3 Title Sales Rep Success Strategies in a Shifting Market

Still recovering from the rollercoaster ride of 2020 to 2022? I hope not. In fact, with those days long behind us, the average Title Rep should be refocused on the ‘back to basics’ mindset. Despite fewer transactions due to various market conditions, we have the power to control our actions and activities to create business opportunities. Let’s dive into how you can turn the tide and thrive in this shifting market.

When I’m talking to other Title Reps, systems, implementation and accountability often come up. Many Title Companies (and their Reps) got used to a strong market, so the urgency to create systems and guardrails was lacking. If you find yourself struggling to book appointments, attract new clients, and get more eyes on your Personal Brand then keep reading because I’m going to give you 3 Title Sales Rep success strategies that can help you or the sales reps on your team push through and find success in this current (or any) market.

1. Huge Emphasis on Prospecting

This seems obvious, but if your prospecting efforts were low to average because of the “great market” and now you have to hunt for your food–prospecting can be seen as a chore. Without an effective prospecting strategy in this market, you will continue to drift and struggle. Set aside time to contact these people:

• All non-directing customers (got scripts?)
• Lenders on current transactions
• Your top 10 targets (you have targets right?)
• Your nurtures and commits to business
• Agents in the Top 100 for your market

Calling the groups above on a consistent basis, good things will happen–but you have to commit to doing it. The ground floor activity for new business acquisitions is making calls to set appointments or getting a direct verbal commitment to the business over the phone.

2. Get in Front of a Camera

Wade Vander Molen (DCTitleGuy) is a longtime mentor and friend of mine and can often be heard saying, “Visibility creates credibility.” You are in Title Sales – NOT the witness protection program. The top-producing Realtors and Lenders in your market should not only know who you are but your strong value propositions and how you can help their business. If you have reluctance, now is the time to move past it. If you aren’t promoting how you help and support your clients or what amazing services you provide to clients, someone else certainly will. Post videos on:

• Instagram-stories, reels, and regular posts
• YouTube. My favorite! Start your channel! Here’s mine BTW: CLICK HERE
• Facebook video posts and stories
• TikTok. It’s no longer in its infancy and if it sticks around it will continue to be a powerful tool for brand awareness.
• LinkedIn. Your Realtors are on this platform as well.

It’s not necessary to hit all of these platforms to find success, but if you fail to post video content on any of them it’s an issue.

3. Scripts

The reason Title reps don’t like to prospect for new business is that they struggle to know “what to say” with a non-directing customer or Top 100 agents. The other issue I hear about is “winging” it in appointments with new prospects.

Those initial meetings have to be loosely scripted as well. What questions are you asking these agents? Are you running the meeting or are they? What are their pain points so you can formulate a response to solve their problems? Who are they currently using for Title and why do they keep going back? Do you know how to “close” them so they give you a verbal commitment to business? What is your follow-up strategy afterward?

Acquire Clients First Not Friends

As you can see there is an art to making contact and creating Title Sales rep success strategies when talking to and meeting Realtors. The pitfall is the Title rep goes into these meetings thinking they are making a new “friend.” You can be friends later after they have sent you several transactions and the relationship has grown. In the first couple of meetings, it’s all about acquiring a new paying client. Don’t forget that.

Learn from Others!

When I began my career in Title sales back in 2019, the “old folks” (Self included) weren’t using video and social media the way we do just 5 years later.

Everything changed.

But did you?

It has never been easier to build a personal brand and share it on a digital platform. Video and content creation support is at your fingertips. The internet is full of helpful ideas with videos, Facebook groups, and coaching programs.

Help is literally everywhere if you just look. My other suggestion is to reach out to others that you know have been or are successful in this business. This can be other reps in your market, your sales manager, or someone you follow on IG or find online. People are usually willing to share ideas and help. I’m one of them. I’d love to have a quick, 15 minute conversation with you to see if what I offer might be of benefit to your business. Let’s chat.

email: texastitlegirl@texastitlegirl | IG: @texastitlegirl

Find me on Youtube: https://www.youtube.com/c/texastitlegirl