The initial meeting matters less than the follow-up.
Most agents obsess over the first hello and neglect the sequence after — backwards. A business relationship is dating: nobody proposes on date one. You woo with intentional, repeated contact.
It takes 7–8 touches before someone buys. A "no" on touch 3 isn't a no — it's "not yet." Don't quit early.
Escrow officers have an "open marriage" — they use multiple notaries. You don't need to replace anyone; you need to be top-of-mind when the next file drops.
Write this once, reuse forever. A CRM automates it (LSS has one; any CRM works), but a templated email + calendar reminders does the job.
"The only reason another agent makes more than you is they've told more people they're a signing agent."
Molina ($1.5M/yr signing service) has 400–500 clients — but she marketed to ~6,000 people to get them. Irene did $1.2M from 76 clients. Top of the game is a B2B relationship + volume business, not a grind-more-appointments business.
Takeaway: outreach volume is the lever. More conversations → more clients. Full stop.
Don't pitch features ("I don't miss signatures, I show up on time") — those are facts everyone claims. Tell the story:
"I had a signing two hours out in Orange County — dropped the docs right back to your escrow office the same day. That's the service you get with me."
Get specific about the problems you solve (on-time drop-off, docs delivered to the office). Specificity gets you past the front desk to the escrow officer.
Never ask for your money. Ask if it closed — and show you understand that nobody gets paid if it doesn't. Do it in person (another touch point).
Hi — just following up on 123 Broadway. Not sure if it closed or fell out. I know nobody gets paid if a deal doesn't close, so I'm really just updating my records. If it did close and slipped through, no rush — just let me know.
This positions you as the educated, empathetic pro — and quietly reminds them you worked for free. That's what earns the next file.
If you ever work a rural or hard-to-cover area, being there is an advantage — escrow struggles to find notaries who'll travel.
18 years back-office (servicing, processing, underwriting management) means you understand loan docs and what escrow needs on the back end better than most signing agents ever will. Most NSAs can't speak to what happens after they hand the package back — you can. That's a credibility line in every pitch.
You don't have the escrow/agent network yet (you only know a couple agents), so you'll earn relationships the way Keith did — but your expertise makes every conversation land harder.
Reality check: the $1M signing services are the top ~1% Mark puts on stage (fewer than 9% of all small businesses hit $1M). A solid signing agent realistically earns $60–100K; the seven-figure service is the exception and the north-star, not the expected base case.
Informational only — distilled coaching notes, not affiliated with Loan Signing System. Always follow your state's notary laws and NEXA compliance. · DSCR Insider Command Center