#BizTrends2026 | Century21's Eva August: Why constraint breeds opportunity

Source: Supplied. Eva August, chief executive officer of Century21 South Africa.

Yet beneath this strain lies an emerging opportunity: one that will reward buyers who understand that qualification, not optimism, drives successful transactions.

Interest rates have begun their descent from recent peaks. Assuming inflation remains contained and economic conditions hold, a further 50 basis-point reduction in the repo rate through 2026 appears achievable. This will not restore easy credit or spark price inflation, but it will create sufficient movement to bring prepared buyers back into qualification range.

In property markets, behavioural shifts precede headline trends. The buyers positioning themselves now will capture the advantage.

The qualification-first buyer

The most significant change in buyer behaviour is the return to financial discipline. Gone are the days of viewing properties before securing finance. Today’s buyers are stress-testing affordability upfront, obtaining pre-approval before beginning their search, and treating their credit profile as a strategic asset.

This discipline matters because modest rate cuts reward preparation disproportionately. A 50 basis-point reduction primarily benefits those with clean credit records, manageable debt-to-income ratios, and demonstrated repayment capacity. At entry and mid-market levels, even marginal improvements in monthly repayments can shift the ownership equation, particularly when combined with sound financial planning.

First-time buyer activity reflects this trend. After years of sitting on the sidelines, this segment is beginning to re-enter the market. The movement is cautious but deliberate, and history suggests that once momentum builds in this cohort, it tends to accelerate.

Three financing strategies that will define 2026:

1. Co-buying becomes standard practice

Elevated living costs are driving the normalisation of co-buying arrangements between friends, siblings and investment partners. A lower rate environment improves joint affordability and approval outcomes, making this model increasingly viable for buyers who would struggle to qualify individually.

However, banks expect structure. Successful co-buying in 2026 will require formal agreements, clearly defined exit mechanisms, and transparent allocation of liability. When executed properly, co-buying represents a rational response to affordability constraints: not a compromise, but a recalibration of how ownership is approached.

2. Rent-to-buy as a strategic bridge

Rent-to-buy models are gaining traction among buyers who can service repayments but require time to
strengthen deposits or repair credit profiles. In a lower-rate environment, this bridge shortens. Buyers entering these arrangements in 2026 are likely to convert to ownership sooner, provided agreements are legally sound and expectations are realistic.

The appeal is straightforward: rental payments contribute toward ownership while financial foundations are solidified. As rates ease, the timeline from rental to ownership compresses, making this pathway more attractive for buyers committed to long-term planning.

3. Buying now, refinancing later

When buyers anticipate further rate cuts, the instinct is often to wait. The more effective strategy is to secure property once affordability improves, lock in an appropriate rate structure, and refinance when conditions allow.

Property prices typically respond before rates reach their floor, and competition returns faster than most expect. In this environment, acting while choice remains available outweighs waiting for optimal conditions that may coincide with reduced stock and increased competition.

What this means for the market:

1. The rental market will not weaken under a lower-rate scenario, but it will refine.

Financially stable renters who are deposit-ready will begin transitioning to ownership, easing pressure at the premium end of the rental pool. Demand for quality, well-located rental stock will remain firm due to urbanisation, mobility and persistent affordability challenges.

For the industry, 2026 will belong to those who prioritise education and facilitate rigorous pre-qualification. Buyers need access to tools that clarify affordability thresholds, lenders need confidence in structured applications, and agents need to recognise that today's transactions require more preparation than persuasion.

2. Preparation, not prediction:

The property market rewards those who prepare while others predict. Rate cuts alone do not create opportunity; they reveal it. The buyers who will succeed in 2026 are those who qualify comprehensively, structure finance prudently, and act decisively when their window opens. Economic conditions may ease, but advantage will always accrue to those who are ready when it does.