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👋 Good evening, agents. Here’s the thing, there’s a booming market most agents are sleeping on. Veterans are buying homes in record numbers with VA loans offering 0% down, no PMI, and flexible terms.
But too few agents know how to serve them properly.
Master this niche, and you’ll not only gain qualified, loyal clients—you’ll become the trusted expert they refer again and again.
Here’s how to tap into the veteran market and close more deals—with 8 proven steps to serve veteran clients the right way.
Read more below to make sure you don’t miss it! 👇
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A Booming, Underserved Market
The Department of Veterans Affairs has guaranteed over 28.5 million home loans since the program's inception in 1944.
In the first half of fiscal year 2025 alone, VA loan originations surged by 45% year-over-year, with purchase loans increasing nearly 10% and refinance activity rising an impressive 150%.
As of May 2025, over 259,000 VA loans had closed, totaling more than $100 billion in transaction volume.
Despite this volume, many agents shy away from working with VA loans due to misinformation or lack of familiarity. By closing that knowledge gap, agents can access a reliable and rapidly growing source of business.
8 Steps to Better Serve Veteran Clients
1️⃣👐 Position Yourself as a Veteran Specialist
Highlight any military connection or appreciation. Our friend Jean Shine in Killeen, TX (Fort Cavazos), became a trusted brand by focusing on military families.
Earn the NAR Military Relocation Professional (MRP) certification to boost your credibility.
Position yourself as VA-savvy across your website, social media, bios, email signatures, and listing presentations. If you’ve helped Veterans already, highlight a testimonial video from them on your website and in text on your pre listing package testimonial page.
2️⃣📘 Learn and Simplify VA Financing
VA loans offer benefits that matter: 0% down, no PMI, highly competitive rates, and no prepayment penalties. Be sure you’re working with a lender who has expertise in VA loans!
Understand and explain the VA funding fee (2.3%–3.6%) and how it affects affordability.
Use clear visual tools to compare VA against FHA and conventional loans.
Download and share VA.gov’s Realtor toolkit for current forms, checklists, and FAQs.
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris’s favorite PROBATE LEAD PROVIDER? Simple, ALL THE LEADS
3️⃣🎯 Generate Leads Through Military & Veteran Networks
Engage with base communities, VFW halls, spouse groups, and Veteran events and promotions.
Host workshops like “How to Use Your VA Loan to Buy or Sell,” partnering with a trusted VA lender.
Build relationships through LinkedIn and Facebook with transitioning service members and Veterans.
4️⃣📚 Create Veteran-Centered Educational Content
Produce downloadable guides like a “Veteran’s Homebuyer Guide” or “VA Loan Cheat Sheet.”
Share short videos busting myths (e.g. “You can only use your VA loan once”—false!).
Add a Veterans tab on your site featuring testimonials, lender referrals, and VA loan FAQs.
Be a guest on veteran or military podcasts, or interview a VA lender on your own podcast.
Create and submit press releases about how you are able to help vets buy and sell utilizing their benefits.
IN PARTNERSHIP WITH MONEY.COM
Home repair costs have surged in recent years due to inflation and supply chain issues, making unexpected breakdowns a financial burden for homeowners.
Fortunately, a home warranty could help cover the repair and replacement of your home appliances and systems for a reasonable monthly fee.
Check out Money’s list of the Best Home Warranties and start protecting your essential appliances.
5️⃣🕰️ Adapt to Military Life Timelines
Understand PCS (permanent change of station) cycles, deployments, and relocation deadlines.
Master VA Power of Attorney forms so deals don’t stall during active duty.
Use virtual tools—online tours, remote e-signing, and closings—to stay flexible and responsive.
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: REDX
6️⃣📊 Educate Sellers and Fellow Realtors on VA Loans
Outdated myths about VA loans harm Veterans—and cost deals. Be the agent who changes that.
🔁 VA Loan Myth-Busting Table
❌ Myth
VA loans are slow to close
Sellers must pay all the fees
VA appraisals are too strict
VA buyers are financially weak
You can only use a VA loan once
✅ Reality
Timelines typically match conventional loans
VA closing costs are negotiable, just like any other offer
VA appraisers follow fair-market guidelines
Most are prequalified with stable income
VA loans can be used multiple times
🗣️ Handy Mini-Scripts
For Sellers:
“This is a VA buyer—backed by the U.S. government, fully pre-approved, with no PMI and a smooth process when paired with a strong lender. This offer should be strongly considered.”
For Other Agents:
“I have a VA buyer ready. If your seller has questions about VA loans, I’m happy to answer or connect you with our lender to ease any concerns.”
💼 Why This Helps Listing Agents
Being VA-savvy makes you stand out—and improves your ability to close more listings. Educating sellers removes friction, expands their buyer pool, and builds your reputation.
🎯 Pro Tip: Include a “VA Loan Facts for Sellers” handout in every listing packet. It shows your proactive expertise—before negotiations even begin.
7️⃣🛠️ Build a Veteran-Trusted Team
Partner with experienced VA lenders, appraisers, inspectors, and title reps who know the ins and outs of VA transactions.
Provide clients with a “VA Resource Team” handout featuring your trusted professionals—showcasing your readiness and reliability.
8️⃣🇺🇸 Serve the Community, Not Just the Client
Engage with Veteran nonprofits, sponsor military appreciation events, and support local memorials.
Jean Shine’s success stems from gifts and consistent service—like sponsoring Wreaths for Veterans and supporting Gold Star families.
When you show up and give back authentically, you earn deep trust and become the natural referral choice.
SPONSORED BY MONEY.COM
If you’re a homeowner, you know unexpected expenses are par for the course. One way to help shield your finances is to get a home warranty.
Unlike homeowners insurance, which covers natural disasters and theft, a home warranty could help safeguard you against costly repairs of eligible essential home appliances and systems due to normal wear and tear.
Check out Money’s list of the Best Home Warranties and take the sting out of appliance breakdowns.
✅ Final Thoughts: Serve with Purpose, Win with Confidence
Veterans don’t just need agents—they need guides who understand their service, benefits, and timelines.
By mastering VA lending, educating buyers and sellers, and showing up with knowledge and care, you’ll thrive in a booming market—and make a real difference.
“We make a living by what we get, but we make a life by what we give.”
🔑 Want to refine your presence and performance even further? Join us at HarrisMastermind.com and learn alongside high-achieving agents who lead with confidence—in every sense of the word.
If you're ready for Elite, One on One Coaching with Tim or Julie as your personal coach, text Tim directly at 512.758.0206
AND THAT'S A WRAP!
Until next time,
—Tim & Julie Harris
Harris Real Estate Daily
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