THOMAS W.

SCANLON
121 Rolling Meadow Drive
Holliston, MA 01746
508-479-8093
tsef913a@westpost.net
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SALES PROFESSIONAL
Account Management ~ Outside Sales
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Tomas ability to create trust and draw out client needs is uniquely strong and a
pplicable in any sales role.
a"Jim Clemens, Waltham, MA

*** Proactive, results-oriented professional with savvy sales management qualifi

cations, motivation and commitment to high-quality work. Deliver first-class cus
tomer service and demonstrate commitment to meet client needs.
*** Collect data, establish facts and draw valid conclusions. Analyze customer n
eeds and recommend appropriate solutions. Take initiative to gain product knowle
dge and stay current on new and evolving products/services. Competent negotiator
.
Consistently overcome objections; strong closer with emphasis on strategic/relat
ionship selling.
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COMPETENCIES
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Sales Management
Strategic Direction
New Business Development
Prospecting
Networking
Time Management
Client Assessment
Sales Cycle Analysis
Sales Forecasting
Solution-Selling Initiatives
Key Account Relationships
Customer Service
Account Retention
Competitive Intelligence
Marketing Communications
Contract Negotiation
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PROFESSIONAL EMPLOYMENT
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Crump Insurance a" Boston, MA
1990 a" Present
Brokers Service a" Providence, RI
1995 a" Present
INDEPENDENT REPRESENTATIVE
* Market financial sales products (e.g., life, disability, long-term care insura
nce; employee benefit programs; and fixed annuities) to corporate, small busines
s and private clients. Compile sales lead lists and identify prospects through t
elephone and direct mail strategies. Qualify prospects, maintain client contact
and service client accounts. Companies represented include Prudential, John Hanc
ock, Transamerica, Banner Life, Lincoln Benefit Life and Genworth Life.
 *** Consistently build account base, adding up to 100 new accounts annually.
Assist clients in implementing financial plans and strategies by using insurance
and financial products and by coordinating services with other financial and le
gal professionals.
AXA Advisors, LLC (subsidiary of AXA Equitable) a" Wellesley, MA
1982 a" 2010
REGISTERED REPRESENTATIVE
* Researched, collected and organized data for personalized wealth management sa
les presentations to individual, small business and corporate clients in New Eng
land. Established individual and business accounts with full line of investment
opportunities and insurance products. Worked closely with clients to determine f
inancial needs, risk tolerance, tax considerations and personal finances. Interf
aced with clientsa CPAs, attorneys and other professional advisors to coordinate
appropriate estate planning instruments.
*** Recognized for meeting and exceeding sales expectations. Established new
client relationships; cultivated existing clientele to generate new business. Us
ed customer profiles to construct asset allocation models. Prepared and implemen
ted sales/service plans that supported customer needs.
* Established rapport and sense of trust with wide range of people of various cu
ltures and professional levels. Assisted clients in making informed decisions th
at affected their short-term and long-term financial well-being. Managed client
portfolios, reviewing and offering guidance in rebalancing as circumstances dict
ated.
*** Managed assets over $65 million.
*** Built client base of 1,500+ accounts through cold-calling, telemarketing,
networking and referrals. Optimized results through focused follow-up.
*** Achieved 96% account retention by delivering first-class customer service
.
*** Revived inactive accounts that resulted in new sales on consistent basis
through four-pronged approach: ask questions, analyze data, make recommendations
, keep in touch.
*** Increased book of business 15% annually on accounts with total asset valu
e of $4 million acquired from former experienced sales partners by providing exp
ert guidance and fostering enduring relationships.
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AWARDS
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Boston Branch Representative of the Year, multiple years
Monthly Sales Awards, numerous months each year
Ranked in Top 10 of up to 150 reps each year based on First Year Commissions
Recipient of Superior Achievement, Distinguished Service and Silver Medal of Hon
or awards reserved for top 5% of sales reps of national sales force of 6,000
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LICENSES
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Series 6
Series 63
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PROFESSIONAL ASSOCIATION
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Million Dollar Round Table (MDRT)
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EDUCATION
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Bachelor of Science, The Ohio State University