How do title and settlement companies grow their businesses — or maintain their current level of business for that matter?
Simply expecting new business to drop into your lap is not a strategy. It’s also not realistic to expect employees who are not trained in sales to be able to successfully wear another hat.
During a session at this year’s National Settlement Services Summit (NS3) in Detroit June 6-8 titled “Winning Sales Strategies,” Chris Kass, sales manager at Michigan-based Liberty Title, will discuss sales strategies and offer solutions for growing your business. She will be joined by John Haynes, owner of Make Sales Happen.
“Companies can attract some business based on good service but to truly grow, you need people out on the streets asking for new business,” Kass said. “Not many people can handle the rejection of sales, and that’s why bringing in new business can’t be left to the inside personnel.”
One thing is for sure: Current business is always leaving out the back door, through customers getting out of the business, poor service, death, etc.
“You must constantly be bringing in new business to replace that business, plus more to gain market share,” Kass said. “That’s where a sales professional comes in. They prospect for new business and they continuously cultivate the relationship between the company and the customer. They are the ear on the road to make sure things are going well.”
Title and settlement companies don’t just need salespeople, she said. They need the right ones.
“It’s a lot to think about and a lot to do, but to stay relevant in the marketplace, it’s necessary,” Kass added. “I hope we will be able to share some valuable information with our attendees that will help them manage sales initiative that they currently have or start a brand new sales team.”
For more information on the 2018 NS3, including the agenda and a list of speakers, click here. You can register for NS3 online or click here to get information on how to register via mail, fax or phone.