While advances in technology continue to change the ways in which people conduct business, relationship-building remains an important aspect of running a successful company.

The human element of business will be discussed during one of the sessions at the National Settlement Services Summit (NS3) happening June 16-18 at the Westin Pittsburgh in Pittsburgh.

Jenny Martin, chief business officer, senior vice president, and national division manager at Futura Title & Escrow, and Bart Shaw, sales and marketing at Knox-Title, will deliver a presentation entitled “Engaging Partners: Fresh Approaches for Lasting Relationships.”

Martin and Shaw said they are planning to offer strategies to foster long-term relationships that promote business growth and build client loyalty. Relationship-building, they noted, is particularly important in today’s business world.

“In our post-pandemic economy, the title industry/real estate market is still recovering,” Martin observed. “So, growing and maintaining customers is more important than ever. The focus on intentionally building long-lasting customer relationships is key to driving future business.”

While noting that building strong relationships is always crucial, Shaw said that, recently, “we’ve needed to rely and build upon our loyal clients to ensure continued business.”

After seeing technologies, regulations and processes evolve during her three decades in the title business, Martin noted one component that hasn’t changed is relationship-building.

“This topic is exciting to me, as a people person, because it highlights that there is one aspect of our business that stands the test of time – the human element,” she said. “It remains essential to sales and marketing as we drive business through the relationships we create.”

Shaw added that industry leaders and employees have a chance each day to sell and strengthen connections with their clients.

“If your teams aren’t focused on selling and looking for those opportunities to build loyal clients, it is time to change your focus and implement ideas from the session track into daily business practices,” he said.

Shaw noted anyone employed in the title insurance and settlement services industry –even those who do not work directly in sales – will find the presentation helpful.

“Anyone from the front desk to the back office can benefit from a sales culture,” he said.

Shaw hopes attendees exit the session with, “a different take on lasting relationships and new energy for sales strategy in your office.”

Martin also wants attendees to come away with a “renewed focus” on creating sustainable relationships and a better understanding of what it takes to generate these connections with others.

“There is a lot of potential for growth, yet it doesn’t require a complicated plan or grand gestures,” she explained. “It takes a focus on communication (active listening), and being intentional, authentic and consistent.”

For more information on NS3 2025, including the agenda for all three days, click here. You can register for NS3 online here.