The Christmas Conundrum: Advising Clients on Holiday Decorations During the Sales Process

As property stylists in the Southern Hemisphere, the Christmas season presents a unique challenge. While northern markets slow down during December, our summer-Christmas period often sees  lower /slower but continued sales activity other than for a three week period at max. This creates a professional dilemma: should we advise clients to embrace festive decorations during the sales process, or recommend they maintain a more neutral presentation?

This question divides industry professionals, with valid arguments on both sides. Let's explore the considerations to help you provide nuanced guidance to your clients.

The Case for Christmas Decorations

Creating Emotional Connection

The festive season naturally elicits positive emotional responses. Thoughtfully styled Christmas elements can help potential buyers envision themselves celebrating future holidays in the space—a powerful emotional trigger that can inspire offers.

Sarah Matthews, a leading Sydney property stylist, notes: "A tasteful Christmas tree in a corner can transform a house into a home in the buyer's mind. This emotional connection often translates to stronger attachment to the property."

Demonstrating Versatility

Strategic holiday decorations can actually highlight a property's adaptability. A elegantly appointed dining table set for Christmas dinner showcases entertaining potential, while subtle decorative elements can draw attention to architectural features like mantels, staircases, and built-in shelving.

Reflecting Current Reality

In December, buyers expect to see some acknowledgment of the season. A home completely devoid of Christmas elements can sometimes feel artificial or staged, potentially creating disconnect rather than the authenticity buyers seek.

Seasonal Timing Advantages

Properties marketed during December benefit from the generally positive mood of the season. Subtle Christmas styling that complements rather than overwhelms your core staging strategy can enhance this natural advantage.

The Case Against Christmas Decorations

Cultural Considerations

Australia and New Zealand are increasingly diverse societies. Christmas decorations may alienate buyers from different cultural backgrounds who don't celebrate the holiday. A neutral presentation ensures the broadest possible appeal.

Space Perception Issues

Holiday decorations, particularly larger elements like Christmas trees, can make spaces appear smaller or more cluttered than they actually are—contradicting a key objective of professional property styling.

Seasonal Dating of Marketing Materials

Properties that don't sell immediately face challenges with visibly dated marketing materials. Photography featuring Christmas decorations becomes obviously outdated by January, potentially stigmatising a listing that remains on market.

Distraction from Key Features

Elaborate decorations risk drawing attention away from the property's permanent selling points. Buyers might remember your client's impressive Christmas tree rather than the newly renovated kitchen—a styling failure despite positive impressions.

Finding Middle Ground: The Stylist's Approach

The most successful approach typically involves thoughtful compromise based on specific circumstances:

Consider the Property's Market Position

Luxury properties often benefit from sophisticated seasonal styling that reinforces exclusivity, while entry-level properties may need more focus on maximising space perception without holiday elements.

Evaluate the Target Demographic

Research your client's most likely buyer demographic. Young families might respond positively to tasteful Christmas styling, while investors or downsizers may prefer seeing the property without seasonal additions.

Timing Factors

Properties listed in early December have different considerations than those hitting the market closer to Christmas Day. The proximity to the actual holiday should influence your recommendations.

Photography Strategy

Consider arranging two photography sessions—one with and one without decorations—providing flexibility for marketing that extends beyond the holiday season.

Practical Recommendations for Clients

When clients are determined to incorporate Christmas elements during their sales campaign, offer these professional guidelines:

Scale and Proportion

Recommend smaller decorations than they might typically use. A 2-metre Christmas tree overwhelms most living rooms when viewed through a buyer's critical lens.

Colour Coordination

Advise selecting decorations that complement the property's existing colour palette rather than introducing competing traditional Christmas colours that clash with your styling.

Strategic Placement

Suggest positioning any seasonal elements where they won't impede traffic flow or block architectural features during inspections.

Religious Neutrality

For maximum market appeal, recommend secular holiday decorations (winter/summer themes, gift presentations, subtle lighting) rather than religious symbolism.

Less is Genuinely More

When it comes to Christmas decorations during property sales, restraint is invariably the best approach. Even clients who typically embrace elaborate holiday displays should understand that selling requires a different mindset.

Case-Specific Guidance

The most effective property stylists tailor their advice to specific scenarios:

Occupied Homes

For clients continuing to live in the property during the sales process, acknowledge their desire to maintain family traditions while suggesting compromises that serve both personal and sales objectives.

Vacant Properties

In empty properties, any seasonal elements should be minimal and purposeful—perhaps a small decorated tree in a bay window or subtle metallic accents that enhance rather than dominate.

Different Property Types

Apartment styling demands different considerations than larger family homes, where buyers might more readily expect to see holiday elements.

The Christmas decoration question highlights the balance between art and science in professional property styling. While research supports maximising universal appeal through neutrality, the emotional resonance of thoughtfully incorporated seasonal elements can't be dismissed.

The most responsible approach is presenting both perspectives to your clients, along with your professional recommendation based on their specific property, target market, and sales timeline. This balanced guidance demonstrates your expertise while respecting your clients' ultimate decision about how they wish their property to be presented during this festive but commercially crucial period.

By addressing this potentially controversial topic with nuance and understanding, you establish yourself as a thoughtful professional who considers all factors affecting your clients' success—the hallmark of a truly valuable property styling consultant.