Lawyers Title of Arizona is a leading provider of title and escrow services. They're also the highest-ranked company in the real estate industry. In fact, their parent company, Fidelity National Financial, was ranked 293 on the Fortune 500 list in 2018.
The mission behind Lawyers Title of Arizona is to help customers facilitate successful closings, identify new opportunities, and create solutions that save time and money.
Anthony Penna is the company's Vice President and Director of Sales and Marketing. He and his business partner lead a team of 14 sales representatives, and their primary goal is to generate revenue for the company through agent, lender, and investor contacts in the Phoenix, Arizona area.
The competition in the Phoenix area is incredibly high, and despite being an industry leader, agent steering is the primary challenge for Lawyers Title of Arizona. Mr. Penna explains that the company's ability to think outside the box, and to show value to agents and clients, puts them ahead of their competition. Partnering with Opcity in June 2018 helped them do this successfully.
Lawyers Title of Arizona discovered Opcity through the Jason Mitchell Group, who recommended the platform. Over time, Mr. Penna became very active in the dashboard. He implemented processes and used the system consistently, positioning his team and the company for success. Through this experience, the team realized they needed to shift the way they were speaking with and emailing prospects. They also learned not to be afraid to work with certain agents.
“Our market is different,” Mr. Penna explains. “Our market leans more towards the team model. By that we mean 'brokerages under brokerages.' We focus on working with the top agents and producers in town, and those strongest agents direct the deals. In an effort to shift in the market, we partnered with Opcity.”
Mr. Penna says he loves the Opcity functionality, particularly the ability to receive lead status notifications via text message, which provides a level of visibility as well as accountability.
Lawyers Title Arizona explained that the Opcity onboarding and adoption process was easy, and that the Opcity team was quick to respond to questions and provide support when needed. The company decided on a four-month contract, knowing it would take time to learn the system, work the new leads, and start to see deals come in. They knew that this investment up front would lead to huge payoff and were prepared to step up to the challenge.
Mr. Penna shared some tips on how other agencies, brokers, and firms can be successful with Opcity. He stressed the importance of understanding how the system works, learning from mistakes, putting processes in place, and following them consistently. He also emphasized the importance of setting expectations and empowering agents.
“Opcity has become the perfect solution that we needed to help our agents. We want them to feel like we have their back—and Opcity helped us do this. Opcity has provided them with connections and leads they otherwise would have never found. Opcity has also given us the avenue we want to help our agents be successful.”
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