CPE Executive Council: The Best Piece of Advice You’ve Received

What lessons have really stuck with you in your career? The CPE Executive Council shares the advice that they always look back to for guidance.

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Detail Oriented

The best advice I’ve received in my career is “Everything is in the details. If you pay attention to the details, everything will work out.” As a PR person for the commercial real estate industry, I always try to focus on the details in everything I do, from pitching media to drafting press releases to coordinating media interviews. —Dave Ebeling, Owner, Ebeling Communications

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Work to Improve

My mentor quietly, but firmly instilled the belief that l should work hard to make people better than I can be. I have lived these words for over 40 years. —Mark Rose, CEO, Avison Young

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Problem Solver

One of the best pieces of advice I’ve received in title insurance sales was to “Start solving problems.” Most top reps eventually realize their clients rarely wake up thinking about title insurance. They’re thinking about closing on time, saving the deal and keeping their own clients happy so they can grow their future business.

In my experience, the way to win long-term relationships is to become a resource, not just “the title person.” My clients would tell you I answer calls fast, fix problems calmly, know contracts and timelines, connect people and make transactions smoother.

It’s also important to show up even where there isn’t a deal on the table. Send clients articles related to their practice. Bring in your team and sit with them to just listen. And during difficult closings, protect the relationship instead of disappearing. I am a firm believer of staying very involved in my deals from start to finish, even when they’re at their most challenging. When you can have a detailed conversation about the specifics if a transaction, especially under pressure, it builds trust and rapport. 

Finally, be a good listener! Not every conversation is a pitch. In conversations with clients where I just listened, I learned more from them than they probably realized. 

However, did I follow this advice? Yes, but not immediately. I spent my first couple years chasing volume, talking too much and trying to impress people instead of becoming indispensable. I quickly learned that relationships outlast bids, and the clients who stay loyal are the ones who trust you under pressure. —Michael Stump, Vice President of National Commercial Business Development, Proper Title

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Interested in joining the CPE Executive Council and being featured in future articles? Email Jessica Fiur.