Last Updated on November 28, 2025 by Elizabeth Nolan
Winter listings come with their own unique set of challenges—grey skies that drain color from photos, icy walkways that threaten buyer safety, snow-covered roofs that can’t be inspected, and bare landscapes that hide a property’s best features. Yet homes listed in February can sell faster and yield a seller premium approaching 10% above market value, making winter an unexpectedly profitable time to bring properties to market.
If you’ve already guided your clients through the fundamentals outlined in Congratulations! Selling Your New Listing: Step-by-Step Guide, you know that listing preparation is critical. Winter simply adds another layer of complexity—one that favors agents who can deliver results year-round.
Why Winter Listings Actually Work
Before diving into the challenges, let’s address the opportunity. Winter buyers are typically working against pressing deadlines, whether that’s an expiring lease, a job relocation, or a contract on their current home. These aren’t casual browsers—they’re serious purchasers ready to make decisions.
The winter real estate market typically sees 30-40% fewer listings compared to peak spring and summer months. This reduced competition means your listing receives disproportionate attention on real estate platforms and from buyer’s agents actively searching for properties.
Additionally, you have more time to dedicate to each listing. During spring’s frenzy, even the most organized agents are stretched thin across multiple transactions. Winter allows you to craft more compelling marketing, personally attend showings, and provide sellers with another level of white-glove service.
The Photography Challenge: Capturing Quality Images in Grey, Wet, and Snowy Conditions
Winter photography represents one of the biggest obstacles to presenting listings effectively. Online listings with attractive and professional photographs are even more vital during winter since many winter buyers are more selective about the homes they visit.
Timing Is Everything
The best light for exterior photography usually occurs during the golden hours—shortly after sunrise or just before sunset. In winter, this window becomes even more critical because midday sun reflecting off snow creates harsh contrasts and washed-out images.
Plan your photo shoots strategically. Check the property’s orientation and schedule accordingly. North-facing homes benefit from midday shoots between 10:00 AM and 2:00 PM, while south-facing properties photograph best in early morning or late evening.
On overcast days—which are common in winter—you actually gain an advantage for interior photography. The diffused light eliminates harsh shadows and provides even illumination throughout rooms. However, exterior shots on grey days can look flat and uninviting, so consider supplementing with a twilight photoshoot that showcases warm interior lighting.
The Green Photography Solution
Here’s a strategy that savvy agents use if they are able to plan ahead for a winter listing: capture exterior shots during summer or fall, then use them alongside winter photos. Green photography means taking pictures of a place when the plants around it look bright and full of life.
If you know a client plans to list in winter, photograph the exterior during the previous growing season. Document the property with flowers in bloom, lush lawns, trees in full foliage, pool and patio open. Display spring, summer and fall photos of your listing along with your open house marketing materials to give buyers a complete picture of year-round beauty.
However, be strategic about this approach. Some buyers may question why summer photos appear in a February listing. Address this proactively in your marketing copy: “Photos show seasonal garden beauty—current winter photos also available.”
Professional real estate photographers have the equipment, technical knowledge, and post-processing skills to make properties shine regardless of weather conditions. This investment directly impacts how quickly a property sells and at what price.
Staging and Showing Properties in Winter Weather
Winter showings require a completely different preparation strategy than spring or summer. Safety, comfort, and creating an inviting atmosphere despite cold weather are paramount.
The Pre-Showing Safety Checklist
Before every showing, walkthrough, or open house, complete this safety preparation:
Exterior:
- Clear all walkways, driveways, and steps of snow and ice at least two hours before showings
- Apply salt, sand, or ice melt to prevent refreezing
- Bright lighting outside helps prospective buyers better spot icy patches and avoid falls
- Check that handrails are secure and accessible
- Remove icicles from eaves and overhangs that could fall on visitors
Interior:
- Place commercial-grade entrance mats both inside and outside every door
- Provide waterproof trays or plastic sheeting for wet boots
- Leave a note politely asking visitors to remove snowy footwear
- Keep disposable shoe covers available
- Have towels ready for wiping down wet outerwear
- Turn your thermostat to a temperature between 68 to 70 degrees to keep potential buyers warm during showings
Create a designated area near the entrance for coats, boots, and wet accessories. Nothing ruins a showing faster than buyers tracking slush through pristine rooms or feeling uncomfortable because they’re cold and wet.
Creating Warmth and Ambiance
Winter provides unique opportunities to showcase coziness and comfort—qualities that resonate deeply with buyers braving cold weather to view properties.
Sensory Details Matter:
- Light fires in working fireplaces 30 minutes before showings (ensure chimneys are clean and inspected)
- Use subtle seasonal scents like cinnamon, vanilla, or evergreen
- Brew fresh coffee or heat apple cider to create welcoming aromas
- Turn on all interior lights to create brightness and warmth
- Add cozy throws on sofas and chairs in living areas
A properly staged home can sell faster and for up to 10% more. In winter, staging should emphasize the home’s ability to provide comfort and shelter from harsh weather.
Related article: Home Staging: How to Maximize Property Value Through Strategic Presentation
Holiday Decorations: Handle with Care
If listing during the holiday season, decorations require a delicate balance. Keep décor tasteful and neutral in nature, and do not overdo the holiday cheer.
Best Practices:
- Simple white lights create ambiance without overwhelming spaces
- A fresh wreath on the front door is welcoming and festive
- Skip large inflatable displays or elaborate themed decorations
- Ensure decorations complement rather than crowd rooms
Remember, buyers need to envision themselves in the space. Excessive personalization makes that visualization difficult.
Documentation and Disclosure: Addressing the Unseen
Winter listings present a particular challenge: Many of the home’s systems and features cannot be demonstrated or inspected during cold months. This creates potential concerns for buyers, their agents, and home inspectors—concerns that can derail transactions if not addressed proactively.
Related article: Avoiding Misrepresentation: How To Guide for Real Estate Agents
The Roof: Your Biggest Winter Blind Spot
A snow-covered roof represents one of the most significant inspection impediments in winter real estate transactions. Home inspectors cannot assess shingle condition, flashing integrity, or identify potential problem areas when roofs are buried under snow and ice.
This isn’t just an inconvenience—it’s a potential insurance issue. Many home insurance companies require documentation of roof condition, age, and remaining serviceable life before issuing policies. Buyers whose financing requires homeowners insurance (which is virtually all mortgaged buyers) can face closing delays or deal cancellations if roof condition cannot be verified.
Proactive Solutions for Sellers:
Obtain a professional roof inspection before listing, ideally during fall when conditions allow thorough assessment. Have the inspector document:
- Overall condition with photographs
- Age of roof and expected remaining lifespan
- Any repairs needed and estimated costs
- Condition of flashing, gutters, and drainage systems
- Assessment of attic ventilation and insulation
If the roof is relatively new (less than 10 years old), provide installation receipts, permits, warranty information, and pre-winter photographs showing current condition.
For older roofs with known issues, consider getting repair estimates before listing, offering a roof allowance or credit at closing, or completing critical repairs during a winter warm spell.
During Winter Showings:
Make roof documentation prominently available in your property information packet. Address the roof proactively during showings: “We know the roof can’t be fully inspected with snow cover, so we’ve provided a professional inspection from October along with all maintenance records.”
Insurance Company Requirements
Many buyers discover too late that their insurance company won’t issue a policy without proof of roof condition. This is particularly common with older roofs (15+ years) or in areas prone to severe weather.
Some insurance companies will accept recent professional roof inspections (typically within 6 months), drone footage showing roof condition captured before snow, contractor certification of recent repairs, or 4-point inspection reports that include roof assessment.
Advise sellers to contact their current insurance company and ask what documentation a new buyer’s insurer might require. This prevents last-minute scrambling during the closing process.
Other Critical Areas Hidden by Winter Conditions
Foundation and Grading:
Snow cover conceals the property’s grading, drainage patterns, and foundation condition. Spring thaw often reveals drainage problems, foundation cracks, or settling issues that weren’t visible during winter showings.
Provide photos from warmer months showing grading around the home, document any known drainage solutions (French drains, sump pumps), include records of any foundation repairs or waterproofing, and consider pre-listing foundation inspection if the home is older.
Septic Systems:
In areas with septic systems, frozen ground prevents proper inspection of drain fields, distribution boxes, and system functionality. Sellers who list in the winter need to be prepared to provide prospective buyers with additional information to demonstrate that systems that can’t be inspected are functional and in good condition.
Provide recent septic inspection and pumping records, document system age and type, and include complete maintenance history.
Exterior Siding and Trim:
Ice dams, snow accumulation, and frozen conditions can hide siding damage, rot in trim boards, or issues with exterior caulking and weatherproofing. Provide pre-winter photos of all exterior elevations and document any recent exterior painting or repairs.
Comprehensive Property Documentation
Create a property information packet that includes:
For Roofs:
- Professional inspection report (dated within 6 months if possible)
- Photos from multiple angles taken before snow cover
- Age documentation and warranty information
- Maintenance and repair records
For Pools and Spas:
- Recent service records showing proper closing procedures
- Summer photos showing pool/spa in operation
- Equipment age and maintenance history
- Winterization documentation
For HVAC Systems:
- Recent air conditioning service records (even though it can’t be tested)
- Summer utility bills showing cooling costs
- Equipment age and maintenance contracts
- Furnace/heating system inspection and service records
For Irrigation:
- Proper winterization documentation
- Photos of system during growing season
- Service and maintenance records
- System map if available
For Landscaping:
- Professional photos from spring, summer, and fall showing mature plantings
- List of perennials, shrubs, and trees
- Maintenance schedule and requirements
Setting Buyer Expectations
Work with buyers’ agents to establish clear understanding about winter inspection limitations. Consider including language in purchase agreements that acknowledges property inspection during winter months cannot fully assess certain systems due to snow cover and frozen conditions, while noting that seller has provided documentation regarding these systems.
For properties with significant concerns about winter-obscured issues, consider building a spring re-inspection contingency into the purchase agreement with clear deadlines for re-inspection and resolution of any issues.
When Issues Are Known
If sellers are aware of problems with systems that cannot be inspected during winter, full disclosure is both legally required and strategically smart. Address known issues head-on with specific solutions such as credits at closing or completing repairs before sale.
Add this to your listing presentation: “We need to discuss potential insurance requirements before we list. Many buyers will need proof of roof condition, and some insurance companies won’t issue policies on roofs over 15 years old without recent inspection. Let’s address this now to prevent closing delays.”
Marketing Strategies for Winter Listings
Your marketing approach needs adjustment for winter listings. Buyers are more selective about which properties they’ll physically visit, so your online presence must work harder.
Photography and Virtual Tours
Real estate technology has reduced seasonality concerns since there are home-buying apps and virtual home tours now available. High-quality virtual tours in winter can attract and help buyers narrow their lists before braving weather for in-person visits.
Invest in professional photography that showcases warmth and light, 3D virtual tours that allow buyers to explore from home, virtual staging (properly labeled) if the property is vacant, and video walkthroughs with agent narration highlighting winter-specific features.
Related article: The Complete Guide to Walk-Through Videos for Real Estate Agents: Boost Your Listings and Win More Clients
Compelling Property Descriptions
Your listing copy should acknowledge winter while emphasizing opportunity and value. Address the season directly rather than ignoring it.
Instead of generic descriptions: “Charming three-bedroom colonial with beautiful yard.”
Try winter-specific framing: “Cozy three-bedroom colonial with professional landscaping (see seasonal photos) and heated attached garage. Energy-efficient furnace and premium insulation keep winter utility costs surprisingly low—recent heating bills available. Imagine spring in this established neighborhood with mature trees and walking paths.”
Highlighting Winter-Specific Features
Don’t just overcome winter’s challenges—leverage the season to showcase features that matter specifically during cold months:
- Attached garages (“No trudging through snow with groceries”)
- High-efficiency heating systems with documentation of recent service and low utility costs
- Insulated windows and doors that reduce heating costs
- Fireplaces (ensure they’re clean and functional)
- Heated floors or radiant heating systems
- Good insulation in attics and walls
Frame these features explicitly in your marketing materials rather than just listing basic amenities.
Open Houses: Special Considerations
Open houses require extra planning during winter months. Check weather forecasts 48 hours in advance and consider rescheduling if severe weather threatens. Clear walkways early in the morning and again 30 minutes before start time. Salt heavily and provide well-lit pathways.
During the event, greet visitors at the door and direct them to mat areas, explain the home’s winter-ready features early in the tour, and have the home warmer than usual (72-73°F)—cold open houses leave negative impressions.
Always have a weather contingency plan. If severe weather makes an open house unsafe or impossible, immediately contact all registered attendees, offer virtual showings as an alternative, and reschedule prominently while following up personally.
Working with Sellers: Setting Proper Expectations
Your job includes preparing sellers for the realities of winter listings while maintaining their confidence in the decision to list.
Honest Conversations
Discuss these points explicitly:
- Showing traffic will be lower than during spring, but buyer quality is often higher
- Photography requires more planning and possibly professional help
- Ongoing maintenance (snow removal, keeping walkways safe) is non-negotiable
- More flexible showing schedules may be necessary to accommodate weather
- Pricing must be competitive given smaller buyer pools
Maintenance Responsibilities
Create a clear maintenance agreement with sellers outlining responsibilities for snow and ice removal within specific timeframes before showings, heating the home adequately during all showing periods, maintaining clear, safe access to the property, and responding quickly to showing requests.
Consider building snow removal costs into your marketing budget for vacant properties or helping sellers arrange for professional services. A single slip-and-fall incident can derail a sale and create liability issues.
Resources and Industry Insights
Staying current on best practices helps you serve clients better. Industry leaders consistently share insights on seasonal listing strategies:
- National Association of Realtors (NAR): Publishes regular research on seasonal market trends and pricing data, including their “Navigating the Housing Market: A Seasonal Perspective” reports
- Inman News: Covers technology solutions and marketing strategies for winter listings
- HousingWire: Provides market analysis and forecasting useful for pricing decisions
- HomeLight: Offers agent resources and market insights specific to seasonal challenges
Additionally, professional real estate photography organizations provide ongoing education about lighting techniques, equipment recommendations, and post-processing strategies for challenging weather conditions.
Final Thoughts
Winter listings aren’t something to fear—they’re opportunities to demonstrate your value as an agent who can deliver results regardless of season. Buyers who are house-hunting in January are not casually browsing open houses on sunny Sunday afternoons. These are usually serious purchasers with genuine motivation and often pressing timelines.
Your job is to remove every possible obstacle between these motivated buyers and your seller’s property. That means professional photography that overcomes grey skies, meticulous attention to safety during showings, comprehensive documentation that addresses inspection limitations, strategic staging that emphasizes warmth and comfort, and marketing that positions the home as the solution to a buyer’s immediate needs.
Master these nuts and bolts of winter listing preparation, and you’ll find that the coldest months can be among your most productive—both for your clients’ bottom lines and your own year-round business success.
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