Brokers who avoid VA loans due to perceived complexity are missing both opportunity and obligation, warns broker
Despite being one of the four major mortgage products in the US, the VA loan remains underutilized in many parts of the country. For Brian Bloete, a Marine Corps veteran and loan officer with Rate, that gap is less about difficulty and more about discomfort with the unknown.
"In areas near military installations, VA loans are standard. Realtors know the drill - they check for hand railings, peeling paint, builder warranties. It's second nature," Bloete said. "But in other parts of the country, it's just inexperience. That fear of the unknown leads brokers and agents to shy away."
Experience over hesitation
Bloete has been in the mortgage industry for nine years, but his service as a Marine Reserve - deployed to Afghanistan in 2018 - has deeply shaped his approach to working with veterans.
"If a veteran contacts you, they want to use their VA loan," he said. "If you try to steer them away because you're not confident in the product, you're doing them - and yourself - a disservice."
The key, he says, is education. "Master your craft. Roll your sleeves up. Learn the product. If you're in this industry, it's your job to know how to serve the people who served."
The 'extra work' myth
The belief that VA loans involve more red tape persists, especially among brokers less familiar with them. But in Bloete's experience, the vast majority of VA loans close as smoothly as any conventional mortgage.
"Most VA loans go off without a hitch. And if something does pop up, it's usually a $40 fix from Home Depot," he said. "The idea that they're too much work is just outdated."
He does acknowledge that in today's competitive market, where sellers can choose among multiple offers, VA buyers need a strong strategy. That often means getting clients fully underwritten ahead of time, helping them use assets to strengthen offers, and proactively addressing appraisal concerns.
"Look at the property. Talk to the listing agent. Show them this isn’t a risky deal," Bloete said. "Sometimes it means doing 20% more work. But that work is what makes a difference."
A mindset of service
Asked what brokers can learn from military values, Bloete points to one principle: have your client's back.
"In the service, it's an unspoken rule - you can depend on the person next to you," he said. "That same mindset applies here. If a broker hears 'VA loan' and says, 'Eh, sounds like too much work,' what does that say to the veteran?"
Instead, brokers should commit fully. "Be all-in with your client. Fight for them. Show them you're there to represent them and get it done."
Building loyalty through understanding
Ultimately, Bloete believes that brokers who embrace VA lending not only do right by veterans, they build long-term, loyal relationships.
"When you close that loan and help a veteran buy their forever home, that client will remember you," he said. "They'll come back for their next home. They'll send their friends. That kind of loyalty is earned by doing the work others won't."
Understanding the VA product, setting clear expectations, and preparing strong files are what keep veteran borrowers competitive - and brokers relevant.
