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Why winter is still a great time to sell – and buy – property

ByAlexandra Pappas

Conventional wisdom tells us that spring is the best season for real estate. Flowers bloom, lawns are green, and the market emerges from a long hibernation.

But we believe that notion is beyond outdated. Winter doesn’t get the credit it deserves in the world of property.

Sure, it’s colder, and no, you won’t find many sunset open homes at 6pm, but for those who are in the market to either sell or buy, it can be a really smart time to make a move – especially if you understand the unique dynamics at play.

Whether you’re considering listing or preparing to begin your hunt for a new home, don’t underestimate the hidden potential of winter.

Less competition is a good thing

The idea of entering the market when there’s fewer people to compete with applies to both sides of the real estate fence.

For those selling, one of the biggest advantages of winter is that fewer homes are on the market. That might sound counterintuitive. Don’t you want to list when everyone else is? But standing out is easier when you’re not surrounded by dozens of ‘for sale’ signs in the same suburb.

Fewer competing properties means more focused attention on yours. Buyers who are active in winter aren’t just browsing either. They’re usually serious, and they’ll have fewer options to distract them. 

If your home presents well and is priced right, you can attract motivated interest without being drowned out in a spring stampede.

For those thinking about buying, it’s the same logic in reverse. Fewer buyers in the market means less competition at auctions or during private negotiations. You’re more likely to strike a deal without being caught in a bidding frenzy. 

Sellers who’ve listed in winter often do so because they need or want to move, and that creates opportunities for buyers who have their finances sorted.

Serious buyers emerge in winter

You don’t wander into an open home on a cold, drizzly Saturday in July just because you’re curious. Winter buyers are usually engaged, informed and ready to act.

This is especially important if you’re selling. The quality of buyer enquiry tends to improve in winter because casual browsers stay home. You’re not wasting weekends preparing for open homes just to get tyre-kickers through the door. Instead, you’re dealing with people who have a genuine need to buy—whether due to work, family, relocation, or timing.

On the buyer side, this also means you’re more likely to find genuine sellers. Many winter vendors have a reason to list now. Whether it’s a lifestyle change, a settlement deadline or capitalising on timing for tax purposes, their motivation opens the door for negotiation.

Homes feel different in winter

Ever noticed how a home feels on a cold morning? If it’s warm, dry, well-insulated and bright even on a gloomy day, that tells you something.

Winter exposes the strengths and weaknesses of a property more than any other season. It reveals drafts, poor light, dampness and heating inefficiencies that might be hidden in spring or summer. That’s good news for buyers who want to avoid nasty surprises – and great for sellers who’ve prepared well.

If your home is naturally warm, well-lit or cosy, you can absolutely play to those strengths. Think heating, mood lighting or maybe a coffee machine at the open home. 

Selling is emotional. People want to feel at home. Winter gives you a chance to show off a side of your property that spring and summer can’t.

Timing the calendar over timing the market

Real estate success isn’t about picking the perfect month. It’s about understanding momentum.

Winter is often overlooked in the yearly property cycle. That’s a mistake. In reality, many sellers who hold off until spring are just following the crowd. But by the time spring hits, they’re up against everyone else who had the same idea. 

That drives competition for sellers and buyers alike.

If you list in winter, you’re ahead of the curve. You can settle before spring and move on to your next property before the end-of-year rush. As a buyer, you might secure a home and still have time to do renovations, lease it out or move in before the mercury rises.

And don’t forget, winter sales settle in time for Christmas. That’s a strong psychological incentive for both parties to get deals done.

Data doesn’t back the ‘spring is best’ myth

If winter sales were always lower quality, the numbers would show it.

But year after year, CoreLogic and other research houses have pointed out that while volume dips in winter, prices don’t necessarily follow. In fact, in some markets, winter transactions achieve better outcomes precisely because there’s less noise.

Buyers get more time to think. Sellers get more serious attention. It’s a less frenzied environment, and that often leads to better decisions.

In other words, winter doesn’t equal “bargain basement” or “dead market”. It’s just quieter, and that can be an advantage – not a drawback.

The financial benefits

Let’s not forget what winter coincides with. The end of financial year.

This matters for both buyers and sellers. For investors, tax planning might create motivation to purchase before July 1 to maximise depreciation or secure deductions. For sellers, there could be capital gains timing considerations, particularly for properties held long term.

This is where good financial advice and property strategy intersect. If you’re working with a financial adviser, winter is when you can turn real estate from a transaction into a strategic move.

Winter is a season – not a signal

Don’t let the weather call the shots on your property plans. Winter might not come with backyard barbeques and blue skies, but it offers something even better – clarity.

Serious buyers. Focused sellers. Less noise. Better conversations.

If you’re ready to move, winter is not something to merely get through until the market heats up. It’s a season in its own right and one that, if used wisely, can work in your favour.

So, pull on a jacket, grab a coffee and head to that open home. You might just find your next move in the middle of winter.

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Alexandra Pappas
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