follow my passion. For helping me achieve my dreams. For empowering me to
be the best. You make a difference. You make a difference. You make a difference.
Kelly Rivera: So I encourage anyone that might be interested in this scholarship to visit
CREWNetwork.org for more details and to go through the application process
the deadline to apply is April 30th so we're running out of time so make sure
when you're done this evening or tomorrow take a look at the website.
That's all that I have for today, thank you for your time and I look forward to
seeing some of you at any of the CREWBaltimore events!
Seema Iyer: Such an inspiring set of
comments thank you so much Kelly. And we need an almost no introduction
for the person who is going to introduce Nancy thank you so much
Chickie Greyson who is president and CEO of Enterprise Homes she's gonna come and
welcome Nancy. Thank You Chickie.
Chickie Greyson: good evening everybody
it's it's truly an honor to introduce Nancy Rase. When I was asked if I would I
would do this I did it gladly and without any hesitation whatsoever
because Nancy is such a fabulous person. She's both a great developer and a great
person and sometimes in the development world you don't get those two together.
Nancy is very smart and very humble those are two things you don't always
get together either. She's had a great mix of careers, first going public and
starting her work as the assistant manager of the Hagerstown Housing
Authority she then moved on to become Deputy Director and then Director of
Housing Development Programs and the Director of Rehabilitation Programs of
the Maryland Department of Housing - until 1994 when Nancy and Trudy went private.
I'm guessing and I really don't know this at all but I just have a
vision in my head of the two of them having constant conversations about
having worked in the public sector, helping to give state resources to
people to build housing, that they I think realized they could do a better
job and that they would use the state resources much more judiciously. So in
1994 they set out to create Homes for America a first class development
company that creates top quality housing and provides on-site supportive services
and activities for residents. Homes for America has developed her owns over six
thousand units since leaving Homes for America, Nancy continues to be active in
the affordable housing industry and as a principal of Nancy Rase's consulting
services her consulting focuses on working with nonprofit development
corporation's to help them... become
self-sustaining and operate efficiently. In addition to being smart and humble
Nancy is clever, she's dedicated to helping others, authentic, and generous.
The work we do in affordable housing is challenging and complicated.
It creates and/or requires a lot of brain damage and it's unclear whether
how much we create our own on our own or how much is brought to us. There are
often six or seven sources of financing each source has its own rules. She
understands the program she understands the rules and the processes more than
anyone else. She excels on the financing and she
knows how to solve problems. Nancy takes on a challenge and sees it through. She
will do whatever it takes. Nancy's many gifts to the world of
affordable housing, I just want to focus on one. And that is her ability to share
and to help others. She is incredibly generous with her time and her
knowledge she's always ready to help others learn. Affordable housing operates
in a competitive world we compete on a regular basis for properties, for
development opportunities, for money, and for resources. So you know you would
think that maybe everybody wasn't so friendly or
not willing to share, but Nancy set the bar she led the way for all of us to
share and she set that bar very high by helping trusted colleagues... she is a
trusted colleague who was willing to share her knowledge and wisdom to help
others learn, grow, and develop more affordable housing - ultimately that's the
goal is to develop more affordable housing. All who have had an opportunity
to work with Nancy know the gift she has for sharing her knowledge and wisdom and
I have no doubt that you will see that tonight. So please join me in welcoming
Nancy Race and Kathy Abner!
My mic on? Can you hear me? Can you hear me now?
Nancy Rase: Yeah I think I am, I hope so anyway!
Kathy Ebner: Okay so good evening my name is Kathy Abner and I am so privileged to be here tonight I have
worked with Nancy for going on 16 years, all while at Homes for America, and
really have had the honor and the privilege to work directly under her
wings so Nancy this is really a privilege and honor to be sharing the
stage with you tonight and certainly through your mentorship I have a lot of
lessons learned myself and I'm sure we'll will touch on many of those
tonight so thank you for giving me the opportunity to be here.
Nancy Rase: I was really comfortable and not nervous until Chickie and Kathy made their comments and now the bar is way high!
Kathy Ebner: Alright, shall we do it? Okay so yeah you know I think oftentimes you know when someone
is young and they're thinking what do I want to do when I grow up - sometimes
they'll say I'll be a chef - but not all the time they'll say I want to work in
affordable housing. So as Chickie had mentioned earlier in your career you had
worked for the housing authority of the city of Hagerstown so how did that come
about and what but first sparked that interest?
Nancy Rase: It certainly wasn't an interest
in the housing field because I didn't even know there was a housing field I
was going to Community College and working on a degree in math having not a
clue what I would do with a degree in math but I liked math I like numbers and
I just was doing some advertising and design work on the side to make a little
money pay the food bills and someone asked if I would design a logo for the
housing authority and I said yeah whatever the Housing Authority is I could
have houses and things so I did that and they must have liked it because
I went online and looked and they still use it. I was real cheap so they got a
bargain... and after I was finished they said we're looking for someone to
fill a position here would you be interested and I said sure you know why
not you seem like nice people and so that was my introduction to the housing
field and it was really great because it was an opportunity for me to learn a lot
and to and the thing I learned most was that when you're when you're starting
your career and you join an organization, anytime they say we need this done you
say I can do it. And any time you know they say can you do this? I said yeah I
could do that! Whether you can or not you figure it out and I think you know most
people are a little timid when they start their career and I probably was too -
for a couple weeks and then I learned that the way to get ahead the way to
succeed was to do things - and so I did everything we could do in the housing
authority and it was a pretty broad spectrum of things back then so I
learned a lot about the housing field.
Kathy Ebner: And you you ended up having a specific
interest and certainly an expertise in housing finance and really developed
that once you transitioned to the state. So you went from sort of the local
government to the state government - sort of how did that happen?
Nancy Rase: That happened actually we did something rather unique at the Housing Authority which was we
developed public housing but a non-profit in the city who had no staff
or experience or capacity got control of a hotel in the downtown Hagerstown that
they wanted to convert to senior housing and so they came to the Housing
Authority and asked if the Housing Authority would assist them through the
process and that gave me more opportunities to say I can do that stuff
nothing to it so I got exposure to the bond financing
that the State Housing Finance Agency provided the
finance that project and I I fell in love
that was my I knew that's what I wanted to do - I wanted to be in the side where
the housing was financed. I liked helping the people
I liked working at the Housing Authority but I really that's where I found the
thing that I loved and that was the beginning of my career. Because they
offered me a job at the end of that process, not in finance, broke my heart it
was as a housing management officer but I've said well I'll get in the door
down there I know they finance stuff and I can become part of that so I took a
job as a housing management officer and lasted six months until I found something
better to do there.
Kathy Ebner: And you know and while you were at the state you were
certainly involved in a lot of major accomplishments you know building
community buildings and doing certain projects was there anyone in particular
that sort of stood out as being your most proud were they sort of all your
all your babies?
Nancy Rase: Well I liked them all I really did I think you know I started
with small stuff on the rehab side and then moved into the multifamily side and
grew into the tax credit program when that was created in '86 but you know when
I look back I think the thing that the one project that most excited me and I
got way too involved in was was here in Baltimore City and I had never
been involved in anything in Baltimore City and it was three buildings up on
Druid Park Lake, the Esplanade, Temple Gardens and what's the third one? Thank you
Emersonian and we had a developer come in to us looking for financing for those
and they were three of the most physically fantastic specimens I've ever
seen and so to be able to be involved in financing the renovation of those and
the bonus of providing some of the units is affordable to lower-income households
I think was a huge accomplishment I believe since I was there it's probably
been financed three or four times more but you know to do it the first time in
modern times was really very cool.
Kathy Ebner: You certainly had a long and accomplished career at the state while there you worked with Trudy McFaul and
made the decision then and after working many many years with Trudy in
1994 the two of you decided to leave the State Housing Agency and form Homes for
America. So you know what led to that decision after spending so many years at
the State Housing Agency?
Nancy Rase: Yeah a lot of late nights over beer and wine but I
think the the final catalyst was really a combination of two things one right
from the beginning we knew we could do it better than it was being done because
the nonprofit's at that time didn't in this area didn't have scale they didn't
have a lot of capacity and they were working in just a little neighborhood
projects that they do one every three or four years well that doesn't work you
can't live off of that and so we knew we could do it right and then
the timing opportunity just opened up like the sun coming out. It was the end
of the the Schaefer administration no it was the end of the Glendenning
administration two administrations and you know having been through one
administration change two administration changes really you know Hughes -
Schaefer - Glendenning the prospect of another one was dismal. I mean every time
there's a new governor there's a new secretary and you got to do everything
over again, nothing's right from the previous administration, so didn't want
to do that again, especially considering the prospects of who would be governor
and then they made tax credits permanent and that was like the final
straw I mean you know we we knew that the tax credit program was a key
financing resource to make what the nonprofit that we wanted to run
successful and we just looked at each other and said let's do it and we did it.
We just left and did it... dumbest in hindsight it was a gutsy move but at the
time it seemed let's go do that
Kathy Ebner: Homes for America is a 501c3 nonprofit
organization I think you know the term nonprofit can
be confusing to some in fact you have often said that being nonprofit is a tax
status not a business strategy so what do you mean by that and why did you
choose to create a non-profit and not a for-profit organization.
Nancy Rase: Well first I have to give credit for the comment not to me but to Deborah Schwartz with the
MacArthur Foundation she often starts many of her presentations that way and
so I stole that line from her it's a good line! So yes I mean quite simply a
nonprofit organization is an organization that doesn't have to pay
federal taxes or state taxes but it is a business and it needs to be run like a
business it needs to have a stream of income that supports it. There are those
that believe nonprofits can be sustained on fundraising. I'm not one of those
people. I don't believe that's a sustainable business like that's not a
business that's... begging you know and I think a business is a
business you have a structure you have a plan a business plan that says here's
what I'm going to do and here's when I'm gonna do it and here's how I'm gonna do
it and here's what it's going to lead to and that is that's the key to success.
And just getting nonprofit status doesn't mean anything.
Kathy Ebner: And certainly over the years homes for America has achieved remarkable growth and in fact
the organization is really poised even and are a new era of great instability
but you know sort of looking back on those early years you know I'm sure it
was there a living you know day to day for a while week to week and when was it
you know when was it that you felt like operations really stabilized and you're
sort of solidly on that growth projection at what point was that?
Nancy Rase: well I it was probably really seven years into it. I mean you know the first
year there wasn't anything I mean Trudy thought she was getting paid when we
reimburse her for mileage because we didn't pay ourselves
she was driving all over the place just for making good money and better money
than me I was in the office running numbers but we I think it was about the
seven-year point where I didn't make less than staff you know we had
sort of a structure that made sense with a hierarchy of salaries we weren't
paying the salaries that we were able to pay now and in more recent years but we
had revenue coming in on a steady basis and not earned but received that's one
of my big biases I mean revenue earned is wonderful cash in the bank is what
you need and we had reached that point I think by year seven and then at that
point we realized that the way we were doing it didn't quite work
we were living off of development fees so every time you do a big project you
get a big fee and that carries you for so many years and then you get another
one and so we were fortunate enough to be given a big sum of money for us a big
sum of money it was almost two million dollars from a PRI it's called a program
related investment from the MacArthur Foundation and it was a two percent
interest money for ten years and that's when we really hit the big time because
we were able to leverage that money in significant ways and grow the
organization and that was the huge turning point for us.
Kathy Ebner: So of all the 80 projects communities that we Holmes from America has
developed over its years is there sort of anyone that really stands out as a
major accomplishment or is there something about sort of the historical
operations of Homes for America that you really feel was a great accomplishment
and and what about any significant challenges?
Nancy Rase: I loved every project we did
except one there was one that was cursed and Dana's laughing because she was
cursed by it too but... I loved everything we did I felt good
about what we did and you know we were Homes for America is unique. We don't
have a model deal that we do we don't do an 80 unit elderly building that we plop
on land all over the country. Everything we do is unique and tailored to the
neighborhood or the town or the city that we happen to be in. So we have maybe
not wise but a project that only has 17 units at McConnellsburg Pennsylvania
it serves a great need there and it's a wonderful community and then you know we
have 400 units in Hagerstown Maryland. We did that's the one going back to my
hometown and doing the largest project we ever did that probably means a lot to
me just that's ego isn't it? Forget that one - so each project meant a lot it really did.
Kathy Ebner: And so you know finally on Homes for America, what do you and I'm really
especially interested in hearing this answer do you think is the key to our
future success and our current success what's the one or two things that we
really need to pay attention to
Nancy Rase: Okay first and foremost is people I mean
the people that populate Homes for America make Homes for America what it
is and I have I am so proud of the people at homes for America. I mean it
means so much to me that you succeeded me it's just well sorta there's a few
months when she wasn't sure she wanted to do it but people are important you
have to treat people well you have to treat people with respect and you have
to give people the opportunity to grow and to be part of that organization and
everybody needs to feel like they're part of that they're an owner too of
that organization that it's as much theirs as anybody else's. I think that's
been our success and I think if anybody looked at our staff roster and saw the
longevity of folks at Homes for America, I think they would agree that the
staff are very key. and the other thing is have a solid
business plan and stick to it. You can't you know you have to be you have to be
flexible with your business plan because the environment changes particularly in
the affordable housing world there's always new policies at the federal level
you know you just get the hang of some program and damned if they don't cut it
and there's no more money for that so you have to be flexible but focused on a
business plan that has to make sense.
Kathy Ebner: So they're shifting to policy you bring up
policy so you know you certainly have had many successes at the local and
state you know policy level enacting changes really being instrumental in
some significant policy changes so you know how did your career experience sort
of relate to that and how you know how did you end up having that interest in policy work?
Nancy Rase: Well I I was really fortunate that in 1986 Governor Hughes
decided to make housing a priority it was he was on his way out that was the
end of his eight years and he decided to make housing a priority and there was a
lot of focus on the areas the finance areas where I was working and so I
really got to participate firsthand and helping to craft new programs ideas and
concepts for new programs that would fill a gap that wasn't being addressed
and to get some larger sums of money like the rental housing production
program and some of the programs that all of us that are in the business live
off of now enacted with the legislature and fortunately for me Trudy and her her
boss the assistant secretary Ardath Cade both included me very generously
included me in all the hearings and the drafting of the bills and all that work.
And I really came to like that - not as much as finance but but I liked that and
I felt i added a practical aspect that a lot of our housing laws didn't have.
Kathy Ebner: I think that's what's so unique about that contribution of
yours is that you could take that practical knowledge that on-the-ground
experience and really relate it to sort of a bigger policy level and that was you
know very important valuable contribution. Moving, continuing down, policy
and I know for the students in the room that may be interested in housing
finance so you had mentioned earlier about the low-income housing tax credit
program and certainly that the vast majority of our portfolio is financed
with that and it is certainly the key tool for affordable housing development.
So you talk a little bit about the unique features of the program and and
also talk about how the recent federal tax legislation that was adopted in
December affected the program.
Nancy Rose: Okay okay. Well first off you have to understand
the tax credit was born out of what we thought was the end of our world and
that sounds dramatic but the Housing Finance and affordable housing finance
industry had survived and thrived for many years... by state agencies
and local agencies issuing tax-exempt revenue bonds to finance
housing and investors "selling" or owners "selling" the passive losses in the
operations of that housing: the depreciation and you know that stuff
that accountants know about. And that was our world, and well forgot something
a very important, section eight we had HUD section 8 contracts that we could
marry to the financing and we built big beautiful hugely successful projects but
what could go wrong you know you had low-interest financing and you had
income stream to support that housing. In 1986 we had what we had this year a
major tax law change and they took away passive losses and that brought our and
and the section eight was no longer funded for new construction and
substantial rehab and that just killed our world.
And they adopted this thing called tax credits and we're all running around
thinking, "what is this?" "how do you make it work?" what do we do? and it took I'd
say a good five years for the industry to get a handle on tax credits in the
early years we had individual investors coming in and applying for the tax
credit so they could take a credit on their personal taxes but it wasn't the
big mega business that it is now with banks investing huge amount of money and
buying tax credits... it's a whole institution of syndication you know
Enterprise is a big syndicator of the tax credits I mean it's a big business now
but and interesting when it started some of the earliest transactions you know
the tax credits were allocated to States and the developers would come in apply
for the tax credits in a competitive process that wasn't real competitive
back then and they'd get an award of tax credits
and then they could sell those credits and then the buyer of the credits could
take a tax credit every year for ten years and the amount of the tax credit
was based on the to... keep it simple the cost of the project excluding some some
items so it took a while for that to catch on so some of those early sales
was like some of electric companies out in California that we all later learned
didn't really exist that bought the credits and they were buying them like
for thirty five cents on the dollar. The market today is a little weaker than it
was in its heyday but in this area where are you now about
still 90s 90 some cents on the dollar out in California you can get a dollar
seven a dollar ten on the dollar of tax credit so it's it it generates a lot of
equity if you think about it. If you're selling something over a 10-year term
and you're getting paid for you get the present value of it at closing or you
know during the construction process through closing - that generates in many
cases about a third of the cost of doing a development project
so if you have equity coming in and you're not paying interest to an
investor that investors getting paid through the credit they get on their
taxes - that's better than cheap money I mean
that's that there's a few catches but but it's an effective tool for our
industry that I don't know where we would be without that tool.
Kathy Ebner: and we've had a major shift in that program recently with the reduction of the corporate tax
rate yeah going from 35% to 21% well yeah I don't I mean I haven't seen that
big of an impact there was there was a lot of sort of concern and fear and I
think most of the investors adjusted before the tax law was even adopted
that's the level of confidence and so there was about maybe a 15% reduction in
you guys don't correct me if I'm wrong right there was probably about a 15%
reduction in in the value of the tax credit but I do think over time that
will creep back up there certainly doesn't seem to be a diminished appetite
for buying the credit that seems to be so strong some of the few investors
dropped out but it didn't wipe out the industry by any means I think it's I
think it's still the most viable, along with state funding resources, the most
viable resource for our industry.
Kathy Ebner: and there's also you even with the strength
of the tax credit program, there's obviously also needed federal resources
there's some gap financing that's received through the federal level sort
of the section 8 program is very important and you know we definitely
we've been having a roller coaster on that more recently at the federal level
with proposed cuts from them deep extinguishing cuts from the administration,
thankfully Congress did the right thing and funded the housing programs at a
reasonable level through September 30th but we're all sort of waited with bated
breath about sort of what FY 19 is going to entail, so you know despite these
challenges, you know we do remain optimistic because we need to so what
are you most optimistic about in terms of sort of the federal level and the
Appropriations and our ability to overcome those challenges?
Well I think my optimism doesn't come from the federal level it comes from responsible
states and you know there are huge amounts of resources that states not all
states but we're fortunate in this region that Maryland is a very generous
state with its resources and puts money into affordable housing and probably we
get more money from the state in Maryland than the federal contribution
that's directly for housing in Maryland so I think you know I'm optimistic that
Maryland will continue to support housing and that other states in this
region I think Virginia I think Pennsylvania remain responsible housing
agencies and will continue to supplement. What I worry about most it's easy to
be pessimistic and I tend to be a little bit pessimistic when we talk
about the federal government I don't know why exactly I just do but I think
what I worry about most is when they start to cut the Section 8 Rent
Subsidies and what that's gonna do to families it will hurt our industry but
it's going to hurt a whole lot of families a lot more than it hurts our
industry and that is that is a concern. I I do think that that there will be
efforts at limiting the length of time that a family can receive Section 8 and I
don't think that's all bad I just think it has to be done right and I fear that
it won't be done right.
Kathy Ebner: the future is certainly going to be interesting...
shift in housing policy more recently has been with focusing
affordable housing and higher opportunity areas. In fact the state of
Maryland has recently revised its allocation plan for - for a strong
preference to locate affordable housing in affluent areas areas that contain
employment opportunities, strong schools, etc. Can you sort of talk about what has
led to this change and and what are your thoughts about it?
Nancy Rase: well I think it's a
good change I very much support it I think housing should be I don't think
people who have trouble affording housing at the market rates are located
in any one place they're all over the place and they all want good things for
their families and their children which is to have a good education so I think
sort of concentrating housing in areas where you don't have good schools where you
don't have transportation where you don't have jobs it's really stupid so if
we're getting past that, hooray! It's time, it's past time. It will be challenging
I'll relate a bad experience that Homes for America had and still it still burns
me we had a site in Baltimore County Maryland and I speak freely about this
it was zoned for 50 homes and we were building townhouses and we had a model
that we used still to this day where we build rental townhomes using a tax
credit program but at the end of 15 years the families that live in those
homes can buy them and they can buy them in a way that it's affordable to them
and I think it's a great program it's a wonderful program and we're building
communities that are part of the greater community there's beautiful housing we
have the oldest ones in Annapolis and people are buying now or getting ready
to buy now. And Baltimore County at that time the state had a requirement that
the county had to approve every project that the state funded whether it was
zoned properly or not - and Baltimore County turned that project down because
they didn't want us to do affordable housing. And an affordable council person...
Her name was Cathy Bevins... I do have a venom about this. Cathy Bevin's council district
So the council... Baltimore County operates
and if I offend anybody I'm sorry Baltimore County operates under the
feudal system so everybody votes with the person that their district you know
whoever's district it is that's the way the vote goes whatever that person was
and she killed that project and you know we lost a fair amount of money on the
project but that wasn't important. What... was important
was that was the catalyst that got the law changed. That the state took out the
provision that gave a local government the authority to kill a project by
saying they have had to approve it before the state would fund it. And so
that law change put an end to I guess overt discrimination against affordable
housing. Now is there still underlying currents are there still challenges
absolutely! You know you will go into jurisdiction like Baltimore County you
won't get cash you won't get funding you won't get a pilot from them you know a
payment in lieu of taxes which is something that helps make housing more
affordable - but they can't be as overtly discriminatory against affordable
housing as they have been in the past so I think that's a good thing and I think
developers should find the nicest sites that they possibly can and the best
neighborhoods in the state and build build build.
Kathy Ebner: Shifting gears a little bit
then to the advice for the students in the room you know you have a lot of
experience certainly to speak from and specific in terms of affordable housing
you know what from it from both an academic standpoint as well as a
personal attribute standpoint what are the skills that you think are most
important to you really succeed in the affordable housing field.
Nancy Rase: Okay well I mean affordable housing is such a broad field that's sort of just about any
skill set can find a right place in the field and it is a wonderful field but
for those of you I mean a lot of folks here
probably in the finance and you know its finance is finance - whether it's affordable
or whether it's not there's different sources
learn the sources but don't be overwhelmed by the fact that oh that's
different than I just go in and get in a bank and put and then twenty percent
equity and doing a deal real easy don't be intimidated by terminology because
every industry has its terminology just learn it. You know don't be intimidated
by the breadth of the feeling there's so many things you can do in affordable
housing you can be the lender you can be the syndicator you could be an investor
in a few years give yourself a your time you can be a developer that's the best
you know you can finance it's just you can be in public the public sector the
public sector is a great learning ground if you get an opportunity being a
housing department in the public sector don't ever turn it down! Take it as a job
starter because it gives you a huge breadth of experience you won't get
anywhere else and always remember this: somebody says can you do that you say
yes and then figure out how to do it right and do it because you can do it
there's no two ways about it if you can get through this program you can do
anything that they put out there not to worry you can do it and that's what you
have to do you know don't be don't be cocky that that's not good
don't be arrogant but be confident you know be confident don't push people and
say I'm it's time for my next raise I need advance I need to get ahead but
always be the one that says yes when they ask if you can do something or if
you will do something just say yes and it'll get you to the top faster than any
other technique you could dream up unless your family owns a business then
that might be another route you could think about.
Kathy Ebner: you mentioned but the public sector and the private sector and obviously you
have you have a great deal of experience there but how do you how would you sort
of compare and contrast that you like what are the... and starting out early
in your career do you recommend public first and then private or you know what
what do you think about a transition yeah I mean I did public first and then
private because I learned so much and the public sector is certainly reliable
you're gonna get your paycheck you're gonna be treated the same as everybody
else, you're going to have a breadth of
opportunities that you might not have in a small private firm I think you know I
never regretted my years in the public sector, I actually think I thrived in the
public sector and you learn a broader spectrum of the field and the public
sector because you know in the private sector you don't touch policy too much
but that's a really good thing to know and understand and be involved in now
there are organizations like Enterprise at the you know sort of partners level
where there's a lot of policy work and emphasis and you know a few others in
the country but for the most part most of the policy around our field is
generated at the state and federal government level so I I never worked in
the federal government I can't speak to that you know unless it's a really good
Housing Authority I wouldn't that might not be a route to go these days but but
you know the State Housing Finance agencies the housing departments of
local governments those are great opportunities or start out with a small
development firm and you know somebody that's gonna teach you the ropes all the
way through and support you and help you you know. And one thing to I guess sort
of for-profit nonprofit just you know everybody thinks how much money am I
going to make? Well but that's not irrelevant to young people looking at a
career obviously you want to know you're going to go somewhere so the things you
have to weigh in that regard is sort of the state
system. If you're there long enough and you make that a career in the federal
system to the retirement at the end is really nice just you know if you're only
gonna be there 10 years 12 years it's okay it's a little extra you know but
you know you're not gonna be wealthy you're not gonna be rich but you have a
good lifestyle and a nice nice retirement and the private sector a lot
of people think well I'll have to work for a for-profit to make the money
that's not true. The nonprofit sector has become more
competitive with salaries and you know not the small community based on profits
as much as the more regional or national nonprofits in the field but there are
opportunities to work in the nonprofit sector you know to do good and to make a
really good living and build a good retirement. What you don't have is
ownership personally so you know you don't have the ability to sell off all
your properties and retire and you know go away on a sailboat to the islands for
the rest of your life and so those are considerations you have to make but I my
personal opinion is that the the nonprofit sector and the affordable
housing field is the most rewarding career anyone could ever ask for I could
never have had a better career I can't even envision what it might have been
even if I was the best tennis player in the world and played at Wimbledon and I
do love tennis it wouldn't have been as good as this.
Kathy Ebner: and so and so expand a
little bit so you know and what specifically a what way and it's true
that I think most people that are in the affordable housing field will say it is
they do it with such great personal reward I know that's true with myself so
what about it do you think is just so personally rewarding?
Well, boy all you have to do is go to an affordable housing project that you help
develop and see how much the people that live there appreciate what. They have
they have a nice home, they have a rent that they can afford, in some cases they
have an opportunity to become a homeowner
which is really big in some areas and and there and but you know what they all
say not not the seniors but you know what that is my kids are doing better in
school. And that is so important because it changes, that changes the
whole dynamic that breaks the cycles you know the children have the school
opportunities that you know they do what I do I'm the first first person in my
family to graduate from college. Next generation, every single one and so you
need things that break patterns that set examples and that's what the affordable
housing industry does for people who are struggling to make ends meet and raise
their families. And for the seniors, it gives them comfort and a place to
live, you know, happy collegial friendly filled
environment after having struggled their entire lives, in most cases and many of
the people that live in our senior properties never owned a home they've
always rented, and it gives them you know a very nice end to their life and I just
can't think of anything you know I've often think about what else I could have
done and I don't really even want to think about what I could have done I
think about what I did do and I feel good about it.
And plus all the nice people I get to meet and work with it's pretty nice.
Because I didn't pay Chickie to say that.
Kathy Ebner: As you should. I mean you certainly have a
remarkable accomplishment and you know just a stellar record in the field and
you know very proud of all that you have created through Homes from America
well you're my you're my most proud accomplishment. Yeah nothing makes me
prouder than knowing that you're running Homes for America now that's a great partnership. Thank you!
Seema Iyer: Thank you thank you so much Nancy and Kathy for such amazing
conversation I want to introduce our board member Willy Moore and I also
want to bring up Trudy Mcfall to say some concluding remarks.
Trudy Mcfall: Good evening. I'm that Trudy McFall that was mentioned.
Nancy Rase: nobody mentioned her last name!
I know, I'm like Cher I'm the chairman and co-founder of Homes for America and I
have known Nancy and worked with her on an almost hourly or daily basis since
1981 when I came to direct the state's Housing Finance Agency and if you're all
sitting out there doing some fast math yes that's 37 years we have worked
closely together and she has been a wonderful business partner and friend I
wanted to add kind of a different take I knew you were gonna be a lot of students
here so I thought well you're gonna hear about how smart she is and gracious and
wonderful and so probably I don't need to beat that you got that I'm sure and
it's all true but I thought well since I have been privileged for 37 years to
know this living legend I thought I would tell you what I thought were some
of the characteristics or attributes for success that might have some relevance
to your life obviously you've heard she's very smart
and she's very brilliant and it's all true and I
don't know where it comes from whether its DNA or cultivated or y'all
trained or so well here at this school I don't know but it's something that's we
can all aspire to but probably are not going to all reach that state, I know I never
did, so that's clear you know we can give that that it's great if you're really
smart and brilliant but I wanted to tell you about some other skills that might
be things you could think about in your life and career. I think one of Nancy's
special skills, and Cathy sort of alluded to it too, is an ability to care about
dig in and master extraordinary detail and then turn right around and dig in
and master and see the big picture and see how they come together. That's a
that's may sound I don't know what it sounds like obvious it's an incredible
skill that she could dig into a detailed reg and then tell you how it affected
the industry and then what kind of legislation we needed to go after in
order to do that so think about that you know as you developing a specific
detailed skill, boy think about where you can go if you can master the details,
master the bigger picture that they're a part of, and then articulate them to so
people can understand them which in our field is no small accomplishment I mean
Nancy was always brought in to explain things to Trudy because she knew how to
how to explain the complexities of all of the financing to somebody w
wasn't doing that on a daily basis. So I think that's a tremendous skill that
Nancy has and do not ever think that being laser focused and totally
determined is not the characteristic probably of all the living legends
you've heard here but it certainly is a characteristic of Nancy she is
absolutely focused on what needs to be done how to do it and do not mess with
her when she is doing it because she's on it and she is determined to get
things to the product. So that is a huge characteristic I think for success.
And the willingness to take risks. Man that's a biggie especially if you're
entrepreneurial and starting as we did a business - being able to to assess and be
smart about risk but then being willing to take it on your shoulders - you're
going to carry that you're going to create payroll you're gonna have staffs
whose lives are in balance for your being able to run a smart business, man
that's that's tough duty and being able to combine that and I know it took it
was stressful and tention and and made her grumpy sometimes even but man that is a
huge huge ability to do both in public sector as well as private. And lastly
just plain old do not do not confuse any of this with the bottom line that this
is the hardest working person in the world so when you're all done with all
these other skills and attributes man she would grind it out like nobody who
ever saw in terms of the hour and the and the focus and product that she would
produce so I think those are all really important skills that we might find in
all of our in all of our legends. Lastly I want to tell you what my advice
from my life with Nancy which is... find smart people seek them out
everywhere in your life at work at home find people who seem do you really know
what they're talking about really sensible and and wherever they are up
down around anywhere in your organization's or life and and set aside
any pride that you think you know stuff you know and go ask them ask them and
and listen and learn and take advice and and cherish them and acknowledge them
and I know that that was what Nancy brought to my life and I think it's a
really essential element in a complex field you're going you're going into a
complex real estate field. Nobody can know it all!
It takes a village and if you got smart people go find them and go use them and
build your successes together so that's what my experience with Nancy Race is.
Willy Morre: So my name is Willie Moore president of South Way builders and I happened to
serve on the REED Advisory Board. And South Way builders had the good fortune
to do their first project with Homes for America I think about fifteen years ago.
And it's been great for us ever since. This is a great honor for me being on
the board. The prior legends I think are people
that maybe the broader public associates with real estate. Kind of the class A
residential developers the class A commercial developers. And Trudy and
Nancy have built a company that is Class A in their market segment of doing
affordable housing. And I think that deserves a huge round of applause in
itself but I also want to just acknowledge that Nancy is also the first
woman who has been a legend here and I think its safe to say... (applause)
and I think she is also the first legend who is actually a graduate of UB.
So Trudy and I have the honor of being able to present this... I guess it's the UB's
lessons from legends Oscar. Our little award and we've got a gift bag from the
board to present so thank you very much
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