5 Techniques for Building Lasting Relationships in Title Sales

Title sales isn’t just about closing deals — it’s about building real relationships that stick. And if anyone knows how to make that happen, it’s Darryl Turner.

With over 30 years of experience and $400 million in revenue to his name, Darryl has reshaped how the title industry approaches sales.

Through the Darryl Turner Corporation, he’s helped countless professionals create lasting success by focusing on what really works.

Darryl doesn’t do shortcuts or flashy gimmicks. “Selling isn’t about manipulation or slick pitches — it’s about solving problems and creating value for the people you work with,” he told PropertyRadar.

In other words, relationships aren’t just nice to have — they’re everything. Too many sales reps get caught up chasing quick wins or hoping the market will do the heavy lifting, instead of focusing on what matters: trust, conversations that go beyond the surface, and partnerships that last.

Darryl’s approach is all about getting back to the basics that work—no fluff, no distractions. If you’re serious about standing out in title sales, it starts with knowing your clients inside out and putting their needs first.

Watch the full episode here:

Here are five tried-and-true strategies from Darryl’s playbook to help you stop spinning your wheels and start building real success:

• #1: Focus on Discovery and Listening Rather than Pitching
• #2: Serve, Don’t Sell: Solve Real Problems
• #3: Put Customers First, Not Transactions
• #4: Stay in Touch, Get Noticed, and Offer Value
• #5: Stick to the Plan: Stay Disciplined and Avoid Complacency

#1: Focus on Discovery and Listening Rather than Pitching

The secret to winning in title sales isn’t about having the slickest pitch or the flashiest product. It’s all about discovery.

“No one has ever listened their way out of a sale,” Darryl said. “That’s not just a catchy line — it’s a whole different way to think about sales. 

If you’re rushing to talk about your service before you even know what the person really needs, you’re missing the point. Selling isn’t about you — it’s about them.

So quit leading with your service and start asking questions. Think about it... would you trust a doctor who just handed you medicine without asking what’s wrong? Of course not. Sales works the same way.

So really delve into what’s bothering your prospect, what they want to achieve, and what matters most to them. 

But it’s not enough to just ask questions — you have to truly listen. Not just wait for your turn to speak, but listen carefully so you can follow up with the right questions.

For example, when talking to a potential client about title services, instead of jumping straight into what you offer, try asking, “What challenges have you faced with title companies in the past?” or “What’s most important to you when choosing a title provider?”

As they share, listen closely. Maybe they mention delays that caused headaches or unclear communication that left them frustrated. 

Reflect back by saying, “It sounds like timely updates are really important to you — can you tell me more about how delays have affected your deals?”

If they’re vague, dig deeper: “Can you share a recent situation where a title issue held up the closing? How did that impact your business?”

By listening like this, you uncover the real pain points and can later explain exactly how your title services solve those problems — whether it’s faster turnaround times, clear communication, or hassle-free closings. 

As Darryl said, “If you pitch your product without first figuring out the real problem, you’re not building trust — you’re breaking it. You’ll never go wrong by putting the other person first.”

#2: Serve, Don't Sell: Solve Real Problems

People don’t want to be sold to — they want their problems solved. 

Darryl knows this well. He didn’t start out in sales; he worked his way up from a warehouse job, drawn by the idea of building real relationships. 

He remembers his first sales call vividly: “I sat in the company car, staring at the building, and realized, ‘I’m all by myself.’ It was terrifying.” 

But Darryl learned fast, crediting Xerox’s intense training for teaching him how to really connect. 

“They drilled us on the art of discovery,” he said. “By the end, we knew how to ask the right questions, uncover real needs, and engage authentically. That’s when I realized: selling is serving.”

So, forget about pushing deals or hitting quotas. Your real job is to show up, figure out what’s broken for your clients, and fix it like your life depends on it. 

Darryl suggests a mindset shift: treat every prospect as a partner. If you’re a title rep, don’t just see real estate agents as paychecks — see them as your team, your crew. 

Ask yourself, “How can I make their lives easier, their deals smoother, their business better?” Because when they win, you win.

Want to stand out? Show up with solutions before they even know they need them. Do your homework. 

Anticipate their problem. If you know agents in your area are losing deals because of slow title processes, bring it up before they do: “I’ve been hearing a lot about delays killing closings lately — has that been an issue for you?” 

But don’t disappear after the ink dries. Darryl stresses this hard: “A solved problem doesn’t end with the sale; it ends when the client feels it’s resolved.” 

Translation? Follow. Up. A quick, “Hey, how’d the closing go? Anything we could’ve done better?” isn’t just good manners — it’s what makes you memorable. People don’t forget the ones who care enough to check in.

Oh, and if you’re not tracking this stuff, you’re flying blind. Darryl’s advice? “Forget chasing transactions — start tracking relationships.” 

How many people are you actually helping? How many have you followed up with? If you’re not monitoring these things, you’re guessing, and guessing isn’t a strategy. Build a system that keeps you accountable, whether it’s for follow-ups, feedback, or just staying on their radar.

The bottom line is simple: help first, sell second. When your main goal is to solve problems, the sale takes care of itself. 

So, stop selling like a robot and start serving like you mean it. That’s how you win — and how you make sure your clients win, too.

#3: Put Customers First, Not transactions 

Chasing one-off sales nonstop? That’s a fast track to burnout and missed opportunities. If you’re always running after deals like a dog chasing its tail, you’re just spinning in circles. 

The real win comes from building a solid group of customers who keep coming back — not just one-time hits. That’s how you create a business that sticks around for the long haul.

Why? Because relationships beat transactions every time.

Darryl puts it bluntly: “You have to stop seeing your clients as just dollar signs. Instead, treat them like teammates on your sales squad.”

Ready to make that shift? Here’s the playbook.

Think Long-Term, Not Quick Win

Don’t go in trying to close the deal and disappear. Instead, focus on becoming their go-to person for everything related to your service. 

Ask questions like, “What’s the biggest headache you’ve had with title companies before?” or “How can I make your life easier on the next deal?” This shows you care beyond the immediate sale.

Get Them Back for Round Two — and Three, Four, Five:

Darryl’s model isn’t just talk. He shows that once you hit five or more deals with a client, retention rates skyrocket because you’ve built real trust. So, set up reminders and follow-ups.

Send them helpful info, market updates, or a quick check-in after each deal. This keeps you top of mind and builds a habit of coming back.

For example, after closing a title deal, send a personal message like, “Hey, just wanted to check in — how did everything go with the closing? Anything I can help with on your next one?” Simple but powerful.

Create a Client ‘Sales Team’

This is a mindset shift. Instead of just selling to real estate agents, view them as part of your extended team. Their success is your success. When they win, you win. 

So, invest in their wins. Maybe that means sharing leads, offering training on title processes, or giving them quick answers when they’re stressed.

For example, host a casual monthly Zoom or coffee meetup where agents can ask questions, share challenges, and you provide solutions. This turns clients into collaborators.

Build Systems to Track and Nurture Relationships

Don’t rely on memory or random texts. Use a simple CRM (Customer Relationship Management) tool to log every interaction — notes on what clients need, when to follow up, and what was discussed. This way, you never miss a chance to check in or offer help.

For example, set up alerts to follow up 30, 60, and 90 days after each deal. Use these check-ins to ask if they have questions or need help with upcoming transactions.

Make Every Interaction Count

Every call, text, or email should add value. Don’t just ask for business — offer insights, tips, or useful updates. When clients feel you’re constantly helping solve their problems, they stick around.

For instance, share a quick market trend or a tip like, “Did you know some title companies in our area are speeding up closings by doing XYZ? Let me know if you want me to explain how we’re doing it.”

Build that relationship muscle hard — check in, support them, and keep adding value long after the first deal closes. That’s how you turn one-off sales into steady, predictable business that grows year after year.

No smoke, no mirrors. Just real relationships. And those are the deals worth chasing.

#4: Stay in Touch, Get Noticed, and Offer Value

In title sales, one deal is never the finish line — it’s just the beginning. Building lasting relationships takes more than delivering great service once. 

The reality? After that first order, there’s only a 5% chance a client sticks with you unless you go the extra mile to stand out.

Want to keep your clients coming back? It all boils down to staying in touch, adding real value, and making them feel appreciated. Here’s how to make it happen.

Stay in Their Orbit With Purposeful Follow-Ups

Out of sight, out of mind. In title sales, that’s not just a cute saying — it’s the grim reaper of your pipeline. If you’re not in your clients’ heads, guess who is? Your competition.

They’re circling like vultures, ready to swoop in and snatch the business you’ve been working your tail off to win.

Follow-ups aren’t some checkbox activity. They’re not, “Hey, just checking in!” emails that get deleted faster than spam. 

You need to show up like your job depends on it — because it absolutely does. Clients aren’t sitting around waiting for you to call; they’ve got a million things on their plate, and if you’re not actively reminding them why you’re valuable, someone else will. 

Shoot them an update about a new feature in your title services that’ll make their lives easier — something that streamlines their workflow or clears up a common pain point. Don’t wait for them to ask; be proactive.

Better yet, bring them insider intel on market trends that could impact their deals — whether it’s a shift in interest rates, changes in regulations, or local housing market dynamics. This shows you’re not just paying attention but actively working to keep them ahead of the curve.

And let’s not underestimate the power of a simple, genuine check-in: “Hey, how’s it going? Anything keeping you up at night?” This isn’t about prying; it’s about showing you care enough to ask the questions that matter. 

These touches — small as they may seem — prove you’re not just in it for the sale. You’re in it to support their success, and that’s what builds trust and loyalty over time.

And let me tell you, clients remember the person who shows up with answers, solutions, and a genuine “I give a damn” attitude.

Offer Value They Can't Ignore

Nobody cares about the title rep who breezes in, rattles off some generic spiel, and disappears like a ghost.

Forgettable. Disposable. Gone.

But the one who walks in with answers? The one who sees the chaos of delayed closings, regulatory curveballs, or panicked agents and says, “I got this”? That’s the rep who sets up permanent shop in their clients’ minds. That’s the one agents will call when a deal is about to flatline at 11 p.m.

Your client, a frazzled real estate agent, is drowning in new title requirements or dealing with closing delays that are about to blow their deal sky-high. Everyone else? Crickets — or worse, useless platitudes.

But you? You show up armed with a simple breakdown of the issue, maybe even a cheat sheet or a quick call to walk them through the chaos. 

Now, you’re not just another title vendor. You’re their lifeline. Their sanity saver. The one who made them look like a rockstar to their client.

This isn’t about pushing your services. Selling is boring. Selling is noise. What you’re doing is showing up like a problem-solving beast and saying, “I’m here to make this deal happen.” You’re not just moving paperwork; you’re clearing roadblocks, easing stress, and making your client the hero of their own narrative.

So don’t sit back and wait for them to come crying to you. Know the terrain. Anticipate the fire before they smell the smoke. Step in with tools, advice, or insights that make them wonder how they ever survived without you. 

Decode that latest title regulation or offer a faster workaround to a common closing snag. You’re not just there to ink deals — you’re there to make yourself indispensable.

When you take on their stress like it’s your own, you’re not just closing sales — you’re cementing trust, earning loyalty, and becoming the first name they think of in a pinch. 

Celebrate Your Clients Like They Deserve

Everyone loves a little recognition — who doesn’t enjoy feeling appreciated? 

Whether it’s celebrating a small referral or a big deal, showing your clients you value them goes a long way. It’s the kind of gesture that turns one-off transactions into long-term relationships.

But recognition doesn’t have to be formal or over the top. Skip the boring, cookie-cutter emails and generic thank-yous. Instead, make it feel personal. Give them a shout-out in your newsletter like it’s headline news. 

Offer perks that are actually useful, or send a handwritten note that feels genuine and thoughtful. No need for corporate fluff — just let them know you see and appreciate them.

When you take the time to make your clients feel valued, you’re not just saying thank you. You’re building trust and creating a reason for them to keep coming back.

#5: Stick to the Plan: Stay Disciplined and Avoid Complacency 

Success breeds laziness. When the market’s booming, it’s easy to kick back and ride the wave. 

“Markets ruin good salespeople,” Darryl said. “In 2021, 65% of the money title reps made was unearned — just market-driven volume. Yet, by 2023, those same reps blamed the market for their failure. It’s never the market; it’s your discipline.”

Meaning, many reps relied on a booming market to carry them, mistaking market-driven success for personal skill. When the market cooled, their lack of consistent effort and disciplined approach was exposed. 

So, it’s not just about having a plan — it’s about sticking to it. Daily. Religiously. Even when business is flowing, and the temptation to coast is stronger than your caffeine addiction. 

Because markets change, but discipline doesn’t.

To professionalize your hustle, Darryl insists on setting crystal-clear goals, not just revenue targets, but the number of active, unique customers driving your business. 

“A sales rep shouldn’t look at a real estate agent as just a customer,” Darryl explained. “They should see them as a salesperson for their brand. The more agents you have doing business with you, the bigger your sales team becomes.”

Metrics are Darryl’s ultimate advantage. His clients don’t just track revenue — they obsess over the number of Unique Sources of Business (USB). If you don’t know how many customers you need to hit your growth goals, you’re not running a business—you’re winging it. And winging it doesn’t win.

“Stop chasing transactions and start building relationships,” Darryl advised. “Relationships are what keep you standing when the market shifts. They’re what turn your customers into advocates, into your best salespeople.”

As 2025 throws its curveballs, Darryl’s advice is a wake-up call: forget the flashy marketing campaigns and stop blaming the market. 

Get back to the basics. Prospect daily. Build relationships like your paycheck depends on it. Add new customers consistently, and never stop grinding. 

If you’re waiting for the market to save you, you’ve already lost. It’s time to play it smart.

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