Scope: this page is about the selling behavior of title and escrow business development staff. It does not give title, escrow, legal or compliance advice.
Scope: this page is about the selling behavior of title and escrow business development staff. It does not give title, escrow, legal or compliance advice.
Title and escrow sales representatives often have strong relationships and still avoid the conversations that grow their book. The pattern is behavioral, and it looks different from a skills problem.
Servicing and event work are visible, appreciated and low risk. Asking for the business is exposed to a no, so it is postponed.
Check the activity report for the ratio of new-account contacts to service contacts. The R2R Assessment identifies which avoidance pattern is behind it, and accountability coaching keeps the fix in place.
Usually not. Reps typically know how to ask. The gap is doing it.
The same patterns appear in any relationship-based referral role. See call reluctance in loan officers.
Related reading: Sales reluctance · Call reluctance in real estate · Fractional chief learning officer
Dr. Jeffrey Scott Stanton, DCH is the former EVP of Learning & Development at Douglas Elliman Real Estate and the founder and Chief Learning Officer of R2R Diagnostic Group, where he helps real estate organizations and agents diagnose and fix the behavioral patterns behind inconsistent performance.
The R2R Assessment identifies which pattern is actually running and what to do about it. Take a look at the assessment, or book a conversation.