A first-time homebuyer seeking a mortgage is brand new to the process and will need extra guidance. The trick to helping these newcomers is to know how to communicate with them as well as what kind of communication you should have.

Here are four techniques to help you speak to a first-time homebuyer.

#1. Be descriptive

While being a loan officer is your everyday job, first-time homebuyers are completely new to this process. Be their guide and make sure you are as descriptive as you possibly can be. Explain each step of the process and make sure you are thorough. If you have any type of handouts or resources available during the first meeting, this can also be very helpful in communicating the main points.

#2: Be patient

You may be answering the simplest questions, but be patient. This is a big step for someone to take and a smart first-time homebuyer will want to ensure they know everything (and more) before making a decision to take out a mortgage. As you are explaining things, ask them if they have any questions or concerns they’d like you to address. Don’t fly through all of the options or information either, go through the information slowly so the buyer can take it all in and fully understand everything. If a first-time buyer leaves an initial meeting confused, you may not close on the loan.

#3. Follow up

After the initial meeting, make sure you follow up to ensure you have answered all of their questions. This can be done via email or phone. It does not have to be a long email or phone call, but you need to make sure these first-time homebuyers know you are there for them every step of the process. If you leave them hanging with questions or concerns, they may seek out other loan officers who will be more nurturing and attentive.

#4. Communicate professionally, but personably

This is a scary process for those who are new to it, so while they are expecting you to be professional during the loan application process, you also need to be a comfort to them. Maintain professionalism, but be personable. This is a stressful process, but also an exciting one. Buying your first home is a monumental lifetime achievement and you want to celebrate with these clients while also obtaining the best loan possible for them.

Patience is really the key to communicating with first-time homebuyers. They will have tons of questions, plenty of concerns, and a lot of excitement during this process. The best part is, as a mortgage loan officer, you get to be a part of this huge moment in their lives. Welcome them into the process and make everything as clear as possible, so there are no surprises. Establish trust by being transparent and attentive to them during the process of obtaining a mortgage for their first home.