With over twenty years in the business, Maria Labie, Vice President, Lending Relationship Specialist at Independent Bank, has vast experience helping first-time homebuyers realize the dream of homeownership. In honor of National Homeownership Month, we asked Maria to share some proven best practices for housing professionals.

1. Be Visible. The simplest way to connect with new first-time homebuyers is to be visible in the community. Pitch a lunch-and-learn at a local church. Use the customizable Building Blocks to Wealth presentation as a starting place. Host a cocktail hour at a small business like a café or an art gallery. Sit in the break room of a local business (with permission, of course) and hand out your business cards during lunch.

2. Be genuine on social media. Engage authentically. Get on camera, show your face and be relatable. Drop the suit and tie and speak from the heart. For example, film an Instagram reel cooking your favorite appetizer recipe while imparting a bit of homebuyer education. Don't give an overt sales pitch. Say something without saying too much. Clients will come to you when the time is right.

3. Establish Accountability. Ask your client if they are willing to establish an accountability contract that helps them keep disciplined progress throughout the homebuying journey. Give them action steps along the way to keep them engaged. Keep the accountability light. Teach them that the pain of discipline is better than the agony of regret. Use the Buying a Home checklist to establish an accountability plan.

4. Determine your client’s preferred method of communication. Standard marketing tactics are not as effective with today’s homebuyers. First-time and millennial homebuyers tend to shy away from traditional phone calls or paper flyers in favor of more convenient channels like text, email or their preferred social media platform. After bringing on a new client, it’s imperative to interview them to learn how they’d like to communicate with you throughout the homebuying journey.

5. Stack when possible. In the current market environment, first-time homebuyers need all the help they can get. This is where real estate professionals and mortgage loan officers can get creative. Pair down payment assistance programs, (DPA One® helps lenders find these programs) with sustainable and renovation loan programs. For example, Freddie Mac BorrowSmart Access® and GreenCHOICE Mortgage® are a perfect pairing. BorrowSmart Access provides participating lenders with a steady source of down payment and closing cost assistance for qualified clients with no repayment requirements. GreenCHOICE provides funds that can help borrowers purchase energy efficient appliances and save on utility bills. Utilizing both programs will ensure that your clients can qualify for a loan while covering basic upgrades to their homes without incurring additional out-of-pocket expenses.

For more guidance on how to serve first-time homebuyers, visit the Equitable Housing webpage.