By Chris Taylor · Updated November 2, 2026 · 5 min read
How to start an estate sale business
To start an estate sale company you need five things: a legal business, a written contract with a commission, a way to price fast and right, a way to take cash and cards, and a plan for what doesn't sell. Here's how we do each one at Taylor Family Store in Kingman, Arizona.
What an estate sale company actually does
| Service | How it works | How you get paid |
|---|---|---|
| Estate sale | You price and sell the contents inside the house over two or three days | Commission on what sells |
| Online auction | You photograph and list items, buyers bid online, then pick up | Commission, often plus a buyer's premium |
| Buyout | You buy everything for one price and resell it yourself | Your resale margin |
| Cleanout | You empty the house after the sale and leave it broom clean | A flat fee or included in your commission |
Most companies start with estate sales and add online auctions so the leftovers still sell. Decide which ones you'll offer before you talk to your first family.
1. Licenses, insurance and the legal setup
- Form an LLC. It keeps your house and savings separate from the business.
- Get a business license and a sales tax permit. You collect sales tax on what you sell at the sale. In Arizona that means a Transaction Privilege Tax (TPT) license from the Arizona Department of Revenue. Rules differ by city and state, so check yours.
- Get general liability insurance. Hundreds of strangers will walk through someone else's house.
- Open a business bank account. Client money and your money never mix.
2. Your contract and commission
Most estate sale companies work on commission: you keep a percentage of what the sale brings in, and the family keeps the rest. The most common rates are 35% to 40%, according to an EstateSales.net industry survey reported by HomeLight. Some companies charge more for small or messy houses and less for houses full of valuable pieces (Brown Button).
Your contract should say, in plain words:
- Your commission and any minimum fee.
- What's included: sorting, pricing, staffing, advertising, card fees, cleanout.
- Sale dates, and who handles what doesn't sell.
- How and when the family gets paid, with an itemized statement.
Get it in writing every time. The family is grieving or stressed. A clear contract protects both of you.
What goes in the contract
- Who you are, who the client is, and the property address.
- Sale dates and hours.
- Your commission rate, any minimum fee, and when it's taken out.
- What's included: sorting, pricing, staff, ads, card processing, security.
- Items the family is keeping, and how they're marked.
- What happens to unsold items: online auction, donation, cleanout.
- Settlement: when the family is paid and what the statement shows.
- Insurance, damage and who is responsible for what.
- Cancellation terms.
Have a local attorney review your contract once. You'll use it for years.
3. Your startup checklist
- LLC, business license, sales tax permit
- General liability insurance
- Business bank account
- A written contract
- Card reader and a phone that takes Tap to Pay
- Price tags, a tag gun or string tags, and a label printer
- Folding tables, display cases for jewelry, extension cords
- Sale signs and arrows
- A cash box and a way to count the drawer at close
- A website with a page for every sale
- An email list for your buyers
4. How to get your first clients
Families rarely search for you until the day they need you. They ask people they already trust. Introduce yourself to those people first:
- Real estate agents who list homes after a death or a move.
- Estate and probate attorneys and executors.
- Senior living and assisted living staff who help families with moves.
- Moving companies and senior move managers.
- Churches and community groups in your area.
Bring a one-page sheet: what you do, your commission, and a photo of a sale you ran. Your first sale, even a small one, gives you photos and a story to show the next family.
5. Walk the house and price it
Bad pricing sinks sales. Price too high and things don't sell. Too low and you leave the family's money on the table. Look up what the same item actually sold for, not what people are asking. We photograph each piece and Estate Sale Room shows recent sold prices, then we write the tag.
Pull the best pieces aside for online selling or the online auction. A good watch or a piece of sterling can bring far more online than at the sale.
6. Stage the house
- Group like with like: kitchen in the kitchen, tools in the garage, jewelry in a case near the checkout.
- Put the best pieces where people see them first.
- Clear walkways. Mark rooms that are off limits.
- Price every item. Unpriced things slow down the line.
7. Get people to the sale
- List the sale on estate sale listing sites with lots of photos.
- Post a page for the sale on your own website with dates, hours and the area.
- Email your list. Your regular buyers are your best buyers.
- Put out signs the morning of the sale.
8. Run the sale days
- Numbers at the door. Hand out numbers before opening and let people in by number.
- Take cards, not just cash. A card reader at checkout and Tap to Pay on a phone for the driveway table.
- Day two discounts. Many companies take a set percentage off on the last day.
- Watch the small stuff. Keep jewelry and small valuables near the checkout.
9. Handle what doesn't sell
This is where families decide whether to hire you again or refer you. Sell the leftovers in an online auction, donate the rest, and leave the house broom clean. Give the family a written statement of every sale.
10. How much estate sale companies make
| Example | Amount |
|---|---|
| Sale brings in | $18,000 |
| Your commission at 35% | $6,300 |
| The family receives | $11,700 |
Illustration only. That $6,300 isn't profit: out of it you pay helpers, ads, card fees, supplies and your time. The figures come from the survey cited below. Your results will vary, and I make no claim about what you will earn.
Sources: HomeLight, citing the EstateSales.net 2023 industry survey; Brown Button.
More detail in how much estate sale companies make. Next: write your one-page estate sale business plan, or read franchise or independent.
Questions people ask
How much do estate sale companies make?
Most companies earn a commission on what the sale brings in. The most common rates are 35% to 40% according to an EstateSales.net industry survey, and a typical sale brings in $18,000 to $20,000. At 35% of $18,000 the company grosses $6,300 before paying staff, ads, card fees and supplies. Your results depend on your area and your houses.
Do I need a license to run estate sales?
Usually you need a regular business license and a sales tax permit, and some cities or states have extra rules for sales at homes or for auctions. Check with your city, county and state before your first sale.
How long does it take to set up one sale?
Plan on several days of sorting, pricing and staging for a full house, then two or three sale days, then the cleanout. Bigger houses take longer.
Should I buy a franchise or start my own?
A franchise gives you a brand and a system for an upfront fee plus ongoing royalties. Starting your own keeps your name and your money, but you need to learn the system somewhere. I wrote out the trade-offs in a separate guide.
More guides
- How to start an estate sale business
- How much estate sale companies make
- One-page estate sale business plan
- Estate sale franchise or start your own?
- See a sample estate sale company website
Do it with me, one-on-one
I set up the software, build your website, optimize it for local search and teach you everything one-on-one. $12,000, one time, under your own name. Not a franchise.