The old real estate market is gradually restarting, but sellers remain cautious. In 2026, the average sales time now reached between 90 and 93 daysagainst approximately 60 days in 2021. And vigilance is understood: between buyer withdrawals and financing that does not come to fruition, a significant part of the compromises do not reach the authentic act. In this context, quickly identifying buyers capable of going all the way becomes a particularly concrete challenge.
The recovery is very real: according to Fnaim, 956,000 sales in the old were recorded over twelve rolling months at the end of January 2026, i.e. +12% over one year. But the market remains selective. Buyers negotiate more, take more time before positioning themselves and sellers seek to limit false starts. Result: a new reflex is gradually taking hold, that of requiring financial guarantees from the first stages of the project.
Fundability certificate: a filter that has become strategic
This sorting logic is now spreading throughout the real estate chain. Brokers like Pretto, Cafpi, Meilleurtaux, Empruntis or In&Fi offer financeability certificates or in-depth simulations. Several agency networks are also developing their pre-qualification tools. For their part, some banks allow buyers to obtain a first level of agreement even before signing an offer. “ Sellers quite often ask for either a simulation or a feasibility certificate. », notes Eddy Moumin, senior expert in credit and insurance at Pretto.
Pre-qualification
Among brokers, the pre-qualification goes well beyond an automatic simulation. Professional situation, seniority, income, expenses, current credits, remaining life and sometimes banking management are analyzed before any certification. “ A comfortable income alone is not enough to secure a file: a buyer who receives 5,000 euros per month but regularly finds himself overdrawn, his banking management will also be carefully examined », explains Eddy Moumin.
The framework remains strict: the HCSF maintains in 2026 the effort rate at 35% insurance included. And if the tension around credit has gradually eased, financing conditions remain closely monitored: according to the Pretto observatory in June, average rates are around 3.47% over 20 years. For a seller, the interest is immediate: to check that a professional has already studied the file. “ The document specifies that the client is financeable and we indicate that it was issued based on an in-depth study of the file. » The certificate does not, however, constitute definitive validation: it reassures, but does not replace the bank’s final decision. A high contribution does not always compensate for significant charges or a more fragile banking situation: to decide between two files, this criterion alone is no longer sufficient.
Solvency is not everything
Although hesitant profiles are not new, the rapid rise in rates has nevertheless accentuated the feeling of uncertainty surrounding a property purchase in recent years. Eddy Moumin recalls, however, that the phenomenon already existed when credits evolved between 1% and 2% : “ We also see profiles that I call “tourists”: they begin their research, make appointments, increase the number of visits, then sometimes stay for long months without taking action. »
In other words: to be fundable doesn’t always mean being ready to buy immediately. In the field, many buyers have the budget and obtain proof of concept, but are still hesitant to position themselves at the decisive moment. The energy question is a concrete illustration of this. In tense areas, DPE has become a central criterion. Between the evolution of the rules on energy-intensive housing and the adjustments to renovation aid, many buyers still struggle to precisely anticipate the overall cost of their project, which fuels uncertainty.
According to Eddy Moumin, the rise in rates has reinforced this caution without being the only explanation. Because beyond the numbers, buying also remains a question of personal projection and timing. In practice, professionals therefore recommend requesting a pre-qualification at time of offeror even from the first exchanges when a property attracts several candidates: what better way to identify buyers who are really capable and, above all, really determined to go all the way.
