What Do Buyers Notice in a Winter Showing?

Buyers notice how your house feels in the cold, and whether it is warm and bright or drafty and dim. They also notice what the snow shows them about the roof, the gutters, and the driveway.

I am Delia Bayna, a REALTOR with eXp Realty in Salt Lake City, Utah, and a Seniors Real Estate Specialist (SRES). Here is what buyers pick up on in a winter showing, and what you can do about each part before they walk in.

Buyers start forming an opinion before they reach the door. A clear walk, salted steps, and a lit porch say the house has been cared for. An icy path makes them nervous, and they carry that feeling inside with them.

Then comes the entry. If there is a place to sit, a tray for wet boots, and room on the hooks, buyers relax and slow down. My post on keeping your house ready for showings when it snows has the full routine.

A buyer who keeps a coat on through the whole tour is thinking about heating bills. Keep the house at a normal temperature, and walk through it yourself on a cold morning. Notice which rooms feel chilly and which windows or doors let in a draft.

Small fixes go a long way. New weather stripping on a door, a draft stopper along the bottom, or a fresh furnace filter costs little. If you have had the furnace serviced, keep the receipt where your agent can share it. Buyers like to know the furnace has been looked after.

Look at the windows on a cold morning too. Water or frost on the inside of the glass gets noticed. Wipe it off before a showing, and ask yourself whether a window needs attention before you list.

By late fall, it is dark by late afternoon, and many buyers tour after work. A dim house feels smaller than it is. Turn on every light, including lamps, closet lights, and the light over the stove, and open every blind during the day.

Basements need the most help. Many Salt Lake City homes have one, and winter makes it darker. Clear the snow and leaves out of the window wells, so whatever daylight there is can get in, and add a lamp to any corner that stays dim.

Snow works a little like a highlighter. It points buyers to things that are easy to miss in summer.

• The roof. Buyers may notice where the snow melts first, or a thick ridge of ice along the edge.
• The gutters. Long icicles can be a sign that gutters are clogged or not draining well.
• The downspouts. Water should run away from the house, not pool by the foundation and freeze.
• The driveway. A steep driveway makes buyers picture January mornings.

Clean the gutters before the snow sticks, and point the downspouts away from the house. Some things you cannot change, such as the slope of the driveway. That is fine. A driveway shoveled all the way to the pavement still helps.

Snow also hides things buyers would love to see, such as a garden, a patio, or the shade tree out back. If the yard is a big part of what makes your house special, gather a few summer photos of it, and ask your agent how to share them with buyers.

A winter showing can bring up questions about leaks, drafts, or a damp corner of the basement. If you know about a problem, tell your agent. In Utah, sellers complete a written disclosure about the home's condition, and what you know belongs on it. You are allowed to sell a house that has flaws. You are not allowed to keep quiet about the ones you know.

My post on selling as-is or fixing it first covers this, and what Utah home inspectors check that sellers miss shows what a buyer's inspector will look at later.

Walk your house on the coldest morning of the week, the way a buyer would. Start at the curb and end in the basement. Write down every chilly room, dark corner, and drip, then fix the easy ones before you list.

If you would like a list to work from, my free seller pre-inspection checklist goes through the house room by room. I taught for eighteen years, and I still hand people a checklist before I hand them advice. Once we are working together, I call and email every Friday with what is happening on your house, so you are never left guessing. You can read more about selling a home in Salt Lake City or see my downsizing page.

Is it bad to show a house in the winter?

No. Winter shows buyers how the house handles the cold, and a warm, bright, dry house makes a strong first impression.

What do buyers look at first in a winter showing?

The walk, the front steps, and the entry. Then how warm and bright the house feels once they are inside.

Should I fix drafty windows before I sell?

Fix the easy things, such as weather stripping and draft stoppers. For bigger window work, talk with your agent about what makes sense for your price and timing.

Do I have to tell buyers about an ice dam or a leak?

If you know about a problem, tell your agent and put it on your written disclosure. A Utah real estate attorney can answer legal questions about what you must disclose.

This article is general information and is not legal advice. For questions about what you must disclose when you sell, talk to a Utah real estate attorney.