Real estate agents vs. going solo, it’s a decision every home seller faces. Some homeowners want professional help. Others prefer to keep the commission in their pocket. Both paths can lead to a successful sale, but each comes with trade-offs.
The choice depends on several factors: your local market, available time, negotiation skills, and comfort with paperwork. This guide breaks down what real estate agents offer, the realities of selling without one, and how to decide which route fits your situation.
Key Takeaways
- Real estate agents vs. going solo depends on your market knowledge, available time, and comfort with negotiations and paperwork.
- Agents provide MLS access, pricing expertise, and professional marketing that most FSBO sellers can’t replicate on their own.
- FSBO sellers can save on the 5-6% commission but still face costs like buyer’s agent fees, photography, and attorney fees.
- NAR data shows agent-assisted homes sold for a median of $405,000 in 2023, compared to $310,000 for FSBO properties.
- Choose a real estate agent when the market is competitive, time is limited, or the property requires specialized marketing.
- FSBO works best when you already know the buyer, have real estate experience, or are selling in a strong seller’s market.
What Real Estate Agents Bring to the Table
Real estate agents provide services that most homeowners can’t replicate on their own. Their value extends beyond simply listing a property.
Market Knowledge and Pricing Expertise
Real estate agents study local markets daily. They know which neighborhoods are hot, which are cooling, and what buyers expect at different price points. This knowledge helps them price homes accurately.
Overpricing leads to stale listings. Underpricing leaves money on the table. Real estate agents use comparative market analyses to find the sweet spot. They pull data from recent sales, pending transactions, and active listings to determine fair market value.
Marketing and Exposure
Most real estate agents have access to Multiple Listing Services (MLS), which syndicate listings to major platforms like Zillow, Realtor.com, and Redfin. This exposure puts properties in front of thousands of potential buyers.
Agents also coordinate professional photography, virtual tours, and staging consultations. They write compelling listing descriptions and promote properties through their networks. Some host open houses and broker tours to generate buzz.
Negotiation and Transaction Management
Real estate agents negotiate on behalf of their clients. They handle offers, counteroffers, and contingencies. When issues arise during inspections or appraisals, they know how to respond.
Agents also manage the paperwork. Real estate transactions involve contracts, disclosures, addendums, and legal documents. Missing a deadline or form can delay closings or create liability. Real estate agents keep everything organized and on track.
Pros and Cons of Selling Without an Agent
For Sale By Owner (FSBO) appeals to homeowners who want more control and fewer expenses. But it’s not the right fit for everyone.
The Advantages of FSBO
Commission savings stand out as the biggest draw. Traditional real estate agents charge 5-6% of the sale price. On a $400,000 home, that’s $20,000-$24,000. FSBO sellers keep most or all of that money.
FSBO also gives sellers complete control. They set the price, schedule showings, and negotiate directly with buyers. There’s no middleman, which some sellers prefer.
Sellers who know their local market well may feel confident handling the process themselves. Those with real estate experience, or friends and family who can help, often succeed with FSBO.
The Downsides of Going Solo
Limited exposure creates the biggest challenge. Without MLS access, FSBO listings reach fewer buyers. Some flat-fee services offer MLS placement, but they don’t provide the full support real estate agents deliver.
FSBO sellers must handle everything: marketing, showings, negotiations, and paperwork. This takes significant time and energy. For busy professionals, the hours spent on these tasks can outweigh the commission savings.
There’s also the risk of costly mistakes. Pricing errors, weak negotiations, or missed disclosures can result in lower sale prices or legal problems. Real estate agents help sellers avoid these pitfalls.
According to the National Association of Realtors, FSBO homes sold for a median of $310,000 in 2023, while agent-assisted homes sold for $405,000. That gap reflects several factors, including property types and seller expertise, but it highlights the potential value real estate agents provide.
Cost Comparison: Agent Commissions vs. FSBO Expenses
The financial picture isn’t as simple as “agent commissions vs. no commissions.” FSBO sellers still incur costs.
Traditional Agent Costs
Real estate agents typically charge 5-6% commission, split between the listing agent and buyer’s agent. On a $350,000 home, expect to pay $17,500-$21,000.
This fee covers marketing, MLS access, professional photography, negotiations, and transaction coordination. Sellers pay nothing upfront, commissions come out of proceeds at closing.
FSBO Expenses
FSBO sellers avoid listing agent commissions but often pay buyer’s agent fees to attract more offers. That’s 2.5-3% right there.
Other FSBO costs include:
- Flat-fee MLS listing: $100-$500
- Professional photography: $150-$400
- Yard signs and marketing materials: $50-$200
- Real estate attorney fees: $500-$1,500 (required in some states)
- Home staging: $500-$2,000
FSBO sellers also invest their own time. If a seller spends 40 hours managing the sale, that time has value.
The Bottom Line on Costs
FSBO can save money, but the savings shrink when all expenses are calculated. If a FSBO home sells for less than it would with an agent, the commission savings disappear entirely. Real estate agents often justify their fees through higher sale prices and smoother transactions.
When to Choose a Real Estate Agent Over Going Solo
Certain situations favor working with real estate agents. Others make FSBO a reasonable choice.
Choose a Real Estate Agent When:
The market is competitive or unfamiliar. Hot markets move fast. Real estate agents help sellers respond quickly to multiple offers and bidding wars. In slow markets, their marketing expertise becomes essential.
Time is limited. Selling a home requires hours of work each week. Real estate agents handle showings, calls, and negotiations so sellers can focus on their jobs and families.
The property is unique or high-value. Luxury homes, historic properties, and unusual listings need specialized marketing. Real estate agents with niche experience know how to reach the right buyers.
Legal requirements are strict. Some states require attorney involvement or specific disclosures. Real estate agents understand these requirements and help sellers stay compliant.
Consider FSBO When:
The seller knows the buyer. If a family member, friend, or neighbor wants to purchase, real estate agents may be unnecessary. A real estate attorney can handle the paperwork.
The market favors sellers. When demand exceeds supply, homes sell quickly regardless of marketing efforts. FSBO works best when buyers are competing for limited inventory.
The seller has real estate experience. Former agents, investors, or those who’ve sold multiple homes may feel comfortable managing the process.
The home is priced below market average. Commission savings matter more on lower-priced homes. A $150,000 home generates $7,500-$9,000 in commissions, money that might tip the scales toward FSBO.
