How to Sell Without a Realtor in California

The average listing agent fee in California is 2.57%. If you sell your house without a real estate agent — also known as selling for sale by owner (FSBO) — you can avoid this fee.[3]

But selling your house without a realtor doesn't guarantee savings. Homes sold FSBO typically go for about 18% less than homes sold with a realtor's help. That's a difference of roughly $125,910 on a house that sells for the median sale price in California.[4]

You'll likely also have to pay $95–$2,495 for a flat fee MLS service to ensure maximum exposure for your listing and cover other expenses normally covered by a commission fee to a listing agent.

You may pocket more profit by working with a low commission realtor who can sell your home for top dollar.

💰 Sell for more and save on fees while still getting the support of a full-service realtor. It's free to get matched with local agents who charge just a 1.5% listing fee.

Should I sell without a realtor?

✅ Selling your house without a realtor could be a good way to save money if you meet the following criteria:

• You're an experienced home seller. You have the disposition and expertise to handle the complexity of the home-selling process.
• You're willing to dedicate a lot of time and effort. You'll need to do everything from setting the price to reviewing offers. It takes an average of 104 days to complete a sale in California.
• You've got a buyer lined up. Only 5% of sell FSBO (an all-time low), but 30% of those home sellers already know their buyers.[4]
• Your home is in a hot market. Your chances of selling for list price or above are better when buyers outnumber sellers and prices are rising.
• You're selling a mobile home. Approximately 16% of FSBO houses sold were mobile or manufactured homes.[4]

❌ Selling without a realtor isn’t worth the effort for most sellers, however, for the following reasons:

• It's financially risky. Homes sold by owner typically sell for about 18% less than those listed with agents. That far outweighs the 2.57% listing fee you save by selling alone.[4]
• It's legally risky. About 36% of recent sellers not using a realtor said they made legal mistakes because they didn't use a real estate agent.[5]
• It's a lower-trust process for buyers. About 53% of buyers said they didn't trust sellers who didn't have an agent.[5]
• It's a detailed, time-consuming process. Most people don't have the real estate knowledge or negotiation skills to manage a home sale. Approximately 80% of sellers who sold without an agent said they had regrets about their sale.[5]

Your best alternative to selling without a realtor is using a low commission realtor. Your home will likely sell for more when you use a realtor, and you'll likely offset the commission you'll pay.

⚖️ Protect your sale price while paying far less — work with a low commission realtor for just 1.5%.

How much can I save by selling without a realtor?

About 28% of FSBO sellers sold without a realtor because they didn't want to pay commission.[4]

California sellers without a realtor typically save an average of $19,412 by not paying a listing agent's realtor commission.[3] 

FSBO sellers in the state can save up to $37,993 on total realtor commission if they also don't pay a buyer's agent commission.[3] 

However, homes sold without a realtor typically go for about 18% less than homes sold with a realtor's help. That's a difference of roughly $125,910 on a house that sells for the median sale price in California, which may offset any savings you gain by not paying commission.[4]

These figures are based on the median home value of $755,330 in California, an average listing agent commission of 2.57%, and an average buyer’s agent commission of 2.46%.[3]

Savings calculator for selling without a realtor

Use this calculator to estimate how much you would make selling without a realtor compared to selling with a realtor.

How to sell a house without a realtor in California 

California homeowners can follow these seven steps when they’re preparing to sell without a realtor or exploring FSBO options.

Step 1: Make any necessary repairs

When it comes to repairs, find the line between necessary and unnecessary projects for your house.

"If your kitchen is a disaster, spending more money on a remodel to get it in solid condition will pay off in the end," says Clever Real Estate co-founder and real estate investor Ben Mizes, who has experience listing homes without a real estate agent. "But spending money on high-end features to take it from good to extravagant will be a waste."

Consider how valuable specific repairs are to buyers in your part of California. Focus on upgrades that earn back the highest percentage of costs.  

Step 2: Set a price for your home

When you work with a real estate agent, they provide a comparative market analysis​​ (CMA) to determine the right asking price. A CMA estimates a home's value by comparing the recent sale prices of similar properties located nearby.

When you sell your house FSBO, you must set a price on your own. Setting the right price is hard, with 17% of FSBO sellers saying it's the most difficult FSBO task. It's a doable task, however, with the right supporting data and approach.[4]

How to price your home in California

Free option: DIY market research using Zillow, Redfin, or Realtor.com. Search for active local listings priced within a range of what you think your house is worth. Then, compare your home’s features to the competition.

For example, if you live in Los Angeles and think your house is worth about $936,939, search Zillow for active listings about $50,000 more and less than that. Analyze details about the houses and how they compare to yours.

When comparing, focus on these key factors.

• Does the house have the same number of bedrooms and bathrooms? It should be an equal comparison.
• What's the condition and age of major systems? Older HVAC systems, for instance, are less valuable.
• Has the house been renovated more recently than yours? Newer renovations could increase a home's value.
• How do the neighborhoods and nearby amenities compare? Look at walkability and access to transit, for instance.
• Is the school district rated better or worse?

Use these comparisons to refine your estimate. For instance, if most similar homes in better conditions are listed about the same as your proposed price, it might be too high.

Potential free option: Ask a real estate agent to perform a CMA. Many agents will do this for free in the hopes of gaining your business.

We don't recommend asking for a CMA if you're planning to mislead an agent into thinking you need their services. If you're open to using an agent, though, asking for a CMA will allow you to weigh the costs and benefits of hiring an agent and give you the peace of mind of knowing you’ve evaluated all the options.

Under $300: Broker price opinion (BPO). A BPO is a home valuation report provided by a licensed real estate professional who will determine your home's estimated value based mainly on its condition and the recent sales prices of similar homes in the area. BPOs cost $150–250.

$126–$436: A pre-listing appraisal. A pre-listing appraisal provides an accurate starting point for pricing your home, available at a range of price points depending on your location and the provider. Appraisals are typically more formal and detailed than BPOs.

$95–2,495: A flat fee MLS company. Some flat fee MLS companies in California offer a CMA report and pricing help from a licensed local agent as an add-on service.

Pricing strategy insights

Many home sellers generally aim to list at or slightly below their target sale price. However, local market conditions need to be taken into consideration.

In competitive markets where inventory is low, for instance, pricing slightly below market can generate multiple offers and a bidding war that results in a final price higher than you'd have received listing at full value.

Nearly half of sellers who didn't use an agent (49%) wish they'd priced their home differently, while 73% of represented sellers say their agent priced their home correctly.[5]

💰 If you're concerned about mispricing your home, we can help. Answer five simple questions to find top agents near you and get a professional pricing consultation. It's free, and there's no obligation to sign.

Step 3: Create a listing for your home

​​Photographs and text that speak to local buyers are the two most important elements of your listing.

Take professional-level photographs of your staged home to showcase its best features. Consider hiring a professional real estate photographer, which costs an average of $189 per session in California.

When writing a listing, focus on information buyers can only get from the homeowner or a neighborhood local. Consider addressing these questions in your listing:

• What notable views do you have from your house? 
• Is the neighborhood friendly? 
• Is the street safe for kids? 
• Do you live in an area with great schools? How about restaurants?

Step 4: List your home for sale

The best place to list your California home is on your local multiple listing service (MLS), a private database created and maintained by real estate brokers to facilitate home buying and selling.

MLS listings populate real estate websites like Realtor.com and Zillow, increasing your home's online presence. If you don't list on the California MLS, you'll dramatically decrease your chances of finding a buyer. Overall, 46% of buyers found the homes they purchased online.[6]

Many companies also offer extra services for a cost, like professional photography for your listing or pricing help.

How to list your home on the multiple listing service (MLS)

You'll need to use a flat fee MLS company to get your home listed on your local MLS, as only real estate agents can list on the MLS.

Flat fee MLS companies in California, which are run by local agents and brokers, charge $95–$2,495, depending on the level of plan you purchase.

Selling with a flat fee MLS company can be a great budget-friendly option for sellers who want to sell independently. If you're comfortable managing your own sale, using a flat fee MLS company could save you thousands.

Step 5: Show your home to potential buyers

A Clever survey found that 32% of recent home sellers think getting their house ready to show is the most common challenge of selling on their own.[5]

Focus on four key strategies when you show your California house to potential buyers.

• Be organized. Develop a system for scheduling open houses and showings. ShowingTime and Calendly are among the best-rated scheduling apps. 
• Be flexible. Show your house at buyers’ convenience, not at your convenience.
• Be clean. Keep your home spotless. You don't want to scramble around with a vacuum after a buyer calls for a last-minute showing.
• Be homey. Add little touches that speak to most people, which can help make a great first impression. "Bake cookies or light scented candles before a showing," says Mizes. "Smell plays a huge part in how buyers perceive and remember your house. Use comforting scents to your advantage so they feel at home the moment they walk through the door."

Step 6: Negotiate with potential buyers

First, ask to see a mortgage pre-approval letter. Accepting an offer from an unqualified buyer may cause your sale to fall through.

You and the buyer's agent (or the buyer, if they don't have a real estate agent) will then negotiate the final sale price. You'll also negotiate other issues, including contract contingencies, closing costs, and the timeline for the sale.

You can improve your negotiating position by educating yourself about these topics, your local real estate market, and what's important to buyers in your part of California.

If a potential buyer won't negotiate and their offer doesn't meet your expectations, decline the offer. 

Offering seller concessions

You can sweeten the deal for potential buyers by offering seller concessions to help offset the costs of buying a home. Seller concessions might cost you a little more at closing, but they can lead to a higher final sale price and a quicker sale.

Consider offering these common seller concessions in California: 

• Buyer's agent compensation: Sellers aren't required to cover a buyer's agent commission. However, buyers may expect a concession of 2–3% to help them cover the cost of their real estate agent.
• Repair credits: Credit the buyer a set amount of money to cover the cost of home repairs. Once the deal closes, the buyer can oversee the project, and you don't have to worry about repairs that go over budget.
• Home warranty: Give buyers peace of mind if your home has major appliances or systems on their last leg. A warranty will cover possible issues and is typically less expensive than paying for the repairs (or accepting a lower offer from a wary buyer).
• Attorney fees: California doesn't require a real estate attorney to take part in a home sale. However, some buyers want an attorney to review the contracts — especially if they don't have a realtor. By offering to pay the attorney’s fee, you can sweeten the deal for your buyer because a professional will be looking out for their interests. A real estate attorney in California costs $217-$384 per hour.

Step 7: Close your sale

The closing process begins once both parties have fulfilled their responsibilities outlined in the sales contract.

Typically, closing includes the following steps:

• You'll meet with a closing agent virtually or at a title or escrow company office.
• You'll sign the closing documents first, followed by the buyer.
• You'll pay your closing costs. Expect to pay about 2.73% of your home's final sale price in closing costs. For a $755,330 home — the median sales price in California — that's around $20,620.
• The closing agent or other party records the deed with the appropriate municipality.
• You receive your money from the home sale.

The closing process usually takes a couple of days, but can last up to a week or more.

Paperwork for selling a house without a realtor in California

California requires those selling without a realtor to fill out and file many documents and forms. Several of these documents are legally binding agreements. 

The paperwork below is generally required for all California real estate sales.

• 2 forms of ID. In most cases, a valid passport, driver's license, or other form of California-issued ID.
• Purchase offer. The buyer’s offer for your home will include their proposed price and terms.
• Sales contract. The binding contract between the buyer and seller, including disclosures and contingencies. In some jurisdictions, it's known as the purchase agreement. FSBO sellers are typically responsible for drawing up the contract.
• Home inspection report. An inspector's evaluation of your property, usually supplied by the buyer.
• Appraisal report. An estimate of the fair market value of your house produced by a professional appraiser.
• Signed property deed. You'll need the deed that proves you're the rightful owner to legally transfer your property. On your closing date, you'll sign the deed over to the buyer.
• Closing statement. A detailed list of all the costs associated with the sale and who pays them. Your escrow agent or title company usually prepares this statement.
• Bill of sale. Essentially, it's a receipt that includes your information and the buyer's. It will also list the home's final sale price and what was included in the sale.
• Affidavit of title. A notarized document that states you own the home, that there are no liens on the property, that you aren't simultaneously selling the home to someone else, and other information.
• Property tax records. The tax information for your home and property, including the effective rate and assessed value of the property.

🚨 36% of recent sellers not using a realtor say they made legal mistakes because they didn't have a real estate agent.[5] 

In a typical real estate transaction, your agent would guide you through all the paperwork. To avoid an expensive mistake, consider working with a top-ranked low commission realtor instead.

Where to find paperwork for selling without a realtor in California

If you're using a real estate attorney, they'll generally supply the paperwork. Otherwise, try the following sources:

• See our for sale by owner real estate contract page for California for a contract template example and details on what you might need to attach to the contract.
• Check with the California Association of Realtors. State realtor associations sometimes offer blank contracts and forms for sellers.
• Find free downloadable forms through LawDepot or eForms. 
• Use a service like US Legal, which combines the most popular state-specific real estate forms into a package that sellers can purchase by subscription for a monthly fee of $39–59. 
• Use a flat fee MLS company in California that offers plans with paperwork support or as an add-on for an additional fee.
• Visit the California State Board of Equalization for tax records, property surveys, and deeds.

Pros and cons of selling a house without a realtor in California

Alternatives to selling without a realtor 

Consider these alternatives to selling your home without a realtor in California.

Low commission realtors in California

Low commission realtors, sometimes known as discount brokers, will help you sell your house for a much lower listing fee than a conventional agent.

Conventional California agents charge an average commission rate of 2.57%. Low commission agents charge as low as 1.5%.

Be aware that not all low commission realtors offer the same level of service. Some brokerages keep costs low by working with a lot of clients, which can mean less personalized support. Others, such as Clever Real Estate, combine lower fees with top-tier agents from major brands like Keller Williams and RE/MAX.

Cash home buyers in California

Cash home buyers in California typically buy houses in poor condition or from sellers who need to sell their house fast.

Your best option to find a cash buyer is a marketplace like Clever Offers, a free service that sources competitive cash offers for your home.

Other cash buyer options include cash investors and iBuyers. iBuyers purchase homes for a slight discount but usually charge sellers a service fee of 5–13%.

You'll avoid realtor fees with each of these options, but typically, using a cash buyer nets you far less than you'd get using a realtor or selling without a realtor. You'll get only 60%–80% of your home's fair market value from cash home buyers.[7]

Additional resources for California home sellers