The duo spoke at NS3, the National Settlement Services Summit, about how they built their companies. Washington stated that most folks thought their conversations would revolve around asking for recommendations, information regarding purchasing leads, and the number of telephone calls made per day or individuals observed in a month.

However, asking for recommendations was not a concern; instead, they were based on focusing on developing and growing connections. The duo believes that recommendations are given through those connections despite being in a business that requires title insurance. They are in the business of creating honest relationships because it is the most crucial component of establishing a solid connection. They also understand that it’s only through authenticity that people are likely to trust you with their work.

How to Market to Realtors

Developing genuine relationships with clients and prospects is essential. This is one thing that has worked in helping many companies to grow. The duo believes that for a business to gain trust from prospects, its sales team must be willing to have a personal relationship with its customers, which comes from doing things together.

A genuine relationship allows business owners to survive bad times, and being in the real estate industry, they are not an exception. There’s just going to be something that goes wrong, and that’s all. When things that we have no power over happen, it heightens emotion. But how do we grow past those situations? The duo believes the problem will be much easier for any business with a genuine relationship with its clients. The same scenario would be challenging with a company that only focuses on keeping a reputation based on how quickly it can execute a title search, fill a CD, and how quickly it can close a loan. If you’ve communicated and strengthened that bond in that relationship, that business can survive whatever disaster nobody expected.

If a business relationship on how to market to realtors is only based on referrals, then it will only be as strong as the subsequent referral. When you build genuine connections, that’ll be reciprocated. It’ll be continuous, and it’ll be ongoing. Whenever you provide value and help your referral partners grow their businesses, who will they refer that new client to? They’ll refer them to you.

The duo also concurred that people who approach their jobs with generosity, of providing for others, are far more likely to succeed than self-centered salespersons. They also insist that those people willing to give more and push more out unconditionally to whomever, whether it’s the person they’re doing business with or the people they would like to do business with, are the people who have been the most effective. This is how to market to realtors.

Another critical aspect of how to market to realtors is consistency if you want to build successful customer relations. Businesses must set high service standards to attract repeat business from satisfied clients. Customers become unhappy when they don’t receive the level of service they expect.

Campbell and Marshall made it very clear that businesses must establish standards and processes for salespeople on how to market to realtors to know what to expect. Your company must provide something truly unique to stand apart from its competitors. It’s called marketing with a “competitive advantage,” commonly referred to as relationship building.

The post How to Market to Realtors: Networking first appeared on titlecapture.com.

Not exclusively, of course. Your realtors and lenders rely on you for fast, accurate service and the additional value you provide. But title employees know better than anyone that relationships still go a very long way when building client loyalty.

The last thing you want is to jeopardize those relationships. And that’s the worry with automation: by reducing personal interactions with clients, you reduce opportunities to build vital connections.

Well, we’re telling you not to worry. In fact, good automation does the opposite: it helps you deliver even more remarkable experiences for every single client. We’ll show you how.

Where are title employees most valuable?

Rule #1 of automation: Don’t automate the things humans are best at.

Your title employees are essential to the closing process. When stress is high and your clients need everything managed professionally, that’s where you deliver exceptional client experiences. These moments are key for creating client loyalty and generating repeat business.

The “human factor” is everything here. So the question is: Can closings be enhanced by automation? Well… Yes, actually.

“The worry is that by reducing personal interactions with clients, you reduce opportunities to build vital connections…but good automation does the opposite.” 

The key is to find menial or repetitive tasks which take time away from employees and use automation to recover that time. Fielding requests for estimates is a great example. The work is important, of course, but it’s pretty repetitive and time-consuming. Instead of doing everything manually, let’s say you use a tool like TitleCapture instead.

By digitizing and automating key processes, title employees now spend a fraction of the usual time generating and sharing estimates. This gives them more time every week for more complex and value-adding work—like, you guessed it, expertly managing closings.

Automation makes client relationships stronger

More automation means less need for phone calls, emails, and meetings. While this creates fewer opportunities for relationship building, it actually strengthens relationships. Here’s why.

Early in a transaction, your client’s biggest priority isn’t personal service—it’s speed and accuracy. They could be on-site with a buyer and need a reliable estimate “yesterday.” The faster you produce the goods, the happier the client.

At closing, it’s a different story. It’s not about speed—the client’s priority is professional service and getting the job done right. Since your staff have saved time and energy through automation, they can deliver more exceptional experiences where they matter most—right here, at the business end.

It might be counterintuitive, but we’ve seen thousands of title companies use this kind of automation to achieve this exact result.

Since your staff have saved time and energy through automation, they can deliver more exceptional experiences where they matter most.

The secret benefits of automation

Automation can improve your reputation in more ways than one. Adopting the latest tech tools can help build your reputation for lightning fast service (e.g. when quoting) and as a digital leader in title. This makes you especially attractive to younger clients who always want to see fast, digital solutions.

At the same time, title agents don’t enjoy being interrupted all day preparing estimates for clients—removing that burden makes them happier and more productive.

This is just one example of how automation can transform the client experience for the better. As technologies improve and the title industry continues to digitize, automation will play a key role in generating and securing repeat business.

The post Title Companies: Automation To Strengthen Client Relationships first appeared on titlecapture.com.

That’s why I actually thought of writing this little piece. I want to cut through the noise and bring some clarity and make this simple for you.

There are really only a few things to always keep in mind and the simpler you keep it the better you are off. And that’s the big secret really.

Marketing is a constant search process.

You always search for that thing that gets your Realtors’ and Lenders’ attention. For that, you have to try out many things. Constantly. Maybe they like infographics, pdf studies about real estate trends, articles about how to get more deals. Or maybe they’re in the car a lot and you can create a podcast. Maybe a vlog on YouTube grabs their attention. Who knows?

We sure don’t. And neither do you until you actually try out all of these and see how many new agents they bring you.

When you figure out what works, go all in.

The second thing is once you figure out what works, you go all in and push all your chips in that direction. Let’s say they love your vlog and recommend it to everyone of their colleague. Great! Go all in. Get the best gear, get a good editor, get good lighting, travel and do guest interviews, push out 3x more video content… Take it to the next level. Commit 80% of your marketing resources to this, with the other 20% left to keep searching for new ways.

Give more, without asking.

Third, once you have their attention, keep nurturing the relationship. Give as if they are your customer, and guess what? Many of them will actually reward you by becoming one. Because when you market you need to make it about your Realtors and Lenders, not about you!

The post The SECRET To Great Title Agency Marketing first appeared on titlecapture.com.