Why Ocala Homes Are Sitting 78 Days – And What Sellers Can Do About It

Written by:

Alejandra Rodriguez

Date:

04 Mar 2026

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Your home has been on the market for three weeks. You’ve dropped the price once, staged the living room, and still – no offers. Meanwhile, the new construction development down the street is offering rate buydowns and closing credits you can’t match.

Bobby Mathews, team leader at BluSkye Group with RE/MAX Foxfire, has seen the average days on market in Marion County rise to 78, with sellers struggling to compete against builders offering larger incentives and more flexible terms.

“You’re competing with builders who can afford to give more,” Mathews says. “If you want to sell quickly, you have to price right and make sure the property is in the best possible condition.” The issue isn’t just about individual homes. The entire market dynamic has shifted. Here’s what’s keeping properties from selling, and specific steps sellers can take.

New Construction Sets the Bar

Major builders like DR Horton and Lennar are using rate buydowns and significant concessions to move their inventory. With more pricing flexibility, they can offer buyers lower effective interest rates and up to $10,000 in closing credits. This makes new construction a tough competitor for resale homes.

To compete, pricing needs to be aggressive from the start. “If you overprice in this market, you’re just going to sit,” Mathews says. Buyers are comparing your home not just to other resales but to new homes with better financing options.

The solution: Price below comparable new construction to offset the incentive gap. If new homes are selling for $450,000 with $15,000 in concessions, your resale should be priced at $430,000 or less to match the buyer’s total out-of-pocket cost.

Deferred Maintenance Turns Buyers Away

Buyers in 2024 expect move-in-ready homes. They’re unwilling to take on projects or repairs, especially when new construction offers warranties, and no immediate work is required.

Mathews sees homes with visible maintenance issues linger, while well-maintained properties sell quickly. “The last thing a buyer wants is to purchase a property and then put tons of money into it,” he says. Before listing, walk through your home and note anything that signals neglect, such as peeling paint, worn carpets, outdated fixtures, or overgrown landscaping. These issues make buyers question what else could be wrong.

The solution: Address deferred maintenance before listing. If repairs aren’t possible due to budget constraints, price the property to reflect the work a buyer will need to do. Obtain estimates for major items, such as roof or HVAC replacement, and adjust your price accordingly. Buyers will find these issues during inspection – disclosing or repairing them upfront builds trust.

Marketing Must Stand Out

Basic photos and minimal marketing no longer get results. In today’s market, professional photography, drone footage, and targeted social media campaigns are necessary to attract buyers. “It’s more of a skill market than a speed market now,” Mathews says. With buyers touring several homes before deciding, your listing must be visually compelling and widely promoted.

The solution: Invest in professional photography and aerial footage. Stage the main living areas and primary bedroom to ensure strong photos. Confirm your agent’s marketing strategy goes beyond MLS listings – ask how they’ll highlight your home compared to others in your price range.

Showings Need Maximum Flexibility

Limiting showings reduces buyer traffic and prolongs time on market. With the average property sitting on the market for 78 days, every missed showing is a missed opportunity. Buyers schedule tours around their own availability. Restricting showings to certain days or times eliminates potential buyers who can’t accommodate your schedule.

The solution: Allow the broadest possible range of showing times. If restrictions are necessary, limit them to specific hours rather than full days. Consider being away during peak times, like weekends, to increase accessibility. Temporary inconvenience is preferable to months on the market.

Adjust Expectations to Today’s Market

Many sellers remember the 2019–2020 market, when bidding wars and waived contingencies were common. Unique pandemic-era factors drove those conditions, and no longer apply. “We have to set expectations right,” Mathews says. “You’re not going to have the multiple-offer situation that you did back in 2019.”

Today’s buyers often include inspection contingencies, negotiate repairs, and take longer to make a decision. Closing timelines have stretched to 45 days as lenders require more documentation. The market is more deliberate, and sellers must adapt.

The solution: Enter the market with realistic expectations. One solid offer at a fair price is a success in this environment. Be prepared to negotiate on both repairs and closing costs, and anticipate a longer timeline from listing to closing.

Cash Buyers Are Cautious

Ocala’s 55-and-over communities typically see 60% of contracts as cash deals, making them less sensitive to interest rates. However, even cash buyers pause when economic confidence is low. “If there’s no buyer confidence, people hold onto their cash reserves no matter what interest rates are doing,” Mathews says. Retirees with cash are just as likely to delay purchases if they’re uncertain about the market.

The solution: Don’t assume a quick cash sale just because your home is in a retirement community. Price competitively and market aggressively, even to cash buyers. Consider offering incentives, such as covering HOA transfer fees or including furniture, to make your property more attractive.

The Bottom Line

Selling a home in Ocala today requires a different strategy than two years ago. Price competitively, address maintenance issues, invest in marketing, and remain flexible with showings. Homes that sell quickly are those whose owners recognize and adapt to current market realities. “We just have to be in a different mindset,” Mathews says.

About the Expert: Bobby Mathews is the team leader at BluSkye Group with RE/MAX Foxfire, operating four offices across Marion County. With nearly two decades in Ocala real estate, his team specializes in 55-and-over communities, equestrian properties, and first-time homebuyers.

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.