Why Some Title Insurance Sales Reps Fail: Key Pitfalls and How to Avoid Them

You’re already failing

I have conversations every week with Title salespeople all over the country. It’s been this way for a handful of years now. I really enjoy talking to my fellow Title sales reps, learning about their issues, and discussing their businesses. All this exposure has allowed me to see the reasons why a Title Insurance sales rep isn’t going to make it. Sorry…not everyone finds success in this business, but I figured if I shared the main reasons why certain reps don’t make it, others can avoid these pitfalls and start to take off in this great job called…Title Sales! In this article I’m going to explore a few Title Rep Avatars. See if you identify with any.

The Time Waster Title Rep

This is going to be an entire blog in itself soon, but in short, many Title reps waste their time doing things that don’t create business or money for themselves. It’s not always their fault. Sometimes they receive little to no training or even the wrong training. Sometimes they lack leadership and accountability. Either way, The Time Waster Title Rep is going to see little to slow success if they consistently fall into any of these traps below :

• Driving around to offices just to “check in.” Top agents aren’t in the office and if they are, they are busy. Stop bothering them. Set up business appointments. If you get in your car, do it with purpose. Darryl Turner says, “You can dial faster than you can drive.” And he’s right. Pick up the phone.
• CE Classes: ALL agents need CE. But they can also take CE classes at home on a computer. If you’re not careful, these can be a huge time suck with little to no ROI. ASK ME HOW I KNOW.
  • I have an entire menu of classes I can teach on a moment’s notice. And I’ve found that offering to teach a class inside a brokerage gives me the most bang for my buck. Agents are more likely to show up and the brokerage will often do all of the promoting and marketing on your behalf.
• The Time Waster Title Rep typically ends his week with a lot of “stuff” they did, but little to no business to show for it. Use your time wisely and efficiently, like top-producing Realtors do, and you will see better results. Remember, your phone can dial a lot faster than your car can move!

The Failure to Launch Title Rep

Listen, I can provide the best information and guidance possible, but if you don’t implement and DO the activities that lead to success…that’s on you. Many Title reps lack the true drive and motivation to really make it in this job. Being good is hard. Being mediocre is easy.

Failing to listen to great information because the implementation is hard or makes a rep uncomfortable is a top reason I see Title reps not making it.

The Title Rep Who Lives Under Underwhelming Leadership

Often times a title company has a manager or Top Sales Rep as leadership. It can also be true that the leadership is mediocre or even bad (thankfully this is NOT the case for me! It is worth noting here that much of my success has to do with the excellency of my leadership team, training, and company culture.) But why is this unfortunately the case for so many other Reps? I believe it might be that many organizations struggle to find the right leadership or don’t provide enough training to raise up the right people. The other issue is the leadership of many of these medium to small Title Companies lack the time, money, and expertise to properly train their sales reps. It’s a recipe for failure. Not only do the reps suffer but the company misses out on revenue because they weren’t able to hire well and train properly. If you feel your leadership is lacking and want to hear what Tom Ferry says about 7 things Title Reps must have in order to run a successful business then watch this video.

The Solo Title Rep

I’ve been saying for a while now, that the lack of training is the biggest gap in our industry. Particularly for medium to small and even boutique operations. Every year hundreds of reps get hired with very few training programs within those companies. Most of the time a Title rep is hired, and just sent out to the field with instructions to do most of the things on this list in hopes that some business comes along. I’m thankful this was not the case for me. I had some training but even still I felt underequipped and went searching for more. That’s when I found Wade Vander Molen. When we connected in 2019 I was only six months in and new there had to be more than calling agents 8 hours a day. I’m all for hard work and prospecting. I don’t mind picking up the phone. But connecting with Wade changed the trajectory of my business. I couldn’t pay him fast enough to train me and his coaching helped me put into place what I’d been wanting to do all along. Most Title Reps lack the training and aren’t able to get systems in place fast enough to see the fruits of their labor. Instead they are forced to roam as a Solo Title Rep without guidance. If you haven’t had training yet, reach out to Wade. Run, don’t walk. We can help.

Email: texastitlegirl@gmail.com | IG: @texastitlegirl | Check me out on Youtube

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