What is an estate sale and how do they work?

An estate sale is a method of selling your home and all (or nearly all) of the contents of your home.

It will normally take place either after someone passes away as part of settling an estate, or during the persons lifetime when they are downsizing, relocating, or liquidating assets. Normally an estate sale is organized by a professional estate sale organizer who will hold the sale on behalf of the family members. In this article, we cover:

• What is an estate sale exactly
• How much money will you make from an estate sale?
• How does the estate sale process work?
• Why hire an estate sale company?
• Do I need to empty a house to sell it?
• How much do estate sale companies charge?
• How to find an estate sale company
• Questions to ask an estate sale company
• Frequently asked questions
• Final remarks

What is an estate sale?

An estate is everything that a person owns, for instance a house, car, furniture, decorations and so on. And an estate sale, is simply the sale of someone’s entire estate (everything that they own). Normally this happens when a person either passes away or downsizes for retirement.

Typically a professional estate sale company will handle an estate sale. The company will sort, value, photograph and advertise every item for sale. They will also manage buyers during the sale, and handle all payments and paperwork. Below is an example of an online estate sale gallery from the estate sale company Ronda Bly in Montreal. This particular company specializes in higher-value and collectible items, not just general household goods.

The top 5 estate sale companies in Montreal

As of October 15th 2025, there are roughly 49 estate sale liquidators in Quebec. These companies generally fall into one of the following categories: general estate sale liquidators, high end liquidators, auction and collectables, estate sale moving and disposal services. The right estate sale company for you will be the one that matches your has experience selling items like yours. This company will often be able to sell your property for thousands, or even tens of thousands more, than their closest competitor.

Here is a list of the top 5 estate sale companies in Montreal.

1. MDS Estate Sales

2. Ronda Bly Estate Sales & Appraisals

3. Sell My Stuff Canada (Montreal)

4. Kavanagh Auctions

5. Succession Estate

How much will you make from an estate sale?

The amount of money that you will make from an estate sale in Montreal depends on how many items that you have for sale, how much money the estate sale company charges and the amount of buyer interest. However, a typical estate sale for a mid-sized home can easily generate anywhere from $10,000 to $20,000 CAD in total sales. From this, most estate agents will take 35% – 40% commission meaning that you can expect to net roughly $6,000 – $13,000 CAD in profit.

Key factors that affect your profit include:

• Item value: If you have high quality furniture, collectables, artwork, antiques, jewelry made from precious metals or first edition books, you tend to get more money.
• Market demand: Prospective buyers value items differently depending on their individual taste and circumstance. A skilled estate sale company will know how to market your estate sale such that it attracts the right buyers and maximizes demand.
• Sales strategy: Set prices too high and interest dries up; drop them too fast and you risk selling valuable items for less than they’re worth.

How does the estate sale work?

Every estate sale is different. After a loved one passes, you may need to complete certain legal steps first, such as obtaining probate and formally appointing an executor to administer the estate. Once you complete any required legal groundwork (or decide to sell), you can begin the practical steps shown in the graphic below.

Once you appoint the estate sale company, they will review all the possessions in the home and prepare the items for sale. This involves taking out all the items for the cupboards, photographing every item, conducing price research, organizing the home’s belongings, and creating an online catalogue to market the items to buyers, collectors, and dealers. This can take anywhere from between 2 – 4 weeks for a small team.

After pricing and cataloguing all items, the estate sale company begins promoting the sale. It does this by alerting its network of specialized dealers, collectors, and subscribers. They use targeted outreach, email campaigns, and social media to let them know about your upcoming estate sale.

The company usually holds the sale over one or two weekends, managing attendance, payments, negotiations, and security. On the final day, the company heavily discounts remaining items to maximize the chances of clearing everything. Afterward, the estate sale company will take unsold goods and either donate these, or sell them through secondary channels, leaving the home empty and ready for your real-estate agent to list.

Why hire an estate sale company?

Your time is valuable. So valuable, in fact, that many people choose to throw away their possessions rather than spend hours sorting, pricing, and selling them. An estate sale company handles the work for you and ensures that it properly reimburses you for your items. To break this down a little bit more, a professionally run estate sale will:

Put less stress on your family

Selling personal property (especially items that belonged to a loved one) can be emotionally difficult. A professional estate sale company removes that burden from your family by handling the sorting, pricing, and negotiations with buyers.

This creates emotional distance from the transaction and allows family members to focus on supporting one another rather than managing the sale.

Correctly price and value your items

A professional estate sale company knows how to determine the fair market value of your belongings. To do this, they rely on their experience and industry connections, to assess everything from antique furniture and collectibles to everyday household items. By accurately pricing items, they ensure you don’t undersell your possessions while keeping the sale attractive to buyers.

Market your estate sale

Typically, the estate sale company will start by taking out all of your possessions from inside cupboards. They will then review, clean, photograph and price all of your possessions. They will then upload the images onto an online catalogue for your sale.

Next they will start to send out targeted email campaigns, social media announcements, and direct dealer notifications to interested parties. A good estate sale company connects with specialized antique dealers and alerts its social media followers or mailing list whenever it announces a new estate sale. This strategy maximizes exposure, attracts the right buyers at the right time, creates more competition, and ultimately sells your possessions for higher prices.

Add credibility to your sale

In this day and age, companies are constantly vying for your attention online. Serious buyers who are prepared to pay serious money for antiques, collectibles, or fine furniture, often will not buy from a stranger on the internet. However, if a buyer has previously had a successful transaction with a reputable estate sale company, they are far more likely to purchase again.

Clear out and donate what is not sold

After the estate sale has finished, the estate sale company will clear out whatever is not sold, so that the real-estate agent can come in and sell the house. Sometimes the company will know of people or groups that are able to buy this stuff and who did not attend your estate sale. Alternatively, they may be able to donate it to, making sure that nothing goes to waste.

Do I need to empty a house to sell it?

You do not necessarily have to empty a house before selling it. Your options depend on your situation, how you decide to sell the house, and your selling method. For example:

• If you choose to sell with a realtor, your agent may suggest that you leave behind select pieces of furniture or art work to help with staging. Meanwhile, if your home is empty, your agent may suggest virtual staging.
• If you choose to sell to a house buying company for cash, you will not need to clean or repair the home, and many “We buy house” businesses and investors will take care of any unwanted items left behind.

How much do estate sale companies charge?

Estate sale companies typically charge a commission based on the total sales revenue from the estate sale. This commission will typically range anywhere from 30% – 55%, depending on various factors such as:

• The value of the items being sold
• The location of the estate sale
• The service level provided (sorting, packing, and cleanup)

Some estate sale companies will charge additional fees for administrative tasks, appraising high-value items, post-sale clean-outs, or disposal of unsold belongings. Before signing a contract, make sure that you review the fee structure carefully so as to avoid unexpected costs and ensure you fully understand how your net proceeds will be calculated.

How to find an estate sale company

To find an estate sale company, you should take the following steps:

• Define your goal: The goal is to find an estate liquidator who has knowledge about your particular situation. For instance, whilst some companies will tell you that they cannot get much for your possessions, another company, with a different buyer network or area of expertise, can achieve a better result.

• Search online directories: Once you know what you are ideally looking for, you should search online directories such as Yelp, Google Business, the Canadian Antique Dealers Association (CADA) for antiques and collectibles expertise, and the Canadian Personal Property Appraisers Organization or the International Society of Appraisers Canadian Chapter to find accredited appraisers.

• Check online reviews: Before interviewing any estate sales company, it is worth reading their online reviews. This will give you some insights into aspects of their service that past clients like and, allow you to spot any recurring issues or red flags.

• Interview at least three companies: Once you have checked the online reviews, the next step is to choose at least three providers to interview. At this interview, you can ask them questions about their credentials, process, and availability. In the next section, we include a list of interview questions that you can ask to ensure they are the right fit for your estate and your goals.

• Ask for referrals: If you have a friend who used an estate sales company and they were happy with the service, ask for a referral. However, even with a referral, you should evaluate the company as carefully as you would any provider you found yourself. Every estate is different and a company that was the perfect fit for someone else may not necessarily be the best fit for you.

Questions to ask an estate sale company

Below are a list of questions that you can use to interview an estate sale company:

• How many estate sales have you successfully managed?
• How long have you been in business?
• When would you have time to run my estate sale?
• How long does the entire process typically take from initial assessment to final payout?
• What is your commission structure?
• Are there any additional fees I should expect?
• How do you research and determine pricing for items?
• Do you have certified appraisers on staff or access to professional valuation experts when needed?
• What is your marketing strategy?
• How large is your buyer network (dealers, collectors, subscriber lists)?
• Can you provide references from recent clients?
• Are you fully insured?
• How do you manage security during the sale?
• How are payments processed and documented?
• What happens to unsold items after the sale?
• How is the home left once the sale is complete?
• How and when will I receive my proceeds?

Frequently asked questions about estate sale companies and estate sales

Final remarks

An estate sale company can help you sell the contents of a home, including furniture, artwork, antiques, collectibles, jewelry, and everyday household items. This can be particularly useful when downsizing, relocating, settling an estate after someone passes away, or preparing a property for sale.

A in a real estate transaction, a good agent can really help you manage all of the moving pieces, because they can guide you through what needs to be done and coordinate the many small details that can otherwise feel overwhelming.