By Lloyd R. Manning

Although the husband and wife partnership is an ancient business arrangement that farmers and storekeepers have been doing for centuries, it has only been in recent times that the concept has found its way into selling real estate. In time we will see many more of these real estate professionals’ relationships.

But it’s not for everybody. It takes a special couple with compatible interests and objectives, mutual trust and total confidence in the capability of each other to be successful. You must be willing to work at it, and these rare qualities not shared by all. Often married couples, when forming a joint business relationship, are like two bulls new to the pasture. They fight until their working relationship is established and their respective domains clearly identified. If this does not happen, both the marriage and the selling partnership are in trouble.

Successful couples set their priorities. They clearly identify their working and personal relationships and responsibilities in both marriage and the workplace. There is no master/servant relationship. Neither is an employee of the other. They are equal and treat each other that way.

Bill Saurette and Cheryl Ann Getty of Edmonton’s Re/Max Elite have been married and selling partners for more than 13 years. Getty says this provides a combination of personality and style, which is appreciated by buyers and sellers.

Although they have different styles, they work as a team with individual aspirations held in check. Egos are not allowed to interfere with achieving their goals, and there is no animosity, she says. Each has a specific job, but it is not cut in stone. They go on listings and open houses together. Since many clients are long-time friends and are referred, it soon becomes clear which of the pair they relate to. Then the other partner backs off. But most of the time, both are involved in every deal. Their main objective is getting the job done with no concern about who gets the credit.

Sharon Nelton, in her book In Love and in Business, outlines nine key characteristics of successful spouses working together.

1. Marriage and children come first.

2. Spouses demonstrate enormous respect for each other.

3. They have a high degree of close communication.

4. They complement each other’s talents and attitudes and carve up the turf accordingly.

5. They are supportive of each other.

6. They compete with the outside world, not with each other.

7. They like to laugh.

8. They keep their egos in check.

9. They are committed to making their marriages work.

I would like to add one more. They are competent business people and successful sales reps or brokers.

It is far easier to get along when everything is going your way, when listings and sales are good and when the clients and commission cheques keep coming. When there are reversals, it is far too easy for one partner to blame the other.

Complications in husband and wife partnerships happen when married couples carry their personal problems and disagreements from home to the office and from the office to home. At night, they do not talk about the children, religion, politics, school, the news, or whatever, but about listing and selling real estate. They discuss who will place the signs and lockboxes, who will write the ads, what they did that day and what they plan for tomorrow. There is no clear distinction between their home and business life. In these married and in business together relationships, to make it work and last, it is necessary for each to have a life, quality time, and be involved in activities apart from the other. Each must have his/her own space. Otherwise they will intermittently love and fight and will eventually just fight and fight.

A problem area for many couples in business together is differing objectives and conflicting styles. To make it work, you must synchronize your policies and procedures, agree on who does what, develop an operating strategy and continually respect and appreciate the capability of the other.

Terry and Marilyn Christensen of Prudential Spencer Real Estate in Edmonton go to great lengths to ensure that that the ideas of either are never jammed down their mate’s throat. Keeping on top of everything and keeping clients informed is the top priority. As they are able to talk about everything as opposed to having to arrange meetings, both know what is happening on a constant basis and what needs to be done next.

Although everything is equal, Terry deals more with selling while Marilyn has more responsibility with the listing aspect and carrying out the routine duties. When listing a home, both attend at the listing presentations to give themselves credibility with the client and demonstrate that they are a working team. The clients get two committed sales reps for the price of one.

On the selling side, Marilyn comes along for the viewings when there is a family involved. A single male is handled by Terry alone.

The way the Saurette and Getty team operates sees Saurette working mostly with buyers, but he can and does do everything related to selling real estate. Getty is more of a detail person who prepares the presentations and does the research work. This is the key. In partnerships it is necessary for each to clearly establish and agree on what each does better than the other, and then do it without interference.

Although all income goes into one pot, for income tax purposes both income and expenses are divided equally. It does not matter who completes a deal or if there are different workloads or differing contributions.

From a legal perspective, these are loose arrangements with no written contracts and no opt-out provisions; only a verbal understanding that a husband and wife partnership exists. This brings up the question of whether this type of arrangement would work with two unrelated people. There is no firm answer. It may, but to ensure continuity and to keep everyone honest there should be a formal partnership agreement that spells out the responsibilities of each and the division of income and expenses. A verbal understanding that you will agree to agree just won’t do it.

Are spousal partnerships a good idea? The Christensens and Saurette and Getty say, “Yes”. Both couples are convinced this is the superior way of providing excellent service. However, it is not without dangers and pitfalls. If your marriage is having difficulty, it is not a good idea. Living and working together with no time apart will only exacerbate the problems. To make it work, you must get along well in most things; have no serious family problems; no financial difficulties; mutual trust and respect for each other, and have the ability to work as a team. It can be fun and rewarding but it is not always clear sailing. You have to work at both your real estate careers and your marriage.