FSBO sales hit an all-time low of 5% of transactions in 2025, per the National Association of REALTORS’ Profile of Home Buyers and Sellers, down from 21% in 1985 and 10% as recently as 2021. I’m Robbie English, REALTOR, Broker with Uncommon Realty, and here’s why that decline is happening and what it actually means for sellers weighing the decision.
The Real Numbers Behind the Shift
91% of sellers now use a real estate agent, an all-time high. The financial gap is the most striking part: NAR’s data shows a median price difference of $55,000 between FSBO sales ($380,000 median) and agent-assisted sales ($435,000 median). That gap includes homes across a huge range of markets and price points, so it’s not a precise prediction for any specific home, but it’s a real, consistently documented pattern, not a one-time anomaly.
Why the Gap Exists
Some of the gap likely reflects that FSBO sellers, on average, list less expensive homes and are more likely to sell to someone they already know at a negotiated, below-market price. But a meaningful part of it comes down to pricing accuracy, exposure, and negotiation: an agent with access to current comparable sales data and a network of active buyers can generally price and market a home more precisely than a seller pricing based on online estimates or gut feel.
Where FSBO Still Makes Sense
FSBO can work reasonably well when you’re selling to someone you already know at an agreed price, where the value an agent adds through marketing and buyer sourcing matters less. It’s a harder path when you’re selling to the open market, since disclosures, contract terms, inspection negotiations, and appraisal issues all carry real legal and financial risk if handled incorrectly, risk that doesn’t show up until it costs you.
What Actually Trips Up FSBO Sellers
Pricing is the most common issue: without access to the same comparable sales data agents use, FSBO sellers tend to either overprice and sit on the market or underprice and leave money on the table. Legal disclosures and contract language are the second biggest risk, since a mistake here can create real liability well after closing, not just a slower sale.
Frequently Asked Questions
What percentage of home sales are FSBO now?
About 5% as of 2025, an all-time low, down from 21% in 1985 and 10% in 2021, according to NAR’s annual seller survey.
Do FSBO homes really sell for less?
NAR’s data shows a median $55,000 gap between FSBO and agent-assisted sale prices, though this reflects overall averages across many markets, not a guaranteed outcome for any specific home.
When does FSBO make the most sense?
It tends to work best when selling to someone you already know at an agreed price, where marketing exposure and buyer sourcing matter less than in an open-market sale.
If you’re weighing FSBO against listing with an agent, that’s worth a direct conversation about your specific situation before you decide either way.
