Divorce is an incredibly sensitive experience, but the reality of our society is that it exists, and in most cases a marital home will end up being sold. As real estate professionals, we can be on hand to help, but we have to approach it the right way. Divorce sales come with a ton of nuances, and as agents we need to be aware of those before diving into the niche. What do we need to know before getting started, and what could stop us from carving out a space for ourselves? How can we position ourselves as divorce real estate specialists without coming across as insensitive to the people going through it, and where do we even begin to look for leads?  In this episode, family law real estate expert, Laurel Starks shares how to make divorce sales a part of our business while staying respectful to our clients every step of the way.   Three Things You’ll Learn in This Episode The importance of impartiality in divorce sales: It’s okay to be empathetic towards divorcing clients, but neutrality is the key to a smooth transaction. By having a sense of detachment from the divorce itself, we can build trust with both parties and make the experience easier for everyone involved.  When to approach divorce leads: Offering divorce real estate services to someone the second they announce their separation is not only distasteful, but it could also not be relevant yet. Focus on being a resource and assist where necessary and don’t jump in too soon.  Why training is vital in the family law arena: Family law is filled with experts, from attorneys to psychologists, and there’s no reason that shouldn’t extend to real estate professionals. Take the time to get educated on the space, and join training programs like the ones offered by The Ilumni Institute.    Guest Bio: Laurel Starks is a recognized court-appointed expert and trained neutral party in family law cases involving real estate matters. Her focus on divorce-related real estate has led to over $200 million in sales volume throughout Southern California and she is often regarded by her peers as the pioneer of the divorce real estate niche. Laurel has advised, consulted, and testified in hundreds of divorce cases, facilitating the sale of real property, as well as providing fair market valuation reports and testimony thereto. She is a national speaker on topics pertaining to real estate in family law. Attorneys, judges, and other legal professionals have come to rely on Laurel’s knowledge, judgment, integrity, as well as her ability to explain complex real estate matters to those affected by them. Laurel is the author of The House Matters in Divorce and Divorcing The House, and she has been recognized by Inman News as both an Inman Innovator and an Inman Influencer.    To find out more, go to: https://www.getdivorcecertified.com/  https://www.thedivorceniche.com/  https://ilumniinstitute.com/  https://www.amazon.com/Divorcing-House-Understanding-Could-Should-Keep/dp/1936268973 https://www.amazon.com/House-Matters-Divorce-Untangling-Financial/dp/1936268450  And for a copy of the free handbook mentioned in this episode, text "Free" to 833-425-7018  You can also email: nikki@ilumniinstitute.com  laurel@starksrealtygroup.com    Connect with Gene @GeneVolpe on Clubhouse