What should not be sold at an estate sale?

Do not sell: important documents, prescription medications, weapons without proper permits, recalled items, pesticides/chemicals, and items with sentimental value you might regret selling.

Getting Started

The Complete Estate Sale Checklist: What to Do Before, During, and After

📅 January 20, 2025 ⏱ 15 min read ✅ 47 Action Items

📋 Quick Overview

✓ Complete 47-point checklist for estate sale success
✓ Timeline breakdown: 2-4 weeks before, sale days, and after
✓ Professional tips to maximize your sale revenue
✓ Common mistakes to avoid (that cost thousands)
✓ Free downloadable PDF checklist

Managing an estate sale can feel overwhelming, especially during an already difficult time. Whether you're dealing with a loved one's belongings or downsizing your own home, having a comprehensive checklist makes all the difference between a stressful experience and a successful sale.

This guide provides you with a complete, actionable checklist that estate sale professionals use to conduct sales that often generate 40-60% more revenue than DIY attempts. We've organized everything chronologically, so you know exactly what to do and when to do it.

Part 1: Before the Sale (2-4 Weeks Out)

The preparation phase is where successful estate sales are made or broken. This is when you'll make critical decisions about pricing, organization, and whether to hire professionals. Taking time here pays dividends later.

Initial Assessment & Planning

📊

Assessment Checklist

Complete a walkthrough of entire property

Document each room, closet, attic, basement, garage, and storage areas
Identify high-value items

Antiques, jewelry, art, collectibles, designer items, electronics
Decide: DIY or hire professionals

Professional companies typically achieve 40-60% higher revenues
Set sale dates

Thursday-Saturday sales perform best; avoid holiday weekends
Check local regulations

Permits, parking restrictions, signage rules, sales tax requirements

💡 Pro Tip

Professional estate sale companies handle all permits, advertising, and staffing. They also carry insurance to protect you from liability. Consider getting quotes from 2-3 companies before deciding to go DIY.

Sorting & Categorizing

The next critical step is sorting through everything. This is emotionally and physically demanding, so give yourself plenty of time and ask for help from family or friends.

📦

Sorting Checklist

Remove personal/sensitive items

Documents, photos, prescriptions, financial records
Set aside family heirlooms

Items with sentimental value that family wants to keep
Group similar items together

Kitchen items, tools, books, clothing, electronics, etc.
Identify items that cannot be sold

Recalled items, hazardous materials, weapons (check laws)
Clean valuable items

Clean items sell for 20-30% more than dusty ones

⚠️ Important Warning

Never throw away anything before thoroughly checking it. Cash, jewelry, and important documents are often hidden in books, jacket pockets, shoe boxes, and furniture compartments. One estate sale professional found $12,000 cash hidden in a freezer!

Research & Pricing

Proper pricing is the difference between a successful sale and disappointed results. Overpricing leads to fewer sales; underpricing leaves money on the table.

💰

Pricing Checklist

Research comparable prices online

Check eBay sold listings, not asking prices. Use Google Lens for help with identification of items. Live Auctioneers shows completed auction prices with free account.
Get appraisals for valuable items

Jewelry, art, antiques over $1000 - you may want to contact an expert to confirm value.
Price items at 25-75% of retail

Most estate sale shoppers expect significant discounts. You can start with higher prices and offer discounts throughout the sale.
Create pricing strategy for final day

Plan 50-90% discounts for last day
Decide on bundle deals

Box lots of books, dishes, linens

Part 2: The Week Before Your Sale

The final week is when everything comes together. This is your last chance to maximize attendance through advertising and ensure everything is properly organized and priced.

Marketing & Advertising

📢

Marketing Checklist

List on EstateSales.net

The #1 site for estate sale shoppers - list 7-10 days before
Post on Craigslist

Include photos of best items, full address, dates/times
Share on Facebook Marketplace

Join local estate sale and yard sale groups
Create photo inventory

Take quality photos of high-value items for online listings
Print directional signs

Bright colors, large arrows, "ESTATE SALE" clearly visible with addres & dates if possible.
Email previous customers

If you have a list from previous sales

Setup & Staging

Professional presentation can increase sales by 30-40%. Think of your estate sale like a pop-up boutique rather than a garage sale.

🏠

Setup Checklist

Clean the house

Clean, well-lit spaces encourage buying
Set up display tables

Rent or borrow tables for better display
Create room themes

Keep kitchen items in kitchen, tools in garage, etc.
Price everything clearly

Use pre-printed tags or stickers with prices. Pricing as much as you can before the sale helps with the checkout process and with pricing questions during the sale.
Secure valuable items

Keep jewelry, small valuables near checkout
Block off private areas

Use rope or signs for areas that are off-limits

💡 Pro Staging Tip

Create attractive vignettes: Set the dining table with china, arrange books nicely on shelves, hang clothing on racks. Shoppers buy more when they can visualize items in their own homes.

Part 3: During the Sale Days

Sale days are intense but exciting. Being prepared and organized helps everything run smoothly and maximizes your revenue.

Day 1: Opening Day

🚀

Opening Day Checklist

Arrive 2 hours before opening

Final setup, put out signs, prepare checkout area
Set up checkout station

Cash box with $200 change (PLENTY OF SMALL BILLS!), calculator, bags, receipt book. If possible, accept electronic payment such as Venmo, Cash App, etc. You accept credit cards with Square.
Position staff/helpers

One at door, one at checkout, others monitoring rooms
Expect a line at the door

Many estate sale shoppers will line up 1-2 before the sale with the line growing until doors open. IF THE HOUSE IS SMALL, LIMIT THE NUMBER OF SHOPPERS AT ONE TIME!
Monitor high-theft areas

Jewelry, tools, small electronics need constant supervision

Throughout the Sale

⚙️

Daily Operations Checklist

Keep checkout line moving

Have helper wrap items while cashier handles money
Restock and reorganize

Consolidate items, bring out reserves, tidy displays
Be willing to negotiate

Especially on multiple items or higher-priced pieces
Track sales

Keep records as you need them - by the item, by the checkout total, etc. Take photos of "lots" to help keep records.
Implement discount schedule

Day 2: 25-50% off, Day 3: 50%-90% off (typical)

🔒 Security Alert

Watch for shoplifters who work in teams - one distracts while another steals. Keep all doors except main entrance locked. Have someone stationed near checkout at all times. Consider hiring off-duty police for high-value sales.

Part 4: After the Sale

The work isn't over when the last customer leaves. Proper wrap-up ensures you maximize remaining value and leave the property ready for its next phase.

📋

Post-Sale Checklist

Count and secure money

Reconcile cash with sales records
Remove all signage

Collect signs immediately to avoid fines
Schedule donation pickup

Most charities pick up within 48 hours
Consider online sales for valuable unsold items

List on eBay, Facebook Marketplace, or consignment
Schedule junk removal if needed

For items charities won't accept
Deep clean the property

Prepare for sale or return of rental
Get donation receipts

For tax deduction purposes

Frequently Asked Questions

❓ How long does it take to prepare for an estate sale?

Typically, preparing for an estate sale takes 2-4 weeks. This includes sorting through items, researching values, cleaning, organizing, pricing, and advertising. Professional estate sale companies can often expedite this process to 1-2 weeks since they have systems and staff in place.

❓ What percentage do estate sale companies charge?

Most estate sale companies charge between 25-40% commission on total sales. The percentage often depends on the expected sale value, complexity of the sale, and services provided. Some companies have minimum sale guarantees or charge additional fees for clean-out services. Always get quotes from multiple companies and understand all fees upfront.

❓ What items cannot be sold at an estate sale?

Items that typically cannot be sold include: prescription medications, recalled items, hazardous materials (paint, chemicals, pesticides), weapons without proper permits, mattresses and used bedding (in many states), expired food or cosmetics, and items that violate copyright or trademark laws. Always check your local regulations as rules vary by location.

❓ Should I have an estate sale or just donate everything?

NEVER donate items before an estate professional evalautes your property. Sales typically generate thousands of dollars that would be lost through donation. You will be suprised at what has value and what shoppers will buy!

❓ What's the best time of year for an estate sale?

Any time can be a good time, ask your estate professional for the best advice. Spring (March-May) and Fall (September-November) are typically the best seasons for estate sales. Weather is comfortable, and shoppers are actively looking. Avoid holiday weekends, major sporting events, and extreme weather months. Thursday-Friday-Saturday sales typically see the best attendance.

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