ANSWER:
When buyers say they’re “waiting for rates,” it’s a masking objection. What they’re doubting is affordability or risk. The goal isn’t to slash price — it’s to reframe value and urgency. Here’s a script you can try:

“I understand—it’s smart to watch rates. Let me show you two numbers: what your payment looks like now, and what it could look like if rates drop. Then you decide whether it’s safer to lock in your home and hedge your costs. Meanwhile, you still control future upside.”

Then pivot to “If rates fall, there are refinance strategies you can use. But locking a home now gives you certainty.” Use examples of past clients who avoided rate risk.

Also: limit promotions that directly reduce margin. Instead offer non-cash concessions (design upgrades, closing cost credits, flexible closing dates) tied to urgency. Use “limited slots / timing window” language: “We only have a few homes eligible for that incentive this month

WHY IT MATTERS:
When you don’t cave on discounting, you preserve margins and train buyers to respect value. Jason’s upcoming challenge will unpack advanced objection frameworks like this, so you walk in with readiness, not reaction.