Scott L. McKay
Palm Harbor,FL
Summary
Experienced financial services professional with a proven track record of success in sales, marketing, and training. Recognized as a subject matter expert (SME) in sales, financial planning, and marketing with a talent for simplifying complex products and delivering impactful training. Skilled in identifying and capitalizing on new business opportunities, as well as building and maintaining strong client relationships. Fluent in various products and services, including life insurance, annuities, and long term care. Series 6, Life and Health Licensed.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Regional Sales Manager
Catholic Financial Life
Palm Harbor, Florida
10.2023 - 03.2024
- Developed strategies and plans for regional sales growth.
- Created promotional campaigns to increase sales in the region.
- Organized trade shows, exhibitions, and other events to showcase products.
- Analyzed regional sales performance data to develop actionable insights.
- Established relationships with key accounts in the region through personal visits and phone calls.
- Recruited top regional sales representatives
- Provided technical advice and support on product features and benefits to customers.
- Implemented effective territory management techniques across the region.
- Maintained accurate records of all sales activities including leads generated and closed deals.
Life and LTC Sales Solutions Professional
Addison Avenue Investments
01.2022 - 10.2023
- Created a new life and LTC program for the largest AUM credit union in the country, First Tech FCU.
- Creation of new marketing materials, including client and advisor-facing brochures, emails, and in-person event presentations.
- Advisor trainings, both in-person and virtual.
- Managed weekly communications through newsletters.
- On track for average annual gross commissionable revenue of $1,000,000 in 2023.
- Sales Pipeline of 60 cases with over $400k in commissions, not including several large LIRP cases.
- Offer customized life and LTC program based on the Advisor's needs.
- Meet with clients with and/or without the advisor and walk the client through the sales, application, submission, and underwriting processes.
- Product Expert for Term and Permanent Life Insurance and Long Term Care, including ABLTC.
ABLTC Solutions Consultant
Raymond James/Producers Choice
01.2017 - 01.2022
- One of the original three ABLTC Consultants when the program started in early 2017
- Doubled sales in the first six months resulted in an additional $10 million in Sales
- Increased sales over 50% in my second year and over 25% in my third year in the Western Territory
- Ranked number one in production with over $30 million in 2019 and 2021 and number two the other years
- Had a huge impact on the FID Channel with the largest penetration rate of over 25%
- Created lasting relationships with Complex Managers/Branch Managers and advisors in all Channels
- Provided many opportunities to travel to the territory for client events and advisor training
Internal Sales Partner
State Life/OneAmerica
01.2010 - 05.2017
- Began with organization as an Internal Wholesaler, working with independent brokers, while supporting two Regional Marketing Directors.
- Promoted to Internal Business Development in 2012 due to recognized product, sales, and marketing expertise.
- Full accountability and ownership of recruitment and comprehensive Long Term Care training of new brokers, and oversight of nearly one quarter of the country with a territory of 16 states, from Texas to the Dakotas.
- Developed and implemented a business development strategy that resulted in a 30% increase in sales and brought on 250 new agents, accounting for 10% of State Life's overall sales in 2013.
- Recognized throughout the organization for a unique ability to create excitement, and to create and implement memorable, repeatable, and impactful sales/marketing techniques for greater revenues and market share.
- Expert in conducting webinars, seminars, client calls, teleconferencing, small and large group training, as well as impactful educational and engaging client seminars.
- Simplify products and generate repeatable results by educating agents using situational training, including the process, technique, and style of solution-based sales, eliminating the features and benefits mentality.
Advisor
Spectrum Financial Group
01.2008 - 01.2010
- Planning/investments for high net worth individuals, organizations and retirement plans; specialized in alternative investments for accredited investors
- Built successful practice utilizing expertise in relationship building, financial planning and products
- 403(b) plans for two prominent churches in Carmel, Indiana
- Facilitated successful educational small group dinners of high net worth clients closing 50% minimum
- Recognized expert in building and leveraging centers of influence, networks and strong relationships; built entire book of business based on referrals
- Fluent and specialized in Life Insurance, Fixed/Variable Annuities, Disability Insurance, LTC Insurance, Key Man Insurance, Non-Qualified Deferred Compensation and Alternative Investment including gas and oil, equipment leasing and REIT's
Skills
- Client Onboarding
- Upselling and Cross Selling
- Lead Generation
- Annual forecasting
- Consultative and relationship selling
- Territory and account management
- Sales initiatives and techniques
- Deal Closing
- Training and mentoring
- Goal Setting
Certification
- Florida 2-15
- Series 6
Timeline
Regional Sales Manager
Catholic Financial Life
10.2023 - 03.2024
Life and LTC Sales Solutions Professional
Addison Avenue Investments
01.2022 - 10.2023
ABLTC Solutions Consultant
Raymond James/Producers Choice
01.2017 - 01.2022
Internal Sales Partner
State Life/OneAmerica
01.2010 - 05.2017
Advisor
Spectrum Financial Group
01.2008 - 01.2010
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