Property Point

Sometimes it’s a note left on the kitchen bench. Or there might be an almighty row behind closed doors that announces that the relationship is over.

In the case of Steve and Jenny, there was a full-page ad in last week’s Mackay and Whitsunday Life that gave a strong hint that the relationship is not as good as it once was.

In case you missed it, the full-page ad was a short but prominent note from Jenny claiming Steve was a “filthy cheater”.

Now I’m no relationship counsellor but, reading between the lines, it seems to me that the relationship between Steve and Jenny could well be doomed. (I know, thanks Sherlock).

Unfortunately, a portion of real estate sales come about due to relationship breakdowns and an agent has to manage the process.

Sometimes it is harmonious, other times it’s tense but civil, and there are times when it is more challenging and acrimonious and that is when the agent has to work extra hard on communication.

These are sales that have to happen and many of the requirements of the agent are exactly as they are with any other sale: Ensure the marketing is excellent, create competition for the property, communicate regularly with all parties and get the best price.

It’s the communication that can be more of a challenge in these situations. If the two owners are not talking, the agent has a vital role in ensuring everyone knows what is going on.

The important thing is to provide the communication that both parties need. After open homes and private inspections both owners must be given the information they need to understand how buyers are reacting to the property.

During price negotiations with a buyer, both owners need to know what the buyer is saying.

Sometimes, the sellers don’t agree on marketing strategy or price and that means the agent has to help create an agreement. Again, honesty and clear communication usually get that job done.

Selling real estate is always about helping people get the result they need to make the next steps in their lives.

With a sale resulting from a divorce or relationship breakdown, the agent must be sensitive and  aware but also needs to have a detached professionalism that ensures both parties are treated the same and given an equal level of communication and respect.

It is so important that no matter what else has gone on in a relationship, the sale happens as seamlessly as possible and both parties can agree that “at least the agent did a good job and we can now move on”.

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