After someone dies, their home is full of a lifetime of possessions. Furniture, collections, tools, books, kitchenware, art, jewelry, clothing — items that were part of a daily life. An estate sale is one of the most common ways to handle this efficiently, and when done well, it can raise meaningful funds for the estate while giving items to people who will use and value them.
Before the Sale: Important First Steps
Get executor authority
Estate property belongs to the estate — not to individual family members, even if they lived in the home. Before selling anything, confirm the executor (or administrator, if there's no will) has legal authority to sell personal property. Acting without proper authority can create legal complications.
Give beneficiaries time to identify wanted items
If the will leaves personal property to specific people, or if family members want to keep specific items, this must happen before the estate sale — not after. Schedule a family walkthrough well in advance of the sale date, document what each person wants to keep, and tag those items clearly as "not for sale." This step prevents family conflict and ensures wanted items aren't accidentally sold.
Appraise high-value items
Before pricing anything for sale, have valuable items professionally appraised: jewelry, art, antiques, firearms, coins, vintage items, or anything you suspect may have significant value. An appraisal ensures you don't inadvertently sell a valuable piece for a fraction of its worth. Many estate sale companies include this service; independent appraisers can be found through the American Society of Appraisers.
Hiring a Professional Estate Sale Company
For most estates, a professional company is worth the commission. What to look for:
- Experience with the type of items in the estate (a company specializing in antiques is valuable if there are significant antiques)
- Strong local reputation and verifiable references
- Clear written contract specifying commission rate, sale dates, advertising plan, what happens to unsold items, and cleanup responsibilities
- A marketing plan: professional photos, listing on major estate sale sites (EstateSales.net, EstateSales.org, Estatesales.com)
What they handle
- Professional pricing of every item using current market research
- Setup and staging of the home for optimal sales flow
- Advertising to their existing client base and online listings
- Staffing and checkout management during the sale
- Post-sale cleanup and options for unsold items
Running a DIY Estate Sale
If you choose to run the sale yourself:
Pricing
Research current prices before setting anything. eBay sold listings (filter for "sold" not just listed), Facebook Marketplace, and local estate sale company listings are the best references for current market values. Don't price based on sentimental value or what the item cost new — price based on what it sells for today. Overpriced items don't sell; you'd rather sell most things at the right price than have 40% of the sale left over.
Advertising
- List on EstateSales.net and EstateSales.org — buyers specifically look here
- Facebook Marketplace and local community groups
- Craigslist listing with photos
- Yard signs in the neighborhood 2–3 days before the sale
Sale day logistics
- Have enough staff — at minimum, one person at the door managing entry, one handling checkout, one on the floor
- Accept cash and mobile payment (Venmo, Zelle, PayPal, Square)
- Lock away or remove any items not for sale before the public enters
- Keep jewelry and very small high-value items in a display case or behind a staffed table
- Consider a "half price" period in the final hours to move remaining inventory
What Happens to Unsold Items
Plan for this before the sale — a complete sell-out is rare. Options:
- Post-sale estate buyout (the sale company or a picker buys remaining items as a lot)
- Online selling (eBay, Facebook Marketplace, Craigslist)
- Auction consignment
- Donation to Goodwill, Habitat for Humanity ReStore, local charities
- Junk removal for items that can't be sold or donated