The Holidays Bring a Different Rhythm to the Phoenix Housing Market
The holiday season is often viewed as a “slow” period for real estate — but the truth in Phoenix is more nuanced.
While spring and early summer remain peak buying seasons, November through early January brings a unique set of trends that impact home prices, sales activity, and negotiation opportunities.
Below, CITIEA Phoenix real estate breaks down how the holiday season truly affects the market, and what both buyers and sellers should expect.
1. Buyer Activity Slows — But Doesn’t Disappear
Most people pause their home search around Thanksgiving, Christmas, and New Year’s.
Travel, work obligations, and seasonal priorities naturally reduce overall activity.
How this affects the market:
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Fewer showings
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Less competition among buyers
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More time for decision-making
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A calmer overall pace
This slowdown can influence pricing behavior — especially for homes that have been listed since early fall.
2. Sellers May Adjust Pricing to Capture Late-Year Buyers
Because buyers are fewer during the holidays, some sellers choose to lower their asking price or offer concessions to attract motivated shoppers.
Common year-end patterns:
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Strategic price reductions on homes that didn’t sell in the fall
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Sellers offering closing cost credits
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Increased openness to negotiations
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More willingness to address repairs
This doesn’t mean Phoenix prices “drop” dramatically — but there can be more flexibility during the holiday window compared to the competitive spring season.
3. Homes Still Sell — Especially If They’re Priced Right
Despite lower traffic, the Phoenix market does not shut down in the winter.
In fact, homes that are:
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updated,
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well-presented,
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and priced correctly
…continue to sell steadily, even in late December.
MLS trend highlights (general observation):
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Homes priced appropriately often go under contract within typical timelines
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Overpriced homes sit longer
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Move-in-ready homes outperform fixers
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New-builds continue selling due to builder incentives
This reinforces a simple truth: price and presentation matter more than the calendar.
4. Inventory Tightens — Which Helps Support Prices
While buyer activity slows, many sellers choose not to list during the holidays.
This means fewer new listings, creating a tight inventory environment.
Effect on pricing:
Even with slower demand, low supply helps keep home values steady.
In Phoenix, this often prevents holiday-season price drops from becoming significant.
This is especially true in desirable neighborhoods and entry-level price points.
5. Sales Volume Declines — But Serious Buyers Remain
Holiday months typically show a lower number of total sales compared to spring.
However, the buyers who shop during this season tend to be:
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relocating for work
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motivated to move before the new year
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investors seeking year-end opportunities
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buyers avoiding peak-season competition
These motivated groups help keep sales activity stable — even if the number of total shoppers is smaller.
6. New Construction Builders Push Year-End Incentives
Builders often aim to close homes before year-end, which can influence both sales and pricing trends.
Typical incentives include:
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Interest rate buydowns
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Closing cost contributions
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Design center credits
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Discounts on spec homes
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Move-in-ready promotions
These incentives help maintain steady holiday-season sales for new construction and increase competition with resale homes.
So, How Are Prices and Sales Actually Affected?
Prices:
Generally stable — with moderate flexibility.
Discounts tend to come from seller motivation, not market weakness.
Sales:
Usually lower in volume due to seasonal slowdown — but motivated buyers continue to drive meaningful activity.
What Sellers Should Expect During the Holidays
If you’re planning to sell during this season:
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Expect fewer showings
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Ensure your pricing is competitive from day one
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Prepare for motivated, qualified buyers
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Recognize the value of strong presentation
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Use market data to stay realistic and strategic
Well-prepared homes still perform very well, even in December.
What Buyers Should Expect During the Holidays
If you’re planning to buy:
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You’ll face less competition
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You may find better pricing on older listings
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Builders may offer strong incentives
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Negotiation opportunities are more common
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The market pace is calmer and more manageable
For many Phoenix buyers, the holidays are a smart time to enter the market.
