How to Sell a House Without a Realtor

Table of Contents

• What Is FSBO (For Sale By Owner)?
• Pros and Cons of Selling Without a Realtor
• True Costs of Selling FSBO
• How the 2024 NAR Settlement Changed FSBO Sales
• Step-by-Step FSBO Process
• How to Price Your Home Correctly
• Marketing Your FSBO Listing
• Handling Showings and Open Houses
• Negotiating Offers
• Closing the Sale
• When You Should Hire a Realtor Instead
• Frequently Asked Questions

Selling your house without a realtor — known as “For Sale By Owner” or FSBO — can save you thousands of dollars in commission. On a $400,000 home, you could keep an extra $10,000-$12,000 by avoiding the typical 2.5-3% listing agent fee.

But FSBO isn’t for everyone. It requires time, effort, and a willingness to handle complex negotiations and legal paperwork. According to the National Association of Realtors, only about 5-6% of homes sell FSBO — an all-time low.

This guide walks you through everything you need to know to sell your house without a realtor successfully in 2026, including how recent commission rule changes affect your sale.

What Is FSBO (For Sale By Owner)?

FSBO means you’re selling your property without hiring a listing agent to represent you. You handle the responsibilities that a real estate agent would typically manage, including pricing the home, marketing it, conducting showings, negotiating with buyers, and managing the closing process.

The primary motivation for selling FSBO is financial: you avoid paying 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 potential savings.

However, “without a realtor” doesn’t necessarily mean “without any professionals.” Most successful FSBO sellers still:

• Pay for MLS listing through a flat-fee service
• Hire a real estate attorney for contract review
• Use professional photography
• Often offer compensation to the buyer’s agent

Pros and Cons of Selling Without a Realtor

Pros

• Commission savings: Keep 2.5-3% more of your sale price (potentially $7,500-$15,000 on a typical home)
• Complete control: You set the price, control the marketing message, and decide which offers to accept
• Direct communication: No middleman between you and potential buyers
• Flexible scheduling: Show the home on your own timeline
• Already have a buyer: If you’re selling to a friend, family member, or neighbor, a full-service agent may be unnecessary

Cons

• Lower sale price: FSBO homes sell for roughly $65,000 less than agent-assisted homes on average (median of $360,000 vs. $425,000 in 2024-2025)
• Limited exposure: Without MLS access, your listing won’t appear where most buyers search
• Time intensive: Marketing, showings, and negotiations consume significant time
• Emotional challenges: Selling your own home is stressful — surveys show about 50% of FSBO sellers report crying during the process
• Legal risks: FSBO sellers reported making legal mistakes in 43% of sales, according to industry research
• Negotiation disadvantage: Buyer’s agents are professional negotiators; you may not be

True Costs of Selling FSBO

Selling without a listing agent doesn’t mean selling for free. Here’s what to budget:

Typical FSBO Costs

• Flat-fee MLS listing: $200-$500 (essential for exposure)
• Professional photography: $200-$400
• Real estate attorney: $500-$1,500 (highly recommended)
• Home staging: $0-$2,000 (optional but helpful)
• Pre-listing inspection: $300-$500 (optional but reduces surprises)
• Yard signs and marketing materials: $50-$200
• Buyer’s agent commission: 2-3% of sale price (see NAR settlement section below)

Cost Comparison: FSBO vs. Using a Listing Agent

On a $400,000 home sale:

With a Listing Agent:

• Listing agent commission (2.75%): $11,000
• Buyer’s agent commission (2.75%): $11,000
• Total agent costs: $22,000

FSBO (Offering Buyer’s Agent Commission):

• Flat-fee MLS: $400
• Professional photos: $300
• Attorney: $1,000
• Buyer’s agent commission (2.5%): $10,000
• Total costs: $11,700
• Savings: $10,300

These savings assume you sell for the same price an agent would achieve. If your FSBO home sells for less, the savings shrink or disappear entirely.

How the 2024 NAR Settlement Changed FSBO Sales

In March 2024, the National Association of Realtors settled a major lawsuit that changed how real estate commissions work. Here’s what it means for FSBO sellers:

Key Changes (Effective August 17, 2024)

• No more MLS commission offers: Sellers and listing agents can no longer advertise buyer’s agent compensation on the MLS
• Buyer agreements required: Buyer’s agents must have a written agreement with their client specifying their fee before showing homes
• Commission is negotiable: Buyers now negotiate their agent’s fee directly, though sellers can still offer to pay it

What This Means for FSBO Sellers

You’re no longer required to offer buyer’s agent compensation. However, most FSBO sellers still do for practical reasons:

• 87% of buyers use a real estate agent
• Many buyers can’t afford to pay their agent’s fee out of pocket
• Agents may skip showing your home to clients if no compensation is offered
• You can offer compensation through your listing description or direct communication — just not on the MLS field itself

Bottom line: The settlement makes commissions more transparent and negotiable, but it hasn’t eliminated the practical need to attract buyer’s agents. Most successful FSBO sellers offer 2-2.5% buyer’s agent compensation to remain competitive.

Step-by-Step FSBO Process

Step 1: Prepare Your Home for Sale

First impressions matter. Before listing, focus on:

• Declutter and depersonalize: Remove excess furniture, family photos, and personal items
• Deep clean: Consider professional cleaning for carpets, windows, and the kitchen
• Make minor repairs: Fix leaky faucets, squeaky doors, and chipped paint
• Boost curb appeal: Mow the lawn, trim bushes, add fresh mulch, and clean the front door
• Consider staging: Professionally staged homes sell faster and for more money

Step 2: Get a Pre-Listing Inspection (Optional but Recommended)

A pre-listing inspection ($300-$500) identifies issues before buyers do. Benefits include no surprises during buyer’s inspection, the ability to fix problems or price accordingly, building trust with potential buyers, and reducing the chance of deals falling through.

Step 3: Price Your Home Correctly

(See detailed pricing section below)

Step 4: List on the MLS Through a Flat-Fee Service

This is the most important step for FSBO success. The MLS (Multiple Listing Service) feeds to Zillow, Realtor.com, Redfin, and other sites where 95%+ of buyers search.

Flat-fee MLS services cost $200-$500 and include MLS listing for a set period (typically 6-12 months), syndication to major real estate websites, and basic listing management tools. Higher-priced packages may include contract templates, showing scheduling, and limited agent support.

Step 5: Hire a Real Estate Attorney

Even if your state doesn’t require it, a real estate attorney ($500-$1,500) is your safety net. They’ll review purchase agreements before you sign, ensure you comply with disclosure requirements, handle title issues, and manage closing documentation. Some states (like New York, Massachusetts, and New Jersey) require attorney involvement in real estate transactions.

Step 6: Market Your Listing

(See detailed marketing section below)

Step 7: Show Your Home and Negotiate Offers

(See sections below)

Step 8: Complete Inspections and Close

After accepting an offer, the buyer will typically order a home inspection, request repairs or credits based on findings, have the home appraised (required by their lender), and complete their mortgage underwriting. Be prepared to negotiate repairs — this is where many FSBO sellers make costly mistakes.

How to Price Your Home Correctly

Pricing is where FSBO sellers most commonly go wrong. Overprice, and your home sits on the market. Underprice, and you leave money on the table.

Research Comparable Sales

Look at “comps” — similar homes that sold recently in your area. Focus on homes that sold within the last 3-6 months, are within 0.5 mile of your home, have similar square footage (within 10-15%), have similar bedroom/bathroom counts, and were built around the same time. Sources for comp data include Zillow, Redfin, and your county assessor’s website.

Consider Getting an Appraisal

A professional appraisal ($350-$500) gives you an objective value. This is especially useful if you’re unsure about pricing, your home has unique features, few comparable sales exist in your area, or you want to justify your price to buyers.

Price Strategically

Consider these pricing strategies: at market value (price based on comps for steady interest), slightly below market (generate multiple offers and potential bidding war in hot markets), or leave negotiation room (price 2-3% above where you want to land, but don’t overdo it).

Avoid the common FSBO mistake of pricing based on what you “need” to get from the sale. Buyers don’t care about your mortgage balance or your next home’s down payment — they care about fair market value.

Marketing Your FSBO Listing

Without an agent’s network and marketing budget, you’ll need to work harder to get eyeballs on your listing.

Professional Photography

This is non-negotiable. 95%+ of buyers start their search online, and photos are your first impression. Professional real estate photos ($200-$400) are worth every penny. Photograph when natural light is best (usually late morning or early afternoon), use a wide-angle lens to make rooms appear larger, shoot from corners to show the full room, include exterior shots especially the front and backyard, and consider drone photography for larger properties.

Write a Compelling Listing Description

Your description should highlight key features (updated kitchen, hardwood floors, fenced yard), recent improvements (new roof, HVAC, appliances), location benefits (school district, proximity to parks, commute times), and lifestyle elements (perfect for entertaining, quiet cul-de-sac, natural light). Avoid generic phrases like “must see” and focus on specific, concrete details that set your home apart.

Marketing Channels

Beyond the MLS (which syndicates to major sites), consider FSBO websites (ForSaleByOwner.com, FSBO.com, Zillow FSBO listing), social media (share on Facebook, Instagram, and neighborhood groups), a yard sign (include your phone number and possibly a QR code linking to your listing), flyers to distribute in your neighborhood and at local businesses, and a virtual tour or walk-through video for out-of-town buyers.

Handling Showings and Open Houses

Scheduling Showings

Be as flexible as possible with showing times. Buyers have their own schedules, and limiting availability limits your buyer pool.

Safety tips for showings: never show the home alone to strangers — have someone else present, require buyers to be pre-approved for a mortgage before scheduling private showings, use a lockbox if you’re comfortable with buyer’s agents showing without you present, and remove or secure valuables, prescription medications, and personal documents.

During the Showing

Let buyers explore at their own pace. Be available to answer questions but avoid “hovering.” Point out features they might miss (storage, recent upgrades). Avoid being defensive about your home’s flaws. Collect contact information for follow-up.

Open Houses

Open houses generate traffic but rarely produce buyers directly. They’re more effective for creating awareness in the neighborhood, generating urgency with existing interested parties, and getting feedback on pricing and presentation.

Negotiating Offers

Negotiation is where many FSBO sellers struggle. Buyer’s agents are professional negotiators; you may not be.

Evaluating Offers

Don’t focus only on price. Consider pre-approval strength (is the buyer pre-qualified or fully pre-approved?), down payment amount (larger down payments mean fewer financing issues), contingencies (fewer contingencies reduce risk of the deal falling through), closing timeline (does it align with your needs?), and earnest money (larger earnest money deposits show serious commitment).

Counteroffers

You don’t have to accept or reject an offer outright. Common counteroffer points include price adjustments, closing date changes, repair credits vs. completing repairs yourself, inclusion or exclusion of appliances/fixtures, and reducing contingency periods.

Mistakes to Avoid

• Getting emotional: This is a business transaction. Don’t take low offers personally.
• Rejecting the first offer: 46% of FSBO sellers rejected an offer that ended up being their highest
• Revealing your bottom line: Never tell a buyer’s agent your minimum acceptable price
• Ignoring contingencies: A high offer with extensive contingencies may net you less than a lower clean offer

Closing the Sale

What Happens Between Contract and Closing

After accepting an offer, expect 30-45 days until closing. During this time, the buyer’s inspection usually occurs within 7-10 days of contract (be prepared for repair requests), the appraisal is ordered by the lender to verify the home’s value supports the loan amount, a title search ensures there are no liens or ownership issues, and the buyer’s financing goes through underwriting (which can uncover issues that delay or kill the deal).

Required Disclosures

You must disclose known material defects. This typically includes water damage or mold, foundation problems, roof issues, electrical or plumbing problems, pest infestations, lead paint (homes built before 1978), unpermitted work, HOA issues or pending assessments, and neighborhood nuisances. Failure to disclose can result in lawsuits years after closing. When in doubt, disclose.

Documents You’ll Need

Property deed, survey (or survey affidavit), seller’s disclosure form (state-specific), lead paint disclosure (pre-1978 homes), HOA documents if applicable, mortgage payoff information, home warranty information (if offering), and proof of repairs or improvements.

At Closing

Closing typically takes 1-2 hours. You’ll sign numerous documents transferring ownership. Your attorney (if you have one) or the title company will guide you through. Bring government-issued ID, all house keys, garage remotes, and access codes, and your forwarding address for any remaining documents.

When You Should Hire a Realtor Instead

FSBO isn’t right for everyone. Consider hiring a listing agent if:

• You’re in a complex situation: Short sales, divorces, estates, or properties with title issues
• The market is slow: In a buyer’s market, professional marketing and pricing expertise matter more
• You don’t have time: FSBO requires significant time investment — 8-15+ hours minimum
• You’re uncomfortable negotiating: If confrontation stresses you out, negotiations will be painful
• Your home has issues: Difficult-to-sell properties benefit from agent expertise
• You’re moving out of state: Managing a sale remotely is extremely difficult

Consider a Discount Broker

If full FSBO seems overwhelming but you want to save on commission, consider a discount or flat-fee broker. These services offer limited agent assistance for a reduced fee (often 1-1.5% instead of 2.5-3%). You get some professional support while still saving money.

Frequently Asked Questions

The Bottom Line

Selling your house without a realtor can save you thousands of dollars — but only if you do it right. Success requires realistic pricing, professional photography, MLS exposure, and careful attention to legal requirements.

The biggest mistakes FSBO sellers make are overpricing their home and underestimating the time commitment. If you’re comfortable handling showings, negotiations, and paperwork — and you price competitively — FSBO can be a smart financial decision.

If the process seems overwhelming, consider a discount broker or flat-fee service that provides limited agent support. You’ll still save money while getting professional guidance where you need it most.

Whatever you decide, start by understanding your home’s true market value. Use our mortgage calculator to see what buyers in your price range can afford, and check current mortgage rates to understand today’s buyer landscape.