If you're selling a home, the question at the top of your mind is always, "How long will this take?" While the time a home spends on the market can vary dramatically, understanding the key factors at play is crucial for a successful sale. From the impact of a Montana winter to the specific data points that influence buyer behavior, here is a breakdown of what influences a home's time on the market.
Understanding "Days on Market" (DOM)
Days on Market (DOM) is a metric that tracks the time from when a property is listed to when it goes under contract but can also be calculated to when it closes as well. It's a key indicator of market health and a direct reflection of buyer demand. While the national average DOM is around 58 days, a residential home in Southwest Montana can stay on the market longer or shorter depending on the property type and price point. Currently the median DOM is 28 days as of July 2025.
As with any statistics in real estate, there are different ways to pull data, so keep a careful eye out on how Days on Market are calculated as far as to pending or to closing. Some closings, especially on larger parcels or larger houses, or older houses that may have some inspection contingencies being remedied, can be pushed out as far as 90-180 days. A true snapshot of the market is to see DOM to pending so you can see how active buyers are looking at and making offers on homes.
The Impact of Seasons: Why Winter Slows Things Down
In Montana, seasonality plays a huge role in the real estate market. The spring and summer months traditionally see a surge in buyer activity, but once the snow starts to fall, things slow down. Summer in Montana is peak tourist season and has the highest likelihood of folks sticking around. With the exception of skiers and winter sports enthusiasts, Montana winter deters a lot of travelers.
Weather and Logistics
Showings and inspections become more difficult in snowy conditions. Accessing a property's exterior, roof, and foundation is challenging, and moving a household in a snowstorm or the cold is a major deterrent for buyers.
The selling side faces the exact same issues when it comes to prepping their homes. Have you ever tried painting your walls when it's 30ºF outside? Not as easy as it would be when it's 75ºF...
Reduced Buyer Traffic
As mentioned earlier, fewer casual buyers are out looking in the cold months. However, the buyers who are looking are often highly motivated, which can be an advantage for sellers. Offers can be taking a little more seriously.
It's not impossible to sell your home in the winter, so this isn't by any means a discouragement from listing your home over the cold months. Real estate in Montana is like molasses – the warmer months it moves fast and the colder months it moves slow. Sellers just need to keep patience in mind and understand the longer timeline.
Challenges with Curb Appeal
It's hard to showcase a home's outdoor amenities and landscaping when everything is covered in snow. A seller must be proactive about clearing pathways, shoveling the driveway, and highlighting interior warmth with great lighting.
Homes that have exterior amenities will have a hard time showcasing their benefits, especially flower beds and green grass. A good real estate agent will ensure a seller that as soon as better conditions are available, updated photography and videos will be scheduled to update a seller's listing. It is very, very common to see updated spring photos for listings that came about late fall or winter.
The Data that Defines the Market
While seasonality is a major factor, Days on Market is also directly influenced by key market metrics. Understanding these will give you a full picture of your local market's health.
Absorption Rate & Inventory
These two metrics are directly linked to DOM. The absorption rate tells us how quickly homes are selling. When the absorption rate is high (indicating a low months of supply), homes sell faster, and the DOM drops. As of July 2025, Southwest Montana had a 5.7-month supply of residential homes, which signals a relatively balanced market. However, this is for all of Southwest Montana, and local conditions can vary dramatically even within short distance. In July 2025 Big Sky, Montana is seeing 10.2-months of supply while Townsend, Montana is only seeing 5.8-months of supply. It's safe to say Townsend remains balanced while Big Sky is seeing a buyer's market with much longer days on market.
Product Type
The type of property you're selling directly impacts its DOM. A luxury home or a large ranch property will naturally have a longer DOM than a starter home or a condo, simply because it appeals to a smaller pool of buyers. Typically, listings around the median sales price will be the most sought after.
Land listings can be expected to also have higher DOM with the nature of non-usable land that has not been developed yet; which of course is also subjective to its location. Medium sized parcels out of town will sit longer, but lots within ideal, established neighborhoods close to town will be scooped up much faster.
Price Point
A home priced correctly for the market will sell much faster. Overpricing a home can cause it to sit on the market for an extended period, leading to price reductions that can make the property look less desirable. Working with an agent who can help provide the most accurate price point is essential. It's not uncommon for a seller to believe to know the market more than a seasoned real estate agent, but ultimately, the seller is setting the price; your real estate agent is only providing their best estimated range of the market based on like-properties through a Comparative Market Analysis.
At the end of the day, selling your home on the open market is no different than any standard supply and demand market. Priced accurately will promote competition and multiple offers, driving up the closing price to a higher mark.
Understanding the various factors that influence Days on Market is crucial for a successful sale. While Montana's seasons are a reality we all live with, being a prepared seller—with a well-priced, well-presented home—can help you stand out in any market. The key is to be strategic in your timing and to work with an expert who can interpret the data and guide you through the process.
Ready to sell your home and want to understand its market potential? Contact me for a personalized market analysis and a strategic plan for a successful sale. Use the link below for an instant estimate on your home value!
Rebecca Quackenbush
REALTOR®, SRES
406.580.2307
rebecca@eralandmark.com
1805 W Dickerson St, Ste 1
Bozeman, MT 59715
Subscribe for Real Estate News!
©ERA 2025. All rights reserved. ERA® and the ERA Logo are registered service marks owned by ERA Franchise Systems LLC. ERA Franchise Systems LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each franchise is independently owned and operated. Any services or products provided by independently owned and operated franchisees are not provided by, affiliated with, or related to ERA Franchise Systems LLC nor any of its affiliated companies. Robyn L. Erlenbush, CRB, Broker/Owner of ERA Landmark Real Estate. Each office independently owned and operated.
