Let’s face it, nearly every real estate agent’s clients don’t care about their Instagram followers or whether they or their company is No. 1 in their market.

In today’s tough market what they care about most is money.

So, if you want to build a database of raving fans, focus on ways to help them save.

Let’s start of with a big one: Save them an average of $18,000 on their down payment.

Down payment assistance programs, known in the business as DPA, remain one of the least used tools in most agents’ financial arsenal. According to Rob Chrane of the popular DownPaymentResource.com, over 80 percent of all non-homeowners believe they need to save 10 percent to 20 percent of their purchase price all by themselves to purchase a home.

The reality? There are more than 2,400 DPA programs across the U.S. that offer grants, forgivable loans, matching savings plans, or subsidized mortgages to help buyers get started with far less. Moreover, over 84 percent of the homes in the U.S. – and in some cases mobile homes – are eligible for DPA.

Save Them $18K

Here’s what you need to know: First, the average amount of DPA granted last year was $18,000.

Second, two-thirds of the DPA programs are for first-time buyers or those who have not owned a home in the last three years. The other third is available to those who currently own homes provided they meet certain financial requirements.

Third, veterans, teachers, first responders and low- to-moderate income buyers may qualify for grants as high as $40,000.

Here’s another way to get at the problem: Mortgage credit certificates offer up to $2,000 annually in dollar-for-dollar tax credits for the life of the loan.

The is not a deduction, but a direct reduction in the amount of how much a buyer pays in taxes. In some markets, this can add up to $60,000 in savings for a homeowner paying off their mortgage over 30 years.

You can also stack DPA programs. One savvy agent in Seattle stacked five programs to help her buyers buy a property worth almost $1 million.

If you aren’t already working with a lender who specializes in these programs, now’s the time to identify these companies/organizations in your market. An easy to see what DPA is available on any active listing on realtor.com or Zillow is to navigate to the mortgage payment information on that listing. If DPA is available, both sites will list the programs and the resources available for that specific property.

Show Clients How to Eliminate PMI Early

Private mortgage insurance, or PMI, is an invisible money leak for many buyers.

Most of your clients and prospects will have no idea they can eliminate PMI, not when they have paid down 20 percent of their loan, but when they can demonstrate they have a 20 percent equity position in their property – provided they can line up an appraisal.

If you’re in a market that has appreciated 20 percent since any of your clients purchased their home or if they have added square footage, updated the kitchen or even improved landscaping significantly, that new value could eliminate their PMI now rather than years from now.

PMI typically costs hundreds of dollars a month. Canceling it early puts thousands back into your client’s pockets turning you into their financial hero.

Check out Bankrate for an excellent guide to cancelling PMI.

Maximize Credit Scoring Strategies

Credit scores not only influence whether a borrower will qualify for a loan, but also the rate and terms. To help your clients maximize their credit score before applying for a mortgage pre-approval, have them do a couple of things.

First, have them check their credit score on Equifax, Experian, and Transunion for errors. They should correct those before applying for a loan.

Second, they should make sure all their bill payments are made on time, from credit cards to Klarna.

And third, advise them to avoid applying for any other type of credit, especially before closing because along with increased credit comes an increase in payment obligations, which in turn can destroy their ability to qualify.

For example, when we purchased our new home, we only had one car but needed two. Nevertheless, we postponed picking up our new SUV and ordering new furniture until the transaction closed and we had our keys in hand.

But make sure they do not close existing credit card accounts. Instead, advise your clients to buy a small item on the card they want to close every couple of months and pay it off immediately. While having a card that has no balance is great, it’s even better for your credit score when you use it periodically to purchase one item and pay it off.

It’s also worth explaining how to improve their “credit utilization ratio.” While this sounds complex, it’s simply a matter of them paying down their existing debt.

Banks typically like to see a credit utilization ratio of 30 percent or less when assessing mortgage applications. This means using no more than 30 percent of your total available credit across all credit cards and other revolving credit accounts. Keeping your credit utilization low demonstrates responsible credit management to lenders.

A better interest rate and terms on their home loan translates into a lower monthly payment and the potential for long-term savings in the tens of thousands of dollars.

Bernice Ross is a nationally syndicated columnist, author, trainer and speaker on real estate topics. She can be reached at bernice@realestatecoach.com.