How To Handle Buyer Affordability Objections in Salt Lake County

By Josh Stern

Joshua Stern’s real estate career exemplifies strategic growth and leadership. Beginning in 2002, he leveraged the principles of The Millionaire Real Estate Agent (MREA) to build Utah’s #1 real estate team and rank among the top 100 teams worldwide.

How do you handle buyer objections? Sugar House buyers are right to watch every dollar, especially when a fixer-upper can feel close to $4,000 a month. Still, the market has shifted in ways that change math entirely. Rates have slipped by about half a point in the last six weeks, inventory in Salt Lake County is up nearly 13% year over year, and days on market are averaging just under a month.

These changes have quietly opened a window of opportunity for buyers to step in with more choices, less competition, and better negotiating power. If you understand what these numbers mean, you can turn affordability concerns into a clear advantage.

What the current numbers say. Salt Lake County’s median home price is near $560,000, up roughly 8% year over year, while Sugar House remains stable and desirable with a median around $650,000. Even small shifts in interest rates make a difference. A half-point drop in rates can reduce principal and interest payments by 5% to 6%, saving about $2,200 a year on a $650,000 home with 20% down. At a 7.0% rate, the estimated payment is around $3,465 per month. Drop that to 6.5% and it falls near $3,280. At 6.0%, it’s closer to $3,118. That’s real relief for any buyer, but it also highlights how timing and strategy matter just as much as price.

Why waiting can raise your total cost. When rates decline, more buyers reenter the market. That renewed demand often leads to multiple offers, higher prices, and less room to negotiate. The general rule holds true: a 1% rate shift changes the cost of ownership by about 10%. If you wait for the “perfect” rate, you may find yourself paying more overall when competition drives prices higher. Acting while inventory is healthy and buyer activity is balanced gives you a stronger position today than you may have months from now.

Lead with data, not pressure. The smartest approach is to analyze the math before emotion takes over. Model your payments at today’s rate, a lower rate, and a slightly higher one, then compare that to what you currently spend on rent. Paying $2,500 to $3,000 a month means $30,000 to $36,000 a year, which builds no equity or long-term wealth. Showing this side-by-side helps clarify the real cost of waiting and gives buyers the confidence to move forward with facts, not fear.

The decision that builds confidence. If your main concern is monthly payment, use this market window to secure the right home while selection and leverage are on your side. You can always refinance later if rates improve, but you can’t recapture lost opportunities once demand returns. This strategy balances cost, timing, and competition, helping you make a choice that builds both financial security and peace of mind.

If you want a clear, data-driven plan for buying in Sugar House or anywhere in Salt Lake County, I can walk you through real-time payment comparisons, local inventory trends, and cost-of-waiting scenarios so you can make an informed decision. Call 801-252-5226, email headcoach@kwutahcoach.com, or visit kwutahcoach.com to book a session. Let’s make sure your next move isn’t just about buying a home, but about buying it at the right time and on your terms.