Every February I get some version of the same call.
"We've been talking about it over the holidays, and we think this is the year. Can we get it on the market?"
The answer is yes. But the owners who get the best results usually made that decision in September or October, not over Christmas dinner. By February, the most motivated buyers of the season have already been here, skied, looked around, and in a lot of cases, bought.
If you own a second home in Park City or Deer Valley and selling has crossed your mind even once this year, now is the time to think it through. Not necessarily to list. Just to decide.
The winter buyer is a different buyer
Park City doesn't behave like a normal housing market. Most of our luxury buyers don't live here. They come for a ski week, stay somewhere nice, and at some point between the second run and dinner, they start wondering what it would take to own a place.
That buyer is real, and they're in town during a fairly narrow window: the holidays, the long January weekends, Presidents' Day, and spring break. When they're standing in a lift line at Silver Lake or walking Main Street after a powder day, they're about as emotionally ready to buy as they'll ever be.
If your home isn't on the market, photographed well, priced correctly, and ready to show when they arrive, you're not in the conversation. You're hoping they come back next year.
That's the real reason fall matters. It's not superstition. It's the lead time. Photography, pre-inspection, pricing work, small repairs, HOA documents, and decisions about furnishings all take longer than owners expect, especially when you live in another state.
Who should seriously consider selling this winter
I'll be direct, because I'd rather lose a listing than talk someone into the wrong decision.
It probably makes sense to look hard at selling if:
- You bought between 2019 and 2021 and are sitting on meaningful equity you'd like to put to work somewhere else.
- The family used the house constantly five years ago and barely used it last season. Kids grow up, schedules change, and it happens to almost everyone.
- There's a large expense coming, such as a roof, mechanicals, or a special assessment, and you'd rather let the next owner take it on at the right price.
- You're thinking about moving up, down, or across town, and this season gives you the best chance to sell on your terms.
I'd probably tell you to wait if:
- Your number is really a 2022 number, and nothing about your property justifies it. Some sellers can get there. Many can't, and a listing that sits all winter costs you more than patience does.
- The house needs visible work and there isn't time to do it properly before the holidays.
- You aren't sure. Uncertain sellers tend to price defensively, and the market can tell.
"The Park City market" isn't one market anymore
One of the biggest mistakes I see is owners reading a headline about Park City prices and assuming it applies to them.
It doesn't, at least not directly. Single-family homes and condos have been moving differently. Homes with true ski access trade in a different universe than homes a ten-minute drive from the lifts. A well-designed house in Empire Pass and a dated one a mile away aren't competing for the same buyer, even when the square footage looks similar.
Deer Valley is also changing quickly. The East Village expansion is bringing new terrain, new residences, and new hotel product to the Jordanelle side of the resort. For some owners, that's good news. For others, it means new, turnkey inventory competing for the same buyer who might otherwise have toured their home. If you own anywhere near Deer Valley, you need to understand what you'll be competing against this winter, not what you were competing against when you bought.
The only valuation that matters is the one built around your specific property, your specific location, and the buyers who'll realistically walk through it.
What I'd do in the next 30 days if I were you
You don't have to commit to anything. But if selling this winter is a real possibility, a little work now keeps your options open:
- Get an honest price range, not a flattering one. Ask whoever you talk to how they reached the number. If the answer is vague, the number probably is too.
- Walk the house with fresh eyes, or have someone do it for you. Small things, like worn stair treads, a tired hot tub cover, or a dated light fixture over the dining table, show up in photos and in offers.
- Decide on furnishings early. Many second-home buyers want to arrive with a toothbrush and ski the next morning. Selling furnished can be a real advantage, but only if the furniture helps the house.
- Pull your paperwork together. That means HOA documents, rental history if you've rented, utility costs, and any major improvements with dates. Out-of-state buyers ask for all of it, and having it ready builds trust.
- Think about photography timing. Fall exteriors can look beautiful, and some homes show best with snow. Sometimes the right answer is to shoot now and add winter images later.
The honest bottom line
Selling a second home here is usually less about the market and more about timing, preparation, and knowing which buyer you're actually trying to reach. The owners who do best tend to make the decision calmly, well before they feel any pressure to.
If you own in Park City or Deer Valley and you're weighing it, I'm happy to give you a straight opinion on where your home would likely land this winter. That includes telling you to wait if that's the better call.
Mark Rodeheaver is an Associate Broker with Berkshire Hathaway HomeServices Utah, working with buyers and sellers across Park City, Deer Valley, and Summit County. Reach him at 435.659.8993 or listingparkcity.com.
