How to Sell a House By Owner in Massachusetts

Regardless of how home sale commissions are reshaped in the future, buyers’ agents will expect compensation for the work they do to bring a buyer to a sale, such as arranging showings and helping to tee up and qualify the buyer. Plus, when a seller isn’t working with an agent, the buyer’s agent may end up carrying more of the workload to get the sale to the finish line.

Additional insights: For more details, see our guide on who pays closing costs when selling a house by owner.

Finally, a FSBO sale does not mean that a seller won’t need professional assistance. In Massachusetts, state law mandates that an attorney must be present at the real estate closing. Even if you find a service to get around this closing day requirement, FSBO sales typically warrant legal and professional oversight of some kind to avoid legal risk.

Most people who sell by owner in Massachusetts will hire an attorney to review and prepare their documents and ensure all the paperwork is completed properly, such as the seller’s disclosures. Later in this post, we’ll address what disclosures are required when selling a house in Massachusetts.

Why sell a house by owner in Massachusetts?

According to an NAR survey, FSBO sellers cite the top reasons for selling by owner as:

• Did not want to pay commission fee: 31%
• Sold the home to a relative, friend, or neighbor: 36%
• Buyers contacted the seller directly: 20%
• Did not want to work with an agent: 5%

While saving money seems to be a key reason, transaction data from NAR also shows that FSBO homes sold last year at a median of $310,000, significantly lower than the median of agent-assisted homes, which was $405,000.

As you can see, selling by owner in Massachusetts is a mixed bag. So, before we share our FSBO selling tips, let’s look at some pros and cons to help you decide if this is the best route for you.

Pros of selling a house by owner

• Save on listing agent commission fees, usually around 3% of the sale price.
• Full control over the home sale process.
• Direct communication with buyers without a middleman.

Cons of selling a house by owner

• FSBO listings typically sell for less.
• Homes may take longer to sell without a prearranged buyer.
• Managing all communications and negotiations is time-consuming.
• Lack of expert help can result in less favorable negotiation outcomes.
• Setting the correct listing price is challenging and risky.
• Marketing your home takes significant time and effort.
• You’ll still incur selling costs like transfer taxes and settlement fees and may pay more in seller concessions.
• Showing your home to unvetted strangers can be a safety concern.
• Without an agent, you might face legal risks related to disclosure issues.

If you’re committed to selling your Massachusetts house without agent assistance, we’ll help you navigate the pitfalls you may face. For some, selling a home FSBO is a challenge worth accepting, and success can be measured in more ways than one.

Steps to sell a house by owner

Next, we’ll provide a step-by-step guide of the nine key actions you’ll need to follow to sell your Massachusetts house by owner.

1. Prepare your home for sale

Whether you’re selling with an agent or FSBO, at a minimum, you’ll want to get your Massachusetts home clean, fixed, and presentable before any showings. This prep work will increase your chances of receiving a fair price. According to a recent HomeLight survey of more than 1,000 top agents, a staged home can sell for up to 13% more than an unstaged home.

Here are a few basic preparation tasks to put on your FSBO action list.

Indoors

These efforts will go a long way toward impressing buyers looking for a home in Massachusetts:

• Declutter floors, shelves, and surfaces throughout the home.
• Make small fixes and repairs, like a leaky faucet or broken door handle.
• Lightly update with new light fixtures, faucets, or cabinet hardware.
• Refinish hardwood floors.
• Repaint bold walls (or those that look dingy) in a neutral color.
• Reduce furniture in crowded rooms — consider a temporary storage unit.
• Stage the home with final touches like fresh-cut flowers or a basket of fresh produce.
• Use rugs to define spaces and place them strategically.
• Deep clean until the house is sparkling.
• Open blinds or drapes to show off a great view and add natural lighting. Replace any dim, blown, or missing bulbs with bright bulbs.
• Have a dedicated space or room for an in-home office to make it appealing to a remote worker.

Outdoors

Data from another HomeLight survey showed that, on average, buyers will pay 7% more for a house with great curb appeal versus a home with a neglected exterior.

Some important curb appeal upgrades can include:

• Mow the lawn and pull weeds.
• Apply fresh mulch liberally.
• Upgrade your landscaping. Consider a new walkway, flowerbed, or shrubs.
• Add a fresh coat of exterior paint.
• Install a new garage door if yours is looking old or not working properly.
• Check for weather damage from storms–loose shingles, gutter damage, or driveway crack.
• Clean and power wash outdoor decks and patio spaces.
• Make sure air conditioning is maintained, as Massachusetts summers are hot and humid.

2. Do the research necessary to set a competitive price

You’ve arrived at a pivotal moment in your sell-by-owner process: setting a Goldilocks listing price — not too high and not too low. You don’t want to leave money on the table, yet you want to encourage activity on your listing.

Before listing a property for sale, an experienced agent will conduct a comparative market analysis (CMA). This is a detailed study of “comps,” short for “comparable homes.” These are similar properties nearby that have sold recently, are pending sale, are on the market, or were previously listed but taken off the market.

In a 2023 HomeLight survey of more than 1,000 of the nation’s top agents, 28% said the biggest mistake sellers are making is overpricing their property. A CMA from a seasoned agent can help you avoid this common misstep. However, with time and research effort, a FSBO seller can set a competitive listing price.

Conduct your own “CMA Lite”

Here’s where the research and time come in to set the best selling price on your FSBO home. We’ll break it down for you, and even provide step-by-step online search illustrations

Start with an online home value estimate

Your first step is to use a few reputable online estimators to get a ballpark idea of your home’s value. HomeLight’s Home Value Estimator tool combines publicly available data (tax records and assessments) with your home’s last sale price and recent sales records for other homes in nearby neighborhoods.

We also add an extra layer of information to our estimates using a short questionnaire. Tell us a few details about your Massachusetts home, such as:

• How much repair or renovation work does it need?
• What type of home is it (single-family, condo, townhouse, or other)?
• Roughly when was your home built?
• When are you planning to sell your home?

Using these property insights, our free tool provides you with a preliminary estimate of home value in under two minutes.

Whether you use HomeLight’s home value estimate or other online estimators, remember these pricing tools are only a first step. The data in your area may be limited.

Narrowly filter your search for comps

When you’re ready to find local comps, you can choose from sites like Zillow, Trulia, Redfin, or Realtor.

You’ll want to filter your searches to the area very near your house (within blocks if possible) and with similar characteristics. If you’re not finding any comps, expand your search map.

You’ll also want to filter results by details like:

• Listing status (look at recently sold, pending, and active)
• Number of bedrooms
• Number of bathrooms
• Square footage
• Home type (single-family, condo, etc.)

Beyond the criteria we’ve listed above, the more homes you find with floor plans and an age similar to your house, the better.

Use a site like Zillow to collect your data

As an example, let’s take a look at how to filter your search for comps on Zillow.

• Navigate to Zillow.
• Type in your Massachusetts address. If a pop-up with your home’s specs appears, close it with the “X” on the top right (or sometimes you must click “Back to search” on the top left).
• Filter by “sold.” Yellow dots should appear on the map surrounding your house, and you will see all the recently sold homes on the right.

• Now, filter by the number of bedrooms and bathrooms and check the box “Use exact match.”

• Next, filter by home type.

• Next, select the “More” box. Here you can specify square footage, lot size, year built, and — crucially — the “sold in last” (time period) category.

• While still in the “More” filter box, scroll down and select to view houses that sold in the last 30 days. If you find there are not many results in your area, try expanding to 90 days. However, the further back you go, the less relevant the comps.
• If necessary, click the plus or minus buttons to widen the search area.
• Once you’ve collected data for sold houses, revise or restart the search to view active and pending listings, as well.

Invest in a professional home appraisal

If you want to reduce your workload and guesswork, top agents recommend paying an appraiser to provide a professional opinion of value for your home. Similar to an agent’s CMA, an appraiser will combine recent property data, research of the surrounding market, and information collected from a walkthrough of your home to determine an appraised value.

For a single-family home, an appraisal in Massachusetts will cost $300 to $550 — well worth it to avoid possibly over- or underpricing your house by thousands.

Make sense of your price research

Compare your home’s features against the nearby comps you collected. Hopefully, the houses you studied give an indication of an appropriate price range for your home. From there, you can make dollar adjustments based on characteristics that add value (back patios, curb appeal, an extra bedroom or home office) versus detracting from it (a high-traffic street, deferred maintenance, less square footage).

Consider the differences and similarities of your comps with the appraised value of your property to choose a price that will encourage activity (too high, and it may seem out of reach to many buyers), but will also maximize your profit.

A fenced backyard, large kitchens, designated offices, and outdoor spaces are some of the most valuable home features in Massachusetts.

3. Photograph your home

You’ll want a complete set of powerful listing photos. If done well, they’ll attract potential buyers to showings. If done poorly, you may push them away.

To give your listing an edge, hire a proven real estate photographer. While they may charge as much as $160 to $200 an hour, the ROI you’ll get will easily pay for the expense. Ask your photographer about including a video tour on their quote.

But if you do go the DIY route, make sure to:

• Use a good camera with a wide-angle lens.
• Pay attention to lighting.
• Include a photo of every room.
• Take multiple pictures of living areas, kitchens, and bathrooms.
• Try shooting different angles.

Review our guide on how to take quality real estate photos for further guidance.

4. Create a compelling listing with lots of details

Along with stunning photos, you’ll want to write an informative and compelling listing. Leverage both the listing description (a paragraph or two highlighting key features) and the property details to show potential buyers all about your home and what makes it desirable.

Tell a story with your description

Draw in potential buyers with a powerful listing description that tells a story about your Massachusetts house, including details like:

• Your home’s most unique and desirable features, like a breakfast nook or sunroom
• Recent upgrades like a kitchen or bathroom remodel, new roof, or HVAC system
• High-end appliances, materials, or finishes
• Outdoor features like a pool or patio
• Neighborhood features and amenities
• Nearby parks, walking trails, restaurants, and attractions
• Highlights in larger areas (Boston, Worcester, Springfield, and Cambridge), such as the best seafood restaurants, sporting venues, museums, and other cultural opportunities.

The listing description is your chance to sell both your home and the community. You’ll also want to write an attention-getting headline.

Provide lots of property details

Aside from writing the description, you may be prompted to enter information like:

• Age of the home
• Square footage
• Architectural style (i.e., split-level, rancher, craftsman)
• Appliances included
• Exterior building materials
• Flooring types
• HOA fees
• School zone information
• Lot size

Real estate agents and potential buyers will read the detailed “fine print” on your listing, so it’s important to include accurate and descriptive information.

5. List your home online

It’s finally time to post your Massachusetts home online. While you can create FSBO listings for free on popular search sites, you’d have to painstakingly post site by site, and your listing wouldn’t reach the majority of buyers and agents.

To give your home the most exposure, it’s wise to pay to have your home included on your local MLS (multiple listing service). The MLS is a platform agents use to share properties with one another and on major real estate sites. Posting there will feed your listing to buyers’ agent databases and to common sites buyers use.

Only licensed real estate agents and brokers who are MLS members can post to the MLS. However, you have two options to gain access: paying an agent to post for you or using a FSBO platform online.

Pay an agent to list your home on the MLS

A local Massachusetts agent may be willing to list your house on the MLS for a flat fee, without any other involvement in your real estate transaction. If you decide to go this route, ask whether the fee includes updating your listing if necessary.

Use a FSBO platform with an MLS option

You can use various paid websites to list your Massachusetts house online as “for sale by owner.” These websites offer packages ranging from about $100 to $400 for just a listing, or a larger flat fee of $3,000 to $5,000 that includes any number of additional professional marketing services.

Some of these companies display their rates on their websites, but others won’t quote a fee until you input your address or select an area of the country. A few examples include:

• unrealestate.com
• mlsmyhome.com
• ISoldMyHouse.com
• FSBO.com
• Houwzer
• Houzeo
• Homie Real Estate
• Assist-2-Sell
• Help-U-Sell

What to expect: Most of these flat-fee companies serve FSBO sellers nationwide, which can cause challenges if the assisting representatives don’t understand the local market trends in your Massachusetts neighborhood.

Whatever you choose, read the fine print carefully: some sites may have hidden fees or even take a percentage off your sale — a detour you’d rather avoid on your FSBO adventure.

Not willing to pay for the MLS?

If you’re determined to save money by foregoing the MLS in your Massachusetts market, creating a free FSBO listing on Zillow might be your top option. You can post a video and unlimited photos, and get fairly wide exposure via Zillow and the Zillow-owned Trulia.

6. Market your home

It’s time to spread the word about your Massachusetts home.

Experienced agents in the Bay State know that posting a home on the MLS is just the beginning of the marketing phase. A successful home sale requires a deliberate and targeted marketing plan to reach the best buyers and attract the highest offers.

Create a wide-reaching marketing strategy that encompasses paid advertising, printed flyers, social media posts, physical signs, and open houses. The obvious goal is to reach more buyers, which will increase the odds of receiving more offers.

Here are some of the steps you can take to market your home:

Place a sharp-looking FSBO sign by the road

Consider getting a custom yard sign rather than a generic one from Walmart that you write on with a Sharpie. You can order a custom sign on a site like Vistaprint with your contact information, plus a stand, for as little as $25 plus shipping. Note that some MLS providers may have rules about whether you can post a FSBO yard sign while your home is on the MLS.

You should also check the local ordinances in your community and your HOA’s rules about posting signs. For example, your town or HOA may limit the size or placement of for-sale or open-house signs.

Share your home on social media

Share your home across key social media platforms, and ask your friends to share, too. Many Massachusetts home shoppers are likely to look at the MLS, Zillow, Facebook, and Instagram, so you want to post on these sites and others that can add to your overall buyer fishing net.

It can also be helpful to follow real estate agent accounts to see their social media strategies to get additional ideas about what works and doesn’t work in your Massachusetts market.

Hold an open house

Try these strategies for a successful open house event:

• Share details on Facebook and Nextdoor.
• Update your MLS listing with the open house details (if you’re able to as part of paying the flat fee), or update your DIY FSBO listing.
• Place open-house signs at nearby intersections.
• Tidy up the house before potential buyers come through.
• Pass out info sheets with the address, bullet points about the house, your contact info, and perhaps one photo.
• If you can, collect visitors’ info — then follow up later to ask if they have any questions.

Find more pro tips for how to hold an open house at this link.

7. Manage home showings

If your marketing is successful, your next step will be to show your Massachusetts home to prospective buyers. Welcome to the busiest phase of the home sale process. A major reason some FSBO sellers switch to an agent is that they underestimate the time, energy, and expertise needed to manage this pivotal selling step. A Realtor also brings a comforting level of added security to the process.

To manage the logistics of showings:

• Respond to inquiries ASAP.
• Set end times if you need to fit many showings in one day. This will also create a sense of demand and urgency for buyers to place offers.
• Remove or secure valuables.
• Make sure the home is clean and tidy for showings.
• Follow up with buyers’ agents after showings to get their feedback.

Should you be present for home showings?

If you’d rather not be present for every showing, consider using a lockbox with a code to let buyers’ agents enter the house. This is standard industry practice among agents. To ensure you’re working with someone legitimate, use Google or sites like arello.com to check their Massachusetts real estate license number.

With unrepresented buyers, plan to be on the property for the showing. During a showing, we recommend you:

• Point out a few highlights of the house.
• Let buyers look without hovering.
• Be prepared to answer questions.
• Avoid the temptation to tell all; let the house and listing do the talking.

If you are able to be present during showings, keep things organized by setting appointments in a calendar and then follow up with potential buyers afterward. Try to remain detached and neutral if a potential buyer shares their feedback.

8. Evaluate offers, negotiate a deal, and make disclosures

You’ve got your first home purchase offer — congratulations! Before signing anything, make sure buyers are prequalified by a mortgage lender before going under contract.

Here are key considerations when considering an offer on your Massachusetts home:

• Vet potential buyers by requiring a mortgage pre-approval letter or proof of funds.
• Require everything in writing.
• Remember, you can counter-offer and negotiate.
• Look for a good real estate attorney. (See the next step!)

Property condition disclosure

In Massachusetts, a residential home seller is generally responsible for disclosing the condition of the home to potential buyers but is not required to fill out an official disclosure form. Massachusetts is one of the few states that still follow the old common law rule known as “caveat emptor,” or “buyer beware.” This means the buyer needs to ask the right questions and get a thorough home inspection before purchasing a property.

However, in Massachusetts, home sellers are required by law to disclose two things: the presence of lead paint in the house and the presence of a septic system on the property.

Whether required by law or not, some Massachusetts sellers may prefer to provide the disclosures before an offer has even been presented so that a prospective buyer is more informed beforehand and less likely to withdraw from a deal later on.

Though not legally required, some things FSBO sellers can include in a disclosure statement include any known defects or issues with the following:

• Structure and foundation
• Roof
• Plumbing system
• Electrical system
• Heating and cooling systems
• Presence of termites, pests, or infestations
• Condition of appliances included in the sale
• Water supply source
• Presence of other hazardous materials (asbestos or radon)
• History of flooding or water damage
• Any known zoning violations or legal disputes
• Environmental hazards or contamination
• Issues with the septic system or sewer connection
• Known easements, encroachments, or boundary disputes
• Previous fire or smoke damage

If in doubt about whether you should disclose a problem with the home’s condition, most top real estate agents would recommend you disclose it. If you know of an issue and choose not to disclose a major problem, and that defect is later discovered, you could be held liable for damage or subsequent costs.

9. Close the sale (with professional help)

Time to button up that deal.

As noted above, Massachusetts real estate laws mandate that an attorney must be present at the real estate closing.

However, whether required or not, it’s still a good idea to invest in the services of an experienced real estate attorney as you close one of the biggest and most complex deals of your life. By doing so, you’ll minimize your legal and financial risk, plus simplify the process for yourself, especially when legal paperwork is involved.

Real estate attorney fees in Massachusetts can vary depending on where you live and how much help you want or need. They generally range from $150 to $350 per hour as a state average — well worth it for professional guidance in closing one of life’s largest legal transactions.

FSBO mistakes to avoid in Massachusetts

On your FSBO journey, watch out for these major pitfalls:

• Missing out on the MLS.
• Forgetting or refusing to pay the buyer’s agent commission.
• Over- or under-pricing.
• Letting your house sit on the market too long.
• Not getting enough marketing exposure.
• Being overly fixated on any one detail.
• Not showing your home’s full potential if you don’t declutter and remove personal decor.

Alternatives to selling by owner in Massachusetts

If you decide you don’t want the hassle or pressure of selling FSBO in Massachusetts, you’ve got other viable options.

Enlist the help of a top-rated real estate agent

Ultimately, the services and price gains you can get with an experienced Massachusetts real estate agent may put more money in your pocket than FSBO. A proven agent is also better equipped to help you achieve your selling and moving timelines.

Interested in such expertise? HomeLight can connect you to top-performing agents in your Massachusetts market who have built a network of trusted local professionals. Our free tool analyzes over 27 million transactions and thousands of reviews to determine which agent is best for you based on your needs. It takes only two minutes to receive your matches.

Request a cash offer to buy your Massachusetts home

If you’d like to skip the sale prep altogether — plus avoid paying agent commissions — you can opt to sell your home as-is to an all-cash buyer instead.

For a low-stress experience, consider requesting a cash offer from HomeLight’s Simple Sale platform. Tell us a few details about your Massachusetts home, and within 24 hours, we’ll send a no-obligation all-cash offer your way. If you decide to accept the offer, Simple Sale sellers have the ability to close in as little as 10 days.

Without leaving the Simple Sale platform, you’ll also be able to compare your cash offer to an estimation of what your home would sell for on the open market so you can make an informed decision.

Ready to sell your Massachusetts home?

Unless you already have a buyer lined up, selling a house by owner in Massachusetts requires a significant investment of time and effort. You’ll need to pull your own comps, capture excellent pictures, create a listing, market the house online, field inquiries, host showings, negotiate, and close the deal. And that’s after preparing the house itself.

Remember that FSBO listings tend to sell for less than agent-assisted sales. An experienced agent who knows your Massachusetts community can make recommendations for targeted upgrades to help you maximize your sale price and get a premium offer. This can help to offset or, in some cases, more than make up for the cost of commission — while saving you time and headaches.

If you choose to go FSBO, you should have a good idea now of what to expect from the process.  Otherwise, our internal transaction data at HomeLight shows that the top 5% of real estate agents sell homes for as much as 10% more than average, and we’d be happy to introduce you to some of the best agents in your Massachusetts market.

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