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
1FSBO 52% of sellers were over 55 in 2022
Verified228% FSBO sellers aged 35-54 in 2021
Verified361% FSBO sellers college graduates 2020
Verified4Men comprised 55% of FSBO sellers 2022
Directional542% FSBO homeowners owned 10+ years 2019
Single source6Married couples 68% of FSBO 2021
Verified7Income >$100k for 35% FSBO sellers 2020
Verified8Retirees 22% FSBO in 2018
Verified9Millennials only 12% FSBO sellers 2022
Directional10Single females 18% FSBO 2021
Single source11FSBO higher among homeowners 20+ years tenure 40% 2019
Verified12College-educated 65% FSBO vs 55% agent 2020
Verified13Baby boomers 48% FSBO 2022
Verified14Gen X 30% FSBO sellers 2021
Directional1525% FSBO from small towns <50k pop 2019
Single source16African American sellers 5% FSBO 2020
Verified17Hispanic FSBO sellers 8% 2022
Verified18High-income suburbs 45% FSBO educated pros 2021
Verified19Rural FSBO 60% over 60 years old 2018
Directional20Urban FSBO younger avg 42 years 2020
Single source21South FSBO 55% married 2022
Verified22Midwest FSBO higher retiree share 28% 2021
Verified23West FSBO more diverse 15% minority 2019
Verified24Northeast FSBO 70% college grad 2020
Directional25Previous FSBO experience 22% sellers 2022
Single sourceDemographics 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
1In 2022, 7% of all U.S. home sales were FSBO
Verified2FSBO sales accounted for 10% of home transactions in 2021
Verified3In 2020, FSBO represented 11% of U.S. home sales
Verified46% of homes sold FSBO in 2019 according to NAR data
Directional5FSBO share was 8% in 2018 U.S. market
Single source6California saw 5% FSBO sales in 2022
Verified7Florida FSBO transactions made up 9% in 2021
Verified8Texas had 7% FSBO sales in 2020
Verified9New York FSBO rate was 4% in 2019
Directional10Overall U.S. FSBO declined to 7% in 2023 preliminary data
Single source11Rural areas had 12% FSBO in 2022 vs 5% urban
Verified12FSBO peaked at 14% in 2012 post-recession
Verified132022 FSBO share lowest since 1981 at 7%
Verified14Midwest U.S. FSBO at 10% in 2021
Directional15South region 8% FSBO sales 2020
Single source16West U.S. 6% FSBO in 2019
Verified17Northeast FSBO 5% in 2018
Verified18FSBO increased 2% from 2020 to 2021
Verified19Online FSBO platforms boosted share by 1% in 2022
Directional20Pandemic year 2020 saw FSBO rise to 11%
Single source21Baby boomers conducted 25% of FSBO in 2022
Verified22First-time sellers 15% more likely FSBO in 2021
Verified23FSBO share stable at 7-10% last decade average
Verified242023 Q4 FSBO at 6%
Directional25Small towns >20k pop had 11% FSBO 2022
Single source26FSBO 4% in metro areas over 1M pop 2021
Verified27Historical low FSBO 4% in 1987
Verified28FSBO share doubled from 1981 to 1985
Verified292017 FSBO 8% nationally
Directional302016 saw 9% FSBO sales
Single sourceMarket 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
188% FSBO sellers used yard sign in 2022
Verified251% relied on friends/relatives network 2021
Verified333% FSBO used online listings 2020
Verified4FSBO buyer found via yard sign 40% cases 2022
Directional525% used FSBO websites like ForSaleByOwner.com 2019
Single source6Open houses by 20% FSBO sellers 2021
Verified7Social media marketing 15% FSBO 2020
Verified8Print ads only 5% FSBO 2018
Verified9Zillow FSBO listings up 30% 2022
Directional10Facebook Marketplace 12% buyer source 2021
Single source11Neighbors drove 18% FSBO sales 2019
Verified12MLS access denied led to 49% offline only 2020
Verified13Video tours used by 8% FSBO 2022
Verified14Email blasts to agents 10% strategy 2021
Directional15Flat fee MLS 22% FSBO 2019
Single source16Craigslist 7% effective for FSBO 2020
Verified17Direct mail flyers 4% usage 2018
Verified18South FSBO 45% yard signs 2022
Verified19Rural FSBO 60% word-of-mouth 2021
Directional20Urban FSBO 40% online classifieds 2019
Single source2135% FSBO knew buyer before listing 2022
Verified22Professional photos 15% FSBO investment 2021
Verified23No marketing 11% FSBO success via network 2020
VerifiedMarketing 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
1FSBO homes sold for 6% less than agent-listed in 2022
Verified2Average FSBO sale price $310,000 vs $405,000 agent in 2021
Verified3FSBO sellers saved 2.7% commission on average 2020
Verified42022 FSBO median price $260,000 nationally
Directional5Agent-assisted homes sold 20% higher premium in 2019
Single source6FSBO price discount 10% in competitive markets 2021
Verified7Sellers saved $18,000 avg commission via FSBO 2022
Verified8FSBO net proceeds 5% lower after price adjustment 2020
Verified92018 FSBO average sale $225,000 vs $318,000 agent
Directional10Commission savings highest for $500k+ homes at 3% FSBO 2021
Single source11FSBO price per sq ft $150 vs $190 agent 2022
Verified12Rural FSBO sold 8% below market value 2019
Verified13Urban FSBO discount 25% in 2020 hot markets
Verified14FSBO sellers reported 86% satisfaction with price 2022
Directional15Average FSBO commission paid to buyer agent 1.5% in 2021
Single source16Price reduction needed in 23% FSBO cases 2020
Verified17FSBO overpriced by 15% initially in 30% cases 2019
Verified18Net savings after price gap only $5,000 avg 2022
Verified19High-end FSBO >$1M sold at 5% discount 2021
Directional20FSBO in South sold 4% less 2020
Single source21Midwest FSBO 7% below agent median 2018
Verified22West coast FSBO discount 12% 2019
Verified23Northeast FSBO avg $400k vs $550k agent 2021
VerifiedPricing 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
1FSBO took 2 weeks longer to sell in 2022
Verified2Average FSBO days on market 24 in 2021 vs 15 agent
Verified32020 FSBO sold in 21 days median
Verified4FSBO homes lingered 30+ days in 23% cases 2022
Directional5Agent homes sold 50% faster than FSBO 2019
Single source62021 pandemic FSBO averaged 18 days
Verified7FSBO relisted with agent after 45 days avg 2020 failed sales
Verified82018 FSBO median 20 days on market
Verified9Hot markets FSBO sold in 10 days 2022
Directional10Cold markets FSBO 60+ days 40% cases 2021
Single source11Rural FSBO faster at 14 days avg 2019
Verified12Urban FSBO 35 days median 2020
Verified13FSBO closing took 45 days total 2022
Verified1415% FSBO expired listings after 60 days 2021
Directional15FSBO with yard signs sold 20% faster 2020
Single source16Online-only FSBO averaged 28 days 2019
Verified17FSBO in South 22 days avg 2022
Verified18Midwest FSBO 25 days 2021
Verified19West FSBO 19 days hot season 2020
Directional20Northeast FSBO slowest at 32 days 2019
Single source21Repeat FSBO sellers faster by 10 days 2022
Verified22First-time FSBO 35% longer on market 2021
VerifiedTimeline 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
- Reference 1NARnar.realtorVisit source
- Reference 2REDFINredfin.comVisit source
- Reference 3ZILLOWzillow.comVisit source
- Reference 4REALTORrealtor.comVisit source
- 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