I am sure you will get at least 10 items for that but how about top ten items the lender will need to get pre-approved you along with this?  

Jana

If you will be speaking to a group of Military people, I think their needs may be a little different than your average home buyer. I would address some of the things they may not have considered in a home purchase. Since they are subject to transfer the re-salability of a home has to be a consideration. They may not have the luxury of holding a home for a long period of time. Another important factor is staying within what they can afford. Not to end up house poor! Because they can qualify for a certain loan amount doesn’t mean that they can afford it without giving something up. They need to know the cost associated with owning a home since it is more than mortgage, taxes and insurance. A nice work sheet with all the things that you pay out would be helpful for them to look at a budget for home ownership. If you can deliver a message that teaches them how to consider all these things and be able to enjoy their new home without the worries of financial disaster, you will have served you country, your industry and helped a great group of individuals down a path to financial and personal growth and happiness.

What about a home buyers check list that touches on the costs associated with closing a purchase. I am working on one that doesn't have any prices, but blank lines that the client can fill in the amounts. It won't give them the bottom line, but may remind them that they will incur costs for home inspections, lawyer fees, fuel adjustments and deed transfer tax, among other things. For your application, it could form part of a larger brochure highlighting you as a Realtor and the services you provide and could be a leave behind that they are apt to hold onto.

Or you could offer beer and shrimp.

I like Gary's idea of focusing on the military aspect.  I've found that most of the folks I've dealt with have lived in base housing most of their adult lives and don't know the pitfalls and costs associated with home-ownership.  Many don't understand septic systems, home insurance, etc.  They've never had to deal with it.

On the other hand, they're generally perfect for the fixer-upper.  Military families are not easily intimidated and have many resources in the trades. Electricians, carpenters, etc. and they really help each other out.  If they know they're going to be around for at least a year, it may be a good option.  I sold just such a home to a "Coastie" last year.  This weekend he's having a party for everyone who contributed a lot of sweat, and probably a little blood, too.  

Military families are a tight-knit group and once you understand their needs and have helped just one navigate the real estate waters, you'll become a hot commodity.

Good luck!

Work up a comparison sheet of renting vs buying, using the average appreciation in your area to point out the benefits of buying a home.

You know... tax benefits, equity buildup, etc.  Have a sheet that you can pass to everyone to take home with and of course you'll have YOUR contact info on it.

Stress the benefits of using s REALTOR instead of going it alone when buying AND selling.  Maybe you can share a personal story or two to back it up.

The short term resale value is very inportant like the other said, so that really needs to be addressed.

In your presentation, you should be careful to focus on the benefits of buying & selling without scaring them about the "pitfalls" of home :))

You can go to HUD for an excellent new buyer list:

http://www.hud.gov/buying/index.cfm

Make sure and tell 'em not to buy a vehicle or furniture or any financed purchase for their new home until after they close.

And that what they 'can' technically afford and what they 'should' afford to have a life outside the mortgage are often very different.

And about the upfront cost of 'attempting a purchase' i.e. home inspections, appraisals etc that you will not recoup should you decide against the purchase.

And to make sure and season funds for closing.

Unless the home is brand new, tell them to make sure and get an inspection. One thing to know too....the military tries to care for their members. Anyone working with a military family who does less than a great job will get black listed and someone who does a great job will get all the business...so pull out the stops and "be the buyer"!

Depending on your area's pricing, VA $1 down loans might come into play. Even though that is financing, you may want to discuss what techniques you'll use to get agents & owners to work with them (very hard in my area).