Topic Thursday #17 - Buyer Premiums for Affordability
This session is packed with practical ways to explain, structure, and benefit from the Buyer Premium—whether you’re talking to a buyer, a buyer agent, or your MLO. Includes scripts, examples, and strategies that work in real deals.
Replay + Resources
How to Use the Buyer Premium to Help Buyers
This session focused on one of the most overlooked tools in your EZ Agent toolk kit: the Buyer Premium. When you use it well, you can help more buyers say yes even when the rates are high or the monthly payment is tight.
You’ll hear agents say, “The buyer just can’t afford it.” But usually, it’s not about the price. It’s about the payment.
“When we price the home right, we’re usually dealing with a car payment issue, not a price objection.”
—Robert Climer
We talked about how to work with your MLO and what language to use to help explain to buyers and buyer agents why your listing offers unbeatable flexibility.
Ways to Use the Buyer Premium to Help Buyers
Buy down the interest rate (temporary or permanent)
Apply toward closing costs or prepaids
Offer affordability without lowering the sale price
Structure value in a way that isn’t constrained by seller concession limits.
“We had a 3-2-1 buy-down set up using the Buyer Premium. The buyer loved the house but needed help in year one. It worked.”
—Robert
What to Say to Buyer Agents and Clients
At an open house or showing
“This listing includes a Buyer Premium the seller can use to buy down the rate or help with closing costs. If your client likes the home but is stuck on the payment, we can run numbers with the lender.”
Pro Tip: Have your MLO set up a table with example monthly payment numbers like Robert showed during this workshop.
In the MLS supplement or remarks
“Seller is motivated to help your buyer make this work – call 555-5555 to ask how”
Direct message to an agent
“You’re protected. Full commission. No extra paperwork. The premium is built-in and flexible. We can make the numbers work for your client.”
How to Handle Common Objections
- “Why not just drop the price?”
A price drop might save the buyer $60/month. Using that same amount for a rate buy-down could save $200+. The premium gives you better results with the same dollars. - “I don’t want my buyer overpaying.”
They’re not. That money gets redirected toward their costs or rate. It’s structured to give them more—not take more. - “I’ve never used this before.”
It’s no different than seller concessions—just smarter. Nothing extra to sign, nothing new to manage. It just gives you more control.
Collaborate with Your Lender
Several agents mentioned using their MLOs to provide visuals or rate scenarios that show the premium at work. These can be shared before showings, displayed on a posterboard at an open house, or included in conversations.
What your MLO can help with:
Buyer-facing payment options
Example buy-down calculations
Scenarios that show how much the premium saves the buyer on monthly payments
What to Practice
Know how to explain the Buyer Premium in simple, confident terms
Prepare copy for your MLS and supplements ahead of time
Get a lender quote to reference in buyer conversations
Practice objection handling before you’re on the spot
Be ready with real math, not just theory
“You’re not selling a trick. You’re helping someone get a house by using the tools available.”
—Robert
We will continue with Buyer Premium deep-dives on upcoming Topic Thursdays.
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