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4 Tips for Success With Military Clients

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: 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. 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. Consequently, only one of the spouses may be available for house hunting. Showcase Your Local Market and Transaction Knowledge Military families may know the procedures for making a PCS move, but they don’t know the community and they rely on your knowledge to guide them in making a good housing choice. You don’t have to be a commercial real estate guru to lead sellers through a basic return-on-investment analysis. For more education about serving the military market, check out this month’s featured online certification at the Center for REALTOR® Development, the Military Relocation Professional (MRP) Certification Course, which is the educational requirement for NAR’s Military Relocation Professional (MRP) certification.