FSBO vs Realtor Canada | Why Most FSBO Sellers Eventually Hire a REALTOR® (And Net More When They Do)

5 hours ago
4 min read

FSBO vs Realtor Canada

As someone who studies the psychology of real estate decisions — and works in this market every day — I understand why some homeowners consider selling on their own.

On the surface, it feels simple: put up a sign, post it online, save the commission.

But when we look at the actual data — and I mean recent 2024–2025 data — the story becomes very clear.

FSBO Is Now a Small Minority

According to the latest research from the National Association of REALTORS®, only 5% of homes were sold without an agent in 2025. That means 91% of sellers chose professional representation.

And this trend has been declining for decades.

Selling privately isn’t becoming more popular — it’s becoming rarer.

That alone tells us something important: when sellers understand what’s at stake, most choose professional guidance.

The Price Gap Is Significant

Here’s where it really matters.

Recent NAR data shows:

Median FSBO sale price: $360,000
Median agent-assisted sale price: $425,000

That’s roughly an 18% difference.

Even when adjusting for property type and location, independent studies (including research from Collateral Analytics and Zillow) consistently show FSBO homes selling for 5–6% less than comparable MLS-listed homes.

And that difference typically exceeds the commission sellers were trying to save.

In other words, many FSBO sellers don’t actually net more — they net less.

Why That Happens

It isn’t because sellers aren’t capable.

It’s because real estate is a marketplace built on exposure and competition.

1. Limited Exposure Without MLS®

In Canada, the MLS® system — powered nationally through the Canadian Real Estate Association — creates what economists call “network effects.”

More listings attract more buyers. More buyers create competition. Competition drives price.

When a home is listed on MLS® and syndicated through REALTOR.ca, it reaches the broadest pool of qualified buyers possible.

Private listings simply don’t generate that same reach — especially in a smaller market like Cornwall.

Zillow’s recent U.S. research on off-MLS sales showed sellers left money on the table when properties weren’t widely exposed. The principle applies here, too: visibility creates leverage.

2. Pricing Is Harder Than It Looks

Nearly 30% of FSBO sellers report struggling with pricing.

Online estimates can’t interpret:

Micro-market shifts
Buyer psychology
Competing inventory strategy
Offer timing and negotiation positioning

In my experience, pricing isn’t about guessing a number — it’s about creating momentum.

Price too high, and you sit. Price too low without a strategy, and you leave money behind.Price correctly with exposure, and you can create multiple-offer conditions.

That’s not luck. That’s positioning.

3. Stress, Paperwork & Legal Risk

Over half of FSBO sellers report the process as highly stressful.

43% admit to making legal mistakes.
64% say they didn’t achieve their desired price.
Many struggle with paperwork and negotiation.

Real estate transactions involve contracts, disclosures, deadlines, financing contingencies, inspections, appraisal negotiations — and one small error can cost thousands.

Most sellers don’t want to become contract experts overnight.

They want certainty.

Many FSBO Sellers Eventually Hire an Agent

One consumer survey found that about 21% of FSBO sellers ended up hiring an agent anyway.

And often, that happens after:

Weeks of limited showings
Price reductions
Frustration
Or a deal falling apart

Unfortunately, by that point, momentum is lost — and homes often sell for less than they would have with a proper launch strategy from day one.

First impressions in real estate matter.

Commission vs. Net Proceeds

This is where psychology comes in.

Sellers focus on the commission line item — because it’s visible.

What’s less visible is:

Underpricing by 3–5%
Poor negotiation costing another 2–3%
Weak exposure limiting competitive offers
Buyer objections that go unchallenged

If professional marketing, exposure, and negotiation increase your sale price by more than the commission — your net improves.

That’s the only number that matters.

Satisfaction Speaks Volumes

According to NAR research, 87% of sellers would recommend their agent.

That doesn’t happen by accident.

It happens because sellers recognize the value after going through the process with professional support.

Most of my business comes from repeat clients and referrals — and that tells me something important: peace of mind has value.

Especially in Cornwall

In a major metro market, private exposure might still attract traffic.

In a smaller market like Cornwall, broad MLS® visibility becomes even more critical.

We don’t have millions of passive buyers scrolling daily.

We have a defined pool of qualified purchasers — and you want every single one of them aware of your property the moment it hits the market.

That’s how you create leverage.

My Approach With FSBO Sellers

I don’t pressure anyone.

In fact, I often tell homeowners:

“If you can sell it yourself for the price you want, that’s fantastic.”

But I also offer a simple comparison:

Let me show you:

What strategic pricing looks like
What full MLS® exposure would do
What professional negotiation can protect
And what your likely net proceeds would be

No obligation. Just information.

Because when sellers see the numbers clearly — they usually make the logical choice.

The Bottom Line

The data is consistent:

FSBO is now a small minority of transactions.
Agent-assisted homes sell for more.
Off-MLS properties leave money on the table.
DIY sellers report higher stress and more mistakes.
Many end up hiring an agent anyway.

Selling a home isn’t just a transaction.

It’s a financial event.

And when the asset is worth hundreds of thousands of dollars, professional representation isn’t an expense — it’s risk management and value optimization.

If you’re considering selling privately in Ottawa to Cornwall [everywhere in between], I’m always happy to have a conversation — purely informational.

Because the goal isn’t just to sell.

It’s to sell strategically — and walk away with the strongest possible result.

Backed by market research from the Canadian Real Estate Association, the National Association of REALTORS®, and the Ottawa Real Estate Board, the data is clear: professional representation consistently delivers stronger outcomes — higher sale prices, less risk, and a smoother experience from start to finish.

If you're serious about maximizing your home’s value, start with the strategy at https://www.homegeeks.ca.

HomeGeeks.ca — Smart Strategy. Stronger Results. Real Estate Done Right.