Naughty or Nice? Navigating the Los Angeles Real Estate Market During the Holidays
The halls are decked, the calendars are packed, and the general consensus around Los Angeles is that the real estate market goes into hibernation until after the New Year.
That consensus is wrong.
While it’s true that inventory tightens and fewer people are actively looking during the holidays, the winter market in Los Angeles offers a unique advantage that spring doesn’t: intense motivation. If someone is carving out time between work, traffic on the 405, and holiday parties to view a house in Westchester on December 20th, they are a serious buyer. If a seller has their home listed during Hanukkah or Christmas week in Santa Monica, Culver City, or Mar Vista, they seriously need to sell.
The holiday season is less about frantic competition and more about focused, serious transactions. Whether you’re looking to buy your dream home on the Westside or sell your current property in the South Bay before the ball drops, here are the top five things you must do to succeed during the most wonderful (and busiest) time of the year in the Los Angeles real estate market.
1. Embrace Hyper-Flexibility with Scheduling
Between office parties, holiday travel out of LAX, and school concerts, everyone’s schedule in LA is chaos right now. The standard “Sunday 2–5 pm open house” model doesn’t always work as well in December. Success during the holidays requires bending your schedule.
For Sellers:
You may get showing requests at odd times—a Tuesday night before dinner, an early Saturday before youth sports, or a weekday lunchtime showing for someone commuting from Century City or Downtown. If you want to sell, you need to say “yes” to these requests as often as possible. Remember, the person asking to see your house right now in Santa Monica, Westchester, or Studio City isn’t a “tire-kicker”; they are a motivated buyer on a deadline.
For Buyers:
Be prepared to view homes during your lunch break or early on a weekend morning before activities pick up. Recognize that sellers are also stressed and juggling a lot. If they ask for an hour’s notice to tidy up or hide the wrapping paper, try to accommodate them. In a city as busy as Los Angeles, flexibility is one of your biggest advantages.
2. Manage the Holiday Aesthetic (Decorate with Discipline)
Homes look especially cozy and inviting during the holidays. The smell of baked goods, soft lighting, and a warm fireplace can create an instant emotional connection—whether you’re touring a condo in Marina del Rey or a single-family home in Sherman Oaks.
For Sellers (Tasteful restraint):
Don’t let your decorations hide the house. If your tree is so big it blocks a window with a nice Westside view or takes up half the living room, downsize it. A mantlepiece garland, a simple wreath on the front door, and warm white lights are perfect in Los Angeles homes. Avoid overly religious decor or overwhelming collections (like the 500-piece Santa village) that might distract buyers from noticing your natural light, floor plan, and square footage.
For Buyers (Look past the tinsel):
It’s easy to fall in love with a beautifully decorated holiday home in Los Angeles. But remember, the decorations don’t come with the house. Discipline yourself to look past the decor. Check the baseboards, look for any signs of water intrusion from recent rains, and evaluate the actual floor plan, storage, and outdoor space—not just the cozy holiday vibe.
3. Be “Transaction-Ready” (No Delays)
Because many professionals—lenders, escrow officers, title reps, inspectors, and even some agents—take time off during the holidays, a delay in paperwork can push a closing from December into mid-January. You don’t have the luxury of time right now, especially if you’re trying to coordinate a move around school schedules or work transfers within Greater Los Angeles.
For Sellers:
Consider a pre-inspection so there are fewer surprises once you go into escrow. Have all required disclosures filled out and organized. Make sure your real estate agent, escrow company, and any advisors know your holiday travel schedule. If a serious offer comes in on December 23rd for your home in Playa Vista or Encino, you need to be ready to review and sign promptly.
For Buyers:
A simple pre-qualification letter isn’t enough right now. You should be fully pre-approved with your local Los Angeles lender, with all documents submitted and updated. Your lender needs to know you are actively hunting so they can move quickly when you find “the one” in neighborhoods like Culver City, Highland Park, or Venice. Being truly “offer-ready” can be the difference between getting the house and missing it by a day.
4. Adjust Your Pricing Expectations (Reality Check)
The holiday market is not the spring frenzy. The dynamics change, and your financial expectations need to adjust depending on which side of the table you’re sitting on in the Los Angeles market.
For Sellers (Price it right the first time):
December is not the time to “test the market” with an aspirational price. Buyers scrolling listings in Santa Monica, Westchester, or Toluca Lake are savvy and looking for value. If you overprice now, your listing may sit through the holidays and roll into January as “stale.” Price it competitively based on current Los Angeles comps so you attract the smaller pool of serious, motivated buyers who are actually out looking.
For Buyers (Don’t be Scrooge):
Just because a seller is listed during the holidays doesn’t mean they are desperate. Don’t come in with insulting low-ball offers expecting a “holiday miracle” deal. While there may be less competition in some LA neighborhoods, inventory is also tighter. Make fair, strong offers based on recent comparable sales, neighborhood trends, and property condition—not just the date on the calendar.
5. Don’t Neglect Winter Curb Appeal & Safety
First impressions still matter, even when the jacarandas and bougainvillea aren’t in full bloom. In Southern California, winter curb appeal is less about snow and more about lighting, cleanliness, and safety—especially when we get those big rain and wind events.
For Sellers:
Safety is paramount. Make sure pathways, front steps, and driveways are clear of leaves, debris, and any standing water. Check that exterior lights are working and turn on landscape and porch lighting early, since it gets dark well before many after-work showings. In hillside or canyon areas, ensure drainage is clear and any slopes or stairs feel secure and well lit. A buyer can’t fall in love with your Los Angeles home if they’re worried about slipping in the dark on the way to the front door.
For Buyers:
Use the winter season to your advantage when touring homes. How does the yard handle heavy rain? Is water pooling near the foundation or walkways? Do the windows feel drafty, or does the home feel solid and well-insulated for Los Angeles standards? Winter can be one of the best times to stress-test a property’s roof, drainage, and mechanical systems.
Conclusion
The holiday real estate market in Los Angeles isn’t for the faint of heart, but it can be incredibly rewarding for focused buyers and sellers. By staying flexible, prepared, and realistic, you can leverage the unique atmosphere of the season to make a smart move—whether that means upsizing, downsizing, or finally getting your foot in the door of a neighborhood you love.
If you’re considering buying or selling this holiday season in Santa Monica, Culver City, Westchester, Mar Vista, the South Bay, or anywhere across Greater Los Angeles, don’t go it alone. Let’s build a plan that fits your holiday schedule and your long-term goals.
Melissa Menard
REALTOR® | DRE# 01858710
Compass | Greater Los Angeles & Westside
📞 310.729.9726
💻 Melissa@MelissaMenardHomes.com