Richard Adinolfi, FSCP®
Financial Services Sales Leader
Conway,SC
Summary
Motivated sales manager with demonstrated knowledge of multiline insurance best practices and operations. Proven skills in enhancing productivity, efficiency and bottom-line profits with forward-thinking leadership. Extensive experience in navigating change, leading agent/agency education and growth initiatives, and building strong internal and external alliances. Excited for the future of this industry and ready to take on challenging, growth-oriented role.
Overview
35
35
years of professional experience
5
5
years of post-secondary education
8
8
Certifications
Work History
Regional Field Manager
Horace Mann Insurance Companies
Conway, SC
01.2016 - 05.2022
- Responsible for building and maintaining independent agent relationships covering 10 states and 45 agencies.
- Consult with agency owners to help identify opportunities, recommend actions and improve agency sales production.
- Coach and assist agents with agency business planning to achieve targeted agency and align them with company targets.
- Lead agent growth with proven sales processes, networking relationships and marketing strategies.
- Utilize available technology, tools, and resources to analyze agent business results and improve agency operations, growth, and profitability.
- Identify open target markets and partner with recruiting to source and fill opening with appropriate agent type. Also, responsible for interviewing and selection.
- Leverage available strategic growth programs with agents in market place.
- Established processes in working with new agents to model sales activities, presentations, etc.
Agency Development Leader
Horace Mann Insurance Companies
Orange, CT
03.2014 - 12.2016
- Responsible for delivering defined enterprise-wide learning plan to new agents to include best interest mindset sales process, foundational knowledge of all product lines, and disciplined execution process.
- Provide training on entire suite of HM products and how they meet needs of our customers.
- Implemented defined learning plan based on needs of agency owners, agents and agency staff as defined by regional leadership team.
- Partner with regional leadership team to develop and execute education strategies for region.
- Multi-faceted education delivery: instructor led class, one-on-one, or webinar on variety of topics.
- Teach and model sales process to ensure agency owners, agents and agency staff are working within model and have resources needed.
- Conduct joint work with agency owners on sales appointments in training capacity.
- Utilize proven, consistent market access, sales, and business acumen practices and techniques designed to build successful agencies.
- Identify learning gaps and/or coaching opportunities and provide objective feedback to field leadership and education team.
- Train agency owners, agents and agency staff in use and best practices related to application of strategic solutions, such as Student Loan Solutions, Donors Choose, Retirement Workshops, Appointment Setting, and other corporate-sponsored programs.
Independent Insurance Agent
The Adinolfi Group, Inc.
Milford, CT
04.2009 - 03.2014
- Approached potential clients by using direct marketing mailings and phone contacts.
- Maintained high standards of customer service by building relationships with clients.
- Upsold additional products and services after identifying customer needs and requirements.
- Created sources for continuous client referrals within community and with businesses using extensive networking skills.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
Insurance Agent
Allstate Corp
Newtown, CT
03.1988 - 04.2009
- Successfully transitioned from W-2 employee agent to 1099 independent contractor.
- Determined client needs and financial situations by listening and scheduling fact-finding appointments.
- Identified and solicited sales prospects in agency databases.
- Upsold additional products and services after identifying customer needs and requirements.
- Cultivated new business by offering presentations on financial well-being to individuals on temporary and permanent life insurance solutions.
- Approached potential clients by using direct marketing mailings and phone contacts.
Education
Financial Services Certified Professional® (FSCP®) - Product Knowledge And Marketing Principles
The American College of Financial Services
King Of Prussia, PA 07.2014 - 10.2019
Skills
- Business development and planning
Certification
- Ziglar Sales Training
Timeline
Regional Field Manager
Horace Mann Insurance Companies
01.2016 - 05.2022
Financial Services Certified Professional® (FSCP®) - Product Knowledge And Marketing Principles
The American College of Financial Services
07.2014 - 10.2019
Agency Development Leader
Horace Mann Insurance Companies
03.2014 - 12.2016
Independent Insurance Agent
The Adinolfi Group, Inc.
04.2009 - 03.2014
Insurance Agent
Allstate Corp
03.1988 - 04.2009
- Ziglar Sales Training
- AMA: Preparing for Leadership
- Dale Carnegie Public Speaking
- LIMRA: Trustworthy Selling Coach
- ACE: Coaching Behavior Change
- Phil Crosby Quality Education System
- AMA: Moving from an Operational Manager to a Strategic Leader
- Proud US Air Force Veteran