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Ultra-Luxury Homebuyers in India Make Swift Decisions as Market Dynamics Shift

In India’s booming real estate market, buyers of ultra-luxury homes priced at ₹3 crore and above are now the quickest decision-makers, with an average lead-to-buy time of just 15 days in H1 FY 2025. This is a remarkable reduction from the previous fiscal year, where the decision-making process for this segment took 22 days on average. In comparison, those purchasing homes in the ₹50 lakh to ₹1 crore range are taking around 30 days to finalize their purchase, reflecting a more cautious approach.

Ultra-Luxury Homebuyers in India Make Quicker Decisions
Ultra-Luxury Homebuyers in India Make Quicker Decisions

Anarock’s recent report shows that the overall lead-to-buy time in India has decreased to 26 days in the first half of FY 2025, down from 33 days in FY 2021. This acceleration is attributed to strong demand, heightened buyer confidence, and an influx of branded developer supply, enabling faster decision-making across the board.

Why Ultra-Luxury Buyers Act Faster According to Anuj Puri, Chairman of Anarock Group, ultra-luxury homebuyers are financially prepared to make swift decisions. With high demand for premium properties and desirable listings often selling quickly, these buyers are motivated to act fast. The segment, comprising 10-11% of the residential market, benefits from fewer financial constraints, allowing for quicker purchases compared to buyers in other categories.

Conversion Times Vary by Price Segment The report further breaks down conversion times across different budget categories:

  • Ultra-Luxury Homes (₹3 crore and above): The lead-to-buy time is the shortest, at 15 days in H1 FY 2025, compared to 22 days in FY 2024.
  • High-Mid Range Homes (₹1 crore to ₹3 crore): These buyers took an average of 27 days to complete a purchase, with the ₹2 crore to ₹3 crore range showing slightly faster conversions.
  • Affordable Homes (₹50 lakh to ₹1 crore): The longest decision time, averaging around 30 days, reflecting more careful deliberation in this segment.

This trend is partly due to the rising property prices across cities, which may lead buyers in the more affordable segments to take longer to make final decisions.

Demand Surge and Confidence in Developers The surge in new projects from established developers has further fueled this trend. As branded properties gain prominence, buyers feel more confident in making quicker decisions. This shift contrasts with FY 2021, when the market was more cautious and decision times were significantly longer.

However, Puri suggests that further reductions in decision times are unlikely, given the high stakes involved in property investments. While ultra-luxury buyers can act quickly, those in the affordable and mid-range segments, who represent the majority of the market, are likely to continue with more measured approaches.

In summary, India’s real estate market is seeing faster decision-making, particularly among high-end buyers with the financial flexibility to move swiftly. However, the overall landscape remains a mix of both quick and deliberate decisions, with different buyer segments responding to market conditions in diverse ways.

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