Serving The Unique Needs of Military Clients

October 26, 2021
8:00 am

Military personnel frequently receive orders sending them to a new duty station with virtually no notice. An order for Permanent Change of Station can leave the service member with only a 10-day leave to find a new home. If you are the Agent at that new location, you need to go the extra mile to help your military clients find a home quickly. 

Use technology to save time

You can be a real help to military clients moving to your market by showing them listings that include virtual tours or by FaceTiming yourself as you walk the property. Often buyers choose a house they have never set foot in.

Understand Veterans Administration (VA) financing

VA home financing helps active duty military personnel, veterans and surviving spouses obtain mortgages at excellent terms. Loans are available with no down payment. Interest rates are low. Fees for such items as appraisals, credit reports, title insurance, lender origination fees, recording fees and survey fees can be rolled into the loan. 

To obtain VA housing, a home must meet certain standards in a VA appraisal. These Minimum Property Requirements (MPR) require the house to have reliable electricity and heating and cooling systems, adequate roofing, sufficient floor space for basic living, a clean water supply with sanitary facilities and no lead-based paint, wood-destroying insects, fungus or dry rot.

The most specialized of needs

In addition to knowing the needs of active duty personnel, the knowledgeable Agent is aware of what to look for when working with a disabled vet. These clients may need doorways wide enough for wheelchairs, lipless thresholds in showers and exterior doorways, single-lever faucets, and lowered door handles, counters and light switches. 

Get certified

If a lot of your potential clients are military personnel, consider studying to become a certified Military Relocation Professional with the National Association of REALTORS®. This designation sets you apart with military personnel as an Agent specially trained to help their relocation needs. Your rank will go up when a service member needs a top-flight Agent.

Does your brokerage lead with a servant’s heart? Check out Fathom’s Hometown Heroes program that benefits the Military, Veterans and many other community heroes at and click on the “Partner with Us” section. Then, simply complete the registration form and participate in a 30-minute webinar that comprehensively explains the program. Upon completion, agents gain access to Hometown Heroes marketing materials and valuable best practices to support their efforts in giving back to their communities.