High-season real estate sales strategy

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May 27, 2025

High-season real estate sales strategy

Main information:

The high season (March to June) concentrates the majority of residential sales: buyers are numerous, but also highly selective.
A poor pricing strategy can mean missing the traction window: real estate alerts filter by budget, and overpriced properties are ignored.
Professional photos and a well-presented property attract more clicks and visits, speeding up the sale.
Small visible defects must be corrected before marketing, to reassure buyers right from the first impression.
Visits should be planned strategically, at times when the light is flattering and the atmosphere propitious.
A real estate broker acts as a filter, advisor and legal protector, saving you time, clarity and security.

Time needed: 6 minutes

Why selling in high season is an opportunity not to be missed
Preparing your property for sale
Pricing strategy and positioning in high season
Working with a real estate broker during peak season

Spring and early summer traditionally represent the peak real estate season. This is when the market is at its busiest: natural light, more visually appealing properties, more available buyers, families in the midst of back-to-school planning… The conditions are ripe for showcasing a property and attracting offers quickly.

But beware: this heightened competition between vendors calls for a meticulous strategy. As Kyle of the Lacasse Shapcott team reminds us:

“We’re entering the end of the spring market. The market remains active, but buyers are extremely price-sensitive. A property that’s only 3% to 5% overpriced can stay on the market for weeks, or even all summer.”

In other words, the right price, right from the start, makes all the difference. It’s a period when transactions move fast, but only if your property is positioned in the right place in the right price segment.

In this article, we set out a clear, operational strategy for making the most of the high season: preparing the property, positioning the price and working with a professional. Objective: to be sold by July 1, with as little stress as possible.

Watch Kyle’s tips on video!

Why selling in high season is an opportunity not to be missed

The peak season, from March to June, accounts for the majority of residential sales in Quebec. This dynamic can be attributed to a number of factors:

Stronger demand: many buyers are looking to close before the start of the new school year or any summer moves.
Better presentation of properties: houses are brighter, exteriors more attractive, visits more pleasant.
A favorable calendar: vacations make the process easier, and buyers are more reactive.

However, this concentration of supply can also work against you if your property is not competitive. A price that’s even slightly too high, poor marketing or property marketing that doesn’t sell well can cause listings to stagnate for some time. That’s why it’s so important to be accompanied by a real estate broker, and to prepare everything thoroughly before publishing your ad.

“If you have to lower your price 4-6 weeks after you put it on the market, you’ve already missed your traction period. You need to grab attention right from the start.”

Kyle Shapcott, leader in real estate

In short, selling during the high season offers many advantages… provided you don’t rely solely on market dynamics. In a context as active as it is sensitive, every detail counts: positioning, preparation and distribution strategy. To maximize your chances of selling quickly and at the right price, it’s best to think ahead – and strike hard, right from the moment you go online.

Preparing your property for sale

Putting your property up for sale in high season also means competing with a large number of other sellers. To stand out from the crowd, it’s essential that your property is presented in the best possible light – right from the first photo, right from the first visit.

Enhancing exteriors and natural light

The outdoors is a major asset in spring and summer. Garden, terrace, balcony, façade… everything should inspire care and conviviality.

Mow the lawn, trim the hedges, clean the terrace and driveways.
Put down a few flower pots, tidy up outdoor furniture and remove anything that looks cluttered or unkempt.
Clean the windows and open the curtains wide: let in as much natural light as possible, which is particularly popular with visitors at this time of year.

Professional visuals at the right time

Photos are often the first contact with your property. They must be click-worthy and make you want to visit.

Schedule your photo session on a clear day, mid- or late morning, depending on the exposure of the rooms.
Prepare each room: decluttering, tidying, soft lighting, small, sober decorative accessories.
Call on a professional photographer to capture volumes, light and flattering angles. A beautiful image can make all the difference on Centris or social networks.

Carrying out small strategic works

A potential buyer won’t necessarily notice the improvements you’ve made… but he’ll immediately spot what’s wrong. A wobbly handle, a blackened gasket, a yellowed light switch, a leaky faucet: so many little details that can create an impression of neglect.

Before posting your ad, take a tour of the property as if you were a demanding visitor, repairing, cleaning, adjusting. These interventions are often inexpensive, but they considerably reinforce the image of a well-maintained – and therefore reassuring – property.

Preparing visits with precision

In high season, buyers are more active, but also more solicited. A well-prepared visit can make the difference between mere curiosity and a serious offer.

Schedule visits during the day, when the light is best on the property. Avoid noisy times of day, such as school outings or busy traffic hours. Before each visit, make sure your home is spotless: clean, tidy, bright and airy. Create a calm, neutral ambience, free from strong odors and extraneous noise.

Open days, especially on sunny weekends, can also create a sense of urgency or scarcity – particularly effective in high season.

Discover our article on all the changes you can make to maximize the value of your property.

Pricing strategy and positioning in high season

Setting the right price is undoubtedly the most strategic step in any marketing campaign, especially in high season. At this time of year, buyers are numerous, well-informed and demanding. Positioning too high – even slightly – can tip a promising sale into costly stagnation.

“If you set a price 3% to 5% too high, you risk staying on the market for weeks, or even missing your traction window altogether. Buyers are transactional, but extremely price-sensitive. If you want to sell before July 1, you need to position yourself right from the start.”

Kyle Shapcott, leader in real estate

The right price, right from the start

The current market leaves no room for improvisation. Gone are the days when you could test the market by posting an ambitious price “just to see”. In high season, a property that’s too expensive doesn’t attract visitors… or generates few serious offers.

Setting the right price means :

Analyze recent comparable sales in your area (not just posted prices);
Evaluate your property objectively: condition, floor, surface area, renovations, parking… ;
Anticipate market sensitivity: in May-June, demand is strong, but buyers no longer overpay.

A poorly positioned prize costs more than it earns

The most common mistake made by sellers, especially in high season, is to “leave room for negotiation” by setting the price too high. In reality, this strategy is often counter-productive.

Today, the majority of buyers use personalized real estate alerts, set up with strict filters: type of property, number of bedrooms, neighborhood… but above all a precise price range. If your property is even 2-5% above what the buyer is willing to pay, it won’t even appear in his results. You are therefore invisible to a large part of the active market.

What’s more, when a property remains on the market for more than 30 to 45 days without an offer, buyers – and brokers – start to wonder: Why didn’t it sell? Is there a hidden problem? Is the price too high?
The property then loses its freshness and appeal, even if you decide to lower the price later.

All this in parallel with new listings that continue to arrive, and your property finds itself drowned in the mass, relegated behind newer, better-positioned properties.

Conversely, positioning yourself correctly from the outset allows you to enter the “window of maximum attention”: the first few weeks when the most active buyers consult new listings and react quickly. A fair price doesn’t mean selling out – it means attracting, creating interest and then negotiating with confidence.

“You can always refuse an offer, but you can’t receive what doesn’t come,” Kyle rightly concludes.

To make sure you don’t miss out on any of the latest developments in property prices in Montreal, consult our real estate statistics:

Expert advice on selling your property at the right price

For a successful pricing and marketing strategy, check these elements before publishing your ad:

Compare your property with the latest sales in your area (not with properties still online).
Prepare a realistic negotiation scenario: allow for a small margin.
Don’t rely on emotion or the uniqueness of your property: today’s buyers compare, visit, analyze – and above all, they have a clear budget..

A good price is one that triggers visits and opens discussions, not one that flatters the seller’s ego.

Working with a real estate broker during peak season

In high season, things move fast: new listings are pouring in, buyers are active, and decisions are sometimes made in a matter of days. In this context, the support of an experienced real estate broker becomes a strategic lever, not only to sell, but to sell at the right price, within the right timeframe and without stress.

Target right from the start

A good broker knows the specific dynamics of your neighborhood: recent sales, competing properties, real buyer expectations. It helps you position your property at the right price, with the right marketing strategy – crucial if you don’t want to miss out on the first few weeks of visibility.

Enhancing the value of your property with the right tools

Professional photos, staging, writing an attractive listing, distribution through the right channels (Centris, social networks, private broker networks)… A broker allows you to present your property in its best light and reach the right buyers – those who are really looking, now.

Save time and secure every step

In high season, everything speeds up: frequent calls, visits to organize, negotiations to conduct… A broker allows you to stay in control without exhausting yourself. It acts as a strategic filter, qualifying serious buyers, scheduling visits efficiently, and answering questions from the very first contact.

But his role doesn’t stop there. He also ensures the legal and financial soundness of the transaction: he makes sure that each offer is complete, well drafted, accompanied by proof of financing, and respects legal deadlines. In this way, you avoid common pitfalls – unclear conditions, unapproved buyers, last-minute withdrawals – and move towards signing at the notary’s office with complete confidence.

Conclusion

Selling in high season is a real opportunity… as long as you master the codes. The market is active, but buyers are demanding, well-informed, and sensitive to both presentation and price.

Preparing your property carefully, positioning it at the right price from the outset, and working with an experienced broker are the keys to a rapid and successful transaction.

Rather than “testing” the market, aim right from the start. High season doesn’t forgive approximations – but it does reward well-prepared salespeople.

To make the sale of your property a success, put your trust in our team of real estate brokers in Montreal.

Kyle Shapcott

kyle@equipels.com

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Kyle has been an expert on the real estate market for over 10 years. He is passionate about Montreal and the city’s real estate sector, and regularly shares his analysis and advice in his articles.

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