How to Prepare for an Estate Sale: A Homeowner's Guide

This is the single most important piece of advice for anyone preparing for an estate sale, and it runs counter to most people's instincts. When you look at a home full of belongings, especially one that has accumulated decades of possessions, the natural impulse is to start clearing things out. Resist that impulse.

Professional estate sale companies routinely find valuable items in places homeowners would never think to look: boxes in the garage, the back of closet shelves, kitchen junk drawers, old toolboxes, and storage bins in the attic. Items that look like clutter to an untrained eye can have real market value. Vintage kitchenware, old tools, costume jewelry, vinyl records, books, holiday decorations, sewing supplies, and hobby materials all have active buyer markets.

We have seen families throw away items worth hundreds or even thousands of dollars because they assumed no one would want them. A box of old fishing lures tossed in the trash could have sold for $200. A bag of vintage fabric donated to Goodwill might have been worth $150 to quilters. A set of old hand tools sent to the dump could have fetched $300 from collectors.

The safest approach is to leave everything in place and let the estate sale company assess it all during their walkthrough. They will tell you what has value and what does not. If something truly needs to be discarded, they will let you know. Until then, leave it where it is.

While you should leave saleable items in place, there are specific categories of items you should remove before the estate sale company begins their work.

Personal documents: Remove financial records, tax returns, bank statements, legal documents, birth certificates, Social Security cards, passports, and any other paperwork containing sensitive personal or financial information. These items have no sale value and present identity theft risks if left in the home during a public sale.

Prescription medications: Remove all prescription drugs from the home. This is both a safety issue and a legal requirement. Check medicine cabinets, nightstands, kitchen counters, and any other places where medications might be stored.

Firearms: If the home contains firearms, discuss this with your estate sale company before the sale. Gun sales are subject to specific legal requirements that vary by state and locality. In California, firearms transfers must go through a licensed dealer. Your estate sale company can advise you on the proper process.

Family keepsakes and heirlooms: Anything the family wants to keep should be removed before the estate sale company begins setup. This includes photo albums, family documents, sentimental jewelry, inherited items with personal significance, and anything else that is not for sale. Make these decisions early and remove the items so there is no confusion during pricing and setup.

Cash and important valuables: While professional estate sale companies are bonded and insured, it is still wise to remove any cash, checkbooks, loose gemstones, or small high-value items that you do not intend to sell. Secure these separately.

A good estate sale starts with good communication between the family and the estate sale company. Here are the key things to discuss during your initial consultation and throughout the process.

Tell them about known valuables. If you are aware of specific items that might be particularly valuable, such as antiques, collections, designer items, fine jewelry, or artwork with provenance, let the company know. This helps them allocate research time appropriately and ensure these items are priced correctly.

Share the history. Information about items can affect their value. A painting purchased directly from a known artist, furniture with a documented maker, jewelry with an appraisal, or collectibles with certificates of authenticity are all worth more when their provenance can be established. Share whatever documentation or background information you have.

Discuss your timeline. Are you working against a deadline for a home sale, a move-out date, or a probate court requirement? Let the company know so they can plan accordingly. Most professional companies can work within a range of timelines, but the earlier they know your constraints, the better they can accommodate them.

Set realistic expectations. A professional estate sale company will give you an honest assessment of what your sale might generate. Trust their experience. They are not trying to under-promise; they are giving you a realistic picture based on the items they see and current market conditions. Homes full of high-quality furniture, collectibles, and tools tend to generate higher totals. Homes with primarily everyday items generate less. Both are worth selling, but the expected results differ.

Ask about their process. Every company operates slightly differently. Ask about their commission structure, what services are included, how they handle unsold items, how and when you will receive payment, and what the sale days will look like. A reputable company will be transparent about all of this.

While the estate sale company handles the heavy lifting of sorting, pricing, and staging, there are a few things you can do to help the process go smoothly.

Ensure access to all areas. Unlock interior doors, storage units, sheds, and garage spaces. If there are items in locked cabinets or safes that are for sale, provide keys or combinations. The more access the team has, the more thoroughly they can evaluate and price everything.

Keep utilities on. The home needs working electricity for lighting and showing electronics, working water so buyers can test faucets and the estate sale team can clean, and working climate control so the sale is comfortable for buyers and the team. If the home has been vacant, verify that utilities are active before the preparation period begins.

Handle any necessary repairs. You do not need to renovate the home, but if there are safety hazards like broken stairs, exposed wiring, or severely damaged flooring, address those before the sale. Buyers will be walking through the home, and safety is a priority.

Secure pets. If the home has pets, they need to be relocated during the preparation period and the sale itself. Having animals in the home during a public sale creates liability issues, can damage items, and makes many buyers uncomfortable.

Inform neighbors. A well-run estate sale is a professional event, but it does bring traffic and parked cars to the neighborhood. A quick heads-up to immediate neighbors is a courtesy that goes a long way. Let them know the dates of the sale and that parking will be managed.

One of the most common sources of stress during an estate sale is last-minute decisions about what to keep. Family members who were not involved in the initial planning sometimes want items after they have already been priced and staged. This creates confusion, delays, and can affect the overall presentation of the sale.

To avoid this, gather all family members who might want items from the home and have a clear conversation before the estate sale company begins their work. Walk through the home together if possible. Let everyone identify what they want to keep, and remove those items promptly.

Some families find it helpful to give each member a set number of items they can claim, or to establish a priority system. Whatever approach you use, the key is to make these decisions early and definitively. Once the estate sale company has begun sorting and pricing, the items in the home should be considered committed to the sale.

If you are uncertain about a particular item, discuss it with the estate sale company. They can tell you what it is likely to sell for, which can help you decide whether to keep it or let it go.

Preparing for an estate sale does not have to be overwhelming. The most important steps are simple: leave things in place, remove personal items, communicate openly with your estate sale company, and make family decisions early. The professionals handle everything else.