Don’t leave buyers high and dry amid higher interest rates, coach Verl Workman writes. Develop financial and negotiation strategies to tap into the market, and help clients win.
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Let’s cut through the noise: Today’s housing market is tough. Prices push up, interest rates squeeze from the other side, and the average buyer is caught in the middle. But tough doesn’t mean unbeatable. The buyers who win now are the ones who stop waiting for “normal” to come back — and start playing smarter.
High rates don’t have to mean high stress. The key is knowing how to negotiate, where to find savings and how to plan for the future.
Negotiation as a survival skill
If you can’t negotiate, don’t bother showing up. In this market, it’s the one skill that separates homeowners from dreamers. Buyers who understand their hard limits and who know the real value of a property compared to others nearby walk in with leverage.
And the concessions? They add up fast. A seller covering closing costs. A warranty thrown in. A 2-1 or 3-2-1 buy-down that makes the first years of payments easier to swallow. These aren’t “extras” anymore. Forget that word.
Closing cost credits and buy-downs are now standard parts of a deal, and they’re getting done daily.
The hardest skill isn’t asking. It’s the expertise in knowing all of the options and making sure your buyer or seller is the most informed in the transaction. We as agents are now “Options Dealers.”
The power of upfront savings
High rates eat buyers alive — unless you hit back on the front end. Every dollar you claw back upfront keeps the bank from bleeding you dry later. Motivated sellers — the ones eager to move — are often willing to sweeten the deal.
That discount at closing doesn’t just feel good in the moment; it offsets years of higher interest payments and can make home ownership possible for those who feel priced out in today’s climate.
And it’s not just sellers. First-time buyer programs and grants are sitting there waiting to be tapped. For some clients, those dollars make the leap from renting to owning possible today, rather than waiting for conditions to change. Savings today aren’t just about breathing room. They’re about long-term wealth building and endless possibilities.
Flexibility creates future options
Markets shift. Rates rise and fall. The buyers who win are the ones who don’t see their first mortgage as their last. Refinancing later can mean thousands saved and being open to options — whether that’s a conservative buy-down or, for the right client, even an ARM — keeps the door from closing.
Flexibility is more than a product choice. It’s a mindset. The buyers who adapt are the ones who position themselves to benefit when conditions change. Waiting for rates to drop is not a strategy. It’s a pause because of uncertainty. Our role as agents and brokers is to bring possibilities to those feeling discouraged and uncertain.
Knowledge is the ultimate advantage
Information has always been power, but in this market, it’s the edge. Buyer’s agents who take the time to understand mortgage terms, interest swings and hidden costs don’t just nod through the process; they help their clients make sharper, stronger and more informed decisions.
That’s where good agents separate themselves from the average. Educated clients are easier to guide because they see the reasoning behind each move. They stop seeing negotiation as a mystery and start recognizing it as a strategy. Agents who tiptoe around tough conversations aren’t protecting their clients – they’re failing them.
The smartest move a buyer can make? Not just finding a house – but finding an agent who teaches, educates and provides real options to the buyer or seller without holding back on options that might impact commissions. Great agents help consumers do what is best for them at that moment.
Proof that it works
Take a young couple who bought their first home last year, right in the middle of this high-rate environment. On paper, the math didn’t work. But with their agent, they found a motivated seller, negotiated a price cut, secured seller-paid closing costs and stacked on first-time buyer incentives.
By the time the ink dried, they had reduced upfront expenses by $27,000 — more than enough to neutralize the higher rate for the seven to ten years they planned to stay in the home.
Their story isn’t the exception. It’s proof that strategy works.
The bottom line
Rates are higher, sure. But excuses don’t close deals. Strategies and options do. And the agents who bring those strategies don’t just survive this market — they own it.
The market won’t hand you a break. So stop waiting for one. Negotiate harder. Save smarter. Stay flexible. That’s how you win in a high-rate world.
Verl Workman is the founder and CEO of Workman Success Systems and author of Raving Referrals for Real Estate Agents. Connect with him on LinkedIn or Instagram.
Topics: buyer's agent | first-time homebuyers | homebuying Show Comments Hide Comments Sign up for Inman’s Morning Headlines What you need to know to start your day with all the latest industry developments Sign me up By submitting your email address, you agree to receive marketing emails from Inman. Success! Thank you for subscribing to Morning Headlines. Read Next
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