In a competitive housing market, every advantage counts. For real estate agents working with veterans or active-duty military clients, understanding how to position a VA home loan offer effectively can make all the difference between an accepted offer and one that gets passed over. Unfortunately, misconceptions about VA loans persist among some listing agents and sellers. As an agent, your ability to educate and advocate can help your military clients stand out and win offers with confidence.
Why the VA Home Loan Is a Powerful Tool
The VA home loan program allows eligible veterans, service members, and certain surviving spouses to buy a home with no down payment and no private mortgage insurance. It is one of the strongest financing options available because it helps buyers conserve cash and often offers better interest rates than conventional loans.
For real estate agents, this means you are not only helping clients use an earned benefit but also introducing a program that can make homeownership more affordable and sustainable. The key is to know how to address common myths that might make a seller hesitate when reviewing a VA-backed offer.
3 Common VA Loan Myths (and How to Address Them)
Despite being one of the most powerful financing tools available, the VA loan is still misunderstood by many in the real estate community. These misconceptions can cause hesitation from sellers and listing agents—potentially putting your veteran clients at a disadvantage. As a buyer’s agent, your ability to confidently address these myths is essential to helping military buyers compete and win in today’s market.
Myth 1: VA appraisals are slower and more difficult.
While VA appraisals follow specific guidelines to ensure homes meet minimum property requirements, turnaround times are now comparable to conventional appraisals in most markets. In fact, VA-approved appraisers often complete reports within the same timeframe.
How to explain it:
“VA appraisals are completed by certified professionals and are typically just as quick as other appraisals. The goal is simply to confirm the home is safe, sound, and structurally secure for the buyer.”
Myth 2: Sellers have to pay extra fees.
Some still believe that sellers must cover certain costs for VA buyers. In reality, most of those requirements were eliminated years ago. Veterans can now pay many of the same fees as conventional borrowers.
How to explain it:
“The VA loan process is very similar to a conventional loan. Sellers are not required to cover additional costs, and closing timelines are often comparable.”
Myth 3: VA loans take longer to close.
Modern VA processing times are on par with conventional loans, especially when working with experienced VA lenders who understand the program requirements.
How to explain it:
“With the right lender, VA loans can close within 30 days or less. Our lender partner, Keller Home Loans, specializes in VA financing and ensures a smooth, timely process.”
How to Present VA Buyers Competitively
In multiple-offer situations, agents representing VA buyers should focus on highlighting the strength and reliability of these borrowers.
Include a Strong Pre-Approval Letter
Work with a lender like Keller Home Loans to secure a fully underwritten VA pre-approval. This shows the seller that financing is solid and ready to move forward quickly.
Communicate Confidence and Clarity
When presenting the offer, emphasize your buyer’s financial stability and the support of a reputable VA lender. Mention that the buyer has already been pre-approved and is working with a team experienced in fast VA closings.
Write a Personal Letter When Appropriate
Encourage your client to include a brief letter sharing their connection to military service and what homeownership means to them. While this is optional and must comply with fair housing guidelines, it can help personalize the offer and build goodwill.
Build Rapport with the Listing Agent
When speaking with the listing agent, use your expertise to put them at ease. Here’s a helpful script:
“My client is using a VA home loan, which is a highly-reputable program backed by the Department of Veterans Affairs. The loan is already pre-approved through Keller Home Loans, and we are confident in a smooth closing. The appraisal and underwriting timelines are comparable to conventional loans, so there should be no delays.”
Highlight the Buyer’s Earned Benefit
Remind sellers that the VA loan is not a handout. It is a well-earned benefit given to those who have served our country. Most sellers are proud to support veterans once they understand what the loan represents.
Why Agent Knowledge Matters
Agents who understand the nuances of VA loans are better equipped to advocate for their clients and build trust within the veteran community. When you can confidently explain the process, dispel myths, and present offers strategically, you position yourself as an ally and expert.
You also open the door to more referrals from military and veteran families, who often rely on trusted recommendations. Word spreads quickly in military circles, and being known as the agent who “gets” VA loans can significantly expand your client base.
Partnering with the Right Lender
Having the right lender partner is key to success. Keller Home Loans specializes in VA financing and works closely with agents to ensure seamless communication and on-time closings. Their experienced loan officers know how to navigate the VA process efficiently while keeping buyers and agents informed at every step.
Helping military clients win offers is about more than writing a competitive contract. It is about understanding the VA home loan program and using that knowledge to advocate for those who have served. By addressing misconceptions, presenting your buyers confidently, and partnering with experienced VA lenders, you can make a meaningful difference for your clients and strengthen your professional reputation.
Looking to learn more? Connect with a Keller Home Loans representative to gain deeper insight into VA lending and discover how their team can help you serve your military clients even better.
*For professional use only.
