How Realtors Can Successfully Work with Hoarders

In the realm of real estate, each home has its own unique story. Some are filled with joy and light, while others carry the weight of silence, sadness, or overwhelming clutter. Few homes are as intricate as those belonging to hoarders.

As Realtors, we aren’t just selling properties; we are navigating the emotional landscapes of individuals undergoing significant life changes. Working with hoarders or their families requires more than just market expertise; it demands deep empathy, patience, and a structured, non-judgmental approach.

Step 1: Acknowledging the Situation

Often, hoarding is not merely about clutter—it can be a reflection of trauma, loss, anxiety, or mental health issues. Many hoarders are unaware of the extent of their problem. For Realtors, the first step is recognizing when a situation extends beyond disarray and into hoarding territory. This shift involves moving from criticism to understanding. Showing compassion to the homeowner (or their family) is crucial—they already feel vulnerable, exposed, and often ashamed.

Step 2: Establishing Trust

Before discussing staging or selling, approach the situation with empathy. Sit down with the homeowner or their family and allow them to share their story. Why are they looking to sell? What does this transition mean to them? Hoarding is frequently intertwined with grief or fear—the fear of letting go, being judged, or losing control. Your role is not just about facilitating a sale; it’s about becoming a temporary ally in a profoundly sensitive life change.

Step 3: Forming the Right Team

No single Realtor can handle this alone. Successful outcomes hinge on assembling the appropriate team, which may include professional organizers, decluttering specialists with hoarding experience, mental health professionals for emotional support, junk removal and biohazard teams for health and safety concerns, cleaners, painters, and handymen to prepare the property for the market.

Having a reliable team of professionals enables you to offer a clear plan and various solutions rather than just identifying the problem.

Step 4: Progressing with Respect

The decluttering process must be gradual. Begin with non-sentimental areas and avoid pressuring the homeowner to get rid of everything at once. Respect their emotional attachments—what may seem like trash to you could hold memories or identity for them. Involve them in the process and set achievable goals.

If the homeowner is unable or unwilling to participate, collaborate closely with their family (with appropriate permissions). Always maintain the individual’s dignity who resided there, refraining from using negative language like “disgusting” or “disaster.”

Step 5: Facilitating the Transformation

As the space begins to open up, an emotional shift occurs. Many hoarders (and their families) may experience feelings of grief, relief, or anxiety. Continuously check in with them as a Realtor, not just about timelines and contractors, but also about their emotional well-being. This demonstrates that your commitment extends beyond the sale to the individuals involved.

Once the home is cleaned and repaired, you can proceed with staging, listing, and marketing. Exercise sensitivity here, particularly regarding before-and-after photos to respect your client’s privacy in the long term.

Step 6: Post-Sale Support

While the sale concludes at the closing for you, it may mark the beginning of a new chapter or an emotional upheaval for the former hoarder. If you have established trust, providing ongoing support during the transition, even through simple check-ins, can have a significant impact.

Empathy as a Valuable Asset

Many Realtors may shy away from dealing with hoarder homes due to the challenges they present. However, those who approach these situations with structure, support, and compassion can truly make a difference in people’s lives. You become more than a salesperson; you become a guide through a profoundly human experience.

In an industry that often emphasizes speed and presentation, working with hoarders serves as a reminder that every home holds someone’s story. Assisting them in turning the page with dignity is not just good business—it’s good humanity.

The cover photo for this article was generated by AI.