Many consumers still assume they’ll save money by selling their home without representation. It’s a belief that resurfaces every few years and often gains traction when the market shifts. Yet the data shows the opposite. For Sale By Owner (FSBO) properties routinely underperform homes listed by agents in the MLS. They sell for less, attract fewer qualified buyers, and carry greater transactional risk. WAV Group’s latest whitepaper linked below documents these findings in detail and gives MLSs a research backed resource they can share with their subscribers.
Click HERE to download the white paper.
Use code “REALTOR” at checkout for your free copy, for a limited time.
For MLSs, this is more than an interesting data point. It’s a reminder of the role MLSs play in protecting home sellers, supporting agents, and sustaining a transparent market. When MLSs publish work like this, they reinforce the value of a cooperative system that brings structure, visibility, and accuracy to the real estate transaction. Consumers may not always see that value on their own, but brokers and agents do when research makes it undeniable.
The core message is simple: homes listed with an agent in the MLS generate more exposure and stronger offers than FSBO homes. The MLS ensures every buyer has access to the same information and every seller gets broad, fair, and competitive market reach. It’s the marketplace that balances transparency with professional accountability, and it continues to outperform any alternative.
WAV Group’s whitepaper, “Why FSBOs can’t compete with REALTOR® reach” also highlights the work agents perform behind the scenes. Pricing strategy, property preparation, marketing execution, lead qualification, negotiation, contract management, and closing coordination require experience. FSBO sellers often underestimate the time, risk, and complexity involved. When things go wrong, they usually lose far more than the commission they intended to save. The research makes this clear, and MLSs are in a strong position to amplify that message to the industry.
We highly encourage MLSs to publish this whitepaper and incorporate it into their agent communications.
Use it in newsletters, broker updates, training programs, listing strategy discussions, and consumer education campaigns. It’s a tool that strengthens the industry’s narrative, reinforces the value of the MLS, and gives your subscribers the data they need to articulate the advantage of a professionally managed listing.
Reach out below if you would like us to help you get started with this effort.
