Biggest regrets about FSBO | Why sellers choose FSBO vs. a realtor | FSBO vs. realtor success rates | How FSBO sellers find buyers | Key challenges of selling FSBO
Many homeowners think they can save money by selling their homes without a realtor.
But only 11% of sellers actually succeed at selling FSBO.[1] And if they do, FSBO homes sell for about 35% less on average than agent-represented properties, which more than negates any commission savings.[2]
That said, FSBO homes can sell quickly, and many FSBO sellers get their asking price — especially if they already know the buyer.
Here are 25 essential statistics for sellers on the fence about FSBO.
What are the biggest regrets FSBO sellers have?
From having to pay surprise agent fees to selling for less than expected, these FSBO statistics show what sellers wish they’d done differently — or what they wish they knew beforehand.
1. Most FSBO sellers still pay commission
Successful FSBO sellers don't have to pay a fee for their listing agent, but most still have to pay the agent who brought a willing buyer.
In fact, 74% of all sellers (FSBO or not) offer a buyer’s agent commission.[3] Since this commission is how the buyer's agent gets paid, failing to offer one potentially shuts you off to a huge pool of potential buyers.
Most sellers factor realtor commissions into the home’s asking price, so buyers may balk at a seller who asks them to pay an additional 3% in commission upfront — especially because buyers already pay the down payment and closing costs out of pocket.
If you already have a buyer, it may make sense to hire a real estate lawyer to help with the paperwork rather than using real estate agents. But 50% of FSBO sellers don't know the buyer — meaning they're probably offering a competitive buyer's agent's commission of around 3% to find a buyer.
» MORE: Why Do Sellers Pay Buyer’s Agent Commission?
2. FSBO sellers are far less likely to get more than their asking price
The typical FSBO home sells for $120,000 less than the median home price, indicating that FSBO homes are priced to sell. Yet, homes sold by owner are also far less likely to sell for more than their asking price.
In fact, homes sold through an agent are more than three times as likely as FSBO homes to sell for more than the seller is asking. In 2022, 40% of agent-assisted home sales resulted in a sale price greater than 100% of the list price, compared to only 13% of homes sold FSBO.[2]
3. They often pay thousands more in buyer incentives
Many FSBO sellers offer buyer incentives that end up costing them more than what agent-assisted sellers offer.
For example, FSBO sellers who don't know the buyer are twice as likely as agent-represented sellers to offer credits toward repairs and remodeling, which can be up to 6% of a home's sale price. In contrast, the most popular buyer incentive agent-assisted sellers offer is a home warranty policy, which often costs just hundreds.[2]
While 9% of agent-assisted sellers offer home warranty policies instead of repair credits, less than 1% of FSBO sellers do.[2]
By offering to cover repair costs instead of a home warranty, you’re potentially agreeing to spend thousands more on buyer incentives than an agent-assisted seller typically would!
4. Many FSBO sellers still end up with a real estate agent
Sometimes FSBO sellers struggle to handle the paperwork and amount of work involved in selling on their own. About 10% of all home sellers try to sell on their own but eventually hire a real estate agent.
FSBO sellers who give up and get an agent list three main reasons for doing so:[4]
- Selling with an agent is easier
- It takes too long to sell without one
- FSBO paperwork is too complicated
Also, FSBO sellers who switch to an agent often have the worst outcomes with home sale price and incentives. This is possibly because their listing has been on the market too long and they’re willing to do whatever it takes to sell their home.[2]
FSBO sellers who eventually list with an agent get an average of 96% of their asking price, compared to 100% for all other sellers.[2]
5. You can save thousands on commission and get an experienced realtor
Many FSBO sellers aren’t just missing out on the value and experience that a real estate agent brings to the table — they’re also often unaware that they can work with a full-service, experienced listing agent without paying the full 6% commission.
For example, Clever matches you with top-rated agents who are experts in their locations. But, instead of the full 3% commission most listing agents charge, Clever connects you with agents who will sell your home for just 1.5% of the sale price (about half the typical rate).
Why do all the work of selling FSBO only to end up with less money than you would have with an agent? Clever offers you bigger savings without sacrificing the service you expect from a traditional realtor.
With Clever:
✅ You'll only pay 1.5% to list your home
✅ You'll work with a full-service realtor from a top broker
✅ It's free, with zero obligation — you can walk away at any time
Saving on realtor fees doesn't have to mean sacrificing service. Find a top local agent today!
Who do sellers choose FSBO vs. a realtor?
| Top 5 reasons sellers choose FSBO | Top 5 reasons sellers choose realtors |
|---|---|
| 1. Wanted to avoid paying a realtor commission fee | 1. Wanted to sell within specific time frame |
| 2. Sold it to a family member, friend, or neighbor | 2. Needed help pricing the home competitively |
| 3. Interested buyer contacted the seller directly | 3. Wanted help marketing the home to buyers |
| 4. Did not want to work with an agent | 4. Wanted help figuring out repairs to increase listing price |
| 5. Other | 5. Wanted help finding a buyer |
With all the difficulties of selling FSBO, you may wonder why some people choose to sell without an agent. Here are the most revealing facts about FSBO sellers’ motivations compared to what sellers are looking for when they turn to a realtor.
6. 85% of sellers would use the same agent again
It’s worth noting that bad real estate agents are the exception, not the rule. This is partly why FSBO sellers represent only a small fraction of overall home sales.
According to the NAR, 85% of sellers who work with an agent say that they’d definitely or probably use the same agent again if they had to buy another property or sell their current one.[5] That’s a high number, and it indicates that the majority of sellers are happy with the experience they have working with a real estate agent.
This fact suggests many FSBO sellers are putting themselves through what could be a difficult selling process when they could have a much more positive experience working with an agent.
7. 44% of FSBO sellers want to save money
Saving money on realtor fees was the most popular reason sellers chose FSBO instead of an agent. 44% of FSBO sellers decided not to use an agent because they did not want to pay real estate agent commission.[2]
However, what FSBO sellers save on commission they often lose in terms of a lower sales price and other costs. FSBO homes sell for about 35% less, on average, than homes sold with the help of a seller's agent.
If you’re looking to save money, you may ultimately be better off going with a low commission agent rather than taking on the big task of selling your own home — and potentially for less.
» MORE: How to Save on Realtor Commission Fees (Without Sacrificing Service)
8. FSBO sales have dropped by nearly 50% since 1985
While FSBO might seem like a popular alternative to hiring an agent, FSBO sales only make up 10% of all home sales in the US.[2] Most sellers are still turning to agents for their expertise and professional sales skills.
And the share of sellers who are relying on realtors is only growing. FSBO sales made up 21% of all home sales in 1985, but have dropped to almost half that today.
Put simply, selling a house is a complicated process. With new real estate regulations, better ways to save when you sell, and access to a larger pool of buyers, there's a reason that the vast majority of sellers choose to use a real estate agent.
9. 83% of sellers choose an agent who provides a broad range of services
Selling FSBO requires a lot of extra time and energy. Time limitations and assistance with the complex process of selling are two important reasons some sellers choose to work with an agent, with 83% of sellers selecting an agent who provides a broad range of services.[2]
Sellers were particularly looking for help with:
- Pricing their home (23%)
- Marketing to prospective buyers (23%)
- Selling their home within a set time frame (16%)
While saving time and energy may not be the number one reason for choosing an agent, it’s an important consideration if you’re already busy or don’t feel prepared to do all of the legwork yourself.
As we’ve already seen, not having enough time to dedicate to selling a home is one of the top five difficulties that FSBO sellers face. For many, hiring an agent solves this problem instantly.
10. Only 49% of FSBO sellers who don't know the buyer are in a rush to sell
FSBO sellers tend to be in less of a hurry to sell than sellers who are represented by an agent. Just 49% of FSBO sellers who don't know the buyer say they either very urgently or somewhat urgently needed to sell, compared to 50% of agent-assisted sellers.[2]
This lack of urgency has its upsides and downsides.
While many FSBO sellers can patiently wait around for a good offer, the facts suggest that — because FSBO homes sell for less than agent-assisted ones — those good offers fail to materialize.
How successful are FSBO sellers vs. real estate agents?
The success rate of selling without a realtor is a mixed bag and largely depends on what your definition of "success" is. These FSBO statistics reveal how successful sellers who ditch the agent are (or aren’t).
11. FSBO homes sell for 35% less
FSBO sales have a median sale price of just $225,000 versus $345,000 for homes listed by an agent.[2] That’s a difference of over $120,000 — or about 35% — that you could potentially lose by trying to sell FSBO.
The lower sale price may be because FSBO homes are more likely to be mobile homes or in rural areas. But other studies suggest that FSBO homes sell for 6% less even when compared to similar homes.[6]
Most sellers choose FSBO instead of a realtor in order to save money on realtor commissions. But if your house could sell for 6% less, then you might not actually save money by avoiding a listing agent fee — which is typically 2.5–3% but can be less with a discount brokerage.
Listing agents often more than pay for themselves. At a minimum, you'll probably net a little more money by hiring a realtor. And you'll also avoid a ton of work trying to price and market your home, negotiate, and figure out paperwork.
Selling your home FSBO is challenging. Add in a lower selling price and out-of-pocket expenses, and you'll save WAY less than you planned — but still be stuck with most of the work.
There's a better option. Clever pre-negotiates cheaper listing fees with the top agents in your area. You pay just a 1.5% listing fee, while getting the support of a full-service agent.
12. Only 11% of FSBO sellers succeed
FSBO initially sounds like a good idea to a lot of sellers, but most eventually realize how hard it is and give up. In fact, 36% of sellers try FSBO, but only 11% actually succeed.[1]
Those who don’t succeed either take their homes off the market or enlist the help of a real estate agent. For many, FSBO ends up being a lot of wasted time and energy.
Since most FSBO sales fail, if you’re thinking of selling on your own, why not just skip all the trouble that FSBO entails? Instead, your best option is usually to find a real estate agent who can do the work for you and still get you a sale price that will net you more in profits than you’d likely save on your own.
13. 73% of buyers believe they can out-negotiate FSBO sellers
When we asked buyers why they would consider purchasing a FSBO home, 73% said they thought either their agent or themselves would get a better deal than with agent-represented sellers.[7]
And as we already saw, FSBO homes often close for 35% less. Unless you're extremely experienced and comfortable negotiating, reconsider listing your home without a realtor.
How do FSBO sellers find buyers?
| Top marketing methods FSBO sellers use | Top methods buyers use to find homes |
|---|---|
| None (48%) | Real estate agent (68%) |
| Friends, family members, and neighbors (28%) | Online search (60%) |
| Yard sign (20%) | Online video site (25%) |
| Third-party aggregator, like Zillow (19%) | Yard sign (14%) |
| Social media (17%) | Open house (10%) |
Sellers have more options for marketing a FSBO home today than ever before — including through FSBO websites and social media.
But FSBO statistics show that most sellers aren’t taking advantage of all the marketing tools available to them — and this causes FSBO homes to go unnoticed by many potential buyers!
14. 50% of FSBO sellers already know a buyer
FSBO sellers often skip an agent's help because they already have a buyer, such as a friend or family member. In fact, 50% of FSBO sellers report knowing their home's buyer.[2]
If a seller already has a buyer, some realtor services are unnecessary. This includes services like holding open houses and listing the home on the MLS.
However, about 21% of these home sellers admit they struggle to get the price right. They also struggle with paperwork, which is the second hardest part of a FSBO sale, according to recent sellers.
For relatively simple jobs where a seller already has a buyer, many agents are willing to work for a reduced rate. A real estate agent can still draw up the sales contract and ensure you price the home appropriately.
15. Only 3% of FSBO sellers list on the MLS
About 86% of homes for sale are listed on a multiple listing service (MLS).[3] But only 3% of FSBO sellers market their homes with an MLS listing,[8] even though most buyers find their homes through the MLS.[2]
Major sites like Zillow, Trulia, and Realtor.com pull their listings from the MLS, and buyer's agents rely on the MLS to find showings for their clients.
If FSBO sellers don't list on the MLS, they miss out on a lot of exposure. Buyer's agents may not know the home is even on the market and may never show it to their clients.
For FSBO sellers who want more exposure, there's a workaround. A flat fee MLS service will list your home for a few hundred dollars. This type of service is legally a brokerage, which is why they can list on the MLS. But they don’t do any other work an agent does, like stage the home, host showings, or negotiate.
» MORE: Flat Fee MLS Listing Services: A Better Way to Sell a House?
16. 28% rely on friends, relatives, and neighbors
When FSBO sellers market their homes, the most popular marketing method is relying on friends, relatives, and neighbors. 28% of FSBO sellers used word of mouth as a key marketing method.[2]
This method is closely followed by yard signs, at 20%, and third-party aggregators, like Zillow and Redfin, at 19%.
It makes sense that FSBO sellers — who tend to be more cost-conscious — would prefer more affordable marketing methods. But the problem is that many buyers find their homes online.
17. Most buyers find their homes online
The second most popular method buyers use to find their homes is through an online search (60%). The most popular is through a real estate agent (68%).[3]
In comparison, just 6% of buyers find homes through a yard sign and only 7% through friends, relatives, or neighbors.[7]
FSBO sellers would be wise to check out the best FSBO sites to get more eyes on their listing.
» LEARN: Why FSBO Sellers Should Consider Listing on the MLS
18. 19% of buyers don't know how to find FSBO homes
In our 2022 survey of 1,000 home buyers, 70% said they'd consider buying a FSBO home. But 19% said they had no idea where to find these listings.[7]
That makes sense considering that most buyers are looking for listings on the major MLS-fueled sites. And unless the seller springs for a flat fee MLS package, buyers won't find FSBO listings on them.
Most popular home search site with buyers
19. 81% of FSBO sellers offer no buyer incentives
Another way to find buyers? Incentives. But, 81% of FSBO sellers offer no buyer incentives, compared to 79% of agent-assisted sellers who offer no incentives.[2]
And as we mentioned above, the buyer incentives that FSBO sellers do offer tend to cost them more than the ones that agent-assisted sellers offer.
A lack of buyer incentives is likely to result in fewer offers, especially if you’re selling in a buyer’s market. While buyer incentives aren’t the most important aspect of selling a home, they can tip the scales in your favor if buyers are considering multiple similar properties.
What do FSBO sellers find most difficult?
Selling a house is tough, and many FSBO sellers find the job a lot harder than they expect. Check out these FSBO facts about what sellers found to be the hardest parts about selling a house without a realtor.
20. Pricing the home is the hardest part for 16% of sellers
Pricing the home correctly is the hardest task for 16% of all FSBO sellers, even sellers who know the buyer (22% of them reported it as the hardest part).[2]
Most FSBO sellers simply look at what other homes are selling for in their area and choose a similar price. But that fails to take into account unique aspects of the home — such as upgrades, features, or repair work — that could affect your final sales price.
Pricing your home is one of the most important parts of selling a home. Sellers need to find the sweet spot of not losing money by pricing too low and not losing prospective buyers by pricing too high. It's also hard for people who have lived in a house to price it objectively.
Problems with pricing are part of the reason FSBO homes sell for 35% less on average than agented properties. On a $400,000 home, that could mean losing $140,000 on your sale — way more than you'd pay in realtor fees!
The best way to set the right listing price for your home is to get a comparative market analysis (CMA) from an experienced local realtor.
Match with top-rated agents from brand-name brokerages, like Keller Williams and RE/MAX, and request a free CMA today! Sellers will save thousands in realtor commissions with pre-negotiated 1.5% listing fees.
Clever's service is 100% free with zero obligation. Interview as many agents as you like until you find the perfect fit — or walk away at any time.
21. Preparing and understanding paperwork is the toughest job for 13% of FSBO sellers
Understanding and preparing paperwork is the second hardest task for all FSBO sellers, with 13% ranking it as the toughest part.[2]
Completing the paperwork involved with a sale is an incredibly difficult process that most FSBO sellers struggle with. Even if you price your home correctly and find a willing buyer on your own, as a FSBO seller, you'll handle a lot of the paperwork that goes along with a sale.
While you can hire a real estate attorney to handle some of the paperwork, including the sales contract, this will cost you extra money out of pocket. And an attorney won’t provide you with the advantages that a realtor offers, such as knowing how to price your home or offer the most enticing buyer incentives for your market.
» MORE: The Main FSBO Paperwork You'll Face, By State
22. 10% of sellers struggle to sell on time
For 10% of FSBO sellers, selling their home within their desired time range is the hardest part of the process.[2]
Non-realtors simply don’t have the marketing skills or the network of interested buyers that an agent brings to the table — and which help get a property sold fast.
Not surprisingly, selling within a desired time frame was also the top reason people did choose a realtor, according to 36% of agent-assisted sellers.[9] That suggests selling fast is one of the top benefits that a realtor brings to the table compared to going it alone.
If you’re looking to sell fast, your safest bet is to get an agent to help with your sale.
23. Prepping the home is the toughest job for 6% of FSBO sellers
For 6% of FSBO sellers, the hardest part is getting the home ready for sale.[2]
If you’re selling FSBO, you may feel overwhelmed by the amount of work you have to do, such as staging your home the right way, keeping the home clean for showings, taking care of repairs and touch-ups, and maintaining your lawn and garden.
While many of these are tasks you’ll have to do even if you have an agent, an agent can give you direction about what work is the most important to attract buyers.
24. 1% wish they had more time to focus on selling
FSBO is so much work that a lot of people struggle to find the time for it. 5% of FSBO sellers say finding enough time to devote to selling was the toughest task for them.[2]
Not only do you need to focus on getting your home ready for sale (which is the number one difficulty that FSBO sellers encounter), but you also need to focus on finding buyers by marketing, holding showings, and negotiating with potential buyers.
And when you have an offer, you’ll have to do even more of the work that a realtor would typically do, like draw up a sales contract. And after all that work, there’s a good chance that you’ll still end up with less money than if you just hired an agent in the first place.
25. FSBO sellers are more likely to be satisfied with the process when they already know the buyer
Among FSBO sellers, 80% are likely to be satisfied with the process when they already know the buyer, compared to 69% of FSBO sellers who don't know the buyer.
Moreover, 13% of FSBO sellers without a buyer are dissatisfied with the process, compared to 9% of sellers overall and just 3% of FSBO sellers who already have a buyer in mind.
Find your best option
Getting the latest FSBO statistics can make you better informed about which approach you want to take when selling your house. And hopefully they give you a good idea of whether FSBO is right for you.
But they'll never take the place of getting feedback from a realtor who actually knows your area.
If you're wondering how to find a real estate agent who can help you save on realtor fees, Clever can help.
Clever's free, no-obligation service matches you with a local, full-service agent for less, so you can save money while still making an informed decision.
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FAQ
Does selling FSBO really work?
It can, but most who try it eventually give up. Only 10% of homeowners actually sell FSBO successfully. This is likely because FSBO homes sell for about 35% less on average than agent-assisted homes, while also requiring the homeowner to do most of the work — like showings, stagings, and paperwork — themselves.
Is it hard to sell FSBO?
Selling FSBO comes with a lot of challenges. You’ll have to prepare the house for sale, take care of a lot of the paperwork, price it properly, market it, and negotiate with interested buyers. All this work is why one of the biggest challenges FSBO sellers face is simply trying to find the time to do everything. Learn about everything you'll need to know if you sell your house for sale by owner.
