Divorce listings are some of the toughest deals in real estate. As agents manage conflict and emotion, good communication matters more than ever when selling the property.
Selling the property of a divorcing couple may have unique challenges, like disagreements and a lack of communication between clients, but agents should ensure a smooth process to guarantee a successful sale.
According to LJ Hooker West Lakes sales partner, Rosemary Auricchio, the main difference between selling a property for a divorcing couple and other clients was that there was a whole extra element of opinion and emotion involved.
She said the key to selling properties during a divorce is to be empathic and understanding, while fostering effective communication between all parties.
“If the circumstances are stressful, it could be that they’re still trying to come to a resolution in terms of what the financial outcome will be for them individually,” she told REB.
“That is quite different to a normal sale, where with normal sales, the owners are generally still trying to move forward to the next goal, and they’re on the same level and the same page.”
She said that while some couples still had an amicable relationship, others may have tension between them, but it was ultimately up to the agent to be neutral, caring, and supportive.
“You’ve just got to treat it with care, you’ve just got to be genuine, be sympathetic, depending on the circumstances, and ensure you’re keeping professional and trying to help facilitate [matters] to have the same common goal for all parties.”
To ensure a successful sale, she said there needed to be communication from all parties, with agents ensuring, as much as they can, that both parties are on the same page and up to date.
“If, unfortunately, both parties are able to be together for the appointment, then we would certainly arrange to meet with the parties separately,” she said.
“Just providing transparent, open feedback from the market and also where we are seeing the market and how it’s responding at the time,” she said.
When it comes to legalities that agents should know to sell during a divorce, Auricchio said it depended on the stage that the parties were up to, and whether they had gone to mediation or court.
“If there is a court order in place, then the agent just needs to be aware of it so that we act in the interest of what the court order has instructed,” she said.
“Some situations are not on that level, so therefore it’s just more of a communication between two parties separately.”
During potential disagreements or the parties’ failures to be on the same page, Auricchio said there was sometimes only so much agents could do.
“At the end of the day, if both parties are still owners of the home, then both parties still have to agree on the final outcome,” she said.
“We just need to ensure that we are all trying to work out a resolution for both parties to be able to move forward as well,” she concluded.
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