Real Estate News

How Seasonal Trends Affect Time on Market for Home Listings

Seasonal trends significantly influence how long homes remain on the market. Spring typically sees faster sales, while winter often extends listing periods. Understanding these patterns helps optimize timing

flareAI Services

05 Sep 2025 — 6 min read

Picture a quiet street in late fall, with for-sale signs swaying in the chilly breeze, some lingering weeks longer than their spring counterparts. The real estate market hums to a seasonal rhythm, where timing can be as critical as location or price. The duration a home lingers on the market known as time on market, or TOM swings dramatically with the seasons, shaped by buyer behavior, weather patterns, and even school calendars. For sellers, buyers, and agents, understanding these seasonal trends is key to unlocking faster sales or snagging better deals. With platforms like Side Door providing data-driven insights, navigating these cycles has never been more precise.

Home buying or selling shouldn't mean paying for services you don't use or need. Now, with new rules, you can choose exactly what you pay for. Side Door's smart match engine connects you with vetted agents offering flexible service levels, so you pay only for what you use. Keep the guidance, skip the extras, and save thousands and still get the keys in hand. Join Side Door for FREE today!

The Seasonal Pulse of Real Estate

Real estate markets thrive on predictability, and seasons set the tempo. Spring and summer spark a frenzy of activity. Families aim to relocate before school starts, and warm weather draws crowds to open houses. Data from Side Door's analytics reveals that listings in March through August often see a surge in views, inquiries, and offers, with TOM averaging as low as 18 days in hot markets. Blooming landscapes and longer daylight hours amplify curb appeal, making homes more inviting. Conversely, winter months slow the pace. Fewer buyers venture out in cold weather, and holiday distractions dampen interest, pushing TOM to 60 days or more in many regions.

Yet, not all markets freeze in winter. In warmer states like Florida or Arizona, or in suburban areas where relocations are less tied to school schedules, sales maintain a steadier clip. Side Door's platform highlights that suburban markets in 2024 showed only a modest increase in TOM during winter compared to urban centers like New York or Chicago, where seasonal slowdowns are stark. This variance underscores a critical point: local dynamics matter as much as seasonal trends.

A Market Reshaped by New Norms

The pandemic upended traditional real estate cycles. Remote work and virtual tools have stretched buyer activity beyond the usual spring peak, creating a more fluid market. According to Side Door data, 2024 saw suburban markets in states like Texas maintain consistent demand year-round, with winter TOM only 10-15% higher than summer. Virtual tours and online bidding have empowered buyers to shop regardless of season, loosening the grip of traditional cycles. Still, spring remains dominant, with higher inventory and competition driving faster sales.

However, not all sellers adapt to slower seasons. A Business Insider article notes that many sellers, reluctant to lower prices in off-peak months, choose to withdraw their listings, waiting for spring's surge. This tactic can backfire, as excess inventory may flood the market when demand peaks, intensifying competition. Platforms like Side Door help sellers avoid this trap by offering real-time data on buyer activity, guiding decisions on when to list or adjust pricing.

Real-World Wins and Losses

Consider a modern townhouse listed in Atlanta during April 2024. With blooming azaleas and families eager to settle before summer, it sold in just 16 days well below the city's average TOM of 32 days. The seller, leveraging Side Door's analytics, timed the listing for peak buyer searches and staged the home with vibrant decor to match the season. Contrast this with a colonial in Minneapolis listed in January 2025. Despite virtual tours and a competitive price, it sat for 68 days, forcing a 4% price cut to attract a buyer. As Business Insider reported, many sellers in slower seasons prefer to pull their listings rather than reduce prices, hoping for better prospects in spring.

Suburban markets can defy winter's chill. A split-level home in Raleigh, North Carolina, listed in December 2024, sold in 28 days, driven by a corporate relocatee undeterred by the season. The agent used Side Door's data to target out-of-state buyers, who are less sensitive to local weather patterns. These cases highlight the power of strategic timing and technology in navigating seasonal swings.

The Impact of Commission Changes

The 2024 NAR settlement has added a new layer to seasonal strategies. As outlined in a U.S. News article, the settlement altered commission structures, requiring clearer negotiations between sellers, buyers, and agents. This shift hasn't drastically reduced costs, as a Yahoo Finance report notes, but it has empowered sellers to negotiate fees more aggressively, especially in competitive spring markets. For winter listings, where buyer interest wanes, lower commissions might incentivize agents to push harder, potentially shortening TOM.

Negotiating commissions requires savvy. A guide from Clever suggests sellers ask for tiered commission rates or explore flat-fee models, particularly in slower seasons. For example, a seller might negotiate a 2% commission instead of the traditional 3% for a buyer's agent, saving thousands on a $500,000 home. However, as Realtor.com explains, lower commissions could reduce agent motivation, potentially lengthening TOM in already sluggish winter months. Sellers must weigh these trade-offs carefully.

Overcoming Seasonal Hurdles

Winter listings face unique challenges. Snowy driveways and bare yards can dim a home's charm, while holiday schedules deter buyers. Side Door data shows winter listings often require 20-30% longer TOM than spring ones, particularly in northern climates. Sellers can counter this with professional staging think warm lighting and cozy interiors or virtual tours that showcase a home's potential year-round. Buyer fatigue also poses a risk. In spring, the flood of listings can overwhelm buyers, leading to decision fatigue and longer TOM for some properties. Technology mitigates this, with platforms like Side Door offering automated alerts to keep buyers engaged.

The NAR settlement introduces another hurdle. Misconceptions, like assuming agents now work for free, can complicate negotiations. As noted in the U.S. News article, clarity in commission agreements is crucial to avoid disputes that delay sales. Sellers must communicate expectations upfront, ensuring agents remain motivated regardless of season.

Strategies for Success

Sellers can tilt the odds in their favor by aligning with seasonal trends. In spring, boost curb appeal with fresh landscaping to stand out in a crowded market. In winter, stage homes to feel inviting, with fireplaces aglow and neutral decor to appeal to diverse buyers. Side Door's analytics can pinpoint peak buyer activity, helping sellers time listings for maximum impact. For buyers, winter offers leverage fewer competitors mean better chances to negotiate below asking price.

Agents, too, benefit from seasonal insights. By analyzing Side Door data, they can advise clients on pricing strategies tailored to the season. A spring listing might be priced aggressively to spark bidding wars, while a winter one might include a buffer for negotiation. The NAR settlement adds complexity, but as Clever suggests, transparent commission discussions can align incentives and speed up sales.

Looking Ahead

The real estate market is evolving, with technology and policy changes reshaping seasonal patterns. Virtual tools and remote work are narrowing the gap between peak and off seasons, while the NAR settlement empowers more flexible commission structures. Experts predict platforms like Side Door will play a growing role, offering predictive analytics to optimize TOM across markets. “Data is the new currency in real estate,” one industry leader noted. “Sellers and agents who harness it will thrive.”

For now, the recipe for success is clear: understand your market, leverage technology, and adapt to the season. Sellers should stage strategically and price realistically, especially in winter. Buyers can seize winter's quieter market to find deals. As the industry navigates new commission rules and seasonal shifts, one truth endures: timing, paired with insight, remains the heartbeat of a successful sale.

Frequently Asked Questions

How long do homes typically stay on the market during different seasons?

Homes sell much faster during spring and summer, with time on market (TOM) averaging as low as 18 days in hot markets during March through August. In contrast, winter listings often take 60 days or more to sell, with TOM typically 20-30% longer than spring listings, particularly in northern climates where cold weather and holiday distractions reduce buyer activity.

Should I list my home in winter or wait until spring?

While spring offers peak buyer activity and faster sales, winter listings can provide unique advantages including less competition and more motivated buyers willing to negotiate. However, winter sellers should be prepared for longer time on market and may need to invest in professional staging with warm lighting and cozy interiors to counter the challenges of snowy driveways and bare landscapes that can diminish curb appeal.

How have recent real estate commission changes affected seasonal selling strategies?

The 2024 NAR settlement has empowered sellers to negotiate commission fees more aggressively, especially in competitive spring markets, though it hasn't drastically reduced overall costs. Sellers can now explore tiered commission rates or flat-fee models, particularly beneficial in slower winter months, but must balance potential savings against the risk of reduced agent motivation that could lengthen time on market.

Disclaimer: The above helpful resources content contains personal opinions and experiences. The information provided is for general knowledge and does not constitute professional advice.

You may also be interested in: Side Door