Prepared to Win: Inside the Lending Strategies Powering High-End Closings

If the last few years taught us anything, it’s that real estate success often comes down to arriving with the right game plan and offer. As interest rates continue to fluctuate, financing has become one of the strategic tools a buyer can bring to the offer table, even when competition is high.

To unpack some recent trends and get an insider’s perspective, we spoke with the team at Aclara Lending , a trusted financing partner for The Agency and a go-to resource for clients navigating complex, high-stakes transactions.

Despite mortgage rates hovering between six and seven percent this year, Aclara is seeing more high-end buyers using smart financing strategies. “We’re seeing strong momentum. Mortgage applications are up 20% year over year,” the team at Aclara reports. “That’s a clear sign that buyers are re-engaging. With sellers becoming more flexible—offering price reductions or concessions—today’s buyers are finding meaningful opportunities, especially with the right lending strategy in place.”

For those purchasing second homes or investment properties, rates are generally about 0.50% higher than for primary residences—a trend that’s held steady since 2023, according to Aclara. In top-tier markets like Los Angeles, Palm Springs, Scottsdale, and Paradise Valley, cash is usually king. However, financing plays an increasingly strategic role in how deals are structured and won.

According to Aclara, recent volatility in the stock market has prompted many wealthy buyers to seek out loans as a way to preserve liquidity, and they’ve stepped in to support them with personalized solutions. “High-end buyers work off of leverage, stock market holdings, CDs, or other assets,” the team explains. “When those dropped earlier this year, some buyers opted for financing rather than closing out their positions.” Even the most well-capitalized clients are rethinking how they structure their purchases.

With access to a wide lending network, the Aclara team often finds competitive alternatives suited to supporting clients’ long-term portfolio growth. What sets them apart for multi-million-dollar transactions is flexibility. “We have access to over 160 lenders, so we can customize options to meet each client’s unique financial picture” they explain. That includes buyers who are self-employed, managing complex assets, or purchasing across state lines. “We’re not limited by one-size-fits-all products,” says Aclara.

While sellers may be open to concessions, flexibility and speed are critical, especially in the most competitive markets. The Aclara team has observed a clear preference among buyers for flexible down payments, shorter close timelines, and fully underwritten pre-approvals. “Being ready with documentation on income, credit, and assets is key to moving quickly,” says the Aclara team.

A recent success story in Beverly Hills illustrates just how critical that speed can be. A buyer working with Aclara closed on a $3.4M home in under 15 days—despite a tight inspection window and a seller unwilling to accept contingencies. Aclara fast-tracked underwriting, coordinated closely with the agent, and even secured a 1-0 interest rate buydown for the first 12 months, at no additional cost. The result? A win for the buyer, and a smooth, swift closing against a higher offer that wasn’t fully qualified.

Looking ahead, Aclara expects demand in the luxury space to remain strong, even as rates stay north of six percent. “Million-dollar-plus homes have outperformed for 21 straight months,” they note, now making up 7.6% of all sales. Buyers who succeed in the months ahead will be those who combine personalized financing with fast, strategic execution—all hallmarks of Aclara’s approach.

For clients and agents alike, Aclara Lending is a strategic partner that can provide tailored solutions to help you act decisively and win opportunities. To speak with an Aclara loan officer, call 800.520.2340 or visit aclaralending.com

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