Among those who chose the FSBO route, 59 percent knew the buyer who bought their homes and 41 percent did not know the buyer. Where FSBO sellers knew the buyer, the time on the market for the home was usually a week and sellers received 100 percent of the asking price. The median age for FSBO sellers is 58 years. Every home seller must eventually decide whether to hire a REALTOR® or to sell the home on their own. But even after they decide to go solo, FSBOs can still be convinced to use a REALTOR®'s expertise.


NAR Library & Archives has already done the research for you. References (formerly Field Guides) offer links to articles, eBooks, websites, statistics, and more to provide a comprehensive overview of perspectives. EBSCO articles (E) are available only to NAR members and require the member's nar.realtor login.

Most Important Reason fo​r Selling Home as FSBO

  • Did not want to pay commission fee: 41%
  • Sold it to a relative / friend / neighbor: 30%
  • Buyers contacted seller directly: 13%
  • Did not want to deal with an agent: 5%
  • Agent was unable to sell home: 3%
  • Could not find agent to handle transaction: 2%
  • Other: 4%

Source: 2020 Profile of Home Buyers & Sellers (National Association of REALTORS®, 2020)

Information Fro​m NAR

7 Reasons to Work With a REALTOR® (REALTOR® Magazine)

6 Suggestions for Converting FSBOs (REALTOR® Magazine Tool Kit)

The REALTOR® Advantage, Is Your Agent a REALTOR® Brochure (Item # 135-145)

The FSBO M​arket

Sound Off: Why Do People Sell Their Homes Without a Realtor? Why is this a Bad Idea? (SF Gate, May 3, 2020)

Flying Solo The Dangers Of Going FSBO (Bluebird Realty, Apr. 22, 2019)

In the DIY Era, FSBO Ain’t the Way to Go… (Woods Weidenmiller Michetti Rudnick, Mar. 28, 2019)

5 Reasons FSBO Should Be a “No” (Louisiana REALTORS®, Jan. 31, 2019)

Selling Your Home? 8 Reasons Not To Be A For Sale By Owner (ActiveRain, Jan. 22, 2019)

Working ​With FSBOs

5 Steps to Converting FSBOs (RISMedia, May 21, 2020)

7 FSBO Objection Scripts (Smart Agents, Mar. 3, 2020)

Does FSBO Really Work? Here’s Why Just 8% of Sellers Think So (HomeLight, Feb. 27, 2020)

Selling Your House: Here’s Why You Need a Pro in Your Corner! (Luther Sanchez, Apr. 22, 2019)

Easy Ways to Find and Work With For Sale By Owner (FSBO) Real Estate (The Balance, Feb. 23, 2019)

A Killer Strategy For Converting FSBO’s Into Listings (Become a Local Leader)

Books, eBooks ​& Other Resources


The following eBooks and digital audiobooks are available to NAR members:

42 Rules to Turn Prospects into Customers (Kindle, eBook)

The Home Owner's Guide to For Sale By Owner (Kindle, eBook)

The Home Seller's Checklist: Everything You Need to Know to Get the Highest Price for Your House (Kindle, eBook)

How to Sell Your Home in Any Market (eBook)

OPEN-Question Selling (Kindle, eBook)

Red-Hot Selling (eBook)

Selling in Tough Times (Audiobook)

Selling Your Home in 45 Days or Less (Kindle, eBook)

Seven Steps to Sold: The Secrets to Selling Your Home for Big Bucks... Fast! (Kindle, eBook)

Tips & Traps When Selling a Home (Kindle, eBook)

Books, Videos, R​esearch Reports & More

The resources below are available for loan through Member Support. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Member Support at 800-874-6500 for assistance.

The Lost Art of Closing: Winning the Ten Commitments That Drive Sales (New York, NY: Portfolio/Penguin, 2017) HF 5438.25 .I25 2017

Predictive Analytics: The Power to Predict Who Will Click, Buy, Lie or Die (Hoboken, NJ: Wiley & Sons, Inc., 2013) H 61.4 S54

The Real Estate Agent’s Guide to FSBOs (New York, NY: AMACOM, 2008) HD 1341 M29

For Sale by Owner (Berkeley, CA: Nolo Press, 1992) HD 1341 D49F

For Sale by Owner: a No-Nonsense Guide to Getting the Best Price for Your House (Chicago, IL: Probus, 1990) HD 1341 L83

For Sale by Owner (New York, NY: Simon & Schuster, 1989) HD 1341 G42

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