Winning With VA Offers

How Realtors Can Help Veterans Compete and Win

VAREP East Bay ChapterVeteran 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