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Divorcing couples a unique Realtor market niche


CUCAMONGA, Calif. – Jan. 7, 2016 – Laurel Starks has completed more than $120 million in divorce sales and been involved in over 1,000 divorce cases over the last decade.

A broker with the Starks Realty Group at Keller Williams in Rancho Cucamonga, Calif., Stark receives a steady flow of referrals from divorce attorneys because she has undertaken mediation, collaborative divorce and mediation team training – skills that ensure she doesn't simply use divorce real estate as a marketing tool but can actually take action to help people through the process.

Real estate professionals looking to follow in Starks' footsteps must be able to establish trust with the client, Starks says. "It's the first step and without it the process is a long, hard road."

She also stresses that agents working in a divorce situation need to perform due diligence on the title of the property and the financial situation, meet separately with both parties early on to establish the broker's office as neutral territory, and remain unbiased regarding the spousal conflict.

"Understand that you are the quarterback – you are coordinating between the parties, coordinating with attorneys, with the court," Starks says.

In many divorce home sales, clients often need to be aggressive on pricing because they need to get the house sold, Starks says. And agents should not expect to get two or three deals out of a divorce. Separating clients are often not in a financial position to purchase another home on their own.

Source: Inman News (12/15/15) South, Gill

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Related Topics: Marketing