In this month’s Tip, we thought we would share with you some of the secrets of our success. While, we as Title Agents, are not in the same business as you lawyers and paralegals, there are a bunch of parallels in our respective businesses. Some gratuitous advice:
1. Thank your current customers, clients and referral sources. Let them know you appreciate their business with your words, but also show your appreciation for clients in less obvious ways. For example, identify something they view as valuable and help bring it to them. In our industry, for instance, we have discovered that providing pre-paid envelopes is a convenience that our customers appreciate. This newsletter is a way to bring value to the relationship between us and our clients by imparting knowledge and education. Could you bring a realtor or mortgage broker their commission check? Can you arrange for an Educational Seminar or Market Focus?
2. Seek feedback. As counter intuitive as it sounds, ask your customers, clients and referral sources to tell you something they don’t like about the way you provide your services. Be proactive and, more importantly, be open to criticism.
3. Get out from behind your desk. Join groups that trade leads, a bowling league, the Chamber or other Civic groups. More importantly, let people know what you do, even if it is at Church or in line at the Super Market. Rent a ice cream truck and bring a treat to people who are in a position to refer you business. People cannot seek out your services if they do not know you exist.