Selling Your Home Yourself?

A Greater Lansing For Sale By Owner Resource Guide

After more than 40 years helping people buy and sell homes throughout Greater Lansing, I've learned that every homeowner has different reasons for deciding how to sell.

I understand why some homeowners consider selling For Sale By Owner. Saving money on real estate commissions is important, and I respect your desire to explore that option.

My purpose here isn't to convince you that selling independently is wrong. It's to share practical information about pricing, preparing your home, marketing, negotiating and navigating the transaction so you can make an informed decision.

Whether you sell on your own or eventually decide to work with a REALTOR®, I want you to have the information you need to make the choice that's right for you.

Your Free Greater Lansing FSBO Homeowner Guide

Whether you're just exploring the idea of selling your home yourself or preparing to put it on the market, this free 16-page guide includes practical checklists, pricing worksheets, offer comparisons and helpful information about the selling process.

Mike Bowler, Associate Broker
eXp Realty | SRES® • CRB® • ePRO®

1. Why Do Homeowners Consider Selling For Sale By Owner?

The most common reason is straightforward: homeowners want to save the expense of a real estate commission.

And that's understandable. Selling a home involves money, and every homeowner wants to protect the equity they've worked to build.

Other reasons include:

• Already knowing someone interested in purchasing the home.

• Wanting direct control over showings and negotiations.

• Believing the home will sell quickly because of its location or condition.

• Having previous experience with real estate transactions.

• Wanting to test the market before deciding whether to hire a professional.

There isn't one right approach for every homeowner.

The important question is not simply whether you can sell your home yourself.

It's whether selling independently will help you achieve the best overall result for your circumstances.

That includes the eventual selling price, expenses, time involved, legal obligations, potential risks and the certainty of completing the transaction.

2. What Does the Research Tell Us About FSBO Sales?

The National Association of REALTORS®' 2025 Profile of Home Buyers and Sellers reported that approximately 5% of home sales were completed For Sale By Owner, while 91% of sellers used a real estate agent.

The report also identified pricing, preparing the property and selling within the desired timeframe as significant challenges for FSBO sellers.

An important distinction is that many successful FSBO sellers already know their buyer. Selling to a family member, friend or neighbor can be a very different experience from marketing a property to the general public.

National reports also show differences between the median prices of FSBO and agent-assisted sales. However, those figures should not be interpreted as proof that professional representation automatically produces a higher selling price. Property characteristics, locations, buyer relationships and transaction circumstances differ.

The lesson isn't that FSBO cannot work. It's that homeowners should understand the responsibilities before deciding how to sell.

Source: National Association of REALTORS®, 2025 Profile of Home Buyers and Sellers.

3. Pricing Your Home: Don't Shoot From the Hip

One of the first questions homeowners often ask me is:

"Mike, what do you think my house is worth?"

I learned long ago that giving someone a price without doing the research isn't fair to the homeowner.

I don't believe in shooting from the hip.

A home's value deserves more than a quick opinion based on its appearance, a neighborhood sale or an automated website estimate.

When I study a property, I want to understand three important parts of the market.

What Has Sold?

Recent comparable sales provide evidence of what buyers have actually paid.

But not every sale is comparable. We need to consider differences in:

• Location and neighborhood.

• Square footage and floor plan.

• Age, condition and improvements.

• Bedroom and bathroom configuration.

• Lot size and property features.

• Financing terms, concessions and market conditions.

A home that sold six months ago may not reflect today's competition.

What Are You Competing Against?

This is an important consideration that sellers sometimes overlook.

Buyers don't evaluate your home in isolation.

They compare it with other properties available in the same general price range, location and condition.

If your home is priced at $325,000, for example, we need to understand what other homes a buyer could purchase for approximately that amount.

Your competition may include homes with newer kitchens, finished basements, different layouts or fewer immediate repairs.

What Hasn't Sold — and Why?

I also pay attention to homes that have expired, been withdrawn from the market, required repeated price reductions or remained unsold for an extended period.

Those properties may offer useful lessons.

Sometimes the problem was price. Other times it involved condition, marketing, access, location or other factors.

An expired listing alone doesn't prove a home was overpriced, but examining unsuccessful marketing efforts can help us avoid repeating mistakes.

A Pricing Conversation Based on Research

If I'm asked to provide an opinion about a home's market position, I prefer to review the property and conduct meaningful research before discussing a price range.

That conversation should include comparable sales, current competition, relevant property differences and the seller's goals.

It should also distinguish a comparative market analysis from a formal appraisal.

My philosophy is simple: A homeowner deserves a researched opinion, not a guess.

4. Understand Your Estimated Net Proceeds

A selling price isn't the same as the amount you'll receive at closing.

Before choosing a selling strategy, prepare an estimated net-proceeds worksheet.

Consider:

• Expected sale price.

• Outstanding mortgage balances and other liens.

• Title and settlement expenses.

• Property tax prorations.

• Agreed buyer concessions.

• Repairs or improvements.

• Marketing expenses.

• Moving expenses.

• Any negotiated real estate brokerage compensation.

Real estate compensation is negotiable and is not set by law. A FSBO seller may still encounter a buyer represented by a real estate professional, and any proposed compensation arrangement should be discussed and agreed upon rather than assumed.

Compare realistic net proceeds under different selling scenarios—not simply the commission expense.

A higher asking price does not necessarily mean a higher final net result.

5. Preparing Your Home for the Market

Even if you handle the sale yourself, preparation matters.

Buyers evaluate condition, cleanliness, maintenance and how the home compares with competing properties.

Before advertising, walk through the property with a critical eye.

Start With the Basics

Address obvious maintenance concerns, clean thoroughly, remove unnecessary clutter and make sure the home is safe and accessible for showings.

Pay attention to:

• Landscaping and exterior appearance.

• Entryways and lighting.

• Flooring, walls and paint.

• Kitchen and bathroom cleanliness.

• Plumbing, electrical and mechanical concerns.

• Basement and storage areas.

• Unpleasant odors or evidence of moisture.

Don't Automatically Remodel

One of the biggest mistakes a seller can make is spending substantial money on improvements without understanding whether the market will support the investment.

A fresh coat of paint may be worthwhile. A major kitchen renovation shortly before selling may not be.

The appropriate decision depends on the property's condition, price range, competition and likely buyer expectations.

Repair what matters. Improve selectively. Avoid spending money simply because you think buyers might want something.

For additional guidance, visit my Preparing Your Home for Sale in Greater Lansing resource.

6. Marketing Your Home: Reaching Qualified Buyers

Putting a sign in the yard and advertising online are only the beginning.

Effective marketing involves reaching the right buyers and giving them enough information to determine whether the home fits their needs.

Consider the quality of your photographs, the accuracy of the property description, the platforms where your home will appear and how buyers can arrange a showing.

Photography and Presentation

Use clear, well-lit photographs that accurately represent the property.

Include important spaces, exterior features and details that help buyers understand the layout.

Avoid misleading editing or descriptions that overstate features.

Property Information

Prepare accurate information about square footage, room dimensions, improvements, utilities, taxes, association fees and other relevant property details.

Verify measurements and public-record information rather than assuming every online source is correct.

Online Exposure

Research available FSBO advertising platforms, their fees, distribution and limitations.

Not every platform provides the same exposure or reaches the same buyers.

If you consider a limited-service MLS listing arrangement, understand precisely what services are included, what responsibilities remain yours and what additional fees may apply.

Fair Housing

Advertising and showing practices must comply with applicable fair housing laws.

Describe the property and its features rather than expressing preferences about the kinds of people who should purchase it.

Establish consistent showing procedures and apply them fairly.

7. Showing Your Home Safely

When selling independently, you're responsible for arranging appointments and determining how to manage access to your property.

Consider establishing a consistent process for:

• Scheduling and confirming appointments.

• Verifying visitor information appropriately.

• Protecting valuables, medications and sensitive documents.

• Keeping pets secure.

• Maintaining a record of appointments.

• Following up after showings.

Avoid allowing unknown visitors unrestricted access to your home.

For your personal safety, consider having another trusted adult present during showings.

Also be careful when responding to unsolicited offers, requests for personal information or unusual payment arrangements.

8. Understanding Buyers and Their Financing

An interested buyer is not necessarily a buyer who can complete the purchase.

Before making major decisions, understand how the buyer intends to pay.

A financed buyer may provide a lender preapproval, while a cash buyer may provide appropriate verification of available funds.

Neither automatically guarantees a successful closing.

Financed transactions may involve:

• Mortgage underwriting.

• Appraisal requirements.

• Property condition requirements.

• Loan-related deadlines.

• Additional documentation.

• Changes in the buyer's financial circumstances.

A buyer's offer should be evaluated on more than price alone.

Financing strength, contingencies, earnest money, timing and overall terms all matter.

9. Evaluating an Offer

Receiving an offer is an important milestone, but it is not the end of the transaction.

Before accepting, understand the full agreement.

Questions worth reviewing include:

• What is the purchase price?

• How is the buyer financing the purchase?

• What earnest money is being offered?

• What inspection rights and deadlines apply?

• Are there appraisal or financing contingencies?

• Is the sale contingent on another property?

• What personal property or appliances are included?

• Are the buyer's requested concessions reasonable?

• When will closing and possession occur?

• What happens if a deadline is missed or a party defaults?

An offer with the highest price is not always the offer with the most favorable terms.

For legal questions about contract language, obligations or enforceability, consult a qualified Michigan real estate attorney.

10. Michigan Seller Disclosures and Property Information

Michigan homeowners selling residential property may have disclosure obligations under the Michigan Seller Disclosure Act.

Many transactions involving residential property of one to four units require a seller disclosure statement, although statutory exemptions exist for certain transfers.

A FSBO sale is not automatically exempt simply because no real estate agent is involved.

Additional disclosures or requirements may apply depending on the property and circumstances.

For example, federal lead-based paint disclosure requirements generally apply to many residential properties built before 1978.

Sellers should also consider whether there are relevant issues involving title, boundaries, improvements, permits, association restrictions or known property conditions.

Do not assume that selling independently eliminates disclosure responsibilities.

Because legal requirements and exemptions can vary, use current official forms and obtain legal advice when needed.

Helpful Official Resources

 

 

NAR research on FSBO transactions 

Michigan Seller Disclosure Act 

EPA lead-based paint disclosure requirements

11. From Accepted Offer to Closing

Once an offer is accepted, several important steps may remain.

Depending on the transaction, these may include:

1. Delivering the earnest money as required by the agreement.

2. Coordinating inspections and any resulting negotiations.

3. Providing requested title and property information.

4. Monitoring financing and appraisal contingencies.

5. Resolving title or lien issues.

6. Confirming agreed repairs and other obligations.

7. Reviewing the closing statement and final figures.

8. Coordinating utilities, keys, occupancy and possession.

A title company or settlement provider may assist with portions of the closing process, but it should not be assumed that the provider represents either party's legal interests.

A Michigan real estate attorney can help review agreements and address legal questions.

Keep written records of communications, agreements, amendments and important deadlines.

12. Should You Sell Independently or Work With a REALTOR®?

The answer depends on your situation.

Selling independently may be more practical when you already have a qualified buyer, understand the process and are comfortable handling marketing, negotiations and transaction coordination.

Professional representation may be worth considering when you need broader market exposure, assistance with pricing, negotiation experience, transaction management or help navigating an unfamiliar situation.

Before deciding, ask yourself:

• Do I have the time to handle inquiries and showings?

• Do I understand the current competition?

• Can I evaluate buyer qualifications and offers?

• Am I comfortable negotiating repairs and contingencies?

• Do I understand the disclosures and contractual obligations?

• Have I compared the likely net proceeds of different approaches?

There is no requirement to make the decision before gathering information.

A thoughtful decision begins with understanding your options.

13. What If Your Home Doesn't Sell?

A home that doesn't sell isn't necessarily a bad property.

It may be a matter of pricing, presentation, exposure, market conditions or buyer expectations.

If you've been marketing your home without the results you expected, consider reviewing:

• The number and quality of inquiries.

• Showing activity and buyer feedback.

• Competing listings.

• Recent comparable sales.

• The property's presentation.

• The asking price relative to current conditions.

Before reducing the price, identify what the available evidence suggests.

Sometimes an adjustment is appropriate. Sometimes better photographs, clearer information or improved showing access can help.

A review should consider the complete situation rather than automatically assuming the price is the only problem.

14. A Resource for Greater Lansing Homeowners

My real estate work has always centered on helping people make informed decisions.

I serve homeowners throughout Greater Lansing, with particular emphasis on Delta Township, Grand Ledge, Holt and Delhi Township, as well as surrounding communities.

My experience includes traditional home sales, downsizing, estate and probate properties, relocation, divorce-related housing transitions and the sale of longtime family homes.

I understand that homeowners have different priorities and circumstances.

If you decide to sell independently, I respect that decision.

And if you'd like a professional perspective before proceeding—or at some point during the process—I'm available for a conversation.

15. Would You Like a Professional Perspective on Your Home?

You don't have to commit to listing your home to ask questions.

If you're considering a For Sale By Owner sale, I'd welcome an opportunity to learn more about your property and your plans.

We can discuss your home's condition, recent comparable sales, current competition and what may affect its market position.

I don't offer an unsupported price opinion on the spot. If a meaningful pricing discussion is appropriate, I'll want to research the property and market first.

And if you're comfortable with it, I would welcome an opportunity to preview the home so I can better understand its features and whether it might be suitable for buyers I work with.

A preview is not a promise that I have a buyer, and any potential representation or compensation arrangement would be discussed separately.

There's no obligation to list your home.

Let's begin with a conversation about what you're trying to accomplish.

Mike Bowler, Associate Broker
eXp Realty
SRES® | CRB® | ePRO®
Greater Lansing, Michigan

Expect The Best.

Visit MikeBowler.com or Your Next Step Starts Here.

Frequently Asked Questions About Selling For Sale By Owner in Greater Lansing

Can I sell my home without a REALTOR® in Michigan?

Yes. Michigan homeowners generally may sell their own property without hiring a real estate broker. They remain responsible for complying with applicable disclosure, contractual and other legal requirements.

How do I determine the right asking price for my FSBO home?

Start by examining recent comparable sales, current competing listings, property condition and relevant market trends. Automated estimates may be useful as one reference, but they should not replace property-specific research. A professional comparative market analysis or appraisal may provide additional information.

Do I have to pay a real estate commission if I sell my own home?

There is no automatic requirement to pay a listing brokerage when you sell independently. However, if a buyer is represented by a broker, compensation may become part of the discussion or offer. Any agreed compensation should be clearly documented. Brokerage compensation is negotiable and not set by law.

Can a buyer working with a REALTOR® purchase my FSBO home?

Yes. Buyers represented by real estate professionals can purchase FSBO properties. The parties should clarify agency relationships, showing arrangements, communications and any proposed compensation before proceeding.

Do I need to complete a seller disclosure statement in Michigan?

Many Michigan residential sales require a seller disclosure statement, subject to statutory exemptions. Selling FSBO does not itself eliminate disclosure obligations. Consult the applicable law and obtain legal guidance if you're uncertain.

Can I advertise my FSBO home on the MLS?

Some brokerage firms offer limited-service listing arrangements that may provide MLS exposure. Services, eligibility, fees and seller responsibilities vary. Review the agreement carefully to understand exactly what is included.

Should I get an appraisal before listing my home?

An appraisal may be helpful in some circumstances, particularly when there is uncertainty about value or a unique property. However, not every seller needs a prelisting appraisal. Comparable sales and current market competition should also be considered.

What if a buyer wants an inspection?

Inspection rights and procedures depend on the purchase agreement. Buyers may request inspections, repairs, credits or other concessions. Sellers should understand the contractual deadlines and obligations before responding.

Who prepares the purchase agreement for a FSBO transaction?

The parties need a legally appropriate written agreement. A Michigan real estate attorney can prepare or review documents and provide legal advice. Publicly available forms may exist, but sellers should not assume that a generic form addresses every circumstance.

Can I talk with Mike Bowler without agreeing to list my home?

Yes. I'm happy to discuss your plans, learn about your property and explain how I approach market research. A conversation does not obligate you to enter into a listing agreement. Any additional services or representation arrangements would be discussed separately.