Winter isn’t a bad time to sell, however, it’s a time when smart strategy matters most.  As the local mountain market shifts away from pure seller dominance, buyers have choices.  In Summit and Eagle counties, top-line results now come down to two simple things: price and condition.

Get those right and you’ll attract motivated buyers quickly.  Get them wrong and your listing can sit, slice into equity with price reductions, and reduce your net proceeds.

Why price and condition matter now

We’re no longer in a market where “list it high and wait” consistently wins.  When inventory rises and buyer urgency softens, homes that are competitively priced and presented to show as move-in ready generate more activity, create urgency, and often sell for more net to the seller.  Overpriced homes, especially those with visible or material deferred maintenance, attract fewer showings, snag fewer offers, and invite inspection-based cancellations.

Two real listing stories from our team — a caution and a roadmap

Example 1 — “Testing the market” (priced high; major condition item)

The sellers listed at the top of what they hoped the market would bear.  The property looked good on first impression but had aging mechanicals and most importantly, an older roof.  An early offer surfaced, but the sellers were reluctant to negotiate.  During inspection the buyers flagged the roof’s condition.  The sellers refused to replace it and the buyers canceled the contract.  The sellers later replaced the roof and relisted, but the home ultimately sold later for less net than the original offer would have produced even considering credits.  The cost of holding out for “top dollar” included longer time on the market including carrying costs during that time and resulted in a lower net sale.  This erased the any potential upside of “testing” the top-of-market price.

Example 2 — “Prepared to win” (updated, staged, priced to engage)

These sellers invested in updates, depersonalized the home, painted, and staged using newly purchased furniture.  They intentionally listed slightly under the highest theoretical price to drive interest.  The property generated strong showings and an above-asking offer in the first weekend, which translated into a faster closing and better net proceeds than they would have achieved by listing higher and waiting.

Takeaway: In a shifting market, smart pricing and clear condition fixes can create competition and reduce carrying time and that often nets more money than trying to squeeze every dollar out of a slow launch.

Hard numbers — Summit & Eagle County

What those numbers mean for sellers

• Average price is high, but buyers are choosier.  Average sale prices in these counties remain strong, but buyers are taking time, focusing on condition.  So cosmetic and mechanical condition matter.
  
• Days on market (DOM) are meaningful. With average DOM in the multiple-weeks-to-months range, a poorly presented home risks long exposure that typically leads to price cuts.
  
• Sale-to-list Price. Sellers should expect some negotiation; homes priced aggressively but sensibly (to attract showings) can get multiple interested buyers and better final results than a “hold out” strategy.
  

Practical listing checklist 

Price

• Have your realtor run a neighborhood-specific Comparative Market Analysis (CMA).  Use current YTD metrics to set a competitive list price.
  
• Consider a modestly aggressive price that invites comparison shoppers and creates urgency.  This is especially effective in winter when active inventory is smaller.
  

Condition

• Fix major, obvious items (roof, HVAC, water / septic issues). These can be deal-killers in inspection.
  
• Do essentials: neutral paint, deep clean, professional photos, declutter, and staging. Photos that show warm, well-lit interiors perform much better.
  
• Provide documentation: service records, recent inspections, and warranties reduce buyer anxiety and speed closings.
  

Marketing & negotiation

• Launch with a concentrated marketing push (high-quality photos, targeted email to buyer lists, and a clear showing window). The first 7–10 days drive most buyer engagement.
  
• Pre-define your negotiation plan with your agent: minimum net you’ll accept, acceptable concessions, and a timeline for price review.
  

Holding Costs

When selling your home, holding costs are one of the most overlooked expenses and they can quietly chip away at your bottom line. Every month you keep a property on the market, you’re still paying for mortgage interest, taxes, insurance, utilities, maintenance, and sometimes HOA dues. For sellers who want to “test the market” at a higher price, these carrying costs can quickly add up and end up costing far more than the extra money they hope to make. Understanding your true monthly holding cost helps you price strategically, sell faster, and walk away with more in your pocket.

Takeaways

Winter buyers exist and they’re often decisive when presented with a well-priced, move-in ready home.  Our team’s two recent listings make the choice clear: invest where buyers look (condition) and price where buyers will act (strategy), and you’ll more likely close faster and net more.

If you’re thinking of selling this winter in Summit or Eagle County, we’ll:

• prepare a hyper-local CMA using October YTD figures above,
  
• recommend targeted condition fixes that provide the best ROI, and
  
• produce a market-ready marketing launch that maximizes first-week engagement.
  

Contact the Skinner Team to schedule a no-obligation listing consultation and a quick, numbers-based plan for your property.