Multifamily Executive: apartment and condo news and = business strategies for multifamily owners, managers, and = developers

From: Subject: Multifamily Executive: apartment and condo news and business strategies for multifamily owners, managers, and developers Date: Mon, 21 Jul 2008 09:39:13 -0400 MIME-Version: 1.0 Content-Type: multipart/related; type="text/html"; boundary="----=_NextPart_000_0000_01C8EB15.A269C360" X-MimeOLE: Produced By Microsoft MimeOLE V6.00.2900.5512 This is a multi-part message in MIME format. ------=_NextPart_000_0000_01C8EB15.A269C360 Content-Type: text/html; charset="Windows-1252" Content-Transfer-Encoding: quoted-printable Content-Location: http://www.multifamilyexecutive.com/industry-news-print.asp?sectionID=543&articleID=480974 Multifamily Executive: apartment and condo news and = business strategies for multifamily owners, managers, and = developers

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Risky Business

Proven techniques help property = managers=20 reduce rental risks.

Source: MULTIFAMILY EXECUTIVE=20 MAGAZINE
Publication date: 2007-04-01

By Margot Carmichael Lester

More and more recent immigrants, first-time renters, = recently=20 widowed or divorced spouses, and others with little or no = financial=20 history are seeking housing. And with each skip and bad-debt = eviction costing anywhere from $3,500 to $4,500, identifying = who's=20 worth the risk and who isn't has serious bottom-line=20 implications.

=93The biggest challenge is determining if the risk = outweighs the=20 benefit of filling a vacant apartment,=94 says Linda Richer, = director=20 of resident screening for CBC AmRent, a Columbus, Ohio-based = provider of nationwide resident screening services. What = perplexes=20 property managers, she says, is =93not only how to determine = the=20 financial risk, but also the behavioral risk that can be = even more=20 difficult to predict.=94

No leasing agent wants to see empty units, she adds, but=20 =93improving occupancy rates can only impact the bottom line = positively if the effective rent for the length of residency = will be=20 greater than the expenses for that same = renter.=94

ZEROING IN ON=20 RISK

Leasing agents have long relied on a variety of data, = such as=20 employment references, income records, pay stubs, previous = landlord=20 references, criminal background checks, and personal = references.

=93These combined sources offer additional means of = evaluating=20 risk,=94 explains Jeanne Delgado, vice president of property = management for the National Multi Housing Council in = Washington,=20 D.C. =93In addition, some of the resident screening = companies are=20 beginning to offer enhanced services that include the rental = history, another alternative for the applicant who has = previous=20 rental history but little traditional financial = history.=94

Documentation is key to identifying risk, according to = MJW=20 Investments, developer and manager of more than 3 million = square=20 feet of apartments, shopping centers, and commercial and = industrial=20 properties. The Los Angeles- based company insists on = record-keeping=20 as a priority for its residential leasing managers.

=93The more information you can gather and keep in the = file, the=20 better,=94 says Mark Weinstein, company president. =93We = collect at=20 least six months of bank statements, at least three months = of pay=20 stubs=97or if they are not available, a commitment letter = from an=20 employer=97and try to verify any past rental history,=94 he = says. =93Other=20 than that, it is difficult to establish. You can always = cover=20 yourself with extra deposits and co-signers so that you can = have a=20 point of reference if the person does not pay their = rent.=94

Some data is available free of charge via the Internet, = but=20 finding it can be challenging and time-consuming. =93Most = =91public'=20 sources contain limited jurisdiction information,=94 Richer = notes.=20 =93For example, a local municipal courthouse might provide = criminal=20 records by searching their Web site, but it will only = include=20 records on cases handled within that single court. There are = over=20 3,000 counties in the United States, and each county can = have=20 multiple courts. The problem a leasing consultant faces with = a=20 single-county approach is that the information is so limited = it=20 doesn't answer that basic question of, =91What is my=20 risk?'=94

OUTSIDE SERVICES

Many property managers turn to national screening = companies that=20 provide multiple state and county searches simultaneously = for a=20 fixed price. These searches broaden the scope, reduce the = risk, and=20 improve cost efficiency.

Additional services include:

Rental history as provided by multifamily housing = managers.

Sub-prime lending data.

Criminal records, including judgments for rents, = possessions and=20 writs or warrants for eviction.

Web-based services to evaluate, track, and report tenant = activity.

=93The more sophisticated management practices include = use of a=20 statistical, applicant scoring model to select the best = residents=20 and to minimize losses,=94 says Nevel DeHart, executive vice = president=20 of First Advantage SafeRent. The Rockville, Md., company = develops=20 screening and risk management services specifically for the=20 multifamily housing industry.

Pricing for these services varies widely, most frequently = depending on the mix of products purchased and the number of = apartment units managed.

CUTTING THE RISK

Effective screening can reduce losses from skips and = bad-debt=20 evictions. =93Statistics we have seen suggest that each skip = costs=20 $3,500 to $4,000 and that up to four out of every 100 = apartment=20 units are affected annually,=94 says Gregory McGrath, = president of=20 Domin-8 Enterprise Solutions, a Mason, Ohio-based developer = of=20 integrated software for the property management industry. = =93The cost=20 [of eviction] varies by jurisdiction. The legal costs can = add $275=20 to $500 to the overall cost of a skip, and in = landlord-unfriendly=20 areas, it may take up to 90 days to have the defaulted = tenant=20 removed.=94

Atlanta-based Lane Management (a division of Lane Co.), = which=20 manages about 30,000 apartments across the country, uses a = screening=20 system to help leasing agents make solid decisions on = residents.

=93Having no financial history does not automatically = disqualify=20 them from having an apartment,=94 says Jim Collins, regional = vice=20 president. =93More often than not, we will pass them =91with = conditions', which means that we'll look at other areas that = have=20 less bearing on the score. These may include time on the = job,=20 verifiable job income and how much rent they've typically = been=20 paying in relation to their income. And we make = modifications if we=20 see something extraordinary we need to address.=94

That's keeping losses in check. =93On more exclusive = portfolios=20 you'd see one half to 1 percent,=94 he notes. =93But we = manage=20 everything from public housing to Class A apartments, so we = run=20 anywhere from 1 [percent] to 3 percent in uncollected=20 rent.=94

THE BOTTOM LINE

Whether using a computer-based screening process or not,=20 effectively evaluating prospective residents requires time = and=20 consistency. =93Document what additional steps you will take = when=20 traditional credit is not available,=94 says Richer, who is = a former=20 property manager. =93Following those steps each and every = time will=20 ensure that you are Fair Housing=96compliant and also = provide insight=20 into nontraditional types of payment information that would=20 otherwise go undiscovered. Applicants with no previous = rental=20 history are not always risky renters.=94

Margot Carmichael Lester is a freelance writer in = Carrboro,=20 N.C.

Resident FilesGiving Credit

A credit report may be the most accurate and unbiased = evaluation=20 of a prospect's financial responsibility. But if it's thin, = or=20 completely unavailable, you can ask the applicant to answer = some=20 basic questions that may tip you off to potential risks. = Former=20 property manager Linda Richer suggests asking the = following:

What bills do you currently pay electronically, and are = you=20 prepared to pay your monthly rent electronically? = =93Individuals that=20 are set up to pay electronically have put an emphasis on = being=20 timely with their current financial responsibilities,=94 = Richer notes.

Do you manage a checking account, and what is your = current=20 balance? =93If they know their balance, or can pull out = their register=20 and provide the balance, they are managing the account = responsibly,=94=20 she explains.

Rank in order of importance the following financial=20 responsibilities as they relate to your personal life today = (1 =3D=20 Most Important, 8 =3D Least Important)

=97 Car payment

=97 Insurance payment

=97 Room/housing payment

=97 College tuition/expenses

=97 Debt owed on past due loans

=97 Medical expenses

=97 Utility bills

=97 Cell phone

=93The ranking should provide you with insight into what = they are=20 currently responsible for and if they have previous = commitments,=94=20 Richer says. =93You would also expect to see the housing = payment=20 ranked at the top of the list.=94

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helvetica, sans-serif; BACKGROUND-COLOR: #b22222 } .centerwellSpecifierBody { FONT-WEIGHT: normal; FONT-SIZE: 10px; COLOR: #000; FONT-FAMILY: = verdana, arial, helvetica, sans-serif; BACKGROUND-COLOR: #fff } .centerwellSpecifierBorder { BORDER-RIGHT: #00417d 1px solid; BORDER-TOP: #00417d 1px solid; = FONT-WEIGHT: bold; FONT-SIZE: 12px; BORDER-LEFT: #00417d 1px solid; = COLOR: #000; BORDER-BOTTOM: #00417d 1px solid; FONT-FAMILY: verdana, = arial, helvetica, sans-serif } .centerwellResultsSponsorNumber { FONT-WEIGHT: bold; FONT-SIZE: 18px; COLOR: #d2691e; FONT-FAMILY: arial, = helvetica, sans-serif } .centerwellResultsSponsorBody { BORDER-RIGHT: #00417d 1px solid; BORDER-TOP: #00417d 1px solid; = FONT-WEIGHT: bold; FONT-SIZE: 10px; BORDER-LEFT: #00417d 1px solid; = COLOR: #000; BORDER-BOTTOM: #00417d 1px solid; FONT-FAMILY: arial, = helvetica, sans-serif; BACKGROUND-COLOR: #fff } .manufacturerBullet { FONT-WEIGHT: bold; FONT-SIZE: 12px; COLOR: #f00; FONT-FAMILY: arial, = helvetica, 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.resultsBodyReduced { FONT-SIZE: 10px; COLOR: #000; FONT-FAMILY: verdana, arial, helvetica, = sans-serif } .resultsTH { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-SIZE: 9px; PADDING-BOTTOM: = 0px; MARGIN: 0px; COLOR: #000; PADDING-TOP: 0px; FONT-FAMILY: verdana, = arial, helvetica, sans-serif } #ListPriceHelp { BORDER-RIGHT: #000 1px; BORDER-TOP: #000 1px; Z-INDEX: 12; VISIBILITY: = hidden; BORDER-LEFT: #000 1px; WIDTH: 200px; BORDER-BOTTOM: #000 1px; = POSITION: absolute; HEIGHT: 105px; BACKGROUND-COLOR: #009; = layer-background-color: #009 } #specifierHelp { BORDER-RIGHT: #000 1px; BORDER-TOP: #000 1px; Z-INDEX: 11; VISIBILITY: = hidden; BORDER-LEFT: #000 1px; WIDTH: 200px; BORDER-BOTTOM: #000 1px; = POSITION: absolute; HEIGHT: 105px; BACKGROUND-COLOR: #009; = layer-background-color: #009 } .specifierNote { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-SIZE: 10px; PADDING-BOTTOM: = 0px; MARGIN: 0px; COLOR: #666; PADDING-TOP: 0px; FONT-FAMILY: "Trebuchet = MS", arial, helvetica, sans-serif; TEXT-DECORATION: none } .specifierAttributeTitle { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 12px; PADDING-BOTTOM: 0px; MARGIN: 0px; COLOR: #000; PADDING-TOP: 0px; = FONT-FAMILY: verdana, arial, helvetica, sans-serif; TEXT-DECORATION: = none } .resultsTitle { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-SIZE: 9px; PADDING-BOTTOM: = 0px; MARGIN: 0px; COLOR: #000; PADDING-TOP: 0px; FONT-FAMILY: verdana, = arial, helvetica, sans-serif } .resultsActionButton { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-SIZE: 9px; PADDING-BOTTOM: = 0px; MARGIN: 0px; COLOR: #000; PADDING-TOP: 0px; FONT-FAMILY: verdana, = arial, helvetica, sans-serif } .resultsPrice { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 15px; PADDING-BOTTOM: 0px; MARGIN: 0px; COLOR: #00417d; PADDING-TOP: = 0px; FONT-FAMILY: verdana, arial, helvetica, sans-serif; = TEXT-DECORATION: none } .resultsDescription { FONT-SIZE: 12px; COLOR: #000; LINE-HEIGHT: 17px; FONT-STYLE: normal; = FONT-FAMILY: veranda, arial, helvetica, sans-serif; TEXT-DECORATION: = none } .resultsReferenceNumber { FONT-SIZE: 10px; COLOR: #8c8a6e; LINE-HEIGHT: 17px; FONT-STYLE: normal; = FONT-FAMILY: veranda, arial, helvetica, sans-serif; TEXT-DECORATION: = none } .resultsNoImage { FONT-SIZE: 10px; COLOR: #666; FONT-STYLE: normal; FONT-FAMILY: veranda, = arial, helvetica, sans-serif; TEXT-DECORATION: none } .centerTabSelect { BORDER-RIGHT: #00417d 1px solid; BORDER-TOP: #00417d 1px solid; = BORDER-LEFT: #00417d 1px solid; BORDER-BOTTOM: #f6f3ed 0px solid; = BACKGROUND-COLOR: #b22222 } .centerTabDeselect { BORDER-RIGHT: #fff 3px solid; BORDER-TOP: #fff 3px solid; PADDING-LEFT: = 15px; FONT-WEIGHT: bold; FONT-SIZE: 12px; BORDER-LEFT: #999 0px solid; = PADDING-TOP: 0px; BORDER-BOTTOM: #333 1px solid; FONT-FAMILY: verdana, = arial, helvetica, sans-serif; BACKGROUND-COLOR: #ccc } .centerwellBottomRule { BORDER-RIGHT: #fff 0px dashed; BORDER-TOP: #fff 0px dashed; = BORDER-LEFT: #fff 0px dashed; BORDER-BOTTOM: #996 1px dashed } .centerwellCompanyListing { FONT-SIZE: 12px; COLOR: #000; LINE-HEIGHT: 14px; FONT-FAMILY: arial, = helvetica, sans-serif; TEXT-DECORATION: none } .centerwellCompanyListingSponsor { FONT-SIZE: 12px; COLOR: #f00; LINE-HEIGHT: 14px; FONT-FAMILY: arial, = helvetica, sans-serif; TEXT-DECORATION: none } .centerTabDeselectText { FONT-WEIGHT: bold; FONT-SIZE: 12px; COLOR: #0000cd; FONT-FAMILY: = verdana, arial, helvetica, sans-serif; TEXT-DECORATION: none } #toppromo { MARGIN: 0px 5px 5px; BACKGROUND-COLOR: #f9e595 } #toppromo TD { VERTICAL-ALIGN: top } #toppromo H4 { =09 } #toppromo P { =09 } #toppromo IMG { MARGIN: 0px 2px 2px } #toppromo BR { =09 } #toppromo A:link { =09 } #toppromo A:visited { =09 } #toppromo A:hover { =09 } #toppromo A:active { =09 } .previousNextBG { CLEAR: both; PADDING-RIGHT: 3px; PADDING-LEFT: 3px; FONT-SIZE: 11px; = BORDER-LEFT-COLOR: #999; BORDER-BOTTOM-COLOR: #999; PADDING-BOTTOM: 3px; = COLOR: #999; BORDER-TOP-COLOR: #999; PADDING-TOP: 3px; FONT-FAMILY: = verdana, arial, helvetica, sans-serif; BACKGROUND-COLOR: #fff; = BORDER-RIGHT-COLOR: #999 } .previousNextBG P { COLOR: #000 } .infoPageHeading { MARGIN-TOP: 5px; FONT-WEIGHT: bold; FONT-SIZE: 20px; MARGIN-BOTTOM: = 5px; MARGIN-LEFT: 5px; COLOR: #fff; FONT-FAMILY: arial, helvetica, = sans-serif } .infoPageSubHead { FONT-WEIGHT: bold; FONT-SIZE: 14px; COLOR: #000; FONT-FAMILY: arial, = helvetica, sans-serif } .infoPageText { FONT-SIZE: 12px; COLOR: #000; FONT-FAMILY: arial, helvetica, sans-serif } .infoPageCaption { FONT-SIZE: 10px; COLOR: #000; FONT-STYLE: italic; FONT-FAMILY: arial, = helvetica, sans-serif } .categoryNode1 { PADDING-BOTTOM: 3px; FONT: bold 13px/125% verdana, arial, helvetica, = sans-serif; MARGIN-LEFT: 0px; CURSOR: hand; COLOR: #009; PADDING-TOP: = 2px } .categoryNode2 { PADDING-BOTTOM: 4px; FONT: 12px/125% verdana, arial, helvetica, = sans-serif; MARGIN-LEFT: 5px; CURSOR: hand; COLOR: #009 } .categoryNode3 { PADDING-BOTTOM: 4px; FONT: 10px/125% verdana, arial, helvetica, = sans-serif; MARGIN-LEFT: 10px; CURSOR: hand; COLOR: #009 } .categoryNode4 { PADDING-BOTTOM: 4px; FONT: 10px/125% verdana, arial, helvetica, = sans-serif; MARGIN-LEFT: 12px; CURSOR: hand; COLOR: #009; PADDING-TOP: = 0px } #hilite1 { Z-INDEX: 10; VISIBILITY: hidden; WIDTH: 150px; POSITION: absolute; = HEIGHT: 0px } #hilite2 { Z-INDEX: 11; VISIBILITY: hidden; WIDTH: 190px; POSITION: absolute; = HEIGHT: 0px } .categoryNode1 A:active { COLOR: #009; TEXT-DECORATION: none } .categoryNode2 A:active { COLOR: #00f; TEXT-DECORATION: underline } .categoryNode3 A:active { COLOR: #00f; TEXT-DECORATION: underline } .categoryNode4 A:active { COLOR: #009; TEXT-DECORATION: underline } .categoryNode1 A:hover { CURSOR: hand; COLOR: #f00; TEXT-DECORATION: none } .categoryNode2 A:hover { CURSOR: hand; COLOR: #f00; TEXT-DECORATION: underline } .categoryNode3 A:hover { CURSOR: hand; COLOR: #f00; TEXT-DECORATION: underline } .categoryNode4 A:hover { CURSOR: hand; COLOR: #f00; TEXT-DECORATION: underline } .categoryNode1 A:visited { COLOR: #009; TEXT-DECORATION: none } .categoryNode3 A:visited { TEXT-DECORATION: underline } .categoryNode4 A:visited { TEXT-DECORATION: underline } .categoryNode1 A { COLOR: #009; TEXT-DECORATION: none } .categoryNode3 A { COLOR: #00f; TEXT-DECORATION: underline } .categoryNode4 A { COLOR: #00f; TEXT-DECORATION: underline } .categoryNode2 A { COLOR: #00f; TEXT-DECORATION: underline } .categoryNode2 A:visited { TEXT-DECORATION: underline } .categoryNode5 { FONT-WEIGHT: normal; FONT-SIZE: 10px; PADDING-BOTTOM: 4px; MARGIN-LEFT: = 14px; COLOR: #009; PADDING-TOP: 0px; FONT-STYLE: normal; FONT-FAMILY: = veranda, arial, helvetica, sans-serif; FONT-VARIANT: normal } .categoryNode5 A { COLOR: #009; TEXT-DECORATION: underline } .categoryNode5 A:active { COLOR: #00f; TEXT-DECORATION: underline } .categoryNode5 A:hover { COLOR: #f00; TEXT-DECORATION: underline } .categoryNode5 A:visited { TEXT-DECORATION: underline } .categoryNode2 SPAN { COLOR: #009; TEXT-DECORATION: none } .categoryNode3 SPAN { COLOR: #009; TEXT-DECORATION: none } .categoryNode4 SPAN { COLOR: #009; TEXT-DECORATION: none } .categoryNode5 SPAN { COLOR: #009; TEXT-DECORATION: none } .categoryNode1 SPAN { FONT-WEIGHT: bold; COLOR: #009; TEXT-DECORATION: none } .centerwellSpotlightTitle { FONT-WEIGHT: bold; FONT-SIZE: 12px; COLOR: #333; FONT-FAMILY: verdana, = arial, helvetica, sans-serif; BACKGROUND-COLOR: #ccc } .centerwellSpotlightBody { FONT-SIZE: 12px; COLOR: #000; FONT-FAMILY: arial, helvetica, = sans-serif; BACKGROUND-COLOR: #fff } .centerwellSpotlightBorder { BORDER-RIGHT: #ccc 2px; BORDER-TOP: #666 1px; BORDER-LEFT: #666 1px; = BORDER-BOTTOM: #ccc 2px solid } .previousNextBGOption { COLOR: #fff; BACKGROUND-COLOR: #c0d8eb } .infoPageMainLink { COLOR: #000; TEXT-DECORATION: underline } .keywordSearchBar { FONT-WEIGHT: normal; FONT-SIZE: 12px; COLOR: #fffacd; FONT-FAMILY: = veranda, arial, helvetica, sans-serif; BACKGROUND-COLOR: #266eac } .keywordSearchBar INPUT { FONT-SIZE: 10px; COLOR: #000 } .keywordSearchBar A { FONT-WEIGHT: bolder; FONT-SIZE: 11px; COLOR: #fffacd; TEXT-DECORATION: = underline } .keywordSearchBarBorder { BORDER-RIGHT: #009 1px outset; BORDER-TOP: #009 1px outset; = BORDER-LEFT: #009 1px outset; BORDER-BOTTOM: #009 1px outset } .emailThisLink { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 9px; PADDING-BOTTOM: 0px; MARGIN: 0px; COLOR: #fff; PADDING-TOP: 0px; = FONT-FAMILY: "Trebuchet MS", arial, helvetica, sans-serif; = TEXT-DECORATION: none } .emailThisBG { BACKGROUND-COLOR: #009 } .alertbody { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-SIZE: 10px; PADDING-BOTTOM: = 0px; MARGIN: 0px; COLOR: #000; PADDING-TOP: 0px; FONT-FAMILY: verdana, = arial, helvetica, sans-serif; TEXT-DECORATION: none } .alertTitle { FONT-WEIGHT: bold; FONT-SIZE: 12px; COLOR: #009; LINE-HEIGHT: 14px; = FONT-STYLE: normal; FONT-FAMILY: verdana, arial, helvetica, sans-serif; = TEXT-DECORATION: none } .alertBG { BORDER-RIGHT: #009 2px solid; BORDER-TOP: #009 2px solid; BORDER-LEFT: = #009 2px solid; BORDER-BOTTOM: #009 2px solid; BACKGROUND-COLOR: #fc0 } .alertText { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 9px; PADDING-BOTTOM: 0px; MARGIN: 0px; COLOR: #f00; PADDING-TOP: 0px; = FONT-FAMILY: verdana, arial, helvetica, sans-serif; TEXT-DECORATION: = underline } .aboutbody { FONT-SIZE: 10px; COLOR: #000; FONT-FAMILY: 'Times New Roman', arial, = helvetica, sans-serif } .aboutTitle { FONT-WEIGHT: bold; FONT-SIZE: 12px; COLOR: #009; LINE-HEIGHT: 14px; = FONT-STYLE: normal; FONT-FAMILY: arial, helvetica, sans-serif; = TEXT-DECORATION: none } .aboutText { FONT-SIZE: 9px; COLOR: #000; FONT-FAMILY: 'Times New Roman', arial, = helvetica, sans-serif } .matrixContentBody { FONT-WEIGHT: bold; FONT-SIZE: 14px; COLOR: #000; FONT-FAMILY: arial, = helvetica, sans-serif; BACKGROUND-COLOR: #fff } .matrixContentTitle { FONT-WEIGHT: bold; FONT-SIZE: 21px; COLOR: #f00; FONT-FAMILY: arial, = helvetica, sans-serif } .marketingPromoBG { FONT-SIZE: 11px; COLOR: #000; FONT-FAMILY: arial, helvetica, = sans-serif; BACKGROUND-COLOR: #ccc } .articleHeadline { FONT-WEIGHT: bold; FONT-SIZE: 30px; COLOR: #000; LINE-HEIGHT: normal; = FONT-FAMILY: arial, helvetica, sans-serif; LETTER-SPACING: -1px } .centerwellHeadline { FONT-WEIGHT: bold; FONT-SIZE: 28px; COLOR: #0152a4; FONT-FAMILY: arial, = helvetica, sans-serif; LETTER-SPACING: -1px } A.centerwellHeadline:link { COLOR: #0152a4 } A.centerwellHeadline:visited { COLOR: #0152a4 } A.centerwellHeadline:hover { COLOR: #b22222 } .centerwellCategoryTitle { BORDER-RIGHT: #87ceeb 2px outset; BORDER-TOP: #87ceeb 2px outset; = PADDING-LEFT: 10px; FONT-WEIGHT: bold; FONT-SIZE: 21px; BORDER-LEFT: = #87ceeb 2px outset; COLOR: #113c85; BORDER-BOTTOM: #87ceeb 2px outset; = FONT-FAMILY: arial; BACKGROUND-COLOR: #b0c4de } .leftnavSelectCompressed { FONT-SIZE: 9px; COLOR: #322c15 } .centerwellBodyText { FONT-SIZE: 11px; COLOR: #000; FONT-FAMILY: verdana, arial, helvetica, = sans-serif } .centerwellBodyText A { COLOR: #0152a4 } .centerwellBodyText A:hover { COLOR: #b22222 } .centerwellBodyHeadline { =09 } .centerwellActionBorder { BORDER-RIGHT: #000 1px solid; PADDING-RIGHT: 5px; BORDER-TOP: #000 1px = solid; PADDING-LEFT: 5px; PADDING-BOTTOM: 5px; BORDER-LEFT: #000 1px = solid; PADDING-TOP: 5px; BORDER-BOTTOM: #000 1px solid; = BACKGROUND-COLOR: #f9e595 } .centerwellActionBorder A { COLOR: #0152a4 } .centerwellActionBorder A:hover { COLOR: #b22222 } .advertisement { FONT-SIZE: 10px; MARGIN: 0px 0px 5px; TEXT-TRANSFORM: uppercase; COLOR: = #333; FONT-FAMILY: arial, helveitca, sans-serif; BACKGROUND-COLOR: #ccc } .imu { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; PADDING-BOTTOM: 0px; MARGIN: 0px = auto 5px; PADDING-TOP: 0px } .rightwellBG .imu { MARGIN-BOTTOM: 10px } .centerwellActionTitle { FONT-SIZE: 12px; COLOR: #fff; BORDER-BOTTOM: #8f927c 1px solid; = FONT-FAMILY: verdana, arial, helvetica, sans-serif; BACKGROUND-COLOR: = #999 } .centerwellActionBody { FONT-SIZE: 11px; COLOR: #333; FONT-FAMILY: verdana, arial, helvetica, = sans-serif; BACKGROUND-COLOR: #f9e595 } .centerwellContentTitle { PADDING-RIGHT: 3px; PADDING-LEFT: 3px; FONT-WEIGHT: bold; FONT-SIZE: = 12px; PADDING-BOTTOM: 3px; TEXT-TRANSFORM: uppercase; COLOR: #000; = PADDING-TOP: 3px; FONT-FAMILY: arial, helvetica, sans-serif; HEIGHT: = 15px; BACKGROUND-COLOR: #e9e2c6 } .centerwellContentTitle A { COLOR: #000 } .centerwellContentTitle A:hover { COLOR: #b22222 } .centerwellContentBody { BORDER-RIGHT: #999 0px solid; PADDING-RIGHT: 3px; BORDER-TOP: #999 0px = solid; PADDING-LEFT: 3px; FONT-SIZE: 11px; PADDING-BOTTOM: 3px; = VERTICAL-ALIGN: top; BORDER-LEFT: #999 0px solid; COLOR: #000; = PADDING-TOP: 3px; BORDER-BOTTOM: #999 1px solid; FONT-FAMILY: verdana, = arial, helvetica, sans-serif; BACKGROUND-COLOR: #fff } .centerwellContentBody H5 { MARGIN-TOP: 0px; FONT-WEIGHT: bold; FONT-SIZE: 12px; MARGIN-BOTTOM: 0px } .centerwellCalloutTitle A:hover { COLOR: #1e74c9 } .centerwellCalloutTitle A { COLOR: #fff } .centerwellCalloutTitle A:hover { COLOR: #ececec } .centerwellCalloutTitle { PADDING-RIGHT: 3px; BACKGROUND-POSITION: right top; PADDING-LEFT: 3px; = FONT-WEIGHT: bold; FONT-SIZE: 16px; BACKGROUND-IMAGE: = url(/images/calloutbg.gif); PADDING-BOTTOM: 3px; TEXT-TRANSFORM: = uppercase; COLOR: #fff; PADDING-TOP: 3px; BACKGROUND-REPEAT: repeat-y; = FONT-FAMILY: arial, helvetica, sans-serif; BACKGROUND-COLOR: #b22222 } .centerwellCalloutBody { PADDING-RIGHT: 3px; PADDING-LEFT: 3px; FONT-SIZE: 12px; PADDING-BOTTOM: = 3px; COLOR: #000; PADDING-TOP: 3px; FONT-FAMILY: arial, helvetica, = sans-serif } .centerwellCalloutBorder { BORDER-RIGHT: #607478 1px; BORDER-TOP: #607478 1px; BORDER-LEFT: = #607478 1px; BORDER-BOTTOM: #607478 1px; HEIGHT: 140px } .articleSubhead { FONT-WEIGHT: normal; FONT-SIZE: 18px; COLOR: #666; LINE-HEIGHT: normal; = FONT-FAMILY: verdana, arial, helvetica, sans-serif } .centerwellSubhead { FONT-SIZE: 12px; COLOR: #000; FONT-FAMILY: arial, helvetica, sans-serif } .headerTabHover { =09 } .advertisingBorder { FONT-SIZE: 12px; COLOR: #fff; FONT-STYLE: italic; FONT-FAMILY: 'Times = New Roman', serif; BACKGROUND-COLOR: #d3d3d3 } .gooddealsadvertisement { FONT-SIZE: 8px; TEXT-TRANSFORM: uppercase; COLOR: #f00; FONT-FAMILY: = arial, helvetica, sans-serif } .dateAndTime { FONT-SIZE: 10px; COLOR: #333; FONT-FAMILY: verdana,'Times New Roman' = ,'MS Serif' } A.morelink { FONT-WEIGHT: bold; FONT-SIZE: 11px; COLOR: #0152a4; FONT-FAMILY: arial, = helvetica, sans-serif } .moreLink A:hover { COLOR: #b22222 } UL.grayBullet { PADDING-RIGHT: 0px; MARGIN-TOP: 0px; PADDING-LEFT: 0px; MARGIN-BOTTOM: = 0px; PADDING-BOTTOM: 0px; MARGIN-LEFT: 1.3em; PADDING-TOP: 0px } UL.grayBullet LI { LIST-STYLE-IMAGE: url(/images/articlebullet.gif); COLOR: #000; = LINE-HEIGHT: 1.2em } UL.none { PADDING-RIGHT: 0px; MARGIN-TOP: 0px; PADDING-LEFT: 0px; MARGIN-BOTTOM: = 0px; PADDING-BOTTOM: 0px; MARGIN-LEFT: 0.1em; PADDING-TOP: 0px } UL.none LI { COLOR: #000; LINE-HEIGHT: 1.2em; LIST-STYLE-TYPE: none } UL.grayBullet LI A { COLOR: #0152a4 } UL.none LI A { COLOR: #000 } UL.none LI A:hover { COLOR: #1e74c9 } UL.grayBullet LI A.morelink { COLOR: #9e0b0e } UL.none LI A.morelink { COLOR: #9e0b0e } .articleBody { FONT-SIZE: 12px; COLOR: #000; LINE-HEIGHT: 18px; FONT-FAMILY: verdana, = arial, helvetica, sans-serif } .articleByline { FONT-WEIGHT: normal; FONT-SIZE: 18px; COLOR: #000; FONT-FAMILY: = verdana, arial, helvetica, sans-serif } .headerCategoryTitle { PADDING-TOP: 2px } .headerCategory { FONT-WEIGHT: normal; FONT-SIZE: 18px; COLOR: #666; TEXT-INDENT: 7px; = FONT-FAMILY: verdana, arial, helvetica, sans-serif } .headerSectionTitle { BORDER-RIGHT: #fafad2 1px; PADDING-RIGHT: 15px; BORDER-TOP: #fafad2 1px = solid; PADDING-LEFT: 20px; FONT-SIZE: 21px; BACKGROUND-IMAGE: = url(../../images/sectionheadericon.gif); BORDER-LEFT: #fafad2 2px; = COLOR: #00417d; 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