How Much Does an Estate Sale Company Charge?
What am I actually paying?
Sean Musser, Highline Owner
3/19/20254 min read
If you've never hired an estate sale company before, one of the first questions that probably comes to mind is:
"How much is this going to cost?"
It's a fair question.
The honest answer is that there isn't one standard price. Estate sale companies structure their fees differently, and the right choice isn't always the company with the lowest commission.
Understanding how those fees work will help you compare companies more confidently.
Most Estate Sale Companies Work on Commission
The majority of estate sale companies don't charge an upfront fee to conduct the sale.
Instead, they're paid based on the results of the sale. If more items sell, both the family and the estate sale company benefit.
Across the United States, it's common to see commission rates between 30% and 50%, with many companies falling somewhere in the 35% to 40% range depending on the size of the estate, the amount of work involved, and the services being provided.
While those numbers provide a helpful starting point, they don't tell the whole story.
Every Company Structures Fees a Little Differently
One thing that surprises many families is that there isn't an industry-standard contract.
While most estate sale companies work on commission, the details can vary quite a bit.
Some companies simply charge a flat percentage of the sale.
Others charge a commission plus a minimum project fee to help cover the cost of preparing the home, organizing thousands of items, researching values, photographing merchandise, staffing the sale, and advertising.
Some companies separately bill certain expenses such as cleanouts, dumpsters, specialty advertising, or credit card processing.
It's also common for vehicles, boats, tractors, farm equipment, firearms, or other high-value assets to have a different commission structure than the household contents. Selling a pickup truck or tractor generally requires a very different approach than researching and pricing several thousand individual household items.
That's why comparing two companies based only on the percentage they charge can sometimes be misleading.
Here's What Those Numbers Actually Mean
Percentages can feel abstract, so let's look at a few simplified examples.
Example One
A home grosses $10,000.
Company A charges a 35% commission, leaving the estate with approximately $6,500 before any agreed-upon expenses.
Example Two
A home grosses $25,000.
At a 40% commission, the estate sale company receives $10,000, leaving $15,000 for the estate before any agreed-upon expenses.
Example Three
A larger estate grosses $50,000.
At a 35% commission, the estate receives approximately $32,500 before any agreed-upon expenses.
These examples are simplified, but they demonstrate how commission is typically calculated.
Ask What's Included
This is where many families accidentally compare apples to oranges.
The more important question isn't simply:
"What percentage do you charge?"
It's:
"What does that percentage include?"
Some companies include nearly everything.
Others charge separately for certain services.
Ask whether the agreement includes:
Organizing the home
Researching unusual items
Pricing merchandise
Photography
Advertising
Staffing during the sale
Credit card processing
Security during the sale
Final accounting
Donation coordination
Cleanout services
Two companies may both quote a 40% commission while providing very different levels of service.
Don't Focus Only on the Percentage
This is one of the biggest misconceptions we see.
Many families naturally assume the company with the lowest commission will leave them with the most money.
Sometimes that's true.
Sometimes it isn't.
Imagine two different companies.
The first charges 30%, but the sale grosses $30,000.
The second charges 40%, but through better marketing, stronger photography, more accurate pricing, and greater buyer attendance, the sale grosses $50,000.
Here's the difference.
30% of a $30,000 sale
The estate receives approximately $21,000.
40% of a $50,000 sale
The estate receives approximately $30,000.
Even though the second company charged a higher commission, the family actually received $9,000 more.
That's why experienced sellers don't evaluate estate sale companies by commission alone.
They look at the entire process.
Should You Pay an Upfront Fee?
Some companies charge consultation fees, minimum project fees, setup fees, advertising fees, or separate cleanout costs.
Others build those costs into their commission.
Neither approach is automatically right or wrong.
What's important is understanding exactly how the company is paid before signing a contract.
If something isn't clear, ask.
A professional company should be able to explain every fee in plain English.
What About Unsold Items?
This is another area where contracts differ.
After the sale, there are almost always a few remaining items.
Before signing a contract, ask questions such as:
Can the family keep certain items?
Will remaining items be donated?
Does the company offer cleanout services?
Is hauling included?
Who pays disposal costs if they're necessary?
How long do we have to decide what happens next?
Understanding those details ahead of time prevents misunderstandings later.
A Good Company Will Welcome Questions
One thing we've learned over the years is that families usually aren't concerned about paying a fair price for professional work.
What they don't like is uncertainty.
If a company can't clearly explain how it operates, what its commission covers, or how the process works, that's worth discussing before moving forward.
Likewise, don't be afraid to ask every company for a sample contract before making your decision.
A professional estate sale company should be comfortable letting you review its agreement, ask questions, and understand exactly how it's paid before you commit.
The Cheapest Option Isn't Always the Least Expensive
Commission matters.
But it isn't the whole picture.
Ask yourself:
How many buyers does this company typically attract?
How well do they advertise?
How thoroughly do they research unusual items?
How organized are their sales?
How clearly do they communicate?
What happens after the sale is over?
Those answers often have a much greater impact on your final proceeds than a difference of five percentage points in commission.
Our Philosophy
At Highline Estate Sales, we believe families deserve to understand exactly how the process works before making a decision.
We encourage people to compare companies, read contracts carefully, ask questions, and understand exactly what's included before signing anything.
Whether you choose Highline or another estate sale company, you should know how the company is paid, what services are included, how your sale will be marketed, and what happens after the last customer leaves.
Our goal isn't simply to conduct an estate sale.
It's to help families make informed decisions, feel confident throughout the process, and receive the best possible outcome for their unique situation.