Selling During The Holidays
Whether you’re a broker or not, you’re probably aware that winter is not the busiest season as far as home sales go. Though business may be slower, it doesn’t mean no one is buying homes in winter. In fact, many people are still getting mortgages – and there are many advantages in doing so.
Understanding who is buying during the winter and what is factoring into their decisions is the first step to boosting your business this holiday season and making the most of the snowy months. Read on for a breakdown of selling during the holidays and how you can best help your clients during this time.
Are The Holidays A Good Time To Sell?
Spring and summer are considered by many to be the best times to sell a house, so many homeowners wait until then to list their homes. Does the fact that so many buyers and sellers alike tend to skip over winter mean the holidays are a bad time to do business? Not necessarily.
While it’s true that many potential buyers ignore the winter months in favor of focusing on the holidays, there are still serious buyers out there that are ready to move in as soon as possible. Poor weather, less homes for sale and holiday vacation schedules can complicate things – but as long as you’re aware of the challenges and advantages of the season, working with clients during the winter months should be a breeze.
The Challenges Of Selling During The Holidays
What gave buying and selling during the holidays such an unfortunate reputation? Selling during the winter is definitely not impossible, but there are quite a few factors that have contributed to the misconception that it might not be a good idea.
In places that get cold and snowy during the winter, flawed homes become much more obvious. If a house has poor lighting, gets too cold or has a few leaks that need to be looked at, all of that will be on full display in the frigid darkness that is December through March. If you’re checking out a house and there’s water dripping from the ceiling, you’re probably not going to feel inspired to buy it.
In addition to flaws being on full display, curb appeal in the winter is hard to come by as well. It can be a challenge to make homes look good when they’re surrounded by gray skies, melting snow and dead plants and bushes. This is can cause homes to be looked over online and viewed as generally unappealing to buyers.
Overall, the holidays are sometimes viewed as a challenging time to buy and sell because there are less options, more apparent flaws and issues with homes and the mortgage and home buying process may seem like a hassle with so many conflicting vacation schedules and off days due to the holidays.
The Advantages Of Selling During The Holidays
While there are downsides to buying and selling in winter, there are plenty of benefits too.
Firstly, those that reach out to work with you during the winter months are likely very motivated to buy due to job relocations, changing financial situations and potential tax deductions that the end of the year brings along. These clients are more likely to be ready to move immediately and unwilling to wait for spring when the home they want could be gone.
The fact that there are less homes on the market in winter can be an advantage for all parties. For buyers, less competition means that their offer is more likely to be accepted. For sellers, it means that their home will likely get more attention and may be able to sell at a higher price since there are limited options.
Even the fact that flaws in houses are more noticeable in winter has the potential to work as an advantage. If a home isn’t drafty, leaky or dark, potential buyers may have more confidence that the home they’re interested in can stand up to the elements. Homes sold during spring or summer may not get the opportunity to demonstrate this to potential buyers, so the poor weather that comes with winter can actually be a strength of selling during this season.
Things To Keep In Mind
While you’re not the one personally buying a house during the holidays, it’s important to understand why your clients may or may not be. Take advantage of business getting slower around the holidays and use that extra time to give your undivided attention to your clients. They will undoubtedly appreciate the extra effort in customer service, not to mention the value of your knowledge surrounding the holiday buying season.
By being aware of the drawbacks that come along with buying and selling homes in winter, you can help your clients be as informed as possible. Fostering trust and good relationships with clients is always key, and this applies even more so in winter. If you can assure clients that they’re getting the best deal as quickly as possible, despite the drawbacks of winter, that’s a good step in the right direction. The winter months are a great time to check out the Marketing Hub where Rocket ProSM TPO partners can customize emails, flyers, social tiles and more. Don’t forget to include any promotions that can help your clients save.
Get to know your clients’ needs this holiday season and prioritize finding them the best options for their current situations. Business may be slower, but it gives you the advantage of having more time to ensure your customers have a great experience with your business and services.
The Bottom Line
Buying and selling during the holiday season isn’t always the nightmare it’s made out to be. Help your clients feel confident in their buying decisions this holiday season by keeping them informed about the benefits of becoming a homeowner in winter and helping them find the best option for their financial situation.