LAS VEGAS–The most successful builder-based one-stop-shopping operations achieve capture rates of 90 percent for mortgage, 98 percent for title and 50 percent for homeowners insurance. Compare that with the capture rates found at the most successful realty-based operations: 50 percent for mortgage, 70 percent for title and 40 percent for homeowners insurance. And those are the most successful – the average capture rates across the industry are much lower. There are several reasons for the lower capture rates, Weston Edwards told a group of about 300 people at the Real Estate Services Providers Council's fall seminar, "How To Win Through Successful One-Stop Shopping." For instance, many realty firms view those service providers as vendors rather than true partners. They tend to...
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