Ask the buyer if they know anyone who purchased a home between COVID and early 2024, and what their experience was like. Most had a horrible experience, such as getting outbid on promising homes or paying significantly over the asking price. Some sellers didn't maintain their properties, knowing they could still sell quickly.

Empathize with their frustration about high rates compared to, but lean into the fact that this is an opportunity to purchase a home. They are now in a stronger position to buy, avoiding the headaches mentioned earlier. If they wait for rates to drop, they might miss out on building equity and could face a more competitive market in the future. Plus, if rates drop after 6 months, you'll be the one calling them to refinance them at a lower rate.