What clients are feeling right now
Confidence and caution at the same time
Buyers in Canada’s presale homes market in 2025 are carrying both optimism and hesitation. While the appetite for homeownership is strong, the pace of decision-making has slowed. Clients want to act but also need reassurance about market stability, interest rates, and the timing of launches.
What buyers want to see before reserving
Buyers are asking for more transparency. They want details on incentive packages, developer track records, and construction timelines. Virtual previews and staged showrooms continue to help, but many buyers are requesting financial simulations to understand how monthly payments will shift with even small changes in interest rates.
How sellers and developers are positioning launches
Developers are pacing their launches carefully. Many are staggering phases or tying incentives to early commitments. Instead of blanket discounts, builders are offering targeted bonuses such as upgraded finishes, parking incentives, or extended deposit structures to keep absorption steady.
The money conversation that sets the tone
Where the policy rate sits and why it matters for timing
The Bank of Canada has held its policy rate at 2.75 percent since March 2025. This steadiness shapes affordability conversations and the pace of decisions (bankofcanada.ca). For brokers, it means that while borrowing costs remain higher than the pre-2022 cycle, clients have a predictable benchmark to build their financing strategies around.
This single policy signal influences almost every presale conversation. Buyers want to know what their payment will look like today, in six months, and at occupancy. Sellers and agents can set the tone by grounding the discussion in stability rather than uncertainty.
What to watch in the next three months
Launch calendars
Developers are bunching launches around windows of seasonal activity. Spring and late fall remain peak moments, but mid-year launches are seeing more traction in cities with strong immigration inflows.
Incentive patterns
Expect incentive programs to be more creative than simple price reductions. Flexible deposit schedules and value-added upgrades are trending as the go-to lever.
Local absorption signals
Markets are moving at different speeds. In Toronto, some high-rise projects are seeing brisk absorption, while in Vancouver and Calgary, townhouse and low-rise products are gaining more traction. Local absorption data will be the clearest indicator of whether to encourage a client to act now or wait.
How teams can keep momentum through slower weeks
Short weekly plan for call lists
Brokerages are building weekly touchpoint lists, even during slower cycles. These calls are less about pushing urgency and more about keeping trust alive.
Better check-in scripts
A well-prepared check-in script acknowledges the client’s caution but re-centers the conversation on fit and financing. Phrasing like, “Let’s walk through what your monthly number looks like today,” helps clients move forward calmly.
When to push and when to pause
Momentum is not about constant pressure. It is about recognizing when clients need space and when the right product alignment calls for a stronger nudge. Teams that balance empathy with expertise are seeing steadier pipelines.
Agent talk tracks you can use this week
- Here is what the central bank has done so far this year and what it means for monthly payments. We can run numbers together so the decision is calm and informed. (bankofcanada.ca)
- Inventory is moving at different speeds by city and by product. Let us focus on options that match your timeline instead of trying to time the entire market.
- If you are not ready to reserve, we can still line up a short list and hold a conversation about incentives so you do not miss good fits.
Quick FAQ
Are rates going up soon
Recent decisions held the policy rate at 2.75 percent. Forecasts point to gradual changes rather than big swings, so focus on fit and financing windows you can control (bankofcanada.ca).
Is this a buyer market everywhere
Conditions vary by region and by product. National forecasts show mixed momentum, so make calls with local data in hand (CREA).
Should I wait for a deeper discount
Waiting can help in some submarkets but can also limit choice. Work a specific plan for the next 30 to 60 days instead of waiting for a general drop.
What if prices rise after I reserve
Pick for fit and monthly comfort. Price shifts are only one part of the full ownership picture.
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