Helping buyers navigate with upward interest rates

How do we keep our buyers focused and positive among limited inventory, firm prices, and rising interest rates? 

I provide them with the realities of the past several years. Covid brought historically low rates to keep the economy going. People got used to them quickly and still think that 3% will come back. I tell them not to bank on it. Instead, I turn the conversation to inventory and what's likely to occur once rates stabilize and If they come down a bit.  "When" rates stop going up, and everyone gets used to wherever they land, then people who need to downsize or move into something larger will indeed still move. Buyers will come out of the woodwork, and prices will likely increase (at least in SoCal). 

I also help them understand the prequalification process before handing them off to a lender. I want them to go in eyes wide open. I'm there for them whenever they have questions and need to discuss scenarios.