Preparing Your Home for a Winter Sale: Seasonal Tips for St. Louis Sellers

Do homes sell in the winter? They sure do! In fact, last December in St. Louis, more than 1,200 homes sold within about a month, and almost all of them sold at or very near list price. Many sellers are reluctant to list in colder months, but if the price point and size of the house are right, buyers are willing to move any time of year.

With help from a knowledgeable agent who knows how to sell a home in the winter, it’s possible to get top dollar for your property. Here are some tips for doing so.

Whenever a house goes on the market, maintenance, curb appeal, and staging are all important. A few tweaks to the standard advice can help when selling in the colder months.

In frigid weather, potential buyers want to know they won’t be stuck without heat or with frozen pipes in a new home. You can give them peace of mind by showing proof that all major systems are in working order and weather-ready. 

• Have your roof inspected. To pass the inspection for a government-backed loan, the roof must be expected to last at least two more years. An FHA loan may even require a new roof if it needs repairs and has three or more layers of shingles. To prevent hiccups in a buyer’s loan process, you can hire a roof inspector prior to placing your home on the market. That way, you can make any needed repairs first—or have proof that no repairs are needed.  
• Order an HVAC tune-up. Any unusual noises or odors coming from the furnace during a showing can serve as a red flag to buyers. Prior to listing, hire an HVAC tech to examine and clean your system to make sure it’s functioning well, and so buyers can see proof they’ll stay warm all winter.  
• Winterize plumbing. The last thing you need is for a frozen pipe to burst when a potential buyer turns on a faucet. Make sure to drain and unhook outside hoses, and wrap pipes with foam tubing or heat tape in crawl spaces, the garage, or the basement. If you have bathroom or kitchen pipes that run along the outside of the home, you may need to wrap those, too.
• Point out energy-efficient perks. Have an updated HVAC system, double-pane windows, or a newly insulated roof? Make sure all of those things go into your listing sheet for buyers to appreciate.    

In winter, potential buyers will be staying warm in their cars as they cruise by a house they saw online, so make sure they like what they see. Curb appeal looks different in winter, with the focus less on lush grass and flowers and more on a clean, cozy look as well as safety. 

• Clear away fallen leaves or dead plants from the landscaping
• Blow built-up leaves off the patio or deck, so buyers can appreciate the outdoor entertainment area
• Clear snow away from walkways and put down salt or ice melt to prevent falls
• Since days are shorter, invest in a landscape lighting system so potential buyers can see what your home has to offer even after the sun goes down 
• Hang a festive wreath 

Of course, you will want to show off what the front of your home looks like in warmer months, so make sure your realtor includes photos of landscaping in full bloom in your online listing.  

With winter buyers browsing real estate websites from the warmth of their homes, photos of every room should entice them to want to see your property in person. Before your agent takes photos, you will want to: 

• Purge. You will need to show tidy rooms, roomy closets, and plenty of storage space, so get rid of things you don’t need—whether that means donating it, selling it, throwing it away, or renting storage space.
• Clean like crazy. According to a Top Agent Insights study by Homelight, decluttering a home can add as much as $6,500 to the sale price, and a deep cleaning could add $3,700. Buyers will have much less interest in seeing a filthy home, so make sure to put toys away, clear countertops, and dust, mop, and vacuum until your home is spotless. 
• Paint a neutral palette. Since buyers may be turned off by brightly colored rooms (and the idea that they will have work to do when moving in), it’s best to paint walls a neutral color like tan or gray. 

And remember that natural lighting in winter is different than during spring and summer. Add strategic light fixtures so rooms don’t look dark and shadowy. This is also a big reason why it’s so important to have an agent who can take professional photos year-round.

You don’t need to overdo it when it comes to decorating for the holidays (skip the outdoor inflatable Snoopy and blinking lights), but you can take advantage of this festive time of year to show off your home’s potential. Buyers like to picture what life could be like living in your home in winter, so put some effort into making them feel warm and welcome as soon as they walk in the door. 

• Stage for comfort. Light the fireplace (or candles), and drape cozy blankets over furniture. In bedrooms, refresh linens with winter-themed quilts or comforters. 
• Set up a gathering space. Buyers want to know they can host guests this time of year, so set the dining room table with festive dishes, or place bar stools around the counter with a few festive bowls of snacks.  
• Bake cookies. Everyone loves the scent of fresh-baked goods, so place a tray of them for potential buyers just before showings or open houses. 

A good agent will know just how to stage a home in winter to appeal to what buyers are looking for. 

This isn’t just an idea for how to sell a home in winter; it’s a must any time of year. While homes do sell in colder months, they typically list for less than in spring and summer. For instance, the median price for homes sold in St. Louis in January and February of 2025 was $270,000, while the median sale price for homes sold in June and July was $335,000. There are a lot of factors that go into what buyers are willing to pay, but in general, it’s best not to list above what your agent thinks your home is worth, so it doesn’t end up sitting on the market for too long.

Your agent will use pricing strategy considerations that make sense for your home, including:

• The number of other homes on the market nearby
• Sales prices of recently sold homes similar to yours
• The popularity of your neighborhood and school district
• Talking to other agents about their buyers' needs and budgets

Do homes sell in the winter? They certainly do in St. Louis, since it is one of the country’s hottest housing markets. In fact, with so many buyers searching for the right home, it’s possible that you’ll receive multiple offers. An experienced agent at Berkshire Hathaway HomeServices Select Properties will have your best interests in mind, pricing your home to draw qualified buyers and offering all of the best ideas to get it sold fast. When you’re ready to discuss putting your home on the market, give us a call.