Knowing the worst time to sell a home is crucial.
Selling a house requires strategic timing to maximize profits and minimize stress. Understanding the worst months to sell can help you plan better.
I have put significant effort into explaining the following information in excellent detail so you can make the best-selling decisions:
- The seasonal trends affecting the real estate market
- Data and statistics on home sales across different months
- Tips for selling during less optimal times
As a Massachusetts Realtor for the past three decades, I have learned that all real estate is local. What may be true in one market could be different in another. Seasonal home sale trends are generally true across most of the US, with slight variations. Warm weather climates tend to have steadier home sales than colder areas of the country.
Unfortunately, when asked when it’s best to sell a home, some real estate agents always respond now. This is the kind of agent thinking one thing—how can I get my commission as quickly as possible?
I highly recommend avoiding this kind of agent! Remember, timing is everything when maximizing your profits. Finding a Realtor nearby you can trust is vital.
Let’s examine the details and explore how timing can impact your home-selling experience. Having a firm grasp can help you make the best decision on when to sell your home.
Seasonal Trends in the Real Estate Market
The real estate market fluctuates throughout the year due to various factors. Understanding these trends can help you identify the best and worst times to sell your home.
It also pays to know how to sell a house. My guide will help you have fantastic success.
Spring and Summer: The Prime Seasons
Spring and summer are traditionally the busiest times for home sales. Buyers prefer moving during warm weather and school breaks. Throughout my career, I have noticed that spring is the best compared to other times of the year.
- March to June: Home sales peak during these months. The National Association of Realtors (NAR) reports that around 40% of annual home sales occur in May and June. This surge is driven by families wanting to settle before the new school year and by the appealing weather for house hunting. Throughout my career, I have always been busiest at this time of year.
- July to August: While sales remain high, they taper off as the summer progresses. Many families have already moved, and those who haven’t are rushing to close deals before the end of summer. This period still benefits from longer daylight hours and favorable weather conditions, but the urgency decreases. I notice a significant activity drop when the July 4th weekend hits. It happens like clockwork.
Fall and Winter: The Slower Seasons
Home sales decline in the fall and winter due to holidays, colder weather, and school schedules.
- September to November: Sales drop as the school year begins. According to Zillow, September sees a 15% decrease in home sales compared to summer. The market slows down as families are less inclined to move during the school year, and the upcoming holidays can also deter buyers.
- December to February: These are the slowest months for real estate. NAR data shows that January and February have the lowest home sales, nearly 30% less than the summer peaks. The cold weather and holiday distractions contribute to a significant reduction in buyer activity. However, active buyers are often highly motivated during this time, potentially leading to quicker sales if priced correctly.
Data and Statistics
Understanding the numbers can help you make informed decisions. Here are some key statistics on home sales throughout the year:
- Spring (March to May): The average days on the market (DOM) is 30-45 days. Homes typically sell for about 98% of the asking price. This period is characterized by high buyer interest, leading to quicker sales and better seller prices.
- Summer (June to August): The DOM averages 40-60 days. Homes sell for approximately 97% of the asking price. Although the market remains active, the slight decrease in demand compared to spring affects the speed of sales and the final sale price.
- Fall (September to November): The DOM increases to 60-75 days. Sale prices drop to around 96% of the asking price. The market slows as fewer buyers are willing to move during the school year and holiday preparations.
- Winter (December to February): The DOM peaks at 75-90 days. Homes sell for about 95% of the asking price. Of course, this varies from year to year, whether it’s a buyer’s or seller’s market. The cold weather, holidays, and fewer daylight hours make this the most challenging period for home sales, leading to more extended time on the market and lower sale prices.
More Seasonal Conditions and Statistics to Know
- According to Zillow, homes listed in December are less likely to sell within six months than homes listed in any other month.
- A study by Attom Data Solutions found that homes sold in February – historically the worst month to sell a house – sold for 6% less than the average price throughout the year.
- The same study found that just over half of all homes listed in December were still on the market by March, compared to 29% of homes in April.
- It is vital to consider the season and its associated challenges and benefits. There is increased competition in the spring, so making your property stand out with curb appeal and home improvements is crucial.
- Summer brings longer daylight hours and good weather, but vacation season may result in fewer potential buyers actively looking for properties. Pricing competitively and ensuring easy accessibility for showings is critical.
- Fall creates a cozy atmosphere that can add charm, but buyer activity may decline compared to spring and summer markets. Winter can be challenging due to colder weather and holiday expenses, but it offers less competition and motivated buyers. Tasteful seasonal decorations and creating a warm atmosphere are essential. Understanding local market conditions further influences the sale of your property.
Comparisons of Different Months
Each month brings unique challenges and opportunities for home sellers. Here’s a closer look at how different months impact home sales:
January
- Challenges: Cold weather, post-holiday slump, fewer buyers actively searching for homes. Throughout my career, I have observed this to be one of the worst months for selling a house.
- Opportunities: Less competition from other sellers, motivated buyers who need to move quickly.
- Statistics: January typically sees the lowest sales volume and the highest DOM, indicating a sluggish market. I usually see a slight improvement after the Super Bowl. Once in March, the increase in buyer activity will be noticeable.
April
- Challenges: Increased competition as more homes are listed requires standout marketing and presentation efforts. I recommend you always take hiring the best Realtor seriously. Before signing a listing agreement, conducting a careful real estate agent interview is crucial.
- Opportunities: High buyer interest due to favorable weather and the desire to move before summer.
- Statistics: April is one of the peak months for sales volume with a low DOM, meaning homes sell quickly and close to the asking price.
August
- Challenges: The market begins to cool down, and distractions from back-to-school activities. Anyone with kids doesn’t wait until August to find a home to purchase.
- Opportunities: Last chance for summer buyers to close deals, potential for motivated sellers looking to finalize before fall.
- Statistics: Sales volume remains moderate, with a slightly increased DOM compared to earlier summer months.
November
- Challenges: Holiday preparations, colder weather, fewer buyers actively searching for homes.
- Opportunities: Motivated buyers who need to settle before the end of the year, potentially less competition from other sellers.
- Statistics: Low sales volume and high DOM indicate a slower market but with determined buyers who may be willing to negotiate quickly.
Luke Skar, a mortgage professional with Madison Mortgage Guys, weighed in with helpful information.
Over my career, I have noticed a significant difference in mortgage volume during the latter half of the year. Far more buyers are in the market to purchase a home in the spring and summer months, which is valuable information for buyers and sellers to make informed decisions. If I were selling my house and wanted to increase my odds of getting the best terms, I would do it in the spring. On the other hand, buying a home in the worst selling season could pay off for getting a deal.
Tips to Mitigate Selling During Less Optimal Times
Selling during slower months requires strategic planning and flexibility. Here are some tips to help you navigate these challenges:
- Enhance Curb Appeal: Make your home stand out with landscaping and exterior improvements. Winter months can make homes look drab, so add vibrant plants and clear snow and ensure pathways are well-lit.
- Price Competitively: Research local market trends and set a realistic price. During slower months, an attractive price can attract hesitant buyers and lead to quicker sales.
- Stage Your Home: Professional staging highlights your home’s best features. In colder months, make your home warm and inviting with cozy decor, proper lighting, and pleasant aromas. If your home is vacant, consider virtual staging in the marketing.
- Flexible Showings: Accommodate potential buyers’ schedules, including weekends and evenings. Offering virtual tours can also attract buyers who are less inclined to travel in poor weather.
- Marketing: To reach more buyers, use online listings, social media, and virtual tours. High-quality photos and videos can make your home stand out, especially when fewer people attend open houses.
I spoke with Tina Saporito of Ronald Christopher and Associates for her take on selling in different seasons:
“When selling a house during a less ideal time of year, and that’s all relative depending on where you are in the country, it’s essential to focus on specific strategies to make your property stand out.
Ensuring the house is clean and well-kept is a no-brainer, both inside and outside. Showcase seasonal features, such as a cozy fireplace in the winter or a colorful garden in the spring. Setting the right price for the home is critical, along with staging it to create a warm and inviting ambiance. Be open to flexible showing times to accommodate potential buyer’s schedules. Professional photography and a robust online presence can also help generate more interest regardless of the season.”
Real-Life Examples
Here are some examples of clients I have worked with and their specific circumstances.
Case Study 1: Winter Sale Success
Due to a job relocation, Bill and Lisa needed to sell their home in January. They enhanced their home’s curb appeal with winter decorations and priced it competitively based on recent sales in their area.
Despite the fewer buyers in the market, they attracted motivated buyers who needed to move quickly. By staging their home to feel warm and inviting, they sold within 60 days at 98% of their asking price, demonstrating that strategic actions can lead to successful sales even in the slowest months.
Here are my best tips for selling a house in the winter.
Case Study 2: Summer Sale Challenge
Mike listed his home in August, hoping to catch the last wave of summer buyers. Despite the high buyer interest, the competition was fierce. Many similar homes were on the market, making it challenging to stand out.
Mike invested in professional staging and hosted several open houses to attract buyers. By being flexible with showings and leveraging online marketing, he sold his home within 45 days, close to the asking price, showing that persistence and adaptability can pay off.
Here are some additional helpful summer home-selling tips.
Conclusion
Understanding the worst months to sell a house can help you make better decisions. The time it takes to close a home is also an essential consideration.
Key takeaways include:
- Spring and summer are the best times to sell, with high buyer activity and quicker sales.
- Fall and winter months see slower sales and lower prices, making them less optimal for selling.
- Strategic planning can mitigate the challenges of selling during less optimal times, ensuring a successful transaction.
Explore our practical home staging tips guide for maximizing your home sale.
Selling a home can be a rewarding experience with the right timing and strategy.
About the Author: Bill Gassett, a nationally recognized leader in his field, provided the above real estate information on the worst months to sell a house. Bill has expertise in mortgages, financing, moving, home improvement, and general real estate.
Learn more about Bill Gassett and the publications in which he has been featured. Bill can be reached via email at billgassett@remaxexec.com or by phone at 508-625-0191. For the past 38+ years, Bill has helped people move in and out of Metrowest towns.
Are you thinking of selling your home? I am passionate about real estate and love sharing my marketing expertise!
I service Real Estate Sales in the following Metrowest MA towns: Ashland, Bellingham, Douglas, Framingham, Franklin, Grafton, Holliston, Hopkinton, Hopedale, Medway, Mendon, Milford, Millbury, Millville, Natick, Northborough, Northbridge, Shrewsbury, Southborough, Sutton, Wayland, Westborough, Whitinsville, Worcester, Upton, and Uxbridge Massachusetts.
