{"id":2626,"date":"2021-11-08T21:33:09","date_gmt":"2021-11-08T21:33:09","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2021\/11\/08\/agents-fight-misconceptions-to-win-deals-for-military-veteran-clients\/"},"modified":"2025-03-13T02:39:31","modified_gmt":"2025-03-13T02:39:31","slug":"agents-fight-misconceptions-to-win-deals-for-military-veteran-clients","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2021\/11\/08\/agents-fight-misconceptions-to-win-deals-for-military-veteran-clients\/","title":{"rendered":"Agents fight misconceptions to win deals for military veteran clients"},"content":{"rendered":"\n

After completing countless Veterans Administration<\/strong> (VA) mortgage loan transactions over the years, Chris Pascoe, a Marine veteran turned RE\/MAX <\/strong>agent, has developed something of a system. <\/p>\n\n\n\n

First, he has his client’s lender call the listing agent. \u201cThis is an absolute must, especially in the market right now as it gives the lender an opportunity to fill the listing agent in on the buyer\u2019s background and how the VA loan process works,\u201d Pascoe explained.<\/p>\n\n\n\n

Next, he has his buyers write a letter to the seller, a practice that has come under scrutiny lately for creating potential biases<\/a>. \u201cI\u2019d say there is a 50\/50 chance of a letter having an impact on sellers, but when things are tough, it\u2019s worth a shot,\u201d Pascoe said. He will also inform the listing agent that he is a veteran himself and implores them to ask any questions or express concerns they have about VA loans. <\/p>\n\n\n\n

At the end of the day, Pascoe says the process is not all that different than purchasing a home with a conventional mortgage.<\/p>\n\n\n\n

But because inventory remains at record lows, home prices have soared to astonishing highs, and bidding wars still occur in housing market across the country, Pascoe and other real estate agents on the buy-side have had to go the extra mile to fight for their VA clients. <\/p>\n\n\n\n

Misconceptions Abound<\/h4>\n\n\n\n

Even under “normal” market conditions, VA buyers struggle to successfully purchase a home<\/a> using their benefit. There remains a belief among listing agents and their clients that the VA appraisal and closing process will be a hassle. <\/p>\n\n\n\n

These beliefs are largely a relic of a different era, said Coldwell Banker<\/strong> agent Alison Winsom.<\/p>\n\n\n\n

\u201cI think we have some outdated stories and some urban legend stuff around VA loans,\u201d said Wisnom, who is based out of Annapolis, Maryland, home of the U.S. Navy. \u201cSomebody has a problem once and then that story just spread. A lot of the rules have relaxed over the past several years, but people always tend to remember the negative things so that is what has spread throughout the industry.\u201d<\/p>\n\n\n\n

A lot of the misconceptions about working with VA loans center on the VA appraisal<\/a> process \u2013 which differs from conventional mortgage appraisals \u2013 as well as the time it will take for a transaction to close. VA loans are secured by the VA, and statutorily must be appraised by the VA and not just any appraiser.<\/p>\n\n\n\n

\u201cI just closed two or three transactions with VA loans in 21 days, so you can\u2019t tell me that we can\u2019t close in under 30 days,\u201d said San Diego-based Compass<\/strong> agent Todd Armstrong. \u201dBut it isn\u2019t a misconception that the VA appraisal process is stricter, but if you are smart in your property selection and how you make your offer, it really isn\u2019t a big deal,\u201d said Armstrong.<\/p>\n\n\n\n

Unlike an appraisal for a conventional mortgage, VA appraisers can flag a wide variety of issues, from peeling paint to wobbly handrails and broken windows.<\/p>\n\n\n\n

\u201cThe book of things that they can flag is like 180 pages long, but so long as the house is relatively new, the condition of the house is not as big of a concern, but with older homes it can be really hard because there are so many unknowns with things that could get flagged,\u201d Becca Summers, a Keller Williams<\/strong> agent, said.<\/p>\n\n\n\n

Agents listing older or more rundown homes will frequently leave notes in the MLS saying that the home will not pass VA appraisal and therefore they are not accepting any VA offers. This, however, doesn\u2019t stop VA buyers from submitting an offer on the home.<\/p>\n\n\n\n

\u201cWe can still make an offer, but we know there’s a higher likelihood that the seller is not going to work with us before we even step foot in the house,\u201d Summers said.<\/p>\n\n\n\n

Discrimination with VA Offers?<\/h4>\n\n\n\n

Some agents told RealTrends<\/strong> and HousingWire<\/strong> that some listing agents won\u2019t even look at VA offers, which is tantamount to discrimination, even if they believe they’re simply being fiduciaries to the sellers.<\/p>\n\n\n\n

\u201cOccasionally I\u2019ll see a property and they\u2019ll put that it won\u2019t go FHA or VA and I\u2019ll look through the pictures be like, \u2018Why?\u2019\u201d Pascoe said. \u201cAfter a closer look I might find something that is a super simple fix like a little bit of peeling paint, but by not fixing it and saying they won\u2019t take VA offers it is kind of as though they are automatically discriminating against veterans.\u201d<\/p>\n\n\n\n

Alex Naumovych, a loan officer at Draper & Kramer<\/strong>, has noticed similar trends in his work at a lender.<\/p>\n\n\n\n

\u201cOften times I\u2019ll come in on a Monday and I\u2019ll have emails saying that clients put offers in on homes and had them accepted even though we didn\u2019t write up a pre-approval level,\u201d Naumovych said. \u201cThat never happens when a VA loan is involved. They\u2019ll just accept an offer with a conventional loan, but VA loans freak them out and they want more information even though it might be the strongest offer they receive.\u201d<\/p>\n\n\n\n

Although many listing agents do not want to work with VA loans, lenders, on the other hand, love them.<\/p>\n\n\n\n

\u201cFrom a lending perspective they are the easiest loan to work with,\u201d Naumovych explained. \u201cThey have 100% financing, no mortgage insurance and there is no longer a loan limit and I am often able to give customers better interest rates even if they do not have a great credit score or their debt to income ratio is high. Other requirements for the transaction, like title insurance, are the same as for all other transactions, so it really isn\u2019t a big deal.\u201d<\/p>\n\n\n\n

Closing do get done<\/h4>\n\n\n\n

While it can be challenging at times to complete a transaction with VA offer, many of the agents that spoke with HousingWire<\/strong>, know that it certainly can be done. Agents like Provo, Utah<\/a>– based Summer have had success in getting their clients\u2019 VA offers accepted, even in this past summer\u2019s hot housing market, have developed a slew of strategies to make their client\u2019s offers more enticing to sellers.<\/p>\n\n\n\n

\u201cOne of the biggest concerns always is that appraisal is going to come in low, so in a super competitive market, if my buyers are able, I\u2019ll have them commit to paying $5,000 over appraisal if the appraisal comes in low,\u201d Summer said. \u201cTerms are also really important. Some listing agents know that their property is priced too high and there is no way it will appraise for that much, so I\u2019ll talk to them and try and feel them out. Once you know where the listing agent is, you can structure the offer to cover their concerns. You just have to be aggressive with your offer.\u201d<\/p>\n\n\n\n

Wisnom also likes to feel out listing agents when working with a VA buyer and using offer terms to cater toward an individual seller\u2019s needs. \u201cI\u2019ll call the listing agent and try to gage their familiarity with VA loans, so that I can fill in any gaps in their knowledge,\u201d she said. \u201cI\u2019ll then try to have the VA buyer address some of the seller\u2019s priorities not just in terms of price, but, for example, I’ve had clients who had access to temporary lodging for a good amount of time and they were able to then give the seller flexibility on their move out. So it didn’t have to do with the price of the property, it had to do it with offering something else to the seller that was a benefit to them.\u201d<\/p>\n\n\n\n

Many real estate professionals that spoke with HousingWire believe that improved education is key to helping veterans have more success in using their hard-earned benefit.<\/p>\n\n\n\n

\u201cLicensing exams and prep classes don\u2019t really dig deep into financing, so most of the education I have gained has come through working with lenders and VA buyers,\u201d Summers said. \u201cOne of the most important things for me to learn was what questions to ask the lender when getting a pre-approval letter because the information you need to have for a VA loan is different than for a conventional mortgage.\u201d<\/p>\n\n\n\n

Wisnom, who works with agents<\/a> who are new to the VA loan space to educate them about the product and working with veterans in general, recommends the NAR\u2019s Military Relocation Professional Certification<\/a><\/strong> program as a good place to start. Armstrong agreed that the MRP certification is a good place to gain a basic understanding, but he and some of his colleagues have developed their own program, Fortitude,<\/strong> to help both agents and veterans improve their knowledge and understanding of VA loans.<\/p>\n\n\n\n

\u201cWe do a lot of seminars,\u201d Armstrong explained. \u201cI do the real estate portion and I have my lender come in and do the VA loan portion. We work hard to get our buyer approved at the lowest rate and if they have credit problems we will put them in touch with the right people to get their credit restored. We really get down into the nitty gritty about how to use your VA loan to not only buy a home, but also use it as a way to build wealth.\u201d<\/p>\n\n\n\n

On the lending side of things Naumovych has had to learn a lot about VA loans, giving him a greater understanding of the product and how it compares to other types of loans.<\/p>\n\n\n\n

\u201cThe average Realtor does not know a lot about VA loans because they don\u2019t work with them very often,\u201d Naumovych said. \u201cMore education is really the only way to improve this situation.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

Even under “normal” market conditions, VA buyers struggle to successfully purchase a home using their benefit. 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