4 Tips for Success With Military Clients

The following information is provided by the Center for REALTOR® Development (CRD).

Real estate professionals who work with military buyers and sellers attest that they adapt their core real estate skills to best serve the market. The difference lies in how these skills are applied and the specialized knowledge that is needed. Think about how you would adapt your skills and services to work with military homebuyers and sellers. For example, here are four suggestions:

  1. Anticipate a Fast and Intense Property Search

Are you ready to work with a buyer who wants to see 25 homes, make an offer, and seal a deal in the space of a long weekend? Or, if house hunting is combined with a temporary duty (TDY) “working” trip to the new base, the servicemember may work all day and want to look at houses after hours. Understand the time pressure that military families experience during a permanent change of station (PCS) move, as well as the moving procedures and allowances. Learn to move quickly—it’s not unusual for a military family to look at houses (could be a couple dozen) and make an offer within a few days. Be willing to go above and beyond, to show a lot of houses, work fast, and facilitate appointments with lenders, appraisers, and inspectors. For example, you could develop a procedure to recap houses viewed, keep detailed notes, present pros and cons objectively, and…