What does it really take to thrive as a real estate professional when the market collapses and short sales dominate?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Jacksonville native and seasoned agent Ethan Gregory, who has averaged 50+ transactions annually for over two decades. Ethan shares how he entered the industry after graduating from the University of Florida, beginning with flipping homes before the 2007–2008 crash shifted him into the world of short sales and REO properties. His adaptability, discipline, and problem-solving approach helped him thrive when many agents left the business.
Ethan discusses how to navigate complex bank-owned transactions, manage distressed properties, and balance the demands of institutional clients. Beyond his professional expertise, he emphasizes the importance of industry involvement through leadership roles like serving as the 2025 president of Real MLS and contributing to Jacksonville’s Historic Preservation Commission. His story is a roadmap for agents on resilience, strategy, and long-term success in volatile markets.
If you’re a real estate professional looking to strengthen your adaptability and learn from market veterans, make sure to subscribe to the Real Estate Excellence Podcast and share this episode with colleagues who want to prepare for the next market shift.
Highlights:
00:00 - 08:00 Early Career and Market Entry
· Ethan’s University of Florida background and sociology degree
· Growing up around real estate with his father’s influence
· Getting licensed in 2004 and diving into flips
· The market peak of 2006 and looming challenges
· Transitioning from investing to being a full-time agent
08:01 - 16:30 Learning Short Sales and Surviving the Crash
· Adapting to massive inventory post-2007
· Building expertise in short sales and REO
· Coaching sellers and negotiating with banks
· Partnerships with title companies and problem solving
· Developing an analytical and detail-oriented approach
16:31 - 25:00 The REO Business Model
· What makes REO agents different from luxury agents
· Handling code violations, fines, and neglected properties
· Working with cities on compliance and patience in deals
· Asset managers and their expectations
· The challenge of distressed home conditions
25:01 - 33:00 Market Cycles and Transaction Realities
· Comparison of 2008 and today’s market conditions
· The importance of proactive pricing and repairs
· Why inspections are the top deal-breaker today
· Advice for agents handling REO sales
· Buyer misconceptions about getting “deals” on foreclosures
33:01 - 42:00 Industry Shifts and MLS Leadership
· Changes in regulations and processes since 2007
· Banks becoming better “neighbors” with foreclosures
· Repair strategies for maximizing property value
· Importance of involvement in MLS boards
· Balancing personal business with industry service
42:01 - 50:00 Advocacy, Policy, and the Future of Real Estate
· Why RPAC and legislative advocacy matter
· Rising insurance costs and affordability challenges
· The evolution of MLS data sharing across Florida
· Breaking down “old guard” barriers to information
· How agents can stay ahead of industry changes
Quotes:
“Your real estate agent is like your advisor. Your professional that is going to help you through the transaction.” – Ethan Gregory
“If there is a hundred thousand dollars in violations and the home is worth a hundred thousand dollars the city will negotiate and settle.” – Ethan Gregory
There is no emotion in it for institutional sellers. It is all about their numbers and a clean contract.” – Ethan Gregory
“The more you give the more you get back in return.” – Ethan Gregory
To contact Ethan Gregory, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, and Facebook.
Connect with Ethan Gregory!
Website: https://jaxhomesrealty.com/
Instagram: https://www.instagram.com/ethangregoryrealtor/
Facebook: https://www.facebook.com/EthanGregoryRealtor
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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