As we move through 2026, we are seeing much lower rates than we did in 2025, but we are finding that there is still enough uncertainty in the world that buyers are hesitating to make a move. They are reacting to headlines and operating with uncertainty, often as a result of not truly understanding the markets or the numbers, and what it all means to them on an individual level.
If a buyer has no one to guide the conversation or tell them how to win in the current market, hesitation can set in, and the momentum to buy might fade. The mortgage business has evolved to a point where many consumers feel like it’s a commodity business, where the only option is to shop purely based on rates. Buyers often think that it’s best to wait until rates are perfect, but the reality is that waiting along with everyone else for the same “perfect” conditions can often lead to more competition and ultimately,
higher prices. As it turns out, the best opportunities in real estate rarely show up when everyone feels comfortable
In actuality, real estate inventory is building, and this presents a big opportunity for those who understand the market and know how to navigate it. Buying within the conditions that exist today without worrying about a .4% rate difference could actually be to a buyer’s benefit if they have a lending partner who can steer them through the many other details and conditions that could be to their advantage.
I have spent 22 years of my career entrenched in the real estate market and I have seen the frustration of buyers who come to me after weeks or months of using guesswork and filling out random online applications. They often end up talking to someone who is not local to the market they’re looking in, and are met with an impersonal approach that shows no vested interest in their financial well-being or reputation.
What segregates the top loan officers in the country from the rest of the pack? It is this: we advise, prepare, and educate our clients, and then we execute - not when the market is deemed perfect, but when there is genuine opportunity. Anyone can push through an application, hand out a letter, and quote a rate, but what buyers really need is someone who will go beyond the basics to help them make informed decisions based
on their own personal circumstances.
Listing agents like certainty; they prefer to accept offers from reputable lenders who perform and execute EVERY time. My buyers are not just handed a letter and told to go make an offer and good luck. I personally strategize, formulate a personalized plan, and discuss many different options before we even submit an offer. Throughout the process, I advise my clients with creative, comprehensive strategies and solutions, resulting in satisfied clients for life.
Technology and AI are causing the world to move at a scary pace, but the one place you should never have to rely on automation is your finances. You deserve more than just a rate: you deserve someone who can help you figure out what to do with it.
Sara Koelzer is nationally ranked as #78 in the nation for Top Woman Mortgage Loan Originators in the Country. Her experience and production puts her as the #1 origination for the State of Montana. To earn more and connect with Sara, visit rate.com/loan-officers/sara-koelzer-400361 or contact her at 406.580.6604.
You deserve more than just a rate: you deserve someone who can help you figure out what to do with it.