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new community, proved to be the persuasive elements that con- vinced the opposition.48 Evidence of good management practices can also ease communi- ty concerns. As part of the development of the Ashwood Court apartments in Northridge, California, developer McCormack Baron & Associates provided uneasy neighbors with background on its property management experience, which included direct hands-on operation of its properties, as well as criminal back- ground checks and credit reports on prospective residents.49 Attracting higher-income residents can also create a challenge: overgentrification. CDCs often buy and rehabilitate vacant units in a neighborhood and market the neighborhood, its low housing costs, and urban and cultural amenities to attract higher-income residents. As a result, CDCs must ensure that an influx of higher- income households does not displace lower-income neighborhood residents as the area becomes gentrified. To preserve the afford- ability of the neighborhood for lower-income residents, CDCs may work to protect and expand the supply of affordable housing; control land for community development; establish community land trusts and limited-equity housing cooperatives; support the creation of housing trust funds and inclusionary zoning policies; and apply creative financing strategies to fund these efforts.50 In all cases, the developer’s careful planning and good commu- nication with neighbors are essential to winning community acceptance of a proposed mixed-income housing development. Techniques to minimize opposition to and mobilize support for affordable housing projects include developing strong communi- ty relationships, educating the public about the project, offering examples of successful projects, and negotiating in a way that includes a savvy concession strategy.51 In concert with the developer’s efforts, strong support from local government is key to defusing or overcoming community opposi- tion to affordable housing. Local planning and zoning regula- tions aimed at fostering the construction of affordable housing— such as inclusionary zoning—can help make affordable units a natural and accepted part of residential development over the long term. The city of San Diego conducted intensive outreach efforts to earn community acceptance of its “City of Villages” plan—designed to address growth and improve existing commu- nities by clustering together diverse, mixed-income housing; commercial uses; employment centers; schools; and civic uses in areas where a high level of activity already exists.52 To gain public approval of the plan, city officials held numerous public meet- ings and published reports emphasizing the positive aspects of well-planned, dense development—including increased tax rev- enue, expanded job opportunities, new housing opportunities, additional public amenities, and revitalization of blighted areas.53 21 McCormack Baron and Associates St. Louis–based McCormack Baron & Associates (MBA) is a national real estate developer with special expert- ise in the creation of new,mixed-income communities and an emphasis on historic properties and declining urban neighborhoods. MBA is noted for its “community- building” approach to neighborhood development. The firm has developed 83 projects in 22 cities at a total cost of more than $1 billion. A key underpinning of MBA’s development approach is to establish a strong relationship with all components of the local community,including community develop- ment corporations,future residents,neighborhood members,government officials,businesses,founda- tions,and church leaders. These relationships earn support for the development within the community and can help to attract local,state,and federal funding.55 Profile McCormack Baron & Associates is noted for its “community-building” approach to neighborhood development. Westminster Place—a large-scale, mixed-income residential community in a distressed St. Louis inner-city neighborhood formerly called Gaslight Square—features a variety of residential rental products, as well as for-sale duplexes and single-family homes. MC C O R M A C K B A R O N & A S S O C I A T E S