Resume

**** *. ********** ******

Arlington, VA *****

Tel: 561-***-****

Email:

****.*.*******@*****.***

**** D. *******

SUMMARY

Proven Sales Professional with broad experience in the delivery and

administration of multiple successful sales efforts. Solid planning and

organizational skills tested in both crisis and startup conditions. Strong

communicator, motivated to overcome internal silos. Recognized by peers

and superiors as "THE" go to person, to get things done.

Strengths:

. Strategic Planner - Skilled practitioner of planning discipline:

facilitating interested parties, analyzing conditions, proposing

achievable milestones and tracking progress.

. Business Planner - Professional strategist skilled at critically

assessing business wants and needs and representing them in a formal

planning document.

. Expert Communicator - Quickly connecting with internal and external

audiences.

. Sales Professional - Adept at all aspects of sales process: business

development, relationship management, communication, organization,

administration, education and prioritization.

. Trainer, Mentor, Leader - highly regarded colleague, nominated for

leadership by peers, sought out by associates for professional advice,

and recommended by managers to guide staff.

EXPERIENCE

INDEPENDENT INSURANCE AGENT

2004 - Present

Independent Agent

. Top 10-15% producer.

. Senior Market Specialist. Agency's expert on Florida Medicare

products. Trained agents and provided guidance on coverage levels and

sales strategies.

. Conducted 20 seminars comprised of 20 to 100 prospects each, during

Medicare open enrollment season, to educate eligible candidates in

very confusing, but very important healthcare decision.

. Developed systematized approach for following up with all seminar

attendees. By building proprietary client profiles, weekly

personalized contact was maintained for a 2 month period.

. Converted up to 30% of attendees.

MORGAN STANLEY

1998 - 2004

Financial Advisor - Fernandez Novacek Group

Hired by Branch Manager into 2 year management training program. In 2001,

recruited by one of Morgan Stanley's top performing groups in Boca Raton to

help reduce eroding client base due to looming crises in financial markets.

Reversed 45% shrinkage in client base.

. Converted $175 million portfolio (1400 retail clients) from 75%

transactional (short term, high risk) to 85% fee based (long term

managed) relationship.

. After conversion, client portfolios grew at steady, average annual

rate of 12.5%.

. Constructed Client Relationship Management system (CRM) where none had

existed previously, centralizing extensive client profile information.

. Systematized and tracked regular client contact and client feedback

. Developed individualized Asset Allocation models based on investor

tolerance for risk, a financial analysis model that became a standard

Morgan Stanley branch management tool.

. Client retention rebuilt to a rate of 90%, up from a low point of 55%.

BOSTON PORTFOLIO ADVISORS 1995 -

1998

Director - BP Secondary Market Advisors

Recruited from Lennar to develop an inside sales and support unit to

complement traditional BPA due diligence practice. BPA was one of the

premier portfolio due diligence providers in the USA.

. Created internal business plan with monthly performance milestones

. Performed market analysis to identify opportunities. For example,

uncovered

$75 million auto loan portfolio which closed in 3 weeks and yielded a

$250,000 total commission to BPA.

. New secondary market activity was directly responsible for adding

gains in traditional due diligence revenue (+15% year one; +20% year

two).

. Extended revenue by identifying fee income opportunities within each

client engagement.

. Instilled accountability and reporting at each step in the process

from portfolio identification through sale.

LENNAR CORPORATION

1993 - 1995

Director, Loan Analysis

Hired by Director of Secondary Markets as loan analyst for fifth largest

homebuilder in US. Rose to Director in 2 years

. As Director:

o Improved efficiency and productivity of loan analysis teams,

yielding a 25% increase in portfolios reviewed.

o Tactics included: Floater Analysts assigned to multiple teams

based on need, daily team strategy meetings, data collection

process reengineering (reduced data input time by 20% per loan)

and individual performance standards and accountability.

. As Team Leader:

o Introduced new compensation plan, incentivizing production

goals, accuracy and efficiency for 10 direct report Loan

Analysts.

ALLENBY CORPORATION

1989 - 1993

President

Start up company designed to provide debt and/or equity for small to medium

sized, privately held companies looking to expand, provide for succession,

retire high interest debt or sell.

. Wrote business plans to create guidelines for operations, milestones

to measure progress and goals to maintain focus on the future.

. Formula included projections and actions to drive business from

current status to goal: marketing & financial projections with SMART

goals (specific, measurable, attainable, reachable and trackable).

Interviewed principals.

. Demonstrated superior organizational skills: discipline, self

direction, focused task orientation, duplicatable process and

unrelenting follow up.

EDUCATION

MBA, Marketing & Finance, Boston University, Boston, MA

BA, English & Biology, Lafayette College, Easton, PA

COMMUNITY ACTIVITIES

The NETwork: Founding President of volunteer group of established and

emerging professionals supporting Boca Raton Educational Television (BRET)

BAM: Founding President of volunteer group of established and emerging

professionals supporting

The Boca Raton Museum of Art

FATHERS CLUB OF PINE CREST SCHOOL: President of Boca Raton Campus

PINE CREST SCHOOL: Trustee, Board of Directors, Boca Raton Campus

PITTSFIELD, MA FOOD COOPERATIVE: President

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