7 Takeaways from Divorce Real Estate Expert Joan Rogliano

Nationally recognized Divorce Real Estate Expert, Joan Rogliano, recently presented her expertise at DMAR Headquarters. Hopefully you were there to soak up her wisdom first-hand, but if you couldn’t make it, here are seven of her most pertinent pieces of advice:

You must be an excellent listener.

While communication, patience and confidence are all key attributes in a successful Divorce REALTOR®, you must keep in mind that the single most important skill you can have is your ability to listen well. Divorce, naturally, is an extremely emotional process and there will be a lot to take in. Make sure you are allowing your clients to speak, and take note of what they are saying. When you are in tune with the goals of your clients, you will be in a better position to advise them. Knowing their desired end goals will also help you steer them away from making rash decisions that will hurt their long term aspirations.

You must remain neutral.

Although it is key to hear what your client is saying, it is also imperative that you keep a strictly professional relationship during the process. If you are a Divorce REALTOR®, you are a transaction broker... you are not a therapist; you are not a confidant; you are not an advocate. Set your boundaries from the start and remain firm when those boundaries are crossed. Allowing your clients to pull you into their personal drama means you are not keeping the relationship professional – remember that your time is billable and you are here to perform your designated role. If they are in need of emotional support, refer them to a trusted mental health professional.

Divorce takes a team of experts.

You didn’t think you could do this alone, did you? Divorces are often extremely complicated and stressful and tasks need to be delegated to specialists in order for it to all run smoothly. Some key players you can almost always expect to call upon include the loan originator, the tax advisor, the financial planner, the home inspector, the home appraiser, the insurance agent, the contractor, the accountant… but it’s important to have an extensive list inclusive of specialists like the therapist, the career coach, the staging specialist, the wellness coach, the image consultant and the nutritionist. Keep in mind, when giving a referral it’s best to offer multiple names so your client has choices. You have quite a bit of networking to do.

Keep each expert in their own lane.

You are the team leader. As such, you are expected to keep order in the group. You cannot allow the attorney to waste time appraising the value of the home – that is not their function and it wastes your client’s time and money. Be wary that some professionals will attempt to rack up billable hours by taking on roles that are not theirs. One way to avoid problems like this is to be sure you know your team members personally. Be sure you understand their industry expertise as well as their character. Sit down with them to discuss their business goals and personal motivations. Ask questions like “how long have you been in business?” “What is your typical fee structure?” “Who’s your ideal client?”  Be sure when you give referrals, you are confident your clients are in good hands. 

Your clients have options.

As they look to you for your expertise, be sure your clients are aware that they have many different options - they do not have to sell their home. Although selling can offer a clean slate and capital gains, it can also lead to regret. Be cautious of any client who makes hasty comments like “I want this house gone; where do I sign?” Do not allow them to sabotage themselves… or anyone else; be sure they understand their options thoroughly and come to a decision calmly and logically. Do they want to do a buyout? If so, make sure they understand future value and equity. Would they prefer to rent the home out? This can be a good option, but they must know the shared property will tether them together. Perhaps a temporary residence agreement is needed? In this case warn them about mortgage pitfalls. In short, keep your clients well informed and protected from potential nightmares.

Document extensively.

Make records of all your communications and keep your files well organized. In a situation as volatile and emotional as a divorce, trust isn’t enough; perhaps the relationship is amicable enough now, but chances are high it may not stay that way. Make sure you are reminding them to protect their interests: “Maybe she promised you it was ok to buy your new home before the divorce was finalized, but it is technically marital property. She could claim ownership if she later decides to.” “Perhaps he promised to continue paying the mortgage on the home you and your children are living in, but if you don’t have the agreement documented, it’s not binding.” Make sure they get all agreements in writing! Remember that you may be called back as an expert witness. Make sure you have your ducks in a row.

The family always comes first.

It should be needless to say… your clients come first. This niche is never to be viewed as an opportunity to take advantage of divorce. Use your clients’ time and money respectfully; be sure a client truly needs a referral before giving one; warn them about making emotional decisions; do not tolerate a sabotaging spouse. Your clients will trust that you have their best interests in mind – don’t let them down. Remember, when you have done your job with their needs as your top priority, you will be rewarded when they pass your name along to friends and family.

For more insights about Divorce Real Estate from Joan, you can watch her interview with BreakthroughBroker.com. You can also buy her book, Your keys to Moving On, or refer to her appearance on the Today Show to learn about her expertise and passion for helping women recover financially and emotionally after being divorced or widowed. 

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