Top Title Sales Rep Struggles and How to Overcome Them

Title sales rep struggles are a big theme in my coaching business. They involve overcoming objections, getting the business off the ground, or trying to create their unique value propositions. The themes of these Title sales rep struggles are pretty consistent, no matter the market. You see, our job is to get a Realtor or attorney to put your Title company’s name on a contract. That’s it. What methods you use to get that accomplished are up to you. I want to cover what I see are the biggest obstacles and struggles my coaching clients face, and tips on how to overcome them.

1. Converting the Appointment to Business

Getting appointments with Realtors is not too hard to achieve. The more difficult part is getting your prospects to “make good” on their commitment of directing business your way. As we know, some Realtors are happy to make good on their commitment, while others are tougher. The issue is following up. Most of us are “hunters” going after new business, yet we forget to circle back to the agents who gave us a “yes” to business the last few weeks.

Having a systematic way of following up is important. Using a CRM, adding our tasks, and setting reminders. Or something as easy as putting these reminders in your calendar. When you follow up, do it with purpose. Have a valued reason for calling. DO NOT say…”hey, I’m just checking in.” That is death. Call to add value. “Hi Mark…the reason I’m calling is…”. Call with intention and with purpose. All the money we make in this business comes from the follow-up and the relationships we create. Be consistent and be persistent in your follow-ups to your prospects who tell you they are going to send you business and lead with something valuable…for them!

2. Creating a Unique Value Proposition

Want to make money in Title Sales? Stick out but in a good way. Raise your value proposition so you make it very difficult for them to say no. By creating your unique value proposition, look at what you can lean into that allows you to not only stand out in your market but help educate the Realtors in your market. For me, it’s helping agents gain more listing opportunities, showing them how to rank in Google/YouTube searches, and getting their online exposure off the ground. I can help with it because I DO the things I preach. That goes a long way in the credibility department.

I tell my coaching clients to learn as much as they can about AI tools for Realtors and bring that information to them. Do demos and become the authority on the topic. AI is only going to improve and grow. Get ahead of it now. What can you be learning that can allow you to stand out in your market? Get uncomfortable.

Selling Against Joint Ventures

Joint ventures are in almost every market. I spoke on this National Webinar on JV’s a couple months ago that had almost 260 Title reps attend. Meaning this is a very hot and valid topic to the majority of us. Joint ventures are the biggest competition that most of us face. It used to be another top Title Rep in our markets, but that is lesser the case now. The main points are that you can earn business from Realtors who are in a joint venture. The JV only works when a Realtor send business. But what about when they need help gaining listings, getting “discovered” online, and becoming the most relevant Realtor in their farm area?

If you can raise your value propositions high enough in “raised status” you will be seen. You will be valued. You will have an upper hand to ask them for part or half or their business. Keep using the JV Title Company, AND use me at the same time. If you have 10 transactions you can direct in the next 90 days, I want to earn 4-5 of those deals. The goal is to be so valuable they can’t say no to you.

Want to Learn These Skills and More?

It took a long time for me to fail forward enough to get to where I am now. I wish I had someone to “show me the ropes” and learn proven strategies to become the best Title Rep in my market. I now offer these same coaching services to Title Reps, entire sales teams and owners.

I offer 1 on 1 coaching, small group coaching and 1-Day in-person boot camp Title Sales trainings. Want to set up a 20-minute Zoom to discuss further, fill out the form below or send me an email at DCTitleGuy@gmail.com