Townhome Not Selling in St. Johns or Fruit Cove?

Why is my townhome not selling in St. Johns?

Townhomes have been harder to sell here than single-family homes. In ZIP code 32259 over the past year, 67 of 177 resale townhomes (38%) came off the market without selling, compared with 25% of resale single-family homes. Townhome buyers weigh HOA and CDD fees, insurance and the new townhomes builders are selling nearby, so sellers who answer those questions up front give buyers a reason to move.

A townhome should be the easy sell: less upkeep, and a lower price than a house in the same community. Lately it's been the harder one. Joey Larsen, a REALTOR® with La Rosa Realty North Florida, helps St. Johns, Fruit Cove and RiverTown homeowners sell after their home didn't, including townhomes in Durbin Crossing, Beachwalk and Julington Creek Plantation.

The local numbers

Source: realMLS and St. Augustine & St. Johns County Board MLS data for ZIP code 32259, October 2025 to October 2026, analyzed by Joey Larsen. Resale figures leave out homes marked as new construction.

What waiting costs

Resale townhomes that sold on their first listing spent a median of 39 days on the market and sold for 94.9% of their highest asking price. Only 12 townhomes sold after coming off the market, too few for a reliable median. Across all resale homes here, the ones that came off first took about 166 days in total and sold for 90.4%. For a townhome, every extra month is also another month of HOA dues, CDD fees and insurance.

Why townhomes are a harder sell right now

• Builders are selling new townhomes nearby. A buyer can choose a brand-new unit with a warranty and an incentive, so a resale has to show why it's the better buy.
• Monthly costs. HOA dues, CDD fees and insurance add up, and buyers compare the total monthly cost, not just the price.
• Condo headlines. Most townhome communities here are run by a homeowners' association rather than a condo association, so Florida's condo inspection and reserve rules may not apply. But buyers have read the headlines, so be ready to explain how your community works.
• Shared walls. Interior units compete harder on price than end units, and buyers notice noise, parking and privacy on a showing.

What townhome buyers ask first

• The HOA fee, how often it's due, and what it covers: the roof, exterior paint, the lawn, the building insurance, or none of these.
• The CDD fee, if there is one.
• Any special assessment approved or discussed, and how much is left to pay.
• The roof's age and who pays to replace it.
• Rental and pet rules.

Have the HOA disclosure summary ready

If your townhome is in a homeowners' association, Florida law requires the seller to give the buyer a disclosure summary before the buyer signs. If a buyer doesn't get it first, the buyer can cancel within three days of receiving it or before closing, whichever comes first (Florida Statutes 720.401). Have it ready with the listing, along with the current budget and fee schedule.

How to get a townhome moving

• Gather the association documents before buyers ask. Budget, fee schedule, insurance details, rules, and the disclosure summary. Answer the big questions in the listing itself.
• Price against the other townhomes for sale, new ones included, not against the houses down the street.
• Use terms to cover the hard part. A credit toward closing costs or a few months of dues can matter more to a buyer than a price cut.
• Describe the home buyers are actually choosing. When Joey takes over a listing that sat, the first thing Joey Larsen looks at is who has actually been buying townhomes like it nearby and how they paid. The description, lead photo and promotion are rewritten for that buyer.

Questions sellers ask

Do I have to tell buyers about the HOA and CDD fees?

For the HOA, yes: Florida requires the disclosure summary before the buyer signs. CDD assessments usually show up on the property tax bill, so buyers will find them anyway. Put both amounts in the listing so nobody is surprised late.

Can I offer to pay some of the HOA dues?

Yes. It's usually handled as a negotiated credit at closing. Check with the buyer's lender, since loan programs limit seller credits.

Should I rent my townhome instead of selling?

If the HOA allows it and the rent covers your dues, CDD, insurance and mortgage, renting can buy you time. Check the rental rules first, since some communities set minimum lease terms.

Next step

For a no-pressure look at what's competing with your townhome and what buyers are asking about, start here: Home not selling in St. Johns, Fruit Cove or RiverTown?, or call or text Joey at (904) 863-6679.

Supporting sources

• Florida Statutes 720.401, HOA disclosure summary: https://www.flsenate.gov/Laws/Statutes/2025/720.401

About the author

Joey Larsen is a REALTOR® with La Rosa Realty North Florida LLC who helps St. Johns, Fruit Cove and RiverTown homeowners in St. Johns County sell after their home didn't. A U.S. Army veteran licensed in Florida since 2014, Joey has lived in St. Johns County for more than a decade, first in Nocatee and now in Ponte Vedra Beach. The Retire Me To Florida Team at La Rosa Realty North Florida holds a 4.9-star rating from 102 Google reviews (October 2026).

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