- On October 2, 2026, the average rate for a 30-year conventional loan was 7.379%, while the average rate for a 30-year jumbo loan was 7.496%.¹
- In June 2026, the median price of existing homes reached a record high of $440,600.²
- Realtors can help buyers look beyond the rate and understand the full financial picture before deciding whether buying makes sense for them.
Today's homebuyers are asking important questions about affordability.
Can I comfortably afford the monthly payment? Should I wait for market conditions to change? Are there options available that could make purchasing a home more manageable?
These questions are understandable in a housing market where both borrowing costs and home prices remain elevated. As of October 2, 2026, the average rate for a 30-year conventional loan was 7.379%, while the average rate for a 30-year jumbo loan was 7.496%.¹ At the same time, the median price of existing homes reached a record high of $440,600 in June 2026.²
For Realtors, these conditions create an opportunity to become a valuable resource. Rather than focusing solely on headlines about mortgage rates or home prices, agents can help buyers better understand the factors that influence affordability and encourage conversations with lending professionals who can evaluate options based on individual circumstances.
Start With the Payment, Not Just the Price
Buyers often begin their home search with a target purchase price, but the price alone does not show what a home may cost each month. Property taxes, homeowners insurance, association fees, down payment, mortgage insurance when applicable and the buyer’s financing can all affect the total payment.
Instead of focusing only on the maximum purchase price for which a buyer may qualify, Realtors can begin with a more useful question: What monthly housing payment would feel comfortable?
“Starting with a comfortable monthly payment gives buyers a more realistic foundation for their home search. From there, a lender can help them understand what that payment may mean for their buying range based on their individual financial situation,” said Jackson Norris, Head of Mortgage Credit & Operations.
This approach gives the buyer and Realtor real information to work from rather than making assumptions based solely on the broader rate environment.
Bring a Lender Into the Conversation Early
The best time to involve a lender is not necessarily after the buyer finds a home. An early conversation can help buyers understand their estimated payment, potential cash needed to close and financing options before they begin shopping.
Depending on the buyer’s circumstances and eligibility, a lender may be able to discuss conventional or government-backed financing, down payment assistance, first-time homebuyer programs, grants or other options. The Realtor does not need to be the mortgage expert. Their role is to recognize when a buyer would benefit from that conversation and help make the connection.
“When the Realtor and lender are working together early, buyers can begin their home search with a clearer understanding of their options. That preparation can help them focus on homes that better align with their needs, goals and budget,” noted Norris.
Look for Opportunities Within the Transaction
Affordability is influenced by more than the mortgage rate alone.
Depending on the transaction, buyers may have opportunities to negotiate purchase terms that could influence their overall costs. For example, seller contributions may be available in certain transactions to help cover eligible closing costs, prepaid expenses or temporary interest-rate buydown arrangements.
The availability and use of these strategies depend on numerous factors, including loan program requirements, property type, transaction structure and borrower eligibility. Realtors should work closely with the buyer's lender to understand what options may be available and permitted.
“Every transaction is different. Looking at the financing and purchase terms together can help Realtors and lenders identify potential opportunities that may not be apparent from the listing price alone,” said Norris.
Not every strategy will apply in every situation, but evaluating both the home purchase and financing structure together can provide a more complete picture of affordability.
Help Buyers Evaluate What Works Today
No one can predict with certainty where mortgage rates or housing prices will move in the future.
Because of that uncertainty, buyers may benefit from evaluating today's opportunities based on their own financial goals, needs and timeline rather than making decisions solely on expectations about future market conditions.
For some buyers, current conditions may support a purchase. For others, waiting may be the more appropriate choice. The key is ensuring buyers have the information necessary to make informed decisions based on their individual circumstances.
Rather than focusing on where rates may go next, the most productive conversations are often centered on what is available today and whether it aligns with a buyer's unique situation.
The strongest guidance Realtors can provide is helping buyers understand their options, connect with the right professionals and evaluate the complete financial picture before making a decision.
1 https://www2.optimalblue.com/obmmi
2 https://www.nar.realtor/news/real-estate-news/economy/existing-home-sales-dip-as-housing-wealth-remains-at-all-time-high
The opinions voiced in this material are for general information only and are not intended to provide specific advice or recommendations for any individual. Ameris Bank does not endorse nor is affiliated with the companies listed in this article.
