A big part of being a realtor is helping people. That’s what Smart Agents do and that’s what we take pride in.
There are opportunities to help people in tough situations all the time. Divorce homes are no different. It is a wacky niche, and a sad or even messy one a lot of the times.
But it can be one of the most profitable ones, and it has a lot of consistency.
According to government statistics, 1,200,000 couples get divorced each year. So by no means is this a small niche, even though it does go unnoticed by many, for reasons unknown. These couples need help and usually have to sell.
A whopping 61 percent of all divorcees end up listing their home for sale. You see where we are going here.
That’s 732,000 homes that go up on the market each year. In every city 3.6 percent of the population in each city gets a divorce each year. Just in the state of Florida alone the average jumps to 4.5 percent of the population.
So if 61 percent of them sell, that’s a big piece of the pie. So just an example, an area with a population of 50,000 people will have about 108 divorces list their home each year.
There is very little competition for this niche and you could list a lot of houses.
The best part of this? These couples HAVE to sell.
The worst part is it’s a bad time for them and they don’t like to sell. But they still have to to get everything over with and it’s up to us to make sure they don’t succumb to investors or loose money making a fast sale.
These will be some of the most motivated sellers that you encounter.
Now the divorce rates have been rising throughout the last 10 years or so.
This is because the hotter market and hotter economy rises divorces. It’s sad but it’s true. Since the market has gone up they’re getting more equity in their home. People who didn’t have the equity to sell their home previously can sell it and even make a profit.
But this isn’t any type of new news that money is the one of the main driving forces between couple who are getting a divorce.
They go out at price their home at appraised value and then are trying to get it sold, as fast as they can and finally put an end to it all.
Some of them are even ordered by the courts to sell, and many times there’s a time put on how long they have to get it sold.
Not only that but the court can also assign a price it must be sold at, but this only happens in some cases.
If you get involved and offer to help in the beginning, you should get that listing almost every time.
Smart Agents have to understand that they’re helping these families when the need it the absolute most. Who’s better than working through emotional issues and dealing with them? As realtors we are experts at working through these things.
Divorce leads are the type of thing that keep paying off as well.
If you do a great job and help them, which you will, it’s the type of thing that’s going to get you a ton of referrals down the road. It’s frequent that realtors sell a home for the divorced couple and each of them each buy a house and use you as their agent.
In that case you get three listings with just that one lead. That’s before they refer you to anyone else, something that usually pays dividends for Smart Agents, as we covered here.
So how do you get these listings?
- Find the addresses
- Mail them a letter but don’t mention divorce
The best way to find the addresses is to go to your county’s Clerk of Court website and individually pull each of them up. Just search “your county” Clerk of Court on Google and find the list from there.
It will take some time to get each of them, but you have to put in the extra work. Getting into a goldmine of listings like this is more than worth the extra work that you need to put in.
Remember, 61 percent of the leads you get there are going to end up listing their home. So if you pull 20 of them, 12 of the families will be listing their homes. That’s why it’s so important to get to them first and early in the process.
That’s going to set yourself up to be the first person they call when they are ready to list their house.
From the Clerks of Court website you have to cross reference the names there with names with the County’s Property Appraisal site to see if their names are on both list. Sometimes it is called the Tax Assessor instead of Property Appraiser.
Next mail them a letter.
This is similar to the other niches we hit with these specific letters. But DO NOT mention anything about getting a divorce in it.
Just asked if they are interested in selling, or if they have any questions about anything at all pertaining to their home, the market or anything involving real estate.
If you set up and lead them to a squeeze page that will alert you when they request a free home value, you’ll get a text immediately (Members get all of this and pre-wrote letters as well).
Why’s it so important to get an automated text immediately so you can follow up fast? Because studies show that following up within 5 minutes of receiving a lead increases your chances of converting by 90 percent.
And then each 5 minutes you wait, the more your chance decreases. If you can’t call them have someone or a secretary call them and set up another appointment to meet them.
This is another BIG niche, but it’s more than that at the same time.
It’s a chance to earn the goodwill of two people who are going to immediately be in the market for a new home. But most importantly it’s a chance to save them from a rough situation.