Homeowners

Calling Fall Home Sellers: 5 Smart Moves To Make Now

Selling your home in the fall can be tricky. The summer rush is over, and buyers are starting to hibernate for the approaching holidays. And yet, if done right, sellers can still land a great deal.

The key is knowing how the season shifts the market and adjusting your selling strategy accordingly.

Here are five pro tips sellers should keep in mind this September and beyond.

Nail the pricing from the start

“The most important thing to do when selling at this time of year is to price your home accurately,” said Joe Luciano, associate broker with RE/MAX Bentley’s in Greater Boston.

By fall, buyers tend to get picky. With Thanksgiving and year-end holidays looming, the buyer pool shrinks, and overpriced homes are likely to linger. Homes that sit through November often get tagged as “stale” listings, which can scare off new buyers.

At the same time, underpricing just to spark a bidding war can backfire.

“If you list too low in hopes of sparking competition, you can end up shooting yourself in the foot if you don’t get a buyer in the first week,” said Luciano. “You’ve set your max price at a lower number.”

That said, not every real estate market plays by the same rules.

“List price strategy will differ depending on which agent you talk to,” said Jon Burke, a real estate agent in Northern California’s South Bay. “Starting 5% to 10% below market value will get the most attention and often sparks multiple offers much higher than your list.”

The takeaway: study your local comps carefully with your agent.

Stage your home with autumn in mind

Buyers love a cozy, welcoming vibe when the weather cools.

“Presentation matters, so take advantage of any fall foliage or seasonal decor,” said Luciano.

Picture pumpkins on your front steps, a wreath with autumn leaves on your door, or mums brightening planters. Inside, warm lighting, cozy throws, and the smell of cinnamon go a long way toward making a space feel inviting.

That said, moderation is key. A touch of seasonal charm enhances curb appeal, but anything too kitschy can distract buyers from the home itself. Halloween is especially risky.

“I sold a two-family a couple of years ago with tenants in it that decorated their apartment for Halloween while we were trying to sell it,” said Luciano. “Believe it or not, caution tape, literal skeletons in the closet, and fake blood doesn’t give buyers the warm and fuzzy feeling!”

So while pumpkins and gourds help create a vibe, skip fake cobwebs and coffins.

Be flexible with timing

This fall, the regional differences in housing stock are striking. “My market is currently still a seller’s market,” said Luciano. “But I’m aware other parts of the country have shifted to more of a buyer’s market.”

That’s the reality. Some metros still have buyers rushing for too few listings, while other markets have cooled significantly. In either case, sellers might need to adjust their expectations when it comes to how quickly their home may or may not sell.

Timing also matters. “October is historically one of the best months to sell,” said Burke. “Listing in September with a plan to close by early November is a great strategy.”

Also, be open to showings at odd times, since many fall buyers often juggle school schedules and holiday travel.

Sellers may also want to consider accepting shorter inspection windows or offering to cover certain closing costs if the buyer seems undecided.

Highlight year-round selling points

One common mistake sellers make is focusing too much on summer features like patios and pools. However, buyers in the fall want reassurance that the home is suitable for the cooler months as well.

If you have a fireplace, ensure it’s working and properly staged with wood neatly stacked. Show off energy-efficient windows, updated heating systems, or even a mudroom that’s perfect for stashing coats and boots.

A listing description that mentions “sun-splashed kitchen” or “plenty of natural light on gray days” can also resonate more in fall than it would in July.

Burke emphasized that today’s buyers don’t just want seasonal charm—they want turnkey living.

“Other than the few DIY deal seekers, the majority of buyers are looking for move-in ready homes,” he said. “Homes with dated kitchens and bathrooms tend to sit longer or require a price reduction to sell.”

If your property needs updating, consider strategic fixes before listing. A modernized kitchen or refreshed bathroom can pay for itself in a higher sale price.

Don’t let the holidays stall your sale

A common myth among sellers is that the market shuts down once the holidays hit.

Yes, the buyer pool gets thinner after mid-November, but those who are still shopping are often highly motivated. Think job relocations that start in January, or families determined to be in their new home before the new year.

That’s why sellers shouldn’t delay listing until spring just because the calendar shows that it’s fall. If your home is ready now, it can still sell quickly.

Sellers should also avoid pulling a listing too soon. If your home hasn’t sold by Thanksgiving, it may be tempting to take it off the market and wait for spring.

But doing so resets the clock and can erase weeks of visibility with buyers. Instead, consider keeping your listing active through December (with a minor price tweak or refreshed photos). This may lead to a sale instead of  starting over in March.