From Concern to Confidence: How To Address Interest Rate Worries

By Kandie Frederick

Growing up on the central coast, Kandie is a third generation family in the North County and a second generation family in real estate. Joining Country Real Estate in 2000, and graduating from Cal Poly in San Luis Obispo, she brings a background of Agricultural Business to combine with her knowledge of the local real estate market. Working with her family and their decades of local real estate development, she is deeply connected to the roots of our community and its growth.
“This area continues to grow as people discover what a great travel destination it is, and what a great wine region it has become. Eventually, they realize what a great place it is to live and work as well. Adapting to the needs of our clients in a changing environment is always a priority. We remain the longest standing brokerage in a community we are deeply invested in. Our longevity is attributed to our innate ability to understand the North County: its people, its properties, and its culture.” -Kandie

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.

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.