An Interview With Jonas Kastl from KENSINGTON
A Life Dedicated To Real Estate: From Intern to Managing Director
In the latest episode of the Urbyo Insider Podcast, guest Jonas Kastl, Managing Director of the KENSINGTON offices in Hamburg, Bremen, and Lüneburg, shares his story. Jonas is one of the defining figures in northern Germany’s real estate scene. His journey began unusually early: at just 14 years old, he completed a school internship with a property developer – and instantly knew he wanted to stay in the world of real estate.
Today, together with his business partner, he manages several locations and stands for a company culture built on fun, passion, and trust – three values that are not just his work philosophy, but his formula for success.
“People will always need a place to live” – The Fascination of Real Estate
For Jonas, real estate is more than just property – it’s about stories. Whether an investment, a family home, or a city villa, it’s always about bringing the right people together with the right property. And that, he says, is the greatest motivation behind his work.
First Deals, First Setbacks – and the Virtues of a Hanseatic Merchant
Jonas will never forget his first sale: a small two-room apartment in Hamburg.
“It wasn’t a big deal, but that first notary appointment was unforgettable – no one can take that away from you,” he recalls.
Less pleasant, however, are experiences with a lack of reliability in today’s market.
“Back then, a handshake was enough. Today, even a signed contract isn’t always certain.”
For him, honesty, loyalty, and the classic handshake mentality are what count – values he consciously brings into his daily business.
Entrepreneurship as Risk and Opportunity
One of Jonas’s greatest achievements, he says, was the decision to go independent.
“Entrepreneurship always involves risk. But if you’re willing to make sacrifices and bring passion to the table, you’ll be rewarded.”
He describes self-employment as a path that requires discipline – especially when others are clocking off for the day. Yet for him, work is not a burden but a source of fulfillment:
“When you do what you love, it doesn’t feel like work.”
Hamburg and Bremen – Two Markets, Two Worlds
As Managing Director in two metropolitan regions, Jonas knows the contrasts well:
Hamburg: High demand, premium locations around the Alster, strong purchasing power.
Bremen: More affordable entry prices, solid returns, and strong momentum in new developments like the Tabakquartier.
Both markets are healthy – the key, he says, is pricing:
“The market always tells us the true value in the end.”
Success Through Quality and Presentation
For Jonas, professional marketing isn’t optional – it’s essential. Every property is presented with high-quality photos, detailed exposés, and targeted marketing. On average, Kensington invests over €2,000 per property in the sales process.
This attention to detail pays off: one example saw a property that sat unsold for months in private listings sell within six weeks after professional presentation – at the same price.
Networks and Trust – The Foundation for Sustainable Success
For Jonas, one thing is clear: without trust, there is no business.
He doesn’t follow a script – trust is built through authenticity:
“I tell people exactly what I think. Even if that means their property isn’t worth one euro, but eighty cents.”
That honesty builds loyalty. Many of his clients stay with him for years – proof that in real estate, people matter more than any sales strategy.
Financing: From Partner to Problem?
A topic currently on Jonas’s mind is financing. Working with banks, he says, has become significantly more difficult:
“In the past, banks and agents were partners. Today, it often feels like we’re working against each other.”
Still, he praises reliable partners – such as the financing experts at Urbyo and the in-house team at Kensington Financial Services – who help clients reach their goals faster despite bureaucracy and long processing times.
His wish? Less paperwork, more pragmatism.
“If a house has been standing for 60 years, we don’t need to debate the building permit.”
Digitalization: Yes, But With Balance
At Kensington, digital tools are already part of everyday business. The switch from Onoffice to PropSec has brought more efficiency, clearer structures, and better data insights.
Still, Jonas urges balance:
“Digitalization mustn’t replace the human factor. A virtual tour can’t replace a real conversation.”
He supports smart digital tools – for example, AI text assistance or virtual home staging – but rejects fully automated customer processes.
Sustainability and ESG – Between Vision and Reality
Sustainability has also reached the real estate industry, though often with uncertainty. Many owners are confused by constantly changing regulations. Jonas calls for more nuance:
“A house can be perfectly renovated and still get a poor energy rating – just because the heating system is old.”
ESG is important, he says, but it needs to be more practical and fair in its assessment.
A Look Ahead: Humanity as the Key to Success
How does Jonas Kastl see the future of the industry? He expects major changes driven by tighter regulations, ESG requirements, and technological innovation – but also a return to personal consultation.
“Our mission is to make real estate brokerage more human and more reliable.”
He and his team aim to show that trust, transparency, and honest guidance make the real difference – far beyond the notary appointment.
Influences, Books, and Lessons
Jonas draws inspiration from mentors and books like Rich Dad, Poor Dad and Über das Beste Freunde. But his greatest influence, he says, is his mother, who raised him alone:
“She gave me the values that still carry me today.”
A Mindset That Lasts
Jonas Kastl stands for values that have become rare in real estate: reliability, authenticity, and genuine craftsmanship.
Amid digitalization, ESG, and market pressure, he reminds us that real estate will always be about people and relationships.
Or, as he puts it:
“There’s no script for trust.”
