Military clients are different.  I know.  I spent 26 years in the Army and made 11 moves (PCS) myself.  But I'm not sure that most Realtors can truly understand the plight of military members "on the move."  For this reason, I thought I'd share a bit of information.

It's obvious when you meet them that military people are on a deadline.  That doesn't mean they can be pushed into making a decision.  They know what their family needs (and what they want is always secondary to that) and they expect a Realtor to find it for them.  In some markets what they need in a home to purchase and what they can afford are light years apart.  After all, they make far too little money for what they are expected to do and gallantly accomplish.  You need only be honest with them and they will adjust.  That's what they do best.  That might mean referring them to rental agencies instead of selling them a home.  But remember they are often coming from areas with much more reasonable housing prices, so if you are a Realtor in California, Washington, New York and the like, be prepared for culture shock.

Expect the entire family to participate in the process.  The kids will be in tow because dad and/or mom are often deployed, and time together is precious.  Grandma might be there too because she gets to see this family together far too little.  And grandma/grandpa might be there to provide financial assistance as well.  Think family outing and be prepared! 

Military members are entrenched in values, and so any perception they get that a Realtor is in it solely for the commission will mean the end of your relationship together.  The sale might occur, after all remember they have a deadline to meet, but they'll likely not contact that Realtor again in the future. 

Real estate sales are different from one location to the next as you know.  The Soldiers I represent from Fort Lewis and the Airmen from McChord Air Force Base often base their expectations on how things worked in the last state (or country) they were in.  Take the time to bring them up to speed on local markets and they'll appreciate the effort.  But remember that they are used to, and will expect to be, in charge of the transaction.  They are leaders after all, and the safety and comfort of their family hangs in the balance. We owe them %110 effort.

Military spoken here:   

 Hooah!

Riley Jackson Real Estate