Oxford Economics just projected that housing affordability won’t meaningfully recover for at least seven years.
A research firm put a number on what a lot of buyers are hoping will just fix itself. And it’s the most useful thing you can hand a buyer who tells you they’re going to wait.
“I’ll Just Wait” Is Costing Buyers More Than They Think
Most real estate agents hear “I’ll just wait” and try to argue their way out of it. They pull up rate predictions. Talk about competition. Explain supply and demand.
The buyer nods, says “makes sense,” and then goes home and does nothing.
Arguing puts you at odds with the buyer. They stop hearing you as their advisor and start hearing you as someone with a vested interest in quashing their objections and getting them to sign something.
A better way is to get curious. And while you’re asking questions to get to the real reasons your buyers are holding off, you’ve got data at the ready that puts “waiting” in a completely different light.
No need to debate on this, either. The latest report from Oxford Economics projects that housing affordability won’t see meaningful improvement for at least seven years.
Seven years. That’s the data point. Now, here’s how you use it.
The Script
If you’ve got a buyer telling you they’d like to wait until the home they have in mind is more affordable, they may not realize what waiting longer could cost them, especially in light of Oxford Economics’ research.
Here’s where the BAMx AI Script Advisor comes in, built on years of real estate roleplaying experience and insights from billion-dollar producers Byron Lazine, Tom Toole, and Lisa Chinatti.
Here’s the script AI Script Advisor provided to handle the “I’ll just wait” objection:
“Totally get it, and waiting is absolutely an option. Quick question though. I just came across research from Oxford Economics saying affordability may not improve for another seven years. If that’s even half right, what does your plan look like? Because I want to make sure we’re working toward your goal, not away from it.”
Why it works: OFQ (opening, fact, question) in action. One sharp data point, then a question that puts the decision back in their hands without pressure. No debating here. You’re giving them information and asking them to think out loud.
Note: Always adapt the timeline and data point to match your actual market conditions and any local affordability trends before using this.
If your buyer pushes back with “But what if rates drop?” The BAMx AI Script Advisor suggested this follow-up script:
“Great question. And they might. But here’s the thing: if rates drop, prices go up. More buyers come off the sidelines, competition spikes, and you’re fighting for the same home at a higher price. The payment might not move as much as you think.”
Why it works: Rather than dismissing the hope of lower rates, you’re completing the picture they’re missing. Data over debate.
Then immediately follow with this:
“Can I show you something quick? Let’s run two numbers side by side. What you’d pay today versus what happens to the purchase price if rates drop and demand comes back. That way you’re not guessing, you’re deciding.”
This is a permission-based pivot into the cost-of-waiting close. You’re offering math, not pressure, which is one of Tom Toole’s core moves. Leave your buyer with a clearer understanding of their options and which one gets them closer to their goal.
The goal with all these scripts is to make sure your buyer is making an informed decision. One with real numbers behind it.
BAMx members at the VIP tier are using this tool every day to improve their objection-handling skills and run through situations as they arise.
What They’re Risking Every Year They Wait
Waiting feels safe. It doesn’t feel like a decision. That’s what makes it so easy to default to.
Every year a buyer sits on the sidelines, two things are working against them. Home equity they would’ve built is going to someone else who bought instead. And rent payments that could’ve gone toward ownership are just gone.
Oxford Economics put a seven-year timeline on this. So the buyer who’s waiting for their window is planning around a window that the data says isn’t coming anytime soon.
You’re making sure they understand what the wait costs before they decide.
Know the Data. Own the Conversation.
Buyers who are on the fence right now are nervous about making a big decision in a market that doesn’t feel predictable. That’s fair. Showing up with the Oxford Economics number means you’re walking into that conversation prepared to actually help them think it through.
Oxford Economics gave you the number. Now you know exactly what to say when the objection comes up.
If you want to build this out into a full role-play scenario and stress-test the script against every version of the pushback, that’s exactly what BAMx members are doing with the AI Script Advisor. VIP members also have access to live roleplaying masterminds every week to practice those scripts in real time with leaders of top real estate teams.
Start a free 7-day trial at the VIP level to get access today.
