Once we settle for the new fiscal year, we should decorate ourselves for stability within the new construction market, not a substantial surge in activity.
While fewer units are expected, the competition between developers is heated more than ever, and we need to shift our focus to how brokers maximize opportunities with future customers.
Usually, a mortgage broker converts one into four new constructions, leading to bookings, but what about the other three? By putting these customers on one side, we are missing out on the opportunity for an additional lead generation. And it's this pipeline that we need to make the most of. 
It is essential to develop future customers
By digging into these clients' initial enquiries a little more, they can reveal their specific challenges and aspirations, and provide tailored solutions that will help turn the landlord's dreams into reality.
The reason for optimism
Based on data from the state of Greniggan, the latest housing pipeline report from the Federation of Home Builders shows that 2024 marks the lowest level of new home approvals in a decade, so the need to lead more buyers into the new construction market is against the backdrop of concern.
Additionally, the existing Section 106 agreement will leave 17,000 affordable homes stagnant, further affecting the pace of new construction, the Federation of Home Builders found.
It's up to us to inspire developers and lenders to innovate
Now, with several lenders that allow customers to borrow more than 4.5 times the standard income, all eyes continue to lie in the high LTV landscape. I wait breathlessly this summer to see what comes from the Financial Conduct Bureau reviews.
Despite these numbers, there is a sense of optimism supported by an increase in lender collaboration. We have finally witnessed a real shift as lenders offer more innovative products (such as low deposit solutions) and more flexible standards, consider additional revenue streams, and overlook minor credit issues in simple cases.
Important demographics
Future first-time buyers of the current generation remain an important demographic for us to take advantage of, and more tenants are expressing their desire to buy than ever before.
In fact, a third (33%) of first-time buyers think it's a good time to buy almost twice the number of properties they were a year ago, according to the survey.
Stay proactive and turn more prospects into leads
However, about two-thirds of aspiring buyers consider the biggest barrier to homeownership as affordable prices for monthly mortgage repayments and deposit construction. So the value of new construction brokers will appear on their own, exposing the myths around homeownership and enhancing more buyers into real estate ladders.
Many hats
New build brokers wear many hats and act as intermediaries between customers and developers.
We position ourselves as problem solvers, identify the right financial channels to ensure the right transactions that suit our clients' situation, and navigate the complexities of financial driving purchasing. Incentives are key to this, and it's up to us to inspire developers and lenders to innovate, giving our customers more options than ever before.
Despite the numbers, there is a sense of optimism promoted by an increase in lender collaboration
With this in mind, more developers and lenders need to be encouraged to engage in the latest market innovations supporting ambitious first-time buyers as recent products are specialized for their needs and issue-specific launches have seen considerable intake.
This must be the year of buyer education. We ensure that everyone is aware of the scope of evolving solutions and the frequently significant changes in criteria that are key to the transition from rental to homeowner. Cultivating future customers is absolutely essential to achieving this, with the understanding that every customer you encounter has the same ultimate goal.
We need to change our focus to how brokers maximize opportunities with prospects
It is essential to foster ongoing relationships with prospects who are not ready to move forward on your homeviewing journey. Continuous communication helps you shift your mindset and realize that you can become a homeowner faster than you think.
By actively and continuously providing them, providing relevant solutions tailored to your specific needs, we can turn more future customers into leads and lead more people into new construction markets.
Felicity Burnett is the lender management manager of the Mortgage Advice Bureau
This article was featured in the May 2025 Mortgage Strategy Edition.
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