As we move through February, the housing market across Stirling, Clackmannanshire and Falkirk is presenting buyers and movers with a very specific challenge - and opportunity.
While demand for property remains strong, the number of homes coming to market has not kept pace. This imbalance between supply and demand is shaping buyer behaviour, influencing pricing, and making mortgage preparation more important than ever.
At Calluna Financial, we’re seeing first-hand how this market rewards buyers who are well prepared, well advised, and able to act decisively when the right property appears.
Whether you’re a first-time buyer, home mover, or someone planning a purchase later this year, understanding how the current market interacts with mortgage lending can make a significant difference to your outcome.
A Market Defined by Limited Supply
Across central Scotland, housing supply remains constrained. Fewer properties are coming to market, yet buyer demand - particularly in desirable, well-connected areas - continues to be strong.
This shortage has created a bottleneck:
- Buyers are competing for fewer properties
- Well-presented homes are attracting significant interest
- Many properties are selling quickly, often for over asking price
From a mortgage perspective, this has very real implications. In a competitive environment, sellers tend to favour buyers who:
- Are fully mortgage-approved
- Have clear funding in place
- Can demonstrate affordability and readiness
In short, being “almost ready” is no longer enough.
Buyer Demand Hasn’t Gone Away - It’s Become More Focused
Despite economic headlines over the past year, buyer demand has remained resilient. What has changed is how buyers approach the market.
We’re seeing buyers who are:
- More decisive once they find the right property
- Willing to offer competitively on homes that meet their needs
- Less patient with uncertainty or delays
This is particularly true for modern, well-maintained, move-in-ready homes, which continue to attract the strongest demand.
From a lending perspective, this means buyers often need:
- A clear understanding of their borrowing limits
- Confidence around monthly repayments
- Clarity on how far they can stretch - and when they shouldn’t
Having this clarity before viewing properties is now essential.
Over-Asking Prices and Mortgage Planning
One of the defining features of the current market is that many properties are achieving prices above their asking level.
While this is positive news for sellers, it introduces complexity for buyers and their mortgages.
Key considerations include:
- Mortgage valuations may come in at or below Home Report value
- Buyers may need additional funds to cover any shortfall
- Lenders assess affordability based on the purchase price, not emotional value
This is where early mortgage advice becomes critical.
At Calluna Financial, we help buyers:
- Understand how over-asking offers affect deposit requirements
- Plan for potential valuation gaps
- Structure their finances realistically in a competitive bidding environment
The strongest buyers are those who know their limits before the pressure is on.
The £250,000 Threshold and Buyer Psychology
Another major factor shaping buyer behaviour is the £250,000 LBTT threshold.
Below £250,000: Speed and Competition
Properties below this level tend to:
- Sell quickly
- Attract multiple interested buyers
- Encourage competitive offers
Because LBTT costs are lower, buyers often feel more comfortable increasing their offer - sometimes beyond their original expectations.
Mortgage-wise, this requires:
- Fast access to decision-in-principle approvals
- Confidence that the lender will support the purchase
- Clear understanding of total costs (deposit, LBTT, fees)
Above £250,000: More Considered Decisions
Above £250,000, buyer behaviour becomes more measured. Higher LBTT costs mean:
- Buyers scrutinise value more closely
- Affordability assessments become more detailed
- Monthly repayment comfort is carefully tested
These buyers still move forward - but they want certainty.
Good mortgage advice helps ensure:
- The purchase remains affordable long-term
- The buyer isn’t stretching beyond comfort for the sake of competition
- The chosen mortgage product aligns with future plans
Why Mortgage Readiness Matters More Than Ever
In a slower market, buyers can afford to take their time. In today’s market, prepared buyers win.
Mortgage readiness now means:
- A full decision in principle, not a quick online estimate
- Documentation reviewed and verified
- Credit position understood and optimised
- Deposit funds clearly identified
Sellers and estate agents increasingly look for reassurance that a buyer’s finances are solid. A well-advised buyer with a strong mortgage position is often seen as lower risk - even if their offer isn’t the very highest.
This can make the difference between securing a property or missing out.
Interest Rates, Stability and Confidence
While interest rates remain a topic of conversation, the reality is that stability has returned to the mortgage market.
Lenders are:
- Actively competing for business
- Offering a wide range of fixed and variable products
- Taking a more predictable approach to affordability assessments
For buyers, this creates an environment where:
- Monthly costs can be planned with confidence
- Long-term budgeting is clearer
- Product choice can be aligned with lifestyle, not just rate chasing
At Calluna Financial, our role is to cut through the noise and help clients choose mortgages that are appropriate, sustainable and future-proof, not just headline-grabbing.
First-Time Buyers: Opportunity With the Right Support
First-time buyers continue to play a major role in the current market, particularly under £250,000.
However, competition can be intimidating without guidance.
We regularly help first-time buyers:
- Understand realistic price ranges
- Prepare for competitive offers
- Navigate lender criteria and incentives
- Budget accurately for all associated costs
In a supply-constrained market, first-time buyers who are properly advised are far more confident - and far more successful.
Home Movers: Timing and Strategy Matter
For existing homeowners looking to move, the current market offers both opportunity and complexity.
Strong selling conditions can support a higher sale price - but buyers must also plan carefully on the purchase side.
Mortgage planning here often includes:
- Porting existing mortgages where appropriate
- Assessing early repayment charges
- Managing overlapping transactions
- Structuring borrowing efficiently
Good advice ensures that gains on the sale aren’t lost through poor mortgage decisions on the purchase.
Why February Is a Key Moment for Buyers
February is often underestimated, but from a mortgage perspective, it’s a critical time.
- Buyer demand is already active
- Competition is present, but stock is still limited
- Spring momentum is building
- Early preparation gives buyers a strategic advantage
Those who wait until spring to “start thinking” often find themselves reacting rather than planning.
Mortgage preparation now allows buyers to move quickly and confidently when the right property appears.
Calluna Financial’s Approach
At Calluna Financial, we believe mortgage advice should be:
- Personal
- Clear
- Strategic
We don’t just tell clients how much they can borrow - we help them understand how much they should borrow, based on their life, goals and comfort.
In today’s market, that approach matters more than ever.
Opportunity Favours the Prepared
The February property market is defined by scarcity, competition and momentum.
For buyers, this doesn’t mean sitting on the sidelines - it means getting prepared.
With the right mortgage advice, buyers can:
- Act decisively
- Compete confidently
- Avoid unnecessary risk
- Secure the right home at the right time
If you’re considering buying or moving this year, now is the time to get your mortgage position clear. The market is moving - and those who are ready will be best placed to benefit.
