Savvy Realtors® love letting their clients in on a little secret: Winter may be the best time to sell your home.
Your clients may want to wait until the spring. They may have pre-conceived notions that their home will see less attention, that they can’t get a good listing photo in the snow, or that people don’t drive to open houses in bad weather.
But feel free to remind your clients of a few great points in a recent RealtorMag article that said, “The winter tends to net sellers’ more than their asking price during the months of December, January, February, and March than listings from June through November.
“Listing during those four winter months has resulted in higher percentages of above-asking-price sales than listing during any months, other than April and May.”
Here are a few things that prove the cold season can lead to hot deals for your clients.
Listed Houses Get More Attention in the Winter
Not competing with the wave of listed houses each spring can have some serious benefits for the average winter seller.
In fact, a promising Time Magazine article recently reported that “A study by online brokerage Redfin found that average sellers net more above asking price during the months of December, January, February, and March than they do from June through November, even in cold-weather cities like Boston and Chicago.
“And homes listed in winter sold faster than those posted in spring.”
Simply put, less competition on the market means you can zero in on the people who are looking.
You Find Highly Motivated Buyers
Many of the people looking for homes this time of year need to find one ASAP. They’re likely experiencing a lifestyle change. This means they could be facing:
- A new job
- A growing family
- A divorce or death in the family
Christin Camacho, a Redfin spokesperson also told the Huffington Post that you will see more serious offers because, “shoppers in January and February are motivated.”
“They’re looking in winter because they need to move, not because they’re just looking for fun.”
Circumstances have forced their hand, and they need a home ASAP. They know they’re at the mercy of what’s available and hope they can get something nice. Your client’s home can be that something nice.
A motivated buyer likely means a better price, with less negotiation for your clients. This also means a faster closing process, which is great for everyone.
You Can Tap into the Psychology of the Buyer
January is often the time where many people look to hit the reset button on their lives.
A bit of introspection over the holidays often has people taking stock of their lives and plotting the changes they want to make. A big move can often be a part of that change.
Your clients can position their homes as just the change these buyers are looking for. The change-seeking buyers may say, “I’m going to wait to look for a home in the spring” but they will 100% start looking for homes immediately – either consciously or unconsciously. You can tap into that desire for change in your just listed postcards, fliers, and more.
You don’t even have to wait for the New Year. People start pondering the new year at the start of the holiday season, in and around Thanksgiving. And even though the calendars turn over on January 1st, most people really see their new year starting on December 26th. The build up and madness of Christmas is over, so it’s time to get back to real life—or find a new life.
Help your clients tap into this potential and show these buyers that there’s no need to wait until March or April. The change they want is right here, right now!
Do you have any winter listing tips? Share them in the comments below!