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March 21, 2019

A tour of Notary Cafe reveals that business is slow based on job stats

Filed under: Advertising — Tags: — admin @ 10:25 am

My last visit to Notary Cafe was depressing. A handful of Notaries were dominating market share. The others were getting almost no work. Some got zero jobs in the last three months. Others got one or two. How do you make a living with such bad odds?

The Notary Cafe stats show how many jobs you got in the last 12 months and in the last 3 months as well. It is a good marker for, “What have you done for me lately?”

A lot of Notaries are just hanging in there in hopes that things will pick up. I feel that 2019 and 2020 will be good years for Notaries. I don’t know why I feel this. I have no evidence. It is just a gut feeling. I also feel that Snapdocs will slow down in 2019 and 2020 and perhaps leave the industry. But, I might be wrong. We’ll have to wait and see.

On the other hand, Notary Cafe probably counts for about 5% of the signing agent work out there. So, if people don’t get work there, what does it really mean?

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When did Notary Cafe become decaffeinated?
http://blog.123notary.com/?p=19238

Which directories get high paying listings?
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Current signing company gossip (string)
http://blog.123notary.com/?tag=gossip

Good signing companies – a thorough list
http://blog.123notary.com/?p=21091

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February 25, 2017

When did Notary Cafe become decaffeinated?

Filed under: Popular on Twitter,Signing Company Gossip — Tags: — admin @ 9:56 pm

Notary Cafe has been around for a long time. They are also renowned for quality. They have some of the best Notaries around. It is just that they have so few Notary profiles available to the public and so few people searching on their site. We recommend Notary Cafe, but don’t expect miracle results from them.

Notary Cafe used to be more popular ten or more years ago. But, they lost their buzz or as I like to say, became decaffeinated. But, decaf still has 40% of the caffeine as regular coffee, so they are still in the running so to speak. Just don’t add too much cream or sugar.

Meanwhile with the advent of SnapDocs, all of the other Notary directories lost a lot of traffic. 123notary’s mobile page reprogramming is helping us to regain market share quickly, so wish us well with that. It affects you!

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You might also like:

How does pricing for for top placements on 123notary?
http://blog.123notary.com/?p=19355

Snapdocs business model doesn’t add up
http://blog.123notary.com/?p=19290

Which directories get high paying listings?
http://blog.123notary.com/?p=19201

Names for notary businesses that can get you into trouble
http://blog.123notary.com/?p=19064

Notary Rotary’s forum vs. 123notary’s
http://blog.123notary.com/?p=1251

A tour of Notary cafe reveals that business is slow based on job stats.
http://blog.123notary.com/?p=21222

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May 16, 2011

Review of Notary Cafe

Filed under: Popular on Linked In,Reviews — Tags: , — admin @ 6:40 am

Review of Notary Cafe
 
As the manager of 123notary.com, when notaries ask who they should advertise with besides us, we generally recommened notary rotary, signingagent.com, and notary cafe as the four most popular mobile notary and signing agent directories. Notary Cafe allows browsers to find notaries anywhere in the United States, but also lets you know how many jobs they are getting, which is a feature unique to Notary Cafe.
 
Search Capabilities
Searches on notarycafe.com are by zip code with an adjustable radius which is a very useful feature.  You can find notaries who are bilingual, have laser printers, are attorneys, and more! Additionally, notaries can list their personal name and company name on the search results which is also a unique feature.  You can also list your fees for various types of jobs which is very useful.  Notaries change their fee structure so often, that they better login to their listing frequently!  I hope the notaries don’t forget to add a rush hour surcharge as well!
 
Which notary directory is the most popular?
Notaries with high positions on 123notary.com generally say that they get more work from 123notary than from anywhere else.  But, our clients always speak highly of Notary Cafe as well as a good place to get notary work.  A handful say that their primary source of business is from notarycafe.com.  Notary Rotary is another very popular notary directory, as is signingagent.com.   We recommened getting listed on the top four mobile notary directories as well as online yellow pages if you can get a free or affordable listing on a popular yellow page provider.
 
How can I find out more about notary cafe?
Read the forums.  123notary has a forum, and notary rotary has a forum too. Forums are the portals to vast amounts of information about hundreds of companies in the notary world. You can find out about signing companies, notary procedures, marketing information, and notary directories as well.
 
 

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March 24, 2019

Feast or famine in the Notary industry

Filed under: Marketing Articles — Tags: , — admin @ 10:26 am

For Notaries out there it is feast or famine.

Notary Cafe is a prime example of this. They publish stats on who is getting jobs and how many how recently. It is normally about 7% of the notaries give or take who are completely monopolizing the business while the others are going hungry. I guess people want to hire the good Notaries and forget the rest.

Our Facebook posts are the same. Certain posts get all the publicity while others get ignored.

On 123notary, the Notaries who are doing everything right get tons of business. But, how do we convince the newer Notaries how to get reviews, brush up their notes, and get certified? Few people listen, but those who do often prosper.

I just wonder what would happen if the industry picked up. Would companies have higher standards for Notaries and also pay more? Would the work be more equally spread out? Unfortunately, the way this business works, 1% of the notaries are experts, another 2% are not bad, 10% are somewhat reasonable, and the rest get a D or F. These are bad odds and create a type of pyramid where only the top of the pyramid gets lots of work and everybody else complains that they are not getting what they deserve. But, if you are a D or F, how much can you possibly deserve. Getting work at all is amazing if you don’t have solid industry related knowledge.

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How does pricing work for top placements on 123notary?
http://blog.123notary.com/?p=19355

Letter to Trump about the state of the notary industry
http://blog.123notary.com/?p=19908

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December 19, 2018

Beginner Notary 103 — Advertising on 123notary

Filed under: Advertising — admin @ 1:23 pm

Beginner Notary 103: Advertising on 123notary
Return to Table of Contents – Beginner Notary 103

123notary is the sole most popular source of title company jobs in the industry. People get more high paying jobs here than from any other site simply because we systematically scrutinize our site to provide the highest quality possible.

Top Place Listings
It is common knowledge that those who do the best on 123notary have a high placement (generally in the top three spots) and have a well filled out profile. Top spots are not always available. However, if you get the highest spot that is available, and get certified by us and get reviews, if something does become available, you are likely to be promoted to that spot. 123notary promotes the best to the top of the list as much as we can. So, don’t worry about how fast it takes to get to the top, worry about being the best and proving it.

Certification
123notary certification has been around since around 2004. We have made it a lot harder and those who have this certification get an average of 25% more clicks to those in similar positions who don’t have the certification. However, newer Notaries get more than double the clicks by having our certification as it represents credibility for a Notary who does not yet have a name in the industry. You need to prove yourself and bragging doesn’t cut it. Having 123notary claim how good you are means a lot more as we are a highly experienced and impartial judge of quality. Your title companies reviews also speak louder than words (well, at least louder than your words.) Third party credibility is the way to move forward, so put your efforts into getting it through prudent means.

Listing Costs
We price listings based on a complicated formula. You will need to ask for a quote for particular spots. Let us know what city and county you are in as prices depend on your particular location.

What Can You Expect?
Most people who fill their listing out thoroughly on 123notary claim that their listing pays for itself quickly. Many of our clients have been with us for more than a decade which speaks volumes about our quality. Results vary from Notary to Notary. Additionally, some Notaries have multiple listings where one listing will perform well and another will perform sluggishly. There is an element of trial and error, so I hope you give us a legitimate try and only judge us after you get some reviews on your listing.

For information on listings, call Carmen at 310-210-6319 or email us at info@123notary.com

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You might also like:

When did Notary Cafe become decaffeinated?
http://blog.123notary.com/?p=21091

How does pricing for for top placements on 123notary?
http://blog.123notary.com/?p=19355

Compilation of posts about Snapdocs
http://blog.123notary.com/?p=21531

Elite certification will benefit you for the rest of your life
http://blog.123notary.com/?p=20770

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April 27, 2018

Miami Vice — a shipment of illegal notary seals

Filed under: Best Humorous Posts,Sit-Coms — admin @ 10:37 am

CHIEF: Sonny, you need to take care of this. There’s a shipment of illegal Notary seals coming in, but we have no intel on it. Can you handle it?

SONNY: I’m on it. But, I don’t have any reliable sources.

RICO: We’ll use any sources we can get. But, we do have something. Remember Nuggie?

SONNY: Oh God, him again? I’m on it.

(Rico and Sonny travel downtown)

RICO: Let’s get a Cuban cafe first and then find out guy.

SONNY: Deal. I just hope our Ferrari is safe. We’ll keep it in eye distance. Besides it has an alarm.

RICO: Dos cafes cubanos por favor. Y rapido tambien. (Two Cuban coffes, and make it fast!)

(gunshots ring out)

SONNY: Get down….. (pause) I think our plan has a hole in it. Make that a coffee cup with a hole in it. I’ll call it in. (ring ring) Hey, there were gun shots on Sunset BLVD. We have no idea what it was about, but the car sped off and they’re gone now.

GINA: Okay. You can finish your coffee now.

SONNY: How did you know we were having coffee?

GINA: Oh, just a hunch. Call it women’s intuition.

NUGGIE: Hey man, how are my boys doing. The Nug-man has arrived, and arrived in style. Check out my new shades. My new wife bought me these. Ha ha!!! Don’t keep me long because the Nuggie has to Boogie, you dig?

SONNY: We dig. Listen. Do you know anything about a shipment of illegal Notary seals coming into Miami harbor on a freighter in the next few days.

NUGGIE: That all depends on who and how much is asking.

SONNY: Rico, do you have a hundred?

RICO: Here’s two Ben Franklins. This one’s important.

NUGGIE: Oh, allright. Benjamin is doing the asking in repetition. All I know if that a guy named Sanchez is moving some heavy cargo from the Dominican Republic. Word on the street is that they have a seal forging plant over there and the action is hot and humid. You dig?

RICO: Do you know anything about where and when? Or a last name?

NUGGIE: He’s in his late 40’s, Cuban and had a mustache last time I checked. His organization prefers to use fishing boats, but they switch things up quite a bit to keep the authorities guessing.

RICO: Thanks Nuggie, you’ve been a huge help.

SONNY: (ring ring) Gina, do you have any intel on a guy named Sanchez who smuggles using fishing boats?

GINA: Last I heard, he was smuggling fishing boats. What a great cover.

SONNY: Very funny. Do you have anything?

GINA: We have a profile on the guy I think you are talking about. We have names, addresses, and rap sheets.

SONNY: Great, we’ll get the bug van and see if we can pick up some knowledge tapping some phones.

(3 hours later)

VAN GUY: We got the van set up. Sanchez’s crew are in the address we are in front of. They are talking about all types of things. But, they have only mentioned stampers once. I guess by that they mean Notary Seal.

SONNY: Anything about a time or place?

VAN GUY: Nothing yet.

(six hours later)

VAN GUY: (ring ring) We got a time. Noon tomorrow, there’s going to be a transfer from one fishing boat to several inflatable motor boats. Real little ones. They will be carrying the merchandise underwater in bags. If there is any trouble, the seals will sink to the bottom and there will be no evidence unless you have frog guys.

RICO: I know how to dive. I’ll handle this.

VAN GUY: They put a big rock in the bag, so we will have to bring a decompression suit just in case you dive too deep.

TRUDY: Don’t we need a Navy Seal for this, instead of a Notary Seal. It sounds too dangerous for Rico. And where will he hang his suit when he’s diving?

RICO: I’m not worried about that because my wet suit comes with a wet tie, and matching spear gun just in case I need it.

GINA: Hey Sonny, remember that shooting when you were having Cuban coffee? I just found out that was not just a random shooting. That was a competitor of the guy you are chasing named Rubio. They have their own channels for selling fake Notary seals, and are moving in on the supplier.

SONNY: Change of plans guys. We are going to set up a rendevous between Rubio and Sanchez. Either they kill each other, or we can arrest all of them all in one meet. Rico, you pretend to be one of Rubio’s guys and set up the meet. In the ocean. The dress code is wet suits.

RICO: I’m on it.

(nine hours later — at the meet in the ocean. Rubio’s guys try to hijack the merchandise. There is a shoot out. Half of Rubio’s guys are killed and retreat at high speed far away. Sanchez’s guys do not follow. After Rubio’s guys move out, Miami Vice moves in.)

RICO: Freeze, Miami Vice!

(Sanchez’s guys drop the Notary seals into the water. Rico jumps into the water with his spear gun)

VICTOR: Bubble bubble bubble

RICO: You don’t really bubble bubble mean that bubble?

(A secret deal was going on under water. There were five guys in wet suits with underwater guns. But, the Notary seals they were selling were underwater notary seals used by Jacque Cousteau.)

RICO: I’m going to need bubble up, I mean back bubble up. There are fbub-bub-bub-ive of them and only one of me.

SONNY: Damn it. I never thought of that. Ugh!!!!

RICO: But, I brought an underwater charge. I come prepared for this kind of thing mon.

(boom… meanwhile Sanchez’s guys bubble to the surface all disoriented after the underwater blast. Miami Vice has them at gun point. Sanchez puts a gun to his own head because he doesn’t want to go back to jail.

SONNY: Don’t do it. Just put the gun down.

SANCHEZ: I am never going back to jail again. I have had enough. (bang)

SONNY: No!!!!!!!!

After that, the seals were returned to the Florida Notary commission who did not want the seals because they said, “State of Florida, County of Underwater.”

(meanwhile back on Sonny’s boat)

RICO: That was quite a bust. I’ve never seen anything like it. Not in New York, not here. What’s up with your alligator, he is trying to eat his chain.

SONNY: I call it a classic case of “areptile disfunction.”

RICO: Ha ha ha ha ha. Good one.

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A Notary travels from Florida to India.
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Psych Notary Episode. Did the body die of food poisoning or was he murdered?
http://blog.123notary.com/?p=19397

Notaries in cars getting coffee.
http://blog.123notary.com/?p=18945

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March 15, 2018

Notary Marketing 102 — Notary Advertising

Return to Notary Marketing 102 Contents

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The state of Notary advertising is always changing. Sites go up and down in popularity, and change their policies and business models. 2018 is no exception to this rule. The most popular several sites have changed a little bit in the last few years. Here is my current analysis of the various popular sites.

Also Read:
The State of Notary Advertising in 2016

How much should a Notary spend on advertising?

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123notary.com – for the best quality notaries!
123notary leads the pack in terms of attracting the highest quantity of work from higher paying Title & Escrow companies. The reason for this is that 123notary has higher quality standards than any other site. 123notary offers many sophisticated and practical search filters as well. Search by city, county, zip or state and filter for hospital jobs, languages, certified notaries, and more options as well.

Self-praising Notaries who think they know everything are rudely awakened by Jeremy’s quizzes to the fact that their knowledge doesn’t cut it in the industry and that they need to study more. Quality control involves making people regularly log in to their listing, keep their notes updated, study and prove their knowledge. The result of this constant attention to quality is a far higher quality and consistency of search results on 123notary. Notaries who like the idea of constantly improving their knowledge will most likely love 123notary. Those who are anti-knowledge and anti-responsibility might not.

123notary requires all Notaries to log in to their listing every 120 days and also to maintain a good notes section and get a 70% on a Notary Quiz administered by phone or a higher grade if administered by email. 123notary realizes that nobody is perfect and we have to be flexible with our requirements, but we want to deliver the best possible search to the users, and this is why we stress quality control.

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Snapdocs.com — an upcoming star
Snapdocs attracts the greatest volume of signings of any directory, but the pay is normally very very low. They have great technology and great search algorithms. The downside is that their Notaries are mostly of a very poor quality. Notaries on Snapdocs normally get paid lower than any other site. However, there are a few who are able to negotiate good fees. I know some of those Notaries personally, and they merit better fees. If you want to get paid well, please consider adapting your knowledge and professionalism to merit good fees. Please also consider that certain directories attract a higher volume of jobs with high fees.

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NotaryRotary.com — a good directory that is slowly losing steam
I would estimate that Notary Rotary is getting roughly 10% of the market share of signings and signings from that site are in all price ranges based on what I have heard. Notary Rotary used to be a big contender in the Notary industry. More recently, according to what I have heard, people are getting less and less work from them in 2018. Notary Rotary has a higher quality of Notaries than most sites and caters to finding Notaries in order of proximity which is helpful. Their fees for sign up are reasonable and they have great Notary supplies, insurance and a popular forum.

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NotaryCafe.com
Notary Cafe has been around for decades and has always attracted some business. The format of their site has changed over the years. I would estimate they get about 5% of the market share for signings. Notary Cafe has a search algorithm which seems to integrate proximity, and how recently you logged into your listing. It is well organized. However, the quality of the Notaries is not as good as 123notary or Notary Rotary.

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SigningAgent.com
The NNA runs SigningAgent.com and this site has the highest quantity of Notaries of any other directory. However, the overall quality of the Notaries on their site is inconsistent. This site is maintained well and has great search features, filters for edocuments, certification, and a flexible radius. Many Notaries like to advertise on this site, but the volume of business it attracts is limited.

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Google Local
In addition to marketing on purely Notary sites, many notaries do well advertising on Google Local. Google Local will get you nearby customers for all types of Notary work.

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Other Online Advertising
Yelp, and online Yellow Pages. If you want to do paid listings on online yellow pages, start with a small investment and see what rate of return you get before investing a lot; otherwise you might not get any return on a larger investment. I am unaware of how successful Yelp is, but some Notaries do get work from them, and the reviews really attract business to your listing.

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Manual Promotion
It is wise to call Title companies and give them your information. You can also contact hospitals, convalescent homes, Real Estate offices, law offices, jails, people who visit jails, and anyone else who might need a Notary. Handing out cards to strangers, customers, and office-mates of customers is a very effective marketing technique. Some Notaries have price sheets which is fine, but the most important is a business card.

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Summary
So, whom should you advertise with? Start with 123notary and Snapdocs. But, maintaining your listings is as important as who you advertise with. So, read the other sections of this course to learn how to optimize your listings and say the right things to attract the best clients.

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December 14, 2017

A Notary’s membership ended on NR

Filed under: General Articles,Popular on Linked In — admin @ 8:25 am

This was sent to me by a loyal client of 123notary. I will not say who it is about or who sent it. But, this is history making in the Notary world. The irony is that we list this Notary on 123notary and are keeping her. The reason is that there are so many Notaries who are bad news that she is the least of our worries!

After being a member of Notary Rotary since 2009, off and on, and being a real trouble maker on Notary Rotary for as long, Harry and Traci Shoemaker finally ended this particular notary’s membership October 16 when she posted derogatory comments about them, personally, and their website. Christine Oldham’s derogatory post was deleted as well, but it was not quite as bad as this other particular notary’s post, which was also deleted. As you may know there are only three other notaries who have been cut from NR since the board came into existence in 2003: Becca/FL, Kelly Robertson/CA, Cheryl Meril/CA. I’m not sure if Becca and Kelly are still notaries, but Cheryl Meril is still notarizing in San Francisco. Not being a member of these two outstanding websites is a tremendous disadvantage if an NSA wants to be actively accepting work in a highly competitive environment.

The other day I signed on to Notary Cafe and saw that this particular Notary posted a derogatory comment about you personally, and your website. Then this Notary went over to 123notary and posted a comment, but not of derogatory nature. Just to be posting, I guess. But will she in the future, just to be mean and hateful?

I just thought you’d like to know that a free member of your site is posting derogatory comments about 123notary on other forums, and it is not her first time. You would totally be within your right to remove this particular Notary who lives in Chicago from free membership and being able to ever have the opportunity to post negative remarks about you personally and your website.

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Nice things people said about 123notary in blog comments
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Comments I liked on the blog 2018
http://blog.123notary.com/?p=21060

Notaries on Facebook groups – the blind leading the blind
http://blog.123notary.com/?p=21005

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July 24, 2017

How does pricing work for top placements on 123notary?

Filed under: Advertising,Popular on Facebook (very) — admin @ 10:50 am

Why get a top spot on 123notary? Do you really need one?
Top spots on 123notary get more calls on average than listings below. A top spot gets 30% more clicks than the #2 spot and double or triple than listings far down the line. But, quantity of calls is not all. Top listings get better quality calls too. People offering big bucks start calling at the top of the list. They only go down the list if nobody at the top answers, or if the top people make a bad impression (which is why we try to put our best folks at the top.) You will get more high paying business if you are at the top — isn’t that what everybody wants?

But, what does it cost and is it worth it?
Experienced Notaries on 123notary average about $110 per signing. Newer Notaries make less than this and I don’t have an average for them. If you pay $300 for a listing and you get three jobs, you have paid for your listing. And yes, the listing is a business expense and is tax deductible. How much of the revenue of new sales should you put into advertising? I say between 2% and 10%. So, if you pay $300 per year, that advertising should yield you $3000 to $15000 in new sales over the course of the term of the advertising. If it doesn’t, then you should discontinue whatever you did with that advertising.

How much do top listings cost?
Top listings are not always available. But, if we don’t have a #1 in a particular area, we might have a #2 or #3. EMAIL us for a quote at info@123notary.com if you are interested.

Remote areas:
$250 and up for top spots, but we do discount if you are 123notary certified or have a good track record with us which can bring the price down to $120-200 depending on conditions. Email us for a quote if you are sincerely interested.

Moderate Areas:
$350 and up for top spots. But, we have #2, #3, #4, etc. spots for $150-$300 in most cases. Once again, discounts are given to those who passed the 123notary certification test which only 20% of people pass.

Big Cities:
$500 and up for top spots which are rarely available. However, we normally will have something available, perhaps a fifth spot, or seventh spot. If you buy a fixed spot a few notches down, if people above you drop out due to non-renewal, injury, death, moving out of state, etc., you can take their spot. The proven method for getting on top on 123notary is to slowly but surely move notch by notch up the list. Many people have done it and you can too. We recommend this method because strangers cannot normally buy a top spot straight off as those spots are almost never available, and we give those spots only to people we trust as the service given by those top people affects our reputation.

What should I do before purchasing a top spot?
123notary wants you to get your money’s worth so you will renew year after year. Most of our business is repeat business. Some of our clients are repeat users who have been with us for up to fifteen years. To get a good return on a top listing it is imperative that you pass our 123notary certification test. You should also get some reviews on your listing (ask for them and send a link to your review page.) Additionally, you need a well written notes section — ask for help and we will give you a free makeover and tips. On top of making your listing look good, you should be at the top of your game in Notary knowledge and skills. If you have the right foundation as we call it, your top placed listing will normally be a profitable investment. If you don’t do the proper groundwork, it is a toss-up.

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You might also like:

The 24 hour icon and what it means
http://blog.123notary.com/?p=19455

What directories get high paying signings?
http://blog.123notary.com/?p=19201

When did Notary Cafe become decaffeinated?
http://blog.123notary.com/?p=19238

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June 19, 2017

Which Notary directories get high paying signings?

Which Notary directories can help you get $150 jobs? Which Notary directory will help you get a high quantity of work. Which Notary directory will get you nicer clients? Here are some answers.

123notary — email us for a quote at info@123notary.com
123notary is a directory that refines its information daily. We attract all types of Notaries, but refine our list to put the absolute cream of the crop at the top of search results by using a complicated algorithm. This is why we are popular with Title companies and attract more high paying work than all other directories combined! Experienced Notaries on 123notary average $110 per signing. Disclaimer: Not all jobs from 123notary are amazing, but the percentage of good ones is higher than other directories, which puts you in a position to filter out the undesirable companies.

We put roughly 300 new notaries online every month and then take off half of the free new listings that have bad stats. We also have to remove older listings where the Notaries have become unresponsive. This constant refinement has made us the most reliable source for accurate information of any Notary directory.

123notary offers top placed listings in your county. All you have to do is email us at info@123notary.com and ask us for a quote for a high position in your area. Notaries with a top spot on 123notary get an exponentially higher quality of work as well as more total offers.

NotaryRotary
They are famous for their forum which is the most popular in the industry. Their directory is easy to use as it shows results in order of proximity to the search zip code. NotaryRotary focuses on closeness rather than on the quality or knowledge legal of the Notary. NotaryRotary gets a little bit of high paying Title Company work, but mostly signing company work.

SnapDocs
SnapDocs is a clearinghouse for the lowest paid and most undignified Notary work out there. Notaries get cattle calls via mass texts to all Notaries in the area for low paying jobs that often only pay $50 or $60 per signing. If you are a beginner and want to get your feet wet then try them. However, Notaries with experience are dropping off this medium like flies!

NotaryCafe
This is a much smaller directory that capitalizes on quality Notaries. Jobs are often higher paying, but there are not a lot of jobs to go around. Quantity is not a specialty of NotaryCafe unfortunately, but we still recommend them to more experienced Notaries.

SigningAgent.com
NNA’s directory has a lot of Notaries. Most of the Notaries are newer while there are a few experienced ones on board. The high point of this directory is that you can see the dates when Notaries became NNA certified and/or background screened which means a lot to signing companies. However, this company has not generated that much work for signing agents for years.

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Best virtual comedy 2016 edition
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Elite certification will benefit you for the rest of your life
http://blog.123notary.com/?p=20770

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