HOW TO SELL YOUR OWN HOME

It’s one of the biggest secrets in real estate. Most home sellers could easily sell their own homes. Not only can sellers avoid real estate commission (a hefty amount); but they can often get a better sale price.

So, what stops home sellers from selling their homes privately?

There are four main reasons most sellers choose an agent instead of selling privately.

1. They see themselves as inexperienced.
2. They feel they lack time.
3. They don’t consider themselves “salespeople”.
4. They think agents will get a better result.

All these reasons can easily be overcome. 

CAN I SELL MY HOUSE WITHOUT AN AGENT?

Absolutely.

There are four reasons you should consider selling your home by yourself.

1. You will save thousands of dollars on real estate agent commissions. This could mean savings of tens of thousands of dollars. Maybe enough to buy a new car or take a round-the-world holiday.
2. You will almost certainly get the same – or a better – sale price. One of the greatest myths perpetrated by the real estate industry is that you’ll get a better price with an agent. In many cases, evidence suggests the opposite.
3. You will keep control and avoid the stress of being conditioned by agents. Anyone who mystery-shops agents will discover how often agents ‘bad mouth’ homes. When you sell your own home, you rarely denigrate your home.
4. You will protect the value of your home.
   Many typical agents deliberately damage the value of homes. This helps agents because the cheaper a home, the easier it sells. A failed auction, excessive advertising, hordes of strangers – all these factors damage a home’s value. But not when you sell your own home. You will use limited but effective advertising; you can identify and qualify those who wish to inspect your home. And you certainly won’t reveal confidential details and hurt your home’s value.

And don’t worry about the legal requirements. Any law firm or conveyancing company will make sure you comply with all legal requirements of selling a home. 

Please note: However you sell your home, you will need legal assistance.

STEPS TO SELL YOUR HOME YOURSELF

Six simple steps to selling your own home.

1. UNDERSTAND YOUR LOCAL MARKET.

Discover the likely value of your home. 

• Hire a registered valuer.
  For a few hundred dollars, a valuation is an excellent investment. Unlike agents, you pay valuers to give you a confidential factual report.

• Obtain a free appraisal from three agents. [Be careful: Don’t Sign Anything!]
  All agents offer free appraisals – in the hope that you will sell with their agency. Be careful: Many agents over-estimate values to entice sellers. 

• Check other homes for sale.
  Visit open inspections to gauge prices of similar homes. Be careful: Asking prices are usually higher than sale prices.
• Attend auctions. Get an idea of buyer demand. Be careful: Most homes sold at auction are undersold.
• Research Sold Prices. Go online. Check selling prices of local homes. Remember: Most homes are undersold by at least 10 percent.

2.PREPARE YOUR HOME FOR SALE.

Your home should be clean and smell nice. De-clutter and consider ‘staging’. If your home is well presented, it will sell itself.

3.MARKETING YOUR HOME.

This is one of the easiest steps. Just do what agents do – advertise your home on-line. If the market is hot or your home is sought after, you will be deluged with buyers. 

4.HANDLE ENQUIRIES.

Set a time for interested buyers to see your home. Show them around – and remember: Selling your house without an agent is easy. No one knows your home better than you.

5.NEGOTIATING.

Most agents are hopeless negotiators. Everything you need to know about real estate negotiation can be found in a 28-page booklet written by Neil Jenman. It’s called ‘The 42 Rules of Modern Real Estate Negotiation’. To download a copy, simply click here.

6.FINALISING THE SALE.

Once you’ve found a suitable buyer, simply give their details to your lawyer. Your lawyer handles all legal issues. 

THE ‘GO-WRONGS’ – When you may want help.

LACK OF CONFIDENCE affects many private sellers. Yet, there are reputable companies (many with licensed agents) who will provide guidance when you sell your house without an agent. They charge a few hundred dollars – much better than a few thousand dollars with a typical agent. At Jenman Support, we often assist home sellers to sell without agents. At no charge – other than a voluntary donation to charity.

BUYER FEEDBACK can be brutal. No one likes to hear bad things about their home. The most common comment you may hear is that your price is too high. Don’t be shaken. Just as you want the highest price, many buyers want the lowest price. Remember: If buyers love your home (and can afford to pay your price) most will buy it, despite any bluffing or negative comments. 

PRICE HAGGLING is a feared aspect of selling your home on your own. Be prepared with your rehearsed positive comments to buyers. Such as: “Based on our research, we feel our home is good value – and we’re getting strong interest.” 

Never tell anyone the lowest price you are willing to accept. Instead, turn it around and say, “We want the best available price so we are asking interested buyers to tell us the most they will offer us.”  

Finally, there is a wonderful document (non-legal and non-threatening) that you can give to any buyer who wants to make an offer. It’s called a ‘Buyers’ Price Declaration’. Download it here.  

IN CONCLUSION.

Essentially, there are three ways to sell your home.

1. BEST AGENT. If you can find a highly skilled agent who impresses you with their negotiation knowledge and ability PLUS, they charge nothing until your home is sold and you are happy, this is likely the best way to sell. But such agents are rare.
2. TYPICAL AGENT. 95% of the Australian public don’t trust agents. If you hire a typical agent, you’ll soon know why. They demand money in advance. They talk you down on your price. They bombard you with bad news and low offers. Selling your home with a typical agent is the worst way to sell.
3. SELL YOUR HOUSE YOURSELF. Or should it more truthfully be called ‘Let Your Home Sell Itself’ because that’s what happens with most homes, especially the nicest homes in sought-after locations. If you can’t find one of the best agents then, rather than a typical agent, at least give it a try at selling your home without an agent. 

HELP FROM JENMAN SUPPORT

If you’re still unsure about what to do – and you are genuinely thinking of selling your home, there are several ways Jenman Support can help and support you….

1. BEST AGENT. In some areas (not all) we do know some excellent agents. It will cost you nothing to speak with one of these agents. Click here to find an agent.
2. PERSONAL SUPPORT. If we can’t find one of the best agents, we are happy to help you pro-bono (or maybe, if you decide, a small donation to charity). If you would like to speak with Alec Jenman or one of the Jenman Supporters, please click here.
3. BOOK – ON HOW TO SELL WITHOUT AGENTS. As at mid-2025, Neil Jenman is working on another book about how to sell without agents. We do have some earlier copies of another book called ‘Real Estate Without Agents’ which contains excellent and helpful advice. If you’d like a free copy, please click here.
4. 42 RULES OF NEGOTIATION. It’s only a small (28-page) booklet, but it’s big on vital information every home seller needs to know. Whether selling with an agent or selling privately without an agent, this booklet is essential reading. Click here to download a free copy.
5. JENMAN BOOKS. Neil Jenman has written ten books with more than 2 million copies published. All are popular with consumers. To visit the Jenman bookshop, please click here.

Thank you for reading our article on How to Sell Your Own Home Without an Agent. We hope you have found it helpful.

Alec Jenman 

and all of us at Jenman Support – Real Estate Support You Can Trust.