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System 2 Thinking

How Title Agencies Should Manage Real Estate Market Downturns

Real estate market downturns are expected and normal. All markets are cyclical, with waves of ups and downs due to various factors. In the industry, mild-to-severe downturns have specific characteristics in common, such as high mortgage rates, low interest by consumers, owners dropping prices or waiting to sell, and boomtowns losing appeal. These periodic downturns only sometimes result in crashes. They often act as incredible opportunities to increase efficiency and sustainability for agencies. 

real estate market downturns

This guide covers steps that every title agency owner and stakeholder should use to manage the market successfully and prepare for eventual upturns:

Follow National Market News

One of the best ways to weather real estate market downturns is by looking for opportunities in the current market. Professionals often get caught up in the local news and trends, missing national forecasts. This means prospects for current and future business should be noticed, such as mortgage program changes that make homeownership less onerous or refinancing easier in a down market.

For example, The Biden administration also approved an upcoming reduction of mortgage fees on FHA loans that begins on March 20. Therefore, we expect more transactions from the elderly, disabled, military, and international buyers. Lower fees promise to attract more first-time buyers in the low-to-moderate income range.

Restructure and Streamline the Business

Real estate market downturns allow owners and administrators to reconsider daily operations. It’s an opportunity to think deeply about what works and doesn’t within a title agency. It’s the perfect time to eliminate old technology and outmoded ways of thinking. Employees, clients, and partners have grown tired of out-of-date tools, processes, and face-to-face transactions. Quick, easy electronic options are in demand. 

Professionals, consumers, and others also desire greater efficiency through standardization. They’re seeking this on local and national levels, as seen with the interest in RONs because of severe state-to-state legal differences related to notarizations and the high number of remote transaction demands. They also desire standard procedures to improve convenience, transparency, and trust.

Invest in Long-Term Employee Relationships

Lastly, real estate market downturns are the best time for the agency to invest in current employees. As seen recently, many businesses are conducting mass layoffs. During a downturn, when employees experience lower requests and sales, management must implement strategies to prevent overhiring and future staff cuts. 

Top strategies include investing in advanced technologies and skill-based training to increase customer service and productivity regardless of the market status. These procedures must prepare employees to hit the ground running when the cycle returns up, such as when positive changes occur with legislation, seasons, rates, or inventory.

System 2 Thinking (S2T) is a boutique Title Industry Advisory Firm specializing in Title Insurance Licensing, Mergers and Acquisitions, Compliance Advisory, Process Improvement, and Technology Rollouts. We have been market leaders for over a decade, successfully solving the industry’s toughest challenges while providing unparalleled advisory services. Our partners range from top title agencies, mortgage businesses, and technology startups to Fortune 1000 companies, driving innovation to fuel business acceleration. No matter who you are or your unique challenge, S2T guarantees fast and efficient solutions. Search our comprehensive services today or contact us for a free consultation!

M&A

Introduction to Title Agency Valuation

Determining the right sales price for your title agency is a challenging feat. There are a dozen or more valuation methods, so which one is best? This article looks at many title agency valuation methods and the popular profit-multiplier method with an in-depth guide to help you.

title agency valuation

Potential buyers want more than answers about estimated overhead and costs. They want to know how much they can make from the business during the first day, week, month, and year of ownership and five, 10, or 15 years down the line. Profits and other elements are what will establish your agency’s true worth. Keep on reading to work out your valuation today:

What Is Profit?

Profit (put simply) is the money made by a business. It’s the difference between the amount earned and the amount spent in buying, operating, or producing something.

With the profit-multiplier method, “profit” means the financial gains a new owner can expect after purchasing your title agency. This means the estimated profit never includes income brought to the business that is unique to the current owner or accrued nontransferable expenses or debts.

A new owner might need the business relationships or ties to the community that helped acquire a large portion of income. Additionally, the new owner is not responsible for repaying current business loans. As a result, you should never add numbers related to these calculations. For example, only use expenses typically seen as “general” business costs.

Other Factors that Impact Profit

Title agency valuation via the profit-multiplier method requires the current owner or manager to consider a wide range of influencing factors. Consider the items below for an accurate price when calculating your sales value.

– Management: If management impacts current profits positively, the seller needs to account for this when determining the business value. Conversely, a buyer needs to know the time, money, and effort required beyond the purchase to maintain existing earnings. This way, buyers understand the current staff techniques and production processes while ensuring the correct revenues are achieved.

– Location: Sellers may increase the price if their agency location is relevant to maintaining customer relationships. Additionally, in a purchase market, it is essential to maintain “closing offices” that parrot the footprint of the agency’s clients. Having these offices will, in fact, impact valuation.

How to Use the Profit-Multiplier Method

The actual calculation is simple and requires easy-to-locate data. Take the net income or profit earned by your title agency each year, either the average amount for the last two years or the last year, and increase that number by a multiplier based on the industry. For our industry, the multiplier for 2023 ranges between 3 and 6.5:

(PROFIT x MULTIPLIER # = ESTIMATED VALUE)

For example, a title agency with an estimated profit of $1M has an estimated value between $3M and $6.5M after using the multiplier.

It’s crucial to account for current circumstances that caused revenues to increase or decrease to a level outside the norm. Using unreliable numbers based on unique events gives potential buyers a false sense of profits and losses.

This is the first in a series of articles on title agency valuation. Our next article will cover how to arrive at an accurate multiplier.

System 2 Thinking (S2T) is a boutique Title Industry Advisory Firm specializing in Title Insurance Licensing, Mergers and Acquisitions, Compliance Advisory, Process Improvement, and Technology Rollouts. We have been market leaders for over a decade, successfully solving the industry’s toughest challenges while providing unparalleled advisory services. Our partners range from top title agencies, mortgage businesses, and technology startups to Fortune 1000 companies, driving innovation to fuel business acceleration. No matter who you are or your unique challenge, S2T guarantees fast and efficient solutions. Search our comprehensive services today or contact us for a free consultation!

Title Insurance News

System 2 Thinking Housing Market Prediction: March 2023

The first quarter of 2023 has already seen a 28-year-low in the volume of mortgage applications, with a 6% drop occurring last week, per the Mortgage Bankers Association adjusted index this week. While sales have declined nationwide, the housing market prediction trends toward positive outcomes as the year progresses.

Allen Solomon, CEO of System 2 Thinking, believes it will be a tale of two cities in each state. For instance, while Dallas sees descending volumes, San Antonio demonstrates momentum. The post-pandemic migration has caused a “mixed market” in many states.

housing market prediction

We don’t have a crystal ball, nor are we gifted with second sight. Instead, we’ve turned to the most thoughtful, knowledgeable professionals for housing market predictions:

Consumers Will Warm To The Current Market

No experts consulted for housing market predictions expect rate increases or high home prices to end soon. That said, rate increases are anticipated to remain slow and linger between 6% and 8%, consistent with average rates in earlier years. Renters are also likely to continue seeing this as an opportunity to create personal value through home ownership. In 1984, a 12.5% mortgage rate was considered “low.” 

Consumers can expect home prices in markets nationwide to generally decrease in response to the above. Although all prices won’t drop to pre-pandemic levels, specialists anticipate this change to attract more buyers and increase sales. Experts foresee more sellers offering extra value and benefits to potential buyers to make listings stand out. Consumer interest also improves with a buyer-friendly market.

Inventory Levels Will Improve Nationwide

All consulted agree that the average inventory nationwide won’t reach pre-pandemic levels for another year or longer. New owners with low or no equity in overpriced homes will only place their homes back on the market once they see economic improvements. Retirees might choose to rent their homes rather than sell them. 

That said, this housing market prediction is optimistic because many areas already have extremely high inventory. This indicates that sales are expected to strengthen in those regions via non-local buyers. Consumer interest also increases during holidays and seasonal changes. With spring approaching and giving way to summer, experts expect warmer weather in some regions of the country to prompt sellers to list and buyers to reconsider waiting, especially anyone who wants to take advantage of months of warm weather to change locations and set up home permanently before next winter.

Financial Assistance Will Create Opportunities

A lot of consumers need additional help to become first-time or new homeowners. The good news is that the housing market prediction for this area is exceptionally optimistic. When the market becomes more buyer-friendly, buyers with government-backed and similar loans aren’t turned away as often by sellers who believe they can get better deals from those with more robust financial histories and other types of loans or cash offers on hand. 

Overall, the various forms of government or organizational assistance are not anticipated to end or decrease this year. Government-backed FHA and VA loans will attract first-time buyers and veterans, respectively. Potential buyers are also expected to receive increased access to financial resources and other beneficial tools to help them succeed with home ownership, ultimately improving their chances of owning homes in 2023.

System 2 Thinking (S2T) is a boutique Title Industry Advisory Firm specializing in Title Insurance Licensing, Mergers and Acquisitions, Compliance Advisory, Process Improvement, and Technology Rollouts. We have been market leaders for over a decade, successfully solving the industry’s toughest challenges while providing unparalleled advisory services. Our partners range from top title agencies, mortgage businesses, and technology startups to Fortune 1000 companies, driving innovation to fuel business acceleration. No matter who you are or your unique challenge, S2T guarantees fast and efficient solutions. Search our comprehensive services today or contact us for a free consultation!

Process

As Online Lenders Gain Marketshare, RON Could be a Valuable Marketing Tool

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As online lenders continue to uncover the efficacy, practicality, and convenience of remote online notarization, this cutting-edge resource is taking the industry by storm. Better known as RON, remote online notarization allows documents to be notarized electronically. When online lenders use RON, it ensures a hassle-free process and promotes safety during a pandemic. In fact, when the virus reared its ugly head, the demand for remote closings was so high that RON providers were seemingly impossible to reach.

Richard Bramhall, a member of Westcor’s senior management team, suggests that RON will maintain its popularity even after we get COVID-19 under control. After all, he’s seen an upward trajectory in the adoption of RON services for months. Florida has proven the most willing to embrace this modern alternative, which Bramhall attributes to the state’s RON statute that’s been in place for a year. Unfortunately, states like West Virginia and Rhode Island haven’t followed suit. Bramhall believes that these attorney states are so rooted in tradition that they’re less likely to show interest in new procedures.

Though there hasn’t been widespread support for RON, Bramhall is most excited to see groups of all ages using remote online notarization options. As RON was being introduced, Bramhall predicted that mainly millennials would be on board. Fortunately, older generations have been equally enthusiastic about this present-day solution. According to Bramhall, those in their fifties and sixties enjoy being able to navigate everything so quickly. Even still, remote closings don’t appeal to all.

First-time homeowners, specifically, want the pomp and circumstance that comes with buying a home. Dotting the i’s and crossing the t’s from home detracts from the magic of this occasion. With so many preferences and demands to cater to, Bramhall urges all online lenders to have a wealth of options at their disposal. With traditional resources, you can appease those who don’t want to forgo the ceremonial closing experience. In the same breath, when online lenders use RON, it bodes well for expediency and safety.

While RON remains a favorable option for many, institutional lenders have demonstrated an unwillingness to accept remote online notarization. Digital mortgage providers are working hard to fill the supply and demand needs that these conventional lenders are muddling. In the hopes of making RON more alluring, Bramhall has highlighted the success that companies like Quicken Loans have seen. For instance, Bramhall states that as a “big adopter of RON,” Quicken Loans has significantly increased its closing rates.

Until all title and escrow companies support RON, we won’t know the full potential of remote online notarization. Perhaps businesses are balking at the idea because they feel RON will be rendered useless once the pandemic subsides. However, Bramhall anticipates RON becoming a new, improved, and preferred method. It’s for this reason why he encourages all online lenders to unleash the power of remote online notarization.

Starting A Title Company

Attracting Lender Clients for Your Title Insurance Startup

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The coronavirus has been good to the real estate industry. Rock-bottom interest rates have set off an explosion of new home purchases and mortgage refinances. With a market this hot, real estate professionals can hardly keep up.

To meet the demand, new title agencies are popping up all over the country. With plenty of work for everyone, these fledgling agencies are poised to take off with a bang.

Ultra-low interest rates may not last forever. However, large numbers of people are now working from home and can live anywhere. Many of these folks are moving to areas with a lower cost of living than the pricey big cities they are leaving behind.

This trend is likely to continue, and it will keep homebuying activity high whether interest rates go up or down. Even if mortgage refinancing drops off in the future, you’ll still have plenty of business from new home buyers as long as you keep attracting new lender clients.

The Adverse Market Refinance Fee took effect in December of 2020. Initiated by Fannie Mae and Freddie Mac, it adds a 50 basis points fee of 0.5 percent to most mortgage refinances.

This fee can add almost $1,500 to the average mortgage refinance. It was instituted because of “market and economic uncertainty resulting in higher risk and costs incurred,” according to Fannie Mae and Freddie Mac. The additional cost may put a dent into mortgage refinance activity, but it’s unlikely to stop it as long as interest rates remain low.

If you own a title company, lender business can make you or break you. Should the homebuying market slow down, you can avoid being left in the lurch by attracting lender clients. Here are some time-tested strategies to ensure success.

 Develop a Communications Portal

Innovative technology can integrate a title agent’s workflow software with a lender’s software. It eliminates the communication gap during closing. Agents and lenders can communicate without exiting their core software systems.

A good portal can deliver a customized closing experience for all participants. Everyone can access file information in real time from start to finish. All parties have online access to recorded documents, closing disclosures and final title insurance policies.

 Provide High-tech Closings

Master the art of the quick digital closing with high-tech transaction services. Provide remote online notarization, eRecordings and eClosings. Digital closings are the future of the industry, so prepare your company now.

With the right software systems, you can offer lenders a final title insurance policy and closing package in 24 hours using their software’s secure online portal. Get licensed in multiple states so you can offer lenders even more closing convenience.

Offer Lender Discounts

Provide discounted preliminary title searches. It’s a powerful way of attracting lender clients. Offer reduced title insurance rates. It can lead to lasting refinance relationships, and it’s another way of attracting lender clients.

Special lender rates can substantially increase order counts and boost potential revenue. However, the increased volume is best handled by agencies with rapid production capabilities. An assembly line approach is the most effective way to maximize profits when dealing with low-rate orders.

Publish a Monthly Newsletter

Keep lenders up to speed about the latest industry developments with a snappy newsletter. Add content about escrow, title insurance and property searches for potential homebuyers.

Because of their unique position in the real estate industry, title companies should be marketing direct to consumers in addition to attracting lender clients.

Build a solid foundation by attracting lender clients, and it will keep you going strong regardless of market conditions. After all, people are not about to stop buying homes.

Starting A Title Company

How to Make Your New Title Company a Smashing Success

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With the real estate market on fire, many industry professionals are jumping into the title insurance business. If you’re starting a new title company, these tips will get you off to a sound start.

 1. Be a Customer Service Superstar

There’s no substitute for great service. Whether it’s the time you spend sharing information with a befuddled client or setting out snacks and drinks at closing, customers like to feel special.

2. Create a High-powered Team

You need successful people to build a successful business. You don’t have time to monitor your employees, but when you hire high-quality people, you don’t have to. Good people mean good salaries, but trying to cut corners on personnel will cost you dearly in the end.

 3. Set Clear and Attainable Goals

Tell your team where you want your company to go and how you plan to get there. To ensure that goals are being met, generate daily reports and conduct regular briefings. Encourage open communication. Ask for suggestions. Maintain transparency.

4. Know Your Market

Study the population you want to serve. Identify potential customers. Assess the types of properties you’ll be dealing with. When you understand your market, you can implement a business model tailored to the needs of the community you’re serving.

5. Splurge on Software

If you’re starting a new title company, don’t skimp on software. You’ll lose time and money, and your reputation could suffer. In the end, you’ll have to get the same high-quality software you should have installed in the first place.

Cheap software might be fine for some companies. With a title company, your ability to get a job done depends entirely on the speed and quality of your systems.

6. Choose Software That’s a Good Fit

Your new software should be intuitive and easily integrated. It should have robust reporting capability and the ability to track in real time. Most importantly, it should allow for paperless closings, e-signatures and e-recordings.

Use monthly and quarterly reports to streamline and fine tune the loan closing experience you offer. High-tech title settlement software may come with a high learning curve, but the long-term benefits are well worth it.

7. Location Matters

If you’re starting a new title company, don’t hide in a corner. Look for a spot that’s visible, easy to access and close to other small businesses. Keep an eye out for new commercial properties in the area. The developers may be offering rent discounts to attract new tenants.

8. Mind Your Marketing

Your website should reflect your professional style. It will serve as your virtual storefront. Make it easy to navigate. Create a mission statement to showcase why your title company is better than all the other title companies.

Post regular blogs to educate visitors and provide useful information about the loan closing process. Include content about the local real estate community, and supply links to home services companies.

9. Target Ads to Local Realtors

Almost 90 percent of homes are sold with the help of a realtor. Let the realtors in your area know that you’ve set up shop and are starting a title company. Tell them you can help them close more deals. Ask for referrals.

10. Spoil Your Clients

Treat your clients like celebrities. Be willing to stay late or get up early to facilitate a closing. Become an expert on complex transactions, and explain the settlement process to anyone who needs a better understanding.

Is your new title company is offering enough value to lure customers away from the companies they’re working with? If so, good for you. You are on the road to success.

System 2 Thinking (S2T) is a boutique Title Industry Advisory Firm specializing in Title Insurance Licensing, Mergers and Acquisitions, Compliance Advisory, Process Improvement, and Technology Rollouts. We have been market leaders for over a decade, successfully solving the industry’s toughest challenges while providing unparalleled advisory services. Our partners range from top title agencies, mortgage businesses, and technology startups to Fortune 1000 companies, driving innovation to fuel business acceleration. No matter who you are or your unique challenge, S2T guarantees fast and efficient solutions. Search our comprehensive services today or contact us for a free consultation!

Starting A Title Company

Thinking about Starting a Title Company? Demystifying the Action Items

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Though starting a title company requires industry know-how, persistence, patience, and connections, this endeavor isn’t as daunting as the industry has led you to believe. With the below insight and guidance, you’ll discover just how painless starting a title company can be.

Familiarize Yourself With Your State’s Insurance Requirements
Not all insurance requirements are created equal, which is why it’s essential to check your state’s department of insurance website before starting a title company. Fortunately, the National Association of Insurance Commissioners does the legwork for you. The NAIC provides pertinent information, ranging from title data to title matters. Using your state’s guidelines and responses from regulators, the NAIC collects these details.

In most cases, you’ll be required to meet licensure, insurance, financial stability, and education requirements. You can also anticipate having to provide several registrations, bond documents, and background checks. Depending on where you reside, you may need a settlement or escrow agent to help manage legal affairs and closings. Given the varying prerequisites that each state deems necessary, it’s imperative to acquaint yourself with these stipulations.

Ace Your Licensing Exam
In some states, they ask everyone who’s starting a title company to take a pre-licensing course and exam. If you’re required to do so, be prepared to learn the ins and outs of insurance regulations, title insurance principles, real estate transactions, and general insurance concepts, among other related topics. To ensure that you do well on the exam, acquire the necessary study materials, and eat, sleep, and breathe the subject matter. As a result, you’ll prove that you’re equipped to pursue this undertaking. If you’re a licensed attorney, you might be exempt from this rule, but you’ll want to contact your state’s department of financial services for a definitive answer.

Get Bonded
When starting a title company, you typically have to carry a fidelity or surety bond. With these bonds, both you and the consumer are protected. Above all else, it demonstrates that you’re willing and able to meet customer needs and expectations. What’s more, if your company goes belly up, a surety bond guarantees that the customer receives the funds they’re entitled to. In addition to a fidelity or surety bond, professional liability insurance is also warranted. With that said, you’ll need to look into this coverage option so that all your bases are covered.

Determine What Type Of Company Entity You Should Form
With assistance from an attorney, you can decide what business entity is best for starting a title company. Perhaps you want to operate as a corporation. Maybe it makes more sense to function as a limited liability company. You won’t know which avenue to pursue until you weigh all your options. Alongside a lawyer, you’ll learn more about the legal and tax benefits that come with each title.

If you opt not to avail yourself of an attorney, you can obtain this information online. While forming your entity, don’t forget to apply for your EIN. Your EIN serves as your company’s SSN, allowing you to manage your bank accounts, apply for licenses, and file your tax returns. The most important aspect of building your brand is creating a logo. Not only will this make your company more recognizable, but it’ll also help you stand out from the competition.

Select An Underwriter
Having a qualified underwriter at your disposal is a must. Their industry expertise will breathe simplicity into handling title arrangements and ownership rights. They also evaluate your credit history, verify employment details, and develop a realistic timeline for paying back your loan. In essence, an underwriter is responsible for tending to involved proceedings, making it possible for you to focus on more pressing business matters. To speak with national and regional providers, browse the list of contact information below.

System 2 Thinking (S2T) is a boutique Title Industry Advisory Firm specializing in Title Insurance Licensing, Mergers and Acquisitions, Compliance Advisory, Process Improvement, and Technology Rollouts. We have been market leaders for over a decade, successfully solving the industry’s toughest challenges while providing unparalleled advisory services. Our partners range from top title agencies, mortgage businesses, and technology startups to Fortune 1000 companies, driving innovation to fuel business acceleration. No matter who you are or your unique challenge, S2T guarantees fast and efficient solutions. Search our comprehensive services today or contact us for a free consultation!

Process

Title Agency Process Improvement Can Supercharge Your Business

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If you’re launching a title agency, the timing couldn’t be better. Low interest rates and amplified homebuying activity have ignited a real estate boom that shows no sign of slowing down.

Whether you own an established title agency or a fresh startup, title agency process improvement is a wise investment in the future of your business. Upgrading title processes now can guide you smartly through an uncertain industry future.

Fear of change keeps many companies locked into outdated business practices that have always worked in the past. A reluctance to embrace new technology can limit efficiency, and it does nothing to improve your bottom line.

Coronavirus restrictions have ushered us into an era where digital transactions are rapidly becoming the norm. For title agencies especially, process improvement that includes the implementation of new digital technology is the only way to stay competitive.

What Is Process Improvement?

Process improvement means developing faster task completion, upgrading output quality and reducing waste. The goal is to automate processes and restructure operational resources to maximize efficiency while cutting costs. This process is designed to reveal existing inefficiencies and eliminate them with cutting-edge software and reduced manual labor.

By streamlining practices that keep your business running smoothly, your team can offer better service to existing customers while developing effective marketing campaigns to attract new customers. Here are some of the ways by which your company can benefit with title agency process improvement.

Expedited Productivity

According to a recent survey, employees spend 520 hours annually performing tasks that could easily be automated. Filling out forms and generating reports using systems with limited performance capability slows everything down. A custom application can perform these tasks in a fraction of the time while freeing up employees to focus on more important matters.

Streamlining business procedures can reduce employee frustration while increasing motivation. Tedious and repetitive tasks can take hours to perform. They drain the energy of your people and provide very little return on investment (ROI).

When employees can devote more time to the most valued aspects of their jobs, they report greater satisfaction. Happy employees are more productive, and productive employees generate more revenue.

Risk Curtailment

Manual data entry systems have no protection against human error. Some mistakes can take hours to fix. Others can cost you your business. Manual data systems have no built-in controls, and that opens the door for fraud. To make matters worse, employees performing data entry may not be backing up and storing information properly.

Title insurance process improvement identifies activities that should be automated. This greatly reduces human error and gives private agency data an extra layer of protection.

Effortless Compliance

Maintaining compliance doesn’t have to be an ongoing headache. With process improvement, you can implement in-house compliance management software to handle the matter for you. A third-party consultant can also be brought on board for this task. Your team will have more time to execute title searches, and you won’t have to stress about noncompliance violations and associated penalties.

Building compliance into your title agency process improvement helps to establish transparency. It allows you to quickly implement regulatory requirements to avoid compliance delays and resulting fines.

Happy Employees

According to a Microsoft study, 90 percent of consumers would bypass companies with outdated technology. State-of-the-art technology frees your people to focus on serving customers instead of on administrative tasks. Your team will have the time to develop customized solutions that deliver real results.

System Flexibility

With ever-evolving technology, your business needs integrative systems that can grow with your company. With title agency process improvement, you can continually upgrade your processes to sync with shifting industry needs.

 How Title Agency Process Improvement Works

This practice aims to customize software and applications to precisely meet the needs of your agency. An inventory of inefficiencies is the first step in any process improvement.

The inventory identifies systems in your business that need to be streamlined. The next step is to identify and implement the most efficient solution for each system.

An onsite audit performed by a process improvement specialist will include interviews with key members of your team to get a feel for the structure of your business.

Your existing processes, systems and resources will be identified, examined and analyzed. The objective is to reveal any inefficiencies or performance gaps within your business.

After an in-depth evaluation, your consultant will develop a plan to streamline procedures, maximize ROI and employ technology designed to stimulate growth. The plan that’s developed will include the advantages and disadvantages of each potential solution.

Title company process improvement helps your company serve more clients while maintaining a high standard of service. The more clients you please, the more successful your company will be.

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