Having been in the Title industry since 2005, I have seen many Title Sales Reps come and go with only a handful really “making it” and taking their business to truly lucrative levels. With thousands of Title Salespeople in the US, that means a huge majority either wash out or never find the level of success they are seeking. Why is that? The main reason is a massive lack of training for Title Insurance Sales Reps. When I started in the business, I received little to no training. Being the newest Title Rep of 20 for my Phoenix, AZ company, I “shadowed” a few people but none were eager to share how they grew a book of business or their success secrets. I was left floundering around for a while before actually learning the job and finding my way. That learning curve could have shortened if there was training available. Thankfully for me, I kept working hard and grew a successful business in not only Phoenix but 2000 miles away in the Washington DC area. With many Title sales reps reaching out for assistance for this very reason, let’s chat about why there is a lack of training for Title Insurance Sales reps and how we can fix it.
I was meeting with someone last week and he said: “If Title Companies stopped bringing bagels and donuts to Realtor offices, bakeries would go out of business!” We had a chuckle but the more I thought about it, I agreed with him. In many markets around the country, the Title Insurance Sales Rep behaves and is seen as just that…the “order taker/bagel pusher.” It is time to change the mindset of the real estate agent and start adding real value. I can’t tell you how many times I offered a marketing solution, taught an agent a valuable lesson in real estate technology, or helped them in their business and they said–“Wow, I didn’t realize Title Company people offered this help for agents.” Ever have this happen to you…or never happen to you? So how should the Realtor view their Title Insurance Sales rep? As an order taker/bagel pusher or more? Much…much more.