"With interest rates this high, I just can't justify buying right now."
Response Framework
Acknowledge the reality → Reframe the math → Introduce the 'marry the house, date the rate' concept
Interest rates are a real concern — don't dismiss it. Acknowledge the higher payment. Then reframe: home prices often soften when rates rise, so the net cost may be similar. Introduce the concept of refinancing: "You marry the house, you date the rate." When rates drop, they can refinance. If they wait for rates to drop, they'll likely face higher prices and more competition. Run the numbers: show them the actual monthly payment difference and compare it to their current rent or carrying costs.
Key Phrases
"Rates are definitely higher — let's look at what that actually means for your monthly payment."
"You marry the house, you date the rate — you can always refinance."
"When rates drop, prices typically rise and competition increases. Which is the better risk?"
"Let me show you the actual numbers so we're making a decision based on data, not headlines."
Pro Tips
Always run the actual monthly payment numbers — headlines are scarier than reality.
Show historical rate data — today's rates are not historically unusual.
Partner with a lender who can present buydown options and refinance scenarios.