Biggest Mistakes I’ve Made in my Title Insurance Sales Career

I have spoken to well over 300 Title Reps around the US since I launched this website, and most of them look at me in high regard. I appreciate the affirmation as it means a lot, but you may not know I have made many mistakes over my Title Insurance sales career. “Failing forward” would be the phrase that best articulates my 20-year Title sales journey. In the Title Sales coaching calls with our clients, we discuss creating success and growing your business. In this article, I want to discuss the main pitfalls I fell into and what I did to get around them.

Wasted Time

I wasted so much time! Early in my career, I had no training on what my day-to-day tasks should look like. I remember going to work in those early days with no real plan, driving to real estate offices, talking to agents, and going to lunches. I recall attending weekly West USA real estate meetings and standing with all the other vendors. We could talk for about 30 seconds when the meeting ended and announce who we were. What a waste of time. Now, I would be in my office making calls to those same producing agents and have my meetings lined up for after the meeting and beyond. I got my time back and did all my follow-ups with NDCs and clients.

I learned that my time was my biggest asset. How I use my time is important. My phone is faster than your car, so use your time wisely and set business appointments with your clients and prospects. Qualify “who” you are spending your time with. Make sure the Realtor or lender is doing enough production to warrant your time.

Thought I Had The Business!

This is a pitfall that many of us have had. I was a big offender. I would meet with prospects, and it would go well. They were well enough that after leaving and NOT asking for the business (mistake), I would assume that because of our fantastic interaction, I had their business. That was far from the truth. When the business didn’t come, I didn’t understand. The issue was I didn’t ask the right questions or display the level of value needed to get them to see that I was a better solution for their real estate business. Lastly, I didn’t ask the for their next transaction so they could experience our Title team.

Top agents are solicited by people all the time. Thinking you “have the business” because you had a great interaction is foolish.

Wasn’t Calling My NDC’s -Didn’t Know What to Say

For the longest time I stayed away from calling my NDC’s. I didn’t know what to say and that was an uncomfortable phone call. Had I received training on how to handle those phone calls, my business would have jumped way up. Instead it grew at much slower pace as I relied on other ways to generate prospect opportunities. If you are reading this and also are not calling your NDC’s AND you business is not where you want it. There will be a form below. Fill it out and let’s chat because learning this skill and implementing it is a game changer for your Title sales business.

Didn’t Teach My Own Classes 

This was the biggest mistake I made in my Title insurance sales career. Having others teach classes for me. I let the speaker show their value while I sat in the back. I should have been the one in the front of the room speaking. Your value is learning things that can improve a Realtor’s business and teaching it back to them. When the value is demonstrated by you, the Title sales rep, it allows the Realtor see who they should be aligned with.

Find 3-4 classes to learn based on the wants and needs of the Realtors in your market, learn them and parade those classes all over town. Doors will open for you.

Looking to Up Your Title Sales Game?

You have come to the right place. I have trained over 150 Title Sales reps from all over the country helping them unlock their true earning potential. Feel free to email me at dctitleguy@gmail.com or fill out the form below you. Once you do, I will reach out and we can set up a 15-20 minute Title Sales Coaching exploratory Zoom.