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The Client: Central Title (Longview)

The Account Representative: Keith Judy

Keith Judy mentions right off out of the gate: “This was strictly a relationship-based sale.”

The story of how Keith Judy was able to earn the business of Central Title, one of the largest title companies in the Longview area, begins 20 years ago. It starts when he began dropping by their office to check on their copier needs. Each time, over this long span, he made little to no progress, though he kept coming back.

But, as Keith says, sometimes it’s not what you know: It’s who you know.

The Business Challenge

Keith knew Central Title well. He’d even used the company for a couple of houses he’d bought and sold. Central Title’s copiers were old, really old. He knew every time he visited that he could offer them a faster, more efficient device, backed by top-notch service.

“Every chance I got I’d bring it up, try to crack the door open a bit but never got anywhere. I did get to know some of the people there, but I never could make any headway. It just rocked along like another account out there I wasn’t able to do anything with over the years.”

The Thought Process

Fast-forward about 10 years, to another business in town. In 2011 or so, Keith sold a copier to 66 Property Management, a company owned by Drew Jackson, another longtime acquaintance of Keith’s. He built a very strong rapport with him over the years and even upgraded his machine within the last year.

Just as it happens, Drew has part ownership in Central Title. And he valued the partnership gained with Keith over the 10-year span.

So much so, that Keith was out visiting customers recently when his phone rang.

“I’m driving down the road, and I’m actually fairly close to Central Title, and it’s Drew. And he said, ‘would you be interested in talking to us about a copier we need to replace?’ And I said I sure would.”

Drew asked if they could meet the next day.

“I said, I can be there in five minutes,” Keith says.

The two discussed their office equipment needs, what they were currently paying, and mentioned that the organization wasn’t opposed to a used machine. Based on inventory issues on new equipment, Keith agreed to find out what was available in preowned and noticed there was an imageRUNNER 8595 available. It was a perfect fit.

“I took that over as a preowned solution and they bought it. They went from a 50 copy per minute to a 95 copy per minute device.”

The Prevailing Results

Keith has been by multiple times since the installation, and there are a few other devices at Central Title that Keith is hoping to replace in the near future. It’s a perfect solution for a successful Longview business. But this story is more about relationships than anything else.

“I’ve been at it so long, people know what I do. I’m fortunate that I grew up here and know a lot of people, and get a lot of referrals,” Keith said. “Sometimes, it’s just about knowing people. Keeping those relationships is important because you never know when it’s going to lead to something else.”