Thomas CLAY HATFIELD
Nashville,,TN
Summary
Financial services professional with experience across wealth management, investment products, advisor relationships, client onboarding, and business development. Background includes supporting financial planning and investment implementation, communicating complex concepts clearly, and building trusted relationships with clients, advisors, and centers of influence. Proven success developing relationships and driving revenue growth in financial services while maintaining strong follow-through, organization, and client service.
Overview
9
9
years of professional experience
Work History
Investment Analyst
LBMC Investment Advisors
Brentwood, TN
08.2024 - Current
- Manage onboarding and implementation for new client relationships, including account openings, asset transfers, retirement accounts, trusts, estate transitions, and other planning-related items.
- Prepare and execute account-level implementation steps tied to investment and planning recommendations, coordinating with advisors while carrying projects through completion.
- Serve as a primary point of contact for clients during onboarding and implementation, clearly communicating next steps, deadlines, paperwork requirements, and account status.
- Coordinate with custodians, tax professionals, TPAs, and other outside partners to resolve issues, complete transfers, and move client planning items forward.
- Partner with advisors to move prospective client relationships from commitment through full implementation with strong follow-through and attention to detail.
- Identify process gaps and improve internal workflows to reduce errors, increase advisor efficiency, and strengthen the overall client experience.
Associate Investment Advisor & Head of Marketing
Brasada Capital Management
Houston, TX
10.2022 - 08.2024
- Led organic growth initiative for a wealth management firm historically focused on acquisition-based growth.
- Developed business development strategy, client-facing materials, and advisor resources for prospects, clients, and referral sources.
- Planned client events to strengthen relationships, generate referrals, and create new business opportunities.
- Built relationships with clients, referral sources, and centers of influence while partnering with leadership on growth strategy.
External Wholesaler
Pacer ETFs
Houston, TX
09.2020 - 10.2022
- Grew average monthly sales from $1.5M to over $10.3M by developing advisor relationships and communicating ETF product value.
- Closed a division-record sale that generated more than $300K in recurring annual revenue.
- Built a pipeline of advisor relationships through proactive outreach, meetings, follow-up, and targeted business development.
- Delivered ETF product presentations, portfolio strategy discussions, and market updates to drive advisor education and adoption.
- Onboarded 30+ new advisor relationships by aligning investment solution conversations with advisor needs.
Internal Wholesaler
Jackson National Life Distributors
Franklin, TN
06.2017 - 09.2020
- Prospected and onboarded 84 new financial professionals for a newly launched annuity product line.
- Educated advisors on annuity products, retirement income strategies, and product positioning in client planning conversations.
- Developed and delivered sales strategy presentations focused on advisor engagement, product positioning, and retirement income conversations.
- Analyzed production trends and partnered with external teams to increase advisor engagement, product adoption, and market reach.
Education
Bachelor of Business Administration - Finance
University of Kentucky Gatton College of Business
Lexington, KY05.2017
Skills
- Series 65 licensed
- Client relationship development
- Business development
- Prospecting and networking
- Client needs analysis
- Financial planning
- Retirement planning
- Investment solutions
- Insurance and risk management
- Referral development
Timeline
Investment Analyst
LBMC Investment Advisors
08.2024 - Current
Associate Investment Advisor & Head of Marketing
Brasada Capital Management
10.2022 - 08.2024
External Wholesaler
Pacer ETFs
09.2020 - 10.2022
Internal Wholesaler
Jackson National Life Distributors
06.2017 - 09.2020
Bachelor of Business Administration - Finance
University of Kentucky Gatton College of Business