By: KeyCrew Media
In Marion County, Florida, approximately 4,200 single-family homes and condos are currently on the market, with average days on market at 79, according to Bobby Mathews, Team Leader for BluSkye Group at RE/MAX Foxfire. Sellers watching those numbers might assume the smart move is to wait for conditions to shift further in their favor. Mathews suggests they can gain far more by asking a different question entirely.
Rather than focusing solely on whether market conditions favor a sale, Mathews says sellers benefit most from asking what their life looks like in the next chapter – and how listing sooner could help them reach the goals that matter most.
“Time is our only non-renewable resource,” Mathews says. “You lose money, you can make money again. If you get sick, you can get healthy again. But time is the only thing you don’t get back.”
Many sellers he encounters still think first about market timing, Mathews says, even when their personal circumstances make the case for moving forward now even more compelling than any favorable market window.
Why Retirement Communities Bring the Opportunity Into Focus
The opportunity is especially clear in the 55-and-over communities that make up a significant portion of Mathews’s business. In these neighborhoods, sellers are often looking forward to a move closer to grandchildren, a transition to a hobby farm, or a shift to a different climate. These goals have real timelines attached to them.
“What is that time worth if you wait until 2027 or 2028 before you move closer to your grandkids and watch them grow up?” Mathews asks. “The quality of life questions become a little bit more important.”
In this context, the value of acting on personal priorities becomes clear. A seller who moves now can enjoy two additional years of proximity to family during years that are truly irreplaceable. Mathews says this is the trade-off worth examining honestly, because the personal rewards often outweigh a marginal difference in sale price.
He also notes that life events – a spouse passing away, a health change, a family situation requiring relocation, often bring the timing question to the surface. When sellers have the freedom to choose their own timeline, Mathews says that is precisely the moment the quality-of-life conversation can pay off.
What Today’s Marion County Market Means for Sellers
Mathews takes a calm, grounded view of current conditions, and he encourages sellers to see the real opportunity in listing now rather than assuming that waiting will produce better outcomes. Buyers today have more options and are thoughtful about which homes they pursue, which means sellers can win by pricing and positioning their homes with care.
“Whether the market is a seller’s market or a buyer’s market is not as important as what you’re looking to accomplish with your life,” he says.
Instead of watching inventory levels and interest rate forecasts, Mathews invites sellers to picture what the next year of their life looks like if they stay versus if they move. In many cases, he says, that question answers the timing decision more clearly than any market data could.
For sellers who decide to list, Mathews emphasizes that thoughtful positioning is the key to success. Buyers comparing similar homes in the same neighborhood will gravitate toward the one priced competitively. A home priced in line with comparable properties attracts more showings and generates stronger buyer confidence from the start.
“The market doesn’t know that we’re testing the market,” Mathews says. “They can only tell that we’re overpriced or not.”
Pricing and Presentation in a Competitive Market
Mathews builds pricing strategies around several data points: active competition currently on the market, homes that have gone pending in the last 30 to 60 days, recent sold comparables, and average days on market for the specific neighborhood. He notes that conditions vary even within Ocala – the luxury segment at $750,000 and above has nearly doubled its sales, while the $250,000-and-below segment moves when priced with buyers’ sensitivity to mortgage rates, insurance costs, and overall affordability in mind.
Presentation also plays a role, and Mathews encourages sellers to invest wisely. Rather than expensive renovations, he recommends sellers consult an experienced agent before spending anything. Sometimes a professional floor cleaning at $500 to $600 accomplishes what a $10,000 replacement would, and in 55-and-over communities especially, buyers appreciate move-in-ready homes.
“Don’t put any money into the house until you talk to a real estate agent,” Mathews says. “Walk through the house with them. Make sure that you’re going to get the rate of return for the improvements that you want to do.”
The Goal-First Framework
Mathews says the first question he asks any seller considering a listing is not about price or market conditions; it is about what they want to do with their time.
“You may not know what the market’s going to do next year, but you have a pretty good idea of what your life is going to look like next year,” Mathews says. “Let’s make the decisions on listing your home based on what you’re looking to accomplish, not based on the market.”
For sellers in retirement-heavy markets where the next chapter involves family, health, or lifestyle, Mathews says that clarity about personal goals consistently produces quality decisions. Sellers ready to explore their options can request a home valuation to take the first step toward their next chapter.
About RE/MAX Foxfire: RE/MAX Foxfire is a full-service real estate brokerage celebrating its 50th year of serving Ocala, The Villages, Summerfield, and the greater Central Florida region. The brokerage specializes in residential sales, 55-plus communities, equestrian and farm properties, and luxury acreage.
Disclaimer: This article is based on information provided by the expert source cited above. It is intended for general informational purposes only and does not constitute legal, financial, or real estate advice. Readers should conduct their own research and consult qualified professionals before making any real estate or financial decisions.
