Doug,

Let me put it to you like this.  The "product" you provide your client base is the same product any number of well trained, professional abstractors can and do offer in your area and to your client base on a regular basis (believe it Doug, your clients are being solicited on a very consistent basis). 

Thus, all things being equal, the "product" is NOT what your client base is buying from you.  This is VERY difficult for many individuals to understand and accept!  When a client says they "love your company, would never leave you, blah, blah, blah...they are NOT necessarily speaking of your "product", again, they could go to a number of other abstractors in your area and receive the very same Last Owner search with judgments, taxes, tax map, etc. 

What your client base IS paying for is Doug Gallant!  Doug Gallant offers them personable SERVICE.  He is fast, efficient, professional and detail oriented.  Doug Gallant answers phone calls and provides answers to questions.  Doug Gallant does not go too crazy with his fees, however, even if a client felt as if they overpaid for a particular "product", its Doug Gallant and based upon that, what he offers, above and beyond what the five to ten other abstractors offer is worth the cost.

Another analogy is this:  QUESTION: Why do you think individuals go to the same automobile dealership and often times, the same salesperson every three to four years???????? 

ANSWER:  Not because of the price!!!! And not because of the car!!!!  ALL BECAUSE OF THE SALESPERSON OR THE SERVICE REPUTATION THAT DEALERSHIP HAS!!!! 

First, the standard mark-up for any new car is, of course, $250.00 to $400.00.  We all should know (and if you don't now you do) that any amount higher than that, and you are overpaying.  Once we agree upon this, it is safe to assume that any Chevy dealership along the "strip" (seems like all cities have that one street where there are two billion car dealers..lol) can give you a very similar price.

Second, most reputable makes of cars (Ford, Chevy, Dodge, etc.) have produced the same "product" for many years.  Sure, body designs have changed.  Weather treatments have been enhanced.  Colors, etc., are somewhat new.  However, the engine in the Chevy Avalanche (my current truck) for the most part, is the same engine that was in my dad's Chevy Silverado.  This fact is proven by looking at the most popular malfunctions in automobiles.  Believe it or not, rarely, do engines or transmissions go whacky.  Normally, at least in our present day, some "computer" gadget goes nutty and thus, affects the engine......the same engine that Chevy was using in 1981.

Of the four new cars I have purchased since 1992, I have gone to the same salesman at the same dealership each and every time!  Gary gives me straight answers, calls me back with financing results, picks up and delivers my truck for oil changes and ALWAYS washes it in between!!!!!  In fact, there is some sort of fresh piece of fruit on the passenger seat and if it is my wife, there is a flower!!!!  That is why I go back to him time and time again!!!!  NOT BECUASE OF THE CAR!!!

My point, your "product" is NOT what your client base is paying for!  It's you!!!  Believe it!!!  And be proud of it!!!.....JT