It's also wise to work with lenders that are trained with a good appreciation of military members' financial and life circumstances.

In this fast-paced market, the ability to proceed with loan qualifications quickly can mean the difference between securing financing for a military borrower or losing this business to someone who is better-equipped.

Another key element to the loan process with military borrowers is providing them with information to help them avoid mortgage delinquencies in the future. At closings, simply review the basics on foreclosure avoidance or provide a handout with similar tips. Help your clients be proactive with their mortgages, and they will thank you forever with referrals and repeat business.

Ultimately, mortgage brokers who deliver the expert care their military clients expect will build their own personal business at the same time. If you become the local military-lending expert for your community, military clients will find you. You can increase your competitive ability in military markets and generate positive publicity within your community.

Beverly Frase is program manager for USA Cares' online Participating Lender Course, which she authored. The course is designed to provide a clear understanding of how to work with military clients. Frase is a former loan officer, a real estate broker and a career Army wife. USA Cares, funded by a Fannie Mae grant, is a nationally recognized nonprofit. It helps post-Sept. 11 service personnel with financial and advocacy support. Visit usacares.org or e-mail beverly.frase@usacares.org.

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