The Tri-Cities housing market has cooled from its pandemic-era fever pitch. While some price segments are nearing balance, it remains — by most metrics — a seller’s market. And in those conditions, it’s tempting for some homeowners to think they can go it alone and save big with a For Sale by Owner (FSBO) listing.

It’s a myth. And here’s why.

Despite common assumptions, real-world data paints a very different picture. Many FSBO sellers eventually turn to a Realtor® after discovering the realities behind marketing, negotiating, and closing a home sale.

According to the National Association of Realtors® (NAR) 2024 Profile of Home Buyers and Sellers, FSBOs now account for just 7% of all home sales — the lowest share ever recorded. Meanwhile, 90% of sellers closed their deals with the help of a professional agent, a figure that has edged upward even in an era of digital listing tools and market transparency.

So, why is FSBO fading even as technology is advancing?

The answer: expertise still matters.

“Even with the tremendous equity gains homeowners have had, no one wants to leave money on the table,” says Jessica Lautz, NAR deputy chief economist. “An agent can help determine the best selling price and craft a marketing strategy that attracts qualified buyers. Buying and selling a home is likely the largest financial transaction of one’s life — and sellers want professional representation.”

FSBO’s share has been declining for nearly 40 years. In 1985, roughly one in five home sales were FSBOs. Today, even after including intra-family transactions (which account for 40% of FSBOs), that number has shrunk to single digits.

One of the most telling differences? Price.

NAR data shows the median FSBO home sold for $380,000. Homes sold with an agent closed at a median price of $435,000 — a $55,000 difference. In trying to save on commission, many owners walk away with less.

A Clever Real Estate study echoed this trend. Many FSBO sellers said they were motivated by a desire to save money or close quickly. But instead, they reported more time on market, lower offers, and more stress. Forty-three percent said buyers were skeptical of their listings because they lacked professional representation. Another 40% struggled to understand the purchase contract.

The most common reasons sellers turn to Realtors®? Broader exposure and better pricing.

Anyone can post a listing online. But professional real estate marketing is about strategic exposure — not just showing up in a feed. From quality photography and staging to timing and syndication across platforms, execution makes a difference.

And then there’s pricing — the most critical factor.

In October, 42% of homes in the Tri-Cities sold only after a price reduction. The average markdown? $20,691. Stories about bidding wars and above-asking-price closings get the headlines, but they are not the norm.

Setting the right price is both an art and a science. It requires daily engagement with market trends, comparable sales, and local buyer demand. That’s where a professional excels.

Think of it this way: you wouldn’t handle a complex legal case without a lawyer or diagnose a health issue without a doctor. Real estate is no different. It’s one of the most complicated — and financially significant — decisions you’ll make. That’s why savvy sellers don’t go it alone.