Judith Sutton ABR CRS IDS PMN ASP IAHSP SRES GREEN
Judy@JudithSutton.com 908 803-0472
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Selling in Winter?
Conventional wisdom says the housing market peaks in spring and runs hottest through summer, when warm weather and school breaks draw more buyers closer. This is when homes spark more bidding wars, and command stronger prices—factors that many homeowners assume that if they didn’t list by July, they’ve missed out.
The traditional advice would be to avoid listing a house in November or December because buyers tend to be distracted during this time of the year with the holidays; and also listing a house in the winter in cold weather could discourage buyers because bad weather could affect showings and open houses.
And last winter, the housing market did stall. Homes spent an average of nine days longer on the market than they did in December 2023, and inventory slipped 8.6% month over month according to Realtor.com. But this year’s market is different. Mortgage rates are at 12-month lows, inventory is higher than last year (but growth is slowing), and prices remain steady nationwide. That combination is creating an opening for sellers willing to list when most others are waiting for spring.
Plus, there’s less downside to listing in the winter than most sellers realize.
It's important to note that many houses can remain on the market for months. It's usually not ideal to have your house on the market for too long because then it starts looking to buyers like something may be wrong with the house. But that stigma generally doesn't begin until after two-three months or so; therefore, listing in November or December still allows the seller to attract buyers who enter the market in January or February.
In short, listing in the cold months can help you be well positioned for when the market starts to heat up again.
Mortgage rates and year-end financial strategy
Buyers often find more flexibility from lenders who are trying to meet year-end volume targets with slightly better pricing, faster decisioning, or more willingness to structure a deal around a buydown or concessions. That can drive buyer activity that only sellers who list before the holidays can benefit from.
Plus, with mortgage rates already hovering near 12-month lows, another potential Fed cut before 2026, and affordability beginning to thaw in many markets, the end of the year is now motivating a very different type of buyer. Many who spent the first half of the year on the sidelines are reentering the market, not because they want to wait for spring, but because this may be their best chance to secure a rate they can live with.
Year-end tax strategy also plays a role. Buyers who close before Dec. 31 may be able to capture deductions—such as mortgage interest, points, or prepaid property taxes—within the current tax year, rather than waiting another 12 months. For some households, especially in higher-tax states, (which we are in), those benefits can translate into savings, motivating them to keep negotiations moving. And this can be true in our area- especially the Somerset Hills area, Morris, and parts of Union County with access to the NYC train line.
Pricing strategy for late-in-the-year sellers
Pricing is one lever every seller can control. And, at the end of the year, it matters more than ever.
With fewer listings and more motivated buyers, consider your pricing strategy to count heavily.
“Pricing requires aggressive realism later in the season because the interested buyer thoroughly researches the purchase dollar amounts and will not pay more than the home’s true worth,” she explains.
It’s a good idea for sellers to price decisively from Day 1, rather than testing higher aspirational ceilings and risk having a stale listing.
You have an advantage
Once again, it's a function of urgency and timing. A home listed in November or December can capture serious year-end buyers and, if it doesn't sell by the end of the year, meet a new wave of shoppers returning after the holidays—without the baggage of months of market history and price cuts that weaken negotiating power.
The key takeaway is that December brings motivated buyers but fewer listings. Pricing correctly and understanding these seasonal patterns can help you navigate this unique month more effectively.
“After all, life is about living it. “…smart advice…to help make smart decisions…”
By incorporating my personal attention and guidance into the marketing strategy I aim to provide you with
an Exceptional Selling Experience and detailed negotiations
while ensuring that your property receives the exposure needed and terms of the contract met
to attract buyers from anywhere
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Judy@JudithSutton.com
COLDWELL BANKER...GUIDING PEOPLE HOME SINCE 1906
908 803-0472
"...the right relationship means everything..."
SERVING THE SOMERSET HILLS AREA ONE CLIENT AT A TIME
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since 1983