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A lower price and seller concessions can still leave a buyer uncomfortable with the monthly payment. What does honest advice look like when the best next step may be to wait?

Bart Gurley and Larry G Smith discuss a first-time buyer story, the tradeoffs between price and terms, and why protecting the client matters more than getting the deal across the line.

In this episode:
• Price, monthly payment and cash to close are different parts of the decision.
• Raise affordability concerns calmly and work with the buyer’s lender.
• Give your advice while leaving the decision with the client.
• Use local market context without promising an outcome.

This week’s practice: Before the next buyer offer, discuss price, monthly payment, cash to close and potential costs after purchase. Ask which tradeoff concerns the buyer most.

Bring the part of your business you want to improve and see whether the partnership fits.

Recorded September 23, 2026. Market figures, costs and financing details are examples from the conversation, not universal benchmarks or promises. Confirm current local data and borrower-specific figures with the appropriate professionals.