In March 2026, the average rate of real estate loans was established around 3.2%according to the Crédit Logement/CSA Observatory. Many buyers are still hoping for a new relaxation before taking the plunge. But in rental real estatethe reasoning is not limited to the rate displayed by the bank. “ The higher the interest rates, the cheaper the property prices. Conversely, when rates fall, prices rise », observes Boris Laouat, property dealer and president of Terra Occitane, which has made more than 90 acquisitions of buildings and houses in Haute-Garonne. For him, waiting too long can cause you to lose more on the price of the good than what we hope to earn on the credit.
The reasoning is simple: the negotiated price today remains definitively acquired, while a borrowing rate can be renegotiated later. “ The ideal is often to buy with high rates to get a better price, then renegotiate your financing when rates drop », summarizes Boris Laouat. Same observation for Elodie Jaffré, real estate loan broker for Pretto Galaxie. “The price is final, the rate is reversible. It is much more strategic to buy a property negotiated at a lower price today, even if it means renegotiating your credit in 18 or 24 months”she explains.
Another point often underestimated: rental investmentparticularly in real regime or in LMNP, the loan interest can be deducted from taxable rental income. “The higher the rate, the greater the deductible charge, which reduces the tax payable”reminds the broker. The operation must still remain profitable after charges, property tax, rental vacancy and possible work.
When rates fall, competition returns
The real risk, according to professionals, is wanting to enter the market at the same time as everyone else. As soon as rates fall significantly, demand picks up again, buyers return en masse and negotiation margins are reduced.
“ Today, sellers know that they have fewer solvent buyers facing them. They therefore agree more easily to discuss », notes Boris Laouat. Conversely, when credit relaxes, competition strengthens and prices automatically rise.
On certain properties, the window is particularly favorable. Elodie Jaffré notably observes a return from investors on thermal strainers classified DPE F or G. “They cut prices because they include both the cost of the work and the cost of financing. The seller must absorb this reality”she emphasizes.
The financing file becomes a negotiating weapon
Negotiation is no longer based only on the displayed price, but on the solidity of the financing file presented to the seller. With the increase in loan refusals, a buyer capable of proving his financing capacity has a decisive advantage.
“Today, a buyer who arrives with a financing certificate from his broker has immense negotiating power”explains Elodie Jaffré. Faced with sellers burned by several bank refusals, the security of the transaction becomes an argument as strong as the price offered.
She cites a recent case where her clients obtained a reduction in 15,000 euros on an apartment. “We were able to prove to the seller that their financial package was secure and their contribution optimized. He preferred to lower his price rather than risk another failure with another buyer”she says.
In rental real estatewaiting for the “right time” can sometimes cost much more than buying at the wrong rate.
