FSBO – HERE ARE THE SECRETS

Selling your home means making dozens (if not hundreds) of decisions, starting with whether to work with a real estate agent. While the vast majority of homeowners hire a listing agent, others brave the world of FSBO 鈥 For sale by owner. According toZillow research, 36 percent of sellers attempt to sell their homes themselves, but challenges along the way lead many of them to eventually hire an agent. In the end, only 11 percent of sellers end up selling their home without a real estate agent.

Consider these FSBO statistics: In addition to the 57 percent of sellers who believe that selling FSBO will save them money, 36 percent believe it will save them time, and 27 percent don鈥檛 hire an agent because they feel they know their home better than any agent could. Homeowners that attempt FSBO transactions are more likely to be Millennials, city dwellers, and minorities.

If you鈥檙e trying to decide whether you鈥檙e better off taking on the ultimate DIY project or enlisting the help of a local real estate professional, read on for benefits of both types of transactions.

What does for sale by owner mean?
For sale by owner, often abbreviated as FSBO, is when a homeowner lists their home without the assistance of a professional real estate agent. When selling on your own, you鈥檙e responsible for the process from start to finish, including pricing, staging, listing, negotiating, drawing up paperwork, and closing.

Why sell FSBO? Most sellers decide to go it alone in order to avoid paying the standard 6 percent commission fee to the real estate agents involved in the sale. While most FSBO sellers are trying to keep more of their profit in their pocket, it鈥檚 important to note that a local real estate agent likely has more expertise in pricing strategy, so it鈥檚 possible that the net profit you earn from a FSBO could end up being lower than if you had listed with an agent.

Benefits of for sale by owner
Homeowners who choose to sell their house without a listing agent maintain control of showings and open houses. Photo from Stocksy.
1. You鈥檒l avoid paying listing agent commission:The most common reason to FSBO is to avoid paying commissions, which are fees paid to agents based on the final selling price of the home. Commissions average between 4-6 percent of the home鈥檚 purchase price and are usually paid by the seller from the proceeds of the sale. Typically, the buyer and seller have their own agents, with the commission split between the two.

2. You鈥檒l have complete control of the listing price:Without an agent, you鈥檙e the sole decision maker when it comes to your list price. You鈥檒l need to make sure you put your emotional connection to your home aside. Look at your home as an asset and do your research to see how your property stacks up against other similar homes nearby. For $300-$500, you can hire an appraiser to give you a real market value.

3. You can manage the schedule of showings and open houses:Fleeing your house for last-minute showings and all-day weekend open houses is a lot of work鈥攏ot to mention having to keep your home pristine around the clock. When you鈥檙e running the show, you get to decide when you want to show your home. And, you won鈥檛 have to wait for your agent to be available to do a showing for you.

4. You鈥檙e motivated to sell for top dollar:Because it鈥檚 your finances on the line, you鈥檒l invest the time and energy to advertise your home in the best light. FSBO sellers can advertise online (where79 percent of buyers say they search), including on Zillow and on sites dedicated just to real estate sold by owners (here鈥檚 where you canpost your FSBO on Zillow). There are also some online services that can get your home listed on the MLS, usually for a flat fee under $1,000. Don鈥檛 forget about professional photos, signage, and print ads.

5. You鈥檙e the neighborhood expert:You can speak to potential buyers about not just the home itself, but what it鈥檚 like to live in the community. After all, you know your neighborhood best. Sharing that knowledge can be a huge selling point with buyers.

Be aware: When listing FSBO, it can be challenging to set aside your attachment to your home and focus on the process of selling. With dealing with real estate sold by owners, objectivity and acceptance of feedback from potential buyers are incredibly important. To help move your negotiations forward in a productive manner, make sure you know ahead of time what your bottom-line price is and what concessions you鈥檙e open to making. This can help make negotiations more logical and less emotional.

Benefits of hiring a real estate agent
1. They understand fair market value and pricing strategy:When you work with an experienced, local agent, they should have a great handle on just what your home is worth in your area, and what kind of pricing will get buyers through the door. They can help you walk the tightrope of getting you as much money out of your house as possible, while still appealing to a wide range of buyers.

2. They鈥檙e objective listing experts:Good real estate agents have a deep understanding of their local market and want to show your home in the best light. They also have relationships with photographers and home stagers, who can all work as a team to highlight the amenities that local buyers want.

3. They have access to extensive market exposure:With access to the local MLS and online listing portals, social media presence, professional networks, connections with other agents, and name recognition, your real estate agent can get a lot of eyes on your listing and plenty of potential buyers in the front door.

4. Buyer鈥檚 agents are more likely to show your listing to clients:Real estate agents are paid on commission, so some agents may not take the time to show your FSBO listing to their clients, since there鈥檚 no guaranteed commission.

Be aware:As a FSBO seller, you can decide to offer a standard 3 percent commission to the buyer鈥檚 agent (still saving the 3 percent you would have spent on your own agent). This can help alleviate the bias some buyer鈥檚 agents have toward for sale by owner properties.

5. They鈥檒l negotiate professionally:Experienced agents can spot serious buyers and guide you toward the strongest offers, which eliminates the burden of calls and negotiations with less motivated shoppers. Agents are extremely familiar with both the selling process and your local market, so they can recommend appropriate counter offers. Bottom line鈥攖hey鈥檒l help you get as much money as possible. No wonder 82 percent of sellers surveyed by Zillow said they value their agent鈥檚 ability to lead contract negotiations.

6. They know the paperwork:There鈥檚 a lot of documentation involved when you sell a home, and without an agent, the burden of making sure it鈥檚 complete and accurate falls on the seller (or an attorney you鈥檝e hired to help). Seasoned real estate professionals are experts at the purchase and sale process, and all the legalese that comes with it.

Be aware: If youhire a real estate agent, you likely won鈥檛 be their only client. Be sure to hire an agent who understands both your motivations for selling and your timeline. Be clear about your communication preferences and let them know how involved you want them to be. You鈥檒l be paying them a commission out of your profits, so it鈥檚 important that you鈥檙e satisfied with the level of service.

An alternative to FSBO or listing with an agent
What is Zillow Offers?
Zillow Offersis a new way to sell your home. Avoid the time and effort required to list your home on the open market, and instead sell to Zillow directly. It鈥檚 a fresh alternative to the FSBO vs. real estate agent debate.

No need to list or price your home:Just answer a few questions about your home.
No expensive home improvements:Save money, stress and time by selling your home as-is.
Skip the staging and professional photography:Zillow doesn鈥檛 need to see a picture-perfect home to make an offer. We鈥檒l look at your home facts and local data and send a cash offer within a few days.
Get help when you need it:Zillow鈥檚 Seller Support Specialists are available to provide more information about the process and answer any questions you might have along the way.Contact one now.
There鈥檚 no commitment:If you鈥檙e tired of selling your house on your own or want the certainty of a cash sale, Zillow Offers can be a great option. There鈥檚 no obligation 鈥 you can accept the offer and choose your closing date, decline the offer, or consult with an agent.
Request a comparative market analysis from an agent: To see how your Zillow Offer compares to what your home might sell for on the open market, you can also have a trusted, top local real estate agent create a comparative market analysis for you, for free. If you don鈥檛 like the offer, you always have the option of going with the local agent.