Selling a House in Winter: Pros, Cons, & Tips for Success

Do houses sell in winter? 

It turns out that hundreds of thousands of homes do sell, every single winter. But winter is definitely the “off season” in the real estate industry, so you need to tweak your strategy if you want to sell quickly and for a reasonable price. 

Sure, fewer buyers shop for homes during the winter. And fewer homeowners list their homes for sale as well, so you face less competition. 

As you consider selling a house in winter, keep the following advantages, disadvantages, and pro tips in mind. 

Upsides of Selling a House in Winter

If listing a home for sale in the winter months never worked, no sellers would do it. Winter home sellers enjoy these advantages during the colder months.

Less Competition

Inventory of home listings can drop by 30% in the “slow season,” according to Coldwell Banker. The broker goes on to note that each individual listing sees 12% more online views, compared to similar listings in the spring rush season. 

Are there fewer buyers? Sure. But there are also fewer sellers listing their homes for sale. That can translate to better quality buyer leads and showings. 

Motivated Buyers

The buyers who do shop for a home during the winter months tend to be more serious. They aren’t kicking tires or wandering around in the cold for the fun of it — they want a home, and they want it pronto. 

Perhaps they have a lease term that’s expiring, or they need to move for work. Or maybe they have a new baby on the way, or want to buy before the end of the year for tax reasons. Whatever the reason, winter buyers brave the snow and freezing rain because they mean business. 

More Attentive Realtors

Real estate agents have fewer listings to juggle in the leaner winter months. They’ll give you and your home their undivided attention, and make you a priority. 

That can mean more attentive staging, or more open houses, or simply more emphasis in their marketing efforts. You get their best efforts, because they aren’t scrambling to service too many clients all at once.

More Paid Time Off Among Buyers

Between the holidays, Martin Luther King Day, and President’s Day, buyers have some built-in time off of work during the slow winter months. That leaves them time to shop and tour homes for sale. 

Downsides to Selling a Home in Winter

Of course, there are plenty of cons to selling a house in winter as well. 

Watch out for these pitfalls as you explore listing and selling your home in the off-season. 

Fewer Home Buyers

As touched on above, there’s not just less supply of homes for sale during the winter, but also less demand among buyers. 

Most people would rather sit around the fireplace sipping hot chocolate or egg nog during the cold months, rather than traipsing around snowy backyards or chilly vacant homes. 

In fact, the average number of daily home closings jumps 89.5% between its January low (9,630) and the June high (18,250), according to the National Association of Realtors. That’s a huge gap in transaction volume. 

Lower Average Sales Prices

A study of 12 years of housing data by Attom Data Solutions found that homes do sell at a premium in spring. They found a 10% increase over market prices during peak season. 

Winter home sellers can’t expect the same bidding wars or other frantic buyer activity to drive up home prices. Many sellers are just happy to see some showings and field the occasional offer. 

Speaking of offers, many savvy buyers and their agents try making lowball offers in the winter. They know some sellers are desperate, and lowball offers can help suss out those motivated sellers. 

Longer Average Days on Market

Indeed, the NAR report found that the homes sat on the market 67.7% longer in January than in June. January home listings sat for a median length of 52 days on the market, compared to a single month (31 days) in late spring. 

That weaker demand leaves many homes simply sitting around collecting dust rather than showings. 

Poor Curb Appeal

Few, if any, homes look their best in the bleak winter months. 

Dead gardens, brown grass, leftover leaves and branches from autumn, short daylight hours — these all conspire to make homes look drab. And homeowners have few options at their disposal to brighten the landscaping and curb appeal. 

More Obvious Home Flaws

Selling houses in winter can highlight some of their weaknesses rather than their strengths. 

For example, drafty rooms (or entire houses) become obvious when a cold wind howls outside. Uneven heating and cooling can leave some rooms chilly while others swelter. Dark rooms become even drearier when the sun goes down at 4:30 in the afternoon. 

You can’t open the windows to let fresh air in, so any odors or mustiness get highlighted as well. 

Homes just don’t show at their best in the dank winter months. 

Delayed Financing

Especially around the holidays, banks and mortgage lenders spend plenty of weekdays closed. Key personnel such as loan officers, processors, underwriters, and signoff managers end up traveling around the holidays as well, even when the bank is technically open. 

That can lead to buyer financing delays, even when you do (eventually) sign a sales contract. 

Inconvenient Showings

If you continue living in the property, it’s just less convenient to leave and give prospective buyers space for showings during the cold winter months. 

Between snow, rain, ice, and simple cold temperatures, you probably don’t want to go for a stroll around the neighborhood. You have to find somewhere indoors to go, and it just makes for harder showings all around. 

Tips for Selling a House in Winter

With all those downsides, you might second-guess selling a house in winter. Still, plenty of people do sell houses in winter every year — you just have to adjust your sales strategy. 

Try these tips to beat the average days on market in the winter time, and sell for top dollar despite the off-season. 

Hire Your Realtor Carefully

Yes, you’ll get more of your real estate agent’s attention during the winter months — so make it count. 

Hire the top agent in your submarket, not a part-timer who occasionally sells a house in between picking up kids from soccer practice. You want an agent who can put all of their considerable skill to work selling your home while they have plenty of time on their hands to do it. 

Crank Up the Cozy Vibes

Set your thermostat to the right temperature for showings, typically around 65 degrees Fahrenheit. 

Remember, your prospects will be dressed for the outdoor cold, and probably won’t take off their outerwear. The house shouldn’t be stifling, but rather a comfortable temperature for walking around for a few minutes with an unzipped jacket. 

Consider lighting one, maybe even two candles to add a warm feeling. But don’t overdo it, and don’t leave your prospects wondering if you’re trying to cover up a bad odor with scented candles. 

If you have a smart thermostat, you can always lower the temperature after the showing. And if you really want to go the distance, you can burn a log in the fireplace during open houses or showings. 

Make It Easy for Prospects to Remove Shoes

It’s hard enough to keep your house clean for showings, without endless mud from shoes and boots tracking through the house. 

Set up a bench and shoe mat or shoe rack by the entrance. Instruct all real estate agents to have prospects take off their shoes upon entering — it’ll make your life easier and help the house show better. 

Hire a Professional Real Estate Photographer

It’s even harder to capture your home well in photos in the weak winter sunlight and terrible curb appeal of the colder months. 

Hire a professional real estate photographer who can put your home’s best foot forward in the online listing.

Invest Extra in the Listing

In winter, prospects do more scrolling and less walking, only leaving the comfort of home for the most promising listings. 

Beyond outstanding photographs, consider extras like virtual and 3D tours, drone videos, floor plans, and perfectly pitched descriptions. You can even consider virtual staging, digitally inserting tasteful furniture and decor in your photos. 

Keep the Lights Bright

When the sun goes down so early, you want your house to feel bright and welcoming, not gloomy. 

Turn on both exterior and interior lights before a showing to make it easy for prospective buyers to find and see your home. Consider adding a few exterior spotlights as well, if your real estate agent recommends it. 

Keep the Decorations Simple

Selling a house in December can be easier with some tasteful holiday decorations. Just don’t go overboard on the holiday decorations or other seasonal decor. 

Think “accent,” not “centerpiece.” No matter how festive you normally love to get, this year is different. You’re trying to sell your most valuable asset. 

Feel free to put up a tree and hang a wreath and a few lights, but leave the inflatable reindeer and lawn ornaments packed away in the basement. And as soon as the season ends, remove the decorations. 

Consider a Few Indoor Plants

Indoor plants can add a summery vibe to the interior of your home, and keep the air fresh even with the windows closed. 

But like every other tip on this list, use restraint. Large plants can crowd rooms and make them feel smaller. 

Boost the Natural Light

First, make sure all window coverings are open before all showings and open houses. Winters are dark and dreary enough without blocking what sunlight you can get. 

Speaking of sunlight, aim to schedule showings before 4:00 in the afternoon. You want your prospects to see your home in its best light — which means daylight. 

Finally, clean all your windows to make sure the maximum sunlight reaches the inside of your home. 

Remove Snow Promptly

Selling a house in winter can leave you contending with snow and ice. Make sure you keep the driveway and all walkways clear of both, along with the patio or deck. 

If you aren’t living at the property, it’s especially easy to forget to clean out the snow and ice after every storm. Don’t lose buyers because they can’t see the property properly. 

Frequently Asked Questions About Selling Houses in Winter

Sellers often ask the following questions about selling a house in December or other winter months. 

Is it a good idea to sell your house in the winter?

If selling a house in winter makes more sense for your finances and lifestyle, then go for it. It comes with some disadvantages, as outlined above, but many hundreds of thousands of sellers do it every year. 

Is December a good time to sell a house?

As a general rule, December, January, and February are more difficult months to sell a home. Homes sit on the market for longer on average, and don’t sell for the same premium that they do in the spring months. If it’s just as easy to wait until March to sell your home, do that. 

Do houses sell in the winter?

They do. The NAR report above notes that an average of 11,380 existing homes sell every day in the winter months. 

Should I wait until after Christmas to sell my house?

If it makes more sense to sell your house before Christmas and the holidays, then don’t hesitate to list it for sale. 

But you’re just as happy waiting until March before listing, waiting can bring more homebuyers, showings, and offers — which can translate to a higher sales price. 

Conclusion

Do houses sell in winter? Yes. 

But that doesn’t make it the easiest time of year to sell your home. 

As you weigh the pros and cons of selling your house in the winter, beware that the downsides do outweigh the upsides. That said, you may decide that your personal needs and conveniences trump the industry trends. 

Follow the tips above to sell your home in winter faster than the competition, and for a solid sales price. And if you don’t like the response you get during the chilly winter months, you can always take the listing down and try again in March.