Most Franklin homeowners assume they need to wait until spring to list. The azaleas should be blooming, the grass green, the Main Street crowds thick with weekend shoppers. That's when buyers come out, right?
Not exactly. Winter 2026 is shaping up to be an interesting season for Franklin sellers, and not in spite of the timing—sometimes because of it.
Fewer homes hit the market between December and February in Williamson County. That part of the conventional wisdom holds true. But here's what that actually means for you: less competition. The buyers who are actively searching during winter months aren't casually browsing open houses on a sunny Saturday. They're motivated—often by job relocations, life changes, or lease expirations that don't care about the calendar.
A family transferring to the Nissan headquarters in January isn't going to wait until April to find a home in Franklin. Neither is the couple whose rental lease ends in February, or the investor looking to close before the end of Q1.
The pool is smaller, yes. But serious buyers make up a much larger percentage of that pool.
Franklin's winter light disappears early. By 5 PM in January, your home's curb appeal exists primarily in photographs and memories. This creates two non-negotiable priorities for winter sellers.
First, schedule all showings before 3 PM when possible. The natural light streaming through windows in Westhaven or Fieldstone Farms looks dramatically different at 2 PM versus 5 PM. Your agent should be blocking showing times strategically, not just accepting whatever works for a buyer's schedule.
Second, invest in your interior lighting before listing. This doesn't mean installing new fixtures—it means replacing bulbs with higher-wattage, warm-toned options, adding lamps in dark corners, and making sure every light switch in the house is flipped on during showings. A home that feels bright and warm in January sells. A home that feels dim and cold sits.
Walk through your house at 4 PM on a cloudy day. If any room feels cave-like, address it before your first showing.
Your lawn isn't going to look its best. Your perennials are dormant. The Japanese maple that makes your McKay's Mill backyard stunning in October is now a collection of bare branches.
Here's what savvy winter sellers do: they don't try to hide it. Instead, they provide context.
Include three or four photos from other seasons in your listing—clearly labeled. "Backyard in spring" or "Front garden, October" shows buyers what they're really getting. This is particularly effective for homes in neighborhoods like Sullivan Farms or Avalon where mature landscaping is a genuine selling point.
For the actual showing, focus on what you can control. Keep walkways clear of leaves and debris. Add fresh mulch to beds—it photographs surprisingly well against dormant plants. A few evergreen containers near the front door signal that someone cares about this home's appearance year-round.
The temptation is to price slightly lower because "it's winter" and the market is slow. Resist this.
Winter buyers in Franklin are often less price-sensitive than spring buyers. They're operating under deadlines. They've done their research. They know what homes in their target neighborhoods have sold for. What they're sensitive to is value alignment—they want to feel confident they're paying a fair price, not necessarily the lowest possible price.
Price your home where the comps support it. Don't discount for the season. The reduced competition already provides your buyer with a benefit—they're not competing against eight other offers like they might be in April.
When a buyer walks into your home on a 38-degree January day, their first physical sensation should be warmth. Not adequate temperature—genuine warmth that makes them want to stay.
Set your thermostat a few degrees higher than normal for showings. Yes, your utility bill will reflect this. It's worth it.
Consider scent carefully. A candle that smells like vanilla and cinnamon in December can feel cloying by mid-January. Something subtle and clean—fresh linen, light citrus—works year-round without screaming "I'm trying to make you feel cozy."
If you have a fireplace, use it. A gas fireplace takes thirty seconds to turn on before a showing. A wood-burning fireplace requires more planning, but a small fire in the hearth during a showing in late January creates an emotional response that no staging trick can replicate.
The week between Christmas and New Year's is dead. Don't fight it. But the first two weeks of January see a noticeable uptick in buyer activity as people return from holiday travel and refocus on their housing search.
Listing in early January positions you to catch this wave while still avoiding the spring inventory surge that typically starts in mid-March around Franklin.
Late February offers another window—buyers who want to close before spring, families targeting summer moves who need to start the process now, and investors looking at Q1 acquisitions.
The slowest period is typically mid-November through December 23rd. If you're reading this and considering a winter sale, waiting until January often makes more sense than rushing to list in late fall.
Beyond lighting and temperature, winter showings benefit from a few specific touches. Heavier textiles—throw blankets on sofas, layered bedding in bedrooms—photograph well and feel appropriate for the season. Light, summery décor in January creates a subtle disconnect for buyers.
Clean your windows inside and out. Winter light is already limited; dirty glass makes it worse.
And if you're in a neighborhood like Ladd Park or Lockwood Glen where outdoor living space is a selling point, stage your patio or deck anyway. Furniture arranged thoughtfully signals "you'll use this space" even when it's too cold to actually sit outside.
Excellence, Without Exception.™
At Redbird Real Estate, we specialize in residential sales, property management, and commercial real estate services in and around Franklin,...
Franklin, Tennessee
View full profile