Written by My Collaborative Team Marketing Director Eric Sachs

If you’ve ever tried to explain the Collaborative Process to someone who’s skeptical, you’ve probably heard the same few objections.

• “My spouse would never agree to that.”
• “That sounds too soft—I need someone to fight for me.”
• “My lawyer said that won’t work.”

These responses are not rejection, they’re reflections of fear, misinformation, and emotional overwhelm. When Collaborative professionals understand the why behind these reactions, they can respond with empathy and education rather than defensiveness.

Marketing the Collaborative Process to skeptical audiences is about meeting people where they are and helping them see a new possibility. Here’s how.

Recognize What’s Beneath the Resistance

Every objection comes from an underlying need. “My spouse won’t agree” may really mean “I’m scared they’ll take advantage of me.” “It’s too soft” could mean “I’m afraid I’ll lose everything.” “My lawyer says it won’t work” means “I don’t fully understand it yet.”

Acknowledging these fears helps you frame Collaborative Divorce as a path to empowerment and protection, not weakness or risk. Instead of refuting objections outright, affirm the concern first then reframe it.

“You’re right, it takes both people to commit. The good news is that most people want to avoid a courtroom battle once they understand how this process protects their privacy, their finances, and their children.”

Lead With Empathy, Not Education

It’s tempting to launch into explaining the process when someone challenges it, but the first step is emotional, not informational.

A simple empathy-first formula works wonders: Acknowledge → Align → Educate.

“I completely understand why you’d worry about your spouse not agreeing. Many people feel that way at first. In the Collaborative Process, both parties have their own lawyers and their own advocates, it’s not about giving up power; it’s about gaining control of how decisions get made.”

When potential clients feel heard, they’re more open to learning. Empathy earns attention and education earns trust.

Reframe “Soft” as “Strategic”

Many people equate litigation with strength and Collaboration with compromise. Our job is to rebrand what strength really looks like.

“The Collaborative Process isn’t the easy way out, it’s the smart way forward. It takes strength to sit down, face conflict directly, and create a lasting solution together. Court battles end; Collaborative agreements endure.”

Use marketing messages and visuals that highlight confidence, dignity, and resilience, not just peace and calm. Show that Collaborative clients are proactive problem-solvers, not passive participants.

Equip Supportive Professionals With the Right Language

One of the most powerful ways to reach skeptical audiences is through the people they already trust, lawyers, therapists, financial advisors, clergy, and mediators.

When these professionals have simple, clear talking points about Collaborative Divorce, they become amplifiers of accurate information. Provide them with materials, FAQ sheets, and short scripts that help them confidently explain how the process works and who it benefits.

The goal isn’t to “sell” Collaborative Divorce, it’s to help families make informed choices.
Create educational content that answers questions before they’re asked. By positioning yourself as an educator, you become a trusted source, not just another professional trying to convince them of something.

Skepticism isn’t opposition, it’s opportunity. When Collaborative professionals lead with empathy, education, and authenticity, resistance turns into curiosity, and curiosity becomes commitment.

Marketing Collaborative Divorce to skeptical audiences isn’t about pushing harder, it’s about listening better. Every objection is a chance to show that there’s a kinder, smarter, more sustainable way to resolve family conflict.