Selling Your Home in Estero: A 2026 Guide
JESSE MCGREEVY February 18, 2026
JESSE MCGREEVY February 18, 2026
If you are thinking about putting your house on the market this year, you have likely noticed that things feel a little different than they did a few years ago. As we settle into early 2026, the frantic energy of the post-pandemic boom has shifted into something much more sustainable. We are officially in a "balanced market," which means buyers have more breathing room, inventory is up, and patience is part of the process again.
But don't let that discourage you. Estero retains that unique "quiet luxury" appeal that sets it apart from the hustle of Fort Myers or the density of Naples. With draws like Coconut Point, quick access to the airport, and our beautiful gated communities, demand remains strong—especially among seasonal residents who value our lifestyle. The median sale price here is hovering around $530,000, proving that property values are holding their ground.
However, selling today requires a different playbook than back in 2022. You can't just stick a sign in the yard and expect multiple offers over asking price by dinner time. Days on market have normalized, often sitting in the 70–90 day range. This guide is your roadmap to navigating this new landscape, from setting the right price to handing over the keys.
To make smart decisions, you need to understand what is happening on the ground right now. The biggest headline for 2026 is that the market has taken a deep breath. It is healthier, but it is also more competitive for sellers.
Inventory Levels: Supply has tightened slightly recently, but we are still seeing significantly more inventory than we did in the scarcity years of 2022-2024. Right now, we have about 6.9 months of supply. In real estate speak, that is balanced market territory. It means buyers have choices. If your home isn't showing well or is priced too high, they will simply move on to the next listing in The Brooks or Grandezza.
Price Stability: We have seen prices correct from the absolute peak, but they haven't crashed. They have stabilized. You shouldn't expect the bidding wars of the past, but you can expect fair market value if you present the home well.
Buyer Behavior: Today's buyers are deliberate. They are taking their time to compare price per square foot and community amenities. The stabilization of mortgage rates—hovering around 6.2% to 6.5%—has helped bring people back to the table. In fact, pending sales are up approximately 23% year-over-year in early 2026, which is a great signal that buyer confidence is returning.
Who is Buying? We are seeing a solid mix of retirees, snowbirds looking for their winter escape, and people moving here for the amenities. Proximity to Florida Gulf Coast University (FGCU) and our excellent local schools continues to drive traffic, even if the buyers are taking a little longer to sign on the dotted line.
In Southwest Florida, the calendar dictates the market more than almost anywhere else in the country. Our "season" is real, and it heavily influences when you should list to get the best price.
Peak Season (January–April): This is the gold standard. Our population swells with seasonal residents escaping the cold north. These buyers are often here specifically to shop for homes, meaning this period historically offers the highest sales prices and the fastest turnaround times. If you can time your listing for the first quarter of the year, you are putting your home in front of the largest possible audience.
Spring (March–May): As the snowbirds head out, the local market picks up. This is often when year-round residents look to make a move, often hoping to settle into a new place before the next school year begins or just to upgrade before summer hits.
Hurricane Season (August–October): Let's be honest: this is typically our slowest period. It is hot, it is humid, and curb appeal is much harder to maintain when it rains every afternoon. If you must sell during the summer, your digital presentation becomes critical. You need high-quality virtual tours because your buyer might be sitting in Ohio or New York, planning their move for the winter.
Getting from "thinking about selling" to the closing table involves a few distinct stages. Here is how the process usually looks for local homeowners.
Partner with a Local Expert: Real estate in Estero is hyper-local. A generic agent might not understand why a home in Pelican Sound has a different value proposition than one in Bella Terra due to bundled golf memberships or CDD fees. You need someone who can explain the nuances of HOA fees and community amenities to potential buyers, as these are often the deciding factors.
Strategic Pricing: This is where the rubber meets the road. We use a Comparative Market Analysis (CMA) to look at what homes actually sold for recently, not just what neighbors are asking. Relying on online estimates can be dangerous; they often miss upgrades or view premiums. In a balanced market, overpricing is the kiss of death—it makes your listing stale, and you end up chasing the market down.
Pre-Listing Prep: You have to focus on "Florida curb appeal." Pressure wash the driveway and the lanai cage—it makes a massive difference. Make sure the AC is serviced and documented; it is the first thing buyers worry about in our climate.
Marketing: Phone photos won't cut it. You need professional photography, especially because so many of our buyers start their search from out of state. If you are on water or a golf course, drone shots are non-negotiable to show off the view. Staging the lanai to look like an outdoor living room helps buyers envision the lifestyle they are paying for.
Showings & Open Houses: If you are listing during season, be prepared for a busy schedule. You want to be as flexible as possible. During the off-season, showings might be more sporadic, but the buyers who do come through are usually serious and motivated.
Negotiating Offers: It is not just about the highest price. We look at the terms. Cash offers are king in Florida, but a solid financed offer with fewer contingencies can be just as good. We will help you weigh the risk of a financing contingency against the offer price.
Closing: Once you accept an offer, we move to the closing phase. This involves the title company running searches to ensure the property is free of liens and the buyer doing their final walkthrough.
Many sellers focus on the check they will receive, but it is important to budget for the expenses that come out of the sale proceeds. Here is a breakdown of the typical costs.
Agent Commissions: This is typically the largest line item. These fees are negotiable and are generally split between the listing brokerage and the buyer's brokerage to cover the marketing, legal coordination, and negotiation work.
Documentary Stamp Tax: Florida has a specific tax on the transfer of real estate property deeds. As of early 2026, the rate is $0.70 per $100 of the sale price. On a $500,000 home, that adds up to $3,500. It is a state cost that you cannot avoid.
Title Search & Insurance: In Lee County, local custom usually dictates that the seller pays for the owner's title insurance policy and the title search. While everything in a contract is negotiable, buyers here generally expect the seller to cover this.
HOA/Condo Estoppel Fees: If you live in a deed-restricted community like The Brooks or West Bay Club, you will need to pay for an estoppel letter. This document certifies that you are current on your dues and outlines any upcoming assessments.
Repairs and Concessions: Even in a great house, inspections often turn up small issues. It is smart to budget about 1% to 2% of the sale price for potential repair credits or concessions to keep the deal moving.
All in, excluding your mortgage payoff, you should anticipate closing costs running somewhere between 7% and 9% of your final sale price.
Currently, homes are averaging about 70 to 90 days on the market. This includes the time it takes to market the property and find a buyer, plus the 30-45 day closing period. Proper pricing is the biggest factor in beating this average.
Prices are not "dropping" in the sense of a crash; they are correcting and stabilizing. We are seeing a return to normal appreciation rates rather than the double-digit spikes of previous years. A well-maintained home in a desirable community will still command a strong price.
In Estero and the rest of Lee County, it is customary for the seller to pay for the owner's title insurance policy. This allows the seller to choose the closing agent (title company). Note that this differs from Collier County (Naples), where the buyer often pays.
While the market in 2026 has normalized, the desire to live in Estero remains incredibly high. We have the shopping, the beaches, and the golf that people dream about. The key to a successful sale this year isn't luck—it's preparation, professional marketing, and pricing that reflects the current data.
If you are curious about what your specific home might be worth in today's climate, let's connect. We can put together a custom valuation that looks at your specific neighborhood and upgrades, so you can move forward with confidence.
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