Families managing estates face crushing stress—and they'll pay fair rates for professional guidance. The key is choosing a pricing model that reflects your expertise, covers operational costs, and feels transparent to grieving clients. Here's how to structure your fees in 2024.
Commission-Based Pricing: The Industry Standard
The most common estate sales model charges 25–40% of gross proceeds as your commission. This aligns your incentive with the client's outcome: the higher the sale total, the more you both earn.
When to use this model:
- You're managing high-value estates (typically $5,000+ in total goods)
- You have established appraisal credentials and auction experience
- Clients appreciate paying only if you deliver results
The downside is cash flow. You won't see revenue until after the sale closes, which can be 4–8 weeks post-event. Many operators also charge an upfront estate evaluation fee ($200–$500) to cover initial walkthrough and itemization, deducted from final commission if the client proceeds.
Flat-Fee Model: Predictable Income
Charge a fixed rate regardless of sale total. Estate sales flat fees typically range from $1,500 to $5,000 depending on:
- Estate size and complexity
- Number of items to catalog and photograph
- Local market competition
- Your experience level
This works best for smaller estates or clients who want budget certainty. You absorb the financial risk if the sale underperforms, but you get paid upfront or on a schedule (e.g., 50% deposit, 50% at sale close).
Hybrid Model: Security + Upside
Combine a base fee with a smaller commission. Charge $1,000–$2,000 upfront plus 10–15% of proceeds over a threshold.
Example: "$1,500 flat fee + 12% commission on sales exceeding $10,000." This protects your labor while rewarding strong sales outcomes. Clients see transparency, and you maintain cash flow stability.
Hourly Consulting Rates
For appraisal-only work or pre-sale consultations, charge $75–$200 per hour depending on credentials (certified appraiser vs. generalist), location, and client tier (individual vs. law firm).
Itemized appraisals for probate, insurance, or tax purposes often command premium rates. Track time meticulously and set clear engagement scope upfront to avoid scope creep on emotional estates.
What Clients Actually Care About
Transparency wins. Include these in your written proposal:
- What's included: Photography, listing, marketing, day-of management, payment processing
- What's not: Donation coordination, estate cleanup, shipping, or storage beyond the sale period
- Timeline: How long from initial consultation to sale event to final payout
- Fee breakdown: Show where money goes (your labor, platform fees, auction listing costs, etc.)
Families trust professionals who explain fees plainly. Use plain language: "We charge 30% of sale proceeds because we handle photography, cataloging, advertising, and the 6-hour sale day."
Setting Rates by Market and Specialization
Urban markets and high-value estates support higher commissions. Rural areas often require 25–30% to remain competitive. If you specialize in mid-century modern, jewelry, or collectibles, charge premium rates—your expertise adds real value.
Review local competitors anonymously. Check what other liquidators charge in your ZIP code. Price slightly below if you're building a reputation; price at or above market if you have reviews and referrals.
Getting Found and Building Leads
List your services on Mercoly to appear in local searches when families need estate sales help. A strong profile with photos of past sales and client testimonials converts faster than a blank website. Include your pricing model in your profile to pre-qualify leads.
Frequently Asked Questions
Q: Should I charge the evaluation fee even if clients don't hire me? A: Yes, but waive it if the client books you. This discourages tire-kickers while showing confidence in your value proposition.
Q: How do I handle estates where most items are donations? A: Charge a flat fee or hourly rate. Commissions don't work when sale proceeds are low. Clarify in your proposal if you're donating items on the client's behalf or referring them to charities.
Q: What's a realistic timeline to quote clients? A: 2–3 weeks for cataloging, 1 week of marketing, then the sale event. Total: 4–5 weeks from intake to payout.
Start charging what you're worth—publish your pricing on Mercoly today and watch qualified leads respond.