UNDERSTAND MARKET DYNAMICS DURING WINTER
days and long nights irradiate through the interior. In Des Moines, I tell homeowners that shoppers’ first impressions are made before they step inside. That includes shoveling driveways, salting walkways, and ensuring that entryways are well-lit. When Iowa turns gray, a warm, well-lit home feels good and seems safe.”
Buyers are less likely to be relocating during the winter months. Between the bustle of holidays and the need to pull kids out of established classrooms, winter listings will attract less interest. However, that also means there is less competition. Buyers will find fewer homes listed during the winter, creating the opportunity for your home to stand out. In addition, people house hunting in December through February are often relocating for work or are facing life changes, so they are highly motivated to buy. You’re likely to find these buyers focused and ready to close quickly, especially with reduced inventory to choose from.
KNOW YOUR LOCAL MARKET
Location, location, location. It’s the overarching rule of real estate. While many regions will be facing bitter cold, snow, or rain during the winter months, other areas may be in their prime. For example, if you’re selling in an area popular with snowbirds, winter is the perfect time to highlight the reasons for migrating to warmer winter climates. Jeff Lichtenstein, CEO and Broker of Echo Fine Properties in Jupiter, Florida, noted that he immediately saw the difference in winter real estate when he relocated from Chicago to South Florida 25 years ago. He explained that buyers visit during the high season, from January to the end of March, so houses must be on the market for consideration. If sellers wait until spring, potential buyers may have already returned home. However, if you’re not listing a house in areas like the Sunbelt or Hawaii, weather will play a substantial role in staging the home. Jacob Naig, real estate investor in Des Moines, Iowa, offered advice on preparing the home for showings: “Homes that are listed during the winter require extra mindful staging and preparation, as many potential buyers arrive for a showing cautious and skeptical — the season can make homes feel less charming, and the cold
EMPHASIZE CURB APPEAL
Regardless of the season, first impressions are key to motivating passive lookers to request a showing and serious buyers to get excited about what they’ll find inside. To put the spotlight on your curb appeal, add motion-sensored outdoor lights and string lights where appropriate. Don’t overdo it, but use light to create a welcoming glow and illuminate your home’s assets. Also invest time in winter landscaping. Remove any dead plants, clean the driveway, and add some potted plants or wreaths to add color and visual interest. Even if the ground is covered in snow, draw attention to the front porch with a welcoming sign, rug, and greenery.
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December 2025
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