Navigating the real estate market can be challenging for any family, but military families face unique circumstances that require specialized understanding. At eXpcon 2024 on Tuesday, the eXp Military Network hosted a panel on “Mastering the Military Move,” providing valuable insights for agents looking to serve this community.
Led by Deanna Dopslaf, the discussion featured speakers Naseem Eissa, Sherri Gramlich, and Jennifer Ghinga. The focus was on how to serve military families with integrity and build lasting relationships, emphasizing the importance of understanding their specific needs.
Military families often have clear goals, stable incomes, and access to the VA loan — a powerful financial tool. However, successfully serving them requires more than understanding the technical aspects.
As Dopslaf noted, “The quickest way to lose your reputation in your business is not serving a military family in the right way.”
Consistency and personal connection are critical when working with military families. Agents need to be visible, dependable, and intentional. While social media can be useful, the speakers recommended mastering one platform — whether TikTok, Instagram, YouTube Shorts, or LinkedIn — rather than trying to manage all at once.
Sherri Gramlich stressed the value of in-person interactions. She regularly attends veteran events like “Haircuts for Heroes” and open houses, helping her build trust and generate referrals. By staying consistent and involved in military charities, Gramlich has established herself as a trusted resource in the military community.
For agents without a military background, the panel underscored the importance of understanding the specific challenges military families face, such as frequent relocations and navigating VA loans. Agents who show genuine interest and take the time to learn can still build strong relationships, even without prior military experience.
Personal Connections Are Ultra Important
Throughout the panel, the importance of personal connection remained a central theme. Whether through social media engagement or attending veteran-focused events, agents who prioritize relationship-building with military families can establish lasting trust.
Ultimately, serving military families requires more than just knowledge of the VA loan process; it’s about consistency, trust, and becoming a reliable resource. With the right approach, agents can not only grow their business but also make a meaningful impact on the families they serve.
