How brokers can grow by serving VA borrowers: lessons from AIME Fuse

# Why brokers should look at VA lending

At AIME Fuse, industry speakers made a practical case: VA loan programs create growth opportunities for mortgage brokers, but success requires product knowledge, accurate entitlement handling, and market-specific outreach. The panel framed VA lending as a specialty that rewards brokers who prepare and use data rather than one-size-fits-all tactics.

# Misconceptions to correct

Speakers cited a Polygon Research review of HMDA and other data to challenge common beliefs about VA loans. Contrary to some perceptions, VA purchase-denial rates in 2025 were lower than several other government programs. The panel also highlighted that VA borrowers can show lower average interest rates and below-average net charges even when their credit scores are lower on average than other loan types.

Appraisal timelines for VA loans are similar to conventional and FHA loans. Importantly, VA has two formal routes to contest appraisals: the Tidewater Initiative, which lets parties submit comparable sales quickly when an appraisal is expected below contract price, and a reconsideration of value (ROV) when the appraisal is believed to be in error. Those two options give originators concrete levers to protect contract value.

# Use local data to pick and serve markets

Beyond household counts, the panel urged brokers to know the typical fundable borrower in the market. In the example county, recent VA-originations had measurable averages for loan size, credit score, DTI, LTV and note rate. That lets brokers and their wholesale partners quickly assess whether a prospect is likely fundable and which lenders are the best fit.

The data also exposed market structure: brokers closed a majority of local VA loans in the example county while broker share nationally was much smaller. That shows how local dynamics can make VA lending a scalable niche for brokers who prioritize it.

# Operational and partnership guidance

Speakers stressed preparation over volume-based tactics. Rather than sending a loan everywhere, brokers should research which wholesale partners and real estate agents understand VA nuances and can move deals through. The panel highlighted that active originators in a market may be numerous, but only a small fraction close multiple VA loans — a sign that specialization matters.

Panelists also mentioned product innovation and borrower solutions discussed during the session, including a creative renovation solution. They did not provide detailed mechanics in the session summary, but indicated renovation options are part of the toolbox brokers can deploy when addressing property condition or value gaps.

# Practical next steps for brokers

• Learn entitlement rules and documentation steps before marketing VA products.
• Pull local veteran household and issuance data to map opportunity by neighborhood or county.
• Establish lender and real estate partners familiar with Tidewater and ROV processes.
• Profile fundable borrower attributes (credit, DTI, LTV) for your target market so outreach is efficient.

If you treat VA lending as a specialty and use local data to guide decisions, the panel argued, brokers can find repeatable volume and better outcomes for veteran borrowers.