How to Run an Estate Sale: Personal Property Liquidation Guide for Executors

Quick answer

An estate sale is a public sale of a deceased person's personal property — furniture, clothing, collectibles, artwork, tools, kitchen items, and anything else that hasn't been distributed to specific beneficiaries. Estate sale companies typically handle all logistics (inventory, pricing, advertising, staffing, checkout) in exchange for 25–40% of gross sales. DIY estate sales are possible but require significant time and organizational effort. The executor's most important decisions are: which items to sell vs. distribute to heirs, whether to hire a professional estate sale company, and how to handle family members who want to purchase items before or during the sale.

Before the Sale: What Belongs to the Estate

Critical warning

Nothing should be removed from the estate property — by family members, friends, or anyone else — until the executor has completed an inventory and determined which items are specifically distributed per the will and which are estate property available for sale. Items removed before inventory constitutes misappropriation of estate assets, even if well-intentioned. If items were removed before you secured the property, document what was taken and by whom — these items must be valued and accounted for in the final distribution.

The Sorting Process

Before an estate sale company arrives, you need to sort items into three categories:

| ContentContentsContentDisposition** | | --- | --- | --- | | Specifically Bequeathed | Items the will specifically names and directs to specific beneficiaries: 'My diamond ring to my daughter Jane'; 'My 1965 Ford Mustang to my grandson Tom' | These must be set aside and NOT included in the estate sale. They belong to the named beneficiary as of the date of death. | | Residuary Estate — Distribute | Items family members want and can agree on distribution; or items the executor distributes per family consensus if no specific bequest | Distribute to heirs with documented agreement. See EP-5 for conflict resolution. | | Residuary Estate — Sell | Everything else — items no heir wants to keep; items needed to raise cash for debts or tax obligations | Include in estate sale. Proceeds go to estate bank account. |

Option A: Hire a Professional Estate Sale Company

For most estates with substantial personal property, a professional estate sale company is well worth the commission. They bring: appraisal expertise (especially for antiques, collectibles, and jewelry), an existing customer base of buyers, staffing and logistics, secure payment processing, and cleanup — freeing you to focus on other probate tasks.

| ContentWhat to Look ForContentQuestions to Ask** | | --- | --- | --- | | Commission | 25–40% of gross sales is the typical range. Lower commissions often indicate less experienced companies or less comprehensive services. | What does the commission cover? Does it include advertising, staffing, and cleanup? | | Insurance | The company should carry liability insurance for their staff and for items in their care. | Can you provide a certificate of insurance? Who is liable if an item is damaged or stolen during the sale? | | Pricing expertise | Look for companies with demonstrable experience in the types of items in the estate. An appraiser who specializes in furniture may undervalue jewelry. | Have you sold similar estates? Who does your pricing and what is their background? | | Contract terms | Review the contract carefully: commission rate, minimum fees, who handles cleanup, what happens to unsold items, how proceeds are paid and when. | When will proceeds be remitted? What is the minimum guarantee if any? | | References and reviews | Check Google reviews, Yelp, and the National Estate Sales Association (estatesales.org) member directory. | May I contact 2-3 families whose estates you recently handled? | | Family member policies | Many estate sale companies do not allow family members on-site during the sale — too emotionally difficult and creates favoritism perception. | What is your policy on family member attendance and purchases? |

National Estate Sales Association (NESA)

The National Estate Sales Association (estatesales.org) maintains a directory of member companies who have agreed to a code of ethics. NESA membership is a useful screening criterion — not a guarantee, but a baseline of professional standards. EstateSales.net and EstateSales.org also list sales and company reviews in your area.

Option B: DIY Estate Sale

Running the estate sale yourself saves the 25–40% commission — but requires significant time, organizational effort, and emotional bandwidth. Consider this path only if the estate's personal property value is modest (under $10,000–$15,000 total), you have help, and you are prepared for the emotional experience of watching strangers examine and purchase a loved one's belongings.

DIY Timeline (Minimum 3 Weeks)

Week 1: Complete inventory. Photograph every item. Research comparable prices on eBay completed sales, LiveAuctioneers, and Google. Price items to sell — estate sale pricing is typically 30–60% of retail replacement value.
Week 2: Advertise. Post on EstateSales.net, EstateSales.org, Craigslist, and Facebook Marketplace with detailed photos. Send press release to local estate sale newsletters. Post signs in neighborhood.
Week 3, Sale Day: Stage items attractively by category. Staff the sale with at least 2–3 people. Accept cash and card. Issue receipts for all sales. Keep an eye on high-value items.
After Sale: Donate remaining items to charity (obtain receipt for estate tax purposes). Hire a junk removal company for remaining items. Document all donations and disposals in the estate accounting.

Pricing Strategy: What Estate Sale Pricing Looks Like

| ContentGeneral Pricing GuidelineContentWhere to Research Comparable Sales** | | --- | --- | --- | | Furniture (non-antique) | 20–40% of retail replacement value; heavily condition-dependent | Craigslist, Facebook Marketplace, OfferUp for local comps | | Antiques and collectibles | Requires specialist knowledge; can be dramatically above or below retail | LiveAuctioneers.com (completed sales), eBay completed listings, Kovels.com | | Jewelry | Always have appraised before pricing; even costume jewelry can be valuable | Estate jewelry appraiser; gem-testing for precious stones | | Books | Most paperbacks and common hardcovers: $0.25–$2; rare/collectible books: research individually | BookFinder.com, AbeBooks.com completed sales | | Kitchen items / household | $0.25–$5 for common items; more for high-end cookware or appliances | eBay completed listings for comparable brand/condition | | Art (non-collectible) | Highly variable; most estate art sells for $5–$100; investment-grade art requires specialist | For significant art: consult an art appraiser or auction house | | Tools and equipment | Research specific brand/model; power tools retain value well | eBay completed listings for same model; local hardware resellers | | Clothing | Modest value unless designer/vintage; $1–$10 for standard; consignment for high-end | ThredUp, Poshmark for comparable designer items |

After the Sale: Unsold Items

A well-run estate sale typically sells 60–80% of items. Here is the decision tree for what remains:

Family claim: Give remaining family members one final opportunity to claim items — with a specific deadline (48 hours after sale concludes).
Consignment: High-value unsold items (antiques, collectibles, jewelry that didn't sell) may perform better at consignment shops with specialized clientele.
Charity donation: Donate remaining items to a qualified 501(c)(3) organization. Obtain a written receipt — it may be deductible as a charitable contribution of the estate. Habitat for Humanity ReStore accepts furniture and appliances; Goodwill, Salvation Army, and local nonprofits accept general household items.
Junk removal: For what remains after donation offers, hire a licensed junk removal company. Document the disposal in the estate records. Costs are estate expenses.
Document everything: Keep records of what was sold (sale receipts or company's itemized report), what was donated (receipts), and what was disposed of. This documentation is required for the final estate accounting.