2-1 Buydown Sales Script for Loan Officers

In a 7%+ rate environment, the 2-1 buydown is your secret weapon. Here's how to pitch it like a pro.

When to Pitch a 2-1 Buydown

Perfect Scenarios:

• ✅ Buyers hesitant about high rates
• ✅ Sellers offering concessions
• ✅ New construction with builder incentives
• ✅ Buyers expecting income growth
• ✅ Clients planning to refinance when rates drop

Phone/Video Call Script

The Opening Hook

"Hey [Name], I've been running some numbers on your loan, and I found a way to cut your monthly payment by over $500 for the first year. Do you have 5 minutes so I can explain?"

The Core Pitch

"Here's what I'm thinking. Instead of asking the seller for a price reduction, let's ask for a 2-1 buydown. That means:

• Year 1: You pay at 5% instead of 7%
• Year 2: You pay at 6%
• Year 3 and beyond: You pay the full 7%

The seller funds the difference upfront—about $9,000 on your loan. But you get over $9,000 in payment savings. It's basically free money."

The Close

"Want me to put together a side-by-side comparison showing exactly what this looks like? I can have it to you in 10 minutes."

In-Person Meeting Script

Setting the Stage

"Before we finalize your loan structure, I want to show you an option that's really popular right now—especially with rates where they are."

The Whiteboard Moment

Draw a simple chart:

Without Buydown	With 2-1 Buydown
Year 1: $2,661/mo	Year 1: $2,147/mo
Year 2: $2,661/mo	Year 2: $2,398/mo
No savings	Save $9,324

"This is the power of a 2-1 buydown. Same loan, same home, but you pocket an extra $9,000+ over two years."

Email/Text Follow-Up Templates

Quick Follow-Up Text

"Hey [First Name]! Quick thought on your loan—what if we could drop your first year payment by $514/mo using seller concessions? Zero extra cost to you. Worth a quick call?"

Formal Email

Subject: Found a way to save you $9,000+ on your mortgage

Hi [Name],

I ran some numbers on your purchase and found an opportunity I wanted to share.

By structuring the seller's concession as a 2-1 buydown (instead of just closing cost credits), you'd save:

• Year 1: $514/month
• Year 2: $263/month
• Total 2-year savings: $9,324

The best part? It costs you nothing extra—we just redirect the seller's concession strategically.

I put together a visual breakdown: [Link to ShowTheRate comparison]

Worth a quick call to discuss?

Best, [Your Name]

Math Breakdown to Share with Clients

For a $400,000 loan at 7.0%:

Scenario	Year 1 Payment	Year 2 Payment	Total 2-Year Cost
No Buydown	$2,661	$2,661	$63,864
2-1 Buydown	$2,147	$2,398	$54,540
Savings	$514/mo	$263/mo	$9,324

Buydown Cost: ~$9,300 (paid by seller) Your Cost: $0

Closing Techniques

The Alternative Close

"Would you prefer to use the seller concession for closing costs, or would you rather have the lower payments for two years?"

The Urgency Close

"Builders are offering buydowns right now because inventory is high. This won't last forever."

The Logic Close

"If rates drop in the next two years, you refinance and win. If they don't, you've had two years of lower payments. It's a win-win."

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Generate Your Comparison in 60 Seconds

Use our Seller Concession Buydown Calculator to model the numbers, then create a client-ready presentation with ShowTheRate.