197 Transactions and $86 Million Later: What Three Years of Selling Cape Coral Taught Me

By Sheri Harris, Integrity 1st Group | eXp Realty — Cape Coral, FL

 

I pulled my eXp transaction report this week. Three years of closings, from February 2023 through early January 2026. I wasn't planning to write about it, but the numbers surprised even me when I saw them laid out.

197 closed transactions. $86.4 million in total sales volume. And my business nearly doubled in a single year.

I'm sharing the actual data here because I think it tells a more interesting story than "top agent does well." The numbers show what's really happening in Cape Coral real estate, who's buying, what they're spending, and how this market has shifted over the past three years.

The year-over-year numbers

In 2023, I closed 42 transactions totaling $17.6 million. Solid year, no complaints. The average sale was around $418,000 and the median sat at $411,000.

Then 2024 happened. I closed 83 transactions for nearly $35 million in volume. That's a 98% increase in transactions and a 99% increase in dollar volume year over year. I didn't hire a marketing team or buy a bunch of leads. The growth came from referrals, repeat clients, and an aggressive focus on Cape Coral's waterfront and new construction markets.

2025 brought 71 transactions at $33.7 million. Slightly fewer deals than 2024, but the average sale price climbed to $474,000, up from $422,000 the year before. That tells you something about where the market moved. Buyers in 2025 were spending more per property, and a bigger share of my closings landed in the $500K-and-up range.

Where the deals happened

Cape Coral is home. 116 of my 197 transactions were in Cape Coral, accounting for $55.9 million in volume. The average Cape Coral sale across those three years came in at $481,600, with a median of $435,000.

But the team covers a lot more ground than that. The remaining transactions spread across Fort Myers (18 deals), Port Charlotte (13), Naples (9), Lehigh Acres (6), Punta Gorda (5), Bonita Springs (4), North Fort Myers (4), Estero (3), Ave Maria (3), and a handful of other communities. When people ask "do you only sell in the Cape?" — no. We sell across Southwest Florida, from Venice down to Naples.

What people are buying

I broke down all 197 transactions by price tier, and the distribution tells you a lot about Cape Coral's buyer pool right now.

The biggest single group was the $300,000 to $400,000 range, with 43 transactions. That's your bread-and-butter Cape Coral home: a 3/2 on a freshwater canal or a newer build on a dry lot. Close behind was the $500,000 to $750,000 range at 45 transactions, which is mostly gulf access waterfront, larger new construction, and upgraded properties in SW Cape.

33 deals closed under $200,000. That's condos, townhomes, and the occasional lot sale. 28 deals landed in the $200K to $300K range, 24 in the $400K to $500K range, and 16 between $750K and $1 million.

Then there were 8 closings at $1 million or above. The highest was a $1.35 million property on SW 9th Place in Cape Coral, which closed in February 2025. Other seven-figure sales included a home on SW 57th Street ($1.275 million), a property on El Dorado Parkway West ($1.155 million), a home on Embers Parkway in NW Cape ($1.15 million), and a condo at Menaggio Court in Naples ($1.329 million).

I mention these not to brag but because I think people underestimate the upper end of the Cape Coral market. There's a perception that Cape Coral is a mid-range market. It is, mostly. But there's a real luxury segment in the SE and SW quadrants, especially along the wider sailboat-access canals, and it's been active.

What the monthly patterns reveal

Real estate in Cape Coral is seasonal, and my transaction data shows it clearly. The busiest months in 2024 were February through April, where I closed 34 deals across those three months alone. That's peak "season" when snowbirds are here and making buying decisions. March 2025 was my single busiest month of any year, with 12 closings.

Summer slows down, predictably. July and August 2024 had just 6 closings combined. But September tends to pick back up. September 2024 was actually my second-best month of that year with 7 transactions and over $4.3 million in volume.

If you're selling in Cape Coral, this matters. Listing in January or February, when buyer traffic is highest, gives you the best odds of multiple showings and competitive offers. Listing in July or August means fewer eyeballs and typically longer days on market. That doesn't mean summer listings don't sell. They do. But the seasonal pattern is real, and pricing accordingly makes a difference.

What I learned from 197 closings

Every transaction teaches you something, but the aggregate patterns are where the real lessons are.

The middle of the market is healthy. Despite all the talk about affordability problems and a "buyer's market," homes between $300K and $750K in Cape Coral are still moving. That range accounted for more than half my transactions over three years. Buyers are out there. They're pickier than they were in 2021, and they won't overpay, but if a property is priced right and shows well, it sells.

The luxury market needs the right agent. Eight million-dollar-plus closings over three years might not sound like a lot, but in Cape Coral, where the median home is around $375,000, those deals require a different approach. Luxury buyers and sellers operate on different timelines, have different expectations, and need an agent who can navigate higher-stakes negotiations. I've invested time building that side of the business, and it's paying off.

Referrals compound. The near-doubling from 2023 to 2024 wasn't from a single lead source. It was the cumulative effect of every closed client telling someone, every positive review generating a phone call, and every past transaction building trust. In real estate, the best marketing is a closed client who had a good experience. It takes time to build that engine, but once it starts running, the growth can surprise you.

Cape Coral's buyer base is diverse. I closed deals from condos under $100,000 to waterfront estates over $1.3 million. First-time buyers, retirees, investors, families relocating from out of state, veterans using VA loans, and international buyers. The common thread isn't a price point. It's that Cape Coral offers something for everyone, and matching the right buyer to the right property is the part of this job that never gets old.

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Sheri Harris is the Team Leader of Integrity 1st Group, brokered by eXp Realty, serving Cape Coral and Southwest Florida. With 197 closed transactions and over $86 million in sales volume since 2023, Sheri and her team of 12 agents specialize in waterfront homes, new construction, luxury properties, and relocations. Contact the team at (239) 471-2550 or visit integrity1stgroupswfl.com.