A few years ago, buying into a new development was a race. People lined up overnight, units sold out in minutes and many buyers felt lucky just to get in. But times have changed. The market has slowed, buyers are more cautious and developers are working harder to win trust.

If you’re looking to buy into a new development project today, this shift is actually a good thing. More time, more options and more power to make the right decision – not just a fast one.

If you are selling a new development home in the current market, you need to be listening, connecting and understanding what the buyers actually care about.

Lifestyle, not just the layout

In the past, a lot of decisions were based on price-per-square-foot, but that number doesn’t tell the whole story. Today’s best homes are “smart-sized,” meaning they’re designed around real daily life, not just measurements. A smartly laid-out 600-sq.-ft. unit can feel better than a 700-sq.-ft. one with poor flow.

“We need to stop treating homes like paper,” says Winson Chan, vice-president of sales development at Tridel. “It’s time to get back to the fundamentals of selling a home and it starts by listening and telling a more vivid story. We need to focus on delivering ‘homes.’ Livable spaces that fit people’s lifestyles and offer a level of customization that allows them to make it feel personal.”

Long-term value, not short-term gains

Gone are the days when people bought a new development home off a brochure just as an investment. That means they are thinking about things such as proximity to transit, the quality of construction, surrounding community and how the space will serve them over time.

Jean Openshaw, vice-president of sales at Bosa Properties, points out that they deeply consider customer needs when designing homes. “To support evolving lifestyles, we integrate living spaces with thoughtful amenities that foster connection and wellness, like co-working spaces, fitness centres and rooftop gardens, in vibrant neighbourhoods near transit, parks and retail.”

Projects that put people first

Whether you’re selling or buying, the most successful projects are the ones built around people. Flashy marketing and high-end amenities don’t mean much if they don’t align to what buyers actually need.

Kayleigh Johnson, director of marketing at Peterson, explains it clearly: “You can’t rely on just a good-looking brand anymore. You have to truly understand your audience – what they need and what they aspire to. The magic happens when that insight drives everything from product to messaging.”

Reputation matters

Trust is everything when it comes to buying pre-construction. You’re buying something that doesn’t exist yet, which makes the track record of the developer incredibly important. How many homes have they delivered? Are they known for finishing on time? What do past buyers say?

Developers such as Tridel and Bosa Properties have built strong reputations for delivering what they promise. And in this market, that kind of track record matters more than ever.

Sales teams today need to take a more consultative approach. There is a lot of product choice out there, so hosting information sessions to answer the important questions such as timelines, deposit structure and everything in between, is key.

The bottom line? The market may have changed, but it has presented an opportunity to get back to the basics and the fundamentals of selling a home.