Winning With VA Offers
How Realtors Can Help Veterans Compete and Win
VAREP East Bay Chapter
Veteran Housing Tuesday — Week 2
Pat Onquit · Darren Pomponio · Christina Tovera · Luis Renteria
Brought to You By VAREP
Your VAREP East Bay Leadership Team
Pat Onquit
President
Darren Pomponio
Vice President
Christina Tovera
Secretary
Luis Renteria
Education Director
Dedicated to increasing sustainable homeownership, financial-literacy education, and VA loan awareness for the active-military and veteran communities.
Today's Agenda
01
How VA Buyers Compete Against Cash & Conventional
02
Appraisal Myths — Busted
03
Seller Concessions Explained
04
Listing Agent Concerns & Responses
05
Writing a Stronger VA Offer
06
Live Scenario Review
07
Live Q&A
The Real Problem Isn't The VA Loan
❌ Misinformation
About VA loan requirements
❌ Agent Education Gap
Lack of knowledge on the program
❌ Appraisal Fear
Fear of appraisals and MPRs
❌ Poor Communication
Between agents and lenders
❌ Weak Pre-Approvals
Non-underwritten approvals
The VA Advantage
Separating Fact From Fiction
Seller Concessions: What Realtors Need To Know
Up to 4% Allowed
VA allows seller concessions up to 4% of the purchase price
Fully Negotiable
Closing costs remain fully negotiable
Strategic Strength
Concessions can be used strategically to strengthen the offer
Post-Closing Stability
Helps veterans preserve cash reserves after closing
What Listing Agents Are Really Thinking
Will the appraisal kill the deal?
Will repairs become an issue?
Can the buyer actually qualify?
Will closing take longer?
Your Response Strategy
Educate
Share VA loan facts and data with listing agents proactively
Communicate
Have your lender call the listing agent directly
Provide Certainty
Fully underwritten approval eliminates doubt
5 Ways To Strengthen Every VA Offer
1
Fully Underwritten Approval
Not just pre-qualified — full underwrite signals serious buyer
2
Strong Lender Communication
Lender calls listing agent directly to build confidence
3
Call Before Submitting
Build rapport and address concerns before the offer lands
4
Flexible Closing Timeline
Match seller's preferred closing date
5
Educate on VA Financing
Never assume the listing agent understands VA loans
Would You Accept This Offer?
What Every Realtor Should Remember
VA Buyers Are NOT Weak
They are highly qualified buyers with powerful financing
Education Eliminates Fear
Yours and the listing agent's
Communication Wins Deals
Before the offer is even submitted
VA Can Win Against Cash
VA loans compete and win against cash and conventional
Lasting Competitive Advantage
Realtors who master VA financing stand apart
Ask Your VA Questions
VAREP East Bay Chapter — Live Q&A
  • Pat Onquit — President
  • Darren Pomponio — Vice President
  • Christina Tovera — Secretary
  • Luis Renteria — Education Director
Helping Veterans Achieve Sustainable Homeownership Through Education, Advocacy, and Community.
Brought to You By VAREP