The Benefits of Using a Realtor When Selling Your Home

Why experienced agents consistently outperform discount brokers and FSBO platforms in transaction outcomes

Selling a home is one of the most significant financial transactions most Americans will ever undertake. With the median home price in the United States exceeding $400,000, even small percentage differences in sale price can translate to tens of thousands of dollars. Yet many homeowners consider selling without professional representation, attracted by the promise of saving on commission fees. The data, however, tells a compelling story that challenges this approach.

Research from the National Association of Realtors consistently demonstrates that homes sold with professional representation achieve significantly higher sale prices than those sold through for-sale-by-owner (FSBO) platforms or discount brokers. Understanding why this performance gap exists can help you make an informed decision about how to approach your home sale.

The Price Performance Gap: Agent-Assisted vs. FSBO Sales

The financial impact of working with a professional real estate agent is substantial and well-documented. According to the NAR's 2025 Profile of Home Buyers and Sellers, the median price for FSBO sales was $360,000 compared to $425,000 for agent-assisted transactions. This represents an 18% gap in favor of professionally represented sellers.

Critics sometimes argue that this price difference reflects the types of properties sold FSBO rather than agent effectiveness. However, when researchers control for property characteristics and exclude sales between family members or acquaintances (which account for 38% of FSBO transactions), the performance gap remains significant. A comprehensive analysis of MLS data found that comparable homes typically sell for 5.5% to 14% less when sellers choose the FSBO route.

A 2024 Clever Real Estate survey of recent home sellers found that those who used an agent earned an average profit of $207,500, compared to $128,500 for sellers who did not use an agent. This $79,000 difference far exceeds typical commission costs, suggesting that professional representation more than pays for itself.

The Decline of FSBO: What the Data Reveals

For-sale-by-owner transactions have reached historic lows, now representing just 5-6% of all home sales according to NAR data. This represents a dramatic decline from 21% in 1985, when the organization first began tracking this metric. The steady erosion of FSBO market share over four decades suggests that homeowners increasingly recognize the value professional agents provide.

The temporary spike in FSBO sales during 2022 (reaching 10%) coincided with the pandemic-fueled seller's market when homes sold themselves in days. As market conditions normalized, FSBO rates returned to their downward trajectory, reinforcing that professional expertise becomes more valuable when selling conditions become more challenging.

Why FSBO Sellers Struggle

NAR research identifies the primary challenges FSBO sellers face: pricing the home correctly (17% cite this as their biggest challenge), preparing the home for sale (17%), selling within their desired timeframe (13%), and navigating the complex paperwork (11%). These challenges translate into measurable outcomes.

Perhaps most telling is that 54% of sellers who did not use an agent said they wished they had. The combination of lower sale prices, legal complexity, and emotional stress leads many FSBO sellers to regret their decision.

Discount Brokers and Flat-Fee Services: The Hidden Trade-offs

Between full-service agents and FSBO lies a middle ground: discount brokers and flat-fee MLS services. These options promise reduced commission costs while providing some level of professional support. However, understanding what you sacrifice for those savings is essential.

Research from the Federal Reserve Bank of Atlanta examined MLS data across three major metropolitan areas and found that homes sold through flat-fee brokers sold for 4.3% less than those using full-service agents. While sellers saved on listing commissions, they often received less for their homes, resulting in a net financial loss.

Platforms like Houzeo and ForSaleByOwner.com provide FSBO sellers with MLS access and basic tools, but they cannot replicate the market knowledge, negotiation skills, and personal attention a dedicated agent provides. These services work best for sellers who already have a buyer identified or who have extensive real estate experience themselves.

What Top-Performing Agents Actually Deliver

Not all agents are created equal. Research consistently shows that top-performing agents deliver measurably better results than their average counterparts. According to HomeLight data, the top 5% of real estate agents sell homes for as much as 10% more than average agents. This performance premium often exceeds any commission difference between agents.

Professional Pricing Expertise

Experienced agents possess deep knowledge of local market conditions that no online algorithm can replicate. They track micro-trends within neighborhoods, understand how specific features affect value, and can identify the optimal price point to generate maximum buyer interest while achieving the best possible sale price.

Pricing errors in either direction hurt sellers. Overpricing leads to extended market time, which itself becomes a negative signal to buyers. Underpricing leaves money on the table. Professional comparative market analysis, combined with experience reading current buyer behavior, positions homes to sell quickly at optimal prices.

Marketing That Generates Results

The impact of professional marketing on home sales is substantial. Homes with professional photography sell 32% faster than those without. Properties featuring aerial drone photography sell 68% faster. Listings that include video receive 403% more inquiries than those without.

Top agents invest in these marketing tools because they understand the return on investment. They also leverage professional networks, social media reach, and relationships with other agents to ensure maximum exposure for your property.

Negotiation Skills That Protect Your Interests

Real estate negotiations involve far more than price. Contingencies, inspection responses, closing timelines, and included items all affect the final outcome. Experienced agents understand how to navigate these discussions while protecting your interests and keeping transactions on track.

When issues arise during inspections or appraisals, skilled agents know how to respond strategically. They understand which requests are reasonable, which can be contested, and how to structure solutions that satisfy all parties. This expertise prevents deals from falling apart and protects sellers from making costly concessions.

Transaction Management and Risk Mitigation

Modern real estate transactions involve extensive documentation and legal requirements that vary by state. Disclosure obligations, contract terms, financing contingencies, and closing procedures all carry legal significance. Errors can result in delayed closings, renegotiated terms, or legal liability that extends well beyond closing.

Real estate agents maintain errors and omissions insurance that provides an additional layer of protection for clients. More importantly, their familiarity with transaction procedures helps prevent problems from arising in the first place.

Network Access and Coordination

Selling a home requires coordination with multiple service providers: photographers, stagers, inspectors, contractors, title companies, and attorneys. Experienced agents maintain networks of vetted professionals who deliver reliable results. This saves sellers the time and risk of finding and evaluating these service providers independently.

These relationships also often translate to priority scheduling and preferential pricing that individual sellers cannot access. When time-sensitive repairs or staging work is needed, established agent relationships can make the difference between meeting your timeline and missing a closing date.

Understanding Today's Commission Landscape

The August 2024 NAR settlement brought significant changes to how real estate commissions are structured and communicated. Under the new rules, buyer agent compensation can no longer be advertised on MLS listings, and buyers must sign written agreements with their agents before touring homes. These changes aimed to increase transparency and give consumers more control over commission negotiations.

Despite predictions of dramatic commission decreases, data from the months following implementation shows rates have remained relatively stable. According to Redfin analysis, average buyer agent commissions were 2.40% in early 2025, compared to 2.36% before the settlement took effect. This stability suggests that both buyers and sellers continue to value the services professional agents provide.

The changes have, however, created new opportunities for negotiation. Sellers can now make more informed decisions about whether to offer buyer agent compensation and at what level. Buyers have greater visibility into what their representation costs. For both parties, working with an experienced agent who understands these new dynamics has become even more valuable.

Choosing the Right Agent for Your Sale

Given the substantial performance differences between agents, selecting the right professional for your sale is crucial. Rather than choosing based on the lowest commission or most aggressive promises, focus on objective performance metrics that predict results.

Key Performance Indicators to Evaluate

Sale-to-List Price Ratio: What percentage of asking price do the agent's listings typically achieve? Top performers consistently achieve 98-100% or higher, while average agents may fall several percentage points below.

Days on Market: How quickly do the agent's listings sell compared to market averages? Faster sales typically indicate effective pricing and marketing strategies.

Transaction Volume: How many homes has the agent sold in your area recently? Local experience translates to market knowledge that benefits your sale.

Client Satisfaction: What do past clients say about their experience? Look for specific feedback about communication, problem-solving, and results rather than generic praise.

NAR research shows that 81% of sellers contact only one agent before making their selection. Taking time to interview multiple candidates and compare their track records can help you identify the professional best suited to maximize your sale outcome.

Frequently Asked Questions

Making the Right Choice for Your Home Sale

The decision of how to sell your home deserves careful consideration. While the appeal of saving on commissions is understandable, the data consistently demonstrates that professional representation delivers superior financial outcomes for the vast majority of sellers. The 18% price gap between agent-assisted and FSBO transactions, combined with the reduced stress and legal risk of professional guidance, makes working with an experienced agent a sound investment.

Not every agent will deliver equal results, however. Selecting a top-performing professional who has demonstrated success in your local market is essential to maximizing your sale outcome. Focus on objective performance metrics rather than commission promises or marketing hype.

For most homeowners, the path to the best possible sale outcome runs through a partnership with an experienced, results-driven real estate agent. The evidence spanning decades and millions of transactions supports this conclusion.