focus on high payoff activities and knowing your value; 2) Consultative selling style, being more a resource to your public; and 3) Consistent follow-up. If more salespeople would just practice this, they would find significant payoff and a long career in sales. 2. So, since it’s that basic, I wanted to know how a salesperson can stand out from the competition. Kevin reem- phasized the concept of relationship driven. Forget “selling” and be more of a “consultant,” knowing your value and bringing it every day. My favorite take- away here was Kevin warning that if you look desperate, you will attract that, so not to compromise (also warning that you will initially make less money, but it sorts itself out to your favor). 3. I wondered about the big challenges of the role of Sales Manager. Kevin fo- cused on just one—Time Management. With $1.25 billion+ in annual business, covering three states and 40 sales teams, that sure is understandable! Keys for Kevin are the words “Delegate” and “Empower.” He stated simply that you can’t be everywhere, and that is the key for the organization to move for- ward without waiting for him. He drives his week by the calendar, with sched- uled “touches” throughout, working a week of Monday–Friday from 7:00am– 6:30pm. A key takeaway was to handle the newer originators and those grow- ing their production more as a group rather than in one on ones, freeing time to spend with the top performers. That sure resonated with me and my sport coach analogies. 4. With Kevin making the move from sales to management, I was eager for his ob- servations. Kevin was open about it be- ing difficult at first, with things seeming to go slower than he would like. His big advice was that the focus needed to be placed on being “effective” as opposed to being “liked,” while also being aware that people respond to different mana- gerial styles, and, as a manager, he need- ed to respect that. 5. I’m a big proponent of the Sales Manager being in the field. I loved what Kevin is all about here. Eighty percent of his time is spent in the field, and he doesn’t even have an office at the company. When at the corporate office, he uses a general use office, and it has nothing in it of a per- sonal nature. Huge takeaway here! 27 6. Technology was cited as good and bad. The good was all about efficiencies and the leverage for growth that it provides. The downside was the concept of being always connected/available, causing a plethora of distractions. To emphasize the point, Kevin recounted a story of in- terviewing a sales candidate and during the interview, the candidate kept glanc- ing at his handheld, unaware of all the negative messages being sent. 7. It seems I can’t go anywhere without hearing concerns about millennials, so I asked Kevin his take. He indicated he had quite a few on his team and as clients and customers today. Kevin found them as a group to be smart, opinionated/outspo- ken, and collaborative. Millennials repre- sent a huge demographic shift in both the workforce and as a group in home buying over the next 10 years. We discussed at length the importance of “systems and processes” versus “my own style.” Kevin’s approach here was to look for the “win.” First, show you are genuinely listening. Let folks be heard, then add the “pluses” into the “systems and processes.” 8. I’m always curious about what people are reading. While Kevin initially cited Raving Fans and Outliers, his treasured source is his collection of 20+ books written by his grandfather, who was a businessperson/ salesperson/writer and someone Kevin worked with from middle school onward. Kevin credits these works with develop- ing his passion for sales from an early age. I plan to get a personal look into a few of them! KEVIN GINSBURG developed his passion for helping clients accomplish their home ownership dreams when he began his mortgage lending career in Austin, Texas. Growing sales through relationships with realtors and builders and working for individual originators, teams, and branches remain Ginsburg’s passion and focus. Kevin is a graduate of Texas A&M University and is married with two children. Kevin is currently the National Sales Manager at Austin based Legacy Mutual Mortgage.