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KOSTER REALTY KEYS TO THE FUTURE · One on One With a Professional

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  Speaker 1: Good morning, good morning, good morning, and welcome, welcome, welcome.
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  Speaker 1: It's time now for Keys to the Next Chapter. And
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  Speaker 1: we have with us Shelley Gloster from Gloster Realty. And
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  Speaker 1: welcome back. You know, this is where we talk about
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  Speaker 1: the decisions, resources, and conversations that can help individuals and
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  Speaker 1: families like you move confidently into the next season of life.
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  Speaker 1: And today we're discussing something that affects almost everyone. It's
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  Speaker 1: the current housing market. There are so many headlines and,
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  Speaker 1: of course, never a shortage of opinions right now. And
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  Speaker 1: some people believe that homes are no longer selling. Others
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  Speaker 1: think prices are still rising too quickly. Buyers are wondering
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  Speaker 1: whether they should wait, while sellers are asking whether they
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  Speaker 1: missed their opportunity. Well, that's a lot to unpack, but
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  Speaker 1: we're here with.
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  Speaker 2: Our guest, Shelley Koster, today.
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  Speaker 1: To help separate perception from reality. She is the broker
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  Speaker 1: owner of KW Realty Partners and the Koster team. Shelly,
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  Speaker 1: what's really happening in our area?
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  Speaker 3: Well, the simplest answer to that, Tom, is that homes
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  Speaker 3: are still selling. We are still, they remain strong. Buyers
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  Speaker 3: are still out there buying. What you can't do is
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  Speaker 3: listen to the national because real estate is always local.
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  Speaker 3: And just to give you a little bit of insight
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  Speaker 3: of that, we always review every month what did we
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  Speaker 3: do this year versus last year. And in July of 25,
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  Speaker 3: or 26, I'm sorry, we had, and now this data,
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  Speaker 3: just to throw this out, there's no Osage and Washington County.
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  Speaker 4: So this is our numbers that we pulled. In July,
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  Speaker 4: we had 122 homes closed during that month. It is.
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  Speaker 3: So that's only two less than what we had in
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  Speaker 3: July of 2025. So that tells us that we still
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  Speaker 3: have buyers out there. We also had 139 homes go
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  Speaker 3: pending in July. That's 5% higher than the same time
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  Speaker 3: last year. So that tells us buyers are still purchasing homes,
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  Speaker 3: but they have so much information at their fingertips that
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  Speaker 3: they can pull. So they're smarter now. They're much smarter
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  Speaker 3: than they were. Also, we get that perception. It's hard
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  Speaker 3: to get sellers out of that COVID mindset, right? So
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  Speaker 3: a home price drives half sold. So the key is
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  Speaker 3: going to be, what is that? Like we used to
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  Speaker 3: have homes would go on the market and sell instantly.
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  Speaker 3: So we look at what's a seller's market, what's a
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  Speaker 3: buyer's market. Right now, if it's a seller's market, it's
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  Speaker 3: within three months' worth of inventory. We have 2.4 months'
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  Speaker 3: worth of inventory now. So technically, that would tell us
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  Speaker 3: that it's still a seller's market, but we're leaning towards
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  Speaker 3: that buyer's. So seller's got to be smarter when they're
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  Speaker 3: listing it. They have to be. Buyers are more picky.
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  Speaker 3: They know what they want. So condition and pricing are
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  Speaker 3: the two things that the seller can control.
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  Speaker 4: Okay.
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  Speaker 1: My goodness sakes, that's a lot going on. Are buyers
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  Speaker 1: seeing a little bit more homes to choose from? You know,
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  Speaker 1: you mentioned we've closed on some sales, and you talked
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  Speaker 1: about the inventory being at like two and a half months.
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  Speaker 2: So we do have a lot to see.
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  Speaker 4: We do have a lot to see.
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  Speaker 3: Inventory did increase slightly from June to July. However, it
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  Speaker 3: is actually lower than it was this time last year.
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  Speaker 1: All right.
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  Speaker 3: At the end of July, we had 296 active homes,
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  Speaker 3: which was 11% fewer than July of 2025. We also
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  Speaker 3: had 153 new listings come on the market during July.
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  Speaker 3: That was a noticeable increase from June, but approximately 18%
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  Speaker 3: fewer than July of last year. So what that means
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  Speaker 3: is their buyers have choices, but we do not have
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  Speaker 3: an oversupply of homes.
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  Speaker 4: That is why.
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  Speaker 3: It's so important to stress to the sellers the condition
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  Speaker 3: of your home, the The.
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  Speaker 4: Updates, the upkeep, and then pricing. Again, at-home price trites
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  Speaker 4: have sold.
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  Speaker 2: There is a formula to this. Yes. There is a formula.
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  Speaker 2: Are we still seeing those multiple offers?
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  Speaker 3: Yes, but not for every property. So we're seeing about
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  Speaker 3: 34% of the homes in July closed at or above
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  Speaker 3: the original list price. That means multiple offers are still
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  Speaker 3: in strong competition, still occurring. but generally concentrated around the
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  Speaker 3: homes buyers perceive as the best value. Again, we're going
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  Speaker 3: to go back to pricing and condition. So buyers should
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  Speaker 3: not assume that a home can automatically, you can get
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  Speaker 3: a deal on it because they're listening to the national,
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  Speaker 3: because it depends on if the home is priced right
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  Speaker 3: and in the condition of the home, whether they're going
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  Speaker 3: to get a deal or not.
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  Speaker 1: And throughout the course of the program, we've mentioned several
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  Speaker 1: times that the home must be priced correctly. Now, what
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  Speaker 1: does the July data tell us about pricing?
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  Speaker 3: Well, so the July data tells us that homes priced
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  Speaker 3: correctly sell in an average of 11 days at 99.5%
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  Speaker 3: of the original list price. Homes that you have to
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  Speaker 3: price reduced, meaning the sellers and their natural instinct, I
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  Speaker 3: can always go down, I can't go up. And that's
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  Speaker 3: hard for that to overcome, but it really is what
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  Speaker 3: is your goal. Because what we don't want to do
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  Speaker 3: is price it too high and chase that market down.
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  Speaker 3: Because homes that had price reductions had an average of
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  Speaker 3: 88 days and sold for about 93.5% of the original
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  Speaker 3: list price.
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  Speaker 1: Wow, that is just incredible here. Now, sellers sometimes say,
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  Speaker 1: let's go ha-ha.
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  Speaker 4: Yeah.
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  Speaker 2: But you tell them correctly.
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  Speaker 3: I tell them to price it correctly.
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  Speaker 4: Again, I keep saying this. It's consistent.
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  Speaker 3: A home price right's half sold. So we want a
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  Speaker 3: buyer to come in. And buyers, again, have enough information
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  Speaker 3: at their hands. They can tell. They can tell if
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  Speaker 3: the home is priced too high and the condition of it.
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  Speaker 3: So a home price right, and they walk in, and
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  Speaker 3: it's in great condition. And that doesn't mean that we.
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  Speaker 3: We don't want you to go in and completely remodel,
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  Speaker 3: but we want it to be well-maintained. A seller is
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  Speaker 3: going to get much more if they go in and
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  Speaker 3: maintain the home, and a buyer can just be like,
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  Speaker 3: I can move right in, and they're not instantly going.
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  Speaker 4: To think, what do I have to invest in it?
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  Speaker 3: Maintenance, I say this all the time, Tom, maintenance is
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  Speaker 3: not the buyer's responsibility.
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  Speaker 2: No, no, no.
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  Speaker 1: It's got to be yours. Are sellers having to negotiate more?
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  Speaker 1: To help the buyers with the closing costs. I know
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  Speaker 1: that kind of goes back and forth.
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  Speaker 4: It does.
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  Speaker 3: And, again, it goes back to it's such a different
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  Speaker 3: market than it was during COVID.
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  Speaker 4: So we're seeing a lot more.
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  Speaker 3: And you'll notice that if homes, even if they sold
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  Speaker 3: at 100%, 99.5%, that doesn't mean there wasn't concessions in there.
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  Speaker 3: And concessions could be buyers closing costs. It could be
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  Speaker 3: paying down on the interest rate so that the buyers,
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  Speaker 3: that allow the buyer to have a less, Payment, there's
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  Speaker 3: many concessions that can go into it. A lot of negotiations,
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  Speaker 3: more than just the price.
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  Speaker 2: Wow.
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  Speaker 1: So both sides need an experienced agent who understands the
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  Speaker 1: entire offer.
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  Speaker 4: Yes.
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  Speaker 3: We want you to understand there's many different variables that
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  Speaker 3: can come in. And to a seller, sometimes the highest
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  Speaker 3: offer isn't necessarily the best offer. And sometimes to the buyer,
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  Speaker 3: it's helping them identify that. maybe the lowest price isn't
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  Speaker 3: best for them. Maybe it's we can help them with doing,
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  Speaker 3: you know, their closing costs or buying down that interest
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  Speaker 3: rate and things like that that we can get the
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  Speaker 3: seller which rolls that into the loan. Because over time,
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  Speaker 3: that's not going to make a big difference.
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  Speaker 4: Cash is king.
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  Speaker 3: We want you to keep cash in your pocket because
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  Speaker 3: you don't know what's going to happen, right?
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  Speaker 2: Very good. It's always best to have a buyer's agent
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  Speaker 2: as well as a seller's agent.
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  Speaker 3: Yeah, you want to have a buyer's agent and a
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  Speaker 3: seller's agent. There's a lot of misconception around that too.
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  Speaker 3: But I think when people do try to sell it
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  Speaker 3: on their own, they realize there's a lot more that
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  Speaker 3: goes behind the scenes than putting a sign in the
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  Speaker 3: yard and putting it on the MLS and making a
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  Speaker 3: cute little video about it.
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  Speaker 4: There's a lot more that goes behind the scenes.
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  Speaker 1: What advice would you give someone who's considering buying a
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  Speaker 1: home right now?
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  Speaker 4: Well, first, I would say talk with a certified.
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  Speaker 3: They want to buy right now. Talk to a certified
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  Speaker 3: qualified lender. That is the most important, and I know
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  Speaker 3: that can be frustrating to buyers. But we have an
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  Speaker 3: obligation to the sellers as a listing agent to make
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  Speaker 3: sure our buyers are qualified. So talk to a lender.
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  Speaker 3: We also don't want to take you to a home
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  Speaker 3: that you're not going to be comfortable with. It's not
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  Speaker 3: necessarily what you can afford. It's what are you comfortable with.
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  Speaker 3: And we have so many amazing lenders around here that
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  Speaker 3: will help you do that. Again, we want you to
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  Speaker 3: stay in your goal. We don't want you to be
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  Speaker 3: married to a home.
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  Speaker 2: Oh, very, very good. Very good.
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  Speaker 1: Now, what should homeowners do if they're thinking about selling
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  Speaker 1: but they're just not quite ready to make that decision yet?
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  Speaker 2: It's on the radar. It's glowing.
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  Speaker 4: Yeah, it's out there. It's not ready to pull the trigger.
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  Speaker 4: I say start gathering that information. Do a consultant. Here's
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  Speaker 4: the thing.
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  Speaker 3: I know with me and most other agents, that is
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  Speaker 3: a no-obligation and no-cost decision. to come out, sit down
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  Speaker 3: with you, do a consultation. We're going to go through, walk, um,
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  Speaker 3: walk through the property, tell you, give you recommendations on
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  Speaker 3: what could be done, what could increase the value, what
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  Speaker 3: improvements may not, you might not get your return on, right?
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  Speaker 3: But we want to make sure that those maintenance items
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  Speaker 3: are done. Um, I highly recommend you do a, and
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  Speaker 3: have a, your own inspection done. That way there's no
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  Speaker 3: surprises when it comes to the buyer doing their inspections.
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  Speaker 4: You've already addressed that.
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  Speaker 3: That's how you get the most and best offer for
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  Speaker 3: your property.
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  Speaker 2: You're walking in with a lot of positives.
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  Speaker 4: Yes, yes.
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  Speaker 3: And then know what's going on. Get that professional consultation.
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  Speaker 3: I'm going to give you a range. This is where
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  Speaker 3: you're going to sell it right away. This is the
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  Speaker 3: highest I would go.
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  Speaker 4: And then if we're not.
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  Speaker 3: Getting any offers, we're not getting any showers, we're going
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  Speaker 3: to lower that in 10 days.
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  Speaker 4: But pricing it right is key.
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  Speaker 2: All right.
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  Speaker 1: Now, also, when we talk about this, not every improvement
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  Speaker 1: needs to be completed before selling.
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  Speaker 2: Is this correct?
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  Speaker 3: That is correct. So, again, I'm going to go back.
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  Speaker 3: We want you to make sure that the maintenance is done.
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  Speaker 3: And I'm not saying that we may not recommend that
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  Speaker 3: there be painting and other home improvements. But to tell
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  Speaker 3: you to go in and completely remodel your kitchen, depending
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  Speaker 3: on the circumstance, you may not always get that return
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  Speaker 3: on your investment back. That's why we want to help
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  Speaker 3: you make that educated decision.
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  Speaker 2: Very, very good.
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  Speaker 1: It's great to have you on board when we're making
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  Speaker 1: these decisions.
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  Speaker 4: That's right.
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  Speaker 1: Because, you know, you could really find yourself in a
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  Speaker 1: lot of hurt. So, Shelly, what's the main takeaway from
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  Speaker 1: the July housing market?
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  Speaker 3: Well, I think that the main takeaway is the market
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  Speaker 3: is still strong. We do have buyers out there, and
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  Speaker 3: we do have listings. I would say for the sellers
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  Speaker 3: is with anything, just make sure that your home is
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  Speaker 3: priced correctly. I know I keep saying that because I
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  Speaker 3: want you to hear it, how important that is, and
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  Speaker 3: then make sure the condition is done. And we don't
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  Speaker 3: want to put work on you as realtors, but we
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  Speaker 3: want you to get the most for your home.
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  Speaker 2: Right.
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  Speaker 4: And we want you to sell it in the shortest
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  Speaker 4: amount of time possible.
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  Speaker 3: A lot of people will put it off, but it's
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  Speaker 3: you've got to think of the long term. Is it
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  Speaker 3: worth having someone done because I can't do it myself?
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  Speaker 3: Am I going to get that money back versus it's
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  Speaker 3: give me four or five months and I'm going to
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  Speaker 3: do it myself? Well, then you may have lost that market.
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  Speaker 3: My one takeaway, Tom, is talk to a local expert.
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  Speaker 4: Don't assume.
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  Speaker 2: It's like money in the bank.
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  Speaker 1: Yes.
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  Speaker 2: It really is.
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  Speaker 1: If someone is considering buying, selling, downsizing, or maybe helping
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  Speaker 1: a parent plan for their next boob, how can they
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  Speaker 1: reach you?
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  Speaker 3: Well, I'm Shelly Koster with the Koster Team, 918-914-3444.
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  Speaker 4: Keller Williams, Bartlesville. They always know how to track me down.
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  Speaker 4: Trust me.
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  Speaker 3: And you can always visit us online at thekosterteam.com.
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  Speaker 1: Thank you, and thank everyone to be with us here
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  Speaker 1: today and listening to and watching Keys to the Next Chapter.
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  Speaker 1: Join us next time as we continue connecting families and
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  Speaker 1: trusted information resources for every stage of life.
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  Speaker 2: Shelly, thank you.
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  Speaker 4: You're very welcome. Thanks for having me.
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  Speaker 2: Folks, you've been listening to our program on K1.