Putting your property on the market before the holidays or shortly afterwards is still achievable. You may well be weighing up the value of holding off a winter sales campaign and going in spring, which has the reputation of being the prime selling season.
However, spring can actually favour the buyers. Let’s look at that logic: spring sees the peak number of properties coming on the market. Supply is healthy and buyers will feel they can negotiate on price and take their time because there is so much choice around.
Buyers in winter take a different approach. Generally, they’re serious and often have a compelling reason to transact.
Better still for you, there are not so many properties available at this time of year, and this reduces by the buyer’s choice and their leverage to negotiate.
Here are 10 tips for selling in winter to get a great price:
The pitch – Work with your agent to market to the “motivated buyer”. Winter buyers are serious (they aren’t just browsing) and often have a time constraint (job move, lease ending). Stressing the limited competition and the home’s immediate comfort can encourage quicker, stronger offers.
Picture perfect – Hire a professional photographer who knows how to shoot on overcast days and in twilight. Photos should make the home look well-maintained. Twilight photos showing warm light spilling from the windows are excellent for winter listings.
Viewing times – Strategically time viewings for the best light. While it’s important to use artificial light, natural light remains the most flattering. Try to schedule viewings and open houses around the middle of the day when the sun is highest to capture the most natural light and minimise the impact of short winter days.
Heat is on – Turn up the thermostat to a comfortably warm temperature of around 23C – and do this well before any showing or open house. A cold house feels unwelcoming and suggests poor insulation or an inadequate heating system.
Heating heroes – If you have a fireplace, light it (gas or wood) before an inspection. If you have underfloor heating, double-glazed windows or a smart thermostat, highlight these in the listing description and make sure they are operating perfectly.
Energy burst – Prepare a comprehensive energy efficiency folder that addresses buyer concerns about high winter heating bills. Your file might contain recent utility bills, documentation for any energy-efficient upgrades and information about low-flow fixtures or smart home efficiency features.
Entry impact – Since buyers will likely be coming in from the wet or snow, ensure your entryway has a sturdy, clean doormat and a designated, tidy space for wet umbrellas, coats, shoes and boots.
Let there be light – Winter days are shorter and often grey. Open all the blinds and curtains to let in every bit of natural light. Turn on every light, including those in the closet and pantry, to create a bright, cheerful space.
Makes sense – Use subtle, cozy and inviting scents to make your home feel inviting. But avoid overpowering air fresheners; natural smells suggest a comfortable, well-cared-for home.
Prioritize maintenance: Before viewings begin, ensure your gutters are clear and your roof has no obvious issues. When the weather is wet or snowy, buyers are acutely aware of potential water damage. Seeing icicles or overflowing gutters will trigger concerns.