From Concern to Confidence: How To Address Interest Rate Worries

By Michelle Bailey

Michelle Bailey is the managing partner of the Ben Kinney Team at Keller Williams Realty Boise. She is responsible for hiring, mentoring and coaching Realtors®. They deliver the dream of homeownership and help buyers and sellers build wealth through real estate.

How can you address the concerns of your buyers regarding increasing interest rates? As a seasoned real estate agent, you understand that changes in interest rates can significantly influence your clients’ purchasing power and send ripples of uncertainty through the minds of prospective homebuyers. To help put them at ease, you must show your expertise and help guide them through these potentially turbulent waters. Let’s explore three strategies to help you navigate these conversations and empower your clients to make informed decisions:

1. Educate and inform. Be well-informed about the current financial market, and keep a close eye on economic indicators, central bank policies, and trends in mortgage rates. Understanding these factors will empower you to provide accurate information to your clients. Once you’re well-versed in the topic, being transparent with your homebuyers is crucial. Be honest and explain that interest rate fluctuations are a normal part of the real estate market cycle. Let them know that rates can rise or fall over time, affecting the overall cost of their mortgage.

2. Highlight homeownership’s wealth-building potential. Instead of solely focusing on the potential impact of rising interest rates, broaden the conversation to highlight how buying a home can be a powerful tool for building equity and wealth over time. By framing the conversation in terms of wealth-building opportunities, you can help your clients see homeownership as a long-term investment strategy that can provide stability and financial security, even in the face of rising interest rates. This perspective may ease their concerns and make them more confident in their decision to buy a home.

“Your expertise and support will help them make well-informed decisions that align with their long-term goals and financial stability.”

3. Explore different mortgage programs. Talk to your clients about the different types of mortgages available and how they can provide some protection against rising rates. For instance, fixed-rate mortgages offer a stable interest rate throughout the loan term, while adjustable-rate mortgages (ARMs) come with variable rates that may adjust periodically. Explain the pros and cons of each option to give your clients a comprehensive understanding of their choices.

Discussing rising interest rates with homebuyers is an essential part of your role as a real estate agent. Your expertise and support will help them make well-informed decisions that align with their long-term goals and financial stability. If you need more tips on how to talk to your buyers about rising interest rates or have any questions about growing your real estate career, call or email me. I’m always happy to help.