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An estate sale set up within the living room of a home with a variety of antique furniture, artwork, and dishware on display. The overlaid text reads “Since 2006, the number of estate sales has increased by 650% nationwide. - National Estate Sales Association (NESA).”

Planning an Estate Sale? 12 Simple Tips for Netting More Cash

Real Estate Advice

by Alex Keight Posted on July 31, 2023

Have a house full of things you’re looking to offload in one fell swoop? Consider holding an estate sale! Estate sales differ from your run-of-the-mill garage sale or yard sale and are a great way to make money on a high volume of household items — from vintage furniture to everyday items like kitchenware. Curious about how to have an estate sale? You’ve come to the right place. Here’s everything you need to know about the who, what, when, where, why, and how of holding an estate sale.

What is an estate sale? 

An estate sale is essentially a large sale of someone’s personal possessions — similar to a garage sale but on a much larger scale. Estate sales include a much higher volume of sale items and can feature high-ticket items, whereas garage or yard sales are usually just reserved for offloading a handful of second-hand bargain items. 

Why do people have estate sales? 

People often hold estate sales after the death of a loved one as a way to liquidate their personal assets. However, folks also turn to estate sales as a way to declutter before a move, make extra money, or help elderly parents relocate — though these are technically called tag sales since the owner of the belongings is still alive. Although the term “estate sale” may sound slightly outdated, its popularity holds steadfast, especially as the cost of living rises. People continue to switch up their living situations, relocate to other cities, and, sadly, deal with the loss of loved ones. 

How To Make Your Estate Sale as Smooth and Successful as Possible

Although garage sales and estate sales are similar, estate sale planning is much more involved — from inventory and pricing to advertising and day-of-sale operations. Every sale is unique, depending on the reason, location, items offered, and the buyers they attract. Whatever your situation, here are our best tips on how to have an estate sale — and how to make sure everything goes as successfully and smoothly as possible. 

A young couple making an inventory list of the items they plan to sell at their upcoming estate sale. The woman is holding a clipboard with paper and the man is putting a label on a cardboard box. There are two other boxes and an open laptop on the table in front of them. 

1. Take Inventory of the Items You Want To Sell

First things first, you’ve got to decide what you want to keep, sell, or simply get rid of. If you’re holding an estate sale after a death, you’re likely looking to liquidate as many of the assets as possible. However, if you’re having the estate sale because you’re downsizing or moving, you’ll probably want to take a more discerning approach. Be sure to check the house from top to bottom for items to sell. You may be surprised at how many things you forgot you even owned!

A white, antique dish set with a pink price tag that doesn’t just say what they are and how much they are; it includes details about the set, so the buyer can feel comfortable about paying the $400 written on the tag.
(Source:  @handhestatesales via instagram)

2. Price Items Strategically

This is probably the trickiest part of holding an estate sale, especially if you’re selling items that belonged to someone else. While rare items and antiques have a somewhat consistent price, many items will vary in price depending on where the estate sale is being held. Something that fetches a high price in New England may be relative junk in Florida — and vice versa. 

Remember that buyers are objective, so try not to let emotional attachment dictate price. Determine the highest price you can reasonably ask and the lowest price that you’re willing to accept. For items you might otherwise toss or that don’t have obvious significant value, consider bargain pricing or grouping them on a table or in a bin where all items have a flat price of $1, $5, or $10.

Pro Tip: It’s always a good idea to include details about the item on the price tag, so the potential buyer understands the item’s worth. 
A professional is appraising a piece of jewelry to help determine how much it should be listed for in an estate sale.
(Source: @marthalerjewelers via instagram)

3. Get Professional Appraisals for Items of Value

We strongly recommend getting a professional appraisal of everything you’re hoping to sell in your estate sale. Professional appraisers will make sure you don’t underprice — or overprice — your items. Plus, they’ll know what certain items are worth in your specific area and help determine if things like collector’s items and jewelry are the real deal. Remember, estate sales are an entire hobby and culture for some people, and some of the most serious frequenters know that professional pricing is a key part of how to have an estate sale that’s taken seriously. 

Close-up of a hand using a cloth to polish a piece of antique wooden furniture before it’s offered up for sale at an estate sale.

4. Decide if Anything Is Worth a Quick Clean or Fix

You’d be surprised what a smidge of TLC can do for an item’s appeal. A simple shine, lick of paint, quick wash, or easy mend can turn an item destined for the trash into something worth selling. That said, not everything is worth salvaging, so weigh the time and materials it will take to fix or prepare the item versus how much it would be worth afterward.

A PODS portable storage container sits empty in a residential driveway, waiting to be loaded with items.

5. Consider Temporary Storage  

Estate sales seldom happen overnight. Choosing a temporary storage option can help relieve time pressure and free up space during the estate sale planning process. You can use a self-storage unit to safely store items while you’re planning your estate sale. Or even better? Have a PODS portable storage container delivered to you, so can store your items at home or on site where the estate sale is taking place. This gives you 24/7 access to items while you’re sorting, pricing, and prepping for your estate sale. If you need more time before holding the sale, you can also have the container taken to a secure PODS Storage Center and then delivered back to your home or another location when you’re ready to stage the estate sale.

6. Hold Your Estate Sale on a Weekend Day

For the heaviest amount of traffic and the most prospective buyers, host your estate sale on the weekend. Keep in mind that hosting your estate sale over a holiday weekend can be a toss up, though, since many people travel out of town. And never hold an estate sale on Christmas or Thanksgiving, even if it falls on a weekend.

An example of an estate sale ad, with several pictures of items that will be available at the sale, as well as a black copy block with white text that shows the details of the sale.

(Source: @changing_spaces_srs via instagram

7. Advertise Your Estate Sale and Include Pictures of Your Best Items

Part of the work involved with learning how to have an estate sale is remembering to advertise. Advertising is key to piquing the interest of buyers and getting the word out that you’re having an estate sale. There’s always a chance that a handful of people will walk or drive by, but serious buyers scour for the best sales by looking online, on social media, and in newspapers. Be sure to take pictures of your most appealing items, showcase a range of what types of things people will find at your sale, highlight rare items and bargain bins, and triple-check that the date, hours, and address are correct.

A person is doing some last-minute vacuuming around large tables and furniture pieces that are filled and precisely arranged for an easily accessible estate sale experience.

(Source: @changing_spaces_srs via instagram

8. Set Up Your Selling Area Precisely to Maximize Sales

Presentation and flow can be big factors in the success of your estate sale. Be sure to lay everything out in an obvious manner, clearly mark prices, spread your items out to keep the flow going, and avoid any layouts that can cause traffic jams. Make it easy for you to keep an eye on valuable items like jewelry, antiques, or collector’s items. If you’re hosting the sale in your current home, be sure to clearly mark any items that are not for sale. If you rent a portable container, you can hide away items you want to keep — or even use it for additional display space, since it sits right at ground level.  It provides shade and protection from the elements, and if you don’t sell everything on the first day, it will be easy to hold another sale without having to lug everything back inside and then out again.

9. Make It Clear Which Areas Are Off Limits

You see, the thing about estate sales is that they are typically held throughout the entire house — or at least that’s what prospective buyers think. In their eyes, the estate sale is basically giving them permission to snoop around every inch of the house. If there are any areas or groups of items that you don’t want strangers to rifle through, clearly mark them. Your best bet? If you don’t have access to temporary storage, keep off-limit areas out of sight, if possible, by shutting doors and hanging signs that clearly state the areas behind the doors are not included in the sale.

10. Enlist Lots of Help for the Big Day (or Days)

Estate sales are incredibly popular. At times, you may have dozens of people in the house at the same time. Cover your bases while estate sale planning by being prepared with several helpers that can mingle throughout the home. Even if their sole purpose is to direct all questions to you, that’s still a huge help! But if they want extra friend points, taking some of the stress off of you by acting as additional “cashiers” can really make a huge impact!

A woman is placing books that she wasn't able to sell at an estate sale in a box to be donated.

11. Decide If You’re Going to Donate, Discard, Auction, or Keep Any Items That Don’t Sell

In a perfect world, all your items would sell, but that’s rarely the case. But fear not, there are some next steps you can take for unsold items. If you’re really looking to make money, you can arrange to put the items up for auction, or possibly receive a tax credit by donating them to charity. Otherwise, decide if it’s something you might want to keep or would rather just donate or throw away. 

12. Familiarize Yourself With Estate Sale Tax Laws 

One of the major ways that estate sales differ from garage sales is that you’re likely to make a lot more money. This also means that it’s imperative to know and understand the tax laws surrounding estate sales, as you’ll likely owe taxes from the event. In states like Delaware, Alaska, New Hampshire, Oregon, and Montana, you may be exempt from tax of any kind from your estate sale, but this is not the case in other states. 

A magnifying glass with the words “Frequently asked Questions” showing through the center.
(Source: loufre via Pixabay

Estate Sale FAQs

Q: How do estate sales make money? 
Just like garage and yard sales do — but on a much larger scale. Estate sales typically accept several forms of payment: cash, card, app (like Venmo or PayPal), etc. Many estate sale companies also list items online, so you can actually make purchases without being there in person! Unlike small garage and yard sales, the owner of an estate sale may end up paying fees (to an estate sale company, to an appraiser, or in taxes, for example), but in the end, it’s typically a worthwhile endeavor, for sure.

Q: Do people haggle at estate sales? 
Yes. Price haggling at an estate sale is part of the fun. Consider this when pricing your items. If an item is special (on paper, not just to you), factor this into the original price, and know what the lowest offer you’re willing to take will be ahead of time. 

Q: Should you go DIY or hire a professional estate sale company? 
Holding an estate sale isn’t as spontaneous or simple as setting up a quick garage sale. You can either choose to go DIY or hire professionals to help you. A DIY estate sale is a lot of work, but it’ll give you the most control and flexibility during the process. You’ll also get to keep all the profits (minus any taxes due). The DIY route is usually the best option for people who are holding an estate sale to make money and sell their own items. 

On the other hand, hiring a professional estate sale company can save you a ton of time and effort. But that does come at a price. At minimum, you’ll have to pay a portion of your profits in the form of a commission rate. That said, some consider it money well spent, especially if the items for sale are not your own or you’re dealing with the death of a loved one and other challenges, such as selling a home or moving to a new place. 

Q: What percentage do most estate sale companies take? 
Commission rates from estate sales will vary, but generally fall somewhere between 30%-50% of gross profits. Several companies will work off of a predetermined sliding scale, meaning their commission is based on how much you rake in from your sale — as your profits increase, their commission rate goes up. 

Q: What are some tips for hiring an estate sale company to handle your sale?
If you decide to work with the pros, here are a few things to consider before choosing who to hire. 

  • Read previous customer reviews.
  • Check out the company’s BBB (Better Business Bureau) rating.
  • Observe them in action. Visit an estate sale being held by a company you’re considering hiring.
  • Show the estate sale company everything you’re planning to sell — or throw away — so they can give you the most inclusive bid. Professionals know that more inventory equals more possible sales. We’ve all heard the saying that one person’s trash is another’s treasure, right? 
  • Compare bids from at least three companies, if possible.
  • Ask about any possible additional fees.
  • Get a contract that is crystal clear on the rates and responsibilities of each party.

  • Q: What time of the year is best for estate sales?
    You may naturally assume that the typical yard sale seasons (spring, summer, and early fall — depending on where you live) would be the best time for estate sales, as well, but you may actually have a more successful sale in the wintertime. Why? Because of the lack of competition. And the fact that your sale is held inside. No matter how cold it is outside, buyers can comfortably shop!

    The idea of holding an estate sale may seem overwhelming, but there's no need to get stressed out. With these easy-to-follow tips, you're already ahead of the game and on your way to a successful sale. 



    Alex Keight is a frequent contributor to the PODS Blog who has moved 20+ times because she loves to experience new places.

    (Source for image featured at top: )

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    The article is pretty good but I disagree with a few things. Sunday may be the best day for an estate sale but we do good on Tuesday and Wednesday sales also, This is due to the limited number of sales. We do great most holidays especially Black Friday for the same reason
    Leave a Reply
    How much is it to get a pod and have it moved
    Leave a Reply 1 replies
    Looking for reputable/honest and scrupulous estate sale people in Vancouver WA. Any advice??
    Leave a Reply
    Do your have a name of a Co. that comes to the home, appraises, prices everything, and holds the sale right in the home?? Boston, ma.
    Leave a Reply
    Do you have the name of a co that comes to your home and prices everything and hold the sale right in your home? Mesa, az area
    Leave a Reply
    I would lov to speak with you also
    Leave a Reply
    Is there anyway to have a professional to sell your items at an auction site?
    Leave a Reply
    Hello - I would like to get in touch with you to ask some questions. What is the best way to reach you? What state are you from? Are you nationwide on you PODS Homepage? Thanks
    Leave a Reply 3 replies
    This was very helpful, I will use some of your info for my sale. My wife and I used PODS to move things from MI to FL and your people were so wonderful, the driver had to do a little extra work to make us happy but did it with a smile, everything came just like it was when it left MI so we were very happy with the move. Thank you all for making everything stress free. We will use PODS again if need be. I would be happy to endorse PODS they are people that care.
    Leave a Reply 1 replies
    Thank you !
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