Five percent. That’s how many homes sold without an agent over the past year, according to NAR’s 2025 Profile of Home Buyers and Sellers.
It’s the smallest share of for-sale-by-owner (FSBO) transactions ever recorded and a sharp contrast to the 91% of sellers who worked with an agent.
The data confirms a long-term trend that’s hard to ignore. Decades ago, one in five homes sold FSBO. Today, nearly all sellers prefer to outsource the job of selling their home and choose professional representation.
This one data point signals a fundamental shift in consumer priorities: expertise, efficiency, and peace of mind are worth paying for.
Fewer FSBOs Than Ever
In the early 1980s, FSBOs accounted for as much as 21% of home sales. That share dropped steadily for decades, landing at just 5% in 2025.
A few data points to keep in mind:
- Rural and resort areas saw the highest FSBO activity at 10% and 9%, respectively.
- Suburban markets were the least likely to see FSBO sales, where 94% of transactions were agent-assisted.
The data shows FSBO sellers are now outliers, not trendsetters. And the homes they sell tend to look different from the typical agent-assisted listing.
What FSBO Homes Look Like
FSBOs are most common among mobile or manufactured homes, which made up 16% of all FSBO transactions. Detached single-family homes accounted for 5%, while townhouses and rowhouses represented just 4%.
By contrast, 93% of detached single-family, townhouse, and condo sales were handled by an agent.
The type of home matters. But so does the price.
The FSBO Price Gap
FSBO homes sold for a median price of $360,000 in 2024, down from $380,000 in 2023.
That’s still far below the $420,000 median for all homes sold during the same period. Agent-assisted homes performed even better, with a median sale price of $425,000.
Even accounting for location and condition, the price gap highlights what many sellers underestimate: professional representation often leads to:
- Stronger pricing strategies
- Better negotiation outcomes, and
- More competitive offers
How FSBO Sellers Set Prices
When sellers go it alone, they rely heavily on local market comparisons. Here’s how FSBO sellers determined their asking price:
- 50% based it on recent nearby sales
- 41% used an appraisal
- 16% relied on online home valuation tools
- 15% priced according to the profit they needed
- 15% based pricing on a presentation from an agent they didn’t end up hiring
While these methods sound familiar, the lack of professional guidance often leads to inaccurate pricing. Too high, and listings sit. Too low, and sellers leave money on the table.
Incentives and Marketing: Minimal Effort, Minimal Results
FSBO sellers rarely use marketing or incentives to attract buyers; 90% offered no incentives at all. Among the few who did, 7% offered assistance with closing costs and 3% provided a home warranty policy.
By comparison, 11% of agent-assisted sellers covered some closing costs, and 10% offered a warranty.
Marketing efforts were also limited; 40% of FSBO sellers didn’t actively promote their home.
Among those who did, yard signs, friends and family, the MLS, and open houses were the most common methods.
When exposure is limited, buyer interest follows the same pattern.
Why Sellers Choose FSBO and What They Struggle With
The top reasons sellers went FSBO were straightforward:
- 30% sold to a relative, friend, or neighbor
- 28% didn’t want to pay a commission or fee
- 14% said the buyer contacted them directly
Without professional support, many found key steps challenging.
- 17% struggled to get the price right.
- 12% said preparing or fixing up the home was difficult.
- 10% had trouble selling within their planned timeline.
Still, for those who knew their buyers, satisfaction was high.
- 89% said they were very satisfied with the process.
- Yet only 29% of that group said they’d sell their current home without an agent next time.
Among FSBO sellers who didn’t know the buyer, 35% said they’d go FSBO again, fewer than you might expect.
The shrinking FSBO market speaks to a bigger story: trust in professional expertise continues to rise. Sellers want precision in pricing, confidence in marketing, and someone who can manage every step without guesswork.
If you can demonstrate that kind of value consistently, you’re not competing with FSBO sellers. You’re proving why that option keeps fading from the market.
