A Homeowner’s Guide Based on Real Experience, Data, and Results

Selling a home over the holidays brings up a lot of emotion and just as many myths. As someone who has helped homeowners sell single-family homes across Calgary in every season, I can confidently say this. Holiday sales are not impossible; they are simply misunderstood.

Below is a clear, experience based breakdown of what works when selling during the holidays, what to avoid, and when waiting is the better choice.

The Biggest Myth About Selling Over the Holidays

The most common belief I hear is, “Nobody is looking during the holidays.”
The second is, “Buyers will be offended by decorations”

Neither is true.

What changes during the holidays is volume, not probability. There are fewer buyers and fewer listings. That balance matters more than most people realize.

Over a five-year period, I studied sales data and noticed something important. The likelihood of a home selling remains relatively consistent throughout the year. What fluctuates is the number of homes and buyers in the market at any given time.

Spring feels busy because everything increases at once. Winter feels quiet because everything slows down. The odds do not disappear.

A Real Holiday Case Study

One client tried selling over the holidays and received not a single showing. Understandably, they were discouraged and assumed the timing was the problem.

When I stepped in, we did not change the season. We changed the strategy.

We adjusted presentation, improved how the home showed in winter conditions, refined the marketing approach, and re-launched the listing. The result, an accepted offer within 10 days and a final sale at 98% of list price, during a strong buyer’s market.

The takeaway is simple. Homes do not fail because of December. They fail because of presentation, positioning, and expectations.

The Most Common Holiday Selling Mistakes

Two assumptions hurt sellers the most.

First. Believing they must remove the listing for the last two weeks of December.
Second. Assuming January is a dead month.

In reality, many serious buyers mentally pause during the final stretch of December, then re-engage quickly in early January. If your home is well prepared and positioned, January can be extremely productive.

Another mistake is pricing emotionally rather than realistically. Season does not excuse overpricing. Data always wins.

Pricing Strategy. No Discounts Required, Just Accuracy

I do not recommend discounting a home simply because it is winter.

Pricing should always be based on what sold in the last 30 days, days on market, list-to-sale ratios, and micro-location. This applies in July and it applies in December.

What does change is the need for strong presentation and targeted marketing. When there are fewer buyers, your home must stand out as the most complete and compelling option available.

Holiday-Specific Staging That Actually Works

Selling in winter is about comfort, flow, and atmosphere. These details matter more than people realize.

Here is what I consistently recommend.

• Keep the home warm but not hot. Buyers wear winter coats. Comfort encourages them to linger.
  • Brew a pot of coffee and set out mugs, milk, and sugar. It creates warmth and a welcoming scent.
  • Turn on the fireplace for instant ambiance.
  • Keep all walkways and the driveway completely clear of snow and ice.
  • Turn on all exterior lights, especially after 4:00pm when daylight fades quickly.
  • Use an oversized front entry mat. Small mats cause buyers to crowd awkwardly at the door, creating a poor first impression.

Décor Rules for the Holidays

Holiday décor should enhance the home, not compete with it.

My guidelines are simple.

• Keep décor neutral. Gold and silver holiday décor work beautifully.
  • Use red sparingly to highlight a feature, not dominate a space.
  • Avoid religious items to keep the home universally appealing.
  • Be discreet. Décor should never block sightlines or features.
  • Remove anything that does not serve a purpose. Clutter is amplified over the holidays.

Who Buys Homes Over the Holidays?

Holiday buyers are typically serious buyers.

They are not casually browsing. They have timelines, relocation needs, year-end goals, or life changes driving their decisions. Many also have time off, which allows them to focus on due diligence and decision-making.

Because of this, I rely heavily on video tours and 3D Matterport tours. These tools pre-qualify interest and significantly reduce unnecessary showings. This is especially important for families with young children.

I also limit open houses during the holidays. Attendance tends to be low, and serious buyers are almost always working with an agent for efficiency. Winter is not a window-shopping season.

When I Recommend Not Selling Over the Holidays

If you have a large family, plan to host gatherings, and have children at home, selling during the holidays can be overwhelming. In those cases, the stress often outweighs the benefit.

If possible, enjoy the holidays and relaunch in early January. Buyers return quickly, and your energy will be better spent.

A Final Reassurance for Sellers Feeling Torn

Christmas is meant to be enjoyed. If you do not need to sell immediately, it is perfectly okay to pause and relaunch in the first week of January.

If you do need to sell, simplify the season. Minimize hosting, lean on friends and family, and remember that selling does not have to mean sacrificing the holidays entirely.

Selling at any time of year can feel stressful. The difference is knowing the right staging strategies, marketing approach, and expectations. Those details can significantly reduce pressure and improve outcomes.

For deeper guidance, I share additional staging strategies in a separate blog post designed specifically to reduce seller stress.

The bottom line.

Homes sell over the holidays when they are priced correctly, presented intentionally, and marketed strategically. December is not the enemy. Misinformation is.

Contributed by: Tina Parker