Buyers Buy Payments, Not Rates: Buydowns, ARMs and Seller Financing for Real Estate Agents

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There are many ways to a better rate, and most buyers only know about one. Tim and Julie share the script for buyers who want to wait for rates or spring, what waiting could cost, why buyers don't buy rates but payments, how ARMs, a 2-1 buydown and permanent buydowns lower the payment, how owner financing and a seller-carried second widen the buyer pool, and listener questions on lead follow-up and vendor take-back mortgages. Premier Coaching: PremierCoaching.com. Free newsletter: HarrisRealEstateDaily.com.

Chapters 0:00 "Rates are too high. We're just going to wait." 0:22 Today's three segments 0:58 Waiting on rates, midterms and emotions 1:30 A possible mini housing boom this November and December 2:29 The "we'll wait for spring" script 4:10 What waiting could cost: appreciation in 2026 4:56 The seller side: motivated buyers and lease-backs 7:50 Headline: rates ease and adjustable loans gain share 9:04 Translate "I want rates down" into "I need a lower payment" 10:01 Luxury report: all-cash buyers are increasing 10:57 Breaking into luxury 12:27 Making money: buyers don't buy rates, they buy payments 13:40 Owner financing for luxury sellers 15:22 The Swiss army knife of financing 17:12 Listener question: how many times do I follow up? 20:07 Listener question: vendor take-back mortgages 21:40 Ask expired sellers about owner financing 22:43 Concessions and a seller-carried second 24:25 Alternative financing in luxury 25:20 Creativity, flexibility and mining the MLS 26:42 An eight-figure owner-financing deal 27:54 The big takeaway

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