Demand for credit is picking up again. But the market is not returning to its former state of normalcy. Today, financial advisors and brokers operate in a much more selective environment: banks are scrutinizing applications more closely, buyers are making decisions more cautiously, and the requirements for pre-qualification and the quality of advice are noticeably increasing. Yet this is precisely where the opportunity lies for professional financing advisors.
GUEST CONTRIBUTION BY SASCHA MERMANN, MANAGING PARTNER AT VON POLL FINANCE
Demand for real estate loans is picking up noticeably again. According to the Deutsche Bundesbank, approximately 61 billion euros in new residential construction loans were issued in the first quarter of 2026—the highest figure since the interest rate turnaround in 2022. March saw particularly dynamic growth, with around 24 billion euros in new business.
This is bringing more momentum back to the mortgage market. However, there is no sign of a return to the boom years of 2020 and 2021. The market has become more challenging—for buyers, banks, real estate agents, and financial advisors alike.
Sascha Mermann, managing partner at VON POLL FINANCE
Rising financing costs, geopolitical uncertainties, and concerns about further interest rate hikes have recently led to faster purchasing decisions in many places. Many prospective buyers wanted to secure financing early on. At the same time, the real estate market is increasingly stabilizing. According to data from VON POLL IMMOBILIEN Research, prices for single-family and two-family homes in the first quarter of 2026 were 2.8 percent higher than the previous year’s level. For condominiums, the increase was even slightly higher at 3.3 percent.
The situation remains tense in the rental markets as well. Rents for new leases continue to rise, particularly in metropolitan areas. For many households, this is once again increasing the pressure to consider homeownership. This is precisely what is creating a new need for consulting services.
Quality of advice becomes a decisive factor
While speed and terms were often the primary focus during the low-interest-rate phase, long-term sustainability, equity ratio, and financing security are now taking center stage. Buyers are increasingly concerned with questions regarding the long-term sustainability of their financing, potential modernization costs, or the implications of future refinancing.
This is also changing the role of financial advisory services. Today, customers expect not just a comparison of interest rates, but a realistic assessment of their financial capabilities and risks. What is in demand are robust financing concepts, transparent scenarios, and advice that also takes long-term developments into account.
In addition, banks are scrutinizing applications more closely again. The BaFin recently pointed out that for approximately 14 percent of newly granted residential real estate loans, the loan amount exceeded the value of the financed property. The financial regulator views this as an increased risk and urges caution in lending. For financial advisors, this means one thing above all: not every mathematically feasible financing option is automatically economically sound.
This makes a realistic budget, sufficient financial reserves, and a careful assessment of property quality and modernization costs all the more important. Especially in a market that is becoming more active again, the quality of advice is gaining significantly in importance.
Real estate agents and financial advisors are working more closely together
Real estate agents are also benefiting from this development. While many market participants are seeing increased demand again, it is also becoming clear that not every prospective buyer is actually financially capable or ready to make a decision. Early financing checks help to set more realistic purchase price ranges, accelerate decision-making processes, and avoid canceled reservations.
The quality of pre-qualification is thus increasingly becoming a decisive factor in the sales process. The more thoroughly banks review applications, the more important it becomes to have well-prepared financing cases and reliable documentation. For buyers, this creates greater transparency; for real estate agents, greater planning certainty; and for banks, a better basis for decision-making.
This is precisely why collaboration between real estate agents and financial advisors continues to grow in importance. Those who qualify prospective buyers early on, realistically assess financing options, and transparently communicate risks not only increase the likelihood of closing a deal but also improve the quality of the submitted financing cases.
The current market phase thus opens up new opportunities for professional financing advisors. For with the return of demand comes a growing need for guidance, sound financing concepts, and close coordination between buyer, real estate agent, and bank.
The rising demand for credit is therefore a positive signal for the real estate market. However, it does not mark a return to the straightforward financing business of earlier years. Rather, a phase is beginning in which the quality of advice, reliability, and thorough preparation will be more decisive for success than mere comparisons of terms and conditions. This is precisely where a great opportunity lies for professional financing advisors and real estate agents.
Digital Financing Service from POLL IMMOBILIEN:
https://home.von-poll.com/de-de/baufinanzierung
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NOTE ON SASCHA MERMANN
Sascha Mermann is a managing partner at VON POLL FINANCE and has been supporting financing advisors, real estate brokers, and sales organizations at the intersection of real estate sales and construction financing for more than two decades.
He has a background in business administration and real estate economics and dedicated his thesis to the topic of cross-selling in real estate sales. In his professional practice, he has supported approximately 1,300 real estate financing deals and facilitated around 400 real estate transactions.
His focus is on the strategic integration of real estate brokerage and financing—with the goal of making brokerage organizations more successful, customer-oriented, and better at closing deals through professional financing processes.
SHORT PROFILE: SASCHA MERMANN
Sascha Mermann, managing partner at VON POLL FINANCE, is an expert in real estate financing, sales development, and the professional integration of brokerage and financing processes.
