In today’s real estate landscape, personalized payment policies—such as tailored payment schedules, down payment ratios, grace periods, and installment options—are becoming a strategic tool for developers. These policies aim to enhance liquidity and broaden access to housing by catering to individual buyers’ financial profiles.
Driving New Momentum in Liquidity
A recent market report by DKRA highlights that to boost liquidity and revive selective demand, many projects are adopting solutions like interest rate subsidies, principal repayment deferrals, and extended payment schedules. These measures have evolved beyond mere promotional tactics into personalized policies designed to meet buyers’ unique needs.
This approach not only improves short-term absorption rates but also helps developers mitigate liquidity risks while easing financial pressure on buyers. Market data indicates a shift toward product-based competition and innovative sales strategies. The recovery in apartment transactions across major cities like Hanoi and Ho Chi Minh City in the first nine months of the year has created opportunities for developers to experiment with new payment policies, optimizing absorption rates. This competitive environment compels developers to innovate their sales mechanisms to attract genuine buyers.
Common features of personalized payment policies include extended down payment periods (deferring initial deposits), fixed monthly installments (without bank loans), developer-backed interest subsidies, and principal repayment deferrals. Additionally, “negotiated payment” agreements allow for adjustments based on buyers’ financial profiles.
These methods are often cautiously targeted at young buyers, those with fixed incomes, or small-scale speculative investors.
“Buyers now consider payment methods as a decisive factor, on par with project location and legal status,” shared a representative from an East Ho Chi Minh City real estate brokerage.
Market research data on purchasing power, secondary market liquidity, and query-to-transaction conversion rates for the first eight months of 2025 reveals segmentation by segment and geography. This creates opportunities for targeted payment policies to leverage project advantages.
Expanding Access to Housing
Projects like Fiato Uptown in Thu Duc offer low initial payments and 0% installment plans to reduce cash barriers for first-time buyers. Conic Boulevard in Binh Chanh requires a 25% down payment, with the remaining 1% payable monthly over 36 months. Bcons supports first-time buyers by breaking payments into 3-5% installments over 24-30 months, requiring only 20% equity for sales contracts.
In the East, TT AVIO’s Orion Tower, priced from VND 33.6 million/m², features a “One-on-One Payment Negotiation” policy. Buyers pay 20% over six months, followed by 10% at contract signing, and then VND 9 million monthly until handover. This approach suits young and first-time buyers, with excess payments earning 9% annual interest for added benefits.
For bank-financed options, buyers pay 20% over nine months, with bank disbursement halting further payments for 30 months post-contract.
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A&T Saigon Riverside requires a 10% initial payment, followed by 1% monthly until handover (21% total), with bank financing available for the remainder.
Savills analysis underscores that, alongside infrastructure, financial support policies are critical for expanding housing accessibility.
However, personalized payment policies must ensure transparency in legal terms, actual financial costs, and eligibility conditions to avoid compromising buyers’ repayment capacity. Developers and distributors should tailor solutions to buyers’ affordability to minimize inventory risks, while buyers must thoroughly review terms, amounts, timelines, and grace periods.
As payment policies become pivotal, projects offering transparent, flexible negotiation approaches tend to achieve stronger market responses.
– 07:12 22/10/2025
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