STL Home Buyer Journey
George Kindler
13 Years Of Real Estate Experience At Your Fingertips
Most sellers think about their net proceeds in terms of sale price minus mortgage payoff. The real number is smaller. Between commission, title costs, prorated taxes, closing credits, and pre-listing preparation, the average St. Louis seller pays 8 to 11 percent of the sale price in transaction costs before they pocket the difference.
None of these costs are negotiable in the sense that you can simply opt out of them. But knowing what they are -- and how to minimize them where possible -- makes the difference between a seller who is surprised at the closing table and one who planned for the actual number.
Commission remains the largest cost of selling a home in St. Louis. After the NAR settlement that took effect in August 2024, the structure has changed somewhat -- but the reality for most sellers has not changed as dramatically as headlines suggested.
In practice, most St. Louis sellers are still paying 5% to 7% total commission, depending on price point, location, and the marketing strategy involved. On a $250,000 sale, that is $12,500 to $17,500. On a $400,000 sale, that is $20,000 to $28,000.
The 5% to 6% range is common on well-priced homes in active markets where the marketing and transaction management are relatively straightforward. The 6% to 7% range applies to properties requiring more marketing investment -- unique properties, higher price points, extended marketing periods, or situations with complex negotiations.
Pricing correctly reduces this cost. A home that sells in 10 days does not require the same marketing investment as one that sits for 90 days and requires repeated showings, price reductions, and broker outreach.
In Missouri, sellers typically pay for the owner's title insurance policy that protects the buyer. Seller-paid title and closing costs in St. Louis generally run $1,200 to $1,500 for a standard residential transaction, not including prorated property taxes.
This covers: owner's title insurance premium, settlement fee, document preparation, deed recording, and other standard closing charges. Attorney fees are not standard in Missouri residential transactions -- if an attorney is involved, that is an additional cost.
Missouri property taxes are paid in arrears -- you pay in December for the current year. At closing, sellers credit the buyer for the portion of the year the seller owned the property. On a $250,000 St. Louis County home, annual property taxes typically run $3,000 to $4,500 depending on municipality and school district. If you close in July, you owe roughly half that amount as a proration credit to the buyer.
These vary widely based on the property's condition and the seller's strategy:
| Item | Typical Range | Notes |
|---|---|---|
| Professional cleaning | $200 -- $500 | Almost always worth doing |
| Professional photography | $150 -- $350 | Included in most agent marketing packages |
| Light staging | $500 -- $2,000 | Furniture rearrangement, accessory updates |
| Full vacant staging | $2,000 -- $5,000 | For vacant homes; can significantly reduce DOM |
| Paint (interior) | $2,000 -- $5,000 | Full repaint; selective touch-up much less |
| Carpet replacement | $2,000 -- $5,000 | Depends on size and grade |
| Landscaping / curb appeal | $300 -- $1,500 | Mulch, cleanup, basic plantings |
Many St. Louis buyers request closing cost assistance from sellers, particularly first-time buyers using FHA or USDA financing. Concessions of 2% to 3% of the sale price are common. On a $220,000 home, a 3% concession is $6,600 coming off your net. Whether to offer them upfront or negotiate them as part of a received offer depends on market conditions and buyer pool.
| Cost | $200,000 Home | $300,000 Home |
|---|---|---|
| Commission (6%) | $12,000 | $18,000 |
| Title and closing | $1,400 | $1,400 |
| Prorated taxes (est.) | $1,500 | $2,200 |
| Pre-listing prep (est.) | $1,500 | $2,000 |
| Seller concession (2%) | $4,000 | $6,000 |
| Total costs | $20,400 (10.2%) | $29,600 (9.9%) |
| Net (no mortgage) | $179,600 | $270,400 |
Some of these costs are fixed and some are negotiable:
How much does it cost to sell a house in St. Louis?
The total cost of selling a home in St. Louis typically runs 8 to 11 percent of the sale price. The largest components are agent commission (5 to 7%), title and closing costs ($1,200 to $1,500), prorated property taxes, and any seller concessions offered to the buyer.
Who pays closing costs in Missouri, the buyer or seller?
Both parties pay closing costs in Missouri. Sellers typically pay the agent commission, owner's title insurance, and prorated taxes. Buyers pay lender fees, their portion of title costs, prepaid items like homeowner's insurance and property tax escrow, and any other loan-related costs.
Can I sell my house without paying commission in St. Louis?
Yes, you can sell as a For Sale By Owner (FSBO). However, you may still offer buyer agent compensation to attract represented buyers, which is the majority of active buyers. FSBO homes statistically sell for less and take longer to sell. The commission savings are often partially or fully offset by a lower sale price.
What is a seller concession and do I have to offer one?
A seller concession is a credit at closing toward the buyer's closing costs or prepaid items. You are not required to offer one, but in price ranges where buyers are stretching financially -- particularly FHA and first-time buyers -- a concession can be the difference between attracting strong offers and not. They typically run 2 to 3 percent of the sale price.
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