If you own a home in Fort Myers, Estero, Bonita Springs or Naples and have been thinking about selling, you may be asking a question I hear often:
Is now really a good time to sell?
The answer isn’t as simple as yes or no.
The real estate market in Lee and Collier Counties has changed considerably from the fast-paced seller’s market we experienced just a few years ago. Buyers today generally have more choices, they’re taking more time to make decisions, and they’re paying close attention to value.
But that doesn’t mean homes aren’t selling.
They are.
The difference in 2026 is that pricing, preparation, presentation and understanding your specific market matter more than ever.
There Isn’t Just One “Southwest Florida Real Estate Market”
One of the most important things for homeowners to understand is that broad Southwest Florida housing statistics don’t necessarily tell you what is happening with your home.
Market conditions in Naples can be very different from Fort Myers. Bonita Springs can behave differently from Estero. And even within the same city, two communities can experience very different levels of buyer demand.
Property type matters, too.
A luxury lakefront pool home in a gated Fort Myers or Estero community similar to WildBlue isn’t competing with every home in Lee County. A renovated single-family home in Naples isn’t necessarily affected by the same market conditions as an older condominium. And a newer home in Estero or Bonita Springs may be competing with nearby new construction communities, similar to Verdana Village, offering buyer incentives.
So rather than asking:
“How is the Southwest Florida market?”
I encourage homeowners to ask:
“How is the market for a home like mine?”
That’s a much more useful question.
What Are We Seeing in Lee County?
Across Lee County, buyers have choices—which means they’re being selective.
Homes that are well-positioned for the current market can still generate strong interest, while homes that enter the market overpriced may sit longer and eventually require price reductions.
This is particularly important in communities throughout Fort Myers, Estero and Bonita Springs, where buyers may be comparing several similar homes at once.
They may also be comparing resale homes against new construction.
That changes the conversation.
Today’s seller needs to understand not only what recently sold, but also:
- What is currently for sale?
- How long have competing homes been on the market?
- Which homes have reduced their prices?
- What features are buyers responding to?
- What incentives are builders offering nearby?
- What makes one home more desirable than another?
Those factors help us determine how a home should be positioned before it ever reaches the market.
What About the Naples and Collier County Market?
The Naples market provides a good example of why headlines don’t always tell the whole story.
In June 2026, the Naples Area Board of REALTORS® reported a median closed price of $595,900, with 881 closed sales and 855 pending sales. Inventory stood at 4,741 properties, and homes had an average of 103 days on market.
Those numbers tell us something important: transactions are happening, but buyers have time to evaluate their options.
And Naples is an especially segmented market.
Location, property type, community, age, renovation level, proximity to the Gulf, view and amenities can create significant differences in value and buyer demand.
A countywide or citywide median simply cannot tell an individual homeowner what his or her property is worth.
Pricing Correctly From the Beginning Matters More Than Ever
One of the biggest mistakes a seller can make in today’s market is pricing a home based on where values were a few years ago—or choosing a price simply because that’s what they hope to receive.
The first few weeks on the market are extremely important.
That’s when a listing is new, buyers are paying attention, and agents are introducing it to their clients.
If buyers believe the home is overpriced, many won’t make an offer hoping the seller will negotiate.
They’ll simply move on to another property.
Later price reductions can certainly generate renewed interest, but by then the listing may have accumulated significant days on market. Buyers may begin wondering why the home hasn’t sold and whether there is additional room to negotiate.
The goal isn’t simply to put your home on the market. The goal is to position it so buyers recognize its value.
Two Homes With the Same Floor Plan May Not Have the Same Value
This is particularly true in the gated and lifestyle communities we have throughout Lee and Collier Counties.
I’ve seen homes with the same floor plan and very similar square footage command very different prices.
Why?
Because buyers aren’t purchasing square footage alone.
They’re considering things like:
- Lake, preserve or golf course views
- Southern or western exposure
- Pool and outdoor living space
- Lot location and privacy
- Ability to add a boat dock
- Hurricane-impact windows and doors
- Whole-home generators
- Kitchen and bathroom renovations
- Aftermarket upgrades
- Age and condition
- Furnishings or turnkey availability
- Garage size
- Competition within the community
- Nearby new construction
This is also why automated online home valuations have limitations.
An algorithm can evaluate square footage, bedrooms, bathrooms and public sales data. What it can’t fully understand is why your long lake view may be more desirable than another home’s view, why one lot commands a premium, or how much buyers may value the upgrades you’ve made.
Those details matter.
A Recent Corkscrew Shores Sale Is a Great Example
We recently represented the sellers of 20099 Corkscrew Shores Boulevard, a highly upgraded Pinnacle floor plan overlooking Corkscrew Shores’ beautiful 240-acre lake.
The home went pending in just nine days and set the benchmark for Pinnacle floor plan sales in Corkscrew Shores for the second time.
That doesn’t mean every home can expect the same result.
What it does demonstrate is that buyers are still willing to act when they see the right combination of property, presentation, price and value.
This sale was particularly meaningful to us because the sellers were repeat clients who once again trusted us to represent them.
In a changing market, that trust means a great deal.
Preparation and Presentation Still Matter
Before I bring a home to market, I try to look at it through the eyes of the buyer.
What are they going to notice first?
What features should we emphasize?
What might distract them?
What can we improve before photography?
And perhaps most importantly:
Why should a buyer choose this home over the others they’re considering?
Sometimes the answer is a spectacular lake view or an oversized homesite. Sometimes it’s a beautifully renovated kitchen, southern exposure, a private pool or the ability to add a dock.
Other times, we’re selling something bigger—the lifestyle.
That’s particularly important in amenity-rich communities throughout Fort Myers, Estero, Bonita Springs and Naples.
Professional photography, video, drone imagery, digital advertising and targeted marketing all help tell that story.
But good marketing begins with understanding what makes the home special and who is most likely to value it.
Should You Wait for the Market to Improve?
This may be the hardest question to answer because everyone’s situation is different.
If you’re perfectly happy in your home and have no reason to move, waiting may make sense.
But if you’ve been considering selling because you’d like to downsize, relocate, move closer to family, purchase another home or simply begin the next chapter, trying to perfectly time the market can be difficult.
There’s also another side of the equation that’s easy to overlook. If you’re waiting for the market to return to its peak so you can sell your home for top dollar, and you’re planning to purchase another home, you’ll likely be buying in that stronger market as well—and potentially paying top dollar on the other side.
In a more balanced market, you may accept a little less for the home you’re selling, but you may also have more negotiating power, more choices and a better opportunity on the home you’re buying. It’s important to look at the financial picture of the entire move rather than focusing solely on the sale price of your current home.
Instead of asking only:
“Can I get more for my home if I wait?”
I think it’s equally important to ask:
“What would selling my home today allow me to do next?”
The sale price is only one part of a real estate decision. The better measure is often how the entire move works for you.
So, Is 2026 a Good Time to Sell in Lee or Collier County?
For some homeowners, absolutely.
For others, waiting may be the better decision.
That’s why I don’t believe in giving every homeowner the same answer.
What matters is the market for your specific home, your specific community and your price range.
If the home is prepared thoughtfully, priced according to current conditions and marketed strategically, there are still buyers looking for great properties throughout Lee and Collier Counties.
But this isn’t a market where I’d recommend simply putting a sign in the yard and hoping for the best.
Strategy matters.
Curious What Your Home Could Sell for in Today’s Market?
If you own a home in Fort Myers, Estero, Bonita Springs, Naples or another community within Lee or Collier County, I’d be happy to give you an honest assessment of where your property fits into today’s market.
We’ll look beyond an automated estimate and consider the things that make your home different—its community, lot, view, exposure, pool, upgrades, condition and current competition.
You don’t have to be ready to list your home to start the conversation. Reach out to us TODAY and let’s schedule some time together.
No pressure and no obligation. Just helpful information so you can make the decision that’s right for you.
Dawn Bray & Alyssa Bray
