Over the past year, soaring inflation and rising interest rates have become a one-two punch, directly impacting consumer behavior and future plans. A recent TransUnion Consumer Pulse survey found that a staggering 93% of respondents are concerned about inflation, with a majority opting to either cancel or hold off on one or more major purchases such as an automobile or appliances. Homebuilders are also facing mounting difficulties, as home sales are expected to slow as interest rates rise.

So, how can builders soothe skittish buyers in a time of uncertainty? How can builder appliance packages entice anxious but interested potential buyers? How can builders help potential homebuyers understand that homeownership can be a bulwark against an unpredictable future?

Understanding their mindset, helping to educate them on the true value of a home, and layering enticing amenities are all a big part of the answer.

Homebuyer psychology

Builders who help consumers understand that buying a home is also a perfect time to invest in other major upgrades have a competitive advantage in the current market. Although NPR's Marketplace reports that increased interest rates are already having an impact on mortgage purchase and refinance applications, consumers still want to own their homes — and they still want the convenience and fun offered by high-ticket purchases such as smart appliances.

What's slowing home sales and major purchases is the short-term economic realities of increasing prices and the cost of financing, combined with the long-term fear of uncertainty. There's nothing builders can do to lower interest rates or inflation, but they can provide a sense of certainty. And that can certainly alleviate buyer fears.

Of course, buying a home is a major purchase — one that can be intimidating in its own right. But when a consumer understands their purchase locks in a lower interest rate, they might see buying a home as providing short-term economic relief and long-term stability.

Builder appliance packages can provide stability

Another easy way to enhance consumers' sense of long-term stability is with higher-ticket items that also reduce energy bills, such as solar panels, high-efficiency furnaces and builder appliance packages. These options are immensely appealing to consumers uncomfortable at the thought of upgrading on their own using cash or credit cards. The cost of such upgrades is minimal when amortized over a 30-year loan, offering very real relief to consumers worried about rising prices and the cost of self-financing major purchases.

Energy-efficient upgrades and smart appliance packages also appeal to younger, tech-savvy consumers, who may be just as interested in resale value as they are in long-term stability. Builders who educate buyers about the financial advantages of bundling appliance upgrades into a new home purchase also underscore the stability of a long-term loan.

This stability reduces fear and increases consumer trust. Working with reputable brands and suppliers means avoiding service hiccups and fewer headaches along the way, reinforcing the consumer's trust in the builder.

A little user-friendly math

When working with consumers, it's often a good strategy to show how options would impact monthly payments as these are easier to grasp quickly and more relatable to monthly budgets.

For example, a $10,000 builder appliance package will add about $52 a month to a 30-year, 4.75% fixed-rate mortgage. If the consumer puts that same package on a credit card, it might require a $200 monthly payment and will take 32 years to pay off. (Here, we're using WalletHub's average credit card interest rate of 14% and an interest + 2% minimum payment.)

For homebuyers, an extra $148 per month for the next 30 years can be the difference between affording a new car, going on a vacation or saving for a child's college education. In addition, most consumers are savvy enough to realize $50 a month is a good deal for a quality appliance package.

Building trust together

It can be uncomfortable to talk with customers about their fears and finances. But when builders take the time to identify their buyers' pain points, those abstract fears can be pinned down and transformed into concrete scenarios. And once they're defined, they can often be overcome by the builder and buyer working together. Helping buyers overcome their fears results in increased trust, higher satisfaction and an increased referral rate. Better yet, it results in happier homeowners who can enjoy some stability in an uncertain world.