Selling your home without a real estate agent—commonly referred to as FSBO—requires more than a yard sign and a listing. A recent legal settlement involving the National Association of Realtors (NAR) has reshaped how commissions work, shifting some costs and negotiations onto buyers and their agents. For FSBO sellers, this means understanding the new dynamics is critical not just for compliance—but for actually closing a deal.

The New FSBO Landscape: What’s Changed

The NAR’s landmark settlement has altered how real estate commissions are negotiated. Buyers are now responsible for arranging and negotiating payment to their agents—often before touring a property. Sellers are no longer expected to offer a fixed commission to buyer agents, but most still do to ensure their home is shown to prospective buyers.

For FSBO sellers, this introduces a new layer of negotiation and strategy. Even if you’re not using a seller’s agent, the majority of buyers will arrive represented—and their agents expect compensation.

Who Pays the Buyer’s Agent in FSBO Transactions?

Historically, sellers covered both agents’ commissions, with 2.5% to 3% typically going to the buyer’s agent. While that’s no longer guaranteed, it remains the default expectation in most transactions. If you don’t explicitly offer a commission, buyer’s agents may avoid your listing—or steer their clients elsewhere.

Even if a buyer is willing to cover their agent’s fee, they may negotiate for a seller credit at closing to offset it. Either way, you’ll feel the cost. Making your commission offer clear up front—in the first line of your listing—ensures agents know they’ll be paid and can encourage more showings.

“Make it very clear in the first line of the description that you will pay a commission to the buyer’s agent,” says James McGrath, broker and co-founder of Yoreevo. “Literally, ‘X% commission will be paid to buyer agents.’”

How to Make Your FSBO Listing Competitive

This is where many FSBO sellers fall short—and where you need to be most deliberate. Your goal isn’t just to list your home. It’s to get buyer agents to take it seriously.

Use a Listing Platform Designed for FSBO: FeeViews

Skip the cluttered national sites and use a platform that aligns with your strategy. FeeViews allows sellers to publish a clean, agent-friendly listing that focuses on transparency around fees and terms. It’s designed for today’s market, where both sides are negotiating more deliberately.

Your FeeViews listing should do the following:

• Clearly state your buyer’s agent commission offer.
• Include detailed property information, professional photos, and a downloadable info sheet.
• Avoid vague language—agents don’t want to guess.

Consider a Flat-Fee MLS Listing

Access to the MLS remains one of the most effective ways to expose your home to agents. While you can’t list on the MLS yourself, you can hire a broker to do so for a flat fee. This service gives you visibility among agents without requiring full representation.

That said, a flat-fee MLS listing is just a data point. It won’t include agent follow-up, scheduling, or negotiation support. If you go this route, you still need a strong plan for handling inbound interest.

Proactively Reach Out to Local Buyer’s Agents

Don’t wait for agents to find your listing. Research active buyer’s agents in your area—especially those representing homes in your price range—and contact them directly. A short, factual message works best:

“Hi [Agent Name], I’m selling my home FSBO in [neighborhood]. It’s a 3-bed, 2-bath listed at $425,000. I’m offering 2.5% commission to buyer’s agents and would be happy to schedule a showing. Here’s the listing: [FeeViews link].”

Avoid marketing language. Be concise, professional, and transparent about your terms. Many agents will appreciate your directness, and some may flag the home to buyers who otherwise wouldn’t have seen it.

Host an Agent-Only Preview

If you’re comfortable coordinating showings, consider hosting an agent-only open house before listing publicly. This helps build early interest and gives agents a chance to ask questions without the buyer present. It also shows that you’re serious—and prepared.

Don’t just open the door. Have a printed handout ready with:

• Property specs
• Major upgrades or repairs
• Utility costs or HOA info
• Your commission offer, in writing

Agents want facts. Give them everything they need to recommend your home with confidence. Also, don’t disclose your urgency to sell or how long you’ve been on the market. Stick to the facts: your price, your comps, and your terms.

Preparing for Showings: What Buyers and Agents Expect

Showings with buyer’s agents aren’t casual drop-ins. They’re interviews—with your house as the candidate. Beyond cleaning and staging, be ready to answer specific questions about systems, repairs, and costs.

Have documentation on:

• HVAC, plumbing, and electrical systems
• Past upgrades or remodels
• Any known issues or pending repairs

Prepare a one-page summary that includes this information and make it available during showings. Also, step aside. Agents consistently report that buyers are more candid and relaxed when sellers aren’t hovering.

“Please allow us to walk around alone with our buyers,” says Eve Henry, a luxury home specialist. “Our clients aren’t going to feel comfortable speaking truth around you.”

Post-Showing: Following Up Like a Pro

After a showing, reach out to the agent for feedback. Ask direct, neutral questions:

• What did your client think?
• Are they actively looking to buy soon?
• Are there any concerns that would prevent them from making an offer?

You’re trying to gauge buyer readiness. Ask whether they’re preapproved (not just prequalified) and whether there are any contingencies—such as selling a current home—that could affect timing.

Legal and Logistical Risks of Going FSBO

Without an agent, you’ll be responsible for contracts, disclosures, and coordination. Depending on your state, you may need a real estate attorney to prepare or review documents. In North Carolina, for example, only licensed Realtors® can use the standard 2-T contract form.

If the buyer’s agent drafts the offer, read it carefully. Understand every clause—especially regarding contingencies, timelines, and inspection terms. If something is unclear, hire a lawyer. Don’t guess.

Should You Still Sell FSBO?

FSBO isn’t for everyone. It takes time, research, and negotiation. You may save on the listing agent’s commission, but you’ll spend that effort elsewhere. In some cases, a well-priced home marketed by a good agent will net more—even after commission.

Still, for sellers with time, market knowledge, and a direct approach, FSBO can work—especially in low-inventory markets.

Just know the audience: most buyers will still be working with agents. If you want those buyers to walk through your door, make sure their agents feel welcome—and compensated.