Course Goal The goal of Military Relocation Professional Certification Course is to educate real estate professionals about working with current and former military service members to find the housing solutions that best suit their needs as sellers or buyers--and take full advantage of military benefits and support. Students will learn how to provide the real estate services at any stage in the service member s military career that meet the needs of this niche market and win future referrals. Learning Objectives 1. The Military Market Learn the processes and procedures involved in a military relocation and how these impact service members relocation and housing choices. Use demographics of the military market to formulate business strategies and determine service offerings. Provide information to help service members through a rent or buy/sell decision-making process. 2. PCS the Military Relo Identify and provide services that help service members find and purchase suitable homes. Apply knowledge of the PCS process to guide service members through the real estate transaction. Enhance your sensitivity to the emotional issues involved when a military family relocates. 3. VA Financing for Active Duty Vets Explain the basics of VA financing. Recognize situations in which a buyer is eligible for VA financing. Connect prospective buyers with sources of information and lenders for VA financing. Real Estate Buyer s Agent Council, 2017, V 1.3 Page 1 of 5
Introduction A. Course Learning Goal B. Learning Objectives C. Course Structure D. MRP Certification Benefits E. Earn the Military Relocation Professional (MRP) Certification F. Test Your Military Services IQ I. The Military Market A. Fast Facts About Military Service Members and Families B. Profile of Military Families C. Military Retirees D. Where Military Families Live E. Housing for Military Families F. The Military Housing Private Initiative (MHPI) G. Living Off Base in Private Sector Housing H. Exercise: What Influences Housing Choices? I. Rent or Buy? J. Practitioner Perspective K. Sell or Rent? L. Basic Allowance for Housing (BAH) M. Exercise: Internet Field Trip, BAH rates N. Services for Military Buyers and Sellers O. Core Real Estate Skills 1. Adapt Your Skills for Military Buyers 2. Adapt Your Skills for Military Sellers Real Estate Buyer s Agent Council, 2017, V 1.3 Page 2 of 5
P. Realtors Property Resource Reports Answer 5 Big Questions Q. Build a Referral Base R. What Buyer s Reps Need to Know II. PCS the Military Relo A. PCS Relocation When and Where? B. Getting Ready to PCS 1. Meeting With the Base Transportation Office 2. Military Movers 3. Household Goods 4. Personally Owned Vehicle 5. DITY Moves 6. Moving Pay and Allowances C. Family Matters 1. Deployment 2. Military Spouse 3. Youngsters and Teens 4. Adaptive Housing: Help for Wounded Warriors D. Military Sellers and Buyers What They Want E. Winning and Marketing Listings F. What If the Home Doesn t Sell? G. Starting the Home Search H. Practitioner Perspective I. Asking the Right Questions J. Qualifying the Buyer K. Pentagon Foundation Dream Makers Grants for First-Time Home Buyers Real Estate Buyer s Agent Council, 2017, V 1.3 Page 3 of 5
L. Get Ready for Power Shopping M. Absent Spouse N. Practitioner Perspective O. Making an Offer P. Negotiation Strategy for Military Buyers and Sellers Q. Contract to Closing R. Post-Transaction Support S. The Last PCS T. Practitioner Perspective U. Does the Military Downsize? V. Data Security Planning W. Exercise: 4 Case Studies III. VA Financing for Active Duty Vets A. Caution B. Pop Quiz C. Benefits of VA Home Loans D. Steps in the VA Home Loan Process E. Determine Eligibility F. Determine Entitlement: Certificate of Eligibility G. Misconceptions About VA Financing H. Does Bankruptcy or Foreclosure Disqualify a Borrower? I. Find the Right Home 1. Eligible Properties 2. Purposes of VA Loans J. Apply for the Loan Real Estate Buyer s Agent Council, 2017, V 1.3 Page 4 of 5
K. What Does the VA Guarantee? L. Internet Field Trip: VA County Loan Limits M. Request the Appraisal 1. Appraisal Too Low? 2. Notice of Value 3. What If the Property Needs Repairs N. Pay Funding Fee and Closing Costs O. Origination Fee P. Closing the Sale 1. Seller Concessions 2. Real Estate Commissions Q. Selling Restores Entitlement 1. Basic Restoration 2. Special Restoration 3. Unused Entitlement R. Sale with VA Mortgage Assumption 1. Release of Liability 2. Release of Entitlement S. VA Compromise (Short) Sale 1. Qualifying Hardships 2. How Does a Compromise Sale Work? 3. What Can You Do? T. Fannie Mae and Freddie Mac Short Sales Real Estate Buyer s Agent Council, 2017, V 1.3 Page 5 of 5