Selling During Winter Doesnt Have to Hurt

Think selling a home in an overwhelming buyer’s market can be taxing?

Add the holidays, frigid weather and the occasional snow-covered driveway to the equation and see how much higher the stress meter rises.

As the temperature drops, so does the amount of written business. The connection lies in the recent inventory of home sales in the state, which points to a sharp dip during the winter.

“Historically, that is the case,” said Pat Harris, a principal at Coldwell Banker Harris McHaney Faucette in Rogers. “Either in a good market or bad market, the winter months have always been the weakest months.”

According to the Arkansas Realtors Association, the months of December, January and February yield the fewest home sales in the state.

Since 2008, the month of December produced a four-year average of 1,729 homes sold, a January average of 1,255 and a February average of 1,580.

The remaining nine months had a per-month average of 2,181. Blame it on the holidays, weather or what have you. Winter will never be a good time to sell. But it is sometimes the only time. And while it’s a bit more challenging, if some proper steps are taken, it doesn’t have to hurt.

A Positive Perspective

Nicky Dou, an executive broker at Century 21 Exclamation Realty in Rogers, has an optimistic perspective about the start of the winter season.

She pointed out working in Northwest Arkansas has a lot to do with that.

At the height of this year’s winter season, Benton and Washington counties combined for 317 home sales in January, a number representing 25 percent of the statewide total. In February, the two-county total was 291, a 21 percent share of the statewide total.

“The winter months are slower, but fortunately in Northwest Arkansas we don’t have a complete shutdown like many other areas,” said Dou, known for her creative and tech-savvy marketing efforts. Whatever the season, Dou’s best advice for a client is to have their homes looking their very best at all times.

The winter months can certainly present obstacles in that regard. But besides raking the leaves, placing new mulch and winter flowers and keeping the sidewalks clear, spending a bit of money with a professional home stager is worth it to enhance the interior as well.

“I don’t care what anyone says, personal décor sells a home,” said Melanie Gabel, an executive broker with Lindsey & Associates in Fayetteville. “Even if the outside is not that appealing with brown grass and dead flowers, the inside can be a showstopper if done right.”

Sellers can also make their home stand out with pictures for buyers who are doing their searching online.

To an extent, that’s something that can be controlled year-round. Dou said it’s a good idea for sellers planning to enter the market in the wintertime to contact a photographer to arrange for several pictures to be taken of the interior and exterior that can be used for an online listing.

It Only Takes One

Potential buyers who are discouraged by the weather or are waiting until the spring can present a challenge for a seller.

“There aren’t as many people looking during the winter months,” Dou said. “But I always say it only takes one buyer.”

There are also functional things in place, Harris said, that might not be related to the market or the weather that lead to the slowdown.

Sellers may choose to time their play so their children’s school year isn’t interrupted.

Or, there are buyers who have been suddenly relocated by their employers, reached the end of a lease or are forced by some other personal situation to shop for a house during the winter.

“Some of my personal best months in my six years have been November and December,” said Gabel. “For people relocating to the area, the long school break makes for an easier transition for children.”

And if a buyer is looking in the next couple of months, Harris said, chances are it’s a serious buyer.

“If your home is priced right and looks right, you’ve got a shot,” Harris said. “That doesn’t change because of the weather.”