How to Handle “I Want to Wait for Rates to Drop” Without Losing the Lead
- Kara Moll
- Jun 20
- 5 min read
As a realtor, few objections sting quite like “I want to wait for rates to drop.”
It feels like a conversation-ender—a brick wall that halts your momentum and leaves you wondering if the lead is lost forever.
But why is this objection so tough?
For starters, it’s rooted in real market concerns: clients see high mortgage rates and fear overpaying or stretching their budget.
It’s also tricky because it sounds final, like a decision already made, making it hard to push without seeming aggressive. Plus, rates are out of your control, so you can’t just “fix” the problem.
This hurdle trips up even seasoned realtors, leading to stalled deals or leads slipping away to competitors who handle it better.
That’s where I come in.
Hi, I'm Kara Moll, a business coach with Keller Williams MAPS Coaching, one of Phil M. Jones' Exactly What to Say® certified Guides, and a founding coach with Exactly What to Say® Coaching. With over 20 years in real estate, I’ve mastered objection handling for realtors, turning roadblocks like this into opportunities to build trust and keep leads engaged.
In this post, I’m sharing a proven six-step process to navigate this objection with confidence, so let’s dive in.
Why "I Want to Wait for Rates to Drop" Isn't a Deal-Breaker
This objection often stems from a client’s fear of high mortgage rates or uncertainty about the market.
But most objections can be handled with empathy and curiosity. The key is to avoid pitching too soon and instead use curiosity-filled questions to clarify their perspective.
By slowing down and treating this as a difference of opinion, you can keep the lead warm and position yourself as their trusted partner.
Step 1: Clarify the Objection
When a client says, “I want to wait for rates to drop,” don’t rush to solve it. The person asking questions controls the conversation. Respond with, “What makes you say that?”
This simple phrase prompts the client to explain—perhaps they’re worried about affordability or heard rates might fall soon. Clarifying helps you understand their context and avoids assumptions that could cost you the lead.
Why It Works: Clarifying uncovers the real concern, ensuring you address the right problem.
Pro Tip: Stay slow and patient to sound caring; build trust by hearing them out and not making them feel rushed.
Step 2: Agree and/or Apologize
Defuse any tension you may be sensing by agreeing or apologizing without sass.
For example: “I completely agree that rates feel high right now, and I’m sorry if we haven’t explored all your options yet.”
This approach shows you’re on their side and buys you a chance to re-explain solutions. It’s like hitting reset, reducing friction and keeping the lead engaged.
Example: “I agree, rates have been a hot topic lately. I’m sorry if we haven’t discussed how we can still make your move work.”
Mindset: Shift to a place of empathy and partnership. Instead of feeling defensive or tempted to argue, see the client’s concern as valid from their perspective. Remember, your goal is to align with them, not oppose them (even when an objection feels like opposition!).
Step 3: Check if It's the Only Objection
Don’t assume rates are the only issue. Skipping this step can lead to an unproductive “tennis match” of back-and-forth objections.
Ask, “Is waiting for rates to drop the only thing holding you back, or is there anything else we should discuss?” This isolates the objection and prevents surprises like “I need to think about it.”
Why It Matters: Multiple objections signal a tougher lead. Knowing this helps you decide how much time to invest.
Follow-Up: If they mention another concern, loop back to Step 1 and clarify again.
Step 4: Receive It Positively
Shift your mindset to see objections as buying signals.
When they say, “I want to wait for rates to drop,” hear, “I’d love to move if rates weren’t an issue.”
This positivity changes your posture from defensive to confident, keeping you in control and ready to offer solutions.
Mindset Hack: Imagine they’re saying, “Help me solve this!”
Impact: Your confidence reassures the client, keeping them open to your recommendations.
Step 5: Answer Positively with Can-Dos
Focus on what you can do.
For example: “The good news is, we can explore strategies like rate buydowns or adjustable-rate mortgages to make your move affordable now, and I have the bandwidth to guide you through it.”
This highlights your unique skills without promising unrealistic outcomes, ensuring you maximize their goals.
Example Can-Do: “I can connect you with lenders offering creative financing to lock in your dream home now.”
Key: Use “because of the fact that you said” to tie your solution to their needs and let them know you’re listening. For example, “Because you said affordability is key, I’d recommend exploring these options.”
Step 6: Deliver a Summary Close
Close with 5–10 yes-based questions to build momentum.
For example: “Do you want to secure a home that fits your family’s needs?
Is affordability important to you?
Have you seen homes online you’d love to own?
Would you like to avoid missing out if rates don’t drop soon?
Are you open to exploring financing options to make it work?”
If they say yes, propose, “For those reasons, let’s schedule a call with a lender to explore your options.” This makes the next step feel natural.
Why It Works: Yeses create a rhythm, making the “big ask” easier.
Loop Back: If they say no, clarify the new objection and restart the process.Focus on what you can do.
Objection Handling for Realtors: Why This Process Wins
This simple yet effective six-step process—clarify, agree/apologize, check, receive positively, answer positively, summary close—turns objections into opportunities.
By slowing down, you prevent reactive answers that lose leads.
Using curiosity and empathy, you build trust, avoid aggressive zingers, and keep the lead engaged for future opportunities, even if they’re not ready now.
Join My Upcoming Workshop
Ready to master objection handling for realtors?
Mark your calendars for my Crack the Prospecting Code virtual workshop on July 15, 2025! We’ll dive deeper into real estate sales techniques, including crafting question trees and handling objections like a pro.
What’s your toughest objection? Share in the comments—I’d love to help you tackle it!
About Kara
Kara Moll empowers busy executives to become confident, effective communicators—unlocking their full potential in both their personal and professional lives. A real estate coach with Keller Williams MAPS Coaching, Kara is one of Phil M. Jones’ Certified Guides and an Exactly What to Say® Coach. She combines these powerful communication frameworks with expertise in Neuro-Linguistic Programming and Energy Leadership Coaching to help clients achieve transformative results.
With over 20 years of experience in real estate, coaching, and training, she brings a wealth of knowledge and insight to every interaction. To take your communication skills to the next level, enroll in one of her upcoming workshops at Workshops & Events | Kara Moll
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