“The most wonderful time of the year” is not nearly as slow as buyers and sellers may think. Agents who adjust their marketing and selling strategies for this season can keep their sales numbers hot even as temperatures drop. Here are a few tips to make the most of December.

Schedule ahead but be flexible. December is filled with personal and professional obligations. Get on your clients’ schedules, but also discuss backup times in case they need to cancel the appointment.

Can it be done online? Digital solutions are not only useful due to the coronavirus pandemic. Video meetings, virtual showings, and digital signatures can make things convenient for everyone with busy schedules.

Stage your listing for winter. Candles on a table or blankets on a couch can make a room more inviting. Staging for colder weather can help prospects picture themselves in the home.

Emphasize communal spaces. Even if COVID-19 limits this year’s festivities, clients will view homes with future holiday celebrations in mind. Spend extra time pointing out gathering places like kitchens, living rooms, and dining rooms. Cozy features like fireplaces or outdoor seating areas may be big selling points, too.

Showcase your soft skills. December offers you many holiday-themed questions and small talk opportunities with your clients to help build rapport. What are you most looking forward to? Are there any special foods or traditions you enjoy? Small talk is an excellent way to grow the personal connections that build trust and lead to referrals.

Explain to buyers the advantages of acting now. Remind buyers that winter is a great time to buy a home. It is the slow season for moving companies. Most schools have a winter break; families could be settled in their new homes by the time school starts again in January. They could even ring in the new year in their new homes.