FSBO vs. Realtor: Why Many Homeowners Choose Not to Sell Alone

When homeowners start thinking about moving, one of the first questions that comes up is whether they could sell their home themselves instead of working with a real estate agent. This approach, known as “For Sale By Owner” (FSBO), is certainly possible, and plenty of resources exist to help people try it. Why wouldn't you want sell on your own? It can save you thousands of dollars in commission fees. But when you look more closely at the time, financial trade-offs, and challenges involved, it becomes clear why only about 6–8% of all home sales in the U.S. are FSBO—the lowest rate on record according to the National Association of Realtors (NAR). Let’s break down why most sellers choose not to go it alone.

The Time and Energy Commitment

One of the biggest surprises for FSBO sellers is just how much work it takes to sell a home. Beyond cleaning, staging, and preparing the property, sellers must also handle all the inquiries, schedule showings, host open houses, and market the home consistently until it sells. A recent study by WifiTalents found FSBO sellers spend an average of 4.5 hours per week just on marketing efforts alone. For many, that’s on top of packing, moving logistics, and everyday responsibilities. It’s no wonder that about 73% of FSBO sellers report the process is more stressful than using an agent (Gitnux), and according to NAR, nearly half admitted that the experience made them cry at some point. For homeowners who value their time and peace of mind, this workload can quickly outweigh the perceived savings.

Pricing Challenges and the Cost of Getting It Wrong

Another major hurdle is figuring out the right listing price, pricing a personal property can be difficult since appraisers and buyers do not add sentimental value when evaluating a home. While online tools and neighborhood comps can provide a starting point, pricing require more nuance than most people think. Overpricing can cause the home to sit on the market and grow stale, while underpricing can mean leaving tens of thousands of dollars on the table. Data shows that FSBO homes consistently sell for less than agent-assisted ones—typically 5.5% to 14% lower. In 2023, NAR reported the median FSBO sale price was $380,000, compared to $435,000 for agent-assisted sales. That’s a staggering $55,000 difference—far more than most commission fees. For many sellers, professional pricing guidance alone is worth the investment.

Limited Marketing Reach

Exposure is everything in real estate. Most buyers today begin their search online, and agents have powerful tools to get listings in front of as many eyes as possible. They use the Multiple Listing Service (MLS), professional photography, staging services, and targeted digital marketing to attract buyers. FSBO sellers, on the other hand, often rely on yard signs, word of mouth, and basic online platforms. Without MLS access, their property may not show up in the searches where most buyers are looking. This reduced visibility has real consequences: one survey found that 43% of FSBO sellers said buyers were hesitant to trust them without professional representation (NAR). A smaller buyer pool often means fewer offers, less competition, and ultimately a lower sale price.

Negotiation Pressures

Even once a buyer is found, the hardest part may still be ahead: negotiation. This isn’t just about the sale price—it also includes inspection requests, appraisal results, contingencies, terms, and closing timelines. Without experience, many FSBO sellers struggle to remain objective during these conversations, especially since they’re personally attached to the property. Buyers and their agents know this, too—73% believe they can negotiate a better deal when working with an unrepresented seller. That puts FSBO homeowners at a disadvantage right from the start. By contrast, agents bring experience, strategy, and emotional distance to the table, often helping their clients walk away with better outcomes.

The Complexity of Paperwork

A home sale involves a stack of contracts, disclosures, and legal documents that must be completed accurately and on time. These forms cover everything from property condition disclosures to financing contingencies and inspection deadlines. Missing a step or making a mistake can cause serious delays—or even open the door to lawsuits down the road. According to National Association of Realtors research, 10% of FSBO sellers cited paperwork as their biggest challenge, and as many as 36% admitted to making legal mistakes during the process. While it’s possible to manage these documents independently, the risk of overlooking something important is one of the main reasons homeowners choose the security of professional oversight. The invisible power of agent representation happens from contract to close. 

The Financial Trade-Offs

Saving money on commission is the number one reason homeowners attempt FSBO, with surveys showing 83–85% cite this as their primary motivation. However, many don’t realize that even without a listing agent, they’ll often still pay a buyer’s agent commission, typically 2.5–3%. Add in the fact that FSBO homes sell for significantly less, and the savings often vanish. In fact, one study found sellers who used an agent earned an average of $79,000 more than those who went the FSBO route. Unsurprisingly, as many as 54% of FSBO sellers later said they regretted the decision and wished they had hired an agent instead.

In The End

The truth is, homeowners can sell their own home—and some do so successfully. But statistics show that FSBO remains rare for good reason. The process requires significant time and effort, carries legal and financial risks, and often results in a lower sale price. For most, the appeal of saving commission is outweighed by the benefits of professional representation, which include wider marketing, expert negotiation, and peace of mind. In the end, the choice comes down to a homeowner’s comfort level with risk, time investment, and the financial stakes involved in one of the biggest transactions of their life.

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By: Mark Comparato

Broker Associate- Call The Comps Real Estate Team at REAL BROKER, LLC