"Homes are just too expensive right now. I don't think I can afford anything decent."
Response Framework
Empathize → Explore → Educate on options
Start by genuinely empathizing — affordability is a real challenge. Then ask clarifying questions: What's their pre-approval amount? Are they open to different neighborhoods or property types? Introduce options they may not have considered: down payment assistance programs, adjustable-rate mortgages, condos or townhomes, or up-and-coming neighborhoods. Position yourself as a resource who can connect them with a lender to explore all options before they decide it's impossible.
Key Phrases
"I hear you — let's figure out what IS possible before we rule anything out."
"Have you spoken with a lender about all the programs available to you?"
"There are neighborhoods and property types that might surprise you."
"Let me connect you with a lender who specializes in first-time buyers."
Pro Tips
Always have 2–3 preferred lender contacts ready to refer.
Know your local down payment assistance programs by name.
Show them a 'what $X buys you' comparison across different neighborhoods.