It’s Go Time: How to Get Your Buyers off the Fence Before Spring
If you’ve been in real estate for a while, you know that timing is everything. Buyers are always looking for the right moment to make a move, and right now, many are hesitating — unsure about rates, unsure about inventory, unsure about what’s next.
But here’s the truth: waiting often leads to more competition, higher prices, and missed opportunities. Your job? Helping your clients cut through the noise, make informed decisions, and get ahead of the spring market.
The agents who step up and guide their clients with confidence are the ones who win more deals, more referrals, and build stronger relationships. That’s where you come in.
Remember, conversations create closings. So, use your expertise to show them why before spring is the time to act — and why you’re the agent who can help them make it happen.
Ready to turn hesitation into action? Here are three strategies to help you get buyers off the fence and into their next home before the spring market kicks in.
1. Higher Mortgage Rates, Winter Weather = Less Competition
It’s common knowledge that the housing market cools off during the winter. And this year, lingering high mortgage rates have only added to the slowdown. What this actually means is it’s a great time to buy.
Since fewer people actively look for homes in winter, those who do face less competition — and a better chance that their offer will be accepted. As Ramsey Solutions puts it:
“Even though interest rates are still high, it’s a great time to buy a house. The higher interest rates have priced some buyers out of the market, which means you could face less competition when you make offers. Plus, if interest rates do eventually go down significantly, you can always refinance to get the lower rate.”
Off-season buyers can also take their time, making the entire process feel less stressful and less rushed.
Capitalize on this golden opportunity and capture interest by recording and sharing a 30-second video using this RealTalk script about buying before spring. Not a KCM member? Sign up for a free trial to get this script (plus many more) and access our all-in-one video recording platform.
2. More Days on Market = More Negotiating Power
Something else to pay attention to? Days on the market. The longer a house sits on the market, the more a seller is open to negotiating on price, closing costs, repairs, or other concessions.
And, according to the National Association of Realtors (NAR), homes sit on the market longer in winter compared to spring and summer (see graph below):
As this graph shows, the median days on market for homes sold are the highest in January, February, and March, so homes that sell during this timeframe have sat on the market longer than the rest of the year.
Not only does this give buyers time to make more thoughtful decisions, it gives them more negotiating power with sellers who need to sell. And that leverage may be exactly what your buyers need to find something in their budget.
Spark interest and get a conversation started by sending a personalized email. At a loss for words? We’ve done all the hard work for you. Sign up for a KCM free trial to get an email template that’ll get your buyers excited to jump into the market before spring.
3. Off Season Buying = Lock in Today’s Prices
Something else to know: historically, home prices are lower in the off season. In 2024, the lowest median sale prices of the entire year occurred in January, February, and March — and the data shows, so far, that rings true this year, too.
So what’s the message? Buyers are more likely to get a better deal on a home they purchase at the front end of the year than they will if they wait until peak buying season. As Lisa Sturtevant, Chief Economist at Bright MLS, says:
“Between 2010 and 2024, according to home price data across the Bright MLS service area, home prices are an average of 15% lower in January and February than they are during the month of peak home prices. (In most years, home prices are highest in June.)”
Get your buyers engaged and kick off a conversation by sending them our Winter Buyer’s Guide. It has everything you need to explain why winter is the ideal time to buy a home. Start a KCM free trial to download the guide and begin sharing it today.
Bottom Line
There are buyers out there who think it’s better to wait until spring to make their move. But with your data and expertise, you can help them realize that buying now comes with significant benefits like less competition, more negotiating power, and lower prices. And this moment won’t last forever.
So, start a conversation. Every intentional conversation you have is a chance to convert a buyer into a client. And for a lot of buyers, connecting with an expert agent like you, who can have an insight-informed conversation, is all the nudge they need to get into the market.
A KCM membership provides all the essential tools — like the Buy Before Spring RealTalk script, the customizable email template, and the Winter Buyer’s Guide — to expand your reach and have those high-impact conversations that drive results.
If you don’t take action, nothing happens in your business. Commit and hold yourself accountable.
Sign up for a KCM free trial today.
