Buyer Consultation 2.0: What to Cover When Rates Are Still High

Your buyer consultation needs an update.

Rates changed everything.

The Old Consultation

You covered:

Home search process Loan pre-approval Offer writing Timeline to close

This doesn't address today's reality.

The New Consultation

Now you must cover:

Rate strategies Affordability calculations Alternative financing Long-term planning

Different market, different conversation.

The Rate Discussion (First 10 minutes)

Address it immediately:

"Let's talk about rates. Yes, they're higher than a few years ago. Here's what that means for your buying power and what we can do about it."

Don't avoid the topic.

The Affordability Reset

Show real numbers:

"At current rates, your $400,000 budget has a monthly payment of $X. Is that workable, or should we adjust the price range?"

Get realistic immediately.

The Rate Buydown Options

Explain alternatives:

Seller-paid rate buydown Temporary rate buydown (2-1 or 1-0) Permanent buydown Lender credits

Give them options.

The Refinance Strategy

Set expectations:

"Most homeowners refinance within 4-7 years. You're not stuck with this rate forever. When rates drop, you refinance. You marry the house, date the rate."

This removes mental barriers.

The Payment Comparison

Show the real cost:

$350,000 home at 3% = $X payment $300,000 home at 7% = similar payment

Help them understand the trade-offs.

The Down Payment Discussion

More important now:

Larger down payment = lower payment Smaller down payment = preserve cash Gift funds possibilities Down payment assistance programs

Discuss all options.

The Price Range Reality

Be direct:

"Based on your income and current rates, your comfortable range is $250,000-$300,000. We can look higher, but let's start here and see what's available."

Honest guidance prevents disappointment.

The Compromise Conversation

Prepare them for trade-offs:

Perfect location but smaller house Bigger house but longer commute Updated home but higher price Fixer-upper but more space

Current rates require compromises.

The Investment Timeline

Discuss holding period:

"Plan to own 5+ years minimum. Shorter timeline increases risk. Longer timeline allows for appreciation and refinance opportunities."

Set proper expectations.

The Appreciation Factor

Explain the equity play:

"Even with higher rates, you're building equity through appreciation and principal paydown. Renters build zero equity at any rate."

Frame it as wealth building.

The Offer Strategy

Adjust for current market:

Contingencies matter more Inspection rights critical Financing terms affect negotiations Cash offers still win

Prepare them for competition.

The Timeline Management

Set realistic expectations:

Finding the right home: 4-8 weeks Offer to contract: 1-2 weeks Contract to close: 45-60 days Total timeline: 3-4 months minimum

Buyers need patience in this market.

The Walkaway Criteria

Establish clear boundaries:

Maximum price Required features Deal-breaker issues Inspection concerns

Know when to walk away.

The Lender Coordination

Connect them immediately:

"Before we look at homes, talk to my lender. Get pre-approved at current rates. Know your exact buying power."

No showings without pre-approval.

The Program Education

Review available programs:

First-time buyer programs VA loans FHA loans Down payment assistance Rate buydown programs

Knowledge creates options.

The Monthly Payment Focus

Shift from price to payment:

"Your budget is $2,500/month. Let's find homes that fit that payment, regardless of the list price."

Payment matters more than price.

The Objection Preview

Prepare for common pushback:

"Rates might drop next month." - "They might. They might not. We can't control rates. We can control when you buy."

Have your responses ready.

The Follow-Up Plan

After consultation:

Send rate comparison sheet Provide lender contact Schedule first showing Set expectations for communication

Keep momentum going.

Your Updated Consultation Checklist

Current rate environment explanation Affordability at today's rates Rate buydown options Refinance strategy Down payment discussion Price range reality check Compromise expectations Investment timeline Lender connection

Cover all of these.

Your Next Buyer Consultation

Update your presentation.

Add rate strategy slides.

Practice the affordability conversation.

Set realistic expectations.

Today's buyer consultations require today's solutions.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.