For those of you who know me, you know that I was born with the shopping gene.  Give me a store or an online site and I am happy.

But today we are going to talk about a less thrilling type of shopping … the customer who is shopping a notary or an apostille agent

In case you are new at this … I will define this type of “shopping” …

“_Shopping_” happens when a person contacts multiple notaries or apostille agents to compare prices or timelines, often without intending to book all of them.

Some Common Signs a Notary or Apostille Agent Is Being Shopped …

1. Price-First Questions With No Context

Especially with so many people learning to use ChatGPT and AI, we have what I like to call a “more educated consumer”.  When someone is shopping, certain red flags may include:

• I read that I can do this myself … how much would you charge to do for me?

• I’m checking my options

• “What’s your cheapest price for an apostille?”

• “Can you beat another agent’s price?”

• “How much per document?” (with no mention of country, turnaround, or document type)

• Can we do it on zoom?

Why does this matter? Because apostilles are not one-size-fits-all, and experienced agents know pricing depends on details.

2. Vague or Withheld Details

Shoppers often: 

• Avoid answering follow-up questions

• Don’t want to send documents for review

• Say things like, “I’m just checking” or for me the most common, “I don’t have the document yet”

Legit clients usually want reassurance and guidance, not just numbers.

3. Urgency Without Commitment

Here are some examples of a client who has just been told they need apostilles “yesterday” … 

• “I need this ASAP”

• “It’s extremely urgent”

…but they hesitate to:

• Pay a deposit

• Confirm next steps 

Urgency + indecision = classic shopping behavior.

3. Repeated Comparison Language

Phrases like: 

• “Another agent said…”

• “Someone else quoted me…”

• “Why is your price higher than…”

This can be a strong indicator they’re collecting quotes rather than selecting expertise.

4. Ghosting After a Detailed Quote

You: 

• Review documents

• Explain the process

• Provide a thorough quote

They:

• Stop responding

• Then come back weeks later asking if your price “still applies” 

This is a huge time-cost for agents.

5. How Experienced Agents Respond (Without Being Defensive)

So here is where we recall a lesson learned from Bill Soroka … you have to “stack your value” …

Suggestions to include: 

• Let the person know what you can do for them. For example, "I have worked in that specific country many times and I am aware of their specific requirements, I can provide notarization, I get this done immediately."

• Set clear pricing framework.

• Require document review before final quote.

• Emphasize risk, compliance, and rejection prevention, not just speed.

And before you quote price, try this: “Because apostille requirements vary by document and country, and because I want to make sure that the notarization is done correctly,  I make it a practice to review all documents before providing final pricing. This ensures accuracy and prevents delays."

Believe it or not, there are times when you can turn the “shopper” into the “client” and that is by making yourself the “expert”.   As an example, let me use a dialogue regarding an FBI Background check:

Client:  “I already have the original.”

You:      I won’t need the original, I can work from a PDF.

Client:  "I plan to go to the Department of State on Friday morning to get this done.”

You:  That probably won’t work inasmuch as they are closed on Fridays.

Client:  "I’ll Just go on Monday and I can wait while they do it."

You:  They don’t allow anyone to wait.  When you drop it off you will get a receipt and you can   pick it back up in two weeks.

Client:  "Next, well I guess I could just mail it in and get it back in the two weeks."

You:  When you mail it in it is a 6 to 8 week process. This is what me and my team do all day, every day. We can take this off your hands and and make sure all t's are crossed and i's are dotted, making sure this flows through the proper channels as fast as possible and without delays or rejections."

I can almost guarantee that that shopper quickly realizes you can do this more efficiently because you have made yourself the “expert." And now you have yourself a client.

Anywho...

I heard its Prime Day so I have to run but remember, the goal is not to avoid shoppers altogether; it’s to recognize them early, set clear boundaries, and confidently lead with your expertise.  When you stack your value, educate without over giving and protect your time, the right clients will choose you and the ones who don’t were never your clients to begin with.

Connect with me in High Performance Notary for free on Skool HERE, or explore my World of Apostilles certification course HERE.

Judi