“Asking for business before asking a customer’s needs is sales malpractice.”

Referral sources are invaluable in our business and they are never won over with sales pitches that come in the first few minutes of the relationship. Who wants to consider doing business with someone who asks for their business before they ask question one about their business or how they may fit in?

If a title rep or appraiser approached you with the "we want to earn your business" line before even asking anything about your business, how many seconds would you hesitate before throwing away their card?

Most likely, you would discard it immediately, so please make sure that you aren't doing the same thing!