Steve Bradley is a licensed real estate broker with 23+ years of active transaction experience. The insights here reflect real brokerage practice, not legal advice. For matters specific to your contract or state, consult a real estate attorney.
On a $400,000 home, going FSBO saves you anywhere from $10,000 to $24,000 depending on your situation. On a $600,000 home, that range climbs to $15,000 or more. That's real money staying in your pocket instead of going to agents at closing.
The honest math depends on a few things that changed significantly in 2024, so let me give you the full picture.
Before August 2024, sellers typically paid 5 to 6 percent of the sale price total, roughly 2.5 to 3 percent to the listing agent and another 2.5 to 3 percent to the buyer's agent. On a $400,000 sale, that's $20,000 to $24,000 leaving your proceeds at closing. After the NAR settlement took effect on August 17, 2024, sellers are no longer required to advertise buyer's agent compensation through the MLS. You can now choose whether to offer a buyer's agent commission, how much, or nothing at all. This is a significant shift. The old system essentially locked sellers into paying both sides of the transaction. That's no longer the case.
If the buyer is unrepresented, meaning no buyer's agent in the picture, you save the entire commission, potentially 5 to 6 percent. That's $20,000 to $24,000 on a $400,000 sale.
If the buyer has their own agent, you'll likely be asked to compensate that agent, typically 2 to 2.5 percent. You can negotiate this, but many FSBO sellers still offer buyer's agent compensation because it attracts more buyers and agents tend to prioritize homes where compensation is available. In that scenario you're still saving the listing commission, roughly $10,000 to $12,000 on a $400,000 sale.
The counterargument you'll hear: The National Association of Realtors publishes data claiming FSBO homes sell for roughly 13 percent below agent-listed homes. What they don't highlight is that those statistics are heavily skewed by distressed sales, below-market family transfers, and sellers who weren't prepared. A seller who prices correctly, markets professionally, and negotiates well does not automatically sell for less just because they didn't hire a listing agent. The data doesn't support that conclusion for prepared sellers.
FSBO can save you a substantial amount of money, but only if you do it right. An underprepared FSBO seller who prices wrong, gets few showings, and then panics and drops the price repeatedly may come out worse than if they had hired an agent. The preparation is what determines the outcome, not the label.
Use the Net Proceeds Calculator in the Free Launch Kit to model your specific numbers at different price points before you commit to anything.
Written by Steve Bradley, Licensed Real Estate Broker — Bradley Group Realtors, Manassas, VA 20110 — Virginia License #0225 066093. This article is for educational purposes only and does not constitute legal, financial, or real estate brokerage advice. Requirements and laws vary by state and change over time. Consult a licensed professional for guidance specific to your situation.
Published: October 2, 2026 · Last reviewed: October 13, 2026
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