Why Acting Now Can Save Buyers Thousands
Help Hesitant Clients: Why Acting Now Can Save Buyers Thousands
Many buyers are pressing pause and waiting for "the perfect rate." Help hesitant clients understand why a slower season with rising prices can be the best time to move - before competition and costs climb.
Quick Scenario (For Your Client Conversations)
Your client is eyeing a $500,000 home today. If they wait 12 months, and prices rise 3%, that's $515,000. Even if rates tick down a quarter-point, the higher price and added competition can erase the monthly savings - especially if seller credits vanish. Acting during a slower window can mean a cleaner contract, better terms, and less stress. If rates drop 0.375% using FHA financing, and insurance cost goes up $10 a month, the payment would increase by $0.56. Of course they can refinance, but the tax cost and amount owed will always be higher.
Today's Snapshot: Lower Rates, Prices Still Edging Up
Weekly mortgage surveys show 30-year fixed rates hovering near their lowest levels of 2025, while national median home prices continue to rise year-over-year. Translation: affordability has improved a bit from earlier highs, yet the cost of homes hasn't moved meaningfully lower. For serious buyers, time in the market can beat waiting for a perfect rate that may or may not arrive.
• Freddie Mac PMMS (10/23/2025): 30-Year Fixed ≈ 6.19%
• NAR (Sep 2025): Median existing-home price: $415,200 (UP~2.1% YoY)
| Date | 30-Yr FRM | Rate Change | 15-Yr FRM | Rate Change |
|---|---|---|---|---|
| October 23, 2025 | 6.19% | -0.08% | 5.44% | -0.08% |
| October 16, 2025 | 6.27% | -0.03% | 5.52% | -0.01% |
| October 09, 2025 | 6.30% | -0.04% | 5.53% | -0.02% |
Market Snapshot: NAR Highlights
September 2025 - Existing-Home Sales & Inventory
Month-over-Month
- +1.5% in existing-home sales - seasonally adjusted annual rate of 4.06M.
- +1.3% in unsold inventory - 1.55M units, equal to 4.6 months' supply.
Year-over-Year
- +4.1% in existing-home sales.
- +2.1% in median existing-home sales price to $415,200.
Why Waiting Can Cost More than It Saves
Buyers often assume "lower rates later" will fix affordability. But two forces work against that:
- Price Drift: Even modest year-over-year gains add up. A 2 - 3% price increase on a $500,000 home is $10,000 - $15,000 more paid for the same property.
- Competition Snapback: When rates dip, sidelined buyers rush back - reducing negotiating power, increasing multiple-offer risk, and shrinking seller concessions.
Agent Playbook: Move Hesitant Buyers from "Maybe Later" to "Let's Go"
1) Reframe the Goal: Payment & Fit > Chasing a Headline Rate
- Confirm the monthly payment range that lets the buyer sleep at night.
- Match that to neighborhoods, property types, and concessions available right now.
2) Use a "Rate vs. Price" Side-by-Side
- Show a small rate drop with a higher future price vs. today's rate with today's lower price and potential credits.
- Stress how appraisal gaps and bidding wars return when everyone jumps back in.
3) Leverage a "Lock-and-Shop" Strategy
- Explore lock options, buydowns, and seller-paid points to tame payment volatility.
- Position renegotiation or float-down features (when available) as a safety valve.
4) Pre-Approval = Confidence
- Strong pre-approval signals readiness and can secure better terms while the market is calmer.
- Share this step-by-step guide with buyers:
The Mortgage Process for First-Time Homebuyers.
Talking Points You Can Use This Weekend
- "What would waiting cost if prices rise 2 - 3%?" Have them do the math on their price point. Keep in mind taxes and insurance increase with the price.
- "If rates dip, what happens to competition?" More buyers bidding means fewer credits, tighter terms, and higher prices.
- "If the home and payment fit today, what are we waiting for?" Clarity beats speculation.
For a broader market confidence piece, share:
Mortgage Rates & Affordability 2025: Act with Confidence.
Start Your Pre-Approval
Move from "shopping" to "offer-ready" in hours, not weeks.
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Localize the Message (Easy Wins)
- Pull fresh inventory and days-on-market for your target neighborhoods.
- Highlight properties with builder or seller incentives (rate buydowns, credits, closing cost help).
- Create a short list of "quiet" listings where your buyers can negotiate now.
Data Sources & Further Reading
- Freddie Mac Primary Mortgage Market Survey (PMMS):
Current & archived weekly rates - National Association of REALTORS® - Existing-Home Sales (September 2025):
Press release & detail - Steve’s Background perspective:
Buy a Home in 2025: Build Wealth Long-Term