Experts offer advice on attracting buyers in winter months

By Heidi Roman
C & G Staff Writer

Is a “sold” sign at the top of your wish list this holiday season?

Some sellers shy away from listing their homes over the holidays, but many Realtors argue that’s exactly why the holiday season is a prime time to put up a “for sale” sign.

“It might be a very good idea,” said Jan Britton, manager/associate broker of Real Estate One in Royal Oak. “People are busy during the holidays and often tell us, ‘Well, after the first of the year (they’ll list the home).’ We try to encourage them to think about putting it up this time of year for several reasons. One, there’s less competition for buyers. Two, winter prospects are more serious buyers.”

Britton said the number of homes that go on the market this time of year is lower than other times of year, but the portion of them that sell is higher. Potential buyers may have more time to look at homes because they already have time off work, she added.

Once the home is listed, the holiday season creates some unique issues to consider when staging the home for potential buyers. The first question most sellers have is whether to put up their holiday decorations.

“It’s just really being tasteful about it and smart about it,” said Carolyn Stieger, owner of We Stage Greater Detroit. “When you live in your home, it’s your home, and you should enjoy it to a degree without overdoing it.”

Stieger said the fact that a home is listed shouldn’t stop the seller from putting up any holiday decorations at all, but they should be cautious when stringing up those lights.

“Be sure not to over-decorate, because you’re trying to sell the size of your home and the space of your home,” Stieger said. “If you over-decorate, you actually shrink the home.”

A Christmas tree is fine, but a tree in every room would be overdoing it, she said.

Sellers should keep in mind when selecting decorations that not all potential buyers will have the same religious beliefs.

Beyond decorations, there are other tips to keep in mind. The driveway, sidewalk and pathways should always be cleared of snow and ice, and precautions should be taken to ensure buyers aren’t tracking snow through the home once they enter.

“Be sure to have some kind of mat or booties for them to take their shoes off,” Stieger said. “Encourage them to take their shoes off.”

Since the snowy weather might prevent buyers from checking out the backyard, most of them will head to a window to get a glimpse of the grounds. Windows should never be blocked with clutter and furniture, Stieger said.

“Another thing I always suggest, when they’re going through their things, is to see if they can find photographs that show how they use their outside space, pictures of the garden, anything they can do to show the seasons, to show what the outside looks like in the summer and spring,” she said. “People don’t know what it’s going to look like.”

Other tips include leaving curtains and blinds open to let in plenty of natural light. If the home has a fireplace, it should be lit during open houses, but in general setting the heat a bit higher than usual could create a warmer, cozier atmosphere. Too many scented candles or sprays can make a buyer think an unpleasant smell is being masked, but baking cookies or lighting one candle is sometimes helpful.

Staff Writer Christa Buchanan contributed to this story.

You can reach C & G Staff Writer Heidi Roman at hroman@candgnews.com or at (586)218-5006.