To FSBO or Not to FSBO?
That Is A Very Consequential Question.
Many homeowners consider selling “For Sale By Owner” (FSBO) to avoid paying commission. The idea is simple: skip the agent, save the fee, and pocket more at closing.
Simple, right?
Not exactly.
The truth is in the numbers.
Data from the National Association of REALTORS® shows that in 2024, FSBO homes sold for a median of $380,000, while homes sold with an agent reached $435,000. That is a $55,000 gap. Even after paying a 3 percent commission, the seller of a $435,000 home would net $421,950. Compared to $380,000, that is still just over $40,000 more in the seller’s pocket. FSBO also has just an 11 percent success rate, compared to over 90 percent when working with a REALTOR®.
Pricing: Where’d you get your information from?
Most FSBO sellers start with Zillow’s Zestimate, but that tool is often way off, sometimes tens of thousands too high or too low. Algorithms cannot weigh the new roof you just installed, the kitchen you remodeled, or the fact that your lot backs up to a greenbelt instead of a busy road. Overprice your home and it sits on the market until buyers assume something is wrong. Underprice it and you have given away more than a commission in the first weekend.
When I list a home, I do not rely on a Zestimate. I prepare a Comparative Market Analysis that pulls in hyper-local sales, current market conditions, and the nuances of your property. The goal is not just to sell but to position your home for multiple strong offers.
Flat fee: Pay a little, get less.
Some sellers see flat-fee MLS companies as a middle ground. For a set price, they will put your home on the Multiple Listing Service and suggest a list price based on square footage, bedrooms, or upgrades you enter. The problem is, these services usually lean on algorithmic tools instead of a full CMA. Algorithms cannot weigh a new roof, a cul-de-sac location, or a neighborhood trend that is heating up.
They also do not walk through your home. They cannot see curb appeal, how light fills the rooms, or whether finishes match buyer expectations. And they cannot tell you if an upgrade will pay off. Many sellers spend on renovations that never return their cost. When I review your home, I may suggest small changes that make a big impact, but I will always be honest about whether a project is truly value-added.
Flat-fee services give the appearance of representation, but once your home is listed you are on your own. No marketing, no buyer screening, no negotiation, and no protection from legal missteps—the very areas that determine whether you actually net more at the closing table.
You definitely should not be the messenger.
Another risk with FSBO is that you are the one taking calls, hosting showings, and talking directly to buyer agents. Even casual comments or body language can reveal urgency, motivation, or willingness to negotiate, weakening your position. When you work with me, I act as the buffer. I manage all communication so your leverage stays intact, while keeping you fully informed about what I learn about buyers—without ever revealing your motives or needs.
You’re in contract. Fantastic! Now what?.
Let’s say you do find a buyer. Getting an accepted offer is not the finish line; it is the starting point for the most complex stage of the process. Inspections, appraisals, financing contingencies, title work, and disclosures all come next. Each step has strict deadlines, and one misstep can mean liability or a deal falling apart. When you work with me, I coordinate all of it. I negotiate inspection repairs, manage appraisal surprises, and keep every timeline on track.
In attorney states, sellers at least have an attorney handling contracts, title issues, and due diligence. FSBO can sometimes work there. But Arizona and many others are not attorney states. Here, title companies facilitate the closing process, but they do not advise you on disclosure laws, negotiate inspection repairs, or manage timelines. Without an agent, those responsibilities fall on you.
Why Make It Harder Than It Has to Be?
FSBO can make sense in rare situations, especially if you already have a buyer lined up or if you are an experienced seller in a hot market. But for most homeowners, the time, stress, legal risk, and financial trade-offs mean professional representation is not an expense. It is an investment that pays you back.
Working with me is not about putting a sign in the yard. It is about pricing your home accurately, maximizing its exposure, negotiating from a position of strength, and protecting your interests from contract to closing.
The real comparison is not FSBO versus “an agent.” It is FSBO versus me—and my role is to make sure you sell with less stress, fewer risks, and more money in your pocket.