Selling FSBO in North Carolina: A Practical Guide to Contracts, Due Diligence, Repairs & Negotiations

1. The NC Contract Process: What You Need to Know

In North Carolina, when a buyer and seller agree on terms, they enter into a written real estate contract (often using the standard NC Association of REALTORS® Purchase Agreement). This contract will include a number of contingencies, deadlines, and obligations. As an FSBO seller, you should be sure you understand:

• Offer acceptance: Once you accept a written offer, you are bound to its terms (unless any contingency gives you an out).

• Earnest money: The buyer typically deposits earnest money (good-faith funds) into an escrow account or with the closing attorney. That money shows their commitment, and the contract describes what happens to it under various outcomes (closing, cancellation, default).

• Due diligence fee: In North Carolina, the buyer usually pays a due diligence fee directly to the seller at the time of contract. This is a negotiated, non-refundable fee that compensates you, the seller, for taking your home off the market while the buyer performs inspections, secures financing, or otherwise investigates the property. If the transaction closes, this fee is credited back to the buyer at closing. If the buyer walks away during the due diligence period, you keep the fee.

• Contingencies / due diligence period: Most offers also include a negotiated period (commonly 7–14 days, but flexible) during which the buyer has rights to inspect the property and request repairs, concessions, or withdraw (though they forfeit the due diligence fee if they cancel).

• Seller disclosures: Under NC law, sellers must deliver the Residential Property and Owners’ Association Disclosure Statement and any required lead-based paint disclosures, if applicable.

• Closing timeline: The contract will identify a target closing date, transfer of title, who pays which closing costs, prorations, and other logistical details.

• Default remedies: The contract spells out what happens if either party fails to perform (for example, loss of earnest money, or suing for specific performance).

Because real estate law and contract language can be complex, many FSBO sellers enlist a real estate attorney to review or prepare portions of the purchase agreement even if they do much of the work themselves.

2. Due Diligence Period, Inspections & Repairs

One of the most critical parts of any transaction is the due diligence / inspection period. Buyers will almost always request some rights to inspect the property and request repairs or credits. Here’s how that generally plays out:

What is the due diligence period?

• During this window (often 7–14 days, but negotiable), the buyer may conduct inspections (structural, HVAC, plumbing, pest, etc.).

• The buyer may also order a survey, utility inspections, or other specialized tests (radon, mold, septic, etc.).

• Sometimes the buyer also secures financing during this time (though that might be a separate “finance contingency”).

• In NC, the buyer typically pays a due diligence fee (a non-refundable amount) to the seller for the privilege of this investigation period. If the buyer backs out during due diligence, the seller keeps the due diligence fee (unless the contract states otherwise).

Repairs, credits, and negotiations

Once the buyer delivers inspection reports, they'll often send a “repair request” (or request credits or reductions). As the seller, you have options:

• Agree to do all repairs the buyer asks (or most of them)

• Offer a repair credit or price reduction instead of doing the repair

• Refuse certain requests (or all) and hold firm

• Counteroffer: negotiate back — “I’ll fix A and B, but we’ll reduce the credit for C.”

Key tips:

• Be reasonable: buyers expect some wear-and-tear items. If your home has glaring issues (electrical, structural, roof), addressing them ahead of listing can reduce negotiation pain.

• Get estimates from licensed contractors (or documented quotes) for things you propose to fix, so the buyer has confidence in your responses.

• Cap your repair exposure by stating in the contract (or your counteroffer) a repair limit (for instance, “Seller will not perform repairs in excess of $X total without buyer’s agreement”).

• Use “as-is, except for agreed repairs” language in the final addendum to limit ongoing liability.

If negotiations over repairs stall, the buyer may elect to back out (depending on their rights under the contract), or you could risk losing the sale.

3. Seller Concessions & Closing Cost Negotiations

Besides repairs, buyers may ask for seller concessions or closing cost contributions. These might include:

• Payment of part or all of the buyer’s closing costs (e.g. title insurance, recording fees, prepaids)

• Paying for the buyer’s lender-required repairs (if allowed by the lender)

• Paying for a home warranty

• Offering credits for appliance replacement, flooring, or cosmetic upgrades

As with repair negotiations, you can accept them, counter, or refuse. The trick is to balance making the deal attractive to the buyer while protecting your bottom line.

Some sellers make the mistake of agreeing to too many concessions without realizing how much value they’re giving away. Always run the numbers: each concession is effectively a discount on your net proceeds.

4. Negotiations: Strategy & Mindset

Some negotiation tips for FSBO sellers:

• Listen first. Let the buyer or buyer’s agent list their requests, then consider your response.

• Use counters wisely. Don’t accept or reject outright. Counter with alternatives.

• Leverage non-monetary items. If you balk at paying for something, you might offer another small concession (e.g. quicker closing, flexible possession terms, leaving furniture/appliances).

• Be transparent and prompt. Delays or evasiveness erode trust.

• Know your walk-away points. Decide in advance what minimum net you’ll accept, how much credit/repair you're comfortable with, and at what point you’ll cancel.

• Document everything. Use formal amendments rather than verbal promises.

A final accepted contract should include all agreed repairs, credits, and concessions in writing, so there’s no ambiguity heading to closing.

5. The FSBO Price Gap: Why Many Sellers Get Less

One of the most sobering realities of FSBO is that many sellers do not net more than they would have via a real estate agent — and often, they get less. Some recent statistics:

• In 2024, only about 6% of home sales in the U.S. were FSBO transactions. National Association of REALTORS®+2National Association of REALTORS®+2

• Median sale price for FSBO homes: $380,000, vs. $435,000 for agent-assisted sales. That’s a difference of roughly $55,000. National Association of REALTORS®+3National Association of REALTORS®+3HomeLight+3

• Some analyses suggest FSBO homes sell for 15% less or more than comparable agent-listed homes. Real Estate Witch+2Clever Real Estate+2

• According to Clever, FSBO homes tend to sell for about 30% less in some cases. Clever Real Estate+2iBuyer+2

• Even when FSBO sellers “save” the listing agent’s commission, that advantage is often negated by lower sales price, reduced competition, weaker marketing, or incomplete disclosures. HomeLight+2Clever Real Estate+2

The bottom line: going FSBO is only likely to be profitable if you compensate for these obstacles (marketing, pricing, negotiation, exposure). Without that, you risk leaving significant money on the table.

6. Staging, Decluttering & Use of Furniture

Selling a home is not just a structural transaction—it’s an emotional decision for the buyer. Good staging helps buyers feel at home. As an FSBO seller, you may not have professional stagers, but you can still do quite well by following these principles:

• Declutter ruthlessly: Remove excess furniture, personal items, knick-knacks, family photos. Create a clean, neutral canvas.

• Deep clean every room: floors, windows, trim, bathrooms, kitchens—shine matters.

• Use your own furniture wisely: For sellers who are still living in the home, leaving some well-arranged furniture helps buyers envision how rooms function. But avoid overfilling rooms; less is more.

• Neutral palettes and accents: Use neutral wall colors, coordinated accent colors, and small touches (pillows, rugs, greenery) to make rooms inviting without being too personal.

• Lighting: Maximize natural light, add lamps, open curtains and blinds.

• Curb appeal: The exterior sets buyer expectations. Clean, mow, trim shrubs, paint or repair front door, add fresh mulch or potted plants.

• Repair visible flaws: Patch walls, fix leaky faucets, replace broken hardware. Buyers notice details.

When staging is done well, buyers can more easily visualize themselves in the space rather than being distracted by clutter or broken features.

7. Accessibility & Buyer Comfort During Showings

Showings are your chance to impress—and also a moment when buyers must feel relaxed, unobserved, and free to explore. Keep these guidelines in mind:

• Be flexible and accessible. The easier it is for buyers and their agents to view the home, the more showings you’ll get. Restrictive showing windows reduce traffic.

• Vacate during showings. You as the homeowner should ideally not be present during showings. Your presence may make buyers feel watched and reluctant to explore freely or ask candid questions. Buyers need psychological space to imagine themselves in the home, and that’s hard if the seller looms in the corner.

• Leave a soft touch: subtle staging (fresh cookies, soft music, light scents) can make the environment inviting without being overbearing.

• Lock up or hide valuables and personal items. Buyers might open cupboards, closets, drawers—don’t leave your jewelry, paperwork, or family photographs in plain view.

• Provide easy access details: instructions for lockboxes, garage codes, gate codes, alarm info, etc. The fewer obstacles, the more showings you’ll get.

• Follow up quickly: After showings, solicit feedback from agents or visitors. Use constructive criticism to improve presentation.

8. Final Thoughts & FSBO Success Tips

• Know your market well. Research comps, days on market, price trends in your ZIP code and neighborhood.

• Consider a flat-fee MLS listing. That way, your home gets exposure on the multiple listing service without a full agent engagement.

• Use professional photography (or at least good-quality photos) — poor photos reduce buyer interest.

• Be responsive and communicative. Prompt replies, clear instructions, and professional demeanor go a long way in creating buyer confidence.

• Plan financially for concessions. Build buffer into your listing price to absorb repair negotiations or closing cost contributions.

• Stay objective. As the homeowner, you may be emotionally attached. Be ready to negotiate rationally or walk away if a buyer overreaches.

• Get legal/contract assistance. Even if you do the heavy lifting, a real estate attorney or contract review can prevent costly mistakes.

• Track everything in writing — amendments, concessions, repairs — so there’s no misunderstanding at closing.

If done well, FSBO can save you commission costs and let you stay in control of the process. But the data shows the downside risk is real: many FSBO sellers net less than they might have using an agent. The key to success lies in doing the extra work agents normally do behind the scenes: effective marketing, clear disclosure, neutral staging, smart negotiation, and smooth transaction management.

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