Steps to sell a house by owner

Next, let’s review the FSBO process step by step.

1. Prepare your house for sale

Whether you’re selling with an agent or FSBO, at a minimum you’ll want to get your Michigan home into respectable shape before any showings to increase your chances of receiving a fair price. Here are a few standard tasks to add to the list.

Indoors

These efforts will go a long way toward impressing buyers looking for a home in Michigan:

• Declutter floors, shelves, and surfaces throughout the home.
• Make small fixes and repairs, like a leaky faucet or broken door handle.
• Lightly update with new light fixtures, faucets, or cabinet hardware.
• Refinish hardwood floors.
• Repaint bold walls (or those that look dingy) in a neutral color.
• Reduce furniture in crowded rooms — consider a temporary storage unit.
• Stage the home with final touches like fresh-cut flowers or a basket of fresh produce.
• Use rugs to define spaces and place them strategically.
• Deep clean until the house is sparkling.
• Declutter your garage to make it look more spacious.

“Because of our extremes and weather, a lot of Michigan buyers are looking for garage space for their vehicles. So it’s essential to clean out the garage and make the garage appear larger as people walk through,” recommends Rodriguez.

Outdoors

Data from HomeLight’s 2022 Top Agents Insight Report shows that on average, “Buyers will pay 7% more for a house with great curb appeal versus a home with a neglected exterior.”

Some important curb appeal upgrades can include:

• Mow the lawn and pull weeds.
• Apply fresh mulch liberally.
• Upgrade your landscaping. Consider a new walkway, flowerbed, or shrubs.
• Add a fresh coat of exterior paint.
• Install a new garage door if yours is looking old or not working properly.
• Wash your windows.
• Powerwash your siding, driveway, and walkways to remove any mold, dirt, and mayflies.

2. Do the homework necessary to set a competitive price

You’ve arrived at a critical moment in your FSBO process: setting a listing price. You don’t want to leave money on the table, yet you want to encourage activity on your listing.

Before listing a home, an agent usually conducts a comparative market analysis (CMA). This is a highly-detailed study of “comps” — similar homes nearby that have sold recently, are pending, on the market, or were previously listed but taken off the market. Some may have even been pulled off the market without a sale.

“Buyers who are looking at FSBO properties are typically expecting to get a great deal,” explains Rodriguez. This is because most homeowners don’t have the skill, experience, or tools necessary to set or negotiate the right price.

Without an agent, you’ll miss out on the complexity of a full CMA and the know-how to interpret it.

However, with a little time and money, you can set a competitive price yourself.

Conduct your own “CMA Lite”

It’s time to roll up your sleeves and research.

Start with an online home value estimate

As a starting point, look at several online estimators for your home’s value. HomeLight’s Home Value Estimator aggregates publicly available data such as tax records and assessments, your home’s last sale price, and recent sales records for other properties in the same neighborhood.

We also add a new layer of information to our estimates using a short questionnaire. Tell us a few details about your Michigan home, such as:

• How much work does it need?
• What type of home is it (single-family, condo, townhouse, or other)?
• Roughly when was your house built?
• Are you planning to sell soon?

Using these insights, we’ll provide you with a preliminary estimate of home value in under two minutes.

Whether you use Zillow, Chase, Realtor, or Redfin to get a home value estimate, think of any online home price tool as a first step (not your only source of truth) — and recognize that the data used may be limited.

Narrowly filter your search for comps

When you’re ready to find comps, you can choose from sites like Zillow, Trulia, Redfin, or Realtor.

You’ll want to filter your searches to the area very near your house (within blocks if possible) and with similar characteristics. If you’re not finding any comps, expand your search map.

You’ll also want to filter results by details like:

• Listing status (look at recently sold, pending, and active)
• Number of bedrooms
• Number of bathrooms
• Square footage
• Home type (single-family, condo, etc.)

Beyond the above criteria, the more houses you find with floor plans and an age similar to yours, the better.

Use a site like Zillow to collect your data

As an example, let’s take a look at how to filter your search for comps on Zillow.

• Navigate to Zillow.
• Type in your address. If a pop-up with your home’s specs appears, close it.
• Filter by “sold.” Yellow dots should appear on the map surrounding your house.

If you want to further reduce guesswork, top agents recommend paying an appraiser to provide a professional opinion of value for your home. An appraiser will combine recent property data, research of the surrounding market, and information collected from a walkthrough of your home to determine an appraised value. For a single-family home, an appraisal will likely cost $500 to $600 — well worth it to avoid possibly over- or underpricing your house by thousands.

Make sense of the research

Compare your home’s features against the nearby comps you collected. Hopefully, the houses you studied give an indication of an appropriate price range for your home. From there, you can make dollar adjustments based on characteristics that add value (patios, curb appeal, an extra bedroom) versus detracting from it (a busy street, deferred maintenance, less square footage).

Consider the differences and similarities of comps with the appraised value of your home to choose a price that will encourage activity (too high and it may seem out of reach to many buyers) but will also maximize your profit.

3. Photograph your home

Listing photos are powerful, either pulling in buyers for showings or keeping them away.

To give your listing an edge, consider hiring an experienced real estate photographer. While they may charge as much as $140 to $180 an hour,

Sheerin says you can often tell a FSBO home listing by its poor-quality photos. The images might be dark, blurry, or focus on the wrong things. “When homeowners don’t hire a professional photographer, they just don’t do the home justice,” he cautions.

But if you do go the DIY route, make sure to:

• Use a good camera with a wide-angle lens.
• Pay attention to lighting.
• Include a photo of every room.
• Take multiple pictures of living areas, kitchens, and bathrooms.
• Try shooting different angles.

Review our guide on how to take quality real estate photos for further guidance.

4. Create a detailed, compelling listing

Along with stellar photos, you’ll want to craft an informative and compelling listing. Leverage both the listing description (a paragraph or two highlighting key features) and the property details to show potential buyers all about your home and what makes it desirable.

Tell a story with your description

Draw in potential buyers with a powerful listing description that tells a story about your Michigan house, including details like:

• Your home’s most unique and desirable features, like a breakfast nook or sunroom
• Recent upgrades like a kitchen or bathroom remodel or new roof or HVAC system
• High-end appliances, materials, or finishes
• Outdoor features like a pool or patio
• Neighborhood features and amenities
• Nearby parks, walking trails, beaches, restaurants, and attractions

Lastly, and this is crucial: specify in your description whether a buyer’s agent will receive a commission from the proceeds. Most agents don’t want to show their clients properties from which they’d receive no commission. You can decide not to offer a buyer’s agent commission, but recognize that doing so could limit your buyer pool as buyer’s agents typically expect to be compensated for their efforts.

Don’t skimp on the property details

Aside from writing the description, you may be prompted to enter information like:

• Age of the home
• Square footage
• Architectural style (i.e. split-level, rancher, craftsman)
• Appliances included
• Exterior building materials
• Flooring types
• HOA fees
• School zone information
• Lot size

Many real estate agents and potential buyers really do read this “fine print” on your listing — so include accurate details, and plenty of them.

5. List your home online

It’s finally time to post your Michigan home online. While you can create FSBO listings for free on popular search sites, you’d have to painstakingly post site by site, and your listing wouldn’t reach the majority of buyers and agents.

To give your home the most exposure, pay to have your home put on your local MLS (multiple listing service) -– a platform agents use to share properties with one another as well as major real estate sites. Posting there will feed your listing to buyers’ agent databases and to common sites buyers use.

Only licensed real estate agents and brokers who are MLS members can post to the MLS. However, it’s important not to skip this step as research shows that homes listed in the MLS sell for more than off-MLS homes: as much as 19.7% more in the first quarter of 2022.

You have two options to gain access to the MLS: paying an agent to post for you or using a FSBO platform online.

Pay an agent to list your home on the MLS

A local agent may be willing to list your house on the MLS for a flat fee, without any other involvement in your real estate transaction. If you decide to go this route, make sure you ask whether the fee includes updating your listing if necessary.

Use a FSBO platform with an MLS option

There are a variety of paid websites that you can use to list your Michigan house online as “for sale by owner.” These sites offer packages ranging from about $100 to $400 for just a listing, or a larger flat fee of $3,000 to $5,000 that includes any number of additional professional marketing services.

Some of these companies display their rates on their websites but others won’t quote a fee until you input your address or select an area of the country. A few examples include:

• ISoldMyHouse.com
• FSBO.com
• Houwzer
• Clever Real Estate
• Homie Real Estate
• Assist-2-Sell
• Help-U-Sell

It’s important to note that most of these companies serve FSBO sellers nationwide, which can cause challenges if the assisting representatives don’t understand the local market trends in your Michigan neighborhood.

Whatever you choose, read the fine print carefully: some sites may have hidden fees or even take a percentage off your sale – a detour you’d rather avoid on the FSBO route.

Not willing to pay for the MLS?

If you’re determined to save money by foregoing the MLS, creating a free FSBO listing on Zillow might be your top option. You can post videos and unlimited photos, and get fairly wide exposure via Zillow and the Zillow-owned Trulia.

6. Market your home

Now it’s time to spread the word about your Michigan home.

Experienced agents like Rodriguez and Sheerin know that posting a home on the MLS is just the beginning of the marketing phase. A successful home sale requires a deliberate and targeted marketing plan to reach the right buyers and attract the best offers.

According to National Association of Realtor data, 34% of FSBO sellers don’t market their homes at all. This mistake affects your bottom line. Sheerin explains:

“FSBO properties just don’t have the marketing exposure that an agent-assisted sale has. Low exposure means less competition for me and less competition means I can get my buyer a great deal,” cautions Sheerin.

Our agents recommend these steps to market your home:

Place a nice FSBO sign by the road

Consider getting a custom yard sign rather than purchasing a generic one you write on with Sharpie. You can order a custom sign on a site like Vistaprint with your contact information, plus a stand, for as little as $25 plus shipping. Note that some MLS providers may have rules about whether you can post a FSBO yard sign while your home is on the MLS.

Share on social media

Share your home and your magazine-quality photos across social media – and ask your friends to share, too. The more exposure your home has, the faster it will sell.

Hold an open house

Try these strategies for a successful open house event:

• Share details on Facebook and Nextdoor.
• Update your MLS listing with the open house details (if you’re able to as part of paying the flat fee), or update your DIY FSBO listing.
• Place open house signs at nearby intersections.
• Tidy up the house before potential buyers come through.
• Pass out info sheets with the address, bullet points about the house, your contact info, and perhaps one photo.
• If you can, collect visitors’ info — then follow up later to ask if they have any questions.

Find more expert tips for how to hold an open house at this link.

7. Manage showings

If your marketing is successful, your next step will be to show the home to prospective buyers. Welcome to the busiest phase of the home sale process. According to Sheerin, a major reason some FSBO sellers switch to an agent is that they underestimated the time, energy, and expertise needed to manage this crucial step.

“A lot of homeowners are overwhelmed with the amount of time it takes to organize showings. This is where having an agent can really streamline the process. A seller may receive a phone call or an email from interested agents or buyers every three minutes. So it’s really important to have a system in place immediately. To help organize that side of it, in your listing you can explain how you want to be contacted. For example, email all inquiries, text all showing requests,” explains Sheerin.

To manage the logistics of showings:

• Respond to inquiries ASAP.
• Set end times if you need to fit many showings in one day. This will also create a sense of demand and urgency for buyers to place offers.
• Remove or secure valuables.
• Make sure the home is clean and tidy for showings.
• Follow up with buyers’ agents after showings to get their feedback.

Should you be present for showings?

If you’d rather not be present for every showing, consider using a lockbox with a code to let buyers’ agents enter the house. This is standard industry practice among agents. To ensure you’re working with someone legitimate, use Google or sites like arello.com to check their real estate license number.

“For this reason, it’s best for the homeowner not to be present during showings when there’s a licensed buyer’s agent present,” says Sheerin.

“When the homeowner is present, buyers don’t look at the house as thoroughly as they’d like to. They’re hesitant to open closets and cabinets,” explains Rodriguez.

With unrepresented buyers, plan to be on the property for the showing. During a showing, we recommend you:

• Point out a few highlights of the house.
• Let buyers look without hovering.
• Be prepared to answer questions.
• Avoid the temptation to tell all — let the house and listing do the talking.

“Homeowners have an emotional attachment to the home. They tend to over-explain and justify every detail. And, in terms of disclosure, they can overshare. Really, they just need to answer the buyer’s questions. For this reason, it’s best for the homeowner not to be present during showings when there’s a licensed buyer’s agent present. That’s just not possible when the buyer is unrepresented,” says Sheerin.

8. Evaluate offers, negotiate a deal, and make disclosures

You’ve got your first offer — congratulations! Before signing anything, know that a written offer becomes a purchase agreement – a binding contract –  the moment you sign it. So, before you sign anything, says Sheerin:

“Really examine the paperwork. You’ll need to study up on the contingencies and other parts of the agreement to understand everything that goes into it. It’s helpful to have a real estate attorney review the documentation so you know what you’re getting into before you enter into the agreement.”

Here are key considerations when considering an offer on your Michigan home:

• Vet potential buyers by requiring a mortgage pre-approval letter or proof of funds.
• Require everything in writing.
• Remember you can counter-offer and negotiate.
• Look for a good real estate attorney. (See the next step!)

Before execution of the purchase agreement, a Michigan home seller must provide the prospective buyer — or prospective buyer’s agent — with a copy of the Seller’s Disclosure Statement (SDS).

Property condition disclosure statement

Whether you hire a listing agent or not, when you sell your Michigan home, you are required by law (MCL 565.951) to provide a disclosure statement to the buyer, which states the existence of certain conditions affecting the home.

In Michigan, the following disclosures must be listed:

• Appliances, systems, and services included in the home sale
• Evidence of water in the basement or crawl space
• Type of insulation
• Age, type, and/or condition of systems (roof, HVAC, septic, well, etc.)
• Environmental issues (lead-based paint, contaminations, asbestos, radon, etc.)
• History of infestations (termites, carpenter ants, etc.)
• Encroachments and common areas
• Outstanding assessments or fees, pending litigation
• Structural conditions, modifications, or repairs
• Major damage from floods, fire, etc.
• And other known issues

9. Close the sale — with professional help

Time to button up that deal.

Rodriguez recommends every FSBO seller in Michigan hire an attorney or transactional agent to minimize risk and settle the legal documents.

“71% of FSBO sales fail because the homeowner isn’t represented in the transaction. So if someone is selling for sale by owner, I highly recommend that they hire a licensed professional to do the paperwork. A lot of agents will prepare the paperwork for a flat fee. They’re called transactional agents,” she explains.

Real estate attorney fees can vary depending on location and how much help you want or need. In Michigan they $243 per hour — well worth it for professional guidance in closing one of life’s largest legal transactions.