While much of the real estate industry faces higher interest rates and cautious buyers, Central Florida’s Ocala market continues to grow by serving a cash-heavy, lifestyle-driven demographic. Bobby Mathews, leader of the BluSkye Group at RE/MAX Foxfire, has spent nearly twenty years specializing in active adult communities, building his team around the distinct needs of this market segment.
A Consultative Approach to Active Adult Communities
Mathews entered real estate after selling his financial services firm in Chicago, starting with new home sales for Del Webb at Spruce Creek Golf and Country Club, a 55-and-over community in Summerfield, FL. This experience shaped his approach: rather than focusing on a single property or community, he matches buyers with communities that align with their retirement goals and lifestyle.
“I wanted to take a more consultative role towards what lifestyle fits somebody,” Mathews says. He sits down with buyers to discuss their retirement plans. “If you came in as a new prospect for a 55-and-over community, I wanted to ask, ‘What’s your home look like? What does your lifestyle look like? What do you want to do once you’re retired? Do you want to golf more? Do you want adult education? Do you want biking trails?’”
This method also accounts for the reality that retirees’ preferences often change after moving in. Mathews frequently sees residents switch communities as they discover their true interests. “Somebody moves into a 55-and-over community and realizes, ‘I thought I’d golf three times a week, but I’d rather play more pickleball,’” he explains.
Geographic and Structural Advantages
Ocala’s market is buffered from the volatility affecting other Florida regions. Unlike South Florida, where high-rise condo associations face reserve fund shortages, Ocala’s inventory is primarily single-family homes, with few condos. Home prices in Ocala show moderate cycles, avoiding the steep spikes and drops seen on the coasts.
“We don’t go through the huge inflation or deflation cycles that most of Florida does. We’re more on the flatter side of things because we don’t see the spikes that Southern or coastalFlorida does,” Mathews says.
The region attracts buyers primarily from the Northeast—New York, New Jersey, Massachusetts, Connecticut—but a growing number come from other parts of Florida. “The largest area we pull residents from is still the northeast part of the country. The second largest might surprise you: it’s Southern and coastal Florida,” Mathews notes.
Many of these in-state buyers are seeking relief from high costs and congestion in coastal cities. Ocala’s central location offers access to both coasts and to Orlando and Tampa within 90 minutes, along with lower insurance premiums, reduced taxes, and more space.
Specialized Team Structure
RE/MAX Foxfire has expanded to over 160 agents across four offices, serving diversified and distinct market segments. The team includes specialists in equestrian and farm properties, active adult communities, and first-time homebuyers, etc., reflecting Marion County’s diversity.
“We have agents that focus specifically on the equestrian and farm side of things. We have agents who focus on 55-and-over communities. We have agents that specialize in first-time home buyers,” Mathews says, emphasizing the need for different skills and approaches in each segment.
The brokerage’s long history—operating since 1973—has helped retain experienced agents. “We’ve got agents who’ve been with us for over 20 years, which tells us a lot about our brokerage, that we’re doing things the right way. Happy agents make for happy customers.”
Current Market Dynamics in Ocala
Despite challenges in the broader industry, Ocala’s market shows unique stability. Cash transactions dominate the 55-and-over segment, with 60% of contracts in these communities closing without financing. This reduces exposure to interest rate increases but makes the market more sensitive to shifts in buyer confidence.
“Even on cash contracts, if there’s no buyer confidence, people hold on to their cash reserves no matter what the interest rates are doing,” Mathews says. As a result, consumer sentiment is a key factor in market activity.
New construction leads sales volume, as builders offer significant incentives. “Developers have significant margins built into properties that they’re developing, so they can afford to give more to buyers,” Mathews explains. Builders are offering lower interest rates through rate buy-down programs and substantial incentives, making new homes especially attractive.
Seller Strategies Amid Longer Timelines
With average days on market in Marion County now at 78, BluSkye Group and RE/MAX Foxfire aim to outperform this benchmark through thorough preparation and targeted marketing. The team emphasizes staging, addressing deferred maintenance, professional photography, and strategic social media outreach.
“In 2019, a lot of agents got used to the idea of just putting something on the market, and before you were able to do all the social media and marketing pieces, you had four or five offers,” Mathews recalls. “But now it’s more of a skill market than it is a speed market.”
The preparation process includes setting realistic expectations for sellers about pricing, showing flexibility, and understanding current market dynamics. “We’re telling people, ‘You’re in the same market as you were back in 2019, so we have to set our expectations right, whether it’s pricing or days on market or showings.’”
Properties requiring significant updates face additional hurdles, as buyers increasingly prefer move-in-ready homes. For homes requiring work, price reductions are often necessary to attract buyers unwilling to take on renovations.
Growth Plans and Future Direction
Looking ahead to 2026, BluSkye Group and RE/MAX Foxfire are focused on growth, both organically and through acquisitions.” Mathews says.
The team is also expanding into commercial real estate, with several agents pursuing CCIM certification. This move reflects broader opportunities in Central Florida’s growing economy.
Mathews remains optimistic about Florida’s long-term real estate prospects, pointing to continued population growth and favorable tax conditions. “Florida still tends to be the number one destination for people to retire to. Our tax incentives bring a lot of people in, and we’re still on the leading edge of the baby boomers.”
Lessons for Real Estate Professionals
As the industry adapts to higher interest rates and more selective buyers, deep market knowledge and tailored service are increasingly important. BluSkye Group’s focus on active adult communities and consultative selling highlights the value of understanding demographic needs for lasting success.
For agents serving similar markets, Ocala’s experience shows that success depends on specialization, comprehensive seller preparation, and recognizing that cash-heavy buyers are less affected by interest rates but highly responsive to confidence and lifestyle fit. The emphasis on matching buyers to communities, rather than simply selling homes, reflects a broader trend toward advisory-based real estate services.
Central Florida’s stability during national market volatility underscores the power of demographic-driven demand. When combined with geographic advantages and favorable tax policies, these factors create reliable growth even as other regions struggle with slowing sales and declining buyer confidence. As 2026 approaches, Ocala’s active adult market stands as a model for how targeted expertise and a focus on lifestyle can drive steady real estate performance, regardless of broader economic headwinds.
