7 Plays for Closing in a High Rate Environment
Your buyer loves the house, then sees the monthly payment and goes quiet. This playbook matches 7 common buyer objections to the play that keeps the deal moving.
- 7 buyer objections, each matched to a play and what to say
- Buydown, ARM, non-QM, and assumable math you can share with buyers
- When to loop in the agent, and 3 calls to make this week
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Rates aren't coming down soon. Deals still close.
The loan officers winning right now lead with strategy and talk about rate last.
Sources: Fannie Mae via Florida Realtors, National Mortgage Professional, Redfin. Full source list is in the playbook.
From "we'll wait" to a deal that closes
Find what your buyer is saying, then turn to the page. Every play shows who it fits, what to say, and when to bring in the agent.
Match what you hear to the play
A one-page index of 7 buyer objections, from "we'll wait until rates come down" to "how much should we ask the seller for?"
Start with the budget, then the rate
Set the payment first, then size the seller credit and buydown to hit it. Includes a side-by-side of permanent and 2-1 buydowns on a $450,000 loan.
Assumables and buying before selling
When an assumable loan pencils out and when it breaks, plus HELOC, bridge loan, and recast options for move-up buyers.
Concessions and your 48-hour plan
What to ask the seller for with each play, the contribution caps to know, and 3 calls to make this week.
A stalled buyer is still a deal you can close.
Answer the objection
Every play starts with something your buyer actually says, so you know which one to run.
Lead with the payment
Build the loan around the budget instead of the rate sheet.
Work the deal with the agent
Each play tells you when to loop in the agent and what to give them.
Questions about 7 Plays for Closing in a High Rate Environment
What is in the loan officer playbook?
Seven plays for buyers who stall at the monthly payment: budget-first pricing, rate buydowns, ARMs, non-QM loans, assumable mortgages, buying before selling, and sizing seller concessions. Each play covers who it fits, what to say, and when to loop in the agent.
How do loan officers close more loans when rates are high?
Lead with the payment, not the rate. Set the monthly payment the buyer wants, then work back to the rate, price, and seller credit that hit it. The playbook gives a play for each of the 7 objections buyers raise most.
Who is this playbook for?
Loan officers working with buyers who want to wait for lower rates. There is a separate version written for real estate agents.
Is the playbook free?
Yes. Fill out the short form on this page and the PDF is ready to download right away. We also email you a copy.
