Why Montana Sellers Should List Before Summer in 2026

By Jason Baker

Jason Baker is the leading listing agent in the entire regional mls for residential and or total units sold, 8 years running. He is a tireless worker, and surrounds himself with the best admin and sales team in Montana...and the results speak for themselves.

When are you going to net the most on the sale of your home? When there are 400 homes on the market, or when that number jumps to 550, 600, 650, at the peak of summer? It’s a simple question with a simple answer. Right now, before the summer flood, is the strongest window to sell in Western Montana.

The biggest myth in Montana is that everything only sells in the summertime. If people don’t like snow, they’re not going to live here. Our internet buyer traffic only shifts about 10% through the seasons. Buyers are here year-round. What changes is the inventory. It typically peaks at the end of June into July.

What we’re seeing on the market right now is still a lot of pricing delusion. Last year, Missoula County alone hit 580 active listings. Over 500 homes expired this past winter across Missoula, Mineral, Flathead, and Lake County. Not because they were bad homes. Because they were priced for a market that no longer exists. People bought during COVID and are trying to sell at those prices, plus a profit, plus improvements, plus commissions. No buyer is coming along to pay $100,000 or $200,000 more, so the seller’s dreams come true on pricing.

Right now, with inventory still in the low 400s, sellers face less competition. Fewer listings mean more showings, more leverage, and a stronger net when you close. That’s the whole equation.

Prepare your home without overspending. I get calls all the time asking me to come over and tell them what to do. Most of the time, people are focused on the little knick-knack stuff, probably a bit too much HGTV watching. But really, it’s the big things that matter. Carpets, paint, and general condition. Don’t worry about the tulips. Nobody is paying an extra $100,000 for a tulip.

There’s also a fine line between doing the work and offering a credit. What if you replace the carpet, and the buyer hates the color? Usually, the flooring is better than what people think. And if you need help getting the home ready but don’t have the cash upfront, I offer a concierge program that fronts the money at no interest. You pay it back at closing.

For buyers, you’re about to see more inventory than you’ve had to choose from in the last 10 to 15 years. Rates are in the low to mid 6% range and aren’t expected to drop anytime soon. We’re entering a buyer’s market. Once listings push past 550 or 600, you’ll have real negotiating power, more concessions, and more room to find the right home. That shift is likely just a month or two away.

The agent you choose matters more than most people think. When 71% of agents close one or two deals a year, there’s a level of desperation that leads to overpricing. They’ll tell you whatever you want to hear to get the sign in the yard. That’s not data-driven pricing. What a home should list at comes down to three to six sold comparables. Not Zillow. Not Zestimates. Sold data.

If you’re getting three to five showings a week, you’re priced right. If it’s dead, the price needs to move. I served almost 160 families last year. You want someone who prices on data and tells you the truth.

Whether you’re thinking about selling before the summer rush or you’re a buyer watching for the right time, I’d love to help. Call me at (406) 552-4443 or email jason@jasonbakerteam.com. You can also visit jasonbakerteamblog.com for more updates on the Western Montana market.