What Is an Estate Sale?

How does an estate sale work?

A professionally-run estate sale is a structured, multi-day event designed to liquidate everything inside a home. Here’s a breakdown of what you can expect:

1. Consultation: The estate sale company will evaluate the items in your home and estimate the potential sales revenue. They will outline pricing structures, commission rates, and the services they provide. You’ll be asked to sign a sale agreement.
2. Sorting: Your items will be categorized, displayed, and staged to create a retail-like shopping experience inside the home.
3. Pricing: The company will research the market value of each item and assign prices, sometimes with input from a certified appraiser.
4. Marketing: To attract buyers, the sale will be promoted through online listings, social media, local advertising, and email lists.
5. Selling: The estate sale company staff will manage the event, process payments, and oversee any negotiations. Some companies may also offer online bidding for specific high-value items.
6. Cleanout: After the sale, any unsold items will be donated, sold in bulk to resellers, or hauled away for disposal. Some companies will handle the entire cleanout process, leaving the home empty and ready for sale. Others will offer cleanout options with separate fees.

How much does an estate sale cost?

The cost of your estate sale will typically be based on a commission structure, meaning the company will take a percentage of the total sales revenue rather than charging you an upfront fee. The rate you pay can vary by company and the value of your estate, but it usually falls between 30% and 50%.

The commission rate is most often determined after the estate sale company evaluates the home’s contents. Higher-value estimated sales often qualify for lower commission rates. If a sale does not hit the expected revenue number, your estate sale contract may allow for a higher commission rate.

Depending on the company, you may pay additional fees for professional appraisals, post-sale cleanouts, or donation and disposal services.

How much might you earn at an estate sale?

The amount you earn from an estate sale depends on the value of the items sold, the commission rate, and buyer demand. Here is what you might expect from a typical sale:

• An average estate sale generates $18,000–$20,000 in gross revenue.
• After commissions (using an average of 35%–40%), the net earnings for a typical estate sale can range from $10,800 to $13,000.

How to find an estate sale company

Here are some ways to find and evaluate estate sale companies in your market:

• EstateSales.net
• EstateSales.org
• BBB ratings and reviews
• Google Local Services Pro List
• Yelp customer reviews
• The National Estate Sales Association
• The American Society of Estate Liquidators (search directory)

Here are some established national estate sale companies that may serve your area:

• Everything But The House
• MaxSold
• Blue Moon Estate Sales
• Grasons Co.
• Aether Estate Sales Co.

»Learn more: Estate Sale Company FAQs

Questions to ask an estate sale company

It’s wise to interview and compare multiple estate sale companies. Here are some good questions to ask:

• How many estate sales have you organized in the area?
• What is your commission percentage or fee structure?
• Do you have additional fees in addition to the commission?
• What strategies will you use to market my sale?
• How do you appraise and price items?
• Do you have a certified personal property appraiser on staff?
• How long does your estate sale process take?
• Can you provide references from recent clients in our area?
• Do you have documents showing you’re fully insured and bonded?
• How do you handle security during the sale?
• How do you handle unsold items after the sale?
• How is the after-sale clean-up handled?
• How does your customer payout process work?

How Much Is Your Inherited Home Worth?

If you’re curious about how much your inherited property might be worth, get a preliminary estimate from HomeLight’s free Home Value Estimator.

Get Estimate

What items sell best at estate sales?

According to the premier auction house Lion and Unicorn, certain items tend to attract the most interest and fetch higher prices at estate sales. Some of the most in-demand items include:

• Paintings, sculptures, signed prints, and other artwork
• Collectible coins, stamps, sports memorabilia, and vintage toys
• Antique, vintage, or quality leather furniture
• Fine jewelry and luxury watches (both contemporary and vintage)
• Designer clothing and accessories, such as vintage handbags and shoes
• Rare manuscripts and first-edition, signed, or out-of-print books
• High-quality cookware and appliances like Le Creuset, All-Clad, and Griswold
• Quality, rare, or vintage musical instruments and equipment
• Outdoor furniture and garden décor such as statues or wrought iron seating
• Vintage or high-end tools and specialty equipment

Are there things you can’t sell at an estate sale?

Yes, estate sale companies follow legal and ethical guidelines that prohibit the sale of certain items. If you’re unsure whether something can be sold, check with your estate sale provider. Commonly restricted items include:

• Alcohol: Selling wine, beer, or liquor usually requires a special license
• Opened or perishable food: Health concerns prevent the sale of most food items
• Prescription medications: Federal laws prohibit the resale of prescription drugs
• Sensitive documents: Tax records, passports, and bank statements should be shredded, not sold
• Recalled or hazardous items: Some baby gear, electronics, and household goods may be restricted
• Certain weapons: Firearms, ammunition, or knives may have legal restrictions depending on state laws
• Company-restricted items: These might include adult items like pornography

Do you need to empty a house before selling it?

If you are like most people planning an estate sale, the goal is to empty the home of its belongings so it can be sold. Whether you need to sell everything in the house often depends on your selling method:

• If you’re working with a real estate agent: Some agents recommend leaving select furniture and decor for staging purposes. If the home is already empty, agents may suggest virtual staging to enhance listing photos.
• If you’re selling the house as-is for cash: If you don’t want to deal with cleaning, staging, or making repairs, selling the home as-is to a “We Buy Houses for Cash” company could be the easiest, quickest option. Many cash buyers purchase homes with remaining belongings and handle all cleanouts.

If you need a convenient, as-is cash sale, HomeLight’s Simple Sale platform can connect you with the largest network of trusted cash buyers in the country who purchase homes in almost any condition. You can receive a no-obligation cash offer within 24 hours and close in as few as 10 days — skipping repairs, showings, and clean-outs.

Next step: Sell the house with a top agent

After you’ve wrapped up the estate sale, selling the house is often the next big step. HomeLight can help:

With a top real estate agent: Whether you’re selling an inherited home, downsizing, or just starting over, partnering with a performance-proven agent can make all the difference. How much of a difference? Sales data shows that the top 5% of agents sell homes for up to 10% more than average agents.

With a cash offer: On the other hand, if you need to sell the property quickly without making repairs or dealing with showings, HomeLight’s Simple Sale platform can provide a cash offer in 24 hours, allowing you to close in a matter of days rather than months.

»Learn more: I Inherited a House and Want to Sell It: Follow These 10 Steps

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