Divorced homes are a big niche for agents. It may not seem like the best thing to capitalize on, but these sellers usually have to sell and you can make their life a whole lot easier.
Naturally, it's an emotional time for each side and it is something you need to navigate carefully. A lot of these families are going to be in some type of financial disarray. Doing your due diligence on the title of the property and the financial situation is the first thing agents working with a divorce situation need to do.
If it's a messy divorce, have both parties meet with you early on in the process. If you're an experienced agent dealing with issues is like second nature. But situations of this magnitude are still probably more than you are used to dealing with. Don't ever forget that you are working with and for two parties, stay super neutral. It may seem elementary but give each partner equal attention, recognition, validation, and eye contact.
Don't even show any sort of bias against the side that you are not talking with at that moment. This could come out and come back to bite you in the long run. If bias is suspected by either side, you are lost.
In many messy divorces you are also going to be working with their lawyers and maybe even the courts. Don't lose any professionalism.
There have been many situations that we hear of when agents inadvertently pit the two parties against each other. This can happen in a variety of situations but communicating the offer is where it is at its most vulnerable. Of course, the price is important but getting the place sold will usually be their first priority. You probably understand it's your job to combine those two outcomes but make sure no breakdown in communication happens between each party.
Just work and make the noticeable effort to establish both their trust. This is honestly what it comes down too. People in this situation are looking to minimize the stress and effort of selling their house. So it does no good to ever say a word about their divorce or get into any of their affairs. You're not a lawyer and you'd be surprised at the amount of agents who end up not having the trust of one side of the divorcing couple.
A great thing to do is to establish your office as a neutral zone. Keeping yourself in this like is going to establish their trust and let you work with them smoothly.
Joe Nickelson is a real estate professional dedicated to helping home buyers and sellers achieve their dreams of owning property, and helping real estate agents stop using the sometimes-vicious tactics that weigh on their consciences. He believes that the Smart Agents books will, quite literally, change people’s lives for the better. Check out his full bio here!
