Dynamics of FSBOs: Why Homeowners don’t use an agent to sell

I’ve been in this business long enough to see a pattern. Every year, a wave of homeowners decides to go it alone. They roll up their sleeves, stick a sign in the yard, and take a stab at selling their home without professional help. So, why do homeowners don’t use an agent to sell? The answer varies, but at the core, it usually comes down to two things: cost and control. The temptation of saving money and steering the process personally is strong. But is it smart? Is it worth it?

Let me take you behind the curtain. I’m Robbie English, Broker and REALTOR at Uncommon Realty. I’ve taught real estate agents nationwide, spoken at national conferences, and spent decades studying how to strategically master real estate—not just for myself, but for the betterment of my clients. Selling a home isn’t about putting up a sign and crossing your fingers. It’s about leveraging every inch of advantage in a landscape that’s more complex than ever.

TLDR: Why Homeowners Don’t Use an Agent to Sell

• Many homeowners attempt to sell without an agent due to commission concerns and a desire for control.
• FSBO transactions often involve friends, neighbors, or relatives, which may seem easier.
• Sellers underestimate the complexity of marketing, pricing, and negotiation.
• FSBO homes tend to sell for significantly less than agent-assisted properties.
• Robbie English and his team at Uncommon Realty offer a strategic, expert-guided approach that delivers better outcomes.

Should I FSBO? The Lure of Doing It Yourself

Let’s tackle the question straight on: should I FSBO? That’s short for “For Sale By Owner,” in case you’re just now digging into this idea. On the surface, it seems simple. You find a buyer, strike a deal, and save that commission. But that surface hides layers of work, risk, and lost opportunity.

Homeowners who take this route usually fall into two groups: those who already know the buyer and those who hope they’ll find one quickly. If you’re selling to your friend or next-door neighbor, sure, it might feel natural to cut out the middleman. Why not just keep things “in the family,” right?

But even in those cases, the transaction isn’t as straightforward as it seems. There are contracts to navigate, disclosures to complete, legal obligations to meet, and negotiations to handle—even with someone you trust. One misstep, and you could be facing serious financial or legal consequences.

Control, Cost, and Convenience

The most common reason why homeowners don’t use an agent to sell is they want to avoid paying commission. That’s fair. It’s a sizable fee. But what many sellers don’t realize is how much money they leave on the table without professional guidance.

I’ve seen FSBO sellers list their homes too high and scare away buyers. I’ve also seen them price too low and sell in a flash—only to later realize they could’ve made tens of thousands more. If you’re asking yourself “should I FSBO,” you need to be honest about how much you really know about market timing, buyer behavior, pricing trends, and positioning strategy.

And then there’s convenience. Some people believe working directly with a buyer cuts out the hassle of showings and back-and-forth. In reality, it can add stress. You’re answering every call, screening every inquiry, hosting every showing, and dealing with lowball offers. That’s a full-time job.

The Misconception of Simplicity

We live in a world that glorifies DIY. From online tutorials to home improvement TV shows, it’s easy to believe we can do anything if we just try hard enough. Selling a home falls victim to that same mentality.

But real estate is not a YouTube project. This is your biggest asset, not a weekend project. There are zoning nuances, buyer psychology, financing details, inspection red flags, appraisal challenges—and all the paperwork that holds it all together.

Even seasoned homeowners who think they’ve seen it all are caught off guard when issues arise. They try to backpedal. Sometimes they reach out to an agent late in the game, hoping to fix a deal that’s already unraveling.

What FSBO Sellers Often Miss

When people ask me, “should I FSBO,” I ask them if they understand everything they’re responsible for. Are you prepared to:

• Market the property beyond just posting it online?
• Vet potential buyers and their financing?
• Handle negotiations, repairs, contingencies, and timelines?
• Avoid legal pitfalls that can haunt you after closing?

If the answer is no—or even maybe—that’s already a problem.

Sellers think buyers will be easier to deal with if there’s no agent involved. But that often leads to breakdowns. Without a third party to keep emotions in check and expectations grounded, deals fall apart.

The Reality of What You Get Without an Agent

Here’s the truth: FSBO homes typically sell for less. That’s not opinion—it’s experience. I’ve personally witnessed homeowners struggle to gain traction, drop their prices, and end up with deals that cost them more than the commission they tried to avoid.

On average, FSBO properties attract fewer offers. Less competition means less leverage. Less leverage means fewer chances to negotiate the kind of deal that protects your bottom line. And ultimately, that perceived control often becomes a liability, not an asset.

Strategic Expertise Changes the Game

This is where I come in. I’ve spent decades crafting not just a real estate career, but a set of systems, insights, and strategies that give my clients a competitive edge. As a national real estate instructor and speaker, I’ve taught others how to do this—and I bring that same high-level knowledge to every one of my clients.

When you work with me and my team at Uncommon Realty, you’re not just getting an agent. You’re getting a partner who anticipates problems before they happen, navigates obstacles with precision, and makes sure every decision you make is one that protects your financial interests.

You’re not just hiring someone to open doors and post pictures online. You’re aligning yourself with a team that sees five steps ahead.

Why Homeowners Don’t Use an Agent to Sell, but Should Consider It

There’s always a sense of pride that comes with saying, “I did it myself.” But pride can be expensive. When it comes to something as financially significant as selling your home, the smarter move isn’t to go it alone—it’s to choose the right guide.

That’s me. Robbie English. Broker. REALTOR. Instructor. Strategist. I’ve worked tirelessly to master real estate, not because I had to, but because I believe in raising the standard. I’ve helped sellers avoid costly mistakes, maximize profits, and experience a smoother, more empowered selling journey.

If you’re still wondering, “should I FSBO,” take a breath. Look at the full picture. Then ask yourself: do you want to gamble with your biggest investment, or do you want every possible advantage on your side?

Let’s Make the Smart Move Together

If you’ve come this far, you care about doing this right. I respect that. You don’t want fluff, false promises, or gimmicks. You want real guidance. You want someone who doesn’t just do real estate, but lives it, teaches it, and understands it on a level most agents never reach.

That’s what I offer. That’s what my clients trust with me and Uncommon Realty.

So whether you’re just beginning to think about selling or already knee-deep in decision-making, let’s talk. Let’s weigh your options and get you the clarity you deserve. There’s a reason why homeowners don’t use an agent to sell—but there’s a bigger reason why those who do end up better off.

I’d love to help you get there.