Traditionally it has been recognized that the best time to sell a home is in the spring; however, sellers shouldn’t write off the opportunity to sell their home in the fall, or even the winter. Many homes still do sell this time of the year but sellers need to realize they have to be make some adjustments to their approach.
Some may think that the market slows down completely during the fall and especially during the holiday season but this not the case. In Lake County sales do slow down some but not so substantially that it causes a major impact. Sales slow partly because there is less inventory during the fall and winter. However, some buyers become highly motivated during this season, more than any other time of the year.
Because there are less homes on the market, sellers have less competition for the buyers who are looking. This gives the advantage to the seller who is willing to sell in the fall and winter.
It is important to recognize that home values do not necessarily decline during this time of the year. Factors which affect the value of homes are generated from the condition of the local economy, employment trends, and desirability of the area as well as local supply and demand.
Thanks to the Internet, buyers are a lot more informed, spending lots of time surfing the net checking out the local market. Often before a Realtor is called, buyers have checked out the area and have toured the homes on line. Because the modern buyer knows the market and what prices homes are selling, it is unlikely that anyone would be willing to pay over the prevailing market prices.
Sellers need to make an extra effort to make sure that the street appeal is attractive, raking leaves and trimming overgrown bushes. Because there is usually less light during the fall and winter, they need to make sure to let enough light in the house as possible by pulling the blinds and opening the drapes. It is recommended to turn on all the lights and consider placing spotlights behind the furniture. It’s alright to decorate for the holidays but don’t overdo it so that the home appears to be crowded. This is especially true concerning the Christmas tree which can take up a lot of room in some homes.
Many do take advantage of the season to make the home cheery, warm and inventing. Setting the dinner table and playing soft music is a great way to set the mood for fall and winter showings.
Sellers need to be careful when using scented candles because this could backfire if the buyers are allergic to certain scents. Rather it would be good to bake some cookies just before the showing and leaving a plate for the prospective buyers to sample.
Most important, sellers need to make sure the home is in excellent condition, not overlooking the maintenance. A wet and rainy day may be inconvenient to show but it will disclose how the house handles the weather. The home that sells must be in top condition and clean.
Finally, sellers can utilize technology to its full advantage when selling their home during the fall and winter. Indoor lamps can be put on a timer so that they automatically come on while buyers are viewing the home. Motion sensor can be used to light up the home during the darker months of fall and winter.
Remember, buyers who are looking at homes in the fall and winter are definitely motivated much more than those who look at homes during the nice weather.
Ray Perry is the 2013 Realtor of the Year for Lake County and works for CPS Country Air Properties. He can be reached at 277-8000.
