Bergjans is responsible for expanding Caliber’s support to the military. According to Caliber, it has significantly increased the number of VA loans issued by the company. He joined the Navy after graduating from high school in 1995 and went on to earn a master’s degree in business administration and human resources management from American InterContinental University. Although he began a career in mortgage banking in 2002, he remains a member of the Naval Reserve and recently completed a deployment to Afghanistan. Today, he is the Department Head of the Commander of the Korean Naval Force Delta Detachment in St. Louis, Missouri.

Military loans are a growing segment that initiators should pay attention to, Bergjans said. Veterans Administration (VA) officials told him that the amount of loans issued at the end of May 2020 was already equal to last year’s volume, adding that VA’s purchasing activity was up 10 to 15%.

“If you’re not in that demographic, it’s a great place. This business is not going away anytime soon. We need more people working with this demographic who have a genuine mindset of wanting to help. They are a fantastic demographic. If you do well, they’ll tell everyone, ”Bergjans advised.

There might be reluctance, however, on the part of initiators who do not have military experience to enter this market. Bergjans said a good approach is to get involved in helping veterans through nonprofit organizations, but without the goal of instantly building business through volunteering. At the same time, increase your training on the advantages of VA and share this knowledge with your real estate partners. “Once you are seen as the expert, you expand your sphere. Volunteer, get involved and educate.

Interview highlights

►Recently, the VA removed the zero-interest loan limit, which was previously set by county. Now the decision is up to the lender. Bergjans said it would help military borrowers access better homes “forever” when they retire, as they won’t have to commit large amounts of down payment to buy better homes.

►More real estate agents need to learn that a zero down payment is a good thing. This doesn’t mean that customers lack the commitment to complete their purchases. People often make large down payments to make up for credit problems, he said. “If you’re entitled to it, you should be able to use it.” There is also a problem that VA loans are bundled with other government funding like FHFA and USDA. “VA is a benefit, not a program. Your FHFA client did not have to travel to Iraq to take advantage of this benefit.

►Active-duty military personnel and veterans are great clients because they must have good credit scores to maintain their security clearance, as the military does not want members with financial problems. Bergjans said the average credit score on a VA loan is 710. “If you don’t have permission, you don’t have a job,” he said.