Veterans represent a uniquely powerful niche in U.S. real estate. The VA-backed loan program has supported over 28.5 million home purchases since 1944. In the first half of Fiscal Year 2025, total VA loan originations surged 45% year-over-year, with purchase loans up nearly 10% and refinances jumping a staggering 150%. As of May 2025, nearly 259,000 VA loans totaling over $100 billion had closed.

Put simply: this is a booming, underserved market — and agents who learn to serve veterans well will win both business and respect. Here are some tips.

1. Position yourself as a veteran specialist

  • Highlight any military connection or appreciation. Our friend Jean Shine in Killeen, Texas (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.

2. 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.

3. 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.

4. 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.

5. 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.

6. Educate sellers and fellow Realtors on VA loans

Outdated myths about VA loans harm Veterans, and cost deals. Be the agent who changes that.

 Myth Reality
VA loans are slow to closeTimelines typically match conventional loans
Sellers must pay all the feesVA closing costs are negotiable, just like any other offer
VA appraisals are too strictVA appraisers follow fair-market guidelines
VA buyers are financially weakMost are prequalified with stable income
You can only use a VA loan  onceVA loans can be used multiple times

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.

7. 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.

8. 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.

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.

Tim and Julie Harris are real estate coaches, bestselling authors, and the dynamic voices behind Real Estate Coaching Radio. With decades of hands-on experience and a track record of helping thousands of agents achieve breakthrough success, Tim and Julie deliver real-world strategies that actually work. Whether you’re looking to scale your business, sharpen your skills, or simply stay ahead of the market, their insights are your competitive edge.

This column does not necessarily reflect the opinion of HousingWire’s editorial department and its owners.

To contact the editor responsible for this piece: tracey@hwmedia.com

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