Disclaimer: This guide is general information, not legal, tax, or financial advice. Rules about who can sell estate property, and when, vary by state and by whether the estate is in probate or held in a trust.
TL;DR
- What it is: An estate sale is a sale of a home’s contents, usually held on-site and run by a professional company that prices, advertises, staffs, and settles the sale.
- What it costs: Most companies charge a commission on gross sales. Commonly reported ranges are roughly 30%–50% (HomeLight) or 25%–45% (EstateSales.org). A 2024 EstateSales.NET survey of 774 businesses reported a nationwide average of 40%.
- Watch for extra fees: cleanup, trash removal, advertising, and donation pickups may be billed separately. Get every fee in the written contract.
- Before you sign: confirm who has legal authority to sell, let family remove keepsakes, and appraise high-value items.
- Alternatives: auctions, consignment, online sales, buyouts, donation, or an estate cleanout.
What is an estate sale?
Short answer: A sale — usually in the home — of most or all of a household’s contents, typically after a death, a move to senior living, or downsizing.
Unlike a garage sale, an estate sale usually includes the whole house: furniture, kitchenware, tools, art, jewelry, collectibles, and everyday items. Professional companies handle organizing, pricing, marketing, staffing, security, and payment processing. Many also offer online sales; EstateSales.NET’s 2024 survey found 51% of responding businesses use online sales platforms.
Find local companies in our estate sales directory.
How does an estate sale work, step by step?
Short answer: Consultation → contract → family removes keepsakes → company sorts, prices, and stages → advertising → sale days → post-sale wrap-up and payout.
1. Confirm who can authorize the sale
Before anything is sold, confirm the person signing has legal authority — typically the executor or court-appointed personal representative, or a trustee for trust property. If probate is open, an estate attorney can confirm whether court approval or notice is required in your state.
Rules vary by state. California is used as an example. Check your state court’s official pages, e.g., California, Florida, Texas, Illinois, or the DOJ’s court resources by state.
2. Walkthrough and consultation
The company visits to judge whether there’s enough sellable volume and value for a sale. Some will decline smaller estates or suggest alternatives.
3. Sign a written contract
The contract should spell out: – Commission rate and what it’s calculated on (usually gross sales) – Any minimum fee or setup fee – Extra charges (cleanup, trash removal, donation hauling, advertising) – Sale dates and hours – How unsold items are handled – When and how you get paid, and what sales records you’ll receive – Insurance and liability coverage – Whether the company or its staff may buy items (and how that’s disclosed)
EstateSales.org advises asking for a full breakdown of charges ahead of time.
4. Family removes what they’re keeping
Take photos, documents, heirlooms, and anything not for sale before staging begins. Mark or remove items family members are claiming.
5. Appraise high-value items
For fine jewelry, art, antiques, or collectibles, an independent appraiser can give you a value that isn’t tied to the sale company’s commission. Appraisals can also help the executor document estate values.
6. Sorting, pricing, and staging
Staff research items, price them, and arrange the home for shoppers. This is the most labor-intensive part.
7. Advertising
Companies usually list the sale on estate sale listing sites, email lists, and social media, often with photos.
8. Sale days
Sales are commonly held over a few days, often with discounts on later days. The company handles crowds, security, and payment.
9. Wrap-up and payout
After the sale, unsold items may be donated, sold to buyers, or removed — sometimes for an added fee. You should receive an accounting of sales and your proceeds per the contract.
How long does the whole process take?
It varies with the size of the home, the company’s schedule, and how much sorting is needed. We were unable to verify a reliable industry-wide timeline, so ask each company for a written schedule from walkthrough to payout.
How much do estate sale companies charge?
Short answer: Most charge a percentage of gross sales. Published sources commonly report 30%–50%, with a 2024 industry survey average of 40%.
What commission ranges are commonly reported?
| Source | Reported figure |
|---|---|
| EstateSales.NET 2024 Industry Survey (774 businesses) | Average commission nationwide: 40% |
| EstateSales.org | Commission rates of 25%–45%; 45% was the most common rate in its poll |
| HomeLight | Typically 30%–50% of total sales |
| DIYAuctions | Most companies between 35% and 50% |
These are self-reported or industry-published figures, not regulated rates. Your quote depends on your estate and market.
What affects the commission?
According to EstateSales.org and other industry sources, rates commonly depend on: – Size and value of the estate — higher-value estates may get lower percentages; smaller or lower-value estates often get higher ones because the labor is similar. – Condition and clutter — very full homes take more prep. – Company experience and reputation – Turnaround time — rushed sales may cost more. – Regional market
What other fees might you pay?
EstateSales.org notes some companies charge for staff, end-of-sale cleanouts, and charity pickups or donations. EstateSales.NET’s 2024 survey reported that additional fees such as trash removal and advertising are often passed on to clients. HomeLight notes some companies charge extra for certified appraisals or post-sale cleanouts.
Is the commission negotiable?
Sometimes. HomeLight says companies may lower their rate for estates with high-value items or if you handle part of the work yourself.
How do you estimate what you’ll take home?
Use this formula with your own quote:
Net proceeds ≈ gross sales − commission − extra fees
Example (illustrative only): if a sale grossed $10,000 at a 40% commission with no extra fees, the commission would be $4,000 and you’d receive $6,000. Gross sales are hard to predict; ask the company for a realistic range based on comparable sales.
How do you choose an estate sale company?
Short answer: Get multiple written quotes, check references and reviews, confirm insurance, and read the contract carefully.
EstateSales.org notes estate sale companies aren’t officially regulated, though professional organizations such as ASEL and NESA provide accreditation. Questions to ask: – How long have you been in business? Can I speak to recent clients? – Are you insured or bonded? – What exactly does the commission cover? What’s extra? – How do you price items, and do you research collectibles? – Do you sell online, in person, or both? – What happens to unsold items, and what does that cost? – When will I be paid, and what records will I get? – Do staff or the company buy items from the estate?
What are the alternatives to an estate sale?
Short answer: Auctions, consignment, online selling, a buyout, donation, or a cleanout — or a combination.
| Option | Best for | Trade-offs |
|---|---|---|
| Auction house / online auction | Valuable or collectible items | Seller fees; results vary |
| Consignment | Quality furniture, fashion, décor | Slower; consignor takes a share |
| Selling yourself online | Time and a few higher-value items | Labor-intensive; safety and logistics |
| Buyout | Speed; a company buys contents for a lump sum | Usually lower total value |
| Donation | Usable items, possible tax deduction | Ask a CPA about deductions |
| Estate cleanout | Low-value contents or tight deadlines | A cost rather than income |
EstateSales.NET’s 2024 survey found many estate sale businesses also offer clear-outs (69%), donation management (58%), and consignment to auctions (27%), so one company may cover several of these.
If a parent is downsizing rather than settling an estate, a senior move or home organizer can help decide what moves, what sells, and what goes. If the house will be sold, a probate realtor can coordinate timing with the contents sale.
Frequently asked questions
What percentage do estate sale companies take?
Commonly reported ranges run from about 25% to 50% of gross sales, and a 2024 EstateSales.NET survey reported a 40% average. Quotes vary with estate size, value, and condition.
Are there fees beyond the commission?
Often. Cleanup, trash removal, advertising, donation hauling, and appraisals may be extra. Get every fee in writing.
Is an estate sale worth it?
It depends on how much sellable, desirable property is in the home. Ask companies for a realistic gross estimate, and compare net proceeds against alternatives like auction or a buyout.
Can family take items before the sale?
Yes — and they should, before staging begins. Make sure distributions follow the will or trust and are approved by the executor or trustee.
Who can legally authorize an estate sale?
Typically the executor, court-appointed personal representative, or trustee. Rules vary by state; an estate attorney can confirm.
Are estate sale companies regulated?
According to EstateSales.org, they aren’t officially regulated, though industry groups offer accreditation. Check references, reviews, and insurance.
What happens to items that don’t sell?
That depends on the contract — they may be donated, sold to buyers, or removed by a cleanout service, sometimes for an extra fee.
Should I get an appraisal before an estate sale?
For potentially valuable items, an independent appraisal helps you judge prices and may help with estate paperwork.
Sources
- EstateSales.NET — 2024 Estate Sale Industry Insights Report: https://www.estatesales.net/surveys/2024-industry-survey
- EstateSales.org — How Much Do Estate Sale Companies Charge?: https://estatesales.org/how-much-do-estate-sale-companies-charge
- HomeLight — Estate Sale Company FAQs: https://www.homelight.com/blog/estate-sale-company-faqs/
- DIYAuctions — Demystifying Estate Sale Commission Rates: https://www.diyauctions.com/learn/estate-sale-commission-rates
- California Courts Self-Help — Guide to property after someone dies (personal representative’s role): https://selfhelp.courts.ca.gov/probate
- Florida Courts — Probate: https://www.flcourts.gov/Courts-System/florida-courts-help/other-resources/probate
- Texas Judicial Branch — Rules & Forms: https://www.txcourts.gov/forms.aspx
- Texas State Law Library — Probate: Informal Methods: https://guides.sll.texas.gov/probate/informal-methods
- Office of the Illinois Courts — Self Help: https://www.illinoiscourts.gov/self-help/
- U.S. Department of Justice — Court Resources by State: https://www.justice.gov/jmd/ls/state
Estate sale FAQ
What is an estate sale?
An estate sale is a sale of most or all of the contents of a home, usually held on-site over two or three days. They typically follow a death, a move to assisted living, downsizing or a relocation. Items are priced individually and buyers come to the house to shop. Many families hire an estate sale company to set up, price, advertise and run the sale.
How does an estate sale work?
The family or executor signs a contract with an estate sale company, which sorts and prices the contents, then advertises the sale online and to its mailing list. During the sale, staff handle shoppers, payments and security. Afterward, the company pays out the proceeds minus its commission, and leftover items are donated, sold to buyers or cleared out, often for an added fee.
Find estate sale organizers and home organizers, or see how much an estate sale company charges in California.