Build A Title Sales Pipeline

The market doesn’t feel like the “speed years” anymore, and title companies everywhere are learning the hard way that hope is not a pipeline. We’re Summer, Lisa, and Lauren from National Investors, and we’re kicking off Shift Happens with the most practical topic we know: business development and sales in title insurance when buyers are cautious, deals cancel, and interest rates refuse to cooperate.

We dig into what we’re seeing across Texas title agencies, from small towns to big cities, and why “unpredictable” deal flow usually comes down to inconsistent prospecting. We break down a simple framework that changes everything: most new orders show up after 5 to 12 touches, and a social media like doesn’t count as a full strategy. You’ll hear specific ways to vary your touches, time block your week, and qualify prospects so you’re not wasting energy on the wrong relationships.

We also talk about the sales activities that actually create orders: hosting education the right way, running lender panels, building a weekly stand-up meeting with escrow, and using video marketing (even if you hate your voice). Plus, we share closes that feel natural, from soft asks during a live file to easy scripts your escrow team can use without feeling pushy.

If you want a steadier title insurance pipeline and a team that sells together, press play, share this with your office, and then subscribe and leave a review so we can keep making more. What’s the one part of prospecting you want to get better at this month?

Transcript

Welcome To The First Podcast

Summer Swope 0:00

Hi friends. Good morning. Good morning. We're so excited. This is our very first podcast. We have wanted to do this podcast for over two years now. So this is really exciting. If y'all don't know us, this is your team at National Investors. We're title insurance underwriter. My name's Lemmer Slope. I'm the Texas education and marketing person for national investors. And I am with my co-hosts, Lisa Monte, sales rep for national investors.

Lauren Blair 0:29

And I'm Lauren Blair, sales rep for national investors. Lisa and I crisscross across the state to see all our wonderful agents and help them along the way.

Summer Swope 0:38

Yes. So we're really excited to bring you guys this podcast just because we feel like we've been talking about a lot of new, you know, marketing ideas. We've been giving, you know, our partners a lot of new marketing ideas. And we wanted to make sure that we are actually practicing what we preach. So it's important for us to, you know, kind of stay ahead of those things. We also were getting a lot of the same questions, right? And we're hearing a lot of the same issues from our partners and from the title agents that we work with. And so we were trying to figure out, you know, I would say, and you guys can correct me if I'm wrong, but I think that y'all probably talk to, or at least our team collectively talks to between five and 10 title companies every single day. If you count all of us. Absolutely. Sometimes more. Do you think it's bigger? Oh, yeah. Yeah. So we've kind of been paying attention to some of the struggles that you guys have. We've been paying attention to the questions that you ask. We've been thinking from our experience and our background, really what we wish we would have known coming into the industry. Um, I think it's important that our listeners know what our backgrounds are. So, do y'all want to talk a little bit, just quick, you know, 15 seconds on what your experience has been in the title industry?

Lauren Blair 1:51

So when I started in the title business, I was on the sales and business development side and quickly realized you got to know something about what you're selling. And so I worked with Brandy actually in that line of work and we worked together on her, the escrow side, me, the sales side, and bridging that gap. Because there's a gap a lot of times that the salespeople don't really understand what we're trying to accomplish on the escrow side. And maybe they're overpromising and thinking that they're being underdelivered. And so, how do you learn and bridge that gap? And from there, then I moved to managing escrow day-to-day operations and then plant operations. So kind of full circle from sales.

Summer Swope 2:29

Yeah. So you've got plant, you've got operations, you've got sales background. Awesome. How many years have you been in it?

Lauren Blair 2:37

Oh, now at this point, probably 12. Yeah.

unknown 2:41

Dang.

Summer Swope 2:42

Feels weird to say that, doesn't it?

Lisa Monti 2:43

I'm not going to wait till you hear this. So I started over 30 years ago at the front desk. Amazing. She's the OG office. The OG. The least OG. Yes. Started at the front desk, moved to escrow assistant and then to escrow officer's closer and learned the escrow side. Got a call one day. Somebody invited me to join their team as a sales rep. Of course, I was scared to death, but leaned on my escrow background to help get me over the hump and, like you said, learn what we're selling. I already knew and felt very comfortable about that. So it's been fun. And now I love working here on the underwriting side so that we can help our agents grow on both escrow and sales.

Summer Swope 3:20

Yes, amazing. And I grew up in the Austin area and I heard Lisa Monty's name at the ripe age of 15 when I started in the real estate industry. So Lisa is a legend, Lauren's a legend. I started more on the real estate agent side. So working with a Remax office that was right across the street from Cedar Park Middle School. Shout out, Go Leopards. And I just kind of worked through, you know, my high school years, worked as a real estate assistant, went to Texas Tech, Wreckham, and then came back to the Austin area and started as a business development rep in Austin. So a few years there. And then I really loved the education portion. So every time that I would host a class or I would have someone, somebody come in and speak, I would learn from them. And then I wanted to go and take that information and share it with others. So I moved into the personal development route and teaching classes, track classes for real estate agents. So trying to help them, help them grow their business. So it's been kind of a wild ride. Like between all of us, we've done all a lot of experience. We've seen some stuff, like some really bad ideas that did not work out. That did not work out. Some illegal stuff, right? We've seen some stuff. We've also seen a lot of different markets, especially over 30 years.

Lisa Monti 4:37

I've seen every kind of interest rate, refi market, boom, bust a lot. Absolutely.

Why Sales Matters Right Now

Summer Swope 4:43

So yeah. Okay. Well, so the way that we're kind of structuring our podcast is we wanted to do four sort of bigger podcasts and then break them down into smaller groups. Some of the things that we've noticed that our title partners and the people that we work with are struggling with. So we broke it into four sort of categories. So business development and sales is what we're going to talk about today. The other, you know, topics that we'll hit on other podcasts and we'll have people from our team come in. It's not just the three of us. We've got Brandy, we've got Tom, we've got Rachel. And so we'll have everybody come in and probably share their expertise and share their knowledge, but we wanted to talk about sales today. So I guess our first question when it comes to sales, title insurance, title companies, business development reps that we're working with. What are you seeing right now with agents and deal flow? And when we say agents, I mean title agents. So title companies specifically and deal flow.

Lauren Blair 5:43

Yeah, I think sometimes they think that their pipeline might be unpredictable, right? But you have to ask yourself a couple of questions. Like, do you have a consistent outreach in a sales mechanism, whether that's actually a salesperson or if it's someone that's part of your escrow team? Like you got to make sure you're actually addressing that before you can really figure out what your problem might be if you're not seeing your business grow. And, you know, it's been a strange market. We all know the world's in flux. There's a lot of things going on right now. The market, the interest rates not come down as some have waited to see. And so, you know, are you staying in front of your agents that are currently your business? And are you reaching out to others that aren't? Because if you're not, someone else is, right? And how do you involve your team? Because I think we hear that a lot. I hear that a lot. Like, oh, well, you know, our escrow team doesn't really think that's their role, but like we're here to tell you everybody's a salesperson when it comes to title insurance. That's what we do. We sell title insurance. Welcome.

Summer Swope 6:45

Unfortunately, if you didn't know that you were a salesperson, even if you're an escrow, even if you're in a different role, right? If you're at the front desk, you are in sales. And I hate to like be the bearer of bad news, but it is, it's true. Like we're all part of the sales team, especially in a market like this. I think from the agent side, what I'm seeing is we've seen a little bit of inconsistency with buyers specifically. So your buyers right now, they're patient and they're picky. And so we've seen a lot of buyers backing out of deals. I think Lauren is absolutely correct. I think a lot of buyers expected interest rates to go down. There was a lot of, you know, two years ago, I saw a lot of real estate agents marketing date the rate, date the rate, marry the house, date the rate, marry the house. Well, the rates haven't come down. They're still dating. They're still dating. So I do think that I'm really trying to make real estate agents understand that this we've shifted from a speed market, right? 2022, 2023, 2021. It was how fast can I write up that offer? How fast can I put that deal in? How right, how fast can I write the offer for you know it, them to not accept the offer offer, right? So I think that agents need to focus on it, it's a skills market, it's not a speed market. And I think title reps can meet them in that gap, right? So work with these real estate agents to help them build the skills, offer to be their role play partner, offer to, you know, create accountability groups where they're meeting once a week and they're talking about AI and they're talking about social media, all of the things that the real estate agents struggle with, be the person to bring them together, give them the education and help them accomplish their goals. Yeah, absolutely.

Lauren Blair 8:27

You've got to meet them where they're at and meet them where they're they have a need. And I think that if you are missing that opportunity, that's how you can start building your PAP line to be more consistent for sure.

Lisa Monti 8:38

I think being a realtor can be a very lonely job, especially when things aren't going well or they're not going into the office a lot or they have a company that's remote. And so I think we can fill that gap a little bit as the title partner, whether you're sales escrow manager, we can be there for them, supporting them through just listening sometimes, holding classes. And uh, like Summer said, since the market has shifted, we're not really seeing a decrease in prices or the interest rate. We've seen increase in insurance. So we're seeing like it's like a perfect storm of all of the things that we really wouldn't want to happen happening. And so it can feel pretty bad. And I think it's forcing realtors to be able to have such a good conversation with their sellers about you know, being realistic. So that's that's a big shift too. Like Summer said, we're not in the speed market anymore where you can write the best offer and the best offer is accepted. We're in a market where they need to be able to have a realistic, honest conversation with the seller so that they can get their house sold at all.

Summer Swope 9:38

Yeah, absolutely. They're relying on their real estate agents to be professionals and their expertise. And this is where you shine. Like if you have been honing your skills and practicing and role playing, this is where you really get to make your a good amount of money, right? Absolutely. And if you haven't, you have us.

Lisa Monti 9:56

Yeah, we'll help you get there.

Lauren Blair 9:58

Yeah, I think agents, as we've gone around the state, Lisa, you may chime in on this, but they kind of feel like we're having a normal time period of spring, right? We're seeing a little bit of bump in activity of contracts and getting to the closing table. And so that's very good for us, right? We want to continue to hear that. We want to continue that. And so, you know, those companies that continue those efforts to bring in those contracts are gonna thrive. And if you haven't, start now, right? No, it's not too late to start.

SPEAKER_01 10:28

Yeah.

Summer Swope 10:29

And if you started and then you stopped because you got busy, start again. Like it that this whole job is never going away. Starting again. Yes, it's never going away. That's right. Absolutely. I think one thing that we talked about too, and we talk about this just on our phone calls and when we meet, y'all go into small cities and you also go into larger cities. So you see the contrast between the two. What do y'all think? Do you think it's they're just kind of expecting a normal summer? Do you think that they're expecting more deals, less deals?

Lisa Monti 10:56

What do y'all think from from what I'm hearing, people seem more encouraged right now. I think after we got over kind of the January, February hump, their contracts have picked up, and most of them are saying they're not seeing as many deals bust. So I think that's encouraging. So people are very hopeful for a good, steady summer.

Summer Swope 11:14

Good old normal summer, not the COVID years where we had a billion contracts and people's hair was falling out.

Lauren Blair 11:22

We wished for a period of time such as this in those times. So here we are.

Where Deals Get Lost

Summer Swope 11:26

We did. We got it. We're never happy. We're either too busy or we're not busy enough. Okay, so next question that I wanted to ask: where do you guys feel the deals are being lost most often? So I think we already kind of talked about this, you know, buyers backing out of contracts, home buyers are picky and patient. And for title reps specifically, why do you feel like the pipelines for business development reps are inconsistent right now?

Lauren Blair 11:54

So, you know, I think a lot of people think that they prospect, but I don't think they really do. I think they, you know, think, oh, well, I I reached out to them on Facebook and they should do something, right? Yeah. But we have to do more than that. It's not just a one-touch kind of situation. And to fill your pipeline, we know that deals might not close. We know there's cancellation rates. It could be because they couldn't get insurance on the home, homeowner's insurance, all right, or the inspection went badly. And so now they have to start back over. But for us to stay always looking forward and managing through our windshield, right? And looking at what business we can try to gain, I think is really important to keep that pipeline consistent. You know, one of the things I had a conversation with an agent recently is they said to me, you know, we just don't know that our real estate agents really understand all the options that there are for their buyer as far as a loan goes. I said, Hey, that's a great opportunity for you to host a lender panel. Invite those lenders in. It's gonna cost you nothing, basically. And you have them talk about themselves, which they love to do, right? And then you've offered something of value to your real estate agents that actually helps them with their potential buyers. They might not have known that there was a product out there that fits a buyer's need. And now you are that connector, like Summer was talking about, right? You're bringing them value, you're offering them some education, and it doesn't really cost you a lot to do so, but now you're seen as that person that they would rely on if they needed something. So I think that's a great opportunity to do, especially right now, whenever your lenders want to be in front of people, right? They've gone through that. They were so busy in COVID, they didn't know what to do. They wished for a time such as this, but not this bad. Um so now they really have time to get out and talk and try to drum up some business as well. Yeah.

Summer Swope 13:50

And that's two birds, one stone, right? Like you're getting your lenders in front of real estate agents, and you're also um empowering those real estate agents to have more conversations, to have more options. So yeah, I think that's that's super insightful. One of the things that I think I really want to drive home for a lot of title reps, and I know that I struggled with this. I know that it's a regular daily struggle for title reps specifically. It takes between five and 12 touches, 80% of closings, right? 80% of you getting that contract, that very first contract from that prospect. 80% of those they come between touches five and 12. So, and that's in a 12-month period, but I've been shortening it recently because there's a lot of prospecting that we're missing out on. So down to six months. So you need to have between five and 12 touches in a six-month period to even have a shot at getting a contract from a new prospect. And I think people we forget about that and we get in our heads and we think, oh my gosh, I'm annoying them. Oh my gosh, I'm, you know, reaching out. And there is a the a right way to reach out. I will say some of the reach outs that I have seen from my real estate agent friends, title reps misspelling names. Okay. Yeah, not knowing, you know, gender, right? Looking at a name and just assuming that it's a woman, assuming that it's a man. And so get your facts right, do your research and make sure these are those things we were talking about, the the things we've seen that went wrong. Yeah, you know, we see it, y'all. So I think if you, if there's one piece of advice that I have about making a consistent pipeline right now, it is making sure that you are reaching out to a prospect. At least I don't, I don't go for bare minimum. Okay. If we're gonna split the difference, I say eight, but at least eight touches in a six-month period, 12 if you're being overzealous. And like Lauren said, a like on a picture on Instagram, not good enough. That's not it. You can count that as a touch, but then you really need to do 15. Yeah. We'll double it, we'll triple it up to 30.

Lisa Monti 15:57

I would say one way to not be as annoying is mix up the way you're doing your reach outs, right? Some some people it's gonna be a phone call, some people it's gonna be a text, some people it is gonna be like a social media post or something like that. But some of it's gonna be an in-person, a handwritten card. You need to mix it up because you don't know what touch is going to do be the trigger and you don't know what they're paying attention to. Yeah, absolutely. They never listen to voicemail and that's all you're doing. Yeah.

Summer Swope 16:25

Yeah, exactly. I think one of the best things that I did to kind of switch it up because you know, people don't want to take phone calls these days, and a text message only goes so far. But I remember sitting in my car and using my cell phone, okay, back when cameras were not that great on cell phones, but I would put it up on my dashboard and I would record intro videos to real estate agents that I wanted to get to know. And it wasn't just, hey, I'm Summer, I'm a really cool title rep and I would love your business. It was, hey, I see that you have three listings in one of the neighborhoods that I drive by every single day. I've heard your name spoken by multiple real estate agents. They say how cool and professional you are. I just want to get to know you. Is there any way that we could jump on a call? Is there any way that we can meet in person? And that was one of the best things that helped my business. One, because real estate agents weren't getting on video themselves. So here's a title rep doing the thing that they're scared to do. And two, it was a creative way.

Lisa Monti 17:19

So it's different. It's different. Catches their eye.

Lauren Blair 17:22

Yes.

Lisa Monti 17:22

Absolutely.

Lauren Blair 17:23

And Summer said she did that a long time ago. I actually answered an email this morning with the same strategy, right? Someone reached out to me and said, Hey, I want to reach out to agents that I don't know. I'm gonna send them this. And it was basically, hey, I want your business. And I was like, hey, let's soften it a little bit and let's get them more involved in what you're asking and talking about. And it isn't just all about who you work for and who you are. It's to incorporate them. And then once they say yes to the meetup, then you can, you know, say, Hey, I have this really cool skill I can help you with, or whatever that might be. Yes. People still work today.

Prospecting Versus Relationship Maintenance

Summer Swope 18:00

It does. It does. It absolutely does. Okay. So are reps actually prospecting or are they just maintaining relationships? This is a big one. This is a tricky one.

unknown 18:11

Lisa.

Lisa Monti 18:11

Lisa. I would say some reps that I talk to, I know some that are actively prospecting. So if you're not, or if you've been scared to, start now. Uh some title reps that I talk to say, you know, I have three appointments. I force myself to have three face-to-face appointments a day. If one of them cancels, I grab another one. So there are people who consistently kind of do like the Rainmaker method where they say, I'm gonna give myself this many points for the day or this many touches for the day, this many person-to-person meetings. So yes, I think there are still some who are prospecting. Now, are they getting in front of the right prospects? I don't know. Whole other topic. But you know, it's an it's an attempt, it's a try. They're actually carving out time every day, which obviously we're very big on time blocking. Yes. So you need to block the time to actually prospect. What do you think, Lauren?

Lauren Blair 19:01

So I think I said earlier, I think a lot of people think they're prospecting, but they might not really know what that looks like. Maybe they've never, you know, done a deep dive on prospecting, like Lisa said. Am I really prospecting on the right people? Do I really know how to qualify them? That are they really someone we want business from, right? Because not every customer is the customer you want. You know, so I think you need to ask yourself like, am I talking to people who are not currently sending me business? If the answer is no, then you're not prospecting, right? So I think that's an easy test to ask yourself or your staff. And then are you having a conversation where there's no real guaranteed outcome? Because that's prospecting. The answer is not going to be yes the first time. We know this. If you set yourself up that you think every time you ask you're gonna get a yes, you will feel like a failure. But that's just part of this, right? We have to be okay with the word no. I struggle with this. This is something I struggle with. I know this about myself. They know this about me. We do, you know. And so can confirm I can be the pot calling the kettle black, right? Like I know that I struggle with this, but I still have to do it because if I don't, then I'm not actually prospecting. I am just maintaining relationships, which is still very, very important. We have seen that within national investors, how we grow those relationships really can affect our bottom line. And so you can't stop doing that, but you also have to have the other layer.

Lisa Monti 20:22

Yeah. I actually I'm sorry, no, I actually like them to either say, no, not right now, go away, stop bothering me, or I'm gonna keep going. That's how I feel about it. So if they're just ignoring me, being quiet, not responding, I take that as a sign to keep going.

Summer Swope 20:37

Yes, I think that's was beautifully said. And can you say it again? Which the part where you said if the outcome, you're uncertain of the outcome.

Lauren Blair 20:46

And that's what Lisa is saying. Are you asking with an uncertain outcome? Yeah. Like you need to be prepared for the answer no. And then I would also say, you know, if you are a business development rep and that is your pure role, then spending 50% of your time prospecting is a good rule of thumb, right? Because those touch points take time. They don't all happen at once. And so you need to be able to spend the time to do that. And then I think, you know, if you are part of an escrow team that has business development, you need to get in on the action too, right? Yeah. Because if you're sitting back thinking business development is gonna bring it all to the table and you're just gonna maintain it, you're part of the process as well. And sometimes you can win the business a little bit faster than business development, right? And so even if you spent 15% of your time prospecting alongside your business development rep, you know, meeting with them, seeing who they're going after, helping with some of those touch points, you are going to be rocking it and you may close those deals faster. Agreed. Absolutely. Team effort.

Summer Swope 21:45

Yes. And I I loved what Lisa said too about the three appointments a day, right? If your goal is three appointments a day, you've got five working days, that's 15 appointments, you calculate that over the course of an entire year. How many new contracts can you get for your Team. And then escrow and sales, I think we talked about this a little bit at the beginning. We can tell, right? If escrow and sales are on the same team. Oh, yeah. Your customers can tell. When you walk into an office, it has a certain feeling. And if everything's good and everything's chiving, it feels really good. If there is tension in the office, every single person, I guarantee you, can feel it. So, like Lisa and Lauren both said, you know, have the conversations where you're not guaranteed an outcome. And then escrow, check in, see what you can do to help because, you know, you're going to be able to grab and see opportunities that the business development rep sometimes can't see. So that's awesome. That's a quick story I could share. Yes.

Lisa Monti 22:40

So there's an escrow assistant at a small town title agent that I work with, and they do not have a sales presence. But the escrow assistant is probably the most comfortable with inviting people out to lunch. So what she did was this was probably a year ago, for eight months in a row, she picked one realtor to invite to lunch. So once a month, she was inviting a realtor to lunch, going to lunch, and she managed to get contracts every time. These were people not using them. So eight months in a row with just one lunch, she actually did convert them on her first contact. I don't know what happened after the eight months. I'll have to check back with her and see if she's still doing it. But I know sometimes people get busy, but I'm just saying it doesn't have to be a sales rep, it doesn't have to be the manager, an escrow officer. It's someone who can be comfortable going out, having a conversation, getting to know and getting a starter relationship and letting them know that you invite them to do business with you. Sometimes that's all it takes.

Summer Swope 23:38

Absolutely. I think just to drive this point home, we talked a little bit about time blocking. This is, it's a challenging market. And the skill set that I'm about to talk about, it's not something that salespeople are naturally drawn to, but it's being systematic. It's being systematic with your time and going through and looking at your day and seeing who did I talk to, right? I did this activity once as a sales rep and I went through and I wrote down every single person that I talked to that day. And I went through and highlighted the people who were prospects who had never sent me a deal before. And it was two out of the 15 people that I talked to, right? So it doesn't mean that I get to ignore my current clients and there's a whole system for making sure that they feel loved. But at the end of the day, I've got to go through and, you know, write down every single task that you do and highlight the tasks that actually impact your bottom line, right? That actually impact whether or not you get to keep an extra staff person on your team, right? Go through, highlight the things that make your team money, and make sure that you are spending your time doing those things that make you money. Yeah? Yeah. Sweet. Okay, let's see.

Lauren Blair 24:46

What does good sales activity look like right now? Well, I think Lisa's story kind of led into this question, right? Like probably at the beginning of this, you wouldn't have said that your escrow assistant scheduling a lunch with a realtor could be fruitful. But guess what? It can be. We have a real life example of that. So I think that right there, things that you might not even think are good activity are probably the start to really great things. Um, and I think being very intentional with a clear direction, like this story. She went in and she said, I'm going to schedule for eight months, one lunch, and I'm just gonna go have a conversation. And from that, she was able to grow business, right? And so I think she had direction. She was very clear in what she was trying to accomplish. And I think that's important. I always say, you know, you can throw a spaghetti on the wall and see what sticks, but that takes a lot of time, effort, and money sometimes. So knowing what works is really important whenever you start diving into how you're gonna go after people and and the sales activity that you're gonna do. Yeah, absolutely.

Lisa Monti 25:51

So are we talking about the sales activity? Yes. Okay. So I sort of wanted to talk about bringing in the educational piece. Okay, yeah, absolutely.

Summer Swope 25:59

Absolutely.

Lisa Monti 26:00

You could bring in talk about the educational piece, and I have a backup.

Summer Swope 26:03

Yeah, yeah. Okay. So I can speak on what good sales activity looks like from where I am sitting, which is usually in front of your classroom and when you are hosting classes. And there's a very specific behavior that we see that leads to orders coming in the door versus reps just hosting classes to just host classes. Okay. So I can tell when I walk in, I can tell if the rep is there early, okay, and they're getting set, you know, everything set up. I can tell if they are willing to speak, if they're willing to get up and do their two-minute, five-minute pitch. So the thing about that, I understand how uncomfortable a two-minute speaking part when you feels forever. It feels forever. It's uncomfortable, it feels really awkward, it feels inauthentic. So I think, you know, making sure that as a sales rep, if you are hosting classes, you get there early, you have a little bit of practice on what you're going to be speaking about. And I always think that sharing a story of how your escrow team saved a deal. And that comes down to talking to your escrow teams, talking about what's going on in your market right now. You should be the local expert, right? Hey, there's a new uh restaurant opening up. Hey, I just heard of this lender partnering with this real estate agent. Let me see if I could get you guys hooked up. They're doing a really cool event or they're doing a really cool client appreciation thing. So, as a sales rep, when you host a class, we expect you to stand up in front of the room, introduce yourself, maybe share a story of an escrow team saving a deal. I like it when it's not too long, right? So maybe five minutes tops. I have seen some reps ramble on a little bit. They get excited and they want to talk about everything, and then we're 15 minutes late starting class. And then the follow-up. So I always tell reps too, you know, you'll have 50 people, hopefully, that RSVP to your class, right? And 25 show up. The other 25 that had a sick kid, or oh my gosh, I have this emergency that I have to handle. You should get excited about people who show up in in person, but there's an opportunity there. So if a title rep comes up to me and says, hey, I loved this topic and I would love to take this information and share it with agents. Can I do that? My answer is always yes. Take my slide deck, go do one-on-ones with these agents. They couldn't make it to the class in person, but I would love for you to go and share this information. So that's a signal to me, hey, this rep is not just, it's really being super resilient, right? When you hear no or they can't RSVP or they RSVP and they don't show up and your feelings are hurt. It's taking that extra step and going, oh my gosh, I just got all this really great information. I can't wait to meet with you. Do a one-on-one, go through the information that I learned. I also like it when reps can speak to whatever topic that I am talking about. I like it when they bring an escrow officer, especially if it's a very title-focused class, talking about title commitments, talking about surveys. So we are, we have like 44 classes. We have a bunch of different topics that we can take and, you know, we can make it anything you need it to be, but I can tell when a title rep is really excited about the material, they ask for it and then they want to go and share it with their agents too. So those are just some of the things that I have seen.

Lisa Monti 29:17

Okay. I'd love to give an example of um a title rep who kind of dropped the ball during the class one time. And then I'll end with a one that did a great job. So, first I would say I was speaking, I was teaching a class right after the broker spoke to their group. This was a pretty big class in a big city. And so the broker was speaking to, you know, all the agents who were in attendance, talking about different things, and they were asking questions, really good questions, like, what do you need right now from me as your broker? What would help you? What would help get you in front of more people? What would help get you more listings? And I look over and the title rep who has hosted the class is literally like on their phone. No, I know. And I'm thinking, I'm just like trying to, with my eyes, go, please listen in. This is all the like we could write these questions down and we could come up with a solution for a lot of these that you could take to the broker. Yes, it's you could do it now, you could do it as a follow-up. There was so much gold though in what was being discussed in the class, and they were truly missing it, probably on TikTok. I don't know what they were doing.

Lauren Blair 30:24

So anyway, so let's just hope she was recording it or something for you later. I hope so.

Lisa Monti 30:28

Because I was just like, oh, and like it just made my sales heart like, oh my gosh, this is the guts of it right here that we're all discussing. And so I didn't want anybody to miss it. And like Summer said, know how to turn the conversation into a follow-up discussion. Absolutely. Hey, I heard your broker ask these questions, and I came up with three solutions that we might be able to help you with. How about this, this, or this, right? It's such such gold. So, and then I did hear I was at a class. I just taught this recently in the last month or two. And afterwards, they actually had like their sales manager there, and the sales manager stood up and said, although I recognize a ton of faces in the audience, I want to ask how many have have never closed with our title agent? About three or four people raised their hand. And she was like, Great. I just want to welcome you and invite you to give us a try. As you can see, we do things like this all the time. We love to provide opportunity, education, and great, you know, closing experience. So I just loved that not only did they start the class off by introducing themselves, but they ended it with an invitation to bring business.

Summer Swope 31:32

I love that.

Lisa Monti 31:32

I love that. So say it again how they did it, just in case they missed it. How did they end the class? They basically said, I see a lot of familiar faces here. We appreciate you coming today. There are two or three people I don't recognize. How many have not closed with us before? Those people raised their hands and then she said, I just want to invite you to close with us. We do a great job here. You can ask anyone in the room, but we'd love to see you here back for more. We do blah, blah, blah, blah.

Summer Swope 31:57

I love it. One more way that you could end too. And we I think this is kind of like a spicier way to do it. You know, people, agents, they don't love RSVPing for whatever reason. They wait till the last minute. And so, and I know that their schedules change, whatever showings, commitment issues. Okay. But if at the end of the class, I think it's fair, and I wish I would have done this as a title rep. I wish I would have said, hey, my manager has an expectation that every in-person class that I host, because it takes time, it takes, I gotta find the instructor, I gotta find a sponsor. Sometimes I have to find a location, I gotta put together the flyer. There's a bunch of stuff that goes into it. So my manager expects that I get five contracts from every single in-person event that I host, or I can't host these events anymore. Right. So just the expectation of I mean, it could be spicy, but I think it's realistic, right?

Lauren Blair 32:51

I mean, real estate agents don't just hope that someone works with them. They have to ask for business too. And I think that's a huge thing that's missed that I see on the events that are hosted is nobody asks them for business. Oh my gosh. I mean, we have a room full of people. Yeah, if if 25 people showed up, you should ask them. Yes. They cared enough to show. So let's ask them. And even those that didn't, right? Like they had an issue, they had a, they couldn't meet, they couldn't make it, they missed. And so you've sat down with them when you're on your one-on-ones, like, hey, like I really enjoy spending time with you. I would love for you to send an order so we can work together, especially if it's someone that has been gone a while or you've lost connection with that they were going to come to this class and something happened. Like, those are great opportunities to do that. And I think on this front, Lisa, you guys did something whenever you worked for a title agent where you had a competition internally. So, like some are saying ask them for five contracts to keep doing this, but how about get your whole team to start asking them too, right? That's really great sales activity. Yeah. I mean, Lisa, you you guys did that internally where you did a competition, right?

Lisa Monti 33:55

We did. We did a fall time sales blitz and it was hugely successful. And it was basically getting everyone on the team excited to have a sales blitz. Now, a sales blitz is kind of like a one-time, one-day event. You cannot have a sales blitz every month. That's too much. That's overkill, right?

Summer Swope 34:13

Too far. But uh too many blitzes. Too many blitzes.

Lisa Monti 34:16

But if you can get everybody excited about having a one-day sales blitz, I have all of the information for everyone out there who's saying no, my team would never do it. I have the answer to defeat all of their excuses. So if anybody is interested, you can just reach out to us and we'll be happy to help you through that. But we're competitive people. A lot of times the people that are working for you are competitive people because you've got closer against closer. And I mean this in a good way. Yeah. Of healthy competition. Communication, right. Competition. You want maybe it's north side versus south side, right? Maybe it's your uh you're this county versus this county. But a lot of times you've got people on your team who are hugely, you know, competitive and they want to out-earn or out, you know, close, outperform the other branches. And you can do this. We have taken, we ordered one time a giant trophy, like a two or three foot trophy that we just got, like that said we're number one. And we would have like the loser branch have to drive it over and take a picture with the branch that won it that month. Oh my god. So that was like either for like closing volume for on title agents, or it might have been open orders. I can't remember exactly what we, you know, were using as our quantify. Yeah. But it can be anything you want. It can be volume, it can be orders, it can be closings. But so yeah, there's things you can do like having an internal cell split, having a trophy that that's a roving trophy, things like that that can keep people inspired, excited, and that basically cost you no money or very little money.

Follow-Up Video And Asking For Business

Summer Swope 35:48

Yeah, absolutely. I think this kind of leads us into our next question, which is what do you guys think, sales reps or escrow officers, everybody's a salesperson at a title company. What do you think they're avoiding? Well, clearly some of them don't ask for the business.

Lauren Blair 36:03

Asking for the deal. That's the number one thing, right? You gotta start somewhere.

Summer Swope 36:06

Yeah, and I think it's so difficult. So there are actual like studies on this, and I'm gonna try to pull some of the statistics because I'm a data nerd and I have it in the back of my mind. So I'll probably mess some of it up. But it's a summer swap, unal statistic study, a summarization of it. Just numbers, numbers all day. But if you look at role plays for every single industry that has salespeople, right, which almost every single industry does, if you look at their role play videos over and over and over again, like 70% of them end their conversation or their sales pitch or their presentation, whatever it is, or their phone call, and they say, So do you have any questions for me? And that is not a close, okay? And one thing that I want everybody to keep in mind is a very human and unique experience is that everybody loves to buy, but nobody likes to be sold. So if you think about when you walk into Nordstrom's, right? And you are going through and you're looking at stuff and you see that salesperson beelining it for you, you want to duck and jump into the clothing rack rather than have a conversation with them. And yet you say, No, I don't need any help, and then you end up spending a thousand dollars at Nordstrom. So I just, we have got to practice the close. And if you've done a good job, if you've been sitting with somebody and you're having a lunch and you're talking about your title company and you're talking about business and you finish with, so do you have any questions for me? If you've done a good job, the answer is no. So we've got to figure out what that segue is of asking for the business and making it feel very authentic. And let me tell you, your clients know when you are practicing on them. They know when it's your very first time. Now, that doesn't mean that you get to just never do it because you're terrified. I've been there, but you've got to practice. And the more you practice, the more you role play, the better you're gonna be at this.

Lauren Blair 38:02

Yeah, I like to equate it to like, you know, like you said, everybody loves to buy. I mean, that's why it's so easy to shop on Amazon, right? Amen. Button, click, it's in your cart. Guess what? People, title insurance doesn't have a cart with a button to click. Yeah. So we actually have to do the work. We actually have to go out, we have to ask for the business. And, you know, being comfortable in doing that is not going to happen overnight. It takes time, practice, years sometimes to even be comfortable in some of those conversations. But you have to start somewhere. And it's okay if you haven't been. I have a lot of agents who have said to me, we realize now that we can no longer just sit in our office and wait for the business to come to us. Why? We have competition. We have people that have upped their game. We've got agents that expect more than that, right? And so we have to meet them where they are and we can't just sit and wait for them to come in the door anymore. And that includes all of your staff, not just your business development rep. If your business development rep is sitting in the office right now waiting for an order to come in, they're probably not a good fit. I'm just gonna say it. Spicy take with Lauren.

Lisa Monti 39:09

I would say the one thing that people are probably avoiding is follow-up.

Lauren Blair 39:13

Oh, yes.

Lisa Monti 39:14

I think follow-up can be the real separator between you and your competitors because not everybody's gonna do it. When we have a class, when you host an event and you're not taking advantage of everyone who did show up and everyone who didn't show up, then you're missing the boat on that. And like Summer said, you've spent so much time, maybe money, effort, all types of things getting everything ready to host this event. And then if you're not even doing the follow-up for that event, you're definitely dropping the ball and probably missing out on at least 50% of the chance of you getting, you know, one of those people in the door. So I think follow-up is where we could really all make a difference. Yeah.

Summer Swope 39:52

The F word. Absolutely. The F word, everybody's favorite F word. Oh, goodness. Okay. Well, I think what else? What else are we avoiding? I think being on video, I think hearing their own voice. Yeah.

Lauren Blair 40:05

And do you want to just like that's what you're, you know, the biggest complaint that we hear.

Summer Swope 40:15

We hear it from real estate agents, we hear it from title reps. Oh my gosh, escrow officers, I don't want to be on video because I hate what I look like and I hate what I sound like.

Lauren Blair 40:23

But you're walking around looking like that and sounding like that. Yes. We're gonna put up with it.

Summer Swope 40:27

You're gonna have to get over it, sister. You're gonna have to get over it. And I can y'all talk a little bit about video and how y'all have, you know, added that to y'all's, you know, your strategy.

Lauren Blair 40:38

Kind of how we started, like we're gonna practice what we preach kind of thing. So we have incorporated reaching out and video. We make a lot of videos and we send them out, whether it's together or separately. And even this, like, this is a huge step. You don't have to start with the podcast, right? Like YouTube channel is a really cool way to start. And I've seen it work and in practice, and it's a really nice touch to your process. So we have an agent who the escrow officer asked me, like, how can I incorporate video? You talk about video, I'm not the sales rep. How do I do it? So basically, they created one video that they can send out with their escrow team as an intro to, hey, this is who I am. We're so excited to work with you. And they kind of hit those high points that they can use on every file for a period of time. Like you may want to update it if you get a haircut, whatever. Yeah. But you know, these are things that you can do once, make it a really good, usable video for multiple things and incorporate it into your actual day-to-day processes. You know, and like the rep that reached out to me earlier today and was like, hey, I want to send this message about me. And I was like, you could also send them a video of the same thing because we all know we like to scroll and watch video rather than read sometimes. And so you also have to meet them where they're at. Maybe they learn differently. Maybe they want to it consume information differently. Maybe they're a reader, maybe they aren't. Maybe they're a video watcher. And so you can address that with incorporating some of that not only in your sales tactics, but also your day-to-day escrow practices, right?

Summer Swope 42:11

Yeah. And it doesn't have to be fancy, y'all. Literally take out your iPhone. Android, I can't help you. I'm not an Android girl, I'm an Apple girl all the way, but take out your phone, hold it, maybe put it on a stand if you're feeling fancy. Have your escrow assistant standing behind you, okay? Have your front desk person if you have a front desk person, your title rep, if you have your title rep there. Literally all stand in your cubicle or in your office and then just say, Hey, I'm Summer, I'm your escrow officer. Hey, I'm Lisa, I'm your escrow assistant, I'm your front desk, Lauren, business development, and we're your team. And we're real live human beings, okay? We're not an AI. And if you have any questions, we really want you to pick up the phone and we want you to call us. We're gonna take your phone call. We're never too busy for you. We can't wait to see you at the closing table. Congratulations. If they're a first-time home buyer, that's gonna go so much further than just a quick intro email. Hi, I'm Lisa, hi, I'm Lauren. We're your escrow team. It doesn't mean anything to them.

Lauren Blair 43:08

TLDR. Yeah.

Summer Swope 43:09

TLDR didn't read. Scroll, scroll, scroll. Do y'all know what TLDR means? If you know what TLDR means, put it in the comments. But Lauren, Lisa.

Lisa Monti 43:17

Too long didn't read.

Summer Swope 43:19

Too long didn't read. And I got a story about that too.

Lisa Monti 43:22

So just in case you're curious, Lauren and I do a lot of not only do we do short videos on our phone, but we also use an email tool called Bomb Bomb. It's B-O-M-B-B-O-M-B. Not trying to plug them or anything. We are not. We're looking for sponsors. But uh that's the tool that we use less than$30 a month. You can pretty much record all of the video emails you want. So anytime you've ever seen an email from any of us, our team coming over via email, that's what we're using because it puts like a link to a video instead of sending a big file through the video.

Lauren Blair 43:53

And we can track it. You know, we know if people opened it, how long they watched it, they can communicate back on it. So it's it's more. Than just sending the video.

Lisa Monti 44:01

We get some analytics. It's got a whole library. But like Lauren said or Summer said, if you were ever wanting to make like a welcome to blank title company or where how to find parking at our title company. Oh my god, yes. If you want to do anything like that, you can just save it in your library. And then when someone sends you a question, or when you're at that stage of your file processing, you can just go to your library, send your file out. Very easy, pre-recorded, ready to go. What did I want to say? Hmm.

Summer Swope 44:30

Yeah, no, I think you guys, y'all have set the example and you've been doing it for years. You are not afraid to get on video. You're using email marketing campaigns. We can help build those marketing plans for these title companies, right? We're we we've like we said, we've seen some stuff, we've tried some stuff that didn't work. So we're happy to help you guys get creative on the different things that you can you can do and and different tools that you can use.

Lisa Monti 44:55

I wanted to say something that Laura mentioned a second ago. These do not have to be perfect. No. No. You can tell by us. And if you've certainly if you've ever seen Lauren and my videos together coming through over through Bomb Bomb, but we're not really practicing. We're doing the best we can. We're making sure we get our point across or making sure we get the details for our invitation across. But other than that, if we get the message out there, we just send it. Yeah. We don't watch it back, we don't critique ourselves, we don't try to fix our hair. We're not trying to be perfect. We're trying to get our message across in a positive way. And if it's ready, we send it.

Weekly Habits That Move The Needle

Summer Swope 45:28

Yeah, and we're not afraid of notes. Okay. If you go to the YouTube channel and you see our videos, we got a whole note section in front of us because we're not perfect human beings. Okay. I am not the president. I'm not trying to be, you know, 30 minutes just ad-libbing. Like we are real human beings, real life. Okay. So I kind of want to bring us home a little bit. We've been talking for a while. What should a rep be doing weekly no matter what? I like this one.

Lauren Blair 45:54

Everybody calls it a certain thing. I call it something different. Are you on the edge of your seat yet? So they call it the co-op agent. I call it the victim. They are the person who did not choose you as the title company is now is victim to you, right? Welcome to our murder podcast. We do have a murder mystery class. I'm just saying it's true. But um, I think it's a huge missed opportunity with our any agent, right? You've got orders coming in, great. And guess what? Those orders typically have a warm lead attached to them. And that would be your co-op agent or your victim. And so if you aren't reaching out to them, even just to say thank you for letting this deal come here, right? You're missing an opportunity because that can open up the conversation with them. When are they going to answer your call? When they have a file with you. You are pretty guaranteed that they're going to pick up the phone when you call. And so you're missing a huge opportunity. And if you're not reaching out to those weekly, then I think you've really shot yourself in the foot.

Summer Swope 46:57

Amen. And I would say eight touches in a four-week, five-week transaction, right? Because we're trying to hit five to 12, five bare minimum, eight, probably the most. And what's going to happen is you're going to have your first two reach outs, and then you're going to say, Oh no, what else can I reach out about? So we go add them on social media, right? And then maybe we go to the escrow officer and we say, Hey, are there any touch points? Like title commitment just came out. What anything weird? And you, the title rep doesn't have to know everything. Just say, hey, you know, my escrow officer is going to be reaching out to you. There's a few things they want to go over on the title commitment. If you have any questions, just make sure you take their phone call because they're excited to talk to you and excited to work with you.

Lauren Blair 47:41

Well, and how do you know those things, right? Like, how do you know that those things are coming? Great question. And throughout the process, and I think Lisa and Summer have a perfect answer for that.

Lisa Monti 47:50

Yes. I think something you have to have every week is a conversationslash meeting with your escrow team. Oh my God. Right? Guys, you need to know what orders are coming in the door, who's coming in for a closing, who's upset, who's super excited, who got their first deal. And this should be everybody from your front desk person because who who sees you first but your front desk person, right? Yeah. You want them to know who your prospects are, who you're going after, who's got something to celebrate. So having a conversation weekly with your escrow team and your entire team is critical. It's mandatory.

Summer Swope 48:24

As far as I'm concerned, a weekly stand-up meeting, and it doesn't have to be two hours long. It can be 30 minutes. And your first meeting is gonna be so awkward. It's awkward. Nobody knows their parts. But once you get past that first five minutes of awkwardness, and that it's like you're when you're standing in front of a group of real estate agents and you're doing your two-minute spiel the first 30 seconds, always awful. It's just not good because you're nervous. They don't know that it's awful. You just feel awful. So your team meeting, first five minutes, gonna be super weird for the first five minutes. But then you're gonna get into a flow. And I think talking about who's gonna be out of the office, right? Who's got PTO coming up? What birthdays do we have coming around the corner? Who's mad, like Lisa said? What's going on? New contracts coming in. Who are we going after that we really can't get on the phone? Who made you cry this week? Right? What events are there?

unknown 49:15

Yes.

Summer Swope 49:16

So I think just having that open door of communication and it's mandatory. It can be, you know, Tuesday, Wednesday, Thursdays are usually best. Not early in the morning because everybody likes to come in and they like to check their email, which I have a whole spiel about that too. But let everybody get checked in. Don't start your craziness, have your meeting, you know, prioritize your meeting and then let the craziness begin. And if you guys need a weekly, you know, team meeting kind of structure, we actually built this because so many people, and I hear it from escrow and I hear it from sales, they want this, they just don't know how to implement it. And so when you know that your team meeting is gonna happen every Wednesday at one o'clock, people schedule their lunches around it. They schedule their dentist appointments around it. You know, if you have a networking event as a title rep that you know is gonna drive business and it's something that you have to be at every single week. I know BI is a big one. You're gonna make sure that your Wednesday one o'clock, you're not doing a Wednesday one o'clock networking event. And the more you build that into your schedule, the better. And there will be weeks that two people can make it, but you really wanna try and make that as mandatory as possible so that y'all can share what's going on for sure. Want to make your team meeting less awkward?

Lisa Monti 50:30

Ask for our checklist. Yes, absolutely.

Summer Swope 50:34

Okay, we're bringing it home. We've been talking a lot. So, what is a way to ask for the order that feels natural? So we talked about, you know, do you have any questions for me? Is not a close, even though you think that it is. So, what in y'all's opinion, what's a good close? We gave an example of a rep ending a class asking for the close, but let's say you're a one-on-one or you're over the phone. Let's talk about what is that close that is that works well, that's authentic.

Lauren Blair 51:04

So I think the point you made earlier of like they know when you're practicing on them is a really good point in this segment, and that you can practice internally with your own staff because there are things that you need from people internally, and you figure out a way to ask them, right? You've kind of realized their personality and you're like, well, if I come in hot, I'm not gonna get what I need. But if I'm like, okay, we're getting how's your dog? How is the weekend? I'm gonna get what I need at the at the end of this, right? So it's kind of the same way in the practicing. But there are low-hanging fruit opportunities, I feel like throughout the escrow process. And the best example I have of this is we actually were doing a training, and in that training, there was someone who was a funder, and that's all they did was fund. And whenever we started talking about business development, the arms got crossed, no came back, oh yeah, we're disengaging. And so we're like, hey, what is your role? And like, what do you do? Because when we started assigning, like, hey, we're gonna ask you to ask for business, this was like shut off, not gonna participate. And so the answer was she was the funder. And ding, ding, ding, that's the best person to get to ask for business. You want to know why? It's easy. When do I pay you again? Easy, okay.

Summer Swope 52:18

You are handing them money, right? You are funding, they are getting their check, they're happy, they brought it to the finish line. When can I pay you again? Beautiful, love it. Yeah, love that one.

Lisa Monti 52:30

Easy, easy. Start there. That's easy. We have one that we used to use at a place I was working, and we would have everybody in escrow hang a little just a note card in their cubby. So while they were finishing up, so you know, you get phone calls all day. Is the survey in? Is this happening? They're talking to realtors all day long. And so we had a little card on their desk and they were just supposed to call it out right before the call ended. And it said, Do you have anything else on your desk that I can help you with? Right? That's all it was. You're not begging for a deal. You're not saying we're gonna close down if I don't get two more orders. You're just saying, Do you have anything else on your desk that I can help you with? It makes the realtor or the lender stop and think, maybe they've got a tax question for you. Maybe they have a new order for you. You don't know if you don't ask.

Summer Swope 53:14

Absolutely. And I will say too, there are some big brokers that we know that we have relationships with that have said to me, I'm a big fish in a big town, and people don't ask me. They don't ask me for the business because they're scared. Stop being scared. And that person actually said, took it to the next level and said, if there's somebody that comes in, they have, you know, established relationships with their title companies. But if there's somebody that is a new title rep that comes in and has the guts, the guts, right? To ask for the order, has the gall to ask for the order, he'll give it to them because it takes a lot. And real estate agents have to practice, you know, asking for the business too. So I would say instead of, so do you have any questions for me? I would say, you know, I'm really looking forward to working with you. What can we work on next? What's the next thing that we can work on together? I can't wait for you to meet my escrow team. Can I schedule a call for you guys? I want we want to know exactly what you want. Do you want to call Dr. Pepper at the closing table? What's important to you? Do you want us reaching out to your clients directly? We want to have that interview so that my escrow team is prepared to make sure that we have that good VIP service.

Lauren Blair 54:27

And note, Summer didn't ask for the order. She asked, how can we be prepared to take your order? Right. Yeah. And I think that goes a long way with people. They want to know that you're prepared to actually do their business.

Summer Swope 54:39

Are you ready to move forward working with our title team? Are you ready to meet my escrow team? I can't wait to introduce you to them. They're incredible.

Lauren Blair 54:46

Yeah. And that victim who had a great experience, right? Great experience. They are a great person to ask for more business from. They have just been closed and funded and they want to come back for more, we hope, right? And so let's ask them for that more.

Summer Swope 55:01

Yeah, absolutely. I also think, you know, you're you're the people that are sending you deals regularly, reach out to them and say, hey, we love working with you because you're so professional, you're so cool headed. We know that, you know, you're gonna give the best service to your clients. You're nice to us. Are there any other agents in your brokerage who are just as cool as you?

Lauren Blair 55:21

Yeah, they get referrals. They understand it, right? Can you refer as someone that we can work with that's as great as you are?

Summer Swope 55:27

Yeah.

Shift Happens And The Big Ask

Lauren Blair 55:28

All right, ladies, what are we forgetting? We talked about a lot. So you know, I think we see a lot like business development reps, especially, like they think if they're just busy all week long, they're successful. But is that busyness actually productive? And we've talked about a lot of ways that you can use these activities to produce business and growth for your company and your pipeline. And so I think, you know, the podcast is called Shift Happens, right? So our market shifts. What do we do when shift happens? We stay the course, we stay consistent and we move forward in the things that we know that work. And I would say that a down market doesn't decide if you're successful or not. The activity that you choose to do does.

Lisa Monti 56:13

Every day we're in front of title agents right now who are busy taking orders from realtors and from lenders.

Summer Swope 56:24

Okay. Yeah. So I think that those are all really great call-outs. And so, of course, we want to make sure that we end our podcast and us bringing you value by asking to make sure that we get at least two new orders from all of you. Yeah, absolutely. Well, I'd say five. Let's go, let's go high. Let's do 10. All right.

Lauren Blair 56:44

If we want to keep doing podcasting, okay, we want to keep doing YouTube. Our manager has said for us to continue this podcast, we need 10 more deals from each kind of agent.

SPEAKER_01 56:55

Yes. Every single one of you who are listening right now, do you have an order for us and can you send us a deal?

Lauren Blair 57:01

And I would say also, if you're not our agent and you want to be, we can make it happen. So reach out to us because we are always excited to help you grow your business. Because at the end of the day, it helps grow our business.

Summer Swope 57:12

And we're pretty good at it. Yeah. And we like what we do. It's a fun job. Yeah.

Lisa Monti 57:17

We have a great group. Yes, absolutely. If you said anything today that piqued your interest, uh, reach out to us.

Summer Swope 57:22

Yeah. Like and subscribe. If I can figure out how to do like and subscribe. Do this, like like and subscribe down below. Subscribe down below. You can tell this is our first podcast, our very first YouTube. All right. Well, we love you guys. Go out there, close some deals, ask for the business, and let us know how it goes. We can't wait to see what you guys accomplish. Follow up with us. Yes. Absolutely.