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 Gail Kish learned the title business from the ground up, literally. Kish, who started 18 years ago as a receptionist, is now VP and Central Florida Sales Manager for Fidelity National Title Insurance.
The Pennsylvania native grew up in space-conscious Titusville Florida where her Dad worked for NASA.
She cites her Dad as an early influence because of his high morals and values. “I realize now what an effect he had on me,” she says. “After my first marriage did not work out I was on my own for a while,” she continues. “During that time I wrote a list of characteristics I would like to find in a man if I were to marry again. After I met the wonderful man I am married to, I looked at that list and realized that it described him … and my father!”
About two years after joining Fidelity she decided to give sales a try and loved it! “I soon became sales manager for Brevard County, and then assumed my current position in central Florida about 8 years ago,” she states.
When queried about professional influences, two names came to mind. “The first is Dan Wallace, my district manager. I learned about the management aspect by working with him and preparing the monthly manager’s reports,” she says.
The second influence came along 6 years ago in the form of an opportunity for coaching by Right Now Business Development , a consulting company that works with title companies. Founder Dan Miller had previously been in the title business and saw a need for such services within the industry.
“When I was first approached by Dan Wallace about the coaching idea , he reassigned the management reports to free up my time for the coaching opportunity. It was extremely valuable and taught me how to be a sales manager and mentor. I still utilize those skills today. I coach my reps every 2 – 3 weeks by conference call. We track their progress and set action steps. It really works.”
Something else that works for Gail and her reps are the tools from Focus Publications. “Focus products and services position our reps as a valuable resource to our clients,” she asserts. “The professional look and content makes us look even better.”
“Right now I’m giving more territory to my existing reps,” she adds. “Transferring current contacts to existing reps makes the transition seamless.”
What does she think about the publications? “I like Economic Focus, it’s weekly and concise,” she responds. “Market Focus is a good daily and lots of folks like it. I love the Hot Sheets and Week in Review is a great snapshot of the week’s financial highlights.”
Anything else? “We never leave the office without something in our hand that we can leave behind. The Focus library of information suitable for personalization gives us something meaningful to leave with clients and prospects,” Kish concludes. |
