Messages that move home buyers to TitlePLUS
By Tim Anningson, TitlePLUS Consultant
June 1999

"What do you think I should do?"

No matter how thoroughly you've explained the options for closing to your clients, they'll almost always ask you to make the decision with them. Your answer: TitlePLUS because it really is the best way for buyers to complete their real estate transaction, according to lawyers who make TitlePLUS a mainstay of their real estate practice.

After closing thousands of deals using TitlePLUS, lawyers report the two principal messages that help sell virtually every client boil down to two main points:

TitlePLUS provides the best protection; and TitlePLUS can save you time and money.

TitlePLUS provides the best protection
Lawyers who use TitlePLUS regularly report that this is a major selling point: Clients feel secure knowing that TitlePLUS provides comprehensive coverage, as it covers both the title-related issues and legal services in the transaction.

Equally compelling is the broad coverage TitlePLUS provides*. Consumers respond favourably when informed that TitlePLUS insurance protects them on matters that would not be addressed through your legal opinion on title. Examples that home buyers relate to include:

coverage for errors a municipality or province can make; survey coverage without an up-to-date survey; and coverage for fraud.

TitlePLUS can save time and money
Depending on the nature and complexity of the real estate transaction, this can be the most compelling message you deliver to your clients. In situations where last-minute complications threaten to delay or scuttle a closing, TitlePLUS clearly is a preferred alternative. Similarly, if the issue is the need for an up-to-date survey, a TitlePLUS policy not only saves buyers up to $600 or more, but also significantly streamlines the entire transaction.

Given the competitive cost of a TitlePLUS premium, and the uncertainties involved in obtaining clearances from municipalities, many lawyers — and their clients — see TitlePLUS as a more cost-effective disbursement. In municipalities where clearance costs are signficant, using TitlePLUS provides home buyers with substantial savings.

In other cases, the cost of the premium is often more than offset by the savings generated from the reduced number of searches and inquiries required for TitlePLUS-insured properties.

Reinforcing the message
Still looking for more reasons to recommend TitlePLUS? Consider the following points which not only strengthen your recommendation but also should ensure you make that recommendation with some conviction.

TitlePLUS provides buyers with a one-stop shopping solution
With its growing suite of products and services, such as Homeservice Club membership (in the Greater Toronto and Hamilton areas), TitlePLUS simplifies the home buying process — and puts you in the driver's seat.

TitlePLUS coverage is more comprehensive than most
Each TitlePLUS policy automatically covers both the buyer and the lender in the transaction for the same premium; and each TitlePLUS policy is in effect for as long as the buyer, and their heirs, own the property.

You do not benefit economically from recommending TitlePLUS
For many buyers, knowing that you do not receive any commissions or fees for recommending TitlePLUS is an additional selling point.

TitlePLUS is backed by the legal profession
Remind buyers that TitlePLUS is a wholly-Canadian owned title insurance company, and that it is offered by LAWPRO, the insurance firm owned by the Law Society of Upper Canada, which governs lawyers in Ontario.

Many of these key messages are best communicated during personal meetings with your clients. But consider summarizing the first two points — better protection and opportunities for cost savings — in your initial retainer letter.

* Please refer to the policy for full details, including actual terms and conditions.

About the writer: Tim Anningson, TitlePLUS Consultant, has interviewed dozens of lawyers about TitlePLUS and how it benefits them in their real estate practice. If you are interested in learning new ways to better use TitlePLUS in your practice — or if you're interested in becoming a TitlePLUS subscriber — contact Tim or our other Consultants at 1-800-410-1013 or 416-598-5899.

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