Why Your Title Sales Business May Be Struggling Right Now

As I continue to speak to Title Sales reps and Title Company owners around the country, there seems to be a certain theme regarding why their businesses have hit a snag. Yes, you can always “blame the market,” but in reality, deals are always happening. The main reason your Title sales business is slow is that you aren’t prospecting for new business like you should. I get it, prospecting is the hard and uncomfortable part of the job, but also the most necessary part of the Title sales job. I want to review the best ways to prospect for new business so that you can have a pipeline of new clients lined up for 2025 and start the year strong. Here are reasons why your Title sales business might be slow and how to fix it.

Not Using the Phone–To Make Calls

I have a new coaching client who, in our first session, said her main way of prospecting was to send DM’s on Instagram or send texts. I had to remind her that the phone she has makes calls and to be passive in her prospecting approach will only take her so far. Also, it won’t resonate with producing agents who won’t respect that passive approach. Make no mistake, we are in sales. Sales require us to make phone calls to people who don’t know us and create that connection. Your business is dead in the water if you don’t get comfortable making this part of your skill set.

Not Calling NDC’s

Calling non-directing customers is the low hanging fruit in Title sales. The Realtor on the other side of the transaction is on a file with you right now! Once you start to treat the NDC agent as if they were the directing source, your business will change. I also understand that in this business we are busy with so many other things that we overlook making these calls, but making these calls part of your overall prospecting habits will allow you to set more quality appointments with agents who do business.

Calling your NDC’s when the file open to “thank them” for allowing your company to handle their side of transaction and when file closes. “How did things go?” This is your opportunity to make the connection and set the 1 on 1 appointment to learn more about their business and discover their pain points. Don’t forget to ask for the business on every appointment!

You are Not Well Known in Your Market

Hanging out in the Title sales witness protection program is a lonely place to be. Your current clients know you, but you are weak on social media, don’t teach classes or avoid getting on video yourself. All of these things limits your overall visibility in your market. With little visibility it’s hard to have that credibility and profitability you seek. Get uncomfortable and DO the thing your Realtors need help with, then TEACH it to them. It works–trust me.

Your Follow up Stinks

I used to know this one. Great at getting commitments to business then off to the next thing and had a poor follow up strategy. All the money you will make in Title sales stems from your follow up and getting deep into your relationships. Tough to get deep in your relationships if you don’t follow up.

I talk to a lot of Title reps who don’t use a CRM. This is a big mistake. It becomes difficult to keep track of prospects, and people who need to be reached out to, if your CRM is an excel spreadsheet. We look down on Realtors that don’t use a CRM to run their business like a business. We need to be doing the same thing which will allow us maximize our following up with prospects.

Your Heart Isn’t In It

Title sales can be hard and dealing with clients can be a roller coaster. I’ve been doing this since 2005 and seen every crazy market, I get it. With that said, You need to have thick skin and lead with value all the time. Don’t dwell on the negatives and keep plugging away. For some this isn’t possible and I completely understand it. I’ve spoken to Title reps and after hearing them go through their complaining sessions, I tell them that “maybe Title sales just isn’t for you.” 

I don’t say that in a negative way as being a Realtor or lender isn’t for everyone. It takes a special crazy person to be in this business and if you have made it this far in the article, you are more than likely one of those people. Congrats!

Do you Need Help?

If you didn’t know, I’ve coached over 150 Title reps and companies all over the US. Helping them learn proven strategies to standout and gain more Title orders in their markets. If you want to set up a 20 minute Zoom call to discuss your Title business and see if Title sales coaching is a good fit for you, please out the form below or email me directly at dctitleguy@gmail.com