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STJ",false,"https:\u002F\u002Fcdn.griinstitute.org\u002Fuploads\u002Fhubnews\u002F00_Credito_vs_Tema_996_Unsplash_Slider_2026_5_29_10_20_59_1780060859.webp","https:\u002F\u002Fcdn.griinstitute.org\u002Fuploads\u002Fhubnews\u002F00_Credito_vs_Tema_996_Unsplash_Cover_2026_5_29_10_20_59_1780060859.webp","2026-05-29T00:00:00.000Z","Unsplash","2026-06-06T00:00:00.000Z",1863,"2026-05-29T10:20:59.000Z","2026-05-29T10:31:16.000Z",[1461],{"id":1462,"newsId":1447,"languageId":25,"title":1463,"subtitle":1464,"content":1465,"summary":978,"takeaways":1466,"seoTagConversionId":8,"seoTag":8,"seoTitle":1467,"seoKeywords":1468,"seoDescription":1469,"seoAbstract":8,"seoImage":1470,"createdAt":1471,"updatedAt":1472,"language":1473},4607,"Como diferenciar o prazo de formação da demanda do prazo de entrega da obra no crédito associativo","Especialistas em direito imobiliário, Rodrigo Tambuque e Erich Zager conseguiram decisão favorável amparada na Lei de Incorporações; entenda","A aplicação indiscriminada de um precedente do Superior Tribunal de Justiça - Tema 996 - ao modelo de crédito associativo utilizado no programa Minha Casa, Minha Vida criou um risco financeiro sistêmico para incorporadoras de habitação popular. \u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nMultas compensatórias, rescisões contratuais e passivos judiciais crescentes comprometem margens já comprimidas e colocam em xeque a viabilidade de novos lançamentos. A solução passa por uma diferenciação jurídica precisa e por uma mudança estrutural na forma como os contratos são redigidos e as operações são planejadas.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nO \u003Cspan class=\"company-profile-link\" data-id=\"1\">\u003Cspan class=\"company-profile-link\" data-id=\"20971\">GRI Institute\u003C\u002Fspan>\u003C\u002Fspan> conversou com os especialistas em direito imobiliário \u003Cspan class=\"data-profile-link\" data-id=\"12416\">Rodrigo Tambuque\u003C\u002Fspan>, sócio, e Erich Zager, associado sênior de Real Estate do escritório Azevedo Sette Advogados, para destrinchar o tema. \r\n\u003Ch2>Crédito associativo\u003C\u002Fh2>\r\nO crédito associativo é a espinha dorsal do financiamento à produção no programa Minha Casa, Minha Vida. Seu funcionamento depende de uma etapa prévia indispensável: a formação de demanda. Antes que a Caixa libere os recursos para o início das obras, a incorporadora precisa reunir um número mínimo de adquirentes com crédito aprovado - geralmente, correspondente a 80% das unidades. Esse período é, portanto, uma condição estrutural do modelo, e não uma escolha da incorporadora.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nConforme explica Tambuque, o problema surge quando esse prazo de carência é interpretado pelo Judiciário como equivalente à prática abusiva de condicionar a entrega do imóvel à obtenção de financiamento individual pelo comprador. Essa prática foi expressamente vedada pelo Tema 996 do STJ, que consolidou o entendimento de que o incorporador não pode transferir ao adquirente o risco do financiamento bancário como justificativa para atrasos na entrega da unidade adquirida.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nA questão, no entanto, é mais complexa do que a aplicação linear do precedente sugere.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\n"O Tema 996 foi pensado para coibir uma prática específica: a incorporadora que já dispõe de recursos para construir, mas condiciona o prazo de entrega à liberação do financiamento individual do comprador. No crédito associativo, a lógica é inversa. Sem a formação da demanda, não há financiamento à produção. Não há obra. Não há empreendimento", explica Tambuque.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nEssa distinção, aparentemente técnica, carrega consequências financeiras de grande magnitude.\r\n\u003Ch3>O custo da confusão jurídica\u003C\u002Fh3>\r\nQuando tribunais aplicam o Tema 996 de forma automática ao crédito associativo, as incorporadoras podem ser condenadas a pagar multas compensatórias que variam entre 0,5% e 1% do valor atualizado do contrato por mês de suposto atraso. Esses valores são acrescidos de juros e correção monetária, o que significa que o passivo escala com velocidade.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nPara incorporadoras que operam no segmento de habitação popular, onde as margens de lucro são estruturalmente comprimidas, o impacto é desproporcional. Um empreendimento com centenas de unidades pode acumular um passivo judicial capaz de consumir integralmente a margem projetada (ou até ultrapassá-la).\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nO efeito cascata é previsível: incorporadoras que enfrentam esse tipo de passivo tendem a reduzir o ritmo de novos lançamentos no segmento popular, justamente o que mais demanda volume e escala para ser viável. O resultado poder ser a contração da oferta habitacional em um momento em que o MCMV opera como principal instrumento de política pública para redução do déficit habitacional brasileiro.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nPara bancos e investidores institucionais com exposição ao segmento, o risco jurídico do crédito associativo passa a integrar a análise de crédito e a precificação das operações. A incerteza jurídica eleva o custo de capital e reduz a atratividade de projetos que, do ponto de vista da demanda, continuam sendo os mais resilientes do mercado imobiliário brasileiro.\r\n\u003Ch2>A tese que diferencia o legítimo do abusivo\u003C\u002Fh2>\r\nA solução proposta por Tambuque e Zager parte de uma leitura sistemática da legislação vigente. O artigo 34 da Lei 4.591\u002F1964, a Lei de Incorporações, prevê um prazo de denúncia de 180 dias para que a incorporação seja viabilizada. Esse dispositivo oferece base legal para a utilização de um período de carência destinado à formação de demanda no crédito associativo, observadas as condições específicas de transparência e informação ao adquirente.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\n"A chave está na clareza contratual. O adquirente precisa ser informado, de forma inequívoca, sobre três elementos: o prazo de formação da demanda, o prazo de execução das obras após a formação da demanda e o direito de rescisão sem ônus caso a demanda não se forme no prazo estipulado. Quando esses três elementos estão presentes, não há abusividade. Há transparência", afirma Zager.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nA distinção jurídica é precisa: \u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\n1. No cenário vedado pelo Tema 996 do STJ, a incorporadora já possui os meios para construir e utiliza a dependência do financiamento individual como pretexto para postergar a entrega do imóvel. \u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\n2. No crédito associativo com cláusula de carência bem redigida, a incorporadora informa previamente que a obra depende de uma condição objetiva - a formação de demanda junto à Caixa - e garante ao adquirente o direito de sair do negócio sem penalidade caso essa condição não se concretize.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nA tese obteve um precedente judicial favorável no Procedimento Comum Cível Nº 4008799-47.2025.8.26.0564, em sentença do Tribunal de Justiça do Estado de São Paulo proferida em 8 de abril pela juíza Patrícia Svartman Poyares Ribeiro, reconhecendo a legalidade da prática quando os contratos foram redigidos com rigor informativo. \u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nNa argumentação da sentença, a juíza afirma: "Não há, portanto, violação ao Tema 996 do STJ, pois o prazo estava claramente definido (36 meses da formação da demanda), não se tratando de condicionamento a evento futuro e incerto. A formação da demanda é requisito prévio ao início das obras em empreendimentos enquadrados no Programa Minha Casa Minha Vida, constituindo peculiaridade própria desta modalidade de incorporação, amplamente conhecida no mercado imobiliário". \u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nEmbora um precedente isolado não constitua jurisprudência consolidada, ele sinaliza que há espaço para uma interpretação mais sofisticada do Tema 996, que preserve a proteção ao consumidor sem inviabilizar o modelo operacional que sustenta a produção de habitação popular no país.\r\n\u003Ch2>O que muda, na prática, para as incorporadoras\u003C\u002Fh2>\r\nIncorporadoras que utilizam o crédito associativo precisam revisar integralmente seus contratos de promessa de venda e compra, materiais de venda e processos de relacionamento com o cliente. A redação contratual deixa de ser uma formalidade jurídica e passa a ser um instrumento de gestão de risco.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nNa prática, isso significa que a estruturação do landbank e o planejamento de lançamentos passam a incorporar uma variável jurídica que antes poderia ser tratada como secundária. A análise de viabilidade de um empreendimento em crédito associativo precisa considerar não apenas o custo do terreno, o custo de construção e a velocidade de vendas, mas também o risco jurídico associado ao prazo de formação de demanda e a robustez das cláusulas contratuais que o regulam.\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nNeste sentido, Tambuque orienta que é importante estruturar o landbank com base em uma boa pesquisa de mercado e aderência do empreendimento, "escolhendo o momento adequado para registrar a incorporação e iniciar as etapas de formação da demanda e execução das obras".\u003Cbr \u002F>\r\n\u003Cbr \u002F>\r\nPara equipes comerciais, a mudança é igualmente relevante. "O discurso de venda precisa incorporar a explicação sobre o modelo de crédito associativo e seus prazos de forma transparente e documentada. A assimetria de informação entre incorporadora e adquirente é o principal combustível das ações judiciais", encerra Tambuque. ","\u003Cul>\r\n\t\u003Cli>A aplicação automática do Tema 996 do STJ ao crédito associativo tem gerado insegurança jurídica e criado passivos que podem inviabilizar empreendimentos de habitação popular, que já têm margens reduzidas.\u003C\u002Fli>\r\n\t\u003Cli>A tese jurídica que diferencia a carência legítima de formação de demanda (art. 34 da Lei 4.591\u002F1964) da prática abusiva vedada pelo STJ já obteve precedente judicial favorável, abrindo caminho para que incorporadoras estruturem contratos que resistam a questionamentos judiciais sem comprometer o modelo operacional do crédito associativo.\u003C\u002Fli>\r\n\t\u003Cli>A inteligência preventiva na redação contratual, na estruturação do landbank e no relacionamento com o cliente consolida-se como fator crítico de competitividade e sobrevivência operacional para as incorporadoras expostas ao segmento de habitação popular.\u003C\u002Fli>\r\n\u003C\u002Ful>\r\n","Formação da demanda vs. prazo de obra no crédito associativo","mercado imobiliário, direito imobiliário, crédito associativo, tema 996 stj","GRI Institute conversou com os especialistas Rodrigo Tambuque e Erich Zager sobre como o prazo para formação da demanda influencia a contagem do prazo de obra e da carência de 180 dias prevista para a entrega do empreendimento face ao Tema 996 do STJ","https:\u002F\u002Fcdn.griinstitute.org\u002Fuploads\u002Fhubnews\u002F00_Credito_vs_Tema_996_Unsplash_Social_2026_5_29_10_26_54_1780061214.jpg","2026-05-29T10:21:07.000Z","2026-05-29T18:20:57.000Z",{"code":18},{"id":25,"color":27,"translations":1475},[1476,1478,1480],{"title":26,"slug":30,"language":1477},{"code":13},{"title":37,"slug":38,"language":1479},{"code":18},{"title":33,"slug":34,"language":1481},{"code":23},[1483],{"id":47,"label":1297,"translations":1484},[1485,1487,1489],{"label":1297,"slug":1308,"language":1486},{"code":13},{"label":1311,"slug":1312,"language":1488},{"code":18},{"label":1315,"slug":1316,"language":1490},{"code":23},[1492],{"name":171,"enName":171,"ptName":171,"iso2":1493},"BR",[1495],{"name":1496,"slug":1497,"image":1498,"order":115},"Henrique Cisman","henrique-cisman","https:\u002F\u002Fcdn.griinstitute.org\u002Fuploads\u002Fhubnews_author\u002FHenrique_Marcal_Cisman_GRI_Institute_Profile_PIC_2025_11_04_11_31_12_1762266672.jpg",{"pt-BR":1500},"\u002Fmercado-imobiliario\u002Fcomo-diferenciar-o-credito-associativo-do-tema-996-do-stj",[1502,1503,1504,1505,1506,1507],"Infra Brazil","Infra Latam","Real Estate Brazil","Real Estate Europe","Real Estate India","Real Estate Latam"]