We all saw it. Rates dropped to 5.99% this week.
But rates dipping into the 5s isn’t just a headline. It’s a window to have more (and better) conversations this week.
When rates ease even slightly heading into spring, two things happen at the same time:
- Buyers who paused start re-running the math
- Sellers who felt stuck start wondering if their next move is finally possible
Most agents see this as a market update moment. Top agents see it as a conversation moment.
So instead of another generic “rates dropped!” post, here are the two scripts worth using right now (one for buyers and one for sellers) as we head into the spring market.
Script 1: The Buyer Conversation
Goal: Turn curiosity into a consult
Tom Toole shared this script for agents to use with buyers in just such a scenario. You can use language from this script in emails, text messages, or Tom’s favorite: phone calls.
Subject: Did you see today’s rates?
Email:
Did you see mortgage rates plummeted? We’ve been seeing some people lock in at X.X% locally. These are the lowest rates we’ve seen since [Month/Year].
Would it help if I broke down the change in the monthly payment for you at these new numbers?
There are buyers out there, as well as homeowners dreaming of a refi, who are probably thinking, “Yeah, maybe this rate drop could help, but I’m not calling a lender until I know it actually will.”
This works because it’s low pressure, personalized, and positions you as the guide.
Script 2: The Seller Conversation
Goal: Reframe timing before competition rises
Acquisition.com president and BAM board member Sharran Srivatsaa shared this script to reach out to sellers when rates drop.
Most agents will focus on buyers exclusively. While sellers may react more slowly than buyers to a drop in mortgage rates, those who do take action score two advantages at the same time:
- They’re selling in a market with higher buyer demand (because lower rates)
- They buy their next home before prices have fully adjusted upward.
Here’s the phone script:
“I am seeing something happening in the market right now that most agents are not talking about with their clients.”
Then explain the market mechanics to them in plain language:
“When rates drop, every agent in town starts calling buyers and talking about affordability. But the real advantage right now belongs to sellers who already know what they want in their next home. Those sellers get to sell their current home into higher demand before inventory catches up. Then they get to buy their next home before prices adjust upward to reflect the new demand.”
Pause after you say this and let the information sink in for a moment.
Then ask one direct question:
“If you knew the right home was available for you today, would selling your current home first make this whole process easier for you or would it make it harder?”
Listen carefully to how they answer this question. If they tell you it would make the process easier, you should continue with the conversation. If they tell you it would make the process harder, you should ask them what specifically worries them about selling first. Then address that specific concern directly and honestly.
When they tell you that selling first would make the process easier, follow up with this next sentence:
“Would it help you to look at a few homes in the areas you have been considering, just to see what is actually available right now, without needing to make any decisions today?”
Final Takeaway
Scripts like these aren’t meant to sit in a notes app. They’re meant to be used, tested, refined, and repeated.
Inside BAMx, agents are constantly sharing what’s working in real time and pressure-testing scripts. Every week, members jump into live role play masterminds with agents like Byron Lazine, Tom Toole, and Lisa Chinatti to practice exactly these types of conversations:
- how to open the call
- where to pause
- what to say when a client hesitates
- how to move from “just curious” to “let’s meet”
You hear what’s working across different markets, try it yourself, get feedback in real time, and leave with something sharper than what you came in with. It’s how a lot of agents turn moments like this into actual appointments instead of missed opportunities. Here’s what BAMx member Nikki said after yesterday’s role play mastermind:
Start a free 7-day trial today to join us at the next role play mastermind.
And whether you’re inside the community or not, the takeaway is simple:
Don’t let this rate moment become another post.
Turn it into conversations this week.
