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Your Buyer Says “Not Yet.” Now What? — The PATH to Homeownership in 2026

How do you help a buyer who wants to own a home but believes they simply can’t afford it right now?

In this episode, we take a practical look at the different paths agents can explore with buyers in today’s market. We discuss why buyers don’t necessarily need 20% down, payment and down-payment assistance, strategies for managing closing costs, seller financing, lease options, and the opportunity presented by assumable mortgages.

The bigger takeaway? “No” may simply mean “not yet.”

For agents, this conversation is about expanding the conversation with buyers—not pushing them to purchase. Understanding different financing strategies and asking better questions can help you identify potential solutions and give your clients more information to make informed decisions.

If you’re working with renters, first-time buyers, or clients who believe homeownership is out of reach, this episode gives you practical ideas to bring to your next buyer conversation.

In this episode:

• Why 20% down isn’t required for many buyers
• The PATH to homeownership
• Down-payment and payment assistance options
• Ways to address closing costs
• Seller financing and lease options
• How assumable mortgages work
• The four steps to exploring an assumable loan
• How agents can turn “not yet” into a conversation about what may be possible

A special thank you to Supreme Lending's Cyndi Donnally for joining me on this conversation!

🎧 Listen now and add these strategies to your buyer toolbox.

Watch the full team meeting and access the slides here.

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