Greg Wright, president of The Wright Track Consulting Group, will be presenting, “How to get more out of your agency and client base” at 11:30 a.m. June 10 at the National Settlement Services Summit (NS3) in Atlanta, Ga.
Wright has traveled across the country for the last decade as one of the industry’s leading business growth specialists. He has worked for a communications company, as well as in the title insurance industry as a sales manager and county manager; he has firsthand experience at the day-to-day challenges faced by title companies. He’s made more than 20,000 face-to-face sales calls with his training program, trained hundreds of escrow officers and closing staff on how to raise the bar on customer service and held intensive leadership conferences for executive management.
“I’ve held various positions in the industry, including as a title rep,” he said. “I have experience with a communications company. When I first got started I was a student minister at church, speaking at assemblies, camps and retreats. I learned how to get in front of people through a myriad of strange interactions actually.”
He’s always been curious — especially about what makes a company profitable. After seeing the title insurance machine in action, he came to the conclusion that this industry has poor training programs for its sales professionals. “They’re hired on, thrown into the market and expected to perform,” he said.
Over the years, Wright has gathered his own set of dos and don’t to improve and strengthen sales teams. When he consults with a company he likes to take the sales staff aside and write out their expectations, what they want, their fears and the barriers they see to achieving those goals. Then, he helps the company put simple, practical strategies in place.
For example, Wright says he is a huge fan of commission-based compensation models. He said high rewards get sales teams excited and motivated.
To get more information on the 2015 National Settlement Services Summit in Atlanta June 8-10, including the agenda and a list of speakers, click here. You can register for NS3 online or click here to get information on how to register via mail, fax or phone.