How to Start an Estate Sale Business: Startup Checklist

Estate Sale Business Overview

An estate sale business helps a household sell most or all personal property from a home. The sale is usually held on-site, inside the home, over one or more days.

You’re not opening a store. You’re building a project-based service business. Each job has a start date, a finish date, and a clear payout at the end.

This is a business you can start small. Many owners begin solo and bring in help only on sale days. As demand grows, you can add staff and run multiple sales per month.

Before you commit, review Points to Consider Before Starting Your Business. It helps you think through the realities that hit new owners early.

How Does a Estate Sale Business Generate Revenue

Most estate sale businesses earn a commission based on the total amount sold. The commission rate varies by company, region, and the size of the sale.

Industry sources commonly describe commissions in the 30% to 50% range, with some noting averages around 35% to 40% depending on scope and services included.

Some companies also charge separate fees for add-on work. Examples include extra sale days, specialty appraisal support, or post-sale cleanout coordination.

Products and Services You Can Offer

Your “product” is the sale event. Your real service is the work that makes the sale possible.

Common pre-launch service options you can decide on include sorting, organizing, researching, pricing, staging, advertising, running checkout, and producing a settlement report at the end.

You can also choose optional services before you open. Examples include donation coordination, trash hauling coordination, shipping for select items, or online-only listings for certain categories.

Who Your Customers Are

Your customers are usually the people responsible for clearing a home and selling its contents.

That can include an executor or administrator, family members handling a parent’s move, or someone downsizing into a smaller place. Some clients are dealing with tight deadlines and high stress.

In many cases, your client is not the person shopping the sale. Your client hires you. The public shops the sale.

Pros and Cons of This Business

This business can be a strong fit if you like hands-on work and clear project deadlines. It’s tough when you want stable, predictable weeks, because each sale is different.

Pros: You can start without a storefront. You typically do not buy inventory up front. You can build strong referrals with local professionals who often serve the same clients.

Cons: Sales are physical and time-sensitive. Income can swing month to month. Some jobs come with sensitive family dynamics, security risks, and valuables you must control carefully.

Step 1: Do a Real Readiness Check

Start here, not with logos or pricing. You need to know if ownership is right for you, and if this business is the right fit.

Ask yourself this exact question: “Are you moving toward something or running away from something?” If you’re starting only to escape a job or a financial bind, that reason may not hold up when things get hard.

Now do the reality check. Are you ready for uncertain income, long hours, difficult tasks, fewer vacations, and full responsibility?

Also ask the questions most people skip. Is your family or support system on board? Do you have the skills now, or can you learn them? Can you secure enough funds to start and operate?

Passion matters too. Not because it replaces planning. It matters because when problems show up, passion helps you push through and keep solving instead of looking for a way out. If you want a deeper look at that, read How Passion Affects Your Business.

If you want a simple way to picture your future workdays, use Business Inside Look to pressure test the day-to-day reality before you spend a dollar.

Step 2: Learn the Business From Non-Competing Owners

You can learn faster by talking to people already doing the work. But be smart about it.

Only talk to owners you will not be competing against. That means a different city, region, or service area. Only talk to owners you will not be competing against.

Most owners will share lessons when there’s no risk of you taking their local clients. You’ll also get more honest answers.

Here are a few questions worth asking.

Ask what they wish they knew before the first sale. Ask what they do to avoid client confusion about what is and isn’t for sale. Ask what they do when the home has valuables and high foot traffic.

Step 3: Choose Your Business Model and Time Commitment

Decide how you will operate before you accept your first client. This choice affects your startup needs, your paperwork, and your stress level.

You can start as a solo owner-operator. That is common at the beginning. You handle planning and setup, then bring in part-time help for sale days.

You can also start with a partner if you want shared labor and shared decision-making. If you go that route, define who handles client communication, pricing decisions, and checkout control.

Investors are not common at the early stage for this type of service business. Most owners start with personal savings and grow using cash flow from completed jobs.

Also choose your schedule. Some owners run sales as a full-time business. Others keep it part-time and schedule one sale per month. Your local demand will influence what’s realistic.

Step 4: Define Your Service Scope and Sale Rules

An estate sale business can look simple on the surface. But the details matter, especially when you are working inside someone else’s home.

Decide what you will do for every job. Then decide what you will only do when it is written into the agreement.

Your core scope usually includes a home walkthrough, a written agreement, organizing and staging items, pricing items, advertising the sale, running the sale, and creating a final settlement report.

Your rules protect you. They also protect the client.

Set rules for areas that are off-limits, personal papers, medications, and items that are not for sale. Set rules for customer flow, checkout, and furniture moving so nothing becomes a last-minute argument.

Step 5: Prove Local Demand and Profit Potential

It’s easy to assume demand is there. People always need to clear homes. But your business still needs enough margin to pay you and cover expenses.

Start by checking how many estate sale companies already serve your area. Look at how far out they are booked, what they specialize in, and how they present sales online.

Then verify your numbers. A sale can bring in a lot of revenue, but your commission is only a percentage of that total. Your labor and supplies come out of your share.

This is where basic supply and demand thinking helps. If you want a simple way to frame it, read Supply and Demand and apply it to your local market.

Your goal is not to guess. Your goal is to confirm you can run a sale, cover expenses, and still pay yourself.

Step 6: Build Your Pricing Plan and Sale-Day Policies

Before your first job, define how you price your service and how you price items inside the sale.

Your service pricing needs to cover the full workload. That includes setup days, sale days, and post-sale wrap-up. Most new owners underestimate how many hours the first sale takes.

Your item pricing needs structure. Decide how you will price common household items. Decide how you will handle bundles. Decide if you will run discounts by day or by time window.

Pricing is one of the easiest places to lose control. If you want a practical guide, review Pricing Your Products and Services and apply it to both your commission and your sale pricing rules.

Also set clear sale-day policies. Examples include accepted payment methods, holding rules, who moves furniture, and what happens if a customer damages something.

Step 7: Estimate Startup Costs and Funding

You can start this business without a major buildout. But you still need real startup planning.

Your costs depend on your scale. A solo owner running one sale at a time will need basic gear. A larger operation running multiple sales in a week needs duplicate gear sets, storage space, and more staff.

Build your list of essentials first. Then price each item. Don’t forget software, marketing, and payment processing tools.

If you want a clear way to plan, use Estimating Startup Costs as your structure. It keeps you focused on what you truly need to open.

Funding can come from savings, a line of credit, or a business loan. If you need guidance on the steps, review How to Get a Business Loan so you understand what lenders usually ask for.

Step 8: Form the Business and Set Up Taxes

This step is about doing things cleanly from day one. You don’t want to fix your setup after you start taking clients.

Many small businesses start as sole proprietorships because it is simple. As the business grows, many owners form a limited liability company for added structure and separation.

Your choice depends on your risk tolerance, your tax setup, and how you plan to operate. You can review your options and then confirm your best fit with your state’s business filing office.

If you want a plain-language walkthrough, start with How to Register a Business.

At the federal level, you may need an Employer Identification Number. The Internal Revenue Service provides official guidance and tools for this step.

At the state level, you may need sales tax registration depending on your state rules and the type of sales you conduct. You may also need employer accounts if you hire staff.

Varies by Jurisdiction

Estate sales happen inside real neighborhoods, under local rules. Requirements can change by city, county, and state.

Use this checklist to verify what applies where you operate.

Business registration: Check your state Secretary of State business portal for entity filing and name rules.
State tax setup: Check your state Department of Revenue or taxation site for sales tax registration and employer accounts.
Local business licensing: Check your city or county licensing portal for general business license requirements.
Zoning and home-based rules: If you run admin work from home, check your city or county planning and zoning office for home occupation rules.
Signs and directional signs: If you place signs off-site, check local sign rules and right-of-way restrictions.
Employees: If you hire staff, check your state’s workers’ compensation rules and unemployment registration steps.

When you call an office, keep it simple. Ask what triggers a permit. Ask what forms you need. Ask how long approval usually takes.

Step 9: Set Up Banking, Payments, and Basic Recordkeeping

Separate your business and personal transactions. It keeps your tracking clean and makes tax time easier.

Open a business bank account at a financial institution. Many banks ask for formation documents and a tax identification number, depending on your setup.

Set up a way to accept payment by card. A card reader and checkout app are common choices for this type of on-site sale business.

Also decide how you will track each job. You need a simple way to record sale totals, expenses tied to the sale, and the final amount due to the client.

If accounting is not your strength, that’s normal. You can learn the basics or work with a bookkeeper. What matters is having a method you will actually use.

Step 10: Build Your Paperwork and Client Process

Your paperwork protects you when emotions run high. And in this business, emotions can run high.

Start with a written agreement that spells out scope, commission terms, timeline, and what happens to unsold items.

Also create a clear “keep versus sell” confirmation method. You need the client to confirm what stays in the home and what is part of the sale.

Build a checklist for each job. Include the walkthrough, staging days, photo day, sign plan, sale days, and wrap-up steps. That checklist becomes your quality control.

Create a simple settlement report template. It should show total sales, your commission, any approved expenses, and the final amount due to the client.

Step 11: Gather Essential Equipment and Supplies

You don’t need everything on day one. But you do need a complete basic kit that supports staging, checkout, and safe control of the space.

Start with a first-sale setup. Then expand as you run more jobs.

Pricing and Labeling

Removable price stickers and tags
String tags for items that can’t be labeled
Permanent markers and paint pens
Blue painter’s tape for temporary labeling
Clipboards and pens

Checkout and Payments

Smartphone or tablet for checkout
Card reader for on-site payments
Cash box or locking cash bag
Change bank (small bills and coins)
Calculator
Receipt printer (optional)
Power strip and extension cord
Portable phone chargers

Staging and Display

Folding tables
Table covers
Clothing racks and hangers
Portable shelving racks
Small display stands or risers
Jewelry trays or small display cases

Signage and Directional Tools

Yard signs and directional arrows
Sign stakes
Zip ties and mounting tape
Poster board and thick markers

Moving and Handling

Hand truck or dolly
Furniture sliders
Moving blankets
Ratchet straps or bungee cords
Step stool or small ladder
Work gloves

Packing and Customer Carry-Out

Boxes in multiple sizes
Packing paper and bubble wrap
Packing tape and tape gun
Bags as allowed locally
Stretch wrap for grouped items

Safety and Cleanup

First aid kit
Flashlights or headlamps
Trash bags
Disinfecting wipes
Basic gloves and dust masks as needed
Doorstops

Admin and Documentation

Laptop or desktop for admin work
Printer or scanning app
Secure document storage
Digital camera or strong smartphone camera

Step 12: Create Your Name, Brand Assets, and Online Presence

Your name and brand don’t need to be fancy. They need to be clear and consistent.

Start by choosing a business name you can actually use. Then secure the domain and matching social handles. A simple guide is Selecting a Business Name.

Next, create basic brand assets. Your minimum list is a logo, simple colors, business cards, and a clean web presence.

If you want support building your identity, review Corporate Identity Considerations and keep it practical.

Business cards still matter in this industry because referrals are local and personal. Use What to Know About Business Cards to build something clean and readable.

Signage matters too, especially for driving traffic to the home. Review Business Sign Considerations and apply it to temporary directional signs and on-site rules signage.

For your site, keep it simple. You need a service description, a service area, proof photos, and a contact form. If you need help planning it, start with An Overview of Developing a Business Website.

Step 13: Plan How People Will Find Your Sales

You need two types of marketing. One is for clients who hire you. The other is for shoppers who attend the sale.

Client marketing usually comes from relationships and referrals. Think real estate agents, estate attorneys, senior move managers, and professional organizers. You don’t need every relationship at once. You need a few strong ones.

Sale marketing needs a repeatable posting plan. You need clear photos, an easy-to-read sale description, and a direct way for people to find the address when it goes live.

Before you launch, prepare a folder of proof assets. These include sample sale photos, your rules sheet, and your service overview. That makes you look ready when a client calls.

Step 14: Prepare for Insurance, Safety, and Restricted Items

This business happens on someone else’s property. That creates risk.

Many owners carry general liability coverage before running their first sale. Some venues or clients may require proof of coverage. If you want a clear starting point, review Business Insurance and discuss your exact use case with a licensed insurance professional.

Now plan for restricted items. Estate sales often uncover medications, personal paperwork, and sometimes firearms.

Prescription medications and controlled substances should not be sold. Use drug take-back programs or other approved disposal options for unwanted medicines, and follow any local rules for other items.

If firearms appear in a home, federal rules may apply depending on how transfers are handled. When in doubt, pause and confirm the legal path before you move forward.

Step 15: Run a Practice Setup and Pre-Launch Checklist

Your first sale should not be your first test.

Do a practice setup in your garage or a spare room. Set up tables, group items, label items, and walk through a checkout flow.

Test your card reader signal. Have a backup plan if the home has poor reception. Bring a portable charger and a second device if possible.

Plan your traffic flow inside the house. Decide where people enter, where they pay, and how you keep higher-value areas controlled.

Before you accept your first booking, write down your minimum job standards. Examples include required preparation time, the client’s role in removing personal documents, and your rules for locked rooms.

When you’re ready, your final pre-launch step is simple. Confirm the basics are done correctly. Then schedule your first sale with enough time to prep without rushing.

Skills You Need to Start Strong

You don’t need to be an expert in everything. But you do need a base skill set before you promise results.

The strongest early skills are organization, pricing judgment, communication, and calm decision-making when a house is full of people.

Here are the skills that matter most at launch.

Sorting and staging items for a clean, shop-friendly layout
Basic research for value clues and category pricing
Clear client communication and boundary setting
Customer flow control and conflict de-escalation
Accurate cash handling and payment tracking
Simple photo and listing preparation
Basic documentation and settlement reporting

If you feel weak in a few areas, that’s okay. You can learn. You can also bring in a professional for tasks like bookkeeping, contracts, or tax setup so you don’t get overwhelmed.

Day-to-Day Activities You’ll Handle

This is what the work generally looks like when you are preparing for launch and running your first few jobs.

You will walk homes and confirm scope. You will organize rooms into sale zones. You will research and price items. You will stage tables and shelves so people can shop safely.

You will post the sale online, install signs, and run checkout. After the sale, you will close out the numbers and deliver a final settlement report.

A Day in the Life of an Estate Sale Owner

On a sale day, you arrive early. You do a quick safety sweep and set up the checkout area. You confirm signs are in place and visible.

When doors open, the home gets busy fast. You answer questions, manage traffic, and keep valuables controlled. You also watch exits and keep the checkout line moving.

At the end of the day, you reconcile payments and secure funds. Then you reset the house for the next sale day or for wrap-up.

Red Flags to Watch Before You Say Yes

Some jobs are not worth the risk. Saying no protects your time and your reputation.

Watch for these red flags before you sign an agreement.

The client refuses a written agreement or wants vague terms
No clear decision-maker in the family, or constant conflict
Unsafe conditions like mold, pests, unstable stairs, or heavy clutter
High theft risk with no way to control valuables
Pressure to sell restricted items like medications
Unrealistic value expectations with no flexibility
Rushed timeline that doesn’t allow proper setup

It’s tough when you need the work and want to say yes. But one bad job can cost you more than it pays.

Quick Recap

An estate sale business is a project-based service that helps households sell personal property from a home. You can start small and scale as you build demand.

Your launch plan is simple in concept. Validate your local market, define your service scope, set pricing rules, form the business correctly, build your basic kit, and create a repeatable first-sale process.

If you want extra structure before you move forward, revisit Points to Consider Before Starting Your Business and make sure you’re building something you can stick with.

Is This the Right Fit for You?

This business may fit you if you like hands-on work, clear project deadlines, and helping people through major life changes. It also helps if you can stay calm when a house is busy and decisions are fast.

It may not fit you if you need stable weekly income right away, dislike physical work, or avoid conflict and hard conversations.

Do one last self-check. Do you have the support at home, the time to prep properly, and the patience to build your first few sales the right way?

If the answer is yes, your next move is clear. Build your first-sale checklist, confirm your local requirements, and start booking conversations with non-competing owners and referral partners.

101 Step-By-Step Tips for Your Estate Sale Business

These tips cover different parts of starting and running an estate sale business.

Some will click right away, and some will not fit your style or your market.

Save this page so you can come back when your next problem shows up.

Pick one tip, use it this week, and then come back for the next one when you’re ready.

What to Do Before Starting

1. Decide if you want a solo owner-operator setup or a small team model from the start. Your answer changes your risk level, startup cash needs, and how many sales you can run each month.

2. Ask yourself the hard question early: Are you moving toward something or running away from something? If you’re only trying to escape a job or a money squeeze, that reason may fade when the work gets heavy.

3. Choose the exact services you will offer before you accept your first client. A clear scope prevents “Can you also do this?” from turning into unpaid work.

4. Set basic “house rules” for every sale, including off-limits rooms, checkout process, and what happens with large furniture. Write these rules down so they’re consistent every time.

5. Decide your compensation structure upfront, such as a commission on total sales, a flat fee, or a hybrid. Put it in writing so the client knows exactly what they are agreeing to.

6. Create a minimum sale standard so you don’t take jobs that can’t cover your time. A simple rule is “If it won’t cover setup days plus sale days, I don’t accept it.”

7. Choose your service area based on drive time and scheduling reality, not just potential revenue. Long-distance jobs can turn into all-day travel and lower profit.

8. Plan how you will handle restricted or risky items before they show up. Medications should not be sold, and firearms require a careful legal path before you do anything with them.

9. Build your first-sale equipment kit before you book a sale date. Pricing supplies, tables, signage, and checkout tools are hard to improvise at the last minute.

10. Set up a dedicated business bank account as soon as you start spending money on the business. Clean separation makes tracking and tax reporting much easier.

11. Pick a payment method that works in a busy home environment. Test your card reader and have a backup plan for weak cell service.

12. Start with a simple contract template and improve it as you learn. Your goal is clarity on scope, fees, timeline, and what happens to unsold items.

13. Decide if you will run sales only in-person, hybrid in-person plus online, or online-only listings for certain items. Each option requires a different workflow and different tools.

14. Build a basic startup budget that includes supplies, marketing, fuel, and payment fees. Scale drives cost, so your budget should match how many sales you plan to run per month.

15. Make a short list of local offices you may need to contact, like your state filing office, state tax agency, and city business licensing desk. Rules change by location, so verifying locally is part of the startup process.

What Successful Estate Sale Business Owners Do

16. They run a client walkthrough with a written checklist every time. A repeatable walkthrough stops surprises later.

17. They confirm what is not for sale before staging begins. One “keep” item accidentally sold can destroy trust fast.

18. They label everything in a way that can’t be misunderstood. Clear tags reduce customer questions and speed up checkout.

19. They stage like a small retail shop, not like a storage cleanout. Group similar items, keep aisles open, and make high-interest tables easy to browse.

20. They create a controlled checkout zone with one entrance point and a clear line. A messy checkout leads to mistakes and missing cash.

21. They protect high-value items with extra controls, like a staffed display case or a checkout counter display. Small valuables disappear when the home gets crowded.

22. They keep a written discount plan instead of negotiating randomly all day. A consistent discount schedule prevents arguments and keeps staff on the same page.

23. They use short, simple signs inside the home for key rules. When customers can read the rules, you repeat yourself less.

24. They document totals at the end of each day, not “whenever they get time.” Daily reconciliation catches problems while they’re still fixable.

25. They treat every sale like a timed project with a beginning, middle, and finish. A firm timeline keeps setup from dragging on for weeks.

26. They build referral relationships early with non-competing professionals, like real estate agents and estate attorneys. Referrals often beat cold marketing in this industry.

Running the Business (Operations, Staffing, SOPs)

27. Write your standard operating procedure for setup day before you run your second sale. The goal is to repeat what worked, not reinvent the process every time.

28. Assign clear staff roles on sale day, even with a small team. One person manages checkout, one manages questions, and one monitors the main traffic areas.

29. Use a “closed rooms” plan for private areas like bedrooms, file cabinets, and medicine storage. Controlled access protects the client and protects you.

30. Set a maximum number of people in the home at one time if the space is tight. A slower flow often leads to fewer problems and better shopping decisions.

31. Keep a basic safety plan for trip hazards, stairs, and narrow hallways. A simple approach is clear walkways, good lighting, and fewer stacked items.

32. Use a consistent pricing structure for common items so you don’t waste time guessing. Your goal is fast, fair pricing that moves items.

33. Create “bundle zones” for small items like kitchen tools, books, and décor. Bundles make checkout faster and clear clutter quickly.

34. Set a clear “hold” policy before doors open. If you allow holds, set a time limit and require immediate checkout for high-demand items.

35. Keep a dedicated cash control system, even if you accept card payments. Use a locking cash bag, frequent cash drops, and a written end-of-day count.

36. Make receipts available when requested, especially for higher-ticket purchases. Receipts reduce disputes and help customers feel confident.

37. Create a simple method for tracking large item purchases, like “sold” tags and a pickup sheet. This prevents double-selling and confusion at load-out.

38. Use a clear “customer carry-out” plan for heavy furniture. Decide if staff helps, if customers bring help, and what liability language is in your rules.

39. Set an emergency contact method for the client if they’re not on-site. You will sometimes need quick answers about an item or a room.

40. Keep cleaning supplies on hand for quick fixes like spills and dusty surfaces. A clean sale space increases trust and reduces complaints.

41. Plan your signage route before the sale day, not during it. If signs go up late, foot traffic drops.

42. Train your staff on one core rule: never guess on restricted items. If an item feels questionable, pause and confirm the correct handling.

43. Build a standard settlement report template that shows total sales, your fees, and the client payout. A clean report makes the business feel professional.

44. Pay the client on a stated timeline and keep proof of payment. Fast, organized closeout is one of the easiest ways to earn referrals.

What to Know About the Industry (Rules, Seasons, Supply, Risks)

45. Understand that rules can vary by state and even by city for business licensing and sales tax. Verify your local requirements before your first sale.

46. Many markets see seasonality in foot traffic, often tied to weather and local event schedules. Track your own sale results so you know what your area does.

47. Your inventory is client-owned, which lowers startup cost, but it also limits control. You can’t “restock” fast if the home has fewer high-demand items.

48. Pricing is part research and part local reality. A great price online means nothing if local shoppers won’t pay it.

49. Some homes will contain dangerous or sensitive items like medications, chemicals, or personal documents. Your policies must protect privacy and safety.

50. Firearms are a special category and should never be treated like regular sale items. If they appear, confirm the correct legal handling before any sale activity.

51. Expect emotional pressure from families during estate clearouts. Your job is to stay calm, stick to the agreement, and keep decisions written when possible.

52. Theft risk is real in busy sales. Your best defense is layout control, staffed zones, and reduced access to small valuables.

53. Some customers will arrive early and push boundaries. Decide your opening policy and enforce it the same way every time.

54. Weather can change attendance fast if the sale is in a location that’s hard to access. Have a backup plan for signs, parking flow, and entry safety.

55. Large items create the most confusion: furniture, appliances, and garage equipment. Pre-label them clearly and define pickup terms before the first hour of the sale.

56. The home itself sets the limits of your setup. Tight stairs, narrow hallways, and poor lighting change your staffing needs and crowd control plan.

Marketing (Local, Digital, Offers, Community)

57. Create a simple “client-first” marketing message that explains what you do and who you help. Families want clarity, not clever slogans.

58. Use high-quality photos with good lighting and wide shots of tables. People decide to attend based on what they can see.

59. Write sale descriptions that highlight categories, not long stories. “Tools, vintage décor, kitchenware, furniture” helps people decide fast.

60. Build a repeatable posting schedule for each sale. Consistent timing helps customers remember you and increases attendance.

61. Set up a Google Business Profile if you serve a defined local area. It helps clients find you when they search for services nearby.

62. Collect testimonials after successful sales and keep them short and specific. “Clear, organized, paid on time” is stronger than vague praise.

63. Create a simple portfolio page with 8–12 strong sale photos and a clear service list. New clients want proof you can handle a full home.

64. Keep your branding consistent across signs, posts, and your website. Consistency helps people recognize your sales even if they forget your name.

65. Build referral relationships with non-competing service providers in nearby areas. A few strong referral partners can outperform paid ads.

66. Offer a short “what to expect” sheet for clients before the first workday. It reduces fear and helps them cooperate with prep steps.

67. Don’t publish the exact address too early if your market has security concerns. Use a safe, standard timing rule that still supports attendance.

68. Use directional signs carefully and follow local sign rules. Some areas restrict placement in public right-of-way.

69. Add simple calls to action to your marketing, like “Join our email list for upcoming sales.” A small list grows into repeat foot traffic.

Dealing with Customers (Trust, Education, Retention)

70. Post your key rules at the entrance and near checkout. When people see the rules, you spend less time arguing.

71. Use calm, firm language when customers push for exceptions. A simple “I can’t do that, but here’s what I can do” works well.

72. Treat serious collectors and resellers with respect, but don’t let them run the sale. Your job is to be fair to everyone inside the home.

73. Keep a clear policy on negotiations so staff gives the same answer. Mixed messages create instant conflict.

74. If you use a discount schedule, announce it clearly. Customers make better decisions when they understand the timing.

75. Keep high-traffic areas staffed during peak times. A visible staff presence reduces theft and improves customer behavior.

76. When a customer claims an item is damaged, pause and verify before accepting any change. Fast refunds without verification can become a pattern.

77. Create a “large item pickup” process that prevents confusion at the door. Write down who bought it, what time pickup is, and any load-out rules.

78. Have a plan for parking and entry flow if the neighborhood is tight. Less chaos outside usually means a smoother sale inside.

Customer Service (Policies, Guarantees, Feedback)

79. Decide your return policy before the first sale and post it clearly. Many estate sales are final sale, so customers should know that up front.

80. Keep checkout simple and consistent, even during rush periods. Speed matters, but accuracy matters more.

81. Offer basic packing support items like paper and boxes when possible. It protects items and reduces breakage complaints.

82. Train staff to answer the most common questions in one sentence. Short answers reduce distractions and keep the sale moving.

83. Use customer feedback to improve your layout and signage, not to change your core rules every week. Stable rules build trust.

84. Create a lost-and-found process for the sale site. It helps you resolve issues quickly and protect your reputation.

85. Follow up with the client after the sale with a clear summary and payout timeline. A clean closeout is a customer service move, not just accounting.

Sustainability (Waste, Sourcing, Long-Term)

86. Build a donation plan for unsold items so the home can be cleared responsibly. Confirm donation rules and scheduling before the last sale day.

87. Keep recycling and trash separation simple with labeled bins. It reduces cleanup time and helps the site stay safe.

88. Use reusable totes and storage bins for your supplies instead of single-use bags. It saves money and keeps your gear organized.

89. Avoid selling or distributing medications found in the home. Use take-back programs or verified disposal guidance instead.

90. Treat unknown chemicals as a safety issue, not a quick sale item. If it’s unlabeled or suspicious, it should not be on the floor.

91. Reuse boxes, paper, and wrap from previous sales when they’re clean and safe. Small savings add up across many sale days.

Staying Informed (Trends, Sources, Cadence)

92. Check your state tax agency site for sales tax updates at least a few times per year. Changes can affect how you handle taxable sales.

93. Review local sign rules when you expand into a new city or county. What’s allowed in one area may be restricted in another.

94. Refresh your safety practices regularly, especially if you add staff. A simple safety review before each sale reduces preventable incidents.

95. Stay connected to industry education from established organizations and official guidance. You don’t need to chase trends, but you do need reliable information.

Adapting to Change (Seasonality, Shocks, Competition, Tech)

96. Build a hybrid option for select items if your local market supports it. Some categories move faster online than they do on tables.

97. Create a weather plan for signage, entry mats, and traffic flow. Bad conditions can hurt attendance and increase safety risks.

98. If competition increases, sharpen your proof, not your promises. Better photos, clearer processes, and stronger client communication usually win.

What Not to Do

99. Don’t run a sale without a signed agreement that defines scope and fees. Verbal promises are where disputes start.

100. Don’t price everything at “top dollar” and hope it sells. A sale that moves items often delivers a better final outcome for the client.

101. Don’t let private documents, medications, or sensitive items sit out during setup. Removing them early protects the household and protects you.

Running an estate sale business is part organization, part trust, and part discipline. If you keep your rules clear, your paperwork clean, and your process repeatable, you’ll build a business that earns referrals and stays stable even when each sale looks different.

FAQs

Question: What does an estate sale business actually do?

Answer: You organize and run a temporary sale, usually inside a home, to sell personal property for a client. You handle sorting, pricing, staging, and checkout based on a written agreement.

Question: Can I start an estate sale business by myself?

Answer: Yes, many owners start solo and bring in part-time help only on sale days. Your first goal is to build a repeatable setup and checkout process you can control.

Question: What legal steps do I need to set up the business?

Answer: Choose a business structure, register it if required in your state, and set up your tax accounts. Then check your city or county for any local business license rules.

Question: Do I need an Employer Identification Number?

Answer: Many owners get one early because it helps with banking and business tax setup. It is also commonly required if you hire employees.

Question: Do I have to collect sales tax at estate sales?

Answer: It depends on your state and the type of items being sold. Check your state Department of Revenue or taxation site for “sales tax permit” rules for temporary or retail-style sales.

Question: Do I need a local business license to run estate sales?

Answer: Many cities and counties require a general business license, but rules vary. Verify with your city or county business licensing portal using the search term “business license application.”

Question: What insurance should I have before my first sale?

Answer: General liability insurance is a common starting point because you work inside a private home with the public present. If you hire staff, your state may require workers’ compensation coverage.

Question: What equipment do I need to run my first sale?

Answer: At a minimum you need pricing supplies, tables, signage, and a checkout setup that supports card payments and cash control. You also need basic safety supplies like a first aid kit, lighting, and cleaning items.

Question: How do I set my commission and fees?

Answer: Many estate sale companies use a commission based on gross sales, and the percentage can vary by market and scope. Decide your rate, define what it includes, and list any add-on fees in writing.

Question: What should be in my client agreement?

Answer: Include your scope of work, commission or fees, sale dates, and how unsold items will be handled. You should also spell out rules for off-limits areas and what items are excluded from sale.

Question: How do I price items quickly without guessing all day?

Answer: Use a simple pricing framework for common household categories and reserve research time for higher-value items. Create bundle pricing for small items so you reduce single-item decisions.

Question: How many prep days should I plan for a typical sale?

Answer: The prep time depends on the home size, item volume, and how organized the contents are. Your agreement should include a realistic setup window so you are not forced into rushed work.

Question: How do I prevent theft and cash problems on sale day?

Answer: Set up one controlled checkout area and limit access to high-value items. Reconcile payments daily and use a secure cash handling process with a lockable bag and frequent cash drops.

Question: What systems should I track for each sale?

Answer: Track your setup hours, sale totals, payment fees, and any approved sale expenses. Keep a clear record of the client payout and your commission for every job.

Question: How do I pay the client and show the numbers clearly?

Answer: Use a settlement report that shows gross sales, your commission, and the amount owed to the client. Set a payout timeline in the agreement and follow it consistently.

Question: When should I hire help, and what roles matter most?

Answer: Hire help when you can’t safely manage checkout, crowd control, and questions at the same time. The first key roles are checkout lead, floor support, and a person assigned to valuables.

Question: How do I market to clients who hire me?

Answer: Build referral relationships with local professionals who serve the same families, like real estate agents and estate attorneys. Keep a simple proof package ready, including your process, rules, and sample photos.

Question: How do I market each sale to get strong attendance?

Answer: Use clear photos, category-based descriptions, and consistent posting timing. Plan directional signs early and confirm local rules for temporary signage placement.

Question: What items should I never put out for sale?

Answer: Do not sell medications, and remove personal documents from the sale areas. If firearms are present, stop and confirm the correct legal handling before any sale activity.

Question: What are common mistakes new estate sale owners make?

Answer: The biggest ones are unclear scope, weak cash control, and inconsistent pricing rules. Another common issue is skipping written confirmation on what is excluded from the sale.

Sources:

U.S. Small Business Administration: Register business, Licenses permits
Internal Revenue Service: Get EIN
U.S. Department of Labor: Workers’ comp officials
ASEL: Estate sale services
FDA: Dispose unused medicines
DEA Diversion Control: Drug disposal
ATF: Firearms license guide
HomeLight: Estate sale companies
Trust & Will: Estate sales work
US EPA: Unwanted medicines

Starting an Estate Sale Business: Key Setup Steps Guide