Back in 2021 — right at the peak of the real estate market — I arranged the land servicing financing for a new single-family home development.
The demand was wild.
Builders were tripping over each other to buy lots — even though the pricing was aggressive, the deals were cash-only, and the terms heavily favoured the developer.
Didn’t matter. They couldn’t move fast enough.
Fast forward to today: those exact same lots could hit the market at half the price, with flexible financing and more favourable terms.
And yet… I’m not convinced many builders would bite.
Do I think those lots are worth it at a 50% discount?
Absolutely.
But here’s the interesting part — even a great deal is hard to act on when confidence disappears from the market.
That hesitation isn’t always about numbers.
It’s about sentiment.
Momentum.
And the very human instinct to wait for certainty — even when the fundamentals are staring us in the face.
If you’ve been paying attention, you’ve probably felt it: there’s a pause in the air right now.
Buyers are waiting.
Sellers are holding.
Lenders are tightening.
Even some investors are freezing.
It’s like everyone’s circling the dance floor — but nobody wants to be the first to move.
And I get it.
Rates are high.
Prices are sticky.
And the headlines make it feel like something big is around the corner.
Waiting feels safe. It feels smart. It feels… patient.
But here’s the thing:
When everyone waits — the opportunity goes to the few who act.
And in real estate, timing doesn’t usually look like a lightbulb moment.
It looks like small windows opening before most people notice.
This isn’t a call to jump in recklessly.
It’s a reminder that markets don’t reward indecision. They reward preparation, creativity, and conviction.
Because the best moves aren’t always about perfect timing — they’re about being ready when others aren’t.
And the people who are ready?
They usually didn’t just wake up and get lucky.
They were learning.
Planning.
Positioning.
They were doing the work while others were on pause.
The people who win in this kind of market?
They’re not gambling.
They’re:
- Building relationships with brokers and agents
- Talking to their lender about options
- Looking at off-market deals or creative partnerships
- Running the numbers on what could work — not just what’s ideal
They’re making educated, thoughtful bets while prices are flat and competition is quiet.
Because when activity returns — and it will — the noise will drown out the clarity.
In a market like this, inaction is the default.
But opportunity doesn’t go away. It just gets quieter.
If you’re waiting for a perfect market to reappear… you might be waiting a long time.
And when the momentum does return, you’ll be one of hundreds trying to jump in at the same time.
That’s when the competition gets fierce.
That’s when prices move quickly.
That’s when financing gets harder to secure.
So the question isn’t just: Should I act now?
It’s:
Will I be ready when the window opens?
Because by then, it may be too late to prepare.
P.S. You don’t need to “go big” to get moving. Sometimes the best next move is simply reaching out, asking questions, or starting to plan. Let me know if I can help with that.
