Sten Uritam, CEO of Landen kinnisvara

Following real estate news can make your head spin – one article highlights market recovery, while another warns of challenging conditions. The reality reflects this duality: we are at a crossroads where future forecasts change almost daily. However, confidence in the real estate market is beginning to return, accompanied by rising expectations from consumers.

We already see this shift in the Land Board’s statistics, where the number of transactions in October reached a 2.5-year high. But these numbers also reveal regional contrasts that developers shouldn’t overlook. For example, apartment prices in Tallinn fell by 3.7% compared to last year, and in Pärnu by a significant 14.5%, while prices in Tartu rose by 8.6%. This regional price variation indicates that the disparities within Estonia’s real estate market are becoming more pronounced, pushing developers to rethink their strategies carefully.

New Opportunities for Buyers and Developers

Besides pricing trends, interest rates remain a key market driver. Buyers who have been waiting for more favorable conditions are finally seeing signs of stability. In late October, the six-month Euribor dropped below 3%, signaling that the situation is moving in a positive direction. Lower interest rates encourage buyers to consider transactions more actively, creating fertile ground for market revitalization.

However, the market needs more than just favorable interest rates – it needs consumer confidence. Buyers must be convinced that their investment is both smart and secure in the long term. Positive economic indicators, reliable future forecasts, and high-quality developments are crucial in creating this sense of security. As optimism grows among market participants, a positive chain reaction will follow, supporting a more comprehensive market recovery.

Smarter and More Informed Buyers

Today’s homebuyers are more practical than ever. They’re not just buying a price tag – they’re buying the value behind it. Buyers are demanding energy-efficient, high-quality living spaces that offer long-term value through lower utility costs and comfortable living environments. Additionally, buyers are looking for homes with community-oriented features, access to green spaces, and smart home solutions. Meanwhile, the secondary market continues to fall short of meeting these expectations.

A recent Norstat study shows that one in five Estonians plans to buy a new home in the coming years, indicating the long-term attractiveness of the real estate market. Yet many new apartments remain unsold, and developers are launching campaigns to attract buyers, creating the impression of further potential price drops. In reality, this situation presents a significant opportunity for developers to prove their value by addressing the gaps in the current market.

A Challenge and an Opportunity for Developers

A demanding market presents both challenges and opportunities for developers. Those who can deliver sustainable, energy-efficient, and high-quality developments will create long-term value for both buyers and themselves. Today’s consumers appreciate homes built to last, offering satisfaction for years to come.

Although statistics might initially seem to be against property developers, highlighting the strength of the resale market, we cannot deny that increasingly informed and demanding homebuyers are looking for solutions that offer not only living space, but also satisfaction, a sense of security, and energy efficiency. I believe that this type of product is what the market values, and this direction will be the key to success. The goal here is not only to revitalize the market, but also to create long-term value that benefits both developers and homebuyers.

Partially empty new developments indicate that today, new developments often do not sufficiently justify their price tag to consumers. Therefore, operating in the resale market, where prices seem more attractive, is often preferred. However, the problem should not lie solely in the price – developers should offer added value in addition to just a new environment, which makes the price justified. For example, energy efficiency, which allows for reducing living expenses, can make living in a new apartment significantly cheaper than in older properties. In addition, attention should be paid to common areas such as gyms, playgrounds, community greenhouses, or planting areas, which make the living environment even more attractive, giving residents more than just four walls. New developments should therefore not only be about a newer apartment and a higher price, but about an entire living environment that is sustainable, energy-efficient, and offers long-term value. Only then will new developments become valuable investments for consumers.

Surviving Through Innovation

If interest rates continue to decline, as predicted, market demand will rise, potentially driving property prices upward once more. This renewed demand will not only boost transaction volumes but also give fresh momentum to the construction sector. However, both the sector and consumers must evolve – the focus should no longer be solely on offering the lowest price.

In a changing real estate market, those who succeed are the ones who see the bigger picture and create long-term value. Challenges don’t have to be obstacles – they are opportunities for those who can meet the expectations of increasingly knowledgeable and demanding buyers. The future real estate market belongs to those who develop solutions that provide not just housing, but also security, satisfaction, and sustainability.

Contact us

Sten Uritam
+372 533 07 198
sten@landen.ee

Landen kinnisvara OÜ

Registry code: 16826535
Vana-Lõuna 39a-12, Tallinn