For Sale by Owner (FSBO): The Complete Guide to Selling Without an Agent

About 7% of home sellers go the for-sale-by-owner route each year. The main appeal is obvious: you skip the listing agent's commission, which typically runs 2.5–3% of the sale price. On a $400,000 home, that's $10,000–$12,000 in your pocket instead of someone else's.

But FSBO isn't free, and it isn't easy. You're taking on the work of pricing, marketing, showing, negotiating, and managing a legal transaction. This guide tells you exactly what's involved so you can decide if it's right for you — and execute it well if it is.

When FSBO Makes Sense

FSBO works best in specific situations:

• You already have a buyer. A friend, neighbor, or family member wants to buy. You don't need marketing — just paperwork.
• You're in a screaming hot market. When homes sell in days with multiple offers, the agent's marketing and negotiation skills matter less. The market is doing the work.
• You've done it before. If you've sold a home previously and understand the process, the learning curve is minimal.
• Your home is straightforward. A standard single-family home in a typical neighborhood is easier to sell yourself than a luxury property, multi-family, or home with title complications.
• You have time. FSBO is a part-time job for 1–3 months. If you're working 60 hours a week, it might not be realistic.

When FSBO Doesn't Make Sense

• Your market is slow. When homes sit for months, marketing and agent networks matter more.
• You're uncomfortable negotiating. Buyers and their agents will push hard. If confrontation makes you fold, you could lose more than the commission you saved.
• You're selling from a distance. Managing showings remotely is extremely difficult.
• The property has complications. Liens, boundary disputes, unusual zoning, estate sales — these need professional help.

Step 1: Price Your Home Accurately

Pricing is where most FSBO sellers make their biggest mistake. Without an agent's [comparative market analysis](/blog/how-much-is-my-house-worth), you need to do this research yourself.

How to research your price

1. Pull recent comparable sales. Go to Zillow, Redfin, or your county assessor's website. Find 3–5 homes that sold in the last 90 days within a mile of yours. They should be similar in size (within 200 sq ft), age, condition, and lot size.

2. Adjust for differences. Your comp has a renovated kitchen and yours doesn't? Subtract $15,000–25,000. Your home has a finished basement the comp doesn't? Add $20,000–30,000. These aren't exact — use them as rough guides.

3. Check active competition. Look at every home currently for sale in your area within your approximate price range. These are what buyers will compare you to. You need to be competitively priced against active listings, not just past sales.

4. Consider a pre-listing appraisal. For $300–500, a licensed appraiser gives you a professional opinion of value. This is money well spent for FSBO sellers because pricing mistakes are costly.

Common pricing mistakes

• Using Zillow's Zestimate as your price. Zestimates have a median error rate of about 6–7%. On a $400,000 home, that's a $24,000–$28,000 range. It's a starting point, not a price.
• Pricing based on what you need. The market doesn't care about your mortgage balance or how much you spent on renovations.
• Adding a premium because "buyers can always negotiate down." Overpriced homes don't attract offers to negotiate. They attract silence.

Step 2: Prepare Your Home

The preparation process is identical whether you use an agent or not. See our complete home selling guide for the full prep checklist. The essentials:

• Declutter every room — remove 30–50% of your stuff
• Deep clean professionally ($200–400)
• Make all visible repairs
• Boost curb appeal (landscaping, power washing, fresh paint on the front door)
• Consider staging key rooms (living room, primary bedroom, kitchen)

Step 3: Get Professional Photos

This is the single biggest investment in your FSBO marketing, and it's non-negotiable. Listings with professional photos get 61% more views and sell 32% faster, according to Redfin data.

Cost: $150–400 for a standard photo package. $300–600 if you add drone shots or a 3D tour.

What to expect: A real estate photographer will shoot 25–40 photos, edit them for lighting and color, and deliver within 24–48 hours. Some offer virtual staging for empty rooms ($25–75 per photo).

Don't use your phone. Buyers make their viewing decision based on the first 3–5 photos. Dark, cluttered, poorly composed phone photos will kill your listing.

Step 4: List Your Home

Get on the MLS

The Multiple Listing Service is where agents and buyers search for homes. About 95% of home buyers use the internet, and MLS listings feed to Zillow, Realtor.com, Redfin, and hundreds of other sites.

As a FSBO seller, you can't access the MLS directly. But you can use a flat-fee MLS listing service. These companies put your home on the MLS for a one-time fee instead of a percentage commission.

Cost: $100–500 for a basic flat-fee MLS listing. Some companies charge more for additional services like contract review or showing management.

Popular flat-fee MLS services: Houzeo, Beycome, ISoldMyHouse.com, and local flat-fee brokers. Compare what's included — some offer just the listing, others include yard signs, lockboxes, and document templates.

Write your listing description

Be specific and factual:

• Square footage (total and finished)
• Number of bedrooms, bathrooms, garage bays
• Lot size
• Year built and any major updates (new roof 2024, HVAC replaced 2023)
• School district and specific school names
• Notable features (hardwood floors, quartz countertops, fenced yard)
• Recent neighborhood sales if they support your price

Avoid vague adjectives. "Beautiful open-concept living area" tells buyers nothing. "1,200 sq ft open living/dining/kitchen with 10-ft ceilings and south-facing windows" tells them everything.

Other marketing channels

• Yard sign. Still works. Buy a professional FSBO sign ($30–50) with your phone number and a QR code linking to your listing.
• Social media. Post on Facebook Marketplace, local neighborhood groups, and Nextdoor. These are free and reach local buyers.
• Craigslist. Still generates leads, especially for entry-level and mid-range homes.
• Open house. Host on a Saturday or Sunday 1–4 PM. Put out directional signs. Have flyers with photos, specs, and your asking price.

Step 5: Handle Showings

This is where FSBO gets time-intensive. You need to be available for showings, often on short notice.

Showing logistics

• Use a lockbox ($30–50) so buyer's agents can show the home without you present. Many buyers are uncomfortable touring a home with the owner watching.
• Set showing hours. Be available evenings (5–7 PM) and weekends. Weekday daytime showings are less common but do happen.
• Leave during showings. Buyers need to talk openly with their agent. Your presence makes them uncomfortable and they'll spend less time in the home.
• Get a showing scheduling app. ShowingTime and Calendly can help manage requests.

Screen potential buyers

Before letting strangers into your home:

• Ask if they're pre-approved for a mortgage. Request a pre-approval letter.
• If they're unrepresented, get their full name and contact information.
• For safety, don't show the home alone. Have someone with you, or use a lockbox and let buyer's agents handle it.

Step 6: Handle the [Buyer Agent Commission](/blog/realtor-commission-guide-2026) Question

Since the 2024 NAR settlement, the way buyer agent commissions work has changed. Buyer agent compensation is no longer automatically offered through the MLS.

Here's the reality: about 86% of buyers still use agents. If you refuse to offer any buyer agent compensation, you're cutting yourself off from the majority of the buyer pool.

Your options

1. Offer a buyer agent commission (2–3%). This keeps your home competitive with agent-listed properties. Yes, it costs money, but it maximizes your buyer pool.
2. Offer a reduced commission (1–2%). Some agents will still show your home. Others won't.
3. Offer nothing. The buyer would need to pay their own agent. This works in hot markets or when you have a direct buyer, but it limits your pool significantly.
4. Negotiate case by case. State in your listing that buyer agent compensation is negotiable.

Most FSBO sellers who want maximum exposure offer 2–2.5% to buyer's agents. You're already saving the listing agent's commission — this is where the real savings are.

Step 7: Negotiate and Accept an Offer

When an offer arrives, review every detail:

Key terms to evaluate

• Price. Obviously. But a higher price with lots of contingencies might net you less than a slightly lower clean offer.
• Financing type. Cash > conventional > FHA > VA in terms of closing speed and certainty. FHA and VA loans have stricter property requirements that could trigger additional repairs.
• Contingencies. Standard contingencies include financing, inspection, and appraisal. Each gives the buyer an exit ramp. Fewer contingencies = stronger offer.
• [Earnest money](/blog/earnest-money-explained). Typically 1–3% of purchase price. More is better — it shows commitment.
• Closing date. Does their timeline work with yours?
• Requests for closing cost assistance. Buyers might ask you to pay 2–3% of the price toward their closing costs. This reduces your net proceeds.

Negotiation tips for FSBO sellers

• Respond in writing. Always use a written counteroffer, never verbal agreements.
• Don't negotiate against yourself. If you counter at $395,000, wait for their response. Don't drop to $390,000 before they reply.
• Know your bottom line before offers come in. Write it down. Don't adjust it based on emotion.
• Be professional. Buyers' agents negotiate for a living. Stay calm, stick to facts, and don't take anything personally.
• Use time wisely. Respond to offers within 24 hours. Delayed responses signal disinterest or disorganization.

Step 8: Manage the Contract to Closing

This is the most complex and legally risky part of FSBO. You need to manage:

Required disclosures

Every state has different disclosure requirements. Common ones include:

• Known defects (foundation issues, water damage, mold, lead paint)
• Environmental hazards
• HOA information and financial health
• Flood zone status
• Past insurance claims
• Deaths on the property (required in some states)

Get your state's disclosure form. Your county real estate board or a [real estate attorney](/blog/how-to-build-real-estate-team) can provide the correct forms. Using the wrong form or failing to disclose known issues exposes you to lawsuits.

Home inspection

The buyer will likely order a home inspection. You'll receive a report and a repair request. Same process as any sale — you can agree, negotiate, offer credits, or decline. See our main selling guide for inspection negotiation details.

Appraisal

If the buyer has a mortgage, their lender orders an appraisal. You have no control over this. If it comes in low, you'll need to negotiate with the buyer on price or they'll need to bring extra cash.

Title and escrow

Hire a title company or real estate attorney to handle:

• Title search (verifying clean ownership)
• Escrow (holding the buyer's earnest money and managing fund transfers)
• Document preparation (deed, settlement statement)
• Closing coordination

Cost: $1,000–2,500 for title and escrow services.

Hire a real estate attorney

Even in states where it's not required, spend the $500–1,500 for an attorney to review your contract and disclosures. A single legal mistake can cost you far more. This is arguably the best money you'll spend in a FSBO sale.

FSBO Costs: What You'll Actually Spend

Total (excluding buyer agent commission): $2,100–$5,600

Compare that to a traditional sale where you'd pay the listing agent 2.5–3% ($10,000–$12,000 on a $400,000 home) plus these same costs.

Your realistic savings on a $400,000 home: $5,000–$10,000 after accounting for FSBO expenses.

FAQs

Do FSBO homes sell for less than agent-listed homes?

NAR data says FSBO homes sell for a median of $310,000 vs. $405,000 for agent-assisted sales. But this comparison is misleading — it includes sales to family members and friends at below-market prices, which make up a large portion of FSBO transactions. When comparing similar properties marketed to the open market, the gap narrows significantly.

How long does a FSBO sale take?

On average, FSBO homes take about the same time on market as agent-listed homes when priced correctly. The key variable is pricing, not whether you have an agent.

Do I need a real estate license to sell my own home?

No. You can sell your own property without a license in all 50 states. You just can't represent other people in real estate transactions without one.

What if a buyer doesn't have an agent?

Great — you both save on commissions. But both of you should hire a real estate attorney to review the contract and protect your interests. An attorney is cheaper than an agent and provides legal protection.

Can I switch to an agent if FSBO isn't working?

Yes. If your home hasn't sold after 30–60 days, you can list with an agent at any time. Many agents are happy to take over. Just make sure your flat-fee MLS listing agreement doesn't conflict with a new listing agreement.

What paperwork do I need for a FSBO sale?

At minimum: purchase agreement, property disclosures, lead paint disclosure (for homes built before 1978), deed, and settlement statement. Your title company or attorney will prepare most of these. Your state may require additional forms.

Should I offer a home warranty to the buyer?

A home warranty costs $400–600 and covers major systems and appliances for one year. It can make buyers more comfortable, especially with an older home. It's a good negotiation tool if a buyer is nervous about the condition.

The Bottom Line

FSBO can save you $5,000–$10,000 on a typical home sale. But it requires significant time, real estate knowledge, and comfort with negotiation and legal documents. If you have the time and willingness to learn, it's a viable path. If any part of this guide made you uncomfortable, hiring an agent might be worth the commission.

The middle ground: use a flat-fee MLS service for marketing, hire an attorney for legal protection, and handle showings and negotiations yourself. You get professional exposure without the full commission cost.

Related Articles

• [[Home Buying Contingencies](/blog/contingencies-explained) Explained: Every Clause You Need to Understand Before Signing](/blog/contingencies-explained)
• [[[DSCR Loan](/blog/dscr-loan-guide) Closing Costs](/blog/dscr-loan-closing-costs): Complete Breakdown](/blog/dscr-loan-closing-costs)
• Earnest Money Explained: How It Works, How Much to Put Down, and How to Protect It