The short answer
Most professional estate sale companies charge a commission, often around 25-40% of gross sales. That percentage is not fixed: a large home full of everyday furniture in a busy metro area may land at one end of the range, while a smaller estate, fewer high-value pieces or a rural location can push the rate higher because the company has more setup and fewer buyers.
The commission is usually taken from what sells during the sale, not from what you hoped items were worth. Gross sales means the total of tagged prices actually collected, before the company's cut. Ask whether sales tax, credit-card fees or discounts on the last day are handled inside or outside that percentage so you can compare quotes fairly.
What the commission usually covers
A full-service company is selling labor and logistics, not just floor space. In a typical arrangement the commission pays for work you would otherwise do yourself or hire separately:
- Sorting and staging every room so shoppers can browse safely
- Researching and tagging prices, often with a markdown plan for later days
- Advertising the sale online, by email and with on-site signage
- Staffing the house during open hours, including a checkout and floor helpers
- Basic security: limiting entry, watching high-theft areas and managing lines
- Collecting payments, providing receipts and tracking what sold
Extra fees to ask about
Commission is only part of the bill. Before you sign, ask whether any of these are separate line items or built into the percentage:
- Minimum fee if gross sales fall below a stated threshold
- Cleanout or haul-away of unsold goods after the last sale day
- Donation pickup coordination or dump runs for items charities will not take
- Travel or mileage when the company is coming from far away
- Advertising surcharges, lockbox rental, portable toilets or extra staff on peak days
Company vs DIY vs auction vs consignment vs buyout
There is no single best path. Use this table to match your timeline, the mix of goods and how much hands-on work your family can handle. For running the sale yourself, see how to hold an estate sale.
| Typical cost | Your effort | Speed | Best for | |
|---|---|---|---|---|
| Estate sale company | Often 25-40% commission; may add minimums or cleanout fees | Low once hired; you still approve access and valuables | Usually one multi-day sale within a few weeks of signing | Whole-house liquidations when you need pros onsite and steady foot traffic |
| DIY estate sale | Supplies and your time; no commission | High: sorting, pricing, ads, staffing and cleanup | Fast if you are ready; slower if the house still needs sorting | Mostly everyday goods, local helpers and time before a move or closing |
| Auction house | Buyer's premium plus seller commission; varies by house | Medium: cataloging and drop-off or on-site auction day | Weeks to months depending on catalog size | Antiques, art, vehicles and collections where competitive bidding helps |
| Consignment shop | Shop keeps a set share when an item sells | Medium: delivering goods and checking in periodically | Slow; each piece sells on its own timeline | Select furniture, jewelry or designer pieces worth waiting for |
| Dealer buyout | One lump offer, often well below retail | Lowest: walk-through and a single decision | Fastest if you accept the offer | Tight deadlines or when you prefer cash today over maximizing every item |
10 questions to ask before you sign
Treat hiring a company like any other major vendor. A clear written agreement beats a handshake, especially when family members are not all in the same city:
- Are you insured and bonded, and can you provide proof?
- Will I get a written contract with dates, commission, fees and cancellation terms?
- Who prices items, and how are markdowns handled on day two and three?
- How do you advertise, and which listing sites or mailing lists do you use?
- How many staff will be on site, and who handles checkout and security?
- What happens to unsold items: donation, buyout, cleanout fee or left for the family?
- When do I receive payment, and will I see an itemized record of sales?
- Are credit-card fees, sales tax or discounts taken out before or after your commission?
- Is there a minimum fee if sales are lower than expected?
- Who is responsible for permits, utilities during the sale and damage to the home?
Red flags
Most established companies run transparent sales, but a few warning signs mean you should get another quote or walk away:
- Refusal to put commission, fees and payout timing in writing
- Pressure to sign before you can remove jewelry, documents or heirlooms
- No references from recent local sales you can verify
- Vague answers about insurance, staffing or what happens to leftovers
- Upfront payment with no clear schedule for the sale itself
- Pricing everything unrealistically high with no plan to markdown unsold goods
When a DIY estate sale makes more sense
Keeping the commission makes sense when the contents are mostly standard household goods, you can be at the house (or trust a local relative), and you have a few weeks to sort and tag. Families who enjoy pricing and meeting buyers often net more after expenses than they expected, especially when there are not many pieces that need specialist marketing.
Use the step-by-step how to hold an estate sale guide and the free garage sale checklist to plan sorting, pricing, ads and cleanup on a timeline. Hire a company when valuables are scattered throughout the house, travel or health limits your availability, or the closing date leaves no room for a multi-day sale.
Frequently asked questions
How much do estate sale companies charge?
Most charge a commission, often around 25-40% of gross sales. The exact rate depends on the size of the estate, the value and type of items, your location and what the company includes in its fee.
What does an estate sale company commission cover?
It usually covers sorting and staging, pricing, advertising, staffing the sale, basic security, checkout and payment handling. Cleanout, donation hauls, travel or minimum fees may be extra, so ask before you sign.
Are there fees beyond the commission?
Often yes. Common add-ons include minimum charges if sales are low, post-sale cleanout or haul-away, donation pickup help and travel costs. Get every fee in the written contract.
Is hiring an estate sale company worth it?
It can be when the house holds many valuables, you live far away or the deadline is tight. You trade commission for professional pricing, ads and labor you would otherwise supply yourself.
When should I run an estate sale myself instead?
DIY works well for mostly everyday goods, local helpers and enough time to sort and price. Follow a planning guide and checklist, and consider a company when expertise or distance would slow the sale.