Selling Your House Without a Realtor

Selling your house without a realtor can feel overwhelming. It involves many decisions, lots of paperwork, and requires careful planning and a clear strategy.

Our recent research sheds light on the pitfalls FSBO sellers often encounter:

• 49% of FSBO sellers wish they priced their home differently, compared to 73% of represented sellers who believe their agent got the price right.
• 80% of FSBO sellers regret aspects of their home sale, with the lack of offers (24%) topping the list.
• Most importantly, sellers who worked with an agent averaged $207,500 in profit — $79,000 more than the $128,500 earned by FSBO sellers.

Despite these challenges, FSBO might still be a good fit if you’re confident in your pricing, marketing, and negotiation skills, and don’t mind handling every aspect of the sale. You'll save from paying a listing agent commission – 2.5% of a $500,000 sale means $12,500 back in your pocket! 

Our guide covers the ins and outs of FSBO sales, providing actionable advice on navigating this complex process. We also explore other savvy options that may align better with your selling goals.

💡 Want to save on commissions without sacrificing support? Clever Real Estate connects you with top-rated, full-service agents who charge a flat 1.5% listing fee. Get the expert guidance you need while keeping more money in your pocket. Fill out this quick form and explore your options!

Selling your house without a realtor in 5 steps

1. Get it ready to sell

Preparing your home to hit the real estate market now is a crucial first step. Here's how to make a great impression:

Start with repairs and improvements. Focus on pre-listing cosmetic items that boost your home's appeal without breaking the bank. Even minor updates can make a big difference. Ideas include: 

• Paint walls for a fresh look.
• Tidy up the yard and add some landscaping.
• Deep clean, especially kitchens and bathrooms—key areas that buyers focus on.
• Fix any visible damage, like scuffs or holes in the walls.
• Brighten up dark corners with additional lighting.

Snap high-quality photos. Whether you opt to DIY or hire a pro, prioritize quality photos. Your online listing needs to shine and stand out from competitors. 

Good photos highlight your home’s best features and help buyers envision themselves living there. The National Association of Realtors (NAR) also notes that nine out of 10 home buyers feel photos are the most important features of a property listing.[1] 

Don't forget about adding a video, either. Videos or virtual home tours can help sell your home faster and are especially important for buyers who can’t visit in person immediately. Listings with a 3D tour get an average of 37% more views than those without one.[2] 

2. Determine a listing price

One of the keys to a successful FSBO sale is setting the right listing price. Here’s what you need to know:

Pricing really matters. Finding the perfect price is crucial. Set it too high, and interested buyers might skip your listing, leading to a longer time on the market. Price it too low, and you could lose out financially. The goal is to strike a balance that attracts buyers, without shortchanging yourself.

But, FSBO pricing is hard. Without the latest market data or valuation experience, FSBO sellers often struggle to set an accurate price. They may instead rely on inaccurate data found online, such as through home value estimators. 

While online home value estimators like Zillow's Zestimate offer a convenient starting point, they should not be the sole basis for your listing price. Zillow acknowledges a median error rate of 7.49% for off-market homes, which could lead to a significant discrepancy in the actual value of your property.[5] 

Studies show that over half of FSBO listings initially set their price too high, resulting in a price drop before selling—a scenario less common in agent-assisted sales, which often sell at the asking price.[6]

Why agents have the upper hand

Real estate agents have access to the Multiple Listing Service (MLS), a complete, accurate database of current listings and past sales. They also tend to excel at pricing homes accurately. 

Agents perform a comparative market analysis (CMA) report, which considers multiple factors including, but not limited to, the property's location, square footage, condition, and recent upgrades. 

Simply put, an agent's expertise can prevent costly pricing errors and help navigate negotiations with buyer agents more smoothly. Consider all factors carefully to determine a price that meets your goals and market expectations.

3. Market your home 

Marketing your home effectively is crucial, especially if you're part of most FSBO sellers who don't already have a buyer lined up. Your marketing plan must be robust and well-executed to reach the widest audience and attract potential buyers. 

Write a compelling listing description. After photographs, homebuyers rely on listing descriptions when shopping around.

To write a compelling listing description, focus on information that the buyer could get only from the owner or a neighborhood local. Does your home have beautiful views? Are the neighbors friendly, and is the street safe for kids? Do you live in an area with great schools or great restaurants?

Write with a buyer in mind — try to picture the buyers who would be interested in your home, and highlight features you think they will find exciting.

Broaden your reach on the MLS. While individual postings on real estate websites, social media platforms like Facebook, Craigslist, and local advertising can be beneficial, they pale compared to the MLS's reach.

The power of the MLS. It's a significant tool, utilized by nearly 90% of all home sellers. However, the MLS is underused by FSBO sellers, with only 3% taking advantage of its potential.[7] This discrepancy highlights an opportunity for FSBO sellers to leverage the MLS for better exposure.

4. Host showings and field offers from buyers

Once your listing hits the market, prepare for a flurry of interest from potential buyers and their agents. This excitement may translate into calls, texts, and emails, setting the stage for the next crucial phase: home showings and offer negotiations.

Organize home showings efficiently. This will allow potential buyers to see your property in its best light, enhancing your chances of receiving offers.

As requests to view your home roll in, a practical approach is to schedule multiple showings in a single day, closely timed. This tactic maximizes viewing opportunities and minimizes disruption to your daily life, making it more convenient for you, your family, and your pets to step away from the home. 

Handling offers with ease. When offers start to arrive, usually communicated by the buyer's agent, they will outline the purchase terms. These terms include the offered price, desired closing date, which items remain with the property, and conditions related to inspections and appraisals. 

Offers come in via email in a formal offer to purchase document. This stage requires careful consideration and prompt, organized responses to negotiate effectively and move forward with potential buyers.

5. Negotiate and close

The negotiation and closing phase marks the culmination of your FSBO journey. Here's how to navigate these final steps with confidence.

Don't be afraid to negotiate. Remember, virtually every aspect of the sale is open for discussion. If an offer doesn't meet your expectations, feel free to counter—whether it's the purchase price, closing timeline, or other terms. This is your opportunity to align the deal more closely with your goals.

Remember that price isn’t everything. When negotiating an offer, you’ll also need to consider contingencies — conditions under which the buyer can renegotiate the sale or back out altogether. These conditions might include the buyer failing to qualify for a mortgage, the results of an appraisal or home inspection, or whether the buyer can sell their current home in time.

Request earnest money. Also known as "good faith money" — it's a deposit the buyer pays upfront (usually to a third party, such as their title company) to show they’re serious about the deal. If the buyer backs out of the sale under a condition not covered by a contingency, you may be entitled to keep some (or all) their earnest money.

After agreeing to the terms, sign the contract. At this point, your home status will transition to "under contract," initiating the countdown to closing. 

However, you must understand the contract's details and not rush through this stage. Consider consulting with a real estate professional or attorney to ensure your interests are fully protected before affixing your signature.

Get ready for inspections. Typically, the closing process spans 30 to 60 days post-contract, though timelines can vary by location. Early in this window, expect the buyer to arrange home inspections and an appraisal—a standard part of the buying process.

What do I need to close my FSBO sale? 

As closing day approaches, you'll review and sign the final closing disclosure, which outlines the sale's definitive costs. Accuracy is key here, so double-check every detail. 

You'll also need to coordinate the handover of keys, usually through an attorney or the title company managing the closing. Maintain open lines of communication with these professionals for a smooth transition and timely receipt of your sale proceeds.

Selling without a realtor: Pros and cons

Here’s a balanced look at what to expect from a FSBO sale, based on the typical experiences of FSBO sellers. 

Pros

Cost savings. One of the most significant advantages is the potential savings on real estate agent commissions. 

The national average listing agent commission is around 2.74%. On a $500,000 home sale, this could translate to nearly $15,000 in savings. However, it's important to note that if a buyer's agent is involved, you may need to pay their commission (typically 2-3%); this is negotiable between you, the buyer, and their agent.

Full control. Handling the sale yourself means you have complete authority over every aspect of the process, from setting the asking price to marketing your home. 

This level of involvement is perfect for those with the time and desire to manage the intricacies of a home sale.

Cons

Low odds of success. Data suggests FSBO sellers often face an uphill battle. 

A 2024 Clever Real Estate survey indicated that sellers with agents netted an average of $46,603 more than FSBO sellers. The National Association of Realtors (NAR) suggests the gap could be even larger, with FSBO homes selling for around $100,000 less.[8]

Lack of access to professional tools, experience, and negotiating skills can make it difficult to achieve a higher sale price.

Time and emotional investment. Selling a home is a substantial commitment, equating to a full-time job in terms of the effort required. The process involves numerous tasks, from staging and photographing your home to negotiating with prospective buyers.

It can also be emotionally taxing. Our study found that half of the FSBO sellers experienced significant stress or emotional strain during the sale process.

Risk of errors. Navigating the legal and regulatory aspects of a home sale is complex. FSBO sellers risk contract mistakes or falling afoul of state regulations, potentially leading to legal issues. 

The requirements for selling a home vary greatly by state, and even by local jurisdictions, so it's best to have a thorough understanding of these obligations before proceeding.

True cost to sell without a real estate agent

$400,000 house example

Cost	With an agent	FSBO
Commission	5-6%	2.5-3%
Closing costs	2-3%	2-3%
Total (%)	7.5-9%	4.5-6%
Total ($)	$30,000– 34,000	$19,000– 23,000
FSBO savings	$11,000

Selling FSBO can initially appear more cost-effective due to potential savings on seller's agent commission. However, a deeper dive into the costs and outcomes associated with both approaches reveals a more complex picture. 

In the $400,000 home sale example, you could save approximately $11,000 by avoiding the listing fee. You'd likely only need to pay the buyer’s agent commission on the sales price, which averages 2.58% nationwide[9] and ranges between 2-3%, along with standard closing costs of 2–3%, for a full cost of 4.5-6%.

However, also consider the fact that selling FSBO can impact the sale price, with FSBO homes selling for $50,000 to $100,000 less on average, according to industry studies. The expertise of real estate agents often leads to higher selling prices, offsetting their fees.

Consider FSBO alternatives

Selling your home FSBO can be more daunting and potentially more costly than anticipated. The costs can add up when you factor in marketing expenses, real estate attorney fees, and even agent commissions. Not to mention, the extensive time commitment needed to prepare your home for sale and navigate negotiations.

If you're reconsidering the FSBO route, here are some viable alternatives:

Discount broker

If saving money is your primary goal in considering FSBO, yet you're concerned about the potential risks and workload, opting for a discount broker could be the ideal solution. 

Discount brokers offer the full spectrum of services you'd expect from a real estate agent but at a lower fee, blending savings with professional support.

Here's a comparison of some of the top discount real estate agents.

When evaluating various discount realtors, access the quality of their services. Some operate on a team-based approach, meaning you'll collaborate with various individuals from the company rather than a single agent. 

On the other hand, options like Clever Real Estate provide a more traditional experience with a dedicated full-service realtor at a reduced cost.

Cash buyers

For homeowners in unique circumstances, such as those who own a property that requires significant repairs, face urgent financial needs, or need to sell swiftly, cash home buyers can be a suitable choice. 

These companies provide near-instant cash offers and can close in as little as a week or two though usually below market value. This route is particularly beneficial for those needing to sell "as-is," avoid foreclosure, or expedite the sale process without the typical listing wait times.

⚡️ Get multiple cash offers and expert guidance with Clever Offers — all for free, with zero pressure to accept. Maximize your home’s value and sell fast!

Hire a real estate attorney

While not mandatory in every state, hiring a real estate attorney when selling your home FSBO is a wise choice. They're not a complete replacement for a realtor, but an attorney can guide you through the intricacies of the transaction, ensuring legal and technical aspects are correctly addressed. 

Real estate attorneys play a crucial role in ensuring that all requirements are fulfilled and can assist in reviewing complex legal documents. 

Although hiring an attorney represents an additional expense—potentially amounting to several thousand dollars—the investment safeguards your interests and may offer peace of mind and protection throughout the sale process.

» How much a real estate lawyer costs

Frequently Asked FSBO Questions

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