“There may be some advantages to selling now, namely that your home will be one of the few on the market, and there will always be motivated buyers who might as well find their new home,” says Aaron Tetzlaff, a real estate agent at Coldwell banker Warburg.
Guy Hobson, another agent at Coldwell banker Warburg, agreed. “People generally don’t like to move during the winter months, so usually anyone who’s looking is more likely to buy. It’s not just window shopping,” he said.
If you can afford to wait a few weeks, Abigail Palanca, a real estate agent at… SERGEANT, noted that the spring sales season is starting earlier every year.
“People are excited about ‘spring cleaning’ and ‘spring listing’. In the real estate industry, spring is in February. Ideally, I always want us to have our marketing materials ready as early as possible in the new year so that when the perfect time comes, we are ready to list,” she says.
As in any season, your priority is to get your apartment seen by as many qualified buyers as possible. Once you’ve done that, your next goal is to avoid turning them off with over-the-top Christmas decorations and closets full of winter gear.
To help you sell your apartment in the winter, we asked NYC real estate agents to share the advice they’re currently giving sellers. Read on for some practical considerations.
[Editor’s note: An earlier version of this post was previously published in December 2024. We are presenting it with updated information for December 2025.]
Make it light and bright
The lack of natural light is one of the most critical concerns for buyers, Palanco said, making it the biggest challenge for winter viewings.
Adjina Dekidjiev, a real estate agent at Coldwell banker Warburg, emphasized the need to show the house during peak daylight hours, mid-morning to early afternoon.
It’s also worth investing in a few simple improvements. “Bright paint and good lighting certainly make a difference when selling a home during the winter months,” Hobson said.
According to Daniel Blatman, a real estate agent at Compass, “Warmer colors like Linen White may work in the summer, but strangely they darken the room in the winter and make it look old and in need of renovation. Very light blue or green, or Decorators White of some gray, works better in winter. ”
He also sometimes suggests applying reflective paint to a ceiling to bounce light around the room.
Jennifer Dorfman, director of sales at real estate company Modern spaces, mentioned whites, creams or very soft pastels – especially in satin or eggshell finishes – for walls, ceilings and cladding will have the same effect. Using mirrors, glass and metal finishes can also help enhance the light. (Read: “What’s the Best Shade of White to Paint Your New York Apartment If You’re Trying to Sell It?” for more expert tips.)
Tetzlaff, a former architect/interior designer, said lighting is critical year-round, but especially in the winter. He recommended LED lighting in the 2700-3000 Kelvin range, which produces a warm, soft light. “Anything cooler or brighter than that should be replaced. Just trust me.’
Keep decorations and odors under control
Brian Letendre, a real estate agent BOND New York, recommended going easy on festive decorations and scents, both of which can be off-putting — a sentiment shared by every real estate agent Brick spoke with.
“Go ahead and take photos, which I often send to virtual staging providers; they can be cleaned up,” he said. “But I would keep the Christmas decorations to a minimum so potential buyers can see themselves in the space.”
Palanca likes to take pictures before the decorations go up. “Nothing dates an ad like a Christmas tree, although technology is a wonderful thing, and luckily we can photoshop out your Christmas decor.”
Both Dekidjiev and Tetzlaff recommended using muted colors instead of the usual bright reds and metallics.
“Keep it as simple and spare as possible and stick to natural basics like holly, boxwood, pine or cedar wreaths and garlands,” Tetzlaff said. “You need potential buyers to arrive and imagine the house with their own holiday traditions and tastes.”
On the other hand, Julie Gans, an agent at Compass, encouraged not to get too hung up on whether your bells and whistles will impact a sale.
“Don’t worry about decorations and Christmas trees; they add beauty to the ad. Once the holidays are over, you can photograph the apartment again if you want, without all the decorations,” she explained.
Decorations or not, Gans recommended sticking with it a neutral odor. “Avoid anything super cinnamon or pine; light, fresh and clean is what you want. Using diffusers is a good tip.”
Make sure the entrance is clear
Cold weather brings with it a lot of space-consuming gear, which can be a real eyesore for buyers.
As Tetzlaff noted, the front hall and utility room are most affected in winter – and the first impressions of your home. “A potential buyer should be able to walk through without brushing against coats or tripping over salt-covered snow boots,” he said. “It also looks nice upon entering if there is a bench or chair where you can take off your shoes or boots and a spare hook to hang your coat on.”
In this regard, Kobi Lahav, senior managing director at Living NY, suggested placing a coat rack outside the apartment to store coats during a showing, and be sure to tidy it up with your neighbors. The same applies to placing children’s bicycles and sleds in the hall or stairwell. “You should also entertain the dog in the lobby or laundry room,” he said.
Create a cozy environment
Elizabeth Kohen, co-owner of Garfield Real Estate, recommended to keep homes warm and inviting, ideally around 72 degrees.
“If you are fortunate enough to have a fireplace, it should be lit for displays. Any snow should be shoveled from the walkways and the steps cleared and salted. Winter decor, such as faux fur blankets and fresh, fluffy pillows, can go a long way in creating a cozy, welcoming feeling that buyers desire,” she said.
Because views don’t matter much in winter, Blatman advised bringing the focus indoors, for example with a fresh coat of paint. A tall (real or fake) plant can also bring attention and life to the apartment when it is dark and cold outside.
“There’s something about adding greenery, even a little bit goes a long way,” Palanca said. In her experience, details like live plants in photography can make a potential buyer linger on the listing a little longer, even changing their mind and prompting them to make an appointment.
Tetzlaff is another proponent of using seasonal plants during open houses, leaning against large displays of white orchids or stocking paperwhites and other forced flower bulbs on the shelves.
‘If you’re looking for a showstopper, I’ll come visit Festalis Ismene [also known as] Peruvian daffodil or spider lily. It is a rare sculptural plant with a soft yet enigmatic scent somewhere between citrus and vanilla,” she said, adding, “If in doubt, visit your local florist for other single-color arrangements in lighter, more muted palettes.”
The right lighting can also make an impact. Tetzlaff emphasized, “Never turn on the ceiling lights.” To create cozy, intimate spaces, he instead opts for table and floor lamps and places indoor lighting in a corner or behind plants or sculptures to add drama and make the space feel special.
Dorfman also suggested using warm mood lighting with multiple sources (for example, floor lamps, table lamps and wall sconces), and adding dimmers to adjust brightness levels as needed.
“If the apartment has underfloor heating, show that in the marketing materials,” she noted. Otherwise, “add an area rug to create warmth, especially in tiled areas.”
Mark outdoor areas
“Evergreen shrubs and small potted trees are very effective as decoration in the colder months and a fantastic way to add life and vibrancy to outdoor spaces during the winter,” says Dorfman. She especially likes to use boxwood, juniper berries and dwarf spruce to add structure and greenery that lasts all season.
Prioritize the virtual tour
Even a little snow can deter a great open house, Palanco said. “Gray days can also make a difference in a buyer’s first impression of an unfamiliar neighborhood.”
That’s why Seth Levin, real estate agent at Keller Williams NYC, emphasized the importance of the virtual tour in winter, when buyers may be less inclined to venture out in bad weather.
Additionally, “It’s now the shortest days of the year and children are often home during the day, so the viewing may need to take place in the late afternoon or evening. That means the virtual tour and photography will need to be filmed when it’s clear outside, as that’s what buyers will turn to.”
—Earlier versions of this article included reporting and writing by Emily Myers.
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