John Waugh
2059 Arbor Meadows Dr., Dewitt
Summary
An innovative, organized, and data-driven financial services sales leader and relationship manager seeks an opportunity to leverage my knowledge and skills to make a positive impact in the financial lives of clients while increasing sales, revenue, satisfaction, and retention by coaching and developing a team of technical experts to collaborate with and support the business activities of cross-functional teams, ensuring they have the tools and materials to deliver objective, client-centered financial plans. I am a forward-thinking leader who encourages and empowers my team to identify and proactively provide creative solutions to complex problems that reduce inefficiencies, streamline processes and procedures, resulting in a world-class client experience.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Benefit Plan Advisor
Municipal Employees' Retirement System of Michigan
Lansing
10.2016 - Current
- Help create and implement the corporate strategic plan.
- Analyze data, look for trends, set goals, and appropriate KPIs, monitor individual and team progress, and adjust as needed to achieve corporate sales and revenue goals.
- Gather information using consultative sales techniques and needs analysis to design holistic, cost-effective retirement, and insurance solutions for current and prospective customers.
- Build strong relationships with internal and external customers using a customer-centric, high-touch service approach.
- Expand the market by adding 235 municipalities, 344 plans, and over 12,000 participant accounts.
- Grow revenue by generating $1.1 billion in new assets under management.
- Provide product, investment, and sales training to staff.
- Speak at conferences, trade shows, and deliver RFP finalist presentations.
Vice President and Client Advisor II
Huntington Bank
East Lansing
11.2014 - 10.2016
- Provide relationship and account management for over two hundred private bank clients, with $270M in assets under management.
- Direct a team of subject-matter experts in banking, lending, wealth management, trusts, and estate planning for high-net-worth clients and businesses.
- Build relationships with centers of influence and internal business partners to network and generate referrals to find opportunities that will expand market share.
- Conduct client relationship reviews to find cross-selling opportunities that deepen the relationship and increase company revenue, while ensuring alignment with client goals.
- Team results include $44 million in new assets, loans, and deposits, and $435,000 in revenue.
- Manage the pipeline, production, and metrics in CRM, and report to senior leadership.
Benefit Plan Advisor
Municipal Employees’ Retirement System of Michigan
Lansing
08.2008 - 10.2014
- Position responsibilities are the same as the current role with MERS.
Director of Home Finance
Pacesetter Mortgage/The Centennial Group
Okemos
04.2004 - 08.2008
- Participate in the development and implementation of the company's strategic plan.
- Oversee all aspects of loan officer recruiting, hiring, training, and performance reviews.
- Set team production and revenue targets in alignment with corporate growth goals.
- Lead team huddles, sales meetings, and one-on-ones.
- Share market intelligence, product or guideline changes, and production updates.
- Analyze sales data and KPIs to identify areas for improvement.
- Provide coaching, feedback, information, and techniques to improve sales effectiveness.
- Partner with internal financial advisors to cross-sell products.
- Conduct a consultative needs analysis, and present options to build wealth and manage debt.
- Personal production results include $28 million in loan volume, with a yield spread premium 21% above the industry average as a producing manager.
- Report production and revenue results to leadership.
Division Manager
First National Bank of America (FNBA)
East Lansing
05.1999 - 04.2004
- As a producing manager, I led a team of investment analysts investing in over 1,600 owner-financed private mortgages and over $43 million in receivables, with an ROE of 30%, while exceeding the company yield goal by 51 bps and yield spread by 44 bps, respectively.
- Responsible for all activities related to hiring, training, and coaching the investment analysts.
- Conduct team sales meetings, one-on-ones, and complete employee performance evaluations.
- Oversee KPIs and production.
- Present the results to senior leadership.
Education
Bachelor of Arts - Psychology With A Business Cognate
Michigan State University
East Lansing, MI05.1999
Skills
- 401(a) Defined Benefit, Defined Contribution, and Hybrid (DB/DC) retirement plans
- Actuarial valuations
- 457(b) Deferred Compensation plans
- 401(k) plans
- 403(b) plans
- IRAs
- Section 115 Trusts and VEBAs
- HSAs and HRAs
- GL&D insurance
- Health, dental, and vision insurance
- Medicare Advantage and Medigap insurance
- Wealth management
- Financial wellness
- Investment portfolio construction
- Strategic planning
- Goal setting
- Multitasking Abilities
- Collaboration
- Data analysis
- Critical thinking skills
- Detail-oriented
- Revenue growth
- Networking and interpersonal skills
- Coaching techniques
- Client engagement
- Adaptability
- Effective communication
- Active listening
- Time management
- Project and process management
- KPI development
- Training and development
- Team leadership
- Cross-selling strategies
- Prospecting, lead generation, and referral generation
- Consultative sales
- Market expansion
- Client-centric needs analysis
- Creating proposals and RFPs
- Objection handling
- Problem resolution
- Participant education and enrollment
- Plan asset transfers and rollovers
- Customer service
- Relationship and account management
- Public speaking and presentation skills
Certification
- State of Michigan - Licensed Life and Health Insurance Producer - 2011 - present
- ADVISA/The Predictive Index - Certified in Customer Focused Selling - 2016 - present
- MAPERS in partnership with Grand Valley State University - Michigan Association of Public Employee Retirement Systems Achievement Program (MAP) Certification Levels I - III (Advanced Fiduciary) - 2024 - present
Software And Technology Skills
Proficient with Microsoft Outlook, Word, Excel, PowerPoint, Dynamics 365 CRM, and Teams, Adobe Acrobat PDF, Zoom, ChatGPT (AI), Bridge Learning Management System, ProMapp (Nintex Process Manager), and OpenText (Information Management).
References
References available upon request.
Timeline
Benefit Plan Advisor
Municipal Employees' Retirement System of Michigan
10.2016 - Current
Vice President and Client Advisor II
Huntington Bank
11.2014 - 10.2016
Benefit Plan Advisor
Municipal Employees’ Retirement System of Michigan
08.2008 - 10.2014
Director of Home Finance
Pacesetter Mortgage/The Centennial Group
04.2004 - 08.2008
Division Manager
First National Bank of America (FNBA)
05.1999 - 04.2004
Bachelor of Arts - Psychology With A Business Cognate
Michigan State University
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