While FSBO sales have recently dipped to their lowest level in decades, the decision to sell your own home remains a surprisingly common and complex gamble, with new data revealing you might save on commission but potentially sacrifice as much as 20% on your final sale price.
Key Takeaways
- In 2022, 7% of all U.S. home sales were FSBO
- FSBO sales accounted for 10% of home transactions in 2021
- In 2020, FSBO represented 11% of U.S. home sales
- FSBO homes sold for 6% less than agent-listed in 2022
- Average FSBO sale price $310,000 vs $405,000 agent in 2021
- FSBO sellers saved 2.7% commission on average 2020
- FSBO took 2 weeks longer to sell in 2022
- Average FSBO days on market 24 in 2021 vs 15 agent
- 2020 FSBO sold in 21 days median
- FSBO 52% of sellers were over 55 in 2022
- 28% FSBO sellers aged 35-54 in 2021
- 61% FSBO sellers college graduates 2020
- 88% FSBO sellers used yard sign in 2022
- 51% relied on friends/relatives network 2021
- 33% FSBO used online listings 2020
FSBO sales have declined to a low but steady minor share of the market.
Demographics
- FSBO 52% of sellers were over 55 in 2022
- 28% FSBO sellers aged 35-54 in 2021
- 61% FSBO sellers college graduates 2020
- Men comprised 55% of FSBO sellers 2022
- 42% FSBO homeowners owned 10+ years 2019
- Married couples 68% of FSBO 2021
- Income >$100k for 35% FSBO sellers 2020
- Retirees 22% FSBO in 2018
- Millennials only 12% FSBO sellers 2022
- Single females 18% FSBO 2021
- FSBO higher among homeowners 20+ years tenure 40% 2019
- College-educated 65% FSBO vs 55% agent 2020
- Baby boomers 48% FSBO 2022
- Gen X 30% FSBO sellers 2021
- 25% FSBO from small towns <50k pop 2019
- African American sellers 5% FSBO 2020
- Hispanic FSBO sellers 8% 2022
- High-income suburbs 45% FSBO educated pros 2021
- Rural FSBO 60% over 60 years old 2018
- Urban FSBO younger avg 42 years 2020
- South FSBO 55% married 2022
- Midwest FSBO higher retiree share 28% 2021
- West FSBO more diverse 15% minority 2019
- Northeast FSBO 70% college grad 2020
- Previous FSBO experience 22% sellers 2022
Demographics Interpretation
The FSBO market is primarily the domain of experienced, educated, and settled homeowners—think a married Baby Boomer in the South with a decade of equity and a diploma, not a millennial first-timer in the city.
Market Share
- In 2022, 7% of all U.S. home sales were FSBO
- FSBO sales accounted for 10% of home transactions in 2021
- In 2020, FSBO represented 11% of U.S. home sales
- 6% of homes sold FSBO in 2019 according to NAR data
- FSBO share was 8% in 2018 U.S. market
- California saw 5% FSBO sales in 2022
- Florida FSBO transactions made up 9% in 2021
- Texas had 7% FSBO sales in 2020
- New York FSBO rate was 4% in 2019
- Overall U.S. FSBO declined to 7% in 2023 preliminary data
- Rural areas had 12% FSBO in 2022 vs 5% urban
- FSBO peaked at 14% in 2012 post-recession
- 2022 FSBO share lowest since 1981 at 7%
- Midwest U.S. FSBO at 10% in 2021
- South region 8% FSBO sales 2020
- West U.S. 6% FSBO in 2019
- Northeast FSBO 5% in 2018
- FSBO increased 2% from 2020 to 2021
- Online FSBO platforms boosted share by 1% in 2022
- Pandemic year 2020 saw FSBO rise to 11%
- Baby boomers conducted 25% of FSBO in 2022
- First-time sellers 15% more likely FSBO in 2021
- FSBO share stable at 7-10% last decade average
- 2023 Q4 FSBO at 6%
- Small towns >20k pop had 11% FSBO 2022
- FSBO 4% in metro areas over 1M pop 2021
- Historical low FSBO 4% in 1987
- FSBO share doubled from 1981 to 1985
- 2017 FSBO 8% nationally
- 2016 saw 9% FSBO sales
Market Share Interpretation
While the data shows a stubborn, almost endearing, 7-10% of American homeowners insist on going it alone—a figure that swells with rural grit, boomer confidence, and pandemic spontaneity—the overall trend suggests that selling a home is, for most, a complex tangio best performed with a professional partner.
Marketing
- 88% FSBO sellers used yard sign in 2022
- 51% relied on friends/relatives network 2021
- 33% FSBO used online listings 2020
- FSBO buyer found via yard sign 40% cases 2022
- 25% used FSBO websites like ForSaleByOwner.com 2019
- Open houses by 20% FSBO sellers 2021
- Social media marketing 15% FSBO 2020
- Print ads only 5% FSBO 2018
- Zillow FSBO listings up 30% 2022
- Facebook Marketplace 12% buyer source 2021
- Neighbors drove 18% FSBO sales 2019
- MLS access denied led to 49% offline only 2020
- Video tours used by 8% FSBO 2022
- Email blasts to agents 10% strategy 2021
- Flat fee MLS 22% FSBO 2019
- Craigslist 7% effective for FSBO 2020
- Direct mail flyers 4% usage 2018
- South FSBO 45% yard signs 2022
- Rural FSBO 60% word-of-mouth 2021
- Urban FSBO 40% online classifieds 2019
- 35% FSBO knew buyer before listing 2022
- Professional photos 15% FSBO investment 2021
- No marketing 11% FSBO success via network 2020
Marketing Interpretation
While the digital age buzzes with online listings and social media, the quiet yard sign, a helpful neighbor, and a robust personal network still form the surprisingly analog and locally-trusted backbone of selling a home yourself.
Pricing
- FSBO homes sold for 6% less than agent-listed in 2022
- Average FSBO sale price $310,000 vs $405,000 agent in 2021
- FSBO sellers saved 2.7% commission on average 2020
- 2022 FSBO median price $260,000 nationally
- Agent-assisted homes sold 20% higher premium in 2019
- FSBO price discount 10% in competitive markets 2021
- Sellers saved $18,000 avg commission via FSBO 2022
- FSBO net proceeds 5% lower after price adjustment 2020
- 2018 FSBO average sale $225,000 vs $318,000 agent
- Commission savings highest for $500k+ homes at 3% FSBO 2021
- FSBO price per sq ft $150 vs $190 agent 2022
- Rural FSBO sold 8% below market value 2019
- Urban FSBO discount 25% in 2020 hot markets
- FSBO sellers reported 86% satisfaction with price 2022
- Average FSBO commission paid to buyer agent 1.5% in 2021
- Price reduction needed in 23% FSBO cases 2020
- FSBO overpriced by 15% initially in 30% cases 2019
- Net savings after price gap only $5,000 avg 2022
- High-end FSBO >$1M sold at 5% discount 2021
- FSBO in South sold 4% less 2020
- Midwest FSBO 7% below agent median 2018
- West coast FSBO discount 12% 2019
- Northeast FSBO avg $400k vs $550k agent 2021
Pricing Interpretation
The data suggests that while FSBO sellers proudly pocket the commission savings, they often unknowingly leave a larger chunk of change on the negotiating table, making the "For Sale By Owner" sign more of a "For Less By Owner" signal to savvy buyers.
Timeline
- FSBO took 2 weeks longer to sell in 2022
- Average FSBO days on market 24 in 2021 vs 15 agent
- 2020 FSBO sold in 21 days median
- FSBO homes lingered 30+ days in 23% cases 2022
- Agent homes sold 50% faster than FSBO 2019
- 2021 pandemic FSBO averaged 18 days
- FSBO relisted with agent after 45 days avg 2020 failed sales
- 2018 FSBO median 20 days on market
- Hot markets FSBO sold in 10 days 2022
- Cold markets FSBO 60+ days 40% cases 2021
- Rural FSBO faster at 14 days avg 2019
- Urban FSBO 35 days median 2020
- FSBO closing took 45 days total 2022
- 15% FSBO expired listings after 60 days 2021
- FSBO with yard signs sold 20% faster 2020
- Online-only FSBO averaged 28 days 2019
- FSBO in South 22 days avg 2022
- Midwest FSBO 25 days 2021
- West FSBO 19 days hot season 2020
- Northeast FSBO slowest at 32 days 2019
- Repeat FSBO sellers faster by 10 days 2022
- First-time FSBO 35% longer on market 2021
Timeline Interpretation
While the data shows a 'For Sale By Owner' sign can indeed sell a home, it often seems to be waiting for an audience that a realtor's network would have already assembled and ushered through the door.
Sources & References
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- Reference 5CENSUScensus.govVisit source
- Reference 6HOUSTONhouston.orgVisit source
- Reference 7INMANinman.comVisit source
- Reference 8FREDfred.stlouisfed.orgVisit source
- Reference 9HOUZZhouzz.comVisit source
- Reference 10MANSIONGLOBALmansionglobal.comVisit source