Last Saturday I drove through Leavenworth and swung up through Liberty & ran an errand in KC. Sun was out, dog hair still in my car from the last lake weekend, and every few blocks I saw another “For Sale” sign. Not flash-in-the-pan listings — real, properly staged homes sitting on the market.

That matters. It tells me supply is loosening up. But I also saw the other thing I always notice: fewer cars in driveways, fewer folks at open houses. In plain terms — more homes, fewer people actually ready to pull the trigger.

This is not a problem. It’s an advantage — if you know how to win.

Below I’m laying out what I’m seeing right now in Leavenworth, Liberty and the broader Kansas City area, and exactly what I’m doing (and what you should do) to turn hesitant lookers into buyers who close. No fluff. Just strategy that works.

Quick local snapshot — what the numbers say

• Leavenworth: Average home values sit around $253k, roughly up a few percent year-over-year, with homes going pending in about two weeks on average — but inventory has ticked up. Zillow+1
• Liberty: Average home values are roughly $319k (varies by neighborhood), with some price tiers showing stronger movement than others — inventory in parts of Liberty is rising as builders and owners list. Zillow+1
• Kansas City metro: Median sale price for the city sits in the high $200ks; active listings and months of supply are up in recent weeks, and days on market has stretched in pockets — meaning buyers can negotiate again. Redfin+1

What the Numbers Mean — Plain Talk

Those numbers mean one thing: we’re shifting away from a bloodbath of bidding wars to a market where negotiation, preparation, and timing matter more than speed alone.

Here’s the no‑spin version:

• Prices aren’t skyrocketing as they once were — some segments are softening slightly.
• Homes are sitting a bit longer. That’s breathing room, especially when your buyers are ready.
• Inventory is increasing. That gives buyers choice. And with choice comes negotiation.
• Speed still matters. The best homes with smart pricing, good condition, and clear financing tend to move quickly.

Why buyers are hesitating (and why most of the reasons are solvable)

I talk to buyers every day. These are the real objections I hear — unfiltered — and how I handle them:

• “Rates are high.” Yes. But high rates don’t cancel the benefit of more inventory and seller concessions. Buyers can often negotiate seller-paid repairs or closing costs that offset higher monthly payments.
• “I don’t have 20%.” Most buyers don’t. There are down payment assistance programs, state/local grants, and loan products that make homeownership realistic. I track those programs and match buyers to what they qualify for. Zillow
• “My credit isn’t perfect.” Small, targeted wins — paying down one card, disputing one error — can move the needle fast. I build a precise credit tune-up plan for each buyer.
• “I’ll wait for the market to cool more.” Waiting is a strategy that costs. Inventory is climbing, but so are opportunities for negotiation; waiting can mean missing a home with built-in value or losing out to a buyer who’s prepared.

Bottom line: most buyer obstacles are fixable. They just need someone who knows the programs, the underwriting, and the local marketplace — and who will push them to execute.

My real-world playbook (what I actually do, and what I can do for your clients)

Let me be blunt: the biggest problem I see is wasted time. Realtors show homes to shoppers who never talk to a lender, or that have a pre-qual and have not been fully vetted. Buyers browse listings for months without a plan. That kills momentum. Here’s how I fix it.

1) The Straight-Talk Buyer Session — 30–45 minutes, life-changing

We meet, usually over the phone. I ask about employment, income, credit, and down-payment expectations, initial costs to consider, and time-line for moving or lease expiration, and expectations for the application and documents that will be needed.

Once the application is submitted, we talk again and go through paystubs, credit, debt, and savings as needed. I show the buyer exact payment scenarios (monthly principal+interest+tax+insurance) in plain language. I also explain how these numbers can change based on daily rate fluctuations, and the potential to find or buydown for a lower rate depending on negotiated seller concessions or cash on hand.

 

If they need $2-$3k more for closing, we map how to get it. No sugar-coating. Just a plan.

Outcome: they leave knowing exactly what they can afford and what the immediate next steps are.

2) I’m on top of assistance programs so you don’t have to be

I maintain a current list of local, state, and lender down payment and closing cost assistance — stuff that changes monthly. That knowledge moves people off the fence. When a buyer hears, “You qualify for $5k toward closing,” they stop saying I can’t and start saying how do we make the offer?. Zillow+1

3) Credit tune-ups that are specific and fast

If a buyer needs a credit bump, I give them a one-page plan: which accounts to pay, what to avoid (e.g., opening new major credit lines before applying), and how long fixes usually take. I check back and keep them accountable. That short-term coaching converts a long-term browser into a buyer on a timeline.

4) Realtor + lender teamwork (real, practical collaboration)

You’re a realtor — your schedule is sacred. When you partner with me, here’s what you get:

• I pre-screen leads quickly so your time is spent showing homes to buyers who can close.
• I produce a short “buyer readiness” memo that explains what’s required to get an offer across the finish line.
• I provide co-branded content and quick Q&A sessions for your open houses so attendees leave with a next step, not a flyer.

You get cleaner pipelines. I get files that close. Everyone wins.

5) Offer strategy that actually competes with cash buyers

Cash still plays a role, but many sellers now prefer a clean loan with a fast close and fewer headaches. I work with realtors to structure offers with realistic financing contingencies, seller credit requests, and timeline advantages (e.g., flexible closing dates) so mortgage-backed offers remain competitive.

Local examples — not theories

A couple months back I had a buyer looking in Liberty. They’d been waiting out the “perfect rate.” Their credit was okay but not great, and they were short on closing funds. We ran numbers, found a lender DPA that covered several thousand for closing, cleaned up a slipped payment on a credit card, and two months later they had a contract on a Creekside-area home. The seller agreed to a small concession for new flooring, and the buyer moved in before school started. That’s real life — small fixes, big results.

In Leavenworth I recently catalogued the active listings and found pockets where sellers were dropping price or offering credits. Buyers who had realistic preapprovals were able to negotiate inspection repairs and still come in under their max monthly budget. That kind of leverage doesn’t exist in a frothy market.

For Realtors — immediate moves you can make today

1. Make “lender first” non-negotiable. Require a lender preapproval before private showings. It saves time and boosts success rates.
2. Co-host a “How to Buy in Today’s Market” evening. I’ll come. You bring listings and we convert the room.
3. Use milestone-based follow-up. If a buyer needs 60 days to fix credit, schedule weekly or bi-weekly check-ins, just like me. Keep them moving.
4. Leverage assistance programs in listing conversations. If a buyer can qualify for DPA, sellers are more likely to accept offers with a small concession.

These are tactical, not theoretical. They work because they reduce friction.

Common objections I hear — and how I reply, straight up

• “I’ll wait for rates to drop.” If that’s your plan, you should also prepare to wait for the perfect house — and that’s a gamble. Market windows open and close. Positioning wins over prediction.
• “I don’t want to be house-poor.” Good. Neither do I. We’ll model payment ranges and leave breathing room for life, and YOUR lifestyle.
• “I’m worried about the appraisal.” If the home is priced fairly, appraisals are usually fine. If not, your realtor will negotiate based on comps and I can advise on structure if needed.

Why this market is a legitimate opportunity — not a crisis

More listings = more options = more negotiating power. Sellers who priced aggressively, or who bought at peak times, are more willing to offer concessions. Builders in the KC metro are discounting incentives in some subdivisions to keep closings moving. That translates into real savings for buyers who are ready.

Remember: the winners aren’t the people predicting the next rate headline. The winners are the people with a plan, a lender they trust, and a realtor who won’t waste their time.

What I’ll do for you (and how to reach me)

If you want someone who will:

• keep a rolling list of DPA and closing-cost programs,
• build precise credit and savings roadmaps for buyers,
• produce fast preapprovals with clear next steps, and
• coordinate with your realtor to keep deals moving —

That’s my lane. I work with buyers and realtors across Leavenworth, Liberty and Kansas City every day. Let’s get your buyers, or you, off the fence and into a home!

Bottom Line

This is a market where preparation wins. Inventory is rising, negotiation power is returning, and buyers who are ready will find deals. Hesitation costs. Let’s get your buyers into homes while leverage exists.

Click here See what you qualify for

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Theresa Rolen, Loan Originator

NMLS# 2249004 | Brokerage NMLS #1850081

Cell 913-705-0049

Email Theresa@SummitLendingUSA.com

Data sources: Redfin, Zillow, Rocket, FHFA, regional market reports. Snapshot: mid‑2025.