Your job isn’t to predict rates. It’s to know the questions that get your buyer to a real answer from their loan officer.
Why buyers freeze
When rate headlines get loud, many buyers hear one word: wait. Sometimes waiting is exactly right for them. That’s their call, and it should be an informed one.
But waiting is a decision too, with trade-offs of its own. Homes, competition, and prices can move while a buyer waits, and none of that can be predicted either. What a buyer can do is sit down with a loan officer and see real numbers for their situation.
That’s where you come in. Your role isn’t to diagnose the solution. It’s to know enough to ask the right question.
The tools worth knowing
These are four concepts that come up most often. Think of them as vocabulary, not recommendations.
Rate Lock
A lock is an agreement with the lender to hold a specific rate for a set period while the loan is processed. Locks have time frames and terms, and may carry costs, especially if they need to be extended. A loan officer can explain what applies.
Temporary Buydown
A temporary buydown lowers the payment for an initial stretch of the loan, then it steps up to the full payment. It’s often funded by a seller or builder credit. Availability and limits depend on the loan program.
Permanent Buydown
Also called paying discount points: money paid up front in exchange for a lower rate over the life of the loan. Whether that trade makes sense depends on the buyer’s situation and how long they expect to keep the loan.
Seller & Builder Credits
A credit from the seller or builder can sometimes go toward closing costs or a buydown. How much can be credited, and for what, varies by loan program, so it’s worth checking with the loan officer before it goes in an offer.
What all four have in common: they’re arranged through the lender and depend on the specific loan program. That’s why your job is the question, not the answer.
Each option has its own eligibility, costs, and program limits. The goal isn’t to recommend a product—it’s to recognize which buyers might benefit from the conversation.
Signals to watch for
You’re not underwriting anyone. You’re noticing the moments when a quick call to a loan officer could change the conversation.
- “I’m just going to wait until rates come down.”
- A buyer who’s focused only on the monthly payment number.
- A pre-approval from months ago, before rates started moving.
- “Should I lock now?” This is a loan officer question. Make a warm hand-off.
- A seller who seems open to credits, and a buyer who isn’t sure how to use them.
When you hear one of these, you don’t need to say much. “That’s worth asking your loan officer” and a warm introduction does the job.
Conversation starters
These keep you in the role of a helpful guide and point the buyer to the person who can run the real numbers.
Pick one or two, not all five. Ask, listen, and then step back.
“What monthly range feels comfortable to you—and what would change that number?”
“Have you talked with your loan officer about how a rate lock works and when you’d want to set one?”
“If a seller offered a credit, would it be worth asking your lender how it could be used?”
“Would it help if I set up a quick call between you and your loan officer this week?”A simple next step that keeps the decision in the buyer’s hands.
“How long do you picture staying in this home?”Worth sharing with the loan officer, since it can shape which options are worth a look.
Avoid “rates will drop next year” and “you can always refinance later.” No one can promise either one. Point your buyer to their loan officer for anything about rates, costs, or what they’d qualify for.
You don’t have to predict rates. You just have to know which questions to ask before your buyer decides to wait.
This content is for educational purposes only. It is not a rate quote, a commitment to lend, or a recommendation of any loan product. Loan options, eligibility, costs, and program limits vary. Contact a licensed loan officer for details.