What trends are shaping the real estate market now?
The real estate market has shifted and is a buyer’s market in many areas due to rising inventory, longer days on market, and fewer bidding wars. Higher mortgage rates have reduced competition, giving buyers more negotiating power on price, repairs and concessions. Builders are also offering incentives like rate buy-downs and closing cost assistance. While some high-demand areas remain competitive, buyers overall have more leverage than they’ve had in recent years.
Are out-of-state buyers, especially from New York and California, still driving demand in St. Johns County?
They’re still coming to Northeast Florida, but the COVID-era frenzy is over. Back then, homes were selling in days, multiple offers were the norm, and buyers felt pressure to waive inspections or overpay just to compete. Things have calmed down — there’s more breathing room now.
Can resale homes compete with all the new construction going up?
It’s a challenge. Some buyers are set on a fresh start and naturally gravitate toward new builds. Builders also offer aggressive incentives — rate buy-downs, design upgrades — that make their pricing hard to beat on the surface.
How do you maintain trust with clients in a tough market?
We rely heavily on referrals, so honesty isn’t optional — it’s essential. I’ve told buyers when a deal didn’t make sense, even if it meant losing the sale. That kind of integrity builds relationships that last beyond the transaction.
How do you handle sellers with unrealistic expectations?
I’m selective. If a seller isn’t open to market realities, it’s probably not a good match. We invest significant time and money into every listing — staging, marketing, photography — so there has to be mutual trust and patience.
What goes into getting a home sold today?
A lot more than most people realize. Staging is critical. High-quality photography, video tours, social media campaigns, Zillow promotion — even things like coffee carts at broker opens. It’s all about making the property stand out in a crowded market.
How does your team stay successful through market shifts?
We have history and experience on our side. Markets change, but real estate doesn’t stop. Buyers and sellers are always out there — the pace just varies. Our focus is consistency, preparation, and adapting when needed.
