“We Found the House. Now What?” The Financing Conversation Before an Offer
Help your buyer connect the home they want with the payment, cash, and timing the purchase would require.
September 17, 2026 | For Real Estate Professionals | 4 min read
Your buyer walks out of a showing and says, “This is the one.”
They are already picturing their furniture in the living room. You are thinking about comparable sales, the seller's priorities, and when an offer needs to arrive.
Before turning that excitement into proposed terms, make room for one question:
“What would you want answered before you feel ready to move forward?”
Their answer gives the financing conversation a starting point. They may want to know the monthly payment, how much savings they would have left, or whether the closing date works with their move.
This is the offer-ready buyer conversation: connecting those questions to this property and getting the right people involved before the buyer decides.
Start With What Matters to the Buyer
Try this after the showing:
“Before we put the offer together, let's have the lender review this home's estimated payment, cash needed, and proposed closing date. What would you want answered before you feel ready to move forward?”
Then let the buyer answer. If they say, “We just don't want to empty our savings,” keep that concern at the center of the review.
A preapproval is a useful starting point. As the Consumer Financial Protection Bureau explains, it represents a lender's tentative willingness to lend up to a certain amount. The next conversation needs to address the home and offer the buyer is actually considering.
What Would This Home Cost Each Month?
Ask the lender for a property-specific estimate using the proposed price, down payment, and loan structure.
Review the full monthly housing expense: principal and interest, property taxes, homeowners insurance, applicable mortgage insurance, and any association dues. Identify costs paid separately and assumptions that still need verification, such as an insurance estimate.
The CFPB's Loan Estimate guide helps buyers identify which taxes, insurance costs, and assessments are included in the estimated payment and which may be paid separately.
Then ask:
“How does that total fit with what you want to spend each month?”
Give the buyer room to explain. If the payment feels uncomfortable, identify what needs another look before settling on the offer terms.
Talk About the Savings Left After Closing
“Can we cover the down payment?” is only part of the cash conversation.
Ask the lender to explain the estimated cash to close, including closing costs, prepaid expenses, deposits, and any proposed credits. The CFPB explains how those items affect cash to close. Have the lender distinguish money already paid from money still needed, and discuss expenses the buyer may pay before closing.
Then bring it back to the buyer's priority:
“After the purchase and moving expenses, would you still have the savings cushion you want?”
If a seller credit is part of the proposed offer, ask the lender to confirm how much would be usable for the specific loan and expenses. Our recent article, Price Reduction or Seller Credit? Start With the Buyer's Bottleneck, explores that comparison in more detail.
Check the Timeline Before Putting It in the Offer
Share the proposed closing date and any seller timing requests with the lender and settlement team. Ask what remains to be completed and whether the proposed schedule is workable.
Bring rate-lock questions into that conversation: Is the rate locked? If so, through what date? If it is not, what should the buyer understand about the available options and timing?
The CFPB's rate-lock explanation notes that a lock applies for a specified period and is subject to conditions. Have the lender explain any extension costs and what changes could affect the terms.
Give Each Open Question an Owner
Before the offer decision, use this short handoff checklist:
- Property and terms: Send the address, proposed price, requested credits, and closing date to the lender.
- Buyer's priority: Explain the payment, savings, or timing concern they want addressed.
- Outstanding questions: Ask what borrower or property details still need review and what could affect the proposed financing.
- Responsibility and timing: Agree on who will answer each question and when, keeping the offer deadline in view.
- Buyer review: Reconnect to discuss the answers before finalizing the offer decision.
Some items will remain subject to later verification. Make sure the buyer understands what is estimated, what is confirmed, and what is still outstanding.
Realtor takeaway: Start with the buyer's unanswered question, review the numbers for this home, and coordinate the answers before the offer decision.
Have a buyer who found the house? At Dream House Virginia, we can help review the financing scenario and talk through the questions that matter to them. Share the property and proposed terms, and let's coordinate the conversation together.