ACS - Darlene Wilsey | FNF - National Agency

Darlene Wilsey

VP, Agency Consulting Services

Sales Culture

Sales

Empower your agency operation and sales personnel to sell with greater clarity, confidence, and effectiveness.

ACS Sales Support equips your team with the expert guidance, training and coaching they need to elevate their comfort, confidence and mastery of core sales strategies and skills. As a result, conversations become more purposeful, interactions deliver distinctive value and every employee feels empowered and prepared to win more business.

I partner with agency leaders, operations teams and sales personnel to build the knowledge, confidence and skills needed to consistently achieve personal and organizational sales goals.

Strategic Sales Consulting

My consulting support is designed to strengthen your agency’s sales performance by aligning roles, responsibilities, strategies and measures with the agency’s sales goals.

Core objectives include:

Sales strategy creation and refinement
Sales process optimization
Role clarity, alignment, and performance expectations
Goal setting and sales planning
Competitive positioning and value differentiation

Sales Onboarding

My onboarding support helps equip new team members with the clarity, confidence and core sales skills needed to meet the agency’s sales objectives and enhance teamwork and loyalty among all staff members.

Core objectives include:

Clarifying role, responsibilities, and strategies
Confirming performance measures
Identifying the agency’s unique value to its customers
Teaching core behaviors and skills

Sales Training

I offer interactive instruction focused on enhancing the strategies, behaviors and skills employees need to identify, create and convert sales opportunities.

Core objectives include:

Sales principles, methods, and processes
Core sales behaviors and skills
Highlighting agency’s unique value

Through my interactive workshops and tailored instruction, participants learn how to improve their sales efficiency, engage customers more effectively and approach every interaction with purpose.

Sales Coaching (One‑on‑One & Group)

My instruction-based coaching helps employees apply the strategies, behaviors and skills learned during training to real-world situations.

Core objectives include:

Strengthening understanding, comfort, and confidence with selling
Enhancing sales processes, approach, and skills
Navigating competitive or challenging sales scenarios

With individualized support, your team gains the insights needed to elevate performance every day.

Performance Analysis & Recognition

My routine performance analysis and structured approach provide meaningful constructive feedback and helps enhance employee understanding, self-accountability and empowerment.

Core objectives include:

Evaluate sales responsibilities, behaviors, skills, performance, and results
Identify strengths and improvement areas
Celebrate and reinforce high-performing habits and outcomes

What Your Agency Gains

Participants who engage in my sales consulting, training and coaching activities are better equipped to:

Anticipate and manage market and competitive threats
Communicate the agency’s unique value with clarity and confidence
Build lasting, loyal customer relationships
Sustain order, revenue, and market share growth
Maintain a high-performing, self-accountable sales mindset among team members

Agent Testimonials

Agency CEO

The sales coaching we are getting for myself has helped me deal with the deficiencies that our sales team has. Before starting the coaching, I did not have the right tools to fully understand the sales process . . . My partners and I wanted to grow, and having a third party that has nationwide experience working with different groups has given us new ideas and reinforced long-standing ideas of how sales is and is not successful. At this point, our team is starting to really understand the process and starting to get the little wins to feel that it is working. . . My biggest realization at this point is that the sales team we have was not doing sales. They were marketing and networking, which I knew were not the same, but I did not know how much of the non-sales activities they were doing.

Agency Owner

The sales coaching that we have received through FNF has been instrumental in the growth that we've seen since the start of training. In a market that has been statistically very similar to last year, we have outperformed last year's order numbers by 25%. This can be attributed directly to the addition of 50+/- new relationships, many of which have already become partners in the last few months. The sales coaching that Darlene provided to us gave a very distinct game plan for us to be able to confidently speak to prospective clients and garner their attention. Although we are just a few months into this coaching, I feel as if it will have a lasting affect on how our agency is able to grow from this point forward.

Agency President

We are a small title company that has had many sales staffers come and go. Inevitably, sales reps seem to become too comfortable in the role or are improperly trained. FNF Agency has helped us focus on the target while we approach sales more as a rifle pathway than that of a shotgun. We are learning who to contact and how to get a foot in the door. We are now accountable for our actions or lack thereof through various exercises and measurement tools. We are still young in this process, but the path and objectives are much clearer and measured.

Agency President

All of our reps come away from your sessions motivated to succeed. The wrap-up sessions helped our agency leaders focus on what’s important with each rep. When people ask why we have been so successful this year, I point to all of our salespeople and say they all have had breakout years. You have been a very big part of their success. I truly appreciate what you have done for us.

Closer, Office Manager

I found Dar’s techniques very helpful for a situation that I had never thought I could be good at, SALES! After 20 years in the business, I thought I was selling title insurance; I've learned it's much more than that. When I left our office that day, I think I could have sold a raccoon hat to the Queen of England. I have a much clearer understanding of how to identify a customer’s needs. I have tools that I can apply to my everyday work to get better results with agents. I can guide my conversations to build trust, influence new relationships with agents, and achieve my goal - MORE CLOSINGS.

Closing Agent

Having been a real estate coach in the past and receiving coaching myself, I can vouch for the benefit of the entire process! Being new to this side of real estate, coaching in this arena was something I needed to take our sales approach to the next level! Not only has a fresh set of experienced eyes provided clarity to our goals, but I have become more organized and intentional with the people we target as new partners. The process works and the organizational aspect has created more time to cultivate new business as well!