By Justin Stoddart

Introduction

Divorce is one of life’s most emotional transitions—and for real estate professionals, it can either be an opportunity to serve with depth or fall short in a client’s greatest time of need. On this episode of the Think Bigger Real Estate Podcast, I sat down with realtor Jennifer Cheney and divorce mediator Laura McGee to explore how agents can make a real difference in this complex niche.

What started as a client-mediator relationship evolved into a powerful partnership. Jennifer, a veteran San Diego agent, was burned out—until her own divorce reframed her purpose. Now, she and Laura help others navigate the housing implications of divorce with empathy, strategy, and long-term care.

Key Takeaways for Real Estate Pros

1. This Is Not a Quick Sale Game

Forget “one sale, two purchases.” Divorcing clients are usually focused on keeping the home, not selling. Many transactions take months—or years—to materialize. “It’s a long-term relationship, not a short-term win,” Jennifer explains.

2. Mediators Are Your Best Referral Source

Attorneys rarely refer agents due to legal entanglements. Mediators, however, manage more amicable divorces and refer often—if they trust you. “Forget the attorneys,” Laura advises. “Start with mediators who are looking for value-driven partners.”

3. Build Community, Not Just Pipelines

Jennifer created a walking group for post-divorce women—not to pitch real estate, but to create belonging. From there, trust and referrals follow naturally. “They don’t care about the market update,” she says. “They want someone who gets it.”

Serve First. Business Follows.

This niche is not for the opportunistic. It’s for the empathetic. As Laura puts it, “What imprint are you leaving behind?” If your goal is to serve deeply and grow a reputation that lasts, this might be your path.

At ProInsight, we’re here to empower you to reach new heights. Let’s think bigger together.