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 Early Career and Market Entry
08:01 Learning Short Sales and Surviving the Crash
16:31 The REO Business Model
25:01 Market Cycles and Transaction Realities
33:01 Industry Shifts and MLS Leadership
42:01 Advocacy, Policy, and the Future of Real Estate
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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