How To Get Divorce Listings From Attorneys
When a couple decides to divorce, one of their first calls is usually to an attorney, not a real estate agent. That puts attorneys and other divorce professionals at the very start of the process, long before the home is listed. These professionals work with divorcing homeowners every week and can refer a steady stream of listings to you.
This training shows you how to become the agent they trust and recommend. (Want to reach divorcing homeowners directly? See the Divorce Homeowners training.)
Why Referral Partners Fill Your Pipeline
Referrals are one of the best sources of business in real estate. When an attorney, mediator, or therapist recommends you, their client's trust transfers to you, so you start the conversation warm instead of cold. One strong relationship can send you clients year after year, without paying for leads or competing with other agents for the same seller. And divorcing homeowners genuinely need to make a move. A handful of good referral partners can keep your pipeline full.
Here are some of the Divorce Professionals with whom you can build relationships with:
Success Story
Ed is an Authorify member who has gotten about 10 divorce listings, 5 of which came from divorce attorney referrals. He's also had success contacting people who have filed for divorce directly. Here's what he had to say about approaching attorneys:
"I used about 30 Divorce Books, and I started reaching out to the top divorce attorneys in my market. It took a lot of persistence, but pretty soon it paid off and I got some referrals. I ended up building relationships with a few attorneys and got about 5 listing referrals. Even better, most of those sellers ended up buying a house with me, mostly just one spouse but sometimes both. So, I got about 5 more buyer sales from that, as well."
Here's our video interview with Ed, where he explains how he wins divorce listings and builds relationships with attorneys.
Why Attorneys Want To Work With You
If you're going to ask attorneys for referrals, you need to understand what's in it for them.
- 1A better experience for their client. An agent who wants future referrals has every reason to do great work. That makes the attorney look good and keeps their client happy.
- 2A smoother case. An agent who stays neutral, communicates with both spouses, and keeps both attorneys updated makes the attorney's job easier, not harder.
- 3A sale that closes. Many times, attorneys are paid when the home sells. They want an agent who will move the sale along smoothly. Once they find one they trust, they keep coming back.
Search your state bar association's website for family law attorneys near you. Then search Google for "divorce attorney [your city]" and "family law attorney [your city]." The firms at the top of the map results, with the most reviews, and running ads are usually handling the most cases. Build a list of your top 20 to 30, and use the same searches to find local mediators and therapists.
Send each attorney a copy of your divorce book with a short personal note. It gives them something valuable to hand their clients and positions you as the expert. Send your digital book too, so their office can email it to clients in seconds. Then start the four-email sequence below. Keep emails short, send them from your normal inbox, and make it easy for them to reply.
After the fourth email, call the office using the phone script. You'll often reach a receptionist or office manager first. Build a good relationship with them, because they can get you in front of the attorney. Ask for five minutes to drop off books and explain how you help their clients sell smoothly. Then mail the follow-up letter so your name stays on their desk.
Most attorney relationships don't start on the first contact. If an attorney says they already have an agent, stay polite and keep in touch on a steady schedule. Be persistent without being pushy.
Most referral partnerships start with a "not right now." Stay helpful and keep showing up, so when they need someone new, you're the obvious choice. And when a referral comes in, stay neutral, keep both attorneys updated, and make the process easy. That's how one referral becomes many.
Designations like the Certified Divorce Real Estate Expert (CDRE) aren't required, but they can add credibility with attorneys and mediators. If divorce listings become a big part of your business, one may be worth exploring.
Don't offer attorneys referral fees, commissions, or gifts in exchange for referrals. Real estate license laws and attorney ethics rules restrict these arrangements, and the rules vary by state. Check with your broker before setting up any referral relationship.
Templates
Dear [First_Name],
I noticed you help a lot of people with their [Insert Legal Specialty], so I decided to send you some materials your clients might find helpful.
Now, I’m sure you have agents asking for business all the time. And it probably gets old. So, I won’t do that. Instead, I’ll tell you how I can make your job easier and more enjoyable.
Here’s why you should consider referring your clients to me:
I’ll always be easy to work with. I understand that you’re only going to recommend your clients work with a Realtor IF that Realtor is easy to work with. I won’t talk badly about you or “throw you under the bus” if there are any issues.
I’ll respect you and look out for your best interests during every transaction.
I’ll be understanding if there is a delay or other issue that’s causing strain. Some agents might get mad and cause problems if there is a legal delay that is outside of your control. I won’t do that.
So if you want your clients to work with an agent who will look out for you and them, let me know. I’d be happy to meet with you sometime for lunch so you can make sure you’d be comfortable working with me.
Best Regards,
Your Name
Your Real Estate Company
Phone: (XXX)XXX-XXXX
Email: Name@Email.com
Not intended to solicit any properties already listed for sale with another real estate agent.
Important Notes:
- We recommend including your address to be compliant with the CAN-Spam Law. It is your job to research all laws in your area to make sure you are in compliance. We are not lawyers, and this is not legal advice.
- If anyone asks to be removed from future emails, then, by all means, remove them!
Subject: Clients selling their home?
Email Body:
[First Name],
Do you ever have any clients selling their homes? If so, consider referring them to me.
I can help with a Market Analysis and will always be easy to work with and responsive during the transaction.
When you have a client selling their home, you can offer them a copy of my home-selling book that shows how to sell a home for top dollar.
They can read a digital copy on my website: [Enter Lead Capture Link]
Sincerely,
Your Name
Your Company
Your company’s physical address
P.S. If you don’t want me to contact you again, let me know.
Important Notes:
- We recommend including your address to be compliant with the CAN-Spam Law. It is your job to research all laws in your area to make sure you are in compliance. We are not lawyers, and this is not legal advice.
- If anyone asks to be removed from future emails, then, by all means, remove them!
Subject: Following up
Email Body:
[First Name],
I reached out to you last week to see if you have any clients selling their homes.
When you have a client selling their home, you can offer them a copy of my home-selling book that shows how to sell a home for top dollar.
They can read a digital copy on my website: [Enter Lead Capture Website]
Or, if you prefer, I can give you some physical books that you can give to clients when you meet them.
Just let me know, and I can drop them off at your office.
Sincerely,
Your Name
Your Company
Your company’s physical address
P.S. If you don’t want me to contact you again, let me know.
Important Notes:
- We recommend including your address to be compliant with the CAN-Spam Law. It is your job to research all laws in your area to make sure you are in compliance. We are not lawyers, and this is not legal advice.
- If anyone asks to be removed from future emails, then, by all means, remove them!
Subject: Did you get my email?
Email Body:
[First Name],
I have decided to specialize in working with attorneys when their clients need to sell their homes.
I know that if am able to help you reach your goals, then you’ll want to recommend me to other attorneys you may know.
Please let me know if there is anything I can do you help.
Sincerely,
Your Name
Your Company
Your company’s physical address
P.S. If you don’t want me to contact you again, let me know.
Important Notes:
- We recommend including your address to be compliant with the CAN-Spam Law. It is your job to research all laws in your area to make sure you are in compliance. We are not lawyers, and this is not legal advice.
- If anyone asks to be removed from future emails, then, by all means, remove them!
Subject: I want to help you!
Email Body:
[First Name],
Working as an attorney is often a thankless job.
Clients expect you to work miracles and get angry when something outside of your control goes wrong.
Fortunately, I’m here to make your life easier.
Here are a few ways I can help you:
- Free Market Analysis. If you need a market analysis on any client’s home, just let me know and I’ll send it to you.
- A Confidential, Anonymous Market Analysis (for your own eyes only). I can provide you with that information without contacting your client or viewing the home.
- An Easy-Going, Cooperative Experience. I’m looking to build long-term relationships with attorneys like you, so it’s my goal to be easy to work with. I want you to feel comfortable referring your clients to me.
The next time one of your clients is thinking about selling their home, you can offer them a copy of my home-selling book that shows how to sell a home for top dollar.
They can read a digital copy on my website: [Enter Lead Capture Website]
Remember, I’m here to help you!
Sincerely,
Your Name
Your Company
Your company’s physical address
P.S. If you don’t want me to contact you again, let me know.
Hi, is this [First Name]?
Hey [name of prospect]! This is [Your Name]. I’m a Realtor, and I’ve been trying to reach you about my Divorce Home-Selling Book. I’m following up to see if I could drop it off at your office sometime and talk to you for five minutes. I promise I won’t take up any more than 5 minutes of your time. Are you OK with me dropping it off sometime?
If they say “Yes.”
Find a time when they will be available and drop off your book.
If they say “No.”
Can I mail you a copy of my book so you have it available in case you ever want to give it to a client?
