🏡 How to Sell More Homes by Serving Veterans

In partnership with:

👋 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! 👇️ 

First time reading? Sign up here with just one click.

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.

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

Don’t let a broken heater break the bank

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.

VIEW LIST

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.

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

🗣️ Handy Mini-Scripts

For Sellers:

For Other Agents:

💼 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.

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

Go beyond homeowners insurance with a home warranty

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.

VIEW PROVIDERS

✅ 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.

AND THAT'S A WRAP!

Until next time,

—Tim & Julie Harris
Harris Real Estate Daily

P.S. This newsletter is free (for early subscribers). Enjoy!

Forwarded by a friend? Sign up with just one click here.

P.S. Don’t forget to whitelist our email address to make sure you never miss an update from us.