Cautious sentiment and an inevitable filtering process

According to Mai Thanh Thao, associate director of valuation - banking & corporate services at Savills Vietnam, the market’s first reaction when rates enter this zone is always to delay decisions and reassess debt-servicing capacity.

Behind this slowdown, she noted, lies a necessary cleansing process.

She cited that a similar situation occurred in 2011-2012, when interest rates climbed to 18-22%. The real estate market entered a severe downturn but did not completely freeze. After that restructuring cycle, from 2014 onward, the market recovered in a healthier manner and entered a multi-year growth phase.

Notably, genuine housing demand has never disappeared. Housing remains an essential need. What changes is not the nature of demand, but the selection criteria, which become more practical and disciplined, she argued.

Speculative products that do not generate cash flow face the greatest pressure in a high-interest-rate environment, Thao noted.

Pressure on speculation, clearer segmentation across property types

According to Thao, end-users will scrutinize repayment capacity more carefully, prioritizing products aligned with their income rather than chasing “hot” locations or premium amenities. As a result, the market shifts from a “buy first, calculate later” mindset to a “calculate thoroughly before buying” approach.

From a financial perspective, expert Dr. Nguyen Tri Hieu noted that high interest rates not only affect borrowing decisions but also directly impact expectations of asset price appreciation.

“When the cost of capital approaches or exceeds expected returns, investors are forced to change their strategies. High financial leverage is no longer an advantage - it becomes a risk,” he emphasized.

Transaction data over many years show that liquidity does not decline uniformly but instead becomes clearly segmented. Segments heavily dependent on price appreciation expectations such as land plots in remote areas, projects with incomplete legal status, high-end products far exceeding real demand, or purely speculative assets that generate no cash flow face the greatest pressure.

In contrast, segments tied to genuine usage demand or capable of generating stable cash flow tend to maintain better liquidity.

A representative of the Ho Chi Minh City Real Estate Association (HoREA) said the market is entering a “repricing” phase. The era of price expectations driven by rumors or future infrastructure promises will gradually narrow. Investors will pay closer attention to legal transparency, income-generating potential, and intrinsic asset value.

The director of a housing developer in HCMC also shared that buyers are now particularly concerned about floating interest rates, preferential periods, and scenarios of rate hikes after two to three years. Purchase decisions are no longer driven by herd mentality but by financial risk tolerance.

Segments likely to withstand pressure

In a high-rate environment, Thao suggested investors prioritize three criteria: real demand, clear legal status, and cash flow generation. At the same time, profit expectations must become more realistic, requiring higher equity capital and a longer-term vision.

Apartments serving genuine housing needs typically recover first after each correction cycle. Amid ongoing urbanization in major cities such as Ho Chi Minh City and Hanoi, housing demand remains present and relatively stable.

Some developers reported that reasonably priced apartments with practical layouts, on-time delivery, and immediate occupancy continue to record positive absorption rates, albeit at a slower pace than during low-interest-rate periods.

Next are properties that can generate immediate income. Completed assets in established residential areas that can be rented out right away help reduce legal and construction risks. When cash flow is secured, loan pressure is partially offset.

In addition, industrial real estate and income-generating assets deserve attention. Industrial parks and logistics properties linked to FDI inflows are considered relatively defensive. Stable income-producing assets such as mid-sized offices, boarding houses, and serviced apartments in areas with strong rental demand remain attractive to long-term investors.

Developers forced to pivot

Rising interest rates not only pressure buyers but also directly impact project developers. Higher capital costs make cash flow management more sensitive than ever.

An executive from a southern real estate company said businesses are restructuring their product portfolios, prioritizing affordable apartment lines instead of focusing on high-end segments as before.

Many developers are partnering with banks to offer longer interest support packages, extended grace periods for principal repayment, or staggered payment schedules to ease buyer pressure. However, analysts warn that financial incentives are only short-term solutions. In the long run, selling prices must reflect the market’s actual purchasing power.

More broadly, rising interest rates can be seen as a natural “filter.” The era of cheap money fueled rapid growth but also encouraged speculation, price inflation, and excessive leverage. When capital becomes more expensive, the market is forced to reduce short-term speculation, enhance legal transparency, focus on products serving genuine demand, and strengthen financial risk management.

The market will therefore no longer favor those who simply “hold assets and wait for prices to rise,” but will require analysis of cash flow and real utility efficiency. Investors lacking substantial equity tend to exit, making way for those with longer-term visions and more sustainable financial structures.

From a macro perspective, interest rate management must balance inflation control with growth support. Credit policies may prioritize funding for social housing and reasonably priced commercial housing.

Accelerating legal reforms and shortening project approval timelines are also indirect solutions to reduce costs and, consequently, ease price pressures for both developers and buyers.

Rising interest rates undoubtedly create short-term pressure on the real estate market. Liquidity slows, sentiment turns cautious, and financial leverage no longer drives growth as it once did.

However, viewed through a cyclical lens, this phase also marks a return to core values with financial discipline, legal transparency, and genuine demand becoming the foundation for a more sustainable development cycle.