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Title Reps: Marketing Rep vs Sales Rep

Title Reps

Marketing Rep VS Sales Rep

If you are a real estate agent in the Phoenix Metro area you have been contacted by one of “US”. “US” is the marketing rep or the sales rep from your local title company, collectively called “title reps”. We call you, email you, send direct mail correspondence, pop bye unannounced, speak at your sales meetings, feed you, take you to basketball, football and other events for one reason: we wan’t you to use our title company.

While you may know us as title reps, there are actually two different kinds of “US”, the marketing rep and the sales rep. Let’s take this post to examine the features and benefits of both of “US” so you know which one you should be looking to for help in your Arizona real estate business.

Title Reps: The Marketing Rep

The title company marketing rep does just that “marketing”. He or she pops by with food and speaks at your office meetings. They bring donuts, bagels, pizza, sandwiches, soda and {sometimes} company branded water bottles. They always have something to market the title company they work for, usually company branded. Branded postcards, flyers, rate schedules, electric fans, pads, pens, stickies, screwdriver sets, desk calendars, calculators, jar openers, coffee mugs, fly swatters, buyers and sellers books, leather embossed binders and more.

This position typically exists to make real estate agents aware of their title companies existence, so marketing reps love to talk about their title company. Spend any significant time with one of them and they will likely move the conversation towards their escrow officers. You will hear adjectives like “good, responsive, communicates often, listens well” and others. The marketing rep always has “the best escrow officers” or so they will say. They have to, there is really not much more to talk about. Have a bad experience with one of the “great escrow officers” of a marketing rep and you will certainly get a call from said marketing rep promising a better experience with [wait for it] an “even better escrow officer”.

The marketing rep is an asset to your real estate business if you know exactly what you want or need. Postcards, flyers, door hangers, labels, lists, geographic farm kits, listing kits, the marketing rep can get you any or all of them.

Title Reps: The Sales Rep

While there are plenty of marketing reps in the Phoenix Metro area, there are few SALES REPS. If marketing reps exist to market a title company, sales reps exist to help real estate agents increase their sales. Sales reps talk too but they do it differently, by asking questions. Instead of talking about their fantastic escrow officers, or how awesome their title company is [things that are not tangible and cannot be measured] a sales rep will ask about your real estate business: “are you primarily a listing agent or a buyers agent?’ “Where is your market area” Who is your ideal client? “If you could work any area in the valley, where would it be and why?” “Do you have a website? What are your keywords?” “How can I find you online if I don’t know your name?” “What are your monthly expenses, how many deals do you need to close in order to pay your bills, taxes and invest in your real estate business?” The sales rep will sit down with you, ask questions and  help you devise a plan to grow your real estate business. But not over lunch, like a top producing real estate agent, the sales rep is too busy for lunch. Coffee? Maybe.

Title Reps: Which Do You Need?

While the marketing rep is an asset to your real estate business if you know what you want or need, the sales rep is an asset to your real estate business if you don’t. The sales rep will discuss emerging real estate marketing methods like WordPress, Content Marketing, Craigslist, Indexable IDX, Video, Video Optimization, Facebook, Twitter, Linkedin, StumbleUpon, Pinterest and HOW to tie them all together [HUB Marketing] to drive your ideal client to your real estate website where they can learn more about you, your value and expertise.

The sales rep does not just talk about new marketing techniques, they live them. It would not be uncommon to see a top sales rep rank on the 1st page of Google and/or YouTube for search terms like title company marketingqualities of a good real estate agent , real estate video marketing , subdivision marketing planreal estate agent marketing ideas  , title company marketing rep or even helping their real estate clients create, edit, optimize and syndicate full HD [1080p] real estate marketing videos. I’ve heard a rumor that one of the  sales reps in the Phoenix Metro area even co founded a real estate marketing company and has their own Indexable IDX for WordPress, [but I think that is just a rumor]. I mean, no way a sales rep has an indexable IDX [that supports video] or co founded a real estate marketing company!!! NO WAY!

Both the marketing rep and the sales rep serve a valuable purpose in the Arizona real estate space. If you know exactly what you want you can get it from the marketing rep, simply ask and it will usually arrive in 24 to 48 hours. The marketing rep is where you go for the standard real estate marketing tools, the cold call lists, flyers, JUMBO postcards, email blasts, print newsletters, ya know, the things that you hate done to you that you somehow think will work to grow your own real estate business.

So, now that you know about the two types of title reps in Arizona, which one do you think would benefit your Arizona real estate business the most? If your answer was Sales Rep, please fill out the form below.

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Hi I'm Stephen Garner, I'm just a guy in the title industry {in Phoenix} trying to change how real estate agents market themselves and their services. To that end, I teach my clients HOW TO leverage sales technologies like WordPress, Content, Video, Camtasia, Final Cut X, iMovie and indexable IDX solutions to convey value and help your ideal client find you online when they are most interested in learning about you and your services. I work for escrows. Hire me!

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  • Blair Ballin

    Great post, Stephen. It is very true and the days of dropping off calendars won’t do anything…well, they never did anyway. Thanks for all your hard work

    • Stephen Garner

      No, thank you Blair. I am excited for your future now that you have a dedicated site, are learning how to use video and are speaking your mind. I bet people will naturally gravitate to your honesty and sarcasm. Here is to a great 2012 and beyond. . .