VantageScore, FICO 10T Include Rental History, Utility Payments for Prospective Homebuyers
U.S. Federal Housing Director William J. Pulte, during an April 22 news conference on new rules for how creditworthiness will be calculated, said consideration will be given to the rental payment history of a potential homebuyer who is seeking a federally backed mortgage.
“Today is a great day for American homebuyers,” Pulte said in introducing the much-anticipated change.
“Effective immediately, Fannie Mae and Freddie Mac are accepting new, modern credit scores that give American homebuyers the credit they deserve for paying their rent,” he said. “If you pay on time, you’re more likely to pay your mortgage on time.”
He said the housing system for decades has “ignored the simple fact” that timely rent payments, particularly for lengthy durations, are a meaningful indicator of credit worthiness for a home mortgage.
“This is a very big deal,” Pulte said. “Credit scores help set mortgage rates and access to home ownership. Lenders use a credit score to determine who gets a mortgage… Fannie and Freddie use it to decide what they will pay for a loan, and investors use it to price the mortgage-backed securities that determine rates.”
Utility payments are also included in VantageScore, and are in the adoption phase for the competing product, FICO 10T.
Twenty-one lenders are in the pool to offer federally backed mortgages under the new program, all of which will be made available through Fannie Mae and Freddie Mac, Pulte said. More lenders are being added to the pool, and the opportunity is open to other lenders who are interested in expanded federal backing.
“We are now in business to make home buying more affordable while being safe and smart,” Pulte said.
Pulte said that he and HUD Secretary Scott Turner held the press conference to spread the word through media about the change, and they have also updated the federal guidelines on how credit will be considered. Already, he said, $10 million in loan activity is documented within the program through Freddie Mac.
“Fannie Mae is underway too,” he said.
Pulte and Turner agreed that in no way does the scoring system change lend a preference toward a specific product or program. Rather, it opens the market for initial and potential products and programs that will benefit the consumer in the home-buying space.
“America was built on competition, as we all know,” Turner said. “Competition stops complacency. Complacency will rob you of your destiny. And it shakes up the status quo, competition does.
“Our announcement today will allow competition between different credit scoring models,” he said. “So we can make housing more affordable and more available for prospective home owners.”
Industry Response to Credit Score Criteria
“MHI supports efforts to facilitate a more competitive market for credit reports and scores, while mindful of the need to preserve secondary market liquidity and investor confidence, which drive the cost and availability of credit for homeowners,” Lesli Gooch, the CEO of the Manufactured Housing Institute, said. “We applaud Secretary Turner and Director Pulte for their focus on improving housing affordability and look forward to continuing our collaboration with them on this and other critical initiatives with that shared goal.”
Cody Pearce is co-CEO of Triad Financial Services, a national lender for manufactured homes.
“At Triad Financial Services, we strongly support the move to modern credit models like VantageScore and FICO 10T that recognize real-world payment behavior,” Pearce said. “For too long, responsible consumers who consistently pay their rent and utilities on time have been overlooked by traditional scoring systems. This change is a meaningful step toward expanding access to homeownership in a responsible way, rewarding true creditworthiness while maintaining sound lending standards. It’s smart policy, and more importantly, it’s the right thing for American homebuyers.”
Editor’s note: This post is being updated as more information becomes available.
Manufactured homes are built to the HUD Code, not the IRC or IBC. That distinction matters, and it drives how factories design, certify, and produce homes every day.
At the same time, the HUD Code and site-built codes share one important trait. They all define minimum requirements that establish safety, consistency, and a baseline for performance.
Continuous insulation is not a requirement, but is a practical option for improving comfort, durability, and efficiency in a factory-friendly way.
What Is Continuous Insulation?
Continuous insulation, often shortened to CI, is insulation that runs uninterrupted across framing members. Instead of stopping at each stud, joist, or rafter, CI creates a thermal layer that blankets the structure.
Most manufactured homes rely on cavity insulation, such as fiberglass or mineral wool. These materials can deliver solid nominal R-values, but framing interrupts that insulation. Wood conducts heat far more readily than insulation, creating thermal bridges.
CI reduces that bridging. The result is an assembly that performs closer to its intended value in real-world conditions. Once installed, CI requires little ongoing maintenance. It is rigid, protected by exterior finishes, and does not settle or compress over time.
Common Rigid Insulation Options
Several rigid insulation products are commonly used to create continuous insulation.
Expanded Polystyrene (EPS)
EPS is widely available and typically lower in cost. It has a lower R-value per inch, so thicker boards are required to achieve higher performance levels. EPS is also more vapor open than other rigid options, which becomes relevant in limited cases where a wall is detailed to dry to the exterior, for example certain cold climate assemblies with structural sheathing behind the foam.
Extruded Polystyrene (XPS)
XPS has a higher R-value per inch than EPS and offers good moisture resistance. Its use as wall insulation has declined in some markets due to cost and environmental considerations, but it is still a very common product for on-site below-grade applications.
Polyisocyanurate (Polyiso)
Polyiso offers the highest R-value per inch of the common rigid insulation types. This allows manufacturers to achieve meaningful thermal improvement with thinner boards. Polyiso is lightweight and typically faced, adding durability and moisture control benefits.
These traits pair well with factory production where space, consistency, and efficiency matter.
The Building Science Benefits
Continuous insulation is not about chasing numbers. It is about controlling heat and moisture more effectively.
By reducing thermal bridging, CI helps keep interior surface temperatures more consistent. Walls feel warmer in winter and cooler in summer, improving occupant comfort. Warmer sheathing also reduces the likelihood of condensation within wall assemblies, supporting long-term durability.
CI can also be applied to the floor system, often referred to as the belly board. The underbelly of a manufactured home is a common source of heat loss and moisture exposure. Adding a continuous insulation layer in this area can improve comfort, protect materials, and reduce energy loss with relatively modest changes to the assembly. These benefits apply regardless of code path. They are simply the result of basic building science.
Why CI Makes Sense for HUD Code Homes
Adding continuous insulation doesn’t mean abandoning HUD Code-compliant designs, but instead, enhances them.
CI can be applied to exterior walls, floors over a steel chassis, or roof assemblies. Even modest layers can improve real-world performance without significantly changing overall design or factory processes.
For manufacturers, CI provides flexibility. It becomes an option for certain product lines, climates, or customer types rather than a universal requirement.
Performance Above Minimum, Financial Upside
Building above minimum performance can unlock financial benefits, depending on location and timing.
ENERGY STAR certified manufactured homes may qualify for federal builder tax credits currently reaching up to $2,500 per home, with higher tiers approaching $5,000 per unit for more advanced efficiency thresholds. Program details vary and change over time, but for manufacturers building at scale, even modest per-unit incentives can help offset the incremental cost of improved envelope performance. These benefits are often a moving-target. Builders should check local and federal benefits for the most up-to-date offerings.
For homeowners and community operators, improved insulation performance often translates into lower heating and cooling costs over the life of the home, improving affordability and long-term value.
Factory Efficiency Considerations
Rigid insulation can integrate cleanly into factory production. Boards are consistent, predictable, and resistant to settling or compression. Thin, high-R materials help control wall thickness and simplify detailing. Exterior CI can reduce reliance on more complex interior cavity insulation strategies.
From an installation standpoint, CI may also require less additional labor than expected. Many window manufacturers now allow windows to be installed directly over continuous insulation without traditional wood bucks, provided compressive strength requirements are met. In those cases, installation looks very similar to conventional methods. Consistency, repeatability, and reduced callbacks matter in a production environment, and CI supports all three.
Environmental Considerations
Improved envelope performance reduces energy demand for heating and cooling over the life of the home. Lower energy use translates into a smaller environmental footprint and supports sustainability goals for manufacturers, developers, and community owners.
A Practical Tool, Not a Requirement (yet)
Continuous insulation is not a trend, and it is not a mandate. It is a practical application of building science that fits well with factory-built housing. The HUD Code establishes a solid baseline today. As expectations around comfort, efficiency, and durability continue to evolve, future code updates may naturally move in this direction. Continuous insulation offers manufacturers and owners an optional, flexible way to build thoughtfully above the current baseline, while also positioning products well for what may come next, without sacrificing factory efficiency.
Steve Dubin is a business development manager for Rmax, a Sika Company. His area of focus is on off-site construction manufacturers. He serves on the board of directors for the Modular Home Builders Association and is a member of the NAHB Building Systems Council. He can be reached on LinkedIn, or directly at dubin.steve@us.sika.com.
If you know the phrase, “Sell the sizzle, not the steak,” you know Elmer Wheeler.
An early practitioner of what is now known as sales psychology, Wheeler authored the 1937 book “Tested Sentences That Sell” and became a master in the study of persuasion. He spent his career researching and testing minor, often subtle changes in phrasing that could dramatically increase sales results, going on to write several books on the subject and becoming a sought-after speaker, trainer, and consultant in his day.
“Sell the sizzle” is the first, and, by far best remembered, of several principles outlined in his book. It’s a reminder to focus on buyer emotions, motivations, and outcomes rather than the technical aspects of the product that can bog down a sale. In the words of Wheeler himself “The sizzle has sold more steaks than the cow ever has, although the cow is, of course, mighty important.”
Nowhere is selling the sizzle more important than the initial contact with a prospective buyer, especially when a major, big-ticket purchase like a home is involved. Unfortunately, in the enthusiasm to make the sale, many salespeople move too eagerly to selling the product and don’t focus on what they should be doing: creating a desire in the prospect to proceed to the next step in the sales process.
I experienced this valuable lesson firsthand some years ago when I worked on the retail side of the business for a large, community-based sales organization. The company had just implemented call-tracking phone numbers for all of its properties. At the time, this was cutting-edge sales tech, offering the ability to determine which marketing sources were generating the most inquiries and recording the incoming calls for later review or coaching.
Someone on our team came up with the idea to play a few random call recordings during our weekly team sales meeting. The first and only call we played that day started strong. It was answered promptly, enthusiastically, and with a proper company greeting. The sales agent gave a great introduction and transitioned smoothly into a sales presentation, after which they recommended the perfect inventory home. The call wrapped up with a discussion of community amenities, the land-lease concept, and the application process to become a resident.
In hearing the call at this point, you might have thought that it couldn’t have possibly gone better. But we noticed our owner getting visibly agitated as the call progressed. We soon understood why. After the sales agent did the majority of the talking, the prospect thanked the agent for the great information, said that they wanted to think about it, and ended the call. No name. No phone number. No next step.
Talk about a missed opportunity! To this day, I don’t think I’ve ever seen a person change a darker shade of red than our boss did during the playback of that call.
After a stern refresher in phone skills, we all learned a valuable lesson that day: the purpose of a phone inquiry was to sell an appointment, not the home. Elmer Wheeler would have approved.
In your sales process, perhaps it’s not an in-person appointment. Maybe it’s the completion of a community or financing application. Whatever it is, you have one objective and one objective only: to get the prospect to commit to the next step, whatever that may be.
So, how exactly do you go about doing that? Here are a few tips to keep you focused on asking for the next step and avoid some common pitfalls:
Don’t Overwhelm the Prospect
If you’ve ever found yourself talking about the pre-HUD history of manufactured housing or explaining the advantages of 2×6 sidewalls, you’re providing way too much information. Answer prospect questions politely and succinctly, then immediately pivot back to asking for the next step.
Let Your Prospect Do Most of the Talking
You can’t learn what’s important to your prospect if you’re the one doing all the talking. You’ll miss important information for motivation and urgency. Stop. Pause. Let the prospect do most of the talking. Move the conversation toward the next step.
Sell Benefits, Not Features
Features don’t sell homes. Benefits do. Talk in terms of the benefit to your prospect. Need to move right away? Great, I’d love to show you our move-in-ready homes. Would you like to come in this afternoon or this evening? Always ask for the next step.
Don’t Tackle Objections
Handling objections over the phone can take you, too quickly, into the weeds, or worse, put everyone on the defensive. Acknowledge the prospect’s concerns, validate that you understand why they might think or feel that way, and redirect how your next step in the process can help answer those questions.
Pique the Prospect’s Interest
When you provide too much information or try to sell a home over the phone, there is nothing left to be discovered. The next step becomes unnecessary. You want to offer just enough information to make the prospect intrigued and enthusiastic to take the next step.
When you think about it, keeping a phone inquiry narrowly focused also makes good sense. Instead of asking the prospect to commit to a major purchase or complex process before trust has been established, you’re simply selling a conversation. It’s low pressure and certainly less intimidating.
Give it a try. You’ll find your sales will be sizzling in no time.
Aug. 17 Induction Dinner in Elkhart to Honor Five from Each Industry
In August, the RV/MH Hall of Fame will celebrate the 2026 class of inductees.
Each year, five professionals from each industry are chosen for induction into the RV/MH Hall of Fame. The 54th annual induction ceremony will be held Aug. 17, 2026, in Elkhart, Indiana.
“Recently, the Recreational Vehicle and Manufactured Housing Hall of Fame selection committees held meetings to review in detail all the nominations submitted for consideration of induction in the 2026 class of the RV/MH Heritage Foundation,” RV/MH Hall of Fame Executive Vice President Ryan Szklarek said. “We were impressed with the number and quality of nominations.”
Below are some career highlights of the five nominees from the manufactured housing industry, followed by the list of the RV nominees.
2026 Hall of Fame Honorees
Jim Breen — Alta Cima Corporation
Breen
Nominated by longtime employee Liz Sarsam, Breen began his career in 1991 with Prestige Homes. He was initially hired to furnish and decorate model homes, within a year was brought to the sales team, and within 18 months of employment, was the top seller in the company’s 14 locations. Breen was assigned as the manager of Prestige’s lowest performing sales center, a location the company planned to close, and brought the struggling home sales operation up to the company’s most productive. In 2000, Breen founded Alta Cima, a single-location liquidation center that evolved into one of the country’s most innovative and expansive home retail businesses, under the name Factory Expo, with 20 locations in 15 states and annual sales of more than $200 million.
Breen also acquired Dealers Network, a separately run franchise of home sales centers that provide opportunities for professionals who want to own and operate their own manufactured home sales center. Dealer Network has 16 locations in eight states. Breen is on the executive committee for the Manufactured Housing Industry of Arizona, where he has been a member and volunteer for many years. He is a Trustee Club contributor to the Manufactured Housing Institute and has been honored with the President’s Award through the MHIA. Supporting letters for Breen’s nomination came from longtime Arizona executive Ken Anderson, Terry Gleeson of Valley Wide Enterprises, and Adventure Homes founder Wally Comer.
“Jim’s career is a testament to his vision and work ethic,” Gleeson said. “He started by selling furniture and staging model homes before transitioning into manufactured home sales, where he quickly became the top salesman at his company. In 2000, he founded his own firm, pioneering internet sales and creating new ways for families to realize the American Dream of homeownership.”
Robert Blair Young — Blair Group
Young
Young, nominated by longtime employee Cyndi King, started his career in the early 1970s as an executive with Citibank in New York, buying home loans and providing chattel floorplan lending for retailers. In 1980, he went to work for Intercoastal Communities in Florida where he was instrumental in the development of seven communities with 1,100 homesites catering to active adults. Young established Blair Group in 1988, and built his own business in the development of 55+ manufactured home communities, largely in partnership with Palm Harbor and Fleetwood Homes. He developed five communities with 3,864 homesites.
Young has served for decades, including in leadership roles, with the Florida Manufactured Housing Institute, and is a longtime member of MHI’s National Communities Council. He has won several FMHA awards, including the President’s Award, and hosts an annual charity golf tournament that supports the Make-A-Wish Foundation. Supporting letters for Young’s nomination came from longtime executive Joe Stegmayer, industry finance expert and advocate Dick Ernst, and CEO and owner of Murex Properties Steven Adler.
“Bob was an accomplished builder/developer who provided great value for his residents, and a community they could all be proud of,” Ernst said. “Most of Bob’s residents were long-term residents, and the same could be said for Bob’s employees. If anyone demonstrated what the best of an industry could be, it was Bob.”
Steve Case — Real Estate Investor, Educator, SECO Co-Founder
Case
Case, nominated by Pentagon Properties founder and SECO Co-founder Spencer Roane, has been a real estate investor in RV properties, manufactured home communities, multi-family, and self-storage for nearly three decades, early on pursuing a series of “turnaround parks” that required extensive hands-on effort in the relocation of homes, home infill, utility upgrades, and operational re-engineering. The experience helped position Case to acquire a portfolio of more stable communities that could be a long-term investment. In 2003, Case founded Mobile Home University to serve as an educational and training platform for those who wanted to come into the industry.
He is a co-founder of SECO, the annual manufactured housing industry conference held in Atlanta, and has put to use his knowledge of the industry and relationships with an array of community owners/operators, transport and install professionals, lenders, and other service and supply providers to help build the event’s educational sessions. Case has dedicated years of service to the Georgia Manufactured Housing Association. Supporting letters for Case’s nomination came from Chuck Meek of Bay Acceptance Corporation, Paul Chase of Ironhorse Communities, and Mark Titshaw, of Stonegate Management Group.
“Steve’s passion for training and mentorship is a hallmark of his career,” Titshaw said. “Drawing on his prior military service, including 20 years in the U.S. Air Force, where he served in instructor roles, he has brought that same commitment to instructing, guiding, and empowering others in the MHC space.”
Evan Atkinson — Clayton Homes of Frazeysburg
Atkinson
Nominated by Shawn Carnahan of Adventure Homes, Atkinson has spent 43 years in the retail of manufactured homes, having owned and operated Williamsburg Square from 1983 to 2015, at which time he became general manager of the Clayton Homes home center in Frazeysburg, Ohio. In 2018, the Frazeysburg location was named MHI’s Midwest Dealer of the Year. Atkinson has been on the executive committee for the Ohio Manufactured Homes Association for more than 30 years, including several years as president. He served for 13 years on the Ohio Manufactured Homes Commission and testified on behalf of the industry several times before the Ohio General Assembly. Supporting letters for Atkinson’s nomination came from Tim Williams of the OMHA, George Gunnell, a regional manager with Clayton Homes, and Jack Zide, the current GM for the Frazeysburg location.
“I received the privilege to come work alongside Evan in 2018 as part of a succession plan (for him) to slowly step away from day-to-day operations,” Zide said. “The first day I began working with Evan I realized there were people and businesses that talked about ‘doing the right thing’ and ‘taking care of customers’ and there were people who really did it. The amount of integrity and genuine concern for customers that I have witnessed firsthand from Evan has shaped who I am and who I strive to be as a leader and provider.”
Jim Joffe — J&H Asset Property Management
Joffe
Joffe, nominated by Maria Horton of Newport Pacific, has spent 40 years in retail sales and property management, founding both Home Quest Manufactured Home Sales, a leading California dealership, and J&H, which manages more than 100 manufactured home communities. He serves on the board of the California Manufactured Housing Institute, continues to dedicate time to the Western States Manufactured Housing Association, and has served on multiple municipal task forces in LaVerne, Rialto, and Visalia. He has been honored with WMA’s William E. Carr Award, a Lifetime Achievement Award from CMHI, and his dealership won Orange County Business Journal’s Small Family Business Award. Supporting letters for Joffe’s nomination came from Barry Cole of Manufactured Housing Insurance Services, industry attorney Michael Mihelich, and Keith Casenhiser of Bessire and Casenhiser.
“Jim Joffe is a strong leader and a deeply generous individual, dedicated to helping those in need,” Horton said in her nomination papers. “He runs programs in his communities that provide crucial assistance, including rental support and home maintenance services. His efforts help residents maintain their homes and preserve property values, ensuring the well-being of the entire community.”
The 2026 RV Inductees
Bob Been – Dealer Affinity RV | Prescott, Arizona
Bryan Brady – OEM Heartland RV | Elkhart, Indiana
Dr. Richard Curtain – Advisor University of Michigan | Ann Arbor, Michigan
Gary Enyart – Supplier Cummins | Maple Grove, Minnesota
Bill Scheffer – Association MMHRVCA | East Lansing, Michigan
More than 1,500 manufactured housing professionals are expected in Las Vegas April 7-9 as the Manufactured Housing Institute’s Congress and Expo returns to the MGM Grand.
The event is among the industry’s premier annual gatherings, bringing together manufacturers, builders, lenders, suppliers, and community operators for three days of learning, product showcases, and business development.
Registration remains open, and attendees will have access to an expanded slate of activities, including workshops, receptions, pre-event forums, exhibitions, and specialized training sessions.
“This year’s Congress and Expo is designed to give industry professionals fresh tools and insights that can help strengthen business and off-site built housing as a whole,” MHI CEO Lesli Gooch said.
Congress and Expo Schedule
The 2026 Congress and Expo kicks off on April 7, with two specialized add-on events. Included this year is the new Live Professional Housing Consultant® Experience, a full-day, immersive training designed for sales professionals looking to sharpen their skills and increase closing rates.
Also taking place is the 2026 NCC Spring Forum, a full day of programming delivering content tailored to community owners and operators of all sizes.
Congress and Expo officially kicks off with a newcomers reception for first-time attendees, followed by the opening welcome reception. This year’s Expo Hall will feature more than 160 booths showcasing the latest innovations in manufactured housing products and services.
Wednesday and Thursday’s schedule includes programming organized into three different tracks, each focusing on different aspects of manufactured housing.
Newcomers Track
Designed for professionals new to manufactured housing, this track provides foundational insight into the industry’s products, financing options, titling, siting, and business models. Expert-led workshops and interactive question-and-answer sessions will give participants clarity on market opportunities, home types, and pathways for building a successful presence in the factory-built housing sector.
Industry Hot Topics Track
This track explores emerging trends, data, and innovations shaping manufactured housing today. Sessions will cover lending developments, new research, economic and real estate forecasts, and the role of technology — including AI — in the industry’s future. Attendees will gain an understanding of forces influencing growth and attainability.
Legal/Regulatory Track
Focused on the policies and legal frameworks influencing manufactured housing, this track offers guidance on compliance, risk management, fair housing, and state/local regulatory issues. Participants will hear from legal experts and regulatory experts about evolving rules, resident protections, advocacy efforts, and best practices for navigating regulatory challenges while supporting industry advancement.
Participate in the Golf, Clay Shoot
In addition to business-focused programming, the event offers several recreational options. On April 6, the day before the start of Congress and Expo business sessions, registered participants can take part in the 20th Annual Oliver Technologies Golf Open at the TPC Las Vegas. The tournament includes lunch, shuttle service from the MGM Grand, and a chance to win prizes.
Awards and Recognition
Another key feature of the 2026 Congress and Expo is the MHI Excellence in Manufactured Housing Awards program, which honors industry excellence in categories such as sustainability leadership, community impact, and retail sales accomplishments. The awards recognize organizations and professionals who have demonstrated outstanding service, innovation, or community leadership in the manufactured housing industry.
Marketplace and Exhibitors
The Congress and Expo’s Expo Hall serves as a hub for business activity throughout the event. Organizers report that companies in attendance represent a broad cross-section of the industry — from lenders and brokers to material suppliers and technology innovators.
In 2008, while much of America was watching financial markets collapse, my business partner, Kim Cecil, and I quietly opened the doors to a new venture on Highway 441 in Leesburg, Florida. The timing couldn’t have been worse to start a new business.
Lehman Brothers had just declared bankruptcy, and the housing market was in freefall. But Kim and I had a different perspective. We always believed that people save their whole lives to retire in the sun, and even in tough times, they’ll find a way to make it happen.
So, with a shoestring budget, some paintbrushes, and a lot of determination, we launched SunBelt Home Sales, Inc., also known as SunBelt Mobile Home Resales. One week after putting our name on the marquee, we sold our first home — a bank-owned property in Water Oaks Country Club Estates. The profits from that single sale funded our early marketing, and the momentum never stopped.
Teamwork at the Core
From the very beginning, I knew I wanted SunBelt to be different. We didn’t just want to call ourselves a team — we wanted to operate as a true group, where everyone took ownership of our work. Early on, we hired six agents, including one who would become our cornerstone: Ed Salvatore.
Ed’s persistence, professionalism, and commitment to clients set the tone for our company culture. His motto — “7 to 7, seven days a week” — still echoes through our office today. That mentality paid off. What started as a two-person operation has grown into one of Central Florida’s leading manufactured home resellers, recognized for professionalism, reliability, and outstanding customer service.
Changing Minds, Protecting Seniors
As the housing crisis progressed, people were losing their homes left and right. Many were forced into apartments and condos, unsure of what came next. Manufactured housing was often misunderstood — stigmatized by old terms like trailers or mobile homes. We knew that had to change.
During the housing crisis, Ed and I launched The Mobile Home Show, a weekly, one-hour radio program that ran for 10 years — well before social media and podcasts became common. More recently, we’ve launched the MHLive podcast. The goal, as always, is to educate the public, reshape perceptions, and highlight the new era of modern manufactured homes — safe, affordable, and built for long-term living.
Without social media, we relied on broadcast and community engagement as our voice. We invited insurance agents, financial advisers, and housing experts to speak directly to buyers. Our goal was always simple: tell the truth, protect seniors, and empower them to make informed choices.
We reminded people that owning a home — even one priced between $10,000 and $20,000 with a $600 monthly lot rent — could mean freedom, security, and community. We encouraged residents to plant flowers, take pride in their spaces, and build neighborhoods that felt like home. It wasn’t just about selling houses. It was about educating the public, rebuilding trust, and protecting seniors who deserved honesty and dignity. We emphasized buying over renting, as well as the individuality and freedom that home ownership provides.
A Smarter Way to Operate
While other brokerages boast hundreds of agents, I knew that a more focused approach would work better. Each of our agents works with one to three assistants, allowing them to manage more deals without compromising quality.
It’s not uncommon for multiple agents at SunBelt to have 10 or more deals going at once, and that wouldn’t be possible without our support team. This structure leads to fewer mistakes, faster closings, and a better customer experience. Our reputation backs it up — the 4.7-star rating associated with Google reviews, which reflects our consistent service and clear communication.
A Proven Process
• Our community liaison contacts clients to explain every step.
• Park approvals and any back fees are handled promptly.
• The closing agent prepares the title and escrow paperwork.
• Clients are updated at every milestone until the sale is complete.
This process reduces stress and inspires confidence—something we’ve refined over nearly two decades.
Diverse Services, One Trusted Partner
SunBelt Home Sales has grown far beyond traditional resales. Today, we offer a wide spectrum of services for both homeowners and community operators:
Our Services Include:
• Retail brokering of homes in communities
• New home sales for park and community owners
• Full setup and installation
• Rehab and teardown services
• Home purchasing for resale or relocation
• Title, escrow, and closing management
• Park inventory liquidation
• Selling communities (we’ve sold five in the past three years)
• Real estate services
This full-service approach makes us a go-to partner for park owners throughout Central Florida. If a park owner needs something done, we either handle it or know exactly who can get the work done.
Current Operations, Growth
SunBelt Home Sales is active across all of Central Florida in Lake, Marion, Sumter, Volusia, Osceola, Alachua, Citrus, Hernando, Hendry, Orange, and Seminole counties.
We’re proud to serve both private clients and community owners. We recently completed a large project with Roots Management in three Florida communities, selling approximately a great majority of their homes within the last year.
We’ve also partnered with American Dream Communities in their expansion into Florida from Texas, where we designed, ordered, installed, and closed 20 new homes. Between larger projects, we continue to assist independent park owners with smaller-scale home sales, typically three to 10 homes per community.
For community owners, the value of our service nearly pays for itself. Beyond sales, we bring a complete management, closing, and marketing infrastructure that increases velocity and improves results. Owners operating from out of state especially appreciate it.
Eighteen Years of Growth
It’s hard to believe nearly two decades have passed since Kim and I opened our first office in Central Florida. Since then, SunBelt Home Sales has grown into a respected regional leader, known for professionalism, integrity, and innovation.
We built this company one handshake, one home, and one happy client at a time. Our foundation is simple — hard work, communication, and treating people right. We sell homes for a living, but people are our business.
David Siracusa is co-owner of SunBelt Home Sales and brings decades of experience in hospitality and manufactured housing to the company’s leadership. After earning an associate degree in restaurant management from Morrisville College, his early career was with Marriott Hotels as a banquet and executive chef. He transitioned into manufactured housing with Four Star Homes and later worked with RPH Properties, collaborating directly with leadership to place new homes throughout Florida communities. In 2008, recognizing opportunity during a challenging market, David co-founded SunBelt Home Sales.
Executive Order Calls for Reconsideration of Federal Housing Programs
The White House issued an executive order on Friday, March 13, for all federal agencies and programs to be reviewed for efficiency and effectiveness in providing attainable housing. What follows is a precise transcript of the communication.
By the authority vested in me as President by the Constitution and the laws of the United States of America, it is hereby ordered:
Section 1. Purpose. The American dream of homeownership depends on a dynamic housing market in which a varied inventory of new homes is built and renovated each year. Layers of unnecessary regulatory barriers, slow permitting processes, and onerous mandates at all levels of government have delayed construction, restricted development, and driven up the costs of new housing. These constraints have made housing less affordable for many Americans.
It is the policy of my Administration to reduce regulatory barriers to building homes and to steward taxpayer dollars in a manner that promotes housing affordability.
Sec. 2. Targeting Federal Regulatory Barriers to Residential Development. (a) The Secretary of the Army, acting through the Assistant Secretary of the Army for Civil Works, and the Administrator of the Environmental Protection Agency shall review and revise requirements related to stormwater, wetlands, lakes, rivers, and other bodies of water to reduce housing construction and ownership costs, streamline regulatory and agency decision-making processes, reduce property tax burdens, and increase insurability, as appropriate and consistent with applicable law. Such requirements shall include:
(i) the Construction General Permit for stormwater discharges from construction activity;
(ii) federally issued Total Maximum Daily Loads;
(iii) construction site and post-construction requirements for Municipal Separate Stormwater System permits;
(iv) Federal standards for permits under section 404 of the Clean Water Act (CWA), 33 U.S.C. 1344, for the discharge of dredged and fill material into waters of the United States; and
(v) Federal standards for assumption of dredge and fill permitting by States and tribes under section 404(g) of CWA.
(b) The Secretary of Commerce, the Secretary of Housing and Urban Development, the Secretary of Transportation, and the Director of the Federal Housing Finance Agency (FHFA) shall, within their respective authorities, consider eliminating unduly burdensome rules and reforming programs that constrain residential development and impede housing affordability, especially the construction of affordable single-family homes as well as suburban and exurban neighborhoods, including, as needed:
(i) the Economic Development Administration’s guidelines and investment priorities concerning development density;
(ii) the Department of Transportation’s Reconnecting Communities Pilot Program;
(iii) the Department of Housing and Urban Development’s Pathways to Removing Obstacles to Housing Program; and
(iv) the FHFA’s guidelines and regulations regarding chattel lending for manufactured housing and incentivizing low-balance home mortgages.
(c) The Secretary of Agriculture, the Secretary of Housing and Urban Development, the Secretary of Energy, and the Director of FHFA shall, within their respective authorities, take appropriate action to reform and, where appropriate, eliminate unduly burdensome or costly energy-efficiency, water-use, or alternative-energy requirements regarding housing, including manufactured housing, to the maximum extent practicable and consistent with applicable law. Such action shall include reviewing and revising, as needed:
(i) the Energy Conservation Program’s Energy Conservation Standards for Manufactured Housing;
(iii) residential building energy codes subject to review by the Secretary of Energy; and
(iv) water and energy efficiency improvement standards for FHFA’s duty to serve underserved market properties.
Sec. 3. Streamlining Federal Permitting Requirements for Residential Development. (a) The Chairman of the Council on Environmental Quality shall provide guidance to executive departments and agencies (agencies) on implementing the National Environmental Policy Act of 1969, including through the establishment, adoption, or application of categorical exclusions, in a manner that maximally exempts or reduces burdens on housing construction, preservation, adaptive re-use, and infrastructure that facilitates housing construction, such as roads, water, sewer, and other projects.
(b) The Chairman of the Advisory Council on Historic Preservation shall develop guidance on maximally exempting, or reducing burdens on, housing construction and infrastructure that facilitates housing construction, such as roads, water, sewer, and other projects under section 106 of the National Historic Preservation Act so that reporting requirements are no more burdensome than necessary.
Sec. 4. Boosting Housing Affordability Through State and Local Regulatory Best Practices. (a) Within 60 days of the date of this order, the Secretary of Housing and Urban Development, in coordination with the Assistant to the President for Domestic Policy, shall develop and promulgate a series of regulatory best practices for State and local governments to promote housing construction and affordability, including:
(i) streamlining permitting processes for housing developments by, for example, capping permitting timelines and fees; allowing by-right development for single-family homes; limiting retroactive application of new or changed building codes; allowing third-party inspections and appropriate builder choice on certified entities for inspections and studies; and ensuring swift dispute resolution with government agencies and private parties regarding construction matters;
(ii) curtailing mandates that increase housing construction costs, such as green-energy building requirements or other energy-choice restrictions, non-evidence-based building codes, and unreasonable building-code-adoption timelines;
(iii) re-examining restrictions on the use of manufactured or modular housing on the basis of the construction method rather than objective standards for building and safety, aesthetic requirements, or prohibitions on construction when comparable site-built housing is permitted; and
(iv) removing arbitrary limitations on residential housing development beyond urban centers, such as urban growth boundaries, growth moratoria, and commuting penalties.
(b) The Secretary of Agriculture, the Secretary of Housing and Urban Development, the Secretary of Transportation, and the Administrator of the Environmental Protection Agency shall, within their respective authorities, take steps to revise, as appropriate and consistent with applicable law, regulations, guidance, grant applications and requirements, technical assistance, and other relevant agency documents or practices to advance the best practices issued pursuant to subsection (a) of this section.
Sec. 5. Facilitating New Residential Construction in Opportunity Zones. (a) The Secretary of the Treasury and the Secretary of Housing and Urban Development shall jointly evaluate Administration actions to better align programs and incentives with the Opportunity Zone tax incentives to expand investment in single-family home construction, including considering lawful mechanisms to link grants, financing tools, or other incentives with new or increased investment in Qualified Opportunity Funds engaged in the development and sale of single-family homes.
(b) The Secretary of the Treasury and the Secretary of Housing and Urban Development shall also assess opportunities to coordinate the Opportunity Zone incentives described in subsection (a) of this section with the New Markets Tax Credit under 26 U.S.C. 45D to promote single-family home construction in census tracts that qualify both as Qualified Opportunity Zones and as low-income communities for the purposes of the New Markets Tax Credit.
Sec. 6. General Provisions. (a) Nothing in this order shall be construed to impair or otherwise affect:
(i) the authority granted by law to an executive department or agency, or the head thereof; or
(ii) the functions of the Director of the Office of Management and Budget relating to budgetary, administrative, or legislative proposals.
(b) This order shall be implemented consistent with applicable law and subject to the availability of appropriations.
(c) This order is not intended to, and does not, create any right or benefit, substantive or procedural, enforceable at law or in equity by any party against the United States, its departments, agencies, or entities, its officers, employees, or agents, or any other person.
(d) If any provision of this order, or the application of any provision or circumstance, is held to be invalid, the remainder of this order and the application of its provisions to any other persons or circumstances shall not be affected thereby.
(e) The costs for publication of this order shall be borne by the Department of Housing and Urban Development.
By a vote of 89-10, the Senate passed H.R.6644, the Housing for the 21st Century Act, after little more than two hours from the beginning of the session on March 12.
U.S. Senator Tim Kaine, a democrat from Virginia and a former fair housing attorney, applauded the Senate vote.
The bipartisan 21st Century Road to Housing Act is legislation that will build more homes, bring housing costs down, and expand access to affordable housing. The bill incorporates provisions from several pieces of legislation that Kaine had introduced, he said, including to improve transparency of mortgage loans for veteran homebuyers, create a pilot grant program to support new housing and community development activities, create a down payment assistance fund for first-time homebuyers, and end tax breaks for large institutional investors that buy single-family homes.
“As a former fair housing attorney, I’ve seen how access to safe, affordable housing affects a person’s well-being and long-term financial outlook,” Kaine said. “I’m glad the Senate passed this bipartisan legislation, which includes several provisions I championed, to help address our nation’s housing crisis. I often hear about rising housing costs from Virginians, and this legislation is a step in the right direction toward building more housing and lowering those costs. I’m also glad that it would prevent big investors with deep pockets from snapping up single-family homes they’ll never live in. I urge the House of Representatives to pass it as soon as possible.”
Among its many provisions, the 21st Century Road to Housing Act would:
— Boost housing supply to bring down costs by allowing Community Development Block Grant (CDBG) funding to be used to build affordable housing; reauthorizing and updating the HOME Investment Partnerships Program (HOME); providing federal incentives for states and localities to assist with affordable housing planning and implementation efforts; removing a requirement that manufactured housing be built on permanent steel chassis; easing financing for modular housing, manufactured housing, and affordable dwelling units; and streamlining construction approval processes and environmental reviews for affordable housing developments.
— Make reforms to increase housing fairness, access, and affordability by addressing appraisal bias, preserving manufactured housing communities, improving Section 8 inspection policies to get families into housing more quickly, supporting home ownership, addressing housing needs of veterans, and expanding the availability of funds for emergency homeless shelters.
— Ban or limit large institutional investors from buying single-family homes.
No votes were cast by senators Budd, Cruz, Johnson, Lee, Paul, Schatz, Scott (FL), Tillis, Tuberville, and Young.
The bill must be considered and pass the House before going to President Trump’s desk.
“The housing crisis hurts New Hampshire families, stretches budgets thin, and denies people the stability that owning their own home can provide,” Senator Maggie Hassan, a democrat from New Hampshire, said following the Senate’s strong show of bipartisan support. “This bipartisan bill takes important steps forward to build more homes that people can afford and stops big Wall Street funds from buying up people’s homes. The strong bipartisan support for this package is a sign of the urgent need to address our country’s housing crisis, and I urge my colleagues in the House to take up and pass this bill.”
Senator Elizabeth Warren, a democrat from Massachusetts and the ranking member of the Senate Banking, Housing, and Urban Affairs Committee, urged action on the bill in the House.
“House Republicans should immediately take up this bill and pass it,” she said. “If they do not, they will have to explain to families across the country in November why they refused to lower the cost of housing.”
One of the key components of the bill to be discussed moving forward is the way in which institutional owners may be restricted from purchasing residential housing.
“It would stall new communities from being built and divert investment away from an important affordable housing option for renters and their families,” the National Apartment Association and the National Multi-Family Housing Council said in a shared statement regarding the language about institutional investors. “BTR (build-to-rent) housing opens the door to better employment and educational opportunities and is a vital part of our nation’s housing affordability solution. Fewer housing units means higher rental costs for Americans.”
On Feb. 2, a ribbon-cutting ceremony was held to celebrate the grand opening of Blythe Village, a new village of factory-built homes in Fresno, Calif. Pictured from left are Champion Homes Director of Business Development Chuck Bleth, developer Ted Moon, Fresno Mayor Jerry P. Dyer, Blythe Village resident Rose Beasley, and Fresno Councilmember Annalisa Perea. Photo by WindowStill.
Champion Homes has completed a partnership in California to create a village of 67 attainable, off-site built homes in a constrained market.
The effort, in conjunction with developer Ted Moon, resulted in Blythe Village in Fresno, Calif., in what the partners said they believe could be a model for an improved housing market in many cities.
Blythe Village is a build-to-rent project that leverages the speed and cost efficiencies of manufactured homes.
“To solve the affordable housing crisis, we must prioritize speed and scale,” Moon said. “Through our collaboration with the City of Fresno and Champion Homes, Blythe Village proves we can rapidly deliver the high-quality, three-bedroom homes the market has lacked.”
A ribbon-cutting ceremony for Blythe Village was held on Feb. 2. Speakers included Moon, Fresno Mayor Jerry P. Dyer, Councilmember Annalisa Perea, and Champion Homes Executive Vice President Wade Lyall.
“The ability to use manufactured housing for scale and speed-to-market has a real impact,” Champion Homes Director of Business Development Chuck Bleth said. “We’re proud of our team’s dedication to accelerating this project in terms of both product development and production capability.”
The goal of the project is to increase affordable housing in the city as a part of Mayor Dyer’s “One Fresno” Housing Strategy, addressing the community’s housing crisis.
“I am so proud of the Blythe Village project and all it represents as part of my administration’s efforts to address our city’s housing crisis,” Dyer said. “This project is yet another example of the creative, out-of-the-box thinking necessary to provide housing solutions that are responsive to our community’s needs, fulfilling the One Fresno vision of making Fresno the inclusive, prosperous, beautiful city where people take pride in their neighborhoods and community.”
Each three-bedroom, two-bathroom home offers a pathway to attainable housing for growing families that need more space than can be provided in most apartments.
The homes range from 933 to 1,120 square feet, showcasing Champion’s innovative construction techniques.
Blythe Village is the first time the company has done a build-to-rent project with manufactured homes at this scale.
“Showcasing quality, speed, and affordability, Blythe Village is a premier example of how manufactured housing can be a key solution to the nation’s affordable housing crisis,” Bleth said.
Let me tell you about the time my wife made a strong case for my lack of smarts! A few years back, I was shopping for some clothes, and I ran across a shirt that I thought was really cool! I told her that I wanted it because it looked great. Then she proceeded to tell me, “Just because they make it in your size doesn’t mean you should wear it.”
That has stuck with me, and I believe it applies to our industry as well.
Manufactured housing sales is not an “anybody can do it” business. And the days of winging it? Those days are over.
Yet somehow, we’ve allowed this industry to treat sales like it’s an afterthought. We’ve hired based on charisma, given a few guidelines to follow and called it training, tossed out a few leads, and crossed our fingers. No real process. No consistent plan for development and continued growth. No recognition of the fact that selling manufactured homes is one of the most complex, trust-based, and life-impacting roles in housing.
Training isn’t a one-time event
Let me clear up a few myths, because there’s a lot of confusion out there about what sales training actually is… and what it isn’t.
First off, sales training is not a hype session. It’s not about teaching people to “close harder” or recite a magic script that somehow converts every prospect into a buyer. The best training doesn’t create robots — it creates professionals. The goal of sales training is to provide a foundation for sales consultants to better understand their product, their process, and most importantly, their buyers.
Training isn’t a one-time event. It’s not a quick seminar that makes everyone feel good for a few hours before going back to business as usual. True training is ongoing, interactive, and tied to a clear, strategic framework. It evolves with the market, just like your team should.
Now let’s talk about what sales training is — especially in the context of our industry.
Manufactured Home Sales Training
César Mascorro, Jr. presenting on sales strategies during the 2026 Louisville Show.
Good sales training teaches people to stop improvising and start operating from a repeatable system. It gives sales consultants real tools, not just motivation. It helps sales consultants differentiate themselves through educating potential buyers before they come to visit them with education-based personal marketing. A real sales training culture explains how to qualify the buyer, present the right homes, navigate financing and placement options, handle objections with empathy, and lead customers to a confident decision.
It’s also specific. Let’s be honest, manufactured home sales is not the same as selling cars, or sticks-built homes. There’s a unique rhythm to our industry. HUD codes. Land-lease communities. Lender guidelines. Permitting and placement. It’s a world of its own, and generic sales training doesn’t cut it.
sales consultants differentiate themselves through educating potential buyers
Sales Principles to Remember
Let’s not forget: Today’s buyers are more informed than ever. They’ve done their research, read the reviews, and compared every option online. They’re not walking blind onto a sales lot, or into a community. That means today’s sales professionals need more than personality; they need strategy. They need to be prepared, sharp, confident, and above all, consultative.
So no, sales training isn’t a band-aid. It’s not a box to check or a one-time morale booster. It’s a long-term investment in your people and in the reputation of your business.
Take the Needed Steps for Sales Success
The type of sales management the industry needs helps build teams that know exactly what to do, no matter the lead, the market, or the challenge. And most importantly, it’s a way to make sure that buyers — families making one of the most important decisions of their lives — are getting the guidance they deserve from a professional who can lead with the best intentions, with competence, and with confidence.
Throughout the year, my organization, Manufactured Home Sales Mastery, has partnered with the Manufactured Housing Institute and its Manufactured Housing Educational Institute to help redesign and launch the all-new PHC® Certification.
The program was built from the ground up to serve the real sales professionals in this industry. Because real training isn’t optional anymore, it’s essential, and this is the perfect way to start on the journey.
The way to begin to raise the standard is to provide a buying experience that serves a sales professional and their organization while helping the buyers make a confident decision. This is a foundation for the continuous learning program that professionals should be creating for teams and the company.
And the best part? When you complete it, you earn a nationally recognized credential. Not just a certificate, but proof of training that makes a true Professional Housing Consultant. That matters to buyers. It matters to employers. And it should matter to you.
I’m not sure if my wife was making fun of me when she talked me out of buying that shirt. But I’m glad that the message hit home. Not everyone can sell manufactured homes, but you should commit to building a culture that exemplifies professionalism, continuous learning, and growth for your current and future team members. This is what real sales training actually is, and the benefits are never-ending for your clients, your team, your business, and the industry.
César Mascorro, Jr is the president and founder of Manufactured Home Sales Mastery, LLC which is a manufactured home sales consulting and training company. César has been in the residential housing industry since 1993 and specifically manufactured housing since 2009. César has served in the capacity of housing consultant, operations manager, and general manager for both independent and corporate retail sales locations in Texas.
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